Code
MGFE MKT 7011
Level
M2
Field
Marketing, commercial
Language
Anglais/English
ECTS Credits
3
Class hours
20
Program Manager(s)
Department
- Management, Marketing et Stratégie
Educational team
Introduction to the module
This course provides students with the strategic and operational frameworks required to manage a high-performing sales force. It covers the entire sales management cycle, including recruitment, training, motivation, and performance evaluation of sales teams. Students will also explore sales forecasting, territory management, and the integration of CRM tools to optimize sales processes and achieve organizational growth.
Learning goals/Programme objectives
- 8. Développer une culture agile d’intelligence collective, inclusive et favorisant un leadership responsable
Objectifs d'apprentissage
- 1 - Master advanced and specialised uses of digital intelligence tools, ensuring their sustainable and responsible impact
- 2 - Produce and mobilise highly specialised knowledge, derived from critical thinking, in a field of expertise
- 3 - Communicate strategically in global and multicultural environments
- 5.2 - Lead or co-lead the development of an innovative, meaningful strategic vision, drawing on the potential of digital intelligence, within a set of identified constraints, to create the conditions for sustainable performance.
- 5.3 - Bring together and engage internal and external stakeholders in order to develop an internal and external network conducive to the strategic development of the organisation, while ensuring that interactions between management and the various operati
Sustainable Development Goals
SDG 8: Decent Work and Economic Growth
Justification: By focusing on the recruitment, training, and fair management of sales teams, the course promotes decent work and supports sustainable economic growth through effective and ethical commercial strategies.
SDG 12: Responsible Consumption and Production
Justification: The module addresses ethical sales techniques and the importance of aligning sales objectives with responsible consumption patterns, ensuring that sales forces promote products and services in a way that respects sustainability principles.
Number of SDG's addressed among the 17
3
Learning delivery
synchrone
Pedagogical methods
The course is based on a practical and interactive approach. It combines theoretical lectures on sales management strategies with hands-on workshops involving CRM simulations, territory planning, and sales forecasting. Students will engage in role-playing exercises to simulate recruitment interviews and sales coaching sessions, allowing them to apply management theories to real-world commercial scenarios.
Evaluation and grading system and catch up exams
100% Individaul Assingments and Oral Presentation
Module Policies
Professor-Student Communication
● The professor will contact the students through their school email address (IMT-BS/TSP) and the Moodle portal. No communication via personal email addresses will take place. It is the student responsibility to regularly check their IMT-BS/TSP mailbox.
● Students can communicate with the professor by emailing him/her to his institutional address. If necessary, it is possible to meet the professor in his office during office-hours or by appointment.
Students with accommodation needs
If a student has a disability that will prevent from completing the described work or require any kind of accommodation, he may inform the program director (with supporting documents) as soon as possible. Also, students are encouraged to discuss it with the professor.
Class behavior
● Out of courtesy for the professor and classmates, all mobile phones, electronic games or other devices that generate sound should be turned off during class.
● Students should avoid disruptive and disrespectful behavior such as: arriving late, leaving early, careless behavior (e.g. sleeping, reading a non-course material, using vulgar language, over-speaking, eating, drinking, etc.). A warning may be given on the first infraction of these rules. Repeated violators will be penalized and may face expulsion from the class and/or other disciplinary proceedings.
● The tolerated delay is 5 minutes. Attendance will be declared on Moodle during these 5 minutes via a QR code provided by the teacher at each course start.
● Student should arrive on time for exams and other assessments. No one will be allowed to enter the classroom once the first person has finished the exam and left the room. There is absolutely no exception to this rule. No student can continue to take an exam once the time is up. No student may leave the room during an examination unless he / she has finished and handed over all the documents.
● In the case of remote learning, the student must keep his camera on unless instructed otherwise by the professor.
Honor code
IMT-BS is committed to a policy of honesty in the academic community. Conduct that compromises this policy may result in academic and / or disciplinary sanctions. Students must refrain from cheating, lying, plagiarizing and stealing. This includes completing your own original work and giving credit to any other person whose ideas and printed materials (including those from the Internet) are paraphrased or quoted directly. Any student who violates or helps another student violate academic behavior standards will be penalized according to IMT-BS rules.
Keywords
1. Sales Management 2. CRM (Customer Relationship Management) 3. Team Leadership 4. Sales Performance 5. Territory Planning