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Gestão Comercial e Vendas

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Publication in the Diário da República: Despacho n.º 12803/2021 - 29/12/2021

5 ECTS; 2º Ano, 1º Semestre, 14,0 T + 42,0 PL + 14,0 OT , Cód. 600220.


Not applicable.

Explain how distribution channels work
Expose the various merchandising and promotions tools
Understand the specifics of each distribution channel
Organize the point of sale
Relate the layout of the establishment to the target audience, supported by a promotions plan

1. Introduction
2. Distribution channels
3. Point of sale
4. Visual merchandising
5. Promotions

Evaluation Methodology
Continuous evaluation:
The continuous assessment consists of two components: a practical assignment (C1), with presentation and discussion, mandatory for all group members, weighting of 40%, minimum grade of 10 (ten) and a written test (C2), weighting of 60%, minimum grade of 8 (eight) values.
The final grade is expressed by (CF = 0.40C1 + 0.60C2), provided that the minimum grade has been obtained in each of the evaluation components. Otherwise, the final rating will be equal to the lowest of C1 or C2 ratings.
Students are approved to the course unit if the final grade of the two assessment components, rounded by the units, is greater than or equal to 10 (ten) values.
Non continuous assessment:
Written test (100%), performed without any query element.
Students are approved to the course if the final grade, rounded to units, is greater than or equal to 10 (ten) values.

- Rodrigues, J. e Lendrevie, J. e Levy, J. e Dioni­sio, P. (2015). Mercator da Li­ngua Portuguesa - Teoria e pratica do marketing. Lisboa: Publicações D. Quixote
- Demetresco, S. (2004). Vitrinas entre vistas: merchandising visual. Brasil: Senac
- Rosseau, J. (2008). Manual de Distribuição. Lisboa: Abril/Controljornal

Teaching Method
The pedagogical methods promote the analysis and discussion of case-studies, short and medium term essays, besides the lectures and case viewing.

Software used in class
Not applicable.




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