Questions:
1. Explain the importance of conventions to associations, and identify factors that association meeting planners consider when making a site selection. Additionally, describe the tools salespeople use to locate associations and to find information about the meetings associations hold.
2. Identify factors that corporate meeting planners consider when making a site selection, and describe the tools salespeople use to locate corporations and to find information about the meetings they hold.
3. Summarize sales considerations for selling meeting services and products to SMERF organizations, identifying several SMERF organizations.
4. Describe the convention and meeting sales techniques of sales blitz selling, trade show selling, selling with convention bureaus, site-inspection selling, and familiarization tours.