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Airline Sales Strategies - Advanced (Classroom, 4 days)

DescriptionPrices & Registration
Did you know that in the past 5 years, 522 participants from 54 countries have taken this course with IATA?


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

This course is available at IATA Training Centers, Regional Training Partner locations, and on-demand as in-company training.

Course format

  • This classroom course provides 4 days (32 hours) of instruction delivered by an official IATA Instructor.


Next class

Jul 24 - Jul 27, 2018 - Spain, Madrid (IATA)
3 additional classes are scheduled. See all

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 the course outline

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.

This course is a step toward earning an IATA Diploma in:

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.

Subject areas

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