Introduction to Sales in Freight Forwarding (1)

When speaking to a HR admin support managing logistics for an SME company, what are they most likely to talk to you about?

• Control Tower Solutions

• Whiteboarding Exercise & Supply Chain Simulations

• Leveraging FTAs

• Port to Port Freight Rates

Assuming a cold-call to appointment meeting conversion rate of 10% and a meeting to closed business ratio of 20%, how many cold-calls would need to be done in a month to close 1 business/month?

• 200

• 100

• 50

• 25

What is the industry benchmark for average attrition/customer churn rates?

• 5%

• 10%

• 15%

• 50%

When is the best time to practice customer portfolio optimization for your accounts?

• When you have > 50 trading accounts

• When you have 30-50 trading accounts

• When you have 15-20 trading accounts

• When you have no accounts

What is the definition of a GP-intensive customer?

• A customer that gives you high ton/teus/cbms but relatively less GP to your other accounts

• A customer that gives you 100% of their business

• A demanding customer that demands 100% of your attention

• A customer that gives you high margins/shpt but relatively less volumes to your other accounts

What is the suggested rate approach to dealing with a high volume customer?

• Quote with low margins

• Quote with high margins

• Quote at cost with no margins

• Don't quote

John is a BDM, tasked to go after all industry verticals, who completed his monthly sales review. As his manager, you found that his account portfolio consists of 10 accounts of which 80% is existing accounts, 20% prospects and that half of the accounts are in the oil and gas sector. What recommendations would you make to John? Select all that apply.

• Diversify his prospect accounts into other industry verticals

• Focus on more hunting activities

• Continue to focus on hunting for oil and gas accounts

• Focus less on hunting and more on existing accounts

When cold-calling a prospect for the first time through the phone, what is not a goal of the call?

• To qualify the prospect

• To arrange a meeting (Physical or Teams)

• To identify the right PIC (Person-in-charge)

• To find out how their day is

When building up a lead list, which of these lead-generation sources is the least effective way of doing so? Select all that apply.

• Trade Industry/Chambers of Commerce Directories

• Datamyne/Panjiva

• Recently Lost customers of the company

• News Highlights/Articles

What are the ways to approach a prospect? Select all that apply.

• Outbound Emails

• Cold-calls

• Linkedin messaging

• Exhibitions, Conventions, Meetings

• Customer Referrals