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Management of Sales Teams and Negotiation

Code:

MDCM2110

Acronym:

GEVN

Subject: 2020/2021 - 2S

Teaching Area:

Marketing

Programmes

Acronym	Study plan	Curriculum Years	ECTS	Contact hours	Total Hours
MDCM	Aviso nº 9882/2017	1º	4 ECTS	39	106

Hours Effectively Taught

MDCM1

Theoretical-Practical:	30,00
Orientação Tutorial:	0,00

Teaching - Hours

Theoretical-Practical:	2,00
Orientação Tutorial:	0,60

Aims, Skills and Learning Outcomes

Descriptive summary of curricular unit
They will be taught: scientific principles of Team Management and Business Negotiation required to conduct business transactions of a company / organization in a competitive and global market.
Identify and characterize Sales Team Management and Leadership as a process of social influence in which the voluntary participation of the organization's employees is sought in an effort to achieve pre-defined strategic objectives

Objectives and expected learning outcomes
a) Provide an understanding of the concept of sales team management;
b) Provide an understanding of the concept of commercial negotiation;
c) Understand to what extent the management of commercial teams explains the performance of groups and organizations;
d) Identify the traits and behaviors associated with effective commercial management;
e) Provide knowledge of the importance of leadership and motivation in the sales force;
f) Understand the importance of effective communication for individual development and organizational success;
g) Provide understanding of the management and resolution of conflicts of conflicts;
h) Provide an understanding of negotiation as an organizational development process. Integrated in a value chain of a company.

Skills to be developed
a) Conduct an impact assessment of the concepts of team management and commercial negotiation;
b) To develop skills to improve the motivational levels of the organizational collaborators, promoting their organizational involvement;
c) Improve communicational processes;
d) To intervene in the management of conflicts and their resolution;
e) To lead and to motivate multidisciplinary teams, in the commercial activity;
f) To develop the capacity for effective listening, negotiating, persuading and arguing;
g) Reflect and act critically, understanding their position and function in the structure of the organization, as team manager and commercial negotiation;

Programme

1. Sales Team Management
1.1. Sales Force Planning, Control and Management
1.2. Determination of the size, type and organization of the sales force
1.3. Sales force organization
1.4. Sales force objectives (KPI) management: individual, group and organizational

2. Sales Force Management and Motivation
2.1. Recruitment and selection of sales force
2.2. Motivation of the sales force, the role of communication
2.3. Sales Force Leadership
2.4. Sales Force Performance Measurement Metrics

2. Commercial Negotiation
2.1. Stages of the Commercial Negotiation
2.2. Impact of Communication on Trading
2.2. Profile of Negotiator
2.3. Competition and its evolution
2.4. The company / market relationship
2.5. Elaboration of the company's offer

Demonstration of the syllabus coherence with the curricular unit's learning objectives

In the field of negotiation will be treated the most current concepts, in view of the sustainability of the organization.
Identify and recognize the importance of sales in companies considering the sales process, the vendors typology their attitude. The organization of the sales force, know how to set up a sales team to carry out the performance evaluation, implement measures to correct the trajectory followed and to anticipate measures.
Knowledge will also be given about Planning and Control of the integrated negotiation in a value chain of a company.

Main literature

SERRA, E. M.,;Direção e Gestão da Força de Vendas : Como Crescer num Contexto de Crise Global, Grupo Editorial Vida Económica, 2020. ISBN: 9789897687457

ALMEIDA, J.;A Arte de Vender, Top Books, 2017. ISBN: 978-989-706-005-2

Supplementary Bibliography

CUNHA, M.P. [et al.].;Manual de Comportamento Organizacional e Gestão, Editora RH, 2016. ISBN: 978-972-887-158-1

FALCÃO. P. F.;Todos Podemos Negociar Bem, Editora RH, 2016. ISBN: 978-989-706-045-8

Learning Methods

It is intended to encourage students to participate actively in classes and in the (voluntary) continuous evaluation process, developing their critical ability and their skills for effective personal study.
The active methods will be privileged through, among other things, the use of case studies, group work and role-playing.
The theoretical approach of the subjects will be, whenever possible, made using the different personal and professional experiences of the students, establishing a direct relationship with the labor market.
In order to promote learning, audio-visual methods may also be used.

Assessment Components

Avaliação distribuída com exame final

Assessment Components

Description	Type	Time (hours)
Attendance (estimated)	Lessons	30
Individual or Group Works	Projectos	25
Avaluation	Teste/Exame	4
	Participação Presencial	9
	Study	38
	Total:	106

Continuous Assessment

Discuss and achievement of case studies and project - value 30%
Participation in contact sessions - value 10%
Achievement of individual writing assessments - value 60%

Under the terms of the Master's Regulation:

1. The students' attendance in classes will be recorded and, if the number of absences per student exceeds 30% of the total number of lessons scheduled for each course unit, the student will be automatically transferred to the final evaluation (regular season).
2. In the written tests and other assessment elements mentioned in paragraph 2 of Art. 26 it is necessary to obtain a minimum grade of 7.5 (seven point five) points.
3. If the student misses a test or receives a grade lower than 7.5 points in the tests or in another assessment element mentioned in the previous number, the student will be automatically transferred to the final evaluation (regular season).
4. If the student misses or obtains less than 7.5 in the second written test, held in the same date of the final exam in the regular season, they may apply for further evaluation in the Appeal season.

5. 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.

Final Exam

Achievement of an individual writing assessment - value 100%

Demonstration of the coherence between the teaching methodologies and the learning outcomes

The development of the classes will be carried out harmonizing the teaching methodologies with the objectives of the UC. This will be an application UC, where students will learn not only why, but also how to execute, evaluate and decide.
The provision of information and knowledge foreseen in the objectives will be developed at the beginning of each subject to be addressed in the theoretical-practical classes, where the relation with other subjects already treated in previous classes will be established. These sessions will aim to develop students' competences and sensitize them to the importance of the themes addressed in the current real context, contributing to a better framework and also easier to perceive the objectives that are intended to be achieved.