spring 2016 newsletter

FSU Sales Institute’s Spring

Seminole Sales Showcase

Meet the Spring 2016

Sales Team

Docendo discimus – down-

stream coaching 3

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Florida State University The Sales Institute

Spring 2016

2015 was another amazing growth year with a variety of accomplishments.

• As it gains further national attention, the FSU sales program continues to grow in numbers. This spring over 500 students are in sales classes including over 110 in advanced sales classes.

• FSU Sales alumni continue to lead the way in initial sales performance and advancement into leadership positions. See the complete article at http://business.fsu.edu/newsletter/january-2016/2015/12/31/professional-sales-students-excel-in-competitions-careers.

• The 2015 International Collegiate Sales Competition (ICSC) broke records with 180 top collegiate sales students competing for national honors and over 100 additional top sales students in attendance. ICSC 2016 will be held at the all-suite Caribe Royal Resort in Orlando starting November 2nd. Keep up to date at http://www.icsc-fsu.org

• FSU Sales Institute major events consists of both a Spring and Fall Seminole Sales Showcase which includes a career fair, networking events and a role-play competition. See the full article on page 2.

• Docendo discimus – from the Latin, “The best way to learn is to teach”. Those old guys were on to something. See how the FSU Institute enhances sales students learning through “down-stream coaching”.

Director’s Update This Issue

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ICSC 2015 Career Fair

7 Internships = theory applied!

Your next hire can come from one of the nation’s top sales programs!

By partnering with the FSU Sales institute companies looking for top collegiate sales talent can gain access to both students from the award winning FSU Sales Program and from top university sales programs from around the nation at the International Collegiate Sales Competition (ICSC). Contact Shannon Young to learn more. ([email protected])

2 FSU Sales Institute – Spring 2016

The Spring 2016 Seminole Sales Showcase is set for Thursday February 25th and Friday February 26th. There are a variety of events including a career fair, speed selling competition, role-play competition, networking event and available interview rooms.

The event is limited to FSU Sales Institute Partners in good standing as of February 15th. The Speed Selling competition (just like speed dating) will have over 100 advanced sales students presenting their knowledge and skills in elevator speech format to 3 of the companies they most favor for a career position. Company representatives will judge the best presentations and students can win one of several prizes. In a fun twist, students will also be voting on the best company presentation for a prize awarded to that representative.

The FSU Sales Institute welcomes new partners

Seminole Sales Showcase Career Fair

Nick Walker from Arkema plays the part of the buyer as competitor David Guzy competes in the role-play competition.

Sponsors judging the role-play competition

In the role-play competition, 14 top sales students will via for the Fairwinds Sales Excellence scholarship and the honor of representing FSU at the National Collegiate Sales Competition in April.

Seminole Sales Showcase

Over 400 College of Business Students including over 140 sales majors are expected to attend the career fair.

As a Gator it pains me to say what I am about to say next, but this event (Seminole Sales Showcase) was among one of the best I have ever been a part of. The students were of exceptional caliber and very well prepared and informed. You are doing a great job preparing them for life after college. Thank you again for this opportunity. We are glad to be a part of it. Matt Colasanti E. & J. Gallo Winery

REGISTER NOW!


I was just promoted Monday for the second time this year to Senior District Manager at ADP. I made President's Club this year which is 230k in sales! Throughout the year I have received a 14k raise in my base and gone to incentive trips in Punta Cana and Vegas. My expected earnings for 2015 will be 115k.

2014 Sales Major Graduate Brianna Yesford

From the Latin, “The best way to learn is to teach. The FSU Sales program has 3 classes focused on the professional selling process and developing strong communications and relationship development skills. The first is “Basic Professional Selling” where students learn the basic processes of prospecting, qualifying, understanding needs and gaining a commitment. In the second course, Advanced Sales, an experiential teaching model is used where students first study concepts in more detail, then experiment with execution and finally are aided by a coach in self-evaluation.

The third class is a practicum; a required internship. However for specially selected top Advanced Sales students a special section of this course is the Sales Team. These students receive one-on-one coaching from the entire sales faculty, from sales team alumni and from some corporate sponsor sales executives. These are the students that compete in national sales competitions. However, the primary responsibility of sales team members is to coach and help students in the Advanced Sales class with self-evaluation of their performance. In turn, Advanced Sales students take on the role of coaching Basic Sales students in such skills as elevator speeches, cold calling and enhancing their LinkedIn profile.

Sales Team members consistently report that by coaching others, they are better able to understand and improve their own selling behaviors.

The FSU Sales program reputation for winning competitions and for its alumni consistently being recognized for superior first year selling performance, is evidence that “Docendo discimus” holds true in developing top sales performers.

Docendo Discimus

“… pertaining to selling slowly and uncovering needs.

Before I knew it, I was telling this woman all about our latest, athletic yoga pants when I realized I was selling too fast and had not even asked her what kind she was looking for. I started asking her all the questions they went over in the videos and found she wasn’t looking for anything athletic, but a boot cut instead. If I had never taken your course, I would still be rushing customers and not taking the time to slow down and uncover what they really need.”

Fall 2014 Kristina Shockley

The FSU Sales Institute offers a variety of sales training seminars for new and experienced sales professionals. Find out more at: http://fsusalesinstitute.com/corporate-education

Fall 2015 Sales Team Spring 2016 Sales Team

Chandler Cudia is a dual Sales and MIS major graduating in Spring 2017 with a 3.9 GPA. For the past year she has been the on-campus representative for CDW helping faculty and staff chose the best

technology to meet their needs. Prior sales experience includes financial products sales with The Odyssey, software sales with the Tutoring Zone and as a marketing intern with a radio station. Chandler is an active member of Alpha Chi Omega, a Dance Marathon captain, and a batgirl for the FSU men’s baseball team.

Megan Gallagher is a dual Sales and Marketing major graduating in Spring 2016. She completed a sales and marketing internship with GenerosiTrend, LLC, where she pursued new business development

opportunities, fostering very important relationships with charities, professional athletes, and celebrities, and much more. Megan has also gained food and beverage sales experience during her time at the Mainland Golf Course. In addition to this experience, Megan is an active member of the Phi Eta Sigma National Honor Society, The American Marketing Association at FSU, and the Gamma Phi Beta Sorority.

Gabriel Gonzalez is a Marketing major graduating in Fall 2016 with a 3.3 GPA. During his time at Florida State, Gabriel has gained sales experience while working as a sales associate at The UPS Store and as the Head of

Outside sales at Jerry’s Cigars. He has also held a leadership position as the Public Relations Chair for the Catholic Student Union at FSU. Over the past year, Gabriel has held positions of Founder and President of the FSU Cigar Society as well as Head Valet at Napleton Infiniti Dealership.

Michael Harnett is a dual Sales and Finance major graduating in Fall 2016 with a 3.2 GPA. Over the summer, Michael gained advanced sales experience while holding the position of

Front Line Sales Intern for Wyndham Vacation Ownership. He has also worked as a Student Fundraising Specialist for the Florida State Phone Center as well as a Licensed Assistant for EWM Realty International. Over the past two years, Michael has held the position of Vice President of Social Activities for Alpha Kappa Psi, The Professional Business Fraternity.



Christina Pateritsas is a dual Sales and Marketing major graduating in Spring 2016. Since 2012, Christina has been working at Williams Orthotics and Prosthetics, Inc. as an office assistant. She has

also gained experience in the food and beverage industry working as both a waitress and a bartender in multiple cafés. Christina is an active member of Delta Gamma Sorority and has participated in Dance Marathon for the past three years.

Karina Horrnik is a Sales major graduating in Spring 2016 with a 3.4 GPA. Over the summer, Katrina had the opportunity to intern as an FSU Sales Representative for

AroundCampus Marketing Group. She

attended a weeklong Sales Academy at UNC-Chapel Hill and gained experience selling print advertising. Karina is also the Fraternal Relations Chair for the Phi Beta Phi Fraternity for Women as well as a member in the Phi Eta Sigma National Honor Society and Reading for Pals Program.

Dylan McCormick is a dual Sales and International Affairs major graduating Spring 2016. Currently, he is a member of the Florida State University Tennis Club and has helped in organizing the annual club

tournament. Dylan also worked as a sales intern for Chicago Bridge & Iron and also held the position of Desk Attendant at 601 Copeland. Being an active member of Toastmasters and the Florida State University Sales Club, Dylan has gained extensive knowledge in public speaking and sales.

Reid Mitchell is a dual Sales and Marketing major and Hospitality minor graduating in Spring 2016. His experience includes holding positions as an Insurance Sales Intern at Bankers Life and Casualty as well as a

Ranch Manager at Three Son’s Ranch. Reid has also held the Recruitment Chairman position for Pi Kappa Phi for the past two years. Honors that Reid has received include holding a 2-15 Life, Health & Variable Annuity license, being a member of the order of the Arrow Honor Society, and being a National Eagle Scout.


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Brandon San Juan is a dual Sales and Finance major graduating in Spring 2016. Currently, Brandon is a member of the Delta Tau Delta fraternity, in which he has held positions on the Rush Committee, External Committee,

and Academic Committee. Work experience includes being a delivery driver for Vale Food Co, LLC and a cashier for Power Pizza. Brandon has also been involved in the CARE Program at FSU since 2012, where he worked and was mentored.

Hunter Pennington is a dual Sales and International Affairs major graduating in Spring 2016 with a 3.5 GPA. Prior sales experience includes being a team member at Brigit Houk’s State

Farm Insurance and holding an internship with Florida’s Association of Broadcasters. Hunter is extremely involved with community outreach and has held the position of Assistant Vice President of Community Service in the Kappa Delta Sorority. Along with being conversational in Spanish, Hunter also holds a 440 Insurance License and is proficient in Prospector+ and UAX.

Samantha Rosado is a Sales major graduating in Spring 2016. Currently, Samantha is holding positions as a team member and store trainer at Tropical Smoothie Café as well as a dance instructor at Wakulla Dance

Academy. Past experiences include being an intern at American Express and sales associate at Aeropostale. Samantha is also quite involved outside of work holding the positions of Social Event Coordinator and Team Captain at Dance Fusion Studio Company. She also volunteers at the Wildlife Care Center, is a member of Phi Eta Sigma National Honor Society, and co-founded and served as the Vice President of Music and Entertainment-ME.

Kyle Solomakha is a dual Sales and Entrepreneurship major graduating in Spring 2016. Prior sales experience was gained last summer while he held the position of Sales Management Intern at

Consolidated Electrical Distributors. Kyle has also gained tremendous leadership experience becoming the Founder and CEO of DustBusters Cleaning Service, LLC, which is currently part of the Jim Moran Institute for Global Entrepreneurship Business Incubator.


Spring 2016 Sales Team

Claire Stallings is a dual Sales and Marketing major graduating in May 2016. Over her college career, she has held internships at Bankers Life and Triad Retail Media as well as an internship with Triad Retail

Media. Currently, Claire is working as a marketing coordinator for The Odyssey. Along with being a member of Kappa Kappa Gamma Fraternity, Phi Eta Sigma National Honor Society, and The National Society of Collegiate Scholars, Claire was the Dance Marathon Marketing Captain for two years and a competitor in the 2015 International Collegiate Sales Competition.

Ryan Wilson is a dual Sales and Finance major graduating in Fall 2016 with a 3.6 GPA. His experience includes being an intern in the finance department at TBC Corporations as well as a bartender at a local

Tallahassee bar. Ryan has also held the positions of Director of Risk Management and Vice President for Phi Sigma Kappa Fraternity.

Internship Focus Senior Brandon Paynter, was the 2015 Sherwin-Williams Intern Champion Award – the highest achieving intern award in Florida for this company. Here is what Brandon had to say about his experience as told to contributing author, Samantha Wallace.

During the internship, I was able to work in the retail store as well as in the field with Sherwin-Williams sales reps. As part of the internship, I was tasked with calling on property management accounts to develop a strategic growth plan for the segment. I was given a lot of freedom by the company to grow this particular market and increase customer loyalty however I saw fit. At the end of the program, all the interns from across Florida met in Orlando to share their findings and compete for the ‘Intern Champion Award.’ I used the knowledge and skills I have developed through the FSU sales program in my presentation and was able to take home the top award.

Internships are beneficial because they put you in situations where you must come up with your own solutions to real life issues. At the beginning of the internship, I faced many of the common sales issues with prospecting and cold calling companies. However, a strong support system of employees who were invested in my success offered advice whenever I asked and made the internship a true learning experience.

spring 2016 newsletter

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