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TeSP - Gestão Comercial e Vendas

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

4 ECTS; 1º Ano, 2º Semestre, 42,0 TP + 14,0 OT


Not applicable.

The purpose of the course is to promote learning through practical experience, helping to create a potential business whose project should start with the business idea, through the preparation of a Business Plan and the assessment of the conditions for implementing the activity.

1. From idea to business
1.1. Idea management and opportunity identification
1.2. creative idea concept
1.3. Innovation, technology and business opportunities
2. Methodologies for choosing the project
2.1. Analysis of the potential of the promoter and the idea
2.2. Business context analysis
2.3. The business risk
2.4. Types of companies
2.5. Ways to get started
2.6. Necessary internal skills
2.7. Market research
2.8. Criteria for analyzing business opportunities
3. Elaboration of a business plan
3.1. The importance of the business plan
3.2. Choice of legal form and activity
3.3. The formalization of the business plan
4. Business Plan
4.1. Executive Summary
4.2. Market, target audience
4.3. The positioning in the market
4.4. project/product/idea
4.5. commercial strategy
4.6. Sales process, marketing
4.7. Business management and control
4.8. Necessary investment
4.9. Business plan financial template
5. How to create your company
5.1. Institutions and documentation necessary for the incorporation of the company
5.2. The business team
5.3. The social pact
5.4. The start of activity
6. Business success/failure

Evaluation Methodology
The evaluation is carried out through a final work, carried out in the continuous evaluation period (100%). Students with a classification of less than 10 in the continuous assessment are admitted to the exam, in the period indicated in the school calendar. Exam assessment made through a final work (100%). Students with a classification lower than 10 fail.

- Bateman, T. e Snell, S. (2007). Management - Hill Leading & Collaborating in a Competitive World. England: McGraw-Hill International Edition
- IAPMEI, I. (2016). Guia Explicativo para a Criação do Plano de Negócios e do seu Modelo Financeiro . (Vol. 1). Lisboa: IAPMEI – Agência para a Competitividade e Inovação, I.P.

Teaching Method
The subject is taught using theoretical-practical classes, in which the base material will be presented and discussed, with the presentation of case studies that support the theoretical material, as well as the students' projects will be discussed.

Software used in class




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