ACE YOUR SALES & MARKETING GAME - Executive Programme in Sales & Marketing IIM Indore - TimesTSW
←
→
Page content transcription
If your browser does not render page correctly, please read the page content below
IIM Indore
Executive Programme in
Sales & Marketing
ACE YOUR
SALES & MARKETING GAME
Index The Sales & Marketing Relationship 3 Strengthen Your Sales & Marketing Career 4 Programme Overview & Learning Objectives 5 Programme Highlights 6 Key Learning Outcomes 7 Programme Content 8-9 Pedagogy, Programme Delivery & Programme Schedule 10 Eligibility & Admission Criteria 11 Evaluation & Attendance Criteria 12 Certification & Alumni Status 13 Programme Director's Profile 14 Programme Fee, Instalment Schedule & Important Dates 15 About Indian Institute of Management Indore 16
The Sales & Marketing Relationship
In any organisation sales and marketing play a pivotal role in the success of the
business. Where sales help bridge the gap between a consumer’s needs and the
product/service offered, marketing helps in creating communication for the same.
Includes “operations and activities
involved in promoting and selling
Sales goods or services.”
Marketing
Sales & Marketing
Relationship
• The responsibilities of each
group are closely linked.
• Marketing plays a vital role in
Includes “the process or
supporting sales.
technique of promoting,
selling, and distributing a
product or service.”
Source: tenfold.com
“There is no question that, when Sales and Marketing work well together, companies
see substantial improvement on important performance metrics: Sales cycles are
shorter, market-entry costs go down, and the cost of sales is lower.”
-July-August 2006, Harvard Business Review
03
Strengthen Your Sales & Marketing Career
Whether you are an aspiring or an experienced marketeer, you need to acknowledge
and understand the importance of the relationship between sales and marketing.
Both sales and marketing work towards a common goal i.e., business generation and
organisational growth.
208% jump in marketing revenue
ROI due to a successful
38% higher win rates
sales and marketing alignment
32% increase in year-over-year (YoY)
revenue growth
Sources: Wheelhouse Advisors, MarketingProfs and Aberdeen Group
Structured knowledge and thorough understanding of the concepts in sales and
marketing will open up a plethora of roles, expose you to various career paths
based on your interests, and enable career advancement opportunities in
almost all industries.
Popular Sales & Marketing Careers to Explore
Retail Sales Social Media Marketing Sales Product
Associate Manager Specialist Representative Manager
Sales & Marketing Marketing Market Sales
Manager Manager Analyst Manager
Source: Indeed.com
With IIM Indore's Executive Programme in Sales & Marketing, ace your sales and
marketing career. The programme will help you understand the typical buying
behaviour of a consumer, the marketing mix and provide you the necessary skills to
adapt to today’s fast-changing business environment.
06
04
Programme Overview
Executive Programme in Sales & Marketing (EPSM)
Having a great product alone is not a guarantee of success in today’s world, the
product should fulfil customer needs and the value of the product should be
communicated effectively by the sales and marketing team to ensure success. In
today’s competitive environment, Marketing & Sales are the key drivers for winning
and retaining new businesses. The programme will combine a balance of theoretical
and practical knowledge for the participants. It will help the participants to get the
latest marketing and sales trends, work with the most efficient tools in the market
and get equipped with all the necessary skills in this fast-changing business
environment.
Learning Objectives
Learn about the marketing mix and Understand customers and what
creating a value proposition motivates buying behaviour
Evaluate and think critically about Get comprehensive knowledge of sales
marketing communications to brand and marketing domain
building methods
05
Programme Highlights
Curriculum covering strategic
aspects of marketing
Learn to create and manage integrated
marketing communications
Understand the end-to-end process of
new product development
Learn tools and techniques of brand
management and digital marketing
3-day campus
immersion
IIM Indore Executive
Education Alumni status
06
Key Learning Outcomes
In-depth knowledge of the two most
important driving factors of a business
– Sales and Marketing
Understanding essential topics in this field
like Logistics, Branding, Digital Marketing,
and Sales Channels
Keeping-up with the upcoming and ongoing
trends in Sales and Marketing to understand
the dynamic consumer market
07
Programme Content*
Module Topic
1 Foundations of Marketing
Analysing Marketing Environment
Segmentation
Targeting
Positioning
Forecasting and Demand Measurement
Creating Marketing Plan
2 Conducting Marketing Research
Importance of Marketing Research
Marketing Research Process
3 Consumer Behaviour
Factors Affecting Consumer Behaviour such as Cultural,
Social and Personal
Understand Consumer Buying Decision Process
4 New Product Development
Challenges in Developing New Products
Development Process: From Ideas to Concept to Strategy
5 Brand Management
Brand Positioning
Brand Equity
Branding Strategy
6 Pricing Methods and Strategies
Understanding Pricing
Consumer Pyschology and Pricing
Pricing Methods
Adaptive Pricing
7 Digital Marketing
Social Media Marketing
Word-of-Mouth Marketing
Mobile Marketing
8 Marketing Strategies
Growth Strategies
Product Life Cycle Marketing Strategies
9 Sales Management
Role of the Sales Force
Role of Selling within Marketing
Managing and Controlling the Sales Force
Sales Performance
08
Programme Content
Module Topic
10 Sales Forecasting
Sales Budgets and their Uses
Techniques of Forecasting
Importance of Accurate Forecasts
The Sales Forecasting System
11 Marketing Channels
Strategic Channel Choices
Types and Classification of Channels
Structure of Marketing Channels
Channel Co-ordination
Channel Conflict
The Dynamic Nature of Channels
12 Distribution
Logistics
Distribution System Design
Wholesalers
Retailers
Managing Distribution Channels
Physical Distribution and Logistics
13 Creating and Managing Integrated Marketing Communications
Role of Marketing Communications
Understanding the Marketing Mix
Developing Effective Communications
14 Services Marketing
Unique Characteristics
Customer Participation in Services
Professional Services
Managing Service Quality and Customer Experience
15 B2B Marketing
Introduction
Organisational Buying Behavior
16 Emerging Trends in Marketing
*Courses are subject to change
09
Pedagogy, Programme Delivery & Schedule
Pedagogy
The pedagogy will be a judicious mix of:
• Lectures • Project Work • Assignments • Case Discussions • Term Papers, etc.
Programme Delivery
Lectures will be delivered through
broadband-based technology involving
two-way audio and video communication.
Sessions will be held once in week.
Participants can attend sessions directly
from their desktop/laptop (Direct-2-Device).
Class Schedule
Sunday, First Session 12:00 p.m. to 1:15 p.m.
Sunday, Second Session 1:30 p.m. to 2:45 p.m.
Campus Immersion
3 days campus immersion at IIM Indore
Programme Duration – 12 months
10Eligibility & Admission Criteria
Who Should Attend
Mid-level marketeers who have the basic knowledge of
marketing, operations and sales but now want to deep
dive into this field to expand their knowledge
Participants who need a boost in their sales and
marketing career and are keen to learn about the
current market trends, marketing mix, buying behaviour,
evolving brands and more
Senior-level marketeers with good experience and
knowledge in this domain but need to update
themselves with the current ongoing marketing trends
and change the course of their career
Eligibility Criteria
Diploma (10+2+3) or bachelor’s degree or equivalent (10+2+3 or 10+2+4) or 2
years’ master’s degree or equivalent from a recognised university
(UGC/AICTE/DEC/AIU/State Government) in any discipline with minimum 50%
aggregate marks of all the years
Minimum two years of work experience is required post completion of the
qualifying education
Admission Criteria
Participants would be selected based on their overall profile
11Evaluation & Attendance Criteria
Evaluation Methodology
Performance of participants will be monitored on a continuous evaluation basis
through quizzes, assignments, tests, and examinations.
Participants are required to score minimum marks/grades as decided by the
Institute from time-to-time to complete the course.
Attendance Criteria
Participants are expected to attend all sessions of a given course.
Participants may take leave on account of emergencies,
participation in management festivals or co-curricular activities,
etc., subject to the approval of the Programme Coordinator.
75% minimum attendance requirement would be considered for
the final grading.
12Certification
Upon successful completion of the programme, participants will be awarded ‘Executive
Certificate in Sales & Marketing’ by IIM Indore.
IIM Indore Executive Education Alumni Benefits
The participants who will complete the programme successfully will be eligible for the
Executive Education Alumni status of IIM Indore. They will be required to apply
separately along with the necessary fee to register their names.
Benefits available to Executive Education Alumni include:
a. Communication of brochures and newsletters from IIM Indore
b. Access to the IIM Indore Campus Library (onsite access only)
c. Official email ID of the institute
13Programme Director's Profile
He has attended the Global
Colloquium on Participant Centric
Learning (Glocoll) at the Harvard
Business School (HBS), Boston, MA.
He has attended the IPSA-NUS
Methods School at the National
University of Singapore (NUS). Dr.
Jayasimha has presented papers in
several international conferences
and his work has been published in
various international journals of
repute.
Dr. Jayasimha K. R. At IIM Indore, Dr. Jayasimha has
Dr. (Jai) Jayasimha is a Professor of been the Chair of the Executive Post
Marketing. Before joining IIM Graduate Programme in
Indore, he has been a faculty Management (EPGP). Besides being
member at The Institute of Manage- the Marketing Area Chair, he has
ment Technology, ICFAI Business also chaired the Faculty Workload
School (IBS Hyderabad), PES Insti- Norms Committee. He offers
tute of Technology (PESIT, Banga- seminar courses on Service
lore) and Kirloskar Institute of Excellence and Classics in Marketing
Advanced Management Studies. (CMM) at the doctoral level.
Dr. Jayasimha is a recipient of the
'Best Teacher Award' at IIM Indore.
He is a recipient of the "Prof. Marti
Subramanyam Award" along with Dr.
Rajeev Verma for their joint research
on Service Innovaton.
14Programme Fee, Instalment Schedule &
Important Dates
Programme Fee
Particulars Amount (in ₹) (excluding GST)*
Registration Fee 6,200
Processing Fee** 10,000
Campus Visit Fee 12,500
Programme Fee 1,95,000
Total Fee (Excluding Registration & 2,07,500
Processing Fee)
Note:
* Fee will be collected by TEEL.
* GST is 18%.
** Processing Fee includes ₹6,200 towards the Registration Fee and ₹3,800 towards the Programme Fee. In case a
participant’s profile is rejected by IIM Indore, ₹7,500 is refunded to the participant and ₹2,500 is deducted towards
administrative charges and is non-refundable.
Instalment Schedule
Instalment I Instalment II Instalment III Instalment IV
At the time of Within one week 10th December, 10th March, 10th June,
Date application of offer letter 2021 2022 2022
roll-out date
Amount
3,800 51,200 52,500 50,000 50,000
(in ₹)*
* GST will be additional as applicable.
Important Dates
Application Closure Date 5th September, 2021
Academic Orientation Date 26th September, 2021
Tentative Programme End Date August 2022
APPLY NOW
15About Indian Institute of Management Indore
The Indian Institute of Management Indore (IIM-I) is
an autonomous public business school located in
Indore, Madhya Pradesh, India. Instituted in 1996,
IIM Indore is the sixth addition to the Indian Institute
of Management (IIM) family of management schools.
IIM Indore is recognised as one of the premier management institutions,
comparable to the best in the world for teaching, research, and interaction with
industries. It is an institute of national importance under the Indian Institutes of
Management Act 2017.
Spread over 194 acres, IIM Indore stands with pride, with the Triple Crown of triple
accreditation, first from the Association of MBAs (AMBA), a UK-based
accreditation agency, in 2016; second from the AACSB in 2019, and third and latest
from the EFMD Quality Improvement System (EQUIS) by EFMD, the globally
recognised international organisation for management development, in December
2019. As of August 2020, the 'Triple Crown' has been received by only 102 business
schools globally. IIM Indore is the second IIM in the nation to receive triple
accreditations.
With a mission to be a contextually relevant business school with world-class
academic standards that develops socially conscious managers, leaders and
entrepreneurs, IIM Indore is one of the fastest growing institutions in India today.
The institute has bagged a position in Top 100 in FT Rankings 2019 and stands at
Rank 7 in the NIRF Rankings 2020.
16Prabandh Shikhar, Rau - Pithampur Rd, Indore, Madhya Pradesh - 453556 1800-270-5400
You can also read
