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Creating Successful Leaders

I am so proud of my sales students for their stellar performance at this year’s “Can’t Beat the Experience” national team sales competition at Indiana University:
From the Center for Sales Innovation: National Sales Competition Offered Real-Life Lessons

Four Healthcare Sales seniors competed as a team at a recent national team sales competition at Indiana University. Left to right are Ali Marson, Haley Kelliher, Amanda Braun, Kelsey Kromminga, who say that the competition’s case was similar to cases presented in St. Kate’s business classes.

A team of Healthcare Sales seniors placed in the top 10 out of 21 participating universities in the recent “Can’t Beat the Experience” National Team Sales Competition. Hosted by Indiana University, the event showcased presentations made in support of a private-label, organic popcorn sold into a fictional store. The students were judged based on their product packaging, sampling and social media solutions.”We had a morning appointment with one of the buyers/managers of this fictitious store to ask questions and dig for problems so that we could present solutions,” according to Kelsey Kromminga. “This allowed us to apply our classroom learning ā€” role-playing around questioning, asking open-ended questions and building rapport ā€” and ideas from the bookBeyond Selling Value.”

Alison Marson said that learning to take critical feedback is an important take-away from this competition. She said, “The judging processes helped us to understand the meaning of ‘no’ from a customer. Sometimes you need to dig deeper and ask more questions to gain information to solve the customer’s problem. That’s where our classroom skills in overcoming objections came into play as we centered around a solution fit for the customer.”

“Prepare, prepare, prepare,” said Haley Kelliher, who thinks that everyone should have the opportunity to compete like this during their college experience. “It provides the best learning and real-life experience.”

All students expressed that they had overthought some of their ideas and, looking back, wished they had stuck with their intuition because some of the original ideas offered better benefits. They also learned the importance of time management and working as a team.

Thanks for all of your hard work, SCU Sales students!


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