Executive Programme in Sales & Marketing (EPSM) from IIM Calcutta

Professor speaks about EPSM from IIM Calcutta


The Program is specially designed for individuals wishing to pursue a career in Sales & Marketing. The program provides basic understanding of contemporary approaches to acquiring, retaining and growing business with various stakeholders in the market in an efficient and effective manner. The Program would help participants in developing broad understanding of emerging Sales & Marketing frameworks and their relationships with other business functions to grow in the market and will also focus on ‘cutting edge’ issues concerning sales and marketing practices including brand, services, distribution channel management and people management issues. The program faculty will focus on synergy between in-field practice and in-class learning. The program would also provide opportunities for specialized focus on Sales Management for Pharmaceutical, Banking and Financial services, FMCG Industries along with Industrial Sales.

The program will help the participant to:
  • Understand & identify the challenges in today’s market place 
  • Understanding the roles and responsibilities of a sales manager 
  • Understand the Customer and Market Orientation for Business Success 
  • Understand the Conceptual framework for sales and marketing 
  • Be able to learn how to manage, motivate and lead sales team 
  • Understand the fundamentals of channel design, development and management decisions 
  • Gain an appreciation of the sector specific issues in marketing of Pharmaceutical, Banking and Financial services, FMCG Industries and Industrial products. 

Why EPSM from IIM Calcutta?

  • Premier & successful Marketing & Sales programme from IIMC – India’s foremost business school
  • Revised and updated course content and coverage. Course designed to enhance general management knowledge needs as well
  • Rigorous programme structure, with extensive use of case studies, live corporate examples, use of business simulations during the campus visit and general discussions in the Class; there would be assessments for every course with surprise quizzes.
  • Team of programme directors from the core business area, to build in more rigour & quality into the program
  • Senior core faculty with special inputs from International faculty & industry experts
  • Quality interactions and increased peer group learning
  • Specifically designed for working executives with all the flexibility benefits of Interactive Onsite Learning.
  • Participants selected, based on elaborate selection process and profiling
  • Competitive Programme Fee of INR 1.6 lacs (excluding taxes)
  • Books, Cases and Study Materials included in the Course
  • Alumni Status from IIMC - Huge alumni base from past 7 batches have largely benefited from this programme. Several participants have advanced their careers within and outside their organizations.
  • Huge Networking opportunities 

Schedule & Duration

  • Schedule: Thursdays 6:45 PM - 9:45 PM, Sundays 3:30 PM - 6:30 PM
  • Duration: EPSM program would be of one year duration. 

Who Should Attend

  • Applicants should be working professionals/self-employed. 
  • Engineers, Post Graduates & Graduates with minimum 2 years of work experience (full-time paid employment) post completion of graduation as on Application Closure Date. 
  • Full Time Degree Graduates (10+2+3) in any discipline with min. 50% marks [aggregate - considering results of all years (e.g. 3 or 4 together)].


IIM Calcutta shall carry out the examination and evaluation required for certification and will directly award a certificate of completion to participants who complete the programme successfully. IIMC will provide “IIMC – MDP” alumni status to all participants successfully completing the programme. 


  • The pedagogy will be highly interactive. It will leverage use of technology and will consist of a judicious blend of lectures, real life case studies, quizzes, and assignments.
  • Standard course books and Cases will be provided by IIMC.

Evaluation Methodology

Participants are evaluated on the basis of examinations for all the courses. Participants will be given any one of the following grades: “Excellent”; “Good”; “Average”; or “Poor.” The cut-off marks for the grades will be revealed but not the actual marks obtained. Those getting not more than two “Poor” grades will get a Certificate of Successful Completion of the programme and the course-wise grade list will be mentioned in the certificate. Those getting more than two “Poor” grades will get a Certificate of Participation in the programme and the grade list will not be mentioned in the certificate.

Program Details

Level 1: General Management for Marketing
Module 1: Fundamentals of Management 
Module 2: People Skills for Sales & Marketing Professionals

Level 2: Specialized Modules in Marketing
Module 3: Marketing Management
Module 4: Market Research 
Module 5: Consumer Behaviour
Module 6: Sales & Distribution Management
Module 7: Product , Brand & Services Management 
Module 8: Marketing Strategy
Module 9: Integrated Marketing Communications
Module 10: International Marketing

Program Fees 

 Application Fees INR 2,000/-
 Programme Fee INR 1,60,000/-
 Service Tax @ 14.5 % INR 23,200/-
 Registration Fee (and service tax) INR 4,000/- + 580/- S.T.

*IIMC invests a lot to maintain high quality of program delivery. The student fee includes all the course material which is books, simulations and cases, certification and alumni membership for IIMC.

**Campus Fee is additional is INR 35,000/- plus applicable taxes, to be paid directly to IIMC.
Current prevailing Service Tax rate of 14.5% has been taken. Any variation in the service tax rate
of 14.5% shall be to student account.

Installment Structure

 1st Installment – As per Offer Letter Total: INR 79,005/-
(Program Fee: INR 65,000/- + INR 9,425/- (S.T.) +
Registration: INR 4,000/- + INR 580/- (S.T.))
 2nd Installment – 28th June, 2016 INR 62,975/- (INR 55,000/- + INR 7,975/- (S.T.))
 3rd Installment – 20th September, 2016 INR 45,800/- (INR 40,000/- + INR 5,800/- (S.T.))

*Installment amounts inclusive of taxes. Does not include campus fees.

Important Dates:

Last date of application: 9th March 2016
Last Date of Entrance Test: 14th March 2016
Last Date for Payment of Fees: 5th April 2016
Technical Training and Academic Briefing: 14th April 2016
Class Start Date: April, 2016
Campus Start Date: To be announced later