Expert: David A. NewMyer - 1/10/2005

Question

How can I become an aviation sales executive(selling airplanes)? I do not have a pilot licence buet do have a really good knowledge of airplanes. HELP ME!!!!!!!!!!!

Answer
Hi Ricardo:

Nice to hear from you.  I will try to assist.

Aircraft sales require you to have a good theoretical knowledge of sales in general, a good knowledge of the aviation industry and excellent work experience related to aviation....a basis from which to have a common experience with those to whom you will sell airplanes.  The questions that you need to ask yourself are:

1.  Do I have the education/theoretical background in aircraft sales/marketing, or a related background?  This field does not necessarily require a college degree, but, one would undoubtedly help.

2.  Do I have a good knowledge of the aviation industry?  If so, which parts?  Aircraft sales are made to airlines, general aviation companies (such as flight training companies, charter companies, fractional ownership companies, corporate flight departments, and speciality users such as off-shore oil companies, pipeline inspectiion companies, sightseeing companies and so on), government agencies-defense (military aircraft via the Defense Department, which is a very specialized form of aircraft sales), government agencies-civil (federal, state and local governments use aircraft for all sorts of non-military purposes including law enforcement, border patrol, fire fighting and customs).   

3.  The above relates closely to where you have worked in the past, that is, what part or parts of the aviation industry do you know most about and which ones will you feel comfortable selling aircraft to?   Where you have worked in aviation/where you have the most aviation experience will, in turn, help you decide which aircraft manufacturers or aircraft sales companies you might want to work with.  Like in anything, these companies have their respective specialities.  You need to figure out which specialty or specialties you fit in best with.  Remember, there are aircraft sales jobs for selling newly-manufactured aircraft with the Boeing Company, Raytheon, Cessna/Textron, etc, and also there are aircraft sales jobs selling used aircraft (the aftermarket, as it is sometimes called).  You will need to figure out where you best fit.  The less experienced aircraft sales representatives normally work for smaller aviation dealerships or aircraft sales companies until they can build up their experience.

I hope that this information is of assistance to you.

Best wishes,

David A. NewMyer, Ph.D., Professor and Chair
Aviation Management and Flight
Southern Illinois University Carbondale
http://www.aviation.siu.edu