Detailed Programme

The programme 'Strategic B2B Marketing' consists of five modules:

Module 1: Market-driven strategy

  • The dynamics of strategic planning
  • Monitor the environment and competition
  • Assess firm resources and capabilities
  • Formulate strategic priorities and vision
  • Make the right moves

Module 2: The value creation process

  • How to create value for, value of, and value with the customer?
  • How to develop, choose and implement appropriate segmentation, targeting and positioning strategies?
  • How to develop a winning value proposition in order to be different and beat commodisation?
  • The different steps of co-creation with your customer

Module 3: Product Line Management

  • How do you manage your product and service offering within the framework of your B2B marketing mix?
  • How do you position your different products and services in relation to the competition and each other?
  • How do you manage the trade-off between innovation and volume?
  • How do you deal with cannibalisation?

Module 4: International Customer Experience Creation

  • Moving from product delivery to experience creation
  • Shaping customer experience through interaction
  • Challenges in an international marketspace

Module 5: The Move towards Solution Selling (E)

  • Moving from a product oriented sales approach to a service-oriented sales approach
  • Understanding and managing the dynamics of a service business and the impact of this move towards solutions in the sales approach

The Vlerick Difference

We have a unique approach to learning, which focuses on bringing theory to life, giving you the skills and insight you need to really make a difference. Spend time on our beautiful campuses, and you become part of one of the most active business communities in Europe, learning in a way that will help you to be a more effective and productive business leader throughout your career. Learning at Vlerick really is an experience far away from traditional classroom learning. You’ll work collaboratively with your faculty and fellow participants to bring your ideas to life in a robust and practical way.

Digital − the new normal in business − will also strengthen your learning process. Our online platform ‘Showpad’ and the use of a tablet grant you access to all of the learning materials anywhere, anytime, and enable you to go beyond note-taking: take pictures of the flipchart during a brainstorming exercise, record a video of a role play, participate in a quick poll, create a Wikipage together … and share them on the spot with your group.

Find out more

We facilitate your journey. You make the difference.

Drive real change in your organisation

A learning experience with real impact on your operations? A management programme tailored to the specific needs of your business? Contact us and discover how we can design and deliver customised programmes for your team that add genuine value to your organisation.

Need help?

Contact our Programme Advisor
Programme Advisor
Tel + 32 9 210 98 84
[email protected]
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