Integrated Diploma Program in Wealth Management

The program aims at the following aspects

• Basics of Accounting & Finance
• Understanding Personal Finance, Investments
• Wealth Management
• To expose the participants to the function & role of Sales
and Relationship Management and its relevance in the
overall selling strategies
• To develop a hands-on in-depth understanding of Selling
process and Technology used in Sales Function
• To provide the required conceptual and technical skills
including soft skills in selling excellence
• Strengthening communication skills
• Special Emphasis on Presentation and Negotiation Skills

Phase I: Prof Ranjan Das, TSA & IIM C
Phase 2: Prof D K Batra, Professor, Department of Sales &
Marketing, International Management Institute New Delhi, India
Phase 3: To be nominated by Bajaj Capital
 

Prof Neeraj Sharma, Co-Founder and Chief Academic Officer, myDiksha

Phase 1: Basic Selling and Management Skills

Phase 2: Advanced Sales Excellence Program

Phase 3: Investment and Wealth Management

• Basic Selling Skills and Basic Management Skills by The
Strategy Academy
• Advanced Sales Excellence – International Management
Institute, New Delhi.
• Personality & Communication Skills- Liqvid
• Investment & Wealth Management -International College
of Financial Planning
• Certificate from TSA
• Transcript from myDiksha
• Certificate of Participation from IMI
• Certificate of Completion from Liqvid
• Certificate from International College of Financial Planning
• Appointment letter from Bajaj Capital (Selected for phase 2)
• Life Long learning support from myDiksha

Online teaching, case studies, Individual/Group Presentations, Group Discussions

Online Delivery

Phase 1: The Strategy Academy 

Module 1: Understanding a business organization
• Understand Sales, Marketing, Supply Chain, Customer
Support, Billing and Collection, HR. Explain how each of
them is important in their own way

Module 2: What is Sales
• Retail Sales, Enterprise Sales, B2C, and B2B with some
examples on domain too (how software is a solution
sale and FMCG is not)

Module 3: How is Sales different from Marketing
• Explain Marketing and Differentiate from Sales

Module 4: Evaluation through a Case Study
• Case Study on linking Sales and Marketing with greater
emphasis on Sales Outcome

Phase 2 : IMI & LIQVID

Module 1 Staying True to Your Sales Process:
• Overview of the selling process,
• Prospecting, Sales funnel,
• Sales funnel analytics,
• Digital sales funnel,
• Handling Objections,
• Closing the sales

Module 2 Customer Centricity:
• Improving Engagement and
• customer centricity,
• effective team selling

Module 3 Selling Process for B2B sales:
• Buying Influences,
• Buying and Selling Centres,
• Roles in Buying
• decision making and Buying center and
• Selling center process
• Case study
Module 4 Advanced selling techniques for B2B sales

 Module 5 Conducting Effective Buyer Research:
• Understand the buying influences,
• Customer journey in
• purchase and
• customer centricity and empathy
Module 6- Sales Negotiation
• Sales negotiation simulation
Module 7 Being a Compelling Story Teller
• Communication skills workshop 1 session

Module 8 Making Effective Presentations:
• speaking and listening skills
• Sales presentation --Canned and
 customized presentation

Module 9 Sales Goal Setting :
• Sales quota,
• Handling variance
• How to Fix weekly Targets
Module 10 Budgeting and Forecasting
 Module 11 Sales force performance Analysis:
• Selling and non-selling activities
• Performance basis KRAs
• Evaluation Parameters

Module 12 Teamwork:
• How to work in teams with common goals,
• Performing well-defined roles,
• Embracing diversity

Module 13 Sharing a common culture
• Accountability to the team and
• leadership and Communicating

Module 14: Communication Skills
• Overcoming the language barriers and strengthening
the English language
• Writing Skills

Module 15: Personality Skills
• Presentation, negotiation, and Interviewing skills
enhancement etc.

Phase 3. International
College of Financial
Planning ( ICOFP)
The Program curriculum has 3 parts.
• Foundation Course
• Core Courses
• Skill Building
This is how the detailed content of the program looks like
           Module 1: Foundation Courses
Module 1 A Accounting Foundation
Module 1 B Economics and Basics of Microsoft Excel

           Module 2 Core Learning
Module 2A Personal Financial Management
Module 2 B Investment Planning & Asset Management
Module 2C Investment Laws
Module 2D Mutual Funds
Module 2E Risk Planning and Insurance
Module 2F Investment & Taxation
Module 2G Portfolio Management

            Module 3: Skill Building
Module 3A Personality Development
Module 3 B On the job Training