Sales competition draws largest field of participants

Two days of competition 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, 39 students put their sales talents to the test in this year’s competition that expanded for the first time into a two-day event.

Irenitemi Famadewa, of Penn State University, Britny Keyes, a junior business administration marketing and professional sales major, and Lauren Kearney, a junior business administration marketing major, advanced through two rounds of competition as finalists. Famadewa took home the grand prize, an iPad Pro and custom Tom James suit. Keyes and Kearney also earned prizes, winning a Go Pro and an Echo Show respectively.

“This competition taught me you’re never going to be able to stick with a script,” Keyes said. “As much as you plan what you want to say and in what order to say it, it comes down to what the buyer needs. You aren’t in the driver’s seat they are. So being able to let them talk and expand on their experiences is so important for the meeting to be able to flow and feel natural for both the buyer and the seller.”

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

“The competition gave great insight into practicing sales pitches,” Kearney said. “Another highlight is my capability to succeed in these types of situations. I don’t have much professional sales experience, so advancing to final three was a great accomplishment for me.”

Kearney added, “This experience helped prepare for a possible career in sales, because of the role play we took part in. This allowed all of the competitors to gain product knowledge, identity customer needs and find solutions to their problems in a real-life situation circumstance.”

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.

“Companies saw my potential,” Keyes said. “This is a better way for companies to see what you can do. In an interview they’ll read your resume and judge you on just that, but here you have the advantage to actually show them your abilities in action.”

The two-day competition was organized and managed by Monica J. Favia, coordinator of Zeigler College of Business professional sales program. This was the third year for the competition, which saw its interest nearly double after drew less than 20 competitors each of the previous two years.

“This competition adds to the value of Bloomsburg’s sales program, because it provides real-life situations to help students practice and understand what they did right and wrong in their sales pitch,” Kearney said. “I also think value is created when companies take time to participate and help the students in the learning process. It adds emphasis that students should take advantage of the valuable opportunities that Bloomsburg University offers.”

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.

“(This program) creates successful sales men and women,” Keyes said. “The amazing thing about our sales program is you know who is a part of it. Not only does this speak for how well our students are learning and benefiting from this program, but how well our faculty is preparing us for real-world interactions.”