Universitat Internacional de Catalunya
Sales Management
Other languages of instruction: Catalan, English
Teaching staff
Prof. Miquel Estany (mestany@uic.es)
Contact via Moodle of the subject
Introduction
This subject is aimed at students with the ambition to develop their professional career in Sales.
In the Commercial Management course, knowledge is provided on key aspects and tools in management that enable the commercial function to guide its networks and sales channels in such a way that the company achieves sales in the most suitable manner, aiming for the best possible evolution of its business.
Within modern organizations focused on results, Commercial Management takes on significant importance as a true engine for companies to survive, grow, and evolve positively in an increasingly competitive environment.
Objectives
Main Objectives
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Delve into the role of the commercial director.
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Understand the various sales channels.
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Comprehend the different levers to activate in each of the distinct channels; Price, promotion, distribution, execution... to maximize sales.
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Communication and negotiation.
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Be able to construct a sales plan.
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How to build and lead a sales team.
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Ethics and social responsibility: Address ethical issues related to commercial management and corporate social responsibility.
Syllabus
Participative classes, with presentations by managers from different companies, case studies and development and presentation of teamwork.
Teaching and learning activities
In person
Course Description
The course has a practical focus, aiming to facilitate the adoption of concepts and techniques learned in daily work.
Therefore;
(i) Participatory classes
(ii) Executives from different companies
(iii) Case Studies
(iv) Development and presentation of team work
Evaluation systems and criteria
In person
1. Class participation (75%)
2. Teamwork (groups of 2/3 people) (25%)