{"id":36479,"date":"2023-12-08T12:16:58","date_gmt":"2023-12-08T12:16:58","guid":{"rendered":"https:\/\/masterskills.org\/blog\/lanh-tho-ban-hang-sales-territory-la-gi-thiet-lap-lanh-tho-ban-hang.html"},"modified":"2023-12-24T21:44:39","modified_gmt":"2023-12-24T14:44:39","slug":"lanh-tho-ban-hang-sales-territory-la-gi-thiet-lap-lanh-tho-ban-hang","status":"publish","type":"post","link":"https:\/\/masterskills.org\/blog\/lanh-tho-ban-hang-sales-territory-la-gi-thiet-lap-lanh-tho-ban-hang.html","title":{"rendered":"L\u00e3nh th\u1ed5 b\u00e1n h\u00e0ng (Sales territory) l\u00e0 g\u00ec? Thi\u1ebft l\u1eadp l\u00e3nh th\u1ed5 b\u00e1n h\u00e0ng"},"content":{"rendered":"
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H\u00ecnh minh h\u1ecda (Ngu\u1ed3n: Spotio)<\/i><\/p>\n<\/div>\n<\/div>\n

L\u00e3nh th\u1ed5 b\u00e1n h\u00e0ng (Sales territory)<\/font><\/h2>\n

Kh\u00e1i ni\u1ec7m<\/b><\/p>\n

L\u00e3nh th\u1ed5 b\u00e1n h\u00e0ng<\/b> trong ti\u1ebfng Anh g\u1ecdi l\u00e0 Sales territory.<\/b><\/p>\n

L\u00e3nh th\u1ed5 b\u00e1n h\u00e0ng<\/b> l\u00e0 c\u00e1c khu v\u1ef1c \u0111\u1ecba l\u00ed ri\u00eang bi\u1ec7t \u0111\u01b0\u1ee3c ph\u00e2n c\u00f4ng cho m\u1ed7i ng\u01b0\u1eddi b\u00e1n h\u00e0ng c\u00e1 nh\u00e2n ph\u1ee5 tr\u00e1ch.\u00a0<\/p>\n

Thi\u1ebft l\u1eadp l\u00e3nh th\u1ed5 b\u00e1n h\u00e0ng<\/font><\/h3>\n

Vi\u1ec7c giao h\u1ea1n ng\u1ea1ch cho t\u1eebng khu v\u1ef1c nh\u1eb1m th\u00fac \u0111\u1ea9y ng\u01b0\u1eddi b\u00e1n h\u00e0ng \u1edf m\u1ed7i v\u00f9ng c\u1ed1 g\u1eafng th\u1ef1c hi\u1ec7n b\u00e1n h\u00e0ng hi\u1ec7u qu\u1ea3 h\u01a1n. Vi\u1ec7c \u0111i\u1ec1u h\u00e0nh ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng s\u1ebd d\u1ec5 d\u00e0ng h\u01a1n nh\u1edd chia to\u00e0n b\u1ed9 th\u1ecb tr\u01b0\u1eddng th\u00e0nh c\u00e1c khu v\u1ef1c nh\u1ecf h\u01a1n \u0111\u1ec3 c\u00f3 th\u1ec3 qu\u1ea3n l\u00ed.\u00a0<\/p>\n

R\u00f5 r\u00e0ng, lu\u00f4n c\u00f3 nh\u1eefng l\u1ee3i th\u1ebf kinh t\u1ebf kh\u00e1c bi\u1ec7t nh\u1edd chia th\u1ecb tr\u01b0\u1eddng t\u1ed5ng th\u1ec3 th\u00e0nh c\u00e1c \u0111o\u1ea1n th\u1ecb tr\u01b0\u1eddng nh\u1ecf h\u01a1n. M\u1ed7i \u0111o\u1ea1n th\u1ecb tr\u01b0\u1eddng s\u1ebd bao g\u1ed3m nh\u1eefng kh\u00e1ch h\u00e0ng t\u01b0\u01a1ng \u0111\u1ed1i g\u1ea7n nhau v\u1ec1 \u0111\u1ecba l\u00ed.\u00a0<\/p>\n

T\u1ea5t nhi\u00ean, v\u1eabn c\u00f3 th\u1ec3 c\u00f3 m\u1ed9t s\u1ed1 ti\u00eau chu\u1ea9n kh\u00e1c ngo\u00e0i l\u00e3nh th\u1ed5 \u0111\u1ecba l\u00ed \u0111\u01b0\u1ee3c s\u1eed d\u1ee5ng \u0111\u1ec3 thi\u1ebft l\u1eadp v\u00f9ng b\u00e1n. M\u1ed9t ti\u00eau chu\u1ea9n quan tr\u1ecdng \u0111\u00f3 l\u00e0 s\u1ef1 chuy\u00ean m\u00f4n h\u00f3a c\u1ee7a s\u1ea3n ph\u1ea9m. Trong tr\u01b0\u1eddng h\u1ee3p n\u00e0y, ng\u01b0\u1eddi b\u00e1n h\u00e0ng l\u00e0 c\u00e1c chuy\u00ean vi\u00ean \u0111\u1ed1i v\u1edbi m\u1ed7i s\u1ea3n ph\u1ea9m ho\u1eb7c \u0111\u1ed1i v\u1edbi kh\u00e1ch h\u00e0ng c\u1ee5 th\u1ec3.\u00a0<\/p>\n

\u00a0L\u1ee3i th\u1ebf cho thi\u1ebft l\u1eadp l\u00e3nh th\u1ed5 b\u00e1n h\u00e0ng<\/b><\/p>\n

– Qu\u00e1 tr\u00ecnh k\u1ebf ho\u1ea1ch h\u00f3a ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng tr\u1edf n\u00ean d\u1ec5 d\u00e0ng h\u01a1n b\u1edfi vi\u1ec7c th\u1ef1c hi\u1ec7n k\u1ebft n\u1ed1i gi\u1eefa b\u00e1n h\u00e0ng c\u00e1 nh\u00e2n v\u1edbi v\u1eadn t\u1ea3i, kho b\u00e3i v\u00e0 c\u00e1c ho\u1ea1t \u0111\u1ed9ng x\u00fac ti\u1ebfn kh\u00e1c tr\u1edf n\u00ean \u0111\u01a1n gi\u1ea3n.<\/p>\n

\u00a0– Khuy\u1ebfn kh\u00edch thi\u1ebft l\u1eadp quan h\u1ec7 t\u1ed1t \u0111\u1eb9p v\u1edbi kh\u00e1ch h\u00e0ng, b\u1edfi v\u00ec ng\u01b0\u1eddi b\u00e1n h\u00e0ng d\u1ec5 tr\u1edf n\u00ean g\u1ea7n g\u0169i h\u01a1n v\u1edbi kh\u00e1ch h\u00e0ng m\u00e0 h\u1ecd ph\u1ee5c v\u1ee5.<\/p>\n

– L\u00e0 c\u00e1ch hi\u1ec7u qu\u1ea3 \u0111\u1ec3 \u0111\u1ea3m b\u1ea3o r\u1eb1ng t\u1eebng khu v\u1ef1c th\u1ecb tr\u01b0\u1eddng \u0111\u00e3 \u0111\u01b0\u1ee3c ph\u1ee7 k\u00edn.<\/p>\n

– H\u1ed7 tr\u1ee3 l\u00e3nh \u0111\u1ea1o trong vi\u1ec7c \u0111\u00e1nh gi\u00e1 v\u00e0 ki\u1ec3m so\u00e1t chi ph\u00ed b\u00e1n h\u00e0ng<\/p>\n

\u00a0– Tr\u1ee3 gi\u00fap \u0111\u00e1nh gi\u00e1 ho\u1ea1t \u0111\u1ed9ng b\u00e1n.<\/p>\n

X\u00e2y d\u1ef1ng h\u1ea1n ng\u1ea1ch b\u00e1n h\u00e0ng<\/b><\/p>\n

Vi\u1ec7c qu\u1ea3n l\u00ed l\u00e3nh th\u1ed5 b\u00e1n s\u1ebd kh\u00f4ng \u0111\u1ea7y \u0111\u1ee7 \u00fd ngh\u0129a n\u1ebfu kh\u00f4ng ai c\u1eadp \u0111\u1ebfn v\u1ea5n \u0111\u1ec1 h\u1ea1n ng\u1ea1ch. H\u1ea1n ng\u1ea1ch hay \u0111\u1ecbnh m\u1ee9c b\u00e1n h\u00e0ng l\u00e0 nh\u1eefng m\u1ee5c ti\u00eau b\u00e1n h\u00e0ng c\u1ee5 th\u1ec3 \u0111\u01b0\u1ee3c ph\u00e2n cho t\u1eebng l\u00e3nh th\u1ed5 ho\u1eb7c t\u1eebng \u0111\u01a1n v\u1ecb trong m\u1ed9t kho\u1ea3ng th\u1eddi gian nh\u1ea5t \u0111\u1ecbnh.\u00a0<\/p>\n

H\u1ea1n ng\u1ea1ch th\u1ef1c ch\u1ea5t l\u00e0 m\u1ed9t ph\u01b0\u01a1ng ti\u1ec7n \u0111\u1ec3 ki\u1ec3m so\u00e1t v\u00e0 l\u1eadp k\u1ebf ho\u1ea1ch, b\u1edfi n\u00f3 cung c\u1ea5p nh\u1eefng ti\u00eau chu\u1ea9n ho\u1ea1t \u0111\u1ed9ng \u0111\u01b0\u1ee3c l\u01b0\u1ee3ng h\u00f3a v\u00e0 c\u00f3 th\u1ec3 \u0111o l\u01b0\u1eddng cho c\u1ea5p qu\u1ea3n tr\u1ecb. Ph\u01b0\u01a1ng ph\u00e1p th\u00f4ng d\u1ee5ng nh\u1ea5t \u0111\u1ec3 x\u00e2y d\u1ef1ng h\u1ea1n ng\u1ea1ch cho c\u00e1c l\u00e3nh th\u1ed5 l\u00e0 ph\u1ea3i li\u00ean k\u1ebft \u0111\u01b0\u1ee3c l\u01b0\u1ee3ng b\u00e1n h\u00e0ng (hi\u1ec7n t\u1ea1i) v\u1edbi ti\u1ec1m n\u0103ng b\u00e1n h\u00e0ng \u0111\u00e3 d\u1ef1 b\u00e1o.\u00a0<\/p>\n

V\u00ed d\u1ee5, n\u1ebfu l\u00e3nh th\u1ed5 M c\u1ee7a doanh nghi\u1ec7p d\u01b0\u1ee3c ph\u1ea9m A c\u00f3 ti\u1ec1m n\u0103ng b\u00e1n h\u00e0ng to\u00e0n ng\u00e0nh \u0111\u01b0\u1ee3c d\u1ef1 \u0111o\u00e1n cho m\u1ed9t s\u1ea3n ph\u1ea9m c\u1ee5 th\u1ec3 l\u00e0 $400.000\/n\u0103m, h\u1ea1n ng\u1ea1ch n\u00ean \u0111\u1eb7t \u1edf m\u1ee9c 25% c\u1ee7a ti\u1ec1m n\u0103ng \u0111\u00f3 t\u1ee9c l\u00e0 $100.000. S\u1ed1 25% bi\u1ec3u th\u1ecb cho th\u1ecb ph\u1ea7n doanh nghi\u1ec7p A \u01b0\u1edbc t\u00ednh l\u00e0 m\u1ee5c ti\u00eau h\u1ee3p l\u00fd.\u00a0<\/p>\n

H\u1ea1n ng\u1ea1ch $100.000 n\u00e0y c\u00f3 th\u1ec3 bi\u1ec3u th\u1ecb cho vi\u1ec7c t\u0103ng l\u01b0\u1ee3ng b\u00e1n $20.000 so v\u1edbi n\u0103m tr\u01b0\u1edbc (gi\u1ea3 thi\u1ebft r\u1eb1ng gi\u00e1 kh\u00f4ng \u0111\u1ed5i) t\u1eeb ho\u1ea1t \u0111\u1ed9ng kinh doanh n\u0103m nay.<\/p>\n

Trong vi\u1ec7c thi\u1ebft l\u1eadp h\u1ea1n ng\u1ea1ch b\u00e1n h\u00e0ng cho c\u00e1c nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng \u1edf t\u1eebng l\u00e3nh th\u1ed5, nh\u00e0 qu\u1ea3n tr\u1ecb marketing c\u1ea7n l\u01b0u \u00fd ba v\u1ea5n \u0111\u1ec1:\u00a0<\/p>\n

(1) C\u00e1c v\u00f9ng l\u00e3nh th\u1ed5 kh\u00f4ng c\u00f3 ti\u1ec1m n\u0103ng nh\u01b0 nhau v\u00e0 v\u00ec th\u1ebf vi\u1ec7c tr\u1ea3 th\u00f9 lao ph\u1ea3i \u0111\u01b0\u1ee3c g\u1eafn v\u1edbi ti\u1ec1m n\u0103ng th\u1ecb tr\u01b0\u1eddng t\u1eebng v\u00f9ng<\/p>\n

\u00a0(2) Ng\u01b0\u1eddi b\u00e1n h\u00e0ng c\u0169ng kh\u00f4ng c\u00f3 kh\u1ea3 n\u0103ng gi\u1ed1ng nhau, do v\u1eady vi\u1ec7c ph\u00e2n c\u00f4ng ph\u1ea3i ph\u00f9 h\u1ee3p v\u1edbi n\u0103ng l\u1ef1c c\u1ee7a h\u1ecd<\/p>\n

\u00a0(3) C\u00f4ng vi\u1ec7c b\u00e1n h\u00e0ng trong m\u1ed7i l\u00e3nh th\u1ed5 b\u00e1n \u1edf nh\u1eefng th\u1eddi gian kh\u00e1c nhau c\u00f3 th\u1ec3 l\u00e0 kh\u00e1c nhau<\/p>\n

V\u00ed d\u1ee5, \u0111\u1eb7c th\u00f9 c\u1ee7a m\u1ed9t s\u1ed1 v\u00f9ng l\u00e3nh th\u1ed5 c\u00f3 th\u1ec3 \u0111\u00f2i h\u1ecfi ng\u01b0\u1eddi b\u00e1n h\u00e0ng ph\u1ea3i t\u1ed1n nhi\u1ec1u th\u1eddi gian t\u00ecm ki\u1ebfm c\u00e1c kh\u00e1ch h\u00e0ng m\u1edbi h\u01a1n l\u00e0 vi\u1ec7c ph\u1ee5c v\u1ee5 c\u00e1c kh\u00e1ch h\u00e0ng \u0111\u00e3 c\u00f3, \u0111\u1eb7c bi\u1ec7t trong tr\u01b0\u1eddng h\u1ee3p l\u00e3nh th\u1ed5 b\u00e1n h\u00e0ng m\u1edbi.\u00a0<\/p>\n

\u0110i\u1ec1u c\u1ea7n ch\u00fa \u00fd \u1edf \u0111\u00e2y l\u00e0 c\u00e1c h\u1ea1n ng\u1ea1ch ph\u1ea3i kh\u00e1c nhau kh\u00f4ng nh\u1eefng theo v\u00f9ng l\u00e3nh th\u1ed5 m\u00e0 c\u00f2n theo c\u00f4ng vi\u1ec7c \u0111\u01b0\u1ee3c ph\u00e2n c\u00f4ng. Ng\u01b0\u1eddi qu\u1ea3n l\u00ed b\u00e1n h\u00e0ng hi\u1ec7u qu\u1ea3 n\u00ean ph\u00e2n b\u1ed1 h\u1ea1n ngach kh\u00f4ng theo ch\u1ec9 ti\u00eau kh\u1ed1i l\u01b0\u1ee3ng b\u00e1n m\u00e0 c\u00f2n theo t\u1eebng ch\u1ee9c n\u0103ng b\u00e1n h\u00e0ng ch\u00ednh.<\/p>\n

\u00a0(T\u00e0i li\u1ec7u tham kh\u1ea3o: Gi\u00e1o tr\u00ecnh Qu\u1ea3n tr\u1ecb Marketing, NXB \u0110\u1ea1i h\u1ecdc Kinh t\u1ebf Qu\u1ed1c d\u00e2n)<\/i><\/p>\n<\/p><\/div>\n","protected":false},"excerpt":{"rendered":"

\n L\u00e3nh th\u1ed5 b\u00e1n h\u00e0ng (ti\u1ebfng Anh: Sales territory) l\u00e0 c\u00e1c khu v\u1ef1c \u0111\u1ecba l\u00ed ri\u00eang bi\u1ec7t \u0111\u01b0\u1ee3c ph\u00e2n c\u00f4ng cho m\u1ed7i ng\u01b0\u1eddi b\u00e1n h\u00e0ng c\u00e1 nh\u00e2n ph\u1ee5 tr\u00e1ch. Vi\u1ec7c thi\u1ebft l\u1eadp l\u00e3nh th\u1ed5 b\u00e1n h\u00e0ng c\u1ea7n \u0111\u01b0\u1ee3c ch\u00fa \u00fd.\n <\/div>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[422],"tags":[],"_links":{"self":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/36479"}],"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=36479"}],"version-history":[{"count":1,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/36479\/revisions"}],"predecessor-version":[{"id":68913,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/36479\/revisions\/68913"}],"wp:attachment":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/media?parent=36479"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/categories?post=36479"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/tags?post=36479"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}