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Principles of marketing (vinamilk) 1 THE MINISTRY OF EDUCATION AND TRAINING UEH UNIVERSITY SCHOOL OF INTERNATIONAL BUSINESS MARKETING DEPARTMENT OF FUNDAMENTAL MARKETING GROUP REPORT FUNDAMENTAL M[.]
lOMoARcPSD|22495817 THE MINISTRY OF EDUCATION AND TRAINING UEH UNIVERSITY SCHOOL OF INTERNATIONAL BUSINESS - MARKETING DEPARTMENT OF FUNDAMENTAL MARKETING GROUP REPORT FUNDAMENTAL MARKETING ANALYZING AND MANAGING THE SALES FORCE FOR VINAMILK’S GREEN FARM FRESH MILK Members: Vo Van Huu Nghia Nguyen Huu Hoai Nam Phan Hoang Long Do Nguyen Khang Course code: 22D1MAR50312002 Lecturer: Associate Professor Ph.D Tran Mai Dong - MARCH, 2022 - lOMoARcPSD|22495817 I Introduction Urgency of the topic Research objective 2.1 General objective 2.2 Specific objective 3 Object and scope of research 4 Method II Layout Introduction about Vinamilk and Vinamilk’s Green Farm fresh milk 1.1 Vinamilk 1.2 Vinamilk’s Green Farm fresh milk Sales Force 2.1 Definition 2.2 Classify 2.2.1 The company's sales force 2.2.2 Sales force by agent 2.2.3 Mixed salesforce 2.3 Mission and goal Vinamilk Green Farm fresh milk’s Sales Force management plan 3.1 Marketing strategy and structure for Vinamilk Green Farm fresh milk 3.1.1 Marketing Strategy 3.1.2 Marketing structure 11 3.2 Analyzing and managing the Sales Force for Vinamilk’s Green Farm fresh milk 11 3.2.1 Sales force structure 11 3.2.2 Recruiting, selecting and training policies for the sales force 12 3.2.3 Compensating, supervising and evaluating policies for the sales force 14 3.2.4 Motivation policy for the sales force 15 III Suggestions & Conclusion 16 Suggestions 16 Conclusion References 16 16 lOMoARcPSD|22495817 I Introduction Urgency of the topic In a market economy, along with international economic integration., more and more businesses participate in the product supply market with products and services that are the same or similar, making competitive pressure increasingly fierce To attract customers, improve market share to help businesses survive and develop, each business must find ways to improve quality of products and services, creating value-added services to improve competitiveness To all the above jobs well, every business must have good leaders and an excellent sales force Sales force management plays an important role in ensuring the success of any business A business can provide products and services that satisfy customers about the product element, but not satisfy customers in terms of distribution and regulation of products and the ability and qualifications of the seller, and not care about customers, thereby reducing supplier satisfaction, when given the opportunity Customers will find other suppliers to satisfy them more Therefore, good governance helps businesses have a distribution system perfect from marketing to marketing, sales From there, expanding the customer market, increasing revenue Starting from the importance sales force management, our team has chosen the topic: “Analyzing and managing the sales force at the Company Vietnam Dairy Products Joint Stock Company (Vinamilk) for Vinamilk Green Farm fresh milk products” for research, which outlines a number of responsibilities of managers, sales staff and business methods of the company Research objective 2.1 General objective On the basis of analyzing the current situation of sales force management at Vietnam Dairy Products Joint Stock Company (Vinamilk) for Vinamilk Green Farm fresh milk products, we aim to propose solutions to improve the efficiency of Vinamilk sales force 2.2 Specific objective - Systematizing the theoretical and practical basis of Vinamilk, salesforce and sales force management of Vinamilk for Vinamilk’s Green Farm fresh milk milk - Analyzing and managing the sales force for Vinamilk’s Green Farm fresh - Proposing some solutions to improve the sales force management of Vinamilk for Vinamilk’s Green Farm fresh milk lOMoARcPSD|22495817 Object and scope of research The object of the research is issues related to the management of the sales force of Vinamilk Company for Vinamilk’s Green Farm fresh milk from January to March 2022 Method The topic is researched by the following basic methods: observation method, descriptive method, actual data collection from Vinamilk's website and other relevant reputable websites II Layout Introduction about Vinamilk and Vinamilk’s Green Farm fresh milk 1.1 Vinamilk Vietnam Dairy Joint Stock Company (Vinamilk), HOSE stock code: VNM, is a manufacturing and trading company of milk and dairy products as well as related machinery in Vietnam Vinamilk is the largest dairy company in Vietnam Based on the United Nations Development Programme (UNDP) 2007 Top 200 largest firms in Vietnam report, it was also the 15th largest company in Vietnam and formerly the most valuable public company listed in Vietnam In 2010, it was the first company in Vietnam to be included in the Forbes Asia's 200 Best Under a billion list that highlights 200 topperforming small- and mid-sized companies with annual revenue under $1 billion The company was established in 1976 as the state-owned Southern Coffee-Dairy Company, to nationalize and take over the operations of three previously private dairy factories in South Vietnam: Thống Nhất (belonging to a Chinese company), Trường Thọ (formerly owned by Friesland Foods, best known for its production of condensed milk that was widely distributed across the South) and Dielac (Nestlé) It was renamed United Enterprises of Milk Coffee Cookies and Candies in 1978 It became the Vietnam Dairy Company, formally established in 1993 In 2003, following its IPO to the Ho Chi Minh Stock Exchange, the company legally changed its name to Vietnam Dairy Products Joint Stock Company (Vinamilk) The principal activities of the Vinamilk are to produce and distribute condensed milk, powdered milk, fresh milk, soya milk, yogurts, ice-cream, cheese, fruit juice, coffee and other products derived from milk Vinamilk products such as powdered milk and condensed milk are also exported to the Middle East, Cambodia, the Philippines and Australia 1.2 Vinamilk’s Green Farm fresh milk Green Farm fresh milk – an environmentally-friendly product of Vinamilk New high-grade Vinamilk’s Green Farm fresh milk, a product made of fresh milk sourced at the Vietnamese leading milk producer Vinamilk’s Green Farm with a lOMoARcPSD|22495817 light and pure taste, has been introduced to consumers in Viet Nam Green life Using delicious, nutritional and environmentally-friendly products is trendy in the Vietnamese market It is not only the choice of young people but also of many other groups of customers such as mothers and fathers, or even babies The new product of Vinamilk is not only the choice of young people but also many other groups of customers such as mothers and fathers or even babies Many consumers are now more interested in choosing the “green” factor relevant to processing lines with environmental friendliness and natural protection It is also the reason that the new Vinamilk Green Farm product made of fresh milk from the Vinamilk Green Farm ecological farm system attracted attention immediately upon launch The story of “Green Farm” With a scale of thousands of hectares and tens of thousands of cows, Vinamilk’s eco-farm system stands out due to four factors, including natural underground water source and ecological detention basins, natural food sources rich in nutrients, no use of pesticides and chemical fertilizers, and imported purebred breeds The ecosystem of Vinamilk Green Farm has three farms in the central provinces of Thanh Hoa and Quang Ngai and the southern province of Tay Ninh, with tens of thousands of cows At the farm, the natural groundwater is considered “the source of nourishing life” as it is the water supply source for plants, grasslands and corn, contributing to creating eco-detention basins and keeping the air cool and fresh The Vinamilk eco-farm system also owns fields spanning thousands of hectares, with varieties of Mombasa and Ruzi grass, oats and fresh corn – a natural food source rich in nutrients, which is green and clean for dairy cows The dairy herd at Vinamilk eco-farm is the purebred breed imported from the US, Australia, and New Zealand The farm applies 4.0 technology to monitor the health of dairy cows with electronic chips, and supply diets served by automatic feeding robots The cows also enjoy music, massages and cool baths every day, creating a relaxing and cool living space to ensure quality and nutritious fresh milk With pure fresh milk from eco-farm systems, produced by modern closed technology and canned with premium design in capacity of 110ml, 180ml suitable for daily use, the green farm fresh milk with sugar-sweetened flavors and less sugar, has met the diverse dairy demands of consumers lOMoARcPSD|22495817 Sales Force 2.1 Definition Sales force is understood as the set of structures in the organization of the commercial contract force of a company The sales force is not only a vehicle for selling products, but also an important factor in the implementation of the company's commercial policies Therefore, the existence and development of the sales force is associated with the organization and implementation of commercial activities of the enterprise Sales force is understood as the totality of material and immaterial factors, which is a collection of facilities equipped to best serve the consumption activities of the enterprise's products Sales force is also understood as the entire organizational structure of an enterprise's commercial activities, from senior managers to sales staff According to BusinessDictionary, a sales force is the number of salespeople that are used and managed by a company The sales force is an important bridge between the company and the market, helping to bring revenue to the business 2.2 Classify 2.2.1 The company's sales force Sales force including all employees directly responsible for sales operations This force is of two types: inside sales force and outside sales force Inside sales force Inside the sales force are salespeople who conduct business from their offices via telephone, online and social media interactions, or visits from prospective buyers Most of this force is usually concentrated in the office and rarely has direct contact with customers The majority of customer contact by phone has the main task of promoting sales or providing sales support services, tracking orders, checking stock, inventory This can be used as a primary force within the company or as a support force to support an external sales force Outside sales force Outside sales forces are salespeople who travel to call customers in the field This force is often organized geographically Outside sales forces are responsible for direct contact with customers, usually in the customer's business area This force is used quite commonly in the production of consumer goods, services and industrial goods This force is usually quite large, but they are often well-trained, have product knowledge and often have a progressive spirit, desire to have a good income and have opportunities for promotion; Therefore, it is necessary to establish the most lOMoARcPSD|22495817 effective management policies and methods, this is a very necessary job of administrators 2.2.2 Sales force by agent There are many types of agents, but in general, they are all relatively independent traders whose work is to represent the manufacturer and often enjoy agency commissions The company's agents may have different names and sizes, but they all have common characteristics such as: commissions, costs and sales are directly related to each other; As a result, companies may use agents to reduce sales force costs Agents are often divided into a clear geographical area, have a local sales force quite often, so they will ensure the number of customers in the region quite quickly If the company itself penetrates into these geographical areas, it is much more difficult and laborious, especially for new products Thus, the use of agents will often help the company save costs, penetrate the market more easily and manage distribution networks more effectively 2.2.3 Mixed salesforce Many companies use this type of quantitative sales to quickly field the market The company uses both its own sales force and dealer network to enter a variety of markets Restrictions on how a building materials and interior decoration company can use the company's gear energy to reach and deliver goods to the main contractors at the city table and for these people in the area The remaining addresses such as regions and provinces, the company uses on-site agents This model is effective when the company trains its employees well and provides a good policy for the dealer network 2.3 Mission and goal + Mission: Vinamilk is constantly diversifying product lines, expanding distribution territories to maintain a sustainable leading position in the domestic market and maximize the benefits of the Company's shareholders + Objective: To become one of the leading health food and beverage groups in Vietnam, the company started implementing a project to expand and develop the beverage industry in favor of health and the project to scale back production in the South These are two key projects in the long-term development strategy of the company lOMoARcPSD|22495817 Vinamilk Green Farm fresh milk’s Sales Force management plan 3.1 Marketing strategy and structure for Vinamilk Green Farm fresh milk 3.1.1 Marketing Strategy Products In addition to choosing delicious nutritional products, consumers are increasingly interested in environmentally friendly factors It is not only a trend of young people but also the choice of many customer groups Choosing the "green" factor, many consumers are now more interested in how their products are made, in that process there are elements that are environmentally friendly and protect nature be respected That is also the reason why the new Vinamilk Green Farm Fresh Milk with its milk source from the Vinamilk Green Farm eco-farm system has generated interest right after its launch “Fresh milk from Green Farms helps the product have a delicious, light, and pure milk taste This will be a gift of health from nature that Vinamilk cherishes to give to consumers”, a representative of Green Farm fresh milk brand shared on the occasion of the product launch Selling price Vinamilk has many products, but we will emphasize the pricing strategy of Green Farm fresh milk Despite the competition for profits from foreign dairy companies, Vinamilk has maintained a good reputation since 2008 Many people think that the quality of foreign milk is better than domestic milk, but most of the dairy ingredients in Vietnam are imported from foreign Therefore, today many families choose domestic milk for their children and Vinamilk is one of the best brands, in terms of both quality and price In addition, Vinamilk also improved some products to improve quality and cost Channel Distribution Vinamilk built a wide network, ensuring the fastest delivery of products directly to users Vinamilk's dairy products have become popular and easy to find throughout Vietnam due to the use of main distribution channels, the first channel is the supermarket system, from supermarkets such as Coopmart, Big C to small lOMoARcPSD|22495817 supermarkets such as Vinmart, Family mart, B's Mart The second distribution channel is key accounts such as schools, hotels, restaurants and the final distribution channel is through agents with more than 220,000 stores in 63 provinces and cities in Vietnam (ISAAC 2019) These channels and distributors nationwide have brought Vinamilk's products to all parts of Vietnam with the same quality Due to the development of e-commerce, Vinamilk also develops an online store with the website https://giacmosuaviet.com.vn/ and sells its products through online networks such as Shopee, Lazada, In addition, Vinamilk is always looking for opportunities to expand export markets Many kinds of nutritional products of Vinamilk have been consumed in more than 54 countries and territories Promotion Vinamilk's multimedia marketing strategy focuses on the message "100% pure fresh milk", which both conveys the competitive advantage of the product and increases its credibility to consumers *Advertising - Vinamilk Digital Marketing Campaign Digital channels that Vinamilk uses for advertising campaigns include: TVC: A short trailer with a combination of images, motion, and sound This form of advertising can appear anywhere, such as on HTV7, VTV1, VTV3 with a duration of fewer than 35 seconds Video: Advertising is short but must make a strong impression on consumers through images, sounds, and attraction At the same time, it must reflect the product's image as dairy, playful and lovely With a priority Video Marketing strategy, Vinamilk has become the first consumer packaged goods brand in Southeast Asia to reach one million subscribers on YouTube Radio: Audio Clip 50 seconds but must prove the use of fresh milk For example: + Growing height, healthy body, high resistance, beautiful skin, Online Marketing: Selling online becomes an effective form Vinamilk opens an online sales channel for consumers to order and have home delivery In addition, lOMoARcPSD|22495817 Vinamilk also advertises on websites in Vietnam such as www.vnexpress.com in the form of banners and clips, especially using website optimization (SEO) tools In advertising strategies, Vinamilk promotes unlimited creativity As a company specializing in the production of dairy products, the image of a cow often appears in Vinamilk's ads, especially funny images that attract children such as cows dancing, singing, Vinamilk succeeded in building brand awareness with aggressive marketing and advertising campaigns mainly focused on Vietnamese families (HBR Business School 2019) In the campaign named "Vinamilk 40 years - Rising to Vietnam" in 2016, Vinamilk aims at the happy life of Vietnamese children and nurtures young talents with pure fresh milk Vinamilk has successfully conveyed the message that Vietnamese children will grow up happy and healthy thanks to high-quality products (Vinamilk 2016) In the advertisement titled "Vinamilk Organic Fresh Milk - Pure goodness from a European standard farm on the Da Lat plateau" in 2020, Vinamilk introduced the image of a high-quality product that meets European standards, promising to bring nutrition to the Vietnamese family (Vinamilk 2020) In addition to bringing benefits to people's health, Vinamilk also enhances brand recognition by focusing entirely on environmental issues school and social responsibility *PR Vinamilk is known for many public activities such as the "6 million glasses of milk for poor children" strategy With the noble ideal of improving the race, this program has a great influence and receives the support of the media and people across the country Besides, Vinamilk also contributes to many other community activities In the campaign "1 million trees for Vietnam" launched in 2012, Vinamilk has so far planted nearly million trees in Vietnam, which not only raises people's awareness about the environment but also helps fight pollution and global warming (Law 2020) In the campaign "Vinamilk - Million steps, repel Covid-19" in 2020, Vinamilk donated 60,000 medical masks, 6,000 boxes of hand sanitizer and more than 86,000 boxes of milk to more than 6000 underprivileged children across Vietnam during the Pandemic -19 event (Cung Va Cau 2020) *Discount Vinamilk will hold a lucky draw Customers who buy a carton of 100% pure Vinamilk fresh milk will be entered into a lucky draw with attractive prizes such as ● Free use of fresh milk for year ● Gift box of milk 10 lOMoARcPSD|22495817 ● Free English courses ● Customers accumulate points by collecting box shot stamps, in exchange for gifts ● Discounts according to the program on holidays, Christmas and New Year As a leading company in the food industry, Vinamilk has become a famous brand inside and outside Vietnam, with the desire to provide the best quality to consumers as well as its spiritual value With the classic Marketing Mix 4P model as well as an innovative advertising strategy, Vinamilk has been constantly developing and hopefully, in the not too distant future, Vinamilk will achieve its big goal - to be a brand in the top 50 of the world 3.1.2 Marketing structure _An employee who handles the selling of Vinamilk's Green Farm Milk to all customers in that area Such a trade organization has many advantages since Green Farm Milk is available all over the country It clearly defines the salesperson's job; and since there is only one salesperson in that area, he or she will be the one to take full credit or take all the blame for regional sales This also increases a seller's desire to build a business relationship in the domain, which in turn increases sales performance Finally, since each salesperson commutes only within a certain geographical area, travel costs are relatively low _Vinamilk uses a different force to sell Green Farm Milk than it does to sell different dairy products The Green Farm Milk sales force handles its products that are widely distributed, while the other dairy products sales force handles the others This can lead to difficulties if a large customer is buying many different products from the company This means that the sales staff go back and forth on the same route and wait to be contacted by the purchasing staff of the same customer _Green Farm Milk’s salesperson specializes in making offers with major supermarkets and groceries Organizing a sales force around customers can help Vinamilk become more customer-focused and build closer relationships with key customers, especially with mothers and kids 3.2 Analyzing and managing the Sales Force for Vinamilk’s Green Farm fresh milk 3.2.1 Sales force structure The main sales force of Vinamilk Company for Vinamilk Green Farm Fresh Milk products is the sales staff under the management of the sales director and the 11 lOMoARcPSD|22495817 sales channel manager Each title will perform different tasks but the same goal is to sell many products to the market: - Sales director: The person who is fully responsible for all activities and business of the product, who draws the orientations, strategies, and business policies which are suitable to the market The sales manager must also perform the same duties as any other director including planning, organizing, leading, and controlling - Sales channel manager: has the main task of recruiting and training, creating, monitoring day-to-day business operations, testing and evaluating the sales force The sales manager must have a method to increase the efficiency and capacity of the sales team by leveraging active collaboration of the entire sales team to achieve the revenue target - Sales force: An experienced sales team consisting of salespeople from all over the country has supported distributors to better serve stores, retailers and consumers, and promote Vinamilk's Green Farm fresh milk products The sales team also serves and supports distribution operations and develops relationships with new distributors and retailers 3.2.2 Recruiting, selecting and training policies for the sales force a Recruiting and selecting policies for the sales force Vinamilk's recruitment policy diversifies sources of candidates for titles from qualified candidates with appropriate experience and qualifications This employment is considered without regard to race, religion, sex and age The objective of the selection process is to find qualified and qualified people to work through a fair and objective selection process Labor recruitment process of Vinamilk Content of the process: This process is to guide and allocate responsibilities in labor recruitment, ensure the supply of resources in accordance with the company's planning and policies • Step 1: Make a recruitment request - The unit needs to recruit the report to the Human Resources Department to submit to the General Director for approval 12 Downloaded by hay hay (vuchinhhp8@gmail.com) lOMoARcPSD|22495817 - Once the Human Resources Department has been approved, it will start recruiting • Step 2: Recruiting - Planning recruitment - Establish recruitment committee- Searching for candidates from internal and external candidates- Select profile - Selection - Verification of candidate information- Final evaluation and selection • Step 3: Integration, trial and Appraisal Integration: In order for the new staff to understand the working environment and culture of the company, the Human Resources Department will implement the integration work including:introduction of new staff and related departments through Forms of exchange meet, email introduction , disseminate to the staff policies, content and regulations of the company Trial and Appraisal: Depending on the position of the recruiter, the qualifications and experience of the new employee, the recruiting unit will coordinate with the Human Resources Department to apply appropriate assessment methods in the probationary period Qualified employees will be officially recruited by signing a contract of employment Current recruitment policy: Vinamilk's goal is to be a multidisciplinary group, a global brand with a professional workforce.Therefore, the recruitment policy is geared towards diversifying the sources of candidates for leadership, management and staff b Training policy for the sales force As a salesperson at Vinamilk, you will have training and development opportunities to enhance your knowledge and skills to fulfill job requirements and 13 Downloaded by hay hay (vuchinhhp8@gmail.com) lOMoARcPSD|22495817 challenges Skills and technical training as well as coaching are usually organized locally and overseas There are some sales force training policies of Vinamilk for Vinamilk green farm fresh milk products: - Training for newly recruited sales staff through short-term training programs to improve skills - Organizing learning sessions, exchanging and sharing experiences between department employees help people learn and keep generating new sales ideas - Once new salespeople's working efficiency is improved, they will be assigned more challenging tasks with full support from their managers and colleagues New sales staff will be trained and trained in necessary skills in parallel With practical work experience, they can become the sales channel leader of the company after months and enjoy a decent salary and remuneration Recruitment programs of Vinamilk dairy company create favorable conditions for employees, and at the same time create many good salespeople for the company 3.2.3 Compensating, supervising and evaluating policies for the sales force a Compensating and supervising policies for the sales force As people are the most valuable asset at Vinamilk, they consider compensation as the most effective investment Therefore, salespeople will receive competitive compensation packages relevant to their performance and benchmark to the market Vinamilk also pays special attention to recognition of sales force contribution Supervision is an activity of superiors to ensure that subordinates comply with the objectives, processes and programs set forth by the company Policies to supervise the sales force are important to ensure the sales force achieves its goals The sales supervision policy implemented at Vinamilk includes monitoring the results as well as the behavior of sales staff through reporting, inspection and supervision activities of sales staff at all levels of management and performance appraisal of sales staff 14 Downloaded by hay hay (vuchinhhp8@gmail.com) lOMoARcPSD|22495817 b Evaluating policy for the sales force With the concept that humans are the prerequisite factor to create success for the business, Vinamilk always focuses on the working ability of employees Therefore, Vinamilk has focused on applying the KPI competency assessment standard with separate measures to create an effective chain of operations At Vinamilk, the sales directors will be responsible for promulgating regulations on assessing the capacity of the sales force Thereby creating a chain management process that works throughout all levels in the company's human resources A salesperson of Vinamilk for Vinamilk Green Farm Fresh Milk products in particular and all products in general will be evaluated by the following criteria: sales volume, number of customers, working time overtime, to form operational results From there, a salesperson can be rewarded for outstanding performance or reminded for not meeting KPIs Vinamilk's salary scale is being built according to the Merce system Every month, Vinamilk maintains a sales force evaluation according to the method of Performance Appraisal and Management by objective Evaluation results are the basis for decisions on annual salary increase and year-end bonuses 3.2.4 Motivation policy for the sales force Vinamilk has clear and fair salary policies to ensure that each member of Vinamilk will have a good and satisfactory income for their efforts and enthusiasm In addition, every year, the sales force in Vinamilk will be able to share a part of the company's profits depending on the operation situation to encourage everyone's efforts Performance Appraisal program and attractive annual bonus shows our appreciation to your performance and reflects the fairness among employees Vinamilk established a Trade Union and a Youth Union to operate with the aim of creating opportunities for the sales force to enjoy activities outside of working hours Besides, Health Insurance Program and Transportation Allowance are highlighted benefits that Vinamilk offers the sales force 15 Downloaded by hay hay (vuchinhhp8@gmail.com) lOMoARcPSD|22495817 III Suggestions & Conclusion Suggestions ● The company should set up a fair and suitable system on rewards, fines, and bonus: Rewards, fines, and bonus are one of the fundamental motivational measures for employees These will motivate the workers to work more effectively, promote creativity and encourage implementation ● Focusing on recruitment Recruitment plays an important role in maintaining the prosperity of a company If the recruitment is well-done, the company will always have employees whose skill is so good Additionally, the company will not be able to leave out any talented workers, and approach the new generation called genZ (the generation that promises more energy, well-trained, and creative) ● Focusing training and developing Salesperson Experience is so hard to have, so opening some courses to train the skill, or share the idea, experience for some newbies may be a good idea Thanks to it, employees are able to get new knowledge, update the information better Conclusion Sales Force is one of the most essential departments to any company and business It affects directly on the existence and development of a company because the Sales Force represents the company to customers Therefore, having a good and efficient Sales Force is one step ahead compared with the opponent, and having a suitable and effective policy for rewards, fines, and bonus is also important In addition, attracting talents, training and developing high-qualified salespeople, and motivating employees are extremely essential 16 Downloaded by hay hay (vuchinhhp8@gmail.com) lOMoARcPSD|22495817 References Vinamilk.com.vn https://text.xemtailieu.net/tai-lieu/bai-tieu-luan-thuc-trang-ban-hang-cuacong-ty-cp-sua-viet-nam-vinamilk-373524.html KPI công ty Vinamilk tính chất đặc biệt cần quan tâm (timviec365.vn) https://www.propakvietnam.com/green-farm-fresh-milk-an-environmentallyfriendly-product-of-vinamilk/ https://www.collinsdictionary.com/dictionary/english/salesforce#:~:text=also%20salesforce,that%20company%20selling%20its%20pro ducts (DOC) Human resources plan of vinamilk | trung lq - Academia.edu Tên thành viên Chức vụ Mức độ hồn thành Trưởng nhóm 100% Nguyễn Hữu Hồi Nam Thành viên 100% Đỗ Nguyễn Khang Thành viên 100% Phan Hoàng Long Thành viên 100% Võ Văn Hữu Nghĩa 17 Downloaded by hay hay (vuchinhhp8@gmail.com)