Business environment

Duration

45h Th

Number of credits

Lecturer

Language(s) of instruction

French language

Organisation and examination

Teaching in the first semester, review in January

Schedule

Schedule online

Units courses prerequisite and corequisite

Prerequisite or corequisite units are presented within each program

Learning unit contents

The course Business environment is composed of three complementary and integrated modules:

• International and geographical economics taught by Prof Serge BRESSERS
• Domestic, European and international sales Law taught by Prof Jacques DEFER
• Business & competitive intelligence and customer profiling taught by Prof Anne-Christine CADIAT

Learning outcomes of the learning unit

Module International and geographical economics:

• Understanding the great balances of political ane geopolitical economics
• Identifying business trends to detect new markets or new partnerships
• Understanding the risks
• Understanding the mapping and localisation of global economic activity
• Identifying the boosting and limiting factors of economic development in a zone
• Becoming familiar with the different types of economy and determining where economic activities are to be located

• Securing customer payments
• Writing a sale contract
• Applying conditions of renown, penalties,writing general conditions of sale
• Writing property clauses
• Knowing your limitations and knowing when to call the legal department or a lawyer
• Challenging the legal department or the lawyer
• Being aware of the limitations of the customer/supplier balance of power
• Knowing the conditions of the commercial contract related to the transport of goods,  Incoterms® 2010 CCI Paris (transfer of responsability)Module Business & competitive intelligence and customer profiling

• Organizing its sectoral anc competitive watch
• Managing information
• Creating a customer profiling
• Identifying household lifestyles and consumption patterns
• Analyzing the decision-making processes 
• Understanding the influence of cultural and sub-cultural consumption patterns
• Mastering demand analysis models (Value Proposition Canvas) and market attractivity models (such as PESTEL and the 5 forces of PORTER)

Prerequisite knowledge and skills

Planned learning activities and teaching methods

See:
http://www.hec.uliege.be/index.php/en/masters/master-in-sales-management-en-alternance

Mode of delivery (face to face, distance learning, hybrid learning)

The pedagogical approach is mainly inspired by the "Learning by Doing" principle. It combines home preparation, instructor-led in classroom, business activity and, finally, sharing experience and feedback in classroom.
 

Recommended or required readings

Module International and geographical economics:
Paul Krugman, Maurice Obstfeld, Marc Melitz, Gunther Capelle-Blancard, Matthieu Crozet, Économie internationale, Pearson, 2012.
Patrice Canas, Bernard Schwengler, Économie de la mondialisation, De Boeck supérieur, 2019.
Guilhem Boulay, Antoine Grandclément, Introduction à la géographie économique, Armand Colin, 2019.
Comprendre le monde en 200 cartes. Grand atlas 2019, Ed. Autrement / Courrier international / France Info, 2019.
 
Module Domestic, European and international sales Law:
Chapitres 1 à 5 du livre de C.Destexhe, Le contrat de vente international pour les non juristes, Edipro, 2010
 
Module Business & competitive intelligence and customer profiling:
Kotler, Keller & Manceau, Marketing Management 15ème édition, Pearson, 2015
            Chapitre 3 Recueillir l'information et prévoir la demande
            Chapitre 6 Comprendre le comportement des consommateurs
            Chapitre 7 Comprendre les marchés B2B
            Chapitre 9 Segmenter le marché et choisir les cibles
Les 5 forces de Porter, Lemaitre Publishing, 50minutes.fr - Business & Management, ISBN 9782806262370

Assessment methods and criteria

Any session :

- In-person

oral exam

- Remote

oral exam

- If evaluation in "hybrid"

preferred in-person


Additional information:

First session:
INTEGRATIVE written assesment covering the 3 modules. The individual work provided by the student throughout the process (e.g. ppt, ...) and his ability to understand and to use the 3 modules in a complementary manner will be included in the final grade.


Second session:
INTEGRATIVE ORAL assesment covering the 3 modules. The individual work provided by the student throughout the process (e.g. ppt, ...) and his ability to understand and to use the 3 modules in a complementary manner will be included in the final grade.


 
 

Work placement(s)

Organizational remarks

Contacts

Serge BRESSERS : sebressers@epfc.eu
Anne-Christine CADIAT : accadiat@uliege.be
Jacques DEFER : Jacques.Defer@uliege.be
Henry-Jean Gathon: hj.gathon@uliege.be