Sales Mangement

Code:

2GEC02

Acronym:

GC

Keywords
Classification	Keyword
OFICIAL	Management Studies

Instance: 2023/2024 - 1S

Active?	Yes
Responsible unit:	Management
Course/CS Responsible:	Master in Sales Management

Cycles of Study/Courses

Acronym	No. of Students	Study Plan	Curricular Years	Credits UCN	Credits ECTS	Contact hours	Total Time
GCOM	39	Official Bologna Syllabus	1	-	7,5	56	202,5

Teaching language

Portuguese

Objectives

- To understand the nature and specificity of sales management
- To design a sales program
- To evaluate the driving forces of sales force performance
- To identify their own leadership style
- To learn selling skills

Learning outcomes and competences

We aim students be able to characterize the main concepts, theories and the way they work in the manegerial context. 

Working method

Presencial

Program

- Nature of sales activity
Selling management process
Sales and management system
Sales and marketing
Ethics

-Formulating of a sales program
Organizational, structure and planning
Stages in the selling process
Business Strategy

-Evaluating Sales Force Performance
Motivation
Satisfaction
Model

-Compensating salespeople and incentives ; Compensation goals Compensations-mix scheme 

-Sales auditing

-Psychology of the selling function 
Cognitive Psychology 
Social Psychology 
Persuasion 

Mandatory literature

Churchill G. A. et al.; Sales Force Management, 8ªed., McGraw-Hill, 2006
Dalrymple D.J et al.; Sales Management, 8ª ed., 2006

Teaching methods and learning activities

Field work 

Case study method 

Analysis and discussion of multimedia content 

Play role approach 

Evaluation Type

Distributed evaluation with final exam

Assessment Components

Designation	Weight (%)
Exame	60,00
Trabalho escrito	40,00
Total:	100,00

Amount of time allocated to each course unit

Designation	Time (hours)
Frequência das aulas	42,00
Total:	42,00

Eligibility for exams

Final examination or mix (examination +project)

Calculation formula of final grade

100% final examination 
or 40% project + 60% exam (minimum acceptable grade will be 7/20)