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 90 university role-play slots are filled.
The role-play product for ICSC 2019, 2020 and 2021 is ReliaQuest. This year the entire role-play competition is based upon a potential sale to Virgin Voyages, a luxury cruise ship line.
It all started with an online inquiry from the CSO of Virgin Voyages, Steve Worling, who had downloaded a Reliaquest whitepaper about GreyMatter. See the Warm Call link for details.
After the last competitor completes the warm call, a document will be released which provides the detail of that telephone call and is the starting point for Round 1
Round 1A, and 1B– Needs Identification sales meeting based upon information acquired in the Warm Call – Thursday (15 minutes).
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 to the initial contact, 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. PLUS for 2021, a cruise for two aboard the Virgin Voyages, Scarlet Lady.
- 1st Runner-up – $1,000 student prize and a $500 honorarium to the faculty coach. In addition., the student will receive Tom James clothing.
- 2nd and 3rd Runner-up – Each student receives $500 and Tom James clothing. $250 honorarium to each faculty coach.
- Rookie of the Year – $250 to each competitor from the top scoring rookie school.
The Collegiate World Cup of Sales
The former ‘University Role-play Champion Cup’ is now replaced by the all around “World Cup” Champion. 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 | Quarter-Final |
| Second | 75 | Quarter – Final |
| 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 | Quarter-Final |
| 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 | ||
| Quarter Final | ||
| Individual Position From Each Room | Points | Next Round |
| First | 100 | Advance to Semi-Final Round |
| Second | 75 | Advance to Semi-Final Round |
| 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 | ||
| Semi-Finals | ||
| Individual Position From Each Room | Points | Next Round |
| First | 100 | Advance to Final Round! |
| Second | 75 | Eliminated |
| Third | 50 | Eliminated |
| Fourth | 40 | Eliminated |
| Team Bonus Points: + 5 to team if both team members advance to Championship | ||
| Championship | ||
| 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. | ||