Outbound Sales Competition

The AMA Western Regional Conference Outbound Sales Competition is an event that brings together top students to work on a real-world B2B strategy, submitted by the professional salesperson. The Professional Salesperson provides a detailed B2B problem and is looking to gain the perspective of AMA students. Students will develop an individual pitch in this competition.

This competition takes place at the annual AMA Western Regional Conference

• Applicants can register for this competition starting at the opening of ticket sales for WRC, and registration will end Thursday, October 22nd @ 11:59 pm.

• You will compete for the competition in a zoom breakout session for 10 minutes on Oct 25th @ 9:00 am - 10:30 am.

Each participant will have 10 minutes to pitch. Good luck!

ELIGIBILITY:

The AMA Western Regional Conference Outbound Sales Competition is open to all participants of WRC who have paid for an “Exclusive Access” ticket for the event.

Registration deadline: Thursday, October 22nd @ 11:59

Late registration will not be allowed!!

Introduction

You are a newly hired Outside Sales Representative at a startup company called Simply Soft Masks. You have just finished your two-week training course on B2B sales to help drive the sales of PPE equipment in the form of masks to companies with a minimum of 2000 employees. During your time in training, you have learned that most companies have already purchased their mask solutions from elsewhere.

Scenario

The United States is 6 months into a nationwide shutdown due to COVID-19. Most of the companies in the U.S. have already purchased their mask solution in order to continue their operations. Simply Soft Masks has already provided mask solutions to companies such as Boeing, Lockheed Martin, Viacom, Costco, and CARMAX. After doing research into what other companies mask solutions are, you have learned that in most scenarios, your masks are a superior product. In most cases, you can save companies money by reducing their costs on PPE, as well as increase their employee satisfaction due to the comfortability of masks that Simply Soft Masks provides. Your main objective is to provide them with samples to prove to them that the masks that Simply Soft Masks sells are the best solution for companies on the market. From there, you will close the sale by scheduling a follow-up call for when they have received your samples in order to sell them on why they should pick Simply Soft Masks as their new solution.

Background

Boeing had purchased their mask solution from Simply Soft Masks after they put Simply Soft Masks against 12 different competitors. Boeing did rigorous testing of masks and chose Simply Soft Masks because not only do they exceed the WHO and CDC guidelines, but they were the most comfortable for all-day use for their employees to wear. In the end, this would increase their employee satisfaction and save them money in the long run because Simply Soft Masks are washable (guaranteed up to 50 washes) and form-fitting (so employees will not spend additional time adjusting their masks).

Assignment

You will have 10 minutes to conduct a B2B sales call to convince Bill, the COO of Public Storage, to receive a sample of your masks. From there, you will close the sale by setting up a follow-up call for when they receive the masks.

Things to consider

• Simply Soft Masks has been proven to be superior to the competition

• Most Companies have already purchased masks

• Simply Soft Masks exceed the CDC and WHO guidelines

• Most of the competitions masks may not exceed the CDC and WHO guidelines

• Pricing

Mask Guidelines

CDC Mask Guidelines:

https://www.cdc.gov/coronavirus/2019-ncov/prevent-getting-sick/cloth-face-cover-guidance.html

WHO Mask Guidelines:

https://www.who.int/emergencies/diseases/novel-coronavirus-2019/advice-for-public/when-and-how-to-use-masks