Offered by Indian Institute of Management Calcutta (IIMC)
A 12-month live online executive programme with two campus immersions that equips junior–mid professionals and career switchers with AI-enabled marketing, CRM, analytics, simulation and leadership skills to drive customer-centric revenue growth.
Indian Institute of Management Calcutta (IIMC)
IIM Calcutta’s Executive Programme in Sales & Marketing is a one-year, executive-level programme that blends contemporary frameworks in sales and marketing with practical, industry-focused learning. The curriculum covers marketing fundamentals, digital marketing, marketing research & analytics, AI & ML for marketing, CRM, channel design, B2B strategies, and a marketing strategy simulation to test strategic decision-making.
Designed for junior and mid-level professionals, the programme combines live weekend online classes with two compulsory on-campus immersions (3 days mid-programme, 4 days at the end) and a faculty-guided capstone project. Participants gain tools to lead sales and marketing teams, design customer-centric growth strategies, and translate analytics into revenue-driving action.
Learning is delivered through interactive live sessions, case studies, quizzes, assignments, a simulation and a capstone project — emphasising practical application and leadership skills relevant to Pharma, FMCG, BFSI and industrial sales contexts.
Key highlights and core differentiators that set this program apart.
Marketing strategy simulation to practise strategic decision-making
Faculty-guided capstone project with IIM Calcutta faculty
Two mandatory campus immersions (3 days + 4 days) for in-person immersion
Focus on AI & ML for Marketing and modern analytics
IIM Calcutta Executive Education alumni status on successful completion
Core capabilities, strategic skills, and managerial frameworks you will acquire.
Essential delivery mode, timeline, and candidate eligibility at a glance.
Comprehensive breakdown of course modules, masterclasses, and hands-on projects.
Introduction to Economics
Economics for the digital age
Corporate Financial Reporting and Auditing
Financial acumen for digital sales and marketing
Introduction to Strategic Management
Porter's Five Forces
PESTEL Analysis
SWOT Analysis
Interpersonal skills for teams, including virtual teams
Emotional intelligence in work settings, including remote settings
Introduction to Marketing
Marketing Vs Selling
Needs, wants, demand and value
Marketing Mix
Holistic Marketing
Marketing Environment
Introduction to Marketing Research
Marketing Research methods and techniques
Descriptive and Inferential Analytics
Predictive and Prescriptive Analytics
Innovations in service design and delivery using technology
Implementing quality management systems in service industries
Introduction to branding
Brand Management in the Digital World
Product and brand management in the social media landscape
Digital consumer decision-making processes
The impact of social media, online reviews, and influencer marketing on consumer behaviour
Dynamic pricing algorithms & Strategies
Price optimisation models for e-commerce
Marketing Communication Mix
Marketing Communication Strategy
Steps in creating an effective communications plan
Introduction to Digital Marketing & types of digital marketing
Digital Marketing Strategy
- Search Engine Marketing (SEM): Paid Search Marketing + SEO + Gen AI impact on SEM
Social media marketing (Paid and Organic) and Influencer Marketing
Strategic use of social media, search, and content marketing
- Branding in the Digital World: Online brands + Creating digital narratives for brand building
Developing and managing digital campaigns across platforms
Online reputation management
Integrated marketing communications in the age of influencers
Simulating strategic marketing decisions in dynamic markets
Innovation management and disruptive strategy in marketing
ROI of marketing strategies
Predictive analytics and machine learning in Marketing
Use of Gen AI in content, pricing and promotions and Big Data
Creating personalised customer experiences using AI/ML
Automation and Generative AI
Digital customer relationship management and personalisation
Customer Lifetime Value and CLV Analysis
Integrating CRM and ERP systems for seamless operations
CRM Systems and Sales Automation
Designing and managing digital distribution channels
Sales Performance Metrics and KPIs
Sales Forecasting and Predictive Analytics
Sales Data Visualisation and Reporting
Sales Enablement Tools and Techniques
Managing remote sales teams
Leveraging analytics for sales performance optimisation
Continuous upgrade of sales plans
Omnichannel market analysis and planning
Format, class schedules, campus immersion details, and evaluation criteria.
Sunday · 10:00-13:00 · Weekly · Sundays - 10:00 AM – 1:00 PM (live online weekend classes)
Two compulsory campus visits at IIM Calcutta: Campus Visit 1 — 3 days (mid-programme); Campus Visit 2 — 4 days (end of programme); total 7 days.
The pedagogy will be highly interactive and will leverage technology, combining live lectures, real-life case studies, quizzes, projects and assignments.
Examination/Evaluation is the Institute’s responsibility and will be conducted with support of TEEL.
Evaluation held for individual modules (not for campus modules); graded as “Excellent”, “Good”, “Fair” or “Poor”.
A minimum of 75% attendance is required for successful completion; participants with
Eligibility criteria, work experience requirements, and admission steps.
Junior/Mid-Level Professionals: A junior or mid-level executive in sales or marketing looking to accelerate your career growth across any industry.
Working Professionals: A professional in sectors like Pharma, FMCG, Banking & Financial Services, or Industrial Products aiming to gain specialized, cutting-edge skills.
Marketing Managers: A manager ready to take on greater responsibility for leading, motivating, and managing high-performing sales and marketing teams.
Career Switchers: A professional from any background aiming to transition into a strategic role by understanding how to acquire, retain, and grow business.
Designed for working professionals and self-employed individuals with the academic qualifications and industry experience to advance their sales and marketing careers.
A minimum of three (3) years and a maximum of 10 years of full-time paid work experience after completing your graduation.
Graduate or postgraduate degree in any discipline with a minimum of 50% aggregate marks from a UGC/AICTE-recognised institution, along with 3: 10 years of full-time paid work experience after graduation.
Applications with credentials and corporate nominations are accepted, subject to eligibility as outlined by IIM Calcutta.
The selection will be based on the candidate's profile, including education, work experience, and Statement of Purpose.
All applicants must meet the minimum eligibility criteria for their application to be considered for final selection by IIM Calcutta.
Graduates gain official alumni recognition and lifetime networking privileges.
Executive Education Alumni Status from IIM Calcutta
Access to the IIM Calcutta Executive Education alumni network
Opportunities to connect and engage with fellow professionals
5% Lifelong Learning Discount at IIM Calcutta
Key application deadlines, batch commencement dates, and intake schedules.
| Application Deadline | 18 October 2026 |
|---|---|
| Program Start Date | 29 October 2023 |
| Programme start date | 17 January 2027 |
Campus visit modules may be shifted online subject to Government and Institute rules (e.g., pandemic-related restrictions); equivalent academic hours will be maintained if campus visits cannot be conducted.
Tuition fees, flexible installment schedules, and available financing options.
| Fee or instalment | Amount | Due date / terms | Notes |
|---|---|---|---|
| Processing fee / Application fee | 15,000 + GST | At the time of application | — |
| Programme Fees (Excluding Application Fee) | 4,09,500 + GST | As per chosen instalment schedule | *GST will be additional as applicable |
| Instalment I (Pay in full option) | ₹4,17,500 | Within one week of offer roll out | Pay in Full option shown in DatesAndFees table (amount includes processing/application components as presented) |
| Instalment schedule — Pay in 2 instalments: I | ₹1,02,500 | Within one week of offer roll out | — |
| Instalment schedule — Pay in 2 instalments: II | ₹3,15,000 | 10th May, 2025 | — |
| Instalment schedule — Pay in 3 instalments: I | ₹1,02,500 | Within one week of offer roll out | — |
| Instalment schedule — Pay in 3 instalments: II | ₹1,63,950 | 10th May, 2025 | — |
| Instalment schedule — Pay in 3 instalments: III | ₹1,63,950 | 10th September, 2025 | — |
| Instalment schedule — Pay in 5 instalments: I | ₹1,02,500 | Within one week of offer roll out | — |
| Instalment schedule — Pay in 5 instalments: II | ₹1,30,000 | 10th May, 2025 | — |
| Instalment schedule — Pay in 5 instalments: III | ₹80,000 | 10th September, 2025 | — |
| Instalment schedule — Pay in 5 instalments: IV | ₹80,000 | 10th November, 2025 | — |
| Instalment schedule — Pay in 5 instalments: V | ₹46,500 | 10th January, 2026 | — |
| Standard 4-instalment schedule (programme start 2027 cohort) | 94,500 + GST (I), 100,000 + GST (II), 100,000 + GST (III), 100,000 + GST (IV) | Within one week of offer roll out; 6th March, 2027; 6th June, 2027; 6th September, 2027 | Shown under FeesPaymentContent as an alternate instalment plan for a later cohort |
Programme fees and processing/application fees are exclusive of GST; GST will be charged extra as applicable.
Processing fee / Application fee: ₹15,000 (shown in payment table) — stated as processing fee (15,000 + GST) in FeesPaymentContent.
Any change in applicable taxes during the programme tenure must be borne by students.
Instalments are inclusive of Convenience Fee where applicable.
Campus fee (if any) is not mentioned separately and only the total fee is shown on website/promotional material.
Campus modules are mandatory; if campus modules cannot be conducted due to government/institute rules (e.g., pandemic), equivalent hours will be conducted online.
Common queries about the program, admissions, curriculum, and policies.
The programme is designed for working professionals and self-employed individuals looking to strengthen their sales and marketing capabilities and accelerate career growth.
The programme is spread over one year and delivered through Interactive Online Learning (IOL) mode, with two compulsory campus visits at IIM Calcutta.
Applicants must be working professionals or self-employed individuals with a recognised graduate/postgraduate degree and 3–10 years of full-time work experience after graduation.
The programme covers sales management, marketing strategy, digital marketing, branding, marketing analytics, CRM, AI & ML for Marketing, B2B sales, and sales distribution.
Yes. The programme includes a marketing strategy simulation, capstone project, case studies, assignments, and interactive sessions.
Yes. The programme includes two compulsory campus visits of 3 and 4 days at the IIM Calcutta campus.
Candidates who meet attendance requirements (minimum 75%) and have "Poor" grade in not more than two modules will receive a "Certificate of Successful Completion" from IIM Calcutta. Participants who meet attendance but do not meet successful-completion criteria will receive a "Certificate of Participation". Attendance at campus modules and feedback submission are mandatory.
Indian Institute of Management Indore (IIMI)
Indian Institute of Management Calcutta (IIMC)
Indian Institute of Management Calcutta (IIMC)
Indian Institute of Management Calcutta (IIMC)
About the institute
The Indian Institute of Management Calcutta (IIMC) is a public business school located in Kolkata, West Bengal, India. It was the first IIM to be established in India and is consistently ranked as one of the top management institutes in the country and Asia. IIMC offers various postgraduate, doctoral, and executive education programs in management. The institute is known for its rigorous academic curriculum, case-based learning approach, and strong industry connections. It has a diverse student body and faculty, and a strong alumni network consisting of successful business leaders and entrepreneurs.