Performance commerciale Performance commerciale
Program overview
This program centers on identifying strategic hubs for business advancement and implementing initiatives across diverse development channels. It aims to empower participants with skills to chart the value journey to customer touchpoints, foster loyalty among high-value customers, adeptly oversee key accounts, formulate streamlined compensation and incentive policies for the sales team, and navigate judiciously between pricing and volume strategies. This approach strives for excellence in strategic business endeavors.
Performance commerciale
The program is aimed at:
• Managers who want to better identify and manage customer orientation and key accounts.
• Commercial leaders who want to communicate better by relying on the true value of their offer, as seen by the customer.
• Managers with commercial involvement or those wishing to evolve in this direction.
• Leaders who want to structure their commercial leadership communication in harmony with their company's strategy
* Net price, HEC Paris is not subject to VAT. Prices, dates, faculty, and program content are subject to change.
Objectives
Develop an action plan to retain customers, especially those with the highest value.
Identify key accounts and implement a strategy for them.
Present a policy to incentivize the sales force.
Integrate a leadership strategy into their sales posture
Identify concrete obstacles in implementing a price/volume strategy.
Program
Being data-driven, asking the right questions, using a measurement framework, leveraging analytical tools, visualizing data, and supporting teams.
Value proposition and architecture, profit, platforms, circular economy, radical and incremental innovations.
Neuroscientific studies, brain function and interpretations, emotions and somatic markers, sensory marketing, site neuro-compatibility.
History, major families of AI, societal challenges, ethical and legal challenges, contributions to marketing.
Open perspectives on the return of competition, unforeseen events, and the transformations brought about by the financial vision of commercial action: this approach is very enlightening for salespeople often distant from financial practices and goals, strengthening the effectiveness of commercial action.
Pedagogy
A triple pedagogical balance is sought at a ratio of 50/50 for each of them:
- Balance between methodological or academic inputs and practical applications.
- Balance between listening and speaking.
- Balance between cases and examples external to participants and those they bring themselves.
Download the brochure
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Register for the program
Fill in the form to check your eligibility and start the registration process.
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 options
Find out more about possible funding options for the program you have chosen.
*Net price, HEC Paris is not subject to Value Added Tax. Prices, dates, faculty and program content are subject to change.
This program is not eligible for the CPF.
