Executive Short Program

Successfully Selling Complex Projects

Develop a specific technique for selling projects, solutions and systems

Complex projects are high-stake investment from a client perspective. The proposed and negotiated offer is more than just a simple technique. That is why we will provide you with an approach for selling any type of project which will also ensure that the investment put in pays off.




I can sell anything that I totally believe in, but I'm a horrible salesman of something I don't believe in.” 

– Nick Woodman



The program will enable you to:

From replying to tenders to creating the offer

Master the fundamental aspects of negotiation

Manage external and internal resources to guarantee success

Create value by mastering your company/client relationship and identifying specific roles

Academic Director(s)

Cécile Viniane

Adjunct Professor, HEC Paris

Discover the program outline

Discover the program outline

Program Content


Theme 1

The 5 transversal skills for complex sales

Peer influence networks, customer awareness, budget and pricing, marketing support, account management, etc.

Theme 2

Develop your strategy for successful complex sales

From transactional logic to interpersonal relationships, Go - No Go, etc.        

Theme 3

Develop your value-creating offer

Needs, pricing, strategic alliances, internal and external resources.

Theme 4

Sell and negotiate your offer 

Present, negotiate, adapt your communication to each profile.

Customize your learning journey

  • management
    3 days - essential

  • +
  • marketing
    3 days - expert

  • +
  • management
    4 days - excellence

  • =
  • hec paris executive education certificate

2 years

Obtain an HEC Paris certificate
You can personalize your study path according to your own needs and resources. You will be awarded an HEC Paris Executive Education certificate after a total of 10 days of training. This can be spread out over 3 intensive programs during a 2-year period. You can also join the HEC Executive Community.

Find out more from the brochure

The program is aimed at:
Directors, Marketing and Sales Managers, from companies selling projects, solutions or systems.

Training costs

2940 €

Teaching language: French

Next session

2017 / 2018
  • Intake

Explore funding options

Find out more about possible funding options for the program you have chosen.

Download the brochure



For further information, please contact :

Aurélie Lever

Program Advisor

More than just a pretty place

HEC Paris Le Château is more than a neoclassical landmark. It is the perfect place in which to take a step back and improve yourself with concrete training which you will put into application as soon as you return to your company.









We deliver our short programs when and where you choose

With our in-house short program offer you can train your teams whenever and wherever suits you best.

Contact us at interprivilege@hec-crc.fr, and we will arrange for the academic team to come to the location of your choice and deliver the same content that is taught on campus.



Register for the program

Fill in the form to check your eligibility and start the registration process.

Apply here