Client Relations & Sales Negotiation BTS NDRC (Sales & Digital) Revision Sheets
Block U4 (coefficient 5) — main block of BTS NDRC. Trains in B-to-B and B-to-C sales techniques, structured prospecting, commercial negotiation and complex sales interviews.
Client Relations & Sales Negotiation curriculum in BTS NDRC (Sales & Digital)
The curriculum covers commercial context analysis (market, competition, client portfolio), commercial prospecting (targeting, scripts, qualification, CRM), commercial negotiation (SONCAS, AIDA, SPIN methods), objection handling, sales closing, portfolio follow-up (loyalty, cross-selling, up-selling), and commercial margin management.
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Tips to succeed in client relations & sales negotiation BTS NDRC (Sales & Digital)
E4 exam is a 1h40 CCF oral (negotiation simulation): practice 30+ simulations in year two
Master SONCAS method and be able to apply it to any client in 30 seconds
Prepare your professional situation book from internships: central to oral evaluation
Know 3-5 CRMs by name (Salesforce, HubSpot, Pipedrive) and their typical use cases
FAQ — Client Relations & Sales Negotiation BTS NDRC (Sales & Digital)
Difference between BTS NDRC and BTS MCO?
BTS NDRC focuses on B-to-B negotiation (selling to companies) and client relations digitalization (CRM, social networks, e-commerce). BTS MCO focuses on managing a commercial unit (mainly physical store). NDRC targets careers as commercial attaché, technical-commercial, business developer. MCO targets department head, assistant manager, store manager. Both share CEJM, general culture, English.
How to succeed at BTS NDRC E4 oral exam?
E4 is a B-to-B or B-to-C negotiation simulation in CCF (1h40: 1h prep + 40 min interview). Method: 1) Quick analysis of the provided commercial context (company, product, client), 2) Strategy definition (client's SONCAS, minimum/maximum objective, room for maneuver), 3) Negotiation conduct following stages (welcome, discovery, argumentation, objection handling, closing), 4) Conclusion with formalized commitment. The jury evaluates commercial posture as much as technique.
What's after a BTS NDRC?
Three main paths: 1) Direct professional integration (junior commercial attaché, technical-commercial, business developer junior — starting salaries €24-32k gross/year with variable). 2) Continuing in professional bachelor (Commerce LP, Marketing LP). 3) Continuing in general bachelor then master (commerce, marketing, sales). Many students choose work-study (alternance) in BTS NDRC to combine experience and training — often a career accelerator.
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