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Varsity
Internship
Program by
MISSION STATEMENT
“Developing Service-Minded Leaders Since 1970”
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V.I.P.BENEFITS ___________________________________________________________
COLLEGE CREDIT
RESUME’
TRAVEL
CHALLENGE
MONEY
FUN
How would you like to earn 3 credit hours?
How would you like to gain experience and
skills that will separate you from your
competition?
How would you like to live and work in a
different part of the U.S.?
How would you like to get out on your own
and see what you can do?
How would you like to earn 2 or 3 times
what an average student earns?
How would you like to work in a program
designed exclusively for college students?
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UNIVERSITY of the Ozarks
In Cooperation With
VARSITY COMPANY
INTERNATIONAL
SUMMER SALES INTERNSHIP PROGRAM 5/19/2010
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SPECIAL NOTES ABOUT THE COLLEGE CREDIT PROGRAM
1. To enroll in the college credit program, there is a $120 non-refundable administrative fee. The tuition for the course is $300 (in addition to the administrative fee).
2. Tuition and fees of $420 are to be paid in full on or before date of registration, June 1st. 3. Students enrolled in specific programs enter U of O as special students. A special student is one who
is enrolled at another institution who desires to take a course or courses at U of O. Students are required to complete the attached abbreviated U of O Application for Admission form. If the student has earned a degree, official verification must be submitted.
4. Non-U of O students are required to include a current advisor’s copy of their transcript with
their name printed on it, along with the U of O abbreviated Application for Admission form. 5. The Varsity Company Summer Sales Internship Program, offered through U of O, is open to any
U of O student or any other student pursuing a four-year degree who meets the qualifications as noted in #2 through #4 above. The program is open to all students interested in developing selling, communications, persuasion, and personal skills.
6. Varsity interns are independent sales agents of the Varsity Company, and as such, do not
solicit funds for the University of the Ozarks. Any false representation on the part of an intern will result in an automatic “F” for the course.
7. The University of the Ozarks will mail grade cards no later than four weeks after the semester
officially ends, October 1st. That is, grade cards, along with a Transcript Request form, will be mailed to students on or before November 1st to the address provided on the U of O Application for Admission form - unless the contact information has been updated by the student.
To update contact information, email any address changes to the U of O Registrar’s Office at
[email protected] on or before October 1st.
Transcripts of University of the Ozarks credit will only be mailed to the address provided on the
Transcript Request form, which must bear the student’s signature. Please note: transcripts may
only be mailed if requested of the U of O Registrar by the student in writing.
Upon student’s written request (via submitting the Transcript Request form to the Registrar),
one official transcript will be sent free of charge. Additional transcripts may be purchased at
$5.00 each. The Registrar’s contact information is University of the Ozarks - Registrar’s Office,
415 North College Avenue, Clarksville, Arkansas 72830-2880.
To access the Transcript Request form on-line, go to www.ozarks.edu and click on “Current
Students”→ “Forms”→ “Transcript Request (Ozarks)”. Complete the Transcript Request form
and mail it to the address listed above or fax it to (479) 979-1476.
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8. College Offering Credit Hours: University of the Ozarks, 415 North College Avenue, Clarksville, AR 72830-2880, (479) 979-1203. The North Central Association of Colleges and Schools accredits the University of the Ozarks. Its Division of Business, Communications, and Government has the following degree programs accredited by the International Assembly for Collegiate Business Education (IACBE): Bachelor of Science degrees in Accounting, Business Education, General Business, Economics, Management/Administration, and Marketing. The National Council for the Accreditation of Teacher Education (NCATE) and the Arkansas Department of Education (ADE) also accredit the Business Education major.
9. College credit can only be granted within the calendar year in which it was earned. No hours can be
given for participation in the Varsity Company program in any previous year. The final paper must be typed in a Word document and emailed to Dr. Robert Hilton at [email protected] on or before September 15th.
The subject line of your email should read: “Varsity Final Paper”. Your formal name should be
included on the first line of your final paper followed by “Final Paper” (line 2), “Course” (line 3),
and “Date of Submission” (line 4).
10. Credit received is undergraduate credit.
11. All grades issued will be letter based on evaluation criteria described in the syllabus.
12. Non-U of O students may wish to check with their college academic advisor before paying fees to determine if transfer credits are accepted at the home institution. See refund policy below. Even if a school should decide not to let students use the credit as an elective, it will be impressive on a resume or in a personal file to show initiative was taken to earn credit hours in sales from an institution of higher learning other than one’s alma mater.
13. Student records (including grades and transcripts) will not be released to students with outstanding balances.
14. Refund policy. During a summer term, those who withdraw after a single class will be charged 50 percent of tuition. Thereafter, students will be charged full tuition. For this course, the first day of registration is considered June 1st. Thereafter, (June 2nd) students will be charged full tuition. No refunds will be given for miscellaneous expenses or administrative fees.
15. International students must supply the U of O International Studies Office with a legible copy of their I-20. Page one (1) must be appropriately signed by home university personnel. Curricular Practical Training (CPT) must be noted on page three (3) of the I-20 and must be appropriately signed by the home university. Applications will be automatically rejected if the I-20 is not in status and if pages one (1) and three (3) are not signed by the appropriate home university personnel. Please note: Should an international student register for a course as a non-paid intern, the U of O International Studies Office must have on file a copy of the student’s I-20 and a copy of the notarized statement from the Varsity Company stating the student is not receiving financial compensation for the internship.
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16. Students may enroll in MKT 3413 Sales Internship, MKT 3423 Sales Management Internship, or MKT 3433 Sales Training and Leadership Internship.
17. Students successfully completing MKT 3413 Sales Internship, MKT 3423 Sales Management
Internship, and MKT 3433 Sales Training and Leadership Internship through the University of the
Ozarks may receive a non-degree certificate recognizing successful completion of the summer
sales internship program. See attached.
18. Admissions Recap: Students wanting to enroll in the program must: (1) submit an
abbreviated U of O Application for Admission form, (2) pay tuition and administrative fees of
$490 on or before June 1st, (3) submit a current advisor’s transcript that includes the student’s
name printed on it, and (4) submit a legible copy of the I-20 with page one appropriately
signed by home university PDSO or DSO with Curricular Practical Training (CPT) noted on page
three of the I-20 (appropriately signed by home university personnel PDSO or DSO) if
applicable. The I-20 must be signed each year by the home university PDSO or DSO to be
valid. Ozarks must have on file a notarized, signed document for any student not working for
pay.
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MKT 3413 Sales Internship
MKT 3423 Sales Management Internship
MKT 3433 Sales Training and Leadership Internship
Course Syllabi
Summer 2013
Dr. Robert C. Hilton
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CATALOG COURSE DESCRIPTIONS:
MKT 3413 Sales Internship An application of the basic principles of sales success to the sales
situation. Interns apply the eight steps of the sales process in a field setting with on-site
supervisors to help evaluate sales performance.
MKT 3423 Sales Management Internship An application of the sales department functions of
sales planning and forecasting, establishing quotas, setting and monitoring territory
performance standards, motivating team members, and analyzing and controlling distribution
costs. This internship emphasizes mastering selling skills and concentrates on supervising the
sales force. Prerequisite: MKT 3413 Sales Internship.
MKT 3433 Sales Training and Leadership Internship An internship in applying
the most effective ways of training and leading sales persons. Students take on the added
responsibility of a sales trainer. These advanced internships are intended for students
with strong backgrounds in sales and management. Prerequisite: MKT 3423 Sales
Management Internship.
RATIONALE:
With the increasing number of individuals involved in the sales profession today, there is
increasing demand for effective sales techniques, sales management, and sales training
and leadership. The knowledge and skills required of sales managers and representatives
today often exceed the understanding and ability involved in basic selling among those
wanting to enter the profession.
PURPOSE:
The purpose of these courses is to provide students an opportunity to apply, in a dynamic
sales environment, various marketing and persuasion skills and techniques learned in
school. The aim is to provide students an opportunity to apply and hone selling skills and
techniques, to build self-confidence in themselves and in their work, to facilitate the
transition from school to work, to build sales management skills, and/or to facilitate sales
training and leadership skills.
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COURSE OBJECTIVES:
MKT 3413 Sales Internship
1. To apply the eight steps of the selling process 2. To effectively demonstrate the eight steps of selling through role play exercises 3. To develop time management and personal discipline skills 4. To practice effective money and inventory management theory through daily management reports 5. To develop self-motivation techniques 6. To demonstrate moral and ethical behavior 7. To apply sales knowledge and develop sales skills through a 10-week internship field
experience MKT 3423 Sales Management Internship
1. To demonstrate competency in knowledge of the sales management process
2. To develop prospecting and recruiting skills through attracting new interns
3. To apply the techniques of training and building a successful team
4. To develop mental and technical skills for the sales internship aspect of the course
5. To expand skills in weekly evaluation, training, and motivation of subordinates
6. To assist team members in evaluating their internship performance by analyzing:
(a) weekly reports, (b) customer development, (c) relationship development, (d)
inventory management, and (e) fiscal responsibility
7. To apply sales management knowledge and develop skills through a 10-week internship
field experience
8. To help team members transition back to college life
MKT 3433 Sales Training and Leadership Internship
1. To model leadership behavior to attract first-year recruits to become student leaders
2. To teach and coach new leaders on how to apply the eight steps of selling (interns must
know how to present and sell an idea)
3. To teach new leaders how to develop technical skills and prepare them mentally to
interact with new recruits
4. To teach evaluation and motivation techniques to team members facilitating the
achievement of their sales and personal development goals
5. To apply sales training knowledge and leadership skills through a 10-week internship field
experience
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EVALUATION FORMAT AND SEMESTER POINTS:
Interns will be evaluated on the (1) weekly sales journal, including reflective thought, (2) sales
manager’s performance appraisal, and (3) final paper reflective paper.
1. Weekly Sales Journal. Near the end of each workweek, the student is to note what he or she accomplished, what was learned about a career in selling, and what was learned about self. In addition, the student is to comment or reflect on his or her work experience by stating overall impressions, either positive or negative. The sales journal is submitted each week to Varsity Company, which will be forwarded to the University. (120 points possible)
2. Sales Manager’s Performance Appraisal. The Sales Manager’s appraisal may include but is not limited to attendance and participation in the Varsity Company sales training program. The Varsity staff will complete and return the form (see attached) to Dr. Robert C. Hilton at the University of the Ozarks. The Varsity Sales Manager or Executive will consider student sales performance in the field following Varsity training as part of the overall recommendation. (100 points possible)
3. Final Paper (Due on or before September 15th). The student will email his or her final paper to Dr. Robert Hilton at [email protected] on or before September 15th. A late penalty up to 50% will be assessed on the assignment if paper is submitted after September 15th. No papers will be accepted after October 1st. In the subject line please note “Varsity Final Paper” and in the first line of the document please state your formal name. The final paper should be written in Microsoft Word, should be double spaced, and should be between 1,500 and 2,000 words (about five to seven pages). The paper should emphasize the link between business theory and field practice. Please see sample paper for ideas and quality level. Dr. Hilton’s contact information is listed below. (80 points possible)
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GRADING SCALE:
90% and above A 60% to under 70% D
80% to under 90% B Under 60 F
70% to under 80% C
ADA STATEMENT:
If any member of the class has a documented disability and needs special
accommodations, the instructor will work with the student and the office of Student
Support Services to provide reasonable accommodation to ensure the student a fair
opportunity to perform in this class. Please advise the instructor of the disability and the
desired accommodations within the first week of the semester.
DISHONEST CONDUCT:
Honesty is always the best policy. It speaks more for you than almost anything else -
including grades. (Would you rather work with someone who has a 4.0 GPA and is
dishonest or with someone who has a 2.75 GPA and is honest?) We, at U of O, work under
the assumption that students are honest. Please do not disappoint us. Dishonest and/or
disrespectful conduct will not be tolerated and will result in an automatic “F” for the term.
CONTACT INFORMATION:
Dr. Robert C. Hilton, Chair Telephone: 479.979.1203
Division of Business, Communications Fax: 479.979.1470
and Government E-Mail: [email protected]
University of the Ozarks Website: www.ozarks.edu
415 North College Avenue
Clarksville, AR 72830-2880
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Varsity Company Sales Manager’s Overall Evaluation and Grade Recommendation Form
Please rate ____________________________ from one (1) to five (5) on the following items
with 1 being the lowest (completely unsatisfactory knowledge, skill, or performance level)
and 5 being the highest (excellent knowledge, skill, or performance level).
SALES INTERNSHIP Rating 1 – 5 (Year One – Answer Questions 1-10)
1. Overall Professionalism _____________
2. Knowledge of the Company and Product _____________
3. Knowledge and Working of Sales Area _____________
4. Basic Sales Presentation _____________
5. Handling Sales Resistance _____________
6. Closing Ability _____________
7. Records Management _____________
8. Personal Discipline _____________
9. Ethical and Moral Character _____________
10. Attendance of Training Sessions and Meetings _____________
SALES MANAGEMENT INTERNSHIP (Answer Questions 1 – 10 Above and 11 – 15 Below)
Rating 1 – 5 11. Overall Leadership Team _____________
12. Ability to Inspire and Motivate Sales Team _____________
13. Accounting and Records Management _____________
14. Correspondence with Sales Managers _____________
15. Administration of Meetings _____________
SALES TRAINING AND LEADERSHIP INTERNSHIP (Answer Questions 1 – 15 Above and 16 – 20 Below)
Rating 1 – 5 16. Selling the Intangible _____________
17. Follow-up and Building the Relationship _____________
18. Technical Training _____________
19. Mental Preparation _____________
20. Evaluation and Follow-up _____________
ADDITIONAL COMMENTS:
Evaluated By: ________________________________________ Date: __________
(Varsity Sales Manager or Executive)
Certification of Sales Professionals
This is to certify that
[Name]
has successfully completed all three sales courses in association with the Varsity Company International and is awarded this certificate in
recognition of advancing service-minded leadership, independence, financial growth, and excellence.
University of the Ozarks
__________________________________ __________________________________
Dr. Robert Hilton Dr. Daniel Taddie
Chair, Division of Business, Senior Vice President for Academic Affairs and
Communications, and Government Dean of the Faculty
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Creating Service Minded Leaders and Satisfied Customers – The Varsity Way!
“I take this summer as a challenge for me. I am going to prove to everybody that I am
not the weakling they think I am, that I have my own ambitions and plans and that I am going
to stick to it. To my dad, who still thinks that his daughter is going to depend on him forever
and is not capable of doing anything big. To others, to show them that discouragement will not
hold me down. And last of all, I am going to dedicate this summer to my mom, who never had
the chance to have a proper education because of her family background, who loves her
children more than anything else in the world. To her, we are everything, and she is willing to
give up buying new clothes, so that she has the extra dollars to buy things for her kids.”
The above quote represents the words written in my statement of purpose before
starting the internship. Looking back on my Varsity experience, my primary goals for joining
the program were to:
prove myself as a person and develop skills
provide others with the educational and spiritual products they need to lead a
better life
save my parents money by paying my own college tuition
add a summer internship program to my work experience
become a service-minded leader
develop planning, organizational, communication, and time-management skills
Before joining Varsity, my perspective of a door-to-door salesperson’s job was tough;
however, I never imagined having the door slammed shut in my face 10 to 15 times per day.
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As the summer progressed, however, one of the things I slowly learned is how not to let
negative emotions impact me. Through my Varsity experience, I also learned to be more
positive in whatever I do since there is always a solution to the problems in life. More
importantly, I learned how to become a problem-solver each time I run into difficulties and
challenges. For instance, I learned how to find my way around in a new area when I get lost,
how to ask for help when I run into problems, and how to find people to help me repair my car
when I am having problems. These are just some basic examples of being a problem-solver.
Thus, indirectly, the internship taught me to become more independent.
The internship also has helped me to build up my confidence level compared to before.
Through constant dealing with strangers, I became more confident in myself and whatever I
do. For example, I do not break out in cold sweats any more whenever my professor calls my
name to answer questions. I also discovered through my sales manager that confident people
tend to have a certain energy level that naturally attracts others.
In addition to proving myself as a person, I was also able to apply some valuable selling
skills that I would not have experienced through my coursework. That is, during my time at the
Varsity Company International, I had a chance to apply my marketing knowledge and to see
how things work in “real life”. By developing a strategic marketing plan and applying the eight
steps of selling, I had a chance to improve my communication, organizational and personal
skills through the activities everyday in the field. Helping me to improve myself as a
salesperson are the eight steps of selling, which are listed below:
Step one: prospecting and pre-approach
Step two: approaching the customer
Step three: making the sales call and gaining trust
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Step four: defining the need
Step five: presenting the products
Step six: responding to objections
Step seven: closing the sale
Step eight: exit and pre-approach
Step one is prospecting and pre-approaching customers. This step is one of the most
important steps because when I found the right customers, I discovered people bought more
books from me. Learning how to ask for referrals helped me find future customers. This step
helped me avoid bad customers as well. Learning how to get information from customers
helped me to find customers’ houses easier and to determine what time they will be at home as
well as which books they are going to want. This step begins with locating “leads”. One thing I
learned is that not all leads are prospects. Leads must be qualified. One question I asked
myself is whether or not the lead has a want or need that the purchase of my books can satisfy.
Other questions I considered are whether or not the lead has the ability to pay and if he or she
can be satisfactorily approached.
Once I qualified a lead, my next step was approaching my customers (Mr. and Mrs.
Jones). In this process, I learned the importance of being sincere. Through my actions and the
way I spoke, I attempted to make Mr. and Mrs. Jones think I am a good person. I learned to
approach my customers with the intent of making good friends and visiting with them. I also
learned that I needed to be ready to handle objections at the door.
I believe the third step, making the sales call and gaining trust, is the most important
because I needed to make Mr. and Mrs. Jones like and trust me. If they do not like and trust
me, they will not let me show the books, and I will have lost the opportunity to sell books to
them. In this process, I attempted to establish rapport with the customer’s relatives and
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friends, take control by eliminating distractions in the environment, and build community spirit.
For example, I greeted Mr. and Mrs. Jones’ relatives or friends as they came into the room,
talked to and played with the kids, joked around a little bit, and discussed things I discovered
about them in my approach. Such things included children, friends, church, pictures, and
vacations.
In the fourth step, defining the need, I asked many questions and actively listened to
Mr. and Mrs. Jones. This step helped me save time by learning which books my customers
needed and those they did not. Through this step, I helped Mr. and Mrs. Jones discover that
my products not only helped them in their religious training but might also help their children to
do excellent in school. I helped the process along by removing any buying pressure. For
example, if I found that my customers did not like a particular book, that was fine with me. If
they liked my products and were ready to buy, I showed them a couple of easy ways to
purchase the products and closed the sale at that point.
Step five concerns filling in the needs by demonstrating products and selling the
benefits. Here, I explained for my customers that these books really benefit them with religious
training, and they are also great investments for their kids from first grade to grade twelve.
When their children graduate high school, these books will also teach them as they prepare for
college. In addition, when the children enter college, the books become wonderful reference
materials. For example, the books cover Mathematics, Computers, Science, reading, writing,
and much more. In addition, the Black History books help students learn and write research
papers that detail Black History. The books also profile great Black Americans. Consequently,
students will not have a hard time finding resources to write their reports.
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In step six I handled objections. For example, if a customer mentioned that he or she
did not have any money, I learned to present payment options. Other objections I dealt with
included customers who had not realized a need for my books and those who were not in a
hurry to buy.
Step seven closes the sale by helping Mr. and Mrs. Jones purchase the products they
need. In my opinion, I believe this is the second most important step. With this step, by way of
my presentations and my emotions, I helped customers love the books, and I created the
desire within them to obtain the products from me. For example, I summarized the benefits
and price of each book to the customer. Price is a very important part of sales because
nowadays books are so expensive. In this step, I showed prospects some easy ways to
purchase products such as the check payment plan and the credit card payment plan.
Combined with step two, customers not only want to get the products because of the benefits,
but also they want to help me earn my way through school by purchasing the books from me.
In this step, I helped my customers become comfortable with their choices and with finalizing
payment options. I also wanted to reduce the amount of bounced checks and the need for
return visits.
The last step is step is generating more leads through referrals from my customers and
gathering information on my leads. In essence, this step is a repeat of step one.
In addition to helping me gain more knowledge about Marketing, this internship also
helped me to learn about myself and about people in general. I learned that often customers
do not mean what they say, and they do not say what they mean. Most, however, are nice
people. Many treated me as their daughter or granddaughter. They cooked foods and cakes
for me, they shared breakfast with me, and they treated me like family. In addition, some
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bought the books from me without taking a look at them. Sometimes, they bought my
products just because they liked me and wanted to help me through school.
Because of this great opportunity, my communication skills have vastly improved. I am
more confident about my personal skills, my value as a person, and my Marketing abilities. I
learned how to save time and take care of other people by applying the principles of service-
minded leadership. I paid my own college tuition this year and even sent some money back to
my parents. I have proudly put my Varsity experience on my resume as a way to create some
distinction as I apply for jobs after graduation from college.
Lastly, the internship at Varsity Company has been one of the most significant and
valuable experiences in my life. I will always remember it as the first step and the most
important step towards my career in the future. I worked a very difficult summer job, and I
finished it. I took a chance and came out smarter, more confident, and more experienced
working with people. I went through sales school with one week of theory and twelve weeks of
reality. I am proud of myself for having achieved my mission and goals through this summer
sales experience with Varsity.
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EXPERIENCE
“If you’re looking for long-term results, don’t take a short-term summer job.” Let’s face it – it’s a lot easier to stay at home during the summer. That is what most people do. In fact, they get very little real experience that will separate them from their competition. The person you one day will be, you are now becoming. In addition, the resume you one day will use to attract employers and graduate school deans, you are not building. What does your resume look like at the moment? Enclosed is a copy of Michael DiPilato’s resume. Notice the difference between his actual resume and what it would have been if he had not participated in and excelled in Thomas Nelson’s Sales and Management Internship Program. Most of your friends will have resumes that look like this.
(Had he not participated in the Thomas Nelson Internship Program, this is how his resume would appear except for typical summer jobs.)
A. Michael Rabon Nelson Place at Elm Hill Pike
Nashville, TN 37214 (615)889-9000
OBJECTIVE: Responsible Career Position in Business Management or Sales with opportunity for advancement. EDUCATION: Bachelor of Arts POLITICAL SCIENCE/BUSINESS ADMINISTRATION minor,
EAST CAROLINA UNIVERSITY, Graduation Date: December 1986.
EXPERIENCE: City of High Point, Traffic Surveyor, High Point, NC Summer 1980 Guilford County Schools, Bus Driver, High Point, NC January 1978 – June 1979 As You Like It, Inc., Lamp Builder/Shop Worker, High Point, NC Summer 1979 David McKnight Company, Swimming Pool Assistant, High Point, NC Summer 1978 CAMPUS ACTIVITIES: Society for the Advancement of Management Student Government Refrigerator Rentals Alpha Omicron Pi Big Brother President Intramural Team Captain Dorm Suite Representative Pirate Club Fund Raiser Ambassadors Volunteer for Telethon REFERENCES: Furnished Upon Request
EXPERIENCE It is not the critic who counts; not the man who points out how the strong man stumbled, or where the doer of deeds could have done better. The credit belongs to the man who is actually in the arena whose face is marred by dust and sweat and blood; who strives valiantly; who errs and comes short again and again; who knows the great enthusiasm, the great devotions and spends himself in a worthy cause; who at the best knows in the end the triumph of high achievement, and who at the worst, if he fails, at least fails while daring greatly; so that his place shall never be with those cold and timid souls who know neither victory nor defeat.
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A. MICHAEL RABON
Nelson Place at Elm Hill Pike Nashville, TN 37214
(615)889-9000
OBJECTIVE: Responsible Career Position in Business Management or Sales with opportunity for advancement.
QUALIFICATIONS: Have successfully recrutied, trained and managed over 90 student salespeople. Personally called on over 10,000 potential customers. EDUCATION: Bachelor of Arts POLITICAL SCIENCE/BUSINESS ADMINSTRATION minor. EAST CAROLINA UNIVERSITY, Graduation date: December 1986. EXPERIENCE: THOMAS NELSON SALES AND MANAGEMENT INTERNSHIP PROGRAM
(1981-1986) Nashville, TN Managed my own business marketing educational and religious books door-to-door. Participated in one week sales training school and various management training seminars each year. WORK OVER 75 HOURS PER WEEK each week of the summer while selling and managing sales teams in Texas, Arkansas, Louisiana, Mississippi and Kentucky. WORK OVER 60 HOURS PER WEEK recruiting/interviewing students each spring Semester. Was able to pay 100% of my college expenses from summer savings.
HONORS: Honors below are ranked from 400 student salespersons and 70 student managers. 1985 - #4 Student Manager Award, Diamond Award (working over 75 hours each week), President’s Club Award (selling $2,000 worth of $40 books in one week). 1984 - #2 Student Manager Award, #10 Experienced Salesperson Award, Diamond Award and President’s Club Award. 1983 - #1 Team Per Man Average Award, #5 Student Manager Award, #12 Experienced Salesperson Award, Diamond Award and President’s Club Award. 1982 - Diamond Award and Award of Excellence (record keeping). 1981 - #3 First Year Salesperson Award and Diamond Award. OTHER WORK EXPERIENCE: City of High Point, Traffic Surveryor, High Point, NC – Summer 1980 Guilford County Schools, Bus Driver, High Point, NC – January 1978 – June 1979 As You Like It., Lamp Builder/Shop Worker, High Point, NC – Summer 1979 David McKnight Company, Swimming Pool Assistant, High Point, NC – Summer 1978 CAMPUS ACTIVITES: Society for The Advancement of Management Student Government Refrigerator Rentals Alpha Omicron Pi Big Brother President Intramural Team Captain Dorm Suite Representative Pirate Club Fund Raiser Ambassadors Volunteer for Telethon REFERENCES: Furnished Upon Request
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MOLLY MO HUNG HUNG 330 E. Edwards Street
Edmond, OK 73034 Phone: (405)348-3379
OBJECTIVE: Responsible Career Position in Business Management, Banking
or Sales with opportunity for advancement.
QUALIFICATIONS: Have successfully recruited, trained and managed over 10 student
salespeople. Personally called on over 3,000 potential customers.
EDUCATION: MASTER OF BUSINESS ADMINISTRATION with concentration on
Management Information System.
UNIVERSITY OF CENTRAL OKLAHOMA, Graduation Date:
May 1998. GPA: 3.3/4.0
Bachelor of Business Administration with FINANCE major.
University of Central Oklahoma, Graduation Date: May 1996.
EXPERIENCE: THOMAS NELSON SALES AND MANAGEMENT INTERNSHIP PROGRAM
(1996-1997), Nashville, TN
Managed my own business marketing educational and religious books
door-to-door. Participated in one week sales training school and various
management training seminars each year.
WORK OVER 75 HOURS PER WEEK each week of the summer while
selling and managing sales teams of over Georgia, Mississippi, and Texas.
WORK OVER 10 HOURS PER WEEK interviewing or recruiting students
each spring semester. Was able to pay 100% of my college expenses
from summer savings.
HONORS: Honors below are ranked from 600 student sales persons and student managers.
1997 - #7 Student Manager Award, Diamond Award (working
over 75 hours each week), President’s Club Award
(selling over $6,500 worth of $64.95 books in one week).
Personal Volume over $55,000 for one summer.
1997 - #13 Team Award with the total volume over $100,000.
1996 - #5 First Year Sales Award with volume over $30,000,
Diamond Award, President’s Club Award.
TECHNICAL Window 95, Microsoft Office 97, including Word, Excel, Access.
SKILL: Web Developer, COBOL, Database Management, Decision
Supporting System.
Strong Communications Skill.
Strong Analytical Skill.
REFERENCES: Furnished Upon Request
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P.O Box 93146 Cell Phone: 337-378-5274
Lake Charles, LA 70609 Email: [email protected]
THANH K. LE
Objective: Entry-level Accounting professional position where previous work experience, leadership, and education
achievement can be effectively utilized.
Education: McNeese State University Lake Charles, LA
Accounting Major, Honor College Full-scholarship recipient
CGPA: 3.52/4.00 Expected Graduation: May 2011
Experience: VARSITY INTERNATIONAL INTERNSHIP SALES AND MANAGEMENT INTERNSHIP, OXFORD, MS
(2008-2010)
Managed my own business marketing educational and religious books door-to-door
Participated in one week sales training school and various management training seminars each year WORK OVER 80 HOURS PER WEEK in the summer selling and managing a sales team
in Alabama and South Carolina
WORK OVER 15 HOURS PER WEEK recruiting/ interviewing students during each fall and spring
semesters from different campuses in Texas and Louisiana and making hiring recommendation to management Served as Sales Team Manager (Summer 2009 – Present) – Trained, motivated, guided over 25 team members to succeed
Served as Assistant Organizational Manager (Summer 2010) – Oversaw 25 interns in entire field of sales
organization in NC and SC.
CERTIFED VOLUNTEER INCOME TAX ASSISTANT for Internal Revenue Service (IRS) (Spring 2010)
Certified to help people file various federal and state returns, involving standard deductions, schedule A, B,
C, D, SE, L, and M
Honors: Varsity Internship Program – Honors below are ranked among 80 participants
2008 - Earned #16 Rookie Award ($16500 volume), Diamond Award for working over 75 hours/ week
Earned Business Management Award for excellent record-keeping
2009 - Earned #8 Experienced Award ($42000 volume), Diamond Award, and President’s Club Award for selling more than $5000/ week
Successfully recruited and managed #1 Rookie ($32000 volume) in Sales Organization
Led a sales team ranked #3 (generating over $87000 volume)
2010 - Successfully recruited and managed #1 Rookie ($86000 volume) in Sales Organization Led sales team ranked #1 (generating over $240000volume)
Earned # 5 Experience Award ($47500 volume), Diamond Award, and President’s Club Award
Certification of Sales Professional
Has successfully completed Sales Internship, Sales Management Internship, and Sale Training and Leadership Internship with Varsity Company International LLC and University of Ozarks and is awarded this
certificate in recognition of advanced service- minded leadership, independence, financial growth, and
excellence
Other Work
Experience: Event Coordinator for Multicultural Office, McNeese State University, Lake Charles, LA (Spring 2011)
College Algebra Tutor for Math Department, McNeese State University, Lake Charles, LA (Sep. 08- May 09)
Campus Representative for Becker Professional Education for CPA, Lake Charles, LA (Aug. 10 - current)
Campus
Activities: Freshman Intern for Student Government Association (school year 2007-2008)
Active Member of Speech and Debate Team (school year 2007-2008)
Vice-President of Vietnamese Student Association (fall 2010-spring 2011) Honorary Member of Beta Alpha Psi (spring 2010, fall 2010)
Skills: Strong Analytical and Communication Skills. Fluent in English and Vietnamese
Strong Ability Working under Pressure, Strong Positive Attitude, and Strong Team-work Orientation
References: Available upon Request
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To Whom It May Concern: RE: Lee Chan Goh
This is a letter of recommendation for Lee Chan Goh. I have known Lee Chan since 1994. He has been involved
in the Varsity Internship Program since that time.
I am president and founder of the Varsity Company International, LLC, working with college students throughout
the United States giving them the opportunity to learn about business and the free enterprise system. Our
program is one in which college students go into different areas of the country selling books, religious and
educational, door-to-door, during the months they are not in college classes. They are paid commission only
and are placed in a position of making their living expenses as they sell to earn college expenses for the coming
term. Due to the stress, the challenge and demanding situations this places a student in, you can easily form an
opinion of how the individual student reacts to the different situations. The students that manage to excel in
this type of work and be successful, are ones who overcome many hardships along the way and still have a very
strong desire to move forward and stay ahead of the goal they have set for themselves.
Lee Chan did a remarkable job for the Varsity Company. During the summer , he worked 75 or more hours per
week, meeting hundreds of families in their homes and spending individual time with them, one family at a
time. He has been inside of those homes to talk to families in every type of situation. He talked to members of
almost every conceivable religious orientation from Roman Catholics, Jews and Methodists, to very small
Protestant groups, Jehovah’s Witnesses, and those who believe in virtually nothing. He dealt with factory
workers, farmers, doctors, lawyers, school teachers, preachers, etc. He worked and became so involved in the
community that he knows items of interest about the counties that even some of the residents do not know. He
also gained knowledge of the sociology of each county – in terms of children, parental work habits, political
beliefs, religious beliefs, poverty, and wealth.
Perhaps the most impressive thing about Lee Chan’s performance in this business was his consistency. Week
after week, he was always able to solve whatever problems or challenges that were set before him and to do
consistent work. Our goal is to motivate the students to develop the kind of professionalism in their work that
would give them the poise and self-discipline to handle themselves effectively under a great deal of pressure.
Varsity Company International, LLC.
1739 University Avenue, PMB 146 Oxford, MS 38655 Phone: 662-234-1118 Fax: 662-234-1894
__________________________________________________________
26
One of the areas I greatly admire about Lee Chan is his determination and desire to do extremely well. He is the
type of individual who puts forth the best effort until his goal is obtained. He is always looking for a way rather
than an excuse to get the job done.
It is my opinion that Lee Chan will perform exceptionally well in his professional life. If I were selecting a
professional applicant, I would want a person who is not only sharp, but also someone who would go the extra
mile to serve my company’s best interest. This sis the attitude Lee Chan possesses – not because of the
program, but because it is a way of life for him. He is extremely competitive. The amount of time it takes or the
amount of effort required to accomplish a goal would not be a consideration for him because he has a strong
desire to win!
Lee Chan understands that success greatly depends upon one’s own determination and motivation. The true
test of discipline, in my opinion, is the ability to maintain a schedule in the midst of intense emotional pressure.
For the entire summer, Lee Chan handled himself in a superior way under that type of pressure. I personally
believe this one of those key ingredients which separates those who are average from those who rise to the top
in their chosen profession.
Being the president of Varsity Company, I see a real need in America for men and women who have leadership
ability. We can hire engineers, lawyers, and accountants; but it is extremely difficult to locate a man who, first
of all, can motivate himself and then have the confidence that it takes to be a real leader and motivator of
others.
Lee Chan proved that he can overcome the emotional fears that everyone has about working with people. He
learned the importance of concentrating only on the things he can control. As I worked with him, he was able to
accept many difficult and challenging tasks, and I believe he will succeed greatly in his profession.
In closing, for these reasons I have given, it is my pleasure to give Lee Chan Goh the highest recommendation I
could give a student who has worked under my management in Varsity’s Summer Internship Program. I believe
he would be a great asset to your company in the years to come. He would represent you well.
If I can be of further help, please feel free to call me at 662-234-1118 or 662-801-7758.
Sincerely,
Ramesh Retnam
President and CEO
27
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V.I.P. SCHEDULE
_______________________________________________________________ SALES SCHOOL SUMMER SELLING DELIVERY
------|------|------|------|------|------|------|------|------|------|------|------|------ |------
0 1 2 3 4 5 6 7 8 9 10 11 12 13 (Check-out)
We work 6 days a week (12 weeks of selling). Monday --- Momentum Tuesday --- Training Wednesday --- Work Hard Thursday --- Time Conscious Friday --- Friendship Saturday --- Superb-selling
*** Sunday --- Sunday Meeting
Daily Schedule:
8:30 am --- 12:30 pm @ @ @ @ @ 5 Demos 1:30 pm --- 4:30 pm @ @ @ 3 Demos 5:00 pm --- 9:00 pm @ @ @ @ 4 Demos _______________
Total Demos = 12 Demos Each Day = 12 Demos Each Week = 72 Demos First Three Weeks On The Field Are Practice Weeks (216 Demos). 12 Weeks = 864 Demos
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V.I.P. TRAINING
______________________________________________________________
The company will provide the training necessary to help the student
be successful in his/her summer with the Company. There are 4 phases of training.
1
On-Campus Training
The students will be guided by the student leaders who currently studying on the same campus. They may meet every week for 1 or 2 hrs before the sales school. The student leaders will mentally prepare the students about the challenges they may encounter during the summer. A great amount of time is spent studying and preparing for the summer of actual sales presentation.
2
Mini Sales School (Spring Break - 2 Days Training)
This is an orientation seminar to meet all the students from different campuses. Motivational speakers from Varsity will be speaking during the seminar. The students have a chance to observe and study the actual presentation from the experience student leaders. Different products together with demonstration s will be introduced.
3
Sales School
Students entering the summer programs come to Oxford, MS where they spend a week of intensive study learning the fundamentals of direct selling and managing their own businesses. The company will conduct instruction in business management and sales of products. After completion of sales school, the students are given the opportunity to apply what they have learned for the following twelve weeks managing their businesses in an assigned sales territory.
4
Sunday Meeting
The students are required to attend Sunday meeting while on the field. Instruction in advance selling techniques is offered to guide the students to perform systemic selling activities.
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V.I.P. PROFIT
______________________________________________________________
Each student will be paid 33% (subject to change) of the Retail Price in
commission.
Example: Average Retail Price on a Product $75.00
33% of Retail ≈ $25.00
Gross Profit: (i) Daily 4 Books X $25 = $100
(ii) Weekly 6 Days X $100 = $600
(iii) 12 Weeks 12 Weeks X $600 = $7200
Summer Expenses: (i) Univ. of The Ozarks : $420 - Tuition Fees $400; Application Fee $20
(ii) Company Charges : $220 - Insurance $150; Telephone $40; Supplies $30
(iii) Initial Investment : $700 - Expenses from the day you leave campus until you reach your territory for Gas, Food & Sales School (iv) Summer Expenses : $1660 - Food, Gas, Rental, Utilities, Phone Bills,
Car Maintenance, Misc.
Total Expenses: $3000
Net Profit:
Net Profit = Gross Profit - Total Expenses = $7200 - $3000
= $4200
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V.I.P. QUALIFIER
______________________________________________________________
(1) YOURSELF Can I do this? (2) PRODUCTS Do you like them? (3) SALES/STUDENT LEADER (4) SYSTEM – SALES TALK
– 12 DEMOS A DAY
Are you willing to work long hours? ( 75 hours a week for 12 weeks )
Can you make your own decisions and operate without constant supervision?
Are you willing to learn a proven system?
Are you willing to participate in all training programs and meetings?
Are you willing to commit in this program until the end of the summer?
BELIEVE IN
HARD WORKER
INDEPENDENT
TEACHABLE
ACTIVE & POSITIVE
TEAM MEMBER
COMMITMENT
32
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To Whom It May Concern:
The caliber of this candidate can be more fully appreciated with a glimpse into the Varsity International
Internship Program. The mission statement of Varsity is to develop service-minded leaders prepared
for the business world or any career that involves leading people. Some students have participated
over the past forty years.
The ability to communicate effectively and get along with a variety of people in individual, team, or
group settings is on everyone’s list of highly sought-after skills, as verified by some the questions on
your MBA recommendation form. By design, Varsity not only enables students to develop confidence
in these areas, but also allows them to establish a track record that shouts of real world experiences.
Varsity furnishes astute observers insight into a youngster’s attitude, work ethic, emotional stability,
maturity, flexibility, fortitude, perseverance, and competitive spirit. One alum describes the Varsity
program as “…the boot camp of capitalism. You get paid on production, promoted by performance.”
In a nutshell, students are interviewed and selected from campuses across the country to sell
educational and religious books door-to-door, away from home, on straight commission. A five day, 65
hour orientation and sales training school is held in Oxford, after spring term final exams. In addition to
product knowledge, they learn the basics of effective communication, dealing with people, and running
a business. Students then leave Oxford, with their roommates, for their assigned sales territory for the
entire summer.
They find a place to stay, establish themselves, and proceed to work seventy five to eighty hours per
week calling on families in their homes. Field trained by student managers, each student is expected to
keep their own records, control their inventory, and personally deliver each order taken. Each Sunday
afternoon, an organization of 25 to 30 students working in the same area, meet in a central location.
This meeting is for instruction, recognition, competition, and business training. At summer’s end,
students return to Oxford to settle their account.
Students selected to return as student leaders attend leadership seminars and are taught the basics of
interviewing, recruiting, training and managing. The idea is to cultivate the skills of attracting,
developing, and motivating a team by working with and through people to accomplish goals.
“Our mission is to help others achieve success through service-minded leadership.”
Varsity Company International, LLC.
Address: 1739 University Avenue, PMB 146
Oxford, MS 38655
Phone: 662-234-1118
Fax: 662-234-1894
__________________________________________________________
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In my twenty three years associated with the Varsity Internship Program, I have seldom seen a student
make as significant an impact on the program as Corey Cleek. He shattered doubt barriers, inspired
bigger thinking, and raised expectancy levels of everyone with whom he came into contact. His affable
nature, humility, and generosity overshadow the records he set. His contributions were instrumental in
raising the average production per student.
In four summers on the field, this young man has been in more one-on-one selling situations than
people 10 years his senior. He has successfully made first impressions, established rapport, built
credibility and community spirit, asked questions to uncover facts and feelings, determined needs,
made presentations, and brought people to a decision over 6000 times. This experience has helped
him develop perception in relating to people that span the spectrum of personality types from diverse
educational, social, economic, religious, and cultural backgrounds. He has learned to sell not by
manipulating buy by defining needs, not by fast-talking but by gaining trust and confidence, and not by
pressuring decisions but by releasing tension. He has learned you cannot manage time but you can
manage to get better and better at what you choose to do with it. He knows that the only true proof of
ability is results.
He worked over eighty hours per week, each week of each summer he was in the program. Corey’s
first summer, he set a company record for the most books ever sold by a novice. The average price
per book was about $60; Corey Cleek sold over $45,000 worth of books, door-to-door, rain or shine,
feel like working or not.
The following school year this young man set his sights on building a championship team and
personally recruited seventeen people, the closest any student has come to the record of twenty three
set in 1977. These results underscore his ability to develop a strong enough relationship with people to
overcome their fears, uncertainties and doubts. They are also an indication of his ability to budget his
time, face rejection from his peers, organize a team, and tie them together by building esprit de corps.
His efforts earned him the coveted Triple Crown, awarded to only thirty five other students at that time.
The Triple Crown is earned by meeting specific criteria in the number of people recruited, personal
production, and team production.
His third summer, Corey taught advanced sales to experienced students during orientation and
committed his efforts to personal production. Using his creative and analytical skills, he developed two
and three book packages that he tailored to specific family needs. Again he set a company record.
The average price per book was still $60, but this time he delivered nearly ninety three thousand dollars
($93,000) worth of books, all sold door-to-door over the course of one summer. Simply amazing!
“Our mission is to help others achieve success through service-minded leadership.”
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Summer number four was even more incredulous. Picture this. He worked in a different area every
day, each day of the summer as he field trained practically every experienced and several of the top
producing rookies in the entire Varsity Program. Sometimes he worked with as many as three at a
time, but the incredible part is that he was in a different town or county every single day and covered
territory from North Carolina to Texas to Indiana and most points in between. He produced daily,
regardless of circumstances, and the students whom he schooled invariably increased their own
production. They also made mention of his consistent work ethic, attitude, focus on constant
improvement, thankful spirit, low key yet enthusiastic style, and his sincere desire to be of service.
In a word, Corey Cleek is a champion. There is no doubt whatsoever that upon completion of graduate
studies at the Fuqua School of Business at Duke University that we will some day both be proud to
acknowledge that this young man was a graduate of our respective programs.
Please, by all means, feel free to contact me personally about this exceptional young man at 662-234-
1118 or 662-801-7758. It would be considered an honor to assist you in this matter.
Respectfully,
Ramesh Retnam
President and CEO
“Our mission is to help others achieve success through service-minded leadership.”
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Name
Address
Phone # Major
Country
Classification
Would you consider Varsity Internship Program for the coming summer?
YES or NO
If YES, please list out 3 reasons.
a)
b)
c)
