Duration
54h Th
Number of credits
| Master in sales management (120 ECTS) (en alternance) | 6 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 parts:
- Buying and Sales Processes and Distribution Management
- Anthropological and psychological aspects of negotiation
- Soft skills: purchasing, sales and communication techniques
Learning outcomes of the learning unit
Part 1: Buying and Sales Processes and Distribution Management
- Typifying B2B customers - "Buyers"
- Analysing B2B buying processes
- Understanding the role of different DMU members
- Distinguishing purchasing orientations and situations
- Developing a Customer Value Model
- Analyzing Sales Approaches
- Managing Customer Relationships
- Explaining the implications of buying process digitalization
- Implementing sales processes digitalization
- Defining distribution channels and functions
- Designing and managing distribution channels
- Explain and understand the behaviour of individuals taking into account their differences
- Adopt a critical position towards negotiation (in relation to oneself and to the other party)
- Understand the psychological and anthropological mechanisms that guide human behaviour
- Draw upon anthropological and psychological aspects to conclude a contract
- Understand different communication techniques
- Understand the concepts of transmitter, receiver and the various biases in communicating a message
- Work on different concepts such as active listening, reformulation, networking techniques
- Understand concepts of non-verbal communication and intercultural communication
- Use neurolinguistic programming to take mutually satisfactory decisions
- Adapt the commercial message to be appropriate to reach the relevant objective
- Identify how to effectively integrate a sales team
- Interact with clients (B2B, B2C): specificities and similarities of contexts
- Master and practice different sales techniques (take part in the Négociales competition; negotiations with professional purchases; individual registration - cost +/- €18 / student http://www.lesnegociales.com/)
- Prospection/networking : enter into contact with and identify the type of prospect
- Move from analysis of the sales request to analysis of client need
- Adjust the sales message to reach the relevant objective
- Implement different professional purchasing techniques
- Discover the SONCAS model used by purchasers
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 'Buying and Sales Processes and Distribution Management ' 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, hybrid learning)
- Lectures
- Self-study using the online platform and flipped classrooms
- Case studies
- Testimonials
- Group work
- Application in your company
Organisational adjustments related to the current health context
Orange color code: hybrid or online teaching
Red color code: online teaching
Recommended or required readings
Self-study and documents available on the course platform (Lol@)
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.
- 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
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:
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: Buying and Sales Processes and Distribution Management (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)