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Cargo Sales Excellence (Classroom, 4 days)

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Gain the tools and techniques to develop a strategic sales plan in a competitive air cargo industry. Following an in-class case study, you will learn how to benchmark a company’s sales plan to determine areas for improvement.

Course format: This course is available at IATA Training Centers, regional training partner locations, and on-demand as in-company training. This course provides 32 hours of instruction delivered by an official IATA Instructor.

Next class

There are currently no scheduled classes. Check back later for updates or contact us to arrange a class in your company.

What you will learn

This practical course gives you the tools to:

  • Maximize returns on your sales investments
  • Uncover your customers’ needs and wishes
  • Create long-lasting and valuable relationships with customers
  • Forecast, plan and prospect effectively

Course content

  • Key forces affecting competition within the industry
  • Characteristics of key business markets
  • Customer relationship management
  • Developing prospects
  • Defining a sales strategy
  • The sales proposal
  • Contract management best practice


  • In-class case study

Who should attend

  • Sales executives and managers
  • Customer service managers

Certificate awarded

An IATA Certificate is awarded upon successful completion of the course and final examination.

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

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