Understand the complex factors affecting airline success and profitability.

Available as: Classroom & In-Company course
Duration: 4 days (32 hours)
Recommended level: Professional and Management
Prerequisites: Participants should have completed the Airline Sales & Key Account Management course

Upon completing this course you will have the skills to:

• Manage and negotiate complex sales transactions
• Implement a team approach to selling
• Increase the value of your client database

This course is recommended for:

• Managers and supervisors responsible for account oversight
• Sales representatives

• Aligning sales & marketing goals
• Identifying strategic sales targets and key buying influences
• Anticipating customer responses and developing a consultative selling style
• Structuring a plan for managing each sales process

• The importance of aligning sales and marketing goals

• Managing your resources more effectively at both the strategic and tactical levels

• Developing a consultative selling style for long-term customer relationship

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.

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