TQL - Total Quality Logistics Customer Sales and Quoting 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?

Accepted Answer

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

Answer

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?

Accepted Answer

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

Answer

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?

Accepted Answer

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

Answer

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?

Accepted Answer

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

Answer

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?

Accepted 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.

Answer

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.

TQL - Total Quality Logistics Practice Test

TQL - Total Quality Logistics Practice Test

TQL - Total Quality Logistics Customer Sales and Quoting Questions and Answers