| Summary: | Development of business to business marketing is especially manifested when effective promotional forms are being incorporated and integrated in processes of connection with organizational buyers. Among them, in the framework of strategic actions aimed at the sales promotion, fair appearance stands out as a necessary mechanism of industrial companies' competitiveness on the interorganizational market, with an array of market incentives and benefits. Despite the modest scope of research in this field, the goal of the paper is to analyze and point to the relevant indicators of industrial practices which deal with the role and the importance of fairs in the creation of intensive contacts and relationships with organizational buyers, as well as the necessity of their planning. Taking this into account, special attention is paid to the thorough elaboration of all planned phases of fair appearance and their complete synchronization with the aim of achieving optimal results.
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