Retail Sales Management (LGVR)
Cod: 61085
Department: DCSG
Scientific area: Management
Total working hours: 156
Total contact time: 15

Relate sales management with marketing;

Evaluate sales planning and forecasting tools;

Establish business objectives and budgeting;

Define metrics, business activity reports and sales performance indicators;

Define and control sales performance;

Understand how the use of new technologies help to develop, organize and streamline sales spaces along with space management and

customer service support;

Evaluation of online sales, customer loyalty and challenges posed by comments and social networks

1. The customer, his assessment and his potential

2. Sales strategy and techniques: management by objectives, results and commercial performance

3. Sales team management

4. Negotiation and communication in the sale

5. Online sales, relationships and social networks


1. Faria, S., Pereira, M.S., Lima, A., Vilela, J., & Loureiro, S. (2022). Manual de Distribuição e Gestão do Ponto de Venda. Forte da Casa:

Escolar Editora.

2. Serra, E. (2020). Direção e Gestão da Força de Vendas – Como crescer num contexto de crise global. Porto: Vida Económica


Continuous assessment is privileged: 2 digital written documents (e-folios) during the semester (40%) and a final digital test, Global e-folio (e-folio G) at the end of the semester (60%). In due time, students can alternatively choose to perform one final exam (100%).

Good computer skills from the user's perspective, especially in word processing and internet.

The focus on scientific articles related to the retail sales management will help to understand and consolidate concepts related to the


Although many of the texts are in Portuguese, a good command of the English language will be desirable.