National Team Selling Competition

2011 Competition

Agenda

• Teams received case materials a week before the event.
• The school sales teams were made up of three-four undergraduate sales students each. Each team role played as a fictional Nature's Junction National Accounts Team whose goal was to introduce a new private label popcorn line to the fictional Wildly Fresh chain of stores. 
• The materials outlined a situation in which the team first convinced a buyer to accept this new product in a morning appointment limited to 15 minutes. 
• If the buyer accepted the proposal, then a follow up afternoon appointment was scheduled with a group of vice presidents where the team made a sales presentation based on uncovered needs from the earlier appointment. The afternoon presentation was limited to 20 minutes. 
• The teams’ presentations were taped for them to review their performance later
• Judges provided detailed feedback on each team’s performance after the afternoon appointment.