Maximize Airline Sales Revenue in a Changing World (classroom)
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

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.

Course Code: TALM-04
Course format
Prerequisites
- 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.
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.