TÍTULO DEL CURSO

GESTIÓN COMERCIAL DE VENTAS (BILINGÜE INGLÉS) AC 2020-2068

4. Commercial management and comercial logistics

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TÍTULO DEL CURSO
UF1723 DIRECCIÓN Y ESTRATEGIAS DE LA ACTIVIDAD E INTERMEDIACIÓN COMERCIAL.

4. COMMERCIAL MANAGEMENT AND COMMERCIAL LOGISTICS

4.1. Strategic sales plan

4.2.- Sales promotion.
4.3.- Logistic planning
4.4.- Product lifecycle control

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 TÍTULO DEL CURSO
UF1723 DIRECCIÓN Y ESTRATEGIAS DE LA ACTIVIDAD E INTERMEDIACIÓN COMERCIAL.

4. COMMERCIAL MANAGEMENT AND COMMERCIAL LOGISTICS

4.1. STRATEGIC SALES PLAN

Strategic sales plan

The determinationof sales quotas is an

informational data for salespeople from the
momento they communicate the goals that the
company expects toreach. These quotas should
be specific, temporary, consistent and flexible

Sales Budget Sales promotion

It is an estimate of sales thar is expected to be A strategic plan (long-term ideas) and an
achieved over a period of time. They can be operational marketing plan (short-term
long-term or short-term actions) will be established
 TÍTULO DEL CURSO
UF1723 DIRECCIÓN Y ESTRATEGIAS DE LA ACTIVIDAD E INTERMEDIACIÓN COMERCIAL.

4. COMMERCIAL MANAGEMENT AND COMMERCIAL

LOGISTICS
4.2.- SALES PROMOTIONS

To develop the sales promotion, a communication

campaign is established that analyzes and concretes
the following points:

- PUBLIC
- COMMUNICATION OBJECTIVES
- MESSAGE
- COMMUNICATION CHANNELS
- BUDGET FOR THE PROMOTION

- Once the aspects of the promotions are defined, a

very importan document is prepared with all of
them, which is the SALES PITCH, which is a spoken
description or talk about a producto or service you
are trying to sell, intended to persude people to
buy it. ACTIVITY. Make a sales pitch for a producto that
your company sells.
 TÍTULO DEL CURSO
UF1723 DIRECCIÓN Y ESTRATEGIAS DE LA ACTIVIDAD E INTERMEDIACIÓN COMERCIAL.

4. COMMERCIAL MANAGEMENT AND COMMERCIAL LOGISTICS

4.3. LOGISTIC PLANNING

At the same time, it is necessary for companies to manage a logistic planning, so that increase in
sales must be accompanied by an improvement in the ability to mange the logistics chain of the
company in order not to generate dissatisfaction in the Client. A very important is managing and
controlling the stock.

✓ Optimal stock. The optimal stock is calculated to have the accurate amount posible to
meet your customer´s demand under moral circumstances. This “optimal” balance of godos
Will also give us the most profitability.
✓ Physical stock
✓ Net Stock. Stock físico – Stock pendiente entrega
✓ Stock available. Stock neto + pedidos de los proveedores que aún no ha llegado al
almacén.
TÍTULO DEL CURSO
UF1723 DIRECCIÓN Y ESTRATEGIAS DE LA ACTIVIDAD E INTERMEDIACIÓN COMERCIAL.

4. COMMERCIAL MANAGEMENT AND COMMERCIAL LOGISTICS

4.4. PRODUCT LIFECYCLE CONTROL

 TÍTULO DEL CURSO
UF1723 DIRECCIÓN Y ESTRATEGIAS DE LA ACTIVIDAD E INTERMEDIACIÓN COMERCIAL.

4. COMMERCIAL MANAGEMENT AND COMMERCIAL LOGISTICS

PRODUCT LIFECYCLE CONTROL

GROWTH. The main feature of this pase is

increased sales. As the producto gets to know,
consumer interest and profits increase. To
consolidate this growth, the company must
increase production to meet demand. At this
INTRO. It is the moment when the product is stage, called take-off, come competing
born and entered the market. At this stage, producto may appear, so it is important to
consumers or potential buyers do not know the diversify the offer with variants and models
producto, even there may not be a specific complementary to the original
need or demand to justify its apperance. As a
result, sales are low and progress slowly thanks
to buyers more predisposed to innovations. To
enhance the introduction of the product it is
necessary to invest in promotion, especially the
one aimed at the niche market that can be
more receptive.
 TÍTULO DEL CURSO
UF1723 DIRECCIÓN Y ESTRATEGIAS DE LA ACTIVIDAD E INTERMEDIACIÓN COMERCIAL.

4. COMMERCIAL MANAGEMENT AND COMMERCIAL LOGISTICS

PRODUCT LIFECYCLE CONTROL

MATURITY. This is the stage where the
maximum production and sales are reached.
Gradually these sales slow down, but the
producto is already consolidated in te market
and the profits are high. However, in some
cases the costs Will have to be reduced to
achieve the same benefits. The promotion
should focus on maintaining market attention
in order to achieve expected sales. At this stage
there are spikes in sales rises and downs, due
to the company´s attemps to retain market DECLINE. It is the last pase of the cycle life
share. (Market durability) because the producto loses its appeal to buyers
and salles plummet. During the decline pase,
you can use pricing strategies before leaving
the producto. It´s time for offers and discounts.