Maximize Airline Sales Revenue in a Changing World (classroom)



You can also take this course online in a LIVE virtual classroom setting: Take a look at the LIVE VIRTUAL CLASSROOM schedule

Did you know that in the past 3 years, 128 participants from 26 countries have taken this course with IATA?

About the course

4-day (32 hours) classroom course

IATA Aeronautical Information Management (AIM) aviation training course

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

Download the Outline

Course Code: TALM-04

Course format


  • Participants should have basic knowledge of Airline Sales Skills or relevant industry expertise.
  • 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

In-house training

To arrange in-house training for your company, please complete the in-house training request form or contact the Training Specialist in your region.

Next class

Maximize Airline Sales Revenue in a Changing World (classroom)

Spain, Madrid (IATA)
22 - 25 August, 2023
Register before May 22, 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 01 Aug
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 171905
USD 1,512
USD 1,944
USD 2,160

What you will learn

Upon completing this course you will have the skills to:

  • Successfully manage an existing customer base and how the distribution landscape is changing
  • Identify current and future revenue sources and how to extract maximum return on investment from these income streams
  • Incorporate a quality of results measurements in addition to not just focusing on quantity of sales calls
  • Examine the attributes of top performing sales professionals and how to develop those attributes
  • Review the latest methods for defining, identifying, engaging and building long relationships with target accounts

Course content

The key topics that are covered during this course include:

  • Communicate and present products and services related to retail travel management companies, corporate travel departments as well as direct sales channels
  • Maintain access to senior decision makers
  • Comparative airline performance sales key performance indicators
  • 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

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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