Page 1

THE FLORIDA STATE UNIVERSITY COLLEGE OF BUSINESS

THE SALES INSTITUTE

Spring 2015

Director’s Update It has been a busy year. 

The number of sales majors continues to grow. The basic sales course is now a requirement of all Marketing Majors, which has the single largest number of students enrolled in the College of Business.

Meet the Professional Sales Competition Team pages 2, 3, and 4.

Dr. Leff Bonney has been granted tenure which includes promotion to assistant professor. Tenure is granted at FSU based on a combination of superior teaching and published scholarly research. Much of the research conducted by Sales Institute faculty is directly applicable to day-to-day business operations. See the article on page 5 about the new FSU sponsored Sales Executive Symposium, to be headed by Dr. Bonney.

Get an insight on recruiting Millennials directly from a student on page 6.

February 26th and 27th is Seminole Sales Showcase a celebration of professional sales at Florida State University. Find out more details on page 4.

ICSC 2015 will be even bigger and better than 2014. Find out how on page 6.

A warm welcome to the FSU Sales Institute’s Newest Sponsors. Find out who they are on page 7.

Florida State University - The Sales Institute

www.Facebook.com/TheFSUSalesInstitute

Page 1


Florida State University - The Sales Institute

Meet the Spring 2015 Professional Sales Competition Team

olly Hesoun is a senior from Tallahassee, FL. Holly is pursuing her Bachelor’s of Science in Professional Sales and will graduate in May of 2015. Holly is a transfer student from Tallahassee Community College where she served as the President of the Honors Club. Holly is an intern at Turner’s Budget Furniture and is noted on the coveted President’s List at FSU.

J

uan Barona is a senior at Florida State University from Weston, FL. Juan is pursuing his Bachelor’s of Science in Professional Sales & Finance and will graduate in December of 2015. A transfer student to FSU, Juan participated in the Rotary Exchange Program in Denmark before enrolling at Broward College. Juan is an avid member of the FSU Wakeboard team and can speak 3 languages: English, Spanish, and Danish.

G

abrielle Carrera is a junior from Boca Raton, FL. Gabrielle is pursuing a Bachelor’s of Science degree in both Professional Sales and Marketing with minors in Spanish and Leadership; she will graduate in May of 2016. Gabrielle oversees high school and college clubs that raise money and awareness for the nonprofit "A Prom to Remember." While heading these clubs, she has helped raise over $25,000 in her years of leadership. She also was reelected as the Vice President of Community Service for her beloved Kappa Delta Sorority, where she has raised over $50,000 for the Children's Home Society and Prevent Child Abuse America.

B

rooks Comer is a junior from Cantonment, FL. Brooks is pursuing his Bachelor’s of Science degree in Professional Sales & Finance with a minor in Entrepreneurship and will graduate in May of 2016. Brooks founded and sold his own business, Smokin’ Hot BBQ Catering, LLC in Pensacola, FL and has visited over 350 National Parks, Monuments, and Historical Sites.

Florida State University - The Sales Institute

Spring 2015

Page Two

H L

indsey Keller is a senior from St. Augustine, FL. Lindsey is pursuing her Bachelor’s of Science degree in Sales & Marketing at Florida State University and will graduate in May of 2015. Lindsey was employed in St. Augustine as a sales associate for 4 years at Banana Republic, and is currently the head hostess at one of Tallahassee’s finest restaurants; Shula’s 347 Grill at Hotel Duval.

A

ngela Mele is a senior from Saint Cloud, FL. Angela is pursuing her Bachelor’s of Science in Professional Sales and will graduate in May of 2015. Angela is an NCSA certified personal trainer and is the creative writing and publications intern for all of Florida State University’s Campus Recreation managing 4 professional social media accounts.

C

onnor Milo is a senior from Jacksonville, FL. Connor is pursuing his Bachelor’s of Science degree in Professional Sales & Business Management at Florida State University and will graduate in December of 2015. Connor was a student assistant of the 2013 Orange Bowl Champion Florida State Seminoles football team and currently serves as the Vice Chair of the Oglesby Student Union. Page 2


Florida State University - The Sales Institute

Professional Sales Competition Team cont’d.

S

amantha Perez is a senior from Fort Lauderdale, FL. Samantha is pursuing her Bachelor’s of Science degree in Professional Sales at Florida State University and will graduate in May of 2015. Samantha has served as an executive intern at Target and for several years has been a volunteer coordinator of the Southwest Airlines fishing tournament for the Ronald McDonald House; amassing over $18,000 in 2014 alone.

R

achel Perry is a senior from St. Augustine, FL. Rachel is pursuing her Bachelor’s of Science degree in Professional Sales at Florida State University and will graduate in May of 2015. Rachel has been a manager of the Outback Crabshack in St. Augustine, an intern with Northwestern Mutual, and is a devoted sister of the Alpha Phi Sorority.

M

oriah Taliaferro is a senior from Manitou Springs, CO. Upon graduation in May 2015, Moriah will receive her Bachelor’s of Science degree in International Business Management & Professional Sales at Florida State University. She spent her first two years as a student of FSU's satellite campus in the Republic of Panama. During the summer of 2014, Moriah completed a 12 week internship with Wyndham Vacation Ownership in Destin, FL, where she generated over $300,000 in company revenue and was one of 5 Summit Club recipients for the quarter.

Florida State University - The Sales Institute

Spring 2015

Page Three

K

endra Tulak is a senior from Ormond Beach, FL. Kendra is pursuing her degree in Professional Sales & Editing, Writing, and Media at Florida State University and will graduate in May 2015. Last year Kendra was recognized as the top campus sales representative in the nation at Zipcar. While serving as Kappa Alpha Theta’s communication director, Kendra created a marketing plan with the newly established app, LUV4wrd, to raise $4,000 for CASA, the sorority's philanthropy. In the summer of 2014, Kendra studied abroad in London with a concentration in Business Law.

M

axwell Turner is a senior from Gainesville, FL. Max is pursuing his Bachelor’s of Science degree in Finance and Marketing at Florida State University and will graduate in May of 2015. Max serves as an independent sales representative at Roper and is a proud member of Pi Kappa Phi Fraternity.

C

harles White is a senior from Winter Haven, FL. Charles is pursuing his Bachelor’s of Science degree in Professional Sales with a minor in Hospitality Management at Florida State University and will graduate in August of 2015. Charles has maintained employment while exceling as a student in Tallahassee, FL. Charles is a dedicated member of the Phi Delta Theta Fraternity.

Page 3


Florida State University - The Sales Institute

Spring 2015

Page Four

Professional Sales

Seminole Sales Showcase

Competition Team cont’d.

A two-day event February 26-27, on FSU campus, to celebrate the sales profession. This will include a sales-only career fair, an evening networking event, and a sales role-play competition.

J

essica Williams is a senior from Trinity, FL. Jessica is pursuing her Bachelor’s of Science degree in Professional Sales at Florida State University and will graduate in May of 2015. Jessica was an Account Manager Intern at Morrisette Paper in summer 2014 and is a Campus Sales Representative at Full Press Apparel in Tallahassee.

Meet the Teaching Assistant

C

onnor Gray is a graduate student from Fort Walton Beach, FL. Connor is pursuing a Master’s of Marketing degree at Florida State University and will graduate in May of 2015. He also completed his undergraduate career with a Bachelor’s of Science in Finance at Florida State University in May of 2014. Connor is a graduate assistant in the Sales Institute and is a dedicated member of the Pi Kappa Alpha Fraternity.

Here is an outline of the events:  Beginning Thursday morning our internal competition will run from 9 to 11 AM. Then from 12:30 to 4:30 PM an exclusive sales only job fair in the Student Union Ballroom. Lunch will be provided for all recruiting companies. Thursday evening, from 5:30 – 7:30 PM, a networking reception with top sales majors and scholarship awards presented.  Thursday will be the internal competition to select the FSU competitors for several national sales competitions.  Thursday afternoon and all day Friday, rooms will be available for interviews. A more detailed Agenda can be found here. Register here: http://fsusalesinstitute.com/ showcase

University of Central Florida 2014 Role-Play Team Winners

Florida State University - The Sales Institute

Page 4


Florida State University - The Sales Institute

Sales Leadership Forum November 3 and 4, 2015 at the Rosen Plaza Hotel Managing sales teams is one of the most important functions in today’s business environment. It is also one of the most difficult functions in an organization because of changing customers, products and competitors. While many sales leaders have insight that can be shared, they rarely get the opportunity to meet with other sales leaders to exchange ideas around topics like sales person hiring, training, compensation, and sales force strategy. At the FSU Sales Leadership Forum, you will hear from senior executives who lead some of the best sales organizations in the world. Additionally, you’ll hear from the FSU Sales Institute Faculty as they report on the latest, cutting-edge research related to sales and sales management. Ultimately, you’ll gain valuable insights and best practices about the strategies that drive sales force success. Real-world sales issues discussed in an intimate setting enables open discussion of challenges and solutions. These include: 

Sales force compensation trends and bestpractices

Spring 2015

Page Five

Getting the most for your sales training dollar

The importance of customer segmentation that is actionable by your sales team

Sales rep biases in customer targeting and selection

Bridging the gap between sales and marketing

Understanding sales force strategy

Best practices for finding and hiring top sales talent

Below are some key points of interest about the FSU Sales Leadership Forum. 

No consulting companies or sales training companies just an unbiased presentation of best practices around building and maintaining effective sales teams.

A great opportunity for sales leaders at all levels to gain insights into increasing sales team success.

Registration is $1,000 with discounts for groups and early registration

All forum attendees are invited to stay and attend the opening reception of the International Collegiate Sales Competition (www.icsc-fsu.org) and the first round of the ICSC competition on November 5th.

ICSC 2014 Sales Management Case Champion Congratulations University of Georgia

Florida State University - The Sales Institute

Page 5


Florida State University - The Sales Institute

Spring 2015

Page Six

International Collegiate Sales Competition (ICSC) 2015

The Secret to Attracting Millennials

The 2015 International Collegiate Sales Competition (ICSC) will be November 4-7 at the Rosen Plaza Hotel in Orlando, FL. We appreciate our sponsors and due to your feedback from 2014 we have added technology to the career fair and food area which will allow sponsors to circulate video-mercials and ads on a continuous rotation throughout the event, we have added a networking event to Wednesdays opening night which will provide sponsors the opportunity to have interactions with the students early in the event, we will also add a networking event on Thursday evening. We want to maximize your time and assure you have every opportunity to interact with each student on a daily basis and multiple occasions. We look forward to this year’s ICSC and are expecting up to 60 schools and universities to participate in the role-play competition and up to 40 schools and universities to participate in the sales management case competition. Additionally this year, we are expanding and going outside of the previous year’s boarders and personally reaching out to schools and universities in the western hemisphere.

The secret to attracting Millennials to an industry and company is really not any different than how sales professionals do their job; they deliver value. Hearing from a student’s point of view is how one of the FSU Sales Institute sponsors provided that value.

We are looking forward to another great year, registration will open in May!

Jordan Petrozzino”

“I wanted to take a moment to thank you for arranging to have the representatives from Tom James come and speak to the class last week. I've been working in construction sales for the past year and have spent months trying to get into a very large-scale contractor's office and was finally able to break through their barrier today. I modified the Tom James cold calling script to fit my field and was able to get an appointment the same day. I left the meeting with an advance to meet with the corporate purchasing manager to begin working out a buying schedule… Sincerely,

ICSC 2014 Congratulates Purdue University with the Rookie Team

Florida State University - The Sales Institute

Page 6


Florida State University - The Sales Institute

â—?

Spring 2015

â—?

Page Seven

Meet Our Newest Sponsors

Florida State University - The Sales Institute

Page 7

FSU Sales Institute Spring 2015 Newsletter  
FSU Sales Institute Spring 2015 Newsletter  
Advertisement