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ISLA IPGT 25038

Communication and Sales Support

Sales and Marketing Management
  • ApresentaçãoPresentation
    The Communication and Sales Support Curricular Unit aims to enable students to apply communication processes in the context of sales, developing behaviours, attitudes and techniques to maximise value for the company and the customer. Students will learn to master effective communication, problem-solving and negotiation strategies, using methods that lead to the successful closure of sales.
  • ProgramaProgramme
    1. Communication in a business context 2. Communication and conflict 3. Attitudes and interpersonal communication styles 4. Methods and techniques for effective communication with clients 5. Verbal and non-verbal communication 6. Stages of a customer service and sales process 7. Main objections to purchase 8. Sales techniques and customer persuasion 9. Sales closing techniques
  • ObjectivosObjectives
    At the end of this course, students should be able to apply effective communication processes in the sales context, adjusting communication to the type of customer and situation in order to influence purchasing decisions. They will be able to explore consumer behaviour and attitudes, adapting sales strategies. They will develop skills in active listening, interpreting needs and mastering tools that optimise sales efficiency. They will learn to apply strategies to maximise value for the company and the customer, master argumentation and negotiation techniques, consolidate sales closing skills and resolve objections effectively, turning challenges into opportunities to conclude the sale successfully.
  • BibliografiaBibliography
    A. Ros, (2024) Comunicar com Clareza e Confiança A Arte da Explicação, Editora Bertrand R. Carla (2023) Fale Menos, Comunique Mais, Editora Manuscrito M. Stephen, M. Joseph (2022) Comunicar com Eficácia : Quem Ouvimos, Quem Não Ouvimos e Porquê, Editora Vogais T. Sandra (2019), Comunicar com sucesso, Editora Oficina do Livro M. Manuel, (2017) Marketing e Gestão da Relação com o Cliente, Atual Editora Moreira, Volume VIII, (4ª Edição) Rocha, C., (2016) Fale Menos, Comunique Mais, Edição Manuscrito Polito, R. (2015) Como Conquistar e Influenciar Pessoas, Edição Pergaminho R. Adriano D., (2010), As Técnicas da Comunicação e da Informação, Editorial Presença G. Jeffrey,(2000) O Livro Vermelho das Vendas, Bertrand Editora Heller  
  • MetodologiaMethodology
    The teaching methodologies of this course combine theory with a strong practical component. As well as learning communication and sales concepts and techniques, students will take part in sales simulations and analyse real and fictitious cases. These activities will allow them to apply knowledge in complex sales, negotiation and conflict resolution scenarios, developing argumentation and persuasion skills. The simulations will include everything from defining sales objectives to closing, with a focus on continuous feedback. The practical and active approach aims to prepare students to apply the skills acquired in the professional environment.
  • LínguaLanguage
    Português
  • TipoType
    Semestral
  • ECTS
    6
  • NaturezaNature
    Mandatory
  • EstágioInternship
    Não