Master of Science Trade Marketing, Distribution & Business Development

Perfect comprehension and communication techniques in English in a broader context than the field of commercial English. Learners may be required to take the TOEIC depending on the host campus.

This module aims to deepen the skills of learners in computer science to meet the demand of companies for budget or commercial monitoring, project management, personnel management and communication: Excel, Word, Powerpoint, team tools, business software. It aims to be efficient on office tools, quickly identify and correct errors, customize existing tools or create your own tools.

The aim is to acquire the key skills in terms of budget management and reporting. Particular emphasis will be placed on the budget architecture, with the implementation of summary documents, project management control and its link with budget management, implementation and steering of dashboards.

The Professional Experience Report makes it possible to value the experience and know-how acquired during the internship, by presenting the practical aspects and the processes implemented.

This module allows learners to improve their CV and posture through situations (business game, professional simulation, speaking, etc.); practical and professional workshops (CV, professional social networks, coaching, etc.) as well as business and master class conferences.

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

Ce séminaire est centré sur une négociation dans un contexte national et international. Il faudra notamment prendre en compte la dimension culturelle et définir son impact dans une négociation internationale. La négociation nationale sera centrée sur le processus de vente au moyen de jeu de rôle.

Presentation of the main components of an effective distribution strategy by identifying the different categories of distribution channels. This module helps to understand the factors that influence channel selection, understand the role of intermediaries and their relationships, and identify strategic retail options/alternatives. This also enables the implementation of the retail strategy.

This module aims to explore in an integrated way the different aspects of CRM, emphasizing its strategic importance for businesses and providing learners with the skills to design and implement successful CRM initiatives.

How to manage operations and supply chain in a global environment supporting marketing and sales that includes sourcing, development, quality, supply chain…

Implement an effective management of projects and teams, integrating management techniques and measuring the return on investment. The objectives include the definition and negotiation of key parameters such as costs, quality and deadlines, as well as the organization and management of projects by defining responsibilities and tasks, managing human and financial resources, and implementing data management platforms. The course also teaches project decomposition (WBS, PBS) and resource smoothing to ensure smooth and efficient project execution.

Describe each of the key components of an effective distribution strategy. Identify the different categories of distribution channels and understand the factors that influence channel selection. Understand the role of intermediaries and their relationships (channel conflict…). Identify strategic retail options/alternatives. Implement the retail strategy, evaluate and control. Master the commercial offer and its components. Understand the challenges of manufacturer/retailer relationships.

Master the techniques of management of one or more departments or points of sale by integrating all the functions of commercial management, animation and commercial implementation. Master sales and purchasing techniques (customer advice, commercial legislation, referencing). Manage the assortment and merchandising of a department. Facilitate and optimize sales. Manage the customer relationship. Establish forecasts. Analyze management indicators and dashboards. Manage inventory. Plan work. Train and develop employees.

Legal approach of the company: positioning of the company in the legal environment; the legal regimes of the various social forms of the company (SARL, SA, SCS, SCA, SAS and SNC). Approach to commercial relations: presentation of the legal regime applicable to commercial acts; classification of contracts; practical approach to training (consent, capacity and purpose of the contract) and performance of the contract; particularities and main clauses of the contract of sale; the general conditions of sale; the principles of responsibility.

Develop new points of sales contact with customers (multi-channel). Integrate into the marketing strategy all the different channels in the consumer journey to optimize the consumer experience (cross channel). Connected stores (omnichannel).

Know the development strategies of the various players in food retailing and specialized distribution. Master the technical aspects: Trade promotions, merchandising, sales prices, margins, commercial cooperation budgets. Master the B to B to C chain. Integrate new trends: drive, convenience stores, e-commerce. Strengthen manufacturer/distributor synergy. Know distributor marketing and private label. Master trade marketing (category management, ECR and merchandising): plan, prepare and monitor trade marketing operations. Leverage information from trade marketing actions. Measure radius and promotion performance. Measure ROI. Advocate and implement a relationship marketing approach (loyalty, direct marketing, CRM, etc.) on all channels (points of sale, catalogues, websites, contact centers, etc.).

Master consumer and distributor panels. Integrate the specific needs of customers (in-store purchasing behaviour or product use logic) in order to build lasting loyalty. Category management and cross-channel customer journey (drive and retail). Build more effective action plans in terms of impact on turnover or profit margin, thanks to a more “complete” targeting of consumers (shopper marketing).

Distribution strategies for products and services must meet consumer expectations. This module allows you to master both physical and digital distribution strategies and today hybrid with a rise of social commerce. How to best meet the expectations of consumers? How to be present 24/7/7? How to offer a distinctive experience? These questions and more will be answered in this module.

Explore the impact of the digital world on brands and consumers. Build on the foundations of marketing to succeed in the digital world. Develop strategies to effectively manage brands and digital media. Use data, formats and platforms to target and engage consumers. Analyze tools and methods to optimize results in the digital world. 

Understand and integrate a marketing issue, to decline it to an operational level. Know how to define and develop a commercial innovation (format, distribution mode and concept of sign and/ or store), locally or internationally. Analyze the brand components with a view to implementing them at the brand level and the various points of sale.

Le cours propose d’intégrer la démarche stratégique de l’entreprise afin de comprendre et préparer son développement à long terme. Faire un diagnostic global de l’entreprise et de son environnement en sachant apprécier ses capacités à faire face et à s’adapter aux changements, analyser et comprendre les problèmes de structure liés à la mise en œuvre d’un plan stratégique ; décoder l’identité d’une organisation et analyser les composantes de la culture d’une entreprise. Considérer l’entreprise dans son pilotage.

Study real estate exploitation strategies specifically adapted to the field of trade marketing and franchising. Analyze in depth the different models of real estate management to optimize commercial performance. Identify best practices to effectively integrate the real estate dimension into franchise strategies.

This module allows learners to improve their CV and posture through situations (business game, professional simulation, speaking, etc.); practical and professional workshops (CV, professional social networks, coaching, etc.) as well as business and master class conferences.

This path allows learners to understand the issues and learn methods to attract, retain and perfect their marketing practices.

Explore new trends in distribution models, including online sales and direct-to-consumer shipping. Analyze consumer needs and behaviours to better anticipate and respond to them. Optimize sales and address the phenomenon of disintermediation and reintermediation through the integration of new players, such as marketplaces.

Know the different professions of the franchisor: development, animation, organization, legal aspects, marketing, training, administration, finance of the creation of a franchise. To study the mechanisms and implications of relations between franchisors and franchisees. Analyze communication and collaboration strategies in the context of franchising. Explore ways to optimize cooperation and resolve conflicts between the two parties.

This module aims to deepen the skills of learners in computer science to meet the demand of companies for budget or commercial monitoring, project management, personnel management and communication: Excel, Word, Powerpoint, team tools, business software. It aims to be efficient on office tools, quickly identify and correct errors, customize existing tools or create your own tools.

Understand the constraints of the retail sector in terms of supply and inventory management. Integrate logistics cost reduction issues in a “just-in-time” time. Master the mechanisms for coordinating the supply chain to retail outlets and the challenges of collaborative information systems such as EDI.

Understand the missions and challenges of the sales manager. Determine an effective organization of the sales force. Measure and drive results. Train, evaluate and motivate the sales force to achieve business goals. Effectively manage human resources within a sales team or store: recruitment, job interview, employment contract, compliance with collective agreements, CHSCT, break time, working hours and overtime. Management of schedules and absences (leave, sickness). Training of teams. Annual interviews.  

Be able to understand the challenges of the professions of its employees to define objectives and anticipate skills needs.

Fundamental principles of procurement processes used by companies. The courses will combine theory and practical applications to illustrate the following key processes and measures: negotiation, procurement, tendering, supplier selection and management, contract negotiation, quality control, legal and contractual obligations.

What are the challenges of business recovery? Will be presented the techniques of business valuation, the financing mechanisms of business takeovers, the realization of business plans and organizational and financial restructuring.

Understand Raffarin, Galland, NRE, Dutreil, LME laws on trade policy and supplier/distributor trading margins. Develop general terms of sale, CPV, commercial cooperation, SRP, and annual contracts with distributors. Analyze consumer law, information obligation, price display, regulated practices, warranties, after-sales service in distributor/consumer relations.

Decipher the specifics of franchise distribution systems, including intellectual property rights licenses, trademark licenses, and franchisor-franchisee relationships.

Master the fundamentals of human resources management and recruitment techniques. Select candidates and integrate them into the company. Integrate recruitment and predictive employment management into the General Management HR strategy.

Apply SQL skills to analyze real-world datasets, using complex queries, joins, and subqueries. Analyze customer data and campaign results to improve marketing strategies, using CRM and marketing automation tools for segmentation, targeting and personalization.

Allow learners to know the expectations of the applied research thesis. Formulate a problem, build a literature review, choose the methodology of the study, issue recommendations.

Place the consumer-shopper at the center of all projects, in a brand/ industrial partnership Consider the ECR approach as a growth accelerator and not as an element of negotiation. Establish common evaluation methods and performance indicators. Exchange relevant information. Understand and consider the operational reality of the partner.

Understand the importance of consumer insight in marketing and the role of studies in managerial decision-making. Master the different study techniques and their methodology (quantitative ad hoc, qualitative ad hoc, panels) and the specific vocabulary of the study sector. Know the different types of studies according to their purpose (concept test, product or service test, etc.).