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Executive Management Program in Sales and Marketing - INDIAN INSTITUTE OF MANAGEMENT, LUCKNOW
- Key Information
- Program Details
- Batch Details
- Admission Process
- Testimonials
PROGRAM OBJECTIVES
• Build understanding about marketing research and consumer insights in Indian context.
• Focus on recruiting, managing and leading sales teams.
• Focus on recruiting, 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.
ELIGIBILITY CRITERIA
• Applicants should be working professionals/self-employed (Need to submit supporting proof)
• Graduates (10+2+3 or equivalent) 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 July 2013
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, please visit www.iiml.ac.in or www.niitimperia.com
PROGRAM STRUCTURE AND CONTENTS
(Applicants are advised to go through the detailed program content also, at http://bit.ly/EMPSM02dpc)
Sales Management
• Core Offerings
- Consumer Needs and Leveraging Value
- Selling Skills for Retail Customers
- Negotiation and Science of Influence
- Understanding Consumer Insights for Selling
• Elective Offering
- Sales Force Management
- Distribution Management
- Sales and Distribution in Rural Indian Context
- Key Account Management and Relationship Selling Skills for B2B Customers
- Basics of Services Marketing
Marketing Management
- Fundamentals of Marketing Management
- Segmentation, Targeting, and Positioning
- Basics of Marketing Research
- Basics of Services Marketing
• Elective Offerings
- Branding and Product Management
- Promotion : Advertisement and Marketing
- B2B and Industrial Marketing
- Pricing Strategies
- Retail Marketing: Modern Retail Strategies
- Search Engine Optimization
- Social Media Marketing
- Customer Relationship Management
- Applied Marketing Strategy
EVALUATION
• 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 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 shall be issued directly by IIM Lucknow Noida Campus.
IMPORTANT DATES
FEE AND PAYMENT SCHEDULE
Program Fee: Rs. 1,66,000/- (Inclusive of taxes as applicable)
A deferred payment facility exists with the following schedule:
With Application#: Rs. 10,000/-
On Registration: Rs. 56,400/-
Installment 1 (September 2013): Rs. 33,200/-
Installment 2 (November 2013): Rs. 33,200/-
Installment 3 (January 2014): Rs. 33,200/-
(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 (July 2013): Rs. 20,000/- (Rs. 5,000 per day)
- Campus Installment 2: Rs. 10,000/- (Rs. 5,000 per day)
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:
a. 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)
b. 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. 1,124/-
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.niitimperia.com and www.iiml.ac.in
ELIGIBILITY CRITERIA AND SELECTION PROCESS
• Applicants should be working professionals/self-employed (Need to submit supporting proof)
• Graduates (10+2+3 or equivalent) 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 July 2013
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.
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• 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 |
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• I wanted a program that would add value and enhance my skills. This program met my expectations, the delivery was outstanding, the learning mode was excellent and the content used was very good and relevant to my scope of work. It has not only helped me in enhancing my job skills & gaining knowledge in area of sales and marketing but also helped in networking.
– Sharan Khanna- National Key Account Manager- Coca Cola |
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• 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
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• 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
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