FSU SaleS InStItUteadvISory CoUnCIl MeMberShIp

THE FLORIDA STATE UNIVERSITYCOLLEGE OF BUSINESS

FSU Sales Institute

www.FSUSalesInstitute.com

The Florida State University Sales Institute: Preparing students to succeed The FSU Sales Institute is dedicated to providing world-class education and training to prepare students to succeed in sales careers. Housed in the College of Business, the sales institute operates and educates according to the college’s standard of “Individual Attention, International Acclaim.” By using the most current sales training technologies developed through continuous research, we facilitate each student’s evolution from student to successful sales professional. Equal to our education mission, is our goal to conduct cutting-edge research leading to better sales force practices and effectiveness. We also remain connected to our region through service to the community and research-based initiatives that stimulate the regional, state and national economy.

The FSU Sales Institute Advisory Council: Keeping sales curriculum currentThe purpose of the Advisory Council is to assist in the planning, strengthening and evaluation of the Professional Sales Program. Members of the Advisory Council provide information and advice regarding current and emerging practices in professional selling. The contributions of members are incorporated into the program’s curriculum, ensuring FSU graduates are equipped with the latest skills. The council’s work bolsters the top-notch placement and hiring of FSU graduates.

The International Collegiate Sales Competition (ICSC)Hosted by Florida State University on its campus in the fall, the International Collegiate Sales Competition (ICSC) offers challenges in the three most sought-after selling skills – selling business-to-business, selling directly to consumers, and using the latest video conferencing technology – to present solutions to national and international executives. Competition technology allows feedback to the student participants at the end of each round. Through a series of elimination role-play rounds, four team finalists are selected to vie for the championship.

MEMBERSHIP LEVELS

Consider supporting the FSU Sales Institute and the International Collegiate Sales Competition (ICSC) through an Advisory Council Membership. Each of the three membership levels bolsters the FSU College of Business Professional Sales Program and provides a host of benefits to the donor as listed on the website, www.FSUSalesInstitute.com.

MEMBERSHIP ADVANTAGES

Access to top professional sales studentsWhether lecturing to a classroom of 200 professional sales students or inviting two or three students to dinner, Advisory Council members of the FSU Sales Institute receive top-priority access to our award-winning professional sales students. Opportunity for customized trainingThe FSU Sales Institute offers a variety of “hands-on” workshops tailored to your product line and market segments. The entire process begins with interviews of your key sales personnel and managers to better understand your sales focus. Working closely with your management team, we prepare sales scenarios to train your employees. Less experienced sales personnel will receive a thorough introduction to “Best of Breed” selling concepts, needs-identifying questioning techniques and strategic account management concepts. The veteran salesperson will be reenergized through this refresher in disciplined approaches to prospecting and conducting efficient and effective sales calls.

Valuable sales trend researchAdditional benefits of becoming an Advisory Council member include access to the latest research information and trends concerning salesperson performance and sales force management. Members also have the opportunity to influence the development of the program’s problem-focused research.

“Between 1996 and 2006, only nine salespeople became Presidents Club members in their first year. However, in the last three years, six of your students have achieved this feat in their first year.”

— Ash Deshmukh, Senior Vice President The Tom James Company

“It’s interesting to confirm that the four locations that had FSU graduates join them last year were in the Top 5 Laird locations in 2011 in terms of sales growth.”

— Mark W. Kramer, President & CEO Laird Plastics

Current FSU Sales Institute Advisory Council Members:

Team One Orthopaedics, Inc.The Fairwinds Group

The Tom James CompanyKia AutosportCity Furniture

Wyndham Vacation OwnershipInterline BrandsADP AerotekAXA AdvisorsBridgestoneColonial Life

Cox Media GroupFrito-Lay

Galati Yacht SalesLaird Plastics

PaycomLiberty Mutual

The Mattress FirmNorthwestern Mutual Financial

Stanley Security SolutionsSouthern Financial Insurance

TEK Systems

THE FLORIDA STATE UNIVERSITYCOLLEGE OF BUSINESS

FSU Sales InstituteFor more information, please contact:

Pat Pallentino, DirectorFSU Sales Institute

(850) 644-7875 ppallentino@fsu.edu

www.FSUSalesInstitute.com