Idea Transcript
! ! ! ! ! ! ! ! ! ! !
2016-2017 ACADEMIC YEAR * COURSE DESCRIPTION Toulouse Business School Barcelona
* This Syllabi may undergo some changes during the Academic year 2016-2017.
! ! ! ! ! ! ! ! ! ! !
SEMESTER 1 – FALL SEMESTER
!
2016%2017'/'Department:'Marketing'and'International'Business'/'Business'Simulation' ' Module'' “MONDIAL'MANAGER”'SIMULATION' Credit'Value'(ECTS)' 4' Contact'Hours' 15' 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!disciplinedFbased!knowledge!in!core! The!course!will!develop!students’!understanding! management!fields! 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!problemFsolving!techniques!and!be! Students!will!work!on!a!concrete!case!of!business! able!to!analyse!and!solve!business!problems.!They!will!be!able!to! development.!They!willl!develop!their!capacity!to! conduct!methodical!analyses!that!address!management!issues.! 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! Students!will!be!required!to!present!a!written! writing! 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! The!simulation!is!by!nature!international.!The! international!issues!and!corporate!social!responsibility.!They!will!also! experience!will!help!students!to!better! develop!an!awareness!and!understanding!of!the!cultural,!legal,!and! understand!the!nature!of!the!difficulties!that!they! economics!forces!that!impact!international!business.! will!experience!in!foreign!markets,!including! cultural!and!economic!differences!and!varying! levels!of!risk.! ILO!6:!Our!graduates!will!acquire!operational!industryFbased!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,!selfFdevelopment!and!learningF toFlearn!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)!F!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.!
!
!
B3#/#2016)2017#/#Department:#Management#Control,#Accounting#and#Audit#/#Financial#Analysis# # Module## Credit#Value#(ECTS)# Contact#Hours#
Financial#analysis# 4# 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#
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! #
Level#Achieved# # !# # !#
# !# !#
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#
! Readings!for!the!prerequisites!in!Financial!Accounting:! • Smith!B.!(2010).Introductory*Financial*Accounting*and*Reporting.!!McGraw@Hill!Education![E@book,!available! from:!eBook!Business!Collection!(EBSCOhost)!/!TBS’s!Website]! ! Recommended!books!for!the!Module:! ! Textbooks! • Robinson,!T.!R.,!van!Greuning,!H.,!Henry,!E.,!&!Broihahn,!M.!A.!(2009).!International*financial*statement* analysis.!John!Wiley!&!Sons.![(Chapters,!1,!2,!4,!5,!6,!7,!10,!11,!12!&!13)!E@Book!available!from:!eBook! Business!Collection!(EBSCOhost)!!/!TBS’s!Website]! • Brealey!R.A.,!Myers,!S.C.,!Allen,!F.!(2010).!Principles*of*Corporate*Finance.!10th!Edition,!McGraw@Hill![Part! Nine!Financial!Planning!and!Working!Capital!Management!/!Chapters!28@30]! ! Alternate!readings! • Mc!Laney,!E.!(2011).*Business*Finance:*Theory*and*Practice.!Pearson! # Module#Leader/Academic#Team# Joanna!Pousset.!
!
!
2016%2017'/'Department:'Marketing'and'International'Business'/'International'Trade' ' Module'' Credit'Value'(ECTS)' Contact'Hours'
International'trade' 4' 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' ILO!1:!Our!graduates!will!acquire!disciplinedCbased! knowledge!in!core!management!fields!
ILO!2:!Our!graduates!will!acquire!problemCsolving!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!industryCbased! knowledge! ILO!7:!Our!graduates!will!develop!social,!selfCdevelopment! and!learningCtoClearn!capabilities!
'
Skills'Outcomes'
Level'Achieved' 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.!!! Students!will!work!on!several!concrete!case!studies,!where! they!will!develop!their!analytical!capacity!and!propose! concrete!solutions!to!‘real!world’!problems.! 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.! 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.!! 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.!! 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.! 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.!
• • • • • • • • • • • • •
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)!C!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!inCclass!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:!! C!!An!individual,!closed!book,!exam!!(60%)!! C!!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.! '
!
!
2016%2017'/'Department:'Law'/'Law'and'business' ' Module'' Credit'Value'(ECTS)' Contact'Hours'
Law'and'business' 4' 30'
Course'Objectives'' Deepening'of'the'notions'acquired'in'contract'law'with'the'study'of'particular'contracts.' Deepening'in'company'law'to'allow'the'student'to'arrest'problems'inherent'to'the'new'business'start%up' Acquisition'of'new'notions'in'labour'law.'' ' Learning'Goals'and'Intended'Learning'Outcomes'(ILOs)'
' Objectives' ILO!1:!Our!graduates!will!acquire!disciplined6based! knowledge!in!core!management!fields! ILO!2:!Our!graduates!will!acquire!problem6solving! techniques!and!be!able!to!analyze!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!industry6 based!knowledge! ILO!7:!Our!graduates!will!develop!social,!self6 development!and!learning6to6learn!capabilities! Skills'Outcomes'
Level'Achieved' x! x!
! ! !
x! x!
'
Themes'1'and'2:'perfect'the'student'in'the'studied'domains'which'are'a'deepening'of'the'skills'acquired'previous'years.' Capacity'of'analysis'of'concrete'legal'situations'of'the'life'of'the'affairs'through'the'conclusion'of'sale'contracts'or'the' constitution'of'his(her,its)'propore'company.'Raising'sensitization'to'the'contractual'liability.' Theme'3:'acquire'the'fundamental'bases'of'the'labor'law'which'allow'to'understand'and'to'assimilate'the'fast'evolutions'of' the'material'beyond'the'cyclical'arrangements'(developments).'
! Prerequisite(s)! The'students'have'to'have'an'excellent'knowledge'of'the'fundamental'teachings'distributed'in'B1:'the'judicial' organization,'“the'obligations”'(contracts),'the'commercial'acts'and'the'main'forms'of'companies.'
Expected!Student!Workload! The'student'will'have'to'attend'necessarily'the'lessons'and'the'sessions'of'training.' Before'the'lessons'he'will'have'to'acquaint'with'documents'put'in'line'on'the'site'of'the'establishment.' To'participate'in'the'practical'sessions,'he'must'have'gone'deeper'into'the'in'class'acquired'fundamental'notions'by' personal'readings'and'research'by'using'the'bibliographical'instruments'indicated'in'the'syllabus.'
Teaching/Learning'Methods' 1.'Transmission'of'technical'fundamental'data'allowing'an'approffondissement'or'a'discovery'of'the'studied'themes.' 2.'Improvement'of'the'methodology'of'the'legal'reasoning'by'means'of'practical'class'by'professional'situation'scenario:'the' students'will'have'to'proter'solutions'at'the'same'time'logical'and'legal'in'the'legal'problems'met'in'a'company.'The' students'will'have'to'prepare'the'sessions'by'a'documentary'study'then'the'preparation'of'the'subjects'which'their'will'be' put'back.''
Assessment' Continuous!assessment!for!40%! Final!exam!for!60%!
Subjects'Studied' The'EU'decomposes'into'three'themes:' 1.'The'sale'contract,'the'execution'of'contracts'and'the'contractual'responsibility'('7,5'hours).' %'The'sale'contract'is'a'specific'contract.' %'The'obligations'connected'to'the'execution'of'contracts.!' %'The'penalties'of'the'non%fulfillment'of'the'contract:focus'on'the'contractual'liability.' 2.'The'company'fundamental'instrument'of'the'life'of'the'affairs'(7,5'hours).' %'Which'legal'shape'to'choose'when'we'want'to'create'his(her)'company.' 3.'The'individual'working'relation'(15'hours.)' %'The'contract'of'employment'essential'element'of'the'relation'employer'/'employee' %'Its'conclusion' %'Its'execution' %'Its'break'
Reading'List'and'References' NO'BIBLIOGRAPHY'AVALAIBLE'IN'ENGLISH' The'sale'contract,'the'execution'of'contracts'and'the'contractual'responsibility' - Code'civil'2014'(Dalloz'ou'LITEC)'(English'version'on'legifrance.fr)' - Les'Carrés'«'rouge'»'Lextenso'éditions'Gualino' - L’essentiel'du'droit'des'obligations,'10ème'édition'2014'par'C.'Renault'Brahinsky' - F.'Collart'Dutilleul,'Ph.'Delebecque,'Contrats'civils'et'commerciaux,'8e'éd.,'Dalloz,'coll.'«'Précis'»,'2007.' - P.'Puig,'Contrats'spéciaux,'3e'éd.,'Dalloz,'coll.'«'HyperCours'»,'2009.' - le'Tourneau'Philippe,'Tricoire'Emmanuel,'Fischer'Jérôme,'Principaux'contrats'civils'et'commerciaux,'Ellipses,'2015' ' The'company'fundamental'instrument'of'the'life'of'the'affairs' - Code'du'Commerce'2014'(Dalloz'ou'LITEC)!(English'version'on'legifrance.fr)' - Alain'Fayolle'(2004),'Entrepreneuriat':'Apprendre'à'entreprendre,'Dunod,'2004' - B.&'F.'Grandguillot'L'essentiel'du'droit'des'sociétés'2015'%'Sociétés'commerciales'%'Autres'sociétés'–' Groupements13e'édition'Gualino'Carrés'"Rouge"01/2015' - Baudet'Isabelle'Le'droit'des'sociétés'en'schéma,'Ellipses,'2015' - Koehl'Jean%Luc,!Droit'de'l'entreprise'%'Structures'juridiques'et'contrats'commerciaux,'Ellipses'2015' ' The'individual'working'relation' - Code'du'travail'2014'Dalloz' - Audrey'Pascal,'Olivier'Prades,'Droit'de'l’emploi,'collection'fiches,'Ellipses,'2015' - Jean%Emmanuel'Ray,'Droit'du'travail,'droit'vivant,'2014/2015,'Wolker%Kluver' - Alain'Pousson'Droit'du'travail'Exercices'Corriges,'Lgdj' - Elsa'Peskine,'Cyril'Wolmark,'Droit'du'travail'–'2015,'HyperCours,'Dalloz'
Module'Leader/Academic'Team' Head'of'business'law'department'in'Bachelor:'Olivier'Prades'PhD' '
! !
!
!
2015&2016!/!DPT:!International!!/!Spanish!Business!Practices.!A!cross&cultural!aproach!!!!!!!! ! Module!! Spanish!Business!Practices.!A!cross&cultural!aproach!!!!!!!! Credit!Value!(ECTS)! 6! Contact!Hours! 40! Course!Objectives!! On!completion!of!this!module!the!student!should!be!able!to:!! • •
Use$the$cultural$dimensions$to$explain$/$predict$the$impact$of$national$cultures$on$specific$issues$of$business,$with$ a$special$focus$on$Spain.$ Identify$their$personal$orientation$with$its$strengths$and$weaknesses:$What$can$I$learn$from$other$cultures$and$ from$the$Spanish$culture$in$particular?$ To$adapt$to$the$Spanish$business$culture.$
• ! Learning!Goals!and!Intended!Learning!Outcomes!(ILOs)! ! Objectives! 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!
Level!Achieved! ! !
! ! !
! !
Position!of!Spain!on!the!Cultural!Dimensions!analyzed!in!the!course!and!the!impact!on!business!and!the!workplace:! ! ! ! ! •!!Identity:!individual!o!collective! •!!Power!Distribution! •!!Preferred!attitude:!"masculine"!or!"feminine"!!! •!!Vision!of!time! •!!Attitude!towards!the!unknown! •!!Norms:!rigid!or!flexible! •!!Initial!trust! •!!Task!orientation!(“specific”)!o!people!orientation!(“diffuse”)! •!!Expression!of!emotions!!
Prerequisite(s)! None! Expected!Student!Workload!
!
Teaching/Learning!Methods! ! Assessment! ! Continuous!assessment:!40%!(20%!Participation,!20%!group!presentations)! Final!exam:!case!study:!!60%! ! Subjects!Studied! ! Reading!List!and!References! Geert Hofstede – “Cultures and Organizations, software of the mind”, McGraw Hill, 2005 Fons Trompenaars – “Riding the waves of culture”, Nicholas Brealey, last edition John Hooper – “The New Spaniards”, Penguin Books Helen Wattley-Ames “Spain is different”, 2d edition Marie Louise Graff – “Culture Shock! Spain”, Kuperard Richard D. Lewis – “When Cultures Collide” – Nicolas Brealey, 3d edition
! Module!Leader/Academic!Team! Jean;Philipe!CHARLES! !
! ! !
!
B3#/#2016)2017#/#Department:#Human#Resources#/#Team#management# # Module## Credit#Value#(ECTS)# Contact#Hours# Course#Objectives##
Team#management# 4# 30#
Whilst!leadership!skills!are!critical!for!organizations!at!a!strategic!level,!in!this!module!we!recognize!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# 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!
# #
Level#Achieved# x! x!
! x! ! ! ! x! ! ! ! ! ! ! ! ! ! ! ! ! !
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,!practise!and! develop!essential!process!and!behavioural!skills!for!meetings!to!be!both!efficient!and!effective! # Prerequisite(s)# HRM#course! # Expected#Student#Workload# Teaching#(Face#to#face)#30H,#research#and#readings#35H,#teamwork#35H# # Teaching/Learning#Methods# One!three;hour!introductory!lesson!focused!on!“team!management”!and!“effective!meetings”!(in!double!section).!Each!one!of! these!sessions!will!be!followed!by!three;hour!workshops!(in!section!and!half;section).! ! Assessment# •
•
CC!counts!for!100%!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.!! oral!presentation!counts!for!?!
! 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!behaviours!;! ! 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!behaviour;! 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! rd • The!Handbook!of!Communication!Skills!edited!by!Owen!Hargie,!3 !Edition.!Published!by!Routledge! • Getting!to!Yes!F!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’!website!!http://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:#Caroline!Tillou! #
!
! ! ! ! ! ! ! ! ! ! !
SEMESTER 2 – SPRING SEMESTER
!
!
2016&2017!/!Department:!Marketing!/!Applied!Marketing!Strategy! ! Module!! Credit!Value!(ECTS)! Contact!Hours!
Applied!marketing!strategy! 4! 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'disciplinedFbased' Advanced'strategic'marketing'in'required'in'the'case'studies' knowledge'in'core'management'fields' ILO'2:'Our'graduates'will'acquire'problemFsolving'techniques' Advanced'analysis'of'the'situations' 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' Advanced'level:'both'written'and'oral'operational' orally'and'in'writing' professional'communication'in'the'case'discussions'and' case'resolution' ILO'4:'Our'graduates'will'be'good'and'enterprising'team' Class'discussions'cas'be'prepared'in'groups' players' ILO'5:'Our'graduates'will'have'a'global'perspective,'including' CSR'should'be'integrated'into'the'recommendations,' international'issues'and'corporate'social'responsibility.'They' international'dimension'is'not'covered' 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'industryFbased' No'industry'is'specifically'focused'but'the'analytical'and' knowledge' strategic'and'operational'skills'developed'in'the'module'are' used'in'most'marketing'positions' ILO'7:'Our'graduates'will'develop'social,'selfFdevelopment' Cooperating'with'class'mates'in'the'case'preparations'&' and'learningFtoFlearn'capabilities' 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:'40'%' Final'exam'='case'study:''60'%' ' Subjects!Studied! 1. Marketing'strategy:'segmentation,'targeting,'positioning' 2. Branding'' 3. The'case'study'method' 4. 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'1052F'1094.'' ' Module!Leader/Academic!Team! Module'Leader:''Dr'Laurence'Bundy' !
' ' '
!
B3#/#2016)2017#/#Department:#Strategy,#Entrepreneurship#and#Innovation#/#Business#Creation# #
Business#Creation# 4# 30#
Module## Credit#Value#(ECTS)# Contact#Hours# Course#Objectives## #
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.!With!team!projects,!the!student!must!demonstrate!a! ability!to!study!a!problem!of!business!creation.# #
Learning#Goals#and#Intended#Learning#Outcomes#(ILOs)# # Objectives#
ILO!1:!Our!graduates!will!acquire!disciplinedDbased!knowledge!in! core!management!fields! ILO!2:!Our!graduates!will!acquire!problemDsolving!techniques!and! be!able!to!analyze!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!industryDbased! knowledge! # ILO!7:!Our!graduates!will!develop!social,!selfDdevelopment!and! learningDtoDlearn!capabilities! # #
Skills#Outcomes# ! Academic:# D!Understanding!of!the!principles!of!business!creation! D!Ability!to!combine!quantitative!and!qualitative!elements!in!an!analysis! D!Understanding!of!the!financial!issues!of!the!launch!of!a!company! ! Technical:# D!Identification!and!development!of!business!opportunities! D!Use!of!methods!and!tools!for!business!creation! D!Know!environment!of!business!creation! D!Ability!to!work!in!startDups! !! !
Level#Achieved# # !# # !#
# !# !#
Prerequisites# ! Basic!knowledge!of!financial!analysis,!market!study!and!law.! #
Expected#Student#Workload## ! D!Lectures:!30!h! D!PreD!and!postDcourse!readings:!10!h! D!Projects!/!group!work!etc.:!20!h! D!Exam!preparation:!15!h! ! Teaching/Learning#Methods# #
D D D #
Lectures! Case!studies# Tutoring#
Assessment# !
Continuous!Assessment:!40!%! Individual!Examination:!!60!%! !
Subjects#Studied# # 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.!! Social!entrepreneurship!will!be!studied.!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!startDup!will!be!discussed,!as!will!legal!aspects.!Emphasis!will!also!be!placed!business!creation!support! and!the!opportunity!of!soliciting!such!support.! #
Reading#List#and#References# ! D!Barringer,!B.!R.!and!Ireland,!R.!D.!(2012).!Entrepreneurship:!Successfully!Launching!New!Ventures:!Global!Edition! (4th!ed.),!Pearson!Education.! D!Scarborough,!Wilson!and!Zimmerer!(2009),!Effective!Small!Business!Management!9th!ed.,!Pearson!International! Education! #
Module#Leader/Academic#Team# !
!
!
B3#/#2016)2017#/#Department:#Management#Control,#Accounting#and#Audit#/#Business#Plan# # Module## Credit#Value#(ECTS)# Contact#Hours# Course#Objectives##
Business#Plan# 4# 30#
! This!course!is!based!on!management!concepts!already!taught!in!B1!&!B2.!The!course!presents!fundamentals!of!the! business!plan,!management!tool!and!forecast!indispensable!to!the!company,!in!different!phases!of!its!existence! including!business!creation,!development,!and!activity!or!business!divestiture.!Theoretical!concepts!will!be!put!into! practice!through!a!group!project.!# # Learning#Goals#and#Intended#Learning#Outcomes#(ILOs)#
# Objectives# Level#Achieved# ILO!1:!Our!graduates!will!acquire!disciplinedEbased! !# knowledge!in!core!management!fields! ILO!2:!Our!graduates!will!acquire!problemEsolving! techniques!and!be!able!to!analyze!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!industryE ! based!knowledge! ILO!7:!Our!graduates!will!develop!social,!selfE ! development!and!learningEtoElearn!capabilities! ! ! Skills#Outcomes# ! Academic:# • Understanding!the!importance!and!objectives!of!a!business!plan! • Understanding!the!influence!of!the!external!environment! • Deploying!a!mediumEterm!strategy! • Performing!financial!projections!in!line!with!the!project! • Learning!how!to!defend!the!business!plan!and!convince!bankers!and!investors! # Technical:# • Converting!management!decisions!!into!financial!information!! • Classifying!of!management!decisions!according!to!their!effect!on!financial!statements! #
!
Prerequisite(s)# ! Basics!of!Accounting,!fundamentals!of!financial!analysis,!management!control,!marketing!(4!Ps)!and!strategy.! ! Expected#Student#Workload# ! In!groups!of!6!students!you!will!pretend!you!are!young!entrepreneurs!wishing!to!launch!a!business!in!the!Toulouse!region.!A! comprehensive! case! called! “My! fit”! is! suggested! to! this! end.! Groups! are! free! to! choose! “My! fit”! as! their! project! or! they! can! propose! their! own! project.! Groups! choosing! “My! fit”! will! carry! out! their! business! plan! according! to! an! imposed! scenario.! Groups! proposing! their! own! projects! can! use! “My! fit”! as! a! guideline! to! build! their! own! case! and! the! related! business! plan.! Whatever!the!choice,!each!group!will!be!assigned!a!tutor.!Throughout!the!course,!each!group!will!be!submitting!the!progress!of! his/her!work!to!his/her!corresponding!tutor.!The!module!revolves!around!an!introductory!seminar,!case!studyE!and!tutorEled! sessions.!There!will!be!three!tutoring!sessions!with!the!following!scheme:! E First! tutoring! session:! validation! of! the! project! selected! by! each! group,! presentation! of! different! databases! where! information!can!be!gathered.!! E Second!tutoring!session:!discussion!about!the!strategic!analysis!of!the!project!of!each!group.!! E Third!tutoring!session:!discussion!of!the!financial!forecast.!! ! The! sessions! of! case! studies! are! organized! according! to! the! ! group! projects! .! Therefore,! groups! must! be! formed! before! the! second!session.! Each!project!will!be!defended!thru!a!20Eminute!presentation!(about!15!slides,!15!minutes!of!oral!+!5!minutes!of!questions!and! answers).!During!the!last!course,!all!the!groups!will!be!asked!to!defend!their!project!and!try!to!convince!of!its!relevance!and! feasibility.!Students!must!hand!a!written!report!(25!pages!maximum)! the!day!of!the!presentation!and!their!PowerPoint,!two! days!before!the!presentation!to!their!teacher.! ! The!related!workload!to!the!module!is!as!follows:!! E Seesion!of!introduction!of!!the!module!3h! E Case!studies:!15h! E Turoring!sessions:!9h! E Preparation!for!the!group!work!(readings!and!data!collection):!7h! E Preparation!for!the!presentation!of!the!projects:!5h! E Preparation!for!the!written!report:!3h! E Training!for!the!final!exam:!3h!(training!case!and!related!material!will!provided!on!C@mpus)!
! Teaching/Learning#Methods# ! Face!to!face!teaching! Case!study!sessions! Tutoring!sessions! Presentation!sessions! # Assessment# ! 40%!in!continuous!assessment!(group!report!+!presentation),! 60%!based!on!final!examination.!! ! Subjects#Studied# ! 1. 2. 3. 4. 5.
Busines!plan!considerations! Organizational!plan!/!Business!model! Strategic!analysis! Marketing!plan! Financial!analysis!and!forecasting!!
6.
Wrapping!up!the!business!plan#
Reading#List#and#References# Textbook! ! • Bruce!R.!Barringer,!B.R.,!(2013).#Preparing#Effective#Business#Plans:#An#Entrepreneurial#Approach.!Pearson! ! Electronic!readings!! ! • Bertelsen!B.!(2011),!Everything#You#Need#To#Know#About#Writing#A#Business#Plan,!BrainMass!Inc,![eEbook].!! Available!from:!eBook!Business!Collection!(EBSCOhost),!TBS’!website.! • Mind! Commerce! (2011),! MVNO! Business! Plan.! [S.l.],! Business! Collection! (EBSCOhost),! [eBook]! Available! from:!eBook!Business!Collection!(EBSCOhost),!TBS’!website.! ! Further!readings!! ! • Scarborough!N.M.!(2011),!Essentials#of#entrepreneurship#and#small#business#management,!Pearson.! • Barringer!B.R.,!Ireland!R.D.!(2010),!Entrepreneurship:#Successfully#launching#new#ventures,!Prentice!Hall.! • Storey!D.J.,!Green!F.J.!(2010),!Small#business#and#entrepreneurship,!Pearson!Education.! # Business!Plan!software! • A!business!plan!software!is!available!for!free!at:!!http://eco.mbp.montpellierEagglo.com.# # Module#Leader/Academic#Team# ! Module!Leaders:!Dr.!Konan!Anderson!SENY!KAN,!Resident!Faculty!and!Yvon!Schollaert!(Affiliated!Faculty)! ! ! ! !
! ! !
2016%2017'/'DPT:'Electives' ' Module'' Credit'Value'(ECTS)' Contact'Hours' Course'Objectives'' 4!to!6!Electives.!
Elective!modules' 4' 30'
Electives!offer!and!courses!description!to!be!confirmed.!Registration!upon!arrival.! Exchange!students!can!study!more!than!one!Elective.!!However,!TBS!recommends!studying!up!to!4!Electives.'
!
!
1!
!
2016%2017'/'Department:'Marketing'and'International'Business'/'Sales'Management'and'Negotiation' ' Module'' Credit'Value'(ECTS)' Contact'Hours'
Sales'management'and'negotiation' 4' 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' ILO!1:!Our!graduates!will!acquire!disciplinedFbased! knowledge!in!core!management!fields! ILO!2:!Our!graduates!will!acquire!problemFsolving!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!industryFbased! knowledge! ILO!7:!Our!graduates!will!develop!social,!selfFdevelopment! and!learningFtoFlearn!capabilities!
Level'Achieved' Advanced'level:!learning!operational!methods!and!tools! enabling!to!effectively!manage!a!sales!force' Advanced'level:'personal!research!on!the!different! solutions!offered!to!sa!sales!manager.! The!techniques!are!implemented!in!business!deals! negotiations' 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' 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.' International!issues!not!covered!in!this!module!
No!specific!industry!covered!in!this!module!but!the!skills! learnt!are!applied!in!B2B!sales!and!purchasing!situations! Intermediary'level':'' Running!team!assignments! Taking!part!into!debates!! The!reversed!classroom!approach!enables!to!learn!how!to! learn!before!class.!
A!selfFananlysis!is!required!after!the!sales!simulation! '
Skills'Outcomes' '
• • • • • •
Understanding!the!the!key!stages!in!faceFtoFface!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' FaceFtoF!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!F!Roger!Fisher!,!William!L.!Ury!2009!! Mastering!the!Complex!Sale:!How!to!Compete!and!Win!when!the!Stakes!are!High!!F!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.! '
!
!
2015%2016'/'DPT:'International'/'Spanish'Business'Environment'S2' ' Module'' SPANISH'BUSINESS'ENVIRONMENT'S2' Credit'Value'(ECTS)' 4' Contact'Hours' 30' Course'Objectives'' On'completion'of'this'module'the'student'should'be'able'to:' Understand'the'business'environment:'legal'(taxes,'labour,'environment,'local'permits,'etc')','financial,'opportunities,' competition,'consumers'thinking.' Understand'the'key'management'elements'of'a'typical'Spanish'company:'strategy,'structure,'skills,'systems,'management' styles,'staff,'values.' Adapt'the'behaviour'and'management'style''to'the'above'mentioned'factors'to'succeed.' ' Learning'Goals'and'Intended'Learning'Outcomes'(ILOs)' ' Objectives' Level'Achieved' ' ILO!1:!Our!graduates!will!acquire!disciplined6based!knowledge!in!
core!management!fields! ILO!2:!Our!graduates!will!acquire!problem6solving!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!industry6based! knowledge! ' ILO!7:!Our!graduates!will!develop!social,!self6development!and! learning6to6learn!capabilities!
'
' '
'
Skills'Outcomes'
Management!skills!! • Structured!analysis!of!a!business!situation!in!the!Spanish!perspective!and!playground.! • Decision!making,!implementation,!follow!up!!and!!problem!solving!techniques!adapted!to!the!Spanish! mentality.! • Successful!behaviours,!how!to!adapt!the!behaviour:!do’s!and!don’ts.! ! Business!environment!management!skills.! • How!to!adapt!to!tax,!environmental!and!safety!policies!and!bureaucracy!in!general.!! • How!to!adapt!to!Spanish!mentality!when!approaching!business.! • The!effective!use!of!the!financial!resources!and!banking!system.! • The!peculiarities!of!cash!Management!and!payments!habits!and!their!effect!on!business.! ! !
1!
Prerequisites'
Students!are!supposed!to!be!familiar!with!basic!accounting,!financial,!marketing!and!!business!strategy! concepts.! Any!additional!specific!concept!will!be!developed!during!the!sessions.' ' ' Expected'Student'Workload''
class! case! project! study! ! !
3! 2! ! ! 5! !
3! 2! ! 1! 6! !
3! 2! ! 1! 6! !
3! 2! ! 1! 6! !
3! 2! 2! 1! 8! !
3! ! 4! 2! 9! !
3! ! 4! 2! 9! !
3! ! 4! 2! 9! !
3! ! 4! 2! 9! !
3! ! 4! 2! 9! !
30! 10! 22! 14! 76! !
'
Teaching/Learning'Methods' Case'and'discussion'of'previous'questions' Project' Selective'reading'and'discussion.' Teamwork' Final'project'presentation.' ' Assessment' ! Continuous!assessment:!exam!30%! Participation!!10%! Project!60%! ! Subjects'Studied' ' ' Reading'List'and'References' ' ' Module'Leader/Academic'Team' Jordi!Delcor!Garrido! '
! ! !
!
2!
! ! ! ! ! ! ! ! ! ! !
LANGUAGES
! ! !
2016%2017'/'DPT:'Languages'/'Español'Intensivo'(Spanish'''Intensive)' ' Module'' Credit'Value'(ECTS)' Contact'Hours' Course'Objectives'' Description and objectives depend on the level
Español'Intensivo'(Spanish'intensive)' 4' 40' of the course the student is able to follow.
There will be a Level test to decide the level of the student. '
! !
2016%2017'/'DPT:'Languages'/'Español'(Spanish)''' ' Module'' Credit'Value'(ECTS)' Contact'Hours' Course'Objectives'' Description and objectives depend on the level
Español'(Spanish)'' 2' 20' of the course the student is able to follow.
There will be a Level test to decide the level of the student. '
! !
2016%2017'/'DPT:'Languages'/'English'' ' Module'' Credit'Value'(ECTS)' Contact'Hours' Course'Objectives'' Description and objectives depend on the level
English'' 2' 20' of the course the student is able to follow.
There will be a Level test to decide the level of the student. '
! ! !
1!
! ! !
2016%2017'/'DPT:'Languages'/'Alemán'(German)' ' Module'' Credit'Value'(ECTS)' Contact'Hours' Course'Objectives'' Description and objectives depend on the level
Alemán'(German)' 2' 20' of the course the student is able to follow.
There will be a Level test to decide the level of the student. '
! !
2016%2017'/'DPT:'Languages'/'Chino'(Chinese)' ' Module'' Credit'Value'(ECTS)' Contact'Hours' Course'Objectives'' Description and objectives depend on the level
Chino'(Chinese)' 2' 20' of the course the student is able to follow.
There will be a Level test to decide the level of the student. '
! !
2016%2017'/'DPT:'Languages'/'Francés'(French)' ' Module'' Credit'Value'(ECTS)' Contact'Hours' Course'Objectives'' Description and objectives depend on the level
Francés'(French)' 2' 20' of the course the student is able to follow.
There will be a Level test to decide the level of the student. '
! ! !
1!