Description
Course features
Live streaming classes with the instructor
Duration: 4 weeks
Start date: November 4, 2026
Objectives
Through this programme, participants will:
• Understand the importance of the commercial team in achieving company results.
• Understand the main company performance indicators and the balance sheet items on which they have a fundamental influence.
• Learn the different cost components of a product and margin concepts.
• Identify the decisions required to improve company performance.
• Assess the profitability of different products, customers, markets and product lines.
• Understand how investments affect results and how to justify them.
Methodology used
The methodology is delivered in an online format. The programme combines live sessions with the instructor and practical case resolution. During each module, scheduled live virtual sessions will be held where course content will be delivered, proposed cases will be analysed and participants will have the opportunity to raise questions and discuss specific situations.
Attendance at these sessions is mandatory.
Assessment: Successful completion of the modules and exercises is a mandatory requirement to obtain the programme certificate. Participation in live sessions with the instructor will also be taken into account.
Full course syllabus
02.- Balance sheet and income statement
Key concepts where the commercial function plays an important role
EBIT and EBITDA
Working capital
Cash conversion cycle
Inventories and lead times
Accounts receivable, DSO and risk control
Cash flow
Margin
Practical case study
03.- Cost analysis
Factors where the commercial function plays a fundamental role:
– Pricing
– Palletisation
– Customer packaging lines
Transport / Deliveries
Cost components:
– Raw materials: paper, starch and pallets
– Conversion: labour and energy
– Logistics: warehousing, transport and fixed costs
Practical case study
05.- Investments
Impact and types:
– Productivity
– Capacity
– New products
– New technologies
Justification
Practical case study
