Skip to main content

Test Home
You & IATA

Search

You are here: Home » Training » Search Courses

Airline Sales Strategies - Advanced (Classroom, 4 days)


DescriptionPrices & Registration

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

Next class


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 (pdf)

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 towards earning an IATA Diploma in:

Additional information

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

Improve your language skills through our joint programs with Rosetta Stone®, Berlitz® and other specialized language programs. More

Subject areas

Find related courses:
ADVERTISEMENT




Additional information

© International Air Transport Association (IATA) 2014. All rights reserved.