IAEE Master Series Certificate: Event Sales & Sponsorship: Sales Tactics That Work (Part 2)
Includes a Live Web Event on 03/12/2026 at 10:30 AM (CDT)
This is the second session in a dynamic three-part virtual series led by the esteemed CEO of SB Events, Jennifer Kerhin, MBA, CEM, CMP. She has designed this specific course to provide comprehensive knowledge and actionable strategies for maximizing expo and event sales. In this session participants will learn a variety of proven sales tactics.
Learning Objectives:
- Write effective sales and phone scripts and utilize them for effective outreach tactics
- Uncover potential exhibitor/sponsor needs by asking the right questions.
- Confidently handle objections and negotiations to secure commitments.
Credit: This session is eligible for 1 clock hour towards the CEM recertification for this session. A total of 3 CE credits will be added to participants transcripts after completing the full IAEE Master Series Certificate.
To register for the full virtual 3-part series Members $99 | Non-Members $149.
Can’t make the date? You can still register and get access to the recordings for on-demand viewing for whatever time works best for your professional development journey.
这是由SB Events的知名首席执行官Jennifer Kerhin（MBA、CEM、CMP）主讲的精彩三部分虚拟系列课程的第二部分。她精心设计了这门课程，旨在提供全面的知识和切实可行的策略，帮助您最大限度地提高展会和活动的销售额。在本课程中，学员将学习各种行之有效的销售技巧。
学习目标：
撰写有效的销售和电话脚本，并将其用于有效的客户拓展策略。
通过提出正确的问题，挖掘潜在参展商/赞助商的需求。
自信地处理异议和谈判，以达成合作承诺。
学分：本次虚拟课程可计入CEM再认证的1个学时。
您也可以以优惠价购买包含三节虚拟课程的完整系列（会员价 99 美元 | 非会员价 149 美元）。
无法参加研讨会？您仍然可以注册并获得录播视频的访问权限，以便在最适合您职业发展的时间观看。
Esta es la segunda sesión de una dinámica serie virtual de tres partes, impartida por la prestigiosa CEO de SB Events, Jennifer Kerhin, MBA, CEM, CMP. Ha diseñado este curso específico para brindar conocimientos integrales y estrategias prácticas para maximizar las ventas en exposiciones y eventos. En esta sesión, los participantes aprenderán diversas tácticas de venta comprobadas.
Objetivos de aprendizaje:
Redactar guiones de venta y telefónicos eficaces y utilizarlos para tácticas de captación efectivas.
Identificar las necesidades potenciales de expositores y patrocinadores mediante las preguntas adecuadas.
Manejar con seguridad las objeciones y negociar para obtener compromisos.
Crédito: Esta sesión virtual otorga 1 hora de crédito para la recertificación CEM.
También puedes adquirir la serie completa de tres sesiones virtuales con descuento (Miembros: $99 | No miembros: $149).
¿No puedes asistir en la fecha prevista? Aun así, puedes registrarte y acceder a las grabaciones para verlas cuando mejor se adapte a tu desarrollo profesional.
Jennifer Kerhin, MBA, CEM CMP
Chief Executive Officer
SB Expos & Events
Jennifer Kerhin has more than 20 years of experience working with association conventions and tradeshows. She founded SB Expos & Events to support the mission of associations by creating non-dues revenue through event management. Understanding that active involvement within associations is the key to success, Jennifer is a committed member and volunteer in IAEE, ASAE and PCMA. She has been a speaker at ASAE’s Annual Meeting, IAEE’s ExpoExpo!, MPI’s Potomac Chapter, MASAE’s Annual Meeting, PCMA’s Capital Chapter and Cadmium’s User conference.
This specific session is eligible for 1 clock hour towards the CEM recertification once completed.
Please note a total of 3 CE credits will be added to participants transcripts after completing the full IAEE Master Series Certificate.
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