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Executive Management Program in Sales and Marketing - Batch 06 - INDIAN INSTITUTE OF MANAGEMENT, LUCKNOW

  • Key Information
  • Program Details
  • Batch Details
  • Admission Process
  • Testimonials
Key Information

PROGRAM OBJECTIVES
 
  • Build understanding about consumer insights in Indian context
  • Focus on recruiting, managing and leading sales teams
  • Focus on selection, evaluation and management of conflicts in distribution channels
  • Highlight contemporary issues in marketing like retail management, digital marketing, CRM, and services marketing

 

WHO SHOULD ATTEND

  • Executives with minimum two years of experience who are interested in pursuing career in the area of sales and marketing
  • Currently working in the areas of sales/marketing/operations/customer relations/marketing analyst of small, medium and large enterprises
  • Those 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
  • Entrepreneurs, family owned business executives
  • Sales professionals who want to make a switch to marketing domain
  • Entrepreneurs and family-owned business executives
 
ELIGIBILITY CRITERIA

  • Applicants should be working professionals/self-employed (Need to submit supporting proof)
  • Graduates (10+2+3 or equivalent) or post graduates in any discipline with min. 50% marks [ aggregate- considering results of all years (e.g. 3 or 4 together)] recognised by UGC/AICTE/DEC
  • Minimum 2 years of work experience post completion of graduation as on 1st Sep 2017
 
ABOUT IIM LUCKNOW

  • Indian Institute of Management Lucknow was set up by the Government of India in 1984.
  • IIML’s mission is to be a global, socially conscious and integrated school of management.
  • IIM Lucknow was the first IIM to start an additional campus in the country.
  • The Noida Campus is positioned as a leader in executive education through long-term executive education programs.

For more information about the institute and program, please visit www.iiml.ac.in 


Click here to download the detailed program content

Program Details

PROGRAM DESIGN AND DURATION

  • Duration: One Year
  • Frequency: Once a week
  • Class Schedule: Friday- 6:30 PM to 9:30 PM
  • Delivery: Through classes at NIIT Imperia Centre for Advanced Learning in your city*, using Synchronous Learning Technology
  • In addition, there will be a mandatory 4-day campus module at IIM Lucknow Noida campus at the start of the program and a mandatory 2-day campus module at IIM Lucknow Noida campus towards the end of the program. Attending both the campus visit is mandatory.
 
PROGRAM STRUCTURE AND CONTENTS

  • Sales and Distribution Management
    -   Core Offerings
         -   Consumer Needs and Leveraging Value
         -   Selling Skills for Retail Customers
         -   Negotiation and Science of Influence
     
    -
       Elective Offerings
         -   Sales Force Management
         -   Distribution Management
         -   Sales and Distribution in Rural Indian Context
         -   Key Account Management and Relationship Selling Skills for B2B Customers


  • Marketing Management

     -   Core Offerings
          -   Fundamentals of Marketing Management
          -   Segmentation, Targeting, and Positioning
          -   Consumer Behaviour
          -   Basics of Marketing Research
          -   Basics of Services Marketing
          -   Personality Profiling
     
    -   Elective Offerings
          -   Branding and Product Management
          -   Promotion : Advertisement and Marketing
          -   Business to Business and Industrial Marketing
          -   Pricing Strategies
          -   Retail Marketing: Modern Retail Strategies
          -   Digital Marketing
          -   Search Engine Optimization
          -   Social Media Marketing
          -   Customer Relationship Management
          -   Applied Marketing Strategy

 
EVALUATION

  • Evaluation by: IIM  Lucknow
  • Evaluation Structure:  Exams during the course of the program.
  • Evaluation Mode: Evaluation may also include one or more of the following:

Online Assessment/Case Study Discussions/Quiz/Assignments/Offline Assessment (Paper-pencil test)/Class participation.
The final decision on evaluation methods rests with the institute and may change without prior intimation.
Based on the performance in the assessments, participants are awarded grades (Excellent, Good, Average, Below average).
 

CERTIFICATION
Those participants who decide to take up the exams during the program and qualify in comprehensive assessment standards drawn by IIML shall be awarded ‘Certificate of Successful Completion’.
Those participants who meet the requisite attendance, but do not take up/qualify comprehensive assessment based on the recommendation of the faculty, will receive a ‘Certificate of Participation’.
Certificates will be issued by IIM Lucknow.


Batch Details



FEE AND PAYMENT SCHEDULE

Program Fee: Rs. 2,05,000 + applicable taxes

The fee above is inclusive of all academic charges, examinations, textbooks, study material and taxes. An additional Campus visit fee of Rs. 6000 per day ( plus applicable taxes) and study material fee of Rs. 6000 will be applicable. All fees are non-refundable. Fees can be paid online or by cash, or cheque/demand draft drawn in favour of ‘NIIT Ltd. Imperia Collection A/c’
A deferred payment facility exists with the following schedule:

With Application# On Registration Installment 1 (Oct 2017) Installment 2 (Dec 2017) Installment 3 (Feb 2018)
Rs. 7,000/- Rs. 75,000/- Rs. 41,000/- Rs. 41,000/- Rs. 41,000/-

(All applicable taxes Extra. Students to submit the PDCs towards future installments as per the due dates at the time of registration.)

A mandatory Campus Module fee is to be paid before every campus visit. This amount includes boarding & lodging expenses. Travel arrangements for the campus visit have to be made by the students themselves.

  • Campus Installment 1: Rs. 24,000/- Plus applicable taxes(Rs. 6,000 per day+ applicable taxes)
  • Campus Installment 2: Rs. 12,000/- plus applicable taxes (Rs. 6,000 per day + applicable taxes)

The Campus Installment to be paid vide DD drawn in favour of 'Indian Institute of Management Lucknow' payable at Noida.
Initial payment will not be refunded in case of any/all of the following conditions:
  • The application is found to be incomplete or inaccurate at any stage of scrutiny (Appearing in PAT does not confirm application acceptance/clearance of scrutiny)
  • 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.
#Initial payment will be refunded completely if the candidate is not selected by the institute. This does not include the application amount of Rs. 1,000/- + applicable taxes


PROGRAM FACULTY
Program Directors: Senior Faculty from IIM Lucknow
Selected faculty from IIM Lucknow will conduct this program. Profiles of the faculty are available on  www.iiml.ac.in

 

Admission Process

ELIGIBILITY CRITERIA AND SELECTION PROCESS

  • Applicants should be working professionals/self-employed (Need to submit supporting proof)
  • Graduates (10+2+3 or equivalent) or post graduates in any discipline with min. 50% marks [ aggregate- considering results of all years (e.g. 3 or 4 together)] recognised by UGC/AICTE/DEC
  • Minimum 2 years of work experience post completion of graduation as on 1st Sep 2017

Eligible applicants will be selected on the basis of their performance in the Program Aptitude Test (PAT) to be conducted by NIIT Imperia, together with the assessment of background and motivation (Statement of Purpose-Annexure I of the Application Form) based on the application form submitted.


BANK LOAN FACILITY
Up to 90% of the Program Fee can be availed as Customised Education Loan from leading banks to enable the participants to spread the repayment over a period of 36 months. However, the applicant shall be eligible for bank loans as per the concerned bank norms.
Neither NIIT Imperia nor the Institute will be held responsible for any delay in disbursement of the bank loan.

Testimonials

 
• Initial apprehension was that will I benefit from the program based on what will be taught. However I found the program to be very useful so much so that it will spearhead me to next higher level. The Prof.’s are approachable and always ready to solve queries. This program has given me better understanding of sales and marketing, now I understand all the facets of marketing better. The sessions were highly interactive, rich experiences were shared by both the faculty & the participants.
Farzana Nafees- Administrative Assistant, Marketing- Coca Cola India
 
• Initially I was apprehensive about the technology to be used for delivering the classes. During the course of the program I found it to be very simple to use. The sessions were very interactive and engaging. The topics taught were very practical and relevant to current industry practices. Also, the program gives the flexibility to attend the sessions from any city where NIIT Imperia center is located.
– Pooja Chaudhary- Senior Manager, Product and Marketing- American Express
 
• At the time of joining this program I was concerned whether this program will add value and benefit in my career growth. However, the program has helped in in gaining insights about the various facets of Sales and Marketing. Information shared by Prof.’s was very insightful and very contemporary. Also, the program provided me an opportunity to interact with participants of the batch from different backgrounds.
– Ashish Kumar- Manager Operations- Infiniti Retail
 


 


 


 


ACADEMIC PARTNERS

Indian Institute of Management, Ahmedabad
Indian Institute of Management, Lucknow
Indian Institute of Management, Calcutta
Indian Institute of Management, Indore
Indian Institute of Foreign Trade
Indian Institute of Management - Tiruchirappalli
Institute of Management Technology, Ghaziabad
Management Development Institute, Gurgaon
International Management Institute, New Delhi
Indira Gandhi National Open University

Indian Institute of Management, Ahmedabad
Indian Institute of Management, Lucknow
Indian Institute of Management, Calcutta
Indian Institute of Management, Indore
Indian Institute of Foreign Trade
Indian Institute of Management - Tiruchirappalli
Institute of Management Technology, Ghaziabad
Management Development Institute, Gurgaon
International Management Institute, New Delhi
Indira Gandhi National Open University

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