RBI National Sales Challenge
Introduction
2nd Annual Russ Berrie Institute National Sales Challenge, Wayne, NJ, 6-8 Nov 2008
 : : : Posting
: : contests |
Related ARContent: |
A Special Invitation
On November 6-8, 2008, the Russ Berrie Institute (RBI) for Professional Sales at William Paterson University in New Jersey will hold the 2nd Annual RBI National Sales Challenge. You are invited to bring your sales stars! The competition will be limited to 30 universities this year who wish to bring two of their top sales students. The purpose is to build the profession, secure jobs, and create more quality relationships with sales practitioners and academia.
This Email
I trust this email has reached the correct sales-oriented faculty at your school; if not, please pass it along to the proper person. This correspondence is laden with information, but in short, I want to alert you so you can choose two students to represent your university. If you prefer to surf the website first, please do so at Or, type in “national sales challenge” into any web browser. You can see the results of last year, as well as the winning video-taped sales calls and speed sell competitions by clicking on the links on the left column: .
The Ask
Like any good salesperson, I need to know who is interested in “buying”. Please tell me if you see yourself participating in the 2nd Annual RBI National Sales Challenge. The link to the application page is Additionally, a quick email response to indicate you are certainly coming…or certainly not…will help the planning process.
The Venue
The National Sales Challenge will be held in the Russ Berrie Institute’s interactive sales labs, which are recognized as one of the best university sales training facilities in the world. They are located on the campus of William Paterson University in Wayne, NJ…approximately 19 miles from New York City. This location is the hub of many business deals and the awards banquet will once again be held aboard a ship as it cruises New York Harbor.
The Niche
The National Sales Challenge will: 1) be held in the Fall to give recruiters time to engage the best talent, 2) consist of three distinct student sales challenges, 3) feature only one product the student needs to prepare for (the sales call is 15 minutes with the goal to secure a second meeting to present solutions), and 4) feature “table talks” where sponsors offer wisdom about the sales profession in general. All contestants must be enrolled in undergraduate courses and working towards their degree.
The Challenge Details
The RBI National Sales Challenge features 3 competitive events:
Sales Call Role-Play – Students engage in a fifteen-minute sales call role-play with a business executive. The role-play is then evaluated and scored on various aspects of the sales call, including approach and overall communication effectiveness, as well as ability to gather information, identify needs, provide information, present solutions, resolve concerns, and gain a commitment.
Speed Selling – Similar in format to “speed dating,” each student will meet individually with a number of executives. With each executive, the student will make a two-minute pitch highlighting the reasons why he or she should be hired and then respond to a one-minute question and answer session. The student will then move on to the next executive.
In-Basket Sales Exercise – Each student will be given a file filled with competing demands via e-mail, voicemail, and memo all requiring immediate attention. Under deadline pressure, students will be expected to sort through the information, prioritize, and make key decisions.
How to Prepare
Students can prepare a good portion of this on their own:
Sales Call Role Play – This is where classroom learning should pay off. In 15 minutes, students must build rapport, uncover needs, and establish expertise to close for a second appointment. That is the end goal for this exercise. If chosen for the Final 4, students will be asked to present solutions and attempt to close the sale during the Championship Round.
Speed Selling – Students should prepare a well-honed infomercial about who they are, what skills, abilities, and traits they posses and back it up with proof statements. They should begin working on this aspect now, and is also something they can prepare themselves.
In-Basket Sales Exercise – Students take a set of activities and group them into high, medium, and low priorities, then order them sequentially 1-20. Last year’s sample is available just email me and the answers will be supplied to any professor requesting the results so their students may hold a practice round.
The Winners
Scores will be tabulated for each event and the top four finishers will be recognized. There are also overall winners and university team winners. Certain corporations are interested in donating prizes for the student winners.
Sponsors and Finances
We are out raising funds at this very moment to support this opportunity for our students, the profession, and for improved access for university professors who desire sales data. The goal is to be able to pay for the travel expenses and housing for one professor and two students from each university attending. If you can tap local financial support, that would be fantastic as well.
Call to Action
I need to know your interest level. Please email me immediately. As a sales professor, I can handle rejection, so if it’s not in the cards this time just let me know. (I also handle acceptance well!) You will continue to receive email updates as the semester progresses. Please have your students perfect their resumes. Sponsors already want to see who might be participating in the National Sales Challenge. Contact me if you need immediate clarification on this exciting event, Robert Peterson, Ph.D. at (973)720-3855 or petersonr84@wpunj.edu. Thank you.