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Indiana University Bloomington

Marketing

The Kelley Advantage

We’re ranked #2 in the world for our MBA marketing program by Financial Times, 2012, and #7 in the nation for our undergraduate marketing program by U.S. News & World Report, 2013.

Seventh Annual National Team Selling Competition: Indiana University Places Third

Nov 08, 2013

Bloomington, IN – On October 10-11, 2013, teams from twenty-one universities across the United States met at Indiana University in Bloomington to participate in the seventh annual National Team Selling Competition (NTSC). The Center for Global Sales Leadership at the Kelley School of Business hosted the sales educational outreach event. Altria Group Distribution Company and 3M Corporation sponsored it. Sponsor employees role‐played the position of buyers, senior management, and served as judges.

Teams were made up of four undergraduate students each. The materials outlined a fictional situation in which the team had to first convince a buyer for a large convenience store chain to test carrying craft beer to help them meet their profitability goals. If they convinced the buyer of the product’s value, the team members then presented their case to the senior management at that account. Each teams’ presentations were videotaped for them to review their performance later. Judges provided detailed feedback on each team’s performance as well.

Jennifer Whaley, Senior Account Manager, Altria Group Distribution Company, stated, “As the sponsor of the competition, our goal is to write a challenging consultative selling case and provide a competitive environment to all participating teams.  The quality of the students that we observed continued to amaze us. We were so impressed by the quality of their team selling conversations and presentations.” Candace Mailand, 3M Sales Innovation Manager, added, “3M is proud to be a corporate partner of Indiana University and we were pleased to be given the opportunity to co-sponsor their National Team Selling Competition this year.  These types of events provide students with an opportunity to apply the knowledge and skill sets that they've developed in the classroom to "real world" competitive selling situations.  The more students participate in such events, the better prepared they will be when they enter the professional workforce.”

The event includes a Sales Career Fair which provided an opportunity for all the participants to explore selling career opportunities with 17 corporate sponsors seeking sales talent this year. Sponsors included Altria Group Distribution Company, 3M Corporation, ADP, C.H. Robinson, Consolidated Electronic Distributors (CED), CEB (formally known as Corporate Executive Board), Coyote, GE Healthcare, Google, IGS Energy, InterCall, Kraft Foods, Northwestern Mutual, OxyChem, P&G, SRS Distribution, and Whirlpool Corporation.

In addition to Indiana University Kelley School of Business, the universities represented included Saint Mary’s College, University of San Diego, University of Wisconsin-Madison, Ball State University, University of Cincinnati, University of Toledo, Purdue University, Michigan State University, University of Washington, Indiana State University, Kansas State University, University of Missouri, Tuskegee University, Syracuse University, University of Florida, University of Richmond, Northern Illinois University, University of Kansas, University of Wisconsin Parkside, and Baylor University.

Awards were presented to the winning teams at an awards luncheon hosted in the Forum at the Kelley School of Business. Team prizes were $2,000 for first place, $1,500 for second place, and $1,000 for third place. This year, first place went to University of Wisconsin-Parkside, second to University of Toledo, and third to Indiana University. The Indiana University team was coached by Professor Dick Canada who teaches M330 Consultative Selling at the Kelley School of Business. The Global Sales Workshop students comprising the IU team were Hilary Leighty, Kip Wiktorowicz, Jack Toal, Ian Bobbitt, and alternate Elise Gelwicks.

Next year’s competition will be held in early October at the Kelley School. Details and the exact date will be posted at http://www.kelley.iu.edu/GlobalSales/competition/page15623.html.