Customer Sales and Quoting Flashcards

A new TQL sales representative is building their book of business. According to TQL's sales model, which of the following activities is the foundational first step?

Answer: Making a high volume of calls to establish relationships with potential shippers.

TQL's sales methodology emphasizes a proactive, ground-up approach. New representatives are trained to build their own customer base primarily through extensive outreach and cold calling to establish initial contact and relationships with shippers.

A customer needs a quote for a Full Truckload (FTL) shipment. To provide the most accurate and competitive quote, what is the TQL sales representative's primary role?

Answer: Negotiating rates with both the shipper and a carrier from TQL's network to find a mutually agreeable price.

A TQL sales representative acts as the intermediary between the shipper (customer) and the carrier. Their core function in quoting is to negotiate with both parties to determine a price that is profitable for TQL, fair to the carrier, and acceptable to the customer.

Which of the following best describes TQL's 'single-point-of-contact' model, also known as the 'cradle-to-grave' approach, for customer sales and quoting?

Answer: One dedicated sales representative manages all aspects of a customer's shipment, from the initial quote to the final delivery.

TQL's service model is built on providing a single, dedicated representative who owns the entire lifecycle of a customer's shipment. This 'cradle-to-grave' system ensures clear communication and accountability from the initial sales call and quote through to successful delivery.

A customer uses the TQL TRAX platform to request an LTL (Less-Than-Truckload) quote. Which factor is automatically used by the system to help determine the estimated freight class?

Answer: The shipment's density, calculated from its weight and dimensions.

For LTL shipments, freight class is a critical component of pricing. The TQL TRAX system provides an estimated class based on the shipment's density, which is calculated using the quantity, weight, and dimensions entered by the user.

A customer is hesitant to book a load because they received a significantly lower quote from a new, unknown brokerage. According to TQL training principles, what is the best approach for the sales representative?

Answer: Explain the risks of 'too good to be true' rates and highlight the value of TQL's reliability, 24/7/365 service, and vetted carrier network.

TQL emphasizes a value-based sales approach. When faced with a low-cost competitor, representatives are trained to articulate the value TQL provides beyond just the rate. This includes the security of a vast, vetted carrier network, a single point of contact for 24/7/365 service, and the risk mitigation that comes with a proven provider, as unusually low rates can sometimes hide additional fees or indicate poor service.

When presenting a quote to a potential customer, a TQL sales representative is not just selling a price, but a complete service. Which of the following is a key value proposition TQL representatives are trained to emphasize?

Answer: A proprietary technology platform (TQL TRAX) and 24/7/365 live support provide visibility and peace of mind.

TQL operates as a freight brokerage and does not own its own trucks. A core part of its sales and value proposition is the combination of its proprietary technology, TQL TRAX, for real-time visibility and its commitment to 24/7/365 live, single-point-of-contact service, which ensures customer needs are always met.