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
Type: Ordinary subject Master’s Degree RD 1393/2007 - 822/2021
Departments: Organisation of Companies and Commercialisation
Areas: Marketing and Market Research
Center Faculty of Economics and Business Studies
Call: Second Semester
Teaching: With teaching
Enrolment: Enrollable | 1st year (Yes)
Knowledge of the fundamental aspects of the activities and functions of a commercial team.
Knowledge of the strategic decisions involved in the implementation of a sales process.
Knowledge of ICT tools and information systems for managing sales teams.
Knowledge of the different roles, selection and remuneration of the sales force.
Analysis of the main variables that influence the performance and evaluation of the sales team.
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.
García Bobadilla, L.M (2011): Más Ventas, ESIC 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.
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:
Basic and General
CG02 - Ability to have a strategic vision of business problems.
CG03 - Ability to apply the knowledge acquired to business reality.
CG05 - Ability to make management decisions in the field of the company in general and in particular its different functional areas.
CG08 - Mastery of various management tools, instruments and methods necessary to run a company.
CG10 - Awareness of the company's social responsibility.
CB8 - That students are able to integrate knowledge and face the complexity of formulating judgments based on information that, being incomplete or limited, includes reflections on the social and ethical responsibilities linked to the application of their knowledge and judgments
Transverse
CT01 - Ethical sense of business direction and management
CT02 - Critical reasoning ability
CT03 - Analysis and synthesis capacity
CT04 - Planning and organization capacity
CT06 - Ability to integrate and work in teams of diverse composition
Specific
CE04 - Ability to lead commercial teams.
The classroom sessions will be dedicated to the exposition, by the teaching staff of the theoretical contents of the different thematic blocks and will have as an object that the student body knows, understands and assimilates the characteristics and nature of personal selling and its contribution to the achievement of the objectives. business objectives.
The sessions in small groups will be aimed at solving and discussing 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 must dedicate to each of them, such as searching for bibliographic material, reading said material, writing conclusions, etc.
The evaluation of the subject will be 70% through continuous assessment and it will make up the 70% of the final grade and it will be kept for the July second opportunity. The exam/test will be the remaining 30% of the total grade.
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.
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.
The evaluation, it will consist of face-to-face activities
In the case of fraudulent exercises or tests, the rules for evaluating student performance and reviewing qualifications will apply.
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
Antonio Vazquez Sanmartin
- Department
- Organisation of Companies and Commercialisation
- Area
- Marketing and Market Research
- antonio.vazquez.sanmartin [at] usc.es
- Category
- Professor: LOSU (Organic Law Of University System) Associate University Professor
| Tuesday | |||
|---|---|---|---|
| 16:00-17:30 | Grupo /CLE_01 | Spanish | Classroom 13 |
| 17:30-19:30 | Grupo /CLIS_01 | Spanish | Classroom 13 |
| 05.16.2025 17:00-19:00 | Grupo /CLIS_01 | Classroom 13 |
| 05.16.2025 17:00-19:00 | Grupo /CLE_01 | Classroom 13 |
| 07.03.2025 17:00-19:00 | Grupo /CLIS_01 | Classroom 13 |
| 07.03.2025 17:00-19:00 | Grupo /CLE_01 | Classroom 13 |