November 13, 2006

Ray Katinsky, 23, captain of the William Paterson University hockey team, is used to facing off against his fellow students. But last week’s Sales Challenge Week at the Russ Berrie Institute for Professional Sales was a whole new game for him. Katinsky and 72 other sales students took part in a series of mock interviews and role-playing sessions with experienced sales professionals who came to introduce them to the real world of selling.

The students were critiqued and judged by experts from the state and region who volunteered time to gibe some up- and –comers a taste of what they could expect outside of the classroom. “It’s been a little nerve wracking. “ Katinsky said. “We’ve gone against our peers in every role-play we’ve done (thus far), so going in with a seasoned professional is obviously more nerve-wracking.”

For two weeks prior and during the run of the event, students had to be prepared to give and eric companies are always trying to expand this. In this case, I think it’s a fair construction of (section 271(e)(1) of the act). I don’t think anyone has gone beyond the boundaries on-demand two- minute sales pitch about themselves to any faculty member whose path they crossed. While the experience stirred more than a few butterflies, the drilling helped students steel themselves to the intensity of the sales world.

“It’s a been a little rough, but I’ve been looking forward to this,” said Katinsky. “I have a little more work to do on speed selling and the mock interview, but the role-playing I have been preparing for the most has a pretty well-laid- out plan. I have prepared for a couple of curve balls they might throw me, so I feel very confident.”

He also sees the experience as an opportunity to cultivate contacts that could lead to a job or future business with visiting executives. Katinsky is due to graduate in Fall 2007 with a bachelor’s degree in professional sales.

The Russ Berrie Institute at the Christos M. Cotsakos College of Business was created through funding from the late Russell Berrie and Co. in Oakland. The school offers classes on sales for students majoring in professional sales as well as for those who simply have an interest in the field.

This was the First Sales Challenge Week hosted by the school; plans are under way to make it an annual event. While only students from William Paterson participated this time, next fall the institute hopes to open it to students from across the country.

“We’ll be going out looking for sponsors to help defray the cost,” said David A. Reid, chair of the department of professional sales.

The event began with workshops and panel discussions on job hunting including interviewing skills and resume writing. There was instruction on the art of selling, including the different types of selling jobs, handling rejection and closing the deal. “We decided to put together and event spanning five days that would allow them to hone their skills and interact with business people,” said Reid. “We have approximately 30 Executives working with us.” Participating speakers included Keith Schneider, executive vice president of sales with Russ Berrie, and Alan Verdun of News America. Panelists and sessions participants included sales pros from New York Life, Hess, Valley National Bank and Marriot Vacations. For these participants the event offered a chance to appraise a crop of potential future hires.

“If you think about how much it costs a company to hire someone, to put the advertisements out there, it’s very, very difficult,” said Reid. “The cost of hiring a salesperson might be somewhere around 30,000.” During the week, sales classes were suspended to give students time to prepare for their sessions. In some of these, the executives played the role of potential buyers for Salesforce.com software the students were attempting to sell. Students also got a chance to see what their first job interview might be like in mock interviews. The professionals gave students feedback on their performance and on the areas they need to improve upon and sessions were taped for later review. The institute uses its video-monitoring capabilities during normal class weeks to record sessions, saving the best for use as a sort of video resume for use by students when approaching potential employers.

 The Challenge came to a close Friday with a role-playing championship and a speed-selling marathon where students made a good on the weeks of grilling by the faculty. “We’re going to have six executives lined up at the tables and the students will have to go down that table and tell them within two minutes why they should be hired,” said Reid.

Eighteen firms were invited to attend Friday’s speed-selling competition. Based on their role-playing sessions during the week, three students finalists were chosen to compete in a championship Friday afternoon with the winner receiving plaques and stuffed animals for Russ Berrie. “Marriott wants to invite one of the top award winners down to a meeting in Florida at one of their resorts.” said Reid. The names of the finalists and the winner of the role-playing competition can be found online today at NJBIZ.COM.