ISLA Santarém 15490

Distribution and Development of Sales Locations

• ApresentaçãoPresentation

  The curricular unit “Distribution and Development of Points of Sale” introduces the foundations and practices of the distribution function, linking channel choice, producer–distributor relations, transport logistics, and location decisions with the design of the point of sale. Its scope covers the wholesale and retail commercial system, both physical and online, including distributor selection criteria, route scheduling, layout, visual merchandising, and planograms. The area of practice focuses on optimising the flow of goods/services and creating effective shopping experiences. Intervention domains include channel analysis, negotiation, operational metrics, and site selection and implementation. This unit is pertinent within the programme as it underpins core competencies in Commercial Management and Sales, integrating strategy, operations, and economic performance.
• ProgramaProgramme

  1. What is distribution – historical evolution 2. The concept of distribution 3. The commercial system Concept, functions, and agents Distribution circuits and channels Types and forms of distribution Typology of distributors Criteria for selecting a distributor 4. The wholesale sector Characterisation and evolution of the wholesale sector 5. The retail sector Sector characterisation Independent retail segment Associated retail segment Integrated retail segment: concept and typology 6. Relationships between producers and distributors Power and conflict relations within the distribution channel 7. Transport Transport typologies Own fleet versus outsourced distribution Route scheduling 8. Location and siting of the point of sale Facility location decision methods Types of facilities, layout, design, and product display 9. Challenges in distribution National and international perspectives Globalisation in distribution
• ObjectivosObjectives

  Attain an overview of the distribution function, grounded in its historical evolution and characterisation. Understand the economic and managerial role of commercial distribution within an organisation. Analyse and appropriately select distribution channels. Recognise the importance of distributor choice and apply suitable criteria for their selection. Examine power relations and conflict within a distribution channel. Identify the most suitable modes of transport and routing options. Understand the impact of retail location on business performance and be able to apply appropriate methods to determine the optimal site.
• BibliografiaBibliography

  Lindon, D., et. al. (2010). Mercator XXI – Teoria e Prática do Marketing. 13ª Edição, Publicações Dom Quixote. Lush, Robert F. et. al, (2011). Introduction to Retailing, South-Western, Ohio. Novaes, A.(2009). Logística e Gerenciamento da Cadeia de Distribuição. Editora Campus. Rousseau, J. (2008). Manual de Distribuição. 2ª Edição. Principia Editora
• MetodologiaMethodology

  It integrates active, student-centred, competency-oriented approaches. We will adopt: Problem-Based Learning (PBL), to diagnose needs and solve real-world challenges; Project-Based Learning, with staged deliverables and formative feedback; Case Studies, for critical analysis and decision-making; the Flipped Classroom, shifting theory to independent study and reserving class time for application; Gamification, using game mechanics to strengthen motivation and persistence; Simulations and role-play, testing scenarios in negotiation, layout and logistics; Collaborative Learning, supported by on-line tools; micro-learning, in short capsules; and peer- and self-assessment, to foster metacognition and accountability. These methods are aligned with clear rubrics, iterative checkpoints, and prudent use of generative AI (explicitly declared and referenced).
• 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
  Teste de avaliação		40%
  Projecto/Trabalho		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...