Professional Certificate Programme In Strategic Sales Management And New Age Marketing

IIM Kozhikode

  • Home
  • Programs
  • Professional Certificate Programme In Strategic Sales Management And New Age Marketing – IIM Kozhikode
Course Duration
10 Months
commencement date
January 2023
Application End Date
3rd January 2023
Session Timing
10:00 a.m. - 01:00 p.m.

Programme Overview

In the immortal words of Prof. Craig Wortmarun, “Nothing happens until something gets sold”. As of 2021, sales jobs are more challenging than any other counterparts in the organization. A core challenge in front of a sales manager is to enhance the sales force performance under a demanding and rapidly changing environment. Marketing activities also provide impetus to the growth of an organization. Well-developed marketing channels play in as a great source for value addition to all key stakeholders of a company, as well as develop an edge over the competition. Thus, experienced members of the world of sales can upscale their knowledge and skills with the Professional Certificate Programme in Strategic Sales Management and New Age Marketing.
The Key Highlights of the programme are
  • The programme is designed to up-skill experienced professionals, and develop them into stronger sales people.
  • The programme will help participants become better sales managers with the help of modern-day techniques and case studies.
  • The programme evaluation will involve quizzes, assignments and projects.

Aspire to become a stronger, modernized and adaptive professional in sales domain, standing out with your IIM Kozhikode certification in Strategic Sales Management and New Age Marketing.

Programme Highlights

Certificate of completion - IIM Kozhikode


IIM Kozhikode - Executive Alumni Status


Using Data Analysis and AI/ML Techniques in the world of sales


Real-life case studies and simulation-based pedagogy


Hands-on Sales Management Projects

Admission Criteria

Selections will be based on a detailed Profile of the Candidate in his own words elaborating his Academic record, Profile, Designation, Salary, Roles, Responsibilities, Job Description, and a write-up on “Expectations from the Programme”.                                

Eligibility & Selection

  • For Indian Participants – Graduates (10+2+3) or Diploma Holders (only 10+2+3) from a recognized University (UGC/AICTE/DEC/AIU/State Government) in any discipline
  • Diploma Holders (10+3) will be considered on a case to case basis subject to having a minimum of 10 Years of work experience in a supervisory role at the time of applying for this programme
  • For International Participants – Graduation or equivalent degree from any recognized University or Institution in their respective country
  • Minimum of 4 years overall experience in Marketing & Sales function or at least 5 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

  • Marketing Strategy
  • Understanding Consumers
  • GTM & Sales
  • Basic Data Analytics for Managers
  • Selling Models and Styles
  • Influencing and Storytelling
  • Positivity and Selling
  • Key Account Management
  • Account-Based Management
  • SPIN Selling
  • Digital Selling and Disruptive Business Models
  • Personnel Issues
  • Setting Quotas
  • Territorialisation
  • Performance Evaluation
  • Compensation
  • Leading the Sales Teams
  • EI for Sales Managers
  • Coaching & Mentoring
  • Sales Interfaces
  • Remote Salesforce Management
  • Design Thinking for Sales Managers
  • AI & ML for Sales Management
  • Projects
  • Simulation
10 Months
Data Analysis and AI/ML Techniques
Direct to Device [D2D]
Group Assignments

Note : The in-person sessions like Campus Immersions are subject to prevailing government rules pertaining to the pandemic. Jaro Education/Institute will keep all candidates updated accordingly.


About IIM Kozhikode

IIM Kozhikode is ranked 5th as per the latest NIRF India Rankings 2022: Management. The Institute also made its global debut for its flagship MBA (101+ globally, 7+ in Asia) and EMBA programme (101+ globally, 15+ in Asia) in the 2020/21 QS World University Rankings. It is also ranked No.2 in the CFIs (non-Technical) category in the Atal Innovation Rankings (ARIIA 2021) released recently by the Ministry of Education, Govt. of India. IIM Kozhikode is globally accredited by EQUIS (EFMD) and AMBA (UK). Since its inception, IIM Kozhikode has successfully carved its niche in management education through a judicious blend of academics and real-world practice. The Institute continually adapts to the rapid influx of changes in the Indian business landscape by providing cutting-edge Management Development Programmes with innovative pedagogy and content to impart industry-relevant knowledge and skills to its executive education participants. Last year, IIM Kozhikode trained more than 3,400 executives through a wide gamut of programmes uniquely crafted for agile minds interested in thought-provoking questions and learning centred on business transformation and growth.

Amongst IIMs
& Public B Schools
The Week-Hansa Research Best B
School’s Survey 2022

Overall category
The Week-Hansa Research Best B-School’s
Survey 2022

Top B-School in India (Source: NIRF 2022)

IIM Kozhikode sole IIM
to Feature in ARIIA 2021


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

Programme Structure

Programme Fee
Fee Structure
Application Fee
INR 2,000/- + GST
Total Programme Fee
(Excluding Application fees)
INR 2,80,000/- + GST
Installment Structure
Installment Structure
Booking Amount
INR 80,000/- + GST
1st Installment
INR 80,000/- + GST
2nd Installment
INR 60,000/- + GST
3rd Installment
INR 60,000/- + GST
  • 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

Admission Process

Talk to our Expert

Fill the form to get more information.

(Privacy and Security Guaranteed)

Career Transitions

The Jaro Advantage

Learning Support
Doubt Resolution

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.


Note: IIM Kozhikode or Jaro Education do not guarantee or promise you a job or advancement in your existing position. Career Services is simply provided as a service to help you manage your career in a proactive manner. Jaro Education provides the Career Services described here. IIM Kozhikode is not involved in any way with the Career Services described above and offer no commitments.

Build 21st-Century Skill set to Gain Career Edge in the VUCA World

Learn from the best minds and eminent faculty to become the next industry expert.
By clicking Start Application, you agree to our terms and conditions and our privacy policy.

You’ll learn

Frequently Asked Questions
What is the programme duration for IIM Kozhikode - Professional Certificate Programme in Strategic Sales Management and New Age Marketing?
  • IIM Kozhikode – Professional Certificate Programme in Strategic Sales Management and New Age Marketing is a 10 months programme for sales managers to upskill their skills sets.
What is the mode of programme delivery?
  • This professional certification programme connects students with the Direct to Device [D2D] learning mode.
Will I receive an alumni status from IIM Kozhikode?

Yes. Upon successful completion of the Professional Certificate programme in Strategic Sales Management and New Age Marketing, students will be an executive alumnus of IIM Kozhikode (as per IIMK norms). Executive alumni membership fee would be applicable.

Will I receive a Professional Certificate after completing IIM Kozhikode Strategic Sales Management and New Age Marketing Programme?

Yes, all the participants who complete IIM Kozhikode Professional Certificate Programme in Strategic Sales Management and New Age Marketing will receive a certificate of participation. This is subjected to the fulfilment of attaining overall 75% attendance.

Program Counsellor

Program Manager

Prajwala Patil

Program Counsellor Number

Connect with our Program Advisor

Coming Soon