PROGRAMME

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9:00 – 9:30 Welcome and Introduction Overview of the week’s agenda, objectives and goals. Icebreaker activities to foster team bonding 9:30 – 10:30 Product Knowledge Comprehensive understanding of the exhibition, its value proposition, and benefits for exhibitors and visitors 10:45 – 12:00 Sales Process Familiarization with the specific sales process for selling exhibitions, sponsorships and other services 12:00 – 13:00 Customer Knowledge, Case Study Analysis Understanding the target audience, industry trends, and the needs of potential exhibitors. Group exercise to create customer personas. Review and analyze successful past exhibitions. 14:00 – 18:00 Consultative Selling, Value Selling, Storytelling in Sales Individual Sessions with each Sales Manager. Focused, personalized, and effective approach to professional development, leading to better performance and growth for the sales manager.

9:00 – 10:00 Effective Communication  Training on active listening, clear articulation, and persuasive speaking. Communication exercises and feedback sessions. 10:15 – 12:00 NegotiationTactics  Techniques for negotiating booth space, sponsorship packages, and special deals. Mock negotiation scenarios. 12:15 – 13:00 Handling Objections   Strategies for addressing and overcoming common objections. Role-playing objection handling. 14:00 – 15:30 Social Media Strategies, CRM Tools, Sales Automation Leveraging platforms like LinkedIn, Twitter, Facebook and etc. for lead generation. Training on CRM software to track interactions and manage sales pipelines. 15:45 – 16:45 Integrated Digital Strategies Combining social media, CRM and automation tools. Developing integrated digital strategies. 17:00 – 18:00 Recap and Q&A 

 9:00 – 10:30 Advanced Strategic Sales Planning  Developing comprehensive sales strategies, aligned with company goals. Setting and achieving ambitious sales targets. Exercise: Creating a strategic plan for new market 10:45 – 11:30 Performance Metrics and Data-Driven Decision-Making Identifying KPIs for sales teams. Using data analytics to drive sales performance. Case study analysis: Successful data-driven sales strategies. Group discussion 11:45 – 13:00 Leadership and Team Motivation Leadership styles and their impact on sales teams. Techniques for motivating & retaining top sales talents. Providing effective feedback and coaching. Handling challenging leadership scenarios. 14:00 – 15:30 Interdepartmental Collaboration, Conflict Resolution and Problem-Solving  Best practices for working with marketing, finance and operations. Identifying and addressing source of conflict, techniques for effective mediation and negotiation, problem solving frameworks 15:45 – 17:30 Innovation and Adaptability in Sales Encouraging innovative thinking and flexibility within the sales team. Responding to market changes. Case Studies of successful sales innovations