Professional Certificate Program in Mastery in Marketing, Analytics & Sales

Professional Certificate Program in Mastery in Marketing, Analytics & Sales

Specialization: Marketing & Sales

Batch: 1

Duration: 12 Months

Class Start: 27 Jul 2024

Class Days/Timing:
Saturday - 06:45 pm to 09:45 pm IST

Registration Deadline 21 Nov 2024    Apply Now
IIM Kozhikode

Overview

    The Indian Institute of Management Kozhikode, renowned for its academic excellence and innovative approach, is proud to present the Mastery in Marketing, Analytics, and Sales (MAS) program. This elite course is meticulously designed for forward-thinking executives who are poised to become trailblazers in the business world. In a landscape where adaptability and expertise are key, the MAS program stands as a beacon of advanced learning in the realms of Marketing, Analytics, and Sales. The curriculum, crafted by distinguished faculty and industry leaders, offers an immersive experience that fuses theoretical knowledge with practical insights.

     

    Choose to pursue the MAS programme to gain mastery in the following areas

    • Marketing Mastery - Explore cutting-edge marketing strategies and understand the intricacies of marketing dynamics in an increasingly digital marketplace.
    • Analytics Proficiency - Gain a command of data-driven decision-making with our comprehensive analytics module, empowering you with the tools to transform data into impactful business strategies.
    • Sales Excellence - Elevate your sales acumen, mastering the nuances of modern sales techniques, relationship management, and persuasive negotiation.

     

    This program is not just an academic course; it's a transformative journey. Tailored for professionals, like mid-level managers and executives, the MAS program offers the flexibility required by working individuals without compromising the depth and quality of learning.

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Programme Highlights

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Completion Certificate

Opportunity to earn a Certificate of Completion from IIM Kozhikode, ranked #3 among Management schools in India by NIRF 2023 and also ranked #5 in the IIRF Ranking 2024.

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Campus Experience

Participate in the 2 day In-Campus immersion module providing participants the opportunity to experience the typical high-intensity classroom and to soak-in the unique campus environment of one of the most iconic and sustainable management campuses in India, set amidst lush green hills and surroundings.

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Executive Alumni Status

Upon successfully clearing the evaluation requirements of this program, participants qualify for the Executive Alumni status of the prestigious IIM Kozhikode.

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Experiential Simulations

The program includes cutting-edge simulations that mimic real-world business scenarios. These simulations offer participants a hands-on experience in decision-making, strategy development, and handling complex business dynamics, bridging the gap between theoretical learning and practical application.

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Hands-On Data-Driven Activities

In an era where data is paramount, this program emphasizes hands-on, data-driven activities. Participants engage in exercises that involve analyzing datasets, deriving insights, and making data-informed decisions, equipping them with essential analytics skills relevant in today’s data-centric business environment.

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World-Class Case Studies

Case studies sourced from the world’s top repositories are incorporated into the program, allowing participants to delve into real business challenges and strategies employed by leading global companies. This approach not only provides insights into best practices but also encourages critical thinking and problem-solving skills.

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Role Plays

Role-playing exercises are an integral part of our pedagogy, offering participants a chance to enact real-life business scenarios. This method enhances learning by allowing participants to practice communication, negotiation, and decision-making skills in a controlled, reflective setting.

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Collaborative Projects

Collaborative projects are designed to promote teamwork and leadership skills. Participants work in teams on projects that challenge them to apply what they’ve learned, develop strategies, and present solutions, mirroring the collaborative nature of the modern workplace.

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Expert-Led Lectures

The MAS program features lectures from esteemed faculty and industry experts, providing participants with foundational knowledge as well as current trends and insights from the business world. These lectures are not just informative but also thought-provoking, inspiring participants to think beyond conventional boundaries.

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Interactive Discussions

The pedagogy places a strong emphasis on interactive discussions, encouraging participants to share their perspectives, debate on various topics, and learn collaboratively. This fosters a rich learning environment where ideas are exchanged, and diverse viewpoints are valued.

Syllabus

1.1 Marketing Strategy

  • Foundations of strategic marketing planning
  • Market opportunity analysis and competitive dynamics
  • Formulating and implementing sustainable marketing strategies
  • Integrating marketing strategy with business objectives

 

1.2 Consumer Behaviour

  • Insights into consumer decision-making processes
  • Influence of psychological and sociological factors on consumer choices
  • Effective segmentation, targeting, and positioning strategies
  • Cultural and ethical considerations in consumer analysis

 

1.3 Retailing

  • Principles of modern retail management
  • Strategies for channel design and retail mix
  • Emerging trends in retail, including omnichannel approaches
  • Customer relationship management in a retail context

 

1.4 Product Management

  • Lifecycle management of new products
  • Product positioning and differentiation strategies
  • Managing product portfolios and extensions
  • Techniques for effective pricing

 

1.5 Brand Management

  • Techniques for building and sustaining strong brands
  • Development and management of brand equity and positioning
  • Strategies for leveraging brand for competitive advantage
  • Brand communication and reputation management

 

1.6 Digital Marketing

  • Strategies across digital channels (SEO, SEM, social media, etc.)
  • Digital marketing analytics and performance measurement
  • Customer engagement and retention via digital platforms
  • Role of emerging technologies in digital marketing

 

1.7 Business to Business (B2B) Marketing

  • Understanding the B2B market and buyer behaviour
  • Relationship and network management in B2B marketing
  • Branding and communication strategies in B2B contexts
  • Sales management and negotiation in B2B environments

 

1.8 Marketing Communication

  • Integrated marketing communications planning and execution
  • Tools and channels for effective communication (advertising, PR, direct marketing, online communication)
  • Crafting compelling messages and storytelling for brands
  • Measuring the effectiveness and ROI of communication strategies

2.1 Introduction to the world of marketing analytics

  • Introduction to marketing analytics and its significance in decision-making
  • Overview of key metrics and analytics tools
  • Understanding the data-driven marketing landscape

 

2.2 Data Collection and Management

  • Techniques for collecting quality marketing data
  • Best practices in data management and governance
  • Data integration from multiple sources for a holistic view

 

2.3 Customer and Product Analytics

  • Analysing customer behaviour and segmentation
  • Customer lifetime value (CLV) calculation and its implications
  • Predictive modelling for customer acquisition and retention
  • Generating product insights
  • Estimating the product potentiality and feasibility
  • Identifying the right price for product launch

 

2.4 Web and Digital Analytics

  • Utilizing web analytics tools (like Google Analytics) to track online behaviour
  • Measuring and optimizing the performance of digital campaigns
  • Social media analytics for understanding audience engagement and sentiment

 

2.5 Sales Analytics

  • Analysing sales data to identify trends and patterns
  • Sales forecasting and optimization techniques
  • Role of analytics in enhancing sales performance

 

2.6 Market Research and Competitive Analysis

  • Techniques for conducting market research using analytics
  • Analysing competitive landscape using data
  • Gleaning insights from market trends to inform strategy

 

2.7 Marketing Mix Modelling

  • Understanding the impact of different marketing variables on sales
  • Developing models to optimize marketing spend across channels
  • Scenario analysis to predict outcomes of marketing strategies

 

2.8 Data Visualization and Reporting

  • Techniques for effective data visualization
  • Tools and best practices for creating insightful marketing reports
  • Communicating data-driven insights to stakeholders

3.1 Fundamentals of Sales Management

  • Overview of sales management and its role in business
  • Understanding the sales process and cycle
  • Sales strategies and planning

 

3.2 Customer Relationship Management (CRM)

  • Building and maintaining strong customer relationships
  • Leveraging CRM tools for sales success
  • Strategies for customer retention and loyalty

 

3.3 Sales Techniques and Skills

  • Advanced selling techniques and persuasive communication
  • Negotiation skills and tactics for closing deals
  • Handling objections and difficult sales situations

 

3.4 Digital Sales and E-commerce

  • The rise of digital sales channels and e-commerce
  • Strategies for successful online selling
  • Utilizing digital tools for enhancing sales

 

3.5 B2B Sales

  • Strategies and challenges in business-to-business sales
  • Relationship building in B2B environments
  • Managing long sales cycles and large accounts

 

3.6 Sales Team Management and Leadership

  • Building and leading high-performing sales teams
  • Training and development for sales professionals
  • Motivation and incentive strategies

 

3.7 Global Sales Strategies

  • Approaches to international sales and global markets
  • Cultural considerations and adaptation in global sales
  • Strategies for managing cross-border sales teams

The dates for the 2 day In Campus immersion session to be held at IIM Kozhikode will be communicated in due course. Attendance to the in-campus module is MANDATORY for all participants. The in-campus modules are subjected to the conditions that prevail at the point of time. These conditions pertain to the Pandemic or other unavoidable reasons. In case the in-campus immersion cannot be held due to some unavoidable compulsions, adequate alternate options will be made available via online sessions.

Need help? Talk to our counsellors

+91 9810241746

Who Should Attend / 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.

Diploma Holders (10+3) will be considered on a case to case basis subject to having a minimum of 10 Years of work experience in a supervisory role at the time of applying for this programme.

For International Participants - Graduation or equivalent degree from any recognized University or Institution in their respective country.

Minimum of 3 years overall experience in Marketing & Sales function or at least 5 years of work experience in business enterprises in a managerial position.

Eagerness to Acquire New Skill Sets - The program is particularly suited for individuals who are eager to develop new skills and enhance their current competencies. We look for participants who are motivated, curious, and committed to professional growth and learning.

Diverse Professional Backgrounds - We encourage professionals from various industries and functional roles to apply. The diversity in the classroom enhances peer learning and provides multiple perspectives on problem-solving.

Aspirations for Leadership Roles - This program is ideal for those aspiring to take up leadership roles in their organizations or those looking to broaden their expertise to make a strategic shift in their careers.

Commitment to Learning - Applicants should be committed to the learning process, which includes active participation in all forms of program delivery like case studies, simulations, group discussions, and hands-on projects.

Certificate

Evaluation methodology is the discretion of the faculty. A minimum of 75% attendance to the sessions (live as well as on-campus modules) is a prerequisite for the successful completion of this program.

During the course, there will be periodic evaluations in the form of quiz, class assignments, project, case analysis, or any other objective/subjective assessment decided by the instructor during the class hours. Hence, the participants are expected to complete the given evaluation components on time successfully. IIM Kozhikode will award the course completion certification to those who complete the assessment components successfully along with the attendance criteria. The main objective of assignments/projects will be to help the participants apply their conceptual learning in the programme to actual organizational decision scenarios.

The participants will have to secure the minimum pass marks in the respective evaluation components. Participants who successfully complete the same and satisfy the requisite attendance criteria, will be awarded a certificate of completion. Participants who are unable to clear the evaluation criteria but have the requisite attendance will be awarded a Participation certificate.

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Features

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Live and Synchronous Learning

Live and synchronous instructor led classes imparting interactive and real time learning from eminent faculties from IIM Kozhikode.

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Convenient Class Schedule

Live classes are scheduled to suit working professionals.

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Practice Based Learning

Gain practical knowledge through case study discussions, class exercises, individual or group activities and peer to peer interactions.

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Learn from the Best

Lectures imparted by eminent faculty from IIM Kozhikode.

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On Campus Visit

Visit IIM Kozhikode’s breathtaking oxy-rich campus to attend in person classes and network with your faculty and fellow participants.

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Access to Recorded Sessions

Subsequent to the live synchronous classes, participants can access the recorded sessions for review and revision as and when needed.

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Financing Options

Speak to our academic counsellors to know more about the loan and financing options offered by multiple Finance Partners.

Total Programme Fees

INR 2,45,000/- + GST

Above fee includes boarding/lodging charges at IIM Kozhikode campus during the in-campus sessions.



Option 1

Make the full payment of INR 2,45,000 + GST upfront.

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Option 2

Pay INR 50,000 + GST at the time of registration and avail a loan on the remaining INR  1,95,000 + GST.

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Option 3

Make payments as per the Instalment structure provided below.

Pay Instalment

About the Institute

Founded in 1997 with its flagship Post Graduate Programme (PGP), the Indian Institute of Management Kozhikode (IIMK) has evolved into a leading institution in management education. It offers a wide array of academic programmes, including the Fellow Programme in Management, Executive PG Programmes, Management Development Programmes, and Faculty Development Programmes. In 2013, IIMK established a dedicated Satellite campus at Infopark, Kochi, focused on Executive Education. IIMK also pioneered the PhD (Practice Track) programme for working professionals and launched innovative courses such as the one-year Post Graduate Programme in Business Leadership (2019), MBA in Finance, and MBA in Liberal Studies & Management (2020).

The institute is home to IIMK LIVE, a first-of-its-kind startup incubation programme, and the Indian Business Museum. IIMK ranks 3rd in the NIRF India Rankings 2024: Management and consistently places among the top 5 business schools in India. Globally, it is recognized in the QS World University Rankings by Subject 2024, in the 151-200 band for Business & Management Studies. Its flagship MBA (PGP) and EMBA (EPGP) programmes are also featured among top global institutes in these rankings.

IIM Kozhikode made significant leaps on the global stage, climbing 100 places in the QS rankings. It is ranked No. 2 in the CFI (non-Technical) category of the Atal Innovation Rankings (ARIIA 2021), the only IIM to achieve this distinction. IIMK is globally accredited by EQUIS (EFMD) and AMBA (UK) and debuted in the prestigious Financial Times Rankings in 2023. In the Financial Times Open-enrolment Executive Programme Providers Rankings for 2024, IIMK secured the 70th position globally.

The institute ranked #68 globally for its full-time MBA programme in the FT Masters in Management (MiM) 2024 rankings. Over the past two decades, IIM Kozhikode has delivered nearly 1300 Management Development Programmes (MDPs), training over 41,000 participants from 150+ organizations, including several Fortune 500 companies.

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FAQ

The Professional Certificate Program in Mastery in Marketing, Analytics and Sales, from IIM Kozhikode, is meticulously designed for forward-thinking executives who are poised to become trailblazers in the business world. In a landscape where adaptability and expertise are key, the MAS program stands as a beacon of advanced learning in the realms of Marketing, Analytics, and Sales. The curriculum, crafted by distinguished faculty and industry leaders, offers an immersive experience that fuses theoretical knowledge with practical insights.

 

Choose to pursue the MAS programme to gain mastery in the following areas

  • Marketing Mastery - Explore cutting-edge marketing strategies and understand the intricacies of marketing dynamics in an increasingly digital marketplace.
  • Analytics Proficiency - Gain a command of data-driven decision-making with our comprehensive analytics module, empowering you with the tools to transform data into impactful business strategies.
  • Sales Excellence - Elevate your sales acumen, mastering the nuances of modern sales techniques, relationship management, and persuasive negotiation.

This Professional Certificate Program in Mastery in Marketing, Analytics and Sales is an online program and classes for this program are live, virtual and Instructor-led.

The Professional Certificate Program in Mastery in Marketing, Analytics and Sales extends over a duration of approximately 12 months. All the live classes will be conducted on Saturday evenings.

This curriculum for the Professional Certificate Program in Mastery in Marketing, Analytics and Sales course is designed and curated by IIM Kozhikode. After completing the course, you will receive certificate of completion/ participation from IIM Kozhikode.

This programme is offered by IIM Kozhikode in partnership with Veranda HigherEd. All aspects related to admissions, coordination, student relations and support will be managed by Veranda HigherEd.

The live classes for this course will be held on Saturdays from 06.45 p.m. to 09.45 p.m. IST.

If you miss a live class of this programme, the recording of the same will be made available within the next 24 hours which you can subsequently access 24X7 for the entire duration of the programme. However, in order to calculate your attendance requirement for successful completion, only attendance to live sessions will be considered for calculations.

The classes for the Professional Certificate Program in Mastery in Marketing, Analytics and Sales will be conducted by eminent faculty from IIM Kozhikode. This course may also include some sessions delivered by Industry professionals as deemed appropriate by the Institute.

Yes. IIM Kozhikode’s Professional Certificate Program in Mastery in Marketing, Analytics and Sales follows a hands-on approach for teaching crucial marketing, analytics and sales related skills to the participants. It provides the participants with the opportunity to work on hands-on data driven activities, simulations, role plays and collaborative projects that simulates real life scenarios.

This programme is conducted in a live and virtual mode and therefore participants are expected to begin and complete the programme with the rest of the batch and so this programme needs to be data completed within the specified duration i.e. 12 months – as per the schedule published from time to time during the course of the programme.

No, this is an executive certificate programme, especially curated for working professionals, offered by IIM Kozhikode in partnership with Veranda HigherEd.

Upon successful completion of the program, participants will have the opportunity to gain an Executive Alumni status of IIM Kozhikode.

  • 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.
  • Diploma Holders (10+3) will be considered on a case to case basis subject to having a minimum of 10 Years of work experience in a supervisory role at the time of applying for this programme.
  • For International Participants - Graduation or equivalent degree from any recognized University or Institution in their respective country.
  • Minimum of 3 years overall experience in Marketing & Sales function or at least 5 years of work experience in business enterprises in a managerial position.

This programme is ideal for mid to senior level professionals with the following qualities 

  • Eagerness to Acquire New Skill Sets - The program is particularly suited for individuals who are eager to develop new skills and enhance their current competencies. We look for participants who are motivated, curious, and committed to professional growth and learning.
  • Diverse Professional Backgrounds - We encourage professionals from various industries and functional roles to apply. The diversity in the classroom enhances peer learning and provides multiple perspectives on problem-solving.
  • Aspirations for Leadership Roles - This program is ideal for those aspiring to take up leadership roles in their organizations or those looking to broaden their expertise to make a strategic shift in their careers.
  • Commitment to Learning - Applicants should be committed to the learning process, which includes active participation in all forms of program delivery like case studies, simulations, group discussions, and hands-on projects.

 

This program is not just an academic course; it's a transformative journey. Tailored for professionals, like mid-level managers and executives, the MAS program offers the flexibility required by working individuals without compromising the depth and quality of learning.

IIM Kozhikode’s Professional Certificate Program in Mastery in Marketing, Analytics and Sales has been specifically designed for experienced professionals who want to enhance and advance their skills and achieve their organizational goals. A minimum of 3 years overall experience in Marketing & Sales function or at least 5 years of work experience in business enterprises in a managerial position is a prerequisite for this course.

Speak to Veranda HigherEd’s Program Advisors to know more about the program and how it will benefit your career progression goals. The Program Advisor/Admission Manager at Veranda will do a preliminary eligibility check with the interested candidates. This may include for initial scrutiny against specified eligibility criteria like educational qualifications, years of experience, details of current employment and proficiency in English amongst others. Once eligibility has been established, qualifying candidates may register online at and proceed to pay the first Instalment or the full program fee online. Candidates will also be required to furnish soft copies of necessary documents for validation and selection. Candidates will be required to pay the program fee as per the options chosen by the candidate. If you have any questions about the kind of supporting documents that needs to be uploaded, please speak with our Program Advisor/ Admission Manager who will be able to guide you through the process. All the information and documentation provided by you at the time of enrolment will be duly verified by Veranda and the Institute and if it is determined that the information and/or documentation provided by you is inadequate and/or does not substantiate the entry requirements and prerequisite criteria to the course, then your enrolment to the course will be cancelled with immediate effect and you may run the risk of forfeiting the fee paid.

You can email the Admissions Office at admissions@verandahighered.com or call your Program Advisor or Admissions Manager.

In order to secure admission to this programme, you will be required to submit soft copies of the following documents

  • Passport size photograph
  • ID proof (Copy of Adhaar card, driving licence, passport or similar)
  • Copy of Degree Certificate and Marksheet as available
  • Declaration of details of work experience as mandated

Indian participants will need to pay Rs.2,45,000 + GST as programme fee. Participants residing outside India will be required to pay USD 4800 as programme fees. 

The program fee includes your application fee, tuition charges for all live and synchronous sessions, learning materials, case studies, class exercises, assessment charges as applicable as well as the boarding and lodging charges during the in campus immersion. 

While the campus immersion fee along with the boarding and lodging charges are included as a part of the program fee, the actual travel related expense will need to be borne by you. 

Yes, Veranda has tied up with a financial service providers. Should you require any assistance with financial loans, our Program Advisor/Admission Manager will be happy to support you with the guidelines for the same. However, the decision to grant the loan will depend on the adequacy of documents submitted and will be at the sole discretion of the respective financing agency/bank. The loan itself will be based on a mutual agreement exclusively between you and the financing agency/bank and Veranda will have no role whatsoever in this financing arrangement between the two parties. In order to proceed with the loan, you will need to complete your online registration with Veranda, pay the Instalment 1 amount and share the necessary documents for validations. 

Yes, if your credit or debit card has a payment through EMI option enables, you can choose an EMI option at the time of paying through your credit or debit card. We also have other financing options offered through other financial service providers that you may wish to consider. For more information, reach out to our Program Advisor/ Admissions Manager.

If you choose to opt out of the course with more than 21 days remaining for course commencement, you may raise the request for the same with our Student Relationship Manager and you will be eligible to get an appropriate refund post deduction of a penalty amount of Rs.5900 if you are an Indian participant & USD 125 if you are a foreign participant. You will not be eligible for any refund if the refund request is received within 21 days or less from the course commencement date.

Veranda, in partnership with an Institute, where applicable, reserves the right to cancel courses at any time owing to reasons like insufficient enrolments, trainer indisposition, pandemic related or force majeure events. In the event that Veranda or the Institute cancels a scheduled course, the participant will receive full fee refund for the same. All refunds, in such cases, will be processed within 30 days from intimation of refund approvals by Veranda.

The Application Fee of Rs.1,500 + GST / USD 25 is non refundable. Valid requests for refund of fees on account of cancellation of enrolment by the participant shall be considered only if such requests are received at least 21 days prior to class start of the programme. On receipt of such valid requests for refund of fees, the down payment or fee paid shall be refunded after deducting a penalty of Rs.5000 + GST for Indian participants & USD 125 for foreign participants. All refunds, in such cases, will be processed within 30 days of receipt of a valid refund request. In all other cases, no refund shall be made.

No, in the normal course, we do not encourage transfers to subsequent batches as it impacts your learning and career goals. Additionally, batches are monitored by the institute and are run as per their standards. However, in exceptional & compelling circumstances, you may raise your concern and transfer request with your Student Relationship Manager (SRM) who will present your case to the Institute for approval. You will be eligible to transfer to a subsequent batch if and only if the request is explicitly approved by the Institute(s). Do note that such batch transfer requests needs to be made at least 21 days prior to the commencement of the program

In the event that your transfer request to a subsequent batch is approved, any amount paid by you within the current financial year shall be considered as advance payment towards the next batch. However, you will be required to pay the following additional charges

  • A Batch Transfer fee of Rs.5900
  • Differential amount of fees if there is a difference in the program fee between the 2 batches
  • Actual costs for tools/simulations/licences or learning materials – as determined by the Institute.
  • If the batch transfer request is approved more than one financial year apart, only the base fee paid will be considered as advance payment towards the next batch. The tax component will not be adjusted towards the applicable for the current batch you are being transferred to.

You can attend the live classes of this programme using a laptop or desktop with basic specifications. However, in order to optimize your learning experience we recommend that you have the following,

  • Internet speed of 1 Mbps minimum (preferable wired connection).
  • Supporting OS – Window 7, Window 8, Widows 10, Safari & Mac OS.
  • Recommended Browser – Google Chrome and Firefox
  • Recommended Device – Laptop or Desktop (Avoid using Mobile or Ipad)
  • Functional web cam, microphone and speaker enabled on your laptop/desktop
  • Latest Adobe flash player should be installed in your system.

Once your admission to the programme is confirmed, dedicated Student Relationship Manager (SRM) will be assigned to you and you may direct all your queries and questions related to the content and delivery to you assigned SRM. Alternately, since the classes are all live and virtual, you will also have the opportunity to raise your academics related questions and doubts with the faculty either real time during the class or offline through our LMS. 

Any queries you have regarding the programme or the admission process may be directed to our Admissions team. Once your enrolment to a programme is confirmed, a dedicated Student Relationship Manager (SRM) will be assigned to you and you may raise all subsequent queries and clarifications with the assigned SRM.

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