Professional Certificate Programme In Strategic Sales Management And New Age Marketing - IIM Kozhikode
- Course Duration
10 Months
- Batch
04
- Application Closure Date
Closed
- Commencement Date
05th October 2025
- Session Timing
10:00 AM to 01:00 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.
Admission Criteria
Selections will be based on a detailed Profile of 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
- 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
Pedagogical Methodology
Jaro Expedite - Career Booster
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.
Learner's Speak
About Indian Institute of Management 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 a wide range of academic programmes in the field of management education. These include: Fellow Programme in Management, Executive PG Programmes, Management Development Programmes and Faculty Development Programs. IIMK 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 programmes such as the one-year Post Graduate Programme in Business Leadership (2019), MBA in Finance and MBA in Liberal Studies & Management (2020). The institute is also home to IIMK LIVE (Laboratory for Innovation, Venturing, and Entrepreneurship), a first-of-its-kind startup incubation programme and the Indian Business Museum.
IIMK is ranked 3rd as per NIRF India Rankings 2024: Management. The institute also features regularly among top global institutes for its flagship Master of Business Administration (PGP) and Executive Master of Business Administration Programme (EPGP) in the QS World University Rankings. The institute has leapfrogged 100 spots to be placed in the Top 151-200 Institutes in Business & Management Studies globally, and 16+ Asia-Pacific region in the QS World University Rankings 2024. IIM Kozhikode is globally accredited by EQUIS (EFMD) and AMBA (UK).
IIM Kozhikode also made its debut in the prestigious Financial Times Rankings in 2023 and was recently ranked #70 among the top-80 open-enrolment executive program providers globally for the year 2024. The feat has further consolidated the 28-year IIM’s footing in an exclusive list of the foremost providers of executive education in the world. The institute had also entered in global top-100 at Rank #77 for FT Masters in Management (MIM) 2023 Rankings, for its full-time MBA programme. IIM Kozhikode has successfully delivered close to 1300 MDP programmes over the past two decades, training more than 41,000 participants from 150+ organizations, which also includes several Fortune 500 companies in the process.
- 1st Rank Times B-School Rankings 2025
- 3rd Rank NIRF India Rankings, (Management) 2024
- 4th in India, #70 in Global Rank, Financial Times Open Enrolment Rankings 2024
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
Learning Outcomes
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
Admission Process
- 1
Eligibility of Applicant
- 2
Application Submission
- 3
Screening & Shortlisting
- 4
Admission & Fee Payment
- 5
Book your Seat
Unleash the benefits that await you with Jaro Value adds.
%
higher employee retention rate
%
increase in employee productivity
%
higher incomes per employee
%
businesses achieved measurable growth
Companies that already trust us!
Syllabus Breakdown
- Marketing, STP
- Understanding Consumers
- Channel design and Conflict
- Brand Management
- Pricing
- Basic Data Analytics
- Financial Statement Analytics
- Sales Analytics
Note: This is an indicative list of course topics and is subject to change as per IIM Kozhikode’s discretion.
- Digital Marketing
- Social Media Marketing
- Social Media Analytics
- Managing Digital Channels
Note: This is an indicative list of course topics and is subject to change as per IIM Kozhikode’s discretion.
- Prospecting and Qualifying Leads
- B2C and S.P.I.N Selling Models
- Storytelling
- Negotiation
- Closing
Note: This is an indicative list of course topics and is subject to change as per IIM Kozhikode’s discretion.
- Opinion Leaders & Influencer Strategies
- Digital Selling
- AI and ML for Sales
- Pipeline Management
- Sales Forecast Models
- Key Account Management
- Account-Based Management
Note: This is an indicative list of course topics and is subject to change as per IIM Kozhikode’s discretion.
- Recruitment and Selection
- Targets and territorialization
- Performance Evaluation & Compensation
- Talent Management
Note: This is an indicative list of course topics and is subject to change as per IIM Kozhikode’s discretion.
- Leading the Sales Force
- Managing Teams
- Strategic Sales Management
- Building a Winning Sales Culture
Note: This is an indicative list of course topics and is subject to change as per IIM Kozhikode’s discretion.
- Positivity and Sales
- Simulation- Leading a Sales Organization
- Capstone Project
Note: This is an indicative list of course topics and is subject to change as per IIM Kozhikode’s discretion.
Programme Fee Details
- 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
Application Fee
INR 2,000/- + GSTTotal Programme Fee (Exclusive of Application fees)
INR 2,40,000/- + GSTInstalment Pattern
Booking Amount
INR 80,000 +GST (At the time of admission)Instalment 1
INR 80,000 + GST (5th January 2026)Instalment 2
INR 80,000 + GST (5th April 2026)Earn a Career Certificate
- 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
Hear from our Alumni
Mr. Shibu Govindan Sathyan
Sr ASM, Becton Dickinson India Pvt Ltd.
Completing the Strategic Sales Management and New Age Marketing Programme at IIM Kozhikode has been transformative for my professional growth. The programme has enhanced my skills and given me a new perspective in my role as Sr ASM at Becton Dickinson India Pvt Ltd. The guidance and resources from Jaro Education have been outstanding. This programme is perfect for anyone seeking career growth.
Know the Facilitators
#YouInspireUs
The Jaro Advantage
Personalized Learning Support
- Career Acceleration: Get unmatched career guidance, resume-building workshops, and 1:1 mentorship to fast-track your professional growth.
- 24/7 Student Support: Dedicated assistance at every step—from enrollment to graduation.
- Future-Ready Learning: Engage in immersive, industry-aligned programs designed for lifelong career relevance.
Expert-Led Doubt Resolution
- Learn from the Best: Access mentorship from top-tier faculty and industry leaders.
- Collaborative Learning: Join dynamic discussion forums and peer-to-peer networks for deeper insights.
- Real-World Problem Solving: Apply knowledge through case studies and interactive sessions.
Powerful Global Networking
- Elite Alumni Community: Connect with 350,000+ professionals worldwide for career opportunities and collaborations.
- Exclusive Events: Attend global webinars, networking meetups, and industry talks.
- Lifelong Access: Stay updated with cutting-edge trends and alumni benefits long after graduation.
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Start Referring Today! Start Referring Today!Frequently Asked Questions
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.
