Competition provides sneak peek into professional sales

It came down to 15 minutes.

That’s what each of the three finalists of the annual Bloomsburg University/UPS Sales Competition were left with to land their final scenario of professional sales, face-to-face with a UPS role player. In total, 34 students put their sales talents to the test.

Britny Keyes, a senior business administration marketing major, won the competition after finishing second last year. Alexandra Bukowski, a senior business marketing major, took home second place, and Jaclyn Hatton, a senior business marketing major, was the other finalist as the three advanced through two rounds of competition.

“If you want to be the top applicant for any job and have a competitive mindset, this program would be perfect for you.” Keyes says. “If you apply yourself through our program you will be given the opportunity to succeed and network with professionals from all over the country to find highly rewarding sales careers and opportunities.”

According to Keyes, the benefits of already having this type of experience will put you on top of the recruitment list.

“I now have real experience I can use towards my career,” Keyes says. “If it had not been for the sales program and the opportunities it has given me, I would not be as successful. (This program) gives you the ability to learn and grow professionally, and it’s all up to you whether or not you utilize it to gain a competitive advantage.”

Keyes earned the grand prize, an iPad Pro and custom Tom James suit. Bukowski and Hatton also landed prizes, winning a Garmin Smart Watch and an Alexa Echo respectively.

For the competition, students were judged on their ability to:

• Approach – effectively gain attention and build rapport
• Needs Identification – obtaining a clear understanding of a customer’s situation in order to prepare a customized presentation
• Product/Service Presentation – persuasively match your product’s benefit to meet the needs of the buyer
• Overcoming Objections – eliminating concerns or questions to customer’s satisfaction
• Close – taking initiative to understand where you stand with a buyer now and for the future

In addition, students were treated to four different professional development sessions and a career far, as well as a networking event with industry professionals to include UPS, Tom James and Gartner.

The two-day competition was organized and managed by Monica J. Favia, coordinator of Zeigler College of Business professional sales program. This was the fourth year for the competition.

BU’s professional sales program — the only one offered in the State System — prepares students in the art and science of professional selling so upon graduation they may be an immediate contributor toward the improvement of shareholder value of any and all organizations that invite them aboard. It’s offered as a specialization within marketing or as a minor paired with any major.