Module 7 -the Sales Process: Negotiating - Part 1

5 Questions | Total Attempts: 42

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Module Quizzes & Trivia

You Are the Customer


Questions and Answers
  • 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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