Executive Program in Sales & Marketing Management ( 13th Batch 2020-21 )

Indian Institute of Management- Calcutta

Introduction

The Program is specially designed for individuals wishing to pursue a career in Sales & Marketing. The program
provides basic understanding of contemporary approaches to acquiring, retaining and growing business with various
stakeholders in the market in an efficient and effective manner. The program would also provide opportunities for
specialized focus on Sales Management for Pharmaceutical, Banking and Financial services, FMCG Industries along
with Industrial Sales.

You will learn from the best faculty in India and Industry Experts. You can also continue earning while gaining a high-
quality certification. This will improve your eligibility for better job profiles. The LDP Alumni membership of IIMC has
its own sets of advantages for adding to identity, brand value, and marketability of the candidates .

Programme Overview

Objective : The Program would help participants in developing broad understanding of emerging Sales & Marketing
frameworks and their relationships with other business functions to grow in the market and will also focus on ‘cutting
edge’ issues concerning sales and marketing practices including brand, services, distribution channel management
and people management issues. The program faculty will focus on synergy between in-field practice and in-class
learning.

Highlights :
Programme provides recognized certification from the Premium B schools in the Country. Each Course will be taught
with the help of Case Studies and simulation. Learning from the best faculty in India and Industry Experts. You can
also continue earning while gaining a high quality Certification. This will also improve the ability for better job profiles.
The LDP Alumuni membership of IIM C has its own set of advantages for adding to identity, brand value and
marketability of the candidates.e country. Each course will be taught with the help

The program will help the participant to

 Understand & identify the challenges in today’s market place
 Understanding the roles and responsibilities of a sales manager
 Understand the Customer and Market Orientation for Business Success
 Understand the Conceptual framework for sales and marketing
 Be able to learn how to manage, motivate and lead sales team
 Understand the fundamentals of channel design, development and management decisions
 Gain an appreciation of the sector specific issues in marketing of Pharmaceutical, Banking and Financial
services, FMCG Industries and Industrial products.

Core Value: Why should a student choose this Program ?

 Premier & successful Marketing & Sales program from IIMC – India’s foremost business school
 Revised and updated course content and coverage. Course designed to enhance general management
knowledge needs as well
 Rigorous program structure, with extensive use of case studies, live corporate examples, use of business
simulations during the campus visit and general discussions in the Class. There would be assessments for
every course with surprise quizzes.
 Team of program directors from the core business area, to build in more rigour & quality into the program
 Specially selected senior core faculty with special inputs from International faculty & industry experts.
 Quality interactions and increased peer group learning
 Specifically designed for working executives with all the flexibility benefits of Interactive Onsite Learning.
 Participants selected, based on elaborate selection process and profiling.
 Books, Cases and Study Materials included in the Course
 Alumni Status from IIMC - Huge alumni base from past batches has been largely benefited from this program.
Several participants have advanced their careers within and outside their organizations.
 Peer learning through rich student profile &Networking opportunities.
 Programme USP:
The program is designed to be experiential through case method teaching. Further, the course takes more business/
line managerial perspective on Sales & Marketing, a prerequisite for successful sales professionals and general
management professionals today.

Schedule & Duration

Schedule – Thursday 6:45 PM - 9:45 PM, Sunday 3.30 – 6.30 PM
Note: 66% attendance is mandatory per module
1 Year.
This component forms the core of the EPSM programme. Spread over ONE Year and 180 hours on the IOL platform, faculty from
IIMC will deliver these classes through various modules .

Campus Visit @ IIM Calcutta

For 7 days. Attendance is mandatory. Dates to be declared ……
This is a crucial component covering a total of 7 days of in-campus contact. It is compulsory for all participants. The campus
component will deal with certain topics not covered over the online platform, and will also include talks by industry experts,
and exercises and activities that require a physical classroom setting. The in-campus component will be held in two parts – (i) The
first campus visit will be held after the First Level of the course (end of the General Management Modules), (ii) The
Second campus visit will be held at the end of the programme (at the end of the Specialized Marketing Modules and the make-up
exams).

Who Should Attend / Eligibility

 Applicants should be working professionals/self-employed
 Graduates / Post Graduates in any discipline with min. 50% marks [aggregate considering results of all years
recognized by UGC/AICTE / Diploma holders with 10+2+3 with 50% /
 Minimum 2 years of work experience (full-time paid employment) post completion of graduation as on Application
Closure Date

Selection Criteria / Process -

 Applications + credentials and Corporate Nominations from Multiple Corporate

Program Details

Level 1 :General Management Module

• Fundamentals of Management ( Module 1 )
• People Skills for Sales & Marketing Professional ( Module 2 )

Level 2: Specialized Modules

• Marketing Management ( Module 3)
• Digital Marketing ( Module 4 )
• Marketing Analytics ( Module 5)
. Consumer Behaviour ( Module 6)
• Sales & Distribution ( Module7 )
• Product, Brand & Services Management ( Module 8 )
. Services Marketing ( Module 9 )
• Marketing Strategy ( Module 10 )
• Integrated Marketing Communication ( Module 11)
• B2B Marketing ( Module 12)
International Marketing ( Module 13 )

Faculty
The IIMC faculty includes a blend of academic excellence and Top management industry experience. IIMC also
engages international faculty from top B-schools.
Study Materials
 Standard course books and Cases will be provided by IIMC.

Assessments / Evaluation / Certification

Assessments: Written Test, Assignments & Online Examinations

Evaluation: Evaluation shall be conducted by the institute. Participants are evaluated on the basis of examinations
for all the courses.Participants will be given any one of the following grades: “Excellent”; “Good”; “Average”; or “Poor.” The cut-off
marks for the grades will be revealed but not the actual marks obtained. Those getting not more than two “Poor” grades will get a
Certificate of Successful Completion of the programme and the course-wise grade list will be mentioned in the certificate. Those
getting more than two “Poor” grades will get a Certificate of Participation in the programme and the grade list will not be mentioned
in the certificate.
Certification: IIMC shall carry out the examination and evaluation required for certification. It will award the certificate
of successful completion to participants who complete the programme successfully.

Learning Experience
The Program will enable the participant to:
 Understand & identify the challenges in today’s market place
 Understanding the roles and responsibilities of a sales manager
 Understand the Customer and Market Orientation for Business Success
 Understand the Conceptual framework for sales and marketing
 Be able to learn how to manage, motivate and lead sales team
 Understand the fundamentals of channel design, development and management decisions

Fees-
Application Fee INR 2500 + GST
Program Fee INR 2,70,000 + GST
Registration Fee INR 7800 + GST
Campus Fee INR 42000 + GST
Total Fee ( Registration & Application Fee not included) INR 3,12,000 + GST
 Program fees are payable online or through DD, GST 18% will be additional .
 Fee once paid is neither refundable nor transferable towards any other student/program/batch, after start of program
session.
 Applying to the program does not confirm application acceptance/clearance of scrutiny.
 Up to 95% of the Program Fee can be availed as Customized Education Loan from leading banks to enable the
participants to spread the repayment over a longer period. However, the applicant shall be eligible for bank loans as
per the concerned bank norms.

Instalment Details

1st Instalment – as communicated in Offer INR 90000 + 24000/-

Letter
Instalment Structure 2nd Instalment – 15th Sep 2020 INR 90000/-

3rd Instalment – 15th Dec 2020 INR 90000/-

4th Instalment – 5th March 2021 INR 18000/-
Note - Additional GST 18% to the Instalment amount . Any change is GST will be to the student account

Programme Timelines:
Important Dates:
 Application - Ongoing
 Entrance Test - TBA
 Selection list – TBA
 Fees 1st instalment date – As per Offer Letter
 Orientation & Briefing – TBA
 Class Start Date – June 2020
 Course Ends – May 2021
 Campus Dates – Yet to be declared

Program Directors
Prof.Ritu Mehta & Prof.Prafulla Agnihotri, will lead the program along with select faculty from IIMC.

Some Key Points:

1) Application will be submitted online. On confirmation a Link with Login id & Password would be
send to your email id. Post that the application can be processed.
2) Application fees of Rs.2500 + GST can be paid online BY Debit or Credit Card or by Net Banking.
3) During submission of application ,scanned copy of the 10 th,12th,Graduation Marksheet &
Experience Documents required. ( Details of document required will be send in a separate mail ).
4) Entrance test will be conducted only after approval of the application from IIMC.
5) Entrance test date will be communicated later and applicant can appear at the local centre.
6) Entrance test will be conducted online and only on Sunday. Its of 1 hour duration and will include
General Mathematics, Reasoning, General knowledge ,Verbal ability
7) All classes will be conducted online( live thru VSAT/ADSL ) at the centre selected by the Applicant
and by the IIM C Faculty.
8) There is option to get Centre changed in case of transfer or switching a job to a new location. (
The change in centre is subject to availability of seats and centre at that city/town ). Additional cost
to be paid for the change of centre location.
9) Books / Study materials will be sent to the centre .The selected candidate need to collect from
there.
10) On completion of course the candidate gets Certificate from IIMC and also the Alumuni
Status.
11) If interested to apply do reply or sms @ 9040090800 or do call with the following details
 Mr/Mrs/Ms/Dr.
 Full Name –
 Email id /Alternate id -
 Mobile number / Alternate number
 City /Centre from where you would do class

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Batch Size is Limited (100)

Admissions will be granted on first cum first.
IIM C reserves the right to close the enrolments prior to the closure date
For any Query do reply to the mail/ SMS or Call 9040090800 ,email at
ckg@iims-education.com