About

Learn new techniques to manage and negotiate complex sales transactions: identifying strategic sales targets, anticipating customer responses and consultative selling techniques.

Available as: Classroom & In-Company course
Duration: 4 days (32 hours)
Recommended level: Professional and Management
Prerequisites: We recommend the Airline Sales and Key Account Management course for participants with limited sales experience

What you will learn

Upon completing this course you will have the skills to:

• Manage and negotiate complex sales transactions that involve numerous people or groups
• Sell a team and leverage the synergy
• Focus beyond products and services – sell solutions
• Drive the value of client database

Course content

• Importance of aligning sales and marketing goals
• Identify strategic sales targets and key buying influences
• Anticipate customer responses
• Develop a consultative selling style
• Manage resources strategically and tactically
• Plan the management of each sales process

Download full outline and schedule

Who should attend

This course is recommended for:

• Managers and supervisors responsible for account oversight
• Sales representatives

Certificate awarded

An IATA Certificate of Completion is awarded to participants obtaining a grade of 70% or higher on all exercises and exams. A special distinction is awarded to participants obtaining a grade of 90% or higher.

Additional information

About IATA Classroom Training
We train more than 10,000 aviation professionals annually through our global network of IATA Training Centers, Regional Training Partners, and in private in-company sessions. Our 200+ classroom courses are developed using IATA’s unique industry insight and delivered by IATA Instructors, experts in their fields. More

Further training
Graduates of this course can apply for the Harvard ManageMentor (HMM) distance learning program at a special graduate price.