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Global Sales Workshop at Indiana University
JANUARY EDITION
Global Sa les Newslet ter
Our Mission :
To be one of the
world’s top sales lead-
ership development
organization that pro-
vides the highest cali-
ber of sales profes-
sionals to world-class
corporate sponsors
through a team-based
approach which fo-
cuses on improving
individual sales skills
in a real-world set-
ting.
The Global Sales Workshop is in full force as January comes to an end. We have several important events on the horizon. The first of which is the All Business Career Fair on January 28th. We are extremely excited that some of our sponsors will be in attendance. In particular, ADP, Altria, ArcelorMittal, C.H,. Robinson, CEB, CED, Whirl-pool, Coyote Logistics, General Elec-tric, SRS Distribution, will be at the career fair. Both Workshop members, M330 students, and M436 students are encouraged to come out and meet with sponsors, and we are looking for-ward to hearing more on what the
companies have to offer. On February 4th, the society is hold-ing a SPIN workshop that will teach the power of asking mean-ingful questions to our new mem-bers and will refresh the strategy for our older members. This workshop comes just days before our first sales competition of the semester. On February 7th, ADP is sponsoring the event to provide real-world selling experience to our members.
Global Sales Workshop is Ready for 2014!
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The Global Sales Workshop re-cently had the opportunity of lis-tening to Chris Haimbach and his advice for SPIN selling. Chris en-gaged the members with his own experiences from the last 15 years with P&G, as he walked the socie-ty through the SPIN cycle. Addi-tionally, he offered tips for the road to success and the im-portance of uncovering what mat-ters most to us as individuals, which is often overlooked in the context of career or financial suc-cess.
January 21st Procter & Gamble Guest Speaker
New Name, Same Drive! With the New Year came a new name- previously recognized as Global Sales Leadership So-ciety, the organization is officially rebranded under the name “Global Sales Workshop (GSW).” While a new name brings a few other exciting changes the core purpose of devel-oping future sales leaders remains the same. Developing Kelley students into sales profes-sionals would not be possible without the contributions made by our sponsors. We would like to extend a special thanks to all of our sponsors for taking time out of their busy sched-ules to educate and nurture the society into professional, future sales workers. While we have much to reflect on, we have a few new things to look forward to for the start of the semes-ter.
After coming off a great recruitment during Fall 2013, we are very excited to begin spring recruitment and welcome another group of elite Kelley sales students! Things are already beginning to take off in Kelley this semester, and the Global Sales Workshop is no different. Beginning the week of February 17th Workshop members will be interviewing highly quali-fied applicants and getting into the heart of the recruitment process. Interested candidates are highly encouraged to seek more information from current Workshop members, or check out our website, http://kelley.iu.edu/gsls. We are really looking forward to adding more sales talent to the Workshop, and can’t wait to see what fresh ideas and abilities our new students will bring to the Workshop! While the society is excited for new talent, we always like to re-flect on any successful changes we made the previous year.
Chris Haimbach graduated the Kelley School of Business in 1999 and proceeded to go work for P&G upon receiving his diploma. His shared experiences and advice were valued by the workshop, as they relate to upcoming graduat-ing seniors entering the workforce and those that have secured in-ternships this summer. The Glob-al Sales Workshop would like to thank Chris for donating his time to educate us and for answering all our questions. P&G continues to be a valuable sponsor for the sales
program at Indiana University, providing support such as Chris Haimbach, therefore, the society would also like to give a big thanks to Procter & Gamble!
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Featured Sponsors
ArcelorMittal has had a five year partnership with the Center for Global Sales Leadership. As the world’s largest and most global steel company by both revenue and production, this company offers an esteemed training program. Just this week, ArcelorMittal launched Optigal, a new, optimized protection for organic steel. Not only is it much more corrosion resistant and formidable then other protections out there, but it is also lighter and very eco-friendly, something ArcelorMittal is always concerned about. This year ArcelorMittal is seeking candidates interested in sales for their 10-12 month sales training program. This unique opportunity offers new sales professionals the opportunity to grow in an industry at the center of many consumers lives; ArcelorMittal is the leading supplier of quality steel products in all major markets including automotive, construction, household appliances and packaging.
Spring Recruitment Strategy Coming off a great recruitment during Fall 2013, we are very excited to begin spring recruitment and welcome another group of elite Kelley sales students! Beginning the week of March 3rd, Workshop members will be interviewing highly qualified applicants and getting into the heart of the recruitment process. Interested candi-dates are highly encouraged to seek more information from current Workshop members, or check out our website. We are looking forward to adding more sales talent to the Workshop, and can’t wait to see what fresh ideas and abilities our new students will bring to the Workshop!
Also known as Interstate Gas Supply Inc., IGS is America's largest independent retail natural gas and electric supplier, serving more than 1,000,000 residential,
commercial and industrial customers nationwide. IGS offers a very unique full-time job, the rotation program, where you experience each job at IGS before you make your final decision. IGS also offers internships for qualified college students. Their Rotation Program was designed to expand new-hire’s understanding of various disciplines within IGS Energy. It will give exposure to each of their core departments, allowing you to get a holistic view of their company. And best of all, you’ll interact and network with people across the entire company, allowing for great growth opportunities.
CEB gives over 16,000 senior leaders, from more then 6,000 organizations, all across 60 countries with the insights and actionable solutions they need to respond quickly to the evolving business and transforming analytics.
CEB is one of the top advisory companies in the world. With over 30 years of experience working with the top companies around the world, CEB has mastered the art of working with top companies to share, analyze, and apply proven practic-es, which effectively gives their consumers great outcomes each and every time.
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Global Sales Workshop at Indiana University
FEBBRUARY EDITION
GSW Sponsorship Newslet ter
Sales Competition 1
Contact Information 1
Social Responsibility 2
Sponsors 2
Inside this issue:
Our Mission :
To be one of the world’s
top sales leadership devel-
opment organization that
provides the highest cali-
ber of sales professionals
to world-class corporate
sponsors through a team-
based approach which
focuses on improving
individual sales skills in a
real-world setting.
This past week, the Global Sales Workshop took the initiative of presenting the SPIN selling cycle to all its members before the ADP inter-society sales competi-tion that followed Friday, Febru-ary 7th. The presentation served as a refresher for members that have competed in sales competi-tions previously, and as an educa-tional session for the workshop’s newest members that have yet to use the selling model. Dick Cana-da – Executive Director, accom-panied by Monica Melink, Nolan Rains, and Jack Toal, led the in-teractive presentation about per-suasion styles followed by the dis-section of the SPIN cycle.
The discussion was kicked-off with distinguishing the im-portance of seller seeking rather than seller giving, in order to show concern for the customer. From there, members went through the step-by-step process
of a sales call using the SPIN sell-ing model and identifying implied or explicit needs. Presenters not-ed the importance of transition-ing from “Problem” questions to “Implication” questions, as these are the most significant yet most difficult to ask since they require solid business acumen. Addition-ally, it was mentioned that the SPIN cycle is not a linear process and sales people can return to previous “question stages” as the call proceeds, especially when it comes to objection handling.
To say the least, the presentation served its purpose, proven by the ADP sales competition that Fri-day. All members who participat-ed received valuable sales experi-ence in a safe environment, where they were able to explore the power of the SPIN selling tech-nique. Members look forward to applying this model to future sales competitions, internships, and full time jobs.
Pre-National Sales Competition Success!
Contact Information
McGraw Hill Higher Education
Corrina Schultz
SRS Distribution
Tom Miller
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Giving back to the community is always a priority for the Workshop, and no one knows how we do it better than the Daniel Cheeseman, the Chief Of-ficer for Corporate Social Responsibility.
“The Corporate Social Responsibility team has been
busy with a few philanthropy events this last semes-
ter, including a Habitat for Humanity build for a
local Bloomington resident, the Campus-Cleanup
initiative to beautify the campus and surrounding
areas, and volunteering at the NTSC, which allowed
us to donate $455 dollars to the Rise by the Middle
Way House, a center for mistreated women. We're
working on new initiatives this semester to better
the campus and the community of which we are a
part.” We cannot wait to see how these philan-
thropic actions will
help members in
the community.
A Word from Daniel Cheeseman
Page 2 Global Sales Workshop GSW
The Global Sales Workshop is excited to announce and welcome its latest Corporate Sponsor partner, McGraw Hill Education! Based in Boston, Massachusetts, McGraw Hill builds digital technologies to enhance the teaching and learning performance of students, educators, administrators, and professionals. The members and faculty look forward to working with and hearing from McGraw Hill in the hopefully not-so distant future.
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Additionally,lastsemestertheworkshopjumpedontheopportunitytointegratewithSRSDistributionasaCorporateSponsorpartner.SRSsellsanddistributesroo ingandothercommercialbuildingmaterialstoprofessionalcontractors.ThecompanywilljointheeffortsoffurtherdevelopingtheGlobalSalesWorkshopanditsmembers–whoareeagerto
collaboratewithandlearnfromSRSDistribution.
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The Sales Competition was a big success. Thanks to everyone who competed and who
helped out, in particular our lovely sponsors. A special thanks to ADP, Northwestern
Mutual, Whirlpool, and CEB for making the competition a success! The five winners
are as follows:
1.) Ian Bobbit
2.) Kip Wiktorowicz
3.) Nolan Rains
4.) Priya Barua
5.) Daniel Cheesman
SALES COMPETITION RESULTS
Our Product is Our People!
Thank you to John Kehoe of 3M for presenting at our Feb. 11th meeting. Mr. Kehoe shared the strategy of “Selling to the C-Suite.” He emphasized that it takes years for
sales people to build the clout necessary to deal with high-level execs, and, once there, it is important to realize that selling to CEO’s requires a different approach
than selling to an office manager. Mr. Kehoe advised workshop members to do their due diligence by reading corporate 10K’s in order to understand issues that are im-portant to executives. He also noted that execs are interested in talking about high-
level strategy more than the product specifics.
After the presentation, our development team broke the workshop into groups. One member pretended to be an executive member, while another tried to sell the execu-
tive an item using what we learned for the “Selling the C-suite” presentation from John. We can all agree that the presentation was a success and was very beneficial
towards strengthening our sales skills!
If interested, contact: John Kehoe [email protected]
FEBRUARY 25, 2014 Workshop Spotlight
NIU Sales Decathlon Prep
“I am very excited to be competing in the
Sales Decathalon! Ian Bobbit, Dipika
Chanchalani, Nick Otto, Chris Dolle,
Elliot Sharples-Gordon, Elaina Hodgkin,
Ellen Sartori, and Dan Sigerich will all be
competing, and Dick Canada will be our
coach. Those that qualify after the first
round in March will proceed to an elimi-
nation event in April. The sales scenario is
this: You are a sales executive for Adobe,
working in the Eco Sign Division, and you
are selling your electronic signature sys-
tem. The Decathlon is designed to chal-
lenge sales students in ten areas of the
sales process. The events mimic real
world activity and take place over an
entire selling cycle, utilizing technology
( electronic signature) to advance the sale
before face-to-face interaction.! With all
our hard work and dedication, I know
that my team and I will do very well.”
– Dan Sigerich
3M - Selling to the C-suite
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Upcoming Dates
2/25/14 Full Society Meeting
2/28/14 Indianapolis Sales Industry Day
3/2/14 IUBB Game
3/3/14 Society Pre-Night
3/4/14 Whirlpool Workshop
3/10/14
Sales Decathlon
Indy Sales Industry Day
On February 28th, the Workshop will take its second trip of the
year to Indianapolis to meet face-to-face with sponsors.
The itinerary includes stops to Brooksource, ADP, ExactTarget,
CED, in addition to an etiquette lunch at Cerulean Indianapolis
hosted by Kraft Foods. Visiting sponsors is one of the biggest high-
lights of the semester for Global Sales members.
Arthur J. Gallagher & Co. provides insurance brokerage and third-party claims settlement, and administration services to businesses in the United States and abroad. It operates in three segments: brokerage, risk man-agement and corporate. The Broker-age segment primarily consists of re-tail and wholesale insurance broker-age operations. The Company's risk management segment provides con-tract claim settlement and administra-tion services for enterprises that choose to self-insure some or all of their property/casualty coverages and for insurance companies that choose to outsource some or all of their prop-erty/casualty claims departments.
Contact Information:
Sara Lyons
As a subsidiary of General Elec-
tric, GE Healthcare provides trans-
formational medical technologies
and services helping to deliver pa-
tient care to people around the
world. The company provides
medical imaging and information
technologies, medical diagnostics,
patient monitoring systems, drug
discovery, biopharmaceutical man-
ufacturing technologies and perfor-
mance solutions services.
Contact Information:
Michael DeShano
Greg Herman
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This past week Global Sales Workshop was fortunate enough to have Meghan Amburgey,
Sales Account Manager, and Allison Hogan, Recruiter University Relations, from Whirlpool
join us at our meeting to discuss ethics. Some of the common ethical issues that they talked
about were working vs. personal tasks, sharing competitor information with customers,
company cards, and gift giving and receiving. Because these situations are widespread reali-
ties in the business world, it was very valuable to explore them further from the vantage point of current business professionals. We
were able to get examples of just how fuzzy the line between ethical and unethical can be, and Meghan and Allison were able to give
the Workshop great tips for avoiding unethical discussions. By thoroughly reading the company handbook, asking your company
about ethics training, and doing your own research on ethical guidelines, we should be well-prepared to handle the sometimes “grey”
area of ethics in business. Whirlpool definitely opened our eyes to an important aspect of sales, and we are very grateful for their
time and insights!
March 4th, 2014 Global Sales Workshop Newsletter
Whirlpool– Issues in Ethics
Reminder to Workshop Members:
Keep selling your screen wipes! Proceeds will benefit My Sister’s Closet. If you still have not picked up your screen wipes, please do so this week!
Sponsor Spotlights
Coyote Logistics exists to
bring a better experience
to the logistics industry
and is one of the fastest-growing transportation and logistics
service providers in North America. Coyote works as an
extension of a company’s logistics arm, providing services
for all consultative, executional, and transactional supply
chain needs. They arrange transportation for more than
4,000 loads per day and work with more than 40,000
prequalified local, regional, and national carriers, helping
them identify and execute the right equipment and match
for every dry, temperature-controlled, flatbed, private
fleet, TL, LTL, and IMDL shipment.
Kraft Foods Group is one of
the largest food and beverage
companies in North America
with annual revenues of more
than $18 billion. With the spirit of a startup and the soul of a
powerhouse, they are on a mission to be the best food and bever-
age company in North America. They have a deep portfolio of
beloved food & beverage brands in the beverage, cheese, refrig-
erated meals and grocery categories. Their products can be found
in the pantries and refrigerators of virtually every household in
the United States and Canada. They expect to be well-positioned
over the long term to deliver steady, reliable growth with a
strong focus on cash flow to fund a highly competitive dividend
and reinvestment in their people, innovation and brand-building.
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On Friday, February 28th, Workshop members spent the day in Indianapolis visiting several
of our sponsors and even enjoying an etiquette lunch. We were given the chance to visit with
5 of our sponsors, including Brooksource, ADP, Kraft Foods, ExactTarget, and Con-
solidate Electronic Distributors. It was incredibly insightful to visit the corporate offic-
es of these sponsors, and get the chance to learn more about their business, way of doing
sales, and network. At Brooksource, we got to meet with Brandon Eads, Account Executive,
and Paige Hunt, HR. As an added treat, the President/CEO of Brooksource Ryan Hasbrook
stepped in to speak with Workshop members. At ADP, we were hosted by Erin Baker, VP
of Sales for Indiana who presented to our group. Next, a highlight of the day was definitely
the etiquette lunch hosted by Kraft Foods at Cerulean Indianapolis. We learned several use-
ful tricks such as making a “b” with our left hand and a “d” with our right hand to remember
bread on the left and drink on the right. We also engaged in a game of Family Feud to review
the top 5 things to avoid while dining with a client. After lunch, we proceeded onto Exact-
Target to meet with Wes Antrobus, Director of North America Marketing, and Bryan
Grant, Director of Corporate Sales, East Region. Our final stop of the day was at CED,
where we toured the facility with Jerry Bethel, CED/All-Phase Manager Indianapolis Profit
Center, and received a company overview from Bill Harmon, Division Manager. Visiting
sponsors is always a memorable and fun way to learn more about the use of sales in different
industries!
Pre-Night and
Spring Recruitment
Update
One of our most exciting times of the
year kicked off on Monday, March
3rd… the beginning of Spring Recruit-
ment! GSW is really looking forward
to expanding our Workshop of top-
performing sales students, and Mon-
day’s Pre-night got us all geared up to
begin the recruitment process. Work-
shop members were able to have a
meet-and-greet with interested poten-
tial recruits before getting to hear
from a panel of Global Sales sponsors.
Meghan Amburgey of Whirlpool,
Scott Fortman of CEB, and Catherine
Hannemen of Coyote comprised our
panel of sales professionals, and an-
swered questions from our potential
recruits and Workshop members.
Topics they covered ranged from the
sales lifestyle to their respective com-
panies to how they got their start.
They were able to provide truly expert
opinion on the world of sales and give
great advice based off their personal
experiences.
INDY
TRIP
RECAP
Upcoming Dates
March 10th Sales Decathalon
March 29th-31st NCSC
April 12th-13th PSE Sell-A-Thon
April 15th End of Year Banquet
April 24th-25th
Western States Sales
Competition
April 1, 2014
Dress in the Work Place
The Global Sales Workshop was
fortunate to have Paul Callahan,
Area Vice President Central Area
Sales, Kraft Foods, come in and
talk to us about dress in the work
place as well as topics and
language to avoid during recruiting
events. This was very beneficial for
the members, because it gave us
insight to how company cultures
are changing and how dressing
That would be considered
controversial. We thank Paul and
Kraft Foods for giving us this
insight so that we are dressed for
success for the future!
The development team followed up
with an activity where members
had to identify appropriate dress
attire for professional, business
casual and casual wear during work
settings.
Screen Wipe Sales Project This year to give back to the community the Global Sales Workshop team put together a screen wipe sales project. This sales project benefitted not only the Global Sales Workshop members participating in it, but also the community. The screen wipe sales project gave members of the society a chance to use the knowledge and experience they have gained through the workshop into action. With each member having to sell $20 minimum at $2 a screen wipe to University students and faculty. With the top seller’s winning prizes at the end of the year banquet. This philanthropic event is one of many that the Global Sales Workshop members participate in each semester to gain skills as well as give back to the community. The proceeds made during this project will go to “My Sister’s Closet” which is a bargain boutique established to provide free work attire to low-income at-risk women pursuing employment and the store is run by volunteers.
Global Sales Workshop
Spotlight
Our Product is our People!
in the work place is not what
it used to be. If we are not
sure what to wear for the
company, Paul recommended
we all be on the safe side and
dress up rather than come in
underdressed. Paul also talked
to us about topics and
language to avoid at recruiting
dinners such as politics,
religion, and anything else
Upcoming Dates
4/3-4
CEB Sales
Competition Finale
4/11
Cook Medical Sales
Visit
4/15
End-of-the-Year
Banquet
4/21-22
Little 500!
5/6-10
Finals
InterCall is a conferencing and
service provider, which connects
people through advanced audio,
web, video and event services. It is
a subsidiary of West Corporation
and supports more than 75,000
organizations and over 2.7 million
unique conference leaders.
InterCall generated over 1.2 billion
in revenue in 2010 and executed
over 20 billion minutes in 2012.
InterCall offers an inside sales
internship to qualified college
students and focuses on how to
research on already acquired
companies and then solve any
current problems that they are
having.
Contact: Katelyn Sweeney, Direct
Sales Project Manager,
CED, also know as Consolidated
Electrical Distributors is one the
nations largest electrical supply
distribution networks, with
nearly 600 locations in 47 states.
CED supplies just about every
piece of residential electrical
equipment to power American
lifestyles. CED offers an
internship program for juniors
and seniors to experience the
electrical industry hands-on
from eight different
perspectives. It provides unique
insight into CED’s culture and
career opportunities for the right
individual.
Contact: Jerry Bethel, Manager,
This has been an exciting year for the Global Sales Workshop as we have
made an exciting transition from an organization to a workshop! From the
sales competitions, networking events, philanthropies, and meetings this has
been another successful year for the Global Sales Workshop and look forward
to seeing what next year has in-store for us. The Global Sales Workshop
would like to thank all our sponsors for all they have done. You have given us
knowledge that we hope to use in the upcoming years as we start our careers
in sales. As we say goodbye to our seniors who have been a huge help with
getting new members accustom to the workshop, setting up meetings, and
being the leaders of the different executive teams, we welcome new
members as well as the new executive team and managers. The new
members will be located in our resume book that is on the Global Sales
Workshop website: kelley.iu.edu/gsw .
1
Congratulations to this year’s
Workshop members for one of
the most successful years in the
Workshop’s history! This year’s
Spring Banquet, planned by Hila-
ry Leighty and her team, was
hosted at the Indiana Art Muse-
um. Corporate sponsors, Kelley
faculty, and Workshop Members
joined together to recognize the
accomplishments of Global Sales
in its inaugural year as a Kelley
recognized workshop. Each Ex-
ecutive member spoke about their
team’s role within the Workshop
and what their team completed
during the year. Next, the banquet
recognized the members par-
ticipating in sales competitions
and highlighting the top place
winners. Seniors, Jack Toal and
Kip Wiktorowicz, spoke about
their experiences and growth
within the Workshop and what
it has meant to them profes-
sionally and personally. Global
Sales Alumnus, Kevin Kirch-
ner, spoke about how the
Workshop prepared him for
his career at Mondelez Interna-
tional and gave members en-
couragement to pursue their
professional goals. The new
President and CEO, Wes Craig
and COO, Corben Sherlock
spoke about their vision for the
future of Global Sales and their
excitement for the coming year.
A special congratulations to
Senior, Nolan Rains, for receiv-
ing the Senior Recognition
Award for his dedication, his
above-and-beyond performance
as Chief Talent Officer and for
his mentorship to new mem-
bers. Thank you to all the spon-
sors and for the faculty advisors
Dr. Rosann Spiro, Professor
Dick Canada, and Professor Di
Dingman for your support and
contributions to the Workshop .
2014 Global Sales Workshop Spring Banquet
T h e C o o k
Medical trip
was a beneficial
and fun learn-
ing experience
for the Work-
shop Members. It was interesting to learn about
the success and size of Cook Medical, especial-
ly since all of this was occurring right in our
backyard here in Bloomington. Senior Priya
Barua stated, “My favorite part of the trip was
listening to the different employees teach us
about their jobs and various aspects of the com-
pany. What stood out to me the most was that
every employee we met was truly passionate
about their job and loved their work. All of us
students could tell that they really enjoy what
they do, and it was nice to hear about their
positive experiences with the company”. In
addition, Chip Helm, the National Sales Man-
ager at Cook, did an excellent job of teaching
about the company and also provided real-
world advice. The open Q&A session provid-
ed members with valuable information such as
the steps to success and how to best prepare
to enter the real world. Overall, the trip to
Cook Medical was extremely informative, and
it was great to visit such a successful, passion-
ate company right here in Bloomington.
Cook Medical Trip Experience
Global Sales Workshop at Indiana University
2014 END OF THE
YEAR EDITION
GSW Sponsorship Newsletter
2014 Spring Banquet 1
Cook Medical Trip 1
National Collegiate Sales Competition:
2
CEB’s Insight Generation Contest
3
Inside this issue:
Our Mission :
To be one of the world’s
top sales leadership devel-
opment organization that
provides the highest cali-
ber of sales professionals
to world-class corporate
sponsors through a team-
based approach which
focuses on improving
individual sales skills in a
real-world setting.
2
Page 2 Sa les Leadership Soc iety Workshop GSW Sponsorship Newsletter
National Collegiate Sales Competition: Student Response
National Collegiate Sales Competition: Coach Canada’s Response
"The National College Sales Competition (NCSC) is a terrific
venue to provide college students with the opportunity to learn
the mechanics of sales. There are 64 colleges, with two students
per college, often including an assistant coach and coach so the
competitive is very steep and challenging. The role plays between
the student and a professional buyer help reinforce the emphasis
on asking really smart questions and offering solutions to the
needs which these questions uncover and develop. The NCSC
experience also permits students to meet with companies from
all across the country in order to network for current and future
job opportunities.
At this point in the evolution of the NCSC, most of the students
recognize that they need to practice, practice, and practice their
role play questions and solutions in order to be competitive with
as chance of winning. This type of choreographed approach
most certainly reinforces the correct sales mechanics which the
students can use in their future sales careers.
Priya Barua, CEO of the Workshop, served as assistant coach
for Ian Bobbitt (Workshop Chief Financial Officer) and
Ashley Osting (Workshop Chief Marketing Officer) were Indi-
ana University's two entrants. All three students believed it was a
wonderful and developmental experience. Naturally without
Professor Di Dingman's coordination effort with travel and
lodging no one would have arrived to participate. As always,
thank you Di!" :)
NCSC Participant, Ian Bobbitt stated, "The
NCSC proved a valuable experience for the
team in Atlanta this year. Prep work begin-
ning several weeks in advance, allowed the
Priya, Ashley, and I to study the objection
model, research thoroughly into ADP solu-
tions, and design visuals for our sales call.
Coach Canada ensured we not only
possessed adequate product knowledge,
but could communicate it with energy,
articulation, and creativity. The greatest
takeaway from NCSC undoubtedly is
the importance of preparing before a
sales call with research, study, practice,
then improvement in order to hit the
ground running when the time comes.
From our team, thank you to Coach,
ADP, and NCSC at Kennesaw State for
a successful, learning experience! We
truly appreciated all your time and insight
into the sales world.
Kraft Foods Group is one of the largest food and
beverage companies in North America as they have a
deep portfolio of food & beverage brands in the
beverage, cheese, refrigerated meals and grocery
categories. Offering both internships and full time, their
Management Development Program (MDP) is an 18-
month accelerated learning program designed to prepare recent-grad University Recruits for future leadership
roles within Kraft. During this time, Associates gain a broad exposure through a combination of four diverse
rotational job assignments paired with several learning events that occur throughout the program.
3
Congratulations to Workshop Members, Lauren Zambelli and
Zak Kievert and M330 Student, Melanie Zdanowicz for their
participation and advancement to the finals in CEB’s Insight
Generation Case Competition in Washington, DC. The students
were challenged to prepare a presentation in response to the
question: What are the ethical hotspots within a company and
how can we help companies eradicate ethical problems before
they arise? Their presentation was chosen to move onto the fi-
nals of the competition along with teams from Harvard, Cornell,
University of Pennsylvania, and Wake Forest. According to
Workshop Member Lauren Zambelli, “We were excited to have
the opportunity to compete with some of the brightest young
minds in the country in CEB's Insight Generation Case Competi-
tion. Although we didn't win the competition, it was an incredible
experience to be a part of. I learned so much about CEB and
how much effort it takes to come up with a viable solution for a
problem a company faces. The work they do is really interesting,
and we got a first-hand experience by providing our insights on
the case similar to how an employee at CEB would work on a
case.” The team would also like to thank CEB, everyone they
worked with, along with their insightful case coach, Dick Canada.
CEB’s Insight Generation Contest
Page 3 Sa les Leadership Soc iety Workshop GSW Sponsorship Newsletter
For more than 100 years, American Greetings Corporation has been a creator
and manufacturer of innovative social expression products that assist
consumers in enhancing their relationships to create happiness, laughter and
love. American Greetings offers internships and full-time opportunities in its
Field Sales Operations in locations all across the country. Their internship is structured so that the end goal is for the
intern to learn how to run a successful sales territory after working with an Area Supervisor. The Intern will have
opportunity to learn more about: managing Part-time employees, Merchandising Best Practices, Hiring and Recruiting,
Planning and Organizing, Implementing Corporate Programs, and Selling and Marketing.
Coyote Logistics is a third-party logistics (3PL) company, coordinating the movement of massive amounts of freight
across North America for shippers of all sizes in a variety of industries. As an intern or a full-time hire, the job focuses
on the brokerage aspect of their business by helping their customers move their inventory in the most cost effective way
by identifying and providing logistics solutions. Business is generated thru inside and outside sales by way of industry
referrals, prospecting and business to business selling. Don’t worry if you’ve never heard of 3PL, through an
approximate 5 month training program, you learn everything about Coyote, the transportation and logistics industry and
you will take a deep dive into Coyote's proprietary technology. They train you to succeed!
Whirlpool Corporation is the world's leading global manufacturer and marketer of major
home appliances. In recruiting, it is most notably known for it’s “Real-World” program
where Whirlpool selects a group of recent graduates from around the country to live to-
gether for eight weeks in a house where they can first hand learn the company’s products
and develop personal testimonies. After training, the sales reps are sent to train sales staffs
at retailers like Sears and Lowe's on how to sell the company's appliances. Whirlpool also
offers an internship program that provides meaningful, hands-on learning that offer an un-
derstanding of the challenges and opportunities of a career with Whirlpool.
1
On Thursday, September 11th and Friday, September 12th, members of the Workshop competed in the National Team Selling Pre-Competition. The competition is intended for all students seeking a career in sales providing them with the opportunity to gain real world experience on how to prepare for a sales call, initiate a meeting, converse with the prospect and close a deal. The corporate sponsors in attendance were 3M and Altria who helped judge the competition. There were prizes awarded to the top 5 places that included GiftCards to TIS and the IU Bookstore. Thanks to our sponsors again for putting together the event and for the hard work and dedication of our members!
Pre-National Sales Competition
Global Sales Workshop at Indiana University
OCTOBER
EDITION
GSW Sponsorship Newsletter
Global Sales Workshop Celebrates Fall Recruitment
1
Pre-National Sales Competition
1
Sponsor Spotlight: C. H. Robinson
2
Habitat for Humanity Build
2
Sneak Peak: Chicago
Trip
2
Inside this issue:
Our Mission :
To be one of the world’s
top sales leadership devel-
opment organization that
provides the highest cali-
ber of sales professionals
to world-class corporate
sponsors through a team-
based approach which
focuses on improving
individual sales skills in a
real-world setting.
The Global Sales Workshop inaugurat-
ed the semester by holding its formal
fall recruitment night on September
8th. We successfully welcomed another
group of 11 elite Kelley students to
join our team of emerging sales lead-
ers! The process began with network-
ing at the pre-night, interviewing high-
ly qualified candidates, and finally for-
mally inviting them into the Work-
shop’s new internship program, which
encompasses extensive training and tran-
sition for the new members to ensure
seamless integration. We look forward to
discovering what fresh new perspectives
they bring and seeing their talents devel-
op and shine through! We would also
like to thank our sponsors C. H. Robin-
son, IGS Energy and InterCall for at-
tending and networking at the pre-night.
Global Sales Workshop Celebrates Successful Fall Recruitment!
2
The Global Sales Workshop recently
had the opportunity of listening to
Kate Pederson and Natalie Dillon
and their advice on email etiquette
and selling. Both the sponsors en-
gaged GSW members with their own
personal experiences with the compa-
ny. Furthermore, they walked us
through the importance of being
adaptable in sales, whether in interac-
tions with selling to clients who are
more experienced or in importance
of proper communication, espe-
cially through forms like email.
Kate is currently a Corporate Re-
cruiter C. H. Robinson in down-
town Chicago, IL. She graduated
from DePaul University in June
2007 and joined the company ini-
tially as a Customer Sales Associ-
ate before transitioning into her
current role as a Corporate Re-
cruiter. Natalie first joined the
Sponsor Spotlight: C. H. Robinson
Page 2 Global Sa les Workshop GSW Sponsorship Newsletter
C. H. Robinson is a leading 3rd party logistics company, founded in 1905 providing freight transportation and logistics, outsource solutions, produce sourcing, and information service to their network of over 45,000 customers. With offices in North America, South America, Europe and Asia they have a bandwidth of over 63,000 carriers including motor, rail, airfreight and ocean carriers. CH Robinson employs over 11,000 employees driven by their mission of “improving the world’s transportation and supply chains, delivering exceptional value to our customers and suppliers.”
Habitat for Humanity
company as a Carrier Sales Ac-
count Manager and currently
serves as a Corporate Recruiter.
We would like to thank both
Kate and Natalie for devoting
their time to educate us and for
answering all our questions. C.
H. Robinson continues to be a
valuable sponsor for the sales
program at Indiana University,
and the workshop would like to
give a big thanks to them!
Every year, the Global Sales Work-
shop prides itself in participating in
multiple philanthropic events. Our
most significant effort is the Habitat
for Humanity Build in Monroe Coun-
ty. The Kelley School of Business has
participated in this build for the 5th
consecutive year in partnership with
Whirlpool Corporation. We would
like to thank all our members for ac-
tively participating in the event and
would also like to thank Whirlpool
Corporation for giving us the oppor-
tunity to provide a new home to the
Hodge Family!
Watch out for more on our annual Chicago trip in the next newsletter. The
trip is always a workshop highlight and we would like to thank our sponsors
for making this years trip possible!
Sneak Peek: Chicago Trip