Executive Programme in Sales & Marketing
Associate for Technical and Student Support:
Times Professional Learning, A Division of Bennett, Coleman & Co. Ltd.
Having a great product alone is not guaranteed of success in today’s world, the product should fulfill customer needs and the value of the product should be communicated effectively by the sales & marketing team to ensure the success. In today’s competitive environment Marketing & Sales are key drivers for winning and retaining new business. The programme will combine balance of theoretical and practical knowledge to participants. The programme will help participants to get the latest marketing and sales trends, work with the most efficient tools on the market and will get equipped with all the necessary skills in this fast-changing business environment.
- Learn about the marketing mix and creating an value proposition
- Understand customers and what motivates buying behavior
- Evaluate and think critically about marketing communications to brand building methods
- Get comprehensive knowledge of sales & marketing domain
- Contextually designed for working executives.
- Programme faculty team includes the best of the domain experts.
- Focus on real business use cases.
Foundations of Marketing
Analyzing Marketing Environment
Forecasting and Demand measurement
Creating marketing plan
Conducting Marketing Research
Importance of Marketing Research
Marketing Research process
Factors affecting consumer behaviour such as cultural, social and personal
Understand consumer buying decision process
New Product Development
Challenges in developing new products
Development Process: From Ideas to Concept to Strategy
Pricing Methods & Strategies
Consumer psychology& pricing
Social Media Marketing
Word of Mouth marketing
Product life cycle marketing strategies
Role of the sales force
Role of selling within marketing
Managing and controlling the sales force
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
The dynamic nature of channels
Distribution system design
Managing distribution channels
Physical distribution and logistic
Creating and Managing Integrated Marketing Communications
Role of marketing communications
Understanding Marketing Mix
Developing effective communications
Emerging Trends in Marketing
Customer participation in Services
Managing Service quality and Customer Experience
Organisational buying behaviour
Duration & Number of Session Hours
Duration: 12 Months
Number of Sessions (75 Minutes each): 120
On-campus module of 3 days duration: around 12 sessions
One or two sessions from some of the courses will become part of the on-campus orientation module. In case the on-campus module is not confirmed due to Covid situation, the same will be included in the total number of sessions.
Online: 108 sessions
Number of Hours: Approx. 150
The pedagogy will be a judicious mix of lectures, case discussions, project work, term papers, and assignments etc.
Performance of participants will be monitored on a continuous evaluation basis through quizzes, assignments, tests and examinations. The participant is required to score minimum marks/grades as decided by the Institute from time to time to complete the course.
Successful Completion Certificate by IIM Indore in a valedictory ceremony to be held on the campus.
- Diploma (10+2+3)/Graduate/Post Graduate from Universities recognised by Association of Indian Universities
- At least 50% marks in either Diploma or graduation or post-graduation (or its equivalent)
- Minimum two years of work experience after graduation
How the Courses will be Delivered:
Courses will be delivered through on-line mode using an appropriate technology Synchronized platform. Lectures will be delivered through broadband based technology involving two-way audio and video communication. Sessions will be held once in a week, generally on weekends. Participants can attend sessions directly from their desktop/laptop (Direct-2-device). Participants will be provided reading materials etc. for each course. They may also interact with the concerned faculty through e-mails/ chat mode.
The academic sessions will start from August 2021. Sessions will be held on every Sunday.
The normal timing of the sessions will be as follows:
Sunday, First session : 12:00PM to 13:15PM
Sunday, Second session : 13:30PM to 14:45PM
The time gap between two consecutive sessions is to give the participants a break. On some days, the classes may extend beyond the mentioned time. In addition to attending interactive sessions, participants have to undertake online quizzes, assignments, and examinations.
Programme Activity Timelines
|Application Closure||12th September 2021|
|Date of 1st Instalment Payment||19th September 2021|
|Date for Academic Orientation||26th September 2021|
|The date for 1st Session (Commencement of Programme Delivery)||26th September 2021|
|Tentative Programme End Date||August 2022|
Total Fees and Payment Schedule*
|Amount Rs. (Excluding GST)|
|Registration Fee&Application Fee (Application Fee Rs. 2,500 Non Refundable)||Rs. 10,000/-|
|Programme Fee (1st Instalment) payable at the time of admission (excluding GST)||Rs. 51,200/-|
|Programme Fee 2nd Instalment – 10th December 2021 (excluding GST)||Rs. 52,500/-|
|Programme Fee (3rd Instalment) – 10th March 2022- (excluding GST)||Rs. 50,000/-|
|Programme Fee (4th Instalment) – 10th June 2022- (excluding GST)||Rs. 50,000/-|
|Total Fees (GST, extra) (Fee Rs. 2,10,000 + Bank Charges 3,700)||Rs.2,13,700/-
|Overall Fees (including GST @ 18% and Bank Charges of Rs. 3,700/-)||Rs. 2,51,500/-
* In case of participants paying fee via NEFT, RTGS, IMPS, Cheque, DD will get a waiver of 1.5% (maximum up to Rs. 3,700/-) on overall fees of Rs. 2,51,500/-.
*Exact Dates will be notified later.
The participant who completes the programme successfully will be eligible for the Executive Education Alumni status of IIM Indore. The participant is required to apply separately along with the necessary fee of Rs.1,000/- per person (for two years) and Rs. 10,000/- per person (for Lifetime) to register his name with IIM Indore Executive Education Alumni.
Benefits of IIM Indore’s Alumni include:
a) Subscription to the brochures and newsletters from IIM Indore
b) Access to the IIM Indore Campus Library (on-site access only)
c) Official email ID of the institute
Please note that all the dates are subject to change due to pandemic situation.
For more details contact: firstname.lastname@example.org
You may also contact Academic Counsellor of our technical partner Times Professional Learning, A Division of Bennett, Coleman & Co. Ltd. for this programme on: email@example.com