COMMERCIAL DEVELOPMENT AND CLIENT RELATIONSHIP

BUSINESS DEVELOPMENT CLIENT RELATIONSHIP CERTIFICATE

Stimulate your business excellence with a more holistic vision of your business

 

Enlighten customer relationships from different perspectives to increase efficiency

Work in greater harmony with the other functions of the company (marketing, quality, legal ...)

Declining and adapting managerial approaches to the commercial population

Master the negotiation, the customer proposal and the conclusion of contracts

Program

Section 1
Manage a sales team
+ The missions of the commercial management in B to B
+ Definition and implementation of managerial negotiations
+ Situations of managerial negotiations
+ Conduct of a business meeting
Section 2
Customer satisfaction and loyalty strategy

+ Relationship and loyalty: relationship marketing, main loyalty strategies
+ Loyalty, profitability, measure of satisfaction and customer value
+ Build a loyalty strategy

Section 3
Key Accounts Strategy

+Situations and key customers: notion of strategic demonstration, strategic customers VS key customers
+ Key Account Management Actors: KAM and Key Account Team
+ Key Account Management Tools

Section 4
Legal Issues of Trade Negotiation

+ Legal issues of commercial negotiation in Morocco: the form of the contract, the general conditions of sale / purchase, execution management

+ Mastering the negotiation and conclusion of international contracts: applicable law in the context of an international contract, the legal tools of international trade

Section 5
Negotiation

+ Preparation and implementation of the negotiation

+ Implementation in the context of a prospecting negotiation of the stages of the sales plan: making contact and discovery
+ Development of a solution

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Développement Commercial et Relation Client

 


Duration

10 days at a rate of 2 days of training per month (Saturday, Sunday).

 

Place

Emlyon Campus at the Marina of Casablanca

Price
38.400 Dhs

 

Format
inter or intra company
Your contact
Camille Dahan
Business development manager
cdahan@em-lyon.com
+212 (0) 5 22 64 18 21

Teaching method

Each module offers an alternation between methodological contributions and their implementation through exercises, case studies and / or application to the professional situations of participants. The modules are offered at the rate of a module of 3 days per month, allowing everyone to reconcile professional goals and training. This gives time to appropriate the conceptual contributions and implement the achievements in the workplace.

Skills towards the General
Program Management

emlyon business school defends the idea of individualized and long-term paths. The "COMMERCIAL DEVELOPMENT AND CLIENT RELATIONS" certificate thus offers the possibility of capitalizing credits to enable participants to continue their skills development towards the emlyon business school's General Management Program via a 3-module gateway.

Profiles

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Professionals who have just accessed or wish to access a manager position
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Managers wishing to develop or update their managerial skills

 

Admission

To validate your eligibility for the certificate, an updated Curriculum Vitae and copy of the last diploma will be required. It will be submitted to the Programs Department, which will decide on your integration