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ISLA IPGT 26112

Commercial Management in Tourism and Hospitality

Tourism, Hotel and Restaurant Management
  • ApresentaçãoPresentation
    This curricular unit aims to provide students with information on understanding and analysis of topics related to Business Management and its stakeholders, as well as preparing students for the techniques and practices related to it, particularly those related to Tourism Management Activity.
  • ProgramaProgramme
    1 - Commercial activity in the Tourism, Hospitality and Catering sector 2 - Communication and Commercial Relationship 3 - Sales Techniques 4 - Market Research 5 - Market Prospecting 6 - Negotiation Techniques 7 - Conflict Management 8 - Commercial and Sales Plan
  • ObjectivosObjectives
    Provide a set of knowledge, methods and practices that enable you to have a good communication and personalized relationship with the client. It is also intended to raise awareness of the need to exercise its activity, either on the basis of retaining current customers by giving them the necessary assistance, or on the basis of prospecting for new customers, as well as raising awareness of new information and communication technologies as sales support instrument.
  • BibliografiaBibliography
    AZEVEDO, L. (1996), Comunicar com assertividade, Lisboa, Instituto de Emprego e Formação Profissional. CÂMARA, P. et al (2001), Humanator, Lisboa, Publicações Dom Quixote. CAMPOS e CUNHA, R. (1998), A Gestão de Recursos Humanos na Estratégia da Empresa, Lisboa, Colecção Aprender, I.E.F.P. CARVALHO, J. (2004), Negociação, Edições Sílabo. COELHO NUNES, J. e L. Cavique (2001), Plano de Marketing¿ Estratégia em Acção, Lisboa, Publicações Dom Quixote. ESPERANÇA, E. (1998), A Comunicação Não¿Verbal, Lisboa, Instituto de Emprego e Formação Profissional. FACHADA, O. (1998), “A importância da comunicação nas relações interpessoais” in Psicologia das Relações Interpessoais, vol I, Lisboa, Edições Rumo, Lda.
  • MetodologiaMethodology
    This course adopts the principles of Active Methodology, where the student is placed at the centre of all the planning and structure of the lessons and (consequently) the content covered. To this end, it is necessary to adapt the dynamics of the class and the content itself according to the skills, ambition and interest shown by the students, thus creating an inverted classroom dynamic.
  • LínguaLanguage
    Português
  • TipoType
    Semestral
  • ECTS
    3
  • NaturezaNature
    Mandatory
  • EstágioInternship
    Não
  • AvaliaçãoEvaluation

    Descrição

    Data limite

    Ponderação

    Teste de Avaliação Global (TAG)

    Última aula

    45%

    Trabalho de Avaliação

    Penúltima aula

    45%

    Assiduidade e Participação

    -----------

    10%