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

Did you know that in the past 4 years, 63 participants from 12 countries have taken this course with IATA?

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

• To attend a class scheduled at one of our training centers: Register early and save up to 20%! Please read the Terms for the early bird discount. The discount will be calculated at the time of payment.
• To arrange in-house training for your company: Complete the in-house training request form or contact the salesperson in your region.

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

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.