Companies demand highly qualified professionals to manage the different departments. On this occasion, we offer you a very complete specialization in Commercial Sales Management so that you can achieve professional success"

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 centre 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. 

Show the world your talent after completing this program. 

Multicultural Context

While studying at TECH, students will enjoy a unique experience. Study 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 students represent more than 200 different nationalities. 

Learn with the best

In the classroom, TECH’s 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.  

Economy of Scale

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 Advanced master’s degree MBA in Commercial Sales Management is a program designed to suit the needs of the professional, taught in a 100% online format so that you can choose the time and place that best suits your availability, schedule and interests. A program that takes place over 24 months and is intended to be a unique and stimulating experience that lays the foundation for your success as a manager and entrepreneur.

A very well-structured academic program that will allow you to self-manage your study time and to engage in contextual learning"

Syllabus

The Advanced master’s degree MBA in Commercial Sales Management of TECH Global University is an intensive program that prepares the professional to face challenges and business 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 3,000 hours of study, students will analyze a multitude of practical cases through individual work, achieving contextual learning that will be of great use in their daily practice. It is, therefore, an authentic immersion in real business situations. 

This Advanced master’s degree MBA in Commercial Sales Management deals in depth with the main areas of the company, and is designed for managers to understand digital marketing management from a strategic, international and innovative perspective. 

A plan designed for the professional, focused on their professional improvement and that prepares them to achieve excellence in the field of direction and business management. A program that understands your needs and those of your company through innovative content based on the latest trends, and supported by the best educational methodology and an exceptional faculty, which will provide you with the competencies to solve critical situations in a creative and efficient way.

This program takes place over 24 months and is divided into 19 modules:

Module 1. Leadership, Ethics, and CSR
Module 2. Strategic Management and Executive Management
Module 3. People and Talent Management 
Module 4. Economic and Financial Management
Module 5. Operations and Logistics Management 
Module 6. Information Systems Management 
Module 7. Commercial Management, Marketing, and Corporate Communication
Module 8. Innovation and Project Management
Module 9. Management and Leadership
Module 10. Logistics and Economic Management
Module 11. Commercial Management
Module 12. Market Research
Module 13. Sales Campaign Planning 
Module 14. Commercial and Sales Team Organization
Module 15. Selecting, Training, and Coaching the Sales Network
Module 16. Commercial Activity Process 
Module 17. Customer Relationship Management
Module 18. Integrating Digital Channels into the Commercial Strategy
Module 19. Commerce and International Marketing

Where, When and How is it Taught?

TECH offers the possibility of developing this Advanced master’s degree MBA in Commercial Sales Management completely online. Over the course of 24 months, you will be able to access all the contents of this program at any time, allowing you to self-manage your study time. 

Module 1. Leadership, Ethics, and CSR

1.1. Globalization and Governance 

1.1.1. Globalization and Trends: Internationalization of Markets
1.1.2. Economic Environment and Corporate Governance
1.1.3. Accountability

1.2. Leadership

1.2.1. Intercultural Environment
1.2.2. Leadership and Business Management
1.2.2. Management Roles and Responsibilities

1.3. Business ethics 

1.3.1. Ethics and Integrity
1.3.2. Ethical Behavior in Companies
1.3.3. Deontology, Codes of Ethics and Codes of Conduct
1.3.4. Fraud and Corruption Prevention

1.4. Sustainability 

1.4.1. Business and Sustainable Development
1.4.2. Social, Environmental, and Economic Impact
1.4.3. The 2030 Agenda and the SDGs

1.5. Corporate Social Responsibility 

1.5.1. Corporate Social Responsibility
1.5.2. Roles and Responsibilities
1.5.3. Implementing Corporate Social Responsibility

Module 2. Strategic Management and Executive Management

2.1. Organizational Analysis and Design

2.1.1. Organizational Culture
2.1.2. Organisational analysis
2.1.3. Designing the Organizational Structure

2.2. Corporate Strategy 

2.2.1. Corporate-Level Strategy
2.2.2. Types of Corporate-Level Strategies
2.2.3. Determining the Corporate Strategy
2.2.4. Corporate Strategy and Reputational Image

2.3. Strategic Planning and Strategy Formulation

2.3.1. Strategic Thinking
2.3.2. Strategic Planning and Formulation
2.3.3. Sustainability and Corporate Strategy

2.4. Strategy Models and Patterns

2.4.1. Wealth, Value, and Return on Investments 
2.4.2. Corporate Strategy: Methodologies
2.4.3. Growing and Consolidating the Corporate Strategy

2.5. Strategic Management

2.5.1. Strategic Mission, Vision, and Values
2.5.2. The Balanced Scorecard
2.5.3. Analyzing, Monitoring, and Evaluating the Corporate Strategy
2.5.4. Strategic Management and Reporting

2.6. Implementing and Executing Strategy

2.6.1. Strategic Implementation: Objectives, Actions and Impacts
2.6.2. Supervision and Strategic Alignment
2.6.3. Continuous Improvement Approach

2.7. Executive Management

2.7.1. Integrating Functional Strategies into the Global Business Strategies
2.7.2. Management Policy and Processes
2.7.3. Knowledge Management

2.8. Analyzing and Solving Cases/Problems 

2.8.1. Problem Solving Methodology
2.8.2. Case Method
2.8.3. Positioning and Decision-Making

Module 3. People and Talent Management

3.1. Organizational Behavior

3.1.1. Organizational Theory
3.1.2. Key Factors for Change in Organizations
3.1.3. Corporate Strategies, Types, and Knowledge Management

3.2. Strategic People Management

3.2.1. Job Design, Recruitment, and Selection
3.2.2. Human Resources Strategic Plan: Design and Implementation
3.2.3. Job Analysis: Design and Selection of People
3.2.4. Training and Professional Development

3.3. Management and Leadership Development

3.3.1. Management Skills: 21st Century Skills and Abilities
3.3.2. Non-Managerial Skills
3.3.3. Map of Skills and Abilities
3.3.4. Leadership and People Management

3.4. Change Management

3.4.1. Performance Analysis
3.4.2. Strategic Approach
3.4.3. Change Management: Key Factors, Process Design and Management
3.4.4. Continuous Improvement Approach

3.5. Negotiation and Conflict Management 

3.5.1. Negotiation Objectives: Differentiating Elements
3.5.2. Effective Negotiation Techniques
3.5.3. Conflicts: Factors and Types
3.5.4. Efficient Conflict Management: Negotiation and Communication

3.6. Executive Communication

3.6.1. Performance Analysis
3.6.2. Leading Change. Resistance to Change
3.6.3. Managing Change Processes
3.6.4. Managing Multicultural Teams

3.7. Team Management and People Performance

3.7.1. Multicultural and Multidisciplinary Environment
3.7.2. Team and People Management
3.7.3. Coaching and People Performance
3.7.4. Executive Meetings: Planning and Time Management

3.8. Knowledge and Talent Management

3.8.1. Identifying Knowledge and Talent in Organizations 
3.8.2. Corporate Knowledge and Talent Management Models 
3.8.3. Creativity and Innovation

Module 4. Economic and Financial Management

4.1. Economic Environment

4.1.1. Organizational Theory 
4.1.2. Key Factors for Change in Organizations 
4.1.3. Corporate Strategies, Types, and Knowledge Management

4.2. Executive Accounting

4.2.1. International Accounting Framework
4.2.2. Introduction to the Accounting Cycle
4.2.3. Company Financial Statements
4.2.4. Analysis of Financial Statements: Decision-Making

4.3. Budget and Management Control

4.3.1. Budgetary Planning 
4.3.2. Management Control: Design and Objectives 
4.3.3. Supervision and Reporting 

4.4. Corporate Tax Responsibility

4.4.1. Corporate Tax Responsibility
4.4.2. Tax Procedure: A Case-Country Approach

4.5. Corporate Control Systems

4.5.1. Types of Control 
4.5.2. Regulatory Compliance 
4.5.3. Internal Auditing 
4.5.4. External Auditing

4.6. Financial Management 

4.6.1. Introduction to Financial Management 
4.6.2. Financial Management and Corporate Strategy 
4.6.3. Chief Financial Officer (CFO): Managerial Skills

4.7. Financial Planning

4.7.1. Business Models and Financing Needs
4.7.2. Financial Analysis Tools
4.7.3. Short-Term Financial Planning
4.7.4. Long-Term Financial Planning

4.8. Corporate Financial Strategy

4.8.1. Corporate Financial Investments
4.8.2. Strategic Growth: Types

4.9. Macroeconomic Context

4.9.1. Macroeconomic Analysis 
4.9.2. Economic Indicators 
4.9.3. Economic Cycle 

4.10. Strategic Financing

4.10.1. The Banking Business: Current Environment 
4.10.2. Risk Analysis and Management

4.11. Money and Capital Markets 

4.11.1. Fixed Income Market 
4.11.2. Equity Market 
4.11.3. Valuation of Companies 

4.12. Analyzing and Solving Cases/Problems

4.12.1. Problem Solving Methodology
4.12.2. Case Method

Module 5. Operations and Logistics Management 

5.1. Operations Management

5.1.1. Define the Operations Strategy
5.1.2. Supply Chain Planning and Control
5.1.3. Indicator Systems

5.2. Purchasing Management

5.2.1. Stock Management
5.2.2. Warehouse Management
5.2.3. Purchasing and Procurement Management

5.3. Supply Chain Management (I)

5.3.1. Costs and Efficiency of the Operations Chain
5.3.2. Change in Demand Patterns
5.3.3. Change in Operations Strategy

5.4. Supply Chain Management (II) Implementation

5.4.1. Lean Manufacturing/Lean Thinking
5.4.2. Logistics Management
5.4.3. Purchasing

5.5. Logistical Processes

5.5.1. Organization and Management by Processes
5.5.2. Procurement, Production, Distribution
5.5.3. Quality, Quality Costs, and Tools
5.5.4. After-Sales Service

5.6. Logistics and Customers

5.6.1. Demand Analysis and Forecasting
5.6.2. Sales Forecasting and Planning
5.6.3. Collaborative Planning, Forecasting, and Replacement

5.7. International Logistics

5.7.1. Customs, Export and Import processes
5.7.2. Methods and Means of International Payment
5.7.3. International Logistics Platforms

5.8. Competing through Operations

5.8.1. Innovation in Operations as a Competitive Advantage in the Company
5.8.2. Emerging Technologies and Sciences
5.8.3. Information Systems in Operations

Module 6. Information Systems Management 

6.1. Information Systems Management

6.1.1. Business Information Systems
6.1.2. Strategic Decisions
6.1.3. The Role of the CIO

6.2. Information Technology and Business Strategy 

6.2.1. Company and Industry Sector Analysis
6.2.2. Online Business Models
6.2.3. The Value of IT in a Company

6.3. IS Strategic Planning 

6.3.1. The Process of Strategic Planning
6.3.2. Formulating the IS Strategy
6.3.3. Strategy Implementation Plan

6.4. Information Systems and Business Intelligence

6.4.1. CRM and Business Intelligence
6.4.2. Business Intelligence Project Management
6.4.3. Business Intelligence Architecture

6.5. New ICT-Based Business Models

6.5.1. Technology-Based Business Models
6.5.2. Innovation Abilities
6.5.3. Redesigning the Value Chain Processes

6.6. E-Commerce

6.6.1. E-Commerce Strategic Plan
6.6.2. Logistics Management and Customer Service in E-Commerce
6.6.3. E-Commerce as an Opportunity for Internationalization

6.7. E-Business Strategies

6.7.1. Social Media Strategies
6.7.2. Optimizing Service Channels and Customer Support
6.7.3. Digital Regulation

6.8. Digital Business

6.8.1. Mobile e-Commerce
6.8.2. Design and Usability
6.8.3. E-Commerce Operations

Module 7. Commercial Management, Marketing, and Corporate Communication 

7.1. Commercial Management 

7.1.1. Sales Management
7.1.2. Commercial Strategy
7.1.3. Sales and Negotiation Techniques
7.1.4. Management of Sales Teams

7.2. Marketing

7.2.1. Marketing and the Impact on the Company 
7.2.2. Basic Marketing Variables 
7.2.3. Marketing Plan 

7.3. Strategic Marketing Management

7.3.1. Sources of Innovation
7.3.1. Current Trends in Marketing 
7.3.2. Marketing Tools 
7.3.3. Marketing Strategy and Communication with Customers 

7.4. Digital Marketing Strategy 

7.4.1. Approach to Digital Marketing 
7.4.2. Digital Marketing Tools 
7.4.3. Inbound Marketing and the Evolution of Digital Marketing

7.5. Sales and Communication Strategy

7.5.1. Positioning and Promotion 
7.5.2. Public Relations 
7.5.3. Sales and Communication Strategy

7.6. Corporate Communication

7.6.1. Internal and External Communication 
7.6.2. Communication Departments 
7.6.3. Communication Managers: Managerial Skills and Responsibilities

7.7. Corporate Communication Strategy

7.7.1. Corporate Communication Strategy 
7.7.2. Communication Plan 
7.7.3. Press Release/Clipping/Publicity Writing 

Module 8. Innovation and Project Management

8.1. Innovation

8.1.1. Macro Concept of Innovation 
8.1.2. Types of Innovation 
8.1.3. Continuous and Discontinuous Innovation 
8.1.4. Training and Innovation 

8.2. Innovation Strategy

8.2.1. Innovation and Corporate Strategy 
8.2.2. Global Innovation Project: Design and Management 
8.2.3. Innovation Workshops 

8.3. Business Model Design and Validation

8.3.1. The Lean Start-up Methodology 
8.3.2. Innovative Business Initiative: Stages 
8.3.3. Financing Arrangements 
8.3.4. Model Tools: Empathy Map, Canvas Model, and Metrics 
8.3.5. Growth and Loyalty 

8.4. Project Management

8.4.1. Innovation Opportunities 
8.4.2. Feasibility Study and Proposal Specification 
8.4.3. Project Definition and Design 
8.4.4. Project Execution 
8.4.5. Project Closure

Module 9. Managementand Leadership

9.1. General Management

9.1.1. Integrating Functional Strategies into the Global Business Strategies
9.1.2. Management Policy and Processes
9.1.3. Society and Enterprise

9.2. Competitive Strategy

9.2.1. Market Analysis
9.2.2. Sustainable Competitive Advantage
9.2.3. Return on Investment

9.3. Planning and Strategy

9.3.1. The Relevance of Strategic Direction in the Management Control Process
9.3.2. Analysis of the Environment and the Organization
9.3.3. Lean Management

9.4. Talent Management

9.4.1. Managing Human Capital
9.4.2. Environment, Strategy, and Metrics
9.4.3. Innovation in People Management

Module 10. Logistics and Economic Management

10.1. Financial Diagnosis

10.1.1. Indicators for Analyzing Financial Statements
10.1.2. Profitability Analysis
10.1.3. Economic and Financial Profitability of a Company

10.2. Economic Analysis of Decisions

10.2.1. Budget Control
10.2.2. Competitive Analysis. Comparative Analysis
10.2.3. Decision-Making. Business Investment or Divestment

10.3. Investment Valuation and Portfolio Management

10.3.1. Profitability of Investment Projects and Value Creation
10.3.2. Models for Evaluating Investment Projects
10.3.3. Sensitivity Analysis, Scenario Development, and Decision Trees

Module 11. Commercial Management

11.1. Commercial Negotiation

11.1.1. Emotional Intelligence in Negotiation and Sales
11.1.2. Self-Motivation and Empathy
11.1.3. Developing Negotiation Abilities

11.2. Fundamentals of Commercial Management

11.2.1. Internal and External Analysis. SWOT Analysis
11.2.2. Sector and Competitive Analysis
11.2.3. The Canvas Model

11.3. Decision-Making in Commercial Management

11.3.1. Commercial Strategy and Competitive Strategy
11.3.2. Decision Making Models
11.3.3. Analytical and Decision Making Tools

11.4. Sales Network Management

11.4.1. Sales Campaign Planning
11.4.2. Networks Serving Commercial Activity
11.4.3. Salesperson Recruitment and Training Policies
11.4.4. Sales Management

11.5. Implementing the Commercial Function

11.5.1. Commercial Contract
11.5.2. Controlling Commercial Activity
11.5.3. The Commercial Agent's Code of Ethics

11.6. Financial and Budgetary Management

11.6.1. Balanced Scorecard
11.6.2. Control of the Annual Sales Plan
11.6.3. Financial Impact of Strategic Decisions

Module 12. Market Research

12.1. New Competitive Environment

12.1.1. Technological Innovation and Economic Impact
12.1.2. Knowledge Society
12.1.3. The New Consumer Profile

12.2. Quantitative Research Methods and Techniques

12.2.1. Variables and Measurement Scales
12.2.2. Information Sources
12.2.3. Sampling Techniques
12.2.4. The Treatment and Analysis of Data

12.3. Qualitative Research Methods and Techniques

12.3.1. Direct Techniques: Focus Group
12.3.2. Anthropological Techniques
12.3.3. Indirect Techniques
12.3.4. The Two Face Mirror and The Delphi Method

12.4. Online Market Research

12.4.1. Quantitative Research Tools in Online Markets
12.4.2. Dynamic Qualitative Customer Research Tools
12.4.3. Analyzing and Interpreting the Data Obtained

12.5. Market Segmentation

12.5.1. Market Typologies
12.5.2. Concept and Analysis of the Demand
12.5.3. Segmentation and Criteria
12.5.4. Defining the Target Audience

12.6. Types of Buying Behavior

12.6.1. Complex Behavior
12.6.2. Dissonance Reducing Behavior
12.6.3. Variety Seeking Behavior
12.6.4. Habitual Purchasing Behavior

12.7. Information Systems in Commercial Management

12.7.1. Conceptual Approaches to Business Management Information Systems
12.7.2. Data Warehouse and Datamining
12.7.3. Geographical Information Systems

12.8. Research Project Management

12.8.1. Information Analysis Tools
12.8.2. Developing an Expectation Management Plan
12.8.3. Assessing the Feasibility of Projects

12.9. Marketing Intelligence Applied to Commercial Management

12.9.1. Big Data
12.9.2. User Experience
12.9.3. Applying Techniques

12.10. Online Agencies, Media and Channels

12.10.1. Integral, Creative and Online Agencies
12.10.2. Traditional and New Media
12.10.3. Online Channels
12.10.4. Other Digital Players

Module 13. Sales Campaign Planning

13.1. Customer Portfolio Analysis

13.1.1. Customer Planning
13.1.2. Customer Classification

13.2. Commercial Segmentation

13.2.1. Analysis of Distribution Channels, Sales Areas and Products
13.2.2. Preparing Commercial Areas
13.2.3. Implementing the Visiting Plan

13.3. Selecting Target Customers (CRM)

13.3.1. Designing an e-CRM
13.3.2. Implications and Limitations of the Personal Data Protection Law
13.3.3. Orientation towards the Consumer
13.3.4. 1 to 1 Planning

13.4. Key Account Management

13.4.1. Identifying Key Accounts
13.4.2. Benefits and Risks of the Key Account Manager
13.4.3. Sales and Key Account Management
13.4.4. KAM Strategic Action Phases

13.5. Sales Projections

13.5.1. Business Forecast and Sales Forecast
13.5.2. Sales Forecasting Methods
13.5.3. Practical Applications of Sales Forecasting

13.6. Setting Sales Objectives

13.6.1. Coherence of Corporate, Commercial and Sales Objectives
13.6.2. Programming Objectives and Detailed Budgets
13.6.3. Distributing Objectives by Business Activity Units
13.6.4. Sales and Participation Objectives

13.7. Sales Quota and Setting the Sales Quota

13.7.1. Activity Quotas
13.7.2. Volume and Profitability Quotas
13.7.3. Participation Quotas
13.7.4. Economic and Financial Quotas
13.7.5. Seasonality and Quotas

13.8. Contingency Plan

13.8.1. Information Systems and Sales Control
13.8.2. Control Panels
13.8.3. Corrective Measures and Contingency Plans

Module 14. Commercial and Sales Team Organization

14.1. Commercial Organization

14.1.1. Introduction to Commercial Organization
14.1.2. Typical Commercial Structures
14.1.3. Delegations Organization
14.1.4. Developing Commercial Organizational Models

14.2. Sales Network Organization

14.2.1. Department Organization Chart
14.2.2. Designing Sales Networks
14.2.3. Multichannel Reality

14.3. Internal Market Analysis

14.3.1. Service Chain Definition
14.3.2. Quality of Service Analysis
14.3.3. Product Benchmark
14.3.4. Key Business Success Factors

14.4. Sales Strategy

14.4.1. Sales Methods
14.4.2. Acquisition Strategies
14.4.3. Service Strategies

14.5. Go-To-Market Strategy

14.5.1. Channel Management
14.5.2. Competitive Advantage
14.5.3. Sales Force

14.6. Controlling Commercial Activity

14.6.1. Main Ratios and Control Methods
14.6.2. Supervision Tools
14.6.3. Balanced Scorecard Methodology

14.7. After-Sales Service Organization

14.7.1. After-Sales Actions
14.7.2. Relationships with the Customer
14.7.3. Self-Analysis and Improvement

14.8. Commercial Audit

14.8.1. Possible Lines of Intervention
14.8.2. Express Commercial Audit
14.8.3. Strategic Team Assessment
14.8.4. Marketing Policy Assessment

Module 15. Selecting, Training, and Coaching the Sales Network

15.1. Managing Human Capital

15.1.1. Intellectual Capital. The Intangible Asset of Knowledge
15.1.2. Talent Acquisition
15.1.3. Preventing the Loss of Human Resources

15.2. Selecting Sales Teams

15.2.1. Recruitment Actions
15.2.2. Salesperson Profiles
15.2.3. Interview
15.2.4. Welcome Plan

15.3. Training High-Level Salespeople

15.3.1. Training Plan
15.3.2. Salesperson Characteristics and Duties
15.3.3. Training and Managing High-Performing Teams

15.4. Training Management

15.4.1. Learning Theories
15.4.2. Talent Detection and Retention
15.4.3. Gamification and Talent Management
15.4.4. Training and Professional Obsolescence

15.5. Personal Coaching and Emotional Intelligence

15.5.1. Emotional Intelligence Applied to Sales Techniques
15.5.2. Assertiveness, Empathy, and Active Listening
15.5.3. Self-Esteem and Emotional Language
15.5.4. Multiple intelligences

15.6. Motivation

15.6.1. The Nature of Motivation
15.6.2. Expectations Theory
15.6.3. Needs Theory
15.6.4. Motivation and Financial Compensation

15.7. Compensation of Sales Networks

15.7.1. Compensation Systems
15.7.2. Incentive and Compensation Systems
15.7.3. Distribution of Salary Concepts

15.8. Compensation and Non-Economic Benefits

15.8.1. Quality of Life in the Workplace Programs
15.8.2. Expansion and Enrichment of the Job
15.8.3. Flexible Schedules and Job Sharing

Module 16. Commercial Activity Process

16.1. Development of the Sales Process

16.1.1. Methodology in the Sales Process
16.1.2. Attracting Attention and Argumentation
16.1.3. Objections and Demonstration

16.2. Preparing the Commercial Visit

16.2.1. Studying the Customers File
16.2.2. Setting Customer Sales Targets
16.2.3. Preparing the Interview

16.3. Conducting the Commercial Visit

16.3.1. Customer Presentation
16.3.2. Determining Needs
16.3.3. Argumentation

16.4. Psychology and Sales Techniques

16.4.1. Notions of Psychology Applied to Sales
16.4.2. Techniques to Improve Verbal and Non-Verbal Communication
16.4.3. Factors that Influence Consumer Behavior

16.5. Negotiation and Closing the Sale

16.5.1. Negotiation Phases
16.5.2. Negotiation Tactics
16.5.3. Closing and Customer Commitment
16.5.4. Commercial Visit Analysis

16.6. The Loyalty Process

16.6.1. In-depth Knowledge of the Client
16.6.2. The Commercial Process to be Carried Out with the Customer
16.6.3. The Value that the Customer Has for the Company

Module 17. Customer Relationship Management

17.1. Knowing the Market and the Consumer

17.1.1. Open Innovation
17.1.2. Competitive Intelligence
17.1.3. Sharing Economy

17.2. CRM and Relational Marketing

17.2.1. Business Philosophy or Strategic Orientation
17.2.2. Customer Identification and Differentiation
17.2.3. The Company and its Stakeholders
17.2.4. Clienting Clienteling

17.3. Database Marketing and Customer Relationship Management

17.3.1. Database Marketing Applications
17.3.2. Laws and Regulations
17.3.3. Information Sources, Storage, and Processing

17.4. Consumer Psychology and Behavior

17.4.1. The Study of Consumer Behavior
17.4.2. Internal and External Consumer Factors
17.4.3. Consumer Decision Process
17.4.4. Consumerism, Society, Marketing, and Ethics

17.5. Areas of CRM Management

17.5.1. Customer Service
17.5.2. Managing the Sales Force
17.5.3. Customer Service

17.6. Consumer Centric Marketing

17.6.1. Segmentation
17.6.2. Profitability Analysis
17.6.3. Customer Loyalty Strategies

17.7. CRM Management Techniques

17.7.1. Direct Marketing
17.7.2. Multichannel Integration
17.7.3. Viral Marketing

17.8. Advantages and Risks of Implementing CRM

17.8.1. CRM, Sales and Costs
17.8.2. Customer Satisfaction and Loyalty
17.8.3. Technology Implementation
17.8.4. Strategic and Management Errors

Module 18. Integrating Digital Channels into the Commercial Strategy

18.1. Digital e-Commerce Management

18.1.1. New e-Commerce Business Models 
18.1.2. Planning and Developing an e-Commerce Strategic Plan
18.1.3. Technological Structure in e-Commerce

18.2. Implementing e-Commerce Techniques

18.2.1. Social Media and Integration in the E-Commerce Plan
18.2.2. Multichannel Strategy
18.2.3. Personalizing Dashboards

18.3. Digital Pricing

18.3.1. Online Payment Methods and Payment Gateways
18.3.2. Electronic Promotions
18.3.3. Digital Price Timing
18.3.4. e-Auctions

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

18.4.1. e-Marketplace Business Models
18.4.2. s-Commerce and Brand Experience
18.4.3. Purchase via Mobile Devices

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

18.5.1. Integrating the Consumer in the Value Chain
18.5.2. Online Research and Loyalty Techniques
18.5.3. Planning a Customer Relationship Management Strategy

18.6. Managing Virtual Communities: Community Management:

18.6.1. Changes in Communication Paradigms
18.6.2. Business Intelligence and the Consumer 2.0
18.6.3. Managing Networks and Communities
18.6.4. Social Media Content Management
18.6.5. Monitoring, Analytics and Results in Social Media

18.7. Social Media Plan

18.7.1. Designing a Social Media Plan
18.7.2. Defining the Strategy to Be Followed in Each Medium
18.7.3. Contingency Protocol in Case of Crisis

18.8. Web Analytics and Social Media Intelligence

18.8.1. Setting Objectives and KPI
18.8.2. ROI in Digital Marketing
18.8.3. Viewing and Interpreting Dashboards

Module 19. Commerce and International Marketing

19.1. International Market Research

19.1.1. Emerging Markets Marketing
19.1.2. PES Analysis
19.1.3. What, How and Where to Export
19.1.4. International Marketing Mix Strategies

19.2. International Segmentation

19.2.1. Criteria for Market Segmentation at the International Level
19.2.2. Market Niches
19.2.3. International Segmentation Strategies

19.3. International Positioning

19.3.1. Branding in International Markets
19.3.2. Positioning Strategies in International Markets
19.3.3. Global, Regional and Local Brands

19.4. Product Strategies in International Markets

19.4.1. Product Modification, Adaptation and Diversification
19.4.2. Global Standardized Products
19.4.3. The Product Portfolio

19.5. Prices and Exports

19.5.1. Export Prices Calculation
19.5.2. Incoterms
19.5.3. International Price Strategy

19.6. Quality in International Commerce

19.6.1. Quality and International Commerce
19.6.2. Standards and Certifications
19.6.3. CE Marking

19.7. International Promotion

19.7.1. The International Promotion MIX
19.7.2. Advertising and Publicity
19.7.3. International Fairs
19.7.4. Country Branding

19.8. Distribution through International Channels

19.8.1. Channel and Trade Marketing
19.8.2. Export Consortiums
19.8.3. Types of Exports and Foreign Trade

A unique academic experience with which to obtain a higher qualification in this field"