MIDDLETOWN, Pa. — Leading up to the recent Penn State Harrisburg Sales Competition, sponsored by D&H Distributing, student Justin D. Henson prepped whenever he could between classes — making sure he knew the product he was going to try to sell during the case competition and developing a script he could use to establish a relationship with the potential client.
“It’s a great opportunity to put yourself out there,” said Henson, who is studying to earn a bachelor’s degree in marketing and a master of business administration through Penn State Harrisburg’s integrated undergraduate/graduate program.
He’s traveled to other schools to compete in sales competitions previously, and he said having a competition at the Harrisburg campus was a great experience for students.
“I think it was a perfect opportunity for me to learn how to sell myself to companies and also meet new like-minded connections from different universities,” he said, adding that it allowed him to practice his selling skills in front of professionals who work in the field. “The advice I received showed me that all I really needed was practice, and from the practice, I can make selling a perfection.”
Students from Penn State Harrisburg and five other colleges put their sales skills to the test on Oct. 13 and 14 at the inaugural sales competition hosted by the School of Business Administration.
“The School of Business Administration is committed to providing students with hands-on experiences, and this sales competition is a prime example,” said Angappa Gunasekaran, director of the school. “It also serves as an excellent platform for networking and relationship development among students, faculty and local employers.”
Darrell Bartholomew, associate professor of marketing at Penn State Harrisburg, developed the competition after helping students compete at other schools for years and hearing their desire to have such an event on their own campus.
Through the competition, the college has formed educational partnerships with regional companies, which Bartholomew said he hopes will help Penn State Harrisburg grow as a regional resource for sales training and education.
“We all made some good memories and connections with students and faculty from the region who have also have an interest in professional selling,” Bartholomew said. “I wouldn’t have been able to put on this event without the help and support of our local business community, which provided judges, buyers and career fair booths, as well as support from the college.”