Sales Management and Techniques

Transcription

1 Sales Management and Techniques CODE COURSE DESCRIPTION The course takes a theoretical and practical route for the main concepts and sales tools, applied to the market reality. All this with references to current events and experiences that have occurred or are occurring in the real market. It enables students to enable: Manage in a professional way the sales area of a company, focused on the goal of achieving "maximum capacity to sell." Work with sales concepts and techniques immediately applicable to the real world. Understand and manage the purchasing process of the buyer and adapt to it as a way to get favorable results in two parts. Design and organize a sales team according to the needs of the business and aligned with the Marketing plan. Manage sales team in their main areas: selection, remuneration, motivation, control, etc. Implement strategies and negotiation skills that lead to better achievement of objectives. ECTS CREDITS 6 RELEVANCE WITHIN CURRICULUM The sales function has a key role in the company, it is the only one who "brings" to the company revenues on a countinuously basis. The sales area is directly related to customers, and these are the main asset of the company. The company exists by and for customers. A professional management of the sales area is a source of competitive advantage for companies. Sales management is also related to personnel management. GENERAL SKILLS Negotiation: - Ability to identifying and understanding the forces with opposing views in a commercial process. - Flesh out possible areas of agreement and integration of interests of participating parties.

2 Customer orientation: - How to structure the sales process to meet customer needs. - Understand what aspects are truly relevant to each customer. Decision-making: - Dealing with situations in which it is necessary to take risks. - Accept the consequences of decisions made. - Be thorough in weighing the different alternatives are stagnant and act with agility. Leadership: - Lead teams of people, motivate and guide them to achieve goals. Innovation / creativity: - Seeing beyond what is usual, is working on issues, processes or proposals, and to anticipate new requirements. - Assume the renewal process and implement activities that have no specific background or established methods. - Propose new ways and new solutions to every problem. - Give new answers to known issues, investigate the possibilities of changing them with new proposals. - Find and share information about best practices, new approaches, processes... Communication skills: - Structure ideas and organize them to transmit clearly. - Manage diverse information and decide what data to present. - Persuasively present arguments supporting their own ideas. - Bring the discourse to different types of audiences. - Develop a coherent reasoning. - Issue clear and convincing messages. - Express clearly what they are thinking and feeling. - Be correct in speaking and writing. - Control anxiety compared to large audiences. Teamwork: - Understanding the impact of our work on the outcome of group. - To understand the contribution of different points of view to achieving common goals. Respect for ethical values: - Ethics is the main guarantee of the continuity of commercial work. - Understand that the achievement of the objectives does not justify the means. SPECIFIC SKILLS Understand the company's functional areas: - Assess the impact of commercial activity in other departments. - Knowing the type of relationships that routinely maintains sales within the company.

3 Understand and identify international business opportunities. Manage and enhance the value of the brand and tool consolidation and business growth domestically and internationally. Apply the concepts and tools included in the Marketing Plan to sales activity. SUBJECT CONTENT 1. The sales function (ch. 1 of the manual) 2. Negotiations with the buying groups. Business templates (ch. 2 of manual) 3. The stages of the sales interview (ch. 3 of manual) 4. Sales techniques: asking and listening, negotiation and objections (ch. 5, 6 and 7 of the manual) 5. Knowing our client: body language and neuro-linguistic programming (NLP) (ch. 9 and 10 of the manual) 6. The strategic selling (ch. 11 of the manual) 7. Sales engineering (ch. 13 of the manual) 8. Control of sales (ch. 16 of the manual) 9. The selection and evaluation of salesmen (ch. 17 and 18 of the manual) 10. The remuneration of the sales team (ch. 19 of the manual) 11. Ethics in sales (ch. 20 of the manual) LEARNING ACTIVITIES Different skills will be developed in the course of the following: 1) By a manual of the course ("+ Ventas ", Luis M. Garcia Bobadilla. Ed. ESIC) - Selected chapters of the book. - The study of these topics is responsability of the student. The teacher will clarify and deepen the most important aspects of each topic, and students may raise any question from their study. - Other materials that appear on the site of the subject and / or to be delivered in class. - Attending class is essential for the understanding of the subject. 2) By workings: - Work in class to be defined at any time by the teacher. - Case studies and problem-solving methodology. - Individual and group classes are conducted in qe. Those workings not delivered and considered as mandatory, will have a mark of 0. - Visits to web pages. - Reading and analysis of scientific journal articles and professional. - Analysis and discussion of news. Real examples. - Personal and electronic tutorials. - Any voluntary work before the teacher raised by the student. - All papers are considered as originals, produced by the students, reflecting all sources. If not reflected the work will not be consedered as Not Delivered.

4 ASSESSMENT The evaluation will be of a continuous nature, and will be carried out both at an individual and group level (depending on the nature of the activity being evaluated). The evaluation process for the ordinary exams will have the following characteristics: - Written tests will not count for more than 50% of the final grade - The rest of the grade will be evaluated by a combination of some or all of the following activities: Individual exercises Group exercises Presentations Case studies Class participation Debates Reports Involvement in Forums Other activities by the student, with the student being aware of the weight and evaluation process beforehand, and these activities being in line with the learning objectives of the subject In the extraordinary exam, the student will only have to carry out the activities and written tests no passed during the course, with the result that they can still achieve the maximum grade. The exams will carry the same weight in both examination periods (ordinary and extraordinary), never being more than 50% of the total grade. Under no circumstances will the class attendance of the student form part of the final grading process Detailed information regarding the evaluation process can be found on the space allocated to each subject in Moodle BIBLIOGRAPHY TEXTBOOK (MANUAL): - "+Ventas". 3ª Ed. Luis Mª García Bobadilla. Ed. ESIC BUSINESS CASES BOOK: - Casos de dirección de marketing. Coordinadoras: Encarnación González Vázquez y Elisa Alén González. Ed. Pearson Prentice Hall. BIBLIOGRAPHY: - Manuel Artal Castells: DIRECCIÓN DE VENTAS ORGANIZACIÓN DEL DEPARTAMENTO DE VENTAS Y GESTION DE VENDEDORES. Editorial ESIC. - Robert B. Miller y Stephen E. Heiman: LA VENTA CONCEPTUAL. Ed. Grijalbo. (Este libro está en la Biblioteca de la Universidad con el siguiente título: The new conceptual selling: the mos effective and proven method for face to face sales planning, revised and updated for the 21st century) - Robert B. Miller. Stephen E. Heiman. Tad Tuleja: LA VENTA ESTRATÉGICA. Ed. Plaza & Janes. (Este libro esta en la biblioteca de la Universidad con el siguiente título: Strategic Selling: The unique sales system proven succesful by America s best companies).

5 - Stephen E. Heiman. Diane Sanchez. Tad Tuleja. Robert B. Miller: THE NEW STRATEGIC SELLING: The unique sales system proven succesful by the world s best companies, revised and updated for the 21st century. - Manuel Artall Castells: EL VENDEDOR PROFESIONAL. Ed. Pirámide. - Barton A. Weitz. Stephen Bryon Castleberry. John F. Tanner: SELLING: BUILDING PARTNERSHIPS. Ed. Irwin / McGraw Hill. - Mark W. Johnston. Greg W. Marshall: CHURCHILL/FORD/WALKER S SALES FORCE MANAGEMENT. Ed. McGraw Hill. ADDITIONAL BIBLIOGRAPHY: - Dionisio Cámara. María Sanz: DIRECCION DE VENTAS. VENDER Y FIDELIZAR EN EL NUEVO MILENIO. Ed. Prentice Hall. - Dale Carnegie: COMO GANAR AMIGOS E INFLUIR SOBRE LAS PERSONAS. Ed. Edhasa. - Joseph O Connor. Robin Prior: LA VENTA CON PROGRAMACION NEUROLINGUISTICA (PNL). Ed. Urano. - Og Mandino: EL VENDEDOR MAS GRANDE DEL MUNDO. Ed. Grijalbo. - Mª Dolores Alcalá / Bernat Castany. ELENGUAJE DEL CUERPO Y SU CONOCIMIENTO. Ediciones Obelisco. - Baltasar Gracián: EL ARTE DE LA PRUDENCIA. Ed. Temas de Hoy. - Versión de Thomas Cleary: SUN TZU EL ARTE DE LA GUERRA: Editorial Arca de la Sabiduría. - Mark Blessington. Bill O Connell: REINGENIERIA DE VENTAS. Ed. Mc. Graw Hill. - Thomas Siebel. Michael Malone: LA VENTA VIRTUAL. Ed. Paidos. - Pascal Desbordes: COACHING. ENTRENAMIENTO EFICAZ DE LOS COMERCIALES. Ed. Gestión RECOMMENDED WEBPAGES: