Improving the factors to enhance sales activities at the website www.khoadaotao.vn

I would like to express my deep and sincere gratitude to my supervisor, Professor Tran Thi Thu Giang MA., Head of the Department of Foreign Languages, National Economics University. Her wide knowledge and her logical way of thinking have been of great value for me. Her understanding, encouraging and personal guidance have provided a good basis for the present report. Besides, I would like to thank the company AMICA Corp for providing us with a good environment and facilities to complete this report. The company gave me an opportunity to participate and learn about the operation of the company, and provided me valuable information as the guidance of my report. Finally, an honorable mention goes to our families and friends for their understandings and supports on me in completing this report. Without helps of the particular that mentioned above, I would face many difficulties while doing this project.

Website: http://www.docs.vn Email :1 lienhe@docs.vn Tel : 0918.775.368 ACKNOWLEDGEMENT I would like to express my deep and sincere gratitude to my supervisor, Professor Tran Thi Thu Giang MA., Head of the Department of Foreign Languages, National Economics University Her wide knowledge and her logical way of thinking have been of great value for me Her understanding, encouraging and personal guidance have provided a good basis for the present report Besides, I would like to thank the company AMICA Corp for providing us with a good environment and facilities to complete this report The company gave me an opportunity to participate and learn about the operation of the company, and provided me valuable information as the guidance of my report Finally, an honorable mention goes to our families and friends for their understandings and supports on me in completing this report Without helps of the particular that mentioned above, I would face many difficulties while doing this project Website: http://www.docs.vn Email :2 lienhe@docs.vn Tel : 0918.775.368 TABLE OF CONTENTS Website: http://www.docs.vn Email :3 lienhe@docs.vn Tel : 0918.775.368 INTRODUCTION Sales activities play an important role in enhancing the business and the development of the company In order to carry out long term and short term targets, nowadays, businesses all care much about the training the sales force and completing the factors affecting sales activities After three-month period of internship as a salesperson at the website www.khoadaotao.vn, belonging to AMICA Corp, I found that the sales activities have shortcomings, which need improving Therefore, in the range of my intern report, I chose the topic for study: “Improving the factors to enhance sales activities at the website www.khoadaotao.vn” Study targets: Examine the fact of sales activities at the website www.khoadaotao.vn Find out the reason for the shortcomings that effect on the sales activities Point out some recommendations to improve these shortcomings and develop sales activities This report studied the sales activities at the company AMICA Corp, especially the website www.khoadaotao.vn in the field of providing the service of online advertising In the range of the report, the author uses the study methods such as comprehensive analysis, comparison, observation In addition, the questions are also prepared to interview the employees, especially salespeople to get more information about the fact of sales activities About the structure of the report, in addition to the Introduction, Conclusion, Appendix and References, the report includes four main chapters: Chapter I – Introduction of AMICA Corp Chapter II – The theoretical framework used to the website www.khoadaotao.vn Chapter III – The weakness of factors affecting sales activities at the website www.khoadaotao.vn Chapter III – The weakness of factors affecting sales activities at the website www.khoadaotao.vn Chapter I – Introduction of AMICA Corp Website: http://www.docs.vn Email :4 lienhe@docs.vn Tel : 0918.775.368 Overview of AMICA Corp 1.1 History and development of AMICA Corp AMICA Corp is a corporation providing solutions to develop businesses The phrase AMICA is the abbreviation of Accomplishment of Management by Intelligence, Creation, and Aspiration The corporation was established on the first, July 2007, managed by the people who were managers and administrators of multinational companies, researchers in Vietnam who studied management and business development in developed countries In fact, almost Vietnamese businesses are small and middle ones, who have to face problems related to changing business strategies, developing trademark, training and supplementing human, applying new technology in management and business The businesses often look for solutions from the companies, who provide individual services of each major field Thus, this activity takes them much of time and cost much of fee Moreover, the solutions from different sources can be easily lack of internal synchronism while the businesses need an entire solution to balance human resources and to build key competitive ability Being aware of that fact, AMICA Corp provides solutions to develop business basing on researches and a deep knowledge of businesses’ fields and characteristics AMICA Corp researches businesses in totality range from general strategies to detail activities According to the result of researches, AMCIA Corp suggests suitable solutions within general strategies, ensuring the ability of putting into execution and synchronism of solutions, and bringing the most effect to businesses 1.2 Organization of AMCIA Corp The head office of AMICA Corp is at 41A, Tran Quang Dieu Street, Dong Da District, Hanoi with three telephone lines for three business fields, each of which has its own website They are www.amica.vn for the field of providing solutions to develop business in forms of training courses, www.nguonvieclam.vn for the field of providing recruitment information to job seekers and providing human resources to businesses, and www.khoadaotao.vn for the field of providing training and learning courses for learners Since AMICA Corp has just been established for three years, the organization structure is not full worked and does not reach a necessary standard One person must deal with not only his/her duty, but also others’ work Website: http://www.docs.vn Email :5 lienhe@docs.vn Tel : 0918.775.368 - One general director is responsible for all the activities of three websites and the whole company He himself is a professor in the training courses of AMCIA Corp - One human resources director is responsible for managing human resources such as recruiting, managing database of employees He is also the customer service director, generally responsible for caring customers of two websites www.nguonvieclam.vn and www.khoadaotao.vn In addition, he is the major administrator of the website www.nguonvieclam.vn, which provides businesses’ recruitment information to job seekers and provides service of seeking the most suitable candidates to businesses, and www.khoadaotao.vn, which plays a bridge connecting trainers and learners, who have needs of study - One accountant does accounting to keep and develop capital and asset of the company, paying taxes, calculating salary for the whole employees, and many other duties related to accounting In addition, this accountant also works as other positions, such as administrator of website www.amica.vn, salesperson, customer care staff, and switchboard staff for all three fields of the company - Information Technology (IT) person must ensure the fluency of the internal and external network system It means that all the tasks of installing software and hardware; ensuring security for three websites against hackers; finding solutions for Website: http://www.docs.vn Email :6 lienhe@docs.vn Tel : 0918.775.368 the spring problems related to technology must be done to make sure the best IT condition for the whole company’s activities 1.3 Business field and business activities 1.3.1 Service of providing solutions to develop business in form of training courses AMICA Corp owns three different websites for three business fields The website www.amica.vn is the official one for the first field: providing solutions to develop business All the activities of the website are presented in the following chart: AMICA Corporation Training management Consulting, organizing and developing human resources Specialty training Marketing Finance Human resources Supermarket management Consulting strategies Business strategies Financing - Accounting Marketing strategies Human management Distribution channel Skill training Leadership skill Sales skill Supervision skill Project management skill Job-seeking skill Developing human resources Consulting human Providing human Leasing human Outsourcing Building trademark Managing informatics & E-commerce Trademark building Identification system Market positioning Intelligence owning Trade representative E-commerce Website designing E-advertising E-advertising agent Media & Promotion PR, events Media Advertsing film Exhibition & fair Managing informatics Consulting informatics solutions Management softwares Activities of the website www.amica.vn 1.3.2 Service of providing information about recruitment The official website for this field is www.nguonvieclam.vn, consultants of which are holding key positions in International Corporations The website provides online recruitment services for candidates who are seeking for a job Besides, the website provides service of senior human recruitment according to business’ needs by looking for profile, interviewing preliminarily, assessing the qualifications, experience, characters of candidates in order to save time and cost for business The website specially focuses on the fields: - Sales and fast moving consumer goods marketing - Finance and Banking Website: http://www.docs.vn Email :7 lienhe@docs.vn Tel : 0918.775.368 - Foreign trade - Information Technology - Telecommunication - Auditing/ Accounting - Tourism and Hotel Inland and foreign big corporations who used and high appreciated this service are Pepsi, Trung Nguyen Corporation, ITL, VOBECO, HBC, HG Travel… Moreover, the website includes many articles of career orientation, necessary skills for jobs and major courses Thus, more and more people visit the website to seek opportunities of job, promotion for them The guidelines for activities is “www.nguonvieclam.vn – where talents radiant” 1.3.3 Service of providing information about training to the learners Nowadays, there is a big shortage of personnel who are basically trained and have skills suitable with their job Therefore, the website www.khoadaotao.vn is established as an information channel to develop ability of community, a bridge connecting the people need to study and trainers This helps enhance Vietnamese people’s ability, develop knowledge and our economy to compete with other countries The major services of the website www.khoadaotao.vn for users: To learners and the people who care about training: - Finding quickly the suitable course such as developing aptitude, practicing working skill, adding knowledge, enhance working level The courses are classified scientifically with searching engine, which is easy to use - Getting enough information about the course such as teaching content, pictures, tuition, and online registration with the trainer… - Choosing the most suitable trainer in the database, which includes hundreds of inland and foreign trainers and educators - Downloading the e-lecture, documentary information on every field for study from “Electronic library” - Sharing learning and career experience with other people - Getting favours or scholarships from inland and foreign programs To the trainners and educators: - Broadcasting quickly the training courses with full of information, pictures of courses and trainers to the right objectives Website: http://www.docs.vn Email :8 lienhe@docs.vn Tel : 0918.775.368 - Sending quickly information to tens thousand learners via “Courses news” Getting feedback about the course via email - Advertising courses attached pictures, teaching document - Spreading trademarks and training programs via trainer’s special introduction section, outstanding courses on the homepage, and logo/banner at the attractive positions - Uploading “Lecturer library” to share knowledge and broadcast trademark - Uploading “Favoured courses” to attract learners and agglomerate spreading, approaching learners with www.khoadaotao.vn The website is administered by the Board of Administration including consultants, trainers, and experts in many fields The fact of sales activities at the website www.khoadaotao.vn 2.1 Product and business field According to these characters above, readers can see that product of the website www.khoadaotao.vn is services rather than objects on display The duty of salespeople is to buy advertising services on website to trainers, who provide training courses The services include: - Advertising training courses with no pay within 30 days - Advertising training courses with special regulations - Broadcasting trademark on the homepage with banner/logo - Broadcasting trademark on the inside page with banner/logo 2.2 Sales force management AMICA Corp is a small company with limited human resources of four members while there are three business fields, so each employee must take other duties beside his/her major job For example, the director himself is a salesperson as well; the accountant herself is a salesperson and switchboard staff, too In fact, every one in the company is salespeople and there is no real sales force for the website www.khoadaotao.vn That one person must take many duties will result in overloading for them; therefore the working result is not as good as expected, especially sales activities are not invested and moderately cared Moreover, the sales force is not methodically trained from the time they are recruited All the knowledge and information about types of customers, competitors, strategies, or products must be methodically taught before the sales force enter the battle However, all the information is just retransmitted from the old salespeople to Website: http://www.docs.vn Email :9 lienhe@docs.vn Tel : 0918.775.368 the new ones Therefore, the salespeople cannot get enough information and knowledge for their job This influences badly on their strategic planning to compete with other websites, presenting and demonstrating to the customers, etc On the other hand, the motivation for sales force is not strong enough to encourage them loving their work Many salespeople came and went only because the salary and good-treatment policies of the company, which until now have not been improved yet, were not good The sales force is considered as making money engines of the company, and squeezed their labour to fetch money to energize the website and the company On their return, they just get dissatisfaction with the company’s policies 2.3 Process of selling of the website www.khoadaotao.vn The website www.khoadaotao.vn provides online broadcasting services to trainers, and they use online advertisement form, which includes both traditional advertisement and direct marketing to bring their service to their customers The emarketing strategies have been used rather effectively in their business via the performance and the facility of the website, which is easy for user to use However, sales force does not know how to apply sensibly e-marketing to their work Sometimes they abuse it while they not take advantage of it in the process of selling at times That affects a lot their sales activities Website: http://www.docs.vn Email 10 : lienhe@docs.vn Tel : 0918.775.368 Chapter II – Theoretical framework used for the website www.khoadaotao.vn Sales force management In this report, the theory used and applied to the situation of the website www.khoadaotao.vn is section of Sales force management from The principle of Marketing textbook by Philip Kotler and Gary Amstrong It includes the activities of training, compensating, supervising, and evaluating the sales force 1.1 Training salespeople Many companies used to send their new salespeople into the field almost immediately after hiring them They would be given samples, order books, and general instructions Training programs were luxuries To many companies, at raining program translated into much expense for instructors, materials, space, and salary for a person who was not yet selling, and a loss of sales opportunities because the person was not in the field Today’s new salespeople, however, may spend anywhere form a few weeks or months to a year or more in training The average training period is four months Training programs have several goals Salespeople need to know and identify with the company, so most training programs begin by describing the company’s history and objectives, its organization, its financial structure and facilities, and its chief products and markets Sales people also need to know the company products, so sales trainees are shown how products are produced and how they work They also need to know customers’ and competitors’ characteristics, so the training program teaches them about competitors’ strategies and about different types of customers and their needs, buying motives, and buying habits Because sales people must know how to make effective presentations, they are trained in the principles of selling They learn how to divide time between active and potential accounts and how to use an expense account, prepare reports, and route communications effectively 1.2 Compensating sales people To attract salespeople, a company must have an appealing compensation plan These plans vary greatly both by industry and by companies within the same industry The level of compensation must be close to the “going rate” for the type of sales job and needed skills Website: http://www.docs.vn Email 21 : lienhe@docs.vn Tel : 0918.775.368 manager clearly understands this difficulty, but such high quotas are still set to encourage the sales force to follow up Yet, at times, it brings unexpected results from the salespeople When they try their best to complete the quotas but the result is always lower than what they must reach, then they feel exhausted, weary and stressful, which brings badness to their spirit and performance in sales activities Positive incentives The company sometimes makes parties for the whole company to sit together, chatting about things different the work on several occasions When one employee get sick, he or she will gets the allowance of two hundred thousand VND from the management Although the money value is not considering, the sales force feel encouraged and consoled, which partly offsets their effort However, it is not really enough for the expectation of the sales force of the company The management had better give more incentives to the salespeople if he wants sales activities to develop further The shortcomings in the process of selling In theory, the general selling process includes seven steps as following: Step – Prospecting and Qualifying Step – Pre-approach Step – Approach Step – Presentation and Demonstration Step – Handling Objections Step - Closing Step – Follow up This process is also applied to the sales activities at the website www.khoadaotao.vn The report will analyze each step in the situation of the website www.khoadaotao.vn and find out the shortcomings in several steps, which affect the whole process 2.1 Step – Prospecting and Qualifying The website www.khoadaotao.vn is the website that provides services of online advertising to the trainers who want to advertise their training courses and to attract the learners The task of the sales force is to sell as many services as possible and the potential customers are defined to be these trainers mentioned above However, a customer is summarily qualified through their location and special needs when its Website: http://www.docs.vn Email 22 : lienhe@docs.vn Tel : 0918.775.368 name is found somewhere on the magazines, newspapers, which is not enough to qualify a potential customer All the names of trainers are considers as potential customers of the website and the greeting emails in the next steps will be sent to all kinds of trainers without filtering The advantage of this is that the sales person can cover all the customers without missing out any, which means the opportunities to sell are higher However, when the salesperson does not find the information to qualify the customers, it results in wrong strategies later, which may wreck all the process 2.2 Step – Pre-approach After defining the qualified potential customers, the salesperson continues to look for the information of the customers he or she tends to approach by access the website of customers or the information of customer on the website of AMICA’s competitors For example, the competitors of the website www.khoadaotao.vn are www.hieuhoc.vn, www.lichkhaigiang.vn, or www.hocgi-odau.vn… Like www.khoadaotao.vn, these webs have the services of introduction of trainers These services allow the trainers to registry and upload the information about the trainer to broadcast the brand The sales force of www.khoadaotao.vn can find the necessary information about the trainers in the list on these competitors For the customers who are not in the list of the competitors, the information can be found in its website and other websites, which write about it However, the sales force just stops at finding characteristics and styles of customers via Internet There are many other ways to decide the best approach such as a personal visit, a phone call, or a letter, which are not carried out by the sales force They not have enough time to write a letter or make a personal visit The main reason for this passiveness is the overload of work for all the salespeople, who must be responsible for many fields simultaneously 2.3 Step – Approach The most common approach method used in business of AMICA Corp is via email and phone calls at times Emails are taken thoroughly advantages to approach the customers However, the form of the greeting email is not flexible One form of greeting if used from time to time, from customer to customer without changing to fit types and business styles of each customer For example, the website has two main types of customers, who are skill training trainers and vocational training trainers In the first one, there are many sub-types such as soft skill training trainers, English Website: http://www.docs.vn Email 23 : lienhe@docs.vn Tel : 0918.775.368 trainers, professional selling skill trainers, etc, and so does the second one One form of greeting email is used to send to all kinds of customers – trainers Each type of customer has his or her own characters and needs and they should be classified and grouped together However, the salesperson forgets this detail , which leads to the fact that different trainers in differently fields are put on the same par If they get the greeting email from the AMCIA’s salesperson, they may feel that they are not paid attention, which results in their ignorance On the other hands, the sales force knows the effectiveness of phones in approaching but they not apply this way to their sales activities They just use phones as a tool to confirm whether the greeting email has been delivered to the customer or not, which wastes a potential ability to take opportunities of business 2.4 Step – Presentation and Demonstration The situation of human resources for the website www.khoadaotao.vn is not stable, the number of sales force who come and go always changes Thus, the time one salesperson working for the website is not long enough for them to have deep understanding about the services Then, one problem is raised when the customers wonder about one of the services they want to use, the sales force cannot help them timely or properly This drops customers’ belief in the services of the website According to the observation in three months at AMICA Corp with sales activity at www.khoadaotao.vn, the result shows that the customers called many times to ask about the services but the sales force could not satisfy them, which made them confused and annoyed However, demonstration aids are rather adequate such as slides, flip charts or booklets, which are prepared for enhancing selling Yet, the salespeople not often use these aids to show the information and achievement of the company and the website as well The customers cannot see what the website does, what the website has achieved It is certain that their belief is not reinforced If the aids are combined with good presentation, sales activities will be considerably improved 2.5 Step – Handling Objections In the process of selling, the salespeople often handle the objections from the customers such as the service prices between www.khoadaotao.vn and other competitors, the promotion and discount for long run, or the difficulty in payment method, etc These objections are usually handled quickly to help the customers as good as possible In addition, the information around the things the customers are Website: http://www.docs.vn Email 24 : lienhe@docs.vn Tel : 0918.775.368 wondering is provided to them so that they have the exact understanding about the service 2.6 Step – Closing The step of handling the objections is well done and this often makes the customers pleased However, when the opportunities to close sales come, the salespeople not know take it to close it by a contract They not recognize the closing signals from the trainers, so the trainers are not cared to come to a contract Let us see the real story in March 2010 to see the weakness of the sales force in this step In the early March, The school of training high-ranking personnel Pioneer asked for a price list of the online advertising service at the website www.khoadaotao.vn They wondered about the policy and the discount when they used the long-term service in one year All the information came to Pioneer easily from the salesperson of AMICA, which made the customer pleased Then, Pioneer gives other positive signals to the sales person of AMCIA such as asking about payment method, terms in the contract, the validity of the contract Yet, the salesperson did not have any more action to care the customer, such as sending email, making phone calls, convincing and pinching the customers in order to close the sale because she did not realize those good signals from Pioneer At that time, the contract of thirty million VND was gone in front of their eyes That is the memorable lesson for her and for the whole sales force in the company 2.7 Step – Follow-up After closing the sale, the salesperson carries out the responsibility to care the customers before carrying out the terms in the contract such as reconfirming the purchase terms on phone or email, sending email of thanks, taking the opinions about the services When the customer raises any question about the service, the salesperson will make the adjustment to balance the expectation of the customer and the right of the website However, the customers often use the services of the website one time and not keep their use in the second time The sales force often fails to convince the customers to repeat the businesses because the after sales service does not please the customers After the contract is signed and the services are triggered on the website, the customer is often forgotten without receiving any caring email or call from the salesperson or customer caring staff The after sale service is very important to the Website: http://www.docs.vn Email 25 : lienhe@docs.vn Tel : 0918.775.368 selling process If the salesperson does not follow this step well, the business will collapse soon The ability to apply e-marketing method in selling online advertising Nowadays, Internet is more and more developing, it is becoming the essential part of life and business, and much profit is gained from the Internet AMICA Corp also earns money by doing business through the website www.khoadaotao.vn They sell services of online advertising to the trainers who have needs of broadcasting their brand and advertising their training course Therefore, it is not impossible to apply Internet marketing strategies to their business However, Internet marketing has not taken advantage effectively, which affects the business In the past time, not many people who visited the website www.khoadaotao.vn found it was unattractive and wordy appearance of the website, the search engine was old and did not satisfy the searching needs of the visitors After improving by applying Internet marketing method by changing the appearance of the web, renewing applications to facilitate visitor to find out the information they need, the number of visitors considerably increase The trainers saw the potential opportunities to broadcast their brand when they look at the development of the website and the successful number of visitor is increasing This attracts trainers to purchase the online advertising services on the website The most significant change in the website that makes it different from the other websites is the Electronic Library, in which many documents in many fields from different sources are uploaded The visitors can register, sign in to download them in order to get the book they need In addition, the visitors also get the experience in study and career in the section of Experience Sharing Especially, the searching engine classifies the list of trainers, the list of training courses in categories, which is convenient for the learners who seek for the information of the training courses and the educators The website seems to be excellent and successful if we are in the position of visitors However, if we observe and study the internal running, it is not as good as its appearance In the kind of business, Information Technology (IT) person plays an important role in security and fluency of the website’s operation while there are many potential acts of sabotage from the competitors However, so far, there have been times the website is blocked by hackers due to the subjective feeling of IT person Each time of being blocked, it takes much of time to recover the website from paralyzing Moreover, the quality of Internet connection speed is not good and fast Website: http://www.docs.vn Email 26 : lienhe@docs.vn Tel : 0918.775.368 enough because it has not been focused to invest and improve These technical problems play a major part to the discontinuation of the website running, which wastes much money of the company In addition, the service prices of the website are not competitive The fee for advertising is always higher and non-negotiable in comparison with the price list of the other websites This price list has been applied since the first January 2009 without changing up to now The company has come up with many strategies to attract using from the customers but there has been no strategy related to fee and discount for advertising The company and the customers often negotiate the price and the result is that the customers leave in failure position and no contract is signed In conclusion, sales activities of the website www.khoadaotao.vn and AMICA Corp encounter many problems of human resources management such as training, compensating, supervising and evaluating the sales people In addition, the process of selling has not been complete yet with many drawbacks in each step Another problem is the applying the Internet marketing to the business, which have not developed as strongly as expected The company should solve these problems as soon as possible to make sure the fluency and effect of sales activities at the website www.khoadaotao.vn and the whole company Website: http://www.docs.vn Email 27 : lienhe@docs.vn Tel : 0918.775.368 Chapter IV – Recommendations to improve shortcomings to enhance sales activities at the website www.khoadaotao.vn Modifying sales management methods to encourage the sales force 1.1 Training sales force AMICA Corp should build a standard training program for the sales force They should have a full and deep knowledge of the online advertising services at the website www.khoadaotao.vn because they are not able to provide the information about the services when they not understand them The customers of the website www.khoadaotao.vn are trainers, who have different characteristics from other types of businesses in buying motives and buy habits The sales should be taught these differences to avoid any mistake in approaching and cooperating Moreover, the sales force needs to know the characteristics of competitors such as the websites www.lichkhaigiang.vn, www.hieuhoc.vn, www.timkhoahoc.com, etc to find out the most suitable strategies Not all the salespeople who know the time schedule when they enter the company Therefore, it is necessary to teach the whole sales force how to divide time logically to fit the features of the job Especially, the most important thing the sales force should be taught is the responsibility, working attitude, and conscience in working because when they not have these above, the other efforts become meaningless 1.2 Compensating sales force As the salary is the most important motive influencing the performance of the employees, the company should modify the salary regulation for the staff The company must pay the employees the salary that insures their quality of life, at least monthly expenditure The management can apply the regulation of raising salary each six months basing on the result of performance to encourage them Another problem is the commitment of the management about paying commission to the sales force When the policy of commission is leased, it must be followed seriously and the management is not the exception It means that the salespeople must have the right to get the real commission 5% of the contract’s value In addition, the company should plus extra bonus to the straight salary and straight commission as a prize for the bright sales people At times, it is the best motive to encourage the performance of the sales force Website: http://www.docs.vn Email 28 : lienhe@docs.vn Tel : 0918.775.368 1.3 Evaluating sales force Frequently, the management compares the performance between salespeople to evaluate the ability of each salesperson However, AMICA Corp has no real sales force to this A recommendation for this case is that the management should compare the current performance and the past performance The manager can compare the result of net sales, gross profit, sales expense, number of new customers, and number of lost customers… of the current time and the past time to adjust the productivity of the current sales force The sales force needs to know their productivity to improve it and develop as well After showing the result of working and the effectiveness of sales force’s performance, the manager should help to find the solution to improve the drawbacks and enhance sales activities Building and completing the process of selling In general, the sales force follows the steps of selling process rather properly However, when going into detail, many problems reveals in each step In order to succeed in building a standard process of selling, they should pay more attention in detail to correct the false they are encountering They are: - Defining and qualifying the potential customers: Not all the trainers are the potential customers of the website www.khoadaotao.vn,; therefore, the salespeople should be define the customers by seeking the information related to the them to have the understanding about the customer they tend to approach - Finding out as many approaching ways as possible: The trainers are in everywhere, so the salespeople cannot know all of them if they just sit in front of the computer connecting to the Internet They should combine the major method – emails – sensitively with other methods such as phone call, personal visits, chatting, make an appointment, etc It will be much more effective than exchanging via email only - Well preparing all the documents before providing information to the customers and taking advantage of demonstration aids of the company: This require the sales force to be clear about the feature of the online advertising services at the website They should estimate the spring situations in advance to be active with the consideration of the customers Besides, the demonstration aids are available for approaching customers, so the salespeople should utilize what they have to push their sales activities The company can also collect all the videos and pictures, making CDs Website: http://www.docs.vn Email 29 : lienhe@docs.vn Tel : 0918.775.368 to send the customers They can more understand without much of explanation from the salespeople - Being sensitive in realizing the closing signals from the customers: This is the important in the process When the salespeople get the positive signals from the trainers, they should care the customers and persuade them come to the contracts before they rethink and refuse to use the services However, that the contract is signed is not a complete success because at this time, the money is not really in the hand of the company - Improving the after sales service to attract the business repetition of the customers: The salespeople should send letter of thanks, make visits or phone calls to affirm the existence and caring of the company Finding potential customers in the list of familiar trainers is much easier than the completely ones Therefore, the salespeople should know how to utilize these familiar customers and convince them to repeat business These recommendations above are just ideas for building the standard process of selling applied to the situation of AMICA Corp and the website www.khoadaotao.vn However, selling is an art and the salesperson is an artist The artist should find out his or her own way beside the official form to master his or her business Applying effectively Internet marketing strategies to online advertising E-marketing is considered as the foundation for online advertising business Basically, the website www.khoadaotao.vn has a good foundation for their business They need to improve their drawback in using the techniques to build and develop the website by updating new applying technologies such as search engines, smart tools and put them into execution, which facilitates the customers to use The website www.khoadaotao.vn sells online advertising services on itself and it needs broadcasting the brand Khoadaotao as well In turn, the website finds out the way to spread its name The website can use social networks as cheap but effective tools to coradcast the name They are www.facebook.com, www.360plus.yahoo.com, www.picasa.google.com, etc One of the important factors affecting the business decision of the customer is the price and discount policy The website should be more flexible in negotiating the price with the customers They should lose some of money rather than lose one customer because when a customer is lost, many other customers are lost as well The Website: http://www.docs.vn Email 30 : lienhe@docs.vn Tel : 0918.775.368 company had better offer the discount programs on special occasions to call attention of customers Website: http://www.docs.vn Email 31 : lienhe@docs.vn Tel : 0918.775.368 APPENDIX Interview questions: How the new salespeople get the information about the company? How much money is your salary? Is it enough for you to pay the daily expenditure? Do you have any comment on the commission policy of the company? Take the example or the real story to prove what you say Can you tell me some lessons of selling you have learnt at AMICA Corp? Some charts and pictures used in the report: Website: http://www.docs.vn Email 32 : lienhe@docs.vn Tel : 0918.775.368 Website: http://www.docs.vn Email 33 : lienhe@docs.vn Tel : 0918.775.368 Website: http://www.docs.vn Email 34 : lienhe@docs.vn Tel : 0918.775.368 The table of service price list at the website www.khaodaotao.vn General Director Website: http://www.docs.vn Email 35 : lienhe@docs.vn Tel : 0918.775.368 Human Resources Director (Customer Service Director) REFERENCES Dortor Tran Van Hoe, “E-marketing”, The Textbook of Basic E-Commerce, National Economics Unviversity Publisher Accountant IT person Philip Kotler (Northwestern University) and Gary Amstrong (University of NorthCarolina), “Promoting Products Personal Selling and Sales Management”, Principles of Marketing (7th edition), Prentice Hall, Englewood Cliffs, New Jersey Organization AMICA Corp’s AMICA Corp, Positions for Banner [http://khoadaotao.vn/vitribanner.aspx] AMICA Corp, Service price list [http://khoadaotao.vn/Banggia.aspx] ... customers of the website www.khoadaotao.vn, ; therefore, the salespeople should be define the customers by seeking the information related to the them to have the understanding about the customer they... selling Yet, the salespeople not often use these aids to show the information and achievement of the company and the website as well The customers cannot see what the website does, what the website. .. shortcomings, which need improving Therefore, in the range of my intern report, I chose the topic for study: ? ?Improving the factors to enhance sales activities at the website www.khoadaotao.vn? ?? 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