Inside this issue:

Meet the Sales Team 2&3

ICSC 2013 3

Interns Must Get Paid... 4

Where Are They Now? 4

New Employees 5

Limited Program Sponsors 6

Ash Deshmukh giving last

minute advice to 2013 Showcase

competitor,

Maria Kendricks.

www.Facebook.com/TheFSUSalesInstitute

Summer 2013

The Florida State University Sales Institute Page 1

Director’s Update

In our January Newsletter, I wrote that we expect 2013 to be an even better year

than 2012. It has been crazier than we anticipated!

At our Spring Seminole Showcase, we tried a new type of sales job fair – “Speed

Interviewing” to mostly positive comments.

New program partners include: Neill TSP, Setnor Byer Insurance, Southwestern

Advantage, United Rentals, McGraw-Hill, MISCO, Boston Scientific and

Graybar. For more information: http://fsusalesinstitute.com/sponsoredjobs.

The FSU Sales Program has reached such national prominence that it is now

necessary to limit participation in our partnership program only to organizations

that do not significantly overlap recruiting efforts of existing partners. See the

article on page 6.

The FSU Sales Institute now offers a selection of innovative masters-level sales

education programs including: http://fsusalesinstitute.com/graduate-education

A graduate certificate in Sales Leadership

A Master of Science in Marketing Degree with emphasis on Sales Leadership

The Sales Institute welcomes new sales faculty member, Samantha Jahnke. See

article on page 5.

The Sales Institute welcomes new sales staff member Shannon Young, Event and

Online Distance Learning Coordinator. See article on page 5.

International Collegiate Sales Competition is set for November 7th to the 10th. See

the article on page 3, register at http://www.icsc-fsu.org.

Welcome Fall 2013 Professional Sales Competition Team – see miniature bios on

pages 2 and 3.

THE FLORIDA STATE UNIVERSITY COLLEGE OF BUSINESS

THE SALES INSTITUTE

Meet the Fall 2013 Professional

Sales Competition Team

M oriah Bryan is pursuing a

Bachelor of Science Degree in

Marketing, majoring in Professional

Sales. Moriah has over two years of

customer service experience she

gained while working for a law of-

fice in Hollywood, FL. Moriah grad-

uated from Miami Dade College with honors and distinc-

tion in the spring of 2012. She also holds membership in

the Black Student Union, and the Black Actors Guild.

Moriah will be graduating in the spring 2014.

D arcy Hock is pursuing a

Bachelors of Science Degree

in Marketing, majoring in Profes-

sional Sales where she holds a 3.75

GPA. Darcy received recognition as

a H.B. Plant High School Honors

Graduate and is currently a member

of the American Marketing Association, and the Women

in Business (WiB) student organization. Darcy will be

graduating in the spring of 2014.

J erry Howze is pursuing a Bache-

lors of Science Degree in Market-

ing, majoring in Professional Sales

and minoring in Hospitality Manage-

ment. Since the beginning of the year

Jerry has worked as a Sales Intern for

LearnSomething, Inc., where he is

providing sales support, working with CRM Software

and identifying customer needs. Recently, Jerry has been

recognized by the Phi Sigma Theta National Honor Soci-

ety and is a Sigma Alpha Lambda National Leadership

Honorary. He will graduate in May 2014.

J ohn Kennedy is pursuing a Bach-

elor of Science Degree in Market-

ing, majoring in Professional Sales

and a Bachelor of Science Degree in

Finance. John’s leadership experi-

ence includes his position as Vice

President of Sales for the Capital

City Scholarship Pageant, his responsibilities as a

member of the Student Athlete Advisory Council

and his consistent participation in the FSU Track

and Field Team, all in which he currently serves.

John looks forward to graduating in December

2013.

K imberly Keyser is pur-

suing a Bachelor of

Science Degree in Market-

ing, majoring in Professional

Sales and Business Market-

ing where she holds a 3.17

GPA. Kimberly is a member

of the Sigma Alpha Lambda National Honors and

Leadership Organization and the Phi Sigma The-

ta National Honors Society. Kimberly is a lover

of music and has performed at multiple events to

raise funds for the Leukemia & Lymphoma Soci-

ety. She will graduate in the spring of 2014.

M athew MacDonald is

pursuing a Bachelor

of Science Degree in Market-

ing, majoring in Professional

Sales. He has been working

professionally in the area of

Sales since fall 2010 and is

currently on an internship at Aurora Technology

Group in Austin, Texas. Mathew is working to-

wards the completion of his undergraduate de-

gree and is looking forward to graduation in

2015.

J ohn McDaniel is pursuing

a Bachelor of Science De-

gree in Marketing, majoring

in Professional Sales where

he holds a 3.96 GPA.

Throughout the past six

years, John has developed

professional work experience in the area of sales

and customer service. John’s experience includes

work as a Real Estate Sales Associate, Design

Team Assistant, and Sales Representative. John

has been recognized on the Dean’s List and will

be graduating in December 2013.

The Florida State University Sales Institute ● Summer 2013 ● Page Two

The Florida State University Sales Institute Page 2

J essica Nori is pursuing a Bachelor

of Science Degree in Marketing,

with a double-major in Professional

Sales and Entrepreneurship. She cur-

rently holds an overall 3.7 GPA and

has remained on the Dean’s List for

the preceding six semesters. Jessica is

also a member of the Phi Kappa Phi and Omicron Delta

Kappa. She has been a student athlete since 2009 in the

skill of softball with recognition as the Vice President of

the Student Athlete Advisory Council 2012-2013. Jessica

is scheduled to graduate in May 2014.

D avid Orozco is pursuing a

Bachelor of Science Degree in

Marketing, majoring in Professional

Sales. David holds a 3.55 Cumulative

GPA and has been recognized on the

President’s List, and Dean’s List. Da-

vid has also been recognized by the

Golden Key International Honor Society, and the Nation-

al Society of Collegiate Scholars. David is fluent in

Spanish and German. He is on track to graduate in De-

cember 2013.

K evin Swearingen is pursuing

both a Bachelor of Science De-

gree in Marketing, majoring in Pro-

fessional Sales and a Bachelor of

Science Degree in Management, ma-

joring in Business Management in

which he holds a Cumulative GPA

of 3.5. Kevin’s professional experi-

ence includes an internship as Territory Manager for

Nestle-Purina, and his current work as the CEO of Emer-

ald Shores Property Management and as an Account Ex-

ecutive for FSU Athletic Department. He is scheduled to

graduate in May 2014.

S ean Toggweiler is pursuing a

Bachelor of Science Degree in

Marketing, majoring in Professional

Sales and a Bachelors of Science De-

gree in Finance. Sean is recognized as

a Florida Bright Futures Medallion

Scholarship recipient and is a member

of the professional business fraternity Alpha Kappa Psi.

Sean will be graduating in the fall of 2013.

D aniel Windstrup is

pursuing a Bachelor of

Science Degree in Marketing,

majoring in Professional Sales

where he holds a 3.2 GPA.

Daniel’s professional work

experience includes work as a

Shift Manager at Plato’s Closet where his various

responsibilities include providing sales and top

notch customer service for consumers, conduct-

ing bank deposits and money change orders,

opening and closing the store including paper-

work and register count, and managing employ-

ees tasks and duties. Daniel is scheduled to grad-

uate in April 2014.

International Collegiate Sales

Competition (ICSC) 2013

For sponsoring companies it starts with an exclu-

sive FSU job fair on Thursday, November 7th in

the afternoon. Expect between 300 and 400 sales

and marketing students to be in attendance.

ICSC 2013 will be bigger than 2012 with 40 uni-

versities competing. Friday morning November

8th, starts with a kick-off breakfast, followed by

the opening of the job fair for competitors and

the first rounds of the competition.

However recruiting activities are not just about

the job fair. Friday will be almost the standard

job fair but with a twist; we are playing “Where’s

Waldo”. Each attending company will be given

one clue to share with students who do a good

job of representing themselves and their school

while at the company’s job fair booth. The game

continues on Saturday morning where each com-

pany will do several “Info Sessions” and at the

conclusion of each give a second clue to the audi-

ence.

On Saturday afternoon, each university will sub-

mit one guess of where in the world Waldo is

hiding. The winning university coach will receive

a 60” Vizo TV drop-shipped to their home. Our

goal is to get 100% participation in the job fair

and in the info sessions.

The Florida State University Sales Institute ● Summer 2013 ● Page Three

The Florida State University Sales Institute Page 3

The Florida State University Sales Institute Page 4

The Florida State Sales Institute ● Summer 2013 ● Page Four

Competition role-plays will continue on Saturday and

on Sunday morning with the final-four, followed by

an awards luncheon.

AND we have contracted for 2014 to move to the

Rosen Centre in Orlando Florida. The dates are set,

November 7th, 8th and 9th, 2014.

Interns Must Get Paid...

A federal judge in New York, Judge William H.

Pauley III ruled that interns on two film production

crews, including one from the Academy Award win-

ning Black Swan, were employees entitled to pay-

ment with actual money. By not paying the interns,

their employers violated the Fair Labor Standards

Act.

The Glatt case exposed how many interns don't meet

the "trainee" exception to the general rule that all

workers must be paid for their work. Judge Pauley

made clear that to qualify as a trainee, an intern has

to receive training similar to what would’ve been

provided in an educational facility and must do work

primarily for his or her own benefit, not the employ-

er's. Also, the intern's work shouldn't be the sort of

thing the business would have otherwise had to hire

someone to do.

Where Are They Now? Matt Schaefer

M att is a Fall 2009

graduate and

FSU Sales Team alum-

ni. He was hired by

Gallo Winery several

months before gradua-

tion to participate in

their top ranked Man-

agement Development

Program.

Matt was doing very

well in the program

when tragedy struck

and his brother was

killed in a car accident. Taking a step back, he re-

evaluated his life goals and explored other career

paths. Ultimately he returned to the beverage indus-

try and went to work for the Boston Beer Company.

With Boston Beer, Matt has received two promo-

tions and is now transferring to San Diego as a cer-

tified Cicerone, the equivalent of a wine Somme-

lier.

Read his complete and compelling story at http://

fsusalesinstitute.com/alumni/alumnistory

The Florida State University Sales Institute ● Summer 2013 ● Page Four

Students attend Laird

Plastics annual

Manager’s Meeting

Pat Pallentino, David

Orozco, Jerry Howe,

Mark Kramer (Laird Plas-

tics), Kelly Maguire, Kim-

berly Keyser, Krish

Dhanam (Zig Ziglar)

The Florida State University Sales Institute Page 5

Welcome...New Employees

S amantha recently joined

the College of Business

at Florida State University as

a Professor. She is teaching

Professional Selling (MAR

3400) and is actively in-

volved in the FSU Sales In-

stitute. Samantha holds a

Bachelor’s of Science in

Marketing from Florida State

and has her MBA from De-

Paul University in Chicago.

Prior to entering academia, Samantha developed a ca-

reer in digital advertising in Chicago. In her time at

various digital advertising agencies she worked pri-

marily on Fortune 500 companies, establishing long

term partnerships to strategically develop digital ad-

vertising that increased the client’s revenue and

growth goals. Samantha’s experience includes new

business development, product launches, crisis man-

agement and major event sponsorship, including the

2012 Summer Olympics. Her clients included Carni-

val Cruise Lines, Hotels.com, ADT Home Security,

Kimberly Clark and BP. Her work has been featured

in Adweek and in Google and AOL Case Studies.

Samantha was a finalist for the Chicago Interactive

Marketing Association 2012 “Rising Star” award.

She now connects her recent career experience to

convey to students how professional selling skills

are used in every industry and almost every profes-

sion.

S hannon recently

joined the team and

works as the Event and

Online Distance Learning

Coordinator. She provides

administrative and pro-

gram support to the Stu-

dents, Faculty, and Execu-

tive Director. Shannon

provides assistance with

the departments day-to-

day operational tasks as

well as plans and coordi-

nates the events and competitions: International

Collegiate Sales Competition, Seminole Showcase,

The Florida State University Sales Institute ● Summer 2013 ● Page Five

Laird Plastics Kevin Short,

Mark Steele and

Brian Grube tour

Doak Campbell

Stadium

The Florida State University Sales Institute ● Summer 2013 ● Page Six

The Florida State University Sales Institute Page 6

Sales Educators’ Academy and the Changing of the

Guard.

Shannon comes to Florida State University from Tal-

lahassee Community College where she served over

7 1/2 years in the Center for Teaching, Learning, and

Leadership.

Shannon has over 11 years’ of experience in the area

of education and customer service. She holds a Bach-

elor of Science in Public Administration and a Mas-

ter of Business Administration.

If you should need assistance, Shannon can be

reached at styoung@fsu.edu or (850) 644-9657.

Limited Program Sponsors

A recent telephone conversation: “I am the national

recruiter for Big-Name Insurance Company and we

want to hire students from your sales program.” I

respond, “Sorry we already have three companies

representing the insurance industry, one in personal

lines, one in P & C and one independent agency”.

Them – “Yes but we want to donate money”. Me

again, “We teach our students that long-term busi-

ness relationships depend on providing value. If we

spread the recruiting effort too thinly, we lessen the

value to both our students and our sponsors”. Them

– “Who else can I speak to about this?” Me - “I

guess the Dean’s office.” Them – “CLICK”.

We provide value to our sponsors by providing mul-

tiple opportunities to interact with students, in the

classroom, in social environments and in competi-

tive environments. In addition we serve our spon-

sors by insuring that students are familiar with each

companies products/services, their industry and

even their competitors. To best accomplish this we

seek industrial diversity among our sponsors and

limit the total number to 25.