Negotiation and Sales Techniques

Category: Discipline
  • Não
  • The curriculum unit on negotiation and sales techniques falls within the Commercial Management and Sales course. It aims to equip students with knowledge of how negotiation and sales are pivotal factors in managing businesses and commercial operations. This curriculum unit also addresses concepts and techniques of negotiation essential in the commercial field. Alongside these principles of negotiation and sales, the team also seeks to stimulate reflective capacity and critical thinking in this domain.
  • Semestral

  • Descrição

    Data limite

    Ponderação

    Teste de avaliação individual

    17-11-2025

    40%

    Relatório trabalho de grupo
    (role-playing) + apresentação oral

    Entrega relatório: 15-12-2025


    Apresentações orais:
    05-01-2026 e 12-01-2026

    Relatório trabalho de grupo 30% + 30% apresentação individual

    Presença e participação nas aulas

    -

    Avaliação qualitativa
  • Communication The communication process Communication techniques Web communication supports Negotiation The negotiation process Team leadership Negotiation and organizational culture Negotiation styles and attitudes to adopt towards them Sales Techniques Identifying motivations and needs Analysis and evaluation of possible solutions Demonstrating the solution Finalisation Post-sale communication and support Conflict Management Case Studies
  • Introduce and outline communication techniques. Characterise the negotiation process. Present team leadership techniques. Identify the needs and motivations of the customer. Describe the communication process in sales. Apply negotiation techniques. Identify the stages of a sale's life cycle.
  • Mandatory
  • The students will be working on projects related to real-life negotiation and sales situations, offering them a deeper and contextualised learning experience. Group work involves simulation/role-playing: allowing students to experience real negotiation scenarios, and helping them understand the dynamics and strategies involved. Peer-to-peer learning: fostering discussions and tasks where students can learn from each other, sharing experiences and different perspectives. Reflection sessions: After simulations and role-playing activities, there are moments of reflection where students can discuss what worked, what didn't, and how they can improve. Problem-based learning: challenging students with real-world sales negotiation issues, encouraging them to propose solutions using theories and techniques taught in the curriculum unit.
  • Português
  • Cialdini, R. B. (2021). Influence, new and expanded: The psychology of persuasion. Harper Business. Blount, J. (2021). Sales EQ: How ultra high performers leverage sales-specific emotional intelligence to close the complex deal. Wiley. Thompson, L. L. (2021). The truth about negotiations (3rd ed.). Pearson Education. Voss, C., & Raz, T. (2021). Never Split the Difference: Negotiating as if your life depended on it. Harper Business
  • 4
  • 0
  • 5
  • 2
  • IPLUSO6148-15491
  • Negotiation and Sales Techniques
  • 15491
  • 6148
  • Commercial and Sales Management

Sales Force Management

Category: Discipline
  • Não
  • 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.
  • Semestral

  • 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.
  • 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.
  • 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.
  • Mandatory
  • 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.
  • Português
  • 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. 
  • 4
  • 0
  • 5
  • 2
  • IPLUSO6148-15489
  • Sales Force Management
  • 15489
  • 6148
  • Commercial and Sales Management

Virtual and Augmented Reality

Category: Discipline
  • Não
  • The UC of Virtual and Augmented Reality, demonstrates the main current technologies since its evolution from computer graphics to nowadays used in mobile devices, introducing the main characteristics and its tools used in the development of video games and virtual and augmented realities.
  • Semestral

  • A avaliação, em qualquer das épocas de avaliação, será concretizada através da realização de Trabalho de investigação / aplicação prática (100%).

  • Introduction to Virtual Reality (VR) and Augmented Reality (AR) ? Concepts, history, and applications. Developing AR experiences ? Using Google Model Viewer and Glitch to create interactive applications. Creating VR environments ? Level design and publishing on Spatial.io. Interaction and development in Unity ? Implementing movement, physics, and interactions in VR. Final project development ? Planning, prototyping, and building a VR experience. Presentation and evaluation ? Pitch sessions, milestones, and final project submission in groups.
  • Understand the fundamental principles of computer graphics applied to virtual and augmented reality, as well as their evolution over time; Differentiate the main concepts, characteristics, and applications of virtual and augmented reality technologies; Explore the different game engines used in the development of immersive applications, with a focus on the current market; Learn the practices, programming languages, and frameworks most commonly used to create VR and AR experiences; Apply essential techniques and algorithms for the development of interactive applications in virtual and augmented reality, using Unity and its main features.
  • Mandatory
  • Classes will have a practical exposure of concepts, principles and fundamental techniques, through experimentation of exercises proposed by the teacher. Students are expected to develop, implement and test a small project independently with some support from the teacher. Some topics may be reserved for autonomous work, outside contact hours, and then discussed in class or later in the final project.  
  • Português
  • GLOVER, Jesse; LINOWES, "Jonathan, Complete Virtual Reality and Augmented Reality Development with Unity", Packt, 2019; GRUBET, "Jens, Augmented Reality for Android Application Development", Packt, 2013; Manual do Unity3D, disponível online (https://unity.com/); Tutoriais do Unity3D, disponíveis online (https://unity.com/).
  • 4
  • 0
  • 3
  • 1
  • IPLUSO6378-15793
  • Virtual and Augmented Reality
  • 15793
  • 6378
  • Development for the Web and Mobile Devices

Database Programming

Category: Discipline
  • Não
  • This course aims for students to develop abstraction mechanisms, develop information structuring, develop the ability to effectively use information search languages and provide students with knowledge of analysis, design and implementation and management of databases. This UC focuses on the introduction and consolidation of the fundamental concepts of databases, providing students with the necessary skills for the conception, design, implementation and management of database systems.
  • Semestral

  •  

    Descrição

    Data limite

    Ponderação

    Avaliação parte teórica

    20-06-2026

    50%

    Teste de avaliação

    (Nota mínima de 8 valores.

    Nota abaixo de 8 valores será a nota final da avaliação na disciplina)

    20-06-2026

    70%
    Tema de desenvolvimento individual 20-06-2026 20%
    Assiduidade e participação nas aulas 20-06-2026 10%
    Avaliação parte prática 20-06-2026 50%

    Trabalho em grupo com apresentação e avaliação individual

    (Nota mínima de 8 valores.

    Nota abaixo de 8 valores será a nota final da avaliação na disciplina)

    		 20-06-2026 50%
    Exercícios de aplicação   40%

    Assiduidade e participação nas aulas

     

    10%

    Aprovação obtida com nota final de 10 valores, ou superior.

    Nota inferior a 8 valores numa das componentes (prática ou teórica) será a nota final da disciplina

    		    

     

     
  • Database Concepts and Conceptual Model Definition. Objectives, Types and Concepts Conceptual data model Data Modelling Analysis, design and creation of Databases Database Analysis (UML Language – Class Diagrams) Data relational model Transposition from a conceptual model to a relational model Database Design and Creation Database Management Systems Installation and configuration of Databases Database Administration SQL Language Simple queries Aggregate Functions, Subqueries, and Triggers Stored procedures Analysis, design and implementation of a database Database security NOSQL Databases
  • The course aims for students to develop abstraction mechanisms, develop information structuring, develop the ability to effectively use information search languages and provide students with knowledge of analysis, design and creation, as well as the use and administration of Database Management Systems. Define and implement coherent strategies for copying data and privilege backups and access control. Master the SQL language and its use. The concepts and knowledge will be obtained through exercises and practical examples and an application project.
  • Mandatory
  • Online support will be made available to students and to bring students closer to the business reality, they will be used in activities to carry out situations identical to those verified in companies
  • Português
  • Navathe, Shamcant e Elamsri, Ramez - Fundamentals of Database Systems, 7th Edition, Pearson (2016) ISBN 978-0-13-397077-7 Damas, Luís – SQL - Structured Query Language, 14ª Edição atualizada (2020). FCA (2020). ISBN13: 978-972-722-829-4 Ramos, Pedro Nogueira – Desenhar Bases de Dados com UML, 2ª Edição (2012). Edições Sílabo Lda. Documentos de apoio e textos a fornecer pelos docentes
  • 4
  • 0
  • 6
  • 1
  • IPLUSO6378-23527
  • Database Programming
  • 23527
  • 6378
  • Development for the Web and Mobile Devices

Mobile Operating Systems

Category: Discipline
  • Não
  • The UC of mobile operating systems presents the various concepts of how an operating system works, and the various architectures that exist in the technological market. It aims to disseminate the fundamental principles of mobile operating systems and their understanding from the point of view of hardware, architectures, functions and features to the user interface level.
  • Semestral

  • Descrição

    Data limite

    Ponderação

    Testes de avaliação

    Final das aulas do semestre

    40%

    Trabalhos e Projeto

    		 Final das aulas do semestre

    60%

     

     

    Avaliação contínua comporta: 2 testes durante o decorrer do período letivo com um peso de 40% (20% cada um) e trabalhos que correspondem a 60%. A nota mínima em todos os elementos de avaliação é de 8 valores. Mínima assiduidade para aprovação em avaliação contínua de 50%.

    A média da nota final em avaliação contínua deve ser superior a 10 valores, caso contrário os alunos deverão ir a época de recurso (100% da nota final) na qual deverão ter 10 valores de nota mínima para poderem obter aprovação à UC.
  • Introduction to operating systems (mobile and non-mobile): Emergence and historical evolution; Types of SO, Architectures and Hardware; Features and functions of an SO: Core of an O, process management and resource allocation; Synchronization, management and competition of processes and locks (deadlocks); Memories (RAM and virtual memory); I/O operations (input and output); File systems; Multi-processamento (multi-tasking, multi-programming). Mobile operating systems Architecture and requirements of a mobile device; Types of platforms (Android, IOS, Win 10 mobile, etc); Application stores, installation and comparison of platforms. Installation and operation on real machines: Use a virtual machine to run a mobile OS; Using Android Debug Bridge (ADB) on a mobile OS.
  • Identify and know the main components of an operating system and its interaction with hardware and software; Know the main technologies currently used: namely the hardware and software used; Familiarize the various concepts of operating system, as well as its main features and functions; Understand and evaluate the different aspects of the architecture of a mobile device and its resources.
  • Mandatory
  • The classes will have a detailed theoretical exposition of the fundamental concepts, principles and techniques, associated with demonstrations proposed by the professor. These have the fundamental objective of making the connection between the theoretical concepts and their practical application.
  • Português
  • COLLINS, Lauren; ELLIS, Scott R., "Mobile Devices: Tools and Technologies", Chapman and Hall/CRC, 2015. SILBERCHATZ, Abraham, GAGNE , Greg, GALVIN, Peter B., "Operating Systems Concepts (10th Edition)", Wiley, 2021. Tanenbaum, A. S., & Bos, H. (2022). "Modern Operating Systems (5th ed.)". Pearson Education. STALLINGS, William, "Operating Systems: Internals and Design Principles (9th Edition)", Prentice Hall, 2017.
  • 4
  • 0
  • 4
  • 1
  • IPLUSO6378-23528
  • Mobile Operating Systems
  • 23528
  • 6378
  • Development for the Web and Mobile Devices
  1. Networks and Data Communication
  2. Quantitative Methods
  3. Computer Security
  4. Content Management Systems

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