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.
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
- 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
Who should attend
- Sales executives and managers
Customer service managers
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:
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