SAQA All qualifications and part qualifications registered on the National Qualifications Framework are public property. Thus the only payment that can be made for them is for service and reproduction. It is illegal to sell this material for profit. If the material is reproduced or quoted, the South African Qualifications Authority (SAQA) should be acknowledged as the source.
SOUTH AFRICAN QUALIFICATIONS AUTHORITY 
REGISTERED UNIT STANDARD: 

Secure and retain new business in the freight forwarding industry 
SAQA US ID UNIT STANDARD TITLE
252296  Secure and retain new business in the freight forwarding industry 
ORIGINATOR
SGB Transport and Logistics Operations 
PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY
-  
FIELD SUBFIELD
Field 11 - Services Transport, Operations and Logistics 
ABET BAND UNIT STANDARD TYPE PRE-2009 NQF LEVEL NQF LEVEL CREDITS
Undefined  Regular  Level 5  Level TBA: Pre-2009 was L5 
REGISTRATION STATUS REGISTRATION START DATE REGISTRATION END DATE SAQA DECISION NUMBER
Reregistered  2018-07-01  2023-06-30  SAQA 06120/18 
LAST DATE FOR ENROLMENT LAST DATE FOR ACHIEVEMENT
2024-06-30   2027-06-30  

In all of the tables in this document, both the pre-2009 NQF Level and the NQF Level is shown. In the text (purpose statements, qualification rules, etc), any references to NQF Levels are to the pre-2009 levels unless specifically stated otherwise.  

This unit standard replaces: 
US ID Unit Standard Title Pre-2009 NQF Level NQF Level Credits Replacement Status
11276  Manage the freight forwarding of capital projects  Level 5  Level TBA: Pre-2009 was L5  14  Complete 

PURPOSE OF THE UNIT STANDARD 
The person credited with this Unit Standard will be able to apply knowledge of the forwarding industry and operational principles to successfully secure and retain new business.

The qualifying learner is capable of:
  • Identifying prospective market and clients in line with company's products and services.
  • Advising prospective clients of the potential for optimising their international logistics operations.
  • Securing new business on the basis of the company's products and services.
  • Maintaining and securing new and existing business. 

  • LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
    Learners accessing this qualification will be assumed competent in:
  • Communication at NQF Level 4 or equivalent.
  • Mathematical Literacy at NQF Level 4 or equivalent.
  • Communication at NQF Level 3 or equivalent in Second Language. 

  • UNIT STANDARD RANGE 
    N/A 

    Specific Outcomes and Assessment Criteria: 

    SPECIFIC OUTCOME 1 
    Identify prospective market and clients in line with company's products and services. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    A market analysis is done in order to identify the prospective market. 

    ASSESSMENT CRITERION 2 
    Gaps in knowledge of the business of customers and prospects are identified in order focus sales efforts. 

    ASSESSMENT CRITERION 3 
    Prospective clients are identified by means of sales leads received from local and overseas associates. 

    ASSESSMENT CRITERION 4 
    Contact with prospective client is initiated in order to secure an appointment. 

    ASSESSMENT CRITERION 5 
    Market analysis findings are summarised in order to communicate them to affected parties. 

    ASSESSMENT CRITERION 6 
    A profile is built and kept of each prospective client according to organisational requirements. 

    SPECIFIC OUTCOME 2 
    Advise prospective clients of the potential for optimising their international logistics operations. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    A proposal is made and submitted to the prospective client, which lists all savings and advantages and covers all the client's requirements for international logistics. 

    ASSESSMENT CRITERION 2 
    The heights of the company's offerings are communicated to the client in respect of the client's specific needs. 

    ASSESSMENT CRITERION 3 
    An action plan is agreed for further efforts required to close the sale. 

    SPECIFIC OUTCOME 3 
    Secure new business on the basis of the company's products and services. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    Medium and long term objectives of the client customers are determined in order to ensure a lasting relationship. 

    ASSESSMENT CRITERION 2 
    Action plan is developed and is executed according to client objectives. 

    ASSESSMENT CRITERION 3 
    Strategic progress towards meeting client objectives is measured in order to report to affected parties. 

    ASSESSMENT CRITERION 4 
    Recommendations are made for the matching of further initiatives to meet client objectives. 

    SPECIFIC OUTCOME 4 
    Maintain and secure new and existing business. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    Specialist knowledge is sourced in order to benefit the client. 
    ASSESSMENT CRITERION RANGE 
    Specialist knowledge refers to international customs and environmental compliance issues; materials handling; packing; marking and labelling; payment methods; risk management and inventory management.
     

    ASSESSMENT CRITERION 2 
    Industry changes are communicated to clients according to standard operating procedures. 

    ASSESSMENT CRITERION 3 
    Client information is analysed with a view to offering additional service and/or improving on existing service levels. 

    ASSESSMENT CRITERION 4 
    Client referrals are sought in order to expand existing business. 


    UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS 
  • An individual wishing to be assessed (including through RPL) against this Unit Standard may apply to an assessment agency, assessor or provider institution accredited by the relevant ETQA.
  • Anyone assessing a learner against this Unit Standard must be registered as an assessor with the relevant ETQA.
  • Any institution offering learning that will enable achievement of this Unit Standard or assessing this Unit Standard must be accredited as a provider with the relevant ETQA.
  • Moderation of assessment will be conducted by the relevant ETQA at its discretion. 

  • UNIT STANDARD ESSENTIAL EMBEDDED KNOWLEDGE 
  • Needs of importers and exporters, information, cost effective transportation of goods, documentation services, technical advice.
  • Role of the freight forwarder, functions performed, knowledge and skills, clearing function.
  • Role of the purchase order.
  • Role of Customs: Imports and exports, customs Act, tariff clarification, customs duty payable, customs value, VAT.
  • Import and Export control, role of the permit, controlling authorities, specific permits.
  • Import and Export documentation, customs documents, carrier documents, port documents, Foreign Exchange documents.
  • Clearance procedures: Imports and exports.
  • Special Cargoes, hazardous, perishables, Live animals, International convectors, carrier rates and services, airlines, shipping lines, spoornet, road haulers, groupage separators/airfreight consolidators.
  • Cargo carrying equipment, types of vessels and containers, types of aircraft and ULD`s, types of rail wagons, types of road vehicles.
  • Forwarding rates and services.
  • Postnet rates and services.
  • Marine insurance, Institute Cargo Clauses, incoterms, policies and premiums, documentation, claims.
  • Payment methods between buyers and sellers, spun account, documentary collections, documentary credits.
  • Foreign Exchange, purchases and sales, forward contracts, Reserve Bank regulations, exchange rates.
  • Trade Finance, confirming, subsidised finance, factoring, Invoice discounting.
  • International Trade Issues: WTO/GATT, free trade agreements (FTA), general system of Preferences (GSP). 

  • UNIT STANDARD DEVELOPMENTAL OUTCOME 
    N/A 

    UNIT STANDARD LINKAGES 
    N/A 


    Critical Cross-field Outcomes (CCFO): 

    UNIT STANDARD CCFO IDENTIFYING 
    Identify and solve problems when identifying prospective clients, making proposals and maintaining new and existing business. 

    UNIT STANDARD CCFO WORKING 
    Work effectively with others to ensure the existing and new business is maintained and secured. 

    UNIT STANDARD CCFO ORGANISING 
    Organise and manage oneself and one's activities so that the identification of prospective markets and clients matches the ideal customer profile. 

    UNIT STANDARD CCFO COLLECTING 
    Collect, analyse, organise and critically evaluate information pertaining to the identification of prospective market and clients. 

    UNIT STANDARD CCFO COMMUNICATING 
    Communicate effectively when submitting and making a proposal to the prospective client. 

    UNIT STANDARD CCFO SCIENCE 
    Use science and technology to advise prospective clients of the potential for optimising their international logistics operations and maintaining and securing new and existing business. 

    UNIT STANDARD CCFO DEMONSTRATING 
    Demonstrate an understanding of the world as a set of related systems where the maintenance and securing of new and existing business can have a positive or negative influence on the success of the organisation as a whole. 

    UNIT STANDARD CCFO CONTRIBUTING 
    In order to contribute to the full personal development of each learner and the social and economic development of society at large, it must be the intention underlying any programme of learning to make an individual aware of the importance of:
  • Developing entrepreneurial opportunities when securing new business. 

  • UNIT STANDARD ASSESSOR CRITERIA 
    N/A 

    REREGISTRATION HISTORY 
    As per the SAQA Board decision/s at that time, this unit standard was Reregistered in 2012; 2015. 

    UNIT STANDARD NOTES 
    This unit standard replaces unit standard 11275, "Secure And Retain new business in the Freight Forwarding Industry", Level 5, 16 credits. 

    QUALIFICATIONS UTILISING THIS UNIT STANDARD: 
      ID QUALIFICATION TITLE PRE-2009 NQF LEVEL NQF LEVEL STATUS END DATE PRIMARY OR DELEGATED QA FUNCTIONARY
    Core  59304   National Diploma: Freight Forwarding and Customs Compliance  Level 5  NQF Level 05  Reregistered  2023-06-30  TETA 
    Elective  74149   National Certificate: Supply Chain Management  Level 5  NQF Level 05  Reregistered  2023-06-30  TETA 


    PROVIDERS CURRENTLY ACCREDITED TO OFFER THIS UNIT STANDARD: 
    This information shows the current accreditations (i.e. those not past their accreditation end dates), and is the most complete record available to SAQA as of today. Some Primary or Delegated Quality Assurance Functionaries have a lag in their recording systems for provider accreditation, in turn leading to a lag in notifying SAQA of all the providers that they have accredited to offer qualifications and unit standards, as well as any extensions to accreditation end dates. The relevant Primary or Delegated Quality Assurance Functionary should be notified if a record appears to be missing from here.
     
    1. Aldabri 106 Institute for Quality Pty Ltd 
    2. BPL Academy 
    3. Brilliant Skills Development & Training Solutions 
    4. Centre for Logistics Excellence (Pty) Ltd 
    5. College for Business and Maritime Studies 
    6. College of Production Technology 
    7. COMMERCE EDGE SOUTH AFRICA PTY LTD 
    8. Global Maritime Legal Solutions Pty Ltd 
    9. KVR TRAINING AND BUSINESS SOLUTIONS PTY LTD 
    10. Metro Minds 
    11. Phephani Learnerships cc 
    12. School of Shipping 
    13. Skills Development Specialists 
    14. UKWAKHILE TRAINING 
    15. Y2K College 



    All qualifications and part qualifications registered on the National Qualifications Framework are public property. Thus the only payment that can be made for them is for service and reproduction. It is illegal to sell this material for profit. If the material is reproduced or quoted, the South African Qualifications Authority (SAQA) should be acknowledged as the source.