Executive Programme in Sales and Marketing (EPSM)

Indian Institute of Management Calcutta

Functional Programmes

About Programme

The Programme is specially designed for individuals wishing to pursue a career in Sales & Marketing. The programme 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 Programme 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 programme faculty will focus on synergy between in-field practice and in-class learning. The programme would also provide opportunities for specialized focus on Sales Management for Pharmaceutical, Banking and Financial services, FMCG Industries along with Industrial Sales.

Programme Content

Theme 1: General Management for Marketing

Module 1: Fundamentals of Management
Module 2: People Skills for Sales & Marketing Professionals

Module 1: Fundamentals of Management

Module 2: People Skills for Sales & Marketing Professionals

Theme 2: Specialized Modules in Marketing

Module 3: Marketing Fundamentals
Module 4: Marketing Research & Marketing Analytics
Module 5: Managing Products, Services and Brands
Module 6: Consumer Behaviour
Module 7: Pricing Decisions
Module 8: Integrated Marketing Communications & Digital Marketing
Module 9: Marketing Strategy Simulation
Module 10: AI & ML for Marketing
Module 11: Introduction to CRM

Module 3: Marketing Fundamentals

Module 4: Marketing Research & Marketing Analytics

Module 5: Managing Products, Services and Brands

Module 6: Consumer Behaviour

Module 7: Pricing Decisions

Module 8: Integrated Marketing Communications & Digital Marketing

Module 9: Marketing Strategy Simulation

Module 10: AI & ML for Marketing

Module 11: Introduction to CRM

Theme 3: Specialized Modules in Sales and Marketing

Module 12: Sales & Distribution, Retailing & E-Commerce
Module 13: B2B Sales and Marketing
Module 14: Basic Negotiation Skills for Sales

Module 12: Sales & Distribution, Retailing & E-Commerce

Module 13: B2B Sales and Marketing

Module 14: Basic Negotiation Skills for Sales

Alumni Benefits

LDP participants who complete the programme successfully become the Alumni of IIMC Executive Education, which currently has over 35,000 members.

LDP Alumni are given an email-id in the IIM Calcutta domain.

LDP Alumni can register in the IIM Calcutta Alumni portal either with this email-id or with their personal email-ids. The IIM Calcutta Alumni portal is a common platform for Alumni of all programmes of the Institute to interact with each other and stay connected with the Institute.

The Institute shares newsletters, important news and articles about the Institute and its activities, the achievements of the Institute's faculty, staff, students and alumni, upcoming events and programmes etc., on the portal.

Alumni can post their achievements, write about jobs or LIVE project opportunities for other alumni to see.

The IIM Calcutta alumni network can also be accessed on mobile phones through the mobile app.

Executive Education Alumni are entitled to a discount of 5% on the programme fee if they opt to do another LDP.

By using the different features of the IIM Calcutta portal, alumni across programmes can engage with each other in many meaningful ways. It is up to the alumni themselves to leverage the platform

Pedagogy

The pedagogy will be highly interactive. It will leverage use of technology and will consist of a judicious blend of lectures, real life case studies, quizzes, projects, assignments, etc.

Programme Audience

Junior & Middle level executives looking to making a career in Marketing and Sales across all industries, including Pharma, FMCG, Banking & Financial Services, Industrial products etc.

Applicants should be working professionals/self-employed.

Graduates / Post-Graduates recognized by UGC/AICTE in any discipline with min. 50% marks [aggregate - considering results of all years (e.g. 3 or 4 together)]

Minimum three (3) years and a maximum of 10 years of work experience (full-time paid employment) post completion of Graduation as on Application Closure Date.

Testimonials

"This Program gave us a structured approach to market research and developed my communication skills which has enhanced my professional toolkit."

Kapil Dev Pal

Abbott,ASM

"The Networking opportunities with Industry Professionals which I got through this program has opened up new opportunities and expanded my professional connections."

Shreyansh Kumar

Batch: 15

"Working as an Associate Product Manager at c3controls I need to look after various switchgear electrical control products that we sell in North American Market. To be successful in this role (both personally as well as for company), it is essential to fundamentally understand the elements that matter the most while designing the product offering, establishing the price, identifying right set of customers and means to reach out to them. EPSM programme from IIMC is the one that offers comprehensive understanding of all of these. Since I am from Engineering background, learning not just marketing but also people skills, business strategy is of utmost importance and this programme has been helping me tremendously. The case studies discussed during modules such as Market research, Strategy, consumer behaviour leave you with a very unique and different perspective in order to think big and see a bigger, holistic picture of a business. Live QnA, never-seen-before videos, different exercises make the online classes very interactive and gripping. Considering long term benefits that this course has to offer, I would highly recommend it to anyone who aspires to be in a leadership role in Sales, Business Strategy, Product Management etc."

Pritam Vilas Salunkhe

Abbott,Area Sales Manager

"Participating in this program has been an enriching and transformative experience; it has significantly enhanced the professional skills. The program's curriculum is meticulously designed to provide comprehensive knowledge and practical insights of marketing and sales. The esteemed faculty members delivered the course material with utmost proficiency and engaged us in thought-provoking discussions and case studies. The blend of theoretical concepts and real-world applications helped us grasp the intricacies of marketing and sales strategies in different industries. It has been a remarkable journey of growth, learning, and personal development."

Prachi Singhal

Batch: 15

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Anonymous

c3controls, Associate Product Manager

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Anonymous

Batch: EPSM 15

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Anonymous

Numero Uno Clothing Ltd., Digital Marketing Manager

Testimonial Source

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Contact us for the further details

Speak with an Advisor

Programme Objective
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Prashansa Uttam

Programme Advisor

+91 9403890085[email protected]Mon – Fri, 9am – 5pm IST

Indian Institute of Management Calcutta

Executive Education Office

mailto:[email protected]

https://www.iimcal.ac.in

Kolkata, India

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