- Details
- Category: Discipline
- Gitomer, J., (2010), A Bíblia de Vendas, Edição M.Books Schwab, L. R., (2021) Gestão de Vendas, Edição Atual Rodrigues, J., (2020), Introdução à Gestão de Vendas, Associação Prof Concelho Almada Charan, R., (2010). O que querem os clientes? Saiba como criar valor na relação comercial para aumentar as suas vendas. Atual Editora. Lisboa. Gitomer, J. (2019), O Livro Vermelho das Vendas, Bertrand Editora
- Sales and Marketing Management
- 6739
- 15489
- Sales Force Management
- ISLA Gaia6739-15489
- 1
- 6
- 0
- 27
- Não
- Português
- A theoretical-practical learning environment will be created for managing sales objectives and organizing teams. Case studies, both real and simulated, will be given to promote critical analysis and contextualize theoretical concepts. Group discussions will be encouraged to identify strategic solutions. Practical exercises will allow you to apply knowledge to the management of fictitious or real sales teams. Interactive classes, with activities such as role-playing and debates, to encourage active student participation. Visits to companies in the sector and/or face-to-face or online lectures with experts will provide market insights and share professional experiences, addressing trends, success stories and challenges in sales force management.
- Mandatory
- Follow the evolution of the main management theories. Analyze the main concepts and theories within the framework of the functions of the management process. Address the different functional areas of organizations and their interrelationships. Know the main trends in modern management and the different organizational forms of today. Contextualize the organization in relation to its surroundings based on the different organizational paradigms.
- Sales management The importance of sales teams Functions of the sales team From prospecting to customer loyalty Sales force planning and management Sales force management models Evaluating sales force performance Sales force remuneration
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 - com nota mínima de 8 valores
dd-mm-yyyy
60%
Trabalho de grupo com apresentação
dd-mm-yyyy
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
- This Sales Force Management course reinforces the importance of sales teams, from prospecting to customer loyalty, covering sales force planning and management, management models, performance evaluation and remuneration strategies. Students develop the skills to lead and optimize sales teams, contributing to the success of organizations.
- Details
- Category: Discipline
- Human Resources Management
- 1207
- 27871
- Cross-cutting skills
- ISLA Gaia1207-27871
- 1
- 3
- 0
- 27
- Não
- Português
- Semestral
- Details
- Category: Discipline
- Gomes, C. (2025). Material de Apoio à Unidade Curricular de Matemática II. ISLA-Instituto Politécnico de Gestão e Tecnologia. Gomes, Cristina e Gomes, Ricardo, Cálculo Integral em IR: Resumo Teórico, Novas Edições Académicas, 2024 Alzira Faria, Helena Brás, Isabel Figueiredo, "Análise Matemática II: Resumo teórico, exercícios resolvidos e propostos", Editora Sílabo, 2023. Ayres, F. & Mendelson, E. 2000. Cálculo. McGraw-Hill Schaums Easy Outlines. Sarrico,C. (1999). Análise Matemática-leituras e exercícios (3ª ed.). Lisboa: Editora Gradiva. Ferreira, Manuel Alberto M. e Amaral, Isabel, Integrais Múltiplos e Equações Diferenciais, Edições Sílabo Oliveira, Augusto Franco de, Lógica e Aritmética, Trajectos Ciência Gradiva
- Computing Engineering
- 6155
- 505
- Mathematics II
- ISLA Gaia6155-505
- 1
- 6
- 0
- 27
- Não
- Português
- Use of moodle where the student has access to digital sebentas that allows him to absorb the content through the virtual medium and when arriving at the classroom is already aware of the subject to be developed. The "inverted classroom" makes it possible to know the concepts before approaching them allowing to monetize the time of learning. Use of applications (PhotoMath, Maple Calculator, Microsoft Math Solver ...) that, in real time, allow the student not only to acquire knowledge but also to support their study. Use of the interactive whiteboard to make presentations more dynamic. Use of platforms (such as Zoom) to allow students who cannot be in person not to miss the possibility of integrating the class.
- Mandatory
- A Course of Mathematics II is a component of training, been following the course Mathematics I. The objectives should converge towards the objectives of the degree in Computer Engineering will be achieved. The student will have contact with the theoretical knowledge and its application. The concepts and techniques presented are aimed at developing the capacities of abstraction and logical-deductive reasoning, providing basic tools of analysis necessary mathematical progression of the study.
- Trigonometric Functions Angles and Triangles Trigonometric Relations Trigonometric Functions Derivative of Trigonometric Functions Integral Calculus Undefined Integral Integration Rules Substitution Integration Integration by Parts Integration of Rational Functions Improper Integrals Applications of Defined Integral Multiple Integrals Double integrals Applications of double integrals Triple integrals Applications of triple integrals Changing variables in multiple integrals Differential Equations 1st order differential equations. Linear Equations Exact Equations Separable Equations Second order differential equations Set theory and logic Representation of sets Relationship of belonging and inclusion of sets Operations on sets: meeting, intersection, difference and complementation Definition and logical value of a proposition Propositional calculation Tables of truth Propositional calculation properties
1ª Alternativa
Ponderação
1º Teste
50% 2º Teste
50% 2ª Alternativa
Ponderação
TAG
100%
Observações:- Os alunos terão de optar entre a realização dos Testes intermédios ou a realização do Teste de Avaliação Global. Se o aluno tiver nota inferior a 7,5 valores no 1º Teste ou desistir, não pode comparecer ao 2º Teste. A aprovação na avaliação curricular implica nota final não inferior a 9,5 valores. Os alunos não podem ter nota inferior a 7,5 valores em cada um dos testes.
- Todos os alunos inscritos à unidade curricular podem realizar o exame final na época normal desde que não tenham realizado ou obtido aprovação na avaliação curricular.
- Semestral
- This Curricular Unit (UC), the basic subject of the Computer Engineering course, provides students with the acquisition of general skills in the area of Mathematical Analysis, related to the most important concepts for the course. The syllabus of this UC provides the student with the necessary mathematical bases to solve specific problems in his course. In this UC, it is also intended to help in the development of the reasoning capacity, in the structuring of the same and in the critical analysis of results.
- Details
- Category: Discipline
- Gil, Paulo J. S., Relvas, Ana F. C. (2015). O Pequeno Livro da Dissertação, Edição Instituto Superior Técnico. Oliveira, Luis Adriano (2011). Dissertação e tese em ciência e tecnologia - Segundo Bolonha, Editora: LIDE Pereira,Alexandre e Poupa,Carlos (2018). Como Escrever uma Tese, Monografia ou Livro Científico Usando o Word (7ª Edição) de Edições Sílabo. Sousa, Maria José e Baptista, Cristina Sales (2011), Como fazer investigação, dissertações, teses e relatórios – Segundo Bolonha, Editora: PACTOR. Sommerville, Ian (2015), Software Engineering, 10ª Edição, Pearson Costum Computer Science. Artigos, livros, revistas e jornais científicos que estejam relacionados com a área/tema da dissertação ou do trabalho de projeto ou do estágio.
- Technology and Web Systems Engineering
- 6158
- 22672
- Project - Part II
- ISLA Gaia6158-22672
- 2
- 30
- 879
- 27
- Sim
- Português
- The following points are adapted to the nature of Project II: 1. Project-Based Learning (PBL): Students work on complex projects that address real-world issues. This promotes problem-solving skills, collaboration and critical thinking. 2. Problem-Based Learning (PBL): Students learn by solving authentic problems. They identify problems, conduct research and collaborate to find solutions, which promotes a deeper understanding of the content. 3. Cooperative Learning: Students work together in small groups to achieve common goals. Collaboration is emphasized, and each member of the group is responsible for their own and their classmates' learning. 4. Microlearning: Content is broken down into small units to facilitate fast, focused learning.
- Optional
- - To promote research, analysis and interpretation skills, at the level of the research methodology; - Develop skills that allow the construction of an integrative and functional individual perspective based on the research carried out, whose conclusions allow the researcher to develop models of intervention in the organizational contexts, in order to promote the development of individuals and the contexts in which they operate; - Develop a conceptual and practical framework of reference in relation to intervention issues in the different organizational contexts.
- Project Option: 1. Project implementation: 2. Software testing. 3. Deployment. 4. Maintenance. 5. Technical documentation. 6. Preparation of technical reports.
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
Relatório
final do 2º semestre 40%
Produto desenvolvido
final do 2º semestre
60%
Critérios:
I – relevância do tema;
II – rigor metodológico e precisão conceptual;
III – capacidade analítica;
IV – capacidade de reflexão própria;
V – originalidade quanto ao tema, âmbito ou tratamento dado ao tema;
VI – capacidade de sistematização;
VII – desenvolvimento do tema e sequência lógica de ideias;
VIII – objetividade e capacidade de síntese;
IX– qualidade da escrita;
X – qualidade da conclusão;
XI – qualidade e correção da linguagem;
XII – domínio do tema;
XIII – precisão e âmbito das informações, dados e demais conteúdos revelados pela pesquisa;
XIV – relevância, qualidade e assimilação das fontes consultadas;
XV - qualidade do produto;
XVI - qualidade da apresentação;
XVII - qualidade da defesa- Semestral
- - Elaborate a project for students who opt for these final assessment instruments previously validated by the professor in charge.
- Details
- Category: Discipline
- Buhalis, D., & Amaranggana, A. (2015). Smart tourism destinations. In Z. Xiang & I. Tussyadiah (Eds.), Information and communication technologies in tourism 2015 (pp. 377-389). Springer. Ferrer-Rosell, B., Massimo, D., & Berezina, K. (Eds.). (2023). Information and communication technologies in tourism 2023. Springer. Kotler, P., Bowen, J., & Makens, J. (2022). Marketing for hospitality and tourism (8th ed.). Pearson. Shafiee, M. M. (2025). Tourism 4.0: Unveiling the digital transformation and sustainable development of the tourism industry. Journal of Tourism, Sustainability and Well-being, 13(3), 159-188. Si-Tou, C. F. (2024). Intelligent technologies and applications in smart tourism: A systematic review. Smart Tourism, 5(1), 2643. Wang, X., Li, M., & Zhang, Y. (2025). Artificial intelligence in tourism and the sustainable development goals: A systematic literature review. Sustainability, 17(2), 884.
- Tourism Management
- 6333
- 13750
- Digital Technologies Applied to Tourism
- ISLA Gaia6333-13750
- 1
- 5
- 0
- 27
- Não
- Português
- - Hands-on exercises using digital tools - Case studies - Analysis of campaigns, websites and digital experiences - Guided discussions on ethics, algorithms and digital transformation
- Mandatory
- Recognise the role and potential of e-tourism, understand key digital technologies and information systems applied to tourism, analyse the impact of platforms and data on consumer behaviour, relate emerging technologies to industry trends, and critically reflect on the ethical, social and economic effects of digital transformation in tourism.
- 1. Tourism and ICT 2. E-commerce and tourism 3. E-tourism and sectors of the tourism industry 4. E-tourism and the travel market and consumers 5. Digital marketing and positioning in new technologies 6. AI and tourism
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
Ponderação
Teste de Avaliação
30%
Apresentação do Trabalho de Grupo
50%
Relatório Prático
20%
- Semestral
- The Curricular Unit of Digital Technologies Applied to Tourism aims to promote and deepen knowledge in the field of digital technologies, information systems and technological tools that shape the functioning, competitiveness and innovation capacity of the tourism sector. The unit addresses the fundamental concepts of e-tourism, exploring theoretical frameworks, practical applications, and the impact of digital transformation on tourism markets and consumer behaviour. Digital literacy, information systems, artificial intelligence, platforms, and digital marketing strategies play an increasingly important role in an industry that relies on the ability to gather, process, analyse and use data effectively.
