TeSP - Gestão Comercial e Vendas
6 ECTS; 1º Ano, 2º Semestre, 15,0 T + 45,0 PL

Lecturer
- Oliva Maria Dourado Martins

Prerequisites

Objectives

Program

Evaluation Methodology

Bibliography
- Kotler, P. (1987). Marketing Management- analysis,implementation and control. New Jersey: Prentice Hall
- Schwepker Jr., C. e LaForge, R. e Ingram, T. (1997). Sales management-analysis and decision making. E.U.A.: Dryden Pres
- Lancaster, G. e Jobber, D. (1997). Selling and sales management. Reino Unido: Pitman Pub.
- Scheuing, E. e Kurtz, D. e Johnson, E. (1994). Sales management - concepts,pratices and cases. E.U.A.: McGraw-Hill International Ed.

Method of interaction

Software used in class