Duration
18h Th
Number of credits
| Master in sales management (120 ECTS) (work and study master) | 2 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
Lesson 1
1.1 On the basis of a checklist, drafting a marketing contract
1.2 A good contract creates value for the organisation: concept of value
Lesson 2
2.1 A contract is based on a law; what law?
In the company
Search for a complex marketing contract in the company and analyse it
Lesson 3
3.1 Legal position of the seller in his organisation and vis-à-vis customers: employment contract, agent's contract, mandate
3.2 Organisation of the company: path of "signatures" within the organisation
In the company
Report on the student's actual legal position in the company and SWOT analysis
Course 4
4.1 Guarantees
4.2 Conflicts
4.3 Company organisation
Course 5 Commercial contracts - in-depth
5.1 Agencies, concessions, franchises
5.2 Critical review of contracts written in course 1
Learning outcomes (learning objectives) of the teaching unit
Learning outcomes of the learning unit
At the end of the course the student :
- understands the need to take into account the legal aspects that create value for the organization
- knows the basic notions that allow to dialogue with the decision makers of the company in charge of contracts
- is able to ask relevant questions of legal professionals, understand and implement the answers
- knows when to delegate a question to the lawyers
Prerequisite knowledge and skills
Business environment
Planned learning activities and teaching methods
Group work during the course (drafting a contract)
Theoretical presentations based on readings given to students before the course.
Work in the company
Mode of delivery (face to face, distance learning, hybrid learning)
Face-to-face course
Recommended or required readings
Readings will be indicated at the end of each course in order to prepare for the next course.
A slide show will be made available to students at the end of the course.
Exam(s) in session
Any session
- In-person
written exam
Additional information:
Written examination; on the basis of a case, the student will be asked to construct two legal marketing schemes, to compare them and to criticize them.
The student will have all notes and readings available. The student must show that he/she has understood the concepts seen in the course and is able to use them in a concrete situation.
Work placement(s)
Organizational remarks
Contacts
jacques.defer@uliege.be