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 2/2006, of 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 Commission has been able to make the most of its work in the field of quality.

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.

Also, in each title, the access to other studies and, where appropriate, the modalities and subjects of baccalaureate that facilitate the admission in case of competitive concurrency, the convalidations, exemptions and equivalences and, where appropriate, information on the requirements for the professional exercise, in accordance with the legislation in force.

In order to facilitate the recognition of credits between higher technical qualifications and the teachings leading to university degrees and vice versa, in the higher education courses the equivalence of each professional module with European ECTS credits, as defined in Royal Decree 1125/2003 of 5 September, establishing the European credit system and the system of qualifications in university degrees official character and validity throughout the national territory.

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 Superior Technical in Sales Management and Commercial Spaces.

A regulatory standard has been used to establish state bases in line with the Constitutional Court, which admits that "exceptionally" the bases can be established by regulatory standards in certain This is the case, as is the case in the present case, where 'it is essential to ensure the lowest common denominator laid down in the basic legal rules' (as, 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 November 4, 2011,

DISPONGO:

CHAPTER I

General provisions

Article 1. Object.

1. This royal decree aims to establish the title of Superior Technician in Sales Management and Commercial Spaces, with official character and validity throughout the national territory, as well as their corresponding teachings. minimum.

2. The provisions of this royal decree supersede the regulation of the title of Superior Technician in Commercial Management and "Marketing", contained in Royal Decree 1651/1994, 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 Top Technician in Sales Management and Commercial Spaces is identified by the following elements:

Naming: Sales Management and Commercial Spaces.

Level: Higher Grade Professional Training.

Duration: 2,000 hours.

Professional Family: Trade and Marketing.

Concerning the International Standard Classification of Education: CINE-5b.

Level of the Spanish Qualifications Framework for Higher Education: Level 1 Technical Superior.

Article 3. Professional profile of the title.

The professional profile of the title of Superior Technician in Sales Management and Commercial Spaces is determined by his general competence, his professional, personal and social competencies, and by the relationship of qualifications and, where applicable, competition units of the National Catalogue of Professional Qualifications included in the title.

Article 4. General competence.

The general competence of this title is to manage the commercial operations of the sale and distribution of products and services, and to organize the implementation and animation of commercial spaces according to quality criteria, security and risk prevention, applying the rules in force.

Article 5. Professional, personal and social skills.

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

(a) Make the necessary arrangements for the establishment and implementation of a commercial enterprise, planning and managing the procurement of the necessary financial resources to ensure economic and financial profitability of the company.

b) Assist in the elaboration and monitoring of marketing policies and plans, analyzing the marketing variables mix to achieve the business goals defined by the company.

c) Plan and develop digital marketing actions, managing web pages and communication systems across the Internet, to achieve the company's marketing goals and e-commerce policy.

d) Obtain, analyse and organise reliable market information, applying statistical techniques, and establish an effective information system (SIM), which serves as a support in the definition of commercial strategies and in the taking of marketing decisions.

e) Organize and monitor the deployment of commercial spaces and the assembly of storefronts, defining design and material specifications, to achieve the image of defined commercial space that attracts the potential clients and achieve the established business objectives.

f) Organize and control the implementation of products and/or services and the development of promotional actions in commercial spaces, determining the assortment and the lines of action of promotional campaigns to achieve the established business objectives.

g) Develop the sales plan and manage the marketing and sale of products and/or services and customer service, applying the appropriate selling and negotiation techniques to each marketing channel, to achieve the objectives set out in the marketing plan and achieve customer satisfaction and loyalty.

h) Manage the sales force, making the selection, training, motivation and remuneration of the vendors, defining the strategies and lines of commercial action and organizing and supervising the technical and human means to achieve the sales goals.

i) Carry out and control the supply of materials and goods in production and distribution plans, ensuring the quantity, quality, place and time to meet the objectives set by the organization and/or clients.

j) Organize the storage of the goods under the conditions that guarantee their integrity and the optimal use of the means and spaces available, in accordance with the established procedures.

k) Communicate in English with fluency, both in word and in writing, with all operators and agencies involved in commercial operations.

l) Adapting to new employment situations, keeping up to date the scientific, technical and technological knowledge related to their professional environment, managing their training and existing resources in learning throughout life and using information and communication technologies.

m) Solve situations, problems or contingencies with initiative and autonomy in the field of their competence, with creativity, innovation and spirit of improvement in the personal work and in the team members.

n) Organize and coordinate work teams with responsibility, monitoring the development of the work, maintaining fluid relationships and assuming leadership, as well as providing solutions to group conflicts that present.

n) Communicate with their peers, superiors, clients and persons under their responsibility, using effective means of communication, transmitting the appropriate information or knowledge and respecting the autonomy and competence of the persons involved in the scope of their work.

o) Generate safe environments in the development of your work and that of your team, monitoring and applying the procedures for the prevention of occupational and environmental risks, as established by the regulations and objectives of the company.

p) Monitor and apply quality management procedures, universal accessibility and "design for all", in the professional activities included in the processes of production or delivery of services.

q) Perform basic management for the creation and operation of a small business and have an initiative in its professional activity with a sense of social responsibility.

r) 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:

Implementation and animation of commercial spaces COM158_3 (Royal Decree 1087/2005, of 16 September), comprising the following units of competence:

UC0501_3: Set the deployment of commercial spaces.

UC0502_3: Organize the implementation of products/services on the sales surface.

UC0503_3: Organize and control promotional actions in commercial spaces.

UC0504_3: Organize and monitor the assembly of storefronts in the business establishment.

2. Incomplete professional qualifications:

a) Commercial sales management COM314_3 (Royal Decree 109/2008, February 1):

UC1000_3: Get and process the information needed for the definition of business strategies and actions.

UC1001_3: Manage the sales force and coordinate the business team.

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

UC0503_3: Organize and control promotional actions in commercial spaces.

b) Marketing and communication management (Royal Decree 1550/2011, dated October 31):

UC2185_3: Assist in defining and tracking marketing policies and plan.

c) Assistance to market research COM312_3 (Royal Decree 109/2008, of 1 February):

UC0993_3: Prepare necessary information and instruments for market research.

UC0997_3: Collaborate on the analysis and draw conclusions from market research.

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

UC1014_3: Organize the warehouse according to the expected criteria and activity levels.

UC1015_2: Manage and coordinate store operations.

e) Managing and controlling provisioning COM315_3 (Royal Decree 109/2008, February 1):

UC1003_3: Collaborate in the provisioning plan elaboration.

UC1004_3: Track and control the provisioning program.

f) Commercial and financial management of road transport COM442_3 (RD 1550/2011 of 31 October):

UC2183_3: Manage the economic-financial activity of road transport.

Article 7. Professional environment.

1. The people who obtain this title exercise their activity in companies in any productive sector, mainly in the public and private sector of commerce and marketing, carrying out planning, organizing and managing activities of purchase and sales of products and services, as well as design, deployment and management of commercial spaces.

These are self-employed persons who manage their business by carrying out sales activities for products and services, or for employees who are employed in the sales, commercial or commercial department. of marketing within the subsectors of:

Industry, commerce and agriculture, in the sales, marketing or marketing department.

Wholesale and/or retail commercial distribution companies, in the department of purchases, sales, design and implementation of commercial, commercial or marketing spaces.

Financial and insurance entities, in the sales, marketing, or marketing department.

Intermediary companies in trade as commercial agencies, and commercial and legal advisory companies, among others.

Import, export and distribution companies-marketing companies.

Logistics and transportation companies.

Associations, institutions, agencies and non-governmental organizations (NGOs).

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

Sales Manager.

Trade Representative.

Commercial agent.

Store Manager.

Section Manager for a Commerce.

Technical Seller.

Commercial coordinator.

telemarketing monitor.

Merchandising.

Commercial window.

Commercial space designer.

Responsible for sales point promotions.

Commercial space deployment specialist.

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 importance that the trade sector has in Spain is reflected in the fact that it is the productive sector that has the greatest number of companies and workers. It is therefore necessary for the trade sector to have professionals with sufficient training in sales techniques, communication skills and management of commercial establishments, which are able to take advantage of the new technologies of the information and communication to manage the business knowledge required to meet the business objectives set by the marketing management. A training which is traditionally self-taught and sometimes little decisive when it comes to achieving a job in the trade sector. But today the sector needs professionals with quality training, permanent and able to take advantage of the opportunities that information and communication technologies provide to them.

This title not only updates commercial management training, but extends it within the scope of purchasing management and provides specific sales training and sales team organization, as well as including a wider training in the management of commercial spaces, with an impact on the design of the establishment and shop windows. The necessary updating is also incorporated into the new information technologies, which are essential as a means of communication between the commercial enterprise and its environment.

b) The role of this technician in the workplace will be greatly affected by the widespread application of new technologies to the administrative and activity management tasks, which apply fundamentally to:

The processes of planning, organizing, managing and controlling business activities.

The administrative management processes for commerce.

The processes of marketing products and services.

Communication with the client.

The treatment and analysis of the information received.

Quality control of services provided.

The methods of organizing the job.

c) The technological changes of a digital nature that have occurred in recent years, mainly in the field of telecommunications worldwide with the generalization of the use of the Internet, has provoked a flow of In addition to information that should be used by companies in the commercial sector 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 clients, between which can be mentioned:

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

The use of digital media and communication systems to develop different marketing actions.

The use of secure media for business transactions and document management in a reliable, secure, and confidential manner.

d) Consequently, the professional profile of the title within the trade sector, marks an evolution towards those competences that not only contribute to the sector technical and economic efficiency, but also achieve the incorporation and use of new technologies in the operation of commercial sector enterprises, in order to achieve fairer, more transparent and fair trade.

CHAPTER III

Formative cycle teachings and basic context parameters

Article 9. General objectives.

The general objectives of this training cycle are as follows:

a) Know and assess available sources and financial products, such as loans, loans and other financial instruments, as well as possible grants and select the most appropriate for the company, analyzing the accounting information and assessing the costs, risks, requirements and guarantees required by financial institutions to obtain the necessary financial resources required for the development of the activity.

b) Develop base reports and briefings, analyzing and defining the different marketing strategies of the mix marketing variables, to assist in the elaboration and monitoring of marketing policies and plans.

c) Using new communication technologies across the Internet, building, hosting and maintaining corporate websites and managing digital communication systems, to plan and perform actions digital marketing.

d) Design commercial research plans, determining the information needs, collecting the secondary and primary data needed to obtain and organize reliable information from the markets.

e) Develop commercial reports, analyzing information obtained from the market by applying statistical techniques, to establish an effective marketing information system (SIM).

f) Determine the external and internal elements to achieve the desired image and business objectives, to organize and monitor the implementation of commercial spaces.

g) Define the design and material specifications that the corporate image of the company or brand can convey, to organize and monitor the assembly of store windows.

h) Determine the breadth and depth of the assortment and its location on the sales surface, allocating material and human resources according to efficiency criteria, to organize and control the implementation of products and/or services.

i) Determine the plan of promotional campaigns, selecting and forming human resources, to organize and control the development of promotional actions in commercial spaces.

j) Define sales arguments and commercial lines of action, analyzing information from customers, sales network, product briefing and the market information system, to develop the plan of sales.

k) Negotiate and close sales contracts with customers, using appropriate selling techniques and providing the customer with a quality service, to manage the marketing and sale of products and/or services and the attention to the client.

l) Sizing the sales team, setting the selection, training, motivation and remuneration criteria of the vendors, leading and organizing the team and establishing the follow-up and control measures of their performance commercial, to manage the sales force.

m) Analyzing the material and resource needs required in production and distribution plans and programming material and product flows in accordance with the objectives, deadlines and quality of the process to perform and control the supply of materials and goods.

n) Analyze the storage processes and the methods of management of stocks applicable in the organization of a warehouse, valuing the internal distribution and the system of handling of the goods and applying the regulations in force in safety and hygiene, ensuring its integrity and optimising the available resources, to organise the storage of the goods.

n) Manage in English relationships with clients, suppliers, public agencies, national and international banks, and other operators involved in commercial activities.

o) Analyze and use the resources and learning opportunities related to the scientific, technological and organizational evolution of the sector and information and communication technologies, to maintain the spirit of updating and adapting to new work and personal situations.

p) Develop creativity and the spirit of innovation to respond to the challenges that arise in processes and in the organization of work and personal life.

q) Making decisions based on a grounded basis, analyzing the variables involved, integrating knowledge of different scope and accepting the risks and the possibility of error in the same, to face and solve different situations, problems or contingencies.

r) Develop leadership, motivation, monitoring, and communication techniques in group work contexts to facilitate the organization and coordination of work teams.

s) Apply communication strategies and techniques, adapting to the contents that will be transmitted, to the purpose and the characteristics of the receivers, to ensure the effectiveness in the communication processes.

t) Assess situations of prevention of occupational risks and environmental protection, proposing and implementing personal and collective prevention measures, in accordance with the applicable regulations in the work processes, for ensure secure environments.

u) Identify and propose the necessary professional actions, to respond to universal accessibility and "design for all".

v) Identify and apply quality parameters in the work and activities carried out in the learning process, to assess the culture of assessment and quality and to be able to monitor and improve procedures quality management.

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

x) 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:

0926. Window dressing and design of commercial spaces.

0927. Product management and promotions at the point of sale.

0928. Organization of sales teams.

0929. Selling and trading techniques.

0930. Marketing policies.

0931. Digital marketing.

0623. Economic and financial management of the company.

0625. Storage logistics.

0626. Provisioning logistics.

1010. Commercial research.

0179. English.

0932. Sales management project and commercial spaces.

0933. Training and employment guidance.

0934. 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. Preferences for access to this training cycle in relation to the forms and subjects of baccalaureate courses.

They will have a preference to access this training cycle who have been in the high school of Humanities and Social Sciences.

Article 14. Access and linkage to other studies.

1. The title of Superior Technician in Sales Management and Commercial Spaces allows for direct access to cure any other higher grade training cycle, under the conditions of admission that are established.

2. The title of Senior Technician in Sales Management and Commercial Spaces allows direct access to the teachings conducive to undergraduate degrees, under the conditions of admission to be established.

3. The Government, heard by the Council of Universities, shall, as a rule, regulate the recognition of claims between the qualifications of the higher technical vocational training and the degree of university teaching. In order to facilitate the validation regime, in this royal decree, 120 ECTS credits have been allocated among all the professional modules of this training cycle.

Article 15. 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 provided that:

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, the Prevention Services Regulation 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 16. 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 Higher Technician in Sales Management and Commercial Spaces, for their validation or exemption, is determined in Annex V A) this royal decree.

2. The correspondence of the professional modules which form the teaching of the title of Higher Technician in Sales Management and Commercial Spaces with the units of competence, for their accreditation, is determined in Annex V B) of this real 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. According to the provisions of the additional 30th of the Organic Law 2/2006, of May 3, of Education, the titles of Technical Specialist of Law 14/1970, of 4 August, General of Education and Financing of the Reform Educational, which are then related, will have the same professional and academic effects as the title of Superior Technician in Sales Management and Commercial Spaces established in this royal decree:

a) Technical Warehouse Specialist. Administrative and Commercial Branch.

a) Technical Specialist in Commercial. Administrative and Commercial Branch.

b) Technical Advertising Specialist. Administrative and Commercial Branch.

c) Technical Marketing Specialist. Administrative and Commercial Branch.

d) Technical Specialist in Public Relations. Administrative and Commercial Branch.

e) Commercial Technician. Administrative and Commercial Branch.

2. The title of Superior Technician in Commercial Management and "Marketing", established by Royal Decree 1651/1994, of July 22, will have the same professional and academic effects as the title of Superior Technician in Sales and Space Management. Commercial, 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 1651/1994 of 22 July 1994 establishing the title of the Superior Technical in Commercial Management and "Marketing" and corresponding minimum teachings.

2. In addition, until the rule governing the management of the Ministry of Education is applied, the curriculum corresponding to the title of Senior Technician in Sales Management and Commercial Spaces will be applicable to the Royal Decree 1666/1994, of 22 July, establishing the curriculum of the upper grade training cycle corresponding to the title of Senior Technician in Commercial Management and "Marketing".

Single repeal provision. Repeal of rules.

1. Royal Decree 1651/1994 of 22 July 1994 establishing the title of a higher technician in commercial management and marketing and the corresponding minimum teaching and the provisions of equal or lower rank is hereby repealed. willing in this royal decree.

2. Royal Decree 1666/1994 of 22 July, establishing the curriculum of the higher education cycle corresponding to the title of Senior Technician in Commercial Management and Marketing, 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 single transitional provision point 2 is exempted from the basic rule.

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 State Gazette".

Given in Madrid, on November 4, 2011.

JOHN CARLOS R.

The Minister of Education,

ANGEL GABILONDO PUJOL

ANNEX I

Professional Modules

Professional Module: Escape and Design of Commercial Spaces.

Equivalence in ECTS credits: 6

Code: 0926

Learning results and evaluation criteria.

1. Performs the layout and organization of a commercial space, analyzing the basic elements that make it up.

Assessment Criteria:

a) The company information, the competition, the consumer and the product or service that is relevant to the definition of a commercial space have been analyzed.

b) The internal and external sources of information, online and offline, have been used for the implementation of an implementation project.

c) The main techniques for the distribution of commercial indoor and outdoor spaces have been identified.

d) Commercial spaces have been designed in compliance with applicable regulations.

e) The psychological effects of different commercial space distribution techniques have been determined in the consumer.

2. Selects the inner and outer elements that determine the implantation, adapting them to a given space and information.

Assessment Criteria:

a) The implementation functions and objectives have been defined.

b) The essential parameters for defining internal and external elements have been identified.

c) The basis information for the implementation of the elements inside and outside the commercial space has been developed.

(d) Proposals have been made to heat the cold areas detected in the commercial establishment.

e) Corrective measures have been established in relation to the initial implementation of the establishment.

3. It develops projects for the implementation of commercial spaces, applying economic and commercial criteria.

Assessment Criteria:

(a) Implementation projects have been developed, designing the internal and external elements of the establishment and taking into account profitability and business image criteria.

b) Implementation budgets have been developed, economically valuing the internal and external elements of it and determining the human and material resources required.

c) There have been time-frames for organizing the times and the jobs to be performed.

d) Economic and commercial criteria have been applied for the implementation of the deployment in the commercial space.

e) Measures have been proposed for the resolution of possible incidents arising in the process of organization and implementation of the implementation.

4. Determines composition and window assembly criteria, analyzing information on consumer psychology, trends, aesthetic criteria, and commercial criteria

Assessment Criteria:

a) The psychological effects of the various techniques of window dressing on the consumer have been identified.

b) The functions and objectives of a storefront have been set.

c) The impact of a storefront on the sales volume has been valued.

d) The material selection criteria for a storefront have been defined, depending on a potential clientele and desired effects.

e) The layout and assembly of different storefronts has been analyzed.

f) The storefront composition and mount criteria are defined.

5. It designs different types of storefront, respecting previously defined technical, commercial and aesthetic objectives.

Assessment Criteria:

a) The items, materials, and installations that make up a storefront have been selected.

b) Different techniques of window dressing have been applied, taking into account the psychological effects of them on the consumer.

c) Different color combinations have been selected to achieve different visual effects.

d) Window projection techniques have been applied to perform their design according to the defined objectives.

e) Computer tools have been used for the distribution of spaces in the design of storefronts.

6. Organizes the assembly of a storefront using appropriate techniques, applying risk prevention regulations.

Assessment Criteria:

a) The basic terminology of window-dressing projects has been analyzed.

b) The technical documentation and objectives of the storefront project have been interpreted.

c) Appropriate materials and lighting have been selected.

d) The execution of the pre-defined window assembly has been organized.

e) The composition and the window assembly have been performed.

Duration: 55 hours.

Basic contents:

Distribution and organization design of a commercial space:

-Customer study and knowledge.

-Consumer behavior in the business establishment.

-Performing the process of a purchase.

-Purchase types.

-Internal Determinants of Consumer Behavior:

-External conditionals of consumer behavior.

-Distribution and marketing.

-Merchandising.

-Manufacturer merchandising actions.

-Distributor merchandising actions.

-Joint merchandising or trade marketing actions.

-Main functions of merchandising.

-Merchandising types.

-Regulations applicable to the design of commercial spaces.

Selection of the interior and exterior elements that determine implantation:

-Establishment's natural hot and cold spots or zones.

-Setting outside architecture

-Determining the access point based on natural hot and cold zones.

-External elements.

-The door and access systems.

-The facade.

-The public path as an advertising element.

-The outer label.

-The exterior lighting.

-The storefront.

-The establishment hall.

-Regulations and administrative procedures in the external implementation.

-Interior elements.

-Establishment environment.

-Distribution of the aisles.

-Deployment of the sections.

-Disposition of the furniture.

-Realization of establishment lay out (establishment distribution scheme).

-The circulation.

-Safety and hygiene regulations.

Designing commercial space deployment projects:

-Types of storefronts.

-Showcase elements.

-The storefront deployment budget.

-Realization of the timeline or temporary schedule of the storefront.

-Economic and commercial criteria in implementation.

-Incidents in implementation.

Composition and window mount criteria:

-The storefront and communication.

-Selective perception and memory.

-The image.

-The asymmetry and symmetry.

-The geometric shapes.

-The efficiency of the storefront.

-Calculation of storefront efficiency control ratios.

Design of different storefront types:

-The color in the storefront definition.

-Lighting in window dressing.

-Elements for storefront animation.

-Essential aspects of the storefront.

-Storefront sketches.

-Space design and distribution software.

Trade storefront assembly organization:

-Activity planning.

-Materials and media.

-Mount Cronogram.

-Techniques that are commonly used for window mounting.

-Commercial storefront budget.

-Budget calculation methods.

-Computer programs used in managing tasks and projects.

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 achieving the general objectives (f), (g), (o), (p), (q), (r), (s), (t), (u), (v), (w) and (x) of the training cycle, and (e), (l), (m), (n), (n), (o), (p), (q) and (r) 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:

-Identification of the main distribution techniques for commercial indoor and outdoor spaces.

-Design of commercial spaces respecting applicable regulations.

-Use of different commercial space distribution techniques, taking into account the psychological effects they produce on the consumer.

-Defining the implementation functions and objectives.

-Selecting the inner and outer elements.

-Making proposals to heat the cold areas of the establishment.

-Selection of corrective measures in relation to the initial implementation of the establishment.

-Design of interior and exterior elements of the establishment.

-Making implementation budgets.

-Garment of timetables to organize times and jobs.

-Selection of different window dressing techniques according to their psychological effects on the consumer.

-Design the basic elements of the storefront.

-Interpretation of technical documentation of storefront projects.

-Selection of storefront materials and lighting.

-Analysis of the commercial and security regulations and hygiene applicable to the design of commercial spaces.

-Use of computer applications for the design of the interior and exterior of the establishment.

-Using IT applications for task and project management for the organization of a business storefront assembly.

Professional Module: Product management and promotions at the point of sale.

Equivalence in ECTS credits: 6

Code: 0927

Learning results and evaluation criteria.

1. Determines the product assortment dimension by defining strategic positioning to achieve optimal management of the establishment.

Assessment Criteria:

a) Product assortment has been chosen according to the available commercial information.

b) Commercial management computing applications have been used in the analysis of the assortment.

c) The soil and space occupancy coefficients have been calculated to determine the commercial density by computing spreadsheets.

d) The linear meters of the establishment between each family of products and/or services, using computer programs, have been distributed.

e) Assortment has been segmented into product and service families according to business objectives.

f) Methods of calculating the range of the range have been applied to ensure the profitability of the point of sale.

g) The number of references for each product and service family according to business objectives has been determined.

h) Competition and consumer expectations studies have been conducted to improve the choice of assortment.

2. It determines the procedure for the implementation of the product assortment in the linear according to commercial criteria, optimizing the maintenance and replacement operations.

Assessment Criteria:

a) The linear exposure levels have been established, taking into account their commercial value.

b) Assortment references have been assigned to the linear based on sales plans.

c) The optimal number of facngs for each reference according to business and organization criteria has been calculated.

d) Computer applications have been used for linear optimization.

e) The system of organization of the human and material resources needed in the operations of location, replacement and maintenance of the linear has been determined.

f) The number of workers required in each section or activity has been calculated based on the product implementation time.

g) Clear and precise instructions for location, replacement and maintenance of the linear have been developed to be transmitted to the human team.

h) Product replenishment has been scheduled and organized, ensuring its continued presence in the linear.

3. Calculates the cost effectiveness of the delivery of the assortment, analyzing and correcting possible deviations from the proposed objectives.

Assessment Criteria:

a) The performance of the sales surface has been calculated using computer spreadsheets.

(b) The different qualitative and quantitative instruments, as well as the management and quality parameters, have been used to assess the implementation of the products on a regular basis.

c) The financial effectiveness of a family of products has been calculated by using computer spreadsheets.

d) The parameters that imply the deletion of an assortment reference have been defined.

e) The quality variables, systems, or criteria required to introduce new references in the assortment have been defined.

f) The profitability of merchandising policies has been calculated using the appropriate computing application.

g) Reports have been made that reflect the results and conclusions on the profitability of the merchandising policies applied.

4. Designs promotional actions at the point of sale, applying appropriate merchandising techniques.

Assessment Criteria:

a) The merchandising or direct marketing actions appropriate to the promotion type defined in the marketing plan have been identified and organized.

b) Computer applications have been used in the organization and planning of promotional actions.

c) The budget required to perform the promotional action has been calculated.

d) The form and content of the promotional message has been defined, according to the sales or promotion plan.

e) The commercial materials and media required for the promotional actions have been selected.

f) The most suitable places have been identified to locate the promotions, so that they force the travel of the clients through most of the establishment.

g) The required visual indicators that direct the customer to the promotional zones have been performed and placed.

h) Information and customer support actions have been simulated during the promotional action, meeting the requirements of kindness, clarity and accuracy.

5. Determines the selection and training procedures of the promotion staff at the point of sale, defining the candidate's profile and the training actions according to the available budget.

Assessment Criteria:

a) The profile of the promotion staff required to develop the various promotional actions has been defined.

b) The appropriate training actions have been determined for the promotion staff, depending on the different product characteristics and applying leadership and teamwork techniques.

c) The different types of clients have been identified, to provide them with appropriate attention and information during the promotional action.

d) The instructions to be clearly and accurately transmitted to the staff responsible for the promotional actions have been selected.

e) Security and occupational risk prevention regulations have been analyzed to ensure compliance with the implementation of promotional actions.

6. Controls the efficiency of promotional actions, adopting measures that optimize the management of the activity.

(a) Control procedures have been established to detect deviations from the objectives.

b) Test and evaluation surveys of promotional campaigns have been developed to enable us to obtain information about their profitability and effectiveness.

c) Control ratios of promotional campaigns have been calculated using specific or generic management programs.

d) Deviations from planned business objectives have been detected.

e) The most effective corrective measures on detected deviations have been proposed.

Duration: 55 hours.

Basic contents:

Determining the product assortment dimension:

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

-Structure 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.

Determining the procedure for implementing the product or service assortment in linear:

-Linear definition and functions.

-Linear zones and levels.

-Linear delivery systems.

-Linear Reorder Systems.

-Types of linear exposures.

-Optimal linear.

-Exposure times.

-The facngs. Implementation rules.

Calculating the cost effectiveness of dispensing implantation:

-Quantitative and qualitative control instruments.

-Management parameters by categories: gross margin, billing figure, gross profit, circulation, attraction, and purchase indexes, among others.

-Direct product profitability.

-Analysis of results.

-Corrective measures: deletion and introduction of references.

-Spreadsheets.

Design of promotional actions at point of sale:

-Commercial communication.

-Advertising and promotion.

-Direct marketing.

-Target Public.

-Manufacturer Promotions.

-Vendor Promotions.

-Consumer-directed promotions.

-Encouraging hot and cold spots.

-Visual indicators.

-Hook products and star products.

-Advertising at the place of sale (PLV).

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

Determination of the selection and training procedures of the promotion staff at the point of sale:

-Business promotion staff profile.

-Client Tipology.

-Commercial promotion staff training.

-Leadership techniques.

-Teamwork techniques.

Control of the efficiency of promotional actions:

-Control criteria for promotional actions.

-Economic and financial 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 product management and promotion functions at the point of sale.

The product management and promotion feature at the point of sale includes aspects such as:

-Studies and dimension reports of the assortment of a commercial establishment, based on the strategic positioning defined by the business objects of the company.

-Make planograms by traditional and computer-based means of the implementation of the assortment in the linear of the commercial establishment, following the commercial criteria established by the business organization.

-Perform studies of profitability of the implementation of the assortment in the commercial establishment, proposing solutions to the deviations produced on the commercial objectives defined by the commercial organization.

-Set human resource selection and training criteria to perform promotional actions designed at the point of sale.

-Identify the profitability ratios of the promotional actions performed in the commercial establishment.

The professional activities associated with this function apply to:

-Making business and product business reports.

-The elaboration of sketches, plans, and product implementation reports in linear.

-The realization of profitability studies of assortment implantations in commercial establishments.

-Identifying criteria for selecting and training human resources for commercial establishment promotions.

The formation of the module contributes to the achievement of the general objectives (h), (i), (o), (p), (q), (r), (s), (t), (u), (v), (w) and (x) of the training cycle, and (f), (l), (m), (n), (n), (o), (p), (q) and (r) 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 the databases and market studies conducted on the companies and products that can be included in the assortment of a commercial establishment, based on the strategic positioning defined by the company.

-Propose various product implementation options in the establishment linear, depending on various economic, social or commercial criteria.

-Establish control mechanisms for the various options made for linear implantation.

-Analysis of psychological and emotional factors involved in the motivation of the human resources responsible for the commercial promotion designed.

-Identify the profitability ratios of commercial establishments as a means of making decisions to extend, maintain or reduce the assortment of a commercial establishment.

Professional Module: Organization of Sales Teams.

Equivalence in ECTS credits: 6

Code: 0928

Learning results and evaluation criteria.

1. Determines the organizational structure and size of the business team, adjusting to the strategy, objectives, and budget established in the sales plan.

Assessment Criteria:

(a) The different types of organization of a commercial team have been analyzed, depending on the type of company, markets, customers and products it markets.

b) The organizational structure of the sales force has been defined, determining the human and material resources required for the development of the sales plan.

c) The average length of time of the visit and the number and frequency of visits required to serve clients has been calculated.

d) The number of visits to be made by each seller to the clients according to the working day has been determined.

e) The size of the sales team has been calculated based on the geographical areas of implementation, type of sale, number of customers or outlets, marketable products or services, and available budget.

f) Sales zones have been delimited and assigned to vendors based on sales potential, workload, and company goals and costs.

g) Customer visits are planned, designing the sales routes that allow the seller to optimize time and reduce costs.

2. It determines the characteristics of the business team, describing the jobs and the profile of the vendors or commercials.

Assessment Criteria:

a) The roles and responsibilities of sales team vendors have been determined.

b) The different types of vendors have been characterized according to the type of sale, the type of product and the characteristics of the company.

c) The competencies and characteristics of the commercials have been defined for the execution of a sales plan.

d) The job position has been described in a commercial team, defining the tasks, functions, and responsibilities that they have to develop.

e) The ideal candidate profile has been described, defining the characteristics and requirements that the seller must meet to fill the described position.

f) The actions required for recruitment of candidates to a job position in the sales team have been determined.

g) The selection criteria, procedure, and instruments to be used to select sales personnel have been set.

3. Plans the allocation of sales objectives to the members of the commercial team, applying organizational and commercial management techniques.

Assessment Criteria:

(a) The main objectives and means necessary for the execution of the sales plans have been determined, indicating the quantitative and qualitative objectives.

b) The purpose of the address has been determined by objectives in terms of defining objectives, responsibilities, personal competencies, deadlines, motivation, technical-emotional support and decision-making.

c) Communication, presentation, and team meetings have been applied to explain the sales plan and general and specific objectives to the sales force members.

(d) Methods for the sharing of collective and individual objectives and sales quotas between members of the commercial team have been applied, promoting the idea of shared responsibility and transparency in management and information.

e) The key factors for success in business objective planning have been analyzed.

f) The prospecting, dissemination, and promotion activities that the sales team has to perform to achieve particular sales targets have been identified.

g) Customer prospecting plans have been developed using different methods.

h) Client files have been developed and updated with the most relevant data from each client.

4. It defines plans for the training, improvement and recycling of commercial equipment, meeting the objectives and requirements established.

Assessment Criteria:

a) The training needs, individual and group, of a commercial team have been identified.

b) The objectives of the vendor training plan have been set, depending on the sales objectives and the needs identified.

c) The structure and contents of an initial training plan for the commercial department have been determined, depending on the objectives set, the requirements of the work to be performed and the available budget.

d) Training activities have been established for a continuous training plan for the business team based on the established budget, adapting them to the expected objectives and the needs of the company.

e) The training of vendors, both theoretical and field, has been programmed, applying work organization techniques and task scheduling.

f) The advantages and disadvantages of a training plan in relation to another alternative plan have been evaluated.

g) The effectiveness of a sales team training plan has been assessed, based on the objectives met and the results achieved.

5. Designs a vendor's motivation and remuneration system, taking into account the company's sales goals, budget, values, and corporate identity.

Assessment Criteria:

a) The different command and leadership styles applicable to commercial equipment have been identified and dynamic and group management techniques have been applied for teamwork.

b) A comparative analysis has been conducted between the profile of the members of the work team and their roles in the dynamization and motivation of the group.

c) The emotional, intra-personal and interpersonal competencies that the boss or manager of a team of vendors must have.

d) The main aspects and elements of motivation and satisfaction in the work of a commercial team have been determined.

e) Professional career plans, improvement plans, promotions to positions of responsibility and recognition of the worth of team members have been defined, encouraging promotion and promotion within the company.

f) Economic incentives have been established for the commercial team based on pre-fixed, known and evaluable performance and productivity parameters.

g) The conditions of remuneration and the effective working time of commercial teams have been analyzed according to different work situations.

h) The most appropriate commercial equipment remuneration system has been determined, according to cost or budget criteria required.

6. Proposes actions for the management of conflicting situations in the commercial team, applying negotiation techniques and conflict resolution.

Assessment Criteria:

a) The different situations of tension and conflict that usually occur in a work team have been analyzed.

b) Action strategies have been established in the face of intense emotional and crisis situations that can be found in the business environment of commercial teams.

c) Strategies have been defined to improve integration and group cohesion, describing the roles of sales team members

d) The techniques of conflict prevention and detection, negotiation styles, and the operation of the group of a commercial team have been analyzed.

e) Different conflict resolution styles and the role of the business team leader have been identified.

f) Assertive communication techniques have been applied, identifying both verbal and non-verbal communication factors in a commercial team.

7. It designs the system of evaluation and control of sales results and the performance of the commercial team, proposing appropriate corrective measures where appropriate.

Assessment Criteria:

a) The variables and parameters required for control in the development of the sales plan have been identified.

b) The methods and ratios have been applied to measure the execution and quality of the plan and the performance of the vendor team.

c) A customer token has been produced with the reper or daily portion of the activities performed by the commercial.

d) Profitability indicators and ratios have been calculated by product, customer and commercial.

e) The evolution and trend of sales by product, customer and commercial has been analyzed.

f) The performance of the work team members has been evaluated, calculating and analyzing deviations from the intended objectives.

g) Corrective measures have been proposed to rectify detected deviations.

h) Reports have been drawn up on the results obtained from the sales team, assessing in turn the knowledge, skills and performance of the sales team.

Duration: 55 hours.

Basic contents:

Determining the organizational structure and size of the sales team:

-Sales department functions.

-Plan objectives and structure and sales force.

-Sales team organization: by geographic areas or territories, by products, by markets, by customers, and mixed.

-Calculating the optimal size of the sales team based on established criteria.

-Number and frequency of visits to actual and potential customers.

-Design and scheduling sales routes.

-Assigning vendors from sales zones, routes, or customers.

-IT applications for management and control of sales plans.

Determining the characteristics of the business team:

-Seller functions in personal sales.

-Vendor types.

-Professional vendor's personal characteristics.

-Professional skills, knowledge and requirements that are required for commercial purposes.

-Phases of the vendor selection process.

-Job description.

-Business or seller profile: the profession.

-Captation and selection of commercials.

Planning the allocation of sales objectives to members of the business team:

-Quantitative targets.

-Qualitative goals.

-Address by objectives.

-Assigning sales goals to team members.

-Activities linked to the sales plan.

-Client prospecting methods.

-Creating and maintaining databases.

Defining training, perfecting, and recycling plans for commercial equipment:

-Sales team training and skills.

-Defining the training needs of the sales team.

-Objectives and methods of training in commercial equipment.

-Initial vendor training plans.

-Continuous training and training programs for commercial teams.

-theoretical-practical training and training on the ground.

-Assessment of training plans.

Design of a commercial team's motivation and pay system:

-Enterprise Cultural Prototypes.

-Command and leadership styles.

-Dynamic techniques and group address.

-Motivation of the sales team.

-Economic incentives.

-Improving internal conditions and promotion.

-Vocational training and promotion.

-Remuneration and performance of the sales team.

-Sales team remuneration systems.

Proposal for actions to manage conflicting situations on a business team:

-Types of conflicts in labor relations.

-Conflict situation resolution techniques.

-Negotiation and consensus between the parties.

-Reconciliation, mediation, and arbitration.

-Group decision methods.

Design of the assessment and control system of sales results and performance of the commercial team:

-Control variables: quantitative and qualitative.

-Criteria and methods of assessment and control of the sales force.

-Setting evaluation and control standards.

-Assessment of sales activity based on the results obtained. Calculation of deviations.

-Statistical control of sales.

-Control by ratios.

-Assessment of the quality of work and commercial performance.

-Assessment of the customer's sales and satisfaction plan.

-Corrective actions to rectify deviations from the sales plan objectives.

-Elaboration of tracking and control reports from the business team.

Pedagogical guidelines.

This professional module contains the training required to perform the organization, management, and control functions of the sales force.

The organization, management, and control function of the sales force includes aspects such as:

-Fixing objectives, means, and strategies for execution of the sales plan.

-Determining the size and organizational structure of the business team.

-Determining the number and frequency of visits to be made to clients.

-Assigning sales zones, customers, or markets to vendors.

-Design sales and scheduling routes for customer visits.

-Recruitment and selection of sales staff.

-Elaboration of plans for the formation and improvement of the commercial ones.

-Motivation, incentive and remuneration of sales personnel.

-Evaluation and control of sales team performance and performance.

The professional activities associated with this function apply to:

-The organization and management of commercial teams.

-The selection, training, motivation and retribution of the vendors.

-The development and execution of the sales plan.

-The assessment and control of the sales team.

The formation of the module contributes to achieving the general objectives (l), (o), (p), (q), (r), (s), (t), (u), (v) and (x) of the training cycle, and (h), (l), (m), (n), (n), (o), (p) and (r) 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:

-Determining sales goals.

-Analysis of sales team organization shapes or structures.

-Calculating the number and frequency of visits to be made to clients.

-Calculation of the number of commercials required to achieve sales goals.

-Analysis of sales routes and schedule of customer visits.

-Job description of different types of vendors.

-Description of the appropriate seller or commercial profile: elaboration of the profession.

-Elaboration of initial training programs and continuous training of vendors.

-Command and leadership styles applicable to commercial teams.

-Sellers motivation and incentive techniques.

-Analysis of the forms of pay of the commercial.

-Evaluation and control of the results and performance of the vendors.

-Calculation and analysis of deviations from the intended objectives and proposed corrective measures.

-Using IT tools for the organization and management of the sales force.

Professional Module: Sales and Trading Techniques.

Equivalence in ECTS credits: 7

Code: 0929

Learning results and evaluation criteria.

1. Gets the information needed to define business strategies and work out the sales plan by organizing the data collected from any of the available information systems.

Assessment Criteria:

a) Internal and external data sources have been identified that provide useful information for the definition of the company's business strategies.

b) The templates to be used by members of the sales team for the collection of information regarding the business activity of the company have been developed.

c) SIM information, product or service briefing, sales network, and customer relationship management (CRM) application have been organized.

d) The legal, community, national, regional and local regulations governing the marketing of products, services and brands have been interpreted.

e) The information on the products or services of the company itself and those of the competition has been analysed, applying commercial criteria.

f) Information obtained from customers and the sales network has been organized, using the available IT tool and ensuring confidentiality and data protection.

g) Client master files, real and potential, have been made with the most relevant data from each client, using the appropriate computer application.

h) The customer database has been kept up-to-date, incorporating the relevant information from each business contact.

2. Identifies new business opportunities that contribute to optimizing the business management of the business, applying appropriate analysis procedures and techniques.

Assessment Criteria:

a) The available online and offline commercial information sources have been consulted to obtain data relating to the corporate image of the company, the sales volume and the product or range of products it markets.

b) The evolution of sales by zones, customers or market segments, products, brands or product lines has been analyzed, calculating market shares, trends and rates of growth or decline.

c) The profitability of products or services from costs and deadlock has been calculated.

d) The strengths and weaknesses of the action plan have been identified with customers, depending on the customer's characteristics, the purchasing potential, and the orders placed.

e) The supply and demand for products has been compared, in order to determine the degree of market saturation, the existence of substitute products and technological innovations in the sector.

f) A comparative analysis of the characteristics and profits of the products, of the commercial, advertising and promotional actions developed, both by the company and by the competition, has been carried out

g) The company's market opportunities have been analyzed, applying appropriate analysis techniques, in order to identify new market niches.

h) Unsatisfied or unsatisfied market niches have been detected in which the company may have opportunities, analyzing the profile of the actual and potential customers, the volume and frequency of purchase, the buying potential, the degree of fidelity to the brand and the capacity to differentiate the product.

3. It elaborates the plan and the product sales argumentation, making proposals that contribute to improving product positioning in the market, customer loyalty and increased sales.

Assessment Criteria:

a) An inventory has been made of the strengths and weaknesses of the product or service and the advantages and disadvantages it presents for different types of customers.

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

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

d) Customer objections and suggestions have been used as a feedback element to make proposals for improvement of certain aspects of the product and/or sales argumentation.

e) The sales goals and resources required to achieve them have been defined, as set out in the company's marketing plan.

f) The sales plan has been drawn up in which the objectives, the necessary resources and the lines of commercial action are collected, in accordance with the established procedures and sales argumentation, using the application appropriate computer science.

g) The seller's own sales program has been developed, adapting the sales argumentation and the business plan to the characteristics, needs and purchasing potential of each customer, according to the objectives established by the company.

h) The online sales argumentation and the handling of objections have been made, in accordance with the company's e-commerce plan and respecting the legal regulations on online marketing and advertising.

4. Manages the information necessary to ensure the availability of products and the provision of services that is required to execute the sales plan, applying the established criteria and procedures.

Assessment Criteria:

(a) The quantity of products and/or service brochures required at the point of sale has been calculated to ensure an optimal level of coverage, taking into account the budget, the turnover rate of the products and the space available.

b) The request for products and resources required for the provision of the service has been formulated, ensuring the availability of products and the safety stock that ensure customer satisfaction.

c) The periodic inventory control of products has been performed in the establishment, depending on the resources available and according to the established procedure.

(d) The stock of available products has been valued, applying the established criteria so that the information obtained serves as an indicator for the commercial management of the sales.

e) Disadjustments have been detected between the accounting inventory and the actual product inventory, analyzing the causes and value of the unknown loss and proposing actions that minimize mismatches within the sales plan.

f) The cost of the possible breakage of stocks, turnover and seasonality of sales, among others, has been valued in order to achieve customer satisfaction and loyalty.

g) The ability to provide the service has been valued based on the available resources, to ensure the quality of the service provided, using the appropriate management application.

5. Manages the process of selling the product or service, using the appropriate selling and closing techniques, in accordance with the sales plan and within the performance margins established by the company.

Assessment Criteria:

a) The phases of the sale process of a product or service and the actions to be developed based on the sales and customer characteristics have been identified.

b) Current and potential customers have been identified using different means and techniques of prospecting and searching for clients.

c) The usual communication techniques (mail, phone, e-mail, and others) have been used to contact customers, send information, and arrange the sales interview.

d) The sales interview has been planned, setting the objectives to be achieved, adapting the sales argumentation to the customer's characteristics and profile and preparing the supporting material needed to strengthen the arguments during product presentation.

e) The presentation of the product or service has been performed, highlighting its qualities, differentiating it from those of the competition using the appropriate arguments and using the appropriate computer application.

f) Sales techniques have been used to agree with the customer on certain aspects of the operation, within the established limits of action.

g) Customer objections have been addressed with assertiveness by appropriate rebuttal arguments and techniques.

h) The sale of the product or service has been closed by applying appropriate closing techniques and paying special attention to non-verbal communication.

i) The documentation generated in the sale has been produced and file tasks, both manual and computer, have been performed.

6. Designs the process of negotiating the conditions of a commercial operation, applying negotiation techniques to reach an agreement with the customer or supplier within the limits established by the company.

Assessment Criteria:

a) The negotiation as an alternative in decision-making has been analyzed, considering the need to negotiate certain aspects of the sales operations.

b) The variables that have an impact on a negotiation process, such as the environment, the objectives, the time, the information of the other party, the power relationship between the parties and the limits of the negotiation, have been analyzed.

c) The different styles of negotiation have been characterized, analyzing their advantages and drawbacks in each case.

d) The basic stages of a trading negotiation process and the actions to be developed in each of the phases have been identified.

e) The strategic plan and other activities necessary for the effective preparation of a previously defined negotiation process have been developed.

(f) The terms of a sales transaction with a suspected customer have been negotiated, applying appropriate trading techniques within the limits previously set.

g) Different negotiation tactics have been applied in different scenarios in order to reach a favorable agreement for the company, within the limits and margins established.

7. It draws up sales contracts and other related contracts, collecting the agreements adopted in the process of sale and negotiation.

Assessment Criteria:

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

(b) The contract of sale has been characterized, the elements that intervene the rights and obligations of the parties, their structure and their content, analyzing the usual clauses that are included in it.

(c) The contract of sale in which the agreements adopted between seller and buyer are collected, using a word processor, has been drawn up.

d) Different special sales contracts have been analyzed.

e) The contract of purchase and sale has been analyzed in time, the regulations that regulate it and the requirements that are required for its formalization.

f) The contract of sale has been characterised, analysing different assumptions in which it is formalised.

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

h) Leasing and renting contracts have been analyzed as forms of financing for the company's fixed assets.

i) The commercial arbitration procedure has been analyzed as a form of conflict resolution and breach of contract.

8. Plans the management of customer relations by organizing the after-sales service to the customer, in accordance with the criteria and procedures established by the company.

Assessment Criteria:

a) The business situations that require after-sales follow-up and the actions required to do so have been identified.

b) The post-sales and customer service services that are to be carried out to maintain the relationship with customers and ensure their full satisfaction have been characterized.

c) The criteria and procedures to be used to perform quality control of the after-sales and customer service services have been described.

d) The types and nature of conflicts, complaints, and claims that may arise in the process of selling a product or service have been identified.

e) The procedure and documentation required in the event of an incident has been described, since it has been recorded to the action of the person responsible for its resolution.

f) The applicable procedures and techniques for resolving customer complaints and complaints have been identified.

g) Customers have been selected to be part of a loyalty programme, based on the business criteria and information available at the company, using, where appropriate, the management tool for the client relationships (CRM).

h) The customer loyalty plan has been developed using the available IT application.

Duration: 60 hours.

Basic contents:

Obtaining the information needed for the definition of business strategies and the elaboration of the sales plan:

-Internal and external sources of information.

-Information about the market, environment, and competition.

-Enterprise information and business activities.

-Relevant product, service, or product range information.

-Information about the business activity of the company.

-Information obtained from clients. Procurement procedures.

-Information obtained from the sales and sales network. Methods of obtaining.

-Making current and potential client files.

-Updating and maintaining client databases.

Identifying new business opportunities that help optimize business management:

-Analysis of sales evolution: by geographical areas, by type of customers, by market segments and by products, brands or product lines.

-Calculation of product profitability, product lines or ranges, from costs and deadlock.

-Comparative analysis of own products and competition, applying commercial criteria.

-Comparison of product supply and demand.

-Market structure analysis: current market and potential market.

-Analysis of market opportunities. Internal and external analysis. SWOT analysis (weaknesses, threats, strengths and opportunities). Product lifecycle analysis. Product positioning maps.

-Analysis of attractive market segments for the company. Profile of the actual and potential customers.

-Commercial product strategies based on different criteria.

Plan elaboration and product or service sales argumentary:

-The sales argumentation: objectives, content, and structure.

-Types of arguments: rational and emotional.

-Description of the product. Utilities, technical specifications, price and service.

-Inventory of strengths and weaknesses of the product or service.

-Elaboration of the sales argumentation according to product types, customer typology and type of distribution and marketing channels.

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

-Techniques and arguments to refute the client's possible objections.

-Making the sales plan according to the marketing plan.

-Elaboration of the sales program and the lines of commercial action.

Managing the information required to ensure product availability and service delivery:

-Calculation of the quantity of products and/or service brochures needed in the establishment to ensure an optimal coverage rate.

-Request products and resources required for service delivery, to ensure product availability and customer satisfaction.

-Daily stock control of products based on available resources and according to the established procedure.

-Unadjustments between the accounting inventory and the actual inventory of products.

-Calculation of the cost of stock break, turnover and seasonality of sales.

-Ability to provide service based on available resources, to ensure the quality of the service provided.

Managing the product and service sales process:

-Methods or ways of selling: traditional, self-service, no store, online, and others.

-Personal sales. The vendor's role in personal sales.

-Communication in business relationships. Information and communication.

-The communication process. Elements. Difficulties in communication.

-Communication types: internal and external, formal and informal, verbal and non-verbal.

-Verbal communication. Rules for public speaking.

-Telephone communication. Use of new technologies.

-Written communication.

-Non-verbal communication.

-The sale process: phases.

-Prospection and customer search methods.

-Preparation of the sale: concertation and preparation of the visit.

-Development of the interview and closing of the sale. Selling techniques.

-Tracking the sale.

-Cook of the sale.

-Documentation generated in the sale. Document tailoring and archiving.

Designing the negotiation process for the conditions of a business operation:

-Trading in business relationships.

-Negotiating as an alternative in decision making.

-Basic negotiation variables: environment, objectives, time, information, negotiation boundaries, and power relationship between the parties.

-Different styles of negotiation. Tough-aggressive attitude, subservient attitude and attitude of cooperation and dialogue.

-Qualities of the good negotiator.

-Rules for obtaining success in negotiation.

-Phases of a negotiation process.

-Preparing the negotiation.

-Development of the negotiation.

-The covenant or agreement.

-Track the negotiation.

-Negotiation strategy and tactics.

Elaboration of sales contracts and other related contracts:

-The contract: basic characteristics and requirements. Contract classes.

-The sales contract. Contract features, requirements, and elements.

-Rules governing the sale: civil and commercial sale.

-The formation of the contract of sale: offer and acceptance of the offer.

-Obligations of the parties: obligations of the seller and the buyer.

-General clause of a sales contract.

-The term purchase contract.

-The provisioning contract.

-The estimatory or sales sales contract.

-Special purchase contracts.

-Transport and insurance contracts.

-leasing and leasing contracts.

-The factoring and forfaiting contracts.

-Conflict resolution for breach of contract: court and arbitration.

Planning for client relationship management:

-Tracking the sale and customer care.

-The after-sales service.

-Customer, consumer, and customer service and information service.

-Current regulations on consumer and user protection.

-Managing customer complaints and complaints.

-Relational and customer relationship marketing.

-Managing client relationships.

-Service quality control and customer, consumer, or user information.

-Customer loyalty strategies and techniques.

-Fidelization programs.

-Customer relationship management (CRM) applications.

Pedagogical guidelines.

This professional module contains the necessary training to perform the functions of marketing and selling products and/or services and customer support.

The marketing and sales function of products or services and customer support includes aspects such as:

-Obtaining information for the definition of business strategies and the business action plan.

-Elaboration of sales plans.

-Making the sales argument.

-Planning and preparing sales interviews and customer visits.

-Product presentation or customer service.

-Selling products or services by applying sales and trading techniques.

-Formalization of the sales contract.

-Elaboration and documentation file generated in the sales process.

-Application of verbal and non-verbal communication protocols in relationships with customers and distributors.

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

-Attention and handling complaints and complaints.

-Managing customer relationships by applying quality standards.

-Customer service department control.

-Making and applying customer loyalty plans.

The professional activities associated with this function apply:

-In the marketing and sale of products and services.

-In customer, consumer, or user care.

The formation of the module contributes to achieving the general objectives (j), (k), (o), (p), (q), (r), (s), (t), (u), (v), (w) and (x) of the training cycle, and (g), (l), (m), (n), (n), (o), (p), (q) and (r) 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:

-Making the sales plan and own business action plans.

-Planning and preparing a sales interview.

-Setting the parameters and negotiation limits with the clients, in accordance with the objectives set by the company.

-Application of communication and negotiation techniques, adapting them to each client and specific situation.

-Using verbal and non-verbal communication techniques in the relationship with clients.

-Elaboration of sales contracts.

-Elaboration of the documentation generated in the sales processes.

-Use of computer tools for the presentation of products and/or services.

-Analysis of after-sales services.

-Handling and documentation of customer complaints and complaints.

-Design a customer loyalty plan.

-Using client relationship management (CRM) IT tools.

Professional Module: Marketing Policies.

Equivalence in ECTS credits: 12

Code: 0930

Learning results and evaluation criteria.

1. Evaluates market opportunities, product launch, entry into new markets or improved product or service positioning, analyzing marketing-mix variables and market trends and trends.

Assessment Criteria:

(a) The available data relating to the supply and demand of the product or service have been analysed, compared with those of the competition and the replacement and complementary products.

b) Information has been analyzed on the evolution and trend of sales by products, product lines or brands, or according to the type of customers, by calculating the market share and the variation rates, using the application appropriate computer science.

c) The profile and buying habits of the actual and potential customers have been analyzed in order to match the product or service to the needs, motivations and shopping habits.

d) Market niches have been identified in which the company may have commercial opportunities, applying appropriate analysis techniques.

e) The segments or groups of customers with purchase potential and commercially attractive have been identified for the company, using volume and frequency of purchase criteria, degree of loyalty, identification with the brand and product differentiation capacity, among others.

f) Reports have been produced with the findings of the data analysis performed, using the appropriate computer application.

2. Defines the product policy, analyzing the characteristics, attributes, and utilities of the product or service to fit the needs and profile of the clients to whom it is addressed.

Assessment Criteria:

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

b) A database of the products, lines, families and categories of products that the company markets has been developed, incorporating the relevant information on the technical characteristics, uses, presentation, packaging and brand of the same.

c) A comparative analysis of the products or services with those of the competition has been performed, comparing the technical characteristics, utilities, presentation, brand and packaging, among others.

d) Product positioning, service or product range on the market has been determined using different ratios, growth rate, market shares, growth-participation matrix of BCG and other techniques of analysis.

e) The life cycle of different products has been analyzed to determine at what stage they are located.

f) Information about products or services has been updated, gathering information from the sales network, distributors, and customers ' stores or groups, using the appropriate computing tool.

g) Possible business strategies have been defined in product policy, taking into account the product life cycle and the client profile to which it is addressed.

h) Reports on products, services or product lines have been developed, analyzing brand image, positioning and potential business strategies.

3. It defines the price policy of products or services, analysing costs, demand, competition and other factors involved in the training and calculation of prices.

Assessment Criteria:

(a) The current legal regulations relating to the pricing and marketing of products or services have been identified for application in the company's pricing policy.

(b) The factors determining the sales price of the product have been identified, considering the manufacturing and distribution costs, commissions, margins and discounts and taking into account the product life cycle, its positioning and marketing strategy.

(c) The effect of variations in manufacturing and marketing costs on the final sale price of the product and on the sales volume has been assessed, analysing the elasticity of the demand for the product or service.

d) The sales price of the product has been calculated, starting from the cost of manufacturing and distribution costs.

e) The gross margin of the product or service has been calculated, based on the analysis of the cost components, the deadlock and the market trend, proposing possible improvements in the margins.

f) A comparative analysis of the price of the product or service has been carried out with respect to those of the competition, analysing the causes of the differences.

g) The different pricing strategies have been analysed, taking into account the costs, the product life cycle, the competition prices and the characteristics of the market segment to which it is addressed.

h) Reports on product prices, services or product lines have been produced for decision making.

4. Selects the most appropriate form and distribution channel for each product, service, or product range, analyzing the available distribution alternatives.

Assessment Criteria:

a) The commercial distribution functions have been identified, valuing their strategic importance within marketing-mix.

b) Different ways of selling have been characterized, depending on the sector, the type of product or service and type of customer.

c) The different distribution channels have been classified according to the number and type of intermediaries, the degree of association between them and the functions they perform.

d) A comparative analysis of different commercial distribution structures has been conducted, analyzing channel levels, number and type of intermediaries and valuing the possibility of online distribution.

e) The most appropriate distribution channel has been selected, depending on the strategy of self-distribution and others and the coverage of the market that is intended to be achieved.

f) The different types of commercial intermediation contracts have been analyzed in which the relationship between the manufacturers and the distribution and sales network is formalized.

g) The commercial distribution cost has been calculated by considering all the elements that make it up.

h) There have been reports on commercial distribution, based on cost analysis data, times, available intermediaries and viable strategies, for decision making.

5. Selects the most appropriate communication actions to launch new products and services or prolong their stay in the market and thus reinforce the corporate and brand image, evaluating the different alternatives available.

Assessment Criteria:

a) The objectives of the communication policy have been defined, considering the characteristics of the target audience or targets to be achieved.

b) The different forms and types of actions that integrate the communication mix have been characterized.

c) The instruments and types of communication actions have been differentiated, depending on the target audience, corporate image, and the objectives and strategies of the organization.

d) A comparative analysis of different communication actions has been carried out according to the expected impact, objectives, budget and media and supports available in the media market.

e) The variables of frequency, period and deadlines of the communication actions have been defined, according to criteria of efficiency and effectiveness of the impact on the target audience, of the achievements of previous actions, the actions of the competitors and the available budget.

f) The ability of the organization to execute or contract communication actions has been evaluated, depending on the resources available and the media to be used.

g) The most appropriate communication and promotion actions have been selected to launch new products or prolong their stay in the market, reinforcing the corporate and brand image.

h) A base report of the communication policy has been developed, containing the objectives and targets or target audience and the analysis of the available means.

6. Elaborates briefings of products, services or brands for the execution or external procurement of communication actions, relating the variables of marketing-mix, business objectives and the profile of the clients.

Assessment Criteria:

a) The objectives and purpose of the briefing of a product, service or brand have been defined for the development of marketing actions.

b) The structure of the briefing and its component elements have been characterized, depending on the type of marketing action and the recipient of the same.

c) The data that is required to elaborate the base or briefing information for the product, service, or brand has been selected based on the type of action to be performed.

d) The information contained in a briefing has been analyzed, conveniently characterized, pointing out the object of the same and obtaining relevant conclusions.

e) The briefing of a product or service for a given communication action has been drafted, in accordance with the specifications received and using computer and presentation tools.

7. Elaborates the marketing plan, selecting the product's base information, price, distribution, and communication and relating the marketing variables to each other.

Assessment Criteria:

a) The stages or phases of the business planning process have been characterized and the marketing plan utilities have been identified.

b) The database data or information that will be analyzed is selected.

c) A situation analysis has been performed, both external and internal (DAFO), using appropriate statistical techniques and computer applications.

d) The objectives that are intended to be achieved have been set and the most appropriate marketing strategies have been chosen to achieve them.

e) The product, price, distribution, and communication policy actions and relationships between them have been established.

f) The budget has been drawn up, specifying the financial and human resources required to implement the planned policies and the time needed for the implementation of the plan.

g) The marketing plan has been drafted and presented, using the appropriate IT tools.

8. It tracks and controls the commercial policies and actions established in the marketing plan, assessing its development and the degree of achievement of the intended objectives.

Assessment Criteria:

a) The procedures for monitoring and monitoring marketing plan policies have been established, collecting information from the departments and agents involved, and from the sales and distribution network.

b) The information obtained in the marketing actions control process has been updated, using the applications and information systems, the SIM, the CRM and others.

c) The control ratios of the marketing plan actions have been calculated from the information obtained from other departments, the sales network and the SIM.

d) The results obtained with the objectives foreseen in the marketing plan have been compared, determining the deviations produced in the execution of the plan.

e) Corrective measures have been proposed to address deviations and errors in the implementation of trade policies and actions.

f) Control and evaluation reports have been developed for the marketing plan, collecting the information obtained in the monitoring process, the deviations detected and the proposal for corrective measures.

Duration: 105 hours.

Basic contents:

Assessment of a company's market opportunities:

-Concept and content of marketing.

-Marketing functions in the economy.

-Enterprise management marketing.

-Marketing types.

-Strategic Marketing. Analysis of market opportunities.

-Market segmentation strategies.

-Operational Marketing. The marketing-mix variables.

-Defining and developing marketing-mix policies.

-Service Marketing.

Defining the product or service policy:

-The product as a marketing tool. Features and attributes. Product types.

-The product dimension.

-The product lifecycle.

-The product policy. Objectives.

-Analysis of the portfolio of products, services, or brands.

-Product policy strategies.

-Creating and launching new products.

-Diversification of products.

-The differentiation of the product or service.

-The mark. Purpose and legal regulation. Types of marks. Strategies.

-Image and positioning of products, services and brands.

-Developing product reports, using IT tools.

Defining the pricing policy:

-The price of the product as a marketing tool.

-Components of the price of a product or service.

-The pricing process. Factors that influence the same.

-Pricing policy. Objectives.

-Legal rules on pricing.

-Pricing methods: based on costs, on competition and on market demand.

-Strategies in pricing policy.

-Psychological pricing strategies.

-Calculation of the costs and determination of the sales price of a product, using the spreadsheet.

-Reporting pricing, using appropriate IT tools.

Selection of form and distribution channel:

-Commercial distribution as a marketing tool.

-Distribution channels. Concept, structure and types.

-Commercial brokers. Functions and types of brokers.

-Distribution Policy. Objectives.

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

-Sales methods: traditional selling, self-service, and store-free, among others.

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

-Distribution strategies. The manufacturer's relationship to the network and points of sale.

-Forms and commercial broker contracts.

-Franchise contract.

-Distribution costs: structure and calculation.

-Reporting distribution using computer applications.

Selection of communication actions:

-The business communication process. Basic elements.

-The communication mix: types and shapes.

-Communication policies.

-Advertising.

-Sales promotion.

-Public relations.

-Direct marketing.

-Relational marketing.

-Merchandising.

-Personal sales.

-Online marketing.

-Reporting on communication policy, using computer applications.

Elaboration of products, services, or brands briefings:

-The briefing of a product or service: objectives and purpose.

-Structure of the briefing.

-Elements and information that compose it.

-Making a briefing using computer applications.

Designing the marketing plan:

-Marketing planning: purpose and objectives.

-The marketing plan: features, utilities, and structure.

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

-Setting general and marketing goals.

-Choosing marketing strategies.

-Marketing-mix actions and policies. Relationship between them.

-Budget.

-Running and controlling the marketing plan.

-Redaction and presentation of the marketing plan, using the IT applications.

-The marketing plan for the services.

Tracking and controlling marketing plan policies and actions:

-Tracking and controlling marketing plan actions.

-Calculation of the most common control ratios, using spreadsheets.

-Calculation of the deviations produced and proposed corrective measures.

Pedagogical guidelines.

This professional module contains the training required to perform the functions of defining, applying, and tracking marketing policies.

The definition, application, and tracking feature of marketing policies includes aspects such as:

-Assessment of market opportunities for the launch of new products or entry into new markets.

-Analysis of product characteristics and attributes, service or product lines and adequacy to the client's needs and profile.

-Application of marketing techniques for the design, launch and distribution of products on the market.

-Pricing of products or services.

-Design and application of strategies in pricing policy.

-Selecting the most appropriate distribution form for the product, service, or product range.

-Selecting the product, product line, or brand communication and promotion policy.

-Applying marketing strategies and techniques to reinforce corporate and brand image.

-Involvement in the development of the marketing plan.

-Tracking and controlling marketing plan actions and policies.

The professional activities associated with this function apply to:

-The design, application, and monitoring of product, price, communication, and distribution policies.

-Elaboration, execution, and control of the company's marketing plan.

The formation of the module contributes to achieving the general objectives (b), (o), (p), (q), (r), (s), (t), (u), (v), (w) and (x) of the training cycle, and (b), (l), (m), (n), (n), (o), (p), (q) and (r) 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 analysis, product lines, and brands.

-Calculation of the product price by applying different methods.

-Analysis of different forms of commercial distribution.

-Application of marketing techniques in the development of promotion campaigns, depending on the product and the type of customer they are targeting.

-Selecting appropriate advertising actions, depending on the expected impact, objectives, budget, and available media and media.

-Analysis of different marketing strategies.

-Making business reports for marketing decision making, using the right computing applications.

-Elaboration and presentation of the marketing plan, defining product, price, distribution and communication policies, using the available computing applications.

-Tracking and evaluating the marketing plan, calculating the ratios and control measures to detect possible deviations from the forecast, using the appropriate computer applications.

Professional Module: Digital Marketing.

Equivalence in ECTS credits: 11

Code: 0931

Learning results and evaluation criteria.

1. Manages access and connections to public, semi-public and private networks, using browsers and information seekers specialized in the Internet public network.

Assessment Criteria:

a) The essential concepts of network operation and use have been identified.

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

c) Access to the computer system has been configured on the network.

d) The characteristics of the intranets and extranets have been proven.

e) The major browser programs have been used to move around the network.

f) Selective information searches have been performed using specific applications.

g) Specialized search engines and other advanced search applications have been used.

2. Manages various Internet services and protocols, handling e-mail and file transfer programs, among others.

Assessment Criteria:

a) The elements that configure the email have been identified.

b) Email was used directly from the web.

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

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

e) Files have been shared across a peer-to-peer (peer-to-peer P2P) computer network.

f) Free software has been downloaded with and without usage time limitations.

g) Downloads of videos, music, and video games have been performed, among others.

3. Performs electronic billing and other administrative tasks in a telematic manner, using in each case specific software.

Assessment Criteria:

a) The electronic invoice formats of greater or less complexity (EDIFACT, XML, PDF, html, doc, xls, gif, jpeg or txt, among others) 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) Common tools have been used on the Internet regarding our company's relationship with public agencies and other entities.

f) Several generalist tools that are used in the network have been tested.

g) The programs that are harmful to the security and integrity of the data stored in our computer equipment have been identified.

h) The necessary security barriers have been applied to safeguard the information of our company.

4. It determines the strategy to be followed in the interrelationships with other network users, using specific programs, communication forums, and enterprise-wide social networks.

Assessment Criteria:

a) Web programs have been used to maintain text chats.

b) Instant messaging programs have been used.

c) Oral communication systems that use only sound or sound and image have been applied.

d) Contacts have been established with other network users through discussion and opinion forums.

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. It builds attractive web pages for Internet users, using positioning criteria, easy handling and persuasion.

Assessment Criteria:

a) The most commonly used statements in hypertext (HTML) label language have been written.

b) You have used commercial programs that allow you to easily 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 using programs specialized in this task have been sent to the Internet server.

e) Specific programs for inclusion of texts, images, and sound have been used.

f) An efficient web 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.

6. Designs the digital marketing plan in the online marketplace, defining strategic solutions through the implementation of specific commercial brand development actions.

Assessment Criteria:

a) A digital marketing plan has been prepared to achieve the business objectives of the company.

b) Online positioning and marketing processes have been defined.

c) The guidelines to be followed for online advertising and promotion have been established.

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) The necessary tasks have been performed to manage and fidelize customers across the network.

g) New communication and customer relationship trends in digital marketing have been identified.

h) Marketing actions have been performed through mobile devices.

7. Defines the company's e-commerce policy by setting the actions required to effect online sales.

Assessment Criteria:

a) The required parameters for creating or adapting an on-line business have been set.

b) Electronic commerce focused recruitment actions have been defined.

c) Existing business models have been recognized 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 legal and data protection aspects of electronic commerce have been identified.

g) The payment means to be used have been set.

h) Security systems have been selected to ensure the privacy and invulnerability of operations.

i) The different types of electronic business have been identified.

Duration: 100 hours.

Basic contents:

Administering access and network connections:

-Introduction. What is the Internet and its origin.

-How it works: servers and clients, the TCP/IP protocol, the World Wide Web, the domains of the network.

-Modos to connect to the Internet.

-Configuring access.

-Intranets and extranets.

-What a browser is and how it works: more used browsers.

-Searching for information on the network.

-The search engines: search engines and indexes, thematic search engines, multi-search engines, and metabuses.

-Basic search concepts with operators, special search syntax, advanced search option, inclusion in additional services, and specific tools.

Managing various Internet services and protocols:

-Email: what it is and how it works.

-Web mail: Create an account, perform the basic functions of reading, responding, and sending.

-Undesired mail.

-POP3 mail: what it is and how to use it.

-Manage POP3 mailing, receive, and maintenance operations.

-File transfer: what it is and how to use it.

-FTP servers. FTP applications.

-P2P (peer to peer) networks: applications.

-Downloads: musicals, videos, and software.

-Freeware and shareware.

-Voice telephone connections.

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.

-Electronic billing programs.

-Relationship with other companies and public agencies: electronic banking, social security procedures, and tax relations with finance among others.

-PDF file display and print programs.

-Player programs, organizers and synchronizers of music, videos, movies, television programs, and audiobooks, among other applications.

-Internet security: spam, computer viruses, spyware and phising.

-Anti-virus, firewall, and anti-spy programs.

Determining the strategy to be followed in interrelationships with other network users:

-Chat or chat groups: IRC programs and webchat programs.

-Instant messaging service.

-Internet Telephony.

-Video Conference.

-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.

-External blog and RSS.

-How to find an interesting group.

-Create a network of influential contacts.

-Buy and sell on social media.

Building web pages:

-Structure of a 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.

Digital Marketing Plan Design:

-Developing the digital marketing plan.

-The behavior of the online client.

-Online and offline promotion of the web.

-Search engine positioning tools: e-mail marketing, SEM, SEO, and related page campaigns.

-Catch policies: a process of creating a brand.

-Analysis of statistics and measurement of results.

-Membership Marketing.

-Relational marketing and customer relationship management (CRM).

-Cross marketing.

-Viral marketing.

-Marketing one-to-one.

-Mobile marketing and DTT applications, among others.

Defining an enterprise's e-commerce policy:

-Idea and layout of a virtual store.

-Digital business models: horizontal, B2B, and B2C portals, among others.

-Domain selection and registration.

-Web storefront. Electronic catalog.

-Logistics control of goods sold online.

-The claim as a customer loyalty instrument.

-The financial importance of the claim.

-Electronic payment means.

-Reflection periods and cancellations.

-Cryptography: symmetric key, asymmetric key, and single key encryption.

-Signature.

-Digital certificates.

-Encryptation.

-Electronic business: e-shop, e-mail, e-procurement, e-marketplace and e-auction, among others.

Pedagogical guidelines.

This module contains the necessary training for the performance of activities related to the use of the Internet such as:

-The network configuration and access to it.

-Advanced search for information.

-Managing email as a means of communication and as a selling tool.

-The transfer of information and applications of all types.

-The development, publishing, and maintenance of the company's website.

-The use of a wide variety of complementary programs of all kinds, such as those dedicated to electronically billing or those for relations with public bodies.

-The direct relationship to sales with other users through chats, messages, discussion groups and blogs.

-Creating and maintaining the company's web page.

-The definition of the company's digital advertising and marketing plan.

-The development of the company's e-commerce policy.

The professional activities associated with this function apply to:

-Creating, maintaining, and publishing the company's web page.

-Creating, maintaining, and publishing the enterprise virtual store.

-The programming of the company's digital marketing plan.

-The administrative management of e-commerce.

-Managing collections and payments.

-Processing and managing the commercial, administrative, and tax documentation generated electronically.

-Market research and national and international marketing.

The formation of the module contributes to achieving the general objectives (c), (o), (p), (q), (r), (s), (t), (u), (v), (w) and (x) of the training cycle, and (c), (l), (m), (n), (n), (o), (p), (q) and (r) 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 the Internet as a means of searching for information.

-Using all kinds of complementary computer applications to the Internet.

-Using specific Web page creation programs.

-Using the Internet as an advertising support for our company and products.

-Electronic sales of our products through the virtual store.

Professional Module: Economic and financial management of the enterprise.

Equivalence in ECTS credits: 12

Code: 0623

Learning results and evaluation criteria.

1. Collects information about entrepreneurial initiatives and business creation opportunities, assessing the impact on the performance environment and incorporating ethical values.

Assessment Criteria:

a) The concept of entrepreneurial culture and its importance as a source of job creation and social welfare have been evaluated.

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

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

d) The main components of the general environment surrounding the company have been identified: economic, social, demographic and cultural.

e) The concepts of enterprise culture and corporate image, and their relationship to business objectives, have been evaluated.

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

g) Practices that incorporate ethical and social values have been identified.

h) A study of the economic and financial viability of an SME has been carried out.

2. It establishes the legal form of the company, complying with the current regulations.

Assessment Criteria:

a) The different legal forms of companies have been evaluated.

(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 on potential aid and official grants for the creation of a company has been obtained.

d) The most appropriate legal form has been selected from a comparative study, assessing costs, liability and legal obligations.

e) The legal and administrative procedures to be performed for the establishment of the company have been determined on the basis of the information obtained from the competent authorities and bodies.

f) Administrative procedures, authorizations, licenses and professional training have been determined, if any, that are required for the start-up of a company.

g) Labor and tax obligations arising from the exercise of the economic activity of the company have been identified.

h) The roles of trade unions, works councils, staff representatives, labour inspectors and other social institutions involved in the relevant sector have been analysed.

i) The situations of insolvency, bankruptcy and suspension of payments and the procedure for the competition of creditors in cases of insolvency, as well as the responsibility of the employer, have been analysed.

3. It organizes the procedures for obtaining the necessary resources for the financing of investments and supplies, evaluating the various possible financial alternatives.

Assessment Criteria:

(a) The bodies reporting on the procurement of public grants and grants for the acquisition and renewal of assets have been identified.

b) Information has been obtained on the most common financial and credit instruments for the financing of investments and other operations of the company.

c) Information about the procedure, requirements, guarantees and documentation that are required to obtain a credit or loan in a financial institution has been analyzed.

(d) The costs have been calculated and the required requirements and guarantees have been analysed in the leasing and renting operations for the purchase of vehicles and other fixed assets.

e) The concepts of nominal interest and effective interest and the equivalent annual rate (SAD) have been differentiated, both in investments and in financial instruments (loans and loans).

(f) The costs and depreciation fees of a loan have been calculated using the most widely used depreciation systems.

g) The most advantageous financial alternative for the purchase of vehicles, machinery and other assets has been selected on the basis of costs, risks and guarantees.

h) The procedure and conditions for requesting the bank guarantees, guarantees and guarantees required to perform certain special transport operations have been analyzed.

i) Spreadsheets have been used to analyze, through appropriate functions, different financial operations.

4. Determines the formalities for the purchase and/or rental of vehicles and other assets, analyzing the needs of investments and supplies and the necessary financial resources.

Assessment Criteria:

(a) The needs of vehicles, facilities, machinery and other assets and supplies needed in companies have been determined.

(b) The fundamental differences between the purchase and rental of vehicles, machinery and equipment necessary for the exercise of the activity have been analysed.

c) The variables of an investment plan have been identified, differentiating their own and foreign funding and the recovery of short-and long-term investments.

d) The needs of supplies and maintenance services and spare parts have been determined, as well as the costs that arise from the different provisioning systems.

e) Different investment plans have been evaluated from the costs and the revenue forecast.

f) The advantages and disadvantages of the first and second hand and vehicle rental markets and other assets have been analyzed.

g) Online and offline have been contacted with different suppliers and potential suppliers and the submission of offers and budgets has been requested in accordance with the specifications received.

h) The different alternatives for the acquisition and renovation of vehicles, machinery and facilities have been evaluated, based on the comparative analysis of the purchase budgets and payment terms.

5. It produces invoices, receipts and documents for the collection and payment of the products and services provided, applying the business rules and billing prosecutors.

Assessment Criteria:

a) Commercial and tax rules and trade practices that regulate the billing of products or services, including electronic invoicing, have been interpreted.

b) Taxes have been identified that tax transport services and the applicable tax rates in each case.

(c) The Value Added Tax (VAT) aspects and the obligations established for the billing of domestic and international products and/or services have been interpreted.

d) The billing of product sales and/or service delivery has been performed using the appropriate IT applications.

e) The characteristics, cost of collection and negotiation management, and the risks of different means of payment or collection have been analyzed.

(f) Customer unpaid has been managed, complying with the requirements and deadlines laid down in the current regulations.

g) The payment and collection conditions of foreign exchange transactions have been monitored.

6. Manages the accounting and tax process of the company, applying the current business and tax regulations and the principles and rules of the General Accounting Plan.

Assessment Criteria:

(a) The different balance sheet items have been differentiated, analyzing their functional relationship: active (fixed and circulating), passive (fixed and circulating) and net worth.

b) The concepts of investment, expenditure and payment, revenue and recovery have been differentiated.

c) The operations performed have been recorded and the result has been calculated, in accordance with the general principles and valuation rules of the Accounting General Plan.

(d) The depreciation of the vehicles and other elements of the fixed assets has been determined, in accordance with the current tax rules and the General Accounting Plan.

e) Annual accounts have been prepared, in accordance with the General Accounting Plan for SMEs.

f) Tax obligations arising from the application and management of Value Added Tax (VAT) have been identified.

g) The steps to be taken have been established for the liquidation of the Vehicle Circulation Tax, interpreting the regulations that regulate it.

(h) Taxes have been identified on certain vehicles, as well as charges, fees and rights of use to be paid for the use of certain infrastructure.

i) Tax obligations relating to taxes on profits have been determined, depending on the legal form of the company: IRPF and Corporate Tax.

j) An accounting computing application has been used.

7. It determines the profitability of the investments and the solvency and efficiency of the company, analyzing the economic data and the accounting information available.

Assessment Criteria:

a) The applications and utilities of accounting information and financial statements have been used for the effective management of the company.

(b) The necessary balance of the balance between the investments made and the own and the external financial resources have been valued, differentiating between the basic and the circulating funding.

c) The most common methods for the evaluation of return on investments have been applied: internal rate of return (IRR), net present value (NPV) and rate of return.

d) The acquisition value, useful life, current value, replacement value, and residual value of the assets were calculated.

e) Cash flows or cash-flow and the average maturity period have been calculated.

f) The deadlock or profitability threshold has been calculated.

g) The main ratios and financial indicators have been calculated to analyze the financial statements through the balance sheet and the profit and loss account.

h) Spreadsheets have been used for the determination of the different financial ratios and the calculation of the company's profitability.

Duration: 105 hours.

Basic contents:

Collecting information about entrepreneurial initiatives and business creation opportunities:

-Business Plan: the business idea.

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

-Basic business functions.

-The enterprise as a system.

-Analysis of the general and specific environment of an SME.

-Sme relationships with your environment.

-Relations of the Sme with the whole of society.

Setting the Company's Legal Form:

-The individual company. Legal liability and formal obligations.

-Civil societies and communities of goods.

-The Mercantile Company. Types of companies.

-Anonymous company, limited partnership and others.

-Working societies: anonymous and limited.

-Associated work cooperatives and transport cooperatives.

-Bodies and institutions with competence in the field of transport.

-Constitution and start-up of the company: requirements, formal obligations and formalities to be performed.

-Official grants and support for the establishment and implementation of a company.

-Company tax and labor obligations.

Organization of procedures for obtaining financial resources:

-Investment and financing: economic structure and financial structure of the company.

-Enterprise investment needs.

-Sources of self-financing and others. Internal and external funding.

-Official grants and financial assistance to the business of the company.

-Long-term financing. Financial products: loans and loans, leasing and leasing, other forms of financing.

-Short-term financing: commercial credits and payment deferrals, bank credits, trading of business effects and factoring.

-Management of spreadsheet and other computing applications for the calculation of financial costs and amortization of loans and other financial products.

Determination of formalities for the purchase or rental of vehicles and other assets:

-Determining equipment and investment needs.

-Purchasing and leasing management of vehicles and supplies.

-Analysis and selection of investments. Decision to purchase or hire vehicles and other immobilized vehicles.

-Search for suppliers and suppliers. Request for offers and quotes.

-Quotes and conditions of purchase and rental: quantity, quality, price, discounts, delivery times, taxes, conditions of payment and financing.

-Elaboration of documents relating to the purchase and rental of vehicles and other equipment, using the appropriate IT tools: contract development and order formulation.

-Creating and maintaining vendor and supplier databases: supplier master file, high and low, introduction, and data update.

-Using a procurement management computing application.

Making invoices, receipts, and payment and payment documents:

-Making budgets.

-Service billing and invoice accrual: features and legal requirements, models and types of invoices, fulfillment, and issue of invoices.

-How to store and register invoices in accordance with business and tax rules.

-Taxation of company operations: Value Added Tax (VAT) and other taxes.

-Intra-Community operations: features and billing of products and/or services.

-Payment and payment means and documents: check, bank transfer, standard receipt, change letter, credit card and pay, among others.

-Creating and maintaining client databases.

-Handling a billing computing application.

Managing the accounting and tax process in companies:

-Company accounting obligations. Business and tax rules.

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

-The accounts. Terminology, structure, and types.

-Accounting and record books.

-The General Accounting Plan for SMEs.

-The accounting cycle. Accounting records, redemptions and adjustments, calculation of the result and close of the financial year.

-Annual accounts.

-The result of the exercise.

-The Income Tax of Physical Persons (IRPF).

-Corporate Tax.

-Value Added Tax.

-Vehicle Circulation Tax.

-Taxes on certain vehicles, tolls, charges and fees for the use of certain infrastructure.

-Managing a financial accounting application for accounting records and for the production of annual accounts.

Determining the profitability of investments:

-Interpretation and analysis of the accounting and economic-financial information of the company applicable to business management.

-The deadlock or profitability threshold.

-Assessment of investments and calculation of profitability.

-Average maturation period.

-Analysis and interpretation of results.

-Company Financial Statements Analysis.

-Major financial ratios.

-Economic analysis. Profitability and efficiency ratios.

-Using the spreadsheet and other computing applications for the calculation of ratios and the economic-financial analysis of the company.

Pedagogical guidelines.

This professional module contains the necessary training to perform the functions related to the financial and economic management of a company, such as:

-Constitution and startup of the company.

-Getting and managing the financial resources required.

-Calculation of financial costs.

-Evaluation and selection of investments.

-Managing the purchase and/or rental of vehicles, equipment and other necessary assets.

-Making budgets.

-Managing the billing process.

-Payment and payment management, in accordance with established rules and protocols.

-Record and documentation file.

-Calculation of company result.

-Elaboration and management of the documents derived from the company's tax obligations.

-Calculation of the company's profitability, efficiency, solvency and liquidity.

The professional activities associated with this function apply to:

-Economic and financial management of the company and optimization of resources.

-Managing collections and payments.

-Processing and managing the business, administrative, and tax documentation of the company.

The formation of the module contributes to the achievement of the general objectives (a), (o), (p), (q), (r), (s), (t), (u), (v), (w) and (x) of the training cycle, and powers (a), (l), (m), (n), (n), (o), (p), (q) and (r) 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 establishment and implementation of a company.

-Analysis of existing financial and credit products on the market and evaluation of alternatives.

-Analysis of the investment needs and assessment of alternatives.

-Managing the purchase or rental of assets from the quiesced.

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

-Tax obligations and tax management and other taxes resulting from the business of the company.

-Analysis of the accounting statements of the company and calculation of the principal financial ratios.

Professional Module: Storage Logistics.

Equivalence in ECTS credits: 7

Code: 0625

Learning results and evaluation criteria.

1. It relates the specific regulations of storage, recognizing the rules of hiring and treatment of special goods.

Assessment Criteria:

a) The rules governing storage and distribution activities have been analyzed.

b) The regulations have been applied in the fulfillment of the deposit contract.

c) National and international standards on product storage have been characterized.

d) The aspects that characterize a customs warehouse, a free zone and warehouse, and an authorized local, among others, have been analyzed.

e) The formalities and formalities to be performed in a storeroom have been defined.

f) Quality systems have been planned in the internationally approved warehouse.

2. Organizes the storage process by type of activity and volume of goods, optimizing the spaces and the times of handling.

Assessment Criteria:

a) The conditions and modalities of the storage systems according to different variables have been analyzed.

b) The different subprocesses of the storage logistics process have been sequenced.

c) The design of the warehouse has been carried out according to the operations and movements to be carried out: administration, reception, dispatch, storage, preparation, picking, corridors and cross-docking, among others.

(d) Equipment, means and maintenance tools have been selected according to the characteristics of the warehouse and the stored goods, applying economic, quality and service criteria.

e) Storage space optimization methods and techniques have been applied.

f) Methods of reducing the location and handling of the goods have been used.

g) Different modular packaging and packaging systems for warehouse goods have been selected.

h) Risk prevention procedures have been completed in the warehouse.

3. It makes and controls the warehouse budget, identifying deviations from the cost allocation.

Assessment Criteria:

(a) The items and concepts to be taken into account for drawing up a storage budget for the warehouse service have been determined.

b) The storage cost of the warehouse has been calculated periodically.

c) Optimal economic standards or indicators have been identified: cost per hour and cost per service, among others.

d) Warehouse costs have been calculated based on urgency, delivery times, commodity preparation, co-packing and palletizing, among others.

e) Deviations have been analysed on the expected costs, identifying their cause and origin and proposing corrective measures in accordance with the procedure established by the company.

f) The expense budget for the warehouse has been prepared, taking into account the costs of the activity and the level of service set, using computer spreadsheets.

g) The storage costs of the warehouse have been periodically calculated using computer spreadsheets.

4. Manages warehouse stocks, ensuring their supply and dispatch.

Assessment Criteria:

a) The different types of inventories and the purpose of each of them have been classified.

b) The average, minimum and optimal stock concepts have been applied, identifying the variables involved in their calculation and the rate of rotation of the stock.

c) Required units of stock are planned in store, to avoid stock breakages.

d) Store stocks have been valued using different methods.

e) Warehouse stocks have been controlled, monitoring the procedure and the rules established to identify deviations from inventory and to propose corrective measures.

f) The necessary tasks have been performed to meet the orders of goods made by the customers and the dispatch of the goods.

g) High, low, and product modifications (EAN code), suppliers, customers, and services have been recorded through computer tools.

h) General computer applications have been used to manage stocks and specific for the identification of materials, order management, extraction and record of warehouse exits.

5. Manages operations subject to reverse logistics, determining the treatment to be given to returned goods.

Assessment Criteria:

a) Activities related to reverse logistics have been analyzed, according to the return policy or agreements reached with the clients.

b) The actions to be taken with the returned goods have been foreseen: repair, recycling, disposal or reuse in secondary markets.

c) The necessary measures have been defined to prevent the obsolescence and/or contamination of the returned goods.

d) Existing health and environmental regulations have been applied.

e) The collection of the returnable containers has been designed with the delivery of new merchandise, applying the current regulations.

f) The different load units and equipment have been classified, for reuse in other operations of the logistics chain, avoiding empty transport.

g) The different types of packaging and packaging have been classified, for reuse according to the current specifications, recommendations and regulations.

6. Monitors the processes performed in the warehouse, deploying service quality improvement systems and staff training and retraining plans.

Assessment Criteria:

a) The elements necessary for the implementation of a quality system in the warehouse have been analyzed, following the company's guidelines and/or clients.

b) The implementation of quality and safety systems has been foreseen for the continuous improvement of processes and storage systems.

c) Compliance with warehouse processes and protocols has been assessed, based on the company's quality plan or manual.

d) The implementation and monitoring of the merchandise by radio frequency systems or with other technological innovations has been evaluated.

e) The necessary elements have been investigated to ensure the traceability of the goods and the compliance with the regulations regarding the goods, using warehouse management systems.

f) The objectives of a type training plan to improve the efficiency and quality of the warehouse service have been set.

g) Initial and continuous training needs have been detected, both individual and team needs as a whole.

h) Task and time management programs have been used to control tasks, times, and personnel, complying with workplace risk prevention standards.

Duration: 70 hours.

Basic contents:

Storage-specific regulations relationship:

-Legal framework of the warehousing and distribution contract and activity.

-Specific rules for special goods: dangerous and perishable, among others.

-International trade storage regimes.

Organization of the warehouse process:

-Organization of warehouses in manufacturing, distribution and service companies.

-Types of stores. Analysis of the types of storage systems: advantages and disadvantages.

-Modular systems. Load units: pallet and containers.

-Goods tracking systems: radio-frequency terminals, coding and bar readers, among others. Portable terminals and voice recognition systems.

-Organization of activities and flows of goods in the warehouse: administration, reception, storage, movement and preparation of orders and distribution. Cross docking.

-Managing the packaging.

-Safety and hygiene regulations in warehouses. General and specific facilities.

Store and control of the warehouse budget:

-Storage costs: variables involved in your calculation.

-Acquisition cost.

-Cost per unit stored.

-The spreadsheet as a data processing tool.

Managing warehouse stocks:

-The management of stocks.

-Economic control. Incident control.

-The customer order cycle.

-Stock valuation criteria in store.

-General software that integrates all aspects of the warehouse, using text processor, spreadsheet, database, and chronograms, among others.

-Store and stock management specific programs: dock management, warehouse management, provisioning management, stock management, and label processing, among others.

-Purchasing, warehouse, and sales management programs: item management, warehouse management, manufacturing management, and sales management, among others.

Managing operations subject to reverse logistics:

-Returns.

-Costs to returns.

-Reusing load units and equipment.

-Reusable containers and packaging.

Monitoring the processes performed in the warehouse:

-Quality systems in the warehouse.

-Application of security systems for people and goods.

-Initial and continuous training plans in the warehouse work team: training objectives and methods. Assessment of training plans.

-New technologies applied to automation and computerization of warehouse processes or subprocesses.

Pedagogical guidelines.

This professional module contains the training required to perform the organizational and management functions of the storage logistics.

The storage function includes aspects such as:

-Application of existing regulations on warehousing and distribution activities, both at national and international level.

-Organization of warehouses by type of company, products, customers, and production, among others.

-Distribution and handling of goods within the warehouse.

-Calculation of the operating costs of the warehouse.

-Managing the stocks.

-Treatment of returned goods.

-Implementation of quality systems in the warehouse.

The formation of the module contributes to achieving the general objectives n), (o), (p), (q), (r), (s), (t), (u), (v), (w) and (x) of the training cycle, and (j), (l), (m), (n), (n), (o), (p), (q) and (r) 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:

-Processing and completion of documents required in the official regulation of storage and distribution activities.

-Analysis of the different storage organization systems.

-Organization and control of the reception, storage and dispatch of the goods.

-Managing, controlling and valuing stocks.

-Managing, controlling, and valuing returns.

Professional Module: Provisioning Logistics.

Equivalence in ECTS credits: 6

Code: 0626

Learning results and evaluation criteria.

1. Determines the material needs and deadlines for the execution of production and distribution programs, following the defined plans.

Assessment Criteria:

a) The production processes have been characterized, taking into account the duration of the process, the range and the products.

b) The forecast for demand with production and distribution, with stock management and with inventory available in storage, has been linked.

c) Different approaches have been evaluated in managing the supply of a production and supply chain.

d) The production and distribution process has been represented by flow schemes, differentiating the flows of goods and information.

e) The productive capacities of the production and distribution centers and the times of each phase or activity have been determined.

f) The different production and distribution planning model techniques have been applied.

g) Possible bottlenecks in the production or supply chain have been identified.

h) The critical points of the provisioning phase and its possible solutions have been established.

2. It develops procurement programmes, in line with the objectives, deadlines and quality criteria of the production/distribution processes.

Assessment Criteria:

a) The phases that make up a provisioning program have been sequenced.

b) The cost of the provisioning program has been calculated.

c) The order and delivery program has been defined to suit the needs of the business.

d) Flow diagrams have been developed for operations, depending on the delivery needs and capacity of each unit, warehouse, production center, or point of sale.

e) The quantities and dates of provisioning and intermediate processing have been scheduled.

(f) The timetable has been drawn up which allows for the effective implementation of the procurement and the fulfilment of the deadlines set.

g) Computer programs have been used for information management and calculation.

3. Applies stock management methods, making forecasts of commodity and material requirements in production and procurement systems.

Assessment Criteria:

a) The economic consequences of the integration of stock management into the company's logistics provisioning system have been assessed.

b) Management and control procedures have been linked to the different types of stocks.

c) Products stored by different methods have been classified.

d) Incidents in valuation, inventory control, and stock break have been evaluated.

e) Estimates of the volume of stock in the warehouse have been calculated to prevent abnormal breakups and volumes of stock.

f) The order point and order batch that optimizes the stock in the warehouse, the number of orders per year, and the average storage period have been determined.

g) The security stock has been calculated for a probability of stock break and its cost.

h) Unsatisfied demand costs have been evaluated.

4. It performs the selection, monitoring and evaluation of suppliers, applying the control, security and quality mechanisms of the process and the provisioning program.

Assessment Criteria:

a) The essential criteria in the selection of supplier offers have been defined and the specification has been set.

b) A scale of the selection criteria has been established, depending on the specific weight that each of the variables considered represents, the suppliers have been classified and the offers considered have been prioritized.

c) A search has been made for potential online and offline providers.

d) The quality of the products offered, the delivery times and the prices of the products have been analyzed.

e) The resources have been evaluated at the provider's disposal: technicians, personnel, and financial, among others.

f) Estimated compliance with the conditions offered has been analyzed.

g) Logistics constraints have been analyzed for domestic and international suppliers.

h) You have written, using computer applications, supplier assessment reports.

5. Determines the conditions for sourcing negotiation, applying communication and negotiation techniques with suppliers.

Assessment Criteria:

a) The phases in the negotiation process have been identified.

b) Communication and negotiation techniques have been applied.

c) Different types of contracts for the sale of goods and services have been differentiated.

d) The personal and actual items that are configured by a provisioning contract have been identified.

e) The business rules governing the sales contracts have been applied.

f) The supply contract clauses and the implications for provisioning have been set.

g) Text processing software applications have been used for contract drafting.

6. It elaborates the documentation related to the control, recording and exchange of information with suppliers, following the quality procedures and using computer applications.

Assessment Criteria:

a) The control process that must follow orders placed on a provider has been set.

b) Possible measures to be taken for failure resolution have been defined.

c) The data collection and processing system generated in the provisioning process has been defined.

d) Internal registration and provisioning process control documents have been completed.

e) The various types of documents used for exchanging information with suppliers have been completed.

f) The type of information that is to be handled and the precise properties for its proper subsequent processing has been determined.

g) A database or other computer applications has been used to centralize the data files for recording and preserving the documentation generated in the provisioning process.

h) The mechanisms have been established to ensure the reliability and integrity of data management when records are removed or updated.

Duration: 60 hours.

Basic contents:

Determination of material needs:

-Provisioning policies.

-Organization of production and distribution:

● Material needs planning. MRP (material requirement planning).

● Planning for distribution needs. Distribution requirement planning (DRP).

● Approaches in provisioning management (JIT and kanban, among others).

-Programming and control of projects.

-Project control methods: PERT, CPM, and GANTT.

Sourcing provisioning programs:

-Variables that influence provisioning needs.

-Continuous and periodic provisioning.

-Needs forecast.

-Computer applications in provisioning planning.

Application of stock management methods:

-Targets of the provisioning function.

-Stock management. Classes and costs.

Performing the selection, monitoring, and evaluation of suppliers:

-The approval of suppliers. Process.

-Potential suppliers and active suppliers.

-Supplier Assessment Criteria.

-Evaluation of suppliers. Components.

-Risk management. Contingency forecasting.

-The international supply market.

-Other types of purchase.

-Outsourcing and Subcontracting.

Determining the trading conditions for provisioning:

-The negotiation of the purchases: process.

-Preparing the negotiation.

-Critical points of the negotiation.

-Negotiation techniques.

-Customer-supplier relationship.

-The purchase or purchase contract.

Elaboration of documentation regarding control, recording, and exchange of information with suppliers:

-Documentation flow diagram.

-Verifying the fulfillment of the provisioning contract clauses.

-Order or delivery orders.

-Receiving, identifying, and verifying orders.

-Tracking the order.

-Provider management and tracking applications.

-Databases.

-Record and Valuation of Providers.

Pedagogical guidelines.

This professional module contains the necessary training to perform the functions related to sourcing materials for production or consumption:

-Determination of material needs.

-Planning the sourcing of materials for production or consumption.

-Planning and scheduling of materials orders.

-Stock management.

-Organization of the procurement team.

-Evaluation, selection, negotiation, and supplier tracking.

-Fulfilling purchase contracts to suppliers of materials for production and/or consumption.

-Tracking and control of provisioning.

The professional activities associated with this function apply:

-In the planning of purchases of materials for production and/or consumption.

-In selecting and negotiating with materials suppliers.

The formation of the module contributes to achieving the general objectives (m), (o), (p), (q), (r), (s), (t), (u), (v), (w) and (x) of the training cycle, and (i), (l), (m), (n), (n), (o), (p), (q) and (r) 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 application of materials needs planning techniques for consumption or distribution.

-The application of project planning and control methods.

-The provisioning schedule, addressing the proposed variables.

-Managing stocks with security stock determination, order point, and order economic batch.

-Evaluation and selection of providers based on different variables for each of them.

-Setting negotiation parameters with suppliers based on the needs of the business and the offerings of each of them.

-The application of verbal and non-verbal communication protocols in face-to-face and non-face-to-face communications.

-Fulfillment of the documentation that is generated in a material purchase operation for production or consumption.

-Using compute-sheet, word processor, database, and other computing applications for the calculation and scheduling of needs, supplier relationships, and documentation file.

Professional Module: Commercial Research.

Equivalence in ECTS credits: 8

Code: 1010

Learning results and evaluation criteria.

1. It analyzes the variables of the market and the environment of the company or organization, valuing their influence on the activity of the company and on the application of the different commercial strategies.

Assessment Criteria:

a) The business system variables, controllable and uncontrollabable by the company, have been identified, to be taken into account for the definition and implementation of commercial strategies.

b) The effects of the main factors of the microenvironment in the business activity of the organization have been analyzed.

c) The impact of the major variables of the macro environment on the business activity of the company or organization has been analyzed.

d) The main economic organizations and institutions that regulate or influence the activity of the markets have been identified.

e) The needs of the consumer have been analyzed and classified according to the hierarchy or order of priority in their satisfaction.

f) The phases of the consumer purchase process and the internal and external variables that influence the consumer are analyzed

g) The main market segmentation methods have been applied, using different criteria.

h) Different types of business strategies have been defined, applying market segmentation.

2. Configures a marketing information system (SIM) tailored to the business information needs, defining information sources, procedures, and data organization techniques.

Assessment Criteria:

a) The business information needs for marketing decision making have been determined.

b) Information has been classified according to its nature, origin or provenance of the data and the availability of the data.

c) The subsystems that integrate a SIM have been characterized, analyzing the functions and objectives of each of them.

d) Data that is processed and organized by a marketing information system has been identified.

e) The suitability characteristics of a SIM, its size, purpose, and objectives have been analyzed according to the information needs of the company or organization.

f) The data has been classified according to the source of information from which it comes.

g) Statistical techniques have been applied for the processing, analysis, and organization of data, and to transform it into useful information for the decision-making of the company or organization.

h) IT tools have been used for the processing, recording and incorporation of the information into the company's database, as well as its permanent update, so that it can be used and consulted fast and fast.

3. It elaborates the commercial research plan, defining the objectives and purpose of the study, the sources of information, and the applicable methods and techniques for obtaining, processing and analyzing the data.

Assessment Criteria:

a) The need for a commercial research study has been established.

b) The phases of a commercial investigation process have been identified.

c) The problem or opportunity presented in the company has been identified and defined and is intended to be investigated.

d) The purpose of the research to be carried out, determining the need for information, the time available for research and the destination or person to use the results of the research, has been established. research.

e) The general and specific objectives of the research have been clearly and concretely formulated, expressing them as questions to be investigated or hypotheses to be contrasted.

f) The design or type of research to be performed, exploratory, descriptive or causal has been determined, depending on the objectives that are intended.

g) The research plan has been developed, establishing the type of study to be carried out, the information to be obtained, the sources of data, the tools for obtaining the information, the techniques for analysis of the data and the required budget.

h) Sources of information, primary and secondary, internal and external, have been identified, which can provide the information needed for research, based on criteria of reliability, representativeness and cost.

4. It organizes the available secondary information, in accordance with the specifications and criteria set out in the research plan, assessing the adequacy of the data with respect to the objectives of the research.

Assessment Criteria:

a) Data from online and offline information sources, market information systems, and internal and external databases have been selected according to the criteria, deadlines and budget set out in the plan. Commercial research.

b) Control procedures have been established to ensure the reliability and representativeness of data obtained from secondary sources and to reject those that do not meet the standards of quality, current and security defined.

c) Information obtained from secondary sources has been classified and organized, presenting it in an orderly manner for use in research, in the design of field work or in the subsequent phase of analysis of data.

d) The information available, both quantitatively, has been analyzed to determine whether it is sufficient to develop the research, as qualitatively, by applying useful criteria, reliability and representativeness, to evaluate their suitability for the object of study.

e) The needs of completing the information obtained with the primary information have been detected, comparing the degree of satisfaction of the objectives raised in the research plan with the information obtained from sources secondary.

f) The information, results and conclusions obtained, using the established procedures, have been processed and archived for subsequent retrieval and consultation, in order to ensure their integrity and updating permanent.

5. Obtains primary information according to the specifications and criteria set out in the research plan, applying qualitative and/or quantitative research procedures and techniques for data collection.

Assessment Criteria:

a) The techniques and procedures for obtaining primary information in commercial and opinion studies have been identified, in accordance with the objectives set out in the commercial research plan.

b) The essential parameters for judging the reliability and cost-benefit ratio of primary source information collection methods have been defined.

c) The instruments needed to obtain qualitative information, through in-depth interviews, group dynamics, projective techniques, techniques of creativity and/or observation, have been determined by defining their structure and content.

d) The different types of ad hoc surveys for obtaining primary data have been differentiated, analyzing the advantages and disadvantages of the personal survey, by mail, by telephone or through the Internet.

e) The advantages of using computer media have been described, both in personal, telephone or through the web (CAPI, MCAPI, CATI, and CAWI).

f) The most appropriate data collection technique and procedure has been selected based on particular research, time and budget objectives.

g) The questionnaires and the interview or survey guide, necessary to obtain the information, have been designed according to the instructions received, checking the wording, comprehensibility and coherence of the questions, the extension of the questionnaire and the duration of the interview, using the appropriate computer applications.

h) The panels have been described as quantitative primary information collection instruments, analyzing different types of consumer panels, detail panels, and hearing panels.

6. It determines the characteristics and size of the sample of the population under investigation, applying sampling techniques for the selection of the sample.

Assessment Criteria:

a) The different variables that influence the sample size calculation have been identified in a commercial study.

b) The various methods and techniques of sampling, probabilistic and non-probabilistic, applicable for the selection of a representative sample of the population in a commercial investigation, have been characterized, analyzing their advantages and drawbacks.

c) Comparatively probabilistic and non-probabilistic sampling techniques have been analyzed, pointing to their advantages and drawbacks.

d) The simple random sampling development process has been described, analyzing its advantages and the limitations that it entails.

e) The sampling process has been described, applying the different probabilistic, systematic, stratified, cluster or area, polyetapic and random route sampling techniques, analyzing the advantages and disadvantages.

f) The sampling process has been analyzed, applying different techniques of non-probabilistic sampling, for convenience, for trials, for quotas and snowball.

g) The optimal sample size, the characteristics and elements that compose it, and the applicable procedure for obtaining it, have been calculated.

7. Performs the processing and analysis of the data obtained and produces reports with the conclusions, applying statistical analysis techniques and computer tools.

Assessment Criteria:

a) The data obtained in the commercial investigation have been coded, tabulated and graphically represented, according to the specifications received.

b) The most significant data spreading and central trend statistical measures and measures representing the form of the distribution have been calculated.

c) Statistical inference techniques have been applied, to extrapolate the results obtained in the sample to the entire population with a certain degree of confidence and admitting a certain level of sampling error.

d) Confidence intervals and sampling errors have been determined.

e) Spreadsheets have been used for data analysis and calculation of statistical measures.

f) Relevant conclusions have been obtained from the analysis of the information obtained from the commercial research carried out.

g) The data obtained in the research, appropriately organized, have been presented in the form of statistical tables and accompanied by the most appropriate graphical representations.

h) Reports have been produced with the results obtained from statistical analysis and research findings, using computer tools

i) Data and research results have been incorporated into a database in the most appropriate format for the introduction, retrieval and presentation of information with speed and accuracy.

8. Manages relational databases, in accordance with research objectives, by determining the most appropriate formats for the introduction, retrieval, and presentation of information quickly and accurately.

Assessment Criteria:

a) The different elements that make up a database, its characteristics and utilities applicable to commercial research have been identified.

b) A database, relational according to the objectives of the commercial investigation, has been designed.

c) The different types of queries available in a database have been identified, analyzing the functionality of each of them.

d) Advanced data searches and different types of targeted information queries have been performed.

e) The utilities of a database management computing application have been handled to query, process, edit, archive, and maintain the security, integrity, and confidentiality of the information.

f) Different information presentation formats have been designed using the tools available.

g) The data that needs to be presented has been identified, determining the files that contain them, or creating the files that should contain them.

h) The required reports or labels have been created, presenting the requested information in an orderly and synthetic manner in the formats appropriate to their functionality.

i) The required forms have been created for the introduction of data in a custom way or using automated authoring tools.

Duration: 70 hours.

Basic contents:

Analysis of market variables in the business environment:

-The trading system. Controllable and uncontrollable variables.

-Uncontrollable variables: the market and the environment.

-The market: structure and boundaries. Classification of markets on the basis of different criteria.

-Analysis of the elements of the macro-environment: economic, demographic, socio-cultural, technological, environmental and political-legal.

-Analysis of microenvironment factors: competition, distributors, suppliers and institutions.

-Study of consumer behavior. Types of consumers.

-The needs of the consumer. Types and hierarchy of needs.

-Analysis of the final consumer purchase process. Phases and variables.

-Analysis of the industrial consumer purchasing process. Phases and variables.

-Market segmentation: purpose, requirements, and segmentation criteria.

Configuring a marketing information system (SIM):

-The need for information for marketing decision making.

-Types of information. According to their nature, their origin and their availability.

-The Marketing Information System (SIM). Concept and purpose.

-Structure of the SIM. Subsystems that integrate it.

-Commercial research. Concept and purpose.

-Applications for commercial research.

-Ethical aspects of commercial research. The CCI/ESOMAR code.

Elaboration of the Commercial Research Plan:

-The methodological process of commercial research. Phases of the process.

-Identification and definition of the problem to investigate.

-Defining the purpose or purpose of the investigation.

-Determination of research objectives: questions to be investigated or hypotheses to be tested.

-Design of the research and development of the commercial research plan.

-Types of research designs: exploratory, descriptive and experimental studies.

-Budget for a business study.

-Sources of information: internal and external, primary and secondary.

Organization of available secondary information:

-Methods and techniques for obtaining secondary information.

-Search engines and criteria for selecting secondary information sources.

-Obtaining data from online and offline information sources and from internal and external databases.

-Organization of the data obtained.

-Quantitative and qualitative analysis of information.

-Presentation of the data.

Getting primary information:

-Primary source information collection techniques.

-Qualitative research techniques: in-depth interviews, focus group, projective techniques, techniques of creativity and observation.

-Quantitative research techniques: surveys, panels, observation and experimentation.

-Information and communication technologies applied to commercial research: CAPI, MCAPI, CATI and CAWI.

-The questionnaire: methodology for your design.

Determining the characteristics and size of the population sample:

-Basic sampling concepts: population, universe, sample frame, sample units, and sample.

-Sample types: probabilistic and non-probabilistic.

-Phases of a sampling process.

-Random or probabilistic Muestreos: simple random, systematic, stratified, by cluster, by area, and by random route.

-Non-probabilistic muestreos: of convenience, by judgments, by quotas and snowball.

-Factors that influence the size of the sample. Confidence level, sampling error, and others.

-Calculation of sample size.

-Statistical inference.

-Sample and non-sample errors.

-Calculation of the sampling error.

-Point and time estimate. Confidence intervals.

Data processing and statistical analysis:

-Data encoding and tabulation

-Graphical representation of the data.

-Data types: quantitative and qualitative. Analysis techniques.

-descriptive statistics: measures of central tendency, dispersion and shape.

-Linear regression techniques and simple mapping. Adjusting curves.

-Regression and multiple mapping techniques.

-Index numbers.

-Time series. Trend estimation. Time series deflation.

-probabilistic analysis techniques.

-Scenario Contrast.

-Extrapolation of the sample results to the target population of study.

-Trade reporting with the results of the statistical analysis of data and the findings of the investigation.

-Data presentation and statistical attachments: tables, tables, and charts.

Manages relational databases:

-Structure and functions of databases.

-Design a database.

-Advanced data searches.

-Targeted information queries.

-Database maintenance and maintenance.

-Creating and developing forms and reports.

Pedagogical guidelines.

This professional module contains the necessary training to perform the functions of obtaining, processing, analyzing, and presenting the information needed for marketing decision making.

The function of obtaining, treating, analyzing, and presenting information includes aspects such as:

-Analysis of macro and microenvironment factors for companies or organizations.

-Configuring a marketing information system (SIM).

-Design and development of a business research plan.

-Obtaining data or secondary information from different sources of internal and external information.

-Design and selection of the sample, applying different sampling methods.

-Obtaining primary data, applying different techniques and procedures.

-Design of questionnaires for data collection by survey.

-Treatment and analysis of information obtained in a commercial investigation, applying statistical analysis techniques.

-Reporting with the results and conclusions of the research.

-Creating and managing databases.

The professional activities associated with this function apply to:

-Getting relevant and reliable information for decision making.

-The treatment and analysis of the information obtained.

-The development of commercial reports with the results and conclusions of the study conducted.

The formation of the module contributes to achieving the general objectives (d), (e), (o), (p), (q), (r), (s), (t), (u), (v) and (x) of the training cycle, and (d), (l), (m), (n), (n), (o), (p) and (r) 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 macro and microenvironment variables of companies or organizations.

-Market analysis and consumer behavior.

-Analysis of the structure and content of a marketing information system (SIM).

-Analysis of the information collection techniques from primary and secondary sources.

-Elaboration of the work plan for a commercial investigation.

-Obtaining data from secondary information sources.

-Elaboration of survey questionnaires, using computer applications.

-Determining the size and characteristics of a representative sample of the population.

-Obtaining primary information related to business activity.

-Tabulation, data processing and analysis, applying statistical techniques.

-Using IT applications for information processing and analysis.

-Creating and maintaining databases to collect information obtained in commercial research.

-Making business reports, using IT tools.

Professional Module: English.

Equivalence in ECTS credits: 7

Code: 0179

Learning results and evaluation criteria.

1. Recognizes professional and everyday information contained in all types of oral speeches issued by any standard language media, accurately interpreting the content of the message.

Assessment Criteria:

a) The main idea of the message has been identified.

b) The purpose of radio messages and other recorded or retransmitted material in standard language has been recognized by identifying the mood and tone of the speaker.

c) Information has been extracted from standard language recordings, related to social, professional or academic life.

d) The views and attitudes of the speaker have been identified.

e) The main ideas of statements and messages on concrete and abstract topics, in standard language and with a normal rhythm, have been identified.

f) You have understood in detail what you are told in standard language, even in an environment with background noise.

g) The main ideas of lectures, talks and reports, and other forms of linguistically complex academic and professional presentation have been extracted.

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 complex written texts, analyzing its contents in a comprehensive way.

Assessment Criteria:

a) You have read with a high degree of independence, adapting the style and speed of reading to different texts and purposes and using appropriate reference sources selectively.

b) Correspondence relating to your craft has been interpreted, easily capturing the essential meaning.

c) They have been interpreted, in every detail, with extensive and relative complexity, related or not with their specialty, and can reread the most difficult sections of them.

d) The text has been related to the scope of the professional activity to which it refers.

e) The content and importance of news, articles and reports on a wide range of professional issues has been rapidly identified and decided whether deeper analysis is appropriate.

f) Translations of complex texts have been performed using supporting material if necessary.

g) Technical messages received via telematic media have been interpreted: e-mail and fax.

h) Extensive and complex instructions, which are within your craft, have been interpreted.

3. It issues clear and well-structured oral messages, analyzing the content of the situation and adapting to the caller's linguistic record.

Assessment Criteria:

a) The records used for the issue of the message have been identified.

b) It has been expressed fluently, accurately and effectively on a wide range of general, academic, professional or leisure topics, clearly marking the relationship between ideas.

c) It has communicated spontaneously, adopting a level of formality appropriate to the circumstances.

d) Protocol rules have been used in formal and informal presentations.

e) The terminology of the profession has been used correctly.

f) Points of view have been expressed and defended clearly, providing adequate explanations and arguments.

g) A work process for your competence has been described and sequenced.

h) The choice of a given choice or working procedure has been argued in detail.

i) Reformulation of speech or part of speech has been requested when deemed necessary.

4. It draws up documents and reports of professional activity or academic and everyday life, relating language resources to the purpose of writing.

Assessment Criteria:

a) Clear and detailed texts have been drafted on a variety of topics related to their specialty, synthesizing and evaluating information and arguments from various sources.

b) Information has been organized with correction, accuracy and consistency, requesting and/or providing general or detailed information.

c) Reports have been drawn up, highlighting the significant aspects and offering relevant details to serve as a support.

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) Items, instruction manuals, and other written documents have been summarized, using a broad vocabulary to avoid frequent repetition.

g) The courtesy formulas of the document to be elaborated have been used.

5. Applies professional attitudes and behaviors in communication situations, describing the typical relationships and characteristics of the foreign language country.

Assessment Criteria:

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 activity have been identified, in any type of text.

e) The country's own social relationship protocols and standards have been applied.

f) Language markers of regional provenance have been recognized.

Duration: 70 hours.

Basic contents:

Oral message analysis:

-Understanding professional and everyday messages:

● Direct, telephone, radio, recorded messages.

● Specific terminology of professional activity.

● Main and secondary ideas.

● Grammatical resources: verbal times, prepositions, phrasal verbs, locutions, expression of condition and doubt, use of passive voice, relative prayers, indirect style and modal verbs.

● Other linguistic resources: agreements and disagreements, hypotheses and speculations, opinions and advice, persuasion and warning.

● Different oral language accents.

Interpretation of written messages:

-Understanding messages, texts, professional and everyday basic articles:

● Telematic media: fax, e-mail, burofax.

● Specific terminology of the professional activity. "False friends".

● Main and secondary ideas.

● Grammatical resources: verbal times, prepositions, phrasal verbs, I wish + past simple or perfect, I wish + would, If only; use of passive voice, relative prayers, indirect style and modal verbs.

-Logical relationships: opposition, grant, comparison, condition, cause, purpose, and result.

-Temporary relationships: Earlier, later, and concurrency.

Production of oral messages:

-Oral messages:

● Records used in the issue of oral messages.

● Specific terminology of the professional activity. "False friends."

● Grammatical resources: verbal times, prepositions, phrasal verbs, locutions, expression of condition and doubt, use of passive voice, relative prayers, indirect style and modal verbs.

● Other linguistic resources: agreements and disagreements, hypotheses and speculations, opinions and advice, persuasion and warning.

● 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:

● Take, maintain, and release the word shift.

● Support, demonstration of understanding, request for clarification, etc.

● Entonation as a cohesion resource of the oral text: use of intonation patterns.

Issuing written texts:

-Expression and fulfillment of professional and everyday messages and texts:

● Curriculum vitae and telematic media: fax, e-mail and burofax, among others.

● Specific terminology of professional activity.

● Main idea and secondary ideas.

● Grammatical resources: verbal times, prepositions, phrasal verbs, modal verbs, 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:

● Text to the communicative context.

● Type and text format.

● Language variety. Record.

● lexical selection, syntactic structures, and relevant content.

● Start of speech and introduction of the theme. Development and expansion: exemplification, conclusion and/or summary of the discourse.

● 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.

-Recognition of the foreign language to deepen knowledge that is of interest throughout personal and professional life.

-Use of appropriate records according to the context of the communication, the caller, and the intent of the interlocutors.

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. higher 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 the achievement of the general objectives n), (o), (p), (q), (r), (s), (t), (u), (v) and (x) of the training cycle, and (k), (l), (m), (n), (n), (o), (p) and (r) 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: Sales Management Project and Business Spaces.

Equivalence in ECTS credits: 5

Code: 0932

Learning results and evaluation criteria.

1. Identifies needs of the productive sector, relating them to type projects that can satisfy them.

Assessment Criteria:

a) Companies in the sector have been classified for their organizational characteristics and the type of product or service they offer.

b) Type companies have been characterized, indicating the organizational structure and functions of each department.

c) The most demanding needs have been identified for businesses.

d) The foreseeable business opportunities in the sector have been valued.

e) The type of project required to respond to expected demands has been identified.

f) The specific characteristics required in the project have been determined.

g) Tax, labour and risk prevention obligations and their conditions of application have been determined.

h) Possible grants or grants have been identified for the incorporation of the new production or service technologies being proposed.

i) The work script to be followed for project elaboration has been developed.

2. Designs projects related to the competencies expressed in the title, including and developing the phases that compose it.

Assessment Criteria:

a) Information has been collected regarding the aspects to be addressed in the project.

b) The technical feasibility study of the same has been performed.

c) The phases or parts that make up the project and its content have been identified.

d) The objectives that are intended to be achieved have been established, identifying their scope.

e) The material and personal resources required to perform it have been provided.

f) The corresponding economic budget has been made.

g) Financing needs have been identified for the implementation of the project.

h) The documentation required for your design has been defined and elaborated.

i) The aspects that need to be controlled to ensure the quality of the project have been identified.

3. Schedules project execution, determining the intervention plan and associated documentation.

Assessment Criteria:

a) Activities have been sequenced by ordering them based on development needs.

b) The resources and logistics required for each activity have been determined.

c) The permissions and authorization needs to perform the activities have been identified.

(d) The procedures for the performance or performance of the activities have been determined.

e) The risks inherent in the execution have been identified, defining the risk prevention plan and the necessary means and equipment.

f) The allocation of material and human resources and run times has been planned.

g) The economic assessment has been made which gives an answer to the conditions of its implementation.

h) The documentation required for the execution has been defined and elaborated.

4. Defines the procedures for monitoring and control in project execution, justifying the selection of variables and instruments used.

Assessment Criteria:

a) The procedure for evaluating activities or interventions has been defined.

b) Quality indicators have been defined to perform the assessment.

c) The procedure for evaluating incidents that may arise during the performance of the activities, their possible solution and registration has been defined.

d) The procedure has been defined to manage potential changes to resources and activities, including the system of logging them.

e) The documentation required for the evaluation of the activities and the project has been defined and elaborated.

f) The procedure for participation in the assessment of users or clients has been established and the specific documents have been prepared.

g) A system has been established to ensure compliance with the project specification when it exists.

Duration: 25 hours.

Pedagogical guidelines.

This professional module complements the training established for the rest of the professional modules that integrate the title into the context analysis, project design and execution organization functions.

The context analysis function includes the subfunctions of information collection, needs identification, and feasibility study.

The design function of the project aims to establish the general lines to respond to the needs posed by concreting the relevant aspects for its realization. Includes the project definition, intervention planning, and documentation subfunctions.

The execution organization function includes the activities programming, resource management, and intervention monitoring subfunctions.

The professional activities associated with these functions are developed in the commerce and marketing sector.

The formation of the module is related to the overall objectives of the cycle and the professional, personal and social competencies of the title.

The lines of action in the teaching-learning process that enable you to achieve the objectives of the module are related to:

-Running team jobs.

-The responsibility and self-assessment of the work done.

-Autonomy and personal initiative.

-The use of information and communication technologies.

Professional Module: Training and Employment Guidance.

Equivalence in ECTS credits: 5

Code: 0933

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 professional profile of the senior technician in Sales Management and Commercial Spaces 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 top technician in Sales Management and Commercial Spaces 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 benefits of teamwork in work situations related to the profile of the top technician in Sales Management and Commercial Spaces 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 Superior Technician in Sales Management and Commercial Spaces 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 work environments of the top technician in Sales Management and Commercial Spaces.

e) Risk assessment has been determined in the company.

f) Working conditions have been determined for prevention in work environments related to the professional profile of the top technician in Sales Management and Commercial Spaces.

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 top technician in Sales and Space Management Commercial.

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 professional sector of the top technician in Sales Management and Commercial Spaces.

g) An emergency and evacuation plan for a company in the sector has been planned.

7. Applies prevention and protection measures, analyzing risk situations in the top technician's work environment in Sales Management and Commercial Spaces.

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) The basic first aid techniques to be applied at the site of the accident have been identified with 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 career and professional career of the senior technician in Sales Management and Commercial Spaces.

-Analysis of personal interests, skills and motivations for the professional career.

-Identification of training itineraries related to the top technician in Sales Management and Commercial Spaces.

-Definition and analysis of the professional sector of the top technician in Sales Management and Commercial Spaces.

-Job search process in industry companies.

-Learning and employment opportunities in Europe.

-Job search techniques and instruments.

-The decision-making process.

-Managing conflict and workteams:

-Methods for resolving or deleting the conflict. Assessment of the advantages and disadvantages of team work for the effectiveness of the organization.

-Teams in the commerce and marketing 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 top technician in Sales Management and Commercial Spaces.

-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.

-Unemployment-protected situations.

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 psychosocial conditions.

-Specific risks in the commerce and marketing 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 (o), (p), (q), (r), (s), (t), (u), (v), (w) and (x) of the training cycle, and (l), (m), (n), (n), (o), (p), (q) and (r) 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, 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 the evaluation of the risks arising from the activities carried out in its productive sector, and which allows it to collaborate in the definition of a plan of prevention for a small business, as well as in the preparation of the necessary measures for its implementation.

Professional Module: Job Center Training.

Equivalence in ECTS credits: 22

Code: 0934

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 or 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.

● Actitudinal requirements for the prevention of risks in professional activity.

● The actitudinal requirements regarding the quality of the professional activity.

● Relational attitudes to the work team itself and to the hierarchies established in the company.

● The attitudes related to the documentation of the activities carried out in the field of work.

● The training needs for the insertion and reinsertion of work 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. Organizes the implementation of the products/services in the commercial spaces, controlling the promotional actions and the assembly of storefronts.

Assessment Criteria:

a) The breadth and depth of product assortment has been determined to achieve the established business objectives.

b) Products or services have been placed in linear, following criteria of profitability and image.

c) Promotional actions have been implemented at the point of sale, applying appropriate merchandising techniques.

d) The elements that are part of the virtual storefront have been arranged, respecting the physiognomy of the physical storefront and the corporate image of the company.

e) The elements inside and outside of the commercial establishment have been selected to achieve the desired image and objectives.

f) Trade storefront specifications have been defined to attract the potential customer.

g) The storefront assembly has been organized according to the established project and available budget.

4. Participates in the design, application and monitoring of the company's marketing policies, analyzing the information available in the SIM, the information obtained from the sales network and the commercial studies performed.

Assessment Criteria:

a) Commercial studies of interest have been conducted for the company, with a view to its entry into new internal or external markets.

b) The most appropriate form of entry has been selected in a market, analyzing the factors that define the structure of the distribution channels.

c) The most appropriate commercial promotion actions have been selected, analyzing the available commercial communication alternatives.

d) Marketing variables have been analyzed-mix trends and market developments, to improve product or service positioning, customer loyalty and increased sales.

e) Reports have been developed, with the necessary IT tools, about the products or services to match the needs of the clients and the definition of the product policy.

(f) Reports have been produced, with the necessary IT tools, on the appropriate prices of the product or service, analysing costs, competition and commercial strategies in the pricing policy.

g) Reports have been produced, with the necessary IT tools, on the appropriate form and channel of distribution to the product or service for decision making in the distribution policy.

h) Reports have been produced, with the necessary IT tools, on advertising and promotion actions, for decision-making in the communication policy.

i) The marketing plan has been tracked to detect deviations from the defined goals.

5. Collaborates in the launch and implementation of products/services in the market, participating in sales and distribution management through traditional and/or electronic channels.

Assessment Criteria:

a) The information available from the marketing plan, the product or service report, the sales network and the customer data has been organized for the launch and implementation of a product or service on the market.

b) Marketing and promotion actions have been defined to launch and prolong the existence of products and services, reinforcing the brand image in the face of competition.

c) The implementation of the product or service in the sales network has been coordinated by applying the techniques of merchandising and established promotion strategies.

d) Sales of products or services have been carried out, applying appropriate selling and trading techniques.

e) Claims submitted by customers or users have been addressed and resolved.

f) Monitoring processes and after-sales services have been managed according to the criteria set by the company.

g) The Internet has been used as an advertising support for the company and its products.

h) Electronic sales of the products have been made through the virtual store.

6. It defines the business strategies to be followed, managing the sales force and coordinating the sales.

Assessment Criteria:

a) Information has been obtained regarding the sales activities to fix the business plan of the company.

b) Reports have been produced from customer, vendor, competition, product, and other factors to facilitate decision making on business strategies.

c) Data and information obtained have been organized using computer applications that enable the results to be presented in the form of charts and diagrams.

d) New business opportunities have been detected by calculating market rates, trends, and market shares.

e) The human and technical resources needed to develop the sales plan have been organized.

f) The business team has been informed about the strategies, tactics and behaviors to be followed to further the fulfillment of the sales plan objectives.

g) Trading team activity monitoring and control systems have been established.

h) Compliance with the sales team's sales targets and quotas has been monitored to take corrective action.

7. Develops tasks of organization, management and verification in the processes of sourcing and warehousing of goods, ensuring the integrity of the same and the optimization of spaces and means available.

a) The purchase needs of materials and products have been established, avoiding the occurrence of supply problems.

b) Material purchase orders have been made, indicating the time and destination in the warehouse.

c) Suppliers have been selected and purchase conditions have been negotiated.

d) Store stocks have been managed, ensuring their supply and dispatch.

e) Store stocks have been economically valued, applying the most common calculation methods.

f) The warehouse budget has been managed and controlled, identifying deviations from the cost allocation.

g) The processes performed in the warehouse have been monitored, implementing service quality improvement systems and staff training/retraining plans.

h) Appropriate IT tools have been used to manage purchases and product stocks in the warehouse.

8. Participates in the economic and financial management of the company, following the instructions received.

(a) The bodies reporting on the procurement of public grants and grants for the acquisition and renewal of assets have been identified.

(b) The most common financial and credit instruments for the financing of investments have been identified and the acquisition of a loan or loan in a financial institution has been managed.

c) Efforts have been made regarding the payment, collection and financing of the sale of products and services.

d) invoices, receipts and documents for the collection and payment of the products sold or services provided have been prepared and managed, applying the business rules and billing prosecutors.

e) The organization, record, and file tasks of the documentation generated in the enterprise have been developed.

f) The regulations and requirements for the issuance and receipt of electronic invoices have been interpreted and the benefits and benefits of electronic invoicing have been analyzed.

g) Costs have been calculated and the profitability of the investments and the solvency and efficiency of the company has been determined, analysing the available economic data and accounting information.

h) The accounting and tax process of the company has been involved, applying the current trade and tax rules and the principles and rules of the General Accounting Plan.

i) Regular VAT and profit tax declarations have been made, complying with current legislation.

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.
Aula workshop with outer window.

ANNEX III A)

Teacher's specialties with teaching assignment in the professional modules of the training cycle of Superior Technician in Sales Management and Commercial Spaces

	Module	Teacher Speciality
0926. Window dressing and layout	● Business Processes.	● Professional Training Technicians
0927. Product management and promotions at the point of sale.	● Organization and Commercial Management.	● Secondary Teaching Catedratics. ● Secondary Teaching Teachers.
0928. Sales teams organization.	● Organization and Commercial Management.	● Secondary Teaching Catedratics. ● Secondary Teaching Teachers
0929. Selling and trading techniques.	● Organization and Commercial Management.	● Secondary Teaching Catedratics. ● Secondary Teaching Teachers
0930. Marketing policies.	● Organization and Commercial Management.	● Secondary Teaching Catedratics. ● Teachers Secondary Education
0931. Digital Marketing.	● Business Processes.	● Professional Training Technicians.
0625. Storage Logistics.	● Business Processes.	● Professional Training Technicians.
0626. Provisioning Logistics.	● Business Processes.	● Professional Training Technicians.
0623. Business and financial management of the company.	● Organization and Commercial Management.	● Secondary Teaching Catedratics. ● Secondary Teaching Teachers.
1010. Commercial research.	● Organization and Commercial Management.	● Secondary Teaching Catedratics. ● Teachers Secondary Education
0179. English.	● English.	● Secondary school education. ● Secondary Teaching Teachers
0932. Sales management project and business spaces.	● Business Processes.	● Professional Training Technicians
	● Organization and Commercial Management.	● Secondary Teaching Catedratics. ● Secondary Teaching Teachers
0933. 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.	● Organization and Commercial Management.	-Diplomacy in Science Business.
	● Training and Employment Orientation.	-Diplomate in Business Sciences. -Diplomated in Labor Relations. -Diplomated in Social Work. -Diplomated at Social Education. -Diplomat in Management and Public Administration

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	Titulations
0926. Window dressing and design of commercial spaces. 0931. Digital Marketing. 0625. Storage logistics. 0626. Provisioning Logistics. 0932. Sales management project and business spaces.	-Licensed, Engineer, Architect, or corresponding Grade title, or other equivalent titles. - Diplomat, Technical Engineer, Technical Architect or the corresponding Degree degree, or other equivalent titles
0927. Product management and promotions at the point of sale. 0928. Organization of sales teams. 0929. Selling and trading techniques. 0930. Marketing policies. 0623. Economic and financial management of the company. 1010. Commercial investigation. 0179. English. 0933. 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 Superior Technician in Sales Management and Commercial Spaces under the Law Organic 2/2006

included in Formative Cycles set in LOGSE 1/1990	Professional Cycle Modules Training (LOE 2/2006): Sales Management and Commercial
Research.	1010. Business research
policies.	0930. Marketing policies
Logistics.	0625. Storage Logistics
Language. (1)	0179. English.
Training in the Higher Technician title in Commercial Management and Marketing.	0934. Training in job centers

(1) If the foreign language that has been submitted is English.

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
UC0501_3: Set the deployment of commercial spaces. UC0504_3: Organize and monitor the window assembly in the business establishment.	0926. Window dressing and layout.
UC0503_3: Organize and control promotional actions in commercial spaces. UC0502_3: Organize the deployment of products/services on the sales surface.	0927. Product management and promotions at the point of sale
UC1001_3: Manage the sales force and coordinate the business team.	0928. Organization of sales teams
UC0239_2: Perform the sale of products and/or services through the different marketing channels. UC1000_3: Obtain and process information needed for the definition of business strategies and actions.	0929. Sales and negotiation techniques
UC2185_3: Attend in the definition and monitoring of marketing policies and plan.	0930. Marketing policies
UC1014_3: Organize the warehouse according to the expected criteria and activity levels. UC1015_2: Manage and coordinate the warehouse operations.	0625. Storage logistics
UC1003_3: Collaborate in the elaboration of the provisioning plan. UC1004_3: Track and control the program	0626. Provisioning Logistics
UC2183_3: Manage the economic-financial activity of road transport.	0623. Business and financial management of the company
UC0993_3: Prepare the information and instruments needed for market research. UC0997_3: Collaborate in the analysis and procurement of conclusions from market research.	1010. Commercial research

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 Royal Decree 1224/2009, of 17 July, recognition of professional skills acquired by work experience, the professional module will be validated " 0931. Digital marketing ".

ANNEX V B)

Correspondence of professional modules with the competency units for their accreditation

Outmatched Professional Modules

Accreditable Competition
0926. Shop window design and window design.	UC0501_3: Set commercial space deployment. UC0504_3: Organize and monitor window assembly in the business establishment.
0927. Product management and promotions at the point of sale.	UC0503_3: Organize and control promotional actions in commercial spaces. UC0502_3: Organize the deployment of products/services on the sales surface
0928. Sales teams organization.	UC1001_3: Manage the sales force and coordinate the business team
0929. Sales and negotiation techniques.	UC0239_2: Perform the sale of products and/or services through the different marketing channels. UC1000_3: Get and process the information needed for the definition of business strategies and actions
0930. Marketing policies.	UC2185_3: Attend in the definition and tracking of marketing policies and plan
0625. Storage Logistics.	UC1014_3: Organize the warehouse according to the expected criteria and activity levels. UC1015_2: Manage and coordinate operations from the warehouse.
0626. Provisioning Logistics.	UC1003_3: Collaborate in the elaboration of the provisioning plan. UC1004_3: Track and control the program provisioning.
0623. Business and financial management of the company.	UC2183_3: Manage the economic-financial activity of road transport
1010. Commercial research.	UC0993_3: Prepare the information and instruments needed for market research. UC0997_3: Collaborate on the analysis and procurement conclusions from market research