Commercial Management ( 471024)

Learning Outcomes

Developing capabilities to plan, develop and implement a sales strategy and a sales plan; Organize and manage sales professionals, defining goals, structure and size of the sale’s team; being able to do market research; Manage commercial relationship activities with the customer, by identifying needs and the company's product and service portfolio;

Manage and monitor after-sales processes; Conduct analyses of the suitability of products and services for existing and potential

Study Program

  1. The market and sales;
  2. Commercial strategy and sales planning (the firm’s framework and sales planning);
  3. Organizing a sales department;
  4. Customer service and relationship with the client;
  5. Supervision, evaluation and control of sales

Bibliography

Frade, Rui e Vieira, Jorge (2024), Plano Comercial de Vendas, Edições
Sílabo, Lisboa

Justino, Luís (2007), Direção Comercial. Ed. Lidel