Annual Sales Competition

The 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.

This semester’s competition will take place Tuesday, April 16 from 1pm - 4pm

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: $1,500- 1st place | $1,300- 2nd place | $1,000- 3rd place | $500- best buyer

Join the Competition

REGISTER

John Ney, Director of Professional Development

neyjohn@isu.edu | (208) 479-5621

Judging Criteria / Grading Rubric:

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?

20% - NEED & PROBLEM IDENTIFICATION

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

20% PRODUCT/SERVICE 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)

15% SOLVING PROBLEMS AND OVERCOMING OBJECTIONS

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

15% - CLOSE – NEGOTIATING A WIN-WIN SOLUTION

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

15% - COMMUNICATION SKILLS

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)

5% - OVERALL PRESENTATION

Enthusiasm and confidence
Displayed product knowledge
Professionalism