Personnel training
In order to guarantee good display efficiency and effect, in the equipped with booth staff after, must train them. Both temporary employment personnel or fixed staff includes company senior staff should receive training. The purpose of the training is to make the booth staff know display objective, grasps the booth job skills, develop cooperation and team spirit.
Booth staff training work exhibition shall be included in the work plan, become a normal work. If conditions permit will arrange compare normal training, at least before the opening of the simple work metasomatism and technical guidance. Training work can be selected after booth staff is embarking on. Comparative formal training forms including the preparatory committee or training, time can be half a day or two days, but point to specific arrangements. To use as far as possible teaching auxiliary tools, such as projector, notes, etc. Training methods will try to normal, the more formal, more show organizers attention, training effect also is better. If there is the main person in charge to participate in the exhibition, also should participate in the training, this to improve training effect advantage.
The training content want to have a system, training materials) to complete. Some american-european countries exhibition industry association, exhibition research institutions, exhibition consulting company to arrange special exhibition training, have special booth job training textbooks, video tapes, etc., can buy a reference to use. Training textbooks should be marked secret degree, the training content and steps can be divided into three parts, are arranged as following:
Orientation: including personnel introduction, the preparation is introduced, display orientation, etc. Orientation of the purpose is to make booths personnel familiar with the exhibition background, environment and conditions. First introduce each other, trainers and accept trainers introduce myself, not only to introduce name, work, but also introduce the exhibition knowledge and experience. Display is introduced, including the exhibition booth and situation. The exhibition, including name, location, display date, opening time, the ground plane, the position, entrances and exits, office, restaurant, toilet position and so on, booth include exhibition intention, display purpose, target audience, the booth location, booth number, booth layout, work on the overall arrangement, etc. Exhibition activities is introduced, including the press conference, opening ceremony, library day activities, VIP reception activities, etc., and put forward the corresponding to booth staff working requirements. Exhibits is introduced, a detailed introduce each exhibits, its performance, data, usage, usage, etc. The market introduction, including sales scale, sales channels, rules and regulations, characteristic habits and sales price, etc.
Working arrangements: booth staff to decorate booths work, and puts forward the requirements and standards, must make the booth every a person know and understand the display purpose; Booth arrangement work, including the audience reception, trade negotiation, information dissemination, public relations work, journalism and the follow-up work, carries on the division of labor, and puts forward the requirements; Management arrangements, including working time, shift arrangement, daily booth meetings, records management, etc.; Administrative arrangements, including booth staff accommodation, meals, transportation, schedule arrangement, etc. Display is mainly in order to clinch a deal, booth is ready to work around this development, including market research, ready to supply, ready to product information, ready to trade terms, etc.
Technical training: the main training booth reception and the sales techniques. Booths work and other environment work different, even experienced sales force should also accept booth skills training. Can use simulation mode and should be ready to perfect, the system of training materials. In addition, if possible, to cultivate booth staff serious working attitude, team spirit and collective feeling.

Market research
In choosing the exhibition on display and choose the products before, exhibitor has done the market adjustment. Research shown around the product and carry out around clinch a deal, research content including market, transportation, packaging, insurance, tariff, exchange rate, discount, etc. Each market has its characteristics, a thorough understanding and fully ready to help to display success, help to clinch a deal.
Need to know the market situation including: market scale, consumption, import and consumption value, but imports jumped, product source, consumption growth rate, consumption distribution, relevant law, market potential and development trend, market barriers, etc. If the market for a product has trade and non-trade barriers, and then display this kind of product will be careful consideration, unless there is a long-term plan, otherwise exhibited no too big significance. In addition to understand customs, tax rates, quotas, monetary control and other constraints and market segmentation and so on the condition.
To know more about the products, products must conform to the market demand. Therefore, must understand the quality of the products, color, style, size, appearance, design, performance, technical specifications, trade standards, as well as transport package, consumer packaging, protection requirements, explain requirements, etc. If according to market requirements for special exhibition change products, packaging difficult, exhibitor should also know the market requirement, and can explain to the customer, so long as has the order, can according to the market demand and customer requirements to provide product.
Exhibitor must understand competition, in order to know and who competition, make price and so on various aspects of preparation, need to know competition also include other suppliers, including foreign and local supplier name, supply, market share, advantage and disadvantage, trademark and patent problems, market leading product characteristic, market leading company, the reasons for the success of the suppliers to increase or decrease the market situation, the market price.
Understand sales channels and market research is an important content. First of all to understand the whole sales, including sales system, normal sales channels and links and different channel relative importance and advantages and disadvantages of each link, each channel order quantity, delivery time and conditions of sale, the price increase of amplitude, after-sales service requirements, etc. Second is to determine target businessman, namely identify likely main buyer: is the import and export business, manufacturers, wholesalers distributor or retailer.
Exhibitor must also understand transportation conditions, including local market transportation condition, transportation route, mode of transport, transport price, so that calculation, decided to offer products of transportation cost, transport time and clinch a deal in the contract conditions of carriage.
The research of the specific content can be according to display and clinch a deal need constant. If the exhibitor conditional, can do research, if do not have a condition, can entrust to display the consulting company, market research company.

To clinch a deal
To clinch a deal mainly have three aspects: products, clause, material. According to the exhibitor production ability and financial strength and estimate the customer may request, determine product available for variety, quantity, specifications, performance, and can make the improvement and time of delivery, etc., is also ready to supply of goods and invoice. According to the market investigation results decided to clause, packing terms, delivery terms and conditions of carriage, payment terms, etc., as a negotiation, signing basic conditions. According to the negotiations and signing need, prepare samples,) company introduction, product catalogues, product introduction, price list, contract, etc. Samples should be with the actual supply products consistent, better than or difference in actual product will have trouble. Company introduction contents include the company name, address, capital, annual turnover, business scope, the number of employees, the company introduces the purpose is to let the customer to understand the exhibitor. Product catalog is all sorts of products introduced. Product introduction one or a series of product introduction, the content may some detailed, including all kinds of technical specifications, etc. Booth material good quality, quantity should fully. To use the local character, monetary unit and the unit of measurement, let the customer know oneself and their own understanding customer equally important.

Product knowledge
All booth staff must be familiar with the product knowledge, including specifications, function, characteristic, function, use method, etc. The American trade exhibition, had done a survey, which is a visitors think booth staff should have knowledge, survey results indicate that more than 94% of the visitors think product knowledge is booth staff should have the most important knowledge.
Booth staff to grasp the product knowledge is in order to promote sales. Booth staff if the product is not familiar with, not only can a comprehensive introduction products, also may give visitors leave exhibition company level is not high feeling. Therefore to fully grasp the product knowledge before the exhibition. If possible, still should master operation demonstration skills. If the product is complex, booth researchers must be familiar with that material, in need, can quickly find the answer. In short, booth staff should be directly or indirectly answer all of the client‘s problem.