Exhibition Management Vocabulary and Event Measurement Tools

ESM3401 English for eSports Management 1 Chapter 9 Exhibition Management

OVERVIEW Exhibition Management LISTENING SPEAKING READING WRITING VOCABULARY

VOCABULARY

VOCABULARY 1. Day Delegate Rate (DDR) (N) : a charge by a venue per attendee, per day for an event, based on a full day s meeting. Honorarium (N) : A fee paid to a guest speaker. Installation & Dismantle (I&D) (N) : the process of preparing equipment for an event and taking apart that equipment after the event. Keynote (N) : keynote refers to the opening address or important plenary session at a meeting that sets the tone or theme of the event. Waitlist (N) : A client when an event, session, or space is fully booked. They can be held on a waitlist for cancellations and if a spot becomes free they can be offered the opportunity to attend. 2. 3. 4. 5.

VOCABULARY 6. Accepted Practices Exchange (APEX) (N) : An initiative of the Convention Industry Council. Designed to develop and implement industry-wide accepted practices, Cut-Off Date (N) : This date refers to when a facility releases a block of rooms or space. Food & Beverage F&B (N) : a catering service provided by a venue during an event. Itinerary (N) : A detailed event itinerary can be created for attendees or team briefings to outline the flow of the event. 10. Session (N) : This is one meeting, presentation, or workshop that can take place in a breakout room during a larger meeting or conference. 7. 8. 9.

EXHIBITION MANAGEMENT

EVENT MESUREMENT TOOLS Event Metrics: Measuring the Success of Your Events Revenue metrics : If generating revenue is the ultimate goal of your event, then these metrics are essential. Net sales If ticket sales are the revenue driver, calculating net sales is the easiest way to measure profit generated by your event. Opportunity value Events that target sales leads, especially in the B2B sector, need to measure how many attendees become marketing qualified leads (MQLs) and sale qualified leads (SQLs) to calculate the sales opportunity value generated by the event.

EVENT MESUREMENT TOOLS Marketing metrics : Event marketing is important to know which marketing channels generate the most interest and the highest conversion rate. Website traffic When looking at traffic reports in Google Analytics, it s important to make sure you re looking at traffic specific to your marketing efforts. Conversions When we talk about conversions for events, we re usually looking at attendee registrations. In other words, did the traffic we brought into the site result in event RSVPs or ticket purchases? Channel effectiveness (ROI) After looking at your traffic and conversion reports, you ll be able to calculate the ROI of each marketing channel.

EVENT MESUREMENT TOOLS Attendee metrics : Attendees are the core of every event, it s important to track metrics for them, too. Registration trends Timing is a big part of any event marketing strategy. Understanding when people register for an event allows you to adjust your marketing plan to focus on peak opportunity. Attrition Attrition is the number of people that registered for your event but didn t show up. It s an incredibly important metric when it comes to your event budget. Attendee engagement & satisfaction Number of social mentions and interactions. social sentiment total positive, neutral, and negative posts

EVENT MESUREMENT TOOLS KPIs A Key Performance Indicator is a measurable value that demonstrates how effectively a company is achieving key business objectives. Organizations use KPIs at multiple levels to evaluate their success at reaching targets. High-level KPIs may focus on the overall performance of the business, while low-level KPIs may focus on processes in departments such as sales, marketing, HR, support and others.

EVENT MESUREMENT TOOLS OKRs Collaborative goal-setting tool used by teams and individuals to set challenging, ambitious goals with measurable results. OKRs are how you track progress, create alignment, and encourage engagement around measurable goals. Objectives represent a destination. They answer the question Where do I need to go? Key Results measure progress toward an Objective. They answer the question How do I know I m getting there.

EVENT EVALUATION TOOLS Event evaluation is a critical component of organizing an event. Through evaluation, you have the ability to fully understand the impact your event. Evaluation is important to continuously improve. It ensures the tactics you are using are effective and reflect larger company or organizational goals. Post-Event Evaluation It makes sense to start with the nitty-gritty and look at the details of your most recent event, including what went well, what can be improved and how you can focus more time and resources on the activities that delivered the most value to you and your attendees. Things to improve The important thing for tackling this part of the meeting it to make it about things and processes, not people. How can mistakes be avoided, processes improved, and which tactics simply didn t work as well as you d hoped? How to increase event return on investment (ROI) This is essentially about efficiency of time and allocation of resources.

LISTENING

ACTIVE LISTENING Active listening means, as its name suggests, actively listening. That is fully concentrating on what is being said rather than just passively hearing the message of the speaker. Active listening not only means focusing fully on the speaker but also actively showing verbal and non-verbal signs of listening.

VERBAL SIGNS OF ACTIVE LISTENING Positive Reinforcement Although a strong signal of attentiveness, caution should be used when using positive verbal reinforcement. Although some positive words of encouragement may be beneficial to the speaker Remembering Remembering a few key points, or even the name of the speaker, can help to reinforce that the messages sent have been received and understood. Questioning The listener can demonstrate that they have been paying attention by asking relevant questions and/or making statements that build or help to clarify what the speaker has said.

VERBAL SIGNS OF ACTIVE LISTENING Reflecting Reflecting is closely repeating or paraphrasing what the speaker has said in order to show comprehension. Clarification Clarifying involves asking questions of the speaker to ensure that the correct message has been received. Summarization Repeating a summary of what has been said back to the speaker is a technique used by the listener to repeat what has been said in their own words.

EFFECTIVE QUESTIONING Asking questions is essential for checking understanding and keeping them engaged with the task at hand. There are a range of question types that can be used for different purposes. Open Questions : Gather information and facts, for example "What are your concerns and worries about this situation?" Probing Questions : Gain additional detail, e.g. "Can you explain why that matters?" Hypothetical Questions : Suggest an approach or introduce new ideas. An example might be "If you could get additional funding or resources, how might that help?" Reflective Question : Check understanding, such as "So would you priorities the most critical areas for attention first and make sure that everyone knew what was most important?" Leading questions : Questions can very often lead the person towards the idea and instead of responding to your request, they have their idea of how to help you be more successful. Deflective questions : Deflective questions help to transform the negative situation into a collaborative problem-solving occasion in Dissatisfaction , Insubordination and Resistance situations Closing questions : Bring agreement, commitment and conclusion, e.g. "When will you talk to your team and the client about this?"

BENEFITS OF EFFECTIVE QUESTIONING Using effective questioning in your classroom brings a host of benefits, as it: 1. Encourages students to engage with their work and each other. 2. Helps students to think out loud. 3. Facilitates learning through active discussion. 4. Empowers students to feel confident about their ideas. 5. Improves speaking and listening skills. 6. Builds critical thinking skills. 7. Teaches respect for other people s opinions. 8. Helps students to clarify their understanding. 9. Motivates students and develops an interest of a topic. 10. Allows teachers to check students understanding.

PRACTICE QUESTIONING https://www.youtube.com/watch?v=q0HzDxU6uro

SPEAKING

PRESENTATION STRUCTURE Introduction Overview INTRODUCTI ON Body Conclusion Question And Answer

PRESENTATION SIGNPOSTING Useful expressions that you can use to signpost the various parts of your presentation Moving To Next Point Introducing The Subject Outlining The Topic Summarizing And Concluding Giving An Example Dealing With Questions

SIGNPOSTING PHRASE Starting the presentation & welcoming Good morning/afternoon/night and welcome to [name of company/presentation/place]. What I m going to talk about today is Today I m going to discuss The topic of my presentation today is Introducing yourself My name is [name] and I am from [company], where I m responsible for.. I m [name]. I m a [job position] at [company]. Let me introduce myself; I m [name] and I work at [company], where I work in [name of the department].

SIGNPOSTING PHRASE Presenting the topic Today, I ll be talking about/discussing [topic] I m here to illustrate how What I m going to be talking about today is The purpose of today s presentation is My objective is to In today s presentation, I d like to talk to you about/show you/demonstrate Outlining the content of the presentation In today s presentation I m going to cover [three] points: Firstly, I ll be looking at Secondly, we ll consider Then, I ll explain how And finally, I ll demonstrate how..

SIGNPOSTING PHRASE Introducing the first point So let s start, shall we? To begin with, To start with, First of all, I ll Explaining graphs, images or data This graph/image/video/data demonstrates I d like to illustrate this by showing you Concluding a point So, that concludes [name of section] That s everything for [name of section] We ve now covered [name of section] I think that just about covers [name of section] Moving on to the next point Now, let s move on to Now that we ve discussed [previous point], I d like to move on to/talk about Next Let s look at I d like now to discuss

SIGNPOSTING PHRASE Referring backwards and forwards You ll remember I said... Just to repeat what I said earlier, As I mentioned earlier... Do you remember I said...? I ll talk more about this later. More on this later on. The details will come later. Can I come back to this point? Don t worry if this isn t so clear now, I ll explain the details later... Concluding and summarizing the presentation To conclude, In conclusion, Well, that brings us to the end of the final section. Now, I d like to summarise by That concludes my presentation. Now, if I can just summarise the main points I think we ve just about seen everything now. Let s take a look back at what we ve seen

SIGNPOSTING PHRASE Inviting questions We ve got a few minutes for questions. Does anyone have any questions? If anyone has any questions, I d be happy to answer them. Are there any questions? Thanking your audience and hosts I d like to say thank you to everyone who has come today. I d also like to thank [host] for letting us be here today. I hope that the presentation has been interesting/informative, thank you for coming. Finally, I d like to finish by thanking you all for coming Thank you for your attention/time. I hope to see you all soon.

SIGNPOSTING PHRASE Responding to tricky questions Thank you... it s a good question and one we are trying to address in our follow up studies. Ah yes. That occurred to us too. We tried to account for it by... I m afraid I have no idea! Perhaps we can look at that in more detail in a follow up study. Do you have any suggestions? Let me check I understand you clearly. Do you mean...? Could you repeat that? Ah... I m afraid I don t have that information with me now. If I can get your email address after this session, I ll mail it to you.

READING

RESEARCHING RESEARCH PAPER Title Abstract Introduction Objective Literature Review Methodology Preliminary Data Statement of Limitations Conclusion Acknowledgments References

TOPIC SELECTION AND INTRODUCTION The introduction is all but an overview or rather outline to the topic of the research. It should begin by presenting the topic in a broad sense until it is slowly and smoothly narrowed down to a conclusion that is followed by a research question. It should address, in a length of two pages, the main issue and reason for having chosen this topic, if there are existing solutions, and the advantages of contemplating this research.

LITERATURE REVIEW The literature review, in brief, includes the current knowledge on the chosen topic, from practical findings to theoretical and methodological. Secondary sources are used such as scholarly/peer-reviewed books and articles. A literature review s main purpose is to present case studies and models that support the research topic.

METHODOLOGY The methodology is an in-depth report of the methods, procedures, or approach used in the study. The equipment, participants, materials, or variables were used/included, a detailed description must be provided. Necessary as well is an Ethics Statement. This statement is a representation of how the researcher ensures the quality of the research.

PRELIMINARY DATA This section is where the preliminary findings of a study are reported as per the methodology section preceding it. It is a simple statement of the findings arranged in a sequence without any interpretation. Evidence of importance or data that is critical to answering a research question or addressing a relevant point within the paper should be mentioned.

STATEMENT OF LIMITATIONS This section in other words is a discussion section within the paper of the findings and what they mean. It must include a statement of limitations, or rather the characteristics of methodology that influenced the interpretation of the findings. This section is an opportunity to make suggestions for further research.

CONCLUSION The conclusion section is all but an understanding of why the research matters. It is a summary of the main topics or points covered throughout the paper and allows for recommendations for future research. A statement where the researcher points out a gap that has been filled by the research adding to its quality.

DIGITAL OBJECT IDENTIFIER (DOI) A digital object identifier (DOI) is a unique alphanumeric string assigned by a registration agency (the International DOI Foundation) to identify content and provide a persistent link to its location on the internet. The publisher assigns a DOI when your article is published and made available electronically.

RESEARCH PAPER EXAMPLE

WRITING

ADVANTAGES/DISADVANTAGES ESSAY Writer will be given a question asking the writer to give an opinion, discuss a problem or issue. The writer could also be asked to provide solutions, evaluate a problem, COMPARE AND CONTRAST different ideas or challenge an idea.

ADVANTAGES/DISADVANTAGES STRUCTURE Writing structure Introduction Paraphrase the question Introduce the specific advantage/disadvantage that will be discussed in the main paragraph Main Body Paragraph I Introduce the advantage (Introduction) Explain/Give detail Main Body Paragraph II Introduce the disadvantage (Introduction) Explain/Give detail Conclusion Summary of the main idea

ADVANTAGES/DISADVANTAGES INTRODUCTION This is the introduction to the essay and where you should start off by paraphrasing the question. This means that writer rewrite the question in your own words using synonyms. The writer can t just copy the question again or use the same words in the question topic. Then your next sentence should introduce the essay, this will tell the examiner exactly what you will discuss in the main body paragraphs. Good / Bad Benefit / Drawback Pros / Cons Advantages / Disadvantages

INTRODUCTION EXAMPLE Many people in society believe that having fixed punishment for all crimes is a more efficient way to dealing with criminals in the justice system. There is an ongoing debate on the merits of having a rigid discipline system in place for all crimes committed. This essay will firstly discuss, how having fixed punishments could lead to a more competent judiciary system as the biggest advantage. Secondly, this essay will discuss how this may lead to people being punished in the same way for both minor and major crimes as the primary disadvantage.

ADVANTAGES/DISADVANTAGES BODY Start the paragraph by introducing the main advantage. This is where you need to have a topic sentence. The next sentence(s) should explain, going into detail. The third sentence should give an example that supports the advantage.

ADVANTAGES/DISADVANTAGES CONCLUSION In the fourth paragraph, you write the conclusion giving a summary of your main points and say what you think were the most important pros and cons. You should not enter any new information or ideas in this paragraph.

EXAMPLE CONCLUSION Many people in society believe that having fixed punishment for all crimes is a more efficient way to dealing with criminals in the justice system. In conclusion, fixed punishment offers an interesting choice for effective crime deterrence and a faster judicial process. However, its inherent flaw in generalizing all crime without carefully considering mitigating circumstances would compromise the very essence of justice and should warrant a closer study before fully implementing it to any modern judicial system