Sales Techniques & Business Development

The Sales Techniques & Business Development programme provides the essential skills to grow a company's revenue and build a high-performing commercial approach.

In a competitive environment, companies must prospect effectively, convince customers and retain their portfolios. This module offers a concrete and operational approach to sales, integrating modern business development techniques.

The programme is aligned with the BTS NDRC, BTS MCO and DCG frameworks and meets companies' expectations in terms of commercial performance.

• Design a prospecting strategy
• Identify and qualify prospects
• Conduct a structured sales meeting
• Argue and persuade
• Negotiate and close a sale
• Develop and retain a customer portfolio
• Analyse commercial performance

• Sales techniques
• Business development
• Prospecting
• Negotiation
• Customer loyalty
• Performance analysis

• Introduction to business development
• Prospecting techniques (field, telephone, digital)
• Preparing for a sales meeting
• Needs discovery techniques
• Commercial argumentation
• Handling objections
• Closing techniques
• Customer loyalty
• Monitoring and steering commercial activity
• Commercial performance indicators (KPIs)
• Case studies and role-play simulations

• BTS students (NDRC, MCO, GPME, etc.)
• DCG students
• Individuals undergoing professional retraining
• Employees wishing to develop their commercial skills

• Bac level recommended
• Interest in commerce and customer relations
• Strong interpersonal skills

• Theoretical and practical lessons
• Role-play simulations
• Real-life case studies
• Application exercises
• Tutorials
• Individual coaching

• Role-play simulations
• Case studies
• Multiple-choice tests
• Practical assessments
• Continuous assessment

• Sales representative
• Account executive
• Business developer
• Account manager
• Junior sales manager

• BTS NDRC / MCO
• DCG
• Programmes in commerce, marketing or management

This programme is accessible to people with disabilities. Reasonable adjustments can be offered according to needs, in coordination with the Fortitude Academy disability officer.

• A programme focused on commercial performance
• Practical, field-based approach
• Realistic role-play simulations
• Use of professional tools
• Personalised support