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Program for Commercial Management: Marketing and Sales - Sevilla

ESADE - LOYOLA Leadership School

The Programme in Commercial Management: Marketing and Sales aims to answer questions such as:

  • How can companies achieve a greater and better market and customer orientation?
     
  • How can marketing executives identify opportunities, threats and changes in the competitive environment and take steps towards addressing these changes in the market, in marketing channels and in the competition
     
  • What are the keys to defining a successful marketing strategy?
     
  • What methodologies and tools do we have in the sales area to implement our strategies skilfully and effectively? 
     
  • How can we inspire, transform and lead companies and sales teams in times of change? 
     
  • What are the guidelines to set up suitable programmes to recruit, train, motivate, monitor and develop our sales force?  
     
  • What is the current situation of my sales department and which points should it build on?  



 

Executives and professionals with solid experience in any type of company, sector or department, who are keen to optimise the way to implement market orientation and improve the  management and planning of sales and marketing policies. 
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Participants are executives with more than eight years' experience and who hold positions of responsibility in the sales and/or marketing area, or executives from any other functional area who are interested in understanding their customers’ needs and improving their business response.

1. MARKET ORIENTATION
2. STRATEGIC MARKETING 
3. CONSUMER BEHAVIOUR. MARKET RESEARCH
4. SEGMENTATION AND POSITIONING. BRAND  
5. PRODUCT AND SERVICE STRATEGIES. INNOVATION
6. PRICING STRATEGIES
7. COMMUNICATION STRATEGIES. CASE STUDY
8. SALES STRATEGIES
9. DISTRIBUTION STRATEGIES. KAM AND COLLABORATION WITH CUSTOMERS. 
10. DESIGN OF THE SALES STRUCTURE AND ORGANISATION. COMPENSATION AND INCENTIVE POLICIES  
11. SALES PLANNING AND DEVELOPMENT OF HIGH-PERFORMANCE SALES TEAMS  
12. MARKETING PLAN. DIGITAL MARKETING

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Loyola Leadership School and ESADE Business School have always remained stedfast in their adherencel to two executive education principles: the conviction that a multiple methodology framework is more enriching and the need to constantly innovate in methods and contents.  

Therefore, the teaching methodology will combine a range of tools, geared towards engaging executives in an active learning process and way of working which will help them in their decision-making processes.  


Dynamic learning
In-class training takes place through collaborative classes where participants can present and discuss key concepts of management and the design of company development strategies. 

Individual and team work
The level of quality that the programme aims to reach requires participants to be prepared to undertake rigorous academic work, both individually and as a team.

Student portal
This portal is a another tool we provide to participants so they can follow the programme. Course materials can be downloaded, emails between programme participants and faculty sent and received, and multiple sources of useful information accessed to make full use of the development of the programme, It is essential to continuously use this portal to achieve dynamic interaction between participants, faculty and the institution.
 

Dates Fees  Location

From 22 de November 2012  to 4 March 2013

8.950 €

Sevilla

Program Director

Pedro María Armangue Caralps

pedromaria.armangue@esade.edu

see CV

Megan Shapleigh , Product Manager

megan.shapleigh@esade.edu

Megan Shapleigh , Program Manager

megan.shapleigh@esade.edu

Application online
Next Steps

Contact:

Downloads:

PROGRAM FINDER