Curriculum and Instructional Design
Admissions counseling at proprietary schools will be the focus of the design. The 4 day training will cover the basics of the admissions process and provide proven educational sales strategies to increase enrollment and retention. The key areas covered will be sales psychology, telephone skills, the interview, and follow-up. Lessons that will be covered include: 1) nuts, bolts and numbers of telecounseling 2) putting the student at ease 3) determining student needs 4) the art of listening and 5) what to do after the interview. The training will be held for every new counselor that recruits students.
Enrollment trends often provide one of the earliest and most accurate indicators of a universities current and potential health. Admissions counselors bear the ultimate responsibility of advancing the institutional mission and financial sustainability. It is imperative that admissions counselors have quality training which provides an accurate knowledge that can be implemented in their recruiting strategies; however, I have witnessed many new counselors and a few veteran counselors who are ill prepared and utilize “hard sell” tactics. This lack of preparation creates a subpar first impression for the potential new student and their family. Student recruitment begins with a relationship that extends through the students entire enrollment experience. (Kohl & Fox, 1995)
Quality training is not only vital to the schools financial stability, but it prepares an admissions counselor to represent the institution and create a more selective recruitment environment. The most important role an admissions counselor plays is building a relationship that can assist students in determining if the intended college fits their needs and interests. (Hossler, 1984)
My background in sales training, professional development training and current position as a graduate school admissions counselor that has recently gone through a weak preparation makes me an ideal candidate to revise current training strategies and curriculum. Training can not be rushed; it needs to prepare the counselor to interact with the prospective students, identify their needs, develop good communications skills and enroll the student. Admission counselor training should provide opportunities for hands-on learning activities such as role playing, cooperative learning and cognitive engagement. ( It should be utilized on a continuous basis to help admissions counselors constantly revise and expand their knowledge base, ultimately removing “hard sell” techniques from their list of strategies.
Timeline activities align with the framework of the ADDIE Instructional Model. The timeline is constructed in a linear manner; however, there might be revisions which will steps of the timeline will be adjusted accordingly (Gange, 2003).
W1 W2 W3 W4 W5 W6 W7 W8