Maximize Airline Sales Revenue in a Changing World (classroom)
You can also take this course online in a LIVE virtual classroom setting:
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.
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
- 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
To arrange in-house training for your company: Complete the in-house training request form or contact the salesperson in your region.
Next class
Switzerland, Geneva (IATA)
18 - 21 October, 2022
Register before 18 Jul, 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 27 Sep
All prices are before tax and include applicable discounts.
Class no: 148711
English
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1 additional classes are scheduled
Singapore, Singapore (IATA)
22 - 25 November, 2022
Register before 22 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 01 Nov
All prices are before tax and include applicable discounts.
Class no: 148876
English
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What you will learn
Upon completing this course you will have the skills to:
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Successfully manage an existing customer base and how the distribution landscape is changing
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Identify current and future revenue sources and how to extract maximum return on investment from these income streams
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Incorporate a quality of results measurements in addition to not just focusing on quantity of sales calls
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Examine the attributes of top performing sales professionals and how to develop those attributes
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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:
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Communicate and present products and services related to retail travel management companies, corporate travel departments as well as direct sales channels
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Maintain access to senior decision makers
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Comparative airline performance sales key performance indicators
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Establish geographical territories
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Develop account sales plans to meet and exceed established sales goals
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Analyze and interpret booking and revenue data to maximize revenues
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Identify new sales opportunities
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Measure ROI and closing sales at higher margins
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Use CRM tools to increase quality and effectiveness of customer meetings
Who should attend
This course is recommended for:
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Sales executives and managers responsible for achieving a sales or revenue target
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Reservations and ticket office staff seeking to build a sales career
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Area sales managers responsible for sales teams
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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.
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.