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CB2. That students know how to apply their knowledge to their work or vocation in a professional way and possess the skills that are usually demonstrated through the elaboration and defense of arguments and the resolution of problems within their area of study. .
CB4. That students can convey information, ideas, problems and solutions to both specialized and non-specialized audiences.
CE1. Recognize the environment in which the organization operates, the operation of the company and its functional areas and the instruments of analysis.
CE6. Synthesize and evaluate marketing strategies for the internationalization of business activity.
CE14. Apply the knowledge acquired to the management of digital communities.
CE3. Identify the qualitative and quantitative tools of analysis and diagnosis for market research.
CG1. Be able to work in a team, actively participate in tasks and negotiate in the face of dissenting opinions until reaching consensus positions, thus acquiring the ability to learn together with other team members and create new knowledge.
CT1. Communicate properly orally and in writing in the two official languages of Catalonia.
CT5. Develop tasks applying the knowledge acquired with flexibility and creativity and adapting them to new contexts and situations.
Know the sales models, strategies and operations. Be able to develop an operational sales plan aimed at a specific goal and target.
Demonstrate strategic skills with the ability to see the operating environment as a project, establish and achieve long-term, large-scale guidelines in a global and international dimension of uncertainty, incorporating innovation and seeking contact networks to do business effectively .
Demonstrate strategic skills with the ability to see the operating environment as a project, establish and achieve long-term, large-scale guidelines in a global and international dimension of uncertainty, incorporating innovation and seeking contact networks to do business effectively .
This subject has methodological and digital resources to make possible its continuity in non-contact mode in the case of being necessary for reasons related to the Covid-19. In this way, the achievement of the same knowledge and skills that are specified in this teaching plan will be ensured. The TecnoCampus will make available to teachers and students the digital tools needed to carry out the course, as well as guides and recommendations that facilitate adaptation to the non-contact mode.
Topic 1: Irrationality (Emotionality) in decision making
Topic 2: Sales Strategies
Topic 3: The Sales Model within a business plan
Item 4: Sales Operations
The sum of:
Recovery: If this grade is <50% a final recovery exam will be done. In this case, the marks of participation, group work and presentation that have been obtained will be maintained, and the final grade will be calculated by adding to these three the value resulting from the following calculation (60% x grade of the resit exam x 75%).
Auer, Jean T. (1990): The pleasure of selling. Ed. Hispano-European (Barcelona)
Ariely, Dan (2009): Predictably Irrational. Harper Collins (New York)
Blanchard, K., Meyer, P., Ruhe, D. (2007): Know, Can, Do! Berret-Koehler Publishers, Inc. (San Francisco)
Buzan, T (2010): Mind Maps For Business. BBC Active (London)
Chan Kim, W., Mauborgne, R. (2005): Blue Ocean Strategy. Harvard Business Review (Boston)
Chiesa, C., Chiesa, L. (2007): Selling is much more
Chiesa, C. (2008): Leading salespeople is much more. Ed. Uranus (Barcelona)
Blank, S., Dorf, B. (2012): The Startup Owner's Manual. K&S Ranch Publishers (Pescadero)