Students to Compete in IBM Business Simulation

By Jacqueline Molik Ghosen

BUFFALO, N.Y. -- Students in the University at Buffalo School of Management will display their sales expertise and leadership know-how for industry professionals as they compete in an IBM-sponsored business simulation exercise.

Up to 32 undergraduate and graduate students will participate in the daylong event on Oct. 15, competing against each other in teams. The event will be sponsored by the school’s Financial Management Association.

Each team will receive a packet of information outlining the strengths and weaknesses of a mock technology company. Using this information, students will create and execute sales strategies and go on several “sales calls,” trying to sell their product to the competition’s judges.

“The simulation is a negotiation in which students use market intelligence and handle quickly changing industry conditions to persuade the IBM manager to make a deal,” says Charles Lindsey, assistant professor of marketing in the School of Management and a competition judge. “Participants need to demonstrate strategic thinking, marketing and sales expertise, ethical decision-making, leadership skills and a winning attitude.”

In addition to Lindsey, three IBM professionals will serve as judges for the competition. They are: Samuel Barbera, Cognos account executive; Bill Deck, business transformation manager, finance, and Erin O’Brien, client solutions executive, SO base accounts, financial services sector.

The top two teams will prepare a presentation documenting team dynamics, strategic thoughts, use of competitive positioning and adaptive techniques used during the simulation. An overall winner will be selected based upon presentation content, quality and effectiveness.

The UB School of Management is recognized for its emphasis on real-world learning, community and economic impact, and the global perspective of its faculty, students and alumni. The school has been ranked by Bloomberg Businessweek, the Financial Times, Forbes, U.S. News & World Report and The Wall Street Journal for the quality of its programs and the return on investment it provides its graduates. For more information about the UB School of Management, visit mgt.buffalo.edu.

The University at Buffalo is a premier research-intensive public university, a flagship institution in the State University of New York system and its largest and most comprehensive campus. UB’s more than 28,000 students pursue their academic interests through more than 300 undergraduate, graduate and professional degree programs. Founded in 1846, the University at Buffalo is a member of the Association of American Universities.