Sales Management Simulation (SMS)

ICSC 2020 SMS Final Result click here

The Sales Management Simulation (SMS) by Wessex is a realistic and challenging simulation of the decisions a regional or national sales manager might make. In this part of the ICSC competition, universities with compete with 5 or 6 other universities in a “flight” and the three universities who have the highest point total for their flight will move on to the sales management case event at ICSC.


Starting from Quarter 6, the ONE SINGLE team (university) who has the greatest percentage increase in TOTAL profit between quarter 6 and quarter 8 will be invited (in addition to the 33 – see below) to the ICSC Sales Management Case event in Orlando.  THIS IS NOT PER INDUSTRY – IT IS ONE TEAM FROM AMONG ALL 53 COMPETING UNIVERSITIES

An invite to register for this pre-event is sent to all universities registered for ICSC 2021 as of February 26 2021.   That email address will receive an invitation to create an account and a code which covers payment (correct you pay nothing – you use the code for payment.) This is your SMS “Decision-Maker”. NOTE: the students involved in the SMS do not need to be those participating in the on-site sales management case event if your university qualifies. As soon as this email is received, create the account and be ready to submit the first set of decisions. All universities competing in this event MUST have their decision-maker registered by noon on March 15, 2021.  Here is a link to the instructions to create the “Decision-makers” account.

SPECIAL NOTE – In 2020 six universities dropped out of the SMS competition prematurely which created an imbalance in some flights. Any university which participates in the SMS but fails to complete all 8 decision cycles will be removed from ICSC and their registration fee refunded.

The competition will last for two simulated years with a total of 8 sets of decisions, one each quarter. Decisions will be due by 6 PM EASTERN STANDARD TIME on the following dates:

  1. Quarter 1 – Wednesday, March 31, 2021
  2. Quarter 2 – Monday, April 5, 2021
  3. Quarter 3 – Wednesday April 7, 2021
  4. Quarter 4 – Monday, April 12, 2021
  5. Quarter 5 – Wednesday, April 14, 2021
  6. Quarter 6 – Monday April 19, 2021
  7. Quarter 7 – Wednesday, April 21, 2021
  8. Quarter 8 – Monday, April 26, 2021

Results from each quarter’s decisions are available by 8 PM EDT on the submission date.

All final results will be published on Wednesday April 28, before 12 noon and will note the universities moving on to the sales management case event. We request that all winning universities  book flights for their on-site (in November) sales management case competitors at least by October 1, 2021 to meet the cost saving restrictions for airline flights.

How points are awarded to each team in each flight at the end of the 8 quarters.

Sales Management Simulation
Individual Position from Each Flight Profit Points Market Share Points  
First 300 100  
Second 220 80  
Third 150 50  
Fourth 120 40  
Fifth 90 30  
Sixth 60 20  

The top three sum of the highest  profit points plus Market share points determines which universities will compete in the Sales Management Case event.

We request that all winning universities chose their sales management case competitors and  book flights by October 1, 2021 to meet the cost saving restrictions for airline flights.

Link to training material


Florida State University Sales Institute