Certified Logistics Sales Professionals (CLSP)
Introduction
The Certified Logistics Sales Professional program equips sales professionals with essential knowledge and skills to excel in the logistics industry. This certification offers a comprehensive curriculum tailored to the dynamic demands of logistics sales, covering critical industry practices, strategic marketing, and effective sales processes. Participants will gain insights into the logistics sector’s position within the broader supply chain, current market trends, and regulatory challenges impacting global trade. The program includes modules on designing customer-centric strategies, managing competitive pricing, optimizing networks, and fostering stakeholder relationships to drive sales performance. Additionally, it emphasizes transitioning from product-based to solution-based selling, with advanced modules on sales forecasting, pipeline building, and negotiation. Through this targeted, multi-session approach, professionals will develop the expertise to craft compelling proposals, structure winning commercial offers, and achieve sustainable sales productivity. This certification is ideal for those aiming to boost their impact in logistics sales and create competitive advantages in a growing field.
The Certified Logistics Sales Professional program offers several key takeaways
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Comprehensive Industry Knowledge
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Strategic Market Positioning
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Advanced Sales Techniques
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Effective Proposal Development
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Relationship Building and Retention
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Performance and Productivity Management
The Certified Logistics Sales Professional program is ideal for:
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Sales Professionals in Logistics and Supply Chain
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Business Development Executives
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Marketing Professionals in Logistics
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Account Managers and Client Relationship Specialists
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Logistics Entrepreneurs and Start-Up Founders
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Supply Chain Managers Transitioning to Sales
This program is ideal for those looking to gain a competitive edge in logistics sales, strengthen client relationships, and drive sustainable business growth.
Program Duration
CLSP will be delivered as a series of 12 sessions of 120 minutes each over 12 weeks, with classes on Saturdays.
Course structure
EPSCM is premium executive education program that focuses on four major thrust areas
Industry practices and operational issues –
2 Sessions
1. Introduction to Logistics Industry and Market Trends
2. Where does logistics sit in a supply chain?
3. The emerging logistics scenario – including cross border trade.
4. Value chain model
5. Regulatory challenges – from sustainability, to operational aspects
6. Transportation, warehousing
SCM For Marketing of LSP –
3 Sessions
1. Planning the flow of goods – mode choices and routes
2. Network planning – how to structure the network for your client
3. Developing a customer-centric go-to-market strategy,
4. Pricing and revenue management
5. Structuring logistics for competitive advantage
6. Building strong collaboration with stakeholders
7. How to manage sales-force motivation and performance
8. Build channel strategies for expanding the market and supporting key marketing goals
Marketing – 2 Sessions
1. Marketing as a Transformation engine
2. Transition from market segments to strategic segments
3. From Selling Products to Selling Solutions
Sales Processes – 3 Sessions
1. Sales Forecasting and Target Setting
2. Selling New-Age Logistics Services [E(SG) 3 framework]
3. Building a sales pipeline
4. Competition analysis – and projecting your USP
5. Building Long-Term Relationships and Customer Retention
6. Performance Measurement and Continuous Improvement
7. Negotiation
The Proposal – 2 sessions
1. Sales questionnaire for a proper solution design
2. The Proposal Structuring
3. Explaining a Commercial Proposal to Clients
4. Managing Sales Productivity
Course structure
The fee for the certification is INR 60,000/- Plus 18% GST
For Overseas Participants: USD 1000/-
