Course Catalogue Spring 2016

Transcription

EXCHANGE-IN STUDENTS
Course Catalogue
LILLE
SPRING 2016
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Table of contents
M1 ........................................................................................................................................................... 3
Operation and Information Systems ....................................................................................................... 3
Marketing and Innovation ....................................................................................................................... 5
Strategy ................................................................................................................................................... 9
M2 / MSc TRANSVERSAL COURSES ...................................................................................................... 11
Advanced Strategy................................................................................................................................. 11
Professional and Personal Development .............................................................................................. 12
French as a Foreign Language ............................................................................................................... 14
PROJECT AND PROGRAMME MANAGEMENT & BUSINESS DEVELOPMENT ....................................... 19
Contract & Claim Management............................................................................................................. 19
Risk Management .................................................................................................................................. 21
Strategic Projec Management ............................................................................................................... 23
INTERNATIONAL MARKETING AND BUSINESS DEVELOPMENT .......................................................... 25
Advertising & Communication .............................................................................................................. 25
Internationalisation of Markets and Organizations .............................................................................. 28
Digital Marketing ................................................................................................................................... 31
Managing an Export Project .................................................................................................................. 33
Quality-Based Marketing ....................................................................................................................... 37
Business Development ......................................................................................................................... 40
Using SPSS ............................................................................................................................................. 42
Persuasive Communication ................................................................................................................... 45
Essential Selling Skills ............................................................................................................................ 47
Product Management ........................................................................................................................... 50
Sales, Negotiation and Key Account Management ............................................................................... 53
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M1
Operation and Information Systems
Code du cours
Course Code
Nom du cours
Course name
PGE.FINM1.ISCOR.0703
(fall) /
PGE.FINM1.ISCOR.0701
(spring)
OPERATION & INFORMATION SYSTEMS
Crédits
Credits
Période d'enseignement
Teaching period
5
Fall / Spring
Charge de travail
Student workload
Programme
Program
Départements
Department
Module
Type de cours
Course type
Campus
Course open to students
in exchange
Langue d'enseignement
Teaching language
Pré-Requis
Prerequisite
Responsable du cours
Course leader
Nom des intervenants
par campus
Instructor(s) names by
campus
Descriptif du
cours
/
Course
description
Face à Face
Contact hours
Distanciel
Distance
learning
Autonomous
personal
&/or team
work
Evaluation
Durée totale
Total
30
0
68
2
30
M1 ABM France
Dept. Management of projects, Information Systems and Supply Chains
core
Belo Horizonte, Lille, Paris, Raleigh, Sophia, Suzhou
Exchange students allowed
Anglais / English
If other
N/A
AUGIER Marc
Belo Horizonte
Lille
Paris
Sophia
Suzhou
Raleigh
Other
Lapo MOLA
Marc AUGIER - Lapo MOLA
Joanne LIM - Marc AUGIER
Marc AUGIER
This course is an introduction course to Management of Information Systems and Supply
Chain Management.
Information systems are an integral part of modern organizations. Managers increasingly
use them to provide and deliver products and services, create competitive advantage, and
manage global corporations. Professional managers, regardless of their functional
business role, must have a solid grounding in the fundamentals of IS and the
organizational implications of the use of IS to perform their jobs effectively.
Other objective is to give a comprehensive global views of the issues & techniques of
Management Information Systems and Supply Chain Management.
During the course labs, we will use MS Access in order to provide students with some
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hands on experience about the basic IT fundamentals of IS, more specifically focus
towards Data Base Management Systems and their role centralizing information and
processes.
Thémes
/
Topics
Management of Information Systems, Data Base Management and Big Data, Digital
Business, Supply Chain Management, Operations Management.
A l’issue de la formation, vous serez capable de / As a result of this module, you will be able to:
Connaissances / Knowledge and Understanding (subject specific)
Know how to situate the information systems on the corporate management system,
Understand tactical (methodological principles, project management...) and strategic
dimensions of information systems, operations and purchase management.
Understand tactical & operational aspect of supply chain
Aptitudes cognitives / Cognitive skills
Résultats
d’apprentissage
/
Intended
Learning
Outcomes and
Skills
Analyze the impact of the implementation of an information system in an organization in
terms of:
-strategy
-management
-organization
-security
-supply chain management
Attitudes / Key transferable skills
Understand how Information systems are used to support decision making
Understand why Operations is one of the most important function within management
area.
Ethical and social understanding
Analyze the impact of the implementation of an Enterprise system in an organization in
terms of privacy and collection of personal data, for their customers and employees.
Indiquer les learning objectives auxquels contribue le cours (en se basant sur le curriculum mapping
du programme) / Indicate which learning objectives the course contributes to (based on the
program curriculum mapping)
Contribution aux
objectifs
pédagogiques du
programme /
Contribution to
learning
objectives
Evaluation des
étudiants
Student
Assessment
LO1.1 : To recognize potential ethical dilemmas : LG1 : Graduates should behave as
responsible managers in order to deliver sustainable performance in complex
environments
LO3.1 : To produce clear, well organized verbal presentations : LG3 : Graduates
should be able to communicate in an international environment
LO3.2 : To produce clear, well organized written communication : LG3 : Graduates
LO5.2 : To analyze how integration of input from various functional areas of business
act to influence the formulation of strategy at the organizational level : LG5 :
Graduates should be knowledgeable of the functional areas of business
management and their integration
Cours soumis à évaluation dans le cadre de l’Assurance of Learning
Oui / Yes
pour l’année en cours ?
Evaluation finale (DS)
50 %
Final examination
(Précisez la nature pour l'évaluation finale / Explain type for final examination)
QCM - Quizz
Contrôle continu
Continuous Assessment
50 %
préciser nature / Explain type
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QCM - Quizz
Etude de cas - Case study
Présentation orale - Presentation
Rapport écrit / Dissertation - Report / Dissertation
Participation - Class participation
Examen intermédiaires - Mid-term examination
Autre - Others
Méthodes
d’enseignement
Teaching
Methods
Plan de cours
Course Plan
Bibliographie
References
Site(s) web /
Web sites
Nombre CM
Amphi /
Number of
Lectures
0%
40 %
40 %
0%
20 %
0%
0%
Nb midterms : 0
Format de cours / Course format
Cours magistral / Lecture - TD / Tutorials
Activités d’apprentissage / Learning activities
Cours interactifs / Interactive lectures - Etudes de cas / Case studies - Personal guided
study - Devoirs / Assignments
Session 1 - Introduction to Management Information Systems, and the strategic role of
Information Systems
Session 2 - Data Base Management, Foundation of Business Intelligence and Big Data
Session 3 - Operations and Enterprise Application Systems
Session 4 - IT infrastructure and Security
Session 5 - Ethics and Intellectual property in a Digital world, The future of digital business
Management Information Systems: Managing the Digital Firm, Laudon and Laudon.
Chopra, S. and Meindl, P. (2013). Supply Chain Management: Strategy, planning and
operation. Pearson Prentice Hall: Pearson Education
Last up to date information about the course will be provided online at
http://knowledge.skema.edu/courses/OPESI/ (open to all registered users of the
platform).
Modalités de délivrance du cours (par campus si différent)
Course delivery modes (per campus if different)
Durée CM
Autres
Préciser les spécificités de
Durée TD (en
Amphi (en
(Distance
programmation (TD journée,
Nombre TD /
heures) /
heures) /
learning, etc…) cadencement spécifique des
Number of
Tutorial class
Lecture
(en heures) /
séances) / Specify if full-day
Tutorial classes
duration (in
duration (in
Other (in
tutorial class, different
hours)
hours)
hours)
schedules
0
0
0
Campus
0
0
Marketing and Innovation
Code du cours
Course Code
PGE.FINM1.MKCOR.0401
(fall) /
(spring) /
(fall US) /
Nom du cours
Course name
MARKETING AND INNOVATION
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(spring US)
Crédits
Credits
Teaching period
5
Spring
Charge de travail
Student workload
Programme
Program
Départements
Department
Module
Type de cours
Course type
Campus
Course open to students in
exchange
Teaching language
Pré-Requis
Prerequisite
Course leader
Nom des intervenants par
campus
campus
Descriptif du
cours
/
Course
description
Face à Face
Contact hours
Distanciel
Distance
learning
Autonomous
personal
&/or team
work
Evaluation
Durée totale
Total
27
36
35
2
63
M1 ABM France
Dept. Marketing
core
Anglais / English
If other
Marketing fundamentals - either the L3 marketng course or the Marketing course
on the Introductory M1 track
SPIER Peter
Belo Horizonte
Lille
Paris
Sophia
Suzhou
Raleigh
Other
'Because the purpose of business is to create a customer, the business enterprise has two
- and only two - basic functions: marketing and innovation. Marketing and innovation
produce results; all the rest are costs'. This quote comes from Peter Drucker, an
influential figure in management theory, and it provides an excellent justification for this
keystone course. Whether you work in marketing and sales or in other functions,
understanding and innovating for markets and customers will be vital for success. This
course explores marketing's role in innovation, but adds to that two other key concepts:
value and meaning. Both are far more complex than one might imagine. Innovation
without value creation makes no sense: value is always 'value for someone', and invariably
'value relative to other options'. This presupposes a target and an understanding of what
drives value and relevance for them. Which is why marketers spend so much time trying
to listen to, study and understand those targets. Furthermore, what if that value is not
built simply around a product, but around a service, an experience, entertainment,
desire...? What if that value is not personal, but social? We need then to understand the
perspective of individuals and of groups; to understand both the private and personal
sources of value and meaning and those of the culture or the group... This course will
provide a range of concepts and tools to do just that and provide an opportunity to apply
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them though a sustained group project. This will build on the work done in the level one
marketing course and provide an opportunity to further apply notions learned there.
Thémes
/
Topics
Marketing and innovation; strategic marketing; value proposition & target
market/segment; market and customer analysis; positioning; services marketing;
servicization; experience economy; entertainment economy
Résultats
d’apprentissage
/
Intended
Learning
Outcomes and
Skills
Students will a) better understand the issues associated with innovation as seen from a
marketing point of view, with an emphasis on concepts of value and meaning and an
exploration of servicization and customer experience b) learn to apply methods of new
business development using a range of frameworks and approaches c) acquire methods to
test new concepts d) develop a marketing plan to launch the new product/service.
Students will develop an ability to think creatively, but also to test the assumptions behind
their ideas using a range of methods. They will explore the complexities of value and
perceived value as well as the concepts associated with servicization and customer
experience management. They will be introduced to new business models.
Group work, creative thinking, project management, concept testing, pitching new
business ideas.
Students will acquire a deeper understanding of the dynamics of consumption, value,
need and desire. They will explore how personal and social meaning are generated
through consumption.
Contribution aux
objectifs
pédagogiques du
programme /
Contribution to
learning
objectives
Evaluation des
étudiants
Student
Assessment
LO2.1 : To contribute substantively to the product of a group and demonstrate
leadership skills : LG2 : Graduates should be able to work effectively in a
multicultural team
LO3.3 : To understand in detail extended speech and complex texts in English : LG3 :
Graduates should be able to communicate in an international environment
LO5.1 : To apply theories and major concepts of marketing, finance, human resource
management, information systems, organization studies, law : LG5 : Graduates
should be knowledgeable of the functional areas of business management and their
integration
Non / No
50 %
Final examination
QCM - Quizz, Etude de cas - Case study
Contrôle continu
50 %
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QCM - Quizz
Autre - Others
Méthodes
d’enseignement
Teaching
Methods
Plan de cours
Course Plan
Bibliographie
References
Site(s) web /
Web sites
Nombre CM
Amphi /
Number of
Lectures
0%
0%
40 %
40 %
20 %
0%
0%
Nb midterms : 0
Cours magistral / Lecture
Cours interactifs / Interactive lectures - Projet / Project-based learning - Etudes de cas /
Case studies
The course will have three components: A. Lectures: 1. Understanding innovation and
value. Types and degrees of innovation; market stages & adoption cycles; service
innovation and idea generation. 2. Strategic marketing: innovation and value for whom?
Segmentation, targeting and positioning. 3. The new marketing mix and the 7 Ps. 4.
Exploring value and meaning: personal and social. B.TDs/Project groups: students will be
involved in project-based learning over 5 sessions: identifying a market opportunity;
generating and testing a new product/service idea for a specific target audience; exploring
the market and its value drivers; understanding the competition and their relative
positioning; developing a positioning and way-to-market strategy. C. Online resources:
Access to MOOC; insights into value creation; case studies: Dyson, Kinect, Disneyland, The
better burger battle, BlaBlaCar; interviews with members of faculty on their marketing
research; understanding and managing different types of value: services, experiences,
entertainment, sharing...; selected readings
Kotler P. and Armstrong G. (2009), Principles of Marketing, Prentice Hall; 13 edition.
Mooradian T. A., Matzler K., Ring L. J. (2012) Strategic marketing, Person, international
edition
Best, R. (2012), Market-Based Management: International Version, Person, international
edition
Osterwalder, A., Pigneur, Y. (2010), Business model generation, John Wiley & Sons
0sterwalder, A. et al. (2014), Value proposition design, John Wiley & Sons
Additional reading suggestions will be provided on the Knowledge platform
Access to MOOC: https://sites.google.com/site/moocmodules/introduction
A selection of useful links will be provided on the Knowledge platform
Durée CM
Autres
Durée TD (en
Amphi (en
(Distance
Nombre TD /
heures) /
heures) /
Number of
Tutorial class
Lecture
(en heures) /
Tutorial classes
duration (in
duration (in
Other (in
hours)
hours)
hours)
schedules
Campus
4
3
5
3
0
NB Delivery mode may
differ on international
campuses WORKLOAD:
Lectures: 4x3h; Group
sessions: 5x3h; Group
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project: 35h;
Blended/online work: 36h;
Exam: 2h
Strategy
Code du cours
Course Code
PGE.FINM1.STCOR.0801
(fall) /
(spring) /
(fall US) /
(spring US)
Nom du cours
Course name
STRATEGY
Crédits
Credits
Teaching period
5
Spring
Charge de travail
Student workload
Programme
Program
Départements
Department
Module
Type de cours
Course type
Campus
in exchange
Teaching language
Pré-Requis
Prerequisite
Course leader
campus
campus
Descriptif du
cours
/
Face à Face
Contact hours
Distanciel
Distance
learning
Autonomous
personal
&/or team
work
Evaluation
Durée totale
Total
30
0
30
0
30
M1 ABM France
Dept. Stratégy, Entrepreneurship and Economics
core
Anglais / English
If other
None
CIRILLO Bruno
Belo Horizonte
Lille
Paris
Sophia
Suzhou
Raleigh
Other
Olivier BERTRAND - Livia BARAKAT
Olivier BERTRAND
Olivier BERTRAND - Corinne POROLI
Oussama AMMAR
This strategy course introduces the fundamental concepts, analytical tools, and strategic
options at the basis of strategic analysis and action. We will use a combination of lectures,
case studies and a team project to explore and apply theoretical frameworks and
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Course
description
methodologies in different industry and company situations. For instance, we will explore
methods for assessing the strength of competition and the relative bargaining power, for
anticipating competitors’ actions, for analyzing cost and value structures and their
relevance to competition, and for assessing potential changes in the scope of the firm
(diversification and vertical integration).
Thémes
/
Topics
Résultats
d’apprentissage
/
Intended
Learning
Outcomes and
Skills
Understand the key concepts and tools of external and internal strategic analysis
Properly use methods and tools of strategic analysis. Acquire the basic jargon necessary
to discuss, in a consistent and precise manner, strategic issues.
Develop analytical skills and critical reasoning.
Recognize individual, sectoral-level specificities and their consequences.
Contribution aux
objectifs
pédagogiques du
programme /
Contribution to
learning
objectives
LO6.1 : To analyze and apply advanced concepts in a specialized discipline : LG6 :
Graduates should be able to think critically and to assess business issues in a
specialized discipline
LO6.2 : To assess a business issue and formulate solutions in a specialized discipline :
LG6 : Graduates should be able to think critically and to assess business issues in a
Non / No
50 %
Final examination
QCM - Quizz
Evaluation des
étudiants
Student
Assessment
Méthodes
d’enseignement
Teaching
Methods
Contrôle continu
50 %
QCM - Quizz
Autre - Others
0%
0%
0%
100 %
0%
0%
0%
Nb midterms : 0
Case studies
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Plan de cours
Course Plan
Bibliographie
References
1. Introduction to strategy (Lecture - 3 hours)
2. Environmental analysis (Lecture - 3 hours)
3. Case study on environment and industry analysis (Tutorial - 3 hours)
4. Internal company analysis (Lecture - 3 hours)
5. Case study on internal company analysis (Tutorial - 3 hours)
6. Students' project: Part I finalization and submission (Tutorial - 3 hours)
7. Business strategy (Lecture - 3 hours)
8. Corporate strategy (Lecture - 3 hours)
9. Case study on strategic choices at business and corporate levels (Tutorial - 3 hours)
10. Students' project: Part II finalization and submission (Tutorial - 3 hours)
Grant, R. M. (2012). Contemporary strategy analysis and cases: text and cases, 8th Edition.
John Wiley & Sons.
Site(s) web /
Web sites
Nombre CM
Amphi /
Number of
Lectures
Durée CM
Autres
Durée TD (en
Amphi (en
(Distance
Nombre TD /
heures) /
heures) /
Number of
Tutorial class
Lecture
(en heures) /
Tutorial classes
duration (in
duration (in
Other (in
hours)
hours)
hours)
schedules
5
3
5
5
3
5
5
3
5
5
3
5
5
3
8
5
3
5
Campus Sophia Antipolis
3
Campus Paris
3
Campus Lille
3
Campus Suzhou
3
Campus Raleigh
3
Campus Belo Horizonte
3
0
0
0
0
0
0
M2 / MSc TRANSVERSAL COURSES
Advanced Strategy
Course Code
MSC.TRCM2.STCOR.0001
Credits
3
Course
Responsible
CHEREAU PHILIPPE
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Hours
15
Status
Core course
Themes
Department
STRATEGY, ENTREPRENEURSHIP AND ECONOMICS
Prerequisites
Plan
Advanced strategy course aims at preparing students to strategy formulation
and implementation through the use of concept, methods and tools of
strategic management focused on the following issues:
- internationalization strategy
- Innovation and entrepreneurship
- Strategic choices: formulation and evaluation
Exchange students Exchange students allowed
Campus
Lille,Paris,Sophia,Raleigh,Suzhou
Professional and Personal Development
Code du cours
Course Code
Nom du cours
Course name
MSC.TRCM2.DREOR.0002
PROFESSIONAL AND PERSONAL DEVELOPMENT
Crédits
Credits
1
Teaching period
Charge de travail
Student workload
Programme
Program
Départements
Department
Module
Type de cours
Course type
Campus
exchange
Teaching language
Pré-Requis
Prerequisite
Spring
Face à Face
Contact hours
Distanciel
Distance
learning
5
0
Autonomous
personal
&/or team
work
0
Evaluation
Durée totale
Total
0
5
Project and Programme Management and Business Development
Cliquez ici pour entrer du texte.
core
Paris, Raleigh, Sophia
Anglais / English
If other
No Prerequisites
Important please note! the evaluation for this course is a Professional Credit so it
is either a grade A or Fx (0/20 or 20/20). The Professional credit is based on
participation, so any absence without an official excuse an proof (Proof of
Professional interview, medical certificate etc...) will be considered as failed
(grade Fx with 0/20)
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Course leader
campus
campus
Descriptif du
cours
/
Course
description
LECLAIR Ann
Belo Horizonte
Lille
Paris
Sophia
Suzhou
Raleigh
Other
The PPD Professional & Personal Development course is managed by the Career Center.
For MSc students: Step 1 is mandatory to validate this course:
STEP 1: Attend the ""CAREER Day"" 26th Jan. 2016 in SOPHIA ,28th Jan. PARIS, 4th Feb.
LILLE (except for AMAIS students: date to be defined) AMAIS
STEP 2: It is optional to get a ""CV Screening"" from a recruiter (via Knowledge
Platform)Feb.2016
ForPGE/M2:Two steps mandatory to validate this course:
STEP 1 Attend the "Career Day":26th January SOPHIA, 28th January PARIS, 4th February
LILLE
STEP 2: Take part in an individual interview simulation (called"Go-No/Go interview")
Thémes
/
Topics
Résultats
d’apprentissage
/
Intended
Learning
Outcomes and
Skills
- Be able to highlight your skills and knowledge you have acquired in a writing
""Summary"" - Convincingly talk about yourself as well as your professional objective to
relevant individuals or recruiters. - Get prepared for job interviews / recruitment process Meet companies and apply for job/internship during 'Career Center Events"" (Career
Tuesdays, Job Fair, Career Center Day..) who recruit Skema's students
Contribution aux
objectifs
pédagogiques du
programme /
Contribution to
learning
objectives
Evaluation des
étudiants
Student
Assessment
LO1.2 : To select the best course of action to follow in order to behave as
responsible managers : LG1 : Graduates should behave as responsible managers in
order to deliver sustainable performance in complex environments
Non / No
0 %
Final examination
QCM - Quizz
Contrôle continu
100
%
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QCM - Quizz
Autre - Others
Méthodes
d’enseignement
Teaching
Methods
Plan de cours
Course Plan
0%
0%
0%
0%
100 %
0%
0%
Nb midterms : 0
For all PGEM2 & MSc students: CAREER DAY Events:
SOPHIA ANTIPOLIS campus: 26th January 2016
PARIS campus: 28th January 2016
LILLE campus: 4th February 2016
For MSc students only: ""CV Screening"" . Feb.2016 For PGEM2 students only: ""Go-No/Go
interview"": SOPHIA ANTIPOLIS and PARIS: between 1st and 12th February 2016 LILLE
campus: between 8th and 12th Februay 2016
Bibliographie
References
Site(s) web /
Web sites
YEP Career Center Knowledge Platform
French as a Foreign Language
Code du cours
Course Code
PGE.FINM1.LGCOR.
4265
Nom du cours
Course name
LV2 FRENCH REAL BEGINNER - BASICS - INTERMEDIATE - ADVANCED
Teaching period
Crédit(s)
Credit(s)
1
Charge de travail
Student workload
Face à Face
Contact hours
Distanciel
Distance
learning
Autonomous
personal &/or
team work
Evaluation
Evaluation
Durée
totale
Total
12
0
12
2
26
Programme
Program
PGE M1
Départements
Department
LANGUAGES
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Module
Module
LANGUES
Type de cours
Course type
Core course
Campus
Campus
in exchange
Teaching language
If other
Pré-Requis
Prerequisite
Course leader
POMMIER JEAN-PAUL
LILLE
N/A
PARIS
Oanh Chieuto
Nom des intervenants
par campus
SOPHIA
Christine Develey
Name of instructor(s) by
campus
SUZHOU
N/A
RALEIGH
N/A
P a g e 15 | 55
Beginner: Learners will be able to understand and use familiar everyday
expressions and very basic phrases for concrete situations (introduce
themselves and others and ask and answer questions about personal
details such as where they live, people they know and things they have).
Will be able to interact in a simple way provided the other person talks
slowly and clearly and is prepared to help.
Basics: Learners will be able to understand sentences and frequently used
expressions related to areas of most immediate relevance (e.g. very basic
personal and family information, shopping, local geography,
employment). Will be able to communicate in simple and routine tasks
requiring a simple and direct exchange of information on familiar and
routine matters. Will be able to describe in simple terms aspects of their
background, immediate environment and matters in areas of immediate
need.
Descriptif du cours
/
Course description
Intermediate: Learners will be able to understand the main points of
familiar matters regularly encountered in work, school, leisure, etc. Will
be able to deal with most situations likely to arise while travelling in an
area where the language is spoken. Will be capable of producing simple
connected text on topics which are familiar or of personal interest. Will be
able to describe experiences and events, dreams, hopes & ambitions and
briefly give reasons and explanations for opinions and plans.
Advanced: Learners will be able to understand the main ideas of complex
text on both concrete and abstract topics, including technical discussions
in their field of specialisation. They will interact with a degree of fluency
and spontaneity that makes regular interaction with native speakers quite
possible effortlessly both ways. Will be able to explain a viewpoint on a
topical issue giving the advantages and disadvatages of various options.
A l’issue de la formation, vous serez capable de / As a result of this module, you
will be able to:
See above in course description in relation to level
Résultats
d’apprentissage
/
Intended Learning
Outcomes and Skills
P a g e 16 | 55
Contribution aux
objectifs pédagogiques
du programme /
Contribution to learning
objectives
Indiquer les learning objectives auxquels contribue le cours (en se basant sur le
curriculum mapping du programme) / Indicate which learning objectives the course
contributes to (based on the program curriculum mapping)
LG3 : Graduates should be able to communicate in an international environment
LO3.1 : To produce clear, well organized verbal
presentations
Not
evaluated
LO3.2 : To produce clear, well organized written
communication
Not
evaluated
LO3.3 : To understand in detail extended speech
and complex texts in English
Not
evaluated
Non / No
Final examination
30 %
Evaluation des étudiants
Student Assessment
Si autre précisez / If other Specify:
Contrôle continu
In relation to level
70 %
the sum of the coefficients below must be equal to 100%
Présentation orale (oral presentation)
30 %
QCM (quizz)
0 %
Dossier (file/report)
0 %
P a g e 17 | 55
Etude de cas (case study)
Mid-term examination
0 %
0
% - Nb of
midterms
Class participation
20 %
Autre (other)
50 %
0
Grammar tests, summaries,
presentations, reports, dictations, etc
Précisez / Specify:
(According to the appropriate course
level)
Si autre, précisez
If other please specify
Méthodes
d’enseignement
Teaching Methods
Si autre, précisez / If other please specify:
Plan de cours
Course Plan
Specific to each level
Lectures obligatoires / Required readings
Bibliographie
References
Lectures Recommandées / Recommended readings
Site(s) web / Web sites
P a g e 18 | 55
Nombre CM Amphi
/ Number of Lectures
Durée CM Amphi
(en heures) /
Lecture
duration (in
hours)
Nombre TD /
Number of
Tutorial classes
Préciser les
spécificités de
programmatio
n (TD journée,
Durée TD (en
Autres (Distance
cadencement
heures) / Tutorial
learning, etc…)
spécifique des
class duration (in
(en heures)
séances) /
hours)
/ Other (in hours)
Specify if fullday tutorial
class, different
schedules
Campus Lille
Campus Paris
8
1,5
Campus Raleigh
Campus Sophia
8
1,5
PROJECT AND PROGRAMME MANAGEMENT & BUSINESS
DEVELOPMENT
Contract & Claim Management
Course Code
Course name
MSC.PPMM2.PMCOR.0034
CONTRACT & CLAIM MANAGEMENT
Credits
2
Teaching period
Student workload
[Should add up to
25hrs/credit]
Programme
Department
Module
Course type
Campus
exchange
Teaching language
Prerequisite
Course leader
campus
Spring
Distance
Autonomous
Face to face contact
learning
personal
Evaluation
Total
hours
[with/without
&/or team
tutor]
work
15
0
0
0
15
MANAGEMENT OF PROJECTS, INFORMATION SYSTEMS AND SUPPLY CHAINS
MODULE 4 - PROJECT MANAGEMENT - TECHNICAL DIMENSIONS
Core course
Lille, Paris
English
None
If other
GARDINER Paul
Lille
Paris
Sophia
Suzhou
Raleigh
P a g e 19 | 55
Other
Course
description
This course addresses : - Projects, - Project management, - Customer and supplier focus, Project management standards, - Contract management,
Topics
The student is expected to: learn how to plan procurements, understand the contract
process from tendering to contract award, understand the main elements of contract
management, and understand hand-over and closing of the contract. Basics in claim
management will be presented. The contract work will be linked to project management
activities.
Intended
Learning
Outcomes and
Skills
Being able to participate in planning procurement, working with contracts and use
processes and documents to perform claim management. The students will also know the
difference between contract types and their different risk profile, and being able to
communicate risks and progress information to clients and suppliers.
Manage procurement and contracts, manage clients and suppliers, and managing claims in
respect of local/national/international laws
Make a simple procurement plan. Establish a tender. Issue a simple contract. Follow up
the contract. Manage claims and changes. Manage risks. Close the contract.
Contribution to
learning
objectives
Indicate which learning objectives the course contributes to (based on the program curriculum
mapping) [Make bold those that most apply.]
Final examination
50 %
Explain type for final examination : (E.g. quizz, case study, presentation, report, essay, mid-term
examination, other)
QCM - Quizz
Student
Assessment
Teaching
Methods
Course Plan
50 %
Explain type
0 %
0 %
0 %
0 %
0 % - Nb midterms
0 %
0 %
Oral presentation
MCQ quizz
Essay/report
Case study
0
Class participation
Other
Specify:
Course format (E.g. Lecture, eLearning, Tutorials)
Lecture
Learning activities (E.g. Interactive lectures, business game, project-based learning, case studies,
personal guided study, assignments)
Etudes de cas / Case studies
Day 1 :
09:00-09:30 Welcome and introduction
09:30-10:30 Project management and contract/procurement management
10:30-11:30 Group work
11:30-12:30 The contract
P a g e 20 | 55
12:30-13:30 Lunch
14:30-1515 Contract strategies; make or buy
16:00-16:45 Procurement planning
16:45-17:00 Discussion and comments
Day 2 :
08:30-09:00 Sum-up day 1
09:00-10:00 Contract types – formats
11:00-12:00 Contract administration
12:00-13:00 Lunch
14:00-15:30 Claim management, including group work
15:30-15:45 Sum-up
Required readings
PMI – Guide to the Project Management Body of Knowledge.
References
Recommended readings
Web sites
Number of
Lectures
Contracting for Project Management. Rodney Turner.
Project Management – A strategic planning approach. Paul D. Gardiner
Http://www.project-management-knowhow.com/contract_management.html
Lecture
duration (in
hours)
Other
Tutorial class
Number of
(Distance
duration (in
Tutorial classes
learning, etc…)
hours)
(in hours)
Specify if full-day tutorial
class, different schedules
Risk Management
Course Code
Course name
RISK MANAGEMENT
Credits
2
Teaching period
Student workload
Programme
Department
Module
Course type
Campus
hours
Distance
learning
Autonomous
personal
&/or team
work
Evaluation
Total
15
0
15
MODULE 4 - PROJECT MANAGEMENT - TECHNICAL DIMENSIONS
Core course
Lille, Paris
P a g e 21 | 55
exchange
Teaching language
Prerequisite
Course leader
English
None
Lille
Paris
Sophia
Suzhou
Raleigh
Other
campus
Course
description
If other
Paul GARDINER
Paul GARDINER
Paul GARDINER
The objectives of this course are to explain how a risk register can be developed including
risk identification, definition of appropriate risk response strategies, proceed to
quantitative and qualitative risk analysis.
Manage risks whatever the project
Topics
Explain how to manage risks
Everything in liaise with risk management: identification, quantification, definition of
strategies, risk reassessment
Intended
Learning
Outcomes and
Skills
Contribution to
learning
objectives
mapping)
Final examination
100 %
Explain type for final examination : (Quizz, case study, presentation, report, essay, mid-term
examination, other)
QCM - Quizz
Evaluation des
étudiants
Student
Assessment
Teaching
Methods
0 %
Explain type
0 %
0 %
0 %
0 %
0 % - Nb midterms
0 %
0 %
Oral presentation
MCQ quizz
Essay/report
Case study
Class participation
Other
Specify:
Course format (Lecture, eLearning, Tutorials)
Tutorials
0
P a g e 22 | 55
Learning activities (Interactive lectures, business game, project-based learning, case studies,
Course Plan
Projet / Project-based learning
About risk and risk management Definitions associated with risks management The risk
register The risk breakdown structure Risk identification Definition of risk response straegies
Qualitative and quantitative risk analyses Risk reassessment Risk management and
operational scheduling
Required readings
The PMBOK The practice guide for risk management
References
Web sites
www.pmi.org
Strategic Projec Management
Course Code
Course name
STRATEGIC PROJECT MANAGEMENT
Credits
2
Teaching period
Student workload
[Should add up to 25hrs/credit]
Programme
Department
Module
Course type
Campus
exchange
Teaching language
Prerequisite
Course leader
Instructor(s) names by campus
Course
description
Distance
Autonomous
learning
personal
Evaluation
Total
[with/without
&/or team
tutor]
work
30
0
40
1
30
MODULE 3 - STRATEGY & BUSINESS DEVELOPMENT
Core course
Lille, Paris
hours
English
None
If other
DANIEL Pierre
Lille
Paris
Sophia
Suzhou
Raleigh
Other
Projects are strategic today for the firm to adapt to environmental changes and
challenges. All types of organizations (public and private, product or service oriented, big
or small) are involved in many projects each year : new product development,
organizational change, industrial and process redesign, big key event, market extention,
business mergers … Project Management has become a managerial and organizational
“core competence” that firms must excel at in order to be able to respond to
P a g e 23 | 55
environmental changes and crisis. Projects are the business activities that make the firm
able to adapt, change, grow and innovate. Unfortunately, inside the Firm‘s portfolio of
projects, some are very simple and some are very complex to manage. Contrary to
business repetitive operations, project activities have a high rate of failure, and these
failures mean under performance. The capacity to anticipate complex situations, to
understand how projects work, and to efficiently behave in conditions of high uncertainty
is a key managerial capacity today for Top and Middle managers in changing and
competitive environments.
Topics
Project & Entrepreneurship : understand the key characteristics of projects and
businesses, of the Project Management Mode at a strategic level. Understand the key role
that is played by projects in business entrepreneurship, and in the capacity of
organizations to adapt to environmental changes.
Intended
Learning
Outcomes and
Skills
"- Project Management and Dynamics of Development : be able to identify the major
phases of any project or programme(business creation, product development, major
event, socio-economic project, government reforms…) and identify parameter in order to
manage them - Performance and Complexity : be able to take multiple angles of analysis
on organizational issues and activities (financial, maketing, internal processes, learning).
Be able to analyse any situation in condition of complexity and ambiguity, applying holistic
approaches.
"- Making decisions under uncertainty and complexity : be able to modelize and complex
activities, in teams, under pressure, in conditions of lack of information (lot of unadapted
information) -Producing and focusing on performance : be able to produce outputs
focusing on the time constraints, key resources constraints and objectives. Develop a
capacity to be managed by results, instead of being managed by means.
"- Business Modeling and project management : be able to analyse and plan any project,
whatever the size, the duration or the cost. Including in the analysis all the operational
dimensions of complex projects - strategic analysis and recommendations : be able to
formulate and articulate strategic recommendations and make them operational. Prepare
short business plans, identify problems and suggest action plans and remedies. Be able to
transform a strategic vision into a project implementation plan.
Contribution to
learning
objectives
mapping) [Make bold those that most apply.]
No
Final examination
100 %
Explain type for final examination : (E.g. quizz, case study, presentation, report, essay, mid-term
examination, other)
QCM - Quizz
Student
Assessment
Oral presentation
MCQ quizz
Essay/report
Case study
0 %
Explain type
0 %
0 %
0 %
0 %
P a g e 24 | 55
Teaching
Methods
Course Plan
0 % - Nb midterms 0
Class participation
0 %
Other
0 %
Specify:
Course format (E.g. Lecture, eLearning, Tutorials)
Lecture
Learning activities (E.g. Interactive lectures, business game, project-based learning, case studies,
case studies
Project 1 – STRATEGIC GOALS
From strategic Goals to Project Objectives
ROADMAP – Part 1
Project 2 - STAKEHOLDERS
From project actors to project risks
STAKEHOLDERS CONSTELLATION
Project 3 - RESOURCES
From project activities to project resources
WORKLOAD & CALENDAR
Project 4 – PROJECT DEVELOPMENT
From project objectives to project milestones
ROADMAP – part 2
Project 5 – UNCERTAINTIES
Identifying
Uncertainties impacting project Deliverables
TECHNICAL RISK MAPPING
Identifying Uncertainties coming from project Actors
SOCIAL RISK MAPPING
Project 6 - COMPLEXITY
Defining Project Strategies
SOCIO-TECHNICAL MATRIX
Project 7 - INFLUENCES
Building networks of actors
ZONES OF STAKEHOLDERS
Project 8 - NETWORK
Design the Project Network Organization
3 CERCLES OF POWER
Required readings
References
Web sites
INTERNATIONAL MARKETING AND BUSINESS DEVELOPMENT
Advertising & Communication
Code du cours
Course Code
Nom du cours
Course name
MSC.IMBM2.MKOPT.0050
ADVERTISING & COMMUNICATION (OPTION)
P a g e 25 | 55
Crédits
Credits
Teaching period
4
Spring
Charge de travail
Student workload
Programme
Program
Départements
Department
Module
Type de cours
Course type
Campus
exchange
Teaching language
Pré-Requis
Prerequisite
Course leader
campus
campus
Descriptif du
cours
/
Course
description
Thémes
/
Topics
Face à Face
Contact hours
Distanciel
Distance
learning
Autonomous
personal
&/or team
work
Evaluation
Durée totale
Total
27
0
30
3
27
International Marketing and Business Development
Dept. Marketing
optional
Lille, Paris, Sophia
If other
M1 marketing. IMPORTANT: this course will take place in spring for Paris and
Sophia, but in fall for Lille.
SOSCIA Isabella
Belo Horizonte
Lille
Paris
Sophia
Suzhou
Raleigh
Other
Perceptions of customers are determinant in creating a company’s success and those
perceptions are often based on marketing communication. Advertising and other
marketing communication tools represent an important source of brand messages,
messages that may influence customers’ attitudes, perceptions and behaviors. The course
provides a comprehensive understanding of the fundamentals needed to build a clear and
consistent marketing communication brief and plan aligning advertising, promotion,
events and the broadest pallet of modern communications tools.
Integrated marketing communication/IMC brief/marketing communication:
objectives, target and budgeting/advertising, media planning and advertising
reserach/sponsorship, packaging and point of purchase communication
P a g e 26 | 55
Résultats
d’apprentissage
/
Intended
Learning
Outcomes and
Skills
Understand issues associated to marketing communications
To be able to understand companies communication needs
To develop a strategic approach to marketing communication
To be able to understand consumers'communication needs
Contribution aux
objectifs
pédagogiques du
programme /
Contribution to
learning
objectives
Non / No
40 %
Final examination
QCM - Quizz
Evaluation des
étudiants
Student
Assessment
Méthodes
d’enseignement
Teaching
Methods
Plan de cours
Course Plan
Contrôle continu
60 %
QCM - Quizz
Autre - Others
40 %
60 %
0%
0%
0%
0%
0%
Nb midterms : 0
Projet / Project-based learning
Integrated Marketing Communication
IMC brief
Marketing communication: objectives, target and budgeting
Brief preparation.
Advertising, media planning and advertising research
P a g e 27 | 55
Bibliographie
References
Sponsorship, packaging and point of purchase communication
Integrated marketing communications plan.
Lectures obligatoires / Required readings :
Pelsmaker, Geuens and Vandeberg, “Marketing Communication: A European Perspective”,
Forth Edition.
Lectures Recommandées / Recommanded readings :
Site(s) web /
Web sites
Nombre CM
Amphi /
Number of
Lectures
Durée CM
Autres
Durée TD (en
Amphi (en
(Distance
Nombre TD /
heures) /
heures) /
Number of
Tutorial class
Lecture
(en heures) /
Tutorial classes
duration (in
duration (in
Other (in
hours)
hours)
hours)
schedules
Campus
0
0
9
3
IMPORTANT: this course
will take place in spring
for Sophia and Paris but in
Fall for Lille
0
Internationalisation of Markets and Organizations
Code du cours
Course Code
Nom du cours
Course name
MSC.IMBM2.MKCOR.0038
INTERNATIONALISATION OF MARKETS AND ORGANISATIONS (CORE)
Crédits
Credits
Teaching period
4
Spring
Charge de travail
Student workload
Programme
Program
Départements
Department
Module
Type de cours
Course type
Campus
exchange
Teaching language
Pré-Requis
Prerequisite
Course leader
Face à Face
Contact hours
Distanciel
Distance
learning
Autonomous
personal
&/or team
work
Evaluation
Durée totale
Total
27
0
18
0
27
Dept. Marketing
core
If other
M1 marketing and strategy
BORZILLO Stefano
P a g e 28 | 55
campus
campus
Descriptif du
cours
/
Course
description
Thémes
/
Topics
Belo Horizonte
Lille
Paris
Sophia
Suzhou
Raleigh
Other
The Purpose of this course is to acquaint students with the cultural and organisational
dimensions of international marketing management, and to develop skills that will serve
students well in dealing effectively with international marketing and management issues.
While examining how firms deal with international marketing in practical terms, juggling
the needs of the ‘global’ and the ‘local’, the course covers three main areas: organisational
and strategic planning in an international context; the design and implementation of
effective international organisations; and the marketing and management challenge of
cross-cultural considerations. The overall is that of business developmenyt in an
international context: how to choose and enter markets, how to manage a portfolio of
markets, how to transfer ideas, products or services from one market to another, how to
manage knowledge and innovation across markets... There will also be a consideration of
some of the ethical issues facing managers in international markets as well as the
challenges facing business developers in emerging economies, where 'bottom of the
pyramid' marketing is necessary.
The course is heavily based on the use of case studies backed up by additional readings
and a project with the idea of testing different frameworks to make appropriate
managerial decisions.
International business development & marketing management, global-local
management issues, organisational design and development, theories and practice of
internationalisation, management of knowledge and ideas
Résultats
d’apprentissage
/
Intended
Learning
Outcomes and
Skills
The student is expected to: Have a better grasp of issues associated with the
internationalization of markets and organisations. The course goes further than a simple
international marketing course to include also an examination of organizational and
strategic issues.
The student is expected to: Better analyze complex strategic issues associated with
internationalization
The student is expected to: Better respond to the various challenges when working in an
international firm or environment
The student is expected to: Analyze the strategic and ethical implications of globalization
and make ethical recommendations about practical management challenges
Contribution aux
objectifs
pédagogiques du
programme /
Contribution to
learning
objectives
environments
P a g e 29 | 55
LO4.2 : To apply theories and key concepts in the field of the management of
knowledge assets, technological progress and innovation : LG4 : Graduates should
be able to manage in the global knowledge economy
Non / No
60 %
Final examination
QCM - Quizz, Etude de cas - Case study
Evaluation des
étudiants
Student
Assessment
Méthodes
d’enseignement
Teaching
Methods
Plan de cours
Course Plan
Bibliographie
References
Site(s) web /
Web sites
Contrôle continu
40 %
QCM - Quizz
Autre - Others
0%
40 %
0%
60 %
0%
0%
0%
Nb midterms : 0
TD / Tutorials
Cours interactifs / Interactive lectures - Etudes de cas / Case studies
Indicative course outline from this year. Cases and examples are likely to change
1. Introduction. Overview & introduction
2. Expanding abroad. The 'flat world' vs 'istance still matters'.
3. Exploring the cultural dimension in marketing
4. International context & industry dynamics.
5. Transnational strategies & global branding.
6. Organisational challenges of internationalisation: structure and culture
7. Worldwide innovation & learning: managing knowledge and ideas
8. Ideas and markets: taking new products and ideas into new markets
9. Exam
Mandatory course book: Transnational Management: Text, Cases & Readings in CrossBorder Management Christopher Bartlett, Paul Beamish
6th edition (2010), McGraw Hill
Students are encouraged to read additional articles and cases from the book
Links are provided on the Knowledge course site
P a g e 30 | 55
Nombre CM
Amphi /
Number of
Lectures
Durée CM
Amphi (en
heures) /
Lecture
duration (in
hours)
0
0
Nombre TD /
Number of
Tutorial classes
Durée TD (en
heures) /
Tutorial class
duration (in
hours)
Autres
(Distance
learning, etc…)
(en heures) /
Other (in
hours)
Campus
3
9
cadencement spécifique des
schedules
0
Digital Marketing
Code du cours
Course Code
Nom du cours
Course name
DIGITAL MARKETING (OPTION)
Crédits
Credits
4
Teaching period
Spring
Charge de travail
Student workload
Programme
Program
Départements
Department
Module
Type de cours
Course type
Campus
exchange
Teaching language
Pré-Requis
Prerequisite
Course leader
campus
campus
Descriptif du
cours
/
Course
description
Face à Face
Contact hours
Distanciel
Distance
learning
27
0
Autonomous
personal
&/or team
work
23
Evaluation
Durée totale
Total
3
27
Dept. Marketing
optional
Exchange students not allowed
If other
Marketing Fundamentals. IMPORTANT NOTE: this course takes place in Fall for
Sophia and Paris and in Spring for Lille
GARNIER Marion
Belo Horizonte
Lille
Paris
Sophia
Suzhou
Raleigh
Other
From commercial web sites through to mobile marketing or buzz, digital marketing is an
essential part of 'what we do in marketing'. Understanding the range and potential of
what is happening in this area is less an option than a necessity. This course provides an
overview of this exciting field. Students will acquire theoretical and practical knowledge in
the e-commerce area: online consumer behaviour, fundamentals in building and managing
a web site, online marketing mix, online merchant activities, database management,
Community Management, online communication.
P a g e 31 | 55
Thémes
/
Topics
Use of Internet for information, promotion, distribution and sales purposes, online
consumer behaviour, fundamentals in designing and managing corporate or organisation
Résultats
d’apprentissage
/
Intended
Learning
Outcomes and
Skills
Know and understand stakes and specifics of Internet strategies, online revenue models,
website development and management process, website usability, specifics of merchant
web site management (BO, visibility, e-merchandising, CRM), and strategic and technical
stakes of online communication. Suggest an adapted e-commerce strategy. Suggest
solutions for web site management and online communication
Understand and analyze e-commerce. Define web strategy and revenue models. Define an
operational plan of online activity and store management. Elaborate an operational plan
for online communication
Develop a critical analysis of strategic and technical aspects of web sites. Anticipate
evolutions and motivations. Develop analytical capacities, critical sense, diagnostics, and
website management skill
Working in group. Critical thinking about the role and stakes of e-commerce in society.
Contribution aux
objectifs
pédagogiques du
programme /
Contribution to
learning
objectives
multicultural team
Non / No
30
%
Final examination
QCM - Quizz
Evaluation des
étudiants
Student
Assessment
Méthodes
d’enseignement
Teaching
Methods
Contrôle continu
70
%
QCM - Quizz
Autre - Others
0%
0%
0%
100 %
0%
0%
0%
Nb midterms : 0
TD / Tutorials
Cours interactifs / Interactive lectures - Projet / Project-based learning
P a g e 32 | 55
Plan de cours
Course Plan
Bibliographie
References
Site(s) web /
Web sites
E-commerce environment. Back office and Front office (database management, logistics,
ergonomics, referencing). Online brand strategy. Online communication.
Provided on Knowledge platform
Provided on the Knowledge platform
Provided on the Knowledge platform
Managing an Export Project
Code du cours
Course Code
Nom du cours
Course name
MSC.IMBM2.MKELE.0078
MANAGING AN EXPORT PROJECT (ELECTIVE)
Crédits
Credits
4
Teaching period
Spring
Charge de travail
Student workload
Programme
Program
Départements
Department
Module
Type de cours
Course type
Campus
exchange
Teaching language
Pré-Requis
Prerequisite
Course leader
campus
campus
Descriptif du
cours
/
Course
description
Face à Face
Contact hours
Distanciel
Distance
learning
27
0
Autonomous
personal
&/or team
work
15
Evaluation
Durée totale
Total
0
27
Dept. Marketing
optional
Lille
Anglais / English
If other
M1 marketing
FELIX Michel
Belo Horizonte
Lille
Paris
Sophia
Suzhou
Raleigh
Other
This module focuses on a firm’s essential activity in international business: Exporting is
becoming increasingly important as companies in all parts of the world step up their
efforts to supply and service markets outside their national boundaries. This elective is
entirely dedicated to address this issue: How to manage an export project? Its overall
P a g e 33 | 55
objective is to enable students to apply the methodology which allows handling export
operations, from the selection of the fitted offer for the target markets, up to the market
entry solutions and the control and the follow up of the export sales. Starting from real
projects, students will be invited to study an export opportunity and will have to propose a
commercial plan in using “the stage by stage method” learnt in this elective, including a
diagnosis and some commercial recommendations. This method is illustrated by
numerous case studies in order to be capable to carry out an export project in a situation
as close as possible to that of an export manager.
Thémes
/
Topics
Understand the motives that underlie the export decision in small and medium sized
companies, as well as in the bigger ones, Understand methods which allow us to assess
whether the selected offer can create value on a market or not. Be able to use secondary
data (internal and external) to analyse the commercial potential of a foreign market in B2B
and B2 Be able to appreciate the lawful and physical accessibility of the target market,
Understand how to conduct, collect and analyse primary research (qualitative and
quantitative) to capture the conditions to make the project successful.
Résultats
d’apprentissage
/
Intended
Learning
Outcomes and
Skills
Be able to choose and apply the most suitable methods available at each stage of the
overall export approach, according to the market situation Understand the motives that
underlie the export decision in small and medium sized Be able to critically analyse case
studies, illustrating for each of them a particular stage of the overall approach, Apply
critical thinking skills and intellectual adaptability to develop valuable market entry
solutions, Be able to highlight, among a massive amount of data, that which is useful to set
up an international MIS and to make right export decisions.
Be able to interact and work professionally in a team context, Use his own cultural and
linguistic knowledge about a target market to propose the right export offer at the right
place, Apply specific interests or economic and societal concerns to export offer Think
“outside the box” in developing arguments and solutions, Build expertise in an export
zone Develop a sense of export opportunities.
Be able to interact and work professionally in a team context, Be able to take charge of a
real export project, proposed by IRD (Regional Institute for development) and Business
France. Think “outside the box" and be able to present your own Export Plan to the heads
of the little or medium size firms selected with the cooperation of IRD or Business France.
Contribution aux
objectifs
pédagogiques du
programme /
Contribution to
learning
objectives
environments
P a g e 34 | 55
multicultural team
should be able to communicate in an international environment LO3.2 : To produce
clear, well organized written communication : LG3 : Graduates should be able to
communicate in an international environment
LO4.2 : To apply theories and key concepts in the field of the management of
knowledge assets, technological progress and innovation : LG4 : Graduates should
be able to manage in the global knowledge economy
Non / No
100 %
Final examination
Présentation orale - Presentation, Rapport écrit / Dissertation - Report / Dissertation
Evaluation des
étudiants
Student
Assessment
Méthodes
d’enseignement
Teaching
Methods
Plan de cours
Course Plan
Contrôle continu
0
%
QCM - Quizz
Autre - Others
0%
0%
0%
0%
0%
0%
0%
Nb midterms : 0
Projet / Project-based learning - Etudes de cas / Case studies
How to start your Export Project? The entry modes suggested: some questions which are
of interest to choose your market entry mode, The objectives of the Export Project:
characteristics, export report, scheduling. The “stage by stage” method: A firm, an offer, a
target The selection of the export offer: Is this offer able to create value? On which target
markets?
The different value to create : potential value, value in exchange, value in use, Methods to
assess the export offer value (Value analysis, functional value, consumption scenario, blue
ocean strategy), three case studies – Danone and the French Roll- (video case), Gillette,
and Nintendo Wii. The choice of the target markets: How to choose the markets which
have the best potential for the export offer?
The methods to determine markets with economic potential and more interesting outlets,
The Market indicators: location and distance, demography, economy, transport
infrastructures, .…,Two case studies: Aqua bear AB and Tata Nano cars (video case), The
lawful and physical accessibility of the target markets.
- The evaluation of the potential demand for your offer on the target market
P a g e 35 | 55
The economic potential of the demand on the target market (analog method, demand of
import, ratios in chain, visible consumption, experts’ opinion),
The potential of commercial access for the demand, (competitors, distribution,
intermediaries, national channels, communication),
The customer’s decisionmaking process analysis on the tarkeg market. The DUAL method.
Case study: avocado Carmel and the Eastern European markets,
Bibliographie
References
Site(s) web /
Web sites
Nombre CM
Amphi /
Number of
Lectures
0
Lectures obligatoires / Required readings : Students are expected to come to class having
read as mandatory readings: - The entitled document “Managing an Export project:
Methodology of an export project – Part One-- - The course book required by the module
“International Marketing” of MSc International Business: Hollensen.S, (2011), “Global
Marketing”, 5th edition, Pearson, Prentice Hall Lectures Recommandées / Recommanded
readings : NA
These sites will be proposed in the document “Managing an Export Project: Methodology
of an export Project”
Durée CM
Autres
Durée TD (en
Amphi (en
(Distance
Nombre TD /
heures) /
heures) /
Number of
Tutorial class
Lecture
(en heures) /
Tutorial classes
duration (in
duration (in
Other (in
hours)
hours)
hours)
schedules
Campus Lille
9
0
3
0
P a g e 36 | 55
Quality-Based Marketing
Code du cours
Course Code
Nom du cours
Course name
SC.IMBM2.MKELE.0069
QUALITY-BASED MARKETING (ELECTIVE)
Crédits
Credits
2
Teaching period
Spring
Charge de travail
Student workload
Programme
Program
Départements
Department
Module
Type de cours
Course type
Campus
exchange
Teaching language
Pré-Requis
Prerequisite
Course leader
campus
campus
Descriptif du
cours
/
Course
description
Face à Face
Contact hours
Distanciel
Distance
learning
15
0
Autonomous
personal
&/or team
work
8
Evaluation
Durée totale
Total
2
15
Dept. Marketing
elective
Lille
If other
Basic Marketing course
VERLIEFDE Henri
Belo Horizonte
Lille
Paris
Sophia
Suzhou
Raleigh
Other
This course aims to equip students with a comprehensive understanding of Quality
Management through the development of knowledge, skills and expertise in the subject.
The educational experience also aims to develop participant’s intellectual and personal
skills to feel able to implement Quality Management as leverage in their Marketing
Projects.
Thémes
/
Topics
P a g e 37 | 55
The student is expected to : -Utilize process analysis methods and communication tools to
improve Quality of services -Adapt and apply Problem solving methods to his day to day
job -Implement Quality standards into customer-supplier relationships -Apply permanent
improvement (PDCA) into assignments -Initiate and utilize Customer needs and
satisfaction research methods -Participate to auto-evaluation via Excellence models to
improve Marketing Projects -Design and master companies know-how, Quality labels and
sustainable Offer
Résultats
d’apprentissage
/
Intended
Learning
Outcomes and
Skills
The student is expected to : -Identify Quality Management Systems into Marketing
operations -Know the various forms and culture related to Quality Management Understand and apply costs of Quality -Understand how process improvement can
identify waste and non-value-added activities
The student is expected to : -Run the company marketing policy and strategy in the
respect of Quality requirements -Manage on the customer – supplier relationship with
regard to a long term win-win deal -Share a quality strategy according to specific
marketing objectives -Decide about quality references and labeling on packaging and
communication
The student is expected to :
•Develop an in-depth understanding of Quality Management and the different ways it
contributes to competitive advantage and advancement of society
•Identify and measure effectiveness of Quality management systems for Marketeers
•Evaluate feasibility and opportunity to apply quality management systems in Marketing
Projects
•Understand and apply Quality management tools as well as problem solving methods
Contribution aux
objectifs
pédagogiques du
programme /
Contribution to
learning
objectives
specialized discipline LO5.2 : To assess a business issue and formulate solutions in a
specialized discipline : LG5 : Graduates should be able to think critically and to assess
business issues in a specialized discipline
Non / No
50 %
Final examination
Evaluation des
étudiants
Student
Assessment
Contrôle continu
50
%
QCM - Quizz
Autre - Others
0%
100 %
0%
0%
0%
0%
0%
Nb midterms : 0
P a g e 38 | 55
Méthodes
d’enseignement
Teaching
Methods
Plan de cours
Course Plan
Bibliographie
References
Site(s) web /
Web sites
COURSE OUTLINE 5 times 3H
1.Concepts and understandings related to Quality Management:
a.Why – How – for Who Quality Management?
b.The close links between Marketing & Quality Management
c.Quality Management as a keystone of Sustainable Development – the Ford “triple
bottom line” case study
d.Quality Management key concepts
2.Process Management :
a.PDCA & ISO processes
b.Customer path process management & improvement
c.Process ID & process breakdown method
d.Case study
3.Image and Ethic behavior:
a.Design process as Added Value Offer – “Linking Customer satisfaction to product design:
a key to success for Volvo” case study
b.ISO 26000 - Social Responsibility standards
c. Labels and Signs to be handled with care!
d.Case study - FCB consumer response process method
4.Service and Customer care
a.The Kano service model – class workshop
b.Purchasing decision process case study
c.Benchmarking – best practices in marketing
d.Problem solving as a valuable Image leverage
5.Sustainable strategic planning
a.Excellence models as a Marketing Management standard
b.EFQM
c.Designing a Responsible Marketing Plan The PricewaterhouseCoopers Sustainable
Performance model
d.What’s in for You…
Course documents Quality Based Marketing – Henri Verliefde Lectures Recommandées /
Recommanded readings :
THE QUALITY IMPROVEMENT HANDBOOK
Ed ASQ Quality Press
ISBN-10: 0873896904
OSER LE MARKETING DURABLE
Concilier marketing et développement durable
Christophe Sempels, Marc Vandercammen
Éd Pearson
ISBN-10 2-7440-7357-1
SERVICES MARKETING
Christopher Lovelock and Jochen Wirtz
Ed Pearson
ISBN-10: 0-13-610721-4
http://asq.org/knowledge-center/index.html
http://www.iso.org/iso/home.html
http://www.efqm.org/en/
P a g e 39 | 55
Business Development
Code du cours
Course Code
Nom du cours
Course name
MSC.IMBM2.STCOR.0041
BUSINESS DEVELOPMENT (CORE)
Crédits
Credits
Teaching period
4
Spring
Charge de travail
Student workload
Programme
Program
Départements
Department
Module
Type de cours
Course type
Campus
exchange
Teaching language
Pré-Requis
Prerequisite
Course leader
campus
campus
Descriptif du
cours
/
Course
description
Face à Face
Contact hours
Distanciel
Distance
learning
Autonomous
personal
&/or team
work
Evaluation
Durée totale
Total
27
0
18
0
27
Dept. Marketing
core
If other
none
SPIER Peter
Belo Horizonte
Lille
Paris
Sophia
Suzhou
Raleigh
Other
This course explores the challenges of business development in an original and
experiential way, combining use of a MOOC, case-study-based input and testimonials,
structured input on essential notions and an entrepreneurial group project that
culminates in a pitch to an audience of professors and business professionals. This has
very much a 'flipped course' in which formal teaching gives way to coaching anf projectbased learning. This culminates in a pitch similar to the kind you can see in the BBC's
Dragon's Den series - though our dragons are much kinder!
Business development is a broad term that involves seeking new market opportunities,
whether new products, new customer groups, new channels, and developing a winning
value proposition. It requires a global, strategic vision of the market and the business, with
an understanding of the underlying business model and finance and an awareness of
competitive dynamics. It thus brings together many of the skills acquired through
different courses, including the Advanced Strategy course. It is essential for new
businesses, but also for existing companies in more established markets. Although the
paradigm used here is that of NEW business development, thus giving the experience an
P a g e 40 | 55
entrepreneurial flavour, the purpose is to gain a 360° sense of how a business works, and
this will be useful in all sorts of situations, whether in a business unit, working with clients,
or working out how to align the interests of players in an ecosystem
Thémes
/
Topics
Developing a targeted value proposition and a marketing concept/Testing the
concept/understanding the market, it's drivers and the ecosystem/working with channel
partners and other players in the ecosystem/understanding business models and how to
make money/understanding financials, cash flow and other essentials/doing an effective
pitch/working as a team
Résultats
d’apprentissage
/
Intended
Learning
Outcomes and
Skills
better apprehend the concepts and approaches necessary for identifying and developing
new business concepts
stimulate an interest in new business opportunities, how to identify and how to develop
them
developing a spirit of entrepreneuship with an awareness of how to work together with
partners and team members
Certain projects may be based on social entrepreneurship
Contribution aux
objectifs
pédagogiques du
programme /
Contribution to
learning
objectives
multicultural team
LO2.2 : To recognize and use positively the various dimensions of diversity : LG2 :
Graduates should be able to work effectively in a multicultural team
Non / No
0 %
Final examination
Evaluation des
étudiants
Student
Assessment
QCM - Quizz
Contrôle continu
100 %
QCM - Quizz
0%
0%
40 %
40 %
Nb midterms : 0
P a g e 41 | 55
Autre - Others
Méthodes
d’enseignement
Teaching
Methods
Plan de cours
Course Plan
Bibliographie
References
Site(s) web /
Web sites
Nombre CM
Amphi /
Number of
Lectures
20 %
0%
0%
TD / Tutorials
Case studies - Personal guided study
Introduction and project launch
Access to MOOC
Structured input:
Case studies with testimonials
Value propositions
Business models
Financials
Making a busines plan
Preparing the pitch
Final pitch
A full bibliography will be available on the Knowledge platform
available on the Knowledge platform
Durée CM
Autres
Durée TD (en
Amphi (en
(Distance
Nombre TD /
heures) /
heures) /
Number of
Tutorial class
Lecture
(en heures) /
Tutorial classes
duration (in
duration (in
Other (in
hours)
hours)
hours)
schedules
Campus
0
0
27
3
0
The cours involves use of
a MOOC and projectbased learning
Using SPSS
Code du cours
Course Code
Nom du cours
Course name
USING SPSS (ELECTIVE)
Crédits
Credits
Teaching period
2
Spring
Charge de travail
Student workload
Face à Face
Contact hours
Distanciel
Distance
learning
Autonomous
personal
&/or team
work
Evaluation
Durée totale
Total
P a g e 42 | 55
15
Programme
Program
Départements
Department
Module
Type de cours
Course type
Campus
exchange
Teaching language
Pré-Requis
Prerequisite
Course leader
campus
campus
Descriptif du
cours
/
Course
description
Thémes
/
Topics
0
10
3
15
Dept. Marketing
elective
Paris, Lille, Sophia
Anglais / English
If other
Intermediate marketing
Mohammed Slim BEN MIMOUN
Belo Horizonte
Lille
Paris
Sophia
Suzhou
Raleigh
Other
On the basis of a concrete marketing research problem, the course will teach step by step
which statistical procedure to use with SPSS, identify the options available, and most
importantly, how to interpret the results.
understanding a dataset (basic manipulations)/descriptives/testing for
differences/relationship among variables
Résultats
d’apprentissage
/
Intended
Learning
Outcomes and
Skills
Understand the practical implementation of statistics in marketing research.
Understand how to construct an SPSS data file Create and define variables and labels
Manipulate data and variables Calculate and understand descriptives Understand the
differences and relationships among variables
Critical analysis of marketing data and synthesis of main findings Effective problem solving
in marketing research
Ethical issues in data manipulation and analysis
Contribution aux
objectifs
pédagogiques du
programme /
Contribution to
P a g e 43 | 55
learning
objectives
Non / No
100 %
Final examination
QCM - Quizz
Evaluation des
étudiants
Student
Assessment
Méthodes
d’enseignement
Teaching
Methods
Plan de cours
Course Plan
Bibliographie
References
Contrôle continu
0 %
QCM - Quizz
Autre - Others
0%
0%
0%
0%
0%
0%
0%
Nb midterms : 0
TD / Tutorials
Cours interactifs / Interactive lectures - Devoirs / Assignments
Introduction & Basic Manipulations with Dataset
Descriptives & Test of Differences
Associations among Variables
Relationships among
Variables Evaluation
None
Janssens, W., Wijnen, K., DE Pelsmacker, P. and Van Kenhove, P. Marketing Research with
SPSS- Prentice Hall (2008).
Site(s) web /
Web sites
Nombre CM
Amphi /
Number of
Lectures
Durée CM
Autres
Durée TD (en
Amphi (en
(Distance
Nombre TD /
heures) /
heures) /
Number of
Tutorial class
Lecture
(en heures) /
Tutorial classes
duration (in
duration (in
Other (in
hours)
hours)
hours)
schedules
Campus
0
0
5
3
0
The course will be
delivered in seminar
format
P a g e 44 | 55
Persuasive Communication
Code du cours
Course Code
Nom du cours
Course name
PERSUASIVE COMMUNICATION (ELECTIVE)
Crédits
Credits
2
Teaching period
Spring
Charge de travail
Student workload
Programme
Program
Départements
Department
Module
Type de cours
Course type
Campus
exchange
Teaching language
Face à Face
Contact hours
Distanciel
Distance
learning
15
0
Autonomous
personal
&/or team
work
7
Evaluation
Durée totale
Total
1
15
Dept. Marketing
elective
Lille, Paris
Anglais / English
If other
Pré-Requis
Prerequisite
No previous course knowledge is required but to have an open, enquiring mind
and to be willing to engage in lively classroom discussions around the relevant
topics. IMPORTANT: this course takes place in Fall for Paris and in Spring for Lille.
Course leader
WALKER Sandra
campus
campus
Descriptif du
cours
/
Course
description
Thémes
/
Topics
Belo Horizonte
Lille
Paris
Sophia
Suzhou
Raleigh
Other
Marketing managers need to lead projects involving both internal and external
stakeholders; leadership skills are thus paramount. The emphasis is on understanding and
putting leadership into action, attracting the relevant players to a project and keeping
them onboard. This training is aimed at increasing personal influence at all levels in an
organisation. It presents carefully-chosen communication tools and techniques that can be
effective in a wide variety of situations: from attracting stakeholders to a project to
overcoming objections and individual resistance to change.
Leadership, communication, influence, team dynamics, understandiong stakeholders
P a g e 45 | 55
Résultats
d’apprentissage
/
Intended
Learning
Outcomes and
Skills
Recognize issues and concepts relating to leadership:
• Formulate a successful approach to persuasive communication situations: adapting the
personal communication style accordingly
• Recognize group dynamics relating to decisionmaking meetings
• Understand how to dynamize a transversal team towards project deliverables
• Develop awareness of one’s own natural communication approach
• Understand how to analyse and adapt to a team member in a negative communication
situation
• Be familiar with some Emotional Intelligence and NLP concepts
• Analyse information
• Create recommendations
• Formulate critical questions
• Display lateral thinking
• Make a summary
Present a project vision and goals
• Present ideas to team members or stakeholders with impact
• Overcome objections one-to-one or facing a group
• Display an adaptive range of interpersonal communication techniques to build
productive relations with stakeholders
• Encourage team members towards goal achievement
• Lead an effective decision making or problem solving meeting
• Understand what constitutes ethical decisionmaking on projects
• Know the basics of ethical reasoning
Contribution aux
objectifs
pédagogiques du
programme /
Contribution to
learning
objectives
Non / No
50
%
Final examination
Evaluation des
étudiants
Student
Assessment
QCM - Quizz
Contrôle continu
50
%
QCM - Quizz
0%
60 %
0%
Nb midterms : 0
P a g e 46 | 55
Autre - Others
Méthodes
d’enseignement
Teaching
Methods
Plan de cours
Course Plan
Bibliographie
References
Site(s) web /
Web sites
Nombre CM
Amphi /
Number of
Lectures
0%
40 %
0%
0%
Leadership Concepts
• Introduction to leadership development
• Self-awareness of personal style
• Decisionmaking skiils Interpersonal Communication Skills
• The communication concept
• Awareness of one’s personal influence style
• Building empathy: understanding one’s counterpart, building bridges and influencing
Effective Presentation Techniques
• Creating audience impact
• Visual, verbal and paraverbal elements Persuasive Team Meeting Dynamics
• Group dynamics in a meeting
• Handling questions
• Overcoming objections
Leadership theory and Practice, Peter G. Northouse, 3rd edition 2004, Sage Publications
Inc
NLP Business Masterclass, Molden, David, Pearson Education, 2001 World's Most
Powerful Leadership Principle: How to Become a Servant Leader Hunter, James C., Crown
Publishing Group, Inc, 2004
http://www.quadrant1.com http://www.12manage.com http://www.ted.com
http://www.mckinseyquarterly.com
Durée CM
Autres
Durée TD (en
Amphi (en
(Distance
Nombre TD /
heures) /
heures) /
Number of
Tutorial class
Lecture
(en heures) /
Tutorial classes
duration (in
duration (in
Other (in
hours)
hours)
hours)
schedules
Campus
0
0
5
3
0
Important note: this
course takes place in Fall
for Paris and Spring for
Lille
Essential Selling Skills
Code du cours
Course Code
Nom du cours
Course name
ESSENTIAL SELLING SKILLS (ELECTIVE)
P a g e 47 | 55
Crédits
Credits
Teaching period
2
Spring
Charge de travail
Student workload
Programme
Program
Départements
Department
Module
Type de cours
Course type
Campus
exchange
Teaching language
Pré-Requis
Prerequisite
Course leader
campus
campus
Descriptif du
cours
/
Course
description
Thémes
/
Topics
Face à Face
Contact hours
Distanciel
Distance
learning
Autonomous
personal
&/or team
work
Evaluation
Durée totale
Total
15
0
0
0
15
Dept. Marketing
elective
Lille, Paris, sophia
Anglais / English
If other
none
SPIER Peter
Belo Horizonte
Lille
Paris
Sophia
Suzhou
Raleigh
Other
This short course provides students with an introduction to a range of basic sales
techniques. Another elective - essential negotiation skills - provides a broader approach to
negotiation. This course focuses on selling and sales techniques, from product
presentation, cold calling... through to more complex situations. Throughout, the
emphasis will be on developing students' ability to 'connect' with the other person, to
communicate, and to defend value.
Students who wish to acquire a full set of skills are advised to go on to follow the Sales,
negotiation and key account management course, where various solution selling and KAM
approaches will be fully explored.
It is a 'must' for students who wish to follow a career or spend their first years in sales. It
will help to build confidence and cover the kind of techniques used in companies. The
course will be interactive, and students will be expected to participate fully. The skills
developed in the course will certainly be useful elsewhere: selling ideas, pitching for
resources...
engaging with the client/presenting a product or service/doing a sales
pitch/communicating value/defending value/buidling truts and relationships
P a g e 48 | 55
Résultats
d’apprentissage
/
Intended
Learning
Outcomes and
Skills
better understand and master different selling situations
understand the sales process and the various factors that influence the situation
ability to interact with others, get a point across, build trust and relationships
learning the importance of the point of view of others
Contribution aux
objectifs
pédagogiques du
programme /
Contribution to
learning
objectives
Non / No
0 %
Final examination
QCM - Quizz
Evaluation des
étudiants
Student
Assessment
Méthodes
d’enseignement
Teaching
Methods
Plan de cours
Course Plan
Contrôle continu
100
%
QCM - Quizz
Autre - Others
0%
0%
0%
60 %
40 %
0%
0%
Nb midterms : 0
TD / Tutorials
Cours interactifs / Interactive lectures
Group pre-work: 4 hours
Prepare your group sale to other groups
Module 1: 4 hours
The Selling Blocks
Module 2: 3 hours
Your Job, Your Money, Your Business, YourTerritory
Module 3: 4 hours
Your value to me, the customer Work group: prepare your upcoming sales
Module 4: 4 hours
Your group sells to other groups
P a g e 49 | 55
Bibliographie
References
Site(s) web /
Web sites
Nombre CM
Amphi /
Number of
Lectures
Readings will be made available on the Knowledge platform
Readings and a bibliography will be made available on the Knowledge platform
Links will be provided on the Knowledge platform
Durée CM
Autres
Durée TD (en
Amphi (en
(Distance
Nombre TD /
heures) /
heures) /
Number of
Tutorial class
Lecture
(en heures) /
Tutorial classes
duration (in
duration (in
Other (in
hours)
hours)
hours)
schedules
Campus
0
0
5
3
Cliquez ici pour entrer du
texte.
0
Product Management
Code du cours
Course Code
Nom du cours
Course name
MSC.IMBM2.MKCOR.0036
PRODUCT MANAGMENT (CORE)
Crédits
Credits
Teaching period
4
Spring
Charge de travail
Student workload
Programme
Program
Départements
Department
Module
Type de cours
Course type
Campus
exchange
Teaching language
Pré-Requis
Prerequisite
Course leader
campus
Face à Face
Contact hours
Distanciel
Distance
learning
Autonomous
personal
&/or team
work
Evaluation
Durée totale
Total
27
0
30
3
27
Dept. Marketing
core
Anglais / English
If other
Knowledge in marketing: marketing research (qualitative & quantitative
research), segmentation, targeting, positioning.
PINCHAUD Gabrielle
Belo Horizonte
Lille
Paris
P a g e 50 | 55
campus
Descriptif du
cours
/
Course
description
Thémes
/
Topics
Sophia
Suzhou
Raleigh
Other
This course enable students to fully explore the function of a product manager through
the various subjects he/she has to deal with. This course is as close as possible to “real-life
marketing” and is good training for students aiming at becoming a product manager. The
aspects of both strategic and operational marketing are developed thanks to real cases.
These cases are created thanks to partnerships with leading companies in two different
sectors of activities ( fast-moving-consumer goods and services). The course starts with
theory, including advanced theory such as research publications, and moves on with
several case studies.
The subjects that are developed are the following: presentation of the function of a
product manager, the analysis of the market, the marketing plan, the development and
launch of a new product, operational marketing and communication. During this course,
students will also be given practical advice to fully understand the role of marketing in the
firm and be able to work cross-functionally.
Product Management, FMCG, Services
Résultats
d’apprentissage
/
Intended
Learning
Outcomes and
Skills
The student is expected to understand the functions of a product manager. He/she will
- be able to conduct the analysis of his/her market and recommend a marketing plan
- be able to manage a range of products based on present and future performances
- use the adequate leverage to increase the performance of her/ his product
- be able to recommend and implement operational marketing
The student is expected to work on theory, including advanced theory such as research
publications, and be able to link the theory to real-life marketing.
The student will increase his/her ability to work in an international team
The student is also expected to have her/his own opinion on marketing decisions linked to
ethic issues.
Contribution aux
objectifs
pédagogiques du
programme /
Contribution to
learning
objectives
multicultural team
P a g e 51 | 55
Non / No
50 %
Final examination
Evaluation des
étudiants
Student
Assessment
Méthodes
d’enseignement
Teaching
Methods
Plan de cours
Course Plan
Bibliographie
References
Site(s) web /
Web sites
Contrôle continu
50 %
QCM - Quizz
Autre - Others
0%
0%
40 %
40 %
0%
20 %
0%
Nb midterms : 3
TD / Tutorials
Etudes de cas / Case studies
SESSION 1
Syllabus including a presentation of the two cases,
The objectives of a Product/Brand Manager
Tools and metrics useful for a PM
SESSION 2
Creating the Product.
Case N°1: 1st draft
SESSION 3
Managing the Product (1)
Quizz
SESSION 4
Managing the Product (2)
SESSION 5
Case N°1: your recommendation
SESSION 6
The marketing Plan (1)
SESSION 7
The marketing Plan (2)
SESSION 8
Case N°2: your recommendation
SESSION 9
Exam training
SESSION 10
Final exam
Market-based management 6th edition (Roger J. Best, Pearson)
Marketing Management (European edition; Kotler)
Nielsen, TNS, Skema data bases
P a g e 52 | 55
Nombre CM
Amphi /
Number of
Lectures
Durée CM
Autres
Durée TD (en
Amphi (en
(Distance
Nombre TD /
heures) /
heures) /
Number of
Tutorial class
Lecture
(en heures) /
Tutorial classes
duration (in
duration (in
Other (in
hours)
hours)
hours)
schedules
0
0
Campus
3
9
0
Sales, Negotiation and Key Account Management
Code du cours
Course Code
Nom du cours
Course name
SALES, NEGOTIATION AND KEY ACCOUNT MANAGEMENT (OPTION)
Crédits
Credits
Teaching period
4
Spring
Charge de travail
Student workload
Programme
Program
Départements
Department
Module
Type de cours
Course type
Campus
exchange
Teaching language
Pré-Requis
Prerequisite
Course leader
campus
campus
Descriptif du
cours
/
Course
description
Face à Face
Contact hours
Distanciel
Distance
learning
Autonomous
personal
&/or team
work
Evaluation
Durée totale
Total
27
0
9
0
27
Dept. Marketing
optional
If other
The course is designed to follow on after the fall semester courses: the complete
negotiator/essential negotiation skills and Essential selling skills
SPIER Peter
Belo Horizonte
Lille
Paris
Sophia
Suzhou
Raleigh
Other
Many students will spend time selling, whether products, services, projects, ideas… All
students will spend time negotiating, both in their professional and their personal lives.
However prevalent the notion that one is ‘born’ a good salesperson or negotiator, these
skills can and must be developed. More important still, students will understand that both
are most enjoyable and satisfying activities. A good number of students studying
P a g e 53 | 55
marketing and business development will begin their careers in sales and business
development positions: be prepared!
The emphasis of the course is resolutely on the sales and key account management side of
things. It is well suited for those who are considering spending time in sales. It will
therefore be different in tone and purpose to the more general negotiation skills courses
on offer. It would be useful for students to have followed the essential selling skills
elective and the negotiation skills courses on offer in the fall semester.
The course will be interactive and require students to take part in sales & negotiation
simulations. Testimonials and participation of professional partners will keep the
approach aligned with the needs of the market and allow insight into the dynamics, tone
and sources of leverage of different types of negotiation and business sector. Through
these encounters, students will gain insight into the different worlds of sales: fmcg,
industrial, services... and become fluent in adapting to different types of sales situations.
The course in Sophia and Paris will culminate in a sales challenge in which a number of
companies will take part. The aim of this exercise is for students to discover different
types of sales approaches and environments and to have the opportunity to apply what is
learned in a sales simulation with one of the companies.
Thémes
/
Topics
Sales and key account management/transactional selling/ relationship selling/solution and
problem-solving selling/insight selling/challenger sales/nature of different types of selling
situations/sales process and cycle/decision-making processes/buyer personas/selling
techniques/communicating and defending value
Résultats
d’apprentissage
/
Intended
Learning
Outcomes and
Skills
Students will develop a better understanding of the sales and KAM functions
studnets will develop an ability to move from one kind of sales situation to another, using
diferent sources of leverage and gaining insight into the concerns of the different clients
the abilities to sell, to listen, to adapt are valuable in many situations, as, too, is the kind of
situational intelligence developed thorugh the course approach
some situations may raise issues linked to ethics and sustainability
Contribution aux
objectifs
pédagogiques du
programme /
Contribution to
learning
objectives
Evaluation des
étudiants
Student
Assessment
Non / No
50 %
Final examination
QCM - Quizz
P a g e 54 | 55
Contrôle continu
50 %
QCM - Quizz
Autre - Others
Méthodes
d’enseignement
Teaching
Methods
Plan de cours
Course Plan
Bibliographie
References
Site(s) web /
Web sites
Nombre CM
Amphi /
Number of
Lectures
0%
0%
30 %
0%
30 %
0%
40 %
Nb midterms : 0
TD / Tutorials
Introduction to sales and KAM/transactional sales techniques/making an effective
pitch/communicating value/solution selling and problem-solving approaches/mastering
the sales cycle/discovery and probing techniques/understanding your partner's
business/building trust/insight selling techniques/challenger sales techniques/Sales
challenge with companies
available on Knowledge platform
Bibliography and other resources available on Knowledge platform
Links available on Knowledge platform
Durée CM
Autres
Durée TD (en
Amphi (en
(Distance
Nombre TD /
heures) /
heures) /
Number of
Tutorial class
Lecture
(en heures) /
Tutorial classes
duration (in
duration (in
Other (in
hours)
hours)
hours)
schedules
Campus
0
0
9
3
0
The organization for the
sales challenge will be
different from that for
normal courses and will
be announced at the
beginning of the course
P a g e 55 | 55

Course Catalogue Spring 2016

Transcription

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