fsu sales institute newsletter - spring 2013
DESCRIPTION
Articiles on the Fall 2012 ICSC, Spring FSU Sales Institute Showcase and an introduction to the Spring 2013 Sales TeamTRANSCRIPT
2012 was a banner year for the FSU Sales
Institute and we expect 2013 to be even better
and all due to your support.
Once again there was 100% placement of
students graduating with a sales major
FSU hosted a very successful international
collegiate sales competition (ICSC). See the
article on page 5
FSU began a graduate level Sales
Management certificate program. See the
article on page 5
The FSU MBA program now includes an
optional focus in sales management
Every member of the Fall 2012 Sales Team
who are graduating this Spring has accepted
a position with one of our program sponsors
13 top sales students have been selected for
the Spring 2013 sales team and
you can meet them on page 2.
Looking Ahead: Plans for 2013
A new style Seminole Showcase
February 7th and 8th.. See the
article on page 4
Inclusion of more partner’s
products as part of classroom
exercises
Paris, France International
Collegiate Sales Competition
April 18th and 19th
2013 Fall International Collegiate
Sales Competition with a final
date in November to be
determined after the FSU football
schedule is announced in
February.
Director’s Update
Inside this issue:
Meet the Sales Team 2&3
New Sales Team Member 3
Seminole Sales Showcase 4
ICSC 5
Online Graduate Certificate 5
Advisory Council 6
Showcase 2012
www.Facebook.com/TheFSUSalesInstitute
Spring 2013
The FSU Sales Institute
Getting a taste of corporate life
M ichael Brady is a senior pursuing a
Bachelors of Science Degree in
Marketing, majoring in Professional Sales.
Michael is a member of the FSU Student
Government Association where he served
one year in the Student Senate Judiciary and
ESP review committees, he also served in
the Executive Cabinet as the Secretary of Campus Security and
the Secretary of Administrative Affairs. Additionally, Michael
worked with the Student Body Chief of Staff to implement a
campus-wide Medical Amnesty Policy.
M atthew Carbone is a senior pursu-
ing a Bachelors of Science Degree
in Marketing, majoring in Professional
Sales and Bachelors of Science Degree in
Finance. Matthew is very active on cam-
pus; he is a brother of the Alpha Kappa Psi
Business Fraternity, a member of the
American Marketing Association, Financial Management Associ-
ation and FSU Sales Club.
N atalie Geuther is a senior pursing a
Bachelors of Science Degree in Eng-
lish Studies. Natalie has maintained a 3.8
GPA throughout her college years and has
been recognized as a member of the Dean’s
List and National Society of Collegiate
Scholars. Natalie worked as a college mar-
keting intern at Rent the Runway in NYC where she created the
fall rush marketing plan.
A rielle Golan is a senior pursing a
Bachelors of Science Degree in Mar-
keting, majoring in Professional Sales and
minoring in Hospitality Management. Ari-
elle has a 3.92 GPA in her major where she
has been recognized as a Dean’s List recip-
ient. Arielle has also served in the National
Society of Collegiate Scholars as President, 2012-2013, and Vice-
President, 2011-2012.
W estin Granger is a senior
pursuing a Bachelors of
Science Degree in Marketing, ma-
joring in Professional Sales where
he holds a 3.1 Cumulative GPA.
Richard has a variety of work ex-
perience to include Manager-in-
Training at Chipotle Mexican Grille, Acting Manager at
Blizzard and Bliss, and Brand Representative for Aber-
crombie and Finch.
C hristopher Hodgson is a
senior pursing a Bachelors
of Science Degree in Marketing,
majoring in Professional Sales.
Christopher has a wide range of
work and volunteer experience.
He holds membership in the Sig-
ma Alpha Lambda National leadership and Honors Soci-
ety Phi Gamma Delta Fraternity. Additionally, FSU af-
forded Christopher the opportunity to study abroad in
Spain where he taught children English as part of a Com-
munity Service Project.
J ulianne Johnson is a senior
with double-majors, pursing a
Bachelors of Science Degree in
Marketing, majoring in Profes-
sional Sales and a Bachelors of
Science Degree in Management,
majoring in Entrepreneurship.
Julianne holds a 3.5 GPA, has been recognized for the
Dean’s List and is a recipient of a Bright Futures Schol-
arship. Julianne is also a very active member of the cam-
pus community serving as members of the Young Entre-
preneur Society, Pi Beta Phi Sorority, and FSU Sales
Club. Julianne was also afforded the opportunity to study
abroad in Florence Italy.
Meet the Spring 2013 Professional Sales Competition Team
The FSU Sales Institute ● Spring 2013 ● Page Two
The FSU Sales Institute Page 2
B randon LiLavois is a senior pursing
a Bachelors of Science Degree in
Marketing, majoring in Professional Sales
with a double minor in Biology and Chem-
istry. Brandon has received high recogni-
tions with the National Society of Colle-
giate Scholars, Golden Key International
Honor Society, USSTRIDE Pre-medical Honor Society and
placement on the Dean’s List. Brandon is also very active on
campus, vigorously contributing to and participating with the Re-
lay for Life and as the President of the Alpha Tau Omega Frater-
nity.
M aria Kendricks is a senior pursing
a Bachelors of Science Degree in
Marketing, majoring in Professional Sales
and minoring in Hospitality. Maria holds a
3.4 GPA and has been recognized for
placement on the Dean’s List. Maria is a
member of the FSU Sales Club and Phi
Eta Sigma Honor Society. Maria was afforded the opportunity to
study abroad, stationed in Leysin Switzerland, where she com-
pleted her coursework in Hospitality.
N icole Piland is a senior pursuing a
Bachelors of Science Degree in
Marketing, majoring in Professional Sales.
Nicole has held a large variety of educa-
tional achievements to include member-
ship in the Phi Theta Kappa International
Honor Society, recognitions on the Presi-
dent’s and Dean’s List, as well as recognition as a Florida Medal-
lion Scholar recipient of a Bright Futures Scholarship.
A shley Rembert is a senior
pursuing a Bachelors of Arts
Degree in International Affairs
with a minor in Professional Sales.
Ashley has received achievements
and honors to include the Dean’s
List and the Seminole Student
Scholar. Ashley is also members of the Phi Eta Sigma
Honor Society, and the Order of Omega Greek Honor
Society.
A nna Straubinger is a senior
pursuing a Bachelors of Sci-
ence Degree in Marketing, major-
ing in Professional Sales. Anna
has been a Professional Sales Club
member since 2011. She has also
been involved in the FSU Chi
Omega Fraternity since 2009 and has participated in the
Dance Marathon since 2010.
N icholas Walker is a senior
pursuing a Bachelors of
Science Degree in Marketing, ma-
joring in Professional Sales and
Hospitality Management. Nicho-
las holds a 3.39 GPA and has a
wide range of work experience, to
include, serving as an intern for the Hammock Beach
Resort May 2012, Raymond James Financial Consulting
August 2011, and Representative Hukill, District 28
House of Representatives May 2011.
Meet the Spring 2013 Professional Sales Competition Team
The FSU Sales Institute ● Spring 2013 ● Page Three
Meet the New Member of the Sales Team
The Sales Institute welcomes Shannon Young as the department’s newest staff member. Shannon joined us in
early November and will serve as the Institutes Program Coordinator. She comes to us from Tallahassee Com-
munity College where she served over seven years as the Staff Assistant and Program Specialist in the Center
for Teaching, Learning, and Leadership department.
Shannon has over 11 years’ of experience in the area of education and customer service. She holds a Bachelors
of Public Administration degree as well as a Masters of Business Administration degree. Shannon is excited to
be here and we are happy to have her.
If you have any questions or need assistance, Shannon can be contacted via e-mail, [email protected], or telephone 644-9657.
The FSU Sales Institute Page 3
The Spring Showcase will feature a new way to interact with students that is both more efficient and more up-close and
personal. Also there will be plenty of time for private interviews and social networking.
Thursday, February 7, 2013
Thursday morning you can participate as a judge, as partners, select the 2 sales team members that will represent them at
the 2013 NCSC in March. After lunch will be dedicated to meeting students in a series of short roundtable meetings or if
you have met specifically interesting students, private interview space can be arranged.
Thursday evening will be a cocktail reception after which you might want to meet with that special student you
discovered during the day.
Friday, February 8, 2013
On Friday morning the final round of the role-play competition will occur and interviews can continue. This will be
followed by an awards luncheon and further interviews as needed.
That evening there is a social networking event when any student who did not meet a desired company may do so.
Here are the specifics about the “Speed Interviewing” session
Each Sales Institute partner has one or two representatives sitting at a round table. 5 students sit at each table and each
student must meet three recruiting companies: two they pick and one that is assigned that is in a different industry than
their picks.
As the session begins, each student does an introduction describing a skill or knowledge they have that matches the
required skill or knowledge in the company’s job description for the event (maximum 90 seconds). They also hand the
representative a resume. Company representatives can award one, two or three “point cards” based on how well they
judged the student did. Students turn cards in for a grade and chances to win an iPad.
Company representative then speaks for approximately 5 minutes about their opportunity and sets private interview time
for that afternoon or next day afternoon.
There will be two 75 minute rounds each consisting of three sessions with a 15 minute break between the two rounds. So
each company will interact with approximately 30 students getting a glimpse of the student’s capabilities and then be
able to spend about 5 minutes doing a quick overview of why a student should be interested in opportunity (keep in mind
that student will have already read a job description and done some company research).
The FSU Sales Institute ● Spring 2013 ● Page Four
The FSU Sales Institute Page 4
The first annual International Collegiate Sales Competition was
held October 19-21 at Florida State University. 74 student com-
petitors from 26 universities attended the event. Here is some of
what they had to say:
“Congratulations to you for organizing an exciting, fun, and edu-
cational sales competition. We enjoyed it very much.. Yes, the
wining feeling was awesome, but the whole experience my stu-
dents had was unbelievable! All three of them got multiple job
offers and it is going to change their life forever. “
Duleep Delpechitre, Ph.D.
University of Louisiana @ Lafayette
“I am making long term plans to be part of this every year. In
fact, I will be altering my Intro course to prepare students for
ICSC in the Spring Classes and NCSCC in the Fall Classes.”
Dr. Howard F. Dover
University of Texas at Dallas
“Thank you for a great weekend; this was my first time being a
part of the sales competition and I truly enjoyed the experience.
You and your Team did an excellent job making it all come to-
gether and you made it look effortless…”
Phil Boatright
Henry Schein Dental
As a collegiate national sales competition there were
several “Firsts”:
1. Use Twitter to provide updates
2. Use wireless tablets to enter role-play
scores which gives competitors perfor-
mance feedback within a few minutes of
the end of a round
3. Include a video sales call as part of the com-
petition
4. Challenge competitors with an international
sales situation
5. Allow competitors to demonstrate skills in
both B2C and B2B sales challenges
In partnership with IESEG School of Management in
Paris, France the University Team winner of ICSC-USA
will compete at the ICSC-Europe that is tentatively
scheduled for April 2013. More details will be released
in the very near future. We expect this announcement
to significantly increase the number of participating
universities next year.
International Collegiate Sales Competition
The FSU Sales Institute ● Spring 2013 ● Page Five
Fall 2012 was the inaugural semester for the online Graduate Certifi-
cate in Sales Management. The program consists of four 3-credit
courses that can be completed in two semesters and provides spe-
cialized training for those advancing into sales leadership positions
from various backgrounds ranging from sales to engineering.
There are no prerequisite courses or GMAT score required to apply.
For those students who are later accepted into the MBA program,
two courses (6 credit hours) taken in the certificate program can also
apply toward an MBA degree. Prospective certificate students may
apply for the certificate program each semester.
The certificate’s curriculum focuses on:
Acquiring a detailed understanding of a proven sales
process.
Learning how to lead and coach sales employees to
high-performance levels.
Making strategic decisions at the macro, sales force
level.
Understanding the sales manager’s role in supporting
supply chain management.
Using customer relationship management systems to
synchronize business processes towards a goal of im-
proved customer retention
For more information on this Certificate Program visit the
FSU Website.
Online Graduate Certificate in Sales Management
The FSU Sales Institute Page 5
FSU Sales Institute 2013 Advisory Council & friends—Thank you!
Renegade Level
Warrior Level
Chief Level
Benefactors
The FSU Sales Institute ● Spring 2013 ● Page Six