Airline Business Development Diploma


In order to be competitive in an increasingly agile market, airlines strive to gain the largest market share, by having the highest awareness levels of the market, and the strongest growth in sales. Achieving these goals demands a dedicated team of professionals who understand the important issues, have an in depth knowledge of airline business and marketing, and identify the greatest opportunities for success.

The IATA Diploma in Airline Business Development provides the platform to effectively develop the skills and behaviors required to achieve key commercial objectives. This diploma comprises two required courses in airline marketing and sales strategies that provide you with key fundamental information, and two elective courses in topics such as strategic partnerships, distribution strategies and e-Commerce or negotiation skills, to further your proficiency to implement airline business development strategies.

What you will learn

Upon completion of this diploma you will be able to:

  • Segment your target markets and develop a long-term relationship with your customers
  • Explore the latest commercial trends and which factors to consider when creating your marketing strategy
  • Generate and follow up on leads to increase passenger traffic and sales
  • Master the sales process, negotiate and close complex sales transactions
  • Implement an efficient distribution strategy, leveraging e-commerce resources and current day distribution models

Download the Outline

Key Topics

  • Aviation performance and regulatory overview
  • Airline marketing
  • Commercial trends
  • Market research
  • Developing target markets
  • Complex sales transactions
  • Customer focus strategy
  • Product, price, place, promotion
  • Planning management of sales processes
  • Strategic resource management

Who should attend

  • Airline marketing and sales staff
  • Airline account managers
  • Sales representatives
  • Business development and Strategy Distribution staff
  • Revenue management

Requirements and registration

Candidates must complete 2 Required courses and 2 Elective courses within three years.

A passing mark of 70% is required on all assignments and exams. A special distinction is awarded to candidates who obtain a distinction in all, or all but one, of all course exams and assignments that make up this Diploma.

How to obtain your diploma

  1. Complete all 2 Required and 2 selected Elective courses that make up the Diploma, within 3 years.
  2. Please contact us on our Customer Portal to request your diploma, stating the title of the diploma you are applying for and the list of courses you completed for that diploma.
  3. IATA Training will issue your diploma upon verification of your eligibility.

Required courses

Elective courses

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