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
Exam(s) in session
Any session
- In-person
written exam ( multiple-choice questionnaire, open-ended questions )
Written work / report
Continuous assessment
Additional information:
1st session
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 MCQs and open questions
NB : Students who have failed Finance (Block 1 course) and must retake it while still being able to continue in Block 2 will only be evaluated on the group work and the exam.
second session
Examination in the form of MCQs and open questions
Continuous assessment and group work grades are not taken into consideration for the final grade of the second session.
Work placement(s)
Organisational remarks and main changes to the course
Documents such as slides, exercises, case studies, videos; etc qill be available on Lol@HD ; so students should consult it regularly. Furthermore e-mails will be sent to students on their official ULiege e-mail address.
Within 4 weeks (maximum) of the publication of exam results (via Lol@ or MyULiège), students who wish to do so may come to HEC to consult their papers at a time agreed with the professor. To do so, they must attend a session scheduled for this purpose by the teacher or, if the teacher has not set a date when the results are communicated, request an appointment by e-mail within a maximum of one week of publication of the results.
Contacts
Anne Chanteux
e-mail: anne.chanteux@uliege.be
room 202
Magali Herman
e-mail: magali.herman@uliege.be
room 207
HEC-Liège
Bâtiment N1 Rue Louvrex, 14
B-4000 LIEGE