Base Knowledge
Not applicable
Teaching Methodologies
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.
Learning Results
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.
Program
1. The sales management teams
2. Business team activity planning
3. Manage the sales process
4. The Sales Team Leader
5. Sales Performance Management
Curricular Unit Teachers
Grading Methods
- - Group work - 50.0%
- - Written test - 50.0%
- - Written test - 100.0%
Internship(s)
NAO
Bibliography
– Catalão, J. (2009). Ferramentas de Coaching. Lidel
– Cunha, A. (2013). Novos Líderes para um novo mundo. TopBooks
– Baynast, A., Lendrevie, J., Lévy, J., Dionísio, P., Rodrigues, V. (2018). Mercator, o Marketing na Era Digital. D. Quixote.
– João, M. (2011). Coaching. SmartBook
– Kotler, P. (2010). Marketing 3.0. Actual Editora
– Kotler, P. (2017). Marketing 4.0. Actual Editora
– Sousa, E. (2012). Direção e gestão de força de vendas. Vida Económica
– Vilhena, P. (2014). O livro sercreto das vendas. TopBooks
– Zack, D. (2014). Networking. Bookout