At the end of this course, students should be able to:

Realize the recent evolution of marketing concepts and their influence on the management of Distribution and Sales;

Be aware of new concepts of distribution and sales and marketing communications and their strategic consequences in the marketing mix;

Follow the trends in distribution channels in Portugal and abroad (internationalization of the distribution);

Realize the logistic function logistics - physical distribution and marketing management (just-in-time and just-for-you);

Be aware of the new management techniques at the point of sale - franchising, promotions, merchandising;

Understand and to operate (simulated environment) modern and efficient tools for managing a sales team: planning, organization, development, effort management, motivation and reward, performance evaluation and control.