There will 2 rounds of competition for the MIT Sloan MBA Sales Competition – a preliminary round, where we will select the best 3 students from each participating School (Finalist announcement on October 24th); and a final round, where the top 3 students from each MBA program interested in Sales will come to MIT Sloan and experience a dynamic case competition on a one-on-one sales call and finally a School group sales presentation.
Preliminary Round (1-on-1 “cold-call” role-play)
Telephone cold calls have a 5 minutes time limit
Final Round (2 sales role-plays)
One-on-one sales presentations have a 15-minute time limit: time begins when the door is opened to the office and abruptly interrupted by the buyer’s assistant when time is up. The contestant will be evaluated based upon the 15 minutes he or she completed according to the judging criteria.
Group Presentation have a 25-minutes time limit + 5-minutes for questions: each student will have a role and will present to three judges. The group will deliver a PowerPoint presentation in front of the board of judges, HR people, sponsors and other competitors (final presentation files should be sent to Chris Miller no later than Friday, November 4th @ 12pm EST). The group will be evaluated based upon the performance according to the judging criteria.
All competitors must be in a designated waiting room 15 minutes prior to their scheduled competition time.
Information gathered during the role-play is confidential and should not be passed along to other contestants. (No talking is allowed among competitors in the waiting room)
Only judges and Sales Club officers are allowed in the evaluation/judges rooms
Within reason, testimonials and other visual aids may be developed (made-up) and used during the role-plays. Only those visual aids developed beforehand may be used during each role-play.
The contestants may not present a blank visual aid (e.g., testimonial) and represent it as an answer to unexpected objections or unplanned strategy.
No additional time is allowed for setting up visual aids.
Contestants will receive the Final Round case information by October 28th.
