ISLA Santarém 24131

Business and Sales Techniques in an International Context

• ApresentaçãoPresentation

  The UC Business and Sales Techniques in an International Context develops skills in market analysis, sales planning and implementation in a global environment. It addresses internationalisation strategies, competition analysis and sales processes adapted to different cultures, combining theory and practice to prepare students for the challenges of globalisation and careers in international companies.
• ProgramaProgramme

  1. Changes in markets 1.1. The effects of globalisation and internationalisation of markets on commercial activity 1.2. Company strategy and commercial alignment 1.3. From Marketing Plan to Sales Plan 2. Sales tools 3. Market and competition analysis 4. Commercial planning in the context of internationalisation 5. Organisation of the sales system 6. The sales process in an international context 6.1. The commercial pipeline 6.2. Choosing foreign markets 6.3. Methods of market access 6.4. Setting prices for foreign markets and payment methods 6.5. Commercial proposals: price, payment and delivery terms - Incoterms 6.6. National and international distribution logistics 7. Commercial performance evaluation
• ObjectivosObjectives

  Diagnose national and international markets. Plan and organise a commercial structure to respond to the internationalisation needs of organisations. Define an appropriate approach to international markets. Develop, budget, implement, monitor and control a sales plan in an international context. Develop sales systems for various types of products and international markets. Develop methods for evaluating commercial performance.
• BibliografiaBibliography

  Rodrigues, J. (2020). Introdução à Gestão de Vendas. Associação de Professores do Concelho de Almada. Schwab, L. R.(2021). Gestão de vendas - Adaptar para vencer numa era relacional e digital. Actual Editora. Grünig, R. & Morschett, D. (2017). Developing International Strategies. Berlin: Springer-Verlag. Hill, C. (2013). International Business: Competing in the Global Market Place. Chicago: Irwin McGraw-Hill.
• MetodologiaMethodology

  Innovative methodologies will be adopted in the teaching-learning process, aimed at promoting active, collaborative learning geared towards solving real problems. Among the methodologies to be used, the following stand out: Problem-Based Learning; Gamification; Flipped Classroom; Design Thinking; Case Studies. Real-life case studies will also be used, allowing students to explore authentic business scenarios and develop problem-solving skills. Students will also be encouraged to write a final paper, which will challenge them to explore a relevant topic in depth, applying theoretical knowledge in practice and developing research and critical analysis skills.
• LínguaLanguage

  Português
• TipoType

  Semestral
• ECTS

  5
• NaturezaNature

  Mandatory
• EstágioInternship

  Não
• AvaliaçãoEvaluation

  Descrição dos instrumentos de avaliação (individuais e de grupo) ¿ testes, trabalhos práticos, relatórios, projetos... respetivas datas de entrega/apresentação... e ponderação na nota final.

  Exemplo:

  Descrição	Data limite	Ponderação
  Frequência 1	11-11-2025	40%
  Frequência 2	13-01-2026	45%
  Exercícios práticos (6 no total, contam os 4 melhores)		15%
  Exame Final	a definir	100%