BTS in Business Negotiations and Customer Relations

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BTS in Business Negotiations and Customer Relations

Qualities and skills of the professional in business negotiations and customer relations

  • - Stamina/ endurance
  • - Self confidence
  • - Stress-resistance
  • - Enthusiasm for out-house sales projects- traveling salesman...
  • - Mobility - enjoys traveling
  • - Excellent communication and negotiation skills

Overview of the academic programme

The changes in consumer behavior, the opening of markets, and technological changes have all led to  a mutation of the business professions.

The objective is to educate tomorrow's leading sales managers, business-minded people capable of managing a business relationship in its entirety, from the phase of new client development all the way to client retention strategies.

The field of activity covers four principle functions:

  • - Sales and management of customer relations

    • Strategies for attracting new customers, and retaining existing customers, sales negotiations, management of customer relations.

  • - Production of business information materials

    • Integration of the business information system, management of information

  • - Organisation and management of business activity

    • The establishment and running of sales pilot projects, evaluation of the performance, constitution and organisation of an effective business team.

  • - Determining and managing sound business sales strategies

    • Declining an offer, adaptation and carrying out a sales programme, evolution of a firm's sales strategies.

The amount of work and individual freedom depends largely on the size of the firm. The positions offered are within three categories: (A) support of business activity (new account/client generation, sales promotion strategies, sales associate: wholesale or retail), (B) customer relations (customer service associate), and (C) sales team management (head of sales, assistant manager, sales supervisor, district/ regional sales manager).

Degree awarded

Upon successful completion of all course requirements, the student is awarded with a BTS in Business Negotiations and Customer Relations degree (a state-sanctioned degree equivalent to "Bac+2").

Career possibilities for those who have earned a BTS in Business Negotiations and Customer Relations degree

  • - Sales associate (wholesale or retail)
  • - Negotiator
  • - Buyer
  • - Market studies (creation and analyst)
  • - Assistant or Head of Sales and Marketing
  • - Customer Relations associate
  • - Merchandising Consultant
  • - Assistant Manager (department)

Academic Programme

  • - French: culture and expression
  • - Foreign language: A (a second foreign language is optional: B)
  • - Macroeconomics
  • - Microeconomics
  • - Law
  • - Marketing

    • The context of business activity (markets, demand, competition), customer analysis, adaptation to target markets.

  • - Business management (out-house/ operations)

    • Management in sales negotiations (price, financing schemes, profit margin calculation), profit and risk-account management, management of business activity.

  • - Business management (in-house/executive)

    • The management executive, management team, operations management.

  • - Communication

    • Managerial and professional communications, basic principles of business negotiating (pre-negotiations tasks/strategies, negotiating strategies, helpful tools), three types of business negotiations: firm-individual customer; firm-firm; firm-distributor.

  • - Business technologies

    • The technological environment of the business world, applied technologies to business operations (information search- methods of, database systems, time management strategies, business communications).

  • - Office skills

    • Word processing, spreadsheet...

  • - Internet

    • Understanding the commercial advantages and limitations that a web site gives to a firm.

  • - Job training in a firm: 15 to 16 weeks