Administration & Management

MANAGEMENT AND COMPANY STRATEGY

Understand the challenges and the strategic approach to ensure the durability of a company in a risky environment that is constantly evolving. Analyse the identity, the organisation and the resources of companies with a view to directing them towards sustainable development. Carry out a diagnosis of the company environment, knowing how to appreciate its ability to face up to competition and adapt to the evolutions in the business world. Define and bring its competitive advantages into play.

INTERNATIONAL AND BUSINESS MARKETING STRATEGIES

Audit the business strategy to be able to make relevant decisions. Establish a marketing and business plan by making the most of the company’s competitive advantages. Understand the particular characteristics and the strategic importance of international marketing. Discover the specificities of the international environment: Europe, America, Asia/China. Develop a marketing plan. Create strategies for penetrating the markets.

STRATEGY FOR KEY ACCOUNTS

Develop a commercial approach centered on the client; understand the psychological mechanisms involved in the buying decision and the behaviour of the players in the buying cycle. Learn the techniques for developing key accounts through the use of tools, role-playing and simulations.

SUPPLY CHAIN MANAGEMENT

Discover the purchasing function in companies. Understand purchasing strategies. Carry out sourcing and e-sourcing. Know the techniques of production management. Manage a supply chain in an international environment.

INTERNATIONAL METHODS OF MANAGEMENT

This course will help students gain essential, and strategic knowledge of current trends facing HR professionals in the field of international HRM. Working in teams, participants will learn to analyze data and transform HR strategy into plans of action.

INTERNATIONAL BUSINESS LAW

Implement business law in an international environment. Provide a legal framework for investments made abroad. Understand the particular characteristics of public procurement law. Ensure the protection of intellectual property rights within an international context. Resolve legal disputes in the case of international business Learn about the main elements in contract law.

Business Engineering

CUSTOMER ENGINEERING

Set up a customer-orientated organisation. Implement CRM tools. Establish business plans of action. Select and reply to invitations to tender. Construct a negotiation strategy.

BUSINESS ENGINEERING AND MANAGING TENDERS

Know the assignments and functions in business engineering. Describe the tools which enable the development of business actions. Prepare a written proposition in response to an invitation to tender. Implement the resources to respond to the invitation to tender. Analyze a consultation. Make a study of the financial feasibility. Follow up the work done in response to an invitation to tender. Analyse a complex sale taking the competitive advantages and the company strategy into consideration.

COMPLEX SALES

Master the technical approaches and the preparation for negotiating key accounts. Gather and analyze customers information to know them better. Build a relational key-account network. Identify the stakeholders in the decision-making process.

MANAGING A SALES FORCE

Set up an effective sales force organisation. Measure and manage results. Evaluate and motivate the sales force.

INDUSTRIAL MARKETING, PROCUREMENT MARKETING

Understand the specificities of the B to B market and the specificities in the sale of products and industrial services. Learn the typologies of markets. Define price policies. Discover the advantages of trade marketing. Develop a communication policy. Control the purchasing policy and sub-contracting. Measure and manage commercial performance.