IPLUSO 19580

Commercial Techniques

• ApresentaçãoPresentation

  This course unit aims to equip students with communication skills that allow them to be attentive to the needs of others, whether they are users or prescribers. It will also cover the stages of a sale and the importance of each one in this process. Finally, it will enable students to negotiate with a win-win perspective, promoting their products and providing technical support. The combination of these two tools: technical and communicational, will allow them, at the end of this course unit, to create a differentiated and dedicated approach.
• ProgramaProgramme

  1. Communication 2. Customer service 3. Sales 4. Negotiation 5. Marketing and Retailing Mix 6. Merchandising 6. Digitization
• ObjectivosObjectives

  Knowing the importance of communication in interpersonal relationships Understand the importance of verbal and non-verbal Knowing the barriers to communication and styles of interpersonal communication Understand the requirements and expectations of customers and the importance of customer loyalty Ensure and surprise customers and loyalty strategies Know the historical evolution of the sale, the types of sale and apply to sale the qualities of the seller Prepare the sale, the steps of the sale and characterize the stage To argue and meet the objections and use them as arguments support Know the signs of closing the sale and the sale closure rules Know and apply some negotiation tactics Listening and use body language in negotiations Use the interruption in negotiations and the attitude to adopt in negotiations
• BibliografiaBibliography

  Serra, E. (2020). Direção & Gestão da Força de Vendas: Como Crescer num Contexto de Crise Global (2ª Ed). Vida Económica Cunha et al (2016). Manual de Comportamento Organizacional e Gestão (8ª Ed). Editora RH Machado, M. T. W. C. P. (2019). A organização comercial das farmácias em Portugal: que evolução? Dissertação de Mestrado. Universidade Lusófona Jobber, D. & Ellis-Chadwick, F. (2023). Principles and Practice of Marketing (10th ed). McGraw-Hill Education Morgan, T. (2021). Visual Merchandising (4th Ed). Laurence King Publishing    
• MetodologiaMethodology

  In this curricular unit, the active methodology Problem-Based Learning (PBL) will be used, which is an educational approach where students learn through solving real problems in small groups. The focus is on active and collaborative learning, with the teacher acting as a facilitator. PBL develops both theoretical knowledge and practical skills, as well as critical thinking, preparing students for professional life.
• LínguaLanguage

  Português
• TipoType

  Semestral
• ECTS

  3
• NaturezaNature

  Mandatory
• EstágioInternship

  Não