Brainscape's Knowledge GenomeTM

Browse over 1 million classes created by top students, professors, publishers, and experts.


See full index

FreightQuote Training > Sales Quiz > Flashcards

Sales Quiz Flashcards

1
Q

Who is FQ’s Second Largest Competitor?

A

TQL

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
2
Q

T/F Gatekeepers are USUALLY the decision makers

A

FALSE

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
3
Q

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

A

FALSE

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
4
Q

Solution Sales begins with:

A

Needs Analysis

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
5
Q

What is the FQ Sales Process?

A

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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
6
Q

What do the three P’s Stand for?

A

Plan > Process > Payoff

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
7
Q

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

A

100,000

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
8
Q

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

A

FALSE

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
9
Q

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

A

TRUE

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
10
Q

An example of a great qualification question include:

A

Do you ship mainly LTL or Full TL?

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
11
Q

An example of a great sales question is?

A

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

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
12
Q

A SALES person _________ as opposed to a consultant.

A

has transactional freight

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
13
Q

A Consultant…

A
  • Produces value rather than transactions

- Becomes a trusted partner

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
14
Q

T/F Value has exclusive benefit for us

A

FALSE

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
15
Q

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

A

Talking about value, showing professional partnership

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
16
Q

When talking to a retail clerk at the gap…

A

ask for the manager

17
Q

What area of cost savings to customers sometimes miss?

A

Inbound Freight

18
Q

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

A

Its a potential profit center

19
Q

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

A

FALSE

20
Q

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

A

Book

21
Q

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

A

I work with a lot of brokers

22
Q

What can we do for a customer that ships Intermodal?

A

Guaranteed capacity

23
Q

What is the correct sequence for presenting a solution?

A

Recap > Revisit > Resolve

24
Q

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

A
  1. No fail mentality

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

25
Q

What can we do for a customer that ships LTL?

A

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

26
Q

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

A

LTL

27
Q

The goal of custom solutions is to:

A

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

28
Q

What do you do when the customer says “corporate handles everything”

A

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

29
Q

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

A
  1. What does the customer do

2. Who’s paying for the freight

30
Q

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

A

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

31
Q

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

A

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

32
Q

When a customer says “I don’t ship”, what’s a good way to overcome that objection?

A

What does your company do?

33
Q

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

A

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

34
Q

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

A

Closing

FreightQuote Training (4 decks)

Brainscape helps you reach your goals faster, through stronger study habits.
© 2024 Bold Learning Solutions. Terms and Conditions