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Two Year Full-Time PGDM(FM) Programme 2022-24 Batch.                                                                                      

Fore School of Management
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Improving Sales Effectiveness in Logistics Sales

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Duration: 2 days
Timings: 1000hrs -1730hrs
Dates: September 22 -23, 2022
Programme Director: Prof. Ajay Kumar Pandey & Mr Vikash Khatri
Mode: Online/Offline
Fees: (Online) Rs.8000 Plus GST @18%
(Classroom) Rs.16000 Plus GST @18%
(Residential) Rs.24000 Plus GST @18%

Programme Introduction:

Effective sales and sales communication are integral parts of the logistics business that need the attention of top management. The rising value of logistics as a strategic marketing weapon has fostered the integration of the sales, marketing, and logistics functions of many business marketers. However, the data shows that many logistics companies repeatedly fail to give proper attention to the sales process, despite the promise it inherently possesses to ease margin pressure. Further, in current hyper competitive scenarios, it has increasingly become difficult to sell more and meet the expectations.

Keeping the aforesaid perspective, this customized program will introduce different new approaches, strategic case studies and modern effective practices that help logistics providers sell more efficiently.

Programme Objective:

  • Understanding of logistics and its criticality for success in current business scenario
  • Understanding role of aggressive sales in operation driven industry
  • Recognizing the steps of selling process and negotiation in contemporary best practices
  • Applying the success factors in selling: Win -Win approach
  • Learning about logistics cost drivers for effective sales
  • Learning data analytics and role of technology in logistics sales
  • Learning about pricing in logistics and how to respond to a price attack by an aggressive competitor
  • Understanding the effectiveness of solution selling approach

Programme Content:

  • Logistics Overview
  • Logistics as the Critical Element in supply Chain Management
  • Calculating Logistics Costs
  • Business-to-Business Logistical Service
  • Business to Business Logistical Management
  • Why sales in Logistics
  • The Selling Process and Negotiation Skills
  • Understanding of operations: Foundation of Logistics sales
  • Data analytics in logistics sales
  • Role of technology in Logistics sales
  • Pricing in logistics
  • Solution selling Vs Price selling

Programme Methodology:

Lectures, Cases, Role Play, Interactions and Presentations

Target Participants:

Front Line to Mid-Level Sales Professional/Managers of Logistics / B2B Marketing roles

Program Directors:

Prof. Ajay Kumar Pandey

An alumnus of IIM Indore and a trained civil engineer, Dr. Ajay Kumar Pandey has been a marketing and business strategy professional with a position of top management leadership in industry. During his sterling industry career spanning around 18 years, he has been a part of premier government and corporate organizations in the areas of Renewable Energy, Power, Infrastructure and PPP Corporate Advisory etc. He has been associated with the organizations like Inox Wind Limited, L&T and NHPC before moving to academics in 2020. He had dealt with various government agencies in India and neighboring countries to promote sustainable development. In academics, he has been associated with teaching at Bharthidasan Institute of Management (BIM) Trichy, IMT Ghaziabad and NIT Allahabad.

He had also represented Indian delegation twice on behalf of the Confederation of Indian Industry (CII) in 2012 and 2013 to the then Nepalese Prime Minister Dr. Baburam Bhattarai in Kathmandu for the development of strategic power projects.

He was also awarded with the best presenter award in NHPC vision series, 2008. Apart from various awards in literary and debating activities and essay writings; as a student he had also received various scholarships, viz. GATE Scholarship, National Scholarship, Akikrit Scholarship and Merit Scholarship to name a few.

He is also cofounder of Change I Network (CIN), a NGO headquartered in New Delhi, working with a mission to bring positive change in the lives of underprivileged communities

Mr. Vikash Khatri [Aviral Consulting Pvt Ltd, Founder and Principal consultant]

Mr. Vikash Khatri is a management consultant with an experience of over 22 plus years in Strategy, Business Transformation, Supply Chain & Logistics. He has worked with various industries like Logistics & Supply Chain, Healthcare and FMCG at different capacities. He is a management graduate from Indian Institute of Management Indore and also completed certification in Strategic Innovation in Organisation from Vanderbilt University USA.

In past he has been associated with Gati Ltd, Zandu Emami, Jubilant Organosys and Kopran Ltd at various capacities. In his last role he was a heading business transformation and strategy at Gati KWE till 2015, where he was instrumental in planning long-term growth strategies, operational efficiency and focus on bottom-line results.

In 2016, Vikash started his entrepreneurial journey by Cofounding Medicozy Technologies, India’s first B2B surgical equipment marketplace. The venture could not survive but Vikash attempted for his second venture and founded “Aviral Consulting” in late 2016. Aviral consulting is a domain focussed advisory in field of Logistics and Supply Chain. Some of the names whom he has consulted include Reliance Retail, Allcargo, Rivigo, Delhivery, Sical Logistics, V-Trans, Gati, Pernod-Ricard, Johnson Control Hitachi etc.

He has always been associated with academics during his professional career. He regularly writes in leading logistics industry publications like Cargo Connect, SCM Pro, Cargo Talk etc. He has also authored 2 industry report: Riding on Cold Wave – Cold Chain Logistics in India and Express Logistics in India.

Corporate Group Discount:

One complimentary nomination for every group of three nominations from the same organization, i.e., 3+1 participants for the fee of 3 participants.

For registration/enquiries , please mail to exed@fsm.ac.in or call at 011-26856301/ + 91 9166085159/ +91 9810875278/ + 91 7976445970

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FORE School of Management has been designing, developing and conducting innovative Executive Education (EE)/ Management Development Programmes (MDPs) for working executives in India for over three decades.