Executive Program in Sales and Marketing (EPSM)

    XLRI Jamsedhpur’s “Executive Program in Sales and Marketing” using the Direct to Desktop platform aims at providing marketing concepts for formulating effective sales management strategies.

    The XLRI Jamsedhpur’s Certificate Program in Sales and Marketing is a seven Month Executive Programme that is designed to allow participants assimilate the learning from a wide range of Sales and Marketing topics. The focus of the programme is to keep the course content up-to-date and relevant for the emerging challenges with an all-round understanding of the management discipline.

    The Certification Programme provides basic understanding of the contemporary approaches to acquiring, maintaining and growing business-keeping in mind various stakeholders in the market-in an efficient and effective manner. The Programme would help participants develop a broader macro level understanding of emerging Sales & Marketing frameworks. This would be done keeping in mind the relationships of the sales & marketing with other business functions to grow in the market. The complete course content also focuses on various areas of sales and marketing including brand, services, distribution channel management and people management issues. The Programme faculty will be focusing on the crucial synergy between in-field practice and in-class learning.

    The Programme Will Help Participants:

    • Understand and appreciate the roles and responsibilities of a sales manager.
    • Understand and appreciate the Customer and Market Orientation for Business Success.
    • Understand and appreciate the Conceptual framework for sales and marketing.
    • Understand and appreciate the fundamentals of channel design, development and management decisions.
    • Learn to manage, motivate and lead sales and marketing teams.br>    of organizations.


    The primary method of instruction will be through LIVE lectures that will be beamed online via internet to student desktops/laptops or classrooms. The lectures will be delivered by eminent faculty from XLRI. All enrolled students will also be provided access to the Cloud Campus through which students may access other learning aids, reference materials and assessments, case studies, projects and assignments as appropriate. Throughout the duration of the course, students will have the flexibility to reach out to the Professors, real time during the class or offline via the Cloud Campus to raise questions and clear their doubts.


    There are continuous evaluations built in throughout the duration of the course. These maybe in the form of a quiz, assignment, project, case studies or other objective/subjective assessments. The evaluations are designed ensure continuous student engagement with the course and encourage learning. Students who successfully clear the same along with the requisite attendance criteria will be awarded a Certificate from XLRI as appropriate

    Course Module

    • Marketing and Selling
    • Understanding buyer behaviour for effective selling
    • Identifying the sales strategy (Integrating Pull Push)
    • Channel Management
    • Sales force management

    Course Delivery

    The sessions will be delivered on ADTC Global platform through Direct to Device. Sessions are delivered by faculty from the campus at the structured studio. Studios set up at different locations are fully equipped with all required audio, video and computer systems that allow the instructor to teach and interact with students who could be spread across the world.


    The Certificate Program in Sales and Marketing will be awarded by XLRI Jamshedpur to students on successful completion of the programme.

    Download Program Brochure

    Q1) Can you tell me something about NSE?
    The National Stock Exchange (NSE) is India's leading stock exchange covering various cities and towns across the country. NSE was set up by leading institutions to provide a modern, fully automated screen-based trading system with national reach. The Exchange has brought about unparalleled transparency, speed & efficiency, safety and market integrity. It has set up facilities that serve as a model for the securities industry in terms of systems, practices and procedures.

    Q2) Can you tell me something about NAL?
    NAL is a wholly owned subsidiary of National Stock Exchange of India Limited (NAL). NAL is one of the leading Stock exchange in India. It in addition to various other businesses, carries out a number of educational initiatives such as certification programs, investor seminars, secondary and senior secondary school level courses, development of educational materials on financial markets etc. It promotes financial literacy and skill oriented financial markets courses and has also introduced an online examinations system for testing and certification called NAL's Certification in Financial Markets (hereinafter called as NCFM). NCFM is an online testing system, a revolutionary concept in administration of examinations and the only one of its kind today in the country. NAL has also launched various international certificate & PG programs to empower and develop the skill sets that many enhance their ability further and also to be competitive in the international financial sector. NAL has incorporated NAL to carry out its educational initiatives.

    Q3) What is NSE's Certified Capital Market and Algorithm Analyst (CCMAA)?
    NSE's Certification Program in Technical, Derivatives & Algorithmic Trading is an advanced Financial Market Analysis Program for people who aspire to learn about the Financial Markets or invest in the equity, commodity or currency markets. This innovative program attempts to blend the concepts of Financial Markets with the techniques of Algorithmic Programming & Coding Techniques. The course offers a concrete understanding of the Equity Cash as well as Future & Options market. The course envisages multiple ways to analyze the equity market i.e. fundamentally as well as technically. The course also blends the exciting concept of Algorithmic Programming & Coding Techniques with the knowledge of Financial Markets.

    Q4) Who Should Attend this programme?
    • Student
    • Applicants should be working professionals/self-employed

    Q5) What is the method of instruction for this programme?
    • In-depth Theoretical & Practical Training on Financial Markets, Technical & Fundamental Analysis & Algorithm
    • Mock Trading, Assignments & Case Studies
    • Candidates shall be expected to keep their laptop ready for certain sessions which requires the use
      of MS Excel

    Q6) Can you tell me something about ADTC Global Education?
    ADTC Global Education is a live virtual learning education and training platform offering executive certificate courses from premier B School. ADTC Global Education also offers Graduate, Post Graduate, Degree Courses etc. ADTC Global Education is a technology and marketing partner for NSE’s Certificate Programme Capital Market and Algorithm Analysis. ADTC Global Education is responsible for the programme delivery as per the schedules of NSE.

    Malhar Majumder
    Malhar possess 20 years of experience in Corporate Finance and Personal Finance. He had been employed in private sector company’s like Berger Paints and public sector companies like Durgapur Projects Limited (DPL) and BalmerLawrie till 2003. He left his PSU job and ventured into personal finance. He joined the Financial Planning Standards Board of India as their Head of Knowledge Management in 2005. He left FPSB India in December’2006 and since then is pursuing career as self employed professional. He had written several articles in popular media like DNA, Business Standard, ET, FPJ, HT, Asian Age and in different journals and blogs on various issues on Personal Finance and is often quoted in media.

    Academic Qualification CFPCM from FPSB India , Associate Member of the Institute of Company Secretaries of India, Fellow Member of the Institute of Cost Accountants of India

    He also holds a Diploma in IFRS (from ACCA), Advanced Diploma in Management Accounting (from CIMA) and NISM Investment Adviser Level I and Level II Certification.

    He has imparted training in major corporates including SBI & associated banks, BOI, Central Bank, United Bank, Vijaya, IDBI, ICICI, Kotak, Federal, IndusInd, Axis, CITI, BNP, Bangladesh Bank, Magma, Bajaj, Cholamandalam, Peerless, ICICI Securities, Kotak Securities, AXIS MF, Reliance, DSP Black Rock, Accenture, Bank of America, Infosys, Fidelity, Tech Mahindra, LIC, Metlife, Pru ICICI, GAIL, Mitshubishi Chemicals and Hindu among others. He worked with agencies like SEBI NISM, CIBIL, CGTMSE, SIDBI and currently working closely with Dun and Bradstreet and NSE as external faculty.

    Mr. Abhijit Paul
    Mr. Abhijit Paul comes with more than 10 years of rigorous experience in the Financial Services Industry, having played pivotal roles in institutions like ICICI Securities and BRICS Securities. In his most recent avatar he was Assistant Vice President (AVP) at BRICS Securities, Mumbai heading the entire Institutional Technical Research desk.

    He is passionate about trading and investment and visits various business schools as a guest faulty and also conducts trading workshops for corporates.

    He is also a regular face on business channels like CNBC, Zee Business, Bloomberg & CNBC Awaaz, where he shares his views on the markets and Indian economy.

    Dr. Samar Abbas
    Abbas PhD, is a quantitative trading systems developer who actively develops custom quantitative and algorithmic trading methods for proprietary trading firms. In addition, he regularly applies his own scientific trading strategies to the capital markets.

    As a regular trading systems consultant for the National Stock Exchange (NSE), he imparts quantitative trading systems education to proprietary traders, dealers and analysts of the institutional trading members, with a special focus on derivatives and technical analysis.

    Course Modules
    • Fundamentals of Certificate Program Sales and Marketing (CPSM) are as follows

    The course will be of 7 Months Approx and will cover the following broad modules:

    • Marketing and Selling
    • Understanding buyer behaviour for effective selling
    • Identifying the sales strategy (Integrating Pull Push)
    • Channel Management
    • Sales force management

    Program Duration
    • Duration - 7 Months (approx) • Total Numbers of Hours – 40 Hours • Course Schedule- Suggested - Tuesday – 6.30 Evening to 8.30 PM