The pressure is on this weekend as 46 college students compete to be the next top salesperson at the Russ Berrie Institute for Professional Sales' first National Sales Challenge at William Paterson University in Wayne.
At stake are lucrative sales trainee jobs at companies such as oil giant Hess Corp., where salespeople can earn between $40,000 and $60,000 in their first year.
Students came from 18 colleges and universities across the country to participate in the three-day event that began Thursday. Corporate executives and professors of similar programs at other colleges judged the students on how well they handle real-life sales challenges.
The institute, established in 2002, was the brainchild of Russ Berrie, late founder of the Oakland-based toy and gift company Russ Berrie and Co.
The philanthropist also supplied the financing.
Students were judged on three events: a revolving sales call that required students to sell themselves to potential employers in two-minute intervals; an in-basket sales exercise that tested how well they juggled issues; and a 15-minute sales presentation.
Stu Hankin, vice president-industrial and commercial sales for Hess, was looking to hire as many as five people whom he says will make between $40,000 to $60,000. His company already hired a Russ Berrie graduate who is now an account manager, a job that pays up to $90,000 a year, Hankin said.
The characteristics he was looking for were high energy, enthusiasm and someone who can negotiate with a customer.
"[I was] pretty impressed," he said.
Saddle Brook resident Mike Glowacki, 23, a senior at William Paterson, believes the Russ Berrie sales program is worth the tuition that he's paying himself. To pay for school, Glowacki is working at UBS, a wealth management firm in Weehawken.
One thing he learned from the sales competition? "Preparation is everything," he said.
Companies spent as much as $25,000 to sponsor a student for the sales competition. In return, the businesses get to judge, observe and recruit, and are entitled to free advertising.
Robert Peterson, chairman and associate professor in the Department of Professional Sales for the Christos M. Cotsakos College of Business at the university, said companies are looking to the program to replace their aging sales force.
"The whole reason the Russ Berrie concept is working is that corporations are in desperate need for the next-generation sales force," he said.
An overall winner will be announced Saturday and will get a one-week vacation compliments of sponsor Marriott Vacations Club International.
Copyright © 2007 North Jersey Media Group Inc. Reprinted with Permission.