Gestão de Vendas e Gestão Comercial: Planejamento e Técnicas

Transform Your Business with Professional Commercial Management & Sales Management

This comprehensive course equips you with the skills to excel in commercial management and sales management for any type of business – whether you sell products or services. Learn to drive results and elevate your business to the next level.

We cover everything from the foundational concepts to advanced strategies, providing a complete understanding of the sales process.

What You'll Learn:

• Micro-Level Foundations: Master essential commercial management concepts, key KPIs, proven techniques, effective sales funnels, and powerful strategies and tools.
• Macro-Level Strategy: Gain a strategic overview of commercial management, including performance tracking with indicators, Business Intelligence (BI), Customer Relationship Management (CRM), and integration with your overall strategic positioning. Learn to manage your product mix and sales team effectively.

Who Should Take This Course?

This course is ideal for:

• Entrepreneurs looking to scale their businesses.
• Commercial Managers seeking to optimize performance.
• Sales Professionals aiming to boost their results.
• Freelancers & Autónomos wanting a professional approach to sales.
• Business Managers & Executives driving growth.

Course Outcomes: Become a Results-Driven Commercial Leader

Upon completion, you will be able to:

• Manage sales and commercial operations for products and services, from strategy development to implementation and monitoring.
• Integrate sales management and commercial management with your overall strategic positioning.
• Effectively manage and price your product (or service) mix.
• Master crucial sales KPIs: Understand and utilize Revenue, Profit, Contribution Margin, Break-Even Point, Markup, Average Order Value (Ticket Médio), Lifetime Value (LTV), Customer Acquisition Cost (CAC), Churn Rate, and more.
• Develop and optimize high-performing sales funnels, mapping the entire customer journey – from lead generation to conversion and post-sales support.
• Implement key sales strategies: Including visual merchandising, referral programs, customer loyalty initiatives, product bundling, upselling, and downselling.
• Harness powerful sales techniques and mental triggers: Like urgency, scarcity, social proof, anchoring, curiosity, specificity, authority, and more.
• Conduct effective market research, including prototyping, Minimum Viable Product (MVP) development, and A/B testing within a commercial context.
• Apply digital marketing principles – for both hybrid and 100% online businesses.
• Drive high-level commercial management through KPIs, objectives, and SMART goals.
• Master Business Intelligence (BI) and Customer Relationship Management (CRM) fundamentals for enhanced sales management.
• Lead and manage sales teams with transparency and a focus on results.
• Elevate quality in your commercial operations by improving customer service, post-sales support, presentations, and protocols.
• Establish and implement effective sales policies based on industry best practices.

What Makes This Course Different?

• Exclusive Case Study: Gain real-world experience with a detailed case study covering the development, implementation, and management of a commercial campaign. (See final section of the course).
• Practical, Actionable Content: We focus on real-world examples and practical application of commercial management and sales management techniques.
• Clear & Concise Teaching: Complex concepts are explained simply and clearly for easy understanding and application.
• Expert Insights: Benefit from my practical experience as a Commercial Director, providing insights you won't find elsewhere.
• Holistic Approach: This course goes beyond tools and techniques, offering a strategic and comprehensive view of commercial management, considering goals, KPIs, processes, strategic positioning, monitoring, funnels, and action plans.

Ready to take your business to the next level? Join the course!

– Prof. Marcus Oliveira, PhD
Business & Financial Consultant