| Course label : |
Commercial and technical offer |
| Teaching departement : |
ESO / Business and Society |
| Teaching manager : |
Mister THIERRY FRICHETEAU |
| Education language : |
French |
| Potential ects : |
0 |
| Results grid : |
|
| Code and label (hp) : |
LA3_A_IG_ESO_OCT - Offre commerciale et technique |
Education team
Teachers : Mister THIERRY FRICHETEAU / Madam ISABELLE LE GLAZ
External contributors (business, research, secondary education): various temporary teachers
Summary
Drafting of a commercial and technical offer in the field of computer and industrial engineering
1) REMINDER OF THE SALES CYCLE
Through this cycle, the roles of the different engineers will be studied, as well as the main processes, Team Buying: Customer team, Customer team, Customer team, team aux will be studied: Selling team: Enterprise team,
2) DRAFTING A PROPOSAL:
Detailed study of the "Mutual Qualification", "Solution Finalization", "Proposal" and "Negotiation" phases
- Review of commitments,
- Proposal launch,
- Proposal looping,
- Minutes of the Meeting,
- Risk monitoring form,
- Proposal writing,
- Elaboration of mission sheets,
- Each group of (5 / 6 students) will write a commercial and technical proposal, with a situation as close as possible to the professional reality:
Case analysis:
- Implementation of the approach,
- Simulations of customer interviews, internal and external meetings...internal and external meetings.../s close to the human professional reality, ..ts, and motivations of the mission for
- Drafting of the offer,
- Presentation to the "Client".
- Drafting of a technical and commercial offer for the integration of an "ERP" solution within a SMI in the mechanical sector, (commercial issues, production, human resources, purchasing, logistics, quality, traceability, maintenance, project management, project/quality management methodology)
- The presentation of the commercial dimension (student company, references, commercial approach), project methodology, functional processes, technical architecture, costing, planning
Educational goals
At the end of the course, the student will be able to:
- Formalize a commercial and technical offer,
- understand a Client's need,
- Formalize functional processes,
- Make estimates of loads, estimates,
- Design and define a complete information system architecture,
- interview "interlocutors" with different profiles
- work in groups of 5 to 7 students,
- Monitor the progress of a project,
- support its offer.
Contribution of the course to the competency framework; at the end of the course, the student will have progressed in:
- Apprehension of a project, problem
- Research of technical and functional solutions, comparison, choice,
- Risk Analysis
- Project quality approach to be formalized
- Group work, team follow-up
- Solution valuation
- Oral, written communication, formalization of reports, studies, process modelling,
- Writing an offer
- Realization of quotations, estimation of charges
- Realization of planning,
- Definition of business strategy
- Legal approach,
Working knowledge:
- Elaboration of a technical and functional IS solution architecture, quotation, costing
- Elaboration of a planning and load estimates
- Law, legal,
- Marketing, editorial,
- Project methodology, quality
- Process modeling
Skills developed:
- Group work in groups
- Listening to a third party, reformulation, report
- Valuation of a solution in writing and in defense
Sustainable development goals
Knowledge control procedures
Continuous Assessment
Comments: Appreciation:
- the commercial and technical offer rendered (consistency with the needs, objectives, project challenges, formalization - process modeling, functional and technical solution proposed, deployment, quality approach, planning, cost valuation and budget, presentation of the pseudo company)
- the "offer writing" project management file (team schedules, team workloads, CR meetings, individual workload monitoring, technical specifications, ERP project workload estimates, summary study of some ERP solutions),
- defense, presentation of the offer
Online resources
- Course material "commercial and technical offer".
Pedagogy
#NOM?
Sequencing / learning methods
| Number of hours - Lectures : |
8 |
| Number of hours - Tutorial : |
20 |
| Number of hours - Practical work : |
0 |
| Number of hours - Seminar : |
0 |
| Number of hours - Half-group seminar : |
0 |
| Number of student hours in TEA (Autonomous learning) : |
0 |
| Number of student hours in TNE (Non-supervised activities) : |
0 |
| Number of hours in CB (Fixed exams) : |
0 |
| Number of student hours in PER (Personal work) : |
0 |
| Number of hours - Projects : |
0 |
Prerequisites
GPJ + QUA
Maximum number of registrants
Remarks