Checking date: 04/06/2021


Course: 2021/2022

Marketing and sales management
(13479)
Study: Bachelor in Business Administration (204)


Coordinating teacher: ESTEBAN BRAVO, MERCEDES

Department assigned to the subject: Department of Business Administration

Type: Electives
ECTS Credits: 6.0 ECTS

Course:
Semester:




Objectives
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
Basic Bibliography
  • 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 *
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The course syllabus may change due academic events or other reasons.