Case Format and Rules

A team of two competitors from each university that qualified in the Sales Management Simulation pre-event are invited to ICSC to compete in the Sales Management Case Competition.

The case competition is the only one of its kind, focusing specifically on issues related to managing a professional sales force. See this year’s case document for a description of the case and the featured company.

Please keep in mind that the company is a real company but the issues to be addressed in the case have been created solely for the case competition.

The ICSC 2019 company for the sales management case is Citrix.

While the actual case won’t be handed out until the competition, it might be helpful to know that past years’ cases have focused on some of the following issues:

  • Territory alignment
  • Opening new territories
  • Compensation issues
  • Merging of sales organizations when two companies merge
  • Introduction of a new product

To get an idea of what a typical ICSC case competition case looks like, click on the link below for the 2018 case which involved Cardinal Health

2018 Sales Management Case and Videos

Competition Format:

Presentations:  The deliverable from each team is a presentation to a group of executives. This presentation is to be made by the team and one or both of the case competitors can make the presentation.  It is up to the team to decide how best to make the presentation.  There are no guidelines for the presentation format in terms of number of slides, what areas should be covered in the presentation, etc.  The presentations are set for 25 minutes; up to 20 minutes of presentation with a minimum of 3-5 minutes for Q & A from the executive team.  Following this time, teams will be asked to quickly introduce themselves and to provide a resume to the judges. This take no more than 2-3 minutes.

Competitors check in 20 minutes before your round in the main building – Cayman.  All presentations will be due at the same time on Friday morning at 7:30 AM in the Cayman room in the main building so that no team gets extra time to work on their presentation while another team is presenting.

In the 1st round, there will be two groupings of presentations.  There will be 4 rooms with 5 teams presenting in each room and 2 rooms with 4 teams. There are a total of 28 teams competing.  The top team from each room (based on the presentation scoring and judges deliberation) will move on to round 2.  This is a team score not an individual score.  We will draw for the order of the presentations at the case competition meeting.

Coaching:  There is to be no coaching on the part of the faculty after the case has been handed out.  We will use the honor system for this rule.  However, teams can use whatever materials they would like in preparing for the case.  Each team will have Internet access while at the ICSC hotel.  Any points of clarification should be discussed directly with Pat Pallentino.  I will have my cell phone with me at all times and teams can call me with questions.  I will also check in on teams via email on Thursday afternoon to see if they have questions.

Round 2:  Round 2 is a Q&A round.  Judges will review the presentations of R1 winners and develop a set of additional questions that they will ask each team in a live format.  12 Teams will compete in this round.  The meeting is meant to last no more than 15 minutes.  The top 3 teams will move on to the Finals.  There will be no additional information added to the case for this round.  It is meant to simply be an extension of the Q&A session from the Prelims.

Final Round: The final round will be comprised of the Top 3 teams from Round 2 and is meant to be a bit of a surprise round.  The top teams from Round 2 will receive the addendum to the case on Friday evening and will have until Saturday morning to make the required adjustments to their plan and to prepare a new presentation.

Thanks again for supporting this event and please let me know if you have any questions.  Feel free to call me at 850-933-7267.

Key Times:
-Thursday @ 8:00 AM Case distributed in Convention Cener  – Caribbean III
Friday @ 7:30 am, Cayman Room (Main Building) – PowerPoint presentations are due to Pat Pallentino by delivering them in person on the flash drive that will be provided to each team.  ALL COMPETITORS MUST TURN THE PRESENTATION IN AT THIS TIME, REGARDLESS OF YOUR ACTUAL PRESENTATION TIME!!!
– Friday @ 7:40 am, Cayman Room – Round 1 grouping of teams report to holding room
– Friday @ 11:30am, Results of Prelim, Rd 1 will be released to all coaches/competitors via email
– Friday @ 2:00pm, Round 2 begin lasting 15-20 minutes each
– Friday@ 8:00pm, Finalists announced at Casino Night Party and extra case information presented to finalist teams.
-Saturday @ 7:30am – Final 3 teams report to Cayman Room to submit presentations for Finals and to draw for order…Final Round will begin at 8:00am.

-Overall winners announced Saturday at Awards Luncheon

Click here for the rubric for rounds 1 and 3

Click here for the rubric for round 2

Points earned towards the Collegiate World Cup of Sales for each team is as follows:

Sales Management Case
Round 1
Individual Position From Each room Points Go Case Round 2
First 150 Yes
Second 120 No
Third 80 No
Fourth 40 No
Sales Management Case Round 2
Individual Position From Each Room Points Go to Case Round 3
First 100 Yes
Second 80 No
Third 60 No
Fourth 10 No
Sales Management Case round 3
Individual Position Points  
First 150
Second 120
Third 80
Fourth 40