Gestão de Vendas

Marketing Management
Introduction to Management

The following teaching methodologies are used in this course:

1) Verbal methodologies (say), making use of pedagogical resources: exhibition, explanation, and dialogue; 

2) Intuitive methodologies (show), making use of pedagogical resources: demonstration, audiovisuals, and written texts; 

3) Active methodologies (to do), making use of pedagogical resources: group work; 

4) Methodologies that incorporate new technologies in teaching processes: gamification.

At the end of the course unit the learner is expected to be able to: At the end of the course unit the learner is expected to have reached the following learning objectives:
i. Understand the sales management in the organisation
ii. Recognize the different sales functions
iii. Interpret the evolution of the sales cycle
iv. Explain the sales closure process
v. Evaluate the stages subsequent to the sale
vi. Identify negotiation techniques

1.Functions and Roles of the Sales Team
2.Sales Force Structure and Organization
3.Motivation management in sales
4.Managing sales by objectives
5.Rewards and incentives in sales
6.Sales team communication
7.Meetings and conferences in sales
8.Recruiting and selection of people in the sales team
9.Training and coaching of the sales team
10.Sales techniques
11.Sales planning process
12.Sales Forecasting
13.Sales team and territory management
14.Control and monitoring sales performance
15.Sales channel development
16.Sales promotions
17.Point of Sale Merchandising
18.Key account manager
19.Alternative channel sales
20.Sales in international markets
21.Basic negotiation concepts

NAO

Noonan, C. (2010). Sales Management. London, Routledge.

Johnston, Mark ; Marshal, G. (2011). Sales Force Management, McGraw-Hill

Lobber, D. ; Lancaster, G. (2009). Selling and Sales Management. London, FT Prentice Hall.

Serra, E. (2012). Direção e Gestão da Força de Vendas. Vida Económica, Lisboa

Stanton, W.; Spiro, R. (2007). Administração de Vendas. Editora Atlas, SA.