Red comercial

A 90-minute, 4-round intermediate Express simulation for Spanish vocational training (Formacion Profesional, grado superior), module 0928 Organizacion de equipos de ventas of the Tecnico Superior en Gestion de Ventas y Espacios Comerciales.

You are Nerea Ballarin, the new sales coordinator of Suministros Ebrohostel S.L., a fictional distributor of hospitality supplies in Zaragoza that sells to bars, restaurants, hotels and care homes in Aragon, La Rioja and Navarra, and you size and run its sales force for the sales year that starts in May 2027.

Round by round you decide two things: in January the number of sellers (six as now, nine as the workload method gives, twelve or sixteen) and the shape of the sales force (all salaried, salaried sellers in the capitals with commercial agents in the rural areas, a telesales desk, or self-employed sellers on the company's route and hours); in February the territories (by province, balanced by workload and potential, by customer type or none) and the quotas (last year plus 10 percent, by territory potential, 25 percent above it or none); in March the pay plan: the mix of fixed and variable pay and what the variable pays on (invoiced sales, gross margin, new customers or units with freedom to discount); and in April the training and the commission rules.

The model works with expected values, and at each decision point the sales year is projected again with the decisions taken so far and the firm's usual practice for the rest. Each round is scored on sales, the sales contribution after sales cost, bad debts and turnover, seller turnover and quota attainment; disguising employees as self-employed, or taking already-earned commissions from leavers, caps the score.

The lesson: the incentive plan drives the seller's behaviour more than the quota does. Spanish with English.

An intermediate simulation for participants who already know the core concepts of the subject, designed for master's and MBA programmes.