Programme Type



12 months

Deadline to Apply

12thSeptember, 2021


₹2,07,500 + GST (Excluding Registration Fee)

Class Timings

Sunday, First session: 12:00 p.m. to 1:15 p.m. Sunday, Second session: 1:30 p.m. to 2:45 p.m.


Executive Programme in Sales & Marketing (EPSM)

Programme Content

• Analysing Marketing Environment
• Segmentation
• Targeting
• Positioning
• Forecasting and Demand Measurement
• Creating Marketing Plan

• Importance of Marketing Research
• Marketing Research Process

• Factors Affecting Consumer Behaviour such as Cultural, Social and Personal
• Understand Consumer Buying Decision Process

• Challenges in Developing New Products
• Development Process: From Ideas to Concept to Strategy

• Brand Positioning
• Brand Equity
• Branding Strategy

• Understanding Pricing
• Consumer Pyschology and Pricing
• Pricing Methods
• Adaptive Pricing

• Social Media Marketing
• Word-of-Mouth Marketing
• Mobile Marketing

• Growth Strategies
• Product Life Cycle Marketing Strategies

• Role of the Sales Force
• Role of Selling within Marketing
• Managing and Controlling the Sales Force
• Sales Performance

• Sales Budgets and their Uses
• Techniques of Forecasting
• Importance of Accurate Forecasts
• The Sales Forecasting System

• Strategic Channel Choices
• Types and Classification of Channels
• Structure of Marketing Channels
• Channel Co-ordination
• Channel Conflict
• The Dynamic Nature of Channels

• Logistics
• Distribution System Design
• Wholesalers
• Retailers
• Managing Distribution Channels
• Physical Distribution and Logistics

• Role of Marketing Communications
• Understanding the Marketing Mix
• Developing Effective Communications

• Unique Characteristics
• Customer Participation in Services
• Professional Services
• Managing Service Quality and Customer Experience

• Introduction
• Organisational Buying Behavior

Programme Highlights

Programme Details

Key Learning outcomes
Programme Delivery
Campus Immersion
Who Should Attend?
Eligibility Criteria
Admission Criteria

Programme Directors

Prof. Jayasimha K R

Prof. Jayasimha K R

Professor of Marketing, IIM Indore

Dr. (Jai) Jayasimha is a Professor of Marketing. Before joining IIM Indore, he has been a faculty member at The Institute of Management Technology, ICFAI Business School (IBS Hyderabad), PES Institute of Technology (PESIT, Bangalore) and Kirloskar Institute of Advanced Management Studies. Dr. Jayasimha is a recipient of the ‘Best Teacher Award’ at IIM Indore. He is a recipient of the “Prof. Marti Subramanyam Award” along with Dr. Rajeev Verma for their joint research on Service Innovaton. He has attended the Global Colloquium on Participant Centric Learning (Glocoll) at the Harvard Business School (HBS), Boston, MA. He has attended the IPSA-NUS Methods School at the National University of Singapore (NUS). Dr. Jayasimha has presented papers in several international conferences and his work has been published in various international journals of repute. At IIM Indore, Dr. Jayasimha has been the Chair of the Executive Post Graduate Programme in Management (EPGP). Besides being the Marketing Area Chair, he has also chaired the Faculty Workload Norms Committee. He offers seminar courses on Service. Excellence and Classics in Marketing (CMM) at the doctoral level.

Assessment & Certification

Attendance Criteria

Programme Fees