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Executive Program in Sales and Marketing
  • Overview
  • Date and Fees
  • Course Content
  • Learning Experience
  • Faculty
  • Apply Now
Program Overview:

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 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. The program would also provide opportunities for specialized focus on Sales Management for Pharmaceutical, Banking and Financial services, FMCG Industries along with Industrial Sales.
The program will help the participant to:
  • Understand & identify the challenges in today’s market place
  • Understand the Conceptual frameworks in sales and marketing
  • Understand Customer and Market Orientation for business success
  • Understanding the roles and responsibilities of a manager dealing with sales and/or marketing
  • Be able to learn how to manage, motivate and lead sales and marketing teams
  • Understand the fundamentals of channel design and development

Selection Criteria
  • Applications with Credentials & Corporate Nominations followed by an Entrance Test.
Schedule & Duration:


Days of the week:

  • Monday 6:45 PM - 9:45 PM, Saturday 12:15 PM - 3:15 PM
  • 1 year
Total Numbers of Hours
  • 180 hours on IOL + 7 days on Campus


  • Level 1 – Twice a Week; Level 2 – Once or Twice a Week (depending on the module)
Who Should Attend:

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

  • Applicants should be working professionals/self-employed.
  • Graduates/Post graduate degrees recognized by UGC/AICTE in any discipline with min. 50% marks [aggregate - considering results of all years (e.g. 3 or 4 together)] in either or both graduation/post graduation.
  • Minimum 2 years of work experience (full-time paid employment) post completion of graduation and/or post graduation as on.

IIM Calcutta shall carry out the examination and evaluation required for certification. IIM Calcutta will directly award a certificate of completion to participants who complete the programme successfully. Giving feedback on the programme is an integral part of the completion requirements of the programme.

Program Directors/ Faculty
Prof Suren Sista
Program Fees:

  For Indian Students For International Students
Application Fee Rs. 2000/- USD 100
Program Fee INR 160000 + service tax USD 5500
Registration Fee Rs. 4000 + service tax USD 250
Campus Fee INR 20000 + service tax
Total Fee
  • Program fees are payable online or through DD drawn in favour of “Hughes Communications India Limited”.
  • Campus fees will be payable by student directly to “Indian Institute of Management Calcutta”.
  • Campus fees will be communicated at the time of Induction.
  • Fee once paid is neither refundable nor transferable towards any other student/program/batch.
  • Taxes will be additional as applicable.

Important Dates:

  • Last Date of Application: 12th Feb 2014
  • Last Date for Payment of Fees: 25th February 2014
  • Academic Briefing: 1st March 2014
  • Class Start Date: 1st week of March 2014
Installment Details:

Date Amount INR Amount USD
I 2014-02-25 INR 75506 + INR 4494 USD 2500 + USD 250
II 2014-05-20 INR 53000 USD 2000
III 2014-08-20 INR 51271 USD 1000
Program Details:

Level 1: General Management for Marketing
  • Module 1: Fundamentals of Management
  • Module 2: People Skills for Sales & Marketing Professionals
Level 2: Specialized Modules in Marketing

  • Module 3: Marketing Management
  • Module 4: Market Research
  • Module 5: Consumer Behaviour
  • Module 6: Sales & Distribution Management
  • Module 7: Product , Brand & Services Management
  • Module 8 Marketing Strategy
  • Module 9: Integrated Marketing Communications
  • Module 10: International Marketing
  • 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
    Program Directors:

    Prof Suren Sista
    Please Note: To Apply - Please click here
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