Air Cargo Sales (LIVE virtual classroom)



Did you know that in the past 4 years, 25 participants from 11 countries have taken this course with IATA?

About the course

1-day (8 hours) LIVE virtual classroom course

IATA Air Cargo Sales aviation training course

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.

Download the Outline

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 day.
  • There will be 2 live interactive virtual classroom sessions, 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.


  • 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

To arrange in-house training for your company: Complete the in-house training request form or contact the B2B Training Specialist 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’.

Next class

Air Cargo Sales (LIVE virtual classroom)

Virtual Session Americas (IATA)
17 July, 2024
Register before Jun 26, 2024 to take advantage of the USD100 Early Bird discount. The price below includes this discount.
Please register by 01 Jul
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 200978
USD 350
USD 480
USD 545

2 daily LIVE sessions:
9:00-11:00 & 12:00-14:00 Miami/Montreal
15:00-17:00 & 18:00-20:00 Geneva/Paris
17:00-19:00 & 20:00-22:00 Dubai
13:00-15:00 & 16:00-18:00 UTC
Please note that these timings may be subject to change.

Air Cargo Sales (LIVE virtual classroom)

Virtual Session EMEA (IATA)
18 October, 2024
Register before Jul 18, 2024 to take advantage of the 20% Early Bird discount (only for payment by credit card or ICH)*. The price below includes this discount. *Terms apply
Please register by 04 Oct
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 201469
USD 360
USD 464
USD 516

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

The key topics that are covered during this course include:

  • 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.

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