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Consultative Selling Skills and Account Management (Classroom, 5 days)

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Understand the subtle human interactions affecting your customer’s decision-making process to successfully close the sale.

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

Upon completing this course you will have the skills to:

  • Build upon skills specified for basic selling training, focusing on key and corporate sales needs
  • Define and improve your communication skills, while developing effective listening techniques
  • Determine the tasks to complete before making a sales call
  • Organize and execute effective sales presentations
  • Develop techniques on how to efficiently and effectively manage corporate accounts

Course content

  • Skills needed to research opportunities within existing accounts
  • Prospecting techniques for new accounts
  • Setting account and call objectives
  • Use of tools such as SWOT and Supply Chain analysis
  • Sales call planning, time management and territory management

Who should attend

This course is recommended for:

  • Sales executives
  • Sales managers
  • Administrative assistants
  • Sales analysts

This course is a step towards 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

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

Subject areas

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Additional information

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