Companies demand executives with a wide range of specializations and, for this reason, at TECH we offer programs tailored to your needs and interests"

Why Study at TECH?

TECH is the world's largest 100% online business school. It is an elite business school, with a model based on the highest academic standards. A world-class center for intensive managerial skills training.   

TECH is a university at the forefront of technology, and puts all its resources at the student's disposal to help them achieve entrepreneurial success"

At TECH Global University

Innovation

The university offers an online learning model that combines the latest educational technology with the most rigorous teaching methods. A unique method with the highest international recognition that will provide students with the keys to develop in a rapidly-evolving world, where innovation must be every entrepreneur’s focus.

"Microsoft Europe Success Story", for integrating the innovative, interactive multi-video system.  

The Highest Standards

Admissions criteria at TECH are not economic. Students don't need to make a large investment to study at this university. However, in order to obtain a qualification from TECH, the student's intelligence and ability will be tested to their limits. The institution's academic standards are exceptionally high...  

95% of TECH students successfully complete their studies.

Networking

Professionals from countries all over the world attend TECH, allowing students to establish a large network of contacts that may prove useful to them in the future.  

100,000+ executives trained each year, 200+ different nationalities.

Empowerment

Students will grow hand in hand with the best companies and highly regarded and influential professionals. TECH has developed strategic partnerships and a valuable network of contacts with major economic players in 7 continents.  

500+ collaborative agreements with leading companies.

Talent

This program is a unique initiative to allow students to showcase their talent in the business world. An opportunity that will allow them to voice their concerns and share their business vision. 

After completing this program, TECH helps students show the world their talent. 

Multicultural Context

While studying at TECH, students will enjoy a unique experience by studying in a multicultural context. In a program with a global vision, through which students can learn about the operating methods in different parts of the world, and gather the latest information that best adapts to their business idea. 

TECH's students represent more than 200 different nationalities.   

Learn with the best

In the classroom, TECH teaching staff discuss how they have achieved success in their companies, working in a real, lively, and dynamic context. Teachers who are fully committed to offering a quality specialization that will allow students to advance in their career and stand out in the business world. 

Teachers representing 20 different nationalities. 

TECH strives for excellence and, to this end, boasts a series of characteristics that make this university unique:   

Analysis

TECH explores the student’s critical side, their ability to question things, their problem-solving skills, as well as their interpersonal skills.  

Academic Excellence

TECH offers students the best online learning methodology. The university combines the Relearning method (a postgraduate learning methodology with the highest international rating) with the Case Study. A complex balance between tradition and state-of-the-art, within the context of the most demanding academic itinerary.  

TECH is the world’s largest online university. It currently boasts a portfolio of more than 10,000 university postgraduate programs. And in today's new economy, volume + technology = a ground-breaking price. This way, TECH ensures that studying is not as expensive for students as it would be at another university.  

At TECH, you will have access to the most rigorous and up-to-date case studies in the academic community”

The world of work requires professionals to have continuous, effective specialization adapted to current standards. At TECH we know that, to make this possible, online teaching is the only vehicle available to students so they can balance their education with their work. For this reason, we offer our students a 100% online study plan so they can choose when and where to take on the course load. All of this is condensed into a program that takes place over 12 months and is intended to be a unique and stimulating experience that lays the foundations for professional success in commercial and sales management.

A syllabus designed by working professionals who will teach you how to perform your profession with total success"

Syllabus

The MBA in Commercial and Sales Management at TECH Global University is an intensive program that prepares students to face business challenges and decisions, both nationally and internationally. Its content is designed to promote the development of managerial skills that enable more rigorous decision-making in uncertain environments.

Throughout the program, our students will learn first-hand the guidelines for logistics and economic management of a company, key aspects when it comes to directing the commercial area. They will also learn how to carry out in-depth market research to learn about the real behavior of the environment where the product will be marketed and, consequently, the most appropriate strategies for each case.

Likewise, general aspects of business management such as leadership, economic or digital management will also be studied. Future managers will learn a series of transversal competencies that will make them comprehensive professionals prepared for success.

This MBA is undoubtedly a unique opportunity for students because it allows them to develop a promising professional future with high salary prospects through an academic program that understands their needs and those of the market, and that meets them through a proven and effective methodology.

This program takes place over 12 months and is divided into 15 large modules: 

Module 1. Management and Leadership
Module 2. Logistics and Economic Management
Module 3. Commercial Management
Module 4. Market Research 
Module 5. Sales Campaign Planning
Module 6. Commercial and Sales Team Organization
Module 7. Selecting, Training, and Coaching the Sales Network
Module 8. Commercial Activity Process
Module 9. Customer Relationship Management
Module 10. Integrating Digital Channels into the Commercial Strategy
Module 11. Commerce and International Marketing
Module 12. Leadership, Ethics and Social Responsibility in Companies 
Module 13. People and Talent Management 
Module 14. Economic and Financial Management 
Module 15. Executive Management

Where, When and How is it Taught?

TECH Global University offers the possibility of developing this MBA in Commercial and Sales Management completely online. Throughout the 12 months of the educational program, the students will be able to access all the contents of this program at any time, allowing them to self-manage their study time. 

Module 1. Management and Leadership

1.1. General Management 

1.1.1. Integrating Functional Strategies into the Global Business Strategies
1.1.2. Management Policy and Processes
1.1.3. Society and Enterprise

1.2. Strategic Management

1.2.1. Establish the Strategic Position: Mission, Vision and Values
1.2.2. Developing New Businesses
1.2.3. Growing and Consolidating Companies

1.3. Competitive Strategy 

1.3.1. Market Analysis
1.3.2. Sustainable Competitive Advantage
1.3.3. Return on Investment

1.4. Corporate Strategy 

1.4.1. Driving Corporate Strategy
1.4.2. Pacing Corporate Strategy
1.4.3. Framing Corporate Strategy

1.5. Planning and Strategy 

1.5.1. The Relevance of Strategic Direction in the Management Control Process
1.5.2. Analysis of the Environment and the Organization
1.5.3. Lean Management

1.6. Talent Management

1.6.1. Managing Human Capital
1.6.2. Environment, Strategy, and Metrics
1.6.3. Innovation in People Management

1.7. Management and Leadership Development 

1.7.1. Leadership and Leadership Styles
1.7.2. Motivation
1.7.3. Emotional Intelligence
1.7.4. Skills and Abilities of the Leader 2.0
1.7.5. Efficient Meetings

1.8. Change Management

1.8.1. Performance Analysis
1.8.2. Leading Change. Resistance to Change
1.8.3. Managing Change Processes
1.8.4. Managing Multicultural Teams

Module 2. Logistics and Economic Management

2.1. Financial Diagnosis

2.1.1. Indicators for Analyzing Financial Statements
2.1.2. Profitability Analysis
2.1.3. Economic and Financial Profitability of a Company

2.2. Economic Analysis of Decisions 

2.2.1. Budget Control
2.2.2. Competitive Analysis. Comparative Analysis
2.2.3. Decision-Making. Business Investment or Divestment

2.3. Investment Valuation and Portfolio Management 

2.3.1. Profitability of Investment Projects and Value Creation
2.3.2. Models for Evaluating Investment Projects
2.3.3. Sensitivity Analysis, Scenario Development, and Decision Trees

2.4. Purchasing Logistics Management

2.4.1. Stocks Management
2.4.2. Warehouse Management
2.4.3. Purchasing and Procurement Management

2.5. Supply Chain Management

2.5.1. Costs and Efficiency of the Operations Chain 
2.5.2. Change in Demand Patterns
2.5.3. Change in Operations Strategy

2.6. Logistical Processes

2.6.1. Organization and Management by Processes
2.6.2. Procurement, Production, Distribution
2.6.3. Quality, Quality Costs, and Tools
2.6.4. After-Sales Service

2.7. Logistics and Customers

2.7.1. Demand Analysis and Forecasting
2.7.2. Sales Forecasting and Planning
2.7.3. Collaborative Planning, Forecasting and Replacement

2.8. International Logistics

2.8.1. Customs, Export and Import processes
2.8.2. Methods and Means of International Payment
2.8.3. International Logistics Platforms

Module 3. Commercial Management

3.1. Commercial Negotiation

3.1.1. Emotional Intelligence in Negotiation and Sales
3.1.2. Self-Motivation and Empathy
3.1.3. Developing Negotiation Abilities

3.2. Fundamentals of Commercial Management 

3.2.1. Internal and External Analysis. SWOT Analysis
3.2.2. Sector and Competitive Analysis
3.2.3. CANVAS Model

3.3. Decision-Making in Commercial Management

3.3.1. Commercial Strategy and Competitive Strategy
3.3.2. Decision Making Models
3.3.3. Analytical and Decision-Making Tools

3.4. Sales Network Management

3.4.1. Sales Campaign Planning
3.4.2. Networks Serving Commercial Activity
3.4.3. Salesperson Recruitment and Training Policies
3.4.4. Sales Management

3.5. Implementing the Commercial Function

3.5.1. Commercial Contract
3.5.2. Controlling Commercial Activity
3.5.3. The Commercial Agent's Code of Ethics

3.6. Financial and Budgetary Management 

3.6.1. Balanced Scorecard
3.6.2. Control of the Annual Sales Plan
3.6.3. Financial Impact of Strategic Decisions

Module 4. Market Research

4.1. New Competitive Environment

4.1.1. Technological Innovation and Economic Impact
4.1.2. Knowledge Society
4.1.3. The New Consumer Profile

4.2. Quantitative Research Methods and Techniques 

4.2.1. Variables and Measurement Scales
4.2.2. Information Sources
4.2.3. Sampling Techniques
4.2.4. The Treatment and Analysis of Data

4.3. Qualitative Research Methods and Techniques

4.3.1. Direct Techniques: Focus Group
4.3.2. Anthropological Techniques
4.3.3. Indirect Techniques
4.3.4. The Two Face Mirror and The Delphi Method

4.4. Online Market Research

4.4.1. Quantitative Research Tools in Online Markets
4.4.2. Dynamic Qualitative Customer Research Tools
4.4.3. Analyzing and Interpreting the Data Obtained

4.5. Market Segmentation 

4.5.1. Market Typologies
4.5.2. Concept and Analysis of the Demand
4.5.3. Segmentation and Criteria
4.5.4. Defining the Target Audience

4.6. Types of Buying Behavior

4.6.1. Complex Behavior
4.6.2. Dissonance Reducing Behavior
4.6.3. Variety Seeking Behavior
4.6.4. Habitual Purchasing Behavior

4.7. Information Systems in Commercial Management

4.7.1. Conceptual Approaches to Business Management Information Systems
4.7.2. Data Warehouse and Data Mining
4.7.3. Geographical Information Systems

4.8. Research Project Management

4.8.1. Information Analysis Tools
4.8.2. Developing an Expectation Management Plan
4.8.3. Assessing the Feasibility of Projects

4.9. Marketing Intelligence Applied to Commercial Management

4.9.1. Big Data
4.9.2. User Experience
4.9.3. Applying Techniques

4.10. Online Agencies, Media and Channels

4.10.1. Integral, Creative and Online Agencies
4.10.2. Traditional and New Media
4.10.3. Online Channels
4.10.4. Other Digital Players

Module 5. Sales Campaign Planning

5.1. Customer Portfolio Analysis

5.1.1. Customer Planning
5.1.2. Client Classification

5.2. Commercial Segmentation

5.2.1. Analysis of Distribution Channels, Sales Areas and Products
5.2.2. Preparing Commercial Areas
5.2.3. Implementing the Visiting Plan

5.3. Selecting Target Customers (CRM)

5.3.1. Designing an e-CRM
5.3.2. Implications and Limitations of LOPD
5.3.3. Orientation towards the Consumer
5.3.4. 1 to 1 Planning

5.4. Key Account Management

5.4.1. Identifying Key Accounts
5.4.2. Benefits and Risks for Key Account Managers
5.4.3. Sales and Key Account Management
5.4.4. KAM Strategic Action Phases

5.5. Sales Projections

5.5.1. Business Forecast and Sales Forecast
5.5.2. Sales Forecasting Methods
5.5.3. Practical Applications of Sales Forecasting

5.6. Setting Sales Objectives

5.6.1. Coherence of Corporate, Commercial and Sales Objectives
5.6.2. Programming Objectives and Detailed Budgets
5.6.3. Distributing Objectives by Business Activity Units
5.6.4. Sales and Participation Objectives

5.7. Sales Quota and Setting the Sales Quota

5.7.1. Activity Quotas
5.7.2. Volume and Profitability Quotas
5.7.3. Participation Quotas
5.7.4. Economic and Financial Quotas
5.7.5. Seasonality and Quotas

5.8. Contingency Plan

5.8.1. Information Systems and Sales Control
5.8.2. Control Panels
5.8.3. Corrective Measures and Contingency Plans

Module 6. Commercial and Sales Team Organization

6.1. Commercial Organization

6.1.1. Introduction to Commercial Organization
6.1.2. Typical Commercial Structures
6.1.3. Delegations Organization
6.1.4. Developing Commercial Organizational Models

6.2. Sales Network Organization.

6.2.1. Department Organization Chart
6.2.2. Designing Sales Networks
6.2.3. Multichannel Reality

6.3. Internal Market Analysis 

6.3.1. Service Chain Definition 
6.3.2. Quality of Service Analysis 
6.3.3. Product Benchmarking
6.3.4. Key Business Success Factors

6.4. Sales Strategy

6.4.1. Sales Methods
6.4.2. Acquisition Strategies
6.4.3. Service Strategies

6.5. Go-To-Market Strategy

6.5.1. Channel Management
6.5.2. Competitive Advantage
6.5.3. Sales Force

6.6. Controlling Commercial Activity

6.6.1. Main Ratios and Control Methods
6.6.2. Supervision Tools
6.6.3. Balanced Scorecard Methodology

6.7. After-Sales Service Organization  

6.7.1. After-Sales Actions
6.7.2. Relationships with the Customer
6.7.3. Self-Analysis and Improvement

6.8. Commercial Audit

6.8.1. Possible Lines of Intervention
6.8.2. Express Commercial Auditing
6.8.3. Strategic Team Assessment 
6.8.4. Marketing Policy Assessment

Module 7. Selecting, Training, and Coaching the Sales Network

7.1. Managing Human Capital

7.1.1. Intellectual Capital. The Intangible Asset of Knowledge
7.1.2. Talent Acquisition
7.1.3. Preventing the Loss of Human Resources

7.2. Selecting Sales Teams

7.2.1. Recruitment Actions
7.2.2. Salesperson Profiles
7.2.3. Interview
7.2.4. Welcome Plan

7.3. Training High-Level Salespeople

7.3.1. Training Plan
7.3.2. Salesperson Characteristics and Duties
7.3.3. Training and Managing High-Performing Teams

7.4. Training Management

7.4.1. Learning Theories
7.4.2. Talent Detection and Retention
7.4.3. Gamification and Talent Management
7.4.4. Training and Professional Obsolescence

7.5. Personal Coaching and Emotional Intelligence

7.5.1. Emotional Intelligence Applied to Sales Techniques
7.5.2. Assertiveness, Empathy, and Active Listening
7.5.3. Self-Esteem and Emotional Language
7.5.4. Multiple Intelligences

7.6. Motivation 

7.6.1. The Nature of Motivation
7.6.2. Expectations Theory
7.6.3. Needs Theory
7.6.4. Motivation and Financial Compensation

7.7. Compensation of Sales Networks 

7.7.1. Compensation Systems
7.7.2. Incentive and Compensation Systems
7.7.3. Distribution of Salary Concepts

7.8. Compensation and Non-Economic Benefits

7.8.1. Quality of Life in the Workplace Programs
7.8.2. Expansion and Enrichment of the Job
7.8.3. Flexible Schedules and Job Sharing

Module 8. Commercial Activity Process

8.1. Development of the Sales Process

8.1.1. Methodology in the Sales Process
8.1.2. Attracting Attention and Argumentation
8.1.3. Objections and Demonstration

8.2. Preparing the Commercial Visit

8.2.1. Studying the Customers File
8.2.2. Setting Customer Sales Targets
8.2.3. Preparing the Interview

8.3. Conducting the Commercial Visit

8.3.1. Customer Presentation
8.3.2. Determining Needs
8.3.3. Argumentation

8.4. Psychology and Sales Techniques

8.4.1. Notions of Psychology Applied to Sales
8.4.2. Techniques to Improve Verbal and Non-Verbal Communication
8.4.3. Factors that Influence Consumer Behavior

8.5. Negotiation and Closing the Sale

8.5.1. Negotiation Phases
8.5.2. Negotiation Tactics
8.5.3. Closing and Customer Commitment
8.5.4. Commercial Visit Analysis

8.6. The Loyalty Process

8.6.1. In-depth Knowledge of the Client
8.6.2. The Commercial Process to be Carried Out with the Customer
8.6.3. The Value that the Customer Has for the Company

Module 9. Customer Relationship Management

9.1. Knowing the Market and the Consumer

9.1.1. Open Innovation
9.1.2. Competitive Intelligence
9.1.3. Sharing Economy 

9.2. CRM and Relational Marketing

9.2.1. Business Philosophy or Strategic Orientation
9.2.2. Customer Identification and Differentiation
9.2.3. The Company and its Stakeholders
9.2.4. Clienting

9.3. Database Marketing and Customer Relationship Management

9.3.1. Database Marketing Applications
9.3.2. Information Sources, Storage, and Processing

9.4. Consumer Psychology and Behavior

9.4.1. The Study of Consumer Behavior
9.4.2. Internal and External Consumer Factors
9.4.3. Consumer Decision Process
9.4.4. Consumerism, Society, Marketing, and Ethics

9.5. Areas of CRM Management

9.5.1. Customer Service
9.5.2. Managing the Sales Force
9.5.3. Customer Service

9.6. Consumer Centric Marketing

9.6.1. Segmentation
9.6.2. Profitability Analysis
9.6.3. Customer Loyalty Strategies

9.7. CRM Management Techniques

9.7.1. Direct Marketing
9.7.2. Multichannel Integration
9.7.3. Viral Marketing

9.8. Advantages and Risks of Implementing CRM

9.8.1. CRM, Sales and Costs
9.8.2. Customer Satisfaction and Loyalty
9.8.3. Technology Implementation
9.8.4. Strategic and Management Errors

Module 10. Integrating Digital Channels into the Commercial Strategy

10.1. Digital e-Commerce Management

10.1.1. New e-Commerce Business Models 
10.1.2. Planning and Developing an e-Commerce Strategic Plan
10.1.3. Technological Structure in e-Commerce

10.2. Implementing Trade Techniques

10.2.1. Social Media and Integration in the E-Commerce Plan
10.2.2. Multichannel Strategy
10.2.3. Personalizing Dashboards

10.3. Digital Pricing

10.3.1. Online Payment Methods and Payment Gateways
10.3.2. Electronic Promotions
10.3.3. Digital Price Timing
10.3.4.  e-Auctions

10.4. From e-Commerce to m-Commerce and s-Commerce

10.4.1. e-Marketplace Business Models
10.4.2. s-Commerce and Brand Experience
10.4.3. Purchase via Mobile Devices

10.5. Customer Intelligence: from e-CRM to s-CRM

10.5.1. Integrating the Consumer in the Value Chain
10.5.2. Online Research and Loyalty Techniques
10.5.3. Planning a Customer Relationship Management Strategy

10.6. Virtual Community Management

10.6.1. Changes in Communication Paradigms
10.6.2. Business Intelligence and Consumers 2.0
10.6.3. Managing Networks and Communities
10.6.4. Social Media Content Management
10.6.5. Monitoring, Analytics, and Results in Social Media

10.7. Social Media Plan

10.7.1. Designing a Social Media Plan
10.7.2. Defining the Strategy to Be Followed in Each Medium
10.7.3. Contingency Protocol in Case of Crisis

10.8. Web Analytics and Social Media Intelligence

10.8.1. Setting Objectives and KPIs 
10.8.2. Digital Marketing ROI
10.8.3. Viewing and Interpreting Dashboards

Module 11. Commerce and International Marketing

11.1. International Market Research

11.1.1. Emerging Markets Marketing
11.1.2. PEST Analysis
11.1.3. What, How and Where to Export
11.1.4. International Marketing-Mix Strategies

11.2. International Segmentation

11.2.1. Criteria for Market Segmentation at the International Level
11.2.2. Market Niches
11.2.3. International Segmentation Strategies

11.3. International Positioning

11.3.1. Branding in International Markets
11.3.2. Positioning Strategies in International Markets 
11.3.3. Global, Regional and Local Brands

11.4. Product Strategies in International Markets

11.4.1. Product Modification, Adaptation and Diversification
11.4.2. Global Standardized Products
11.4.3. The Product Portfolio

11.5. Prices and Exports

11.5.1. Export Prices Calculation
11.5.2. Incoterms
11.5.3. International Price Strategy

11.6. Quality in International Commerce 

11.6.1. Quality and International Commerce
11.6.2. Standards and Certifications
11.6.3. CE Marking

11.7. International Promotion

11.7.1. The International Promotion MIX
11.7.2. Advertising
11.7.3. International Fairs
11.7.4. Country Branding

11.8. Distribution through International Channels

11.8.1. Channel and Trade Marketing
11.8.2. Export Consortiums
11.8.3. Types of Exports and Foreign Trade

Module 12. Leadership, Ethics and Social Responsibility in Companies 

12.1. Globalization and Governance 

12.1.1. Governance and Corporate Governance
12.1.2. The Fundamentals of Corporate Governance in Companies   
12.1.3. The Role of the Board of Directors in  the Corporate Governance Framework 

12.2. Leadership  

12.2.1. Leadership. A Conceptual Approach
12.2.2. Leadership in Companies
12.2.3. The Importance of Leaders in Business Management 

12.3. Cross Cultural Management

12.3.1. Cross Cultural Management Concept    
12.3.2. Contributions to Knowledge of National Cultures  
12.3.3. Diversity Management 

12.4. Business Ethics 

12.4.1. Ethics and Morality   
12.4.2. Business Ethics   
12.4.3. Leadership and Ethics in Companies 

12.5. Sustainability  

12.5.1. Sustainability and Sustainable Development
12.5.2. The 2030 Agenda   
12.5.3. Sustainable Companies 

12.6. Corporate Social Responsibility 

12.6.1. International Dimensions of Corporate Social Responsibility 
12.6.2. Implementing Corporate Social Responsibility 
12.6.3. The Impact and Measurement of Corporate Social Responsibility  

12.7. Responsible Management Systems and Tools 

12.7.1. CSR: Corporate Social Responsibility
12.7.2. Essential Aspects for Implementing a Responsible Management Strategy  
12.7.3. Steps for the Implementation of a Corporate Social Responsibility Management System
12.7.4. CSR Tools and Standards 

12.8. Multinationals and Human Rights 

12.8.1. Globalization, Multinational Companies and Human Rights 
12.8.2. Multinational Corporations and International Law  
12.8.3. Legal Instruments for Multinationals in the Area of Human Rights  

12.9. Legal Environment and Corporate Governance 

12.9.1. International Rules on Importation and Exportation   
12.9.2. Intellectual and Industrial Property
12.9.3. International Labor Law 

Module 13. People and Talent Management

13.1. Strategic People Management 

13.1.1. Strategic Human Resources Management
13.1.2. Strategic People Management 

13.2. Human Resources Management by Competencies 

13.2.1. Analysis of the Potential   
13.2.2. Remuneration Policy   
13.2.3. Career/Succession Planning 

13.3. Performance Evaluation and Performance Management 

13.3.1. Performance Management  
13.3.2. Performance Management: Objectives and Process 

13.4. Innovation in Talent and People Management 

13.4.1. Strategic Talent Management Models
13.4.2. Talent Identification, Training and Development
13.4.3. Loyalty and Retention    
13.4.4. Proactivity and Innovation 

13.5. Motivation 

13.5.1. The Nature of Motivation  
13.5.2. Expectations Theory 
13.5.3. Needs Theory 
13.5.4. Motivation and Financial Compensation 

13.6. Developing High Performance Teams 

13.6.1. High-Performance Teams: Self-Managed Teams 
13.6.2. Methodologies for the Management of High Performance Self-Managed Teams 

13.7. Negotiation and Conflict Management 

13.7.1. Negotiation    
13.7.2. Conflict Management    
13.7.3. Crisis Management 

13.8. Executive Communication 

13.8.1. Internal and External Communication in the Corporate Environment    
13.8.2. Communication Departments  
13.8.3. The Person in Charge of Communication of the Company The Profile of the Dircom 

13.9. Productivity, Attraction, Retention and Activation of Talent 

13.9.1. Productivity    
13.9.2. Talent Attraction and Retention Levers 

Module 14. Economic and Financial Management

14.1. Economic Environment  

14.1.1. Macroeconomic Environment and the National Financial System   
14.1.2. Financial Institutions  
14.1.3. Financial Markets   
14.1.4. Financial Assets   
14.1.5. Other Financial Sector Entities  

14.2. Executive Accounting 

14.2.1. Basic Concepts    
14.2.2. The Company's Assets    
14.2.3. The Company's Liabilities    
14.2.4. The Company's Net Worth  
14.2.5. The Income Statement  

14.3. Information Systems and Business Intelligence 

14.3.1. Fundamentals and Classification
14.3.2. Cost Allocation Phases and Methods
14.3.3. Choice of Cost Center and Impact

14.4. Budget and Management Control

14.4.1. The Budget Model  
14.4.2. The Capital Budget 
14.4.3. The Operating Budget  
14.4.5. Treasury Budget  
14.4.6. Budget Monitoring  

14.5. Financial Management 

14.5.1. The Company's Financial Decisions 
14.5.2. Financial Department  
14.5.3. Cash Surpluses   
14.5.4. Risks Associated with Financial Management 
14.5.5. Financial Administration Risk Management 

14.6. Financial Planning 

14.6.1. Definition of Financial Planning
14.6.2. Actions to be Taken in Financial Planning   
14.6.3. Creation and Establishment of the Business Strategy    
14.6.4. The Cash Flow Table   
14.6.5. The Working Capital Table  

14.7. Corporate Financial Strategy

14.7.1. Corporate Strategy and Sources of Financing  
14.7.2. Financial Products for Corporate Financing 

14.8. Strategic Financing 

14.8.1. Self-financing    
14.8.2. Increase in Equity  
14.8.3. Hybrid Resources    
14.8.4. Financing Through Intermediaries 

14.9. Financial Analysis and Planning

14.9.1. Analysis of the Balance Sheet 
14.9.2. Analysis of the Income Statement
14.9.3. Profitability Analysis

14.10. Analyzing and Solving Cases/Problems 

14.10.1. Financial Information on Industria de Diseño y Textil, S.A. (INDITEX)

Module 15. Executive Management 

15.1. Manager Functions: Organizational Culture and Approaches 

15.1.1. Manager Functions: Organizational Culture and Approaches 

15.2. Operations Management  

15.2.1. The Importance of Management 
15.2.2. Value Chain   
15.2.3. Quality Management  

15.3. Public Speaking and Spokesperson Education

15.3.1. Interpersonal Communication  
15.3.2. Communication Skills and Influence
15.3.3. Communication Barriers 

15.4. Personal and Organizational  Communications Tools

15.4.1. Interpersonal Communication 
15.4.2. Interpersonal Communication Tools
15.4.3. Communication in the Organization
15.4.4. Tools in the Organization

15.5. Communication in Crisis Situations

15.5.1. Crisis   
15.5.2. Phases of the Crisis   
15.5.3. Messages: Contents and Moments

15.6. Preparation of a Crisis Plan

15.6.1. Analysis of Possible Problems
15.6.2. Planning   
15.6.3. Adequacy of Personnel 

15.7. Emotional Intelligence 

15.7.1. Emotional Intelligence and Communication
15.7.2. Assertiveness, Empathy, and Active Listening
15.7.3. Self-Esteem and Emotional Communication

15.8. Personal Branding

15.8.1. Strategies for Personal Brand Development
15.8.2. Personal Branding Laws  
15.8.3. Tools for Creating Personal Brands   

15.9. Leadership and Team Management 

15.9.1. Leadership and Leadership Styles  
15.9.2. Leader Capabilities and Challenges 
15.9.3. Managing Change Processes  
15.9.4. Managing Multicultural Teams

The teaching materials of this program, elaborated by these specialists, have contents that are completely applicable to your professional experiences"