HEPL

None

To introduce the students to the ideas and methods specific to corporate management.

Topics will include:

Management history - The great schools

Scientific management

Human resources School

Modern theories

The 4 stages of management

Communication skills

Motivation management training

Khrouz F, Vlasselaer M.  Comptabilité générale, fiscalité, audit, analyse financière.  1ère édition.  Office Internat.  497 pages.

Mosca Philippe.  Placer son argent en bourse.  Le guide de l'épargnant.  1ère édition.  Ed.  Organisatio.  266 pages.

Mailler J.  Gestion et comptabilité des sociétés commerciales.  2ème édition.  Clet.  374 pages.

Ooghe H, Van Wymeersch C.  Traité d'analyse financière.  1ère édition.  Presse univ.  426 pages

  resolution of concrete cases

Year 1 course of Economics

Understand the macro-economic role of economic agents

Compute the NGP according to the various approaches

Understand the monetary problems and their social and economic consequences

Macro-economy: agents - monetary flows

Analysis of the impact of economic policies on the GNP growth and equilibrium: 

monetary policy, employment policy, budgetary policy.

Monetary systems and problems at national and international levels

Inflation : origins, causes, economic and social consequences = possible anti-inflationary policies

Crisis mecanism.

Différentes revues bancaires et économiques

Rapport annuel de la B.N.B.

Actualités: presse écrite, télévisée,...

Theoretical courses illustrated by the international economic topicality.

Exercises of application

Command of the language skills developed in the first course unit

Development of reading, writing, listening and speaking skills

Consolidation of grammar structures and vocabulary by means of oral and written exercises.

Reading and listening comprehension exercises based on authentic documents/course material related to everyday contexts and to marketing issues at a more advanced level (consumer behaviour - advertising - the 4 P's -market research)

Presentations of the business plan carried out within the Yep project

Market leader, Intermediate Business English Course Book, Pearson Education Limited, 2005

Since learning a language as a means of communication is an active and progressive process, emphasis is particularly put on:

- regular attendance and quality of the work provided during in-class and home activities ,

- preparation at home of subjects discussed in class,

- the student's personal initiative when choosing topics,

- the student's commitment in their Yep project

Command of the language skills developed in the first course unit

Further practice of the language structures at a more advanced level.

Extension of the students'vocabulary in lexical areas ranging from everyday situations to marketing-oriented topics.

Further practice of oral and written communication skills.

Reading and listening comprehension exercises based on authentic documents/course material related to everyday contexts and to business/marketing issues at a more advanced level.

Consolidation of grammar structures and vocabulary by means of oral and written exercises.

Wörterbuch für Schule und Studium - PONS

Maîtriser la grammaire allemande, R. Métrich & P. Schweizer, Ed. HATIER

Unternehmen Deutsch, C. Conlin, Intertaal / 40 Leçons pour parler allemand, LTP

Interactive teaching methods; emphasis is put on attendance and active participation in the classroom activities.

  Méthode interactive

 Pédagogie différenciée et interactive en insistant sur la présence et la participation active

 Laboratoire de langue et d'informatique

Command of the language skills developed in the first course unit.

Further practice of the language structures at a more advanced level.

Extension of the students' vocabulary in lexical areas ranging from everyday situations to foreign trade-oriented topics.

Further practice of oral and written communication skills.

Consolidation of grammar structures and vocabulary by means of oral and written exercises.

Reading, speaking, writing and listening comprehension exercises based on authentic documents/course material related to everyday contexts and to foreign trade issues at a more advanced level. (price and product adjustment, customs formalities, logistics).

Report and summary writing.

Business letter writing.

Grand dictionnaire espagnol-français, français-espagnol, Ed. LAROUSSE

Dictionnaire économique, commercial et financier, Ed. Pocket - collection Langue Pour Tous

El Arte de Conjugar en Español - BESCHERELLE, Ed. HATIER

Interactive teaching methods; emphasis is put on attendance and active participation in the classroom activities.

Language laboratory

command of the language skills developed in the first course unit

consolidation of grammar structures and of vocabulary by means of written and oral exercices

 reading and listening comprehension exercicesbased on authentic documents/course material related to everyday contexts and to marketing issues

study of business letters related to the price demand and offer

interactive method

Civil law

understand and use legal elements connected with business

Legal approach to the business world: creation and dissolution of corporates; commercial tools

De Wolf, Michel. Eléments de droit des société. 1^ère édition. Bruxelles. Bruyland Erasme .2002. 149 pages.

Lectures and quadinars

Oral / written examination

A successful first year statistics exam.

Using inferential statistics in market surveys.

binomial, poisson, normal distributions and expected value of profits.

sampling.

confidence interval for mean and proportion - minimum size of sample.

tests of null hypothesis.

chi-square test for significance of the relationship between categorical variables.

Matrix algebra: Definitions and basic operations

Spiegel, M R. Statistique, cours et problèmes. 2ème édition, Mc Graw-Hill, 432p

presentation of methods and principles followed by application in concrete exercices

Operating system e.g. Windows

To use the data-processing tool in the life of office via software ready with employment such as Excel. Training of this software via theoretical explanations with demonstrations and practical exercises applied to the speciality.

The spreadsheet

· encoding of data

· put in personalized form

· simple formulas and with functions, addresses

· simulations of graphic calculation

· advanced functions

Market research - creation and examination of investigation using application software - Interpretation and presentation of the results using software such as Word, Excel or PowerPoint.

Office 2007 Le guide complet  Micro Application Olivier Abou, 2008

Excel 2007 de fond en comble - Microsoft Press - Mark Dodge Craig Stenson

Question 2000. 1^ère édition. Paris: Grimmer Log.,1999, 408 pages

Smart XL Report. 1^ère édition. Paris. GRIMMER Log. 1999. 408 pages.

On-site market research

None

understand how the distribution sector works

describe the circuits and channels

use distribution as marketing tool

Introduction

Distribution circuits and channels

Retail structure

Distribution techniques

Commercial groupings

Other forms of distribution

« Management de la Distribution » G. Cliquet, A. Fady, G. Basset, Dunod (Paris) 2002

« Distribution Acteurs et stratégies » M. Benoum, M.L. Héliès-Hasside, Economica 1993

« La Distribution » D. Barczyk, R. Evrard, Nathan (Paris) 1997

« La Distribution » M. Vandercammen, N. Jospin-Pernet, De Boeck Université (Bruxelles) 2002

« Canaux de distribution » M. Filser, Vuibert 1989

« Initiation au merchandising » P. Mosca, Editions d’organisations (Paris) 1999

"La Distribution en Belgique " Nicolas Coupain, Racine (Bruxelles), 2005

none

providing basic knowledge allowing the studenst to understand the main psychosocial phenomena that influence the buying and consuming behaviour

Historical survey-the main models and theories in psychosociology-social relations - social influence - individual buying behaviour – explicative variables in behaviour - a global model of individual buying behaviour – assessment criteria of trade marks - final choice - shopping behaviour

Lectures - case studies

2^nd year setting-up of a project and organization of events

Practice of the theoretical notions studied in the first yearImplementation of the different concepts of this technique of communication to a regional event

A. 30 h Workshops focusing on problem:Targets,Advertising campaigns, Stars, Trends, Corporate advertising, Famous brands, etc…B. 45 h

Introduction – review of objectives

The “4 P”

Slide editing

“Below” and “Above the line” concepts. The 5 classical media. Media plan. Contact cost/1000

Sponsorship and sponsors’ psychology

Sponsorship file : form and content. A media coverage of the event Budget matters.

Sponsorship convention (law and taxation)

Pierre SAHNOUN, comment chercher un sponsor ? Editions Juris Service, 1990

J.C. BOIS DE VESY, le marketing relationnel, Les Editions l’Organisation, 1996

P. DAMBLON, Sponsoring et politique de marketing, Les Editions d’Organisation 1991

FONDATION PROMETHEA ASBL, Mécénat : aide-mémoire fiscal

LENDREVIE – LINDON, Mercator. Editions Dalloz, 1997

Bernard C. GALEY, De mémoire de marques, Editions Tallandier, 1997

Martine TERNOIS, La communication de l’entreprise, Editions d’Organisation, 1995

Reno VESSCIA, Aujourd’hui le mécénat, Editions Diagonales, 1996

Signaux fiscaux – Sport et fisc, CED Samson – Diegem, 1993

Alexander HIAM, Le marketing pour les nuls, Sybex, 1998

Rémi-Pierre HEUDE, Guide de la communication pour l’entreprise, Maxima, 2000

KOTLER et DUBOIS, Marketing Management, Publi-Union Edition, 1997

Documents audio-visuels, articles de presse et de revues spécialisées centrés sur l’actualité.

Interactive

Course of introduction to marketing.;

To develop practical and professional competences students

case studies, work of groups, practical exercises

Le marketing direct, de Laurent Hermel

discussions and practical work groups

None

- Analyse customer’s psychology

- Specify buying behaviour

- Increase salesmen knowledge using appropriate skills

- Establish projects argumentation

- Salesman’s role and personality

- 10 steps to make a deal: selling from first contact to conclusion

- Practical exercises

- Better communication makes easier deals !

- Abilities to negociation.

CROLARD Jean-Francis, cours de vente, Educalivre, éditions Casteilla, Paris

CORCOS Marc, Les Techniques de vente...qui font vendre, Editions Dunod, Paris 2008

Basic concepts in marketing and marketing research

To control the techniques of market research neccessary to the project management

Quantitative survey and studies

Claude Javeau, « L’enquête par questionnaire », Editions de l’ULB, éd. D’Organisation ;

Yves Fourny, « Les études de marché », 3^ème édition, éd. Dunod ;

Martine Gauthy-Sinéchal et Marc Vandercammen, « Etude de marchés, méthodes et outils », éd. D’Organisation

discussions and practical work groups, theorical course.

A successful first year statistics exam. The normal distribution. Matrix algebra.

Illustrating a few modern methods of multivariate statistical analysis with simple examples

Introduction: Which method? When? What for?

Matrix algebra: brush-up ; Inverse.

Multivariate descriptive statistics.

Multiple linear regression.

Discriminant analysis.

Factor analysis. Principal component factor analysis. Correspondence analysis.

De Lagarde, Jean. Initiation à l’analyse de données. Dunod, 157p.

Giannelloni/Vernette, Etudes de marché. Vuibert, 482p.

Presentation of methods and principles followed by application in concrete exercises

The students should be able to identify the internal and external information routes in firms and produce an efficient oral or written message

Assessing the students’ language knowledge

Correcting the mistakes and filling in the gaps

Oral commnuication skills in french: confront students with situations of professional communication - meetings, interview, speech by means of self-assessment (autoscopy) and assessment by classmates (assessment grids)

Written communication skills in french: writing workshop - CV's, activity reports, writing letters in support of applications, ...-.

FURET, Y. et PELTANT, S., Savoir parler en toutes circonstances, Paris, De Boeck, 1992

M-A GIRAUDY et P. GUERIN, De la prise de notes au compte rendu efficace, Paris, Chiron,2001

L. TIMBAL-DUCLAUX. L'expression écrite, Paris, Retz, 1991

Marketing level 1

In-depth study of marketing.

First part : in-depth study of the pricing policy. Enable the students to grasp the complexity of pricing.

Second part : enable the students to manage to collect relevant information and present it in an attractive way. Develop a solution-oriented mind

Contribution of marketing to the pricing policy. Strategic choices of pricing. Geographical concerns in the price fixing approach. Price determinants. Profitability (methods, aims et strategies). Determination of the export costing. Market conditions. Competition. Global or adapted pricing strategy.

Second part : attractive presentation of a "real-life" corporate marketing policy.

Eric Vernette. L’essentiel du marketing. Ed. D’Organisation.

Kotler et Dubois. Marketing-Management. Ed. Publi-Union.

Jean-Jacques Lambin. Le marketing stratégique. Ed. Ediscience International.

Jean-Claude Usiner. Commerce entre cultures, une approche culturelle du marketing internationale. Ed. PUF. 2 tomes.

F. Gauthey, I. Ratiu, I. Rodgers, D. Xardel. Leaders sans frontières, le défi des différences. Ed. Mc Graw-Hill

Lectures et case studies.

Presentation of a 'real-life' corporate marketing policy with the partnership of a company

Oral examination + assessment of the abovementioned presentation.

Marketing level 1

In-depth study of marketing.

First part : in-depth study of the pricing policy. Enable the students to grasp the complexity of pricing.

Second part : enable the students to manage to collect relevant information and present it in an attractive way. Develop a solution-oriented mind

Contribution of marketing to the pricing policy. Strategic choices of pricing. Geographical concerns in the price fixing approach. Price determinants. Profitability (methods, aims et strategies). Determination of the export costing. Market conditions. Competition. Global or adapted pricing strategy.

Second part : attractive presentation of a "real-life" corporate marketing policy.

Eric Vernette. L'essentiel du marketing. Ed. D'Organisation.

Kotler et Dubois. Marketing-Management. Ed. Publi-Union.

Jean-Jacques Lambin. Le marketing stratégique. Ed. Ediscience International.

Jean-Claude Usiner. Commerce entre cultures, une approche culturelle du marketing internationale. Ed. PUF. 2 tomes.

F. Gauthey, I. Ratiu, I. Rodgers, D. Xardel. Leaders sans frontières, le défi des différences. Ed. Mc Graw-Hill

Lectures et case studies.

Presentation of a 'real-life' corporate marketing policy with the partnership of a company

Oral examination + assessment of the abovementioned presentation.

none

-Analyse and phasing business creation process

-Entrepreneurship: profiles and definition

-Innovation rules

-Business plan goals

-Different steps to a business Creation process

-Brainstorming and entrepreneurship's opportunities

-Young entreprise project