Course Overview

What Will Students Learn?

• Understand the types of people that attend trade shows
• Develop trade show goals, which are S.M.A.R.T.
• Know what your company does in order to work successfully in the trade show booth
• Realize the importance of good conversation from the opening lines of introduction to the closing of the conversation, hopefully with a potential sale.
• Develop a variety of introductions that could be used
• Understand the importance of good booth behavior including Active
• Listening, Body Language, and Questioning
• Conduct prospecting activities at a trade show, including First
• Contact, Qualification, Determining Needs, and Closing the Deal
• Develop and conduct follow-up activities with leads, prospects, and qualified prospects after the trade show

What Topics are Covered?

• Lay of the Land
• Setting Trade Show Goals
• Before the Trade Show
• During the Trade Show
• Prospecting
• After the Show