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[null,"Baccalauréat professionnel"]
[]
[null,"Métiers du commerce et de la vente"]
[null,"Option A \"Prospection clientèle et valorisation de l'offre commerciale\""]
["Nom","Prénom","Trimestre"]
["Nom 1","Prénom 1"]
["Nom 2","Prénom 2"]
["Nom 3","Prénom 3"]
["Nom 4","Prénom 4"]
["Nom 5","Prénom 5"]

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[null,"Evaluation 1er trimestre",null,null,null,null,"Maîtrise insuffisante",null,"Maîtrise satisfaisante",null,null,null,"Evaluation 2ème trimestre",null,null,null,null,null,null,null,null,null,null,null,"Evaluation 3ème trimestre"]
[null,null,null,null,null,null,"Maîtrise fragile",null,"Très bonne maîtrise"]
[null,"E1T1","E2T1","E3T1","E4T1","E5T1","E6T1","E7T1","E8T1","E9T1","E10T1","BilanT1","Moyenne retenue","E1T2","E2T2","E3T2","E4T2","E5T2","E6T2","E7T2","E8T2","E9T2","E10T2","BilanT2","Moyenne retenue","E1T3","E2T3","E3T3","E4T3","E5T3","E6T3","E7T3","E8T3","E9T3","E9T3","BilanT3","Moyenne retenue","Bilan Annuel"]
["Compétences 1 : Conseiller et vendre",null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(B4:K4),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(N4:W4),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(Z4:AI4),\"\")","v":""},null,{"$f":"IFERROR(AVERAGE(M4,Y4,AK4),\"\")","v":""}]
["Assurer la veille commerciale",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(N5:W5),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(Z5:AI5),\"\")","v":""},null,{"$f":"IFERROR(AVERAGE(M5,Y5,AK5),\"\")","v":""}]
["Rechercher, hiérarchiser, exploiter et actualiser en continu les informations sur l’entreprise et son marché",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Maitriser la technologie des produits",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Sélectionner les outils de recherche d'information les plus adaptés",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Réaliser la vente dans un cadre omnicanal",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Intégrer l’omnicanal dans le processus de vente",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Prendre contact avec le client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["S’adapter au contexte commercial et au comportement du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Découvrir, analyser et identifier le(s) besoin(s) du client, sa (ses) motivation(s) et ses freins éventuels",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Découvrir, analyser et reformuler les besoins du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Présenter l’entreprise et/ou ses produits et/ou ses services",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Conseiller le client en proposant la solution adaptée",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Argumenter",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Réaliser une démonstration le cas échéant",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Répondre aux objections du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer les produits et/ou les services associés",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Détecter les opportunités de vente(s)additionnelle(s) et les concrétiser",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["S’assurer de la disponibilité du produit",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Formaliser l'accord du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Assurer l’exécution de la vente",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre en place les modalités de règlement et de livraison",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rassurer le client sur son choix",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Prendre congé",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Groupe de compétences 2 : Suivre les ventes",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Assurer le suivi de la commande du produit et/ou du service",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Suivre l’évolution de la commande et éventuellement du règlement",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Informer le client des délais et des modalités de mise à disposition",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre en ceuvre le ou les services associés",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Sélectionner le cas échéant le prestataire le plus adapté",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["\nCollecter et transmettre les informations au service de l'entreprise ou aux prestataires concernés",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Suivre l’exécution du ou des service(s) associé(s) et en rendre compte",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Effectuer le cas échéant les relances",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter les retours et les réclamations du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["\nIdentifier le(s) probléme(s) rencontré(s) par le client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer une solution adaptée en tenant compte des procédures de l’entreprise et de la règlementation",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["S’assurer de la satisfaction du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Collecter les informations de satisfaction auprés des clients",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mesurer et analyser la satisfaction du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Transmettre les informations sur la satisfaction du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Exploiter les informations recueillies à des fins d’amélioration",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer des éléments de nature à améliorer la satisfaction client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Groupe de compétences 3 : Fidéliser la clientèle et développer la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter et exploiter l'information ou le contact client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter les messages et/ou les demandes des clients",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Recueillir, extraire, exploiter, synthétiser les données :  de sources internes ; de sources externes",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rendre compte des données appropriées",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer ces actions de fidélisation et/ou de développement de la relation client en adéquation avec les données recueillies et orientation commerciale de l’entreprise ",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Contribuer à des actions de fidélisation de la clientéle et de développement de la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Sélectionner et mettre en oeuvre les outils de fidélisation et/ou de développement de la relation client de l'entreprise",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Concourir à la préparation et à l'organisation d’événements et/ou d’opérations de fidélisation/développement de la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Participer à la mise en oeuvre des événements et/ou opérations de fidélisation/développement de la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Effectuer des ventes au rebond",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Réaliser les opérations de suivi post événement",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mobiliser les outils d'internet et les réseaux sociaux",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Evaluer les actions de fidélisation et de développement de la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Enrichir et actualiser le SIC",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mesurer et analyser les résultats",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rendre compte des actions et des résultats par écrit et/ou à l'oral",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer des axes d’amélioration",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Groupe de compétences 4B : Prospecter et valoriser l'offre commerciale",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rechercher et analyser les informations à des fins d'exploitation",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Identifier, au sein du SIC (système d'information commercial), les informations internes utiles à l'opération de prospection, les extraire et les analyser",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Collecter, traiter et analyser les informations externes",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre à jour le système d'information commercial",null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(B68:K68),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Participer à la conception d'une opération de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(N69:W69),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(Z69:AI69),\"\")","v":""},null,{"$f":"IFERROR(AVERAGE(M69,Y69,AK69),\"\")","v":""}]
["Définir la cible en cohérence avec la stratégie de l'organisation et des moyens alloués",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Fixer les objectifs quantitatifs et qualitatifs de l'opération en fonction des moyens alloués",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Déterminer la durée de l'opération en fonction des moyens alloués",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Déterminer la ou les techniques de prospection adaptées aux objectifs du projet et aux moyens alloués",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre en œuvre une opération de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Elaborer le plan de prospection et le plan de tournée",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Construire et/ou mettre à jour le fichier prospects",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Sélectionner et/ou concevoir des outils d'aide à la prospection et des supports de communication",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Etablir le contact avec le prospect dans des situations de prospection physique et/ou à distance",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Identifier les besoins du prospect",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Argumenter",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter les objections",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Conclure",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Prendre congé",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Suivre et évaluer l'action de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter et exploiter les contacts obtenus lors d'une opération de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre à jour le fichier prospect et le système d'information mercatique",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Qualifier les contacts",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Définir les actions à mener auprès des contacts",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mesurer et analyser les résultats de l'opération de prospection et les écarts par rapport aux objectifs",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Déterminer les causes des écarts ",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer des actions correctives",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rendre compte de l'opération de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Valoriser les produits et/ou les services",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre en valeur l'offre dans un salon, show-room, un espace de vente éphémère, chez le client, sur les sites marchands et sur les réseaux sociaux",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
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{"sheet":"Eleve2","index":2,"n_rows":109,"n_cols":38,"rows_kept":109,"cut":false,"hidden":false,"merged":[[0,1,1,4],[0,12,1,16],[0,24,1,28]]}
[null,"Evaluation 1er trimestre",null,null,null,null,"Maîtrise insuffisante",null,"Maîtrise satisfaisante",null,null,null,"Evaluation 2ème trimestre",null,null,null,null,null,null,null,null,null,null,null,"Evaluation 3ème trimestre"]
[null,null,null,null,null,null,"Maîtrise fragile",null,"Très bonne maîtrise"]
[null,"E1T1","E2T1","E3T1","E4T1","E5T1","E6T1","E7T1","E8T1","E9T1","E10T1","BilanT1","Moyenne retenue","E1T2","E2T2","E3T2","E4T2","E5T2","E6T2","E7T2","E8T2","E9T2","E10T2","BilanT2","Moyenne retenue","E1T3","E2T3","E3T3","E4T3","E5T3","E6T3","E7T3","E8T3","E9T3","E9T3","BilanT3","Moyenne retenue","Bilan Annuel"]
["Compétences 1 : Conseiller et vendre",null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(B4:K4),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(N4:W4),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(Z4:AI4),\"\")","v":""},null,{"$f":"IFERROR(AVERAGE(M4,Y4,AK4),\"\")","v":""}]
["Assurer la veille commerciale",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(N5:W5),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(Z5:AI5),\"\")","v":""},null,{"$f":"IFERROR(AVERAGE(M5,Y5,AK5),\"\")","v":""}]
["Rechercher, hiérarchiser, exploiter et actualiser en continu les informations sur l’entreprise et son marché",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Maitriser la technologie des produits",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Sélectionner les outils de recherche d'information les plus adaptés",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Réaliser la vente dans un cadre omnicanal",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Intégrer l’omnicanal dans le processus de vente",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Prendre contact avec le client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["S’adapter au contexte commercial et au comportement du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Découvrir, analyser et identifier le(s) besoin(s) du client, sa (ses) motivation(s) et ses freins éventuels",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Découvrir, analyser et reformuler les besoins du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Présenter l’entreprise et/ou ses produits et/ou ses services",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Conseiller le client en proposant la solution adaptée",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Argumenter",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Réaliser une démonstration le cas échéant",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Répondre aux objections du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer les produits et/ou les services associés",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Détecter les opportunités de vente(s)additionnelle(s) et les concrétiser",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["S’assurer de la disponibilité du produit",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Formaliser l'accord du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Assurer l’exécution de la vente",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre en place les modalités de règlement et de livraison",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rassurer le client sur son choix",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Prendre congé",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Groupe de compétences 2 : Suivre les ventes",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Assurer le suivi de la commande du produit et/ou du service",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Suivre l’évolution de la commande et éventuellement du règlement",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Informer le client des délais et des modalités de mise à disposition",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre en ceuvre le ou les services associés",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Sélectionner le cas échéant le prestataire le plus adapté",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["\nCollecter et transmettre les informations au service de l'entreprise ou aux prestataires concernés",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Suivre l’exécution du ou des service(s) associé(s) et en rendre compte",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Effectuer le cas échéant les relances",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter les retours et les réclamations du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["\nIdentifier le(s) probléme(s) rencontré(s) par le client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer une solution adaptée en tenant compte des procédures de l’entreprise et de la règlementation",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["S’assurer de la satisfaction du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Collecter les informations de satisfaction auprés des clients",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mesurer et analyser la satisfaction du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Transmettre les informations sur la satisfaction du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Exploiter les informations recueillies à des fins d’amélioration",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer des éléments de nature à améliorer la satisfaction client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Groupe de compétences 3 : Fidéliser la clientèle et développer la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter et exploiter l'information ou le contact client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter les messages et/ou les demandes des clients",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Recueillir, extraire, exploiter, synthétiser les données :  de sources internes ; de sources externes",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rendre compte des données appropriées",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer ces actions de fidélisation et/ou de développement de la relation client en adéquation avec les données recueillies et orientation commerciale de l’entreprise ",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Contribuer à des actions de fidélisation de la clientéle et de développement de la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Sélectionner et mettre en oeuvre les outils de fidélisation et/ou de développement de la relation client de l'entreprise",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Concourir à la préparation et à l'organisation d’événements et/ou d’opérations de fidélisation/développement de la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Participer à la mise en oeuvre des événements et/ou opérations de fidélisation/développement de la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Effectuer des ventes au rebond",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Réaliser les opérations de suivi post événement",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mobiliser les outils d'internet et les réseaux sociaux",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Evaluer les actions de fidélisation et de développement de la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Enrichir et actualiser le SIC",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mesurer et analyser les résultats",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rendre compte des actions et des résultats par écrit et/ou à l'oral",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer des axes d’amélioration",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Groupe de compétences 4B : Prospecter et valoriser l'offre commerciale",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rechercher et analyser les informations à des fins d'exploitation",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Identifier, au sein du SIC (système d'information commercial), les informations internes utiles à l'opération de prospection, les extraire et les analyser",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Collecter, traiter et analyser les informations externes",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre à jour le système d'information commercial",null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(B68:K68),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Participer à la conception d'une opération de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(N69:W69),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(Z69:AI69),\"\")","v":""},null,{"$f":"IFERROR(AVERAGE(M69,Y69,AK69),\"\")","v":""}]
["Définir la cible en cohérence avec la stratégie de l'organisation et des moyens alloués",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Fixer les objectifs quantitatifs et qualitatifs de l'opération en fonction des moyens alloués",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Déterminer la durée de l'opération en fonction des moyens alloués",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Déterminer la ou les techniques de prospection adaptées aux objectifs du projet et aux moyens alloués",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre en œuvre une opération de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Elaborer le plan de prospection et le plan de tournée",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Construire et/ou mettre à jour le fichier prospects",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Sélectionner et/ou concevoir des outils d'aide à la prospection et des supports de communication",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Etablir le contact avec le prospect dans des situations de prospection physique et/ou à distance",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Identifier les besoins du prospect",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Argumenter",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter les objections",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Conclure",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Prendre congé",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Suivre et évaluer l'action de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter et exploiter les contacts obtenus lors d'une opération de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre à jour le fichier prospect et le système d'information mercatique",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Qualifier les contacts",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Définir les actions à mener auprès des contacts",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mesurer et analyser les résultats de l'opération de prospection et les écarts par rapport aux objectifs",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Déterminer les causes des écarts ",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer des actions correctives",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rendre compte de l'opération de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Valoriser les produits et/ou les services",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre en valeur l'offre dans un salon, show-room, un espace de vente éphémère, chez le client, sur les sites marchands et sur les réseaux sociaux",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
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[null,"Evaluation 1er trimestre",null,null,null,null,"Maîtrise insuffisante",null,"Maîtrise satisfaisante",null,null,null,"Evaluation 2ème trimestre",null,null,null,null,null,null,null,null,null,null,null,"Evaluation 3ème trimestre"]
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[null,"E1T1","E2T1","E3T1","E4T1","E5T1","E6T1","E7T1","E8T1","E9T1","E10T1","BilanT1","Moyenne retenue","E1T2","E2T2","E3T2","E4T2","E5T2","E6T2","E7T2","E8T2","E9T2","E10T2","BilanT2","Moyenne retenue","E1T3","E2T3","E3T3","E4T3","E5T3","E6T3","E7T3","E8T3","E9T3","E9T3","BilanT3","Moyenne retenue","Bilan Annuel"]
["Compétences 1 : Conseiller et vendre",null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(B4:K4),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(N4:W4),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(Z4:AI4),\"\")","v":""},null,{"$f":"IFERROR(AVERAGE(M4,Y4,AK4),\"\")","v":""}]
["Assurer la veille commerciale",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(N5:W5),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(Z5:AI5),\"\")","v":""},null,{"$f":"IFERROR(AVERAGE(M5,Y5,AK5),\"\")","v":""}]
["Rechercher, hiérarchiser, exploiter et actualiser en continu les informations sur l’entreprise et son marché",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Maitriser la technologie des produits",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Sélectionner les outils de recherche d'information les plus adaptés",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Réaliser la vente dans un cadre omnicanal",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Intégrer l’omnicanal dans le processus de vente",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Prendre contact avec le client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["S’adapter au contexte commercial et au comportement du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Découvrir, analyser et identifier le(s) besoin(s) du client, sa (ses) motivation(s) et ses freins éventuels",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Découvrir, analyser et reformuler les besoins du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Présenter l’entreprise et/ou ses produits et/ou ses services",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Conseiller le client en proposant la solution adaptée",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Argumenter",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Réaliser une démonstration le cas échéant",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Répondre aux objections du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer les produits et/ou les services associés",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Détecter les opportunités de vente(s)additionnelle(s) et les concrétiser",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["S’assurer de la disponibilité du produit",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Formaliser l'accord du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Assurer l’exécution de la vente",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre en place les modalités de règlement et de livraison",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rassurer le client sur son choix",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Prendre congé",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Groupe de compétences 2 : Suivre les ventes",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Assurer le suivi de la commande du produit et/ou du service",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Suivre l’évolution de la commande et éventuellement du règlement",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Informer le client des délais et des modalités de mise à disposition",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre en ceuvre le ou les services associés",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Sélectionner le cas échéant le prestataire le plus adapté",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["\nCollecter et transmettre les informations au service de l'entreprise ou aux prestataires concernés",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Suivre l’exécution du ou des service(s) associé(s) et en rendre compte",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Effectuer le cas échéant les relances",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter les retours et les réclamations du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["\nIdentifier le(s) probléme(s) rencontré(s) par le client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer une solution adaptée en tenant compte des procédures de l’entreprise et de la règlementation",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["S’assurer de la satisfaction du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Collecter les informations de satisfaction auprés des clients",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mesurer et analyser la satisfaction du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Transmettre les informations sur la satisfaction du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Exploiter les informations recueillies à des fins d’amélioration",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer des éléments de nature à améliorer la satisfaction client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Groupe de compétences 3 : Fidéliser la clientèle et développer la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter et exploiter l'information ou le contact client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter les messages et/ou les demandes des clients",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Recueillir, extraire, exploiter, synthétiser les données :  de sources internes ; de sources externes",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rendre compte des données appropriées",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer ces actions de fidélisation et/ou de développement de la relation client en adéquation avec les données recueillies et orientation commerciale de l’entreprise ",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Contribuer à des actions de fidélisation de la clientéle et de développement de la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Sélectionner et mettre en oeuvre les outils de fidélisation et/ou de développement de la relation client de l'entreprise",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Concourir à la préparation et à l'organisation d’événements et/ou d’opérations de fidélisation/développement de la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Participer à la mise en oeuvre des événements et/ou opérations de fidélisation/développement de la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Effectuer des ventes au rebond",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Réaliser les opérations de suivi post événement",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mobiliser les outils d'internet et les réseaux sociaux",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Evaluer les actions de fidélisation et de développement de la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Enrichir et actualiser le SIC",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mesurer et analyser les résultats",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rendre compte des actions et des résultats par écrit et/ou à l'oral",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer des axes d’amélioration",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Groupe de compétences 4B : Prospecter et valoriser l'offre commerciale",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rechercher et analyser les informations à des fins d'exploitation",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Identifier, au sein du SIC (système d'information commercial), les informations internes utiles à l'opération de prospection, les extraire et les analyser",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Collecter, traiter et analyser les informations externes",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre à jour le système d'information commercial",null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(B68:K68),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Participer à la conception d'une opération de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(N69:W69),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(Z69:AI69),\"\")","v":""},null,{"$f":"IFERROR(AVERAGE(M69,Y69,AK69),\"\")","v":""}]
["Définir la cible en cohérence avec la stratégie de l'organisation et des moyens alloués",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Fixer les objectifs quantitatifs et qualitatifs de l'opération en fonction des moyens alloués",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Déterminer la durée de l'opération en fonction des moyens alloués",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Déterminer la ou les techniques de prospection adaptées aux objectifs du projet et aux moyens alloués",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre en œuvre une opération de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Elaborer le plan de prospection et le plan de tournée",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Construire et/ou mettre à jour le fichier prospects",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Sélectionner et/ou concevoir des outils d'aide à la prospection et des supports de communication",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Etablir le contact avec le prospect dans des situations de prospection physique et/ou à distance",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Identifier les besoins du prospect",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Argumenter",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter les objections",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Conclure",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Prendre congé",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Suivre et évaluer l'action de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter et exploiter les contacts obtenus lors d'une opération de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre à jour le fichier prospect et le système d'information mercatique",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Qualifier les contacts",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Définir les actions à mener auprès des contacts",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mesurer et analyser les résultats de l'opération de prospection et les écarts par rapport aux objectifs",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Déterminer les causes des écarts ",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer des actions correctives",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rendre compte de l'opération de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Valoriser les produits et/ou les services",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre en valeur l'offre dans un salon, show-room, un espace de vente éphémère, chez le client, sur les sites marchands et sur les réseaux sociaux",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
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[null,"Evaluation 1er trimestre",null,null,null,null,"Maîtrise insuffisante",null,"Maîtrise satisfaisante",null,null,null,"Evaluation 2ème trimestre",null,null,null,null,null,null,null,null,null,null,null,"Evaluation 3ème trimestre"]
[null,null,null,null,null,null,"Maîtrise fragile",null,"Très bonne maîtrise"]
[null,"E1T1","E2T1","E3T1","E4T1","E5T1","E6T1","E7T1","E8T1","E9T1","E10T1","BilanT1","Moyenne retenue","E1T2","E2T2","E3T2","E4T2","E5T2","E6T2","E7T2","E8T2","E9T2","E10T2","BilanT2","Moyenne retenue","E1T3","E2T3","E3T3","E4T3","E5T3","E6T3","E7T3","E8T3","E9T3","E9T3","BilanT3","Moyenne retenue","Bilan Annuel"]
["Compétences 1 : Conseiller et vendre",null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(B4:K4),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(N4:W4),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(Z4:AI4),\"\")","v":""},null,{"$f":"IFERROR(AVERAGE(M4,Y4,AK4),\"\")","v":""}]
["Assurer la veille commerciale",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(N5:W5),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(Z5:AI5),\"\")","v":""},null,{"$f":"IFERROR(AVERAGE(M5,Y5,AK5),\"\")","v":""}]
["Rechercher, hiérarchiser, exploiter et actualiser en continu les informations sur l’entreprise et son marché",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Maitriser la technologie des produits",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Sélectionner les outils de recherche d'information les plus adaptés",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Réaliser la vente dans un cadre omnicanal",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Intégrer l’omnicanal dans le processus de vente",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Prendre contact avec le client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["S’adapter au contexte commercial et au comportement du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Découvrir, analyser et identifier le(s) besoin(s) du client, sa (ses) motivation(s) et ses freins éventuels",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Découvrir, analyser et reformuler les besoins du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Présenter l’entreprise et/ou ses produits et/ou ses services",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Conseiller le client en proposant la solution adaptée",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Argumenter",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Réaliser une démonstration le cas échéant",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Répondre aux objections du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer les produits et/ou les services associés",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Détecter les opportunités de vente(s)additionnelle(s) et les concrétiser",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["S’assurer de la disponibilité du produit",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Formaliser l'accord du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Assurer l’exécution de la vente",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre en place les modalités de règlement et de livraison",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rassurer le client sur son choix",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Prendre congé",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Groupe de compétences 2 : Suivre les ventes",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Assurer le suivi de la commande du produit et/ou du service",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Suivre l’évolution de la commande et éventuellement du règlement",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Informer le client des délais et des modalités de mise à disposition",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre en ceuvre le ou les services associés",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Sélectionner le cas échéant le prestataire le plus adapté",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["\nCollecter et transmettre les informations au service de l'entreprise ou aux prestataires concernés",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Suivre l’exécution du ou des service(s) associé(s) et en rendre compte",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Effectuer le cas échéant les relances",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter les retours et les réclamations du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["\nIdentifier le(s) probléme(s) rencontré(s) par le client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer une solution adaptée en tenant compte des procédures de l’entreprise et de la règlementation",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["S’assurer de la satisfaction du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Collecter les informations de satisfaction auprés des clients",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mesurer et analyser la satisfaction du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Transmettre les informations sur la satisfaction du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Exploiter les informations recueillies à des fins d’amélioration",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer des éléments de nature à améliorer la satisfaction client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Groupe de compétences 3 : Fidéliser la clientèle et développer la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter et exploiter l'information ou le contact client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter les messages et/ou les demandes des clients",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Recueillir, extraire, exploiter, synthétiser les données :  de sources internes ; de sources externes",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rendre compte des données appropriées",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer ces actions de fidélisation et/ou de développement de la relation client en adéquation avec les données recueillies et orientation commerciale de l’entreprise ",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Contribuer à des actions de fidélisation de la clientéle et de développement de la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Sélectionner et mettre en oeuvre les outils de fidélisation et/ou de développement de la relation client de l'entreprise",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Concourir à la préparation et à l'organisation d’événements et/ou d’opérations de fidélisation/développement de la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Participer à la mise en oeuvre des événements et/ou opérations de fidélisation/développement de la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Effectuer des ventes au rebond",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Réaliser les opérations de suivi post événement",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mobiliser les outils d'internet et les réseaux sociaux",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Evaluer les actions de fidélisation et de développement de la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Enrichir et actualiser le SIC",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mesurer et analyser les résultats",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rendre compte des actions et des résultats par écrit et/ou à l'oral",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer des axes d’amélioration",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Groupe de compétences 4B : Prospecter et valoriser l'offre commerciale",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rechercher et analyser les informations à des fins d'exploitation",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Identifier, au sein du SIC (système d'information commercial), les informations internes utiles à l'opération de prospection, les extraire et les analyser",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Collecter, traiter et analyser les informations externes",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre à jour le système d'information commercial",null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(B68:K68),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Participer à la conception d'une opération de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(N69:W69),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(Z69:AI69),\"\")","v":""},null,{"$f":"IFERROR(AVERAGE(M69,Y69,AK69),\"\")","v":""}]
["Définir la cible en cohérence avec la stratégie de l'organisation et des moyens alloués",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Fixer les objectifs quantitatifs et qualitatifs de l'opération en fonction des moyens alloués",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Déterminer la durée de l'opération en fonction des moyens alloués",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Déterminer la ou les techniques de prospection adaptées aux objectifs du projet et aux moyens alloués",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre en œuvre une opération de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Elaborer le plan de prospection et le plan de tournée",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Construire et/ou mettre à jour le fichier prospects",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Sélectionner et/ou concevoir des outils d'aide à la prospection et des supports de communication",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Etablir le contact avec le prospect dans des situations de prospection physique et/ou à distance",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Identifier les besoins du prospect",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Argumenter",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter les objections",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Conclure",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Prendre congé",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Suivre et évaluer l'action de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter et exploiter les contacts obtenus lors d'une opération de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre à jour le fichier prospect et le système d'information mercatique",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Qualifier les contacts",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Définir les actions à mener auprès des contacts",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mesurer et analyser les résultats de l'opération de prospection et les écarts par rapport aux objectifs",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Déterminer les causes des écarts ",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer des actions correctives",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rendre compte de l'opération de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Valoriser les produits et/ou les services",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre en valeur l'offre dans un salon, show-room, un espace de vente éphémère, chez le client, sur les sites marchands et sur les réseaux sociaux",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
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{"sheet":"Eleve5","index":5,"n_rows":109,"n_cols":38,"rows_kept":109,"cut":false,"hidden":false,"merged":[[0,1,1,4],[0,12,1,16],[0,24,1,28]]}
[null,"Evaluation 1er trimestre",null,null,null,null,"Maîtrise insuffisante",null,"Maîtrise satisfaisante",null,null,null,"Evaluation 2ème trimestre",null,null,null,null,null,null,null,null,null,null,null,"Evaluation 3ème trimestre"]
[null,null,null,null,null,null,"Maîtrise fragile",null,"Très bonne maîtrise"]
[null,"E1T1","E2T1","E3T1","E4T1","E5T1","E6T1","E7T1","E8T1","E9T1","E10T1","BilanT1","Moyenne retenue","E1T2","E2T2","E3T2","E4T2","E5T2","E6T2","E7T2","E8T2","E9T2","E10T2","BilanT2","Moyenne retenue","E1T3","E2T3","E3T3","E4T3","E5T3","E6T3","E7T3","E8T3","E9T3","E9T3","BilanT3","Moyenne retenue","Bilan Annuel"]
["Compétences 1 : Conseiller et vendre",null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(B4:K4),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(N4:W4),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(Z4:AI4),\"\")","v":""},null,{"$f":"IFERROR(AVERAGE(M4,Y4,AK4),\"\")","v":""}]
["Assurer la veille commerciale",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(N5:W5),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(Z5:AI5),\"\")","v":""},null,{"$f":"IFERROR(AVERAGE(M5,Y5,AK5),\"\")","v":""}]
["Rechercher, hiérarchiser, exploiter et actualiser en continu les informations sur l’entreprise et son marché",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Maitriser la technologie des produits",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Sélectionner les outils de recherche d'information les plus adaptés",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Réaliser la vente dans un cadre omnicanal",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Intégrer l’omnicanal dans le processus de vente",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Prendre contact avec le client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["S’adapter au contexte commercial et au comportement du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Découvrir, analyser et identifier le(s) besoin(s) du client, sa (ses) motivation(s) et ses freins éventuels",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Découvrir, analyser et reformuler les besoins du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Présenter l’entreprise et/ou ses produits et/ou ses services",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Conseiller le client en proposant la solution adaptée",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Argumenter",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Réaliser une démonstration le cas échéant",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Répondre aux objections du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer les produits et/ou les services associés",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Détecter les opportunités de vente(s)additionnelle(s) et les concrétiser",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["S’assurer de la disponibilité du produit",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Formaliser l'accord du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Assurer l’exécution de la vente",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre en place les modalités de règlement et de livraison",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rassurer le client sur son choix",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Prendre congé",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Groupe de compétences 2 : Suivre les ventes",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Assurer le suivi de la commande du produit et/ou du service",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Suivre l’évolution de la commande et éventuellement du règlement",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Informer le client des délais et des modalités de mise à disposition",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre en ceuvre le ou les services associés",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Sélectionner le cas échéant le prestataire le plus adapté",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["\nCollecter et transmettre les informations au service de l'entreprise ou aux prestataires concernés",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Suivre l’exécution du ou des service(s) associé(s) et en rendre compte",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Effectuer le cas échéant les relances",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter les retours et les réclamations du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["\nIdentifier le(s) probléme(s) rencontré(s) par le client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer une solution adaptée en tenant compte des procédures de l’entreprise et de la règlementation",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["S’assurer de la satisfaction du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Collecter les informations de satisfaction auprés des clients",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mesurer et analyser la satisfaction du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Transmettre les informations sur la satisfaction du client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Exploiter les informations recueillies à des fins d’amélioration",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer des éléments de nature à améliorer la satisfaction client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Groupe de compétences 3 : Fidéliser la clientèle et développer la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter et exploiter l'information ou le contact client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter les messages et/ou les demandes des clients",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Recueillir, extraire, exploiter, synthétiser les données :  de sources internes ; de sources externes",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rendre compte des données appropriées",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer ces actions de fidélisation et/ou de développement de la relation client en adéquation avec les données recueillies et orientation commerciale de l’entreprise ",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Contribuer à des actions de fidélisation de la clientéle et de développement de la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Sélectionner et mettre en oeuvre les outils de fidélisation et/ou de développement de la relation client de l'entreprise",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Concourir à la préparation et à l'organisation d’événements et/ou d’opérations de fidélisation/développement de la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Participer à la mise en oeuvre des événements et/ou opérations de fidélisation/développement de la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Effectuer des ventes au rebond",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Réaliser les opérations de suivi post événement",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mobiliser les outils d'internet et les réseaux sociaux",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Evaluer les actions de fidélisation et de développement de la relation client",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Enrichir et actualiser le SIC",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mesurer et analyser les résultats",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rendre compte des actions et des résultats par écrit et/ou à l'oral",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer des axes d’amélioration",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Groupe de compétences 4B : Prospecter et valoriser l'offre commerciale",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rechercher et analyser les informations à des fins d'exploitation",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Identifier, au sein du SIC (système d'information commercial), les informations internes utiles à l'opération de prospection, les extraire et les analyser",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Collecter, traiter et analyser les informations externes",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre à jour le système d'information commercial",null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(B68:K68),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Participer à la conception d'une opération de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(N69:W69),\"\")","v":""},null,null,null,null,null,null,null,null,null,null,null,{"$f":"IFERROR(AVERAGE(Z69:AI69),\"\")","v":""},null,{"$f":"IFERROR(AVERAGE(M69,Y69,AK69),\"\")","v":""}]
["Définir la cible en cohérence avec la stratégie de l'organisation et des moyens alloués",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Fixer les objectifs quantitatifs et qualitatifs de l'opération en fonction des moyens alloués",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Déterminer la durée de l'opération en fonction des moyens alloués",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Déterminer la ou les techniques de prospection adaptées aux objectifs du projet et aux moyens alloués",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre en œuvre une opération de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Elaborer le plan de prospection et le plan de tournée",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Construire et/ou mettre à jour le fichier prospects",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Sélectionner et/ou concevoir des outils d'aide à la prospection et des supports de communication",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Etablir le contact avec le prospect dans des situations de prospection physique et/ou à distance",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Identifier les besoins du prospect",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Argumenter",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter les objections",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Conclure",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Prendre congé",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Suivre et évaluer l'action de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Traiter et exploiter les contacts obtenus lors d'une opération de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre à jour le fichier prospect et le système d'information mercatique",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Qualifier les contacts",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Définir les actions à mener auprès des contacts",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mesurer et analyser les résultats de l'opération de prospection et les écarts par rapport aux objectifs",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Déterminer les causes des écarts ",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Proposer des actions correctives",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Rendre compte de l'opération de prospection",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Valoriser les produits et/ou les services",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
["Mettre en valeur l'offre dans un salon, show-room, un espace de vente éphémère, chez le client, sur les sites marchands et sur les réseaux sociaux",null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,null,null,null,null,null,null,null,null,null,null,"",null,""]
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