Indian Institute of Management Calcutta (IIMC)

Executive Programme In Sales & Marketing

This program aims to assist participants in cultivating a comprehensive grasp of evolving Sales & Marketing frameworks and their interconnectedness with other facets of business operations to foster organizational expansion

Program Overview

IIM Calcutta's Executive Programme in Sales & Marketing (Batch 16) offers a valuable opportunity for participants to cultivate a comprehensive comprehension of emerging sales and marketing frameworks and their interplay with various business functions. This program is meticulously crafted to empower participants with the expertise and competencies necessary for advancing organizational growth, bolstering customer relationships, and enhancing overall business efficacy

Course Content

  • Module 1: Fundamentals of Management

  • Focuses on providing participants with a strong foundation in fundamental management concepts with the necessary knowledge and skills to effectively navigate the dynamic business landscape:

  • Strategic Management

  • Economics

  • Basic Financial Acumen for Sales & Marketing

  • Module 2: People Skills for Sales and Marketing Professionals

  • Focuses on developing essential people skills for sales and marketing professionals.

  • Emphasizes the importance of interpersonal skills and emotional intelligence in navigating the dynamic business landscape.

  • Recognizes the impact of these skills on driving sales, building customer loyalty, and fostering productive collaborations.

  • Module 3: Marketing Management

  • Core marketing principles

  • Market analysis and planning

  • Product and brand management

  • Pricing, distribution, and integrated marketing communications to develop well-rounded marketing expertise

  • Module 4: Sales & Distribution Management

  • Sales team management

  • Distribution channel design, and coordination of sales and distribution activities

  • Skills to optimize sales performance and enhance market reach

  • Module 5: Marketing Research and Analytics

  • Knowledge and tools to conduct market research, conjoint analysis, A/B testing, basic analysis using Excel

  • Analyze data, and apply insights to drive data-driven marketing decisions and strategies

  • Module 6: Services Marketing

  • Services marketing, including service design, delivery, quality management, and customer relationship management.

  • Module 7: Pricing Decisions

  • Pricing strategies, tactics, and analytics

  • Techniques to effectively price products and services for maximum profitability and market competitiveness

  • Module 8: Consumer Behavior

  • Understand the consumer decision-making process

  • Explore the influence of psychological, social, and cultural factors on consumer behavior

  • Develop marketing strategies that resonate with target audiences

  • Module 9: B2B Sales and Marketing

  • Focuses on:

  • POS systems, E-commerce systems, Order management and Salesforce management

  • Business-to-business marketing, including relationship management

  • Value proposition development

  • Channel strategies to succeed in B2B markets

  • Module 10: Marketing Communications

  • Strategic planning and execution of marketing communications

  • Advertising, public relations, sales promotion

  • Digital marketing to effectively engage target audiences

  • Module 11: Digital Marketing

  • Focuses on the dynamic nature of digital marketing in today's digital era. Google analytics, Adobe analytics, Social media listening – Radian 6

  • Emphasizes the need for businesses to effectively utilize digital channels and technologies to connect with their target audiences

  • Explores the significance of digital channels, social media, content marketing, and analytics in developing effective digital marketing strategies

  • Module 12: Marketing Strategy Simulation and Conclusion

  • Provides hands-on experience in:

  • Strategic marketing decision-making through simulations

  • Marketing strategy and its impact on business success

Course Details

Mode of Study

Live Online with Campus Exposure

Class schedule

Sundays 3:30 PM – 6:30 PM

Campus classes

7-Day, on-campus immersion at IIM Calcutta

Duration of the Program

12 Months

Who this program is for?

This programme is specially designed for working/self-employed professionals wishing to pursue a career or acquire contemporary knowledge and skills in sales and marketing. Junior and middle level executives looking to make a career in sales and marketing in Pharmaceuticals, FMCG, Banking & Financial Services, Industrial Products, etc.

Eligibility Criteria

  • Applicants should be working professionals/self-employed.

  • Graduates/Post-Graduates recognised by UGC/AICTE in any discipline with minimum 50% marks [aggregate - considering results of all years (e.g., 3 or 4 together)]

  • Minimum 2 years of work experience* (full-time paid employment) post completion of Graduation as on Application Closure Date

Selection Criteria

The selection will be based on the candidate’s profile evaluation – educational qualification, allied experience, and Statement of Purpose – subject to meeting eligibility criteria.

Does this program comes with Alumni Status?

Yes

Alumni Benefits

Participants who receive a successful completion certificate will be given IIM Calcutta Executive Education alumni status.

Important Dates

Application Deadline 15th Oct 2023
Program Start Date 29th Oct 2023

Fees Details

Application Processing Fees 15,000
Program Fees INR 4,20,000

Fees Notes

*GST will be additional as applicable. **The Processing Fee is ₹15,000 which includes ₹9,900 towards Registration Fee and ₹5,100 towards the Programme Fee. Processing Fee to be refunded in case the applicant’s profile is rejected by IIM Calcutta subject to a deduction of ₹2,500 by way of administrative charges. All Fees are payable to TEEL. This is with reference to the refund of the Processing Fees, please note that the Processing Fee shall not be refunded in the following circumstances: In case the candidate rejects the offer issued by the Institute; and In case the application is rejected due to submission of incomplete documents and/or providing incomplete information and/or eligibility criteria not fulfilled.

Certificate Details

  • Candidates will successfully complete the programme if they have met the attendance requirements and have received ‘Poor’ grade in not more than two modules. Successful candidates will receive a ‘Certificate of Successful Completion’ from IIM Calcutta.

  • Participants with requisite participation but unable to complete successfully, will be awarded a ‘Certificate of Participation

Sample Certificate

Key points about this program.

  • One-year online programme for working professionals

  • Campus immersion module of 7 days

  • Simulation component and capstone project

  • Peer-learning and networking opportunities

  • IIM Calcutta Executive Education Alumni status
Apply By: 15th Oct 2023
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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.

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