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 first semester, review in January
Schedule
Units courses prerequisite and corequisite
Prerequisite or corequisite units are presented within each program
Learning unit contents
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?
Learning outcomes of the learning unit
The purpose of the course is to enable students to :
- 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
Financial accounting
Planned learning activities and teaching methods
- Lectures in class
- Self-study and flipped classrooms
- Exercises and case studies
- Wooclap tests
- Group work
- Testimonials
Mode of delivery (face to face, distance learning, hybrid learning)
Hybrid learning
Organisational adjustments related to the current health context
For some classes split of the group
More e-learning
Recommended or required readings
see Lol@ platform
Assessment methods and criteria
Below you will find information on the evaluation methods planned for in-person and remote exams as well as those planned for hybrid sessions. Depending on how the health crisis evolves, the chosen method will be communicated to you no later than one month before the start of the exam session.
Any session :
- In-person
written exam ( multiple-choice questionnaire )
- Remote
written exam ( multiple-choice questionnaire )
- If evaluation in "hybrid"
preferred in-person
Additional information:
Students be assessed according to two elements:
1. Continuous assessment (during certain classes) (individually and by group)
2. Exam in the form of an MCQ
Work placement(s)
Organizational remarks
Contacts
Anne Chanteux
e-mail: anne.chanteux@uliege.be
room 304
Magali Herman
e-mail: magali.herman@uliege.be
room 302
HEC-Liège
Bâtiment N1 Rue Louvrex, 14
B-4000 LIEGE