Module 1: Introduction to Air Cargo Industry
o Overview of the air cargo industry
o Importance and role of air cargo in global trade
o Key players and stakeholders in the air cargo logistics chain
Module 2: Fundamentals of Air Cargo Sales
o Understanding air cargo sales process and cycles
o Types of air cargo services (e.g., general cargo, express services,
perishables)
o Market trends and challenges in air cargo sales
Module 3: Customer Relationship Management
o Building and maintaining customer relationships
o Effective communication strategies in air cargo sales
o Customer needs assessment and solution selling techniques
Module 4: Air Cargo Product Knowledge
o Detailed overview of different types of air cargo products and services
o Features and benefits of air cargo solutions
o Matching customer needs with appropriate air cargo services
Module 5: Sales Techniques and Strategies
o Unique Selling Propositions (USPs) of air cargo services
o Negotiation skills in air cargo sales
o Overcoming objections and closing sales effectively
Module 6: Regulatory and Compliance Issues
o International air transport regulations (IATA regulations)
o Security and safety considerations in air cargo sales
o Compliance with customs and other regulatory requirements
Module 7: Technology in Air Cargo Sales
o Utilization of technology in air cargo sales (e.g., cargo management
systems)
o Digital marketing strategies for air cargo services
o Data analytics and its role in optimizing air cargo sales
Module 8: Case Studies and Practical Exercises
o Real-life case studies of successful air cargo sales strategies
o Role-playing exercises to practice sales techniques
o Group discussions and feedback sessions
Module 9: Future Trends in Air Cargo Sales
o Emerging trends and innovations in the air cargo industry
o Predictions for the future of air cargo sales and logistics
Module 10: Certification and Assessment
o Evaluation of participant learning through quizzes or assessments
o Certificate of completion for successful participants
