In this module we will talk about how organizations need to take a customer-centric, outside-in approach to marketing. Specifically we will discuss how organizations should transition from a product centric approach towards providing solutions to meet the articulated and latent needs of their business customers. We will discuss the basics of business to business marketing including topics around customer portfolio analysis, customer decision making units, developing customer centric value propositions, and delivering on your value promises.
Module 2: Customer Centric Selling
In this module we will discuss about how you should go about identifying potential customers to whom you will pitch your ideas, how do you go about identifying the needs of the client, how do you go about pitching your unique selling proposition (USP), and how do you handle objections before persuading your customer to buy.
Session dates :
Module 1: July 22, 2023 (Saturday)
Module 2: July 23, 2023 (Sunday)
Timings :
7 p.m. to 9 p.m. (Indian Standard Time).
About the Instructor
Prof. Deva Rangarajan, is a Professor of Marketing at IESEG School of Management in France. His main areas of research include B2B Industrial Marketing, Sales Force and Key Account Management.
He has a Bachelors in Mechanical Engineering from India and a PhD in Marketing from the USA. He has taught in business schools in Belgium, Italy, France, USA, South Africa, and India.
He has worked closely with many companies to consult and deliver, customized programs. The list of multinational companies he has worked with include Iveco, Yanmar, Epiroc, ArcelorMittal, Merz Aesthetics, Atlas Copco, Schneider Electric, Siemens, Philips, Johnson and Johnson, Medtronic, Aliaxis, Etex, Bostik, ING, BNP Paribas Fortis, Johnson Controls, Tosoh Bioscience, Doosan, Bekaert, Atlas Copco, AGC, SWIFT, Cummins, Vesuvius, Milliken, etc.
He has also published in various international, peer-reviewed journals like Business Horizons, California Management Review, Industrial Marketing Management, Information and Management, Production and Operations Management, Journal of Business Research, and Journal of Service Research.
Registration fees and Certificate
Course Fee : Rs 1180/- ( Rs 1000 +18% GST)
Certification:
Certificates will be provided to all the participants who attend the workshop.
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