Upon course completion students will be able to:
1. Explain the history to include major events, persons, and organizations which impacted the growth of general aviation from 1903 to the present.
2. Define general aviation and list the primary use categories as defined by the FAA. 3.Describe the size and scope of general aviation airports in the United States.
4. Discuss the five economic factors which cause corporations to use their own transportation.
5. Discuss the changes taking place in general aviation and the role played by the Fixed Based Operator (FBO).
6. Explain the management functions involved in operating a successful FBO.
7. Demonstrate an understanding of financial statements and how to analyze these statements. Using managerial accounting techniques describe budgeting and control tools used in FBO management.
8. Define marketing and discuss the role which marketing management plays in the operation of a successful FBO. Define prospecting and describe the sources of prospects and the process involved in qualifying a prospect.
9. Define the use of a travel analysis in the selling of an aircraft, and list the principal expenses found in a fixed and variable cost of use schedule. Determine principal and interest payments for a given aircraft loan using the appropriate amortization schedule. Explain break-even and present value analysis as a sales tool.
10. Describe the purpose of the value analysis portion of a sales presentation for a corporate aircraft. Explain the alternative methods available to a firm to acquire the use of a business aircraft.
11. Name and explain the four components in the promotion mix as they might be used by an aircraft supply company marketing to FBOs.
12. Define sales management and explain the eight areas of sales management responsibility.