Abstract: One of the most important sectors of international trade is the freight forwarding industry, which is vibrant and competitive. Nonetheless, there are several obstacles that salespeople in this sector must overcome, including fierce price competition, intricate regulatory frameworks, shifting consumer demands, and little room for service uniqueness. A planned and customer-focused strategy is necessary to overcome these obstacles. Developing trusting relationships with customers by learning about their particular logistics requirements and providing tailored solutions can greatly increase client loyalty. By stressing service dependability, worldwide network strength, and real-time tracking, freight forwarders can differentiate themselves in a competitive market by prioritizing value above price. . Customer loyalty can be greatly increased by establishing trusting relationships with clients by learning about their particular logistics requirements and providing tailored solutions. In order to stand out in a crowded market, freight forwarders might emphasize value above pricing by emphasizing features like real-time tracking, global network strength, and service reliability. Additionally, using digital tools like online quoting platforms, CRM systems, and data analytics can improve lead management, expedite sales processes, and improve customer satisfaction. To keep a competitive advantage, sales staff must get ongoing training on supply chain trends, growing markets, and international trade laws Customer satisfaction depends on smooth communication and reliable service delivery, which are ensured by cooperation between the sales, operations, and customer support departments. In a quickly changing global logistics industry, freight forwarding companies can successfully overcome sales hurdles and achieve sustainable growth by embracing technology, using creative methods, and concentrating on long-term client partnerships.

Keywords: Freight forwarding, sales challenges, logistics, value-based selling, digital transformation, CRM, customer retention, logistics solutions, sales strategy, freight sales.

| DOI: 10.17148/IARJSET.2025.125282