Thanks to this exclusive Hybrid Master's Degree, you will be able to manage the various hotel operations with maximum efficiency”

Effective management of a tourism establishment requires in-depth knowledge of the field of MBA in Hotel Management, as well as leadership and strategic decision-making skills. Added to this is the fierce competition in the hotel industry, with the proliferation of options for customers and the growing demand for unique experiences. In this context, managers need to adapt with immediacy to changing market trends, while developing innovative strategies to attract and retain customers. 

For this reason, TECH presents a revolutionary Hybrid Master's Degree MBA in Hotel Management. Its objective is to provide specialists with the best practices and strategies in this field, focused on maximizing customer satisfaction, optimizing profitability and creating value for stakeholders. The academic itinerary will delve into issues ranging from distribution channels or tourism quality to commercial management. Likewise, the syllabus will offer students advanced techniques to evaluate the degree of customer satisfaction and use this information to optimize hotel services.

As regards the methodology of this university program, it consists of two parts. The first stage is theoretical and is taught in a convenient 100% online format, allowing students to plan their own schedules. Afterwards, the graduates will carry out a practical internship in a prestigious entity related to the tourism industry. In this way, students will be able to put into practice everything they have learned and perfect their skills. In addition, they will be accompanied at all times by a specialist with extensive experience in MBA in Hotel Management. Undoubtedly, a highly intense academic experience that will raise the professional horizons of hotel managers.

Through this university degree, you will execute advanced marketing and sales strategies to increase hotel revenue”

This Hybrid Master's Degree in MBA in Hotel Management contains the most complete and up-to-date program on the market. The most important features include: 

• More than 100 practical cases presented by professionals in Hotel Management the field
• Its graphic, schematic and practical contents provide essential information on those disciplines that are indispensable for professional practice
• Emphasis on the most innovative techniques in leadership and management of hotel and restaurant companies
• In-depth knowledge of current tourism legislation
• All of this will be complemented by theoretical lessons, questions to the expert, debate forums on controversial topics, and individual reflection assignments
• Interactive learning system based on algorithms for decision making on the practical cases presented
• Content that is accessible from any fixed or portable device with an Internet connection
• Furthermore, you will be able to carry out an internship in one of the best companies

TECH puts at your fingertips multimedia pills, essential readings and case studies that you can access 24 hours a day, from any electronic device with Internet access"

In this proposal for a Hybrid Master's Degree, of a professionalizing nature and blended learning modality, the program is aimed at updating Management and Administration professionals who carry out their functions in tourism establishments and who require a high level of qualification. The contents are based on the latest scientific evidence, and oriented in a didactic way to integrate theoretical knowledge into managerial practice, and the theoretical-practical elements will facilitate the updating of knowledge and allow for strategic decision-making.

Thanks to its multimedia content elaborated with the latest educational technology, they will allow the MBA in Hotel Management professional a situated and contextual learning, that is to say, a simulated environment that will provide an immersive learning programmed to specialize in real situations. The design of this program is based on Problem-Based Learning, by means of which the student must try to solve the different professional practice situations that arise during the program. For this purpose, the students will be assisted by an innovative interactive video system created by renowned and experienced experts.

You will broaden your your knowledge through real cases and the resolution of complex situations in simulated learning environments"

A university program that provides you with a first practical experience alongside excellent professionals with extensive experience in MBA in Hotel Management"

The teaching materials that make up this Hybrid Master's Degree in MBA in Hotel Management have been designed by experts in this field, so they are fully applicable to the demands of today's labor market. Therefore, students will be able to broaden their knowledge in areas such as Commercial Management and Marketing, Quality Management in Tourism and Accounting. Graduates will also develop advanced leadership, logistics and conflict resolution skills. It should be noted that the program will have multimedia resources in different formats, which will allow students to reinforce the key concepts of the syllabus in an entertaining and dynamic way. These tools include interactive summaries, case studies, explanatory videos and specialized readings. 

A team of professionals with extensive experience in MBA in Hotel Management will provide you with a practical learning experience that will allow you to significantly raise your professional horizons"

Module 1. Structure of Tourism Markets

1.1. Introduction to Tourism

1.1.1. Definition of Tourism, Origin and Evolution
1.1.2. Tourism Definitions
1.1.3. Types of Tourism
1.1.4. Tourism Product Life Cycle
1.1.5. Hotel and Tourism Management

1.2. Tourism Over Time

1.2.1. History of Tourism up to the 20th Century
1.2.2. Contemporary Tourism (20th and 21st Centuries)

1.3. Tourism Planning

1.3.1. The Planning Process for Tourist Sites
1.3.2. Tourism Planning Tools: The Tourism Development Plan (TDP)
1.3.3. Sustainability as Tourism Planning Criteria

1.4. Economics of Tourism

1.4.1. The Tourism Production Process
1.4.2. The Importance of the Economic Effects of Tourism
1.4.3. Tourism Balance of Payments

1.5. Tourist Arrivals and Departures

1.5.1. International Tourist Arrivals and Departures
1.5.2. Tourist Destinations and Issuing Markets

1.6. Demand for Tourism

1.6.1. Calculating Tourism Demand
1.6.2. Inbound Tourism
1.6.3. Outbound Tourism
1.6.4. Factors Conditioning Tourist Demand
1.6.5. Seasonality of Demand
1.6.6. Trends in Tourism Demand

1.7. The Tourist Offer

1.7.1. Analyzing Tourism Supply
1.7.2. Tourism Resource Supply: Natural and Cultural
1.7.3. Tourism Supply Related to Technological Innovations: New Business Models
1.7.4. MBA in Hotel Management applied to the Tourism Offering

1.8. The Company in the Tourism Industry

1.8.1. Concept of the Tourist Company
1.8.2. Types of Tourist Companies
1.8.3. The Tourism Business Environment

1.9. Introduction to the Main Tourism Sub-sectors

1.9.1. Hotel Sector
1.9.2. Catering Sector
1.9.3. Travel Agencies and Tour Operators
1.9.4. Air Transportation
1.9.5. Complementary Services

1.10. Market Structures in Tourism

1.10.1. Structure of the World Tourism Market: Globalization
1.10.2. Structure of the International Tourism Market
1.10.3. Structure of the National Tourism Market
1.10.4. Structure of the Regional Tourism Market

Module 2. Tourism Distribution Channels

2.1. Tourist Distribution

2.1.1. Specificity of the Tourism Sector
2.1.2. The Prosumer
2.1.3. Factors in Today's Tourism Distribution: The Forces of Competition

2.2. Introduction to Tourism Distribution

2.2.1. Tourism Marketing: Commercial Intermediaries
2.2.2. The Distribution System of the Tourism Sector
2.2.3. Roles of Intermediaries in the Tourism Distribution System

2.3. Distribution Channels in the Tourism Sector

2.3.1. Nature of Distribution Channels
2.3.2. Functions of Distribution Channels
2.3.3. Distribution Channels Selection Criteria
2.3.4. Types of Intermediaries in the Tourism Sector

2.4. Commercial Intermediaries

2.4.1. Travel Agencies in Tourism Distribution
2.4.2. Typology of Travel Agencies
2.4.3. Changes in the Positioning of Travel Agencies

2.5. Tour Operators in Tourism Distribution

2.5.1. Tour Operator Role in Tourism Distribution
2.5.2. Types of Tour Operators
2.5.3. Current Situation

2.6. GDS and CRS in Tourism Distribution

2.6.1. The Role of GDS and CRS in Tourism Distribution
2.6.2. SPMs as a Paradigm of the Current Situation

2.7. Reservation Centers in Tourism Distribution

2.7.1. The Role of Reservation Centers in Tourism Distribution
2.7.2. Typology of Reservation Centers
2.7.3. Current Situation

2.8. Tourism Intermediation Today

2.8.1. The Impact of e-commerce on the Structure of the Tourism Industry
2.8.2. Impact of New Technologies on Tourism Providers
2.8.3. Tourism Intermediaries: Challenges and Strategies in the Face of E-Commerce
2.8.4. The Tourism Consumer and E-Commerce

2.9. Integration in Tourism Distribution

2.9.1. Modalities in Business Integration
2.9.2. Vertical Integration in the Tourism Sector
2.9.3. Horizontal Integration in the Tourism Sector

2.10. Strategies in the Intermediation of Leisure-Tourism Services 

2.10.1. Strategic Variables: Supplier and Customer Orientation
2.10.2. Supplier Orientation
2.10.3. Customer Orientation

Module 3. Hotel Management and Catering

3.1. Housing Yesterday and Today

3.1.1. Ancient History
3.1.2. From the Middle Ages to the 19th Century
3.1.3. The Hotel Industry Today

3.2. Tourist Accommodations

3.2.1. Concept and Types of Tourist Accommodation
3.2.2. Non-hotel Establishments
3.2.3. Hotel Establishments
3.2.4. Spanish Hotel Classification System
3.2.5. European Hotel Classification System

3.3. Structure of Hotel Companies

3.3.1. Hotel Organization Chart
3.3.2. Hotel Typology
3.3.3. Hotel Chains
3.3.4. Basic Hotel Management Operations
3.3.5. Departmental Analysis of the Hotel

3.4. Reception, Flooring and Maintenance Departments

3.4.1. Reception and Concierge Departments
3.4.2. Flooring and Laundry Departments
3.4.3. Maintenance Department

3.5. Commercial Management

3.5.1. Commercial Department
3.5.2. Communication Department
3.5.3. Revenue Management
3.5.4. Technology Applied to Accommodation Companies

3.6. Administration and Accounting Department

3.6.1. Budgeting and Budget Control
3.6.2. Investment Analysis
3.6.3. Hotel Ratings

3.7. Catering Department within the Tourist Accommodation

3.7.1. Restaurant, Kitchen and Company Store
3.7.2. Gastronomy and Oenology
3.7.3. Supply and Storage
3.7.4. Kitchen Organization and Service
3.7.5. Conference Room Organization and Service

3.8. Catering Companies

3.8.1. Definition and Types of Catering Businesses
3.8.2. Product and Facilities of Catering Companies
3.8.3. Restoration Costs
3.8.4. The Actual or Physical and Financing Subsystems in the Catering Companies
3.8.5. Company Management

3.9. Catering Services

3.9.1. Restaurant Service Basics
3.9.2. Relationship Between Market, Concept and Menu
3.9.3. Commercial Concepts of Restaurant Service
3.9.4. Commercial Restaurants within Other Businesses

3.10. Sales and Meeting Planning in the Foodservice Industry

3.10.1. Marketing
3.10.2. Group Sales
3.10.3. Group Service: Catering/Banquets
3.10.4. Individual Sales
3.10.5. Catering Trends and Personnel Management

Module 4. Quality Management and Innovation in Tourism

4.1. Service and Quality Management

4.1.1. Quality of Service
4.1.2. Characteristics and Dimensions of Service Quality
4.1.3. Quality from the Customers' Perspective. Quality Levels

4.2. Tourism Quality Management

4.2.1. Quality Management Basics
4.2.2. Quality Management Systems
4.2.3. Quality as a Management Tool
4.2.4. Quality Management Systems
4.2.5. Total Quality Management Systems
4.2.6. National and International Quality Standards

4.3. Introduction to Quality: Concepts and Evolution

4.3.1. Service Quality in the Tourism Sector
4.3.2. Quality Concepts
4.3.3. Evolution of the Concept of Quality
4.3.4. Dimensions and Principles of the Concept of Quality
4.3.5. The Quality Process for Internal and External Customers

4.4. Main Quality Theories

4.4.1. Theories of Quality Applied to the Tourism Sector
4.4.2. Total Quality Management (Deming)
4.4.3. Total Quality Management (Juran)
4.4.4. Total Quality Management (Crosby)
4.4.5. Total Quality Management (Feigenbaum)
4.4.6. Total Quality Management (Ishikawa)
4.4.7. Total Quality Management (Taguchi)
4.4.8. Total Quality Management (TQM) Applied to the Tourism Sector

4.5. Quality Costs in Tourism Companies

4.5.1. Concept and Classification of Costs Associated with Quality
4.5.2. Costs Arising from Failures
4.5.3. Reversal of Preventive Activities
4.5.4. Costs Generated by Monitoring and Evaluations
4.5.5. Costs Generated by Monitoring and Evaluations
4.5.6. The Importance of the Management of Costs Derived from Quality in the Tourist Industry

4.6. Analysis, Diagnosis, Planning and Quality Control in the Tourism Industry

4.6.1. The Process of a Quality Tourism Service
4.6.2. Design and Implementation of a Quality System in the Tourism Industry
4.6.3. Phases in the process of Implementing a Quality System

4.7. Processes for the Implementation of a Quality and Environmental System

4.7.1. Interpretation of the Standard
4.7.2. Implementation of Processes and Quality Manuals
4.7.3. Quality Tools
4.7.4. Improvement Plans
4.7.5. Internal and External Audit

4.8. Tourism Quality

4.8.1. Quality in State and Regional Tourism Policy
4.8.2. UNE and ISO Standards in Tourism Quality
4.8.3. International Tourism Quality Standards

4.9. Quality Management in Tourism Services

4.9.1. Tourism Service Quality and Customer Perception
4.9.2. Techniques to Ascertain Customer Satisfaction
4.9.3. Online Reputation Management of Suggestions and Complaints
4.9.4. SERVQUAL Model Applied to the Tourist Company
4.9.5. HOTELQUAL Model

4.10. Innovation in the Tourism Industry

4.10.1. Innovation Management
4.10.2. Introduction to Innovation
4.10.3. Types of Innovation. Innovation in Management Processes
4.10.4. Innovation Management: Strategies
4.10.5. Standardization in R&D&I

Module 5. Tourism Operations Management

5.1. The Tourist Company as a System

5.1.1. The Internal and External Universe of the company
5.1.2. Concept of System and Subsystems
5.1.3. Production
5.1.4. Different Approaches to the Concept of Production
5.1.5. Production Function
5.1.6. Company Objectives vs. Production
5.1.7. The Production of Service Companies
5.1.8. Industry and Services: Why the Distinction?
5.1.9. Five Characteristics of Production in the Service Company
5.1.10. Production in Tourist Companies

5.2. Operations and Production Processes in the Tourism Industry 

5.2.1. Essential Concepts: Operations, Processes, Methods, Procedures, Systems, Modeling and Forecasting
5.2.2. Two Essential Variables for Tourism: Space and Time
5.2.3. Map of the Four Influencing Factors: Environment, Establishment, Management Model and Human Resources.

5.3. Production Processes in Transportation Companies

5.3.1. Transportation and its Positioning in the Tourist Area
5.3.2. Types of Transportation Companies: Commercial Aviation, Rail, Road and Water Transportation
5.3.3. The Operations of the Transportation Sub-sector. Analysis of the Main Activities: Characteristics and special Features: Air, Rail, Road and Water

5.4. Cruise Operations Management

5.4.1. Introduction, Tourism Context. Evolution of Cruise Tourism 
5.4.2. Reasons for Becoming a Tourism Product 
5.4.3. Water Transportation: Characteristics, Ports and Types of Ports 
5.4.4. Modalities and Services in Maritime Transportation, Main Shipping Companies 
5.4.5. Regular Shipping. Discretionary or Tourist Transportation 
5.4.6. Cruise Ship Product Features, Nautical Terms and Types of Ships Features of Cruise Ships 
5.4.7. Nautical Terms 
5.4.8. Cruises: Features, Services, Reservations and Rates 
5.4.9. Main Shipping Lines, Classification Classification of Shipping Lines 
5.4.10. Cruise Tourism Trends 

5.5. Operating Procedures for In-Port Cruise Ships

5.5.1. Specific Vocabulary
5.5.2. Shipping Agents
5.5.3. Port Service to Cruise Passengers in Transit
5.5.4. Vessel Operating Procedures: Mooring and Unmooring Operations
5.5.5. Itinerary Design and Composition Processes
5.5.6. Distribution Channels
5.5.7. International Maritime Conventions: Regulations

5.6. Airports and Airline Operations Management

5.6.1. Introduction to Aerial Activities
5.6.2. Traditional Airlines and Low-Cost Airlines
5.6.3. Aerial Operations: Loading and Unloading, Passenger Manifests
5.6.4. Airports: Classification
5.6.5. Navigation Aids: VOR, ILS (Instrumented Landing System), GWPS
5.6.6. Features, Aeronautic Terms and Types of Aircrafts
5.6.7. ICAO International Civil Aviation Organization
5.6.8. Aviation Accidents Investigation Operations: Boards of Inquiry

5.7. Complementary Tourism Offer

5.7.1. Concept and Types of Complementary Tourism Services
5.7.2. Sports Service: Ski Resorts, Marinas, and Golf Courses
5.7.3. Nature Reserves
5.7.4. Theme Parks
5.7.5. Companies Specialized in Cultural Offer, Conventions and Fairs (MICE)

5.8. Production Processes in Leisure Companies

5.8.1. Sports Tourism Companies: Ski Resorts, Marinas, Sailing Resorts, and Golf Courses
5.8.2. Adventure Tourism Companies
5.8.3. Tourism in Protected Natural Spaces
5.8.4. Theme Parks
5.8.5. Cultural Offer

5.9. Operations Management in Sports Resorts

5.9.1. The Sports Industry as a Tourist Attraction
5.9.2. Sports Resorts Categories
5.9.3. Sport Resort Organization: Departments
5.9.4. Managing a Golf Course: Tactical and Operative Decision
5.9.5. The Importance of Talent Management
5.9.6. Golf Department Operations and Processes
5.9.7. Soccer Department Operations and Processes
5.9.8. Other Sports Department Operations and Processes
5.9.9. Maintaining Sports Facilities
5.9.10 Intelligent and Sustainable Water Management at Sports Facilities

5.10. Sports Resort Marketing

5.10.1. Marketing Focused on Top-Level Sports Teams, Clubs and Franchises
5.10.2. International Fairs and Events
5.10.3. Social Media. Original Content Production for Sports Events
5.10.4. Sports Resorts Innovation
5.10.5. Commercial Department Operations in Sports Resorts
5.10.6. Golf Course Commercialization: Organizing Tournaments
5.10.7. Soccer Team Commercialization: Lodging, Stadiums and Food
5.10.8. Other Sports Commercialization

Module 6. Tourism Law and Legislation

6.1. Introduction

6.1.1. Introduction
6.1.2. Concept of Tourism
6.1.3. Concept of Tourism Law
6.1.4. Tourism Legislation

6.2. The Law

6.2.1. The Source System
6.2.2. Concept of Law
6.2.3. Source System. Regulatory Hierarchy
6.2.4. The Law, Concept and Types
6.2.5. The Spanish Constitution BORRAR

6.3. Features

6.3.1. Concept, Requirements and Types of Customary Law
6.3.2. General Principles of Law
6.3.3. Case Law and Analogy
6.3.4. Effectiveness of the Law, Ignorance of the Law and Fraud.

6.4. Fundamental Institutions of Civil Law

6.4.1. Civil Law: Concept and Classes
6.4.2. Individuals and Legal Entities
6.4.3. Obligation
6.4.4. Contracts

6.5. The Company, the Entrepreneur and the Organized Economic Trader Commercial Companies

6.5.1. Commercial Law. Concept
6.5.2. Sources of Commercial Law
6.5.3. Company and Entrepreneur
6.5.4. The Social Entrepreneur

6.6. Tourism Legislation: Distribution of Responsibilities between the State and the Region in the area of tourism

6.6.1. The Tourism Administration. Functions
6.6.2. Distribution of Competencies in the Area of Tourism

6.7. The Subjects of Tourism. Tourist Accommodations I: Hotel Establishments

6.7.1. Introduction: Concept and Classification of Tourist Accommodation
6.7.2. Hotel Establishments
6.7.3. Basis for Classification of Hotel Establishments
6.7.4. First-Hotels Group
6.7.5. Second-Hotels Apartment Group
6.7.6. Third Group-Pensions
6.7.7. Third Group-Pensions
6.7.8. The Director's Requirements

6.8. The Subjects of Tourism. Tourist Accommodations II: Extra-Hotel Establishments

6.8.1. Tourist Apartments
6.8.2. Tourism Camps
6.8.3. Rural Lodgings

6.9. The Administrative Activity of Limitation in Tourist Matters. Tourist Inspection

6.9.1. Administrative Control of Tourism
6.9.2. Basis and Nature of the Tourist Inspection Power
6.9.3. The Tourist Inspector
6.9.4. Inspection Plans and Instruments

6.10. Tourism Contracts in Particular. Regulation and Content

6.10.1. Tourist Contracts. General Aspects
6.10.2. Package Travel Contract
6.10.3. Contract for the Acquisition of Timeshare Rights of Real Estate for Tourist Use
6.10.4. Contract for Individual Services
6.10.5. Contingent Reserve Contract
6.10.6. Tourist Insurance Contract
6.10.7. Hosting Contract
6.10.8. Hotel Management Contract

Module 7. Organization of Conferences, Events and Protocol

7.1. General Considerations

7.1.1. The Role of the Event Manager
7.1.2. Characteristics of Association and Business Meetings
7.1.3. The Administrative Meeting Process

7.2. The Event Organizer Administration Process

7.2.1. Forecast
7.2.2. Planning
7.2.3. Organization
7.2.4. Management
7.2.5. Control

7.3. Event Planning

7.3.1. Checklists
7.3.2. Areas and Stages of Registration and Control
7.3.3. Types of Events
7.3.4. Main Areas of Responsibility

7.4. The Official Spanish Protocol BORRAR

7.4.1. Definitions, Rules of Thumb and Fundamental Standards
7.4.2. Ordering of Flags
7.4.3. Hierarchy of the Ministries and Departments of an Autonomous Community
7.4.4. Regulation of the Autonomous Communities

7.5. The Organization of a Protocol Event

7.5.1. Phases in the Organization of an Event
7.5.2. Elaboration of Posters and Invitations
7.5.3. The Program and its Elements

7.6. The Current Perception of the Organization of Events, Protocol and Institutional Relations

7.6.1. The Head of Protocol of an Institution
7.6.2. Basic Functions and Criteria in the Performance of the Event Production and/or Protocol Department

7.7. The Organization of Events in Companies

7.7.1. Reasons for the Emergence of the Company Protocol
7.7.2. Mixed Management
7.7.3. Rules Inherited from Traditions and Legislation

7.8. The Internal Manual for the Event Organization in the Company

7.8.1. Basic Criteria of the Company Protocol Manual

7.9. Organization of University Events

7.9.1. Origins of University Ceremonies 
7.9.2. Basic Elements of Symbology and Ceremonials at Universities
7.9.3. University Precedents

7.10. Meals and Receptions

7.10.1. Organization Techniques
7.10.2. Types of Tables and Mealtime Codes of Conduct
7.10.3. Assembly and Diagrams

Module 8. Organization and Management of Companies

8.1. The Company and its Components

8.1.1. The Concept of Business
8.1.2. Functions and Classifications of Business Objectives
8.1.3. Entrepreneurship
8.1.4. Types of Companies

8.2. The Company as a System

8.2.1. Concepts of the System
8.2.2. The Models
8.2.3. Company Subsystems
8.2.4. Subsystem of Values

8.3. The Company Setting

8.3.1. Setting and Value
8.3.2. General Environment
8.3.3. Specific Environment
8.3.4. Analysis Tools

8.4. Management Function

8.4.1. Basic Concepts
8.4.2. What Does it Mean to Manage a Company?
8.4.3. Decision-Making
8.4.4. Leadership

8.5. Business Planning

8.5.1. Business Plan
8.5.2. Elements of Planning
8.5.3. Stages
8.5.4. Planning Tools

8.6. Business Control

8.6.1. Concept, Types and Terminology
8.6.2. Management Control
8.6.3. Quality Control
8.6.4. Balanced Scorecard

8.7. Business Organization

8.7.1. Basic Concepts
8.7.2. Organizational Structure
8.7.3. Cultural Dimensions
8.7.4. Model Structures

8.8. Management of Human Resources

8.8.1. Motivation
8.8.2. Recruitment and Selection
8.8.3. Personnel Training
8.8.4. Performance Assessment

8.9. Elements in Marketing and Finance

8.9.1. Concept and Stages
8.9.2. Marketing and the Markets
8.9.3. Strategic Marketing
8.9.4. Relationship and Synergies

Module 9. Commercial and Marketing Management

9.1. Commercial Negotiation

9.1.1. Emotional Intelligence in Negotiation and Sales
9.1.2. Self-Motivation and Empathy
9.1.3. Developing Negotiation Abilities

9.2. Fundamentals of Commercial Management

9.2.1. Internal and External Analysis. SWOT Analysis
9.2.2. Sector and Competitive Analysis
9.2.3. CANVAS Model

9.3. Decision-Making in Commercial Management

9.3.1. Commercial Strategy and Competitive Strategy
9.3.2. Decision Making Models
9.3.3. Analytical and Decision Making Tools

9.4. Sales Network Management

9.4.1. Sales Campaign Planning
9.4.2. Networks Serving Commercial Activity
9.4.3. Salesperson Recruitment and Training Policies
9.4.4. Sales Management

9.5. Implementing the Commercial Function

9.5.1. Commercial Contract
9.5.2. Controlling Commercial Activity
9.5.3. The Commercial Agent's Code of Ethics

9.6. Key Account Management

9.6.1. Identifying Key Accounts
9.6.2. Benefits and Risks of the Key Account Executive
9.6.3. Sales and Key Account Management
9.6.4. KAM Strategic Action Phases

9.7. Commercial Forecast

9.7.1. Business Forecast and Sales Forecast
9.7.2. Sales Forecasting Methods
9.7.3. Practical Applications of Sales Forecasting

9.8. Financial and Budgetary Management

9.8.1. Marketing Balanced Scorecard
9.8.2. Control of the Annual Marketing Plan
9.8.3. Financial Impact of Strategic Decisions

Module 10. Fundamentals of Accounting

10.1. General Aspects

10.1.1. Origin and Evolution
10.1.2. Definition
10.1.3. Purpose
10.1.4. Features
10.1.5. Importance
10.1.6. Application
10.1.7. Origin and Evolution of Recording Systems

10.2. Financial Resources and Income 

10.2.1. Definition
10.2.2. Purpose
10.2.3. Classification
10.2.4. Assets and Rights
10.2.5. Obligations and Debts
10.2.6. Capital or Equity
10.2.7. Revenues, Costs and Expenses

10.3. Business Transactions

10.3.1. Definition
10.3.2. Purpose
10.3.3. Features
10.3.4. Classification
10.3.5. Importance
10.3.6. Commercial Operations
10.3.7. Documents and Receipts

10.4. The Accounting Account and Its Nature

10.4.1. Definition of the Account
10.4.2. Purpose of the Account
10.4.3. Characteristics of the Account
10.4.4. Content of the Account
10.4.5. Nature of the Asset Accounts
10.4.6. Nature of Liability and Stockholders' Equity Accounts
10.4.7. Nature of Income Statement Accounts

10.5. Balance Sheet Accounts

10.5.1. Definition
10.5.2. Purpose
10.5.3. Features
10.5.4. Asset Accounts
10.5.5. Liability Accounts
10.5.6. Stockholders' Equity Accounts
10.5.7. Movements and Balances of the Accounting Accounts

10.6. Income Statement Accounts

10.6.1. Definition
10.6.2. Purpose
10.6.3. Features
10.6.4. Revenue Accounts
10.6.5. Cost Accounts
10.6.6. Expense Accounts
10.6.7. Movements and Balances of the Accounting Accounts

10.7. Accounting Records

10.7.1. Definition
10.7.2. Purpose
10.7.3. Features
10.7.4. Debit and Credit Rules and Theory of Double Entries
10.7.5. Chart of Accounts and Accounting Guide
10.7.6. Accounting Books
10.7.7. Trial Balance

10.8. Regulations Applicable to the Financial Statements Procedure

10.8.1. Definition of Financial Reporting Standards
10.8.2. Purpose of Financial Reporting Standards
10.8.3. Features of Financial Reporting Standards
10.8.4. Classification of Financial Reporting Standards
10.8.5. Financial Reporting Standards Applicable to Accounting
10.8.6. Financial Reporting Standards Applicable to the Statement of Financial Position
10.8.7. Financial Reporting Standards Applicable to the Income Statement

10.9. Income Statement

10.9.1. Definition
10.9.2. Purpose
10.9.3. Features
10.9.4. Gross Profit
10.9.5. Operating Expenses
10.9.6. Operating Profit or Loss
10.9.7. Completion of the Form

10.10. Balance Sheet or Statement of Financial Position

10.10.1. Definition
10.10.2. Purpose
10.10.3. Features
10.10.4. Formulas to Obtain Assets, Liabilities and Stockholders' Equity
10.10.5. Presentation in the Form of an Account
10.10.6. Presentation in the Form of a Report
10.10.7. Completion of the Form

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