CFB CFB Customer Relations and Sales

Question 1

What is the primary goal of a freight broker during the initial sales call with a prospective shipper?

Accepted Answer

Identify the shipper's lanes, volume, and pain points to offer a tailored solution

Answer

Immediately quote the lowest possible rate to win the account

Answer

Discuss the broker's bond amount and insurance coverage

Answer

Request the shipper's full customer list for prospecting

Question 2

What does a 'lane analysis' involve when a broker is prospecting a new shipper?

Accepted Answer

Reviewing the shipper's regular origin-destination routes to price and plan capacity

Answer

Analyzing the shipper's accounts receivable terms

Answer

Auditing the shipper's warehouse safety record

Answer

Reviewing the shipper's employee headcount by region

Question 3

Which of the following best describes a 'Request for Proposal' (RFP) in freight brokerage sales?

Accepted Answer

A formal bid process where shippers invite brokers to submit pricing for their freight network

Answer

A government document required to obtain a freight broker license

Answer

A carrier's request for higher rates on a lane

Answer

An internal broker document for requesting new carrier contracts

Question 4

What is a 'shipper of choice' and why does a freight broker want their shippers to have this status?

Accepted Answer

A shipper known for quick loading, fair pay, and good facilities, making carriers eager to haul their freight

Answer

A shipper that exclusively uses one broker for all freight

Answer

A government-certified shipper approved for hazmat loads

Answer

A shipper that pays brokers the highest margins

Question 5

What is the main purpose of a broker providing a shipper with a 'quarterly business review' (QBR)?

Accepted Answer

To review performance metrics, cost trends, and identify opportunities to improve service

Answer

To renegotiate the broker's commission rate upward

Answer

To file a joint report with the FMCSA on shipment compliance

Answer

To present the broker's new carrier recruitment statistics

Question 6

Why is freight broker relationship management with shippers considered as important as price competitiveness?

Accepted Answer

Shippers often pay a small premium for trusted, reliable brokers who prevent costly service failures

Answer

Relationship management is required by FMCSA regulations

Answer

Shippers are legally required to use brokers they have long-term contracts with

Answer

Personal relationships eliminate the need for written contracts in freight brokerage