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Programme

Commercial Management and Negotiation in Agrifood Companies

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CONCEPTS
KEY
1
DISTRIBUTION CHANNELS FOR AGRI-FOOD PRODUCTS
2
DESIGN AND MANAGEMENT OF DISTRIBUTION CHANNELS
3
TYPOLOGY OF AGRI-FOOD MARKETS: SOURCE, TARGET, WHOLESALE, RETAIL, OPTIONS AND FUTURES MARKETS
4
CURRENT SITUATION AND PROSPECTS OF FOOD DISTRIBUTION
5
THE POINT OF SALE
6
COMMERCIAL NEGOTIATION WITH CUSTOMERS AND SUPPLIERS
7
SKILLS NEEDED IN THE NEGOTIATION PROCESS
DESCRIPTION

The basic purpose of this course is that participants understand the importance of distribution channels for the success of agri-food companies, and learn about the main concepts, methods and tools for successfully conducting distribution channels.

The training gained with this course aims to enhance the skills needed for participants to adequately develop the professional skills related to the design and management of distribution channels of the agri-food company, either by making and implementing successful business decisions, or by providing advice to decision makers in this area.

Furthermore, the competence of being a good negotiator, and being prepared to perform professionally and with strategic ability; using adequate techniques and tools for efficient management of the negotiation process and achievement of results.
 

Information

OBJECTIVES

  • Analyse and carry out commercial or sales activity while taking into account the distribution channels.

  • Analyse design and management decisions of the distribution channels.

  • Recognise the main decisions relating to the point of sale.

  • Analyse how the negotiation is carried out and use the most appropriate strategies and techniques in each situation.

  • Handle negotiation vocabulary.

FACULTY

MÓDULES

DISTRIBUTION CHANNELS FOR AGRI-FOOD PRODUCTS
DESIGN AND MANAGEMENT OF DISTRIBUTION CHANNELS
TYPOLOGY OF AGRI-FOOD MARKETS: SOURCE, TARGET, WHOLESALE, RETAIL, OPTIONS AND FUTURES MARKETS
CURRENT SITUATION AND PROSPECTS OF FOOD DISTRIBUTION
THE POINT OF SALE
COMMERCIAL NEGOTIATION WITH CUSTOMERS AND SUPPLIERS
SKILLS NEEDED IN THE NEGOTIATION PROCESS
Este curso pertenece al y actualmente no se puede cursar de manera independiente.
Si desea recibir información del Máster al que pertenece o de posibles ediciones del curso a las que se pueda inscribir independientemente puede rellenar el siguiente formulario:
PROG-SM-COMMERCIAL-NEGOTIATION-AGRIFOOD-
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