Title European Business to Business Sales Institute
Project Number FR/05/B/P/PP-152044
Project Type Projets Pilotes (2000-2006)
Marketing Text Development of an institute in the specific field of business to business selling. B2B selling is a key skill required by European companies and particularly SME at a moment when practices in this domain are impacted by several factors for change including solution selling, acceleration of the innovation processes, increasing needs for an entrepreneurial attitude and the development of e-business in business to business purchasing and customer relationship management.
The European Business to Business Sales Institute (EUBBSI) is a pilot project conceived to produce an innovative blended training aimed at developing sales force skills.
It is adapted to the characteristics of “business to business sales” and will deliver a valid European accreditation.
In order to do so, the Institute intends to address 2 publics:
1/ The targeted public of small enterprise managers and sales managers with training tools adapted to their needs. Training is available on-line in order to fit with the time constraints of the targeted population, with face to face seminars allowing for experience sharing. The content of the on-line training and the associated assessment tools is shared among the management schools and is the core product of the Institute.
For the on-line tutoring and the face to face training, the Institute is drawing on the resources of the partners’ institutions including professors, rooms and equipments. It is also the mission of the Institute to guarantee the equal value of the training whatever the location in Europe. It delivers a certification to the participants who are meeting the expected achievements (level 2)
2/ The targeted public of MBA students. The Institute provides the adequate pedagogy and delivery of training for the academic institutions to graduate the students in their MBA programme with a specialisation in selling in B2B (level 1).
The innovative character of the European Business to Business Sales Institute project involves:
1/ Trainees are getting an accreditation complying to European quality standards
Grenoble Ecole de Management is EQUIS accredited (European Quality Improvement System) from Efmd (European Foundation for management development) and by its American counterpart AACSB (Association to Advance Collegiate of School of Business). Only 27 business schools in the world have both accreditations.
Thanks to these accreditations, GEM may deliver an accreditation in “selling in B2B” complying with the EQUIS quality standards. This accreditation is a unique example of vocational training program conforming to European quality standards.
2/ Transferring and modelling best practices in an international context
Global training contents have been developed by mobilising teams of SME sales person and academic institutions experts on a given subject. Based on their practices, they have modeled the training contents by selecting the pedagogical methods that they consider most suitable for the group in question. These experts are the “content owners” of the subject in question and responsible for updating the contents and adapting them to local needs. The Institute and its knowledge platform are the adequate frame for hosting the content.
3/ The project’s vast field of application
Gathering SME from different countries and domain of activities, the project is a practical illustration of a good link between a “trans-European” concepts and “local or national” operational implementation that provides answers adapted to the efficiency challenges of each involved countries.
4/ The selected “blended learning” approach
New technologies are used systematically to maximise the impact of face-to-face meetings and classroom training sessions. We want to use as much as possible techniques that are leading edge for our specific objectives (skills evaluation, short online modules that can be used to revise “fundamentals” as much as required and simulation tools).
5/ A structured and global approach that offers the necessary flexibility to be adapted to local conditions
The pedagogical system is providing specific methods for local transfer and adaptation (training of relay trainers). It is essential to remain globally coherent while staying grounded in field realities (apply a priori the 80/20 rule – 80% global content and 20% local content).
6/ Measurement and validation tools that can be used to measure the effectiveness of training actions vis-à-vis operational issues and learning quality.
Formation tout au long de la vie
Formation ouverte et à distance
Entreprise, TPE, PME
Enseignement à distance
Un programme de formation certifiant visant à développer les compétences commerciales des ingénieurs d’affaires, dirigeants d’entreprises ou créateurs de start-up, dans le domaine de la vente de solutions en environnement Business to Business.
Le programme dure 6 mois et n’exige qu’une journée de présence mensuelle.
1/ Faire le diagnostic de vos compétences commerciales.
2/ Suivre 5 modules en elearning (cours en ligne) sélectionnés en fonction de vos besoins en formation, parmi une bibliothèque de 40 modules.
3/ Participer à 6 séminaires de formation thématiques qui vous permettront de maîtriser des stratégies et des outils nécessaires à
l’atteinte d’objectifs commerciaux ambitieux.
4/ Bénéficier de l’accompagnement d’un coach tout au long du programme.
5/ Obtenir un certificat européen, correspondant aux standards
internationaux de la profession.
Le programme propose une alternance de séminaires (1 jour par mois),
de cours en ligne (1 module par mois représentant environ 5 heures de
travail chacun) et d’entretiens avec un coach.