Major International Airline sees Sales Strategies take off

The Challenge

• Change in the industry leading to direct contact with customers, reducing costs;
• Current selling process of servicing and trouble shooting being challenged;
• Need to change process to business management and negotiation to remain competitive;
• More proactive approach needed, especially with corporate clients.

Countries

• The training was carried out in UK, USA, France, Germany, Italy, South Africa, United Arab Emirates, Brazil, Scandinavia, Russia, Poland, Israel and Greece.

The Solution

• Airline introduced computerised sales information system; ITC developed extensive international sales training and development programme;
• International project management team assembled to represent all the countries of operation, and to provide high level Account and Project management;
• Every member of sales staff interviewed using computer based questionnaire;
• Sales methods and skills across entire field of operations assessed;
• Extensive Sales Training programme implemented at management sales and sales support levels.