CFB CFB Customer Relations and Sales 2

Question 1

What is 'carrier sales' in a freight brokerage context?

Accepted Answer

The process of recruiting, vetting, and building relationships with trucking companies to haul freight

Answer

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.

Question 2

Which shipper concern is most commonly cited as a reason for switching freight brokers?

Accepted Answer

Poor communication and lack of shipment visibility during transit

Answer

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.

Question 3

What is 'freight under management' (FUM) as it relates to a broker's sales pitch to shippers?

Accepted Answer

The total volume of freight a broker manages on behalf of its shipper clients

Answer

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.

Question 4

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?

Accepted Answer

Proactively notify the shipper immediately and arrange a replacement carrier

Answer

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.

Question 5

What is a 'dedicated contract' vs. a 'spot' arrangement in broker-shipper sales relationships?

Accepted Answer

Dedicated contracts provide consistent capacity at fixed rates; spot deals are one-time loads at market rates

Answer

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.

(CFB) Certified Freight Broker Practice Test

(CFB) Certified Freight Broker Practice Test

CFB CFB Customer Relations and Sales 2