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Spring 2015

Director’s Update

It has been a busy year.

The number of sales majors continues to grow. The basic sales course

is now a requirement of all Marketing Majors, which has the single

largest number of students enrolled in the College of Business.

Meet the Professional Sales Competition Team pages 2, 3, and 4.

Dr. Leff Bonney has been granted tenure which includes promotion to

assistant professor. Tenure is granted at FSU based on a combination

of superior teaching and published scholarly research. Much of the

research conducted by Sales Institute faculty is directly applicable to

day-to-day business operations. See the article on page 5 about the

new FSU sponsored Sales Executive Symposium, to be headed by

Dr. Bonney.

Get an insight on recruiting Millennials directly from a student on

page 6.

February 26th and 27th is Seminole Sales Showcase a celebration of

professional sales at Florida State University. Find out more details

on page 4.

ICSC 2015 will be even bigger and better than 2014. Find out how on

page 6.

A warm welcome to the FSU Sales Institute’s Newest Sponsors. Find

out who they are on page 7.

Florida State University - The Sales Institute Page 1

THE FLORIDA STATE UNIVERSITY COLLEGE OF BUSINESS

THE SALES INSTITUTE

Meet the Spring 2015 Professional

Sales Competition Team

J uan Barona is a senior at Florida

State University from Weston,

FL. Juan is pursuing his Bache-

lor’s of Science in Professional Sales

& Finance and will graduate in De-

cember of 2015. A transfer student to

FSU, Juan participated in the Rotary

Exchange Program in Denmark before

enrolling at Broward College. Juan is

an avid member of the FSU Wakeboard team and can

speak 3 languages: English, Spanish, and Danish.

G abrielle Carrera is a junior

from Boca Raton, FL. Gabriel-

le is pursuing a Bachelor’s of

Science degree in both Professional

Sales and Marketing with minors in

Spanish and Leadership; she will grad-

uate in May of 2016. Gabrielle over-

sees high school and college clubs that

raise money and awareness for the

nonprofit "A Prom to Remember." While heading these

clubs, she has helped raise over $25,000 in her years of

leadership. She also was reelected as the Vice President

of Community Service for her beloved Kappa Delta So-

rority, where she has raised over $50,000 for the Chil-

dren's Home Society and Prevent Child Abuse America.

B rooks Comer is a junior from

Cantonment, FL. Brooks is

pursuing his Bachelor’s of Sci-

ence degree in Professional Sales &

Finance with a minor in Entrepreneur-

ship and will graduate in May of 2016.

Brooks founded and sold his own busi-

ness, Smokin’ Hot BBQ Catering,

LLC in Pensacola, FL and has visited

over 350 National Parks, Monuments, and Historical

Sites.

H olly Hesoun is a senior

from Tallahassee, FL.

Holly is pursuing her

Bachelor’s of Science in Profes-

sional Sales and will graduate in

May of 2015. Holly is a transfer

student from Tallahassee Com-

munity College where she

served as the President of the

Honors Club. Holly is an intern at Turner’s Budget

Furniture and is noted on the coveted President’s

List at FSU.

L indsey Keller is a senior

from St. Augustine, FL.

Lindsey is pursuing her

Bachelor’s of Science degree in

Sales & Marketing at Florida

State University and will gradu-

ate in May of 2015. Lindsey was

employed in St. Augustine as a

sales associate for 4 years at Ba-

nana Republic, and is currently the head hostess at

one of Tallahassee’s finest restaurants; Shula’s 347

Grill at Hotel Duval.

A ngela Mele is a senior

from Saint Cloud, FL.

Angela is pursuing her

Bachelor’s of Science in Profes-

sional Sales and will graduate in

May of 2015. Angela is an

NCSA certified personal trainer

and is the creative writing and

publications intern for all of

Florida State University’s Campus Recreation

managing 4 professional social media accounts.

C onnor Milo is a senior

from Jacksonville, FL.

Connor is pursuing his

Bachelor’s of Science degree in

Professional Sales & Business

Management at Florida State

University and will graduate in

December of 2015. Connor was

a student assistant of the 2013

Orange Bowl Champion Florida State Seminoles

football team and currently serves as the Vice

Chair of the Oglesby Student Union.

Florida State University - The Sales Institute ● Spring 2015 ● Page Two

Florida State University - The Sales Institute Page 2

Professional Sales

Competition Team cont’d.

S amantha Perez is a senior from

Fort Lauderdale, FL. Samantha is

pursuing her Bachelor’s of Sci-

ence degree in Professional Sales at

Florida State University and will gradu-

ate in May of 2015. Samantha has

served as an executive intern at Target

and for several years has been a volun-

teer coordinator of the Southwest Air-

lines fishing tournament for the Ronald McDonald

House; amassing over $18,000 in 2014 alone.

R achel Perry is a senior from

St. Augustine, FL. Rachel is

pursuing her Bachelor’s of

Science degree in Professional Sales

at Florida State University and will

graduate in May of 2015. Rachel has

been a manager of the Outback Crab-

shack in St. Augustine, an intern with

Northwestern Mutual, and is a devot-

ed sister of the Alpha Phi Sorority.

M oriah Taliaferro is a senior

from Manitou Springs, CO.

Upon graduation in May

2015, Moriah will receive her Bache-

lor’s of Science degree in Internation-

al Business Management & Profes-

sional Sales at Florida State Universi-

ty. She spent her first two years as a

student of FSU's satellite campus in

the Republic of Panama. During the summer of 2014,

Moriah completed a 12 week internship with Wynd-

ham Vacation Ownership in Destin, FL, where she

generated over $300,000 in company revenue and was

one of 5 Summit Club recipients for the quarter.

K endra Tulak is a sen-

ior from Ormond

Beach, FL. Kendra is

pursuing her degree in Profes-

sional Sales & Editing, Writ-

ing, and Media at Florida

State University and will

graduate in May 2015. Last

year Kendra was recognized as the top campus

sales representative in the nation at Zipcar.

While serving as Kappa Alpha Theta’s commu-

nication director, Kendra created a marketing

plan with the newly established app,

LUV4wrd, to raise $4,000 for CASA, the so-

rority's philanthropy. In the summer of 2014,

Kendra studied abroad in London with a con-

centration in Business Law.

M axwell Turner is a

senior from

Gainesville, FL.

Max is pursuing his Bache-

lor’s of Science degree in Fi-

nance and Marketing at Flori-

da State University and will

graduate in May of 2015. Max

serves as an independent sales

representative at Roper and is a proud member

of Pi Kappa Phi Fraternity.

C harles White is a sen-

ior from Winter Ha-

ven, FL. Charles is

pursuing his Bachelor’s of

Science degree in Professional

Sales with a minor in Hospi-

tality Management at Florida

State University and will

graduate in August of 2015.

Charles has maintained employment while ex-

celing as a student in Tallahassee, FL. Charles

is a dedicated member of the Phi Delta Theta

Fraternity.

Florida State University - The Sales Institute ● Spring 2015 ● Page Three

Florida State University - The Sales Institute Page 3

Professional Sales

Competition Team cont’d.

J essica Williams is a senior from

Trinity, FL. Jessica is pursuing

her Bachelor’s of Science de-

gree in Professional Sales at Florida

State University and will graduate in

May of 2015. Jessica was an Account

Manager Intern at Morrisette Paper in

summer 2014 and is a Campus Sales

Representative at Full Press Apparel in Tallahassee.

Meet the Teaching Assistant

C onnor Gray is a graduate stu-

dent from Fort Walton Beach,

FL. Connor is pursuing a

Master’s of Marketing degree at Flor-

ida State University and will graduate

in May of 2015. He also completed

his undergraduate career with a Bach-

elor’s of Science in Finance at Flori-

da State University in May of 2014.

Connor is a graduate assistant in the Sales Institute and

is a dedicated member of the Pi Kappa Alpha Fraterni-

ty.

Seminole Sales Showcase

A two-day event February 26-27, on FSU cam-

pus, to celebrate the sales profession. This will

include a sales-only career fair, an evening net-

working event, and a sales role-play competi-

tion.

Here is an outline of the events:

Beginning Thursday morning our internal

competition will run from 9 to 11 AM.

Then from 12:30 to 4:30 PM an exclu-

sive sales only job fair in the Student Un-

ion Ballroom. Lunch will be provided for

all recruiting companies. Thursday evening,

from 5:30 – 7:30 PM, a networking recep-

tion with top sales majors and scholarship

awards presented.

Thursday will be the internal competition to

select the FSU competitors for several na-

tional sales competitions.

Thursday afternoon and all day Friday,

rooms will be available for interviews.

A more detailed Agenda can be found here.

Register here: http://fsusalesinstitute.com/

showcase

Florida State University - The Sales Institute ● Spring 2015 ● Page Four

Florida State University - The Sales Institute Page 4

University of Central

Florida

2014 Role-Play

Team Winners

ICSC 2014

Sales Management Case

Champion

Congratulations

University

of

Georgia

Sales Leadership Forum

November 3 and 4, 2015 at the Rosen Plaza Hotel

Managing sales teams is one of the most important

functions in today’s business environment. It is also

one of the most difficult functions in an organization

because of changing customers, products and com-

petitors. While many sales leaders have insight that

can be shared, they rarely get the opportunity to

meet with other sales leaders to exchange ideas

around topics like sales person hiring, training, com-

pensation, and sales force strategy.

At the FSU Sales Leadership Forum, you will hear

from senior executives who lead some of the best

sales organizations in the world. Additionally, you’ll

hear from the FSU Sales Institute Faculty as they

report on the latest, cutting-edge research related to

sales and sales management. Ultimately, you’ll gain

valuable insights and best practices about the strate-

gies that drive sales force success.

Real-world sales issues discussed in an intimate set-

ting enables open discussion of challenges and solu-

tions. These include:

Sales force compensation trends and best-

practices

Florida State University - The Sales Institute ● Spring 2015 ● Page Five

Florida State University - The Sales Institute Page 5

Getting the most for your sales training dollar

The importance of customer segmentation that

is actionable by your sales team

Sales rep biases in customer targeting and se-

lection

Bridging the gap between sales and marketing

Understanding sales force strategy

Best practices for finding and hiring top sales

talent

Below are some key points of interest about the

FSU Sales Leadership Forum.

No consulting companies or sales training

companies just an unbiased presentation of

best practices around building and maintaining

effective sales teams.

A great opportunity for sales leaders at all lev-

els to gain insights into increasing sales team

success.

Registration is $1,000 with discounts for

groups and early registration

All forum attendees are invited to stay and

attend the opening reception of the Interna-

tional Collegiate Sales Competition

(www.icsc-fsu.org) and the first round of the

ICSC competition on November 5th.

International Collegiate Sales Competition (ICSC) 2015

The 2015 International Collegiate Sales Competition

(ICSC) will be November 4-7 at the Rosen Plaza

Hotel in Orlando, FL. We appreciate our sponsors

and due to your feedback from 2014 we have added

technology to the career fair and food area which

will allow sponsors to circulate video-mercials and

ads on a continuous rotation throughout the event,

we have added a networking event to Wednesdays

opening night which will provide sponsors the op-

portunity to have interactions with the students early

in the event, we will also add a networking event on

Thursday evening. We want to maximize your time

and assure you have every opportunity to interact

with each student on a daily basis and multiple occa-

sions. We look forward to this year’s ICSC and are

expecting up to 60 schools and universities to partic-

ipate in the role-play competition and up to 40

schools and universities to participate in the sales

management case competition. Additionally this

year, we are expanding and going outside of the pre-

vious year’s boarders and personally reaching out to

schools and universities in the western hemisphere.

We are looking forward to another great year, regis-

tration will open in May!

Florida State University - The Sales Institute ● Spring 2015 ● Page Six

Florida State University - The Sales Institute Page 6

The Secret to Attracting Millennials

The secret to attracting Millennials to an industry

and company is really not any different than how

sales professionals do their job; they deliver value.

Hearing from a student’s point of view is how one of

the FSU Sales Institute sponsors provided that value.

“I wanted to take a moment to thank you for arranging to have the repre-sentatives from Tom James come and speak to the class last week. I've been working in construction sales for the past year and have spent months trying to get into a very large-scale contrac-tor's office and was finally able to break through their barrier today. I modified the Tom James cold calling script to fit my field and was able to get an appointment the same day. I left the meeting with an advance to meet with the corporate purchasing manager to begin working out a buying sched-ule…

Sincerely,

Jordan Petrozzino”

ICSC 2014

Congratulates

Purdue University

with the

Rookie Team

Florida State University - The Sales Institute ● Spring 2015 ● Page Seven

Florida State University - The Sales Institute Page 7

Meet Our Newest Sponsors