fsu sales institute spring 2015 newsletter
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www.Facebook.com/TheFSUSalesInstitute
Spring 2015
Director’s Update
It has been a busy year.
The number of sales majors continues to grow. The basic sales course
is now a requirement of all Marketing Majors, which has the single
largest number of students enrolled in the College of Business.
Meet the Professional Sales Competition Team pages 2, 3, and 4.
Dr. Leff Bonney has been granted tenure which includes promotion to
assistant professor. Tenure is granted at FSU based on a combination
of superior teaching and published scholarly research. Much of the
research conducted by Sales Institute faculty is directly applicable to
day-to-day business operations. See the article on page 5 about the
new FSU sponsored Sales Executive Symposium, to be headed by
Dr. Bonney.
Get an insight on recruiting Millennials directly from a student on
page 6.
February 26th and 27th is Seminole Sales Showcase a celebration of
professional sales at Florida State University. Find out more details
on page 4.
ICSC 2015 will be even bigger and better than 2014. Find out how on
page 6.
A warm welcome to the FSU Sales Institute’s Newest Sponsors. Find
out who they are on page 7.
Florida State University - The Sales Institute Page 1
THE FLORIDA STATE UNIVERSITY COLLEGE OF BUSINESS
THE SALES INSTITUTE
Meet the Spring 2015 Professional
Sales Competition Team
J uan Barona is a senior at Florida
State University from Weston,
FL. Juan is pursuing his Bache-
lor’s of Science in Professional Sales
& Finance and will graduate in De-
cember of 2015. A transfer student to
FSU, Juan participated in the Rotary
Exchange Program in Denmark before
enrolling at Broward College. Juan is
an avid member of the FSU Wakeboard team and can
speak 3 languages: English, Spanish, and Danish.
G abrielle Carrera is a junior
from Boca Raton, FL. Gabriel-
le is pursuing a Bachelor’s of
Science degree in both Professional
Sales and Marketing with minors in
Spanish and Leadership; she will grad-
uate in May of 2016. Gabrielle over-
sees high school and college clubs that
raise money and awareness for the
nonprofit "A Prom to Remember." While heading these
clubs, she has helped raise over $25,000 in her years of
leadership. She also was reelected as the Vice President
of Community Service for her beloved Kappa Delta So-
rority, where she has raised over $50,000 for the Chil-
dren's Home Society and Prevent Child Abuse America.
B rooks Comer is a junior from
Cantonment, FL. Brooks is
pursuing his Bachelor’s of Sci-
ence degree in Professional Sales &
Finance with a minor in Entrepreneur-
ship and will graduate in May of 2016.
Brooks founded and sold his own busi-
ness, Smokin’ Hot BBQ Catering,
LLC in Pensacola, FL and has visited
over 350 National Parks, Monuments, and Historical
Sites.
H olly Hesoun is a senior
from Tallahassee, FL.
Holly is pursuing her
Bachelor’s of Science in Profes-
sional Sales and will graduate in
May of 2015. Holly is a transfer
student from Tallahassee Com-
munity College where she
served as the President of the
Honors Club. Holly is an intern at Turner’s Budget
Furniture and is noted on the coveted President’s
List at FSU.
L indsey Keller is a senior
from St. Augustine, FL.
Lindsey is pursuing her
Bachelor’s of Science degree in
Sales & Marketing at Florida
State University and will gradu-
ate in May of 2015. Lindsey was
employed in St. Augustine as a
sales associate for 4 years at Ba-
nana Republic, and is currently the head hostess at
one of Tallahassee’s finest restaurants; Shula’s 347
Grill at Hotel Duval.
A ngela Mele is a senior
from Saint Cloud, FL.
Angela is pursuing her
Bachelor’s of Science in Profes-
sional Sales and will graduate in
May of 2015. Angela is an
NCSA certified personal trainer
and is the creative writing and
publications intern for all of
Florida State University’s Campus Recreation
managing 4 professional social media accounts.
C onnor Milo is a senior
from Jacksonville, FL.
Connor is pursuing his
Bachelor’s of Science degree in
Professional Sales & Business
Management at Florida State
University and will graduate in
December of 2015. Connor was
a student assistant of the 2013
Orange Bowl Champion Florida State Seminoles
football team and currently serves as the Vice
Chair of the Oglesby Student Union.
Florida State University - The Sales Institute ● Spring 2015 ● Page Two
Florida State University - The Sales Institute Page 2
Professional Sales
Competition Team cont’d.
S amantha Perez is a senior from
Fort Lauderdale, FL. Samantha is
pursuing her Bachelor’s of Sci-
ence degree in Professional Sales at
Florida State University and will gradu-
ate in May of 2015. Samantha has
served as an executive intern at Target
and for several years has been a volun-
teer coordinator of the Southwest Air-
lines fishing tournament for the Ronald McDonald
House; amassing over $18,000 in 2014 alone.
R achel Perry is a senior from
St. Augustine, FL. Rachel is
pursuing her Bachelor’s of
Science degree in Professional Sales
at Florida State University and will
graduate in May of 2015. Rachel has
been a manager of the Outback Crab-
shack in St. Augustine, an intern with
Northwestern Mutual, and is a devot-
ed sister of the Alpha Phi Sorority.
M oriah Taliaferro is a senior
from Manitou Springs, CO.
Upon graduation in May
2015, Moriah will receive her Bache-
lor’s of Science degree in Internation-
al Business Management & Profes-
sional Sales at Florida State Universi-
ty. She spent her first two years as a
student of FSU's satellite campus in
the Republic of Panama. During the summer of 2014,
Moriah completed a 12 week internship with Wynd-
ham Vacation Ownership in Destin, FL, where she
generated over $300,000 in company revenue and was
one of 5 Summit Club recipients for the quarter.
K endra Tulak is a sen-
ior from Ormond
Beach, FL. Kendra is
pursuing her degree in Profes-
sional Sales & Editing, Writ-
ing, and Media at Florida
State University and will
graduate in May 2015. Last
year Kendra was recognized as the top campus
sales representative in the nation at Zipcar.
While serving as Kappa Alpha Theta’s commu-
nication director, Kendra created a marketing
plan with the newly established app,
LUV4wrd, to raise $4,000 for CASA, the so-
rority's philanthropy. In the summer of 2014,
Kendra studied abroad in London with a con-
centration in Business Law.
M axwell Turner is a
senior from
Gainesville, FL.
Max is pursuing his Bache-
lor’s of Science degree in Fi-
nance and Marketing at Flori-
da State University and will
graduate in May of 2015. Max
serves as an independent sales
representative at Roper and is a proud member
of Pi Kappa Phi Fraternity.
C harles White is a sen-
ior from Winter Ha-
ven, FL. Charles is
pursuing his Bachelor’s of
Science degree in Professional
Sales with a minor in Hospi-
tality Management at Florida
State University and will
graduate in August of 2015.
Charles has maintained employment while ex-
celing as a student in Tallahassee, FL. Charles
is a dedicated member of the Phi Delta Theta
Fraternity.
Florida State University - The Sales Institute ● Spring 2015 ● Page Three
Florida State University - The Sales Institute Page 3
Professional Sales
Competition Team cont’d.
J essica Williams is a senior from
Trinity, FL. Jessica is pursuing
her Bachelor’s of Science de-
gree in Professional Sales at Florida
State University and will graduate in
May of 2015. Jessica was an Account
Manager Intern at Morrisette Paper in
summer 2014 and is a Campus Sales
Representative at Full Press Apparel in Tallahassee.
Meet the Teaching Assistant
C onnor Gray is a graduate stu-
dent from Fort Walton Beach,
FL. Connor is pursuing a
Master’s of Marketing degree at Flor-
ida State University and will graduate
in May of 2015. He also completed
his undergraduate career with a Bach-
elor’s of Science in Finance at Flori-
da State University in May of 2014.
Connor is a graduate assistant in the Sales Institute and
is a dedicated member of the Pi Kappa Alpha Fraterni-
ty.
Seminole Sales Showcase
A two-day event February 26-27, on FSU cam-
pus, to celebrate the sales profession. This will
include a sales-only career fair, an evening net-
working event, and a sales role-play competi-
tion.
Here is an outline of the events:
Beginning Thursday morning our internal
competition will run from 9 to 11 AM.
Then from 12:30 to 4:30 PM an exclu-
sive sales only job fair in the Student Un-
ion Ballroom. Lunch will be provided for
all recruiting companies. Thursday evening,
from 5:30 – 7:30 PM, a networking recep-
tion with top sales majors and scholarship
awards presented.
Thursday will be the internal competition to
select the FSU competitors for several na-
tional sales competitions.
Thursday afternoon and all day Friday,
rooms will be available for interviews.
A more detailed Agenda can be found here.
Register here: http://fsusalesinstitute.com/
showcase
Florida State University - The Sales Institute ● Spring 2015 ● Page Four
Florida State University - The Sales Institute Page 4
University of Central
Florida
2014 Role-Play
Team Winners
ICSC 2014
Sales Management Case
Champion
Congratulations
University
of
Georgia
Sales Leadership Forum
November 3 and 4, 2015 at the Rosen Plaza Hotel
Managing sales teams is one of the most important
functions in today’s business environment. It is also
one of the most difficult functions in an organization
because of changing customers, products and com-
petitors. While many sales leaders have insight that
can be shared, they rarely get the opportunity to
meet with other sales leaders to exchange ideas
around topics like sales person hiring, training, com-
pensation, and sales force strategy.
At the FSU Sales Leadership Forum, you will hear
from senior executives who lead some of the best
sales organizations in the world. Additionally, you’ll
hear from the FSU Sales Institute Faculty as they
report on the latest, cutting-edge research related to
sales and sales management. Ultimately, you’ll gain
valuable insights and best practices about the strate-
gies that drive sales force success.
Real-world sales issues discussed in an intimate set-
ting enables open discussion of challenges and solu-
tions. These include:
Sales force compensation trends and best-
practices
Florida State University - The Sales Institute ● Spring 2015 ● Page Five
Florida State University - The Sales Institute Page 5
Getting the most for your sales training dollar
The importance of customer segmentation that
is actionable by your sales team
Sales rep biases in customer targeting and se-
lection
Bridging the gap between sales and marketing
Understanding sales force strategy
Best practices for finding and hiring top sales
talent
Below are some key points of interest about the
FSU Sales Leadership Forum.
No consulting companies or sales training
companies just an unbiased presentation of
best practices around building and maintaining
effective sales teams.
A great opportunity for sales leaders at all lev-
els to gain insights into increasing sales team
success.
Registration is $1,000 with discounts for
groups and early registration
All forum attendees are invited to stay and
attend the opening reception of the Interna-
tional Collegiate Sales Competition
(www.icsc-fsu.org) and the first round of the
ICSC competition on November 5th.
International Collegiate Sales Competition (ICSC) 2015
The 2015 International Collegiate Sales Competition
(ICSC) will be November 4-7 at the Rosen Plaza
Hotel in Orlando, FL. We appreciate our sponsors
and due to your feedback from 2014 we have added
technology to the career fair and food area which
will allow sponsors to circulate video-mercials and
ads on a continuous rotation throughout the event,
we have added a networking event to Wednesdays
opening night which will provide sponsors the op-
portunity to have interactions with the students early
in the event, we will also add a networking event on
Thursday evening. We want to maximize your time
and assure you have every opportunity to interact
with each student on a daily basis and multiple occa-
sions. We look forward to this year’s ICSC and are
expecting up to 60 schools and universities to partic-
ipate in the role-play competition and up to 40
schools and universities to participate in the sales
management case competition. Additionally this
year, we are expanding and going outside of the pre-
vious year’s boarders and personally reaching out to
schools and universities in the western hemisphere.
We are looking forward to another great year, regis-
tration will open in May!
Florida State University - The Sales Institute ● Spring 2015 ● Page Six
Florida State University - The Sales Institute Page 6
The Secret to Attracting Millennials
The secret to attracting Millennials to an industry
and company is really not any different than how
sales professionals do their job; they deliver value.
Hearing from a student’s point of view is how one of
the FSU Sales Institute sponsors provided that value.
“I wanted to take a moment to thank you for arranging to have the repre-sentatives from Tom James come and speak to the class last week. I've been working in construction sales for the past year and have spent months trying to get into a very large-scale contrac-tor's office and was finally able to break through their barrier today. I modified the Tom James cold calling script to fit my field and was able to get an appointment the same day. I left the meeting with an advance to meet with the corporate purchasing manager to begin working out a buying sched-ule…
Sincerely,
Jordan Petrozzino”
ICSC 2014
Congratulates
Purdue University
with the
Rookie Team
Florida State University - The Sales Institute ● Spring 2015 ● Page Seven
Florida State University - The Sales Institute Page 7
Meet Our Newest Sponsors