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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

Program 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. This improves the participant's ability to comprehend the ways and means to deliver superior customer value by utilizing the potential of sales. Thus, the successful completion of this course will provide directions to a new career orientation by re-orienting their marketing foundations with a strong base in the area of sales management.

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

Program 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

Who should attend

> Marketing & Sales Executives seeking an advancement in their current job profile
> Working Professionals who aspire to make a career shift into marketing and sales
> Marketing & Sales 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: 7th June 2020
Schedule: 3 hours every Saturday from 09:30 am to 012.45 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: Understanding the marketing environment
Module 2: Developing marketing strategies and plans
Module 3: Marketing information system
Module 4: Connecting with customers
Module 5: Building strong brands
Module 6: Delivering value
Module 7: Objective and scope of personal selling
Module 8: Functions and purpose of a sales organization
Module 9: Sales forecasting
Module 9: Channel management
Module 9: Understanding distribution
Module 9: Supply chain management
The 2 day On Campus immersion session is scheduled to be held at IIM Kozhikode towards mid-June 2020. The final dates will be communicated later. Attendance to the On-Campus module is MANDATORY for all participants.