UTA students earn national recognition at top collegiate sales competition
The UTA College of Business is now home to two of the top sales students in the country.
Matt Logan, a management and marketing senior, placed Top 25 at the National Collegiate Sales Competition (NCSC) at Kennesaw State University on March 9, while accounting and information systems senior Luis Lopez placed first out of 196 competitors at the AMA International Collegiate Conference (ICC) Sales Pitch competition.
Both competitions are among the most competitive for business students nationwide, bringing together top university talent to test their skills in real-world scenarios. NCSC focuses on professional selling through role-play simulations, while AMA ICC features a range of marketing competitions designed to evaluate students’ strategic thinking, communication and problem-solving abilities.
Lopez, a member of UTA’s AMA chapter, said what sets him apart is his approach. Rather than focusing heavily on memorization, he prioritizes conversation and connection.
Luis Lopez
“My sales style isn’t the typical one, and I think that’s what has led to my success,” Lopez said. “Instead of trying to memorize everything, I focus on knowing the baseline of my product and identifying key pain points. That way, when I walk into the room, I can ask better questions.”
Lopez said this approach allows him to guide conversations using the SPIN framework, which stands for Situation, Problem, Implication and Need-Payoff.
“If I know who I’m talking to and the pain points I’m looking for, I can ask better questions,” Lopez said. “In later rounds, you do need to present solutions, but early on, it’s about taking on the role of a real salesperson.”
While Lopez relies on instinct and conversation, Logan takes a more structured approach. His preparation centers on studying the case, analyzing past competitors and practicing how to adapt in real time.
“Preparation starts with studying the case and learning the product, then watching past competition recordings to understand how top competitors approach it,” Logan said. “From there, it’s really about practicing and making sure you can adapt to whatever comes up in the conversation.”
Matt Logan
“You want to be as knowledgeable about every part of the product as you can,” he added. “You might not use 80 percent of that knowledge, but the 20 percent you do use is the most important.”
For both students, competitions offer more than just a chance to test their skills; they also create direct pathways to career opportunities.
“If you seriously want a legitimate offer, the best way is to meet with recruiters face-to-face and build that relationship,” Logan said.
Lopez agreed, noting that even competitors who do not place still benefit from the connections they make.
“These events put you in front of people who are actively looking for talent,” Lopez said. “Even if you don’t win, you’re still building connections that can lead to internships or full-time roles.”
Both students emphasized that success ultimately comes down to repetition and experience.
“It really is just practice,” Logan said. “The more you do it, the more comfortable you get.”
Both students said their experiences at UTA have played a role in preparing them for competition, particularly through opportunities to practice and compete. Logan pointed to hands-on learning experiences and faculty support as key contributors.
“Dr. (Gregory) Wicklman’s professional selling class helped build that foundation,” Logan said. “He has a lot of great information about how to prepare and what to say in certain situations.”
Wicklman leads UTA’s sales certificate program, which offers students a pathway to develop those skills through coursework and hands-on role-play exercises that mirror real-world scenarios.
While Logan did not pursue the certificate due to scheduling constraints, he said the program still provides value.
“I think getting a sales certificate is definitely valuable,” Logan said. “You’re forced to go through these classes and learn about the sales process, so it helps build that foundation.”
Through competitions like NCSC and AMA ICC, College of Business students are not only sharpening their skills but also building connections that can shape their careers long after graduation.
For Lopez and Logan, different approaches led to the same result: success on a national stage.