Macc - ESC Toulouse

THE MAIN TOPICS :
� Team-Building Seminar in Millau (Aveyron), 2 days to kick-off the program,
� The different Marketing & Sales Departments organisations,
� How to work with Surveys Providers and how to lead his/her own surveys?
� Marketing/R&D team interface and partnership,
� Sales or Field-Marketing Team interface and partnership,
� Sales Force Management,
� Specificities of Services Marketing,
� Communication strategies,
� Lobbying strategies,
� Prescription strategies,
� Customer Portfolio Management
� Product Portfolio Management
� Specificities of Project marketing in an International context,
� Specificities of Public Markets,
� Negotiating and general social interactions, in the conduct of international
business.
� Preparing and presenting an Agency Pitch to win a new Customer Budget.
THE MAIN SECTORS :
� Luxury, (Boucheron, Porsche…)
� Car Manufacturers and Car Equipment (Citroen, Valéo, Michelin…)
� Food and Fast Moving Consumer Goods (Kraft, Mars, Nestlé…)
� Building Industry and Equipment (Legrand, Vinci, SchneiderElectric…)
� Aircraft Manufacturers and Avionics (Airbus, ATR, Thales…)
� Information Systems providers and consultants (Oracle, Gemini, Altran… ),
� Telecommunication operators (Orange, SFR, Bouygues…),
� Office Equipment ( Xerox Corp)…
ASSIGNMENTS AND ASSESSMENTS
Throughout the programme a number of written and oral assignments will be set. These will
be mainly performed in teams, and will include:
� Field studies ( 2 days in a company),
� Press reviews,
� Agency Pitch,
� Negotiation & Sales (Business Game),
� Oral Intermediary presentation of the professional thesis (Two-student teams),
� Presentation of the professional thesis.
Students will be assessed on the basis of:
Options Professionnelles - 36 - 2011-2012