Module 7 -the Sales Process: Negotiating - Part 1
You Are the Customer
- 1.A common objection as to why shippers can't give OnTrac any volume is usually based on fear of
- A.
Losing national carrier discounts.
- B.
Being dropped from their tier.
- C.
Being told they will no longer have a rep.
- D.
All of the above.
- E.
A and B only.
- 2.According to EnVista, shippers have refrained from auditing their parcel invoices because
- A.
It is a timely and difficult process.
- B.
Their carrier reps have told them they would raise rates in order to make up for the credited amount if an audit occurred.
- C.
They trust their carrier and their invoicing process.
- D.
None of the above.
- 3.It is important to remind shippers that when it comes to negotiating,
- A.
Ask the carrier for freebies and perks.
- B.
Knowledge is key.
- C.
Refrain from auditing their parcel invoices.
- D.
None of the above.
- 4.Companies should proactively collect and review their shipping data to understand
- A.
Their shipping volume.
- B.
Their spend.
- C.
Service levels.
- D.
All of the above.
- 5.Offering a customer help in understanding their shipping portfolio can
- A.
Open their eyes to regional carriers and all the potential advantages we offer.
- B.
Arm them with information that will help them avoid being taken advantage of.
- C.
Help them make more informed decisions.
- D.
All of the above.
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