ISLA Santarém 11548

Commercial Management

• ApresentaçãoPresentation

  The syllabus of the Commercial Management course is perfectly aligned with the defined learning objectives. Each topic, from the introduction to commercial management to strategic planning and performance analysis, contributes directly to the development of students' skills. This coherence ensures a solid and comprehensive education, enabling students to understand commercial dynamics, analyze real situations and apply theories and techniques in practical sales, marketing and business management contexts. Thus, students will be better prepared to face market challenges and propose unusual commercial strategies based on an in-depth analysis of the market and consumer trends.
• ProgramaProgramme

  Commercial activity in the tourism sector Communication and Commercial Relations Sales Techniques Market research Market Research Negotiation techniques Conflict Management Commercial and Sales Plan
• ObjectivosObjectives

  The objectives of the course are - To provide knowledge, methods and practices of commercial activity in the area of tourism. - To present communication techniques and tools that enable personalized relationships with clients. - To provide knowledge of sales techniques. - Introduce the concepts and techniques associated with market research. - Carry out market research in the tourism sector. - Use negotiation and conflict management techniques. - Create a commercial sales plan geared towards the tourism sector.
• BibliografiaBibliography

  Azevedo, L. (1996), Comunicar com assertividade, Lisboa, Instituto de Emprego e Formação Profissional. Carvalho, J. (2004), Negociação, Edições Sílabo. Mcgivern, Yvonne (2013). The Practice Of Market Research, Pearson Education Limited. Lopes, José Luís Pessoa (2011). Fundamentos dos Estudos de Mercado. Edições Sílabo
• MetodologiaMethodology

  The innovative methodologies used to support the teaching-learning process are as follows: -Problem-Based Learning; -Gamification; -Inverted Classroom; -Design thinking; -Case studie
• LínguaLanguage

  Português
• TipoType

  Semestral
• ECTS

  4
• NaturezaNature

  Mandatory
• EstágioInternship

  Não