ISLA Santarém 15859

Commercial and Sales Force Management

• ApresentaçãoPresentation

  The course covers the role of sales in companies and society, introduces sales force management, the organization of the sales department, and the elements of a business plan, enabling students to plan, monitor, and control the sales team and create appropriate incentive systems.  
• 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

  De Sousa, N. B. (2016). Gestão Comercial – Vendas: Noções Básicas para Profissionais de Vendas. Lisboa: Texto/Outra (edição em PT). Jobber, D., & Lancaster, G. (2021). Gestão da Força de Vendas / Selling and Sales Management. Harlow: Pearson. Serra, E. M. (2014). Direção e Gestão da Força de Vendas – Como Crescer num Contexto de Crise Global. Porto: Vida Económica. Tanner, J., Honeycutt, E., & Erffmeyer, R. (2021). Sales Management: Shaping Future Sales Leaders (3rd ed.). Wessex Press.
• 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

  Avaliação curricular (contínua):
  A avaliação curricular é composta pela realização de um trabalho de grupo e um teste, em que são aplicados os principais conteúdos programáticos.
  Fórmula de cálculo:
  - Trabalho - 50%
  - Teste – 50%
  Todos os estudantes que neste regime de avaliação tenham obtido média inferior a 9,50 valores são avaliados em avaliação final.
  Avaliação final:
  Nas épocas normal, de recurso e especial a avaliação será orientada pelos mesmos objetivos e baseia-se num exame (100%) integrando a componente teórica e a componente prática da unidade curricular.