Airline Sales Management: Sales Techniques to Increase Airline Revenues

Airline Marketing Mix

• Launching a new route - tactical elements of the airline strategy

Airline Product and Pricing. Sales Point of View

• Pricing approaches
• Revenue management
• Scheduling and frequency
• Summary

Analyzing Airline Business Models. Sales Point of View

• Full-service carrier key characteristics
• Low-cost carrier key characteristics
• Hybridization of airlines
• The concept of feeder carrier
• Charter flights
• Summary

Course conclusions

• Final quiz

Course Introduction

• Course overview

Marketing Environment in Airline Sales

• Direct & indirect sales

Practice - Market’s Sales Strategy Approach

• Practice - sales strategies approach
• Maximum revenue capacity
• Example of a flight profile
• Outlining the market strategy

Sales Company Planning Process

• Sales objectives
• Strategies to achieve objectives
• Prospecting sources and identification of customers
• Customer approach
• Closing a sale, sales process conclusion

Sales Organization

• Sales forecast
• Determining sales force size
• Sales force effectiveness
• Sales success factors

Sales Planning Process

• Strategic and tactical / operational plan
• Hierarchy of sales targets
• Summary