Programme Overview
The unique dynamics of the B2B transactions make it important for firms to understand the emerging challenges and opportunities for B2B marketers. Organizations buying the product are highly knowledgable and in such circumstances building good relationship with customers can bring competitive advantage. Similarly, brand building can help to drive profits in an ever-increasing competitive scenario. This programme will enable managers to understand all these issues including selection of target market, managing communication, pricing, and distribution in a B2B context. The programme will also expose participants to contemporary issues like role of digital marketing in B2B context.
Programme Objective
- Understand frameworks for determining target market and differentiation.
- Recognize different conditions for determining pricing and distribution decisions.
- Handling key accounts.
- Understanding the importance of value creation and communication.
- Improved ability to manage customer relationship.
Key Topics
- Understanding industrial buying behavior
- Developing professional approach to selling
- Key Account Management
- Brand building in business markets
- Launching new industrial products
- Value creation and communication
- Managing pricing of industrial goods
- Role of digital marketing
- Managing channels in B2B context
Programme Directors
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Who May Attend
Mid to senior-level managers inclined to enhance their proficiency in B2B marketing; Sales, Marketing, Brand and Product Managers operating in B2B space.
Programme Duration and Delivery
- From the morning of September 22, 2025 till the afternoon of September 26, 2025
- Face to face - classroom based
Pedagogy
- Lectures
- Case Discussions
- Videos
- Group Exercises
How to Apply
- You can apply/nominate your personnel by clicking on the “Apply Now” link corresponding to the particular MDP, as appearing on our online calendar available at: https://iimcal.ac.in/mdp/mdp-calendar
- Once the candidature(s) is (are) approved, the sponsoring authority or participant (in case of self-nomination) will be intimated over email along with a Proforma Invoice seeking programme fees in advance.
- Programme fees can be remitted online through Electronic Fund Transfer (NEFT/RTGS).
- Upon remitting the fees online, kindly intimate CMDP office with the UTRNo. /relevant transaction details through email, so that we can connect your remittance to your nomination(s). Please note that confirmation of participation is subject to receipt of Programme fees by CMDP Office before commencement of the MDP.
For further assistance, please connect with:
Name: Ms. Payel Majumder
Number: +91 33 7121 6012
Email ID: program_mdp[at]iimcal[dot]ac[dot]in
Programme Brochure
