Management of Commercial Teams

Not applicable.

The following teaching methodologies are used in this curricular unit:

1. Verbal (say), making use of the following educational resources: exposition, explanation, dialogue and questioning;
2. Intuitive (show), making use of the following educational resources: demo, audiovisual and written texts;
3. Active (do), making use of the following educational resources: group work, case-studies and simulation.

a) Understand the dynamics of the commercial team

b) Identify the process of planning the activity of the commercial team

c) Define the principles for a commercial management plan

d) Manage the sales process

e) Recognize the role of the leader in a commercial team

f) Manage employee performance.

1. Commercial teams management
2. Planning of the commercial team’s activity
3. Sales process management
4. The leader of the commercial team
5. Sales performance management

Regarding the evaluation the following methods are used:

1. Evaluation by frequency, comprising:

a) 2 written individual tests, with a weight of 30% each of the final mark and subject to a minimum score of 7.0 values;

b) Group work, with a weight of 40% of the final mark and subject to a minimum score of 7.0 values;

2. Evaluation by examination, comprising:

a) Written individual test (100%).

Note: attendance of at least 75% of the total hours of the Curricular Unit is mandatory so that the student can be evaluated.

NAO