(Tiểu luận) company honda motor company

UNIVERSITY OF ECONOMICS AND FINANCE HCMCSUBJECT: SALES MANAGEMENT COMPANY: HONDA MOTOR COMPANYPRODUCT: HONDA AUTOMOBILES LECTURER: NGUYEN TIEN HUYTRẦN ĐOÀN THÚY OANH – 205045319... In th

UNIVERSITY OF ECONOMICS AND FINANCE HCMC

SUBJECT: SALES MANAGEMENT COMPANY: HONDA MOTOR COMPANY

PRODUCT: HONDA AUTOMOBILES LECTURER: NGUYEN TIEN HUY

TRẦN ĐOÀN THÚY OANH – 205045319

TABLE OF CONTENTS

I ABOUT COMPANY, PRODUCT: 4

VI SALES STAFF RECRUITMENT: 13 VII SALES STAFF TRAINING: 15

C Paid Time Off (PTO) / Vacation 19 ● Paid Holidays & Shutdowns: 20

E Honda Associate Lease Opportunity: 21

A Honda's transcript method 23 Uses this method through 4 steps: 23

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B Rotating method: 24 C Oserving behavior method: 25

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I.ABOUT COMPANY, PRODUCT:A Honda Motor Company:

Established in 1996, Honda has been the world's largest motorcycle manufacturer since 1959, reaching a production of 400 million by the end of 2019, as well as the world's largest manufacturer of internal combustion engines measured by volume, producing more than 14 million internal combustion engines each year Honda became the second-largest Japanese automobile manufacturer in 2001 In 2015, Honda was the eighth-largest automobile manufacturer in the world.

Honda is headquartered in Minato The company has assembly plants around the globe These plants are located in China, the United States, Pakistan, Canada, England, Japan, Belgium, Brazil, México, New Zealand, Malaysia, Indonesia, India, Philippines, Thailand, Vietnam, Turkey, Taiwan, Perú, and Argentina.

B Products:

By being known as one of the world’s largest manufacturers of motorcycles and automobiles, therefore, Honda presents to the customer many various options from Honda Motorcycles, Automobiles, Powersports, and Jets to their luxury chain, Acura Automobiles, and other power equipment product Their best-selling vehicles have always been Automobiles ever since And it accounted for 13% of the makes revenue in 2021 In the market share by revenue category, Toyota (12.0%), Ford (7.3%) and Volkswagen (6.3%) take the lead worldwide Honda had a 6.11% market share.

Honda Automobiles:

Honda entered into automobile manufacturing in the late 1960s Its mainstay products like the Accord and Civic have always employed Front-wheel drive powertrain implementation, which is currently a long-held Honda tradition North America is one of Honda’ss main focus areas they have been producing automobiles in America for 40 years and currently operate 18 major manufacturing facilities in North America In 2021, more than 95% of

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all Honda vehicles sold in the U.S were made in North America Honda' lineup includes the Civic, Insight, Accord, and Clarity series passenger cars, along with the HR-V, CR-V, Passport, and Pilot sport utility vehicles, the Ridgeline pickup, and the Odyssey minivan In the fiscal year 2022, Honda's automobile segment earned the highest net sales in North America, amounting to roughly 4.88 trillion Japanese yen In North America, automobile segment sales increased by 4.4 percent year on year (6.8 percent

Honda Clarity

Honda City

Honda HR-V

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Honda CR-V

II SALES ORGANIZATION:

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III SALES PROCESS:

In order to meet the development needs of technology, improve the value of life, and build a brand in parallel with the development of the business and the characteristics of the industry, the sales process of the released Honda car has been released Currently the following steps:

- Step 1: Contact to learn and collect customer information when customers enter the company, sales staff to welcome and invite customers to see the product In the process of conversation, employees must collect at least some basic information about customers At this time, the sales staff will specifically introduce the vehicles that customers aim to Then advise on how to choose the type of vehicle suitable for each different customer - Step 2: Make customer management records, up to the business plan, this is

the analysis of the current capabilities and potential of customers to be able to appreciate their customers and needs, even if this customer buying or not

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buying also need to make detailed records and try to get information and needs of customers to have appropriate business strategies Analysis and customer management will help managers find target customers and have appropriate strategies to improve business efficiency.

- Step 3: Negotiate and make decisions

The negotiation and making decisions based on the determination of the company's capacity.

o If successful (decision): Proposal of pre-feasibility projects and contract negotiations => The two parties agree, agree to sign a contract and perform customer service.

o Failure: Consulting customers based on the company's capacity to offer feasible plan.

Sales staff need to have sales strategies with good communication and persuasion to each specific customer to reach unity, price agreement and product satisfaction If the purchase and sale is conducted, the Sales Department prepares sales records, guides customers to carry out procedures for buying and selling, preferential procedures and careful guidance of promotions, company policies and transferred to Accounting department for payment.

- Step 4: Customer care

In order to ensure the process of customer care to improve the attachment to the business, the repair cycle of maintenance is also very focused by Honda:

o Car check and error reported: Receive the car, record the opinions and requirements of the customer The technician checks the car's error Notes the errors that need to be corrected in the error report, determine the capacity of the company if it is not done, then transfer it to the parent company The service room notifies errors that need repair for customers Advise customers about repair items Quotation for items to be repaired Customers browse prices and report vehicle delivery to customers.

o Receiving and conducting repair and maintenance: Technical departments conduct the repair Check before handing it over to the service room If the repair process arises, consult customers and make decisions.

o Post-inspection and delivery: The service of checking the vehicle before handing it over to the customer, and providing the hotline phone number for customers to call in case of need.

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Disadvantages of the process: Not linking customers with banking services,

causing many customers to get problems during the procedure Product counselors have not been updated regularly, making the advice limited The rotation time between the stages until the time the car is not yet quick.

Suggestion to improve sales process

- Improve the payment system:

Innovating forms of payment, linking banks such as loans to buy cars with low-interest rates, installments, and payments via cards, to make it easier to pay for payments between customers and businesses, create conveniences and safety for customers in the transaction process Regularly updating information, and new products to each private employee still requires not only in the ability to communicate but also to understand and find differences, characteristics, and advantages, new designs of each product line of the company and competitors Therefore, regularly updating information and supplementing knowledge for employees is indispensable - Expanding the major to improve sales quality:

Improving the quality of services, changing some forms of marketing suitable for the opening era, and information technology developed such as online sales, and sales via email, will help reduce the time of trading, thereby reducing costs, improving public relations, expanding market share

IV SALES TARGET

HONDA in December almost reached the monthly sales target that it set for its rejuvenated agency-only business plan The brand sold 1640 units in December, just shy of the 1670 monthly units proposed for its planned 20,000 annual sales The task for the factory and its agents now is to maintain that level for a full 12 months The results for December come as a bit of joy to Honda Australia which had a shaky start to its agency program in July when VFACTS reported a 62.6 percent slump in sales compared with the same month in 2020.

They sold 17,562 vehicles in 2021, with only 6791 – or 39 percent of the total – sold in the last six months Sales grew from 822 units in July to 1362 in November and then 1640 units in December But overall sales for the year were down 40

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percent in 2020, compared with the total passenger car and SUV sector – in which Honda is active – that was up 16.7 percent on the previous year.

Honda said it was “continuing to build momentum through the initial transition phase to 20,000-unit annual pace” In defense of the agency mode, Honda said that 89 percent of its customers “strongly agree that buying a new Honda was exceptionally easy” It also reported that it is “now near the top of Deloitte’s benchmark lead conversion rate for 2021, up 40 percent.”

Honda Australia director Stephen Collins said: “Through our new ‘live’ customer feedback system, we’ve seen 89 percent of customers strongly agree that buying a new Honda was exceptionally easy, while 87 percent gave the new sales experience a top rating of nine or 10 out of 10” He said that the network response to the new buying experience “has also been extremely positive” with the Honda Centres embracing the change “Customers have a significantly better experience under the new model” Mr Collins said.

“But in recent months we’ve seen much-improved results across all areas of our business and the customer response to a seamless and haggle-free purchase process has been very encouraging.

“With Honda Australia now holding all of the stock, we essentially have access to the national stock pool now and unlike many other brands, we can secure vehicles for immediate sale, so we’re positive about what lies ahead for Honda in 2022 Honda Australia launched the 11th-generation Civic in December and now plans to release new models over the next 18-24 months “during which time the entire local Honda line-up will change over to new generation models.”

V SALES BUDGET:

Honda Motors announced its earnings for the full fiscal year 2015 on Tuesday, April 28 The company reported a 17.2% drop in net income compared to the last fiscal year, due to high costs associated with the recall of faulty airbags supplied by Takata Corporation and the hybrid systems used in the Fit and Vezel, and weak car sales in the U.S and Japan.

Total revenues for the year fell by about 3%, but the fall is attributable to the decline in the value of the yen compared to the U.S dollar On a constant currency

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basis, net sales grew by 6.8% for the year Operating income decreased by 13.1% due to an increase in SG&A expenses, including quality-related costs, as well as the negative impact on income from volume and model mix despite a cost reduction contribution and positive favorable foreign currency effects The Japanese automaker forecast a minuscule 0.4% increase in net profit for the full fiscal year 2016, stating that gains from vehicle sales growth would most likely be offset by higher quality-related costs and currency losses.

The Japan-based automaker sold roughly 4.36 million cars in the year, roughly the same level as last year’s 4.32 million The company attributed this decline in sales volume to the negative impact of the economic situation in Japan and weaker than expected sales in the U.S Following the results, Honda forecast 4.75 million vehicle sales for the fiscal year 2016.

Forbes has a $41 price estimate for Honda Motors, which is about 20% above the current market price And in the process of revising the estimates in order to incorporate the latest earnings.

Sales in Japan and North America Decline

During the third quarter, Honda’s sales fell by 3% in Japan compared to last year’s sales In the first quarter of fiscal 2015, sales jumped by 44% helped by the following two factors: 1) A number of people bought cars as they sought to beat an increase in the sales tax to 8% from 5%, which came into effect on April 1; and 2) The introduction of new models and the launch of fully remodeled vehicles, the Fit and Vezel subcompacts, in the region The introduction of new models, like the N-WGN minicar and the Vezel subcompact, also contributed to the tremendous gain In the final three quarters, however, the negative impact of the hike in sales tax was expected to come into effect as a sales tax hike should make people hesitant in purchasing new cars Moreover, real wages in Japan have been falling over the previous quarter and the negative impact of this trend might also have been felt in Honda’s sales.

North America Sales Sluggish

North America is Honda’s biggest market and it accounts for more than 40% of the unit sales During the year, sales in the U.S for the Japanese automaker grew by

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7.6% In the first half of fiscal 2015, sales had fallen by 3% on a year-on-year basis for the company, while it had guided for a 3% increase in overall unit sales for the year Despite that, the company did not cut its guidance for North America for the full year when it announced its earnings for the second half of fiscal 2015 The company was banking on several strategies to lift its sales.

One of these strategies was the model refresh of the CR-V Previously, the CR-V has made up about one-fifth of the total car sales in the U.S Through November, Honda had sold about 302,000 CR-Vs, comprising 24% of its total sales in the U.S In October and November, CR-V sales grew by 30% and 38%, compared with year-ago levels Considering that the U.S auto industry sales are expected to surpass 17 million units in 2015, and the SUV/compact crossover segment is still growing, the CR-V sales momentum could continue well into the next year However, the effect of increased revenues was offset by an increase in quality-related expenses In the first half of fiscal 2015, the company had to recall about 5 million cars in the U.S and Japan due to faulty airbags provided by the Takata Corporation and had a hefty lawsuit filed against it by consumers in the U.S As a result of the recalls, Honda’s priority has shifted from new model roll-outs to the management of recalled vehicles Hence, the lowered forecast for unit sales Additionally, the handling of the faulty airbags situation by Takata was negative p.r., and Honda was made to look quite bad in comparison to the much swifter handling of a similar airbag problem by U.S automaker General Motors.

VI SALES STAFF RECRUITMENT:

Honda Company recruits personnel from two basic sources: the source of the enterprise and the source outside the enterprise.

- Source within the enterprise, limited by the workers who are working in the business but have the need to transfer to other jobs that businesses are in need of recruitment

- Source outside the business: With famous brands around the world, each professional labor school, as well as reasonable remuneration regimes Honda always has a great attraction to the labor market Working for Honda is the dream of many people so the Honda company always finds quality

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human resources from outside The objects Honda Company can search from outside

o Employee has been trained o Employee has not been trained o Unemployed

o Introduction by staff o Self-applying for jobs Honda recruitment process:

1 Application when there are new positions to recruit, Honda Vietnam will post officially post on the website: https://honda.com.vn/tuyen-dung/ if you interested you can go to the website above to refer to the appropriate job position and submit the CV according to the company's form How to apply: Apply in one of the following two ways:

o Method 1: Send the CV according to the model of Honda Vietnam to the mailbox Recruitment@honda.com.vn

o Method 2: Press the "Application" button and attach the CV according to the Honda Vietnam model in recruitment notices

2 Examination: Round of the candidate with standard documents at the request of the job position will be invited to participate in the writing round via email and phone message The location of the writing exam is the headquarters of the company, Vinh Phuc factory For candidates in Hanoi, the company will arrange a shuttle In the writing round, all candidates will have to go through 2 tests: IQ and Foreign Language

WRITING TESTEST

Contents IQ English Japanese (TOEIC) (Grammar) Time 30 minutes 120 minutes 50 minutes *** with the English TOEIC test can be replaced with TOEIC certificates, IELTS, TOEFL IBT & Aptis are still valid and need to send the same

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