Subject name |
Sales Management |
Study |
Master in Business Administration |
ECTS |
3 |
Four-month Period |
First module |
Type of subject | Compulsory |
It is difficult to imagine a successful company without, at least, a correct selling function. This subject is about understanding and managing the selling function in different markets and products. Particularly, it is also about the integration of the sales activities within the marketing framework and the relationship with other company areas. The understanding of the relationship aspect and some new and innovative perspectives such as the networks diffusion point of view or value creation should be some of the key insights gathered in this course. Also, the emergence of new sales models and the technology impact must be reviewed. However, not only is the macro perspective studied but also more tactical and practical skills. Therefore, developing proposals, selecting and deploying sales forces are some of the issues considered. Finally, sales force recruitment, training, motivation, compensation and evaluation ends our journey from the top to the bottom.
General Competences
Specífic Competences
Transversal Competences
Unit 1. Sales function and macro perspective
Introduction
Selling and sales management
Types of selling functions
Sales and marketing relationship
A network vision of sales
Bibliographical References
Master class
Unit 2. Selling at different Markets. Goods and Services
Introduction
B2B markets: organizational buying behaviour
B2C markets: consumers buying behaviour
B2B2C markets: reshaping the sales function
Selling goods, services and mixed products
Bibliographical References
Master class
Unit 3. Customer value proposition
Introduction
What is customer value?
Customer value assessment in different markets
Relationship marketing
Direct marketing
Loyalty and aftersales managemen
Bibliographical References
Master classt
Unit 4. Sales proposals
Introduction
Use and purpose. The company’s window
Company global image
Sales proposals contents in different markets and products
Bibliographical References
Master class
Unit 5. Sales planning, channel design and control
Introduction
Sales strategy
Sales channels
New sales models and multichannel management
Sales deployment
Budgeting
Pipeline
Bibliographical References
Master class
Unit 6.
Sales force management
Introduction
Personal selling skills
Key account manager and category management
Recruitment and selection
Motivation and training
Organisation and compensation
Sales and sales force evaluation
Pipeline
Bibliographical References
Master class
The different tasks and activities programmed during the semester have been developed with the goal of adapting the learning process to the different capabilities, necessities and interests of the students.
The activities included in the subject are:
In the weekly program you can find the specific tasks you need to complete in this subject.
These activities are combined with the following aspects:
The hours dedicated to each activity are detailed as follows:
Assignments |
Hours |
Assistance to virtual classes | 4,5 |
Basic material study | 9,0 |
Additional resources readings | 9,0 |
Task and practice cases | 18,0 |
Self-evaluation test | 18,0 |
Individual and group tutoring | 18,0 |
Collaborative work, forums, debates, etc. | 13,5 |
Master's Dissertation work development | - |
Final evaluation | - |
Total |
90 |
Basic bibliography
The necessary texts for the study of this subject have been elaborated by UNIR and are available in a digital format to consult, download or print inthe virtual classroom.
The evaluation system is based on the following numerical chart:
0 - 4.9 |
Suspenso (D) |
(SS) |
5.0 - 6.9 |
Aprobado (C) |
(AP) |
7.0 - 8.9 |
Notable (B) |
(NT) |
9.0 - 10 |
Sobresaliente (A) |
(SB) |
The grade is made up of two components:
On-site final exam (60%). At the end of the semester, you need to assist a mandatory on-site final exam. You need to pass the final exam so the grade obtained from the assignments (continuous assessment) is summed up to the final grade of the subject.
Continuous assessment (40%): this type of assessment will be measured through the different assignments you need to complete during the course:
Remember that you can check the points (value) of each assignment in the weekly program.
Assessment method |
Min. Score |
Max. Score |
Participation in forums, classes, etc. |
0% |
10% |
Task, practice cases and activities |
0% |
20% |
Additional readings |
0% |
10% |
On-site final exam |
0% |
60% |
Gerardo Mochales
Education
PhD, Universidad Complutense; PDD, Harvard University; MBA, Kellogg School of Management; Bachelor Degree in Economics and Business Administration, ICADE.
Professional Experience
Currently working in ESIC as Vicepresident for International Development and also as a professor in several programs in English and Spanish. Former Marketing, Communication, and Institutional Relations Director at Acciona,
and Marketing Director at Coca Cola.
Lines of Research
Business, marketing, international negotiation.
Studying online means you can organize your study as you wish, as long as you meet the due dates of the different assignments (activities, tasks and tests). In order to help you, we propose the following steps:
Remember that in the virtual classroom of the master you can check how the different tools of the virtual classroom work: email, forum, online classes, sending the tasks, etc.
Please, take into account the following tips…
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