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• Broad Contours • Who Should Attend • Unique Features of Program • Program Modules
• Detailed Program Contents
Program Directors :Prof. Mukesh Chaturvedi and Prof Anand G. Khanna Duration : 1 Year Eligibility : Working professionals with a minimum experience of one year, who are graduates (10+2+3 or equivalent) in any discipline.
Schedule : Friday 6.30 to 9.30 PM
Fees : Rs. 125,000/- (This does not include campus visit expenses)
Who should attend? • Exclusively designed for Sales & Marketing professionals who are at early stages of their career – Working Professionals with minimum one year of work experience – Professionals with 1-5 years of experience would be given preference in selection • Professionals who want to acquire managerial skills in sales & marketing to accelerate their career growth • Professionals looking for a rigorous management program in sales & marketing from a reputed institute 4 .
assignments and industry/research based projects besides the lectures in class Business leaders from different industries would be invited to share their experiences Campus Visits 5-day IMT Ghaziabad Campus Module at the start for Program Orientation 3-day IMT Ghaziabad Campus Module at the end of the program Certification Graded Post Graduate Certificate of Successful Completion from IMT Ghaziabad Exclusive Offering on Career Management Workshop on Own Career Management & Growth 5 .Unique Features Pedagogy Designed with a mix of experience sharing. real life case discussions.
4. 13. 5. 8. 10. 3. 15. 11. 14. 12. 7. 6. Marketing Management Sales Management Customer Relationship Management Marketing of Services – Focus on Financial Services Business to Business Marketing Retail Management Managing Integrated Marketing Communication Distribution Management International Marketing Marketing Research Consumer Behavior Product Management Strategic Brand Management Rural Marketing Strategic Marketing Management 6 . 2.Program Modules 1. 9.
DETAILED MODULE-WISE CONTENTS 7 .
the participants would • Understand the basics of marketing • Overview of the key areas in marketing function .Consumer Insight.1. Marketing Management Key Learning Outcomes At the end of this module. Module Contents • Understanding Marketing Management • Capturing Marketing Insights Buying Behaviors of Customers • Connecting with Customers • Building strong Brands • Shaping the Market Offering • Delivering Value to Customers • Communicating Value • Creating Successful Long –term Growth 8 . Marketing Communication. Product Management. Brand Management. etc.
the participants would be able to • Understand the basics of sales management in their organization • Manage their sales force efficiently and effectively Module Contents • • • • • • Nature and Scope of Sales Management Personal Selling and Marketing Strategy Organizing the Sales effort Sales Force Management Controlling the Sales effort International Sales Management 9 . Sales Management Key Learning Outcomes At the end of this module.2.
Permission marketing 10 . the participants would understand • the importance of CRM • achieving customer delight through an efficient CRM Module Contents • Changing nature of marketing and growth of services • Importance of CRM • Customer Development Process • Identifying and measuring customer related factors: customer performance factors.3. Customer Relationship Management Key Learning Outcomes At the end of this module.Customer Roles & Values Sought .Customer Value • Customer Value Management • Customer Retention management • Customer satisfaction and customer delight • CRM software and real life case study in the Indian environment • Customer Equity and Identifying relationships at risks. • Growing through Customer centric process • Company orientations . customer focus factors.
value discipline • Source of competitive advantage in service • Sustainable competitive advantage in service industries • Service consumer behavior • Modeling consumer behavior for strategic implications • Quality issues in services • Quality transformation in service businesses • Service failure and recovery 11 . Marketing of Services Module Contents • Emergence of service economy and service marketing • Service as marketing entity – characteristics and implications • The service marketing tools • Service types and service encounter • Developing service strategy.4.
the participants would be able to • Understand the various principles of marketing in a B2B organizations • Acquire necessary skills to manage the marketing functions in B2B organizations Module Contents • Introduction to Business-to-Business Marketing • Understanding Business Customer’s Buying Process and Behavior • Segmentation of Business Market • New Industrial Product Development • Managing Mature Industrial Products • Branding of Industrial Product • Pricing of Industrial Products • Distribution Channels for Industrial Products • Personal Selling of Industrial Products 12 . Business-to-Business Marketing Key Learning Outcomes At the end of this module.5.
relevance. Targeting and positioning in Indian retailing • Understanding the retail consumer • Retail location strategy • The retail marketing mix • Merchandise management • Organization structure and human resource management in retail • Retail operations • Measurement of performance • Application of IT to retail marketing 13 .6. and trends • Retail formats and theories • Segmentation. Retail Management Module Contents • Retailing: role.
Integrated Marketing Communication Module Contents • Role of Advertising in the Marketing-Mix • The Communication Integrated Marketing Communication (IMC) • Scope of Advertising • How Advertising Works • Forms of Advertising • Advertising Scene in India • Advertising Agency • Advertising Objectives From Marketing objective to Advertising Objective • Advertising Budget • Advertising Message Creation • Advertising Media Planning • Evaluation of Advertising Effectiveness • Advertising and Society • Sale Promotion: The Tactical Tool 14 .7.
8. the participants would be able to • Understand the importance of distribution in marketing and sales • Acquire the skills for managing distribution of an organization Module Contents • Understandings Distribution Management • Functions & Activities • Functional optimization Guidelines • Understanding of Logistics & few Concepts • Designing & Planning the Flow • Channel Dynamics and Management 15 . Distribution Management Key Learning Outcomes At the end of this module.
International Marketing Module Contents • Framework of International Marketing-Basis Of International Trade. Incentives &Recognitions Identifying Foreign Markets Product Planning for Exports Pricing for Exports Market Entry and Overseas Distribution System Marketing Plan for Exports Decision-making for Export Operation New Techniques in International Marketing 16 .9. • Regional Distribution Of World Trade – – – – Indian Basket of Imports & Exports Terms Of Trade Global Trends and Prospect Instruments of Trade policy • • • • • • • • • Institutional Infrastructure for Export Promotion in India Export Assistance.
Marketing Research Key Learning Outcomes At the end of this module.10. Analysis and Reporting • Ethical Issues in Marketing Research 17 . the participants would be able to • Understand the importance and basics of marketing research • Execute a marketing research for their organization •Gain Customer Insights from the marketing research conducted Module Contents • Introduction and Early Phases of Marketing Research • Research Design Formulations • Data Collection . Preparation .
scope and application • Consumer Markets and Buyer Behaviour • Business Markets and Business Buyer Behaviour • Influence of Culture on Consumer Behaviour • Influence of Subcultures on Consumer Behaviour • Cross-Cultural Consumer Behaviour-An International Perspective • Social Class. Status and Consumer Behaviour • Reference Groups and Family Influences on Consumer Behaviour • Consumer Motivation. Perception and Learning • Personality. Attitude and Consumer Behaviour • Communication and Consumer Behaviour • Consumer Decision Making • Consumer Influence and the Diffusion of Innovations 18 .11. Consumer Behavior Module Contents • Consumer Behaviour – Nature. Lifestyle.
12. Product Management Module Contents • Introduction to Product management. Product Innovation and adoption • Market strategies for new markets: Product Positioning and communication • Market Strategies for mature markets: Market Expansion or Market Share . new product process. Market Planning • Market Analysis: Market Definition and competitor identification/analysis • Strategy for New Products: Segmentation and Positioning .Innovation or price competition • Product Policy and Marketing strategy • Business Model and Marketing strategy • Introduction to New Product Management. opportunity identification and Product Innovation charter 19 . concept life cycle.
brand adaptation • Brand Architecture & Leveraging Brand through Extensions 20 . Strategic Brand Management Module Contents • Introduction to Strategic Brand Management • Psychological and attitudinal aspects of consumption • Fundamentals of brand design • Positioning & Concept • Brand Building Strategies & Tools • David Aaker's Brand Equity Model • Kapeferer's Brand Identity Prism • Managing the time factor.13.
• Characteristics of pricing in the rural markets for different products and factors influencing • Manpower/Advertising/Sales Promotion strategies for rural marketing • New Product Launch techniques in Rural Markets • Marketing strategies. motivation and evaluation.14. • Transportation/Communications/Logistics/Stocking/insurance. • Channels of Distribution and trade management. Policy Sales Management Practices Training. 21 . • Products and services in the Rural Market. Rural Marketing Module Contents • Principles of Marketing Management as relevant to Rural marketing • Changing concept of marketing • Profile of Urban/Rural Markets/Customers and differences in their Characteristics • Features of the Rural Market/infrastructure.
15. Strategic Marketing Management Module Contents • Strategic Marketing Management • Marketing Environmental Scanning & Strategic Analysis • Strategic Customer Points • Obtaining a Sustainable Competitive Advantage • Alternative Business Strategies & Marketing Warfare • Strategic Implementation 22 .
Anand G.). (Hons. University of Allahabad • 30+ Years of experience in Industry and Academics • Has conducted training programs for leading corporates like Moser Baer. Khanna • Ph. MDP & Consultancy Centre 23 . B.Marketing • M.L.. from Ranchi University • Associate Professor . Mukesh Chaturvedi Prof. BITS Pilani. 1989 • MMS (Master of Management Studies). NHPC and NDPL • Co-chairman.S (Masters in Business Statistics) and PGDBA from MONIRBA. 1974. • L.B. NTPC. 1977.D.About Program Directors • Prof. BITS Pilani.A.B. BITS Pilani.
com Class would commence on or after March 29 2010 .niitimperia.com or at local NIIT IMPERIA Centres • Students could also apply online at www. Please contact NIIT IMPERIA Executives for details Application forms • Application forms can be obtained from www.niitimperia.How to Apply Application period • Admissions in Progress.
Documents Required for Application • 1 Passport size photo affixed [Latest photo with light backdrop] • Proof of Date of Birth [DOB Certificate / 10th Std Mark sheet] • Proof of Graduation Completion [Provisional / Degree Certificate] • Proof of Graduation % [Graduation Marks sheets for all years] • Proof of Experience [Experience Certificates as supporting documents for all the jobs mentioned in the form] • Proof of Current Employment [Letter from the HR with current date / Latest Pay slip] .
SYNCHRONOUS LEARNING .NIIT IMPERIA 26 .
connected directly to faculty at institutes Classroom interactions & ambience are facilitated by clusters of student-stations and camera & projection systems that span the full classroom.NIIT IMPERIA . 6 Synchronous Learning Centers created within corporate premises Learning Management System (LMS): • supplementary e-learning • program-specific notices • online submission of assignments • reminder services • online testing • student records STUDIO VIEW CLASSROOM VIEW 27 .TECHNOLOGY EDGE 18 Classrooms in 17 cities Direct one-to-one interaction is ensured through individual ICT systems for each student: High-performance PCs Webcam Audio system and microphone at each workstation.
TYPICAL STUDENT VIEW FACULTY SLIDE SHOW / WHITE BOARD STUDENT VIDEO .SNAPSHOT OF STUDENT PC .
Tabulation of responses Quizzes randomly created by the teacher 29 .SYNCHRONOUS LEARNING REPLICATION OF LIVE CLASSROOM Full features of face-to-face teaching Raised-hand-seeking-teacher'sattention .
com 30 .For any Queries Or Doubts. Call Us At 18001806060 (MTNL/BSNL) or 60006448 (Others) (Or) Write to imperia@niit.
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