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