|
1.
Demonstrate new products
|
44.
Reach customers who need personal attention
|
|
2.
Meet buyer face to face
|
45.
Diffuse customer complaints
|
|
3.
Audience pre-selected by interest
|
46.
Integrate exhibit in total marketing picture
|
|
4.
Appeal to special customer interests
|
47.
Understand customer attitudes
|
|
5.
See buyers not usually accessible
|
48.
Feature product/service benefits
|
|
6.
Showcase technical support personnel
|
49.
Distribute product information
|
|
7.
Shorten buying process
|
50.
Conduct sales meetings
|
|
8.
Make immediate sales
|
51.
Create an event/impression
|
|
9.
Project image
|
52.
Live product demonstrations
|
|
10.
Create image
|
53.
Support corporate theme program
|
|
11.
Continuing customer contact
|
54.
Invite special customers
|
|
12.
Meet potential customers
|
55.
Introduce new approach to market
|
|
13.
Qualify buyers
|
56.
Introduce a new promotional program
|
|
14.
Introduce new products
|
57.
Introduce a free service
|
|
15.
Demonstrate non-portable equipment
|
58.
Distribute product samples
|
|
16.
Understand customer problems
|
59.
Introduce new selling techniques
|
|
17.
Solve customer problems
|
60.
Program the sales environment
|
|
18.
Identify new product applications
|
61.
Create product laboratory
|
|
19.
Showcase projected new product
|
62.
Dramatize your message
|
|
20.
Obtain product/service feedback
|
63.
More contacts per sales person in a short time
|
|
21.
Build sales force morale
|
64.
Place for low-cost personal selling
|
|
22.
Create dealer network
|
65.
High return-on-investment opportunities
|
|
23.
Educate sales force
|
66.
Introduce company to market
|
|
24.
Educate dealers
|
67.
Meet customers not normally called upon
|
|
25.
Relate to competition
|
68.
54 percent of sales closed without a sales call
|
|
26.
Conduct market research
|
69.
Reposition your company in a market
|
|
27.
Recruit personnel
|
70.
Change perception of your company
|
|
28.
Attract new representation
|
71.
Stand above competition
|
|
29.
Opportunity to highlight new products
|
72.
Enhance word of mouth market
|
|
30.
Three-dimensional sales opportunity
|
73.
Open doors for personal sales calls
|
|
31.
Action oriented media
|
74.
Reinforce personal sales calls
|
|
32.
Create customer lists
|
75.
Reinforce direct mail
|
|
33.
Show AV on products
|
76.
Reduce sales costs
|
|
34.
Support wholesalers
|
77.
Generate qualified leads
|
|
35.
Reach customers at low cost per call
|
78.
Generate prospects
|
|
36.
See top management personnel
|
79.
Make more sales calls
|
|
37.
Meet power buyers
|
80.
Promote multi-services/products for market
|
|
38.
Target market by type of attendance
|
81.
Promote technical benefits/data/features
|
|
39.
Target market by function of attendance
|
82.
Promote positive product trends
|
|
40. Develop
leads for dealers
|
83.
Overcome unfavorable publicity
|
|
41.
Develop leads for wholesalers
|
84.
Offer product literature
|
|
42.
Develop leads for representatives
|
85.
Invite special customers
|
|
43.
Reach prospects not being contacted
|
86.
Industry support for sponsoring organizations
|
|
|
|
