manager coach training

Certification referential
Develop in-store relationships and sales with digital

Competency framework

C1. Structure activities and time to be more effective in achieving business objectives using time and information management methods in the digital age.
C2. Communicate via social networks to develop your company's reputation and generate useful contacts, using online influence and social selling techniques to develop your company's activity and sales.
C3. Greet customers so that they feel at ease and want to discover our offers, and advise them according to their expectations in order to develop sales using digital tools.
C4. Carry out the sales interview with the customer using digital tools, arguing and dealing with misunderstandings, questions and objections with pedagogy and conviction, in order to optimize the average basket and encourage additional sales and the sale of higher value-added items.
C5. Adapt your sales approach to the customer's personality, culture and disability situation, in order to optimize customer satisfaction.

Evaluation methods

All certification tests take place at the end of the training course. Both tests have the same coefficient.

E1: Written situation
Candidates are required to
The candidate submits a written report containing at least the following information:
- The position he/she holds in the company.
- The context in which he/she is required to use digital tools in his/her reception and/or sales activity,
Candidates are also expected to include the following in their written report:
- the way in which he/she structures his/her activities and the related digital tools (in line with C1)
- The communication approach on networks enabling him/her to communicate about the brand and products and to attract new prospects (linked to C2).
Explain the customer intake process and, where applicable, the digital onboarding process (C3), as well as all the stages in the sales process from inception to conclusion (C4).
Lastly, he will explain how he adapts his behavior and sales posture to the specific characteristics of each customer (in line with C5).

E2 : Oral practical situation.
The participant accesses the context of the oral situation on the secure LMS platform and records himself/herself. He then transmits the audio file(s) to the assessor (in connection with C4 and C5).

Evaluation criteria

Cr1. The report produced by the candidate is clear and comprehensible to all; it includes the essential information requested, in particular:
- The characteristics of his/her business expertise,
- The context in which digital tools are used in reception and/or sales activities,
Cr2. The follow-up and organization of activities is structured using a digital tool.
Cr3. The candidate's approach to attracting new prospects is based on communication methods and tools that are relevant to the characteristics and profile of the companies targeted by the offer (social networks, LinkedIn, e-mail, etc.).
Cr4. The presentation of the offer is satisfactory in the sense that it is :
- Clear
- Structured in terms of the information provided
- Reasoned
Cr5. The sales assistant greets the customer in a positive atmosphere, breaking the ice.
Cr6. The candidate has acquired the sales process during the interview:
Discovery of the customer - argumentation - handling objections and conclusion.
Cr7. The candidate emphasizes the importance of verifying the customer's understanding of the various information conveyed, and his commitment to the sales process as it progresses.
Cr8. The candidate makes / proposes an additional sale based on the customer's needs and/or the item purchased.
Cr9. The sales assistant adapts the sales meeting to the customer's personality, culture and/or disability.

You are an expert operating in professional services and you do not feel comfortable prospecting for new clients.

In this book, with a preface by Bertrand Dumazy, CEO of the Edenred group, you will find numerous illustrations and practical information sheets drawn from the concrete experience of specialists who have successfully developed their prospect portfolio.

You will also learn how to make yourself happy by developing new contacts at all levels in organizations.

How to target key contacts in your prospects? How to approach them? Through which channel? How do you stand out? What creative solutions should you use? How to interest your interlocutors in your subjects ? Which marketing to set up on the web ?

Here you will find answers to all these key questions to develop your business or practice as well as methodological elements for immediate implementation.

Kindle price: €9.99
Paperback price: €19.50

No. of pages: 188
Author: Olivier Jacob
Preface: Bertrand Dumazy