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 addresses how to manage and lead sales teams in two distinct parts, given by two professors:
- Serge Bressers - 18 hours
- Michaël Parmentier - 27 hours
Part I: Leadership & Management
- Introduction to major theories of management, leadership, and sociology of organizations
- Roles and definitions of manager and leader
- Value and meaning of and at work: Giving meaning to the work of its collaborators
- Introduction to team management
- Understand (and lead) the sales team
- Develop the sales team
- Promote the well-being at work of sales teams
Learning outcomes of the learning unit
The learning outcomes (LO) of this course are:
- Understand key concepts in leadership and management specific to the management of sales teams;
- Compare and critically analyze the different theories and their application to sales teams;
- Analyze real situations or examples in light of the studied concepts and apply them adequately to meet organizational challenges;
- Create and implement adequate solutions to real situations or examples based on the studied concepts;
Prerequisite knowledge and skills
None
Planned learning activities and teaching methods
For both parts:
- Course sessions
- Active participation and interactivity
- Self-learning prior to certain course sessions
- Case study
- Testimonials
- Group work
Mode of delivery (face to face, distance learning, hybrid learning)
Presential
Recommended or required readings
Documents are available on LOLA platform
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.
- 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.
- Ingram, T. N., LaForge, R. W., Avila, R. A., Schwepker Jr, C. H., & Williams, M. R. (2019). Sales management: Analysis and decision making. Routledge
Exam(s) in session
Any session
- In-person
written exam
Additional information:
For the first session: students will be assessed based on a written exam, on one hand, and participation in the course, on the other hand:
- 65%: Integrated written exam on one or more managerial situations in the field of sales that will cover the 2 parts;
- 35%: Continuous assessment (active participation) and group work. Details will be communicated during the course.
Work placement(s)
None
Organisational remarks and main changes to the course
All organizational information is available on the LOLA platform
Contacts
Professors :
Serge Bressers - sebressers@epfc.eu
Michaël Parmentier - michael.parmentier@uliege.be