{"id":16349,"date":"2025-01-27T13:38:53","date_gmt":"2025-01-27T12:38:53","guid":{"rendered":"https:\/\/immformacion.com\/web\/operaciones-y-marco-legal-en-comercio-exterior-comt072po-2\/"},"modified":"2025-02-18T12:12:47","modified_gmt":"2025-02-18T11:12:47","slug":"psicologia-de-ventas-en-pequenos-establecimientos-comerciales-comt075po","status":"publish","type":"page","link":"https:\/\/immformacion.com\/web\/psicologia-de-ventas-en-pequenos-establecimientos-comerciales-comt075po\/","title":{"rendered":"PSICOLOG\u00cdA DE VENTAS EN PEQUE\u00d1OS ESTABLECIMIENTOS COMERCIALES"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-page\" data-elementor-id=\"16349\" class=\"elementor elementor-16349\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-fae6010 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"fae6010\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-626bc6e\" data-id=\"626bc6e\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-9e24720 elementor-widget elementor-widget-image\" data-id=\"9e24720\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"768\" height=\"136\" src=\"https:\/\/immformacion.com\/web\/wp-content\/uploads\/2025\/01\/logos-ocupados-2024-768x136.gif\" class=\"attachment-medium_large size-medium_large wp-image-16886\" alt=\"\" srcset=\"https:\/\/immformacion.com\/web\/wp-content\/uploads\/2025\/01\/logos-ocupados-2024-768x136.gif 768w, https:\/\/immformacion.com\/web\/wp-content\/uploads\/2025\/01\/logos-ocupados-2024-300x53.gif 300w, https:\/\/immformacion.com\/web\/wp-content\/uploads\/2025\/01\/logos-ocupados-2024-1024x181.gif 1024w, https:\/\/immformacion.com\/web\/wp-content\/uploads\/2025\/01\/logos-ocupados-2024-1536x271.gif 1536w, https:\/\/immformacion.com\/web\/wp-content\/uploads\/2025\/01\/logos-ocupados-2024-120x21.gif 120w\" sizes=\"(max-width: 768px) 100vw, 768px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-e35ed1b elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"e35ed1b\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-1570223\" data-id=\"1570223\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-cfa308f elementor-view-framed elementor-shape-circle elementor-position-block-start elementor-mobile-position-block-start elementor-widget elementor-widget-icon-box\" data-id=\"cfa308f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-box-wrapper\">\n\n\t\t\t\t\t\t<div class=\"elementor-icon-box-icon\">\n\t\t\t\t<span  class=\"elementor-icon\">\n\t\t\t\t<i aria-hidden=\"true\" class=\"fas fa-user-friends\"><\/i>\t\t\t\t<\/span>\n\t\t\t<\/div>\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-icon-box-content\">\n\n\t\t\t\t\t\t\t\t\t<h1 class=\"elementor-icon-box-title\">\n\t\t\t\t\t\t<span  >\n\t\t\t\t\t\t\tPSICOLOG\u00cdA DE VENTAS EN PEQUE\u00d1OS ESTABLECIMIENTOS COMERCIALES\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h1>\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t<p class=\"elementor-icon-box-description\">\n\t\t\t\t\t\tCOMT075PO   Especialidad Formativa\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-12b50df elementor-widget elementor-widget-icon-box\" data-id=\"12b50df\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-box-wrapper\">\n\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-icon-box-content\">\n\n\t\t\t\t\t\t\t\t\t<p class=\"elementor-icon-box-title\">\n\t\t\t\t\t\t<span  >\n\t\t\t\t\t\t\tProyecto subvencionado por el Gobierno de Cantabria con cargo a los fondos recibidos del SEPE\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1d66348 elementor-widget elementor-widget-icon-box\" data-id=\"1d66348\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-box-wrapper\">\n\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-icon-box-content\">\n\n\t\t\t\t\t\t\t\t\t<h5 class=\"elementor-icon-box-title\">\n\t\t\t\t\t\t<span  >\n\t\t\t\t\t\t\t180 horas en Teleformaci\u00f3n\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h5>\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-f06bad9 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"f06bad9\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-9e275cb\" data-id=\"9e275cb\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-0cfc012 elementor-widget__width-initial elementor-widget elementor-widget-toggle\" data-id=\"0cfc012\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"toggle.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-toggle\">\n\t\t\t\t\t\t\t<div class=\"elementor-toggle-item\">\n\t\t\t\t\t<div id=\"elementor-tab-title-1361\" class=\"elementor-tab-title\" data-tab=\"1\" role=\"button\" aria-controls=\"elementor-tab-content-1361\" aria-expanded=\"false\">\n\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-toggle-icon elementor-toggle-icon-left\" aria-hidden=\"true\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-toggle-icon-closed\"><i class=\"fas fa-caret-right\"><\/i><\/span>\n\t\t\t\t\t\t\t\t<span class=\"elementor-toggle-icon-opened\"><i class=\"elementor-toggle-icon-opened fas fa-caret-up\"><\/i><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-toggle-title\" tabindex=\"0\">Competencia general<\/a>\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<div id=\"elementor-tab-content-1361\" class=\"elementor-tab-content elementor-clearfix\" data-tab=\"1\" role=\"region\" aria-labelledby=\"elementor-tab-title-1361\"><p style=\"text-align: justify;\">Este Curso COMT075PO PSICOLOG\u00cdA DE VENTAS EN PEQUE\u00d1OS ESTABLECIMIENTOS COMERCIALES le ofrece una formaci\u00f3n especializada en la materia dentro de la Familia Profesional de Artes gr\u00e1ficas. Con este CURSO COMT075PO PSICOLOG\u00cdA DE VENTAS EN PEQUE\u00d1OS ESTABLECIMIENTOS COMERCIALES el alumno ser\u00e1 capaz de desenvolverse dentro del Sector y adquirir los conocimientos y habilidades para poder aplicar nociones de psicolog\u00eda durante el proceso de venta, abarcando y analizando aspectos como el comportamiento del vendedor y del comprador, t\u00e9cnicas de comunicaci\u00f3n a emplear, m\u00e9todos de venta, etc.<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-toggle-item\">\n\t\t\t\t\t<div id=\"elementor-tab-title-1362\" class=\"elementor-tab-title\" data-tab=\"2\" role=\"button\" aria-controls=\"elementor-tab-content-1362\" aria-expanded=\"false\">\n\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-toggle-icon elementor-toggle-icon-left\" aria-hidden=\"true\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-toggle-icon-closed\"><i class=\"fas fa-caret-right\"><\/i><\/span>\n\t\t\t\t\t\t\t\t<span class=\"elementor-toggle-icon-opened\"><i class=\"elementor-toggle-icon-opened fas fa-caret-up\"><\/i><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-toggle-title\" tabindex=\"0\">Contenidos<\/a>\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<div id=\"elementor-tab-content-1362\" class=\"elementor-tab-content elementor-clearfix\" data-tab=\"2\" role=\"region\" aria-labelledby=\"elementor-tab-title-1362\"><h4 class=\"tituloTema\">UNIDAD DID\u00c1CTICA 1. COMPORTAMIENTOS DE COMPRA Y VENTA.<\/h4><ol><li>El papel del vendedor.<\/li><li>La figura del comprador.<\/li><\/ol><h4 class=\"tituloTema\">UNIDAD DID\u00c1CTICA 2. NOCIONES DE PSICOLOG\u00cdA APLICADA A LA VENTA.<\/h4><ol><li>Teor\u00eda del an\u00e1lisis transaccional.<\/li><li>La acci\u00f3n sobre el otro.<\/li><li>Estudio de la motivaci\u00f3n.<\/li><li>La relaci\u00f3n comprador &#8211; vendedor: relaci\u00f3n interpersonal.<\/li><\/ol><h4 class=\"tituloTema\">UNIDAD DID\u00c1CTICA 3. LA COMUNICACI\u00d3N.<\/h4><ol><li>Nociones b\u00e1sicas.<\/li><li>Elementos de la comunicaci\u00f3n.<\/li><li>El proceso de la comunicaci\u00f3n.<\/li><li>Dificultades en la comunicaci\u00f3n.<\/li><li>Funciones del mensaje.<\/li><li>Niveles de la comunicaci\u00f3n.<\/li><li>Actitudes y t\u00e9cnicas que favorecen la comunicaci\u00f3n.<\/li><li>Tipos de comunicaci\u00f3n.<\/li><li>Tipos de entrevistas y reuniones.<\/li><\/ol><h4 class=\"tituloTema\">UNIDAD DID\u00c1CTICA 4. T\u00c9CNICAS DE COMUNICACI\u00d3N APLICABLES A LA ACTIVIDAD EMPRESARIAL Y COMERCIAL.<\/h4><ol><li>Las comunicaciones y la empresa.<\/li><li>El lenguaje escrito.<\/li><li>La comunicaci\u00f3n oral.<\/li><li>Normas de comunicaci\u00f3n telef\u00f3nica.<\/li><li>La comunicaci\u00f3n escrita.<\/li><\/ol><h4 class=\"tituloTema\">UNIDAD DID\u00c1CTICA 5. METODOLOG\u00cdA DE CONOCIMIENTO DE LOS PRODUCTOS.<\/h4><ol><li>La situaci\u00f3n del producto en el mercado.<\/li><li>La fabricaci\u00f3n del producto.<\/li><li>La imagen del producto.<\/li><li>La vida del producto.<\/li><li>Argumentos de venta: selecci\u00f3n y adaptaci\u00f3n a las diferentes categor\u00edas de clientes.<\/li><\/ol><h4 class=\"tituloTema\">UNIDAD DID\u00c1CTICA 6. METODOLOG\u00cdA DE CONOCIMIENTO DE LOS CLIENTES.<\/h4><ol><li>Clientela actual.<\/li><li>Estudios cuantitativos: an\u00e1lisis de ventas por zonas geogr\u00e1ficas.<\/li><li>Estudios cualitativos: motivaciones de compra.<\/li><li>Clientela potencial.<\/li><\/ol><h4 class=\"tituloTema\">UNIDAD DID\u00c1CTICA 7. M\u00c9TODOS DE VENTA.<\/h4><ol><li>Introducci\u00f3n.<\/li><li>Ventas en punto de venta: tienda, almac\u00e9n y merchandising.<\/li><li>Ventas en ferias, exposiciones y salones.<\/li><li>Ventas de productos de consumo inmediato y de consumo duradero.<\/li><\/ol><h4 class=\"tituloTema\">UNIDAD DID\u00c1CTICA 8. LA VENTA Y LA NEGOCIACI\u00d3N.<\/h4><ol><li>Preparaci\u00f3n de la visita.<\/li><li>Etapas de la venta y de la negociaci\u00f3n comercial.<\/li><li>Seguimiento de la venta.<\/li><\/ol><h4 class=\"tituloTema\">UNIDAD DID\u00c1CTICA 9. MARCO JUR\u00cdDICO DE LA VENTA Y NORMATIVA COMUNITARIA.<\/h4><ol><li>El contrato de compraventa. Responsabilidad contractual en materia de distribuci\u00f3n.<\/li><li>Disposiciones de protecci\u00f3n del comprador.<\/li><li>Disposiciones relativas a la competencia: reglamentaci\u00f3n en materia de precios, acuerdos y pr\u00e1cticas discriminatorias.<\/li><\/ol><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-toggle-item\">\n\t\t\t\t\t<div id=\"elementor-tab-title-1363\" class=\"elementor-tab-title\" data-tab=\"3\" role=\"button\" aria-controls=\"elementor-tab-content-1363\" aria-expanded=\"false\">\n\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-toggle-icon elementor-toggle-icon-left\" aria-hidden=\"true\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-toggle-icon-closed\"><i class=\"fas fa-caret-right\"><\/i><\/span>\n\t\t\t\t\t\t\t\t<span class=\"elementor-toggle-icon-opened\"><i class=\"elementor-toggle-icon-opened fas fa-caret-up\"><\/i><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-toggle-title\" tabindex=\"0\">Duraci\u00f3n<\/a>\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<div id=\"elementor-tab-content-1363\" class=\"elementor-tab-content elementor-clearfix\" data-tab=\"3\" role=\"region\" aria-labelledby=\"elementor-tab-title-1363\"><p>180 horas\u00a0\u00a0<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-toggle-item\">\n\t\t\t\t\t<div id=\"elementor-tab-title-1364\" class=\"elementor-tab-title\" data-tab=\"4\" role=\"button\" aria-controls=\"elementor-tab-content-1364\" aria-expanded=\"false\">\n\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-toggle-icon elementor-toggle-icon-left\" aria-hidden=\"true\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-toggle-icon-closed\"><i class=\"fas fa-caret-right\"><\/i><\/span>\n\t\t\t\t\t\t\t\t<span class=\"elementor-toggle-icon-opened\"><i class=\"elementor-toggle-icon-opened fas fa-caret-up\"><\/i><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-toggle-title\" tabindex=\"0\">Fechas de impartici\u00f3n<\/a>\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<div id=\"elementor-tab-content-1364\" class=\"elementor-tab-content elementor-clearfix\" data-tab=\"4\" role=\"region\" aria-labelledby=\"elementor-tab-title-1364\"><p>\u00a02025<\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-toggle-item\">\n\t\t\t\t\t<div id=\"elementor-tab-title-1365\" class=\"elementor-tab-title\" data-tab=\"5\" role=\"button\" aria-controls=\"elementor-tab-content-1365\" aria-expanded=\"false\">\n\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-toggle-icon elementor-toggle-icon-left\" aria-hidden=\"true\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-toggle-icon-closed\"><i class=\"fas fa-caret-right\"><\/i><\/span>\n\t\t\t\t\t\t\t\t<span class=\"elementor-toggle-icon-opened\"><i class=\"elementor-toggle-icon-opened fas fa-caret-up\"><\/i><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-toggle-title\" 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