INTRODUCTION
Business-to-Business (B2B) marketing is often more complex compared to consumer marketing. In B2B marketing, not only are companies engaging potential customers, there are often times the need to market to the trade (mainly wholesaler, retailer, or distributor). Understanding the critical importance of successful relationships and good marketing strategies will ensure companies stay in a favorable position within the marketplace. This is only made possible if the organization has a good understanding of business practices, the regulatory framework and internal ethic code.
DURATION
5 Days
WHO SHOULD ATTEND
This training course is intended for; General Managers, Sales & Marketing, Sales Directors/Managers, Trade Marketing Directors/Managers, Trade Operations Managers, Channel Development Managers, Channel Marketing Managers, National Sales Managers, Customer Marketing Managers, Category Development Managers and Key Account Managers.
Course Level:
COURSE OBJECTIVES
The course will assist participants to:
- Have a greater appreciation and understanding of how they can more effectively market their products and services on a B2B perspective.
- Develop better sales/marketing activities to maximize returns on investment.
- Clearly define the difference between consumer needs and customer needs to heighten purchase decisions.
- Develop powerful communication tools to support trade initiatives.
- Achieve higher levels of customer commitment for sales/marketing initiatives.
- Develop simple yet effective processes that align strategies to those on target customers.
TOPICS TO BE COVERED
Module 1: Understanding the Market & Customers
Module 2: Understanding Cultural Differences and Relationship Marketing.
Module 3: Basic Contract.
Module 4: Trade Marketing.
Module 5: Ethical Challenges and Regulations
Related Courses
Course Administration Details:
METHODOLOGY
The instructor-led trainings are delivered using a blended learning approach and comprise presentations, guided sessions of practical exercise, web-based tutorials, and group work. Our facilitators are seasoned industry experts with years of experience, working as professionals and trainers in these fields. All facilitation and course materials will be offered in English. The participants should be reasonably proficient in English.
ACCREDITATION
Upon successful completion of this training, participants will be issued an Indepth Research Institute (IRES) certificate certified by the National Industrial Training Authority (NITA).
TRAINING VENUE
The training will be held at IRES Training Centre. The course fee covers the course tuition, training materials, two break refreshments, and lunch. All participants will additionally cater to their travel expenses, visa application, insurance, and other personal expenses.
ACCOMMODATION AND AIRPORT PICKUP
Accommodation and airport pickup are arranged upon request. For reservations contact the Training Officer.
- Email: [email protected]
- Phone: +254715 077 817
TAILOR-MADE
This training can also be customized to suit the needs of your institution upon request. You can have it delivered in our IRES Training Centre or at a convenient location. For further inquiries, please contact us on:
- Email: [email protected]
- Phone: +254715 077 817
PAYMENT
Payment should be transferred to the IRES account through a bank on or before the start of the course. Send proof of payment to [email protected]
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