European Sales Competition

527467-LLP-1-2012-1-FI-Erasmus-ECUE

 

 

                                                          

 

 

 

                                                          

SALES COMPETITION ORGANIZERS MANUAL

Version 2 / October 2013

Content1 Introduction......................................................................................................................................1

2 Background.......................................................................................................................................1

3 Competition goal...............................................................................................................................2

3.1 Competition forms........................................................................................................................2

3.1.1 National competition................................................................................................................2

3.1.2 European competition..............................................................................................................2

3.2 Manual purpose and usage............................................................................................................3

4 Before the sales competition.............................................................................................................3

4.1 Before the sales competition.........................................................................................................3

4.2 Content planning...........................................................................................................................4

4.2.1 Description of the competition.................................................................................................4

4.3 Competitors..................................................................................................................................5

4.4 Budget...........................................................................................................................................5

4.5 Date and Venue.............................................................................................................................5

4.6 Competition day program and schedule.........................................................................................5

4.6.1 Qualifying rounds......................................................................................................................6

4.6.2 Final Round...............................................................................................................................7

4.6.3 Decision on the winner and awards..........................................................................................7

4.7 Rules of the competition...............................................................................................................7

4.8 Product selection and description..................................................................................................8

4.9 Selection of the buyers..................................................................................................................8

4.10 Selection of the jury......................................................................................................................8

4.11 Description of the client company (buyer's profile)........................................................................9

4.12 Evaluation Criteria.........................................................................................................................9

4.13 Through the export competition..................................................................................................11

4.14 Creation of the competition policy...............................................................................................11

4.15 Buyers' orientation and buyer's guidance....................................................................................12

4.16 Orientation of the jury.................................................................................................................12

4.17 Publicity material and permissions..............................................................................................13

4.17.1 Agreements............................................................................................................................14

4.18 External framework.....................................................................................................................14

4.19 Competition Venue and functionality of the booking...................................................................14

4.20 Design and implementation of usage of the space.......................................................................16

4.21 Gala dinner arrangements and reservations.................................................................................17

4.21.1 Gala evening program.............................................................................................................18

4.21.2 Gala evening catering.............................................................................................................18

4.21.3 Planning and testing of the result service...............................................................................19

5 During the Competition...................................................................................................................21

5.1 Broadcast technology and videotaping........................................................................................21

5.2 Installation and testing................................................................................................................22

5.3 Internet connections....................................................................................................................22

5.4 Catering of the competition day...................................................................................................22

5.4.1 Breakfast.................................................................................................................................23

5.4.2 Lunch......................................................................................................................................23

5.4.3 Afternoon Coffee....................................................................................................................23

5.4.4 Catering in the rooms.............................................................................................................24

5.4.5 Gala dinner catering................................................................................................................24

5.5 Invitations to the participants......................................................................................................24

5.6 Driving instructions, parking and other signage............................................................................24

5.7 Registration on the day of the competition..................................................................................25

5.7.1 Material Folders......................................................................................................................25

5.7.2 Nametags................................................................................................................................25

5.8 Diplomas and certificates.............................................................................................................26

5.9 Business gifts to the competitors.................................................................................................27

5.10 Competitor CV-Books..................................................................................................................27

5.11 Photography................................................................................................................................28

5.12 Marketing and communications...................................................................................................28

5.13 Target audiences and objectives of the marketing.......................................................................28

5.14 The communications core messages............................................................................................30

5.15 Media options, scheduling, and responsibilities...........................................................................30

5.16 Logo............................................................................................................................................33

5.16.1 Logo in the European Sales Competition................................................................................34

5.17 Coaching......................................................................................................................................34

5.18 Coaching Manual.........................................................................................................................34

5.19 Business partners and other partners..........................................................................................34

5.20 The importance of the business partners and other partners.......................................................34

5.20.1 Business partners in the design of the packages offered........................................................34

5.20.2 Target Group...........................................................................................................................35

5.20.3 Business partner recruitment.................................................................................................36

5.20.4 Definition of awards................................................................................................................37

5.20.5 Budget finishing......................................................................................................................37

5.20.6 Cooperation Agreements........................................................................................................37

5.20.7 Business Partner Invoices.......................................................................................................37

6 After the Sales Competition.............................................................................................................38

6.1 Feedback to the business and other partners and a competition walkthrough.............................38

6.2 Students' responses and walkthrough.........................................................................................38

6.3 Sequel to the Competition...........................................................................................................38

6.4 Coaching the student for the sequel............................................................................................39

6.5 Finally..........................................................................................................................................39

ATTACHMENTS

 

Annex 1: Rules of the competition Annex 2: Example of the description of the client company (buyer's profile) Annex 3: The description of the client company in the final (buyer's profile)?? Confidential buyer’s profiles? Annex 4: Evaluation form (Best Seller Competition in 2013) Annex 5: Video and photo material license agreement (European Sales Competition in 2012) Annex 6: Certificate of Participation Annex 7: Diploma Annex 8: Honourable Mention Annex 9: The student CV Book Annex 10: Feedback form Annex 11: The membrane base and logo Annex 12: Invitation to the evening celebration Annex 13: Business partner agreement

Annex 14: European Sales Competition evaluation form

Annex 15: European Sales Competition logo

Annex 16: competition organizers "check list"

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1  Introduction

You are now holding the manual for a student sales competition. This manual is designed to introduce the

background of the sales competition and implementation in such a way that every university in Europe and

the rest of the world will be able to use this manual to arrange a sales competition in their own

organization.

First the description of the background and definition of the competition are introduced and after those will

start a section of practical arrangements of participation. By following the instructions, also your university

will have the possibility to organize an innovative sales competition that also improves the sales skills for

working life.

This manual brings out the lessons learned and the knowledge achieved while organizing the sales

competition at HAAGA-HELIA University of Applied Sciences and Turku University of Applied Sciences.

The objective of this manual is to provide you with all information you will need to organize a sales

competition also in your university.

We wish the best of luck to the journey and competition!  

2 Background

The Europe 2020 strategy (Europe 2020, the EU Growth Strategy) highlights the crucial importance for the

success of Europe as a whole and the economic growth in the future. Sales work is the success maker in

working life when the strategies of businesses are implemented. European companies have an on-going

lack of international sales professionals, which undermines the competitiveness of European enterprises in

the international market. At the same time, the cost-cutting pressures in universities are forcing them to

find innovative training solutions. European Sales Competition concept (ESC) is designed to develop a

modern model for sales training between universities and businesses. In this model, the universities and

companies together plan and carry out the sales competition and assess the students' performance. Thanks

to the added value for the businesses, it is reasonable for them to invest in the cooperation model.

This is the first time in Europe when developing an international sales competition for students in

collaboration with companies. Now, while creating the European Sales Competition model, a Finnish sales

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competition (Best Seller Competition) and American sales competition models have given the basis for the

European sales competition planning. From this manual you will find the best practices but also many new

innovative ideas to organize a European Sales Competition.

For the students the sales competition gives an opportunity to develop and improve their international

selling skills. At the same time companies can save cost and recruit new talent to their businesses.

3 Competition goal

The aim of the Sales Competition is to bring European university students together to compete in selling.

The aim is also to make professional selling transparent, improved and appreciated. Students’ personal

selling skills are assessed in business-to-business (B2B) environment - in a buyer-seller interaction.  

3.1 Competition forms

European Sales Competition (ESC) allows collaboration between universities, students and companies.

Companies have a possibility to meet and recruit students who are about to graduate. The national

competition is held once a year in spring. After the national competition students will take part in the

European Sales Competition (ESC). The European Sales Competition (ESC) will be held for the first time in

Poznan, Poland on 6 June 2014 and will be open for European Sales Competition (ESC) project partners. The

first open European Sales Competition (ESC) will be held in May or June 2015 in Wiener Neustadt, Austria.

3.1.1 National competition

The national sales competition is held annually in each participating country in the native language or in the

language used in the university. Before the competition mandatory sales coaching will take place.

Coaching is arranged during the semester prior to the competition. Before the coaching, students should

complete their marketing and personal sales skills studies. Their scope may vary according to the

university. The students’ sales skills are assessed in a buyer-seller role-play on the basis of the competition

evaluation criteria.

3.1.2 European competition

At the European level, the competition will be held in such a way that each of the European participant

countries may have their own national competition before the European competition. The students who

are the most successful in their national competition, continue to the European competition.

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The European Sales Competition (ESC) is held every year after the national competitions in May or June.

The organizing European Union member state and university are agreed separately. The European Sales

Competition (ESC) is open for the winners of the national competition, the maximum number of

participating students is 30 per competition. The students’ sales skills are assessed in a buyer-seller role-

play and on the basis of the competition evaluation criteria.

3.2 Manual purpose and usage

The purpose of this manual is to serve as an exposition for the organizers of the competition. This manual

describes all aspects of organizing both national and European Sales Competition in detail. After reading

the manual each organizing institution is capable of applying the instructions of the manual to organise the

sales competition successfully and efficiently in its own premises. The manual is written in such a way that

an organization that has no previous experience in organizing similar events, will be able to get a clear

overview and execute the competition successfully. If your organization is very experienced in organizing

events, this manual might seem too detailed. In this case, you should apply the content of the document

itself. The organizers’ "check-list" is certainly a useful tool for everyone, it is at the end of the manual.

This manual was made as a part of European Sales Competition (ESC) project which is funded by the

European Union (527467-LLP-1-2012-1-FI-Erasmus-ECUE) and is implemented in the period 2012-2015. The

project participants are HAAGA-HELIA University of Applied Sciences (Finland), Nickel Technology Park in

Poznan (Poland), Turku University of Applied Sciences (Finland), the University of Applied Sciences in

Wiener Neustadt (Austria) and the Vleric Leuven Gent Management School (Belgium).

4 Before the sales competition

4.1 Before the sales competition 

The competition day is an important learning experience for the students and the climax of the sales

coaching. To ensure the success of the event, planning and preparatory work has to be done in good time

before the competition day. This way, the competition day will go smoothly without any problems and

small challenges in the day of the competition are easier to respond to.

This section deals with all considerations prior to the actual sales competition, in order to make itself

successful. The arrangements to be made are divided into two sections; content planning and external

framework. These together form all practical arrangements.

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4.2 Content planning 

This section takes you through the details that should be taken into account when designing the content of

a sales competition. Content planning is the first step, which will be the start. The content of the

competition defines all following steps, thus it is important that planning work will be carried out carefully

and in good time.

The organizing institution will nominate a Competition Director. The Competition Director is responsible for

the management of competitive arrangements. He/she also defines the amount of necessary labour and

takes care of recruiting. The Competition Director has a particularly large role in maintaining the business

partner relations. (See Business partners and other partners). In addition, he/she shall draw up the budget

(see Budget), after which it is time to begin the actual arrangements.

4.2.1 Description of the competition

In the sales situation the student will meet the buyer of the company in a maximum 20-minute discussion.

The profile of the buyer has been handed over to the competitors in good time before the competition.

This way the competitors have had time to prepare for customer meeting. Also business partners and

representatives of universities have been given an orientation to their roles.

The competitor aims to arrange another meeting where he or she has an opportunity to present the offer

and close the deal. When returning to the meeting she/he does not know how the buyer is feeling at that

meeting time. The same applies in real life situations but in the competition the competition director has

given a confidential profile to the buyer and the profile defines the moods to which buyers need to adapt to

in their roles.

The four (4) best competitors of the qualifying rounds will pass to the final competition. The competitors

will have a chance to choose a partner opponent one hour before the final round and the performance.

The audience has a possibility to track the performances in real-time e.g. via TV screen in an auditorium.

The sales competition day culminates in the Evening Celebration or Gala in which the prizes are distributed.

The competition jury is made up of representatives of universities, as well as business partners involved. A

business partner that has the most expertise in sales training or coaching, will act as the developer of the

evaluation criteria and as a foreperson of the jury.

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4.3 Competitors

The sales competition is made for university students. Students enrol for a sales coaching course and sales

competition according to their home university’s policy. The students are normally second or third year

students, whose aim is to complete a Bachelor or Master's degree.

4.4 Budget 

It all begins with drafting of the budget!

Both national and European sales competitions shall be drawn up on a budget. The budget expenditure will

be covered by the participating universities and business partners.

The following main cost groups should be taken into account:

         Coaching fees

         Marketing and communication expenses

         Acquisition of business partners

         Competition planning expenses

         Competition implementation costs

         Gala dinner costs

         Prize expenses

         Travel expenses

         Technical costs (including photographing, videotaping and broadcasting)

Remember to reserve the necessary human resources and student resources on the basis of existing

practices of the university.

4.5 Date and Venue

The national competition is held annually before the European Sales Competition, either in the spring or

autumn, after the sales coaching is completed. The national competition is held in the premises of a local

university. European Sales Competition will be held annually in May or June in a specific date on the

premises of the university that arranges the competition.

4.6 Competition day program and schedule 

The competition day is divided into qualifying rounds and the final.

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The program of the competition will printed out into the Material folders (see Material Folders) and it will

be available for the participants the whole day. In addition, it will also be available on the competition

website. Note the locations of the sites on the program (e.g. where lunch is served, the location of the

competition, etc.).

The competition day schedule can be, for example, the following:

7.45 Registration

7.45-8.45 Breakfast

8.00 Briefing to the buyers and the members of the jury

9-9.30 Opening words of the competition

9.00-12.30 Qualifying Rounds (9.30-10, 10-10.30, 10.30-11, 11-11.30, 11.30-12.30, 12.30-13)

11.00-13.15 Lunch served

13.15 Finalists published

13.30 Afternoon coffee

14.30-16.45 Final Competition (14.30, 15, 15.30, 16)

19.00 award ceremony and gala dinner

4.6.1 Qualifying rounds 

The qualifying rounds will take place in four simultaneous instalments. One sales situation will last no

longer than 20 minutes. The clock starts when a competitor opens up the door of the competition room.

The competitor must follow the time. The competitor must be prepared for possible interruptions and a

few surprises during the competition.

The jury will give their independent assessments of the performance into the evaluation form right after

the sales situation. The scores are stored in the result service.

The best competitor of each qualifying round will be passed to the final. If competitors end up with equal

points, the one with highest points in need identification will pass to the final. If competitors still have equal

points, the jury will resolve the winner.

After the results are announced, each finalist will choose a personal partner-opponent for themselves out

of the dropped competitors. None of the competitors may leave the competition area before the finalists

have chosen their partner-opponents.

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4.6.2 Final Round

The competition order in the final will be drawn.

The sales situation in the final differs from the qualifying rounds. In the final the buyer’s profile is the same

but the competitor needs to take the discussion further, present the offer and close the deal. Each finalist

has 60 minutes with their partner-opponent to prepare for the sales situation. Each of the finalist/partner-

opponent pairs have their own rooms for preparation and they are not allowed to talk to anybody else

during preparation.

The final performances will be videotaped and the audience has a possibility to track the performances in

real-time e.g. via TV screen in an auditorium.

4.6.3 Decision on the winner and awards

In the competition all four (4) of the finalists and the best (1) practice-partner are rewarded. In addition,

business partners and universities have the opportunity to give their specific references. Prizes will be

awarded in a ceremony in the evening of the competition day.

Competitors do not have right to appeal the decisions of the jury. The Competition Director settles the

evaluation criteria with the jury and monitors the objectivity throughout the competition.

4.7 Rules of the competition

If a competitor is late for his/her period as defined in the competition, he/she will be disqualified from the

competition and the competition ends on his/her part.

A sales situation takes 20 minutes per participant. Exceeded time will not be taken into account.

Competitors are not allowed to discuss with the Competition Director or members of the jury during the

competition. Competitors must keep their mobile phones switched off.

A competitor is not allowed to use fictitious examples (e.g. customer references) while responding to the

objections of the buyer. The product shall apply only to the pricing criteria of the product sold.

Infringement will result in disqualification from the competition.

Competitors do not have right to appeal the decisions of the jury. The Competition Director settles the

evaluation criteria with the jury and monitors objectivity throughout the competition.

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Each of the competitors shall sign The rules of the competition before the competition day. Contracts signed

will be forwarded to the organising institution.

(See annex 1: Rules of the competition.)

4.8 Product selection and description

The solution sold in the competition and the client profile are to be agreed mutually with the main business

partner. The solution to sell can be a product or service or it can include both elements. When choosing the

solution it is important to be sure that it is possible to teach to the students during the coaching.

The company will give product training (3-4 hours), face to face or e.g. through network connection (to be

agreed separately). Teachers prepare students to face the customer with separate sales coaching. Coaching

for the sales competition is a part of student’s study plan.

The company whose solution will be in the competition for sale, is the main partner and will take part in

covering the costs of the gala dinner and awards on the agreed manner. The organizing institution takes

care of the remaining practical arrangements together with other business partners.

A student preparing oneself for the European Sales Competition should note that the main business partner, as well as the product or service to sell, might differ from the one in the national competition. The students need to be coached also to the European competition where cultural aspects play a big role.

The solution for the ESC is announced latest after the national competition in April.

4.9 Selection of the buyers

The buyers are selected out of the companies that are involved in each competition as a business partner.

Persons acting as buyers may have their background in sales, marketing, procurement or company's other

operations. Buyers must be chosen in good time, preferably 2-4 months prior to the competition.

The total amount of buyers needed for the competition is five (5); one for each of the four qualifying

rounds and 1 for the final. If it is possible, at least for the final, the buyer should represent his/her own

business and consider the performances from the company’s point of view. Therefore, the competition is as

close to a real sales situation as possible. If possible, it would be good to have real buyers in the buyer’s role

because this helps to make the competition feel as real as possible.

4.10 Selection of the jury

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The number of member in the jury varies from 3 to 5 per group; therefore the total number of jury

members per competition is 15-20.

The members of the jury are selected from the companies that are involved in each competition as a

business partner. Members of the jury may have their background in sales, marketing, procurement or

company's other operations. Members of the jury must be chosen in good time, preferably 2-4 months

prior to the competition. Also teaching and project staff of universities can be selected into the jury but not

of course the coaches of the students.

4.11 Description of the client company (buyer's profile)

The buyers’ profiles are drafted separately to the qualifying rounds and the final will be the place where the

sellers will close the deal. The profile reveals companies background information, the industry and current

stage. In addition, it describes the starting point of the sales negotiation. A description of the client

company is the starting point of the training; it is conducted with students in the beginning of the training

and is used as a profile in the qualifying rounds.

Before the final starts the students prepare themselves to sales negotiation according to the earlier round

in the competition. In the final the students aim to make an offer of the product and/or service to the

buyer, settle the price and close the negotiation. In other words the competitors should get the buyer to

buy the product or service. The students have prepared to sales negotiation in coaching and they have

received tips how to make a good offer. The sponsoring partner has of course given guidelines and price

lines.

4.12 Evaluation Criteria

In the buyer-seller role-play six different areas and sub-areas are evaluated. The core grade will be counted

as an average and the emphasis is given according to the evaluation form.

The evaluation is based on how the assessor sees the seller act when meeting a prospective customer.

The following areas are assessed in the sales competition:

Approach (gaining attention and rapport building)

Need identification

Presentation of the solution

Processing of objections – overcoming worries and questions of the customer

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Close the sales situation – a commitment to continuation and an agreement on continuation

Communication and interpersonal skills, overall impression (credibility)

Assessment scale in numbers and equivalent descriptive characteristics of the following:

7 Perfect, outstanding performance

6 Really good performance

5 Good, better than the mediocre performance

4 Mediocre, good performance

3 Satisfactory performance

2 Fair, once developed, was left in

1 A weak attempt to consider

0 Is not reflected in the execution of any absence of the skill or behaviour

The instalments follow mostly the order of the evaluation form, but it is possible that the seller returns to a

previous step in the process. For example, treatment of objections can appear throughout the negotiation.

The last section, Communication and interpersonal skills, and the overall impression, should be evaluated

last, even though is based on the meeting as a whole. Making notes during the performance is

recommendable, the grades can be given after the sales situation.

The evaluation is based on how the assessor sees the seller. The assessor should keep his or her scale when

assessing the contestants of the same group equally.

Based on the evaluations on the 4 different simultaneous qualifying rounds, the best competitors from

each group will pass to the final. Scores and evaluations of the qualifying rounds do not affect on the final

performance, all competitors will start from the same line. The final competition is assessed as a new

performance and the winner of the round final wins the competition.

The members of the juries are trained with the assessment criteria in good time prior to the sales

competition.

The basis for the evaluation is the evaluation form. (See annex 4: Evaluation form.)

 

The evaluation form of the final round is different from the evaluation form on qualifying round. On the final round the goal is to negotiate on the price as well as to close the deal. (Annex 14: Final round evaluation form)

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4.13 Through the export competition

The above mentioned pieces together make up the frame of the competition day. This section deals with

issues that has their effect on whether the competition day will be successful and what should be taken

into account beforehand.

Figure 1: The structure of the competition day in Best Seller Competition © (Turku University of Applied

Sciences / HAAGA-HELIA University of Applied Sciences).

4.14 Creation of the competition policy

The order in which contestants are competing will be published for the first time in the morning of the

competition. Each participating university has to give the names of competitors to the organizing institution

at least one week before the competition. The competition order will be drawn in order to ensure the

objectivity of evaluations.

The number of competing groups is always the standard four (4). All groups have their own internal

competitions in the qualifying rounds and the student with the highest scores from the each qualifying

round will pass to the final. The order in the final round is drawn as the finalists are published.

The number of competitors per group is determined by the amount of competitors in total, the competitors

are divided equally into four groups. For example, if there are 24 competitors, each group will have six (6)

competitors. If the amount of competitors is not dividable with four, the remaining competitors are put

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into groups and the organizing institution will decide on if the bigger groups will start earlier or should they

last longer.

4.15 Buyers' orientation and buyer's guidance

Through the orientation the buyers will get a clear understanding of the client company, their role as a

buyer and the sales situation. The role-play should replicate as realistic sales situation as possible. Each of

the buyers should choose their own way of performing and maintain it with every seller. (For example, if

you are demanding to the first one, you need to be demanding to everyone.) To make the sales situation as

realistic as possible, the buyers are chosen out of the company representatives.

In addition, it should be noted that buyers in the qualifying rounds receive different instructions from the

one in the final. They have been specified separately beforehand. None of the buyers in the qualifying

rounds can act as a buyer in the final; therefore the final buyer is new to all competitors. While giving

instructions to the buyers, subjects like social style, position in the organization, phases of the sales process

and possibly actions to take in certain sections should be gone through. The orientating and guiding should

be done two (2) weeks before the competition. The orientation is conducted by a representative of the

organizing institution and the competition director. The orientation may be conducted as one collective or

several individual meetings.

In addition, the buyer and the jury of the competition will have a joint briefing in the morning of the

competition. In the briefing the head of the jury will go through the evaluation criteria and buyers’

instructions together with the organizing institution.

4.16 Orientation of the jury

In the same way as the buyers’ orientation, also orientation for the members of the jury should be

conducted in good time before the competition. The members of the jury will meet face-to-face or virtually.

In the meeting the foreperson of the jury opens up the evaluation criteria in detail. In the morning of the

competition the head of the jury will have a joint briefing with the buyers.

All of the members of the jury evaluating in the qualifying rounds do not take part in evaluating the

finalists, but the composition is selected out of all jury members. The organizing institution may also

designate a new member to the jury to assess only the finalists. Orientation for all members of the jury is

always the same.

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The members of the jury are asked to refer to the evaluation criteria in advance (see Evaluation Criteria and

annex 4: Evaluation form). The selling situation will last no longer than 20 minutes.

The evaluation is done directly after the role-play and it is not possible to return to the performance. After

each competitor, the jury has 10 minutes time to write down the assessment and leave the forms for the

scoring, before next performance. The jury must also be provided with time for scaling to ensure similar

assessing manner for the first and last competitor. For the same reason, the evaluation forms on the

qualifying rounds are collected for the first time after the third performance. In the final all evaluation

forms are collected after the last competitor.

Each of the jury members makes his/her assessment independently without consulting other jury

members. No credentials of the jury members shall be written in the evaluation forms as they will be given

to the competitors. All possible notes and feedback shall be written as explicitly and concretely as possible.

In the buyer-seller role-play six different areas and sub-areas are evaluated. The results will be calculated as

a performance and the emphasis is given according to the evaluation form.

The instalments follow mostly the order of the evaluation form, but it is possible that the seller returns to a

previous step in the process. For example, treatment of objections can appear throughout the negotiation.

The last section, Communication and interpersonal skills, and the overall impression, should be evaluated

last, even though it is based on the meeting as a whole. Making notes during the performance is

recommendable, the grades can be given after the sales situation.

The evaluation is based on how the assessor sees the seller acting when meeting a prospective customer.

All competitors are assessed using the same scale. (Remember the scaling!)

4.17 Publicity material and permissions 

During the competition a lot of material will be created and the organizers should note that some of it calls

for certain privileges.

The competition organizer is allowed to videotape and photograph the competitive situations. Participating

universities, business partners and other partners can use the videos of the competition afterwards as

educational material.

For this purpose all competitors must sign the Consent form. The signatures are to be asked before the

competition day and the signed forms shall be forwarded to the organizing institution (see annex 5).

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Also the buyers need to sign and therefore to give their consent to use the material within the business

partner agreements.

4.17.1 Agreements

The following agreements must be signed before the competition day and they must be forwarded to the

organising institution:

Rules of the competition (from competitors)/ annex 1.

Consent form (description for videotaping and photographing) /annex 5.

Business partner agreements / see annex 13.

4.18 External framework

When the content of the sales competition is designed, organizing the external framework may begin. The

content largely defines the external framework. Part of the external arrangements can be taken care of in

good time before the competition day, but some will remain until the morning of the competition day.  

4.19 Competition Venue and functionality of the booking

The arena for the competition is free for organizing institution to choose. Most often, the universities have

decided to use their own premises, but hotels and other locations suitable for seminars and meetings go as

well.

Quite a few needs need to be taken into consideration while choosing the location. The premises must

have a big common area, e.g. an auditorium, in which the opening of the competition day and publishing

the finalists will take place. The audience also need to be able to follow the competition via TV screen from

the space.

In addition, four separate rooms are needed for the qualifying rounds, one for each group. The rooms have

to fit a negotiation table for two persons, table for the jury of 3 to 5 persons and space for the

cameraperson. Please note that these rooms need to be closed in order to avoid any possible distractions.

The cameraperson also needs internet connection for the recording system (Adobe Connect Pro or similar,

see Broadcast Technology).

An own room need to be reserved for the final competition as the rooms used during the qualifying rounds

are used as preparation rooms for the finalists before their final performances. All finalists need to be

15 / 65

provided with 60 minutes of time to prepare themselves with the new buyers’ profile. Also, the video

connection to the auditorium (etc.) should be tested before the final.

In addition to these five rooms for the sales performances, the competitors need also a ‘green room’ and a

post-performance waiting room. In the green room the competitors can wait for their turns and prepare for

their performances. Only the competitors and a designated administrator from the organizing institution

can have access to the room. The competitors cannot return to the green room after their performances.

When arriving to the competition location, the competitors will take their coats and luggage to the post-

performance waiting room. They will return to the room after their own performances to wait the ending

of the qualifying rounds. Also other participants and the coaches can access the room. Also this room needs

to have someone to look after the property of the participants.

The premises are to be set to the competition condition on the previous day. This should take into account

while making the plan. The competition rooms should seem as official as possible. Please note that the

competition day, especially qualifying rounds last for several hours and therefore it would be good to be

able to refresh the facilities once and a while. The rooms are to be provided with beverages and the

restrooms should be situated nearby.

The competitors will take their coats and luggage to the post-performance waiting room, but a separate

cloakroom need to be provided to other participants. The cloakroom is preferably close to the auditorium

(etc.) and a designated person need to be put in charge of it.

Many of the participants come outside the organization, so the general cleanliness and comfort of the

premises should be paid special attention to. Also, be sure to have clear signage for different premises.

The necessary facilities are therefore the following:

         Auditorium, with video projector/chance for the live video

         Green room (in a closed space for competitors before the performance)

         Post-performance waiting room (so-called ‘open space for everyone’)

         Four (4) rooms for the qualifying rounds (note! Network Connection)

         One (1) room for the final (note! Network Connection)

         Restrooms

         Cloakroom

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4.20 Design and implementation of usage of the space

The competition rooms need to be big enough to fit all of the props. The followings should be found in the

rooms:

         The buyer's table and two chairs

         The jury table and chairs (3-5 persons)

         Space for the cameraperson, including space for a tripod, table and chair.

When setting the buyer’s table, the angle and distance of the camera should be taken into consideration.

The competitor should be seen and his/her voice heard. The members of the jury are not allowed to appear

in the picture.

Outside the competition rooms should be one or more persons to maintain the peaceful and silent

environment and to make sure that the competitors will go to the correct room, at the right time.

In addition to the above mentioned props, the followings will also be found in the competition rooms:

         On the buyer’s table: business cards, pens and paper, buyer’s profile

         On the jury table: evaluation forms (with extra copies), pens and paper, names of the competitors,

the competition order of each room

         Competitors CVs

         Beverages

17 / 65

The spaces should be set ready on the previous day. Remember to reserve enough people and time for the

preparations. Also the camerapersons should take part in the preparation as they can then choose the most

suitable shooting angles, go through the technical details and do the testing beforehand.

4.21 Gala dinner arrangements and reservations

The competition day’s climax is the festive gala dinner in which the ranking of the competition is published,

awards, diplomas, certificates and possible honourable mentions are given. The business partners have a

possibility to have speeches and give their own awards and that way get publicity.

The organizing institution chooses the location for the gala dinner, makes reservations and takes charge of

the catering. Based on the agreement, the primary partner company takes care of the expenditures and

costs of the gala dinner. The cooperation agreements define the budget for the evening celebration.

The gala evening on the selection, assignment, and catering, care shall be borne by the organization. The

cost to take care of the primary business partner for dinner at the competition, according to the

agreement. Through cooperation agreements in gala dinner depends on the available budget.

Figure 2. Example of use of the space: buyer and seller. The jury on the

right and the cameraperson on the back right. (Turku University of

Applied Sciences 2012.)

18 / 65

The gala dinner is referred to all the competitors, business partners, and competitors, in the background,

the representatives of the organisations.

All competitors, representatives of the business partners and representatives of the competitors’ own

organizations are invited to the gala dinner. The organizing institution nominates a host and/or hostess for

the event. The competition directors task is to welcome the guests, take through the evening program,

general guidance and taking care of the guests.

4.21.1 Gala evening program

The organizing institution may plan the program for the evening itself. The evening's program should,

however, include the followings:

         Beginning with a Chalice

         Participation certificates to all competitors

         Publishing the results of the final and awards

         Dinner

         Speech of the host (main business partner)

         Other speeches

         The sales competition announcing and invitation / publishing of the next Competition of the day

and location

         Free socializing, merriment and networking

The gala evening program cards will be made to the tables beforehand.

4.21.2 Gala evening catering

Approximately 60-80 people will take part in the gala dinner; therefore a varied buffet dinner is a good

option. While choosing the space for the dinner, the environments suitability and reasonability of the

catering should be taken into consideration. Note also the special diets.

A Chalice (sparkling wine/non-alcoholic option) and two glasses of wine (red/white) are served for each

guest. The purpose of the gala evening dinner is to be an unofficial evening party, thus it is reasonable to

have e.g. a separate bar from which the guests can buy more drinks. 

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4.21.3 Planning and testing of the result service

The organizing institution makes sure that the result service is running properly and technical support for it

is reserved. The result service should be built on a table-based system as it will then be easy to enter the

scores manually on the basis of the evaluation forms. It is reasonably to reserve few people for collecting

the evaluation forms and entering the results to the service.

While creating the result service, make sure that the system notices the different weightings. Different

weightings have different percentage emphasises. The service has to be able to count the average score for

each competitor. In addition, the system will calculate the total number of points gained by the competitor

(= the sum of the various components) with the percentage weightings.

The result service should be tested before the competition day to make sure that any shortcomings and

errors can be responded in advance. The organizing institution is in charge of the testing.

On the next page is an example of a result service system used in the Best Seller Competition (table 1). ->

en päässyt muokkaamaan exceliä.. vaatii salasanan?

20 / 65

Kilpailija X KOKONAISPISTEET 6,19Asteikko 0-7

1 2 3 4 5 KAALOITUS, tavoite: Hyvän keskustelusuhteen luominen.Selkeä esittäytyminen 7 7 7 6 6,75Tapaamisen tarkoituksen kuvaaminen 6 6 6 6 6,00Tapaamisen aikataulun varmistaminen 7 6 7 6 6,50

10 % Hyväksyntä siirtymiselle tarvekartoitukseen 7 7 6 6 6,50 6,44TARVEKARTOITUS, tavoite: Saada tietoa asiakkaan tilanteesta ja tarpeista niin, että myyjä pystyy esittämään oman ratkaisunsa.Perustietojen selvitys 7 6 6 6 6,25Asiakastarpeeseen liittyvien kysymysten esittäminen 7 6 7 6 6,50Mahdollisten asiakkaan nykytilaan liittyvien ongelmien identifiointi ja ongelmien aiheuttamien seurausten kartoitus 6 6 6 5 5,75

30 % Asiakkaan päätöksentekoprosessin ja vaikuttajaverkoston selvittäminen 7 5 6 6 6,00 6,13RATKAISUN ESITTÄMINEN, tavoite: Ratkaisun ja sen hyötyjen esittäminen.Ratkaisun esittäminen tarvekartoitukseen linkittyen 6 6 6 6 6,00Ratkaisun asiakashyötyjen esittäminen (ominaisuuksien sijaan) 7 6 6 6 6,25

25 % Sopiva esitys- ja oheismateriaalin käyttö 7 6 6 5 6,00 6,08VASTAVÄITTEIDEN KÄSITTELY, tavoite: Asiakkaan esittämien huolien ja epäilyjen poistaminen.Esitettyjen vastaväitteiden tarkentaminen ja ymmärtäminen 7 5 6 6 6,00Huolenaiheiden käsittely 7 6 6 6 6,25

10 % Varmistaminen, että kaikki vastaväitteet/huolet on käsitelty 7 6 6 4 5,75 6,00PÄÄTTÄMINEN, tavoite: Ymmärtää, miten asian käsittely etenee ja missä päätöksenteon kannalta ollaan ja sopia jatkosta.Kaupan tai sopivan sitoutumisen perusteltu ehdottaminen 7 6 6 5 6,00Asiakkaan sitoutumisen saaminen 7 6 6 5 6,00

10 % Jatkotoimenpiteistä sopiminen 7 6 6 6 6,25 6,08VIESTINTÄ- JA VUOROVAIKUTUSTAIDOT, YLEISVAIKUTELMASuullinen viestintä (selkeät lauserakenteet ja esittäminen) 7 6 7 6 6,50Myyjän uskottavuus ja asenne 7 6 7 6 6,50

15 % Yleisvaikutelma 7 6 7 6 6,50 6,50

Tuomari

Translation:

Competitor X Total points

Scale 0-7 jury members

Average

Approch, Objective: To create a proper discussion

Professional introduction.The explanation for purpose of the appointment.Checking the timeSmooth transition into needs identification.

21 / 65

THE NEED IDENTIFICATION, Objective: To obtain information on client's situation and needs, so

that the seller is able to present his/her own solution .Clarifying the basics.Presentation of questions related to the customer’s needs. The identification of potential problems associated with the customer's current state and mapping the consequences.Identification of the customer's decision-making procedure and influences.

THE PRESENTATION OF THE SOLUTION, The Goal : The presentation of the solution and its

benefits. The presentation of the solution based on the need charting and current competition.Presentation of the solutions benefits for the customer (instead of features).Usage of the appropriate presentation and collateral material.

OVERCOMING THE OBJECTIONS, The Goal: Removing the concerns and doubts expressed by

the customer. Understanding and clarification of the objections.Processing the Concerns.Verifying that all objections/concerns have been addressed.

THE CLOSING, Objective: To understand on how the case proceeds and where we are in terms of

decision-making, and to agree on the continuation. Proposing an appropriate commitment or trade.Getting the customer engaged.Agreement on following actions.

COMMUNICATION AND INTERPERSONAL SKILLS, THE OVERALL IMPRESSION.Oral communication (clear sentence structures and presentation).The seller's credibility and attitude.The overall impression.

Table 1. An example of a result service system used in the Best Seller Competition (John L., Turku University

of Applied Sciences).

5 During the Competition

5.1 Broadcast technology and videotaping

The qualifying rounds of the competition will be videotaped and the final competition will be taped and is

broadcasted follow able real-time in the auditorium.

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The competition rooms of the qualifying rounds must be equipped with video camera, computer and

Adobe Connect Pro or similar storage connectivity. Connect Pro is a functional way to store the scores in

one place to be used again. In addition, the real-time video can be sent via Connect Pro.

To be able to get the video connection, the room where the final is held, has to have video conference

equipment.

To make sure that shooting can go smoothly, a group of video shooting specialists should be reserved for

the whole competition day. Each organisation can decide on their own broadcasting technology, but Adobe

Connection Pro is highly recommended.

The video tapes will be used later e.g. as educational material. Remember to ask competitors signatures to

the consent form beforehand. (see annex 5). The rights to use the tapes concerns all organisations and

business partners involved.

5.2 Installation and testing

The functionality of the devices should be tested on the day before the competition, as well as on the

morning of the competition. The camerapersons take care of the installation and testing in cooperation

with a locations staff representative. (This person needs to be available during installation and testing).

5.3 Internet connections

A series of business representatives, will take part in the competition day and they surely want to work

during the day with their laptops. Therefore it is essential that the internet connection is provided. For this

reason, the organizing institution must ensure that the wireless network connection is available. If a

network connection is needed for separate user accounts, the guests need to be told about them and easy

access to the accounts be ensured during the day.

Especially important is to take into account functionality the internet access in the competitive rooms as

Adobe Connect Pro needs internet access for recording. For this reason, the testing should be done in each

room beforehand.

5.4 Catering of the competition day

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While planning the catering, the different needs of competitors, jury, buyers and other participants should

be taken into consideration. A representative of the organising institution takes care that all participants of

the day know where the caterings are found. If the place for the caterings is not obvious or visible from the

place where the competition is held, use signs.

It is good to check once more with the caterer the variety and amount of caterings and the serving times a

day before the competition.

Below is presented the traditional competition day catering.

5.4.1 Breakfast 

Breakfast is served after the registration. Many of the participants travel from a long distance, so the

breakfast is certainly welcome.

Breakfast should be served close to the auditorium (etc.) so that the moving to the auditorium can go

smoothly. This serving is for jury, buyers and other participants. Competitors breakfast is worth to serve in

the post-performance waiting room. There the competitors can enjoy breakfast while preparing themselves

to the qualifying rounds.

The servings of the breakfast could include e.g. bread rolls(vegetarian and meat options), coffee and tea,

fruit, water, juice, etc.

5.4.2 Lunch

Lunch is served during the qualifying round and at least half an hour (30 minutes) after the last

performance so that all competitors, members of the jury and buyers have time to eat.

A buffet with variety is recommended for lunch. Remember also all special diets. It is reasonable to ask the

diets beforehand from the competitors business partners. It is also good idea to prepare the caterer to

serve also e.g. lactose-free and gluten-free options. For the smooth running of the day, the caterings are

reasonable to order from the place where the competition is held. All orders and other practical

arrangements should be agreed with the caterer beforehand. The lunch should be quite light as the

competition still continues and the gala dinner is served later in the evening.

Discuss with the caterer on the content of the buffet.

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5.4.3 Afternoon Coffee

The afternoon coffee should be served when names the finalists are published or directly after it. The

coffee is reasonable to serve in the same place as breakfast, close to the auditorium. Serve sweet pastry

with coffee and remember to take the special diets into account!

5.4.4 Catering in the rooms

In addition to the above mentioned, refreshments should be available for the members of the jury and to

buyers.

Several presentations are held in the auditorium, so make sure that water or other beverages is available

for the speakers.

Prepare beverages, coffee and some snacks for the competitors in the green room.

It is good to serve coffee, juice and some snack also in the post-performance waiting room. For example

coaches and other participants wait there the end of the qualifying rounds. Also, the members of the jury

and buyers may get coffee from the green room during the breaks of the qualifying rounds.

Representatives of the organising institution take care that the participants know where the servings are

found.

5.4.5 Gala dinner catering

See: Servings of the gala evening.

5.5 Invitations to the participants 

The business partners and other partners (buyers, members of the jury and audience) are invited to join in

good time before the competition (see, in particular, business partners and other partners). This way, the

inviting is done by the person acquiring the partners. In addition, it is good idea to send a

welcome/reminding message per email in good time before the competition day.

Separate invitations and program of the Gala evening will be sent.

The organising institution should internally agree who will take care of the invitations; most often it is the

Competition Director. All participants should be asked to respond to the invitation as based on them the

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nametags are made and servings reserved. The person responsible for the practical arrangements should

also take care of the registration.

5.6 Driving instructions, parking and other signage

Driving instructions and other information on transportation should be put into the welcome/reminding

message at the latest (as an separate attachment for example). Driving instructions should consider the

different transport connections and the arrival (train, bus, car, etc.). Inform those who come by own car

where the parking places are found and does it cost.

Also, put a sign in front of the main door to indicate where the registration will be.

Put enough signs also indoors to ensure that all places needed during the competition day can be found.

The signs are used along the route (arrows), as well as in doors. The surrounding area of the competition

room is to be silent, put a note(s) on that near the room.

Also, the representatives of the organizing institution guide the participants as needed.

5.7 Registration on the day of the competition

Registration takes place upon arrival in the morning of the competition. The registration is good to place

nearby the main doors. Reserve at least two (2) people to take care of the registration. The registration

point should be ready before the registration period begins. All participants do not come already in the

morning, but during the day. Therefore there should always be someone in the registration.

Have a list of registered participants and their organizations at the registration. Add those people to the list

who had not registered in advance. After the event, from the list you should see who came and who were

absent.

In the registration point the participants are given the material folders, nametags, possible parking permits

and username and password for internet connection.

5.7.1 Material Folders

The material folders given at the registration should contain the followings:

         Program (remember the guidance, probably a map also)

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         List of participant

         Possible brochures (e.g. of the organizing institution, partners)

         (competition release) 

5.7.2 Nametags

The nametags are made in advance to those who have registered. They are given upon registration on the

competition day. It is good to have also extra pieces for those who had not registered in advance.

It is preferable to have the nametags color-coded as then it will be easier to identify the roles of different

participants.

Colors can be used, for example, in the following way:

         Blue = competitor

         Purple = member of the jury

         Yellow = buyer

         Green = coach

         Grey = Competition Director

         Red = trustee

         etc.

Fig. 3. An example of the member of jury / buyer nametag from the Best Seller Competition ©.

5.8 Diplomas and certificates

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All competitors will receive a certificate of participation (see annex 6). The three best of the competition is

will receive diplomas (see annex 7). The fourth-placed competitor will receive an honourable mention (see

annex 8). Also the best practice-opponent is given an honourable mention.

In addition to the participation certificates, diplomas, also other awards may be granted to competitors

(honourable mention). The organization, which the competitor represents, decides independently who they

want to award the honourable mention. (To whom and why?)

The certificates of participation can be made beforehand, but the diplomas will be written after the finals

when the results are ready, before the gala. The list of competitor receiving an honourable mention is

asked after the list of finalists is published. (This is to avoid overlapping.)

Diplomas, certificates and honours are to be signed by the Competition Director and a representative of the

main business partner.

In addition, the competitors can be assembled a folder in which their scores are. Or then the scores can be

sent competitors home afterwards. Whether the scores can be given on the competition day, depends on

how quickly they can be forwarded and printed out. The folders are given at the gala.

The organizing institution may grant trophies to the finalists based on the ranking.

5.9 Business gifts to the competitors

The partners will have an opportunity to give gifts to the competitors on the gala. Partners should inform

the organizing institution about the gifts, so that the organizer knows what kinds of gifts are given.

Especially important is that the all finalists receive something. The main business partner awards the

winner (and possibly all other finalists).

The business gifts are meant to be something a little more "valuable" in the nature of the competition (no

promotional pens and promotional caps, etc.).

If the business gift is large, the business granting the gift or organizing institution should take care of

delivering it to competitor’s home after the competition.

See also the definition of the awards.

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5.10 Competitor CV-Books

Competitors shall send their CVs to the organizing institution in good time before the competition,

(preferably with a picture). The majority of the business partners consider the competition also as an

opportunity to recruit; therefore it is worth putting effort on preparing the CV before the competition.

The CVs are printed out and assembled into CV-Books. The books are readable in the competition rooms.

The CVs in the book are in alphabetical order, the members of the jury and buyers can access them freely.

Model of the CV-Book can be found in Annex 9.

5.11 Photography

One person is to be designated to be responsible for photographing. The organizing institution will

designate the photographer and provide the camera.

Photos are meant to be taken during the competition and gala dinner. The photos taken can be used in

marketing, in web pages and for other media purposes.

Remember to ask competitors to sign the consent form before the competition day. (See section The

publicity materials and permissions and annex 5).

5.12 Marketing and communications

In this chapter marketing target audiences are clarified and goals set for marketing and communication.

Also the core message of the communication is defined, useable media chosen and timetable for the

communication drafted. This chapter does deal with program of the competition day nor marketing and

communication towards business and other partners as they are explained in other chapters. The same

means – e.g. the same fonts and graphic – are used in all communication.

Planning and implementation of marketing and communication is to be done in cooperation with students.

For example, marketing planning can be done in a marketing planning course and planning the program of

the competition day and its practical arrangements can be done in a course that concentrates on event

organizing.

29 / 65

Services of the marketing department on the university are preferable to use while implementing the plan.

Most often the marketing departments of universities have already lots of material ready and also wide

experience in event communication. They also often have good connection, for example to makers of an

advertising video, if there is not students to make it.

5.13 Target audiences and objectives of the marketing

The objectives of the competition are to raise the appreciation of professional sales work as well as learn

the necessary sales skills. One goal is to learn the concept of selling in the European level and selling to the

people with different cultural background.

Based on the goals of the national sales competition the communication is targeted with as following

example.

The target groups of communication:

-          Primary group: sales students – note! This is the most important target group

o second /third year sales students

-          University staff

o note different campuses!

-          Partners and sponsors

-          Alumnus

-          Common media

o different TV-channels

o tabloid magazines

o newspapers

-          Professional media and organizations

-          Other universities and universities of applied sciences (that do not take part in the competition

yet)

-          Other students of the university

- potential students / applicants

Objectives of the competition:

-          Competition participants: 10 students per university

-          Primary the target group’s students’ awareness

o 90% know the competition

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-          University staff’s awareness and behaviour

o 80% know

o 2% participates

-          Business partners and other partners, one of them is a primary partner

-          Alumnus (no objectives)

-          The number of releases

o radio: 2 stories

o professional magazines: 2 articles

o other magazines: 4 articles

-          Professional media and organizations

o take part at some level

-          Awareness of other students than those in the primary target group

o 15% know the competition

5.14 The communications core messages

The core messages of the competition should be seen and heard – when the awareness is measured, term

"deeper awareness" means that the person knows and understands the content of the core message. The

core messages of the sales competition are e.g.

Sales can be learned!

Everyone in the work life need selling skills!

Sales work offers interesting career options!

The core messages should appear in every message, one way or another. Content of the communication

will be edited according to the target audience – they have not been decided in this plan. Releases, for

example, can be sent with a ‘teaser’ title.

5.15 Media options, scheduling, and responsibilities

The scheduling is a good idea to be as accurate as possible. If possible, the university is recommended to

take advantage on the other sales work courses while marketing the competition.

Table 1: Media choices and the allocation of the different target groups, the "+" signs appear in a box, the

more important the media is to the target audience

31 / 65

sales

stude

nts

other

stude

nts

Alum

nus

univer

sity

staff

main

partn

ers

other

partn

ers

com

mon

medi

a

professi

onal

media

the official website,

www.europeansalescomp

etition.eu

+ + + + + + + +

Youtube (includes videos) + + +

Facebook page for the

whole competition

++ + + + +

Facebook pages for this

event

++ + + + + + + +

Twitter ++ ++ ++ +

Instagram + + + + + + + +

general releases + ++ ++ +

almost unique releases ++ ++

the university's internal

information

++

personal selling + 1) ++ 2) ++ 2)

other, what?

1) Teachers

2) At this point you should take the university's other sales courses

32 / 65

Table 2: schedules and responsibilities (e.g. HAAGA-HELIA University of Applied Sciences)

time What the responsibilities

the target group

notes!

autumn planning a meeting Pia

autumn plan the courses that are

included

Tuula, Pia, Pirjo

autumn graphic outline marketing

department

autumn update the website:

"teaser" and the date

along

Pia Get permission to edit the

pages!

week 1-

10

prepare the material Pia, marketing All of the material ready!

week 11 the launching Pia, marketing

week 10-

24

Social media (home

pages, YouTube,

Facebook, Twitter,

Instagram by HH)

marketing

department and

social media

"Administrator"

all (see table

above)

make sure someone has

time to answer the

questions in social media

week 10 university’s own website:

-          Public

-          Intra

Assistant staff and

students, as well

as all who read

the pages

take care that the banners

are big enough in the

public and MyNet-website

week 10 alumni release

(stakeholder magazine)

marketing, Teemu

Hentunen

Alumnus

week 10 Intranet release Marketing

department

university staff

week 10 press releases Marketing

department

business partners

week 10-

16

personal sales work courses, Pirjo and

Tuula

partners

33 / 65

week 10 release Pia professional

media

week 10-

16

personal sales work courses, Pirjo and

Tuula

professional

media

week 12 e-mail to the staff Pia university staff teachers inform their own

courses on competition

week 14-

16

personal sales work courses radio specified in weeks 10-16

week 14-

15

release Tuula, marketing TV, radio,

magazines

week 14-

15

alumni release

(stakeholder magazine)

marketing, Teemu

Hentunen

Alumnus

Week 15-

16

Intranet release Marketing

department

university staff

Centre

16.4.2013

competition day 

(separate program) everyone

week 16-

17

follow-up marketing:

-          information on

the results and

other

communications

(2015)

-          all the media;

including the

courses

everyone all target groups the main partners of the

university is managed by

the staff

week 17 measuring of the success Pia

week 18 the end briefing everyone

5.16 Logo

The national competition has its own logo for e.g. The Best Seller Competition, arranged in Finland annually by HAAGA-HELIA University of Applied sciences and Turku University of Applied Sciences. , This competition has its own logo (see. Annex 11) and webpage ( www.bestsellercompetition.fi). The above mentioned universities have the exclusive right to the name Best Seller Competition and its logo. The intention is that

34 / 65

every institution organizing a national sales competition, would create their own image and logo for the competition.

5.16.1 Logo in the European Sales Competition

The universities participating in the European Sales Competition shall receive the logo and instructions on the layout to be used in the competition. (See annex 15).

How to use the national logo and the ESC-logo in the same material?

5.17 Coaching

5.18 Coaching Manual

5.19 Business partners and other partners

5.20 The importance of the business partners and other partners

Business partners have an important role in implementation of the competition and cooperation with the

companies is the precondition for a successful competition. The input of the companies is significant for

both financial and contextual reasons. The company selected as the main business partner offers the

competitive product or service which the competitors will be selling in the competition.

The competition is free of charge for the participants; therefore the budget of the competition is mainly

covered by businesses’ cooperation remunerations. On the other hand, the cooperation allows the

organizing institution to use its business partners as resources, which decreases the need for labour and

thus decreases the amount of expenses.

The partners bring their expertise to the competition and the competitive product or service to sell. The

fact that product or service that is sold comes from a business partner, makes the sales situation, need of

the buyer and solution real. The expertise of the businesses can be used in different situations and roles; as

in sales training, as a buyer, member of a jury, etc.

5.20.1 Business partners in the design of the packages offered

According to the experience gained from the competitions, the most interested the businesses have on

meeting new sales professionals. Other advantages are improvement of the employer image, taking part in

developing the sales and raising the appreciation of the sales work as well as networking with the

companies that think alike.

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Most countries suffer from a lack of university level sales professionals and businesses have problems

finding and recruiting them. Recruiting is also often quite expensive. The competition gives representatives

of companies an opportunity to meet sales students and to see them in action.

To archive the goals, the organizer of the competition offers businesses cooperation packages that have

different characteristics. The packages are divided into two or three levels and are priced according to the

market situation in the country.

In addition to business partners, also other partners can be taken. They are not supporting the competition

financially but give other value and are there to support success. Partners can be e.g. partners of the

university who want visibility in sales.

Below is an example of the business partner packages, their characteristics and the pricing structure used.

The main business partner – 10 000 € Partner (5,000 €)

Official partner status and the right to use name

‘main business partner’ in their own

communications

Official partner status and the right to use name

‘business partner’ in their own communications

The visibility in the communications and

materials as the ‘main business partner’

The visibility in the communications and

materials as a partner

The right to use the logo of the event in their

own communications

The right to use the logo of the event in their own

communications

The right to act as member of the jury/buyer The right to act as member of the jury/buyer

The right to reward competitors The right reward competitors

The right to have a speech in the award

ceremony

The right to provide the competitive product or

service to be sold

The business partner packages are good to be tailored according to the current economic situation in the

country.

5.20.2 Target Group

Potential partners include companies that are thought to be or known to be benefitting from the above

mentioned benefits. In practice, signs of the prospective business partners are:

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Sufficiently large number of personnel and/or sales personnel, striving for growth

Interest in sales and its development

Good sign of a main business partner are:

A sufficiently large number of sales personnel, the number of sales personnel, and/or apply for

the growth.

Interest in sales work and its development

A competitive product or service to offer

product with service elements

simple enough

potential clientele wide enough

several users in different roles

extensive materials that competitors can take advantage of

Possibility to train competitors to the product in several different locations

Businesses about to be partners should note the following conditions:

A suitable product or service as a whole must be identified

2 x ½ day should be reserved for training each teams of competitors

The company's own sales must be dividable to competing students

Companies have the possibility to ask additional questions during the competition coaching

5.20.3 Business partner recruitment

Each organizing institution should select one person who has an overall responsibility to recruit business

partners. This person, most often the Competition Director, is due to have a simple list of prospective

business partners, as well as a simple sales funnel.

As the sales material is ready, it is time to approach the prospective business partners with a solution. The

recruitment is worth to start early enough, preferably half a year before the competition day. This waiting

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period means visibility for the businesses and the organizer do not need to make the recruitment in a rush.

This is important also for the budget.

The sales materials you should tell about the following benefits:

A way to market the product or service to a wide range of experts following the competition

A front row seat to see how new sellers are trained to sell your product or service

Raise the appreciation of professional sales work

A possibility to meet sales students about to graduate and recruit them

Create a positive employer image

5.20.4 Definition of awards

The partners are entitled to reward successful students or give a prize in some special category. The awards

must be of good taste. The organizing institution will need to figure out the tax custom in force. In Finland,

for example, the student need to pay taxes if the reward is pecuniary.

The above mentioned ‘good taste’ means that the prizes should be of good quality. Rather to reward few

best competitors and leave less valuable prizes out.

5.20.5 Budget finishing

The organizer shall follow how the budget is developed. If the partner recruitment does not proceed as

expected, some changes to the competition can be made to compensate the lower budget.

5.20.6 Cooperation Agreements

Each organizer institution must document clearly each agreement they have made with the business partners. The form may vary but it must include at least the following:

Benefits and features

Costs

Possible remuneration that are not paid as fees (Value in kind)

5.20.7 Business Partner Invoices

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The business partners will be invoiced before the competition day. The partner gets the benefits if they pay

before the competition day and thus the competition day can be organized partly based on the partnership

remunerations.

6 After the Sales Competition

The following points should be completed as soon as possible after the competition day:

Results of the competition to social media

Update the webpage; results and pictures

Send feedback form to the students who participated, business partners and other partners,

competition organizers and staff

Check up with the students for recruitments and other communication

6.1 Feedback to the business and other partners and a competition walkthrough

It is good to have a meeting with business and other partners after the competition. In the meeting

mutually agreed matters and feedback should be discussed. It is good idea to include all feedback and

greetings of the students into the agenda.

For making the collecting of feedback easier, it would be good to categorize specifically already before the

competition. In addition to name and role, also phone number and e-mail address are good to be in

records.

6.2 Students' responses and walkthrough

Feedback from students is a good idea to go through and use it as the base when organizing the

competition next year. The feedback should be collected from each student involved; the competitors and

those who helped to plan or build the event.

6.3 Sequel to the Competition

After the national sales competition, the best competitors can continue to compete in the European Sales

Competition. The first European Sales Competition will be held in Poland in June 2014 and it

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is held in English. The competitor who gets the best points from the jury, wins the competition.

6.4 Coaching the student for the sequel

The students who pass to the European Sales Competition can participate in coaching for the competition.

The main subject in the coaching are cultural differences in a sales situation, sales work in English and

revising the vocabulary.

6.5 Finally

This manual was made as a part of a project, funded by the European Union. The universities in charge of

writing this manual are the HAAGA-HELIA University of Applied Sciences (Finland), the Turku University of

Applied Sciences (Finland) and the University of Applied Sciences in Wiener Neustadt (Austria). Also other

universities involved in this project have commented the manual.

Everything is ready for the competition! However, keep in mind that most often the things do not go as

planned and changes need to be made. Enjoy the competition day – it is the most memorable moment of

their study period for many students!

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Attachment 1. Rules of the competition

The RULES of the COMPETITION – DD.mm.yyyy

General Information

xx-the competition will be held place on dd.mm.yyyy.

In the competition the winner for YYYY will be selected. Sales skills of the competitor are assessed in a

business-to-business environment – in a buyer-seller interaction. A product for sale is XX. The profile of the

client company will be published in good time before the competition.

The competition is open for students of (List here the participating institutions and the number of 

competitors from each). The participating universities select the competitors.

The organizer of the competition is allowed to videotape and photograph the competition situations.

Participating universities as well as the business partners may use them as educational material.

Course of the Competition

The competitors register for the competition at x. xx-x. xx. Latecomers will not be registered nor can

compete.

The competitors are given their competition numbers and personal competition times at x. xx.

After the opening, the competitors will be taken into the green room in which they are not allowed to use

mobile phones of internet. Competitors may leave the room only under supervision. A competitor must be

in the green room 15 minutes prior to his/her turn at the latest.

Competition takes place in two stages; in the qualifying rounds and in the final. The best four (4), and the

best practice-opponent (1) will be rewarded.

In both, in the qualifying rounds and the final, the competition situation will be held in a separate room in

which the buyer welcomes the competitor. A description of personal behaviour is given to the buyers and it

will not be revealed to the competitors.

One competition situation is assessed by a jury of 3-5 members. The evaluation bases on the assessment

criteria of the competition.

The competitor leaves the room immediately after the performance. The competitor is not allowed to talk

about the events of the competition room any earlier than at xx. xx, when the last qualifying rounds starts.

A quiet place is reserved for competitors who already have performed and their coaches.

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The Qualifying Rounds

The qualifying rounds will be carried out at x. xx-x-xx.

The qualifying rounds will take place in the four simultaneous instalments. One sales situation will last no

longer than 20 minutes. The clock starts when a competitor opens up the door of the room of competition.

The competitor must follow the time. The competitor must be prepared for possible interruptions and a

few surprises during the competition.

The jury will give their independent assessments of the performance into the evaluation form right after a

sales situation. The scores are stored into the result service.

The results will be announced at xx. xx. The best competitor of each qualifying round will be passed to the

final. If the competitors end up with equal points, the one with highest points in need charting will pass to

the final. If the competitors still have equal points, the jury will resolves the winner.

After the results are announced, the finalists will choose randomly for themselves personal practice-

opponent out of the dropped competitors. None of the competitors shall leave the competition area before

the finalists have chosen their practice-opponents.

The Final

The order of the final will be drawn.

The final performances will start at xx. xx. The final is similar than in the qualifying rounds with the

exception that the profile of the buyer is new. The profile will be given to the competitors exactly one (1)

hour prior to the beginning of the performance. This finalist and their practice-opponents are given a room

in which they can prepare for the performance for an hour.

The final performances will be recorded on video and shown to the audience in the auditorium.

Decision on the winners and Prize distribution

In the competition the four (4) finalists and the best practice-opponent (1) are rewarded. In addition, the

business partners might give their specific references. Prizes will be awarded in a ceremony on the evening

of the competition day.

Competitors do not have right to appeal the decisions of the jury. Objective assessment is an aim of the

competition. The Competition Director settled with the jury of the evaluation criteria and monitors the

objectivity throughout the competition.

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The actions of competitors during the Competition

If a competitor is late for his/her period as defined in the competition, He/she will be disqualified from the

competition and the competition ends on his/her part.

Competitors are not allowed to discuss with the Competition Director or members of the jury during the

competition. Competitors must keep their mobile phones silent.

A competitor is not allowed to use the fictitious examples (e.g. customer references) while responding to

the objections by the buyer. The product shall apply only to the pricing criteria of the product sold.

Infringement will result in disqualification from the competition.

I accept the above rules

________________________________ ________________________________________

Date and place Signature and printed name of the competitor

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Annex 2. The description of the client company (buyer's profile)

CUSTOMER PROFILE

GLOBE Hotel Group

The Globe Hotel Group is a relatively new Swedish hotel and restaurant group. Chain's first and well-known hotel

Globe ÅSA was opened in Stockholm in 2008, where the group's head office is also located. Turnover was 50 million

euro in 2011, and the total staff number globally I am myself always to 500 people. The Globe Hotel Group has more

than 20 restaurants and five hotels in four different countries: Sweden, Norway, Germany and the UK. The group also

provides high-end and modern meeting facilities.

The average utilization rate of the Globe Group hotels in 2011 in a global scale was 75% and the average room rate

was 110-120 euro per night.

The hotels are located in city centers with excellent traffic connections near the vivid city life. The main target groups

for the company are business travelers and leisure travelers looking for modern experience with a hint of luxury. The

company wants to offer its customers the easiness and reliability of a hotel chain combined with high-end and a

different hotel experience emphasizing the modern design.

The values of the company rely on the "Customer First" service standard system to secure the quality and customer

satisfaction. Being hospitable is all about giving their undivided attention guests and when guests stay at a Globe

Group hotel; the hotel manager, the waiter, the receptionist, the porter-everyone plays a vital role in delivering a

memorable guest experience. Whether the company's guests are in Oslo or Stockholm or London, Berlin, they are

assured consistently excellent service.

Toanticipate the needs of the busy traveler all the Globe Groups hotels offer a free high-speed Internet access to all

guests and meeting delegates. All of the rooms have high quality beds and textiles and special attention is paid to the

individual, versatile, and varying needs of the guests. Individuality is present in the exceptionally variable products,

hotel rooms and services available to guests.

GLOBE HOTEL ART-Denmark

The chain expands strongly to other countries as well. The latest ongoing project is a high-end design hotel Globe ART

in Denmark. The hotel will be located in the middle of a busy Copenhagen. The grand opening of the hotel is going to

be in June 2014.

There will be a184 modern andclassy guest rooms featured specially designed beds. Room categories are divided into

151 standard rooms, 20 in business class rooms, 10 superior rooms and 3 suites. All hotel rooms feature premier

amenities, such as air conditioning, free high speed and wireless Internet access and other international hotel

44 / 65

amenities. After a good night sleep, versatile signature breakfast buffet will be served in the spacious and cosy

breakfast room.

The Globe Hotel ART will be an ideal place for business meetings and other functions. The Four different sized

conference rooms feature the latest technology. The Meeting rooms are named after the well known Danish

designers: Arne, Finn, Designer and Moller. Stylish banquet room accommodates up to 800 guests for a cocktail party.

The lobby bar Grete will be offering comfortable surroundings for a snack or a cocktail and the restaurant with Kaare 

Klint serves delicious Scandinavian flavours with a twist of something different and exciting.

The hotel also offers heated indoor parking, relaxing sauna department and a well equipped gym.

Environmental know-how and corporate responsibility are important factors for the Globe Group. Denmark is the

leading country in sustainable development which sets even bigger challenges for the new hotel to confront the

expectations. One of the main themes in interior design is sustainable purchases which support Scandinavian Design.

Globe Hotel Group is a fictitious case company.

Background for the meeting:

Construction works have been started in Copenhagen. The Time schedule is drawn up to be a tight and everything has

to be completed by June 1st, 2014 when the summer holiday season begins in Denmark. The main target is to get the

business running from the beginning with a high utilization rate and gain from the ongoing holiday season.

You are the sales manager in P and have actively followed the project already from the beginning. You have managed

to convince. the project manager on a few phone calls that P is a capable and accomplished furniture supplier to the

project. You have got a commitment for a twenty-minute appointment with the project manager in Copenhagen

Thursday 29 November 2012.

You have thoroughly vetted on the project manager's background and you have learned that He/she is 45 years old, a

Swedish citizen and has a long expertise in the hotel and tourism branch. The aim of the meeting is to convince. the

customer that P is capable of executing the project according to the furniture of the hotel group's brand requirements

and still offering a competitive price and meeting the tight delivery schedule.

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Annex 3. The description of the client company in the final (buyer's profile)

CUSTOMER PROFILE (FINAL)

GLOBE Hotel Group

The Globe Hotel Group is a relatively new Swedish hotel and restaurant group. Chain's first and well-known hotel

Globe ÅSA was opened in Stockholm in 2008, where the group's head office is also located. Turnover was 50 million

euro in 2011, and the total staff number globally I am myself always to 500 people. The Globe Hotel Group has more

than 20 restaurants and five hotels in four different countries: Sweden, Norway, Germany and the UK. The group also

provides high-end and modern meeting facilities.

The average utilization rate of the Globe Group hotels in 2011 in a global scale was 75% and the average room rate

was 110-120 euro per night.

The hotels are located in city centers with excellent traffic connections near the vivid city life. The main target groups

for the company are business travelers and leisure travelers looking for modern experience with a hint of luxury. The

company wants to offer its customers the easiness and reliability of a hotel chain combined with high-end and a

different hotel experience emphasizing the modern design.

The values of the company rely on the "Customer First" service standard system to secure the quality and customer

satisfaction. Being hospitable is all about giving their undivided attention guests and when guests stay at a Globe

Group hotel; the hotel manager, the waiter, the receptionist, the porter-everyone plays a vital role in delivering a

memorable guest experience. Whether the company's guests are in Oslo or Stockholm or London, Berlin, they are

assured consistently excellent service.

Toanticipate the needs of the busy traveler all the Globe Groups hotels offer a free high-speed Internet access to all

guests and meeting delegates. All of the rooms have high quality beds and textiles and special attention is paid to the

individual, versatile, and varying needs of the guests. Individuality is present in the exceptionally variable products,

hotel rooms and services available to guests.

GLOBE HOTEL ART-Denmark

The chain expands strongly to other countries as well. The latest ongoing project is a high-end design hotel Globe ART

in Denmark. The hotel will be located in the middle of a busy Copenhagen. The grand opening of the hotel is going to

be in June 2014.

There will be a184 modern andclassy guest rooms featured specially designed beds. Room categories are divided into

151 standard rooms, 20 in business class rooms, 10 superior rooms and 3 suites. All hotel rooms feature premier

amenities, such as air conditioning, free high speed and wireless Internet access and other international hotel

46 / 65

amenities. After a good night sleep, versatile signature breakfast buffet will be served in the spacious and cosy

breakfast room.

The Globe Hotel ART will be an ideal place for business meetings and other functions. The Four different sized

conference rooms feature the latest technology. The Meeting rooms are named after the well known Danish

designers: Arne, Finn, Designer and Moller. Stylish banquet room accommodates up to 800 guests for a cocktail party.

The lobby bar Grete will be offering comfortable surroundings for a snack or a cocktail and the restaurant with Kaare 

Klint serves delicious Scandinavian flavours with a twist of something different and exciting.

The hotel also offers heated indoor parking, relaxing sauna department and a well equipped gym.

Environmental know-how and corporate responsibility are important factors for the Globe Group. Denmark is the

leading country in sustainable development which sets even bigger challenges for the new hotel to confront the

expectations. One of the main themes in interior design is sustainable purchases which support Scandinavian Design.

Background for the meeting (final in the afternoon): -> This is not needed anymore? Only for the buyer?

Construction works have been started in Copenhagen. The Time schedule is drawn up to be a tight and everything has

to be completed by June 1st, 2014 when the summer holiday season begins in Denmark. The main target is to get the

business running from the beginning with a high utilization rate and gain from the ongoing holiday season.

You are the sales manager in P and have actively followed the project already from the beginning. You have managed

to convince. the project manager Sven Svensson/Ulrika Svensson, in-your-face-to-face meeting earlier in this month

that P could be one of the capable furniture suppliers to the project. You have learned also that they will make the

selection of the final supplier in April/2013.You have got a commitment for a twenty-minute appointment with Peter

Lindqvist, the managing director of the whole Globe Hotel Group in their head office in Stockholm, Sweden, in the

afternoon, Thursday 29 November 2012. Project manager, Svensson has recommended you to take direct contact

with the managing director Lindqvist in Stockholm to conduct discussions at the "management level", not in details.

You have learned that the managing director is about 50 years old, a Swedish citizen and has a long expertise in the

hotel and tourism branch. He has made his whole carrier in the hotel business and has acted as a receptionist, as a

waiter, a marketing manager and progressed to the managing director of the whole chain. The aim of the meeting is

to convince. the managing director that P really is capable of executing the project according to the furniture of the

hotel group's brand and quality requirements (e.g. the customization, quality systems, etc.), and that P is a reliable

company, and still offering a competitive price and managing the project, both in time and quality.

During your earlier meeting with the project manager Svensson, you learned that the usability and maintenance of

furniture are part of the design and important issues on daily base. You have also learned that the managing director

Peter Lindqvist points out, taking the brand requirements of the hotel chain into the consideration. They're

appreciates design of the furniture as long as they have an impact on the success of the company. However, they also

understands the meaning of localization when building hotels. But being responsible for economic results, i.e. the

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bottom line issues of the hotel chain they points out the linkage between design and economic issues. Svensson has

instructed you to concentrate on showing your cost competitiveness and project management capabilities and

production resources in general and your commitment to a long-term cooperation when meeting the managing

director Peter Lindqvist.

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Annex 4. Evaluation form (Best Seller Competition in 2013) 

     20xx  Competitor:                                 

10%

The StartObjective:   To create a proper discussion

Clear introduction.The explanation for purpose of the appointment.Agreement of the schedule.Approval for moving on to the need charting.

0 1 2 3 4 5 6 70 1 2 3 4 5 6 70 1 2 3 4 5 6 70 1 2 3 4 5 6 7

The notes and feedback to the competitor

30%

The Need chartingObjective:   To obtain information on client's situation and needs, so that the seller is

able to present his/her own solution .

Clarifying the basics.Presentation of questions related to the customer’s needs.The identification of potential problems associated with the customer's current state and mapping the consequences.Identification of the customer's decision-making procedure and influences.

0 1 2 3 4 5 6 7

0 1 2 3 4 5 6 7

0 1 2 3 4 5 6 7

0 1 2 3 4 5 6 7

25% The presentation of the solutionThe Goal   : The presentation of the solution and its benefits.

The presentation of the solution based on the need charting and current competition.Presentation of the solutions benefits for 0 1 2 3 4 5 6 7

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the customer (instead of features).Usage of the appropriate presentation and collateral material.

0 1 2 3 4 5 6 70 1 2 3 4 5 6 7

10%

Handling of the objectionsThe Goal:   Removing the concerns and doubts expressed by the customer.

Understanding and clarification of the objections.Processing the Concerns.Verifying that all objections/concerns have been addressed.

0 1 2 3 4 5 6 70 1 2 3 4 5 6 7

0 1 2 3 4 5 6 7

10%

The ClosingObjective:   To understand on how the case proceeds and where we are in terms of decision-making, and to agree on the continuation.

To propose an appropriate commitment or trade.Getting the customer engaged.Agreement on following actions.

0 1 2 3 4 5 6 7 0 1 2 3 4 5 6 70 1 2 3 4 5 6 7

15%

Communication and interpersonal skills. The Overall Impression.Oral communication (clear sentence structures and presentation).The seller's credibility and attitude.The overall impression.

0 1 2 3 4 5 6 7

0 1 2 3 4 5 6 70 1 2 3 4 5 6 7

 

 

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Annex 5. Video and photo material license agreement (European Sales Competition in 2012)

 Consent Form  I hereby consent to the photographing and videotaping and/or/or audio recording of myself

in the 2012 European Sales Competition hosted by the Turku University of Applied

Sciences. I understand that all material obtained from this can be used by the Turku

University of Applied Sciences and the University of Applied Sciences Wiener Neustadt for

educational or related purposes. I understand that I will receive no compensation for my

consent.

 

I understand that my submission (the Recordings) will become the property of

Turku University of Applied Sciences.

 

I have read this form and I agree to be bound by this consent form.

Remember to include the partners usage of the material and other universities

and videos to be loaded to the internet (youtube or like)

 

 

 

Signature _________________________________

Name clarification:

 

Date, Turku November 29, 2012

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Annex 6. Certificate of Participation

Certificate of Participation

First and Last Name has participated in the

Best Seller Competition as a

representative of his/her university.

Best Seller Competition is a sales

competition for sales students of the

institutions of higher education. The aim

of the competition is to make professional sales work more appreciated and to develop the sales skills in

the Finnish society.

The national Best Seller Competition is held annually and the competitors have been selected from qualify

in rounds held in the institutions of higher education.

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Annex 7. Diploma 

Diploma

First and Last Name has ranked as the XX. best in

the Best Seller Competition

Best Seller Competition is a sales competition for

sales students of the institutions of higher

education. The aim of the competition is to make

professional sales work more appreciated and to

develop the sales skills in the Finnish society.

The national Best Seller Competition is held

annually and the competitors have been selected from qualify in rounds held in the institutions of higher

education.

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Annex 8. Honorable Mention

Honourable mention

First and Last Name has succeed commendably

in the Best Seller Competition. 

Best Seller Competition is a sales competition for

sales students of the institutions of higher

education. The aim of the competition is to

make professional sales work more appreciated

and to develop the sales skills in the Finnish

society.

The national Best Seller Competition is held annually and the competitors have been selected from qualify

in rounds held in the institutions of higher education.

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 Annex 9. The student CV Book

    

CURRICULUM VITAE

 

Name: Justin Example

Date and place of birth: Seinäjoki 1.1.1985

Hometown:  Kauniainen, Finland

Contact Information:  (email, phone no.)

 

EDUCATION

 

WORK EXPERIENCE

(Post here all your work experience, short-term employments. Please note the order: the latest job first.)

 

LANGUAGE SKILL

mother tongue + other possible language skills

the level of language skills

 

HOBBIES

(Note! The maximum length of a one page CV)

Add to this photo

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 Annex 10. Feedback form

(to be sent to the target audiences in electronic form)

Cover:

Thank you for taking part on creating the sales competition! We want to develop our business further, and we're interested to hear your feedback. I hope you find a suitable moment for filling in this feedback form. Thank you very much for your help! Regards, Competition Director XX

Feedback Form

1. What was the success of the competition overall? 5 = excellent, 4 = very good, 3 = good, 2 = satisfactory, 1 = weak. Grade:_____.

If you provided a rating of 5 or 4, please tell us briefly why?

If you provided a rating of 3, please tell us briefly why?

If you provided a rating of 2-1, please tell us briefly why?

2. What do you think was the best and why?

3. What do you think was not very successful, and what we need to develop?

4. What do you think was not taken into account well enough?

5. What do you think it could add to the appreciation of the work of the sales?

6. Any other feedback, what?

Thank you for your answers and a nice continuation of the spring! See you next year!

 

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Annex 11: the membrane base and logo

 

 

 

 

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Annex 12. Invitation to the evening celebration

Welcome the Best Seller Competition 2012

EVENING CELEBRATION

On Thursday 19 April 2012 at 7 pm

In restaurant Sparkle, Sokos Hotel Vaakuna, floor 10, Kaivokatu 3, Helsinki

Welcome chalice VMP Group

Prize distribution Business partners and participating universities

Dinner

Best Seller Competition 2013 in Turku, passing the charge of the competition

HAAGA-HELIA UAS and Turku UAS

Free socializing, merriment and networking

You are warmly welcome!

Anu Moisio

Competition Directoranu.moisio@haaga-helia.fi040 5447424

dark lounge suit

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Annex 13: Business partner agreement

- -          Löytyykö Turulta pohjia? En löytänyt HH-kansioista?

Annex 14: Second round competition evaluation form

- -          Liitetään tähän kun valmistuu

Annex 15: European Sales Competition logo

- -          Liitetään myöhemmin

- And the instructions to use the layout in different materials

Annex 16: competition organizers "check list"