Cargo Sales and Key Account Management

4-day (16 hours) LIVE virtual 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: CGC032VCEN02

Course format

• The live sessions of this virtual classroom course are delivered by an official IATA Instructor.
• The course will take you approximately 16 hours to complete and be held over 4 consecutive days.
• There will be 2 live interactive virtual classroom sessions per day, each session will be 120 minutes.
• The live sessions will require your participation, with multiple Q&A sessions and additional time spent on self-study material including projects, research, additional reading and videos.
• Student performance will be based on an assessment.

Technical requirements

Please verify your hardware, software and network to support your upcoming course with IATA Training.

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. Please have your login details ready.
• Register early and save up to 25% at our Training Centers! Please read the Terms and Conditions for the early bird discount. The discount will be calculated at the time of payment.

To arrange in-house training for your company: Complete the in-house training request form or contact the B2B Training Specialist in your region.

Virtual venues

We schedule our virtual classroom courses through one of 3 virtual venues, each in a different time zone for your convenience. For more information, please visit our page on virtual classroom timing or contact our Customer Portal.

Please check the exact schedule of each class below (View more details) and click ‘Register’.

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

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

This course is recommended for:

• Sales executives and managers of airlines
• General sales agents, air cargo agents, and consolidators
• Customer service managers

An IATA Certificate of Completion is awarded to participants obtaining a grade of 70% or higher on an assessment. A special distinction is awarded to participants obtaining a grade of 90% or higher.