Next start & fee
Program length: 5 weeks of study (4-6 hours per week)
2019
from
21
Jan.
to
24
Feb.

Lausanne

CHF 1,950

2019
from
01
Apr.
to
05
May

Lausanne

CHF 1,950

2019
from
24
June
to
28
July

Lausanne

CHF 1,950

2019
from
11
Nov.
to
15
Dec.

Lausanne

CHF 1,950

SPECIAL OFFER

CHF 1,750 for IMD alumni

Create and communicate more value to your customers

In today’s B2B environment, you need innovative ways to communicate superior value to your customers. B2B Pricing Strategy gives you a deeper understanding of value-based pricing and enhances your critical pricing and procurement negotiation capabilities.

You will enrich your knowledge about what B2B customers really want and use these insights to define a better value proposition for your business. Through greater understanding of value-based segmentation, price elasticity, and pricing psychology, you will work out when offering a discount is a smart idea — and when premium pricing is the right strategy.

You will complete the program by creating a concrete action plan to increase your company’s profit margin.

sell value

Learn to sell value rather than attributes to customers

competitors

Successfully counter low-cost competitors in your markets

Negotiate

Negotiate more efficiently with procurement services

benchmarking

Improve your benchmarking competencies

What's special about learning online @IMD?

Personalized coaching at each step, live open sessions with your professors and frequent interaction with peers ensures an immersive and interactive learning experience.

World-class faculty introduce you to the very latest in business knowledge and provide you with the tools and skills to overcome challenges and find solutions.

Constant opportunities to apply what you learn to your own business context ensure real impact back at work - surveyed alumni score application of knowledge as 8.7/10.

IMD's Online programs have a 92% completion rate - online learning provides an excellent platform to strengthen your business skills while being flexible enough to fit into an already busy schedule.

Videos
23
Videos
Business cases
9
Business cases
Group work sessions
6
Group work sessions
Coaching feedback
8
Touchpoints with professional learning coach

The program has empowered me with insights to refine, apply and govern our pricing policy across EMEA enabling me to eliminate unnecessary margin sacrifices on the short-term and build a strategy for long-term margin security. The course has also connected me with peers across industries and regions along the way which I value and intend to maintain in future.

Pavel Andreev

Strategic Revenue Management Director, Mars Wrigley Confectionary

IMD business school rankings

At the top of the charts

Our executive education programs are ranked highly by the world's most influential business publications.

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