Commercial Management and International Business

Subject: 2019/2020 - 2S

Programmes

Hours Effectively Taught

MDCM1

Teaching Language

Portuguese

Aims, Skills and Learning Outcomes

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

Main literature

Supplementary Bibliography

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

Continuous Assessment

1 - Performing group work: 35%

2 - Individual written test: 65%

Under the Master Regulations:

1. 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.

2. In the written tests and other evaluation elements referred to in paragraph 2 of Article 26, a minimum grade of 7.5 (seven point five) values ¿¿is required.

3. If the student misses or scores less than 7.5 points on the tests or assessment elements referred to in the previous paragraph, he / she will be automatically transferred to the final assessment of the normal season.

4. If the student fails 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), they may require registration for evaluation at the time of appeal.

5.All written academic work foreseen in the assessment (reports, case studies, etc.) will have to be submitted in the Turnitin database, available on ISAG's E-Learning platform, with a similarity rate up to 30% acceptable.

Final Exam

Individual written test 100%

Proofs and special works

The group work is the introduction of a new drink in the Portuguese market competing brands Coca Cola and Pepsi.

It is mandatory to consider the following points:

Consumer Analysis.

Distribution.

Outlets.

Business strategy.

Competition Analysis.