Notes and procedures are as follows;

1. Inviting customers and survey

1. Invitation: means that before the start of the exhibition, formal invitations must be announced or issued through the Internet Notify the company's new

old customers through invitation letters and other means. It can also be done through advertising, magazine media and other means. This work should be completed within 1 month before the start of the exhibition. The invitation method also applies to the company's target customers and potential customers.

If the customer responds to the company's invitation, he should confirm the other party's information as soon as possible: such as the other party's itinerary, the name of the exhibitor representative, whether there is early cooperation, the specific operation business personnel, and previous quotation lists , problems existing in cooperation, and new product information that the company hopes to recommend to them. The above information should be compiled into a document form, and salespersons attending the exhibition must have a general understanding so that they can be used when contacting customers at the exhibition site.

For customers who do not respond, the salesperson responsible for the customer needs to send an email two weeks or one week before departure to inform the customer of the company's specific itinerary and the sales during this period. Emergency response to the situation, etc. It is intended to reflect the company's respect for customers and also remind customers once again of the exhibition time (some customers may attend the exhibition themselves, but may not notify the factory. The two notification reminders should enable them to have a deeper understanding of the factory's booth number and other information. Impression. )

2. Survey: The survey itself stems from the sales habits and daily accumulation of the company’s business personnel. Some large domestic companies have specialized personnel responsible for managing this matter when attending exhibitions. Detailed investigation records will be kept on all aspects of the exhibition.

Mainly analyze the following situations:

1. Exhibition scale and development direction.

2. The situation of similar companies (preferably similar products) in the exhibition. 3. Try to obtain a list of major customers who have attended the exhibition before. 4. Set target customers.

2. Booth design and personnel training 1. Booth design.

2. Personnel training: As a consideration for the company's long-term development, it is necessary to set certain training courses for employees every year. Personnel training before the exhibition is mainly conducted for the company's sales staff.

Salespersons attending the exhibition should pay attention to the following points:

A. Salespersons attending the exhibition must have a certain understanding of the performance, functions, features and biggest selling points of the product. B. Technical information. As a salesperson, you must have a certain understanding of the technical information of the product, but it does not require that every salesperson must be proficient. When encountering difficult-to-answer questions, the best answer is SORRY, and then tell the customer directly that these questions are managed by technical personnel and can be answered after returning to the company. This is better than pretending to understand or unintentionally giving customers wrong information.

C. Appearance and clothing. If the company has the conditions and is fully prepared, try to provide uniform attire for employees. For women, dark suits, high heels, and moderate lightening are appropriate; for men, dark suits and ties. During reception, women should be around the front desk or in front of the booth. Decisive negotiations should be conducted by men as much as possible.

D. Standard expression. Basic Western etiquette is to smile and look the other person in the eye when talking. Despite this

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Every foreign trade person is familiar with this point, but only a few can actually do it well. Please remember that exhibitions are an important opportunity to display your company's image. The good quality of sales staff can leave a deep impression on customers.

E. Reception level.

Qualified exhibition reception staff should start your reception service for the third second when the customer's eyes stay on the company's products. Personally, I think you can greet this type of customer with a smile, so that the salesperson will not be embarrassed whether they are interested in your product or not, and it can also exercise your ability to be approachable. But when a customer stops to request information or ask a question, your real reception begins. Qualified sales personnel should be able to determine the products that customers are interested in and their basic sincerity in purchasing in a short period of time. This information can be obtained through Q&A or from the customer's business card and profile. The level of reception refers to: when a customer talks to you, please note that "only stand at the door and talk", "please visit the booth", and "sit down and talk" respectively represent three different programs and customer levels. Due to the large number of people at the exhibition, the reception time is limited, and out of etiquette during personal conversations, the conversation cannot be interrupted to receive another customer. For example, customers who need to have a "sit down and talk" must at least be candidates that the sales staff think are more valuable to develop.

F. Negotiation skills. During the short negotiation process, in addition to introducing products and distributing information to customers, the salesperson's task is to learn as much as possible about the other party's "industry details." Get used to asking questions to obtain customer information. For customers who are good at talking, you can also use "listening" instead of preaching sales. Conversations with customers on site must be recorded in detail. As the ancient Chinese saying goes, "A good memory is worse than a bad pen." The easiest way is to prepare a notebook and a stapler. Write down the information you hear and place the client's business card next to the information. And ask to write down the date and customer number. In addition, I provide the format of the customer information record form that I have used before, and your company can also refer to it.

E. Customer classification. According to the conclusions obtained during the negotiation, the customers are divided into four levels: A, B, C, and D. Level standards Different companies have different classification methods. Generally speaking:

(A) Customers who place orders on the spot, old customers who are interested in new products, or customers who the company has been working hard to develop. (B) Target customers, internationally renowned companies or buyers. Also interested in cooperation. (C) Thinking that cooperation is possible. (D) Obtained company information.

G. Quotation. It must be noted that a considerable number of customers at the exhibition actually attended with the attitude of price comparison. Generally, large companies or foreign exhibitors will never easily quote prices to customers, and customers can understand this. So when you conclude based on your own judgment that the customer has little development value, you can directly tell him "NO PRICE, BECAUSE IN EXHIBITION" and then tell him that if he is interested in a certain product, he can use EMAIL to inquire after the meeting.

H. Other small ways to increase impressions:

A) Take a group photo. For customers with whom you have a good relationship, you can ask them to take a photo with you and send a copy to them via email after the exhibition. The key to photography is to capture as much of the company’s products or logos as possible, so that customers will be reminded of the company when they see the photos in the future.

B) Cheap little gifts. There are company logos and names, or small gifts with Chinese characteristics. Such as Chinese knot and so on. Of course, it is best to apply to foreign exhibitions. In addition, you must pay attention to different customs in different countries. For example, some sects of Islam are sensitive to red ornaments.

C) Come with a formal format quotation and PI. If you meet a customer who places an order on the spot, I believe you will greatly appreciate your company's approach.

D) Know the names of old customers (including customers you have met at exhibitions before, communicated with but never placed an order.) Such customers are very likely to be interested in your company's products. Interested, but for some reasons: such as price or there is already a similar product

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Collaborators and other factors without becoming real customers.

Knowing how to "rob" other companies' customer resources is also a basic skill for mature salespeople.

3. Other supplements

The following are the exhibitor supplies that must be prepared:

Samples, samples, business cards, notebooks, pens, calculators, staplers and Nails, large scotch tape, clips, scissors, and some bags.

Be familiar with the exhibition procedures before traveling.

The selection of samples must represent the company's highest level of craftsmanship. The more detailed the description and introduction, the better. Customers can give him detailed information when necessary, so as to give customers the impression of "professionalism".