Stratégie commerciale Stratégie commerciale
Program overview
This program offers a dynamic approach aimed at mastering key variables in business development. It first presents economic developments and their impact on commercial strategies. Then, by focusing on sensitive negotiations and using price as a strategic lever, participants are led to confront the challenges of the real market. An interactive simulation game encourages the practical application of knowledge, while a perspective on legal constraints reinforces the relevance of the proposed actions.
Stratégie commerciale
The program is aimed at:
- Managers seeking to identify and better manage key variables in business development.
- Sales leaders wishing to integrate strategic dimensions such as pricing, negotiation, and competition into a holistic view of their commercial environment.
- Marketing, Sales & Digital leaders.
* Net price, HEC Paris is not subject to VAT. Prices, dates, faculty, and program content are subject to change.
Objectives
Identify and unravel the digital or behavioral key factors in the business environment to better adapt their strategy
Recognize and overcome major obstacles related to delicate negotiations
Implement a strategic approach to pricing in line with business objectives and market dynamics
Develop skills to positively differentiate from competitors
Set legal and regulatory limits to their commercial action
Program
This introductory course demonstrates the necessary convergence between commercial and marketing activities considering digitization, the evolution of international markets, sectors, and customer orientation. This approach forms the basis of business development and allows for the envisioning of realistic and relevant development plans.
This course helps identify pricing techniques and strategies and choose which ones to apply in different situations. Based on costs, value, or competition, the pricing strategy must consider these three modalities, assigning them different roles depending on the situation. If the goal is to establish prices based on costs, the other two approaches become efficiency constraints. What are the consequences? They differ if the main objective of pricing is to counter competition or increase customer value.
The goal is to provide practical tools to optimize oral communication in high-stakes situations, with authenticity and effectiveness, particularly through conflict resolution. Participants are placed in the role of actors following directives. Their strengths and weaknesses are quickly identified and better controlled.
Through constant interaction among participant teams, this simulation offers decision-making choices: balancing short and long-term considerations, anticipating and creating opportunities, and selecting analytical tools.
This course provides an introduction to labor law and highlights the possibilities for managers who must manage their teams or employers. Everyday topics are addressed, such as professional development, compliance with standards, negotiation of employment contracts, and avoiding disputes with teams.
Pedagogy
Conceptual inputs, complemented by real practical case studies and an interactive simulation game, are used throughout the training. It is delivered by specialists in their field to provide concrete elements to participants. 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.
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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 options
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