KUEHNE-NAGEL SALES

TRAINING WORKSHOP
A brief training to identify insights of the sales techniques applied to an international, diverse and
challenging supply chain solutions company
KUEHNE-NAGEL
Company Overview
What is Kuehne-
Nagel?
Since 1890, when the
business was founded in Bremen,
Germany, by August Kuehne and
Friedrich Nagel, Kuehne +
Nagel has grown into one of the
world's leading logistics
providers. Today, the Kuehne +
Nagel Group has some 1,300
offices in over 100 countries,
with around 82,000 employees.
 Logistics Solutions
Over our 125 year history,
Kuehne + Nagel has evolved
from a traditional international
Contract/ freight forwarder to a leading
Seafreight Airfreight Overland Integrated global provider of innovative and
Logistics fully integrated supply chain
solutions.
•Aerospace •Automotive •FMCG •High-Tech Industry sectors
consumers
•Pharma and "The global logistics network is
•Industrial •Oil & Gas •Retail
Healthcare our strongest asset. Dedication,
integration and innovation are at
the heart of our business
•Wines,
•Emergency •Forest •Hotel philosophy. Focused on our
Spirits &
& Relief Products Logistics customers’ needs we provide
Drinks
integrated logistics solutions of
outstanding quality and
•Marine
•Foodservice operational excellence – we are
Logistics
the extension of your business."
Share of market
and competitors
Kuehne + Nagel is financially
strong, stable and independent. Our
global logistics network, cutting-
edge IT systems, in-house
expertise and excellent customer
service is proof of our dedication to
be the market leader. These
attributes have placed us at the
forefront of our industry and
positioned us to continue increasing
the scope of our customer solutions
and services.
What is your “+” ?
We put the customer at the core
of everything we do. No matter
where you work, your
contribution is important and
adds value to who we are.
Initial Activity
 SALESMAN
CHARACTERISTICS
INTRODUCTION NEGOTIATION SOFTSKILLS
TO CLOSURE
Summary of the situation.

Express the idea of the

product proposal or plans.

Explain how the proposal Introduction to

works. Closure
Emphasize the benefits.

Propose a closure.
 Determine the
real objection.

Understand
the objection.
Negotiation
Verify the
objection.

Handle the
real objection.
◦ Price: advantages and benefits.
◦ Fidelity: diversity: two better than one.
◦ Claims: listen, take note.
◦ Quality background: demonstrations.
◦ Default: argue other advantages.
◦ No need: identify needs.
◦ The client lacks information: argue, demonstrate.
◦ Pride: sincere compliment.
Negotiation
◦ Postponement: do not leave the client alone, determine the reason for the
postponement.
◦ Silence: silence or questions.
◦ Distrust: testimonials.
◦ Fear, fear: argue, demonstrate.
◦ Doubt, does not like: identify needs.
Soft skills are the combination of people skills, social skills,
communication skills, character or personality traits, attitudes,
career attribute, social intelligence and emotional intelligence
quotients among others that enable people to navigate their
environment, work well with others, perform well, and achieve
their goals with complementing hard skills.

Softskills

Communication Team Work Adaptability

Second Activity
SALES TECHNIQUES
Final Activity