Business Development Business Development
Program overview
The Sales sector has always been an important source of job creation, but due to the technical and cultural impact of digitization these positions are increasingly new ones. With this context in mind, the program focuses not only on the opportunities and on the challenges specific to commercial strategy and implementation, but also examines their consequences in terms of the human resources management of sales teams and customer relations. This certificate therefore focuses on the sales and business development professions.
Business Development
The program is aimed at:
- Managers with a business development responsibilities wishing to better understand and adapt their role.
- Managers of business units, which have adopted a customer centric strategy, in search of methodological and operational insights.
- Individuals entering the sales profession wishing to become fully operational rapidly.
* Net price, HEC Paris is not subject to VAT. Prices, dates, faculty, and program content are subject to change.
Objectives
Align a marketing plan and a sales action plan while considering the impact of digitalization on new commercial/marketing interactions
Master key performance measurement and management tools (Budget, Return on Investment, Key Performance Indicators, etc.)
Acquire expertise in sales, distribution, and promotion techniques in the company's core markets, along with understanding the impacts of Artificial Intelligence in these fields
Program
The customer always remains at the heart of sales activities, with rapidly changing methods facilitating and enhancing the effectiveness of these actions. Digitalization, negotiation, pricing, key account management and valuation, and strategic alignment have all evolved significantly.
- Contemporary marketing trends
- Pricing deep dives
- Strategic Marketing Simulation
- Public speaking
- Evolving labor law, application to transformations in sales forces and business affairs
Digitalization has blurred boundaries, and this trend continues. Unified goal setting encourages career adaptations and reconsideration of preconceived notions.
- Marketing and sales synergies: value-seeking / Communication and Leadership
- Economic and financial cycles and crises
- Commercial strategy and customer retention
- Sales Excellence & Financial Incentives
- Negotiate? Impose? or relinquish?
- Commercial Action Plan Diagnostics
- Blue Ocean Strategy Simulation (Master's level only)
Soft skills play an increasingly important role in sales competencies. Human resource management, including internationally, mastering emotional intelligence, and integrative capacity are now key areas in commercial dynamics.
- Talent management
- Impact of economic transformations: an opportunity or a handicap / Application to the company and commercial activity
- B2B communication and distribution
- Key Account Management: People and Strategies
- Leadership lever: skills and motivation
- Tough Negotiations
- The art of innovation & Leadership
- HR and Development of sales teams
- Blue Ocean Strategy Simulation (Master's level only)
- Internal workshop on disruptions in business
Learning methods
This program has been specifically designed for participants who wish to share and develop their skills and experiences. The diversity of backgrounds and personalities of the participants enables us to offer a highly diverse and balanced program: practical application and methodological input, professors and experts, active listening and interactive exchanges, as well as group and individual work. All delivered with the high standards that benevolence that characterize HEC Paris.
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This program is accessible for people with disabilities. Please contact us if you have any specific requirements or to obtain the Public Accessibility Register.
Funding
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Eligible program
RNCP : Degree title: Directeur (trice) Marketing et Commercial (fiche 35147)
