Cursos / 1º Ciclo / Faculty of Economy and Business Management :: Business Management

GESTÃO COMERCIAL E DAS VENDAS - 2023/2024

3º curricular year
Semestralidade: 2nd semester
ECTS: 6

Teachers

Leading Teacher: Prof. Doutor Pedro Rodrigues
Assistant Professor: Prof. Doutor Pedro Rodrigues

Class type and School hours

Orientação Tutorial : 1 Horas
Teórico-prática : 2 Horas

Teaching Language

Portuguese

Main Aims/Objectives

This unit has aim to reach essential concepts and tools of the Commercial and Sales Management. It is also intended to analyze and address the main sales techniques, relevant in the professional context.

Specific Aims/Objectives

1. Understand the Commercial and Sales Management, focused on planning, monitoring and management of the sales techniques.
2. Develop the ability to participate in the sales force management process, applying the taught principles and tools.
3. Develop skills to be part of a sales force and practice the sales techniques covered in the curricular unit.

Skills to be acquired

1. Control the principles that govern the commercial management process, namely the construction and structuring of a sales force;
2. Know the need and applicability of training, motivation and global management of the sales force;
3. Mastering sales techniques and getting to know the different contexts that can frame its application.

Teaching Procedures

Theoretical-practical classes will consist of exposing concepts related to Commercial and Sales Management based on the bibliography of the curricular unit. These contents will be illustrated with practical cases encouraging discussion and debate by the students.
The tutorial orientation sessions will consist of the application of the contents taught in the classes theoretical-practical through carrying out practical exercises and the respective monitoring by part of the teacher.

Programme

1. Sales process and techniques
1.1 Analysis, prospecting and preparation
1.2 Sales techniques: presentation, objection management and closing.
2. Commercial management in the current competitive context.
2.1 The conditioning factors of competitive change.
2.2 The influence of the company´s strategy on commercial action;
2.3 Commercial and sales management in the context of marketing: the product, price and distribution and its relationship with commercial activity;
2.4 From the Marketing Plan to the Sales Plan. Sales systems.
3 Sales force planning and management
3.1 Sales force planning: definition of objectives, the size of the sales force;
3.2 Recruitment and selection of the sales force;
3.3 Sales force management: training, supervision, compensation and motivation; the commercial structure. The formation.
3.4 Commercial Documentation. Commercial costs. Price calculation, and discounts.
3.5 Evaluation of sales force performance.

Evaluation Type

The discipline will be evaluated with a set of elements:
- 2 tests
- 1 written work w/ presentation

Teaching Resources

- Case studies
- Business Cases
- Bibliography
- Exercises
- Powerpoint presentations

Sustainability Objectives

Keywords

Commercial management
Sales force
Sales techniques

Main Bibliography

Complementary Bibliography