Professional Certificate Program In Marketing And Sales Management

IIM Kozhikode Sales And Marketing Management

From the local convenience store in your community to a multinational brand, what’s one thing common in their popularity? Certainly their marketing tools. You might be reeling in bewilderment on what on earth a community store has to do with marketing and sales strategies. Actually, this is how many of us react when we think of local retail stores. Our limited understanding forces us to believe that marketing is a highly conspicuous theory relevant only in terms of large businesses, which is a half-truth.

Today, marketing has expanded its footprint all across the world, in every aspect of the global order. Since the business sphere is getting highly competitive day after day, the significance of sales and marketing management has gone berserk. Every other brand is trying to impress its customers and expand the market share through innovative marketing strategies. Ones with great influence over consumers gain upper hand and emerge as the winners.

Also Read: Introduction to Marketing and Sales Management

What is Sales and Marketing Management?

Marketing management is the process of identifying the target audience, making plans for grabbing and retaining customers for attaining the eventual goal of taking the organization to the height of success. The process includes working on gradual growth of the company’s sales by meeting the demands of consumers. Marketing management revolves around product promotion, price handling, location detection, etc. These are extremely important elements for the survival of one’s business.
 

Also Read: Sales Management vs Marketing Management

Sales and Marketing Management Course by IIM Kozhikode - 2022

Today’s business sphere has become extremely competitive with tons of players competing for limited space out there. To become victorious, a company must do something out of the box that others are not doing. To attract new customers and retain the older ones, an organization needs to formulate a comprehensive strategy that is relevant to the modern market needs. This is what IIM Kozhikode’s Sales and Marketing Management certification course focus on.

After completing this program successfully, you will be offered a certificate of completion from IIM Kozhikode — one of the most prestigious B-schools in India. This will enhance your understanding of how marketing theories have changed in modern times. Since the course is based entirely on marketing values and analytical frameworks, it becomes a perfect opportunity to delve deeper into the ocean of marketing development.

Also Read: The Modern Marketer: Part Artist, Part Scientist

Top skills you will acquire after completing the Sales and Marketing Management Course by IIM Kozhikode

• Leadership: Managing the marketing department of a company requires huge responsibility. One has to look after a number of operational entities while working in this field. During the online course by IIM Kozhikode, you shall be schooled to become an astute leader so that you can handle larger roles in the future with ease.
   
• Adaptability: As a marketing and sales manager, you might have to work on different projects at different places. Keeping this in mind, the course is designed in such a way that gives enough focus on ameliorating your power of adaptability.
   
• Commercial Awareness:  What’s the final goal of marketing a product? Increasing revenue, of course. Understanding the need to have a good commercial awareness for handling this responsibility, we aim at making our candidates smarter and more cognizant of the monetary aspect of marketing.
   
• Digital Shrewdness: Digital acquaintance of a deeper level is what the sales and marketing management course is oriented towards. You will learn how to process your sales online and help your customers get the right product according to their needs.
   
• Organizational Coordination: Making proper coordination between various teams of the company helps a lot in bettering marketing standards. Since a brand’s reputation is entirely based on its marketing strategies, we prepare professionals who can work as a team and take the organization to the height of success.

Also Read: Market Research – the Backbone of Successful Marketing Strategies

Sales and Marketing Management Course Curriculum (Syllabus) - 2022

• Marketing Research: Researching various market strategies is of prime consequence in the field of marketing. Thus, the course aims to make you adept in marketing research that helps you understand the business environment better and take decisions accordingly.
   
• Marketing and sales analytics: Get acquainted with various marketing and sales analytical techniques to understand the customers’ mood better. Proper analysis is required to present the right product in front of your consumers. You will also be introduced to methods of attaining a range of data-driven insights in marketing and sales. This helps in your growth as an insightful marketer.
   
• Marketing mix modeling: The process of statistical analysis, Marketing mix modeling is one of the prominent features of sales and marketing management. Its key purpose is to comprehend marketing strategies that are responsible for driving a product’s business metrics. This theory helps brands evaluate the efficacy of marketing initiatives.
   
• Developing marketing and sales dashboard: Learn the art of designing and developing the marketing and sales dashboards. These dashboards are nothing but a collection of online data regarding product sales. This subject includes SEO, online campaigns, web analytics, social media monitoring, etc.

• Sales forecast models: Making plans for improving sales in the future requires a lot of predictions and forecasting. This topic covers the art of budgeting and goal-formation with accurate sales forecasts.
   
• Product Analytics: Along with analyzing the market, product analysis is also very important, which you will learn in the course curriculum. How good and effective the product is? What are its impacts on the environment (considering the societal marketing concept)? How welcoming consumers will be towards certain products? You will be able to answer all these questions after completing the course successfully.
   
• Key Account Management: One of the most consequential features of the marketing management course, Key account management (KAM) holds a great space in the modern-day business world. This process of forming a partnership between a brand and its top customers shall be introduced during the program. Companies seeking long-term sustainable growth hire key account managers.
   
• Digital Marketing Analytics: Marketing, today, has gone the online way to a great extent. It is quite paradoxical to imagine a brand’s marketing strategies without digital platforms. Understanding the significance of online marketing in the modern world, IIM Kozhikode intends to make candidates proficient in this form of brand promotion tactics.
   
• Marketing Strategy: Without the shadow of a doubt, marketing strategies are of great significance in managing brand promotion. Discover ways to formulate plans and tactics that are instrumental in a company’s growth. You will be able to reach prospective customers and understand their needs and requirements. This subject covers “the four Ps” of marketing — product, price, place, and promotion.
   
• Emerging Market Trends: The 21st-century business market is dynamic and ever-evolving. Understanding its various facets is of great import if you aim to become a successful marketer. This course helps you master the art of analyzing new market trends in an astonishing way.
   
• Customer Relationship Management: The course is an opportunity to master the principles of customer relationship management, which is an amalgamation of various practices associated with customer interaction. The goal is to better customer service relationships and retain a large chunk of customers.
   
• Brand Strategy Development: Launching new products in the market requires a deeper process of strategy-making, which shall be imparted to our candidates during the marketing management course. This helps one create a superior quality of brand strategies.
   
• Sales Force Management (SFM): Marketing is good but is nothing without good outcomes. Become an erudite marketer by understanding the art of translating your marketing strategies into performances. This helps a business thrive astonishingly in a positive manner.
   
• Sales Force Compensation (SFC): Know the basics of sales force compensation, which is among the biggest problems sales management faces. Here, compensation stands for all those financial and non-financial reimbursements given by an organization to its sales force.
   
• Negotiation and Influencing: Marketing is all about dealing with your customers and shareholders to present a better alternative in the market. This skill of yours shall be honed during the IIM Kozhikode’s Marketing and Sales Management program.
   
• Campus Component: One of the best things about the course is its in-campus interaction with faculties, students, and market experts. This experience will prove to be life-transforming in your career as a marketing executive. You can discuss your queries with masters of the subject in person and gain significant knowledge of the field. 
  Apart from these subjects, you will be trained to become a fine-tuned marketer by letting you understand the marketing potential in a more customized fashion. The Sales and Marketing Management course is also an opportunity for you to get acquainted with product potentiality and feasibility analysis, along with customer analytics for better marketing and sales.

Also Read: Understanding The A-Z of Sales And Marketing

Reasons to attend Sales and Marketing Management Course by IIM Kozhikode

The certification course in “Marketing and Sales” is among the most worthwhile management programs in India. It is entirely centered around training the candidates for the challenges of the wider business world of modern time. The course aims to hone your leadership skills to emerge as a successful business manager in the coming future. Let’s now find out the top 10 reasons to pursue the Sales and Marketing Management program by IIM Kozhikode:

• The course is very important for learning the basics of the global marketing strategy that drives today’s business world.
• Candidates become proficient in making required sets of strategies and understanding the process of an organization’s growth.
• The certificate program helps you understand the foundations of marketing and connect them with sales.
• Deepen your understanding of marketing-related plannings that play a key role in product development and customer satisfaction.
• One becomes aware of various forms of digital campaigns that help in lead generation.
• You will hone your communication skills that are of immense consequence when you are planning to market your products and services.
• Professionally as well as personally, this course is beneficial in both ways.
• You can attend this program and continue your job simultaneously. Classes run on weekends in an online manner, giving you an opportunity to delve into the universe of marketing concepts in the best way possible.
• This course is completely market-oriented and fulfills the demands of modern business marketing.
• After the Sales and Marketing Management certification, you will be able to build a powerful network of like-minded people and community leaders from various industries with ease.
   

Also Read: 5 marketing certifications that can help you land a well-paying job

Eligibility criteria for Marketing and Sales Management Course

Talentedge’s Marketing and Sales Management course in association with IIM Kozhikode is open to all those Indian participants with Graduation degrees (10+2+3) or Diploma Holders (only 10+2+3) from a recognized university in any discipline.

Diploma holders (10+3) can be considered in several cases if they have at least 10 years of work experience in a supervisory role.

For International candidates, a Graduation or equivalent degree from a recognized university or institute is required to attend this course.

A minimum of 3 years of overall experience in marketing or sales or 5 years in any managerial position is a must for pursuing this program.
 

What are Sales and marketing concepts?

These are some of the marketing concepts that every sales and marketing manager needs to work on:

• The Production Concept: One of the oldest marketing management theories, the production concept is very much oriented towards operations. It works on the idea that ‘consumers will favor products that are available in the market and highly affordable.’ This is one of the reasons why brands intend to throw their goods all over the market at prices lower than their competitors.
   
• The Product Concept: The product concept focuses on quality and performance. Costumers tend to prefer products and services that are loaded with better quality, operation, and unconventionality. This strategy targets potential consumers and their loyalty towards a brand or business they invest in.  Today, there are many brands that concentrate primarily on designing and making products of the first order without compromising on the quality.
   
• The Selling Concept: The selling concept is the sine qua non of the global marketing endeavors. It believes in the theory that says people will not buy products until you persuade them to do so. Companies use this concept to create demand for their products and services in people’s minds even if they don’t need them. Newly-launched brands use this marketing and sales management technique oftentimes.
   
• The Marketing Concept: Revolving around the principle of “customer first”, the marketing concept talks about sensing the needs and wants of buyers to deliver them the best products. It is all about accomplishing organizational objectives by creating healthy competition in the market. The task here is to find the right products for your consumers rather than finding the right consumers. According to this concept, marketing begins with market analysis, shifting its attention to the needs of customers, whose satisfaction is key to attaining profit.
   
• The Societal Marketing Concept: The most progressive and sustainable theory of marketing management, the societal concept intends to run three things in parallel- social welfare, customer satisfaction, and organizational profits. This orientation tries to solve various problems the modern society is facing such as population boom, poverty, environmental degradation, resource sparseness, etc. This form of marketing attracts those consumers who believe in sustainable development. For example, California-based Beyond Meat is redefining the food industry by offering delicious plant-based meat products that are not just good for human health but also promote climate sustainability.

 Also Read: Objectives of Learning Sales & Marketing Management

FAQs on Marketing and Sales Management Certification Courses
 

Q. What is the use of marketing and sales management?

Ans: Marketing management is extremely crucial for businesses in a number of ways. Marketing and sales management tools help a company achieve organizational goals by the introduction and promotion of new products in the market. Marketing and Sales management is of immense importance when it comes to building a proper framework for research, development, innovation, and advertisement. Satisfying the customers’ needs is another field where this technique works very effectively.
 

Q. What is marketing management as a course?

Ans: Offered by Talentedge in association with IIM Kozhikode, the marketing and sales management course aims to produce professionals who understand the nature, range, and roles of marketing to make the corporate economy more efficient, smooth, and strong. It guides students to understand the foundation of marketing, customer relationship, personal selling process, and sales budgeting among many other subjects.
 

Q. How much do marketing managers earn?

Ans: Marketing managers are among the highest-paid employees in India. Since they are required in every field of business, companies are willing to invest heavily in their payments. According to the American compensation software and data company, PayScale, the average salary of a marketing manager in India is about 8 lakh per annum. Many multi-national firms offer way beyond this number to their marketing management executives.

Q. What kind of jobs can you get in marketing?

Ans: A degree in marketing and sales management can help you land a range of job opportunities. Some of the popular jobs available in the market are account executive, brand manager, market research analyst, production manager. In these job fields, your role will be focused on bringing various marketing strategies to the fore and helping the company emerge victorious in this ultra-competitive business environment.

Q. What do you study in marketing and sales management?

Ans: Talentedge’s marketing and sales management course revolve around various topics and subjects. Candidates get acquainted with consumer behaviour, eCommerce, market research & strategy, operational efficiency, and a range of other aspects while undergoing the all-inclusive program.

Q. How to become a marketing manager?

Ans: Becoming a successful sales and marketing manager requires a dedication of the utmost level, in addition to educational degrees and work experience. You should complete your master’s degree in marketing or can attend an MBA program in sales and marketing after graduation. If you don’t want to go for those 2-year full-time courses, you can join Talentedge’s Marketing and Sales Management course by IIM Kozhikode. You can attend this part-time course alongside your job.

Q. What are the functions of marketing management?

Ans: In today’s business structure, marketing management is probably the most significant aspect. Its function is to make the company’s products and services easily available to customers. It also plays an important role in specifying the target audience and making sure they like the products. Proper communication between a brand and its consumers takes place through sales management.
 

Q. What does a marketing manager do?

Ans: Marketing managers play a vital role in the promotion of a business, product, and service. Their role is to make sure that the company’s goods and services find the best customers by communicating with them with correct strategies. A wide range of tasks including advertising, launches, campaigns, social media, etc. come under marketing managers.
 

Q. Who is the father of marketing management?

Ans: Philip Kotler is widely regarded as the father of marketing. The American economist is known for popularizing the definition of marketing. An author of over 80 books, he developed the theory of prosumers, atmospherics, and societal marketing. Kotler’s marketing community, Kotler Board of Impact works with India’s Niti Ayog to promote startups in the country.
 

Q. What are the 7 steps in the sales process?

Ans: The seven-step sales process are

1. Prospection
2. Preparation
3. Attitude
4. Presentation
5. Handling objections
6. Closing
7. Follow-up

Various scholars term this sever-step process as the Sales Cycle, which is defined as a full series of steps that take place between the production and consumption of products. These steps determine various financial and organizational processes taken by a company to make their products reach the right customers.

Also Read: What are Some Essential Marketing Strategies?