Key Benefits:
Article 35 of the Organic Law 1/1990 of 3 October, for the General Management of the Educational System, provides that the Government, after consulting the Autonomous Communities, will establish the titles corresponding to the vocational training, as well as the minimum teaching of each of them.
Once, by Royal Decree 676/1993 of 7 May, the general guidelines for the establishment of vocational training qualifications and their corresponding minimum teachings have been laid down, the Government should also After consulting the Autonomous Communities, as provided for in the abovementioned rules, establish each professional training title, set out their respective minimum teachings and determine the various aspects of the relevant academic organisation. to professional lessons which, without prejudice to the powers conferred on them (a) the education authorities responsible for the establishment of the curriculum of these lessons, ensure a basic training common to all pupils.
For these purposes, the duration and level of the corresponding training cycle will be determined in each case; the convalidations of these teachings; the access to other studies and the minimum requirements of the institutions (i)
The teachers ' specialties to be taught must also be determined and, in accordance with the Autonomous Communities, the equivalence of qualifications for the purposes of teaching as provided for in the Additional provision of the Organic Law of 3 October 1990 for the General Management of the Educational System. Subsequent rules must, if necessary, complete the teaching of the teachers ' specialties defined in this Royal Decree with the professional modules that come from other formative cycles.
On the other hand, and in compliance with article 7 of the aforementioned Royal Decree 676/1993, of 7 May, it is included in this Royal Decree, in terms of professional profile, the expression of the professional competence characteristic of the title.
This Royal Decree establishes and regulates in the basic aspects and elements mentioned above the degree of professional training of Technician in Commerce.
In its virtue, on the proposal of the Minister of Education and Science, consulted by the Autonomous Communities and, where appropriate, in agreement with them, with the reports of the General Council of Vocational Training and the School Council of the State, and after the Council of Ministers had been deliberating at its meeting on 22 July 1994.
D I S P O N G O:
Article 1.
The degree of professional training of Technician in Trade is established, which will be of official character and validity throughout the national territory, and the corresponding minimum teachings contained in the Annex to the Royal Decree.
Article 2.
1. The duration and level of the training cycle are as laid down in paragraph 1 of the Annex.
2. The specialities required of the teaching staff providing teaching in the modules which make up this title, as well as the minimum requirements to be met by the educational establishments, are those expressed in paragraphs 4.1 and 5 of the Annex.
3. The subjects of the baccalaureate, which may be taught by the teachers of the specialties defined in this Royal Decree, are set out in paragraph 4.2 of the Annex.
4. In relation to the provisions of the 11th additional provision of the Organic Law 1/1990 of 3 October, the qualifications referred to in paragraph 4.3 of the Annex are declared equivalent for the purposes of teaching.
5. The forms of the baccalaureate to which this title gives access are those set out in paragraph 6.1 of the Annex.
6. The modules which may be validated by occupational vocational training or correspondence with the work practice are those specified in paragraphs 6.2 and 6.3 of the Annex respectively.
Without prejudice to the foregoing, on the proposal of the Ministries of Education and Science and of Work and Social Security, other modules capable of validation and correspondence with the training may be included, as appropriate. occupational occupational and occupational practice.
Additional disposition first.
In accordance with the provisions of Royal Decree 676/1993 of 7 May 1993 laying down general guidelines on diplomas and the corresponding minimum training courses for vocational training, the elements which are enunciate under the heading
Additional provision second.
In accordance with the third transitional provision of Royal Decree 1004/1991 of 14 June 1991, they are authorised to provide the following training cycle for private vocational training centres:
a) That they have definitive authorization or classification to impart the first-degree Administrative-Commercial branch.
b) That they are classified as homologated to impart the specialties of the second-degree Commercial Administrative branch.
Final disposition first.
This Royal Decree, which is of a basic nature, is given in the use of the powers conferred on the State in Article 149.1.30. of the Constitution, as well as in the first paragraph 2 of the Organic Law The Law of 3 July 1985 on the Law of Education and the Enablement that confers on the Government Article 4.2 of the Organic Law 1/1990 of 3 October on the General Ordination of the Educational System.
Final disposition second.
It is up to the competent educational authorities to dictate how many provisions are precise, in the field of their competences, for the execution and development of the provisions of this Royal Decree.
Final disposition third.
This Royal Decree will enter into force on the day following its publication in the Official Journal of the State.
Given in Madrid on July 22, 1994.
JOHN CARLOS R.
The Minister of Education and Science,
GUSTAVO SUAREZ PERTIERRA
ANNEX
Index
1. Title identification:
1.1 Naming.
1.2 Level.
1.3 Duration of the formative cycle.
2. Production system reference:
2.1 Professional profile:
2.1.1 General Competition.
2.1.2 Professional skills.
2.1.3 Competition Units.
2.1.4 Professional Realizations and Domains.
2.2 Evolution of professional competence:
2.2.1 Changes in technological, organizational and economic factors.
2.2.2 Changes in professional activities.
2.2.3 Changes in training.
2.3 Position in the production process:
2.3.1 Professional and work environment.
2.3.2 Functional and technological environment.
3. Minimum teachings:
3.1 General objectives of the training cycle.
3.2 Professional modules associated with a competency unit:
Storage operations.
Animation from the point of sale.
Sales operations.
Administration and management of a small business establishment.
3.3 Cross-sectional professionals:
General purpose computer applications.
Foreign language or the Autonomous Community.
3.4 Vocational training module in the workplace.
3.5 Professional training and guidance module.
4. Teachers:
4.1 Teachers ' specialisms with teaching assignment in the professional modules of the training cycle.
4.2 Baccalaureate materials that can be taught by the teachers of the specialties defined in this Royal Decree.
4.3 Qualifications of qualifications for teaching purposes.
5. Minimum requirements for spaces and facilities to impart these teachings.
6. Access to the baccalaureate, convalidations and correspondences.
6.1 Baccalaureate modes to which you give access.
6.2 Professional modules that can be subject to validation with occupational vocational training.
6.3 Professional modules that can be matched with work practice.
1. Title identification
1.1 Naming: Trade.
1.2 Level: medium-grade vocational training.
1.3 Duration of the training cycle: 1,400 hours.
2. Reference to the production system
2.1 Professional profile.
2.1.1 General Competition.
The general professional qualification requirements of the production system for this technician are:
Run the established action plans for the marketing of products and/or services under the best conditions of quality, time, place and price and manage and manage a small business establishment.
2.1.2 Professional skills.
-Encourage the outlets of establishments dedicated to the marketing of products or services, achieving the objectives set out in the different promotions and offers and applying the techniques of
-Sell products or services using the sales techniques appropriate to the client's typology and the criteria established by the organization, expressing itself during the process with security, accuracy and efficiency.
-Atend, inform and advise the client with diligence and courtesy, identifying their needs and meeting them in the framework of the company's possibilities.
-Perform recovery operations that originate in the development of commercial activity, effectively using existing technology and verifying that the means of payment comply with the current regulations.
-Control that the operations of reception, handling, internal distribution and dispatch of goods are carried out in accordance with the established procedures and complying with the safety and hygiene regulations.
Control that the physical and environmental conditions of the warehouse are adequate to the nature of the products and that their conditioning is in accordance with the requirements of the regulations.
-Organize a small warehouse, carrying out the necessary operations of planning internal routes, distributing the goods and identifying the available stock at all times.
-Manage and manage a small business or business establishment, performing the activity effectively and cost-effectively.
-A comprehensive and integrated vision of the commercial process in its technical, organizational and human aspects.
-Adapting to new work situations generated as a result of the changes produced by the emergence of new technologies related to their profession.
-Run a set of actions of polytechnic and/or polyfunctional content, autonomously within the framework of your profession's own techniques, under established methods.
-Maintain fluid relations with the members of the functional group in which it is integrated, collaborating in the achievement of the objectives assigned to the group, respecting the work of others, actively participating in the organization and development of collective tasks and cooperating in overcoming the difficulties that arise.
-Maintain effective communications in the development of their work and especially in commercial, sales and customer service operations, informing and requesting assistance to those who proceed when contingencies occur in the operation.
-Solve problems and make individual decisions, following established or established standards within the scope of their competence, consulting with their superiors the decision taken when the effects can be produce changes in the normal security, organization or economic conditions.
Requirements for autonomy in situations
work
To this technician, in the framework of the functions and objectives assigned by top-level technicians to his, will be required in the occupational fields concerned, usually the autonomy capabilities in:
Reception and control of the merchandise.
Merchandise in store valuation.
Clothing of the establishment posters.
The storefront mount.
Preparing for linear products.
Customer support.
Realization of collections and payments.
Administration and management of a small business establishment.
Sales of products.
2.1.3 Competition Units.
1. Organize and control product storage operations.
2. Perform the animation activities of the point of sale.
3. Perform the sales operations of products and/or services.
4. Manage and manage a small business establishment.
2.1.4 Professional Realizations and Domains.
Competition Unit 1: Organize and control product storage operations
REALIZATION CRITERIA
1.1 Monitor the receiving product, checking that it conforms to the contract conditions of the order. /-Possible defects in the quantity, expiry date, damage and losses are detected.
-It is managed with the technical department, if applicable, checking the technical characteristics of the product.
-Compare the albaran accompanying the product entries with the corresponding invoice and check on the prices, units, discounts, taxes and arithmetic operations.
1.2 Organize human and material resources in each product distribution operation in the warehouse, optimizing storage according to the instructions received. /Human and material resources are allocated to optimize the time of each internal distribution operation and ensure the physical state of the products.
-The precise instructions for the location of the products are given, according to established criteria, safety and hygiene standards, optimization of the available space and the necessary rotation of the products.
-Product handling criteria are established, in accordance with their safety and hygiene characteristics and standards.
-An itinerary is established that optimizes the times in the storage operations and facilitates the mobility in the handling of the products.
1.3 Rate the stored product in accordance with the
-The level of existence remains within the limits set.
-The calculations required to obtain the value of the products in the warehouse are performed, applying the established valuation criterion (PMP, LIFO, FIFO, and others).
-In the given periods, precise instructions are given to the appropriate equipment to perform the physical count of the stored product within the agreed period.
-The inventory is done in the appropriate format, either manually or informally, by correctly performing the required calculations and on the date set.
-The concordance between the warehouse chips and the physical count of the products is checked, detecting the possible deviations, making the appropriate corrections and/or transmitting, if necessary, the incidence originated.
-It is transmitted in time and forms the required information to the relevant departments.
1.4 Manage the shipment of the goods, using the packaging and means of transport established. /-It is proven that the merchandise in the warehouse covers the needs of the order, in terms of quality and quantity of the order.
It is verified that the conditioning of the goods is adapted to the established conditions.
-In preparation of the order the necessary instructions are given for:
The conditioning is done with the packaging set.
The order is available for delivery on the agreed date.
The place of placement of the labels on the packaging is the appropriate one and the information that must be recorded in the same easily identify the merchandise (sender, recipient, essential characteristics as dangerousness, frailty and others).
-It is verified that the merchandise issued is accompanied by the necessary documentation and that the data are correct.
-Instructions are given for the load operation on the means of transport by determining:
Merchandise to be moved and number of units.
Location in the storeroom.
Handling systems according to product characteristics, ensuring physical protection.
Placement in the means of transport according to the product, spaces, and delivery order at destination.
1.5 Control that the operation of the warehouse complies with established procedures and safety and hygiene regulations. /-The performance of the human equipment of the warehouse is monitored in each operation of reception, storage and dispatch of products, verifying the optimization of times and the application of the established procedures, according to the characteristics of the goods and the rules on safety and hygiene.
-It is found that the appropriate safety and hygiene measures have been applied at the site of the goods.
-It is verified that the storage state of the warehouse (physical space, furniture, tools, tools, anti-fire measures, etc.), is in accordance with the legal regulations of safety and hygiene.
-Any detected failure is transmitted, proposing, if necessary, corrective measures.
PROFESSIONAL DOMAIN
Information, documentation (nature, types and media): inventory of goods. Listing of holes in storage. ABC listing of goods. Order Orders. Entrance and exit albaranes. Invoices. Warehouse tabs. Safety and hygiene regulations. Guidelines established for the organization of the warehouse.
Information processing media: programs: user environments, management software, and warehouse control. Equipment: personal computers, local network posts and teleprocessing.
Processes, methods and procedures: organization and control of the reception, location of the goods in storage and dispatch of the orders. Methods of valuation and stock management. Inventory processing and warehouse records. Methods of placing and handling goods according to their technical characteristics.
Main results of the work: stored goods according to their technical characteristics and in place appropriate according to the safety and hygiene regulations. Dispatch and receipt of orders. Physical inventory. Inventory valued and updated.
Persons and/or organizations receiving the service: Head of purchase. Carriers. Production Departments. Commercial departments. Companies supplying packaging and packaging. Customers and suppliers.
Competition Unit 2: Performing point-of-sale animation activities
REALIZATION CRITERIA
2.1 Mount the previously defined storefront, transmitting the desired image of the establishment and respecting the specific security rules. /-The image to be transmitted and the parameters that determine the defined storefront are identified:
Dimension.
Elements that compose it (products and types of composition materials).
Distribution.
Mounting periods.
Security rules.
Installation of lighting.
Volumes.
The storefront assembly is organized by determining:
Tools to be used.
Phases of execution according to the time set.
Sourcing and preparation of materials.
The precise installations.
-In the execution of the assembly are arranged, mixed, manipulated and transformed the materials with skill taking into account technical color, physical characteristics of the products and materials, and the safety regulations for achieve the desired effect.
-The storefronts are modified periodically, changing the products and other components thereof, according to the specifications received.
-In small establishments the window is defined which is to be mounted according to the type of client whose attention is to be captured, strengthening the article/s with suitable decorative elements and remarking the differences of the offer of the establishment in respect of the competition.
2.2 Prepare the linear products by optimizing spaces, seeking the complementarity of the articles and facilitating the option of purchase. /-Linear are distributed by product families, according to the planning established by the company, depending on its use and current regulations.
-The layout of the products within the linear is performed vertically or horizontally, following criteria of
-In the furniture of the point of sale the different products are placed, taking into account the number of faces so that it is perfectly visible by the customer from different angles.
-Products are replenished in the sections at the time it is observed that they are reaching the break limit of
-Products to which you want to give higher output, according to the established sales plans, are located at the height of the eyes facilitating the purchase decision.
-Consumer-purpose products are located in the area near the ground.
-Security and hygiene measures are observed in product linear.
2.3 Keep the information up to date to properly target the customer at the point of sale, by preparing and locating the establishment's billboard and product labels according to the procedures and objectives (i) /-The precise posters (prices, promotions, sections and others) are made using the most appropriate techniques of labelling (typeface, writing techniques) and/or handling of autoedit software.
-The precise circulation senses within the establishment are marked, according to received instructions, using techniques and principles of
-Shape, color, texture, and typeface are correctly combined to achieve the best contrast and harmony in the posters and easy reading at an appropriate distance.
-In the performance of the promotional billboard, the sections and products in promotion are clearly and accurately expressed.
-Labels are placed in a secure and visible position that provides access to the information they provide.
-The labeling process is carried out by classifying and manipulating the products according to their characteristics and preventing damage to the products.
-The elaboration of product labels is performed based on the information that you want to provide (price, supplier, relevant features).
-Price tags are kept up-to-date at all times by checking product offerings and tagging again, if necessary.
2.4 Heat
to increase sales volume. /-The precise islands are placed, in order to attract the customer's attention to the products in offer and promotion.
-The necessary base areas are located to force the buyer's travel through much of the establishment.
-Accurate visual indicators are placed that point to the customer where the promotional areas are located.
-The necessary specific promotional actions are organized, according to the specifications received (demonstrations of operation and use of products, tastings, centers of attention and animation), informing of promotions, articles and opportunities.
PROFESSIONAL DOMAIN
Information, documentation (nature, types and media): establishment plans. Safety standards at work. DDP reports (
Media for the processing of information: programs: user environments, graphical applications, and self-publishing. Equipment: personal computers, local network posts and teleprocessing.
Materials, tools and equipment: materials and elements of decoration and production of storefronts. Materials and tools for marking and making posters. Useful and equipment for the preparation of linear. Elements of PLV (advertising at the place of sale) of the manufacturer or of the manufacturer. Labels and materials for labelling.
Processes, methods and procedures: Standard procedures in large establishments on product distribution, replacement and labelling. Window assembly. Poster-making. Physical and psychological methods for .
Top Job Results: storefront. Cartelistica at the point of sale. Tags. Product promotion.
People and/or target organizations of the service:
Competition Unit 3: Perform sales operations for products and/or services
REALIZATION CRITERIA
3.1 To tender to the customer in the application for products and/or services, meeting their needs, and taking into account the plans of action and sales objectives of the commercial establishment. /-Customer needs are identified to determine the products or services that can satisfy them.
-The customer type is identified according to observable characteristics (population segment, behavior, questions raised, and others) to apply the appropriate selling techniques to it.
-When accurate, necessary and updated information about the particular product or service is obtained.
-Customer is clearly and accurately advised about products that can meet their needs (uses, features, price), providing information in an orderly and timely manner and preparing, if applicable, a practical demonstration of uses and management.
-The location and the section where the products are located are promptly identified to avoid dead time in customer care.
Customer care is taken within a period that does not impair the functioning of the business establishment or the established sales objectives.
-The personal aspect is taken care of and the way to express yourself in the customer contact is correct and kind, so that good future business relationships are promoted.
-The product purchased is pre-packaged with a material suitable for its characteristics in such a way as to ensure its physical protection.
-Product packaging is done quickly and efficiently, taking into account aesthetics and style and conveying the image the establishment wants to give to the customer.
-In the after-sales service the maintenance of the clientele is pursued through diligent and courteous treatment.
-When the type of client or operation to be performed exceeds the assigned responsibility, the hierarchical superior is used promptly.
3.2 Determine the lines of commercial performance in the sale, adjusting the action plan defined by the company to the specific characteristics of each customer. /-The parameters affecting the commercial performance are identified:
Company and market (picture of the dam, volume of sales, rules of action, commercial objectives, product position in the market ...).
Product or service characteristics (materials that the product is made of, features of the service, brand, presentation, uses, prices, security, duration).
-The characteristics of the actual and potential customer portfolio (age, purchase potential, orders placed, orders pending closure, and others) are identified to detect strengths and weaknesses and establish lines of action with each client.
-A own sales plan is developed taking into account the identified commercial parameters and according to the objectives set by the organization, detailing:
Planning of visits (routes, frequencies, number, etc.).
Sales and argumentative goals for each customer.
Extending the client portfolio.
Conditions offered and trading margins.
Take Action Limits.
3.3 Obtain the order signature using the appropriate closing techniques within the sales performance margins established by the company. /-The phase of the negotiation is identified by determining the appropriate time to address the closure and the appropriate strategy to the type of client (aspects to be developed, optimal time of the interview, expected objections).
-The interview with the client is directed according to the established strategy reacting promptly to any unanticipated incident.
-It facilitates the purchase of the customer creating a welcoming and positive atmosphere and acting in an educated and friendly way.
-The objections raised by the customers are properly resolved based on the developed
In the negotiation process, the different aspects of the operation are being closed within the established margins until the order is signed.
-Conditions governing the purchase and sale contract are set out
e, preparing the corresponding document according to the current regulations and the criteria established by the company.
3.4 In the framework of its liability, the claims submitted by the clients, according to the criteria and procedures established by the company. /-A positive attitude is taken in the face of the complaint or incident presented by the client accepting the responsibility that corresponds in each case.
-The nature of the claim is identified, correctly completing the documentation required in accordance with the established procedure and informing the client of the process to be followed.
-In the face of unjustified complaints or incidents of the client, a safe posture is adopted showing education and presenting reasons for reaching agreement with the client and, if appropriate, the criteria established by the organisation.
-The complaint or incident is collected and channeled as a source of information for further analysis.
-When the information or contingency exceeds the assigned responsibility, it is transmitted to the hierarchical superior promptly.
3.5 Carry out and control payment and payment transactions in currency, cheques and credit cards, both domestic and foreign, ensuring their reliability and accuracy. /-The box is maintained under the appropriate conditions of use and handling.
-When required, price codes for sold items are introduced into the box quickly and safely.
-Price codes are kept up to date by applying the established procedures.
-If applicable, the correct completion of checks is verified in accordance with the current legislation and the checks that validate the credit cards used as a means of payment are carried out.
-The payment or payment transaction is terminated with the delivery of the correct change and by providing or requesting the proof of purchase or sale.
-The appropriate place for the placement of money, checks and credit documents is determined.
-The operation is performed with kindness, correction and clarity, indicating the amount verbally.
-The calculations required to effect foreign currency exchange are performed correctly.
-Equipment and cash terminals are used with dexterity and reliability in the performance of collections and payments.
-The box is checked and closed, detecting possible deviations with the records performed and the information and the vouchers are provided to the person responsible for accounting.
PROFESSIONAL DOMAIN
Information, documentation (nature, types, media): product or service catalogs. List of prices and offers. Customer tokens. Albaranes. Technical service notes, invoices. Specialized orders and journals; general and commercial information of the company. Technical information of the product. Information about the sector and the setting of the establishment.
Materials, tools and equipment: Product samples. Advertising posters. Exhibitors. Brochures. Recording machines. Terminal charged credit cards. Point of sale terminals. Calculator.
Processes, methods, and procedures: Application of sales techniques. Closing of the sale.
Customer support. Drawing up own commercial action plans for sale. Cash management.
Top job results: product or service sales. Contract of sale. Cash operations.
Persons and/or organizations to whom the service is addressed: clients. Vendors. Commercial director. Administrative staff. Head of sales team. Responsible for the establishment and/or section.
Competition Unit 4: Manage and manage a small business establishment
REALIZATION CRITERIA
4.1 Get and value the information needed for the implementation of a small business establishment, applying the appropriate procedures. /-The variables and parameters that affect the selection of the activity and location of a commercial establishment are identified.
-More reliable sources of information are identified and selected that provide the data needed for decision making.
-The necessary steps are taken to obtain the information and, if necessary, the data collection technique that provides the most reliable and representative information is applied.
-The information obtained is processed, applying the appropriate methods, so that the data perfectly organized for the decision-making remains.
-The activity, location, and objectives are determined, which are deduced as appropriate through the analysis of the information.
4.2 Determine the organization of the commercial establishment and the resources necessary for the optimal functioning, in relation to the objectives established. /-The most appropriate legal form of enterprise is selected for the available resources, objectives and the characteristics of the activity.
-The composition of the necessary human resources is determined, depending on the functions to be carried out in the activity of the commercial establishment and objectives.
-The composition and optimal investment in fixed assets are determined, in accordance with the objectives and financial resources available.
-The most suitable physical location for the type of establishment is determined, based on the analysis of the parameters that condition the selection.
-An expense and revenue budget is prepared, according to the demand forecasts.
-The possibility of subsidies and/or aid to the company or the activity, offered by the different Public Administrations, is valued.
-The most appropriate source of funding is selected for the expected needs, based on the analysis of the information provided by the credit institutions and carrying out the appropriate calculations.
-The organizational structure of the establishment is determined, setting the functions and activities to be developed to achieve the intended objectives.
-In the recruitment of personnel, the current legislation and the collective agreement of the sector apply.
-The current and most common forms of procurement in the sector are identified.
-The recruitment mode of the most suitable staff is determined on the basis of the intended objectives.
4.3 Manage the establishment and implementation of the commercial establishment, complying with the current legislation. /-The regulations governing the establishment and implementation of a small business establishment are identified and the necessary documentation and formalities are established.
-The official bodies that process the documents for the constitution and implementation are identified.
-The necessary steps are taken to obtain the documentation required by the current legislation.
-The necessary procedures are carried out, in time and form, before the public bodies for the initiation of the activity, in accordance with the legal requirements.
4.4 To carry out the administrative procedures generated in the development of commercial activity, in accordance with current legislation. /-A documentary file is produced, recording entries and outputs, applying criteria for the organization of the information.
-The tax calendar and taxes that affect activity and income are identified.
-Orders, albarans and invoices are prepared in the appropriate format, making the appropriate calculations.
-The business legislation that regulates payment documents is identified.
Payment business documents are completed with the exact data and applying the current legislation.
-The data that contains the payroll and the Social Security contribution documents is checked to be correct.
-Job legal obligations are identified in time and form.
High and low labor.
Payrolls.
Social Insurance.
-The legislation that regulates the requirements to be met by the documentation and printed in the business operations is identified.
-The documentation and data required for the time and form of legally required tax settlements are identified.
-Simple tax settlements are carried out correctly, applying the current legislation.
-Credit institutions are established with the appropriate conditions governing the use of electronic means of payment, bank address, credit lines and effects discount.
4.5 Negotiating with suppliers the most advantageous conditions of purchase, using the appropriate techniques. /-The commercial regulation of sales contracts is identified.
-Offers from different suppliers are obtained, through the appropriate procedure to perform a detailed analysis of the conditions offered.
-Optimal purchasing conditions are identified from the intended objectives, valuing the supplier's offer and determining acceptable trading margins.
-The calculations required for obtaining the price to be negotiated are performed.
-In the negotiation process, a flexible and positive attitude towards the agreements is adopted, taking into account the objectives envisaged.
-In the concretion of the conditions of purchase, the trading techniques are applied, taking into account the established margins.
4.6 Manage advertising actions that support business objectives and optimize development in activity. /-The objective of the advertising action is determined.
-Information about the main features (cost, geographic reach, audience, and other) of the media to be used in each advertising media is obtained.
-The cost of adopting a particular advertising form (commercial or brand ads, publishing, texts, luminaires, posters, brochures, others) in different types of support is calculated.
-The appropriate procedures for hiring the selected advertising action are performed.
-The profitability that the execution of the advertising action has assumed by applying appropriate methods is calculated.
PROFESSIONAL DOMAIN
Information, documentation (nature, types and media): market studies. Catalogues, specialized journals. Official economic yearbooks. Polls. Information on sectors. Trade and labour law. Administrative documentation. Official printed. Information on foreign funding. Information on advertising media.
Media for the processing of information: equipment: personal computers, local network and teleprocessing stations. Programs: User environments, spreadsheets, databases, text processors, administrative and commercial management.
Processes, methods and procedures: market study. Employment recruitment. Setting up and starting up of companies. Administrative processes. Negotiation procedures.
Main results of the work: documentary basis with information about the market (sectors, products and other) and commercial variables. Establishment and implementation of a small commercial establishment. Administrative documentation. Sales of products.
Persons and/or organizations to whom the service is addressed: suppliers. Customers. Gestories. Financial institutions. Official bodies. Commercial agencies.
2.2 Evolution of professional competence.
2.2.1 Changes in technological, organizational and economic factors.
The changes in the current society-the composition of the population, the socio-cultural environment, purchasing power, etc.-mean variations in consumption habits and, therefore, in the trade sector. These changes are directed towards a reduction in the number of small commercial enterprises, whose potential loss of workers will be offset by job creation on large areas and specialised shops.
The concept of
acquires ever greater importance, which involves the integration of leisure in commerce as a marketing technique to attract consumers. This requires a process of adaptation of the sector which, together with the extension of trade hours, are negative factors for small trade against large areas.
In relation to the incorporation of technological innovations, they stand out:
The expansion of the various bar codes for product encoding.
The development of telephone marketing.
The expansion of plastic money and the use of EDI (Electronic Data Exchange) computer systems.
The profusion of the electronic reading systems, among which the scanner stands out, among the outlets of the power branch.
The increase in the penetration of the point of sale terminals, both in the wholesale and retail trade.
The application of new work procedures in the warehouses (use of robots for loading and unloading, packaging or sealing of boxes ...), has led to changes in its organizational structures.
The rationalization of the cost structure favors the flourishing of commercial agencies as intermediaries that provide their services of distribution and marketing of products or services.
2.2.2 Changes in professional activities.
The greatest strength the sales areas acquire will lead to:
An increase in the demand for certain professions in the field of escape, leading to the emergence of companies specializing in the supply of these services for commercial companies.
A higher assessment of customer support activities.
That the retailers will be required by the specialized stores and by the large areas, so that this evolution will not be realized at the expense of the traditional trade, but in addition to it.
2.2.3 Changes in training.
The use of new technologies in the commerce sector, such as EDI, plastic money, scanner, point of sale terminals, etc., represent changes in the traditional mechanisms used in commercial activity and demand, by (i) the training conversion.
The emergence of new procedures and methods of storage and the use of advanced systems in the operation and management of warehouses, justifies the formation in methods of organization and advanced systems of handling stocks in the case of large areas.
The influence of consumer behavior at the point of sale, leads to the increasing need for the study of consumer psychology that will guide the design actions of storefronts, posters, product placement, etc., in short, a growing increase in the training of
The small trader, one of the most characteristic figures in the sector, is in the process of transformation towards a higher qualification, demanding, in addition to greater knowledge of the entire commercial process and the products, training in financial, organisational and image aspects.
The areas of computer science and languages are justified by their basic instrumental character and by the particular commercial relations and great importance of tourism in our country.
2.3 Position in the production process.
2.3.1 Professional and work environment.
This figure will be able to exercise its activity in the commerce sector in the areas of marketing and storage.
In small business establishments, you can exercise your self-employed activity as a merchant that establishes a family-owned business and with few employees.
In medium or large commercial establishments, you will be employed in the different commercial sections.
The main sub-sectors in which it can play its part are: industrial companies (commercial department, warehouse), wholesale trade, retail trade, integrated trade, associated trade and agencies. trade.
2.3.2 Functional and technological environment.
This professional figure is mainly located in the functions of: storage-distribution, sales, attention to the public and customers, and animation of the commercial establishment.
Technology techniques and knowledge cover the field of sale, warehouse and administration and are linked to:
Product storage processes:
Organization methods and stock manipulation procedure. Techniques for controlling the storage of products.
Marketing Processes:
Techniques of
Administrative management processes:
Processing of administrative documentation, processing of documents (invoices, invoices, checks).
Knowledge of: safety and hygiene regulations at work. Inventory making. Stock valuation. Selling techniques. Administrative-accounting techniques.
Occupations, most relevant type jobs:
For the purposes of professional guidance, the following are the occupations and jobs that could be performed by acquiring the professional competence defined in the profile of the title:
Merchant, replacement employee, general dependent and ex officio, store manager, technical vendor, trade representative, cash manager, customer care employee, storekeeper, commercial agency employee.
3. Minimum teachings
3.1 General objectives of the training cycle.
Apply a warehouse organization processes, identifying fundamental operations, appropriate work procedures, machinery and tools, interpreting and applying in the management of their operation safety and hygiene.
Apply the techniques of
Use sales techniques oriented to the processes of negotiation and customer service, identifying specific business needs, providing friendly treatment and applying psychological methods and operating with appropriate equipment to the operation to be performed.
Perform business calculation operations necessary for the preparation, completion and recording of information from the administrative management.
Develop basic management processes for a small business establishment, drawing up administrative and commercial documentation derived from the development of the activity, defining operating procedures.
Interpret and apply the commercial terminology used in the sector, associated with equipment and material, as well as the specific actions that are usually performed.
Operate with computer programs in performing administrative management tasks of a small business establishment, warehouse management and billboard at the point of sale.
Interpret commercial information in a given language and express itself correctly in trade situations.
Use communication techniques in business relationships and in the working environment to transmit and/or receive information and resolve conflicting situations that may arise in the development of the activity.
Interpret the legal, economic and organizational framework that regulates and conditions commercial activity, identifying the rights and obligations arising from industrial relations, acquiring the capacity to follow the procedures and to act effectively on the anomalies that may be present in the anomalies.
Use and search for information and training channels related to the exercise of the profession that enable knowledge and insertion in trade and the evolution and adaptation of their professional skills to the technological and organisational changes in the sector.
3.2 Professional modules associated with a competition unit.
Professional Module 1: Storage Operations
Associated with Competition Unit 1: Organize and Control Product Storage Operations
TERMINAL CAPABILITIES/ASSESSMENT CRITERIA
1.1 Apply internal organization methods and stock manipulation procedures in the warehouse. /-Describe the relationships and flows of information generated between the warehouse and the other departments of type companies.
-To distinguish the different types of common stock in production, commercial and service companies.
-Interpret the regulations applicable to the handling of type products and deduce their implications in the organization of the warehouse.
-Describe the basic technical characteristics and performance of the internal transport and handling equipment used in storage operations.
-Relate the means of handling with type products, justifying this relationship according to the physical and technical characteristics of both.
-Analyze different types of warehouse organization and explain the advantages and disadvantages of each of them based on product localization time, storage costs, warehouse mobility, and features of the product.
-In a scenario where the characteristics of a warehouse, the available human and material resources, and the types of products stored in an internal distribution operation are provided, deduce:
The allocation of human and material resources.
The spatial organization of the warehouse, determining the location of each product type.
Internal Shipment Itineraries for products that optimize storage times.
1.2 Apply stock control and valuation methods and inventory processing procedures, in accordance with current legislation. /-Explain the administrative procedures relating to the reception, storage, internal distribution and dispatch of stocks, specifying the function and the formal requirements of the documents generated.
-Precise the concepts of
-Precise the purchase price and production cost concepts and their function as stock valuation accounting standards.
-Analyze the various methods of stock valuation and their implications for the estimation of the cost value of the products sold and the final stock, specifying those accepted by the accounting rules.
-Describe and characterize the different types of inventories and explain the purpose of each of them.
-Explain the most commonly used stock classification criteria.
-In a scenario where information is provided conveniently characterized by stock movements in a simulated warehouse:
Specify the information to be included by the albarans and invoices for the received stocks.
Draw up the delivery notes and delivery notes for the stocks issued.
Record initial stock and successive receipts and shipments of products in warehouse tokens.
Value stocks by applying different valuation methods accepted by accounting rules.
Compare the results obtained from the application of the different valuation methods.
Make stock inventory by choosing the most appropriate method.
1.3 Relating packaging, labels and means of transport with the typology of products and destinations. /-Interpret the regulations governing the packaging and labelling of products.
Enumerate the different means of transport and describe advantages and disadvantages.
-Describe the characteristics of the types of packaging most used and relate them to the physical and technical characteristics of type products.
-Describe the information that collects the most commonly used types of labeling and relate it to type products.
-In practical cases where information is provided conveniently characterized by the issue of goods:
Identify the applicable packaging and labeling regulations in each case.
Identify packaging that is most suitable for the characteristics of the goods and means of transport.
Specify the location of the label on the merchandise and the information to include.
Propose the distribution of the goods in the means of transport according to their physical characteristics and the points of destination.
1.4 Interpreting the applicable safety and hygiene regulations for different types of warehouses and products. /-Describe the general security measures to be collected by any warehouse in accordance with the regulations.
-Given different types of warehouses and products, conveniently characterized, to describe the applicable regulations in each case, to the preservation of products, conditioning of the warehouse and prevention of accidents and accidents.
1.5 Use warehouse management computing applications. /-Install the applications according to the established specifications.
-Analyze the fundamental functions and procedures of installed applications.
-In a scenario where information is provided conveniently characterized by stock movement in a simulated warehouse:
Define application parameter files based on the proposed data.
Perform high, low, and modifications to product, vendor, and customer files.
Register the inventory entries and exits, updating the corresponding files.
Prepare, archive, and print the resulting store tabs.
Prepare, archive, and print the stock inventory valued.
BASIC CONTENTS (duration 75 hours)
Storage and internal product distribution:
Storage systems: advantages and disadvantages.
Classification of products.
Load or merchandise handling procedures.
Calculation of storage and handling costs.
Resource needs and internal organization.
Physical layout of different store types.
Managing
Classification criteria for
Analysis of stock turnover.
Stock valuation methods.
Elaboration of warehouse tokens.
Inventories.
Shipment of goods:
Means of transport.
The packaging and labeling.
Process of preparing an order.
Security and hygiene regulations in the warehouse:
Application of the rules according to the type of warehouse and goods.
Regulations governing the prevention of accidents in the warehouse.
Warehouse management computing applications.
Professional Module 2: Selling Point Animation
Associated with Competition Unit 2: Performing point-of-sale animation activities
TERMINAL CAPABILITIES/ASSESSMENT CRITERIA
2.1 Apply the techniques of window dressing based on previously defined technical, commercial and aesthetic objectives. /-Describe the essential elements, materials and installations that make up a showcase.
-Explain the psychological effects on the consumer that produce the different techniques of window dressing used.
-Explain the functions of window dressing techniques with respect to the composition of the storefront and the enhancement of articles.
-Describe the different visual effects pursued with different color and light combinations.
-Explain the effects that the application of the different techniques of window dressing produces on the consumer.
-From the layout of a defined storefront:
Interpret the goals you pursue.
Select the materials.
Organize the execution.
Perform composition and assembly, applying window dressing techniques.
-From the characterization of a commercial establishment, a potential clientele and desired effects:
Determine the specific window-dressing techniques to apply in the storefront design.
Define the storefront composition and assembly criteria.
Define the selection criteria for the materials.
Designing the storefront that meets the defined goals, applying the appropriate screening methods and the precise techniques.
2.2 Apply labeling techniques in the realization of different types of posters for commercial establishments, using the appropriate materials and equipment. /-Identify and relate the different families of letters with the effects they produce.
-To carry out different posters from the characterization of an establishment and the messages to be transmitted, applying the techniques of labeling and combining different materials that achieve the harmonization between shape, texture and colour.
-Use computer editing programs in the production of posters based on the characterization of an establishment and the messages that are to be transmitted.
2.3 Define solutions for heating a "cold zone" of sale in different types of commercial establishments. /-Describe different types of consumer behaviors and habits at the point of sale.
-Explain the concept of
-Specify the different methods and procedures for heating a
, pointing out the effect each of them produces on the consumer.
-From a practical assumption in which a commercial establishment is conveniently characterized:
Distinguish
Propose a method to heat the
and explain the expected effect.
2.4 Apply linear organization and preparation procedures based on commercial criteria, space optimization, and product complementarity. /-Explain the effect that different modes of product placement in linear produce in the consumer.
-Classify products in families by observing the current regulations.
-Identify the physical and commercial parameters that determine the placement of the products at the different levels, areas of the linear and position.
-In a convenient case, it is conveniently characterized in that information about the rotation of the products is provided in the linear of a commercial establishment:
Estimate the right time to perform the product replacement on the linear, avoiding
-Given certain products and a linear:
Organize the distribution and placement of the products in the same, applying
BASIC CONTENTS (duration 105 hours)
Point of Sale Organization:
Spaces at the point of sale.
Human and material resources at the point of sale.
Customer behavior at point of sale.
Managing the expositive area:
Determination of the minimum linear.
Distribution of Item Families in the Linear.
Vertical and horizontal implementation of products.
Storefront:
The psychological and sociological effects of the storefront on the consumer.
Window Dressing Techniques.
Elements and materials in a storefront.
Design of storefronts.
Organization of the execution of a defined storefront.
Security regulations in the mount of a storefront.
Cartelistic at point of sale:
Types of letters.
Tag Out Techniques.
Main types of posters.
Graphic and self-publishing applications.
Promotion at point of sale:
Hot spots and cold spots in the commercial establishment.
Physical and psychological methods for heating cold spots.
Advertising at the place of sale (P.L.V.).
Professional module 3: sales operations
Associated with Competition Unit 3: Perform Product and/or Service Sales Operations
TERMINAL CAPABILITIES/ASSESSMENT CRITERIA
3.1 Analyze and apply appropriate techniques in the sale of products and services. /-Describe the fundamental phases of a sales process in type situations.
-Interpret the parameters that determine the typology of the client.
-Precise the variables involved in customer behavior, distinguishing between consumers by impulse and rational buyers.
-Describe the basic attitude and behavior spaces that a seller should develop in business relationships.
-Explain the basic business relationship start techniques based on the type of customer.
-Explain the basic selling techniques to capture attention and awaken interest based on the type of customer.
-Explain the basic conditions of negotiation of conditions and closing of the sale according to the type of customer.
-Describe the influence of knowledge of the product or service characteristics in different types of sales.
-In the simulation of an interview with a supposed customer, and from information conveniently characterized:
Identify the customer's typology and purchase needs, asking the appropriate questions.
Clearly describe the product characteristics, highlighting their advantages and their suitability for the client's needs.
Maintain a correct attitude that makes the purchase decision easier.
Properly rebar objections based on the type of customer.
Use the appropriate selling techniques in each phase of the interview.
Critically assess the performance developed.
3.2 Schedule the sales performance from defined commercial parameters. /-Interpret the basic parameters involved in a sales plan.
-Identify the relevant information about the client portfolio for the sales performance programming.
-Describe the basic phases in the programming of sales performances.
-Describe the characteristics of a sales argument, specifying its function.
-From information conveniently characterized by sales objectives, customer portfolio, and company and product characteristics, perform a sales action programming that includes:
Number and frequency of visits.
Routes that optimize time and cost.
Lines and margins of action to achieve the objectives.
Sales Argument.
3.3 Apply business methods of customer support in defined sales processes. /-From a given product and a defined image, select and perform the packaging and packaging appropriate to the physical characteristics of the product and the image that is to be transmitted. -Define the parameters that characterize the appropriate attention to a client.
-Describe the most commonly used methods in the quality control of the after-sales service.
-Explain the significance and importance of the after-sales service in the business process.
-Define the most commonly used communication techniques in situations of public attention and in the mediation of complaints.
-Classify and characterize the different stages of a communicative process by contextualizing them in situations of customer care.
-From simulation of a situation of care to a customer.
Identify the elements of the communication and analyze the behavior of the client.
Adapt your attitude and your speech to the situation you are part of.
Control clarity and accuracy in the transmission of information.
-From an alleged request for information to a particular agency or department.
Draw up the document to ensure that the body is properly treated and that it is clearly and concisely worded according to its purpose.
-In an alleged telephone conversation with a client:
Identify and identify the caller by observing the proper protocol rules.
Adapt your attitude and conversation to the situation you are part of.
Favor communication with the use of appropriate techniques and attitudes to the development of communication.
-Given a particular topic to expose:
To express it orally in front of a group or in a communication relationship in which two interlocutors are involved.
3.4 Confecting the basic documents derived from the performance of the sale, applying the current regulations and according to defined objectives. /-Identify and interpret the commercial law applicable to contracts of sale.
-On the basis of conditions agreed upon in the sale of a product or service, the contract of sale shall be drawn up to formalize the execution of the operation in accordance with the applicable regulations.
-Given the characterization of a product or service, a commercial objective, and base sales conditions prefixed by the address:
Make the offer that will be presented to a customer.
-Given historical data that characterizes clients and defined sales actions:
Make statistics that group data into a document that involves easy interpretation and query.
3.5 Perform calculations derived from defined sales operations, applying the appropriate trading formulas. /-Define the formula of simple interest, commercial and rational discount.
-Define the concept of currency and the concept of change.
-Describe the variables involved in the sales price formation.
In a scenario where a sale is characterized, with payment deferment and special conditions in the agreed process:
Calculate the final price of the operation, applying the appropriate formula.
Interpret the result.
-Given data on the listing of a foreign currency in the foreign exchange market:
Calculate the equivalent value in national currency.
-In a practical scenario that quantifies the different types of cost that have been involved in obtaining a product, percentage of expected commercial margin, percentage of discount possible according to the conditions of payment and rates that tax the operation, calculate:
Total sale price.
Discounts based on the different payment options described.
-In a scenario where information is provided conveniently characterized by financial and economic operations in a simulated commercial establishment:
Calculate the sales price by applying the proposed commercial margin.
Calculate the proposed sales amount, applying the corresponding discounts, bonuses, and VAT.
Calculate the interest generated from the deferral of the collection of the sales made.
Calculate the discounts and commissions corresponding to the proposed trading of commercial effects.
3.6 Handle the point of sale terminal (POS) and electronic means of payment in such a way that charges and simulated payments of a given commercial activity are recorded. /-List and explain the different types of commercial coding.
-List and explain the functions of the TPV keyboard.
-Simulate the different types of charges and payments of goods that can be made in a day in a supposed commercial establishment, using correctly a given TPV and electronic means of payment.
-Citar and describe technological innovations associated with a TPV and electronic means of payment that exist in the current commercial activity and explain the process to be followed in its use.
BASIC CONTENTS (duration: 105 hours)
Basic aspects of the sale:
The needs and tastes of the customer.
Variables that condition or determine the customer's consumer interests.
Motivation, frustration and defense mechanisms.
Maslow's theory.
The seller:
Qualities a good seller must gather.
Skills for sale and development.
Relationships with clients.
Essential characteristics of the products and/or services a seller must know.
Communication:
Stages of the communication process.
Written communication.
Communication and written expression rules.
Communication Models.
Oral communication.
Technical reception and transmission of oral messages.
Media and communication equipment and oral information transmission.
Evolution of communication systems.
Sales Techniques:
Phases of the sale.
Schedule of the negotiation.
Sales practices appropriate to the customer type.
Technical to challenge objections.
The closing of the sale.
Elaboration of the sales contract:
Clause.
Regulations governing the purchase and sale contracts.
Making the document.
Presentation and demonstration of a product and/or service:
Points to be highlighted in the presentation or demonstration.
Process and methods of packaging.
Application Techniques.
The organization of the sale:
Sales department structure/structure.
Planning for sales visits.
Treatment of derived commercial information.
Commercial calculation application on sale:
Simple interest.
Calculation of prices.
Foreign exchange.
Point-of-Sale (POS) Terminal:
Electronic payment means. The electronic transfer of funds.
EAN code and/or bar code.
The most common concept and terminal types.
Use and handling of cash registers and POS.
Professional module 4: managing and managing a small business establishment
Associated with Competition Unit 4: Manage and Manage a Small Business Establishment
TERMINAL CAPABILITIES/ASSESSMENT CRITERIA
4.1 Apply the appropriate procedures for obtaining the relevant information in the study of the implementation of a small business establishment. /-Identify the fundamental economic and commercial variables to be considered for determining the activity, dimension, location and functional organization of a small business establishment, specifying the sources they provide relevant information in this respect.
-List the public and private bodies supporting the development of the business of commercial establishments, identifying their specific function.
-Explain the concept of primary, direct and indirect secondary source and define procedures for obtaining information from them.
-On the basis of a convenient scenario, where a certain information is required for the prospecting of a particular market:
Identify secondary information sources and access procedures to them.
Select the secondary information source that can provide the most reliable value of the defined variables.
Make a format for data collection that is tailored to information needs.
-From properly characterized data relating to economic and commercial magnitudes of a given sector:
Apply the statistics that supply information about the situation in each market.
Interpret and analyze statistically the results obtained, deducing conclusions.
Apply the appropriate software.
-Given a clearly characterized market segment and a commercial objective:
Define the representative sample of the defined market segment.
Designing a survey to collect key data for the study.
Use appropriate computer applications.
4.2 Analyze the procedures for the establishment and implementation of a small commercial establishment, in accordance with current legislation. /-To distinguish the different legal forms of company, identifying in each case the degree of responsibility and the minimum legal requirements for its constitution.
-Describe the formalities required by the legislation in force for the constitution and establishment of a company, specifying the required documents, the bodies in which they are dealt with and the form and time required.
-Interpret the specific legislation regulating the activity of small business establishments in certain sectors.
From a practical assumption of constitution and start up of a small commercial establishment conveniently characterized:
Identify and interpret the applicable law applicable to the defined assumption.
Identify the official bodies that deal with the required documentation.
Properly complete the required documentation and describe the processing process for it.
4.3 To analyze the heritage elements necessary for the development of the activity of a small commercial establishment. /-Precise the differences between investment, expenditure and payment and between income and recovery.
-Define the concepts of assets, liabilities payable and net, specifying their fundamental relationship.
-Identify the fundamental needs of investment in fixed assets in small commercial establishments.
-Deduct advantages and disadvantages of self-financing in a small business establishment.
-Identify the most common sources and forms of foreign financing for the development of the activity of a small business establishment.
Interpret the information provided by the most commonly used economic-financial ratios in the valuation of the assets situation of small business establishments.
-Explain the basic business cycle of a small business establishment, establishing the right relationship between purchases, sales, payments, and collections flows.
-From the most conveniently characterized financial ratios of a particular sector in small business establishments:
Deduct the composition and the appropriate proportion of the heritage elements in this type of commercial establishment.
4.4 Interpreting existing labour law and collective agreements in certain sectors of trade activity, defining the implications for the management of industrial relations. /-Describe the basic characteristics of the different types of employment contracts, identifying their requirements, duration, day, formalities of formalization and grants and exemptions, if any.
-Precise the labor variables that regulate the collective agreement of the sector.
-Define the employment obligations of an autonomous employer, identifying documents and procedures required, procedures and deadlines.
-Explain and/or identify paperwork, documents, and time-limits for:
The company's enrollment in Social Security.
Affiliation of workers to Social Security, high, low, and data variation.
Statement-Settlement of Company and Workers ' Contributions to Social Security.
-Define the basic salary concepts that make up a type payroll.
-Explain and/or identify the formalities, documents and deadlines relating to the declaration-settlement of the deductions made to the workers on account of the IRPF.
4.5 To analyze the basic administrative procedures related to the management of a commercial establishment and to interpret and/or elaborate the generated documentation. /-Identify and characterize the basic business documents generated in the commercial activity of a small business establishment, distinguishing their function and the legal requirements they must meet.
-Identify the basic legal requirements for purchase and sale contracts for real estate.
-Describe the phases of the accounting process of economic and financial information.
-Describe the relevant parameters that should be considered in the selection of supplier offers and which are subject to negotiation.
-Interpret and describe the fundamental valuation rules defined by the General Accounting Plan for:
The immobilized.
Stocks.
The purchases and expenses.
Sales and revenue.
-Interpret and describe the fundamental information provided by the situation balance and the result count.
-From conveniently characterized sales operations, properly elaborate:
The order notes.
Albarans and invoices.
The letters of change.
Receipts.
The checks.
using the appropriate documentary models.
From a convenient scenario that is characterized by the liquidation of a current account or savings account, correctly performing the calculations, applying a method commonly used in banking practice.
-Explain the procedure that follows in the settlement of current and savings accounts, the management of collection and discount of commercial effects, the granting and amortization of loans and the bank lines of credit.
4.6 To estimate the tax obligations arising from the operation of a small business establishment, in accordance with current regulations. /-Describe the characteristics of indirect taxes that affect the company's traffic and direct taxes on profits.
-Precise the tax calendar for individual and collective enterprises.
-Explain the tax regimes of VAT and the taxable persons to whom it applies.
-Describe the declaration-settlement procedures of the:
IAE.
VAT.
IRPF.
Company tax for a small company.
-Describe the type of liability incurred for non-compliance with tax obligations.
BASIC CONTENTS (duration: 75 hours)
The company and its environment:
Legal-economic concept of enterprise.
Defining the activity.
Organizational and functional structure.
Location, location, and legal dimension of the enterprise.
Regulation applicable to internal trade and consumption.
Institutions responsible for internal trade.
Commercial Distribution Structures:
Internal trade and trade structures.
Associations and integration.
New distribution development.
Market research in the implementation of small business establishments:
Objectives of the research.
Phases of the market study.
Research techniques.
Application of Statistics in Market Research.
Creating and legalizing small business establishments:
Legal forms of companies.
Management of the constitution and implementation. Official formalities and documentation.
Heritage Items.
Human and material resources.
Regulation of labor relations:
Industry Convention.
Different types of labor contracts.
Payroll.
Social Insurance.
Administrative management:
Administrative documentation.
Accounting and accounting books.
Banking services for small business.
Buying and renting real estate.
Tax Obligations:
Fiscal calendar.
Most important taxes that affect the activity of the company.
VAT and IRPF settlement.
Financial management of a company:
Funding sources.
Credit institutions and their operations. Negotiation of effects. Negotiation invoice. Current accounts.
Composite interest. Current values and final values. Nominal rates and effective rates.
Short-and long-term bank loans.
The
Aid and grants to small businesses.
Economic-financial ratios of the sector.
3.3 Modular professionals.
Professional module 5 (cross-sectional): general purpose computing applications
TERMINAL CAPABILITIES/ASSESSMENT CRITERIA
5.1 Interpreting the basic functions of the logical and physical elements that make up a computer system. /Explain the basic functions of the central processing unit and the peripheral equipment, relating them to the common phases of a data process.
-Distinguished the basic functions of internal memory, specifying the impact of its storage capacity on the capabilities of the computer system.
-Classify the peripheral equipment commonly used according to its function in the data processing.
-Distinguished the basic characteristics of the different file supports commonly used in the personal computer segment.
-Describe the general characteristics of some type models in the personal computer market.
-Precise the concept of
-Define the program concept.
-Precise the concepts of record and computer file.
-Explain the concept of computing application and enumerate the type applications in business management.
-From a scenario on a computer system that has a
The
The operating system and its features.
The system configuration.
Applications installed.
The information media used by the system.
5.2 Apply, as a user, the utilities, functions, and procedures of a single-user operating system. /-Explain the basic structure, functions and characteristics of a single user operating system.
-Install a single user operating system.
-Precise the command concept, distinguishing between internal and external commands.
-Operating the computer equipment and verifying the various steps that take place, identifying the operating system load functions.
-From practical assumptions: handle operating system utilities, functions, and procedures, justifying the syntax or, where applicable, the operating protocol.
-Create files that handle operating system orders.
5.3 Apply the commands or instructions necessary for performing basic operations with a local area network connected system. /-Describe the basic functions of the network server.
-Explain the syntax relative to the basic commands and instructions of the network operating system.
-In a scenario, perform, through the network operating system, copy, update, and transmit operations of the information previously stored on the server's hard disk.
5.4 Manage as a user a word processor, spreadsheet, and database and apply procedures that ensure the integrity, security, availability, and confidentiality of stored information. /-Distinguished, identify and explain the function of applications: word processor, spreadsheet and database.
-Properly install the computer applications.
-Access text processing, spreadsheet, and database applications through defined procedures.
-From practical assumptions:
Handle the word processor, using the elementary functions, procedures, and utilities for editing, retrieval, modification, storage, integration ... of texts.
Handle spreadsheets, using the elementary functions, procedures, and utilities for data processing.
Handle databases, using the elementary functions, procedures, and utilities for data storage.
Exchange data or information between text processing, spreadsheet, and database applications.
Develop, copy, transcribe, and fill in information and documentation.
Back up application packages and managed information.
-Justify the need to know and use periodically mechanisms or procedures for safeguarding and protecting information.
-From case studies.
Interpret the security, protection, and integrity procedures that are set on the system.
Apply previous procedures from the operating system, from
Detect failures in established and used security and protection procedures.
Argue and propose solutions.
BASIC CONTENTS (duration: 75 hours)
Introduction to computing:
Data and computing processes.
Elements of
Peripheral equipment.
Internal data representation.
Elements of
Operating systems:
Basic functions of an operating system.
Single-user and multi-user operating systems.
Using single-user operating systems.
User environment.
Local networks:
Basic types of local area networks.
Physical components of local networks.
Local network operating system.
Text processors:
Document Design.
Editing texts.
File management.
Printing of texts.
Spreadsheets:
Spreadsheet layout.
Editing spreadsheets.
File management.
Printing spreadsheets.
Databases:
Database types.
Database design.
Using databases.
Graphical and self-editing applications:
Types of supported charts.
Layout of charts.
Presentation of charts.
Integration of charts into documents.
Integrated packages:
Integrated package modularity.
Import-export procedures.
Professional module 6 (transversal): foreign language or Autonomous Community
TERMINAL CAPABILITIES/ASSESSMENT CRITERIA
6.1 Get global, specific and professional information in both face-to-face and non-face-to-face communication, in the foreign language or in the Autonomous Community. /-After hearing and/or viewing a short recording in foreign language or in the Autonomous Community:
Fetch the meaning of the message.
Reply to a closed question list.
Recognize the professional techniques that appear in the recording.
-From an information printed in foreign language or in the Autonomous Community:
Identify the main/actual message.
Detect the terminology of the informational message.
Highlight the characteristic grammatical elements.
-After listening carefully to a short conversation in the foreign language or the Autonomous Community:
Fetch global content.
Distinguish the goal of the conversation.
Specify the linguistic record used by the interlocutors.
6.2 To produce oral messages in foreign languages or in the Autonomous Community, both in general and on aspects of the sector, in a language adapted to each situation. /-Given an alleged situation of communication through the telephone in foreign language or in that of the Autonomous Community:
Answer by identifying the caller.
Find out the reason for the call.
Annotate the concrete data to be able to transmit the communication to the appropriate one.
Give answer to an easy solution question.
-Order telephone information according to a previously received instruction, asking the appropriate questions in a simple manner and taking note of the relevant data.
-Simulating a conversation on a visit or interview:
Submit and report in accordance with the protocol rules.
Maintain a conversation using strategic communication formulas and links (ask for clarifications, request information, ask someone to repeat).
6.3 Translate simple texts related to professional activity, using properly the reference books and technical dictionaries. /-Translate a manual of basic instructions for current use in the professional sector, with the help of a technical dictionary.
-Translate a simple text related to the professional sector.
6.4 Develop and complete basic documents in foreign languages or in the Autonomous Community of the professional sector, based on general and/or specific data. /-General data, complete and/or complete a text (contract, form, bank document, invoice, receipt, application, etc.).
-From a written, oral, or visual document:
Extract global and specific information to elaborate a schema.
Summarize the content of the document in the foreign language or the Autonomous Community, using simple structure phrases.
-Given specific instructions in a simulated professional situation:
Write a fax, telex, telegram ...
Compose a letter by sending a simple message.
Draw up a brief report in the foreign language or in the Autonomous Community.
6.5 Valorar and apply the professional attitudes and behaviors of the foreign language country or the Autonomous Community, in a communication situation. /-From the visualization, hearing or reading of an authentic document, to identify and differentiate the professional characteristics of the country of the foreign language or the Autonomous Community.
-Suit a trip to the foreign language country, or a visit to a sector company within the Autonomous Community, respond to a proposed questionnaire, selecting the options corresponding to possible behaviors related to a particular professional situation.
* According to the requirements of the business environment.
BASIC CONTENTS (duration 65 hours)
Use of the oral language:
Engaging in conversations about everyday situations and professional learning situations:
Glossary of socio-professional terms.
Formal aspects (attitude to the foreign language partner).
Functional aspects (participation in dialogs within a context).
Use of expressions of frequent and idiomatic use in the professional field and basic formulas of socio-professional interaction and basic formulas of socio-professional interaction.
Development of communication capacity using strategies that are within your reach to familiarize yourself with other ways of thinking and ordering reality with some rigor in the interpretation and production of oral texts.
Using the written language:
Understanding and production of simple (visual, oral and written) documents related to everyday life situations, introducing the professional dimension:
Using the basic, general and professional lexicon, relying on the use of a dictionary.
Selection and application of typical and fundamental structures in the written texts (structure of prayer, verbal times, links).
Socio-professional aspects:
Analysis of the country's own behaviors of the foreign language or the Autonomous Community in the possible situations of professional daily life.
3.4 Vocational training module in the workplace.
TERMINAL CAPABILITIES/ASSESSMENT CRITERIA
Monitor product reception and storage operations, verifying compliance with contract conditions of the order and applying established procedures and safety and hygiene regulations. /-Compare the albaran accompanying the product with the corresponding invoice and check the prices, units, discounts, taxes and calculations.
-In your case, detect defects in quantities, expiration date, damage, and loss.
-In your case, obtain the technical characteristics of the product through the technical department.
-Observe the application of the safety and hygiene regulations in the handling and distribution operations of the goods in the warehouse.
Verify that the packaging of the goods is made with the packaging and the corresponding label in the preparation of orders.
-Check that the distribution of the merchandise in storage is performed according to its characteristics and criteria of organization established and allows the mobility of the means used.
-In your case, set an itinerary that optimizes time in storage operations and facilitates mobility in product manipulation.
Perform sales and recovery actions by applying the appropriate techniques, means available in the establishment and specifications received. /Identify the type of customer, according to observable characteristics to apply the appropriate selling technique.
-Identify the client's needs to determine the products or services that can satisfy them.
-To inform and advise the customer of the product requested, with clarity and accuracy, supplying the information in an orderly and timely manner, and preparing, if necessary, a practical demonstration of uses and management.
-Take care of the personal aspect, according to the image of the company and express itself correctly and kindly, to promote good future relations.
-In client reclamation situations:
Identify the nature of the complaint or incident, completing, if necessary, the documentation that is required, according to the procedure established and informing the client of the process to be followed.
Keep a positive and positive attitude at all times.
-When necessary, perform the packaging, ensuring physical protection, taking into account the aesthetics and style, and transmitting the image of the establishment.
-In collection operations:
Successfully perform the required calculations.
Deliver the correct change, providing the proof of sale document.
Keep the box in the right conditions of use and handling.
Use equipment and cash terminals with skill and reliability.
Keep price codes up to date, applying the set criteria.
Verify the correct completion of checks, in accordance with current legislation, and perform the checks that validate credit cards.
Perform the operation with kindness, correction and clarity.
Perform the box and lock box, detecting possible deviations.
Develop the documentation generated in the warehouse and in the business activity of the company, using the management software, if applicable, and applying the established procedures. /-Perform and keep inventory and inventory records up to date, in accordance with the established valuation criteria.
-Perform autonomously assigned demarches in the developed business activity, such as:
Receipt, coding, file and verification of invoices, receipts, order proposals, albarans, letters of exchange and checks, according to the organization structured by the company.
Elaboration of invoices, receipts, orders, order notes and exchange letters, consulting in the corresponding files or databases and using the means available in the company
Completion of the (monthly or quarterly) VAT settlement, handling the necessary accounting information, contrasting it with the inherent documentation and completing the official forms.
Apply the security and information protection and documentation systems established in the company in terms of access, consultation, priority, confidentiality.
Assemble the previously defined storefront according to the characteristics of the establishment, with the image that you want to transmit and respecting the specific security rules. /-Identify the image to be transmitted and the parameters that determine the defined storefront.
-Apply the appropriate color and window techniques to the defined goal.
-Schedule the execution of the assembly, determining the materials and time of realization.
-Mix, manipulate and transform materials with skill, taking into account color techniques, physical characteristics of the products and materials and safety regulations to achieve the desired effect.
-Properly apply security regulations in the storefront assembly.
-Propose appropriate materials and modifications that improve the composition of the storefront.
-Identify the target-public to which the storefront is to go.
Heat the cold areas of the establishment by applying certain
-Place the different products in the furniture, taking into account the number of faces to be perfectly visible by the customer from different angles.
-Mark, according to the set procedures, the circulation senses of the establishment, using techniques and principles of
-Place islands in the customer's journey to attract their attention.
-Carry out promotional posters, clearly and accurately express the sections and products in promotion and applying the precise techniques.
Fulfill any activity or task assigned and related to the work you do, with professional responsibility, demonstrating an attitude of overcoming and respect. /-At all times show an attitude of respect to the procedures and norms of the company.
-Inform the job on time, enjoying the permitted breaks and not leaving the job centre before the established time without duly justified reasons.
-Interpret and diligently execute the instructions received and take responsibility for the assigned work, communicating effectively with the right person at any time.
-Maintain smooth and smooth relationships with the work center members.
-Coordinate your activity with the rest of the staff to estimate procedures and distribution of tasks, reporting any changes, relevant needs or unanticipated contingency.
-To estimate the impact of your activity on the business processes of the company and on the image it projects.
-Comply responsibly with the rules, processes and procedures established for any activity or task, objectives, performance times and hierarchical levels existing in the company.
Duration: 240 hours.
3.5 Professional training and guidance module.
TERMINAL CAPABILITIES/ASSESSMENT CRITERIA
Detect the most common risk situations in the workplace that may affect your health and apply the appropriate protection and prevention measures. /-Identify existing risk factors in situations of type work.
-Describe damage to health based on the risk factors that generate them.
-Identify protection and prevention measures based on the risk situation.
Apply immediate basic sanitary measures at the site of the accident in simulated situations. /-Identify the priority of intervention in the case of several injured or multiple injured persons, in accordance with the criterion of the highest risk of injury.
-Identify the sequence of measures to be applied based on existing injuries.
-Perform health techniques (CPR, immobilization, transfer), applying established protocols.
Differentiate the forms and procedures of insertion into the work reality as an employed or self-employed person. /-Identify the different forms of employment contracts existing in their productive sector that allows existing legislation.
-Describe the process to be followed and prepare the necessary documentation to obtain a job, starting from a job offer according to your professional profile.
-Identify and properly fill in the necessary documents, in accordance with the legislation in force to be self-employed.
Orientate in the labour market, identifying their own abilities and interests and the most suitable professional itinerary. /-Identify and evaluate the skills, attitudes and knowledge of the professional.
-Define the individual interests and their motivations, avoiding, where appropriate, the conditions by reason of sex or other type.
-Identify the training offer and the labor demand related to their interests.
Interpret the legal framework of the work and distinguish rights and obligations arising from industrial relations. /-Employment of the basic sources of information on labour law (Constitution, Staff Regulations, European Union Directives, collective agreement), distinguishing between the rights and obligations incumbent upon it.
-Interpret the various concepts involved in a
.
-In a class collective negotiation scenario:
Describe the negotiation process.
Identify variables (salary, security and hygiene, productivity, technology) object of negotiation.
Describe the possible consequences and measures, as a result of the negotiation.
-Identify social security benefits and obligations.
BASIC CONTENTS (duration 30 hours)
Job Health:
Working conditions and security.
Risk factors: prevention and protection measures.
First aid.
Legislation and labor relations:
Labour law: national and Community law.
Social Security and other benefits.
Collective Bargaining.
Sociolaboral orientation and insertion:
The job search process.
Initiatives for self-employment.
Analysis and evaluation of professional potential and personal interests.
Formative/professional itineraries.
4. Teachers
4.1 Teachers ' specific teaching assignments in the professional modules of the training cycle of Technician in Commerce.
TEACHER/BODY PROFESSIONAL/SPECIALTY MODULE
1. Storage operations. /Commercial Processes. /F.P. Technical Teacher
2. Animation of the point of sale. /Commercial Processes. /F. P. Technical Teacher
3. Sales operations. /Trade Organization and Management. /Secondary School Teacher.
4. Management of a small business establishment. /Trade Organization and Management. /Secondary School Teacher.
5. General purpose computer applications. /Commercial Processes. /FP Technical Teacher.
6. Foreign language or the Autonomous Community. /(1)/Secondary School Teacher.
7. Training and career guidance. /Training and Employment Guidance. /Secondary School Teacher.
(1) German, French, English, Italian, Portuguese, Catalan, Gallego or Vasco, depending on the language chosen.
4.2 Baccalaureate materials that can be taught by the Professors of the specialties defined in this Royal Decree.
FACULTY/BODY SUBJECTS/SPECIALTY
Economics. /Trade Organization and Management. /Secondary School Teacher.
Economics and company organization. /Trade Organization and Management. /Secondary School Teacher.
4.3 Qualifications of qualifications for teaching purposes.
4.3.1 For the delivery of the professional modules corresponding to the specialty of:
Organization and Commercial Management.
The equivalence, for the purposes of teaching, of the titles of:
Diplomat in Business Sciences.
with those of Doctor, Engineer, Architect or Licensed.
4.3.2 For the partition of the professional modules corresponding to the specialty of:
Training and Employment Guidance.
The equivalence, for the purposes of teaching, of the title/s of:
Diplomat in Business Sciences.
Diplomat in Labor Relations.
Diploma in Social Work.
Diploma in Social Education.
with those of Doctor, Engineer, Architect or Licensed.
5. Minimum requirements for spaces and facilities to impart these teachings
In accordance with Article 34 of Royal Decree 1004/1991 of 14 June 1991, the training cycle of medium-grade vocational training: Trade, requires, for the imparting of the teachings defined in this Royal Decree the following minimum spaces, which include those laid down in Article 32.1 (a) of that Royal Decree 1004/1991 of 14 June 1991.
Formative space/Surface-n2/Utilization Degree-Percentage
Commercial Management Classroom/90/35
Audiovisual Classroom/60/15
Classroom-Trade Workshop/90/30
aula-Polivalente/60/20
The degree of utilization expresses in so much percent the occupation in hours of the planned space for the imparting of the minimum teachings, by a group of students, regarding the total duration of these teachings and, therefore, has a guiding sense for which educational administrations will define when setting up the curriculum.
In the margin allowed by the "degree of utilization", the established training spaces can be occupied by other groups of students who will be able to attend the same or other educational courses, or other educational stages.
In any case, the learning activities associated with the training spaces (with the occupation expressed by the degree of use) may be carried out on surfaces used for other related training activities.
It should not be interpreted that the different learning spaces identified must necessarily be differentiated by means of closure.
6. Access to baccalaureate, convalidations/and correspondences
6.1 Baccalaureate modes to which you give access.
Humanities and Social Sciences.
Nature and Health Sciences.
6.2 Professional modules that can be subject to validation with occupational vocational training.
Storage operations.
Animation from the point of sale.
Sales operations.
Administration and management of a small business establishment.
General purpose computer applications.
6.3 Professional modules that can be matched with work practice.
Storage operations.
Animation from the point of sale.
Sales operations.
Administration and management of a small business establishment.
General purpose computer applications.
Job Center Training.
Training and employment orientation.
