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Direct Shipper Sales Call Training Course
Lets Get Started
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Lets Get Started
Direct Shipper Sales Training Manual
Questionnaire - For the Company
Questionnaire - For the Student
I. Basics About The Industry
A Brief History of the Trucking Industry in the US (1:46)
Industry Players & Equipment (5:42)
Common Trailer Types
Industry Players
Common Terms & Definitions
Wrap Up and Quiz
II. Industry Data & Economics Insight
Transportation Industry Facts and Figures
FMI (FR8 Market Insight) Newsletter
The Common Flow of Freight
III. Inside Sales
Best Practices & Worksheet/Checklist
Inside Sales Overview (0:40)
Best Practices (1:34)
Best Practices Help Sheet
Sales Call Process Training
Call Scripts
Sales Call Process Review & Live Recorded Calls (2:32)
Call Notes Sheets and Tick Sheet
Email Templates
After You Earn An Opportunity...
Carrier-Shipper Agreement
Quiz
IV. Sales Call Role Play Activity
Role Play - Greeting
Role Play - Opening
Role Play - Interview
Role Play - Presentation
Role Play - Close
V. Retention
Retention Efforts
No - Provide Best Service, in transit and in the office
Send Industry Updates (FMI)
Conflict Resolution
VI. Course Final Quiz and Questionnaire
Begin Quiz
VII. Resources
Sample of Live Sales & Coaching Calls (5:21)
Best Practices
Recorded Call & Call Scripts
Call Notes & Tick Sheets
Email Templates
Carrier-Shipper Agreements
Terms & Definitions
Freight Forwarding Process - Everything You Wanted to Know
FR8 Market Insight Newsletter (FMI)
Recorded Shipper Sales Calls (28:30)
Recorded Carrier Coaching Sessions (14:16)
Sales Call Strategies
Interviews
Motivation
VIII. Bonus Resource Center: Economics
Geopolitics
Economic Indicators
Reading Economic Indicators
Domestic Economy's Impact On The Small Trucking Industry
Global Economy's Impact On The Small Trucking Industry
The Economic Indicators At Work In The Small Trucking Industry
No - Provide Best Service, in transit and in the office
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