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 assessment
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.
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
Activities
- 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 INSPIRE Certificate is awarded upon successful completion of the course and final examination.
