In order to be competitive in an increasingly agile market, airlines strive to gain the largest market share, by

having the highest awareness levels of the market, and the strongest growth in sales. Achieving these goals

demands a dedicated team of professionals who understand the important issues, have an indepth knowledge

of airline business and marketing, and identify the greatest opportunities for success.

The IATA Diploma in Airline Business Development provides the platform to effectively develop the skills and

behaviors required to achieve key commercial objectives. This diploma comprises two required courses in

airline marketing and sales strategies that provide you with key fundamental information, and two elective

courses in topics such as strategic partnerships, distribution strategies and e-Commerce or negotiation skills, to

further your proficiency to implement airline business development strategies.

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 which factors to consider when creating your marketing 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

▪ Airline marketing and sales staff

▪ Airline account managers

▪ Sales representatives

▪ Business development and Strategy Distribution staff

▪ Revenue management

▪ Aviation performance and regulatory overview

▪ Airline marketing

▪ Commercial trends

▪ Market research

▪ Developing target markets

▪ Complex sales transactions

▪ Customer focus strategy

▪ Product, price, place, promotion

▪ Planning management of sales processes

▪ Strategic resource management

1. Register for the two required courses and two elective courses online.

2. Complete all four courses within a three-year period.

3. Contact the IATA Training team to obtain your diploma.

Airline Marketing - Advanced (Classroom, 4 days)

Airline Sales Strategies - Advanced (Classroom, 4 days)

Examine at the latest airline marketing and commercial trends to help you revamp your marketing practices. As the customer becomes the central focus of airline marketing strategy, this course provides insight into tools for assessing your target markets and developing a long-term relationship with your customer.

Learn new techniques to manage and negotiate complex sales transactions, plan strategic sales targets, and successfully handle customer interactions. This course is recommended for sales representatives and managers with account oversight.

Alliances, Strategic Partnerships and Frequent Flyer Programs (Classroom, 5 days)

Airline Distribution Strategies and e-Commerce (Classroom, 5 days)

Review current trends in customer choices and

behavior and learn how to complete your

marketing strategy with the integration of your

frequent flyer program and partnerships.

Take an inside look at today's leading distribution

models and strategies, gaining tools to optimize

your company’s distribution processes.

Airline Sales and Key Account Management

(Classroom, 4 days)

Airline Social Media Strategy (Classroom, 3 days)

Techniques to generate passenger traffic amidst

increasing competition. This course uses a

competency-based approach to develop your

skills as a strategic airline sales professional.

Social media crash course and communication

best practices to develop a successful social

media strategy around the latest communication

channels.

Aviation Policy and Advocacy

(Classroom, 3 days)

Cargo Marketing and Advertising (Classroom, 4 days)

Learn how to use advocacy to shape current

aviation policy and positively influence your

organization’s business objectives.

Examine cargo demand and create marketing

solutions for your target market; strategize

creative and cost-effective marketing.

Effective Communication Skills

(Classroom, 5 days)

International Negotiation Skills (Classroom, 5 days)

Improve your communication and presentation

skills in a multicultural environment.

Sign better deals by improving your tactics and

techniques.

This program can be customized for your company and delivered at the location of your choice. Request in-company training