Nudges, Choices and Sales Management
| Start Date: | May 13, 2024 | End Date: | May 15, 2024 |
| Last Date for Application: | April 29, 2024 | Last Date for Early Bird: | April 22, 2024 |
| Programme Fee: |
100000 INR Plus, GST |
Early Bird Fee: |
93000 INR Plus, GST |
Organizations around the globe are increasingly using “nudge thinking” to help people make more efficient decisions. Nudge units are applying insights from the field of behavioral science to design communication, create change, and build a customer-centric approach to strategy. When these insights are applied to business management, managers may discover novel ways to communicate and deliver value, improve product and service performance, and help stakeholders make better choices.
In this programme, participants will learn how to use the basic tenets of behavioral economics to enhance business and management outcomes. Through a highly immersive and interactive learning environment, the participants will learn first how to use data-based insights to predict business outcomes and then learn how to apply behavioral insights to garner better growth through marketing effectiveness in the organization. Though the programme would be focused majorly on sales and marketing, it would offer an integrated view of the business processes and the role of nudges in the same.
For more information or any questions, contact Krishna Dhamecha: krishna-exed@iima.ac.in, +91 70690 29947
The major objective of the programme is to improve sales management decision processes through synergy between behavioral economics and organization dynamics at the overall level.
Module-1: Understanding human decision science.
Module-2: Shaping the behaviour of employees and customers.
Module-3: Crafting Nudges and using them in sales and marketing.
The programme adopts mix of lectures, case studies, and activities.
This programme is designed for mid-senior level executives majorly from marketing and sales functions. The ideal participants should have the authority to present choices to clients, customers, and other key stakeholders.
The programme is domain agnostic and would help executives from various industries such as FMCG, Auto, Finance, Healthcare, Media, Policy, and even start up entrepreneurs.
