Royal Decree 797/1995 of 19 May, establishing guidelines on certificates of professionalism and the corresponding minimum contents of occupational vocational training, has instituted and demarcated the framework of the to which the certificates of professionalism must conform by reference to their formal and material characteristics, to the par which has defined their essential nature, their meaning, their scope and territorial validity, and, inter alia, forecasts, the paths for obtaining them.

The establishment of certain rules of law finds its reason to be in the need to guarantee, in respect of all occupations that are capable of certification, the objectives that are demanded of the certificates of professional. In substance, these objectives could be considered as referring to the implementation of an effective active employment policy, as a support for the placement and satisfaction of the demand for qualifications by enterprises, as support for the planning of and management of human resources in any productive field, as a means of ensuring a level of acceptable and uniform quality of occupational vocational training, consistent with the situation and requirements of the labour market, and, for Finally, to promote the best coordination and integration between the teachings and knowledge acquired through regulated vocational training, occupational vocational training and work practice.

Royal Decree 797/1995 also conceives the standard of creating the certificate of professionalism as an act of the Government of the Nation and resulting from its regulatory authority, in accordance with its national scope and validity, and, respecting the division of competences, allows the minimum training contents to be adapted to the socio-productive reality of each Autonomous Community competent in occupational vocational training, without prejudice, in any case, to the unit of the the system in relation to professional qualifications and state competence in the field of emanation of the certificates of professionalism.

This Royal Decree regulates the certificate of professionalism corresponding to the occupation of commercial agent, belonging to the professional family of Commerce and contains the indications of the occupation, such as the units of competence that make up their professional profile, and the minimum training contents suitable for the acquisition of the professional competence of the same occupation, together with the specifications necessary for the development of the training action, all according to Royal Decree 797/1995, several times cited.

By virtue of Article 1 (2) of Royal Decree 797/1995 of 19 May 1995, following a report by the General Council for Vocational Training, on a proposal from the Minister for Labour and Social Affairs, and after deliberation by the Council of Ministers at its meeting on 26 February 1999,

DISPONGO:

Article 1. Establishment.

The certificate of professionalism corresponding to the occupation of commercial agent, of the professional family of Commerce, which will have official character and validity in all the national territory is established.

Article 2. Specifications of the certificate of professionalism.

1. The general data for the occupation and its professional profile are set out in Annex 1.

2. The training itinerary, its duration and the relationship of the modules that make up the route, as well as the fundamental characteristics of each of the modules are set out in Annex II, paragraphs 1 and 2.

3. The requirements of the teacher and the access requirements of the students to the modules of the training itinerary are set out in Annex II, paragraph 3.

4. The basic requirements for installations, equipment and machinery, tools and tools are set out in Annex II, paragraph 4.

Article 3. Accreditation of the contract for training.

The professional skills acquired through the training contract will be credited in relation to one, several or all the units of competence that make up the occupational profile of the occupation, to which the Royal Decree, according to the scope of the agreed labour supply constituting the subject matter of the contract, in accordance with Articles 3.3 and 4.2 of Royal Decree 797/1995 of 19 May 1995.

Single transient arrangement. Time limit for adjustment to the new rules for previously approved centres.

The centres authorised to dispense Occupational Vocational Training through the National Plan for Vocational Training and Insertion, which is regulated by Royal Decree 631/1993 of 3 May, will have to adapt the Training courses approved to the requirements of installations, materials and equipment, listed in Annex II, paragraph 4, of this Royal Decree, within one year, immediately communicating it to the competent authority.

Final disposition first. Regulatory development powers.

The Minister of Labour and Social Affairs is hereby authorized to make any precise provisions for the development of this Royal Decree.

Final disposition second. Entry into force.

This Royal Decree shall enter into force on the day following that of its publication in the "Official Gazette of the State".

Given in Madrid on February 26, 1999.

JOHN CARLOS R.

The Minister of Labour and Social Affairs,

MANUEL PIMENTEL MISSILES

ANNEX I

I. OCCUPATIONAL REFERENT

1. Data from the occupation

1.1 Denomination: commercial agent.

1.2 Professional Family of: Trade.

2. Professional profile of the occupation

2.1 General competition: to promote, negotiate and to carry out commercial transactions, in the name and on behalf of one or more companies, whatever the contractual characteristics with which they carry out their tasks. Carry the relevant administrative-accounting management in accordance with the current legislation.

2.2 Competition Units:

1. Promote, negotiate and concretize commercial operations.

2. Collaborate in the business policy of the company.

3. Administrative management of the activity in the legal framework of the Commercial Agency.

2.3 Professional realizations and execution criteria.

Competition Unit 1: promote, negotiate and engage in commercial operations

PROFESSIONAL ACHIEVEMENTS ... EXECUTION CRITERIA

1.1 Develop and maintain up-to-date knowledge according to the company's products, in order to be able to competitively develop the sale.

1.1.1 Obtaining detailed technical documentation on marketed products, establishing appropriate contacts and requests for information.

1.1.2 Identifying competing products, both direct and indirect, and their characteristics.

1.1.3 Updating your knowledge permanently.

1.2 Determine the own framework for commercial action, adjusting, where appropriate, the action plan of the company in order to achieve the established sales objectives.

1.2.1 Identifying and assimilating the various business parameters of the company: image, sales volume, size, market positioning, competition, objectives.

1.2.2 Collecting and studying the characteristics of the portfolio of potential and actual clients (identification, activity, size, purchase history, age, orders pending from each client) to adapt the action lines to the same.

1.2.3 Developing and planning a sales technical argument to more easily market the product; updating and modifying it as appropriate.

1.2.4 Organizing an operational plan of sale: planning of visits, routes, frequencies, sales objectives and expansion of the client portfolio, conditions offered.

1.3 Sell, orient and advise the client, identifying and analyzing their needs and adapting the offers to them, through the application of the appropriate selling techniques, in order to stay within the framework of the strategy default.

1.3.1 Contacting with the customer with kindness, courtesy, correction and good personal aspect, to the effect of favoring the commercial relationship.

1.3.2 Identified and analyzed in detail the needs and characteristics of the client, as well as its budgetary margin through dialogue and timely questions.

1.3.3 Informando, orienting and advising in a clear, detailed and orderly way to the client, about the products that can meet their needs (technical characteristics, utilities, advantages and disadvantages, price, installation conditions, alternatives), highlighting the competitive advantages of your company's offer.

1.4 Closing the sale, applying the appropriate techniques and formulas set to remain within the trading margins established by the company.

1.4.1 Setting the different conditions of sale: price, payment terms, delivery and/or installation time, possible discounts, delivery conditions.

1.4.2 Elaborating the corresponding document according to the current regulations and the criteria set by the company.

1.4.3 Managing the delivery of the product and/or its replacement.

1.4.4. by means of the completion, sealing and delivery of the documentation relating to the product warranty.

1.4.5 Performing collection management and tracking.

1.4.6 Registering the names, addresses and other references of interest of the sales made in your client file, according to the established procedure.

1.5 Manage the after-sales service, through timely tracking and resolution of incidents, to ensure customer satisfaction.

1.5.1 Dealing with the due diligence of the completion of the acts or operations that have been entrusted to you

1.5.2 Realizing the order parts you receive from customers, as well as tracking them, which will conclude with the reception of the merchandise.

1.5.3 Reporting the service of technical assistance and maintenance and describing the operation and characteristics of the service when it comes from.

1.5.4 Checking the correct operation and good status of the product/installation.

1.5.5 Realizing the technical training of product users.

1.5.6 Realizing the intermediation between the customer and the service of technical assistance after-sales, for the shipment of spare parts and repair personnel.

1.5.7 By collecting and channelling complaints and disputes that could have occurred in relation to the product, its installation, operation or service, making appropriate arrangements in its case.

Competition Unit 2: Collaborate on the business policy of the company

PROFESSIONAL ACHIEVEMENTS ... EXECUTION CRITERIA

2.1 Actively participate by observing in market analysis to contribute to the best positioning of the company.

2.1.1 Communicating to the one who proceeds the evolution of the sales made, through the elaboration of reports.

2.1.2 Detecting through their contacts and visits to customers, possible causes of diversion in sales, non-adapted products and quality problems by transmitting them to the company.

2.1.3 Adporting to the commercial management information concerning the customers, the competition, prices, new products, modifications in the same, promotional and advertising actions of the competition.

2.1.4 Attending fairs and specialized salons, in order to learn new trends and trends in relation to their field of activity.

2.1.5 Rissuing to whom appropriate proposals and suggestions concerning the operation and possible improvements to be made to the products.

2.2 Help to improve commercial policy, actively collaborating in improving advertising actions, in order to contribute to the increase in sales of the company.

2.2.1 Collaborating with your opinions and experience in the definition and/or design of catalogues, sampling and other elements of commercial support.

2.2.2 Performing information and/or demonstration sessions to real and potential customer groups.

2.2.3 Rissuing letters, documents, or other direct advertising materials or promotional information to customers.

Competition Unit 3: Administrative management of the activity in the legal framework of the commercial agency

PROFESSIONAL ACHIEVEMENTS ... EXECUTION CRITERIA

3.1 Identify the regulations applicable in the commercial field to the activity of the commercial agent, knowing its application to the practice, in order to comply with the law in force.

3.1.1 Having at your disposal the updated legislation applicable to your activity.

3.1.2 Knowing the types of contract with which you can formalize your professional relationship with the company/s, as well as the contractual obligations arising therefrom.

3.1.3 Analyzing in depth the concept, scope, content and extinction of the agency contract.

3.1.4 Realizing agency contracts with the company/s represented.

3.2 Know the basic regulations of Social Security, identifying those that apply to their activity, in order to fulfill their obligations in this field.

3.2.1 Requesting, at the time you start your activity, your Social Security affiliation.

3.2.2 Cotizing, according to the bases, rates and quotas according to the current regulations.

3.2.3 Communicating, if applicable, its termination of activity.

3.2.4 Fulfilling the relevant official forms.

3.3 Know the tax legislation, identifying the tax obligations of the Commercial Agent, in order to comply with the tax obligations relating to the professional exercise.

3.3.1 Identifying the relevant tax requirements.

3.3.2 Complying promptly with your tax obligations.

3.4 Maintain the proper recording of your activity, through the file and update of information, in order to obtain the necessary information for the professional exercise.

3.4.1 Registering the names, addresses, references of orders made and other information of interest in your client file on a regular basis.

3.4.2 Carrying out an independent accounting of the acts or transactions relating to each company represented on the basis of which it acts.

3.4.3 Deending your sales figure and calculating the amount of commissions for each company represented.

3.4.4 Knowing the possibilities of information technology and information technologies for this purpose.

3.5 To act within the professional ethics, operating with due fidelity and diligence with the company/s representatives, to contribute to the prestige and good name of the profession.

3.5.1 Acting loyally and in good faith, ensuring the interests of the company/s on whose behalf it acts.

3.5.2 Reporting to the company represented of all the new developments that occur when necessary for the good management of the acts or operations whose promotion would have been entrusted to it.

3.5.3 Developing your professional exercise according to the instructions that you would have received from the company/s.

3.6 Manage the after-sales service by timely tracking and resolution of incidents to ensure customer satisfaction.

3.6.1 Dealing with due diligence of the completion of the acts or operations entrusted to it.

3.6.2 Receiving on behalf of the company/s represented/s any third party claim class in relation to the goods or services provided.

3.6.3 Realizing the order parts you receive from customers, as well as keeping track of them, which will conclude with the receipt of the goods.

ANNEX II

II. FORMATIVE REFERENT

1. Training itinerary

Organization of sales activity Realization of sales activity Collaboration in the commercial policy of the company Legal framework and administrative management-accounting of the self-employed legal framework and management administrative-accounting officer of the Commercial Health Agency Information and guidance for job insertion

Note: The sequence of modules is indicative and non-binding.

1.1 Duration:

Practical content: 245 hours.

Theoretical contents: 170 hours.

Evaluations: 20 hours.

Total duration: 435 hours.

1.2 Modules that compose it:

1. Organization of the sales activity.

2. Performance of the sales activity.

3. Collaboration in the commercial policy of the company.

4. Legal framework and administrative-accounting management of the self-employed worker.

5. Legal framework and administrative-accounting management of the Commercial Agency.

6. Occupational Health.

7. Information and guidance for job insertion.

2. Training modules

Module 1. Organization of the sales activity. (Associated with the competition unit. Promote, negotiate and concretize commercial operations)

General objective of the module: to develop the basic processes of organization and management of its commercial activity and to use effectively techniques of prospecting of the market and of the potential client.

Duration: 80 hours.

SPECIFIC OBJECTIVES ... ASSESSMENT CRITERIA

1.1 Analyze the situation in the product line market and evaluate the opportunity, threats and characteristics of new products.

1.1.1 Identify and interpret the regulations governing the marketing of products and brands.

1.1.2 Identify, analyze and classify weaknesses and strengths that can be observed given a particular product line and the circumstances surrounding that line, both of the products to be sold and those of the competence.

1.1.3 Identify the innovations in the market related to the object product.

1.1.4 Evaluate the opportunity and threat of launching a new product, following market dimension criteria, quantification of potential consumers and policy environment-legislative and environmental.

1.1.5 Analyze possible existing positions, in order to detect market niches.

1.1.6 Synthesis all information derived from the study in a clear, orderly and concise way.

1.2 Interpreting the company's business policy and applying methods of prospecting markets and potential customers through the search for information.

1.2.1 Identify the main components of company and product positioning:

Analysis of the situation.

Marketing-mix.

Objectives.

Action Plan.

Corporate image.

Plans: Business, Feasibility, Sales, Shopping, and Marketing.

1.3 Apply the procedures for the organization of professional and time management, geographic area and client activities.

1.3.1 Identify the necessary elements of the professional documentation: customers, products, catalogues, prices and margins.

1.3.2 Identify and properly organize tasks according to: urgency, importance, and periodicity.

1.3.3 Recognize the necessary elements to establish and organize sales circuits based on: customer map, route and itinerary of visits, material needed to prepare the circuit.

1.3.4 Identify solutions and organizational measures to optimize activity, distinguishing between: organization method, procedure of action, materials and management tools.

1.3.5 Distinguished the characteristics of the business scope: territory limits, sector segments, and industry sales, both in volume and in value.

1.3.6 Precise the objectives appropriately in terms of: business figures, number of customers and customer satisfaction.

1.3.7 Evaluate and analyze the performance by establishing a quantitative and qualitative balance of its activity: business figure and margin of activity over a given period; evolution of the activity in relation to previous periods; deviations from results and forecasts and customer satisfaction.

Theoretical content:

a) Legal framework for sales activity:

The different types of contracts that link the business with the companies.

Public order texts that regulate the trade profession.

Specific problems of the profession: calculation of commissions, exclusivity.

Labor and tax requirements to be able to exercise commercial activity in accordance with the Law.

Social Security, IRPF, VAT, IAE.

b) Organization of the activity:

Assignment by products.

Allocation by geographic areas:

The different sales territories. Route fixing. Travel in concentric circle or spiral. The clover. The daisy. Straight line and areas. In zig-zag.

Assignment by clients:

The different types of clients.

Assigning sellers to customers.

c) The prior information of the visit: notice of passage, consultation of appointment.

d) The preparation of route material: maps, list of hotels, guides.

e) Preparation of the professional documentation: documentation of the clients, catalogues, rates, block of orders, electronic agendas and/or laptops, manual agenda.

f) Acting a commercial at national and international fairs, salons, stands.

g) Administrative aspects of the work of the activity:

Linked to your activity: market share tracking, report on results.

Set up of documentation, order collections, encodings, etc.

Tied to your remuneration: commissions, vehicle expenses.

h) Managing the activity:

Time management: professional time analysis, time management techniques, optimization and time planning: weekly, monthly, quarterly, semi-annual and annual.

Industry management: sector organization, sector diagnosis, sector division, visitation circuits.

Industry productivity: cost of visit, customer profitability, modes of animation of the sector: Cost and profitability, methods of action: visits, telephone.

Activity optimization: Order control and tracking, customer billing and accounts, control and tracking of costs, margins and prices.

Module 2. Realization of the technical sales activity. (Associated with the competition unit Promote, negotiate and engage in commercial operations)

General objective of the module: Effectively use sales techniques oriented to the processes of negotiation and customer tracking.

Duration: 120 hours.

SPECIFIC OBJECTIVES ... ASSESSMENT CRITERIA

2.1 Apply the appropriate techniques in the sale of products or services: knowledge of the market in which it is going to operate, knowledge of the product/s, to detect needs.

2.1.1 Check the adequacy of established contacts with clients in the relationship process: appointment by telephone, product and brand presentation, identification of basic client needs and their motivations.

2.1.2 Assist the client in the formulation of needs: response to their objections, dialogue with the client and solution to the problems raised.

2.1.3 Determine favorable and unfavorable elements for future contact.

2.1.4 Evaluate the impact of established contacts with different clients through: response rates, positive response rates.

2.1.5 Identify clearly and properly prepare the objectives of a visit, taking into account the following elements: main customer concerns/objections, arguments for the same, presentation of samples and demonstration materials, levels of "stocks", technical sheets, dossiers and catalogues.

2.1.6 Determine attitudes that favor contact with potential customers.

2.1.7 Identify the elements to be taken into account in the communication strategy with the client.

2.1.8 To properly specify the steps to be taken in the sale, taking into account: client needs, reformulation of client needs and motivations, analysis of the different points of the proposal, organization and hierarchy of the arguments and use of the aid materials.

2.1.9 Check the ability to: respond to customer objections, assess room for manoeuvre, propose solutions, formulate an accurate offer and sales conditions, advise the customer on their takeover process decisions.

2.2 Apply oral communication techniques face to face and telephonically.

2.2.1 Recognize and differentiate the most common oral communication situations that are generated in an office.

2.2.2 Properly adjust the lexicon and expressions used to the conversation type and interlocutors of the same.

2.2.3 Successfully apply formulas and telephone expressions of greeting, apology, and farewell.

2.3 Apply the appropriate techniques in the development and closing of the sale: negotiation and obtaining the order.

2.3.1 Check that it dominates trading, condition and closing techniques of the sale based on the type of customer.

2.3.2 Identify the documentation that formalizes the sale, based on agreed conditions and in accordance with the current regulations.

2.4 Carry out customer monitoring and ensure, if appropriate, after-sales service.

2.4.1 Identify Claim Classification Criteria: Source, Importance, Solution.

2.4.2 Describe the most commonly used methods in the quality control of the after-sales service.

2.4.3 List the most common means that ensure the loyalty of the clientele.

2.4.4 Identify the attached services that may accompany the purchase: financing, insurance, installation, advice and maintenance.

2.4.5 Evaluate, if applicable, the frequency of incidents and claims by means of claims rates in relation to sales.

Theoretical content:

a) Buying and Selling Behaviors:

the Seller. Profiles: human, psychic, intellectual, psychological qualities; personal and professional motivations, verbal and non-verbal communication.

The Buyer: customer typologies (Le Blanc criteria, private sector professionals, public sector professionals), (buyers, prescribers, users), motivations and obstacles to purchase, buying behaviors and stereotypes, buying techniques.

b) Psychology Notions applied for sale (Transactional analysis):

Action on the other: persuading, influencing, etc.

Study of the motivations: exposure of the techniques and knowledge of analysis of motivations, behaviors and motivations of purchase, lifestyles.

Buyer-seller relationship: types of psychological selling environments, interpersonal relationship.

c) Communication:

Communication elements: object, subjects, contents, channels, codes.

Communication process: sender, receiver, message, noise, feed-back.

Difficulties in communication: technical, affective, individual and collective obstacles.

The functions of the message.

Communication levels: manifest, latent, non-verbal content.

Attitudes and techniques favoring communication.

Non-verbal communication: body communication, face, gestures, type of verbal language, tone of voice.

Commercial and advertising communication: advertising models, promotions and public relations.

Types of interviews and/or meetings.

d) Communication techniques applicable to business and commercial activity:

Communications and enterprise (the nature of communication. Modes of communication. The postal and telegraph services. New forms of transmission and communication: fax, modem, Internet).

The language written: the language as message fixation. The spelling and mastery of the written expression.

Oral communication: the most common oral communication standards in the company.

Telephone communication rules.

Written communication: official correspondence and treatment (trades, instances and others). The commercial correspondence and its processing: letters of application for previous commercial reports. Order letters.

Letters related to the accounting and finance department. Letter of complaints. Offer letters for services and/or products. Circulars. Urgent communications. Lower note. Reports. Invitations. Greetings.

Notes. Press releases.

The correspondence entry: treatment, record.

Correspondence elaboration: initial wording, the main commercial abbreviations. Drafting of the first draft. Correction. Preparation of the single or final document.

Correspondence output: record, folding and enveloping, postage and expedition. Postal services: types and characteristics.

The file: file concept. Purpose and importance of the file. Forms and organization of an office file. Classification of the files. Access to the office file. Division of the file according to the frequency of its use. Standards for the preservation of documents.

Mechanical reproduction of documents. Destruction of documents.

e) Product knowledge methodology:

Product situation in the real market: sector of activity, product line, competition, market segmentation, prices, distribution channels, communication, positioning, strategies.

Manufacture of the product: physico-chemical characteristics, quality controls.

Product image: psychological characteristics, psychological price, brand image.

Product life: duration, stages of a life cycle of a product, demand.

Sales argument: selection and adaptation to the different categories of customer (market according to buyers).

f) Customer knowledge methodology:

Current clientele: sources of internal information: client files, complaints. Quantitative studies: sales analysis by geographical area. Qualitative studies: motivations for purchase and obstacles, use of the product.

Potential clientele: sources of external information: statistics, surveys.

Sales methods:

Sales at point of sale: store, warehouse, merchandising.

Sales at fairs, exhibitions, salons.

Sales of products for immediate consumption, of durable consumption.

Sale and negotiation:

Preparation of the visit: psychological preparation, material preparation, personalized argumentation and sales plan, methodological preparation.

Stages of sale and commercial negotiation: contact, analysis of the client's needs, argumentation: structured argumentation, differentiated argumentation in relation to the client, to the competition, points strengths and weaknesses, demonstration (support techniques), price (components, price presentation, psychological acceptance of price); treatment of objections: types of objections (general, technical); attitude of the seller towards the objections, response techniques to the objectives, closing of the sale: closing time, closing types and techniques, taking the order.

Tracking of sale: guarantee: legal guarantee, conventional guarantee, fulfillment; recovery of credits; after-sales service: spare parts, maintenance contracts, handling of claims.

Legal framework for EU sales and regulation:

Contracts and contractual liability in the field of distribution: clauses of sale, price variation, breach of contract.

Buyer's protection provision, prohibited and regulatory practices.

Competition provisions: pricing rules, agreements, discriminatory practices.

Module 3. Collaboration in the commercial policy of the company. (Associated with the competition unit. Collaborate on the business policy of the company)

General objective of the module: Analyze the different elements of the business policies of the different companies to adjust their performance and contribute to the improvement of results.

Duration: 100 hours.

SPECIFIC OBJECTIVES ... ASSESSMENT CRITERIA

3.1 Analyze the business environment and market, its features and the business practices common to it.

3.1.1 Identify the elements that characterize the competition: entity, methods of promotion and advertising, product policy, price policy, distribution policy, commercial strategies, number of vendors, dispersion and concentration of the sector.

3.1.2 Identify the elements that characterize the company's general environment: social factors, political-legal factors, economic factors.

3.1.3 Analyze the strategic operation of the company in the market based on: clients, objectives, brand image, company image, strengths and weaknesses.

3.2 Analyze the elements of the company's internal business policy.

3.2.1 Identify the essential characteristics of the company in product assortment: line, depth and range of products. Distribution channels, sales methods, price and communication policy.

3.2.2 Identify the company's priority development objectives.

3.2.3 Characterize the brand image of the company.

3.2.4 Characterising the company from the point of view of its legal, organisational and financial structure.

3.2.5 Identify the responsibilities and the room for manoeuvre granted by the company/s, in relation to different commercial decisions.

3.3 To know the different types of relationships between the sales force and the departments/services of the company, and to intervene according to the commercial policy in methods of promotion and advertising.

3.3.1 Identify the modes and communication systems of the business personnel of the company with other departments or services.

3.3.2 Describe the opportunities and modalities for formulating new ideas and proposals.

3.3.3 Identify and analyze the structure, presentation and development of demonstrations or briefings.

3.3.4 Identify printed and/or internal information transmission documents (internal notes, albarans, invoices, credit notes).

3.3.5 Propose modifications, according to the experience gained, in the presentation of documents and printed documents used in the company's external communication with its clients.

3.3.6 List appropriate actions to increase the effectiveness of communication with customers: promotion, advertising, public relations.

Theoretical content:

a) The enterprise in your environment:

The diversity of companies: classification criteria: legal, economic.

The company's environment and its conditions: company markets (commercial, work, financial, goods and services, public opinion).

The company in the economic fabric: sector, branch of activity, business interdependence.

Company operating principles: different company activities, company management, goal setting, choice of strategies and evaluation of results.

The business activity of the company: general aspects of marketing.

The image of the company The structure of the commercial services: different types of organization; criteria of choice.

The stages of a business operation.

Trade action and trade policy: plan of action of the "marketing-mix", action of the sales force.

The market:

Customers and competitors.

Quantitative and qualitative aspects of the market: sources of internal and external information, market study techniques (surveys, interviews, panels).

The area of sale/influence: definition, economic potential of the area (current population, average income, standard of living), assessment of competition (quantitative distribution, geographic, commercial strategies).

Concept of evasion.

Influence of the establishment.

Current and potential clientele: customer typologies, buying habits and motivations, buying behaviors and segmentation.

The sales force in the company.

Definition and activities of the force.

Situation in the organization of the company: hierarchical and functional relationships.

Constitution of the sales force: composition and modes of organization, recruitment, training on the company and products.

Sales force management: determination of quantitative and qualitative objectives, of activities and quotas standards; quotas, evaluation of the results and control of the activity.

Business/sales force relationship.

Sales force: information on markets, products and competition, position of new ideas; company: evaluation of sales potentials, product policy information and brand image, sales promotion, assistance technical, financial aid.

Positioning.

The assortment: composition, characterization: broad, deep, structured.

Price policy: objectives, modalities; sales price fixing: percentage of purchase price, value added tax, multiplier coefficient, specific taxes on certain goods or services, calculation of the selling price by applying the multiplier coefficient (including VAT and margin), discounts, price levels, price determination taking into account competition and acceptance by the customer.

Ways and techniques of sale: sales of contact, personal sales, sale in store, distance selling, sale in self-service.

Services offered: opening hours, complementary services, delivery conditions, credit, technical assistance.

Point of sale communication and image style: logo, environment, advertising and promotional communication.

Criteria for choosing the positioning of the point of sale: the competition, the clientele, the commercial orientations.

Module 4. Legal framework of the Commercial Agency (associated with the competition unit Administrative management of the activity in the legal framework of the Commercial Agency)

General objective of the module: To know and to develop the different rights and obligations arising from the Law 12/1992 of 27 May of the Contract of Agency, as well as the necessary formalities in tax, labor and security Social.

Duration: 40 hours.

SPECIFIC OBJECTIVES ... ASSESSMENT CRITERIA

4.1 To differentiate the modalities of the contracting as well as the rights and obligations arising from the Law.

4.1.1 Properly identify a commercial agency contract, differentiating it from similar figures, such as that of a commission or distributor.

4.1.2 To know in depth the rights that the Law grants to the commercial agent, rights that protect their remuneration and compensation to the extinction of contract.

4.1.3 Identify the obligations that the law imposes on the commercial agent in its relations with the company/s representatives and with its clients.

4.1.4 Describe the scope of the Law of the Agency Contract, its form as well as its duration.

4.1.5 To distinguish the characteristics of the business agency's clientele.

4.1.6 Different causes that, according to the law, end the agency contract.

4.1.7 To note knowledge of the existence of the notice by the company/s.

4.2 To distinguish the rights and obligations arising from the current social security regulations.

4.2.1 Identify and properly fill in the documents and locate the precise resources to be self-employed.

4.2.2 To differentiate and to know how to apply the bases of social security contributions, rates and quotas for self-employed workers.

4.2.3 Discriminate against the surcharge of delay and award for the assumption of non-compliance with the existing obligations in the field of Social Security.

4.2.4 Fill in the documents of the lower, in the case of cessation of the activity.

4.3 Action on the obligations arising from tax legislation.

4.3.1 Present properly completed high census forms.

4.3.2 Meet the obligations arising from the regulation of the tax of economic activities.

4.3.3 To comply with the obligations laid down in the income tax legislation of natural persons, taking into account the estimation regime in which it is framed.

4.3.4 Meet the existing VAT obligations.

4.4 To comply with the obligation of collegial of the Commercial Agents.

4.4.1 To point out the current regulations of the Official Colleges of the Commercial Agents.

4.4.2. Distinguish rights and obligations that concern the Chartered Commercial Agents

4.5 Acquire an overview for information management (in its different forms), which should be managed by self-employed workers.

4.5.1 Describe the operation of personal computers.

4.5.2 Identify the specific functions of text, database, and spreadsheet treatments.

4.5.3 Citar the possibilities offered by new technologies: fax, modem and Internet.

Theoretical content:

(a) Law 12/1992, of 27 May, of the Contract of Agency:

Agency Contract.

Agent Independence.

Scope of the Law and the imperative nature of its rules.

Prescribing actions.

b) Contract content:

Agent performance:

Exercise of the agency, conclusion of acts and trade operations on behalf of the employer, acting on behalf of several businessmen, recognition and deposit of the goods sold:

Obligations of the parties: obligations of the agent, obligations of the employer.

Remuneration of the agent: remuneration system, commission for acts or transactions concluded during the term of the agency contract.

Commission for acts or operations concluded after the termination of the agency contract. Accrual of the commission.

Agent information law. Payment by the Commission. Loss of the right to the commission.

Reimbursement of expenses. Guarantee of the operations carried out by the agent.

Prohibition of competition: contractual limitations of competition. Validity requirements of the competition limitation pact.

Formalization of the contract: right to formalization in writing.

Termination of contract: duration of contract, termination of contract for a given time.

Exceptions, termination of agency contract for indefinite time: notice.

Exceptions, extinction by cause of death.

Compensation for customers, compensation for damages, cases of non-existence of the right to compensation, prescription.

(c) I.A.E. Tax tax: commercial agent, legal person or entity of Article 33 of the L.G.T.

Practical assumptions: professional activity (Epited. 511 specific to Commercial Agents).

d) Censal statement. Case study: a specific census statement for commercial agents.

e) Income Tax on Physical Persons:

General characteristics: scope of application, taxable person, taxable fact.

Special-character employment relationships: their delimitation. Returns from work.

Deductible expenses.

Yields of business and professional activities: delimitation with other income classes.

Delimitation between entrepreneurs and professionals.

System of determination of net performance in business and professional activities: introduction. Direct estimation scheme. The objective estimation regime by coefficients.

Imputation of Companies in Tax Transparency Regime. Introduction. Imputation of taxable bases. Imputation of deductions and bonuses. Formal obligations.

f) I.V.A.: specific particularities in the I. V. A supported and I.V.A. reverberated from the activity of Commercial Agency.

g) Social Security: the different special regimes in which the Commercial Agent can be framed.

(h) collegial legislation: Law of professional schools. General Statute of Colleges of Commercial Agents of Spain. Adopted by Royal Decree of 30 December 1977.

Module 5. Administrative management of the Commercial Agency (associated with the competition unit Administrative management of the activity in the legal framework of the commercial agency)

General objective of the module: to carry out the documentary treatment related to the administrative procedures of the agency. To develop the processes of communication and documentary archive generated by the agency's activity.

Duration: 40 hours.

SPECIFIC OBJECTIVES ... ASSESSMENT CRITERIA

5.1 Recognize and differentiate the flows of documentary information generated by the agency's activity.

5.1.1 accurately identify the internal and external communication flows and the documentary circuits generated by the agency's activity.

5.1.2 Citar the documentary circuits relevant to the agency activity.

5.2 Identify and perform the administrative treatment of the forms and documents generated by the agency's activity.

5.2.1 Recognize the formats of printed and general documents and documents used in the management of the agency.

5.2.2 Successfully explain the administrative-accounting meaning and treatment of the documents relating to the personal management and the commercial-commercial process of the agency.

5.2.3 Fulfill (case study): payment documents (checks and exchange letters), commercial documents (order, delivery notes and invoices).

5.3 Apply the techniques of documentary processing and transmission of written documentation.

5.3.1 List existing commercial and official correspondence types and adequately describe their differences.

5.3.2 Transcribir texts, correctly formalizing the writings according to the norms and basic characteristics of the same.

5.3.3 Successfully develop the body structure of a simple and common commercial or official document in the administrative activity.

5.3.4 Properly explain the operation of: the correspondence input record and its distribution, the correspondence output record.

5.4 Classify and archive the various documents generated by the activity.

5.4.1 Recognize and differentiate the operational functioning of the following systems of classification or sorting of documents: alphabetical, chronological, by matter, geographical, numerical, decimal.

5.4.2 Observe documents properly, following the basic security and confidentiality rules.

5.4.3 In the case of different types of information and documents, both internal and external, it is correct to identify, classify and file.

5.4.4 Effectively perform the search and query processes.

5.4.5 conveniently apply access procedures to archived documentation, referencing the output of documents and their destination.

5.5 Acquire an overview for information management (in its various forms), which must be managed by commercial agents.

5.5.1 Describe the operation of personal computers.

5.5.2 Identify the specific functions of text, database, and spreadsheet treatments.

5.5.3 Citar the possibilities offered by new technologies: fax, modem and Internet.

Theoretical content:

a) Print and documents:

Concept and features.

Content and classes of print and documents.

Standardization of forms and documents: UNE standards and more frequent abbreviations.

Forms of archiving.

b) Cash-related documents:

Check and bank check.

The receipt.

The letter of change (personal items, formal requirements, the protest).

Registration books: classes, formalization, keeping and conservation of books.

c) Documents related to the purchase and sale in relation to the company/s represented/s:

The order (product tab, supplier tab, others).

Receipt of goods (delivery and reception facilities).

Supplier Billing: Make invoice with different VAT rates.

Credit Notes. Notes of expenditure.

d) Registration books: classes, formalization, keeping and conservation of the specific books for the commercial agent:

(e) Accounting books: compulsory and specific auxiliaries for the commercial agent. The control of the committees.

f) Based on appropriately defined accounting movements:

Select the books that are involved in the record. Carry out, in each of them, the notes corresponding to the activity of the commercial agent.

g) Classification and sorting of documents:

Nominating classification.

Geographic classification.

Classification by matters and matters.

Numeric classification.

Chronological classification.

Mixed classification.

Universal decimal classification.

h) Material and file systems:

Cases.

Folder types.

Use of colors.

Furniture and files.

Computer files.

i) Making the following documents:

Order, Albaran, and Invoice without expense.

Order, Albaran, and Invoice with Expenses.

Invoices with different types of VAT.

Credit Notes.

Different types of checks.

Receipts.

Letters of change (effects without expense or expenses, effects accepted, effects endorsed, endorsement of effects).

j) Based on appropriately defined accounting movements:

Select the books that are involved in the record. Perform, in each of them, the corresponding notes.

k) Computing and new technologies as a work tool:

Operating of personal computers: the word processors. The databases. The spreadsheets. Forms of transmission and communication: Fax. Modem. Internet.

Module 6. Occupational health. (Associated with the occupation professional profile)

General objective of the module: to anticipate risks at work and to determine preventive and/or health protection actions, minimizing risk factors and applying first aid health measures in case of accidents or claims.

Duration: 20 hours.

SPECIFIC OBJECTIVES ... ASSESSMENT CRITERIA

6.1 Apply accident and casualty prevention procedures.

6.1.1 Identify risk situations in the scope of work.

6.1.2 Prevent the occurrence of claims by verifying the non-existence of potential sources.

6.1.3 Identify workplaces and workplaces with anomalies, dysfunctions, and risks for the protection and safety of people.

6.1.4 Communicate clearly and concisely the observed anomalies to the hierarchical managers and/or superiors.

6.1.5 Prevent accidents by observing the maintenance of adequate hygiene and safety conditions in the area of their activity.

6.2 Recognising and analysing the systems of prevention and safety in the face of accidents in order to ensure their proper maintenance and potential use.

6.2.1 Sort of claims based on: nature, importance and characteristics.

6.2.2 Identify the materials of prevention or action against claims: fire extinguishers, alarm systems, hoses.

6.2.3 Recognize the placement of materials and prevention facilities by checking their appropriate placement.

6.2.4 Identify systems and procedures for emergency and evacuation exits, and observe their proper operability.

6.2.5 Verify adequately that the means of prevention are in a proper state of operation and in its proper location.

6.2.6 Identify and analyse anomalies or dysfunctions in prevention systems, taking, where appropriate, appropriate corrective measures.

6.2.8 Interpret correctly the information given by the technical services of security and/or surveillance.

6.2.9 faithfully transmit the information received from the technical services of security and/or surveillance as soon as possible.

6.3 Select and apply the procedure for action in the event of a disaster or accident.

6.3.1 Set the importance of a disaster objectively.

6.3.2 In the case of a particular case of disaster, choose the appropriate means of response to be developed, depending on the type and nature of the disaster.

6.3.3 Identify and effectively implement the procedures for action in the event of a disaster.

6.3.4 Successfully apply basic first aid health measures in the event of an accident.

6.4 Establish the hygienic and sanitary conditions in which the professional activity develops.

6.4.1 Identify environmental hygiene and quality objectives.

6.4.2 Recognising hygiene-health risk zones

6.4.3 Identify degradation phenomena and define protection systems.

6.4.4 adequately describe the technical-environmental conditions related to air conditioning, luminosity, postural ergonomics and acoustic conditions of the different sanitary and sanitary risk zones linked to their activity.

Theoretical content:

a) Security:

Risks: concept of risks. Risk factors.

Prevention and protection measures.

Claims: classes and causes. Detection and alarm systems. Evacuations. Fire extinguishing systems; methods and means; agents: water, foam, dust, materials: mobile, fixed. First aid.

b) Hygiene and environmental quality:

Hygiene: Concept of Hygiene. Areas of risk.

Hygiene objectives and quality of the environment.

Influence parameters in hygienic-sanitary conditions: persons. Facilities: design and planning, external structures. Functions of the premises.

Systems: electrical, water, ventilation.

Personal hygiene.

Hygiene in the transports and circulations: risks of contamination of products and materials during transport Organization of circuits, different types of products and materials.

Degradation phenomena: physical degradations.

Chemical Degradations.

Dispersion measures: pollution prevention. Prevention of physical degradations. Prevention of chemical degradations.

Comfort and work environment: ergonomic aspects of office activity. Postural aspects. Visual aspects.

Environmental factors: Air conditioning: ventilation of the premises, ventilation principles, ventilation facilities. Air conditioning of the premises: internal temperature and comfort, types of heating, systems of regulation and safety.

Acoustics: lighting of premises; types of lamps: incandescent, fluorescent, lighting fixtures and lighting modes, maintenance of light sources and lighting fixtures, effects of light on materials and products, acoustics. Methods for the preservation and handling of products: products to be preserved, main conservation methods and techniques.

Health risks of inadequate product conservations.

Basic Manipulation Principles: Safety and Hygiene regulations.

c) Security:

From a characterization of a functioning workplace: detect the places/activity of greatest risk potential. Detect the facilities/performances to watch. Develop a required intervention media relationship

Given an alarm or alert system: identify devices. Verify its proper functioning. Transmit the detected failures in the system.

From the start of an anti-fire alert system, perform simulated the performance of sequences to be developed.

Simulated the material execution of basic first aid sanitary techniques.

d) Hygiene:

For different offices and working situations conveniently characterized, detect the sources of pollution of the environment.

For office situations where the correct location of the equipment and luminosity sources has been altered: relocate the light sources so that the previously detected problems are solved. Rearrange the location of the equipment-tables, chairs, computers and other means and/or equipment in order to improve the previously detected ergonomic-postural deficiencies. To develop a relationship of possible additional improvements in relation to other technical environmental factors: acoustic, ventilation, temperature or others.

Module 7. Information and guidance for job insertion. (Associated with the occupation professional profile)

General objective of the module: to acquire the necessary information and the fundamental knowledge of the job, in order to facilitate the student, the insertion in the labour market.

Duration: 35 hours.

SPECIFIC OBJECTIVES ... ASSESSMENT CRITERIA

7.1 To understand the fundamental aspects of the basic regulation in relation to industrial relations, collective bargaining and social protection.

7.1.1 To differentiate the different types of labor contracts in force in the labor market and apply the different modalities according to each case.

7.1.2 Identify basic concepts related to Social Security and differentiate the various benefits and obligations according to specific cases.

7.1.3 Identify in the Workers ' Statute, articles related to collective bargaining and the role of social agents in the labour market.

7.1.4 List and describe the rights and duties of workers, according to the Workers ' Statute.

7.2 Apply the different procedures and mechanisms necessary for job insertion, both at European and national level, to access a particular professional field.

7.2.1 To correctly identify the different job search procedures in the European Union and their use.

7.2.2 Apply the different job search techniques that exist in the job market.

7.2.3 List and recognize the roles and tasks of the various public and private employment services, as instruments that facilitate job integration.

7.2.4 Identify the vocational options and outputs that a worker has in a specific professional area.

7.3 Identify personal skills and interests as elements that shape the profile of the entrepreneur and the different options that exist as self-employed work.

7.3.1 Recognising skills and skills, with a professional value, linking them to potential occupations that could be accessed.

7.3.2 Identify and properly fill in the necessary documents and locate the precise resources, in order to be self-employed.

7.3.3 Identify and properly fill in documents relating to the constitution as an associated work.

7.4 Define the structure of different companies, as well as their functions and activities.

7.4.1 Identify the different classes of companies according to their objectives.

7.4.2 Define, within the legal framework, the company and its possible configurations.

7.4.3 List the types of companies and their main operating characteristics.

7.4.4 To distinguish the singularities of public limited liability companies and limited liability companies.

Theoretical content:

a) Job information:

Labour market: structure and organization of the labour market. Productive sectors.

Work contracts: concept and characteristics: types of contracts. Salary and working time. Modification, suspension and termination of the contract.

Workers ' status: rights and duties: collective bargaining: conventions.

The social agents. Role of the social partners in the labour market.

Social Security: Basic concepts and structure:

Types of regimes: general and special. High and low workers. Affiliations. General notions of contributions. Types of benefits: labour disabilities, maternity, health care, retirement (b) Employment guidance:

The work in the European Union: free movement of workers. EURES network.

Demands for employment.

Job search techniques: curriculum, interview, press, other media.

Employment services: concept, types and actions: public employment services: employment offices and S.I.P.E.S. Private placement agencies. Other agents involved in the placement.

Vocational Training in Spain: the various vocational training schemes. Managing bodies. Other training offers. Employment-training programmes: Workshop and Office of the Office. Employment workshops.

Job Openings of the occupation in the labour market.

c) Development of entrepreneurs and self-employment:

Development of entrepreneurs: profile of the entrepreneur. Model development. Training programme for the entrepreneur.

Self-employment: aids. Grants.

Beneficiaries.

Associated work: concepts and types: cooperatives.

Constitution.

Set up.

Grants and aids: working societies.

Constitution.

Set up.

Grants and aids.

d) Business culture:

The company as a basic structure in the production system.

Diversity of companies: classification criteria: legal, economic, technical.

Structure and basic functions of the company The business activity of the company e) From the reading of the clauses and conditions of various contracts of work, identify each one of them in the typology.

f) For a particular contract, present obligations and benefits in relation to Social Security.

g) From multiple job offers:

Draw up a resume? adapted to each of them Simulate a job interview.

Draft a professional services/job search letter Complaint a job application application.

h) For a wide and diverse training offer, select the courses/contents of interest in your professional field.

i) To have a profile in terms of skills, attitudes and knowledge, according to a type of autonomous activity to be developed.

(j) From a list of various administrative proposals and requirements, identify the accounting, fiscal and social security requirements for the development of an autonomous activity, both on its own account, and in associated work.

k) According to a relationship of companies given, conveniently characterized; to classify them according to their activity and according to their legal form.

l) From a detailed relationship of foundational and statutory requirements, choose those applicable to public limited liability companies and limited liability companies.

3. Personal requirements

3.1 Teacher requirements:

a) Academic level: university degree or, failing that, equivalent professional training in the occupation related to the course.

b) Professional experience: three years of experience in occupation-related tasks.

c) Teaching level: teaching experience or pedagogical training will be required.

3.2 Student Access Requirements:

Academic level: Graduate School, Graduate in Secondary Education, or equivalent level of knowledge.

4. Material requirements

4.1 Installations:

a) Classics Classroom:

Surface: the classroom will have to have a minimum of 30 square meters for groups of 15 students (2 square meters per pupil).

Furniture: it will be equipped with teaching furniture for 15 places, in addition to the auxiliary elements.

b) Practices for practices:

Written commitment to the availability of a computer science classroom.

The electrical conditioning must comply with the low voltage standards and be prepared in such a way as to permit the performance of the practices.

c) Other installations:

Common spaces according to current regulations Plan F.I.P.

4.2 Equipment and machinery:

2 x 1 board.

Transparencies Overhead Projector.

Display screen.

Audiovisual endowment: a complete video team.

A video camera. A magnetofon with micro.

4.3 Tools and tools:

Phone, calculator, stapler, drilling machine, documentation trays, numerator-numerator, stamps, tampons, scissors, rules, quitagraps, sacapunts, files and files, agenda, and in general necessary tools and tools, and in sufficient quantity, for the performance of the practices by the students simultaneously.

4.4 Consumer material:

Stationery materials in quantity and quality sufficient for the proper follow-up of the course and performance of the practices.