MBA DEVELOPPEMENT COMMERCIAL MBA in MANAGEMENT OF SALES DEVELOPMENT AND ENTREPRENEURSHIP

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1 MBA DEVELOPPEMENT COMMERCIAL MBA in MANAGEMENT OF SALES DEVELOPMENT AND ENTREPRENEURSHIP CONTENTS: 1. GENERAL PRESENTATION French higher education system Study programmes proposed by Rules and Regulations MBA Management of Sales Development and Entrepreneurship Certified skills Job opportunities 2. FORMALITIES Application procedure Admission procedure Registration procedure 3. FURTHER STUDIES 4. GENERAL INFORMATION 5. USEFUL INFORMATION Course leaders and contacts 6. DESCRIPTION OF STUDY PROGRAMME List of subjects Professional experience Knowledge and skills evaluation Organisation Mark scheme 7. INTERNATIONAL Study abroad International transcript of records Diploma Supplement

2 1. GENERAL PRESENTATION Created in campuses: Annecy, Ville-la-Grand, Chambery, Albertville, Geneva students studying on Bachelor or Master degree courses, with 700 in Annecy alumni. is a state-recognised school. The State grants permission to recognised institutions after validating their level. It officially attests the institution s capacity to ensure certain services generally carried out by National Education establishments. In this context : - Can welcome lecturers from National Education institutions - Can welcome students with national scholarships - Has internationally recognised qualifications - Must respect the study programmes and schedules presented on application for state recognition - Is validated by the Ministry of National Education, and teaching inspection is carried out by the National Education Authority (Source: «Les établissements Privés d Enseignement Supérieur» Pierre-Henri PRELOT) has more than 50 foreign partner universities, mainly within the ERASMUS network. In addition, is ranked 6 th in the national Top 20 establishments proposing Apprenticeship courses. (Figaro newspaper February 2011) has very close links with local and national companies. In March 2003, obtained ISO 9001 certification, 2000 version. (ISO: International Standards Organization) This certification is granted by an institution (ex: BVQI for Bureau Veritas Quality International, now called Bureau Veritas Certification) for organizations (companies, associations, administrative offices) that have a quality system that complies with international standards. has defined its own field of activity (education), its scope and its quality standards. The certification is granted by an independent organisation. Monitoring of certification is organised every semester and a general examination must be taken every 3 years.

3 French higher education system Study programmes proposed by Preparatory Classes (preparation courses for entrance exams to various institutes) Prépa IFSI Ecole d infirmière / Preparatory class for Nursing Schools entrance exam Prépa Educateur de jeunes enfants / Preparatory class for Educational Teacher for Young Children programme entrance exam Prépa Educateur spécialisé / Preparatory class for Special Education Teacher programme entrance exam Prépa Assistant de service social / Preparatory class for Social Work Assistant programme entrance exam BTS - Brevets de Techniciens Supérieurs - (Level 5-2-year higher education course for a national diploma) BTS Management des unités commerciales / BTS in Management and Marketing of a Business Unit BTS Négociation relation client / BTS in Customer Relation and Negotiation BTS Assistant de gestion PME/PMI / BTS Management Assistant for SME BTS Banque / BTS in Banking BTS Professions immobilières / BTS in Real Estate Management BTS Comptabilité gestion des organisations / BTS in Accountancy and Business Administration BTS Tourisme / BTS in Tourism BTS Hôtellerie restauration / BTS in Hospitality and Catering BTS Economie sociale et familiale / BTS in Social Work BTS Diététique / BTS in Dietetics Top-up Bachelor (Level 6 One-year vocational course after 2 validated years of higher education) Bachelor en Marketing et Communication / Bachelor in Marketing and Communication

4 Bachelor en e-marketing / Bachelor in e-marketing Bachelor en Bancassurance / Bachelor in Banking and Insurance Bachelor en Immobilier / Bachelor in Real Estate Management Bachelor in International Business Studies with Marketing Bachelor en Ressources Humaines / Bachelor in Human Resources Bachelor en Gestion de la Paie et du Social / Bachelor in Payroll and Social Administration Bachelor en Tourisme / Bachelor in Tourism Bachelor en Economie Sociale et Solidaire / Bachelor in Social and Solidarity Economy Bachelor en Management des Unités de Logistique et de Transport / Bachelor in Supply Chain Management Diplôme de Comptabilité et de Gestion / National Diploma in Accountancy and Administration Bachelor Level (Level 6 3-year programme) Bachelor en Management et Gestion des Entreprises / Bachelor in Management and Business Administration Bachelor en Affaires Internationales / Bachelor in Business Studies with International Business Bachelor en Tourisme / Bachelor in Tourism Bachelor en Economie Sociale et Solidaire / Bachelor in Social and Solidarity Economy Diplôme de Comptabilité et de Gestion / National Diploma in Accountancy and Administration MBA level (Level 7 2-year programme after 3 validated years of higher education) MBA Développement Commercial / MBA Management of Sales Development and Entrepreneurship MBA Développement Commercial, spécialité Gestion des Patrimoines Privés et Professionnels / MBA Management of Sales Development and Entrepreneurship, with Private and Business Assets Management MBA Ressources Humaines / MBA in Human Resources Management Diplôme Supérieur de Comptabilité et de Gestion / National Diploma in Advanced Accountancy and Administration Rules and regulations ARTICLE 1 HEALTH AND SAFETY 1. No smoking indoors or near the doors or windows of the establishment Cigarette stubs and rubbish must be disposed of in the bins provided. 2. No food or drinks in the classrooms or computer rooms. 3. Speed limit in the car park is 10 km/hour. Please park correctly in the parking spaces provided so as to ensure full parking capacity. 4. In the case of emergency (fire, flooding ) use the emergency exits at each end of the building. See evacuation plan displayed on each floor. Please note that these emergency exits should be used solely for this purpose. ARTICLE 2 SCHEDULE 1. Class hours: 8.15am - 12am and 1.30pm pm. This schedule could be changed by the Course leader for academic reasons. Any changes are posted on the class board. 2. No lateness or early departure from class allowed. The break lasts 15 minutes and must be respected. It is forbidden to leave the class for any reason. 3. is open from 7.30am until 7pm. After 5.30 pm students studying at are asked to do so in the rooms allocated so that the cleaning staff can carry out its duties.

5 ARTICLE 3 WORKING CONDITIONS 1. Students are not allowed in the copy room or staff rooms. For any help about documentary research, students must refer to the lecturer concerned. Newspapers and magazines are at your disposal but must be consulted on the premises. 2. Software protection and use of IT tools: It is strictly forbidden to copy software installed on computers. 3. It is strictly forbidden to move computers or other IT tools from one room to another. Access to the computer rooms is available until 7pm. 4. Access to fax, telephone, and copy machine is available on request. Cards can be purchased at the reception desk. 5. Wireless internet access is available on premises and accessible on personal laptop via a personal session. This session gives access to printers with a printing credit allocated to each student. ARTICLE 4 RULES 1. Classes are compulsory, and the schedules must be respected at all times. Lateness and absences must be justified (medical certificate, official appointment ). 2. All student work that is not handed in on time will be given a 0/20 grade. 3. Absence: Students must collect documents from the course leader and obtain information about contents of classes missed. Students who have missed an examination will have to register directly to the retake session to sit their exam. 4. Tests and exams rules: Absolutely no speaking allowed. Any exam fraud will be investigated by the course leader and lead to a 0/20 grade. Sanctions will be taken by the Course leader. 5. Dress code: Correct dress is required. All religious symbols are prohibited. 6. The premises and facilities must be respected at all times. 7. The establishment cannot accept responsibility for personal belongings. They are under the sole responsibility of their owner. 8. The use of mobile phones is forbidden during lessons. They must be switched off. ARTICLE 5 DISCIPLINARY RULES Rules and Regulations are to be respected at all times. The following sanctions are applied: - Reprimand - Suspension - Expulsion DISCIPLINARY SANCTIONS (particularly important for students on work-study programmes as it is a legal obligation for institutions): a) Small offence or misconduct (unjustified lateness and/or absences) : a written warning is kept in the student s file. b) Serious offence or misconduct (repeated small offence or misconduct, unacceptable behavior, lack of respect for fellow students and teaching staff): the sanction could go from a written warning kept in the student s file to a 1 to 5-day suspension.

6 c) Very serious offence or misconduct (repeated examples of the above offences or misconducts after receiving a written warning, theft or deterioration of material, violent behavior): definitive expulsion from the institution after discussion between the Director and teaching staff. In any of the above cases, the Director or his representative can suspend the student immediately, before a final decision is taken.

7 MBA Management of Sales Development and Entrepreneurship The objective of the MBA Management of Sales Development and Entrepreneurship and «Manager du développement commercial» (code NSF 312) degrees is to ensure advanced training for candidates and their professional insertion with compliance with the European criteria and the requirements of the Commission Nationale de la Certification Professionnelle. The Commission Nationale de la Certification Professionnelle (CNCP) / National Commission of Vocational Certifications is related to the French Prime Minister. This commission manages the Répertoire National de la Certification Professionnelle (RNCP) / National Register of Vocational Diplomas which registers all the diplomas delivered in France. Registration on the RNCP gives national recognition to the diploma for the level of qualification French Level 1 (European Qualifications Framework Level 7) = Master/MBA degree, Bac + 5; French Level II (European Qualifications Framework Level 6) = Bachelor degree, Bac + 3; French Level III (European Qualifications Framework Level 5) = Brevet de Technicien Supérieur (BTS), Bac+2. Certified skills The degree Management du développement commercial / Management of Sales Development and Entrepreneurship is granted to candidates who have acquired the following skills (certified by the Commission Nationale de la Certification Professionnelle (please refer to the CNCP site : DEVELOPMENT SKILLS Managing sales development: o prestigious accounts and key accounts o customers in a specific geographical location or sales area o customers on the same market or in the same sector of activity SKILLS IN MANAGEMENT AND FINANCIAL MANAGEMENT o Coordinating a sales team o Managing sales intermediaries (Distributors Agents Internet operators) o Monitoring results in budget controls o Collaborating with other departments (Legal - Logistics Production Quality Human Resources) ENTREPRENEURIAL SKILLS Sales policy: o Defining and implementing company sales policy Entrepreneurship: o Company creation Partnerships Takeovers Job opportunities Job opportunities for a Manager in Sales Development and Entrepreneurship are: Management of a Sales Department/Sales Team Head of Sales Manager of key accounts Sales Manager

8 Management of Customer Relations Customer services manager Manager of an SME 2. FORMALITIES Application procedure Candidates must have validated three years in higher education or have obtained 180 ECTS. Candidates can also be accepted on the course through Prior Learning and Experience Admission procedure Application form + motivation interview + tests of English, competencies and logic Registration procedure Final enrolment form and required documents 3. FURTHER STUDIES The objective of the programme is for the student to have a job. However, the degree allows the student to enter in a Doctorate programme after assessment of the application. 4. GENERAL INFORMATION Level of diploma: Level I «Personnel in jobs that usually require a diploma corresponding to a Master degree level» Programme duration: 4 semesters This course can be taken as a full-time student This course can be taken as a company employee on a work-study programme This course can be taken in e-learning This course can be taken with Accreditation of Prior Learning and Experience 5. USEFUL INFORMATION Course leaders and contacts MBA Sales Development and Entrepreneurship course leaders: Annecy : Philippe VEDEL / 42 Chemin de la Prairie ANNECY / Chambery : Delphine DHERS / 44 Rue Charles Montreuil CHAMBERY /

9 6. STUDY PROGRAMME List of subjects Code Subject ECTS Credits S7 S8 S9 S10 Hours of Study Coordinator DEVELOPMENT STUDY UNIT DE Strategic Management 3 90 DE Business Intelligence 3 90 DE International Management 3 90 DE International Marketing 3 90 DE International geopolitical environment 3 90 ECDE14 Case study Development 1 8 DE Management of International Networks h Véronique Anthonioz MANAGEMENT STUDY UNIT 270h Hakime Mokrane MA Intercultural Management 3 90 MA Human Resources Management 3 90 MA Process Management 3 90 ECMA14 Case study Management 1 8 MA Change Management 2 60 MA Project Management 2 60 MA Management and Leadership 2 60 ENTREPRENEURSHIP - FINANCIAL MANAGEMENT - LAW STUDY UNIT EJG Financial Analysis Company Analysis 3 90 EJG Cash flow Management 3 90 EJG Cost controlling 3 90 ECEGJ14 Case study Entrepreneurship h Olivia Bestenti LANGUAGE STUDY UNIT 120h Delphine Dhers LC English S LC English S ENTREPRENEURSHIP STUDY UNIT 240h Philippe Vedel EN Entrepreneurial Project Management 2 60 EN Financial Engineering 2 60 EN Company Valuation 2 60 EN Negotiation and Audit 2 60 ECEN15 Case Study Entrepreneurship 3 16 INTERNATIONAL DEVELOPMENT STUDY UNIT DE International Purchase 2 60 DE International Development 2 60 DE International Negotiation 2 60 DE International Logistics DE International Logistics DE Key Accounts Management h Véronique Anthonioz

10 DE International Development of Products 2 60 and Brands DE Relationship Marketing 2 60 DE International Financial Strategy 2 60 ECTR15 Case Study International 3 16 PROFESSIONAL PROJECTS STUDY 1550H UNIT DO Working skills and potential S DO Working skills and potential S DO Dissertation S DO Dissertation S DO Work Placement S DO Work Placement S DO Consultant mission S DO Consultant mission S TOTAL H All seminars are mandatory. There is no optional seminar. The reason is that each seminar allows to accumulate ECTS which are necessary to obtain the degree. Moreover, each seminar deals with a different subject, each subject being mandatory to validate all the knowledge and skills required for the certified degree.

11 DEVELOPMENT STUDY UNIT The objective of the Development Study Unit is to allow students to have the necessary knowledge and skills to understand the issues and opportunities offered by the international environment. It also allows them to have all knowledge and practical experience to develop and implement with success a business international development. STRATEGIC MANAGEMENT Number of ECTS Credits: 3 ECTS Number of hours: 90 hours (22h in class + 68h personal study) Evaluation: 1 exam (40%) + Case study Development (60%) Dates: semester 7 Language: English Knowledge of basics in management Methods for defining a strategy Drawing up a strategy and deciding on objectives Strategic analysis techniques Different strategies Carrying out a strategic audit Internal and external company analysis. Analysis of competition and organization Different aspects of corporate strategy, business strategy (competition, cooperation ). Understand strategic choices, means for development (internal/external). Analyze resources, capacities, skills, values, business models Identifying strategic options when tapping new markets Taking strategic steps to face competition (cost control, differentiation, positioning ) Evaluate risks and potential for growth Understand link between general strategy and operational strategy (sales, marketing, human resources, production ), between general business plan and operational business plan. Methodology and tools for audit strategy - Choice of strategy: coherence between objectives, resources and strategy Action plans and presentation of strategy to the company Going beyond basic, classical strategic methods so as to face competition and adapt to an ever-changing environment Strategor 5e édition Auteurs : Garrette Bernard, Durand Rodolphe, Dussauge Pierre. Editeur: Dunod. Publication: 2009 La prospective stratégique : Pour les entreprises et les territories. Auteurs : Godet Michel; Durance Philippe. Editeur: Dunod. Publication: 2008 Management : Stratégie et organisation 7ème edition. Auteurs : Helfer Jean-Pierre; Kalika Michel; Orsoni, Jacques. Editeur: Vuibert. Publication: 2008 Les grands auteurs en stratégie. Auteurs: Loilier Thomas; Tellier Albéric. Editeur: EMS Editions. Publication: 2007 Internationalisation d'entreprises : Démarche et stratégies pour vendre sur les marchés étrangers. Auteur : Karsaklian Eliane. Editeur: Dunod. Publication: 2009 Mémento LMD - Stratégie de l'entreprise. Auteur : Mouillot Philippe. Editeur: Gualino. Publication: 2007 L'Art de diriger Tome 1 : Management - Stratégie 3ème edition. Auteur: Papin Robert. Editeur: Dunod. Publication: 2006

12 Manuel de prospective stratégique Tome 1 : Une indiscipline intellectuelle 3ème edition. Auteur: Godet Michel. Editeur: Dunod. Publication: 2007 Manuel de prospective stratégique Tome 2 : L'Art et la méthode 3ème édition Auteur: Godet Michel. Editeur: Dunod. Publication: 2007 Strategic Planning: How to Deliver Maximum Value through Effective Business Strategy. Auteurs: Wittmann Robert; Reuter Matthias. Editeur: Kogan Page Publication: 2008 Global Strategy. Auteur: Peng, Mike W. Editeur: Thomson; 2006 Strategy: Analysis and Practice. Auteurs: McGee John; Thomas Howard; Wilson David. Editeur: McGraw-Hill. Publication: 2005 Strategy: Analysis and Practice - McGraw-Hill McGee, John Thomas, Howard Wilson, David BUSINESS INTELLIGENCE Number of ECTS Credits: 3 ECTS Number of hours: 90 hours (22h in class + 68h personal study) Evaluation: 1 exam (40%) + Case study Development (60%) Dates: semester 8 Language: French none Using tools in the management process to adapt to a business environment Using a business intelligence approach to evaluate future business prospects Understand the complex mechanism of business intelligence Defining priorities Corporate strategy and business intelligence Company, security and competition Tools for business intelligence Bibliography: L'intelligence économique et stratégique Tome 1 : Les ambiguïtés - e-theque Chotin, Richard L'EAI au service de l'entreprise évolutive Maxima - Abou-Harb,Georges Rivard, François Knowledge Management - EMS Editions - Storhaye, Patrick; Bouvard, Patrick 2002 INTERNATIONAL MANAGEMENT Number of ECTS Credits: 3 ECTS Number of hours: 90 hours (22h in class + 68h personal study) Evaluation: 1 exam (40%) + Case Study Development (60%) Dates: semester 7 Language: English Knowledge of international development Economic environment, international business and sales techniques, economic integration, investment strategies, new technologies, foreign partners and markets Opportunities and threats in international trade International trade and investment reasons, risks, problems, trading partners Participation to the international development of a company

13 Management of risks linked to international trade International trade International companies Social, environmental and ethical issues Strategy Risk management in international trade (political, economic, legal aspects) Opportunities and threats in international trade Manufacturing abroad Concepts linked to international trade Commerce international Théorie, techniques et applications, Naji Jammal, Pearson Education Economie internationale, 8e, Paul Krugman, Maurice Obstfeld, traduits par Gunther Capelle-Blancard, Matthieu Crozet, Pearson Education John D. Daniels, Lee H. Radebaugh, International Business: Environments and Operations, 11e, Prentice Hall, The Essence of International Business, Prentice Hall Beamish, Paul W. et al: International Management: Text and Cases. 2e, Irwin, INTERNATIONAL MARKETING Number of ECTS Credits: 3 ECTS Number of hours: 90 hours (22h in class + 68h personal study) Evaluation: 1 exam (40%) + Case Study Development (60%) Dates: semester 8 Language: English Knowledge of basics in marketing concepts Drawing up a sales policy, a marketing and sales plan on an international level Marketing concepts and their application Research, and creation and presentation of quality to customers Market auditing, return on investment, use of the appropriate tools Defining and implementing a national and international sales policy Drawing up a national and international marketing plan by budget estimation, by deciding on which products and services to promote and in which quantities, by defining the appropriate operational means for the objectives set (pricing policy, sales force, distribution networks, communication policy, sales tools, sales administration ) New potential markets and development prospects for the company Identifying a competitive advantage and defining a marketing mix for added value Role of marketing management Role of marketing in the creation of value Macro-economic environment on a national and international level International lifecycle of a product International marketing strategy Global marketing Market segmentation Market positioning International marketing mix - International product mix International price mix - International distribution mix, and sourcing International communication mix Marketing Management Kotler-Keller-Manceau-Dubois - 13ème édition Editions Pearson Education Mercator, théories et nouvelles pratiques du marketing Lendrevie-Lévy-Lindon 9ème édition Editions Dunod

14 INTERNATIONAL GEOPOLITICAL ENVIRONMENT Number of ECTS Credits: 3 ECTS Number of hours: 90 hours (22h in class + 68h personal study) Evaluation: 1 exam (40%) + Case Study Development (60%) Dates: semester 7 Language: French General knowledge in international history and geography Macro-environmental factors of markets, optimizing strategic decisions and operational management Concepts in geo-politics, geo-strategies and international relations vital knowledge in export projects Discovering other countries, nationalities, histories and cultures adapting export strategies to specific countries Developing analytical skills of political, legal, economic, cultural and geographical issues and environments minimizing export risks Political environment Legal environment Impact on human resources management Impact on marketing, operational and financial activities Inter-governmental organizations and their role Economic and cultural environment Geographical influences on nations Géopolitique d'un monde mélancolique Eyrolles - Simon, Alain 2006 DUROSELLE (Jean-Baptiste) Tout empire périra. Théories des relations internationales, Armand Colin CHAIGNEAU (Pascal) Dictionnaire des relations internationales, Economica NADOULEK (Bernard) L épopée des civilisations Eyrolles CHALIAND (Gérard) Anthologie mondiale de la stratégie, Bouquins Robert Laffont HOWARD (Michael) : La guerre dans l histoire de l Occident, Fayard MONGRENIER (Jean-Sylvestre) Dictionnaire géopolitique de la défense européenne, Editions Unicomm CHAUPRADE (Aymeric) Géopolitique. Changements et constantes dans l histoire, Ellipses CHAUPRADE (Aymeric) et THUAL (François) Dictionnaire de géopolitique, Ellipses Hérodote, La Découverte.. Revue française de géopolitique, Ellipses. Sur la géopolitique et la géostratégie SOPPELSA (Jacques) Lexique de géopolitique, Dalloz CHALIAND (Gérard) Atlas du nouvel ordre mondial, Robert Laffont MANAGEMENT STUDY UNIT The Management Study Unit covers a large range of knowledge and techniques that allow to get things done by other individuals according to specific behaviours. INTERCULTURAL MANAGEMENT Number of ECTS Credits: 3 ECTS Number of hours: 90 hours (22h in class + 68h personal study) Evaluation: 1 exam (40%) + Case Study Management (60%) Dates: semester 7 Language: French

15 none Awareness of values Cultural differences Open-mindedness concerning cultures Adapting communication to different cultures, and creating relations Adapting to different methods of time management in different cultures Presenting information to different cultures Human resource management in different cultures Understanding cultural differences Creating relations Time management Communication and presentation of information Human resource management BOLLINGER Daniel et HOFSTEDE Geert, Les différences culturelles dans le management. Comment chaque pays gère-t-il ses hommes?, Les Editions d Organisation, Paris, BOUBEL Aurélie et PANSARD Fabrice, Les investisseurs institutionnels, Editions La Découverte, Paris, BOUCHET Michel-Henry, La globalisation Introduction à l économie du nouveau monde, Pearson Education, Paris, CHEVRIER Sylvie, Le management interculturel, Que sais-je?, PUF, Paris, novembre CNUCED, Rapport, L investissement dans le monde, COHEN Daniel, La mondialisation et ses ennemis, Editions Grasset et Fasquelle, Paris, COMTE-SPONVILLE André, Le capitalisme est-il moral?, Albin Michel, Paris, D IRIBARNE Philippe, La logique de l honneur, Seuil, Paris, D IRIBARNE Philippe et al., Cultures et mondialisation Gérer par-delà les frontières, Seuil, Paris, D IRIBARNE Philippe, Un tiers-monde qui réussit, Odile Jacob, Paris, ETCHEGOYEN Alain, La valse des éthiques, Editions Bourin, Paris, FONTAGNE Lionel et LORENZI Jean-Hervé, Désindustrialisation et délocalisations, Rapport du CAE, La Documentation française, Paris, 2005, FREEMAN Robert Edward, Strategic Management: A Stakeholder Approach, Pitman Publishing Inc., Boston, GELINIER Octave, L éthique des affaires, Seuil, Paris, HUMAN RESOURCES MANAGEMENT Number of ECTS Credits: 3 ECTS Number of hours: 90 hours (22h in class + 68h personal study) Evaluation: 1 exam (40%) + Case study Management (60%) Dates: semester 8 Language: French Knowledge of basics in payroll and personnel administration Work laws and regulations Adapting human resources management Swiss laws Team management Informing employees of their rights

16 Differences and similarities between French and Swiss labour laws Hiring and dismissing, avoiding conflicts Day-to-day RH management Programme : Labour laws Recruitment Work contracts End of work contract: different types of breach of contract End of work contract settlement Authorities and services relative to personnel Human Resources and the current social context Labour laws in France and Switzerland Revue Lamy Social la référence incontournable de tous les partenaires sociaux Journal Officiel, lois, décrets, annonces légales. Droit du travail, droit vivant de Jean-Emmanuel Ray éditions liaisons Droit du travail 2009 : A jour au 1er février 2009 (Broché) de Véronique Roy chez DUNOD, 22 fiches express Travailler et vivre en Suisse : Guide pratique pour les résidents et frontaliers, David Talerman, Michel Charrat chez Gualino Editeur mai 2008 PROCESS MANAGEMENT Number of ECTS Credits: 3 ECTS Number of hours: 90 hours (22h in class + 68h personal study) Evaluation: 1 exam (40%) + Case Study Management (60%) Dates: semester 7 Language: French none Management of operational processes, mainly logistics and industrial Operational management Ability to exchange information with logistic services and industrial sectors Concepts of operational management Finding solutions to simple problems Basic principles of process and flow Stock and stock management Use of software packages for MRP/Manufacturing Resource Planning and ERP/ Enterprise Resource Planning Lean management Quality control MANAGEMENT INDUSTRIEL ET LOGISTIQUE 4ème édition, Baglin, Bruel, Garreau, Greif, Kerbache, Van Delft, Ed Economica gestion L'ENTREPRISE AU PLUS JUSTE James Womack et Daniel Jones - Ed Village Mondial CHANGE MANAGEMENT Number of ECTS Credits: 2 ECTS Number of hours: 60 hours (16h in class + 44h personal study) Evaluation: 1 exam (40%) + Case Study International (60%) Dates: semester 10 Language: English

17 Basic knowledge and skills in management Management of change within a company Management of personnel stress, anxiety and demotivation in the context of reorganization, change in managers, certification, company merger Prepare for, and monitor changes to preserve cohesion and motivation within the personnel Introduction Main factors leading to change Typology of main causes of resistance to change Impact of change Different levels of changes Factors that ensure good reaction and adaptation to change Adapting to change Bibliography: Harvard Business Review (sous la dir. De Michel Bon): Le changement Thierry Chavel : La conduite humaine du changement, Editions d'organisation, 2000 Gary Hamel : La révolution en tête, Editions Demos, 2003 F.Ostroff, M.Shalak : L entreprise horizontale, editions Dunod, 2000 J-Y Prax: Le Guide du knowledge management, editions Dunod, 2004 Harvard Business Review: Le knowledge management, Editions d'organisation, 2007 PROJECT MANAGEMENT Number of ECTS Credits: 2 ECTS Number of hours: 60 hours (16h in class + 44h personal study) Evaluation: 1 exam (40%) + Case Study International (60%) Dates: semester 9 Language: English none Organization and adaptation of human and financial resources to reach objectives Implementing risk management Identification, assessment and reduction of risk Integrating risk monitoring in management Basic concepts of project management Methods and tools in project management Communication and human relations Jean Gerbier et B. Evgrafoff : Organisation et fonctionnement de l entreprise, Technique et Documentation, Paris, 1993 Jean-Pierre Schmitt : Manuel d organisation de l entreprise, PUF, Paris, 2002 Henry Mintzberg : Structure et dynamique des organisations, Editions d Organisation, Paris, 1982 Bruno Lussato : Introduction critique aux organisations, Dunod, Paris, 1992 James. G March et Herbert. A Simon : Les organisations, Dunod, Paris, 1969 Gareth Morgan : Images de l organisation, DeBoeck-Wesmael, Bruxelles, 1999 Yvon Pesqueux : Organisations : modèles et représentation, PUF, Paris, 2000 Daniel Boéri et Stéphane Bernard : Organisation et changement, Maxima éditions, Paris, 1998

18 Jean Brilman : Les meilleures pratiques de management, Editions d organisation, Paris, 1998 Raymond Leban : Le management entre modèles et pratiques, Editions d Organisation, 2002 Joël de Rosnay : Le macroscope, Seuil, Paris, ANNEE Jacques Mélèse : Approche systémique des organisations, Editions Hommes et techniques, Boulogne Billancourt, 1979 William. E. Deming : Qualité, la révolution du management, Economica, Paris, 1998 Philippe Breton : Histoire de l informatique, Seuil, Paris, 1990 J. Gabay et B. Gébré : la conduite des projets d évolution des systèmes d information, Dunod, Paris, 1999 Hugues Marchat : Kit de conduite de projet, Edition d Organisation, Paris, 2000 MANAGEMENT AND LEADERSHIP Number of ECTS Credits: 2 ECTS Number of hours: 60 hours (16h in class + 44h personal study) Evaluation: 1 exam (40%) + Case Study International (60%) Dates: semester 9 Language: English none Acquiring leadership style, identifying personal strong and weak points, learning how to improve communication with others and to give orders without creating conflicts Acquiring basic management skills and team management skills Motivating and advising a team Communicating and discussing objectives Dealing with conflicts Professional relations, internal and external Charism and leadership Management style and the effect on a team Presenting objectives, creating motivation Leadership Effective leadership AEBISCHER, V., OBERLE, D. «Le groupe en psychologie sociale», Ed. Dunod, Paris, 1998 AMADO ET A. GUITTET, «La dynamique des communications dans les groupes», Ed. Armand Colin, Paris, 1975 ANZIEU, D. & J.-Y. MARTIN, «La dynamique des groupes restreints», PUF, Paris, 1976 AUBERT, N. «Diriger et motiver», Ed. d Organisation, Paris, 1996 BLAKE, R.R. & J. S. MOUTON, «La troisième dimension du management», Éd. d Organisation, Paris, 1987 BLANCHET, A., TROGNON, A. «La psychologie des groupes», Ed. Nathan, Paris, 1994 BOUHRIS, R., LEYENS, J.-P. «Stéréotypes, discrimination et relations intergroupes», Ed. Mardaga, Belgique, 1999 BOUVARD C., BUISSON M., «Gérer et animer un groupe», Ed. D Organisation, Paris, 1988 GOGUELIN, P. «Le management psychologique des organisations tome 2 - La pratique du management psychologique», Ed. ESF, Paris, 1992 LEWIN K., «Psychologie dynamique», Ed. P.U.F., Paris, 1959 SIMONET JEAN & RENEE «Le management d une équipe», Ed. d Organisation, Paris, 1987) LIPITT R. ET WHYTE R., «Une étude expérimentale du commandement et de la vie des groupes», Ed. Dunod, Paris, 1965 PAGES, M. «La vie affective des groupes», Ed. Dunod, Paris, 1975 RUSSO, J.-E., SCHOEMAKER, «Les chausse-trappes de la prise de décision», Ed. D Organisation, Paris, 1994

19 ENTREPRENEURSHIP - FINANCIAL MANAGEMENT LAW STUDY UNIT The Entrepreneurship - Financial Management Law Study Unit allows the student to acquire the necessary skills to deeply understand figures, in order to take good strategic and management decisions for his structure. FINANCIAL ANALYSIS COMPANY ANALYSIS Number of ECTS Credits: 3 ECTS Number of hours: 90 hours (22h in class + 68h personal study) Evaluation: 1 exam (40%) + Case Study Entrepreneurship Financial Management - Law (60%) Dates: semester 7 Language: French Knowledge of profit and loss accounts and balance sheets Basic methods of financial analysis : analysis of company activity and results by studying and interpreting the intermediate balance, analysis of financial structure by studying the functional balance sheet, analysis of financial and operating risks Analysis of a company s financial situation Analysis of company activity by studying des intermediate balance Analysis of corporate financial risk by studying and interpreting the functional balance sheet Financial analysis Finance d entreprise, DCG 6, Supfoucher, Production et analyse de l information financière, Nathan Analyse financière, 12ème édition, B. et F. Grandguillot, Galino, 2008 Mémento LMD Analyse financière, 6ème édition, B. et F. Grandguillot, Galino, 2009 CASH FLOW MANAGEMENT Number of ECTS Credits: 3 ECTS Number of hours: 90 hours (22h in class + 68h personal study) Evaluation: 1 exam (40%) + Case Study Entrepreneurship Financial Management - Law (60%) Dates: semester 8 Language: French Knowledge of predictive management Financial and monetary markets. Banks Basics of good cash flow management Presenting a coherent and accurate cash flow forecast to investors Negotiating financial strategies Monetary market Financial markets Stocks and shares Bonds Estimated cashflow Overdrafts Discount Other types of financing Definition and determination of cash surplus Long-term investments Capital/fixed assets Investment arbitrages Cash management Rate of exchange risk

20 Principes de techniques bancaires, Luc BERNET-ROLLANDE, DUNOD L essentiel de finance, Pierre CABANE, EDITIONS D ORGANISATION Pratiques des marchés financiers, Dov OGIEN, DUNOD Finance d entreprise, , Michèle Mollet et Georges Langlois, SUPFOUCHER La Bourse, Daniel Goyeau, Anne Tarazi, 2006, Ed. La Découverte Les marchés financiers, Alain Mikol, 2004, e-theque COST CONTROLLING Number of ECTS Credits: 3 ECTS Number of hours: 90 hours (22h in class + 68h personal study) Evaluation: 1 exam (40%) + Case study Entrepreneurship Financial Management - Law (60%) Dates: semester 8 Language: French Knowledge of basics in management accounting Basics of financial management control Role of financial management control Distinguishing financial management control form other controls Assessing, analyzing and improving company performance Cost management Budget management Financial management as a tool for Human Resources management Quality control Management of performance and communication Operating report and indicators Principes de techniques bancaires, Luc BERNET-ROLLANDE, DUNOD Les marchés financiers, Alain MIKOL, 2004, e-thèque Pratiques des marchés financiers, Dov OGIEN, DUNOD Finance d entreprise, , Michèle MOLLET et Georges LANGLOIS, Collection LMD, SUPFOUCHER La Bourse, Daniel GOYEAU, Annie TARAZI, 2006, édition La Découverte LANGUAGE STUDY UNIT The Language Study Unit allows the student to study deeply in business English in order to be able to have a business conversation in English. ENGLISH Number of ECTS Credits: 2 ECTS / semester Number of hours: 120 hours (44h in class + 76h personal study) Evaluation: Tell Me More evaluation + written exam + oral exam Dates: semester 7 + semester 8 Language: English CEFRL Level B2 in English

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