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 🔑
| Detailed Description 📋 | Coefficient |
|---|---|
| 3 | Out of a total of 21 for the entire BTS NDRC program Main Objective |
| Analyze a business context, develop a network management plan, analyze results, and suggest improvements | Assessment Materials |
| Network management sheets (partners, distributors, direct sales) and a reflective study | Required Experience |
| Based on a real professional activity (internship or work-study program) | Specific Procedure and Organization of the E6 Exam in CCF and One-off Format |
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 facilitation sheet (🔹10 min + 5 min)
- Situation B: Presentation of two sheets (distributors and direct sales) (🔹20 min) + reflective study (🔹5 min)
- Assessment method 📅
| Duration ⏱️ | Main content | CCF |
|---|---|---|
| Over 2 years | Situation A: Partner network facilitation |
|
| 40 minutes | Situations A and B taken consecutively during the final exam | Master the basics of communication within a sales network to excel in E6 |
Communication remains the cornerstone of any successful network facilitation. Coordination between the different stakeholders—such as distribution partners at Leroy Merlin or the direct sales force at brands like Boulanger—relies on a clear and fluent understanding of the messages exchanged. An effective network requires implementing the right tools, adapting techniques to each contact, and maintaining ongoing dialogue.
Students must therefore be familiar with different forms of communication:
Downward communication: dissemination of strategic information or directives
- Ascending communication: feedback from the field 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 has its place in the daily management of a network. For example, in large retailers like Carrefour or Intermarché, horizontal communication between departments or points of sale helps harmonize offerings and commercial operations. At the scale of an industrial group like SEB, upward communication informs 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
| Concrete Example 💡 | Top-Down | Transmission of objectives and directives |
|---|---|---|
| Promotional plan sent to Fnac and Darty retailers | Bottom-Up | Field feedback and statistical information |
| Weekly sales report for Decathlon | Horizontal | Coordination between stakeholders at the same level |
| Exchange between Intermarché and Leclerc points of sale | Informal | Trust-building |
| Impromptu discussions at sales events | Discover the art of networking: learn how to make professional connections, grow your network, and maximize your career opportunities with effective strategies and practical advice. | The Different Distribution Strategies Essential for a Successful Network |
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
| Intensive Distribution | Maximum presence in numerous points of sale | Système U, Intermarché for everyday food products |
|---|---|---|
| Selective Distribution | Careful selection of distributors | Groupe SEB, Boulanger for targeted household appliances |
| Exclusive Distribution | Exclusive rights granted to a distributor | Certain Carrefour products sold exclusively at Leclerc |
| Analyze and measure the results of promotional activities to optimize the sales network | The results analysis stage plays a key role in the E6 exam. It’s not just about presenting what has been done, but also demonstrating the commercial impact of the actions undertaken. The ability to collect, interpret, and use this data distinguishes candidates who truly master their subject. Several indicators should be monitored to assess a network’s performance: | Customer satisfaction and loyalty indices |
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
| Post-Event Surveys at Carrefour | Sales Volume | Quantifying the Success of Sales Actions |
|---|---|---|
| Tracking Sales During Promotional Campaigns at Decathlon | Partner Recruitment | Expanding and Stabilizing the Network |
| Recruitment Program at Leroy Merlin | Participation Rates | Evaluating Network Engagement |
| Activities Offered by Système U with Meeting Feedback | Promotional ROI | Measuring Cost/Benefit Ratio |
| Groupe SEB Targeted Campaigns Analyzed Quarterly | Discover the art of networking, an essential skill for developing your professional network. Learn how to create meaningful connections, exchange opportunities, and boost your career with effective strategies and practical advice. | The essential tools to effectively support customer engagement and customer relations |
| In 2025, digitalization has profoundly transformed the tools used in sales network management. Proficiency in customer relationship management (CRM) software, communication tools, and management tools has become essential for future salespeople pursuing a BTS NDRC program. These tools allow for the automation of certain tasks, improved responsiveness, and personalized support. | Candidates should be familiar with: | CRM software |
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 sales performance in real time. Knowing these tools and knowing how to use them is an asset during the E6 exam to demonstrate an effective approach that is in line with modern professional practices. Oeuvray also offers numerous modules and tips on these software programs in their Customer Relations and Digitalization section. Tool Category 🛠️
- Main Function Example of Software or Platform
- CRM Customer Relationship Monitoring and Networks
Salesforce, HubSpot CollaborationCommunication and Information Sharing
| Microsoft Teams, Slack | Video Conferencing | Remote Training and Facilitation |
|---|---|---|
| Zoom, Google Meet | Dashboards | Analysis and Reporting |
| Power BI, Tableau | Practical Tips for Preparing and Managing Stress During the E6 Exam | Properly preparing for the E6 exam requires methodical organization, combined with effective stress management. This preparation involves several important steps, which guarantee optimal performance. |
| A clear revision schedule should be established, drawing on course notes and past experiences in the workplace. Regular oral practice and mastery of tablet presentation notes improve confidence and fluency. | Carefully review network presentation notes with specific examples (📁 Boulanger, Fnac) | Simulate oral presentations in real-life conditions with classmates or a tutor (🎤) |
| 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)
- Mastery of key content
- Oral simulations
Practice in real-life conditions, time management
| Gaining confidence and ease | Information monitoring | Monitoring market trends via Oeuvray |
|---|---|---|
| Updating knowledge | Stress management | Breathing techniques, positive posture |
| Calmness and concentration | https://www.youtube.com/watch?v=ShoA2z7riaw | Best practices for effectively completing network animation worksheets in the BTS NDRC |
| Network animation sheets constitute the central support for the evaluation. Their preparation requires method and rigor. These documents must precisely describe the actions taken, the methods used, and the results obtained. They also include a significant reflective component, related to the issues encountered. | To make these sheets relevant: | Structure your sheet around four axes: context, actions taken, results obtained, critical analysis |
| Support your descriptions with concrete examples, for example, an event with Fnac salespeople or the implementation of a promotional campaign with Système U | Use specific figures such as participation rates or sales trends | Always suggest areas for improvement based on your reflective study |
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
Actions carried out Precise execution of the promotion operations Organization of a webinar with the Boulanger teams
| Results obtained | Numerical metrics and qualitative feedback | 15% increase in sales over one week |
|---|---|---|
| Critical analysis | Reflection on strengths and areas for improvement | Optimization of the recommended facilitation timing |
| Useful FAQ for successfully passing the E6 exam of the BTS NDRC | Question ❓ | Clear answer ✅ |
| What is the total duration of the E6 exam in one-off mode? | The two oral situations last | 40 minutes: 15 minutes for the first situation and 25 minutes for the second. |
| What are the main materials used during the exam? Candidates rely on three activity sheets | (partner network management, distributors, direct sales) as well as a reflective study. | Can I present experience gained during an internship in an SME? |
Yes, any real-life professional experience is valid, whether in an SME, large corporation, or local business.
| What are the essential evaluation criteria? | Understanding and analytical skills of the network, the quality of sales initiatives, and the ability to suggest thoughtful improvements. |
|---|---|
| https://www.youtube.com/watch?v=p0NNJ46_2tQ | |