Commercial and Sales Force Management

Category: Discipline
  • De Sousa, N. B. (2016). Gestão Comercial – Vendas: Noções Básicas para Profissionais de Vendas. Lisboa: Texto/Outra (edição em PT). Jobber, D., & Lancaster, G. (2021). Gestão da Força de Vendas / Selling and Sales Management. Harlow: Pearson. Serra, E. M. (2014). Direção e Gestão da Força de Vendas – Como Crescer num Contexto de Crise Global. Porto: Vida Económica. Tanner, J., Honeycutt, E., & Erffmeyer, R. (2021). Sales Management: Shaping Future Sales Leaders (3rd ed.). Wessex Press.
  • Commercial Management
  • 1937
  • 15859
  • Commercial and Sales Force Management
  • ISLA Santarém1937-15859
  • 2
  • 7
  • 0
  • 25
  • Não
  • Português
  • In person: 1. Theoretical/practical classes: exposition of concepts, discussion and application of programme contents in various contexts. 2. Problem/Project-based learning 3. Flipped classroom Autonomous: 4. Consolidation of the contents taught in class through research into additional information on the different themes and contents covered and the development of complementary work.
  • Mandatory
  • Objectives: O1. Framework of sales function in business and society; O2. To present the various dimensions of the management of the sales force; O3. Present the concepts, methodologies and constraints in the organization of a sales department; O4. Presenting models of organization of the commercial sector; O5. Identify the elements of a business plan; O6. Transmit aspects to consider in selecting and contracting business; Aptitudes and Competences C1. Establish a plan for managing the sales force of a company; C2. Create incentive schemes for sales teams; C3. Plan, monitor and control the work of the sales team.
  • 1. Introduction to business management - A conceptual framework 2. Structure and organization of a commercial department 2.1 Model of organization of commercial sector sales force 2.2 Recruitment, selection, hiring commercial 2.3 Training and coaching sales team 2.4 Motivation and development of sales teams 3. Sales plan - budgeting, implementation and monitoring 3.1 exploration and information gathering – feedback 3.2 Analysis and diagnosis 3.3 Objectives, Strategies and Tactics 3.4 Adequacy of the sales force sales plan 3.5 Time management 3.6 Structure of sales team salary, bonuses and incentives 3.7 Implementation of the plan 4. Account Management 4.1 Management of the sales force as a strategic function 4.2 Marketing channels 4.3 Commercial management vs. after sales service 4.4 Definition of short, medium and long term plans

  • Avaliação curricular (contínua):
    A avaliação curricular é composta pela realização de um trabalho de grupo e um teste, em que são aplicados os principais conteúdos programáticos.
    Fórmula de cálculo:
    - Trabalho - 50%
    - Teste – 50%
    Todos os estudantes que neste regime de avaliação tenham obtido média inferior a 9,50 valores são avaliados em avaliação final.
    Avaliação final:
    Nas épocas normal, de recurso e especial a avaliação será orientada pelos mesmos objetivos e baseia-se num exame (100%) integrando a componente teórica e a componente prática da unidade curricular.
  • Semestral
  • The course covers the role of sales in companies and society, introduces sales force management, the organization of the sales department, and the elements of a business plan, enabling students to plan, monitor, and control the sales team and create appropriate incentive systems.  

Introduction to Law

Category: Discipline
  • Almeida, M. A. (2021). Teoria Geral do Direito Administrativo, 8.ª ed. Coimbra: Almedina. Brito, M. N. de (2022). Introdução ao Estudo do Direito – 3.ª Edição. Lisboa: AAFDL. Justo, A. S. (2020). Introdução ao Estudo do Direito, 11.ª ed. Coimbra: Petrony. Martinez, P. R. (2021). Introdução ao Estudo do Direito, 2.ª ed. Lisboa: AAFDL.
  • Human Resources Management
  • 1211
  • 177
  • Introduction to Law
  • ISLA Santarém1211-177
  • 1
  • 5
  • 0
  • 25
  • Não
  • Português
  • Face-to-face Brief presentations are favored to introduce fundamental concepts, immediately followed by moments of interaction with students through guided discussion, analysis of practical cases, and reading/interpretation of legal regulations, in order to promote meaningful and contextualized learning. Independent work Students are encouraged to explore the topics covered in class in greater depth through guided reading of legislation and supporting materials, as well as through the independent resolution of practical cases, which will be discussed and clarified in the face-to-face sessions.
  • Mandatory
  • The unit of Introduction to Law aims to give students knowledge tools to develop your skills and personality in relation to others, encouraging their critical faculties. It is proposed training for the legal understanding of the phenomenon as well as provide students with means of theoretical and practical skills in solving the legal issues raised in the respective context. The proposed contents are designed to provide basic training and elementary theory of law. It is intended that students acquire skills to understand legal key matters, particularly with the fundamental aspects such as the legal relationship, the interpretation and application of laws, the law of obligations, contract law.
  • 1. Notion of law; 2. Elements of the law; 3. Analysis of the structure of the legal system; 4. Sources of law and observance of standards; 5. Interpretation and integration of law; 6. Law enforcement in time and space; 7. Characterization of the legal relationship and its context; 8. Analysis of the general law of obligations; 9. Study and analysis of the sources of special obligations: the contract.

  • A avaliação curricular será concretizada através da realização de 2 testes escritos individuais (50% de ponderação cada um), ambos obrigatórios.
    A avaliação final será realizada através de exame final (100%).
  • Semestral
  • The course provides an understanding of the fundamental concepts of law, the structure of the legal system, and its sources, developing the ability to interpret and apply legal norms, characterize legal relationships, and analyze contracts and obligations in the context of legal life and professional activity.

Business Strategy and Planning

Category: Discipline
  • Freire, Adriano (2020). Estratégia: Criação de Valor Sustentável em Negócios Tradicionais e Digitais. Bertrand Editora. Grant, R (2021). Contemporary Strategy Analysis, Blackwell Santos, Luis Alberto Alves (2022). Planeamento Estratégico e Gestão de Negócios (7ª Edição). Escolar Editora. Thompson, Strickland and Gamble. (2024). Crafting and Executing Strategy - The Quest for Competitive advantage. McGraw-Hill.
  • Tourism Management (ISLA Santarém)
  • 2340
  • 13055
  • Business Strategy and Planning
  • ISLA Santarém2340-13055
  • 3
  • 5
  • 0
  • 25
  • Não
  • Português
  • Face-to-face: 1. Theoretical/practical classes: presentation of concepts, discussion, and application of program content in various contexts. 2. Case study-based learning. 3. Flipped classroom Independent: 3. Consolidation of content taught in class through additional research on the different topics and content covered and development of complementary work.
  • Mandatory
  • Objectives: O1. To present and develop the concepts, methodologies and tools for effective participation in the strategic management process; O2. To understand the different situations of strategic analysis, including the analysis of the environment, the industry and the stakeholders; O3. Use rational approaches to the identification and choice of alternatives including key competencies and strategy based on scale and non-scale; O4. Analyze issues and practices related to the implementation of chosen strategies; Skills and Competences: C1. Analyze the external business environment, industry analysis and competitiveness; C2. Analyze business and company strategies; C3. Design global strategies and their respective strategy control and performance management.
  • 1. Basic concepts and strategy formulation 2. Firm’s analysis 3. Strategy definition and choice 3.1 Business strategy: low-cost strategy 3.2 Business strategy: generic strategy of differentiation 3.3 Strategy Company: Diversification 4. Implementation of the strategy 5. The organizational governance: 5.1 Anglo American 5.2 Model Germano-Japanese 5.3 Organizational Ethics 5.4 Corporate Accountability 6. Enterprises globalization 7. Strategic control 8. Performance management

  • A avaliação contínua será realizada através de:

    Resolução de casos práticos - 60%
    Trabalho de grupo - 20%
    Full paper de revisão de literatura (individual ou em grupo) - 20% 


    Os estudantes que não obtiverem aprovação, ou não se tenham submetido, à avaliação contínua, são sujeitos à avaliação final concretizada através de exame (100%).
  • Semestral
  • The course develops analytical and strategic formulation skills, addressing the external environment, industry, and stakeholders, enabling students to design, implement, and control business and company strategies aligned with competitiveness and organizational performance management.

Sales Force Management

Category: Discipline
  • Jobber, D. & Lancaster, G. (2009). Selling and Sales Management (8th ed.). Harlow: Prentice Hall. Justino, L. (2007). Direção Comercial. LIDEL – Edições Técnicas, Lda. Miguel, A. , Rocha, A. & Röhrich, O. (2008). Gestão Emocional de Equipas. LIDEL – Edições Técnicas, Lda. Serra, E. (2012). Direção e Gestão da Força de Vendas. Grupo Editorial Vida Económica
  • Commercial and Sales Management
  • 1991
  • 15489
  • Sales Force Management
  • ISLA Santarém1991-15489
  • 2
  • 5
  • 0
  • 25
  • Não
  • Português
  • -
  • Mandatory
  • -
  • -

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

    Exemplo:

    Descrição

    Data limite

    Ponderação

    Consultar moodle

     

     

     

     

     

     

     

     

     

    Adicionalmente poderão ser incluídas informações gerais, como por exemplo, referência ao tipo de acompanhamento a prestar ao estudante na realização dos trabalhos; referências bibliográficas e websites úteis; indicações para a redação de trabalho escrito...

     
  • Semestral
  • -

Finance for SMEs

Category: Discipline
  • Martins, António, et. al(2011). Manual de Gestão Financeira Empresarial, Coimbra Editora. Nabais, -arlos & Nabais, Francisco (2011). Prática Financeira II – Gestão Financeira, Lidel. Neves, João Carvalho (2009). Analise e relato Financeiro, Texto Editores. Relato Financeiro (2012), Vida Económica.
  • SME Management
  • 6011
  • 21568
  • Finance for SMEs
  • ISLA Santarém6011-21568
  • 1
  • 5
  • 0
  • 25
  • Não
  • Português
  • -
  • Mandatory
  • -
  • .-

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

    Exemplo:

    Descrição

    Data limite

    Ponderação

    Teste de avaliação

    -

    60%

    Trabalho de Grupo

    -

    40%

    (...)

     

     

     

    Adicionalmente poderão ser incluídas informações gerais, como por exemplo, referência ao tipo de acompanhamento a prestar ao estudante na realização dos trabalhos; referências bibliográficas e websites úteis; indicações para a redação de trabalho escrito...

     
  • Semestral
  • -
  1. Commercial Law
  2. Organizational Management
  3. Tourism Development and Planning
  4. English

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