Dossier Négociation Internationale
Dissertation : Dossier Négociation Internationale. Recherche parmi 298 000+ dissertationsPar Scratch42 • 19 Février 2019 • Dissertation • 2 923 Mots (12 Pages) • 370 Vues
BONCOMPAIN JEAN-ANTOINE
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NÉGOCIATION INTERNATIONALE
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BACHELOR RZIE – ANNEE 2018-2019
SOMMAIRE
- Présentation de l’entreprise.
1.1. Fiche signalétique.
1.2. Historique.
- Présentation des produits.
- Définition du contexte.
- Définition du client.
4.1. Étude du marché Israélien de la formation en pâtisserie.
4.2. Activités du prospect.
4.3. Quelques idées sur les attentes du prospect.
- Préparation à la négociation.
5.1. Objectifs.
5.2. Questionnaire de découverte.
5.3. Argumentaire SONCAS.
5.4. OAV nécessaires.
- Traitement des objections.
- Stratégie prévue.
- Tactiques envisagées.
Conclusion.
1. Presentation of the company
1.1. Presentation card.
ADDRESS | Allée du Château de Montbarnier, 43200 YSSINGEAUX |
LEGAL FORM | Société par Action Simplifiée |
FOUNDATION | 1984 |
TURNOVER | 3 796 800 € (en 2017) |
PRESIDENTS | Alain Ducasse and Yves Thuriès |
HEADS | Cyril Lanzerac (CEO) and Josiane Mathias (Head of the School) |
PARTNERSHIPS | - USA: Johnson & Wales University - Ireland: Falte - Japan: Kagawa Chubu Computer, Otemae, NKS, Jekie |
1.2. History.
Founded in 1984, the National School of Pastry is an international reference in the teaching of pastry, chocolate and bakery. Its premises are located within the castle of Montbarnier, historical monument in Yssingeaux (43 - Haute Loire) the ENSP cultivates the highest level of expertise and a practical and relevant learning method for students who aspire to become the best professionals. In 2007, the group Ducasse Paris bought the School, which was chaired by Alain Ducasse and Yves Thuriès. Since then, the ENSP welcomes every year many French and international students (over 34 different nationalities) as well as companies for short or long courses, ranging from a two-month discovery internship, to a 3-year Bachelor program, passing by CAP and qualifying 7-month courses.
The ENSP with a few numbers:
- More than 1550 trainees and students per year: 1000 professional trainees, 250 French students, 300 internationals.
- 3000 m² of educational and administrative spaces: 8 patisserie laboratories, 1 amphitheater with 84 seats, 3 theoretical and multimedia classrooms.
- A high-quality teaching staff: 10 permanent trainers, 100 professionals involved (MOF confectioners, ice cream and chocolatiers as well as pastry chefs from the largest French and international companies).
2. Presentation of services.
The ENSP offers continuing education for adults, whether they are French students, professional trainees or international students. In addition, it also offers Master Classes for companies or other institutions.
PRODUCTS | DESCRIPTION |
Master Class | Focused on different themes, of a more or less long duration and realized on the premises of the company or those of the ENSP, the Master Class tend to help the craftsmen to evolve their professional environment. |
Diplomant / Qualifying / Certifying Training | - Bachelor of de la Pâtisserie Française : Training over 3 years to acquire all the know-how and managerial skills necessary to meet the requirements of the pastry sector. - L’Essentiel de la Boulangerie : Training over 2 months to acquire and master the fundamental techniques of French Bakery. - Cuisiner en Desserts de Restaurants : Intensive 7-month training (+ 2 4-week internships in companies) that provides a solid foundation in the French Pastry Arts and allows you to start working in a professional environment. This course is dedicated to students with little or no experience in Pastry, eager to learn and motivated. - CAP (Pâtissier, Chocolatier, Confiseur) : Intensive professional training of 8 months (+ 2 months of internship), practical and technical allowing a quick access to a level of qualification and competence. The intensity of the program requires that each candidate has a real motivation for the pastry trades. |
International courses | - Bachelor in French Pastry Arts : Training over 3 years to acquire all the know-how and managerial skills necessary to meet the requirements of the pastry sector. Taught in English, this course also includes a part of French courses to promote the communication of foreign students in companies. - French Pastry Campus : 2-month training course for beginners and pastry enthusiasts wishing to gain an understanding of the basic concepts, techniques and skills of French pastry.
- French Chocolate & Confectioney Arts Program : The FCCA program is an intensive, practical and professional training program that provides quick access to a level of qualification and skills. This training is dedicated to students wishing to start working in a professional environment. The intensity of the program requires that each candidate has a genuine interest and motivation for the chocolate and confectionery environment. - French Pastry Arts Diploma : Intensive 7-month training (+ 2 internships of 4 weeks in a company) which offers international students the opportunity to acquire a solid foundation in French Pastry Arts and allows to start working in a professional environment. This course is dedicated to students with little or no experience in Pastry, eager to learn and motivated. - Superior French Pastry Arts Diploma : Intensive, practical and professional training of 2 months (+ 1 month of optional internship) which gives access to a higher level of qualification and skills. This offers international students the opportunity to improve their professional skills and acquire complex and modern pastry techniques. The intensity of the program requires that each candidate has a genuine interest and motivation for the art of French pastry. |
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