Value-based selling in a disruptive business environment.
While the Distribution, Warehousing and Freight industry in South Africa offers new opportunities, there are a number of challenges facing the industry.
Fuel prices are unpredictable and an expensive cost in the logistics process, compounded by an unskilled labour force.
The state of South Africa’s transport infrastructure (roads, customs processes, sea and airports) determine the efficiency within the sector and this is not likely to improve due to the economic environment making it difficult for Government to find the resources to upgrade the transport infra-structure, roughly-surfaced roads and traffic congestion will remain a problem.
Based on this challenging business environment it is incumbent on management to equip the sales force to engage with customers through a diagnostic sales engagement process founded on value-based selling techniques.