Objectives
Upon completion of this course you will be able to
- Maximize returns on your sales investments
- Identify your customers’ needs and wishes
- Know how to sell and establish long-term relationship
- Forecast, plan and prospect effectively
Key topics
- Key forces affecting competition within the industry
- Characteristics of key business markets
- Customer relationship management
- Developing prospects
- Defining a sales strategy
- The sales proposal
- Contract management best practice
Course format
- 240 minutes real-time interactive virtual instructor-led classroom
- 60 minutes real-time exercise
- Multiple Q&A sessions
- Self-study material
- Examination
Who Should Attend?
- Sales executives and managers of logistic companies in air cargo including freight forwarders,
consolidators, airlines, general sales agents but also from the air cargo shippers industry
Prerequisites
- Participants should have prior knowledge of Air Cargo Business
- Recommended level is Intermediate
