Duration
72h Th
Number of credits
| Master in sales management (120 ECTS) (en alternance) | 8 crédits |
Lecturer
Language(s) of instruction
French language
Organisation and examination
Teaching in the first semester, review in January
Schedule
Units courses prerequisite and corequisite
Prerequisite or corequisite units are presented within each program
Learning unit contents
In companies, large flows associated with products and items, human resources, information and finance have to be managed.
To understand the interactions between these different flows, they are considered from two points of view within the framework of this course.
Firstly, a logistics approach, which follows the product realization process from the import of the materials to delivery to the end user. The result will allow students to analyse the company's situation in its market in terms of logistics performance. This comprises the Logistics part of the course.
Secondly, a financial approach that will show how the transactions are reflected in terms of reporting in the balance sheet and profit and loss account. In addition, the detailed analysis of costs and margins contributes to both operational and strategic decision-making. This comprises the Finance part of the course.
Both approaches rely on a quantitative view of flow management, the creation of performance indicators and the critical analysis of the results obtained.
The teachers are Thierry Pironet and Anne Chanteux.
Learning outcomes of the learning unit
The purpose of the course is to enable students to give a critical opinion of the company's flow management, especially based on the analysis of the SCM and the financial situation.
For the Logistics part, in association with the master's general objectives and especially those of the work placements:
- Be able to describe the products and services offered by a company and quantify the targeted segments and targets. Be able to give a critical opinion
- Be able to calculate the cost price of the products and services within the framework of the logistics chain
- Be able to describe and quantify the distribution networks used by the company and justify their use as well as those not used
- Be able to describe the order process starting with the import of the raw materials and components, i.e. from prospecting to delivery, including distribution in the various networks
- Be able to give a critical opinion of the distribution strategy
- quickly do an overall financial analysis based on the annual financial statements in order to measure the level of solvency
- define and classify costs as actual, standard, direct, indirect, fixed and variable costs
- calculate various types of costs and the margins of product-market couples
- define the determining factors of the sales price
- calculate and analyse the break-even point and the safety margin
- use the costs, margins and break-even point in decision-making
- build sales performance management dashboards.
- In management situations, understand the following transversal tools: quantitative analysis, IT systems and management projects
- Elaborate and develop solutions relevant to management problems
- Teamwork
- Develop a critical sense (argumentation)
- Develop a transversal overview
- With regard to a management problem, suggest ethical and socially responsible solutions that respect the principles of good governance
- Communicate in writing in a professional manner
Prerequisite knowledge and skills
- General conditions of access to the master's degree
- Basic principles of financial accounting
- Advanced level in English for the Logistics part (documents and classes in English)
Planned learning activities and teaching methods
Lectures are scheduled in the timetable. The Logistics and Finance parts are taught in parallel in order to look at company activities from both angles and their transposition into two paradigms: the management of material flows and the management of financial and operational flows, while highlighting the necessary information and the staff associated with these activities.
For the Logistics part, the course is based on a practical case study that involves nine steps:
- Quantification of the demand
- The finished product
- The import and storage of the raw materials
- Production
- The localisation of a distribution centre
- The export of the finished product
- Storage in the distribution centre
- The distribution network
- Integration of the parameters associated with the logistics in the calculation of the sale price
For the Finance part, the course is based on the search for answers to the following questions:
- Is the company I'm about to make an offer to solvent?
- What are the costs and margins of my products and services?
- Which factors should be taken into account to set the sales prices?
- What level of sales is required to make a profit?
- We're making a profit but there are treasury problems; why? what should we do?
- How is the sales department's performance measured and managed?
Mode of delivery (face-to-face ; distance-learning)
- Lectures
- Self-study using the online platform and flipped classrooms
- Case studies
- Group work
- Testimonials
Recommended or required readings
- Self-study and documents available on the course platform (Lol@)
- Prerequisite: Excel for the Logistics part
Assessment methods and criteria
The grade is the weighted result of the two partial grades for the Logistics part (40%) and the Finance part (60%).
The Logistics part will be assessed according to three elements:
1. a three- to four-page report linking the elements seen in class and the work placement. This involves drawing a parallel by describing the company's processes. This report is worth 30% of the grade for the Logistics part. The reports for the Logistics part can be written in English or French.
2. Participation in class will be assessed especially on the basis of the preparation for the flipped classroom and the case study on the platform, which will be dealt with during class and between classes. This is worth 20% of the grade for the Logistics part.
3. The exam will be composed of an MCQ on the theory part and small exercises similar to those done in class. This exam is worth 50% of the grade for the Logistics part.
The Finance part will be assessed according to two elements:
1. Continuous assessment (during certain classes) (30%)
2. Exam in the form of an MCQ (questions concerning knowledge, understanding and application)
Second session:
If a student seriously fails both parts (<=7/20), they will obviously have to take both parts again.
IF a student obtains a partial grade of 7/20 or less, i.e. a serious fail, for one of the two parts (Logistics or Finance), this will be taken into account. Consequently, the overall grade for the course will be that of the serious fail and not the weighted average. The student will therefore have to resit the part they seriously failed as well as the other part if they only just failed it.
If the student has only just failed the various tests leading to an overall weighted mark reflecting a minor fail (8 or 9/20), the student must resit the part(s) (Finance and/or Logistics) they only just failed.
Important: if the student seriously fails one or both parts during the second exam session, they will fail the course and will have to take the whole course again the following year (there is no exemption from one year to the next).
For the Logistics part during the second session, the report is worth 50% and the exam 50% of the grade; the Finance part will be assessed purely on a written exam.
Work placement(s)
Organizational remarks
See schedule on Lola
Contacts
Academic advisors HEC-Liège
Thierry Pironet (Logistics part)
e-mail: thierry.pironet@uliege.be
office 328
Anne Chanteux (Finance part)
e-mail: anne.chanteux@uliege.be
office 304
HEC-Liège
Bâtiment N1 Rue Louvrex, 14
B-4000 LIEGE
Adaptation of teaching commitments following the COVID-19 pandemic for the May-June 2020 session
Teaching methods implemented : distance-learning
Assessment subjects
Assessment methods
Idem : report to be adapted
Contacts
Adaptation of teaching commitments following the COVID-19 pandemic for the Aug-Sept 2020 session
Assessment subjects
FINANCE : Theory + exercises & case studies
SCM : Theory and exercises from lectures (see platform)
Assessment methods
FINANCE :
Individual distance written examination in the form of multiple choice questions (with Lol@ exams)
PARTIM SCM
According to your results: Individual distance written examination in the form of multiple choice questions (with Lol@ exams) and/or updated written report.
Detailed information and instructions to be strictly adhered to will be communicated via Lol@ at least 7 days before the exam.
Contacts
FINANCE :
Anne.chanteux@uliege.be