Trine students compete at Toledo sales event

TOLEDO, Ohio — Two Trine University students from the Ketner School of Business recently took part in a national sales competition.

Jacob Seier, a finance major from Angola, Indiana, and Carson Sickmiller, a golf management major from La Vergne, Tennessee, also were able to participate in learning sessions and connect with other students and sales professionals at the University of Toledo Invitational Sales Competition (UTISC).

Held Feb. 19-21 on the University of Toledo campus, the annual event connects more than 300 students and professionals from more than 50 organizations representing 20-plus states.

This is the second year Trine students have traveled to the event with Deborah Richard, assistant professor and chair for the Ketner School of Business and faculty advisor for the Trine Sales and Marketing Association. Last year, the students were able to observe the event as a “development” university.

Learning and networking

Seier said the UTISC was “a great learning experience.”

“I first decided to participate because I want a career in sales,” he said. “I currently have a sales internship and can use some of my knowledge to further help my career development and perform better.”

During the competition, students played the role of a sales specialist for International Paper, which was the product sponsor for the event. They were tasked with selling corrugated paper packaging and were scored by judges on their efforts.

“I essentially got a crash course on professional selling in three weeks,” Sickmiller said. “I learned that sales is not about telling your client why your deal is the right one. It's about asking exploratory questions and getting the client to realize that themselves.”

“There is so much strategy involved in a roleplay. You're trying to ask the right questions, pick up on subtle hints and possible leads and overcome objections, all in 15 minutes.”

Seier said he learned many skills thanks to feedback from the judges and those playing buyers, including how to add value premium to products, how to handle cold calls and how to effectively sell using his own style.

He’s looking forward to helping students who compete next year develop a strategy for the role-play scenario.

“The highlights of the competition were just being able to be with a fellow student and faculty member and having a true outside-the-classroom learning experience,” he said. “I also enjoyed being able to network and connect with like-minded students wanting to get better at sales.”

Sickmiller agreed that networking was a highlight of the event.

“I'm now in touch with nine of the nation’s leading sales companies and like-minded peers who are aspiring for great careers,” he said.