Airline Sales Skills (Classroom, 3 days)

Some of these topics are also explored in the following virtual classroom course:

Did you know that in the past 4 years, 261 participants from 28 countries have taken this course with IATA?


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.

This course is available at IATA Training Centers and Regional Training Partner locations, and on-demand as in-house training.

Course code: TALM-39

Course format

  • This classroom course provides 3 days (24 hours) of instruction delivered by an official IATA Instructor.
  • Student performance will be based on an assessment


  • There are no prerequisites for this course
  • 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

Next class

Airline Sales Skills (Classroom, 3 days)

Singapore, Singapore (IATA)
15 - 17 December, 2021
Register before 16 Sep, 2021 to take advantage of the 20% Early Bird discount. The price below includes this discount.
Please register by 24 Nov
All prices are before tax. Class no: 133103 English
Dev. Nations
USD 1,232
USD 1,592
USD 1,760

What you will learn

Upon completing this course you will have the skills to:

  • Improve global aviation industry awareness and learn how current COVID 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

  • Aviation characteristics, current trends and industry structure in a COVID world
  • 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

Download the Outline


  • 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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