EP Sales and Marketing


Institute: IIM Indore
Programme Start Date: 26th March, 2023
Batch Number: 03
Admission: Open
Deadline to Apply: 13th January, 2023
Programme Type: MDP
Class Timings: Sunday: First session 12:00 p.m. to 13:15 p.m.
Sunday: Second session 13:30 p.m. to 14:45 p.m.

Course Overview


Marketing & Sales are the two most effective tools to make sure that your product/service reaches the right target audience at the right time. Your marketing and sales strategy should address and reflect customer needs. You should have answered basic questions like: Why should someone purchase your offerings? What are its primary features? How is your product different from your competitor’s product? By using these two tools in a creative and smart way, one could easily break the market clutter and capture the attention of the audience. This advanced 12-months programme seamlessly includes both theoretical and practical knowledge for you to successfully launch and stay evergreen in this fast-changing business environment.

Executive Programme In Sales & Marketing (EPSM)

Sales and marketing are the two major factors that define how well your product/service is received in the market. The two are independent but interconnected business functions within an organisation that are integral to revenue generation.

This domain is one of the top-5 most rapidly growing areas of employment. Therefore, it is the perfect time to equip yourself with a professional certification in Sales and Marketing that gives you a smarter identity and adds tremendous brand value to the job market. Enrol with Executive Programme in Sales and Marketing (EPSM) from IIM Indore to gain contemporary knowledge and skills to ace your marketing and sales game. This advanced 12-months programme offers the following and much more: understand the latest marketing and sales trends, work with the most efficient tools on the market, and get equipped with all the necessary skills in this fast-changing business environment.

Programme Highlights

  • 12-month online programme
  • Balanced combination of theoretical and practical knowledge
  • Campus immersion module of 3 days
  • Focus on real business use cases
  • IIM Indore Executive Education Alumni status

Programme Details

Who Should Attend?

  • The programme is ideal for working professionals in sales and/or marketing roles, or those aspiring to a career in these domains.
  • Sales professionals wishing to broaden their perspective with marketing knowledge and competencies
  • Marketing professionals desiring to enhance their efficiency with an understanding of sales
  • Working executives seeking a career switch in the sales or marketing domain

Key Learning Outcomes

This programme will provide the applicants with:
  • Comprehensive and contemporary knowledge of the Sales & Marketing domain
  • Thorough understanding of the marketing mix and creating a value proposition
  • Understanding of the consumer mindset and factors driving buying behaviour
  • Formulating and evaluating marketing communication for brand building
  • Knowledge of latest trends and usage of contemporary and efficient tools


Sessions will be conducted via a state-of-the-art Interactive Learning (IL) platform and delivered in Direct-to-Device (D2D) mode that can be accessed by learners on their Desktop, or Laptop.

Class Schedule

Sunday: First session12:00 p.m. to 13:15 p.m.
Sunday: Second session13:30 p.m. to 14:45 p.m.

The time gap between two consecutive sessions is to give the participants a break. On some days, the classes may extend beyond the mentioned time. In addition to attending interactive sessions, participants have to undertake online quizzes, assignments, and examinations.*Some sessions will be scheduled on weekdays (8 p.m. to 9 p.m.) for timely completion of the programme

Eligibility Criteria

  • Diploma (10+2+3)/Graduate/Post-Graduate from Universities recognised by Association of Indian Universities
  • Minimum 50% marks in either Diploma or Graduation or Post-graduation (or its equivalent)
  • Minimum 2 years of full-time work experience post completion of qualifying education
    *Internships and training experiences are not considered as full-time work experience

Admission Criteria

The selection will be based on candidate’s profile evaluation, subject to meeting eligibility

Assessment & Evaluation

Performance of participants will be monitored on a continuous basis through quizzes, assignments, tests, and examinations.
Participants are required to score minimum marks/grades as decided by the institute from time-to-time to complete the course.

Certification & Alumni Status

Participants who successfully meet the evaluation criteria and satisfy the requisite attendance criteria, will be awarded a ‘Certificate of Completion’.
Successful participants will also be accorded IIM Indore Executive Education Alumni status.
*All certificate images are for illustrative purposes only and may be subject to change at the discretion of IIM Indore.


Programme Fee

ParticularsAmount (₹) * Excluding GST*
Registration Fee10,000
Study Materials/Simulations /Library/ Assessment/ Closing Ceremony/ Certification Fee18,000
Program Fee1,92,000
Campus Fee12,500
Total Course Fee (Excluding GST)2,29,000


  • Participant, at the time of application, pays ₹10,000 +GST which includes ₹2,500 towards Application Fee and ₹3,500 towards Programme Fee & Bank Charges of INR ₹4,000.
  • In case of participants paying fees via NEFT, RTGS, IMPS, Cheque, or DD, they will get a waiver of 1.5% (maximum ₹4,000) on overall fees of ₹2,29,000. Only applicable if all payments are made through same mode.
  • In case a participant profile is rejected by IIM Indore, ₹7,500 (Bank Charges of ₹4,000 only for applicable cases) is refunded to candidate and ₹2,500 of the application fee is non-refundable.
  • All Fees are payable directly to TEEL.
  • GST will be additional as applicable.

Instalment Schedule

Application Fee1st Instalment2nd Instalment3rd Instalment4th Instalment
DateAt the time of ApplicationWithin oneweek of offer

roll-out date

10th January 202310th April 202310th July 2023
Amount (₹) * Excluding GST*10,00055,00055,00055,00054,000

This will vary across programmes with their respective fee structures. Also, needs to be cross-checked with PDS/Product Deck for errors of omission.
*Taxes will be additional as applicable

Programme Timelines

Application Closure Date21st August 2022
Academic Orientation Date25th September 2022
Commencement of Programme Delivery2nd October 2022
Programme End DateSeptember 2023

Programme Content

Foundations of Marketing

• Analysing Marketing Environment

• Segmentation

• Targeting

• Positioning

• Forecasting & Demand Measurement

• Creating a Marketing Plan

Conducting Marketing Research

• Importance of Marketing Research

• Marketing Research Process

Consumer Behaviour

• Factors Affecting Consumer Behaviour such as Cultural, Social, and Personal

• Understand Consumer Buying Decision Process

New Product Development

• Challenges in Developing New Products

• Development Process: From Ideas to Concept to Strategy

Brand Management

• Brand Positioning

• Brand Equity

• Branding Strategy

Pricing Methods & Strategies

• Understanding Pricing

• Consumer Psychology & Pricing

• Pricing Methods

• Adaptive Pricing

Digital Marketing

• Social Media Marketing

• Word of Mouth Marketing

• Mobile Marketing

Marketing Strategies

• Growth Strategies

• Product Life Cycle Marketing Strategies

Sales Management

• Role of the Sales Force

• Role of Selling within Marketing

• Managing & Controlling the Sales Force

• Sales Performance

Sales Forecasting

• Sales Budgets & their Uses

• Techniques of Forecasting

• Importance of Accurate Forecasts

• The Sales Forecasting System

Marketing Channels

• Strategic Channel Choices

• Types and Classification of Channels

• Structure of Marketing Channels

• Channel Coordination

• Channel Conflict

• The Dynamic Nature of Channels


• Logistics

• Distribution System Design

• Wholesalers

• Retailers

• Managing Distribution Channels

• Physical Distribution & Logistics

Creating and Managing Integrated Marketing Communications

• Role of Marketing Communications

• Understanding Marketing Mix

• Developing Effective Communications

• Emerging Trends in Marketing

Services Marketing

• Unique Characteristics

• Customer Participation in Services

• Professional Services

• Managing Service Quality & Customer Experience

B2B Marketing

• Introduction

• Organisational Buying Behaviour

*Modules are subject to change

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Duration: 12 Months
Lectures: 15

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