BTS MCO - Operational Sales Management

- will be able to take operational responsibility for all or part of a commercial unit, taking charge of customer relations as a whole, as well as leading and stimulating the offer.
- will be responsible for the operational management of the commercial unit as well as the management of its commercial team.This functional versatility is part of a context of digitised commercial activities aimed at implementing the commercial policy of the network and/or the commercial unit.
A commercial unit is a physical and/or virtual place enabling a potential customer to access a range of products or services.

A commercial unit is a physical and/or virtual place enabling a potential customer to access a range of products or services.

A commercial unit is a physical and/or virtual place enabling a potential customer to access a range of products or services.

A commercial unit is a physical and/or virtual place enabling a potential customer to access a range of products or services.

Skill block 1: developing customer relations and providing sales advice

• Providing information intelligence and carrying out commercial studies
• Selling
• Maintaining customer relations

Skill block 2: Animating and boosting the commercial offering

• Developing and continuously adapting the product and service offering
• Organising the commercial space
• Developing the performance of the commercial space
• Designing and implementing commercial communication
• Evaluating the commercial action

Skill block 3: Ensuring operational management

• Managing day-to-day operations
• Predicting and budgeting activity
• Analysing performance

Skill block 4: Managing the sales team

• Organising the work of the sales team
• Recruiting staff (assessing staffing needs, recruitment and integration)
• Leading the sales team (leading and promoting the team)
• Evaluating the individual and collective performance of the sales team (individualising the training of team members)

General culture and expression

Spoken foreign language 1 (level B2 of the CEFR)

Economic, legal and managerial culture, legal and managerial culture

• Analysing situations facing the company
• Exploiting an economic, legal or managerial documentary base
• Proposing argued solutions and mobilising economic concepts and methodologies, legal or managerial concepts and methodologies
• Establish a diagnosis (or part of a diagnosis) in preparation for strategic decision-making
• Expose analyses and proposals in a coherent and well-argued manner

Optional block: Modern language 2 Level B1 of the CEFR

Optional block: professionalization course abroad

• Understanding the working environment and its cultural context
• Identifying and highlighting professional practices likely to enrich French approaches

Optional block: entrepreneurship

• Prepare a diagnosis prior to the creation or takeover of a commercial unit
• Choose the positioning of the commercial unit
• Evaluate the commercial potential
• Measure the solidity of the partnership relations envisaged
• Perform forward-looking human resources management
• Study the financial feasibility of the creation or takeover project
  

.

• Diploma from the Ministry of National Education and Youth Level 5

Find out more about this qualification (RNCP38362, exact wording of the diploma, name of the certifier, registration date of the qualification) by clicking here.

Maximum total duration of 3,650 hours, including 2,300 hours in a company and 1,350 hours at the training centre.
The duration of the course is indicative and will be determined according to your profile.

• All audiences

Bac technologique (STMG) ou général ou professionnel

or Bac level and 3 years' professional experience.

16 people

Teaching method

• Fully classroom-based training

Teaching methods

• Group lessons

Equipment

• Resource centre
• Room equipped with networked computer workstations
• Unmarked room with video projector

Monitoring and individualisation

Positioning prior to entry into training and individualised pathway.

Regular reviews and remediation with the educational referent and/or company referent during the course.

Half-yearly pedagogical advice to monitor skills acquisition.

For beneficiaries with disabilities: possible adaptation of training and certification methods, support by the GRETA-CFA's TH referent.

Beneficiary satisfaction is taken into account during and at the end of training.

In order to improve the quality of our service, you can send us your suggestions or complaints using the form available on our website (Bottom right of the first page).

Education Nationale certified teachers, Bac +3 trainers with significant experience in adult training, professional speakers.

Experienced trainers in the individualisation of learning.

Contrôle en cours de formation (CCF) et épreuves ponctuelles.

PIX and Modern Foreign Language certification recognised at European level

Possibility of validating one or more blocks of skills

In the event of partial validation of the certification, the modules obtained are valid for life.

Hourly rate incl. VAT: €12.00
. This price is indicative and non-contractual. Depending on your status, this training can be fully financed. Contact us.

Application file to be requested from: helene.perdriel-dudout@ac-aix-marseille.fr

or via parcoursup.

Positioning test and interview by appointment to validate registration.

Training is accessible within a period of between 15 and 45 days before the start of the course depending on the funder. Please contact us.

Apprenticeship training: The training can be accessed within a minimum of 48 hours subject to validation of your application and the position in the company (diploma compliance) until the end of the 1st month of the start of the course.

.

• to 18 mar 2026 14h00
         Lycée Colbert - 13 rue du Capitaine Dessemond - Marseille 7ème
• to 08 apr 2026 14h00
         Lycée Colbert - 13 rue du Capitaine Dessemond - Marseille 7ème
• to 06 mai 2026 14h00
         Lycée Colbert - 13 rue du Capitaine Dessemond - Marseille 7ème
• to 24 jun 2026 14h00
         Lycée Colbert - 13 rue du Capitaine Dessemond - Marseille 7ème
• to 01 juil 2026 14h00
         Lycée Colbert - 13 rue du Capitaine Dessemond - Marseille 7ème
• to 06 juil 2026 14h00
         Lycée Colbert - 13 rue du Capitaine Dessemond - Marseille 7ème

Pre-register with our GRETA Tertiaire Commerce secretariat by email at helene.perdriel-dudout@ac-aix-marseille.fr

Please bring your school reports for the last 2 years.

Sectors of activity: Distribution companies in the food or specialist sectors, company sales units

Jobs: Sales and service advisor, e-commerce advisor, merchandiser, department second, convenience store manager

Access for people with disabilities

Accessible to people with disabilities
.

Transport

bus: 83, 583:Stop: Corniche-Audedoud

bus: 54, 81, 14, 54: Stop: Lycée Colbert

bus: 54, 83b, 583: Stop: Place du quatre septembre

Success rate: 100% out of 4 people presented.

Interruption rate during training: 0%

Termination rate of apprenticeship contracts signed: 50%

Continuation rate: 40%

Overall rate of integration into employment : 20%

Integration rate into the intended profession: 100%

Satisfaction rate: 100%

Recommendation rate: 20%

The school's strengths: Pro-active student and alumni association.

Our indicators can be viewed on the website: cliquez ici