Logistics Sales & 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