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Quick facts


Duration
2 years full-time

MBA in Sales & Retail Marketing

In today’s competitive world, two of the most dynamic and fast moving areas in any organization are SALES and MARKETING. Marketing is an important aspect in any business since it contributes greatly to the success of the organization.
Production and distribution depend largely on marketing. It is responsible for creating brand awareness as well as generating a need for products and services and ultimately creating leads for the sales team. The sales side is responsible for the conversion and closing of the deals which directly drive revenue.

Chitkara College of Sales & Marketing is a Chitkara Education initiative to provide students, opportunity to grow vertically & horizontally in their career paths with sales & marketing specialization. All our programs is offered with 100% placement assistance with partner organisations which ensures a successful career start in various industry domains such as FMCG, Retail, Banking and other related sectors. In the next couple of years, Chitkara College of Sales & Marketing should be synonymous with Sales & Marketing Education of Excellence and we should become the global leaders in that domain.

Program Structure

The focus of this intensive 2 year program is to craft proficient entry-level professionals who are trained on sales and marketing domains and have high customer orientation skills and creating firstday- first-hour industry-ready sales and marketing workforce for the industry. The program is offered with 100% placement assistance with partner organisations which ensures a successful career start in various industry domains such as FMCG, Retail, Banking and other related sectors. Some of the subject that will be covered under this program are:

  • Basics of Marketing
  • Sales Management
  • Quant Techniques
  • IT Applications in Sales & Marketing
  • Consumer Behavior
  • Marketing Management
  • Marketing Research
  • Introduction to Sales Techniques
  • Direct Marketing
  • Brand & Product Management
  • Financial Management
  • Presentation Skills
  • Consumer Segmentation
  • Retail & Distribution Management
  • Customer Service Management
  • Negotiation Skills
  • Integrated Marketing Communication
  • Sales Force Mgt. & Sales Promotion
  • Business Law & Ethics
  • Leadership & Organisation Behavior

Students will be placed with our partner organisations in various domains such as Banking, FMCG, Retail and Telecom for 6 months. Students’ choice will be given preference as they may choose the domain in the Term – 6 of the program and will be trained exclusively for that sector in the last 6 months of the program. Industry specific courses which would be conducted in partnership with our partner organisations.

Key Learning Outcomes
The students are apprised with refined knowledge during the program. Some of the key learning outcomes of the program are:

  • Understanding the sales cycle
  • Characteristics of successful salespeople
  • Effective networking strategies
  • How to work a room
  • Creating the right impression
  • Developing your elevator speech
  • How to get referrals
  • Clubs and social networking
  • Centers of influence
  • How to approach and sell to top executives
  • Strategic planning and setting objectives
  • Qualifying buyers
  • Customer based selling
  • Dressing for success
  • Easing tension levels
  • Effective questioning techniques
  • The power of listening
  • Developing a winning attitude
  • Time and focus management
  • Councilor selling
  • Attitudes, beliefs and outcomes
  • How to present to groups
  • Customer services and the effects on sales
  • Advanced negotiation skills
  • Goal setting
  • GAction planning
  • Designing a marketing program
  • Understanding the various forms of marketing
  • Brochures, print ads and newsletters
  • Working with the media
  • Branding
  • Website development and design
  • Website optimization
  • Marketing on the internet

Why Sales & Marketing

It is also commonly known that over 70% of CEO’s come through a Sales route.

What is the role of a Company/CEO?
Their role is to generate profit and help the business grow for the shareholders. They are in business to make money, produce revenue and growth and profitability. Lots of people know this. What is the only role in an organisation responsible for generating revenue and therefore profit to the business?

Is it marketing?…NO!
Is it the Finance department?….NO!
How about the admin team?…NO!
The IT department?…NO!
The Sales team? YES!

The Sales team is the team responsible for liaising with customers, selling the products and services, which brings in revenue to the business and therefore profit! Once you understand this, you can see why any CEO would consider their Sales team to be the most important team in their organisation.

With this in mind, who do you think the CEO would want to train? To incentivise? To retain? YES, you’ve guessed it, the Sales team! Without the Sales team, the company would not be able to grow, which is its primary objective.

A Sales career is similar to being a consultant. You will develop an understanding of your client’s challenges by listening to them and then you will offer them the best solution to meet their needs!

SALES IS THE CAREER FOR YOU BECAUSE OF
Autonomy: In a sales career, you are set targets which you have to achieve per month. The idea is to over-exceed this target, however the responsibility is all yours. Therefore if you can do this by booking only a few meetings per week, then that’s what you’ll do. Once you start building great relationships with clients and start delivering excellent results, you will build a referral database and you may find you’re working less whilst producing more and more results. How fantastic is that?

Great Earning Potential: The harder the work, the more money you will earn! You are rewarded for your efforts. If you work hard and produce more and more results, you will get paid more! Many other careers expect people to work really hard, often with overtime and they don’t get paid any more money for this!

Praise and Recognition: If you do well your results are displayed for everyone to see, therefore you get praise and recognition from everyone in the company and not just your boss.

Making a Difference: Your product or service has been created because it has features and benefits which can help its potential customers in the way they need! Your product or service is helping other businesses make money, save money or mitigate risk.

Solving Problems: As a Sales person your role is to identify your client’s problems and offer them the best solution to match their needs.

WHY SALES COULD BE YOUR IDEAL GRADUATE JOB
With competitive salaries and perks, the chance to work in industries that interest you and a culture of being judged by your results, a sales career could offer just what you want from a graduate job. Sales people can be found working across virtually every industry sector imaginable, from manufacturing to distribution and services, persuading customers to buy their company’s products and looking after the needs of existing customers in areas including:

  • FMCG – fast moving consumer goods
  • consumer durables
  • industrial supplies
  • Pharma
  • Media
  • IT- Hardware & Software
  • Services –Airlines/Banking/Financial Services etc.

Here are a few examples of the jobs that are available across the sales industry:
Tele-Sales Executive: cold calling potential customers and closing the deal over the phone Direct Sales: visiting customer’s homes to sell consumer goods, usually without an appointment Field sales: typically responsible for increasing sales within a specific geographic territory Business development: selling to new customers and increasing revenues of existing clients Account Management: identifying opportunities to grow existing customer base Sales Manager: oversee, motivate and lead a team of sales staff ensuring that targets are achieved If you think sales doesn’t require a formal degree, think again! The skills you develop during your degree will be invaluable. The reason why many multinational companies run graduate sales schemes is precisely because they want to exploit the skills, knowledge and talent which graduates can bring to the marketplace.

Still not convinced? One of the best things about a sales career is the salary package – unlike most other careers, you are actually rewarded for the work you put in. Promotion is based on results and it is not uncommon for good sales executives to find themselves moving into management positions quicker than they would in another industry sector. Companies usually offer a neat basic package, plus the chance to earn commission if you reach your sales targets.

Other perks often include a company car after a certain time period and all the usual extras including pensions and life assurance. Career progression in sales is usually good too. Since sales is across all sectors, you can quite easily move into other positions and industries. Depending on where you work, you can, relatively speaking, climb to the top in a very short time period. And the icing on the cake: Sales people are always required. No matter what the industry. No matter what the situation. You’ll always be in demand.

Industry Overview

Retailing in India is one of the pillars of its economy and accounts for 14 to 15 percent of its GDP.

The Indian retail market is estimated to be US$ 450 billion and one of the top five retail markets in the world by economic value. India is one of the fastest growing retail markets in the world, with 1.2 billion people. As of 2013, India’s retailing industry was essentially owner manned small shops. In 2010, larger format convenience stores and supermarkets accounted for about 4 percent of the industry, and these were present only in large urban centers. India’s retail and logistics industry employs about 40 million Indians (3.3% of Indian population).

“The Indian retail market is poised to reach USD 1.3 trillion by 2020 and therefore it will provide a tremendous growth opportunity for retail and FMCG players alike. With all multinational brands coming to India, there is going to be explosion of jobs in the retail sector .

Chitkara College of Sales & Retail Marketing aims to create a primary resource centre for all retail manpower specialization. The curriculum structured by industry experts, include classroom lessons, case studies, management games, interactive sessions, seminars, role plays, exercise, workshops, project and group activities. Our programs in Sales and Retail Marketing are commercially relevant, ensuring that the students of Chitkara College of Sales & Retail Marketing maximize their employment and growth prospects.

Admission Information

Eligibility

  • The candidate should have completed the Bachelor’s Degree with minimum of 50 % aggregate marks in any stream from a recognized university.
  • The candidate appearing in the final year examination can apply but the candidate must have secured minimum 50% (aggregate) marks till the previous year’s examination.
  • However, the candidate must submit his/her graduation completion certificates by September 30, 2017 failing which he/she shall be de-registered.

  • Candidate having compartment in any subject will not be considered.
  • Having work experience is not a requirement for admission to the program.

Selection Process
Admission to the MBA Program at Chitkara Business School is based on the merit ranking in CAT / MAT / NMAT / XAT / CMAT score followed by group discussions and personal interview. Applicants who have not taken any of the above mentioned entrance examinations shall have to take Chitkara University Test with group discussions and personal interview. Decision of the jury will be final.

Admission Procedure
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