Competition Objectives
- Develop and refine your telephone and video conferencing communication skills.
- Gain practical experience in appointment setting and conducting needs assessment calls.
Competition Sponsor
Competition sponsored by Insight Global
- Insight Global – About Us
- Insight Global – Connect on LinkedIN
- Insight Global – FAQs
- Insight Global – Careers
Competition Process
- Sign up before September 27, 2024
- Once sign up is closed, AMA will verify participants and further instructions will follow with further details.
Entry Requirements
- Open exclusively to undergraduate student members from schools with an active AMA Collegiate Chapter in good standing.
- Note: This competition will allow multiple participants from each chapter based on capacity. All student participants will be notified if they secured a competition spot after sign ups close.
Round Details
Round 1
Round 1 is an appointment-setting call with the goal of securing agreement for a follow-up conversation (3-minute call). Approximately 10-15% will advance to the Final Round.
Finals
The Finals is a discovery call conducted via Zoom in which students conduct a Needs Assessment with the end goal being to secure a final meeting to close the deal (maximum 10 minutes). In the Finals, students will review what they had learned from the earlier meeting and will try to obtain a verbal commitment and agreement to a closing meeting. The Finals will be conducted via Zoom.
The Finals Scenario will be emailed to students moving on to the final round.
Round Dates
Time slots for each round will be assigned after sign-up closes.
- Round 1: October 14 – 18, 2024
- Final Round: November 11 – 15, 2024
- Final Round Scenario – will be shared via email with participants that are selected to move on to finals.
How is the Competition Judged?
Round 1 will be a 3-Minute Call and will be judged using the following criteria:
Round 1
10% Approach (up to 10 Points Max):
- Effectively gains attention, professional intro and builds rapport.
40% Needs ID & Value Prop (up to 40 Points Max):
- Challenges with hiring 60 new IT professionals and brief value preview.
10% Objection Handling (up to 10 Points Max):
- Overcoming resistance and composure.
30% Communication Effectiveness (up to 30 Points Max):
- Pacing, articulate, concise, compelling and urgency.
10% Close (up to 10 Points Max):
- Persuasive in presenting a reason for the discovery meeting.
Final Round will be a Discovery Call (Zoom Meeting) and will be judged using the following criteria:
Final Round
10% Approach (up to 10 Points Max)
- Professional Introduction
- Builds rapport
- Sets agenda and smooth transition to Needs Identification/Discovery
45% Needs Identification/Discovery (up to 45 Points Max)
- Determines decision process (e.g. decision criteria, people involved, timing/budget issues)
- Effectively determined relevant facts about company and/or buyer
- Effective gained an understanding of the prospect’s problems, challenges, and/or goals
- Asked effective questions that brought to the buyers’ attention what happens to the company or the buyer when the problems continue or if the issue is resolved (to help the buyer see the value of a solution)
- Gained a pre-commitment to consider the product/service and smooth transition to presentation
10% Presentation (up to 10 Points Max)
- Brief overview of the company and potential solution to build credibility to gain the closing appointment
- Impactful and memorable value proposition that ties in the value of the solution to the unique needs of the client
15% Handling Objections (up to 15 Points Max)
- Initially gain better understanding of objection (clarify)
- Effectively answers objection
- Ensures the concern has been addressed
15% Close (up to 15 Points Max)
- Persuasively asks for appropriate commitment from the buyer
- Emphasize value and/or urgency
5% Professional Communication and Overall (up to 5 Points Max)
- Effective verbal speaking skills (appropriate grammar and English, minimum “ums,” “likes,” “you knows,” etc. and minimizes abstract language without explanation: “great,” “super,” “awesome,” etc.)
- Effective listening skills (active listening; restates, rephrases, clarifies, probes for better understanding, etc.)
- Appropriate non-verbal communication (eye contact, posture, appropriate attire)
- A flowing conversation rather than a scripted role-play
- Clearly knowledgeable/credible about product, industry and business in general
- Enthusiasm and confidence
Competition Prize
This competition will award the following placements:
- 1st Place – $150 and certificate (1 will be awarded)
- 2nd Place – $125 and certificate (1 will be awarded)
- 3rd Place – $100 and certificate (1 will be awarded)
- 4th Place – $75 and certificate (1 will be awarded)
- 5th Place – $50 and certificate (1 will be awarded)
FAQs
Can a chapter have more than one student participate?
This competition will allow multiple participants from each chapter based on capacity.
What should I wear for the competition?
Students who advance to Finals will be participating in a Zoom Call and we encourage everyone to look their best. Business Casual attire and dress to impress!