IIM
Indore

Certification & Executive Education Alumni Status*

Case Studies
& Workshops

For comprehensive hands-on
learning experience

Campus
Connect

Batch immersions and
IIM Indore campus visit*

Start
Date

24th Dec,
2022

Easy
EMI

At INR 13,398*/ month
for 12 months

Program Overview

As David Meerman Scott once said, “You sell more when you stop selling.” The Executive Program in Strategic Sales Management is a unique program focused on the basic understanding of acquiring & retaining clients, new-age sales strategies to grow business & strategic sales management. This 4 months online live program will equip aspiring Sales Professionals and those looking at upskilling their sales capabilities to become a high-performing sales force who’ll create profitable growth and learn to adapt and manage change in ever-evolving, volatile environments. One more feature that sets it apart from other sales-management programs in India is the Executive Education Alumni status of IIM Indore. The program offers access to IIM Indore’s vast network by providing learners lifetime access to all the IIM alumni benefits once they make a one-time fee (which is an additional fee over and above the program fee).

What You Get From This Program

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Acquire Strategic Sales Skills

  • Understand strategic aspects of sales through case-based learning and get access to free add-on courses like Analytics for Leaders and Analytics with Excel.
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Learn From Top-Class Faculties

  • Enjoy world-class coaching from seasoned sales experts & top-notch IIM Indore & UNext Jigsaw faculties.
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Experience KASH Model-based Learning

  • Go through KASH Model-based learning after each module for an enriching learning experience and implement the results immediately in your day-to-day life
  • Understand the key concepts related to digital sales: CRM, Inbound/Outbound Lead Generation, Lead Nurturing through Automation.
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Hands-On Experience Through Workshops

  • Gain ‘Do & Learn’ experience by going through 13 workshops and  real-world case studies
  • Learn to adapt to an approach that’ll drive sales excellence and aid in upgrading sales strategy & management performance in a digital ecosystem.
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Develop strategic-sales capabilities to become a high-performing sales professional with a program designed by expert faculty from IIM Indore & UNext Jigsaw

Course Duration

4 Months Online Live Sessions

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A Program That'll Redefine Your Future

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Who Should Do This Program?

  • Working Sales Professionals with graduation in any discipline
  • Sales Professionals looking at upskilling in Strategic Sales Management
  • Individuals planning sales strategy and implementing sales force decisions
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What Are The Top Skills You'll Learn?

  • Sales Analytics
  • Team Management
  • Digital Sales Strategies
  • Demand Degeneration
  • Strategies for Scale
  • Customer Relationship Management (CRM)
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Who Can Apply?

  • Graduate in any discipline with a minimum of 50% marks or equivalent GPA
  • Professionals with 2 years of work experience
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Certification

  • One of the only two IIMs in the nation to receive all 3 prominent accreditations – Association of MBAs (AMBA, UK), The Association to Advance Collegiate Schools of Business (AACSB, USA), and EQUIS, European Union. This combination of accreditations is held by less than 1% of business schools globally
  • In 2022, the National Institute Ranking Framework (NIRF) – the Ministry of Education, Government of India – ranked IIM Indore #7 under Management category

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Experts You Will Learn From

Prof. Manoj Motiani

Associate Professor, IIM Indore

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Prof. Aditya Billore

Associate Professor, IIM Indore

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Subin Sudhir

Associate Professor of Marketing, IIM Indore

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Pritha Dubey

Managing Partner & Chief Mentor, Success Vitamin by Pritha Dubey

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Bhaskaran Srinivasan

Chief Academic Officer, UNext

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Madhukar Jha

Head of Program - PGCP-PM, & SSM UNext

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Balaji VK

VP – B2C Sales, Jigsaw

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Program Fee

INR 1,36,254*

+ GST

Easy EMI available*. INR 13,398* per month for 12 months, including GST (At the prevailing rate of 18%).

There is a concession available for students making one-shot payment of the total program fee on their own. Please reach out to your counsellor to know more. Total fees may change with any change in GST rate. *Subject to eligibility criteria & sole discretion of the loan partner. Other T&C apply.

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FAQs

The word KASH stands for Knowledge, Skills, Attitude, & Habits. The KASH Model allows you to document your learning journey after each module throughout the program. After finishing each module, you’ll be recording your learning journey under:

KNOWLEDGE – Knowledge Acquired (This consists of the facts, information, or theoretical understanding of subjects you’ve acquired after each module)

ATTITUDE – Impact On Attitude (This includes attitudinal changes that you made as a consequence of each module)

SKILLS – Skills Acquired (This consists of listing all forms of skills that you acquired from each module)

HABITS – Changes To Habits (This includes habit-forming behaviors that you acquired or habits that you replaced after each module)

 

This will enable you to immediately implement the learnings from each module effectively in your day-to-day life.

The 4-months-long program takes learners through 13 workshops, providing a ‘do & learn’ experience. Learners will participate in the below-mentioned workshops as a part of their Sales Management training under the mentorship of Industry Experts:

Workshop 1: Business Communication
Workshop 2: Sales Leadership
Workshop 3: Personal Branding
Workshop 4: Analytics for Leaders
Workshop 5: Analytics with Excel
Workshop 6: The Art of Story Telling with Data
Workshop 7: Selling in the Digital World
Workshop 8: The Art of Influencing
Workshop 9: The Art of Prospecting
Workshop 10: Consultative Selling
Workshop 11: Sales and Marketing Alignment
Workshop 12: Coaching, Goal Setting & Feedback
Workshop 13: Recruitment of a High Impact Sales Team

Anyone with Graduation along with a minimum of 2 years of relevant work experience is eligible for the Strategic Sales Management Course.

Aspiring Sales Professionals, Sales Professionals looking at upskilling, and Individuals planning to pursue a profession in sales strategy and implementing sales force decisions can pursue the Strategic Sales Management Course.

The Strategic Sales Management Course is spread over 4 months with online live sessions by top-notch IIM Indore Faculty and seasoned Industry Experts from UNext Jigsaw.

No. IIM Indore does not offer any placement support or assistance post-program completion.

The Indian Institute of Management Indore reserves the right to change the program design, format, number of sessions, certificate format, and terms in the program or can incorporate any such change deemed necessary by the institute without prior intimation.

The application fees and payments are non-refundable. In case of extenuating circumstances, a transfer to the next batch is possible however a batch change fee will be applicable. This transfer will be approved in genuine cases only.

Yes, we have tie-ups with established financial institutions in case students wish to opt for an education loan to finance the program fees. However, the loan disbursal and offers are from our loan partners and are dependent on your credit rating and details. Please contact us for details.

The technology requirement shall be shared at the time of enrolment.

After the successful completion of the course, the certificate is awarded by IIM Indore.

Yes, part of the online classes would be taught by the expert faculty from IIM Indore.

All the requisite learning materials will be provided online through the Learning Management System. You are free to purchase any reference books or materials, as may be recommended by the faculty.

The learning material, i.e. lectures and reading content, would be available to you for 8 months (including the course duration which is 4 months).

We accept corporate sponsorships and can assist you with the process. Please contact us for details.

We do NOT provide any discounts as the programs we offer are university programs. But from time to time, we do run some early bird offers for limited seats.

Further, do note that learners can avail of a bursary adjustment/waiver in case of an upfront lump sum fee payment. Do feel free to talk to our academic counselors to know more.

Sales Management refers to the process of administering, managing, and controlling the selling component of an organization. The primary task of a Sales Manager involves strategizing, implementing, controlling sales programs, recruiting, training, motivating, and evaluating members of the sales force. With the pandemic hitting the world hard, Sale Managers today are required to be digitally literate to be able to perform all the above functions virtually along with steadily driving the organization’s process.

Being the revenue-driving component of an organization, sales management professionals are always in the spotlight bringing out innovative methods to encourage and drive the sales force. The top sales management skill necessary to own  high yielding sales force include:Being able to Forecast Sales Goals

  • Strategically think, plan and implement Sales Plans
  • Capable of coaching, mentoring, and motivating salespeople. 
  • Manage team and Delegate Responsibilities.
  • Strong ability to Communicate.

Strategic Sales refer to the detailed strategizing and planning done by an organization to identify and target potential customers to sell their product or service. The particular aspect of sales is critical as the sales trends are quite dynamic and tend to keep changing. It is therefore important for the sales team to stay on top of their game by leveraging the latest tools and technologies. Emerging technologies like big data and analytics enhance the sales team’s ability to track and respond to customers. 

The pandemic brought into light new necessary skills that need to be mastered by the sales force in order to stay relevant in the changing trends. The 4-month online Executive Program in Strategic Sales Management by UNext Jigsaw in collaboration with IIM Indore is one of the best and most industry-relevant programs available for aspiring sales professionals as well as for experienced sales professionals to upskill and learn new techniques.

Participants who have successfully completed the program need to apply separately to register their name with IIM Indore Executive Education Alumni along with the fee of INR 1,000 + GST per person (for two years) and INR 10,000 + GST per person (for a Lifetime).

 

Note: The one-time fee (which is an additional fee over and above the program fee) for the Executive Alumni Status is subject to revision based on the discretion of the IIM Indore management.

Only the participants who complete the program successfully will be eligible for the Executive Education Alumni status of IIM Indore.

The benefits of IIM Indore Executive Education Alumni include the following:

  1. Subscription to the brochures and newsletters from IIM Indore
  2. Access to the IIM Indore Campus Library (on-site access only)
  3. Official email ID of the institute

If you’ve opted for the Executive Alumni Association with IIM-I, the new email ID (with lifetime access) will be shared with you post successful program completion. Please note that this may take some time, even up to a few weeks.

The Executive Alumni ID Card might take 3 to 4 months to arrive. We request your patience as the team is always on a mission to try to serve its learners better.

The Executive Program in Strategic Sales Management is best for aspiring sales professionals who are looking forward to becoming digitally equipped leaders of strategic sales.

The job responsibilities of a Sales Manager include:

  • Overseeing local and regional sales, promotions, and campaigns
  • Planning and directing the hiring and training of new Sales Representatives
  • Directing and coordinating all sales activities locally and regionally. 
  • Preparing sales budgets, projections, and approving expenditures.

Some of the challenges faced by Sales Managers during his/ her job execution are

 

  • Finding the right talent
  • Training and coaching sales representatives
  • ​​Finding the right compensation solutions for employees
  • Keeping the team constantly motivated
  • Maintaining Sales consistency throughout the year
  • Aligning with the pace and ideologies of marketing department

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