View Unit : Principles of selling at trade fairs and exhibitions

Unit

Unit Reference Number

A/502/8219

Qualification Framework

QCF

Title

Principles of selling at trade fairs and exhibitions

Unit Level

Level 2

Unit Sub Level

None

Guided Learning Hours

Unit Credit Value

Date of Withdrawal

SSAs

15.4 Marketing and Sales

Unit Grading Structure

Pass

Assessment Guidance

All Assessment Criteria must be met. The method of assessment is determined by individual awarding organisations.

Learning Outcomes and Assessment Criteria

Learning Outcome - The learner will:		Assessment Criterion - The learner can:
1	Understand the basis for deciding whether to participate in trade fairs and exhibitions	1.1	Explain the purpose of exhibitions and trade fairs
		1.2	Describe how an organisation’s sales plans and targets relate to a trade fair or exhibition
		1.3	Explain how the cost of participation is weighed against the likely sales that may be achieved
2	Understand how to prepare for trade fairs and exhibitions	2.1	Describe the resources needed for participation
		2.2	Describe how targets are set for exhibitions and trade fairs
		2.3	Explain how actual and potential customers are informed of forthcoming events
		2.4	Explain how to identify opportunities for collaborative selling with other exhibitors
		2.5	Explain the importance of identifying potential competitors and threats to sales from other exhibitors
3	Understand techniques for selling at trade fairs and exhibitions	3.1	Describe how displays are arranged and presented to attract potential customers
		3.2	Describe techniques for engaging potential customers’ attention quickly
		3.3	Explain how sales lead information is identified, captured and followed up
		3.4	Explain how to adapt sales techniques to suit the environment of trade fairs and exhibitions
		3.5	Explain the importance of post-event follow up with potential customers

Equivalent Units

There are no equivalences to display.