CTB Sales & Marketing for Freight Brokers 2

Question 1

Which of the following best describes the 'spot market' in freight brokerage sales?

Accepted Answer

One-time shipments priced at current market rates without a long-term commitment

Answer

The spot market consists of individual, non-contracted shipments priced at real-time supply and demand rates, distinct from contracted or routing guide freight.

Question 2

What is a 'routing guide' and how does it affect a freight broker's opportunity to win business?

Accepted Answer

A shipper's internal document ranking preferred carriers and brokers for each lane

Answer

A routing guide ranks a shipper's preferred providers by lane; brokers positioned earlier in the guide capture more tender acceptance, while those ranked lower only get freight when primary providers decline.

Question 3

What is the primary advantage of developing a niche market focus in freight brokerage sales?

Accepted Answer

It enables deeper expertise and stronger carrier networks in specialized freight types

Answer

A niche focus — such as temperature-controlled, flatbed, or hazmat freight — allows brokers to develop specialized knowledge and carrier relationships that differentiate them from generalist competitors.

Question 4

What is a 'book of business' in freight brokerage and why is it significant for a sales representative?

Accepted Answer

The collection of shipper accounts and volume a broker rep actively manages and generates revenue from

Answer

A book of business represents a sales rep's portfolio of active shipper relationships and their associated revenue, which is the core measure of a broker sales rep's productivity and value.

Question 5

Which prospecting technique is most commonly used by freight brokers to identify new shipper leads?

Accepted Answer

Mining databases of shipper companies, cold calling, and analyzing load boards for volume patterns

Answer

Brokers commonly use business databases, cold outreach, referrals, and load board activity analysis to identify shippers with transportation needs that match their capabilities.

(CTB) Certified Transportation Broker Practice Test

(CTB) Certified Transportation Broker Practice Test

CTB Sales & Marketing for Freight Brokers 2