Duration
45h Th
Number of credits
| Master in sales management (120 ECTS) (work and study master) | 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:
- What is the financial situation of my company or of a partner company (customers/suppliers)?
- What are the impacts of the sales conditions granted to customers on the accounts (trade discounts/change in stocks, etc.)?
- Is the company to which I am about to submit an offer solvent?
- How do I read and interpret the annual accounts of my company and partner companies (customers/suppliers)?
- 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 :
- Understand the impact of accounting for sales and purchases on the annual accounts
- carry out a summary financial analysis based on annual accounts in order to measure the level of solvency, liquidity and profitability.
- 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.
These specific objectives mainly help to develop the following ILO:
- 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
Recommended or required readings
see Lol@ platform
Assessment methods and criteria
Exam(s) in session
Any session
- In-person
written exam ( multiple-choice questionnaire, open-ended questions )
Written work / report
Continuous assessment
Additional information:
Students be assessed according to two elements:
1. Continuous assessment (during certain classes) (individually and by group)
2. Workgroup in financeanalysis
2. Exam in the form of an MCQ + opened questions
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