Organic Law 2/2006, of 3 May, of Education, provides in Article 39.6 that the Government, after consulting the Autonomous Communities, will establish the qualifications corresponding to the vocational training studies, thus as the basic aspects of the curriculum for each of them.

The Organic Law of 19 June, of the Qualifications and of Vocational Training, establishes in Article 10.1 that the General Administration of the State, in accordance with the provisions of Article 149.1.30. Establishment and after consultation of the General Council of Vocational Training, the certificates and certificates of professionalism, which shall constitute the offers of vocational training referred to in the National Catalogue of Qualifications, shall be determined. Professionals.

Law 2/2011, of 4 March, of Sustainable Economy and the Organic Law 4/2011, of 11 March, complementary to the Law of Sustainable Economy, amending the Law of the Organic Law, of the Qualifications and of the Vocational Training and Education, Education, have introduced an ambitious set of legislative changes necessary to stimulate and accelerate the development of a more competitive, more innovative economy, capable of renewing the productive sectors The European Commission has also been able to make the most of its work in the field of employment.

Royal Decree 1147/2011 of 29 July 2011 provides for the general management of vocational training of the educational system and defines in Article 9 the structure of vocational training qualifications, based on the catalogue National of Professional Qualifications, guidelines set by the European Union and other aspects of social interest.

On the other hand, this royal decree in Article 7 gives the professional profile of these titles, which will include general competence, professional, personal and social skills, qualifications and, where appropriate, the (a) the national catalogue of vocational qualifications included in the titles, so that each degree will, at least, incorporate a complete vocational qualification, in order to ensure that the qualifications of vocational training respond effectively to the needs demanded by the productive system and the personal and social values that enable democratic citizenship to be exercised.

This regulatory framework makes it necessary for the Government, after consulting the Autonomous Communities, to establish each of the titles which will form the catalogue of titles of vocational training of the educational system, its minimum teaching and other aspects of academic management which, without prejudice to the competences conferred on the educational authorities in this field, constitute the basic aspects of the curriculum which ensure a common and ensure the validity of the securities, in compliance with the provisions of Article 6.2 of the Law Organic 2/2006, of 3 May, of Education.

For these purposes, it is appropriate to determine for each title their identification, their professional profile, the professional environment, the prospective of the title in the sector or sectors, the teaching of the training cycle, the correspondence of the professional modules with the units of competence for their accreditation, validation or exemption, and the basic parameters of the training context (minimum spaces and equipment, qualifications and specialties of teachers and their equivalent to (a) the Court of Justice, after consulting the Autonomous Communities, as provided for in the Article 95 of the Organic Law 2/2006, of 3 May, of Education.

In each title, the access to other studies, the convalidations, exemptions and equivalences, and, where appropriate, the information on the requirements necessary for the professional exercise, according to the legislation in force.

Thus, the present royal decree, as provided for in Royal Decree 1147/2011, of 29 July, establishes and regulates, in the basic aspects and elements mentioned above, the title of vocational training of the educational system of Technical in Commercial Activities.

A regulatory standard has been used to establish state bases in accordance with the Constitutional Court, which admits that "exceptionally" the bases can be established by regulatory standards in certain assumptions, as is the case in the present case, when "is an essential complement to ensure the lowest common denominator laid down in the basic legal standards" (thus, inter alia, in SSTC 25/1983, 32/1983 and 48/1988).

In the process of drawing up this royal decree, the Autonomous Communities have been consulted and the General Council of Vocational Training, the School Council of the State and the Ministry of Foreign Affairs have issued a report. Territorial and Public Administration.

In its virtue, on the proposal of the Minister of Education and prior deliberation of the Council of Ministers at its meeting on 18 November 2011,

DISPONGO:

CHAPTER I

General provisions

Article 1. Object.

1. The present royal decree aims to establish the title of Technician in Commercial Activities, with official character and validity throughout the national territory, as well as their corresponding minimum teachings.

2. The provisions of this royal decree supersede the regulation of the title of Technician in Trade, contained in Royal Decree 1655/1994, of July 22.

CHAPTER II

Identification of title, professional profile, professional and prospective title of the title in the sector or sectors

Article 2. Identification.

The title of Technical in Business Activities is identified by the following elements:

Naming: Business Activities.

Level: Middle Grade Professional Training.

Duration: 2,000 hours.

Professional Family: Trade and Marketing.

Referent in the International Standard Classification of Education: CINE-3 b.

Article 3. Professional profile of the title.

The professional profile of the title of Technician in Commercial Activities is determined by his general competence, his professional, personal and social competences, and by the relationship of qualifications and, where appropriate, units of Competence of the National Catalogue of Professional Qualifications included in the title.

Article 4. General competence.

The general competence of this title is to develop activities for the distribution and marketing of goods and/or services, and to manage a small commercial establishment, applying quality and safety standards. established and respecting existing legislation.

Article 5. Professional, personal and social skills.

The professional, personal and social competencies of this title are as follows:

(a) Carry out feasibility and start-up projects and exercise on behalf of the activity of a small retail trade business, acquiring the necessary resources and complying with legal obligations and administrative, in accordance with current regulations.

b) Manage and manage a small business establishment, performing the necessary activities with efficiency and profitability, and respecting the current regulations.

c) Carry out the sale of products and/or services through the various marketing channels, using the selling techniques appropriate to the customer's typology and the criteria established by the company.

d) Organize the operations of the storage of the goods under the conditions that guarantee their conservation, through the optimization of human, material and space means, according to established procedures.

e) Ensuring small business provisioning, foreseeing purchase needs to maintain the level of service that requires customer or consumer demand attention.

f) Conduct activities of selling point in establishments dedicated to the marketing of products and/or services, applying merchandising techniques, in accordance with the objectives set out in the plan marketing of the company.

g) Conduct e-commerce actions, maintaining the company's website and social communication systems over the Internet, to meet the company's e-commerce goals defined in the digital marketing plan.

h) Perform the business and administrative management of the business establishment, using the appropriate hardware and software to automate tasks and jobs.

i) Execute marketing actions defined by the business organization in the marketing plan, identifying the needs of products and/or customer services, the factors involved in pricing, distribution channels and communication techniques to meet the objectives set by the business address.

j) Execute customer care plans, managing an information system to maintain quality service that ensures the level of satisfaction of customers, consumers, or users.

k) Perform specialized sales of products and/or services, adapting the sales argumentation to the peculiar characteristics of each case to meet the commercial objectives defined by the business address.

l) Manage relationships with customers, users, or consumers in English, tracking operations, to ensure the level of service provided.

m) Adapting to new employment situations caused by technological and organizational changes in production processes, updating their knowledge, using existing resources for learning throughout the life and information and communication technologies.

n) Act with responsibility and autonomy in the field of their competence, organizing and developing the assigned work, cooperating or working as a team with other professionals in the work environment.

n) responsibly resolve the incidents related to their activity, identifying the causes that cause them, within the scope of their competence and autonomy.

o) Communicate effectively, respecting the autonomy and competence of the different people involved in the field of their work.

p) Apply the protocols and preventive measures of occupational risks and environmental protection during the production process, in order to avoid damage to people and the work environment and the environment.

q) Apply quality, universal accessibility and "design for all" procedures in the professional activities included in the processes of production or service delivery.

r) Perform basic management for the creation and operation of a small business and have an initiative in their professional activity.

s) Exercise their rights and comply with the obligations arising from their professional activity, in accordance with the laws in force, actively participating in economic, social and cultural life.

Article 6. Relationship of qualifications and competence units of the National Catalogue of Professional Qualifications included in the title.

1. Full professional qualification:

Sale Activities COM085_2 (Royal Decree 295/2004, of February 20) comprising the following units of competence:

UC0239_2: Perform the sale of products and/or services through the different marketing channels.

UC0240_2: Perform auxiliary operations for sale.

UC0241_2: Run Customer/Consumer Service/User Service actions.

2. Incomplete professional qualifications:

a) Small business management activities. COM631_2 (Royal Decree 889/2011, of 24 June):

UC2104_2: Drive and manage a small quality trade.

UC2105_2: Organize and animate the point of sale of a small business.

UC2106_2: Ensure the responsiveness and supply of small business.

b) Organization and management of warehouses COM318_3 (Royal Decree 109/2008, of February 1):

UC1015_2: Manage and coordinate store operations.

c) Commercial property management COM650_3 (Royal Decree 1550/2011 of 31 October):

UC0811_2: Perform the sale and spread of real estate products through different marketing channels.

Article 7. Professional environment.

1. The persons obtaining this degree exercise their activity in any productive sector within the marketing area or in the different sections of commercial establishments, carrying out activities selling products and/or services to through different marketing channels or by performing functions of organizing and managing their own trade.

These are self-employed persons who manage a small trade or traditional shop, or for employed persons who are engaged in the marketing of any company or business in the marketing departments or organization, in different subsectors:

-In small, medium or large commercial establishments, work for others in the different business sections.

-In the marketing of self-employed products and services outside the commercial establishment.

-In the commercial department of SMEs and industrial companies.

-In the customer care/consumer/user department of public bodies.

-In large and medium-sized industrial and commercial enterprises.

-In the retail trade sector.

2. The most relevant occupations and jobs are as follows:

-Seller.

-Seller/a technician.

-Trade Representative.

-Business Orient/a.

-Promoter/a.

-Lift/a.

-Distance selling.

-Teleoperator (call center).

-Customer information/attention.

-Cajero/a or reponder/a.

-Contact-center operator.

-Online Content Manager.

-Store merchant.

-Small business manager.

-Manager in stock and warehouse management.

-Head of store.

-Responsible for receiving goods.

-Responsible for the dispatch of goods.

-Warehouse logistics technician.

-Customer information/customer support in companies.

Article 8. Prospective of the title in the sector or sectors.

Educational administrations will take into account, when developing the corresponding curriculum, the following considerations:

a) The evolution suffered by trade in Spain in the last decades of the twentieth century and in the first of the 21st century, with the establishment of large international distribution companies and with the creation of franchise chains in Spain. All areas of trade have led to a concentration of trade in large shopping centres and to a gradual modernisation and specialisation of small retail trade.

It is therefore necessary for the trade sector to have professionals with sufficient training in communication skills, enabling them to pass on security and confidence to the consumer of products and/or services; for sale, so that they are able to argue and close the sales necessary to secure the established business objectives; in commercial merchandising, which will enable them to encourage the establishment to be attractive to potential customers; in economic and administrative management, such as to lead a small commercial establishment; in negotiation techniques, so that they can carry out the procurement of the establishment in an efficient way; and in new technologies of sale and communication through the network and other communication systems, which assist them in meeting the business or other objectives set by the company.

This title addresses the training needed to commercialize all kinds of products and/or services by different channels, as well as to direct a small commercial establishment with efficient and efficient commercial criteria. The necessary update is also incorporated into the new information technologies that are essential as a means of communication between the commercial enterprise and its environment.

The role of this technician in the workplace will be greatly affected by the widespread application of new technologies in the day-to-day management of their small establishment, which are fundamentally applied to:

-The merchandise stock management processes.

-The procurement processes of merchandise.

-The collection processes through point-of-sale terminals.

-The processes of implementing marketing actions in terms of product or service, pricing, promotions and distribution.

-Especially in the implementation of promotional actions for products or services in the commercial establishment.

-The processes of marketing products and services.

-Communication, information and customer support via telephone or the Internet.

-The processes of marketing through digital channels.

-Quality control of services provided.

b) The technological changes of a digital nature that have taken place in recent years at global level, mainly in the field of telecommunications with the generalization of the use of the Internet, has caused a flow of Additional information to be used by companies to generate added value in the quality of products and services offered, as well as greater efficiency in their relationship with other companies and/or customers, among which mention:

-The widespread use of the Internet for communications and demarches via e-mail.

-The use of digital media and communication systems to develop different e-commerce and promotional actions.

-The use of secure digital media to perform business transactions and document management reliably, securely and confidentially.

c) Consequently, the professional profile of the title, within the business sector, marks an evolution towards those competences that not only contribute to the technical and economic efficiency sector, but also achieve the incorporation and use of new technologies in the operation of global markets, to ensure that companies contribute to creating a more just, environmentally engaged and socially more equal society.

CHAPTER III

Formative cycle teachings and basic context parameters

Article 9. General objectives.

The general objectives of this training cycle are as follows:

a) Seek entrepreneurial initiatives and seek opportunities to create small retail business, assessing the impact on the environment and incorporating ethical values to carry out projects

the purposes of the application, the Commission has the following information:

(b) Delimit the characteristics and size of the necessary economic resources, taking into account the characteristics of the store and the products offered for the implementation of a small retail business.

c) Analyze sales and purchase and payment transactions, using conventional or electronic means to manage and manage a small business establishment.

d) Compare and evaluate customer orders through different marketing channels, attending and meeting their product and/or service needs, in order to sell products and/or services.

e) Identify follow-up and post-sales processes, addressing and resolving, claims submitted by customers, to perform the sale of products and/or services.

f) Recognize the tasks of reception, location and dispatch of goods in the warehouse, assigning material and human means, controlling the stocks of goods and applying the current regulations on safety and hygiene, to organize the operations of the storage of the goods.

g) Copy and process demand and demand forecast data to suppliers, using information and communication technologies to ensure small business provisioning.

h) Identify and choose the best suppliers and/or suppliers, negotiating the supply and supply conditions to make the necessary purchases that maintain the level of service established according to the demand of the customers or consumers.

i) Create store image, combining the external and internal elements of the commercial establishment with commercial criteria, to perform activities of animation of the point of sale in establishments dedicated to the marketing of products and/or services.

j) Analyze the sales and loyalty policies of customers, organizing the exhibition and promotion of the assortment, to carry out activities of animation of the point of sale in establishments dedicated to the marketing of products and/or services.

k) Select data and enter it on the company's website, performing its maintenance and looking for good positioning, ease of use and maximum persuasion to perform e-commerce actions.

l) Encourage interrelationships with other network users, using digital marketing strategies on social networks, to perform e-commerce actions.

m) Recognising the characteristics of the software commonly used in the commercial sector, drawing up documents and computer materials for the commercial and administrative management of the establishment commercial.

n) Identify the market and the business environment, obtaining and organizing the information of the agents involved in the business process and applying appropriate marketing policies to execute the marketing defined by the business organization in the marketing plan.

n) Select customer information actions, advising them with diligence and courtesy and managing complaints and complaints in their case, to execute customer care plans.

o) Determine the differentiating characteristics of each commercial subsector, offering the products and/or services through appropriate marketing techniques to perform specialized sales of products and/or services.

p) Identify expressions and rules of communication in English, both in word and in writing, to manage relationships with customers, users, or consumers in English.

q) Analyze and use existing resources for learning throughout life and information and communication technologies to learn and update their knowledge, recognizing the possibilities for improvement professional and personal, to adapt to different professional and occupational situations.

r) Develop teamwork and value your organization, participating with tolerance and respect, and making collective or individual decisions to act with responsibility and autonomy.

s) Adopt and value creative solutions to problems and contingencies that arise in the development of work processes, to responsibly resolve the incidents of their activity.

t) Apply communication techniques, adapting to the contents to be transmitted, to their purpose and to the characteristics of the receivers, to ensure the effectiveness of the process.

u) Analyze the environmental and labor risks associated with the professional activity, relating them to the causes that produce them, in order to substantiate the preventive measures to be adopted, and to apply the protocols to prevent damage to oneself, to other people, to the environment and to the environment.

v) Analyze and apply the techniques needed to respond to universal accessibility and "design for all".

w) Apply and analyze the techniques needed to improve the quality of work procedures in the learning process and the reference productive sector.

x) Use procedures related to entrepreneurial, entrepreneurial and professional-initiative culture to perform the basic management of a small business or undertake a job.

and) Recognize your rights and duties as an active agent in society, taking into account the legal framework that regulates social and working conditions to participate as a democratic citizen.

Article 10. Professional modules.

1. The professional modules of this training cycle:

(a) They are developed in Annex I to this royal decree, complying with the provisions of Article 10 of Royal Decree 1147/2011 of 29 July 2011.

b) These are the following:

1226. Marketing in commercial activity.

1227. Managing a small business.

1228. Warehouse techniques.

1229. Management of purchases.

1230. Technical sales.

1231. Dynamization of the point of sale.

1232. Sales processes.

1233. IT applications for commerce.

1234. Commercial care services.

1235. E-commerce.

0156. English.

1236. Training and employment guidance.

1237. Training in job centres.

2. The educational administrations will establish the corresponding curricula, respecting what is established in this royal decree and in accordance with the provisions of article 8 of the Royal Decree 1147/2011, of July 29, for which the ordination is established general vocational training of the educational system.

Article 11. Spaces and equipment.

1. The spaces necessary for the development of the teachings of this formative cycle are those set out in Annex II of this royal decree.

2. The spaces will have the necessary and sufficient surface to develop the teaching activities that are derived from the learning outcomes of each of the professional modules that are taught in each of the spaces. In addition, they must meet the following conditions:

(a) The area will be established on the basis of the number of people occupying the training space and should enable the development of learning activities with the ergonomics and mobility required within the same.

b) They should cover the spatial need for furniture, equipment and auxiliary work instruments.

c) They must respect the spaces or safety surfaces required by the machines and equipment in operation.

d) Respect the regulations on the prevention of occupational risks, the regulations on safety and health at the workplace and how many other rules are applicable.

3. The established training spaces may be occupied by different groups that heal the same or other formative cycles, or educational stages.

4. The various identified learning spaces should not necessarily be differentiated by closure.

5. The equipment included in each space must be the necessary and sufficient to guarantee to the students the acquisition of the learning outcomes and the quality of the teaching. In addition, they must meet the following conditions:

(a) The equipment (equipment, machines, etc.) shall have the necessary installation for its proper operation, comply with the safety and risk prevention rules and with the other applicable standards.

(b) The quantity and characteristics of the equipment must be based on the number of persons registered and enable the acquisition of the learning outcomes, taking into account the evaluation criteria and the content that are included in each of the professional modules that are delivered in the referenced spaces.

6. The competent authorities shall ensure that the spaces and equipment are adequate in quantity and characteristics for the development of the teaching and learning processes resulting from the learning outcomes of the modules. and thus ensure the quality of these teachings.

Article 12. Teachers.

1. The teaching of the vocational modules which constitute the teaching of this training cycle corresponds to the teaching staff of the Secondary Teaching Body, the Secondary School Teachers 'Corps and the Teachers' Body. Professional Training Technicians, as appropriate, of the specialties set out in Annex III A) of this royal decree.

2. The qualifications required for access to the aforementioned teaching bodies are, in general, those laid down in Article 13 of Royal Decree 276/2007 of 23 February, approving the entry, access and acquisition of the new specialties in the teaching bodies referred to in the Organic Law 2/2006 of 3 May of Education, and the transitional admission regime is regulated, which refers to the transitional provision of the said law. The qualifications equivalent to those before these same effects are, for the various specialties of the faculty, those listed in Annex III B) of the present royal decree.

3. For the teachers of the centres of private ownership or of public ownership of other administrations other than the educational ones, the required qualifications and the necessary requirements, for the delivery of the professional modules The title, are those included in Annex III C) of the present royal decree. In any case, the lessons to be taught to the qualifications mentioned shall be required to cover the objectives of the professional modules and, if those objectives are not included, in addition to the certification, they must be accredited by means of "certification", a work experience of at least three years in the sector related to the professional family, carrying out productive activities in companies that are implicitly related to learning outcomes.

4. The competent authorities shall ensure that the teachers providing the professional modules comply with the specified requirements and thus ensure the quality of these lessons.

CHAPTER IV

Accesses and links to other studies, and correspondence of professional modules with the competition units

Article 13. Access to other studies.

1. The title of Technician in Commercial Activities allows for direct access to cure any other middle-grade training cycle, in the conditions of admission that are established.

2. The title of Technician in Commercial Activities will allow access by means of proof or overcoming of a specific course, under the conditions established in Royal Decree 1147/2011, of July 29, to all the training cycles of higher degree of the same professional family and other training courses in which the baccalaureate modality is the same as the one that facilitates the connection with the cycles requested.

3. The title of Technician in Commercial Activities will allow access to any of the forms of baccalaureate, in accordance with the provisions of article 44.1 of the Organic Law 2/2006, of May 3, of Education, and in article 34 of the Royal Decree 1147/2011 of 29 July.

Article 14. Validations and exemptions.

1. The convalidations between professional training modules established under the Organic Law 1/1990 of 3 October of General Ordination of the Educational System and the professional modules of the title established in the This royal decree is as set out in Annex IV.

2. Those who have passed the vocational training and guidance module or the professional business module and entrepreneurial initiative in any of the training cycles corresponding to the securities established under the Law Organic 2/2006, of 3 May, of Education, will have validated these modules in any other formative cycle established under the same law.

3. Those who have obtained the accreditation of all the units of competence included in the title, by means of the procedure laid down in Royal Decree 1224/2009 of 17 July of recognition of the professional skills acquired by work experience, may validate the vocational training and guidance module as long as:

-Credit at least one year of work experience.

-Be in possession of the accreditation of the training established for the performance of the basic level functions of the preventive activity, issued in accordance with the provisions of Royal Decree 39/1997, of January 17, by the The Regulation of the Prevention Services is approved.

4. In accordance with Article 39 of Royal Decree 1147/2011 of 29 July 2011, the total or partial exemption of the vocational training module in the workplace may be determined by correspondence with the work experience, provided that an experience related to this training cycle is established in the terms provided for in that Article.

Article 15. Correspondence of professional modules with the units of competence for their accreditation, validation or exemption.

1. The correspondence of the units of competence with the professional modules which form the teaching of the title of Technician in Commercial Activities, for their validation or exemption, is determined in Annex V A) of this royal decree.

2. The correspondence of the professional modules which form the teaching of the title of Technician in Commercial Activities with the units of competence, for their accreditation, is determined in Annex V B) of this royal decree.

Additional disposition first. Title reference in the European framework.

Once the national qualifications framework has been established, in accordance with the European recommendations, the corresponding level of this qualification will be determined in the national framework and its equivalent in the European framework.

Additional provision second. Distance offering of this Title.

The professional modules that form the teachings of this training cycle can be offered at a distance, provided that it is guaranteed that the students can achieve the learning outcomes of the same, according to the provisions in the present royal decree. To this end, the educational authorities, within the scope of their respective powers, shall take the measures they deem necessary and shall give the precise instructions.

Additional provision third. Equivalent qualifications and links with vocational training.

1. In accordance with the provisions of the additional 30th of the Organic Law 2/2006, of May 3, of Education, the titles of Technical Auxiliary, Law 14/1970, of 4 August, General of Education and Financing of the Reform Educational, which are then related, will have the same professional effects as the title of Technician in Commercial Activities established in this royal decree:

a) Commercial, Administrative and Commercial Branch.

b) Auxiliary of Internal Trade, Administrative and Commercial Branch.

c) Commercial Auxiliary, Administrative and Commercial Branch.

d) Reception and Tourist Services, Hotels and Tourism branch.

2. The title of Technician in Commerce, established by Royal Decree 1655/1994, of July 22, will have the same professional and academic effects as the title of Technician in Commercial Activities established in this royal decree.

3. The training provided in this royal decree in the vocational training and guidance module is capable of carrying out professional responsibilities equivalent to those required by basic level activities in the field of risk prevention. This is the case in the case of the case-law of the Court of Law of 17 January 1997, in which the Regulation of the Prevention Services is adopted, provided that it has at least 45 teaching hours.

Additional provision fourth. Regulation of the exercise of the profession.

1. The title laid down in this royal decree does not constitute a regulation of the exercise of a regulated profession.

2. Similarly, the equivalence of academic qualifications provided for in paragraph 1 and 2 of the third provision of this royal decree shall be without prejudice to the provisions which they enable for the exercise of the right to regulated professions.

Additional provision fifth. Equivalences for the purposes of teaching in the selective entry procedures in the Professional Training Technical Teachers ' Corps.

The title of Technical Superior or Specialist Technician is declared equivalent to those required for access to the Technical Teachers ' Body of Vocational Training, when the title has been used as an interim teacher in schools. public in the field of the administrative authority, in the field of teaching to which it intends to access and for a minimum period of two years before 31 August 2007.

Additional provision sixth. Universal accessibility in the teachings of this title.

1. In the field of their respective competences, the educational authorities will include in the curriculum of this training cycle the elements necessary to ensure that the persons who are cured develop the competences included in the curriculum in "design for all".

2. They shall also take the measures they deem necessary to enable this student to access and to pursue that training cycle under the conditions laid down in the final provision of Law 51/2003 of 2 December 2003. equal opportunities, non-discrimination and universal accessibility for people with disabilities.

Single transient arrangement. Applicability of other rules.

1. Until the provisions of this royal decree are applied, pursuant to the provisions of its second and third final provisions, the provisions of Royal Decree 1655/1994 of 22 July 1994 establishing the title of the Technical in Trade, and the corresponding minimum teachings.

2. Also, until the norm regulating, for the management of the Ministry of Education, the curriculum corresponding to the title of Technician in Commercial Activities, will be applicable, it will be of application established in the Royal Decree 1670/1994, of 22 July, establishing the curriculum of the middle grade training cycle corresponding to the title of Technician in Commerce.

Single repeal provision. Repeal of rules.

1. Royal Decree 1655/1994 of 22 July 1994 establishing the title of Technician in trade and the corresponding minimum teachings is hereby repealed and all provisions of the same or lower rank shall be contrary to the provisions of this Royal Decree. decree.

2. Royal Decree 1670/1994 of 22 July 1994 establishing the curriculum for the medium-grade training cycle corresponding to the title of Technician in Trade is hereby repealed.

Final disposition first. Competence title.

The present royal decree is of a basic standard, under the powers conferred on the State by Article 149.1.1. and 30. of the Constitution. The exception of the basic rule is Article 13.2 and the single transitional provision point 2.

Final disposition second. Implementation of the new curriculum.

The educational administrations will implement the new curriculum of these teachings in the 2012-2013 school year.

Final disposition third. Entry into force.

This royal decree will enter into force on the day following its publication in the Official Gazette of the State.

Given in Madrid, on November 18, 2011.

JOHN CARLOS R.

The Minister of Education,

ANGEL GABILONDO PUJOL

ANNEX I

Professional Modules

Professional Module: Marketing in Business Activity.

Code: 1226

Learning results and evaluation criteria.

1. Identifies the concept of marketing and its usefulness in commercial activity, analyzing its main functions in companies and organizations.

Assessment Criteria:

a) The various meanings of the term marketing have been compared.

b) Marketing functions have been determined in companies, organizations and non-profit institutions.

c) The different types of marketing have been detailed, analyzing their differentiating characteristics.

d) Marketing-mix instruments have been characterized, analyzing the main elements that integrate them.

e) The different approaches that companies can give to their commercial activity have been differentiated, analyzing their advantages and disadvantages.

f) Different forms of organization of the marketing department have been considered, according to company size, type of activity and market where it operates, among others.

g) The new marketing trends have been analyzed through the application of new information and communication technologies.

2. It characterizes the market and the business environment, analyzing the main factors that make them and their influence in the application of marketing actions.

Assessment Criteria:

a) The concept of the market, the elements that integrate it, its structure and its functioning have been identified.

b) Markets have been compared according to different criteria.

(c) The market limits of a territorial nature have been identified, due to the characteristics of the consumers and the derivatives of the use of the product.

d) The business environment has been identified, analyzing the factors of microenvironment and macro-environment and their influence on the application of marketing policies.

e) Market segmentation techniques have been applied to divide the market into homogeneous consumer groups, analyzing their objectives, their utilities, and the different applicable segmentation criteria.

f) Different segmentation strategies that a company can adopt when applying its marketing policies have been differentiated.

g) The consumer purchasing decision process has been interpreted, analyzing the different phases and the variables that influence it.

h) The internal and external determinants that affect consumer buying behavior have been differentiated.

3. Determines the commercial investigation process and marketing information system, analyzing the techniques and procedures applicable to your development.

Assessment Criteria:

a) The need for information that companies have for decision making, design and implementation of their business policies has been proven.

b) The information has been classified, based on criteria such as the nature of the data, the origin and the availability of the data.

c) The marketing information system (SIM) has been described, differentiating the subsystems that integrate it and the functions that each one of them develops.

d) The commercial investigation process has been described, identifying the different phases or stages of the process.

e) Internal and external information sources, primary and secondary, have been differentiated from which data can be obtained.

f) Secondary information sources have been identified, analyzing the procedures for obtaining and processing the data.

g) Primary information sources have been identified, analyzing the applicable qualitative and quantitative research techniques for obtaining the data.

h) IT applications have been used for the procurement, processing, analysis and archiving of information relevant to the company.

4. Defines the policies applicable to the product or service, adapting it to customers ' needs and profile and market trends.

Assessment Criteria:

a) The attributes of the product or service, depending on their nature, utility, and the needs that you can satisfy, the reasons for purchase, and the consumer's perception of value, have been identified.

b) A database of the products, lines, families and references of the products/services that the company markets has been developed, incorporating the relevant information for each product.

c) A comparative analysis of the product or service has been performed with other competitors, comparing technical characteristics, utilities, presentation, brand and packaging, among others.

d) The lifecycle of a product has been sequenced, analyzing the different stages that it traverses and the marketing actions applicable at each stage.

e) The database of products or services has been updated, gathering information from vendors, distributors, and customers ' stores or groups.

f) Trade strategies have been defined in product policy, taking into account the product characteristics, life cycle, and profile of the clients to whom it is addressed.

g) Reports on products, services, or product lines have been produced using the appropriate computer application.

5. It determines the method of fixing the sales price of the product/service, taking into account the costs, the commercial margin, the prices of the competition, the perception of value of the customer and other factors that influence the price.

Assessment Criteria:

a) The factors that influence the selling price of a product have been identified, considering manufacturing and distribution costs, commissions, margins, life cycle, competition prices, and type of customers, among others.

b) The current legal regulations concerning the prices of products and services have been identified for application in the company's pricing policy.

c) The sales price of the product has been calculated on the basis of manufacturing and distribution costs, applying a certain commercial margin.

d) The effect of a variation in manufacturing and distribution costs on the final sale price of the product has been analyzed.

e) The gross commercial margin of the product has been calculated, based on the analysis of the components of the total cost, the deadlock and the market trend.

f) The effect of variations in the sales price of the product on sales has been determined by analyzing the elasticity of the product demand.

g) The price of the product or service that is marketed with those of the competition has been compared, analyzing the causes of the differences.

h) Strategies have been defined in pricing policy taking into account the costs, product life cycle, competition prices, purchase motives, and customer value perception.

i) Reports on product prices, services or product lines have been produced using the appropriate computer application.

6. Selects the form and distribution channel of the product or product line, considering the types of brokers involved and the functions they perform.

Assessment Criteria:

a) The commercial distribution functions have been identified, valuing their importance within marketing to bring the product closer to the consumer.

b) Different ways of selling have been identified, depending on the sector, type of product and type of customer, differentiating traditional sales, self-service, and non-store sales.

c) Commercial distribution channels have been recognized according to the number and type of intermediaries involved and the functions they perform.

d) Different structures and forms of commercial distribution have been compared, considering channel levels, number and type of intermediaries.

e) The cost of distribution of the product has been calculated, taking into account transport costs, insurance, storage, commissions, margins and financials.

f) We have compared possible distribution strategies for different products, with a view to selecting the most appropriate channel, valuing the possibility of online distribution.

g) Different types of commercial intermediation contracts have been differentiated to formalize the relationship between the manufacturer and the distributors of the product.

h) Reports on commercial distribution have been developed, based on the analysis of costs, times, available intermediaries and viable strategies, using the appropriate IT application.

7. Identifies the actions and techniques that integrate the communication policy of the company or organization, analyzing the functions of each of them.

Assessment Criteria:

a) The different types of actions that integrate a company's communication mix have been differentiated, analyzing their purpose.

b) The objectives of the communication policy have been set according to the target audience and business strategies.

c) The functions of advertising and the most common media and media have been characterized.

d) The different actions that are applicable within the PR policy of a company or organization have been characterized.

e) Sales promotion techniques used by distribution companies have been identified.

f) The functions of merchandising have been determined, identifying the different types of techniques applicable.

g) Personal sales, objectives and differentiating characteristics have been characterized as an immediate response commercial communication instrument.

h) The most commonly used direct marketing techniques have been identified.

i) The most appropriate communication and promotion actions have been selected to launch a product to the market or prolong its stay in the market.

8. Sequence the business planning process, identifying the stages or stages of the marketing plan.

Assessment Criteria:

a) The business planning functions in the company and the marketing plan's utility and content have been identified.

b) The stages or phases of the marketing plan elaboration process have been set.

c) The data or base information that will be analyzed for the marketing plan has been set.

d) Certain objectives have been set, analyzing the most appropriate marketing strategies to achieve them.

e) Actions have been defined regarding product, price, distribution, and communication policies and relationships between them.

f) Procedures have been provided for the monitoring and control of the marketing plan policies, obtaining the necessary information from the departments of the company, the vendors and distributors, other.

g) The results obtained with the intended objectives have been compared.

h) Control and evaluation reports have been developed for the marketing plan.

Duration: 90 hours.

Basic contents:

Identification of the marketing concept and its functions:

-Concept and content of marketing.

-The origin and evolution of the concept.

-Business and economics marketing functions.

-Marketing types.

-Marketing-mix instruments and policies.

-Enterprise management marketing.

-Enterprise business activity orientation.

-Organization of the marketing department of a company based on different criteria. Structure and structure.

-Current marketing trends. Application of new technologies. Internet marketing.

Characterization of the market and the business environment:

-The market. Concept, characteristics and elements of the market. Market functions. Market caps.

-Classification of markets based on different criteria.

-Market structure: current and potential market.

-The environment and its influence on business marketing.

-Microenvironment factors.

-Macro environment variables.

-Market segmentation. Concept and objectives. Segmentation criteria.

-The study of consumer behavior.

-The final consumer purchase decision process.

-Internal Determinants of Purchase Behavior.

-External determinants of the purchase behavior.

-The industrial consumer purchasing decision process.

Determination of the Commercial Research Process and Marketing Information Systems (SIM):

-The need for information in the enterprise.

-Data types.

-Internal and external information sources, primary and secondary.

-The marketing information system (SIM).

-Commercial research. Concept and characteristics. Types of studies. Applications of commercial research.

-Fases of a commercial investigation process.

-Secondary information sources.

-Primary sources. Qualitative research techniques: in-depth interview, group dynamics and observation. Projective techniques. Techniques of creativity.

-Primary sources. Quantitative research techniques: the survey. Types of surveys. The questionnaire. The sampling. Selection of the sample.

-Field work in commercial research.

-Data processing and analysis.

-Making the report and presenting the results.

Defining the policies applicable to the product/service:

-The product as a marketing tool.

-Attributes of a product.

-Classification of products based on different criteria.

-The product dimension. Range and product lines, families and categories.

-Analysis of a company's product/service portfolio or brands.

-The product lifecycle. Concept and phases.

-Product policy strategies.

-Application of marketing to services. Strategies and management of services.

-The mark. Concept, purpose and legal regulation. Types of marks.

Determining the method of fixing the sales price of the product/service:

-The price of the product as a marketing tool.

-Factors that condition the price of a product.

-Components of the price of a product or service. Costs and margins.

-Pricing methods from cost.

-Competition-based pricing methods.

-Pricing methods based on market demand.

-Strategies in pricing policy.

-Psychological pricing strategies.

-Cost calculation and the sales price of the product, using the spreadsheet.

Selecting the product or line product distribution form and channel:

-Commercial distribution as a marketing tool.

-Distribution channels. Concept, structure and types.

-Commercial brokers. Functions and types of brokers.

-Wholesale merchants.

-Retail.

-Factors that condition the choice of form and distribution channel.

-Commercial forms of distribution: independent, associated and integrated commerce.

-Commercial intermediation forms.

-The franchise.

-Distribution strategies. Manufacturer's relationship to the sales network.

-Distribution costs. Structure and calculation.

Identifying the actions and techniques that integrate the communication policy:

-Communication as a marketing tool.

-The business communication process. Basic elements.

-The communication mix: types and shapes.

-Objectives of communication policies.

-Advertising.

-Advertising agencies.

-The product briefing.

-Advertising Effectiveness

-Public relations.

-Sales promotion.

-Merchandising.

-Personal sales.

-Direct marketing.

-Online marketing.

Sequencing the business planning process:

-Marketing planning: purpose and objectives.

-Marketing plan features and utilities.

-Structure of the marketing plan. Phases in their preparation.

-Analysis of the situation: internal and external analysis. DAFO Analysis.

-Fixing the goals that are intended to be achieved.

-Defining the marketing-mix actions and policies.

-Budget.

-Running the marketing plan.

-Tracking the marketing plan policies.

Pedagogical guidelines.

This professional module contains the necessary training to perform support and collaboration functions in the application and monitoring of marketing policies.

The support and collaboration function in the application and monitoring of marketing policies includes aspects such as:

-Market analysis and business environment.

-Configuring the market information system (SIM).

-Analysis of product characteristics and attributes, services, and product lines for matching customer needs and profile.

-Assessment of market opportunities for the launch of a product or service.

-Application of marketing techniques for the sale and distribution of products.

-Calculation of the sales price of the product.

-Selecting the form and/or distribution channel of a product, line, or product range.

-Selecting product communication and promotion policy, product lines, or brands.

-Collaboration in the application and control of the marketing plan actions.

-Defining and applying marketing techniques in a small business.

The professional activities associated with this function apply to:

-The development, monitoring and control of policies and actions included in the company's marketing plan.

-The definition, application, and tracking of marketing techniques in a small business establishment.

The formation of the module contributes to the achievement of the general objectives, (n), (q), (r), (s) and (t) of the training cycle, and (i), (m), (n), (n) and (o) of the title.

The lines of action in the teaching-learning process that enable the objectives of the module to be achieved will be about:

-Analysis of marketing functions and applications in companies and organizations.

-Analysis of the functions, content, and structure of a market information system (SIM).

-Study of the commercial research process, analyzing your applications in companies and organizations.

-Analysis of product, service, product line, and brand attributes.

-Calculating the sales price of products and services, applying different methods.

-Analysis of the various forms and channels of commercial distribution.

-Analysis of sales promotion techniques, taking into account the type of product and the characteristics of the client to which they are addressed.

-Study of different types of advertising, analyzing the media and media used.

-Analysis of different business strategies.

-Study of the business planning process, analyzing product, price, distribution, and communication policies that are part of a marketing plan.

Professional Module: Managing a small business.

Code: 1227

Learning results and evaluation criteria.

1. Gets information about entrepreneurial initiatives and opportunities to create a small business, assessing the impact on the performance environment and incorporating ethical values.

Assessment Criteria:

a) The concept of entrepreneurial culture has been considered, valuing its importance as a source of job creation and social welfare.

b) The importance of individual initiative, creativity, training and collaboration to succeed in entrepreneurial activity has been valued.

c) The basic functions of the company have been individually described and have all been analyzed together as a comprehensive system.

d) The phenomenon of corporate social responsibility and its importance as an element of business strategy has been recognized.

e) Business practices have been identified that incorporate ethical, social and environmental values.

f) The main elements of the company's overall environment have been identified, analysing economic, social, demographic, cultural, technological, environmental and political-legal factors.

g) The factors of the company's microenvironment have been described, analysing competition, suppliers/suppliers, intermediaries and institutions that regulate and/or influence internal trade.

h) The advantages and strengths of traditional proximity trade to large surfaces and other forms of retail distribution have been identified.

i) Public and private bodies have been identified that provide information, guidance and advice to small businesses, describing the services they provide and the resources available online.

2. It determines the legal form of the company and the procedures that are required for its creation and implementation, applying the current business, labor and tax regulations.

Assessment Criteria:

a) The legal forms that a small business can adopt, analyzing characteristics, social capital, number of partners, formal obligations and responsibility of partners, among others, have been identified.

(b) The costs of setting up and running the company derived from the various legal forms have been calculated, in consultation with the legislation in force.

c) Information about possible grants and grants for the creation of a company has been obtained, identifying the requirements and procedures to be performed.

d) The most appropriate legal form has been selected, based on a comparative study, assessing the costs, legal procedures and obligations and the responsibility of the partners.

e) The national, regional and local regulations governing and/or affecting small trade have been consulted.

f) The administrative and legal procedures, authorizations and licenses that are required for the opening and implementation of trade and the agencies where they are managed and/or processed have been determined.

g) The business, labor and tax obligations arising from the exercise of the economic activity of the company have been identified.

h) The documentation that is required for the creation and startup of the company has been completed.

3. It elaborates a project to create a small trade, delimiting its characteristics and including a feasibility study for the implementation and sustainability of it.

Assessment Criteria:

a) The location and features of the store have been established based on the density, diversity and accessibility of their area of influence, the type of customers and their shopping habits and the products to be marketed, among others.

b) Personal strengths and weaknesses and the opportunities and threats of the environment have been identified by the corresponding SWOT analysis.

c) The commercial or assortment offering has been defined, depending on business opportunities, customer profile, market trends, and influence zone competition, among others.

(d) A basic investment plan has been included which collects the fixed assets required, the form of acquisition and the financing of the fixed assets.

e) A list of product prices has been developed, applying the established pricing criteria.

f) A study of economic and financial viability of trade has been included, drawing up a basic income statement for two years, based on the estimate of the expected revenue, expenditure and costs; necessary financial and financial-economic ratios.

g) The possibility of hiring employees according to the characteristics and needs of the trade, calculating the costs and defining the functions to be covered, the profile of the candidates and the procedure of selection.

h) It has been appreciated the desirability of applying technological innovations and of coming to training actions, analyzing the weak points and the expected cost benefit in terms of viability and sustainability of the business.

i) The possibility of online marketing and other forms of distance selling has been studied, calculating its cost and taking into account the characteristics of the products, the expected impact and the uses and practices of the sector.

4. It elaborates a basic investment plan, identifying the fixed assets that are required, its form of acquisition and the financial resources required, depending on the characteristics of the store and the products to be marketed.

Assessment Criteria:

a) The needs of the store, local, furniture, equipment, collection system and point of sale, among others, have been determined according to the business idea, the type of customers and the products and services that are lend to the client.

b) Information has been obtained on possible aids and grants for the purchase of the equipment of the store, identified the organisms where they are processed.

c) The form of acquisition of the premises has been determined, assessing the modalities of purchase, transfer or rental, based on the analysis of costs, rights and obligations of each of the modalities.

(d) Information on banking services and forms of financing of investments and other operations has been obtained, analysing the procedure, documentation, requirements and guarantees required to obtain a credit or loan banking.

e) Leasing and renting options have been valued for the acquisition of the equipment, calculating the costs and analyzing the required requirements and guarantees.

f) The way to obtain and finance the store's equipment and facilities has been selected, assessing costs and risks.

g) Appropriate insurance policies have been selected, depending on the coverage required according to the contingencies and legal requirements of the activity.

5. Plans the economic management and treasury of small business, establishing the pricing system that ensures its profitability and sustainability over time.

Assessment Criteria:

(a) The system for the fixing of sales prices has been established on the basis of costs, profit margin, consumption taxes, product life cycle, competition prices, product differentiation and perception of the value of clients, among others.

b) Demand forecasts and sales revenue have been made, as well as expected costs and expenses, on the basis of data obtained from external sources that provide economic information for the sector and other businesses similar.

c) Time-limits, form and means of payment, discounts and payment facilities have been established for customers, depending on the company's financial capacity, product characteristics, type of customers and uses and practices of the sector.

(d) The schedule of payments and payments provided for, according to the needs, commitments and payment obligations of the small trade and ensuring the availability of cash in cash on a daily basis, has been prepared.

e) The system has been planned to periodically and systematically check the store's liquidity, adjusting payment commitments and collection estimates.

f) The financial costs and the risk of managing the collection and trading of commercial effects have been calculated.

g) The company's personnel and social security costs have been calculated.

h) The procedure for the systematic valuation of economic and financial activity of trade has been defined, calculating ratios of profitability, solvency, indebtedness and liquidity, to detect and correct possible mismatches.

6. Manages the commercial and collection documentation and payment resulting from the sale of the products and/or services provided, respecting the current commercial and fiscal regulations.

Assessment Criteria:

a) Business and tax regulations and trade practices that regulate the billing of products/services, including electronic invoicing, have been interpreted.

(b) The Value Added Tax (VAT) regulatory regulations and the obligations established for the billing of products and/or services have been interpreted.

(c) invoices have been drawn up for the sale and/or provision of services, in accordance with the commercial and tax rules and the uses of trade, using computer tools.

d) The periodic registration of invoices issued and received that requires VAT regulations has been made.

e) The documents relating to the various means of payment and recovery of the company's operations have been completed and managed.

f) Remittance of commercial effects have been prepared for shipping to banks in charge management or for their negotiation and discount.

g) Trade effects negotiation invoices have been produced.

7. Manages the administrative, accounting and tax process of the company, applying the current trade and tax legislation and the principles and rules of the General Accounting Plan for SMEs.

Assessment Criteria:

a) The functions of the accounting and the required books and volunteers to be carried by the company have been identified.

(b) Different balance sheet items (assets, liabilities and net worth) have been differentiated, analysing their characteristics and functional relationship.

(c) The operations performed have been recorded, in accordance with the general principles and valuation rules of the General Accounting Plan for SMEs, using the available IT application.

(d) The depreciation of the assets of the fixed assets has been calculated, in accordance with the current tax rules and the General Accounting Plan for SMEs.

e) The result of the exercise has been calculated and the annual accounts have been drawn up, in accordance with the General Accounting Plan for SMEs.

(f) The periodic statements of the Value Added Tax have been completed, depending on the system of taxation chosen.

g) Tax obligations arising from taxes on profits have been determined, depending on the legal form of the company (IRPF and Corporate Tax).

h) The possibility of using external advice of a labour, tax and/or accounting character has been assessed, depending on the company's characteristics.

8. Develops a plan for the implementation of a quality and proximity service with personalized attention to the client, enhancing the uniqueness and the competitiveness of the trade.

Assessment Criteria:

(a) The characteristics of the shop have been adapted to standard quality systems and codes of good practice, applicable to small trade, of a European, national, regional and local nature.

b) Customer care guidelines have been defined, applying quality criteria, courtesy and personalized treatment, in accordance with the standard UNE 175001-1 (quality of service for small businesses) and others. rules.

c) Additional services for the sale of the proximity service (home delivery and after-sales services) have been established, according to the store's characteristics, customers ' demands and uses of the sector, valuing their cost and effectiveness.

d) Store opening times and schedules, periods of discounts and promotions, and other operating aspects have been set, respecting the current local regulations and the uses and customs of retail trade.

e) An updated system of product information and pricing has been designed, accessible to the consumer, ensuring correspondence between the prices marked on the labels and those recorded in the application of the TPV.

f) The procedure for handling incidents, complaints and complaints has been established to ensure quality service and compliance with consumer protection regulations.

g) The procedure has been established to check the maintenance of the facilities and the functionality of the set of exposed products, applying commercial and safety criteria in the field of risk prevention.

h) Customer databases have been kept up to date, ensuring their confidentiality and compliance with data protection regulations.

Duration: 100 hours.

Basic contents:

Obtaining information about entrepreneurial initiatives and opportunities to create a small business:

-The company: concept and company elements.

-Basic business functions.

-The company and the entrepreneur.

-Classification of companies based on different criteria.

-Characteristics of SMEs.

-Key factors for entrepreneurs: initiative, creativity and training.

-The business plan: the business idea.

-Analysis of the general and specific environment of a small business.

-Sme relationships with your environment.

-Relations of the Sme with the whole of society.

-Institutions and bodies responsible for internal trade.

-Small proximity commerce features.

-Public and private entities and entities that provide information and guidance to small businesses.

Determining the legal form of the company and the procedures for its creation and implementation:

-The individual company. Legal liability and formal obligations.

-The Mercantile Company. Types of companies.

-Anonymous company.

-Limited liability company.

-Working societies: anonymous and limited.

-Other merchant companies.

-Cooperative societies.

-Civil societies and communities of goods.

-Selecting the appropriate legal form for a small business.

-Company Constitution: formal requirements and obligations.

-Procedures to be performed for the startup of the company.

-The enterprise single window.

-Company tax and labor obligations.

-Official grants and aid for the establishment and opening of the company.

Crafting a small business creation project:

-Enterprise macro environment analysis.

-Market analysis and business environment. Location, accessibility and proximity to the customer, area of influence, customer profile and competence.

-Methods and techniques for selecting the location of the business premises.

-Internal and external analysis of the company. SWOT analysis (weaknesses, threats, strengths and opportunities).

-Consumer/Customer Study.

-Defining store features.

-Defining the commercial offering or product assortment.

-Product sales prices: list of sales prices to the public.

-Elaboration of the business plan in which it is included: the basic investment plan with indication of the necessary financial resources and the study of economic-financial viability of the trade (accounts of basic results to from the forecast of revenue, costs and expenses, margins and results).

Making a basic investment plan:

-Economic structure and financial structure of the company.

-Sources of self-financing and foreign, internal and external.

-Determining investment needs for store opening.

-Official grants and financial aid to the activity of an SME.

-Decision to purchase or rent the local and other assets.

-Search for suppliers and request for offers and quotes.

-Quotes and conditions of purchase and/or rental.

-Selection of the most convenient supplier.

-Long-term financing: loans, leasing, renting and other forms of financing. Interest, commissions and other expenses.

-Short-term financing: commercial credits and payment deferrals, bank loans, trading of commercial effects. Interest and expenses.

-Calculation of financial costs.

Planning for Small Trade's Economic Management and Treasury:

-Demand forecast.

-Revenue and expense forecast.

-Making budgets.

-Fixing sales prices based on different criteria.

-Calculation of sales prices based on costs and commercial margin, among others.

-Calculation of the deadlock or threshold of profitability.

-Assessment of investments and calculation of profitability.

-Average maturation period.

-Cash flow control techniques and liquidity.

-Analysis of the company's accounting and economic-financial information.

-Analysis of the company's economic and financial sustainability and sustainability.

-Calculation and interpretation of basic economic and financial ratios: profitability, liquidity, solvency and indebtedness.

Managing the commercial and collection and payment documentation:

-Billing sales: features, legal requirements, and invoice types.

-Fulfilling and issuing commercial invoices.

-Taxation of sales and service delivery operations: Value Added Tax (VAT). Transactions taxed. Impact of VAT. Tax rates. Equivalence surcharge.

-Registration and preservation of invoices according to the business and tax rules.

-Means and documents for payment and collection: check, bank transfer, standard receipt, change letter and pay, and electronic means of payment.

-Commercial effects collection management.

-Negotiation and discount of business effects.

-Calculating the trading costs of business effects.

Managing the company's administrative, accounting, and tax process:

-Work management in small business. High and low workers, payroll and social security contributions newsletters.

-Social Security contribution scheme for self-employed workers.

-Company accounting.

-The company's assets: assets, liabilities and net worth.

-The balance sheet. Items that integrate it. Functional relationship between them.

-The accounts.

-Concepts of investment, expenditure and payment, revenue and revenue.

-Accounting and record books.

-The General Accounting Plan for SMEs.

-Log of operations. The accounting cycle.

-The result of the exercise.

-Annual accounts.

-The Spanish tax system. Direct and indirect taxes.

-Small trade tax obligations. The fiscal calendar.

-Value Added Tax (VAT) management. Taxation schemes.

-VAT clearance-declaration.

-The Income Tax of Physical Persons (IRPF). Modes of taxation.

-The Corporate Tax. Modes of taxation.

-Other taxes and taxes that affect small business.

-Handling an integrated business and accounting management package.

Elaboration of a plan for the implementation of a quality and proximity service:

-Quality service characteristics in a small business.

-Quality standards and codes of good practice in small businesses.

-Quality strategies in the care of customers in small businesses.

-Additional services for sale in small establishments.

-Instruments for measuring quality.

-National, regional and local regulations affecting retail trade.

-Customer relationship management computing tools.

-Incident management plan, complaints, and claims in commerce.

-Instruments to measure the degree of customer satisfaction.

-Consumer protection regulations applied to small businesses.

-Techniques to check the maintenance of the facilities and the display of products in the store, applying commercial and security criteria.

-Small Business Quality Plan.

Pedagogical guidelines.

This professional module contains the necessary training to perform the functions of creating, administering, and managing a small business establishment.

The creation and management function of a small business establishment includes aspects such as:

-Procedures for setting up and starting a small business.

-Getting and managing the financial resources needed for a small business establishment.

-Purchase and/or rental management of the premises and equipment required for the store opening.

-Making budgets.

-Managing the billing process.

-Managing collections and payments.

-Economic management and treasury control.

-Record and documentation file.

-Accounting record of the operations performed.

-Calculation of the result of the exercise and the compilation of the annual accounts.

-Declare-settlement of taxes derived from the activity.

-Elaboration and management of the documentation derived from the company's labor, accounting and tax obligations.

The professional activities associated with this function apply to:

-The administration and management of a small business.

-Charge and payment management.

-Managing your business, administrative, and tax documentation.

The formation of the module contributes to the achievement of general objectives (a), (b), (c), (q), (r), (s), (t), (u), (v), (w), (x) and (y) of the training cycle, and powers (a), (b), (m), (n), (n), (o), (p), (q), (r) and (s) of the title.

The lines of action in the teaching-learning process that enable the objectives of the module to be achieved will be about:

-Fulfilling and processing of the documents necessary for the constitution and implementation of a small trade.

-Study of equipment and investment needs.

-Analysis of existing financing and credit alternatives on the market.

-Managing the purchase or rental of the local and required equipment.

-Making and managing invoices, receipts, and payment and payment documents.

-Commercial effects negotiation and collection management.

-Cash control.

-Record and file the business and administrative documentation generated in the business activity.

-Realization of VAT-liquidations.

-Accounting for the company's purchases, expenses, and sales, in accordance with the General Accounting Plan for SMEs.

-Calculation of the result of the exercise and the compilation of the annual accounts.

-Managing business management and accounting applications.

-Quality control of the service provided to the customer.

-Making small business quality plans.

Professional Module: Warehouse Techniques.

Code: 1228

Learning results and evaluation criteria.

1. Schedules the daily tasks required to perform warehouse merchandise operations and flows, optimizing available resources.

Assessment Criteria:

a) Information about the operations and flows that are expected in the warehouse for a given period of time has been organized.

b) The day-to-day tasks of the warehouse have been assigned to the staff, according to the times assigned to each activity.

c) Work orders and/or work instructions have been correctly transmitted to the corresponding staff.

d) The expected merchandise inputs and outputs from the warehouse have been recorded in the stock management system.

e) The daily control of the warehouse stock has been performed, ensuring the needs of internal or external customers.

f) Electronic communication and transmission (EDI) means have been used for the coordination and monitoring of goods in the warehouse.

2. Applies techniques of reception and disposal of goods in the warehouse, controlling the times of handling and storage conditions according to the characteristics of the goods.

Assessment Criteria:

a) The unloading of the goods from the vehicles has been organized, assigning the corresponding dock of the warehouse.

b) The correspondence between the downloaded merchandise and accompanying documentation has been verified.

c) The causes for which merchandise was returned to the warehouse have been investigated.

d) The instructions for unloading and handling containing the tokens of each commodity have been identified so as to ensure their integrity and traceability.

e) The times of handling of the goods have been calculated, optimizing the operations and complying with the regulations of safety and prevention of occupational risks.

f) The unconsolidation of the load and the unpacking of the goods has been organized.

g) The appropriate location has been assigned to the receiving merchandise, taking into account its expiration and rotation characteristics, among others.

3. It determines the conditions for the preparation of orders and the dispatch of the goods from the warehouse, optimizing times and resources in accordance with the regulations in force regarding handling and transport.

Assessment Criteria:

a) The order preparation instructions have been transmitted by the implanted management system.

b) The placing of goods in the loading units, minimizing gaps and ensuring the stowage of the goods has been optimised.

c) The method of preparing orders and/or packaging more appropriate to the characteristics of the goods and the warehouse has been determined.

d) The goods supply system has been designed for the order preparation zone, optimizing the necessary operations.

e) Signalling, labelling, coding and labelling, among other tasks, of the goods to be issued have been carried out.

f) The documentation accompanying the issued goods has been produced.

g) The conditions of the most favourable insurance for the company, in the transport of the goods issued, have been considered.

h) The most suitable means of transport for the goods has been chosen.

4. Applies merchandise stock management techniques to the warehouse, analyzing control parameters, and performing inventories.

Assessment Criteria:

a) The inventory management and control parameters commonly used in the warehouse have been calculated.

b) Criteria for quantifying the variables that detect deviations and stock breaks have been established.

c) Inventory control systems have been established by conventional or computer media.

d) Warehouse operating rules or protocols have been established to regulate the differences found, where applicable, in the performance of inventories.

e) The causes for which the physical stock and the accounting officer can exist are identified.

f) Measures have been proposed to correct the warehouse neglect, transmitting the incidents according to the specifications established.

5. Program the daily activities of warehouse staff, ensuring effective and effective development of warehouse activities.

Assessment Criteria:

a) The number of workers assigned to each warehouse operation has been determined based on the orders and specifications received.

b) Workers have been assigned to each task in the warehouse, respecting labour and safety regulations and occupational risk prevention.

c) Communication systems have been established for the instructions for the daily orders and activities that the warehouse staff has to perform.

d) Control methods for the development of warehouse personnel orders and activities have been established, in accordance with the quality systems implemented by the organization.

e) Cronograms have been set to perform the usual store operations that improve productivity.

f) The information and training needs of the warehouse staff have been characterized.

g) Communication techniques have been incorporated that promote in warehouse personnel their integration and teamwork.

6. Manages warehouse management and management computing applications that improve the quality system.

Assessment Criteria:

a) The main tasks of the warehouse that can be efficiently managed by computer applications have been determined.

b) What are the existing IT applications on the market that can manage warehouse tasks have been determined.

c) Appropriate computer applications have been used to perform the warehouse business management.

d) Appropriate simulators have been used for the optimization of loads, palletizing, packaging and means of transport.

e) Logistics solutions have been determined for the automation and efficiency of warehouse tasks.

f) Computer applications have been used for the continuous improvement of the company's quality system.

7. Applies safety and hygiene regulations in warehouse operations through occupational accident forecasting procedures.

Assessment Criteria:

a) The most common incidents and accidents in the day job within a storeroom have been determined.

(b) The applicable law on safety, hygiene and the prevention of occupational risks in the activities of the storage of goods has been determined.

(c) The measures to be taken in the event of an accident occurring in the handling of the goods within the warehouse have been characterised.

d) The procedure to be followed in the case of accidents in the warehouse has been established.

e) The physical and mental loads that occur in the warehouse activities have been described.

f) The security measures to be adopted and the necessary means of protection in the event of minor fires in the warehouse have been described.

Duration: 70 hours.

Basic contents:

Planning the daily tasks of warehouse merchandise operations and flows:

-The logistics in the enterprise.

-The operations of a storeroom.

-Types of stores.

-Design stores.

-Warehouse staff.

-Stored merchandise classes.

-Coding of goods.

-Storage systems.

-Storage units.

-Handling equipment.

-Storage equipment.

Application of goods receiving and disposal techniques in the warehouse:

-Load and unload muelles.

-Goods accompanying documents.

-Reverse logistics.

-The traceability of the goods.

-Consolidation and deconsolidation of goods.

-Merchandise expiration.

-Special merchandise.

-Zoning of stores.

-Rotation of goods in the warehouse.

Determination of the conditions of preparation of orders and the dispatch of the goods:

-Order Orders.

-Order preparation systems

-Phases in order preparation.

-Localization of goods in the warehouse.

-The packaging of the merchandise.

-Senalization and kneecap of the order.

-Labeling.

-Signalling rules.

-Recognized and labeled recommendations for signage.

-Packaging materials and equipment.

-The consolidation of goods.

-Shipment documentation.

-The transport of goods.

-Goods insurance.

-Managing store waste.

-Environmental standards for storage and waste management.

Application of commodity stock management techniques:

-Goods stocks.

-Stock classes.

-Stock management indexes.

-Minimum stock.

-Security stock.

-Stock break cost.

-Stock replenishment systems.

-The economic batch.

-Stock rating.

-Assessment criteria.

-Assessment methods.

-The inventories.

Programming of warehouse staff activities:

-The logistics department.

-Main occupations within the warehouse.

-The teamwork within the warehouse.

-Interdependency on professional relationships in the warehouse.

-Communication techniques in warehouse equipment work.

-Verbal and non-verbal communication.

-The active listener.

-Assertive behavior techniques in equipment within the warehouse.

-Coordination of work teams in the warehouse.

-Warehouse equipment training needs.

Managing warehouse management and organization IT applications:

-Computing in the storerooms.

-Specific computer applications used in warehouse management.

-Task Simulators.

-Automation of stores.

-Location and tracking computer systems for the merchandise in the warehouse.

-Information and communication systems in the warehouse.

-The quality of the merchandise storage service.

-Customer service level.

Application of security, hygiene and occupational risk prevention regulations in the warehouse:

-Security and hygiene rules in the warehouse.

-Work risk prevention regulations in the warehouse.

-Safety regulations in the storage of dangerous goods.

-Safety and hygiene regulations in the storage of perishable goods.

-Labor risks in the storage of goods.

-Security tokens.

-Standards and recommendations for work and safety in equipment and warehouse facilities.

-Work accidents in handling and movement of goods.

-Fire hazards in the warehouse.

Pedagogical guidelines.

This professional module contains the training required to perform the functions of managing and coordinating warehouse operations, optimizing available resources.

The function of managing and coordinating warehouse operations includes aspects such as:

-Determination of human and technical resource needs.

-The selection of equipment, media, and warehouse tools.

-Perform internal distribution plans for goods according to storage methods and techniques.

-The calculation of utilization coefficients and capacity indexes.

-Perform and follow storage protocols.

-Perform merchandise storage budgets.

-Perform warehouse maintenance programming.

-Relation to the work team.

The professional activities associated with this function apply to:

-The storage and distribution of goods in logistics companies and in commercial enterprises, both wholesale and retail.

The formation of the module contributes to the achievement of the general objectives (f), (q), (r), (s), (t), (u), (v) and (w) of the training cycle, and (d), (m), (n), (n), (o), (p) and (q) of the title.

The lines of action in the teaching-learning process that enable the objectives of the module to be achieved will be about:

-Perform daily tasks of store merchandise operations and flows.

-Receive the merchandise, inspect it, and place it in the space allocated in the warehouse.

-Prepare goods orders by performing the necessary complementary activities.

-Perform the management of the stored goods.

-Use the enterprise-implemented warehouse management system for day-to-day management of warehouse operations and flows.

-Know and adhere to the security and hygiene rules in the day-to-day tasks of the warehouse.

Professional Module: Purchasing Management.

Code: 1229

Learning results and evaluation criteria.

1. Determines the purchase needs of a small business establishment, making sales forecasts from historical data, trends, point-of-sale capability, and rotation, among others.

Assessment Criteria:

a) The information collected daily from the sales made and the stock of merchandise in the store of the store, using management applications of small establishments and the terminal point of sale.

b) Store sales forecasts have been made, analyzing the collected information and using statistical inference techniques.

c) Periods of higher and lower commercial demand have been determined on the basis of seasonality and the evolution of the area's commercial activity.

d) Spreadsheets have been used to compare forecast and actual sales figures.

e) The causes of possible deviations detected between predicted and actual sales figures have been identified.

f) The optimal stock and minimum of each commodity reference has been determined based on demand, product turnover, and warehouse capacity.

g) The scheduling of merchandise purchases has been done well in advance and periodicity to ensure the supply of the store.

h) The main costs caused by the breakage of stocks of a given reference at the point of sale have been identified.

2. Performs procurement plans for merchandise, using vendor selection techniques that ensure the store's permanent and periodic supply.

Assessment Criteria:

a) Supplier selection criteria have been set from the available sources.

b) General office applications, such as databases and spreadsheets, have been used to select and/or update vendor information.

c) Offers have been requested from suppliers, commercial distributors or purchasing power stations using conventional or telematic means.

(d) Negotiating techniques have been used in the application of offers to suppliers, commercial distributors or purchasing power stations, specifying the necessary requirements and the conditions of the supply of goods.

e) The most advantageous offer has been determined, comparing the conditions offered by suppliers, commercial distributors or central purchasing bodies.

f) A procedure for the communication and processing of orders has been established for suppliers, commercial distributors or central purchasing bodies.

g) The documents necessary to formalize the purchase of goods have been determined in which the agreed conditions are reflected and the parties ' responsibility is detailed.

3. Process the merchandise purchase documentation, order, control albarans and make effective invoices according to the procedures usually followed with suppliers or central purchasing.

Assessment Criteria:

(a) The types of documents used in the purchase and supply of small-business goods have been determined.

b) The necessary documents have been made in the process of purchasing merchandise using office applications.

c) The media has been identified with suppliers, commercial distributors or purchasing power stations, which are common in the purchasing process.

d) Invoices have been interpreted from suppliers, commercial distributors or purchasing power stations, understanding the responsibility of each clause included in them.

e) Transport accessory documents, expense notes on procurement operations to suppliers, commercial distributors or central purchasing bodies have been determined.

f) Electronic invoices issued by suppliers, commercial distributors or central purchasing bodies have been retained in computerised form.

g) The commonly used means of payment have been identified in the invoices of suppliers, commercial distributors or purchasing power stations

4. Manages and controls the order receipt process, verifying them according to the business criteria established with suppliers, commercial distributors, or purchasing power stations.

Assessment Criteria:

a) The correspondence between the order made and the goods received in terms of quantity, delivery time, quality and price has been checked.

b) Possible incidents have been identified in the order receipt.

c) A procedure for communicating and resolving incidents with the provider has been established.

d) The necessary tools or utensils have been determined for the unpacking of the goods, preventing damage or breakages.

e) The necessary measures to be taken during the unpacking of the goods have been identified in order to comply with the current environmental regulations.

f) The reception of goods has been computerized, facilitating their subsequent storage and management of the available stock.

5. It checks the suitability of the set implanted in the commercial establishment, calculating its profitability and detecting expired products, obsolete and opportunities for new products.

Assessment Criteria:

(a) The profitability of the products offered has been calculated using incremental ratios of sales figures and profit margins.

b) The attractiveness of the products offered, interviewing or surveying customers has been valued.

c) Information gathered on new product trends and innovations has been systematized, with industry fairs and consulting publications, online sources and other sources.

d) An expired or obsolete product review plan has been developed, analyzing period sales and customer satisfaction.

e) A product settlement plan has been developed, establishing the necessary actions and deadlines.

f) Commercial information has been obtained within the area of influence of the trade of the products offered by the competition, comparing them with the offer itself.

g) Criteria for the incorporation of new products have been established, assessing the profitability offered and their complementarity.

6. Performs sales management of a business establishment using the point-of-sale (POS) terminal.

Assessment Criteria:

a) The appropriate software has been installed at the point of sale terminal to manage the business operations of a small establishment.

b) A new company has been created at the point of sale terminal, configuring all required parameters for normal operation.

c) High warehouses, suppliers, items, and customers have been given to each other, introducing the required data in each case.

d) Point-of-sale terminal peripherals have been configured, with ergonomics available at the workstation.

e) Purchases have been made to suppliers following the entire process from order to invoice accounting.

f) Sales promotions have been designed at the point of sale terminal.

g) Goods collection tasks have been performed through the point-of-sale terminal.

h) Changes have been made to the prices, product qualities, ticket, and invoices originally issued.

Duration: 50 hours.

Basic contents:

Determining the shopping needs of a small business establishment:

-The logistics function in the enterprise.

-Total quality and just in time.

-The logistical costs.

-The shopping cycle.

-Quality and service level variables.

-Optimal and minimum stock.

-Reorder needs indicators at the point of sale.

-The sales forecast.

-Trends.

-Change in demand.

-Statistical inference techniques.

-The order program.

Realization of merchandise provisioning plans:

-Purchase Central.

-Wholesale and wholesale supply.

-Internet as a purchase channel.

-Determination of purchase needs: order volume, price, storage capacity and cost, and delivery time.

-Selection of suppliers.

-Selection criteria.

-Trading techniques for the provisioning conditions.

Fulfillment of merchandise purchase documentation:

-The provisioning contract.

-Supply condition specifications.

-Order administrative management.

-Communication techniques in the processing of purchases.

-Purchase and order orders.

-Delivery Albarans.

-Invoices.

Order receipt process management and control:

-The receipt of orders.

-Inspection of merchandise.

-Incidents on orders.

-Unknown loss.

-Product unpacking.

-Environmental regulations in the unpacking of goods.

-Warehouse management computing applications.

Check the suitability of the profitability of the set implanted in the commercial establishment:

-Sales management indexes.

-Product management ratios.

-Circulation index.

-Attraction index.

-Purchase index.

-Linear productivity ratio.

-Linear profitability index.

-Linear benefit ratio.

-The profitability index of the developed linear.

-Linear performance.

-Tracking the assortment.

-ABC Analysis.

-DAFO analysis of references.

-Detecting obsolete products and unprofitable products.

-Incorporation of innovations and innovations to the product range.

Performing the purchase and sale management of a business establishment:

-Useful software for point-of-sale terminals.

-Integrated provisioning management.

-Data required to create a company in the point-of-sale terminal.

-High stores, suppliers, items, and customers among others.

-Point-of-sale terminal peripherals.

-Order management, albarans, invoices, and payment means at the point-of-sale terminal.

-The promotions with the point-of-sale terminal.

-The collection of merchandise with the point-of-sale terminal.

-Budgets to clients.

-Configuring point-of-sale terminals.

-Tickets.

-Box.

-Making statistics and reports for purchases, sales, and warehouse.

-Generation of statistical charts.

Pedagogical guidelines.

This professional module contains the necessary training to perform the functions of supplying goods in the commercial establishment, managing the purchasing process and satisfying the level of customer service set.

The function of sourcing goods in the commercial establishment includes aspects such as:

-Calculate future sales estimates.

-Perform scheduled merchandise purchases.

-Classify and choose vendor offerings.

-Perform purchase or supply contracts for merchandise.

-Perform the check and inspection of purchased goods.

-Manage provisioning incidents.

-Detect new and obsolete products from the market.

-Calculate business establishment management indexes.

-Perform product settlement plans.

The professional activities associated with this function apply to:

-Purchasing management in wholesale distribution companies, large and medium-sized shopping centers, and in small business establishments.

The formation of the module contributes to achieving the general objectives (g), (h), (q), (r), (s), (v) and (w) of the training cycle, and (e), (m), (n), (n), (o), (p) and (q) of the title.

The lines of action in the teaching-learning process that enable the objectives of the module to be achieved will be about:

-Determine the purchase needs of a small business establishment.

-Schedule merchandise purchases by selecting the appropriate vendors.

-Manage and archive the documentation generated in the procurement or procurement process.

-Manage the receipt of merchandise orders.

-Use the point-of-sale terminal to improve the business management of the small business establishment.

Professional module: Technical sales.

Code: 1230

Learning results and evaluation criteria.

1. It draws up commercial offers of industrial products and the primary sector, adapting sales arguments to different types of customers (retailers, wholesalers and institutional).

Assessment Criteria:

a) Search for information sources from industrial and wholesale customers has been made.

b) Sales arguments focused on the product variable, such as physical attributes, composition, utilities, and applications of such products have been developed.

c) Proposals for product offerings have been made to an institutional, industrial or wholesale customer.

d) The advantages of new materials, components and ingredients of the products offered have been highlighted.

e) Product subvariables such as packaging, labeling, certification, and security have been selected as marketing tools to enhance the benefits of the product offered.

2. It makes commercial offers of services, adapting sales arguments to the specific characteristics of the service proposed and to the needs of each client.

Assessment Criteria:

a) intrinsic characteristics of the services have been identified, such as immediate expiration, punctually concentrated demand, intangibility, inseparability, and heterogeneity.

b) The objectives of service offerings between economic and social achievements have been structured and hierarchized, if any.

c) Customers have been surveyed to understand their degree of understanding and acceptance of the service offered.

d) The effectiveness of the surveys has been measured once applied by the organization.

e) Strategies have been analyzed to overcome the difficulties involved in accepting an offer to provide services.

f) Sales arguments for public and private services have been made.

g) Proposals have been developed to capture clients that contract long-term service capabilities.

3. Performs activities of the sale of technology products, applying appropriate selling techniques and gathering up-to-date information on the evolution and market trends of this type of goods.

Assessment Criteria:

(a) Portfolio of technology products/services offered on the various marketing channels have been analysed.

b) Market data has been obtained through the information and suggestions received from clients.

c) Information gathered on market innovations has been organized, focusing on product utilities, new uses, easy handling, accessories, add-ons, and compatibilities.

d) The possibility of introducing new products and/or services, modifications or variants of models that complement the product portfolio has been argued, adjusting to new trends and trends.

e) Data has been provided to the immediate superior on the existence of commercially profitable customer segments, proposing new lines of business, fostering entrepreneurial spirit in the company.

f) Areas of improvement have been detected in unsatisfied customer groups, which can be covered with the offering of a product/service that best suits their needs.

g) Technology product offerings have been developed using presentation computing tools.

4. Develops activities related to the sale of high-end products, applying techniques that guarantee the transmission of the image of quality and high reputation.

Assessment Criteria:

a) The causes that determine the consideration of a product such as high-end, such as price, innovative features, and quality among others have been established.

b) The procedure for transmitting a high positioning image through verbal and non-verbal language, personal image and customer treatment has been determined.

c) A sales argumentary focused on the communication variable, such as brand image, origin, personality, social recognition, membership of a group or class and exclusive client portfolio, has been developed.

d) The appropriate arguments have been selected in high-positioning product sales operations.

e) The packaging and/or packaging of the product has been carried out with speed and efficiency, using different techniques according to the aesthetic parameters of the corporate image.

f) The labelling of products of high monetary value has been carried out, following the rules applicable in each case.

g) The security of the merchandise has been reviewed with antitheft systems, checking the label-product agreement and the operation of the video surveillance cameras.

h) The action guidelines established by the organization have been analyzed when detecting a theft.

5. Prepares different promotional actions for real estate, applying communication techniques adapted to the sector.

Assessment Criteria:

a) Advertising messages have been developed with information about the properties being offered.

b) The advantages and disadvantages of the different broadcast media have been compared.

c) The dissemination of promotional material has been managed using various media.

d) Available sources of information for the collection of potential customer-customers from real estate for sale or rent have been selected.

e) The economic and financial needs and possibilities of potential customers-customers have been determined, applying the instruments of measure envisaged by the organization.

f) The data of the possible client has been recorded, complying with the confidentiality criteria and with the data protection regulations.

g) Comparative studies have been conducted to select the item in our real estate portfolio that best fits the client's economic expectations and possibilities.

6. Develops activities related to the process of selling real estate, completing the documents generated in this type of operations.

Assessment Criteria:

a) The buildings have been selected more in line with the needs and wishes of the potential clients, presenting the information in the form of a dossier.

b) Customers have been clearly and effectively informed of the characteristics and prices of the previously selected properties.

c) The essential parameters have been selected in the visits to the properties that are best suited to the interests of the potential clients.

d) The conditions of the operation intermediation have been transmitted to the potential customers of the real estate product.

e) Commercial negotiation processes have been scheduled to achieve the closing of the commercial operation.

f) Visit sheets, precontracts, contracts, and accompanying documentation have been completed.

g) Operations have been tracked through a continuous communication system that is able to schedule new visits and to record variations in the offer data.

7. It develops telemarketing activities in situations of telephone sales, customer engagement and loyalty, and personalized attention, applying the appropriate techniques in each case.

Assessment Criteria:

a) The various sectors where telemarketing has been developed have been identified.

b) The various functions that this business communication tool in the enterprise has been analyzed have been analyzed.

c) The profile that a good teleoperator must have has been analyzed.

d) Custom care, recruitment and customer loyalty techniques have been characterized through telemarketing.

e) The different stages of the telephone sales process have been identified.

f) Dashes have been developed for the realization of sales calls.

g) The objections that clients can raise and how to deal with them successfully have been foreseen.

h) Simulations of telemarketing operations have been performed in case of fetching, retaining, or retrieving clients.

Duration: 70 hours.

Basic contents:

Designing commercial offerings for industrial products:

-Sales techniques applied to the industrial client.

-Commercial agents. Promotion of the buyer-seller meeting.

-Materials, composition and ingredients.

-The packaging and packaging as a sales argument.

-Certification as a marketing tool.

-Product security as a parameter to maintain industrial client trust.

-Facilitators: insurers and financial institutions.

Trade in service offerings:

-Service Typology.

-Objectives in the provision of services. Social and economic objectives.

-Planning the services according to the needs of the users.

-Features inherent in services.

-Inviolability and proposals to counteract this factor.

-The inseparability and ways of overcoming it.

-The heterogeneity and the struggle in the company to reduce it. Immediate expiration and solutions to avoid total loss.

-The concentration of demand in point periods and strategies to combat it.

-User satisfaction control systems in the execution of the service offering.

Performing activities of the sale of technology products:

-The entrepreneurial spirit in the search for new niche markets.

-Innovation and the launch of new products.

-Pool of functions, new uses and utilities, new in handling, development of accessories and accessories, and compatibilities in systems and products.

-Catalogs and instruction manuals.

-Unsatisfied customer management and improvement suggestions.

-Making new presentations.

-Analysis of the phenomenon of fashion and trends. Forecast.

-The prescriber client as the spearhead in the market.

-Enterprise flexibility to adapt to changing environments.

Development of activities related to the sale of high-end products:

-The communication of the positioning.

-The customer that searches for the mark.

-Selective distribution.

-The use of familiar faces in advertising.

-Product: unique objects, limited strings, and author models.

-Brand image and personal image.

-Brand analysis.

-Packaging techniques.

-Labelling rules.

-Alarm systems for products.

-Anti-theft policies.

Preparing Real Estate Promotional Actions:

-The figure of the commercial agent and the commercial real estate advisor.

-The promotion of properties: media and channels.

-Real estate marketing: in-person, by phone and by computer.

-The ability to buy or rent potential customers.

-Current data protection legislation.

-Consumer protection in real estate and rental transactions.

-Organization data confidentiality policy.

-The property portfolio. Filter classification: zone, price, habitability status, and characteristics.

Developing activities related to the real estate sale process:

-Types of buildings: free housing, official protection and housing cooperatives.

-LAU. Urban lease law.

-Presentation, visit, and demonstration of the real estate product.

-The visit to the properties in the portfolio.

-Visit document.

-Purchase or rental booking document.

-Public write of the operation.

-Regulatory rules for real estate transactions.

-Contract formalization expenses.

-Obligations, reliefs, and tax bonuses.

-Real and personal guarantees.

Developing telemarketing activities:

-A telemarketing concept.

-Evolution to the business process outsourcing.

-Benefits and success factors for telemarketing.

-Economic sectors for telemarketing development.

-The teleoperator's professional.

-Guidelines for excellence in telephone communication.

-Tipologia of interlocutors.

-Applications for phone use in business operations.

-Commercial research by phone.

-The process of the telephone sale.

-The ratios in measuring the excellence, quality and efficiency of the service in the telemarketing performances.

Pedagogical guidelines.

The professional activities associated with this function apply to:

-High-priced merchandise monitoring activities in the business establishment.

-Work on a sales team and communication to hierarchical superiors on niche markets, suggestions for diversification into new products, and customer demands.

-The promotion of retail sales of technology products and services.

-The wholesale processes in establishment and out of establishment to the particular customer, commercial or industrial.

-The real estate promotion operations for sale or rent.

-Telemarketing activities aimed at market research, promotion, customer support, sales, retention, recovery and customer loyalty.

The formation of the module contributes to achieving the general objectives (d), (e), (o), (q), (r), (s), (t), (u), (v) and (w) of the training cycle, and (c), (k), (m), (n), (n), (o), (p) and (q) of the title.

The lines of action in the teaching-learning process that enable the objectives of the module to be achieved will be about:

-Product labeling.

-Alarming of products.

-Packaging and packaging.

-Making business reports.

-Analysis of seller reports with customer requests.

-Presentation of new to sales team.

-Technical sales argumentary confection.

-Simulation of sales operations and video recordings.

-Telemarketing.

Professional Module: Dynamization of the point of sale.

Code: 1231

Learning results and evaluation criteria.

1. Organizes the commercial surface, applying space optimization techniques and safety and hygiene criteria.

Assessment Criteria:

a) The appropriate procedures for obtaining licenses and authorizations for external items on the public road have been identified.

b) The elements of the shop, furniture and exhibition have been arranged according to the needs of the sales area.

c) The main merchandising techniques used in the distribution of a sales surface have been determined.

d) The characteristics of a cold zone and a hot zone in a commercial establishment have been defined.

e) Methods have been determined to reduce psychological and physical barriers to access to the commercial establishment.

f) The measures that apply in commercial establishments have been described to ensure that the circulation of the clientele is smooth and can remain as long as possible inside.

g) The criteria used in the linear distribution of the soil by product family have been described, explaining advantages and disadvantages.

h) The current safety and hygiene regulations regarding the plant distribution of a commercial surface have been identified.

2. Puts, exposes and replenishes the products in the area of sale, taking into account commercial criteria, safety conditions and current regulations.

Assessment Criteria:

a) The dimensions of the product assortment have been delimited.

b) The number of references according to product characteristics, available space, and linear type has been set.

c) Product rotation simulations have been performed in the linear of a commercial establishment.

d) The effects of different product placement modes on the consumer have been analyzed in the consumer.

e) Products have been classified into families, observing the current regulations.

f) The physical and commercial parameters that determine the placement of the products at the various levels, areas of the linear and position are identified.

g) Plantation and product replacement planograms have been interpreted in the linear.

h) The distribution and placement of the products in the linear has been performed, applying merchandising techniques.

3. Performs decoration, signposting, labeling, and billboard work, applying advertising and animation techniques at the point of sale.

Assessment Criteria:

a) The establishment has been encouraged and decorated according to the annual planning, dynamizing it according to the commercial policy of the establishment.

b) stationery was made according to the corporate style book of an establishment.

c) Different fonts have been associated with the effects they produce on the consumer.

d) Cartelery forms have been developed according to each positioning and point-of-life.

e) Messages have been created that are intended to be transmitted to the client, using the techniques of labeling, combining different materials that achieve the harmonization between form, texture and color.

f) Edit computer programs have been used, making posters for the establishment.

g) The decorative elements have been mounted in conditions of safety and prevention of occupational hazards.

4. It makes the appropriate storefronts to the essential characteristics of the establishments and takes care of the external elements, applying professional techniques.

Assessment Criteria:

a) A study has been analyzed in which the design and assembly of storefronts in different types of commercial establishments is analyzed.

b) The psychological effects of the various techniques used in window dressing have been explained in the consumer.

c) The functions and objectives that a storefront can have have been argued.

d) The impact assessment criteria that can produce a storefront on the sales volume have been defined.

e) The selection criteria for the materials to be used and the available budget have been specified.

f) The criteria for composition and assembly of storefronts have been defined, taking into account commercial criteria.

g) Storefronts have been designed, applying the right methods and precise techniques, according to a sketch.

h) Storefronts have been mounted with different business objectives.

5. It determines promotional actions to make the spaces of commercial establishments profitable, applying techniques to encourage the sale and for the acquisition and loyalty of customers.

Assessment Criteria:

a) The various promotional media that are commonly used in a small business establishment have been described.

b) The main psychological techniques that apply in a promotional action have been listed.

c) The situations that are likely to introduce a promotional action have been considered.

d) The most appropriate actions have been programmed, depending on the business needs and budget.

e) The most appropriate promotional action for the different business objectives has been selected.

6. Applies methods of controlling merchandising actions, evaluating the results obtained.

Assessment Criteria:

a) The procedure for obtaining the value of the control ratios has been set.

b) The measurement instruments that are used to assess the effectiveness of a promotional action have been described.

c) The ratios that are used for control of merchandising actions have been calculated.

d) The effectiveness of the promotional action has been evaluated, using the main ratios that quantify it.

e) Reports have been performed, interpreting and arguing the results obtained.

Duration: 90 hours.

Basic contents:

Trade Surface Organization:

-Regulations and administrative formalities at the opening and implementation.

-Human and material resources at the point of sale.

-merchandising techniques.

-Distribution of the aisles.

-Deployment of the sections.

-Customer behavior at point of sale.

-Determinants of consumer behavior.

-External conditionals of consumer behavior.

-Hot zones and cold zones.

-Regulations applicable to the design of commercial spaces.

Placement, exposure and replacement of products in the area of sale:

-Structure of the assortment.

-Characterization of the assortment.

-Objectives, classification criteria, and assortment types.

-Method of determination of the assortment.

-The breadth of the assortment.

-The width of the assortment.

-The depth of the assortment.

-Choice of references.

-Reference deletion threshold.

-Disposition of the furniture.

-Product classification by families, ranges, categories, positioning, conditioning, and coding.

-Linear definition and functions.

-Linear zones and levels.

-Linear delivery systems.

-Linear Reorder Systems.

-Types of linear exposures.

-Optimal linear.

-Minimum linear.

-Technical, commercial, and psychological characteristics of the products.

-Exposure times.

-The facngs. Implementation rules.

-Current rules.

Performing advertising at the place of sale:

-Advertising at the place of sale (PLV).

-Ad-specific forms of advertising at the place of sale (PLV).

-Carteleria at point of sale.

-Types of advertising elements: stoppers, banners, displays and posters, among others.

-Safety and occupational risk prevention regulations.

Performing windows and external element care:

-External elements.

-Regulations and administrative procedures in the external implementation.

-The storefront: storefronts classes.

-storefront deployment budget.

-Cronogram.

-Economic and commercial criteria in implementation.

-Incidents in implementation. Corrective measures.

-The storefront and communication.

-Selective perception and memory.

-The image.

-The asymmetry and symmetry.

-The geometric shapes.

-Storefront Effectiveness: Control ratios.

-The color in the storefront definition: psychology and color physiology.

-Lighting in window dressing.

-Elements for storefront animation: modules, posters, signage, and others.

-Essential aspects of the storefront.

-Principles of using and reusing window campaign materials.

-Storefront sketches.

-Space design and distribution software.

-Activity planning.

-Materials and media.

-Security regulations in the assembly of a storefront and exterior elements.

Determining Promotional Actions:

-The business communication process. Basic elements.

-The communication mix: types and shapes.

-Communication policies.

-Manufacturer Promotions.

-Vendor Promotions.

-Consumer-directed promotions.

-Hook products and star products.

-Advertising at the place of sale.

-Sales promotion.

-Public relations.

-Reporting on communication policy using computer applications.

-Running the campaigns.

-Psychological and sociological effects of promotions on the consumer.

-Safety and hygiene regulations in performing sales promotions.

Applying merchandising action control methods:

-Promotional adequation to the establishment and annual, monthly or weekly planning.

-Control criteria for promotional actions.

-Financial economic ratios and ratios: gross margin, brand rate, average stock, stock turnover and gross profitability, among others.

-Analysis of results.

-Promotional action effectiveness control ratios.

-Application of corrective measures.

Pedagogical guidelines.

This professional module contains the training required to perform the layout functions of commercial spaces and storefronts.

The business space organization and window layout feature includes aspects such as:

-The organization and layout of commercial spaces.

-The layout of storefronts.

The professional activities associated with this function apply to:

-Distribution and organization of a commercial space, analyzing the basic elements that make it up.

-Selection of internal and external elements of commercial deployment.

-Fixing composition criteria and mounting storefronts.

-Information analysis on consumer psychology, trends, aesthetic criteria, and commercial criteria.

-Design of different storefront types.

-Organization of a storefront mount.

The formation of the module contributes to the achievement of the general objectives (i), (j), (q), (r), (s), (t), (u), (v) and (w) of the training cycle, and (f), (m), (n), (n), (o), (p) and (q) of the title.

The lines of action in the teaching-learning process that enable the objectives of the module to be achieved will be about:

-Organization of the commercial surface applying merchandising techniques

-Placement, exposure and replacement of products in the area of sale, on the basis of commercial criteria.

-Application of advertising techniques in the place of sale (PLV) and animation of the establishment.

-Realization of the storefronts and care of the exterior elements, applying the professional techniques.

-Applying promotional actions to make commercial establishment spaces profitable.

-Applying merchandising action control methods.

Professional module: Sales processes.

Code: 1232

Learning results and evaluation criteria.

1. Identifies the consumer and/or user purchasing decision process, analyzing the factors that affect the consumer and the customer typologies.

Assessment Criteria:

a) Consumer types have been identified, differentiating the final or particular consumer and the industrial or organizational.

b) The content and aspects of the study of consumer and/or user behavior have been defined.

c) Consumer needs have been defined and classified, taking into account the hierarchical order that is set when they are satisfied.

d) Purchases have been classified, taking into account the rational or impulsive behavior of the consumer and/or user.

e) The phases of the final consumer purchase process have been identified, analyzing the factors that determine their complexity and duration.

f) The internal and external determinants that influence the purchasing decision process of consumers and/or users have been analyzed.

g) The phases of the industrial consumer purchase process have been identified, comparing the process with that of the end consumer.

h) Customer typologies have been characterized, taking into account their buying behavior, their personality, and their buying motivations.

2. Defines the vendors ' functions, knowledge and profile, analyzing the training, motivation, and remuneration needs of the sales team.

Assessment Criteria:

a) The roles and responsibilities of vendors in personal sales have been established.

b) Sellers have been classified according to the characteristics of the company in which they provide services, the type of sales they perform, and the nature of the product.

c) The profile of the professional seller has been defined, analyzing the personal qualities, professional skills and knowledge that a good seller must have.

d) Different sales jobs and the profile of the most suitable vendors for the same have been described.

e) The training, perfecting, and recycling needs of the vendor team have been determined.

f) The content of the vendor training and training program has been defined.

g) The importance of vendors ' motivation has been assessed by analyzing the main motivating factors.

h) The payment systems of the most common vendors have been identified.

3. Arranges the sales process by defining the seller's lines of action, in accordance with the objectives set out in the sales plan.

Assessment Criteria:

a) The sales department sales department and sales manager responsibilities have been identified.

b) Forms of organization of the sales department have been differentiated by geographical areas, by products, and by customers, among others.

c) The number of vendors that are required to meet the goals of the company's sales plan has been calculated.

d) The seller's sales program has been developed, defining its own objectives and the action plan, according to the objectives set out in the company's sales plan.

e) The sales argumentation has been developed, including the strengths and weaknesses of the product, highlighting its advantages over those of the competition and presenting solutions to the customer's problems.

f) Customer prospecting techniques have been applied, taking into account the characteristics of the product/service offered.

g) The number of business visits that are to be made to the actual and potential customers and the duration of the visits has been determined.

h) Customer visits are planned, applying sales routes that allow the seller's time to be optimized and costs reduced.

4. Develops interviews with supposed clients, using appropriate selling, negotiation and closing techniques, within the limits of the performance established by the company.

Assessment Criteria:

a) The documentation required for a business visit has been prepared by querying the information for each customer in the Customer Relationship Management (CRM) tool.

b) The sales interview has been arranged and prepared, adapting the argumentation to the characteristics, needs and purchasing potential of each customer, in accordance with the objectives set.

c) The supporting material and documentation required have been prepared.

d) The product presentation and demonstration have been performed, using appropriate selling techniques to persuade the customer.

e) The client's possible objections have been foreseen and the appropriate techniques and arguments have been defined for the refutation of the same.

f) Verbal and non-verbal communication techniques have been used in sales and customer relationship situations.

g) The negotiation of the operation aspects and conditions that can be negotiated is scheduled.

h) Techniques have been used to close the sale and get the order.

5. Formalizes sales contracts and other related contracts, analyzing the most common clauses according to the current regulations.

Assessment Criteria:

a) The regulations governing the purchase and sale contracts have been interpreted.

(b) The contract of sale, the elements involved and the rights and obligations of the parties have been characterised by analysing its structure and the usual clauses which are included in it.

c) The purchase and sale contract in which the agreements between seller and buyer are collected, using a word processor, has been completed.

(d) The rules governing the contract of sale in time and the requirements that are required for its formalisation have been interpreted.

e) The consignation sales contract has been characterized by analyzing the cases in which it is formalized.

f) The supply contract has been characterized, analyzing the assumptions in which it is required for the supply of materials and services.

g) The leasing and leasing contracts have been analyzed as alternatives for the acquisition and financing of the company's fixed assets.

6. Manages the commercial and payment documentation of the sales operations, completing the necessary documents.

Assessment Criteria:

a) The commercial documentation of different sales operations has been managed, from receipt of order to the sending and receiving by the customer.

b) The way to formalize the order by the customer has been established, in distance sales (by catalog, teleshopping, mobile phone and Internet, among others)

c) Different forms of payment have been identified, analyzing the procedure and documentation required in each case.

d) The means of payment on the spot have been differentiated from those deferred.

e) The means and forms of payment have been compared, analyzing the advantages and disadvantages in terms of cost, security and ease of use.

f) The documentation for the different means of payment has been completed.

g) Checks, exchange letters, notes and other documentation for the various means of payment have been completed.

h) The documentation for the endorsement, endorsement, and payment management of the means of payment has been identified.

7. Determines the prices and the amount of the operations, applying the commercial calculation in the sales processes.

Assessment Criteria:

a) The sales price of the product has been calculated, applying a certain commercial margin expressed as a percentage of the cost price.

(b) The sales price of the product has been calculated, applying a commercial margin expressed in the form of a percentage of the sales price.

c) The total amount of a sales operation has been determined, applying the agreed discounts and expenses and the corresponding VAT.

d) The interest of different operations has been calculated, defining the variables that determine it and applying a certain interest rate.

e) The discount of different operations has been calculated, applying a certain discount rate.

f) The discount and cash resulting from an effects remittance have been calculated.

g) Trading invoices have been filled out, applying a certain discount rate and the corresponding fee.

Duration: 90 hours.

Basic contents:

Identification of Consumer Purchase Decision Process:

-Consumer types. Final or particular consumer and industrial or institutional consumer.

-Study of consumer behavior. Aspects that you understand.

-The needs of the consumer. Types.

-Purchasing types according to consumer behavior.

-The final consumer purchase decision process. Process phases and variables that influence the process.

-Internal Determinants that affect the purchase process.

-External variables that influence the purchase process.

-The marketing variables in the purchase process.

-The process of purchasing the industrial or organizational consumer. Types of consumers. Phases of the process.

-Client tipologies.

Defining the vendors ' functions and profile:

-The seller. Concept and functions.

-The role of the seller in personal sales.

-Types of vendors according to the company in which they provide their services.

-Types of vendors according to the nature of the product.

-Types of vendors according to the activity or type of sale they perform.

-The profile of the professional seller. Personal qualities, professional skills and knowledge of the good seller.

-The seller's manual.

-Training of the vendors. Need for training. Training and training programs for vendors.

-Motivation of the vendors. Motivating factors.

-Vendor compensation systems.

Selling process organization:

-The sales department. Their functions.

-Sales director functions.

-Planning for sales. The sales goals.

-Factors that condition the sales department organization.

-Sales department organizational structure. Organizational charts.

-Determining the size of the sales team.

-Delimitation of sales and allocation zones to vendors.

-Planning for customer visits. Types and frequency of visits.

-Design of sales routes.

-Making the seller's sales program and acting lines.

-Sales process phases.

-The prospect of clients. Methods of prospecting for clients.

-Preparation of the sale.

-Objectives, content, and structure of the sales argument.

-Types of arguments: rational and emotional.

-Elaboration of the sales argumentary according to product types, according to typology of customers and according to type of distribution channels.

-Preparing the support material to reinforce the arguments, according to product types and according to customer typology.

Development of sales interviews:

-Personal sales.

-Formas for sale: traditional, self-service, no store, teleshopping and online sales, among others.

-Communication in business relationships.

-The communication process. Elements. Barriers in communication.

-Verbal communication. Rules for public speaking.

-The telephone communication in the sale. Use of new technologies.

-Written communication. Commercial letters.

-Non-verbal communication in sales and client relationships.

-Sales interview phases.

-Sales techniques: AIDA model (attention, interest, desire, action). SPIN technique (situation, problem, implication, need). Zelev Noel training system.

-Concertation and preparation of the visit.

-Contact and presentation take.

-Probe and determination of client needs.

-Product presentation and argumentation, applying selling techniques.

-The product demonstration, using supporting material.

-Customer objections. Techniques for the treatment of objections.

-Negotiation of the conditions of the operation. Assertiveness and empathy.

-Close of sale. Signs of purchase and application of closing techniques.

-Farewell and end of interview.

-Tracking the sale.

-After-sales services: advice and information, warranty, technical assistance and repairs, spare parts and spare parts.

-Managing customer complaints, complaints, and incidents.

-Customer service, satisfaction and loyalty services.

-Customer relationship management (CRM) tools.

Formalization of the Sales Contract and other related contracts:

-The contract: basic characteristics and requirements. Types of contracts.

-The sales contract. Features, elements, and requirements.

-Regulations governing the purchase and sale: civil and commercial sale.

-Seller and buyer rights and obligations.

-General clause of a sales contract.

-The term purchase contract.

-The provisioning contract.

-The estimatory or sales sales contract.

-Transport and insurance contracts.

-leasing and leasing contracts.

-The factoring and forfaiting contracts.

Managing sales and trading documentation for sales operations:

-Commercial documentation generated in sales. Invoices and albarans.

-Garment, record, and document file.

-The collection of the sale. Charging and payment documents.

-Payment media classification based on reliability, cost, and payment deadline.

-Cash payment.

-Bank Transfer.

-The law would change and the check.

-The check. Typology and operation.

-The change letter.

-I will pay.

-Operations associated with the payment means. Endorsement and endorsement.

-Commercial effects collection management.

-Anticipation of collection. Bank negotiation and discount.

-The management of unpaid.

-Electronic payment means.

Determination of prices and the amount of sales operations:

-Determination of the sale price to the public of the product or service. Items that are part of the price.

-Calculation of the sales price, applying a given margin of trade expressed as a percentage of the cost price.

-Calculation of the price, applying a given margin expressed as a percentage of the sales price.

-Calculation of the total amount of a sales operation.

-Application of interest in business operations.

-Concept of interest. Simple interest and compound interest.

-Calculation of simple interest.

-Short methods for calculating interest from multiple capitals to the same interest rate and different time periods.

-Discount concept. Rational discount and commercial discount.

-Calculation of the rational or mathematical discount.

-Calculation of the commercial discount.

-Trading effects negotiation. Calculation of the discount and cash resulting from a remittance of effects.

-Substitution of debts. Common maturity and average maturity.

-Calculation of the amount of foreign currency trading operations.

Pedagogical guidelines.

This professional module contains the necessary training to perform the functions of performing sales operations of products and services through the different marketing channels.

The sell operations feature includes such things as:

-Running the sales plan.

-Making the sales argument.

-Prospecting clients.

-Preparing customer visits.

-Presentation of the product/customer service.

-Application of sales and trading techniques in the sale.

-Fulfillment of the purchase and other alternative contract.

-Redaction of contracts attached to the sale.

-Fulfillment, record, and file of the documentation generated in the sales operations.

-Treatment of incidents, returns, complaints, and complaints.

-Tracking the sale and control of after-sales services.

-Client loyalty.

-Charge Management.

-Fulfillment of the means of payment.

The professional activities associated with this function apply to:

-Elaboration of the seller's sales program and action plan.

-Preparing and developing sales interviews.

-Sales operations for products and services.

-The formalization of sales contracts and other attached contracts.

-After-sales follow-up.

-The collection of sales operations.

The formation of the module contributes to achieving the general objectives (c), (d), (e), (q), (r), (s), (t), (u), (v), (w), (x) and (y) of the training cycle, and (c), (m), (n), (n), (o), (p), (q), (r) and (s) of the title.

The lines of action in the teaching-learning process that enable the objectives of the module to be achieved will be about:

-Preparing a business visit with the information obtained in the customer relationship management tool.

-Making the sales argumentary for consumer products.

-Use of verbal (oral and written) and non-verbal communication techniques applied to the sales process.

-Using computer tools in the presentation of products and services.

-Use of techniques for sale, negotiation, and rebuttal of objections.

-Elaboration of purchase and purchase contracts, using the word processor.

-Fulfillment of documents from various means of payment.

-Informatised management of suggestions.

-Using customer relationship management tools in the preparation of visits, after-sales services, and customer loyalty.

-Realization of calculations relating to sales and collection and payment transactions.

Professional Module: Computer Applications for Commerce.

Code: 1233

Learning results and evaluation criteria.

1. It handles user-level computing systems that are commonly used in commerce, using the most common hardware and software.

Assessment Criteria:

a) The physical components of a computer have been examined.

(b) The characteristics and functioning of trade-specific electronic equipment have been considered.

c) An operating system based on the use of windows has been handled.

d) Information files have been managed by operating systems.

e) A home network has been configured.

f) Virus, spam, and other undesirable items have been protected.

g) Routine equipment maintenance operations have been performed.

h) Data display and print applications have been downloaded and used.

2. It uses the Internet network and its component services, managing navigation, e-mail and file transfer programs, among others.

Assessment Criteria:

a) The essential concepts of operation and use of the network and the characteristics of the intranets and extranets have been identified.

b) The different connection systems to the network have been evaluated and configured.

c) Major browser programs have been used to move around the network.

d) Selective searches of information by specific applications and topic search engines have been performed.

e) The email was used directly from the web.

f) Email client programs have been used to manage the sending and receiving of messages.

g) Network protocol for file transfer (FTP) has been identified from a client computer to a server.

h) Security measures have been implemented to protect teams from external intrusions.

3. It makes informative and advertising materials, using graphic design techniques.

Assessment Criteria:

a) Communication materials have been designed in graphic media.

b) The composition and format of the material has been performed, respecting principles of harmony, proportion, balance and symmetry, among others.

c) Principles of psychological association of images, contents, likeness, continuity and symmetry have been applied, among others.

d) Design and self-editing techniques have been employed regarding visual perception, legibility and color contrasts, among others.

e) Image graphic materials have been designed, maintaining a balanced distribution of all elements.

f) Diverse multimedia software has been used for image and sound editing and for sound recording.

g) Advertising and promotional works have been carried out on the Internet.

4. Performs tasks of manipulating texts and presenting texts, images and graphics on a continuous basis, using programs for the automation of specific trade activities and activities.

Assessment Criteria:

a) All kinds of informative and advertising writings have been edited, by means of specific applications for the treatment and correction of texts.

b) Specialized text generation tools have been used through editing utilities.

c) Texts and illustrations have been ordered to perform a proper layout of the contents.

d) Thematic, alphabetic and illustrations have been developed.

e) Business and advertising presentations have been designed with schematic text, text animations, and imported images.

f) Master presentations have been designed to serve as a basis for the creation of other presentations.

g) Self-editing applications have been handled that allow us to design and model pages with diverse text and graphic elements, intended to serve as marketing material.

5. Performs mathematical calculations with spreadsheet and data processing with database managers, using programs for the automation of commercial activities.

Assessment Criteria:

a) Mathematical calculations have been performed in various areas of the company such as administration, finance and production, among others.

b) Formulas have been defined to automate the confection of various administrative documents, such as albarans and invoices, among others.

c) Math functions have been used to calculate income, costs, and economic-financial results.

d) Data lists have been treated and filtered with the spreadsheet.

e) Relational database files have been created that can be easily queried.

f) Information has been extracted through the combined query of multiple data tables.

g) Forms have been designed for data inclusion in their corresponding tables.

h) Custom reports have been produced from the database records for printing.

6. It performs electronic invoicing and other administrative tasks, in a telematic way, using in each case the specific software.

Assessment Criteria:

a) Electronic invoice formats have been identified.

b) Telematics transmission between computers has been established.

c) The integrity and authenticity of telematic transmissions through a recognized electronic signature has been guaranteed.

d) Specific applications for electronic invoice issuance have been used.

e) Online administrative tasks have been performed with public and private bodies.

(f) Documents have been completed with the tax obligations to which the sales of goods or services are subject.

g) It has been practiced with tax administration resource simulators.

h) Practices with online banking simulators have been performed.

Duration: 70 hours.

Basic contents:

Handling of the usual machinery and programs in commerce:

-How a personal computer works. Components and parts.

-The printer, scanner, and type of ticket readers.

-Window Management Operating System (Windows).

-Work with files and folders.

-Work with compressed folders and files.

-Running and configuring a home network: wired and wireless.

-Manage the network.

-Sharing files and printers.

-Wireless security.

-Computer viruses and antivirus software.

-Backup and restore data.

-Specific file compression and decompression software.

-The PDF format.

Using the Internet network:

-Introduction to the Internet.

-Concept and use of intranets and extranets: similarities and differences.

-Connect to the Internet. TCP/IP protocol.

-The web. Web browsing using browsers.

-Email.

-The newsgroups.

-Remote File Transfer and Management (FTP).

-Search the Internet: search engines, directories, or indexes, and search engines.

-Email: Configuring an email and web mail account against POP mail.

-Security. Zones and levels of security.

-Pop-up window blocker.

-Identity impersonation filter (phishing).

-Privacy.

Graphic Materials Clothing:

-Work with vector and bitmap images.

-Color depth.

-Color modes and changes between different modes.

-Color ranges.

-Obtaining images: creating new image, using existing images and getting them with a scanner or digital camera.

-Print options.

-Graphics editing utilities.

-Work with layers.

-Work with texts.

-Special effects and plugins.

-Save images: compression types. Format types.

-Recording videos on DVD or on file.

-Editing images, cuts, planes, and camera moves.

-Add movements, transitions, and titles to the images.

Employment of general-use IT applications in commerce:

-The word processor.

-Writing of texts.

-Format the text of a working document.

-Inserting automatic elements: jumps, page numbers, dates, and symbols, among others.

-Tabulations, bullets, columns, and tables.

-Headers and footers.

-Merge correspondence.

-Styles and templates.

-Theme, alphabetic, and illustration indexes.

-Presentation Programs: Create a presentation with slides.

-Transitions.

-Animations.

Performing mathematical calculations with spreadsheet and data processing with database managers:

-Introduction to basic spreadsheet operations.

-Enter and edit data in cells: texts, numbers, dates, and formulas.

-Manipulation of data cells.

-Format of cells, rows, columns, and sheets.

-Basic operations with spreadsheets.

-Worksheet formulas.

-Math, logical, and statistics functions.

-Graphical representations of the data.

-Data Lists.

-Database managers.

-Create and use tables on a database manager.

-Indexes and relationships between tables.

-Sort and filter the information.

-Data queries for tables.

-Data-taking forms.

-Reports extracted from data tables and queries.

-Mail tags.

Performing electronic invoicing and other administrative tasks, in a telematic way:

-Electronic invoice: general aspects, conditions for their use and legal regulations.

-Security: recognized electronic signature and electronic DNI.

-Electronic billing programs.

-Online banking.

-Online tributes.

-Paperwork with Social Security online.

Pedagogical guidelines.

This professional module contains the necessary training to perform the functions related to the use of computer tools such as:

-Managing computer equipment.

-Using operating systems and managing data files.

-Home network administration.

-Configuring the Internet network and using it.

-Advanced search for information.

-Managing email as a means of communication and as a selling tool.

-Information transfers.

-Using graphical design computing applications.

-Elaboration of texts with specific text processing programs.

-Using and creating business and advertising presentations in general.

-Managing programs for performing all types of calculations using spreadsheet applications.

-Managing enterprise information through database manager programs.

-Invoice electronically.

-Send and receive data from public bodies.

The professional activities associated with this function apply to:

-The control and management tasks of any commercial enterprise of products and/or services.

-The design of graphic and advertising materials.

-The use of general-character office tools.

-The use of computer tools required in the management of a trade.

The formation of the module contributes to the achievement of the general objectives (m), (q), (r), (s), (t), (u), (v) and (w) of the training cycle, and (h), (m), (n), (n), (o), (p) and (q) of the title.

The lines of action in the teaching-learning process that enable the objectives of the module to be achieved will be about:

-Using computer equipment.

-Internet Usage.

-Using graphical design computing applications.

-Using general-use office programs.

-Use of business-specific use of office programs.

-Managing data transfer software to other companies and to administration.

-Electronic billing.

Professional Module: Commercial Care Services.

Code: 1234

Learning results and evaluation criteria.

1. Develops attention/information activities to the client, trying to convey the most appropriate image of the company or organization.

Assessment Criteria:

a) Customer service department functions of different types of companies and organizations have been identified.

b) Different types of customer service department organization have been identified according to company or organization characteristics.

c) Customer service department relationships have been defined with marketing, sales, and other company departments.

(d) Organigrams of commercial enterprises have been developed, taking into account their size, structure and activity.

e) The areas of activity and actions of the customer service have been differentiated, taking into account the current legislation.

f) The functions of the contact centers and the services they provide to companies or organizations have been identified.

2. Uses communication techniques in customer/consumer/user care situations, providing the requested information.

Assessment Criteria:

a) The communication process, the elements involved and the barriers and difficulties that may arise in it have been described.

b) Communication channels, internal and external, of companies and organizations have been identified.

c) The phases of the customer information process and the techniques used in the different communication channels have been described.

d) Customer required information has been requested from the competent department or body through different communication channels.

e) Information has been provided to supposed clients, using active listening and paying special attention to nonverbal communication.

f) Phone conversations have been held to inform supposed clients, using appropriate attitudes, protocol standards, and techniques.

g) Written responses to requests for information in customer care situations have been written, applying the appropriate techniques.

h) Email and instant messaging have been used to respond to customer queries, while respecting protocol standards and adopting an appropriate attitude.

3. Organizes the information related to the relationship with the clients, applying both manual and computer organizational and file techniques.

Assessment Criteria:

a) The techniques for organizing and archiving information, both manual and computer, have been described.

b) The most common cataloging and documentation file techniques have been described, analyzing their advantages and drawbacks.

c) Different types of customer/consumer/user care documentation have been classified.

d) Databases have been developed, updated and consulted with the information regarding the clients.

e) Managed customer relationship management (CRM) tools have been handled, according to the specifications received.

f) The information about queries or requests from clients in the customer relationship management tool has been recorded.

g) Methods have been applied to ensure the integrity of information and data protection, in accordance with current regulations.

4. Identifies the consumer and user protection and protection agencies and institutions, analyzing the competencies of each of them.

Assessment Criteria:

a) The concept of the consumer and user has been defined, differentiating the final and industrial consumers.

b) National, regional and local regulations governing consumer and user rights have been identified.

c) Institutions and agencies, public and private, have been identified as consumer and user protection, describing their competencies.

d) The applicable regulations for customer/consumer/consumer complaints and complaints management have been interpreted.

e) Information sources that provide reliable information on consumer information have been described.

5. Performs customer/consumer complaint and complaint procedures, applying communication and negotiation techniques for resolution.

Assessment Criteria:

a) The most common types of queries, complaints, complaints, and complaints about consumption have been identified.

b) The procedure to be followed has been described, as well as the phases, form and deadlines of the processing process for customer complaints.

c) The client has been informed of his rights and the possible mechanisms for resolving the claim, in accordance with the current regulations.

d) The documentation necessary to cure the complaint to the competent department or body has been completed.

e) Communication techniques have been applied to the attention of complaints and complaints, using active listening, empathy and assertiveness.

f) Negotiating techniques and attitudes have been used to facilitate the agreement to resolve customer claims.

g) Documents relating to the handling of complaints, complaints and complaints have been identified and completed.

h) The claimant has been informed of the situation and the outcome of the complaint or complaint, orally and/or written, and/or by electronic means.

6. Collaborates in the execution of the quality plan and improvement of the customer service, applying techniques of evaluation and control of the efficiency of the service.

Assessment Criteria:

a) The applicable methods for evaluating the effectiveness of the customer service/information service have been identified.

b) The process of handling complaints and complaints has been followed up, assessing the form and timing of the resolution.

c) The main incidents and delays in customer service and in the resolution of complaints and complaints have been identified.

d) The main applicable measures have been described to address detected anomalies and improve service quality.

e) Techniques have been applied to measure the level of customer satisfaction and the effectiveness of the service provided.

f) Reports have been drawn up with the results and conclusions of the quality assessment, using computer tools.

g) The actions set out in the service quality improvement plan have been applied, using computer applications.

h) The actions set out in the customer loyalty plan have been developed using the information available in the customer relationship management tool (CRM).

Duration: 50 hours.

Basic contents:

Developing attention/information activities to the client:

-Customer care in businesses and organizations.

-Managing client relationships.

-The corporate identity and brand image.

-Customer/consumer/user services.

-The customer service department in businesses and organizations.

-Relationships with other departments in the company or organization.

-Organizational structures: organizational structures.

-Organization chart types.

-The contact centers. Functions that they develop in the relationship with the clients. Typology. Services that they provide to businesses.

Using communication techniques in customer care situations:

-Communication in the enterprise. Information and communication.

-The communication process.

-Communication types.

-Communication techniques in customer information situations.

-Empathy.

-Assertiveness.

-Oral communication. The telephone communication. Non-verbal communication.

-Written communication. Types of commercial letters. Formal communications (instance, appeal, certificate, declaration and trade). Reports. Other written documents.

-Communication through the network (Internet/Intranet).

-The email. Instant messaging.

-Real-time communication (chat and video conferencing) and deferred communication (forums).

Organization of information regarding the relationship with clients:

-Organization techniques and documentation file. Classification, cataloging, and document file systems.

-File types.

-Organization of customer care documents.

-Client files.

-The databases.

-Documentary databases.

-Customer relationship management (CRM) tools.

-Managing client databases.

-Transmission of information in the enterprise. Reporting.

-Legal standards for data protection.

Identification of consumer and user protection and protection agencies and institutions:

-Consumer and user concept.

-Consumers and end users and industrialists.

-Consumer rights.

-Consumer defense. Legal regulations.

-Public consumer protection institutions. Typology. Competencies.

-Private consumer protection entities. Typology. Competencies.

Performing customer/consumer complaint and complaint handling:

-Types of queries, complaints, complaints, and more common consumer complaints.

-Current consumption regulations applicable to the management of complaints and complaints.

-Phases in the complaint and complaint handling process.

-Claim collection procedure.

-Claims processing process.

-Claims to the Administration.

-Communication techniques in complaints and complaints situations.

-Customer treatment for complaints and complaints. The active listener. Empathy. The assertiveness

-Negotiating in the resolution of complaints and complaints.

-The negotiation plan. Phases: preparation and strategy, development and agreement.

-Negotiating techniques in the claims.

Collaboration in the execution of the quality plan and improvement of the customer/consumer/user service:

-Incidents, failures, and delays in customer service/information processing and complaints and complaints resolution.

-Treatment of failures.

-Customer service assessment and control procedures.

-Applicable rules for customer care.

-Customer loyalty strategies and techniques.

-Customer loyalty programs.

Pedagogical guidelines.

This professional module contains the training required to perform functions related to customer service and customer/consumer complaints and complaints management, such as as:

-Developing information actions to the customer/consumer/user.

-Organization, treatment, and documentation file relating to customer service.

-Application of communication techniques in situations of customer information and management of queries, complaints and complaints.

-Applying negotiation techniques in claims situations.

-Application of quality assurance and assessment methods of customer/consumer/consumer information/customer services.

-Development of planned actions in quality plans and improvement of customer service.

-Development of planned actions in customer loyalty programs.

The professional activities associated with this function apply to:

-Customer/consumer/user departments of companies and public and private organizations.

The formation of the module contributes to achieving the general objectives n), q), r), s), t), u), v) and w) of the training cycle, and the competencies j), m), n), n), or) and q) of the title.

The lines of action in the teaching-learning process that enable the objectives of the module to be achieved will be about:

-Use of communication techniques in information and client counseling situations and in complaints and complaints management.

-Applying negotiation techniques in consumer complaint situations.

-Treatment, organization, and documentation file.

-Reporting.

-Managing database and IT tools for managing client relationships.

-Analysis of consumer queries and complaints to establish the lines of action in accordance with established legislation and procedures.

-Application of quality assurance and evaluation methods of the customer service/information service.

-Customer loyalty actions approach.

Professional Module: Electronic Commerce.

Code: 1235

Learning results and evaluation criteria.

1. Applies the company's digital marketing plan guidelines, participating in its execution and sustainment.

Assessment Criteria:

a) The general and particular characteristics of a digital marketing plan capable of achieving the business objectives of the company have been examined.

b) Online positioning and marketing processes have been executed.

c) The online advertising and promotion processes adjusted to the existing legal regulations have been executed.

d) The elements that configure search engine marketing have been identified.

e) The challenges of electronic marketing have been assessed: trust in the means of payment, logistical problems and security.

f) Customer relationships have been electronically managed, defining the loyalty program and the tools to be used.

g) New communication and customer relationship trends in digital marketing have been recognized.

2. Performs the necessary actions to perform online sales, applying the e-commerce policies defined by the company.

Assessment Criteria:

a) The required parameters for creating or adapting an online business have been set.

b) Customer recruitment actions focused on e-commerce have been defined.

c) Existing conventional and electronic business models have been identified in the network.

d) A virtual store has been designed.

e) The management of the received orders and the entire logistics process are planned.

f) The payment means to be used have been set.

g) Security systems have been selected to ensure the privacy and invulnerability of operations.

3. Performs the maintenance of the corporate website, e-store, and online catalog, using specific computer applications and languages.

Assessment Criteria:

a) Statements have been written in hypertext (HTML) label language.

b) Commercial programs have been used to create the files that make up the web pages.

c) The web page address has been registered with its own domain or with free hosting.

d) Web files created to the Internet server have been sent through programs specialized in this task.

e) Specific programs for inclusion of texts, images, and sound have been used.

f) An efficient web page for e-commerce has been built.

g) Links of interest have been included on the web capable of generating traffic oriented and interested in what is being offered.

4. Sets up communication forums between users, using enterprise-wide social networks.

Assessment Criteria:

a) Web programs have been used to maintain text chats.

b) Instant messaging applications have been handled.

c) Oral communication systems that use only sound or sound and image have been applied.

d) Professional content topics have been proposed through thematic blogs.

e) Contacts have been established on specific topics through professional content blogs.

f) Communications, advertising, and sales have been made with other network users via social networks.

g) Audiovisual and photographic content of the business, products and business processes have been generated.

5. Uses working environments that target the end user (Web 2.0), integrating computer tools and Internet resources.

Assessment Criteria:

a) Web 2.0 models and functionality have been defined.

b) Free and free resources included in Web 2.0 sites have been used.

c) The results obtained in the Web 2.0 environment have been applied using the feedback provided by the users.

d) The necessary tasks have been performed for the company to be present, in addition to its own website, in search engines, social networks, blogs and chats and forums, among others.

e) The actions required to integrate e-commerce with Web 2.0 functionality have been selected.

Duration: 60 hours.

Basic contents:

Application of Digital Marketing Plan Guidelines:

-Digital Marketing Plan.

-High in search engines and specialized directories.

-Specific features of the online client.

-Electronic newsletters sent with email marketing.

-Design of corporate blogs: modes.

-Marketing in search engines: SEM, SEO, and campaigns on related pages.

-Regulations on electronic communications and privacy.

-Payments with electronic money and online payments.

-Membership Marketing.

-Relational marketing and customer relationship management (CRM).

-Cross marketing.

-Viral marketing.

-Marketing one-to-one.

-Mobile marketing and DTT applications, among others.

-Internet TV, video blogs and web TV, among others.

Performing online sales actions:

-Idea and layout of a virtual store.

-Online product catalog.

-Domain selection and registration.

-Digital business models: horizontal, B2B, and B2C portals, among others.

-Web storefront. Electronic catalog.

-Logistics control of goods sold online.

-The claim as a customer loyalty instrument.

-Electronic payment means.

-Reflection periods and cancellations.

-Security in electronic transactions: encryption, digital signature, digital certificates, and electronic DNI.

-Encryptation.

-Electronic business: e-shop, e-mail, e-procurement, e-marketplace and e-auction, among others.

Performing the maintenance of the web page:

-Structure a corporate web page.

-HTML language.

-Creating web pages with the most common web editors.

-Choosing the server to host web pages.

-Web page publishing via FTP.

-High in search engines.

-Graphic design programs and other web utilities.

-Online catalog.

-Cash flows and financing from the online store.

-Hot zones and user zones.

-The online shopping cart.

Setting relationships with other network users:

-Chat or chat groups: IRC programs and webchat programs.

-Instant messaging service.

-Internet Telephony.

-The forums: read and write to a forum.

-The discussion groups.

-Social networks.

-Weblogs, blogs, or logbooks.

-Social networks for businesses.

-Add elements to a social network page.

-Use photographic and audio-visual elements on a social network page.

-Add professional applications to a page.

-How to find an interesting group.

-Create a network of influential contacts.

-Buy and sell on social media.

Using Web 2.0 environments:

-Concept and features.

-Functionality: user opinions and forums.

-Online corporate reputation.

-Objectives to be reached.

-Online marketing tools used in Web 2.0.

-Integrated Webs.

-Social networks that integrate consumers as prescribers.

-Consumers as active participants (prosumers): opinions of other buyers, cross-offers and comparisons, among others.

-Implementing IT security strategies.

Pedagogical guidelines.

This module contains the necessary training for the performance of activities related to the sale of products/services over the Internet.

The Internet Sales feature includes aspects such as:

-Collaboration in the application of the digital marketing plan.

-Performing actions for sale on the Internet.

-Maintaining the company's web page.

-The real-time update of the online product catalog.

-Managing the virtual store.

-Using social networks to boost sales.

-The inclusion of the enterprise in Web 2.0 sales environments.

The professional activities associated with this function apply to:

-Performing online sales.

-Making virtual storefronts.

-In online shopping cart programming.

-The inclusion of our commerce in business social networks.

The formation of the module contributes to the achievement of the general objectives (k), (l), (q), (r), (s) and (t) of the training cycle, and (g), (m), (n), (n), (o), (p) and (q) of the title.

The lines of action in the teaching-learning process that enable the objectives of the module to be achieved will be about:

-Application of digital marketing techniques.

-Managing the digital catalog of items and/or services.

-Attention to managed sales from the virtual store.

-Using web page creation and maintenance computing applications.

-Inclusion of commercial content on social networks.

Professional Module: English.

Code: 0156

Learning results and evaluation criteria.

1. It recognizes professional and everyday information contained in oral speeches issued in the standard language, analyzing the overall content of the message and relating it to the corresponding linguistic resources.

a) The message has been placed in its context.

b) The main idea of the message has been identified.

c) The purpose of the direct message, telephone, or other hearing media has been recognized.

d) Specific information has been extracted in messages related to everyday aspects of professional and daily life.

e) The constituent elements of the message have been sequenced.

f) The main ideas of a speech on known topics, transmitted by the media and broadcast in standard language and articulated with clarity, have been identified.

g) The oral instructions have been recognized and the indications have been followed.

h) Awareness has been taken of the importance of understanding a message globally, without understanding each and every element of it.

2. It interprets professional information contained in written texts, analyzing its contents in a comprehensive way.

a) Query materials and dictionaries have been selected.

b) Simple texts have been read in a comprehensive way.

c) The global content of the message has been interpreted.

d) The text has been related to the scope of the professional area to which it refers.

e) The terminology used has been identified.

f) Simple text translations have been performed using supporting material if necessary.

g) The message received through telematic media has been interpreted: e-mail and fax, among others.

3. Issues clear and well-structured oral messages, participating as an active agent in professional conversations.

a) The records used for the issue of the message have been identified.

b) You have communicated using formulas, join links, and interaction strategies.

c) Protocol rules have been used in presentations.

d) Brief and unforeseen events related to your profession have been described.

e) The terminology of the profession has been used correctly.

f) Feelings, ideas, or opinions have been expressed.

g) The activities of the professional task have been listed.

h) A work process for your competence has been described and sequenced.

i) The acceptance or non-acceptance of proposals has been justified.

j) The choice of a given choice or working procedure has been argued.

k) Reformulation of speech or part of speech has been requested when deemed necessary.

4. He elaborates simple texts, relating grammatical rules to the purpose of the same.

a) Brief texts relating to everyday and/or professional aspects have been written.

b) Information has been organized consistently and cohesively.

c) Summaries of texts related to your professional environment have been performed.

d) Specific documentation of your professional field has been completed.

e) The established formulas and the specific vocabulary in document fulfillment have been applied.

f) The main ideas of information given, using their own linguistic resources, have been summarized.

g) The courtesy formulas of the document to be elaborated have been used.

5. It applies professional attitudes and behaviors in communication situations, describing the typical characteristics of the country of the foreign language.

a) The most significant traits of the customs and uses of the community where the foreign language is spoken have been defined.

b) The country's own social relations protocols and rules have been described.

c) The values and beliefs of the community where the foreign language is spoken have been identified.

d) The socio-professional aspects of the professional area have been identified, in any type of text.

e) The country's own social relationship protocols and standards have been applied.

Duration: 90 hours.

Basic contents:

Oral message analysis:

-Understanding professional and everyday messages:

or Direct, telephone, and recorded messages.

or Professional area specific terminology.

or Main and Secondary Ideas.

or grammatical resources: verbal times, prepositions, locutions, expression of the condition and doubt, use of passive voice, relative prayers and indirect style.

or Other linguistic resources: likes and preferences, suggestions, arguments, instructions.

or Different oral language accents.

Interpretation of written messages:

-Understanding messages, texts, professional and everyday basic articles:

or Telematics Media: fax, e-mail and burofax, among others.

or Professional area specific terminology.

or Main Idea and Secondary Ideas.

or grammatical resources: verbal times, prepositions, passive voice use, relative sentences, and indirect style.

-Logical relationships: opposition, grant, comparison, condition, cause, purpose, and result.

-Temporary relationships: Earlier, later, and concurrency.

Production of oral messages:

-Records used in the issue of oral messages.

-Professional area specific terminology.

-grammatical resources: verbal times, prepositions, locutions, expression of the condition and doubt, use of passive voice, relative prayers and indirect style.

-Other linguistic resources. Tastes and preferences, suggestions, arguments and instructions.

-Phonetic. Vocallic sounds and phonemes and their combinations and sounds and consonant phonemes and their groupings.

-Social relations linguistic markers, courtesy rules, and record differences.

-Maintenance and follow-up of oral speech:

o Take, maintain, and release the word shift.

o Support, demonstration of understanding, request for clarification, among others.

or Entonation as an oral text cohesion resource: use of intonation patterns.

Issuing written texts:

-Expression and fulfillment of professional and everyday messages and texts.

or Curriculum vitae and telematic media: fax, e-mail and burofax, among others.

or Professional area specific terminology.

or Main Idea and Secondary Ideas.

or grammatical resources: verbal times, prepositions, locutions, passive voice use, relative prayers, and indirect style.

-Logical relationships: opposition, grant, comparison, condition, cause, purpose, and result.

-Temporary relationships: Earlier, later, and concurrency.

-Textual coinheritance:

or Text to the communicative context.

or Type and text format.

or Language Variety. Record.

or lexical selection, syntactic structures, and relevant content.

or Start of speech and introduction of the theme. Development and expansion: exemplification and conclusion and/or summary of the discourse.

o Usage of punctuation marks.

Identification and interpretation of the most significant cultural elements of foreign language (English) countries:

-Valuation of socio-cultural and protocol standards in international relations.

-Use of formal and functional resources in situations that require socio-professional behavior in order to project a good company image.

Pedagogical guidelines.

This professional module contains the necessary training for students to acquire the skills that enable them to communicate in English in the development of the professional activities of the training level of this technician. in this sector.

This is an eminently procedural module in which the necessary communicative competence in the professional environment is developed, both at the oral level and at the written level.

The communicative competence in English has to do with both interpersonal relationships and the handling of the industry's own documentation.

The formation of the module contributes to achieving the general objectives p), r) and t) of the training cycle, and the competencies l), m), n), n) and o) of the title.

The lines of action in the learning process that enable you to achieve the objectives of the module are related to:

-The use of the English language at both oral and written levels, in all the development of this module.

-The introduction of the English vocabulary corresponding to sector-specific terminology.

-The selection and execution of didactic strategies that incorporate the use of the English language in activities of the professional sector.

-The use of communication techniques to enhance teamwork.

Professional Module: Training and Employment Guidance.

Code: 1236

Learning results and evaluation criteria.

1. It selects job opportunities, identifying the different insertion possibilities and learning alternatives throughout life.

Assessment Criteria:

a) The importance of lifelong learning has been assessed as a key factor for employability and adaptation to the demands of the production process.

b) Training-professional pathways related to the technical profile of the technician in Commercial Activities have been identified.

c) The skills and attitudes required for the professional activity related to the profile of the title have been determined.

d) The main fields of employment and job insertion for the technical in Commercial Activities have been identified.

e) The techniques used in the job search process have been determined.

f) Self-employment alternatives have been foreseen in the professional sectors related to the title.

g) The assessment of personality, aspirations, attitudes and self-training has been performed for decision-making.

2. Applies team work strategies, valuing their effectiveness and efficiency in achieving the goals of the organization.

Assessment Criteria:

a) The advantages of teamwork in work situations related to the profile of the technician in Commercial Activities have been valued.

b) Work teams that can be created in a real job situation have been identified.

c) The characteristics of the effective work equipment against the ineffective equipment have been determined.

d) The necessary existence of diversity of roles and opinions assumed by members of a team has been positively valued.

e) The possible existence of conflict between members of a group has been recognized as a characteristic aspect of organizations.

f) The types of conflicts and their sources have been identified.

g) Procedures for conflict resolution have been determined.

3. It exercises rights and meets the obligations arising from industrial relations, recognising them in the different employment contracts.

Assessment Criteria:

a) The basic concepts of the right of work have been identified.

b) The main bodies involved in the relations between employers and workers have been distinguished.

c) The rights and obligations arising from the employment relationship have been determined.

(d) The main modalities of recruitment have been classified, identifying the measures to promote recruitment for certain groups.

e) The measures established by the current legislation for the reconciliation of work and family life have been assessed.

f) The causes and effects of the modification, suspension and extinction of the employment relationship have been identified.

g) The receipt of salaries has been analyzed, identifying the main elements that integrate it.

h) Different collective conflict measures and conflict resolution procedures have been analyzed.

i) The working conditions agreed in a collective agreement applicable to the sector related to the title of Technician in Commercial Activities have been determined.

j) The defining characteristics of new work organization environments have been identified.

4. It determines the protective action of the Social Security system in the face of the various contingencies covered, identifying the different classes of benefits.

Assessment Criteria:

a) The role of Social Security has been valued as an essential pillar for improving the quality of life of citizens.

b) The various contingencies covered by the Social Security system have been listed.

c) Existing regimes have been identified in the Social Security system.

d) The obligations of employer and employee within the Social Security system have been identified.

e) A worker's contribution and the fees for a worker and employer have been identified in a simple case.

f) Social Security system capabilities have been classified, identifying requirements.

g) Possible legal unemployment situations have been determined.

h) The calculation of the duration and amount of a basic contributory level unemployment benefit has been performed.

5. It evaluates the risks arising from its activity, analyzing the working conditions and the risk factors present in its work environment.

Assessment Criteria:

a) The importance of preventive culture has been valued in all areas and activities of the company.

b) Work conditions have been linked to the health of the worker.

c) Risk factors have been classified in the activity and the damage resulting from them.

d) The most common risk situations have been identified in the technical work environments in Business Activities.

e) Risk assessment has been determined in the company.

f) Working conditions with significance for prevention in work environments related to the technical profile of the technician in Commercial Activities have been determined.

g) Types of professional damage have been classified and described, with particular reference to occupational accidents and occupational diseases, related to the professional profile of the technician in Commercial Activities.

6. Participates in the development of a risk prevention plan in a small business, identifying the responsibilities of all the actors involved.

Assessment Criteria:

(a) The principal rights and duties in the field of occupational risk prevention have been determined.

b) The different forms of prevention management in the company have been classified, depending on the different criteria laid down in the regulations on the prevention of occupational risks.

c) Forms of representation of workers in the company in the field of risk prevention have been determined.

d) Public bodies related to the prevention of occupational risks have been identified.

e) The importance of the existence of a preventive plan in the company that includes the sequencing of actions to be carried out in case of an emergency has been assessed.

f) The content of the prevention plan has been defined in a work center related to the technical sector of the Technical in Commercial Activities.

g) An emergency and evacuation plan for a company in the sector has been planned.

7. Applies prevention and protection measures, analyzing the risk situations in the technical work environment in Commercial Activities.

Assessment Criteria:

(a) The techniques of prevention and individual and collective protection that must be applied in order to avoid damage to their origin and to minimize their consequences should they be unavoidable.

b) The meaning and scope of the different types of security signage has been analyzed.

c) Action protocols have been analyzed in case of emergency.

d) The techniques for the classification of injuries have been identified in case of emergency where there are victims of varying severity.

e) Basic first aid techniques have been identified which must be applied at the site of the accident to different types of damage and the composition and use of the kit.

(f) The requirements and conditions for the monitoring of the health of the worker and their importance as a preventive measure have been determined.

Duration: 50 hours.

Basic contents:

Active job search:

-Valuation of the importance of permanent training for the job and professional career of the technician in Commercial Activities.

-Analysis of personal interests, skills and motivations for the professional career.

-Identification of training itineraries related to technical in Commercial Activities.

-Definition and analysis of the technical professional sector in Commercial Activities.

-Job search process in industry companies.

-Learning and employment opportunities in Europe.

-Job search techniques and instruments.

-The decision-making process.

Conflict management and work teams:

-Methods for resolving or deleting the conflict. Assessment of the advantages and disadvantages of team work for the effectiveness of the organization.

-Equipment in the commerce sector according to the functions they perform.

-Participation in the work team.

-Conflict: features, sources, and stages.

Job Contract:

-The right of the job.

-Analysis of the individual labor relationship.

-Work contract modes and procurement promotion measures.

-Rights and duties arising from the employment relationship.

-Modifying, suspending, and extinguishing the work contract.

-Representation of workers.

-Analysis of a collective agreement applicable to the professional scope of the Technical in Commercial Activities.

-Benefits for workers in new organizations: flexibility and social benefits, among others.

Social Security, Employment and Unemployment:

-Structure of the Social Security system.

-Determination of the principal obligations of employers and workers in the field of social security: affiliation, ups, downs and contributions.

-Situations covered by unemployment protection.

Professional risk assessment:

-Valuation of the relationship between work and health.

-Risk Factor Analysis.

-Risk assessment in the company as a basic element of preventive activity.

-Risk analysis linked to security conditions.

-Risk analysis linked to environmental conditions.

-Risk analysis linked to ergonomic and psycho-social conditions.

-Specific risks in the trade sector.

-Determination of the possible damage to the health of the worker that can be derived from the identified risk situations.

Planning for risk prevention in the enterprise:

-Rights and duties in the field of occupational risk prevention.

-Managing prevention in the enterprise.

-Public bodies related to the prevention of occupational risks.

-Planning for prevention in the enterprise.

-Emergency and evacuation plans in work environments.

-Making an emergency plan in a company in the sector.

Application of prevention and protection measures in the enterprise:

-Determination of individual and collective prevention and protection measures.

-Action protocol in an emergency situation.

-First aid.

Pedagogical guidelines.

This professional module contains the necessary training for the student to be able to insert himself and develop his professional career in the sector.

The formation of this module contributes to the achievement of the general objectives (q), (r), (s), (t), (u), (v), (w), (x) and (y) of the training cycle, and (m), (n), (n), (o), (p), (q), (r) and (s) of the title.

The lines of action in the teaching-learning process that enable the objectives of the module to be achieved will be about:

-The management of information sources on the education and labour system, in particular with regard to companies.

-The conduct of guidance and dynamic tests on the personality and the development of social skills.

-Preparation and realization of curriculum vitae (CV) and job interviews.

-Identification of labor regulations affecting workers in the sector, management of the most commonly used contracts, and comprehensive reading of collective agreements of application.

-The fulfillment of salary receipts of different characteristics and other related documents.

-The analysis of the Law on the Prevention of Labor Risks, which allows it to assess the risks arising from the activities carried out in its productive sector, and to allow it to collaborate in the definition of a prevention plan for a small business, as well as in the preparation of the necessary measures for its implementation.

Professional Module: Job Center Training.

Code: 1237

Learning results and evaluation criteria.

1. Identifies the structure and organization of the company, relating them to the production and marketing of the products it obtains and the type of service it provides.

Assessment Criteria:

a) The organizational structure of the company and the functions of each area of the company have been identified.

b) The structure of the company has been compared to the existing business organizations in the sector.

c) The elements that constitute the company's logistics network have been identified: suppliers, customers, production and storage systems, among others.

d) The service characteristics and the type of clients have been related to the development of the business activity.

e) Work procedures have been identified in the development of service delivery.

f) The necessary competencies of human resources have been valued for the optimal development of the activity.

g) The suitability of the most frequent broadcast channels in this activity has been assessed.

2. He applies ethical and work habits in the development of his professional activity, according to the characteristics of the job and with the procedures established in the company.

Assessment Criteria:

a) They have been recognized and justified:

• The required personal and temporary availability in the job.

• Personal attitudes (punctuality and empathy, among others) and professionals (order, cleanliness and responsibility, among others) necessary for the job.

• Atitudinal requirements for the prevention of risks in professional activity.

• Atitudinal requirements regarding the quality of the professional activity.

• Attitudes related to the work team itself and to the hierarchies established in the company.

• Attitudes related to the documentation of activities carried out in the field of work.

• The training needs for job insertion and reintegration in the scientific and technical field of the good work of the professional.

b) The rules on the prevention of occupational risks and the fundamental aspects of the Law on the Prevention of Occupational Risks of Application in Professional Activity have been identified.

c) Individual protective equipment has been put in place according to the risks of professional activity and company standards.

d) An attitude of respect to the environment has been maintained in the developed activities.

e) The job or the area corresponding to the development of the activity has been organized, clean and free of obstacles.

f) You have been responsible for the assigned work, interpreting and fulfilling the instructions received.

g) Effective communication has been established with the responsible person in each situation and with team members.

h) It has been coordinated with the rest of the team, communicating the relevant incidents that are presented.

i) The importance of their activity and the need to adapt to changes in tasks has been assessed.

j) You have taken responsibility for the application of the rules and procedures in the development of your work.

3. It participates in the economic and treasury management of small trade, carrying out administrative, accounting and fiscal tasks with the IT media used in the commercial enterprise.

Assessment Criteria:

a) The main economic and financial variables on which the commercial enterprise is based have been identified.

(b) The information on possible aid, grants, banking services and forms of financing for the operation of the commercial establishment has been assessed.

c) The variables involved in the pricing system have been determined to ensure the profitability and sustainability of the company over time.

d) The company's accounting and administrative management tasks have been performed through the use of specific IT applications.

e) Action guidelines have been followed with clients, defined in the commercial enterprise quality plan.

f) The company's customer databases have been updated, ensuring data protection regulations.

g) The elements that make up the consumer's market, environment, and behavior have been determined in the business enterprise scope.

h) Computer applications have been used for obtaining, processing, analyzing, and archiving information required in the marketing information system (SIM).

4. Performs tasks of sourcing and issuing merchandise, using the point of sale terminal and other computer media.

Assessment Criteria:

a) There have been forecasts for the purchase of merchandise, by means of spreadsheets or other appropriate software, in good time to ensure the supply of the store.

b) Different offers of suppliers have been valued that determine the most advantageous for the store, establishing in their case a process of communication and negotiation.

c) The documentation generated in the procurement process has been processed.

d) The receipt of orders has been verified, informing them to facilitate their subsequent management of stocks.

e) Tasks for the reception, location and dispatch of goods in the warehouse have been performed, taking into account their characteristics.

f) Management and organization computing applications have been handled.

g) The point of sale terminal has been used to perform stock management of the business establishment.

h) The profitability of products or services in the store's assortment has been calculated, valuing the possibility of removing or including new products or services.

5. Performs business contacts with customers by different means, to help meet business goals, using sales techniques appropriate to each situation.

Assessment Criteria:

a) The variables that determine the structure of the market and the intervening parties in it have been identified.

b) Business visits have been planned, taking into account the characteristics of the product or service and the customer's type of customer.

c) Commercial trading processes have been conducted, using the appropriate selling techniques for each case.

d) The documentation generated in a purchase and sales operation has been completed.

e) A customer relationship management (CRM) tool has been used to record potential incidents and assess their inclusion in loyalty processes.

f) Packaging and labeling tasks have been performed for products that require specific treatment to maintain their high-end status.

g) Sales arguments have been adapted to technical products or services, such as the sale of goods from the primary, industrial or real estate products.

h) telemarketing operations have been performed to capture, fidelize, or retrieve customers from the enterprise.

6. Helps maintain the company's online store by updating the online catalog using the necessary IT applications.

Assessment Criteria:

a) Client fetch actions have been performed for the online store.

b) Specific programs for the inclusion of texts, images and sound have been used on the website.

c) Updates and maintenance tasks have been performed on the online store's website.

d) The tasks necessary for the company to participate actively in the Web 2.0 environment, participated in blogs, social networks, search engines and chats, among others.

e) Computer systems commonly used in commerce have been handled at the user level.

f) The Internet has been used to perform tasks related to the business management of the enterprise.

g) Different communication materials have been made using the appropriate software.

h) Software programs that automate business, electronic billing, and other administrative tasks have been used.

7. It carries out tasks of dynamising the commercial establishment, applying appropriate techniques and using the means available.

Assessment Criteria:

a) Different elements of the store furniture have been arranged so that they can contribute to achieving the commercial objectives.

b) Reports have been made to improve the fluidity of the circulation of customers by the commercial establishment so that they stay longer inside.

c) References have been placed in the linear, following planograms of implantation and replacement of products.

d) The variation in sales that occur when the products position varies in the linear has been analyzed.

e) Cartelery elements have been developed to encourage the commercial establishment by traditional labeling or with computer media.

f) Decorative elements have been assembled in the commercial establishment, following commercial and safety criteria and occupational risk prevention.

g) There have been storefronts in line with the business moment, later valuing the impact produced on the clients.

h) Appropriate promotional actions have been carried out for the commercial objectives, evaluating the results obtained.

8. Informs and caters to clients, using appropriate communication techniques that contribute to improving the image of the business.

Assessment Criteria:

a) The organization of the enterprise customer service department has been identified.

b) The appropriate communication channels have been used in the process of customer information.

c) The documentation generated in the customer support process has been classified.

d) Customer relationship management tools have been handled.

e) The company's typical customer and user typology has been identified.

f) Communication and negotiation techniques have been applied in the attention of complaints and complaints.

g) The documents generated in the complaint and complaint handling have been completed.

h) Reports have been produced to collect the main incidents, complaints and complaints, to be used in the company's quality system.

Duration: 220 hours.

Pedagogical guidelines.

This professional module contributes to completing the competencies of this title and the overall objectives of the cycle, both those that have been achieved in the educational center, and those that are difficult to achieve in it.

ANNEX II

Spaces

Forming
-purpose Aula.
Aula trade and marketing technique.
Specific Classroom with outer storefront.

ANNEX III A)

Teacher's specialties with teaching assignment in the professional modules of the Technical training cycle in Commercial Activities

	Module	Teacher Speciality
1226. Marketing in business activity.	• Organization and Commercial Management.	• Secondary Teaching Catedratics. • Secondary Teaching Teachers
1227. Managing a small business.	• Organization and Commercial Management.	• Secondary Teaching Catedratics. • Secondary Teaching Teachers
1228. Warehouse Techniques.	• Business Processes.	• Technical Teachers of Vocational Training
1229. Purchasing Management.	• Business Processes.	• Technical Teachers of Vocational Training
1230. Technical Sales.	• Organization and Commercial Management.	• Secondary Teaching Catedratics. • Teaching Teachers Secondary.
1231. Point-of-sale dynamization.	Commercial Processes.	• Technical Teachers of Vocational Training
1232. Sales processes.	• Organization and Commercial Management.	• Secondary Teaching Catedratics. • Teachers Secondary Education
1233. IT applications for commerce.	• Business Processes.	• Technical Teachers of Vocational Training
1234. Commercial care services.	Commercial Processes.	• Technical Teachers of Vocational Training
1235. E-commerce.	• Business Processes.	• Technical Teachers of Vocational Training
0156. English.	• English.	• Secondary Teaching Catedratics. • Secondary Teaching Teachers
1236. Job training and guidance.	• Training and Employment Guidance.	• Secondary Teaching Catedratics. • Secondary Teaching Teachers

ANNEX III B)

Equivalent to teaching effects

Body

Speciality
Secondary Teaching Teachers.	• Training and Employment Guidance.	-Diplomat in Business Sciences. -Diplomate in Labor Relations. - Diploma in Social Work. -Diplomat in Social Education. -Diplomacy in Public Administration and Management
	• Trade Organization and Management.	-Diplomat in Business Sciences.

ANNEX III C)

Required to impart the professional modules that make up the title for the centers of private ownership, from other administrations other than the educational one and guidelines for the educational administration

	Modules	Entitled
1228. Warehouse Techniques. 1229. Purchase Management. 1231. Dynamization of the point of sale. 1233. IT applications for commerce. 1234. Commercial services. 1235. E-commerce.	-Licensed, Engineer, Architect, or corresponding Degree title, or other equivalent titles. -Diplomat, Technical Engineer, Architect Technician or the corresponding Degree title, or other equivalent titles.
1226. Marketing in commercial activity. 1227. Managing a small business. 1230. Technical Sale. 1232. Sales processes. 0156. English. 1236. Job training and guidance.	-Licensed, Engineer, Architect or the corresponding Degree degree, or other equivalent degrees for teaching purposes

ANNEX IV

Convalidations between professional modules of securities established under the Organic Law 1/1990 (LOGSE) and those established in the title of Technical of Commercial Activities under the Law of Organic Law 2/2006

included in Formative Cycles set in LOGSE 1/1990	Professional Cycle Modules Formative (LOE 2/2006): Business Activities
Operations.	1228. Warehouse Techniques
of Sale Animation.	1231. Selling point dynamization
Operations.	1232. Sales processes
Administration and management of a small business establishment.	1227. Managing a small business
Training in the Trade Technician title (LOGSE).	1237. Training in job centers

ANNEX V A)

Correspondence of the accredited units of competence in accordance with the provisions of Article 8 of the Organic Law of 19 June, with the professional modules for their validation

Accredited Competition Units	Convalidable Professional
UC0239_2: Perform the sale of products and/or services through the different merchandising channels.	1232. Sales processes
UC1420_2: Perform the sale and spread of real estate products through different marketing channels.	1230. Technical Sale
UC0240_2: Perform auxiliary operations for sale
UC0241_2: Run the attention service actions to the customer, consumer, and user.	1234. Commercial care services
UC2105_2: Organize and animate the point of sale of a small business.	1231. Point-of-sale dynamization
UC2104_2: Drive and manage a small quality trade.	1227. Managing a small business
UC2106_2: Ensuring the responsiveness and supply of small business.	1229. Purchasing Management
UC1015_2: Manage and coordinate warehouse operations.	1228. Warehouse techniques.

Note: persons registered in this training cycle who have accredited all the units of competence included in the title, in accordance with the procedure laid down in RD 1224/2009, for the recognition of qualifications professional experience acquired, will have the professional module validated " 1233. IT applications for commerce ".

ANNEX V B)

Correspondence of professional modules with the competency units for their accreditation

Outmatched Professional Modules

Accreditable Competition
1232. Sales processes.	UC0239_2: Perform the sale of products and/or services through the different marketing channels
1230. Technical Sale.	UC1420_2: Perform the sale and spread of real estate products through different marketing channels
	UC0240_2: Perform auxiliary operations for sale
1234. Commercial care services.	UC0241_2: Run customer, consumer, and user service service actions
1231. Selling point dynamization.	UC2105_2: Organize and animate the point of sale of a small business
1227. Managing a small business.	UC2104_2: Drive and manage a small quality trade
1229. Purchasing Management.	UC2106_2: Ensure the responsiveness and supply of small business
1228. Warehouse techniques.	UC1015_2: Manage and coordinate warehouse operations.