The Sales sector has always been an important source of job creation, but the impact of digitization means that the roles of sales teams are changing. With this context in mind, this 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.
The program is aimed at:
Executives and senior managers who have a business development responsibilities, and who wish to lead a business unit with a strategic customer-centric approach more effectively
A word from the academic director
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.
The new bases of the commercial activity: the customer is always at the heart of the commercial activity, and the methods used to facilitate and reinforce the effectiveness of this activity are changing rapidly. Digitalization, negotiation, pricing, key account management and its added value, and strategy have all evolved.
The synergy between marketing and sales: digital technology has, to a large extent, removed the dividing line between the two functions. Our goal is to enable you to reconsider any preconceived ideas and to adapt how you work accordingly.
Preparation and defense of an applied and methodological Marketing Action Plan, to capitalize everything you have learned and apply it immediately in the workplace.
Find out more about possible funding options for the program you have chosen.
CPF eligible program
CPF : Degree title : Directeur (trice) Marketing et Commercial Bloc A1, A2 et A4 de la fiche 20 51 30.
RNCP : Degree title: Directeur (trice) Marketing et Commercial Bloc A1, A2 et A4 de la fiche 28 346
*Net price, HEC Paris is not subject to Value Added Tax. Prices, dates, faculty and program content are subject to change.
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