Presentation:
Who it is for?
Future SME’s CEOs, Managing Directors, Sales and Marketing Managers, Divisional Managers with sales teams and/or KAM responsibility. In general, any manager that may shortly “jump” from direct sales to sales management
Learning Outcomes:
- Understand (“believe”) the key facts that make sales the center of a business organization.
- Managing the salesforce: how to create (selection, recruitment), organize (teams, territories) , coach and compensate the sales team
- Ability to develop a sales strategy (revenue-profit, sales quotas, strategic accounts, tactical customers)
- Develop customer service skills that will improve sales performance and results
- Effectively execute / recognize leadership in sales management
- And many others
Course contents:
- The sales cycle. Why sales are relevant
- Managing the salesforce: Creating, Organizing, Coaching, Compensating and Fidelizing
- Strategic account management.
- Being Customer – centered. How to improve customer returns based on service.
- Sales negotiations
- Leadership in sales management
Academic Calendar:
Curso cuatrimestral. (Marzo-Junio)
El curso se desarrolla en el segundo cuatrimestre.
University credits:
3 Credits.
Lecturer/Assistant Professor:
NEGRO VALDECANTOS, RAFAEL
Sales and Marketing Director at Neo Advertising Spain and Partner of Asesica, a Digital Signage consultancy. Holds an Engineering degree (Telecommunications) by the UPM, a PDG by IESE and a Diploma in Business Administration by CEPADE. Has been a Lecturer (Marketing Management) at Faculty of Economics in the Autonomous University of Madrid. In the corporate world, has occupied C-level assignments at UNISYS Spain, the Telefonica Group at Atento and at the Digital Signage consultancy John Ryan Intl.
Coordinator Professor UPM:
ALMARCHA ARIAS, G. CARLOS
Doctor Ingeniero Industrial (Administración de Empresas)UPM. Licenciado en CC Físicas (Automática)UNED. Ingeniero Técnico de Telecomunicación (Sistemas de Telecomunicación)UPM. Master en Marketing y Dirección Comercial – ESEM. 30 años de experiencia profesional en empresas de tecnología (Chemicontrol, Philips, Hewlett Packard). Áreas técnicas, comercial y marketing. Profesor asociado en la UPM. Numerosas Publicaciones,Ponencias y Proyectos de Investigación.
Assessment:
Revision exercises: The revision exercises are designed to allow students to self-assess their own learning progress at the beginning of each unit.
Control Tests: A control test is designed to grade students in the middle of their learning process and can act as a guide for the final exam.
Practice tests
Non-distant final exam. The final paper lasts for one hour at the end of the term. Students are allowed to use study materials during this exam. There are two possible exams per course. A grade of Pass is required to obtain the corresponding credits of each course.
Documentation:
- Documentation in Digital Format
Segundo Cuatrimestre *
(LIBRO)
- ISBN:
- Título: Sales management:Shaping future sales leaders (international edition)
- Autor: John Tanner, Earl Honeycutt & Robert Erffmeyer - Editorial: Pearson Prentice Hall
- Edición: 2009
*Pendiente de Confirmar
