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. 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 – Friday, September 20
  2. Quarter 2 – Monday, September 23
  3. Quarter 3 – Wednesday, September 25
  4. Quarter 4 – Friday, September 27
  5. Quarter 5 – Monday, September 30
  6. Quarter 6 – Tuesday, October 1
  7. Quarter 7 – Wednesday, October 2
  8. Quarter 8 – Thursday, October 3

Results from each quarter’s decisions are available by 7 PM EDT on the submission date.

All final results will be published on Friday, October 4, before 12 noon and will note the universities moving on to the sales management case event. We request that all winning universities immediately book flights for their sales management case competitors 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 FlightProfit PointsMarket Share PointsGo to Case Event
First300100Yes
Second22080Yes
Third15050No
Fourth12040No
Fifth9030No

We request that all winning universities immediately book flights for their sales management case competitors to meet the cost saving restrictions for airline flights.

Link to training material