The role-play competition runs simultaneously with the sales management case competition so individual competitors may only compete in one event.
Rules and Procedure – See the “Competitor’s and Coaches Guide” document at this link for eligibility and full rules. Final competitor schedule will be released approximately October 1, or sooner if all 80 university role-play slots are filled.
The role-play product for ICSC 2022 is DLL Floor Planning. This year the entire role-play competition is based upon a potential sale to Galati Yachts . Download the 2022 Role-Play Round 1 and Wild-Card Scenario here.
Round 1A, and 1B– Needs Identification sales meeting.
Click here for the judging metric used for this and the wild-card rounds
Wild-Card Round WC-A and WC–B Needs Identification sales meeting (repeat of round 1, Thursday (15 minutes)
After the last wild-card competitor completes their role-play a level-setting document will be released indicating what really occurred in this first needs-ID meeting.
Round 2 – Sales meeting to a second “Influencer” (20 minute) to further define the needs and the path to a commitment.
Round 3 – Sales meeting with the technical and possibly final decision maker (Friday 20 minutes). Click here for the judging metric for rounds 2 and 3.
Round 4 – Saturday (final facts handed to each finalist 20 minutes before their scheduled role-play time. This is a true “Closing” sales call, and may involve a final financial decision maker or require solution to a problem that arose based on a final decision in round 3 (20 minutes).
Click here for the judging metric for round 4
At the end of each round (Wild-card, round 2 and round 3), a document will be released which summarizes the facts that should have been uncovered in that round. This will allow all competitors moving on to the next round to start from the exact same position.
Prizes:
- ICSC Champion – $2,500 student prize and a $1,000 honorarium to the faculty coach. The student will also receive a Tom James suit.
- 1st Runner-up – $1,000 student prize and a $500 honorarium to the faculty coach. In addition, the student will receive a Tom James sport jacket.
- 2nd Runner-up – $500 student prize and a $250 honorarium to the faculty coach. In addition, the student will receive a Tom James custom pant and custom shirt.
- 3rd Runner-up – $500 student prize and a $250 honorarium to the faculty coach. In addition, the student will receive a couple of Tom James custom shirts.
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.
| Round 1 | ||
| Individual Position From Each Room | Points | Next Round |
| First | 100 | Round 2 |
| Second | 75 | Round 2 |
| Third | 50 | Wildcard |
| Fourth | 40 | Wildcard |
| Fifth | 30 | Wildcard |
| Sixth | 20 | Wildcard |
| Seventh | 10 | Wildcard |
| Eighth | 0 | Wildcard |
| Wildcard | ||
| Individual Position From Each Room | Points | Next Round |
| First | 25 | Round 2 |
| Second | 20 | Eliminated |
| Third | 15 | Eliminated |
| Fourth | 10 | Eliminated |
| Fifth | 5 | Eliminated |
| Sixth | 0 | Eliminated |
| Team Bonus Points: + 3 to team if both team members advance to Quarter Finals | ||
| Round 2 | ||
| Individual Position From Each Room | Points | Next Round |
| First | 100 | Round 3 |
| Second | 75 | Round 3 |
| Third | 50 | Eliminated |
| Fourth | 40 | Eliminated |
| Fifth | 30 | Eliminated |
| Sixth | 20 | Eliminated |
| Seventh | 10 | Eliminated |
| Team Bonus Points: + 4 to team if both team members advance to Semi Finals | ||
| Round 3 | ||
| Individual Position From Each Room | Points | Next Round |
| First | 100 | Round 4 |
| Second | 75 | Eliminated |
| Third | 50 | Eliminated |
| Fourth | 40 | Eliminated |
| Team Bonus Points: + 5 to team if both team members advance to Championship | ||
| Round 4 – Finals | ||
| Individual Position | Points | Status |
| First | 100 | Champion |
| Second | 75 | 1st Runner-Up |
| Third | 50 | 2nd Runner-Up |
| Fourth | 40 | 3rd Runner-Up |
| Note: Points Penalty: A 10 point penalty will be levied for each infraction against the university whose faculty/coach does not report for their respective assigned judging assignments and on time. | ||