Airline Sales Skills

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CLASSROOM

About the course

3-day (24 hours) classroom course

IATA Airline Sales Skills  aviation training course

Deliver improved airline sales performance by actively exploring new opportunities and maximizing current performance. In this course we will examine the different elements of selling skills that relate to your company’s goals and objectives. We will discover the importance of product awareness and knowing your competitors’ offerings. We will also begin to develop a Sales strategy to reach your target audience.

Download the Outline

Course code: ALC018VEEN02

Course format

Prerequisites

  • Recommended level is Entry-level and Intermediate.
  • The recommended level of language proficiency is ICAO Operational Level 4 for courses in English or the equivalent level for other languages.

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.

Next class

Airline Sales Skills

Spain, Madrid (IATA)
10 - 12 December, 2025
Register before Nov 19, 2025 to take advantage of the USD100 Early Bird discount. *Terms apply
We recommend registering by 19 Nov to secure your place.
All prices displayed below are before tax and include applicable discounts.
Please note our Payment options and find out more about our Early Bird Terms.
Class no: 1153170
English
USD 1,560
USD 2,035
Regular*
USD 2,275

Airline Sales Skills

United Arab Emirates, Abu Dhabi (IATA)
18 - 20 May, 2026
Register before Nov 18, 2025 to take advantage of the 25% Early Bird discount (only for payment by credit card or ICH). *Terms apply
We recommend registering by 27 Apr to secure your place.
All prices displayed below are before tax and include applicable discounts.
Please note our Payment options and find out more about our Early Bird Terms.
Class no: 3002946
English
USD 1,245
USD 1,601
Regular*
USD 1,781

Airline Sales Skills

Spain, Madrid (IATA)
24 - 26 August, 2026
Register before Feb 24, 2026 to take advantage of the 25% Early Bird discount (only for payment by credit card or ICH). *Terms apply
We recommend registering by 03 Aug to secure your place.
All prices displayed below are before tax and include applicable discounts.
Please note our Payment options and find out more about our Early Bird Terms.
Class no: 3002997
English
USD 1,245
USD 1,601
Regular*
USD 1,781

What you will learn

Upon completing this course, you will have the skills to:

  • Improve global aviation industry awareness and learn how economic performance trends provide threats and opportunities for sales
  • Refresh and further develop your personal and team selling skills
  • Advance your ability to proactively identify and develop sales opportunities
  • Identify ways in which new technologies and selling tools can improve profitability
  • Better utilize and manage airline selling resources tactically and strategically
  • Develop your sales team management and coaching skills

Course content

The key topics that are covered during this course include:

  • Aviation characteristics, current trends and industry structure
  • Selling skills development
  • Consultative selling and market segments – linking opportunity to sales
  • Competitor awareness and response
  • Teamwork and sales management
  • Strategic selling – optimizing the sales approach
  • Sales system tools and sales organization possibilities -data, digital, direct selling

Activities

  • Exercises, case studies, role play
  • Presentations
  • Assessment

Who should attend

This course is recommended for:

  • Managers
  • Supervisors

Certificate awarded

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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