IIM Calcutta Executive Programme In Sales and Marketing
This course is designed to help participants develop a broad understanding of emerging Sales & Marketing frameworks and their relationships with other business functions to drive organizational growth.
IIM Calcutta’s Executive Programme in Sales & Marketing (Batch 16) is an excellent opportunity for participants to develop a broad understanding of emerging sales and marketing frameworks and their relationships with other business functions. The programme is designed to equip participants with the knowledge and skills they need to drive organisational growth, enhance customer relationships, and improve overall business performance.
Pedagogy
The programme will leverage technology and employ a highly interactive pedagogy consisting of a judicious blend of lectures, real-life case studies, quizzes, projects, and assignments.
Key Learning Outcomes
This programme will provide the participants with :
- Understand and identify the challenges in today’s marketplace
- Understand the conceptual frameworks in sales and marketing
- Understand customer and market orientation for business success
- Understanding the roles and responsibilities of a manager dealing with sales and/or marketing
- Learn how to manage, motivate, and lead sales and marketing teams
- Understand the fundamentals of channel design and development
Programme Highlights
One-year online programme for working professionals
Campus immersion module of 7 days
Simulation component and capstone project
Peer-learning & networking opportunities
The program is taught by experienced faculty and business leaders who can provide valuable insights
IIM Calcutta Executive Education Alumni status
Programme Delivery
Sessions will be conducted via a state-of-the-art Interactive Learning (IL) platform and delivered in Direct-to-Device (D2D) mode that can be accessed by learners on their Desktop, Laptop, Tablet, or Smartphone.
Campus Immersion
- There will be 7 days of campus immersion at IIM Calcutta, 3 days towards the mid of the programme and 4 days at the end of the programme.
- It is mandatory for participants to attend the campus visit for successful completion of the programme.
- The campus visit will be conducted subject to the evolving pandemic situation and will depend on government and institute regulations, advisories, and guidelines related to the pandemic.
- In case the campus module is not confirmed due to any reason, the same will be included in the total number of online sessions.
Who should attend?
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
Admission 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.
How It Works
Step 1
Select the course of your interest and register
Step 2
Receive Counselling from our Programme Advisors
Step 3
Pay the Preliminary Course Fee
Step 4
Get your documents verified & appear for Interview if applicable
Step 5
Obtain the Offer Letter and Give your Acceptance
Step 6
Complete Onboarding and commence Course
Programme Fee
| Particulars | Amount (in ₹)* |
| Processing Fee | ₹15,000** + GST |
| Total Fees (Excluding Registration Fee) | ₹4,20,000 + GST |
Note:
- *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.
Installment Schedule
| Installment I | Installment II | Installment III | Installment IV | ||
| Date | During Application | Within one week of offer rollout | 10th December, 2023 | 10th March, 2024 | 10th June, 2024 |
| Amount* (₹) | ₹5,100 + GST | ₹1,04,900 + GST | ₹1,10,000 + GST | ₹1,00,000 + GST | ₹1,00,000 + GST |
*GST will be added as applicable.
Important Dates
| Application Deadline Date | 17th September 2023 |
| Programme Start Date | 24th September 2023 |
| Programme End Date | September 2024 |
Assessment & Evaluation
Participants are evaluated on the basis of examinations for all the courses. Examination/Evaluation will be Institute’s responsibility. Examinations shall be conducted with the support of TEEL. Evaluation will be held for individual modules, but not for modules that are held on campus. Participants will be given any one of the following grades: ‘Excellent’; ‘Good’; ‘Fair’; or ‘Poor’. The cut-off marks for the grades will be revealed but not the actual marks obtained. Those getting not more than two ‘Poor’ grades will get a ‘Certificate of Successful Completion’ of the programme and the course-wise grade list will be mentioned in the certificate. Those getting more than two ‘Poor’ grades will get a ‘Certificate of Participation’ in the programme and the grade list will not be mentioned in the certificate.
Attendance Criteria
A minimum of 75% attendance is a prerequisite for the successful completion of the programme Participants with less than 66% attendance will not be permitted to appear for the exams.
Course Certification & Alumni Status
- 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’.
- Participants who receive a successful completion certificate will be given IIM Calcutta Executive Education alumni status.
Sample Certificate
Disclaimer: All certificate images are for illustrative purposes only and may be subject to change at the discretion of IIM Calcutta.
Module 1 : Fundamentals of Management
1
1.1 : Strategic 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.
2
1.2 : Economics
3
1.3 : Basic Financial Acumen for Sales & Marketing
Module 2 : People Skills for Sales and Marketing Professionals
1
2.1 : Emphasises the importance of interpersonal skills and emotional intelligence in navigating the dynamic business landscape.
Focuses on developing essential people skills for sales and marketing professionals.
2
2.2 : Recognises the impact of these skills on driving sales, building customer loyalty, and fostering productive collaborations.
Module 3 : Marketing Management
1
3.1 : Core marketing principles
2
3.2 : Market analysis and planning
3
3.3 : Product and brand management
4
3.4 : Pricing, distribution, and integrated marketing communications to develop well-rounded marketing expertise
Module 4 : Sales & Distribution Management
1
4.1 : Sales team management
2
4.2 : Distribution channel design, and coordination of sales and distribution activities
3
4.3 : Skills to optimise sales performance and enhance market reach
Module 5 : Marketing Research and Analytics
1
5.1 : Knowledge and tools to conduct market research, conjoint analysis, A/B testing, basics analysis using Excel
2
5.2 : Analyse data, and apply insights to drive data-driven marketing decisions and strategies
Module 6 : Services Marketing
1
6.1 : Services marketing, including service design, delivery
2
6.2 : Quality management, and customer relationship management
Module 7 : Pricing Decisions
1
7.1 : Pricing strategies, tactics, and analytics
2
7.2 : Techniques to effectively price products and services for maximum profitability and market competitiveness
Module 8 : Consumer Behaviour
1
8.1 : Understand the consumer decision-making process
2
8.2 : Explore the influence of psychological, social and cultural factors on consumer behaviour
3
8.3 : Develop marketing strategies that resonate with target audiences
Module 9 : B2B Sales and Marketing
1
9.1 : POS systems, Ecommerce systems, Order management and salesforce management
2
9.2 : Business-to-business marketing, including relationship management
3
9.3 : Value proposition development
4
9.4 : Channel strategies to succeed in B2B markets
Module 10 : Marketing Communications
1
10.1 : Strategic planning and execution of marketing communications
2
10.2 : Advertising, public relations, sales promotion
3
10.3 : Digital marketing to effectively engage target audiences
Module 11 : Digital Marketing
1
11.1 : Focuses on the dynamic nature of digital marketing in today's digital era. Google analytics, Adobe analytics, Social media listening – Radian 6
2
11.2 : Emphasises the need for businesses to effectively utilise digital channels and technologies to connect with their target audiences
3
11.3 : 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
1
12.1 : Strategic marketing decision-making through simulations
2
12.2 : Marketing strategy and its impact on business success
Yes, Upon rejection, candidates will be refunded the processing fee of ₹10,000 is by IIM Calcutta.
No, Candidates should be working/self-employed and should have a minimum of 2 years of work experience (full-time, paid employment) post-completion of qualifying education as of the application closure date.
A minimum of 66% attendance is a prerequisite for the successful completion of the program.
For admission to the executive programme in sales & marketing at IIM Calcutta, The selection will be based on the candidate’s overall profile evaluation, subject to meeting eligibility criteria. Candidates will have to submit an SOP (Statement of Purpose) while applying, along with other relevant documents.
Class Timings:
Sundays 3:30 PM – 6:30 PM
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