Senior Jennifer Small, a marketing major, represented Elon University at the World Collegiate Sales Open this year. The competition, held annually by Northern Illinois University, invites sales students to partake in realistic sales scenarios. The competition strives to develop real world sales skills, which may not be covered by a college, and is open to students around the world, according to Small.
Michael Rodriguez, assistant professor of marketing, introduced Jennifer Small to the competition, Small said. She had enrolled in his sales classes, a requirement for focus within the marketing major.
Small's participation and success transcended personal achievements, Rodriguez said.
“Jennifer’s success results in attracting national recruiters who are not familiar with Elon or its successful sales program," he said. "This means more career opportunities for future sales students.”
The competition began with less than 200 participants in October, and the top 20 students attended a final round in February at Northern Illinois University. The competition allowed her to meet students from other sales programs as well as recruiters from major companies, she said.
“In order to qualify for the finals we competed in preliminary rounds which included two voice mails, a call with a gatekeeper, an appointment call and a virtual demonstration of the product.”
All of these tasks emulate the real-world processes salespersons’ experience, said Small.
When Small was notified that she qualified for the finals, she said she prepared for the event with the assistance of Rodriguez and her student coach, Brian Serow. They engaged in role playing and strategies on how to handle any foreseeable objections the judges might have, said Small.
On Feb. 24, during the final round of the competition, there was a two-hour period in the mid-afternoon where a “Reverse Job Fair” scenario required each student to sit at a table with a plaque stating the student’s name, their school, and a company sponsoring their table. The finalists were then given the task of preparing the most inviting sales table to potential sales professionals. Participants were forbidden from using any electricity, music and audio equipment. Sales professionals then evaluated the tables, according to the rules on Northern Illinois University’s website. Small was awarded third place for her participation in the mock job fair.
This was the second year Elon University has had finalists compete in the competition. Last year Elon alumnus Gregory Carl Hairston, Class of 2011, was the overall champion.