IPLUSO 21454

Distribution and Development of Sales Locations

• ApresentaçãoPresentation

  UC falls within the scope of distribution from a commercial perspective. It operates at the level of various distribution channels with a huge impact on selection and sales.
• ProgramaProgramme

  1. What is distribution – historical evolution 2. Notion of distribution 3. The commercial apparatus - Notion, function and agents - Distribution circuits and channels - Types and forms of distribution - Typology of distributors - Distributor selection criteria 4 The wholesale sector - Characterization and evolution of the wholesale sector 5. The retail sector - Characterization of the sector - Independent retail segment - Associated retail segment - Integrated retail segment: notion and typology 6. Relations between producers and distributors - Power and conflict relations in the distribution channel 7. Transport - Transport typologies - Own fleet or distribution subcontracting - Route programming 8. Locations and implementation of the point of sale - Methods for deciding on the location of installations - Type of installations, layout, design and display of products 9. The challenges of distribution - National and international perspectives - Globalization in distribution
• ObjectivosObjectives

  Get an overview of the distribution function, based on its evolution and characterization. Understand the economic and business function of commercial distribution in an organization. Analyze and appropriately select distribution channels. Understand the importance of choosing a distributor and use the appropriate criteria for your selection. Analyze power and conflict relations in a distribution channel. Identify the most appropriate transport and routes. Understand the impact of the location of the point of sale on the success of the business, as well as being able to apply the appropriate methods to determine the best location.
• BibliografiaBibliography

  Bibliografia e recursos didáticos recomendados: Lindon, D., et. al. (2010). Mercator XXI – Teoria e Prática do Marketing. 13ª Edição, Publicações Dom Quixote. Lush, Robert F. et. al, (2011). Introduction to Retailing, South-Western, Ohio. Novaes, A.(2009). Logística e Gerenciamento da Cadeia de Distribuição. Editora Campus. Rousseau, J. (2008). Manual de Distribuição. 2ª Edição. Principia Editora. 
• MetodologiaMethodology

  Innovative methodologies to support the teaching-learning process will also be used.
• LínguaLanguage

  Português
• TipoType

  Semestral
• ECTS

  5
• NaturezaNature

  Mandatory
• EstágioInternship

  Não