Trade-fair and sales training

What do you want to get out of the event?

Advance planning for a trade event often involves much more than you realise, and you frequently need to dedicate a lot of time and money to ensuring the right appearance and location for your stand. But how many managers spend time and energy on the staff engaged to man the stand?

Here are some examples of the questions that crop up before trade fairs:

• What do we intend to get out of the event, and how are we to measure the results?
• Which customers/suppliers should we give priority to?
• How should our sales staff go about their business?
• Does it matter from where or in what manner sales staff run the stand?
• What’s the best way to receive a visitor to the stand?
• Should we treat the trade fair as a sales event, or as an opportunity to cultivate new contacts?
• Do we really conduct sales at a trade event in the same way as we would on the customer’s premises?

Micael Hörberg has been working for nearly 25 years in the field of marketing, sales development and presentation techniques. When faced with a major event like a trade fair, it is important to consider what we are going to say, how we are going to say it and who we are going to say it to.

Remember also that the way you ran the stand will continue to have repercussions even when the event is over.

Please contact us for more information on how you and your sales staff can improve your chances of achieving your trade-fair objectives, or call Micael Hörberg of CHELIX Sales & Management directly on +46 761 62 07 01.