WORK EXPERIENCE INTERNSHIP REPORT SALES INTERNSHIP AT MANULIFE VIETNAM COMPANY LIMITED

MINISTRY OF EDUCATION & TRAINING HOA SEN UNIVERSITY FACULTY OF LANGUAGES & INTERNATIONAL CULTURES WORK EXPERIENCE INTERNSHIP REPORT SALES INTERNSHIP AT MANULIFE VIETNAM COMPANY LIMITED Company : Manulife Vietnam Co., Ltd Department : Sales Supervisor : Ms Tran Boi Loi Instructor : Ms Nguyen Thi Hong Lien Duration : July 23, 2022 – September 10, 2022 Student : Le Thi Thuy Doan Student ID : 2191694 Class : TM19112 < September 2022, Ho Chi Minh City, Vietnam > i ACKNOWLEDGEMENTS I would like to thank the school administration, and all the teachers of Hoa Sen University, the Faculty of English Language, who have dedicatedly taught and imparted valuable knowledge to me, creating favorable conditions for me The best way for me to have the opportunity to touch reality is to be exposed to the internal environment of the business through a cognitive internship, it helps me a lot, gives me a clearer view and has real experiences This internship, also helps me hone many necessary skills to support my future work In particular, I would like to express my sincere thanks to my instructor, Ms Nguyen Thi Hong Lien, for enthusiastically guiding, analyzing, contributing ideas, and providing knowledge so that I can complete the report I would also like to thank all the predecessors in Manulife Vietnam Co., Ltd for their enthusiastic help, and support, and for creating conditions for me to approach and fact-finding the situation Due to the limited internship time and limited experience, there will inevitably be many shortcomings, looking forward to receiving valuable suggestions from teachers and your company Wishing you a lot of health, wish your company more and more success Thank you sincerely! i CONTENTS ACKNOWLEDGEMENTs i CONTENTS ii CHAPTER 1: INTRODUCTION CHAPTER 2: INTRODUCTION OF THE ORGANIZATION .3 2.1 General information: 2.2 The business activities: 2.2.1 History of the establishment : .5 2.2.2 Company develepment process: 2.3 The target customers 2.4 The competitors 2.5 The achievement of the company .8 2.6 The organization structure .10 CHAPTER 3: POSITION AND TASKS 11 3.1 Department and working position: 11 3.2 Task 11 3.2.1 Complete the MIT (Manulife Initial Training) course: .11 3.2.2 Design illustration board for customers: 12 3.2.3 Telesales 13 3.3.3 Survey table 14 CHAPTER 4: WORKING ENVIRONMENT 15 4.1 Company facilities: 15 4.2 Working atmosphere .15 4.3 Relationship with colleagues and supervisor 16 CHAPTER 5: SELF-EVALUATION .17 5.1 My strengths: 17 ii 5.2 My weaknesses: .17 5.3 Suggestions for self-improvement: 18 CHAPTER 6: RECOMMENDATIONs 19 6.1 The company 19 6.2 The future interns 19 CHAPTER 7: CONCLUSION 20 REFERENCES 21 APPENDIX 22 iii CHAPTER 1: INTRODUCTION In today's modern day, there are many hidden dangers all around us Therefore, having a life insurance policy is necessary for each of us For you and your family, life insurance plays the role of providing financial protection for your family, creating savings for the future, and financial preparation for a comfortable retirement In addition to protecting life when unexpected risks occur, life insurance also shares risks in the community by taking the majority to offset the few This helps compensate for the loss of the less fortunate, creating conditions for each individual to be confident in living happily, and pursuing big dreams and ambitions in the future Not only that, but life insurance also contributes to society specifically, such as: mobilizing idle capital, contributing to controlling risks, limiting losses and ensuring safety for the economy, create jobs for workers Owning a life insurance policy shows responsibility to yourself, your family and the community is a way to show love in action In Vietnam, the life insurance industry is one of the relatively young industries, starting in 1996 Since then, in the context of deepening integration, the life insurance industry has had many transformations importantly, gradually entering people's subconscious is one of the methods to overcome financial difficulties when facing risks Moreover, it brings a state of mental safety and reduces anxiety to the insured Today, the insurance industry faces challenges and opportunities through the country's socio-economic development Understanding that I decided to work in the insurance field for this internship and the company that I decided to the internship with was Manulife Vietnam Co., Ltd Manulife is one of the leading life insurance companies in Vietnam Manulife is a Canadian life insurance company that has been in the life insurance business since 1887, up to now for 135 years My internship position is as a financial advisor of Manulife working on the 20th floor of HIU building (Hong Bang University), 215 Dien Bien Phu Street, Ward 5, Binh Thanh District, Ho Chi Minh City • For the purpose of the internship is: - Find out the organization and operation of the business, and clarify the advantages and limitations of the business on the sales plan - Finding solutions to overcome the limitations of the business - Analyzing the current situation of sales planning at Manulife Vietnam Co., Ltd - Proposing recommendations to contribute ideas on sales planning at Manulife Vietnam Co., Ltd • My goals are: - Cultivate more soft skills - Learn from work experience - Experience the real working environment CHAPTER 2: INTRODUCTION OF THE ORGANIZATION 2.1 General information: Full name: Manulife Vietnam Co., Ltd Address: Manulife Plaza Building, 75 Hoang Van Thai Street, Tan Phu Ward, District 7, City Ho Chi Minh City Figure 1: Manulife Plaza Building Working address: 20th floor, HIU Building, 215 Dien Bien Phu Street, Ward 15, Binh Thanh District, Ho Chi Minh City Business code: 0301774984 Phone: (028) 5416 6888 Fax: (028) 5416 Email: manulifevn_info@manulife.com Website: https://www.manulife.com.vn Legal representative: Lee Sang Hui Director of the company: Regional Director: Nguyen Hoang Son Logo of the company: Figure 2: Logo of the Manulife Vietnam Co., Ltd 2.2 The business activities: 2.2.1 History of the establishment : Manulife Financial was established on June 23, 1887, Manulife Financial Group has been operating in Canada for more than 120 years and has been doing business around the world for about 110 years now The first chairman of Manulife Financial was Mr John A MacDonald, who was also the first Prime Minister of Canada Manulife Vietnam was established in June 1999 in Ho Chi Minh City, as a joint venture between Manulife Financial Group (60%) and Chinfon Global Group (40%) This was the first foreign life insurance company in Vietnam at that time In January 2001, Manulife Financial Group acquired 40% of Chinfon Global's capital contribution and became the group that owns the Company's entire capital contribution in Vietnam The company officially changed its name to Manulife Vietnam Limited Liability Company 2.2.2 Company develepment process: Manulife Vietnam is the earliest foreign life insurance company present in Vietnam and is currently one of the insurance companies with the largest total charter capital in Vietnam with 15,370,000,000,000 VND as of January 28, 2021 Manulife Vietnam has grown rapidly to become a world-class company providing a wide range of high-quality financial protection products and the best services to Vietnamese clients Since its inception, Manulife has helped more than 1.5 million customers in Vietnam make financial plans for life With a team of professional consultants and strategic partners to distribute insurance products and a network of 87 offices across the country the members as well as does not have specific tasks for them every working day So there are days when I go to the company I don't know what I and feel quite lost 5.3 Suggestions for self-improvement: First, about self-pressure, I met my team leader who is also my mentor to share my difficulties and listen to their advice for a better solution to my problem, Ms The leader and team members also sympathize and encourage and support me a lot Next is to improve communication skills, attend communication skills courses, ask for more advice from instructors, and colleagues and try to practice communication more to improve your skills Finally, talk to the team leader about coming up with specific tasks that I can follow At the same time, it is setting goals for yourself to have direction and motivation to complete the work 18 CHAPTER 6: RECOMMENDATIONS After weeks at Manulife Vietnam Co., Ltd., I noticed some problems in the company and I have a few recommendations: 6.1 The company First, the company's wifi is very weak and often interrupted, leading to the fact that when the counselors study online training courses, they are often out, interrupting the learning, leading to the inefficient acquisition of knowledge Consultants, while submitting the contract due to weak transmission lines, have to repeat this process many times to succeed, leading to reduced work efficiency Therefore, the company should consider upgrading the wifi package to work smoothly and work better Next, the company does not have a specialized department for recruitment and training, but you will be the ones to directly recruit and guide new members The leaders due to too much work cannot handle all the new members Therefore, the training is not highly effective The company should consider having a department dedicated to recruiting and training new members for timely guidance and support 6.2 The future interns First, interns should dress appropriately when going to interviews and working at the company You should carefully research the company and the job you are about to practice to equip yourself You should set specific goals for yourself when working to practice discipline and perseverance Finally, you should look for an internship that suits your future direction I hope future trainees will change in a more positive direction and prepare more carefully for themselves at the beginning of the internship Try to improve yourself every day and accumulate more practical experience so that after the internship, you will have specific career orientations for your future 19 CHAPTER 7: CONCLUSION In the life insurance business, apart from the difficulties brought by normal business activities Life insurance companies also face the difficulties of regulated insurance industry characteristics However, due to the continuous development of socio-economics, along with the growth rate of the industry The company always tries to improve the business environment, organization, service provision as well as effective sales tools policies to improve the competitiveness of its products and services Through my internship and fact-finding at Manulife Co., Ltd., I see that this is a promising company in the industry Over the years, the company's business activities have always had good development, the secret to the company's success is to constantly improve the number of employees, thereby reaching out to many potential customers and constantly improving the quality of services look at the insurance for Vietnamese people in general During my internship at the company, I have accumulated a lot of practical experience and sales skills, drawing out my strengths and weaknesses From there, I will have my plans and goals to improve myself In addition, I have more relationships with colleagues in the company, with the enthusiastic attention and help of the instructor and team members After weeks of internship at Manulife Vietnam Co., Ltd., being trained and surveyed in the sales department, I boldly came up with some solutions with the desire to contribute to improving sales at the company But due to limited personal knowledge, the report does not avoid shortcomings Therefore, I look forward to receiving valuable comments from teachers and friends to improve the report 20 REFERENCES Chi.P.T.&Ly.H(2022).Tìm hiểu công ty bảo hiểm nhân thọ Việt Nam.thebank.vn Retrieved from https://thebank.vn/blog/8885-tim-hieu-ve-caccong-ty-bao-hiem-nhan-tho-tai-viet-nam.html?fbclid=IwAR3JJZNg0EiJRXy7J4HVbnyhW1WCiAJCbbuHlVYYBgVwJ_w3C8LOt5VUdc Quyen.L.T & Chi.P.T (2022).Thị phần công ty bảo hiểm nhân thọ thay đổi năm 2022?.thebank.vn Retrieved from https://thebank.vn/blog/18436-thi-phan-cong-tybao-hiem-nhan-tho-thay-doi-nhu-the-nao-nam-2020.html? fbclid=IwAR0GCkL5gcZB7UAgbvYm6o4KyyhclDoic6gnY5oI6xUt6DrbQBDgRcWpuw 21 APPENDIX SỔ NHẬT KÝ THỰC TẬP Họ tên sinh viên: Lê Thị Thụy Đoan Lớp: TM1911 Cơ quan đến thực tập: Mannulife Vietnam Company Limited Thời gian từ: 23/07/2022 – 09/09/2022 Lưu ý: - Sinh viên đánh số trang liên tục sổ - Sinh viên ghi chép đầy đủ công việc giao, cơng việc hồn tất, kinh nghiệm nhận xét rút từ công việc - Mỗi cuối tuần, SV gửi sổ nhật ký người hướng dẫn xem xét để đánh giá ký xác nhận - Sinh viên dùng sổ để viết báo cáo thực tập - Ghi theo thứ tự thời gian sinh viên phải có sổ riêng dù nhiều sinh viên làm chung quan 22 TUẦN Ngày Công việc giao Kết Khó Khăn đạt gặp phải (nếu có) 23/07/2022 Dự buổi khai giảng để giới thiệu chào mừng ứng viên đến Manulife hướng dẫn sử dụng ứng dụng ManuAcademy Nhắc nhở thời hạn hồn thành khóa học MIT ngày thi Sau buổi khai giảng, ứng viên bắt đầu học MIT 25/07/2022 Đã hồn thành xong khóa học hệ thống ManuAcademy 26/07/2022 Lớp MIT-BLENDED KHỞI NGHIỆP CÙNG MANULIFE VIỆT NAM (8H30-17H00) Tham dự buổi ôn tập, rút gọn kiến thức làm kiểm tra thử Hai kiểm tra điểm trung bình từ 30 trở lên đạt yêu cầu thi Bộ Tài 27/07/2022 8h30-11h30: Tham dự lớp hướng nghiệp 14h30: Thi online trụ sở tài Lầu 3, 264B Lê Văn Sỹ P14 Q3 23 Trong lúc học ứng dụng hay bị lỗi, qua nên phải vơ lại nhiều lần 28/07/2022 9h00-16h30: đến công ty học sản phẩm website https://manulife-mba.axonify.com/training/ index.html#index Sản phẩm học: quà tương lai ILP 29/07/2022 9h00-16h30: đến công ty tiếp tục học sản phẩm (ILP) Họp team: - Nói cách thức telesales - Cung cấp data khách hàng - Chạy doanh số tháng - Tìm kiếm khách hàng tiềm 24 Mạng hay bị treo TUẦN Ngày Công việc giao 01/08/2022 9h00-16h30: đến công ty tiếp tục học sản phẩm Tự học sản phẩm web https://manulifemba.axonify.com/training/index.html#index Về sản phẩm bổ trợ CI Plus & MC Plus Tham gia buổi học Thủ tục hành 02/08/2022 9h00-16h30: đến cơng ty tiếp tục học sản phẩm https://manulife-mba.axonify.com/training/ index.html#index khóa sản phẩm bổ trợ có khấu trừ rủi ro khóa học sản phẩm cancer360 03/08/2022 9h00-16h30: Lên công ty Telesales anh chị hướng dẫn làm Bảng minh họa 04/08/2022 9h00-16h30: Lên cơng ty Telesales Có họp khẩn lúc 14h30 để nói cơng cụ bán hàng cơng cụ tuyển dụng, sách thu nhập Hướng dẫn sử dụng Làm bảng khảo sát nhu cầu bảo hiểm khách hàng, khảo sát tuyển dụng 25 Kết Khó Khăn gặp đạt phải (nếu có) 05/08/2022 9h00-16h30: Lên cơng ty Telesales, thiết kế bảng minh họa Có họp ngắn để bàn địa điểm chia nhóm khảo sát Yêu cầu thành viên 10 người 26 Có người khách hàng từ chối làm bảng khảo sát TUẦN Ngày 08/08/2022 09/08/2022 Công việc giao 9h00-16h30: Lên công ty Telesales Kết đạt Khó Khăn gặp phải (nếu có) Bị khách hàng từ chối nhiều lần Tiếp tục khảo sát Có nhiều khách hàng không đồng ý làm khảo sát 10/08/2022 Có buổi họp để quản lí hướng dẫn sử Vẫn chưa nắm rõ dụng bơng hoa tài excel Được việc sử dụng anh chị trước thị phạm cách khảo hoa tài sát khách hàng để tư vấn cho khách hàng 11/08/2022 9h00-16h30: Lên công ty Tiếp tục học sản phẩm website: https://manulife-mba.axonify.com/training/ index.html#index sản phẩm sống khỏe ngày HCR2019 12/08/2022 9h00-16h30: Lên công ty Telesales Bị khách hàng từ chối 27 TUẦN Ngày Cơng việc giao 15/08/2022 Nhóm trưởng cung cấp data khách Bị khách hàng hàng telesales từ chối 16/08/2022 Kết đạt Khó Khăn gặp phải (nếu có) Các anh chị cách tư vấn bảng minh họa cho khách hàng 17/08/2022 Đi khảo sát thực tế về bảng phân Khách không tích nhu cầu tài chính của khách đồng ý khảo hàng sát và không có nhu cầu 18/08/2022 Tiếp tục khảo sát về bảng phân Cần phải chụp tích nhu cầu của khách hàng hình với khách hàng để xác nhận và gửi quản lý 28 19/08/2022 telesales TUẦN Ngày Công việc giao 22/08/2022 Buổi sáng học lớp khơi gợi phân tích nhu cầu bảo hiểm Buổi chiều làm telesales 23/08/2022 telesales 24/08/2022 Học lớp kĩ thiết kế trình bày giải pháp 29 Kết đạt Khó Khăn gặp phải (nếu có) 25/08/2022 Tư vấn bảng minh họa cho nhóm Vẫn cịn vấp, trưởng nghe chưa trơi chay q trình tư vấn 26/08/2022 Có buổi gặp mặt nhỏ với sếp thành viên từ team khác để làm quen, kết bạn lắng nghe khó khắn cơng việc Và sếp chia sẻ kinh nghiệm thân đưa hướng giải cho 30 TUẦN Ngày Cơng việc giao 29/08/2022 Có họp team để tổng hợp doanh thu tháng chạy doanh số tháng 30/08/2022 telesales 31/08/2022 Telesales 01/09/2022 Đi khảo sát 02/09/2022 Đi khảo sát 31 Kết đạt Khó Khăn gặp phải (nếu có) TUẦN Ngày Công việc giao 05/09/2022 Telesales 06/09/2022 Telesales 07/09/2022 Học lớp “đặt mục tiêu thiết lập kế hoạch” Mục đính nhằm giúp tư vấn viên lên kế hoạch làm việc thật hiệu đặt mục tiêu thu nhập 08/09/2022 Đi khảo sát khách hàng 09/09/2022 Đi khảo sát khách hàng 32 Kết đạt Khó Khăn gặp phải (nếu có) ... current situation of sales planning at Manulife Vietnam Co., Ltd - Proposing recommendations to contribute ideas on sales planning at Manulife Vietnam Co., Ltd • My goals are: - Cultivate more soft... in Vietnam The company officially changed its name to Manulife Vietnam Limited Liability Company 2.2.2 Company develepment process: Manulife Vietnam is the earliest foreign life insurance company. .. Learn from work experience - Experience the real working environment CHAPTER 2: INTRODUCTION OF THE ORGANIZATION 2.1 General information: Full name: Manulife Vietnam Co., Ltd Address: Manulife