The Higher Professional Technical Course (CTeSP) in Sales and Marketing Management prepares students to operate effectively in the competitive sales and marketing sector.

The dynamics of the job market require professionals with the skills and competencies that make a difference in sales and marketing processes, customer relations, negotiations, and decision-making. This area plays a key role in the organizational structure of companies, requiring professionals with customer- and organization-oriented competencies.

The CTeSP in Sales and Marketing Management is highly practice-oriented, allowing students to develop the skills needed for management, decision-making, and the implementation of commercial and marketing strategies within companies.

Students acquire essential skills in negotiation, market analysis, and digital marketing strategies. This course has a high employability rate, offering opportunities in positions such as Sales Manager, Marketing Manager, and Commercial Consultant, both nationally and internationally.

Partnerships with companies and institutions in the sector enhance internship and networking opportunities, directly connecting students to the job market.

• Holders of the 12th grade or legally equivalent qualification;
• Holders of CETs, CTeSP diplomas, or higher education degrees;
• Applicants over 23 years old who have passed the specially designed tests assessing their capacity to attend higher education.

Additionally, candidates must have passed two of the following Relevant Areas:

• Portuguese;
• Mathematics;
• Geography;
• Economics.

• Students with a Secondary Education diploma;
• Students applying through the over 23 access regime;
• Students holding a diploma from a CET (Technological Specialization Course);
• Students holding Higher Education diplomas (for professional retraining).

• Understanding of the fundamental principles of business management, including organizational, leadership, planning and control strategies.

• Application of effective communication theories and techniques in the organization and relationship with customers and business partners.

• Understanding consumer behavior, including psychological, social, cultural, and economic factors that influence the purchase decision.

• Use of sales forecasting methods and other important indicators for strategic and operational planning.

• Develop skills to collect, analyze and interpret data relevant to the company's growth.

• Understanding of marketing principles, including market segmentation strategies, positioning, marketing mix, and branding.

• Enhance the development of skills to manage the company's business processes.

• Application of techniques and tools to build and maintain positive and lasting relationships with customers, aiming at satisfaction and loyalty.

The Higher Professional Technical Course (CTeSP) in Sales and Marketing Management aims to prepare students for a wide range of professional activities in this dynamic field. Throughout the course, students will learn to develop and implement marketing and communication plans for current and potential clients, adapting to the latest market trends.

In addition, the course is designed to equip students with the ability to define sales strategies aligned with commercial and marketing changes, as well as to analyze and segment competitive markets to identify business opportunities. A comprehensive understanding of modern sales practices will be provided, enabling students to make well-informed decisions.

Effective customer portfolio management, sector-specific market analysis, after-sales follow-up, and complaint resolution are also key focuses of the course. Students will be trained to manage sales efficiently, design customer-oriented plans, and manage prospecting time effectively.

The course will also cover the management of information systems to support the sales team and achieve established sales goals.

Finally, negotiation techniques and practices will be developed to prepare students for current market challenges, empowering them to excel as specialized and business-focused sales managers and consultants.

Some of the career opportunities associated with the Higher Technical Professional Course in Sales and Marketing Management include:

• Sales Manager: Responsible for managing and coordinating sales teams, defining sales strategies, monitoring results, and creating plans to achieve established goals.
• Marketing Manager: In charge of developing and implementing marketing strategies to promote products or services, conducting market analysis, identifying opportunities, and coordinating advertising campaigns.
• Commercial Consultant: Provides consulting services to companies on sales and marketing matters, offering customized solutions to improve commercial performance and maximize results.
• Market Analyst: Analyzes market data and trends to identify business opportunities, assess competition, define product positioning, and support strategic decision-making.
• Account Manager: Manages a portfolio of company clients, establishing and maintaining business relationships, identifying client needs, offering suitable solutions, and ensuring customer satisfaction.
• Product Manager: Manages the entire product lifecycle, from development to commercialization, conducting market studies, defining positioning, pricing, and promotional strategies.
• Entrepreneur: Ability to start a business in the sales and marketing field, such as launching a marketing agency, sales consultancy, e-commerce venture, among other entrepreneurial opportunities.

The Study Plan for the CTeSP in Sales and Marketing Management is composed of 30 ECTS. The foundational training components included in the course (namely in the areas of Portuguese, Mathematics, Economics, and Geography) provide students with the technical and scientific knowledge necessary to continue their studies by enrolling in a first-cycle degree (i.e., Bachelor's Degree) in multiple areas of specialization, not necessarily limited to their main field of training.

Learn more about the Higher Technical Professional Course in Sales and Marketing Management and other programs offered by the Institution.