Management of Commercial Teams

—

This course unit will use the following teaching methodologies

1) Expositive, using the explanation of the programmatic contents through audiovisual means

2) Active, through the analysis and resolution of proposed practical cases

3) Collaborative, for performing group work.

a) Understand the sales team

b) recognize the sales team planning process

c) Define the a business sales plan.

d) Manage the sales process

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

f) Manage employee performance.

1. The sales management teams

Evolution of sales management concept

Marketing Channels

Sales Team Roles

In-Store Sales vs. sales by a Technician

From Prospecting to Customer Loyalty

2. Business team activity planning

Organization of the commercial sector

Recruitment and selection sales people

When Sales force matching to sales plan

3. Manage the sales process

Territory Management

Product Portfolio Management

Current and Potential Customer Portfolio Management

Customer Account Management

Tracking Maps

Time management

4. The Sales Team Leader

The role of the leader

Compensation and Benefits Management

Integration, Initial Training and Sales Team Coaching

Sales Team Motivation

Coaching Techniques to Improve Sales Performance

5. Sales Performance Management

Profitability and sales growth

• - Written test - 50.0%
• - Group work - 50.0%

• - Written test - 100.0%

NAO

Churchill/Ford/Walker’s, Johnston/Marshal (2011).Sales Force Management, Tenth Edition,
Lobber, David; Lancaster, Geof (2009). Selling and Sales Management FT Printice Hall.
Serra, Elisabeth de Magalhães (2012. Direção e Gestão da Força de Vendas, edições Silabo