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SALES FORCE MANAGEMENT 04 | Área Comercial
04 | Commercial Area
Requirements
Commercial management skills and notions on negotiation and sales techniques

Sales force management aims at professionals working in commercial areas who intend to acquire knowledge on personal sales, therefore
identifying situations in which personal sales must be elected as the predominant means of communication.

CONTENTS
OBJECTIVES
Module 1 - Definition and Importance of Sales Promotion
At the end of this training, trainees should be able to - General Definition
identify sales intensive growth strategies; to select the - Differences between Promotion, Product and Pricing Policy
strategies that take direct responsibility on sales force; to - Differences between Promotion and Advertising
perform successful commercial functions and to apply
current market strategies. - The Growing Importance of Promotion
Module 2 - Major Means of Promotion
ADDRESSEES - Free Promotion Experience
- Temporary Price Reduction
All professionals who intend to develop commercial
activities; managers; supervisors and employees who - Prizes and Free Gifts
need to refresh and/or update skills used in commercial - Competitions, Games and Draws
relations. - Highlighting the Product
- Promotion – Distributors
- Steps in Choosing of Promotional Means
- Preparing and Implementing Promotional Operations
Module 3 - Measurement of Effectiveness of Promotional Operations
- “Rate of Participation” Measurement
- Direct Measurement of the Effects of an Operation in Comparison with the
Assigned Goals for that Operation
- Financial Return Measurement of Promotional Operations

INFORMATION

Hours: 20h
Time: See Training Plan
Material Delivered: Training Support Material
Training: Attendance Required
Regime: Working Hours / Post-Working Hours

METHODOLOGIES

Methodologies used by the trainer will be
expository, demonstrative and/or active, favouring
the latter whenever possible.

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