Page 340 - Catalogue de formation 2018 - 2020

AIRLINE SALES STRATEGIES – ADVANCED

Objectifs

• Learn new techniques to manage and negotiate complex sales transactions
• Identifying strategic sales targets
• Anticipating customer responses and consultative selling techniques

Benefits
• Manage and negotiate complex sales transactions that involve numerous people
or groups
• Sell a team and leverage the synergy
• Focus beyond products and services – sell solutions
• Drive the value of client database

IATA Course content

• Importance of aligning sales and marketing goals
• Identify strategic sales targets and key buying influences
• Anticipate customer responses
• Develop a consultative selling style
• Manage resources strategically and tactically
• Plan the management of each sales process

Designed for

• Managers and supervisors responsible for account oversight
• Sales representatives

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