Gene Gander, Vice President of Sales for CargoWise® edi, a leading provider of integrated international supply chain logistics management systems, suggests that in todayâ??s increasingly complex global business environment, the sales management process in the freight forwarding industry requires a vigorous new level of professionalism to be effective.

Unlike days gone past, the sales process within the freight forwarding industry today reflects the fact that purchasing decisions are being made increasingly at the C-level executive or board room echelon, as opposed to the old traffic manager and shipping room floor paradigms. This means that todayâ??s sales and marketing efforts require a greater degree corporate participation, cross-departmental IT integration and advanced sales tools to support this new business model.

Gander says: â??The key to a successful sales process today is the establishment of freight-specific sales and marketing tools within a comprehensive Customer Relationship Management (CRM) application. The forwarding and logistics market is evolving into an increasingly competitive and tight margin industry that warrants a new level of professionalism well beyond that of what a single sales manager can deliver.

Tags: corporate

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