Mainly for students with a L2 in Economics and Management - DUT (University Technology Diploma) in Marketing Techniques, Administration and Business Management (specialising in Organisational Management, Accounting and Financial Management), Administrative and Commercial Management. However, the training program is also open to students with other second-year university level diplomas, provided they are highly motivated and have a very high level of academic achievement.
Benefits of the program
Courses have limited numbers which enables students to receive personalised supervision - courses are taught by lecturer-researchers and experienced sales professionals - assistance with finding an apprenticeship contract.
The Licence 3 in Commercial Management and Customer Relations develops students' business skills (conducting business negotiations through the effective use of sales techniques and business approach), technical skills (reasoning and analytical skills, written and verbal communications skills in French and English, interpersonal skills and understanding the economic and legal environment in which their activity operates)and behavioural skills (self-reliance, initiative, versatility, proactiveness, active listening and empathy).
- Procédure de candidature sur la plateforme "eCandidat" : candidatures.u-pem.fr Dossier de candidature - score IAE Message - entretien de motivation.
Schedule of studies
One week at the IAE Gustave Eiffel and one week with a company, i.e. 60% of the year with a company.
Your future career
This Licence 3 is aimed at students wishing to continue their studies with a Master's degree that has a business dimension (Banking, Business Engineering, Operational Management of Sales Networks) or a marketing/sales dimension (Service Management and Marketing, Design and Luxury innovation). The career opportunities at the end of this pathway depend on the chosen Master's degree.
This Licence 3 is aimed more at students who will continue their studies. However, students will still be able to find job opportunities in sales or customer relations careers (account manager, customer advisor, etc.).
The Licence 3 in Commercial Management and Customer Relations aims to train self-reliant, responsible sales executives who are able to understand customer relations as a whole, from identifying and understanding prospective customers' needs to supporting customers and building customer loyalty in any customer segment and any business sector.
Major thematics of study
Core courses: management control, general and economic culture, organisational theory and contract law. Core sales courses: consumer psychology, omni-channel customer relations, CRM tools, sector specificities, B to C and B to B sales techniques. Professional sales courses: business English, performance analysis and management, written and verbal communication, professional practice.
Parcours à effectifs réduits (25 à 30 étudiants maximum), permettant un encadrement personnalisé, les enseignements sont assurés par des enseignants-chercheurs et des professionnels de la vente expérimentés et ce Cursus s'effectue intégralement en alternance (60% du temps passé en entreprise).
Assessing and organizing organization performances
The course aims to train students who are not specialized in management control, in the performance management approach in organizations. The specific objectives of each part are presented at the beginning of the session but are part of the following general objectives:
• Understanding the different control tools used in commercial management
• Implementing each tool presented, analysing the results produced and proposing appropriate actions
• Identifying the interests and limits of each tool and, as such, being able to propose the tool tailored to the organization's need
The aims of the course are: to be able to analyse the commercial activity and to identify, in the sales processes, the most relevant indicators for a sales unit, a sales action (prospecting and other events), a permanent sales team and a sales force.
General aim of the course: Through concrete case taken from current economic topics, this course aims to provide students with the tools required to understand the economic world around them.
At the end of the course, students will be able to use the key macroeconomic indicators to comprehend the economic situation of a country. As such, they will be able to decipher contemporary economic issues: growth, inequalities, unemployment, internationalization, economic crises.
They will also be able to take a critical look at these different phenomena and identify economic policies suitable for addressing these issues.
Given the new behaviour patterns of consumers who quest coherence and quality irrespective of the channel used, businesses must now tailor their strategy and focus on the omnichannel! At the end of this course, you will be able to:
This course aims to ensure students are able to create, manage, develop and retain a portfolio of "individual" customers by mastering commercial negotiation and sales cycles, by being effective by linking together their knowledge, their soft skills and their know-how well and through good self-awareness
Students have a fresh-eyes attitude as regards their professional practice to be submitted as they must question themselves on their corporate expectations, the company's expectations vis-à-vis themselves, advice for enhancing credibility and the 10 commandments of corporate goodwill.
Preparing students for English-language situations in professional life such as job interviews, presentations and idea exchanges. Developing students' written skills. Discussing and creating in-situ scenarios for future experiences which will emerge from using new technologies and AI. Preparing students to succeed and to be enterprising.
This course is designed around knowing and understanding the particularities of commercial business lines based on business sectors through input made by sales managers and students' work on the sector in which they are undertaking their work periods.
This course aims to provide students with skills in organization theory, notion and concepts analysis. The course, using articles taken from social media and current-day issues, proposes to search through historic discussions to determine organization-inherent challenges. We will address topics like: what is an organization? Can an organization be alternative? Why should we innovate? In what sense is the entrepreneur a myth? Should business be freed?
This course aims to ensure students are able to create dashboards with indicators to monitor activity to be able to manage it and improve its effectiveness (sales unit, prospecting, sales team and sales force).
Information and communication technologies enable businesses to better know their customers and to earn their loyalty by using the information they have at-hand so as to better identify their needs and, as such, to better address them. At the end of this course, you will be able to:
• Segment your portfolio and identify customer and prospect potential
• Create the image of the portfolio as regards total, volume, potential
• Identify targets and determine business priorities
• Fix quantitative and qualitative business objectives
This course aims to ensure students are able to create, manage, develop and retain a portfolio of "corporate" customers through good knowledge of their customer portfolio, of the purchasing process in a professional environment, of prospecting methods, and of the particularities of B2B markets (different distribution channels, business size, public-sector sales).
Preparing students so that they become aware of the resources of the Earth and of our environment as soon as they enter the world of work. We will address different sustainable workplace practices and we will study different businesses which work towards this. We will also create and present our own businesses as part of an entrepreneurial approach to understand the challenges which businesses may have to face when a CSR policy is implemented. And also to understand how vital it is to work towards this to succeed vis-à-vis business, government legislation and our own future.