Cargo Sales and Key Account Management (Classroom, 4 days)


About

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.

This course is available at IATA Training Centers and Regional Training Partner locations, and on-demand as in-house training.

Course code: TCGP-09

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

  • 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

Next class

Cargo Sales and Key Account Management (Classroom, 4 days)

Turkey, Istanbul (TKAA-RTP)
4 - 7 May, 2020
Please register by 13 Apr
All prices are before tax. Class no: 116810 English
Dev. Nations
USD 2,170
Member
USD 2,790
Regular
USD 3,100

This class is offered in cooperation with Turkish Airlines Aviation Academy. The regional price applies to residents of Turkey.

Register on TAA website

For information and to register, please contact:

Turkish Airlines Aviation Academy
Ataturk Airport; Gate B 34149 Yesilkoy
Istanbul, Turkey
E-mail: tkaaiatatrainings@thy.com
Phone: +90 (212) 463 63 63 - 12360 - 14257 - 13101

Benefit from the Early Bird discount of 20% if you register 3 months prior to the course start date or USD100 if you register 3 weeks prior to the course start date.

2 additional classes are scheduled

Cargo Sales and Key Account Management (Classroom, 4 days)

Belgium, Brussels (IATA)
2 - 5 June, 2020
Register before 04 Mar, 2020 for a 20% discount
Please register by 12 May
All prices are before tax. Class no: 109688 English
Dev. Nations
USD 2,170
Member
USD 2,790
Regular
USD 3,100

Cargo Sales and Key Account Management (Classroom, 4 days)

Switzerland, Geneva (IATA)
4 - 7 August, 2020
Register before 06 May, 2020 for a 20% discount
Please register by 14 Jul
All prices are before tax. Class no: 109687 English
Dev. Nations
USD 2,170
Member
USD 2,790
Regular
USD 3,100

What you will learn

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

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

Download the Outline

Activities

  • Case studies
  • Business simulation

Who should attend

This course is recommended for:

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

Certificate awarded

An IATA Certificate is awarded upon successful completion of the course and final examination.

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