TABLE OF CONTENT INTRODUCTION 1 1 Reasons to choose the topic 1 2 Objectives to implement this thesis 1 3 Subject, scope of research 1 4 Research Methodology 2 5 Structure of thesis 2 CHAPTER I THEORE[.]
TABLE OF CONTENT INTRODUCTION 1 Reasons to choose the topic Objectives to implement this thesis Subject, scope of research .1 Research Methodology Structure of thesis CHAPTER I : THEORETICAL BASIS ABOUT SELLING ACTIVITIES I The role of sales activities Sales definition The function of the seller .3 II The main works of the sellers: .4 III Classification of sellers IV Types of sales Wholesale Retail 2.1 Retail in store .7 2.2 Retail not through the store .7 V Selling process 1.Flowchart of sales process 2.The selling process 2.1 Survey, evaluate, establish relationships with customers 2.2 Create trust and affection with customers : .9 2.3 Detect customer needs : 2.4 Presenting product features, overcoming objectionable ideas 2.5 Closing a sale: 2.6 Serving customer: .10 VI Selling management 10 The concept and role of selling management .10 1.1 Definition 10 1.2 Roles 10 Content of selling management 10 2.1 Organizing sales force .10 2.1.1 Set goals of sales force: 11 2.1.2 Design of sales force structure: 11 2.1.3 Determine the size of sales force: 14 2.2 Remuneration policy of the company 15 2.2.1 Financial offsets: include direct salaries, indirect wages, commissions and bonuses .15 2.2.2 Non-financial compensation 16 2.3 Recruitment and training 16 2.3.1 Recruitment: 16 2.3.2 Selection: 19 2.3.3 Training: 19 2.4 Control and evaluation .19 2.4.1 Supervise activities of sales force: 19 2.4.2 Assessing the operation results of the sales force: .20 I About MM MEGA MARKET company 21 The process of formation and development .21 1.1 Brief introduction about the company 21 1.2 Information about MM MEGA MARKET HA DONG 24 2.Function, mission of MM MEGA MARKET HA DONG 25 2.1 Function .26 2.2 Mission .26 3.2 Positions, Quantity, Levels .31 II BUSINESS PERFORMANCE OF THE COMPANY .31 1.Business plan implementation situation 31 Product and customers 32 2.1 Products Situation .32 2.2.Market and customers .33 III Current situation of sales activities of SF Department in MM MEGA MARKET HA DONG 33 Sales network of the company .34 1.1 Sales model of the company .34 1.2 Saleforce Department Structure 34 Policies supporting sales representatives 35 2.1 Price policy 35 2.2 Policy to encourage customers 36 Policies for salespeople 36 3.1 Recruitment activities .36 3.2 Recruitment source 36 3.3 Incentive policies .38 Business results of Salesforce Department 39 4.1 The result of business 39 4.2 Evaluation 39 The results and limitations of the company in Ha Noi .40 5.1 Results 40 5.2 Limitations 40 CHAPTER III : SOLUTIONS TO IMPROVE THE SELLING ACTIVITIES OF SALE FORCE DEPARTMENT 41 I Basis for recommendation 41 General objectives 41 Target and tasks of saleforce .41 II Solutions to improve selling performance 42 Improving the qualification of sales staff 42 Improving the sales organization structure .42 Enhancing the regime of upper praise and encouragement to sales staff.43 3.1 Incentive and encouragement policies for employees 43 3.2 Bonus mode 43 Recruiting personnel from training schools to gain high professional qualifications .44 Organize activities to supervise salespeople 44 CONCLUSION 45 REFERENCES 46 ABBREVIATION DS Department Supervisor ADS Assistant Department Supervisor F&V Fruit & Vegetables FM Floor Manager BAT Beer and Te NFIF Non-food In-food CSM Customer Service Manager SF Saleforce HR Human Resource HRC Hotel-Restaurant-Canteen SCO Small MMVN MM Mega Market Viet Nam LIST OF TABLE Table List of MM Mega Market Vietnam centers .23 Table List of MM Mega Market Vietnam transfer stations .24 Table Position- Quantity – Level of Employees 31 Table Target sale and actual sale in 2018 and 2019 31 Table Sales & propotion of each department 32 Table The company's specific discount rates .35 Table The quantity and Qualification in saleforce department .36 STATUTORY DECLARATION I herewith formally declare that I myself have written the submitted Barchelor’s Thesis independently I did not use any outside support except for the quoted literature and other sources mentioned at the end of this paper Hanoi, 08/05/2020 Signature INTRODUCTION Reasons to choose the topic In recent years, it has been shown that the majority of Vietnamese commercial enterprises have focused on organizing the source of goods without taking into account the market demand, and especially sales management, which has caused phenomenon of inventory and stagnation of goods, causing great damage to the business itself as well as to the whole trade system In addition, there are many commercial enterprises in big cities that are soon aware of the situation and have correctly determined the role of sales management, organized market research, selling network organization, training professional employees and initially applying some advanced sales technologies such as self-service sales, information network sales Therefore, the face of the sales network (wholesale, retail, export) have made significant changes As a student majoring in Business Administration, the univertity has been equipped with the knowledge and reasoning about the study of Administration During the graduation internship at MM MEGA MARKET HA DONG , I was able to observe and learn more about the problems of business practices, especially the difficulties in selling activities of enterprises With the desire to contribute ideas, offer solutions to help business improve the management of selling activities so that they can consolidate and further develop the market share of business, I have chosen the topic: “Some solutions to improve the selling management in MM MEGA MARKET HA DONG ”as the graduation thesis Objectives to implement this thesis Systematize some theoretical issues about managing sales activities in one business, nalyze the current situation of management of selling activities; Since then, propose some solutions to improve the management of sales activities in enterprise to meet the strategic development goals of center Subject, scope of research The object of the study is the selling activitíe and the constituent elements of the content of sales management in a commercial enterprise and its affiliated stores The project mainly offers ideas for developing advanced retail technology, telephone sales, customer service consulting and completing the traditional sales process but in the direction of increasing the proportion in communication, consulting and customer service activities Research Methodology Based on systematic, dialectical, logical and historical approach The specific methods are analysis - synthesis, statistical methods, methods of benchmarking, modeling, and mapping Structure of thesis This thesis includes components: Chapter I : Theoretical basis about selling activities Chapter II : An overview of business situation in MM Mega Market Chapter III : Solutions to improve the selling activities ofsalesforce department of MM Mega Market Ha Dong CHAPTER I : THEORETICAL BASIS ABOUT SELLING ACTIVITIES I The role of sales activities Sales definition As the economy developed with the appearance of currency, the exchange of goods increased To date, the sale takes place anytime and anywhere across the globe, there is no stopping People buy and sell both tangible and intangible products, things that already exist and those that are not yet available (hope to be in the future), necessary and unnecessary items Every day thousands of new products are launched, there are many new forms of sales appear, invite you from home, just a few keystrokes or computer clicks to complete the purchase So what is the nature of sales? “Sales are the processes of transferring the right to own and use the goods, ending the process by which the buyer receives the goods, the seller acquires the money (or at least has a basis to claim the money) Thereby, we see the sales process involved in the delivery, transpost and payment of goods ” The function of the seller The sales force can be divided into the following four functional groups: sales, executive management, finance and marketing mission -Sales: With this function, the main responsibility of the salesperson is to sell the products of his company, through this work the salesman will show his ability and contribute to the success of the company -Executive management + Planning: Salespeople must know when and where to plan contact with customers + Make a prediction: Predict the quantity and output that can be sold in the assigned territory