Cargo Sales and Key Account Management

4-day (32 hours) classroom course

Success in air cargo sales is the result of discipline, dedication and a good sales strategy! This unique 4-day 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 an in-class case study, you will learn how to benchmark a company’s sales plan to determine areas for improvement.

Course code: CGC032VEEN02

Course format

• This classroom course provides 4 days (32 hours) of instruction delivered by an official IATA Instructor.
• Take this course at an IATA Training Center, Regional Training Partner, or on-demand as in-house training.
• Student performance will be based on an assessment.

Prerequisites

• Participants should have prior knowledge of air cargo business.
• Recommended level is Intermediate and Advanced.
• 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 log in to your Training Account.
• Register early and save up to 25% at our Training Centers! Please read the Terms and Conditions for the early bird discount.

In-house training

To arrange in-house training for your company, please complete the in-house training request form or contact the Training Specialist in your region.

Upon completion of 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

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

Activities

• Case studies
• Business simulation

This course is recommended for:

• Sales executives and managers of airlines
• General sales agents, air cargo agents, and consolidators
• Customer service managers

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.