51������

KALAMAZOO, Mich.—Western Michigan University sales students posted a strong performance at the 8th Annual Steel City Sales Challenge, with senior Hope McHugh of Cary, Illinois, placing second in the role-play category and several students qualifying as finalists. 

The two-day, virtual competition included sales role-play and elevator pitch tracks and was open to undergraduate students from universities across the country, drawing more than 14 schools in total. 

In the role-play competition, students were asked enact a sales meeting with a local car dealership to introduce them to SmartAuction, sponsor Ally Financial’s industry-leading internet auction for dealers to purchase and sell vehicles. In round one, students pitched the service as a solution to dealership inventory issues with used vehicles. In round two, students were asked to follow up on the limited use of the service by the dealership after the first few months to ensure that the benefits to the dealership and support of the product were evident. Those with the top scores advanced to a second round of competition. 

“The competition preparation was extensive,” says McHugh, who placed second in role-play. “My team and I spent countless hours pitching to each other and handling every objection that could have been thrown at us. The competition helped me gain experience in all sorts of selling, but the biggest thing was that it helped me to gain confidence in my skills and realize that selling the Western way is the only way! When I found out that I had won second place, I was ecstatic, proud and thankful for everyone who helped me along the way.” Senior Logan Stuckhardt from Portage, Michigan, was a finalist in the role-play competition, as well.

In the elevator pitch competition, students submitted a 60-second video pitch to Ally Financial. The goal of the pitch was to persuade the company to hire the presenting student to be their next sales representative. Finalists were invited to make a live 90-second pitch to Ally Financial. Jocelyn Adiwinata, a senior from Tangerang, Indonesia, and Riley Nettle, a junior from Ann Arbor, Michigan, were finalists in the elevator pitch category. 

Team coach Mary Nielsen, faculty specialist II in marketing, was thrilled to see how 51������ students applied their skills and supported each other. “This was our first time at this competition, and I was so pleased to have more student finalists than any other competing university,” Nielsen says. “I was especially thrilled to welcome members to our team only just now taking their first sales classes who were brave enough to pit their skills against experienced sales students. Many hours of hard work went into preparing and practicing. We had fun, too, which is always my goal.”

When Nielsen asked students if they would like to participate in the competition again next year, they responded with a resounding "Yes!"

To learn more about the sales and business marketing program, visit the website.

For more 51������ news, arts and events, visit 51������ News online.