Logistics Sales Practice Exam

About Logistics Sales
Logistics services move materials into and out of a company. This can involve transportation, packaging, warehousing and security. When you sell these services, you may confuse your potential customer with too many options. In addition, your customer may not have a clear sense of what kind of savings can be had from each type of service. Develop an organized, methodical approach to your presentations so that you can be more efficient in selling logistics services.

Inbound logistics services provide raw materials, products for resale and manufacturing components for companies. This area of logistics may be overlooked for outbound logistics, which covers the transport of finished goods to the marketplace. You will be more efficient in selling logistics services if you explain the benefits of each type of service. Inbound logistics can offer savings, even though the service does not produce a sale the way outbound logistics can. For example, a company may be purchasing raw materials and paying to have those materials shipped by truck to the plant. You may be able to offer purchasing management and trucking for less.

Your sales will grow once your customers perceive the importance of your logistics services. You must educate your clients about how managed logistics can improve a company’s bottom line. Examine your potential customer’s current distribution processes to find areas where your logistics services can streamline the process and reduce the amount of time between distribution and sales. Use dollar figures to illustrate how much more a company can make by getting goods to market faster. This will make your selling process much more efficient because once your client understands the importance of your service; the buying decision has been made. All that remains is negotiating price.

Why is Logistics Sales important?
Logistics Sales provide the benefits of
•    Increase revenue
•    Improve operating cost structure
•    Reduce overall transportation costs
•    Improve customer service

Who should take the Logistics Sales Exam?
•    Sales or Logistics professionals
•    Logistics or Sales managers and senior executives
•    Business owners
•    Anyone who wants to assess or Logistics Sales skills
•    Entrepreneurs

Knowledge and Skills required for the Logistics Sales Practice Exam

Candidates with good communication and negotiation skills are  able to rise quickly in their logistics sales career.

Logistics Sales Practice Exam Objective

Logistics Sales exam focuses on assessing your skills and knowledge in increasing and managing sales for logistics companies

Logistics Sales Practice Exam Pre-requisite

Knowledge  of sales and logistics is prerequisite for the Logistics Sales exam.

Logistics Sales Certification Course Outline

1. Theories of Selling
1.1  “Right Set of Circumstances” Theory Of Selling
1.2  “Buying Formula” Theory of Selling
1.3  “Behavioral Equation” Theory

2. Prospecting, Objection Handling and Closing
2.1 Prospecting
2.2 Formulating Prospect Definitions
2.3 Searching out Potential Accounts
2.4 Sales Resistance
2.5 Closing Sales

3. Sales Forecasting
3.1 Market Potential
3.2 Sales Potential and Sales Forecasting
3.3 Sales Forecasting Methods
3.4 Qualitative Forecasting Methods
3.5 Projection of Past Sales
3.6 Moving Average Method
3.7 Regression Analysis
3.8 Econometric Model Building and Simulation

4. Functions of Salesperson
4.1 The Effective Sales Executive
4.2 Nature of Sales Management Positions
4.3 Position Guide-Sales Manager
4.4 Functions Of The Sales Executive
4.5 Qualities of Effective Sales Executives
4.6 Relations with Top Management
4.7 Relations with Managers of Other Marketing Activities

5. Sales Management
5.1 Sales Budget
5.2 Sales Territories    
5.3 Building Customer Loyalty
5.4 Marketing Channels and Intermediaries
5.5 Physical Distribution, Marketing Logistics, and Supply Chain Management

6. Logistics Sales Management
6.1 Logistics customers and targeting the right person
6.2 Unique Selling Proposition
6.3 Digital Marketing Models
6.4 Delighting Customers
6.5 E-Commerce and Social Media
6.6 Buyer-Seller relationship
6.7 Closing Techniques

Exam Format and Information
Certification name – Logistics Sales Certification
Exam duration – 60 minutes
Exam type - Multiple Choice Questions
Eligibility / pre-requisite - None
Exam language - English
Exam format - Online
Passing score - 25
Exam Fees  - INR 1199