Higher Program in Commercial Management
Spain Online, Spain
DURATION
LANGUAGES
Spanish
PACE
Part time
APPLICATION DEADLINE
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EARLIEST START DATE
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TUITION FEES
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STUDY FORMAT
Blended
Introduction
Where is the training delivered?
At our headquarters in Madrid and Barcelona, in blended or blended mode.
Modality
The blended modality combines the advantages of personal contact with a teacher and the flexibility of an online course:
• Face-to-face classes and personalized tutorials: they promote the reinforcement of the knowledge acquired through the presentation of practical cases and analysis of the theory. The personalized tutorials offer the possibility of solving doubts and dealing with specific examples that are of particular interest to the student.
• Online resources.
The online methodology allows great flexibility when updating and expanding the information. The student will have access to the necessary information that is always up-to-date, as well as content not included in the program but which may be of interest to him.
• The material.
The course contents, presented in an entertaining way, are subjected to a systematic review so that the syllabus always has up-to-date information. In this way, a practical and focused approach can be offered in a genuine business context.
Ideal Students
To all those professionals, entrepreneurs and businessmen who need to deepen their knowledge in commercial management and acquire a global and systematic vision of the operation of the commercial area.
Admissions
Curriculum
Temary
Module 1. Commercial management and supervision of the sales network
1. Introduction to business planning and variable analysis
2. Marketing Mix
3. Product and conditions of sale
4. Commercial distribution and distribution channel
5. Commercial Organization
6. Sales Forecast
7. Management of strategic clients
Module 2. Management of commercial teams
1. The new challenges of the Commercial Management
2. Selection of the sales network
3. Salesperson training
4. Supervision and evaluation of the sales network
5. Remuneration of the sales network
6. CRM in the management of commercial teams
Module 3. Consultative Selling
1. Psychology of selling
2. Persuasive communication
3. Introduction and Evolution of Sales Methods
4. Retail sale or B2C
5. External B2B sale
6. Negotiation
7. The e-comerce
Module 4. Organization and planning of the seller's work
1. Areas and routes of sale
2. Time management and meeting management
3. Analysis and decision making
4. Administrative processes (Written communication with the client)
5. Information technology in business management
6. Discounts, late payment and payment terms
Program Outcome
The Higher Program seeks to provide and consolidate in the student the knowledge and skills related to business management from a general and comprehensive vision. Its orientation allows us to focus on current cases in our country and its particularities.
Title
Participants who successfully complete the course will obtain a double Master's degree from EAE Business School and from the University of Barcelona-IL3 / Rey Juan Carlos University.
Career Opportunities
All interested students will be able to include their curriculum in the course's job bank through the virtual Campus.