• You will design Corporate Social Responsibility (CSR) strategies that strengthen the company’s reputation and brand value. • You will implement diversity and equality policies in human resources management, fostering an inclusive environment. • You will analyze balance sheets and income statements to inform strategic financial decisions. • You will formulate investment and business management strategies based on a rigorous analysis of annual financial statements. • You will design and execute procurement processes that incorporate responsibility and sustainability criteria. • You will manage customer relationships using advanced techniques, ensuring customer loyalty and optimizing the customer experience. • You will optimize the supply chain and logistics operations to maximize efficiency and business impact. • You will adopt a comprehensive perspective on business management to make strategic decisions that drive sustainability.
Methodology
At Educa PHAROS, we use a highly practical methodology focused on the direct application of knowledge in the student’s professional environment, combining theoretical content with real-world cases, digital tools, and support from a team of specialized instructors.
Program
Introduction
Internal Policies and Systematization
Notable Initiatives
Information and Negotiation
Risk Assessment
Diversity and Equality
Harassment
Vulnerable Groups and Social Exclusion
Disability
Communication and Language
Recruitment and Hiring
Work-Life Balance
Skills Development
Performance Evaluation
Occupational Safety and Health
Social Benefits
Healthy Workplace
Volunteering
Family-owned business
Awareness
Accounting Logic
The Balance Sheet
The Journal and the General Ledger
Accounting Principles
The Most Common Balance Sheet Accounts (I)
The Most Common Balance Sheet Accounts (II)
Revenue and Expenses
The Income Statement
The Most Common Accounting Entries for Revenue and Expenses (I)
The Most Common Accounting Entries for Revenue and Expenses (II)
The Cash Flow Statement
Analysis of Changes in the Balance Sheet
Strategy for Ensuring Liquidity
Strategy for Ensuring Solvency
Leverage and Financial Return
Analysis Using Economic and Financial Ratios
The Financial System
Financial Mathematics
Investment Decisions. Net Present Value (NPV)
Investment Decisions. The IRR
Fundamentals, Terms, and Related Aspects of Purchasing and Procurement
Structure and Organization in Purchasing and Procurement Management
Processes in Purchasing and Procurement Management
Regulations and Codes for Purchasing and Procurement Management
Risks Associated with Purchasing and Procurement
Supplier Management and Relationship Management
Designing Frameworks for Supplier Engagement and Dialogue
Supply Chain
Responsible and Sustainable Supply Chain Management
Outsourcing of Suppliers and Basic Provisions of Model Legislation
Purchasing and Procurement Management as a Business Function
The Sustainable Procurement Management System According to ISO 20400:2017 (I)
The Sustainable Procurement Management System According to ISO 20400:2017 (II)
The Impact of Purchasing on the Sustainable Development Goals
Procurement Management in ISO 26000:2010 Guidance on Social Responsibility
Traditional Procurement Management
Current Procurement Management
Responsible and Sustainable Shopping
Types of Responsible and Sustainable Purchasing
Sustainable Public Procurement
Structure of the Business Environment
Business Models and Formats
Developments and Trends in Marketing and Commercial Distribution. Sources of Information and Market Updates
Organizational Structure and Business Processes at the Company
Positioning and brand image of the product, service, and retail locations
General Regulations on Trade
Consumer Rights
The Professional Salesperson
Organizing the Work of a Professional Salesperson
Using task management and visit scheduling tools
Motivating and leading sales teams.
Management and Leadership Styles.
The Roles of a Leader.
Motivating and Reinvigorating the Sales Team.
The Leader as Mentor.
Types of sales.
Stages of the sales process.
Preparing for the sale.
Customer Engagement.
Product/Service Analysis.
The sales pitch.
Presentation and demonstration of the product/service.
Demonstrations in front of a large number of customers.
Ways to promote to distributors, intermediaries, and retailers:
- Types of incentives and promotions for distributors and consumers.
Special promotions.
Types of marketing and promotional activities by point of sale.
Direct marketing activities:
- Features and capabilities.
- Evaluation and classification criteria for potential customers.
- Data protection laws.
Online promotional activities:
- The Internet as a channel for corporate information and communication.
- Online promotional tools, websites, and web designs for promoting virtual spaces.
Effectiveness and Efficiency of Promotional Activities:
- The concepts of effectiveness and efficiency.
- Metrics for evaluating the effectiveness and efficiency of marketing and promotional activities.
Economic and financial indicators and ratios for evaluating real estate developments:
- gross margin.
- trademark fee.
- average inventory.
- inventory turnover.
- gross return.
Applications for calculating and analyzing deviations in promotional campaigns.
Project and task management applications and spreadsheets.
- Timeline for product promotion and rollout.
Sales Promotion Tracking Reports:
- Results.
- Corrective actions for deviations.
Introduction. Concepts and Scope. The Customer as a Stakeholder
New Paradigms in CSR
Internal Policies and Risk Assessment
Customers in Standards and Systems
Areas of Focus and Best Practices
Quality Management
Quality Management Processes
Quality Management Models
Safe, healthy, tailored, and inclusive products and services
Responsible Information and Communication
Reasons for and Scope of Dialogue with Clients, Users, and Consumers
Tools for Engaging with Clients, Users, and Consumers
The concept of customer experience and its relationship to CSR
Methodologies for Implementing the Customer Experience
Best Practices and Client-Specific Programs
From Mindful Consumption to Responsible Consumption
Sharing Economy
Sustainable Cities: The Circular Economy and Urban Renaturalization
Sustainable Cities: Sustainable Mobility
Sustainable Construction
Concept and Context of Operations Management
Evolution of the Operations Department
Operational Planning and Business Planning
The Operations Division and the Operations Subsystem
Objectives of the Operations Department
Types of Trading Strategies
Strategic Operations Plan
Demand Forecasting and the Time Dimension
The Product Life Cycle
Types of Demand Forecasts
Objectives and Stages of Demand Forecasting
Forecasting Methods
Organizational Structure of Production
Types of Production Models
Process-Oriented Production
Product-Oriented Production
Made-to-Order Production
Single-Plant and Multi-Plant Production
Effective Design
New Product Design and Development
Online Configuration Processes
Job-Shop Setup Processes
Continuous Configuration Processes
Technology
Independent Demand Inventories
Dependent Demand Inventory (MRP)
Just-in-Time Systems
Operations Management and the Supply Chain
Strategic Vision for the Supply Chain
Introduction to Project Management
Project Management
Skills, Competencies, and Knowledge for Project Management
Concepts and Organization in Project Management
Initiation, Planning, Execution, Monitoring and Control, and Closure Processes: Interaction
Introduction to Logistics
The flow of goods and services
Customer Service and Logistics
Logistics, Integration, and Strategy
The Logistics System
Internationalization of the Company
Optimizing the Flow of Goods and Services
Logistics Documentation
The Warehouse in the Logistics Chain: Introduction
Warehouse Functions
Main Areas of the Warehouse
Types of Warehouses
Commercial Storage Systems
Supply Chain Logistics
The Procurement Process
Procurement Methods
Goods: Characteristics
Standard Packaging Sizes
Picking, Sorting, and Handling of Goods
Preparing the Transportation Plan
Planning the Route and the Activity
Traffic Restrictions
Loading and Unloading Equipment for Freight Vehicles
Calculation of the payload of a vehicle or a fleet of vehicles; calculation of the usable volume
Types of Packaging and Load Supports
Main types of cargo requiring stowage; wedging and stowage techniques; use of lashing straps; inspection of lashing devices
Use of handling equipment; covering and uncovering
International Transportation Operations
Regulatory Framework for International Transportation
Obligations under the CMR Convention
Transportation to Third Countries
International Transportation Services
Bilateral and Multilateral Agreements and Treaties
Transportation Operator
Travel Agencies: Tourist and Charter Transportation
International Transport Permits
The Contract of Carriage. Rights and Responsibilities of the Parties. The CMR Convention
Customs Clearance
International Transportation Documents
Introduction
Historical Overview
Benefits of International Trade
International Trade Transactions
Components of International Trade
Introduction
Sole Proprietorships and the Conduct of Business in Europe and Spain
The Social Entrepreneur
Companies in Spain and Abroad
Cooperation and Collaboration Among Companies
Issues in Community Law
International organizations
The specialized agencies of the United Nations
Regional International Organizations
General Regulatory Framework for Foreign Trade in Spain
Impact of European Union Regulations
Multilateral Trade Policy
International Hiring
Principles of International Contracts
Concept, Elements, and Classification of International Contracts
Formation of the Contract
Contract Compliance
Contractual Provisions
Introduction
Law Applicable to International Contracts
The 1980 Rome Convention and the Rome I Regulation
The Law Governing International Contracts Under the Rome I Regulation
Effect of Mandatory Rules
International Sales
EU Freedoms: The Free Movement of Goods
Lex Mercatoria
The 1980 Vienna Convention as Applied to International Sales
INCOTERMS
Industrial Property
Intellectual Property
Unfair Competition
Antitrust Law
Commercial Brokerage Contracts
International Transportation
Financing Agreements
Insurance Contracts
Introduction
Business Factors That Influence the Choice of Payment Method
The Check
Bank Transfers
Documentary Payment Order
Documentary Credits
Documentary remittance
Disputes in the Field of International Trade
State-Administered Roads
International Arbitration
Compatibility Between Arbitration and Court Proceedings
Introduction
Quality Policy
Conducting a Context Analysis
Processes and Procedures
Risk Identification
Definition of Responsibilities and Objectives
Establishment of Plans and Programs
Human Resources Management
Materials Management
Management of External Resources (Suppliers)
External Resource Management (Purchasing)
Information Management
Communication Management
Design, Product, and Service Planning
Design, Product, and Service Control
Management of Non-Compliance and Correction
Internal Control Mechanisms: Report
Control Mechanisms: Audits
Management Review
External certification.
The Concept and Content of Marketing. The Origin and Evolution of the Concept.
The Role of Marketing in Business and the Economy.
Types of marketing: strategic marketing and operational marketing. Internal and external marketing. Relationship marketing. Emotional marketing. Social marketing. Political marketing. Services marketing.
The marketing mix: The product. The price. Distribution. Communication.
Marketing in Business Management.
Focus of the company's business activities: On the product. On sales. On the consumer. On the competition. On the market.
Organization of a company's marketing department based on various criteria. Structure and organizational charts.
Current trends in marketing. Application of new technologies. Internet marketing.
The concept of the market, its functions, and its limitations.
Market classifications.
Market Structure.
The environment: microenvironment and macroenvironment.
Market Segmentation.
The study of consumer behavior: needs and desires. Reasons for purchasing. Types of consumers. End consumers and industrial consumers.
The end consumer's purchase decision-making process: stages of the process and factors that influence it. Information search. Post-purchase satisfaction.
Internal determinants of purchasing behavior: motivations, perception, learning, and experience. Personal characteristics. Attitudes.
External determinants of behavior: environment, culture and social values, social class, social groups, family, and personal influences.
Purchasing and consumption situations.
The industrial consumer's purchasing decision-making process.
A company's need for information.
The Concept of Market Research.
The Marketing Information System.
The Phases of Market Research.
Sources of information.
Research Techniques.
Data processing and analysis.
Preparation and presentation of results.
The concept of a product.
The Product as a Marketing Strategy.
Product Classification.
Product dimensions.
The brand.
The product life cycle.
Product Policy Strategies.
Product pricing as a marketing tool.
Objectives of the pricing policy.
Factors that influence a product's price: legal regulations, company objectives, costs, suppliers, intermediaries, and the product life cycle.
The Market and Competition. The Elasticity of Demand.
Components of the price of a product or service. Costs and margins. Manufacturing and distribution costs. Gross and net profit margins.
Cost-based pricing methods. Break-even analysis. Calculating fixed and variable costs. Calculating the selling price: cost plus margins.
Pricing methods: competition-based and market-demand-based.
Pricing Strategies: Strategies for product lines. Strategies for new products. Differentiated pricing strategies. Psychological pricing strategies. Geographic pricing strategies. Differential strategies. Competitive strategies.
Calculating the costs and selling price of the product using a spreadsheet.
Commercial distribution as a marketing tool.
Objectives of the distribution policy.
Distribution channels.
Commercial Intermediaries: Functions and Types of Intermediaries.
The different sales methods.
Factors that influence the choice of distribution method and channel.
Commercial Distribution Channels.
Forms of commercial intermediation.
Distribution Strategies.
Distribution costs.
Communication as a Marketing Tool.
The Business Communication Process: Basic Elements.
The Communication Mix: Types and Forms.
Objectives of Communication Policies.
Advertising: Objectives. Legal Regulations. Types of Advertising. The Advertising Message. Advertising Media and Channels. The Advertising Campaign.
Advertising agencies.
The Product Briefing: Objectives and Purpose. Structure of the Briefing and the Information It Contains.
Advertising effectiveness.
Public Relations: Objectives. Public Relations Techniques. Sponsorship and Patronage. Organization of Trade Shows and Marketing Events.
Sales Promotion: Objectives. Promotional Tools. Promotional Activities for New Product Launches.
Personal Selling: Distinctive Characteristics. Objectives.
Direct Marketing: Objectives and Methods. Telemarketing. Mailings.
Marketing Planning: Purpose and Objectives.
Features and Uses of the Marketing Plan.
Structure of the Marketing Plan. Stages of Its Development.
Situation Analysis: Internal and External Analysis. SWOT Analysis.
Preparing sales forecasts.
Setting the objectives to be achieved.
Definition of the actions and policies of the marketing mix.
Budget. Human, financial, and time resources.
Implementation of the marketing plan.
Monitoring the implementation of the marketing plan's policies.
Educa PHAROS is a training solution for businesses that centralizes learning, simplifies user management, and allows you to track progress through dashboards and reports.
It is designed for organizations that want to develop internal skills, standardize role-based training, and have traceability and learning metrics.
It includes learning paths by profile, user and permission management, progress reports, certification, and access to masterclasses or live sessions (depending on the plan).
It is based on best practices in security, access control, learning traceability, and implementation support. Customize this text according to your commitments (SLA, compliance, etc.).
Educa PHAROS is a next-generation training model that places a company’s human capital at the forefront. Through a platform that adapts to each company’s corporate identity and offers a total of more than 900 courses, it provides tailored training for each organization. The unlimited flat-rate plan provides each company with the number of courses that best suits its needs, as well as the ability to determine which employees will have access.
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Leadership and Management 
Spanish 
Credits: 60 ECTS
Industry, Energy, and the Environment 
English
60 ECTS