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Course description

Airline Sales and Key Account Management Airline Sales and Key Account Management- 4-Day Course

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

By the end of this 4-day course, participants will have gained the knowledge and skills to 

  • Manage an existing customer base
  • Develop and maintain new leads to increase passenger traffic and sales
  • Establish a quality of results measurements rather than quantity of sales calls
  • Review the characteristics of top performing sales professionals and how to develop those attributes
  • Explore the latest methods for researching target accounts

Who should attend?

Airline Sales and Key Account Management is recommended for professionals in the following roles:

  • 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

Training Content

The training content for this 4-day course includes the following:

  • 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


The cost for this course is $2,500.

About supplier

International Air Transport Association

The International Air Transport Association (IATA) serves as the trade association for the world’s airlines, representing some 260 airlines or 83% of total air traffic. IATA also supports many areas of aviation activity and play an integral role in helping to shape industry...

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International Air Transport Association

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