GEST7021-1

Duration

45h Th

Number of credits

	Master in sales management, professional focus (en alternance)	5 crédits

Lecturer

Michaël Parmentier

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

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

The course is structured as follows:

Part I

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

Part II

Trait approach to leadership
Comportements, compétences, et leadership
Gestion d'équipe et motivation
Gestion d'équipe, stress, et bien-être

This table of contents is indicative and may be subject to change.

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

Course materials and recommended or required readings

Platform(s) used for course materials:
- LOL@

Further information:

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.

Part II

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.
Antonakis, J., & Day, D. V. (Eds.). (2017). The nature of leadership. Sage publications.

Exam(s) in session

Any session

- In-person

written exam

Further 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:

75%: Integrated written exam on one or more managerial situations in the field of sales that will cover the 2 parts;
25%: Continuous assessment (active participation) and group work. Details will be communicated during the course.

For the second session: students will be evaluated through an integrated written exam (100% of the final grade).

Work placement(s)