Airline Sales Skills (classroom)

You can also take this course online in a LIVE virtual classroom setting:

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)

Spain, Madrid (IATA)
27 - 29 July, 2022
Register before 06 Jul, 2022 to take advantage of the USD100 Early Bird discount. The price below includes this discount.
Please register by 06 Jul
All prices are before tax and include applicable discounts.
Class no: 148324
English
USD 1,440
USD 1,890
Regular
USD 2,100

3 additional classes are scheduled

Airline Sales Skills (classroom)

United States, Miami (IATA, ACCET Accredited)
7 - 9 September, 2022
Register before 17 Aug, 2022 to take advantage of the USD100 Early Bird discount. The price below includes this discount.
Please register by 17 Aug
All prices are before tax and include applicable discounts.
Class no: 148518
English
USD 1,440
USD 1,890
Regular
USD 2,100

Accett

The IATA Training Center in Miami is ACCET Accredited


A regional course discount (up to 10% discount) is available for classroom courses at IATA Training Centers in the Americas (excluding Canada).

To claim the discount, enter 'LatAmTraining' in the promotional code field during your registration. The discount will be deducted automatically from the course price. This discount will be applied in addition to any qualifying early bird promotion.

Miami Training Center Information

Airline Sales Skills (classroom)

Netherlands, Amsterdam (IATA)
9 - 11 November, 2022
Register before 09 Aug, 2022 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 19 Oct
All prices are before tax and include applicable discounts.
Class no: 148429
English
USD 1,232
USD 1,592
Regular
USD 1,760

Airline Sales Skills (classroom)

Virtual Session Asia (IATA)
21 - 23 December, 2022
Register before 20 Sep, 2022 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 07 Dec
All prices are before tax and include applicable discounts.
Class no: 148283
English
USD 1,232
USD 1,592
Regular
USD 1,760

Virtual Classroom Training Information

2 daily LIVE sessions:
9:00-12:00 & 13:00-16:00 Beijing/Singapore
5:00-8:00 & 9:00-12:00 Dubai
20:00-23:00 & 0:00-3:00 Miami/Montreal
1:00-4:00 & 5:00-8:00 UTC

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.

This course is a step toward earning an IATA Diploma in:

Airline Sales Maximization Diploma

Achieve commercial objectives and stay competitive. Learn to gain market share, increase product awareness, and sustain growth.

  • English

Need Help?

We use cookies to give you the best experience on our website. We also use cookies for advertising purposes. Please see our privacy policy and cookies help page for complete information.