Sales Management

Universitat Internacional de Catalunya

Credits: 6

Code: 14936

Course: 3

Term: Second semester

Type: op

Module:

Matter:

Main language of instruction: Spanish

Other languages of instruction: Catalan, English

Teaching staff

Head instructor:
Ms. ESTANY GALOFRE, Miquel - mestany@uic.es

Office hours:

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

Delve into the role of the commercial director.
Understand the various sales channels.
Comprehend the different levers to activate in each of the distinct channels; Price, promotion, distribution, execution... to maximize sales.
Communication and negotiation.
Be able to construct a sales plan.
How to build and lead a sales team.
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.

Chapter Introduction to sales managment

Chapter The areas of the company / Commercial Management / Functions of the commercial director / Structures of the commercial department / Models of commercial structures / Figures of the sales department

Chapter The role of the commercial department from a GM's point of view. Guest: Mr. Israel Muñoz, General Manager of Flax&Kale

Chapter The sales department / The sales force / Recruiting the sales force / Training the sales force / Motivating the sales force / Compensating the sales force / Controlling the sales department / Leadership styles / Structuring the sales force: Territorial division / Planning the sales force / Adjusting the sales network / Indirect workers

Chapter See session 4

Chapter Case Study

Chapter The role of the commercial department from a GM's point of view. Guest: Mr. Tomás Font, General Manager of Wolters Kluwer

Chapter Sales Channels Food: Modern Channel / Main KPI's/P&L / Traditional Channel / Horeca / Digital / Others

Chapter See session 8

Chapter Case Study

Chapter Key skills, critical experiences, skills,...to grow in the sales department. Guest: Sr. Alberto Castelló, Sales Manager at Bimbo

Chapter Customer management / ABC customer classification / The value of a customer / Customer loyalty

Chapter Role of the DX department. Guest: Ms. Sofía Matas, DX Pepsico

Chapter 1. Profitability of the commercial department. 2. Sales forecast. 3. Control of the sales department.

Chapter Negotiation

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%)

Print version