Code: | PGDCM05 | Acronym: | GEVN |
Teaching Area: | Marketing |
Acronym | Study plan | Curriculum Years | ECTS | Contact hours | Total Hours |
---|---|---|---|---|---|
PGDCM | Plano de Estudos - 2020 | 1º | 4 ECTS | 30 | 106 |
Theoretical-Practical: | 30,00 |
Teaching - Hours
|
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
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.
ALMEIDA, J.;A Arte de Vender, Top Books, 2017. ISBN: 978-989-706-005-2 |
FALCÃO. P. F.;Todos Podemos Negociar Bem, Editora RH, 2016. ISBN: 978-989-706-045-8 |
SIMÕES , E. ;Negociação nas Organizações. Contextos Sociais e Processos Psicológicos., Editora RH, 2008. ISBN: 978-972-8871-23-9 |
CUNHA, M.P. [et al.].;Manual de Comportamento Organizacional e Gestão, Editora RH, 2016. ISBN: 978-972-887-158-1 |
SERRA, E. M., ;Direção e Gestão da Força de vendas, Vida Económica, 2012. ISBN: 978-972-788-513-8 |
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.
Avaliação distribuída com exame final
Description | Type | Time (hours) | Conclusion Date |
---|---|---|---|
Attendance (estimated) | Lessons | 30 | |
Individual or Group Works | Projectos | 25 | |
Avaluation | Teste/Exame | 4 | |
Participação Presencial | 9 | ||
Study | 38 | ||
Total: | 106 |
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.
Achievement of an individual writing assessment - value 100%
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.