Spearhead Training > In-company Sales > Exhibition Course

Exhibition Course
Maximise the opportunities from exhibiting

Avoid the common mistakes. Make sure that you or your stand staff can meet, greet and facilitate business when representing your company at exhibitions. Recent research conducted at a number of exhibitions has shown that over 80% of stand staff use strongly negative behaviour which discourages potential customers. Exhibiting is an extensive marketing activity. It will pay to ensure that your investment is not eroded by inadvertently negative stand behaviour. By providing this training shortly before working on the stand, enquiry and sales levels can be maximised.

This course will appeal to companies who are planning to participate in an exhibition within the next twelve months. It will also be welcomed by exhibition organisers and others who may wish to brief stand staff on positive stand behaviour. We have run this programme on behalf of organisers as part of their package of exhibitor support.

Programme Contents

Introduction
The Nature of Exhibiting
Why are You at the Show?
- Setting Objectives
Logging Enquiries
Organising for Success
- Preparation and Planning
Working as a Team
Effective Stand Layout
- Attracting Visitors to Your Stand
- Stand Location
- Traffic Flow
Stand Behaviour
How Not to Exhibit Yourself
Opening Discussions
- First Impressions
- Selling, Special Considerations
Establishing Visitor Credentials
Communicating at Exhibitions
Selling Benefits
Demonstrating
- Presenting Your Exhibits
- Being Remembered
Making the Show Memorable
Handling Difficult Questions
Closing Conversations
Competitors at the Exhibition
Post Exhibition Follow-up
Practical Work
Action Plan