Cargo Sales and Key Account Management (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.

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

Download the Outline

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 arrange in-house training for your company: Complete the in-house training request form or contact the salesperson 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
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
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

  • 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.

This course is a step toward earning an IATA Diploma in:

Cargo Leadership Development Program with Harvard Business Publishing

This program comprises cargo training through IATA courses and management skills through Harvard ManageMentor (HMM) modules. Today’s managers and business leaders need to be equipped with the skills and behaviors required to achieve key commercial objectives. This advanced program will provide you with an in-depth exploration of the fundamentals of cargo airline business strategy, methodology and business development tools. The combination of IATA courses and HMM modules are designed to balance theory and practical application, and to equip you with critical competencies in cargo airline business management.

  • English

Air Cargo Management Diploma

Understand the complex and changing issues required to maximize all aspects of the cargo business.

  • English
  • Español

Airline Sales Maximization Diploma

Achieve commercial objectives and stay competitive. Learn to gain market share, increase product awareness, and sustain growth.

  • English

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