Marketing & Sales are the essential components of product or services based organizations, which help to not only understand the products and services required by the consumers but also persuade the consumers to buy them. The current scenario where companies compete is conditioned by a complex market in which multiple factors interact. The constant need to improve marketing & sales management strategies requires companies to be able to face highly competitive and globalized environments.

To keep up with this challenge, marketing and sales professionals require new skills to overcome the expectations of the businesses and generate benefits. They must have a broad knowledge of the market and competition, distribution channels, consumer behavior, and customer service tools that enable organizations to improve the quality of the goods and services they provide.

Professionals have understood this dynamics and thus are more focused on having a thorough understanding of good business management and practices. They are more inclined now than ever, to be able to learn new business strategies, information systems management and application, financial management, sales and marketing strategy, and other related people skills. To accomplish this, the Executive Program in Sales & Marketing (EPSM) by IIM Calcutta can be of great help, as it enables you to have advanced business knowledge about marketing and sales concepts, and understand consumer behavior, among others.

Course Overview

Executive Program in Sales & Marketing (EPSM)

The EPSM is a contemporary and specialized program designed for sales and marketing professionals. The program covers innovative approaches to acquire, retain, and grow the business effectively. You will also learn about the business functionalities of sales and marketing across different domains and different industry practices including brand, services, and distribution channel management. This is a detailed program and opens up many scopes for business growth in the long term. The course will include in-field practice and in-class learning. Classes will be held on Thursdays and Sundays.

The course content includes –

Level 1 – General Management for Marketing

Level 2 – Specialized Modules in Marketing

Eligibility Criteria

Educational Qualifications – The applicant must have a Bachelor’s or a Master’s degree or equivalent in any discipline with a minimum of 50% marks (aggregate) from a university or institution recognized by UGC/AICTE.

Work Experience: The applicant should have a minimum work experience of 2 years (full-time paid employment) post completion of the bachelor’s degree as on Application Closure Date.

Course Benefits

  • You will be able to understand and identify the market challenges
  • Learn how conceptual frameworks in sales and marketing work
  • Learn about market orientation and leverage customer’s requirements for business success
  • Have an understanding of channel design and development
  • Learn leadership, motivation, and personality development at organizational and individual levels
  • Get certified as an IIM Calcutta alumnus
  • Learn through case studies and simulations
  • Learn from the top management faculty
  • Get an alumni membership of IIMC present globally

Who should do this course?

Junior and mid-level professionals looking forward to taking up a career in Sales & Marketing in Pharma, FMCG, Banking, Finance, and Industrial products, among others.


  • Prafulla Agnihotri
  • Professor Ritu Mehta

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