About Programme
Develop strategic capabilities to manage markets, create customer value, and build long-term business relationships.
"Business-to-business (B2B) marketing plays a critical role in organisational growth, profitability, and long-term competitiveness. Unlike consumer markets, B2B markets are characterised by complex buying processes, multiple decision-makers, higher perceived risk, and long-term relationships. Managers operating in such environments must not only understand markets and customers but also align value propositions, pricing, branding, communication, and selling efforts across organisational functions. This programme is designed to provide participants with a comprehensive understanding of B2B marketing from a managerial and execution-oriented perspective. It aims to equip participants with conceptual clarity and practical frameworks for analysing B2B markets, managing organisational buying behaviour, designing effective marketing strategies, and building trust-based customer relationships. The programme emphasises actionable insights that participants can apply directly in their professional roles."
Pedagogy
An interactive, discussion-led learning experience grounded in real-world application and peer insights.
Conceptual Lectures & Frameworks
Structured sessions covering core B2B marketing concepts with clear managerial implications.
Case Discussions & Industry Contexts
Real-world examples and industry scenarios to understand how B2B decisions are made and executed.
Peer Learning & Experience Sharing
Collaborative discussions drawing on participants’ diverse industry experiences to enrich learning.
Application-Focused Discussions
Translate concepts into actionable insights tailored to participants’ organizational contexts.
Programme Audience
Early to Mid-Career Professionals
Managers across marketing, sales, business development, procurement, operations, and product roles in B2B organizations.
Sales & Marketing Professionals
Individuals managing key accounts, customer relationships, and market-facing roles seeking deeper strategic clarity.
Technical & Functional Managers
Professionals aiming to transition into or collaborate more effectively with B2B marketing roles.
Professionals Driving Market Growth
Managers responsible for expanding markets, improving customer value, and strengthening business relationships.
Programme Benefits
An interactive, discussion-led learning experience grounded in real-world application and peer insights.
Conceptual Lectures & Frameworks
Structured sessions covering core B2B marketing concepts with clear managerial implications.
Case Discussions & Industry Contexts
Real-world examples and industry scenarios to understand how B2B decisions are made and executed.
Peer Learning & Experience Sharing
Collaborative discussions drawing on participants’ diverse industry experiences to enrich learning.
Application-Focused Discussions
Translate concepts into actionable insights tailored to participants’ organizational contexts.
Other programs in this subject area you might find useful
Same topic, Similar duration - Broader exploration across all institutes
Contact us for the further details
Speak with an Advisor
- Programme Objective
- Contact Person Details
- Testimonials
- Brochure
Prashansa Uttam
Programme Advisor
XLRI - Xavier School of Management
Executive Education Office
NA
NA
NA
https://www.xlri.ac.in
Jamshedpur, India
Tell us about your program enquiry
Fill out the form below and our team will get back to you within 24 hours.
