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Trình baøy: NGUYEÃN XUAÂN ÑAÊNG HUY Giaùm ñoác ñieàu haønh The Clear Mirror Co., Ltd QUAÛN TRÒ BAÙN HAØNG SALES MANAGEMENT Siêu thị điện máy Việt Long - www.vietlongplaza.com.vn

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],ÑEÀ CÖÔNG www.bantinsom.com

MOÄT SOÁ GHI CHUÙ ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],MUÏC TIEÂU PHAÀN TRÌNH BAØY www.bantinsom.com

[object Object],[object Object],[object Object],[object Object],[object Object],PHÖÔNG PHAÙP Siêu thị điện máy Việt Long - www.vietlongplaza.com.vn

NOÄI DUNG CHUYEÂN ÑEÀ ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

I. CON ÑÖÔØNG NGHEÀ NGHIEÄP BAÙN HAØNG & CHAÂN DUNG NHAØ QLBH THAØNH COÂNG ,[object Object],NVBH (Salesman) Ñieàu haønh BH/ Ñaïi dieän BH (Sales Executive/ Representative) Giaùm saùt BH (Sales Supervisor) Phoù phoøng baùn haøng Assistant Sales Manager/ Deputy Sales Manager (directly supervise sales force) Tröôûng phoøng baùn haøng ( Sales Manager) TP baùn haøng khu vöïc ( Regional Sales Manager) MARKETING TRADE MARKETING TP baùn haøng toaøn quoác (National Sales Manager) GÑ baùn haøng ( Sales Director) GÑ baùn haøng & tieáp thò ( Sales & Marketing Director) GÑ thöông maïi ( Commercial Director) Ngöôøi ñöùng ñaàu toå chöùc (Top Management) Trôï lyù TPBH/Quaûn lyù haønh chính BH Assistant to Sales Manager/ Sales Administrator (not directly supervise sales force)

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],I

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],II. VAI TROØ VAØ NHIEÄM VUÏ CUÛA NGÖÔØI QUAÛN LYÙ BAÙN HAØNG

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],III. THIEÁT LAÄP MOÄT TOÅ CHÖÙC BAÙN HAØNG Practice : Structure sales force of a typical company

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],III

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],IV. LAÄP KEÁ HOAÏCH BAÙN HAØNG

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],IV Practice : Estimate market size of a typical industry

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],IV Practice : Forecast sales volume for a … (period).

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],IV Practice : Doing budget for sales department.

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],IV Practice : Divide territories & routing for the company

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],IV Practice : Set sales target for sales dept. and salesmen.

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],V. VAÄN HAØNH TOÅ CHÖÙC BAÙN HAØNG Thieát keá chính saùch Tuyeån duïng & Choïn löïa NVBH Hoaø nhaäp NVBH môùi vaøo toå chöùc Huaán luyeän NVBH Tieâu chuaån Thöïc hieän BH & heä thoáng baùo caùo Ñoäng vieân & phaùt trieån ñoäinguõ Giaùm saùt baùn haøng

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],V (+ Practice) (+ Practice) Thieát keá chính saùch Tuyeån duïng & Choïn löïa NVBH Hoaø nhaäp NVBH môùi vaøo toå chöùc Huaán luyeän NVBH Tieâu chuaån Thöïc hieän BH & heä thoáng baùo caùo Ñoäng vieân & phaùt trieån ñoäinguõ Giaùm saùt baùn haøng

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],V (+ Practice) (+ Practice) Thieát keá chính saùch Tuyeån duïng & Choïn löïa NVBH Hoaø nhaäp NVBH môùi vaøo toå chöùc Huaán luyeän NVBH Tieâu chuaån Thöïc hieän BH & heä thoáng baùo caùo Ñoäng vieân & phaùt trieån ñoäinguõ Giaùm saùt baùn haøng

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],V (+ Practice: design a sales promotion proposal) Thieát keá chính saùch Tuyeån duïng & Choïn löïa NVBH Hoaø nhaäp NVBH môùi vaøo toå chöùc Huaán luyeän NVBH Tieâu chuaån Thöïc hieän BH & heä thoáng baùo caùo Ñoäng vieân & phaùt trieån ñoäinguõ Giaùm saùt baùn haøng

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],(+ Practice) V Thieát keá chính saùch Tuyeån duïng & Choïn löïa NVBH Hoaø nhaäp NVBH môùi vaøo toå chöùc Huaán luyeän NVBH Tieâu chuaån Thöïc hieän BH & heä thoáng baùo caùo Ñoäng vieân & phaùt trieån ñoäinguõ Giaùm saùt baùn haøng

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],V (+ Practice): design a detailed Job description for salesman of a typical company Thieát keá chính saùch Tuyeån duïng & Choïn löïa NVBH Hoaø nhaäp NVBH môùi vaøo toå chöùc Huaán luyeän NVBH Tieâu chuaån Thöïc hieän BH & heä thoáng baùo caùo Ñoäng vieân & phaùt trieån ñoäinguõ Giaùm saùt baùn haøng

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],V Thieát keá chính saùch Tuyeån duïng & Choïn löïa NVBH Hoaø nhaäp NVBH môùi vaøo toå chöùc Huaán luyeän NVBH Tieâu chuaån Thöïc hieän BH & heä thoáng baùo caùo Ñoäng vieân & phaùt trieån ñoäinguõ Giaùm saùt baùn haøng

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],V Thieát keá chính saùch Tuyeån duïng & Choïn löïa NVBH Hoaø nhaäp NVBH môùi vaøo toå chöùc Huaán luyeän NVBH Tieâu chuaån Thöïc hieän BH & heä thoáng baùo caùo Ñoäng vieân & phaùt trieån ñoäinguõ Giaùm saùt baùn haøng

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],V Thieát keá chính saùch Tuyeån duïng & Choïn löïa NVBH Hoaø nhaäp NVBH môùi vaøo toå chöùc Huaán luyeän NVBH Tieâu chuaån Thöïc hieän BH & heä thoáng baùo caùo Ñoäng vieân & phaùt trieån ñoäinguõ Giaùm saùt baùn haøng

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],V Thieát keá chính saùch Tuyeån duïng & Choïn löïa NVBH Hoaø nhaäp NVBH môùi vaøo toå chöùc Huaán luyeän NVBH Tieâu chuaån Thöïc hieän BH & heä thoáng baùo caùo Ñoäng vieân & phaùt trieån ñoäinguõ Giaùm saùt baùn haøng

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],V Thieát keá chính saùch Tuyeån duïng & Choïn löïa NVBH Hoaø nhaäp NVBH môùi vaøo toå chöùc Huaán luyeän NVBH Tieâu chuaån Thöïc hieän BH & heä thoáng baùo caùo Ñoäng vieân & phaùt trieån ñoäinguõ Giaùm saùt baùn haøng

[object Object],[object Object],[object Object],[object Object],V Thieát keá chính saùch Tuyeån duïng & Choïn löïa NVBH Hoaø nhaäp NVBH môùi vaøo toå chöùc Huaán luyeän NVBH Tieâu chuaån Thöïc hieän BH & heä thoáng baùo caùo Ñoäng vieân & phaùt trieån ñoäinguõ Giaùm saùt baùn haøng

[object Object],V Tìm kieám vaø choïn löïa KH Tieáp caän khaùch haøng Trình baøy caùc tính naêng ñaëc ñieåm noåi baät cuûa saûn phaåm Xöû lyù phaûn ñoái cuûa KH Keát thuùc baùn haøng Theo doõi Phaùt hieän ra nhu caàu KH Thieát keá chính saùch Tuyeån duïng & Choïn löïa NVBH Hoaø nhaäp NVBH môùi vaøo toå chöùc Huaán luyeän NVBH Tieâu chuaån Thöïc hieän BH & heä thoáng baùo caùo Ñoäng vieân & phaùt trieån ñoäinguõ Giaùm saùt baùn haøng

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Thieát keá chính saùch Tuyeån duïng & Choïn löïa NVBH Hoaø nhaäp NVBH môùi vaøo toå chöùc Huaán luyeän NVBH Tieâu chuaån Thöïc hieän BH & heä thoáng baùo caùo Ñoäng vieân & phaùt trieån ñoäinguõ Giaùm saùt baùn haøng

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],V Thieát keá chính saùch Tuyeån duïng & Choïn löïa NVBH Hoaø nhaäp NVBH môùi vaøo toå chöùc Huaán luyeän NVBH Tieâu chuaån Thöïc hieän BH & heä thoáng baùo caùo Ñoäng vieân & phaùt trieån ñoäinguõ Giaùm saùt baùn haøng

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],V Thieát keá chính saùch Tuyeån duïng & Choïn löïa NVBH Hoaø nhaäp NVBH môùi vaøo toå chöùc Huaán luyeän NVBH Tieâu chuaån Thöïc hieän BH & heä thoáng baùo caùo Ñoäng vieân & phaùt trieån ñoäinguõ Giaùm saùt baùn haøng

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],V Thieát keá chính saùch Tuyeån duïng & Choïn löïa NVBH Hoaø nhaäp NVBH môùi vaøo toå chöùc Huaán luyeän NVBH Tieâu chuaån Thöïc hieän BH & heä thoáng baùo caùo Ñoäng vieân & phaùt trieån ñoäinguõ Giaùm saùt baùn haøng

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],V (+ Practice: design the sales performance standards for your company ) Thieát keá chính saùch Tuyeån duïng & Choïn löïa NVBH Hoaø nhaäp NVBH môùi vaøo toå chöùc Huaán luyeän NVBH Tieâu chuaån Thöïc hieän BH & heä thoáng baùo caùo Ñoäng vieân & phaùt trieån ñoäinguõ Giaùm saùt baùn haøng

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],V (+ Practice: design individual form of sales reports) Thieát keá chính saùch Tuyeån duïng & Choïn löïa NVBH Hoaø nhaäp NVBH môùi vaøo toå chöùc Huaán luyeän NVBH Tieâu chuaån Thöïc hieän BH & heä thoáng baùo caùo Ñoäng vieân & phaùt trieån ñoäinguõ Giaùm saùt baùn haøng

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],V Thieát keá chính saùch Tuyeån duïng & Choïn löïa NVBH Hoaø nhaäp NVBH môùi vaøo toå chöùc Huaán luyeän NVBH Tieâu chuaån Thöïc hieän BH & heä thoáng baùo caùo Ñoäng vieân & phaùt trieån ñoäinguõ Giaùm saùt baùn haøng

[object Object],[object Object],[object Object],[object Object],[object Object],V Thieát keá chính saùch Tuyeån duïng & Choïn löïa NVBH Hoaø nhaäp NVBH môùi vaøo toå chöùc Huaán luyeän NVBH Tieâu chuaån Thöïc hieän BH & heä thoáng baùo caùo Ñoäng vieân & phaùt trieån ñoäinguõ Giaùm saùt baùn haøng

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Thôøi gian laøm vieäc V Thieát keá chính saùch Tuyeån duïng & Choïn löïa NVBH Hoaø nhaäp NVBH môùi vaøo toå chöùc Huaán luyeän NVBH Tieâu chuaån Thöïc hieän BH & heä thoáng baùo caùo Ñoäng vieân & phaùt trieån ñoäinguõ Giaùm saùt baùn haøng

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],VI. ÑAÙNH GIAÙ BAÙN HAØNG (+ Practice) (+ Practice) (+ Practice) (+ Practice) (+ Practice) (+ Practice) (+ Practice)

Table 21.2: Form for Evaluating Sales Representative’s Performance www.bantinsom.com Territory: Midland Sales Representative: John Smith 1999 2000 2001 2002 1. Net sales product A $251,300 $253,200 $270,000 $263,100 2. Net sales product B 423,200 439,200 553,900 561,900 3. Net sales total 674,500 692,400 823,900 825,000 4. Percent of quota product A 95.6 92.0 88.0 84.7 5. Percent of quota product B 120.4 122.3 134.9 130.8 6. Gross profits product A $50,260 $50,640 $54,000 $52,620 7. Gross profits product B 42,320 43,920 55,390 56,190 8. Gross profits total 92,580 94,560 109,390 108,810

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],VII. TAØI LIEÄU THAM KHAÛO www.bantinsom.com

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],THAÛO LUAÄN VAØ THÖÏC TAÄP

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