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Sales Management

Code 14384
Year 3
Semester S1
ECTS Credits 6
Workload TP(60H)
Scientific area Marketing
Entry requirements n.a.
Learning outcomes The sales management course constitutes a nucleus of knowledge oriented to the commercial management practice, seeking to provide the marketing student with tools for analyzing commercial information, necessary for the effective performance of his duties, particularly in the management of the sales team.

At the end of the course the student should be able to:
- Master the main concepts and practices of sales Management;
- Diagnose a company’s commercial needs;
- Organize a sales department;
- Make decisions and manage the commercial guidelines, according to the company's strategy;
- Develop a critical attitude, cooperation ability, and professional ethics.
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
Teaching Methodologies and Assessment Criteria The evaluation is continuous, resulting in the final evaluation of:
- Overall written test (55%)
- Interview activities conduction (10%)
- Sales simulation (group work) (35%) consisting of a practical work (simulation) of conducting a sales meeting. Groups should consist of 2 students.

Language Portuguese. Tutorial support is available in English.
Last updated on: 2021-10-08

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