1. IAL 2402: Airlines Sale Strategies
Class 1: Introduction to Airlines Sale Strategies

2. Lecturer Info.

3. Rule of the House
Mobile phone must be in silence or turn off (no conversation)
Good looking uniform (please put your shirt inside your pant or skirt)
No talking during lecture
Great to participate along the class
Be happy and have fun
## Please help me to follow those rules

4. Mark Allocation Final Exam 30% Mid Term Exam 20% Participation 10%
In Class Activities %
Term Project + Presentation 20%
Infographic %

5. Learning Obj.
Introduce you to the field of sales management and strategies
Identify and discuss key trends affecting sale organization
Present a general overview of the sales management process
The key external and internal environment factors

6. What is sale?

7. Bottom Line Small business is GOOD Business
Big Business is growing very fast
Selling with big volume or value
Hard sale or normal sale
Direct sale or indirect sale
Online or Offline

8. Sale Management in the 21st Century
Sale management are undergoing dramatic changes. This challenges are being driven by several behavioral, technological, and managerial forces.
Salespeople and those who manage them realize these changes affect ever aspect of sales management and strategies.

9. Sale Management in the 21st Century
The reinventing of sale organization
Building long term relationship with customer
Creating sales organizational structures that are more nimble
Gaining greater job ownership and commitment from salespeople
Shifting sale management style from commanding to coaching
Sale success from technology
Integrating salespeople performance evaluation

10. Innovation based sale management
Transactional Selling has dominance this world of selling for many years!!!
Sale and Go: Selling the product and get money from buyer.

11. Innovation based sale management
Today, RELATIONSHIP SELLING approaches as customer realize there are benefits in building relationships between themselves and their seller.

12. Relationship Selling

13. Relationship Selling Experiences
Which is the restaurant got good relationship with customer?
Which mobile phone brand fulfill customer demand?
Which low cost airline earn best relationship with passenger?

14. Key Component in Sale Management success
LEADING VS. MANAGING
Traditional TOP-DOWN bureaucratic style which is leading not managing.
Today is more competitive environment: Leading to Flexible approach to sale management
Less bureaucratic
Managing not leading
Cheerleader and Coaching
Empowering salespeople

15. Global Focus of Sale Strategies
Growth opportunities in Domestic and International (AirAsia X, Nok Scoot, Thai Vietjet)
Some company growth in International more than Domestic (Air Asia)
Global Market approach is more important in this century
Global environmental differences (Culture, Behavior, legal)

16. What is involved in sales management
Selling process
Sale management process

17. Selling skill always require to make the better sale
Selling process
Imagine of selling process!!!
Think about when you sell product online and offline
Selling skill always require to make the better sale

18. Sale management process
The process of effective management of a company’s sale force, involve three interrelated sets of decisions or processes.
The FORMULATION of a sale program (should considering the environmental factors)
The IMPLEMENTATION of the sale program (selecting appropriate sales personnel and designing and implementing approaches)
The EVALUATION and CONTROL of the sale program (developing methods for monitoring and evaluating sale)
Formulation
Implementation
Evaluation and Control

19. Environmental factors impact success in selling
External and Internal environmental factor influence in 4 basic ways
Environmental force
Environmental variables and change
Changes in the environment can create new marketing opportunities
Environmental variables are affected and changed by marketing activities

20. External environment
Discussion on PESTEL

21. Internal Environment Discussion in Internal Environment
Goal, Objectives, and Culture
R&D
Organization Capabilities
Production and Supply Chain
Financial Resources
People
Discussion in Internal Environment

22. Discussion: The impact of environment to sale strategies
What do you think????
Lets make a group
Write down group name (Creativity one)
Your name, ID, Group, Mobile phone
Prepare for next week: Drawing paper, color pen or pencil