Airline Sales Skills

3-day (24 hours) classroom 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.

Course code: ALC018VEEN02

Course format

• This classroom course provides 3 days (24 hours) of instruction delivered by an official IATA Instructor.
• Take this course at an IATA Training Center, Regional Training Partner, or on-demand as in-house training.
• Student performance will be based on an assessment.

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

• When you click the Register button, you will be directed to log in to your Training Account.
• Register early and save up to 25% at our Training Centers! Please read the Terms and Conditions for the early bird discount.

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 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

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

This course is recommended for:

• Managers
• Supervisors

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.