The BTS NDRC (Negotiation and Digitalization of Customer Relations) prepares students to master key skills related to customer relationship management and the animation of commercial networks. The E6 test, at the intersection of relationships and commercial strategy, plays a fundamental role in this training, by assessing an ability to analyze, organize, and manage a network of partners and customers. This challenge is based on professional situations experienced during internships or work-study programs, providing concrete immersion in the real commercial context. For candidates, understanding the mechanisms of organizing a distribution network or mastering commercial negotiation becomes imperative. In 2025, with the rapid evolution of digital technology and growing consumer expectations, teaching methods must adapt to offer effective and targeted resources, such as those offered by Oeuvray. This platform has become an essential reference for BTS students, with its clear and practical revision sheets that allow them to get to the essentials without wasting time. Whether studying remotely or in person, quality resources are a key factor in successfully completing this crucial stage of the BTS program.
Understanding the E6 exam of the BTS NDRC: challenges and organization
The E6 “Customer Relations and Network Management” test occupies a strategic position in the BTS NDRC curriculum. As its name suggests, it aims to assess students’ expertise in sales network management and customer loyalty. This test carries a weighting of 3, making it a required step for successful completion of the diploma. The context of the test is often a real-life business group or network, capable of offering a variety of opportunities to develop and analyze the commercial offering.
The procedure depends on the chosen training method. In initial training, it often involves a one-off oral test where the two situations (called Situation A and Situation B) occur successively during the exam session. In alternating training, the In-Training Assessment (CCF) allows the student to be assessed in two separate phases, often spread over two years. Structure of the Assessment Situations
In both cases, the following structure is common:
Situation A
- : Presentation of an experience related to partner network management, followed by a discussion with the panel. Situation B
- : Presentation of experiences related to distributor and sales network management, as well as a reflective study of a given issue. Each situation is associated with the preparation of summary sheets, which help structure the analysis and action proposals. This allows the assessment to demonstrate mastery of concepts such as negotiating agreements, managing the distributor network, and implementing effective sales initiatives.
Element
| Description | Duration (minutes) | Situation A |
|---|---|---|
| Presentation and discussion on partner network management | 15 (10 + 5) | Situation B |
| Presentation of distributor and sales network management | 25 (20 + 5) | Whether you prepare for your exam using real-life case studies from major retailers like Boulanger, Fnac, or Carrefour, or have hands-on experience at Leroy Merlin or Sephora, this exam requires a comprehensive strategic and operational vision. |
Discover the importance of customer relationships and how they can transform your business. Learn best practices to improve customer satisfaction, build customer loyalty, and optimize your customer service. The Fundamentals of Customer Relations in the BTS NDRC E6Customer relations, the core business of the BTS NDRC, translates into a series of actions aimed at building customer loyalty and optimizing satisfaction. When preparing for the E6 exam, it is crucial to thoroughly integrate these concepts in order to implement effective strategies, particularly in the context of digital technology, which is redefining commercial interactions. Here are the key elements to understand to master customer relations: The different types of customers: loyal customers, prospects, occasional customers. Purchasing behaviors and their implications for segmentation. Digital tools used for customer relationship management (CRM, email, social media).Active listening and conflict resolution techniques. Implementing a personalized customer experience, essential for customer loyalty. In practice, a company like Decathlon uses multi-channel strategies to communicate effectively with its customers and optimize the customer value chain. For a BTS NDRC student, understanding these mechanisms allows them to answer case study questions or identify the levers to activate in network animation. Key conceptImplication in network animation
Customer segmentation
Adapting communication according to profiles
Sending personalized newsletters in a chain like Darty
- CRM Centralizing customer information for accurate tracking Using software to process data in Castorama
- Customer experience Innovating the purchasing journey to build loyalty Loyalty program and exclusive offers at Intermarché
- Managing customer relations is therefore not just a question of techniques, but also of listening to and understanding the customer, an essential point for a future retail professional. https://www.youtube.com/watch?v=UroommP7WIk Organization and management of the distribution network: keys for the E6 exam
- In the E6 exam, managing a distribution network is an essential subject. It involves studying how a network is built, managed, and driven throughout the sales cycle. This includes concepts such as negotiating agreements, managing listings, and showcasing the offering. For students, it is important to master these steps: Market Analysis : Understanding the needs of distributors and consumers.
- Partner Selection : Choosing distributors based on their potential and affinity.Negotiation
: Pricing, listing, and supply arrangements. Implementation : Optimizing product placement in stores.
| Sales Promotion | : Creating events and sales promotion. | Control and Evaluation |
|---|---|---|
| : Performance monitoring and strategic adjustments. | Practical practice with companies such as Michelin, or a large general retailer such as Carrefour, illustrates these principles through well-established case studies, which can be incorporated into exam preparation. | Step Objective |
| Example at Michelin | Market Analysis | Identifying demand and trends Studies on sustainable mobility and eco-friendly tires |
| Partner Selection | Choosing specialized distributors | Collaboration with garages and supermarkets Negotiation |
Concluding advantageous agreements
Funding
Creating and maintaining sales momentum
In-store events and product demonstrations
- Evaluation Measuring performance and adjusting
- Monthly sales analysis and customer feedback Mastering these concepts is crucial for synthesizing a professional situation within the E6 framework, whether it involves a partner network, distributors, or a direct sales force.
- Discover the importance of customer relationship management (CRM) to build customer loyalty and optimize your service. Learn how to improve your interactions, personalize your offers, and increase customer satisfaction through effective strategies. Managing direct sales networks: principles and methods
- Direct sales often features in the real-life cases presented during the E6 exam. Managing a network of independent salespeople or home sales consultants requires several specific skills. This involves prospecting, training, motivating the team, and recruiting new sales associates. Several elements are essential for this:
- Recruitment : rigorous selection of suitable profiles.
- Training : transmission of sales techniques and products.
Facilitation : organization of team events and challenges.Performance monitoring : analysis of results and feedback.Communication
| : open channel and regular support. | The home sales network is fertile ground for illustrating sales dynamics, particularly for companies like Sephora or Darty, which are developing relevant multi-channel strategies. | Action |
|---|---|---|
| Goal | Practical example | Recruitment |
| Strengthen the network with dynamic profiles | Targeted social media campaigns | Training |
| Ensure sales associates’ competence and confidence | Online modules and in-person workshops | Facilitation |
| Motivate through challenges and events | Internal competitions with rewards | Monitoring |
| Evaluate and improve performance | Personalized monthly dashboards | Communication |
Maintain regular contact
https://www.youtube.com/watch?v=qrpFtYDi8A0
Digital tools for customer relations and network management
In 2025, digitizing customer relations is essential. Digital tools facilitate information gathering, communication, and performance analysis. Knowledge and effective use of these tools are a definite advantage for a future professional in this field.
- The main categories of tools to be familiar with are: CRM (Customer Relationship Management): centralize and manage customer interactions.
- Network management platforms: partner management and activities. Digital communication tools: emailing, chatbots, social media. Data Analysis: KPIs, reporting, and dynamic dashboards.
- Mobile Apps: Facilitate order taking and real-time tracking. Every retailer, such as Boulanger or Fnac, invests in these tools to strengthen its competitiveness. Students need to not only understand their function, but also know how to apply them in real-life situations.
- Tool Main Function
- Example of Use CRM
Complete Customer Cycle Management Personalized Monitoring at Castorama Network Platform Partner Coordination and EngagementPromotion Management at Intermarché
| Social Media | Communication and Customer Engagement | Facebook or Instagram Campaigns |
|---|---|---|
| Reporting | Analysis of Figures and Performance | Monthly Dashboards at Decathlon |
| Mobile Apps | Orders and Field Monitoring | Sales Support at Michelin |
| These tools are an integral part of the concepts to be reviewed on Oeuvray, where you can find concise and accessible fact sheets to help you fully grasp these concepts. | Effective Methods for Commercial Negotiation and SEO | Another pillar of the E6 exam is commercial negotiation. Knowing how to present your arguments, propose advantageous terms, and conclude agreements is essential for building and maintaining a discreet yet dynamic network. The SEO aspect is equally important because it determines the visibility and access to products among distributors. |
| Best practices include: | Thorough Preparation | : Study partner needs and anticipate objections. |
| Clear Argument | : Highlight the strengths of the offer and the mutual benefits. | Tactical Flexibility |
Precise Formalization
: Clearly define the terms of the contract (quantities, prices, deadlines).
Rigorous Follow-Up
- : Ensure post-negotiation monitoring to maintain the agreement. In groups like Sephora or Darty, partner price negotiations directly influence sales policy, and it is crucial for students to know how to prepare methodically. Step
- Objective Concrete Example
- Preparation Understand the partner’s expectations and limitations
- Analyze the purchasing plan at Boulanger Argumentation
- Highlight the product’s advantages Presentation of warranties and after-sales service at Fnac
Flexibility Accept reasonable compromises Adjustable promotional offers according to the season FormalizationSign a clear and comprehensive contract
| Contractual document at Carrefour | Follow-up | Verify compliance with commitments |
|---|---|---|
| Quarterly review of results | A good command of these methods guarantees effective management of the sales network and lasting relationships with partners. | https://www.youtube.com/watch?v=ShoA2z7riaw Modern Sales Promotion Techniques and Event Organization |
| Sales promotion is an essential lever for boosting a network and improving sales. The actions to be implemented are varied and must be adapted to the network’s context, whether in-store, online, or at a direct point of sale. | The main sales promotion techniques to master include: | Organizing promotional events: product launches, theme days. Attractive sales offers: discounts, special offers, loyalty building. |
| Social media and digital campaigns: generate traffic and engage the community. | Contests and challenges: motivate teams and increase productivity. | Product promotion: merchandising, POS (point-of-sale advertising). |
| One example is Leroy Merlin, which combines in-store promotions and digital strategies to strengthen its sales presence. These practices are concrete examples to study for the BTS NDRC program. Technique | Objective | Example at Leroy Merlin Promotional Event |
| Attract and Retain Customers | Gardening Workshop and Product Demonstrations | Commercial Offer Boost Sales Over a Short Period |
Seasonal Discounts on Tools
Digital Campaigns
Engage the Online Community
Social Media Challenges and Tutorials
- Competitions Motivate Sales Teams
- Incentives and Bonuses for Salespeople Merchandising
- Promote Products at the Point of Sale Attractive Displays and Interactive Kiosks
- These elements demonstrate the versatility required to succeed in this field, and the diversity of actions required when managing a network or sales force. Discover the keys to successful customer relations with effective strategies and innovative tools to build customer loyalty and maximize customer satisfaction.
- Prepare for Exams Effectively with Oeuvray: Resources and Strategies As the exam approaches, preparation becomes a major challenge. With syllabi that evolve regularly, especially in 2025, it is imperative to access reliable and appropriate materials. Oeuvray has established itself as an essential platform for BTS students, particularly in the NDRC, thanks to its concise and well-structured revision sheets.
Here are some advantages of using Oeuvray for successful preparation: âś… Content conforms to the official 2025 syllabus, guaranteeing the relevance of the concepts studied. âś…Immediate delivery of PDF and Word files, for quick learning.
| âś… | Support available 7 days a week, essential for clarifying unclear areas. | âś… |
|---|---|---|
| Collaborative support group, ideal for sharing and helping each other. | âś… | Top student satisfaction, proof of the content’s effectiveness. In a format where time is limited, accessing specific fact sheets on key topics such as networking, sales negotiation, or customer relations makes all the difference. The clear organization and targeted summaries allow for greater efficiency without sacrificing understanding. Benefits |
| Description | Recommended Use | Compliance Adherence to the exam syllabus |
| Targeted review of required topics | Support | Ongoing assistance |
| Consultation for urgent questions | Formats | Instant PDF and Word Reading on mobile and print |
| Community | Discussion between candidates | Motivation and additional answers |
Satisfaction
Confidence for the final exam
To further explore the E6 fact sheets, it is recommended to explore other resources dedicated to BTS, such as the BTS SAM or BTS Communication materials available on
Oeuvray
- . These supplements allow for cross-referencing of knowledge and strengthening professional versatility. https://www.youtube.com/watch?v=LEeRcKIxsQc Top tips for passing the E6 oral exam for the BTS NDRC
- The oral exam is often a source of stress for candidates, especially when it involves presenting a complex application involving diverse professional situations. Thorough preparation is essential to maximize your chances. Here are some practical recommendations:
- đź“Ś Structure your presentation well:
- a clear introduction, a detailed presentation, and a concise conclusion. đź“Ś
- Rely on the prepared presentation sheets: master the key sections without reading word for word. đź“Ś
Illustrate your points with specific examples from your experience at a retailer like Carrefour or a brand like Fnac. đź“Ś Anticipate the panel’s questions by developing clear and well-reasoned answers.
| đź“Ś | Pay attention to your oral expression and adopt a confident stance. | The panel appreciates a dynamic presentation and a structured speech, demonstrating not only knowledge of the concepts but also the ability to apply them in real-life situations. To effectively prepare for these skills, it may be wise to explore additional strategies available at Oeuvray, particularly in sections related to the BTS Communication or BTS SAM, such as here or there. |
|---|---|---|
| Tip | Goal | Expected Impact |
| Preparation | Anticipate content and delivery | Increased confidence in front of the jury |
| Mastery of worksheets | Ability to speak without handwritten support | Increased credibility |
| Concrete examples | Illustrate the theory | Better understanding for the jury |
| Anticipation of questions | Reduce stress | More precise answers |
Oral expression
Positive impression
In short, good oral preparation relies on technical mastery and the ability to communicate with ease, two essential skills for obtaining the diploma.
Frequently asked questions about the E6 exam of the BTS NDRC
- How long is the E6 exam? The total duration is approximately 40 minutes, divided between presentations and discussions with the jury.Can we use materials during the oral exam?
- Yes, prepared worksheets are useful for structuring the presentation, but reading the entire presentation is not recommended. Should we discuss digitalization in the exam? Absolutely, digitalization is an important aspect of customer relations and networking in 2025.
- What types of examples are recommended? Examples from strong brands like Boulanger, Fnac, or Decathlon are often appreciated.How can we effectively prepare for the exam in a short time?
- Using summary revision sheets like those offered by Oeuvray saves significant time.