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008			221202s2023 gw | o |||| 0|eng d
020			_a9783658397562
024	7		_a10.1007/978-3-658-39756-2 _2doi
040			_aES-VaUEC _bspa _cES-VaUEC _dES-VaUE
050		4	_aHF5438.4 _b2023 EB
100	1		_aNowroth, Alexander _eautor _4aut _4http://id.loc.gov/vocabulary/relators/aut _9518335
245	1	0	_aSales and Business Models in the Logistics Industry : _bEnsuring Growth with Innovative Strategies _cby Alexander Nowroth
250			_a1st ed 2023
264		1	_aWiesbaden _c2023 _bSpringer International Publishing
300			_a1 recurso en línea
336			_atexto _btxt _2rdacontent
337			_aelectrónico _bc _2rdamedia
338			_arecurso electrónico _bcr _2rdacarrier
490	0		_aSpringer
505	0		_aStatus quo: market and competitive situation -- The players in the market: shipping companies, airlines, logistics service providers, start-ups -- Sales models, analog and digital sales strategies in the logistics industry -- Customer behavior and customer needs today and in the future -- Sales performance of employees and teams -- Increasing the ROI of sales capacity.-Cross-selling as a sales turbo.
520			_aThe logistics industry is changing rapidly. In this fiercely competitive sector, predominantly static sales organizations are working hard at keeping their companies on track for success. However, the existence of these companies has never been more at risk than it is today, as most not only have outdated IT systems, but also rely on suboptimal commercial structures. Most companies have fallen far short of their earnings potential, especially during the high freight rate increases of recent years, and in terms of sales volume, they are no longer growing at a sufficient pace or are even risking their continued existence. This book studies how logistics service providers can develop powerful strategies for sustainable growth and position themselves for future success. The author outlines these new rules using examples and step by step guides to take readers through the emerging trends and to outline strategies required to meet the changing demands of the future. The book also makes clear how logistics companies can establish a lasting high-performance culture among their sales teams and how to succeed in winning over sales staff and retaining them in the long term. The author Alexander Nowroth is Managing Partner of LEBENSWERK CONSULTING GROUP based in Düsseldorf, Germany. His consulting clients range from well-known corporations to large family-owned enterprises, all benefiting from his international experience in the shipping and logistics industry.
988			_aSpringer_Business_2023
650		7	_2embne _919191 _aGestión de ventas
856	4	0	_uhttps://go.openathens.net/redirector/universidadeuropea.es?url=https://doi.org/10.1007/978-3-658-39756-2 _zAcceso a este recurso digital (usuarios Universidad Europea de Valencia)
942			_2lcc _cLE _n0
998			_b02/2024 _db _el _zSI