Postgraduate Certificate in Sales & Marketing Management

The fast changing marketing environment demands that professionals learn new skills, improve their efficiency, learn to compete and think out of the box. Since sales and marketing works directly with customers and there is need for good managerial talent to interpret and satisfy the needs and desires of customers. All this requires an education that is intensive, comprehensive and closely linked to the marketing world. The need is to have a program which has all the inherent features of a business management program and includes experiential learning throughout the program. The program takes the participants through general business management and then specializing them in Sales and Marketing Management. XLRI has specially designed this program of 12 months duration. After successful completion of the programme students will be awarded with "Postgraduate Certificate in Sales and Marketing Management".

Programme objectives

· To expose the participants to the various theories and practices of Sales and Marketing Management.
· To equip the participants with tools and techniques with which they can handle their current business

tasks better and in an effective manner.
· To give the participants a holistic perspective of Sales and Marketing Management so that they can

shoulder greater responsibilities in their future career.
· To get tuned to the latest developments and best practices prevalent in the current Business economy.

Program Pedagogy

The above stated objectives will be attained through:
· Intense learning at virtual classroom.
· Project work.
· Lecture Series.
· Case methods.
· Group work.
· Term papers.

· Assignments and Dissertation.

· 5 days of intensive learning at XLRI campus.


Delivery mechanism

The on-line sessions will be delivered on the virtual classroom platform of our technical partners. The heart of the platform is a powerful user interface that enables large number of geographically distributed students to have a highly interactive 'one to one'/ 'one to many' exchange with a central faculty. The system incorporates live broadcast video, two way audio and data interactivity to enable the students to watch and interact with the faculty live in their virtual classroom.

Course Contents


1. Marketing-1
2. Economics
3. OB-1
4. Finance
5. Quantitative Techniques
6. Marketing-II
7. Accounting
8. Managerial Information System
9. Services Marketing
10.Retail Management
11.Consumer behavior and Marketing Research
12.Product and Brand Management
13.Sales and Distribution Management
14.Strategic Marketing
15.Project Work