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.

Started in 1997 with its Postgraduate Programme (PGP), the Indian Institute of Management Kozhikode (IIMK) is on a high growth trajectory today, offering the widest range of academic programs in the field of management education. These include Doctoral Programme in Management, Executive PG Programmes, Management Development Programmes, and Faculty Development Programs. IIMK set up a Satellite campus at Infopark, Kochi, in 2013 dedicated to Executive Education. IIMK has also the unique distinction of launching a Ph.D. (Practice Track) programme for working professionals besides bringing in new dynamic courses in Women Leadership, a one-year Post Graduate programme in Business Leadership (2019) MBA in Finance and MBA in Liberal Studies & Management (2020). The institute is also home to IIMK LIVE, a first-of-its-kind startup incubation programme, and the Indian Business Museum. IIMK is ranked 4th in the field of management as per the NIRF India Rankings for 2021. The institute also made its global debut for its flagship MBA (101+ globally, 7+ in Asia) and EMBA programme (101+ globally, 15+ in Asia) in the 2020/21 QS World University Rankings. It is also ranked No.2 in the CFIs (non-Technical) category in the Atal Innovation Rankings (ARIIA 2021) rankings released recently by the Ministry of Education, Govt. of India. IIM Kozhikode is globally accredited by EQUIS (EFMD) and AMBA (UK).

IIM Kozhikode aims to create a unique and futuristic space of global reckoning so as to nurture the finest management thinkers in the pursuit of developing innovative, socially responsible, and environmentally friendly practitioners, leaders, and educators. Strategically moving towards a better future, the Institute strives to provide holistic learning, giving equal weightage to academic solidarity and practical application. IIM Kozhikode integrates concepts with applications and values, thus transforming individuals into dependable, capable, caring, and fair-minded personalities who will contribute towards the development of communities.

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.