Sumários
New Trends in SM
14 Março 2025, 09:30 • Luís Miguel Justino
Current consumer behaviour and expectations for the future
Trends in Sales:
Omnichannel
Customer Relationship Management (CRM)
Sales automation and Sales force mobile
Machine automation
Artificial Intelligence (AI)
Customer Experience (CX)
Metaverse
Augmented Reality and Virtual Reality
From Experience and Intuition based to data driven Sales
Shift from Selling products to selling services
The future of sales management and sales representatives
The future of the Star performer
Final Conclusions - Content Review
14 Março 2025, 08:00 • Luís Miguel Justino
Final Conclusions - Content Review
Motivation
13 Março 2025, 11:00 • Luís Miguel Justino
What is Motivation?
Where does motivation come from?
Sales Representatives Motivation
Definition and importance
Existing theories
Dimensions of Motivation
1. The basic Motivations
2. Work Flexibility
3. Training
4. More than work activities
5. Teamwork
6. Environment
Managing Diversity in SM
13 Março 2025, 09:30 • Luís Miguel Justino
What is Diversity?
The 4 Layers of Diversity
The dimensions of diversity
Surface and Deep-Level Diversity
Benefits and Barriers
The Benefits of Diversity
The Barriers to Diversity
Diversity in Companies
Good and Bad Practices of Diversity
The Difference Between Good and Bad Practices
Sales Management and the Importance of Diversity
Internal Relationship