Dive into the exciting world of finance and enjoy important changes to your company" 

Why Study at TECH?

TECH is the world's largest 100% online business school. It is an elite business school, with a model based on the highest academic standards. A world-class centre for intensive managerial skills training.   

TECH is a university at the forefront of technology, and puts all its resources at the student's disposal to help them achieve entrepreneurial success"

At TECH Global University

Innovation

The university offers an online learning model that combines the latest educational technology with the most rigorous teaching methods. A unique method with the highest international recognition that will provide students with the keys to develop in a rapidly-evolving world, where innovation must be every entrepreneur’s focus.

"Microsoft Europe Success Story", for integrating the innovative, interactive multi-video system.  

The Highest Standards

Admissions criteria at TECH are not economic. Students don't need to make a large investment to study at this university. However, in order to obtain a qualification from TECH, the student's intelligence and ability will be tested to their limits. The institution's academic standards are exceptionally high...  

95% of TECH students successfully complete their studies.

Networking

Professionals from countries all over the world attend TECH, allowing students to establish a large network of contacts that may prove useful to them in the future.  

100,000+ executives trained each year, 200+ different nationalities.

Empowerment

Students will grow hand in hand with the best companies and highly regarded and influential professionals. TECH has developed strategic partnerships and a valuable network of contacts with major economic players in 7 continents.  

500+ collaborative agreements with leading companies.

Talent

This program is a unique initiative to allow students to showcase their talent in the business world. An opportunity that will allow them to voice their concerns and share their business vision. 

After completing this program, TECH helps students show the world their talent. 

Multicultural Context

While studying at TECH, students will enjoy a unique experience. Study in a multicultural context. In a program with a global vision, through which students can learn about the operating methods in different parts of the world, and gather the latest information that best adapts to their business idea. 

TECH students represent more than 200 different nationalities.   

Learn with the best

In the classroom, TECH teaching staff discuss how they have achieved success in their companies, working in a real, lively, and dynamic context. Teachers who are fully committed to offering a quality specialization that will allow students to advance in their career and stand out in the business world. 

Teachers representing 20 different nationalities. 

TECH strives for excellence and, to this end, boasts a series of characteristics that make this university unique:   

Analysis

TECH explores the student’s critical side, their ability to question things, their problem-solving skills, as well as their interpersonal skills.  

Academic Excellence

TECH offers students the best online learning methodology. The university combines the Relearning methodology (the most internationally recognized postgraduate learning methodology) with Harvard Business School case studies. A complex balance of traditional and state-of-the-art methods, within the most demanding academic framework.   

TECH is the world’s largest online university. It currently boasts a portfolio of more than 10,000 university postgraduate programs. And in today's new economy, volume + technology = a ground-breaking price. This way, TECH ensures that studying is not as expensive for students as it would be at another university.  

At TECH you will have access to Harvard Business School case studies"  

The MBA in Commercial and Marketing Management (CRO, Chief Revenue Officer) is a tailor-made program that is taught in a 100% online format so that you can choose the time and place that best suits your availability, schedule and interests.  

A program that takes place over 12 months and is intended to be a unique and stimulating experience that lays the foundation for your success as commercial and a marketing executive.  

If you work in sales and marketing, you need to constantly update your knowledge to keep up to date with the main developments in the sector" 

Syllabus

The MBA in Commercial and Marketing Management (CRO, Chief Revenue Officer) at TECH is an intensive program that prepares you to face challenges and business decisions, both on a national and international level. Its content is designed to promote the development of managerial skills that enable more rigorous decision-making in uncertain environments.  

Throughout 1,500 hours of study, you will analyze a multitude of practical cases through individual work, achieving a deep learning that you will be able to transfer to your daily practice. It is, therefore, an authentic immersion in real business situations.  

This Master's Degree deals in depth with different areas of the company and is designed to specialize managers who understand business management and marketing from a strategic and innovative perspective. 

A plan designed for you, focused on improving your career and preparing you to achieve excellence in leadership and business management. A program that understands both yours and your companys needs, through innovative content based on the latest trends, and supported by the best educational methodology and an exceptional faculty, which will provide you with the skills required to creatively and efficiently solve critical situations.  

This program takes place over 12 months and is divided into 4 main blocks: 

Block 1. General Management

Module 1. Management and Leadership

Module 2. Logistics and Economic Management

Module 3. Market Research

Block 2. Commercial and Marketing Management

Module 4. Commercial Management

Module 5. Commercial Structure and Organization

Module 6. Training and Coaching in Sales Networks

Block 3. Marketing Management

Module 7. Strategy in Marketing Management and Operational Marketing

Module 8. International Marketing

Module 9. Digital Marketing

Block 4. Relationship Marketing

Module 10. Customer Relationship Management

Module 11. 1 to 1 Marketing

Where, when, and how it is taught

TECH offers you the possibility of taking this program completely online. During the 12 months of training, you will be able to access all the contents of this program at any time, allowing you to self-manage your study time. 

First Block: General Management

Module 1. Management and Leadership

1.1. General Management 

1.1.1. Integrating Functional Strategies into the Global Business Strategies
1.1.2. Management Policy and Processes
1.1.3. Society and Enterprise

1.2. Strategic Management

1.2.1. Establish the Strategic Position: Mission, Vision and Values
1.2.2. Developing New Businesses
1.2.3. Growth and Consolidation of the Company

1.3. Competitive Strategy 

1.3.1. Market Analysis
1.3.2. Sustainable Competitive Advantage
1.3.3. Return on Investment

1.4. Corporate Strategy

1.4.1. Driving Corporate Strategy
1.4.2. Pacing Corporate Strategy
1.4.3. Framing Corporate Strategy

1.5. Planning and Strategy 

1.5.1. The Relevance of Strategic Direction in the Management Control Process
1.5.2. Analysis of the Environment and the Organization
1.5.3. Lean Management

1.6. Talent Management

1.6.1. Managing Human Capital
1.6.2. Environment, Strategy, and Metrics
1.6.3. Innovation in People Management

1.7. Management and Leadership Development 

1.7.1. Leadership and Leadership Styles
1.7.2. Motivation
1.7.3. Emotional Intelligence
1.7.4. Skills and Abilities of the Leader 2.0
1.7.5. Efficient Meetings

1.8. Change Management 

1.8.1. Performance Analysis
1.8.2. Leading Change. Resistance to Change
1.8.3. Managing Change Processes
1.8.4. Managing Multicultural Teams

Module 2. Logistics and Economic Management 

2.1. Financial Diagnosis

2.1.1. Indicators for Analyzing Financial Statements
2.1.2. Profitability Analysis
2.1.3. Economic and Financial Profitability of a Company

2.2. Economic Analysis of Decisions 

2.2.1. Budget Control
2.2.2. Competitive Analysis. Comparative Analysis
2.2.3. Decision-Making. Business Investment or Divestment

2.3. Investment Valuation and Portfolio Management 

2.3.1. Profitability of Investment Projects and Value Creation
2.3.2. Models for Evaluating Investment Projects
2.3.3. Sensitivity Analysis, Scenario Development, and Decision Trees

2.4. Purchasing Logistics Management

2.4.1. Stocks Management
2.4.2. Warehouse Management
2.4.3. Purchasing and Procurement Management

2.5. Supply Chain Management

2.5.1. Costs and Efficiency of the Operations Chain
2.5.2. Change in Demand Patterns
2.5.3. Change in Operations Strategy

2.6. Logistical Processes

2.6.1. Organization and Management by Processes
2.6.2. Procurement, Production, Distribution
2.6.3. Quality, Quality Costs, and Tools
2.6.4. After-Sales Service

2.7. Logistics and Customers

2.7.1. Demand Analysis and Forecasting
2.7.2. Sales Forecasting and Planning
2.7.3. Collaborative Planning, Forecasting and Replacement

2.8. International Logistics

2.8.1. Customs, Export and Import processes
2.8.2. Methods and Means of International Payment
2.8.3. International Logistics Platforms

Module 3. Market Research

3.1. Fundamentals of Marketing

3.1.1. Main Definitions
3.1.2. Basic Concepts
3.1.3. The Evolution of the Concept of Marketing

3.2. Marketing: From the Idea to the Market 

3.2.1. Concept and Scope of Marketing
3.2.2. Marketing Dimensions
3.2.3. Marketing 3.0

3.3. New Competitive Environment

3.3.1. Technological Innovation and Economic Impact
3.3.2. Knowledge Society
3.3.3. The New Consumer Profile

3.4. Quantitative Research Methods and Techniques

3.4.1. Variables and Measurement Scales
3.4.2. Information Sources
3.4.3. Sampling Techniques
3.4.4. The Treatment and Analysis of Data

3.5. Qualitative Research Methods and Techniques

3.5.1. Direct Techniques: Focus Groups
3.5.2. Anthropological Techniques
3.5.3. Indirect Techniques
3.5.4. The Two Face Mirror and The Delphi Method

3.6. Market Segmentation 

3.6.1. Market Typologies
3.6.2. Concept and Analysis of the Demand
3.6.3. Segmentation and Criteria
3.6.4. Defining the Target Audience

3.7. Types of Buying Behavior

3.7.1. Complex Behavior
3.7.2. Dissonance Reducing Behavior
3.7.3. Variety Seeking Behavior
3.7.4. Habitual Purchasing Behavior

3.8. Marketing Information Systems

3.8.1. Conceptual Approaches to Marketing Information Systems
3.8.2. Data Warehouse and Data Mining
3.8.3. Geographical Information Systems

3.9. Research Project Management

3.9.1. Information Analysis Tools
3.9.2. Developing an Expectation Management Plan
3.9.3. Assessing the Feasibility of Projects

3.10. Marketing Intelligence

3.10.1. Big Data
3.10.2. User Experience
3.10.3. Applying Techniques

Second Block: Commercial Management

Module 4. Commercial Management

4.1. Commercial Negotiation

4.1.1. Emotional Intelligence in Negotiation and Sales
4.1.2. Self-Motivation and Empathy
4.1.3. Developing Negotiation Abilities

4.2. Fundamentals of Commercial Management 

4.2.1. Internal and External Analysis. SWOT Analysis
4.2.2. Sector and Competitive Analysis
4.2.3. CANVAS Model

4.3. Decision-Making in Commercial Management

4.3.1. Commercial Strategy and Competitive Strategy
4.3.2. Decision Making Models
4.3.3. Analytical and Decision-Making Tools

4.4. Sales Network Management

4.4.1. Sales Campaign Planning
4.4.2. Networks Serving Commercial Activity
4.4.3. Salesperson Recruitment and Training Policies
4.4.4. Sales Management

4.5. Implementing the Commercial Function 

4.5.1. Commercial Contract
4.5.2. Controlling Commercial Activity

4.6. Key Account Management

4.6.1. Identifying Key Accounts
4.6.2. Benefits and Risks of the Key Account Manager
4.6.3. Sales and Key Account Management
4.6.4. KAM Strategic Action Phases

4.7. Commercial Forecast

4.7.1. Business Forecast and Sales Forecast
4.7.2. Sales Forecasting Methods
4.7.3. Practical Applications of Sales Forecasting

4.8. Financial and Budgetary Management 

4.8.1. Balanced Scorecard in Marketing
4.8.2. Controlling the Annual Sales Plan
4.8.3. Financial Impact of Strategic Decisions

Module 5. Commercial Structure and Organization

5.1. Commercial Organization 

5.1.1. Introduction to Commercial Organization
5.1.2. Typical Commercial Structures
5.1.3. Delegations Organization
5.1.4. Developing Commercial Organizational Models

5.2. Sales Network Organization

5.2.1. Department Organization Chart
5.2.2. Designing Sales Networks
5.2.3. Multichannel Reality

5.3. Internal Market Analysis 

5.3.1. Service Chain Definition
5.3.2. Quality of Service Analysis
5.3.3. Product Benchmarking
5.3.4. Key Factors in Business Success

5.4. Sales Strategy

5.4.1. Sales Methods
5.4.2. Acquisition Strategies
5.4.3. Service Strategies

5.5. Go-To-Market Strategy

5.5.1. Channel Management
5.5.2. Competitive Advantage
5.5.3. Sales Force

5.6. Sales Campaign Planning

5.6.1. Setting Targets and Quotas
5.6.2. Commercial Productivity
5.6.3. Planning Commercial Activity
5.6.4. Contingency Plan

5.7. Customer Portfolio Organization

5.7.1. Customer Planning
5.7.2. Customer Classification

5.8. Preparing Commercial Areas

5.8.1. Implementing the Visiting Plan
5.8.2. Arranging Visits

5.9. Controlling Commercial Activity

5.9.1. Main Ratios and Control Methods
5.9.2. Supervision Tools
5.9.3. Balanced Scorecard Methodology

5.10. After-Sales Service Organization 

5.10.1. After-Sales Actions
5.10.2. Relationships with the Customer
5.10.3. Self-Analysis and Improvement

Module 6. Training and Coaching in Sales Networks

6.1. Selecting Sales Teams

6.1.1. Recruitment Actions
6.1.2. Salesperson Profiles
6.1.3. Interview
6.1.4. Welcome Plan

6.2. Training High-Level Salespeople

6.2.1. Training Plan
6.2.2. Salesperson Characteristics and Duties
6.2.3. Training and Managing High-Performing Teams

6.3. Personal Coaching and Emotional Intelligence

6.3.1. Emotional Intelligence Applied to Sales Techniques
6.3.2. Assertiveness, Empathy, and Active Listening
6.3.3. Self-Esteem and Emotional Language
6.3.4. Multiple intelligences

6.4. Motivation and Compensation of Sales Networks

6.4.1. Motivation Techniques
6.4.2. Compensation Systems
6.4.3. Incentive and Compensation Systems

6.5. Psychology and Sales Techniques

6.5.1. Notions of Psychology Applied to Sales
6.5.2. Techniques to Improve Verbal and Non-Verbal Communication
6.5.3. Factors that Influence Consumer Behavior

6.6. Development of the Sales Process

6.6.1. Methodology in the Sales Process
6.6.2. Attracting Attention and Argumentation
6.6.3. Objections and Demonstration

6.7. Preparing the Commercial Visit

6.7.1. Studying the Customers File
6.7.2. Setting Customer Sales Targets
6.7.3. Preparing the Interview

6.8. Conducting the Commercial Visit

6.8.1. Customer Presentation
6.8.2. Determining Needs
6.8.3. Argumentation

6.9. Negotiation and Closing the Sale

6.9.1. Negotiation Phases
6.9.2. Negotiation Tactics
6.9.3. Closing and Customer Commitment

6.10. The Loyalty Process

6.10.1. In-depth Knowledge of the Client
6.10.2. The Commercial Process to be Carried Out with the Customer
6.10.3. The Value that the Customer Has for the Company

Third Block: Marketing Management

Module 7. Strategy in Marketing Management and Operational Marketing

7.1. Marketing Management

7.1.1. Positioning and Value Creation
7.1.2. Company's Marketing Orientation and Positioning
7.1.3. Strategic Marketing vs. Operational Marketing
7.1.4. Objectives in Marketing Management
7.1.5. Integrated Marketing Communications

7.2. The Function of Strategic Marketing

7.2.1. Main Marketing Strategies
7.2.2. Segmentation, Targeting and Positioning
7.2.3. Managing Strategic Marketing

7.3. Marketing Strategy Dimensions

7.3.1. Necessary Resources and Investments
7.3.2. Fundamentals of Competitive Advantage
7.3.3. The Company’s Competitive Behavior
7.3.4. Focus Marketing

7.4. New Product Strategy Development

7.4.1. Pricing Policies
7.4.2. Promotion and Merchandising Strategies
7.4.3. Distribution, Expansion, and Intermediation Strategies

7.5. Marketing Mix

7.5.1. The Marketing Value Proposition
7.5.2. Marketing Mix Policies, Strategies and Tactics
7.5.3. Elements of the Marketing Mix
7.5.4. Customer Satisfaction and Marketing Mix

7.6. Product Management 

7.6.1. Consumption Distribution and Product Life Cycle
7.6.2. Obsolescence, Expiration, Periodic Campaigns
7.6.3. Order Management and Inventory Control Ratios

7.7. Pricing Principles

7.7.1. Analysis of the environment
7.7.2. Production Costs and Discount Margins
7.7.3. Final Price and Positioning Map

7.8. Distribution Channel Management

7.8.1. Trade Marketing
7.8.2. Distribution Culture and Competition
7.8.3. Designing and Managing Channels
7.8.4. Functions of Distribution Channels
7.8.5. Route to Market

7.9. Promotion and Sales Channels

7.9.1. Corporate Branding
7.9.2. Advertising
7.9.3. Sales Promotion
7.9.4. Public Relations and Personal Selling
7.9.5. Street Marketing

7.10. Branding

7.10.1. Brand Evolution
7.10.2. Creating and Developing a Successful Brand
7.10.3. Brand Equity
7.10.4. Category Management

7.11. Managing Marketing Groups

7.11.1. Work Teams and Meeting Management
7.11.2. Coaching and Team Management
7.11.3. Managing Equality and Diversity

7.12. Communication and Marketing

7.12.1. Communication Integrated into Marketing
7.12.2. Designing a Marketing Communication Program
7.12.3. Communication Skills and Influence
7.12.4. Barriers to Business Communication

Module 8. International Marketing

8.1. International Market Research

8.1.1. Emerging Markets Marketing

8.1.2. PEST Analysis

8.1.3. What, How and Where to Export
8.1.4. International Marketing Mix Strategies

8.2. International Segmentation

8.2.1. Criteria for Market Segmentation at the International Level
8.2.2. Market Niches
8.2.3. International Segmentation Strategies

8.3. International Positioning

8.3.1. Branding in International Markets
8.3.2. Positioning Strategies in International Markets
8.3.3. Global, Regional and Local Brands

8.4. Product Strategies in International Markets

8.4.1. Product Modification, Adaptation, and Diversification 
8.4.2. Global Standardized Products
8.4.3. The Product Portfolio

8.5. Prices and Exports

8.5.1. Export Prices Calculation
8.5.2. Incoterms
8.5.3. International Price Strategy

8.6. Quality in International Marketing

8.6.1. Quality and International Marketing
8.6.2. Standards and Certifications
8.6.3. CE Marking

8.7. International Promotion

8.7.1. The International Promotion MIX
8.7.3. Advertising and Publicity
8.7.4. International Fairs
8.7.5. Country Branding

8.8. Distribution through International Channels

8.8.1. Channel and Trade Marketing
8.8.2. Export Consortiums
8.8.3. Types of Exports and Foreign Trade

Module 9. Digital Marketing

9.1. Digital Marketing

9.1.1. Integrated Marketing Plan: Conventional and Digital
9.1.2. Strategic Digital Marketing and Decision-Making
9.1.3. CANVAS Model in Digital Marketing 

9.2. Managing Virtual Communities: Community Management

9.2.1. Changes in Communication Paradigms
9.2.2. Marketing Intelligence and Consumers 2.0
9.2.3. Network and Community Management
9.2.4. Social Media Content Management 
9.2.5. Online Communication Marketing 2.0
9.2.6. Monitoring, Analytics and Results in Social Media

9.3. E-Commerce

9.3.1. Logistics and Distribution in E-Commerce
9.3.2. Sales, Payment Methods and Internet Security
9.3.3. Digital Marketing Applied to E-Commerce 
9.3.4. Technological E-Commerce Platforms

9.4. Performance Marketing

9.4.1. Affiliate Marketing
9.4.2. Developing E-Mail Campaigns
9.4.3. Management Tools for Performance Marketing

9.5. Web Analytics and Social Media Intelligence
9.6. Search Engine Marketing (SEM)

9.7. Search Engine Optimization (SEO)

9.7.1. Basic Principles in Search Engine Functionality
9.7.2. Selecting KWs
9.7.3. Basic Elements in a SEO Analysis

Fourth Block: Relationship Marketing

Module 10. Customer Relationship Management 

10.1. Knowing the Market and the Customer

10.1.1. Open Innovation
10.1.2. Competitive Intelligence
10.1.3. Sharing Economy

10.2. CRM and Relational Marketing

10.2.1. Business Philosophy or Strategic Orientation
10.2.2. Customer Identification and Differentiation
10.2.3. The Company and its Stakeholders
10.2.4. Clienteling

10.3. Database Marketing and Customer Relationship Management

10.3.1. Database Marketing Applications
10.3.2. Laws and Regulations
10.3.3. Information Sources, Storage, and Processing

10.4. Consumer Psychology and Behavior

10.4.1. The Study of Consumer Behavior
10.4.2. Internal and External Consumer Factors
10.4.3. Consumer Decision Process
10.4.4. Consumerism, Society, Marketing, and Ethics

10.5. Areas of CRM Management

10.5.1. Customer Service
10.5.2. Managing the Sales Force
10.5.3. Customer Service

10.6. Consumer Centric Marketing

10.6.1. Segmentation
10.6.2. Profitability Analysis
10.6.3. Customer Loyalty Strategies

10.7. CRM Management Techniques

10.7.1. Direct Marketing
10.7.2. Multichannel Integration
10.7.3. Viral Marketing

10.8. Advantages and Risks of Implementing CRM

10.8.1. CRM, Sales and Costs
10.8.2. Customer Satisfaction and Loyalty
10.8.3. Technology Implementation
10.8.4. Strategic and Management Errors

Module 11. 1 to 1 Marketing

11.1. Emotional Intelligence in the Company

11.1.1. Emotional Intelligence and Communication
11.1.2. Assertiveness, Empathy, and Active Listening
11.1.3. Self-Esteem and Emotional Language

11.2. Relational Capital: Co-working

11.2.1. Managing Human Capital
11.2.2. Performance Analysis
11.2.3. Managing Equality and Diversity
11.2.4. Innovation in People Management

11.3. Leadership and Team Management

11.3.1. Leadership and Leadership Styles
11.3.2. Skills and Abilities of the Leader 2.0
11.3.3. Managing Change Processes
11.3.4. Managing Multicultural Teams
11.3.5. Coaching

11.4. Selecting Target Customers (CRM)

11.4.1. Designing an E-CRM
11.4.2. Implications and Limitations of the Personal Data Protection Law
11.4.3. Orientation towards the Consumer
11.4.4. 1 to 1 Planning

11.5. Key Account Management

11.5.1. Identifying Key Accounts
11.5.2. Benefits and Risks of the Key Account Manager
11.5.3. Sales and Key Account Management
11.5.4. KAM Strategic Action Phases

11.6. The Loyalty Process

11.6.1. In-depth Knowledge of the Client
11.6.2. The Commercial Process to be Carried Out with the Customer
11.6.3. The Value that the Customer Has for the Company

A unique, key and decisive experience to boost your professional development and make the definitive leap"