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

Alumni membership of IIMC present globally - which has its own sets of advantages for identity, brand value, and marketability of the participants


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.


Program Directors

Prof. Ritu Mehta & Prof. Prashant Mishra

Quick Look

  • Eligibility Criteria Open or Close

    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.

  • Course Structure Open or Close

    Level 1: General Management for Marketing Level 2: Specialized Modules in Marketing

    Module 1: Fundamentals of Management

    Module 2: People Skills for Sales & Marketing Professionals

    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

  • Course Fees Open or Close

    Program Fees

    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  

    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 15%).

    Important Dates:

    Last Date of Application: 10th March 2017

    Last Date for Payment of Fees: 23rd March, 2017

    Orientation and briefing: 25th March, 2017

    Class Start Date: March 2017

    Installment Details

    Installment Date Amount INR
    I 23rd March 2017 INR 65,000/- + INR 4,000/- + S.Tax
    II 25th June 2017 INR 55,000/- + S.Tax
    III 25th Sep 2017 INR 40,000/- + S.Tax

  • Application Process Open or Close

    Please fill in your contact details in the form and our sales team will get in touch with you shortly.

    Download Program Brochure

  • Learning Experience Open or Close

    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

Ask your query

91.8335866691/ +91.8334878444/ +91.9830015207/ +91.33.40182000/02


Download Brochure