JSOM Students in Finals of World Collegiate Competition

Dover, Kienle and Raofpur

Jindal School of Management seniors Sarah Kienle and Monica Raofpur will represent UT Dallas in the 2012-2013 World Collegiate Sales Open (WCSO) finals, to be held February 21 to 23 at Northern Illinois University.

Competing remotely, Kienle and Raofpur advanced through three elimination rounds last fall to make it to the championship matches. A Round 1 field of more than 120 students ultimately narrowed to 20 contestants, each of whom received an all-expense-paid trip to the finals.

Designed to test real-world sales skills, the open first required competitors to leave two voice messages for a prospect. Round 2 qualifiers made a telephone call to an industry gatekeeper. In Round 3, contestants made another telephone call in an effort to sell Web conferencing software.

At the championship, finalists will leave another voicemail, deliver two “elevator pitches” while riding in a working elevator, sell themselves at a “reverse job fair” and do at least two role-plays in an effort to close a business-to-business sale.

“There’s a lot that is going to be going into prepping for the competition,” Raofpur said, “such as meeting at least twice a week to practice.… It is going to be an intense weekend — having six different rounds to focus on.”

“I’m ecstatic that I was chosen to move on to the finals,” Kienle, a marketing major, said. “The competition is fierce, but thanks to my education at UT Dallas, which has included valuable course work as well as outside coaching from local sales pros, I feel ready to represent UTD in February.”

McAfee and State Farm offered training support to the UT Dallas competitors.

Last fall, Raofpur and fellow JSOM seniors Prashi Singh and Brittany Nieh finished sixth in the International Collegiate Sales Competition at Florida State University.

It was the first time the new JSOM sales program fielded a team at an international competition.

Lennox International Inc. and McAfee supported the UT Dallas team as it trained.

“I was shocked at our students’ results at this first major competition,” sales program director Dr. Howard Dover, a JSOM alumnus who earned a PhD in management sciences in 2008, said. “Their hard work, bolstered by their natural talent for the sales environment, really paid off.”