luận văn quản trị kinh doanh tìm hiểu hoạt động bán hàng tại công ty tnhh thành hiếu trà vinh

TRUONG EAI HQC TRA VTNH KHOA KINH TIT, LUAT VA NGO4I NGD' BO MON KINU TE BAO CAO rHqc TiM HIEU HOAT DONG TAP TOT NGHIPP BAN HANG TAI CONG TY TRACH NHIDM HVU HAN _ THdONG MAI TH.ANH HIEU Giinsyi6n hudng dAn: NGUYEN THI CAM LOAN Sinh viAn th+.c hian : NGUYEN THI Mi xUYtN Ldp : CAO DING QUAN TRI KINH DOANH B Kh6n:2007 MSSY:212207057 Tri Yitt h, th.itlg 06 r.itr 2010 LoI Md DAU r.1. LtDO CHQN Dt TAI Hien 1ron8 nen kinh ra rhi fdone cir Dudc ra hoar d6rs san xu,t vd kinb doanh dien .a rir .ra dang vi phong phLi !i vay cic doanh nghiep sin xut kjnh doanh. c6c coDg 1y rhuong mai mu6n dfrg vrng ken thi t.ring thi vigc qutu li cong t c b6r hdngllaih€1stc nhanh Dhay, nim bit th6ng tin kinh t6 ciil ihi6! bdm :n rhirru@g vJ dp du.g lhiiu bii- phT Ji iilhuduo.nhiiuhslshormir(ach nhanh nhtit vdi nhiau ching lo?i nhiit, tanh linh tnne u dong. Do d6 cOng Uc phan tich hoai dong ban hdng B .an rhi6t vA khdng lha $iau nong noqt dong kirh douh ndi chung !d d6i vdi c6c c6ng ry thuds m.i n6i ri€ng. Nh6n rhnc ddoc .in auxn r,.ng do 1r1 oi.lnnddai -phdlrich hodr done b6n h,ng crla cilns ty rrtioh nhi€h lriu ha. - rhvdrc Dai Thdnh rrid!.,,1€ Dm bai biio cro rhuc |tp 6r nghiio c, o Ininh du,,g rho, eop pldr nine,ao h,eu qui ho?r dong bdn hdng cn. cOng ry. r.2. MVCTTSUNCHTEN CUU 1,2.1, MUc tietr chung. Ea lai lap trung rnn phan dch cdc hoet ddDg trong cOne tac b6n hrns qja c6ng ty TNHH - TM Thanh Hiau. 1.2.2. Mlc liGu c! thd. EdnI gi, duoc tinh hinh hoat d6ng bdn hdng cn! cOng L' trong nhiing nnn gan day. Ddnl BiA dus. nntng ngr)rn nhn, anl, hr,e.o, rit, Lrr r |Jc ra duoc nhnng bi,;n phiip ldng s6 luqng xe b6n ra vA doanh rhu nhim s6p phiD ddy manh hiCu que b6n hang. cvHD: NsrJ in rhrcih LNn svrH: Nsly8i rtri Mt xuy€i 1.3. PHAM vI NGHIEN Cf,tJ V6 mit khOng gio: d€ $i nghien ctu tren ph?m vi biin hdne cna cong ty tnc lA ten ph4m vi tinh trd vinh. vi thdi gian: thdi gian nghien ctu ld 6 1uan thuc tA! qi cong ty, s6 lieu ilu thdp nong thdi gim 4 ndm (2007-2009), bao g6m cdc s6 I'eu va doanh s6 b6n vd lqi rhu6n cna c6ng ty. Nhuns do ki6n thric va thli gian c6 hd ncn t6i chl tfu irung vno viec phan ch hont dong bAn lC c'i! cOne 1y. Dij tni xoay quanh viCc phan tich thU qc brn hdng, c6c dich lu Long b6n hdn& doanh sd bdn a nlrng nhin 16Anh hudng rdib6nhdne. Noi dung cu d€ tdi gom 3 chuonS: Chtrmg 1: phuong ph6! ludn va phumg ph6p nghien c'ru. Chuong 2. Phen tich hoel dong btn hdng cna c6ng ty TNHH - TM Thanh Hi6u chuong 3. Kdi lu4n. CVHO| Ngoyan ]]li cim Lorn svrll: Ns',,.i lxi M, xuy€n LdI NHAN XET CUA CO QUAN TTII.J. C TAP ,\xra[[NrEqr U;.h /a /a /Jolb MlC LUC rmng PHiN MODAU 1 CHTONC 1. PHUONG PHAP LUAN VA pHIJoNG PH?iP NGHIiN ci u . . . . . . 3 l.r. PHUONG PnAP LUAN 3 1. r.1. khni qunr !a c6ng ly lrich nhiem hnu hin (TNHH) mOr thdnh vieD. 3 l.l.l.l. khdi ni€Dr vi trich nli€,n cua c0ng ty TNFIFI nol thdnh viCn 3 I.1.1.2. Quyan viL Dgti! vu ctid chLl sdhnu c6ng ry 1 1.1.1.3. co cdu r0 chric quzh li c6ng ly. 4 l 1.2. KI6iquiit va doanh nghiap rl drg nai L1.2.1. Khiii ni,rn vd doanh nghiqp thuonS nrai 4 L1.2.2. Dic rrung c,la dornh nghi€p throng nai 5 1.1.2.3. vailro cia doanh nghiap thddng nni 5 l l.3.Khlinienrrivilribl1nlirlls 6 1.1.8. l0gidipl6pb6'rhlingd?rdririau. 15 1.2. PfltloNc PHAP NCHIEN Ci'U . cHrtoNc 2. PHAN ricH Ho,f'rDaNc DAN rAN;;;;" *-"- ' cdNG Ty rNHH - TM THANTT Hr6u . 1'1 2.1. KrAr QUriT v[ cONG Tv. . . : r7 2.1.1. Eic diam tinh hinh hor-l dang cLix cOng ry. 17 2.l.l.l. Qu! rd hiihrhinbcr:iacingrI 17 cvHD: Nguyin rhi cim Loln sv rlr Ne ')in rILLM) l\L'rin avHD Ncuyan lhicim Lod svrH: Neuy!tr rhi Mt xnycn Ldr c,iM oN Da hou ddnh qroc bai bdo c6o, ngoni nhtng kien thtc .ia duqc hgc 1!r trudnC cdn c6 sU gir6? dd tan linh ln lhia nhn ltudng, sq chi bao cia qui 1hay cO t9' trudng dq' h9c Tri Vinh vA Ban si6m .16c, nhAn vi€n lai COng ry TNHH - TM Thdnh Hi6u t?i s6 129, Nguy6n Thi Minh Khai, K I 0, P7, TP TlA vinh. Qua bdi b6o c6o nay 16i xin sti loi cdn tl6n qut thdy cO tdi trudng dai hac TrA Vinh n6i chulg va qui lnay c0 ktoa kinh te n6i.ieng. C6m o su l?n lrnh crla giiio riin hudnC d;n da gilp em trong su6l qud trinh Cdm m s{ nliCr rinh giip do crla gidm d6c ( on8 D TNHH . TM Thann Hidu vA lap ihd nhan vien da C6ng ty nhtng ngudi da tao diau ki€n cho ioi cO co hoi hac h6i tt nh0ne hod done thuc 16. Cudi clng la s{ crrn on ddn eia dinl da tdo InQi diiu kien cho roi hodn Lhanh MOt lin nira xin nhan noi t6i ldi cen m chan ihanh, tbng iri en sau sic, cnng vOi ldi chnc sfc kioe vd thanh c6ns. GVHD: Nguyan Tni C{6 Loan svrH: Nsu)ar fti Mt x!y.i DANH MUc cAc B,{NG, sO Dd, BriU DO Bdng 2.1: Doarh s6 bdD trong 4 nin (2006-2009). Bnng 2.2: Dodnn thu cna c6ng 1y TNHrr - TM Thnnh Hiau. Bi€u dd 2.1 : Sii lLrqng bAn cta c6ng ty TNHH - TM Thdnh lli6u. Bidu dd 2.2: Doanh ihu cna c6ng t ' TNHH TM ThAih Hiau. So dO 2.r.:Co c.:u d chul cOns ly tNttH TV ftahHiaL. SsdO2.2: Quy rlnn bAn hane roicdne q fNHH tM lhanh Hil:u. cvHD: Nsuyan',ni crm Lod svrH: Neuy{n Thi Mt xuyti cAc Tt/ NG T \,tfT TAc . fNHH: Trrch nhi€n htu hqn. TNHH - TM: Trroh nhiCm htu hqn va fiucas m4i. s f' la 3 ii b F ovID: N$yln ftj oib Lh fHAN NQI DUNC CtrUONC I. PHI'O'NG PHAP LUAN VA PHUONGPTIliP NGHTiN C{|U 1.1. PHUO-r{C PHriP LUaN. r.l.l. khdi qtrit v.c6ngty rrrch Dhieo Ii hnn (TN H H) mol thinh vicn. 1.1.1,1. khni nion !n nich nlien ciia cong ty TNHH nqi thlnh !ian. COng r) ,;fh nh,e,n hlu l n ,ndr r d L |fl" Ju-nl 1J1i;p do mot 16 (hnc h,n ch! :ohi- (.au,l"r to, l- !1' o oiu car.g J':, o hn,-i- t :!l nh.em v; cdc khodn nq vd cnc Dghid !u lii sAn khic cla doaDh nshiap rong phan vi s6 vdn didu le cna doanh ngniCp. ( ht :o huu corJ r) !6 qryi, cl Lyi., 1. 'ode rodn b" hoJ ,n r phil \;n diiu lC cna c6ng ty cho td chtc cn nhtu khlc. Cijng rt l NHH DOtrhdnh vien khdngduft quyanphil hinh c6 phi6u. Cdne tyTNtltl nor thinh vien co hrcdch phiip nhan kelnnsiy dudc cip 8i6y chrlng nhin d,ng kt kinh doanh. 1.1.r.2. Quydr va nghia vtr- cnx cli sd lriru c6ng ty. - Qnyai: Quyit dir noidung. snadiii. bdsdng diao lc c6ngly. Quy& dinh cs cju t6 chtic qui,d li cdne 1y, bo nhien. nian nhien, cdch chtic c6c chtcdanhquin ]i cOngly quy didr taidieu 49 cr:i. lLlil .dy. Qurdtdinh diau chiDh vijtr diau le circdng ry. Q.,r;r,-rinh ( c d- 'n li, r'' 1I I t'ln lo c.o,.l,on5000'decd,rdi sdn duqcghirongs6 ke todn ciac6re tr. Quy6t dinh bdn t.ii sin co gi:1 lii b;,ng hoilc ldn hon 50% t6ne gi6 ti lii san duoc ghi trong sO k€ loln cira c6ry ly. '[o chric giiinr siil.lhco dni !l dinh gii ho.I d6ng kinh doanh cna cong ly. Quy6t dinh liec st dltng lqi$uAn. Quy€1 dinh tO chnc |!i c6ng ty. C6c quyan kh.1c quy dnfi lailuit niy vri dii Ie cong ry. svrH: Nguyn,n! Mt ruytrl cvllD, Nenyan rhi ciin Ldm [...]... Trore 4 ndlr hoatd6ngkd rit ng,lykhai rrdonscOng TNHH TM Thinh 1r Hi6udadalduocnhnng ddnhtichdiing tronglinhv& kinhdoanh linhv{c k6 vd xdhoik}6c Tuyc6ng mdilhinhlip khong launhumg cdkinhnghien ty bao di 20 ndmlrongvi€ckinh do.nhxc ein m6y.diduln bin dapginpcdngry nim vnng duoc ciu cndlhilrlrdg !d llrl hieu dnngcna nhu giLip leu khach hnng cOng dirng ty vnn8t.enth! truirrg hon \ i m 2 O O o o d n hh... dong kinht6 crl c6nsty, cOne phaichiunai ty rnichnlien var chir vi phip luerva c6ccarnkdt cta ninh d6i vdi nei t6 chricvd cii nhan $eo hqpd6ngkinh te 'Nhiemvrr: H o a c d , n Lr.6 c h u \r h u h : i n i ; n \ o J ! , t r l o a rd a r , s : d x u i t i n n d o r h h n nlin tid ki6n lqi nhuan del - Hodn rh,nh, nghia d6ivdinhdnudc vu - Ddn bAo lqinhu6n tichlut dC cd cd r,isrinxuatvamdSngviCc kinhdoanh... nig !a dornhnghiap KhIi tl,udng miti Doanh nghiCp rhBong lii t6 chtc kinh t0 hqpphip chuyenkinh doanh nai d€ qua ki6mldi lh6ng hoar d6ng nua bdnhinghoa, hienvatlr€nthi lrudng cdch N6i nraiohn thvchienmua hdns kn6c thidoaDh nshiep thu(nls b6n ho6 rau Nhuviy, c6than6ihoaldongcii doanh nghiCp thuong maili hoatd6ngdich !u, lhtngquxhodL ddngnul brintlenlhi rtudg rhi doanh nghi;pthuons ldm nlai dlchvu chongudilieu... crla h6a doanh ngbi€p 1,1.3,3 ird cia viecbnnl ng Vni Brn hdngc6vailra citnequm vO rrong rroDskinh dornh vdxahoi - B6nhdng kl6ngchi ld ![rng hoatdOnE nhimtho,i hrr nuc tiOu tru6c n;t, nn cnnthuchiencdcchiin ltuc kinhdoanh domhrehiep crla Hoar d6nC hing biln ginpkhdch khong nhlrng hingthol mannhuciu cnr minhnrncontiii l.o khoid6y pldt triennhucaucnakhdch ltng fhrc hittrrotkhiu bin lxnr8 giip doanh nghi.3p... xrictian$umg nai cdcdoanh qua nghiep, cong thuong giripchotrha xuAt 1y mai san kluyech tuong s,in !haD,khoidaynhu cvHD:N$yan ciLn rhi Lom svrH:Nguyai Mt xuy€n rhi ceu kn6ch hans gitp ngudili€u vd di,ng den biel sanphin cnadoanh nghiep d6 do cung c6clhonstin trqc liap va sin pld,nchorgudi tieudnnsthOng cac ciip qua qua ninn vi6 brinhdng catalog La nol c6ns ty tu nhAD giiy phepkinh doanh, c6 luqc nd tdi... D{cftungcn doanh nshiep dichvu cho neuoimuava Iid thudng mai ld doanh Doanh Dshiep n h o g u o i b j n r p h J m a n g o dd ' 1r' u I c r r r r ' r m g o o d d n o \ n m i r o ' l i c l m g n - vi dolnhnshi€p nehiep khdng chrc nanssin xuiitchoncDcdcdoanh c6 r l r n g m r i c d d 6 i r r v n J h o dn C l r \ ; r l ' 1 1 ' F d1 o -h o a nh i n hN dI dd i ; n r nghicp thuogmai gita doanh nghiop... nhnngthuin loirlendi g6pphinkh6ngnhd kongho?t d6ng kilh do.nhcn c6ngty, ain! c6re ly hoatd6ngc6 hieuqunvd dtng vitngren lhi trudng Klrnchhing muaxe cid cdngry se dtrsc nhAnvien cria c6ngty hOrq vi€c hoinrhinhgily td rrtrdc ktiliy bin s6iit nhlnh 2.1.1.4.2 khnn: Kh6 Tuy c6nhiau $uan ldi sone trong loqt dong kinhdoanh cbng cnnskhOng ty lhC finh kidinhtng kh6khtnldn honcft hieuquahoaid6ng cons vddarg... dieDkh6ch nghiep lbuog ln hdng nhtuvil ftungtamcia doanh ph,: mqi cia hiLne phoDg vi dddane, hoatdong doanh rit nai nhucaucnakhdch thoi Diinnhtrciu cn! khdch IiDg cho$n viecphan nghiep rhumgmai Id nhdm nghiep ciingnhrrSina doanh cic nshi€p mon m6i c6ng chuyen hoi Lrong bd dodrh nghiep x!61 sdn rhuongmaibihan hdi sovdidoanh cha - Do linh dic th,i cia doanh nsniap thuong ld lrunggiangin ngtdi san mai... herh6ngqudn li La doanh nhin sin xuil gi6i nln 2009 cln tich Ui BanNhanDanTre do Lddoanh nhintieuviCu cirrinh n.,nr 2009 cvHD:Nsuyan rhicim Lo:i swH: NguFn Mt xuyel rrrj nhnng ntm trinhkhuy6n chothi xn trong bac C6 c6ng dongg6pchochuong nn,n 2008 sichthud nhi nudc c,ia Lddoanh nhan chap hdnlr cncchinh t;r Lhn Nrd 2009, thdn-h chinhrDh hait.i K4, huyfnTi€uCantinhTrnvinh ldp phit lnenmdic0a coDe ty ddnh btrdc... viec ftu th6! c6csii lieu tht cdpit phdngk6 b6n cna congty TNHHbdo,intefrel TM ftadr Hi6uadclc th6ng1inkhdctt sdch, ?hlmg pbrp khio s6tlhuct6' Xn li s,i lieu: da tdi s! dungphumg ph6ptodghqp va phantich, t6nghqP cdcs6I€u thongtin tn d6 dua.a cdcpbanfich rhi avHD Nsuyar cim Lsn rti svrH: Nglytu M9xut€n CI'UONG2 PHANTiCH HOATDqNG BAN HANC CUA CONGTY TNHH_ TM THANHHIfU 2.l.KH,{I euATvi cONcrY 2.1.t.D4c.tianlirh . TNHrr - TM Thnnh Hiau. Bi€u dd 2.1 : Sii lLrqng bAn cta c6ng ty TNHH - TM Thdnh lli6u. Bidu dd 2.2: Doanh ihu cna c6ng t ' TNHH TM ThAih Hiau. So dO 2.r.:Co c.:u d chul cOns ly tNttH. c6 phi6u. Cdne tyTNtltl nor thinh vien co hrcdch phiip nhan kelnnsiy dudc cip 8i6y chrlng nhin d,ng kt kinh doanh. 1.1.r.2. Quydr va nghia vtr- cnx cli sd lriru c6ng ty. - Qnyai: Quyit. ngliep throng m9i. 1.1.2.1. KhIi nig !a dornh nghiap tl,udng miti. Doanh nghiCp rhBong nai lii t6 chtc kinh t0 hqp phip chuyen kinh doanh d€ ki6m ldi lh6ng qua hoar d6ng nua bdn hing hoa, hien