course title

IIM Calcutta - Executive Programme in Sales and Marketing (EPSM)

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

Programme Start Date : 24 Sep, 2023

Course Duration : 12 Months

Last Date to Apply : 30 Oct, 2023

Course Fees

₹ 4,20,000 + Taxes

Delivery Mode


Class Schedule

Sundays 3:30 PM – 6:30 PM

Technological Partner

Times TSW

Alumni Status


Campus Immersion

Campus immersion module of 7 days

Course Overview

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.

Course Highlights

Key Benefits

The Programme will help the participant to:

  • Understand & identify the challenges in today’s market place.
  • Understand the Conceptual frameworks in sales and marketing
  • Understand Customer and Market Orientation for business success
  • Understanding the roles and responsibilities of a manager dealing with sales and/or marketing
  • Be able to learn how to manage, motivate and lead sales and marketing teams
  • Understand the fundamentals of channel design and development


  • Applicants should be working professionals/self-employed.
  • Graduates/Post-Graduates recognised by UGC/AICTE in any discipline with minimum 50% marks [aggregate - considering results of all years (e.g., 3 or 4 together)] 
  • Minimum 2 years of work experience* (full-time paid employment) post completion of Graduation as on Application Closure Date

Selection Criteria

  • The selection will be based on the candidate’s profile evaluation – educational qualification, allied experience, and Statement of Purpose – subject to meeting eligibility criteria.

Course Modules

This course is divided into 2 level and  12 submodules .

Level 1: General Management for Marketing
Level 2: Sales and Marketing: Fundamentals
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Participants are evaluated on the basis of examinations for all the courses. Examination/Evaluation will be Institute’s responsibility. Examinations shall be conducted with the support of TEEL. Evaluation will be held for individual modules, but not for modules that are held on campus. Participants will be given any one of the following grades: ‘Excellent’; ‘Good’; ‘Fair’; 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.

  • Candidates will successfully complete the programme if they have met the attendance requirements and have received ‘Poor’ grade in not more than two modules. Successful candidates will receive a ‘Certificate of Successful Completion’ from IIM Calcutta.
  • Participants with requisite participation but unable to complete successfully, will be awarded a ‘Certificate of Participation’.
  • Participants who receive a successful completion certificate will be given IIM Calcutta Executive Education alumni status.

Disclaimer: All certificate images are for illustrative purposes only and may be subject to change at the discretion of IIM Calcutta.

Sample Certificate



Saravana Jaikumar ( Assistant Professor, Marketing, IIM Calcutta )

Prof. Rashmi Kumari ( Marketing, IIM Calcutta ) 

Date & Fees

Fee Particulars Amount (in )
Processing Fee 15,000**
Total Fees (Excluding Registration Fee) 4,20,000
  • *GST will be additional as applicable.
  • **The Processing Fee is ₹15,000 which includes ₹9,900 towards Registration Fee and ₹5,100 towards the Programme Fee. Processing Fee to be refunded in case the applicant’s profile is rejected by IIM Calcutta subject to a deduction of ₹2,500 by way of administrative charges.

All Fees are payable to TEEL. 

  • This is with reference to the refund of the Processing Fees, please note that the Processing Fee shall not be refunded in the following circumstances:
    • In case the candidate rejects the offer issued by the Institute; and
    • In case the application is rejected due to submission of incomplete documents and/or providing incomplete information and/or eligibility criteria not fulfilled.
No. of Installments - To Be declared.
Instalment No. Amount (in )
Instalment I 1,04,900
Instalment II 1,10,000
Instalment III 1,00,000
Instalment IV 1,00,000
Timeline and Dates
Application Deadline Date 09-Jul-2023
Programme Start Date 24-Sep-2023
Programme End Date 01-Sep-2024


The programme will leverage technology and employ a highly interactive pedagogy consisting of a judicious blend of lectures, real-life case studies, quizzes, projects, and assignments.

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