Module 7 - The Sales Process: Negotiating - Part 2

5 Questions

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Module Quizzes & Trivia

Knowledge is Key


Questions and Answers
  • 1. 
    When shippers tell their carriers they are going to begin auditing their invoices the carrier will usually
    • A. 

      Offer help in the auditing process.

    • B. 

      Question the shipper as to why they would want to do such a thing and ask if there is a problem.

    • C. 

      Suggest that they go to a supply chain consultant to assist in the process.

    • D. 

      All of the above.

  • 2. 
    Parcel carriers are informed as to what each book of business is worth to them which is why they
    • A. 

      Have a strong understanding of the value they provide each shipper; their customer.

    • B. 

      Know that if a shipper cannot deliver product and service their customers, that the shipper will not be in business.

    • C. 

      Develop sales people who are masters at delivering this message to their client.

    • D. 

      B and C only.

    • E. 

      All of the above.

  • 3. 
    If a shipper is interested in auditing his invoices because he wants to know about refunds from late delivered packages, billing errors and credits due, the carrier rep will often say
    • A. 

      They are not certain if the shipper is allowed to audit invoices because of negotiated discounts.

    • B. 

      An adjustment to shipper's rates may have to be made to account for the invoice auditing.

    • C. 

      Filing claims on late shipments will put a strain on the carrier's customer service team and the claims administration will be difficult for the carrier to manage.

    • D. 

      All of the above.

  • 4. 
    In order to offset the dollar value of late shipments a carrier will propose increasing the shipper's incentive by a percentage that equates to the approximate amount, but in turn the shipper would agree to
    • A. 

      Take future dollar value of late shipments in cash.

    • B. 

      Not file claims for shipments with service failures.

    • C. 

      Agree to an end of year refund for previous claims filed.

    • D. 

      All of the above.

    • E. 

      None of the above.

  • 5. 
    According to EnVista analysis, shippers with a waiver on guaranteed service refunds have their packages delivered
    • A. 

      On time.

    • B. 

      Late by an increase of 1.41% over shippers who have not waived their right to file for service failure claims.

    • C. 

      Early by an increase of 1.41%

    • D. 

      None of the above.