{"id":5261,"date":"2017-12-10T12:07:25","date_gmt":"2017-12-10T11:07:25","guid":{"rendered":"https:\/\/mon-btsmuc.com\/?page_id=5261"},"modified":"2017-12-10T12:08:01","modified_gmt":"2017-12-10T11:08:01","slug":"organisation-unite-commerciale","status":"publish","type":"page","link":"https:\/\/mon-btsmuc.com\/cours-en-bts-muc\/management-gestion-unites-commerciales-mguc\/organisation-unite-commerciale\/","title":{"rendered":"Organisation de l&rsquo;unit\u00e9 commerciale"},"content":{"rendered":"<p>D\u00e9couvrez quelques points essentiels \u00e0 retenir pour le chapitre : organisation de l&rsquo;unit\u00e9 commerciale.<\/p>\n<h2>Une organisation<\/h2>\n<p>Groupe d\u2019individus qui agissent ensemble pour atteindre un but d\u00e9termin\u00e9. Pour atteindre ces objectifs, une entreprise choisit une structure et se dote d\u2019un syst\u00e8me de communication.<\/p>\n<h2>Une unit\u00e9 commerciale<\/h2>\n<p>Lieu de vente de produits et\/ou services accueillant une client\u00e8le de particuliers ou de professionnels, en face \u00e0 face (boutique sp\u00e9cialis\u00e9e, grande distribution&#8230;) ou \u00e0 distance (e-commerce, banque en ligne via les outils technologiques&#8230;).<\/p>\n<p>Dans une unit\u00e9 commerciale, commerciale, des objectifs sont exprim\u00e9s \u00e0 l\u2019aide de crit\u00e8res pr\u00e9cis (nombre de clients, panier moyen, satisfaction client&#8230;) et fix\u00e9s sur une p\u00e9riode donn\u00e9e (6 mois, un an&#8230;).<\/p>\n<h3>Il faut diff\u00e9rencier<\/h3>\n<ul>\n<li>les objectifs qualitatifs (consacrer plus de temps \u00e0 la relation client&#8230;)<\/li>\n<li>les objectifs quantitatifs (accro\u00eetre les ventes de 15% durant la semaine 2&#8230;).<\/li>\n<\/ul>\n<h3>Il faut aussi dissocier<\/h3>\n<ul>\n<li>les objectifs collectifs (portent sur le r\u00e9sultat ou le fonctionnement de l\u2019unit\u00e9 commerciale)<\/li>\n<li>les objectifs individuels (fix\u00e9s en fonction de l\u2019exp\u00e9rience, des comp\u00e9tences et des r\u00e9sultats des vendeurs&#8230;).<\/li>\n<\/ul>\n<p>Pour fixer les objectifs : m\u00e9thode autoritaire ou participative.<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-5263\" src=\"https:\/\/mon-btsmuc.com\/wp-content\/uploads\/2017\/12\/organisation-unit\u00e9-commerciale.jpg\" alt=\"Organisation de l'unit\u00e9 commerciale\" width=\"350\" height=\"239\" \/><\/p>\n<h2>Structure organisationnelle de l\u2019unit\u00e9 commerciale<\/h2>\n<p>R\u00e9partition des pouvoirs, responsabilit\u00e9s, activit\u00e9s \/ \u00e9tablissement des r\u00e8gles et proc\u00e9dures \/ coordination globale pour atteindre les objectifs.<\/p>\n<h3>D\u00e9pend de facteurs divers<\/h3>\n<ul>\n<li>anciennet\u00e9<\/li>\n<li>taille<\/li>\n<li>activit\u00e9<\/li>\n<li>environnement concurrentiel&#8230;<\/li>\n<li>Structures : pyramidale \/ nivel\u00e9e \/ par p\u00f4les \/ en r\u00e9seau interne \/ en r\u00e9seau externe<\/li>\n<\/ul>\n<p>Chapitre de la mati\u00e8re <a href=\"https:\/\/mon-btsmuc.com\/cours-en-bts-muc\/management-gestion-unites-commerciales-mguc\/\">Management des Unit\u00e9s Commerciales<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>D\u00e9couvrez quelques points essentiels \u00e0 retenir pour le chapitre : organisation de l&rsquo;unit\u00e9 commerciale. Une organisation Groupe d\u2019individus qui agissent ensemble pour atteindre un but d\u00e9termin\u00e9. Pour atteindre ces objectifs, une entreprise choisit une structure et se dote d\u2019un syst\u00e8me de communication. Une unit\u00e9 commerciale Lieu de vente de produits et\/ou services accueillant une client\u00e8le [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":5263,"parent":3709,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"footnotes":""},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Organisation de l&#039;Unit\u00e9 Commerciale - Cours MGUC - BTS MUC<\/title>\n<meta name=\"description\" content=\"D\u00e9couvrez le chapitre de cours de Management des Unit\u00e9s Commerciales : Organisation de l&#039;unit\u00e9 commerciale sur Mon-BTSMUC.com...\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/mon-btsmuc.com\/cours-en-bts-muc\/management-gestion-unites-commerciales-mguc\/organisation-unite-commerciale\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Organisation de l&#039;Unit\u00e9 Commerciale - 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