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Executive Program in Sales and Marketing Managemen
  • Overview
  • Fees
  • Course Content
  • Learning Experience
  • Apply Now
Program Overview

The sales and marketing function is one of the most important domains of business. Structured course and skill development in marketing and sales can not only make the business viable and efficient but also makes the business immune to sudden and inevitable environmental changes like recession. This one year program has objectives that participants should appreciate the linkage between marketing and sales. This course builds understanding about marketing research and consumer insights in Indian context. This course will focus of recruiting, managing and leading sales teams. This course also focuses on how to select, evaluate and manage conflicts in distribution channels. The course highlights contemporary issues in marketing like retail management, e-marketing, and CRM. Last but not the least course also focuses on services marketing.

Using both quantitative and qualitative methods in lectures, case studies, hands-on exercises, live corporate examples and general discussions, students will gain a better understanding of their customers and the role of sales and marketing throughout the organization. The program is taught by the professors who teach the core sales and marketing courses at the Indian Institute of Management Lucknow. In order to provide greater industry insights, business leaders from the different industries would be invited to share their experiences.

Schedule & Duration


Saturday - 06.30 pm onwards

  • 1 year. It includes one exclusive visit to the IIM Lucknow – Noida Campus for a total of 4 days.
Who Should Attend

Executives across the organization, with minimum two years of experience, who are interested in pursuing or further their career in the area of sales and marketing, will find the course interesting and stimulating. Those in the areas of sales/marketing/operations/customer relations/marketing analyst of small, medium and large enterprises will find the course useful to increase their productivity and growth. Executives, who are assuming marketing responsibilities for the first time, as well as those already in a marketing capacity but without significant formal education in this discipline, can gain valuable insights. This course will be useful for entrepreneurs, family owned business executives. Sending several members of an organization can provide a common marketing language and understanding that greatly facilitate the development process. Additional group benefits are also available when 10 or more participants from a single organization attend a program.

  • Working managers with an experience of 2 to10 years , who are graduates in any discipline. Students would be selected on the basis assessment of their background and motivation based on the application form submitted.
  • Graduates in any discipline with min. 50% marks
Program Directors/ Faculty:

Professor Rajeev Kumar and Professor Amit Mukherjee will lead the program along with select faculty from IIM Lucknow.
Program Fees:
  For Indian Students
Application Fee Rs.2000/-
Program Fee Rs. 1,53,750/-
Registration Fee
Campus Fee Rs. 15000/-
Total Fee
  • Program fees are payable online or through DD drawn in favour of “Hughes Communications India Limited”.
  • Campus fee is mandatory and will be payable by student directly to “Indian Institute of Management Lucknow(Noida Campus)”.
  • Fees include fee for Books, Study Materials and exclusive cases for the complete program.
  • Fee once paid is neither refundable nor transferable towards any other student/program/batch, after start of program session.

    Initial Payment * of Rs. 30000, paid at the time of application, will be refunded completely if the applicant is not selected by the institute. This does not include the non refundable application fee of Rs. 2000/-. Please note that this is an optional facility since the number of seats are limited.
  • Applying to the program does not confirm application acceptance/clearance of scrutiny
  • Initial payment will not be refunded if the applicant is offered a seat for the program and does not join before the date mentioned in the offer letter.
  • The selection offer letter is for a specific batch of a program. Neither the offer for admission nor the initial amount is transferable to any other program or batch.
  • Up to 80% 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. Neither Hughes Education nor the Institute will be held responsible for any delay in disbursement of the bank loan.
  • Campus fee will be payable by student directly to “Indian Institute of Management Lucknow”. Campus Fee of Rs. 15000 to be paid with 2nd Installment (by 24th December 2010) after selection and enrollment into the program.
Installment Details:

Installment Date Amount INR Amount USD
I 2010-11-26 Rs. 2000 + Rs. 30,000
II 2011-06-06 Rs. 33,750
III 2011-09-20 Rs. 45,000
IV 2011-12-20 Rs. 45,000
Program Details:

Term - I
  • Basic and Fundamentals topics of Marketing Management
  • Consumer Behaviour
  • Selling Skills
  • Sales Management
  • Distribution Management
  • Basics of Marketing Research
  • Basics of Service Marketing
Term – II
  • Branding and Business to Business Marketing
  • Advanced Marketing Research
  • Advanced Services Marketing
  • Retail Marketing
  • Internet or E-marketing
  • Customer Relationship Management
Course Impact

Gain a clear, in depth understanding of core marketing concepts, and identify the essential elements of a strong marketing plan. During the program, participants will:
  • Develop a thorough understanding of customers and what motivates their behavior.
  • Understand the value of their brands and how to build and develop that value.
  • Learn to use quantitative analysis to make - and support - marketing decisions.
  • Develop a strong working knowledge of competitive marketing strategy, and anticipate the effects of offensive and defensive strategies.
Learning about competitive pricing, the impact of technology, and making decisions in uncertain markets will give participants the tools to be able to define the sources of competitive advantage. They will:
  • Use new tools to analyze competitors and anticipate their reactions to your actions.
  • Leverage your strengths from your customers’ perspective.
  • Understand the competitive landscape for your products or services.
Learning Experience:
  • Ice Breaking
  • Fundamentals of Marketing and Sales
  • Team Building for marketing and Sales teams
  • Business and Marketing Strategy
  • Project Presentations
  • Winning communication for sales and negotiation
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