Students deliver the perfect pitch at annual sales tournament

Jennifer Elias, a recruiter at Carnival Corp., watched as FIU Sales student Melanie Crespillo pitched an advertising spot to the owner of a family-run furniture store looking to expand in South Florida. The owner’s objective: get a competitive edge over business rivals.

Crespillo’s pitch explained how advertising could be targeted geographically and demographically on channels watched by millennials residing downtown and in other urban areas.

Elias’ take on her pitch? “I’d hire her in a minute.”

“She had a take-charge disposition. She was very impressive,” Elias said. “She covered it all quickly and assertively closed with a follow-up meeting.”

Elias was one of many professionals to serve as judges at the 2017 Panther Sales Tournament, where College of Business students sharpened their negotiation skills and product pitches by selling an advertising contract on Comcast Spotlight, which provides TV and digital video advertising solutions to local and regional businesses.

During the 15-minute in-person meeting, students showcased Comcast Spotlight and the benefits of advertising on their platform. They were also challenged to build a rapport with the buyer; highlight audience and dollar value; address any questions or objections; and secure a follow-up meeting to seal the deal.

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