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