Main Sponsor:



21st & 22nd March 2018
Starting Wednesday 3.00 pm


Edinburgh Napier University, Business School
Edinburgh, Scotland

Check out last years highly successful Scottish Open Sales Competition

The Aim of the Competition
What is it and why you should register:

Many people have to be able to sell effectively; selling ideas, selling business plans to partners or investors, influencing stakeholders, gaining commitment from others, identifying the needs of others, building professional relationships & trust. This event will be a very valuable experience not only for students interested in pursuing Sales & Marketing careers, but also Entrepreneurs, Engineers, Scientists, Accountants.


Student Sales Challenges

Hosted by Edinburgh Napier & Abertay Universities

There will be two separate challenges for each student participant

Sales Meeting Role-Plays:
Students will play the role of a Sales Executive and engage in 2 x 15-minute sales meeting role-plays with a new potential customer.

   1) An initial “exploration” meeting with the customer to identify business needs and issues, and later
   2) A follow-up meeting to present customer solutions in more detail and gain new business.

Each role-play will be evaluated and scored on various aspects of the sales meeting, including approach and overall communication effectiveness, as well as ability to gather information, identify needs, provide information, present solutions, resolve concerns, and gain commitments. (full details will be provided to students & tutors in advance of the event).

There will be two separate challenges for each student participant

Speed Selling:
Students create a two-minute sales pitch about themselves. Then each student meets individually with a recruiting executive and makes a two-minute pitch highlighting the reason he or she should be hired. A one-minute question and answer session follows; then, the student moves on to the next executive. Each Student will be provided with a number of opportunities to deliver their Sales pitch.

iConnect’s call and video capture platform means you can support your team no matter where they are. Our technology allows salespeople to record any sales interaction for self-review, analysis, feedback and coaching.

This event will have exclusive use of iConnect platform to learn to doing, recording, and reviewing your own sales calls.

video record your sales pitches, post them to your own workspace; share them with your sales coaches and reflect on how to improve your presence.

Learn about iConnect @iConnect_Learn

Edinburgh Napier University Business School

Craiglockhart Campus

219 Colinton Road

Edinburgh, EH14 1DJ

0131 455 4616

Get Directions

Wednesday 21st March 2018

3.00pm Registration

3.15pm Welcome & rules, judges & buyers briefing

4.00pm Speed Sell competition

6.00pm Canapes at Craiglockhart Campus

8.00pm Close

Thursday 22nd March 2018

There will be Table Talks organised throughout the day hosted by sponsors


8.00am8:00 am Judges Briefing and Competitors Breakfast
Sponsored by University Sales Centre Alliance

8.30amSales meeting 1 (needs identification)

12.00pmJudges meeting

12.30pmLunch and guest speaker

1.30pmSales meeting 2 (follow up)

4.30pmJudges meeting

5.00pmGala dinner and prize giving


Additional details

We are looking for up to 20 UK Universities to participate with undergraduate or postgraduate students from any discipline, and expect that business, marketing and/ or sales will be very keen. We are preparing documents for formal pre-attendance competitions to support university’s own pre-qualification student competitions. Students entrants need to be matriculated at time of competition.

At the beginning of January we will provide you with videos, PPTs, reading material, judging criteria and briefs and a firmed up itinerary.

Any questions should be directed to: or

Some Background Information:

This type of Sales Competition event has been running in many US universities for a number of years, with some events having 200 Student participants. Many employers are keen to sponsor these events to identify students with skills & competencies that can be further developed and to whom employment opportunities may be given. Students participating in these events have gone after graduation to well paid and meaningful jobs and careers within marketing and sales. Participation at these events has boosted students’ confidence levels, honed soft selling skills and enhanced students CVs considerably, making them more attractive to future employers.

The Organising Committee

Dr T. Douglas

Senior lecturer at Napier Uni, business coach & Chair of ISMM Scotland. He is passionate about the professionalization of ‘sales’.

Dr G. Mullholland

A senior lecturer & ‘business facing’ academic at Abertay Uni focussed on innovative CPD approaches such as work-based learning.

Colin Mackenzie

Dr Colin Mackenzie has business interests in retail, recruitment and property. He is also business consultant and is a visiting lecturer on leadership, sales and is module leader for ENU’s KPMG MSc in HRM.

Sandy McCurdy

Head Coach at The Sales Coach. Sandy is on a mission to make excellent selling skills a “must have” for UK businesses.

Peter Waggott

Founder & Executive Coach at Vertical Motives. His ambition is to fill the gap in the market for accredited sales qualifications.

Sponsors & Partners

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Main Sponsor:

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