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Executive Education

Piloter sa direction commerciale

Piloter sa direction commerciale

Executive Short Program

Language : French

Download the brochure

Program overview

Develop a high-performance sales strategy and organization 
Faced with major transformations such as disruption in value chains and rapidly increasing competition, sales departments need to rethink their strategy and management. This program provides the methodological fundamentals to structure this examination, as well as the tools for reflection to support and implement the necessary changes effectively.

Executive Short Program Piloter sa direction commerciale

Duration: 8 days
Language: French
Next start:
Cost: 8590 €*



Develop strategic business thinking, in line with current challenges 

Structure your sales plan and sales policy, and master the legal and financial framework of sales activities

Create an ambitious and efficient management system, and manage performance and change with finesse

Academic Director(s)

Cécile Viniane
Adjunct Professor, HEC Paris

Learning methods

A solid and pragmatic learning path that structures the essential role of the Sales Department in the profitability of the company and its management. The skills acquired will be assessed at the end of the course. Participants work on producing a strategic business plan, based on their own company, with the support of a tutor.


Strategic positioning of the sales department within the Management Committee 

The financial aspects and legal issues of the sales department. From sales strategy to sales policy. Building a strategic sales plan. 

Defining the sales organization

The key principles of sales management, and the key success factors for the performance of your team. The profiles of salespeople and adapting your communication style to different profiles. 

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.

Programme éligible au CPF et à la VAE

Plus d'information sur la VAE

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Register for the program

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