Freight Forwarding Sales – Securing Freight Forwarding business

What you will learn

Topic 1 – Demonstrate an understanding of the services offered by the company.

• The concept of sales target setting and performance measurement is explained in terms of the freight forwarding environment.
• Target setting and performance measurement may include but are not limited to call rates and sales targets.
• The reasons for freight forwarding are explained in the context of adding value to importers and exporters

Topic 2 – The services offered by the company are explained for the purpose of communicating them to potential clients.

• Services may include but are not limited to surface and airfreight imports and exports, customs brokerage, insurance, warehouse and inventory management, integrated/end to end supply chain solutions and perishable, valuable, dangerous, project specialised cargo solutions.
• The unique strengths of the company are identified as selling tools.
• Different selling techniques are described using practical examples for different situations.
• Different selling techniques may include but are not limited to questioning, resolving scepticism, resolving misunderstanding, resolving indifference, resolving drawback.

Topic 3 – Identify potential sales targets.

• Company information resources are used to identify potential business.
• Company information resources may include but are not limited to customer records, sales leads, operational information, and overseas sales visits.
• External data is used to identify potential clients.
• External data may include but is not limited to trade journals and other business media, government and financial trade information, networking contacts, operational audit information, trade exhibitions and conferences.
• Data base of potential clients is created for the purpose of recording and monitoring sales progress.
• Potential clients are evaluated for creditworthiness and anticipated contributions to company results in terms of company policies.

Topic 4 – Quantify and evaluate client needs.

• Potential client background is explored in order to become familiar with the client’s overall business.
• Potential clients are interviewed for the purpose of determining their international needs.
• Potential client needs are evaluated against company resources and policies.
• Third party service offerings are negotiated in terms of client requirements.
• Results of evaluations are examined for the purpose of structuring the sales pitch.
• The consequences of using inappropriate sales approaches are explained in the context of the freight forwarding industry.

Topic 5 – Formulate proposal to meet client requirements.

• The proposal is drafted to meet client requirements and organisational policies and procedures.
• The draft proposal is submitted to affected internal parties for final verification.
• Preparation for the presentation of the proposal is undertaken in consultation with affected parties.
• The finalised proposal is submitted to client in terms of agreed sales pitch.

Topic 6 – Negotiate service offerings.

• The proposal is discussed in order to identify any areas of client concern.
• Negotiations are undertaken to resolve any areas of concern with the organisation, the client organisation and third parties.
• The shape of the final contract is agreed for the purpose of writing the contract terms and conditionsThe shape of the final contract may include but is not limited to definitions, scope, standard trading conditions, delivery terms, rates, tariffs, reporting, remedies for non performance, payment terms, resolution of disputes, service level standards, specified third parties and documentation requirements.
• The consequences of not covering all aspects of the contractual conditions are explained with examples.

Topic –  Finalise service terms and conditions.

• The final contract document is drafted and submitted for verification and approval.
  The final contract document may include but is not limited to service level agreement, standard operating procedure.
• Client contract support documentation is obtained in terms of organisational policies and procedures and statutory requirements. Client support documentation may include but is not limited to clearing and delivery instructions, routing orders, insurance instructions, credit application, suretyship, customs determinations, bond and rebate store registrations and records and permits.
• New client data is recorded and communicated to affected parties according to organisational policies and procedures.
• The consequences of omitting to obtain written agreement on all aspects of the operation and of omitting to obtain all relevant client support documentation are explained with examples.

Topic 8 – Provide on-going support to clients.

• Support programme is agreed between sales and internal departments in terms of client requirements and organisational policy.
• Schedule of support calls is drawn up in accordance with support programme.
• Records of support calls are communicated to affected parties for corrective and preventative action.Extended sales opportunities are identified and reported for action.

After completing this training you should be able to:

• Demonstrate an understanding of the services offered by the company.
• Identify potential sales targets.
• Quantify and evaluate client needs.
• Formulate proposals to meet clients requirements.
• Negotiate service offerings.
• Finalise service terms and conditions.
• Provide on-going support to clients.

Why do you need this training?

Freight forwarders like many companies offer their services for a fee, to maximise sales and secure future business it is imperative that employees are trained in this field and have a clear set of rules to work with.

Duration

You may begin at anytime and the training should take approximately 4 weeks to complete on a part time basis.

Course Delivery

The course is delivered through the School of Shipping Learning website and allows you to study at your own pace. You may begin and register any time. A Subject Matter Expert and will provide you with academic support through the learning website and a Course Coordinator will also be available on email and telephone to provide you with administrative support.

Assessment and Award of the Certificate

You are not required to write any exams, assessments are completed online. You will need to achieve a mark of at least 60% for each assessment to receive the certification. Should you not gain competency on your first attempt one more resubmission will be allowed at no additional cost.

Entry Requirements

The only entry requirement for this course is a desire to learn and advance your career.

In order to do this course, you will need:

• An email account
• Access to a computer and the internet
• Be able to open and read PDF documents
• Read and write in the English language