IIM Lucknow - Executive Management Program in Sales and Marketing (2-30 yrs)

1 Year Executive program in Sales & Marketing

Course Snapshot
  • FeeINR 2,05,000 + Taxes
  • Work Experience2 - 30 Years
  • Duration1 Year
  • Delivery MethodBlended- Online
Course Detail

ABOUT IIM LUCKNOW
- Indian Institute of Management Lucknow was set up by the Government of India in 1984.
- IIML's mission is to be a global, socially conscious and integrated school of management.
- IIM Lucknow was the first IIM to start an additional campus in the country.
- The Noida Campus is positioned as a leader in executive education through long-term executive education programs.

PROGRAM OBJECTIVES
- Build understanding about consumer insights in Indian context
- Focus on recruiting, managing and leading sales teams
- Focus on selection, evaluation and management of conflicts in distribution channels
- Highlight contemporary issues in marketing like retail management, digital marketing, CRM, and services marketing.

CERTIFICATION
Those participants who decide to take up the exams during the program and qualify in comprehensive assessment standards drawn by IIML shall be awarded 'Certificate of Successful Completion'.
Those participants who meet the requisite attendance, but do not take up/qualify comprehensive assessment based on the recommendation of the faculty, will receive a 'Certificate of Participation'.
Certificates will be issued by IIM Lucknow

Desired Candidate Profile

WHO SHOULD ATTEND
- Executives with minimum two years of experience who are interested in pursuing career in the area of sales and marketing
- Currently working in the areas of sales/marketing/operations/customer relations/marketing analyst of small, medium and large enterprises
- Those who are assuming marketing responsibilities for the first time, as well as those already in a marketing capacity but without significant formal education in this discipline
- Entrepreneurs, family owned business executives
- Sales professionals who want to make a switch to marketing domain
- Entrepreneurs and family-owned business executives

ELIGIBILITY CRITERIA
- Applicants should be working professionals/self-employed (Need to submit supporting proof)
- Graduates (10+2+3 or equivalent) or post graduates in any discipline with min. 50% marks [(aggregate- considering results of all years (e.g. 3 or 4 together)] recognised by UGC/AICTE/DEC
- Minimum 2 years of work experience post completion of graduation as on 1st Sep 2017.

Course Modules

Sales and Distribution Management
- Core Offerings
- Consumer Needs and Leveraging Value
- Selling Skills for Retail Customers
- Negotiation and Science of Influence

- Elective Offerings
- Sales Force Management
- Distribution Management
- Sales and Distribution in Rural Indian Context
- Key Account Management and Relationship Selling Skills for B2B Customers


Marketing Management
- Core Offerings
- Fundamentals of Marketing Management
- Segmentation, Targeting, and Positioning
- Consumer Behaviour
- Basics of Marketing Research
- Basics of Services Marketing
- Personality Profiling

- Elective Offerings
- Branding and Product Management
- Promotion: Advertisement and Marketing
- Business to Business and Industrial Marketing
- Pricing Strategies
- Retail Marketing: Modern Retail Strategies
- Digital Marketing
- Search Engine Optimization
- Social Media Marketing
- Customer Relationship Management
- Applied Marketing Strategy