Sales Quiz

Question 1

Who is FQ’s Second Largest Competitor?

Answer 1

TQL

Question 2

T/F Gatekeepers are USUALLY the decision makers

Answer 2

FALSE

Question 3

T/F When introducing our company, it’s critical to hit most of our benefits within the first 4 sentences

Answer 3

FALSE

Question 4

Solution Sales begins with:

Answer 4

Needs Analysis

Question 5

What is the FQ Sales Process?

Answer 5

Call > Qualify > Present > Close > Follow up > Referrals

Question 6

What do the three P’s Stand for?

Answer 6

Plan > Process > Payoff

Question 7

In 2016 the transportation industry expects to see a shortage of how many trucks on the road?

Answer 7

100,000

Question 8

T/F FQ’s #1 push is to promote our turn key solution to bring in transactional customers

Answer 8

FALSE

Question 9

T/F Building a relationship with the Gatekeeper can be just as important as reaching the decision maker

Answer 9

TRUE

Question 10

An example of a great qualification question include:

Answer 10

Do you ship mainly LTL or Full TL?

Question 11

An example of a great sales question is?

Answer 11

How do you get your quotes? Go online or call around?

Question 12

A SALES person _________ as opposed to a consultant.

Answer 12

has transactional freight

Question 13

A Consultant…

Answer 13

• Produces value rather than transactions

- Becomes a trusted partner

Question 14

T/F Value has exclusive benefit for us

Answer 14

FALSE

Question 15

According to Nick’s qualification presentation you can engage a customer in today’s market by:

Answer 15

Talking about value, showing professional partnership

Question 16

When talking to a retail clerk at the gap…

Answer 16

ask for the manager

Question 17

What area of cost savings to customers sometimes miss?

Answer 17

Inbound Freight

Question 18

What is on of the main reasons Vendors add shipping cost?

Answer 18

Its a potential profit center

Question 19

T/F Calling Daniels Ice Cream Shop and offering them cost savings on their outbound TL is a great plan

Answer 19

FALSE

Question 20

A customer can jump online and get how far into the booking process?

Answer 20

Book

Question 21

What is an identifying factor for a customer that books TL?

Answer 21

I work with a lot of brokers

Question 22

What can we do for a customer that ships Intermodal?

Answer 22

Guaranteed capacity

Question 23

What is the correct sequence for presenting a solution?

Answer 23

Recap > Revisit > Resolve

Question 24

What are 2 benefits we can provide for a TL customer?

Answer 24

1. No fail mentality

2. we run a very strict background check on carriers that we use

Question 25

What can we do for a customer that ships LTL?

Answer 25

We will run a free analysis of their freight spend for the year, quarter, month

Question 26

I have a 75% discount with my carrier, so I am all set. Who am I.

Answer 26

LTL

Question 27

The goal of custom solutions is to:

Answer 27

Provide a comprehensive solution for managing all the customer's freight

Question 28

What do you do when the customer says "corporate handles everything"

Answer 28

I understand corporate handles it. Could you tell me though a little bit about how the shipping process works?

Question 29

What are 2 things we need to find out about the customer?

Answer 29

1. What does the customer do | 2. Who's paying for the freight

Question 30

What do you do when the customer replies "your price is too high"

Answer 30

What you are probably seeing is our generic pricing. With a little information from you, we can negotiate better pricing on your behalf

Question 31

When a customer tells you they only ship parcel, what is a good way to overcome that objection?

Answer 31

In the past, when you have shipped over 100lbs, what carrier did you use?

Question 32

When a customer says "I don't ship", what's a good way to overcome that objection?

Answer 32

What does your company do?

Question 33

When a customer tells you that their freight is "all customer routed", what is a good way to overcome that objection

Answer 33

When your customer tells you to ship it "the best way possible, who do you use?"

Question 34

"What are you working on right now that is getting ready to go out?" is an example of what kind of question?

Answer 34

Closing