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

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

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

Next class

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

Hong Kong SAR, Hong Kong (JAA-RTP)
14 - 17 December, 2020
Please register by 23 Nov
All prices are before tax. Class no: 129888 English
Dev. Nations
USD 1,750
Member
USD 2,250
Regular
USD 2,500

This class is offered in cooperation with JARDINE AIRPORT SERVICES LIMITED.

register on Jardine website

For information and to register, please contact:

Jardine Aviation Academy
4/F CNAC House, 12 Tung Fai Road
Hong Kong International Airport
Tel: +852 2216 2433
Email: academy@jasg.com

2 additional classes are scheduled

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

Singapore, Singapore (IATA)
23 - 26 February, 2021
Register before 25 Nov, 2020 for a 20% discount
Please register by 02 Feb
All prices are before tax. Class no: 132889 English
Dev. Nations
USD 1,750
Member
USD 2,250
Regular
USD 2,500

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

Switzerland, Geneva (IATA)
22 - 25 June, 2021
Register before 24 Mar, 2021 for a 20% discount
Please register by 01 Jun
All prices are before tax. Class no: 132751 English
Dev. Nations
USD 1,750
Member
USD 2,250
Regular
USD 2,500

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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