foundations of selling

Foundations of Selling challenges members to demonstrate their understanding of fundamental sales concepts through an objective test. This event covers topics such as the sales process, customer relationship management, prospecting, handling objections, and closing techniques used in various selling environments.

Event Overview

Division: Collegiate
Event Type: Individual
Event Category: Objective Test, 100-multiple choice questions (breakdown of question by competencies below)
Objective Test Time: 50 minutes

Career Cluster Framework Connection: Marketing & Sales

NACE Competency Alignment: Career & Self-Development, Communication, Critical Thinking, Professionalism

Items Competitor Must Provide: Pencil, Computer, Conference-provided nametag, Photo identification, Attire that meets the Florida FBLA Dress Code.

This event is intended for students who are early in their collegiate academic journey and just beginning their study of sales. Only members who have completed no more than six credit hours on a semester schedule (or the equivalent number of quarter hours) of college-level sales/selling coursework by May 1, 2026, are eligible to compete.

Knowledge Areas

· Selling Fundamentals

· Product Knowledge

· Pre-Sales Activities

· Post-Sales Activities

· Collect Payment

· Career-Advancement Activities

Test questions are based on the knowledge areas and objectives outlined for this event. Detailed objectives can be found in the study guide included in these guidelines.
State

Eligibility

·         FBLA membership dues are paid by 11:59 pm Eastern Time on February 1st of the current program year.

·         Members must be registered for the SLC and pay the state conference registration fee in order to participate in competitive events.

·         Members must stay within the official FBLA housing block of the official FBLA hotel to be eligible to compete.

·         Each chapter may submit six students in this event.

·         On the state level, each member can compete in up to three different events in the following combinations: three objective tests OR two objective tests and one performance OR two objective tests and one production or one objective test and two production OR one objective test, one performance, and one production. Students may enter the Christopher Heider, Rob Kelleher, Who’s Who event, and one Chapter event (Community Service, State of the Chapter) in addition to their above chosen events.

·         Picture identification (physical or digital: driver’s license, passport, state-issued identification, or school-issued identification) matching the conference nametag is required when checking in for competitive events.

·         If competitors are late for an objective test, they may be either disqualified or permitted to begin late with no extension of the time as scheduled. This is at the discretion of the proctor.

·         Participants must adhere to the Florida FBLA dress code established by the Florida Board of Directors or they will not be permitted to participate in the competitive event.

Recognition

·         The number of competitors will determine the number of winners. The maximum number of winners for each competitive event is 4.

Event Administration

·         This event is an objective test administered prior to the SLC. Advisers will be sent information regarding testing requirements.

·         No reference or study materials may be brought to the testing site.

·         No calculators may be brought into the testing site; online calculators will be provided through the testing software.

Scoring

·         Ties are broken by comparing the correct number of answers to the last 10 questions on the test. If a tie remains, answers to the last 20 questions on the test will be reviewed to determine the winner. If a tie remains, the competitor who completed the test in a shorter amount of time will place higher.

·         Results announced at the State Leadership Conference are considered official and will not be changed after the conclusion of the State Leadership Conference.

Americans with Disabilities Act (ADA)

·         FBLA complies with the Americans with Disabilities Act (ADA) by providing reasonable accommodations for competitors. Accommodation requests must be submitted through the conference registration system by the official registration deadline. All requests will be reviewed, and additional documentation may be required to determine eligibility and appropriate support.

Penalty Points

·         Competitors may be disqualified if they violate the Competitive Event Guidelines or the Honor Code.

Electronic Devices

·        Unless approved as part of a documented accommodation, all cell phones, smartwatches, electronic devices, and headphones must be turned off and stored away before the competition begins. Visible devices during the event will be considered a violation of the FBLA Honor Code.

National

If competing at the National level, be sure to see the National guidelines at https://www.fbla.org/collegiate/competitive-events/ 

Study Guide: Knowledge Areas and Objectives

This study guide shows the skills and knowledge you’ll be tested on for this event. Objectives followed by a two-letter, three-digit code in parentheses are based on the National Business Administration Standards from MBA Research and Curriculum Center. Some objectives also reference MBA Research's Learning Activity Packages (LAPs)—resources with readings, activities, and assessments to help you learn. For more information, visit MBAResearch.org/FBLA.

Selling Fundamentals (25 test items)

1. Explain the nature of professional selling (PD:120) (SP)

2. Explain the nature and scope of the selling function (SE:017, LAP-SE-017) (CS)

3. Explain the role of customer service as a component of selling relationships (SE:076, LAP-SE-076) (CS)

4. Explain company selling policies (SE:932, LAP-SE-932) (CS)

5. Explain key factors in building a clientele (SE:828, LAP-SE-828) (SP)

6. Explain legal and ethical considerations in selling (SE:106, LAP-SE-106) (SP)

7. Describe the use of technology in the selling function (SE:107) (SP)

8. Discuss the economic and social effects of professional selling (PD:131) (SP)

9. The impact of sales and buying cycles (SE:380) (SP)

10. Describe the impact that digital communication is having on selling (SE:490) (SP)

Product Knowledge (10 test items)

1. Acquire product information for use in selling (SE:062, LAP-SE-062) (CS)

2. Analyze product information to identify product features and benefits (SE:109, LAP-SE-109) (SP)

3. Identify emerging trends for use in selling (SE:404) (SP)

Pre-Sales Activities (15 test items)

1. Prospect for customers (SE:001, LAP-SE-001) (SP)

2. Conduct pre-visit research (e.g., customer’s markets/products, customers’ competitors, and competitors’ offerings) (SE:369) (SP)

3. Determine sales strategies (SE:377) (SP)

4. Book appointments with prospective clients (SE:366) (SP)

5. Prepare sales presentation (SE:067) (SP)

6. Sales Processes and Techniques (20 test items)

7. Explain the selling process (SE:048, LAP-SE-048) (CS)

8. Establish relationship with customer/client (SE:110) (CS)

9. Determine customer/client needs (SE:111) (CS)

10. Recommend specific products (SE:114, LAP-SE-114) (CS)

11. Demonstrate good/service (SE:374, LAP-SE-374) (SP)

12. Convert customer/client objections into selling points (SE:874, LAP-SE-874) (SP)

13. Demonstrate suggestion selling (SE:875, LAP-SE-875) (SP)

14. Close the sale (SE:895, LAP-SE-895) (SP)

Post-Sales Activities (20 test items)

1. Arrange delivery of purchases (SE:023) (CS)

2. Process returns/exchanges (SE:162) (CS)

3. Plan follow-up strategies for use in selling (SE:057, LAP-SE-057) (SP)

4. Provide post-sales service (SE:397) (SP)

5. Gather customer/client feedback to improve service (SE:384) (SP)

6. Conduct self-assessment of sales performance (SE:372) (SP)

7. Maintain ongoing relationship with client (SE:488) (SP)

Collect Payment (5 test items)

1. Operate register/terminal (SE:153) (CS)

2. Calculate miscellaneous charges (SE:475) (CS)

3. Process sales transactions (e.g., cash, credit, check) (SE:329) (CS)

Career-Advancement Activities (5 test items)

1. Explain employment opportunities in professional selling (PD:055) (SP)

2. Identify professional certification requirements available for professional salespeople (PD:141) (SP)