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
This course consists of 2 parts:
1. Management and leadership (Pr. Serge BRESSERS, 18h)
2. Managing sales forces (Pr. Didier DEFRERE, 27h)
Learning outcomes of the learning unit
Part 1: Management and leadership
Leadership and management
Personal branding & meeting lead
Part 2: Managing sales forces
I. Introduction to the sales force
II. Sales force management (Field Management)`
III. Management of sales teams
Prerequisite knowledge and skills
Planned learning activities and teaching methods
PART I:
- Course sessions
- Active participation and interactivity
- Self-training prior to certain sessions
- Case Studies
- Testimonials
- Group work
PART II:
- Course sessions
- Analysis in the host company
- Active participation and interactivity
- Self-training prior to certain sessions
- Case Studies
- Testimonials
- Group work
Mode of delivery (face to face, distance learning, hybrid learning)
Presential
Recommended or required readings
Documents available via the HEC Lol@ course platform
REFERENCE BOOKS - PART I :
- Dejoux C., Du management au leadership agile, Dunod, 2016.
- Plane J.-M., Théories du leadership : Modèles classiques et contemporains, Dunod, 2015.
- de Lacoste Lareymondie G., Guide de l'e-réputation: Personal Branding - Visibilité sur Internet - Réputation numérique - Gestion des réseaux sociaux , Eyrolles, 2018.
- Kalfon J., Animez vos réunions !, Dunod, 2015.
REFERENCE BOOKS - PART II:
- Barth, I. (2010). Le management commercial, Management Sup. Dunod.
- Brassier P., Dayan A. et Zeyl A. (2011). Management de la force de vente. Pearson.
- Fournier, Ch. (2016). Management de la Force de Vente. Dunod.
- Guenzi, P. et Geiger S. (2011). Sales Management. A multinational perspective. Palgrave Macmillan.
Assessment methods and criteria
For the first session: students will be assessed on the basis of a written examination on the one hand and course participation on the other:
- 80%: Integrated written exam on one or more situations in the field of the sales force that will take over the parts "Management and leadership" and "Managing sales forces";
- 20%: Ongoing evaluation (active participation) and group work. Details will be communicated during the course.
For the second session: students will be assessed by means of an integrated written exam.
(100% of the final grade).
Work placement(s)
Organizational remarks
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