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Indian Institute of Management Calcutta

Hughes Education
5/5 stars
If you are caught up in your career & not in a position to take a break for upgrading your skills, this programme from IIMK is a God sent gift for you! Thank you Hughes Education!

Executive Program in Sales & Marketing


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


Program USP

  • Recognized Certification from the foremost B School in the country
  • Learning from the best faculty in India and Industry Experts
  • Case studies and simulations
  • Continue earningwhile you gain a high quality Certification and improve eligibility for better job profiles with a recognized certification
  • Library Access
  • LDP alumni membership of IIMC present globally - which has its own sets of advantages for identity, brand value, and marketability of the participants


Selection Criteria

  • Applications with Credentials & Corporate Nominations followed by an Entrance Test for which the cut off scores will be specified by IIMC


Schedule & Duration


  • Thursdays 6:45 PM – 9:45 PM; Sundays 3:30 PM – 6:30 PM

Note: 66% attendance is mandatory per module


  • 1 year

Total Numbers of Hours

  • 180 hours on IOL + 7 days on Campus


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 as on Application Closure Date.
  • Selection will be based on entrance test.



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 Fees


Application FeeINR 2000/-
Program FeeINR 1,70,000/- + GST
Registration FeeINR 4,250/- + GST
Campus FeeINR 42,000/- + GST
Total FeeINR 2,16,250/- + GST


  • Institute invests a lot to maintain the high quality of program delivery.
  • The student fee includes all the course material which is books, simulations and case studies, certification and alumni membership for the institute.
  • Fee once paid is neither refundable nor transferable towards any other student/program/batch.
  • GST will be charged at prevailing rates (currently @18%).
  • Any extra payment due to any change in any of the applicable taxes during the tenure of the program will have to be borne by the student.


Important Dates:

  • Last Date of Application: 6-April-2018
  • Entrance Test: 31-March, 1-April 2018 & 7 & 8 April, 2018
  • Selection List: TBA
  • Last Date for Payment of Fees: As per offer letter
  • Orientation and briefing: 19-April-2018
  • Class Start Date: April 2018


Installment Details

InstallmentDateAmount (INR)Amount USD
IAs per offer letter(65,000/- + 4,250/- + 24,000/-) + GST 
II15-July-201860,000/- + GST 
III15-October-201845,000/- + GST 
IV25-December-201818,000/- + GST 


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: Digital Marketing
  • Module 5: Market Analytics
  • Module 6: Consumer Behaviour
  • Module 7: Sales & Distribution Management
  • Module 8: Product and Brand Management
  • Module 9: Services Marketing
  • Module 10: Marketing Strategy
  • Module 11: Integrated Marketing Communications
  • Module 12: B2B Marketing
  • Module 13: 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. Prafulla Agnihotri and Prof. Ritu Mehta

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