Cargo Sales and Key Account Management (classroom)

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CLASSROOM


Did you know that in the past 3 years, 46 participants from 4 countries have taken this course with IATA?

About the course

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.

Download the Outline

Course code: TCGP-09

Course format

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

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.

Next class

Cargo Sales and Key Account Management (classroom)

Singapore, Singapore (IATA)
23 - 26 May, 2023
Register before 20 Feb, 2023 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 02 May
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 172480
English
USD 1,736
USD 2,232
Regular
USD 2,480

1 additional classes are scheduled

Cargo Sales and Key Account Management (classroom)

Switzerland, Geneva (IATA)
3 - 6 October, 2023
Register before 03 Jul, 2023 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 12 Sep
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 172152
English
USD 1,736
USD 2,232
Regular
USD 2,480

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

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

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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