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Annual Sales Competition

The Annual Sales Competition is an opportunity for any student in the University to gain invaluable experience diving into the principles of sales for a chance to win cash prizes. In the competition, teams of two members work together as a buyer and a seller to sell a product or service of their choice. Students are judged on a number of criteria designed around five major concepts as well as communication and presentation skills.

Participating in the competition will gives students a chance to hone their skills on oral and written communication, practice engagement and leadership, as well as working in teams- all major attributes sought by employers of any industry.

The Competition is hosted annually in the spring by the College of Business and welcomes any major. 

Additional Details

  • Presentations are 10 minutes per team
  • Two members- buyer and seller
  • Teams choose own product or service
  • Winners determined by guest judges in sales
  • Prizes: $1,000- 1st place | $500- 2nd place | $250- 3rd place | $500- best buyer

Join the Competition

John NeyDirector of Professional Development

neyjohn@isu.edu | (208) 479-5621

 

 


 

Judging Criteria

 

  1. 10% - PROSPECTING / ENGAGEMENT 

Objective - How did the seller find this customer? / Effectively engages customer and starts to build relationship

  • Professional introduction with inference and gains prospect’s attention
  • Effectively builds rapport
  • Smooth transition into needs identification
  • Did you make a plan?   
  1. 20% - NEED & PROBLEM IDENTIFICATION
  2. 3. 20% PRODUCT/SERVICE PRESENTATION

OBJECTIVE: Obtain a clear understanding of customer’s problem in order to prepare a customized presentation

  • Uncovered decision process (decision criteria, people involved in decision process)
  • Effectively determined relevant facts about company and/or buyer
  • Effectively uncovered needs of the buyer (discovered current problems, goals, etc.)
  • Asked 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)
  • Gained pre-commitment to consider the product/service and smooth transition to presentation

OBJECTIVE: Persuasively match your product’s benefits to meet needs of the buyer

Presented 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)
  • Used appropriate/professional visual aids
  • Effectively demonstrated product/service
  • Effectively involved the buyer in the demonstration
  • Effective use of trial closes (follow-up questions to determine where buyer is in decision process)
  1. 15% - SOLVING PROBLEMS AND OVERCOMING OBJECTIONS
  2. 15% - CLOSE – NEGOTIATING A WIN-WIN SOLUTION

OBJECTIVE: Eliminate concerns or questions to customer’s satisfaction

  • 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

OBJECTIVE: Take initiative to understand where you stand with buyer now and for the future

  • Persuasive in presenting a reason to buy
  • Asked for business or appropriate commitment from the buyer, given the nature of this particular sales call
  1. 6. 15% - COMMUNICATION SKILLS
  2. 5% - OVERALL PRESENTATION
  • Effective verbal communication skills (active listening; restated, rephrased, clarified, probed for better understanding)
  • Appropriate non-verbal communication
  • Told story to help convey message
  • Verbiage (clear, concise, professional)
  • Enthusiasm and confidence
  • Displayed product knowledge
  • Professionalism