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IIM Kozhikode | Professional Certificate Program in Marketing & Sales Management

Facilitate seamless collaboration between the Sales & Marketing functions and deliver superior customer value

Course Snapshot
  • FeeINR 1,60,000 + GST
  • Work Experience3 - 30 Years
  • Duration12 Months
  • Delivery MethodOnline
Course Detail

About IIM Kozhikode

IIM Kozhikode was the fifth Indian Institute of Management, founded by Government of India in collaboration with Government of Kerala at Calicut in the year 1996. IIMK also holds the credit for having pioneered the Interactive Distance Learning (IDL) Program for working executives in India. Having started with 300 class contact hours in 2001-02, the year-long Executive Management Education is today the richest available in the country having 450 class contact hours. The Institute today is a leader in Faculty Development Programmes (FDP) and is the major QIP (Quality Improvement Programme) Centre of the All Indian Council of Technical Education, in the field of management education.

Course Overview

The certification course in “Marketing & Sales” aims to improve the knowledge and skill sets of working professionals concerning the alignment of marketing and sales functions to deliver superior customer value and to achieve higher profitability. More specifically, the course has been developed in such a way that it deepens the participant’s understanding of marketing management concepts so that they will be able to appreciate the critical role of the same in the sales planning and management functions.

Course Features

- Certificate of Completion from IIM Kozhikode
- Learn through Real-Life Examples/Case Studies
- Directly Impact Organizational Growth
- 2 day On-Campus immersion module
- Peer Learning

Course Objectives

Upon successful completion of this course, participants will be able to:
- Understand the foundations of marketing and be able to connect them with sales
- Have better clarity in terms of basic marketing parameters and its interlinkages with sales functions
- Possess improved knowledge and skill sets that support marketing related planning and execution in organizations through the sales team's contributions in the areas of product development, pricing, place related decisions, and marketing promotion mix decisions
- Deepen the awareness and understanding of the typical conflicts between marketing and sales, and how to resolve them
- Equip themselves to plan and prepare timely recommendations that support the alignment of sales & marketing.

Who should attend

- Marketing & Sales Executives: Working Executives in Marketing/Sales or allied roles seeking an advancement in their current job profile
- Working Professionals: Executives across any functional area, who aspire to make a career shift into marketing and sales
- Marketing & Sales Managers: Managers who wish to comprehend the dynamics between marketing and sales to effectively manage the functions and drive higher revenue

Course Schedule

Duration: 12 Months
Start Date: 10th Nov 19
Schedule: 3 hours every Sunday from 02.30 pm to 05.30 pm IST

Desired Candidate Profile


> For Indian Participants: Graduates (10+2+3) or Diploma Holders (only 10+2+3) from a recognized University (UGC/AICTE/DEC/AIU/State Government) in any discipline
> Diploma Holders (10+3) will be considered on a case to case basis subject to having a minimum of 10 Years of work experience in a supervisory role at the time of applying for this course
> For International Participants - Graduation or equivalent degree from any recognized University or Institution in their respective country

Work Experience

> Minimum of 3 years overall experience in Marketing & Sales function or at least 5 years of work experience in a business enterprises in a managerial position

Course Modules

Module 1: Introduction to Marketing
Module 2: Devising Marketing Strategies and Plans
Module 3: Marketingg Information System
Module 4: Target Audience
Module 5: Building Strong Brands
Module 6: Customer Value
Module 7: Personal Selling
Module 8: Sales Organizations
Module 9: Forecasting
Module 10: Channel management
Module 11: Understanding distribution
Module 12: Supply chain management