Logistics Sales & Marketing

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About Course

Understand the integration of logistics with sales and marketing strategies.

Gain practical knowledge of logistics operations including transportation, warehousing, and inventory.

Learn the documentation processes essential for domestic and international trade.

Develop skills in customer relationship management and logistics service marketing.

What Will You Learn?

  • Module 1: Fundamentals of Logistics & Supply Chain
  • Definitions, components, and objectives
  • Introduction and Overview of supply chain and multimodal transport system
  • 3PL, 4PL, freight forwarding, express delivery, warehousing
  • Supply chain vs. logistics
  • Key flows: material, information, finance
  • Major customer segments and services offered
  • Industry challenges and opportunities
  • Logistics cost structures and productivity
  • Role of logistics in customer service and satisfaction
  • Types of warehouses (private, bonded, ICDs, CFS)
  • 5S & lean practices
  • Stock rotation and FIFO/LIFO methods
  • WMS introduction
  • Audit practices and safety norms
  • Assignment:
  • Design a warehouse layout with inbound/outbound flow
  • Module 2: Sales & Marketing in Logistics
  • Fundamentals of sales in B2B vs B2C logistics marketing
  • Understanding B2B customer needs (MSMEs, manufacturers, e-commerce firms)
  • Buyer journey and decision-making in logistics
  • Consultative selling vs. transactional sales
  • Qualifying prospects in logistics sales
  • Sales strategies in logistics services
  • Customer segmentation and targeting
  • Role of CRM tools and customer retention strategies
  • Digital marketing in logistics (SEO, PPC, email, LinkedIn)
  • Industry directories and trade portals
  • Events, expos, and partnerships with chambers/associations
  • Managing leads, follow-ups, and post-sales support
  • Sales funnel KPIs (conversion rates, CAC, CLV)
  • Handling objections and customer complaints
  • Booking cargo: LCL, FCL, Air, Sea, Courier
  • Freight forwarders vs. NVOCCs
  • Role of shipping lines, ports, and shipping bills
  • Understanding freight costs and international documentation
  • Module 3: Logistics Operations Management
  • Freight forwarding (air, sea, road, rail)
  • Warehousing and distribution center operations
  • Inventory management and forecasting
  • Port terminal logistics and liner operations
  • MIS and automation in logistics
  • Shipment lifecycle: order booking, cargo movement, last-mile delivery
  • Domestic transport documents: LR, GR, e-way bill
  • Route optimization, vehicle tracking, hub & spoke model
  • Inventory integration and WMS coordination
  • Real-World Exercise: Simulate the execution of a domestic delivery cycle (order to POD)
  • Module 4: Documentation & Regulatory Compliance
  • Customs clearance procedures
  • Export-import documentation workflows
  • Key documents: Bill of Lading, Commercial Invoice, Packing List, Certificate of Origin, Bill of Entry, Shipping Bill
  • Import-export procedures and government bodies (DGFT, ICEGATE, EDI)
  • Overview of schemes: RoDTEP, EPCG, SEZ
  • Introduction to Customs valuation methods
  • Indian Customs structure and key functions
  • Incoterms (FOB, CIF, DDP, etc.)
  • Generating checklist for pre-shipment and post-shipment documents
  • Module 5: Integrated Logistics & Strategic Planning
  • Logistics network design
  • Role of 3PL and 4PL providers
  • Sustainable logistics and green supply chains
  • Risk management and contingency planning
  • Logistics as a value-added service
  • Crafting a unique selling proposition (USP)
  • Pricing strategies for logistics services
  • Modes of transport and suitability matrix
  • First-mile, line haul, and last-mile concepts
  • Transport documents: LR, GR, AWB
  • Route optimization and GPS tracking
  • Module 6: Designing and Positioning Logistics Services
  • Crafting your logistics value proposition (cost, speed, reliability)
  • Creating service bundles (e.g. warehousing + last-mile delivery)
  • Competitive positioning: service vs. pricing vs. innovation
  • Pricing strategies: per kg, per km, per pallet, flat rate
  • Stages of logistics sales: prospecting to closing
  • Consultative selling: Identifying pain points(cost, time, visibility), solution pitching
  • Exercise: Draft a service sheet and rate card for a local 3PL
  • Module 7: Post-Sales, Service SLAs & Retention
  • Client onboarding and SOPs
  • SLAs in logistics – delivery time, damage rate, service responsiveness
  • Customer support and claims handling
  • Retention strategies for MSMEs and long-haul clients
  • Service-level agreements (SLAs) and performance metrics
  • Building long-term relationships
  • Managing high-value clients and contracts
  • Upselling and cross-selling strategies
  • Assignment: Write a client service manual with SLA benchmarks

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