Professional Certificate Program in Marketing & Sales Management from IIM Kozhikode

Facilitate seamless collaboration between the Sales & Marketing functions and deliver superior customer value!

Crafting a great product is just the first half of the story of running a successful business. Generating revenue is dependent upon making the potential customers aware of the product, its advantages and the reasons why it is better than its competitors. The second half of your business story hence requires you to communicate this information effectively to the masses and the responsibility of writing this story rests on the shoulders of the Marketing & Sales teams. Thus, it is evident that the success of a product and an organization relies heavily on the robustness and seamless collaboration between its Marketing & Sales functions.

The certification course in “Marketing & Sales” aims to improve the knowledge and skill sets of working professionals concerning the alignment of marketing and sales functions to deliver superior customer value and to achieve higher profitability. More specifically, the course has been developed in such a way that it deepens the participant’s understanding of marketing management concepts so that they will be able to appreciate the critical role of the same in the sales planning and management functions. This improves the participant’s ability to comprehend the ways and means to deliver superior customer value by utilizing the potential of sales. Thus, the successful completion of this course will provide directions to a new career orientation by re-orienting their marketing foundations with a strong base in the area of sales management.

Upon successful completion of this course, participants will be able to:

• Understand the foundations of marketing and how to connect them with sales
• Have better clarity in terms of basic marketing parameters and their interlinkages with sales functions
• Possess improved knowledge and skill sets that support marketing related planning and execution in organizations through the sales team’s contributions in the areas of product development, pricing, place related decisions, and marketing promotion mix decisions
• Deepen the awareness and understanding of the typical conflicts between marketing and sales, and how to resolve them
• Equip themselves with relevant skills to plan and prepare timely recommendations that support the alignment of sales & marketing

• Role of Marketing Research for Better Marketing and Sales Decision-Making
• Marketing and Sales Analytics
• Data-driven Insights in Marketing and Sales
• Marketing Mix Modeling
• Developing Marketing and Sales Dashboard
• Sales Forecasting and Models
• Product Analytics
• Understanding the Marketing Potential through Data
• Product Potentiality and Feasibility Analysis
• Customer Analytics for Better Marketing and Sales
• Developing Branding Strategies and Plans
• Digital Marketing Analytics
• Marketing Strategy
• Emerging Trends in Understanding Consumers
• Customer Relationship Management
• Customer Experience Management
• Selling
• Sales Force Management
• Sales Force Compensation
• Sales Territory
• Key Account Management
• Negotiation and Influencing
• Design Thinking

In-Campus Component

The dates for the 2 day In-Campus immersion session to be held at IIM Kozhikode will be communicated in due course. Attendance to the in-campus module is MANDATORY for all participants. The in-campus modules are subjected to the conditions that prevail at the point of time. These conditions pertain to the Pandemic or other unavoidable reasons. In case the current situation maintains the status quo, adequate alternate options with regards to the in-campus modules will be made available via online sessions.

IIM Kozhikode was the fifth Indian Institute of Management, founded by Government of India in collaboration with Government of Kerala at Calicut in the year 1996. IIMK also holds the credit for having pioneered the Interactive Distance Learning (IDL) Program for working executives in India. Having started with 300 class contact hours in 2001-02, the year-long Executive Management Education is today the richest available in the country having 450 class contact hours. The Institute today is a leader in Faculty Development Programmes (FDP) and is the major QIP (Quality Improvement Programme) Centre of the All Indian Council of Technical Education, in the field of management education.

IIMK is also one of the few Centres for Development of Digital Libraries in the world and is a country leader. The Institute also has a strong International Exchange Programme for students and faculty with several leading Management Institutes in EU and ASEAN countries like SDA, Bacconi, Jonkoping, Sweden, Copenhagen Business School, Denmark, ESCAP-EAP, France; University of Queensland, Austria, Victoria University of Wellington and so on.

An active member of the Strategic Management Forum, IIMK lays stress on organizing Seminar/Conferences and conducts management programs for teachers. Leading Management Institutions like IIM Ahmedabad, Bangalore, Calcutta, Indore and Lucknow along with MDI, Gurgaon, XLRI, Jamshedpur and IIFT, New Delhi join hands to conduct week long faculty development programme on various subjects in the field of Strategic and general management.

IIM Kozhikode is ranked 5th amongst management institutes in India – According to the report by Business Today on India’s Best B Schools 2013.

Talentedge is an Ed-Tech firm. We are the first to bring ‘Live & Interactive’ anywhere learning in digital format. Jointly with world’s leading institutes and corporates, we offer courses to working professionals, enabling them to plan their future course of action and fast track their careers. Our ability to recreate classroom type interactions in the virtual world has struck a chord with over 4,50,000 individuals and corporate learners, facilitating a social collaborative learning experience in digital space. We enable working professionals to plan their future course of action and fast track their careers. Talentedge is changing the way India learns. We are also one of the first Ed-Tech organizations to be credited with an ISO: 9001-2008 certification.