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Executive Program in Sales & Marketing


The 1 year EPSM Programme will allow participants to assimilate the learning from a wide range of Sales and Marketing topics. The focus is to keep the content extremely current and relevant for the emerging challenges with an all-round understanding of the management discipline. The Programme 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 Programme 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 Programme faculty will focus on synergy between in-field practice and in-class learning.

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

Selection Criteria

Applications with Credentials & Corporate Nominations followed by an Entrance Test.

Schedule & Duration

Days of the week:

Thursdays 6:45 PM – 9:45 PM; Sundays 3:30 PM – 6:30 PM


1 Year

Total Numbers of Hours

180 hours on IOL + 7 days on Campus


Level 1 – Twice a Week; Level 2 – Once or Twice a Week (depending on the module)

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.


  • 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 and/or post graduation as on.


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.

Program Directors/ Faculty

Prof. Prashant Mishra
Prof. Ritu Mehta

Program Fees

For Indian Students
Application Fee Rs.2000/-
Program Fee INR 160000 + service tax
Registration Fee Rs. 4000 + service tax
Campus Fee INR 35000 + service tax
Total Fee


For International Students
Application Fee
Program Fee
Registration Fee
Campus Fee
Total Fee
  • Program fees are payable online or through DD drawn in favour of "Hughes Global Education 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.
  • Taxes will be additional as applicable.

Important Dates

  • Last Sales End Date: 28th Feb 2017
  • Last Date of Entrance Test: 2nd March 2017
  • Last Result Will Announce: 9th March 2017
  • Last Date for Payment of Fees: 23rd March 2017
  • Academic Briefing: 25th March 2017
  • Class Start Date: 1st week of April 2017

Installment Details

Installment Date Amount INR Amount USD
I 2017-03-23 INR 65000 + INR 4000/-+ S.T
II 2017-06-25 INR 55000/-+ S.T
III 2017-09-25 INR 40000/-+ S.T

Program Details

Level 1: General Management for Marketing
  • Module 1: Fundamentals of Management
  • Module 2: People Skills for Sales & Marketing Professionals
Level 2: Specialized Modules in Marketing
  • Module 3: Marketing Management
  • Module 4: Market Research
  • Module 5: Consumer Behaviour
  • Module 6: Sales & Distribution Management
  • Module 7: Product , Brand & Services Management
  • Module 8 Marketing Strategy
  • Module 9: Integrated Marketing Communications
  • Module 10: International Marketing

Learning Experience

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

Program Directors

Prof. Prashant Mishra
Prof. Ritu Mehta

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