CERTIFICATE COURSE IN SALES AND MARKETING

INFORMATION BROCHURE

DEPARTMENT OF MANAGEMENT STUDIES INDIAN INSTITUTE OF TECHNOLOGY, DELHI

Hauz Khas, New Delhi

INDIAN INSTITUTE OF TECHNOLOGY, DELHI
Indian Institute of Technology Delhi is one of the seven Institutes of Technology created as centers of excellence for higher training, research and development in science, engineering and technology in India, the others being at Kharagpur, Mumbai, Chennai, Kanpur, Guwahati and Roorkee. Established as a College of Engineering in 1961, the Institute was later declared an Institution of National Importance under the Institutes of Technology (Amendment) Act, 1963 and was renamed Indian Institute of Technology. It was then accorded the status of a deemed university with powers to decide its own academic policy, to conduct its own examinations, and to award its own degree. HRH Prince Philip, the Duke of Edinburgh, laid the foundation stone of the institute on January 27,1959.The Institute was inaugurated by Prof. Humayun Kabir, the then Union Minister for Scientific Research and Cultural affairs on August 21,1961.The Institute buildings were formally opened by Dr. Zakir Hussain, the then President of India ,on March 2,1968.

DEPARTMENT OF MANAGEMENT STUDIES

The Department of Management Studies aims at: 1. Creating the necessary manpower for managerial positions in the corporate sector. 2. Helping continuous updating of the quality of management in industry, government and education sector through training and continuing education in management areas. 3. Supporting Entrepreneurship and research programs.

OBJECTIVE OF THE PROGRAM

The program is a specialized module for professionals & students of Sales and Marketing. The program aims at developing an understanding of management concepts and their application. It will start with the principles of Management, Marketing and Finance, which are essential to build a strong foundation. The program will then cover in depth, the different aspects of sales management like Role of communication, Role of Technology, Distribution Channels, Forms of Personnel Selling, Advertising & Promotion, International Business and E-marketing besides others. During this program, the participants will learn the process of developing sales and marketing approach, correctly position their company within its markets, and price the services accordingly-to ensure that their company gets more than its fair share of business. The participants will practice creating a marketing plan and strategy that they can refine, enhance, introduce and implement in the live projects which will be assigned to them. With solid sales and marketing plan, and a cohesive sales strategy, the participants will be prepared to break away from the pack and put their company in lead position.

FOR WHOM
Graduate or Equivalent in any discipline with minimum 50% marks. Students pursuing graduation may also apply, the selection will be on the basis of their performance in the written test and interview..

PROGRAM FEES
The fee for the program payable through bank draft favoring Registrar, IIT Delhi is Rs 40,000 to be submitted at the beginning of the course. LIMITED NUMBER OF SEATS: 60 per batch

FACULTY
The faculty is drawn from the Department of Management Studies, Indian Institute of Technology. Guest lecturers shall be conducted by senior academicians from sister departments, institutions and practicing managers from industry.

ON-LINE SUPPORT
Online support will be provided to students through Internet. This is to enhance the quality of learning and to ensure that the student gets a prompt response to their queries as and when required.

SCHEDULE
Classroom sessions shall be held at I.I.T-DELHI from Monday to Friday, from 8:00 a.m. to 2:30 p.m.

CONDUCT, DISCIPLINE AND ATTENDENCE

Students shall confirm to a high standard of discipline and shall conduct themselves, within and outside the precincts of the Institutes, in a manner befitting the students of an Institution of national importance. They shall have the seriousness of purpose and shall in every way, train themselves to lead a life of earnest endeavor and co-operation. They shall show due courtesy and consideration to the employees of the institute and halls of residence, good neighborliness to their fellow students, respect to the teachers of the Institute and pay due attention and courtesy to visitors. To safeguard its ideals of scholarship, character and personal behavior, the Institute reserves the right to require the withdrawal of any student at any time for any reason deemed sufficient.

ATTENDANCE
(a) All students must attend classes regularly. Permission of the teacher concerned must be taken for any unavoidable absence from classes. (b) If a student absents himself for a continuous period of 4 weeks without prior intimation/sanction of leave, his/her registration shall stand cancelled.

(c) The attendance requirement will be a minimum of 75% of the classes actually held.

PROGRAM DESIGN
The design of the program is modular in nature. Instructional methods will include lectures, discussions, case analysis, interactive sessions, live project work and other relevant audio visual aids. Various modules to be covered in the program are:

Introduction to Management
This module covers the basis of management science, its theory & practices, and also introduces the systems model. This module also discusses the managerial functions of planning, organizing, leading and controlling. Number of sessions (1.5 hour duration each):10

Marketing Management
This module provides an overview of the role of marketing in the socioeconomic and business environments. From the evolution of marketing thought to the marketing concept, it focuses on target market segmentation, product planning , pricing techniques ,distribution channels and promotional strategies are discussed Number of sessions (1.5-hour duration each): 10

Introduction to Financial Accounting

The basic knowledge of the financial accounting process is covered in this module. Major topics include accounting terminology, concepts, standards, the accounting cycle that measures business activities in the form of transactions and transform them into financial statements. Number of sessions (1.5-hour duration each):5

Introduction to Managerial Accounting

This introductory module to corporate accounting emphasizes the needs of financial statements to obtain not only meaningful financial reports but also to gather information that enables them to manage effectively. Statement of changes of financial position, cost concepts. Cost-Volume-Profit relationship, Profit planning and budgeting is covered. Number of sessions (1.5-hour duration each):5

IT applications required for Sales Management

For a sales manager, the basic knowledge required to successfully use standard software packages is a must. This module will start from the office applications including Word, Excel, Access and Power Point and then will touch upon the latest sales oriented customer relationship management packages. Number of sessions:(1.5-hour duration each):10

Role of Social Media Marketing in Sales

Social media marketing will be the future backbone of the sales of tomorrow. It is a channel where marketing and sales departments need to be closely aligned. In this module, we will evaluate the specific roles of various aspects attached with digital marketing, and put a process together so that sales and marketing can be integrated together on the virtual sales ground. Number of sessions (1.5-hour duration each):10

Marketing Research
This module covers the tools and techniques of information gathering, analysis and interpretation of the same in the market place. Exploratory and conclusive research, questionnaire design, and statistical tools and techniques for analysis are discussed. Design of experiments and testing for hypothesis form an integral part of this module . Number of session (1.5-hour duration each): 5

Consumer Behavior
This module looks at the basis of consumer behavior. It examines the influences on consumer behavior and their implication on the marketing process. The module examiner the descriptive models that help the marketer understand the behavior of the consumer and appropriately impact the same Number of sessions (1.5-hour duration each): 5

Sales Management
This module covers all areas of Sales Management such as territory planning and allocation, designing and implementation of sales information systems, selection and training of sales personnel, target setting and sales monitoring .The selection of sales methodology and the difference between consumer and industrial selling is discussed. Number of sessions (1.5-hour duration each):10

Communication Skills
Communication forms the backbone of selling. This module aims for improving your communication skills. It covers the art of listening and focuses on written and oral communications. A set of games, exercises and cases are used to enhance your communication. Number of sessions (1.5-hour duration each): 10

Direct Selling
A good marketing effort has to be necessarily followed up with a powerful selling effort. This module focuses on sharpening your selling skills. It looks at helping your discover yourself

and unearths the hidden potential in you. The stages of the selling process: The preapproach, approach, presenting, objection handling and closing are discussed. Number of sessions (1.5-hour duration each): 10

Channel Management
This module is aimed at understanding the role and importance of channels of distribution and their management. The structure and strategy of physical distribution are discussed. The role and scope of wholesaling and retailing and the planning, coordinating, organizing, and controlling of channels in dealt with. Number of sessions (1.5-hour duration each): 5

Tele-Marketing
The role of Tele Marketing has significantly increased in the last decade. This module covers understanding the role and scope of Tele Marketing and designing and managing the same. The dos and donts of telemarketing and the recruitment and training of telemarketing is discussed. Numbers of Sessions (1.5-hour duration each):5

Selling Skills
The sales workforce of any organization eventually describes its financial strength. Selling is an art which the sales professional not only sells his/product but also makes an impression in the mind and heart of the customer. The sessions on selling skills will impart valuable techniques of sales which will result into the better performance of the listener as a sales professional Number of Sessions (1.5 hour duration each): 5

Presentation Skills
The value of any product/ service/ thing holds value if it is presented in an attractive manner. This grabs the attention as well as the curiosity of the listener towards the topic of the presentation. The experts in IIT will deliver their years of experience of teaching presentation skills thus leaving value based impressions in the minds of students. Number of Sessions (1.5 hour duration each): 5 Review and Overflow Number of sessions (1.5-hour duration each):10

SELECTION PROCEDURE
The participants will be selected on the basis of an aptitude test and interview. The date of aptitude test is 5th and 6th may 2012 and the Interviews shall be conducted on 12 and 13 May 2012.

For Further Details Contact

Saumya/Sapna Bharwaj C/o Dr. Harish Chaudhry Department of Management Studies Indian Institute of Technology Delhi Hauz Khas, New Delhi 110 016 Tele E-Mail Website : +91 7503744387 : info@eduexcellence.org : www.iitd.ernet.in/

Last Date for receiving Application 30th April 2012

INDIAN INSTITUTE OF TECHNOLOGY, DELHI

DEPARTMENT OF MANAGEMENT STUDIES
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CERTIFICATE COURSE IN SALES AND MARKETING 21st May 2012 15 July 2012 (EIGHT WEEKS)
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INDIAN INSTITUTE OF TECHNOLOGY DELHI THE HONOUR CODE

I entry no ............. do hereby undertake that as a student of IIT Delhi: (1) I will not give or receive aid in examinations; that I will not give or receive unpermitted aid in class work, in preparation of reports, or in any other work that is to be used be used by the instructor as the basis of grading; and (2) I will do my share and take an active part in seeing to it that others as well as myself uphold the spirit and letter of the Honour Code. I realize that some examples of misconduct which are regarded as being in Violation of the Honour Code include: o Copying from anothers examination paper or allowing another to copy from ones own paper; o o o Unpermitted collaboration; Plagiarism; Revising and resubmitting a marked quiz or examination paper fir re-grading without the instructors knowledge and consent; o Giving or receiving unpermitted aid on take-home examinations; o Representing as ones own work the work of another, including information

available on the internet; o Giving or receiving aid on an academic assignments under circumstances in which

a reasonable person should have known that such aid was not permitted ; and o Committing a cyber offence, such as, breaking passwords and accounts, sharing

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I accept that any act of mine that can be considered to be an Honour Code violation will invite disciplinary action.

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