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Airline Sales Strategies - Advanced (Classroom, 4 days)

DescriptionPrices & Registration


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

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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.

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Subject areas

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Additional information

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