Sales Management

Scholar Year: 2018/2019 - 1S

Courses

Head Teacher Responsability Duarte Miguel da Costa Pessoa Xara Brasil Head

Weekly workload Hours/week T TP P PL L TC E OT OT/PL TPL O S Type of classes 2 2 Lectures Type Teacher Classes Hours Theoretical Totals 1 2,00 Xara Brasil   2,00 Practices Totals 2 4,00 Xara Brasil   4,00

Teaching language

Portuguese/English

Intended learning outcomes (Knowledges, skills and competencies to be developed by the students)

Sales Management plays a key role in organizations, essential to the placement of products and services on the market and achieves sales targets and profitability.
This course examines the concepts related to the commercial activity including sales activities - associated with the "sellers" and management of sales processes and coordinating commercial - Market Analysis, Planning, Organization, Management and Control. In addition, we’ll discuss the issue of sales promotion and the main themes related to the current challenges of commercial companies, such as managing large accounts and use of new technologies.

This course takes up with a special importance related to the fact that the shopping area is one of the main outputs of the professional graduates in Marketing, with significant opportunities for professional development.
The focus is the development of group work and learning based on a solid theoretical component, complemented by a systematic application to challenges and existing organizations, inviting professionals to share with students their practices.

Syllabus

1. The sale activity and strategic and marketing policy of the company
1.1. The marketing plan and sales plan
1.2. Sales and marketing-mix
1.3 The function of sales over time

2. The sale process and management of each of its phases
2.1. Prospecting and preparation
2.2. approach
2.3. Identification of needs
2.4. Proposals / solutions
2.5. Persuasion and response to objections
2.6. Closing the sale
2.7. After sales support

3. Sales team management
3.1. The planning of the activities of the sales team
3.2. Managing the sales force


4. Sales promotion
4.1. Objectives of sales promotion
4.2. Main instruments for promoting
4.3. Planning, implementation and evaluation of a promotional

Demonstration of the syllabus coherence with the UC intended learning outcomes

Sales management syllabus provides major sales management topics related to the sales organizational background (relation between sales and marketing), and a detailed presentation of the salesman responsibilities and tasks. We also detail the major roles of the sales Director and the promotional activities organizational and operational requirements

Teaching methodologies

- Expository method, illustrating cases (lectures)
- Participatory method, with the preparation and discussion of cases (classes)
- Implementation of a final project, with the preparation, presentation and discussion

Demonstration of the teaching methodologies coherence with the curricular unit's intended learning outcomes

Those teaching methodologies assure the possibility of expose major topics but also to discuss, debate and promote group activities between all class participants

Assessment methodologies and evidences

Final Grade = 0.40 GR (0.20 +0.20) + 0.60 T

GR - Group Report (and individual presentation)
T- Test


If the final score of any of the elements of assessment is less than 10 values, the student will have to make the final assessment.

Attendance system

We strongly advise students to attend and participate in all teaching activities

Main Bibliography