Internship Report Sales Process Of Vietnam Trade Services Company.

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TẢI FLIE TÀI LIỆU – BAOCAOTHUCTAP.NET
HO CHI MINH CITY BANKING UNIVERSITY
DEPARTMENT OF FOREIGN LANGUAGES
Internship Report
Batch: K29 (2013-2023 )
On
SALES PROCESS OF LIGHTING VIETNAM TRADE AND
SERVICES COMPANY LIMITED
Internship Supervisor
Name: Ms. Hoàng Anh Thư
Title: M.A
Department: Foreign Languages
August 25th
2023

ACKNOWLEDGEMENTS
During the process study at the Ho Chi Minh City Banking University, I have
learnt much knowledge. I would like to thank the Administration as well as all of
teachers in the Ho Chi Minh City Banking University, who taught a lot of useful
knowledge for me. Especially, I give the sincerely acknowledgement to the leading
teacher who led and helped me enthusiastically.
I am grateful to all the Lighting Vietnam Trade And Services Company
Limited, my special thanks Mr. Tran Viet Hung for his support and guidance me
throughout internship time.
This report is the result of contribution from many people. I again thank for
their help and I hope that the success of the report would be a valuable present for their
kindness.

COMMENT OF COMPANY
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TP.HCM, ngày…….tháng………năm 2023
Kí tên
(đóng dấu)

Phần đánh giá của Giảng viên hướng dẫn
STT Nội dung đánh giá Điểm Nhận xét
1 Tinh thần, thái độ làm việc tại Cơ
quan thực tập (dựa trên cơ sở
đánh giá của cơ đơn vị thực tập)
/2.0
2 Mức độ chấp hành nội quy thực
tập và thực hiện các yêu cầu
chuyên môn theo hướng dẫn của
Giảng viên hướng dẫn
/2.0
3 Chất lượng báo cáo thực tập
- Trình bày /1.0
- Ngôn ngữ /1.0
- Nội
dung báo
cáo
a. Tống quan về cơ
quan nhận thực tập và
bộ phận thực tập
/1.0
b. Nội dung công việc
được phân công và
phương pháp thực hiện
/1.0
c. Kết quả của đợt thực
tập, bao gồm:
Những kiến thức, kỹ
năng được củng cố
hoặc học hỏi được
Những kinh nghiệm
đã tích lũy được
Các đóng góp của
bản thân cho cơ quan
và các sáng kiến, đề
xuất giải pháp (nếu
có)
/2.0
Tổng điểm /10.0

Phần đánh giá của Giảng viên chấm 2
STT Nội dung đánh giá Điểm Nhận xét
1 Tinh thần, thái độ làm việc tại Cơ
quan thực tập (dựa trên cơ sở
đánh giá của cơ đơn vị thực tập)
/2.0
2 Mức độ chấp hành nội quy thực
tập và thực hiện các yêu cầu
chuyên môn theo hướng dẫn của
Giảng viên hướng dẫn
/2.0
3 Chất lượng báo cáo thực tập
- Trình bày /1.0
- Ngôn ngữ /1.0
- Nội
dung báo
cáo
a. Tống quan về cơ
quan nhận thực tập và
bộ phận thực tập
/1.0
b. Nội dung công việc
được phân công và
phương pháp thực hiện
/1.0
c. Kết quả của đợt thực
tập, bao gồm:
Những kiến thức, kỹ
năng được củng cố
hoặc học hỏi được
Những kinh nghiệm
đã tích lũy được
Các đóng góp của
bản thân cho cơ quan
và các sáng kiến, đề
xuất giải pháp (nếu
có)
/2.0
Tổng điểm /10.0
Giảng viên

TABLE OF CONTENTS
I. OVERVIEW OF LIGHTING VIETNAM TRADE AND SERVICES COMPANY
LIMITED.........................................................................................................................1
1.1. History and development of Lighting Vietnam Trade And Services Company
Limited .........................................................................................................................1
1.1.1 History of Lighting Vietnam Trade And Services Company Limited ............1
1.1.2. The process of development ...........................................................................2
1.2. Functions, mission, structure ................................................................................2
1.2.1. Functions.........................................................................................................2
1.2.2. Missions..........................................................................................................2
1.3 The company organization structure ..................................................................3
1.3.1. Organizational structure ..............................................................................3
1.3.2. Functions and duties of department ............................................................3
II.WORK ASSIGNMENT ..............................................................................................5
2.1.The name assignment.............................................................................................5
2.2. Assigned job description.......................................................................................5
2.2.1. Get a list of customers from customer care staff............................................5
2.2.2. Call to customer..............................................................................................6
2.2.3.Note information..............................................................................................7
2.2.4. Return list for superior....................................................................................7
2.3. Experiences learned ..............................................................................................7
III.SALES OPERATION AT LIGHTING VIETNAM TRADE AND SERVICES
COMPANY LIMITED....................................................................................................8
3.1. Prepare for sale......................................................................................................8
3.2. Search and screening.............................................................................................9
3.3. Reach, and appointment setting ............................................................................9
3.4. Introduction and presentation................................................................................9
3.5. Fix the comments or objection handling rejection, persuade customers. .............9
3.6. Unity, signed contract ...........................................................................................9
3.7. Customer care........................................................................................................9
IV. RECOMMENDATIONS ........................................................................................10

V.THE CONCLUSION.................................................................................................11
REFERENCES..............................................................................................................12

DIAGRAMS
Diagrams 1: Organizational structure of Lighting Vietnam trade and services
company limited ..............................................................................................................3
Diagrams2: Workflows practice......................................................................................5
Diagrams 3: sales process of Lighting Vietnam trade and services company limited....8
TABLE
Tabl 1: Customer list .......................................................................................................6

1
I.OVERVIEW OF LIGHTING VIETNAM TRADE AND SERVICES
COMPANY LIMITED
1.1. History and development of Lighting Vietnam Trade And Services Company
Limited
1.1.1 History of Lighting Vietnam Trade And Services Company Limited
Lighting Vietnam trade and services company limited was opened more than
four years ago, the company has made many significant achievements in areas, was
founded with the desire to bring the highest credibility and satisfaction for the quality
of service for customers. that determination is always the active direction of proving
The Republic during the past time. all the company's staff has experiences, be well
educated in the country and abroad. However, with the force and dynamic sales staff
are always willing to resolve customer service and thoughtful, conscientious, always
gives the feeling of friendliness to customers in business.
Lighting Vietnam trade and services company limited
Name: Lighting Vietnam trade and services company limited
-Address: 1387/21A Hoang Quoc Viet, Phu Thuan Ward, 7 District, Ho Chi Minh City
-Phone: (08) 62502399/0982.666.352-Fax: (08) 62502399
-Email: trudendien@gmail.com-Website: http://trudendien.com
-tax code: 0313196929 date: 01/06/2011 in Ho Chi Minh City
-Main activity: trade and exporting lamp, electric
-Charter capital: 3 billion VND
Lighting Vietnam trade and services company limited is the company
distributing the lamp, electric type branded MIHA, MBV, MI by the Minh Hoa
Investment Company commercial production, products such as: Cable manufacturing,
fiber optical cable.
Produc of wires, cables and other electronics, electric equipment production
types, electric lighting equipment manufacturing, electrical manufacturing, repair of
electronic and optical equipment, gate valve-one-way valve, gate valve, butterfly
valve, foot valve, brass balls, steel pipes, ... and threaded fittings. In addition the
company also distributes the water meter type mark Unik (Taiwan), Zenner-Coma
(Germany), the Shinha (Korea), Fuzhuo Fuda, Yuta Flange, ...

2
1.1.2. The process of development
The newly formed company stage with chartered capital was 3 billion VND,
established on June 20, 2011, at the present time the company's capital was increased
to 10 billion dong versus the initially established, the products of the company before
selling out to foreign and domestic markets are registering the quality of the goods and
the company continuously improve the quality of goods, code samples to meet the
needs of the market. Now the company has combined with several other foreign
companies such as South Korea, Poland, ... in order to expand the scale of their
activities. Planned in the near future will equipped with more modern machinery and
equipment targeted at further efficiency in its business activities.
1.2. Functions, mission, structure
1.2.1. Functions
The company operates in accordance with the registered function in the
business registration license. The company specializes in producing domestic and
exported to foreign countries training in professional environment go up along with the
experience gained in the process of development so as to establish the company has
identified its business direction is to bring the best quality products for consumers with
professional working style at the same time contribute to job creation, contributing to
the State budget, stabilize and improve the lives of staff.
1.2.2. Missions
Perform business tasks in the correct category in the business registration
license and company purposes.
The company completely independent, financial autonomy, autonomy of the
business plan.
The company operates according to the principle "a leader", the Director of the
company is to decide all issues related to all aspects of company activities. Depending
on the time the Director of the company management hierarchy for the subsidiaries of
the company.
Building strategy development, business plan consistent with the mission and
needs of the market. Preferred employers in the region and in the country, take care of
the good material life sense for officials and employees. Planning training, retraining

3
in order to raise the professional level, profession, work capacity, ensuring legal rights
for employees. Respect for the right to organize of the mass organizations, social and
political organization in business for workers.
Implement mode and rules of capital management, the property, funds, create
efficiencies in business operations, strengthen the material conditions for solid
companies for the development of the company, responsible for the authentication
properties of the financial activities of the company.
The company is subject to the management of the Government. Implementation
of tax obligations and the terms of the submission to the State budget in accordance
with the current legislation.
1.3 The company organization structure
1.3.1. Organizational structure
Lighting Vietnam trade and services company limited Corporation with
staffing structures are arranged very scientific, consistent with the nature of production and
business activities of the company, in accordance with the laws of the Socialist Republic of
Viet Nam.
(Source: Human resources Department)
Diagrams 1: Organizational structure of Lighting Vietnam trade and services
company limited
1.3.2. Functions and duties of department
Director: Direct operating companies, are responsible for the highest authority in the
company’s operations, and is responsible before the law for business activities and
direction of the target company as well as the improvement of workers live.
Marketing - Sales manager Chief Human resources
Vice-Director
Director

4
Vice - Dricter
- Assisting the Director in the management and administration of the company's
activities as assigned by the Director;
- Proactive and positive development, implementation and tasks assigned to the
Director responsible for the efficiency of operations.
Marketing – Sales Department have several functions such as: select the channels
through which the goods are to be distributed, trains the salesmen in a knowledge of
the goods and in methods of selling them, Supervises and directs the sales activities of
the men out in the field. Construction of the advertising, marketing and discounting to
attract customers, Design - network, design maquette advertising leaflet, brochure,
catalog, bandrote ... Administration of company web network, writing articles to post
on the company website, receiving and responding to customer inquiries, for work
through the Internet,…
Document accountant: The basic function is responsible for financial services, write
and collect invoices, data reflected on the books and provide timely information to
serve the director's decision. Ensure implementation of financial revenues and
expenditures of the current regime and state tax provisions, social insurance, health
insurance and other obligations to the state besides function rooms include the
proposed cost-saving measures, increase profitability, preserve and develop the
company's business capital.
Human resources department
- Implementation of strategy, annual budgets, work plans of each month to the
Department Director-General for approval.
- The organization of the mirror, in room assignments to complete year budget plan,
work plan of the room / board approved each period.
- Perform internal reports prescribed by the Company and other reports as requested
by the Executive Board.
- Develop processes and professional regulations of the Office of the field, evaluate
the effectiveness of the process, this provision in practice to continuously improve and
enhance the Company's operations.
- Perform other duties as directed by the Executive division.

5
II.WORK ASSIGNMENT
2.1.The name assignment
I was assigned as customer care staff.
2.2. Assigned job description
(Source: sale department)
Diagrams2: Workflows practice
Interpretation process:
2.2.1. Get a list of customers from customer care staff
Daily morning, I've got a list of customers from customer care staff
This list includes information about the customer name, number phone, name and
address of customers. This list includes customers who have worked with the
company.
Get a list of customers from customer care
staff
Call to customer
Note information
Return list for s/uperior

6
Customer care staff will send this list by email or printed out and sent directly to me
Tabl 1: Customer list
2.2.2. Call to customer
Once I get a list of customers from the customer care employee, I have read the
information in the list then initiated the call.
The main content of the call: start the call by the simple greetings, then introduce
yourself with Lighting Vietnam trade and services company limited then entered the
main content: ask the previous orders? they are satisfied with the product? Currently,
they have the project would like to partner with Lighting Vietnam trade and services
company limited ?
During the talk, the customer's response is usually fun, comfortable receiving
calls, at the same time to thank Lighting Vietnam trade and services company limited
because of interest. However, there were a few customers were not able to hear the
phone, or call at their mood is not good, they're not comfortable and recommended the
termination of the previous call. However, most of customers still refuse politely, not
harrassing me.

7
Normally average one day I made about 20 calls, each call usually lasts from 5-
20 minutes depending on the content of the call.
With the customer does not contact or phone is busy, make a maximum of three
calls in one day, each call within at least 2 hours.
2.2.3.Note information
After I had done a call, I had to take notes right in the document information that
my manager took notes The information is usually rated in customer satisfaction for
contracts cooperation along with information about the new customer contracts.
The notes should be brief but clear, generalize the entire contents of the call was
made.
2.2.4. Return list for superior
This document includes a list of customer care staff gave me at first and the
notes I've collected in the process of implementation of the call
Recheck the call has been completed, marking the calls were not completed
during the day;
Considering the entire call and notes;
Later that day, I had to return the document to the manager.
2.3. Experiences learned
+ Worked and discussed with the staff of the Lighting Vietnam trade and services
company limited., I have been people share some experience in work and in life. So I
feel that the practice of each student not just as complete assigned work but also know

8
a lot of the beauty of the experience of each person, from which to draw lessons for
themselves for later avoid stumble in life.
+ I understand about the process of customer care by phone
+ Study are patient, careful work;
+ Self-confidence in communication;
+ Sociable greater openness in the work, progress in working groups.
+ The staff helped me a lot in the process of recording information in the reports. This
internship process has brought me a lot of experience on the job and life.
III.SALES OPERATION AT LIGHTING VIETNAM TRADE AND SERVICES
COMPANY LIMITED
Diagrams 3: sales process of Lighting Vietnam trade and services company
limited
3.1. Prepare for sale
Salespeople need to prepare everything for successful sales activities, from
insight about products, services, sales plan (list of customers need to visit).
Introductory paper, card, dress, to both the psychology of sales.
Step 7: Customer care.
Step 6: Unity, signed contract
Step 5: Fix the comments or objection handling rejection, persuade customers.
Step 4: Introduction and presentation
Step 3: Reach, and appointment setting
Step 2: Search and screening
Step 1: Prepare for sale

9
3.2. Search and screening
Actually this is the first step in the sales process aims to uncover the most
promising clients, build a list of potential customers, customer screening weak. Sales
staff can call, send a message to prospects clients before deciding whether to visit.
3.3. Reach, and appointment setting
Salespeople need to learn full information about prospects, set out the objective
of the visit. Salespeople need to know how to greet the buyer to get the opening step
for later relationships, including appearance, the preamble and the comment in the
story. This step successfully execute your sales process becomes easier you convinced
was 50% of customers buy from you because the customer is to listen to you say,
interested in the products or services you sell.
3.4. Introduction and presentation
This is the stage the salesperson introduced his product to the buyer under the
AIDA formula (attention, interest, desire, action), the salesperson must carefully
emphasizes the benefits of customers and raised the features of the product to ensure
that the benefits.
3.5. Fix the comments or objection handling rejection, persuade customers.
The customers almost never made comments opposing the process introduced
or when suggested purchase orders, their opposition may be psychological or logic. To
handle those opposed to this, the salesperson must always keep cheerful attitudes,
suggest people buy clarified those comments don't approve, deny the reasonable value
of the opposing comments, ...
3.6. Unity, signed contract
This is the period of the sales staff to try to unify the business, they need to
know how to recognize the signal to end trade in buyers, including the gestures, words
or comments and questions, the salesman can make the special agents to stimulate
buyers to end trade of service. Especially always use open questions = > client hard to
deny (for example: you get how much ...?)
3.7. Customer care.
This last step is necessary when the salesperson make sure customers will be
satisfied and continue business relations, shortly after the end of business and sales

10
staff need to complete all the necessary details about delivery time, terms of purchase,
they should plan on hold to make sure not to lose or forget the customer not so, need
care after goods receipt and use of the service by telephone, visit opinions about
products and services, gifts, holidays, and the small but action from the actions that
will make customers trust you, your company and if there are problems in the order
customers use the product, then easily handled good. Because 80% of the revenue
generated on 20% of customer loyalty.
Above is the 7 basic steps in the sales process that new sales staff entered the
profession needed, customized business lines, products, and services that the sales
process is also different in some steps, so sales form, email the sales process will be
different the online sales process, as well.
IV. RECOMMENDATIONS
Lighting Vietnam trade and services company limited should closely match
the middle parts such as administrative personnel, sales and other departments to help
interns complete best practice process.
Lighting Vietnam trade and services company limited Corporation need to
give staff a text template to manage unified work to employees recorded in the process
of practice as the location has flyers, website has posted news, how the consultation
results.
Lighting Vietnam trade and services company limited should create conditions
to employees exposed the fact products help to better understand the product:
In the process of receiving the request and advise the customers, because have
not experienced so many errors and this caused great influence to the sales process so
Lighting Vietnam trade and services company limited should just teach more in this
period.
Organizational activities In the sales staff, the company needs to adjust:
The number of members of each group should only from 5-7 people
Duration: 25 days
This will ensure better performance of tasks set out
Regular training for instructions how to search effectively clients through direct
instruction in parallel with theoretical knowledge.

11
Innovative training methods: direct interaction between staff and management,
to avoid the direct training from officers down to the employees.
Compensation should be joined by an "expert" to take out the policies
consistent with corporate funding as well as consistent with the psychology staff,
encourage employees to work.
V.THE CONCLUSION
The industrial equipment market is recovering. Along with the ventilation of the
State policy in recent times, the industry will have to change. Despite still having no
less difficult and subject to stiff competition from rivals, but Viet Nam Industrial
Import & Export Corporation is gradually asserting the prestige brand, and grow
strong.
After the internship at the company, I feel the sales activities of the company
are relatively complete, professional and reasonable. Besides that I have seen are
getting weak, the company's strengths in sales activities.
Because of the time and conditions of knowledge also many limitations, so the
opinions of topical reports only for individuals. I hope that with this contribution, the
company will improve the sales activities, gradually evolved to become the leading
enterprise in the field of industrial equipment sales.
Once again I sincerely thank the dedicated teacher's Guide with Viet Nam
Industrial Import & Export Corporation helped me complete this internship report

12
REFERENCES
1. Syllabus Political Economy Marxist-Leninist, the National Political Publishing, Ho
Chi Minh City, 2004.
2. Duong Huu Hanh, "International business in a global market", Labour Publishers –
Society
3. Hoang The Head,'' The New Thinking on the market,'' Publishers List
4. Nguyen Cao Van, "International Marketing Curriculum," Education Publishing
House, 1997

Internship Report Sales Process Of Vietnam Trade Services Company.

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