Airline Sales Strategies (Classroom, 3 days)

About

Deliver improved airline sales performance by actively exploring for new opportunities and maximizing current performance.

In this course we will explore different sales strategies 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 explore different sales skills and develop a strategy for how 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

Prerequisites

• Participants should have completed the Airline Sales and Key Account Management course
• Recommended level is Intermediate and Advanced
• 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 attend a class scheduled at one of our training centers: Register early and save up to 20%! Please read the Terms for the early bird discount. The discount will be calculated at the time of payment.
• To arrange in-house training for your company: Complete the in-house training request form or contact the salesperson in your region.

What you will learn

Upon completing this course you will have the skills to:

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

Course content

• Aviation characteristics and current trends
• Selling skills development
• Consultative selling – linking opportunity to sales
• Teamwork and sales management
• Strategic selling – optimizing the sales approach
• Sales system tools and sales organization possibilities
• Sales presentation skills and delivery

Activities

• Role play
• Group discussions
• Group exercises
• Presentations

Who should attend

This course is recommended for:

• Managers and supervisors responsible for major accounts or seeking a deeper understanding of the sales process

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.