ECTS credits ECTS credits: 4.5
ECTS Hours Rules/Memories Student's work ECTS: 76.5 Hours of tutorials: 4.5 Expository Class: 13.5 Interactive Classroom: 18 Total: 112.5
Use languages Spanish, Galician, English
Type: Ordinary subject Master’s Degree RD 1393/2007 - 822/2021
Center Faculty of Business Administration and Management
Call: Second Semester
Teaching: Sin docencia (Extinguida)
Enrolment: No Matriculable | 1st year (Yes)
-Rate the importance of sales team management within the context of the management company.
-Analyze the activities of the seller involved in the process of personal selling.
-Design and plan the sales force the company.
-Understand and apply to specific situations marketing decisions regarding selection, training and motivation of the sellers.
-Review systems for evaluation and control of the sales force.
1. Marketing Management and Sales Management
2. Type, organization and size of sales force
3. Salespeople performance and other outcomes
4. Characteristics of sales positions, selection and training of salespeople
5. Supervision and control of salespeople
6. Compensation of salespeople
Basic bibliography:
Küster, I.; Román, S. (2006): Venta Personal y Dirección de ventas, Thomson Ed.
Complementary bibliography:
Artal Castells, M. (2006). Dirección de ventas: organización del departamento comercial y gestión de vendedores. ESIC, Madrid.
Cámara, D.; Sanz, M. (2001). Dirección de ventas. Vender y fidelizar en el nuevo milenio. Prentice Hall, Madrid.
Dalrymple, D.J. (2000). Administración de ventas: conceptos y casos. Limusa-Wiley, México.
Johnston, M.W.; Marshall, G.W. (2009). Sales Force Management, 10th edition. McGraw-Hill International Edition
Moliner Tena, M.A. et al. (2014). Dirección de ventas: una visión integral. Pirámide, Madrid.
Tanner; Honeycutt; Erffmeyer (2009). Sales Management: Shaping Future Sales Leaders. Pearson International Edition.
Varela González, J. A. (1991). Los agentes de ventas. Ariel. Barcelona.
Competences of the degree to which the subject contributes:
CT1. - Ability to manage the information necessary to solve problems raised in the direction of sales teams.
CT2. - Ability to have a strategic vision of business problems
CT3. - Mastery of the basic tools for decision making in the field of sales management.
CT4. - Ability to develop and defend arguments on specialized issues and solve problems on these issues, making use of the acquired knowledge about business reality, theories, models and appropriate scientific methods.
CT5. - Ability to apply the acquired knowledge to the business reality.
CT6. - Ability to lead a sales team.
CT7. - Awareness of the social responsibility of the company.
CT8. - Transversal skills: ethical sense of management and business management, critical thinking ability, analysis and synthesis, organization and planning, and ability to work as a team.
Specific competences of the subject:
CM1. - Knowledge of the fundamental aspects of the formulation of the strategic sales program.
CM2. - Knowledge of the basic decisions involved in the implementation of a sales plan.
CM3. - Analysis of the main variables that influence the performance of sales agents.
CM4 - Development of knowledge of the selection process of the sales force.
CM5. - Knowledge of the remuneration systems of the sales force.
CM6 - Ability to formulate, execute and control the training program of sales teams.
CM7. - Knowledge of the variables related to the motivation of the sellers and the instruments to influence them.
CM8. - Knowledge of the mechanisms of evaluation and control of the activity of the commercial teams.
The classroom sessions will be dedicated to the presentation by the teachers of the theoretical contents of the different thematic blocks and will aim to make the students know, understand and assimilate the characteristics and nature of personal sales and their contribution to achieving the company's objectives.
The sessions in small groups, will be aimed at the resolution and discussion of cases and practical exercises, seeking to familiarize students with those guidelines, recommendations and procedures to achieve adequate planning, organization, recruitment, selection, motivation and control of sales teams, while facilitating interaction between students. All these activities will be complemented by the personal work that the student will have to dedicate to each of them, such as searching for bibliographic material, reading this material, writing conclusions, etc.
Depending on the scenario set by the competent body for the development of the teaching, the sessions will be carried out in the following way:
- Scenario 1: in the classroom (synchronous teaching).
- Scenario 2: face-to-face in the classroom or virtually in a synchronous or asynchronous way depending on the guidelines established by the Dean's Office of the centre or the Rector's Office for this scenario and the health measures that are established at this time.
- Scenario 3: virtually in a synchronous or asynchronous mode through institutional tools (Virtual Campus, Ms Teams and others if available).
All sessions will take place in the official timetable published by the centre.
The autonomous work of the students will be guided by the teacher during the hours dedicated to tutorials. Tutorials will be developed in the following way:
- Scenario 1: in person or virtually.
- Scenario 2: virtually through the available corporate tools (e-mail, Virtual Campus, Ms Teams and others if available).
- Scenario 3: virtually through the corporate tools available (email, Virtual Campus, Ms Teams and others of habelas).
The students' personal work activities include, in addition to the time dedicated to study, the performance of the applications indicated by the teaching staff.
All the presentations will be made with projection cannon.
Virtual support will be used for teaching in all scenarios.
The evaluation of the subject will be 100% through continuous assessment. It will be taken into account the participation in the activities developed in the classroom, realization and presentation of the works that are proposed during the course, tests related to the theoretical counts, etc. The list of the different activities that can be evaluated throughout the course, their weighting, and how they will be monitored will be indicated in the teaching guide for the subject that will be published in the virtual classroom at the beginning of the course.
It is compulsory to attend at least 70% of the hours of the subject, either in person or virtually, depending on the scenario in which the teaching takes place.
Students who are granted exemption from class attendance (in accordance with Instruction No. 1/2017 of the General Secretariat on exemption from class attendance in certain circumstances) will be assessed with a specific final exam that will count for 100% of the grade.
The evaluation system will be the same for both first and second year students.
Depending on the scenario set by the competent body for the evaluation, it will consist of
- Scenario 1: face-to-face and virtual activities, if applicable, synchronous and asynchronous.
- Scenario 2: face-to-face and virtual activities, synchronous and asynchronous
- Scenario 3: synchronous and asynchronous virtual activities.
In the case of fraudulent exercises or tests, the rules for evaluating student performance and reviewing qualifications will apply.
EVALUATION OF COMPETENCES
Tool 1 (examination): CT2, CT5, CT6, CM1, CM2, CM3, CM4, CM5, CM6, CM7, CM8.
Tool 2 (continuous assessment): CT1, CT2, CT3, CT4, CT5, CT6, CT7, CT8, CM2, CM4.
The course is 4.5 credits and each credit equals 25 hours.
The total working hours are distributed as follows:
- Face to face (including the hours of expository teaching, interactive teaching, mentoring and evaluation): 36.
- Personal work: 76.5
We recommend attendance, participation in all planned activities, both inside and outside the classroom, and the use of tutorials.
Contingency plan
Methodology
Depending on the scenario set by the competent body for the development of the teaching, the sessions will be carried out in the following way:
- Scenario 1: in the classroom (synchronous teaching).
- Scenario 2: face-to-face in the classroom or virtually in a synchronous or asynchronous way depending on the guidelines established by the Dean's Office of the centre or the Rector's Office for this scenario and the health measures that are established at this time.
- Scenario 3: virtually in a synchronous or asynchronous mode through institutional tools (Virtual Campus, Ms Teams and others if available).
All sessions will take place in the official schedule published by the centre.
The autonomous work of the students will be guided by the teacher during the hours dedicated to tutorials. Tutorials will be developed as follows:
- Scenario 1: in person or virtually.
- Scenario 2: virtually through the available corporate tools (e-mail, Virtual Campus, Ms Teams and others if available).
- Scenario 3: virtually through the corporate tools available (email, Virtual Campus, Ms Teams and others of habelas).
The students' personal work activities include, in addition to the time dedicated to study, the performance of the applications indicated by the teaching staff.
Evaluation system
Depending on the scenario that the competent body for the assessment will set up, this will consist of
- Scenario 1: face-to-face and virtual activities, if any, synchronous and asynchronous.
- Scenario 2: face-to-face and virtual activities, synchronous and asynchronous
- Scenario 3: synchronous and asynchronous virtual activities.
In the case of fraudulent exercises or tests, it will be