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

Download course outline (pdf)

• Manage and negotiate complex sales transactions that involve numerous people or groups
• Sell a team and leverage the synergy
• Focus beyond products and services – sell solutions
• Drive the value of client database

This course is recommended for:

• Managers and supervisors responsible for account oversight
• Sales representatives

• Importance of Aligning Sales and Marketing Goals
• Identify Strategic Sales Targets and Key Buying Influences
• Anticipate Customer Responses
• Develop a Consultative Selling Style
• Manage Resources Strategically and Tactically
• Plan the Management of Each Sales Process

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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