Programme Overview
The success or failure of a business in India often hinges on how well its selling and distribution departments are managed. Digital transformation is transforming all business processes including the sales function. This programme is focused on the fundamental challenges faced by the sales and distribution function in the Indian market. The programme covers how to prepare for and address the needs of digital-first customers engaging in online purchases while adapting traditional channels of sales to create smooth omni-channel integration. The 4-day programme thus, would help participants to meet sales and selling challenges in todays digital and AI age.
Programme Objective
The Programme will focus on developing and strengthening selling skills across different sales and distribution channels in India. It would lead to developing competencies that leads to higher sales performance. By the end of this MDP, the participants will gain:
- Knowledge and Skills on Sales Management
- A strong grasp on the significance of sales and distribution activities to the overall performance of the organization.
- Skills for managing multiple channels for higher CX
- Best Practices for Leading Sales Organizations Through Digital Transformation
- Skills for boosting Sales Performance using Data Analytics Tools
Key Topics
- Sales Function in Organizations
- Channel Integration
- Managing Sales Teams
- Sales in Digital Businesses
- E-commerce and Quick Commerce
Programme Directors
Who May Attend
The programme is aimed at sales managers and marketing managers at all levels in the organizations (including family business owners) who are looking to build skills and competencies in managing retail businesses.
Programme Duration and Delivery
- From the morning of September 01, 2025 till the afternoon of September 04, 2025
- Face to face - classroom based
Pedagogy
A mix of pedagogical tools would be used such as case studies, simulations, role plays, industry experience sharing sessions, and group exercises.
How to Apply
- You can apply/nominate your personnel by clicking on the Apply Now link corresponding to the particular MDP, as appearing on our online calendar available at:
- Once the candidature(s) is (are) approved, the sponsoring authority or participant (in case of self-nomination) will be intimated over email along with a Proforma Invoice seeking programme fees in advance.
- Programme fees can be remitted online through Electronic Fund Transfer (NEFT/RTGS).
- Upon remitting the fees online, kindly intimate CMDP office with the UTRNo. /relevant transaction details through email, so that we can connect your remittance to your nomination(s). Please note that confirmation of participation is subject to receipt of Programme fees by CMDP Office before commencement of the MDP.
For further assistance, please connect with:
Name: Ms. Payel Majumder
Number: +91 33 7121 6012
Email ID: program_mdp[at]iimcal[dot]ac[dot]in
Programme Brochure
