Airline Sales and Key Account Management (Classroom, 4 days)


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.

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

  • There are no prerequisites for this course
  • Recommended level is Entry-level and Intermediate
  • 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

Airline Sales and Key Account Management (Classroom, 4 days)

Singapore, Singapore (IATA)
25 - 28 August, 2020
Register before 27 May, 2020 for a 20% discount
Please register by 04 Aug
All prices are before tax. Class no: 110096 English
Dev. Nations
USD 1,750
Member
USD 2,250
Regular
USD 2,500

2 additional classes are scheduled

Airline Sales and Key Account Management (Classroom, 4 days)

Turkey, Istanbul (TKAA-RTP)
12 - 15 October, 2020
Please register by 20 Sep
All prices are before tax. Class no: 116797 English
Dev. Nations
USD 1,750
Member
USD 2,250
Regular
USD 2,500

This class is offered in cooperation with Turkish Airlines Aviation Academy. The regional price applies to residents of Turkey.

Register on TAA website

For information and to register, please contact:

Turkish Airlines Aviation Academy
Ataturk Airport; Gate B 34149 Yesilkoy
Istanbul, Turkey
E-mail: tkaaiatatrainings@thy.com
Phone: +90 (212) 463 63 63 - 12360 - 14257 - 13101

Benefit from the Early Bird discount of 20% if you register 3 months prior to the course start date or USD100 if you register 3 weeks prior to the course start date.

Airline Sales and Key Account Management (Classroom, 4 days)

United Kingdom, London (IATA)
8 - 11 December, 2020
Register before 09 Sep, 2020 for a 20% discount
Please register by 17 Nov
All prices are before tax. Class no: 110097 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

Download the Outline

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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