(Luận văn đại học thương mại) nternship report selling strategy for yamaha janus motorbike in quang tuyet limited company

MARKETING MANAGEMENT PROFESSIONAL SALES AND MARKETING COURSE: 2015 – 2018 INTERNSHIP REPORT Selling strategy for Yamaha Janus Motorbike in Quang Tuyet Limited Company Internship period from March 1st, 2018 to May 30th, 2018 Student: Tran Thi Tham Class: Marketing Tutor in University: Tutor in Company: Mr Nguyen Hoang Mr Hoang Van Quang Mr La Tien Dung Prof Corinne Montoya HANOI - 2018 LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com ACKNOWLEDGEMENTS After taking internship at Yamaha Town Quang Tuyet as well as the education at Faculty of International Training of Vietnam University of Commerce, I am so glad that the internship report has finally completed Despite the shortage of specialized knowledge, experience, and mistakes occurred in the report are unavoidable, I am looking forward to receiving professional comments to improve my knowledge and experience I am aware of being worked in professional environment, approached many staffs and customers are such a wonderful duration for me to finish internship report and get acquainted with real working for future occupation I would like to give my appreciation to tutors who guide me during my internship First of all, I would like to sincerely thank the teachers of University of Commerce and University of Lyon who providing me basic knowledge and skills through the time studying at University Especially, I am so grateful to Mr Nguyen Hoang, Mr La Tien Dung and Prof Corinne Montoya for their guides and advise in helping me to complete the report Secondly, I would like to express my thankfulness to Mr HOANG Van Quang- Project Director for giving me documents, ideas and guides to write and finish my internship report Finally, I wish all the teachers of University of Commerce and University of Lyon peace and happiness in everything And I hope Yamaha Town Quang Tuyet will always be successful and fortunate.  LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com TABLE OF CONTENT ACKNOWLEDGEMENTS TABLE OF CONTENT INTRODUCTION I OVERVIEW OF THE COMPANY AND PROJECT 1.1 Overview of Yamaha Town Quang Tuyet .5 1.2 History and development 1.3 Organization structure of Yamaha Town Quang Tuyet 1.5 Indicators of Financial Statements 1.6 Macro- Environment .7 1.7 Micro- Environment 1.7.1 Customer .9 1.7.2 Supplier 1.7.3 Competitor 1.8 SWOT Analysis 12 II IMPLEMENTATION OF THE PROJECT 13 2.1 Current status of marketing mix activities for Yamaha Janus Scooter in Yamaha Town Quang Tuyet .13 2.2 Searching market and the need of customers .14 2.2.1 Searching market currently 14 2.2.2 Searching the needs of customers 15 2.3 Introducing about my internship in Sales Department 19 2.4 Implementation of my internship missions 20 2.4.1 Studying the sale process 20 2.4.2 Participating to promote sale activities of Janus Yamaha 22 2.5 Proposed some solution about project of company 27 III INTERNSHIP ASSESSMENTS 30 3.1 Internship contributions and recommendations 30 3.2 Analyzing advantages and difficulties encountered: 31 3.3 Achievements from the project .32 3.3.1 Gains of knowledge .32 3.3.2 Gains of professional experiences 33 IV CONCLUSION 34 LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com LIST OF TABLE, FIGURE AND CHART Table 1: Income Statement of Yamaha Town Quang Tuyet (2015-2017) .6 Table 2: Competitors analysis 10 Table 3: List of some dealers of motorbike brand-name in Bac Ninh Province .11 Chart 1: Gender (Question with one answer) 16 Chart 2: Age (Question with one answer) .17 Chart 3: Customers’ assessments about the advantages automatic motorbikes .18 Chart 4: Which type of media you get to know the product? (Question with one answer).18 Figure 1: Organization structure .6 Figure 2: Distribution channels of Yamaha Town Quang Tuyet 14 Figure 3: Sales of Motorbike Market in Vietnam ( Unit: Million Vehicles) 15 Figure 4: Factors affecting the consumption trend 27 LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com INTRODUCTION Along with economic growth, the average income of people has increased, leading to their higher consumer demand, including motorcycles products Currently, in the context that every Vietnamese family has at least one motorbike, the demand of people is to own motorbikes which have beautiful designs, high quality and trendy or have featured characteristics as fuel saving and environmental protection According to statistics of Vietnam Association of Motorcycle Manufacturers (VAMM), total sales of the market in 2017 reached nearly 3.3 million vehicles Compared with recent years, the motorcycle market in Vietnam is still steady growth with no signs of deterioration even though a growing number of brand new vehicles are joining Recognizing that Vietnam is a potential market, the famous motorbike brands are launching products with their own features to attract customers and there is definitely Yamaha's presence in the deal During my internship period, I got contact and was admitted to work as an intern in Sales Department of Yamaha Town Quang Tuyet The objective of the project is to support the company in accelerating product sales Yamaha Janus based on the target completion of selling 150 to 180 products until the end of May 2018, creating good image for the product, increasing awareness of brand There is another look at Yamaha's product, not a "fuel wasted" product as people say I hope that I could offer solutions to help this company overcome initial difficulties and develop their business activities in the future LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com I OVERVIEW OF THE COMPANY AND PROJECT I.1 Name Founded Overview of Yamaha Town Quang Tuyet Quang Tuyet commercial investment and services Limited liability company ( Quang Tuyet Co., Ltd) 2011 Head office and Lot 19, Vuong Van Tra Street, Ho Town, Thuan Thanh District, Bac showroom Ninh Province Phone 0222 3506 818 – 0912 650 133 Fax 0222 3506 818 Email Quangtuyet.yamaha3s@gmail.com Tax code 23006 45940 1.2 History and development Yamaha Town Quang Tuyet is an authorized dealer of Yamaha Motor Vietnam The company was established under the business registration certificate No 1802000695 dated 26/09/2011 by the business registration division owned ‘Bac Ninh Planning and Investment Department The initial capital of the company is billion VND The company officially came into operation on 01/10/2011 Until now the company has been operating for nearly years and the business has achieved many successes In 2016, the company LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com decided to expand and upgrade the showroom to meet the new standards of Yamaha Motor Vietnam and serve a larger number of customers 1.3 Organization structure of Yamaha Town Quang Tuyet Figure 1: Organization structure Director Sales Department Technical Department Department Accounting Department Service Department 1.4 Business scope The company operates in the following fields:  Specializes in distributing exclusive Yamaha motorcycles;  Warranty, maintenance and repair motorcycles;  Wholesale and retail accessories, genuine stamps of Yamaha Motor 1.5 Indicators of Financial Statements Table 1: Income Statement of Yamaha Town Quang Tuyet (2015-2017) (Unit: VND) TARGET Revenue Cost of good sales Operating expenses Non-operating income Profit 2015 2016 19.758.122.609 19.418.830.205 408.507.832 570.166.719 570.166.719 24.368.489.730 24.203.087.246 348.884.444 647.365.302 647.365.302 2017 32.667.457.143 31.992.095.281 1.069.050.353 792.245.242 792.245.242 LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com 1.6 Macro- Environment A Company wishing to know its position and understand the important external factors that may affect that position can use a lot of analysis methods Especially, when wishing to have a panoramic view of the business area for which they are operating, companies often choose PEST analysis method according to the factors: Politics (P), Economics (E), Social culture (S), and Technology Environment (T)  Economic environment 2017 marks a record of economic growth, attracting more and more foreign investment It is the first time after many years, Vietnam achieved and exceeded all 13 indicators of socio-economic targets of the year, rate of economic growth reached 6.81% exceeding the target of 6.7% proposed by the National Assembly Clearly, the growth of economy and the increase in household spending will promote the consumption of goods, including motorcycles (Source: General Statistics Office of Vietnam) Gross regional domestic product (GRDP) of Bac Ninh province in 2017 accounts for 3.11% of GDP in the whole country ranked fourth in 63 provinces; city; rate of GRDP growth reached 18.6% (target set up 9.0% - 9.2%) Total retail sales of consumer goods and services were estimated at 49 trillion VND, increased 15.3 percent compared to 2016 In there, retail sales reached 33 trillion VND, increased 15.2 percent The scale of the service sector continues to expand and increase compared to 2016 The economic situation in province also shows growth in motorcycles business  Legal, Institutional legal environment Due to the environmental pollution and the risk of traffic accidents caused by old motorcycles, the Socialist Republic of Vietnam in 2017 issued many environmental protection laws, including the emissions management means of transport in general and LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com motorcycles in particular Specifically:  Phase - From 2017 to 30/06/2018: the system of legal documents and standards for motorcycles will be completed  Phase - From 1/7/2018 to 31/12/2019, Euro emission standards for twowheeled motorcycles will be tested, applying the Euro emissions standard for cars At the same time, motorcycles that fail to meet the emission standards will be withdrawn; resolutely refuse motorcycles which are not eligible to participate in traffic with emission levels exceeding the permitted levels without remedy The government policies are adjusted to support the use of green and clean transport, contributing to reducing environmental pollution and protecting people's health, attracting investment in trade and tourism  Socio-cultural environment In 2016, statistics have recorded more than 45 million all kinds of motorcycles are running all the way Vietnam 85% of Vietnam's population is using motorcycles as a means of transport as well as for daily living Vietnamese people like to go by means of motorbikes because of their compact form and the ability to move quickly, save time and fit in many corners of the streets in Vietnam Per-capita income in 2017 in Bac Ninh was 115,000,000 VND / person / year; 2.3 times higher than the national average, which affected consumption decisions, including purchase and sale of motorbikes In addition, the average height of the Vietnamese people is short so the motorcycle manufacturers for the Vietnamese market should pay attention to the size and weight of the motorbikes (Source: http://cafebiz.vn/ 20170215124624403.chn) LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com Salespeople try to advise customers to buy items and designs available in the enterprise and restrict new ones Based on the statistical tables, the salespeople will know that product items are available in stock at the enterprise This table includes statistical information on types of vehicle, chassis number, color, price, notes, etc Whenever a vehicle is sold or imported, this product list will be updated immediately to serve the sale consultative process b Participating in the organization of the event "Bac Ninh Trade Fair 2018"  Mission implementation During the internship, Yamaha Town Quang Tuyet participated in “ Bac Ninh Trade Fair 2018” to promote some new motorbkies such as Janus PRE – BJ73, Janus PRE- BJ73, TFX 150- BY71, etc The Fair had more than 250 kiosks and lasted for one week from March 23th to March 30th at Bac Ninh Cultural Center, the city of Bac Ninh Therefore, I had a chance to prepare and participate in this fair My duties were proposed to prepare leaflets and catalogues before the fair When participating in the fair, I delivered leaflets and gave advices to customers 26 LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com I was also assigned to prepare some leaflets for advertising Company’s product The work of preparing the catalogues was simpler I just collected enough catalogues of vehicles to which the company is selling to introduce customers at the exhibition Because of the limited number of leaflets, to have enough leaflets for 07 days of the fair, I often focused on customers with needs when delivering leaflets The work required me to stand in front of the 27 LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com kiosk, to observe customers visiting the kiosk, to identify customers in needs and to introduce them to the products and give them leaflets for references Plus, each employee would take over an area I was assigned to stand in front of the kiosk which was in the area of Yamaha Janus Scooter on display, so customers’ question revolved around this lineup Some common problems inquired by customers were: price, color, promotions, and controls, contact information, etc In the consultation process, I also used catalogues and price lists to help customers faster understand After consultation, if I found customers be interested, I would usually try to get a phone number for employees in the sales department to take care of customers later  Results achieved: I had prepared 1,000 leaflets for the fair At the fairs, I delivered leaflets and introduced for about 150 guests I directly consulted more than 20 customers who were interested and collected 12 phone numbers from clients Some customers living in Thuan Thanh promised to go to the distributor if they had demands Through the event "Bac Ninh Trade Fair 2018", I found that unique functions of Yamaha Janus has made great impression to the customers and become an important factor for the customers to make a decision on buying this product However, only when the customers directly take part in test drive, can they understand the value that the product offers A positive impact on the company we can indicate is that when the customers have trusted the product, they tend to recommend to their friends and relatives So , the company needs to bring and introduce its products directly to as many people as possible so that they can try and then the chance that such customers make decisions to buy will increase c Administrative tasks relating to sale activities Sales tasks are not only about consulting and contacting clients, but also about other administrative tasks such as managing customer lists or providing value-added services to customers My administrative tasks were to save customer information buying Yamaha Janus and supporting them to register this lineup Storing customer information will help the company to take care of customers later It also shows the sales situation in each month and to pay salary for the salesman Helping customers with registration procedures is not only to bring utilities to customers and but also to create revenues for the company I open specialized software on customer management on the company's computer to store customer information, including the following items: name, date of birth, address, 28 LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com telephone, vehicle type, brand, chassis number transaction date, invoice number, name of salesperson Based on the information in the Yamaha Janus selling invoices, I filled out the respectively information in the data sheet To assist buyers of Yamaha Janus to register their motors, I prepared a profile of registration The documents includes: ID card of the customer, customer’s household registration book, VAT invoice, registration fee declaration and vehicle registration declaration  Results achieved: After finishing administrative tasks, I filled out the information of five customers purchasing Yamaha Janus into the customer book Of these customers, there were three customers using vehicle registration services, so I prepared three profiles of vehicle registration for them This result contributed a small part to Yamaha Town Quang Tuyet's revenues d Taking care of the customers In the situation of fierce competition, it is substantial for us to taking care customers to make them loyal customers Therefore, during working as an intern in the sales department of Yamaha Town Quang Tuyet, I also participated in the customer care purchasing Yamaha Janus My duties were in touch with buyers and to perform on-call duty to resolve requests and inquiries from customers The main purpose of calls was to remind customers of their maintenance periods and insurance terms I contacted customers in accordance with the following sequence:  Check the list of customers and find customers who purchased Yamaha Janus are going to have maintenance period or expired insurance  Make phone calls to customers (if not contacting customers, I send a message to customers)  Introduce about my name, name of company, reason for contacting and ask customers for some minutes  Ask about the quality of the customer’s motorcycle  Inform customers of next maintenance period and / or expired insurance  Make an appointment with customers for maintenance period and / or consulting customers continue to buy the enterprise’s insurance  Thank the customer and finish the call  Highlight the name of the customer who has just completed the contact 29 LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com  Results achieved: While I was in charge of customer service, I contacted 09 customers who had purchased the Yamaha Janus’s motorcycle, five of whom made appointments for guarantee For the remaining clients, there are customers that I could not call so I sent them notification messages, customers worked far from the maintenance point so it was not convenient for customers to maintain their motorbikes I also received a few calls from the customer and directly answer the questions for customers about the price of product at the agent and registration procedures 2.5 Proposed some solution about project of company By analyzing the factors that influence both inside and outside the company, I offered solutions to help the company boost the sales of Yamaha Janus as follows:  Determinants of consumer trends: I summarized the results obtained from the research, survey and then gave the criteria affecting the consumer trends: Figure 4: Factors affecting the consumption trend Brand image Brand loyalty Attitudes towards promotio n Real needs Brand awareness  Consumer trends Coverage of brand Strategy to expand sales channel: Basis to select this strategy is to utilize the position and the company's products The company's sales channels are insignificant, inaccessible to many consumers; meanwhile, the distribution of products in retail outlets brings good results When the new product is launched, it should also have sales channel which is large enough to be able to make the product widespread, thereby, to have positive impacts on the market and consumer trends In selecting the sales channels, we set out two main criteria as "large, well-known retailer" and "retailer reaches customers who have large demands." 30 LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com  Solution on advertising, promotion and applying e-commerce to business Spend a budget of 1-2% of sales for promotion and business support Currently, the company does not have its own website, which is a huge weakness Website is an effective communication channel which can increase the number of customers and their trust for the company The process of creating a website is fast and not expensive The operating expense for maintaining is also reasonable Therefore, in the communication strategy, developing a website is essential Moreover, Yamaha Town Quang Tuyet should take full advantage of social network such as facebook, instagram, youtube to increase brand identity and sale online more effectively At the showrooms, I proposed that when displaying vehicles including Yamaha Janus, the showrooms should choose colors that customers like the most Thus, the attractiveness of products to customers will increase and their purchase ability is higher For scooter elegant designs like Janus, it really shows the charm when rolling on the road So running a parade (road show) is a form of advertising has a strong impact to the local population The streets chosen for the parade should focus on many residential areas and be suitable for running parade motorcycles to achieve high efficiency The parade participants will wear a uniform, helmet and flag of the company or flag of Yamaha Motor Vietnam Another important form of PR that businesses can use is sponsoring local sociocultural activities Through these activities, the corporate image is widely known and the sympathy, trust of residential for the company is also raised  Price solution Retail price recommended by Yamaha 31.490.000 VND 31 LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com The current selling price and sales 33.500.000 VND Recommended price 32.500.000 VND Price of the product at many dealers after the Lunar New Year fell down Therefore, I suggested that the selling price should be adjusted down to 32.5 million or keep the price and include a lot of attractive gifts to increase the number of buyers and also to compete with other dealers  Organizing the events and programs: Through the good results obtained from the event “Bac Ninh Trade Fair 2018”, the company should actively participate in trade fairs, especially fairs and exhibitions of high quality Vietnamese goods Besides, the company should take advantage of the holidays to stimulate consumption Build advertising programs for Yamaha Janus through music shows, and lucky draw with a team of professional PG should be held along with the design of separate booths, stalls with typical image, easily identifiable brand  Supplement and improve the quality of human resources: As a matter of fact, the new product raises the needs of market expansion; whereas, the scope of work is too large to complete all the work, especially the forces seeking and developing markets, it is necessary for the company to:  Training, recruiting more staff with knowledge of the business, market  Creating support, incentive policies to motivate the staff because their roles and duties are very important during the project's difficult situation 32 LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com III INTERNSHIP ASSESSMENTS 3.1 Internship contributions and recommendations Although there are limitations in time and abilities, I have tried my best to contribute to the company as well as the sales department For the company in general, firstly, I have analyzed SWOT data, found out the company’s strengths and weaknesses, outside factors impacting to the company’s activities From that I have proposed suitable strategies to develop the business activities Secondly, I have created revenues through customer care activities (consulting customers using vehicle registration services, selling vehicle insurance….) Besides, I found some potential customers for the company, which can make revenues in the future In addition to revenues, I have also had non-financial contributions such as supporting the company’s staff, which reduced workload for staff and helped them finish their tasks faster Fourthly, I have helped customers enhance their understandings of the company Through activities such as delivering leaflets, consulting customers in the fairs, introducing about the company when doing surveys, more and more customers know Yamaha Town Quang Tuyet This is a prerequisite for customers to buy in this agent Finally, with my hardworking and enthusiasm, customers have more sympathy and belief to the company’s image and staff in general In addition to contributions to the company, I also had some contribution for sale development activities (Yamaha Janus Scooter) by working as an intern Firstly, I implemented a market study for using Yamaha Janus Scooter The survey results provided useful information on customer’s characteristics, hobbies, demands for this motorbike line From that, the company and the sale department will have appropriate strategies to promote the sale activities of Yamaha Janus Scooter Secondly, I have taken care of the customers who bought Yamaha Janus Scooter This will help the sale department increase its revenues and levels of customer’s satisfaction with the company Customers will remember and recommend to their friends and relatives when they have demand to buy motorbikes Thirdly, I completed administrative tasks relating to sales, help activities of customer management be better, accelerate the speed of support and sales service Fourth, I proposed a policy to sell Yamaha Janus based on 4P mixed marketing methods This integrated policy helps the company not only boost sales but also develop business activities in general and improve its competitiveness in the market Finally, I participated in the process in developing a team of sales staff through supporting activities in training staff and encouraging salespeople 33 LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com On the basis of results obtained, I proposed some recommendations for Sale strategy for Yamaha Janus Scooter of Quang Tuyet Co., Ltd - From SWOT analysis, I proposed some general strategies for the enterprise In general, the key actions in the strategy include: reducing sell prices; building a effective, modern marketing system, which is suitable for each customer, strengthening communication and promotion of corporate images, exploiting the strengths of the product (quality, design, reputation) and of human (good customer care service, professional qualifications) to eliminate competitors and stimulate purchasing - Developing intermediary distribution channels such as motorbike business shops and individuals Quang Tuyet needs to have specific programs and policies in the management of indirect distribution channels and take measures to support members in the channel - Enhancing communication activities in term of many aspects, including: adjusting vehicle display according to customer’s preferences, creating the company’s website, organizing promotional activities which are consistent with local areas (advertising via radios, organizing roadshows, sponsoring cultural and social activities) 3.2 Analyzing advantages and difficulties encountered: a) Advantages:  Working environment is dynamic and funny with the spirit of developing together  Get help and guidance from my colleagues, At the same time, I was also facilitated to learn a lot of practical experience  Adequate and modern facilities: air-conditions, computers, phones, so on  Assigned tasks related to my major in university  Local people are very friendly, residential areas are relatively developed, with convenient traffic b) Difficulties encountered Besides advantages above, I also encountered several difficulties such as:  At the beginning of the internship period, I was quite confused because I did not have much knowledge about motorcycle trading  Soft skills (communication, consultation and event organization, etc.) were limited  Due to large research and survey areas, so it takes me a lot of time and effort 34 LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com  Fears and discerning of customers also create difficulties in the implementation of the tasks at fairs and customer care activities  Difficulties in carrying out the customer survey: With the large number of respondents, the number of results was also large We had difficulties in choosing qualified results, eliminating unsatisfactory results However, we made much effort with the employees to complete the work 3.3 Achievements from the project 3.3.1 Gains of knowledge After three – month internship at Yamaha Quang Tuyet, I have got valuable knowledge and experience, these things are surely useful for out career after graduation  Knowledge, team work skills: In the most of missions and works are required by the director of the company, I had chances to work with Sales Team of the company, we spend time to understand more about each other, then each of us listened to others, supported group to complete the missions From then, my presentation of personal opinion skills, debating skills and analyzing skills are getting improved  Professional knowledge: I have known and understood about manufacturing and trading motorcycles I got more information about the main motorbike suppliers for Vietnam market, such as Honda, Yamaha, Suzuki, Piaggio and other kinds of motorbike I am aware of the competition in this business, the opportunities and the challenges that businesses have been facing In addition, I knew the way to predict particular steps, analyzed market, found customers’ demands, analyzed result of survey, got knowledge of organizing events and marketing online  During the internship period in Bac Ninh province, I learned about the characteristics of the population, economy and society in this area The most remarkable feature in Bac Ninh province is the concentration of large industrial area and universities, colleges and high schools Therefore, it attracts many people from other provinces to study and work It is also a key factor affecting the demand for motorcycles of customer living here  Understanding the operation and management of an organization: After the internship time, I understood clearly about organizational structure and activities of the company Each department has its own function, missions and tasks These 35 LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com things will be very helpful and useful for me in applying job and orienting work in the near future  Basic knowledge: It plays very important roles in helping me improved and grown in working environment like photo/scan documents, printing documents, sending fax, making instruments, arranging documents, making contact to customers and negotiating to them … 3.3.2 Gains of professional experiences After three – month doing internship, I have had valuable experience for myself  Experience in basic knowledge in professional environment: in the first period internship, I had a lot of works which I had not known in the university For example, I had to resolve problems in computer, printer, the way to write bill, receipt, document; the way to answer customer's calling… To sum up, these valuable knowledge and real experience would absolutely help me to pace up faster to professional working company environment in the near future  Experience of making decisions and handling as soon as a mistake: I have learned from company environment the way of calculation, analysis and comparison all of choices before having last decision are extremely important Furthermore, considering opinion from people who has experience will avoid unexpected mistakes In case problem occurs, I need to analyze the problem together in order to fix it as soon as possible  Experience in communication: in the working environment, standard attitude and communication are vital Along with the process of interacting with staff, the boards, customer services; inviting customers to events and listening to feedback that staff need training for, they also need to train themselves to be enthusiastic, serious and also be flexible as well as clear and easy-to-understand communication 36 LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com IV CONCLUSION The internship period at Quang Tuyet is an excellent opportunity for me to apply my knowledge to practical work I learned about a business working as distribution agent for a famous motorcycle brand, Yamaha Besides, through analyzing operating environment, motorcycle manufacturing and trading, I have an overview of the Vietnamese motorcycle market and the locality where I intern In the sales department, I was trained about sales process, activities to promote sales as displaying motorbikes, joining fairs, road shows, customer care services and other office tasks In particular, I did a market survey on the demand for Yamaha Janus product and proposed sales policy for products based on marketing mix 4P Based on basic theoretical knowledge and real experience through analyzing and assessing consumption market, customers’ needs, I proposed a number of solutions for Yamaha Town Quang Tuyet to develop its business in Janus product So far, the number of customers bought Yamaha Janus has increasing significantly Hopefully in the future, Yamaha Town Quang Tuyet would overcome these obstacles, become a hot trend in consuming the product Yamaha Janus and success in Vietnam market During the internship at Yamaha Town Quang Tuyet, I have gained a lot of valuable knowledge, professional experience and skills thanks to enthusiasm of the guidance Mr HOANG Van Quang and others staffs In spite of having troubles in lack of knowledge about the motorcycle business, about soft skills and a lot of obstacles from customers, by utilizing the advantages and overcoming difficulties, I quickly overcame and collected many useful lessons about the motorcycle industry, sales and other important skills I hope that after this internship, I have capacity of graduating with high score and easily get familiar to future occupation 37 LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com Appendix Table 4: The products are sold by Yamaha Town Quang Tuyet Kind of vehicle Product line Model Janus STD- BJ71 Janus Janus DX- BJ72 Janus PRE- BJ73 NVX 155 ABS Motor Scooter NVX NVX 155 STD NVX 155- B634S NVX 125- B641 Nozza Acuzo Grande 2BM5 Grande 2BMA Acruzo STD- 2TD1 Acuzo DX- 2TD2 Sirius Cơ Sirius Đĩa Sirius Sirius Đúc RC Sirius FI- 1FCC Sirius FI- 1FC8 Motorbike Sirius FI- 1FC9 Jupiter Jupiter RC Fi Jupiter GP Exciter RC 150 Exciter Exciter GP 150 Exciter CM 150 Sporty clutch motorbikes TFX TFX 150- BY71 LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com Appendix 2: Questionaire Please take a moment to fill out survey questions for us to improve our products and services in order to serve customers better Please select and circle answers for the following questions: Your full name:………………………………………………………………… Address: .Tel………………… Gender: a) Male b) Female Your age: a) < 20 years old b) 21- 35 years old c) 36-45 years old d) > 45 years old Your monthly average income: a) < million VND b) From – 10 million VND c) From 10 – 15 million VND d) From 15 – 20 million VND a > 20 million VND In the coming time, you and your family have demands for new motorbikes? a) For Sure b) Maybe c) No What types of motorbikes you and your family like if purchase? (You can choose multiple answers) a) Motor Scooter b) Motorbikes c) Sporty clutch motorbikes What is the price at which you are willing to pay for your favorite motorbike? a) < 20 million VND b) From 20 – 30 million VND LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com c) From 30 – 40 million VND d) From 40 – 60 million VND e) > 60 million VND Please assess the importance level of the following criteria when you buy automatic motorbikes: – Not at all important; – Very important Criteria 7.1 Quality 7.2 Brand 7.3 Engine 7.4 Design 7.5 Price 7.6 Sale points 7.7 Support service 7.8 Economic features* (*): Economic features: fuel consumption, costs for maintenance and replacement of parts Which type of media you get to know the product? (Question with one answer) a) TV/ radio and press b) Internet, social network c) Referral by acquaintances d) Store System Thanks for answering our questions and your cooperation! LUAN VAN CHAT LUONG download : add luanvanchat@agmail.com ... of marketing mix activities for Yamaha Janus Scooter in Yamaha Town Quang Tuyet a Product Policy Yamaha Janus Scooter which Quang Tuyet Company is distributing that is the perfect combination... date, invoice number, name of salesperson Based on the information in the Yamaha Janus selling invoices, I filled out the respectively information in the data sheet To assist buyers of Yamaha Janus. .. solutions for Yamaha Town Quang Tuyet to develop its business in Janus product So far, the number of customers bought Yamaha Janus has increasing significantly Hopefully in the future, Yamaha Town Quang