Objetivos de aprendizagem e a sua compatibilidade com o método de ensino (conhecimentos, aptidões e competências a desenvolver pelos estudantes)
The aim is for students to understand the main concepts of personal selling and negotiation in competitive markets, with a view to mastering the negotiation and selling techniques necessary for good commercial performance. The aim is also for students to demonstrate and exemplify sales and negotiation techniques during the 'role play'.
Conteúdos programáticos
1 - Sales and the Marketing Concept 2 - Creating value with a Relationship Strategy 3 - The sales process 3.1 - Developing a prospecting base 3.2 - Contacting the Customer 3.3 - Sales Presentation 3.4 - Closing the Sale and Confirming the Partnership 3.5 - Ensuring after-sales service and partnership 4 - Negotiation 4.1 - Essential elements in a Negotiation 4.2 - What's negotiation
4.3 - How to conduct a negotiation 4.4 - The negotiation strategy process 5 - Sales and Negotiation in Digital
Demonstração da coerência dos conteúdos programáticos com os objetivos de aprendizagem da unidade curricular
The syllabus is based on the previously defined objectives. In addition to the first point, which is an introduction to the topics of the course, the other points of the syllabus aim to achieve the objective of developing skills in sales techniques (points 2 and 3 of the syllabus). Point 4 presents some essential aspects of negotiation, which aim to acquire some negotiation skills. Finally, point 5 looks at the new trends in these two areas in a digital context.
Metodologias de ensino e de aprendizagem específicas da unidade curricular articuladas com o modelo pedagógico
The course will include the study of concepts, techniques, tactics and effects, accompanied by discussion of the examples and illustrative cases proposed, as well as participation in a sales theater. This curricular unit requires intense student participation, as active learning techniques are used which balance the discussion of concepts with their practical application. Assessment will be carried out by means of a written test (40%), performance in the exercises to be carried out during the classes and respective participation (20%), assessment of performance in the Pitch and role play (40%). Anyone who does not take part in the Pitch or role play and/or obtains less than 8 marks in the written test will always have to take a final exam (100%).
Demonstração da coerência das metodologias de ensino e avaliação com os objetivos de aprendizagem da unidade curricular
The expository methodology will make it possible to impart the main knowledge in the areas of sales and negotiation. The participatory methodology, through role play, takes on a practical and interactive nature, allowing for the development of the practical skills and competences needed in the area of sales. Individual and group work and self-study are methodologies that cut across all the learning objectives.
Bibliografia de consulta (existência obrigatória)
CARVALHO, José Crespo. (2016). Negociação, 5ª Edição: Edições Sílabo; LANCASTER, G. JOBBER D. (2009). Selling and Sales Management. 8ª ed. New Jersey: Prentice Hall; MANNING, B. REECE, G. (2009). Selling Today. Creating Customer Value. 11ª ed. New Jersey: Prentice Hall; RODRIGUES, D. (2014). VENDER [E-Book]. Acedido em http://dariorodrigues.net/?p=481; TANNER, John. HONEYCUTT, Earl. ERFFMEYER, Robert. (2014). Sales Management: Shaping Future Sales Leaders. Essex: Pearson Education; VILHENA, P. (2018). O Livro Secreto das Vendas. Lisboa: Sabedoria Alternativa.
