Key Benefits:
Article 35 of the Organic Law 1/1990 of 3 October of General Management of the Educational System provides that the Government, after consulting the Autonomous Communities, shall establish the titles corresponding to the studies of 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 Educational administrations responsible for the establishment of the curriculum of these teachings, guarantee a basic training common to all students.
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 on the General Management of the Educational System. Subsequent rules shall, where appropriate, supplement the teaching of the teachers ' specialties defined in this Royal Decree with the professional modules that come from other training courses.
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 above the title of professional training of Senior Technician in Commercial Management and
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 Senior Technician in Commercial Management and
Article 2.
1. The duration and level of the training cycle are as laid down in paragraph 1 of the Annex.
2. In order to access the professional studies regulated in this Royal Decree, the students will have to take up the subjects and/or contents of the Baccalaureate which are indicated in section 3.6 of the Annex.
3. 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.
4. The subjects of the Baccalaureate which may be taught by the teachers of the specialties defined in this Royal Decree are set out in section 4.2 of the Annex.
5. 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.
6. The modules which may be validated by occupational vocational training or correspondence with the work practice are those specified in paragraphs 6.1 and 6.2 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.
7. The university studies to which this title gives access are those referred to in paragraph 6.3 of the Annex.
Single additional disposition.
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
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 necessary 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 June 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:
Commercial research.
Commercial Logistics.
Sales Management.
3.3 Cross-sectional professionals:
General purpose computer applications.
Extansjera language.
3.4 Vocational training module in the workplace.
3.5 Professional training and guidance module.
3.6 Baccalaureate materials that have been due to be used to access the training cycle corresponding to this title.
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. Convalidations, correspondences and access to university studies:
6.1 Professional modules that can be subject to validation with occupational vocational training.
6.2 Professional modules that can be matched with work practice.
6.3 Access to University Studies.
1. Identification
1.1 Naming: Commercial Management and
1.2 Level: higher-grade vocational training.
1.3 Duration of the formative cycle: one thousand four hundred 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:
Obtain and/or develop the information related to the market, product, service, price, distribution and communication; manage the action plans corresponding to the purchases, logistics and sales of products and/or services monitor their performance in accordance with the instructions received and legislation in force.
This technician will act, if any, under the general supervision of Licensors and/or Diplomates.
2.1.2 Professional skills.
-Obtain data relating to commercial research, controlling the reliability of sources of information, processing and organizing such information, applying appropriate statistical techniques.
Draw up the base documentation required to set the different policies of
-Manage the commercial logistics, organizing the spaces and the operation of the warehouse, controlling the movements of goods, organizing the procedures of distribution of the products and managing the stocks in warehouse and returns of goods.
-Plan and direct the actions of
-Manage sales and/or service sales operations, maintaining relationships with suppliers, establishing information systems as a support for commercial activity, developing and implementing the business plan the operation of the sale and controlling the development and evolution of the sales team's performances and the fulfillment of the conditions agreed with the suppliers.
-Poseer a comprehensive and integrated view of the various effects that the application of the
-Adapt quickly to the changing evolution of the markets, composition and performance of the products and services that it markets and to the computer control systems that are applied in its work.
-To have a comprehensive and integrated view of the commercial process related to the different technical, organizational, economic and human aspects related to the process.
-Adapting to new work situations generated as a result of changes in techniques, labor organization, and economic aspects related to their profession.
-Maintain effective communications in the development of your work, coordinating your activity with other areas of the organization.
-Maintain fluid relationships with the members of the functional group in which it is integrated, taking responsibility for the achievement of the objectives assigned to the group, respecting the work of others, organizing and directing tasks (a) collective agreements and cooperation in overcoming the difficulties encountered.
-Solve problems and make decisions in the field of the realizations of their subordinates and their own, within the framework of established rules and plans, consulting with their superiors the solution adopted when the affections which may be produced in normal conditions of safety, organisation or economic conditions.
-To study and propose new criteria or actions aimed at improving the activity of your unit, keeping informed of the innovations, trends, technology and regulations applicable to your area of competence.
Requirements for autonomy in work situations:
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:
Collection of market information and statistical analysis of data.
Elaboration of reports that collect the findings of the commercial investigation.
Organization of the operation of the warehouse.
Preparation and coordination of the materials and human equipment of the advertising actions.
Negotiation with customers and suppliers and media.
Control of movement of goods in the various warehouses.
Tracking the post-promotional action.
Defining the
Closing the Sales Sales.
Selection of data sources.
Control of
2.1.3 Competition Units.
1. Obtain, process and organize information in commercial research.
2. Elaborate the base information for setting the policies of
3. Manage the business logistics process.
4. Plan and direct the actions of
5. Manage the sales and/or services sales operations.
2.1.4 Professional Realizations and Domains.
Competition Unit 1: Get, process and organize information in commercial research
PROFESSIONAL REALIZATIONS/PERFORMANCE CRITERIA
1.1 Get information from primary and secondary sources, ensuring their reliability and taking into account the cost and objectives of market research. /-The macro/microeconomic, sociological and commercial variables that affect the objectives of the market research are identified.
-Information sources (internal/external) are identified and selected, providing representative data of the object of study.
-Formats are made by properly expressing the information that is desired from the various departments of the organization.
-The established procedures for obtaining information from external sources apply.
-Technical (qualitative/quantitative) techniques are selected, for information collection which, within the allocated budget, will provide the most reliable and representative advantages and data.
-The parameters to be assessed in the application of the data collection technique (personal survey, telephone survey, observation, experimentation, etc.) of the selected primary sources are defined optimize the treatment and interpretation of the information.
-It is defined the size of the representative sample of the universe to be studied, selection criteria of the individuals or organization that make up the sample and quantitative and qualitative parameters to be measured.
-The pollsters are selected, where appropriate, applying the most appropriate criteria (experience, capacity), through a personal interview.
-The pollsters are formed, if necessary, giving the appropriate behavior guidelines to the interlocutor and target population to be addressed in the data collection.
-The time required and the economic cost of obtaining the data are evaluated, controlling that they are maintained within the specifications received.
1.2 Control the correct collection of data from primary sources. /-Control procedures are established which allow the rapid detection of anomalies in the development of work.
-Field work expense settlements are controlled, detecting, where applicable, deviations and applying corrective measures.
-Applicable measures are defined in the development of the field work that ensure the reliability of the data collected.
-The chosen data collection technique is applied again, when it has been observed that the form and time are not the specified ones and the quantity and quality is not the required one.
1.3 Process the information collected in commercial research by applying the appropriate statistical techniques to obtain conclusions applicable to the object of the study. /-Data obtained from primary and secondary sources is tabulated, using conventional or computer means (absolute or relative frequencies), organizing the information in a way that facilitates its interpretation.
-The corresponding statistics are correctly applied (mean, median, variance, symmetries, curtosis, etc.), obtaining representative values of the study.
-The hypotheses formulated on a given phenomenon are contrasted by applying the correct techniques of statistical inference.
-Values obtained from the application of statistical techniques (statistics, hypothesis testing, etc.), are compared with contextualized reference parameters and are interpreted appropriately, obtaining conclusions (i) operating for commercial research.
1.4 Present in time and form the conclusions derived from the field work and statistical analysis performed. /-The document detailing the assessment of the field work developed in the commercial research and the conclusions obtained from the statistical analysis is elaborated, in a clear, concise and easily interpreted manner.
-The structuring of the data contained in the report is done in an orderly and homogeneous manner, facilitating the consultation of concrete information at all times.
-The conclusions obtained in the market research with the object of the study are consistently related.
1.5 Operate in the "Markets Information System" and control its operation by optimizing the cost and time of access to the stored information. /-The information obtained from the market studies carried out by means of the conventional or information media is organized, applying file techniques that facilitate access to it.
-The information that arrives is selected and coordinated according to the needs.
-The correct functioning of the information channels that integrate the SIM (Markets Information Systems) is verified, detecting any type of anomaly and proposing, if necessary, alternatives.
-The SIM is kept up to date at all times in accordance with established procedures.
-The optimal time and cost for accessing data stored in existing feeds is obtained by applying the appropriate methods.
PROFESSIONAL DOMAIN
Information (nature, type and supports): socio-economic conjuncture studies of the respective market and competition. Catalogues, specialized journals. Internal databases that contain information about the business activity. Official economic yearbooks (both domestic and international). Data collected through surveys designed specifically for the object of study. Organisation of market information systems. Training and selection of surveyors. Texts on trade issues.
Media for the processing of information: equipment: personal computers, local network and teleprocessing stations. Programs User environments, spreadsheets, statistics, databases, word processors.
Processes, methods and procedures: control of the collection of data concerning market research. Statistical analysis of the information collected in the field work. Quantitative and/or qualitative techniques for the collection of information. Organization of Market Information Systems. Training and selection of surveyors.
Main results of the work: reports on commercial research carried out. Documentary basis with information about the market (sectors, products and others), and macro-microeconomic and commercial variables.
Persons and/or organisations to which the service is addressed: companies applying for market research services. Commercial department. Department of
Competition Unit 2: Develop the base information for setting
PROFESSIONAL REALIZATIONS/PERFORMANCE CRITERIA
2.1 Get and value information about the product or service and the factors that define it for product policy development. /-The characteristics of the product or service that differ from those of the rest of the market (technical characteristics, uses, reliability, presentation, brand and packaging) are identified.
The trend of the cost of the product or service is calculated, applying the appropriate statistical techniques.
-similarities and discrepancies are detected in the segment of consumers to which the product or service should be assigned in respect of the segment to which the competition is directed, deducting the possibilities of penetration therein.
-The most attractive segments are detailed, potentially applying volume and frequency of purchase criteria.
-The profitability that is obtained at the line and in the product or service range is calculated correctly.
2.2 Obtain and evaluate the necessary information of the price and the competition for the production of the price policy. /-The parameters that make up the sales price of the product are identified.
-The percentages of participation in the sale price are calculated, of each of the parameters that make it up by valuing its incidence in the total price.
-The data sources that provide the information about the price of the competition are identified.
-They contrast their own prices with those of the competition by identifying the causes of the variations.
-The price elasticity of the market object of study is calculated, determining the effect on the demand of the possible variations in the price of the product.
-The effects on the sale price of the different trading conditions offered on each distribution channel and its structure are evaluated.
-The company's
-The product gross margin trend is calculated, applying statistical techniques.
-Possible improvements are proposed in the margins from the analysis of the components of the total cost of the product, deadlock and market trend.
-The legal regulations in force regarding prices are identified, if applicable.
-The effects of the application of the price discrimination on the profit obtained by the sale of the product are valued.
2.3 Evaluate the distribution channel structure to optimize time and costs. /-The variables and their functional relationships with the distribution channel are determined, characterizing it in a way that allows their study and the decisions about it.
-The cost of physical distribution (transport and storage) and the fulfillment of the order (commission, margins and others) is calculated, taking into account all the elements that may affect the order.
-Different distribution structures are proposed that involve optimization of time and costs, through an analysis and quantification of:
The number of stages in the channel.
Types of brokers.
Intensity of the distribution.
-The assessments, conclusions and proposals associated with the distribution channels are presented in time and form, through a report that structures the data in a clear and concise way.
2.4 Organize the advertising campaign according to the defined objectives and control the effectiveness of the developed action. /-The objectives of the advertising campaign for the proper organization of the activity are identified.
-The plan organization is perfectly structured and programmed and the actions are adjusted in time and shape to the established plans.
-The correct occurrence, with the frequency and time contracted, of the advertising elements in the different media is controlled.
-Different tests and surveys are designed based on the memory of the advertising (association test of ideas between a product and one or several brands). Test of association of ideas between a type of product and an advertising topic. Identification test of the brand and others) to collect the necessary information and evaluate the effectiveness of the advertising action.
-Instructions are given to pollsters on procedures and target population, which facilitate the development of field work, when surveys on advertising effectiveness are carried out.
The deviations are obtained, at the appropriate time, by comparing the achievements with the objectives pursued by the advertising action in relation mainly to the target audience and sales volume, to adopt effective measures of correction.
-Solutions are adopted, according to the assigned responsibility, when any anomaly in the execution of the advertising campaign is detected.
-You get information about the profitability that the campaign has been running through the calculation of the appropriate ratios (cost/number of units sold).
-The assessment of the advertising action is presented in time and form to take corrective action, if necessary.
2.5 Organize the base information obtained in the assessment of the variables involved in the
-The report is transmitted clearly and in the time set for the elaboration of the
-Information is archived and treated according to file criteria and applying established procedures using conventional or computer media.
PROFESSIONAL DOMAIN
Information, documentation (nature, types and media): product information, price, production, finance. Economic information of the company. Distribution channel structure. Information on own advertising and promotional actions and on competition.
Media for the processing of information: equipment: personal computers, local network and teleprocessing stations. Programs: User environment, spreadsheets,
Processes, methods, procedures: searching for information needed for analysis of the environment and relevant factors in: product policy, service, prices, distribution channels, sales network, shares pub-promotional. Analysis of costs and returns of the elements involved in the elaboration of the policy of
Top job results: product-brand base information (
People and/or organizations receiving the service: companies that request services from
Competition Unit 3: Managing the business logistics process
REALIZATION CRITERIA
3.1 Organize the physical space and operation of the warehouse, taking into account the efficiency in the internal distribution system and the safety and hygiene regulations. /-The parameters to be taken into account for the organization of storage processes, space structure and warehouse conditions are identified.
The areas of the warehouse are structured by determining the conditioning thereof, according to established criteria, characteristics of the products/materials and safety and hygiene regulations, and valuing the space, mobility of manipulation, internal distribution and time.
-The procedure of distribution, handling and movement of the products in the warehouse is determined, according to criteria and methods established by the organization, achieving the optimization of space and time of operation.
-The staff is distributed to the different sections, assigning tasks and defining generic guidelines of internal operation, so that the development of the activity is optimized.
-A warehouse document control system is established to obtain distribution system level and development information.
-The machinery and tools used in the storage operations are determined according to the reduction they represent in the time of handling and distribution, the characteristics of the warehouse and the goods and materials, taking into account the established budget.
-The technological innovations in the market associated with the management of products or materials are identified, proposing possible changes and investments that increase productivity.
-The information processing process is organized, using the appropriate computer methods to facilitate access to information and optimize the operation of the warehouse.
3.2 Control the movement of goods from the various warehouses of the network, ensuring an efficient distribution system. /-Prior information is obtained on stock levels, availability of spaces, entry and exit of goods in the various warehouses.
-The order of priority with which orders from the various stores have to be placed, based on previously established criteria and customer service needs, is determined.
-compares the average real maturity period of the stocks with the forecast in the various stores of the network, detecting possible deviations in the flow of goods or products, and reporting in time and form to the department.
3.3 Organize and manage the order distribution process so that delivery takes place in the form and deadlines set. /-The interaction between order management and stock control is coordinated so that they are always maintained at the established levels.
-The rules applicable to each means of transport are identified.
-All information on the transport services (characteristics, conditions offered, operating, freight and fares, costs/rates of ancillary operations, other) is synthesized, applying organizational and processing of information.
-The contract is managed with the means of transport that offers better quality of service, according to the characteristics of the product, established time for delivery, budget and instructions received.
-The process of preparing the order is determined, indicating the location of the goods, labelling, packaging, documentation to accompany the product and instructions for the carrier.
Transport routes are established, consolidating shipments, rationalizing the allocation of human resources and available materials considering the times of collection and delivery of goods.
-Contingencies produced during the distribution operation are detected and resolved quickly.
-You get the value of the distribution costs for the control and apply, when necessary, the measures that optimize them.
-It is controlled that the order arrives at its destination in time and form, ensuring compliance with the conditions of the contracted service.
3.4 Manage stock in store, according to established criteria, ensuring the level of customer service and cost optimization of
-Inventory is performed in the appropriate format in a conventional or informational manner, correctly performing the required calculations and on the set date.
-You get the correct value of the stock rotation by identifying the parameters that are involved in your calculation.
-You get the value of the
-Warehouse stock forecasts are set to avoid
-It is controlled that the stock level in the warehouse is in accordance with the determined levels, using the established methods.
3.5 Control and manage merchandise returns, streamlining the process to address contingencies, in accordance with established procedures. /-Measures for the organisation of the warehouse are established to correctly locate the goods during the period necessary and to facilitate the normal operation of the goods.
-Order return causes are identified to define appropriate action lines.
-The level of order returns by customers is controlled to quickly detect abnormal volumes, and appropriate measures are taken, when necessary.
-Information about order returns is treated informally, facilitating management operations and keeping the relevant databases updated at all times.
-Appropriate corrective measures are proposed to correct the causes of the return.
PROFESSIONAL DOMAIN
Information (nature, types and support): information on the structure of the distribution channels on the market: environment, intermediaries, company, product and competition conflicts. Information on the various means of transport. Information on different types of packaging and packaging. Technical information of the product.
Information about existing load handling systems on the market. Inventory of goods, listing of warehouse hollows, invoices, ABC listing of goods, orders of orders, entry and exit order, safety and hygiene regulations. Texts on trade issues.
Media for the processing of information: equipment: personal computers, local network and teleprocessing stations. Program: User environments, spreadsheets, databases, word processors, commercial logistics management.
Processes, methods and procedures: control of the storage of the goods in the various phases of reception, handling and expedition. Stock valuation methods and calculation of the
Main results of the work: stored goods according to their characteristics and nature and in an appropriate place according to the safety and hygiene regulations. Merchandise distributed to customers in the form and deadlines.
Persons and/or organizations receiving the service: Head of warehouse, Head of Logistics, Department of Purchasing, integrated trade (branches, commercial chains), independent trade, associated trade (franchises), public and private companies. Distribution department. Transport companies.
Competition Unit 4: Plan and direct the actions of
REALIZATION CRITERIA
4.1 Define the ideal window, arrange for assembly according to the precise techniques and get the image and effects set. /-Colour techniques, lighting and window dressing are applied to the characteristics of the establishment and the image to be transmitted.
-The new trends, tastes, and preferences of the consumer type that you intend to capture with your storefront are identified.
-Accurate materials, tools and electrical installations are identified.
-The process is established, the human team is organized to perform the assembly and the work execution is coordinated.
-With the image transmitted by the storefront, differentiation is achieved within the framework of the competition.
-You get direct and constant information from the people responsible for the graphic design for the storefront definition.
-Materials, tools and facilities are arranged and prepared properly and in time.
-The cost remains at the set limits.
4.2 Distribute the sales surface and organize your conditioning, optimizing the space and resources available, in accordance with the safety and hygiene regulations and the objectives set. /-The most appropriate furniture is identified according to the type of characteristics of the premises, products, cost and customers of the same.
-The "cold zones" and causes of their origin are identified to establish lines of action.
-The proposed action on the
optimizes sales.
-The sections are optimizing the circulation of the clientele and facilitating the purchases of the consumers by offering them an impression of ease and speed in their purchases.
-The linear distribution of the soil achieves the optimization of space, balance and the promotion of persecuted sales.
-The conditioning of the surface: lights, decorative elements, colors, arrangement of elements, achieves the objectives of image and promotion of established sales.
-You keep the competition trends informed.
4.3 Determine the implementation of products that optimize linear. /-The optimization of the
-The appropriate methods for calculating the optimal in the linear are applied.
-The planning of the products is carried out according to psychological criteria, consumption habits and the regulations of safety and hygiene.
-Look for items that are either complementary or substitute for a systematic ease of sale.
-The minimum linear is determined based on size, product, type of packaging, need for broad exposure, and others.
-The space that each product occupies and the height to which it is placed corresponds to the sales probability of each product.
-For each product an apparent balance is sought between its position in the furniture and the number of
-The characteristics of the product range presented to the public by competition, prices and others are identified.
-It is correctly transmitted to the responsible human team the precise information about the moment and how to replenish the products.
4.4 Control the actions of
-A follow-up of the global image transmitted to the public of the points of sale is carried out, through methods of observation.
-The development of the post-promotional actions is controlled, detecting possible deviations between expected and actual objectives and proposing corrective measures.
-Calculated performance per square meter of sales surface and per linear meter of the soil taking into account:
The annual billing figure.
Annual gross profit.
-The effectiveness of product implementation is valued, using qualitative and quantitative measuring instruments.
4.5 Organize the necessary promotions at the place of sale to achieve the intended objectives. /-The promotional activity is organized according to the form and deadlines established.
-The shape and content of the message is determined according to the goal it is intended to achieve.
-The appropriate placement of the promotion type is determined, applying psychology techniques.
-The type of promotion at the place of sale is established according to the needs and possibilities of the establishment and applying criteria of profitability.
-The materialization of the appropriate promotion type is selected to achieve the objective pursued (exhibitors, posters,
-The convenience of renting a shelf, a zone or several with items in promotion is proposed.
-The type of promotions being performed by the environment establishments and new trends are identified to apply, where appropriate, the appropriate variations in the actions of the establishment.
PROFESSIONAL DOMAIN
Information (nature, types and supports): specialized journals in decoration of establishments, fairs, courses, congresses, conferences, visits to various national and foreign establishments, plans of the establishment, security rules, DPP reports, sales reports by sections, reports on promotional sales tracking, reports of other possible sales (sales of gondola headers, highlights on a shelf, Special presentations on a sales surface, shop window, carts, etc.). Texts on trade issues.
Media for the processing of information: equipment: personal computers, local network and teleprocessing stations. Programs: User environments, spreadsheet,
Processes, methods and procedures: development of field jobs in which they are analyzed: trends, tastes and preferences of consumers and actions of the competition. Analysis of the elements or components suitable for the determination of a storefront. Analysis and calculations necessary to obtain the occupation of the soil, product assortment, optimization of linear and PLV. Control of the
Top job results:
Persons and/or organizations to whom the service is addressed: Commercial Director, sales manager, reponder, staff who carry out promotions at the sales site, staff who perform the billboard and in general with the human team that runs the
Competition Unit 5: Manage Product and/or Service Sales Operations
REALIZATION CRITERIA
5.1 Identify and select potential suppliers according to established criteria and negotiate certain aspects of the purchase transaction according to specifications received. /-Information is obtained from the segment of suppliers that responds to the needs of the supply of goods in the company, applying the appropriate methods of collection of information.
-The offer presented by the supplier is analyzed and the aspects on which it can be negotiated are identified, taking into account the margins established by the organization.
-Supplier offers are selected based on the quality/price ratio, adapting to the organization's provisioning needs.
-The business regulation of contracts for the sale of products and/or services is identified.
-The purchase negotiation plan is elaborated according to the specifications received, detailing the phases that compose it, structuring the fundamental aspects to be negotiated and analyzing possible objections that may arise in the supplier.
-The interview with the provider is directed according to the established strategy reacting promptly to any unanticipated incident.
-In dealing with the supplier, the personal aspect and the form of expression are taken care of, so that good future commercial relations are promoted.
-You get the right price for the commercial objectives and adjusted to the average market value of the product to be purchased.
-In the negotiation process, a flexible and positive attitude towards the agreements is adopted, taking into account the general objectives of the company.
-When the character of the purchase operation exceeds the assigned responsibility, the hierarchical superior is used promptly.
5.2 Establish an effective information system that supports sales activities. /-The process of organizing the sales information allows us to obtain the necessary data in an appropriate time and form.
-A master file of customers/suppliers is elaborated, detailing the most relevant information (name, address, orders, payment conditions, collection and other).
-The appropriate file criteria are determined in the information system (by zones, products, customers, vendors, etc.).
-The reports to be completed by the vendors are designed in a simple and easy to complete format, and according to the necessary parameters that define their activity (number and volume of orders, number of visits, advertising activities and the situation of the product itself and the competition).
-A procedure is set to keep the client/supplier file updated at all times.
5.3 Develop and organize the plan of action in the sale operation according to the objectives of the organization. /-All parameters that are considered relevant to the achievement of the objectives are defined and structured, and they affect the sales to some extent and the appropriate lines of action set out in the plan are established.
-The action plan is flexible to the extent that changes can be made to improve the performance.
-You organize and schedule your own or sales team paths or visits, with death-time elimination criteria and resource optimization.
-The action plan is transmitted to the vendors, through appropriate procedures, explaining the general objectives and the specific objectives of each vendor.
5.4 Schedule and/or impart the training and improvement of the sales team, according to specifications received. /-The appropriate didactic material to be used in the development of the training is selected, depending on the activities to be carried out and the established budget.
-Improvement points are detected in sales team performances to determine the baselines on which the training plan should be defined.
-The knowledge and attitudes that need to be taught, related to sales techniques and their application to the company's products, are determined.
-The place where the training is to be taught according to the number of assistants is selected, valuing the space conditioning with the material means necessary to impart the previously defined training plan.
-A support is designed to allow the collection of information about the valuation of the training received by the vendors.
-Motivation programs are periodically established for the vendor team to drive the sales action.
-The most appropriate teaching-learning method is determined according to the characteristics of the equipment and the objectives set.
-Training is developed according to the objectives set, applying the appropriate methods previously defined and within the agreed time and form.
5.5 Intervening in the process of negotiation of the sale, closing aspects of the operation that require decisions of their responsibility, in order to establish a commercial relationship in the best conditions, applying the appropriate negotiation and communication techniques. /-Precontact efforts are made to probe the potential customer's purchasing capacity and obtain the necessary information for the optimal development of the negotiation process.
-It is planned, when necessary, prior to the presentation of the product and negotiation of the sale in order to cover all the important points, to gain time, to control the interview, to avoid the ambiguity and determine the time of the closure.
-The kindness, personal aspect and correction are the precise ones to convey the best image of the company and generate an environment of empathy.
-In those situations or operations that require intervention in the negotiation of the conditions that will regulate the sale, the communication is two-way and the appropriate techniques are applied to the type of client and the situation commercial.
-The doubts, confusions and objections that have arisen in the client in the development of the negotiations, promoting future relations, are satisfactorily resolved.
5.6 Control the development and evolution of sales team performances to optimize the activity and achieve the intended objectives. /-The process of controlling the development of the sales team is organized, defining methods to quickly detect any anomaly.
-The correct fulfillment of the terms of the sales contract is verified.
-The impact on the sale is valued in terms of costs and the measures that solve the situation are analyzed favorably.
-Contact, if necessary, with the client, exposing the failure and negotiating conditions that satisfy both parties.
-Regular information is obtained on the effectiveness of the seller with respect to the intended objectives according to the sales and type of distribution channel, through the established procedures.
-Problems, opportunities, strengths and weaknesses are detected from the analysis of the reports submitted periodically by the vendors.
-A quantitative and qualitative balance of the activity of the sale is carried out, comparing the realizations and forecasts and proposing corrective actions when the deviations are not within the acceptable margin.
-Information is obtained periodically on the situation and profitability of sales through the calculation of specific ratios (objective/performance, number of orders/number of visits, sales by product/zone/customer, expenditure/sales), in order to take any corrective action.
-It is detected if the problem of the deviation has its origin in the plan of
-The claim is resolved when it exceeds the responsibility of the sales team, always with the consent and compliance of the customer, taking into account the policy established by the company and customer satisfaction.
5.7 Control compliance with the conditions agreed with suppliers, verifying that the supplies are in line with the orders placed. /-The process of tracking the purchases is organized and the controls that must be carried out by the warehouse in the reception of the orders are defined to quickly detect any anomaly.
-The correct fulfillment of the terms of the purchase contract is verified from the information obtained from the warehouse.
-The impact on the receipt of the order is valued in terms of costs, and measures are analyzed that solve the situation favorably.
-The supplier is contacted, if necessary, with the supplier exposing the failure and negotiating new conditions of the incoming order that satisfy both parties.
PROFESSIONAL DOMAIN
Information, documentation (nature, types, media): market studies on the sector, brands, prices, tastes, preferences and others.
Media for the processing of information: equipment: personal computers, local network and teleprocessing stations. Programs: user environments, spreadsheets, business management, databases, word processors.
Processes, methods and procedures: Collection of customer or supplier market information. Provisioning control. File, update and conservation of information. Teaching and/or learning to vendors. Sales Control. Trading of purchase and/or sale operations.
Top Job Results: Supplier or Customer Master File. Training plan for the sales team. Control of the sales team's performances. Sales action plan. Purchase of the product or service. Control of the purchase.
Persons and/or organizations receiving the service: clients, suppliers, administrative personnel, Commercial Director. Team of vendors.
2.2 Evolution of professional competence:
2.2.1 Changes in technological, organizational and economic factors.
The consumer looking for a standard quality and assortment will be progressively replaced by another who wants to optimize their spending through higher quality in the products they consume, better security, better information of the products, greater guarantees on the part of the company that offer it and, in general, an increase in the quantity and quality of the services offered in a complementary way.
The retailer is faced with the growing need to present the products in a way that is attractive to the consumer, with a pleasant presentation, that the packaging and packaging are attractive, that the assortment offered It has a wide range and depth and there is a comprehensive package of guarantees and after-sales services.
All of these needs detected in the current consumer lead to the thinking of new organizational structures in the enterprise, where the departments of
Customer service will be the differentiating element in companies, they will increase the available services (credit cards, travel agencies, insurance, etc.) that will facilitate the concentration of the purchases.
A grouping process of different wholesale distribution companies is occurring on large associated central purchasing areas to increase their negotiating power with suppliers. This process has taken into account the large European distributors, which, when introduced into the Spanish distribution market, represent competitive actions.
These types of partnerships will have a greater weight in the products of great consumption, food and supplements, not in the specialized trade.
The promotion and extension of new technologies and commercial technologies (
The long-term development of commercial logistics companies will substantially modify the business structures.
2.2.2 Changes in professional activities.
In the context of wholesale companies there is a growing development of new companies engaged in commercial logistics, offering management services, control of
The business environment increasingly acts in situations of certainty, which implies an analysis and diagnosis of the constant environment, so that the company can anticipate opportunities and plan actions that will allow it to take advantage of them, causing an increase in the request for market research services.
There is an increase in the demand for vendors specialized in product segments and, in general, an increasing increase in professionals dedicated to commercial action.
2.2.3 Changes in training.
The growing development of integrated management of warehouse organization processes, stock management and distribution of goods through established distribution channels justifies training in logistics commercial.
The area of languages is justified by its basic instrumental character and importance in the optimal development of commercial operations in any business environment.
The innovations that are constantly appearing in the computer and electronic fields, applied in the commercial activities, represent an increasing increase in the training associated with the new technologies.
Changes in the country's socio-economic and political situation create the need for adequate market research to reduce the business risk associated with any commercial decision, increasing gradually the need for training in market research techniques.
Growing training needs are detected in the field of
A medium-term increase in training needs is foreseen in the negotiation methods for the purchase of products and/or services.
2.3 Position in the production process:
2.3.1 Professional and work environment.
The Commercial Management Technician and
This figure will be able to carry out its activity in all the productive sectors in the marketing areas and in the trade sector.
The main subsectors in which you can develop your activity are:
Industry: Department of Commerce. Department of
Intermediaries: independent trade (wholesale trade, retail trade); integrated trade; associate trade, trade advice and trade agencies.
These professionals will work for others in medium or large companies, carrying out commercial operations for both purchase and sale of medium or large volume, selecting suppliers and obtaining clients and negotiating the most advantageous conditions within the limits imposed by the company.
They need to know the market in their sector and in the area where they develop their activity, so they will need to have the necessary training to carry out commercial research actions.
You can organize the different sales sections or be responsible for section, defining and organizing
In the Department of
According to the size of the company, you can be responsible for the commercial distribution or the assistant for the logistics officer.
2.3.2 Functional and technological environment.
This professional figure is mainly located in the functions: commercial research, shopping, sales,
Technology techniques and knowledge cover the scope of trade, and are directly linked to:
Commercial research processes: methods of collecting information. Reporting. Preparing field jobs. Processing of the information collected. Operations with Markets Information Systems.
Marketing Processes:
Commercial Logistics Process: Organization of Stores. Stock management. Product/material distribution systems.
Negotiating processes: communication and negotiation techniques. Development of sales trading plans.
Information processing processes: integrated commercial and specific management programs for warehouse management, market information systems organization, database management, management of data management,
Most relevant occupations or jobs type:
For 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:
The Chief Product Officer. Purchase technician. Sales technician. New facility technician.
Possible specializations:
The professional figure described, you can achieve various specializations when inserting into a concrete job, for which you will need a period of training or adaptation in the job. The specialisation of this figure is derived from the product to be marketed.
3. Minimum teachings
3.1 General objectives of the training cycle:
Develop commercial logistics processes, coordinating the different activities related to the movement and management of products, from production centers to consumption points and associating the objectives of the distribution with the business objectives of the company.
Plan and develop field work, identifying primary and secondary sources, defining guidelines to be followed, geographic application areas, and using appropriate information collection techniques object of study.
Interpret the information obtained from macro/microeconomic variables, pol
iticas, sociological and commercial, define the functional relationship between them and analyze the effects they produce in different commercial strategies.
Analyze the effects of the joint application of
Apply the specific statistical techniques to a series of data to obtain a certain information by interpeating the results obtained and obtaining conclusions.
Evaluate and define strategies of
Organize sales processes, drawing up plans that determine actions and objectives, selecting negotiation techniques based on the type of clients/suppliers and defining control measures that detect deviations from the achievements with the forecasts.
Use communication techniques in business relationships with customers/suppliers and in the workbench, to transmit or receive information and resolve conflicting situations that may occur in the development of the activity.
Interpret commercial information in a given foreign language and express itself correctly in the required language, in international trade relations.
Operate with software that facilitates the integrated management of commercial operations and market studies and optimizes the treatment and organization of the information originated in the development of the activity.
Interpret the legal, economic and organizational framework that regulates and conditions industrial activity, identifying the rights and obligations arising from relationships in the working environment, as well as the mechanisms of job insertion.
Select and critically assess the various sources of information related to your profession, which allows you to develop your self-learning capacity and enable the evolution and adaptation of your skills (a) professionals in technological and organizational changes in the sector.
3.2 Professional modules associated with a competition unit.
Professional Module 1: Commercial Research
Associated with Competition Unit 1: Get, Process and Organize Information in Commercial Research
TERMINAL CAPABILITIES/ASSESSMENT CRITERIA
1.1 Relating the value of economic and commercial variables with the effects they produce in the object of a given commercial study.
-List and define the most relevant macroeconomic measures and explain their effects on the national economy.
-List and define the main microeconomic and commercial variables that can affect a particular sector.
-From a practical scenario in which the object of the market study is fixed:
Select the macro/microeconomic and commercial variables that have effects on the study.
Explain the influence or relationship of the variables with the study and with each other.
1.2 Apply information collection techniques from primary sources in commercial studies. /-Describe the essential parameters to be analyzed in order to judge the reliability of the information collected in the primary sources.
-Identify and explain the techniques of collecting information from primary sources most used in commercial research.
-Starting with study objectives and a given budget, select the most appropriate primary information collection technique, justifying your choice.
-From an alleged commercial study with defined information needs and identified a target population:
Define the sample.
Make a questionnaire for obtaining information.
Conduct personal and telephone surveys.
Use the appropriate computer applications for work procurement and presentation.
-From a pre-designed and completed questionnaire, detect possible errors in:
Structure of the questions.
Connection between response/question.
Sample submitted to the questionnaire.
1.3 Define information collection procedures from secondary sources for commercial studies. /-Describe the essential parameters to be analyzed in order to judge the reliability of the information collected from secondary sources.
-Define the concept of internal and external secondary source and the most used procedures for accessing them.
-From a convenient convenient scenario where a certain information is needed for the development of a commercial study:
Identify secondary (internal/external) information sources and collection procedures within them.
Identify the variables to be obtained from the secondary sources of information that affect the object of the commercial study.
Select the secondary information source (internal and/or external) that can provide the value of the previously identified variables.
Select and make the format type that best suits the intended objectives for data collection.
Access computer databases for obtaining information.
Apply software for the right treatment and presentation of work.
1.4 Analyze the information collected in commercial research processes, applying statistical techniques. /-Identify and describe the main statistics that are used for data interpretation.
-Identify and explain statistical inference methods in the interpretation of survey surveys and reliability control.
-From statistical data collected for a commercial study, and applying, where appropriate, the corresponding computer program:
Tabulate the data.
Select and apply the statistics required to obtain the desired information.
Compare the statistical results obtained with the standard reference parameters and draw conclusions.
Make a report in which the conclusions are clearly and synthetically reflected, relating the results obtained from the statistical analysis with the object of the study.
Apply the appropriate statistics programs for data processing.
1.5 Define and develop field work plans, based on the definition of the geographical scope of market studies. /-Identify the essential parameters to be taken into account in the organization of the data collection through the surveys.
-Identify items that make up a field work-type budget.
-Describe the main action guidelines to be observed by pollsters in the development of their work.
-From parameters previously identified in a given market study and a defined questionnaire for obtaining the value of the same:
Define the most appropriate criteria for the selection of the pollsters.
Describe the behavioral patterns that any pollster should observe before the interlocutor, in the development of their work.
Define the size and characteristics of the representative sample of the universe object of the study.
Deduct the time needed and the number of pollsters needed to meet the expected targets.
Estimate the items that make up the budget for the defined field job.
-Given data budgeted and objective in the performance of a field work and some real data and achievements obtained in the completion of the same: Analyze the deviations produced by deducting causes that originated and specifying corrective actions.
1.6 Define procedures for the organization of data obtained in commercial studies that contextualize a Market Information System (SIM). /-Explain the typology of the data that is processed by a SIM.
-Describe the suitability characteristics of a SIM.
-Describe the essential purpose of the SIM and the objectives it usually pursues.
-Explain the most commonly used information organization techniques in a SIM.
-From a scenario that has been collected through a commercial investigation data from different types of sources:
Classify the data according to the type of information source from which it is sourced.
Apply an appropriate technique to organize and archive the information provided and make it easy to access it.
Use, where appropriate, an appropriate computer program for the processing and organization of the information.
BASIC CONTENTS (duration: 50 hours)
Economic theory: Introduction to macroeconomics.
Economic activity.
Economic aggregates.
The macro environment.
Markets and consumer behavior.
Market Segmentation.
Determinants of consumer behavior.
Market research.
Objectives of the research.
Planning for commercial research.
Variables.
Sources of information.
Market research methods.
The pollsters.
Budgets.
Sociology.
Concepts applicable to commercial research.
Psychology.
Concepts applicable to commercial research.
The statistics on market research.
Probability.
Shows.
Statistical Estimate.
The Markets Information System (SIM).
Structure.
Data.
Flows of information.
Use of integrated packages for statistical processing of information.
Professional Module 2:
Associated with Competition Unit 2: Develop the base information for setting
TERMINAL CAPABILITIES/ASSESSMENT CRITERIA
2.1 Analyzing the prices and costs of products, relating the variables involved in the formation of the same and applying statistical and economic methods. /-Identify, classify and deduce the main components of the cost and sale price of a product.
-Identify and explain the statistical techniques used in the trend calculation.
-Identify and explain the procedure used in calculating the deadlock.
-Identify and describe the essential pricing mechanisms in a market economy.
-Identify the regulations governing the prices of products.
-From a product price and a number of sales units, calculate the company's deadlock and interpret the result.
-Given a practical scenario detailing the prices and cost of a given product in recent years, calculate the trend of cost and margin, applying a statistical technique.
-From a product that describes the price trend of the product, the cost and the selling price, and the deadlock:
Extract conclusions from the relationship that exists between the defined parameters.
Develop a report that presents the information derived from the study in an appropriate and homogeneous way.
2.2 Analyze the situation in the product line market and evaluate the opportunity and launch characteristics of new products. /-Identify and interpret the regulations governing the marketing of products and brands.
-Given a particular product line and the circumstances surrounding that line: identify, analyze, classify weaknesses and fotlines that can be observed in the assumption and justify the conclusions obtained.
-From a series of data related to the evolution of a market, segmentation and positioning of existing brands:
Identify the innovations in the market related to the product under study.
Evaluate the launch opportunity for a new product by following criteria of: market dimension and quantification of potential consumers.
Analyze the possible existing positionings in order to detect gaps in the market.
Define the traits that characterize the new product based on the two previous points.
Develop a report that presents the information derived from the study in an appropriate and homogeneous way.
2.3 Analyze the factors that define the structure of the distribution channels. /-List and explain the different types of distribution channels and variables that influence their structure.
-From a set of variables that intervene in a distribution channel, calculate the total cost by applying type prices.
-Given a product and three distribution channels conveniently characterized:
Select the most appropriate that optimizes time and costs.
Define the sales network.
-From data from a company that markets certain products:
Classify such products based on commercial distribution criteria, distribution and sales costs, explaining the problems and opportunities that justify such classification.
Develop a report that presents in an orderly and homogeneous way the information derived from the study.
2.4 Develop a base information (
-From a
-Given a set of data related to a product, choose those that are necessary to elaborate the base information of the product-brand, explain that choice and classify them into the appropriate chapters.
-Use a computer application to prepare a
2.5 Analyze various advertising actions that can be developed in business activity. /-Describe the different types of advertising, media, media and advertising forms most used in the usual commercial practice.
-Identify and interpret the legal and institutional framework of advertising.
-Explain the general objectives of the advertising and the implications it can entail in the commercial activity.
-Describe the main psychological techniques that apply in the design of an advertising activity.
-Explain the fundamental differences between advertising and promotion.
-Define the main methods that are usually applied in the allocation of financial resources to an advertising budget.
-Define the variables that need to be controlled in an advertising campaign to achieve an optimal result.
-Analyze the main methods of measurement of advertising efficiency, explaining advantages and disadvantages.
-In a convenient convenient scenario of marketing a product/service:
Analyze any of the promotional media that suits the defined assumption by valuing costs and benefits.
Select an appropriate promotion medium, explaining possible psychological effects that they can produce in the consumer.
Define the content and form of the promotional message.
2.6 Relate the various variables involved in the
-From product, price, distribution, and communication assumptions:
Analyze and explain the causal relationships between the different variables.
-Given a stage of a product's life cycle, explain the causal relationships that occur between the variables that affect the product.
-From a plan of
2.7 Economically evaluate the implementation of plans for
Perform the calculations required to identify the most appropriate statistical tuning method.
Calculate the trend of product demand.
Get the expected demand for the product for a given period.
-List and define the different items that make up a
-Given a set of revenue and expenses for a company intended for the marketing of a product:
Classify expenses.
Perform the calculations required for obtaining the
Classify expenses by order of importance.
To draw conclusions, based on the comparative analysis between the different headings that make up the budget and the comparison of the budget with others.
BASIC CONTENTS (duration 70 hours)
Nature and scope of
The
Product Policy:
Factors that define the product policy.
Tools for analysis and planning.
Price Policy.
Relevant costs in pricing.
Price Analysis.
Distribution Policy.
The commercial distribution:
Internal trade and trade structures.
Typology and forms of commercial organization.
Distribution costs.
New distribution development.
Associationism and integration.
Communication policies:
The advertising and promotional communication process.
Advertising.
The promotion.
Public relations.
The statistics applicable to a plan in
Index numbers.
Temporary analysis.
Mapping.
Elaboration of
Structure.
Elements that make up the
The plan for
Commercial planning.
Organization of the business strategy.
Using
Professional Module 3: Commercial Logistics
Associated with the competition unit 3: Managing the business logistics process
TERMINAL CAPABILITIES/ASSESSMENT CRITERIA
3.1 Analyze the distribution procedures for commercial operations.
-Characterize the means of transport from the optical of the commercial distribution. /-Identify the different items that make up the total cost of transport and supply to the points of sale.
-Describe the basic functions of a commercial logistics or physical distribution process.
-Explain the objectives pursued by any commercial logistics process and service level effects.
-On the basis of a purchase and sale of certain goods and two offers from different means of transport:
Choose the most suitable means, according to the criteria of profitability and safety during the shipment of the goods, making the appropriate calculations of the cost that each of them implies.
Argue and/or explain the choice of media.
-In a scenario that describes some commodities sources and targets:
Calculate the possible routes to supply the different target points.
Calculate the cost of transport.
Select those routes that optimize the operation.
3.2 Analyze storage processes, estimating internal organization and distribution, handling, packaging, and labeling of goods in a warehouse. /-Identify and interpret the safety and hygiene regulations to be applied in a particular type of warehouse and products.
-Characterize the most widely used media in product storage.
-Identify the different zones of a type warehouse and describe the general characteristics of each.
-Identify and describe the most commonly used types of packaging in each mode of transport.
-Define relevant data to be displayed on a label so that the merchandise is easily identifiable and its characteristics are taken into account during handling.
-Identify and interpret the current regulations for the physical protection of the goods for shipment.
-From an international symbology of labelling and certain products, associate the appropriate label with each one of them.
-Associate certain means and procedures for handling goods to different types of products, according to the physical characteristics of the products and facilities of a particular warehouse.
-Describe the economic and structural criteria that are usually applied in the organization of a warehouse.
-Analyze variables that affect the organization of a warehouse, deducting the effects of each of them in spatial distribution planning.
-From the characterization of a warehouse and certain products to store:
Determine the internal distribution (through the necessary sketches) of zones and products.
Represent the flow and mobility of products in the warehouse that optimize space and time.
Describe the characteristics of the required jobs in the warehouse.
Identify the necessary manipulation media.
-Describe applicable safety and hygiene rules.
3.3 Analyze the applicable stock management procedures in the organization of a storeroom. /-Describe the differences in the management and control procedures resulting from the characteristics of the different types of stocks.
-Describe the variables that determine the cost of storage (administrative costs, use of spaces, operations, obsolescence and deterioration, financial ...).
-Precise the acquisition price and production cost criteria.
-Explain the differences in the estimate of the cost of the products sold and of the final stock produced as a result of the application of the different valuation methods (PMP, FIFO, LIFO ...).
-In a scenario that provides the initial value of different types of stocks, storage costs and production and sales operations conveniently characterized:
Classify stocks by applying the ABC method.
Calculate the average storage and manufacturing period.
Apply the acquisition price and production cost criteria appropriately in each case.
Value stocks by applying PMP, FIFO, and LIFO methods.
Compare the results obtained from the application of the different valuation methods.
-From a practical assumption, calculate and graphically represent:
The economic batch and the order point of a product.
The
The optimal level of order.
-From the characterization of the variables involved in the maturation period of a company and of course a delay in the time of receipt of a supply of goods:
Analyze its effects on stock and supply forecast to customers, deducting cost implications and arguing for measures to be applied to address such an incident.
-From data related to stock in storage (number, quantity, price ...) to determine the totals of an inventory and to present the results according to a criterion of inventory making.
-From an inventory control tab or stock quantity reports that have decreased:
Determine the items and quantities required to place an order based on:
Maximum and minimum amounts of
Speed of circulation for
Previous consumption for a given period.
3.4 Analyze customer service incidents within the business logistics process and apply procedures to resolve them. /-Describe the fundamental aspects, human resources, materials and costs that must be analyzed in the design of a service of attention to clients.
-Describe more common incidents that can occur in the distribution of the products.
-Identify the ideal conditions for customer service delivery in the distribution.
-Describe the general procedure to be followed in the return of goods and explain the repercussions that arise.
-In a scenario that describes client timeouts and costs:
Determine the number of service points that minimize the total cost.
Calculate the optimal wait time and service level to be provided.
-In a case scenario of an incident produced in a transport operation conveniently characterized, explain its effects on the level of customer service and necessary steps for its resolution.
3.5 Use the various software packages for the supply, transport and logistic control that support the management of the commercial logistics. /-Integrate the information of a particular logistics process of different databases.
-Access information stored in the computer program.
-Describe the functions that integrate the various applications that can be used in an information system for a commercial logistics process.
-Data related to commercial logistics:
Introduce them correctly into a particular computer application, obtaining timely information.
Interpret the information obtained.
-From the information available in the various software, integrate data, texts and graphs so that the information is presented in an appropriate manner.
BASIC CONTENTS (duration 85 hours)
Introduction to logistics:
Importance of logistics.
Information and management IT systems.
Objectives of logistics.
Transportation and supply to points of sale:
Modes of transport.
Assessment of transport.
Sourcing Routes.
Storage policy:
Storage activities.
Storage targets.
Handling of the goods.
Packaging and Labelling.
Planning for distribution resources:
Demand.
Assignment of
Load and transport.
Customer Service:
Availability of orders.
Quality of delivery.
Cost/Benefits Analysis.
Valuation of
Inventories.
Optimal level of stocks.
Replenishment.
Distribution Cost Analysis:
Factors involved in the formation of distribution costs.
Deviations.
Opportunity Cost.
Security and hygiene regulations in the warehouse:
Distribution of Space.
Product location.
Materials that condition the warehouse.
Using commercial logistics management software.
Professional module 4:
Associated with the competition unit 4: Plan and direct
TERMINAL CAPABILITIES/ASSESSMENT CRITERIA
4.1 Define the appropriate storefronts to the essential characteristics of the establishments and apply the most common techniques. /-Explain the psychological effects on the consumer that produce the different techniques used in the window.
-Explain the functions and objectives that a storefront can have.
-Define two impact assessment criteria that a storefront can produce on the sales volume.
-From the characterization of an establishment, a potential clientele, and desired effects:
Identify the latest trends in window dressing.
Determine the specific window-dressing techniques to apply in the storefront design.
Define the selection criteria for the materials to be used.
Define the storefront composition and assembly criteria.
Designing the storefront that meets the defined goals by applying the appropriate screening methods and the precise techniques.
-Perform a study analyzing the design and assembly of multiple storefronts of different types of commercial establishments, detailing:
Trend.
The psychological effects they produce on the client.
More used materials.
Dimensions and distribution of spaces.
4.2 Analyze the distribution in plant of commercial surfaces, applying the current regulations and the techniques of
-Identify and explain the main
-Define the characteristics of a
-Describe the measures that are normally applied in commercial establishments to ensure that the circulation of the clientele is smooth and can stay as long as possible inside.
-Describe three criteria that can be used in the linear distribution of the soil per product family and explain advantages and disadvantages of the application of each of the selected criteria.
-From the plane of an alleged commercial establishment detailing the square meters and some products to be commercialized:
Identify the safety and hygiene regulations applicable to the particular case.
Graphically perform the distribution in plant, applying the corresponding
Argue the chosen distribution.
-From a given product assortment, and the description of a sales surface analyze the type of furniture suitable for conditioning the establishment.
4.3 Define the implementation of products that achieve the optimization of the linear in commercial establishments. /-Identify and explain the organization and business criteria that optimize the
-Identify the parameters that are used in the optimal linear calculation.
-Describe the main implementation rules that should be observed in any product family for good sales development.
-From data about a particular item, item family, linear,
Calculate the minimum and optimal
Get the value of the optimal linear and explain the application of the result.
Use a management software to define the implementation of the particular product family.
4.4 Apply
-Describe the procedure for obtaining the value of the parameters involved in the calculation of the control ratios.
-Identify and describe the measurement instruments that are typically used to assess the effectiveness of a product implantation in the linear.
-From data on the physical characterization of an establishment (area of sale in square meters, coefficient of occupancy of the floors, meters of furniture and number of elements, linear), an implementation of products and economic data on sales with taxes and annual gross profit without taxes:
Calculate the yield per square meter of sales surface and per linear meter of soil, using the necessary ratios.
Calculate the effectiveness of product implementation, using the main ratios that quantify it.
Interpret the results obtained.
4.5 Define promotional actions to make commercial establishments profitable. /-Identify and describe the various promotional means that are normally used in a small commercial establishment and on a large surface.
-Define the main psychological techniques that apply in a promotional action.
-Estimate situations that can be promoted by a promotional action.
-From the characterization of a
in a commercial establishment:
Select a promotion means to heat the zone.
Define the content and form of the promotional message.
BASIC CONTENTS (duration 50 hours)
The
Origin, concept and evolution.
Application Phases of
Marketing and
Characteristics and structure of the assortment.
Assortment types. Types of sale.
Analysis of the assortment.
The manufacturer's
The
The organization of the job.
The window-dressing:
Visual promotion.
Design of storefronts.
Materials, procedures and techniques of window dressing.
Linear optimization:
The linear and its cast.
Calculation of optimization of
Implementation rules.
Advertising at the place of sale (P.L.V.):
Definition, functions, types.
Promotion of sales.
Control of
Performance per square meter of sales surface.
Performance per linear meter of soil.
Calculation of economic-financial ratios.
Safety and hygiene regulations applied to the distribution of a commercial surface:
Selling space.
Conditioning.
Distribution of product families.
Professional Module 5: Sales Management
Associated with Competition Unit 5: Manage Product and/or Service Sales Operations
TERMINAL CAPABILITIES/ASSESSMENT CRITERIA
5.1 Develop sales action plans that relate all the factors involved and suit previously defined objectives. /-Describe the main aspects that should be involved in a sales plan.
-Describe the fundamental phases that make up the sales processes.
-Define the methods and criteria for selecting the most used personnel in the recruitment of vendors.
-From an alleged plan and budget of
Interpret the targets set for sales.
Point out geographic areas within the demarcation defined by the plan, above and below the purchase potential and types of customers within these limits.
Deduct the size of the sales team for the intended objectives.
Set sales targets per customer, per zone, per product, by product size, for months or per life cycle and per seller.
Calculate the number of visits per seller, day, and customer based on the product portfolio.
Tailor routes for vendors by assessing the costs of displacement by dead zones and times.
Razor the degree of adjustment achieved from the plan of action to the plan and budget of
5.2 Analyze and apply appropriate processes and methods in the trading of trading conditions. /-Explain the different stages of a process of negotiation of buy/sell conditions.
-Identify and describe the most commonly used trading techniques in the purchase and sale.
-Distinguished and interpret clauses that are optional in a sales contract.
-Distinguished between the stock of selling and the stock of trading.
-Interpret the business rules governing the sales contracts.
-In the simulation of an interview or contact with a customer or provider to start negotiations:
Characterize the caller to set behavior patterns during the negotiation process.
Use the appropriate negotiation technique to the defined situation.
Define the main parameters that configure an offer presented to a customer.
-From data, establish a purchase or sale negotiation plan that includes the following aspects:
Estimating the respective needs, strengths and weaknesses.
Identify the main aspects of the negotiation.
Clarify the mutual concessions, their cost and their value on both sides.
Synthesize the sequence of the plan.
Predict likely customer or supplier positions and prepare the seller or buyer's own postures.
Explain the limits in the negotiation of the purchase or sale.
-Given three vendor offerings that express purchase conditions, warranties, and service level, and define the business needs of the buyer enterprise:
Select the one that, in comparative terms, offers better conditions and adapts to the defined business objectives.
Detect in the selected offer possible points to negotiate.
5.3 Apply communication techniques in the development of business relationships. /-Identify the technological innovations that appear in the communication processes.
-Define the most commonly used communication techniques in information and customer care situations.
-Describe the phases that make up a personal interview for commercial purposes.
-In an alleged telephone conversation with a customer/provider:
Identify and identify the caller by observing the proper protocol rules.
Adapt your attitude and speech to the situation you are part of.
Control clarity and accuracy in the transmission of information.
-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.
-In a simulated customer care situation:
Analyze the behavior of the client and characterize it.
Use the appropriate communication technique to the situation and the caller.
-From an alleged request/transmission of information to a client, make a written statement that will observe the appropriate treatment and that it is clearly and concisely worded according to its purpose.
5.4 Define data collection and processing systems that are generated in sales situations, applying information organization techniques, and using, if appropriate, software to facilitate operations. /-Access information stored in software.
-Integrate information from sales processes into different databases.
-Define the most commonly used file techniques in the development of the sales activity.
-Identify the essential data to be included in a customer/supplier master file.
-Design an information collection questionnaire in the
-From data relating to different sales operations:
Make the customer/supplier master file by selecting and structuring the relevant information from the operation and using software.
-From the information available in different software, integrate data, texts and graphics by presenting the information according to required formats.
5.5 Define training or motivation plans for
-Define the main pedagogical techniques and methods that are applied in training.
-Describe the most used techniques of evaluation of the degree of utilization of the training.
Describe the methods commonly used to motivate the sales force.
-From a practical scenario detailing the description of the professional competence required in the employment of a sales team and a budget originated, determine:
Training goals.
Contents of the training.
Profile of contributors and experts.
Methodology to be used in training.
Timing.
Required teaching materials, characteristics of the place of training and conditioning.
Plan Budget.
-From a sales action plan and description of performances and results obtained by a sales team that do not achieve the intended objectives:
Develop an action plan that will induce aspects of motivation, improvement, methods, timing, and in general the actions needed to achieve the goals of the defined sales plan.
5.6 Analyze essential aspects that configure product or service purchase processes in companies. /-Describe the phases that make up the process of purchasing a product or service.
-Identify more commonly used information collection methods in obtaining data about the supplier or supplier market.
-Define the essential criteria that apply in the selection of supplier offers.
-Define and analyze the parameters that configure the purchase price formation of a product or service on the market.
-Explain the essential forces that make up the supply and demand of a product or service in the market.
-Identify different types of business contracts that are used in the purchase of a product/service and recognize the documentary models that represent them.
-Given terms agreed to in a purchase operation and identifying data for the operation:
Make the contract, structuring the information within the clause that composes it, applying software in this respect (spreadsheets, text processing, etc.) and using the appropriate mercantile terminology the operation.
5.7 Apply control methods in the development and execution of sales processes. /-Describe the most common incidents that can originate in sales processes.
-Describe the methods that are commonly used to evaluate the effectiveness of the
-Explain the control process to be followed by orders placed on a supplier at the time of their receipt in store.
-In a practical case of anomaly detected in the receipt of a suitably characterized order, explain possible measures to be adopted for resolution.
-In a practical case of ineffectiveness of a sales team in the development of sales processes, describe possible measures and procedures to be applied to improve profitability and optimize team performance.
BASIC CONTENTS (duration 75 hours)
General legal framework:
Institutions responsible for internal trade.
Applicable Regulation.
Consumer regulations regarding customer service.
The organization of purchases:
The purchase process.
Terms of Purchase.
The purchase contract.
Sales Plans:
Planning the sales system.
Sales goals.
Organization of the sales system.
The sales team:
Composition and organization of the sales team.
Recruitment, training, motivation.
Group Address Techniques.
The trading trading process in the purchase and sale:
Prospecting.
Preparation of the negotiation.
Development of the negotiation.
Trading techniques.
Communication:
Communication processes.
Attitudes and techniques in communication.
Telephone and in-person information.
Information Management and Treatment Systems:
File Techniques.
Crafting master files.
Application of integrated software for the management of sales.
Sales Process Control:
Treatment of failure to receive supplier orders.
Treatment of failures in the sales process.
Order control procedures.
Evaluation and control of the sales team.
Elements of Commercial Law.
3.3 Modular professionals.
Professional module 6 (transverse): general purpose computing applications
TERMINAL CAPABILITIES/ASSESSMENT CRITERIA
6.1 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 list the type utilities in business management.
-From a scenario on a computer system that has a
The
The operating system and its features.
The system configuration.
-Installed applications:
The information media used by the system.
6.2 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.
6.3 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 practical case, perform, through the network operating system, copy, update, and transmit operations of the information previously stored on the server's hard disk.
6.4 Handle, as a user, a text 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 the applications of: word processor, spreadsheet and database.
-Properly install the computer applications on the operating system.
-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, etc. 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 by applying the instructions reflected in the manuals.
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 processing and computing.
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 environments.
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:
Layout of spreadsheets.
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 7 (transverse): foreign language
TERMINAL CAPABILITIES/ASSESSMENT CRITERIA
Communicate orally with a foreign language partner, interpreting and transmitting the information necessary to establish the terms that delimit a professional relationship within the sector. /-From a simulated telephone conversation:
Ask for information about a point-in-time aspect of an industry's own activity, applying the established formulas and using the appropriate lexicon.
Give the required information by choosing the formulas and lexicons necessary to express it with the greatest precision and concreteness.
-From a recorded message related to a typical industry professional activity, identify key data to decrypt that message.
-Given an alleged face-to-face communication situation:
Ask for information about a point-in-time aspect of a sector's own activity by defining the most appropriate of the pre-established formulas.
Give information about a point-in-time aspect of a sector's own activity by defining the most appropriate of the preset formulas.
-In a simulated work meeting:
Interpret the information received.
Transmit such information by selecting the appropriate regisgro.
Interpret information written in foreign language in the economic, legal and financial field of the sector, analyzing the fundamental data to carry out the appropriate actions. /-Before a periodical publication of one of the countries of the foreign language, select the section or sections related to the sector, correctly identifying the terminology.
From an authentic legal text of the foreign language country, identify the existing legal rules affecting the sector.
-Given a foreign language information text on the professional sector:
Find key data for that information.
Classify data according to its importance within the sector.
Synthesize the text.
Translate with accuracy any written reference to the professional sector.
Drafting and/or completing documents and reports of the sector in foreign languages with correction, accuracy, coherence and cohesion, requesting and/or providing general or detailed information. /-From the data of the case, fill in the commercial and specific management documents of the sector.
-Compose a letter:
Applying the formal aspects required in a specific professional situation.
Using preestablished formulas in the sector.
By organizing the information that you want to give related to the sector.
-Based on data received in different contexts (conference, documents, seminar, meeting), prepare a clear, concise and accurate report according to your final
ity and/or recipient, using pre-established structures and nexus.
To analyze the protocol rules of the foreign language country, in order to give an adequate image in the professional relations established with that country. /-In an alleged telephone conversation, observe the proper protocol rules to identify the caller or identify, filter the call, inform or inform, giving a good company image.
-In the face of an alleged professional stay in the foreign language country, arrange such stay taking into account:
Hourly customs.
Professional habits.
The protocol rules that govern in that country.
-Before an alleged foreign company visit:
Show Up.
Report and inform.
Using language with correction and ownership and observing the rules of behavior required by the case, according to the professional protocol established in the country.
BASIC CONTENTS (duration 90 hours)
Use of the oral language:
Talks, discussions and exhibitions related to situations of professional life and situations arising from the different activities of the business sector:
Specific terminology.
Formulas and structures made, used in oral communication.
Formal aspects (an appropriate professional attitude to the foreign language partner).
Functional aspects:
Exposing and staffing in dialogs within a context.
Using relevant formulas of conversation in a professional situation.
Extracting industry-specific information to build an argument.
Using the written language:
Visual, oral and written documents related to professional aspects.
Specific terminology.
Morfosyntactic elements (structure of prayer, verbal times, nexus and subordination, impersonal forms, passive voice, etc.), according to the document to be elaborated.
Formulas and structures made, used in written communication.
Socio-professional aspects:
More significant socio-professional elements of the foreign language country.
3.4 Vocational training module in the workplace.
TERMINAL CAPABILITIES/ASSESSMENT CRITERIA
Develop field work for commercial studies, in accordance with defined objectives. /-Identify the parameters that will influence the study.
-Identify the characteristics of the subjects/organisms to be submitted to the selected data collection technique.
Identify the geographical scope in which the study is to be projected.
-Extract a representative sample and choose the appropriate sampling technique.
-Apply correctly quantitative and qualitative techniques for collecting information from primary and secondary sources in the process of obtaining information.
-Properly use statistical techniques to deal with information and obtain conclusions.
-Present the conclusions of the field work done in time and form, through a report.
Perform management and verification tasks in store-distribution processes, developed in the enterprise. /-Obtain and process documents required in the transport operations, in time and form, in accordance with the rules in force.
-Identify the distribution channels established in the company and analyze the cost of the structure of the distribution.
-Analyze the spaces and routes of internal distribution in the warehouse and assess their suitability and propose, if necessary, changes that improve management.
-Successfully perform stock valuation calculations, moving the results to the specified document.
-Properly use the warehouse management software to transmit and obtain information.
-Transmit accurate information to the different warehouse managers of the logistics network.
-Confect inventories by following established criteria and rules.
-Perform studies on the policy of
Make representations to the company's sales operations. /-Identify the market segment of suppliers and customers of the company and its characteristics.
-Get accurate information about vendor offerings.
-To behave properly and kindly in dealing with customers and suppliers.
-Use the software available in the company for the management of the sales.
-Make contacts with suppliers and customers when required by the commercial management of the company, applying selling techniques.
-Confect master files from customers and suppliers and keep them updated.
Develop
-Analyze different methods of
-Control that the implementation of the products in the establishment is done in accordance with the established conditions.
Analyze the appropriate zone and place to place the products within the point of sale.
-Rate the effectiveness of the implementation of the products using qualitative and quantitative measuring instruments.
Perform follow-up tasks in the development of the
-Collect information by applying the appropriate procedures and through the precise sources of information, to analyze the effect on the market of the implemented plan.
-Verify that the execution of the ad campaign runs under the contracted conditions.
-To conduct a study on the effectiveness of the advertising campaign carried out and to propose later strategies.
-Confect survey models to assess advertising effectiveness and propose them to the organization.
Fulfill any activity or task assigned and related to the work you perform with professional responsibility, demonstrating an attitude of overcoming and respect.
-At all times show an attitude of respect to the company's procedures and rules.
-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 fulfill the instructions received and take responsibility for the assigned work, communicating effectively with the right person at any time.
-Maintain fluid and correct interpersonal relationships with members of the work center.
-Coordinate your activity with the rest of the team and departments, 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
Determine preventive and/or protective actions by minimizing risk factors and the consequences for the health and environment they produce. /-Identify the most common risk situations in their field of work, associating the general techniques of action according to them.
-Classify the damage to health and the environment according to the consequences and the most common risk factors that generate them.
-Propose preventive and/or protective actions corresponding to the most common risks, which will reduce their consequences.
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 that must be applied based on the existing lesions in the previous assumption.
-Perform the execution of sanitary techniques (CPR, immobilization, transfer, ...), applying the established protocols.
Differentiate the hiring modalities and apply insertion procedures in the work reality as an employed or self-employed person./-Identify the different forms of employment contracts existing in its productive sector that allows existing legislation.
-In a given situation, choose and properly use the main job search techniques in your professional field.
-Identify and properly fill in the necessary documents and locate the precise resources 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. /-To use the basic sources of information on labour law (Constitution, Workers ' Statute, Europera Union Directives, collective agreement, ...), distinguishing 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, technological productivity, ...), object of negotiation.
Describe the possible consequences and measures, as a result of the negotiation.
-Identify social security benefits and obligations.
Interpret the data of the Spanish socioeconomic structure, identifying the different variables involved and the consequences of their possible variations. /-From general economic information:
Identify the main macroeconomic measures and analyze the relationships between them.
Analyze the organization and economic situation of a company in the sector, interpreting the economic parameters that determine it. /-Explain the functional areas of a company type of the sector, indicating the relationships between them.
-From the economic memory of a company:
Identify and interpret the most relevant economic variables involved in it.
Calculate and interpret the basic ratios (financial autonomy, solvency, guarantee and financing of the fixed assets, ...), which determine the financial situation of the company.
Indicate the company's possible funding lines.
BASIC CONTENTS (duration 35 hours)
Job Health:
Working conditions and security.
Risk factors: prevention and protection measures.
Safe work organization: general prevention and protection techniques.
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.
Non-discriminatory social habits.
Economics principles:
Macroeconomic variables and socio-economic indicators.
International socioeconomic relations.
Economics and organization of the company:
The company: functional areas and organizational charts.
Economic operation of the company.
3.6 Baccalaureate materials that have been due to be used to access the training cycle corresponding to this title.
3.6.1 Mode Materies:
Mathematics applied to Social Sciences II.
Economics and organization of companies.
3.6.2 Other content of basic vocational training:
Secretariat and file.
Sourcing and marketing.
Administration and financing.
Personnel and human resources.
4. Teachers
4.1 Teacher-based teacher assignments in the professional modules of the Higher Technical training cycle in Commercial Management and
TEACHER/BODY PROFESSIONAL/SPECIALTY MODULE
1. Commercial research. /Organization and commercial management. /Secondary School Teacher.
2.
3. Commercial logistics. /Commercial processes. /Technical teacher of FP.
4. Marketing at the point of sale. /Commercial processes. /Technical teacher of FP.
5. Management of the sale. /Organization and commercial management. /Secondary School Teacher.
6. General purpose computer applications. /Commercial processes. /Technical teacher of FP.
7. Foreign language. /(1)/Secondary School Teacher.
8. Training and career guidance. /Training and employment orientation. /Secondary School Teacher.
(1) German, French, English, Italian or Portuguese, depending on the language chosen.
4.2 Baccalaureate materials that can be taught by the teachers of the specialties defined in this Royal Decree.
FACULTY/BODY SUBJECTS/SPECIALTY
Economics. /Organization and commercial management. /Secondary School Teacher.
Economics and organization of the company. /Organization and commercial 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 orientation.
The equivalence, for the purposes of teaching, of the titles 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 39 of Royal Decree 1004/1991 of 14 June 1991, the training cycle of Vocational Training of Higher Grade: Commercial Management and
Formative space/Surface-m2/Grade/utilization/-/Percentage
Commercial Management Classroom/90/50
Audiovisual Classroom/60/15
Multipurpose Classroom/60/35
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 guidance for which the educational administrations define when the curriculum is established.
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 also 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. Convalidations, correspondences and access to university studies
6.1 Professional modules that can be subject to validation with occupational vocational training:
Commercial research.
Marketing at the point of sale.
Sales Management.
General purpose computer applications.
6.2 Professional modules that can be matched with work practice:
Commercial research.
Marketing at the point of sale.
Sales Management.
General purpose computer applications.
Training and employment orientation.
Job Center Training.
6.3 Access to University Studies:
Diploma in Librarian and Documentation.
Diplomat in Business Sciences.
Diploma in Social Education.
Diplomat in Statistics.
Diplomat in Management and Public Administration.
Diplomat in Informatics.
Diplomat in Labor Relations.
Diploma in Social Work.
Technical in Business and Tourism Activities.
