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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.

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

Program Highlights
● Certificate of Completion from IIM Kozhikode
● Learn through Real-Life Examples/Case Studies
● Directly Impact Organizational Growth
● 2 day In-Campus Immersion Module
● Peer Learning
● Qualify for Executive Alumni Status from IIM Kozhikode

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

Course Modules

● Role of Marketing Research for Better Marketing and Sales Decision-Making
● Marketing and Sales Analytics
● Data-driven Insights in Marketing and Sales
● Marketing Mix Modeling
● Developing Marketing and Sales Dashboard
● Sales Forecasting and Models
● Product Analytics
● Understanding the Marketing Potential through Data
● Product Potentiality and Feasibility Analysis
● Customer Analytics for Better Marketing and Sales
● Developing Branding Strategies and Plans
● Digital Marketing Analytics
● Marketing Strategy
● Emerging Trends in Understanding Consumers
● Customer Relationship Management
● Customer Experience Management
● Selling
● Sales Force Management
● Sales Force Compensation
● Sales Territory
● Key Account Management
● Negotiation and Influencing
● Design Thinking