Executive Programme in Sales & Marketing (Batch 05)
Associate for Technical and Student Support:
TimesPro, A Division of Bennett, Coleman & Co. Ltd.
Programme Overview
The Executive Programme in Sales and Marketing, offered by IIM Indore, is an extensive, 12-month programme designed to provide a comprehensive and deep dive into the multifaceted world of sales and marketing. The curriculum is tailored for working professionals, covering foundational concepts through pre-module content such as marketing mix, consumer behavior, and digital marketing strategies. It progresses into advanced topics under various sections including Product Brand & Pricing Management, Advanced Digital Marketing & Analytics, and Sales & Distribution Mastery, utilizing cutting-edge tools like Hootsuite, Google Ads, and Salesforce to enhance learning.
The program integrates practical insights with theoretical knowledge through a mix of asynchronous pre-modules and live online classes, ensuring participants can apply their learning in real-world scenarios. Key areas of focus include innovative digital marketing techniques, strategic marketing planning, and the integration of the latest technologies such as AI in marketing practices.
This robust curriculum is designed to equip professionals with the skills needed to excel in today’s dynamic marketing landscape, enhancing their capabilities in strategy formulation, customer engagement, and digital transformations.
Key Takeaways:
By the end of this course, participants would be able to:
- Master essential marketing fundamentals to effectively target and engage diverse customer bases.
- Gain proficiency in advanced digital marketing tools and strategies across multiple platforms.
- Develop expertise in using analytics for data-driven decision-making in marketing contexts.
- Enhance skills in strategic sales management, forecasting, and efficient distribution logistics.
- Apply strategic thinking and real-world solutions to drive innovation and business growth in contemporary marketing landscapes.
Programme USP
LEADS
- Learn from Industry Leaders: Gain insights directly from top industry experts and faculty who bring contemporary practices into the classroom.
- Enhanced Digital Proficiency: Master digital marketing tools and platforms that are essential for modern marketing strategies.
- Analytics-Driven: Develop strong analytical skills with hands-on training in data analysis and decision-making tools to drive marketing success.
- Dynamic Curriculum: Engage with a curriculum that combines foundational marketing theories with cutting-edge digital and strategic sales techniques.
- Strategic Application: Apply knowledge through project work and real-life case studies that foster practical understanding and strategic thinking.
Programme Contents
Pre-requisite Content
Introduction to Marketing
- Marketing mix: 4 Ps of marketing
- Marketing research methods and techniques
- Consumer behavior analysis
- Consumer lifetime value (CLV)
- Segmentation, targeting and positioning (STP)
- Introduction to branding, Brand Positioning, Brand Equity, Branding Strategy
- MS Excel
Introduction to Digital Marketing
- Understanding digital marketing/business models
Digital Marketing Strategy
- Digital marketing strategy
Digital Marketing Elements
- Introduction to search engines for marketing applications
- Introduction to social media marketing
- Online reputation management and online brands
Analytics Fundamentals
- Why Business Analytics?
- Business Analytics Life Cycle – CRISP DM
- Descriptive and Inferential Analytics
- Predictive and Prescriptive Analytics
- Data Analysis using MS Excel
- Introduction to Data Visualization
Product and Brand Management
- Development Process: From Ideas to Concept to Strategy
- Challenges in developing new products
Pricing Strategies
- Understanding pricing
- Consumer psychology & pricing
Digital Marketing & Analytics
- Social Media Marketing
- Mobile Marketing
- Search Engine Optimization (SEO)
- Search Engine Marketing (SEM)
- Content Marketing
- Email Marketing
- Web Analytics
Sales Management
- Role of the sales force
- Managing and controlling the sales force
Sales Forecasting
- Techniques of forecasting
Distribution Management
- Logistics
- Distribution system design
Strategic Marketing
- Growth Strategies
- Product life cycle marketing strategies
Business Strategy
- Technology and automation in Marketing
AI in Marketing
- Mastering Prompting
- AI in Video creation
- AI in Branding, Social Media, and SEO
- AI in Performance Marketing
Integrated Marketing Communications
- Role of Marketing communications
- Developing effective communications
Services Marketing
- Managing Service quality and Customer Experience
Emerging Business Models
- B2B Marketing Introduction
- Organisational buying behavior
Industry Insights
- Case study- IKEA Market entry Strategy
- The 3 A’S Of Marketing – Agility, Ability & Authenticity
- Customer Centricity And Digital Innovations
- Brand Management In The Digital World
- Moment Marketing : Digital Customer Journey
Note: Medium of instruction: English, Modules/ topics are indicative only, and the suggested time and sequence may be dropped/ modified/adapted to fit the participant profile & programme hours.
Duration & Number of Session Hours
Number of Hours: Approx. 125
On-campus module of 3 days duration: around 12 sessions
One or two sessions from some of the courses will become part of the on-campus orientation module. In case the on-campus module is not conducted due to Covid situation, the same will be included in the total number of sessions.
*The programme duration may be slightly extended due to the issues like faculty unavailability and gazetted holidays on the session days.
Pedagogy
The pedagogy will be highly interactive. It will leverage use of technology. It will consist of a judicious blend of lectures, sync, real life case studies, quizzes and group based exploratory project work
Assessment
The performance of participants will be monitored on a continuous evaluation basis through quizzes, assignments, tests, and examinations. The participant is required to score minimum marks/grades as decided by the Institute from time to time to complete the course.
Certification
Successful Completion Certificate by IIM Indore in a valedictory ceremony to be held on the campus.
* Sample certificate is indicative. The Institute reserves the right to revise it.
**The Completion certificate will only be awarded to participants who complete the programme evaluation and attendance criteria.
Eligibility Criteria
- Diploma (10+2+3)/Bachelor’s Degree or equivalent (10+2+3 or 10+2+4) from a recognized university or institution
- Minimum two years of work experience after graduation
- *Internships and Trainee experiences are not considered as Full-time work experience
How the Courses will be Delivered:
Courses will be delivered through on-line mode using an appropriate technology Synchronized platform. Lectures will be delivered through broadband based technology involving two-way audio and video communication. Sessions will be held once in a week, generally on weekends. Participants can attend sessions directly from their desktop/laptop (Direct-2-device). Participants will be provided reading materials etc. for each course. They may also interact with the concerned faculty through e-mails/ chat mode. Async content will be available on the learning platform to be consumed by the learners.
The academic sessions will start from March 2025. Sessions will be held on every Sunday.
The normal timing of the sessions will be as follows:
First session : 02:30 PM to 03:45 PM
Second session : 04:00 PM to 5:15 PM
Third session : (*7:00 PM to 8:15 PM)
*Some sessions will be scheduled on Wednesday (7:00 to 8:15 PM) for timely completion of the programme
The time gap between two consecutive sessions is to give the participants a break. On some days, the classes may extend beyond the mentioned time. In addition to attending interactive sessions, participants have to undertake online quizzes, assignments, and examinations.
Programme Activity Timelines
| Date for Academic Orientation | March 2025 |
| The date for 1st Session (Commencement of Programme Delivery) | March 2025 |
| Tentative Programme End Date | March 2026 |
Total Fees and Payment Schedule*
| Particulars | Amount INR |
| Registration Fee/Application Fee | 2,500 |
| 1st Instalment payable at the time of admission (excluding GST) | 56,500 |
| 2nd Instalment) payable – 10th June 2025 (excluding GST) | 50,000 |
| 3rd Instalment —10th September 2025 (excluding GST) | 50,000 |
| 4th Instalment –10th December 2025(excluding GST) | 44,500 |
| Total Fee (exclusive of bank charges of INR 3,500 & GST) | INR 2,00,000 |
| Overall Fees (including GST @ 18% and Bank Charges of INR 3,500) | INR 2,39,500 |
* In case of particpants paying fee via NEFT, RTGS, IMPS, Cheque, DD will get a waiver of 1.5% (maximum up to INR 3,500/-) on overall fees of INR 2,39,500/-.
* In case a participant profile is rejected by Institute, INR 2,500/- of the application fee is non-refundable.
*Exact Dates will be notified later.
Student Privileges
The participants who will complete the programme successfully will be eligible for the Executive Education Alumni status of IIM Indore. They will require to apply separately along with the necessary fee to register their name. Current alumni membership plans are as follows:
- 2-year membership – INR 1000/- + applicable taxes,
- Lifetime membership – INR 10,000/- + applicable taxes,
Benefits available to Executive Education Alumni: 1) Communication of brochures and newsletters from IIM Indore, 2) Access to the IIM Indore Campus Library (onsite access only), 3) Official email ID of the institute.
Mere successful completion of the programme, application submission, and fee does not entitle a participant to be eligible for executive education alumni status. IIM Indore reserves the right to confer or withhold executive education alumni status.
IIM Indore reserves the right to modify the above conditions at its discretion at any time without notice.
Only the courts at Indore, India will have the territorial jurisdiction to try any disputes arising in respect of the Executive Alumni membership being granted.
For more details contact: olpoffice@iimidr.ac.in
Tel.: 0731-2439739 / 0731-2439735/0731-2439676
Please note that IIM Indore reserves the right to change the programme design, format, number of sessions, certificate format, terms in the programme or can incorporate any such change deemed necessary by the institute without prior intimation.