Airline Sales and Key Account Management (Classroom, 4 days)


About

Face the challenge of generating passenger traffic while business travel, world trade, and companies rapidly expand. This course uses a competency-based approach to develop your skills as a strategic airline sales professional.

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

Course Code: TALM-04

Course format

  • This classroom course provides 4 days (32 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

Next class

Airline Sales and Key Account Management (Classroom, 4 days)

Hong Kong SAR, Hong Kong (JAA-RTP)
25 - 28 May, 2020
Please register by 04 May
All prices are before tax. Class no: 122953 English
Dev. Nations
USD 1,750
Member
USD 2,250
Regular
USD 2,500

This class is offered in cooperation with JARDINE AIRPORT SERVICES LIMITED.

register on Jardine website

For information and to register, please contact:

Jardine Aviation Academy
4/F CNAC House, 12 Tung Fai Road
Hong Kong International Airport
Tel: +852 2216 2433
Email: academy@jasg.com

3 additional classes are scheduled

Airline Sales and Key Account Management (Classroom, 4 days)

Singapore, Singapore (IATA)
25 - 28 August, 2020
Register before 27 May, 2020 for a 20% discount
Please register by 04 Aug
All prices are before tax. Class no: 110096 English
Dev. Nations
USD 1,750
Member
USD 2,250
Regular
USD 2,500

Airline Sales and Key Account Management (Classroom, 4 days)

Turkey, Istanbul (TKAA-RTP)
12 - 15 October, 2020
Please register by 20 Sep
All prices are before tax. Class no: 116797 English
Dev. Nations
USD 1,750
Member
USD 2,250
Regular
USD 2,500

This class is offered in cooperation with Turkish Airlines Aviation Academy. The regional price applies to residents of Turkey.

Register on TAA website

For information and to register, please contact:

Turkish Airlines Aviation Academy
Ataturk Airport; Gate B 34149 Yesilkoy
Istanbul, Turkey
E-mail: tkaaiatatrainings@thy.com
Phone: +90 (212) 463 63 63 - 12360 - 14257 - 13101

Benefit from the Early Bird discount of 20% if you register 3 months prior to the course start date or USD100 if you register 3 weeks prior to the course start date.

Airline Sales and Key Account Management (Classroom, 4 days)

United Kingdom, London (IATA)
8 - 11 December, 2020
Register before 09 Sep, 2020 for a 20% discount
Please register by 17 Nov
All prices are before tax. Class no: 110097 English
Dev. Nations
USD 1,750
Member
USD 2,250
Regular
USD 2,500

What you will learn

Upon completing this course you will have the skills to:

  • Manage an existing customer base
  • Generate and follow up on new leads to increase passenger traffic and sales
  • Incorporate a quality of results measurements rather than quantity of sales calls
  • Examine the attributes of top performing sales professionals and how to develop those attributes
  • Review the latest methods for researching target accounts

Course content

  • Communicate and present products and services related to retail travel management companies and corporate travel departments
  • Maintain access to senior decision makers
  • Establish geographical territories
  • Develop account sales plans to meet and exceed established sales goals
  • Analyze and interpret booking and revenue data to maximize revenues
  • Identify new sales opportunities
  • Measure ROI and closing sales at higher margins
  • Use CRM tools to increase quality and effectiveness of customer meetings

Download the Outline

Who should attend

This course is recommended for:

  • Sales executives and managers responsible for achieving a sales or revenue target
  • Reservations and ticket office staff seeking to build a sales career
  • Area sales managers responsible for sales teams
  • Sales team support staff

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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