Advanced training course on Sales & Marketing Management

Aviation, Tourism and Travel Industry

Includes the IATA "Airline Marketing" certificate

Degree, even short or experience in the airport and / or sales & marketing sector

In programmazione


is partner of Accademia del Lavoro for training internships of the Sales & Marketing Management course


  • Accademia del Lavoro certificate, ISO 9001 certified body on Airline Sales & Marketing Management
  • IATA "Airline Marketing" certificate (subject to passing the final exam)

Would you like to receive information about the course?

Airline Sales & Marketing Management

The course aims to transfer the knowledge related to the marketing of air transport which is one of the most productive economic sectors also because it is closely linked to the tourism sector.

Tasks and competences

Thanks to the advanced training course in Airline Sales & Marketing Management you will be able to acquire a series of skills, such as:

  • understand, interpret and satisfy the needs of the customer-passenger by orienting yourself to their needs;
  • identify the criteria to segment the customer-passenger groups and create a multiple range of services;
  • implement product quality, ensure efficient distribution to exceed customer-passenger expectations;
  • develop marketing strategies aimed at the economic development of the airline or airport operator contextualized with respect to the trends of the current historical period;
  • develop forecasts with respect to the future economic scenario in the short, medium and long term;
  • establish relationships and partnerships with other companies in the sector to create synergistic and value creation relationships;
  • collaborate with the social media manager for the promotion of the brand and services.

Career opportunities

At the end of the course it is possible to aspire to a managerial role in the air transport sector or to reuse the skills thus acquired to bring development within one's own company and / or activity if connected to the aviation and / or tourism sector.

Course steps

Gofluent 3-month English course - "all you can learn" formula (alternatively and in possession of a self-certified level B2 at least, it is possible to opt for one of the following languages: French, Spanish, German, Chinese (Mandarin), Portuguese (Brazilian ) is Italian).

+ 12 preliminary online live lessons on "Marketing Management"

64 hours of face-to-face lessons (8 hours a day for 8 days)


disclosure of the professional profile in Italy and / or abroad

Course Information


Degree, even short or experience in the airport and / or sales & marketing sector.

How to apply

To apply for the course, it is necessary to fill in the information request form on the website, with which the candidate requires to participate in the selection for the course.


For the participation in the course, there will be a selection test that includes:
- examination of the CV and motivation letter of the candidate;
- motivational and psycho-aptitude interview with a teaching consultant;
The selection board will communicate the outcome of the selection and admission to the course. Subsequently, the candidate can proceed to the completion and dispatch of the application form.


The course provides the possibility of obtaining the financing of the registration fee. In addition, at the end of the course, the Accademia del Lavoro will undertake to disseminate the curricula of students to companies operating in the sector.

Maximum number of participants

Maximum 20 Participants per Edition

Maximum number of participants

Accademia del Lavoro certificate, ISO 9001 certified body on Airline Sales & Marketing Management
IATA "Airline Marketing" certificate (subject to passing the final exam)
Project Work Certificate

Location of the course

Training project

Aviation legislation
The Role of Marketing
Customer and Consumer Behavior
Marketing Mix
The Airline Marketing Environment
Airline Marketing Research
The Airline Marketing Strategy
The Airline Marketing Plan
The Airline Product
Airline Pricing
Promotion Airline Products and Services
Distributing Airline Product and Services
Airline Alliances
Airline Marketing Management in Practice
Sales planning dashboard
Sales Management principals
Coaching in Sales
The 4 steps of Sales Process
Organizational Structure
Sales Strategical plan
Kpi and Go to Market strategy
Integrated Sales plan and strategy.
Marketing, Communication and Development

Teachers of the course

  • Nicola di Lorenzo
    Nicola di Lorenzo

    Graduated in Engineering at the University of Rome Tor Vergata, with a strong passion for the aeronautical field, in 2013 he obtained an A-MBA (Aviation Master of Business Administration) at the LUISS Business School in Rome, addressing the industrial specialization in the field of air transport and airport management.

    Currently freelance, he has gained work experience within the Commercial and Marketing Aviation Management for one of the main Italian Airport Management Groups.

    As Aviation Marketing Manager, he was responsible for Marketing and Brand Development activities, managing the implementation of joint research and marketing plans with the carriers operating on the reference airports, with the aim of improving the perception and positioning of services. airports available on the aeronautical and ground fronts, developing their skills in both B2B and B2C key.

    Subsequently Head of the Commercial and Marketing Department of one of the airports managed by the Group, he contributed to increasing the number of operating airlines, and the number of destinations available at the airport, working closely with airlines and key partners in the tourism sector. in order to develop useful synergies to highlight the Airport proposition on the national and international market.

  • Luis Vizzino
    Luis Vizzino

    Lawyer expert in Sports Law and AC Professor at the University of Salerno at the Faculty of Law - Chair of Sports Law.
    He assists athletes, agents and clubs in judicial and extrajudicial proceedings.
    He is a member of the Sports Law Commission of the National Bar Council in Rome, as well as Coordinator of the Italian Sports Lawyers Association for the Basilicata region.
    Lecturer in the legal area - federal papers at the Course for Head of the FIGC Youth Sector - technical sector, he is the author of several scientific publications on legal-sporting matters as well as speaker at many conferences.
    He is legal trustee for Aiac Basilicata.
    Member of the legal office of the Basilicata FIGC, Member of the FiTri National Federal Court.

  • Marco D’onofrio
    Marco D'onofrio

    Sales Manager, with a significant and solid experience acquired in over 20 years of experience, in international environments with renowned tour operators (Club Med) and airlines such as Air One, Alitalia, in the Global Team of the JV Alitalia, DeltaAirlines and Airfrance KLM, has had the opportunity to develop his B2B / B2C knowledge in Sales Development and Key Account Management, Trade & Corporate Relations, Marketing Management.
    A goal-oriented and revenue-oriented professional with a thorough knowledge of the Travel and Aviation Business, accustomed to working in multicultural environments. He has developed the ability to better manage cross-functional teams and multitasking assignments in both the Leisure and Corporate sectors.
    Currently Sales and Marketing Manager of the Air Arabia airline, he studied at the Luiss Business School at the Executive Program in Marketing Management, Marketing and Sales, Marketing and Social Media, subsequently specializing in the following disciplines following certifications on:

    • Holding Your Team Accountable
    • Sales Management
    • Building and managing an High Performing Sales Team
    • Sales Fundamentals
    • Social Media Marketing: Managing on Line Communities
    • Social Media Marketing for Small Business
    • Advanced Training of Effective Negotiation Techniques
Authorization n. IT-EVO-01-20-001 and IT-EVO-01-20-002
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