Commercial and Sales Force Management

Category: Discipline
  • Não
  • Fundamental discipline in the area of ¿¿Commercial Management, where cross-cutting knowledge from all pedagogical areas combines.
  • Semestral

  • 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

    3-12-2025 (PL)

    15-12-2025 (Diurno)

    40%

    Portfolio

    Datas parcelares de entregas e apresentação, conforme slides 1ª aula.

     

    60%

    (...)

     

     

     

    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...

     
  • 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
  • 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.
  • Mandatory
  • 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.
  • Português
  • Serra, Elisabeth de Magalhães (2012). Direção e Gestão da Força de Vendas. 1ª Edição Frade, R. & Vieira, J. (2024). Plano Comercial de Vendas. Conceção, organização e gestão. Edições Sílabo. Lisboa.  
  • 25
  • 0
  • 7
  • 2
  • ISLA Santarém1937-15859
  • Commercial and Sales Force Management
  • 15859
  • 1937
  • Commercial Management

Distribution and Development of Sales Locations

Category: Discipline
  • Não
  • The curricular unit “Distribution and Development of Points of Sale” introduces the foundations and practices of the distribution function, linking channel choice, producer–distributor relations, transport logistics, and location decisions with the design of the point of sale. Its scope covers the wholesale and retail commercial system, both physical and online, including distributor selection criteria, route scheduling, layout, visual merchandising, and planograms. The area of practice focuses on optimising the flow of goods/services and creating effective shopping experiences. Intervention domains include channel analysis, negotiation, operational metrics, and site selection and implementation. This unit is pertinent within the programme as it underpins core competencies in Commercial Management and Sales, integrating strategy, operations, and economic performance.
  • Semestral

  • 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

     

    40%

    Projecto/Trabalho

     

    60%

     

     

    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...

     
  • 1. What is distribution – historical evolution 2. The concept of distribution 3. The commercial system Concept, functions, and agents Distribution circuits and channels Types and forms of distribution Typology of distributors Criteria for selecting a distributor 4. The wholesale sector Characterisation and evolution of the wholesale sector 5. The retail sector Sector characterisation Independent retail segment Associated retail segment Integrated retail segment: concept and typology 6. Relationships between producers and distributors Power and conflict relations within the distribution channel 7. Transport Transport typologies Own fleet versus outsourced distribution Route scheduling 8. Location and siting of the point of sale Facility location decision methods Types of facilities, layout, design, and product display 9. Challenges in distribution National and international perspectives Globalisation in distribution
  • Attain an overview of the distribution function, grounded in its historical evolution and characterisation. Understand the economic and managerial role of commercial distribution within an organisation. Analyse and appropriately select distribution channels. Recognise the importance of distributor choice and apply suitable criteria for their selection. Examine power relations and conflict within a distribution channel. Identify the most suitable modes of transport and routing options. Understand the impact of retail location on business performance and be able to apply appropriate methods to determine the optimal site.
  • Mandatory
  • It integrates active, student-centred, competency-oriented approaches. We will adopt: Problem-Based Learning (PBL), to diagnose needs and solve real-world challenges; Project-Based Learning, with staged deliverables and formative feedback; Case Studies, for critical analysis and decision-making; the Flipped Classroom, shifting theory to independent study and reserving class time for application; Gamification, using game mechanics to strengthen motivation and persistence; Simulations and role-play, testing scenarios in negotiation, layout and logistics; Collaborative Learning, supported by on-line tools; micro-learning, in short capsules; and peer- and self-assessment, to foster metacognition and accountability. These methods are aligned with clear rubrics, iterative checkpoints, and prudent use of generative AI (explicitly declared and referenced).
  • Português
  • Lindon, D., et. al. (2010). Mercator XXI – Teoria e Prática do Marketing. 13ª Edição, Publicações Dom Quixote. Lush, Robert F. et. al, (2011). Introduction to Retailing, South-Western, Ohio. Novaes, A.(2009). Logística e Gerenciamento da Cadeia de Distribuição. Editora Campus. Rousseau, J. (2008). Manual de Distribuição. 2ª Edição. Principia Editora
  • 25
  • 0
  • 5
  • 2
  • ISLA Santarém1991-15490
  • Distribution and Development of Sales Locations
  • 15490
  • 1991
  • Commercial and Sales Management

Dissertation / Project Work

Category: Discipline
  • Não
  • Anual
  • Português
  • 25
  • 720
  • 54
  • 2
  • ISLA Santarém2772-13506
  • Dissertation / Project Work
  • 13506
  • 2772
  • Business Management

Information and Communication Technologies

Category: Discipline
  • Não
  •   
  • Semestral

  • 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

    Avaliação PowerPoint

    22-10-2025

    15%

    Avaliação Word

    12-11-2025

    25%

    Avaliação Excel

    10-12-2025

    25%
    Cibersegurança 14-01-2026 25%
    Exercícios práticos   10%

     

    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...

     
  •   
  •   
  • Mandatory
  •   
  • Português
  • Antunes, M. & Rodrigues (2018). Introdução à Cibersegurança. FCA - Coelho, P. (2017). A Internet das Coisas – uma introdução prática. FCA. - Dan, C. M. (2018). Cloud Computing - Theory and Practice. Morgan Kaufmann. - Frye, C. D. (2019). Microsoft excel step by step. Microsoft Press. - Lambert, J., & Cox, J. (2019). Microsoft word step by step. Microsoft Press.
  • 25
  • 0
  • 4
  • 1
  • ISLA Santarém6608-18803
  • Information and Communication Technologies
  • 18803
  • 6608
  • Tourism and Air Transport

Traineeship II

Category: Discipline
  • Sim
  • Semestral
  • Optional
  • Português
  • 25
  • 1256
  • 8
  • 2
  • ISLA Santarém7055-6637
  • Traineeship II
  • 6637
  • 7055
  • Data and Technology Management in Health
  1. Quality Management
  2. English
  3. Relational Marketing
  4. Economics of the Enterprise

Page 11 of 283

English Menu

Pesquisa

Login Form