Trade Show Training

Maximizing Sales Force Effectiveness


Key Elements to Improve Trade Show Effectiveness:

Trade shows are great marketing opportunities to promote and demonstrate your products or services directly to prospective customers. However, developing and executing an appealing concept can require major investments of time, money and human resources.

Key Factors for Trade Show Success:
  • Clear roles and responsibilities for all trade show-related personnel (Sales, marketing, and other relevant functions)
  • A well-trained sales force able to skillfully promote the company's image, products and services
  • Structured data-collection protocols to identify new business opportunities and generate leads
  • Systematic follow-up procedures

Here are some key questions all companies participating in trade shows must be able to answer:

  • Do the participating sales staff members fully understand their specific roles and responsibilities?
  • Are they prepared to engage prospective customers with strong product knowledge and enthusiasm?
  • Are they able to adequately answer questions?
  • Do your frontline sales associates have an effective "elevator speech" ready and rehearsed?
  • Are they capturing and recording valuable customer data and information in a structured fashion?
  • Is there a standardized follow-up process in place?

SIJKK's Trade Show Training Program will guide your organization through the entire process of preparation, implementation and follow up; thereby fortifying your firm's trade show effectiveness.

SIJKK Trade Show Training Program:

Individualized and tailored development programs for internal trainers, for effective control and ongoing support of Sales Force Effectiveness programs. Train the Trainer Program.

Objectives:
  1. Overall objective is to improve trade show sales force effectiveness (SFE) and maximize ROI
  2. Define the roles and responsibilities for all staff members attending the trade show
  3. Establish KPI for each sales associate attending the trade show
  4. Provide the necessary skills and mind-set to successfully achieve these objectives
Program Outline:
    Step 1: Discussion with Senior Management Team (2-3 months prior to show)
    • Review of previous trade show experience, objectives, KPI, schedule, booth details

    Step 2: Develop training material

    Step 3: Conduct training for trade show participants (1 month prior to show)
    • Trade show objectives details
    • Roles and responsibilities of participating staff
    • Skills training/Workshop/Role play
    • Assignments

    Step 4: Follow-up training (immediately prior to show)