Sales And Marketing

Sales and Marketing form one of the most crucial functions of any organization. Sales personnel and Marketers have to keep themselves abreast with the environmental changes and formulate strategies which would enable them to reach their goals despite unforeseen alterations brought forth by a dynamic environment. Such a work profile requires a firm grounding in the fundamental as well as the advanced concepts in sales and marketing.

This program would enable the participants to:

  • Understand the fundamental as well as advanced concepts in the areas of sales and marketing.
  • Enable them to apply theoretical concepts in generating practical solutions to the day-to-day problems which sales and marketing personnel face.
  • Develop effective marketing strategies and meticulously plan for their execution.
  • Possess adequate knowledge and skill to take greater responsibilities and larger roles in the areas of marketing and sales.

This program caters to the middle and upper level sales and marketing personnel working in various sectors and industries e.g. - FMCG, consumer durables, automobiles, retailing, financial and other services, etc. It would enable these sales and marketing personnel to update and enhance their knowledge base and skills. The program would also be immensely beneficial for the working professionals from other functional areas who have not undergone formal programs in the area of sales and marketing.

This 3-month week-end program would be offered 4 times in an academic year during July to Sept, Oct to Dec, January to March and April to June.

The program is designed to provide a comprehensive coverage of core and advanced topics in the area of sales and marketing. It would provide the candidates with a holistic understanding of the contemporary concepts, theories, applications and practices in the given area.

The key features of this program include:

  • 72 contact hours
  • Interactive classroom sessions using a variety of teaching aids
  • Guided project-based learning
  • Continuous assessment and feedback

The successful completion of the program would lead to award of “Certificate Program in Sales and Marketing” by IMT, Hyderabad.

The following topics would be covered in the program:

  • Core Sales and Marketing Concepts
  • Case studies and videos
  • Analyzing Marketing Environment
  • Understanding Consumer and Industrial Markets
  • Application of Segmenting, Targeting and Positioning Strategies
  • Devising a Branding Strategies
  • Creating Competitive Advantage & Competitive Strategies
  • Sales and Services Marketing
  • Personal Selling and Sales Promotions
  • Channel Management Decisions
  • Managing Wholesaling and Retailing

The program would be delivered by using several pedagogical tools such as

  • Interactive classroom sessions
  • Case studies and videos
  • Projects

The focus of assessment is to provide continuous feedback to the participants by way of using a variety of methods such as, case analysis, presentations, quizzes, project reports, group and individual assignments.

The sessions for the Certificate Program in Sales and Marketing would be conducted on Saturdays from 9.30 a.m. to 5.00 p.m. The details are given as follows:

Time Session Plan
9.30 a.m. to 11 a.m. Session - 1
11 a.m. to 11.15 a.m. Break
11.15 a.m. to 12.45 p.m. Session - 2
12.45 p.m. to 1.30 p.m. Lunch
1.30 p.m. to 3.00 p.m. Session - 3
3.00 p.m. to 3.15 p.m. Break
3.15 p.m. to 4.45 p.m. Session - 4

Fees: Rs. 1,00,000/- + Applicable taxes per student.

Prof. (Dr.) Nitin Gupta, Professor – Marketing, IMT Hyderabad

Webpage: faculty/nitin-gupta

Dr. Gupta has more than a decade and a half of national and international teaching and research experience in the area of Marketing. He has taught MBA, Executive MBA & Doctoral level students in India and abroad. He gained his PhD in the area of Consumer Behavior and Brand Management. He has done MBA and has a Bachelors degree in Economics. He was a Visiting Research Scholar at Syracuse University, USA and is a Visiting Faculty at ICN Business School, Nancy, France. His research work and cases have been published in national and international journals like Services Marketing Quarterly, Young Consumers, Asia-Pacific Journal of Marketing and Logistics, International Journal of Emerging Markets, Psychological Reports etc.

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