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

The initial sales call is a discovery process where the broker learns the shipper's specific lanes, freight characteristics, volume, and service challenges to propose relevant solutions.

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

A lane analysis examines the shipper's regular shipping corridors to assess carrier availability, typical rates, transit times, and how the broker can compete effectively on those routes.

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

An RFP is a formal procurement process initiated by shippers asking brokers to submit detailed pricing proposals for their annual or seasonal freight needs.

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

Shippers of choice are preferred by carriers due to short detention times, easy facilities, and on-time payment, which means brokers can consistently secure better rates and capacity for those customers.

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

A QBR is a structured meeting where brokers present data on on-time performance, cost savings, and service quality to strengthen the relationship and demonstrate ongoing value to the shipper.

(CFB) Certified Freight Broker Practice Test

(CFB) Certified Freight Broker Practice Test

CFB CFB Customer Relations and Sales