Determining Airline Sales Force Size & Sales KPIs

This video is part of a series of microlearning courses aiming to provide insights into specific topics.

Language: English
Category: Airlines, Airline Management & Operations
Duration: 12m
Determining Airline Sales Force Size & Sales KPIs

Course description

Increasing the size of the sales force may increase sales volume but at a higher cost to the airline. This microlearning course will help you to determine the optimal sales force size using two most effective methods: workload and breakdown.


This extract is part of the video course Airline Sales Management. To watch the full course and get your certificate click here.

Course overview
1. Determining Airline Sales Force Size & Sales KPIs

Meet your instructor

Rui Castro e Quadros

Rui Castro e Quadros

Professor and Director of the Aviation Management Program at ISEC Lisbon

Rui Quadros is a Professor and Director of the Aviation Management Program, teaching Master of Science in Air Transport Operations and Bachelor of Science in Aviation Management at ISEC Lisbon.  

Additionally, Rui is teaching Tourism Management at The Escola Superior de Hotelaria e Turismo do Estoril.


Rui has over 25 years of experience in the airline industry in senior executive positions.

Rui began his career in aviation industry at IBERIA (Lisbon), continued with Linhas Aéreas de Espanha as a Sales Executive, then joined Portugalia Airlines where he was appointed General Manager for Italy. After his experience in Italy, he was appointed Chief Commercial Officer and Executive Director of SATA Airlines Group (Azores).

Currently, Rui is working on a Ph.D. thesis on the impacts of COVID 19 on the Azores, Madeira, and Canary Islands’ airports.

Read moreabout Rui Castro e Quadros

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