A national collegiate sales competition showcasing the talents of "hot" Sales and Marketing students

UW-Eau Claire Center for Sales & Sales Management
UW-Eau Claire College of Business
UW-Eau Claire

SALES SCENARIOS

Information for 2017's competition will be posted prior to the 2017-18 school year

RULES

The Sales Competition

The contestant's registration packet will include the scheduled times for his/her role plays. Schedule changes will be announced during the Sales Warm-Up Welcome and Instructions meeting Thursday evening. Everyone must attend this meeting.

Rounds One and Two

We will have two rounds of competition with four waves of competitors in each round. Round One competition will begin Friday at 9:00 am unless notification is given at the Welcoming ceremony during the final instructions. The Round Two competition will begin Saturday at 8:00 am unless notification is given at the Friday Fun Night dinner.

Only judges and UW-Eau Claire sales competition assistants are allowed in the judging rooms during Rounds One and Two.

Role Plays

Role plays will be held at UW-Eau Claire in the rooms designated for the sales competition. See schedule for detailed information.

All competitors must be in a designated waiting room 15 minutes prior to their scheduled competition time.

Each role play will begin promptly at the scheduled time. Contestants late for their Round One assigned competition time are disqualified from competing in that round. However, this does not disqualify him/her from competing in Round Two of the competition.

Contestants have a maximum of 20 minutes for each role play. Time begins when the door is opened to the office or room in which the role play is staged. No additional time is allowed for setting up visual aids.

Only visual aids developed beforehand may be used during each role play. The contestants may not present a blank visual aid (e.g. testimonial) and represent it as an answer to unexpected objections or unplanned strategy.

Tasting. Hormel reps may include sample tasting as part of their sales call. As you might imagine, trying to prepare and handle the real products in our role play setting would be problematic. In lieu of using the actual products, if a student desires to include a sample tasting, they may use a plate to offer their buyer a taste of their imaginary product. The buyer will interact with the imaginary product as they would if it were real.

Recording will be turned off at the end of 20 minutes. The role play is over at that time. The contestant will be evaluated on the 20 minutes he/she completed and will receive feedback on their role-play from one of the judges. Information gathered during the role play is confidential and should not be passed along to other contestants.

Contestants from the same school will compete during consecutive time periods and will not be allowed to interact concerning the role play buyer.

Championship Round

The individuals with the top three combined scores in Round One and Two will compete in the Championship Round of competition. Contestants will be notified in the Schneider S&C Lobby that they qualify for the Championship Round at 3:00 pm. The order of competition will be determined by draw. Contestants will receive a buyer profile in the competition waiting room one half-hour prior to his/her scheduled role play. NO COACHING IS ALLOWED DURING THE CHAMPIONSHIP ROUND.

The sponsors will determine the product/service for the final round. The Championship Round will follow the same format as Rounds One and Two and be broadcast into Schneider 100 at UW-Eau Claire. All winners will be announced during the awards banquet Saturday night. Contestants must be present to receive their awards.

 

These guidelines are adapted from those used at the National Collegiate Sales Competition.

Travel Information and Directions

Competitors will be evaluated on the following criteria

APPROACH

Professional introduction

Salesperson gains prospect's attention

Effectively builds rapport

Smooth transition into needs identification

NEEDS IDENTIFICATION

Uncovers decision process (decision criteria, peopled involved in decision process)

Effectively determines relevant facts about company and/or buyer

Effectively uncovers needs of the buyer (discovers current problems, goals, etc.)

Asks effective questions that brought to the buyers' attention what happens to company or the buyer when problems continue (helped convert implied needs to explicit needs)

Gains pre-commitment to consider the product/service and smooth transition to presentation.

PRODUCT/SERVICE PRESENTATION

Presents benefits-based upon needs of buyer instead of only features

Logical, convincing presentation (displays a strategy to communicate and persuade; clearly understands needs "hot buttons" of prospect and concentrates on those needs)

Uses appropriate/professional visual aids

Effectively demonstrates product

Effectively involves the buyer in the demonstration

Effective use of trial closes (follow-up questions to determine where buyer is in decision process)

OVERCOMING OBJECTIONS

Initially gains better understanding of objection (clarifies or allows buyer to clarify the objection)

Effectively answers the objection

Confirms that the objection is no longer a concern of the buyer

CLOSE

Persuasive in presenting a reason to buy

Asks for business or appropriate commitment from the buyer, given the nature of this particular sales call

COMMUNICATION SKILLS

Effective verbal communication skills (active listening; restated, rephrased, clarified, probed for better understanding)

Appropriate non-verbal communication

Verbiage (clear, concise, professional)

OVERALL

Salesperson enthusiasm and confidence

Product knowledge

 

The rating sheet and judging process are adapted from those used at the National Collegiate Sales Competition, Kennesaw State University; Kennesaw, GA.