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
- 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, 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
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
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.