Course description
About the Course
The Post Graduate Certification Program in Sales and Marketing with AI Component is designed to develop the strategic, commercial and AI-enabled capabilities required in modern Sales and Marketing.
The program brings Sales, Marketing, Customer Intelligence and Artificial Intelligence together into an integrated learning journey. Participants progress from understanding customers and markets to developing marketing and sales strategies, creating digital engagement, improving sales effectiveness, managing key accounts and using CRM, analytics and AI to support revenue growth. The program comprises 80 sessions, including 70 online sessions and 10 residential sessions. AI is embedded across the learning journey and the capstone rather than being treated as a standalone subject.
Key Highlights
PG CERTIFICATION FROM IIM RANCHI
IIM RANCHI EXECUTIVE ALUMNI STATUS
MARKET RESEARCH & COMPETITIVE INTELLIGENCE
DIGITAL, CONTENT & PERFORMANCE MARKETING
WEEKEND LIVE & INTERACTIVE CLASSES
INTEGRATED AI COMPONENT
EXPERT FACULTY PANEL
3 DAYS IIM RANCHI CAMPUS VISIT
Course description
Who Should attend & Course Pedagogy
- Sales and Marketing professionals seeking to strengthen strategic and digital capabilities.
- Business professionals responsible for customer growth, revenue or commercial performance.
- Managers and emerging leaders looking to integrate Sales, Marketing, CRM and AI.
- Professionals working across customer acquisition, engagement, conversion and retention.
- Professionals seeking to develop AI-enabled commercial decision-making capabilities.
ELIGIBILITY
- For Indian Participants – Graduates (10+2+3) or Diploma Holders (only 10+2+3) from a recognized university (UGC/AICTE/DEC/AIU/State Government) in any discipline.
- For International Participants – Graduation or equivalent degree from any recognized University or Institution in their respective country.
COURSE PEDAGOGY
The delivery would comprise a judicious mix of live virtual lectures, discussions, case studies, and experience sharing through peer discussions. The course design is oriented to facilitate learning through the association of the various management concepts and their application in the business world. Across different modules, participants may be encouraged to apply or relate their in-class learning to live situations at work, peer learning therefore would be a key pillar of the process. Take-home projects may be assigned in certain modules.
CAPSTONE PROJECT
The programme culminates in a Sales and Marketing Capstone Project. The current course outline identifies two online sessions for the capstone.
- Apply Sales and Marketing frameworks to a commercial challenge.
- Integrate customer, market, digital, sales and AI perspectives.
- Translate analysis into actionable commercial recommendations.
- Connect recommendations to measurable business outcomes.
- Post Graduate Certification in Sales and Marketing
- Sales and Marketing Course for Working Professionals
- Sales and Marketing Management Certification
Assignments, Videos & Case Studies
Curated Course Syllabus
Module 1 - Foundations of Sales and Marketing with AI
- The Commercial Growth System
- From Customer Need to Customer Value
- Marketing Management in the Digital Era- I
- Marketing Management in the Digital Era- II
- Sales as a Strategic Capability
- Sales–Marketing Alignment
- The AI Commercial Stack-I
- The AI Commercial Stack-II
Module 2 – Understanding Customers
- B2C Behavior Dynamics-I
- B2C Behavior Dynamics-II
- Understanding the Modern Indian B2C Consumers-I
- Understanding the Modern Indian B2C Consumers-II
- AI-Powered Consumer Intelligence
- B2B Behavior Dynamics-I
- B2B Behavior Dynamics-II
- AI in B2B Buying, Selling & Relationship Management
Module 3- Market Research & Competitive Intelligence
- Conducting Market Research
- Research Design
- Market Research: From Question to Evidence-I
- Market Research: From Question to Evidence-II
- Forecasting Marketing Demand and Measuring Productivity -I
- Forecasting Marketing Demand and Measuring Productivity -II
- Competitive Intelligence & Category Mapping- I
- Competitive Intelligence & Category Mapping- II
Module 4 - Segmentation, Targeting, Positioning
- Segmentation: Beyond Demographics
- AI-Powered Micro-Segmentation
- Targeting & Portfolio Choices
- Positioning: Owning a Meaning- I
- Positioning: Owning a Meaning- II
- Value Proposition
- AI Value Proposition and Positioning Studio
Module 5 - Digital, Content, Social & AI-Powered Customer Engagement
- Digital Customer Journeys
- Content Strategy & Content Architecture
- Generative AI for Content Creation
- SEO, Search Intent & AI Search
- Paid Media & Performance Marketing
- Social Listening & Consumer Insight
- Personalization & Marketing Automation
- Social Media Strategy-I
- Social Media Strategy-II
Module 6 - Sales Excellence: Strategy, Skills & Enablement
- Introduction to Sales Management
- Channel Design & Managing Salesforce- I
- Channel Design & Managing Salesforce- II
- Omnichannel & Partner Ecosystems
- Negotiating with Distributors & Partners
- Sales Strategy & Sales Models
- Prospecting & Lead Generation
- AI-Powered Lead Qualification
- Consultative Selling & Discovery
- Value-Based Selling & Solution Design
- Objection Handling & Difficult Conversations
- Sales Presentation & Storytelling
- AI -Powered Sales Coaching & Deal Strategy
Module 7 - B2B, Key Accounts & Revenue Growth
- B2B Go-to-Market Strategy-I
- B2B Go-to-Market Strategy-II
- Key Account Management-I
- Key Account Management-II
- Enterprise Relationship & Solution Selling
- Revenue Growth Management & Pricing
Module 8 - Aligning Sales & Marketing for Growth
- Customer Journey Mapping-I
- Customer Journey Mapping-II
- CRM as a Revenue Engine-I
- CRM as a Revenue Engine-II
- Customer Success & Expansion Revenue-I
- Customer Success & Expansion Revenue-II
- Retention, Churn & Loyalty
- Commercial Metrics & Dashboards, Marketing ROI, Attribution & Incrementality
- Sales Analytics & Pipeline Management, Experimentation & A/B Testing
Module 9 - Capstone Project
- Capstone Project
Module 10 - Immersion
- Residential Module
Program Fees
For Indian Residents
1,75,000 Rs. 1,55,000 + GST* (Offer valid till 31st Oct. 2026)
Tenure
Deadline
Amount (INR)
1st instalment
Immediate Payment
Rs. 35,000 + GST*
2nd Instalment
10 November 2026
Rs. 35,000 + GST*
3rd Instalment
20 January 2027
Rs. 35,000 + GST*
4th instalment
10 March 2027
Rs. 35,000 + GST*
5th instalment
20 April 2027
Rs. 35,000 + GST*
For International Students
USD 3,000
*Executive Alumni Status (Optional) Rs. 10,000 + GST* (Directly payable to the Institute)
*Application fees of Rs. 2000/- to be paid at the time of registration.
*Application fees of Rs. 2000/- to be paid at the time of registration.
* Loan option available in 6, 9 & 12 EMIs from loan partners.
* 1% + GST* processing fees will be charged by loan partner in 6/9/12 months EMI.
* 1% + GST* processing fees will be charged by loan partner in 6/9/12 months EMI.
Course Certificate
Earn Certification After The Successful Completion Of The Course
Click to enlarge
Program faculty members
Learn from the best
Shipra Mathur
Assistant Professor Marketing
Shilpi Saxena
Assistant Professor Marketing
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About the institute
IIM Ranchi
Key Achievements of IIM Ranchi
· Institute of National Importance: IIM Ranchi is recognized as an Institute of National Importance by the Government of India.
· Global Accreditations & Rankings: Achieved AMBA accreditation, a highly respected international benchmark for MBA programs. Recognised among the Top 2% of Business Schools Worldwide.
· Awarded 4 Palmes of Excellence in the Eduniversal Best Business Schools Ranking 2025, placing it among globally influential business schools. Ranked 18th in the NIRF 2025 management category.
· Sustainable & Responsible Management: IIM Ranchi was the first IIM to become a signatory of UN Global Compact – Principles for Responsible Management Education (PRME).
Indian
Institute of Management Ranchi is a leading management institution committed to
promoting excellence in education, research, and societal impact. Guided by a
future- ready vision under “IIM Ranchi@2030,” the institute emphasizes academic
rigor, global collaboration, and responsible leadership. With strong
programmes, distinguished faculty, and an inclusive learning environment, IIM
Ranchi continues to advance knowledge and contribute meaningfully to
organizations and society.
Executive
Education & Consultancy (EEC), IIM Ranchi
The
Executive Education & Consultancy (EEC) division of IIM Ranchi offers
industry-relevant executive programmes designed to enhance managerial
capabilities and strengthen leadership competencies for working professionals.
Delivered by IIM Ranchi faculty and subject-matter experts, these programmes
blend academic excellence with practical insights, enabling participants to
upskill and stay competitive in a dynamic business environment.
Start Your Application
-
I have read the details and eligibility criteria for admission to the program, that I am applying for.
-
I understand that my application shall be considered complete only when the Application fee along with required documents are received by IIM Rohtak and all mandatory fields in the application form are completed.
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I understand that merely submitting the application form and fee, does not entitle me for the admission to the Diploma programme The admission is purely on the basis of my profile scoring, qualification and further evaluation by the Institute.
Career Assistance
Corporate Prices / Plans
No. of Nomination
Discount
2 to 5
5%
6 to 10
7.5%
11 to 20
10%
21 and above
Contact the team
EMI Options / Plans
Partner
Tenure
EMI
1
Rs. 1,75,000 + 18% GST
2
Rs. 1,75,000 + 18% GST
9
Rs. Monthly
12
Rs. 10212 Monthly
Please Note
-
Processing Charges may be applicable as per bank rules.
-
No loan facility is available for foreign students.
Register Now
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