Ken Nieze, Senior Vice President of Global Sales and Andreas Jehke, Vice President of Corporate Training at Kuhne and Nagel discuss the changes in the global logistics market resulting in decision making by groups at senior levels in client organisations. These changes require a higher level of selling skills and Huthwaite were selected to deliver them on a global Ken Nieze, Senior Vice President of Global Sales and Andreas Jehke, Vice President of Corporate Training at Kuhne and Nagel discuss the changes in the global logistics market resulting in decision making by groups at senior levels in client organisations. These changes require a higher level of selling skills and Huthwaite were selected to deliver them on a global basis.

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Brita Lagmo, Sales Manager at Posten formerly Norway's state owned postal service comments on the impact of the sales training delivered by Huthwaite Norway to the Logistics Division. Following the training the division achieved results four times higher than expected when the original sales targets were set.

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When UPS wanted their sales team to develop a total solutions approach to sales, to match their growing ability to meet many of their customer's transport and logistics needs, they invited Huthwaite to develop a tailor made programme to help. The project demanded the design of the programme and the development of a customised sales simulation within three weeks of the go decision. UPS internal trainers were then trained to deliver the programme, so that roll out could commence on a global basis within a month of making the decision to proceed

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Carrier Transicold the French subsidiary of the US based UTC Group supplies equipment for refrigerated trucks and needs salespeople with the skills to handle the total sale from initiation to completion. This article discusses the custom designed sales training programme developed by Huthwaite France to meet those skill needs, and the need for the training to be delivered in local languages in several different locations in Europe. Veronique Durand of Carrier Transicold comments on the training process.

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The Norwegian Postal Service needed to respond to growing competition especially for its small parcel delivery service for commercial customers through the introduction of new skills, frameworks and processes. Huthwaite Norway was contracted to deliver the selling skills element of this strategy. Robert Lona of the Norwegian Parcel service comments on the training.

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This article discusses the work done for Avis Fleet Services in taking a fresh look at the way in which the sales process for long cycle sales is managed. The organisation was looking for a supplier with the appropriate skill models for long cycle sales, an understanding of the needs of sales managers involved in such sales, and the capability to deal with a range of European cultures.

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Henry Hopkins, Sales and Marketing Director, Hertz Leasing describes the challenge of building greater market share in a mature market with fierce competition. Hertz recognised that competing on price would risk an unprofitable price war, so the strategy adopted was to become more customer focused and to demonstrate the value of the Hertz offering. Huthwaite delivered SPIN^® selling skills and negotiation skills training to help the sales team achieve these new objectives.

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United Parcel Services is a truly global business and requires training suppliers who can match its global needs for a common sales language and approach. Huthwaite developed tailor made versions of its SPIN^® and Account Strategy for Major Sales programmes to meet this need. UPS trainers were then trained to deliver the programmes in local languages with the support of Huthwaite's global network.

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Huthwaite delivered a two-year project to help the Royal Mail implement a total quality initiative. The principle problem facing the internal Quality Support Managers was gaining internal commitment for the changes and overcoming resistance from some staff. Huthwaite helped this team to plan a strategy for implementing the change and develop the skills for effective persuasion and influencing needed to gain that commitment.

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