| Code: | LGI2203 | Acronym: | GV |
| Teaching Area: | Management |
| Acronym | Study plan | Curriculum Years | ECTS | Contact hours | Total Hours |
|---|---|---|---|---|---|
| LGI | Licenciatura em Management | 2º | 6 ECTS | 57 | 160 |
| Theoretical-Practical: | 45,00 |
| Seminário: | 3,00 |
| Other: | 9,00 |
| Theoretical-Practical: | 45,00 |
| Seminário: | 3,00 |
| Other: | 9,00 |
Teaching - Hours
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Descriptive summary of the curricular unit
This curricular unit aims to provide students with the technical skills necessary to carry out important functions in the area of Commercial Management by providing the contact with the latest knowledge and research in the field supported by the most used practical tools. The assumed perspective is that of the multidisciplinary vision of the company in the process of creation of value, following the transmission of the theoretical foundations of the Commercial Management with the practical exemplification and the training of competences.
Objectives and expected learning outcomes
With this curricular unit it is intended to prepare the student with a body of knowledge that facilitates the understanding of Commercial Management in organizations, in this sense, this curricular unit assumes as main objectives:
1. Master the basic concepts of commercial management, taking into account aspects related to the organization and the functions of the commercial manager;
2. Understand the nature of business management in organizations, as well as the principles that govern the business management process, construction, structuring and management of a sales force;
3. Understand how a company's commercial management works in terms of its main functional areas, namely sales and marketing management;
4. Know how to solve problems related to sales teams and supervision, using the most appropriate tools, as well as preparing a business plan.
Skills to be developed
After the conclusion of this curricular unit, the students will be able to:
- Participate in the design, development, implementation and control of business plans and actions;
- Analyze the company's environment and carry out commercial prospecting studies;
- Manage and monitor sales teams;
- Manage the relationship with customers;
- Apply commercial management methods and techniques appropriate to the specificity of the companies.
1. INTRODUCTION
1.1. Product management
1.2. Commercial management in the context of marketing
1.3. The organizational context of sales force management
1.4. Concept of sales and its importance for the company's business, different contexts of commercial management
2. COMMERCIAL MANAGEMENT AND MARKETING
2.1. Commercial management and sales in the context of Marketing
2.2. The sales force in the context of marketing communication
2.3. Profile and skills of the sales technician and the sales manager
2.4. Sales force planning and management
2.5. Defining the objectives, size and structure of the sales force
3. SALES MANAGEMENT
3.1. Determining the size of a sales team in a B2B environment
3.2. Recruitment and selection of salespeople
3.3. Training of salespeople
3.4. Motivation of the sales force
3.5. Sales force planning, evaluation and management
4. PROMOTIONAL AND COMMERCIAL PLAN
4.1. Organization models, advantages and disadvantages
4.2. Sales promotion
4.3. Prospecting customers
4.4. Customer relationship management
The methodologies considered take into account the characteristics of the course. Despite a theoretical character, the use of case studies and other support materials, aim to contribute to the achievement of the objectives of the course, from an applied or practical point of view.
| Kurzrock, Warren;Sales Management Success: Optimizing Performance to Build a Powerful Sales Team, Wiley Edition, 2019 |
| Bertuzzi, Trish;The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales, Moore-Lake, 2016. ISBN: 9780692622032 |
| Kotler, Philip & Keller, Kevin Lane;Marketing Management, 15th Edition, Pearson, 2016. ISBN: 9781292092676 |
The contents of this curricular unit will be exposed in theoretical-practical classes, which combine the theoretical exposition with the discussion of practical cases and the resolution of application exercises. During the classes, students will be encouraged to express their understanding of the content exposed.
Avaliação distribuída com exame final
| Description | Type | Time (hours) | Conclusion Date |
|---|---|---|---|
| Attendance (estimated) | Lessons | 45 | |
| Teste/Exame | 3 | ||
| Participação Presencial | 3 | ||
| Participação Presencial | 9 | ||
| Study | 60 | ||
| Projectos | 40 | ||
| Total: | 160 |
- 2 individual written tests: 2 X 32.5%
- Realization and presentations of 1 group work to be submitted by the E-Learning platform: 1 X 35%
Under the General Regulation:
a) The effective attendance of students in class will be recorded and, if the number of absences per student exceeds 30% of the total number of contact sessions for each course unit, will be automatically transferred to the final evaluation of the normal season;
b) In the written tests and in the defined evaluation elements it is necessary to obtain a minimum grade of 7.5 points;
c) If the student misses or achieves a grade lower than 7.5 points in the tests or evaluation elements referred to in the previous number, he / she will be automatically transferred to the final evaluation of the normal season;
d) If the student misses or achieves a grade lower than 7.5 points in the second written test (held on the same date as the final written test of the normal season), he / she may require registration for evaluation at the time of appeal;
e) All written academic work provided for in the assessment (reports, case studies, etc.) must be submitted to the Turnitin database, available on the ISAG E-Learning platform, with a similarity rate up to 30% acceptable.
Individual written test: 100%
The proposed program allows students to acquire the necessary knowledge and develop the skills provided for in the objectives, insofar as:
- Chapters 1 and 2 address Objective 1 as they present the fundamental concepts of business management;
- Chapter 3 meets what was proposed in objective 2, which aims to gain knowledge of sales management;
- Chapter 4 provides access to objective 4, which aims to understand how to supervise sales teams, and the knowledge of the appropriate metrics and preparation of a business plan.