Manning the stand

Exhibition training

Manning the Exhibition Stand is a one day course to ensure your team has the skills to maximise on your investment.

Maximise your investment

You've spent thousands on your stand, graphics, literature, hotels, but have you invested in the people manning the stand? Whether the team are sales or non-sales people you want to project a professional, consistent image that generates business.

Exhibition training ensures your team is fully prepared to make the most of your stand. To find out more read the course programme below.

What our customers say

Thanks for your time last week, the feedback was very positive. The show was a success. We had a queue off the stand for two days, which the Account Managers worked very skilfully.

Michael Pullan, Head of Communications, PowerPerfector

Course programme

The course is designed to be a fun day using exercises and group work to make the exhibition training stick. We also try to make the course as relevant as possible by tailoring it to your business.

A different kind of selling

  • Understanding the exhibition environment
  • The importance of the people manning the stand
  • Why exhibition skills matter
  • Ten biggest visitor turn-offs


  • Understanding company objectives
  • Setting personal targets
  • What you need to think about beforehand
  • Clothing, back pain, diet, drinking, breath, sleep
  • Maintaining your focus

Exhibition stand etiquette

  • Classic do's and don'ts
  • Body language
  • Initiating contact
  • Avoiding 'Can I help you?'
  • Using questioning to build rapport

Visitor types

  • Prospects, Time Wasters, Influencers, Schmoozer's, Press, Competitors, Complainers
  • Qualification - Spending time with the people matter
  • How to graciously move on those who don't

Dealing with visitors

  • Identifying roles and responsibilities
  • Understanding needs
  • Talking benefits
  • Confirming the next action

Other essential skills

  • Logging enquiries
  • Using literature effectively
  • Passing visitors on smoothly to colleagues
  • Following up

Just £995 per team (excludes travelling expenses) for the in-house course or £225 per person for our public courses. More about fees.

Success Stories

Just wanted to say "thank you" for delivering your "Manning the Stand" course; the feedback from everyone (even the ones who generally hate training courses) was really positive. The content and flow of the course was spot-on and will, hopefully, prevent us from lapsing into bad habits during the show!

Karl Walker, Product Marketing Manager, Omron

The training was very well received and proved to be useful, even to some of the "been there, done that" old timers.

Steve Langston, Managing Director, Adams Aviation

Thanks for your time last week, the feedback was very positive. The show was a success. We had a queue off the stand for two days, which the Account Managers worked very skilfully.

Michael Pullan, Head of Communications, PowerPerfector

"I would like to take this opportunity to thank you for the last two days and the work you have put into creating and delivering the “Man the stand” training. The feedback we have received so far is very positive and the general interaction from all four groups was again positive. The more experienced sales people have also commented on some new features and benefits picked up during the training that will help them next week."

Alan Maxted, Group Director - Sales, Cromwell Tools Ltd

"Jon was quick to respond to our request for a bespoke programme and it fitted our needs exactly. Well structured and delivered at a good pace for everyone with plenty of relevant real life examples it was an excellent programme. Will certainly consider using Jon again."

Jeff Willmore, Marketing Officer, Oxford Brookes University

“The exhibition training that Jon gave to our sales team was clear, precise and motivating. By including some amusing stories and relevant videos he kept the teams attention at all times. The training helped to emphasise how important it is to refresh the sales team’s role on working the stand to it’s full potential.”

Julie Godwin, Marketing Manager, National Veterinary Services

Exhibition pad

Generic version

Front cover example

Customised example

Present a professional image to your visitors!

  • Prompts you to ask the right questions
  • The sturdy construction supports you while you write,
  • It's cardboard backed with 75 pages of quality 100gsm paper in a compact A5 format
  • Less hassle (and probably less costly) than printing lots of sheets on your own printer
  • Ring bound so all your contacts are held together - less chance of losing valuable leads
  • Generic and customisable versions available

Generic version £25 for a pack of 5 pads

Customised version

Order the customised version and we'll change any of the text to your requirements and put your logo on the front cover. The customised version is available at £75 for 10 pads, Download the customisation form or call 01604 883541 to discuss your requirements.