Available dates

Mar 4—Apr 7, 2020
Online
CHF 1950 ≈USD 2044
May 6—Jun 9, 2020
Online
CHF 1950 ≈USD 2044
Jul 1—Aug 4, 2020
Online
CHF 1950 ≈USD 2044

Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with IMD Executive Education.

Full disclaimer.

About the course

How do you improve your pricing capabilities and capture new value?

What does your product cost vs. what is it worth? It’s a challenging question that all businesses need to answer in order to maximize profits and sell on value rather than attributes.

B2B Pricing Strategy from global independent business school IMD is the latest online learning program to help you gain a deeper understanding of value-based pricing and develop your critical pricing and procurement negotiation capabilities. During this five-week, modular program, you’ll combine individual assignments, case studies, personalized feedback from your program coach, and more to learn how to influence your customers with a superior value proposition.

Program Topics

IMD's B2B Pricing Strategy program is five weeks long and delivered online. Throughout the program, you're encouraged to apply what you learn in your work context so you can start developing your pricing capabilities right away.

  • Pricing Excellence & Superior Value Propositions
  • From Cost-Based & Competition-Based to Value-Based Pricing
  • Discounts, Waterfalls, Pitches & Auctions
  • Pricing Psychology
  • Pricing Capabilities, Benchmarking, and Strategic Action Plan

Industries include:

  • Consulting
  • Consumer Goods
  • Energy
  • Banking & Financial Services
  • IT Services
  • Industrial Goods
  • Manufacturing
  • Telecommunications

Job titles include:

  • Commercial Planning Director
  • Service Consulting Manager
  • Head of Pricing
  • Sales Director
  • Business Development Manager
  • Marketing Manager
  • Senior Manager
  • Market Development/ Sales Director
  • Chief Marketing Officer
  • Senior Manager Commercial Operations & Growth Projects
  • Strategic Key Account Manager
  • Managing Director
  • VP Operations
  • Executive Director

Who should attend

This program is designed for individuals, teams and B2B companies who want to gain a deeper understanding of value-based pricing and develop their critical pricing capabilities.

Trust the experts

Stefan Michel

Professor Michel's major research interests are in customer-focused marketing strategy, service innovation and pricing. At IMD, he is the Dean of our Executive MBA program and the faculty representative at the IMD foundation board. He teaches in the Executive MBA, Strategic Marketing Program, th...

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Course reviews

Pricing Excellence in Tough B2B Markets program clip - Discover 3 approaches to pricing

IMD Online Programs: Participant feedback

PRICING EXCELLENCE IN TOUGH B2B MARKETS online program from IMD - Optimize your pricing

IMD - Online Business Courses with Personal Coaching

Downloadable materials

Available dates

Mar 4—Apr 7, 2020
Online
CHF 1950 ≈USD 2044
May 6—Jun 9, 2020
Online
CHF 1950 ≈USD 2044
Jul 1—Aug 4, 2020
Online
CHF 1950 ≈USD 2044

Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with IMD Executive Education.

Full disclaimer.