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工业营销(英文授课)B2B Marketing (in English)

  • 开课时间: 2015年11月26日 周四 2015年11月27日 周五 查看最新上课时间
  • 开课城市: 上海
  • 培训时长:2天
  •  
  • 课程类别: 市场营销
  • 主讲老师:专家(查看该老师更多课程)
  • 课程编号: 21623
  • 查找同类课程
工业营销(英文授课)B2B Marketing (in English)其它上课时间:

培训对象:

* Product managers, marketing managers in B2B industry

培训内容:

The environment of the B2B sectors is increasingly complex and dynamic. B2B marketing is specific to its context and its clients. This training in B2B marketing can help participants to adapt its marketing to specific markets and constraints in B2B industry.

This course will help participants to:
1. Position marketing actions in the company
2. Acquire marketing methods and tools specific to B2B industry1. Specificities of B2B marketing
* B2B clients: decision system, amount involved, purchasing criteria, and industry value chain
* The axes of differentiation in industry and B2B services
* The marketing approach applied to industry and B2B services

2. Analysis of B2B markets
* The five sources of potential competition in B2B market
* Major changes in the environment
* The marketing monitoring: identifying the best sources of information

3. B2B marketing strategies
* From analysis to strategy: SWOT
* Segmentation of industrial market and B2B services
* Choice of higher value markets: IAC method
* The strategic analysis models focused on B2B

4. Offers in B2B markets
* The B2B marketing mix
* The concept of aggregate supply and related services.
* B2B profitability ratios

5. Innovation of B2B marketing
* From the sale of goods in right to use: a new type of consumption
* Customer experience: a new field of differentiation
* The sources of innovation in the life cycle

6. From marketing plan to business action plan
* Milestones, process and tools
* B2B specificities of communication
* Market access by multichannel

7. The management of customer relationships in B2B
* Satisfaction of needs and loyalty over the long term
* Synergy - commercial marketing: key moments and tools

8. The key success factors of B2B marketing
* Role of B2B marketing manager
* The 7 winning marketing behaviors

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