WWW.FSUSALESINSTITUTE.COM PAGE 1

WHAT’S INSIDE

2.2 Kristen Mitchell and the Fairwinds Sales Excellence Scholarship

3.1 6th Semi-Annual Seminole Sales Showcase

4.2 The Spring Sales Team Earns Their Stripes

6.1 Meet the Fall 2011 Sales Team

7.2 The Sales Educators Academy (SEA)

8.1 The Executive Sales Training Seminar

Director’sUpdate It has been another whirlwind semester and here is just abriefrecap. The Stephen C. Leonard Sales Lab was inaugurated inFebruary with eight role‐play rooms and the latest web enableddigitalrecording technology.The lab’sinauguralsemesterof usesawover200studentrole‐playsrecorded. Inaddition, salesmanagementstudentsusethelabasasmallgroupmeetingcenter,andseveralPh.D.candidates use the lab to conduct research. An archive of the fullarticlecanbefoundat:

http://bit.ly/FSU_COB_Unveils_New_SalesLab

Thanks to the generosity of Andyand KathyMitchell of TheFairwinds Group, the “Fairwinds Sales Excellence Scholarship” wasannouncedduringFebruary’sSeminoleSalesShowcase. Thescholarship fund,createdattherequestofTheMitchell’sdaughterKristen,totals$3,000andwillbedistributedeachsemesterto the top four studentsof The FSU Sales Team. (Readmore aboutalumnus Kristen Mitchell on page 2.2) The Yirst recipients of the

SUMMER 2011 PAGE 1THE FLORIDA STATE UNIVERSITY SALES INSTITUTE SUMMER 2011

During the ribbon cutting ceremony, Pat Pallentino (far right) poses with (from left): Caryn Beck-Dudley, Dean of the FSU College of Business; Jennifer Carroll, Lieutenant Governor of

the State of Florida; Dr. Eric Barron, President of The Florida State University and Steve Leonard, founder of Team1 Orthopaedics and namesake of the sales lab.

Editors:Jennifer PostonMatias Ferradas

Last Revised May 2011

www.Facebook.com/TheFSUSalesInstitute

WWW.FSUSALESINSTITUTE.COM PAGE 2

Fairwinds Sales Excellence Scholarship were Jose,Tapia, Christen Zoldos, Megan Turner, and StaceyBowmanoftheClassof2011. The 6th Semi‐Annual Seminole SalesShowcasewasheldthispastFebruaryfrom the9ththrough the 11th and brought 24 companiesontocampus to judge during our internal role‐playcompetitionand to recruitatthe SalesCareerFair.(Read more about February’s Seminole SalesShowcaseonpage3.1) Thissemester’swinnersrepresentedFSUatthe Spring 2011 National Collegiate SalesCompetition (NCSC) atKennesawState University. CompetitorsJose Tapia andChristenZoldosplaced in the top ten at NCSC, giving FSU its 6thconsecutive top tennational standing. (Toreadtherecapofthe2011NCSC,seepage4.2) On the Yinale v e n i n g o f o u rspring showcasee v e n t , A n d yMitchell, Presidentof the FairwindsGroup, announceda n a d d i t i o n a l$50,000donationtoThe Sales Instituteto fund a new sales behavioral lab, including thepurchaseof30iPads. Thelabwill beusedtoaddanewdimension to the education received by salesstudentsin the areaofusingmobile technology inprofessionalselling. The newlabwillbenamed inhonor of Marvin A. “Mitch” Mitchell, Sr, a WW IIveteran. Newcorporationsthathave joined the FSUSales Institute AdvisoryCouncil include Aerotek, aleaderintherecruitingandstafYingindustry;GalatiYachtSales, a 40‐yearold yachtsalesorganizationwith locations throughout the Gulf Coast; andPearson Higher Education, a premier college textbookpublisher. AspartofthemissionofTheSalesInstitute,we aim to provide sales training not only to

students, but also to sales executives and to saleseducators.We recently hosted AmSan, a janitorialandmaintenance supplycompanypartof InterlineBrands for a three day executive sales trainingseminar. On deck forMay 13th ‐ 15th is a salestraining seminar for Team1 Orthopaedics andArthrex.AnotherexecutivetrainingsessionisintheworksforJuly. OnJune2nd‐5th, theFirstAnnualSales Educators’ Academywill be held in Orlando,Fl. (Find out more about this new Sales Instituteinitiativeonpage7.2)

The Fairwinds Group Announces the “Fairwinds Sales Excellence Scholarship”

TheFairwindsSalesExcellence Scholarshipwas established by the Mitchell family at therequest of their daughter, Kristen Mitchell. Thereare four awards given in both the spring and fallsemesters to the top four students taking salesprogram courses. Recipients are determined by asalesrole‐playcompetitionaspartoftheFSUSalesInstituteShowcase. KristenMitchellwasamemberof the Spring 2007 Sales Team and acompetitor in the 2007 NationalCollegiate Sales Competition (NCSC).After graduating in July of 2007,Kristen’sprofessionallifebeganatasaSales Associate at EMC, a world class InformationTechnology company located in Franklin,Massachusetts. Thispositionallowed her toattendweeklytrainingsessionsandtofurtherdevelopherskills as a young sales professional through coldcalling,testsonthetechnologyandteam/individualpresentations.Afterbecoming herterritory’sTeamLeader, she was promoted to an Inside SalesRepresentative/Commercial Account Manager rolefor the Georgia territory. Despite the worsteconomy our generation has ever seen, sheconsistentlyexceedshergoalsinthisrole. Kristencontinuedtodevelophersalesskillsat EMC for almost two years before a unique

SUMMER 2011 PAGE 2THE FLORIDA STATE UNIVERSITY SALES INSTITUTE SUMMER 2011

Pat Pallentino with Andy and Kathy Mitchell of The Fairwinds Group

Kristen Mitchell

WWW.FSUSALESINSTITUTE.COM PAGE 3

opportunitypresented itself in 2009with EDITIONHotels in New York City. EDITION Hotels are thenewest luxury lifestyle brand in the hospitalityindustry. EDITION was developed through apartnershipbetweentheiconicboutiquehotelierIanSchrager and the operational and developmentpowerhouse Marriott International. Kristen joinedtheEDITIONcorporate teamastheSeniorAssistantto the Managing Director. Since then, her job hasgrowntoincludeaplethoraofoperationalduties. In 2010, Kristen was part of the openingteamfortheirYirstproperty,TheWaikikiEDITIONinHonolulu, Hawaii. For this project, she workedclosely with the Senior Director of Pre‐OpeningOperations on a world‐class training program inaddition to other opening priorities. Recentlyengaged, Kristen is currently on assignment inIstanbulwhere EDITION hastakenthe brandglobalwithitssecondhotel‐theIstanbulEDITION. Says Kristen, “I am blessed to have theopportunitytoworkforanincredible companyandwithanamazing team. Ihave loved everysecondofbeingapartoftheenergythatisgeneratedwiththelaunchofanewbrandandtobepartoftheEDITIONfamily.”

Recap of The 6th Semi-Annual Seminole Sales Showcase

The Sales Institute hosted its 6th Semi‐Annual FSU Seminole Sales Showcase early thisFebruarywhichhadaphenomenalturnout. Part of the week’s agenda included a SalesCareer Fair, the in‐house sales competition, andstudent interviews with prestigious companies,which were for both internships and for post‐graduationcareeropportunities.

The newStephen C. Leonard Sales Lab wasanassettotheshowcase.The lab,consistingofeightlarge role‐play rooms with state‐of‐the‐arttechnologyand software, allowedeasy, live viewingof student role plays by the judges who sat inconferencerooms. The Showcase began on Wednesday,February 9th,with a WelcomeReceptionwhere theSpring 2011 SalesTeam, the nationally ranked Fall2 0 1 0 S a l e sTeamaswellassales majorswere able tonetwork withmember s o fthe advisoryc o u n c i l i na d d i t i o n t oo t h e re m p l o y e r s .Matt Tweed, Spring 2011 Sales Team AccountManager commented, “it [The Showcase] gaveeveryone a chance to network and introducethemselvesinarelaxedenvironment.” The sales students and prospectivecompanieswere able toexchange theirexperiencesand express their shared passion for sales andbuildingnewrelationships.NancyMondesir,anotherSpring 2011 Sales Team Account Manager, spokewithJimKiddfromWyndhamResortsastowhyJimchose sales as a career. “As I listened to why,” shesaid, “I sawthe passion in hiseyesas he discussedselling time sharesandrecruitingnewemployees. Ithen realized thatyouhave to lovewhatyoudoorelseitwon’tbeworthit.”Listeningtotheseinspiringstories made the sales students excited for theupcomingcompetition. The following morning, a more formal jobfair took place in the Starry Conference Room.Council memberswere able to set up displays andarrange interviews with students. Amongst thecompanies recruiting were Motionpoint, Frito Lay,EnterpriseRentACarandGalatiYachts.

SUMMER 2011 PAGE 3THE FLORIDA STATE UNIVERSITY SALES INSTITUTE SUMMER 2011

Recruiters and students enjoy the Welcome Reception for the 6th Semi - Annual Seminole Sales

Showcase

WWW.FSUSALESINSTITUTE.COM PAGE 4

After the nerves had settled and the SalesTeam got into their competitive mode, thepreliminary round of the sales competitioncommenced. The judges observed streaming videoofstudentrole‐plays.Judgeswereassignedtooneoftwoviewingareasandobserveda totalof Yive role‐plays. ThecompetitionwasnarroweddowntofourYinalists: Stacey Bowman, Jose Tapia, ChristenZoldosandMeganTurner. Before the Yinal round, Cengage Learningsponsored a delicious lunch and Dr. Leff Bonneyhosteda specialpresentation for councilmembersonhowtomaximize their investmentsin the SalesInstitute. Bonney also updated the council on thestate of current research in sales and salesmanagement.The competition sprang quickly back into actionwith the Yinal round where the four Yinalistsparticipated in 20‐minute role‐plays. The councilmembers who were not participating in the Yinalroundwere able toeitherobserve the competitionorcontinuewiththejobfair. StaceyBowman,aseniorontheSalesTeam,received Yive interviewinvitations during the SalesCareerFair.Sincethen,shehadreceivedthreemore.“The employers had the opportunity to watch mysales skills and the training that I had gonethrough,” she stated. “The entire team, competitiveandaccountmanagement are like a family—we’vebecome so close and by continuing to shareexperiences like the showcase, we keep buildingrelationships with each other.” Bowman recentlygraduatedinthisAprilwithamajorinProfessionalSales. Withthecompetitioncomingtoanend,bothstudents and faculty joined together at an awardsreception where Jose Tapia and Christen Zoldoswereannouncedasthewinnersof the competition.Also, all four Yinalists were congratulated andreceivedaFairwindsSalesExcellenceScholarship. On the Yinal dayof the showcase, February11th, more interviews were held in the Stephen C.

LeonardLabbetweenstudentsandcompanieswhohadnetworkedduringtheSalesCareerFair. AlthoughFSUregularlyhostsa school‐widejob fair fornumerousbusinessstudents, it doesn’talwaysallowcompaniestoscopeoutcontendersaseasilyasThe SalesInstitute’sSalesCareerFairhasallowed them to. The Sales Showcase was able tohelp companies target speciYic personalities andsales attributes thattheywould like tosee in theircompaniesinthe future.Theopportunitiesthatareavailable for both students and employers duringthe semi‐annual showcases is what continues tobuildTheFSUSalesInstituteasoneof elitecaliber.Ofcourse,noneofthiscouldbepossiblewithoutthehard work and dedication of the Sales faculty, thecontinued encouragement of the FSU MarketingDepartment, and the support of both corporatesponsorsandsalesalumni.

The Spring Sales Team Earns It’s Stripes!

The Florida State University Sales Team“earneditsstripes”once againthispastMarchasitclaimed fourth place out of 64 schools at theNational Collegiate Sales Competition (NCSC) heldat Kennesaw State University. The NationalCollegiate Sales Competition includes both singleand team competition. Recognition is based onpointscollectedbyeachof the twocompetitorsinaseries of role‐playing activities that involve sellingproductstoYictitiouscompanies.

SPRING 2011 PAGE 4SUMMER 2011 PAGE 4THE FLORIDA STATE UNIVERSITY SALES INSTITUTE SUMMER 2011

Andy Mitchell awards Christen Zoldos with one of the new Fairwinds Sales Excellence Scholarships

WWW.FSUSALESINSTITUTE.COM PAGE 5

“The FSU Sales Team is a force,” saysPatPallentino. “We are one of the largest and mostunique sales teams consistently recognizednationallyforexcellence,andoneofonlytwoTierI research universities in the nation that has asales program and offers a doctoral degree inmarketing.” Florida State’s 10‐member sales team,oftenthelargestatthecompetition,wasnotednoto n l y f o rs t r o n gs a l e sabilities, asevidencedb y t h e i rT o p 5Yinish, buta l s o f o r

professionalism and poise. Christen Zoldos andJose Tapia both placed Yirst in Round 1 andChristen made it all the way to the semiYinalround. “The chance to compete at the NCSC isagreat opportunity,” Zoldos said. “I felt veryprepared, thanksto ournew Stephen C. LeonardSales Laboratory, but it’s great to see how youstack up against other great programs. Being apart of the FSU team, you realize how valuableyour education is; it’s great to be part of such atalentedteam.” Inaugurated in 1999, the NCSC is thelargestand longestrunningrole‐playcompetitioninexistence,andFloridaStatehasareputationfordomination. Last year, the Grand Champion wasFSU’s Chelsea Sargent, and the team came insecondplaceoverall.“TheFSUSalesTeamandtheProfessional Sales Program are benchmarks ofsuccessfor similar programsacrossthe country,”said Caryn Beck‐Dudley, Dean of the College ofBusiness.“Thistypeofachievementhighlightsthecaliberof ourstudentsandthe intensededicationof our faculty to provide a tailored and unique

education thatisapplicable acrossthenationandaroundtheworld.”

SUMMER 2011 PAGE 5THE FLORIDA STATE UNIVERSITY SALES INSTITUTE SUMMER 2011

Dr. Bonney coaches up Christen Zoldos (middle) in preparation of the Quarterfinal Round at NCSC

The FSU Sales Competition Team shows off it’s stripes. (Back row, from left): Amber Schrader, Stacey Bowman, Coach Amanda Beal, Megan Turner, Christen Zoldos, Leanna Roll, Pamela Lock, Coach

Leff Bonney. (Front row, from left): Mike Luongo, Bryan Grube, Jose Tapia, Chris Neely, Coach Pat Pallentino.

The members of the FSU Sales Account Management Team show off their stripes. (Back row, from left): Bryan Lunsford, Matt Tweed, Steve

Eddy, Coach Tim Kinney. (Front row, from left): Nancy Mondesir, Emeri Lewkowicz, Emily Woodring, Jordan Feinberg, Rachel Salles,

Chelsie Kollmann, Kristina Smith.

WWW.FSUSALESINSTITUTE.COM PAGE 6

Announcing The Fall 2011 Sales Team

As another year ends and a new onebegins, we look forward to the successof a newSalesTeam.ThisyearwehaveYifteennewstudentseager to follow in the footsteps of theirpredecessors. However, they are also hungrytoleavetheirownlegacyatTheSalesInstitute.

BryanBeareisa SeniorinProfessionalSalesandis originally from Boca Raton, Florida. During histimeatFSU,hehasbeenamemberoftheFSURealEstateClubandalsoamemberofFutureBusinessLeadersofAmerica–PhiBetaLambda.HehasalsovolunteeredwithTheBoysandGirlsClub.Someofhis sales experience includes time with SurayPromotions as a Marketing Representative inTallahassee.Bryanwillbegraduating intheFallof2011.

Monica Bernhard is Senior inMarketing with aminor in Communications and is originally fromTampa, Florida. During her time at FSU, Monicahasbeen apartofDeltaZetasororityandPhiEtaSigma Honors Society. An equestrian all herlife,she has also been a part of the FSU EquestrianClub. Monica will be graduating in the Spring of2012.

Taylor Bouwmeester is a Senior in ProfessionalSales with a minor in Spanish and is originallyfrom St. Petersburg, Florida. During her time atFSU,TaylorhasbeenamemberofGammaPhiBetaSorority and Women In Business. She has alsostudied abroad twice in Spain. Taylorhas earnedprofessional experience during her timewith KiaAutoSportasaSalesAssistant.HergoalistobeginhercareerinMedicalSalesandeventuallymoveuptoSalesManagement.Taylorwillbegraduating intheSpringof2012.

Victoria Ciotoli is a Senior in Professional Salesand is originally fromWest Palm Beach, Florida.During her time atFSU she hasbeen involved in

StudentsinFreeEnterprise(SIFE).VictoriawillbegraduatingintheSpringof2012.

Ryan Crowley is a Senior in both ProfessionalSales and Real Estate and isoriginally from BocaRaton, Florida. During his time at FSU, Ryan hasachieved Dean’s List every semester since 2008.Heis alsoamemberof PhiDelta Theta fraternity.RyanwillbegraduatingintheSpringof2012.

William Faust is a Senior in Professional SaleswithaminorinEnglishandisoriginallyfromBocaRaton,Florida.DuringhistimeatFSU,hehasbeena partof the FSUSalesClub andAlpha Kappa PsiBusinessFraternity. He haswork experience asacampus representative for Playboy Enterprisesand HP/ Intel. He has worked in Yinancialinternships with Harch Capital Management andwith AmTrust North America. He will begraduatingintheFallof2011.

Karl Flesher isaSeniorinProfessionalSalesandisoriginallyfromOrlando,Florida.Duringhistimeat FSU, he has been a memberof Phi Kappa Taufraternity, volunteered with the Leon CountyHumaneSociety,andhasbeenapartofthePhiEtaSigma Honor Society. Karl aims on beginning hiscareerwithin a large,wellknown sales force andeventually plans to start his own business. KarlwillbegraduatingintheSpringof2012.

JuliaFolkes isa SeniorinProfessionalSaleswithaminorinCommunicationsandisoriginallyfromMaitland,Florida.Duringhertime atFSU,shehasbeen a part of Alpha Delta Pi sorority,Women inAccounting,andhasrepresentedTheUnitedStatesinAustraliaandNewZealandaspartofthePeopleToPeopleStudentAmbassadorProgram.Juliawillbegraduatinginthespringof2012.

Andrew Hensley is a Senior in BusinessManagement and Professional Sales and isoriginallyfromAtlanta,Georgia.Someofhissalesexperience includes time with Preferred Freezer

SUMMER 2011 PAGE 6THE FLORIDA STATE UNIVERSITY SALES INSTITUTE SUMMER 2011

WWW.FSUSALESINSTITUTE.COM PAGE 7

ServicesofNew Jerseyasa Sales Intern, andwithPODS, Inc. of Clearwater, Florida as a Sales andCustomerServiceRepresentative. AndrewwillbegraduatingintheSpringof2012.

Morgan Kirk is a Senior in Management and isoriginallyfromApopka,Florida.True tohisdesiretoeventuallybe abusinessowner,Morganhasrunhis own landscaping business in his hometownsince2003.MorganwillbegraduatingintheSpringof2012.

ThomasMeewes isa Senior inProfessional Saleswith a minor in Communications and is fromTallahassee,Florida.DuringhistimeatFSU,hehasserved as both as the President and Treasurerofthe FSU SkimClub. Thomaswill be graduating intheFallof2011.

LindseyMitchell is a Seniorin Professional Salesand Finance and she is originally from Naples,Florida. During her time at FSU, Lindsey hasstudied abroad in Florence, Italy. Lindseywill begraduatingintheSpringof2012.

RyanNimsgerisaSeniorinProfessionalSalesandManagement and is originally from Fort Myers,Florida.DuringhistimeatFSU,RyanhasearnedaNSCA certiYication as a personal trainer at theBobbyE. LeachCenter. Ryanwillbe graduating intheSpringof2012.

MeghanO’Brien isa Senior in Professional Salesand is originally from Tampa, Florida. During hertime at FSU, she has been a part of Chi Omegasororityandhasalso beenaPole Vaultathlete forthe Seminole Track and Field Team. She has alsostudied abroad in Valencia, Spain. MeghanwillbegraduatingintheSpringof2012.

DanielQuintana isa Seniorin Professional Salesand Finance and is originally from Miami Beach,Florida.During his time atFSU, Daniel has beenamemberofDeltaTauDeltafraternityandservedon

both the Interfraternity Council and the GreekFunding Board. Daniel earned professionalexperienceduringhistimewithMerrill LynchasaLatinAmericaWealthManagementAnalystIntern.DanielaimstobeginhiscareerinYinancialservicesbutultimatelyhopestostarthisownbusiness. Hewill be graduating in the Spring of 2012.

The Sales Educators Academy (SEA)

UniversitiesarefacingacriticalshortageofPh.D.s needed to teach at the undergraduate andgraduate levels. This isespeciallyprevalentin thesalesandsalesmanagementareas. Tocounterthisshortage, business schools are requiring Ph.D.faculty to expand their teaching portfolios toincludecoursesinwhichthesefacultyhave little tonotrainingorexperience.Collegesanduniversitiesare also increasingly relying on “professionallyqualiYied” instructors as another way of dealingwith instructor shortages. A professionallyqualiYied instructor is one who has substantialmanagerialexperience inaparticulararea, butnoformaltrainingrelatedtoteachingatthecollegiatelevel. Due to these new strategies for handlingteaching shortages, The Sales Institute hasidentiYied an interesting opportunity. The SalesInstitute can provide “train‐the‐trainer” programsfor professors and professionally qualiYied facultyastheyseektolearnhowtoteachsalesatvariousacademic other institutions. Similarmodels havebeen used at other universities where therespective university’s faculty members areconsideredexpertsinaparticularsubjectmatter. For example, Oklahoma State’s Center forEntrepreneurshiphostsanannualworkshopaimeda t t ra i n i ng f a cu l t y i n t he t e a ch ing o fentrepreneurship courses. To help facilitate easytraveland toreduce travelexpenditures, the SalesEducators’ Academywill be held at the CrummerSchoolofBusinessatRollinsCollegeinOrlando,FL.The dates for the SEA event are June 2nd

SUMMER 2011 PAGE 7THE FLORIDA STATE UNIVERSITY SALES INSTITUTE SUMMER 2011

WWW.FSUSALESINSTITUTE.COM PAGE 8

through June 5th 2011. To ensure that theparticipantsget themostoutof the SEAprogram,theattendance willbe cappedat100. Costof theprogram to the participants is $850 per person.This is in line with other instructor educationprogramsacrossthecountry. Seminar topics include: Effective teachingmethods, course content, available resources forteachingsales,thecasestudyapproach,connectingwithstudentsonapersonal level, andmuchmore.Moreinformationcanbefoundat:

www.FSUSalesInstitute.com/sea/program‐overview

Executive Sales Training Seminar

The FSU Sales Institute provides a 3‐day “hands‐on” sales workshop which features exercisestailored to the guest company’s productline andmarket segments. The entire process starts withinterviews of key sales personal and key salesmanagers to better understand the sales focus.Working closelywith salesmanagement, we thenprepareoursalesscenarios. Thistraining providesthe lessexperiencedsales person with an understanding of “Best inBreed”sellingconceptsincludingSPINquestioningtechniques and strategic account managementconcepts. The training also provides the veteransales person with a refresher in disciplinedapproaches to prospecting andinmakingefYicientandeffectivesalescalls.Trainingisprovidedbytheaward‐winning faculty of the FSU College ofBusiness and is conducted over a weekend ‐instructionusuallybeginsonafridaymorningandcontinues through to Sunday afternoon. Byarranging theseminarsinsuchaway,managementis assured that the disruption to regular salesactivitiesisminimal. All training is held at The FSU College ofBusiness and utilizes our sales lab and trainingrooms. Because of this, our pricing can be very

competitive.Thecostfortheseminarasoutlinedis$1,500 per person with a minimum of 10 and amaximum of 20 participants per workshop. Thisfeeincludesbagelsandcoffee eachmorningandalightlunchonFridayandSaturday.Hotelandtravelarrangement are the responsibility of theattendees.Howeveruponschedulingofa seminar,ablockofroomsatanearbyhotelcanbearrangedattheFSUdiscountedrate.

SPRING 2011 PAGE 6THE FLORIDA STATE UNIVERSITY SALES INSTITUTE SUMMER 2011

The Spring 2011 Sales Team has a little fun at NCSC. After all the dedication and work that that everyone put in, a little fun was

well deserved.

Sales Program Alumni?Please ensure that we have the most complete and up to date

contact information for you! We would love to keep in touch and know how your career is progressing!

Please keep us updated by emailing Jennifer at:Jennifer@FSUSalesInstitute.com

Mark Your Calendars!The 7th Semi - Annual Seminole Sales Showcase will take place on

October 19th - 21st! This year we will also feature a Casino Night and Guest Competitors from:

The University of Alabama The University of Central Florida