Certified Meeting Professional (CMP) Practice Exam

What is the first step in the exhibit sales process?

1. Determine the feasibility of holding the event

2. Set the exhibit booth layout

3. Identify potential exhibitors

4. Market the event

The correct answer is: Determine the feasibility of holding the event

The first step in the exhibit sales process is to determine the feasibility of holding the event. This fundamental step involves assessing whether the event can be successfully conducted, considering factors such as the target audience, market demand, available venues, budget constraints, and overall logistical capabilities. Understanding the feasibility helps in making informed decisions about the scope and scale of the event, which ultimately influences the success of booth sales. Once feasibility is established, other steps like setting the booth layout, identifying potential exhibitors, and marketing the event can follow more effectively. Without first confirming that the event is viable, subsequent efforts in sales and marketing may not yield results, as they would be based on a potentially flawed premise of holding the event. Thus, this step lays a crucial foundation for the entire sales process.