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IPLUSO 15489

Sales Force Management

Commercial and Sales Management
  • ApresentaçãoPresentation
    This curricular unit aims to provide students with the essential technical skills within the scope of commercial and sales management, providing contact with the most recent knowledge and investigations in the field supported by the most used tools. The perspective assumed is that of the multidisciplinary vision of the company in the value creation process, accompanying the transmission of the theoretical foundations of commercial and sales management with practical examples and skills training.
  • ProgramaProgramme
    Concept and Function of the Sales Force; The paradigm of Sales Force Management in Marketing Management; The Sales Management; Sales Force Performance; Internationalization.
  • ObjectivosObjectives
    Understand the concept and nature of the sales force in organizations, and the principles that govern the commercial process; Operation of the commercial direction as a strategic function of a company; Analyze commercial management in the context of marketing; Know the methods and techniques to motivate the sales force; Analyze the effectiveness of sales and the development of trusting relationships with customers; Understand the importance and influence of the sales force on business results; Understand globalization, markets and consumers; Know the risks of internationalization; Understanding the different phases of internationalization; Analyze the performance of the sales force.
  • BibliografiaBibliography
    Serra, E. (2020). Direção & Gestão da Força de Vendas: Como Crescer num Contexto de Crise Global (2ª Ed). Vida Económica; Jobber, D., Lancaster, G. & Le Meunier-FitzHugh, K. (2019). Selling and Sales Management (11th ed). Pearson; Johnston, M., & Marshall, G. (2016). Sales Force Management (12th ed). Routledge; Justino, L. (2007). Direção Comercial. Lisboa: LIDEL; Miguel, A., Rocha, A. & Röhrich, O. (2014). Gestão Emocional de Equipas. LIDEL.  
  • MetodologiaMethodology
    Priority is given to the use of the expository method and active methodologies in situations in which it is intended to involve students, through their participation, in the themes addressed. Curriculum evaluation will be carried out through a written test and a practical work with oral presentation, in accordance with the timetable and syllabus of the UC.
  • LínguaLanguage
    Português
  • TipoType
    Semestral
  • ECTS
    5
  • NaturezaNature
    Mandatory
  • EstágioInternship
    Não