Maximize Airline Sales Revenue in a Changing World (Classroom, 4 days)

Some of these topics are also explored in the following virtual classroom course:

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

About

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.

Download the Outline

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

Maximize Airline Sales Revenue in a Changing World (Classroom, 4 days)

United Kingdom, London (IATA)
17 - 20 May, 2022
Register before 14 Feb, 2022 to take advantage of the 20% Early Bird discount*. The price below includes this discount. *Terms apply
Please register by 26 Apr
All prices are before tax. Class no: 148491 English
Dev. Nations
USD 1,400
Member
USD 1,800
Regular
USD 2,000

5 additional classes are scheduled

Maximize Airline Sales Revenue in a Changing World (Classroom, 4 days)

United States, Miami (IATA, ACCET Accredited)
28 June - 1 July, 2022
Register before 28 Mar, 2022 to take advantage of the 20% Early Bird discount*. The price below includes this discount. *Terms apply
Please register by 07 Jun
All prices are before tax. Class no: 148578 English
Dev. Nations
USD 1,400
Member
USD 1,800
Regular
USD 2,000

Accett

The IATA Training Center in Miami is ACCET Accredited


A regional course discount (up to 10% discount) is available for classroom courses at IATA Training Centers in the Americas (excluding Canada).

To claim the discount, enter 'LatAmTraining' in the promotional code field during your registration. The discount will be deducted automatically from the course price. This discount will be applied in addition to any qualifying early bird promotion.

Miami Training Center Information

Maximize Airline Sales Revenue in a Changing World (Classroom, 4 days)

China, Shanghai (IATA)
9 - 12 August, 2022
Register before 09 May, 2022 to take advantage of the 20% Early Bird discount*. The price below includes this discount. *Terms apply
Please register by 19 Jul
All prices are before tax. Class no: 148280 English
Dev. Nations
USD 1,400
Member
USD 1,800
Regular
USD 2,000

Please note that prices DO NOT include the 6% Chinese VAT. The VAT must be paid additionally if applicable to your registration.

Shanghai Training Center Information

Maximize Airline Sales Revenue in a Changing World (Classroom, 4 days)

Switzerland, Geneva (IATA)
18 - 21 October, 2022
Register before 18 Jul, 2022 to take advantage of the 20% Early Bird discount*. The price below includes this discount. *Terms apply
Please register by 27 Sep
All prices are before tax. Class no: 148711 English
Dev. Nations
USD 1,400
Member
USD 1,800
Regular
USD 2,000

Maximize Airline Sales Revenue in a Changing World (Classroom, 4 days)

Mexico, Mexico City (IATA)
8 - 11 November, 2022
Register before 08 Aug, 2022 to take advantage of the 20% Early Bird discount*. The price below includes this discount. *Terms apply
Please register by 18 Oct
All prices are before tax. Class no: 149908 English
Dev. Nations
USD 1,400
Member
USD 1,800
Regular
USD 2,000

Maximize Airline Sales Revenue in a Changing World (Classroom, 4 days)

Singapore, Singapore (IATA)
22 - 25 November, 2022
Register before 22 Aug, 2022 to take advantage of the 20% Early Bird discount*. The price below includes this discount. *Terms apply
Please register by 01 Nov
All prices are before tax. Class no: 148876 English
Dev. Nations
USD 1,400
Member
USD 1,800
Regular
USD 2,000

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

  • 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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