Introduction to Sales in Freight Forwarding (2)

When qualifying a customer as part of Hellmann's Ideal Customer Profile, which of these factors would NOT be a Red Flag for Hellmann?

• A Solvent customer

• GST 30 days Outlay Requirement of USD $100,000/month

• 'Dirty Cargo' such as palm oil, scrap metal, scrap paper

• Credit Terms of 180 days

As a sales professional, which of this is your most valuable resource?

• Gold

• Time

• Luck

• Good looks

A solution-selling approach works well with transactional clients. True or False?

• True

• False

When a client asks a question that we do not know the answer to, what is the best way to handle this?

• Smoke the client, it's more important to appear knowledgeable and confident to the client so they know they are speaking to a professional.

• Tell the client that you do not know the answer and leave it at that.

• Tell the client that you are unsure but will check with your team and revert to them with an answer.

Bob, a HWL KAM, meets with a big MNC company and during the meeting, the Director of Procurement asks Bob to commit to transit times, being an importer of record (IOR) at destination and a special request to pay off a customs broker at destination. Which of these things can Bob commit to?

• Commitment and Guarantee of Transit Times

• Import Licensing at destination

• Special request to pay off customs broker at destination

• None of the above. Bob needs to go back to product before making any promises.

Which of these is a factor for winning opportunities?

• Failure of Client’s KYC metrics (Financial, Reputation, Sanctions) from HWL's perspective

• Client's lack of confidence in our solution

• High speed of response from HWL to client

• Slow speed of response from HWL to client

An SOP should be done for every client onboarded, big or small. True or False?

• True

• False

Which of these questions would come as part of Compliance-qualifying?

• Which countries/ports do you export to? Air or Sea or Road?

• What are the Incoterms? Where is it controlled and paid?

• How do you run your RFQ process? Ad-hoc or Monthly, Quarterly?

• What is the vendor qualification process? Any supplier onboarding forms to fill up?

Which of these reasons is most likely to be a hidden reason by a prospective client for rejecting a quotation?

• Too slow response for ad-hoc enquiries

• Clients asks for rates for purely benchmarking purposes to satisfy internal procurement audits with no intention of changing

• Transit Time offered is too long

• Higher Price than incumbent

Meetings are not just about information gathering, it is critical for rapport and relationship building. True or False?

• True

• False