News
Fifteen universities compete in the third annual National Team Selling Competition
October 9, 2009
Bloomington, Ind. -- On Friday, October 9, 2009, sales teams from fifteen universities across the United States met in Bloomington to participate in the third annual National Team Selling Competition. The Kelley School of Business at Indiana University hosted the event and Altria Sales & Distribution sponsored it. Altria Sales & Distribution employees role played the position of buyers and senior management and also served as judges.
The school sales teams were made up of four undergraduate sales students each. They received case materials a week before the event. Each team role played as a fictional Caldaco National Account Supermarket Team whose goal was to introduce a new product "Foco" brand energy drink to the fictional Get-a-Lot Supermarket chain. The team first had to convince a buyer to accept this new product in a morning appointment limited to 15 minutes. If he 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 and judges provided detailed feedback on each team's performance.
"With corporate America moving even faster towards team selling, this competition provides an opportunity to role play team selling, but also receive feedback from executives from America's top corporations," said Professor Dick Canada, the coach of the IU team and faculty advisor for the IU Global Sales Leadership Society.
Jennifer Whaley, an Altria Sales & Distribution executive involved with the planning of the competition added, "As the sponsor of the case competition, we want to give the students an opportunity to participate in a real world selling experience. We hope that all involved walk away with a greater understanding of selling to tough customers. We observed a great group of students whose preparation, presentations and skills continue to impress us."
In addition to Indiana University's team from the Kelley School, the universities represented included the University of Wisconsin-Madison, the University of Wisconsin-Parkside, Ball State University, Penn State University, Michigan State University, the University of Kansas, Ohio University, the University of Toledo, Florida A & M University, Duquesne University, the University of Missouri, Indiana State University, the University of Richmond and the College of New Jersey.
Awards were presented to the winning teams at a dinner hosted at the Indiana University Kelley School of Business. Prizes were $2,000 for first place, $1,500 for second place, and $1,000 for third place. This year, first place went to repeat winner Michigan State University, second to Florida A & M University, and third to Penn State University.
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/.
