Descriptive summary of the course The main purpose of this course is to enable those responsible for this business function to understand the new global contexts, and know how to integrate them into the sales function and activities. This implies knowing the procedures inherent in the planning and management and organization of a sales team and other sales instruments or systems. Furthermore, all commercial work must also provide the necessary control mechanisms, both in terms of results and in terms of behavior, to ensure good business performance.
Learning objectives and expected results Through the combination of the most current knowledge (academic and professional) about Commercial Management and International Business, this course will allow students to know: 1. Diagnose national and international markets; 2. Plan and organize a commercial structure; 3. Develop sensitivity and ability to motivate teams; 4. Define an appropriate approach to markets; 5. Develop, budget, implement, monitor and control a sales plan; 6. Develop sales systems for various types of products and markets. 7. Measure and evaluate each investment, defining improvement actions. 8. Develop customer retention methods.
Skills to be developed At the end of the course, students should be able to: a) Establish the link between the company's strategy and the companies' commercial strategy; b) Knowing how to analyze new international competitive contexts c) Know how to create, structure and adapt the Commercial Departments for the necessary actions in the national and international market; d) Know how to allocate resources allocated to the sales plan according to the established objectives; e) Plan, monitor and control the work of sales systems; f) Create incentive systems for commercial teams. g) How to build trusting relationships and develop a strong network of contacts. h) Effectively and efficiently communicate the value proposition. i) How to attract customers from other brands or competitors.
Programme
1. Changing markets 1.1 The effects of globalization and internationalization of markets on commercial activity 1.2 The company's strategy and operational alignment 1.3 From Marketing Plan to Sales Plan
2. The analysis of the market and competition
3. The sales tools 1-to-1 3.1 2.0 sales systems.
4. The Direction of Sales Teams 4.1 The basic functions of sales 4.2 Customers and profitability analisys 4.3 Sales forecasting 4.4 Sales goals 4.5 Promotion decisions 4.6 Logistic and distribution decisions 4.7 Pricing decisions 4.8 Types of remuneration
5. Planning and Sales Organization 5.1 Sales structure 5.2 Direct Mail 5.3 Telemarketing 5.4 Retailing
6. The Selling Process 6.1 The sale pipeline 6.2 Foreign market evaluation 6.3 Acess mode to external markets 6.2 Commercial proposals: price, payment and delivery conditions. 6.5 The Incoterms 6.6 International logistic
7. Performance Sales Evaluation 7.1 Outcome evaluation 7.2 Behavioral assessment 7.3 The sales support information systems (SIS) Mobile Mkt / CRM 7.4 Sales meetings.
Main literature
William Ury,Bruce Patton e Roger Fisher;Como conduzir uma negociação-chegar ao sim, Lua de Papel, 2015
Carvalho, J. Crespo;Logistica e Cadeia de Abastecimento, Edições Silabo, 2017
Supplementary Bibliography
Bertuzzi, Trish;The Sales Development Playbook, Moore-Lake, 2016
Keith, Ferrazzi;Nunca almoce sozinho, Actual Editora
Nicola Minervini;Exportar: Competitividade e Internacionalização, Makron Books, 1997
Cateora, Philip R., Gilly, Marcy C.,Graham, John L.;Marketing Internacional, McGraw Hill, 2013
Learning Methods
The classes will be presented in order to allow to build the foundation for the development of basic knowledge on the strategic functioning of modern organizations.Will be followed a model of action learning, and participation based on case studies, and the drawing up of a working group .
Assessment Components
Avaliação distribuída com exame final
Assessment Components
Description
Type
Time (hours)
Conclusion Date
Attendance (estimated)
Lessons
45
Group work
Projectos
30
Tutorial guidance
Participação Presencial
9
Assessment
Teste/Exame
3
Autonomous study
Study
73
Total:
160
Continuous Assessment
- Group work, with submission on the E-Learning platform: 35% - Two individual written tests: 30%+35%
Under the general regulation:
1. The effective attendance of students in class will be recorded and if the number of absences per student exceeds 30% of the total number of contact sessions for each course unit will be automatically transferred to the final evaluation of the normal season. 2. In the written tests and other evaluation elements referred to in paragraph 2 of Article 26, a minimum grade of 7.5 (seven point five) values is required. 3. If the student misses or scores less than 7.5 points on the tests or assessment elements referred to in the previous paragraph, he / she will be automatically transferred to the final assessment of the normal season. 4. If the student fails or achieves a grade lower than 7.5 points in the second written test (held on the same date as the final written test of the normal season), they may require registration for evaluation at the time of appeal. 5.All written academic work foreseen in the assessment (reports, case studies, etc.) will have to be submitted in the Turnitin database, available on ISAG's E-Learning platform, with a similarity rate up to 30% acceptable.