Main Sponsor:


a vision to bridge the gap in sales education among University Business, Marketing and Sales Students' in Scotland

When

21st & 22nd Feb 2017
Starting at 9am

Where

Abertay University
Dundee, Scotland

The Aim of the Competition
What is it and why you should register:

Many people have to be able to sell effectively; selling ideas, selling business plans to partners or investors, influencing stakeholders, gaining commitment from others, identifying the needs of others, building professional relationships & trust. This event will be a very valuable experience not only for students interested in pursuing Sales & Marketing careers, but also Entrepreneurs, Engineers, Scientists, Accountants.

Student Sales Challenges

Hosted by Abertay & Edinburgh Napier Universities

There will be two separate challenges for each student participant

Sales Meeting Role-Plays:
Students will play the role of a Sales Executive and engage in 2 x 15-minute sales meeting role-plays with a new potential customer.

   1) An initial “exploration” meeting with the customer to identify business needs and issues, and later
   2) A follow-up meeting to present customer solutions in more detail and gain new business.

Each role-play will be evaluated and scored on various aspects of the sales meeting, including approach and overall communication effectiveness, as well as ability to gather information, identify needs, provide information, present solutions, resolve concerns, and gain commitments. (full details will be provided to students & tutors in advance of the event).

There will be two separate challenges for each student participant


Speed Selling:
Students create a two-minute sales pitch about themselves. Then each student meets individually with a recruiting executive and makes a two-minute pitch highlighting the reason he or she should be hired. A one-minute question and answer session follows; then, the student moves on to the next executive. Each Student will be provided with a number of opportunities to deliver their Sales pitch.

Venue

Abertay University

Bell Street

Dundee, DD1 1HG

Get Directions
Schedule:

Tuesday 21st February

3pm Registration

3.30pm Welcome & rules, judges & buyers briefing

4.00pm Speed Sell competition

6.30pm Civic Reception, Dundee City Chambers

Wednesday 22nd February

There will be Table Talks organised throughout the day hosted by sponsors

8amBreakfast

9amSales meeting 1 (needs identification)

12pmJudges meeting

12.30pmLunch and guest former student speaker

1.30pmSales meeting 2 (follow up)

4.30pmJudges meeting

6pmGala dinner and prize giving

9pmClose

Additional details

We are looking for up to 10 Scottish/UK Universities to participate with 3rd and 4th year business, marketing and/ or sales students. We have attached a pre-registration document. Please let us know by 13th January if you are intending to take part. We will then send you a formal registration document.

By the end of January we will provide you with videos, PPTs, reading material, judging criteria and briefs and a firmed up itinerary.

The Official Hotel is Apex City Quay, Booking code is PET2202-001, the deadline to book is 11th Jan 2017. Other hotels which are within 400 yds of Apex are Travelodge and Holiday Inn Express.

Any questions should be directed to: T.Douglas@napier.ac.uk or G.Mulholland@Abertay.ac.uk

Some Background Information:

This type of Sales Competition event has been running in many US universities for a number of years, with some events having 200 Student participants. Many employers are keen to sponsor these events to identify students with skills & competencies that can be further developed and to whom employment opportunities may be given. Students participating in these events have gone after graduation to well paid and meaningful jobs and careers within marketing and sales. Participation at these events has boosted students’ confidence levels, honed soft selling skills and enhanced students CVs considerably, making them more attractive to future employers.

The Organising Committee


Dr T. Douglas

Senior lecturer at Napier Uni, business coach & Chair of ISMM Scotland. He is passionate about the professionalization of ‘sales’.

G. Mullholland

A senior lecturer & ‘business facing’ academic at Abertay Uni focussed on innovative CPD approaches such as work-based learning.

S. McCurdy

Head Coach at The Sales Coach. Sandy is on a mission to make excellent selling skills a “must have” for Scottish businesses.

P Waggott

Founder & Executive Coach at Vertical Motives. His ambition is to fill the gap in the market for accredited sales qualifications.

Craig Jackson

Founding Director of Talented, Co-Founder/Director of ESS Holdings (Edinburgh) & Sales Director for both Cyrus Selection & Edgar Stewart.

Sponsors & Partners

Interested in becoming a sponsor? Get in touch

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