Professional Certificate Programme In Strategic Sales Management And New Age Marketing
IIM Kozhikode
1:00 PM
Programme Overview
Marketing fuels organisational growth by strategically creating (product), capturing (price), communicating (promotion), and delivering (place) value to consumers, businesses, and society. In today’s landscape, channel design and partner collaboration are critical—well-structured marketing channels drive competitive advantage and stakeholder value.
Selling is universal. As Prof. Craig Wortmann states, “Nothing happens until something gets sold.” Whether influencing customers, pitching ideas, or negotiating decisions, selling underpins professional success. Modern sales has evolved from transactional to relational, aggressive to consultative—yet remains the core revenue driver.
The sales force operates at the intersection of shifting customer demands, competition, and digital transformation. Post-pandemic, digital selling and performance optimisation have intensified, making sales roles uniquely challenging. Sales managers must now navigate dynamic environments while maximising team productivity.
This programme equips professionals with cutting-edge strategies in marketing channel management, consultative selling, and digital sales leadership—ensuring readiness for tomorrow’s marketplace.
Programme Highlights
Certificate of completion - IIM Kozhikode
IIM Kozhikode - Executive Alumni Status
Using Data Analysis and AI/ML Techniques in the world of sales
2-Day In-campus Immersion
Real-life case studies and simulation-based pedagogy
Hands-on Sales Management Projects
Admission Criteria
Eligibility & Selection
- Qualifications– Graduates (10+2+3) or Diploma Holders (only 10+2+3) from a recognized University (UGC/AICTE/DEC/AIU/State Government) in any discipline.
- Experience– Minimum of 04 years overall experience in Marketing & Sales function or at least 05 years of work experience in business enterprises in a managerial position.
Assessment & Evaluation
- The evaluation methodology is the discretion of the faculty
- The methodology includes quizzes, assignments and projects
- The programme may require participants to work on individual or group assignments and/or projects. The main objective of such assignments/projects will be to help the participants apply conceptual learning in the programme to actual organizational decisions scenarios
- The participants will have to secure the minimum pass marks in the respective evaluation components
Syllabus Breakdown
Module 1 : Foundational Concepts on Marketing
Module 2 : New Age Marketing and Analytics
Module 3 : Selling I
Module 4 : Selling II
Module 5 : Sales Management
Module 6 : Leading the Sales Organization
In Campus Module
Note: This is an indicative list of course topics and is subject to change as per IIM Kozhikode’s discretion.
About Indian Institute of Management Kozhikode
1st Rank
Times B-School
Rankings 2025
3rd Rank
NIRF India Rankings,
(Management) 2024
#4 in India,
#70 in Global Rank,
Financial Times Open
Enrolment Rankings
2024
Know The Facilitators
Note: The above given is an indicative list of programme faculty members and is subject to change as per IIM Kozhikode’s discretion.
Programme Certification
- Participants who successfully meet the evaluation criteria and satisfy the requisite attendance criteria will be awarded a ‘Certification of Completion’
- Participants who are unable to clear the evaluation criteria but have requisite attendance will be awarded a ‘Participation Certificate’
- A minimum of 75% attendance is a prerequisite for the successful completion of the programme.
Executive Alumni Status
On successful completion of the programme, participants will be eligible for the prestigious IIM Kozhikode executive Alumni status. These participants will subsequently receive the alumni registration details from IIM Kozhikode
Note: The executive alumni benefits are subject to the discretion of IIM Kozhikode
Empower New Age Challenges In Sales Management
Push your sales career and reach new levels by driving impact at scale with AI/ML technologies.
Learner’s Speak
Hear from our Alumni
Programme Structure
5 days from the date of offer release
15th December 2025
5th March 2026
- Any change in any of the applicable taxes during the tenure of the programme, to be borne by the participants
- Application fee is not included in the Installment pattern
Career Transitions
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The Jaro Advantage
Jaro Expedite - Career Booster
Profile Building
Rigorously building the candidate’s profiles and resume scrutinizing their LinkedIn profiles. Jaro Education enables personalised feedback to boost overall virtual presence.
Resume Review
Moving forward with carefully curated resume reviews that ensures you are interview-ready for the workplace of tomorrow.
Placement Assistance
Get career assistance as per the profile and preferences. On average, get 5-6 job recommendations to enhance quality employment opportunities.
Career Enhancement Sessions
Bridging connectivity to link the best talent with organizations through eminent sessions from top-class industry speakers.
Resume Building
Our service comprises the meticulous creation and refinement of resumes, aligning them with corporate standards to ensure they reflect your skills and achievements. Through expert resume optimization, we enhance your professional narrative and craft an ATS-friendly resume to stand out in a competitive landscape.
LinkedIn Profile Optimization
We offer tailored suggestions for elevating your LinkedIn profile, strategically designed to maximize visibility and foster meaningful connections with industry leaders. Our approach ensures that your online presence resonates with the professionalism and expertise that defines your career trajectory.
Career Enhancement Sessions
Our exclusive Jaro Connect platform provides corporate engagements with access to immersive bootcamps and masterclasses on the latest industry trends, led by esteemed experts. This empowers the participants to stay abreast of evolving market dynamics while honing their professional competencies, ensuring they thrive in today’s fast-paced business environment.
Note: IIM Kozhikode and Jaro Education do not guarantee or promise employment or career advancement in your existing position. Career services are offered solely as a resource to help you proactively manage your career. These services are provided by Jaro Education. IIM Kozhikode is not involved in any way with the career services described above and makes no commitments regarding their outcomes.
Build 21st-Century Skill set to Gain Career Edge in the VUCA World
You’ll learn
- Transforms you as a better sales person and an excellent sales leader
- Acquire key understanding of New Age Marketing tools and techniques
- Gain holistic capability to resolve various sales-related problems
- Exposure to scalable strategic sales management techniques
Talk to our career expert: Ms. Prajwala Patil | +91 8976977832
