Airline Sales Management: Sales Techniques to Increase Airline Revenues
Sales training can lead to 80% more revenues in your company. Therefore, it is critical to master the sales techniques and strategies that will make your business more profitable.
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Course description
The course provides in-depth knowledge on how the industry operates and how the sales department connects with revenue management, network, or even marketing teams. The course aims to guide you through the sales process and gives you an understanding of airlines’ business models, distribution channels, pricing strategies, and various methods such as the Breakdown Method and Workload Method.
In addition, you will get a set of tricks and tips on how to generate sales, how to strategize and create value for your company. We will review specific examples such as the Rome-Lisbon route and analyze the flight profile as well as come up with the best sales strategy.
Learning outcomes
By the end of this course, participants will be able to:
- Identify the sales trends that impact commercial airlines
- Understand the roles of a sales manager and the sales process
- Develop practical tools and techniques on how to position your product on the markets
- Build a business case to gain market share by knowing your competitor's behavior, anticipating their moves, and proactively producing the best strategic decisions
- Know the main players in the sales and distribution market in the air transport business
- Gain practical tools and tips for product segmentation in commercial aviation
- Understand the practical influence of the various business models and the impacts on the end customer
- Understand the fare mix to increase sales
- Know the types of customer group strategies that are applicable to increase revenue
Who should attend
- Airlines Sales Representatives
- Marketing and Sales Managers
- Revenue and Pricing Managers
- Station Managers
- Airline Aviation Management Students
- Entry-level Managers at Airlines and Airport
Meet your instructor
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Rui Castro e Quadros, Ph.D.
Rui Castro e Quadros is a Professor at Atlântica University and also teaches at NOVA ESHTE, the NOVA Tourism School. He previously served as Professor and Director of the Aviation Management Program at ISEC Lisbon, teaching at both undergraduate and postgraduate levels.
He has more than 25 years of experience in the airline industry, including senior executive roles. He began his aviation career with Iberia in Lisbon as a Sales Executive, then joined Portugália Airlines, where he became General Manager for Italy. He later served as Chief Commercial Officer and Executive Director of the SATA Airlines Group in the Azores.
Rui holds a Ph.D. in Tourism. His doctoral research examined the impact of COVID-19 on the Azores and Madeira, focusing on the relationship between air transport and tourism in island destinations.
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