Commercial Engineering [Master IC]


Responsible: Jean-Bernard TITZ
Degree Secretarial Office: 


Objectives

The creation of this Marketing-sales course meets the increasing students' will to practise jobs related to marketing associated to commercial positions but the course was also created for the increasing number of applicants in this business sector.

This course dedicated to commercial engineering meets the current expectations in terms of commercial efficiency, sales force audit and internationalisation of companies. These will clearly be strategic areas for companies and organisations in the coming years. Therefore, this course aims at training specialists in commercial management/sales who are able to hold positions of Commercial Manager, Sales Manager, marketing and brand manager in companies of all sizes and all business sectors.

This training course in sales provides students with the ability to adapt and to get quickly involved in responsibility taking. It brings them skills in customers' portfolio management (the preparation of a budget, the operational implementation of the discounts, the sales and the products' selection, the negotiation with customers and suppliers, then the sales mostly in B2B (business to business).,…)

The advantages of the training course

This training course is part of a very thorough professionalising project and offers:

  • An alternating rhythm (with some time spent in a company / and some time spent in internship) which enables them to benefit from a strong synergy between the theorical lessons on the one hand and the practice on the other hand.
  • A pedagogy oriented towards the most recent knowledge which aims at anticipating the very fast evolution of these professions
  • Concrete professional projects such as practical case studies, mock trade talks...

This pedagogical orientation is a real springboard to access commercial engineering positions which combine negotiation tasks with team management tasks in the field.

It is to be noticed that this is the only university training course in commercial engineering in the Provence Alpes Côte d'Azur region.

Skills

  • To master all the techniques of trade negotiation: interpersonal communication, negotiation with the distributor...
  • To define and manage budgets
  • To measure the impact of operations on the products' portfolio, to analyse and manage the sales reporting
  • To implement and organise promotional campaigns in collaboration with producers and suppliers
  • To deal with customer feedback and to manage customer relations
  • To manage the international client portfolio
  • To manage all distribution channels: Trade marketing, merchandising and management of the selection, the law of supply, commercial law
  • To master the techniques of export sales

Organisation of the training course

  • School days: Monday, Tuesday, Wednesday
  • Compulsory internship (from 4 to 6 months) 
  • Capacity: 
    • Year 1: 20 students
    • Year 2: 25 students

 

Conditions

  • To have a three-year Higher Education diploma or an equivalent
  • To take an aptitude test in management: Score IAE Message, Tage-Mage, GMAT, GRE, SAT
  • Academic merit
  • Career objectives

The candidates declared eligible based on their application file take part in an interview.

Students who got these scores are automatically eligible and go for the interview:

  • SIM : 240/400
  • Tage-Mage : 350/600
  • GRE : 280/340
  • GMAT : 420/800
  • SAT : 1080/1600

Block Release Training and Continuing Education 

  • Candidates in continuing education(who interrupted their studies for two years, who are employees or in individual educational leave...) are requested to contact UNICE PROfor all requests for VAE/VAP and for application
  • Candidates in block release trainingare requested to contact BUSINESS RELATIONS

Costs

The tuition fees include:

  • National fees
    All students must pay national fees.
    The amount is set each year by the Ministry in charge of Higher Education, Research and Innovation.
    The exact amount of these fees is communicated by the ministry (and published on its website) in mid-July.
  • Specific fees
    The amount of specific fees depends on your registration scheme.

To find out whether you are enrolled in a Full-Time Education (FI), a Continuing Education (FC) or a Lifelong Learning (FP) programme, click on the following link: registration scheme

To know about the cost: click on the following link: training courses' cost

YEAR 1

SEMESTER 1

CODE

Coef. (a)

ECTS (b)

COURSES

 TUTORIALS

Unit 1: Business environment    

6

Business ethics and corporate social responsibility

-

1

(2)

24h

-

Labour and commercial law

-

1

(2)

24h

-

International business

-

1

(2)

12h

-

Unit 2:Business strategy 

6

Strategic analysis and business models

-

1

(2)

24h

-

Strategic marketing

-

1

(2)

24h

-

Financial reporting

-

1

(2)

12h

-

Unit 3:Human Resources and organisation 

9

Human Resources management

-

1

(3)

24h

-

Organisational behaviour

-

1

(3)

24h

-

Management of information and communication systems

-

1

(3)

24h

-

Unit 4: The founding principles of marketing and sales

9

Financial management of e-projects

-

1

(3)

24h

-

Marketing and sales law

-

1

(3)

24h

-

Analysis of the consumer's behaviour

-

1

(3)

24h

-

BONUS I optional: max +0.25 point on the average)

Sport

-

-

-

-

-

Student commitment

-

-

-

-

-

Innovation

-

-

-

-

-

Soft skills: Languages I

-

-

-

-

-

Soft skills: Personal development I

-

-

-

-

-

TOTAL SEMESTER 1

30

264h

-

 

SEMESTER 2 

CODE

Coef. (a)

ECTS (b)

COURSES

 Tutorials

Unit 5: Pre-specialisation in Commercial Engineering

9

Required skills and qualities to be a good salesman 

-

1

(3)

24h

-

Business strategies and advertising objects 

-

1

(3)

24h

-

Sales techniques 

-

1

(3)

24h

-

Unit 6: Career objectives and research project

21

Methodology of the internship report 

-

1

(5)

6h

-

Oral presentation and argumentation techniques

-

1

(6)

6h

-

Professionalising assignment:

-

2

(10)

-

-

    • Internship or block release training

-

-

-

-

-

    • Internship or block release training report

-

-

-

-

-

BONUS II (optional: max +0.25 point on the average)

Sport

-

-

-

-

-

Student commitment

-

-

-

-

-

Innovation

-

-

-

-

-

Soft skills: Languages I

-

-

-

-

-

Soft skills: Personal development I

-

-

-

-

-

TOTAL SEMESTER 2

30

84h

-

TOTAL FIRST YEAR

60

348h

 

YEAR 2

SEMESTER 3 

CODE

Coef. (a)

ECTS (b)

COURSES

 Tutorials

Unit 7: Commercial tools and founding principles of sales

6

Commercial negotiation

-

1

(2)

24h

-

Sales demonstrations and events in points of sale

-

1

(2)

24h

-

Communication between people and digital communication

-

1

(2)

24h

-

Unit 8: Business relations and customer management

6

Analysis of the customer's behaviour

-

1

(2)

24h

-

Customer relations management  

-

1

(2)

24h

-

The customer and his/her behaviour as a purchaser

-

1

(2)

12h

-

Unit 9: Budgetary tools and commercial function

6

ERP and sales management software package (including budget)

-

1

(2)

24h

-

Sales analysis and forecasting 

-

1

(2)

24h

-

Reporting and sales control

-

1

(2)

12h

-

Unit 10: Management of people and the sales force

6

Sales management and team building

-

1

(2)

12h

-

Business ethics and marketing

-

1

(2)

12h

-

Management of skills and complex commercial situations 

-

1

(2)

24h

-

Unit 11: Sales in an international environment

6

International commercialisation

-

1

(2)

24h

-

International contract law

-

1

(2)

12h

-

Cross-cultural sales and negotiation 

-

1

(2)

24h

-

BONUS III (optional: max +0.25 points on the average)

Sport

-

-

-

-

-

Student commitment

-

-

-

-

-

Innovation

-

-

-

-

-

Soft skills: Languages II

-

-

-

-

-

Soft skills: Personal development I

-

-

-

-

-

TOTAL SEMESTER 3

30

300h

-

 

SEMESTER 4 

CODE

Coef. (a)

ECTS (b)

COURSES

 TUTORIALS

Unit 12: Career objectives and research project II

30

Methodology

-

1

(7,5)

6h

-

Internship battle

-

1

(7,5)

30h

-

Professionalising assignment:

-

2

(15)

-

-

    • Internship or block release training

-

-

-

-

-

    • Final dissertation

-

-

-

-

-

    • Viva of the dissertation

-

-

-

-

-

BONUS IV (optional: max +0.25 points on the average)

Sport

-

-

-

-

-

Student commitment

-

-

-

-

-

Innovation

-

-

-

-

-

Soft skills: Languages II

-

-

-

-

-

Soft skills: Personal development I

-

-

-

-

-

TOTAL SEMESTER 4

30

36h

-

TOTAL SECOND YEAR

60

336h


NOTA BENE :

(a)The "Coef. column": Averages (Units, Semesters, Years) are calculated based on the indicated coefficients.

(b)"ECTS" column: The ECTS credits indicated in parentheses only apply to students in outgoing or incoming mobility (Erasmus or other international partnership programmes). For students who are properly registered to a course leading to a qualification, the ECTS credits are attributed in the Units.

ROME Codes

  • D1407: Technical-commercial relations
  • M1404: Customer Relations Management
  • M1706: Sales promotion
  • M1707: Business strategy

Business sectors

  • Companies supplying equipment and technological materials
  • Trade (retail, wholesale, e-commerce)
  • Delivery
  • Production Industries

Available types of jobs

  • Commercial Manager
  • Sales Manager
  • Sales Staff Manager
  • Customer Relations Manager
  • Trade marketer
  • Department manager at the producer's
  • Department Supervisor at large retailers'
  • Commercial engineer