Class Sales Force Management

The central aim of the Sales Force Management course is to enable students on the Commercial Management programme to develop strategic and operational skills in managing sales teams and implementing commercial policies effectively. This course focuses on understanding and applying the main concepts, techniques and tools used in sales force management, covering a wide range of topics, from recruiting, training and motivating salespeople, to planning and controlling sales activities.

Not applicable

1. Introduction to sales force management 2. Recruitment and Selection of Salespeople 3. Training and Developing Sales Teams 4. Motivating and Retaining Sales Teams 5. Planning and Controlling Sales Activities 6. Negotiation and Sales Closing Techniques 7. Customer Relationship Management (CRM) 8. Analysing Key Performance Indicators (KPIs) 9. Strategic Sales Planning 10. UN Agenda 2030 SDGs integrated into Sales Management

The Sales Force Management course applies three innovative methodologies: Project-Based Learning (PBL): Students develop practical projects, such as the creation of sales plans and team management simulations, applying theoretical concepts to real situations. This methodology promotes practical skills such as problem-solving and decision-making. Flipped Classroom: Students study theoretical content at home using digital resources, while classroom time is dedicated to practical activities, debates and clarifying doubts, encouraging active and applied learning. Real Case Studies: Analyses of company cases where students apply knowledge of sales force management and commercial strategies, developing critical thinking and the ability to adapt to different business contexts.

Dixon, M., & Adamson, B. (2011). The challenger sale: Taking control of the customer conversation. Portfolio/Penguin. Futrell, C. (2006). Fundamentals of Selling: Customers for life trough service. New York: Mchraw-Hill. Gitomer, Jeffrey (2019). O livro vermelho das vendas. Ed. 11x17 Hargreaves, C. (2009). Liderar uma equipa de vendas com PNL. ACD Edições. Jordan, J., & Vazzana, M. (2011). Cracking the sales management code: The secrets to measuring and managing sales performance. McGraw-Hill Education. Manning, G.; Reece, B. (2007). Selling Today: creating customer value. 10th ed. New Jersey: Pearson Education. Weinberg, M. (2015). Sales management. simplified: The straight truth about getting exceptional results from your sales team. AMACOM.