Test E6 of the BTS NDRC: Network Animation

In the demanding context of a BTS NDRC program, passing the E6 exam, which focuses on customer relations and network management, represents a real challenge. This practical oral exam assesses students’ ability to manage and manage a sales network, ranging from partners to distributors and salespeople. It is not limited to theory: students must demonstrate their ability to analyze a specific business context, propose concrete management actions, and then measure their impact. In this sense, the exam reflects a key skill for advancing in the professional world, where communication and coordination between different stakeholders are essential. Whether preparing for a BTS program through initial training or a work-study program, knowing the precise procedure of this exam and its requirements represents a decisive advantage.

The role of the BTS NDRC is to support future sales professionals in their comprehensive understanding of customer relations, which is increasingly digital and multichannel. In modern companies like Carrefour, Fnac, Leroy Merlin, and Decathlon, network management is a strategic lever for optimizing distribution and strengthening customer loyalty. The exam is therefore based on real-life professional experience, often from internships or work-study contracts, which explains its highly practical dimension. To prepare effectively, you should master a range of knowledge, from network management methods to communication tools, including sales strategies adapted to each type of network.

Complete presentation of the E6 exam of the BTS NDRC and its objectives

Exam E6 of the BTS NDRC, entitled “Customer Relations and Network Management,” is a required test to validate professional skills related to sales network management. Its coefficient of 3 places it among the major tests of the program, alongside tests E4 and E5. The core of this test is based on an in-depth assessment of the candidate’s ability to diagnose a specific business context, develop and manage an effective management plan, and then analyze the results. Specifically, the nature of the network studied can vary. It can be a network of partners (suppliers, business partners), a network of distributors, or a direct sales network. This diversity requires the student’s adaptability and precise knowledge of the different management methods and the specific expectations of each type of network. The test primarily values ​​professional experience acquired through an internship or work-study program. This real-life scenario is essential for the candidate to demonstrate a thorough understanding of the challenges in the field.

Furthermore, this test is not limited to implementation: the analytical component constitutes a crucial phase that consists of measuring the effectiveness of the actions taken, drawing lessons from them, and proposing improvements. This reflective approach is part of a continuous improvement approach and highlights critical thinking skills that are important in today’s business environment. At the end of the training, this skill sets students apart as capable of managing their network efficiently, similar to companies like Groupe SEB or Darty, where collaborations between partners and distributors are vital to commercial success.

Key Element 🔑

The E6 exam can be presented in two formats depending on the training method: In-Training Assessment (CCF) or the traditional one-off format. These two methods ensure a rigorous and fair assessment, while adapting to the student’s circumstances.

In the CCF program, the exam is spread over the two years of the BTS program. Two assessment situations allow the candidate to present their experiences and analyses, punctuated by discussions with the jury. The first, called Situation A, focuses primarily on a presentation sheet related to partnerships. The student has 10 minutes to present their approach, followed by a 5-minute interview to expand on the experience presented. Situation B, which is more comprehensive, includes the presentation of two presentation sheets on distributor and direct sales management, for a total of 20 minutes. In addition, there is a 5-minute segment dedicated to reflective study, in which the candidate addresses a problem related to network management.

These two situations are grouped together as a one-off. The 40-minute oral exam therefore includes these two phases successively, during the exam sessions. This structure requires rigorous preparation on the part of the student, who must master their presentation sheets and reflective study to respond effectively to the panel within a limited timeframe.

Situation A: presentation and discussion on a partner network animation sheet (🔹10 min + 5 min)

• Situation B: presentation of two sheets (distributors and direct sales) (🔹20 min) + reflective study (🔹5 min)
• Evaluation method 📅

Communication remains the cornerstone of any successful network animation. Coordination between the different players – such as the distribution partners at Leroy Merlin or the direct sales force at brands such as Boulanger – is based on a clear and fluid understanding of the messages exchanged. An effective network requires implementing the right tools, adapting its techniques to each interlocutor and maintaining a continuous dialogue.

Students must therefore know different forms of communication:

Downward communication: dissemination of strategic information or directives

• Upward communication: feedback of field information to sales management
• Horizontal communication: exchanges between partners or between network members at the same level
• Informal communication: spontaneous exchanges facilitating cohesion and trust
• Each of these forms finds its place in the daily management of a network. For example, in large stores such as Carrefour or Intermarché, horizontal communication between departments or points of sale makes it possible to harmonize commercial offers and operations. At the scale of an industrial group like SEB, upward communication informs the necessary adjustments in development strategies.

Specific tools facilitate facilitation and communication:

Professional messaging and intranet

• Collaborative platforms such as Microsoft Teams or Slack
• CRM tools for personalized follow-up with partners and clients
• Webinars and videoconference meetings
• Proficiency in these tools is therefore essential to meet the expectations of the exam and the professional world in general. Candidates can find related resources and courses on

Oeuvray – Customer Relations & E6 Animation to further explore these concepts. Communication Type 🔄 Main Use

The main distribution strategies are:

Intensive Distribution

: broad coverage, maximum availability (example: consumer products at Système U)

• Selective distribution : limited selection of carefully selected distributors (example: Groupe SEB favors this channel for certain household appliances)
• Exclusive distribution : exclusive rights to a distributor in a given geographic area (example: certain Philips products in specific stores)
• These strategies determine not only the choice of partners but also the promotion methods, whether during sales campaigns, training sessions, or promotional events. For example, Boulanger relies on selective distribution for its high-end products, accompanied by targeted promotions with trained salespeople to present the offers. Distribution Strategy 📈 Definition

Examples in Retail

Sales volume and market share in targeted geographic areas

Number of new partners recruited and retention rates

Participation rate in training and promotional events

• Return on investment for promotional campaigns
• For example, Fnac can closely monitor sales generated after a promotion for a new tech product, while Darty can analyze feedback from the field to refine its action plan. A good practice would also be to cross-reference these indicators with the quality of relationships maintained, a guarantee of network sustainability.
• Using tools such as CRM or Excel dashboards facilitates these analyses. This also allows you to support your conclusions during the oral presentation, by providing concrete evidence to support the actions taken. Performance Indicators 📊
• Targeted Objectives
• Business Application Examples

Customer Satisfaction

Measuring the Experience and Building Loyalty

Collaborative tools

such as Teams, Slack or Google Workspace, facilitating information sharing and coordination with partners.

Webinar and videoconferencing platforms

• allowing the organization of remote events, particularly useful in a multi-regional context. Interactive dashboards
• to visualize and analyze business performance in real time. Knowing these tools and knowing how to use them is an asset during the E6 test to demonstrate an effective approach in line with modern professional practices. Oeuvray also offers many modules and tips around this software in their section
• Customer Relations and Digitalization .
• Tool category 🛠️ Main function

Example of software or platform CRMCustomer relationship and network monitoring

Regularly research current business news using specialized platforms such as

Oeuvray Commercial Relations

Manage your time during the presentation to avoid exceeding the imposed limits

• Practice breathing and relaxation techniques before the test (🧘)
• During an exam, it is also advisable to adopt open body language, maintain strong eye contact, and articulate your ideas clearly. Even though the unexpected can arise, good preparation allows you to manage these moments without losing your cool. This is a major asset for successful oral presentations.
• Preparation Stage 🎯 Practical Advice
• Expected Outcome
• Review of the worksheets

In-depth knowledge of real-life cases (e.g., Intermarché, Leroy Merlin)

Use specific figures such as participation rates or sales trends

Always suggest areas for improvement based on your reflective study

These points are essential to convince the jury of the quality of your work. Useful resources are available on

• Oeuvray Activities Communication BTS
• to refine your methodology. Section E6 sheet ✍️
• Expected Content
• Examples to include

Context Description of the environment and objectives Facilitation of the Decathlon partner network for a product launch

What are the main materials used during the exam? Candidates rely on three activity sheets