BTS MCO - Operational Sales Management

- will be able to take operational responsibility for all or part of a commercial unit, taking charge of customer relations as a whole, as well as leading and stimulating the offer.
- will be responsible for the operational management of the commercial unit as well as the management of its commercial team.This functional versatility is part of a context of digitised commercial activities aimed at implementing the commercial policy of the network and/or the commercial unit.
A commercial unit is a physical and/or virtual place enabling a potential customer to access a range of products or services.

A commercial unit is a physical and/or virtual place enabling a potential customer to access a range of products or services.

A commercial unit is a physical and/or virtual place enabling a potential customer to access a range of products or services.

A commercial unit is a physical and/or virtual place enabling a potential customer to access a range of products or services.

The training course is organised into several skill modules, enabling step-by-step progression. It alternates between theoretical input, practical exercises and assessment sessions to promote practical and progressive learning.

BC01: Developing customer relationships and providing sales advice

• Monitoring market trends and conducting market research
• Selling
•  Maintaining customer relationships

BC02 : Promote and revitalise the sales offering

• Develop and continuously adapt the range of products and services
• Organise the sales area
• Improve the performance of the sales area
• Design and implement sales communications
• Evaluate sales activities

BC03 : Manage day-to-day operations

• Manage day-to-day operations
• Forecast and budget for business activity
• Analyse performance

BC04 : Managing the sales team

• Organising the sales team’s work
• Recruiting staff (assessing staffing requirements, recruitment and induction)
• Leading the sales team (motivating and developing the team)
• Assessing the sales team’s individual and collective performance (tailoring training for team members)

General knowledge and communication skills

Modern foreign language 1 

Economic, legal and managerial knowledge

• Analysing situations facing the company
• Utilising an economic, legal or managerial database
• Proposing well-reasoned solutions drawing on economic, legal or managerial concepts and methodologies
• Carry out an assessment (or part of an assessment) in preparation for strategic decision-making
• Present analyses and proposals in a coherent and well-reasoned manner

Optional module:

• Modern Language 2: CEFR Level B1
• Professional development programme abroad
• Entrepreneurship

Throughout the programme, students receive personalised support with regular monitoring by the teaching team and progress reviews to tailor learning to each individual’s needs. A work placement also enables students to develop professional skills in a real-world setting. Skills are assessed progressively through role-plays, practical exercises, professional projects and assessments carried out throughout the course. Our teaching methodology prioritises a practical, career-focused approach: case studies, role-plays, practical scenarios and collaborative activities enable learning in conditions that closely resemble the real-world workplace.

• Diploma from the Ministry of Higher Education and Research Level 5

Find out more about this qualification (RNCP38362, exact wording of the diploma, name of the certifier, registration date of the qualification) by clicking here.

Maximum total duration of 3,650 hours, including 2,300 hours in a company and 1,350 hours at the training centre.
The duration of the course is indicative and will be determined according to your profile.

• All audiences

Bac technologique (STMG) ou général ou professionnel

or Bac level and 3 years' professional experience.

18 people

Teaching method

• Fully classroom-based training

Teaching methods

• Personalised course
• Group lessons

Equipment

• Equipped technical platforms
• Unmarked room with video projector

Monitoring and individualisation

Positioning upstream of entry to training.
Equivalences and gateways, please consult us: accueil@greta-cfa-84.fr

For beneficiaries with disabilities: examination of possible adaptations (reception, training and certification arrangements, compensation arrangements): contact: referent.handicap@greta-cfa-84.fr

Interviews, remediation with the educational referent and/or company referent during training.

Beneficiary satisfaction is taken into account during and at the end of training.

Possibility of post-training support.

Education Nationale certified teachers, Bac +3 trainers with significant experience in adult training, professional speakers.

Trainers experienced in individualising learning.

Assessments are organised throughout the course and at the end of the programme, in accordance with the qualification framework. Assessment tests may take the form of in-course assessments (CCF) and/or final examinations.

Support with exam preparation is provided throughout the course to help candidates succeed.

This qualification is awarded following validation by the academic examination board.

If a candidate fails the qualification, they retain credit for the modules they have passed and may retake the remaining examinations at a later date. The modules passed remain valid for 5 years

Hourly rate incl. VAT: €12.00
. This price is indicative and non-contractual. Depending on your status, this training can be fully financed. Contact us.

Placement test and interview by appointment: accueil@greta-cfa-84.fr

Applications on Parcoursup.

Pre-registration link: cliquez ici

For apprenticeship courses starting in September, the access deadline is from September to November (in special cases, please contact us).

Contact us to register for a meeting
accueil@greta-cfa-84.fr

Sectors of activity: distribution companies in the food or specialised sectors, company sales units

Jobs: sales and service advisor, e-commerce advisor, merchandiser, department second, manager of a local store

Continuation of studies is possible:

• Commerce and distribution manager (Négoventis network)
• Professional degree in commerce and distribution
• Professional degree in marketing products and services
• Professional degree in e-commerce et marketing numérique
• Licence pro mention management des activités commerciales
• Licence pro mention management et gestion des organisations
• Licence pro mention métiers du marketing opérationnel
• Licence pro mention technico-commercial

Access for people with disabilities

Accessible to people with disabilities
.

• Indicators
  • Number of learners * : 14
  • Number of learners sitting the exam : 13
  • Satisfaction rate * : 100%
  Exam pass rate * : 100%Integration rate on leaving training *: 75%Integration rate into the intended profession *: 100%Study continuation rate *: 33%
  Turn-off rate * : 2%
  
  • Dropout rate * : 2%

  * Reference period 01/09/2024 to 30/07/2025, calculated on the number of responses obtained

  ** Results calculated on the number of candidates submitted

• Careers: Head of department or sales, Head of advertising, Sales executive, Department manager, Customer relations manager, Sales manager, Sector or department manager....
  
  
• Professional bachelor's degree in commerce, management, management, etc., followed by a professional master's degree in the same fields. Possibility of joining a general Bachelor's degree depending on the University's conditions.
  
  
• Successful courses:
  • Vanessa B.: continuing her studies on a Bachelor's degree in Marketing and Communication (Bac +3)
  • Marie V. Buyer and Head of Beauty Products at "Bon Marché"
  • Mathieu V. Area manager at "Décathlon"
  • Robin F.: Car salesman at "Citroën"
  • Amandine B. pursuing a Master's degree in Asset Management (Bac +5)

Added value:

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Our indicators can be viewed on the website : cliquez ici