Presentation

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