Certificate of Businees Managemnt

Certificate of Businees Managemnt

Certificate of Business Management Presented By Lê Châu Tuấn MBA CEO “Former Marketing Director Unilever Vietnam” © THE INTERNATIONAL PRACTICAL BUSINESS MANAGEMENT www.ipm.edu.vn Quản trị kinh doanh …… • Làm kinh tế: Tạo khách hàng • Phối hợp hoạt động để tạo hài lòng cho khách hàng • Nhận tưởng thưởng với giá trị lớn cơng sức © THE INTERNATIONAL PRACTICAL BUSINESS MANAGEMENT www.ipm.edu.vn Quá trình phát triển Production Era Sales Era Marketing Era © THE INTERNATIONAL PRACTICAL BUSINESS MANAGEMENT Relationship Marketing Era3 www.ipm.edu.vn Chúng ta học… Cách tạo khách hàng Cách trình bày ấn tượng Nghệ thuật đàm phán Cách làm khách hàng hài lịng © THE INTERNATIONAL PRACTICAL BUSINESS MANAGEMENT www.ipm.edu.vn Cách tạo khách hàng © THE INTERNATIONAL PRACTICAL BUSINESS MANAGEMENT www.ipm.edu.vn 5 Câu hỏi thiết yếu Sản phẩm bạn gì? Giá trị tăng thêm mang lại? Tốt KH có? Mục tiêu bạn muốn đạt được? Độ khó, thời gian để thành cơng? © THE INTERNATIONAL PRACTICAL BUSINESS MANAGEMENT www.ipm.edu.vn Buyer’s Steps Decide R E Y U B Close Rationalize Justify Transfer Ownership Education Initial Interest Validate R E L L SE Educate Initiate © THE INTERNATIONAL PRACTICAL BUSINESS MANAGEMENT www.ipm.edu.vn Needs Before Wants Maslow’s Hierarchy of Needs (Source: Hoffman et al 2003, Marketing: Best Practices, 2e, Thomson, South-Western, Ohio, USA ) Self Actualization Esteem Social/ Belongingness Safety Physiological © THE INTERNATIONAL PRACTICAL BUSINESS MANAGEMENT www.ipm.edu.vn The Marketing Environment Source: Hoffman et al 2003, Marketing: Best Practices, 2e, Thomson, South-Western, Ohio, USA © THE INTERNATIONAL PRACTICAL BUSINESS MANAGEMENT www.ipm.edu.vn Bước tạo khách hàng Chuẩn bị Mở đầu Trình bày Kết thúc Đánh giá © THE INTERNATIONAL PRACTICAL BUSINESS MANAGEMENT www.ipm.edu.vn 10 ... INTERNATIONAL PRACTICAL BUSINESS MANAGEMENT www.ipm.edu.vn Needs Before Wants Maslow’s Hierarchy of Needs (Source: Hoffman et al 2003, Marketing: Best Practices, 2e, Thomson, South-Western, Ohio, USA )... THE INTERNATIONAL PRACTICAL BUSINESS MANAGEMENT www.ipm.edu.vn The Marketing Environment Source: Hoffman et al 2003, Marketing: Best Practices, 2e, Thomson, South-Western, Ohio, USA © THE INTERNATIONAL