Domain 03

Sales Techniques

Approved training

MODULE D3/01: SOURCING, LOGISTICS & STOCK

Lesson 01: Sourcing & Negotiation

A - SOURCING

  1. Supplier research
  2. Trade shows
  3. Supplier selection
  4. Selection criteria
  5. Product specificities

B - NEGOTIATION

  1. Supplier evaluation
  2. The 10 C method
  3. Standards (ISO…)
  4. Commercial negotiation
  5. Contractualization
  6. Successful negotiation

Lesson 02: Ordering & Delivery

C - LOGISTICS

  1. Preparation
  2. Organization
  3. Team training

D - REPLENISHMENT

  1. Replenishment management
  2. Order tracking
  3. Goods receipt files

E - PRODUCT DISPLAY

  1. Store receiving
  2. Merchandising
  3. Shelf display

F - EXTERNAL ORDERS

  1. Order management
  2. Coordination

Lesson 03: Stock Management

G - STOCK MANAGEMENT

  1. Types of stock
  2. Storage organization
  3. Digital tools
  4. Global stock overview

H - INVENTORY

  1. Definition
  2. When to do it
  3. Unknown shrinkage

I - SUCCESSFUL INVENTORY

  1. Preparation
  2. Execution
  3. Control
  4. Valuation

MODULE D3/02: MANAGEMENT & HUMAN RESOURCES

Lesson 01: Recruitment & Onboarding

A - RECRUITMENT

  1. Write a job offer
  2. Identify the need
  3. Define the profile
  4. Distribution channels
  5. Candidate sourcing

B - RECRUITMENT PROCESS

  1. Application screening
  2. Interviews
  3. Profile evaluation
  4. Final selection

C - ONBOARDING

  1. Welcoming the employee
  2. Company presentation
  3. Initial training
  4. Taking up the position

D - SUCCESSFUL ONBOARDING

  1. Follow-up
  2. Feedback
  3. Skills development

E - HR FRAMEWORK

  1. Labor law
  2. Contracts
  3. Probation period
  4. Collective agreements

Lesson 02: Leading a Team

F - WORK ORGANIZATION

  1. Time management
  2. Scheduling
  3. Legal constraints
  4. Management tools

G - INTERVIEWS

  1. Professional interviews
  2. Performance reviews

H - CONFLICT MANAGEMENT

  1. Analysis
  2. Mediation
  3. Corrective actions
  4. Sanctions

I - MANAGING DEPARTURES

  1. Dismissal
  2. Resignation
  3. Mutual termination agreement
  4. Exit documents

Lesson 03: HR & Economic Requirements

J - TRAINING & SKILLS

  1. Training plan
  2. Skills development
  3. Legal obligations

K - PAYROLL MANAGEMENT

  1. Payroll variables
  2. Data collection
  3. Processing
  4. Verification

L - SOCIAL CHARGES

  1. Social declarations
  2. Contributions
  3. Collection bodies

M - PAYROLL MASS

  1. Calculation
  2. Monitoring
  3. Optimization

N - STATUS & FRAMEWORK

  1. Executive / non-executive
  2. Regulations

MODULE D3/03: ACCOUNTING & FINANCIAL MANAGEMENT

Lesson 01: Accounting Management

A - ACCOUNTING ACTIVITY

  1. Definition of accounting
  2. Customer accounts
  3. Supplier accounts
  4. Other accounts
  5. Fixed assets

B - ACCOUNTING RULES

  1. Tax rules
  2. Legal rules
  3. Accounting rules

C - COST ACCOUNTING

  1. Definition
  2. Objective
  3. Usefulness

D - COMMERCIAL CALCULATIONS

  1. VAT (collected / deductible)
  2. Selling price
  3. Margin
  4. Markup coefficient

Lesson 02: Administrative Management

E - INVOICING

  1. Issue and track an invoice
  2. Payment terms
  3. Commercial conditions
  4. Payment tracking

F - CASH MANAGEMENT

  1. Control of receipts
  2. Cash history
  3. Cash register software
  4. Cash discrepancies

G - TRANSACTION CONTROL

  1. Types of payment
  2. Flow monitoring
  3. Accounting transparency

H - REPORTING

  1. Turnover
  2. Commercial indicators
  3. Average basket
  4. Footfall
  5. New customers

Lesson 03: Financial Management

I - COSTS & PROFITABILITY

  1. Types of costs
  2. Cost price
  3. Price determination
  4. Profitability

J - FINANCIAL DOCUMENTS

  1. Balance sheet
  2. Income statement
  3. Trial balance
  4. General ledger

K - FINANCIAL ANALYSIS

  1. Reading results
  2. Interpretation
  3. Decision-making

L - FORECAST BUDGET

  1. Definition
  2. Construction
  3. Monitoring