Day 1: Introduction to Cargo Sales
1. Introduction to Air Cargo Sales
o Overview of the air cargo industry
o Importance of cargo sales in the industry
o Current trends and market dynamics
2. Understanding the Market
o Market research and analysis
o Identifying target markets
o Competitor analysis
3. Sales Techniques and Strategies
o Effective sales techniques
o Developing sales strategies
o Selling value over price
4. Customer Relationship Management (CRM)
o Importance of CRM in cargo sales
o Tools and software for CRM
o Managing customer data and relationships
5. Case Study and Group Discussion
o Real-world examples of successful cargo sales strategies
o Group discussion on best practices
Day 2: Key Account Management
1. Introduction to Key Account Management (KAM)
o Definition and importance of KAM
o Differences between regular sales and KAM
2. Identifying Key Accounts
o Criteria for identifying key accounts
o Analysis of key account potential
3. Building Strong Relationships with Key Accounts
o Communication strategies
o Trust-building techniques
o Maintaining long-term relationships
4. Developing Account Plans
o Creating tailored account plans
o Setting objectives and goals
o Monitoring and adjusting plans
5. Case Study and Role-Playing Exercises
o Analysis of successful KAM case studies
o Role-playing exercises to practice KAM skills
Day 3: Advanced Sales and Account Management Techniques
1. Advanced Sales Negotiation Skills
o Techniques for effective negotiation
o Handling objections and closing deals
o Building win-win scenarios
2. Using Technology in Sales and KAM
o Digital tools for sales and account management
o Leveraging data and analytics for better decision making
3. Performance Measurement and Improvement
o Key performance indicators (KPIs) for sales and KAM
o Continuous improvement strategies
4. Developing a Sales and KAM Strategy
o Integrating sales and KAM strategies
o Setting realistic targets and goals
o Creating action plans for implementation
5. Final Assessment and Q&A
o Assessment of knowledge gained
o Open forum for questions and discussion
