(Tiểu luận) vietnam dairy products joint stock company vinamilk

MINISTRY OF EDUCATION AND TRAININGUNIVERSITY OF ECONOMY - FINANCE HCMC

-REPORT:SALE MANAGEMENT

“VIETNAM DAIRY PRODUCTS JOINT STOCK COMPANY - VINAMILK”

LECTURER: NGUYỄN ĐỨC CÔNGTEAM: 2

SUBJECT CODE: MKT1127E_B07TEAM MEMBERS: ĐINH SƠN HÙNG

ĐỖ NGUYỄN HOÀNG NHI TÔN CHÍ PHI

NGUYỄN THỊ TRÀ

2.2 Five forces model of Vinamilk 10

2.3 Business model canvas of Vinamilk 13

IV Budget 94V Conclusion 95

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newbusinessesneedtohaveinnovationwithdifferentquality.However,thedifference needstobeparallelwiththecorevaluesofthebrandandcustomers.

2.3 Business model canvas of Vinamilk

BUSINESS MODEL CANVAS VINAMILKKey partnersKey activetiesValue

propositionsrelationshipCustomerCustomer segments

BUSINESS MODEL CANVAS VINAMILKKey partnersKey activetiesValue

propositionsrelationshipCustomerCustomer segments

Thelawofacountryisafactorthatgreatly affects the business strategy of an enterprise In Vietnam, the element of food safety and hygiene is placed on top of the list and

Technological factors in Vinamilk's PESTEL model

- Elderly people aged 65 and over (5.5% of the population of Vietnam): Regularly use calcium supplements for the body, using powdered milk instead of liquid milk.

Segment the dairy market by income

- Less than 5 million/month:Lowincome,onlyenoughtopayforbasicneeds,rarelypay

Vinamilk Sure Prevent is a milk product for the elderly with a high content of Plan Sterol to help restore the health of the sick, the elderly and those who eat poorly.

over wide geographic areas In contrast to the line organization, the line and staff organization provides the top sales executive withagroupofspecialists-expertsindealer and distributor relations, sales analysis, sales organization, sales personnel, sales planning, salespromotion,salestraining,ser-vice,trafficandwarehousing,andsimilar fields This staff helps to conservethetopsalesexecutives’timeandfreesthemfrom excessively detailed work Theymakeitpossiblefortheirchiefstoconcentratetheir effortswheretheyhavethemostskill.Ifthetop sales executive is not equipped, through

prior training or experience, to handle certain problems, staff specialists assist in increasing over-all effectiveness ofthedepartment.Similarly,bydelegatingproblems involving considerable study or detailed, analysis to staff executives the top sales executive has more time for planning and for dealing with higher-priority matters.Therefore, this organizational structure is verysuitableforVinamilk,because Vinamilk is a large enterprise and hasawiderangeofproducts,itisveryreasonableto

In case a customer refuses to use Vinamilk's products because they are using acompetitor's product, the sales staff should:

Step 2: Start the conversation with the most effective customer: Understand thepotential customer (identify the common problem)

-Whydoyouwanttobuyahomerightnow,andwhatisyourbiggestrequestforthis home(helpingtheclientsolvetheproblem-wanttoheartheclient'sstory[previous pain]that]–startaconversationwithaquestion)

Step 7: After-sales care

Biểu đồ doanh thu từng năm của Vinamilk

Năm2022ghinhậnlợinhuậnsauthuếcủaVinamilkvềmứcthấpnhất7nămvàriênglợi nhuậnquýIVthấpnhấtkểtừquýI/2018.

Doanh thu từng quý năm 2022 của Vinamilk

Doanh thu thuần năm 2022 và mục tiêu doanh doanh thu những năm tới của Vinamilk

II Training and recruitment programs of the company

For example: Employers may pose a number of situations that can happen in reality and ask sales candidates to solve, such as:

The next shift employee has an unexpected problem, so he comes to work late or can't come to work in time to tell the manager or he himself has an unexpected problem, so he is late or can't come.

The customer asked to buy milk but it was out of stock.

Customers come to complain because the milk has a problem, the milk has expired

* (However, depending on the position, the level or requirements for recruitment aredifferent, usually if you apply for the position of a salesperson, the interview onlystops at the first stage)

Step 3: Integration, probation & probation assessment

Recruitment chart for sales staff at Vinamilk

III Promotion and evaluation program

Remuneration policy makes the difference of Vinamilk

1 Timely recognition of employee contributions

● Corporate culture activities: Withtheviewthatthespirituallifeofemployeesis