Cargo Sales and Key Account Management (classroom)

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.

Course code: TCGP-09

Course format

• This classroom course provides 4 days (32 hours) of instruction delivered by an official IATA Instructor.
• Take this course at an IATA Training Center, Regional Training Partner, or on-demand as in-house training.
• 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

• When you click the Register button, you will be directed to log in to your Training Account.
• Register early and save up to 25% at our Training Centers! Please read the Terms and Conditions for the early bird discount.

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.

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.

This course is a step toward earning an IATA Diploma

Diploma

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

Diploma

Air Cargo Management Diploma

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

• English
• Español

Diploma

Airline Sales Maximization Diploma

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

• English