Duration
45h Th
Number of credits
| Master in sales management (120 ECTS) (en alternance) | 5 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
This course has three themes:
- Corporate strategy
- Sales strategy
- Marketing strategy
Learning outcomes of the learning unit
Corporate strategy
- Identify different types of possible corporate strategy according to their context
- Actively participate in the elaboration of the company's strategy
- Understand the company's strategy in order to align the sales strategy, especially the implementation of indicators
- Master the different forms of sales strategy
- Master the customer journey/experience
- Implement and support customer orientation
- Master the distribution chain
- Selling in large retail outlets
- Understand and implement category management
- Implement the sales strategy
- Provide knowledge on customers, products and competition to enrich the company's strategy
- Master the value chain: choice of segment, position, evolution of product/service characteristics, prices, etc.
- Align the sales strategy and the sales action plan with the company's strategy
- 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 management, strategy and marketing
- Advanced level in English (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
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:
- 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.
- Reports written in a group
- Written exams and MCQ (questions concerning knowledge, understanding and application)
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
Adaptation of teaching commitments following the COVID-19 pandemic for the May-June 2020 session
Teaching methods implemented : distance-learning
Slides with notes, life sessions (LifeSize)
Assessment subjects
Assessment methods
Physical exam becomes team assignments
- 70% Continuous assessment = case studies and written reports in team
- 30% Individual written report
Contacts
Willem Standaert e-mail: willem.standaert@uliege.be
Adaptation of teaching commitments following the COVID-19 pandemic for the Aug-Sept 2020 session
Assessment subjects
Assessment methods
Individual, written, remote examination