Aviation sales training is any course, programme or coaching that teaches people to sell aircraft, flights, fuel and ground services, parts, maintenance or aviation technology. Buyers are few and well informed, products are technical, and many deals take months, so a small group of associations, colleges and specialist trainers sell aviation-specific options.
This guide is for sales staff at FBOs, charter operators, aircraft dealers and manufacturers, MRO shops and aviation service companies, and for people moving into those jobs. It sets out what each role needs to learn, then compares the types of training on offer by the same criteria. Every price and detail below comes from the provider's own page or is marked as secondary, and was checked on 17 October 2026.
Key points
- Aviation sales roles differ a lot. An FBO customer service rep, an OEM sales director and a parts salesperson need different knowledge.
- Four types of training exist: association programmes, specialist aviation sales trainers, university or college programmes, and broker courses. Most people also learn on the job.
- Few associations sell a sales course as such. AIAA and IATA do. IADA's education is tied to its broker certification. NBAA, NATA and AEA focus on management, safety and technical training.
- Published prices we found range from a few hundred dollars for a short online course to several thousand for coaching or a university certificate.
- No certificate is a licence, and no course can guarantee a job, a sale or an income.
Aviation sales roles and what each needs to learn
Start with the job, not the course. The knowledge that matters depends on what you sell and to whom.
Aircraft sales brokers and dealer sales staff
These people represent a buyer or seller in the purchase or sale of a whole aircraft. The work turns on valuation, listing, purchase agreements and closing. We cover it in detail in aircraft sales broker training, so we do not repeat it here.
Charter sales
Charter salespeople at operators and brokerages quote and book individual flights, often within hours. Their training needs are covered in air charter broker training. The difference between a broker and an operator is explained in what is a private jet broker.
FBO customer service and sales
At a fixed base operator, the customer service rep at the front desk is often the main point of sale for fuel, hangar space and handling. The skills are service-led: managing arrivals and departures, handling crew and passenger requests, pricing fuel and fees, and winning repeat visits from operators who can choose another airport.
Aircraft manufacturer (OEM) sales
OEM sales teams sell new aircraft, upgrades and support programmes, usually to repeat corporate, government or fleet buyers. The job needs deep product knowledge, the ability to explain operating costs and mission fit, and patience with long buying cycles that involve finance, legal and flight department staff.
MRO, parts and avionics business development
Maintenance shops, parts distributors and avionics installers sell to operators, flight departments and other shops. Salespeople need enough technical understanding to talk credibly about inspections, downtime, parts traceability and installation work, plus quoting and account management skills.
Aviation services and technology
This covers software, data, insurance, advertising and other services sold into aviation businesses. The selling method is close to other B2B sales. The industry-specific part is knowing how operators, FBOs and dealers make money.
The types of aviation sales training compared
The table compares the four types by the same criteria. Individual examples follow, in the same order.
| Type | Format | Length | Who it is for | Cost where published | Credential |
|---|---|---|---|---|---|
| Association programmes and conference education | Live online, classroom, conference sessions | One day to a few weeks per course | Working professionals, often members | $795 to $1,660 per course in the examples below (AIAA student rate $495) | Certificate of completion, or credit toward an association designation |
| Specialist aviation sales trainers | Self-paced online, live group calls, coaching | Self-paced to nine months | Newcomers and established sales staff | $197 to $4,999 where published; some do not publish prices | Provider's own certificate of completion |
| University and college programmes | Online or on campus | Six weeks (certificate) to four years (degree) | Career starters and managers | $1,999 to about $4,250 for certificates; degree tuition varies | College certificate or academic degree |
| Broker courses | Mostly online, self-paced | Varies | Aspiring aircraft sales and charter brokers | See courses compared | Private training certificate |
Association programmes and conference education
Trade associations are often the first place people look. We checked what six of them actually offer in sales training.
- IADA (International Aircraft Dealers Association). IADA accredits dealer firms and certifies individual brokers. Its press release says a broker "must be employed by an IADA-Accredited Dealer or OEM for at least a year" to apply, and must pass an exam. Its online programme, IADA U, is described as continuing education "for all IADA Members" and is designed to meet the continuing education requirement for certified brokers.
- NBAA (National Business Aviation Association). NBAA's Professional Development Program is aimed at people who hold or want a management position in business aviation. Its course directory, which we read in full, lists no course on sales or business development. The closest titles cover service culture and value proposition. NBAA's Certified Aviation Manager exam covers leadership, human resources, operations, maintenance and facilities, and business management, not sales.
- NATA (National Air Transportation Association). NATA's current training is built around its Safety 1st line service programmes, and its listed topics do not include customer service or sales. In 2016 NATA launched a customer service representative certification for FBO staff (secondary source: AIN). We could not confirm that it is still offered. NATA also runs an annual Aviation Business Conference, held on 18 November 2026 in Denver; its session list is not public.
- AEA (Aircraft Electronics Association). AEA's published training calendar is technical: avionics installation, testing, repair station rules and technician certification. We found no sales course.
- AIAA (American Institute of Aeronautics and Astronautics). AIAA sells "Business Development for Aerospace Professionals", a 12-hour live online course on Zoom. It covers customer needs, value propositions, positioning and sales funnel management. The October 2026 run cost $795 for members and $995 for non-members, with a certificate of completion. It is aimed at technical professionals moving into business development, so it suits OEM and supplier roles more than FBO or charter sales.
- IATA (International Air Transport Association). IATA's "Airline Sales Skills" is a three-day, 18-hour live virtual classroom. Prices for the November 2026 class run from $1,132 to $1,660 depending on the rate tier, with a certificate of completion for a score of 70% or more. IATA also lists air cargo sales courses. Both are aimed at airline and cargo sales, not business aviation.
Specialist aviation sales trainers
A few companies sell sales courses built only for aviation. We list those we could verify on their own websites. They are in alphabetical order, and inclusion is not an endorsement.
| Provider | Course | Format | Length | Who it is for | Published price | Credential |
|---|---|---|---|---|---|---|
| ABCI (Aviation Sales Training) | Aviation Industry Prospecting | Online course, 10 lessons | Not published | Aviation business owners and sales teams | Not published | Not stated |
| Aeroclass | Effective Sales Strategies in Aviation | Not stated on course page | 2 days | Sales, account and business development managers across aviation | Course price not shown; subscriptions from $95 a month or $990 a year | Not stated on course page |
| AvSales Talent | AvSales Academy tiers | Self-paced online, weekly live group calls, coaching | Self-paced to nine months | Newcomers and people moving into aviation sales | $197, $1,999 and $4,999 tiers | Certificate of completion; one tier with Texarkana College |
ABCI is an aviation marketing firm. Its course is taught by Paula Williams and describes itself as "90 days to a full sales pipeline". The company says it works with brokers, MROs, charter operators and FBOs. No price is shown.
Aeroclass is an online aviation training platform offering self-paced courses, live online classes and classroom training. Its two-day course covers market analysis, value propositions, pipeline management and negotiation. Courses are sold through subscription plans rather than one by one.
AvSales Talent sells three tiers: an "Accelerator" at $197, a "Foundations" certificate run with Texarkana College at $1,999, and a nine-month coaching programme at $4,999. It says it serves aspiring brokers, sales professionals and parts and MRO representatives. Its pages describe placement opportunities and student outcomes. Treat those as the provider's own claims.
University and college programmes
We found no university course in the US or UK titled "aviation sales". Sales appears inside broader programmes, and often only as a career outcome. Three examples where sales or marketing is part of the teaching:
- Texarkana College (Texas), Aviation Professional Sales Certificate. A continuing education certificate run with AvSales Talent. The college lists it at $1,999, with weekly classes and live simulations led by working aviation sales staff. Trade press describes it as six weeks, mostly self-paced (secondary source: ePlane AI, March 2026). The listing shows the March 2026 class as no longer available, and no new date was posted.
- Embry-Riddle Aeronautical University, BS in Aviation Business Administration. A 120-credit degree, in person at Daytona Beach and Prescott and online through its Worldwide campus. Students can major in aviation marketing (21 credits in Daytona Beach, 27 online). The programme page does not name a sales course.
- University of the West Indies, Cave Hill, Certificate in Aviation Management. An online programme with five courses, one of which is "Marketing and Sales for Airlines". It covers pricing, distribution and sales conversion. The full certificate costs $4,050 if finished in six months or $4,250 over 16 months, for the January 2027 intake.
Broker courses
If the role you want is aircraft sales or charter brokerage, broker courses are the closest fit. They are compared provider by provider in aircraft broker courses compared.
How employers train sales staff in-house
Much aviation sales training happens at work, after hiring. Published examples are few. These are the ones we could verify:
- Fuel supplier networks for FBOs. Avfuel launched an online customer service course for staff at its branded FBOs in 2017, using videos, course materials and quizzes (secondary source: AIN). The Air Elite FBO network brought a service culture training course in-house in 2021 (secondary source: AIN).
- Manufacturer internships and rotations. Embry-Riddle reported in October 2026 that a student's summer sales internship at Textron Aviation in Wichita was extended into a year-long rotational programme across parts, programmes, aftermarket service and aircraft sales. This is one reported case, not a published scheme.
- Dealer firms. IADA's broker certification requires a year of employment at an accredited dealer or OEM, so much of the learning happens inside those firms.
If you are already employed, ask whether your company or its fuel supplier has a programme before paying for one yourself. For where aviation sales jobs are advertised, see aircraft broker jobs.
Online or in person
Most of the options above are online, either self-paced or as live virtual classes. That suits people working shifts at an FBO or travelling for sales. In-person options are mostly classroom courses at association offices, degree campuses and conference sessions. Check whether a course is live or recorded, and what time zone live sessions run in.
How to weigh the options
- Match the course to the role. A course built for airline sales or aerospace business development will not teach FBO service or aircraft valuation.
- Ask for the syllabus and who teaches it. Look for instructors with recent sales experience in your sector.
- Check what the credential is. A certificate of completion shows you finished a course. It is not a licence or an industry certification.
- Be careful with income or placement claims. No course can promise a job, a deal or a level of pay.
For a longer checklist, see how to choose an aircraft broker course. This page is general information, not financial or career advice.
Free from IABI · IABI publishes this guide
Want to talk it through before you spend anything?
IABI runs a free webinar on how to become an aircraft broker, and offers a free one-to-one consultation. Both are a way to ask questions and judge the teaching for yourself before paying for any course.
For the jobs themselves, at manufacturers, dealers and brokerages, see how to get into aircraft sales.
Frequently asked questions
What is aviation sales training?
It is training in selling aviation products and services, such as aircraft, charter flights, FBO services, parts, maintenance and aviation technology. It is offered by associations, specialist trainers, colleges and broker course providers, and much of it also happens on the job after hiring.
Is there an industry-wide aviation sales certification?
We found none that covers all aviation sales roles. IADA certifies brokers who work at its accredited dealers. Other courses issue certificates of completion. None of these is a government licence.
Can I take aviation sales training online?
Yes. Most options we found are online, including AIAA's and IATA's live virtual classes, specialist trainers' self-paced courses and some university certificates. In-person options are mainly association classrooms, degree campuses and conferences.
How much does aviation sales training cost?
Published prices we found on 17 October 2026 ran from $197 for a short online course to $4,999 for nine months of coaching. Association courses were $795 to $1,660 at standard rates. University certificates were $1,999 to about $4,250. Some providers do not publish prices.
Will an aviation sales course get me a job?
No course can guarantee a job or an income. Training can teach industry knowledge and sales method. Hiring still depends on the employer, your experience and the market. See aircraft broker jobs for where roles are posted.
Sources
Every source below was checked on 17 October 2026.
- IADA, IADA U: https://iada.aero/iadau
- IADA, "IADA Certifies 41 Aircraft Brokers" (27 November 2023): https://iada.aero/press-release/166/iada-certifies-41-aircraft-brokers
- NBAA, Professional Development Program: https://nbaa.org/professional-development/pdp/
- NBAA, PDP course directory: https://nbaa.org/professional-development/pdp/directory/
- NBAA, CAM program overview: https://nbaa.org/professional-development/cam/program-overview/
- NATA, Safety 1st onSITE: https://nata.aero/safety-and-training/safety-1st-onsite/
- NATA, 2026 Aviation Business Conference: https://nata.aero/events/2026-aviation-business-conference/
- AEA, training: https://aea.net/training/
- AIAA, Business Development for Aerospace Professionals: https://aiaa.org/courses/business-development-for-aerospace-professionals/
- IATA, Airline Sales Skills: https://www.iata.org/en/training/courses/airline-sales-strategies-virtual/talm39/en/
- ABCI, Aviation Sales Training: https://aviationsalestraining.com/
- Aeroclass, Effective Sales Strategies in Aviation: https://www.aeroclass.org/app/courses/effective-sales-strategies-in-aviation/
- Aeroclass, plans: https://www.aeroclass.org/
- AvSales Academy: https://avsalesacademy.com/
- AvSales Talent academy: https://academy.avsalestalent.com/
- Texarkana College, Aviation Professional Sales Certificate Program: https://cbe.texarkanacollege.edu/register/aviation-professional-sales-certificate-program/
- Embry-Riddle, BS in Aviation Business Administration: https://erau.edu/degrees/bachelor/aviation-business-administration
- University of the West Indies, Cave Hill, Certificate in Aviation Management: https://www.cavehill.uwi.edu/schsbm/executive-education/certificate-in-aviation-management/
- Embry-Riddle, "O'Maley College of Business Launches Student's Aviation Career" (9 October 2026): https://erau.edu/about/news-and-stories/hub-spoke/stories/omaley-college-of-business-launches-students-aviation-career
- Secondary: ePlane AI, "New Sales Training Program Introduced for Business Aviation Professionals" (9 March 2026): https://www.eplaneai.com/news/new-sales-training-program-introduced-for-business-aviation-professionals
- Secondary: AIN, "NATA Debuts CSR Certification Program" (19 October 2016): https://www.ainonline.com/aviation-news/business-aviation/2016-10-19/nata-debuts-csr-certification-program
- Secondary: AIN, "Avfuel Launches Online Training Resource for FBO Staff" (7 February 2017): https://www.ainonline.com/aviation-news/business-aviation/2017-02-07/avfuel-launches-online-training-resource-fbo-staff
- Secondary: AIN, "Air Elite Brings Customer Service Training In House" (1 November 2021): https://ainonline.com/aviation-news/business-aviation/2021-11-01/air-elite-brings-customer-service-training-house