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Summer 2012

Director’s Update: How do you pick? Members of FSU Sales Team are nationally recognized for their consistent top performance in national sales competitions. I am often asked, “How are sales team members selected?” Students are selected for the sales team from the Advanced Sales class because they have demonstrated superiority in three areas. First, a clear understanding of the professional selling principals taught in the sales program. These principals are summarized in many academic texts but are derived from four primary books, “Spin Selling” by Neil Rackham, “The Sandler Rules” by David Mattson, and Miller/ Heiman’s “Strategic Selling” and “Conceptual Selling”. Second, each student demonstrates significant leadership skills. Third, is the championship quality of willingness to work harder and longer to achieve success. Read the summaries of the Fall 2012 Sales Team members on Pages 2 and 3 and you can easily

pick out these qualities. Full council members may log into the FSU Sales Institute ‘members only’ area and download full resumes or view each team member’s last role-play.

Inside this issue:

In February at the 2012 Spring Showcase we announced that this fall, FSU would host a national sales competition. The dates are set, October 19-21, and plans are in the final stages of completion. Participation at this competition is now part of the benefits pages for all council members. Those updated benefits are shown on page 4.

Meet the Sales Team

2&3

ICSC Details

4

Sponsor Benefits

4

The FSU Sales Institute Pat Pallentino, Director Jennifer Poston Office: 850.644.7875 PPallentino@fsu.edu Jennifer@FSUSalesInstitute.com

Finally, FSU welcomes five new Advisory Council members: Cox Media Group, Georgia-Pacific, Johnson & Johnson Life-Scan, The Mattress Firm, and Netsuite. www.Facebook.com/TheFSUSalesInstitute

Announcing the International Collegiate Sales Competition (ICSC) It’s a world-class sales competition starting Friday, October 19 through Sunday, October 21, 2012. This first year will be limited to 36 schools as we shake down the technology and the logistics of expanding our annual event and adding the International components. Following the example of the National Collegiate Sales Competition (NCSC), the ICSC will consist of four rounds plus a wild-card round in a tournament style competition. More details can be found on Page 4.


The FSU Sales Institute

Summer 2012

Page Two

Meet the Fall 2012 Professional Sales Team Jessica A. is double majoring in both Business Management and Professional Sales and plans to graduate in December 2012. Jessica holds membership in Women in Business, the Golden Key Honor Society and the Seminole Student Boosters. Jessica worked professionally as a Legal Assistant and describes herself as a quick learner who takes on challenges, while maintaining flexibility and strong attention to detail. James C. is a Professional Sales major, minoring in Hospitality, who plans to graduate in May 2013. He is a member of Phi Delta Theta fraternity and was elected “Warden-in-Charge” by his brothers. Through the fraternity, James fund-raised for Children’s Miracle Network via the FSU Dance Marathon. James is also a member of the Florida State Lacrosse Team which ranks number one in the South Eastern Lacrosse Conference. Agustin D. is a Professional Sales major and plans to graduate in May 2013. Agustin owned a successful small business since June 2007. Appearing on the Dean’s list for four semesters, Agustin is a Bright Futures Scholarship recipient. He also worked with University Directories where he gained experience in managing a territory, prospecting, building rapport, and closing the sale. Kelsey F. is a Professional Sales major and plans to graduate in May 2013. Kelsey is an active member of Phi Mu Sorority and is the Treasurer for the FSU Sales Club. For three consecutive years, Kelsey placed internationally in the DECA Marketing and Sales Competition. Kelsey organized a school-wide fundraising event that raised over $19,000 benefiting Children’s Cancer Research.

Carmine G. is majoring in Professional Sales and plans to graduate in May 2013. Carmine is a Bright Futures Scholarship recipient. As a member of Pi Kappa Alpha Fraternity’s Judicial Board, Carmine helps make decisions on fraternity judicial cases. He also served as Rush Captain for the fraternity. Carmine currently holds a Yacht broker’s license and participates in international yacht shows. Brandon K. is double majoring in Professional Sales and Finance. He has extensive leadership experience while serving on the Risk Management Committee of the Kappa Alpha Order. Brandon was also their Pledge Class Vice President. While serving on the Interfraternity Council Executive Board, Brandon supervised 23 fraternities, including over 2,000 men. Brandon also volunteers in the Student Rights and Responsibilities Office where he serves as Chief Justice. While serving in that capacity, Brandon facilitated all Greek hearings involving IFC chapters.

Brian N. is double majoring in Professional Sales and Finance and plans to graduate in May 2013. He gained real-world sales experience while working for Southwestern Advantage in Nashville, selling books door-todoor. Brian is a member of both the FSU Racquetball Club and the FSU Chess Club. He is a member of the Phi Theta Kappa Honors Society and made the Dean’s List. While living in Palm Beach, Brian served as the Public Relations Officer of the Political Science Forum Club.


The FSU Sales Institute

Summer 2012

Page Three

Meet the Fall 2012 Professional Sales Team cont. Michele R. is a Professional Sales major and plans to graduate in May 2013. Michele gained valuable sales and marketing experience while working for Campus Flock, where she presented business partnerships to many local Tallahassee businesses. She also used social media to advertise and market their services. Michele plans to graduate in April 2013 with majors in both Professional Sales and Management. Michele is the Chief Marketing Officer for Kappa Alpha Theta Sorority. She also worked on the Dance Marathon Marketing Committee.

Elizabeth T. is majoring in Professional Sales with a Minor in Hospitality. She is a sales associate with Coach, Inc. where she consistently meets sales goals. Elizabeth even achieved the number one SPH (sales per hour) in the store and is repeatedly ranked in the Top 10 SPH associates in the district. She was recognized with a service commitment award in both October and December of 2011. She is a member of Phi Mu sorority, the Student Alumni Association, and Seminole Student Boosters. In her free time, Elizabeth enjoys competing on the FSU club soccer team.

Clayton R. is a Professional Sales major and plans to graduate in May 2013. Clayton is a member of Pi Kappa Phi Fraternity and he served on their Executive Council as Risk Management Chairman. Clayton has made the Dean’s List every year while at FSU and is a Bright Futures Scholarship recipient. While working for Northwestern Mutual Financial Network, Clayton initiated referral based telephone calls, presented solutions to clients and expanded cliental network by asking for referrals. In addition, Clayton holds a Certificate of Completion from Ravencrest Bible College in Estes Park, Colorado.

Francis V. is a Marketing major and boasts a full resume with extensive work experience and extracurricular activities. As a Field Sales Intern with Altria Group Distribution, Francis was responsible for 50 retail customers with accounts worth approximately $10 million in sales. Francis is a member of the APFLA Business Club where he serves as Vice President for Marketing and Recruitment. Francis is also the New Member Educator of Theta Chi fraternity, a player on the FSU Lacrosse team, a member of the Phi Eta Sigma National Honor Society and a counselor at the Shady Grove Youth Group.

Matthew S. is another Professional Sales and Finance double major and plans to graduate in May 2013. He volunteered for both Habitat for Humanity and the FSU Dance Marathon, benefitting the Children’s Miracle Network. He currently serves on the Phi Kappa Tau Executive Board as Vice President of Programming, where he manages a $30,000 social budget.

Annemarie Y. is majoring in Professional Sales and plans to graduate in May 2013 with a minor in Psychology. She completed several internships with Homeland Security, US Customs and Border Protection. Annemarie is also the current President of Delta Gamma sorority and a member of the FSU Golden Girl Dance Team. Annemarie volunteers extensively with such charities as The Leukemia & Lymphoma Society, Children’s Miracle Network, Relay for Life and the Cherry Laurel Assisted Living Home.


The FSU Sales Institute

Summer 2012

ICSC Announcement, continued from Page 1. Each round will challenge students to demonstrate a variety of selling skills in a different business environment. Round one will be a business-to-individual selling situation as will the wild-card round. Round two will be a needs-assessment sales call on a major foreign corporation with a goal of accomplishing some business “advance”. For this first year, the corporation is the Russian flagship department store, GUM in Moscow. Round three will continue the sales process started in round 2 with a sales call to the very important top official (VITO) that will make the final decision. This round will be a Skype video call to Russia, where a top Russian executive, will play the part of the buyer. The final round will again be a business-to-individual situation.

Page Four

Here is a summary of the agenda: 

Friday, from noon to 4 PM, an exclusive job fair for FSU College of Business Students, followed Friday evening by a welcome reception for competitors and partners.

Saturday, all day, an exclusive job fair for competing schools and rounds 1 and 2 of the competition. Then on Saturday evening, a Casino Night.

Sunday, the final rounds of the competition and an awards dinner. Full information about the ICSC is available at:

http://www.icsc-fsu.org

Updated Advisory Council Benefits FSU Sales Program Advisory Council membership now includes participation in the International Collegiate Sales Competition (ICSC). Below is the complete list of benefits at the three participation levels.

Chief Level and ICSC Diamond Sponsor ($15,000 annually) FSU Sales Program Benefits:

    

All Warrior/Premier level benefits. Sponsorship of a room in the sales lab (limited to 8 members), which includes logo and marketing message incorporated into the room. Advanced Sales student assigned to function as an ambassador for the member. (Student ambassador will coordinate and promote member events to other students, encourage students to apply for job opportunities with member, and promote the member’s overall interests on campus.) Faculty assistance in identifying and targeting sales students who are a likely fit with the member’s organization. A benchmarking study comparing member organization against world class organizations in a similar industry.

15% discount on sales and sales management training for the member’s organization. In addition, corporate members at the Chief level can serve as officers and committee chairs. ICSC Diamond Benefits:

         

Highlighted link to partner’s web site on the FSU Sales Institute web site. Viewing of member’s opportunity video in sales classes. Web access to all sales student role-play videos. Private breakfast meeting with top sales students (Sales Team). 10% discount on sales and sales management training for the member’s organization.

ICSC Premier Benefits:

        

10 X 10 booth space at ICSC Job Fair Recognition on all signage during the competition events. Electronic copy of all participating student’s resumes. Full page of space to describe jobs and internships in the “Opportunity Guide” given to all student participants. Participating as judges and buyers for qualified* sponsor participants. 4 reserved seats at the Sunday evening awards banquet. Participation in the spring University-wide job fair (Seminole Futures) held in January. Reserved interview room during the competition Noted as host of one of the lunches or other hospitality items (snacks, drinks, etc)

Renegade Level and ICSC Medallion Sponsor

Recognition on all signage during the competition events.

($5,000 annually)

Electronic copy of all participating student’s resumes.

FSU Sales Program Benefits:

Full page of space to describe jobs and internships in the “Opportunity Guide” given to all student participants.

Participating as judges and buyers for qualified* sponsor participants. Reserved seats as necessary at the Sunday evening awards banquet. Participation in the spring University-wide job fair (Seminole Futures) held in January. Reserved interview room during the competition Noted as host(s) of the primary events Sponsorship of a “mini” seminar during the event.

($10,000 annually) FSU Sales Program Benefits:

    

Design and presentation of a case study related to member’s sales issues to be used in one or more sales courses.

First choice of location of 10 X 10 booth space at ICSC Job Fair

Warrior Level and ICSC Premier Sponsor  

All Renegade/Medallion level benefits. An annual on-campus marketing event produced by students participating in facultydirected educational programs. Invitation to assist in the design of sales class curriculum involving member’s products and services.

    

Up to 15 minutes in each sales program class to fully explain job opportunities, products and corporate culture. Alternately presentations may be made by Skype or “Go-ToMeeting”. Invitation to judge the local FSU sales competition in person or via web access. Announcement of info sessions in sales classes and emailed to all students in sales classes. Posting of jobs and internship opportunities on the Sales Institute web site and emailed to all sales students. Web access to sales major student resumes.

Web access to role-play videos of sales team students. ICSC Medallion Benefits:

     

8ft table at ICSC Job Fair Recognition on all signage during the competition events. Electronic copy of all participating student’s resumes. Half page of space to describe jobs and internships in the “Opportunity Guide” given to all student participants. Participate as judges and buyers for qualified sponsor participants. 2 reserved seats at the Sunday evening awards banquet.


FSUSI Summer 2012 Newsletter