Air Cargo Sales and Key Account Management (LIVE virtual classroom)

About

Success in air cargo sales is the result of discipline, dedication and a good sales strategy! This unique course will provide you with a wide range of tools and techniques to develop a strategic sales plan in a competitive air cargo industry. Learn how to observe and monitor your market environment, understand what your customers are looking for and how to focus on the right solutions to help them. Following a case study, you will learn how to benchmark a company’s sales plan to determine areas for improvement.

Course Code: TCGG-48-VC

Course format

• The live sessions of this virtual classroom course are delivered by an official IATA Instructor.
• The course will take you approximately 8 hours to complete and be held over 1 consecutive days.
• There will be 2 live interactive virtual classroom sessions per day, each session will be 120 minutes.
• The live sessions will require your participation, with multiple Q&A sessions and additional time spent on self-study material including projects, research, additional reading and videos
• Student performance will be based on an assessment

Technical requirements

Please verify your hardware, software and network to support your upcoming course with IATA Training

Prerequisites

• Participants should have prior knowledge of Air Cargo Business
• Recommended level is Intermedaite
• 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

• When you click the Register button, you will be directed to login to your Training Account . Please have your login details ready.
• Register early and save up to 20% at our Training Centers! Please read the Terms and Conditions 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.

Virtual venues

We schedule our virtual classroom courses through one of 3 virtual venues, each in a different time zone for your convenience. For more information, please visit our page on virtual classroom timing or contact our Customer Portal.

Please check the exact schedule of each class below (View more details) and click ‘Register’.

What you will learn

Upon completing this course you will be able to:

• Maximize returns on your sales investments
• Identify your customers’ needs and wishes
• Know how to sell and establish long-term relationships
• Forecast, plan and prospect effectively

Course content

• Key forces affecting competition within the industry
• Characteristics of key business markets
• Customer relationship management
• Developing prospects
• Defining a sales strategy
• The sales proposal
• Contract management best practice

Who should attend

This course is recommended for:

• Sales executives and managers of logistic companies in air cargo including freight forwarders, consolidators, airlines, general sales agents but also from the air cargo shippers industry

Certificate awarded

An IATA Certificate of Completion is awarded to participants obtaining a grade of 70% or higher on an assessment. A special distinction is awarded to participants obtaining a grade of 90% or higher.