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Indiana University Bloomington

Center for Global Sales Leadership

Selling Competition

Our selling competition attracts top teams from around the United States to compete in our real-world sales simulation judged by representatives from top corporations.

National Team Selling Competition

2013 Competition

Agenda
  • Teams received case materials two weeks before the event.
  • The school sales teams were made up of three-four undergraduate sales students each. Each team role played as co-owners of fictional Home Plate Brew whose goal was to introduce their product into fictional Booley Express convenience 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.