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, hybrid learning)
in-person teaching
course taught in French
Organisational adjustments related to the current health context
Yellow and orange code
Depending on the needs, the courses can be given partially or totally at a distance. This concerns both the theoretical part of the teaching and the practical exercises. These, like the juries, can be organized by videoconference, by groups of students, who must then organize themselves in good harmony. A report on the exercises performed will be requested from each student.
With regard to the corporate mission, the methods of carrying out the latter take into account the needs and prescriptions issued by the company. If it is not possible to achieve a classic approach in the field through face-to-face meetings, students will be asked to adapt their perspective approach strategy by integrating remote communication tools.
The methods related to remote and teleconference work do not modify the method of calculating the distribution of quotations. It remains identical to that announced in the event of normal operation in green code.
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.
- Gérer en allant à l'essentiel. Didier Joris & Alain Piekarek. Edipro
Other articles or works can be added according to each class.
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.
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:
80% for the contents, the assimilation of theoretical concepts and their practical implementation and 20% 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.