(Luận văn) poor sales management at sing swee bee vietnam co , ltd

UNIVERSITY OF ECONOMIC HO CHI MINH CITY t to International School of Business ng - hi ep w n lo ad ju y th yi Tran Thanh Dien pl n ua al va n POOR SALES MANAGEMENT ll fu m oi AT SING SWEE BEE VIETNAM CO., LTD at nh z z jm ht vb MASTER OF BUSINESS ADMINISTRATION k om l.c gm n a Lu n va y te re th Ho Chi Minh City - 2019 UNIVERSITY OF ECONOMIC HO CHI MINH CITY t to International School of Business ng - hi ep w n lo ad y th ju Tran Thanh Dien yi pl n ua al va n POOR SALES MANAGEMENT ll fu m oi AT SING SWEE BEE VIETNAM CO., LTD at nh z z om l.c gm SUPERVISOR: Dr Thu Phan k jm ht vb MASTER OF BUSINESS ADMINISTRATION n a Lu n va y te re th Ho Chi Minh City - 2019 SUPERVISOR’S REPORT ON THE THESIS PROPOSAL SUBMITTED FOR DEGREE OF MASTER of BUSINESS ADMINISTRATION t to ng hi The thesis proposal title: POOR SALES MANAGEMENT AT SING SWEE ep BEE VIETNAM CO., LTD w Student Name: Tran Thanh Dien n lo Supervisor: Dr Thu Phan ad General comments: y th ju • Remarks on the student’s attitude: yi …………………………………………………………………………… pl ua al …………………………………………………………………………… n • Remarks on the assignment’s academic quality: va n …………………………………………………………………………… fu ll …………………………………………………………………………… m oi Overall assessment: nh at  Meet requirement for submitting z z  Not meet requirement for submitting vb  No  Other………………………… n a Lu Supervisor’s signature om − The Turning plagiarism percentage: l.c gm  Yes k − Did the student follow the report schedule? jm ht Other remarks: n va y te re ac th si t to Table of Content ng hi ep Executive Summary w Chapter I: Problem context n lo I.1 Introduction ad ju y th I.2 Problem context yi Chapter II: Problem Identification pl ua al II.1 Problem mess n II.2 Problem justification va n Chapter III: Solutions oi at nh III.3 Actions plan m III.2 Alternative solutions ll fu III.1 Cause validation z z III.4 Conclusion vb jm ht Supporting information k Appendixes gm References om l.c n a Lu n va y te re ac th si t to Executive Summary ng Sing Swee Bee is a company group from Singapore In Vietnam, they are operation with hi ep two companies: Sing Swee Bee Vietnam specialize in trading with Cylinder, valves and refrigerants and other is Sing Industrial Gas specialize in gases Sing Swee Bee is facing w n with sale decrease recently Therefore, researcher choose the Sing Swee Bee Vietnam is lo ad an object for research Initially, researcher use the sale data support from person in Sing ju y th Swee Bee Vietnam to identify the symptom in the organization Then research contact to yi key person in the company to interview to find the potential problem Researcher use pl the interview guideline get information from customers service and sale manager There al ua are many potential problems are deployed related to weak sale strategy, sale staff n decrease, customer complaint, loss big customers, threat from competitor…After that, va n using literature review and theory inform to analyze the data interview, researcher find fu ll out the main problem in Sing Swee Bee Vietnam is poor sale management: Limited of m oi sale strategy, Weak sales leadership and Weak sales force Base on theory inform and nh famous paper, researcher find the solution for poor sale management and plan detail for at z it: action plan, expense, time line and expectation Then, bring alternative solution back z k jm are possible or impossible to help the company better ht vb to Sale manager to conduct the action plan via interview in-depth to choose the solutions om l.c gm n a Lu n va y te re ac th si t to Chapter I: Problem context ng I.1 Introduction hi ep The Company backgrounds Sing Swee Bee Group (SSB Group) is the holding company of Sing Swee Bee w n Enterprise, SSB Cryogenic Equipment and SSB Cryogenic Services lo ad Sing Swee Bee is a Singapore Company which established in with general export as its ju y th primary business activity Over the years, the company has grown strategically to yi encompass trading of industrial gas cylinders, valves, refrigerants, CNG and industrial pl gas related products as part of its host of business services The company continues to al n ua fulfil the huge demands on various industrial gas products, specialty and rare gases, supplying them to the gas and energy industry in the Asia Pacific region va n Today, the company is proud to establish itself as the largest stockiest of industrial gas fu ll cylinders and valves, and leading refrigerant supplier in Southeast Asia SSB Vietnam is m oi a subsidiary of SSB group was founded in 2000 at nh Over years working, SSB Vietnam build a customer’s network from the north to south z but not follow any form They sell for whole customers with the same price and z jm achievement such as a supplier of Samsung and Aqua ht vb not have a policy to protect distributor However, at the present, SSB get some k Sing Swee Bee Group has subsidiaries which are SSB and SIG in Vietnam gm Table 1.1 Branch structure of Sing Swee Bee Group in Vietnam Sing Industrial Gas Vietnam Co., Ltd (SSB) (SIG) om l.c Address: Room 2B, 2nd Fl., Nice Address: Room 2B, 2nd Fl., Nice Building, 467 Dien Bien Phu St., Building, 467 Dien Bien Phu St., Ward Ward 25, Binh Thanh Dist., HCMC, 25, Binh Thanh Dist., HCMC, Vietnam n a Lu n va Sales Office Sing Swee Bee Vietnam Co., Ltd My Phuoc IP, Ben Cat Town, Binh Town, Binh Duong Prov, Vietnam Duong Prov, Vietnam ac NE5B, My Phuoc IP, Ben Cat th Address: Lot B-3B5-CN, Road NE5B, y Warehouse/Factory Address: Lot B-3B5-CN, Road te re Vietnam si t to Sing Swee Bee Group products in Vietnam ng SSB only sells industrial gas cylinders, valves, refrigerants but the company does not hi ep produce them In contrast, SIG manufactures and sells industrial gas cylinders, valves, refrigerants, w n CNG and industrial gas lo ad The Company organization ju y th Chart 1.1 Sing Swee Bee Vietnam organization structure yi pl al n ua General Manager Mrs Xuqin n va ll fu Customer Service staff Accountant staff oi m at nh Sales staff z z k jm ht vb Chart 1.2 Sing Industrial Gas Vietnam organization structure Human Resources staffs n n va Operation 20 staffs a Lu Customer Service staffs om Sales staffs l.c Accountant staffs gm General Manager Mr CS y te re ac th This essay focuses on analysis to find solutions to problems that occur at SSB companies si t to I.2 Problem Context ng SSB Vietnam is facing with sales revenues decrease, from VND 31,399 million in 2016 hi ep to VND 29,016 million in 2018 to VND 26,953 million in 2018 as it has shown in Table 2.1 below: w n Table 2.1 Sales revenues of SSB Vietnam, 2016-2018, Unit: million VND lo ad ju y th 1,638 yi 2016 2018 2018/2017 1,650 1% 2,170 32% 238 -17% 992 317% 3,044 41% 3,409 12% 21% 6,571 33% -11% 1,616 -31% -56% 2,152 70% 20% 3,982 21% 7,750 13% 1,245 -49% 287 2,165 Q1 4,090 2,624 2,335 2,882 1,266 2,741 3,281 Q2 8,247 6,883 -17% 1,388 2,460 77% 2,506 3,271 31% 18% 4,200 2,735 -35% 2,762 1% Q3 8,093 8,466 5% 7,863 10 1,978 1,637 -17% 874 11 4,426 4,363 -1% 1,964 -55% 12 4,566 2,734 -40% 1,931 -29% Q4 10,969 8,734 -20% 4,769 -45% TOTAL 31,399 29,016 -8% 26,953 -7% n ua al om 2017/2016 jm pl 2017 va n 4,933 ll fu oi m at nh z z ht vb 3,857 k l.c gm -7% -47% n a Lu n va y te re si ac th Source: SSB Vietnam (2018) t to SSB Vietnam is operating in two segments: Cylinders & Valves and Refrigerants ng Cylinders and valves are usually sale combine together, hence the researcher put them in hi ep one table for simpler to discover And the order segment refrigerant is separate to another table Look at the table in percentage, the grow rate is not good both cylinder & w n Valves and Refrigerant lo ad Look at the table, the total revenue dropped about 8% from 2016 to 2017 and continue to ju y th down to 14% in 2018 compare with 2016 It is easier to discover the table by quarter yi instead of year The signal in the 1st quarter was quite good In 2018, it increased 61% pl compare with 2016 The revenue raised rapidly al ua However, in the 2nd quarter, the revenue was declined n Then in the 3rd quarter, this signal was better, we had the positive number in 2018 with va n increasing 5% and negative only -3% in 2018 fu ll Unfortunately, in the 4th quarter, the revenue decreased considerably 55% is the figure m oi of revenue drop in 2018 The chart 2.1 below will illustrate more visually the change in at nh sales over the period of 2016-2018 z Chart 2.1 Changes in sales by quarters from 2016 to 2018 (1.000 VND) z ht vb k jm 12.000 10.000 gm 8.000 l.c 2016 om 6.000 2017 n a Lu 2018 4.000 n va 2.000 Q1 Q2 Q3 Q4 y te re ac th si t to Percentage of Cylinder/valves and refrigerant: ng In Sing Swee Bee company, sales volumes of the company is decreasing The volume of hi ep sale in year 2016 to 2018 as follow chart: Chart 2.2: Volume of sales from 2016 to 2018 (1.000 VND) w n lo Cylinders & Valves Rifrigerant ad 35.000 y th 30.000 6.325 6.120 ju yi 25.000 n va 25.074 2018 6.120 6.130 22.896 21.063 at nh 6.325 Cylinders & Valves oi Rifrigerant 2017 m 2016 ll fu - n 5.000 ua 10.000 21.063 al 15.000 22.896 pl 20.000 6.130 25.074 z z ht vb Although, in general total degree but the structure is not impact to both products, just k jm cylinders and valves impacts Percentage of refrigerant is also increasing om l.c gm n a Lu n va y te re ac th si t to money directly allow customer’s debt If you were they, will you agree to work with SSB ng or find other suppliers hi ep Interviewer: How many sales in your company SSB? Do they have a good cooperate togethers? w n Respondent: uhm Right now, we only have one sale manager to handle everything lo ad related to sale ju left one? y th Interviewer: From pass to now, you have only one or we used to have some and now we yi pl Respondent: We used to have in the pass and right now we have only one The main ua al reason I not know clear, you can ask sale dept to get clearer? n Interviewer: Do you know why people left the company? va n Respondent: The company fired because they not work well Others left because fu ll they not happy with directors and salary also m oi Interviewer: Do you have any difficult related to stock, products or delivery? at nh Respondent: Right now, we have a lot of stock I see that the sale amount is not good z compare with pass Many products are still in our warehouse You came here, I hope that z you can help our company growth better than now Beside that, delivery now is a serious vb jm ht problem when we cannot accept to delivery with the small quantity, customers have to come to our warehouse at My Phuoc 3, Binh Duong province k gm Interviewee: So, what you think about this issue? It is related directly to Customer l.c service Department? om Respondent: Yes, it is my responsibility But cannot change without any order from my a Lu director For me, we can combine small order to help them free for ship They can wait a n little time but can have free charge delivery It is very good to support customers like this va n thing y consider? Original, well-know, guaranty… te re Interviewer: When customers decide to buy Sing Swee Bee products, what they ac th si c 31 t to Respondent: It depends one customer is dealer or trader, for dealer who always consider ng about the discount price first, payment term, easy to sell, free delivery… but for end user, hi ep they consider about the quality first, the payment term and price Interviewer: What is the strategy from the director/ HQ? Do we work well? w n Respondent: No dept for customer because in the pass we met some big cases related to lo ad this thing Currently, we meet a Triyard case in Vung Tau, they are bankrupt and we ju goods y th cannot collect money It is very risky for selling with payment term, hence no money no yi pl Interviewer: If you are the main person to make decision everything in SSB, what will ua al you to help it better? n Respondent: Actually, I now know Maybe, find more sell, to conduct many change of n va policy to adapt market trend fu ll Interviewer: Thank you very much for your time with this interview oi m Respondent: you’s welcome at nh z z k jm ht vb om l.c gm n a Lu n va y te re ac th si c 32 t to In-depth Interview the person taking over current business ng Interviewer: Hello Mr Phong hi ep Respondent: Hello Interviewer: Thanks for your time to share with me about the information of your w n company to help me conducts thesis lo ad Respondent: Don’t mention it y th Interviewer: Thanks The first question, I would like to ask you what the company ju business status currently is? yi pl Respondent: As you know that Sing Swee Bee as a company working in gas industries ua al Our head quarter in Singapore We are working with many kinds of products related to n gases In Viet Nam, we have manufacture in My Phuoc Industry Zone, My Phuoc Town, va n Ben Cat District, Binh Duong Province We also have sale office in Ho Chi Minh City at fu ll Dien Bien Phu Street, Binh Thanh District Our customers are in nation wild oi m Interviewer: What are you selling? at nh Respondent: We are selling cylinder and valves for compressed Oxygen, Nitrogen, z Argon, Carbon Dioxide (CO2), Dissolved Acetylene (D.A), mixed gases and Ethylene as z well as the supply of both loose cylinder and pallet refills In addition, SIG Vietnam vb jm ht supplies the following refrigerants: R134A, R401A, R404A, R407C and R410A, available in either disposable cans or cylinders, ranging from 13.6kg to 100kg k gm Other services and offerings provided by SIG Vietnam include rental of storage Tanks and a Lu Interviewer: So, who are your customers? om pipeline systems, gas purging as well as transportation of gases l.c ISO tanks, EPCM (Engineering, Procurement, Construction and Management) for gas n Respondent: Oh, actually our customers are not limited in any field as long as they using y ac th welding For food, they use gas nitrogen and Carbon diauxic to make a gas or increasing te re welding, ship building and in Food & Beverage also They are using for cutting and n va gas for production You can see that with our products, we can supply for metal, plastic, pressure of gas inside bottle c 33 si Interviewer: How can you manage your customers? t to Respondent: In the past, sale man manages customers by themselves For every develop ng new customers, they need to discuss with sale team, this new customer is already work or hi ep not We have a weekly report and excel and not use any software to manage customers and employees We are having a meeting every Saturday Morning to discuss about the w n action that we did whole week and plan to meet new customers if have next week This lo ad thing can avoid aver lapping customers between sale man in a team y th Interviewer: Why don’t company devise customers for easier to manage by division or ju area as an example? yi pl Respondent: Actually, you can see our sale man is not much and big enough to device ua al customers by area or division You know that, we are only having a company car to move n to visit customer and hard for us to devise customer by area We will consider to separate va n for sale man in team division for easier to mange but it not does at the moment fu ll Interviewer: What is the process of the sale in SSB Company? Is are any difficult to oi m impact sale result? at nh Respondent: Currently, our process is very easy When sale men have an order from z customer after visit, test product at their factory, convince purchaser change from their z current brand to Sing Swee Bee brand, build relationship… We will delivery our products vb jm ht to the customers However, maybe you know, working in Viet Nam, we have to give customer a debt, even trading customer or end-user customers The time for payment k gm usually one week, 30 days or even 60 days Some time, they get the debt and pay when l.c ever they make new Purchasing Order and get landing products, they will pay the previous om debt and continue to work with this circle and not care how much they own You know a Lu that, two years recently, our sale grow rate is drop down 8% white in the past the grow n rate is too high A half of our customers not return to buy our products Almost they si c 34 ac Interviewer: How many sales in your team? Do they have a good cooperate togethers? th situation, if not we have to find another way if we not want to bankrupt y happy to share with you to find the best way to help Sing Swee Bee Viet Nam past this te re Especially, I lost big customers to make our revenue drop so deep Today, I am very n va complain about the price, the payment term, delivery… many reason for complaining t to Respondent: You know that, Sing Swee Group establish two company in Viet Nam, one ng company is Sing Industrial Gas operating in suppling, refilling gas and producing Liquid hi ep Nature Gases The order company is SSB Viet Nam I am in charge of SSB Viet Nam and you know that, only me working in sale dept We used to have people in our department w n but now left already Hence, the cooperation in my team at the moment is need sales lo ad man take part in y th Interviewer: You mention that you have use to have sales men in Sing Swee Bee Viet ju Nam, but now only you are still working Can you share with me why it happened? yi pl Respondent: Uhm, I will share a little bit about our company to you First, our company ua al not have a company trip, hence when some one come to our company and they all of n them surprise with this thing The other thing that our company policy is very serious and va n in case if sale can not reach the target, the company will let them go The market in our fu ll company is not potential than year ago We have more competitors, the products life is m oi very long time, up to 20 years or 30 years and when we sell to the customer, it takes time at nh to sale another Purchasing Order And some other factor to make them left the company z Interviewer: Amount of your current products, which ones you focus on? Does the z company have any issue in stocking, selling…? Take more information about the quality vb jm ht and price Respondent: As I share with you, our company has operated with many kinds, but at the k gm moment Sing Swee Bee Viet Nam just work for Cylinder, Valve and Refrigerants l.c However, the company status in Cylinder and Valve is not good because of many reasons om related to Human Resource, Market trend, new competitors… At the moment, we focus on a Lu refrigerant because Viet Nam is the developing country and growth is very fast with a lot n of apartment, central mall, super market, hotel… are building The automotive and a lot of va n factory are appearing so much All above things need to use air condition to adjust the air si c 35 ac field have the sample general issue: Stocking is a problem, when we stock so much the th company will change to focus on refringent Talking about the issue, we can see that every y Without refrigerants, air condition can not make air cool or cold This why, from now our te re And you know, the refrigerant is a main material to make air condition work well t to money flow will be limited but if we can not stock, we hard to sell Customers at the ng moment are very smart They will consider the price first instead of the brand name like hi ep the first joining this market A lot of company import directly from China to Viet Nam with the better price buying via local trading In case, if they consider about the quality, w they will buy the old one imported from many famous country like japan, USA, Canada… n lo ad The price is lower than the new cylinder BITC and it is still the big problem in our y th company ju Interviewer: Does SSB have many competitors? What is the strength and weakness of yi pl SSB products? ua al Respondent: Actually, we have many competitors like Hoang Bao, Viet Nhat, Dong Nai n Gas… They are importing for their needs and they found that this market is lack of va n competitor The MOQ (Minimum order quantity) is bigger meaning lower price, hence fu ll beside purchasing for using, they buy for trading About the weakness and strength of m oi Sing Swee Bee products, it is not different too much compare with other brands It bases at nh on perspective of customers, especially Asian perspectival Asian people always think that z Products are made in USA or Japan are always higher quality compare with products are z made in China However, this thing is not true all the things An example for Apple brand, vb jm ht it made in China So, for this issue, we have to consider many factors as well as quality and standard k gm Interviewer: When customers decide to buy Sing Swee Bee products, what they l.c consider? Original, well-know, guaranty… om Respondent: You know that Sing Swee Bee is a company in Singapore, hence when a Lu customers hear about our company name, they are very trust and believe that our quality is n quite good However, some customers said that they buy because of sale man Products n va have Certificate of Original and Certificate of Quality are good for them Because when y te re government come to check, they can show these documents and prove that they are good, Interviewer: What is the strategy from the director/ HQ? Do we work well? ac th especially the company register in ISO si c 36 t to Respondent: Actually, Head Quarter in Singapore have a differ strategy In Singapore, ng they are focus on Cylinders and Valve because they export to many countries to get hi ep revenue and benefit But in other branches are different, especially in Viet Nam market, they would like to focus on refrigerants instead of Cylinder and Valve Market trend is w n change, we need to adapt this thing Spend money and time to invest for small value and lo ad long cycle life time is not worth y th Interviewer: If you are the main person to make decision everything in SSB, what will ju you to help it better? yi pl Respondent: You Know that, at the moment, our sale revenue is decreasing, especially ua al related to Cylinders and Valves because we lost some loyal customers and develop new n customers very low Beside the high price because we sell through Sing Swee Bee va n Singapore, we are also not having a payment term, it means no dept for any delay payment fu ll Pay money and have products And our policy is still not having a promotion for customer m oi like other competitors, especially Viet Nhat Competitor They are giving customers Hat, at nh T-Shirt… when they have an order Maybe, the problem has a little come from sale z performance when they recruit sale men are not having experience in same field before, so z it takes time to develop and maintain customers with the best way as the other people vb jm ht approach and take care The most important I can share with you that cylinders and Valves have cycle lift time are very long, as I told you it is about 20 years or 30 years k gm Interviewer: Any idea you would like to share with me om teachers can help us develop over than currents l.c Respondent: When you this thesis, I hope that with advisors from you and your n a Lu n va y te re ac th si c 37 t to In-depth Interview sale take over – Alternative solution ng Interviewer: Hi Mr Phong hi ep Respondent: Hi It is nice to see you again Interviewer: I am very appreciating you spend your time to make another interview about w n the sale managing After I investigate your company and sale value I would like to give lo ad some suggestion to have your opinion about the solution is possible or impossible y th Respondent: Okey Good idea I would like to hear about this thing ju Interviewer: First of all, we found that your company have many issues need to improve yi pl You are in charge manage sale dept, hence you can understand more than me ua al Respondent: uhm n Interviewer: I would like to share with you three solution through my research to deal va n problem in your company: limited of sale strategy, sea force and leader ship fu ll Respondent: So, how can you deal with this thing m oi Interviewer: I will go one by one session For limited of sale strategy, there are three at nh thing to deal with this: promotion to attract customer, improve delivery term and accept z payment term z Respondent: I not thing promotion is a good thing for us, because our company is vb jm ht operating in industrial field, we have to find customer to introduce, test and supply them Interviewer: Yes, I know But we should any promotion like discount or public k gm relation… we trust give promotion with a big quantity order Example: customer will have om Respondent: Ok good How about the other? l.c 10 cylinders and valves if they have single order with 1000 cylinders and valves a Lu Interviewer: For improving delivery term, we can combine small quantity to big quantity, n thing this just make customer waiting a little time, but they spend money to received n va products This thing can help customer satisfy instead of rejecting small order or charge ac we can combine for free delivery if customer can wait th Respondent: Ok good At the moment, our MOQ is about 50 products If order smaller, y te re customer si c 38 t to Interviewer: The third thing is related to finance In Sing Swee Bee policy, why not ng you agree with market trend If we not agree for payment term, we will lose a lot of hi ep customers Respondent: Yes, I know this thing But you know, we have many issues with customer w n about the payment, especially with a big issue with Triyard customer They are bankrupt lo ad and cannot pay for us For this thing, the point from Head Quarter in Singapore is disagree y th with payment term So, your suggestion is not adaptable in our company ju Interviewer: Uhm So sad to hear this thing For sale force, I see that your company is yi pl lack of sale man Right now, Sing Swee Bee is only people: Director, manager, ua al customer service and finance I suggest that you should hire people in your company, n the money you spend is not big enough, instead of you pay 15.000.000 VND for one va n person hire, you can pay lower (around 12.000.000 VND) and other you can increase fu ll incentive, this thing will encourage sale man work harder and better The more they work, oi m the more they have at nh Respondent: Yes, your idea is great I though to find employee to in charge current z business and expand market with high salary to in courage them But I also worry about z that, in the first time if sale man cannot have a big purchasing order, they will get low vb jm ht salary and maybe the will give up, it will impact their behavior and bad result Interviewer: Can you build a ladder for them? Devise the level of incentive an example k gm Respondent: Ok I will try your suggestion l.c Interviewer: Beside that, in your organization, I sure that some of them will very good om and working hard So, to keep them close with the company in long term, I suggest you a Lu should reward them This reward maybe not big but to encourage them work harder and n happier with the company This is the key think to help company growth stability An va n example: Buffer couple tickets (about million) for employee have an excellence in the si c 39 ac easy and good to motivate not only in sale department, but also in other departments th Respondent: Uhm Let me discuss about this thing with director, but this thing is very y certificate and give money (about million) also te re quarter in luxury restaurant or congratulation them in front of company meeting/ record by t to However, to conduct this solution, we need to wait new sale man pass probation in ng months and months to prove that they are working well to support for approval hi ep encourage employees So, I will follow this solution later Interviewer: The last thing, you think about the relationship between Sing Swee Bee w n and Sing Industrial Gas in Viet Nam? One is wife and one is husband It impacts to make lo ad a right and clear decision y th Respondent: Actually, I just tell you that there are many people mention about this thing, ju event in Singapore also, but cannot have result Ms Xuqin – wife used to be a worker and yi pl did not have any good certificate and experience to manage company When Director, Mr ua al CS come to china with journey trip, they met together and have a date After that, he asked n her come to Vietnam to support him, she suddenly from worker to promote to be a va n director in Sing Swee Bee Everybody know thing this but cannot anything to change fu ll Interviewer: Oh Thanks for your information, let me conclude information as follow: m oi To solve main problem in your company, I suggest some ways, but you just choose two at nh way as follow for delivery term: firstly, combine small Purchasing order and wait until to z be a big order to enough free delivery as our policy So, this way is not much more spend z money to conduct solution The dead line for this until we inform to customer change vb jm ht policy Second: Marketing to attract customer: We can give the promotion to customer by get 10 for Purchasing order up to 1,000 cylinders and valves We can limited this bugged k gm up to 1,000,000,000 VND in months first If this way can push sale volume, we can l.c expand the time line About the sea force, we suggest that you should hire sale man like in om the pass because, the market is big but employee has only one person, hence they need After months, we will filter the good man and will conduct a second encourage or n a Lu more to assist Back to the pass, we will recruit people with 12.000.000 VND per month va n reward months later, we will review their performance to make decision keep sign labor si c 40 ac suggest For limited delivery term, instead of a promotion to give customer, I will th Respondent: Ok Let me see For sea force, I will plan to open headcounts like you y solution in sea force combine with one in delivery term te re contract or not However, to make affective by using our solution, you should just one t to choose to combine small purchasing order, this way is not spend much money and it is ng also follow company policy hi ep Interview: Thanks for your help and understand what I would like to I hope that my solution combine with theory will help your company solve the problem w n Respondent: Ok Thanks I have a meeting right now I will contact you later lo ad ju y th yi pl n ua al n va ll fu oi m at nh z z k jm ht vb om l.c gm n a Lu n va y te re ac th si c 41 t to Sales retail and wholesale jobs salary distribution in Vietnam: ng The Sales Retail and Wholesale salaries in Vietnam range between 9,608,576 VND per hi ep month (minimum salary) to 29,894,200 VND per month (maximum salary) The median salary is 18,762,370 VND per month, which means that half (50%) of people w n working in Sales Retail and Wholesale are earning less than 18,762,370 VND while the lo ad other half are earning more than 18,762,370 VND The median represents the middle y th salary value Generally speaking, you would want to be on the right side of the graph with ju yi the group earning more than the median salary pl Closely related to the median are two values: the 25th and the 75th percentiles Reading al n ua from the salary distribution diagram, 25% of people working in Sales Retail and va Wholesale are earning less than 12,766,926 VND while 75% of them are earning more n than 12,766,926 VND Also from the diagram, 75% of people working in Sales Retail and fu ll Wholesale are earning less than 24,814,851 VND while 25% are earning more than oi m 24,814,851 VND nh (Source: http://www.salaryexplorer.com) at z z k jm ht vb om l.c gm n a Lu n va y te re ac th si c 42 t to Sales salary survey 2019: ng hi ep SALARY AVERAGE (Excluding incentive) LEVEL w Median Max 15.000.000 25.000.000 30.000.000 10.000.000 14.000.000 19.000.000 6.000.000 8.000.000 13.000.000 5.000.000 7.000.000 n Min lo ad Manager y th ju Supervisor yi ua al 4.000.000 n Junior pl Senior n va ll fu oi m (Source: www.vietnamworks.com ) at nh z z k jm ht vb om l.c gm n a Lu n va y te re ac th si c 43 t to References: ng hi ep Jobber D, Lancaster G Selling and sales management: Pearson education; 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