{"id":3542,"date":"2023-11-30T02:22:16","date_gmt":"2023-11-30T02:22:16","guid":{"rendered":"http:\/\/masterskills.org\/blog\/?p=3542"},"modified":"2023-12-14T13:57:49","modified_gmt":"2023-12-14T13:57:49","slug":"8-buoc-lap-ke-hoach-ban-hang-hieu-qua-cho-doanh-nghiep-b2c","status":"publish","type":"post","link":"https:\/\/masterskills.org\/blog\/8-buoc-lap-ke-hoach-ban-hang-hieu-qua-cho-doanh-nghiep-b2c.html","title":{"rendered":"8 B\u01b0\u1edbc l\u1eadp k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng hi\u1ec7u qu\u1ea3 cho doanh nghi\u1ec7p B2C"},"content":{"rendered":"<h2><span id=\"1-xac-dinh-muc-tieu-theo-quy-tac-smart-truoc-khi-bat-tay-vao-lap-ke-hoach-ban-hang\">1. X\u00e1c \u0111\u1ecbnh m\u1ee5c ti\u00eau theo quy t\u1eafc SMART tr\u01b0\u1edbc khi b\u1eaft tay v\u00e0o l\u1eadp k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng<\/span><\/h2>\n<p>Trong ph\u1ea7n n\u00e0y, b\u1ea1n s\u1ebd x\u00e1c \u0111\u1ecbnh m\u1ee5c ti\u00eau b\u1ea1n mu\u1ed1n \u0111\u1ea1t \u0111\u01b0\u1ee3c trong kho\u1ea3ng th\u1eddi gian t\u1edbi l\u00e0 g\u00ec? (6 th\u00e1ng\/1 n\u0103m\/5 n\u0103m? )<\/p>\n<p>Khi m\u1ed9t m\u1ee5c ti\u00eau c\u00e0ng c\u1ee5 th\u1ec3 v\u00e0 c\u00f3 th\u1ec3 \u0111o l\u01b0\u1eddng \u0111\u01b0\u1ee3c, n\u00f3 c\u00f3 nhi\u1ec1u kh\u1ea3 n\u0103ng \u0111\u1ea1t \u0111\u01b0\u1ee3c h\u01a1n. H\u00e3y x\u00e1c \u0111\u1ecbnh m\u1ee5c ti\u00eau c\u1ee7a b\u1ea1n theo quy t\u1eafc SMART:<\/p>\n<ul>\n<li>S-Specific: C\u1ee5 th\u1ec3, r\u00f5 r\u00e0ng v\u00e0 d\u1ec5 hi\u1ec3u;<\/li>\n<li>M-Measurable: \u0110o \u0111\u1ebfm \u0111\u01b0\u1ee3c;<\/li>\n<li>A-Achievable: C\u00f3 th\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c b\u1eb1ng ch\u00ednh kh\u1ea3 n\u0103ng c\u1ee7a m\u00ecnh;<\/li>\n<li>R-Realistic: Th\u1ef1c t\u1ebf, kh\u00f4ng vi\u1ec3n v\u00f4ng;<\/li>\n<li>Time bound; Th\u1eddi h\u1ea1n \u0111\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c m\u1ee5c ti\u00eau \u0111\u00e3 v\u1ea1ch ra.<\/li>\n<\/ul>\n<h2><span id=\"2-tap-trung-vao-khach-hang\">2. T\u1eadp trung v\u00e0o kh\u00e1ch h\u00e0ng<\/span><\/h2>\n<h3><span id=\"ho-so-khach-hang\">H\u1ed3 s\u01a1 kh\u00e1ch h\u00e0ng<\/span><\/h3>\n<p>B\u1ea1n c\u00f3 th\u1ec3 x\u00e1c \u0111\u1ecbnh ch\u00e2n dung kh\u00e1ch h\u00e0ng th\u00f4ng qua c\u00e1c y\u1ebfu t\u1ed1 nh\u00e2n kh\u1ea9u h\u1ecdc, \u0111\u1ecba l\u00fd v\u00e0 h\u00e0nh vi c\u1ee7a h\u1ecd tr\u00ean Internet. Sau \u0111\u00f3 ph\u00e2n lo\u1ea1i kh\u00e1ch h\u00e0ng theo nh\u00f3m\u00a0kh\u00e1ch h\u00e0ng \u0111\u00e3 v\u00e0 \u0111ang s\u1eed d\u1ee5ng s\u1ea3n ph\u1ea9m, d\u1ecbch v\u1ee5 c\u1ee7a b\u1ea1n theo c\u00e1c nh\u00f3m d\u1ef1a tr\u00ean c\u00e1c \u0111\u1eb7c \u0111i\u1ec3m t\u01b0\u01a1ng \u0111\u1ed3ng. T\u00f9y theo t\u00ednh ch\u1ea5t v\u00e0 quy m\u00f4 m\u00e0 doanh nghi\u1ec7p c\u00f3 th\u1ec3 ph\u00e2n lo\u1ea1i kh\u00e1ch h\u00e0ng theo nhi\u1ec1u c\u00e1ch kh\u00e1c nhau. Doanh nghi\u1ec7p c\u00e0ng khai th\u00e1c v\u00e0 n\u1eafm gi\u1eef nhi\u1ec1u d\u1eef li\u1ec7u v\u1ec1 kh\u00e1ch h\u00e0ng th\u00ec vi\u1ec7c ph\u00e2n lo\u1ea1i c\u00e0ng hi\u1ec7u qu\u1ea3.<\/p>\n<p>B\u1ea1n c\u00f3 th\u1ec3 ph\u00e2n chia th\u00e0nh 4 nh\u00f3m: kh\u00e1ch h\u00e0ng trung th\u00e0nh, kh\u00e1ch h\u00e0ng c\u00f3 ti\u1ec1m n\u0103ng l\u1edbn, kh\u00e1ch h\u00e0ng c\u00f3 gi\u00e1 tr\u1ecb nh\u1ecf, kh\u00e1ch h\u00e0ng ti\u00eau c\u1ef1c \u0111\u1ec3 ti\u1ec7n cho vi\u1ec7c khai th\u00e1c v\u00e0 ch\u0103m s\u00f3c kh\u00e1ch hi\u1ec7u qu\u1ea3 h\u01a1n.<\/p>\n<h3><span id=\"ho-so-to-chuc\">H\u1ed3 s\u01a1 t\u1ed5 ch\u1ee9c<\/span><\/h3>\n<p>N\u1ebfu kh\u00e1ch h\u00e0ng c\u1ee7a b\u1ea1n l\u00e0 m\u1ed9t doanh nghi\u1ec7p, b\u1ea1n c\u1ea7n nh\u1eafm m\u1ee5c ti\u00eau c\u1ee5 th\u1ec3 h\u01a1n theo nh\u1eefng ti\u00eau ch\u00ed nh\u01b0:<\/p>\n<ul>\n<li>Quy m\u00f4 c\u00f4ng ty theo doanh thu h\u00e0ng n\u0103m<\/li>\n<li>Quy m\u00f4 c\u00f4ng ty theo s\u1ed1 l\u01b0\u1ee3ng nh\u00e2n vi\u00ean<\/li>\n<li>C\u00e1c ng\u00e0nh c\u00f3 li\u00ean quan nh\u01b0 d\u1ecbch v\u1ee5 chuy\u00ean nghi\u1ec7p, d\u1ecbch v\u1ee5 kinh doanh<\/li>\n<\/ul>\n<h2><span id=\"3-nghien-cuu-thi-truong-va-khach-hang-muc-tieu\">3. Nghi\u00ean c\u1ee9u th\u1ecb tr\u01b0\u1eddng v\u00e0 kh\u00e1ch h\u00e0ng m\u1ee5c ti\u00eau<\/span><\/h2>\n<p>\u1ede b\u01b0\u1edbc n\u00e0y, b\u1ea1n c\u1ea7n x\u00e1c \u0111\u1ecbnh th\u1ecb tr\u01b0\u1eddng m\u1ee5c ti\u00eau c\u1ee7a m\u00ecnh c\u0169ng nh\u01b0 nh\u1eefng \u0111\u1ed1i th\u1ee7 c\u1ea1nh tranh trong ng\u00e0nh. Ai s\u1ebd l\u00e0 kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng c\u1ee7a b\u1ea1n? B\u1ea1n n\u00ean kinh doanh \u1edf \u0111\u00e2u? \u0110\u1ed1i th\u1ee7 c\u1ee7a b\u1ea1n l\u00e0 g\u00ec?<\/p>\n<h2><span id=\"4-phan-tich-theo-mo-hinh-swot\">4. Ph\u00e2n t\u00edch theo m\u00f4 h\u00ecnh SWOT<\/span><\/h2>\n<p><em>Tr\u01b0\u1edbc khi l\u1eadp k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng c\u1ee5 th\u1ec3 c\u1ea7n ph\u00e2n t\u00edch \u0111\u01b0\u1ee3c \u0111i\u1ec3m m\u1ea1nh, \u0111i\u1ec3m y\u1ebfu, c\u01a1 h\u1ed9i, th\u00e1ch th\u1ee9c c\u1ee7a doanh nghi\u1ec7p m\u00ecnh (Ngu\u1ed3n: Internet)<\/em><\/p>\n<p>Ph\u00e2n t\u00edch theo m\u00f4 h\u00ecnh SWOT s\u1ebd gi\u00fap b\u1ea1n x\u00e1c \u0111\u1ecbnh \u0111\u01b0\u1ee3c \u0111i\u1ec3m m\u1ea1nh, \u0111i\u1ec3m y\u1ebfu c\u1ee7a c\u00f4ng ty c\u0169ng nh\u01b0 nh\u1eefng c\u01a1 h\u1ed9i v\u00e0 th\u00e1ch th\u1ee9c m\u00e0 doanh nghi\u1ec7p c\u00f3 th\u1ec3 s\u1ebd ph\u1ea3i \u0111\u1ed1i m\u1eb7t. \u0110i\u1ec1u n\u00e0y s\u1ebd gi\u00fap \u00edch cho b\u1ea1n khi tri\u1ec3n khai chi\u1ebfn l\u01b0\u1ee3c v\u00e0 th\u1ef1c hi\u1ec7n k\u1ebf ho\u1ea1ch hi\u1ec7u qu\u1ea3 h\u01a1n.<\/p>\n<h2><span id=\"5-lap-ke-hoach-marketing\">5. L\u1eadp k\u1ebf ho\u1ea1ch marketing<\/span><\/h2>\n<p>D\u00f9 cho s\u1ea3n ph\u1ea9m v\u00e0 d\u1ecbch v\u1ee5 c\u1ee7a b\u1ea1n t\u1ed1t \u0111\u1ebfn m\u1ee9c n\u00e0o \u0111i n\u1eefa nh\u01b0ng s\u1ebd l\u00e0 v\u00f4 ngh\u0129a n\u1ebfu nh\u01b0 kh\u00f4ng ai bi\u1ebft \u0111\u1ebfn doanh nghi\u1ec7p c\u1ee7a b\u1ea1n.<\/p>\n<ul>\n<li>L\u00e0m sao \u0111\u1ec3 l\u00f4i k\u00e9o kh\u00e1ch h\u00e0ng v\u00e0 gi\u1eef kh\u00e1ch h\u00e0ng khi \u0111\u00e3 s\u1eed d\u1ee5ng s\u1ea3n ph\u1ea9m v\u00e0 d\u1ecbch v\u1ee5 c\u1ee7a b\u1ea1n.<\/li>\n<li>L\u00e0m th\u1ebf n\u00e0o \u0111\u1ec3 kh\u00e1ch h\u00e0ng bi\u1ebft s\u1ea3n ph\u1ea9m v\u00e0 d\u1ecbch v\u1ee5 c\u1ee7a doanh nghi\u1ec7p ?<\/li>\n<li>N\u00ean s\u1eed d\u1ee5ng chi\u1ebfn l\u01b0\u1ee3c marketing n\u00e0o cho ph\u00f9 h\u1ee3p?<\/li>\n<\/ul>\n<p>Ba nguy\u00ean t\u1eafc c\u01a1 b\u1ea3n tr\u01b0\u1edbc khi l\u1eadp m\u1ed9t k\u1ebf ho\u1ea1ch marketing l\u00e0:<\/p>\n<ul>\n<li>Segment (ph\u00e2n lo\u1ea1i kh\u00e1ch h\u00e0ng)<\/li>\n<li>Target (ch\u1ecdn kh\u00e1ch h\u00e0ng m\u1ee5c ti\u00eau)<\/li>\n<li>Position (\u0110\u1ecbnh v\u1ecb th\u01b0\u01a1ng hi\u1ec7u c\u1ee7a b\u1ea1n trong t\u00e2m tr\u00ed kh\u00e1ch h\u00e0ng).<\/li>\n<\/ul>\n<p>Kh\u00e1ch h\u00e0ng ph\u1ea3i l\u00e0 \u0111i\u1ec3m xu\u1ea5t ph\u00e1t, \u0111\u1ed3ng th\u1eddi l\u00e0 \u0111i\u1ec3m ch\u1ed1t cu\u1ed1i c\u00f9ng c\u1ee7a m\u1ecdi ho\u1ea1t \u0111\u1ed9ng marketing<\/p>\n<h2><span id=\"7-lap-ke-hoach-thuc-hien\">7. L\u1eadp k\u1ebf ho\u1ea1ch th\u1ef1c hi\u1ec7n<\/span><\/h2>\n<p>\u1ede b\u01b0\u1edbc n\u00e0y, b\u1ea1n s\u1ebd ph\u1ea3i li\u1ec7t k\u00ea chi ti\u1ebft c\u00e1c kh\u00e2u v\u00e0 c\u00e1c b\u01b0\u1edbc th\u1ef1c hi\u1ec7n k\u1ebf ho\u1ea1ch th\u00f4ng qua c\u00e1c ho\u1ea1t \u0111\u1ed9ng h\u00e0ng ng\u00e0y c\u1ee7a doanh nghi\u1ec7p, c\u00e1c v\u1ea5n \u0111\u1ec1 li\u00ean quan \u0111\u1ebfn nh\u00e2n s\u1ef1, thi\u1ebft b\u1ecb, quy tr\u00ecnh,\u2026C\u1ea7n c\u00f3 c\u01a1 ch\u1ebf ki\u1ec3m so\u00e1t nh\u00e2n s\u1ef1 v\u00e0 quy tr\u00ecnh v\u1eadn h\u00e0nh c\u00f4ng vi\u1ec7c kinh doanh \u0111\u1ec3 \u0111\u1ea3m b\u1ea3o ti\u1ebfn \u0111\u1ed9 v\u00e0 hi\u1ec7u qu\u1ea3 c\u00f4ng vi\u1ec7c. B\u00ean c\u1ea1nh \u0111\u00f3, b\u1ea1n c\u1ea7n \u0111\u1eb7t ra\u00a0nh\u1eefng \u01b0u ti\u00ean v\u00e0 th\u1eddi h\u1ea1n cho m\u1ed7i c\u00f4ng vi\u1ec7c.\u00a0L\u01b0u \u00fd d\u00e0nh th\u1eddi gian cho nh\u1eefng c\u00f4ng vi\u1ec7c ph\u00e1t sinh v\u00e0 nh\u1eefng kh\u00f3 kh\u0103n kh\u00e1ch quan trong qu\u00e1 tr\u00ecnh th\u1ef1c hi\u1ec7n v\u00e0 ph\u00e2n t\u00edch nh\u1eefng r\u1ee7i ro c\u00f3 th\u1ec3 x\u1ea3y xa trong qu\u00e1 tr\u00ecnh th\u1ef1c hi\u1ec7n.<\/p>\n<h2><span id=\"8-ngan-sachvon\">8. Ng\u00e2n s\u00e1ch\/v\u1ed1n<\/span><\/h2>\n<p>\u1ede ph\u1ea7n n\u00e0y, b\u1ea1n s\u1ebd ph\u1ea3i d\u1ef1 t\u00ednh chi ph\u00ed \u0111\u1ea7u t\u01b0 \u1edf t\u1eebng kh\u00e2u chi\u1ebfn d\u1ecbch sao cho ph\u00f9 h\u1ee3p \u0111\u1ec3 v\u1eeba tri\u1ec3n khai k\u1ebf ho\u1ea1ch m\u1ed9t c\u00e1ch hi\u1ec7u qu\u1ea3 v\u00e0 v\u1eeba n\u1eb1m trong kh\u1ea3 n\u0103ng hay ng\u00e2n s\u00e1ch c\u1ee7a doanh nghi\u1ec7p.<\/p>\n<p>H\u00e3y li\u1ec7t k\u00ea ra t\u1ea5t c\u1ea3 c\u00e1c \u0111\u1ea7u m\u1ee5c chi ti\u00eau c\u1ea7n thi\u1ebft \u0111\u1ec3 b\u1eaft \u0111\u1ea7u kinh doanh c\u00e0ng chi ti\u1ebft c\u00e0ng t\u1ed1t. Khi d\u1ef1 to\u00e1n \u0111\u01b0\u1ee3c kho\u1ea3n chi ph\u00ed ban \u0111\u1ea7u, b\u1ea1n c\u00f3 th\u1ec3 d\u1ec5 d\u00e0ng t\u00ednh to\u00e1n \u0111\u01b0\u1ee3c s\u1ed1 v\u1ed1n c\u1ea7n c\u00f3, d\u1ef1 t\u00ednh \u0111\u01b0\u1ee3c l\u1ee3i nhu\u1eadn thu \u0111\u01b0\u1ee3c.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>1. X\u00e1c \u0111\u1ecbnh m\u1ee5c ti\u00eau theo quy t\u1eafc SMART tr\u01b0\u1edbc khi b\u1eaft tay v\u00e0o l\u1eadp k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng Trong ph\u1ea7n n\u00e0y, b\u1ea1n s\u1ebd x\u00e1c \u0111\u1ecbnh m\u1ee5c ti\u00eau b\u1ea1n mu\u1ed1n \u0111\u1ea1t \u0111\u01b0\u1ee3c trong kho\u1ea3ng th\u1eddi gian t\u1edbi l\u00e0 g\u00ec? (6 th\u00e1ng\/1 n\u0103m\/5 n\u0103m? ) Khi m\u1ed9t m\u1ee5c ti\u00eau c\u00e0ng c\u1ee5 th\u1ec3 v\u00e0 c\u00f3 th\u1ec3 \u0111o [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[169],"tags":[],"_links":{"self":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/3542"}],"collection":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/comments?post=3542"}],"version-history":[{"count":0,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/3542\/revisions"}],"wp:attachment":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/media?parent=3542"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/categories?post=3542"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/tags?post=3542"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}