SALES TECHNIQUES

Elective subject in the BUSINESS program. Centro Universitario Villanueva International Program.
Students from different countries in their international semester
2.5 ECTS credits
20 teaching hours
30 individual work hours

GOALS
Students will learn the necessary skills to develop a professional direction and management of the sales area within the company, with special attention to achieving the “maximum selling capacity”.

Also, designing and organizing a sales team according to the needs of the company and in line with the goals set out in its planning, as well as practicing negotiation techniques to achieve the sales goals.

METHODOLOGY
The course combines a theoretical and practical approach to the main notions and tools in sales, focusing on the current situation of the market (mass consumption products). Our analysis will constantly refer to actual facts and experiences occurred –or still occurring- within our market, from the “sales vision” of each situation.

Theoretical Part
The study of the textbook is essentially the student´s individual work. The teacher will explain and go into the most significant aspects of each chapter in depth. Students will have the opportunity to pose their questions and doubts in the classroom and after reading each chapter.

• This autonomous learning scheme relies on the use of a reference textbook, bibliography, all material posted on the website and submitted in class, and complementary scientific and educational publications

Practical Part and Student projects

• Classroom exercises proposed by the teacher for every topic with practical cases and problem-solving methods
• Voluntary projects will allow each student to set his/her own individual performance standard and depth for the subject
• The classroom will also be a forum of discussion and analysis of the current situation of sales management
• Classroom work with practical cases and problem- solving. Sales roleplays
• Checking Villanueva´s webpage at least weekly for new updates will be essential

ASSESSMENT
Continuous assessment combining different criteria and considerations: active class participation, voluntary projects and final written examination.