Period:- Jan 10, 2011 - Jan 14, 2011 Fee:-
Coordinator:- Parvinder Gupta
Period:- Jan 10, 2011 - Jan 14, 2011 The Middle Management Programme is for managers holding positions of responsibility within functional departments of medium to large public and private sector organizations. The participants should have at least five years of managerial experience after graduation. A participant for the Middle Management Programme must have demonstrated outstanding ability, leadership qualities, and potential for growth. As the programme makes exceptional intellectual and emotional demands, participants should have an inquiring mind and capacity to think clearly. They must also have a high degree of adaptability and maturity to work and interact closely with others under considerable pressure. The participants are expected to be taken up leadership problem in their organization in five to fifteen years of time. The objectives of the programme are to:
Programe Content:- A mix of pedagogical tools will be used – cases, lectures, discussions, presentations, audio-visuals, and experiential exercises. A typical day would include about five hours of classroom sessions and about six hours of group work and preparation for classroom discussions. Fee:-
Coordinator:- Goutam Dutta
Period:- Aug 01, 2010 - Aug 21, 2010 This programme is designed for senior executives of medium to large public and private sector organizations, who are above 35 years in age, have more than 10 years of managerial experience, are in general management positions reporting to top management, or are currently heading a functional department. The objectives of the programme are to:-
Programe content:- The programme is divided into several interdependent modules, each of which focuses on a different aspect or function of management from a senior management perspective. Most of the modules emphasize managerial decision making. The last phase of the programme is designed to help participants apply their learning from the modules to a real life situation. Fee :-
Coordinator:- Asha Kaul
Sales force is at the vortex of the rapidly changing customers, competitors, products, technologies and markets. This makes their job more challenging than any other counterparts in the organization. A core challenge in front of a sales manager is to enhance the sales force performance under demanding and rapidly changing environment. This programme is designed for executives to discuss and analyse the aspects of accelerating the salesforce performance. LEARNING OUTCOME After the programme the participants would be able to * Explore the key issues in developing a go-to-market strategy * Develop a framework for a sales force diagnosis * Understand the nuances of structuring the sales force in an organization, territorial design and quota allocations * Explore key personnel issues like recruitment, selection and training of sales forces. * Develop better understanding on the motivational tools like compensation, and * performance management * Understand how technology enhances sales force performance * Assess the sales force culture Eligibility:- The programme is targeted for the middle level executives like Area Sales Manager/ State leaders, Regional managers. Conducted by:- Prof. G. Sridhar Date:- October 13-15, 2010
Fees:-
Conducted by:- Dr. A.K. Puri Period:- 10-12 August 2010 Duration:- 3 days Fees:- Rs. 8250/-
Duration/Dates:- 3 Days- Aug. 09 – 11, 2010 Venue:- Campus Conducted by:- Samiksha Ojha / K.N. Badhani Fees:- Rs. 27,500
Duration/Dates:- 28 Days- Aug. 23 – Sept. 19, 2010 Venue:- Campus Conducted by:- S. Chatterjee / Prem Vrat Fees:- 3,70,000
This program is to familiarize you with the various techniques of microeconometrics and their business applications. In this program we will use our knowledge of microeconomics to understand the generation of various microeconomic data structures and show how microeconometric techniques can be used to make rigorous business related inferences from these data structures. LEARNING THEMES * Distinctive aspects of microeconometrics * Microeconomic data structures and data manipulation techniques * Binary outcome models: Probit and Logit models and their applications * Multinomial models and their applications * Ordinal models and their applications * Count Data Models and their applications * Censored regression model: Tobit model and its application * Regression model of selection and its application * Duration models and their applications * Structural models and their applications * Panel data models and their applications Eligibility:- The participants of this program will require basic knowledge of microeconomics and statistics, acquired through either formal training or onthe- job experience. Participants, who have no exposure to data-based inference, will find this program a good place to start practicing hands-on analysis and estimation of microdata using relevant microeconometric softwares. Managers who are already making qualitative and quantitative inference from various types of microdata will also find this program helpful in making their business decision-making systems capable of handling an extensive range of microeconomic data-generating processes. Conducted by:- Prof. K.K. Ramesh Date:- December 14-16, 2010 Fees:-
Intended to unravel your latent leadership potential, this action-packed skills-building program will enable you to: - Introspect on your current approach to leadership - Understand the "chemistry" of high-performing teams - Learn and practice Basic Leadership Skills to motivate and energize the people around you Realize your own true potential-and, thereby, that of your organization too. Programme Contents:- • Self-awareness and self-development • Understanding and energizing people • Team-Building • Goal-Setting Skills • Communication Skills • Problem-Solving and Decision-Making Skills • Change Management • Conflict Management • Time Management • Fostering a climate of innovation Conducted by :- I. S. F. Irudayaraj E. Abraham, S.J. Duration:- 26/07/2010 - 30/07/2010 Venue:- XLRI Jamshedpur Fees:- Res - Rs 35000/-, Non Res -
The program provides basic understanding of contemporary approaches to acquiring, retaining and growing business with various stakeholders in the market in an efficient and effective manner. The Program faculty will focus on the synergy between in-field practice and in-class learning. PROGRAM FOCUS:- • Understanding Emerging Challenges for Sales Professionals in the Contemporary Environment • Selling Process and Strategies • Personal Selling: Transaction Vs Relationship Approach • Consumer Vs Business Markets: Implications for Selling • Key Account Management and Customer Relationship • Performance Management Issues for Sales Professionals • Managing Self and People in a Sales Organization (Motivation, Team Building and Leadership) • Communication and Negotiations Skills for Sales Professionals • Sales Planning: Issues in Territory Planning and Forecasting Programme Eligibility:- This program will be of great interest to you if you are an executive or a manager from marketing, product / brand, and sales functions or a marketing analyst whose principal responsibilities lie in generating demand, revenues, and profits from new and existing products and services. Managers from other functional areas or a non-marketing background with a supporting role for organization’s marketing activities would also find the program relevant. Conducted by:- Prof. Prashant Mishra & Prof. Janakiraman M Date:- 17 August 2010 to 20 August 2010 Venue:- Ibiza,Kolkata Fees:- Rs. 50000 INR