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
Trang 22.2 Five forces model of Vinamilk 10
2.3 Business model canvas of Vinamilk 13
Trang 3IV Budget 94V Conclusion 95
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Trang 12newbusinessesneedtohaveinnovationwithdifferentquality.However,thedifference needstobeparallelwiththecorevaluesofthebrandandcustomers.
2.3 Business model canvas of Vinamilk
BUSINESS MODEL CANVAS VINAMILKKey partnersKey activetiesValue
propositionsrelationshipCustomerCustomer segments
Trang 13BUSINESS MODEL CANVAS VINAMILKKey partnersKey activetiesValue
propositionsrelationshipCustomerCustomer segments
Trang 14Thelawofacountryisafactorthatgreatly affects the business strategy of an enterprise In Vietnam, the element of food safety and hygiene is placed on top of the list and
Trang 17Technological factors in Vinamilk's PESTEL model
Trang 27- 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.
Trang 28Segment the dairy market by income
- Less than 5 million/month:Lowincome,onlyenoughtopayforbasicneeds,rarelypay
Trang 29Vinamilk 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.
Trang 47over 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
Trang 48prior 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
Trang 56In case a customer refuses to use Vinamilk's products because they are using acompetitor's product, the sales staff should:
Trang 60Step 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)
Trang 63Step 7: After-sales care
Trang 64Biểu đồ doanh thu từng năm của Vinamilk
Năm2022ghinhậnlợinhuậnsauthuếcủaVinamilkvềmứcthấpnhất7nămvàriênglợi nhuậnquýIVthấpnhấtkểtừquýI/2018.
Doanh thu từng quý năm 2022 của Vinamilk
Trang 65Doanh thu thuần năm 2022 và mục tiêu doanh doanh thu những năm tới của Vinamilk
Trang 66II Training and recruitment programs of the company
Trang 69For 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
Trang 70* (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)
Trang 71Step 3: Integration, probation & probation assessment
Trang 72Recruitment chart for sales staff at Vinamilk
Trang 80III Promotion and evaluation program
Trang 81Remuneration policy makes the difference of Vinamilk
1 Timely recognition of employee contributions
Trang 83● Corporate culture activities: Withtheviewthatthespirituallifeofemployeesis