Duration
54h Th
Number of credits
| Master in sales management (120 ECTS) (en alternance) | 6 crédits |
Lecturer
Language(s) of instruction
English 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 consists of 2 parts:
- Digital Marketing : digital evolution of sales practices, E-commerce and E-marketing
- Sales analytics : Analytics and Data mining
Learning outcomes of the learning unit
Partim 1 : Digital Marketing
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
- 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
Partim 2 : Sales Analytics
Analytics and Data Mining
- Make the link with e-marketing and automated marketing technologies, CRM, ERP tools
- Analyze business data by building effective dashboards and master a business intelligence tool.
- Recognize opportunities to use predictive algorithms on a given data set
- Reinforce loyalty through new technologies
Prerequisite knowledge and skills
- General conditions of access to the master's degree
- Basic principles of management, strategy and marketing
- Basic notions in statistics
Planned learning activities and teaching methods
- Lectures
- Self-study using the online platform and flipped classrooms
- Group coaching sessions
- 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
- Group coaching sessions
- Case studies
- Testimonials
- Group work
- Application in your company
Organisational adjustments related to the current health context
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.
The score is the weighted result of the 2 partial scores for Partim 1 (50%) and Partim 2 (50%).
For each of the partims :
30% of the total will be based on a written individual reflexive report aiming at making the link between the theoretical concepts learned and your professional experience
70% will be evaluated on the basis of various elements, the details of which will be communicated. These elements might include :
- Ongoing evaluation: classroom participation, reverse class preparation, case studies during and between sessions.
- Group projects
- Written exam (MCQ, practical exercises and oral defense of group projects)
Note for the second session :
If each of the marks of the 2 parts is in severe failure (<=7/20), the student will obviously have to retake the 2 parts.
If the grade of one of the parts is sufficient (>10/20), a partial exemption and a carry over for this part can be granted for the second session.
For the second session, the student will be evaluated through a written exam only.
Important: if the student were to obtain a serious failure at the end of the second semester for one of the two parts, this failure would be absorbing and the student would have to retake the whole course the following year (no exemption from one year to the next).
Work placement(s)
Organizational remarks
See schedule on the Lola platform.
Course sessions will be given in French, but course slides and some documents may be in English.
Contacts
Academic advisor HEC-Liège
Stéphanie Aerts
e-mail: stephanie.aerts@uliege.be
office 201
HEC-Liège
Building N1 Rue Louvrex, 14
B-4000 LIEGE
Partim Digital Marketing : Vincent Nanni : vincent@get-more.be
Partim Sales Analytics : Stéphanie Aerts: stephanie.aerts@uliege.be