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Executive MBA in Commercial Management, Sales Strategy, Negotiation and Market Intelligence

  • Duration

12 months

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  • Location

UNIALFA Perimetral or Bueno

  • PERIODICITY

Monthly, Fridays (7pm to 10pm)
and Saturdays (8am to 6pm) - Biweekly

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Course Presentation

THE Executive MBA in Commercial Management, Sales Strategy, Negotiation and Market Intelligence The UNIALFA course is composed of management disciplines together with specific content, enabling in-depth knowledge in strategic sales management. Thus, the course promotes the improvement of the ability to work in a team, achieving high performance and aiming for a competitive advantage. At the same time, the workload offered is 360 hours, 60 of which are dedicated to specific execution of practical approaches in the business challenge (real market environment in a group or partner company), in addition to countless other hours of practical and dynamic experiences in the classroom, is a great differential for consolidating the concepts and techniques covered and providing networking opportunities.
 

Course Objectives

The course aims to develop knowledge and skills in various areas of sales, through solid theoretical and practical training, the exchange of experiences in the classroom and interaction with the market. Thus, the course seeks to provide knowledge on sales force planning and management, and skills for leadership, teamwork, communication, negotiation and generating competitive advantages.
 

Specific objectives:

  • Generate a basis for decision-making and healthy management of a 4.0 environment;
  • Acquire practical knowledge of implementing the Integrated Management System;
  • Develop management and communication skills;
  • Consolidate tools to support decision-making;
  • Provide a basis for creating an environment focused on innovation and practice;
  • Create space for people's development through networking spaces, workshops, seminars and excellent technical missions.
 
At the end of the course, the professional will have the experience to manage people and processes inherent to the corporate environment with a focus on commercial management, as well as work with a focus on agile management and disruptive processes, covering new possibilities for management and decision-making.

Target Audience

Managers and professionals who work or wish to work in the commercial area, with training in different areas and economic sectors and who seek to develop and improve skills and competencies for the operation and management of their activities with results that boost their careers and the organizations in which they work.
 

Differentials

Emphasis on practical interactions: our MBA has a predominantly practical focus, even with face-to-face activities in the classroom, we always prioritize interaction and real application of situations based on the professionals' experience.
 
Market intelligence: No management process is complete if it is not aligned with the constant evolution of the market, therefore, this course, in its essence, focuses on innovation throughout its entire base, whether of people, processes, products, in short, business intelligence governs management and not the other way around.
 
Market teachers: Our teachers have extensive experience in industrial processes. Together, they have over 180 years of practical experience in major companies in the country and in various sectors, such as: Coca-Cola, Kaiser, Borges Landeiro, Brasil Telecom, Sesi, Jaime Câmara and Grupo José Alves.
 
Business Challenge: Our MBA provides students with the practical application of everything they have experienced in the classroom in real companies, in real situations and with real executives who will help students build a mental model and apply all the course content.
 
Partnerships with companies and institutions: In addition to market interfaces with expert professors who are active in their respective processes, students of the MBA in Commercial Management and Market Intelligence at UNIALFA can count on the support of the companies that make up the José Alves Group: Coca-Cola Bandeirantes, Vitamedic, Rembal, Rebica Água Crystal, N&L Indústria Química. Therefore, technical visits, workshops, advanced technical missions and many other partnership opportunities are open in different commercial segments.

MODULE 1 – BASIC TRAINING 

DisciplinesWorkload
Commercial Innovation, Entrepreneurship and Design Thinking 20
Corporate Career and Soft Skills  20
Commercial Policy Formation 30
Supply Chain Management: Integration of Marketing and Supply Management  20
Retail 4.0: Reinventing retail in the digital age 20
Total Course Load for Module 1110 hours

 

MODULE 2 – RESEARCH, INTELLIGENCE AND THE IMPORTANCE OF DATA 

DisciplinesWorkload
Data Culture and Market Research 20
Market Intelligence and Competitive Strategy 20
Geomarketing: go to marketing and geographic market intelligence 20
Business Strategy and Sales Analytics 20
Total Course Load for Module 2 80 hours

 

MODULE 3 – NEGOTIATION AND STRATEGIC MANAGEMENT OF SALES AND MARKETING 

DisciplinesWorkload
360º Strategic Negotiation and Conflict Management 20
Sales in Competitive Environments: from Wholesale to Retail20
Strategic Management of High Performance Consultative Sales 20
Marketing: from Off to On 20
Neuromarketing, Customer Journey: CX, UX and CS and CRM 20
Marketing Trade: Sales Campaigns and Internal Marketing 30
Legal aspects in consumer relations  20
Business Challenge with Storytelling and Gamification: strategic games 20
Total Course Load for Module 3 170 hours

 

TOTAL WORKLOAD: 360 HOURS

Diego Alves Jacob

PhD in Marketing and Strategy from the University of Minho - Portugal (2018-2022), Master in Regional Development (Digital Marketing) from Faculdade Alfa (2012). Specialist in People Management and Marketing from the Catholic University of Goiás - UCG (2005) and in Executive Management and Market Intelligence from IPOG (2015). Graduated in Hotel Management from CEFET-GO (2003). Professor at UNIALFA and UNICAMBURY of marketing disciplines. In his professional history, he has accumulated extensive experience with over 20 years of experience in Marketing (online and offline), Marketing and Market Intelligence, Consumer Behavior, Sales Campaigns, Market Research, Results Control Actions, Strategic Planning, Leadership and Education/Training. He has accumulated recognitions and awards in several areas where he has worked.
Lattes CV

Prof. Ma. Sirlei dos Reis Rodrigues Segatti

Consultant and Instructor in the area of Entrepreneurship and Innovation. She worked with Sebrae and Sesi/Senai in the states of Goiás and Tocantins. She develops entrepreneurship projects with a focus on female entrepreneurship. She is part of the LiderAgro program of Senar Goiás with a focus on the development of innovative businesses. She has a Master's degree in Administration, specializing in Communication and Marketing, Planning, Implementation and Management of Distance Education and a degree in Administration.

Prof. Esp. Leandro Miranda Rodrigues

Administrative and financial manager with over 18 years of experience in the market, specializing in financial management and Business Intelligence. He has experience in pricing products and services in various segments, in addition to having implemented dashboards using Power BI to assist in decision making. Specialist in Financial Management, Controllership and Auditing from Fundação Getúlio Vargas and a degree in Administration and Law from UNIALFA.

Special Prof. Bruno de Araujo Godinho

Business Manager for the healthcare segment at SESI. Over 19 years of experience providing solutions to make companies more competitive. Postgraduate degree in Neuroscience and Behavior (PUCRS), Health Promotion and Quality of Life in Organizations (ABQV) and MBA in Marketing (FGV), Practitioner in NLP by The Society of NLP and a degree in Advertising and Marketing from UNIP.

Professor

He worked as an industry manager in the area of production and logistics processes, leading more than 60 people. He has a bachelor's degree in Business Administration; a specialist degree in Higher Education Teaching; an MBA in Data Marketing and a Master's degree in Administration.

Prof. Esp. Rafael Isamu dos Santos Taguchi

He is a Digital Commerce Manager at Araguaia Agronegócio, with over 15 years of experience in marketing, digital, innovation and competitive intelligence in large companies such as: Nextel, EBM Incorporações, Terral Shopping Centers and Rennova Nutriex. He is a specialist in Digital Marketing and has a postgraduate degree in Business Strategies from UFG and completed the Digital Marketing Nanodegree from Udacity.

Professor Leonardo Pereira de Morais

Graduated in Internet and Computer Networks from Universidade Salgado de Oliveira (2007), specialist in Information Security from Universidade Salgado de Oliveira (2012), MBA in Governance in Information Technologies from IPOG (2016). Master in Computer Science from UFG (Conclusion 2020), participates in the international research project (EMBRACE). Works as IT Operations Manager - Araguaia, and Professor of technology courses at Faculdade Senac GO. Researcher focused on characterizing user behavior through sentiment analysis aimed at managing futuristic wireless networks (5G networks)

Professor Dr. Pedro Henrique Rodrigues de Sousa

Graduated in Internet and Computer Networks from Universidade Salgado de Oliveira (2007), specialist in Information Security from Universidade Salgado de Oliveira (2012), MBA in Governance in Information Technologies from IPOG (2016). Master in Computer Science from UFG (Conclusion 2020), participates in the international research project (EMBRACE). Works as IT Operations Manager - Araguaia, and Professor of technology courses at Faculdade Senac GO. Researcher focused on characterizing user behavior through sentiment analysis aimed at managing futuristic wireless networks (5G networks)

Prof. Esp. Wagner Martins

CEO of Alcateia Suite Controller in Brasília/DF. Owner of the SIFAM Medical Clinic and the “VIVER COM VOCÊ” Benefits Card, in Goiânia/GO, Partner and CEO of IBCO (Beverage Industry of the Midwest) in Itumbiara/GO with over 20 years of experience in Business Management, (Strategic Financial Management, Digital Marketing and Integral Monetization). Master's degree in Quality Management (Unicamp/SP), specialist in Business Management (PUC/GO), University Teaching (Universo/RJ), specialist in Balance Scorecard (BSC) in KPI (Key Performance Indicator) and graduated in Business Administration.

Prof. Esp. Ralph Waldo Rangel

Entrepreneur in Technology and Education with experience in Developing Methodologies for Managing Large School Networks, Software for Social Management, Software for Schools, Software for Courses, Colleges and Postgraduate Studies. He was Executive Secretary of Innovation, Science and Technology for the Municipality of Goiânia; he was Superintendent of Information Technology at the City Hall of Goiânia; he was Superintendent at the Secretariat of Education, Culture and Sports of Goiás. Specialist in Governance in Information Technologies, Specialist in Psychology and Child Development, Specialist in Neuroeducation: Neuroscience and Education and Graduated in Technology and Data Processing.

Professor Me. José Auricicero Sousa Silva

CEO of the Human Development Institute, working in the development and self-development of people and teams, through lectures, consulting and mentoring. Has over 30 years of experience in the area of strategic people management, 25 of which were at Sesc Goiás, with expertise in the areas of Human Resources, Occupational Safety, Job and Salary Plan, Strategic People Planning and Budgeting, and Management of Learning and Internship Programs. Author of the collection Caderno do Líder and Coordinator of the Learning and Internship Program at Unifasam Junior for the Administration and Accounting Sciences courses. Master in Education, specialist in Strategic People Management and Leadership and graduated in Accounting Sciences, Administration and Pedagogy.

Prof. Esp. Thâmara Zaia Costa Barros

CEO of Jeito Zaia Enchantment Marketing, creator of the #JeitoZaia method, with Enchantment strategies. She has over 20 years of experience in Marketing, 11 of which were in charge of the shopping center, wholesale and retail markets. Specialist in Marketing and Communication from Faculdade Cambury/USP, MBA in Business Management from FGV. Specialist in Consumer Experience from ESPM, in Enchantment from Escola de Inspirações SP and graduated in Social Communication with a Specialization in Advertising and Propaganda from PUC Goiás.

Prof. Me Carbio Almeida Waqued

President of the Goiana Innovation Network, Career Mentor, Administrator of Public and Private Companies from UCG/GO, Postgraduate in Administration in Marketing from FAAP/SP, Master in Production Engineering with emphasis on Quality and Productivity from UFSC/SC. Owner of Merkado de Ideias Estratégicas, Professor of the Administration course at PUC GO, Coordinator of the Business Incubator PUC-Goiás. Coordinator and Professor of the Advertising and Marketing course at Unip/Goiânia. Coordinator of Postgraduate courses at the Institutions: FacUnicamps, UniEvangelica and Monte Pascoal. I have extensive experience in the area of Planning, Commercial and Marketing, working at: Pepsico/Pizza Hut, Shopping Bougainville, Brasil Telecom/Oi and Riclan/Freegells, Plaza Doro/Tropical Brasil Brockers; Buriti Hospital, Ela Maternity Hospital, IGOPE, Vila Nova Hospital, Afeto Clinic, Rennovari Institute.

Prof. Esp. Jayme Diogo Araújo

Director of Traffic and Media Performance at Ads Cool. Specialist in Communication, Marketing and Social Media and Academic Professor of Digital Strategy and Paid Traffic. and Postgraduate in Teacher Training and Educational Management. Advertising, Academic Professor and Postgraduate. Specialist in Marketing and Digital Communication. Graduated in Advertising and Propaganda, has a Postgraduate Degree in Business Communication and Digital Media and is a Postgraduate Student in Teaching Training and Educational Management.

Prof. Dr. Diego Alves Jacob

Marketing Manager with over 20 years of experience in Marketing (online and offline), Marketing and Market Intelligence, Consumer Behavior, Sales Campaigns, Market Research and Strategic Planning. He holds a PhD in Marketing and Strategy from the University of Minho - Portugal, a Master's in Regional Development (Digital Marketing) from Faculdade Alfa, a Specialist in People Management and Marketing from the Catholic University of Goiás - UCG and in Executive Management and Market Intelligence from IPOG and a degree in Hotel Management from CEFET-GO and Marketing Management from Descomplica.

Prof. PhD. Carla Simone Castro da Silva

Federal civil servant and general coordinator of Entrepreneurship at the Federal Institute of Brasília. She has held senior management positions for over 18 years in companies such as Ambev, Kaiser-Coca-Cola, Borges Landeiro, shopping centers and Rede Globo. She holds a PhD in Strategic Marketing from the University of Minho (PT). She holds a PhD and a Master's degree in Behavioral Psychology from PUC-GO (consumer behavior research line). She is a specialist in Consumption and Retail from USP, a specialist in Marketing – FAAP, a behavior analyst from UNB and a degree in Bilingual Executive Secretariat.

Prof. Esp. Yuri Sousa Jackson

Lawyer working for over 10 years in consulting companies in the most diverse segments, expert in negotiations in the Harvard model. Bachelor of Laws from PUC-GO, specialist in business law (LL.M) from FGV-RJ.