PROGRAM OBJECTIVES

Executive Program in Using case based approach, the course will

STRATEGIC
enable participants to develop an
understanding of analytical approaches, tools,
and techniques used by retailers to plan and
execute retail strategy

SALES & MARKETING The course will provide a broad

overview of strategic sales and

MANAGEMENT
marketing management, principles
and methods, while exploring some
key aspects of retailing

The course modules are designed

to equip participants with requisite
skills and knowledge pertaining to
international economics, markets,
and emerging opportunities and
WHO SHOULD ATTEND challenges
Professionals aspiring to take up senior level roles in the sales or marketing
domain in online and social media marketing organizations
Technical sales professionals in Telecom, IT / ITES companies seeking additional
skills / Certificates to move up the corporate ladder

WHEN AND WHERE TO ATTEND

Duration: One Year | Class Mode: Online | Class Schedule: Sunday | Class Timings: 9:00 11:30 am

A Mahindra Group Initiative

 PROGRAM MODULES
PEDAGOGY 1. MARKET ORIENTATION AND MARKETING
Immersive learning using case analysis, assignments PERFORMANCE
and Projects. Customer Focus, Customer Performance, and Profit
Online live classes supplemented by assignments etc Impact
and group work. Marketing Metrics and Marketing profitability
Cases and handouts given before the class to be 2. MARKET ANALYSIS
solved and discussed in weekend live classes. Market Potential, Market Demand, and Market Share
Assignment and group projects for practical application The Customer Experience and Value Creation Market
of theory concepts. Segmentation and Segmentation Strategies
Competitive Position and Sources of Advantage

ELIGIBILITY 3. MARKETING MIX STRATEGIES

Product Positioning, Branding, and Product Line Strategies
For Indian Participants - Graduates (10+2+3) or
Value-Based Pricing and Pricing Strategies
Diploma Holders (only 10+2+3) from a recognized
Marketing Channels and Channel Mapping
university / institute in any discipline throughout and
Marketing Communications, Social Media, and Customer
2+ years of work experience
Response
For International Participants - Graduation or
equivalent degree from a recognized University or 4. STRATEGIC MARKETING
Institution in their respective country Portfolio Analysis and Strategic Market Planning
Offensive Strategies
Defensive Strategies
ASSESSMENTS 5. MARKETING PLANS AND PERFORMANCE
A minimum of 70% attendance to the LIVE lectures is a Building a Marketing Plan
prerequisite for the successful completion of this Marketing Metrics, Performance, and Strategy
program. Implementation
Periodic evaluations throughout the duration of the Market-based Management and Financial Performance
course. In the form of a quiz, assignment or other
objective / subjective assessments as relevant and 6. ADVANCE MARKET RESEARCH
applicable to the program and are designed to ensure Defining the Marketing Research Problem and Developing
an Approach
continuous student engagement with the course and
Marketing Research Design Formulation
encourage learning. The results / feedback on such
Measurement and Scaling
assignments will be provided
Questionnaire Design and Sampling
Data Preparation and Hypothesis Testing
Marketing Research Data Analysis
WHAT YOU GET 7. CONSUMER BEHAVIOR
You acquire skills on the overall sales lifecycle, branding Consumer Attitudes: theories. Attitude Formation and
and creating new age marketing channels, strategic change for high and low involvement products.
thinking on new market creation, positioning and Personality & Self concept: Theories of personality and
innovation in sales process with special emphasis on marketing strategies.
digital marketing. Consumer Lifestyles and Values.
Consumer Learning Theories and Marketing Applications

PROGRAM FEE `90,000/- 8. SALES & DISTRIBUTION STRATEGY

Sales Strategy and market strategy
Registration Admission 1st Installment Sales force structuring and sales roles
Fees Fee Sizing the selling organization
Setting quota and territory alignment
Amount `10,000/-* `40,000 `40,000
Sales Forecasting methods
Understanding sales force motivation
*Mandatory fees

* Any request for refund of registration fees on account of valid reason prior to the closure of registrations or 10
working days before the date of course commencement whichever is earlier, the amount paid shall be refunded
with a deduction of `5,000/- Leading a sales team: issues and challenges
Sales force compensation and performance appraisal
CAMPUS VISIT & COURSE MATERIAL FEE - `5000*

For queries, call us at: 83778 31825, 98731 10671

Email us at: info@educationlanes.com
www.educationlanes.com
A Mahindra Group Initiative