Placement Brochure

PGCSM 2008-09
Post Graduate Certification Sales & Marketing

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 Content
IIM – Indore 3

Message from ‘The Students’ 4

Sales & Marketing Department 5

Selection Process 6

Objectives of the Program 7

Curriculum 7

Faculty 8

Alumni’s Speak 11

Batch ’03 12

Students Profile 13

Recruitment Process 16

Placement Committee 17

Website: http://bit.ly/iim-indore-pgcsm03

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 The Institute

Established in 1996, Indian Institute of Management Indore is the sixth in the

prestigious IIM family of management schools. The institute was chosen to be
set up in Indore to give an impetus to management education in central India
and has ever since been acting as the pioneer in the field of management,
interfacing with the industry, government sectors and
PSUs.

The essence of management lies in managing one's own

ambitions and forging ahead consciously. "A strong
theoretical foundation is the basis of good corporate
practice" this, coupled with grounding in management as it
is practiced, is the underlying theme of the flagship Post
Graduate Programme (PGP). Spanning two years the
programme is benchmarked against similar programme of
the best business schools in the world. Experiential learning, IT orientation,
and social sensitivity are some of the unique features of the programme.
Situated atop a scenic hillock, the beautiful 193 acre campus provides an ideal
backdrop for some of the brightest minds in the country to
work their best to become the best they can be. To back this
up, IIM Indore has a solid infrastructure ranging from a
very beautiful campus and hostels to a strong IT backbone
and the latest in teaching aids. The geographical proximity
to the fastest growing industrial belt in India and the
presence of Special Economic Zones around Indore provide
the right environment for both giving hands-on experience to
the students and in enabling the industry to make use of the
wealth of management expertise available in the institute.
IIM Indore’s achievements in such a short span of time can
be attributed to its innovative spirit, its will to excel, and, to
a great extent, to the relationship it has developed with the
Indore community.

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 The Message

“Knowledge and continuous learning is the mainstay

amongst the best organizations of today”

In order to satisfy this thirst for knowledge and to become a learning organization, IIM
Indore launched the One–Year Post Graduate Certification Program in Sales &
Marketing (PGCSM) three years ago.

The program has twin objectives:

 “Providing the practicing managers a substantial exposure to theoretical

foundations in management “
 “To equip them with a holistic perspective of business”

'A smooth sea never made a skilled sailor'

This old adage has found a new context in today's business environment. With the
world no longer bounded by geography or history, today's Business scenario presents
many a business opportunity, but only for those who have the courage and skill to
stand up and lead in such tumultuous times

We are happy to say that the success of the program, coupled with the demand from
industry for executives who possess a good blend of experience on the job and
exposure to the latest concepts, theories and practices in management, has been
phenomenal.

We the students are executives who have at least three years (Min) of experience. This
backdrop together with focused lectures over the 'Broadband platform', interaction
with faculty, sharpening of competencies and skills – all combine to produce a world–
class manager who is ready to take on the challenges of tomorrow.

The class of 2009 is a highly motivated and talented group. This batch has diverse
experience from a wide spectrum of industry. Our commitment and determination to
achieve speak for itself. We are highly motivated, have a keen mind and are eager
learners.

Hence, we are happy to present the batch of 2009. Give us an opportunity to work
with you serve you and showcase our potential!!!!

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 Sales & Marketing
Department

Marketing has been the forte of IIM – Indore.

Over the years has built for itself an image for
bringing forth a pool of talented and
knowledgeable students, aspiring to make a
niche for themselves in the pulsating and
exciting domain of Marketing.

The industry faces a constant turmoil of

change-be it in the form of changing trends or
changing preferences and perceptions. The
curriculum and pedagogy has thus, been
crafted with a built-in flexibility, to meet the
demands of the global dynamics. A special
focus is made to ensure that knowledge
inculcated is not isolated from the real
practices and hence, active student
participation is entailed through active
learning.

Students have over the years, picked up the

fundamentals and nuances, skills and
attributes in marketing and applied the same

The confluence of a great talent pool and

rigorous pedagogy has resulted in a string of
distinguished alumni from this domain, leaving
its footprints across the globe in some of the
most esteemed firms and business
organizations

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 Selection Process

Work - Experience Academics

PROGRAM APTITUDE TEST

(PAT)

Final Selection To

Post Graduation Certification in

Sales & Marketing (PGCSM)

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 Objective of the Programme
&
Curriculum

“Today’s professionals need to continuously build their domain-specific and

managerial credentials to perform better at work and move up the growth curve.
To help meet these needs the program curriculum has been specially created to
provide quality management education and customized learning for working
professionals”

Duration
The duration of the Program is one year. Students undergo twelve courses and
final project work during this period. A five-day intensive orientation workshop
is conducted at IIM Indore campus at the beginning of the program.

Program Contents
1. Marketing Management
2. Marketing Research
3. Consumer Behavior
4. Strategic Marketing
5. Sales and Distribution Management
6. Services Marketing
7. International Marketing
8. Managing Integrated Marketing Communication
9. Strategic Brand Management
10. Customer Relationship Management
11. Business to Business Marketing
12. Contemporary Issues in Marketing
13. Final Project Work

Note:

 Each subject had scores for ‘Classroom Exercise’,’Case Study’, ’Online

Quiz’, ‘Assignment’,’End Subject Exam’ & ‘Subject oriented Project work’

 The total score for each subject are graded as: O – Outstanding; S – Satisfactory;
U – Unsatisfactory I – Incomplete: - Equivalent to internationally acclaimed
'Cumulative Grade Point Average (CGPA)' standards

 Teaching Medium: “Virtual Class Room” – Classroom Sessions (Mandatory

attendance) conducted twice a week for duration of 3 hrs each from IIM – Indore
Campus studio

 NIIT – Imperia at select cities hosted the “Virtual Class Room - Sessions”
across India

URL : http://www.iimidr.ac.in/iimi/pages/programmes_main/cpm.php

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 Faculty

Ashish Sadh
Area : Marketing
Qualification : MBA (APSU, Rewa) Ph.D. (DAVV, Indore)
Profile:
Ashish Sadh is a faculty of Marketing Management. He received his Ph.D.
from Devi Ahilya University, Indore. His doctoral thesis was in the area of
New Product Management with a special emphasis on Brand Extensions as
New Product Introduction Strategies. Previously, he was associated with IIM,
Indore as a fellow and with IIM, Ahmedabad as a research staff. He worked
in Devi Ahilya University as a faculty for more than four years. His research
areas of interests include advertising, brand management, and social
marketing...............

Prof Natarajan (PRESENTLY WITH T.A PAI Management

Institute)
Area: Services Marketing, Sales and Distribution Management, and
Customer Relationship Management
Qualification: M.A., PGDRM, Ph.D
Profile:
Prof. R. C. Natarajan is in the area of Marketing Management as Professor.
He has 25 years of work experience, of which 15 years in Sales and Marketing
in FMCG industry in India [including six years at AMUL where he worked
before shifting to academics] and 10 years in teaching in TAPMI and IIM
Indore.
He has published a textbook on Marketing Channels, jointly with Coughlan,
Anderson, Stern and El-Ansary [Pearson-Prentice Hall]. He has many
publications to his credit, which include articles in peer-reviewed journals and
three case analyses in Vikalpa of IIM-A .Prof. Natarajan was conferred the
Dewang Mehta Best Teacher of Marketing Management award by the 17th
Business School Affaire at Mumbai in 2008

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 Faculty

Prashant Salwan
Area : Strategic Management
Qualification: B.Sc, MBA, PGDITM, DG & L (UK), Ph.D.
Profile :
Prof Prashant Salwan is a British Chevening Scholar and Alumni of London
School of Economies and Political Science UK. His Education qualifications
include PhD, postgraduate course in Management as well as in International
Trade. He is First class with distinction holder in his post graduate courses.
He has successfully participated in various management development
programs and training programs from Ross School of Management , University
of Michigan , Indian Institute of Management Calcutta, Indian Institute of
Management Bangalore, NIFM in the area of Management Research, Project
management and Developing New Products and Finance respectively.Prof
Prashant Salwan has approximately a more than twelve years of experience,
out of which approximately seven and a half years in Industry and around four
and half years in academic

Sabita Mahapatra
Area : Marketing
Qualification: M.A. (Central Univ.); MBA (Sambalpur Univ.); Ph.D (Utkal
Univ.)
Profile :
Dr. Sabita Mahapatra is Assistant Professor in the area of Marketing. She
has ten years of teaching experience. She has presented several papers in
National and International Conferences and credited with research
publications in various referred journals. She is recipient of State & National
level Scholarship and UGC scholarships. She is member of various
Institutional and professional bodies. Her area of interest Understanding
Consumer Mind, Sales Management, Emotional Marketing, Social Marketing,
Marketing to Mass, Health and Tourism Marketing & Services Marketing

Rajeev Kumra (Presently with IIM Lucknow)

Area: Services Marketing, Sales and Distribution

Management, and Customer Relationship Management
Qualification: Ph.D, MBA

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 Faculty

Prof. Prabin Panigrahi (On Campus - Faculty)

Area: Information Systems
Qualification: MCA (R.E.C.,Rourkela), Ph.D. (IIT, Kharagpur)
Profile:
Prof. Prabin is a faculty of Information Systems. Prior to joining IIM, Indore,
he was involved in teaching, research and consultancy projects in Xavier
Institute of Management, Bhubaneswar and Loyola Institute of Business
Administration, Chennai. He has international as well as national research
publications in refereed journals. His teaching and research interests include
Management Information Systems, Database Management Systems, Data
Mining, and Knowledge Discovery in Databases, Data Warehousing, Decision
Support Systems, Advanced Data Analysis and Systems Analysis and Design.
He has coauthored a book titled "Modern Systems Analysis and Design, 4/e"
(Pearson Education India) with J.A. Hoffer, J.F. George, and J.S. Valacich

Dr .Tapan Panda (On Campus - Faculty)

Area: Marketing, Branding, Training, Teaching, Researching and Writing
Qualification:
Profile:
Dr. Tapan K Panda has rich experience of 12 years in teaching with IIM –
Kozhikode, IIM – Lucknow & IIM – Indore. He is known for his research
publications in the area of branding strategy, marketing & tourism
management. Currently he heads corporate marketing and SBU level
marketing strategy team, plans and strategies branding, market entry options
and new market options for an MNC

Prof Bidyut K Acharya (Visiting Faculty IIM Calcutta)

Area: Marketing, Strategy, Retail Management, and Customer Relationship
Management
Qualification: He is an engineer with a MBA degree in Marketing from
Washington State University where he held an Academic Assistantship
Profile :
Bidyut Acharya has over two decades of management experience with
industry leaders. He was engaged with Wal-Mart, Inc. as a Manager in their
US Operations. Prior to that in India, he was engaged with leading
companies’ viz. Philips, L&T, and BBL where he held senior level functional
roles in Sales & Marketing and in managing SBU Operations. Currently he
heads the Center for Marketing & Management Development, Kolkata a
platform through which he associates with industry & B-Schools. He returned
to the country from USA in 2004 and has since been pursuing a role in
consulting and academics.

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 Alumni’s Message
Dr Arani Chatterjee, Vice President – Clinical Research, Panacea
Biotech
I am basically a medical graduate by training, and work in a pharma company
heading the department of clinical research. This seems totally remote from
management. But there is a link which is not so obvious. At the senior level, one
has to take decisions on what needs to be done. Although the activity is
technical, the decision is driven ultimately by a business need. I always wanted
to understand business and I knew this was an opportunity which would give
me a chance to do that.
The Post Graduate Certificate Program in Management offered by IIM Indore
at NIIT Imperia is of a broader nature which covers all the basic modules in
management and suited my requirements. The reason why I chose this program
inspite of being eligible for the senior program was to get the business
fundamentals right.
The faculty and teaching methodology were excellent. The case studies are of
the highest standard, as they are taken from Harvard Business Review and
other reputed journals or are cases published by the Professors themselves
elsewhere or have been prepared especially for this course. Additionally, after
completing the program one gets a certificate from the IIMs without taking a
break from work

Jitesh Kumar Chawda, Branch Manager – HDFC

Before joining the sales and marketing program I was working as Manager –
Sales with an FMCG company but I always wanted to join the BFSI sector. I
had my own apprehensions about my existing skill sets whether they will
match with the work environment and requirements of the BFSI sector. Around
that time I came across the Post Graduate Certificate Program in Sales &
Marketing by IIM Indore offered at NIIT Imperia. The curriculum was great
and I felt it would provide me with a theoretical base to my sixteen years of
experience in FMCG.
The knowledge gained combined with IIM certification soon paid off for me and
I gained an entry into the BFSI sector. I soon got an excellent offer from HDFC
Standard Life Insurance. Today I handle a branch with 12 sales managers and
a multicrore business and my compensation has grown manifolds

Poorna Chandra Rao

Earlier I was not sure whether I was doing my work efficiently. I thought I
was spending too much time on tasks as I used to slog for 14-16 hours a day
for office work and even on weekends. That is when I decided to take up the
Post Graduate Certificate Program in Management by IIM Indore at NIIT
Imperia. The difference in how I approached my work was perceivable even as
I was midway through the program. I became more confident of performing
my duties and responsibilities and day to day tasks were taking less time
now. In Other words my overall efficiency & productivity has increased.
Overall, the course made my current job simpler to do & prepared me for
taking more responsible management positions

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 PGCSM Batch 03

Industry Profile Average Experience/ Industry

2 1 3 3
11 6
3 4
8
6

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6
8 9
4 4
5

Information technology Pharmaceutical Information technology Pharmaceutical

Manufacturing and Industrial Insurance Manufacturing and Industrial Insurance
Retail Consulting Retail Consulting
Banking Tourism Banking Tourism
Entertainment Entertainment

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Muneesh Kumar Sharma, 24
Yrs
B.Tech (Information Technology)
Work Exp: 3.5 +Yrs
Polaris Software Labs,
Consultant
Dhiraj Wohra, 24 Yrs
BSc(h) Physics
Work Exp: 3+ Yrs
Consultant’s 24x7, Business
Development Manager
Vishal Patel, 25 Yrs
B.Com
Work Exp: 3+ Yrs
HDFC Standard Life Insurance,
Sales Development Manager
Shanta Susree Sarbajit
Patra, 27 Yrs
B.Com (H)
Work Exp: 6 Yrs
Indbank Merchant Banking Services
Ltd, Senior Secretarial Officer
R N Panda, 36 Yrs
B.E-MECHANICAL
Work Exp: 14+ Yrs
MILTON ROY INDIA LTD,
Head - Sales & Marketing
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Students Profile
Rohit Singh, 28 Yrs
BSc Chem.,MSc Organic
Chem.,DIFT IMC,EPIB IIM C
Work Exp: 5 Yrs
Manufacturing Specialty
chemicals, Business
Development Manager
Vikrant Khatri, 29 Yrs
B.sc (Maths)
Work Exp: 5 Yrs
BIOCON LTD, AREA
BUSINESS MANAGER
Sophia M, 27 Yrs
MCA, BSc(Computer Science)
Work Exp: 3.5+ Yrs
ZOHO Corp, Technical Writer
Pravin Kale, 34 Yrs
BE Electronics &
Telecommunication + DMS
Work Exp: 10+ Yrs
P9 Integrated (Div of Percept
Ltd), Head - Institutional
Sales
Surendra.NV, 28 Yrs
BBM, MBA
Work Exp: 4.5+ Yrs
Tran Steel Seating
Technologies Pvt Ltd, Sales
Manager - Projects
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Bharat Upadhayay, 30 Yrs
B.sc (Maths)
Work Exp: 10+ Yrs
PIRAMAL HEALTH CARE,
AREA BUSINESS MANAGER
Sankalp Kumar, 27 Yrs
B.Sc Commerce)
Work Exp: 5+ Yrs
Thomas Cook Ltd, Assistant
Manager
Netra Saxena, 25 Yrs
B.Tech (Electronics &
Communication)
Work Exp: 3 Yrs
ORACLE India RETAIL Ltd,
Senior Quality Assurance
Engineer
Abhishek Sharma, 25 Yrs
B.Com; PGDM
Work Exp: 2+ Yrs
Cushman & Wakefield,
Account Manager
Sushil Kumar Tyagi, 29 Yrs
BSc(Maths,Chemistry,Industrial
Chemistry)
Work Exp: 5 Yrs
Reliance Life Insurance, Sales
Manager
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Students Profile
Ram Prasanna.K, 28 Yrs
BSc(Chem,Botny,Zoology),MSc(bi
otechnology)
Work Exp: 7+ Yrs
Frost & Sullivan, Business
Development Manager
Jemeni Kanta Das, 34 Yrs
DME, BBA, PGDMM, EMBA
Work Exp: 13+ Yrs
Manager - Engine Sales
Volvo Eicher Commercial
Vehicles Ltd
Parthasarathy, 28 Yrs
DECE, BBA
Work Exp: 10 Yrs
Delta Energy Systems (India)
Private Limited, Engineer-
Customer Support
Sanjay Kumar Jha, 30 Yrs
BSc(h) Physics
Work Exp: 6+ Yrs
Riya groups of Travels &
Holidays, Asst. Manager
Shivpal Singh Rathore, 34 Yrs
Bsc(Maths)
Work Exp: 8+ Yrs
Standard Chartered Finance
Ltd, Asst. Sales Manager
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Vinay b.n, 26 Yrs
B.E (Biotechnology)
Work Exp: 3 Yrs
ICICI PRIORITY CIRCLE,
Agency Manager
Amit Mishra, 29 Yrs
BSc (Biology)
Work Exp: 3+ Yrs
Rusi Pharma Ltd., Business
Development Manager
Anindya Sengupta, 39 Yrs
BCOM (Hons)
Work Exp: 17+ Yrs
UTI Mutual Fund, Zonal Head-
East, PSU Banking
Avinash Kumar , 25 Yrs
B. Tech Mechanical Engineering
Work Exp: 3+ Yrs
WEIR Engineering Services
Ltd., Team Member- Marketing
Piyush S Pandya , 26 Yrs
BSc(h) Physics
Work Exp: 3+ Yrs
Ballarpur Industries Ltd,
Branch Head
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Students Profile
Hariom Gurjar, 29 Yrs
BSc(PCM)
Work Exp: 3+ Yrs
Shree Tirupati Natural Stone
Pvt Ltd, Business
Development Manager
Bindushar Singh, 26 Yrs
B.E. (Electrical)
Work Exp: 3+ Yrs
L.S.I.SYSTEM (I) PVT.LTD,
Sales Engineer
Sayan Ganguly, 27 Yrs
B.Com (H), PGDBF (NIBM, Pune),
JAIIB, CAIIB, DTIRM
(IIBF,Mumbai)
Work Exp: 3 Yrs
Indian Bank, Assistant Vice
President
Sandeep Mukherjee, 29 Yrs
B.Com (Hons)
Work Exp: 8+ Yrs
ICICI Lombard General
Insurance Ltd, Regional Head
(East)
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 Recruitment Process

The placement process consists of the following stages:

 The company conducts a Pre-Placement Talk with the placement cell on

the requirement (Not Mandatory)
 The resumes of the interested candidates are sent to the company
 The company sends a shortlist of students and the Recruitment Process
details to the Placement Committee or directly to the shortlisted
candidates
 The company informs the day on which interviews have been scheduled

Recruitment Process

The company is requested to inform about the following details well in advance
 The Method of Recruitment (Preliminary Test, GD, Interview, Case etc.)
 Number of rounds of Interview

Important Information

1) The ‘Resumes & IIM Mark Sheet’ for verification & validation shall be
circulated on demand (Companies have the option of circulating their
customized application forms)
2) The placement initiative at any stage does not incur any cost to the
company, The company can directly contact the short listed students or
get this to the placement cell’s attention & we would ensure the required
information is passed on to the short listed candidates
3) This initiative is completely from the students who have formed the
‘Placement Corp’ (‘A Non- Profit based Organization’) ensuring the sole
aim to have ‘Batch Placements’.

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 Placement Corp.

Student Placement Committee Members

Name Contact Number Email - ID

Muneesh +919885159393

Dhiraj +919818045752

Rohit +919004373940
IIM.Indore_PGCSM03@in.com
Shanta +919687304934

Vishal +919885097837

Vikrant +919212378543

Visit our Website: http://bit.ly/iim-indore-pgcsm03

Copyrights: PGCSM 03 – Batch

‘A Non- Profit based Organization’

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