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Summer 2014 Director’s Update

The Sales Institute continues to be on the leading edge of professional sales education at both the undergraduate and graduate level and in providing unique corporate sales training.

Starting this fall the FSU College of Business will offer a dual Risk-Management-Insurance and Sales Major. Find out more on page 6.

Seminole Sales Showcase, October 9-10. Come meet the nation’s best trained university sales majors. More on page 4.

International Collegiate Sales Competition (ICSC), November 7-9, moves to Orlando in a BIG way! Get the low-down on Page 5.

The Fall 2014 Sales Team is composed of 12 top sales students working to earn their stripes. Meet them on pages 2 and 3.

Observations about successful university recruiting on page 5 and 6.

In partnership with SalesSpring, the FSU Sales Institute has developed an online introductory sales course. Read more on page 4.

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THE FLORIDA STATE UNIVERSITY COLLEGE OF BUSINESS

THE SALES INSTITUTE

A special “Thank You” to the sponsors that served as judges during the

spring Seminole Sales Showcase.

Meet the Fall 2014 Professional Sales Competition Team

K risten Clark is pursuing a Bachelors of Science Degree in

Marketing, majoring in Professional Sales where she holds a 3.9 GPA. Kristen is consistently on the Presi-dent’s List and Dean’s List. She is a member of the Golden Key Interna-tional Honor Society and the Delta

Gamma Sorority. Kristen has provided numerous volun-teer hours in support of promoting sight preservation and aid to the visually impaired, helping raise funds for the Children Miracle Network, Shands Hospital and the Florida Hemophilia Association. Kristen will be graduat-ing in the summer of 2015.

J acqueline Coningsby is pursuing a Bachelors of Science Degree in

Marketing, majoring in Professional Sales where she holds a 3.6 GPA with a second major in Spanish. Jacqueline has several years of volunteer and work experience. She has been recog-

nized on the Dean’s List and is a recipient of the Florida Bright Futures Academic Scholarship and the Communi-ty Blood Centers of America Private Scholarship. Jacqueline is a member of the Golden Key International Honor Society, Phi Eta Sigma National Honorary Socie-ty, and the Alpha Delta Pi Sorority. She will be graduat-ing in the fall of 2015.

F rank D’Annunzio is pursuing a Bachelors of Science Degree in

Marketing, majoring in Professional Sales. He has work experience as a sales consultant at Aaxon Laundry Equipment and also participated in the Balfour Leadership Training

Workshop at Purdue University. Frank is a member of Sigma Chi Fraternity, Sigma Chi Judiciary Board Com-mittee, and The Seminole Student Boosters. He is also involved in fraternity intramural sports including foot-ball, soccer, and basketball. Frank will be graduating in the spring of 2015.

A shleigh Deasey is pursu-ing a Bachelors of Sci-

ence Degree in Marketing, ma-joring in Professional Sales where she holds a 3.5 GPA and a second major in Business Management. Ashleigh has

several years of work experience and has been rec-ognized on the Dean’s List. Ashleigh has also been recognized by the National Society of Collegiate Scholars, National Honor Society, and Phi Eta Sig-ma National Honor Society. She was named both Member of the Year and President of the Year by the Smith Hall Government. Ashleigh will be grad-uating in the spring of 2015.

L auren Faour is pursuing a Bachelors of Science

Degree in Marketing, majoring in Professional Sales with a second major in Finance. Lau-ren is a member of the Wom-en’s Leadership Institute, Phi

Eta Sigma Honor Society and Kappa Delta Sorori-ty. Lauren is also a dancer for the Florida State University Official Dance Team, Golden Girls. She will be graduating in the fall of 2015.

A dam Gleason is pursuing a Bachelors of Science

Degree in Marketing, majoring in Professional Sales with a second major in Business Man-agement. He has experience as a Founding Member and Vice

President of Circle K International and Pledge Class President of the Alpha Kappa Psi Business Fraternity. He was recognized as Circle K Interna-tional Club Member of the Year, and received the Palm Beach State College Leadership Award. He is a member of the Phi Theta Kappa Honor Socie-ty, and Senator in Student Government Associa-tion. Adam will be graduating in the summer of 2015.

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Professional Sales

Competition Team cont.

H arrison Hudson is pursuing a Bachelors of Science Degree in

Marketing, majoring in Professional Sales with a second major in Business Management. Harrison has several years of work experience as a Com-mercial Property Manager, Shift Man-

ager, and a Painting Technician. Harrison's community service volunteer hours are dedicated to the Shriners Hospital for Children and the Palm Beach County Ani-mal Care and Control. He has also been recognized on the Dean’s List on multiple occasions. Harrison will be graduating in the summer of 2015.

J ared Kachel is pursuing a Bache-lors of Science Degree in Market-

ing, majoring in Professional Sales with a second major in Business Man-agement. He has served as a Market-ing Coordinator and Working Assis-tant for several years at Florida State

and also worked as an operations manager and bio-tech sterilizing medical equipment. During the summer of 2013 Jared studied abroad in Florence, Italy. Jared will be graduating in the summer of 2015.

F rancesca Loss is pursuing a Bachelors of Science Degree in

Marketing, majoring in Professional Sales where she holds a 3.2 GPA with a second major in Hospitality. Frances-ca has an array of work experience as a sales representative, manager of mar-

keting and social media, and promotional manager. Fran-cesca will be graduating in the spring of 2015.

S cott Schubel is pursuing a Bachelors of Science

Degree in Marketing, major-ing in Professional Sales where he holds a 3.28 GPA with a second major in Man-agement Information Sys-tems. He has work experience

as a Brand Ambassador at Natalie’s Orchid Is-land Juice Company and as a Field Marketing Intern at JLS Automotive Marketing. Scott has also had several leadership positions to include Vice President and Lead Recruiter for Beta Theta Pi Fraternity Delta Lambda Chapter, Production Chair for Florida State Homecoming Pow-Wow Executive Committee, External Resource Chair for Florida State University Junior Class Council Representative, and Executive Board Administra-tor for The National Society of Collegiate Schol-ars. He will be graduating in the summer of 2015.

K yndal Wiewel is pursu-ing a Bachelors of Sci-

ence Degree in Marketing, majoring in Professional Sales where she holds a 3.8 with a second major in Media/Communication. She has work

experience as a marketing assistant, community relations intern, public relations intern, and an area supervisor at Chick-Fil-A. Kyndal has been recognized on the Dean’s List several times and is participating in the FSU Honors program. She is a Women in Business and a Connection Team Member. Kyndal will be graduating in the sum-mer of 2015.

R ebecca Willcutts is pur-suing a Bachelors of Sci-

ence Degree in Marketing, majoring in Professional Sales. She has several years of experience as a labor market researcher, sales representa-

tive and a recruiting representative. She has vol-unteer experience with the Christmas Connec-tions, Domestic Violence Gala and the Homeless Shelter. Rebecca will be graduating in the spring of 2015.

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Online Professional Sales Training

In partnership with SalesSpring, the FSU Sales Institute has developed an online professional selling course con-taining the same award winning content delivered in the classroom.

The approximate 20-hour course contains videos, skills tests with feedback and progress tracking. Pass the final exam to earn a certificate of completion from the interna-tionally recognized Florida State University Sales Insti-tute.

Check out the details at www.salesspring.com

Fall 2014

Seminole Sales Showcase

With the move of ICSC this fall to Orlando, the FSU Sales Institute will once more host both a spring and fall Seminole Sales Showcase. With just over 300 students in sales classes this fall expect another banner turnout for the sales job fair. This spring over 400 students visited the 28 sponsoring company tables. This included about 300 sales students and another 100 from other majors including a few from outside the College of Business.

In addition to the job fair, participate in judging or just

watching the Sales Institute top sales students compete for scholarships and the honor of repre-senting FSU and all Sales Institute sponsors in several fall national sales role-play competitions.

AGENDA

Thursday, October 9

9:00 AM – 11:00 AM Role-play competition

9:00 AM – 11:30 AM Job Fair set up

11:30 AM – 12:30 PM Sponsor Lunch

12:30 PM – 4:30 PM Job Fair

12:30 PM – 5:00 PM Interview rooms availa-ble

5:30 PM – 7:30 PM Network reception with top sales majors and scholarship awards pre-sented

Friday, October 10

8:30 AM – 2:00 PM Interview rooms available

Click on www.fsusalesinstitute.com/showcase to register and get your tickets for the networking reception.

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Kimberly Keyser competed during the

Seminole Sales Showcase and placed as

1st Runner-Up!

Kimberly is currently employed at Interline

Brands in Jacksonville, FL.

Full details at www.icsc-fsu.org where universities can register for the event. Corporate participation is limited to sponsors of ICSC and the FSU Sales Insti-tute.

More details on sponsorship is available at www.fsusalesinstitute.com or send an inquiry to: ppallentino@fsu.edu.

Highest Return on Your

Sales Institute Investment

Recruiting top sales people is similar to other profes-sional selling activities. As every successful sales person knows the key to sales success starts with prospecting. Prospecting, not just when there are no sales pending and you NEED a sale, but ALL THE TIME.

How does that relate to recruiting on college cam-puses? It is a seasonal sales cycle with buyers (students) only available twice a year.

Traditional recruiting involves getting lots of re-sumes from recruiting web sites, career centers and job fairs, eliminating those down to ones to inter-

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The International Collegiate Sales Competition (ICSC)

Where in the world could there be a single place where you can have a tournament style sales compe-tition for 80 universities and 160 students. Then also in the same place have all of the hotel rooms, hospi-tality suites for sponsors, 4 restaurants, a huge heated pool, workout facilities and a spa. Only one place, ICSC 2014 in Orlando, Florida, November 7th to the 9th.

It is all housed in the Orlando Rosen Centre, which is part of the Orlando Convention Center. In addition to the Rosen restaurants, the Rosen is walking distance from dozens of unique food establishments and shop-ping.

There is the traditional role-play tournament, 60 uni-versities, 120 student competitors, and now a new sales management case competition with 20 universi-ties, 40 student competitors. A total of $10,000 in cash and other prizes will be awarded to winners and all qualified competitors and faculty will be ICSC guests at Universal Orlando for an afternoon and evening of fun.

Spring Seminole Show-case first-place champi-

on David Guzy.

David is currently working to complete his

final semester.

view and then going through an interview process. The process is most similar to cold-calling in sales and has about the same success rate.

Successful sales people know that referral and net-working prospecting methods have the highest return on resources spent. So how does that convert to re-cruiting on a college campus?

If you have an alumni from the university, having them as part of the recruiting team is essential

Speak in classes and introduce your industry, your company and your opportunity to juniors. These are most likely the students still looking for a career direction. In the FSU basic sales class these presentations are course content and are part of tests and quizzes.

Create a relationship with juniors through prelim-inary interviews and give advice about the pro-cess and about career selection.

Create a mentoring relationship.

Develop an internship program where students are exposed to several areas of your organization. Give them specific learning goals and end of the internship presentation projects.

Having developed a pipeline of potentials, organize your recruiting around the university schedule of De-cember and May graduations. Plan your new hire training and socialization for January and June.

The two most successful companies to recruit from the FSU Sales Institute use exactly the process de-scribed above and as a result have unusually high re-tention rates, lower initial training costs and more successful first-year sales performance.

RMI/Sales Double Major

Starting Fall 2014, Florida State University, College of Business students can get a dual RMI/Sales Ma-jor. The new dual major combines the requirements of both the RMI and sales majors, with some minor changes including:

1) RMI major substituting MAR 3400 for REE 3043 as one of the general business breath re-quirements.

2) Sales major substituting RMI 3011 for QMB 3200 as one of the general business breath re-quirements.

3) In addition, students will take one elective from the sales electives list and one from the RMI list.

A scholarship for dual RMI/Sales majors is available from the Foundation for Agency Management Ex-cellence (FAME). The scholarship is designed to provide financial support for qualifying undergradu-ate students interested in pursuing a career in agen-cy/brokerage.

In addition there is strong support for the dual RMI/Sales major from organizations, such as the Florida Association of Insurance Agents, as well as a num-ber of companies interested in hiring students for sales positions. This includes small and large agen-cies and brokers such as All Risks and AJ Gallagher. In combination with the potential scholarship sup-port, all of this interest and financial support would make this an attractive option for students.

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Highest Return on Your

Sales Institute Investment cont.