Training

By the end of Part 1, participants will be able to:

• Understand global aviation trends and their impact on network revenue drivers
• Apply airline marketing fundamentals to support route and revenue growth
• Identify and prioritize customer segments for targeted sales approaches
• Prepare and assess route profitability and business case proposals
• Use advanced negotiation techniques to secure better deals with corporates and agencies
• Create account management plans that drive long-term loyalty and increased sales

• Airline middle managers in sales, marketing, commercial planning, and distribution
• Regional & country sales managers handling corporate and agency accounts
• Senior Account Managers/ Executives stepping into Managerial roles. 
• Trade marketing and partnership managers 

1️⃣ Understanding Global Aviation Trends & Network Revenue Drivers

• Post-COVID trends, demand shifts, hub competitiveness
• Key revenue drivers in network planning
• Impact on sales strategies

2️⃣ Airlines Marketing Fundamentals (NEW)

• Marketing mix in airlines
• Role of branding, campaigns, and digital channels
• Synergy between sales & marketing

3️⃣ Customer Segmentation & Targeting for Airlines

• Corporate, leisure, VFR, tour operators
• Identifying high-value customers
• Segment-specific approaches

4️⃣ Route Profitability & New Route Business Cases

• Calculating and forecasting profitability
• Identifying viable routes
• Case study: Launching a new route

5️⃣ Negotiation Skills in Airline Sales

• BATNA, ZOPA, and win-win strategies
• Handling tough corporate and trade negotiations
• Role play exercises

6️⃣ Managing Key Corporate & Agency Accounts

• Account planning templates
• Relationship mapping & retention strategies
• Cross-selling & upselling opportunities