Kansas State University

Nancarrow places first overall at Northeast Intercollegiate Sales Competition

Submitted by Brent Fritzemeier

The Kansas State University Sales Team competed in the virtual Northeast Intercollegiate Sales Competition hosted Nov. 5-7 by Bryant University. The competition had 24 universities and 168 competitors and is designed to offer a tournament-style sales competition with individualized feedback and coaching. Students competed in both speed selling and role-play events.

The K-State Sales Team had five students compete in the competition: Lydia Johnson, sophomore in professional strategic selling, Prior Lake, Minnesota; Kara Krannawitter, senior in professional strategic selling and marketing, Lawrence; Stacia Mendoza, sophomore in business administration pre-professional, Lenexa; Cecilia Nancarrow, senior in professional strategic selling, Overland Park; and Benjamin Rauth, senior in professional strategic selling, Kansas City, Missouri. Katie Horton, senior in marketing and professional strategic selling, Overland Park, served as the student coach.

The team competed against students from other universities in multiple events. During the role-play, the students are evaluated on their approach and rapport, needs identification, presentation, handling of objections, closing and communications skills. The K-State Sales Team was recognized for its efforts, tying for the second-place team in the sales competition. In the individual role-play scenario sales competition, Nancarrow placed first. Johnson, Krannawitter, Mendoza and Rauth advanced to semifinals placing in the top 48 but did not advance to finals.

During the speed selling, students had to prepare and practice a 60-second introductory elevator pitch as to why a company should hire them. In the speed selling event, both Johnson and Krannawitter were finalists placing in the top 22 students.

"I'm extremely proud of the efforts put forth by all five individuals," said Kellie Jackson, managing director of the National Strategic Selling Institute and sales team coach. "To have representation in the finals for both speed selling and the role-play events is a great accomplishment. It is great to have peer coaches like Katie Horton to help prepare the students for these events while helping develop their sales skills." 

The K-State Sales Team is in the College of Business Administration's National Strategic Selling Institute, which has been named one of the top sales programs in the country for nine straight years by the Sales Education Foundation. The team consists of students who are enrolled in the certificate or major in professional strategic selling. In fall 2018, K-State became just the 19th university in the U.S. to offer a major in professional strategic selling. Students can also earn a certificate in professional strategic selling, which is open to all majors at the university. The professional strategic selling program introduces students to the fundamentals of sales and through the innovative curriculum and sales labs allows students to develop the skills needed to be successful.

The K-State Sales Team will be competing in several competitions throughout the school year across the country. For more information on the National Strategic Selling Institute or the K-State Sales Team, please contact kstatesalesprogram@k-state.edu.