Base Knowledge
General knowledge about marketing.
Teaching Methodologies
Expository classes.
Case discussion and exercises.
Student-led classes.
Role play.
Classes with external guests.
Learning Results
Develop skills and abilities to constructively manage relationships with customers, even in more delicate situations. Master the main sales techniques, create competence to improve the company’s sales performance and effectiveness, satisfying customers/public, building loyalty and promoting the image of the institution they represent.
Program
1. The market and customers
2. Go to the Market
3. The Sales Process: fundamental principles of selling
4. Sales methods: AIDA model and SPIN model
5. Types of Sale
6. The different selling situations, the seller’s power and non-manipulative selling
7. Sales performance
7.1. ABC Analysis – Exercise nº1
7.2. Sales force performance indicators – Exercise nº2
8. Pricing: Profitability, margins and mark-up
9. Customer registration. The customer file – Exercise nº3
10. The organization and structuring of the sales force: the different models
11. Recruitment and selection of salespeople
12. Sellers’ remuneration
13. Real estate sales
14. Sizing the sales force – Exercise nº4
Curricular Unit Teachers
Internship(s)
NAO
Bibliography
Chandezon, Gérard (1986). As Técnicas de Venda, Edição/reimpressão, Editora Europa-América.
Costa, Evaldo (2005). Como Garantir Três Vendas Extras por Dia. Como ganhar mais dominando a arte e as técnicas mais modernas de vendas, Editora Campus.
Duncan, Todd (2012). Vender com Confiança, Editora Smartbook.
Machuret, J.J e d’Amart, Jacques (1996). Comerciator, Publicações D.Quixote.
Misner, Ivan R. & Morgan, Don (2008). A Arte de Bem Vender, Edição/reimpressão, Editora Ideias de Le