TQL - Total Quality Logistics Customer Sales and Quoting Questions and Answers — Questions and Answers
Question 1: 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?
- Responding to inbound digital leads from TQL TRAX.
- Making a high volume of calls to establish relationships with potential shippers. (Correct answer)
- Negotiating rates with carriers to secure capacity.
- Managing the logistics of a shipment for an existing customer.
Correct 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.
Question 2: 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?
- Solely using the automated pricing generated by the TQL TRAX system.
- Offering the customer the average market rate from the past 30 days.
- Negotiating rates with both the shipper and a carrier from TQL's network to find a mutually agreeable price. (Correct answer)
- Quoting the highest possible price to maximize the profit margin.
Correct 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.
Question 3: 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?
- The customer interacts with separate departments for quoting, booking, and tracking.
- A team of representatives handles the account, with the senior member providing the final quote.
- One dedicated sales representative manages all aspects of a customer's shipment, from the initial quote to the final delivery. (Correct answer)
- The TQL TRAX online portal is the only point of contact for all customer interactions.
Correct 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.
Question 4: 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?
- The driver's available hours of service.
- The current weather conditions on the shipping lane.
- The shipment's density, calculated from its weight and dimensions. (Correct answer)
- The customer's credit score with TQL.
Correct 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.
Question 5: 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?
- Immediately match the lower price without asking any questions.
- Advise the customer to always choose the cheapest option available.
- 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. (Correct answer)
- Refuse to negotiate further and end the conversation.
Correct 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.
Question 6: 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?
- TQL owns its own fleet of trucks, guaranteeing availability.
- The company offers the longest payment terms in the industry.
- A proprietary technology platform (TQL TRAX) and 24/7/365 live support provide visibility and peace of mind. (Correct answer)
- All quotes are final and never subject to accessorial charges.
Correct 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.
TQL - Total Quality Logistics Customer Sales and Quoting Questions and Answers
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?