{"id":662,"date":"2021-02-25T21:08:50","date_gmt":"2021-02-25T20:08:50","guid":{"rendered":"http:\/\/www.cerpeg.fr\/bcpmcv\/?p=662"},"modified":"2021-02-28T14:15:30","modified_gmt":"2021-02-28T13:15:30","slug":"4-3-mettre-en-oeuvre-une-operation-de-prospection","status":"publish","type":"post","link":"https:\/\/www.cerpeg.fr\/bcpmcv\/4-3-mettre-en-oeuvre-une-operation-de-prospection\/","title":{"rendered":"4.3B Mettre en \u0153uvre une op\u00e9ration de prospection"},"content":{"rendered":"\n<div style=\"height:56px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"has-white-color has-pale-cyan-blue-background-color has-text-color has-background wp-block-heading\">Comp\u00e9tences <\/h3>\n\n\n\n<ul><li>\u00c9laborer le plan de prospection et le plan de tourn\u00e9e<\/li><li>Construire et\/ou mettre \u00e0 jour le fichier prospects<\/li><li>S\u00e9lectionner et\/ou concevoir des outils d\u2019aide \u00e0 la prospection et des supports de communication<\/li><li>\u00c9tablir le contact avec le prospect dans des situations de prospection physique et\/ou \u00e0 distance<\/li><li>Identifier les besoins du prospect<\/li><li>Argumenter<\/li><li>Traiter les objections<\/li><li>Conclure<\/li><li>Prendre cong\u00e9<\/li><\/ul>\n\n\n\n<div style=\"height:56px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"has-white-color has-pale-cyan-blue-background-color has-text-color has-background wp-block-heading\">Comportements professionnels<\/h3>\n\n\n\n<ul><li>Faire preuve d\u2019esprit d\u2019initiative et d\u2019autonomie<\/li><li>\u00catre organis\u00e9<\/li><li>Respecter les r\u00e8gles d\u00e9ontologiques de la profession<\/li><li>\u00c9tablir un climat de confiance<\/li><li>\u00catre pers\u00e9v\u00e9rant<\/li><li>Donner une image valorisante et attractive de l\u2019entreprise<\/li><\/ul>\n\n\n\n<div style=\"height:56px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"has-white-color has-pale-cyan-blue-background-color has-text-color has-background wp-block-heading\">Savoirs associ\u00e9s<\/h3>\n\n\n\n<ul><li>L\u2019offre de l\u2019entreprise<\/li><li>Les outils d\u2019aide \u00e0 la prospection<\/li><li>Les supports de communication<\/li><li>Les techniques d\u2019argumentation commerciale<\/li><li><em>La gestion du stress<\/em><\/li><li><em>Le plan de d\u00e9couverte<\/em><\/li><li><em>L\u2019argumentaire<\/em><\/li><li><em>Le traitement des objections<\/em><\/li><\/ul>\n\n\n\n<div style=\"height:36px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"has-white-color has-pale-cyan-blue-background-color has-text-color has-background wp-block-heading\">R\u00e9sultats attendus<\/h3>\n\n\n\n<ul><li>Les techniques d\u2019organisation d\u2019un plan de tourn\u00e9e sont ma\u00eetris\u00e9es<\/li><li>Les outils d\u2019aide \u00e0 la prospection utilis\u00e9s sont pertinents et efficaces<\/li><li>Les supports \u00e9labor\u00e9s ou s\u00e9lectionn\u00e9s sont en ad\u00e9quation avec les objectifs et la politique de communication de l\u2019entreprise<\/li><li>Les actions sont planifi\u00e9es selon un calendrier pr\u00e9cis et complet<\/li><li>Les techniques relationnelles sont ma\u00eetris\u00e9es et adapt\u00e9es \u00e0 la situation<\/li><li>La relation physique ou \u00e0 distance avec le prospect est personnalis\u00e9e<\/li><\/ul>\n\n\n\n<p><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Comp\u00e9tences \u00c9laborer le plan de prospection et le plan de tourn\u00e9e Construire et\/ou mettre \u00e0 jour le fichier prospects S\u00e9lectionner et\/ou concevoir des outils d\u2019aide \u00e0 la prospection et des supports de communication \u00c9tablir le contact avec le prospect dans des situations de prospection physique et\/ou \u00e0 distance Identifier les besoins du prospect Argumenter Traiter [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[10],"tags":[],"_links":{"self":[{"href":"https:\/\/www.cerpeg.fr\/bcpmcv\/wp-json\/wp\/v2\/posts\/662"}],"collection":[{"href":"https:\/\/www.cerpeg.fr\/bcpmcv\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.cerpeg.fr\/bcpmcv\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.cerpeg.fr\/bcpmcv\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.cerpeg.fr\/bcpmcv\/wp-json\/wp\/v2\/comments?post=662"}],"version-history":[{"count":7,"href":"https:\/\/www.cerpeg.fr\/bcpmcv\/wp-json\/wp\/v2\/posts\/662\/revisions"}],"predecessor-version":[{"id":816,"href":"https:\/\/www.cerpeg.fr\/bcpmcv\/wp-json\/wp\/v2\/posts\/662\/revisions\/816"}],"wp:attachment":[{"href":"https:\/\/www.cerpeg.fr\/bcpmcv\/wp-json\/wp\/v2\/media?parent=662"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.cerpeg.fr\/bcpmcv\/wp-json\/wp\/v2\/categories?post=662"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.cerpeg.fr\/bcpmcv\/wp-json\/wp\/v2\/tags?post=662"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}