Duration
10h Th, 25h Pr
Number of credits
| Specialised master in entrepreneurship (Specialised master in entrepreneurship) | 4 crédits |
Lecturer
Language(s) of instruction
French language
Organisation and examination
Teaching in the second semester
Schedule
Units courses prerequisite and corequisite
Prerequisite or corequisite units are presented within each program
Learning unit contents
The course first provides the theoretical basis of selling with the following notions: the salesperson and a sales team's respective roles, export sale and Incoterms, the sales pitch and prospection techniques etc. Besides these, it includes a specific training for prospection techniques and telephone selling along with a focus on the financial implications of selling: the margin, the different margin calculations, the influence of the margin on the balance sheet and the usefulness of a sales budget.
Further to lectures and real case studies analysis, students as group-work have to apply the theoretical aspects to a real enterprise and present a whole prospection project with a detailed outline of intended actions. In the ensuing practical marketing phase of this sales mission, they have to use the concepts pertaining to the negotiation module (GEST3777-1).
Learning outcomes of the learning unit
By the end of this course, the students are expected to able to:
- know and understand the main sales concepts;
- consider the importance of sales as driving the company's development and guaranteeing its durability;
- understand the role of sale in the company's organisational process;
- calculate the margin and measure the impact of marketing decisions on this;
- take into account the legal aspects of selling;
- measure the financial impact of sales on the company's global profitability and especially of its implications as concerns working capital requirement;
- implement a prospection policy and elaborate a sales pitch;
- understand the implications of an export sale.
Prerequisite knowledge and skills
The course is accessible to students enrolled in the Specialist Master in Enterpreneurship.
Planned learning activities and teaching methods
Case studies, guest speakers, theoretical contents
Mode of delivery (face-to-face ; distance-learning)
in-person teaching
course taught in French
Recommended or required readings
The course essentially draws on:
- Vendre et défendre ses marges. Philippe Korda, Ed. Dunod.
- Au-delà de la vente. Dan S. Bagley et Edward J. Reese, Ed. Sensus Editions.
- Les techniques de vente ... qui font vendre. Marc Corcos, Ed. Dunod.
Other articles or works can be added according to each class.
Assessment methods and criteria
The course evaluation is as follows:
25% : for active participation in classes and exercices
15% : for a presentation of an action plan (group session) in mid-Jan in front of a small jury.
30 %: for individual prospection work
30%: for the final evaluation by a small jury (group session) at the end of March with:
70% for the contents, the assimilation of theoretical concepts and their practical implementation and 30% for the form and careful effort put in the presentation
Work placement(s)
Organizational remarks
The course is taught from Sept. to June.
Contacts
Didier Joris : didier.joris@ulg.ac.be
Coordinator : Bernard Surlemont.