- Details
- 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.
- Marketing Management
- 6375
- 15489
- Sales Force Management
- IPLUSO6375-15489
- 2
- 6
- 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.
- Details
- Category: Discipline
- A designar, mediante a natureza dos trabalhos a desenvolver.
- Marketing Management
- 6375
- 814
- Traineeship
- IPLUSO6375-814
- 2
- 30
- 0
- 4
- Sim
- Português
- Not applicable. Dependent on companies.
- Mandatory
- Apply in the work context the knowledge and practices acquired throughout the various training units that make up the course. It is intended to integrate the acquired knowledge to the reality of organizations. Adaptation to the reality of the world of work will be promoted through the development and implementation of a useful project for the host entity.
- Work-related training preparation and defense of training report in the workplace
A nota final de estágio é o resultado ponderado da avaliação efetuada pela entidade, através de uma Ficha de Avaliação específica, e por um Júri.
Elaboração e defesa pública do relatório de estágio de acordo com as normas constantes no regulamento de estágios.Os parâmetros de avaliação estabelecidos na Ficha de Avaliação da Entidade são os seguintes:
1- Pontualidade, responsabilidade e zelo no trabalho
2 - Relacionamento e integração na equipa de trabalho
3 - Empenho na execução do trabalho proposto
4- Autonomia na realização de atividades/tarefas
5 - Organização e gestão do tempo
6 - Aprendizagem e evolução
7- Capacidade de transpor os conhecimentos para o contexto de trabalho
8 - Competência técnica no desempenho- Semestral
- The Internship course unit takes place in the second semester of the last year of the CTeSP, for a total of 650 hours of training in the workplace. The internships provide students with the opportunity to complement, develop and consolidate the learning, skills and attitudes acquired throughout the course, through an effective connection between theory and practice, in the context of the real needs of the labor market
- Details
- Category: Discipline
- Schildt, H. (2022). Java: The Complete Reference. McGraw-Hill Education Coelho, P. (2016). Programação em Java - Curso Completo . 5a Edição Atualizada. FCA.ISBN 9789727228409
- Cybersecurity
- 6130
- 16225
- Object Oriented Programming
- IPLUSO6130-16225
- 2
- 6
- 0
- 4
- Não
- Português
- The course unit adopts active teaching and learning methodologies, privileging the articulation between theory and practice. Project-Based Learning (PBL) constitutes the structuring axis of the process, promoting autonomy and the resolution of real problems, which ensures greater motivation and engagement. In addition, the completion of practical exercises and the resolution of cases in class, individually and/or collaboratively, allows for the immediate application of the concepts presented. Collaborative work and peer assessment foster discussion, critical reflection, and the sharing of different perspectives, developing social and communication skills that are fundamental in professional contexts. Throughout the entire process, formative assessment, with continuous feedback from the lecturer, ensures that students can identify and overcome difficulties, progressively consolidating their knowledge and competences.
- Mandatory
- At the end of the course unit, the student should be able to: Understand the fundamental principles of Object-Oriented Programming. Define classes, objects, and methods in Java, correctly applying constructors. Apply the concepts of encapsulation, inheritance, polymorphism, and abstraction to concrete problems. Develop solutions using interfaces, abstract classes, and method overloading and overriding mechanisms. Implement exception handling, input/output operations, and modular code organization. Work collaboratively in a team in the development of software solutions. Present and defend developed solutions, providing well-founded arguments. Critically reflect on the process of learning and software development, producing appropriate technical documentation.
- Introduction to the Object-Oriented Programming (OOP) paradigm What is OOP and Benefits of OOP Concepts used in OOP (methods, fields, classes, objects, etc.) Objects and classes in OOP; Definition of classes Creation of objects; Constructors Inheritance What inheritance is in OOP Extension of classes Method overriding through the superclass Polymorphism; Method overloading Dynamic methods in OOP Encapsulation Access modifiers Getters and setters in OOP Abstraction Abstract classes; Interfaces Relevant topics in OOP Exceptions and their handling File systems (I/O) Inner classes and static members Structures and code organization Organization and structure of code and their importance
Descrição
Data limite
Ponderação
Entrega, Apresentação e Defesa do Projeto
08-01-2026
65%
Entrega do Portefólio Individual
08-01-2026
35%
Exame de Recurso
-
100%
A avaliação contínua inclui a realização, individualmente ou em pequenos grupos, de um projeto que materializa a aplicação dos conceitos da POO, representando 65% da nota final, e a elaboração de um portefólio individual, no qual cada estudante reflete de forma crítica sobre as aprendizagens realizadas, documenta exercícios desenvolvidos e avalia a sua evolução ao longo do semestre, correspondendo a 35% da nota final. Esta distribuição assegura um equilíbrio entre o desempenho técnico e a capacidade reflexiva, garantindo uma avaliação integral e formativa do processo de aprendizagem. Em alternativa à avaliação contínua, os estudantes que não obtenham aprovação podem realizar um exame escrito de recurso, com um peso de 100% da nota final.
- Semestral
- The Course Unit of Object-Oriented Programming (OOP) aims to provide students with solid knowledge of the programming paradigm that underpins most current programming languages and software development technologies. Its scope lies in introducing and deepening the fundamental concepts of object orientation, fostering the ability to apply these principles in the development of robust, scalable, and reusable applications. The unit also seeks to stimulate logical and abstract reasoning skills, preparing students to solve complex problems in diverse contexts through the practical application of modeling and implementation techniques in Java. The relevance of this unit stems from the fact that OOP constitutes the essential conceptual and practical foundation for progression into more advanced areas of software engineering and development.
- Details
- Category: Discipline
- Catálogos e outros documentos indicados pelos orientador empresarial e orientador académico.
- Cybersecurity
- 6130
- 814
- Traineeship
- IPLUSO6130-814
- 2
- 30
- 0
- 4
- Sim
- Português
- This curricular unit takes place in organizations/companies and has a professional dimension. Throughout the internship period, the student incorporates everything that is innovative in different aspects in all the tasks and activities in which they are involved, duly tutored and supervised by the Business Advisor and Academic Advisor.
- Mandatory
- In general terms, it is intended that students in an internship environment in the companies where they are inserted can: - Apply, in a real context and in an integrated and interdisciplinary way, the knowledge acquired in the different components of training. - Adapt and develop work habits according to the reality of a company. - Demonstrate interpersonal relationship ability with differentiated interlocutors with ethical and deontological sense; - Describe the technologies, products and services present in companies. - Develop and practice in ampresarial environment the knowledge and techniques studied during the course. - Use and extend the knowledge of the tools used in the company and generally in the market - Carry out security plan in companies - Demonstrate ability of versatility and spirit of initiative; - Demonstrate adaptability to the evolution of procedures and technologies; - Develop and publicly submit reports and other documents.
- The present training in a work context, Internship, which is an integral and mandatory part of the higher professional technician course in Cybersecurity, will be carried out in a company. The student, together with the academic advisor and business advisor, will prepare an internship plan to be developed in a work context. Throughout the internship period, he will seek to develop and implement the same. This plan will indicate the general lines of the tasks to be carried out by the student within the scope of this curricular unit. A supervisor responsible for the internship will be appointed by the Institute. The company will appoint a supervisor who will accompany the internship, with a public presentation of the internship report that will be submitted to the final evaluation at the end.
Descrição
Data limite
Ponderação
Avaliação intermédia
60 dias após o início
15 %
Avaliação da Empresa + avaliação do Relatório final
35% + 30 %
Avaliação da apresentação pública
Calendário
20 %
- Semestral
- The Internship, a curricular unit integrated in the 2nd semester of the 2nd year of the study plan of the professional higher technical course in Cybersecurity, as a training component in a work context, aims to allow the student to be inserted in the work environment and in functions related to their area of training, aiming at the application of the acquired knowledge and knowledge to the practical activities of the respective professional profile. The Internship is a curricular unit that intends to establish a connection with host entities, with a view to enabling the application in a real work context of the knowledge acquired by the student during the school part of the respective cycle of studies, in order to consolidate them and to be able to develop new aptitudes and competences.
- Details
- Category: Discipline
- Schildt, H. (2022). Java: The Complete Reference. McGraw-Hill Education Coelho, P. (2016). Programação em Java - Curso Completo . 5a Edição Atualizada. FCA.ISBN 9789727228409
- Development for the Web and Mobile Devices
- 6378
- 16225
- Object Oriented Programming
- IPLUSO6378-16225
- 1
- 6
- 0
- 4
- Não
- Português
- The course unit adopts active teaching and learning methodologies, privileging the articulation between theory and practice. Project-Based Learning (PBL) constitutes the structuring axis of the process, promoting autonomy and the resolution of real problems, which ensures greater motivation and engagement. In addition, the completion of practical exercises and the resolution of cases in class, individually and/or collaboratively, allows for the immediate application of the concepts presented. Collaborative work and peer assessment foster discussion, critical reflection, and the sharing of different perspectives, developing social and communication skills that are fundamental in professional contexts. Throughout the entire process, formative assessment, with continuous feedback from the lecturer, ensures that students can identify and overcome difficulties, progressively consolidating their knowledge and competences.
- Mandatory
- At the end of the course unit, the student should be able to: Understand the fundamental principles of Object-Oriented Programming. Define classes, objects, and methods in Java, correctly applying constructors. Apply the concepts of encapsulation, inheritance, polymorphism, and abstraction to concrete problems. Develop solutions using interfaces, abstract classes, and method overloading and overriding mechanisms. Implement exception handling, input/output operations, and modular code organization. Work collaboratively in a team in the development of software solutions. Present and defend developed solutions, providing well-founded arguments. Critically reflect on the process of learning and software development, producing appropriate technical documentation.
- Introduction to the Object-Oriented Programming (OOP) paradigm What is OOP and Benefits of OOP Concepts used in OOP (methods, fields, classes, objects, etc.) Objects and classes in OOP; Definition of classes Creation of objects; Constructors Inheritance What inheritance is in OOP Extension of classes Method overriding through the superclass Polymorphism; Method overloading Dynamic methods in OOP Encapsulation Access modifiers Getters and setters in OOP Abstraction Abstract classes; Interfaces Relevant topics in OOP Exceptions and their handling File systems (I/O) Inner classes and static members Structures and code organization Organization and structure of code and their importance
Descrição
Data limite
Ponderação
Entrega, Apresentação e Defesa do Projeto
20-01-2026
65%
Entrega do Portefólio Individual
20-01-2026
35%
Exame de Recurso
-
100%
A avaliação contínua inclui a realização, individualmente ou em pequenos grupos, de um projeto que materializa a aplicação dos conceitos da POO, representando 65% da nota final, e a elaboração de um portefólio individual, no qual cada estudante reflete de forma crítica sobre as aprendizagens realizadas, documenta exercícios desenvolvidos e avalia a sua evolução ao longo do semestre, correspondendo a 35% da nota final. Esta distribuição assegura um equilíbrio entre o desempenho técnico e a capacidade reflexiva, garantindo uma avaliação integral e formativa do processo de aprendizagem. Em alternativa à avaliação contínua, os estudantes que não obtenham aprovação podem realizar um exame escrito de recurso, com um peso de 100% da nota final.
- Semestral
- The Course Unit of Object-Oriented Programming (OOP) aims to provide students with solid knowledge of the programming paradigm that underpins most current programming languages and software development technologies. Its scope lies in introducing and deepening the fundamental concepts of object orientation, fostering the ability to apply these principles in the development of robust, scalable, and reusable applications. The unit also seeks to stimulate logical and abstract reasoning skills, preparing students to solve complex problems in diverse contexts through the practical application of modeling and implementation techniques in Java. The relevance of this unit stems from the fact that OOP constitutes the essential conceptual and practical foundation for progression into more advanced areas of software engineering and development.
