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Sales Management (Vitória)

Level: Graduate Degree
Degree: Specialist

 

Coordination

 

¬ Prof. Emerson Wagner Mainardes

PhD in Business Administration from the University of Beira Interior” (Portugal)

 

Our coordinators are at your disposal for pre-scheduled meetings. Those interested should contact our consultants by phone (27 4009 4425) or e-mail (cursos@fucape.br). 

 

Other MBAs Programs



 

The changes generated in the Brazilian economy, caused by a number of factors, including: restructuring resulting from the new world economic order, opening to external markets, integration of local economies into regional blocs, new paradigms for social, political, cultural and economic life, new consumption patterns and relations between businesses and consumers, quality requirements, fierce competition, emergence of large conglomerates, partnerships in the use of large spaces, franchise networks, constant concern with costs, growth of informal markets and small businesses require the training of professionals with a new profile that fits these recent needs.

 

In this context, it is undeniable that any company needs a sales leader ready for this new market, regardless of the industry in which it operates or of the goods or services it sells. As companies require skilled professionals to perform the role of sales manager, the creation of the MBA program in Sales Management is justified, being the only course of this nature in the state of Espírito Santo.

 

The new professional will have a profile that will meet the market demand, with the competencies and skills required to work in the management of sales of companies in general, regardless of their size, or to work as sales managers of their own business. It should also be noted that in the state, companies require skilled and qualified managers to operate in this new market. Currently, it is difficult to find sales managers prepared and qualified to work efficiently, since there is no specific training for such role. This course intends to pass on knowledge from faculty and renowned professionals in sales management to its participants. Additionally, the course intends to provide companies in the state with trained and skilled human resources whenever they require sales management professionals, with FUCAPE being a reference for such companies.

·         Industrial, retail, financial and service companies.

·         Distributors and wholesalers, where sales management is critical for the survival and growth of the business.

·         Sales representatives and commercial agents in general.

·         Sales professionals and sales managers looking for qualification and improvement.

General Objective:

 

To train professionals able to develop and analyze sales management policies that strategically impact organizations and the influence environment where they operate, aware of their role and of the implications of their choices.

 

Specific Objectives:

 

Purposes of the Sales Management program:

- To develop the conceptual, technical, personal, and interpersonal capabilities of the future professional;

- To provide deep knowledge of sales management to help decision making;

-  To encourage creativity, innovative spirit, holistic vision, entrepreneurship and understanding in sales management.

MBAGV - 01 - Fundamentals of Marketing

30 h

MBAGV - 02 - Consumer Behavior

30 h

MBAGV - 03 - Strategic Marketing Planning

30 h

MBAGV - 04 - Management of Sales Teams

30 h

MBAGV - 05 - Sales Planning

30 h

MBAGV - 06 - Sales Strategy and Actions

30 h

MBAGV - 07 - Organization of the Sales Process

15h

MBAGV - 08 - Pricing Policies and Promotions

15h

MBAGV - 09 - Retail Sales

15h

MBAGV - 10 - Business-to-Business Sales

15h

MBAGV - 11 - Service Sales

15h

MBAGV - 12 - Negotiation Strategies

15h

MBAGV - 13 - Internationalization of Sales

15h

MBAGV - 14 - Merchandising and Product Exposure

15h

MBAGV - 15 - Introduction to Scientific Work

30 h

MBAGV - 16 - Business Game

15h

MBAGV - 17 - Research Seminar

15h

 

Selection

 

1st stage (qualification): CV Evaluation

The selection will be made by the graduate committee by evaluation of the curriculum vitae. The applicant’s field of professional activity, professional experience, and academic qualification will also be analyzed.

 

1st stage Results

An e-mail message will be sent to the applicant 48 hours after the confirmation of payment for the application.

 

2nd stage (classification): Group Interview

Group interview with graduate course coordinators. Interviews will be scheduled by the enrollment department.

 

The applicant must attend the group interview and present the documentation below (one copy of each):

-Identity card

-CPF (taxpayer card)

-Bachelor’s degree or statement of course completion (certified copy)

-Undergraduate program transcripts (certified copy)

-Two recent 3x4 cm photos

-Payment of the first monthly tuition fee to the financial department.

 

¬ Apply for the selection process by paying the application fee of R$ 60.00.

 

Enrollment:

Enrollment will take place on the day of the group interview.

 

Payment options:

(a) Discount on the total tuition fee for lump sum payments.

(b) Discount on the enrollment fee for early enrollments:

For more information about prices, please contact our consultants.

 

For more information about the selection process, contact our consultants via phone (+55 27 4425) or e-mail (cursos@fucape.br).

1st stage (qualification): CV Evaluation

The selection will be made by the graduate committee by evaluation of the curriculum vitae. The applicant’s field of professional activity, professional experience, and academic qualification will also be analyzed.

 

1st stage Results

An e-mail message will be sent to the applicant 48 hours after the confirmation of payment for the application.

 

2nd stage (Group Interview):

Interviews will be scheduled by the enrollment department.

 

Enrollment:

Enrollment will take place on the day of the group interview.

Days and times: Friday (8 a.m. to 6 p.m.) and Saturday (8 a.m. to 12:30 p.m.) - fortnightly.

 

Duration: 18 months approximately

 

Class hours: 375 class hours

 

Number of places available: 30 places

 

Investment: to know the value of the investment to be in made the course, please contact our consultants via phone (27 4009 4425) or e-mail (cursos@fucape.br).

 

Upon MBA completion, the student may use 70% of the cost for a future full master’s degree at FUCAPE.

 

Funding

 

 BANDES has innovated in its funding options for graduate programs, with much more favorable conditions.

 

Operational conditions:

Limit:

- Maximum limit of up to R$ 40,000.00;

- Sharing: up to 100% (*).

(*) Sharing of cost: credit for the cost of the course will only be funded in cases of courses held outside the state of Espírito Santo, and can never exceed 15% of the value of the course taught in the country, or 25% in courses abroad. In case of courses without financial cost to the student, the funding limit will be 30% of the line’s maximum funding for courses taken in the country and 60% for courses taken abroad;

Terms (*):

- Grace period: up to 27 months;

- Amortization: up to 36 months;

- Total: up to 63 months.

(*) Grace period: it will be counted from the date of contract up to the end of regular course attendance, plus three months (the grace period may not exceed 27 months); Amortization: up to 1.5 times the duration of the course, to be established at the time of the analysis of the proposal;

Interest Rate:

- 12.68% per year

Payment

- Grace period: compound interest;

- Amortization: principal and interest paid on a monthly basis.

 

More information on BANDES website.

 

 

In order to help students fund their graduate studies, FUCAPE Business School has executed an agreement with Caixa Econômica Federal – CEF, for payment in up to 36 installments.

Funding Limit: minimum of R$ 1,000.00 and maximum of R$ 30,000.00

 

For more information on funding, please contact the nearest branch of CEF.

 

 

For more information about the program, please contact our consultants via phone (27 4009 4425) or e-mail (cursos@fucape.br).