Sales Force Management

Category: Discipline
  • Rich, G. A., & Epler, R. (2023). Sales Force Management (1ª ed.). SAGE Publications. Larreche, J.-C. (2023). Value Capture Selling: How to Win the 3rd Sales Transformation. Wiley.  Miller, A. B. (2024). HubSpot vs Salesforce: A Comprehensive Guide to Navigating CRM Systems. Independently published. 
  • Commercial and Sales Management
  • 6148
  • 15489
  • Sales Force Management
  • IPLUSO6148-15489
  • 2
  • 5
  • 0
  • 4
  • Não
  • Português
  • The course adopts active, student-centred methodologies, combining theory and practice in contexts close to business reality. Project-based learning is used through the development of sales force management plans applied to real or simulated cases; role-play and simulations are applied to practise negotiation, leadership, and decision-making; and national and international case studies are analysed critically. Practical exercises integrate digital tools and CRM systems, enhancing technical and analytical competences. Gamified activities, guided debates, and collaborative work foster critical thinking, communication, and teamwork. Continuous feedback, including self-assessment and reflection, ensures performance improvement and consolidation of learning outcomes.
  • Mandatory
  • By the end of the course, students should understand the fundamental concepts of sales force management, recognising its strategic role within organisations and its integration with marketing. They should be familiar with commercial organisation models, sales planning methods and goal setting, motivation and leadership techniques, and the use of digital tools (CRM and SFA). In terms of skills, students will be able to design sales plans, apply performance indicators, use sales support technologies, and adapt strategies to different customer profiles and market contexts. At the competence level, they should demonstrate the ability to lead and coordinate teams, make informed decisions, integrate ethical and customer-oriented practices, and communicate effectively in commercial settings, preparing for leadership and coordination roles in competitive environments.
  • Introduction to sales force management: concepts, objectives, and strategic importance. Sales team structure and organisation: models, roles, territories, and customer portfolios. Sales planning and strategy: goal setting, forecasting, resources, and integration with marketing. Motivation and leadership: applied theories, management styles, coaching, and talent retention. Performance control and evaluation: KPIs, incentives, rewards, and continuous improvement. Sales support technologies: CRM, sales force automation, reporting, and the impact of digital transformation. Ethics, sustainability, and customer focus: social responsibility, loyalty, win-win negotiation, and value creation. Case studies and practice: analysis of national and international examples, development of sales plans, simulations, and role-play.

  • A avaliação privilegia a participação ativa, a aplicação prática dos conhecimentos e a capacidade crítica dos estudantes. Está organizada em componentes contínuas e uma prova individual:

    Participação e desempenho em aula – 15%

    • Assiduidade, envolvimento em debates, simulações e role-play.

    • Contributo individual para trabalhos de grupo e atividades práticas.

    Trabalho de Grupo Intermédio – 20%

    • Elaboração de um mini-plano de vendas (Aula 5).

    • Foco na definição de objetivos, estratégias e recursos.

    • Apresentação curta em aula e entrega em Moodle.

    Trabalho Final de Grupo – 35%

    • Desenvolvimento de um Plano de Gestão da Força de Vendas para um caso real ou simulado.

    • Inclui análise de estrutura da equipa, planeamento, motivação, controlo de desempenho e tecnologias de apoio.

    • Apresentação oral (Aula 14) com discussão crítica.

    Teste Individual Final – 30%

    • Realizado na Aula 15.

    • Avaliação dos conhecimentos teóricos e práticos adquiridos ao longo do semestre.

    • Questões de escolha múltipla, de desenvolvimento e aplicação prática.

    Notas Complementares

    • A avaliação contínua requer presença mínima em 75% das aulas.

    • A não entrega de trabalhos implica a perda da respetiva componente.

    • Os estudantes podem ser chamados individualmente a defender oralmente o seu contributo nos trabalhos de grupo.

    • Nota mínima de 9,5 valores nas várias componentes da avaliação contínua.

    • Em época de recurso ou especial, será realizado um Teste Individual que abrange todos os conteúdos lecionados ao longo do semestre.
  • Semestral
  • The Sales Force Management course is part of the commercial and marketing field, focusing on the organisation, leadership, and motivation of sales teams. Aimed at students of the Higher Professional Technical Courses (CTeSP) in Marketing Management and Commercial and Sales Management, it covers methods and strategies to plan, monitor, and optimise commercial activity, aligning it with the company’s objectives. With its practical and applied nature, this course prepares professionals for leadership and coordination roles in sales teams, meeting the competitive demands of today’s market.

Information Technology Applied to Hotels and Restaurants

Category: Discipline
  • - Dan, C. M. (2018). Cloud Computing - Theory and Practice. Morgan Kaufmann. - Frye, C. D. (2019). Microsoft excel step by step. Microsoft Press. - Lambert, J., & Cox, J. (2019). Microsoft word step by step. Microsoft Press. - Murray, K. (2015). Microsoft office 365. Microsoft Press.
  • Hotel and Restaurant Management
  • 3572
  • 18896
  • Information Technology Applied to Hotels and Restaurants
  • IPLUSO3572-18896
  • 2
  • 6
  • 0
  • 4
  • Não
  • Português
  • Project-Based Learning (PBL) - Allows students to develop practical projects, applying the course content, stimulating critical thinking and problem-solving skills. Gamification - Use of challenges and rewards to motivate students, making learning more engaging. Online Collaborative Learning - Use of digital tools like Google Drive to promote group work and real-time collaboration.
  • Mandatory
  • Throughout the course, students will: - Understand the role of ICT in organizations and decision-making processes; - Use productivity tools (Word, Excel, PowerPoint) to create documents, reports, and commercial presentations; - Explore collaborative platforms and digital communication tools; - Apply digital tools to marketing, sales, and customer management (CRM, social media, email marketing); - Analyze the impact of emerging technologies such as Artificial Intelligence, Big Data, and the Internet of Things on the Hotel and restaurant sector; - Explore vertical applications in hotel and restaurant area - Property Management Systems.
  • Fundamentals of IT in the business context Productivity and collaboration tools - Word processor (Ex: Microsoft Word, Google Docs): - Spreadsheet (Ex: Excel, Google Sheets): - Presentations (Ex: PowerPoint, Google Slides): Collaboration platforms (e.g. Google Workspace, Microsoft Teams): IT applied to hotel and restaurant sector - Property Management Systems Emerging technologies in business

  • Descrição dos instrumentos de avaliação (individuais e de grupo), testes, trabalhos práticos, relatórios, projetos, respetivas datas de entrega/apresentação e ponderação na nota final.

    Descrição

    Data 

    Ponderação

    Teste de avaliação de Word (individual)

    a definir

    25%

    Teste de avaliação de Excel (individual)

    a definir

    25%

    Assiduidade e participação

    Não se aplica

    10%
    Teste de avaliação de Host PMS (Individual) a definir 30%
    Quizzes a definir 10%

     

     
  • Semestral
  • The Information Technologies applied to Hotel and Restaurant (ITHR) course aims to equip students in the Higher Professional Technical Course (CTeSP) in Hotel and Restaurant Management with essential digital skills for effectively performing their roles in today?s rapidly evolving digital landscape. In an increasingly competitive and technology-driven business environment, it is crucial for commercial professionals to master the tools and resources that allow them to plan, communicate, analyze, and sell more strategically and efficiently. This course offers a practical and applied approach to IT, focused on the real-world demands of the hotel and restaurant sector.

Management Accounting II

Category: Discipline
  • Accounting and Finance
  • 7157
  • 7025
  • Management Accounting II
  • IPLUSO7157-7025
  • 2
  • 6
  • 0
  • 4
  • Não
  • Português
  • Semestral

Corporate Law

Category: Discipline
  • ABREU, J. M. Coutinho de (2004). Curso de Direito Comercial. Almedina.. CORREIA, Miguel J. A. Pupo (2018).  Direito Comercial. Direito da Empresa (14.ª ed). Ediforum. CUNHA, Paulo Olavo (2020). Direito Empresarial para economistas e gestores (3ª ed). Almedina. RAMIREZ, Paulo (2018). Direito Comercial. Almedina. SOUSA, Domingos Pereira de (2020). Direito Empresarial. Quid Juris.
  • Commercial Management
  • 6814
  • 2006
  • Corporate Law
  • IPLUSO6814-2006
  • 1
  • 4
  • 0
  • 4
  • Não
  • Português
  • Use the analysis of real/media situations in their connection with the subjects presented in class.
  • Mandatory
  • The competence to be devoleped in the Business Law Curricular Unit is to provide students with management, general knowledge and notions of applicable law in the context of a company or commercial activity, providing them with instruments and tools that allow them to understand the legal aspects related to business activity.   During the performance of their professional activity, the management of a company, a business portfolio or any other economic activity, it is necessary to know the legal instruments of the organization market: what is a corporate contract, how it is constituted, what the different forms of incorporation of commercial companies, labor issues, among others.
  • Business law and economic activity Economic, social and legal framework of the company Business freedom and competition law The merchant and the individual entrepreneur the commercial establishment the acts of commerce Liability for commercial debts The special obligations of traders Incorporation of a commercial company Personality and legal capacity of commercial companies Types of commercial companies Legal status of the partner Obligations and rights of partners Equity autonomy and liability of partners Management and supervisory bodies Responsibility of administrators and managers Convening and functioning of the general meeting Quorum, Voting and Majority Rules Transformation of societies Dissolution and liquidation of commercial companies Insolvency and Special Revitalization Process The commercial contracts bank guarantees the bonds of credit

  • A avaliação contínua valoriza todas as atividades desenvolvidas em aula incluindo a participação (10%) e 2 momentos de avaliação escrita. A conclusão por avaliação contínua pressupõe a presença efetiva em 75% das aulas leccionadas. As datas serão fixadas de acordo com o calendário escolar.

    Exame final: época de recurso e especial.

     

     

     
  • Semestral
  • Business law as a legal discipline whose content is transversal to different areas of law, brings together different institutes and branches of law that regulate economic, commercial and productive relations, thus constituting an important area in modern societies.

General Biochemistry

Category: Discipline
  • Berg, J.M.; Tymoczko, J.L.; Stryer, L. (2012). Biochemistry. (5th ed.). New York: W.H.Freeman & Co Ltd. ISBN-13: 978-0716746843 Devlin, T. M. (2010). Textbook of Chemistry with Clinical Correlations. 7th Ed., Wiley. SBN-13: 978-0470281734 ISBN Walker, J.; Wilson, K. (2018). Principles and Techniques of Biochemistry and Molecular Biology. (8th ed.). Cambridge University Press. . ISBN 9781316677056
  • Medical Imaging and Radiotherapy
  • 4097
  • 18911
  • General Biochemistry
  • IPLUSO4097-18911
  • 1
  • 5
  • 0
  • 4
  • Não
  • Português
  • In practical classes, the student has prior access to the experimental protocols to be carried out in each class session, which allows for prior reading and preparation. These protocols are accompanied by a set of questions, to ensure individual preparation and, subsequently, the discussion of procedures and results.
  • Mandatory
  • Understand the function of the main enzymes involved in the metabolic pathways and understand their role as a regulatory mechanism and potential therapeutic or diagnostic targets Understand the role of biochemistry in the diagnosis and treatment of the disease Demonstrate practical skills in non-invasive techniques, such as spectrophotometry, and potentiometry Search and interpret scientific literature
  • 1- Introduction to Biochemistry 2- Biomolecules 3- Enzymology 4- Bioenergetics 5- Introduction to metabolism 6- Carbohydrate metabolism 7- Cellular Breathing 8- Lipid Metabolism 9- Protein metabolism. 10- Interrelation of metabolic pathways Practical program 1- Solutions 2- Potentiometry; 3- Separation of blood components. 4- Importance of blood isotonicity 5- Spectrophotometry; 6- Protein determination 7- Glucose determination  

  •  

    Descrição

    Data limite

    Ponderação

    1º teste Teórico

    dd-mm-yyyy

    25%

    2º teste Teórico

    dd-mm-yyyy

    25%
    1º teste Prático dd-mm-yyyy 25%
    2º teste Prático dd-mm-yyyy 25%

     

    A classificação final (CF) da unidade curricular por avaliação contínua é obtida a partir das classificações obtidas na componente escrita (T) e na componente prática (PL). A componente Teórica consta de duas frequências escritas e é relativa aos conteúdos teóricos. A classificação mínima em cada frequência é de 8 valores. A componente prática consta de 2 momentos de avaliação práticos realizados durante as aulas laboratoriais, A classificação mínima de cada momento é de 8 valores. A classificação final é calculada a partir da seguinte fórmula: CF = 0,50 T + 0,50 PL. A classificação de todos os instrumentos de avaliação é expressa numa escala de 0 a 20 valores, sendo que o valor ponderado das classificações obtidas tem de ser igual ou superior a 9,5
  • Semestral
  • The General Biochemistry course will focus on the structure and function of biomolecules and on the mechanisms involved in the functioning and regulation of the metabolic pathways that are essential for functional homeostasis. The function of the main enzymes involved in the metabolic pathways and their role as a regulatory mechanism and potential therapeutic or diagnostic targets are also transmitted. Through laboratory practice, the student will not only perform non-invasive techniques, such as spectrophotometry, potentiometry, but also understand the implications of analytical and non-analytical errors.
  1. Biostatistics
  2. Spanish Language III
  3. Image and Thought
  4. Dissertation Project Seminar

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