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

DescriptionPrices & Registration
Did you know that in the past 5 years, 259 participants from 35 countries have taken this course with IATA?


Face the challenge of generating passenger traffic while business travel, world trade, and companies rapidly expand. This course uses a competency-based approach to develop your skills as a strategic airline sales professional.

This course is available at IATA Training Centers, Regional Training Partner locations, and on-demand as in-company training.

Course format

  • This classroom course provides 4 days (32 hours) of instruction delivered by an official IATA Instructor.


  • There are no prerequisites for this course
  • Recommended level is Entry-level and Intermediate
  • The recommended level of language proficiency is ICAO Operational Level 4 for courses in English or equivalent for other languages.

Next class

Dec 10 - Dec 13, 2019 - United Kingdom, London (IATA)
4 additional classes are scheduled. See all

What you will learn

Upon completing this course you will have the skills to:

  • Manage an existing customer base
  • Generate and follow up on new leads to increase passenger traffic and sales
  • Incorporate a quality of results measurements rather than quantity of sales calls
  • Examine the attributes of top performing sales professionals and how to develop those attributes
  • Review the latest methods for researching target accounts

Course content

  • Communicate and present products and services related to retail travel management companies and corporate travel departments
  • Maintain access to senior decision makers
  • Establish geographical territories
  • Develop account sales plans to meet and exceed established sales goals
  • Analyze and interpret booking and revenue data to maximize revenues
  • Identify new sales opportunities
  • Measure ROI and closing sales at higher margins
  • Use CRM tools to increase quality and effectiveness of customer meetings

Download the course outline

Who should attend

This course is recommended for:

  • Sales executives and managers responsible for achieving a sales or revenue target
  • Reservations and ticket office staff seeking to build a sales career
  • Area sales managers responsible for sales teams
  • Sales team support staff

Certificate awarded

An IATA Certificate of Completion is awarded to participants obtaining a grade of 70% or higher on all exercises and exams. A special distinction is awarded to participants obtaining a grade of 90% or higher.

This course is a step toward earning an IATA Diploma in:

Additional information

About IATA Classroom Training
We train more than 10,000 aviation professionals annually through our global network of IATA Training Centers, Regional Training Partners, and in private in-company sessions. Our 200+ classroom courses are developed using IATA’s unique industry insight and delivered by IATA Instructors, experts in their fields. More

Further training
Graduates of this course can apply for the Harvard ManageMentor© (HMM) distance learning program at a special graduate price.

Subject areas

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