National Team Selling Competition
Last October, a team of four students from the Robins School of Business traveled to Indiana University’s Kelley School of Business to compete in the National Team Selling Competition, a real-world sales simulation that attracts teams from universities across the country. They were accompanied by Adam Marquardt, associate professor of marketing and Bill Bergman, adjunct instructor of marketing. In the end, the Robins School team brought home eighth place, the highest the University of Richmond has ever placed, as well as the division’s MVP Award.
“This year’s pool of applicants was the most talented group we’ve ever had,” according to Professor Marquardt. Ultimately, Austin Butler, ’14, Katie Davidson, ’14, Karolina Karczewska, ’14, and Hadley Roberts, ’15, were chosen to represent the Robins School.
Dr. Marquardt described the traits that distinguished the team. “They were very coachable. Our competitive advantage compared to other schools is that we develop flexible students who are able to think critically, creatively and decisively. They focus on understanding the customer and building strategies that meet customer needs. This is what sets our students apart.”
Butler, pursuing a B.A. in interdisciplinary studies focused in entrepreneurship, added, “We learned about the challenges of retail environments and the process of offering a new product to market as well as every aspect of business development from accounting to manufacturing.”
Roberts, majoring in business administration with marketing and finance concentrations, shared her experience leading up to the event. “For three intense weeks we met with local professionals to practice and prepare our public speaking and sales strategies.”
Giff Breed, R’81, was one such professional who spoke with the students. “I was able to share with them the sales experience I gained earlier in my career at Procter & Gamble. The fact that the students had the opportunity to practice selling through the competition is wonderful because it will be very important for their career success.”
Davidson, studying business administration with a marketing concentration, looks back on the competition as “an amazing experience. I was so proud of the team when we performed in Indiana. It was extremely rewarding to showcase our hard work, and to finish in the top 10 was a fantastic feeling.”
The competition was not without its woes. Butler revealed, “Part of my role was to close the deal, and we unfortunately ran out of time by about 10 seconds. Because of the competition’s formal nature, points were deducted for the mistake. Afterwards we had the pleasure of meeting two of the judges, and they mentioned we may have been the best team they’d encountered at the competition.”
Despite the hiccup, Butler was awarded MVP. “I used an empathy approach in our sales pitch. Among the competitors, three people were awarded MVP, and I was proud to accept the award for our team. I believe everyone on our team deserves this recognition because we were prepared and direct during our pitch, and that ultimately led to our placement.”
Roberts looks forward to competing again next year. “I’m anxious to go back to Indiana University and bring home the first place trophy,” she said.
Bergman spoke fondly of the camaraderie that developed among the group. “There was specialness to this team – a unity that I didn’t expect to form in such a short time. Dr. Marquardt did a stunning job with preparation and there was a high level of learning from beginning to end. It was a vibrant, meaningful experience.”
Photo: Ann Schertz