Duration
108h Th
Number of credits
| Master in sales management (120 ECTS) (en alternance) | 12 crédits |
Lecturer
Language(s) of instruction
French language
Organisation and examination
All year long, with partial in January
Schedule
Units courses prerequisite and corequisite
Prerequisite or corequisite units are presented within each program
Learning unit contents
This course has two themes and six parts:
Theme - Negotiation:
- International sales & negotiation techniques and processes
- Anthropological and psychological aspects of negotiation
- Soft skills: purchasing, sales and communication techniques
- Digital evolution of sales practices
- E-commerce and E-marketing
- Digital selling, data mining and AI
Learning outcomes of the learning unit
Theme - Negotiation
Part 1: International sales & negotiation techniques and processes
- Master the different steps of the sales and the purchasing process
- Make the marketing mix evolve according to the country and the culture
Part 2: Anthropological and psychological techniques of negotiation
- Adopt a critical stance in a negotiating position (in relation to oneself and the other party)
- Understand the psychological and anthropological mechanisms that guide human behaviour
Part 3: Soft skills: purchasing and sales techniques
- Work on different notions such as listening, reformulating, networking techniques
- Master the notions of non-verbal communication and intercultural communication
- Prepare your sales and negotiate them efficiently
- Adapt your business message in such a way that it helps to achieve the objective
- Put into practice different professional buyer techniques
Theme - Digitisation:
Part 4: Digital evolution of sales practices
- Master and know how to manage the digital sales process
- Be familiar with the digital applications used by sales reps and the notion of 'augmented salesperson'
- Be capable of managing a social selling strategy
Part 5: E-commerce and E-marketing
- Elaborate an E-commerce strategy and E-marketing strategy in relation to the digital selling tools developed by the company
- Build and lead online presence - community management
Part 6: Digital selling, data mining and AI
- Make the link with E-marketing, automated marketing technology, CRM and ERP tools, predictive tools, business intelligence, data mining
- Reinforce loyalty thanks to new technologies
Prerequisite knowledge and skills
- General conditions of access to the master's degree
- Basic principles of management, strategy and marketing
- Advanced level in English for the 'International sales & negotiation techniques and processes' part (documents and classes in English)
Planned learning activities and teaching methods
- Lectures
- Self-study using the online platform and flipped classrooms
- Case studies
- Testimonials
- Group work
- Application in your company
Mode of delivery (face-to-face ; distance-learning)
- Lectures
- Self-study using the online platform and flipped classrooms
- Case studies
- Testimonials
- Group work
- Application in your company
Recommended or required readings
Self-study and documents available on the course platform (Lol@)
Assessment methods and criteria
Theme - Negotiation (50% of total):
- 33%: Part 1: International sales & negotiation techniques and processes
- 17%: Part 2: Anthropological and psychological techniques of negotiation
- 50%: Part 3: Soft skills: purchasing, sales and communication techniques
- 33%: Digital evolution of sales practices
- 33%: E-commerce and E-marketing
- 33%: Digital selling, data mining and AI
30% of the total points will be based on an individual written report, and the remaining 70% will be assessed on the basis of different elements. Students will receive the details:
1. Continuous assessment: participation in class will be assessed on the basis of the preparation for the flipped classroom and the work done on the case study on the platform during class and between classes.
2. Reports written in a group
3. Written exams and 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 themes (Negotiation
or Digitisation), 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) (Negotiation and/or Digitization) 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).
In the second session, students will be assessed according to a written exam only.
Comments regarding grades will be provided by appointment.
Work placement(s)
Organizational remarks
See schedule on the Lola platform
Contacts
Academic advisors HEC-Liège
Willem Standaert
e-mail: willem.standaert@uliege.be
office 206
HEC-Liège
Bâtiment N1 Rue Louvrex, 14
B-4000 LIEGE
Part 1: International sales & negotiation techniques and processes (willem.standaert@uliege.be)
Part 2: Anthropological and psychological techniques of negotiation (Serge Bressers: serge.bressers@esa-namur.be)
Part 3: Soft skills: purchasing, sales and communication techniques (Françoise Gabriel: f.gabriel@helmo.be)
Part 4: Digital evolution of sales practices & E-commerce and E-marketing (Vincent Nanni: vincent@get-more.be)
Part 6: Digital selling, data mining and AI (Stéphanie Aerts: stephanie.aerts@uliege.be)
Adaptation of teaching commitments following the COVID-19 pandemic for the May-June 2020 session
Teaching methods implemented : distance-learning
Podcasts and real-time virtual (coaching) sessions (LifeSize)
Assessment subjects
Assessment methods
Digital evolution of sales practices & E-commerce and E-marketing (Vincent Nanni: vincent@get-more.be): face-to-face group presentations becomes online group presentations (LifeSize)
- 70% Group presentation (physical becomes online) = building a Customer Centric webshop and presenting the results
- 30% Individual written report
- 70% Continuous assessment = case studies and written reports in group
- 30% Individual written report
Contacts
Digital evolution of sales practices & E-commerce and E-marketing (Vincent Nanni: vincent@get-more.be)
Digital selling, data mining and AI (Stéphanie Aerts: stephanie.aerts@uliege.be)
Adaptation of teaching commitments following the COVID-19 pandemic for the Aug-Sept 2020 session
Assessment subjects
Assessment methods
Individual, written, remote exam for 4 of the 5 partims:
- International sales & negotiation techniques and processes
- Anthropological and psychological aspects of negotiation
- E-commerce
- Digital selling, data mining and AI