November 11, 2006
Selling Their StrengthsWayne- Raymond Katinsky pulled out all the stops Friday, trying to close the deal on a Web-based product with a wary, prospective buyer.
Dressed in a suit, the William Paterson University student came prepared with quick answers to troublesome questions posed by a faux company executive scrutinizing him from behind a desk. Katinsky was rewarded for poise under pressure, placing him first in the championship round of “role-play selling” a contest going on all week at the Russ Berrie Institute for Professional Sales, a part of WPU’s business college.
On Monday, about 80 “professional sales” students began the grueling competition. On Friday, it took more than an hour for the four finalists to deliver their spiels. At an evening dinner, Katinsky as honored for his “ability to open a conversation, present information, provide solutions and gain a commitment.” That wasn’t all. The students also took part in mock job interviews, trying to sell themselves in two minutes to prospective employers played by area businesspeople and WPU staff.
Finalists in Friday afternoon’s role plays were observed giving their 15-minute pitches via remote broadcast to professors, sales professionals and fellow students all watching on wide screen at a nearby auditorium. Each misstep in a presentation was greeted with groans and hearty laughter.
