BTS in Business Negotiations and Customer Relations : Automotive specialisation

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BTS in Business Negotiations and Customer Relations : Automotive specialisation

Qualities and skills of the professional in Business Negotiations and Customer Relations : Automotive specialisation

  • - Physical energy
  • - Self-confidence
  • - Resistance to stress
  • - Enthusiasm for out-house customer calls
  • - Mobility - enjoys traveling
  • - Excellent communication and negotiation skills

Overview of the academic programme

The behavioral changes of consumers, the opening of markets, and technological evolutions have all led to a mutation of commercial professions. 

The goal of this academic programme is to create competent sales managers. Sales managers capable of managing a business relationship in its entirety from prospection all the way to the closing of a deal.

The domains of activity of competent sales managers cover 4 principal functions:

  • - Sales, and the management of customer relations

    • Creation and development of clients, sales negotiations, management of customer relations.

  • - Production of commercial information

    • Integration of a system of commercial information, information management

  • - Organisation and management of commercial activity

    • The use of pilots in the context of commercial activity, the evaluation of performance, constitution and organisation of a business team

  • - The putting into effect of a coherent business policy/strategy

    • The declining of business offers, adaptation and the putting into effect of an action plan/strategy, evolution of the business strategy

The amount of work and of autonomy depends principally on the size of the company. There are three general positions which someone earning this degree is qualified for: sales assistant (cold calling/seeker of new business possibilities, sales promotion (advertising), sales representative), customer relations (sales associate), sales team management (head sales manager, assistant sales manager, supervisor, district sales manager).

Degree awarded

Upon successful completion of all course requirements, the student is awarded with a BTS in Business Negotiations and Customer Relations : Automotive specialisation 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
  • - Sales negotiator
  • - Buyer
  • - Market research assistant
  • - Assistant or Head of Marketing or Sales
  • - Sales (customer relations/retention)
  • - Merchandising (sales consultant)
  • - Assistant Departmental Manager

Academic programme in BTS Business Negotiations and Customer Relations

  • - French culture and language (oral and written)
  • - Foreign language: A (the student may take a second foreign language: B)
  • - Macroeconomics
  • - Microeconomics
  • - Law
  • - Marketing

    • The context of the work of the sales representative (markets, demand, competition), analysis of the target consumers, adaptation to the target market groups.

  • - Business management

    • Management in business negotiations (price, means of financing, margins), the management of profitability and risk, the management of business activity.

  • - Sales management

    • The managerial framework, sales teams, operational management.

  • - Communication

    • Communication in both managerial and professional relations, the fundamentals of business negotiations (pre-negotiations analysis, strategy planning, tools and techniques) negotiations between businesses and individuals, and business to business (B2B) negotiations, and finally business to distributor/supplier negotiations.

  • - Business activity (Technological aspects related to)

    • The technological environment of commercial activity, technologies relating to commercial operations (the researching of information, database systems, time management, communications in a business environment)

  • - Computing skills

    • Word processing, spreadsheet programs...

  • - Internet

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

  • - Internship of 15 to 16 weeks