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

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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.

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.
  • Student performance will be based on an examination


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

Next class

May 04 - May 07, 2020 - Turkey, Istanbul (TKAA-RTP)
2 additional classes are scheduled. See all

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

    • 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

    Download the course outline


    • In-class 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 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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