International B2B Trade Shows Management

Name: International B2B Trade Shows Management
Rating: 4.0 (106 reviews)

Market research, sales and marketing strategies to increase export, sales team training for events participation

Created bySonia Pupaza

Last updated 4/2021

English

What you'll learn

Prioritize market entry decisions based on extensive market research
Plan and participate successfully to international B2B Trade Shows
Plan and prepare marketing and communication materials for the B2B Trade Shows
Boost sales staff performance on the trade show floor
Discover trade shows visitors’ profiles, needs, and objectives

Course content

5 sections • 34 lectures • 2h 6m total length

Course Introduction & How to take this course?4:14
I will introduce students to the course, to myself, and explain how to take it and what they will be able to do by the end of the course.

Introducing the market research module1:25
You will get an overview on the structure of this section.
Framework4:43
In this lecture you will identify the framework for your company expansion, decide if you are ready to take your business abroad and how to look for your next prospective market.
Locate potential markets
Statistics5:03
Collecting statistical data about your targeted markets is vital to the decision of going to a new market. You will learn what statistical data to extract and how to interpret them.
Competitors3:22
You will learn how to study your competitors presence on the targeted market.
Local Producers2:10
You will learn how to study the local producers presence on the targeted market.
Similar products on the market2:47
You will learn what you need to study about the similar products on the targeted market in order to determine how your products could serve local demand.
Consumers2:34
You need to know your consumers in order to determine how you could best serve them; you will learn what information to gather about your potential consumers on the targeted market.
SWOT Analysis2:27
Put the gathered information in a form that will help you take decisions related to the markets of interest.
Customers2:10
You will learn where to look for potential customers on your targeted market.
Research the country you plan to exhibit2:47
You will learn what you need to research about the country you are planning to exhibit.
Market research knowledge check

Introduction1:03
I will introduce the students to the learning outcome of this section, which is planning a B2B Trade Show participation and lay out the structure of the section.
Goals and objectives4:03
Clarify the differences between goals and objectives and give examples.
Return-on-Investment (ROI)4:28
You will learn what Key Performance Indicators can be calculated for the Return-On-Investment.
Select the right trade show3:52
You will learn what type of information to study about the trade show you want to participate to help you decide over the best location for your business.
Plan the budget3:34
You will learn what to include in the trade show budget planning.
Set-up the booth7:52
You will learn the main points to keep in mind when organizing your booth in a trade show.
Roles in departments1:47
Learn who should be included in the trade show team.
Select what to exhibit2:44
You will learn what samples you should include in your display list for the trade show.
Arrange the trip1:55
We will discuss about the number of days needed, hotel and travel arrangements.
Planning knowledge check

Communication and Promotion Module Introduction0:50
I will introduce the students to the learning outcome of this section, which is making a list with the marketing materials and activities needed for a trade show participation.
Internal Communication3:25
I will talk about the company internal communication required in preparation for the trade show participation.
External Communication2:30
You will learn how to efficiently communicate your presence at a trade show to your customers and prospective customers
Pre-Show Communication5:27
You will learn what you need to prepare related to the pre-show communication and key considerations about a marketing campaign.
At-Show Communication6:27
You will learn what communication materials to write before going to the trade show that you will most probably use during the event.
Post-Show Communication1:49
You will learn what communication materials to use when you return from the trade show.
Promotional Materials6:48
You will learn what promotional materials to prepare and how to use them on your booth.
Communication and Marketing knowledge check

Requirements

Basic / theoretical knowledge of marketing, management, business development

Description

Are you a producer deprived of a high percentage of profits for the benefit of traders and importers?

This is a chance for you to learn how to find a more profitable market for your products/services and present your solutions with confidence and professionalism in order to attract more suitable partners on new markets by exhibiting in international trade shows.

Are you a sales or marketing leader who want to improve your team’s performance on the trade show floor?

Designed for management, sales, and marketing professionals this course will walk you through how to research, plan and execute successfully a trade show participation project, what marketing tools to use, and how to train your staff.

Are you someone who wants to develop new skills related to international trade show participation?

If you are taking this course without having a company and a product in mind I encourage you to pick a company you would like to work for and do the research, planning, and preparing for a market you consider opportunistic for that company and later use your work to get an interview with them. Practicing will help you become confident and rely on your newly acquired skills.

By the end of this course, you will be able to research new market opportunities, plan and participate in a B2B trade show, plan and prepare the marketing strategy for the event, develop the right behavior on the trade show floor.

What does this course cover?

Market Research – Learn how to research the market you want to enter by investigating competitors, local producers, similar solutions on the market, consumers, and potential customers.
B2B Trade Show Planning – Planning is the key to success! Learn how to select the right trade show, set goals, select the team, create a budget, and organize the booth.
B2B Trade Show Communication and Marketing Plan – Learn the communications and promotional materials you need to prepare for the Trade Show participation.
B2B Trade Show Sales Team – Study the team business behavior on the trade show floor and learn about the visitors’ profiling.

This course is not for you if you are an expert in marketing: market research, trade shows, communication, promotional materials, and business development strategies.

Who this course is for:

Entrepreneurs, producers, traders who want to determine how to organize the participation in international trade shows
People who want to evaluate potential new market entries
People who want to apply the appropriate communication and promotional tools for trade shows
People who want to develop their trade shows planning and executing skills

International B2B Trade Shows Management

What you'll learn

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Course content

Introduction1 lecture • 4min

Market Research10 lectures • 29min

Planning9 lectures • 31min

Communication and Marketing7 lectures • 27min

Sales Team Training7 lectures • 34min

Requirements

Description

Who this course is for: