CFB Customer Relations and Sales Flashcards
6 cards from real CFB practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 6 CFB Customer Relations and Sales flashcards as text
What is 'carrier sales' in a freight brokerage context?
Answer: The process of recruiting, vetting, and building relationships with trucking companies to haul freight
Carrier sales involves identifying, qualifying, and building ongoing relationships with carriers to ensure a reliable network of trucks available to cover a broker's loads.
Which shipper concern is most commonly cited as a reason for switching freight brokers?
Answer: Poor communication and lack of shipment visibility during transit
Shippers most frequently switch brokers due to poor communication, missed check calls, and inability to provide real-time tracking, which creates anxiety and operational disruption for the shipper.
What is 'freight under management' (FUM) as it relates to a broker's sales pitch to shippers?
Answer: The total volume of freight a broker manages on behalf of its shipper clients
Freight under management represents the total annual freight spend or volume a broker handles for its clients, used as a scale metric to demonstrate the broker's capacity and market leverage.
How should a freight broker handle a situation where a shipper's freight is at risk of being late due to an unexpected carrier breakdown?
Answer: Proactively notify the shipper immediately and arrange a replacement carrier
Proactive communication during service failures demonstrates accountability and gives the shipper time to make contingency plans, which preserves the relationship even when things go wrong.
What is a 'dedicated contract' vs. a 'spot' arrangement in broker-shipper sales relationships?
Answer: Dedicated contracts provide consistent capacity at fixed rates; spot deals are one-time loads at market rates
Dedicated contracts give shippers committed capacity and rate predictability over a period, while spot arrangements cover individual loads priced at current market rates with no volume commitment.
What does 'shipper credit check' mean in freight brokerage, and why is it important for the broker?
Answer: Verifying a shipper's financial reliability to ensure they will pay the broker's invoice
A credit check assesses the shipper's ability and history of paying invoices on time, protecting the broker from non-payment risk since the broker must pay carriers regardless of whether the shipper pays.