0.5-day (4 hours) classroom course
Success in air cargo sales is the result of discipline, dedication and a good sales strategy! This unique course will provide you with a wide range of tools and techniques to develop a strategic sales plan in a competitive air cargo industry. Learn how to observe and monitor your market environment, understand what your customers are looking for and how to focus on the right solutions to help them. Following a case study, you will learn how to benchmark a company’s sales plan to determine areas for improvement.
Course Code: CGC049VEEN01
Course format
Prerequisites
- Participants should have prior knowledge of Air Cargo Business.
- Recommended level is Intermediate.
- The recommended level of language proficiency is ICAO Operational Level 4 or the equivalent for courses held in languages other than English.
How to register
In-house training
To arrange in-house training for your company, please complete the
in-house training request form or
contact the Training Specialist in your region.
Upon completing this course, you will be able to:
- Maximize returns on your sales investments
- Identify your customers’ needs and wishes
- Know how to sell and establish long-term relationships
- Forecast, plan and prospect effectively
The key topics that are covered during this course include:
- Key forces affecting competition within the industry
- Characteristics of key business markets
- Customer relationship management
- Developing prospects
- Defining a sales strategy
- The sales proposal
- Contract management best practice
Activities
- 60 minutes of real-time exercise
- Multiple Q&A sessions
- Self-study material
- Examination
This course is recommended for:
- Sales executives and managers of logistic companies in air cargo including freight forwarders, consolidators, airlines, general sales agents but also from the air cargo shipper’s industry
An IATA Certificate of Completion is awarded to participants obtaining a grade of 70% or higher on an assessment. A special distinction is awarded to participants obtaining a grade of 90% or higher.
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