The course of Business Management aims to develop multidisciplinary expertise across the whole management, creating the essential link between marketing strategy and promotion plan of the Commercial Director of an organization.
Objectives and expected learning outcomes By combining the knowledge (academic and professional) more current on the subject of Business Management this course will enable students to: a) to obtain knowledge and skills related to the commercial management of a company; b) Know plan and organize a commercial structure; c) Develop sensitivity and team motivation capacity; d) Notice how to define an appropriate approach to markets; e) Know elaborate, budgeting, implement, monitor and control a sales plan; f) able to select and recruit a sales team, depending on the strategy and business objectives.
Skills to be developed At the end of the course, students should be able to: a) To establish the link between marketing strategy and the business strategy of companies; b) To acquire ability to bring in business resilience, making them take advantage of negative market situations for their own benefit; c) To create, structure and adapt the Commercial Departments, for the necessary shares in the market; d) Know allocate resources affects the function of the sales plan targets set; e) plan, monitor and control the work of the sales team; f) Create incentive systems for sales teams.
Programme
1. From Strategic Plan to Sales Plan 1.1 The change in the markets and the co-creation of value 1.2 The company's strategy and operational alignment 1.3 From Marketing Plan to Sales Plan
2. The analysis of the market and competition
3. The sales tools 1-to-1 3.1 2.0 sales systems.
4. The Direction of Sales Teams 4.1 The basic functions of sales 4.2 determining the size of the sales team 4.3 configuring zones 4.4 selecting vendors 4.5 the training plan 4.6 types of remuneration 4.7 leadership teams.
5. Planning and Sales Organization 5.1 sales forecast 5.2 sales targets 5.3 the definition of the routes 5.4 the organization of visits 5.5 the organizational structure 5.6 sales budgets them.
6. The Selling Process 6.1 The sale of the tunnel - 5 Ps. 6.2 Commercial proposals: price, payment and delivery conditions. The Incoterms. Internationalization.
7. Performance Evaluation Sales Team 7.1 Outcome evaluation 7.2 behavioral assessment 7.3 the sales support information systems (SIS) Mobile Mkt / CRM 7.4 sales meetings.
Main literature
Frazão, Cesar; Kepler, Joao;Vendas na Era Digital, Castor de Papel, 2015
Nicola Minervini;Exportar: Competitividade e Internacionalização, Makron Books, 1997
Bertuzzi, Trish;The Sales Development Playbook, Moore-Lake, 2016
Supplementary Bibliography
Stanton, Spiro;Administração de Vendas, LCT-Livros Ténicos e Cientificos, Sa, 2007. ISBN: 0-256-21896-X
Roberge, Mark;The Sales Acceleration Formula, John Wiley & Sons, 2015
Learning Methods
The classes will be presented in order to allow to build the foundation for the development of basic knowledge on the strategic functioning of modern organizations.Will be followed a model of action learning, and participation based on case studies, and the drawing up of a working group .
Assessment Components
Avaliação apenas com exame final
Assessment Components
Description
Type
Time (hours)
Conclusion Date
Attendance (estimated)
Lessons
60
Teste/Exame
60
Study
10
Teste/Exame
2
Study
81
Total:
213
Continuous Assessment
Development of a working group which will have a final weight of 60%. This job requires an oral defense. The remaining assessment consists of a test. This component will have a weight in the final grade of 40%.