Sales students go to semi-finals in first trip to national sales competition

The fifteenth annual National Collegiate Sales Competition (NCSC) was held at Kennesaw State University in Georgia on March 1-4. 

The NCSC hosts the top collegiate sales talent and sales faculty from the most elite University Sales Programs in North America. Up-coming sales graduates are provided a venue for sharpening their sales skills in a highly competitive environment and networking with their peers and sales faculty from across the United States.

Kurt Hunsaker and Shane Wright, students at Weber State University, were among the 126 students who competed at NCSC.

Competitors make sales calls to fictional businesses with Corporate Partners playing the students’ prospects; their goals range from getting a second appointment to making the sale. However, the focus is on the sales skills exhibited rather than the outcome of the call.

Competitors sell a product in the 20-minute role-plays individually and are awarded as individuals, with the exception of team awards which are based on the combined cumulative scores of the two teammates.

The competition is a tournament-style format which includes a wildcard and elimination rounds for advancement. Contestants are evaluated on their approach, rapport, needs identification, presentation, handling of objections, closing and communication skills.

Both Kurt Hunsaker and Shane Wright advanced to the quarterfinal round of competition.  Only three schools had two students advance past the preliminary round. 

“It is a substantial accomplishment to compete with the big schools” said Desiree Cooper-Larsen a professor in the technical sales department at Weber State University. 

The competition is by invite only as 63 sales programs from across North America were allowed to send two students each to compete. 

To be invited your school must have previously competed in the competition and had students succeed in some capacity. 

If your school has not previously competed then you must pass the rigorous application process which looks at school facilities and course content. 

"The registration policy was developed keeping in mind that the NCSC is a 'competition' and we want to continue to improve the competition and in turn the quality of the next generation of sales candidates” said Dr. Loe, Director of NCSC. 

The NCSC is the premiere sales competition in North America and provides a great opportunity for undergraduate and graduate students. 

Written by Adrien Covington, COAST communications manager