Universitat Internacional de Catalunya
Sales Management
Other languages of instruction: English, Spanish,
Teaching staff
Prof. David Voltes (dvoltes@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
To understand the evolution of the competitive environment and its impact on the company’s commercial function.
To analyse the strategic role of commercial management within the organisation.
To identify different models of commercial organisation and their alignment with business strategy.
To understand and apply the concept of the marketing mix from an integrated and coherent perspective.
To understand selling as a customer-oriented process focused on building long-term relationships.
To develop critical thinking skills and active participation in commercial and marketing contexts.
Syllabus
Participative classes, with presentations by managers from different companies, case studies and development and presentation of teamwork.
Chapter 1 The Changing Market Environment
Chapter 2 Evolution of Marketing and Selling
Chapter 3 Selling as a Business Process
Chapter 4 Types of Selling and Customers
Chapter 5 Commercial Planning and Strategy
Chapter 6 Business Strategy and Execution
Chapter 7 Commercial Organisation and Corporate Culture
Chapter 8 Diagnosis of Commercial Organisations
Chapter 9 The Marketing Mix Concept
Chapter 10 Product and Pricing Strategies
Chapter 11 Distribution and Commercialisation Strategies
Chapter 12 Communication and Sales Promotion
Chapter 13 Marketing Mix and Positioning
Chapter 14 From Planning to Action
Chapter 15 Integration and Review
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 (20%)
2. Group work (30%)
3. Final exam (50%)