Airline Sales Maximization Diploma

IATA Diploma Program

4 classroom courses to be completed in 3 years

The IATA Diploma in Airline Sales Maximization provides the platform to effectively develop the skills and knowledge required to achieve major commercial KPIs.

It focuses on e-commerce and revenue generation channels, highlights the value potential of customer segmentation and personalization, and outlines up-sell and cross-sell best practices through various airline product retailing, distribution and sales activities. Airline sales revenue generation capabilities and needs have evolved over time with changes in the market dynamics, availability of new technologies and shifting customer profile and behavior. The ability of every airline to effectively and cost-efficiently leverage its sales and distribution channels to maximize sales revenue has become a paramount contributing factor with significant P&L impact potential.

Objectives

Upon completion of this diploma, you will be able to:

• Segment your target markets and develop a long term relationship with your customers
• Explore the latest commercial trends and factors to consider when creating your e-commerce strategy
• Generate and follow up on leads to increase passenger traffic and sales
• Master the sales process, negotiate and close complex sales transactions Implement an efficient distribution strategy, leveraging e-commerce resources and current day distribution models.

Prerequisites

The recommended level of language proficiency is ICAO Operational Level 4 for courses in English or the equivalent level for other languages.