ISLA IPGT 25035

Sales and Negotiation Techniques and Practices

• ApresentaçãoPresentation

  The Sales and Negotiation Techniques and Practices Curriculum Unit provides students with essential skills for conducting effective business transactions, ranging from the sales process to advanced negotiation techniques. Through practical analysis of case studies and simulations, students develop fundamental skills such as preparation, communication and understanding customer needs, preparing them for success in today's market and how they can leverage a more efficient customer relationship to power future business.
• ProgramaProgramme

  •    Selling versus negotiating •    The phases of selling and the basic stages of a negotiation •    Preparing for a negotiation •    Negotiation strategies, techniques and tactics •    Hard selling and soft selling - Traditional selling vs. Relationship selling •    Cross Selling and Up Selling •    Online sales and your relationship with customers •    B2B and B2C sales •    The profile of the successful negotiator •    Practical simulation  
• ObjectivosObjectives

  Students in the Sales and Negotiation Techniques and Practices Curriculum Unit develop fundamental skills, such as understanding the difference between selling and negotiating, knowing the phases of selling and stages of negotiation, and properly preparing negotiations. They master various strategies, such as hard selling and soft selling, and techniques such as cross selling and up selling. In addition, they understand the role of online sales and their relationship with customers, as well as the strategies associated with B2B and B2C sales. They develop the profile of a successful negotiator and take part in practical simulations to apply their knowledge in real business situations.  
• BibliografiaBibliography

  Marlene B. V, (2021), Como Negociar na Prática, Edição Lisbon Kennedy  G. (2008), Everything Is Negotiable : How to Get the Best Deal Every Time Kumar, V. & Reinartz, W., (2018). Customer Relationship Management. Concept, Strategy, and Tools . (Third Edition). Germany: Springer. Kotler, P, Kartajaya, H. & Setiawan, I. (2017). Marketing 4.0 Coimbra: Atual. Gitomer, J. (2019), O Livro Vermelho das Vendas, Bertrand Editora Heller, R., (2000), Como vender com sucesso, Editora Civilização Vilhena, P. (2018),O Livro Secreto das Vendas, Sabedoria Alternativa Edições  
• MetodologiaMethodology

  Students will be involved in simulated practices and case studies, facing real sales and negotiation challenges in order to act with the objective of selling well. They will take part in simulations and role-playing to try out different approaches and practical cases to apply techniques learned in class. Students will have contact with the commercial area, through the presence in the classroom or online of reference speakers and visits to companies that will provide valuable insights. Constructive feedback will be given to improve skills, encouraging self-assessment for future business relationships.
• LínguaLanguage

  Português
• TipoType

  Semestral
• ECTS

  6
• NaturezaNature

  Mandatory
• EstágioInternship

  Não
• AvaliaçãoEvaluation

  Descrição dos instrumentos de avaliação (individuais e de grupo) ¿ testes, trabalhos práticos, relatórios, projetos... respetivas datas de entrega/apresentação... e ponderação na nota final.

  Exemplo:

  Descrição	Data limite	Ponderação
  Teste de avaliação (No teste é exigida a nota mínima de 8 valores)	dd-mm-yyyy	60%
  Trabalho de grupo com apresentação	dd-mm-yyyy	40%
  (...)

   

  Adicionalmente poderão ser incluídas informações gerais, como por exemplo, referência ao tipo de acompanhamento a prestar ao estudante na realização dos trabalhos; referências bibliográficas e websites úteis; indicações para a redação de trabalho escrito...