对象
外企高管或营销部门管理层
目的
提升外企或私营企业高管营销管理技能和绩效
内容
如何做工业企业市场营销或英语营销课程客户订制（即课程内容由客户选定）
Training Courses in English: How to do
sales and marketing operation and management in client’s market based on B2B orB2C (courses can be taught by action learning or based on clients requests)
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 industry
1. Specificities of Industrial 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 and B2C 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. 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 markets operaitons
The B2B marketing mix
The concept of aggregate supply and related services.
B2B profitability ratios
5. Innovation of sales & 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
课时：每周2次，共12周时间
Teaching Hours:
twice a week and total 12 weeks
