Students excel at national competition

Over the weekend of February 20-22, Alex Blenden, a junior Marketing major, and Rene Ayala, a sophomore Finance and Accounting double major, gained direct experience in the art and science of sales—thinking on their feet to advocate effectively for a product or service. They traveled to Toledo, Ohio, with their coach, Director of the Center for Professional Sales Richard Tate, to take part in the University of Toledo Invitational Sales Competition (UTISC).

The event is unique in that it restricts participation to second- and third-year students; seniors are not eligible. A total of 38 universities participated in this year’s UTISC. 

“This event opens the door,” said Tate, “for younger sales students to get involved and gain experience that will benefit them as seniors in the larger intercollegiate competitions.”

The format for the event was that of a 15-minute sales-call, with International Paper—a member of the Fortune 300—serving as the corporate host. Competitors developed and delivered sales pitches to industry professionals acting as "buyers."

Blenden and Ayala collaborated closely to refine their call plans, with both taking part in the first round of calls. Blenden advanced to the second round, ultimately securing third place among the third-year students with whom he was grouped.

”Nothing accelerates learning like competition,” said Blenden, reflecting back on the experience. “UTISC pushed me to adapt under pressure and refine my approach in real time.”

He added that, “You can study sales all day, but once you're in a competitive roleplay, up against the clock, you realize how much every detail matters. That kind of experience stays with you!"

Ayala described the Toledo event as “an unforgettable experience,” and says it provided him with “a chance to put into practice everything I’ve learned.”

With the competition already under way, the JMU team had an impromptu encounter with John McGrinder (‘22), a Marketing alumnus now employed by Gartner, the global technology consulting and advisory firm. Himself a former UTISC competitor, McGrinder was generous in assisting Blenden and Ayala with their preparation.

“We look forward to having these students continue to represent our sales program in future competitions,” said Tate. “Thanks to their strong performance at this year’s UTISC, we have already secured an invitation to next year’s event—setting the stage for continued success.”