Master of Science Commercial Engineering & Project Management

The business game is played using a business simulator. Groups of students are responsible for running a business in real time. All major business functions are covered. Students will make decisions to maximize the profitability of the business.

• CV writing, recruitment interview techniques for the search for an internship, professional project management, team management and meeting management.
• Negotiation techniques, transactional analysis and NLP, speaking and stage fright management, management and leadership techniques (PRADITUS).
• Skills assessment, coaching, digitalisation of the CV and job search techniques at national and international level, preparation for the oral presentation of the applied research thesis.

Presentation of the professions in the sector by professionals.

The objective is to acquire key skills in terms of budget management and reporting. The focus will be on budget architecture, with the implementation of summary documents, project management control and its link with budget management, and the creation and steering of performance indicators.

The objective of this module is to learn how to draw up a business plan: Designing a costed project for the creation or development of a company.

Several steps are covered: feasibility study, market targeting, opportunities and risks, strengths and weaknesses, communication, financing plan and profitability.

A precise methodology for analyzing customer needs, market structure and competitor dynamics to identify opportunities and threats in the environment is presented.

This seminar focuses on a negotiation in a national and international context.

In particular, it will be necessary to take into account the cultural dimension and define its impact in an international negotiation. The national negotiation will focus on the sales process through role playing.

To perfect English language comprehension and communication skills in a wider context than just business English. Depending on the campus, students are required to take the TOEIC test.

This module aims to deepen students’ skills in IT to meet the needs of companies in terms of budgetary or commercial monitoring, project management, personnel management and communication: Excel, Word, Powerpoint, teamwork tools, business software.

It aims to be efficient with office automation tools, identify and correct errors quickly, customize existing tools or create your own tools.

The business game is played using a business simulator. Groups of students are responsible for running a business in real time. All major business functions are covered. Students will make decisions to maximize the profitability of the business.

What makes a successful business person?

Internal and external communication skill; managing your priorities and deadlines; organization and time management skills; how to be a great listener, writer and speaker; effective sales techniques; effective group dynamics and project management skills; understanding international business culture.

The objective of this module is to master the techniques related to the elaboration of a commercial strategy and the development of a recruitment policy. The notions of management allowing the accompaniment and the supervision of the collaborators will be studied in order to motivate them and to develop an adequate communication strategy. The main challenges for a manager are to achieve team cohesion and improve the performance of his employees while building loyalty.

The objective is to understand the different types of management in order to manage one’s team efficiently. The management takes into account the management of commercial objectives while guaranteeing the motivation of the team and promoting cohesion. The identification of conflict risks within the team through an approach that takes into consideration the types of profiles and expectations of the collaborators is addressed in this module. This course integrates various positive management scenarios and emphasizes the notion of leadership in comparison to that of management.

Through this module, students will learn the fundamentals of B2B marketing, taking into consideration the objectives and strategies deployed by companies, such as unique communication tools and the importance of customer loyalty. They will reflect on and build an action plan by focusing on the specificities of B2B marketing such as market segmentation, the buying process, project marketing and market research in marketing.

The key elements for the implementation of a marketing strategy applied to the commercial sector will be the central theme of this course. The module will cover techniques for evaluating a market and its environment including consumer behaviour analysis, market research methodology, customer segmentation techniques and marketing and sales positioning.

This module aims to teach learners the overall concepts of financial strategy and business management. Learners will be able to understand the expectations of senior management and financial managers through the financial concepts and language covered in the module. The development of dashboards and visual tools and performance indicators will allow the transmission of accounting and financial data related to commercial management.

The module provides an understanding of the main elements of contract law through a practical approach to the formation and performance of a contract, while taking care to identify the possible causes of nullity of the contract (such as defects in consent). In particular, learners will study the particularities and main clauses of the sales contract and the general terms and conditions of sale. These legal concepts will be addressed through case studies to help learners understand and assimilate the concepts.

From the elaboration of a project in group, the module approaches the techniques and the tools of organization and structuring of a project in order to optimize the costs, to determine and respect the deadlines. Learners will establish a risk map in order to anticipate and reduce the potential impact of risks in terms of cost, time and final quality of the project. The module will also focus on providing learners with elements to optimize interactions within the project team and facilitate the achievement of project objectives.

Supplementary schemes.

The objective of this module is to understand the stakes of Digital in today’s society and its application via the design of a website and the implementation of a digital communication strategy. The module aims to learn how to design a brand website by including the constraints of ergonomics, by establishing a specification for its implementation and by mastering the techniques of writing specific to the web. Learners will discover the 360° digital communication strategy taking into consideration the main social networks.

This course is designed to introduce the fundamentals of distribution policy by addressing key concepts such as the Retailing Mix. Learners will develop in-depth knowledge of the different distribution channels and channels. The module will teach the development of a multi-channel strategy and introduce internationalization strategies. Learners are made aware of the importance of sustainable development within the distribution policy.

The objective of this module is to understand the fundamental concepts of Supply Chain Management in order to establish a purchasing strategy according to the constraints of the company’s processes and the environment in which it operates. Learners will be able to identify the needs of customers according to their profiles and translate them into a purchasing strategy. This module, combining theory and practice, will enable future professionals to better understand inventory management in the face of uncertain demand.

The aim of this module is to help students understand the importance of strategy in the performance of any company (VSE, SME or GE) by explaining the possible strategies for a company. At the end of this course, the student should be able to understand the stakes of the strategic approach to ensure the sustainability of the company in a risky and constantly changing environment. He/she will analyze the company’s identity, organization and resources in order to position it for profitable and sustainable growth, and define and implement competitive advantages.

This module aims to provide learners with the knowledge necessary to make relevant decisions and to develop a marketing and sales strategy that takes into consideration the constraints of the company’s business and marketing situation. The students will be able to master the approach and the tools necessary to develop a marketing and sales strategy, to identify the sources of an effective strategy and to manage it in interaction with the other departments of the company.

This module aims to give all the necessary elements to the learners so that they can understand the stakes of the purchases, of the supply chain and the tools at disposal within the framework of a commercial relation. The challenge of this module is therefore that learners know how to define a purchasing portfolio and then derive a strategy from it. They will need to be competent in developing precise specifications for the consultation to suppliers, studying the suppliers’ offers, selecting and following up the supplier.

The objectives of this module are to introduce future businessmen and women to the fundamental aspects of international business law. Learners will be able to discover and understand the issues involved in international transactions and the players in international business law. They will be made aware of the 1980 Vienna Convention on Contracts for the International Sale of Goods. Learners will be expected to be able to deal with a border dispute.

This module takes into consideration the entire strategic and operational approach of “Customer Relationship Management or CRM” in a company, a key success factor for an organization. This module will allow the learner to understand the stakes and the place that the “Customer Relationship Management or CRM” approach takes in the global strategy of a company. The importance of this approach must be reflected in the construction of a relationship marketing strategy for the company for the purpose of winning and retaining customers, whether in B to B or B to C.

During this module, learners will identify the fundamentals of business engineering through a case study of managing a client project. The module will cover the components of the business engineer’s job, a job that is both externally (customer) and internally (project team management) oriented. Learners should be able to master the key steps of the business engineering process to develop their commercial actions, manage a client project, design and orally support a commercial proposal related to a call for tenders.

Audit and internal control

From the fundamentals of sales techniques and negotiation, learners will aspire to understand how to deal with the environment and complexity of negotiations with key account customers. The module will present the methodology for managing and negotiating with a major account (establishing a PAC, choosing targets, etc.), the negotiation process (objects, issues, stages) as well as the tools of persuasive communication (active listening, PORTER attitude, responses to objections, etc.).

This module will show the importance of harmonious team management using motivational levers, particularly in the context of a sales team. It will also demonstrate the central role of the sales force in a company. Students will be able to integrate the sales force into the overall marketing process, organize and develop it to achieve the company’s objectives and optimize productivity. They will also learn to manage the performance and motivation of a sales team by leading a team.

In this module you will learn how to create a coherent and tailor-made digital strategy in order to adapt your company’s business relationship to obtain added value to the customer experience but also to differentiate yourself on the market. Consumers are better equipped, hyper-connected and increasingly communal. The customer journey has become digital with the multiplication of contact points and the creation of new consumer expectations in terms of availability, interactivity and responsiveness.

The main focus of this module is to understand and practice negotiation in all its components (strategic, tactical and behavioral) from the preparation phase to the formalization of the agreement. At the end of this course, the student will be able to analyze a negotiation, define a commercial strategy and build a negotiation plan. He/she will have to master the techniques for conducting a successful negotiation interview, whether it be in the techniques of argumentation and handling objections, or in the management of concession exchanges, etc.

Define and negotiate cost, quality and deadline objectives. Break down a project (WBS, PBS). Set up a concurrent engineering. Organize a project (OBS). Define tasks and responsibilities. To steer a project and manage human and financial resources. Break down a project into tasks. Establish a PERT and GANTT schedule. Reduce the time frame. Smooth out resources. Use MS Project software. Manage a project by deadlines.

The objective of this module is to provide learners with fundamental knowledge and tools in project financing and budget management. The module will address the particularities of project financing compared to so-called “corporate” financing. Learners will be expected to assimilate the information and tools necessary to prepare a financial business plan (balance sheet, income statement, WCR, cash flow, etc.), the basic tool for obtaining approval for a project. They will also master the concepts of value and profitability of a project.

The objective of this module is to understand cost-control methods in the context of a project. Cost control is a key factor in the success of a project. To this end, the course will address the concepts of cost management including: budget estimation (GANTT tool), measuring costs according to the progress of the project, the various decisions taken continuously and that can impact the project (profitability, etc.). The learners will carry out the planning, monitoring and reporting of costs at each stage of a project.

Understanding the principles and concepts of quality management and their integration into the achievement of project objectives are the focus of this course. Learners will select and use the most efficient quality methods (TQM, TPS and Six-sigma) to ensure the success of the project. The application of Lean methods to the organization and management of the project will be studied in this module. Learners will be asked to measure the quality of the project while taking into account the risks involved.

Several essential notions will be addressed during this module, such as the different phases of an innovation project, notably with the use of the AGILE method, the setting up of adequate human resources and the financial and documentary aspects of a project. At the end of this module, the students should be able to know the principles of new business models, to organize the main phases of an innovation project (from the “user-centered” design to the “AGILE” realization of the project) and to have technological notions associated to web and mobile projects.

Solving a company case or a professional application leading to a presentation in front of the company and the teaching team.