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A distinctive cross-disciplinary approach puts the Kellogg advantage to work for you.
Learn moreMarketing & Sales
Business Marketing Strategy
A deep dive into B2B best practices
Guided by senior members of Kellogg’s marketing faculty — experts in the unique challenges of business-to-business marketing — you’ll gain exposure to their leading-edge thinking on successful business practices and explore in depth the fundamentals and best practices of B2B marketing strategy.
Highly interactive and focused on practical application, this program teaches you how to build customer value models that clearly articulate the value of your offerings to your target customers and market segments and focus on better meeting their requirements and preferences. In a collaborative environment with a group of peers from around the world, you’ll analyze your marketing strategies, share experiences and broaden your perspective.
Build your strategic marketing analysis skills and better serve your customers.
Who Should Attend
- General managers
- Marketing, product and sales managers from medium to large business-to-business firms
- Presidents and vice presidents of marketing from smaller firms
- Other managers who help plan and implement market-oriented business strategies
Key Benefits
- Boost your marketing strategy analysis skills
- Segment your business markets
- Build customer value models tailored to your marketplace
- Deepen your understanding of the dynamics of marketing strategy
Program Content
Creating a Market-Oriented Company
- Developing a competitive marketing strategy
- Developing segmentation, targeting and positioning strategies
- Managing segments and customers
Managing Customer Value
- Building customer value models
- Constructing customer value propositions
- Managing market offerings
- Managing pricing
Creating and Building Business Brands
- Understanding brand strategy
- Sustaining customer relationships
Driving Organic Growth through Business Innovation
- Developing and managing new products
- Navigating marketing in a digital world
Faculty
Jonathan Copulsky - Academic Director; Lecturer of Marketing, Kellogg Executive Education and Medill School of Journalism, Media, Integrated Marketing Communications, Northwestern University
Eric T Anderson - Hartmarx Professor of Marketing; Director of the Center for Global Marketing Practice
Gregory Carpenter - James Farley/Booz Allen Hamilton Professor of Marketing Strategy; Director of the Center for Market Leadership; Faculty Director, Kellogg Markets and Customers Initiative (KMCI)
Kent Grayson - Associate Professor of Marketing; Bernice and Leonard Lavin Professorship
Derek D. Rucker - Sandy & Morton Goldman Professor of Entrepreneurial Studies in Marketing; Professor of Marketing; Co-chair of Faculty Research
CPE Credits
This program is registered with the National Association of State Boards of Accountancy and is recommended for 34.5 CPE credits.
Continuing Professional Education Information
The Kellogg School of Management, Northwestern University is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.nasbaregistry.org.
All Kellogg programs that qualify for CPE credits do not have pre-requisites. Advanced readings and case preparation is required. A packet of course materials is emailed to all participants before the program begins.
All Kellogg programs are group-live or internet-based. Program level: Advanced. For more information regarding administrative policies such as complaints and refunds, please contact our office at 847-467-7000.
What Participants Say
“This was an outstanding program! It was time well-spent, with a deep-dive into the principles of marketing. I gained insight into redefining our marketing strategy and integrating marketing as a key partner in the company's strategic direction.”
CEO China, TMF Group
“The Kellogg experience has been very refreshing. The concepts are constantly compared with real-life events. The faculty takes extra pains to involve each participant - overall, a great bang for the buck.”
General Manager & Regional Head, State Bank of India
"This course will challenge the way you do business, regardless of your industry, profession, or marketing background.”
VP Strategic Marketing, GE Capital Americas, Greater Chicago Area
Personal Consultation
Please contact us to schedule an advising session
2019 Sessions
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October 21-25, 2019 Start: October 21 at 1:00 PM End: October 25 at 12:15 PM Evanston campus This Approval Program is limited to individuals with specific business experience. All applications will be subject to review and approval from the program’s Academic Director. |
$10,800 Fee includes lodging and most meals |
2020 Sessions
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April 20-24, 2020 Start: April 20 at 1:00 PM End: April 24 at 12:00 PM Evanston campus This Approval Program is limited to individuals with specific business experience. All applications will be subject to review and approval from the program’s Academic Director. |
$10,850 Fee includes lodging and most meals |
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Sept. 28 - Oct. 2, 2020 Start: September 28 at 1:00 PM End: October 2 at 12:00 PM Evanston campus This Approval Program is limited to individuals with specific business experience. All applications will be subject to review and approval from the program’s Academic Director. |
$10,850 Fee includes lodging and most meals |
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