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Indian Institute of Management
Year Founded : 1984
Contact No : 0522-2734101, 2734111
Email : diroffice@iiml.ac.in
Website : http://www.iiml.ac.in/
Courses
Advanced Program in Sales and Marketing
View Program Details
Category : Sales & Marketing
Degree : MBA
Mode : Full Time
Medium : Campus
Level : PG

The sales and marketing function is one of the most important domains of business. Structured course and skill development in marketing and sales can not only make the business viable and efficient but also makes the business immune to sudden and inevitable environmental changes like recession. This six month course has objectives that participants should appreciate the linkage between marketing and sales. This course builds understanding about marketing research and consumer insights in Indian context. This course will focus of recruiting, managing and leading sales teams. This course also focuses on how to select, evaluate and manage conflicts in distribution channels. The course highlights contemporary issues in marketing like retail management, e-marketing, and CRM. Last but not the least course also focuses on services marketing. Impact Gain a clear, in depth understanding of core marketing concepts, and identify the essential elements of a strong marketing plan. During the program, participants will: Develop a thorough understanding of customers and what motivates their behavior. Understand the value of their brands and how to build and develop that value. Learn to use quantitative analysis to make — and support — marketing decisions. Develop a strong working knowledge of competitive marketing strategy, and anticipate the effects of offensive and defensive strategies. Learning about competitive pricing, the impact of technology, and making decisions in uncertain markets will give participants the tools to be able to define the sources of competitive advantage. They will: Use new tools to analyze competitors and anticipate their reactions to your actions. Leverage your strengths from your customers’ perspective. Understand the competitive landscape for your products or services.

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