Guerrilla Trade Show Selling: New Unconventional Weapons and Tactics to Meet More People, Get More Leads, and Close More Sales (Guerrilla Marketing Series) [Paperback]

Conrad Levinson (Author), Mark S. A. Smith (Author), Orvel Ray Wilson (Author)

Book Description

Publication Date: April 15, 1997

"Follow the wisdom contained in this powerful volume and your treasury will grow and grow. I learned plenty." -- Og Mandino, author The Greatest Salesman in the World

"The Guerrilla Group has done it again! Guerrilla Trade Show Selling is the definitive book on how to sell more, faster and easier at trade shows. It is loaded with practical, proven principles, methods and techniques that anyone can use to double, triple and quadruple their revenues at any trade show they attend." -- Brian Tracy, author The Psychology of Achievement.

"Guerrilla Trade Show Selling is pure platinum for anyone who has to or wants to effectively work the trade show floor. It's loaded with practical, down-to-earth ideas worth thousands of dollars to anyone who reads and implements its great advice." -- Dr. Tony Alessandra, author The Platinum Rule.

"More about trade shows and sales techniques than I ever knew existed. The authors actually turn exhibiting into a profit center!" -- Alan Weiss, PhD, author Million Dollar Consulting

Editorial Reviews

From the Publisher

The first book to apply guerrilla sales and marketing tactics to the unique, high-pressure environment of the trade show floor. Packed with insider secrets, tips and techniques, it is ideal for any size business that wants to use trade shows as an effective marketing weapon. It covers how trade show selling differs from a normal sales call and how to select the hottest shows for each market.

From the Back Cover

"Follow the wisdom contained in this powerful volume and your treasury will grow and grow. I learned plenty." — Og Mandino, author The Greatest Salesman in the World

"The Guerrilla Group has done it again! Guerrilla Trade Show Selling is the definitive book on how to sell more, faster and easier at trade shows. It is loaded with practical, proven principles, methods and techniques that anyone can use to double, triple and quadruple their revenues at any trade show they attend." — Brian Tracy, author The Psychology of Achievement.

"Guerrilla Trade Show Selling is pure platinum for anyone who has to or wants to effectively work the trade show floor. It's loaded with practical, down-to-earth ideas worth thousands of dollars to anyone who reads and implements its great advice." — Dr. Tony Alessandra, author The Platinum Rule.

"More about trade shows and sales techniques than I ever knew existed. The authors actually turn exhibiting into a profit center!" — Alan Weiss, PhD, author Million Dollar Consulting

See all Editorial Reviews

Product Details

• Paperback: 320 pages
• Publisher: Wiley; 1 edition (April 15, 1997)
• Language: English
• ISBN-10: 0471165689
• ISBN-13: 978-0471165682
• Product Dimensions: 9 x 6 x 0.8 inches
• Shipping Weight: 1.2 pounds (View shipping rates and policies)
• Average Customer Review: 4.3 out of 5 stars  See all reviews (10 customer reviews)
• Amazon Best Sellers Rank: #120,355 in Books (See Top 100 in Books)

More About the Author

Jay Conrad Levinson is the author of the best-selling marketing series in history, "Guerrilla Marketing", plus 27 other business books. His guerrilla concepts have influenced marketing so much that today his books appear in 41 languages and are required reading in many MBA programs worldwide.

Jay taught guerrilla marketing for ten years at the extension division of the University of California in Berkeley. And he was a practitioner of it in the United States -- as Senior Vice-President at J. Walter Thompson, and in Europe, as Creative Director and Board Member at Leo Burnett Advertising.

He has written a monthly column for Entrepreneur Magazine, articles for Inc. Magazine, and writes online columns published monthly on the Microsoft Website -- in addition to occasional columns in the San Francisco Examiner. He also writes online columns regularly for Onvia.com, FreeAgent.com and MarketMakers.com, and InfoUsa.com in addition to occasional columns for Guru.com.

Jay is the Chairman of Guerrilla Marketing International, a marketing partner of Adobe and Apple. He has served on the Microsoft Small Business Council and the 3Com Small Business Advisory Board. His Guerrilla Marketing is series of books, audiotapes, videotapes, an award-winning CD-ROM, a newsletter, a consulting organization, an Internet website, and a way for you to spend less, get more, and achieve substantial profits.

Customer Reviews

Most Helpful Customer Reviews

46 of 49 people found the following review helpful:

1.0 out of 5 stars Only for a "small business" with a BIG business budget, September 25, 1999

By A Customer

Amazon Verified Purchase

This review is from: Guerrilla Trade Show Selling: New Unconventional Weapons and Tactics to Meet More People, Get More Leads, and Close More Sales (Guerrilla Marketing Series) (Paperback)

How disappointing. Everything pointed to this book being a winner. But it started out trumpeting how wonderful it is (early warning sign). It stresses to the reader that the book was written specifically for small businesses (which is why I bought it). But it seems to talk excludively to large organizations. How many small businesses have "Trade Show Coordinators" who have to gain "upper management" support? Or have so many departments involved in the trade show that they need special meetings with just that committee? Or need to decide who on the "senior team" will be attending the show? Then the reader is offered these ideas for how to get their hottest prospects to attend the show: give some autographed artwork, sculpture or football to a few top prospects; for other hot prospets maybe Sony Walkmans, briefcases, cameras, etc. Thank goodness the reader is given a few tips on where they can call to hire a celebrety to fly in and join them at their booth or they'd be lost! Yeah, right! Maybe they just define "small business" differently than me. Bottom line? If you're on a tight budget and DON'T plan on increasing it by tenfold for your next trade show, don't bother with this book.

19 of 24 people found the following review helpful:

5.0 out of 5 stars It's got something for everybody!, October 18, 1999

By A Customer

This review is from: Guerrilla Trade Show Selling: New Unconventional Weapons and Tactics to Meet More People, Get More Leads, and Close More Sales (Guerrilla Marketing Series) (Paperback)

Whether you're a big business or just starting, when you first pick up this book, you'll find plenty of ideas that you can use immediately to make a real difference at your next trade show.

And like most books that you read, not every idea will work for you. Yet you'll get enough ideas in the first several dozen pages to pay for this book 100 times over. Read the whole book and you'll pay for it more than 1,000 times over. It paid like that for me!

Best of all, the ideas are practical. While the authors suggest where to look for resources, they do so without being commercial.

I've bought nearly every trade show book printed, including all those available on Amazon. Guerrilla Trade Show Selling is the only one that I refer to before every show.

Get it. Read it. Use it. Profit from it.

7 of 8 people found the following review helpful:

4.0 out of 5 stars I never give 5 stars unless its perfect, but its darn good, November 24, 2002

By A Customer

This review is from: Guerrilla Trade Show Selling: New Unconventional Weapons and Tactics to Meet More People, Get More Leads, and Close More Sales (Guerrilla Marketing Series) (Paperback)

People that gave this book low ratings probably wrote competiting books. Because there was mixed reviews, I didn't buy it online, instead I went to the store to see the whole thing. Within two minutes of looking at it, I was sold.
I'm an newly appointed advertising sales manager who went to one trade show and saw I needed help. So I bought this book. That was just 4 hours ago, and I already have 4 pages of ideas that I know will help me make a lot more $$$$$$.
I'm just writing this review so you don't get skeptical like I did. Its not filled with useless stuff to add pages. Its pretty good stuff that a relative newcomer to the game will find VERY useful. Hot Shots that know everything already and write bad reviews shouldn't be buying books like this anyway. right?