Indian Institute of Management Indore

Executive Programme in Sales and Marketing

The Executive Programme in Sales and Marketing offered by IIM Indore equips participants to stay ahead with the latest marketing and sales trends, master effective tools, and develop essential skills for success in today's dynamic business landscape.

Program Overview

In today's competitive market, having a great product alone is not sufficient for success. Effective communication of the product's value is crucial. The Executive Programme in Sales & Marketing at IIM Indore emphasizes the interconnection between marketing and sales, providing a practical and up-to-date understanding of both functions through theoretical discussions and real-world applications.

Course Content

  • Analysing Marketing Environment

  • Segmentation

  • Targeting

  • Positioning

  • Forecasting and Demand Measurement

  • Creating Marketing Plan

  • Factors Affecting Consumer Behaviour Such as Cultural, Social, and Personal

  • Understand Consumer Buying Decision Process

  • Challenges in Developing New Products

  • Development Process: From Ideas to Concept to Strategy

  • Brand Positioning

  • Brand Equity

  • Branding Strategy

  • Understanding Pricing

  • Consumer Psychology and Pricing

  • Pricing Methods

  • Adaptive Pricing

  • Social Media Marketing

  • Word-of-Mouth Marketing

  • Mobile Marketing

  • Growth Strategies

  • Product Life Cycle Marketing Strategies

  • Role of the Sales Force

  • Role of Selling Within Marketing

  • Managing and Controlling the Sales Force

  • Sales Performance

  • Sales Budgets and Their Uses

  • Techniques of Forecasting

  • Importance of Accurate Forecasts

  • The Sales Forecasting System

  • Strategic Channel Choices

  • Types and Classification of Channels

  • Structure of Marketing Channels

  • Channel Co-ordination

  • Channel Conflict

  • The Dynamic Nature of Channels

  • Logistics

  • Distribution System Design

  • Wholesalers

  • Retailers

  • Managing Distribution Channels

  • Physical Distribution and Logistics

  • Role of Marketing Communications

  • Understanding Marketing Mix

  • Developing Effective Communications

  • Emerging Trends in Marketing

  • Services Marketing

  • Unique Characteristics

  • Customer Participation in Services

  • Professional Services

  • Managing Service Quality and Customer Experience

  • B2B Marketing

  • Introduction

  • Organizational Buying Behavior

Course Details

Mode of Study

Live Online with Campus Exposure

Class schedule

Sundays - First session: 02:30 p.m. to 03:45 p.m. Second session: 04:00 p.m to 05:00 p.m. Third session* 07:00 p.m. to 08:15 p.m.

Campus classes

3-Day, on-campus immersion at IIM Indore

Duration of the Program

12 Months

Who this program is for?

  • The programme is ideal for working professionals in sales and/or marketing roles, or those aspiring to pursue a career in these domains

  • Sales professionals wishing to broaden their perspective with marketing knowledge and competencies

  • Marketing professionals desiring to enhance their efficiency with an understanding of sales

  • Working executives seeking a career switch in the sales or marketing domain

Eligibility Criteria

  • Diploma (10+2+3)/Graduate/Post-Graduate from universities recognised by Association of Indian Universities

  • Minimum 50% marks in either Diploma or Graduation or Post-graduation (or its equivalent)

  • Minimum 2 years of full-time work experience* post completion of qualifying education

  • *Internships and training experiences will not be considered as full-time work experience.

Selection Criteria

Participants will be selected based on their application and overall profile.

Does this program comes with Alumni Status?

Yes

Important Dates

Application Deadline 18th Oct 2023
Program Start Date 29th Oct 2023

Fees Details

Registration Fees INR 10000
Program Fees INR 2,40,000

Fees Notes

Participant, at the time of application, pays ₹10,000 + GST which includes ₹2,500 towards Application Fee, ₹3,300 towards Programme Fee, and Bank Charges of ₹4,200. In case of participants paying fees via NEFT, RTGS, IMPS, Cheque, or DD will get a waiver of 1.5% (up to ₹4,200) on the Overall fees of ₹2,87,400. In case a participant profile is rejected by the Institute, ₹7500 (Bank Charges of ₹4,200 only for applicable cases) is refunded to the participant and ₹2,500 of the application fee is non-refundable. *GST will be additional as applicable.

Certificate Details
*All certificate images are for illustrative purposes only and may be subject to change at the discretion of IIM Indore

Sample Certificate

Key points about this program.

  • Contextually designed 12-month programme

  • Balanced combination of theoretical and practical knowledge

  • Campus immersion module of 3 days

  • IIM Indore Executive Alumni Status

  • Focus on real business use cases
Apply By: 18th Oct 2023
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About the Institute

IIM Indore, the Indian Institute of Management Indore, has emerged as a rapidly progressing institution in India. It has maintained a consistent position among the top 10 B-schools in the country for several years. With a strong focus on management education, research, and training, IIM Indore adopts participant-centric teaching methods and contemporary pedagogies to uphold its world-class academic standards. The institute is dedicated to developing socially conscious managers, leaders, and entrepreneurs who can drive positive change in society.

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