The IATA Diploma in Airline Sales Maximization provides the platform to effectively develop the skills and knowledge required to achieve major commercial KPIs. It focuses on e-commerce and revenue generation channels, highlights the value potential of customer segmentation and personalization, and outlines up-sell and cross-sell best practices through various airline product retailing, distribution and sales activities
Airline sales revenue generation capabilities and needs have evolved over time with changes in the market dynamics, availability of new technologies and shifting customer profile and behavior. The ability of every airline to effectively and cost-efficiently leverage its sales and distribution channels to maximize sales revenue has become a paramount contributing factor with significant P&L impact potential.
Upon completion of this diploma you will be able to:
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.
Take an inside look at today's leading distribution models and strategies, gaining tools to optimize your company’s distribution processes.
Techniques to generate passenger traffic amidst increasing competition. This course uses a competency-based approach to develop your skills as a strategic airline sales professional.
Learn how ancillary sales work, the impact on airline and distribution systems, and how to develop ancillary revenue.
Learn new techniques to manage and negotiate complex sales transactions: identifying strategic sales targets, anticipating customer responses and consultative selling techniques.
Creating appropriate digital content strategies to engage with – and remain current for - audiences during this COVID-restricted period
Examine cargo demand and create marketing solutions for your target market; strategize creative and cost-effective marketing.
Gain a wide range of tools and techniques to develop a strategic sales plan in a competitive air cargo industry.
Prepare for each phase of a negotiation process, and determine both short-term and long-term costs of negotiating.