Speak to our career guidance expert; Dr. Rajani at 74280 22741

​

The Program is specially designed for individuals wishing to pursue a career in Sales & Marketing. The program provides basic understanding of contemporary approaches to acquiring, retaining and growing business with various stakeholders in the market in an efficient and effective manner. The Program would help participants in developing broad understanding of emerging Sales & Marketing frameworks and their relationships with other business functions to grow in the market and will also focus on ‘cutting edge’ issues concerning sales and marketing practices including brand, services, distribution channel management and people management issues. The program faculty will focus on synergy between in-field practice and in-class learning. The program would also provide opportunities for specialized focus on Sales Management for Pharmaceutical, Banking and Financial services, FMCG Industries along with Industrial Sales.

​

The program will help the participant to

• Understand & identify the challenges in today’s market place

• 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

• Be able to learn how to manage, motivate and lead sales and marketing teams

• Understand the fundamentals of channel design and development

​

Learning 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.

 

    KNOW MORE; CLICK HERE   
 

Key Learning Outcomes

• 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

​

Course 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.

​

    DOWNLOAD BROCHURE HERE   

​

Program Curriculum

Course Title

Level 1: General Management for Marketing

Module 1:  Fundamentals of Management

Module 2: People Skills for Sales & Marketing Professionals

​

Level 2: Sales and Marketing: Fundamentals

Module 3: Marketing Management

Module 4: Sales & Distribution Management

Module 5: Marketing Research and Analytics

Module 6: Services Marketing

​

Level 3: Specialized Modules in Sales and Marketing

Module 7: Pricing Decisions

Module 8: Consumer Behavior

Module 9: B2B Sales and Marketing

Module 10: Marketing Communications

Module 11: Digital Marketing

Module 12: Marketing Strategy Simulation and Conclusion

​

Duration: 1 year

​

LIVE Online Classes Scheduled 

Thursdays 6:45 PM – 9:45 PM

Sundays    3:30 PM – 6:30 PM

​

Campus Visit

Campus Visit 1:  3 days towards the mid of the programme

Campus Visit 2: 4 days at the end of the programme.

​

The campus visit modules will be conducted subject to the evolving pandemic situation and will depend on Government and Institute rules related to the pandemic. In case the campus modules cannot be conducted the equivalent hours will be conducted online.

​

Evaluation Methodology

​

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. For modules that are evaluated, participants will be given any one of the following grades: “Excellent”, “Good”, “Fair” and “Poor”.

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. Those with requisite attendance but unable to complete successfully will receive a “Certificate of Participation”. Giving feedback is an integral part of the completion requirements of the programme. It will be mandatory for all participants to attend the campus modules.

 

Who can take part

​

• Applicants should be working professionals/self-employed.

• Graduates / Post-Graduates recognized by UGC/AICTE in any discipline with min. 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.

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

• The sessions will be delivered through the TEEL online platform and through face-to-face sessions at IIM Calcutta campus. 

• Campus modules will remain compulsory for all.

​

Registration Fee     -     Rs. 9,900 plus GST

Processing Fee        -     INR 15,000/- +GST Processing Fee includes INR 9,900 towards Registration Fee

                                       and INR 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 INR 2,500/- by way of         

                                       administrative charges.

​

*Amounts exclusive of GST    -   Total Fees Rs. 4,20,000 + GST (Excluding registration fee)

Installment Schedule 

​

During Application                                 - INR 51,00.00

Within one week of offer rollout            - INR 1,04,900.00

Installment II -  10th December 2023     - INR 1,10,000.00

Installment III  - 10th March 2024          - INR 1,10,000.00

Installment IV  - 10th June 2024             - INR 1,10,000.00

​

​

Certificate and 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 66% 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.

Disclaimer: All certificate images are for illustrative purposes only and may be subject to change at the discretion of IIM Calcutta.

​

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 66% 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.

​

Disclaimer: All certificate images are for illustrative purposes only and may be subject to change at the discretion of IIM Calcutta.

​

Sample Certificate

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​