Air Cargo Advanced Marketing (self-study)

Did you know that in the past 5 years, 540 participants from 56 countries have taken this course with IATA?

160-200 hour self-study course

Since 1977, IATA has developed cargo agent training with the help of experts from member airlines and associations. This course uses our expertise to provide advanced knowledge on how to make markets respond, ensuring companies profit as well as how to differentiate with service innovations. This course is the ideal way for you to refresh your knowledge and learn new skills for career development and add value to future cargo marketing initiatives.

Course Code: TCGP-12

Course format

• This is a self-study course, which will take you approximately 160-200 hours to complete, depending on your previous knowledge and experience.
• The course materials are provided in e-book format.
• You will have 12 months to complete the course and exam (enrollment validity), which starts from the date you purchase the course.
• The recommended level for this course is Entry-level and Intermediate.
• Performance will be based on an examination. Please refer to the Exam Information below for more details.

Please note: Once you have completed the exam you will no longer have access to the course content, and after the 12-month enrollment validity expires you will no longer have access to the course content, nor will you be able to take the exam.

Study with the help of an Instructor

If you would prefer to study this course with the help of a local trainer, enrol at an IATA Authorized Training Center near you.

Registration information

• Please refer to our payment methods and applicable taxes.
• When you click to purchase the course, you will be directed to log in to your Training Profile through our Customer Portal.
• Are you purchasing the course for several people at once? Please find out how on our Payment page.

Upon completing this course you will have the skills to:

• Demonstrate profound knowledge of Cargo Trade and Trade Patterns
• Deliver innovative and value added services to clients and markets
• Determine an advertising budget and plan, selecting adverting media channels
• Prepare and execute an effective Marketing Plan to achieve marketing and sales objectives
• Summarize the position and function of pricing within cargo service management, ideally matching supply and demand

The key topics that are covered during this course include:

• Background knowledge of trade and trade patterns as they relate to cargo marketing
• Pricing and pricing strategies to influence purchase behavior, make market respond and ensure making profit
• Assessing business costs and examine total distribution costs
• Applying traditional and digital advertising techniques with an airfreight industry focus
• Design and execute an effective Marketing Plan
• Assess and define Target Groups
• Value adding Innovation Service Concepts

This training is the natural continuity of the Cargo Introductory course

This course is recommended for:

• Sales and marketing staff at cargo agents and air freight forwarders (consolidators)
• Sales, reservations, and acceptance staff at airlines and manufacturers
• Junior and middle management staff at cargo agents, airlines, and freight forwarders
• Individuals willing to enhance and refresh their marketing knowledge & skills or are new to their marketing role & responsibility

An IATA Certificate of Completion is awarded to participants successfully passing the final exam.

Exam information

Please read the information about Online Exams with Remote Supervision (OERS), and check the Course Edition List for Exams (pdf) when booking your exam.

• Method: Online exam with remote supervision (OERS)
• Format: 60 multiple-choice questions. Closed course book exam.
• Time Allowance: 3 hours
• Passing Grade: 60% correct answers
• Distinction Grade: 90% correct answers
• Number of exam attempts: 2