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

• To attend a class scheduled at one of our training centers: Register early and save up to 20%! Please read the Terms for the early bird discount. The discount will be calculated at the time of payment.
• To arrange in-house training for your company: Complete the in-house training request form or contact the salesperson 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

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.