Marketing Manager Training
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Transcript of Marketing Manager Training
8/2/2019 Marketing Manager Training
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SOFTWARE
HP: Add all thedetails from the
Inquiry and
Enrollment Form
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Communication
Market Research &
Field Work
Reports
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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?
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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
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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
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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
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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
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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
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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
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end
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INDUCTION
COUNSELLING
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SOFTWARE
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Fees Collection and
Administration
Communication,
Documentation & Data
Entry
Reporting
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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
queries and clarifying queries.
Demonstrating Telephonic Inquiry handling
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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
queries and clarifying queries.
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
queries and clarifying queries.
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
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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
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ASSIGNMENT
Going through Endeavor Website
Prepare 2 Campaign Creatives for each courses
Validating Top 100 B-Schools ppt
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Updating: 10+ Inquiries,
10+ Enrollments
Taking 5+ Registrations
and Collections and issuing Starter Kit
Calling 5+ students for
Due Clearence
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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
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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