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Executive Education

AGIR SUR LES SYNERGIES COMMERCIALES AGIR SUR LES SYNERGIES COMMERCIALES

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. 

Executive Short Program Agir sur les synergies commerciales

Format: Présentiel
Duration: 4 days
Language: French
Next start:
Cost: 5700 €*
Place: France

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 

 

Download the brochure

 

* 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. 


Laurent Maruani
LAURENT MARUANI
Emeritus Professor, HEC Paris

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

 

 


Fields preceded by an * are mandatory. Failure to fill out the correct fields will delay your brochure request. By completing this form, you are giving consent to HEC Paris to collect your data in order to process your request for documentation, offer you its training programs and ensure their follow-up. You have a right to access, modify, oppose, delete, limit, transfer, and to inform us how you wish your personal data to be processed, in the event of your death, by contacting exed@hec.fr. Find out more about the management of your personal data and your rights

Register for the program

 

Fill in the form to check your eligibility and start the registration process.

APPLY HERE

 

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.

Explore funding options

*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.

Priscila Quincey
Priscilla QUINCEY
Program Advisor Marketing, Data & Business Development