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IESEG School of Management ( IÉSEG )

Code Cours :



Niveau Année de formation Période Langue d'enseignement 
Professeur(s) responsable(s)M.JOHNSTON
Intervenant(s)Mark JOHNSTON

Pré requis

Define the role of personal selling in commerce
Explain the contemporary selling process in the sales organization

Objectifs du cours

At the end of the course, the student should be able to:
At the end of the course the student should be able to:
Define the role of ethics in business decision making
Identify the ethical issues facing the sales organization
Explain the ethical challenges sales managers face in managing a sales force
Create a code of sales ethics
Identify the key ethical issues in the use of technology in the workplace
Recognize the ethical challenges globalization presents in the global economy

Contenu du cours

A variety of teaching methologies will be utilized in the course - seminars, in class presentations, and case analysis. The typical structure of a day will be 3 sessions of approximately 1 hour. The final day is set aside for presentations of approximately 15 minutes for a company ethics audit. The principal activities of the course are case studies and class discussion which change over the four days of the course based on the Topic:
Day 1 - Ethics in Leadership
Day 2 - Ethics in Commerce
Day 3 - Ethical Issues in Global Business and Technology
Day 4 - CSR in Commerce and Triple Bottom LIne
Day 5 - Final student presentaitons, class wrap up

Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
lecture16,00   The learning approach in this class emphasizes real world application of concepts, class discussion, and personal reflection
Independent work
Reference manual 's readings3,00  
Independent study
Group Project10,00  
Individual Project4,00  
Charge de travail globale de l'étudiant44,00  

Méthodes pédagogiques

  • Presentation
  • Case study
  • Conference
  • Coaching


The assessment consists of two group projects, an individual written project and class participation. The assessment enable the student to apply class discussion and content to real world situations.

Type de ContrôleDuréeNombrePondération
Continuous assessment
Oral presentation1,00240,00
Individual Project3,00130,00
Case study0,30120,00
TOTAL     100,00


  • Andrew W. Ghillyer, “Business Ethics Now, 3e” McGraw Hill, 2012 -

* Informations non contractuelles et pouvant être soumises à modification
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