Not required.

Skills to be acquired General skills *CG1: Solid theoretical knowledge of Marketing and Market Research. *CG11: Ability to negotiate. Specific skills: *CE9: Analysis, evaluation and decision-making regarding distribution channels and sales force. Integrated distribution channels and supply management, conflicts management, efficiency, and activities of distribution and logistics, sales techniques, negotiation, management, account management, customer management and CRM, as well as new technologies for managing customer data ). Learning Objectives: ¿ Understand the interactions between organizations in a channel and its implications for effective delivery of value to the end consumer. ¿ An in-depth look at marketing issues involving retailing.

PART I: Channel Management. Channel Design Supply Side Channel Analysis Negotiating Channel Power and Conflict. Logistics. Vertical Integration. PART II: Retail merchandising.

Classes may involve lectures, small group exercises, case analyses and discussions. The lectures will serve to establish the conceptual foundations. Practical classes are designed so that students can develop skills and abilities required properly established. Student contributions are an important part of the course. Students are expected to read assigned materials for each class; attend class, participate and contribute to discussions.