Checking date: 08/03/2024

Course: 2024/2025

Marketing and sales management
Bachelor in Business Administration (Plan: 395 - Estudio: 204)

Coordinating teacher: LADO COUSTE, NORA RITA

Department assigned to the subject: Business Administration Department

Type: Electives
ECTS Credits: 6.0 ECTS


1.- Knowledge Concepts to fulfill the responsibility of sales management. Financial and accounting tools to manage the commercial strategy. Digital tools of commercial management. Basic fundamentals of presentations and business negotiation. Theories of team management and leadership techniques. 2. Specific skills: Understanding of an operating account and balance sheets and analyze a pricing and margin strategy. Ability to use digital tools to measure marketing mix as well as customer tracking (CRM), supply chain, etc. Negotiation skills with ethics and value. Leading and managing with motivation, initiative, support to the team 3. Skills: Problem solving and decision making. Interpersonal skills: Listen, argue, guide, lead and negotiate. 4. Attitudes Acquiring an ethical behavior in management Ability to defend their points of view. Adopt a positive attitude to solve unfavorable marketing situations.
Skills and learning outcomes
Description of contents: programme
Topic 1 - Today's client Topic 2- Contemporary Sale Topic 3 - CRM, Sales Technology and Sales Analysis Topic 4 - Prospecting clients and communicating the message Topic 5 - Negotiation and closing of the sale Topic 6 - Organization of the territory Topic 7 - Recruitment, selection and training Topic 8 - Motivation and animation of sellers Topic 9 - Remunerate and evaluate sales Topic 10 - International sales prospects. Sales ethics issues
Assessment System
  • % end-of-term-examination 40
  • % of continuous assessment (assigments, laboratory, practicals...) 60

Calendar of Continuous assessment

Extraordinary call: regulations
Basic Bibliography
  • Frank V. Cespedes. Sales Management That Works: How to Sell in a World that Never Stops Changing. Harvard Business Review Press. 2021
  • Brain Tracy. The Psychology of Selling : Increase Your Sales Faster and Easier Than You Ever Thought Possible. HarperCollins Leadership. 2022
  • Diana Woodburn, Kevin Wilson. Handbook of Strategic Account Management: A Comprehensive Resource. Wiley. 2015
  • Doug Devitre,. Screen to Screen Selling: How to Increase Sales, Productivity, and Customer Experience with the Latest Technology. McGraw Hill. 2015
  • Greg W. Marshall, Mark W. Johnston . Contemporary Selling, 5th Edition . Routledge. 2016
  • Jason Jordan, Michelle Vazzana. Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance. McGrawHill. 2011
Recursos electrónicosElectronic Resources *
Additional Bibliography
  • David Hoffeld. The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal. TarcherPerigee. 2020
(*) Access to some electronic resources may be restricted to members of the university community and require validation through Campus Global. If you try to connect from outside of the University you will need to set up a VPN

The course syllabus may change due academic events or other reasons.