Duration
36h Th
Number of credits
Master in sales management, professional focus (en alternance) | 4 crédits |
Lecturer
Language(s) of instruction
English language
Organisation and examination
Teaching in the second semester
Schedule
Units courses prerequisite and corequisite
Prerequisite or corequisite units are presented within each program
Learning unit contents
In companies, large flows associated with products and items, human resources, information and finance have to be managed.
In the first partim of the lecture, our lapproach is a logistics one following the product realization process from the import of the materials to delivery to the end user. The result will allow students to analyse the company's situation in its market in terms of logistics performance.
This approach relies on a quantitative view of flow management, the creation of performance indicators and the critical analysis of the results obtained.
In a second partim, the company will be divided in operational processes with a qualitative approach. The focus will be put on the training of processes representation according to the Brandenburg method.
The teachers are Sandrine Wouters and Thierry Pironet.
Learning outcomes of the learning unit
The purpose of the course is to enable students to give a critical opinion of the company's flow management, especially based on the analysis of the SCM and processes.
For the Logistics, in association with the master's general objectives and especially those of the work placements:
- Be able to describe the products and services offered by a company and quantify the targeted segments and targets. Be able to give a critical opinion
- Be able to calculate the cost price of the products and services within the framework of the logistics chain
- Be able to describe and quantify the distribution networks used by the company and justify their use as well as those not used
- Be able to describe the order process starting with the import of the raw materials and components, i.e. from prospecting to delivery, including distribution in the various networks
- Be able to give a critical opinion of the distribution strategy
- Be able to describe the company processes
- 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
- General conditions of access to the master's degree
- Advanced level in English (documents and classes in English)
- Basics in Excel
Planned learning activities and teaching methods
Lectures are scheduled in the timetable.
The first part of the course is based on a practical case study that involves nine steps:
- Quantification of the demand
- The finished product
- The import and storage of the raw materials
- Production
- The localisation of a distribution centre
- The export of the finished product
- Storage in the distribution centre
- The distribution network
- Integration of the parameters associated with the logistics in the calculation of the sale price
Other sessions will be devoted to learning the Brandenburg representation of processes.
Mode of delivery (face to face, distance learning, hybrid learning)
- Lectures
- Self-study using the online platform and flipped classrooms
- Group work
Course materials and recommended or required readings
- Self-study and documents available on the course platform (Lol@)
- Prerequisite: Excel
Exam(s) in session
Any session
- In-person
oral exam
Further information:
Exam(s) in session
Any session
- In-person (reports and oral examination)
Written work / report
Continuous assessment
Additional information:
The course will be assessed according to four elements:
1. Participation in class will be assessed especially on the basis of the preparation for the flipped classroom and the case study on the platform, which will be dealt with during class and between classes. This is worth 10% of the grade.
2. A 25 page group report and an excel file dealing with the case study and on the BPMN part for 40%
These reports should be written in English.
3. An oral exam will be done over the lecture. It will be organized per group. This exam is worth 50% of the grade.
Second session:
During the second session, the report is worth 50% and the exam 50% of the grade. Partial exemptions for successfull parts will be awarded.
Rem: students that attend the lecture at our partner Helmo can be partially exempted so:
First session:
1. the participation grade is only linked to the BPMN part, so 10% individual grade for BPMN lectures
2. the report grade is only linked to the BPMN part, 40% group grade
3. and oral presentation for the BPMN part, 50 % individual grade.
Second session: 50% group report on BPMN and 50% oral, individual grade
Work placement(s)
Organisational remarks and main changes to the course
See schedule on Lola
Contacts
Academic advisor HEC-Liège
Thierry Pironet
e-mail: thierry.pironet@uliege.be
HEC-Liège
Bâtiment N1 Rue Louvrex, 14, Office 3/33
B-4000 LIEGE