ISLA Santarém 15859

Commercial and Sales Force Management

• ApresentaçãoPresentation

  Fundamental discipline in the area of ¿¿Commercial Management, where cross-cutting knowledge from all pedagogical areas combines.
• ProgramaProgramme

  1. Introduction to business management - A conceptual framework 2. Structure and organization of a commercial department 2.1 Model of organization of commercial sector sales force 2.2 Recruitment, selection, hiring commercial 2.3 Training and coaching sales team 2.4 Motivation and development of sales teams 3. Sales plan - budgeting, implementation and monitoring 3.1 exploration and information gathering – feedback 3.2 Analysis and diagnosis 3.3 Objectives, Strategies and Tactics 3.4 Adequacy of the sales force sales plan 3.5 Time management 3.6 Structure of sales team salary, bonuses and incentives 3.7 Implementation of the plan 4. Account Management 4.1 Management of the sales force as a strategic function 4.2 Marketing channels 4.3 Commercial management vs. after sales service 4.4 Definition of short, medium and long term plans
• ObjectivosObjectives

  Objectives: O1. Framework of sales function in business and society; O2. To present the various dimensions of the management of the sales force; O3. Present the concepts, methodologies and constraints in the organization of a sales department; O4. Presenting models of organization of the commercial sector; O5. Identify the elements of a business plan; O6. Transmit aspects to consider in selecting and contracting business; Aptitudes and Competences C1. Establish a plan for managing the sales force of a company; C2. Create incentive schemes for sales teams; C3. Plan, monitor and control the work of the sales team.
• BibliografiaBibliography

  Serra, Elisabeth de Magalhães (2012). Direção e Gestão da Força de Vendas. 1ª Edição Frade, R. & Vieira, J. (2024). Plano Comercial de Vendas. Conceção, organização e gestão. Edições Sílabo. Lisboa.  
• MetodologiaMethodology

  In person: 1. Theoretical/practical classes: exposition of concepts, discussion and application of programme contents in various contexts. 2. Problem/Project-based learning 3. Flipped classroom Autonomous: 4. Consolidation of the contents taught in class through research into additional information on the different themes and contents covered and the development of complementary work.
• LínguaLanguage

  Português
• TipoType

  Semestral
• ECTS

  7
• 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
  Teste de avaliação	3-12-2025 (PL) 15-12-2025 (Diurno)	40%
  Portfolio	Datas parcelares de entregas e apresentação, conforme slides 1ª aula.	60%
  (...)

   

  Adicionalmente poderão ser incluídas informações gerais, como por exemplo, referência ao tipo de acompanhamento a prestar ao estudante na realização dos trabalhos; referências bibliográficas e websites úteis; indicações para a redação de trabalho escrito...