Bachelor’s Degree in Negotiation and Sales
Écoles expérimentéES
ÉCOLE SUPÉRIEURE DE MANAGEMENT DU SPORT (ESMAS)
Presentation
Bachelor’s Degree in Negotiation and Sales
The Bachelor’s degree in Negotiation and Sales at ESMAS is a Level 6 qualification registered with the RNCP. It aims to train professionals who are not only skilled in “selling” but also capable of managing the entire business value chain, from strategy to client retention.
This programme is perfectly suited to the needs of managers of commercial establishments, who seek creative, passionate, curious, and motivated collaborators.
The ESMAS Bachelor prepares students to be fully operational from their first professional experience or to continue their studies at a Bac+4/5 level. Courses, conferences, masterclasses, and business games are delivered by professionals who are experts in their fields.
Students are connected with our network of premium partner companies to undertake their work-study placements.
Pour toute situation de handicap veuillez contacter le référent handicap
Référent handicap : Stéphane NOAH
Téléphone : 01 60 05 58 30
Mail : Stephanenoah@emsp-bs.fr
Programme objectives
The Bachelor’s degree in Negotiation and Sales at ESMAS is a State-recognised Level 6 qualification designed to achieve the following learning outcomes:
Identify high-potential prospects and utilise modern tools such as Social Selling and CRM.
Master questioning techniques (e.g., SPIN Selling) to accurately diagnose client needs.
Handle objections, protect profit margins, and close transactions effectively.
Understand the competitive environment and sector trends, including technological and digital developments.
Define measurable objectives and select the priority levers to achieve them.
Integrate various sales channels (in-person, e-commerce, social media) into a coherent strategy.
Learn to read and complete dashboards to adjust actions accordingly.
Introduce students to sales force management, including recruitment and team motivation.
Ensure long-term customer satisfaction to maximise Customer Lifetime Value.
Develop oral communication skills, empathy, resilience in the face of failure, and business ethics.
Duration
DURATION OF STUDIES:
- 3 years for students holding a Baccalaureate or an equivalent qualification
- Work-study programme available from the third year onwards
Prerequisites
ENTRY LEVEL(S)
Baccalaureate and Bac+2
Prerequisites: The Bachelor’s degree in Negotiation and Sales at ESMAS is open to holders of a baccalaureate qualification and, for entry into the third year, to holders of a BTS or any other Level 5 qualification.
Admission is based on the review of the application file and may include an interview.
Students entering the first year of the Master’s programme are required to validate all skills blocks
This programme does not offer any equivalences or transfer pathways.
Further Studies
Assessment Methods: Case studies and/or tests and/or essays and/or text analyses and/or multiple-choice questions (MCQs) and/or oral assessments and/or research projects / Continuous assessment / Work-study and competency evaluation (written + oral) / Thesis defence / Professional evaluation in the company
Programme Summary Documents: Course materials (PDF, and/or Word, and/or PPT formats), case studies and/or audio and video resources, and any exercises to be completed during the programme
Field Sales Representative / Itinerant Sales Representative
Account Executive
Customer Success Manager (CSM)
Key Account Manager (Retail / GMS)
Sales Manager
Department Manager
Section Manager
Branch Manager
Senior Sales Advisor
Client Advisor
Technical Sales Representative
Access deadlines
- Applications for the September 2025 intake are open from 1 March to 20 September 2025.
- Applications for the deferred January 2026 intake remain open until 18 December.
Modalities
Access to our programmes may be initiated:
- By the employer,
- At the employee’s initiative, with their employer’s agreement,
- By a student or their legal guardian
- Work-study is available from the third year onwards
Upon completion of the application form, our institution undertakes to respond within 72 hours.
If the programme requires specific prerequisites, we will propose, regardless of the funding method you are considering, a knowledge assessment and/or a positioning interview (by telephone or videoconference) and/or a review of your application file.
Programme
1ST AND 2ND YEAR
The Negotiation and Sales programme in the 1st and 2nd year, aimed at developing managerial skills, is structured as follows:
Semester 1:
Humanities
Economic Concepts and Current Issues
Law – Moot Court
Business Management and Enterprise Projects
Human Resources Administration
Management of Collaborative Tools
Management and Operational Activities
Marketing Analysis and Customer Experience
Semester 2:
Start-ups and Entrepreneurship
Negotiation Techniques
Business English
Accounting Processes and Cash Management
Sales Techniques & Closing
Introduction to Marketing and Communication
Prospecting Strategy
Corporate Commercial Strategies
Internship (optional)
3RD YEAR
The Negotiation and Sales programme in the specialisation year is organised into two (2) axes:
AXIS 1: SPECIALISATION SUBJECTS
Semester 1:
Client Needs Investigation and Reformulation
Persuasive Argumentation & Customer Psychology
B2B and Key Account Sales
Commercial Pitch & Storytelling
Semester 2:
Intellectual Property Law
Complex Negotiation
Objection Handling & Closing
CRM and Customer Relationship Management
Internship (mandatory)
AXIS 2: CERTIFICATION REQUIREMENTS
Validation of competency blocks:
Block 1: Coordinate and Improve the Commercial Activity of the Trading Establishment
Block 2: Contribute to the Strategic Directions of the Brand and Optimise the Economic Performance of the Trading Establishment
Block 3: Manage the Employees of the Trading Establishment
Our Training Organisation
Tuition Fees
Information regarding the cost of this programme can be accessed by clicking on the following link : https://esmas.fr/tarifs-et-financements/
