Plan for effective participation
As with all good business practice, detailed planning is paramount. Be absolutely clear on your objectives for participation. It could be some or all of the following:
- To sell and secure new contracts
- Raise awareness of exporter
- Find new direct importers and customers
- Identify potential agents & distributors
- Solicit immediate direct export orders from stand
- Maintain contact and entertain existing and new customers
- Establish new contacts
- Test acceptability and feedback on products or services
- Introduce new products or technology
- Work with another exhibitor on a cross-selling basis
- Conduct market research
- Assess competitive activity
- Learn about new products, processes or technologies
From a list of possible objectives, identify a few prime objectives and set measurable targets for their achievement i.e. generate 200 sales leads, issue 5000 samples, meet top 20 buyers. This process is best carried through a brainstorming session with key members of your sales & marketing team.
Related Training Courses
Improving Export Sales Performance
Introduction to Export Marketing Sales
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