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Revenue Management - Introductory (Classroom, 3 days)

DescriptionPrices & Registration
Did you know that in the past 5 years, 191 participants from 17 countries have taken this course with IATA?


Study the key factors affecting airline performance and the revenue management methods used to measure and control them. Through a series of practical exercises, this course prepares you to make accurate forecasts and implement the right approach in your organization.

This course is available at IATA Training Centers, Regional Training Partner locations, and on-demand as in-company training.

Course format

  • This classroom course provides 3 days (24 hours) of instruction delivered by an official IATA Instructor.
  • Student performance will be based on an examination


  • There are no prerequisites for this course
  • Recommended level is Entry-level
  • The recommended level of language proficiency is ICAO Operational Level 4 for courses in English or equivalent for other languages.

Next class

What you will learn

On completion of this course you will be able to:

  • Optimize revenue per flight
  • Evaluate and choose the right revenue management alternatives
  • Apply principles of performance monitoring to achieve revenue objectives
  • Leverage opportunities generated by e-commerce
  • Improve the accuracy of your forecasting and optimization systems
  • Track and monitor initiatives and policies

Course content

  • Revenue management controls
  • Overbooking
  • Discount and cabin allocation
  • Group management
  • Forecasting
  • Optimization
  • Expected marginal seat
  • Pricing strategies
  • Overbooking

Download the course outline

Supporting materials

  • Participants will receive a copy of the IATA Airline Revenue Management Textbook. This textbook is as a valuable reference tool to be used both during and after the course.

Who should attend

This course is recommended for:

  • Revenue optimization managers
  • Revenue management systems analysts and officers
  • Route and control analysts
  • Space controllers

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.

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

Further training
Graduates of this course can apply for the Harvard ManageMentor© (HMM) distance learning program at a special graduate price.


Nuuna Papis Chemnitz, Revenue Manager, Inventory Specialist, Air Greenland Network Revenue Management
This course was held in-house with a very experienced and knowledgeable Instructor. Participants were from the Revenue Management Department, Space Controllers, Sales Department, Controllers and Project Managers, providing a mix of departments with various interfaces, but all with the same goal. We all gained a better understanding of Revenue Management and this will result in smoother cooperation between departments. I would definitely recommend the course.

As a part of the insourcing and implementation of a new Revenue Accounting system, we needed to increase our staff’s competence level in Proration and Sales Accounting. We decided to ask IATA Training to arrange in-house training, as we wanted to elevate all staff to the same knowledge level. IATA was very helpful in finding the instructors, and was very flexible in finding times which suited our very busy implementation schedule. The instructors did a very good job, and balanced the general course content with specific questions related to our business. In addition to increasing the staff's Proration and Sales Accounting knowledge, it also increased the team spirit as everyone discussed and shared knowledge between themselves during and after the course. The course content in proration is used in their daily work, and has increased the quality of our work. We will definitely recommend this in-house training delivered from IATA to other airlines.

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