Competition Format
Event structure.
Portfolio
Submitted before competitionPrepare a sales portfolio documenting your sales approach, product/service knowledge, customer analysis, and sales tools.
Preparation
10 minReview the scenario card describing the sales situation, the customer profile, and your product/service context.
Sales Presentation
Up to 10 minDeliver a consultative sales presentation to the judge (acting as the customer). Use need-identification, feature-benefit selling, and handle objections professionally.
Performance Indicators
What you'll be tested on.
Consultative sales methodology (SPIN, Challenger)
Product knowledge and features/benefits
Objection handling
Closing techniques
Post-sale relationship management
How to Prepare
Preparation framework.
01
Read DECA's official guidelines thoroughly
Each written event has a specific format outlined in the DECA Guide. Page limits, required sections, and formatting standards must be followed exactly.
02
Choose a meaningful, real-world topic
Judges reward authentic research with measurable data. Choose a topic you can actually research and document well.
03
Start the written entry early
Plan for multiple drafts. Have your advisor and peers review it. Written entries are scored before you arrive, they determine whether you advance.
04
Prepare a tight 10-minute pitch
The presentation is your highlight reel. Practice a structured opening, a concise walk-through of key findings, and a strong close.
05
Anticipate Q&A deep dives
Judges will probe your data sources, methodology, and assumptions. Know every number in your entry and why you made each decision.
Sample Scenario Themes
Representative topics.
Not official DECA scenarios, representative themes based on past competitions.
Selling a SaaS solution to a small business owner
Pitching an advertising package to a local retailer
Selling a training program to an HR manager
Competition Tips
Notes from experienced competitors.
Never skip the needs analysis phase, ask open-ended questions before pitching.
Prepare 3–4 strong responses to common objections (price, timing, need to think about it).
A natural, conversational close beats a scripted one every time.
Ready to prep for PSE?
Practice exams for Marketing · Review Marketing + BA Core performance indicators · Roleplay framework.