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
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
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)
This course is recommended for:
Managers and supervisors responsible for account oversight
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:
Graduates of this course can apply for the Harvard ManageMentor (HMM) distance learning program at a special graduate price.
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