MIM Academy Presentation

A. About MIM

B. MIM Academy Program Framework

C. MIM Academy Examination

D. MIM Academy Tutorial Syllabus

E. Investment Fee

CONTENT OF PRESENTATION:

A. About MIM




E. Investment Fee

The Journey Of MarkPlus. Inc

1989 1994 1999 2004 2009 2014 2019

Surabaya Jakarta Indonesia ASEAN Asia World

First 15 Years Next 15 Years

Founded in 1989 by Hermawan Kartajaya, MarkPlus. Inc has now emerged as a leading knowledge-based organization in Indonesia

Jakarta

Bandung

Surabaya

Medan

Kuala Lumpur

Singapore

Ho Chi Minh City

Semarang

MIM Presence & Activities In Indonesia And ASEAN

Palembang

Bali

Makasar

Consulting(Solution)

Research(Insight)

Education(Knowledge)

MarkPlus Institute Of Marketing (MIM) is the Marketing Education arm of MarkPlus Inc

MIM Value Proposition – Pragmatic Approach

MIM campus is an integral and deeply rewarding part of the experience not found in any other training provider

Jakarta

Surabaya

Bandung

Kuala Lumpur

A. About MIM




E. Investment Fee & Schedule 2009

SALES COMPETENCY SERVICE COMPETENCY BRAND COMPETENCY

Operation Level

Graduate Certificate in

Marketing Operation -

MIM

Graduate Diploma in Marketing

Management-MIM

Graduate Advanced

Diploma in Marketing

Strategy - MIM

Certificate In Sales Operation - MIM

Diploma In Sales Management - MIM

Advanced Diploma In Sales Strategy - MIM

Certificate In Service Operation - MIM

Diploma In Service Management - MIM

Advanced Diploma In Service Strategy - MIM

Certificate In Brand Operation - MIM

Diploma In Brand Management - MIM

Advanced Diploma In Brand Strategy - MIM

MIMContinuing Development Program

SA 3Sales Strategy

SA 2Sales Management

SA 1Sales Operation

SE 3Service Strategy

SE 2Service Management

SE 1Service Operation

BR 3Brand Strategy

BR 2Brand Management

BR1Brand Operation

Management Level

Strategy Level

Professional and Academic Collaboration

Candidate RequirementCandidate Requirement

*Tutorial Class tergantung level ujian yang diikutii

1 YearExperience

No Experience

Tutorial Class*

Operation Level

Management Level

Strategy Level 5 Years Experience

5 Years Experience

2 Years Experience

2 Years Experience

Benefit for MIM Academy Certificate Graduates

1. Waive / Pengecualian bagi beberapa mata kuliah S2 di beberapa Universitas*2. Sertifikat yang diakui secara luas dalam dunia profesional.3. Bergabung dalam komunitas marketer handal se-Indonesia (nama yang lulus akan

dicantumkan dalam majalah markeeters – MIM Academy Certificate Graduates).

Setiap peserta yang mendaftar ujian sertifikasi akan mendapatkan

* Khusus universitas yang telah berkerja sama dengan MIM.

Benefit for MIM Academy Certificate Candidate

1. Akses on-line ke Marketeers.2. Dicantumkan namanya di www.the-marketeers.com

A. About MIM





Pre-study and examination Tutorial Examination

Peserta dapat langsung ke tahap III

Jenis UjianDurasi UjianMini Case Multiple

ChoiceMini Case Essay Descriptive Essay

70 soal 30 soal 150 menit

50 soal 25 soal 25 soal 210 menit

80 soal 20 soal 240 menit

Examination Grading:

• OS = Outstanding (90,01 – 100,00)

• HC = Highly Competent (80,01 –

90,00)

• CO = Competent (70,01 – 80,00)

• F = Undifferentiated Fail (<70,01)

Level Subject Syllabus topic

SA 3Sales

Strategy

SA 2Sales

Management

SA 1Sales

Operations

A. Formulating Sales Forecast & Targets 20%B. Sizing & Structuring Sales Force 20%C. Designing Compensation System 20%D. Developing CRM for Sales 20%E. Evaluating Sales Organization Performance 20%

A. Creating Sales Plan 10%B. Managing Time and Territory 20%C. Recruiting Sales Force 25%D. Training & Developing Sales Force 10%E. Setting Incentive Plan 35%

A. Mastering selling skill 10%B. Enhancing Sales Communication Techniques 20%C. Managing Account 30%D. Developing Account Planning 10%E. Comprehending Selling Models(The Safari) 20%F. New Wave Selling : Commercialization 10%

SALES COMPETENCY

SERVICE COMPETENCY

Level Subject

SE 3Service

Strategy

SE 2Service

Management

SE 1Service

Operations

Syllabus topic

A. Creating Branded Service 20%B. Designing Service Blueprint 30%C. Creating Service Culture 20%D. Designing CRM for Service 20%E. Measuring Service Productivity 10%

A. Managing Service based Organization 20%B. Managing Service People 20%C. Managing Moment of Truth 20%D. Managing Service Recovery 20%E. Managing Customer Loyalty 20%

A. Delivering Service Excellence 20%B. Building Positive Attitude & Professional Grooming 10%C. Developing Communication Skill 20%D. Handling Moment of Truth 20%E. Handling Customer Complaint 20%F. New Wave Service : CARE 10%

BRAND COMPETENCY

Level Subject Syllabus topic

BR 2Brand

Management

BR 1Brand

Operations

A. Repositioning The Brand At Changing Landscape 20%B. Internal Branding 25%C. Designing Brand Portfolio Strategy 25%D. Calculating Brand Valuation & Profitability 30%

A. Aligning The Brand With Marketing Mix 20%B. PDB-Driven Product Management 20%C. PDB-Driven Price Management 20%D. PDB-Driven Communication Management 20%E. PDB-Driven Channel Management 20%

A. Building Strong Brand 20%B. Understanding Brand Equity 25%C. Conducting Research on Brand 20%D. Developing Communication Plan & Executing 25%E. New Wave Brand: CHARACTER 10%

BR 3Brand

Strategy

Pendaftaran

Pemeriksaan Persyaratan

Konfirmasi Keikutsertaan

Pelaksanaan Ujian

Pengumuman Hasil Ujian

Proses Mengikuti Ujian MIM Academy

1. Calon peserta mendownload atau mengambil formulir pendaftaran yang disediakan oleh MarkPlus.

2. Calon peserta mengisi formulir pendaftaran.

3. Calon peserta melengkapi dokumen-dokumen yang diperlukan untuk mengikuti ujian.

4. Calon peserta menyerahkan formulir beserta dokumen-dokumen penunjang yang diperlukan.

1. Markplus akan memeriksa kelengkapan dan syarat-syarat yang harus dipenuhi untuk dapat mengikuti ujian.

2. Markplus akan mengirimkan email atau surat mengenai diterima atau tidaknya calon peserta untuk mengikuti ujian.

3. Apabila persyaratan masih kurang maka calon peserta akan diberikan tenggang waktu untuk melengkapi data-data yang

diperlukan.

1. Calon peserta mengkonfirmasi keikutsertaan dalam ujian apabila telah memenuhi syarat untuk mengikuti ujian.

2. Calon peserta melunasi pembayaran sesuai dengan harga yang telah ditetapkan.

3. Markplus akan mengeluarkan kartu peserta ujian yang harus dibawa oleh peserta ketika mengikuti ujian.

1. Peserta ujian harus mengikuti ujian pada hari yang telah ditentukan sebelumnya.

2. Peserta ujian harus berada di lokasi ujian tepat waktu, keterlambatan ditoleransi 15 menit dan apabila terlambat tidak ada

tambahan waktu ujian.

3. Peserta tidak diperbolehkan menggunakan HP selama ujian berlangsung.

4. Peserta ujian tidak diperbolehkan bekerja sama dengan peserta ujian lain, sanksi tegas akan diberlakukan bagi yang

melanggar peraturan ini.

1. Peserta dinyatakan lulus apabila memenuhi persyaratan nilai yang telah ditentukan.

2. Hasil Ujian akan diinformasikan melalui email atau surat yang dikirimkan langsung kepada peserta ujian.

3. Apabila peserta gagal dalam ujian maka diperbolehkan mengikuti ujian ulangan maksimal 1 kali dan bebas biaya dan apabila masih

tidak lulus maka disarankan untuk ikut tutorial terlebih dahulu sebelum mengikuti ujian kembali pada waktu yang telah ditentukan.

A. About MIM





Operation Level

Management LevelModule Competency

Pre-Condition

Module Framework

Strategy Level

Marketing Strategy9 Core Elements

SALES COMPETENCY SERVICE COMPETENCY BRAND COMPETENCY

Certificate In Sales Operation - MIM

Diploma In Sales Management - MIM

Advanced Diploma In Sales Strategy - MIM

Certificate In Service Operation - MIM

Diploma In Service Management - MIM

Advanced Diploma In Service Strategy -MIM

Advanced Diploma In Brand Strategy -MIM

SA 3Sales Strategy

SA 2Sales Management

SA 1Sales Operation

SE 3Service Strategy

SE 2Service Management

SE 1Service Operation

BR 3Brand Strategy

BR 2Brand Management

BR1Brand Operation

Marketing-Oriented Corporate Strategy4C + ST + PDB



Module Framework

- Sales-

Sales force investment

Sales force activity

Sales Forceresult

• Sales people• Support

expenses

Customer Attraction &

Retention Process

• Sales• Profit• Market share

People & Culture

Customer

Structure

Sizing

IT Support

Recruiting

Training

Assessment

Compensation

Career Path

Prospecting

Need Identification

Qualifying

Negotiation

Closing

Objection Handling

Territorial Management

Account Planning

Call Tracking

Account Evaluation

Target Setting

Performance Evaluation

Performance Improvement

SA1

SA2

SA3

MarkPlus Basics

Mastering Selling Skills

Managing Account

Developing Account Plan

Enhancing Sales Communication

Techniques

Understanding New Wave Selling:

Commercialization

Comprehending Selling Models

(The Safari)


11 22 33 44 55 66


Recruiting Sales Force

Training & Developing Sales

Force

Managing Time &

Territory

Setting Incentive Plan

Creating Sales Plan

11 22 33 44 55


Designing Compensation

System

Developing CRM for Sales

Evaluating Sales Organization Performance

Formulating Sales Forecast

& Targets

11 22 33 44 55


Marketing-Oriented Corporate Strategy4C + STPDB

Module Framework

- Sales-

Sizing & Structuring Sales

Organization

SALES COMPETENCY

Subject

SA 3Sales

Strategy

SA 2Sales

Management

SA 1Sales

Operations

0 1 2 3 4 5 6• Aligning Corporate

and Marketing Strategy

• Analyzing Business Landscape

• TOWS Examination & Strategic Intent

• Strategy: How to Win the Mind Share?

• Tactic: How to Win the Market Share

• Value: How to Win the Heart Share?

• Sales Forecasting Method

• Sales Forecasting Process

• Target Setting

• Sizing the Sales Force• Structuring the Sales

Force• Designing Territory

• CRM Design and Implementation

• Sales Compensation Assessment & design

• Sales Productivity Measurement

• Sales Productivity Improvement

• Aligning Corporate and Marketing Strategy






• Target Breakdown• Sales Process• 30-60-90 Report• Sales Funnels

• Time Management• Territory

Management• Routing and

Scheduling

• Man Power Planning• Recruitment Source

and Job Analysis• Selection Techniques• Acceptance,

Probation & Orientation

• Training Needs Assessment

• Training Program Plan & Implementation

• Coaching and Counseling

• Incentive Plan Communication

• Performance Appraisal







• Prospecting & Approaching

• Personal Daily Plan• Probing the

Customers• Consulting for

Solution• Handling Objections• Closing the Sales• After Sales Service

• Communication Style in Selling

• Basic Negotiation Skill• Basic Presentation

Skill• Selling by Phone

• Introduction to Account Management

• Account Relationship

• Introduction to account planning

• Account planning process (what-how much-when)

• SPIN Selling• Strategic Selling• Customer-focused

Selling

• Introduction to New Wave Marketing

• New Wave Selling



Service Investment

Internal Service Quality and Operating System

External Service Delivery System

• Managing Customer-centered Organization

• Service Blueprint• Designing CRM• Branded Service

Service Activity

External Service Value

• Delivering Service Excellence• Positive Attitude & Personal

Grooming• Communication Skill• Handling Moment of truth• Managing Moment of Truth• New Wave Service: CARE

Service Delivery Process

Service Result

Satisfaction

Loyalty

Revenue Growth & Profitability

• Managing Customer Satisfaction & Loyalty

• Measuring & Improving Service Performance

Module Framework- Service -

People &

CultureCustomer

• Managing Service People• Service Culture

• Handling Customer Complaint

• Service Recovery

Service Delivery System

Adapted From Heskett and Sasser. The Service Profit Chain

Service Delivery Measurement & Improvement

SE1

SE2

SE3

MarkPlus Basics

Developing Communication

Skill

Handling Moment of Truth

Building Positive Attitude &

Professional Grooming

New Wave Service: CARE

Handling Customer Complaint

Delivering Service

Excellence

11 22 33 44 55 66


11 22 33 44 55


11 22 33 44 55



Managing Moment of

Truth

Designing Service

Blueprint

Creating Service Culture

MeasuringService

Productivity

CreatingBranded Service

Managing Customer-Centered

Organization

Managing Service

Recovery

ManagingService People

Designing CRM for Service

ManagingCustomer Loyalty

Module Framework- Service -

SERVICE COMPETENCY

Subject

SE 3Service

Strategy

SE 2Service

Management

SE 1Service

Operations

0 1 2 3 4 5 6







• Introduction to Branded Service

• Creating Branded Service

• Introduction to Service Blueprint

• Understanding Service Encounter

• Mapping Customer Experience

• Identifying Critical Point• Designing Service Blueprint• Setting Service Standard

• Developing and Creating Service Culture

• Implementing Internal Service Culture

• Building Service Foundation

• Introduction to CRM• CRM Strategy• Designing CRM

Strategy

• Analyzing Quality, Satisfaction. Loyalty and Profit Data







• Introduction to Customer Centered Organization

• Work Place Design• Job Design

• Hiring & Training Service People

• Developing Service People• Reward and Recognition

• Managing Service Cycle

• Creating Impressions• Managing Moment of

Truth

• Importance of Service Recovery

• Recovery Process• Getting Customer

Feedback

• Customer Expectation

• Measuring customer satisfaction

• Building Loyalty







• Introduction to Service Excellence

• Know yourself & Know Your Job

• Positive Attitude• Professional Grooming

• Know Your Customer• Verbal & non Verbal

Communication• Effective

Communication

• Introduction to Service Cycle

• Understanding Moment of Truth

• First & Last Impressions

• Introduction to Complaint Handling

• Handling Complaint Process

• Handling Difficult Customer


• New Wave Service: CARE



Module Framework

- Brand -

Brand Investment

Brand Strategy & Policy

BrandBuilding Process

Brand Execution

BrandResult

Brand Equity

Revenue & Profitability

• Awareness, • Association, • Perceived quality, • Loyalty • Other Proprietary Assets

• Product Mgt: Portfolio & Development

• Price Mgt: Decision & Dynamics• Place Mgt: Map & Compensation• Promotion Mgt: Plan & Execution• New Wave Brand: Character

• Corporate Branding• Segmentation and Targeting • Positioning-Differentiation-Brand• Brand Portfolio Strategy

• Research on Brand• Brand Valuation & Profitability

Adapted From Keller. Strategic Brand Management

People &

CultureCustomer

• Internal Branding • Understanding brand equity

BR1

BR2

BR3

MarkPlus Basics


11 22 33 44 55


11 22 33 44



PDB-DrivenPrice

Management

InternalBranding

Designing Brand Portfolio Strategy

Repositioning The Brand

At ChangingLandscape

Aligning The BrandWith

Marketing Mix

PDB-Driven Communication

Management

PDB-Driven Product

Management

Calculating Brand Valuation

&Profitability

PDB-Driven Channel

Management


11 22 33 44 55Conducting

Research on Brand

BuildingStrong Brand

Developing CommunicationPlan & Executing

Understanding Brand Equity

New Wave Brand:

CHARACTER

Module Framework

- Brand -

BRAND COMPETENCYSubject

0 1 2 3 4 5• Aligning Corporate and

Marketing Strategy• Analyzing Business

Landscape• Strategy: How to Win

the Mind Share?• Tactic: How to Win the

Market Share?• Value: How to Win the

Heart Share?• Marketing Strategy

Approaches

• Strategic Segmentation and Targeting

• Developing Strong Positioning-Differentiation-Brand

• Brand Reinforcement and Revitalization

• Corporate Branding• Building a Brand-based

Culture• Selling the Brand Inside

• Brand Portfolio Strategy• Brand Relationship

Spectrum• Managing Brand

Portfolio• Brand Portfolio Audit

• Understanding Brand as Assets

• Brand Valuation Method

• Brand Profitability




• Tactic: How to Win the Market Share?


• Marketing Strategy Approaches

• Aligning the Brand with Marketing Mix

• Marketing Mix Analysis and Models

• Understanding PDB-driven Product Management

• Developing Product Strategy

• New Product Development Process

• Understanding PDB-driven Price Management

• Developing Pricing Strategy

• Setting Price to Build Brand Equity

• Understanding PDB-driven Integrated Communication Management

• Communication Strategy & Tactic

• Developing Integrated Marketing Communication Program

• Understanding PDB-driven Channel Management

• Developing Channel Strategy

• Channel Management• Developing Channel

Program




• Tactic: How to Win the Market Share?


• Marketing Strategy Approaches

• Introduction to Segmentation Targeting & Positioning-Differentiation-Brand (Tactic)

• Formulating & Communicating Brand Positioning

• Formulating & Communicating Brand Differentiation

• Brand Identity System

• Understanding Brand Equity

• Brand Equity Attributes• Building, Managing and

Leveraging Brand Equity• Organizing for Brand

Building

• Planning the Research• Measuring Sources of

Brand Equity• Measuring Outcomes of

Brand Equity• Measuring Brand Equity

System• Data Analysis and

Reporting

• Planning the Communication Strategy

• Developing Campaign Strategy

• Budgeting for Communication Campaign

• Executing Communication Campaign Delivery


• New Wave Brand: Character

BR 2Brand

Management

BR 1Brand

Operations

BR 3Brand

Strategy

A. About MIM





Strategic Level

• SalesTutorial : Rp 8.000.000,-Exam : Rp 2.000.000,-

• Service and ProcessTutorial : Rp 8.000.000,-Exam : Rp 2.000.000,-

• BrandTutorial : Rp 8.000.000,-Exam : Rp 3.000.000,-

Management Level

• SalesTutorial : Rp 6.000.000,-Exam : Rp 1.500.000,-

• Service and ProcessTutorial : Rp 6.000.000,-Exam : Rp 1.500.000,-

• BrandTutorial : Rp 6.000.000,-Exam : Rp 2.000.000,-

Operation Level

• SalesTutorial : Rp 1.500.000,-Exam : Rp 500.000,-

• Service and ProcessTutorial : Rp 1.500.000,-Exam : Rp 500.000,-

• BrandTutorial : Rp 1.800.000,-Exam : Rp 750.000,-

Investment Fee

MIM CAMPUS

Irfan R. NugrahaBusiness ExecutiveMarkPlus Institute of MarketingJl. Ters. Dr. Ir. Sutami Kav. 7-8Bandung 40164

Telephone : +62 22 200 5335Facsimile : +62 22 200 5337Mobile : +62 818 428 999Email : [email protected]

Documents

MIM Academy Presentation