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  • Start date: 6-Oct-2016
  • Duration: 1 year

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

Selection Criteria

  • Applications with Credentials & Corporate Nominations followed by an Entrance Test.

Schedule & Duration


Days of the week:

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


  • 1 year

Total Numbers of Hours

  • 180 hours on IOL + 7 days on Campus


  • Level 1 – Twice a Week; Level 2 – Once or Twice a Week (depending on the module)

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 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: Market Research
  • Module 5: Consumer Behaviour
  • Module 6: Sales & Distribution Management
  • Module 7: Product , Brand & Services Management
  • Module 8: Marketing Strategy
  • Module 9: Integrated Marketing Communications

Program Fees


For Indian Students
Application Fee INR 2000/-
Program Fee INR 1,60,000/- + Service Tax
Registration Fee INR 4,000/- + Service Tax
Campus Fee INR 35,000/- + Service Tax
Total Fee  


For International Students
Application Fee  
Program Fee  
Registration Fee  
Campus Fee  
Total Fee  


  • Program fees are payable online or through DD drawn in favour of “Hughes Communications India Limited”.
  • Campus fees will be payable by student directly to “Indian Institute of Management Calcutta”.
  • Campus fees will be communicated at the time of Induction.
  • Fee once paid is neither refundable nor transferable towards any other student/program/batch.
  • Service tax will be charged at prevailing rates (currently 14.5%).


Important Dates:

  • Last Date of Application: 9th March 2016
  • Last Date for Payment of Fees: 5th April 2016
  • Academic Briefing: 14th April 2016
  • Class Start Date: April 2016


Installment Details

Installment Date Amount INR Amount USD
I As per Offer Letter INR 65,000/- + INR 4,000/- + S.Tax  
II 28th June 2016 INR 55,000/- + S.Tax  
III 20th Sep 2016 INR 40,000/- + S.Tax  


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. Krishanu Rakshit & Prof. Prashant Mishra

To Apply Please

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