Airline Sales Skills (classroom)

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CLASSROOM

You can also take this course online in a LIVE virtual classroom setting: GO TO THE LIVE VIRTUAL CLASSROOM OPTION

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

About the course

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.

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

Download the Outline

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

Prerequisites

  • 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

To arrange in-house training for your company: Complete the in-house training request form or contact the salesperson in your region.

Next class

Airline Sales Skills (classroom)

Italy, Milan (PRO-HST)
5 - 7 April, 2023
Register before 03 Jan, 2023 to take advantage of the 20% Early Bird discount (only for payment by credit card or ICH)*. The price below includes this discount. *Terms apply
Please register by 15 Mar
All prices are before tax and include applicable discounts.
Class no: 173011
English
USD 1,232
USD 1,592
Regular
USD 1,760

2 additional classes are scheduled

Airline Sales Skills (classroom)

Singapore, Singapore (IATA)
20 - 22 September, 2023
Register before 20 Jun, 2023 to take advantage of the 20% Early Bird discount (only for payment by credit card or ICH)*. The price below includes this discount. *Terms apply
Please register by 30 Aug
All prices are before tax and include applicable discounts.
Class no: 172446
English
USD 1,232
USD 1,592
Regular
USD 1,760

Airline Sales Skills (classroom)

Spain, Madrid (IATA)
6 - 8 November, 2023
Register before 06 Aug, 2023 to take advantage of the 20% Early Bird discount (only for payment by credit card or ICH)*. The price below includes this discount. *Terms apply
Please register by 16 Oct
All prices are before tax and include applicable discounts.
Class no: 171883
English
USD 1,232
USD 1,592
Regular
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

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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