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Abstract

This paper explores the professional development needs of revenue management leaders. Considering the evolution of the function and the responsibilities of a revenue manager and the apparent lack of highly developed senior managers in the field of revenue management. The exploratory research determines the skills that revenue management leaders should ideally possess, identifies the areas where further professional development is needed, and examineshow related professional development should be conducted. The growingneed for the development of related soft skills, in particular communication skills,is clearly identified as well as the value of serious game as a soft skill development tool.

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