Sales Management

Scholar Year: 2023/2024 - 2S

Courses

Head Teacher Responsability Mário Jorge de Araújo Raposo Head

Weekly workload Hours/week T TP P PL L TC E OT OT/PL TPL O S Type of classes 2 Lectures Type Teacher Classes Hours Theoretical-practical Totals 1 2,00 Mário Raposo   2,00

Teaching language

Portuguese

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

to know and understand the importance and the problem of commercial management in companies;
- Understand the new challenges that are posed to the management of the sales process;
- Mastering new technologies to monitor customer requirements and their satisfaction;
- Know new formats of relationship with clients; know the challenges of managing
a sales team;
- Understand the integration of business function with other business functions.

Syllabus

The strategic and operational framework of sales and commercial management
1.1. The marketing and sales plan in the organization planning process
1.2. Sales and marketing mix
2 - The process of selling and managing the teams
2.1. The phases and management of the phases of the sales process
2.2. The definition of the objectives and the management of Distribution Channels
2.3. The management of the sales team
3. Commercial activity planning / commercial policy broad guidelines

4. Segmented customer management and new technologies at the service of sales management
4.1. Key account management
4.2. Customer Relationship Management

Demonstration of the syllabus coherence with the UC intended learning outcomes

Programmatic content includes the central themes of current business management, under the direction of the sales director and the salesperson, related to new technologies and trends

Teaching methodologies

Programmatic content includes the central themes of current business management, under the direction of the sales director and the salesperson, related to new technologies and trends

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

Demonstration With active teaching debates and methodologies, we intend to further reflection and internalization of the key concepts of this UC

Assessment methodologies and evidences

The assessment of knowledge consists of:
- Preparation, presentation and discussion of a Work Group (TG)
- Individual working.(TI)
Final Note = 0.3 Ti + 0, 70 TG
The minimum grade of each component is ten values.
If the final mark of the Test or Group Work is less than 10 points, students may
examination.

Main Bibliography