Gestão & Negócios

Commercial Management and Sales

CURSO

Presencial

Target Audience

Commercial and Sales areas of companies;
Students who want to start a career in team management;
Professionals who work in or lead the sales area and need focused training and a methodology for operation and growth;
Companies/Entrepreneurs who want to professionalize and boost their sales;
Managers, leaders, supervisors, sales area managers, and salespeople

Justification

The offering of this Commercial and Sales Management course is designed to meet the demands and needs of companies. The training of qualified professionals with practical knowledge will be a competitive advantage for companies in the region, aiming for growth in sales results.

General Objective

To develop, train, and prepare professionals and leaders for the management area and team formation focused on customer relationships and increasing sales results, promoting understanding of management needs, implementation, stabilization, and sales, in addition to simplifying and making practical knowledge accessible, aiming for assertiveness in decision-making.

Specific Objectives

Encourage qualified training in team management
Understand the demands of Sales Management

Curriculum Content

Module 1 – Fundamentals of Commercial Management

The strategic role of commercial management in organizations; Profile and competencies of the commercial manager; Organization of the commercial area and sales teams; Main challenges of sales management.

Module 2 – Leadership and Management of Sales Teams

Leadership applied to the commercial context; Motivation and development of sales teams; Communication, feedback, and performance monitoring; Setting goals and results management.

Module 3 – Sales Strategies and Customer Relationship

Stages of the sales process; Negotiation and closing techniques; Consultative service and customer loyalty; Relationship management focused on customer experience.

Module 4 – Commercial Indicators and Practical Application

Key performance indicators in sales (KPIs); Action planning for improving results; Analysis and discussion of case studies; Practical dynamics for solving commercial problems and developing action plans.

Ministrante

Sandro Luiz Maccarini

Graduated in Business Administration, MBA in Business Management, Specialist in Commercial Management, Master's in Administration, Sales Manager, Business Consultant in Commercial Strategy / Sales, Over 34 years of experience in commercial management, both nationally and internationally, Experience in leading sales teams, marketing, logistics, billing, hiring, training, strategy, monitoring of representatives and internal and external salespeople, Postgraduate professor in the area of commercial strategy, Instructor in courses in the field of sales and commerce, speaker on topics related to sales strategies, Trainer for sales, customer service, team hiring, and commercial strategy courses, Commercial Director/Manager.

A UNESC Level reserva no direito de cancelar ou transferir os cursos que não atingirem o número mínimo de inscritos.