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The Sales Management Diploma is an international program designed with EADA Business School oriented executives like you, who seek advanced knowledge of global sales tools for their teams. With this knowledge, you’ll manage successful groups and handle modern techniques, plus the experience of an international networking.


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POSITION IN RANKINGS

  • # 71 in the world and # 1 in Peru in Executive Education Open, Financial Times 2017.
  • EADA Business School, # 24 among the top 80 business schools in Europe, Financial Times 2015.

See Rankings

AIMED AT

  • Executives with one or more years of experience in managing sales teams in large and medium-sized enterprises.
  • Persons performing tasks related to sales who wish to complement their knowledge

OBJECTIVES

  • Lead the participants to knows, design and implement modern and successful strategies.
  • Plan and develop negotiations with the winning approach.
  • Manage various types of client portfolios

PROFESSORS AND METHOD

This program is developed with a theoretical and practical methodology, which focuses on strengthening your skills in sales management, by classroom case discussion and teamwork. The dynamics of the sessions are flexible and participatory, lead by expert teachers.

FINANCING

Directly with CENTRUM Católica and without interests.

Learn more about financing>

LOCATION

  • CENTRUM Católica Campus  (Lima – Peru)
  • EADA Business School Campus (Barcelona – Spain)

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These are the advantages of taking the Sales Management Diploma with CENTRUM Católica and EADA Business School:

  • Dual Simultaneous International Certification:
    • Sales Management Diploma granted by CENTRUM Catolica Business School
    • Advanced International Programme in Process Management , awarded by EADA Business School
  • You will receive a strong academic and practical training, which will hone your skills in sales management.
  • International Traveling to the EADA Business School of Spain (EADA)
  • You will have the backing of a top school in Latin America and the only one in Peru with academic Triple Crown and EADA Business School ranked in the top 25 of the best business schools in Europe
  • You will be guided by national and international educators of high academic level, proven business experience and great personal qualities.
  • The most modern and comprehensive curricular structure ensures the level of depth you require.
  • You will improve your networking by belonging to this community that brings together the best professionals.
  • You’ll have an email account, access to the Virtual Campus and complementary course material.

The Sales Management Diploma is comprised of three modules, in which basic and advanced concepts in the field are developed. To pass the program, you must successfully complete these courses and present an Applicative Final Paper (TAF): sales plan in a business. With this final work, we evaluate your knowledge of  sales tools applied to a real case.

CENTRUM Católica may make changes in the curricula, or sequence of courses or teachers, according to its policy of continuous improvement. Failure to comply with the required quorum CENTRUM Católica reserves the right to postpone the start of courses and programs.




  • TERM I

    • Sales Strategy, Plans and Indicators

      Sales Area Al finalizar el curso el participante podrá elaborar planes de ventas, diseñar estrategias e indicadores de ventas. Desarrollará análisis de situación, identificando fortalezas, debilidades, oportunidades y amenazas de su operación de ventas, para luego plantear objetivos y diseñar objetivos e indicadores, así como estrategias de ventas para la captación, atención y retención de clientes.

    • Financial Sales Tools

      Sales Area El curso presenta los instrumentos de finanzas que todo directivo de ventas debe saber analizar e interpretar: Estado de ganancias y pérdidas, flujo de caja, presupuestos de ventas y de gastos, costos relevantes para la toma de decisiones. El curso brinda al participante las pautas necesarias para diseñar un sistema de incentivos, desde la fijación de objetivos, el diseño y seguimiento de indicadores, la selección de premios, así como la planificación de eventos ad-hoc.

    • Training and Motivating Sales Representatives

      Sales Area El curso permite al participante identificar necesidades de capacitación en su personal, para luego plantear las estrategias para cerrar las brechas mediante los distintos métodos de entrenamiento. Se analizarán las ventajas y desventajas de cada metodología de capacitación para representantes comerciales, así como el rol formador que debe desempeñar todo líder de un equipo de ventas.

      Al finalizar el curso, el participante tendrá una visión muy humana, no metalizada, de la motivación. Partiendo de metodologías para comprender a los demás, el curso brinda herramientas para trabajar sobre las necesidades, temores y aspiraciones de los representantes comerciales.

  • TERM II

    • Coaching and Presentations for the Sales Force

      Sales Area El curso brinda al participante los lineamientos para desarrollar procesos de mejora en los representantes comerciales a partir de la identificación de las fortalezas de las personas, sobre la base de procesos diálogo y soporte para la reflexión y el autodescubrimiento de cursos de acción para la mejora profesional.

      Con este curso, el participante pueda diseñar y desarrollar presentaciones profesionales a clientes con clara orientación a beneficios, logrando impacto, credibilidad y resaltando las ventajas de sus propuestas.

    • Marketing Sales and Trade Channels – EADA Business School

      Sales Area El objetivo del curso es brindar al participante los instrumentos para diseñar y gestionar adecuadamente canales de distribución, así como las actividades de promoción, exhibición y rotación en el comercio.

      El curso permite al participante conocer los pasos para la implantación de la gestión por categorías, así como evaluar la aplicación de esta en distintos tipos de mercados. Se analizan los beneficios, los costos y los recursos necesarios para la gestión por categorías.

    • B2B Sales

      Sales Area El curso brinda los lineamientos para desarrollar gestión de ventas de empresa a empresa. El participante podrá identificar los diferentes agentes intervinientes y sus roles, así como los enfoques de compra empleados por sus clientes. El curso tiene un fuerte énfasis en el relacionamiento entre cliente y proveedor.

  • TERM III

    • Professional Negotiations

      Sales Area Al finalizar el curso los participantes podrán planificar y desarrollar negociaciones con enfoque ganar-ganar, identificar elementos de valor en una negociación, así como reconocer los diversos estilos empleados por los negociadores.

    • Management of Key Accounts and Customer Loyalty

      Sales Area Al finalizar el curso el participante podrá identificar cuentas claves, así como diseñar estrategias específicas para este importante grupo de clientes. El curso enfatiza la orientación a la venta consultiva con propuestas a la medida del cliente y orientadas netamente a beneficios Así mismo, el curso permite al participante diseñar e implantar procesos de fidelización de clientes, desde el análisis de la información de base de la cartera de clientes, hasta el diseño de acciones transaccionales y relacionales. En el curso los participantes elaborarán un plan de fidelización aplicado a una empresa, basado en la metodología de las cinco pirámides de Cósimo Chiesa de Negri.

One week in Barcelona – Spain, to receive face-to-face classes at EADA Business School.

International travel terms

  • The cost of the program includes classroom classes, business visits outside of Peru and the academic materials of the courses abroad.
  • The cost of the program includes accommodation inside the Campus and food.
  • It does not include the cost of air tickets or accommodation outside the Campus (or consumption in these), nor transport in Barcelona.
  • It does not include the procedures of visa or of expedition or renewal of passport, nor the medical insurance.

The process of admission to the Sales Management Diploma is open throughout the year. Your application is processed in about two weeks, provided you fulfill all documents requested by the Office of Admissions..

Requirements

  • One or more years of experience in executive or corporate positions.

Documents needed to register

  • Complete the registration form: Start Registration
  • Simple copy of the National Identity Document – DNI (both sides), or Foreigner’s Card or Passport, in the case of foreign applicants.
  • Currículum Vite (not documented) and a scanned photo (passport size, resolution not less than 300 dpi, suit and tie, white backing).Download
  • Copy of Degree (Optional). In the case you do not render the degree you will go through and interview.

Documents required for application

Conditions

  • Prices and conditions of the program are subject to variation.
  • The program fee includes:
    • Issuance of Certificate Diploma CENTRUM Catolica EADA Business School
    • Lectures, lodging and meals in EADA in Barcelona.
  • The program cost does not include:
    • Issuance of certificates, transcripts or academic curricula.
    • Airfare, transportation in the city and transfers to and from the airport.

We recommend you process your travel documents to Spain in advance.

Documents reception

Send your documents or request more information:

Isadora Semizo
Telephone:626-7107
E-mail: isemizo@pucp.edu.pe

Lizbeth Alvarado
Telephone: 626-7116
E-mail: ealvaradoa@pucp.edu.pe

Amada Huamán
Telephone: 626-7111
E-mail: ahuamanz@pucp.edu.pe

Achieving studies CENTRUM Católica Graduate Business School is a very important personal decision that involves evaluating, known and accepted, among others, academic, economic, administrative and disciplinary conditions to be met throughout their period of studies, the degree of commitment and dedication necessary to successfully complete this great professional project. That is why, it is necessary to know the content of the following standards as well as take into account its importance, before starting the admission process. With the start of the admissions process, you acknowledge and accept this standard, and that from that moment can not be alleged ignorance of it.

DIRECTOR OF THE PROGRAM

Juan O'Brien

DBA candidate from Maastricht School of Management, The Netherlands, and a PhD candidate in Strategic Business Administration from Pontificia Universidad Católica del Perú. He holds a Master of Philosophy and a Master of Business Administration in General and Strategic Management from Maastricht School of Management, The Netherlands, a Master’s Degree in Strategic Business Administration from Pontificia Universidad Católica del Perú

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