A Motor Carrier Is in a Dispute with a Customer

question 15

Multiple Choice

A motor carrier is in a dispute with a customer over who is responsible for unloading for unloading goods at the customer's location. Which of the following documents would be used to resolve the dispute?

• A) Freight bill
• B) Bill of lading (B/L)
• C) Routing guide
• D) Domestic terms of sale

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Definitions:

SPIN Procedure

A sales technique that involves asking Situation, Problem, Implication, and Need-payoff questions to understand and address customer needs.

New-Task Buying

The process of making a purchase decision for a product or service that a buyer has no previous experience with.

Formula Presentation

A structured and often script-based method of presenting information, where specific points are made in a predetermined order to achieve clarity and impact.

Memorized Sales Presentation

A pre-scripted pitch that is learned and delivered verbatim by a salesperson, aiming for consistency in conveying the product's or service's benefits.