2024
Sales and Distribution
Name: Sales and Distribution
Code: GES12679M
6 ECTS
Duration: 15 weeks/156 hours
Scientific Area:
Management
Teaching languages: Portuguese
Languages of tutoring support: Portuguese, English
Regime de Frequência: Presencial
Sustainable Development Goals
Learning Goals
This course would allow the students to acquire a set of competences that would promote an analysis spirit
and capacity to understand and identify the importance of logistics and distribution as well to their dynamics
and strategies:
Understanding the role of distribution and sales to achieve the objectives of Marketing;
Analyze and propose solutions to solve firms distribution problems or producers problems in their dealings
with distributors;
Use creativity to build competitive advantage, as complement to the conceptual and operational areas;
Prepare research process reports on topics or enterprises in a professional perspective;
Ability to perform presentations of papers/case studies and participate in group discussions;
Be able to predict distribution sector evolution, strategies and producers/distributors relationships.
10.4.1.5. Conteúdos programáticos:
1. Distribuição
and capacity to understand and identify the importance of logistics and distribution as well to their dynamics
and strategies:
Understanding the role of distribution and sales to achieve the objectives of Marketing;
Analyze and propose solutions to solve firms distribution problems or producers problems in their dealings
with distributors;
Use creativity to build competitive advantage, as complement to the conceptual and operational areas;
Prepare research process reports on topics or enterprises in a professional perspective;
Ability to perform presentations of papers/case studies and participate in group discussions;
Be able to predict distribution sector evolution, strategies and producers/distributors relationships.
10.4.1.5. Conteúdos programáticos:
1. Distribuição
Contents
1. Distribution
1.1. Types of distribution
1.2. Functions in the distribution channel
1.3. Distribution channels: importance, structure and characteristics
1.4. Distribution channels distribution
1.5. Middle man relationships
2. The internationalization of Distribution
3. Retail Marketing
1.1. Types of distribution
1.2. Functions in the distribution channel
1.3. Distribution channels: importance, structure and characteristics
1.4. Distribution channels distribution
1.5. Middle man relationships
2. The internationalization of Distribution
3. Retail Marketing
Teaching Methods
The teaching sessions are theoretical-practices, combine the deepening of theoretical knowledge,
methodological and empirical research and its application to concrete cases. The sessions include cases
discussion, elaboration and analysis of marketing ideas and distribution and sales strategies and, individual
works and papers presentation.
The evaluation is based on the results of two practical individual (20%), a summary of a scientific article (20%)
and a final exam (60%). The minimum grade on the exam is 7.5.
methodological and empirical research and its application to concrete cases. The sessions include cases
discussion, elaboration and analysis of marketing ideas and distribution and sales strategies and, individual
works and papers presentation.
The evaluation is based on the results of two practical individual (20%), a summary of a scientific article (20%)
and a final exam (60%). The minimum grade on the exam is 7.5.
Teaching Staff (2022/2023 )
- Maria Raquel David Pereira Ventura Lucas [responsible]
Certificações
