MIDDLETOWN, Pa. — Students from Penn State Harrisburg’s School of Business Administration participated in William Paterson University’s 10th annual National Sales Competition Nov. 16 to 18. The nationally renowned competition was sponsored by the Russ Berrie Institute for Professional Sales, and more than 100 students from 34 universities participated.
Seniors Kenshay Kerr and Tanner McCauley, and junior Irenitemi Famadewa, all students in the marketing program, were selected for the competition based on professor recommendations and their interest in participating.
They began preparing weeks in advance, receiving coaching and advice from Darrell Bartholomew, assistant professor of marketing. The students analyzed videos from previous years’ competitions, did roleplaying sessions, and conducted extensive research on ADP, the company each team was assigned to represent for the duration of the competition.
The competition featured a series of events designed to provide students with candid feedback about their selling abilities, enable participants to make meaningful professional connections, and allow corporations to meet and evaluate up-and-coming talent in sales.
“Before they went, the students also had to submit their résumés,” Bartholomew said. “We worked with Penn State Harrisburg’s Career Services to review their résumés and practice with mock interviews. Even before they got there, companies were contacting them [with job opportunities].”
Students acted as ADP representatives and were evaluated on their ability to sell human resources software to mock clients, played by CEOs and other professionals attending the event. Additional activities included round-table interviews with recruiters from various companies, an ongoing job fair, and a speed-selling competition.
“At the speed selling event, [participants] had two minutes to tell [recruiters] all about themselves, and then they had one minute to give you feedback on what you said. They gave you feedback on things you did well and also things you didn’t do so well, which really helped and gave me more confidence,” Famadewa said.
McCauley and Kerr were contacted by several recruiters with interview opportunities for full-time positions, and Famadewa established an ongoing relationship with professionals from Liberty Mutual, the company for which she hopes to work after graduating.
“I went there thinking that the biggest aspect of the experience was going to be the role play and speed selling for the competition. It turned out that the competition was the smallest aspect and the networking was the biggest aspect,” McCauley said. “I had the opportunity to talk in depth with employers in a way that you would not get to at a [typical] career fair. It really gave me a chance to lay out my options for my future and explore which companies could have a mutually beneficial career relationship with me.”
The School of Business plans to continuously participate in sales competitions, and students from all disciplines are encouraged to get involved.
“Even if you are a freshman or sophomore, you can come along as an alternate and participate in speed selling and the whole experience of selling and learning. Even as an alternate, you’re able to train and learn with the competitors. It’s something you can start as a freshman and continue on with,” Famadewa said.