Executive Program In Sales And Marketing specialising Pharmaceutical Industry

IIMC has been at the forefront of executive education for the last three decades and has been widely acclaimed for the various innovative and customized programs it has introduced over the years based on its front line teaching, research and consulting.

The Executive Program in Sales & Marketing is specially designed for individuals wishing to pursue a career in Sales & Marketing. The program 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 Program 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 program faculty will focus on synergy between in-field practice and in-class learning.

Program Orientation

Module I: Fundamentals of Management – I
Introduction to Business environment and Strategy
Fundamentals of Operations Management

Module II: Fundamentals of Management –II
Basic Financial Acumen for Sales and Marketing
Sales and Marketing Fundamentals
Organisational Behaviour

Module III: Advance Sales and Marketing Management –I
Designing and Managing Distribution Channels
Selling through Organized Retail Formats
Services Marketing
B2B Marketing
Personal Selling and Direct Marketing

Module IV: People Skills for Sales & Marketing Professional– I
Understanding Organisational Structure and Design
Performance Management

Module V : Advance Sales and Marketing Management – II
Advertising and Sales Promotion
International Marketing
Product and Brand Management
Advance Issues in Sales Management

Module VI: People Skills for Sales & Marketing Professional– II
Issues in Managing Sales Teams
Fundamentals of Negotiation for Sales Personnel
Personal Assessment and feedback (Personality Testing etc.)
With special focus on FMCG, Pharma, Industrial products, financial service will be conducted.
Career Management and Planning and valedictory
Workshop on Communication Skills