Checking date: 29/09/2023 12:47:31


Course: 2024/2025

Marketing and Sales Management
(19706)
International Business Program (Plan: 499 - Estudio: 84)


Coordinating teacher:

Department assigned to the subject:

Type: Compulsory
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.
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


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