Commercial Distribution

The generic objective that is sought with this subject is to provide students with the necessary knowledge about the set of commercial strategies available to intermediaries that allow them to act on their target markets, and be sufficiently competitive to be able to achieve the results desired by the organization.

1.- Consumer behavior in retail establishments
2.- Classification of the trading system
3.- The decision to locate the retail company
4.- Assortment strategy and private label
5.- Merchandising of the retail company
6.- Sales promotion in retail companies
7.- Omnichannel distribution. Internet and electronic commerce

BASIC BIBLIOGRAPHY
- Molinillo S. (coord.) (2012): Distribución comercial aplicada. Ed. ESIC.
- Casares, J.; Aranda, E.; Martín, V.J.; Casares, J. (2022): Distribución comercial, 5ª edición. Ed. Cívitas

COMPLEMENTARY BIBLIOGRAPHY
- Cruz, I. (2012): Canales de distribución: especial referencia a los productos de alimentación. Ed. Pirámide.
- Díez E. (coord.) (2004): Distribución comercial (3ª edición). Ed. McGraw-Hill.
- Díez E.; Landa, F.J. y Navarro, A. (2006): Merchandising. Teoría y práctica (2ª edición). Ed. Pirámide.
- Maraver, G. (coord.) (2005): Distribución comercial. Ed. UOC.
- Martínez F.; Maraver, G. (editores) (2009): Distribución Comercial. Ed. Delta.
- Palomares, R. (2009): Merchandising: teoría, práctica y estrategia. Ed. ESIC.
- Stern, L.W.; El-Ansary, A.; Coughlan, A.T. y Cruz, I. (1999): Canales de comercialización (5ª edición). Ed. Prentice Hall.
- Vázquez, R; Trespalacios J.A. (coord.) (2006): Estrategias de distribución comercial. Diseño del canal de distribución y relación entre fabricantes y detallistas. Ed. Paraninfo.Aparicio,
- G. y Zorrilla, P. (2015): Distribución comercial en la era omnicanal. Ed. Pirámide.

BASIC AND GENERAL
CB1 - That the students have demonstrated that they possess and understand knowledge in an area of study that starts from the base of general secondary education, and is usually at a level that, although it is supported by advanced textbooks, also includes some aspects involving knowledge from the cutting edge of your field of study
CB2 - That students know how to apply their knowledge to their work or vocation in a professional way and have the skills that are usually demonstrated through the development and defense of arguments and problem solving within their area of study
CB3 - That students have the ability to gather and interpret relevant data (usually within their area of study) to make judgments that include reflection on relevant issues of a social, scientific or ethical nature
CB4 - That students can transmit information, ideas, problems and solutions to both a specialized and non-specialized public
CB5 - That students have developed those learning skills necessary to undertake further studies with a high degree of autonomy
CG3 - Know how to identify, collect and interpret relevant data on issues related to the business environment, incorporating the pertinent considerations on its social, scientific or ethical dimension in the elaboration of judgments and proposals.
CG5 - Possess the general knowledge and learning skills necessary to continue studying and to undertake specialized studies in various areas of the company and in other related areas, with a high degree of autonomy
SPECIFIC
B3 - Political decisions and commercial strategy: marketing-mix, pricing policies, distribution, promotion and product policy
D2 - Integrate into any functional area of a company or organization and perform any management task entrusted to it with ease
D3 - Evaluate the situation and foreseeable evolution of a company from the relevant information records
TRANSVERSAL
CT1 - Analysis and synthesis
CT2 - Organization and planning
CT3 - Oral and written communication
CT4 - Information management
CT6 - Troubleshooting
CT7 - Decision making
CT8 - Critical reasoning
CT9 - Autonomy in learning
CT10 - Teamwork
CT12 – Skills in interpersonal relationships

The classroom sessions dedicated to expository classes will aim to introduce students to the contents of the topics that make up the program, emphasizing especially relevant aspects and the relationships between them. The interactive sessions in small groups will be based on the practical application of the theoretical contents presented in the expository sessions. These sessions will be aimed at solving and discussing cases and practical exercises, press releases and educational videos to improve the students' ability to recognize and define the problems that companies face, and to be able to make the most appropriate decisions, while facilitating interaction between students.
All these activities will be complemented by the personal work that the student must dedicate to each of them, such as searching for bibliographic material, reading said material, writing conclusions, etc. This autonomous work will be guided by the teacher in the hours allocated to tutorials. In addition, virtual support for teaching will be used.
If possible, a practical session will be held in the form of a conference or company visit.

The evaluation of theoretical knowledge will be carried out by means of a final exam to be carried out on the date set by the center in the academic calendar of the course.
The final exam will represent 50% of the qualification. In this test it is necessary that the students obtain 50% of the qualification of the total score of the exam to be able to compensate this score with the one obtained in the continuous evaluation.
The continuous evaluation will take into account the participation in the classes, as well as all the activities carried out by the students. Participation in the analysis of the cases, debate and commentary on readings, and the presentation of works will be especially taken into account. This evaluation will account for 50% of the final grade. To take into account the note of the continuous evaluation, a minimum of 75% attendance to classes (expositive and interactive) is required.
Passing the subject implies obtaining at least 5 points in the set of evaluated elements (out of 10).
When students do not reach the minimum score necessary to pass the final exam, they will be graded with the grade obtained solely for participation in interactive classes.
These two parts that make up the student's grade will be applied to the two ordinary calls (June and July). In such a way that the score obtained in the continuous evaluation (50%) will be maintained for the July call.
In no case will the score obtained in any of the evaluated activities be saved for calls in subsequent courses.
The students who were granted dispensation from class attendance according to instruction No. 1/2017 of the General Secretariat of the USC will be evaluated by means of an exam that will mean 100% of the grade to be obtained by the student.
In accordance with the current USC Permanence Regulations for Undergraduate and Master's studies (art. 5.2), participation in any of the activities subject to evaluation will mean that the student's grade will be different from not presented.
In the case of fraudulent completion of exercises or tests, the provisions contained in the Regulations for evaluating the academic performance of students and reviewing qualifications will apply. That is, the verification by the teaching staff of the existence of plagiarism in the works delivered will mean the qualification of "Fail" for the affected students.
Competence assessment:
Final exam: CB1, CB2, CB5, CG5, B3, D2, D3, CT1, CT3, CT6, CT8, CT9.
Continuous evaluation: CB2, CB3, CB4, CB5, CG3, B3, D2, D3, CT1, CT2, CT3, CT4, CT6, CT7, CT8, CT9, CT10, CT12.

The recommended time for passing the subject is as follows
Hours of face-to-face work in the classroom (expositive, interactive, tutorials and exam): 38.5h.
Hours of autonomous work (study and preparation of activities): 74h.

For optimal learning of the subject, the student is recommended to:
Before each expository class, read and prepare the topics that will be exposed in it, using the basic manuals of the subject.
After the expositive classes, delve into the concepts presented through the study materials proposed in the bibliography, as well as the complementary material found in the virtual classroom of the subject.
Before each interactive class, read the practical cases, readings or exercises proposed and review the theoretical contents related to the content of the class, using the recommended basic and complementary manuals.
Continuously use the tutorials with the teacher throughout the course.