Técnicas de Venda e Negociação Comercial

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

Lecturer
- Sílvio Manuel Valente da Silva

Prerequisites

Objectives

Program

Evaluation Methodology

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

Method of interaction

Software used in class