Educational guide

IDENTIFYING DATA

2022_23

Subject

SALES AND PRICE MANAGEMENT

Code

00512017

Study programme

0512 - GRADO EN COMERCIO INTERNACIONAL

Descriptors

Credit.

Type

Year

Period

Compulsory

Second

Language

Castellano

Prerequisites

Department

DIREC.Y ECONOMIA DE LA EMPRESA

Coordinador

MARTÍNEZ ALONSO , ALFONSO

E-mail

amara@unileon.es
nmunm@unileon.es

Lecturers

MARTÍNEZ ALONSO , ALFONSO

MUÑIZ MARTÍNEZ , NORBERTO

Web

http://

General description

Tribunales de Revisión

Tribunal titular
Cargo	Departamento	Profesor
Presidente	DIREC.Y ECONOMIA DE LA EMPRESA	CERVANTES BLANCO , MIGUEL FRANCISCO
Secretario	DIREC.Y ECONOMIA DE LA EMPRESA	SULE ALONSO , MARIA ARANZAZU
Vocal	DIREC.Y ECONOMIA DE LA EMPRESA	GONZALEZ FERNANDEZ , ANA MARIA

Tribunal suplente
Cargo	Departamento	Profesor
Presidente	DIREC.Y ECONOMIA DE LA EMPRESA	VAZQUEZ BURGUETE , JOSE LUIS
Secretario	DIREC.Y ECONOMIA DE LA EMPRESA	LANERO CARRIZO , ANA
Vocal	DIREC.Y ECONOMIA DE LA EMPRESA	RODRIGUEZ SANTOS , MARIA DEL CARMEN

Competencias

Code
A6347
A6349
A6350
A6351
A6367
A6372
A6503
A6519
A6537
A6572
A6582
A6585
A6586
B778
B779
B784
B787
B788
B789
B790
B792
B793
B794
B795
B796
B797
B798
B799
C2
C3
C4
C5

Learning aims

	Competences
	A6347 A6349 A6350 A6351 A6367 A6372 A6503 A6519 A6537 A6572 A6582 A6585 A6586	B778 B779 B784 B787 B788 B789 B790 B792 B793 B794 B795 B796 B797 B798 B799	C2 C3 C4 C5

Contents

Topic	Sub-topic
Part A: SALES MANAGEMENT	Unit 1. The role of SELLING in business companies 1.1. Introduction to Sales Management 1.2. The commercial function in the company 1.3. Sales in marketing strategy 1.4. Internal marketing Unit 2. ANALYSIS of SALING 2.1. The sale function 2.2. Basic function and complementary functions 2.3. Operational process and communication in selling 2.4. Special sales 2.5. Ethics in selling Unit 3. SELLING MANAGEMENT PROCESS 3.1. Sellers selection 3.2. Salesperson training 3.3. The remuneration of sellers 3.4. The motivation of sellers 3.5. The sales manager Unit 4. CONTROL AND EVALUATION OF THE SALES STAFF 4.1. The seller's territory 4.2. The selling route 4.3. Sales forecasts 4.4. Valuation of the seller's activities 4.5. Sales control
Part B: PRICE MANAGEMENT	Unit 5. PRICE CONCEPT AND STRATEGIES 5.1. Concept and importance of Price within the marketing-mix 5.2. Determining factors of the price and determining factors in its setting 5.3. Role of price in marketing strategy 5.4. Pricing strategies: Differentiation strategies, Competitive strategies. Psychological pricing strategies. Pricing strategies for product lines. Pricing strategies for new products Unit 6. PRICES AS A FUNCTION OF COSTS 6.1. Cost concept and types of costs 6.2. Prices internally or based on costs 6.3. Cost-driven methods 6.4. The price and the condition of maximum profit Unit 7. PRICES ACCORDING TO DEMAND 7.1. The determinants of price sensitivity 7.2. Elasticity studies 7.3. Flexible pricing strategies Unit 8. PRICES ACCORDING TO THE COMPETITION 8.1. The influence of competitive structures on prices 8.2. Anticipation of competitive behaviors 8.3. Price reduction strategies 8.4. Price rise strategies

Planning

Methodologies :: Tests
	Class hours	Hours outside the classroom	Total hours
Lecture	40	40	80

	0	20	20

	10	30	40

Extended-answer tests	6	0	6
	4	0	4

(*)The information in the planning table is for guidance only and does not take into account the heterogeneity of the students.

Methodologies

Methodologies ::

	Description
Lecture

Personalized attention

Lecture

Extended-answer tests

Description

Assessment

	Description	Qualification
		Supondrá el 20% de la calificación de la asignatura
Extended-answer tests		Supondrá el 80% de la calificación de la asignatura.

Other comments and second call

Sources of information

Access to Recommended Bibliography in the Catalog ULE

Basic

Complementary

Recommendations