Description
In this particular file related to strategy and entrepreneurship business creation and business plan.
2015 – 2016
CORE COURSES
CORE PROGRAMME
(YEAR 3) – 2015-2016
MODULES
Semester 1
ECTS
Semester 2
ECTS
? Financial Analysis (Analyse Financière) – 30 hrs
4
? Business Simulation (Mondial Manager) – 30 hrs
4
? Service Marketing and Panels (Marketing des services et Panels) – 30 hrs
4
? Applied Marketing Strategy (Stratégie Marketing Appliquée) – 30 hrs
4
? Sales Management & Negotiation (Négociation & Management Commercial)- 30
hrs
4
? International Trade (Commerce International) - 30 hrs
4
? Business Creation & Business Plan (Création d’entreprise & Business Plan) – 30
hrs
4
? Supply Chain Management & Purchasing (Logistique et Achats) – 30 hrs
4
? Team Management (Management des équipes) – 30 hrs
4
? French for Exchange Students (Français Langue Etrangère) – 15 hrs
2
2
? English (Anglais) – 15 hrs
2
2
? 2 to 4 Electives (4 ECTS each) – 30 hrs
4 to 8
4 to 8
? Understanding The French Culture & Business Environment – 40 hrs
6
? French Business Practices: A Cross-cultural Approach – 40 hrs
6
Semester 1
2015-2016 / DPT: Management Control, Accounting and Audit / Financial Analysis
Module FINANCIAL ANALYSIS
Credit Value (ECTS) 4
Contact Hours 30
Course Objectives
The purpose of this course is to get acquainted with principles of corporate finance. It covers understanding
financial analysis, as well as investments and projects appraisal.
Learning Goals and Intended Learning Outcomes (ILOs)
Objectives Level Achieved
ILO 1: Our graduates will acquire disciplined-based knowledge in
core management fields
?
ILO 2: Our graduates will acquire problem-solving techniques and
be able to analyse and solve business problems. They will be able
to conduct methodical analyses that address management
issues.
?
ILO 3: Our graduates will be effective communicators both orally
and in writing
?
ILO 4: Our graduates will be good and enterprising team players
?
ILO 5: Our graduates will have a global perspective, including
international issues and corporate social responsibility. They will
also develop an awareness and understanding of the cultural,
legal, and economics forces that impact international business.
ILO 6: Our graduates will acquire operational industry-based
knowledge
ILO 7: Our graduates will develop social, self-development and
learning-to-learn capabilities
Skills Outcomes
Academic:
Understand the value creation process
Undertand the financial process of the firm
Technical:
Analyze the financial situation of the firm
Analyze the financial ratios and indicators
Prerequisites
Principles of accounting, a global understanding of financial mechanisms
Expected Student Workload
- Lectures: 30 hrs
- Pre- and post-course readings: 10 hrs
- Projects / group work etc.: 20 hrs
- Exam preparation: 15 hrs
Teaching/Learning Methods
- Lectures
- Case studies
Assessment
Continuous Assessment: 40%
Individual Examination: 60%
Subjects Studied
Introducing Finance
The finance function in firms
Cash: lifeblood of the business
Emergence of financial management
The Financial Environment
Financial markets
Financial services sector
Stock exchanges
Working with Financial Statements
Ratios and financial indicators
Case: analysis of an income statement and a balance sheet
Measuring wealth
Investment Appraisal and Selection Process
What cash flow to consider?
Understanding the Weighted Average Cost of Capital (WACC)
Computing NPV
Reading List and References
Recommended books:
? Main book : Principles of Corporate Finance (Brealey/Myers), Pearson
? Alternate readings : Business Finance: Theory and Practice (Broché / Financial Times Management)
Module Leader/Academic Team
Hugues DORISON, Françoise RANTET, Yvon SCHOALERT
2015-2016 / DPT: Marketing and International Business / Services Marketing and Panels
Module SERVICES MARKETING AND PANELS
Credit Value (ECTS) 4
Contact Hours 30
Course Objectives
This modules entails two distinct parts:
Services Marketing:
- Understanding the specifics of a service company and the mix it will use
- Knowing how to analyse a service company’s situations to recommend actions in order to improve its performances
Panels
- Understanding the principle of the different panels
- Knowing the different indicators supplied and understanding how they combine in order to diagnose a brand’s
situation and recommend corrective actions
Learning Goals and Intended Learning Outcomes (ILOs)
Objectives Level Achieved
ILO 1: Our graduates will acquire disciplined-based
knowledge in core management fields
Advanced level in both fields thanks to a combination of
lectures and hands on implementation
ILO 2: Our graduates will acquire problem-solving techniques
and be able to analyse and solve business problems. They
will be able to conduct methodical analyses that address
management issues.
Advanced analytics through field studies
ILO 3: Our graduates will be effective communicators both
orally and in writing
Advanced operational and professional oral and written
communication in the presentation of the service field study
ILO 4: Our graduates will be good and enterprising team
players
Advanced team cooperation in the term project
ILO 5: Our graduates will have a global perspective, including
international issues and corporate social responsibility. They
will also develop an awareness and understanding of the
cultural, legal, and economics forces that impact
international business.
NA
ILO 6: Our graduates will acquire operational industry-based
knowledge
Advanced understanding of the service industry’s issues +
advanced analytical skills developed in corporate analysis
and marketing indicators
ILO 7: Our graduates will develop social, self-development
and learning-to-learn capabilities
Hands on implementations are the opportunity to
immediately apply the concepts learnt
Skills Outcomes
• Understanding the key characteristics of the services marketing.
• Understanding the concept of positioning applied to services
• Understanding the different mix elements that are specific to services: what they are and how to
use them.
• Diagnosing and assessing the marketing performances of a service company
• Reccommending appropriate corrective actions
• Understanding how panels work.
• Understanding the indicators provided by consumer panels, retailer panels and audience panels
• Assessing a brand’s performance on these different indicators
• Mastering marketing analytics
• Recommending corrective actions based on this assessment
Prerequisite(s)
Basic marketing knowledge is required in this course
Expected Student Workload
Services Marketing
- Lectures: 12 hrs
- Presenting the group projects: 3 hrs
- Reading: 5 hrs
- Group field project: 30 hrs
Panels
- Lectures: 9 hrs
- Hands on practice: 6 hrs
- Personal work: 33 hrs
- Final exam: 2 hrs
Teaching/Learning Methods
Lectures
Tutorials
Field study
In order to take full benefit from the tutorials, it is vital that student learn their lecture notes before the tutorials.
Assessment
The course will be evaluated on the basis of two elements:
- An individual, closed book, exam on panels (60%) –
- A group assingment on services marketing: auditing a real-life service company (40%)
Subjects Studied
Services Marketing
1 Introduction: what are services, services marketing strategy,
a specific mix
2 Product: core & supplementary services, Pricing and yield
management, place: distributing services through physical &
electronic channels
3 Physical environment: managing the serviscape,
people: managing employees and consumers
4 promotion: educating consumers and promoting the
value proposition, process and productivity/ quality:
servuction & blue printing, improving the service
productivity without impairing its quality
5 field study oral presentations
Panels
1 Introduction: what are panels, how do they work? Retailer
panels
2 Retailer panels in practice
3 Consumer panels
4 Consumer panels in practice
5 Audience panels and diagnosing a brand and market
through panels indicators
Reading List and References
- LOVELOCK Christopher, WIRTZ Jochen, (2010), Services Marketing, Pearson Education, 648 p.
- BRASSINGTON Frances, PETTITT Stephen, Principles of Marketing,(2006), Pearson Education, p 1052- 1094.
Module Leader/Academic Team
Module Leader: Dr Laurence Bundy.
Academic Team: Elisabeth Bertrand-Dausset, Dr Sylvie Borau, Dr Laurence Bundy, Murielle Cabrol, Emmaneulle Rouzet,
Kairine Villeneuve
2015-2016 / DPT: Marketing and International Business / International Trade
Module INTERNATIONAL TRADE
Credit Value (ECTS) 4
Contact Hours 30
Course Objectives
The key objective of this course is to provide an introduction to the opportunities and challenges for business in the global
economy, in particular in relation to international trade.
The course aims to ensure that students understand the key challenges of trading internationally, as well as introducing them
to the most important tools which reduce risk and uncertainty in international transactions.
On completion of the course students should be able to undertake basic import export support functions for companies
dealing internationally.
Learning Goals and Intended Learning Outcomes (ILOs)
Objectives Level Achieved
ILO 1: Our graduates will acquire disciplined-based
knowledge in core management fields
The course will develop students’ knowledge of the
potential difficulties encountered in international trade, as
well as the tools which are available to help companies to
deal with these difficulties and avoid some pitfalls of
international development.
ILO 2: Our graduates will acquire problem-solving techniques
and be able to analyse and solve business problems. They
will be able to conduct methodical analyses that address
management issues.
Students will work on several concrete case studies, where
they will develop their analytical capacity and propose
concrete solutions to ‘real world’ problems.
ILO 3: Our graduates will be effective communicators both
orally and in writing
Students will develop their skills in oral and written
communication in this course. They will be required to
present the their analyses of the cases to their peers and
defend their conclusions. In addition, they will be required
to hand in written conclusions after the case studies.
ILO 4: Our graduates will be good and enterprising team
players
Much of the case work in this course is undertaken in
groups. Thus students develop their capacity for team work,
working on their ideas and presenting their conclusions
together.
ILO 5: Our graduates will have a global perspective, including
international issues and corporate social responsibility. They
will also develop an awareness and understanding of the
cultural, legal, and economics forces that impact
international business.
This course is by its nature focused on international issues.
The key objective is to develop students’ knowledge of the
opportunities and difficulties which globalisaion provides
for companies. In this context, the course covers cultural,
legal and economic aspects of the global economy.
ILO 6: Our graduates will acquire operational industry-based
knowledge
This course covers many operational issues. The objective is
to explain and apply the key tools of international trade,
such that students will be equiped to use them in industry.
ILO 7: Our graduates will develop social, self-development
and learning-to-learn capabilities
Through working together on concrete real world problems,
students will develop their capacity for communication,
debate and compromise in a professional setting. The
course booklet includes several exercises and research
activities, which students must undertake in preparation for
lessons. These exercises wll help students to develop their
capacity to analyse complex problems, autonomously.
Skills Outcomes
• Understanding the key characteristics of the international business environment.
• Understanding trade policy and its impact on trade flows.
• Evaluating the firm’s capacity to internationalize
• Undertaking effecitive market studies
• Understanding different entry modes and their advantages and disadvantages.
• Understanding cultural differences
• Evaluating risk in international transactions
• Understanding the different tools available to manage risk – insurance, payment techniques...
• Evaluating exchange rate risk
• Managing exchange rate risk
• Understanding the key questions in international logistics
• Understanding international transport tools (insurance, Incoterms)
• Understanding key customs procedures (administrative requirements, tariffs..)
Prerequisite(s)
No particular prior knowledge is required for the course, apart from a reasonable understanding of key contemporary
developments in the global economy
Expected Student Workload
Lectures – 15 hrs
Activity 1 (case studies in groups) - 15 hrs
Activity 2 (preparatory work for case studies) – 10 hrs
Activité 3 (preparatory work for lectures) – 20 hrs
Activité 4 (complementary reading) – 20 hrs
Final exam and preparatory work – 20 hrs
Teaching/Learning Methods
The course will consist of five courses of lectures, class discussion and in-class exercises. This will be supplemented by five
practical case studies, where the concepts and tools outlined in the lectures will be examined in more detail, in a case study
format, with students working in groups.
In order to benefit from the course, it is vital that students prepare the courses and cases in advance. The background reading,
subjects for discussion and case material will be distributed as a Course Booklet in the first lecture, whuch will also be available
on C@mpus.
Assessment
The course will be evaluated on the basis of two elements:
- An individual, closed book, exam (60%)
- A mark for performance in the case studies. These are undertaken in groups in an open book format (40%).
Groups will be allocated at the beginning of the semester and students should undertake all case studies and group work in
those groups. The mark for case studies will be the average of the best 4 marks obtained. Unjustified absences will result in a
mark of zero. Lateness and lack of implication in the group will be subject to malus marks, while active and constructive
participation will be subject to bonus marks.
In all written work, marks will be attributed to clarity, quality of presentation and brevity.
Subjects Studied
1. The Context of International trade
2. First steps in International marketing
3. Managing international risk (1)
4. Managing international risk (2)
5. Logistics and international transport
Reading List and References
Financing Trade and International Supply Chains : Commerce Across Borders, Finance Across Frontiers.eBook
Malaket, Alexander R.. Gower. 2014. Available through the EBSCO electronic book platform.
Module Leader/Academic Team
Module Leader: Dr Louise CURRAN.
Academic Team: Dr Louise CURRAN, Dr Andrew BARRON, Jessica JEAN, Stephanie ESCALAS,
2015-2016 / DPT: CSR and Human Resources / Team Management
Module TEAM MANAGEMENT
Credit Value (ECTS) 4
Contact Hours 30
Course Objectives
Whilst leadership skills are critical for organisations at a strategic level, in this module we recognise that a team
leader’s day-to-day effectiveness depends on his or her interpersonal competence. Leadership is essentially about
getting the best out of people by ensuring that they have the ability to do their jobs and by creating and
maintaining working conditions in which they are motivated to be fully engaged in their work.
In addition to the importance of team management, this class aims at showing that meetings are central to the life
of a business. This module addresses the need for meetings to be both efficient and effective and aims to develop
in participants a range of competencies applicable to the contexts of operational, project planning and problem-
solving meetings.
The overall goal of this module, therefore, is for participants’ to become more effective as team leaders by
practicing the interactive skills they will need across a range of situations they will encounter in the workplace.
Participants will also learn to use tools, techniques and interactive skills to lead and contribute to positive meeting
outcomes and to use meetings to build more committed, effective teams.
Learning Goals and Intended Learning Outcomes (ILOs)
Objectives Level Achieved
ILO 1: Our graduates will acquire disciplined-based knowledge in
core management fields
?
ILO 2: Our graduates will acquire problem-solving techniques and
be able to analyse and solve business problems. They will be able
to conduct methodical analyses that address management
issues.
?
ILO 3: Our graduates will be effective communicators both orally
and in writing
?
ILO 4: Our graduates will be good and enterprising team players ?
ILO 5: Our graduates will have a global perspective, including
international issues and corporate social responsibility. They will
also develop an awareness and understanding of the cultural,
legal, and economics forces that impact international business.
ILO 6: Our graduates will acquire operational industry-based
knowledge
ILO 7: Our graduates will develop social, self-development and
learning-to-learn capabilities
Skills Outcomes
During the workshops students participate in interactive simulations to explore and develop their process and interpersonal
skills as team leaders and members. Students will also take part in a number of meeting simulations to explore, practice and
develop essential process and behavioral skills for meetings to be both efficient and effective
Prerequisites
HRM course
Expected student Workload
Teaching (Face to face): 30 hrs
Research and readings: 35 hrs
Teamwork: 35 hrs
Teaching/Learning Methods
One three-hour introductory lesson focused on “team management” (in full sections) followed by four three-hour workshops
(in half-sections). One three-hour introductory lesson focused on “how to conduct effective meetings” (with full sections)
followed by four three-hour workshops (in half-sections).
Assessment
? Continuous Assessment counts for 40% of the final mark: Continuous assessment based on on the skills and
engagement demonstrated by students during role-plays and critiquing discussions, on students’ ability to apply the
principles learnt in the interactive simulations and critiquing discussions.
? Individual examination counts for 60% of the final mark: oral presentation
Subjects Studied
What do we mean by team management?
? A review of historical and current thinking on motivation at work;
? Enduring principles and models of management;
? Core leadership behaviors ;
? Main tools and techniques for effective leadership
How to conduct effective meetings?
• Planning and preparing for meetings – practical considerations;
• The roles and responsibilities of leaders and participants;
• Interactive dynamics in meetings: constructive and dysfunctional behavior;
• Understanding and ‘exploiting’ individual team roles.
• Planning tools and techniques;
• Problem-solving and decision making tools and techniques;
• Capturing and organising information for informed decision-making;
• Action planning
Reading List and References
? The Manager’s Guide to Effective Meetings by Barbara Streibel. Published by McGraw Hill
? The Handbook of Communication Skills edited by Owen Hargie, 3
rd
Edition. Published by Routledge
? Getting to Yes - Negotiating Agreement Without Giving In, by Roger Fisher and William Ury, Pub Penguin Books
? Effective Time Management, by John Adair, Pub Pan Books
? ‘Mind Tools’ websitehttp://www.mindtools.com
? Develop Your Leadership Skills by John Adair, Published by Kogan-Page 2010
? Web article : John Adair : Action Centred Leadership ,http://www.thefreelibrary.com
? Managing by Henry Mintzberg. Published by FT Prentice Hall 2011
? Management Models Pocketbook by Dr Mike Clayton. Published by Management Pocketbooks Ltd. 2009
Module Leader/Academic Team
Module Leader: Dr Caroline Tillou
Academic team: Didier Machard, Antoine Espezel, John King.
BACHELOR IN MANAGEMENT PROGRAMME
B3 – Year 3
2015-2016
FALL
Understanding the French Culture and Business
Environment
Course Load :
40 hours
Trainers :
Hannah Havas, Dobrina Ramphort,
Kate Holiday, Estelle Gasnier, Lindsay Walker
Credits :
6 ECTS
1. Pre-requisite:
None
2. Module summary:
Throughout this module which is divided into 5
sections (see course planning) you will
experience a broad spectrum of understanding
French culture from history to today and how
that impacts the business environment and
beyond.
3. Objectives :
To understand how the elements of culture has
affected and influenced iconic French
Business’ from Airbus to Louis Vuitton, and
how we can work more effectively across
cultures with a deeper understanding of better
integration.
4. Learning outcomes :
On completion of this module students will
be able to appreciate the complexity of
integrating into a different culture and with a
deeper understanding of French society life
and business, they will be able to step away
from an abstract overview of ‘culture’ and
step into appreciation of a more concrete
view of people as individuals and the
capacity to apply this knowledge to their
future international business career.
5. Subjects studied:
Overview of French culture and habits
including; how the codes and values of
French society determine French business and
communication styles.
French History, Politics and the welfare
8. Course planning :
- Overview of French culture and habits x 3
sessions of 3hrs
History, politics and welfare system in France x
2 sessions of 2,5hrs
- Doing business in France and applying a job x
2 sessions of 3hrs
-French business within the Global business
market x 2 sessions of 3hrs + x 1 session of
4hrs
-Building teams across cultures x 2 sessions of
3hrs + x 1 session of 4hrs
9. Reading List :
Exploring Cultures : HOFSTEDE, Edward T
HALL, "Beyond Culture" and "Au contraire :
figuring out the French", Gilles ASSELIN and
Ruth MASTRON.
International Business: The new realities 3rd
edition; S.Gavugsil, G.Knight, J.Riesenberger,
Mind Your Manners : Managing Business
Culture in the New Global Europe-France:
Women in Culture, Business & Travel.
S. Tamer Cavusgil, Gary Knight, John
Riesenberger (2014) International Business:
The New Realities Prentice Hall, Kapferer,
Jean-Noel and Bastien, Vincent (2009) The
Luxury Strategy, Kogan Page, ISBN-10:
0749454776 Tungate, M. (2009) Luxury World,
Kogan Page
Culture Savvy: Working and Collaborating
system, including the impact these have had
in the past and how they are affecting business
conducted in today’s society.
French in the international business
market, including
Why culture matters in International Business
and also national, professional and corporate
cultures present in France. Through the study
of two industry sectors, Aviation and Fashion
and Luxury Goods,
Doing business in France,
including business culture, the management
styles compared with home countries,
meetings, communication styles, time
perception, dress code, women in business.
How to find a job in France, including better
understanding of the job market and conditions
in France: tips & tools, legal conditions, steps
to get an internship and/or a job.
Building teams across cultures, including
how culture affects high performing teams and
what we can personally take responsibility for
in order for teams to work more effectively
6. Teaching methods:
presentations, case studies, discussions,
experiential learning
7. Methods of assessment:
40% Continuous assessment
60% Written examination
Across the Globe (2011) Maureen Rabotin, The
Decision to Trust: How Leaders Create High-
Trust Organizations (2011)
by Robert F. Hurley,
Culture shock! France (edition 9) Sally
Adamson Taylor, France Society and culture
complete report (World trade press)
Passport France (3
rd
edition) Nadine Joseph
Understanding the French Culture and Business Environment
Meet the team…
Kate Holiday is a Language specialist with 25 years'
experience of working in France in a bilingual and
multicultural environment: aerospace, civil engineering,
human resources and in the wine industry. Master 2 degree
gained at Bordeaux Victor Segalen University in Educational
Science, majoring in Social Psychology.
Dobrina Ramphort is a multilingual lawyer and specializes in
global business implementation strategies, having lived and
worked in many countries across the world. She is
an Associate Professor in Business in Business schools
Estelle Gasnier is French and Canadian. Extensive work
experience in the US, Canadian, Belgium and French
environment and multicultural teams (retail, aerospace,
consulting, education, human resources).
Lindsay Walker is a Business Manager with in-depth
experience gained in major blue-chip companies. A highly
effective communicator, Lindsay now trains and consults in
the Toulouse area. Her specialties lie in the fields of Sales
and Marketing, Negotiation, International Business, Cultural
Awareness and Digital technologies
Hannah Havas is an international coach and trainer
specializing in presentations and creativity. Using the power
of storytelling she works with leaders and organizations
bringing their ideas to life, achieving clarity and engaging
communication across diverse teams.
Semester 2
2015-2016 / DPT: Marketing and International Business / Business Simulation
Module “MONDIAL MANAGER” SIMULATION
Credit Value (ECTS) 4
Contact Hours 30
Course Objectives
The key objective of this course is to provide students with the opportunity to apply the tools and techniques which they have
studied in the international trade course in order to confirm their knowledge through ‘hands on’ experience.
On completion of the simulation, students should be well equiped to undertake basic import/export support functions for
companies dealing internationally.
Learning Goals and Intended Learning Outcomes (ILOs)
Objectives Level Achieved
ILO 1: Our graduates will acquire disciplined-based knowledge in core
management fields
The course will develop students’ understanding
of the potential difficulties encountered in
international trade. Through the application of
tools which are available to help companies to
deal with these difficulties, they will be better
equiped to make appropriate choices in their
international development activities.
ILO 2: Our graduates will acquire problem-solving techniques and be
able to analyse and solve business problems. They will be able to
conduct methodical analyses that address management issues.
Students will work on a concrete case of business
development. They willl develop their capacity to
analyse data, balance cost and risk factors and
ensure coherence in their strategic choices.
ILO 3: Our graduates will be effective communicators both orally and in
writing
Students will be required to present a written
analyses of the simultation and defend their
conclusions. The evaluation of their work will be
based on their capacity to explain their choices
and demonstrate their understanding of the
game in a clear and well structured manner.
ILO 4: Our graduates will be good and enterprising team players This simulation is undertaken in groups. Thus
students develop their capacity for team work,
developing their ideas, discussing their strategic
choices and presenting their conclusions
together.
ILO 5: Our graduates will have a global perspective, including
international issues and corporate social responsibility. They will also
develop an awareness and understanding of the cultural, legal, and
economics forces that impact international business.
The simulation is by nature international. The
experience will help students to better
understand the nature of the difficulties that they
will experience in foreign markets, including
cultural and economic differences and varying
levels of risk.
ILO 6: Our graduates will acquire operational industry-based knowledge This simulation is very operational. The objective
is to use the key tools of international trade that
students have studied previously, in order to
ensure that they are well understood, such that
students will subsequently be well equiped to use
them in industry.
ILO 7: Our graduates will develop social, self-development and learning-
to-learn capabilities
Through working together on concrete real world
problems, students will develop their capacity for
communication, debate and compromise in a
professional setting. The simulation will help
students to develop their capacity to analyse
complex problems, as a group. Through the
simulation, theoretical concepts become
concrete, which helps students to integrate their
learning into their decision making.
Skills Outcomes
• Evaluating the firm’s capacity to internationalize
• Undertaking effective market studies
• Balancing costs and effectiveness in entry mode choice.
• Evaluating all aspects of risk in international transactions
• Using the different tools available to manage financial risk – insurance, payment techniques...
• Using the different tools available to manage exchange rate risk
• Using international transport tools (insurance, Incoterms)
• Evaluating outcomes and adapting strategy to deal with difficulties
Prerequisite(s)
Students must have completed a course in International Trade in order to take part in the simulation
Expected Student Workload
Activity 1 (Simulation in groups) - 15 hrs
Activity 2 (preparatory work for simulation) – 15 hrs
Activité 3 (complementary reading) – 20 hrs
Teaching/Learning Methods
The simulation takes place over two days – a test session on the first day is followed by a full day playing the game, followed by
a final session to complete the report. At regular intervals, the results of the simulation are provided to students in order for
them to assess their progress. The students work autonomously, but are mentored by the game’s facilitator. The latter helps
them to identify key difficulties and problems as they emerge, but it is the group’s responsibility to seek solutions and adapt
their strategy to emerging constraints.
Assessment
The course will be evaluated on the basis of a report completed by the team at the end of the simulation. In principal, the mark
is a group mark, however, unjustified absences, lateness and lack of implication in the group will be subject to individual malus
marks. It is the students’ responsabiity to ensure their full attendance and to inform their group immediately of any unforeseen
hindrances to their participation.
In addition to marks for content, marks will be attributed to clarity, quality of presentation and brevity in report writing.
Subjects Studied
Student work together in groups to undertake a computerized simulation of international development. They have to decide on
several key elements of their import export strategy, including importing raw materials, choosing key markets and buying
production capacity. They also need to decide on issues like price, marketing strategy and risk coverage. They undertake one
test session and subsequently undertake four sessions of the simulation, representing a virtual year of activity.
Reading List and References
Financing Trade and International Supply Chains : Commerce Across Borders, Finance Across Frontiers.eBook
Malaket, Alexander R.. Gower. 2014. Available through the EBSCO electronic book platform.
Module Leader/ Academic Team
Module Leader : Dr Louise CURRAN.
Academic team: Dr Louise CURRAN, Dr Andrew BARRON, Jessica JEAN, Stephanie ESCALAS
2015-2016 / DPT: Marketing and International Business / Applied Marketing Strategy
Module APPLIED MARKETING STRATEGY
Credit Value (ECTS) 4
Contact Hours 30
Course Objectives
- Knowing how to tackle a marketing case study from the diagnosis stage to the strategic and operational recommendations,
devising a marketing plan with its budget and schedule.
- Knowing how to capitalize on all the bachelor programme marketing teachings to put them into perspective.
- Being fully conscious of the role of marketing in a comprehensive CSR approach.
Learning Goals and Intended Learning Outcomes (ILOs)
Objectives Level Achieved
ILO 1: Our graduates will acquire disciplined-based
knowledge in core management fields
Advanced strategic marketing in required in the case studies
ILO 2: Our graduates will acquire problem-solving techniques
and be able to analyse and solve business problems. They
will be able to conduct methodical analyses that address
management issues.
Advanced analysis of the situations
ILO 3: Our graduates will be effective communicators both
orally and in writing
Advanced level: both written and oral operational
professional communication in the case discussions and
case resolution
ILO 4: Our graduates will be good and enterprising team
players
Class discussions cas be prepared in groups
ILO 5: Our graduates will have a global perspective, including
international issues and corporate social responsibility. They
will also develop an awareness and understanding of the
cultural, legal, and economics forces that impact
international business.
CSR should be integrated into the recommendations,
international dimension is not covered
ILO 6: Our graduates will acquire operational industry-based
knowledge
No industry is specifically focused but the analytical and
strategic and operational skills developed in the module are
used in most marketing positions
ILO 7: Our graduates will develop social, self-development
and learning-to-learn capabilities
Cooperating with class mates in the case preparations &
class discussions
Skills Outcomes
• Understanding the key concepts of marketing strategy: segmentation, targeting, positioning and their
implementation.
• Understanding the challenges of branding and what is at stake for producers, consumers and retailers in
branding.
• Developing a systematic analytical approach to assess a brand’s or company’s external and internal environment
• Diagnosing the brand’s comprehensive situation
• Recommending strategic steps to tackle the brand’s issues
• Recommending operational measures on each of the Ps to improve the brand’s situation
• Costing these operational steps
• Scheduling them into a consistent marketing policy
Prerequisite(s)
A good command of the fundamentals of product and services marketing is necessary
Expected Student Workload
- Lectures: 12 hrs
- Case discussions in class: 18 hrs
- Readings: 5hrs30
- Preparing the case studies before class: 60 hrs
- Exam: 4hrs30
Teaching/Learning Methods
The module will consist of four lectures, and six case studies sessions discussed in class as a flipped classroom, where the
concepts and tools outlined in the lectures will be implemented, in a case study format, with students working in groups.
In order to benefit from the course, it is vital that students prepare the cases in advance. The cases will be handed out each
session for the next.
Assessment
Continuous assessment : multiple choice questionnaire: 40%
Final exam: case study: 60%
Subjects Studied
6. Marketing strategy: segmentation, targeting, positioning
7. Branding
8. The case study method
9. Demonstration of a case study
5/6. Tropicana case
7.8 Nature & Découvertes Case
9/10. MacDonald’s case
Reading List and References
1. Clow K., Baack D., 2012, Cases in marketing management, Sage , 2011.
2. Burk Wood M., Marketing planning: principles into practice, Pearson 2004.
3. LOVELOCK Christopher, WIRTZ Jochen, (2010), Services Marketing, Pearson Education, 648 p.
4. BRASSINGTON Frances, PETTITT Stephen, Principles of Marketing, (2006), Pearson Education, p 1052- 1094.
Module Leader/Academic Team
Module Leader: Dr Laurence Bundy
Academic Team: Dr Stéphane Bernard, Elisabeth Bertrand-Dausset, Dr Laurence Bundy, Dr Geneviève Cazes-Valette, Elisabeth
De La Taille, Lynda Racher, Emmanuelle Rouzet, Karine Villeneuve
2015-2016 / DPT: Marketing and International Business / Sales Management and Negotiation
Module SALES MANAGEMENT AND NEGOTIATION
Credit Value (ECTS) 4
Contact Hours 30
Course Objectives
? Preparing students to proactive sales in B to B contexts with resellers or in the case of industrial services or products
sales.
? Knowing the nuts and bolts of negotiation and knowing how to avoid its pitfalls
? Designing a sales force control system,
? Knowing how to recruit, train and manage a sales force
? Learning the method to monitor and control the sales team’s performances.
Learning Goals and Intended Learning Outcomes (ILOs)
Objectives Level Achieved
ILO 1: Our graduates will acquire disciplined-based
knowledge in core management fields
Advanced level: learning operational methods and tools
enabling to effectively manage a sales force
ILO 2: Our graduates will acquire problem-solving techniques
and be able to analyse and solve business problems. They
will be able to conduct methodical analyses that address
management issues.
Advanced level: personal research on the different
solutions offered to sa sales manager.
The techniques are implemented in business deals
negotiations
ILO 3: Our graduates will be effective communicators both
orally and in writing
Advanced level:
? Written communication:
? Creating written communnication supports like powerpoint
presentations.
Writing a comprehensive negotiation file
Creating sales support tools
Oral communication:
Presenting orally a management topic
Negotiation interviews simulations
ILO 4: Our graduates will be good and enterprising team
players
Advanced level:
All personal assignments in this module are tackled in teams
Knowing how to foster and lead a debate
Cooperating in the class mates’ simulations
Analysing the class mates’ performances to give them
contructive feedback.
ILO 5: Our graduates will have a global perspective, including
international issues and corporate social responsibility. They
will also develop an awareness and understanding of the
cultural, legal, and economics forces that impact
international business.
International issues not covered in this module
ILO 6: Our graduates will acquire operational industry-based
knowledge
No specific industry covered in this module but the skills
learnt are applied in B2B sales and purchasing situations
ILO 7: Our graduates will develop social, self-development
and learning-to-learn capabilities
Intermediary level :
Running team assignments
Taking part into debates
The reversed classroom approach enables to learn how to
learn before class.
A self-ananlysis is required after the sales simulation
Skills Outcomes
• Understanding the the key stages in face-to-face negotiation and being able to implement then
effecively
• Preparing sales negotiation support material
• Understanding the different sales functions open in a company.
• Undertaking how a sales force can be legally organised
• Understanding the key stages and factors to include in the selection and training process of sales
people.
• Understanding the different types of objectives a sales force can be set, the principles of a sales
force rewarding system and the behaviours it induces
Prerequisite(s)
B2C reactive sales methods
Expected Student Workload
Face-to- face teaching: 30 hrs
Exam: 2 hrs
Revisions: 8 hrs
Preparing the presentation (research + creating the visual aids) : 30 hrs
Writing the negotiation file: 30 hrs
Teaching/Learning Methods
Lectures
Flipped classroom
Simulation games
Assessment
Continuous assessment: 70% : Sales negotiation simulation & managerial presentation
Final exam: 30% : “textbook questions”
Subjects Studied
Sales Force Management
1 The sales functions and its challenges for the company
2 Sales force organisations and status in France
3 Sales force objectives
4 Recruiting and training the sales force
5 Compensating and rewarding the sales force
Commercial Negotiation
Hooking the customer
Questioning strategy : SPIS
How to rely on the customer’s explicit and implicit questions
Sales pitch in the context of complex sales
Negotiation strategies
Concluding and closing a negotiation
Reading List and References
Everything is negotiable, Gavin Kennedy, 1990
Negotiation and conflict resolution, Harvard Business Review, 2000
Getting to Yes: Negotiating Agreement Without Giving In - Roger Fisher , William L. Ury 2009
Mastering the Complex Sale: How to Compete and Win when the Stakes are High! - Jeff Thull 2011
The Economist
“ Sales Force Management” 8th Edition, Johnston & Marshall, 2004
“Management of a Sales Force” 11th Edition, Spiro, Stanton & Rich, 2004
Module Leader/Academic Team
Module Leader: Murielle Cabrol.
Academic Team: Murielle Cabrol, Olivier Cussac, Daniel Fabre, Emmanuelle Rouzet, Christian Salvador, Olivier Rivère, Ben
Trapman, Lindsay Walker
2015-2016 / DPT : Strategy and Entrepreneurship / Business Creation and Business Plan
Module BUSINESS CREATION AND BUSINESS PLAN
Credit Value (ECTS) 4
Contact Hours 30
Course Objectives
The module is divided into two related parts: Business Creation and Business Plan.
The objective is to introduce the student to business creation by addressing strategic and financial issues and
mobilizing knowledge and tools useful to start a business and to translate its strategy to financial information.
Learning Goals and Intended Learning Outcomes (ILOs)
Objectives Level Achieved
ILO 1: Our graduates will acquire disciplined-based knowledge in core
management fields
?
ILO 2: Our graduates will acquire problem-solving techniques and be
able to analyse and solve business problems. They will be able to
conduct methodical analyses that address management issues.
?
ILO 3: Our graduates will be effective communicators both orally and in
writing
?
ILO 4: Our graduates will be good and enterprising team players
?
ILO 5: Our graduates will have a global perspective, including
international issues and corporate social responsibility. They will also
develop an awareness and understanding of the cultural, legal, and
economics forces that impact international business.
ILO 6: Our graduates will acquire operational industry-based knowledge
ILO 7: Our graduates will develop social, self-development and learning-
to-learn capabilities
Skills Outcomes
Business Creation:
Academic:
- Understanding of the principles of business creation
- Ability to combine quantitative and qualitative elements in an analysis
- Understanding of the financial issues of the launch of a company
Technical:
- Identification and development of business opportunities
- Use of methods and tools for business creation
- Ability to work in start-ups
Business Plan:
Academic :
To Understand the importance and objectives of a business plan
To Understand the influence of the external environment
To deploy its medium-term strategy
Technical :
To Perform financial projections in line with the project
To learn how to defend his business plan and convince bankers
Prerequisite(s)
Basic knowledge of financial accounting and analysis, market study and law.
Expected Student Workload
- Lectures: 30 hrs
- Pre- and post-course readings: 10 hrs
- Projects / group work etc.: 20 hrs
- Exam preparation: 15 hrs
Teaching/Learning Methods
Business Creation:
- Lectures
- Case studies
Business Plan:
- Lectures
- Supervised group work on business plan project.
Assessment
Continuous Assessment: 40%
Individual Examination: 60%
Subjects Studied
Business Creation:
The purpose of this module is to introduce students to entrepreneurship. The introduction will reflect on the
question "Why entrepreneurship?" and discuss entrepreneurs profiles.
The first part of the course will consider the transition from an idea to a business opportunity. Lectures will focus on
ideas and opportunities, feasibility studies (business and technical) and the resources required to materialize an
opportunity. This will involve considering business model implications.
The second part of the course will consider transforming the opportunity into a business. Sources of financing
available for start-up will be discussed, as will legal aspects. Emphasis will also be placed business creation support
and the opportunity of soliciting such support.
Business Plan:
This course introduces the fundamentals of Business plan, management tool and forecasting essential to the
business, both in the business creation phase and in the development phase, or even for case of transfer of
business. It will use this tool and put it into practice on a case concrete, which was designed to that students can
simulate the creation of their own business.
Reading List and References
On the theme Business Creation:
- Barringer, B. R. and Ireland, R. D. (2012). Entrepreneurship: Successfully Launching New Ventures: Global Edition
(4th ed.), Pearson Education.
- Scarborough, Wilson and Zimmerer (2009), Effective Small Business Management 9th ed., Pearson International
Education
On the theme Business Plan:
- Scarborough N.M. (2011), Essentials of entrepreneurship and small business management, Pearson.
- Storey D.J., Green F.J. (2010), Small business and entrepreneurship, Pearson Education.
- Pinson L. (2001), Anatomy of a business plan: A step-by-step guide to building a business and securing your
company’s future, Dearborn.
www.bplans.com
www.businessplans.org
Module Leader/Academic Team
Module Leaders: Dr Gael Gueguen and Dr Sami El Omari
Academic Team: Dr Anderson SENY KAN, Yvon SCHOLAERT
2105-2016 /DPT : Information, Operations and Management Sciences/ Supply Chain Management and
Purchasing
Module SUPPLY CHAIN MANAGEMENT AND PURCHASING
Credit Value (ECTS) 4
Contact Hours 30
Course Objectives
Supply Chain Management defines all the resources, means, methods, tools and techniques designed to control
most effectively the suppliers, manufacturers, warehouses and stores.
? The first major objective of this module is to present how companies can design and manage their supply
chain in order to match supply and demand, a fundamental problem in the management of any
organization. Indeed, a non-answered request implies a loss of income for a company. At the same time, a
supply larger than the demand faced by the firm implies a wasteful use of resources. Therefore the
continuous search for a better adjustment of supply and demand (in quantities, in delays, features and
functionality of products ...) is a significant source of competitive advantages (cost, differentiation,
reactivity, ...). To achieve this objective, companies must continuously implement a set of concepts, models
and rigorous methods in accordance with the operational strategies they have defined. These are the
concepts, models and methods that will be discussed and studied in this course. Their objectives are, firstly,
to help managers in their decision making (eg what to produce, at what cost, how much to stock, what
production capacity should be established and when it should be used, which providers. ..) and, secondly, to
produce information needed for the system control and improvement (eg average waiting time for
customers, number of defective deliveries ...). Knowing when and how to apply these operations
management tools is the heart of knowledge that you will acquire during our lessons.
? The second major objective of this module is to present the main issues and the operational purchasing
management methods. The purchasing and supply chain management departments are closely related and
complementary to improve the companies’ performance. Purchasing management is defined as the overall
management of the procurement process: identification of internal needs, supplier selection, contract,
monitoring and supplier performance. Purchases are located upstream of the supply chain. In an
environment where a larger and larger proportion of the production process is outsourced, the purchases
management quality is impacting more heavily on the performance of the supply chain and more generally
in the business success.
Learning Goals and Intended Learning Outcomes (ILOs)
Objectives Level Achieved
ILO 1: Our graduates will acquire disciplined-based knowledge in
core management fields
?
ILO 2: Our graduates will acquire problem-solving techniques and
be able to analyse and solve business problems. They will be able
to conduct methodical analyses that address management
issues.
?
ILO 3: Our graduates will be effective communicators both orally
and in writing
?
ILO 4: Our graduates will be good and enterprising team players
?
ILO 5: Our graduates will have a global perspective, including
international issues and corporate social responsibility. They will
also develop an awareness and understanding of the cultural,
legal, and economics forces that impact international business.
ILO 6: Our graduates will acquire operational industry-based
knowledge
?
ILO 7: Our graduates will develop social, self-development and
learning-to-learn capabilities
Skills Outcomes
General Skills
- Analyze and summarize complex information
- Apply the acquired notions
- Make decisions
- Develop a critical analysis
- Understand a company’s organization
- Oral and written communication
- Team work
Specific skills
- Perform a flow analysis
- Manage your Stock
- Evaluate and choose a production plan
- Match supply and demand
- Apply MRP
- Evaluate and choose your suppliers
- Make-or-buy analysis
Prerequisites
Basic statistic knowledge on the average, standard deviation and normal distribution is recommended.
Expected Student Workload
? Lectures = 30 hrs
? Team work, class presentations = 20 hrs
? Individual work for business cases = 20 hrs
? Final exam (4 hrs) and its preparation (26 hrs) = 30 hrs
Teaching/Learning Methods
Lectures
Student presentations
Case studies, applications and exercises
Assessment
40% Presentation: Prepare a presentation on a given supply chain topic in groups and present it in class
60% Formal Exam: End-of-Semester final examination
Subjects Studied
For general guidance purposes the main subjects treated over the course are :
- The supply competitiveness (quantity, quality, delay , cost and flexibility) and its challenges.
- Flow analysis
- Process capacity, capacity management.
- Inventory management: the economic order quantity, replenishment policies, the safety stock.
- Performance Improvement: Lean Manufacturing.
- Purchasing and the supply chain
- Purchasing activities, analysis and segmentation
- Main Purchasing decisions : make-or-buy, total purchasing cost, Supplier selection and evaluation methods
- International purchasing.
Reading List and References
- « Matching Supply with Demand, An Introduction to Operations Management », G. Cachon et Ch. Terwiesch,
McGraw-Hill, 3
ème
Ed. 2011.
- “Operations Management”, N. Slack, N. Chambers, et R. Johnston, Prentice Hall, 6ème Ed. 2010
- « Production Operations Management », W. Stevenson, Mc Graw-Hill, 9ème Ed. 2007.
Module Leader/Academic Team
Module Leaders: Dr. Lotte Berghman and Dr. Miguel Urdanoz
Academic Team: Dr. Lotte Berghman, Dr. Miguel Urdanoz, Patrick Drugeon, Stéphanie Escalas and Jessica Jean
doc_480720560.pdf
In this particular file related to strategy and entrepreneurship business creation and business plan.
2015 – 2016
CORE COURSES
CORE PROGRAMME
(YEAR 3) – 2015-2016
MODULES
Semester 1
ECTS
Semester 2
ECTS
? Financial Analysis (Analyse Financière) – 30 hrs
4
? Business Simulation (Mondial Manager) – 30 hrs
4
? Service Marketing and Panels (Marketing des services et Panels) – 30 hrs
4
? Applied Marketing Strategy (Stratégie Marketing Appliquée) – 30 hrs
4
? Sales Management & Negotiation (Négociation & Management Commercial)- 30
hrs
4
? International Trade (Commerce International) - 30 hrs
4
? Business Creation & Business Plan (Création d’entreprise & Business Plan) – 30
hrs
4
? Supply Chain Management & Purchasing (Logistique et Achats) – 30 hrs
4
? Team Management (Management des équipes) – 30 hrs
4
? French for Exchange Students (Français Langue Etrangère) – 15 hrs
2
2
? English (Anglais) – 15 hrs
2
2
? 2 to 4 Electives (4 ECTS each) – 30 hrs
4 to 8
4 to 8
? Understanding The French Culture & Business Environment – 40 hrs
6
? French Business Practices: A Cross-cultural Approach – 40 hrs
6
Semester 1
2015-2016 / DPT: Management Control, Accounting and Audit / Financial Analysis
Module FINANCIAL ANALYSIS
Credit Value (ECTS) 4
Contact Hours 30
Course Objectives
The purpose of this course is to get acquainted with principles of corporate finance. It covers understanding
financial analysis, as well as investments and projects appraisal.
Learning Goals and Intended Learning Outcomes (ILOs)
Objectives Level Achieved
ILO 1: Our graduates will acquire disciplined-based knowledge in
core management fields
?
ILO 2: Our graduates will acquire problem-solving techniques and
be able to analyse and solve business problems. They will be able
to conduct methodical analyses that address management
issues.
?
ILO 3: Our graduates will be effective communicators both orally
and in writing
?
ILO 4: Our graduates will be good and enterprising team players
?
ILO 5: Our graduates will have a global perspective, including
international issues and corporate social responsibility. They will
also develop an awareness and understanding of the cultural,
legal, and economics forces that impact international business.
ILO 6: Our graduates will acquire operational industry-based
knowledge
ILO 7: Our graduates will develop social, self-development and
learning-to-learn capabilities
Skills Outcomes
Academic:
Understand the value creation process
Undertand the financial process of the firm
Technical:
Analyze the financial situation of the firm
Analyze the financial ratios and indicators
Prerequisites
Principles of accounting, a global understanding of financial mechanisms
Expected Student Workload
- Lectures: 30 hrs
- Pre- and post-course readings: 10 hrs
- Projects / group work etc.: 20 hrs
- Exam preparation: 15 hrs
Teaching/Learning Methods
- Lectures
- Case studies
Assessment
Continuous Assessment: 40%
Individual Examination: 60%
Subjects Studied
Introducing Finance
The finance function in firms
Cash: lifeblood of the business
Emergence of financial management
The Financial Environment
Financial markets
Financial services sector
Stock exchanges
Working with Financial Statements
Ratios and financial indicators
Case: analysis of an income statement and a balance sheet
Measuring wealth
Investment Appraisal and Selection Process
What cash flow to consider?
Understanding the Weighted Average Cost of Capital (WACC)
Computing NPV
Reading List and References
Recommended books:
? Main book : Principles of Corporate Finance (Brealey/Myers), Pearson
? Alternate readings : Business Finance: Theory and Practice (Broché / Financial Times Management)
Module Leader/Academic Team
Hugues DORISON, Françoise RANTET, Yvon SCHOALERT
2015-2016 / DPT: Marketing and International Business / Services Marketing and Panels
Module SERVICES MARKETING AND PANELS
Credit Value (ECTS) 4
Contact Hours 30
Course Objectives
This modules entails two distinct parts:
Services Marketing:
- Understanding the specifics of a service company and the mix it will use
- Knowing how to analyse a service company’s situations to recommend actions in order to improve its performances
Panels
- Understanding the principle of the different panels
- Knowing the different indicators supplied and understanding how they combine in order to diagnose a brand’s
situation and recommend corrective actions
Learning Goals and Intended Learning Outcomes (ILOs)
Objectives Level Achieved
ILO 1: Our graduates will acquire disciplined-based
knowledge in core management fields
Advanced level in both fields thanks to a combination of
lectures and hands on implementation
ILO 2: Our graduates will acquire problem-solving techniques
and be able to analyse and solve business problems. They
will be able to conduct methodical analyses that address
management issues.
Advanced analytics through field studies
ILO 3: Our graduates will be effective communicators both
orally and in writing
Advanced operational and professional oral and written
communication in the presentation of the service field study
ILO 4: Our graduates will be good and enterprising team
players
Advanced team cooperation in the term project
ILO 5: Our graduates will have a global perspective, including
international issues and corporate social responsibility. They
will also develop an awareness and understanding of the
cultural, legal, and economics forces that impact
international business.
NA
ILO 6: Our graduates will acquire operational industry-based
knowledge
Advanced understanding of the service industry’s issues +
advanced analytical skills developed in corporate analysis
and marketing indicators
ILO 7: Our graduates will develop social, self-development
and learning-to-learn capabilities
Hands on implementations are the opportunity to
immediately apply the concepts learnt
Skills Outcomes
• Understanding the key characteristics of the services marketing.
• Understanding the concept of positioning applied to services
• Understanding the different mix elements that are specific to services: what they are and how to
use them.
• Diagnosing and assessing the marketing performances of a service company
• Reccommending appropriate corrective actions
• Understanding how panels work.
• Understanding the indicators provided by consumer panels, retailer panels and audience panels
• Assessing a brand’s performance on these different indicators
• Mastering marketing analytics
• Recommending corrective actions based on this assessment
Prerequisite(s)
Basic marketing knowledge is required in this course
Expected Student Workload
Services Marketing
- Lectures: 12 hrs
- Presenting the group projects: 3 hrs
- Reading: 5 hrs
- Group field project: 30 hrs
Panels
- Lectures: 9 hrs
- Hands on practice: 6 hrs
- Personal work: 33 hrs
- Final exam: 2 hrs
Teaching/Learning Methods
Lectures
Tutorials
Field study
In order to take full benefit from the tutorials, it is vital that student learn their lecture notes before the tutorials.
Assessment
The course will be evaluated on the basis of two elements:
- An individual, closed book, exam on panels (60%) –
- A group assingment on services marketing: auditing a real-life service company (40%)
Subjects Studied
Services Marketing
1 Introduction: what are services, services marketing strategy,
a specific mix
2 Product: core & supplementary services, Pricing and yield
management, place: distributing services through physical &
electronic channels
3 Physical environment: managing the serviscape,
people: managing employees and consumers
4 promotion: educating consumers and promoting the
value proposition, process and productivity/ quality:
servuction & blue printing, improving the service
productivity without impairing its quality
5 field study oral presentations
Panels
1 Introduction: what are panels, how do they work? Retailer
panels
2 Retailer panels in practice
3 Consumer panels
4 Consumer panels in practice
5 Audience panels and diagnosing a brand and market
through panels indicators
Reading List and References
- LOVELOCK Christopher, WIRTZ Jochen, (2010), Services Marketing, Pearson Education, 648 p.
- BRASSINGTON Frances, PETTITT Stephen, Principles of Marketing,(2006), Pearson Education, p 1052- 1094.
Module Leader/Academic Team
Module Leader: Dr Laurence Bundy.
Academic Team: Elisabeth Bertrand-Dausset, Dr Sylvie Borau, Dr Laurence Bundy, Murielle Cabrol, Emmaneulle Rouzet,
Kairine Villeneuve
2015-2016 / DPT: Marketing and International Business / International Trade
Module INTERNATIONAL TRADE
Credit Value (ECTS) 4
Contact Hours 30
Course Objectives
The key objective of this course is to provide an introduction to the opportunities and challenges for business in the global
economy, in particular in relation to international trade.
The course aims to ensure that students understand the key challenges of trading internationally, as well as introducing them
to the most important tools which reduce risk and uncertainty in international transactions.
On completion of the course students should be able to undertake basic import export support functions for companies
dealing internationally.
Learning Goals and Intended Learning Outcomes (ILOs)
Objectives Level Achieved
ILO 1: Our graduates will acquire disciplined-based
knowledge in core management fields
The course will develop students’ knowledge of the
potential difficulties encountered in international trade, as
well as the tools which are available to help companies to
deal with these difficulties and avoid some pitfalls of
international development.
ILO 2: Our graduates will acquire problem-solving techniques
and be able to analyse and solve business problems. They
will be able to conduct methodical analyses that address
management issues.
Students will work on several concrete case studies, where
they will develop their analytical capacity and propose
concrete solutions to ‘real world’ problems.
ILO 3: Our graduates will be effective communicators both
orally and in writing
Students will develop their skills in oral and written
communication in this course. They will be required to
present the their analyses of the cases to their peers and
defend their conclusions. In addition, they will be required
to hand in written conclusions after the case studies.
ILO 4: Our graduates will be good and enterprising team
players
Much of the case work in this course is undertaken in
groups. Thus students develop their capacity for team work,
working on their ideas and presenting their conclusions
together.
ILO 5: Our graduates will have a global perspective, including
international issues and corporate social responsibility. They
will also develop an awareness and understanding of the
cultural, legal, and economics forces that impact
international business.
This course is by its nature focused on international issues.
The key objective is to develop students’ knowledge of the
opportunities and difficulties which globalisaion provides
for companies. In this context, the course covers cultural,
legal and economic aspects of the global economy.
ILO 6: Our graduates will acquire operational industry-based
knowledge
This course covers many operational issues. The objective is
to explain and apply the key tools of international trade,
such that students will be equiped to use them in industry.
ILO 7: Our graduates will develop social, self-development
and learning-to-learn capabilities
Through working together on concrete real world problems,
students will develop their capacity for communication,
debate and compromise in a professional setting. The
course booklet includes several exercises and research
activities, which students must undertake in preparation for
lessons. These exercises wll help students to develop their
capacity to analyse complex problems, autonomously.
Skills Outcomes
• Understanding the key characteristics of the international business environment.
• Understanding trade policy and its impact on trade flows.
• Evaluating the firm’s capacity to internationalize
• Undertaking effecitive market studies
• Understanding different entry modes and their advantages and disadvantages.
• Understanding cultural differences
• Evaluating risk in international transactions
• Understanding the different tools available to manage risk – insurance, payment techniques...
• Evaluating exchange rate risk
• Managing exchange rate risk
• Understanding the key questions in international logistics
• Understanding international transport tools (insurance, Incoterms)
• Understanding key customs procedures (administrative requirements, tariffs..)
Prerequisite(s)
No particular prior knowledge is required for the course, apart from a reasonable understanding of key contemporary
developments in the global economy
Expected Student Workload
Lectures – 15 hrs
Activity 1 (case studies in groups) - 15 hrs
Activity 2 (preparatory work for case studies) – 10 hrs
Activité 3 (preparatory work for lectures) – 20 hrs
Activité 4 (complementary reading) – 20 hrs
Final exam and preparatory work – 20 hrs
Teaching/Learning Methods
The course will consist of five courses of lectures, class discussion and in-class exercises. This will be supplemented by five
practical case studies, where the concepts and tools outlined in the lectures will be examined in more detail, in a case study
format, with students working in groups.
In order to benefit from the course, it is vital that students prepare the courses and cases in advance. The background reading,
subjects for discussion and case material will be distributed as a Course Booklet in the first lecture, whuch will also be available
on C@mpus.
Assessment
The course will be evaluated on the basis of two elements:
- An individual, closed book, exam (60%)
- A mark for performance in the case studies. These are undertaken in groups in an open book format (40%).
Groups will be allocated at the beginning of the semester and students should undertake all case studies and group work in
those groups. The mark for case studies will be the average of the best 4 marks obtained. Unjustified absences will result in a
mark of zero. Lateness and lack of implication in the group will be subject to malus marks, while active and constructive
participation will be subject to bonus marks.
In all written work, marks will be attributed to clarity, quality of presentation and brevity.
Subjects Studied
1. The Context of International trade
2. First steps in International marketing
3. Managing international risk (1)
4. Managing international risk (2)
5. Logistics and international transport
Reading List and References
Financing Trade and International Supply Chains : Commerce Across Borders, Finance Across Frontiers.eBook
Malaket, Alexander R.. Gower. 2014. Available through the EBSCO electronic book platform.
Module Leader/Academic Team
Module Leader: Dr Louise CURRAN.
Academic Team: Dr Louise CURRAN, Dr Andrew BARRON, Jessica JEAN, Stephanie ESCALAS,
2015-2016 / DPT: CSR and Human Resources / Team Management
Module TEAM MANAGEMENT
Credit Value (ECTS) 4
Contact Hours 30
Course Objectives
Whilst leadership skills are critical for organisations at a strategic level, in this module we recognise that a team
leader’s day-to-day effectiveness depends on his or her interpersonal competence. Leadership is essentially about
getting the best out of people by ensuring that they have the ability to do their jobs and by creating and
maintaining working conditions in which they are motivated to be fully engaged in their work.
In addition to the importance of team management, this class aims at showing that meetings are central to the life
of a business. This module addresses the need for meetings to be both efficient and effective and aims to develop
in participants a range of competencies applicable to the contexts of operational, project planning and problem-
solving meetings.
The overall goal of this module, therefore, is for participants’ to become more effective as team leaders by
practicing the interactive skills they will need across a range of situations they will encounter in the workplace.
Participants will also learn to use tools, techniques and interactive skills to lead and contribute to positive meeting
outcomes and to use meetings to build more committed, effective teams.
Learning Goals and Intended Learning Outcomes (ILOs)
Objectives Level Achieved
ILO 1: Our graduates will acquire disciplined-based knowledge in
core management fields
?
ILO 2: Our graduates will acquire problem-solving techniques and
be able to analyse and solve business problems. They will be able
to conduct methodical analyses that address management
issues.
?
ILO 3: Our graduates will be effective communicators both orally
and in writing
?
ILO 4: Our graduates will be good and enterprising team players ?
ILO 5: Our graduates will have a global perspective, including
international issues and corporate social responsibility. They will
also develop an awareness and understanding of the cultural,
legal, and economics forces that impact international business.
ILO 6: Our graduates will acquire operational industry-based
knowledge
ILO 7: Our graduates will develop social, self-development and
learning-to-learn capabilities
Skills Outcomes
During the workshops students participate in interactive simulations to explore and develop their process and interpersonal
skills as team leaders and members. Students will also take part in a number of meeting simulations to explore, practice and
develop essential process and behavioral skills for meetings to be both efficient and effective
Prerequisites
HRM course
Expected student Workload
Teaching (Face to face): 30 hrs
Research and readings: 35 hrs
Teamwork: 35 hrs
Teaching/Learning Methods
One three-hour introductory lesson focused on “team management” (in full sections) followed by four three-hour workshops
(in half-sections). One three-hour introductory lesson focused on “how to conduct effective meetings” (with full sections)
followed by four three-hour workshops (in half-sections).
Assessment
? Continuous Assessment counts for 40% of the final mark: Continuous assessment based on on the skills and
engagement demonstrated by students during role-plays and critiquing discussions, on students’ ability to apply the
principles learnt in the interactive simulations and critiquing discussions.
? Individual examination counts for 60% of the final mark: oral presentation
Subjects Studied
What do we mean by team management?
? A review of historical and current thinking on motivation at work;
? Enduring principles and models of management;
? Core leadership behaviors ;
? Main tools and techniques for effective leadership
How to conduct effective meetings?
• Planning and preparing for meetings – practical considerations;
• The roles and responsibilities of leaders and participants;
• Interactive dynamics in meetings: constructive and dysfunctional behavior;
• Understanding and ‘exploiting’ individual team roles.
• Planning tools and techniques;
• Problem-solving and decision making tools and techniques;
• Capturing and organising information for informed decision-making;
• Action planning
Reading List and References
? The Manager’s Guide to Effective Meetings by Barbara Streibel. Published by McGraw Hill
? The Handbook of Communication Skills edited by Owen Hargie, 3
rd
Edition. Published by Routledge
? Getting to Yes - Negotiating Agreement Without Giving In, by Roger Fisher and William Ury, Pub Penguin Books
? Effective Time Management, by John Adair, Pub Pan Books
? ‘Mind Tools’ websitehttp://www.mindtools.com
? Develop Your Leadership Skills by John Adair, Published by Kogan-Page 2010
? Web article : John Adair : Action Centred Leadership ,http://www.thefreelibrary.com
? Managing by Henry Mintzberg. Published by FT Prentice Hall 2011
? Management Models Pocketbook by Dr Mike Clayton. Published by Management Pocketbooks Ltd. 2009
Module Leader/Academic Team
Module Leader: Dr Caroline Tillou
Academic team: Didier Machard, Antoine Espezel, John King.
BACHELOR IN MANAGEMENT PROGRAMME
B3 – Year 3
2015-2016
FALL
Understanding the French Culture and Business
Environment
Course Load :
40 hours
Trainers :
Hannah Havas, Dobrina Ramphort,
Kate Holiday, Estelle Gasnier, Lindsay Walker
Credits :
6 ECTS
1. Pre-requisite:
None
2. Module summary:
Throughout this module which is divided into 5
sections (see course planning) you will
experience a broad spectrum of understanding
French culture from history to today and how
that impacts the business environment and
beyond.
3. Objectives :
To understand how the elements of culture has
affected and influenced iconic French
Business’ from Airbus to Louis Vuitton, and
how we can work more effectively across
cultures with a deeper understanding of better
integration.
4. Learning outcomes :
On completion of this module students will
be able to appreciate the complexity of
integrating into a different culture and with a
deeper understanding of French society life
and business, they will be able to step away
from an abstract overview of ‘culture’ and
step into appreciation of a more concrete
view of people as individuals and the
capacity to apply this knowledge to their
future international business career.
5. Subjects studied:
Overview of French culture and habits
including; how the codes and values of
French society determine French business and
communication styles.
French History, Politics and the welfare
8. Course planning :
- Overview of French culture and habits x 3
sessions of 3hrs
History, politics and welfare system in France x
2 sessions of 2,5hrs
- Doing business in France and applying a job x
2 sessions of 3hrs
-French business within the Global business
market x 2 sessions of 3hrs + x 1 session of
4hrs
-Building teams across cultures x 2 sessions of
3hrs + x 1 session of 4hrs
9. Reading List :
Exploring Cultures : HOFSTEDE, Edward T
HALL, "Beyond Culture" and "Au contraire :
figuring out the French", Gilles ASSELIN and
Ruth MASTRON.
International Business: The new realities 3rd
edition; S.Gavugsil, G.Knight, J.Riesenberger,
Mind Your Manners : Managing Business
Culture in the New Global Europe-France:
Women in Culture, Business & Travel.
S. Tamer Cavusgil, Gary Knight, John
Riesenberger (2014) International Business:
The New Realities Prentice Hall, Kapferer,
Jean-Noel and Bastien, Vincent (2009) The
Luxury Strategy, Kogan Page, ISBN-10:
0749454776 Tungate, M. (2009) Luxury World,
Kogan Page
Culture Savvy: Working and Collaborating
system, including the impact these have had
in the past and how they are affecting business
conducted in today’s society.
French in the international business
market, including
Why culture matters in International Business
and also national, professional and corporate
cultures present in France. Through the study
of two industry sectors, Aviation and Fashion
and Luxury Goods,
Doing business in France,
including business culture, the management
styles compared with home countries,
meetings, communication styles, time
perception, dress code, women in business.
How to find a job in France, including better
understanding of the job market and conditions
in France: tips & tools, legal conditions, steps
to get an internship and/or a job.
Building teams across cultures, including
how culture affects high performing teams and
what we can personally take responsibility for
in order for teams to work more effectively
6. Teaching methods:
presentations, case studies, discussions,
experiential learning
7. Methods of assessment:
40% Continuous assessment
60% Written examination
Across the Globe (2011) Maureen Rabotin, The
Decision to Trust: How Leaders Create High-
Trust Organizations (2011)
by Robert F. Hurley,
Culture shock! France (edition 9) Sally
Adamson Taylor, France Society and culture
complete report (World trade press)
Passport France (3
rd
edition) Nadine Joseph
Understanding the French Culture and Business Environment
Meet the team…
Kate Holiday is a Language specialist with 25 years'
experience of working in France in a bilingual and
multicultural environment: aerospace, civil engineering,
human resources and in the wine industry. Master 2 degree
gained at Bordeaux Victor Segalen University in Educational
Science, majoring in Social Psychology.
Dobrina Ramphort is a multilingual lawyer and specializes in
global business implementation strategies, having lived and
worked in many countries across the world. She is
an Associate Professor in Business in Business schools
Estelle Gasnier is French and Canadian. Extensive work
experience in the US, Canadian, Belgium and French
environment and multicultural teams (retail, aerospace,
consulting, education, human resources).
Lindsay Walker is a Business Manager with in-depth
experience gained in major blue-chip companies. A highly
effective communicator, Lindsay now trains and consults in
the Toulouse area. Her specialties lie in the fields of Sales
and Marketing, Negotiation, International Business, Cultural
Awareness and Digital technologies
Hannah Havas is an international coach and trainer
specializing in presentations and creativity. Using the power
of storytelling she works with leaders and organizations
bringing their ideas to life, achieving clarity and engaging
communication across diverse teams.
Semester 2
2015-2016 / DPT: Marketing and International Business / Business Simulation
Module “MONDIAL MANAGER” SIMULATION
Credit Value (ECTS) 4
Contact Hours 30
Course Objectives
The key objective of this course is to provide students with the opportunity to apply the tools and techniques which they have
studied in the international trade course in order to confirm their knowledge through ‘hands on’ experience.
On completion of the simulation, students should be well equiped to undertake basic import/export support functions for
companies dealing internationally.
Learning Goals and Intended Learning Outcomes (ILOs)
Objectives Level Achieved
ILO 1: Our graduates will acquire disciplined-based knowledge in core
management fields
The course will develop students’ understanding
of the potential difficulties encountered in
international trade. Through the application of
tools which are available to help companies to
deal with these difficulties, they will be better
equiped to make appropriate choices in their
international development activities.
ILO 2: Our graduates will acquire problem-solving techniques and be
able to analyse and solve business problems. They will be able to
conduct methodical analyses that address management issues.
Students will work on a concrete case of business
development. They willl develop their capacity to
analyse data, balance cost and risk factors and
ensure coherence in their strategic choices.
ILO 3: Our graduates will be effective communicators both orally and in
writing
Students will be required to present a written
analyses of the simultation and defend their
conclusions. The evaluation of their work will be
based on their capacity to explain their choices
and demonstrate their understanding of the
game in a clear and well structured manner.
ILO 4: Our graduates will be good and enterprising team players This simulation is undertaken in groups. Thus
students develop their capacity for team work,
developing their ideas, discussing their strategic
choices and presenting their conclusions
together.
ILO 5: Our graduates will have a global perspective, including
international issues and corporate social responsibility. They will also
develop an awareness and understanding of the cultural, legal, and
economics forces that impact international business.
The simulation is by nature international. The
experience will help students to better
understand the nature of the difficulties that they
will experience in foreign markets, including
cultural and economic differences and varying
levels of risk.
ILO 6: Our graduates will acquire operational industry-based knowledge This simulation is very operational. The objective
is to use the key tools of international trade that
students have studied previously, in order to
ensure that they are well understood, such that
students will subsequently be well equiped to use
them in industry.
ILO 7: Our graduates will develop social, self-development and learning-
to-learn capabilities
Through working together on concrete real world
problems, students will develop their capacity for
communication, debate and compromise in a
professional setting. The simulation will help
students to develop their capacity to analyse
complex problems, as a group. Through the
simulation, theoretical concepts become
concrete, which helps students to integrate their
learning into their decision making.
Skills Outcomes
• Evaluating the firm’s capacity to internationalize
• Undertaking effective market studies
• Balancing costs and effectiveness in entry mode choice.
• Evaluating all aspects of risk in international transactions
• Using the different tools available to manage financial risk – insurance, payment techniques...
• Using the different tools available to manage exchange rate risk
• Using international transport tools (insurance, Incoterms)
• Evaluating outcomes and adapting strategy to deal with difficulties
Prerequisite(s)
Students must have completed a course in International Trade in order to take part in the simulation
Expected Student Workload
Activity 1 (Simulation in groups) - 15 hrs
Activity 2 (preparatory work for simulation) – 15 hrs
Activité 3 (complementary reading) – 20 hrs
Teaching/Learning Methods
The simulation takes place over two days – a test session on the first day is followed by a full day playing the game, followed by
a final session to complete the report. At regular intervals, the results of the simulation are provided to students in order for
them to assess their progress. The students work autonomously, but are mentored by the game’s facilitator. The latter helps
them to identify key difficulties and problems as they emerge, but it is the group’s responsibility to seek solutions and adapt
their strategy to emerging constraints.
Assessment
The course will be evaluated on the basis of a report completed by the team at the end of the simulation. In principal, the mark
is a group mark, however, unjustified absences, lateness and lack of implication in the group will be subject to individual malus
marks. It is the students’ responsabiity to ensure their full attendance and to inform their group immediately of any unforeseen
hindrances to their participation.
In addition to marks for content, marks will be attributed to clarity, quality of presentation and brevity in report writing.
Subjects Studied
Student work together in groups to undertake a computerized simulation of international development. They have to decide on
several key elements of their import export strategy, including importing raw materials, choosing key markets and buying
production capacity. They also need to decide on issues like price, marketing strategy and risk coverage. They undertake one
test session and subsequently undertake four sessions of the simulation, representing a virtual year of activity.
Reading List and References
Financing Trade and International Supply Chains : Commerce Across Borders, Finance Across Frontiers.eBook
Malaket, Alexander R.. Gower. 2014. Available through the EBSCO electronic book platform.
Module Leader/ Academic Team
Module Leader : Dr Louise CURRAN.
Academic team: Dr Louise CURRAN, Dr Andrew BARRON, Jessica JEAN, Stephanie ESCALAS
2015-2016 / DPT: Marketing and International Business / Applied Marketing Strategy
Module APPLIED MARKETING STRATEGY
Credit Value (ECTS) 4
Contact Hours 30
Course Objectives
- Knowing how to tackle a marketing case study from the diagnosis stage to the strategic and operational recommendations,
devising a marketing plan with its budget and schedule.
- Knowing how to capitalize on all the bachelor programme marketing teachings to put them into perspective.
- Being fully conscious of the role of marketing in a comprehensive CSR approach.
Learning Goals and Intended Learning Outcomes (ILOs)
Objectives Level Achieved
ILO 1: Our graduates will acquire disciplined-based
knowledge in core management fields
Advanced strategic marketing in required in the case studies
ILO 2: Our graduates will acquire problem-solving techniques
and be able to analyse and solve business problems. They
will be able to conduct methodical analyses that address
management issues.
Advanced analysis of the situations
ILO 3: Our graduates will be effective communicators both
orally and in writing
Advanced level: both written and oral operational
professional communication in the case discussions and
case resolution
ILO 4: Our graduates will be good and enterprising team
players
Class discussions cas be prepared in groups
ILO 5: Our graduates will have a global perspective, including
international issues and corporate social responsibility. They
will also develop an awareness and understanding of the
cultural, legal, and economics forces that impact
international business.
CSR should be integrated into the recommendations,
international dimension is not covered
ILO 6: Our graduates will acquire operational industry-based
knowledge
No industry is specifically focused but the analytical and
strategic and operational skills developed in the module are
used in most marketing positions
ILO 7: Our graduates will develop social, self-development
and learning-to-learn capabilities
Cooperating with class mates in the case preparations &
class discussions
Skills Outcomes
• Understanding the key concepts of marketing strategy: segmentation, targeting, positioning and their
implementation.
• Understanding the challenges of branding and what is at stake for producers, consumers and retailers in
branding.
• Developing a systematic analytical approach to assess a brand’s or company’s external and internal environment
• Diagnosing the brand’s comprehensive situation
• Recommending strategic steps to tackle the brand’s issues
• Recommending operational measures on each of the Ps to improve the brand’s situation
• Costing these operational steps
• Scheduling them into a consistent marketing policy
Prerequisite(s)
A good command of the fundamentals of product and services marketing is necessary
Expected Student Workload
- Lectures: 12 hrs
- Case discussions in class: 18 hrs
- Readings: 5hrs30
- Preparing the case studies before class: 60 hrs
- Exam: 4hrs30
Teaching/Learning Methods
The module will consist of four lectures, and six case studies sessions discussed in class as a flipped classroom, where the
concepts and tools outlined in the lectures will be implemented, in a case study format, with students working in groups.
In order to benefit from the course, it is vital that students prepare the cases in advance. The cases will be handed out each
session for the next.
Assessment
Continuous assessment : multiple choice questionnaire: 40%
Final exam: case study: 60%
Subjects Studied
6. Marketing strategy: segmentation, targeting, positioning
7. Branding
8. The case study method
9. Demonstration of a case study
5/6. Tropicana case
7.8 Nature & Découvertes Case
9/10. MacDonald’s case
Reading List and References
1. Clow K., Baack D., 2012, Cases in marketing management, Sage , 2011.
2. Burk Wood M., Marketing planning: principles into practice, Pearson 2004.
3. LOVELOCK Christopher, WIRTZ Jochen, (2010), Services Marketing, Pearson Education, 648 p.
4. BRASSINGTON Frances, PETTITT Stephen, Principles of Marketing, (2006), Pearson Education, p 1052- 1094.
Module Leader/Academic Team
Module Leader: Dr Laurence Bundy
Academic Team: Dr Stéphane Bernard, Elisabeth Bertrand-Dausset, Dr Laurence Bundy, Dr Geneviève Cazes-Valette, Elisabeth
De La Taille, Lynda Racher, Emmanuelle Rouzet, Karine Villeneuve
2015-2016 / DPT: Marketing and International Business / Sales Management and Negotiation
Module SALES MANAGEMENT AND NEGOTIATION
Credit Value (ECTS) 4
Contact Hours 30
Course Objectives
? Preparing students to proactive sales in B to B contexts with resellers or in the case of industrial services or products
sales.
? Knowing the nuts and bolts of negotiation and knowing how to avoid its pitfalls
? Designing a sales force control system,
? Knowing how to recruit, train and manage a sales force
? Learning the method to monitor and control the sales team’s performances.
Learning Goals and Intended Learning Outcomes (ILOs)
Objectives Level Achieved
ILO 1: Our graduates will acquire disciplined-based
knowledge in core management fields
Advanced level: learning operational methods and tools
enabling to effectively manage a sales force
ILO 2: Our graduates will acquire problem-solving techniques
and be able to analyse and solve business problems. They
will be able to conduct methodical analyses that address
management issues.
Advanced level: personal research on the different
solutions offered to sa sales manager.
The techniques are implemented in business deals
negotiations
ILO 3: Our graduates will be effective communicators both
orally and in writing
Advanced level:
? Written communication:
? Creating written communnication supports like powerpoint
presentations.
Writing a comprehensive negotiation file
Creating sales support tools
Oral communication:
Presenting orally a management topic
Negotiation interviews simulations
ILO 4: Our graduates will be good and enterprising team
players
Advanced level:
All personal assignments in this module are tackled in teams
Knowing how to foster and lead a debate
Cooperating in the class mates’ simulations
Analysing the class mates’ performances to give them
contructive feedback.
ILO 5: Our graduates will have a global perspective, including
international issues and corporate social responsibility. They
will also develop an awareness and understanding of the
cultural, legal, and economics forces that impact
international business.
International issues not covered in this module
ILO 6: Our graduates will acquire operational industry-based
knowledge
No specific industry covered in this module but the skills
learnt are applied in B2B sales and purchasing situations
ILO 7: Our graduates will develop social, self-development
and learning-to-learn capabilities
Intermediary level :
Running team assignments
Taking part into debates
The reversed classroom approach enables to learn how to
learn before class.
A self-ananlysis is required after the sales simulation
Skills Outcomes
• Understanding the the key stages in face-to-face negotiation and being able to implement then
effecively
• Preparing sales negotiation support material
• Understanding the different sales functions open in a company.
• Undertaking how a sales force can be legally organised
• Understanding the key stages and factors to include in the selection and training process of sales
people.
• Understanding the different types of objectives a sales force can be set, the principles of a sales
force rewarding system and the behaviours it induces
Prerequisite(s)
B2C reactive sales methods
Expected Student Workload
Face-to- face teaching: 30 hrs
Exam: 2 hrs
Revisions: 8 hrs
Preparing the presentation (research + creating the visual aids) : 30 hrs
Writing the negotiation file: 30 hrs
Teaching/Learning Methods
Lectures
Flipped classroom
Simulation games
Assessment
Continuous assessment: 70% : Sales negotiation simulation & managerial presentation
Final exam: 30% : “textbook questions”
Subjects Studied
Sales Force Management
1 The sales functions and its challenges for the company
2 Sales force organisations and status in France
3 Sales force objectives
4 Recruiting and training the sales force
5 Compensating and rewarding the sales force
Commercial Negotiation
Hooking the customer
Questioning strategy : SPIS
How to rely on the customer’s explicit and implicit questions
Sales pitch in the context of complex sales
Negotiation strategies
Concluding and closing a negotiation
Reading List and References
Everything is negotiable, Gavin Kennedy, 1990
Negotiation and conflict resolution, Harvard Business Review, 2000
Getting to Yes: Negotiating Agreement Without Giving In - Roger Fisher , William L. Ury 2009
Mastering the Complex Sale: How to Compete and Win when the Stakes are High! - Jeff Thull 2011
The Economist
“ Sales Force Management” 8th Edition, Johnston & Marshall, 2004
“Management of a Sales Force” 11th Edition, Spiro, Stanton & Rich, 2004
Module Leader/Academic Team
Module Leader: Murielle Cabrol.
Academic Team: Murielle Cabrol, Olivier Cussac, Daniel Fabre, Emmanuelle Rouzet, Christian Salvador, Olivier Rivère, Ben
Trapman, Lindsay Walker
2015-2016 / DPT : Strategy and Entrepreneurship / Business Creation and Business Plan
Module BUSINESS CREATION AND BUSINESS PLAN
Credit Value (ECTS) 4
Contact Hours 30
Course Objectives
The module is divided into two related parts: Business Creation and Business Plan.
The objective is to introduce the student to business creation by addressing strategic and financial issues and
mobilizing knowledge and tools useful to start a business and to translate its strategy to financial information.
Learning Goals and Intended Learning Outcomes (ILOs)
Objectives Level Achieved
ILO 1: Our graduates will acquire disciplined-based knowledge in core
management fields
?
ILO 2: Our graduates will acquire problem-solving techniques and be
able to analyse and solve business problems. They will be able to
conduct methodical analyses that address management issues.
?
ILO 3: Our graduates will be effective communicators both orally and in
writing
?
ILO 4: Our graduates will be good and enterprising team players
?
ILO 5: Our graduates will have a global perspective, including
international issues and corporate social responsibility. They will also
develop an awareness and understanding of the cultural, legal, and
economics forces that impact international business.
ILO 6: Our graduates will acquire operational industry-based knowledge
ILO 7: Our graduates will develop social, self-development and learning-
to-learn capabilities
Skills Outcomes
Business Creation:
Academic:
- Understanding of the principles of business creation
- Ability to combine quantitative and qualitative elements in an analysis
- Understanding of the financial issues of the launch of a company
Technical:
- Identification and development of business opportunities
- Use of methods and tools for business creation
- Ability to work in start-ups
Business Plan:
Academic :
To Understand the importance and objectives of a business plan
To Understand the influence of the external environment
To deploy its medium-term strategy
Technical :
To Perform financial projections in line with the project
To learn how to defend his business plan and convince bankers
Prerequisite(s)
Basic knowledge of financial accounting and analysis, market study and law.
Expected Student Workload
- Lectures: 30 hrs
- Pre- and post-course readings: 10 hrs
- Projects / group work etc.: 20 hrs
- Exam preparation: 15 hrs
Teaching/Learning Methods
Business Creation:
- Lectures
- Case studies
Business Plan:
- Lectures
- Supervised group work on business plan project.
Assessment
Continuous Assessment: 40%
Individual Examination: 60%
Subjects Studied
Business Creation:
The purpose of this module is to introduce students to entrepreneurship. The introduction will reflect on the
question "Why entrepreneurship?" and discuss entrepreneurs profiles.
The first part of the course will consider the transition from an idea to a business opportunity. Lectures will focus on
ideas and opportunities, feasibility studies (business and technical) and the resources required to materialize an
opportunity. This will involve considering business model implications.
The second part of the course will consider transforming the opportunity into a business. Sources of financing
available for start-up will be discussed, as will legal aspects. Emphasis will also be placed business creation support
and the opportunity of soliciting such support.
Business Plan:
This course introduces the fundamentals of Business plan, management tool and forecasting essential to the
business, both in the business creation phase and in the development phase, or even for case of transfer of
business. It will use this tool and put it into practice on a case concrete, which was designed to that students can
simulate the creation of their own business.
Reading List and References
On the theme Business Creation:
- Barringer, B. R. and Ireland, R. D. (2012). Entrepreneurship: Successfully Launching New Ventures: Global Edition
(4th ed.), Pearson Education.
- Scarborough, Wilson and Zimmerer (2009), Effective Small Business Management 9th ed., Pearson International
Education
On the theme Business Plan:
- Scarborough N.M. (2011), Essentials of entrepreneurship and small business management, Pearson.
- Storey D.J., Green F.J. (2010), Small business and entrepreneurship, Pearson Education.
- Pinson L. (2001), Anatomy of a business plan: A step-by-step guide to building a business and securing your
company’s future, Dearborn.
www.bplans.com
www.businessplans.org
Module Leader/Academic Team
Module Leaders: Dr Gael Gueguen and Dr Sami El Omari
Academic Team: Dr Anderson SENY KAN, Yvon SCHOLAERT
2105-2016 /DPT : Information, Operations and Management Sciences/ Supply Chain Management and
Purchasing
Module SUPPLY CHAIN MANAGEMENT AND PURCHASING
Credit Value (ECTS) 4
Contact Hours 30
Course Objectives
Supply Chain Management defines all the resources, means, methods, tools and techniques designed to control
most effectively the suppliers, manufacturers, warehouses and stores.
? The first major objective of this module is to present how companies can design and manage their supply
chain in order to match supply and demand, a fundamental problem in the management of any
organization. Indeed, a non-answered request implies a loss of income for a company. At the same time, a
supply larger than the demand faced by the firm implies a wasteful use of resources. Therefore the
continuous search for a better adjustment of supply and demand (in quantities, in delays, features and
functionality of products ...) is a significant source of competitive advantages (cost, differentiation,
reactivity, ...). To achieve this objective, companies must continuously implement a set of concepts, models
and rigorous methods in accordance with the operational strategies they have defined. These are the
concepts, models and methods that will be discussed and studied in this course. Their objectives are, firstly,
to help managers in their decision making (eg what to produce, at what cost, how much to stock, what
production capacity should be established and when it should be used, which providers. ..) and, secondly, to
produce information needed for the system control and improvement (eg average waiting time for
customers, number of defective deliveries ...). Knowing when and how to apply these operations
management tools is the heart of knowledge that you will acquire during our lessons.
? The second major objective of this module is to present the main issues and the operational purchasing
management methods. The purchasing and supply chain management departments are closely related and
complementary to improve the companies’ performance. Purchasing management is defined as the overall
management of the procurement process: identification of internal needs, supplier selection, contract,
monitoring and supplier performance. Purchases are located upstream of the supply chain. In an
environment where a larger and larger proportion of the production process is outsourced, the purchases
management quality is impacting more heavily on the performance of the supply chain and more generally
in the business success.
Learning Goals and Intended Learning Outcomes (ILOs)
Objectives Level Achieved
ILO 1: Our graduates will acquire disciplined-based knowledge in
core management fields
?
ILO 2: Our graduates will acquire problem-solving techniques and
be able to analyse and solve business problems. They will be able
to conduct methodical analyses that address management
issues.
?
ILO 3: Our graduates will be effective communicators both orally
and in writing
?
ILO 4: Our graduates will be good and enterprising team players
?
ILO 5: Our graduates will have a global perspective, including
international issues and corporate social responsibility. They will
also develop an awareness and understanding of the cultural,
legal, and economics forces that impact international business.
ILO 6: Our graduates will acquire operational industry-based
knowledge
?
ILO 7: Our graduates will develop social, self-development and
learning-to-learn capabilities
Skills Outcomes
General Skills
- Analyze and summarize complex information
- Apply the acquired notions
- Make decisions
- Develop a critical analysis
- Understand a company’s organization
- Oral and written communication
- Team work
Specific skills
- Perform a flow analysis
- Manage your Stock
- Evaluate and choose a production plan
- Match supply and demand
- Apply MRP
- Evaluate and choose your suppliers
- Make-or-buy analysis
Prerequisites
Basic statistic knowledge on the average, standard deviation and normal distribution is recommended.
Expected Student Workload
? Lectures = 30 hrs
? Team work, class presentations = 20 hrs
? Individual work for business cases = 20 hrs
? Final exam (4 hrs) and its preparation (26 hrs) = 30 hrs
Teaching/Learning Methods
Lectures
Student presentations
Case studies, applications and exercises
Assessment
40% Presentation: Prepare a presentation on a given supply chain topic in groups and present it in class
60% Formal Exam: End-of-Semester final examination
Subjects Studied
For general guidance purposes the main subjects treated over the course are :
- The supply competitiveness (quantity, quality, delay , cost and flexibility) and its challenges.
- Flow analysis
- Process capacity, capacity management.
- Inventory management: the economic order quantity, replenishment policies, the safety stock.
- Performance Improvement: Lean Manufacturing.
- Purchasing and the supply chain
- Purchasing activities, analysis and segmentation
- Main Purchasing decisions : make-or-buy, total purchasing cost, Supplier selection and evaluation methods
- International purchasing.
Reading List and References
- « Matching Supply with Demand, An Introduction to Operations Management », G. Cachon et Ch. Terwiesch,
McGraw-Hill, 3
ème
Ed. 2011.
- “Operations Management”, N. Slack, N. Chambers, et R. Johnston, Prentice Hall, 6ème Ed. 2010
- « Production Operations Management », W. Stevenson, Mc Graw-Hill, 9ème Ed. 2007.
Module Leader/Academic Team
Module Leaders: Dr. Lotte Berghman and Dr. Miguel Urdanoz
Academic Team: Dr. Lotte Berghman, Dr. Miguel Urdanoz, Patrick Drugeon, Stéphanie Escalas and Jessica Jean
doc_480720560.pdf