Marketing Manager Training

8/2/2019 Marketing Manager Training

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SOFTWARE

HP: Add all thedetails from the

Inquiry and

Enrollment Form



Communication

Market Research &

Field Work

Reports



DETAILS

Endeavor Philosophy

Endeavor Values

Expectations from the Team Member

A.Orientation to MarketingObjectives of Dept.

Endeavor Approach

Importance of Deadline in our Organization

Marketing tools, Branding & PRing

Importance of timely use of Marketing tools

Importance of spreading / informing batch date to students

Overview & Duration of courses that we offer

How to handle a Walk-in & Telephonic Counseling?

Do's & Don'ts of Endeavor Counseling - Walk-in and Telephonic

Inquiry and Enrolment cycle for each course that we offer

Understanding the available market

No. of students taking the CAT and other examinations

Familiarizing with the major players for the courses and understanding the general perception of

B.Understanding the Marketing Plan

Detailed discussion on the current Marketing Plan

Detailed discussion on the process of taking Targets

Detailed discussion on distribution of Marketing Expenditure across tools

Detailed discussion on Media and Advertisement Planning

Detailed discussion on Batch Dates planning

C.Understanding Various Tools and their Motives of usage

Print Ads, Banners, Hoardings (Temp. & Perm), Posters (Outdoor & College), Leaflets, Radio,

Seminars and Workshops, Kiosk, Expert Lectures, Canopy, Branding and PRing activities, etc.

D.Vendor Management:

Knowing Vendors, their scope of work & Credit Cycle along with past work records with us

A. Information Gathering

Going through Brochure of CAT

Going through Video Counseling for CAT, listing queries and clarifying themDetails about CAT Institutes, paper style, area of competencies

Giving a list of top 25 MBA institutes and ensuring detailed research on the same

Details about other entrances like XAT, SNAP, FMS, IIFT, etc.

How different are these entrances from CAT?

Myths about CAT and how do you break them?



Practice sessions for handling walk-in inquiries for all courses (CAT, GCET, GRE, GMAT)

Demonstrate walk-in inquiry handling for all courses: CAT, GCET, GRE and GMAT

Understanding the importance of mentioning Batch dates, Course Fees, Installment and payment

Understanding general conversion ratio of walk-in inquiries to enrollments

Clarifying expected conversion ratio of walk-in inquiries to enrollments

Understanding how to control dropouts after enrollments

Understanding how to generate additional walk-ins using current walk-ins

Remembering names and all other details (college name, specialization, year, semester, senior's

D. Administration

Inquiry and Enrollment Form Filling: Understanding the importance of both student section and office

Photograph Collection

Understanding the importance of timely issuing of an I-Card

Understanding the importance of data entry of daily Inquiries and daily Enrollments on a daily basis

Understanding the importance of Regular and Timely followups with Inquiries to inform batch dates,Understanding the importance of timely & qualitatively dealing of transfer, cancellation, refund, etc

E. Fees

Orientation to all course (CAT, GCET, GRE, GMAT) fee structures across all durations and all

centers in that region.

Communicating the concept of Registration Fees to reserve a seat

Communicating the concept of Issuing of Modules only after payment of 1st Installment

Importance of timely collection of Registration amount, 1st Installment Amount, 2nd Installment

Ensuring communication of modules to students and providing standard tips on starting preparing

Understanding the importance of timely followups for collection of pending fees, fine if delayed and

Analyzing pending fees report and taking necessary action within 24 hrs

Ensuring checking of Cheque/DD details in the instrument and checking for fake Cash

Maintaining Error-free record of cash, cheque and DD

Orientation to Software: Daily data entries for all the following is a compulsion

A. Course Management Module

Adding, Editing or Deleting the Courses. Eg.: CAT, GCET, GRE, GMAT, etc

Adding, Editing or Deleting the Course Code: like CAT11_Cruise, CAT12_Ultimatum, etc. by

Adding, Editing or Deleting a Batch: Assigning a Course Code to a batch, batch Name, batch

B. Inquiry ModuleAdding new inquiries, listing the inquiries, showing inquiry status and reports, follow up reports,

listing degrees and colleges.

C. Enrollment Module

Add new enrolments, view enrolled students, Change batches, student transfers and student batch

transfers.

D. Fees Module

Managing the fee details of all the students



Understanding Intra-Team (within team) Communication of all kinds with the required

Understanding Inter-Departmental Communication and Liasoning processes involved primarily with

Timely communicating in case of absenteeism / Timely taking charge of an absentee team

Training on how to draft letters, proposals, thank you notes, e-mails, etc.

A.Primary Research

Visiting ALL course competitors in the market and get first hand information about course, fees,

B. Competitive Mapping

Why should I select u and not others like Endeavor?

Do you differentiate Eng. / Non Eng.. Students?

Do you provide any kind of demo sessions?Do you provide any kind of group schemes/concessions/discounts?

Installment System if any provided by the institute

Results produced - Admissions & final calls of the students – Ahmadabad Branch

Orientation to the other centers

Orientation on how to gather colleges information like Courses offered , Course Duration, Batch

Timely Batch Profile ReportingDaily marketing report should be sent to management by 10:30 each morning

Handing over the batch to operations with complete student information

Preparing Monthly Board Presentation

Daily collection and enrolment communication to should go to all team members end of the Day End

reports in a prescribed format.

Analysis of the marketing report



ASSIGNMENT

Going through Endeavor Website

Make a List of Endeavor USPs

Submit a Report for TATs that are limited to your role.

Prepare a sheet consisting Courses, Duration and Month starting and validity, fees,

Prepare 1 Campaign Creative for GCET, GRE, GMAT. Prepare 2 Campaign

Creative for CAT, both for Engg. and Non-Engg. Design a poster for a

Seminar/Workshop.

Validating Top 100 B-Schools ppt

Submitting the mentioned Research Work on CAT



Prepare a list of students who have secured admission in Top 50 National B-School

of last 3 years: name of the student, college name, graduation degree, specialization

field, year of pass-out

Submitting the mentioned Research Work on GCET

Prepare a list of students who have secured admission in Top 5 State Level MBA &

MCA College of last 3 years: name of the student, college name, graduation degree,

specialization field, year of pass-out

Submitting the mentioned Research Work on GMAT

Analyse GMAT Test pattern with type of question and other details

Submitting a ppt on Top 50 International B-School, Score required, Admission

Prepare a list of students who have who have scored more than 500 in GMAT till

date: name of the student, college name, graduation degree, specialization field,

year of pass-out

Submitting the mentioned Research Work on GRE

Analyse GRE Test pattern with type of question and other details

Prepare a list of Top 50 MS colleges in the US, Score required, Admission

deadlines, Fees, Financial Assistance & Scholarships, etc.

Prepare a list of students who have who have scored more than ??? in GRE till date:

name of the student, college name, graduation degree, specialization field, year of

pass-out

Assigment: On what basis is one course duration different from another, in terms ofnumber of lectures, number of modules given, Number of tests, etc.

Attend 5+ live walk-in inquiries for all courses (CAT, GCET, GRE & GMAT). List

queries and clarifying queries.

Atleast 3 telephonic inquiries should be taken



Participate in 5+ Enrollment process. List queries and clarifying queries.

Participate in 5+ Fees Collection process for all courses (CAT, GCET, GRE &

GMAT). List queries and clarifying queries.

Updating: 10+ Inquiries, 10+ Enrolments

Taking 5+ Registrations and Collections and issuing Starter Kit

Calling 5+ students for Due Clearance



1. Draft a letter along with a power-point presentation proposing a long term

relationship of the college with Endeavor. 2. Write a detail write-up on Endeavor.(250+ words) 3. Write a mail to your Reporting Authority to provide discount

(scholarship) to a Student.

Submitting the Competition Mapping Report

Initiate market research studies and present the findings.

The candidate will be on field for the following: Knowledge of strategic locations for

posters, banners and hoardings, Knowledge of various Vendors

Submitting 5 Campaign Ideas with Creative for each courses in a ppt format

On returning must do the research and submit the Report



end



INDUCTION

COUNSELLING



SOFTWARE



Fees Collection and

Administration

Communication,

Documentation & Data

Entry

Reporting



DETAILS

Endeavor Philosophy

Endeavor Values

Expectations from the Team Member

Orientation to Marketing: Objectives of Dept.

Orientation to Marketing: Endeavor ApproachOrientation to Marketing: Marketing tools, Branding & PRing

Orientation to Counselling: Overview & Duration of courses that we offer

Orientation to Counselling: How to handle a Walk-in & Telephonic Counselling?

Orientation to Counselling: Do's & Don’t's of Endeavor Counselling - Walk-in and Telephonic

Orientation to Counselling: Inquiry and Enrollment cycle for each course that we offer

Orientation to Market Dynamics: Understanding the available market

Orientation to Market Dynamics: No. of students taking the CAT and other examinations

Orientation to Market Dynamics: Familiarizing with the major players for the courses

Understanding the Marketing Plan: Detailed discussion on the current Marketing Plan

Understanding the Marketing Plan: Detailed discussion on the process of taking Targets

Understanding the Marketing Plan: Detailed discussion on distribution of Marketing Expenditure across tools

Understanding the Marketing Plan: Detailed discussion on Media and Advertisement PlanningUnderstanding the Marketing Plan: Detailed discussion on Batch Dates planning

Understanding Various Tools and their Motives of usage: Print Ads, Banners, Hoardings (Temp. & Perm), Posters

(Outdoor & College), Leaflets, Radio, Seminars and Workshops, Kiosk, Expert Lectures, Canopy, Branding and

PRing activities, etc.

Vendor Management: Knowing Vendors, their scope of work & Credit Cycle along with past work records with us

Information gathering: Going through Brochures of CAT

Information gathering: Going through Video Counselling for CAT, listing queries and clarifying them

Information gathering: Details about CAT Institutes, paper style, area of competencies

Information gathering: Giving a list of top 25 MBA institutes and ensuring detailed research on the same

Information gathering: Details about other entrances like XAT, SNAP, FMS, IIFT, etcInformation gathering: How different are these entrances from CAT?

Information gathering: Myths about CAT and how do you break them?

Information gathering: Going through Brochures of GCET

Information gathering: Going through Video Counselling for GCET, listing queries and clarifying them

Information gathering: Details about GCET Institutes, paper style, area of competencies

Information gathering: Details about GCET Institutes, paper style, area of competenciesInformation gathering: List of colleges affiliated with GCET examination

How is GCET different from CAT?

Attending atleast 5 live inquiries for CAT and GCET, listing


Demonstrating Telephonic Inquiry handling



Research Work for CAT and GCET, listing queries and

clarifying queries.

Practice Sessions: CAT and GCET

Demo for CAT and GCET

Coreldraw Training

Going through Video Counselling for GMAT, listing


the websites. (www.gre.org, www.ets.org)

Going through Brochures of GRE and GMAT

Attending atleast 5 live inquiries for GRE and GMAT, listing


Telephonic Inquiry handling

Research Work for GRE and GMAT, listing queries and

clarifying queries.

Submitting Top 100 B-Schools ppt

Practice Sessions: GRE and GMAT

Demo for GRE and GMAT

Competition Mapping by visiting Websites

Inquiry / Enrollment / Fees Updation

Registration Process: Registrations, Collections and Due

Clearence and Starter Kit Issuing

Report Generation: Daily Marketing Report, Batch Status

Report, Pending Fees Report and CMT Report



Follow-up: Walk-ins, Telephonic and Fees

Submitting 5 Campaign Ideas with Creatives for each

courses in a ppt format

On the Job, under supervision

S/W Training (Inquiry/Enrollment/Fees Updation), Registration Process (handling registration, due clearance),

Reports Training (Daily Marketing Report, Batch Status Reports), Follow ups (Walkins, Telephonic & Fees), CMT

Report Training

Team Marketing will be showing the data analysis in regards to inquiries, enrollments, print ads, various vehicles

and other tools, and their relationships with each other. A Competitive analysis of various players in the market

across courses will also be revealed.

The candidate will be visiting all the competitors and getting the following details:

Training on how to draft letters, proposals, thank you notes, etc

Training for reporting and follow-ups

Over and above this the candidate will be provided assignments to be submitted on the 15th Day.

The assignments are as follows:

1. A detailed write-up on Endeavor. (150 words and 600 words)

2. Draft a letter along with a power-point presentation proposing a long term relationship of the college with

Endeavor.

3. Design a poster.

The candidate will be on field for the following: Knowledge of strategic locations for posters, banners and

hoardings, Knowledge of various Vendors

Orientation to the other centres

General & expected conversion ratio of inquiries to enrollments, Controlling dropouts after enrollments

Brief on importance of Regular and Timely follow-up with Inquiries to inform batch dates

No detail missing in both, the student section and 'office use' section

Brief on how can one generating additional walk-ins using current walkins



ASSIGNMENT

Going through Endeavor Website

Prepare 2 Campaign Creatives for each courses

Validating Top 100 B-Schools ppt



Updating: 10+ Inquiries,

10+ Enrollments

Taking 5+ Registrations

and Collections and issuing Starter Kit

Calling 5+ students for

Due Clearence



Handling 10+ Telephonic

Inquiries (all courses)

Generating Daily

Marketing Report, Batch Status Report, Pending Fees

Report and CMT Report

Follow-up 10+ Walk-ins

Submitting a Report:

"Learnings of the Training"

Submitting theCompetition Mapping

Report



No. of times collections of any amount (registration, 1st

installment, 2nd installment, etc) getting late

No. of times Pending Fees NOT collected after 24

hours of due date at the respective center, across all

coursesNo. of times Fine NOT levied for late payment of fees,

cancellations, etc.

No. of times mistakes done in cash collection, cheque

details or DD details

No. of Enrollments Forms with even a single detail

missing in both, the student section and 'office use'

section

No. of times NOT done within 2 working days of

enrollment of the student

No. of times decision NOT taken within 24 hours of the

case reaching the Career Advisor

No. of times Transfers, Cancellations, etc handledwell, leading to avoiding of transfers, cancellations, etc

No. of complaints raised by Publishing for untimely

requisition (after 15 days) & No. of time Kits not

available during enrolments

No. of times communication within team NOT done

No. of times communication among teams (IT,

Academics, Publishing, Operations) NOT done

No. of times communication NOT done to team

members

No. of times Mails or Mailers has NOT been sent after

24 hours of batch date issuing mail

No. of times when the poster has NOT been put after

45 minutes of batch date issuing mail

No. of times complete appropriate filing of documents

NOT done everyday

No. of times data entry of all required data is NOT

completed everyday

No. of times Monthly Board Meeting final presentation

was not handed over to superior before 29th of every

month

Marketing Manager Training

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Transcript of Marketing Manager Training