Airline Sales Maximization Diploma

4 courses to be completed in 3 years

The IATA Diploma in Airline Sales Maximization provides the platform to effectively develop the skills and knowledge required to achieve major commercial KPIs. It focuses on e-commerce and revenue generation channels, highlights the value potential of customer segmentation and personalization, and outlines up-sell and cross-sell best practices through various airline product retailing, distribution and sales activities. Airline sales revenue generation capabilities and needs have evolved over time with changes in the market dynamics, availability of new technologies and shifting customer profile and behavior. The ability of every airline to effectively and cost-efficiently leverage its sales and distribution channels to maximize sales revenue has become a paramount contributing factor with significant P&L impact potential.



Diploma code: DIPL-15

Upon completion of this diploma, you will be able to:

• Segment your target markets and develop a long-term relationship with your customers
• Explore the latest commercial trends and factors to consider when creating your e-commerce strategy
• Generate and follow up on leads to increase passenger traffic and sales
• Master the sales process, negotiate and close complex sales transactions
• Implement an efficient distribution strategy, leveraging e-commerce resources and current day distribution models

Key topics

The key topics that are covered during this diploma include:

• Revenue generation channels
• Customer segmentation and personalization
• Up-sell and cross-sell best practices
• Technology and E-commerce capabilities
• Sales conversion rate optimization
• Best practices in sales and negotiation
• Customer acquisition methodologies
• Customer targeting and engagement
• Maximizing ancillary revenue streams
• High revenue value account management
• Airline product retailing and distribution

This diploma is recommended for:

• Ancillary revenue/ product managers
• E-commerce and website/app professionals
• Sales and marketing professionals
• Key account and sales managers
• Business development managers
• Pricing and revenue managers

How to register

• This diploma program consists of 2 required courses and 2 elective courses of your choice, all of which must be completed within 3 years.
• To begin working toward your diploma, go to each required and elective course page and register individually. You must complete all selected courses to be eligible for the diploma.
• Virtual classroom courses (when available for a specific course) are also recognized and accepted toward the completion of this diploma.

How to obtain your diploma

As you complete each course, it will be added to your training history found under My Training << Learn status << Completed. Once all the necessary courses are successfully completed, your diploma will be awarded and made available for download from your training profile.