Advanced Program in Sales Management

Adapt to new ways of accessing marketsThe management of sales teams plays an increasingly important role in management. The result of their work is what has the greatest impact on the companies’ income statements. In the Advanced Program in Sales Management, we will provide you the techniques, knowledge and tools necessary to take you to the new business direction and its functions: innovate, plan, organize, supervise and direct the activity of the sales force to achieve the business objectives that guarantee the company’s projection in the medium and long term. It is not who you are. It’s what you will be.

I

Provide a global vision of the management of commercial teams

Working on the different business strategies that affect the sales area

II

Effective preparation of the business plan

Working on different tools and techniques that allow you to design a comprehensive sales plan in accordance with business objectives and strategies.

III

Facilitate economic-financial instruments

So that, from an integrated vision, they can optimize the analysis, control and results of commercial activities.

IV

Create high-performing sales teams

Through the identification and analysis of the tools available to the commercial management, enhancing their management role

V

Learning to integrate digital channels

That allow us to go further in prospecting and recruitment strategies, converting data into valuable information for decision making.

CAMPUS

Vigo

You are a professional related to the sales area and you want to enhance your commercial profile
You carry out your activity in:
- The management of a territory or area of commercial activity
- The management of direct or indirect channels
- Customer management in consumer, service or industrial markets
- The management of large accounts, SMEs or residential markets
- After-sales service management
You are a company manager and have direct responsibility for commercial processes and policies

Lasting four months, the Advanced Program in Sales Management is structured in two modules:

Module 1: Business process

Module 2: Commercial Management Tools

In parallel with the development of the program, participants will develop a sales plan for a real company, with the advice of an expert tutor. The works will be presented and defended before a tribunal, made up of professionals from the commercial area, on the last day of the program.

01. Commercial process

Module 1 of the Advanced Program in Sales Management addresses the following blocks:

Business strategy and commercial strategies
Business planning
Leadership and management of commercial teams
Long-term customer relationship: loyalty and CRM
Productivity in B2B business processes
Business plan monitoring

02. Tools for commercial management

In this module we focus on the role of commercial management and the optimization of its activity:

Quantitative and qualitative sales forecasting methods
Commercial department as margin contributor
Effective communication and presentation skills
Business negotiation skills
Integration of digital channels in the commercial strategy

Advanced Program in Sales Management

01. Commercial process

Module 1 of the Advanced Program in Sales Management addresses the following blocks:

Business strategy and commercial strategies
Business planning
Leadership and management of commercial teams
Long-term customer relationship: loyalty and CRM
Productivity in B2B business processes
Business plan monitoring

02. Tools for commercial management

In this module we focus on the role of commercial management and the optimization of its activity:

Quantitative and qualitative sales forecasting methods
Commercial department as margin contributor
Effective communication and presentation skills
Business negotiation skills
Integration of digital channels in the commercial strategy

Exponential Executive MBA

The Exponential Executive MBA develops the strategic vision needed to identify new business opportunities, the ability to design and implement strategies and the skills needed to lead change processes.

TARGET AUDIENCE

Area and/or department managers

INCLUDING

2 international stays

AIM

To move from management to leadership

DURATION

15 months

Executive Masters

The Executive Master develops a global vision of the business that enables the professional to lead an area or department effectively, perfecting the competencies of the function and understanding its impact on the company as a whole.

TARGET AUDIENCE

Middle management, area and/or department managers.

AIM

To develop a global vision of the business

DURATION

9 months

Executive Programs

It provides in-depth knowledge, techniques and tools specific to each function in order to lay a solid foundation in day-to-day operational management that strengthens the professional in their area or department.

TARGET AUDIENCE

Area or department technicians

AIM

To achieve mastery of the function through expertise.

DURATION

6 months

Advanced Programs

With the aim of transferring the latest and most relevant management knowledge, the participants of the Advanced Programs will update their knowledge and skills, promoting a growth mindset in their area of responsibility in accordance with the new paradigms that will mark the future of business management.

TARGET AUDIENCE

Professionals with at least 5 years of experience

AIM

To learn about the latest trends in management

DURATION

2-3 months

CREDITS

12-15 ECTS