Program highlights - Post Graduate Certificate Program in Sales & Marketing – IMT Ghaziabad

PROGRAM OBJECTIVES

The program provides a comprehensive understanding of contemporary approaches to acquiring, retaining and growing
business in an efficient and effective manner. The program will help participants to:

• Understand & identify the challenges emerging in the market place
• Develop a deep Customer and Market Orientation
• Learn the tools of managing, motivating and leading sales teams
• Master the fundamentals of channel design, development and management decisions
• Gain an appreciation of the sector specific issues in marketing of Pharmaceutical, Banking and Financial services, FMCG Industries and Industrial products.

WHO SHOULD ATTEND?

Working professionals with minimum one year experience, with an active interest in furthering their career in sales and marketing will find the course interesting and stimulating. The participants with 1 to 5 years of experience shall be given preference in the admission process.

PROGRAM BENEFITS
Develop broad understanding of emerging Sales & Marketing frameworks and their relationships with other business.

• Focus on cutting edge issues concerning sales and marketing practices including brand, services, distribution channel management and people management issues.
• Focus on synergy between in‐field practice and in‐class learning.
• The program will provide opportunities for specialised focus on Sales Management for B2C and B2B. Industry or sector specific issues will also be addressed as a part of the program.

PROGRAM STRUCTURE & CONTENTS

Modules

1. Marketing Management                                                          2. Marketing Research
3. Consumer Behaviour                                                              4. Strategic Marketing
5. Sales Management                                                                 6. Distribution Management
7. Marketing of Services – Focus on Financial                            8. International Marketing
Services
9. Managing Integrated Marketing Communication                     10. Strategic Brand Management
11. Customer Relationship Management                                     12. Business to Business Marketing
13. Retail Management                                                               14. Rural Marketing
15. Internet Marketing

PROJECT WORK
The programme includes a Faculty Guided Group Project work. The project work shall be conducted in Groups formed by the Faculty/Institute.

PROGRAM DESIGN AND DURATION

• The duration of the program is 1 year
• Students will undergo fifteen modules during this period.

CERTIFICATION

Candidates will successfully complete the program if they have received “Poor” grades in not more than two
courses. Successful candidates will receive a Certificate of Completion. Those with requisite participation but unable to complete successfully will receive a Certificate of Participation. Certificate will be issued by IMT Ghaziabad.

ELIGIBILITY CRITERIA

Working Professionals with more than one year of experience who are graduates (10+2+3 or equivalent) in
any discipline.