Date of Defense


Date of Graduation




First Advisor

Stephen Newell

Second Advisor

Kelly O'Reilly

Third Advisor

Mimi Coleman


The following report aims to analyze the process that is involved in competing in the International Collegiate Sales Competition. There will be an overview of the selection process and the competition itself and an analysis of the overall performance at the competition. In addition, there will also be an overview of lessons learned by competing along with general suggestions to future competitors and competition coordinators.

Before examining the details of the competition, this thesis will address the Sales and Business Marketing program at Western Michigan University. In addition, there will be models referenced within Western Michigan University’s sales program that will be explained further as they appear. Furthermore, there is an Appendix included within this thesis that will be mentioned throughout the report.

Access Setting

Honors Thesis-Open Access