METODOLOGÍA DEL CURSO. Both the whole course documentation and the monitoring of the tutorials along with the final exam will be conducted in English. The level required is Advanced. On-line discussion and debate: Participants will discuss and debate on-line a case that will be used throughout the program. This will clearly establish the need for methodologies that support marketing decisions . Individual Study: The text book , the teacher papers, avalibale videos and your owun reserach are required to have an academical framework. Practice: Practice with tools and methodologies, applying them to the case and presenting their application for debate and discussion will build confidence and know-how of each participant.

Objetivos: OBJETIVOS DEL CURSO. 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.