Chargers Discovered Confidence and Career Possibilities at Intercollegiate Sales Competition

The Northeast Intercollegiate Sales Competition (NISC) brings together hundreds of talented students from top universities across the country for a fast-paced, hands-on challenge that tests communication, strategy, and professional skills. University of New Haven students Aurora Sherman ’27 and Sharon Varughese ’26 stepped into this environment for the first time, and it became a meaningful moment of self-discovery.

Supported by Professor George Heudorfer, MBA, and encouraged by an enthusiastic team, both students found themselves pushed outside their comfort zones in the best ways possible. From refining pitches to networking with national employers, they walked away with new confidence and a deeper appreciation for the art of sales. Here are their reflections on the experience.

I have had a hard time finding something at the University of New Haven that fits into my interests and limited time. Don’t get me wrong, I have movie nights with my roommates, and I am involved with Women in Business (WIB) for PEP points, but nothing ever stood out. That’s why I went into this year with the mindset of “say yes to everything you can.” I also happened to be in Professor George Heudorfer’s Negotiation and Sales class. In September, he gave me the opportunity to join the NISC team. The funniest part is I was out of state for work during the cutoff to join the team, but when I came back, Professor Heudorfer took my enthusiasm seriously and still let me join.

Before prepping and competing, I didn’t care too much about sales. I worked as a sales associate for Aeropostale long enough to be annoyed by how pushy salespeople can be. Through prepping for the competition, I realized, though, that sales doesn't need to be pushy, and I went from being annoyed to having interest in it as a career path.

Although I didn’t make it past the first round, the experience gave me more than I ever expected for my career development. Not only did I gain connections that will help me immensely in my career search after graduation, but competing pushed me out of my shell in ways I’ve never experienced before. I spent most of my life as a stage kid, so public speaking has never been an issue for me. However, walking into a room of five judges whose sole job of the day was to judge the countless other competitors and me was more nerve-racking than being the lead of any play.

I wouldn’t have been able to walk in with such confidence if it weren’t for my fantastic team and encouraging coach. Even with only one team member making it beyond the first round, our team showed great sportsmanship, and all walked away with more skills than when we started. Participating in NISC was one of the best opportunities I’ve taken here at the University of New Haven, and I would highly recommend it to any student looking to expand their career prospects, even if not in sales.

When I initially registered for my Negotiations and Sales class, I never expected to compete in NISC, or to develop a genuine interest in sales. I viewed it as simply an elective I had to take to fulfill a requirement. In fact, I was intimidated by sales, largely due to the stereotype of salespeople being aggressive or manipulative. Those assumptions quickly disappeared after joining Professor Heudorfer’s class. His enthusiasm, positivity, and passion for sales were infectious, making learning genuinely enjoyable and interesting.

I joined the NISC team thinking it would simply be a new experience, as I had never been exposed to sales before. But when I arrived at Bryant University for the competition and saw more than 300 students buzzing with energy and determination, I was truly speechless. The atmosphere was electric, and it fueled a new sense of motivation to compete and give the competition my absolute best. Although it was my first sales competition, I felt prepared, thanks to the mock sales rounds Professor Heudorfer consistently organized in class.

In the first round, I confidently presented myself, built rapport, and tailored my pitch to the buyer. I didn’t expect to advance to the second round – only 100 students did – but I made it. It was both exhilarating and nerve-wracking. While I didn’t progress to the third round, I left proud of my performance and with no regrets. I had the opportunity to network with amazing companies, including Spotlogic, the main sponsor of the event, as well as global organizations such as Bunzl, RMS, and Aerotek. It was truly an honor to represent the University of New Haven, be part of the inaugural team to compete in NISC, and work alongside my incredible peers. I’m very grateful to Professor Heudorfer and Dean Brian Kench for their support and words of encouragement.