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)

Belgium, Brussels (IATA)
30 March - 2 April, 2021
Register before 30 Dec, 2020 for a 20% discount
Please register by 09 Mar
All prices are before tax. Class no: 132411 English
Dev. Nations
USD 2,170
Member
USD 2,790
Regular
USD 3,100

1 additional classes are scheduled

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

Switzerland, Geneva (IATA)
12 - 15 October, 2021
Register before 14 Jul, 2021 for a 20% discount
Please register by 21 Sep
All prices are before tax. Class no: 132780 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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