STAR’s HANDBOOK

RANCANGAN PEMBELAJARAN STAR BATCH IV

© Sales Trainee Academy by Ruangguru 2020

OUTLINE HANDBOOK

1 TIMELINE

2 DAFTAR KELAS STAR BATCH IV

3 NOTE SESI CLASSROOM

4 KELAS & INSTRUKTUR

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TIMELINE STAR BATCH
IV

© Sales Trainee Academy by Ruangguru 2020

 TIMELINE STAR BATCH III

Tanggal Aktifitas Keterangan

13 Desember On Boarding HCCA & Committee 1 hari

14, 15, 16, 17 Desember General Class 4 hari

18, 21, 22, 23 Desember Spesifik Class OEC 4 hari

26 Desember Pra OJT Session -

28-31 Desember OJT Week 1 5 hari

3 Januari Eliminasi I -

04-13 Januari 2021 OJT Week 2 8 hari

14 Januari Eliminasi II & Final Interview -

*Akan diinfokan kembali jika ada perubahan

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DAFTAR KELAS

© Sales Trainee Academy by Ruangguru 2020

 DAFTAR GENERAL CLASSROOM
SUBJECT
1 MOTIVATION CLASS 5 COMPETITOR ANALYST

2 CULTURE & SALES ATTITUDE 6 TOOLS CLASS

3 EDUCATION CLASS 7 DATA MANAGEMENT

4 PRODUCT KNOWLEDGE 8 AFTER SALES CORE PRODUCT

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 DAFTAR SALES CLASS

OUTBOUND EC

1 TEKNIK SOFT & HARD SELLING 5 TEKNIK FOLLOW UP BY CALL

2 TEKNIK FOLLOW UP BY CHAT 6 TIME MANAGEMENT OEC

3 TEKNIK FOLLOW UP EACH PRODUCT 7 TRIAL CRM - USER EXPERIENCE

4 TEKNIK HANDLING OBJECTION 8 REAL CASE CLASS

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RUNDOWN CLASSROOM

© Sales Trainee Academy by Ruangguru 2020

 RUNDOWN CLASSROOM

Waktu Senin, 14 Des 2020 Selasa, 15 Des 2020 Rabu, 16 Des 2020 Kamis, 17 Des 2020

09.00 - 09.30 Pretest Ruang Belajar Refreshment Session RB &

Welcoming STAR RB Plus
09.30 - 10.00 Competitor Analyst
SVP, Head Of Sales & HR
10.00 - 10.30 Ruang Belajar
Include Demo Apps Ruang Les & Ruang Les
10.30 - 11.00 & Dekstop Online
11.00 - 11.30 Sales Culture CRM For OEC
11.30 - 12.00 Posttest Ruang Belajar Pretest BA ON & After
12.00 - 13.00 Istirahat
Pretest RB Plus & After Pretest EC Data
13.00 - 13.30 Pretest Education Class
Sales Management
BA & BA Online
13.30 - 14.00
14.00 - 14.30
RB Plus EC Data Management
14.30 - 15.00
Education Class
15.00 - 15.30
After Sales BA Online
Posttest EC Data
15.30 - 16.00
Management
After Sales RB Plus
16.00 - 16.30 Posttest Education Class Posttest BA ON & After
Briefing Sales Class
16.30 - 17.00
Refreshment Session Refreshment Session Assessment
17.00 - 17.30 Posttest RB Plus & After

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 RUNDOWN CLASSROOM

Waktu Jum'at, 18 Des 2020 Senin, 21 Des 2020 Selasa, 22 Des 2020 Rabu, 23 Des 2020

09.00 - 09.30 Teknik Follow Up Each

Mentor's Time
09.30 - 10.00 Product - combined chat +
call
10.00 - 10.30 Teknik Handling Objection
Teknik Follow Up Hard & Soft Real Class Call & Chat
10.30 - 11.00 Exercise Session
Selling
11.00 - 11.30
Teknik Follow Up by Call
11.30 - 12.00 Exercise Session Exercise Session
12.00 - 13.00 Istirahat
13.00 - 13.30 Pra UAC
13.30 - 14.00 Sales Class (Teknik Follow Teknik Follow Up by Call Time Management OEC
14.00 - 14.30 Up By Campaign - Chat)
14.30 - 15.00 Exercise Session Ujian Akhir
Roleplay - Handling objection
15.00 - 15.30 Exercise Session Sales Classroom
- chat
15.30 - 16.00 Roleplay - FU Call + Each
Roleplay Teknik FU by product
16.00 - 16.30
campaign - chat
16.30 - 17.00 Trial CRM
(User Experience) Road To OJT
17.00 - 17.30 Sharing Session TOP EC Sharing Session TOP EC Closing Classroom

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 NOTE SESI CLASSROOM

GENERAL & SALES CLASS

● Penilaian untuk General Classroom berdasarkan nilai daily quiz,
dengan tipe quiz adalah multiple choice (Pretest & Posttest)
● Penilaian untuk Sales Classroom berdasarkan nilai roleplay &
UAS
● Pembagian kelas akan dilakukan di hari sebelum sales class
● Eliminasi pertama akan diadakan setelah sales class
● Aspek penilaian kelulusan meliputi: Absensi, nilai roleplay, UAS
dan catatan dari mentor
● Student yang lolos akan lanjut ke sesi on job training selama 2
minggu.

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ATURAN DAN PANDUAN
PROGRAM

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 PANDUAN PROGRAM

1 STAR Playbook 5 Materi Sales Class OEC

STAR

2 STAR Ticketing 6 STAR Student Journal

3 STAR Handbook

4 STAR Materi General Class

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 STAR Students Journal

Students Journal
Selama program, untuk mengetahui perkembangan harian dari
para peserta, maka para peserta WAJIB mengisi Students Journal.
Dengan mengetahui perkembangan harian termasuk hambatan
yang dialami oleh peserta, program ini diharapkan mampu untuk
membantu para peserta mengatasi hambatan yang dihadapi dan
mengembangkan keterampilan dan kemampuan di dalam diri-nya.

Semua peserta WAJIB untuk mengisi Student Journal setiap

harinya, sebelum pukul 22.00 WIB.

https://bit.ly/StudentsJournalSTARBatch4

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 Kehadiran & Izin Ketidakhadiran

Kehadiran
● Setiap harinya, wajib melakukan absensi melalui link
dibawah ini : https://tinyurl.com/attendancefreelance
● Absensi kami buka setiap harinya mulai pukul 09.00 -
17.30, pastikan kamu melakukan absensi setiap harinya.
● Kehadiran akan mempengaruhi uang saku yang diterima,
sehingga pastikan jangan lupa untuk absen ya!

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 Izin Ketidakhadiran

Ketidakhadiran
Izin ketidakhadiran yang diperbolehkan yaitu :
● Sakit, dengan surat keterangan dari dokter.
● Dukacita, dengan surat keterangan kematian dan Kartu
Keluarga.
● Sukacita, dengan lampiran undangan pernikahan dan Kartu
Keluarga
● Selain izin tersebut STAR Committee boleh untuk tidak
memberikan izin.
● Bagi peserta yang tidak hadir tanpa izin selama maksimal 2x,
akan dinyatakan tereliminasi dari program ini.

Prosedur Izin Ketidakhadiran, bisa dilihat di PLAYBOOK.

Serta mengisi STAR Ticketing :https://tinyurl.com/TicketingSTAR

© Sales Trainee Academy by Ruangguru 2020

 OUTLINE &
INSTRUKTUR
GENERAL CLASSROOM

© Sales Trainee Academy by Ruangguru 2020

 GENERAL CLASS
CULTURE & ATTITUDE CLASS

OUTLINE PEMBAHASAN CULTURE & ATTITUDE

● The importance of hardwork

● Target oriented In Sales
● Workflow in Sales
● How to be a good sales person
● Build creativity as a sales

- Durasi Kelas: 1,5 Jam

- Media Pembelajaran: Online via Workplace STAR Instruktur
- Rencana Kegiatan Belajar : Materi Ditto Raditiawarman Sudibyo
Outbound Sales Manager

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 GENERAL CLASS
EDUCATION SESSION

Outline Pembahasan Education

● Pendidikan di Indonesia
● Kendala dan isu pendidikan di Indonesia
● Apa yang Ruangguru lakukan untuk membantu
mengembangkan dan mengatasi permasalahan pendidikan di
indonesia saat ini
● Informasi umum dunia pendidikan (jalur-jalur melanjutkan
pendidikan ke SMP/SMA/PTN, Kalender Pendidikan
Indonesia)
● Peran Edutech dalam dunia pendidikan di Indonesia
● Keunggulan Ruangguru

Wahyono Bintarto
Content Operations Manager
- Durasi Kelas: 2,5 Jam ● B.Ed in Curriculum and Educational Technology
- Media Pembelajaran: Online via Workplace STAR from Universitas Negeri Jakarta (UNJ)
● UNICEF Certified Education sector analysis and
- Rencana Kegiatan Belajar: Materi, Quiz & Refreshment data literacy

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 GENERAL CLASS
PRODUCT KNOWLEDGE
Instruktur

Outline Pembahasan ruangbelajar

● Penjelasan fitur-fitur yang ada di ruangbelajar
● Fitur dan manfaat
● Cara penggunaan ruang belajar di aplikasi & dekstop
● Demo aplikasi
● Q&A seputar ruang belajar

- Durasi Kelas: 1,5 Jam

Farhan
- Media Pembelajaran: Online via Workplace STAR
Product Associate
- Rencana Kegiatan Belajar: Materi, Quiz & Refreshment

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 GENERAL CLASS
PRODUCT KNOWLEDGE
Instruktur

Outline Pembahasan ruangbelajar Plus

● Penjelasan fitur-fitur yang ada di ruangbelajar Plus
● Fitur dan manfaat
● Cara penggunaan ruang belajar plus
● Bedah fitur
● Q&A seputar ruang belajar Plus

- Durasi Kelas: 1,5 Jam

Hanky Bayugiri
- Media Pembelajaran: Online via Workplace STAR
Head of Tutoring Business
- Rencana Kegiatan Belajar: Materi, Quiz & Refreshment

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 SESSION - SALES CLASS
AFTER SALES RB PLUS

RB Plus Workplace Tour

● After Sales RBP
● Jenis Grup & Fungsinya
● Kakak Pendamping & Tugas
● Workplace Tour

- Durasi Kelas: 1,5 Jam Instruktur

- Media Pembelajaran: Online via Workplace STAR Trie Wulan P
- Rencana Kegiatan Belajar : Materi, Quiz & Refreshment
Senior Business Associate

© Sales Trainee Academy by Ruangguru 2020

 GENERAL CLASS
PRODUCT KNOWLEDGE
Instruktur

Outline Pembahasan Brain Academy (Offline & Online)

● Penjelasan fitur-fitur yang ada di BA (Off & On)

● Fitur dan manfaat
● Cara penggunaan ruang belajar di aplikasi & dekstop
● Demo aplikasi
● Q&A seputarBA

- Durasi Kelas: 1,5 Jam

- Wulan
Media Pembelajaran: Online via Workplace STAR
Business Associate
- Rencana Kegiatan Belajar: Materi, Quiz & Refreshment
(Brain Academy)

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 SESSION - SALES CLASS
BRAIN ACADEMY ONLINE

Outline Pembahasan After Sales Brain Academy Online

● Top 5 fasilitas BA Online
● Cara Menjelaskan Benefit & Cara menjual Fasilitas BA
Online
● Counter Rejection
● Ater Paid Treatment

- Durasi Kelas: 1,5 Jam

- Media Pembelajaran: Online via Workplace STAR
- Rencana Kegiatan Belajar : Materi, Quiz & Refreshment
Instruktur
Ida Bagus Suryanatha
Branch Manager Brain Academy - Denpasar

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 GENERAL CLASS
COMPETITOR ANALYST

Outline Pembahasan Competitor Analyst

● Quipper
● Zenius
● Pahamify
● Rumah Belajar
● Google Classroom
● Quipper School
● How to handle competitor issues

- Durasi Kelas: 1,5 Jam

- Media Pembelajaran: Online via Workplace STAR
- Rencana Kegiatan Belajar: Materi Instruktur
Dimitri Sriceesya Dina
Training & Development Associate IEC

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 GENERAL CLASS
TOOLS MANAGEMENT - CRM

Outline Pembahasan CRM Class Theory

● Introduction CRM
● Voucher Generator
● Contact Assignment
● Whatsapp template
● My Invoice
● Log Activity
● Customer Table
● Trial CRM Session by Students

- Durasi Kelas: 1,5 Jam

- Media Pembelajaran: Online via Workplace STAR Instruktur
- Rencana Kegiatan Belajar: Materi Izzatul Munawaroh
Product Associate

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 GENERAL CLASS
EC DATA MANAGEMENT

Outline Pembahasan EC Data Management 1 & 2

● Objective EC Data Management

● Workflow Contact Assignment
● Source Contact By Campaign
● Contact Management
● Dokumentasi

- Durasi Kelas: 1,5 Jam

- Media Pembelajaran: Online via Workplace STAR Hanif Irham F
- Kegiatan Belajar : Materi, Quiz & Refreshment Training & Development
Associate OEC

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 OUTLINE &
INSTRUKTUR
SPECIFIC CLASSROOM - OEC

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 SESSION - SALES CLASS
TEKNIK FOLLOW UP SOFT & HARD SELLING

Outline Pembahasan Teknik Follow Up Soft & Hard Selling

● Definisi hard selling dan soft selling

● Timing melakukan hard selling dan soft selling
● Keuntungan dan kerugian melakukan hard selling & soft
selling
● Durasi waktu pitching
● Hard selling & soft selling mana yang lebih efektif ?
● Tips soft selling

- Durasi Kelas: 1,5 Jam

- Instruktur
Media Pembelajaran: Online via Workplace STAR
- Rencana Kegiatan Belajar : Materi, Exercise & Roleplay Harits Kurnia Putri
Training & Development Associate OEC

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 SESSION - SALES CLASS
TEKNIK FOLLOW UP BY CAMPAIGN & CHAT

Outline Pembahasan Teknik Follow Up by Campaign & Chat

● Get info on your leads
● Basic flowchart
● Key Sales
● Follow-up Steps by campaign
● Let’s try! : create opening - chat roleplay

- Durasi Kelas: 2 Jam

- Media Pembelajaran: Online via Workplace STAR
- Rencana Kegiatan Belajar: Materi, Exercise & Roleplay Instruktur
Permata Ihda Fuadina
Training & Development Associate OEC

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 SESSION - SALES CLASS
TEKNIK FOLLOW UP EACH PRODUCT - COMBINE CALL & CHAT

Outline Pembahasan Teknik Follow Up Each Product

● Framework untuk all product
● Pitching step & wording all product
● Framework upselling
● Pitching step & wording upselling
● Matriks by product

- Durasi Kelas: 2 Jam

- Media Pembelajaran: Online via Workplace STAR
- Rencana Kegiatan Belajar : Materi Teori & Roleplay
- Jadwal: Senin, 30 November 2020 Instruktur
Harits Kurnia Putri
Training & Development Associate OEC

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 SESSION - SALES CLASS
TEKNIK HANDLING OBJECTION

Outline Pembahasan Teknik Handling Objection

● Teknik mengatasi penolakan - ARP/C Ayub Rohede

● Teknik mengatasi penolakan - Christina Lee
● Kategori & Top Penolakan
Training & Development Associate
● Teknik ARP/C ing pada 4 top penolakan OEC
● Teknik ARP/C ing pada masing-masing kategori

Nur Halimah
- Durasi Kelas: 2 Jam
- Media Pembelajaran: Online via Workplace STAR QA & Assessment Lead
- Rencana Kegiatan Belajar : Materi, Exercise & Roleplay

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 SESSION - SALES CLASS
TEKNIK FOLLOW UP BY CALL

Outline Pembahasan Teknik Follow Up by Call

● Introduction Outbound EC
● Flowchart Call
● Urgensi, Rational & Call Needed
● Preparation Call
● Call Action
● Call Teknik
● Testimony Call by Top Agent
● Tips & Trik

- Durasi Kelas: 2 Jam Instruktur

- Media Pembelajaran: Online via Workplace STAR Ayub Rohede
- Rencana Kegiatan Belajar : Materi Teori & Roleplay
Training & Development Associate

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 SESSION - SALES CLASS
TIME MANAGEMENT OEC

Outline Pembahasan Time Management OEC

● Best agent time management
● How to manage contact time by time
● Key Sales

- Durasi Kelas: 1,5 Jam

- Media Pembelajaran: Online via Workplace STAR
- Rencana Kegiatan Belajar: Materi & Exercise Instruktur
Ria Tri Y
Training & Development Associate OEC

© Sales Trainee Academy by Ruangguru 2020