BTS MCO - Operational Sales Management

Free* certification

* presentation costs paid by HECTEN

Our training courses are accredited by the French government and listed in the Répertoire national des certifications professionnelles, which attests to their quality. The Hecten school is also Qualiopi-certified, ensuring a high standard of teaching. The BTS diploma is issued by the French Ministry ofEducation. Our trainers are state-certified or come from the professional world with extensive experience, guaranteeing a comprehensive learning experience combining theory and practice. By choosing our programs, learners benefit from recognized training supervised by qualified experts.

The BTS Management Commercial Opérationnel (MCO) is a training program that enables students to master the skills needed to manage and boost sales activities, by implementing effective operational strategies to achieve company objectives.

Our two-year program prepares you to become a sales management professional, acquiring skills in sales management, customer relationship management, team leadership, inventory management and sales strategy. Our training is structured into key modules covering all aspects of operational sales management, with the first year dedicated to acquiring fundamental sales management skills, followed by specialization in the second year. You will also have the opportunity to put your knowledge into practice through practical projects and internships.

Our curriculum is a combination of theory, practical work, group projects and internships, to provide you with a complete and balanced training program that combines theory and practice. We firmly believe that learning by doing is the key to understanding and mastering sales management skills. The course lasts two years, full-time. Registration is now open for the next session starting in September. To register, please fill in the registration form on our website. If you need any help or have any questions about the registration process, please don’t hesitate to contact us.

Join our BTS MCO course today and prepare to turn your passion for business into a rewarding and constantly evolving career.

Modules

2. Promoting a dynamic retail offer (164h)
Develop and continuously adapt product and service offerings
Organizing retail space
Enhancing the performance of retail space
Designing and implementing marketing communications
Evaluating sales actions

5. - Economic, legal and managerial culture (148h)
Analyze the company's integration into its environment
Analyze the regulation of economic activity
Organize company activities
Identify the impact of digital technology on corporate life
Taking the measure of changes in the workplace
Analyze the company's strategic choices

6. General culture (148h)
Understanding and producing a written message
Respect the constraints of written language
Synthesizing information
Respond in a reasoned manner to a question posed in relation to documents
Adapt to the situation (time, place, objectives, interlocutor)
Organizing an oral message

7. Expression and communication in English (148h)
Understanding written documents
Produce and interact in writing
Understand oral productions or recorded documents
Express themselves orally continuously and in interaction
Monitor the English-language press and specialized documentation

8. Spanish LV2 (70h)
Understanding written documents
Produce and interact in writing
Understand oral productions or recorded documents
Express themselves orally continuously and in interaction
Maintain a documentary watch

Further studies

Towards which professions

The salary of a professional starting out with a BTS MCO varies according to experience, training and employer. On average, an entry-level sales management employee or sales assistant earns between €28,000 and €35,000 gross per year. With experience, a professional can progress to positions of greater responsibility and higher salaries. For example, a department or area manager can earn up to €45,000 gross per year, a sales manager can earn up to €55,000 gross per year, and a sales director can earn up to €65,000 gross per year.

The BTS MCO is a diploma that offers many career opportunities in sales management. With motivation and ambition, it’s possible to earn a high salary and climb the career ladder.

Terms and conditions

Frequently asked questions

When can I sign up?

Register now and be among the first to receive your place! Places are limited, so don’t delay. Requests are considered from December onwards.

What are the advantages of training at a private school without a contract?

Opting for a BTS, Bachelor’s or M2 course at a Qualiopi-certified private school has many advantages, including :

Excellent teaching by seasoned trainers, all certified or professional, with many years’ experience in their respective fields.
Individualized support for students, helping them to progress and succeed through personalized follow-up throughout their career.
Our extensive network of corporate partners offers students concrete opportunities for internships, apprenticeships and professional networking.
Optimal career prospects at the end of the course, thanks to a practical, hands-on approach that prepares students for the demands of the job market.
Pedagogical freedom to adapt course timetables and set up stimulating initiatives such as meetups and conferences led by renowned experts.

In a Qualiopi-certified educational environment, you’ll benefit from training that combines pedagogical expertise, the professional experience of our trainers and flexibility in course organization. This unique combination guarantees solid, versatile preparation for success in today’s dynamic and competitive professional world.

What are the prerequisites for registration?

The prerequisites for registration are :

For Bachelors and BTS, a general, technological or vocational baccalaureate
Good command of English
Motivation and curiosity about the chosen field

What is the pace of training?

Days from 7 to 9 a.m., two days a week and 3 days on the job. From 8:30 a.m. to 5:30 p.m.

How much does training cost?

The cost of training varies according to the pace of the course.

For continuing education and initial training, please refer to your course description.
Under the work-study program, tuition fees are paid by the host company.

Workforce

Groups of 6 to 32 students

Equivalence

Equivalence in certain subjects is possible if you have already obtained a BTS.

Gateway

Possibility of transferring to a BTS MCO, NDRC or GPME in the first semester of the first year, subject to acceptance by the company and the OPCO.

Validation by block

Yes. https://www.enseignementsup-recherche.gouv.fr/fr/bo/16/Hebdo30/MENS1609306D.htm

Access arrangements for special situations and disabilities

For HECTEN’s BTS curriculum, we are committed to ensuring accessibility and inclusion for all our students, including those with disabilities. Access arrangements for special situations and people with disabilities are designed to ensure a complete and equitable educational experience. Our training facility, located on the first floor, is fully accessible to people with reduced mobility, including the provision of toilets adapted for PRM. We encourage interested candidates to contact us in advance of their application to discuss their specific needs. In this way, we can work together to adapt our resources and teaching materials to facilitate their academic career at our school. At HECTEN, we firmly believe in equal opportunities and strive to create an inclusive and welcoming learning environment for all.

Pedagogical objectives

The main objectives of the BTS Management Commercial Opérationnel (MCO) course are to train sales managers capable of taking operational responsibility for all or part of a sales unit, as well as contributing to the development of the business by optimizing customer relations and managing the offer. The BTS MCO aims to prepare students to manage customer relations, provide sales advice, lead and energize the commercial offer, and ensure the operational management of the commercial unit. The training emphasizes managerial and commercial skills, essential for steering the business and managing the team.

This program offers in-depth skills in sales techniques, sales management, operational marketing and team management, while raising students’ awareness of the challenges posed by the digitalization of commerce and the importance of an optimal customer experience in a constantly evolving commercial environment.

Teaching methods

Indoor courses dedicated to advanced computing

Practical work

On-the-job training periods

Teaching methods adapted to disabilities :

Contact with the school’s disability advisor at the learner’s request, in advance,

at the start of training or during training ;

Needs analysis to study the feasibility of offsets and possible developments;
Writing of a summary document and an individual follow-up protocol communicated to the learner and to stakeholders such as the company and the internship tutor in the case of work-study training;
All elements relating to your individual situation will be kept confidential by the referent An initial interview will enable us to define the educational and non-educational arrangements to be put in place so that you can experience your course at HECTEN under optimum conditions;
New meetings may be organized throughout the year at your request or on request.

that of the disability referent ;

All HECTEN school staff are fully aware of this, and compensation can be offered in various forms adapted to your needs, such as :
Teaching aids and technical aids ;
Adaptation of course and exam materials ;
Prior distribution of media ;
Extra time for examinations and continuous assessment ;
Support from Agefiph to study the reasonable adaptations required for the

disability compensation ;

Support from Agefiph to meet the financing needs of initiatives to promote the integration, retention and training of people with disabilities;
Support from Agefiph to make it easier for a learner to follow a training course, from professionalizing the players involved to welcoming people with disabilities.

Depending on compensatory needs, a personalized, made-to-measure itinerary is possible.

Technical equipment

Room equipped with wifi ;
Broadcast screen for video projection of media or animation ;
Digital methodological aids ;
Teaching aids are provided to learners via a dedicated area. Supports can be adapted to meet the needs of disabled people;
Google Workspace Education learner management platform providing a

cloud-based document sharing space for learners, companies and trainers.

Assessment procedures

System for monitoring training completion :
- Google Education Platform
- Attendance certificates issued to participants at the end of the course
Results evaluation system :
- Evaluation through tests or simulations (projects, written and oral mock exams);
- Skills booklet ;
- Certificate of achievement and attainment of objectives ;
- Passing the tests to obtain the state-issued diploma.
Data collection and calculation methods
- Formative and summative assessments throughout the course Group projects and internships or alternating work placements
- Skill enhancement is assessed by comparing the results of the questionnaire with those of the survey.
pre- and post-training self-assessment,
- Intermediate knowledge tests and case studies are used to assess the learner’s comprehension and measure his or her knowledge,
- Each learner’s work is used as the basis for a continuous assessment per module,
- A certificate of completion of the training and achievement of objectives is issued after analysis of the results of the intermediate assessments, the review of the documents produced by the learner and the post-training self-assessment.
Satisfaction evaluation system :
- Satisfaction questionnaire, to be completed by the learner ;
- Host company satisfaction questionnaire ;
- Evaluation of the individual follow-up protocol set up for disabled learners
- Report from
Implementation evaluation system :

1 month after training, to be completed by the learner :

After training, on D+1 month, the learner is asked to complete an evaluation grid, giving his or her overall assessment of the training content and its application in the company.. A self-assessment of the participant’s areas for improvement in relation to the action plan can be carried out on this occasion.
- Questionnaire for satisfaction and evaluation of the application of the content of the
training :
- Overall assessment of training (grade and comments)
- Self-assessment of knowledge acquisition
- Areas for improvement in relation to the action plan
1 month after training, to be completed by the host company :

After the training course, on D+1 month, the company tutor is asked to complete an evaluation grid giving his or her general assessment of how well the trainees have acquired the training content and put it into practice, in particular during a visit to the company.
- Questionnaire to assess knowledge acquisition and application of training content within the company
HECTEN is committed to regular monitoring of each student’s academic performance. In the event of results indicating a risk of failure at the final exam, these cases will receive extra attention. A meeting with a supervisor will be organized to discuss the problems encountered and explore possible solutions. If, despite these efforts, performance does not improve, the school reserves the right not to register the student for the exams, leaving him/her free to take them as an independent candidate.

Rates

- Learner integration rate: no indicator to date in 2025
  Learner success rate: no indicator to date in 2025
  Number of learners who have completed training (by year): no indicator to date in 2025
  
  Learner satisfaction rate: no indicator to date in 2025
  On number of learners evaluated: no indicator to date in 2025
  Dropout/interruption rate: no indicator to date in 2025
  Cause of dropout: no indicator to date in 2025
- National rates
  - Graduation rates
  - Continuation rate
  - Interruption rate during training
  - Overall insertion rate
  - Professional integration rate
  https://www.inserjeunes.education.gouv.fr/diffusion/formation?formation=BTS$31213$BTS