Einführung in die Vertriebsarbeit für Logistikdienstleister -- Anforderungen an Vertriebsmitarbeiter -- Zentraler Vertrieb und Unterstützung der Vertriebsarbeit im Feld -- Strukturen der Vertriebsarbeit -- Vertriebssteuerung und Vertriebscontrolling.

Purpose - A program of shipment consolidation (SCL) is the purposeful intervention by management to regularly combine several small shipments so that a larger load may be dispatched on the same vehicle. SCL decisions traditionally have been based upon minimization of total logistics costs...

Status 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...