如何做工業(yè)企業(yè)市場(chǎng)營(yíng)銷(xiāo)或英語(yǔ)營(yíng)銷(xiāo)課程客戶訂制（即課程內(nèi)容由客戶選定）

Training Courses in English: How to do

sales and marketing operation and management in client’s market based on B2B or

B2C (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

課時(shí)：每周2次，共12周時(shí)間

Teaching Hours:

twice a week and total 12 weeks