2012 was a banner year for the FSU Sales

Institute and we expect 2013 to be even better

and all due to your support.

Once again there was 100% placement of

students graduating with a sales major

FSU hosted a very successful international

collegiate sales competition (ICSC). See the

article on page 5

FSU began a graduate level Sales

Management certificate program. See the

article on page 5

The FSU MBA program now includes an

optional focus in sales management

Every member of the Fall 2012 Sales Team

who are graduating this Spring has accepted

a position with one of our program sponsors

13 top sales students have been selected for

the Spring 2013 sales team and

you can meet them on page 2.

Looking Ahead: Plans for 2013

A new style Seminole Showcase

February 7th and 8th.. See the

article on page 4

Inclusion of more partner’s

products as part of classroom

exercises

Paris, France International

Collegiate Sales Competition

April 18th and 19th

2013 Fall International Collegiate

Sales Competition with a final

date in November to be

determined after the FSU football

schedule is announced in

February.

Director’s Update

Inside this issue:

Meet the Sales Team 2&3

New Sales Team Member 3

Seminole Sales Showcase 4

ICSC 5

Online Graduate Certificate 5

Advisory Council 6

Showcase 2012

www.Facebook.com/TheFSUSalesInstitute

Spring 2013

The FSU Sales Institute

Getting a taste of corporate life

M ichael Brady is a senior pursuing a

Bachelors of Science Degree in

Marketing, majoring in Professional Sales.

Michael is a member of the FSU Student

Government Association where he served

one year in the Student Senate Judiciary and

ESP review committees, he also served in

the Executive Cabinet as the Secretary of Campus Security and

the Secretary of Administrative Affairs. Additionally, Michael

worked with the Student Body Chief of Staff to implement a

campus-wide Medical Amnesty Policy.

M atthew Carbone is a senior pursu-

ing a Bachelors of Science Degree

in Marketing, majoring in Professional

Sales and Bachelors of Science Degree in

Finance. Matthew is very active on cam-

pus; he is a brother of the Alpha Kappa Psi

Business Fraternity, a member of the

American Marketing Association, Financial Management Associ-

ation and FSU Sales Club.

N atalie Geuther is a senior pursing a

Bachelors of Science Degree in Eng-

lish Studies. Natalie has maintained a 3.8

GPA throughout her college years and has

been recognized as a member of the Dean’s

List and National Society of Collegiate

Scholars. Natalie worked as a college mar-

keting intern at Rent the Runway in NYC where she created the

fall rush marketing plan.

A rielle Golan is a senior pursing a

Bachelors of Science Degree in Mar-

keting, majoring in Professional Sales and

minoring in Hospitality Management. Ari-

elle has a 3.92 GPA in her major where she

has been recognized as a Dean’s List recip-

ient. Arielle has also served in the National

Society of Collegiate Scholars as President, 2012-2013, and Vice-

President, 2011-2012.

W estin Granger is a senior

pursuing a Bachelors of

Science Degree in Marketing, ma-

joring in Professional Sales where

he holds a 3.1 Cumulative GPA.

Richard has a variety of work ex-

perience to include Manager-in-

Training at Chipotle Mexican Grille, Acting Manager at

Blizzard and Bliss, and Brand Representative for Aber-

crombie and Finch.

C hristopher Hodgson is a

senior pursing a Bachelors

of Science Degree in Marketing,

majoring in Professional Sales.

Christopher has a wide range of

work and volunteer experience.

He holds membership in the Sig-

ma Alpha Lambda National leadership and Honors Soci-

ety Phi Gamma Delta Fraternity. Additionally, FSU af-

forded Christopher the opportunity to study abroad in

Spain where he taught children English as part of a Com-

munity Service Project.

J ulianne Johnson is a senior

with double-majors, pursing a

Bachelors of Science Degree in

Marketing, majoring in Profes-

sional Sales and a Bachelors of

Science Degree in Management,

majoring in Entrepreneurship.

Julianne holds a 3.5 GPA, has been recognized for the

Dean’s List and is a recipient of a Bright Futures Schol-

arship. Julianne is also a very active member of the cam-

pus community serving as members of the Young Entre-

preneur Society, Pi Beta Phi Sorority, and FSU Sales

Club. Julianne was also afforded the opportunity to study

abroad in Florence Italy.

Meet the Spring 2013 Professional Sales Competition Team

The FSU Sales Institute ● Spring 2013 ● Page Two

The FSU Sales Institute Page 2

B randon LiLavois is a senior pursing

a Bachelors of Science Degree in

Marketing, majoring in Professional Sales

with a double minor in Biology and Chem-

istry. Brandon has received high recogni-

tions with the National Society of Colle-

giate Scholars, Golden Key International

Honor Society, USSTRIDE Pre-medical Honor Society and

placement on the Dean’s List. Brandon is also very active on

campus, vigorously contributing to and participating with the Re-

lay for Life and as the President of the Alpha Tau Omega Frater-

nity.

M aria Kendricks is a senior pursing

a Bachelors of Science Degree in

Marketing, majoring in Professional Sales

and minoring in Hospitality. Maria holds a

3.4 GPA and has been recognized for

placement on the Dean’s List. Maria is a

member of the FSU Sales Club and Phi

Eta Sigma Honor Society. Maria was afforded the opportunity to

study abroad, stationed in Leysin Switzerland, where she com-

pleted her coursework in Hospitality.

N icole Piland is a senior pursuing a

Bachelors of Science Degree in

Marketing, majoring in Professional Sales.

Nicole has held a large variety of educa-

tional achievements to include member-

ship in the Phi Theta Kappa International

Honor Society, recognitions on the Presi-

dent’s and Dean’s List, as well as recognition as a Florida Medal-

lion Scholar recipient of a Bright Futures Scholarship.

A shley Rembert is a senior

pursuing a Bachelors of Arts

Degree in International Affairs

with a minor in Professional Sales.

Ashley has received achievements

and honors to include the Dean’s

List and the Seminole Student

Scholar. Ashley is also members of the Phi Eta Sigma

Honor Society, and the Order of Omega Greek Honor

Society.

A nna Straubinger is a senior

pursuing a Bachelors of Sci-

ence Degree in Marketing, major-

ing in Professional Sales. Anna

has been a Professional Sales Club

member since 2011. She has also

been involved in the FSU Chi

Omega Fraternity since 2009 and has participated in the

Dance Marathon since 2010.

N icholas Walker is a senior

pursuing a Bachelors of

Science Degree in Marketing, ma-

joring in Professional Sales and

Hospitality Management. Nicho-

las holds a 3.39 GPA and has a

wide range of work experience, to

include, serving as an intern for the Hammock Beach

Resort May 2012, Raymond James Financial Consulting

August 2011, and Representative Hukill, District 28

House of Representatives May 2011.

Meet the Spring 2013 Professional Sales Competition Team

The FSU Sales Institute ● Spring 2013 ● Page Three

Meet the New Member of the Sales Team

The Sales Institute welcomes Shannon Young as the department’s newest staff member. Shannon joined us in

early November and will serve as the Institutes Program Coordinator. She comes to us from Tallahassee Com-

munity College where she served over seven years as the Staff Assistant and Program Specialist in the Center

for Teaching, Learning, and Leadership department.

Shannon has over 11 years’ of experience in the area of education and customer service. She holds a Bachelors

of Public Administration degree as well as a Masters of Business Administration degree. Shannon is excited to

be here and we are happy to have her.

If you have any questions or need assistance, Shannon can be contacted via e-mail, styoung@fsu.edu, or telephone 644-9657.

The FSU Sales Institute Page 3

The Spring Showcase will feature a new way to interact with students that is both more efficient and more up-close and

personal. Also there will be plenty of time for private interviews and social networking.

Thursday, February 7, 2013

Thursday morning you can participate as a judge, as partners, select the 2 sales team members that will represent them at

the 2013 NCSC in March. After lunch will be dedicated to meeting students in a series of short roundtable meetings or if

you have met specifically interesting students, private interview space can be arranged.

Thursday evening will be a cocktail reception after which you might want to meet with that special student you

discovered during the day.

Friday, February 8, 2013

On Friday morning the final round of the role-play competition will occur and interviews can continue. This will be

followed by an awards luncheon and further interviews as needed.

That evening there is a social networking event when any student who did not meet a desired company may do so.

Here are the specifics about the “Speed Interviewing” session

Each Sales Institute partner has one or two representatives sitting at a round table. 5 students sit at each table and each

student must meet three recruiting companies: two they pick and one that is assigned that is in a different industry than

their picks.

As the session begins, each student does an introduction describing a skill or knowledge they have that matches the

required skill or knowledge in the company’s job description for the event (maximum 90 seconds). They also hand the

representative a resume. Company representatives can award one, two or three “point cards” based on how well they

judged the student did. Students turn cards in for a grade and chances to win an iPad.

Company representative then speaks for approximately 5 minutes about their opportunity and sets private interview time

for that afternoon or next day afternoon.

There will be two 75 minute rounds each consisting of three sessions with a 15 minute break between the two rounds. So

each company will interact with approximately 30 students getting a glimpse of the student’s capabilities and then be

able to spend about 5 minutes doing a quick overview of why a student should be interested in opportunity (keep in mind

that student will have already read a job description and done some company research).

The FSU Sales Institute ● Spring 2013 ● Page Four

The FSU Sales Institute Page 4

The first annual International Collegiate Sales Competition was

held October 19-21 at Florida State University. 74 student com-

petitors from 26 universities attended the event. Here is some of

what they had to say:

“Congratulations to you for organizing an exciting, fun, and edu-

cational sales competition. We enjoyed it very much.. Yes, the

wining feeling was awesome, but the whole experience my stu-

dents had was unbelievable! All three of them got multiple job

offers and it is going to change their life forever. “

Duleep Delpechitre, Ph.D.

University of Louisiana @ Lafayette

“I am making long term plans to be part of this every year. In

fact, I will be altering my Intro course to prepare students for

ICSC in the Spring Classes and NCSCC in the Fall Classes.”

Dr. Howard F. Dover

University of Texas at Dallas

“Thank you for a great weekend; this was my first time being a

part of the sales competition and I truly enjoyed the experience.

You and your Team did an excellent job making it all come to-

gether and you made it look effortless…”

Phil Boatright

Henry Schein Dental

As a collegiate national sales competition there were

several “Firsts”:

1. Use Twitter to provide updates

2. Use wireless tablets to enter role-play

scores which gives competitors perfor-

mance feedback within a few minutes of

the end of a round

3. Include a video sales call as part of the com-

petition

4. Challenge competitors with an international

sales situation

5. Allow competitors to demonstrate skills in

both B2C and B2B sales challenges

In partnership with IESEG School of Management in

Paris, France the University Team winner of ICSC-USA

will compete at the ICSC-Europe that is tentatively

scheduled for April 2013. More details will be released

in the very near future. We expect this announcement

to significantly increase the number of participating

universities next year.

International Collegiate Sales Competition

The FSU Sales Institute ● Spring 2013 ● Page Five

Fall 2012 was the inaugural semester for the online Graduate Certifi-

cate in Sales Management. The program consists of four 3-credit

courses that can be completed in two semesters and provides spe-

cialized training for those advancing into sales leadership positions

from various backgrounds ranging from sales to engineering.

There are no prerequisite courses or GMAT score required to apply.

For those students who are later accepted into the MBA program,

two courses (6 credit hours) taken in the certificate program can also

apply toward an MBA degree. Prospective certificate students may

apply for the certificate program each semester.

The certificate’s curriculum focuses on:

Acquiring a detailed understanding of a proven sales

process.

Learning how to lead and coach sales employees to

high-performance levels.

Making strategic decisions at the macro, sales force

level.

Understanding the sales manager’s role in supporting

supply chain management.

Using customer relationship management systems to

synchronize business processes towards a goal of im-

proved customer retention

For more information on this Certificate Program visit the

FSU Website.

Online Graduate Certificate in Sales Management

The FSU Sales Institute Page 5

FSU Sales Institute 2013 Advisory Council & friends—Thank you!

Renegade Level

Warrior Level

Chief Level

Benefactors

The FSU Sales Institute ● Spring 2013 ● Page Six