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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

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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