Sales Management Simulation (SMS)

The Sales Management Simulation (SMS) by Wessex is a realistic and challenging simulation of the decisions a regional or national sales manager might make. In this part of the ICSC competition, universities with compete with 4 other universities in a “flight” and the two universities who have the highest point total for their flight will move on to the sales management case event at ICSC.

An invite to register for this pre-event is sent first to the top 50 from 2019 and then to other universities as part of their invite to ICSC 2020.   That email address will receive an invitation to create an account and a code which covers payment (correct you pay nothing – you use the code for payment.) This is your SMS “Decision-Maker”. NOTE: the students involved in the SMS do not need to be those participating in the on-site sales management case event if your university qualifies. As soon as this email is received, create the account and be ready to submit the first set of decisions. All universities competing in this event MUST have their decision-maker registered by noon on March 1, 2020.  Here is a link to the instructions to create the “Decision-makers” account.

The competition will last for two simulated years with a total of 8 sets of decisions, one each quarter. Decisions will be due by 6 PM EDT on the following dates:

  1. Quarter 1 – Wednesday, April 1, 2020
  2. Quarter 2 – Monday, April 6, 2020
  3. Quarter 3 – Wednesday April 8, 2020
  4. Quarter 4 – Monday, April 13, 2020
  5. Quarter 5 – Wednesday, April 15, 2020
  6. Quarter 6 – Monday April 20, 2020
  7. Quarter 7 – Wednesday, April 22, 2020
  8. Quarter 8 – Monday, April 27, 2020

Results from each quarter’s decisions are available by 8 PM EDT on the submission date.

All final results will be published on Wednesday April 29, before 12 noon and will note the universities moving on to the sales management case event. We request that all winning universities  book flights for their on-site (in November) sales management case competitors at least by October 1, 2020  to meet the cost saving restrictions for airline flights.

How points are awarded to each team in each flight at the end of the 8 quarters.

Individual Position From Each Flight Profit Points Market Share Points  
First 300 100  
Second 220 80  
Third 150 50  
Fourth 120 40  
Fifth 90 30  

The top two sum of the highest  profit points plus Market share points determines which universities will compete in the Sales Management Case event in Orlando.

We request that all winning universities chose their sales management case competitors and  book flights by October 1, 2020 to meet the cost saving restrictions for airline flights.

Link to training material