Training

• Establish an effective sales network internationally with suitable distribution network and policies based on examples of industry best practice.
• Establish effective targets, benchmarks and KPI’s to effectively implement strategy.
• Build effective relationships with internal stakeholder departments, including Pricing/Revenue Management to ensure the cohesive action.
• Set informed promotional campaigns to target key segments.
• Working with third party sales agencies and OTA’s including management of incentives programs.
• Free up key sales data to support and evaluate decisions being taken.
• Establish a framework to work with Revenue Management to optimise the process of selling group demand.

The course is designed for primarily for Sales Managers but some sections with also apply to Distribution, IT, Pricing/Revenue Management and other commercial specialists.

• Examples of best practise in establishing the optimum Sales network to maximise potential sales in each of the airlines regions.
• Evaluating various distribution methods across all markets.
• Managing the relationships with traditional agencies and OTA’s.
• Setting of incentive programs and commissions.
• Evaluating the effectiveness of the sales network, both direct and third party.
• Establishing the required data and systems to support the Sales function.
• Setting of KPIs for regions/individuals and monitoring the effectiveness in meeting objectives.
• Strategies for creating system wide or regional promotional strategies.
• Methods for working with Pricing & Revenue Management to target promotional activity in low demand period while protecting higher demand.
• Establishing an effective decision support process with well informed, action based, reports and meetings.
• Workshops to facilitate the creation of new ideas and strategies that may be implemented.