The ABA Essential Areas of Learning... |
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| About the Industry About the Market Broker Occupation & Trends Roles and Goals of Shippers, Carriers & Brokers Management Control System Credit Checks Relationship Triangle Competing with Large Companies Technology for Small Brokers to be Competitive Seoma Niche Market Decision Model SALES: Successful Marketing & Advertising SALES: Successful Cold-Calling Strategies SALES: Selling Yourself to Shippers SALES: Drop-in Selling Tactics SALES: Negotiation Tactics that Work Receiving & Dispatching Shipper Documents Carrier Finding & Relationships Permits Fuel Issues Carrier Forecast Rate Quote Research for High Yield Drop Dead & JIT Rates Blind Shipment Requests Convenience Requests Back Solicitation Load Sheet Confidentiality |
Carrier Documents Shipment Problem Solving Business Charter Load Acquisition Booking & Tracking Accounting Record Keeping Banking Cash Flow Factoring Credit & Collections Invoicing Systems Financial Management Damage or Loss Claims Insurance Claim Processing SOP Model Six “Weapons of Influence” Business Conduct & Standards Business Partners & Competitors Compliance Elements Niche Market Reassessment Financial Plan for Growth Regulatory Requirements Broker & Agent Structure Options Operating Capital Projections Software Functions & Use Essential Time Management |