The product sponsor for ICSC 2023 is DLL. See the “DLL Training” link for more information about the company and the product being sold for 2023.
The prospect company for ICSC 2023 is AssuredPartners. Visit the Role-Play Overview tab for scenario and additional event details.
The Collegiate World Cup of Sales is the ultimate measure of a University sales program’s focus on overall business revenue generating skills:
- Relationship development skills in a Role-Play event.
- Sales management problem solving skills in a Sales Management Case event.
- Presentation and speech skills in a Speed Selling event.
- Community Involvement – food donations to the Second Harvest Food Bank of Central Florida
- See the Competitors’ and Coaches Guide for all rules and details.
The Collegiate World Cup of Sales
The university with the highest total points for all events receives a permanent plaque, plus displays the ICSC Collegiate World Cup Trophy for the year.
University registration is closed. However, corporations interested in recruiting from among the top collegiate sales programs in the nation, click here.
A Short Summary of Each Event
The role-play event is a four-round, tournament style competition where, for rounds one and two, the top two competitors from each room (flight) move on to the next round and in round 3 the top competitor from each room moves to the final round. The product for 2023 is DLL . The role-play scenario is similar to a real complex selling situation where needs are developed in early meetings leading to a solution presentation and final purchase decision. The scenario always includes some aspect of international business.
The on-site sales management case is a two-round event where two competitors working as a team are given a specific sales management situation related to a sales operations challenge at Gartner and asked to present a realistic, effective solution to the issue. For round two, finalists are presented with additional information about the issue and teams are asked to refine their presentation for a final presentation to executives from Gartner.
The speed selling event consists of two rounds of “elevator speech” type presentations. In round one competitors pick five companies and present to each while in round two the top ten competitors present to the speed selling host company in a public audience setting. This year’s speed selling host finalist company is Tom James.
Community Involvement – ICSC’s Social Legacy Project requests that everyone in attendance bring a non-perishable food item which will be donated to charity. There will be approximately 600 people in attendance, and we are excited about the footprint this could potentially make. Each university can earn up to 25 additional points towards the Collegiate World Cup of Sales by making a donation. See the Competitors Guide for details.