Course Content
M0 – Outils bureautiques
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10 Topics
11 Quizzes
M0.01 – Excel/Sheets : Interface et navigation
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Quiz – M0.01
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M0.02 – Excel/Sheets : Saisir des données et mettre en forme
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Quiz – M0.02
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M0.03 – Excel/Sheets : Les formules de base (SOMME, MOYENNE, MIN, MAX)
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Quiz – M0.03
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M0.04 – Excel/Sheets : Les pourcentages et calculs commerciaux (TVA, marge)
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Quiz – M0.04
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M0.05 – Excel/Sheets : Créer un tableau et le trier/filtrer
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Quiz – M0.05
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M0.06 – Excel/Sheets : Créer un graphique simple
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Quiz – M0.06
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M0.07 – Word/Docs : Interface et navigation
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Quiz – M0.07
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M0.08 – Word/Docs : Mettre en forme un document (titres, paragraphes, listes)
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Quiz – M0.08
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M0.09 – Word/Docs : Insérer images et tableaux
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Quiz – M0.09
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M0.10 – Word/Docs : Structurer un document professionnel
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Quiz – M0.10
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Quiz général – M0
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M1 – Veille commerciale
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7 Topics
7 Quizzes
M1.01 – C’est quoi la veille ? Les 4 types
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Quiz – M1.01
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M1.02 – Les sources d’information gratuites
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Quiz – M1.02
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M1.03 – Les sources d’information payantes et spécialisées
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Quiz – M1.03
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M1.04 – Organiser sa veille : tableau de bord et rituels quotidiens
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Quiz – M1.04
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M1.05 – Analyser l’info : fiche entreprise et signaux d’achat
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Quiz – M1.05
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M1.06 – Restituer sa veille : note de synthèse et pitch oral
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Quiz – M1.06
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M1.07 – 🌱 Veille RSE : réglementation, labels et tendances durables
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Quiz général – M1
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M2 – Plan d’actions commerciales
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10 Topics
11 Quizzes
M2.01 – C’est quoi un Plan d’Actions Commerciales (PAC) ?
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Quiz – M2.01
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M2.02 – Analyser son marché : la matrice SWOT
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Quiz – M2.02
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M2.03 – 🌱 Analyser son environnement : PESTEL
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Quiz – M2.03
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M2.04 – Analyser sa zone de chalandise
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Quiz – M2.04
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M2.05 – Fixer des objectifs SMART
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Quiz – M2.05
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M2.06 – Définir ses cibles : segmentation et personas
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Quiz – M2.06
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M2.07 – Choisir ses actions : canaux, outils et messages
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Quiz – M2.07
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M2.08 – Planifier dans le temps : le rétroplanning
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Quiz – M2.08
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M2.09 – Définir un budget prévisionnel
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Quiz – M2.09
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M2.10 – Les indicateurs de suivi (KPI) : mesurer pour piloter
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Quiz – M2.10
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Quiz général – M2
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M3 – Prospection
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18 Topics
19 Quizzes
M3.01 – Les fondamentaux de la prospection B2B
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Quiz – M3.01
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M3.02 – Identifier ses prospects : où les trouver ?
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Quiz – M3.02
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M3.03 – Qualifier un prospect : la méthode BANT
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Quiz – M3.03
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M3.04 – Le tri rapide : ne pas perdre de temps
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Quiz – M3.04
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M3.05 – 💻 HubSpot CRM : Créer son compte et découvrir l’interface
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Quiz – M3.05
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M3.06 – 💻 HubSpot CRM : Créer des contacts et importer un fichier
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Quiz – M3.06
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M3.07 – 💻 HubSpot CRM : Créer des tâches et organiser ses relances
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Quiz – M3.07
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M3.08 – Préparer son script d’appel téléphonique
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Quiz – M3.08
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M3.09 – Les 4 secondes cruciales : réussir sa première impression
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Quiz – M3.09
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M3.10 – Les 10 intonations de la voix qui vendent
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Quiz – M3.10
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M3.11 – La voix de velours et l’ancrage mental
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Quiz – M3.11
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M3.12 – Passer le barrage téléphonique : techniques et astuces
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Quiz – M3.12
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M3.13 – Prospection email : la méthode AIDA
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Quiz – M3.13
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M3.14 – Prospection LinkedIn : optimiser son profil
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Quiz – M3.14
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M3.15 – Prospection LinkedIn : approcher et engager la conversation
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Quiz – M3.15
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M3.16 – Introduction au Social Selling
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Quiz – M3.16
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M3.17 – Prospection terrain : préparer et réussir ses visites
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Quiz – M3.17
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M3.18 – Gérer les refus et rebondir : transformer le NON en opportunité
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Quiz – M3.18
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Quiz général – M3
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M4 – Analyse des performances
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11 Topics
12 Quizzes
M4.01 – Pourquoi analyser ses performances commerciales ?
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Quiz – M4.01
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M4.02 – Les indicateurs clés : CA, marge brute, marge nette
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Quiz – M4.02
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M4.03 – Panier moyen, taux de conversion et taux de transformation
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Quiz – M4.03
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M4.04 – Le seuil de rentabilité : calcul et interprétation
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Quiz – M4.04
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M4.05 – 💻 HubSpot CRM : Découvrir les tableaux de bord et rapports
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Quiz – M4.05
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M4.06 – 💻 HubSpot CRM : Suivre ses KPIs dans le CRM
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Quiz – M4.06
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M4.07 – Construire et lire un tableau de bord commercial (Excel)
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Quiz – M4.07
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M4.08 – Comparer : objectifs vs réalisé, N vs N-1
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Quiz – M4.08
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M4.09 – Identifier les écarts et analyser leurs causes
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Quiz – M4.09
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M4.10 – Proposer des actions correctives pertinentes
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Quiz – M4.10
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M4.11 – Présenter ses résultats à sa hiérarchie
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Quiz – M4.11
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Quiz général – M4
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M5 – Image entreprise
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8 Topics
9 Quizzes
M5.01 – L’image de l’entreprise : identité, réputation et valeurs
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Quiz – M5.01
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M5.02 – Le commercial ambassadeur : représenter son entreprise
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Quiz – M5.02
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M5.03 – La présentation personnelle : tenue, posture et langage
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Quiz – M5.03
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M5.04 – L’image en ligne : réseaux sociaux et e-réputation
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Quiz – M5.04
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M5.05 – 🌱 Communiquer sur les engagements RSE sans greenwashing
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Quiz – M5.05
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M5.06 – Les outils de communication du commercial
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Quiz – M5.06
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M5.07 – Adapter son discours à l’image de l’entreprise
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Quiz – M5.07
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M5.08 – Gérer les situations délicates : réclamations et bad buzz
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Quiz – M5.08
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Quiz général – M5
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M6 – Proposition commerciale
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21 Topics
22 Quizzes
M6.01 – Introduction à la proposition commerciale
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Quiz – M6.01
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M6.02 – 🌱 Les motivations d’achat : SONCASE
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Quiz – M6.02
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M6.03 – Le questionnement de découverte : méthode SPIN
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Quiz – M6.03
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M6.04 – Technique du miroir : répéter pour comprendre
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Quiz – M6.04
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M6.05 – L’étiquette émotionnelle : nommer pour désamorcer
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Quiz – M6.05
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M6.06 – L’écoute active et la reformulation
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Quiz – M6.06
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M6.07 – Argumenter avec CAP/CAB : Caractéristique, Avantage, Preuve/Bénéfice
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Quiz – M6.07
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M6.08 – Les 3 Certitudes : produit, vendeur, entreprise à 10/10
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Quiz – M6.08
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M6.09 – Calculs commerciaux : PV HT, PV TTC et conversions
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Quiz – M6.09
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M6.10 – Calculs commerciaux : la TVA (taux et montants)
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Quiz – M6.10
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M6.11 – Calculs commerciaux : le coût de revient
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Quiz – M6.11
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M6.12 – Calculs commerciaux : taux de marge vs taux de marque
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Quiz – M6.12
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M6.13 – Calculs commerciaux : le coefficient multiplicateur
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Quiz – M6.13
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M6.14 – 🌱 TCO (coût total de possession) vs prix d’achat
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Quiz – M6.14
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M6.15 – 💻 HubSpot CRM : Créer un deal dans le pipeline
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Quiz – M6.15
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M6.16 – 💻 HubSpot CRM : Associer un devis et suivre les étapes
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Quiz – M6.16
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M6.17 – Anticiper les reproches avant d’annoncer le prix
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Quiz – M6.17
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M6.18 – Structure d’une proposition commerciale écrite
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Quiz – M6.18
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M6.19 – Rédiger de façon claire et persuasive
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Quiz – M6.19
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M6.20 – Préparer et réussir sa soutenance orale
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Quiz – M6.20
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M6.21 – La Ligne Droite : garder le cap vers le closing
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Quiz – M6.21
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Quiz général – M6
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M7 – Négociation
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25 Topics
26 Quizzes
M7.01 – Vendre vs Négocier : quelle différence ?
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Quiz – M7.01
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M7.02 – Préparer sa négociation : objectifs et limites
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Quiz – M7.02
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M7.03 – Le BATNA : ta meilleure alternative
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Quiz – M7.03
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M7.04 – Analyser son interlocuteur avant la négo
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Quiz – M7.04
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M7.05 – La méthode PACIFICAT : les 9 étapes de la négociation
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Quiz – M7.05
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M7.06 – Créer le contact et installer la confiance
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Quiz – M7.06
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M7.07 – L’écoute active avancée : miroir, étiquette, reformulation
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Quiz – M7.07
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M7.08 – Identifier les vrais intérêts : positions vs besoins
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Quiz – M7.08
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M7.09 – Les questions qui font avancer la négociation
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Quiz – M7.09
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M7.10 – Garder le cap : la Ligne Droite en négociation
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Quiz – M7.10
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M7.11 – Traiter les objections : la méthode CRAC
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Quiz – M7.11
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M7.12 – La Boucle : revenir après un NON
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Quiz – M7.12
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M7.13 – 🌱 Traiter l’objection prix avec l’argument durabilité/TCO
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Quiz – M7.13
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M7.14 – Anticiper les reproches : l’Accusation Audit
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Quiz – M7.14
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M7.15 – Renforcer les 3 Certitudes pendant la négo
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Quiz – M7.15
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M7.16 – Baisser la peur / Augmenter la frustration
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Quiz – M7.16
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M7.17 – Négocier le prix sans casser la marge
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Quiz – M7.17
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M7.18 – Détecter les signaux d’achat
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Quiz – M7.18
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M7.19 – Les techniques de closing
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Quiz – M7.19
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M7.20 – L’empathie stratégique et le « C’est ça »
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Quiz – M7.20
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M7.21 – Les intonations et le non-verbal en négociation
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Quiz – M7.21
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M7.22 – Gérer les silences : l’arme secrète du négociateur
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Quiz – M7.22
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M7.23 – Gérer les clients difficiles et les situations tendues
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Quiz – M7.23
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M7.24 – Conclure et formaliser l’accord
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Quiz – M7.24
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M7.25 – Débriefer pour progresser : analyser sa négociation
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Quiz – M7.25
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Quiz général – M7
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M8 – Bilan et ajustement
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6 Topics
7 Quizzes
M8.01 – Pourquoi faire un bilan commercial ?
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Quiz – M8.01
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M8.02 – Les données à collecter pour son bilan
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Quiz – M8.02
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M8.03 – Analyser ses résultats vs objectifs
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Quiz – M8.03
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M8.04 – Identifier ce qui a marché / pas marché
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Quiz – M8.04
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M8.05 – Proposer des ajustements concrets et réalistes
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Quiz – M8.05
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M8.06 – Présenter son bilan à sa hiérarchie : structure et tips
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Quiz – M8.06
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Quiz général – M8
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M9 – Relation client
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12 Topics
13 Quizzes
M9.01 – Pourquoi fidéliser coûte moins cher que conquérir
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Quiz – M9.01
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M9.02 – Le cycle de vie du client
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Quiz – M9.02
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M9.03 – Les moments clés : onboarding, suivi, renouvellement
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Quiz – M9.03
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M9.04 – Entretenir le contact : fréquence et canaux
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Quiz – M9.04
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M9.05 – Détecter les signaux de satisfaction / insatisfaction
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Quiz – M9.05
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M9.06 – Taux de fidélisation et taux d’attrition : calcul et analyse
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Quiz – M9.06
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M9.07 – Gérer une réclamation client : méthode et posture
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Quiz – M9.07
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M9.08 – Transformer un client mécontent en ambassadeur
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Quiz – M9.08
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M9.09 – 🌱 Fidéliser par les valeurs partagées (RSE, engagement)
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Quiz – M9.09
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M9.10 – Demander des recommandations et des avis
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Quiz – M9.10
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M9.11 – 💻 HubSpot CRM : Historique des échanges et segmentation
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Quiz – M9.11
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M9.12 – 💻 HubSpot CRM : Automatisations simples (rappels, anniversaires)
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Quiz – M9.12
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Quiz général – M9
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DP – Dossier professionnel et Productions
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6 Topics
7 Quizzes
DP.01 – Comprendre le Dossier Professionnel (DP) : structure et attentes
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Quiz – DP01
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DP.02 – Rédiger ses exemples de pratique professionnelle
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Quiz – DP02
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DP.03 – Le Dossier de Production : contenu et structure
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Quiz – DP03
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DP.04 – Créer un diaporama efficace pour le jury
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Quiz – DP04
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DP.05 – Réussir sa présentation orale (30 min)
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Quiz – DP05
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DP.06 – Anticiper et gérer les questions du jury (30 min)
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Quiz – DP06
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Quiz général – DP
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EXAM – Préparation à l’examen
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7 Topics
8 Quizzes
EXAM.01 – Comprendre l’examen NTC : structure et déroulé (8h30)
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Quiz – Exam 01
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EXAM.02 – Réussir la mise en situation écrite (4h)
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Quiz – Exam 02
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EXAM.03 – Réussir l’analyse de tableau de bord et présentation (30 min)
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Quiz – Exam 03
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EXAM.04 – Réussir la prospection téléphonique simulée (15 min)
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Quiz – Exam 04
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EXAM.05 – Réussir la négociation face au jury (60 min)
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Quiz – Exam 05
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EXAM.06 – Réussir l’entretien technique : analyse SWOT (50 min)
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Quiz – Exam 06
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EXAM.07 – Conseils de dernière minute et gestion du stress
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Quiz – Exam 07
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Quiz général – Exam
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