International sales and business

Category: Discipline
  • Pereira, José Carlos. Chegar e Vender. Editora Contraponto (2024).  Ghemawat, Pankaj. Redefining Global Strategy: Crossing Borders in a World Where Differences Still Matter. Harvard Business Review Press, 2007. ISBN-13: 978-1422103174. Khanna, Parag. The Future Is Asian: Commerce, Conflict, and Culture in the 21st Century. Simon & Schuster, 2019. ISBN-13: 978-1501196263.  
  • Executive MBA
  • 6959
  • 26127
  • International sales and business
  • ISLA Gaia6959-26127
  • 1
  • 1
  • 0
  • 27
  • Não
  • Português
  • Active participation of trainees/participants. Group dynamics. Qualitative assessment of the PREGA sales approach model and international road map. The assessment methodology for this course will consist of two main components. Participation and work in class (60%) will assess the students' active contribution to discussions and practical exercises related to the syllabus, such as analysing markets and prospecting. Practical group work (40%) will consist of drawing up a B2B Sales Road Book, applicable to a real international market, and will be assessed on the depth of analysis, practical applicability and strategic coherence. This approach guarantees a balance between formative, collaborative and summative assessment.
  • Mandatory
  • Understand the stages and dynamics of the purchasing process in international markets. Identify target markets and align competitive offers with local needs. Apply effective techniques and tools to attract new customers in international markets Master the use of PREGA and CUPIDIS to optimise the management and conversion of leads into sales. Create a practical strategic plan to guide commercial actions in international B2B markets.
  • Introduction to the international B2B purchasing process Selection of international markets and competitive offers International prospecting tools and strategies Use of PREGA and CUPIDIS tools for pipeline conversion Development of a B2B sales road book

  • 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

    Trabalho de grupo

    ______

    100%

     

     

     

    (...)

     

     

     

    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...

     
  • Anual
  • This curricular unit focuses on developing strategic and practical skills to work in the context of international B2B sales. Students will learn to understand the buying process in global markets, select target markets, create competitive offers and use advanced tools such as PREGA and CUPIDIS to convert leads into sales. In addition, they will be trained to draw up a Sales Road Book, aligning prospecting and pipeline management strategies, promoting commercial effectiveness in international environments.

Representation of Multimedia Elements

Category: Discipline
  • Adobe Press, Adobe Audition CC Classroom in a Book, 2nd Edition, 2018 Adobe Press Adobe Illustrator Classroom in a Book (2020 release), 2020 Adobe Press Adobe Premiere Pro Classroom in a Book (2020 release), 2020 Adobe Press Adobe Photoshop Elements 2020 Classroom in a Book, 2020 Adobe Press Li, Z. N., Drew, M. S., Liu, J. Fundamentals of Multimedia, Springer International Publishing, 2014. Ribeiro, N. M. Multimédia e Tecnologias Interativas, FCA, 2012. Wallace, Jackson. Digital Image Compositing Fundamentals, Apress, 2015. Wallace, Jackson. Digital Video Editing Fundamentals, Apress, 2015
  • Multimedia Product Development
  • 2011
  • 24102
  • Representation of Multimedia Elements
  • ISLA Gaia2011-24102
  • 1
  • 6
  • 0
  • 27
  • Não
  • Português
  • This Curricular Unit has 3 components: one theoretical and one practical. Classes will begin by addressing the definitions and theoretical concepts of the topics. These will later be applied in the practical execution of worksheets, using the techniques learned with specific software. Group work will be encouraged, with presentations to other members of the class. Curriculum Assessment: Practical work in class: 40% Practical group project (Project and Report): 35% Knowledge test and critical analysis: 25% Final Assessment: Global Assessment Test (TAG) - practical in the laboratory: 100%; All students who have not successfully completed the assessment may take a final theoretical-practical exam during the assessment period defined by the institution. Translated with DeepL.com (free version)
  • Mandatory
  • The curricular unit is intended for the student to learn the fundamentals on the following subjects: media and multimedia; digitization; compression; color and color coding; digital imaging; digital image compression; digital sound; digital video. At the end of the curricular unit, the student should be able to understand and explain the fundamentals of the processes involved in the computer representation of multimedia elements such as texts, images, sound, and video, as well as develop audiovisual projects with the concepts and techniques learned. In the context of learning social skills, it is intended to strengthen the capacities and attitudes of accountability and solidarity in the realization of group work projects.
  • 1. Multimedia Concepts and Definition Interactive Multimedia Applications Multimedia Project 2. Digital Data Representation Analog vs Digital Digitalization Process 3. Data Compression Techniques Entropy Coding Techniques Source Coding Techniques Compression and Decompression 4. Media, Concepts, Modalities Perception, Representation Storage, and Transmission Media Acquisition (image, sound, and video) Interaction: Input and Output Devices. Storage. 5. Digital Image Representation and Processing Color and Color Encoding: Color Models Compression and Image Formats Vector Image Processing Programs Bitmap and Raster Image Processing Programs 6. Digital Video and Audio Video Compression and Formats Audio Compression and Formats

  • 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

    Trabalhos práticos em contexto de aula

    18-12-2025

    40%

    Projeto em grupo

    08-01-2026

    35%

    Teste de Conhecimentos e análise crítica

    15/01/2026

    25%

     

    Todos os estudantes que não tenham concluído com sucesso a avaliação podem realizar um exame teórico-prático final na época avaliação definida pela instituição.

     
  • Semestral
  • The curricular unit allows students to acquire fundamental concepts that enable the understanding of multimedia, digital design and understand the capabilities of text, image, audio and video in visual communication.

Traineeship

Category: Discipline
  • A designar, mediante a natureza dos trabalhos a desenvolver.
  • Computer Networks and Systems
  • 2202
  • 814
  • Traineeship
  • ISLA Gaia2202-814
  • 2
  • 30
  • 0
  • 27
  • Sim
  • Português
  • Inclusion of active learning methodologies Problem-based learning
  • Mandatory
  • Deepen themes and knowledge acquired in the academic part of the course. Allow students to improve their skills of reflection and synthesis and application of knowledge. Apply knowledge in real work practices.
  • Practical training in the workplace Project development Preparation and defense of the training report in the workplace

  •  

    Descrição

    Data limite

    Ponderação

    Avaliação da entidade

    Fim do estágio

    60%

    Apresentação e defesa do relatório

    Fim do estágio

    40%

     

     
  • Semestral
  • With this UC it is intended that students can apply in the business context some of the theoretical and practical knowledge covered during the first 3 semesters of CTeSP. This UC will thus be the corollary of an academic path and it is intended to be the point for integration in the business world.

Marketing for business

Category: Discipline
  • Kotler, P., Keller, K. L. (2016). Marketing Management (15th ed.). Pearson. Chaffey, D., & Ellis-Chadwick, F. (2019). Digital Marketing (7th ed.). Pearson Education. Sinek, S. (2009). Start with Why: How Great Leaders Inspire Everyone to Take Action. Penguin.  
  • Executive MBA
  • 6959
  • 26126
  • Marketing for business
  • ISLA Gaia6959-26126
  • 1
  • 2
  • 0
  • 27
  • Não
  • Português
  • - Case-based learning - Group work to solve real challenges - Application of visual frameworks (canvas, maps, models) - Structured discussion and debate with participatory dynamics - Final marketing plan pitch presentations - Use of digital support tools (Kahoot, Miro, Google Jamboard)
  • Mandatory
  • - Understand the role of marketing in the organization's overall strategy - Build value propositions aligned with the ideal customer profile - Develop a complete marketing plan with objectives, tactics and performance metrics - Differentiate between B2B and B2C marketing strategies and apply them appropriately - Use frameworks such as the Ansoff Matrix, Positioning Map, Flywheel and RICE - Recognize the importance of digital assets, acquisition channels and user-generated content (UGC) - Apply a customer-centric and performance-oriented approach Translated with DeepL.com (free version)
  • 1. Fundamentals of strategic marketing 2. Branding, differentiation and value proposition 3. ICP, persona and target audience 4. Positioning map and Ansoff Matrix 5. Building a persona and customer journey 6. Offer and acquisition channels 7. Digital assets, awareness vs. performance, UGC 8. Flywheel and social selling 9. Metrics by type of business 10. RICE matrix and prioritization 11. Marketing plan and practical application 12. Trends and ethics in marketing

  • 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

    Participação e envolvimento nas dinâmicas

    ------

    20%

    Trabalho de grupo com entrega parcial

    -------

    20%

    Apresentação final de plano de marketing

    --------

    40%
                                                          Reflexão individual final                    -------                     20%
         

     

    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...

     
  • Anual
  • The Marketing for Business course aims to provide students with a strategic and applied vision of marketing in the organizational context. It addresses the role of marketing as a driver of growth, positioning and differentiation in a competitive and constantly changing digital landscape. The content is designed to develop relevant skills in both B2B and B2C environments, enabling students to make informed, data-driven decisions, with a focus on the customer, innovation and alignment with business objectives. Translated with DeepL.com (free version)

Technical English

Category: Discipline
  • Badger, I. & Menzies, P. (2005). Business Life. London. Marshall Cavendish Education. Brooks, Bessie (2013). A Guide To English Grammar: Conjugation of Verbs Volume 1, 2 and 3, Xisbris Corporation. Denham, K. & Lobek, Anne (2013). Navigating English Grammar - A Guide To Analyzing Real Language, John Wiley and Sons Ltd. Evans, V., Dooley, J. & Wright, S. (2012).Career Paths: Information Technology, UK. Express Publishing. Swan, Michael & Walter C. (2007). How English Works: A Grammar Practice Book (With Answers), Oxford University Press.
  • Multimedia Product Development
  • 2011
  • 1252
  • Technical English
  • ISLA Gaia2011-1252
  • 1
  • 6
  • 0
  • 27
  • Não
  • Português
  • In presence: 1. Theoretical/practical classes: presentation of concepts; discussion of programme contents; textual interpretation; resolution of grammatical and lexical exercises using digital tools (RED). 2. Practical classes: conversational situations; simulation of real situations; discussion of topics; brainstorming; researching information and presenting/discussing it, using digital tools (AI); solving exercises either in an intranet environment or using paper support. Autonomous: 3. Inverted classroom dynamics with information research for application in the classroom context. 4. Consolidation of the contents taught in class by researching additional information and solving exercises on the different themes and contents.
  • Mandatory
  • Objectives: O1. Promote the development of oral and written skills. O2. Mobilize previously acquired linguistic knowledge and apply it in new learning situations. O3. Provide the improvement of the English language, adapting it to the socio-professional context. O4. Use the English language as a work and communication tool. O5. Improve the interpretation of scientific and technological matters. Skills and competencies: C1. Develop autonomy in communication, promoting oral and written expression, as well as mastery of grammatical rules and vocabulary. C2. Be able to apply previous linguistic knowledge to new contexts, adapting what has been learned to varied communication situations. C3. Know and practice vocabulary and technical terms related to your area of work. C4. Actively apply the English language in work tasks and situations, as a means of communication.
  • Content 1. Global communication. [O1, O2, O3, O4 and O5; C1, C2, C3, C4]. Content 2 The English language in socio-professional daily life. [O1, O2, O3, O4 and O5; C1, C2, C3, C4]. Content 3 The English language and new technologies. [O1, O2, O3, O4 and O5; C1, C2, C3, C4]. Content 4. Oral and written communication in English. [O1, O2, O3, O4 and O5; C1, C2, C3, C4]. Content 4.1 The formal aspects (phonological, syntactic and lexical-semantic) of the English language system. [O1, O2 and O3; C1, C2 and C3]. Content 4.2 Grammar: verb tenses; If-clauses. [O1, O2 and C1, C2]. Content 4.3 Interpretation and text production. [O1, O2, and O5; C1, C2]. Content 4.4 Planning and development of individual projects in English; written and oral presentation of these projects. [O1, O2, O3, O4 and O5; C1, C2, C3, C4].

  • 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

    dd-mm-yyyy

    50%

    Portfolio

    Ao longo do ano

    15%

    Apresentação oral

     

    35%

     

    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
  • Classes are built upon student¿s existing knowledge of English. The manuals Basic English for computing, English for Information Technology, Computers and Information Technology and New Grammar Practice intermediate will be followed. Discussions to consolidate spoken language will be carried out and written mails and blogs to consolidate written language will be elaborated. Understanding vocabulary and subjects related to computing are of the essence
  1. Computer Networks
  2. Partnerships and Networking
  3. Audio and Video Laboratory
  4. Critical Thinking

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