Members of FSU Sales Team are nationally

recognized for their consistent top performance

in national sales competitions. I am often asked,

“How are sales team members selected?”

Students are selected for the sales team from the

Advanced Sales class because they have

demonstrated superiority in three areas.

First, a clear understanding of the professional

selling principals taught in the sales program.

These principals are summarized in many

academic texts but are derived from four primary

books, “Spin Selling” by Neil Rackham, “The

Sandler Rules” by David Mattson, and Miller/

Heiman’s “Strategic Selling” and “Conceptual

Selling”.

Second, each student demonstrates significant

leadership skills.

Third, is the championship quality of willingness

to work harder and longer to achieve success.

Read the summaries of the Fall 2012 Sales Team

members on Pages 2 and 3 and you can easily

pick out these qualities. Full council

members may log into the FSU Sales

Institute ‘members only’ area and

download full resumes or view each

team member’s last role-play.

In February at the 2012 Spring

Showcase we announced that this fall,

FSU would host a national sales

competition. The dates are set,

October 19-21, and plans are in the

final stages of completion.

Participation at this competition is

now part of the benefits pages for all

council members. Those updated

benefits are shown on page 4.

Finally, FSU welcomes five new

Advisory Council members: Cox

Media Group, Georgia-Pacific,

Johnson & Johnson Life-Scan, The

Mattress Firm, and Netsuite.

Director’s Update: How do you pick?

Inside this issue:

Meet the Sales Team 2&3

ICSC Details 4

Sponsor Benefits 4

www.Facebook.com/TheFSUSalesInstitute

Summer 2012

It’s a world-class sales competition starting Friday, October 19

through Sunday, October 21, 2012. This first year will be limited to

36 schools as we shake down the technology and the logistics of

expanding our annual event and adding the International

components.

Following the example of the National Collegiate Sales Competition

(NCSC), the ICSC will consist of four rounds plus a wild-card

round in a tournament style competition.

More details can be found on Page 4.

Announcing the International Collegiate Sales Competition (ICSC)

The FSU Sales Institute

Pat Pallentino, Director

Jennifer Poston

Office: 850.644.7875

PPallentino@fsu.edu

Jennifer@FSUSalesInstitute.com

Jessica A. is double majoring in both

Business Management and Professional

Sales and plans to graduate in December

2012. Jessica holds membership in

Women in Business, the Golden Key

Honor Society and the Seminole Student

Boosters. Jessica worked professionally

as a Legal Assistant and describes herself

as a quick learner who takes on

challenges, while maintaining flexibility

and strong attention to detail.

James C. is a Professional Sales major,

minoring in Hospitality, who plans to

graduate in May 2013. He is a member

of Phi Delta Theta fraternity and was

elected “Warden-in-Charge” by his

brothers. Through the fraternity, James

fund-raised for Children’s Miracle

Network via the FSU Dance Marathon.

James is also a member of the Florida

State Lacrosse Team which ranks

number one in the South Eastern

Lacrosse Conference.

Agustin D. is a Professional Sales

major and plans to graduate in May

2013. Agustin owned a successful small

business since June 2007. Appearing on

the Dean’s list for four semesters,

Agustin is a Bright Futures Scholarship

recipient. He also worked with

University Directories where he gained

experience in managing a territory,

prospecting, building rapport, and

closing the sale.

Kelsey F. is a

Professional Sales major and plans to

graduate in May 2013. Kelsey is an

active member of Phi Mu Sorority and is

the Treasurer for the FSU Sales Club.

For three consecutive years, Kelsey

placed internationally in the DECA

Marketing and Sales Competition.

Kelsey organized a school-wide

fundraising event that raised over

$19,000 benefiting Children’s Cancer

Research.

Carmine G. is majoring in

Professional Sales and plans to

graduate in May 2013. Carmine

is a Bright Futures Scholarship

recipient. As a member of Pi

Kappa Alpha Fraternity’s

Judicial Board, Carmine helps

make decisions on fraternity

judicial cases. He also served as

Rush Captain for the fraternity.

Carmine currently holds a Yacht

broker’s license and participates

in international yacht shows.

Brandon K. is double majoring in Professional Sales

and Finance. He has extensive leadership experience

while serving on the Risk Management Committee of the

Kappa Alpha Order. Brandon

was also their Pledge Class Vice

President. While serving on the

Interfraternity Council

Executive Board, Brandon

supervised 23 fraternities,

including over 2,000 men.

Brandon also volunteers in the

Student Rights and

Responsibilities Office where he

serves as Chief Justice. While

serving in that capacity,

Brandon facilitated all Greek

hearings involving IFC chapters.

Brian N. is double majoring in

Professional Sales and Finance

and plans to graduate in May

2013. He gained real-world sales

experience while working for

Southwestern Advantage in

Nashville, selling books door-to-

door. Brian is a member of both

the FSU Racquetball Club and

the FSU Chess Club. He is a

member of the Phi Theta Kappa

Honors Society and made the

Dean’s List. While living in

Palm Beach, Brian served as the Public Relations Officer

of the Political Science Forum Club.

Meet the Fall 2012 Professional Sales Team

The FSU Sales Institute ● Summer 2012 ● Page Two

Michele R. is a Professional

Sales major and plans to grad-

uate in May 2013. Michele

gained valuable sales and mar-

keting experience while work-

ing for Campus Flock, where

she presented business partner-

ships to many local Tallahas-

see businesses. She also used

social media to advertise and

market their services. Michele

plans to graduate in April 2013

with majors in both Profes-

sional Sales and Management. Michele is the Chief Mar-

keting Officer for Kappa Alpha Theta Sorority. She also

worked on the Dance Marathon Marketing Committee.

Clayton R. is a Professional

Sales major and plans to grad-

uate in May 2013. Clayton is a

member of Pi Kappa Phi Fra-

ternity and he served on their

Executive Council as Risk

Management Chairman. Clay-

ton has made the Dean’s List

every year while at FSU and is

a Bright Futures Scholarship

recipient. While working for

Northwestern Mutual Financial

Network, Clayton initiated

referral based telephone calls,

presented solutions to clients and expanded cliental net-

work by asking for referrals. In addition, Clayton holds a

Certificate of Completion from Ravencrest Bible Col-

lege in Estes Park, Colorado.

Matthew S. is another Profes-

sional Sales and Finance dou-

ble major and plans to graduate

in May 2013. He volunteered

for both Habitat for Humanity

and the FSU Dance Marathon,

benefitting the Children’s Mir-

acle Network. He currently

serves on the Phi Kappa Tau

Executive Board as Vice Presi-

dent of Programming, where

he manages a $30,000 social

budget.

Elizabeth T. is majoring in Professional Sales with a Minor in

Hospitality. She is a sales associate with Coach, Inc. where she

consistently meets sales goals. Elizabeth even achieved the

number one SPH (sales per hour) in

the store and is repeatedly ranked in

the Top 10 SPH associates in the

district. She was recognized with a

service commitment award in both

October and December of 2011. She

is a member of Phi Mu sorority, the

Student Alumni Association, and

Seminole Student Boosters. In her

free time, Elizabeth enjoys compet-

ing on the FSU club soccer team.

Francis V. is a Marketing major and boasts a full resume with

extensive work experience and extracurricular activities. As a

Field Sales Intern with Altria Group Distribution, Francis was

responsible for 50 retail customers

with accounts worth approximately

$10 million in sales. Francis is a

member of the APFLA Business

Club where he serves as Vice Presi-

dent for Marketing and Recruit-

ment. Francis is also the New

Member Educator of Theta Chi

fraternity, a player on the FSU La-

crosse team, a member of the Phi

Eta Sigma National Honor Society

and a counselor at the Shady Grove

Youth Group.

Annemarie Y. is majoring in Professional Sales and plans to

graduate in May 2013 with a minor

in Psychology. She completed sever-

al internships with Homeland Securi-

ty, US Customs and Border Protec-

tion. Annemarie is also the current

President of Delta Gamma sorority

and a member of the FSU Golden

Girl Dance Team. Annemarie volun-

teers extensively with such charities

as The Leukemia & Lymphoma So-

ciety, Children’s Miracle Network,

Relay for Life and the Cherry Laurel

Assisted Living Home.

Meet the Fall 2012 Professional Sales Team cont.

The FSU Sales Institute ● Summer 2012 ● Page Three

ICSC Announcement, continued from Page 1.

Each round will challenge students to demonstrate a varie-

ty of selling skills in a different business environment.

Round one will be a business-to-individual selling situa-

tion as will the wild-card round. Round two will be a

needs-assessment sales call on a major foreign corporation

with a goal of accomplishing some business “advance”.

For this first year, the corporation is the Russian flagship

department store, GUM in Moscow. Round three will

continue the sales process started in round 2 with a sales

call to the very important top official (VITO) that will

make the final decision. This round will be a Skype video

call to Russia, where a top Russian executive, will play

the part of the buyer. The final round will again be a busi-

ness-to-individual situation.

The FSU Sales Institute ● Summer 2012 ● Page Four

Here is a summary of the agenda:

Friday, from noon to 4 PM, an exclusive job fair for FSU

College of Business Students, followed Friday evening by a

welcome reception for competitors and partners.

Saturday, all day, an exclusive job fair for competing

schools and rounds 1 and 2 of the competition. Then on Sat-

urday evening, a Casino Night.

Sunday, the final rounds of the competition and an awards

dinner.

FSU Sales Program Advisory Council membership now includes participation

in the International Collegiate Sales Competition (ICSC). Below is the com-

plete list of benefits at the three participation levels.

Chief Level and ICSC Diamond Sponsor ($15,000 annually)

FSU Sales Program Benefits:

All Warrior/Premier level benefits.

Sponsorship of a room in the sales lab (limited to 8 members), which includes logo

and marketing message incorporated into the room.

Advanced Sales student assigned to function as an ambassador for the member.

(Student ambassador will coordinate and promote member events to other students,

encourage students to apply for job opportunities with member, and promote the

member’s overall interests on campus.)

Faculty assistance in identifying and targeting sales students who are a likely fit with

the member’s organization.

A benchmarking study comparing member organization against world class organiza-

tions in a similar industry.

15% discount on sales and sales management training for the member’s organization.

In addition, corporate members at the Chief level can serve as officers and committee

chairs.

ICSC Diamond Benefits:

First choice of location of 10 X 10 booth space at ICSC Job Fair

Recognition on all signage during the competition events.

Electronic copy of all participating student’s resumes.

Full page of space to describe jobs and internships in the “Opportunity Guide” given

to all student participants.

Participating as judges and buyers for qualified* sponsor participants.

Reserved seats as necessary at the Sunday evening awards banquet.

Participation in the spring University-wide job fair (Seminole Futures) held in Janu-

ary.

Reserved interview room during the competition

Noted as host(s) of the primary events

Sponsorship of a “mini” seminar during the event.

Warrior Level and ICSC Premier Sponsor

($10,000 annually)

FSU Sales Program Benefits:

All Renegade/Medallion level benefits.

An annual on-campus marketing event produced by students participating in faculty-

directed educational programs.

Invitation to assist in the design of sales class curriculum involving member’s prod-

ucts and services.

Design and presentation of a case study related to member’s sales issues to be used in

one or more sales courses.

Highlighted link to partner’s web site on the FSU Sales Institute web site.

Viewing of member’s opportunity video in sales classes.

Web access to all sales student role-play videos.

Private breakfast meeting with top sales students (Sales Team).

10% discount on sales and sales management training for the member’s organization.

ICSC Premier Benefits:

10 X 10 booth space at ICSC Job Fair

Recognition on all signage during the competition events.

Electronic copy of all participating student’s resumes.

Full page of space to describe jobs and internships in the “Opportunity Guide” given to

all student participants.

Participating as judges and buyers for qualified* sponsor participants.

4 reserved seats at the Sunday evening awards banquet.

Participation in the spring University-wide job fair (Seminole Futures) held in January.

Reserved interview room during the competition

Noted as host of one of the lunches or other hospitality items (snacks, drinks, etc)

Renegade Level and ICSC Medallion Sponsor ($5,000 annually)

FSU Sales Program Benefits:

Up to 15 minutes in each sales program class to fully explain job opportunities, products

and corporate culture. Alternately presentations may be made by Skype or “Go-To-

Meeting”.

Invitation to judge the local FSU sales competition in person or via web access.

Announcement of info sessions in sales classes and emailed to all students in sales

classes.

Posting of jobs and internship opportunities on the Sales Institute web site and emailed

to all sales students.

Web access to sales major student resumes.

Web access to role-play videos of sales team students.

ICSC Medallion Benefits:

8ft table at ICSC Job Fair

Recognition on all signage during the competition events.

Electronic copy of all participating student’s resumes.

Half page of space to describe jobs and internships in the “Opportunity Guide” given to

all student participants.

Participate as judges and buyers for qualified sponsor participants.

2 reserved seats at the Sunday evening awards banquet.

Updated Advisory Council Benefits

Full information about the ICSC is available at:

http://www.icsc-fsu.org