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Airline Sales and Key Account Management (Classroom, 4 days)

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Face the challenge of generating passenger traffic while business travel, world trade, and companies rapidly expand. This course uses a competency-based approach to develop your skills as a strategic airline sales professional.

Available as: Classroom & In-Company course
Duration: 4 days (32 hours)
Recommended level: Entry-level and Professional
Prerequisites: None

Next class

Oct 28 - Oct 31, 2014 - Canada, Montreal (IATA)

3 additional classes are scheduled. See all

What you will learn

Upon completing this course you will have the skills to:

  • Manage an existing customer base
  • Generate and follow up on new leads to increase passenger traffic and sales
  • Incorporate a quality of results measurements rather than quantity of sales calls
  • Examine the attributes of top performing sales professionals and how to develop those attributes
  • Review the latest methods for researching target accounts

Course content

  • Communicate and present products and services related to retail travel management companies and corporate travel departments
  • Maintain access to senior decision makers
  • Establish geographical territories
  • Develop account sales plans to meet and exceed established sales goals
  • Analyze and interpret booking and revenue data to maximize revenues
  • Identify new sales opportunities
  • Measure ROI and closing sales at higher margins
  • Use CRM tools to increase quality and effectiveness of customer meetings

Download full outline (pdf)

Who should attend

This course is recommended for:

  • Sales executives and managers responsible for achieving a sales or revenue target
  • Reservations and ticket office staff seeking to build a sales career
  • Area sales managers responsible for sales teams
  • Sales team support staff

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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