Syllabus

YEAR 1

SEMESTER 1

CODE

Coef. (a)

ECTS (b)

COURSES

 TUTORIALS

Unit 1: Business environment    

6

Business ethics and corporate social responsibility

-

1

(2)

24h

-

Labour and commercial law

-

1

(2)

24h

-

International business

-

1

(2)

12h

-

Unit 2:Business strategy 

6

Strategic analysis and business models

-

1

(2)

24h

-

Strategic marketing

-

1

(2)

24h

-

Financial reporting

-

1

(2)

12h

-

Unit 3:Human Resources and organisation 

9

Human Resources management

-

1

(3)

24h

-

Organisational behaviour

-

1

(3)

24h

-

Management of information and communication systems

-

1

(3)

24h

-

Unit 4: The founding principles of marketing and sales

9

Financial management of e-projects

-

1

(3)

24h

-

Marketing and sales law

-

1

(3)

24h

-

Analysis of the consumer's behaviour

-

1

(3)

24h

-

BONUS I optional: max +0.25 point on the average)

Sport

-

-

-

-

-

Student commitment

-

-

-

-

-

Innovation

-

-

-

-

-

Soft skills: Languages I

-

-

-

-

-

Soft skills: Personal development I

-

-

-

-

-

TOTAL SEMESTER 1

30

264h

-

 

SEMESTER 2 

CODE

Coef. (a)

ECTS (b)

COURSES

 Tutorials

Unit 5: Pre-specialisation in Commercial Engineering

9

Required skills and qualities to be a good salesman 

-

1

(3)

24h

-

Business strategies and advertising objects 

-

1

(3)

24h

-

Sales techniques 

-

1

(3)

24h

-

Unit 6: Career objectives and research project

21

Methodology of the internship report 

-

1

(5)

6h

-

Oral presentation and argumentation techniques

-

1

(6)

6h

-

Professionalising assignment:

-

2

(10)

-

-

    • Internship or block release training

-

-

-

-

-

    • Internship or block release training report

-

-

-

-

-

BONUS II (optional: max +0.25 point on the average)

Sport

-

-

-

-

-

Student commitment

-

-

-

-

-

Innovation

-

-

-

-

-

Soft skills: Languages I

-

-

-

-

-

Soft skills: Personal development I

-

-

-

-

-

TOTAL SEMESTER 2

30

84h

-

TOTAL FIRST YEAR

60

348h

 

YEAR 2

SEMESTER 3 

CODE

Coef. (a)

ECTS (b)

COURSES

 Tutorials

Unit 7: Commercial tools and founding principles of sales

6

Commercial negotiation

-

1

(2)

24h

-

Sales demonstrations and events in points of sale

-

1

(2)

24h

-

Communication between people and digital communication

-

1

(2)

24h

-

Unit 8: Business relations and customer management

6

Analysis of the customer's behaviour

-

1

(2)

24h

-

Customer relations management  

-

1

(2)

24h

-

The customer and his/her behaviour as a purchaser

-

1

(2)

12h

-

Unit 9: Budgetary tools and commercial function

6

ERP and sales management software package (including budget)

-

1

(2)

24h

-

Sales analysis and forecasting 

-

1

(2)

24h

-

Reporting and sales control

-

1

(2)

12h

-

Unit 10: Management of people and the sales force

6

Sales management and team building

-

1

(2)

12h

-

Business ethics and marketing

-

1

(2)

12h

-

Management of skills and complex commercial situations 

-

1

(2)

24h

-

Unit 11: Sales in an international environment

6

International commercialisation

-

1

(2)

24h

-

International contract law

-

1

(2)

12h

-

Cross-cultural sales and negotiation 

-

1

(2)

24h

-

BONUS III (optional: max +0.25 points on the average)

Sport

-

-

-

-

-

Student commitment

-

-

-

-

-

Innovation

-

-

-

-

-

Soft skills: Languages II

-

-

-

-

-

Soft skills: Personal development I

-

-

-

-

-

TOTAL SEMESTER 3

30

300h

-

 

SEMESTER 4 

CODE

Coef. (a)

ECTS (b)

COURSES

 TUTORIALS

Unit 12: Career objectives and research project II

30

Methodology

-

1

(7,5)

6h

-

Internship battle

-

1

(7,5)

30h

-

Professionalising assignment:

-

2

(15)

-

-

    • Internship or block release training

-

-

-

-

-

    • Final dissertation

-

-

-

-

-

    • Viva of the dissertation

-

-

-

-

-

BONUS IV (optional: max +0.25 points on the average)

Sport

-

-

-

-

-

Student commitment

-

-

-

-

-

Innovation

-

-

-

-

-

Soft skills: Languages II

-

-

-

-

-

Soft skills: Personal development I

-

-

-

-

-

TOTAL SEMESTER 4

30

36h

-

TOTAL SECOND YEAR

60

336h


NOTA BENE :

(a)The "Coef. column": Averages (Units, Semesters, Years) are calculated based on the indicated coefficients.

(b)"ECTS" column: The ECTS credits indicated in parentheses only apply to students in outgoing or incoming mobility (Erasmus or other international partnership programmes). For students who are properly registered to a course leading to a qualification, the ECTS credits are attributed in the Units.

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