B2B Marketing

In the world of business markets, demonstrating and delivering value to the customer’s specifications are critical. This program focuses on distribution and pricing strategies that strengthen your competitive position. Distribution is a major factor in buyer decision-making, yet it is often done by intermediaries outside of a company’s full control. Learn how to identify the functions served by these intermediaries, and align the business objectives and goals of your firm with theirs in ways that add value to your product offering. Second, discover pricing methods that shift customer focus from cost to value. Through expert-led analysis and dynamic discussion, this session will provide you with the tools for identifying practical solutions to strategic challenges in B2B markets.

Fee: Yes

Contact Information:
James Van Doren
Executive Education
james.vandoren@case.edu
Phone: 216-368-6413
Fax: 216-368-0200

Website Resources:
B2B Marketing
Weatherhead Executive Seminars
Thursday, Oct. 26, 2006 from 9 a.m. to 4:30 p.m.
Sponsored by: Executive Education

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