Commercial Management

Category: Discipline
  • Não
  • This curricular unit aims to provide students with information on understanding and analysis of topics related to Business Management and its stakeholders, as well as preparing students for the techniques and practices related to it, particularly those related to Tourism Management Activity.
  • Semestral

  • Descrição dos instrumentos de avaliação (individuais e de grupo):

     

    Descrição

    Data limite

    Ponderação

    Teste de avaliação

    a marcar com alunos

    35%

    Trabalho de Grupo

    a marcar com alunos

    		  

    35%

    Assiduidade + Participação + Atitude

    N.A.

    30%

    • Os estudantes que não tenham sucesso na avaliação contínua podem realizar exames nas épocas de avaliação definidas pela instituição.

     
  • Services anda Function of the sales force; Sales force management steps; Communication to Commercial Relationship; Sales promotion; Area Sales management; Development of a sales force in an organization; Commercial activity in the Tourism and Hotel.
  • Provide a set of knowledge, methods and practices that enable you to have a good communication and personalized relationship with the client. It is also intended to raise awareness of the need to exercise its activity, either on the basis of retaining current customers by giving them the necessary assistance, or on the basis of prospecting for new customers, as well as raising awareness of new information and communication technologies as sales support instrument.
  • Mandatory
  • Experimenting with CRM software in class and carrying out exercises Holding a seminar with guests linked to GCV participation in a commercial game, dynamics carried out in class and in an event on commercial themes to be held
  • Português
  • Brito, P. Q. (2000). Como fazer promoção de vendas. Jobber, D., & Lancaster, G. (2006). Selling and sales management. Pearson Education. Azevedo, L. (1996). Comunicar com assertividade. Lisboa, Colecção Gestão Criativa, IEFP. Câmara, P., Guerra, P., & Rodrigues, J. V. (2001). Humanator: Recursos Humanos e Sucesso Empresarial, Lisboa: Publicações D. Quixote, Colecção Gestão & Inovação. Campos e Cunha, R. (1998). A Gestão de Recursos Humanos na Estratégia da Empresa. Carvalho, J. C. (2004). Negociação, Lisboa: Edições Sílabo. 
  • 4
  • 0
  • 5
  • 1
  • IPLUSO6148-11548
  • Commercial Management
  • 11548
  • 6148
  • Commercial and Sales Management

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