{"id":160,"date":"2023-10-20T13:45:13","date_gmt":"2023-10-20T11:45:13","guid":{"rendered":"https:\/\/btsndrcchopin.fr\/?page_id=160"},"modified":"2023-11-08T13:02:45","modified_gmt":"2023-11-08T12:02:45","slug":"e-4-la-negociation-vente","status":"publish","type":"page","link":"https:\/\/btsndrcchopin.fr\/index.php\/e-4-la-negociation-vente\/","title":{"rendered":"E4 \/ La n\u00e9gociation vente"},"content":{"rendered":"\n<h2 class=\"wp-block-heading\"><strong>E4 \/ La n\u00e9gociation vente<\/strong> : <strong>Finalit\u00e9s et objectifs<\/strong><\/h2>\n\n\n\n<p><br>E4 \/ La n\u00e9gociation vente : L\u2019objectif de l\u2019\u00e9preuve est d\u2019appr\u00e9cier la capacit\u00e9 du candidat \u00e0 exercer les activit\u00e9s ci-dessous<br>constitutives du p\u00f4le 1 \u00ab Relation client et n\u00e9gociation-vente \u00bb :<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>D\u00e9veloppement de client\u00e8le<\/li>\n\n\n\n<li>N\u00e9gociation, vente et valorisation de la relation client<\/li>\n\n\n\n<li>Animation de la relation client<\/li>\n\n\n\n<li>Veille et expertise commerciales<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>E4 \/ La n\u00e9gociation vente<\/strong> : <strong>Contenu<\/strong><\/h2>\n\n\n\n<p><br>L\u2019\u00e9preuve E4 permet d\u2019\u00e9valuer l\u2019acquisition des comp\u00e9tences ci-dessous associ\u00e9es au bloc 1 de<br>comp\u00e9tences \u00ab Relation client et n\u00e9gociation-vente \u00bb du r\u00e9f\u00e9rentiel de certification :<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Cibler et prospecter la client\u00e8le<\/li>\n\n\n\n<li>N\u00e9gocier et accompagner la relation client<\/li>\n\n\n\n<li>Organiser et animer un \u00e9v\u00e8nement commercial<\/li>\n\n\n\n<li>Exploiter et mutualiser l\u2019information commerciale<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>E4 \/ La n\u00e9gociation vente :<\/strong> <strong>Crit\u00e8res d\u2019\u00e9valuation<\/strong><br><\/h2>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full is-resized\"><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" width=\"950\" height=\"950\" src=\"https:\/\/i0.wp.com\/btsndrcchopin.fr\/wp-content\/uploads\/2023\/11\/15OIG.jpg?resize=950%2C950&#038;ssl=1\" alt=\"EPREUVE E4 NEGOCIATION\" class=\"wp-image-906\" style=\"aspect-ratio:1;width:515px;height:auto\" srcset=\"https:\/\/i0.wp.com\/btsndrcchopin.fr\/wp-content\/uploads\/2023\/11\/15OIG.jpg?w=1024&amp;ssl=1 1024w, https:\/\/i0.wp.com\/btsndrcchopin.fr\/wp-content\/uploads\/2023\/11\/15OIG.jpg?resize=300%2C300&amp;ssl=1 300w, https:\/\/i0.wp.com\/btsndrcchopin.fr\/wp-content\/uploads\/2023\/11\/15OIG.jpg?resize=150%2C150&amp;ssl=1 150w, https:\/\/i0.wp.com\/btsndrcchopin.fr\/wp-content\/uploads\/2023\/11\/15OIG.jpg?resize=768%2C768&amp;ssl=1 768w\" sizes=\"auto, (max-width: 950px) 100vw, 950px\" \/><\/figure>\n<\/div>\n\n\n<ul class=\"wp-block-list\">\n<li>La pertinence de l\u2019analyse du portefeuille clients<\/li>\n\n\n\n<li>La qualification pertinente des prospects<\/li>\n\n\n\n<li>La coh\u00e9rence entre le ciblage et la d\u00e9marche de prospection<\/li>\n\n\n\n<li>L\u2019efficacit\u00e9 des choix op\u00e9r\u00e9s<\/li>\n\n\n\n<li>L\u2019activation pertinente des r\u00e9seaux professionnels<\/li>\n\n\n\n<li>La ma\u00eetrise de la relation interpersonnelle<\/li>\n\n\n\n<li>L\u2019efficacit\u00e9 de la n\u00e9gociation commerciale<\/li>\n\n\n\n<li>La pertinence de la solution propos\u00e9e<\/li>\n\n\n\n<li>La personnalisation de la relation client<\/li>\n\n\n\n<li>La qualit\u00e9 du diagnostic et de l\u2019accompagnement client<\/li>\n\n\n\n<li>Le respect des engagements<\/li>\n\n\n\n<li>L\u2019\u00e9volutivit\u00e9 et l\u2019enrichissement de la relation client<\/li>\n\n\n\n<li>La pertinence du choix de l\u2019\u00e9v\u00e8nement commercial<\/li>\n\n\n\n<li>L\u2019efficacit\u00e9 de l\u2019organisation au regard des contraintes logistiques, financi\u00e8res,<br>commerciales<\/li>\n\n\n\n<li>La qualit\u00e9 et l\u2019efficacit\u00e9 de l\u2019animation<\/li>\n\n\n\n<li>La pr\u00e9cision du bilan quantitatif et qualitatif de l\u2019\u00e9v\u00e8nement commercial<\/li>\n\n\n\n<li>La rigueur dans le suivi des contacts et des opportunit\u00e9s d\u2019affaires<\/li>\n\n\n\n<li>La pertinence et la qualit\u00e9 des informations collect\u00e9es<\/li>\n\n\n\n<li>La s\u00e9lection et la hi\u00e9rarchisation de l\u2019information diffus\u00e9e<\/li>\n\n\n\n<li>La qualit\u00e9 des analyses commerciales et des propositions<br><\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Mode d\u2019\u00e9valuation<\/strong><\/h2>\n\n\n\n<p><br>Que ce soit sous forme ponctuelle ou en contr\u00f4le en cours de formation, l\u2019\u00e9preuve prend appui sur<br>des activit\u00e9s r\u00e9elles, v\u00e9cues ou observ\u00e9es par le candidat durant sa formation ou au cours de son<br>activit\u00e9 professionnelle. Ces activit\u00e9s sont d\u00e9crites dans le dossier support de l\u2019\u00e9preuve.<br>La commission d\u2019interrogation \u00e9value les comp\u00e9tences \u00e0 partir de simulations et d\u2019entretiens avec le<br>candidat permettant de v\u00e9rifier son degr\u00e9 de ma\u00eetrise des comp\u00e9tences relatives au bloc 1 \u00ab Relation<br>client et n\u00e9gociation &#8211; vente \u00bb du r\u00e9f\u00e9rentiel de certification.<br><\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>E4 \/ La n\u00e9gociation vente<\/strong> : <strong>Constitution du dossier support de l\u2019\u00e9preuve<\/strong><\/h2>\n\n\n\n<p><br>Contenu du dossier<br>Le dossier support de l\u2019\u00e9preuve, pr\u00e9sent\u00e9 sous forme professionnelle et rev\u00eatant un caract\u00e8re<br>personnel et authentique, comprend :<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>2 fiches descriptives d\u2019activit\u00e9s professionnelles de nature diff\u00e9rente :<br>l\u2019une relative \u00e0 une n\u00e9gociation-vente et \u00e0 l\u2019accompagnement d\u2019une relation<br>client,<\/li>\n\n\n\n<li>l\u2019autre relative \u00e0 l\u2019organisation et l\u2019animation d\u2019un \u00e9v\u00e8nement commercial.<br>Chacune des fiches comprend une description des activit\u00e9s r\u00e9alis\u00e9es dans un contexte r\u00e9el. Elles<br>incluent une analyse amont (ciblage, prospection de client\u00e8le), une analyse informationnelle<br>(connaissance march\u00e9, client et secteur, veille, partage d\u2019informations) ainsi qu\u2019une analyse<br>r\u00e9flexive.<br>Pour d\u00e9crire ces activit\u00e9s professionnelles, le candidat utilise obligatoirement le mod\u00e8le de fiche<br>pr\u00e9sent\u00e9 dans la circulaire nationale d\u2019organisation en renseignant imp\u00e9rativement chaque rubrique.<\/li>\n\n\n\n<li>les attestations de stage (et le cas \u00e9ch\u00e9ant les attestations d\u2019activit\u00e9s r\u00e9alis\u00e9es hors stage)<br>ou les certificats de travail, attestant de la r\u00e9alit\u00e9 des activit\u00e9s d\u00e9crites et des situations<br>professionnelles figurant dans le dossier support de l\u2019\u00e9preuve.<\/li>\n<\/ul>\n\n\n\n<p><\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Organisation et d\u00e9roulement de l\u2019\u00e9preuve<\/strong><br><\/h2>\n\n\n\n<p><br>Il s\u2019agit d\u2019une \u00e9preuve orale d\u2019une dur\u00e9e d\u2019une heure pr\u00e9c\u00e9d\u00e9e d\u2019un temps de pr\u00e9paration en loge<br>de 40 minutes.<br><\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Contr\u00f4le en cours de formation &#8211; 2 situations d\u2019\u00e9valuation<\/strong><\/h2>\n\n\n\n<p><br>Le contr\u00f4le en cours de formation comporte deux situations d&rsquo;\u00e9valuation qui se d\u00e9roulent dans le<br>cadre normal de la formation. Les comp\u00e9tences \u00e9valu\u00e9es et le degr\u00e9 d\u2019exigence sont identiques \u00e0<br>ceux de l\u2019\u00e9preuve ponctuelle.<br>Les situations d\u2019\u00e9valuation prennent appui sur les activit\u00e9s professionnelles du p\u00f4le 1 \u00ab Relation<br>client et n\u00e9gociation-vente \u00bb qui ont fait l\u2019objet d\u2019un travail en formation et ont \u00e9t\u00e9 valid\u00e9es en tant<br>que telles afin de permettre au candidat de les r\u00e9f\u00e9rencer tout au long de sa formation et de<br>s\u00e9lectionner les deux activit\u00e9s r\u00e9alis\u00e9es dans un contexte r\u00e9el qui figurent dans le dossier support de<br>l\u2019\u00e9preuve E4.<br><\/p>\n","protected":false},"excerpt":{"rendered":"<p>E4 \/ La n\u00e9gociation vente : Finalit\u00e9s et objectifs E4 \/ La n\u00e9gociation vente : L\u2019objectif de l\u2019\u00e9preuve est d\u2019appr\u00e9cier la capacit\u00e9 du candidat \u00e0 exercer les activit\u00e9s ci-dessousconstitutives du p\u00f4le 1 \u00ab Relation client et n\u00e9gociation-vente \u00bb : E4 \/ La n\u00e9gociation vente : Contenu L\u2019\u00e9preuve E4 permet d\u2019\u00e9valuer l\u2019acquisition des comp\u00e9tences ci-dessous associ\u00e9es &hellip; <\/p>\n<p class=\"link-more\"><a href=\"https:\/\/btsndrcchopin.fr\/index.php\/e-4-la-negociation-vente\/\" class=\"more-link\">Lire la suite de<span class=\"screen-reader-text\">\u00ab\u00a0E4 \/ La n\u00e9gociation vente\u00a0\u00bb<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":94,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"footnotes":""},"class_list":["post-160","page","type-page","status-publish","has-post-thumbnail","hentry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>E4 \/ La n\u00e9gociation vente - BTS NDRC CHOPIN<\/title>\n<meta name=\"description\" content=\"E4 \/ La n\u00e9gociation vente. 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