Sales students shine at Battle in Blacksburg competition

On March 28, Department of Marketing faculty members and sales-competition coaches Richard Tate and Steve Kozak led six sales students to Virginia Tech to compete in The Battle in Blacksburg, an intercollegiate sales competition. This regional event also attracted students from The Catholic University of America, Old Dominion University and Virginia Commonwealth University, resulting in a high-level match among members of the next generation of sales professionals.

Thirty students—six from each participating university—engaged in a rigorous three-round, 15-minute sales-call challenge, featuring a real-world sales scenario from CoStar Group’s real estate information services subsidiary, Homes.com. CoStar Group executives assumed the roles of buyers, while students acted as Homes.com account executives, pitching services to a fictional real estate brokerage firm president. Additional corporate representatives served as judges, providing valuable feedback throughout the two-day competition.

JMU was proudly represented by third-year students Kristen Pruitt, Alex Blenden, Morgan Balance, Sarah DaVia, Morgan Tribby and senior Chelsea Rae Crystal. Their exemplary professional selling skills were evident from the start—Blenden, Pruitt and Balance ranked among the top four competitors by the end of the first round, earning them spots in the next round of competition. Pruitt’s exceptional skills propelled her to the final round, where she secured an impressive third-place finish, earning a $500 scholarship award for her outstanding performance.

“The Battle in Blacksburg sales competition helped me grow both personally and professionally. I gained confidence, learned the value of teamwork and had the opportunity to network with other talented sales students. The competition also reinforced the importance of asking thoughtful questions to uncover client needs,” said Pruitt.

Balance expressed similar sentiments, saying, “This competition reinforced the fundamental importance of listening to understand rather than listening to respond. It also sharpened my ability to think on my feet and adapt to unexpected scenarios. The judges’ feedback provided valuable insights that will help me grow, and I made meaningful connections with like-minded peers who share my passion for sales.”

“This is a fantastic regional competition that not only connects our sales program with those of other top universities but also showcases the remarkable talent of our JMU sales students,” Tate said in praise of the event. “I’m especially proud of how our team supported and lifted each other up in preparation for this competition.”

The Battle in Blacksburg demonstrated the strength of JMU’s sales program, reinforcing its commitment to experiential learning and professional excellence.