Professional Certificate Programme in Strategic Sales Management and New Age Marketing - IIM Kozhikode

Batch 01

Duration : 12 Months
Mode : Direct to Device [D2D]
Fee : INR 2,60,000 + GST
(EMI starts at INR 6221/- pm*)

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Strategic Sales Management & New Age Marketing 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 program in Strategic sales management and new age marketing.

  • Program is designed to up-skill experienced professionals, and develop them into stronger sales people.
  • Developing better sales managers with the help of modern-day techniques and case studies.
  • 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.

Strategic Sales Management & New Age Marketing Programme Highlights


Certificate of completion - IIM Kozhikode


IIM Kozhikode - Executive Alumni Status


Real-life case studies and simulation-based pedagogy


Hands-on Sales Management Projects


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

Learning Outcome

sales person

Transforms you as a better sales person and an excellent sales manager

sales person

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

Eligibility for Strategic Sales Management & New Age Marketing

  • 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
  • Selections is based on detailed candidate profiles

Assessment & Evaluation

  • The evaluation methodology is the discretion of the faculty
  • The methodology includes quizzes, assignments and projects
  • The program 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 program to actual organizational decisions scenarios
  • The participants will have to secure the minimum pass marks in the respective evaluation components

Attendance Criteria

  • A minimum of 75% attendance is a prerequisite for the successful completion of the program

Strategic Sales Management & New Age Marketing Course Structure

Application Fee Programme Fee
INR 2,000 + GST INR 2,60,000 + GST
Booking Amount 1st Installment 2nd Installment 3rd Installment
INR 80,000 + GST (7 Days from the date of offer)
15th October, 2021
INR 60,000 + GST
15th January, 2022
INR 60,000 + GST
15th April, 2022
INR 60,000 + GST
15th July, 2022
  • 2 Way Interactive Lectures via HD Virtual Classrooms
    • Sunday 10.00am to 01.00pm
    • Once a week (3 hours / week)
  • Programme launch date - 31st October, 2021
  • Application closure date - 3rd October, 2021
  • Programme ends in - October, 2022
  • 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

Module Details

  • 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

Strategic Sales Management & New Age Marketing 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'
Sample-Certificate- Strategic-Sales-Management

Note: All certificate images are for illustrative purposes only and may be subject to change at the discretion of IIM Kozhikode.

IIM Kozhikode Executive Alumni Status

On successful completion of the program, 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

Programme Director

IIMK director
Mr. Debashis Chatterjee
Director - IIM Kozhikode



Prof. Aishwarya Ramasundaram

Assistant Professor, Marketing Management

Aishwarya Ramasundaram is an Assistant Professor of Marketing at the Indian Institute of Management, Kozhikode. She completed her phD at the Indian Institute of Management, Bangalore. She has presented her research at conferences such as the Association for consumer research conference, Yale China-India insights conference and the North American society for management education in India conference (NASMEI). She has won the Aim-Sheth grant for her thesis research and best reviewer award at the IMR doctoral conference. She teaches Sales and distribution management, consumer behavior and business models for the digital economy.

Prof. G. Sridhar

Prof. G. Sridhar

Professor, Marketing Management

Dr. G. Sridhar is currently Professor (Marketing Area) at Indian Institute of Management, Kozhikode. He is a double doctorate – one from Kakatiya University, Warangal and another from Institute of Rural Management, Anand (IRMA). His primary research and training interests is sales management. He published research papers in reputed international journals and trained several salespeople and managers.


Empower new age challenges in sales management

Push your sales career and reach new levels by driving impact at scale with AI/ML technologies.

FAQ's - Professional Certificate Programme in Strategic Sales Management and New Age Marketing - IIM Kozhikode

IIM Kozhikode – Professional Certificate Programme in Strategic Sales Management and New Age Marketing is a 12 months programme for sales managers to upskill their skills sets.

This professional certification programme connects students with the Direct to Device [D2D] learning mode.

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.

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.

About IIM Kozhikode

Started in 1997 with its Post-Graduate Programme (PGP), the Indian Institute of Management Kozhikode (IIMK) is on a high growth trajectory today, offering the widest range of academic programmes in the field of
management education. These include Doctoral Programme in Management, Executive PG Programmes, Management Development Programmes and Faculty Development Programmes. IIMK also set up a Satellite campus at Infopark, Kochi, in 2013 dedicated to Executive Education.

IIMK also has the unique distinction of launching a PhD (Practice Track) programme for working professionals besides bringing in new dynamic courses in Women Leadership, PGP in Business Leadership (2019) PGP-
Finance and PGP in Liberal Studies & Management (2020).


The institute is also home to IIMK LIVE, a first-of-its-kind startup incubation programme and the only Indian Business Museum in the country.
IIM Kozhikode ranks 15th in Asia Pacific and #101+ globally in the QS World University Global Executive MBA Rankings 2020. Since its inception, IIM Kozhikode has successfully carved its niche in the area of
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.

We are here to answer any questions you may have about our professional certificate program. Reach out to us and we will respond within 48 hours. That’s our promise!

FAQ's - Professional Certificate Programme In Strategic Sales Management And New Age Marketing - IIM Kozhikode