{"id":670,"date":"2021-02-26T07:14:43","date_gmt":"2021-02-26T06:14:43","guid":{"rendered":"http:\/\/www.cerpeg.fr\/bcpmcv\/?p=670"},"modified":"2021-02-28T14:14:07","modified_gmt":"2021-02-28T13:14:07","slug":"4-2-participer-a-la-conception-dune-operation-de-prospection","status":"publish","type":"post","link":"https:\/\/www.cerpeg.fr\/bcpmcv\/4-2-participer-a-la-conception-dune-operation-de-prospection\/","title":{"rendered":"4.2B Participer \u00e0 la conception d\u2019une 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>D\u00e9finir la cible en coh\u00e9rence avec la strat\u00e9gie de l\u2019organisation et des moyens allou\u00e9s<\/li><li>Fixer les objectifs quantitatifs et qualitatifs de l\u2019op\u00e9ration en fonction des moyens allou\u00e9s<\/li><li>D\u00e9terminer la dur\u00e9e de l\u2019op\u00e9ration en fonction des moyens allou\u00e9s<\/li><li>D\u00e9terminer la ou les techniques de prospection adapt\u00e9es aux objectifs du projet et aux moyens allou\u00e9s<\/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>Avoir le sens du travail en \u00e9quipe<\/li><li>\u00catre force de proposition<\/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>La segmentation des prospects<\/li><li>Le ciblage<\/li><li>Le positionnement<\/li><li>Les objectifs d\u2019une op\u00e9ration de prospection<\/li><li>Les techniques de prospection<\/li><li>La force de vente<\/li><li>La gestion du temps professionnel<\/li><li>Les frais professionnels<\/li><li>Le budget<\/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>La cible est identifi\u00e9e selon des crit\u00e8res pr\u00e9cis (secteur d\u2019activit\u00e9, taille, chiffre d\u2019affaires\u2026) et pertinents<\/li><li>Les objectifs quantitatifs et qualitatifs sont d\u00e9finis de fa\u00e7on r\u00e9aliste<\/li><li>Les moyens humains, financiers et mat\u00e9riels n\u00e9cessaires \u00e0 la r\u00e9alisation du projet sont pris en compte<\/li><li>Les techniques retenues correspondent aux objectifs et sont adapt\u00e9es \u00e0 la cible<\/li><li>Les contraintes budg\u00e9taires sont prises en compte<\/li><\/ul>\n\n\n\n<p><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Comp\u00e9tences D\u00e9finir la cible en coh\u00e9rence avec la strat\u00e9gie de l\u2019organisation et des moyens allou\u00e9s Fixer les objectifs quantitatifs et qualitatifs de l\u2019op\u00e9ration en fonction des moyens allou\u00e9s D\u00e9terminer la dur\u00e9e de l\u2019op\u00e9ration en fonction des moyens allou\u00e9s D\u00e9terminer la ou les techniques de prospection adapt\u00e9es aux objectifs du projet et aux moyens allou\u00e9s Comportements [&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\/670"}],"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=670"}],"version-history":[{"count":2,"href":"https:\/\/www.cerpeg.fr\/bcpmcv\/wp-json\/wp\/v2\/posts\/670\/revisions"}],"predecessor-version":[{"id":679,"href":"https:\/\/www.cerpeg.fr\/bcpmcv\/wp-json\/wp\/v2\/posts\/670\/revisions\/679"}],"wp:attachment":[{"href":"https:\/\/www.cerpeg.fr\/bcpmcv\/wp-json\/wp\/v2\/media?parent=670"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.cerpeg.fr\/bcpmcv\/wp-json\/wp\/v2\/categories?post=670"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.cerpeg.fr\/bcpmcv\/wp-json\/wp\/v2\/tags?post=670"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}