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Key Facts: BTS NDRC Exam

Level 5 (Bac+2)

RNCP / EQF national diploma level

France compétences RNCP38368

10/20

Passing overall weighted average

Règlement général du BTS

Total examination coefficients across units E1-E6

Arrêté du 19 février 2018, annexe II c

120 ECTS

European credits awarded by the diploma

Arrêté du 19 février 2018

2020

First examination session under the current référentiel

Arrêté du 19 février 2018

16 weeks

Compulsory professional field internship duration

Arrêté du 19 février 2018, annexe III

BTS NDRC is a French national level 5 qualification (Bac+2, 120 ECTS) certified by the Ministry of Higher Education and examined by the regional académies. Under the arrêté du 19 février 2018, it comprises six compulsory units totalling 21 coefficients, combining written examinations in Culture générale and CEJM with practical oral roleplays (E4), digital CRM/e-commerce tests (E5), and network animation defences (E6). Candidates need an overall weighted average of at least 10/20 to pass and register without administrative examination fees via the Cyclades portal. OpenExamPrep provides a 100-question English-language MCQ study adaptation covering face-to-face negotiation, digital client relations, network animation, CEJM law, and commercial quantitative metrics.

Sample BTS NDRC Practice Questions

Try these sample questions to review concepts for the BTS NDRC exam. Each question includes a detailed explanation. Start the interactive quiz above for the full 100+ question experience with AI tutoring.

1In face-to-face consultative selling, the classical '4x20 rule' (règle des 4x20) highlights the decisive impact of first impressions. Which four dimensions constitute this rule?

A.The first 20 seconds, the first 20 steps, the first 20 words, and the 20 centimetres of the face

B.The first 20 minutes, the first 20 questions, the first 20 objections, and the 20 percent discount margin

C.The first 20 seconds, the first 20 hand gestures, the first 20 slides, and the 20 customer pain points

D.The first 20 metres of approach, the first 20 product features, the first 20 euros of margin, and 20 eye contacts

Explanation: The 4x20 rule in sales psychology defines the four critical elements that form the prospect's immediate subconscious impression: the first 20 seconds of contact, the first 20 steps of walking and posture, the first 20 words spoken during the greeting, and the 20 centimetres of the face (facial expression, smile, and eye contact).

2During the sales discovery phase (phase de découverte), the QQOQCP questioning methodology helps uncover the prospect's comprehensive operating environment. What does the letter 'C' represent in this commercial questioning framework?

A.Client and Caution

B.Comment (How) and Combien (How much / How many)

C.Concurrence (Competition) and Clôture (Closing)

D.Contrat (Contract) and Conditions générales

Explanation: QQOQCP stands for Qui (Who), Quoi (What), Où (Where), Quand (When), Comment (How), and Pourquoi / Combien (Why / How much). The 'C' systematically explores operational processes ('How do you currently operate?') and quantitative parameters ('How much volume / What budget?').

3During an initial discovery meeting, a prospective buyer states: 'Our current infrastructure cannot tolerate any unplanned downtime; we require 24/7 certified technical support and guaranteed data redundancy.' According to the SONCAS framework, which psychological buying motivation is dominant?

A.Orgueil (Pride / Status)

B.Nouveauté (Novelty / Innovation)

C.Sécurité (Security / Reliability)

D.Argent (Cost / Return on Investment)

Explanation: The prospect's insistence on zero downtime, 24/7 technical support SLAs, and data redundancy directly reflects the 'Sécurité' (Security) motivation in the SONCAS model, where risk avoidance, reliability, guarantees, and proven track records take precedence.

4In the CAB (or CAP) commercial argument structuring model, what fundamental distinction separates a 'Caractéristique' (Feature) from an 'Avantage' (Advantage)?

A.A feature is an emotional appeal, whereas an advantage is a purely financial discount

B.A feature is a contractual warranty clause, whereas an advantage is a customer testimonial

C.A feature is the price excluding VAT, whereas an advantage is the price including VAT

D.A feature is an intrinsic technical or objective attribute of the product, whereas an advantage describes the operational utility or superiority it provides

Explanation: In the CAB model (Caractéristique - Avantage - Bénéfice client), a characteristic is an objective, technical, or physical property of the product/service (e.g., '16 GB RAM', 'lithium battery'). An advantage explains what that characteristic functionally achieves or enables (e.g., 'runs multiple heavy applications simultaneously without lag'). The benefit (bénéfice) ties that advantage to the prospect's personalized motivation.

5When a prospect raises a commercial objection during a sales meeting, professional consultative methodology recommends using the CRAC framework. What is the correct sequence of steps in the CRAC method?

A.Creuser (Explore/Probe), Reformuler (Rephrase), Argumenter (Argue/Demonstrate), Confirmer (Confirm)

B.Contredire (Contradict), Réfuter (Refute), Accélérer (Accelerate), Conclure (Close)

C.Céder (Concede), Rassurer (Reassure), Annoncer le prix (State price), Conclure (Close)

D.Calculer (Calculate), Rédiger (Draft), Approuver (Approve), Classer (File)

Explanation: The CRAC method stands for Creuser (asking clarifying open questions to understand the root cause of the objection), Reformuler (rephrasing the objection neutrally to show active listening), Argumenter (presenting tailored evidence or counter-arguments), and Confirmer (checking that the prospect agrees the concern has been resolved).

6A prospective client tells the sales representative: 'Your proposed deployment timeline seems completely unrealistic for our internal teams.' How should the sales representative respond using an echo or mirror question (question miroir)?

A.'Would you prefer a 30-day or a 60-day implementation schedule?'

B.'Unrealistic?'

C.'Why do you always doubt our project management capabilities?'

D.'If I give you a 5% discount, will you accept the proposed deployment schedule?'

Explanation: A mirror question (question miroir / question écho) repeats the key word or phrase with an inquisitive, empathetic inflection without adding judgment. Repeating 'Unrealistic?' encourages the buyer to elaborate naturally on their specific constraints without putting them on the defensive.

7Which of the following closing approaches exemplifies the 'alternative closing' technique (fausse alternative)?

A.'If you do not sign today, our factory prices will increase by 15% tomorrow morning.'

B.'Do you want to buy this software or not?'

C.'Would you prefer the initial onboarding session to be scheduled for next Tuesday afternoon or Thursday morning?'

D.'I will let you think about it and call you back in six months to see if you have decided.'

Explanation: The alternative closing technique (fausse alternative) offers the prospect a choice between two positive outcomes, both of which presume acceptance of the sale (e.g., choosing between Tuesday afternoon or Thursday morning for delivery/onboarding).

8During active listening, a sales representative uses reformulation to validate understanding. Which type of reformulation synthesizes the client's disparate points into a structured overview before transitioning to the proposal?

A.Reformulation perroquet (echo rephrasing)

B.Reformulation déformation (distorted rephrasing)

C.Reformulation provocation (provocative rephrasing)

D.Reformulation synthèse (summary rephrasing)

Explanation: Reformulation synthèse (summary rephrasing) gathers the core technical requirements, constraints, and priorities expressed throughout the discovery interview and summarizes them concisely. It validates mutual agreement and creates a natural launchpad for presenting the solution.

9In French commercial arithmetic, what is the precise definition of the margin rate (taux de marque)?

A.(Commercial margin / Selling price excluding VAT) × 100

B.(Commercial margin / Purchase cost excluding VAT) × 100

C.(Selling price including VAT / Selling price excluding VAT) × 100

D.(Net profit / Total company equity) × 100

Explanation: Taux de marque expresses the commercial margin as a percentage of the selling price excluding VAT: (Marge commerciale / Prix de vente HT) × 100. In contrast, markup (taux de marge) expresses margin as a percentage of the purchase cost: (Marge commerciale / Coût d'achat HT) × 100.

10A commercial distributor purchases an industrial barcode scanner for €600 HT. To meet company profitability targets, the sales manager mandates a minimum margin rate (taux de marque) of 40%. What must be the minimum selling price excluding VAT (PVHT)?

A.€840 HT

B.€1,000 HT

C.€1,400 HT

D.€750 HT

Explanation: By definition, Taux de marque = (PVHT - Coût d'achat HT) / PVHT. Therefore, Coût d'achat HT = PVHT × (1 - Taux de marque), which rearranges to PVHT = Coût d'achat HT / (1 - Taux de marque). Substituting the values: PVHT = €600 / (1 - 0.40) = €600 / 0.60 = €1,000 HT.

About the BTS NDRC Exam

The BTS Négociation et Digitalisation de la Relation Client (BTS NDRC) is France's two-year national higher education diploma (Bac+2, RNCP level 5, 120 ECTS) training commercial managers, B2B account executives, sales representatives (chargés d'affaires, commerciaux terrain), digital relationship managers, and e-commerce animators. Established by the arrêté du 19 février 2018 (replacing the former BTS NRC - Négociation et Relation Client), the BTS NDRC integrates traditional face-to-face consultative negotiation with modern digital acquisition channels, omnichannel CRM architectures, social selling, and distributor network leadership. The official curriculum covers three specialized professional poles—negotiation-vente, relation client à distance et digitalisation, and animation de réseaux—alongside core general and business foundation units in Culture économique, juridique et managériale (CEJM). This OpenExamPrep bank is an English-language multiple-choice study adaptation of the technical and managerial curriculum, written for international students and English-speaking commercial professionals; it is not an official translation and does not simulate the live roleplay simulations or oral examination papers.

Exam sponsor: Ministère de l'Enseignement supérieur et de la Recherche (certifier); examination organised by the académies. The requirements and fees below concern the certification or admission exam, separate from our free practice resources.

Assessment

Six compulsory units E1 to E6 totalling 21 coefficients and 120 ECTS, defined by the arrêté du 19 février 2018 (first session 2020): E1 Culture générale et expression (U1, coef 3, written 4 h), E2 Communication en langue vivante étrangère 1 (U2, coef 3 — CCF, or a 30 min oral with 30 min preparation), E3 Culture économique, juridique et managériale (U3, coef 3, written 4 h), E4 Relation client et négociation-vente (U4, coef 5 — CCF, or a 1 h oral with 40 min preparation), E5 Relation client à distance et digitalisation (U5, coef 4, a 3 h written paper plus a 40 min practical assessment for all candidates), and E6 Relation client et animation de réseaux (U6, coef 3 — CCF, or a 40 min oral). An optional second foreign language counts only for points above 10/20.

Time Limit

About 10 h of written examination plus scheduled oral and digital workstation practicals

Passing Score

10/20 overall weighted average across all units

Exam / Certification Fees

No examination registration fee is published by the académies; registration is made through the national Cyclades portal. Tuition and training costs are separate.

Exam sponsor website

Fees, eligibility, and exam policies can change. Confirm them with the exam sponsor before applying or paying.

Official sources

Our practice resources: topics covered

We aim to reflect publicly available exam outlines and topic information in our study resources. Coverage, format, and difficulty may differ from the actual exam, and we cannot guarantee that every detail is accurate or current. Confirm exam requirements, fees, and policies with the official exam sponsor.

30 of 100 questions

Face-to-Face Negotiation & Consultative Selling

QQOQCP active discovery questioning, SONCAS psychological motivation profiling, CAB argument structure, CRAC objection handling, closing methods, commercial margin calculations, and progressive commission tier structures

30 of 100 questions

Remote Customer Relations & Digitalization

Omnichannel CRM strategies, LinkedIn social selling tactics, inbound lead nurturing, email campaign KPIs (open and click rates), e-commerce conversion funnels, web analytics, CAC, and customer lifetime value (CLV/LTV)

20 of 100 questions

Customer Relations & Network Animation

Distributor and partner network leadership, franchise onboarding and compliance, direct selling (vente directe à domicile), trade show organisation and lead follow-up, collaborative extranets, and network performance indicators

20 of 100 questions

Economic, Legal and Managerial Culture (CEJM)

Contract formation rules, precontractual information obligations, consumer rights (Code de la consommation), RGPD/GDPR personal data compliance, 14-day cooling-off rights (droit de rétractation), unfair terms, and B2B late payment penalties

Preparing for the BTS NDRC Exam

What You Need to Know

Passing score: 10/20 overall weighted average across all units
Assessment: Six compulsory units E1 to E6 totalling 21 coefficients and 120 ECTS, defined by the arrêté du 19 février 2018 (first session 2020): E1 Culture générale et expression (U1, coef 3, written 4 h), E2 Communication en langue vivante étrangère 1 (U2, coef 3 — CCF, or a 30 min oral with 30 min preparation), E3 Culture économique, juridique et managériale (U3, coef 3, written 4 h), E4 Relation client et négociation-vente (U4, coef 5 — CCF, or a 1 h oral with 40 min preparation), E5 Relation client à distance et digitalisation (U5, coef 4, a 3 h written paper plus a 40 min practical assessment for all candidates), and E6 Relation client et animation de réseaux (U6, coef 3 — CCF, or a 40 min oral). An optional second foreign language counts only for points above 10/20.
Time limit: About 10 h of written examination plus scheduled oral and digital workstation practicals
Exam / certification fees: No examination registration fee is published by the académies; registration is made through the national Cyclades portal. Tuition and training costs are separate. Official sources

Using Our Practice Resources

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BTS NDRC: Suggested Study Strategy

1Master the distinction between markup (taux de marge = marge / coût d'achat) and margin rate (taux de marque = marge / prix de vente HT), and practice calculating selling prices including and excluding VAT

2Memorize the structured sales phases: contact (4x20 rule), active discovery (QQOQCP), motivation diagnosis (SONCAS), persuasive presentation (CAB: Caractéristique, Avantage, Bénéfice), objection handling (CRAC), and closing

3Understand digital customer relationship metrics: accurately compute Customer Acquisition Cost (CAC), Customer Lifetime Value (CLV/LTV), click-through rate (CTR), and click-to-open rate (CTOR)

4Review the key legal rules governing contracts and consumer protection under the Code de la consommation: 14-day statutory withdrawal period (droit de rétractation) for distance selling, precontractual information requirements, and unfair clauses (clauses abusives)

5Practice GDPR compliance principles in sales: explicit consent (opt-in for B2C emails), soft opt-in exceptions for existing customers, data minimization, and statutory data retention periods for prospect databases (3 years under CNIL guidelines)

6Review network animation mechanics: distributor incentive schemes, trade show ROI evaluation, franchise disclosure obligations under the Loi Doubin, and direct selling regulations under the Fédération de la Vente Directe (FVD)

Frequently Asked Questions

What is the BTS NDRC qualification in France?

The Brevet de Technicien Supérieur (BTS) Négociation et Digitalisation de la Relation Client is a French national higher education diploma at level 5 of the RNCP and the European Qualifications Framework (Bac+2, 120 ECTS), certified by the Ministry of Higher Education and Research and administered by regional académies. It prepares graduates for commercial roles including business developer, field account representative (commercial terrain), B2B customer advisor, e-commerce community manager, and partner network animator.

How is the BTS NDRC examination structured?

Under the arrêté du 19 février 2018, the examination comprises six compulsory units totalling 21 coefficients and 120 ECTS: E1 Culture générale et expression (U1, coef 3, written 4 h), E2 Communication en langue vivante étrangère 1 (U2, coef 3, CCF or a 30 min oral with 30 min preparation), E3 Culture économique, juridique et managériale (U3, coef 3, written 4 h), E4 Relation client et négociation-vente (U4, coef 5, CCF or a 1 h oral with 40 min preparation), E5 Relation client à distance et digitalisation (U5, coef 4, a 3 h written paper plus a 40 min practical assessment taken by all candidates), and E6 Relation client et animation de réseaux (U6, coef 3, CCF or a 40 min oral). School and apprentice candidates take E4 and E6 as CCF (contrôle en cours de formation), while external candidates take ponctuelle oral and practical tests.

How does BTS NDRC differ from the former BTS NRC?

The BTS NDRC replaced the older BTS NRC (Négociation et Relation Client) in 2018. The modernized curriculum reflects the digital transformation of commercial professions: heavy emphasis on remote selling, social selling (particularly LinkedIn), omnichannel CRM tools, inbound marketing lead nurturing, content management, e-commerce web analytics, and digital network animation, alongside traditional face-to-face consultative sales and negotiation.

What is the passing score for BTS NDRC?

Candidates must achieve an overall weighted average of at least 10/20 across all examination units. There is no eliminating minimum grade on individual papers. Candidates who narrowly miss passing may sit oral makeup sessions (épreuves de contrôle) in early July if their overall average is between 8/20 and 9.99/20 and they achieve at least 10/20 on professional units. Passing grades (10/20 and above) can be retained (bénéfice des notes) for up to five years.

How much does it cost to register for the BTS NDRC exam?

No examination registration fee is published by the académies; registration is made through the national Cyclades portal. Tuition and training costs are separate. Candidates are responsible for personal study resources, preparatory course fees, or private school tuition if applicable.

In what language is the official BTS NDRC exam delivered?

The official national examination is conducted entirely in French, with modern foreign languages evaluated in unit E2. OpenExamPrep provides an English-language multiple-choice study adaptation of the technical, digital, and legal curriculum to help bilingual and international students master key business concepts. It is not an official simulation and does not replace the oral roleplays or written case studies.

Who is eligible to register for the BTS NDRC examination?

Eligibility is open to students completing the two-year programme in high schools (lycées), apprentice training centers (CFA), or continuing education institutes. Individuals with at least one year of relevant professional experience may also register as independent candidates (candidats individuels) or seek certification through Validation des Acquis de l'Expérience (VAE).

What mandatory workplace internships are required for BTS NDRC?

The national curriculum requires 16 weeks of compulsory workplace internships (stages en milieu professionnel) spread over the two academic years. These internships provide the concrete operational projects and portfolios required for the oral examination assessments in units E4, E5, and E6. Apprentices fulfill this requirement through their apprenticeship contract.

What core quantitative commercial calculations are tested?

Candidates must master commercial arithmetic and digital performance analytics: gross and net margins (taux de marge, taux de marque, coefficient multiplicateur), progressive sales commission brackets, customer acquisition cost (CAC), customer lifetime value (CLV/LTV), conversion rates (taux de transformation) across the sales funnel, email marketing metrics (taux d'ouverture, taux de clics, taux de désabonnement), and legal late payment penalties under French commercial law.