First Annual U.S. Steel Sales Challenge

From Dr. Dean Manna:

The First Annual U.S. Steel Sales Challenge, sponsored by the Center for Sales Excellence at 

Robert Morris University and U.S. Steel was held on Friday, February 28, 2020

The First Annual US Steel Sales Challenge was a one-day, two-round sales role-play competition open to undergraduate students from universities in the region. The schools that participated in the challenge were Robert Morris University, The University of Dayton, Slippery Rock University, and West Virginia University. There were 12 students who participated in this challenge 

The students played the role of a sales professional in this tournament-style competition and competed for monetary prizes. They played the role of a sales representative from U.S. Steel selling steel to a potential customer. All registered students competed in Round 1 using the Round 1 role play scenario as a guide. Groups of 6 students were assigned to each role-play room and had 15 minutes to role-play. The top scoring student from each role-play room moved on to Round 2 using Round 2 role play scenario as a guide and again had 20 minutes to role-play.

The challenge was held in Massey Hall.

Scenario of round one role-play was to develop an effective introduction, understanding the situation, identifying the problems, examining the consequences of the problems, discovering what their needs are, and closing with getting a second appointment.

Scenario of round two role-play was to provide a review of what needs were discovered in role-play one, to provide the solutions to the buyer’s problems, handle objections and close the sale. 

It was a very successful event and we plan to schedule this event next Spring of 2021