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Commercial Management

Commercial Management

Code	5796
Year	3
Semester	S1
ECTS Credits	6
Workload	TP(60H)
Scientific area	Marketing
Entry requirements	n.a.
Mode of delivery	Face to face theoretical and practical
Work placements	Not Applicable
Learning outcomes	The Commercial Management course is a core of knowledge geared to the practice of business management, looking to provide the students with tools for collect, process and analyse of information necessary for the commercial function of business, namely the sales force management. At the end of the course the student should be able to: - Master the key concepts and practices of the Commercial function - Diagnose the business needs - Organize a commercial Department - Make decisions and manage commercial guidelines, in accordance with the company's strategy - Cooperate with others
Syllabus	1. Marketing, sales and the seller 2. Commercial activities 3. Structuring the commercial Department 4. Sales force management (Organization, management and evaluation) 5. The personal selling process 6. Sales promotion tools
Main Bibliography	Block , Tamara Brezen; Robinson , William A. (1994), The Dartnell's Sales Promotion Handbook, Dartnell Corporation, 8th edition Churchill G. A. et al.; Sales Force Management, 7ª ed., McGraw-Hill, 2003 Dalrymple D.J et al.; Sales Management, Wiley, 2001 (7ª ed.) Jobber D. e Lancaster G.; Selling and Sales Management, FT-Prentice Hall, 2006 (7th ed.) Justino, Luís; Direcção Comercial, LIDEL, 2007 Küster, Inês; Román, Sérgio; Venta Personal y Dirección de Ventas, Thomson, 2006
Language	Portuguese. Tutorial support is available in English.