[Music] he hello everyone and welcome to campus Channel I'm here with business school and we're going to be talking about the MSC in global say Excellence gsse I have the pleasure to welcome the program director M chrisan Kier and two of students one is Nicola violo and the other one is sales Sant there the three of them sorry I ha to answer my questions but first we're going to start with the [Music] peach so the peach Mar Christine 60 seconds to briefly tell us what we want to know about this MC are you ready I
hope so you hope so well let's see up to you so uh this MSC in global say Excellence deals with uh um say functions uh all around the world and we are uh training uh uh Global Sal transformation Architects uh we answer the needs of um uh this uh Global structural change that we are undergoing right now and uh um students are willing to ensure their employability and companies need to hire experts uh being able to handle um uh complex saves uh project all over the world uh leveraging uh digital tools and managing a world
scattered sa force all right thank you very much for the pit let's move on to the ad Mission [Music] now first thing first my chrisan what is the what are Sur admission requirements what are you looking for who are you looking for uh we are look looking for students um holding a bachelor degree uh B3 or B4 depending on uh the studies they have uh they have had before and um I require personalities I am looking for personalities because uh being a Salesman is being a personality uh even sales manager is a personality and uh
um preferably I'm looking for people having a onee experience in sales all right what is what are your academic background sah I will start with you where you come from what have you been studying who are you okay um okay so I'm originally from India born and raised in Mumbai and I moved to Dubai in 2011 to study my bachelor which was in hospitality and travel and I ended up staying in Dubai for the next few years worked in online travel companies like XP media that's where I was um s started into sales key account
management and after the pandemic uh the industry kind of came to a hall so that's where I decided I want to do a master somewhere else and that's when I chose the MSE in global Sal Excellence because it was a very unique program for me at that stage of my career and it's worked out perfectly for me so far all right what about uni class uh I'm a Franco Colombian student uh I've lived most of my life in France uh but I have Colombian origin uh I've been doing four years uh in the international BBA
of EDC uh before turning myself to this very unique uh um Master uh I had I had four big internships uh one mostly uh at we construction as a as a Salesman in the direction of the commercial direction of uh of we construction uh and uh and that's a so so you the two of you had some previous experience regarding sales yeah AB like the program director such a real are looking for people who are very at ease with it uh during the admission process the two of you had to go through the digital test
yes maybe you could because like it feels like it's very scary like you know digital test feel like something that no one's going to be able to do so maybe you could help us help me understand what it is and how to go through it I will start with you side okay uh for me I found it very straightforward because I have sort of done this test before for my previous Admissions and Bachelors so I was a bit familiar with uh how to go about it so it wasn't very n wracking to say so but
of course it's always when the camera starts and you have to record yourself and give an answer within a certain time frame it's a bit nervous because you're trying to formulate your answer speak look in the camera within a certain time frame so that was a bit uh n stressful yeah it's a bit stressful uh but yeah it work out well I'm here so I got into the program so that worked out very well for me do you remember some questions that you had yes it was about my experience it's very simple like what you
have asked me before about my previous experience and how it would sort of help me in this program because as Mary Christine said that's what she was looking for past experience so I can understand why she wanted to know that so it was very simple but at the same time you I have to be very thorough with my answers and be thoughtful and see how it connects to the program requirements how did you get ready for those niola uh I mostly uh um rehearsed myself uh I mostly rehearsed uh through asking myself questions related to
sales uh to the Tendencies of the business right now uh to AIS to data analytics because I also believe that it was important I I don't remember if there were a lot of questions about that but I rehearsed on that um and when I did the test it was was really having a discussion uh about uh uh some of those subjects and how my profile uh was sticking to uh to this kind of professions in the future um questions like uh um did you did you had previous experiences in in sales and how did it
made you um made you uh improve uh your your skills in this or this area which of skills did you develop uh etc etc right my maybe to wrap that up um is there any advice you could give on some of yeah on to someone sorry someone watching so you said one year of sales that's something that you really are looking forward I mean it's not a compulsory but that's something you would like that you rather have any other advice any other things that let's say students watching now be like what could I do to
improve uh my application what could they do what should they do um to be natural to express very naturally because uh uh we are really uh here to open up doors for these students and to give them the specific uh uh knowledge in technical skills and strategic mindset and so uh be natural and be yourself because uh once you you are not fake you will enjoy the program because it's your future life and so be natural is there sever dates where someone can apply yeah uh we start in October and then uh we have nine
sessions uh knowing that uh the quicker the better so uh start uh uh as early as you can because uh uh we don't have uh infinite seats and so uh for the for the first uh season we have 21 students because we started very late during the year um selling this uh this master we had to uh to be ready and for the next season starting uh September 2025 um we already have a lot of students applying to the to the master so do it as quick as you can all right so that would be
the H of an advice for example apply the sooner the better then be natural and then have some sales experience as well and international for my understanding what the cliches well let's move on to this [Music] section cliches are about preconception IDs that we might have had um well I have many that comes to my mind especially when it comes to sales but maybe I will start with you Nicholas what would be the first list that comes to your mind um we think about uh the seller who who comes and tell you okay I'm going
to sell you this pen uh it was the state of the how would you do it how how s the pen can you write my name yeah okay perfect I've got the reference okay go ahead sorry no um when I say that is U it's more like um in the past it was really the case that was how you sell you sold the product that was how you you answered the need of the client but uh in the past uh in the past 20 years the market completely changed in a very uh very Digital Way
firstly uh with the with the emergence of you know the the crms which are uh softwares that uh help sellers to um register data and then um um create strategies from those data uh as well as to um manage their sales and their client relationship um and now we have a new uh wave that is coming uh V3 of the the sales as I could say which is with the emergence of AIS and uh the the the the development of data analytics um we need to have a formation that can really answer this new need
of the companies uh that need really technical really uh pushy uh strategies uh and uh on the market right now there is very few um very few um programs that propose OS this kind of formation this kind of proficiencies so how do you implement AI in the gsse how have you implement those digital tools those AI tools that we're facing at a minute uh they have a lot of topics coming uh now uh in the program and uh dealing with web three dealing with AI automation business Automation and uh they also use um they are
being taught um a lot about data analytics and dash boing all this stuff all right very clear the cliche that comes to your mind okay for me it's always been about a typical salesman that's always pushy always talking and just trying to push in you into buying something that you don't really need maybe yeah kind of shock business exactly like a car salesman or something always trying to the that's what you think sell me the pen right exactly and for for me what has been eye opening has been a TP it's more about move to
consultative selling where you're listening more and doing less talking and that's what we've been taught in the classes like if you're in a business meeting if you're the one doing all the Talking that you're not going about it the right way you should always be asking questions asking the clients to speak about their own business trying to get information out of them and then trying to find a solution that works for them and that's been one of the major learnings because like you said a cliche is where the salesman is doing all the talking but
in reality to be a good salesman you have to be a good listener ask good questions let the mic be with the your clients let them speak of their needs what they need from you and then C a product for them that suits them so that's been sort of the major sort of mid Buster for us at least for me in the initial sort of program so far all right so be a good listener that would be the first advice do you have any others you know any like sales man sales woman attitude what would
it be yes that's exactly what I was talking about thinking about um there was another cliche uh linked to the gender uh in fact lot of women and I I brought two um male students today but I just want to point out the fact that there are a lot of women and uh uh in this uh position say positions and so it's not a gender uh profession I mean linked to the gender uh it could be either man or female and uh been uh doing this for 40 years and I am a female and I
was traveling the world and negotiating so just to say that it's not it's a cliche but it's a wrong I mean it's a cliche that is no more available uh uh today and the second one is H to think about sales as being only uh operational uh functions like uh uh dealing dayto day on a day-to-day basis okay this is one kind of functions um in the sales but there are many many other functions and the sales are um available um to people uh dealing with analytics uh skills uh with the Strategic uh skills anything
think uh in sales there are many many many uh uh functions available and um it can be um it can be available for any uh typology of uh of people right so it's not just about selling it's not about being a shark it's not about sending a pen it's many more complex than that and what is it made of well let's Discover it through the program [Music] and what's the difference between Global sales and Global says excellence the difference between Global sales and Global sales Excellence uh I would say that Global sales uh Excellence include
ethics ethics is a really uh very important um in our in our program and also in sales because as sale and Nicolas said already uh it's not shark being a shark it's uh being a a person willing to uh to participate to a corporate growth and Global corporate growth and uh it deals with human beings it deals with Humanity it deals with sustainability uh it deals with um uh fostering a better word so uh being in this Global Sal Excellence program means uh being a good human being um um uh encouraging I mean uh um
building a better word for our children yeah that's that's quite uh nice and quite important what's the most transforming experience that you've had so far during this MC I will start with your say for me it's just moving to a different country like France where I don't speak the language so I'm surrounded by a lot of French people and like I said I've lived in two different continents I've lived in Middle East I've born and raised in Asia so for me this is my third continent and it's always fascinating to meet new people and I
think it's as important as the course that we have been taught because a lot of things happen interpersonal relationships are very important because when you go to work it's all about building team also with your clients you're developing connections and at the end of the day the course can only give you like the basic building blocks but on to build on top of that you need to have good relationships and when you work in a multicultural environment with big companies you need to speak and be able to understand different cultures how they go about their
work so in our class we have French people people from China and also of course uh India and other countries so it's very important because something that might be rude in one culture might not be rude in different and it's very important because in sales again sales can be it's a two-way communication and sometimes one one side can interpret the same information differently so for me it's been a good thing for me despite living in different parts of the world to come to France because for me this part is new and the culture is new
the language is new so it kind of help me sort of learn it's been a good learning experience for me and that's the most memorable part because the course we can study it online as well nowadays and stuff you can go on YouTube and learn things but it's when you're in the class with your classmates from different backgrounds that's where learn and for me that's been the most important thing so far so it helps you to like do business in different languages in different cultures and so that you can adapt to any of the clients
that you will meet later exactly and sometimes even the language doesn't matter it's just the body language the way you're sitting across your legs across no because even when I was living in Dubai things matter the way you sit and things on your I can sort of just keep on meeting new people and keep building on my own knowledge of that you know and and as an international student how is it like to be living in Leon in France at business school is the light good or not I've enjoyed it to be honest the weather
took me a while to get used to it to be honest because moving from Middle East where it's really hot to really cold so cold anym yeah no November and December was not the easiest month to be very honest with you but I have adapted to it my body has adapted to it and I don't feel the difference about and apart from the that it's been smooth sailing I have a lot of friends uh if anything this course feels a bit short the timing because we only have 8 months in Leo I wish it was
a bit longer so that we get to know each other even more so I have no complaints about life in France I'm try to surround myself with French people all the time they speak in French I've already learned a lot I can understand most of French now when the people are speaking I hopefully in a few months I can also start speaking in French so that's the aim for now the shortterm goal is to start speaking in French as well and move Beyond just understanding French the next challenge smooth so far except for the weather
which is not that cold in Le to be honest so really don't go too far up nor what has been the most surprising for you surprising uh well um or transforming transforming I I would say that uh it would be the the knowledge uh the skills that we we earned in in in um so you talked about ethics uh sahil talked about Intercultural behavior and interactions between people I think what I I I really liked and and what changed uh my perception of the of the profession is really uh the proficiencies that that were uh
that were taught in the classes and are continuing to be taught um notably notably on the sales process the Strategic process the data analytics Etc uh we really had a formation uh shaped uh for those kind of uh needs uh you can be a social person you can be a natural seller as you can say but uh learning the learning the processes are is now uh essential to be a good seller um so so I think that would be the the game changer for me and what be the process the process yeah it's a funnel
it's a it's a you go from prospection uh to uh to uh understanding the client's need uh and then uh you uh you you um you meet the client there is a relationship building uh and then usually competition with other uh other brands and other Sellers and uh if you if you manage to have uh the best relationship uh the best understanding of uh your client's need usually you get to uh the contract to the ratification of the contract and sometimes to uh lifelong uh lifelong business relationship so that would be another cliche it's not
like you're not born a seller you can become a seller that's a good clich as well exactly yes where does the international seminar take place oh this year it will take place place in Germany Germany yes they're going to meet um very large companies and very well-known companies in m in mun Munich sorry and stutgart and uh it will be a really a treat because uh these big companies they have they welcome us uh very generously and they are going to meet very very uh interesting people like sales enablement directors of many companies and uh
it will be just amazing for their for their future career also obviously another specificity is the in company project yes who do they work with who are the company who like okay we want the the JSC students work with us um yes they're going to go and study uh in Shanghai this year in China they're going to spend um two month a little bit than two month in Shanghai and they are going to work with the very large companies also International companies and also Chinese companies and um they are going to uh we are going
to implement there their in company project as well as a lot of digital uh uh digital aspects of the program over there and um they're going to work as a consultant for these companies yeah I cannot give names for privacy um privacy reasons but uh confidential reasons but they're going to work with the large companies in Shanghai okay big Mr the plot thickens uh one last thing can you give me an example of Master thesis that your students would have to to give maybe you've correct many of them just so that we can Envision understand
what is expected from them yes uh a subject of uh Master Theses would be um um how sales force management would uh increase Sal perform corporate sales man performance I mean uh for uh words scattered sales force or in smmes or um uh yes this type of question I mean this type of subject would be interested for example or in which extent uh uh does AI uh increase a performance today or this type of subject do you have any idea what you're going to have what you're going to pick for the T this I think
personally I like to explore AI use because sense everyone's the whole news topic surrounds around AI nowadays and just last week we had a class where our professor taught us how to ask the chatboard the right questions to get the right information which then you can use then you can refine it again so there's a sort of a very structured way to go about it rather than just asking random questions and chat GPT and getting an answer you can use it in a professional manner so it's going to be an integral part of sales processes
moving forward companies like Salesforce are already implementing AI in all of their products and services so I would like to maybe explore how it kind of changes the sales process the sales cycle maybe can it be reduced from a typical 12- month cycle can be reduced to maybe a few weeks or uh more and customer relationship personalization so I would like to explore it it's a bit too early for us to we still haven't decided of topics yet but I think it would be an interesting sort of area because within AI there's so many other
sub topics as well so maybe I'll try to go in that direction all right so what you're saying is basically not using charp the way I am using it I understand we talked about career opportunity a lot so what do you do once you've graduated well let's Discover it after [Music] Hey so uh do you know what you want to do afterwards uh I do actually I think uh I I'd like to i' like to work either in in in a job as a key account manager uh and maybe uh maybe in sales operations uh
which are like jobs that either you develop your uh your your relationship with a client meaning um uh you you're kind of a hunter that's how we say it in the in the in the profession or when you have uh when you have your clients when you've built the relationship you farm the relation you become a farmer and you uh you you kind of ENT the relationship and on the second point would be sales operation meaning how to improve sales uh how uh how the data I collected and I analyzed can help the sales team
that I'm dealing with uh to prove to become better to to increase their uh their um their margins uh so yeah that would be the jobs I want to do and how did help you achieve prepare for it he is helping you because it's not finished yet so you're not yet the the farmer and the hunter you want to you would like to be uh through through a t of formation firstly um I think I think that uh we we had very uh very good experts in in the field to tell us about sales operations
notably uh we had we had a subject called strategic process where we had very uh very strong uh personalities of the sales uh sales environment um who told us uh how how is the real uh the real sales how is sales in a company and uh the different um missions and tasks that you you can have uh uh in this area so we we could have also so um simulations simulations and uh and those kind of things where we are really put into the the the situation of okay I am a sales manager how do
I deal with this situation how do I um how do I fix uh these issues that I can see from this data uh and I think that did a really good job at uh developing those analytical skills as well as uh the the the basic skills that you need as a sales manager all right also there's a pedagogy called building blocks it is yeah how how does it help them yeah uh they have um five uh building blocks the first one deals with interaction with customers so um this is they are going to have courses
link to negot sales negotiations um category management uh um buyers profile uh partnering and um uh and um binding contracts large contracts then they have uh strategy management and Leadership so they will be taught how to deal with change management sociology of the markets and uh mindful project and risk management all this stuff then they're going to have a they're having a third block called sales engagement and um in these blocks they deal it it deals with the goto Market as a strategy it deals with all the U uh the uh digital automation tools uh
linked to this uh this sales engagement process it deals with the web three it deals with AI it deals with uh CRM automation all this stuff customer relationship management and then uh they have a fourth block called s enablement and Nicola was talking about this earlier uh we tool the SES enablement manager and Sal enablement building blocks deals with uh equipping the Salesforce with tools and um giving them processes so that they they serve the strategy and so it's a lot about analytics dashboarding all this stuff and they will be they are taught on this
and the fifth block deals with professional experience and that's what we were talking about earlier it deals with their Consulting project in company project it deals with them T is transforming early makers because we we taught them we teach them how to create a company and being an entrepreneur or entrepreneur so um and it's very I mean it's a very enjoyable course and they like it a lot because uh uh they are really uh trying to uh create a company and so um they like it a lot and it's um uh empowering them giving them
the um the empowerment to create a company and being the actor of the business and then they are going to um to uh to have all the research methodology CSR CSR uh all this stuff all right so you will find what you want time flies we only have two minutes left it's time for extra time [Music] extra time it's basically about concluding maybe there's one thing you want to add we haven't said yet maybe there's something that we've said and you really want to emphasize on it well it's really cold in Leon and I want
people to know it's freezing really it's not uh or anything else that comes to your mind uh I will start with you Nicholas what would be your conclusion uh if you really want to have a profession that is unique that is uh shaped for uh people that want to have a social experience and to build something through through time I would really advise you to to go uh to and apply to the MC in JC all right thank you very much for me personally I think the name recognition of a big business school like em
Leo is very important the ranking of the school matters because I have been through this process of uh recruitment process and now that I am part of em Leo I know the difference the in the hiring process the amount of responses I get from hiring managers so it counts it really counts sometimes people are not sure if the ranking matters but it does matter and Emon has a very good ranking and it's all constantly growing so for me I cannot emphasize enough how important it is to have a big name recognition on your CV on
your oral professional experience all right so with just two students like they are hell of a sellers on day so I guess the course are watching even if about sending a pen yet it's it's working what about you your conclusion the last word the last word would be uh if you want to ensure a lifelong employability uh then join us because you will uh enjoy um I mean you will have uh the perfect training uh to enjoy uh sales throughout uh your professional life and uh dealing with the functions and evolution throughout your life all
right thank you to the three of you for answering all of my questions become a global sales leader with the gsse master sales strategy leadership digital tools to drive performance gain International experience and hands and skills for high impact roles in Sales Management if that's what you want to do it's at the GSC business school thank you for watching I hope to see you soon [Music] hey
