{"id":5796,"date":"2023-11-30T01:19:17","date_gmt":"2023-11-30T01:19:17","guid":{"rendered":"https:\/\/masterskills.org\/blog\/?p=5796"},"modified":"2023-12-15T00:27:48","modified_gmt":"2023-12-15T00:27:48","slug":"ke-hoach-ban-hang-la-gi-va-cach-viet-ke-hoach","status":"publish","type":"post","link":"https:\/\/masterskills.org\/blog\/ke-hoach-ban-hang-la-gi-va-cach-viet-ke-hoach.html","title":{"rendered":"K\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng l\u00e0 g\u00ec v\u00e0 C\u00e1ch vi\u1ebft K\u1ebf ho\u1ea1ch"},"content":{"rendered":"<p>N\u1ebfu b\u1ea1n \u0111ang b\u0103n kho\u0103n kh\u00f4ng bi\u1ebft n\u00ean b\u1eaft \u0111\u1ea7u m\u1ed9t k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng t\u1eeb \u0111\u00e2u? B\u00e0i vi\u1ebft d\u01b0\u1edbi \u0111\u00e2y ch\u00ednh x\u00e1c d\u00e0nh cho b\u1ea1n.<\/p>\n<p>D\u01b0\u1edbi \u0111\u00e2y ch\u00fang t\u00f4i s\u1ebd gi\u00fap b\u1ea1n \u0111i t\u00ecm hi\u1ec3u k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng l\u00e0 g\u00ec? m\u1eabu k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng, c\u00e1ch vi\u1ebft m\u1ed9t k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng chu\u1ea9n ch\u1ec9nh, m\u1eddi b\u1ea1n theo d\u00f5i:<\/p>\n<h2>K\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng l\u00e0 g\u00ec?<\/h2>\n<p>K\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng \u0111\u01b0\u1ee3c xem l\u00e0 ch\u00eca kh\u00f3a chi\u1ebfn l\u01b0\u1ee3c gi\u00fap doanh nghi\u1ec7p \u0111\u1eb7t ra m\u1ee5c ti\u00eau v\u00e0 th\u1ef1c hi\u1ec7n h\u00f3a m\u1ee5c ti\u00eau kinh doanh c\u1ee7a m\u00ecnh.<\/p>\n<p>K\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng l\u00e0 m\u1ed9t l\u1ed9 tr\u00ecnh gi\u00fap b\u1ea1n th\u1ef1c hi\u1ec7n m\u1ed9t chu\u1ed7i c\u00e1c ho\u1ea1t \u0111\u1ed9ng ti\u1ebfp th\u1ecb v\u00e0 b\u00e1n s\u1ea3n ph\u1ea9m m\u1ed9t c\u00e1ch hi\u1ec7u qu\u1ea3 v\u00e0 ph\u00f9 h\u1ee3p nh\u1ea5t v\u1edbi t\u00ecnh h\u00ecnh th\u1ef1c t\u1ebf c\u1ee7a doanh nghi\u1ec7p.<\/p>\n<p>K\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng n\u00ean \u0111\u01b0\u1ee3c vi\u1ebft m\u1ed9t c\u00e1ch ng\u1eafn g\u1ecdn, \u0111\u00fang tr\u1ecdng t\u00e2m, th\u1ec3 hi\u1ec7n t\u1ea7m nh\u00ecn chi\u1ebfn l\u01b0\u1ee3c gi\u00fap thu h\u00fat c\u00e1c kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng.<\/p>\n<p>V\u1edbi nh\u1eefng y\u00eau c\u1ea7u \u0111\u00f3, k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng th\u01b0\u1eddng \u0111\u01b0\u1ee3c d\u1ef1ng l\u00ean v\u1edbi 4 ph\u1ea7n c\u01a1 b\u1ea3n:<\/p>\n<ul>\n<li>C\u00e1c chi\u1ebfn l\u01b0\u1ee3c thu h\u00fat kh\u00e1ch h\u00e0ng m\u1edbi<\/li>\n<li>C\u00e1c ph\u01b0\u01a1ng ph\u00e1p thu h\u00fat kh\u00e1ch h\u00e0ng m\u1edbi<\/li>\n<li>C\u00e1ch chi\u1ebfn l\u01b0\u1ee3c t\u0103ng tr\u01b0\u1edfng kinh doanh v\u1edbi kh\u00e1ch h\u00e0ng hi\u1ec7n t\u1ea1i<\/li>\n<li>C\u00e1c ph\u01b0\u01a1ng ph\u00e1p t\u0103ng tr\u01b0\u1edfng kinh doanh v\u1edbi nh\u1eefng kh\u00e1ch h\u00e0ng hi\u1ec7n t\u1ea1i.<\/li>\n<\/ul>\n<p>Trong \u0111\u00f3 vi\u1ec7c thu h\u00fat kh\u00e1ch h\u00e0ng m\u1edbi l\u00e0 m\u1ed9t ph\u1ea7n kh\u00f4ng th\u1ec3 thi\u1ebfu trong k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng.<\/p>\n<p>M\u1ed9t k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng hi\u1ec7u qu\u1ea3 n\u00ean l\u00e0m nh\u01b0 sau:<\/p>\n<ul>\n<li>Truy\u1ec1n \u0111\u1ea1t c\u00e1c m\u1ee5c ti\u00eau c\u1ee7a c\u00f4ng ty b\u1ea1n \u0111\u1ebfn nh\u00f3m b\u00e1n h\u00e0ng c\u1ee7a b\u1ea1n<\/li>\n<li>\u0110\u01b0a ra \u0111\u01b0\u1ee3c \u0111\u1ecbnh h\u01b0\u1edbng chi\u1ebfn l\u01b0\u1ee3c cho \u0111\u1ed9i ng\u0169 b\u00e1n h\u00e0ng<\/li>\n<li>Ph\u00e1c th\u1ea3o vai tr\u00f2 v\u00e0 tr\u00e1ch nhi\u1ec7m cho \u0111\u1ed9i ng\u0169 b\u00e1n h\u00e0ng v\u00e0 l\u00e3nh \u0111\u1ea1o c\u1ee7a b\u1ea1n<\/li>\n<li>Theo d\u00f5i v\u00e0 \u0111i\u1ec1u ch\u1ec9nh \u0111\u1ed9i ng\u0169 b\u00e1n h\u00e0ng trong qu\u00e1 tr\u00ecnh l\u00e0m vi\u1ec7c c\u1ee7a b\u1ea1n \u0111\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c c\u00e1c m\u1ee5c ti\u00eau l\u1edbn c\u1ee7a t\u1ed5 ch\u1ee9c.<\/li>\n<\/ul>\n<h2>M\u1eabu k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng<\/h2>\n<p>M\u1ed9t k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng \u0111i\u1ec3n h\u00ecnh g\u1ed3m c\u00e1c ph\u1ea7n sau:<\/p>\n<ul>\n<li>Kh\u00e1ch h\u00e0ng m\u1ee5c ti\u00eau\u00a0\u2013\u00a0Ai l\u00e0 kh\u00e1ch h\u00e0ng m\u00e0 c\u00f4ng ty c\u1ee7a b\u1ea1n nh\u1eafm \u0111\u1ebfn ph\u1ee5c v\u1ee5 v\u1edbi c\u00e1c s\u1ea3n ph\u1ea9m v\u00e0 d\u1ecbch v\u1ee5 c\u1ee7a m\u00ecnh.<\/li>\n<li>M\u1ee5c ti\u00eau doanh thu\u00a0\u2013\u00a0Nh\u00f3m c\u1ee7a b\u1ea1n nh\u1eafm \u0111\u1ebfn bao nhi\u00eau doanh thu trong m\u1ed7i giai \u0111o\u1ea1n.<\/li>\n<li>Chi\u1ebfn l\u01b0\u1ee3c v\u00e0 h\u00e0nh \u0111\u1ed9ng\u00a0\u2013\u00a0C\u00e1c h\u00e0nh \u0111\u1ed9ng c\u1ee5 th\u1ec3 m\u00e0 nh\u00f3m c\u1ee7a b\u1ea1n s\u1ebd th\u1ef1c hi\u1ec7n \u0111\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c m\u1ee5c ti\u00eau doanh thu.<\/li>\n<li>Gi\u00e1 c\u1ea3 v\u00e0 ch\u01b0\u01a1ng tr\u00ecnh khuy\u1ebfn m\u00e3i\u00a0\u2013\u00a0T\u00e0i li\u1ec7u v\u1ec1 gi\u00e1 ch\u00e0o h\u00e0ng c\u1ee7a b\u1ea1n v\u00e0 b\u1ea5t k\u1ef3 ch\u01b0\u01a1ng tr\u00ecnh khuy\u1ebfn m\u00e3i n\u00e0o s\u1eafp t\u1edbi c\u00f3 th\u1ec3 chuy\u1ec3n \u0111\u1ed5i kh\u00e1ch h\u00e0ng.<\/li>\n<li>Th\u1eddi h\u1ea1n v\u00e0 DRI\u00a0(Directly Responsible Individuals\/C\u00e1 nh\u00e2n ch\u1ecbu tr\u00e1ch nhi\u1ec7m tr\u1ef1c ti\u1ebfp) \u2013\u00a0V\u1ea1ch ra b\u1ea5t k\u1ef3 ng\u00e0y quan tr\u1ecdng n\u00e0o cho vi\u1ec7c giao h\u00e0ng v\u00e0 danh s\u00e1ch ng\u01b0\u1eddi ch\u1ecbu tr\u00e1ch nhi\u1ec7m cho vi\u1ec7c ho\u00e0n th\u00e0nh c\u1ee7a h\u1ecd.<\/li>\n<li>C\u1ea5u tr\u00fac nh\u00f3m\u00a0\u2013\u00a0Ai thu\u1ed9c nh\u00f3m c\u1ee7a b\u1ea1n v\u00e0 vai tr\u00f2 c\u1ee7a h\u1ecd l\u00e0 g\u00ec.<\/li>\n<li>T\u00e0i nguy\u00ean\u00a0\u2013\u00a0C\u00e1c c\u00f4ng c\u1ee5 m\u00e0 nh\u00f3m c\u1ee7a b\u1ea1n s\u1eed d\u1ee5ng \u0111\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c m\u1ee5c ti\u00eau doanh thu.<\/li>\n<li>\u0110i\u1ec1u ki\u1ec7n th\u1ecb tr\u01b0\u1eddng\u00a0\u2013\u00a0Th\u00f4ng tin quan tr\u1ecdng v\u1ec1 ng\u00e0nh c\u1ee7a b\u1ea1n v\u00e0 b\u1ed1i c\u1ea3nh c\u1ea1nh tranh hi\u1ec7n t\u1ea1i.<\/li>\n<\/ul>\n<h2>C\u00e1ch vi\u1ebft m\u1ed9t k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng<\/h2>\n<ol>\n<li>Nhi\u1ec7m v\u1ee5 v\u00e0 b\u1ed1i c\u1ea3nh<\/li>\n<li>\u0110\u1ed3ng \u0111\u1ed9i<\/li>\n<li>Th\u1ecb tr\u01b0\u1eddng m\u1ee5c ti\u00eau<\/li>\n<li>C\u00f4ng c\u1ee5, Ph\u1ea7n m\u1ec1m v\u00e0 T\u00e0i nguy\u00ean c\u1ea7n thi\u1ebft<\/li>\n<li>\u0110\u1ecbnh v\u1ecb<\/li>\n<li>Chi\u1ebfn l\u01b0\u1ee3c ti\u1ebfp th\u1ecb<\/li>\n<li>Chi\u1ebfn l\u01b0\u1ee3c l\u00e2u d\u00e0i<\/li>\n<li>K\u1ebf ho\u1ea1ch c\u00f4ng vi\u1ec7c<\/li>\n<li>M\u1ee5c ti\u00eau<\/li>\n<li>Ng\u00e2n s\u00e1ch<\/li>\n<\/ol>\n<h3>1. Nhi\u1ec7m v\u1ee5 v\u00e0 b\u1ed1i c\u1ea3nh<\/h3>\n<p>B\u1eaft \u0111\u1ea7u k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng c\u1ee7a b\u1ea1n b\u1eb1ng c\u00e1ch n\u00eau tuy\u00ean b\u1ed1 s\u1ee9 m\u1ec7nh v\u00e0 t\u1ea7m nh\u00ecn c\u1ee7a c\u00f4ng ty b\u1ea1n.<\/p>\n<p>H\u00e3y vi\u1ebft l\u00ean m\u1ed9t l\u1ecbch s\u1eed ng\u1eafn g\u1ecdn c\u1ee7a doanh nghi\u1ec7p, \u0111i\u1ec1u n\u00e0y s\u1ebd cung c\u1ea5p nh\u1eefng th\u00f4ng tin c\u01a1 b\u1ea3n tr\u01b0\u1edbc khi k\u1ebf ho\u1ea1ch \u0111i s\u00e2u v\u00e0o chi ti\u1ebft c\u1ee5 th\u1ec3 h\u01a1n.<\/p>\n<h3>2. Team (\u0110\u1ed3ng \u0111\u1ed9i)<\/h3>\n<p>K\u1ebf \u0111\u1ebfn h\u00e3y n\u00eau r\u00f5 ai thu\u1ed9c team b\u00e1n h\u00e0ng n\u00e0o, vai tr\u00f2 c\u1ee7a h\u1ecd l\u00e0 g\u00ec.<\/p>\n<p>V\u00ed d\u1ee5 nh\u01b0 b\u1ea1n qu\u1ea3n l\u00fd 5 nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng v\u00e0 b\u1ea1n l\u1ea1i l\u00e0m vi\u1ec7c ch\u1eb7t ch\u1ebd v\u1edbi m\u1ed9t chuy\u00ean gia h\u1ed7 tr\u1ee3 b\u00e1n h\u00e0ng v\u00e0 m\u1ed9t chuy\u00ean gia v\u1ec1 sale.<\/p>\n<p>N\u1ebfu b\u1ea1n d\u1ef1 \u0111\u1ecbnh th\u00eam ng\u01b0\u1eddi trong nh\u00f3m, h\u00e3y bao g\u1ed3m s\u1ed1 l\u01b0\u1ee3ng nh\u00e2n vi\u00ean, ch\u1ee9c danh c\u00f4ng vi\u1ec7c c\u1ea3u h\u1ecd khi n\u00e0o th\u00ec b\u1ea1n \u0111\u01b0a h\u1ecd v\u00e0o nh\u00f3m c\u1ee7a b\u1ea1n.<\/p>\n<h3>3. Th\u1ecb tr\u01b0\u1eddng m\u1ee5c ti\u00eau<\/h3>\n<p>D\u00f9 l\u00e0 k\u1ebf ho\u1ea1ch b\u1ea1n \u0111ang vi\u1ebft l\u00e0 k\u1ebf ho\u1ea1ch \u0111\u1ea7u ti\u00ean hay \u0111\u00e3 l\u00e0 c\u1ea3 t\u00e1 l\u1ea7n r\u1ed3i th\u00ec vi\u1ec7c bi\u1ebft v\u1ec1 th\u00f4ng tin nh\u00e2n kh\u1ea9u h\u1ecdc c\u1ee7a nh\u00f3m kh\u00e1ch h\u00e0ng m\u1ee5c ti\u00eau l\u00e0 r\u1ea5t quan tr\u1ecdng.<\/p>\n<ul>\n<li>Kh\u00e1ch h\u00e0ng b\u1ea1n mong mu\u1ed1n nh\u1ea5t tr\u00f4ng nh\u01b0 th\u1ebf n\u00e0o?<\/li>\n<li>H\u1ecd c\u00f3 \u0111\u1ec1u thu\u1ed9c m\u1ed9t ng\u00e0nh ngh\u1ec1, l\u0129nh v\u1ef1c c\u1ee5 th\u1ec3 kh\u00f4ng?<\/li>\n<li>Nh\u00f3m kh\u00e1ch h\u00e0ng b\u1ea1n nh\u1eafm t\u1edbi n\u1eb1m trong ph\u1ea1m vi n\u00e0o?<\/li>\n<li>H\u1ecd c\u00f3 \u0111ang g\u1eb7p chung m\u1ed9t v\u1ea5n \u0111\u1ec1 gi\u1ed1ng nhau kh\u00f4ng?<\/li>\n<\/ul>\n<p>H\u00e3y nh\u1edb r\u1eb1ng b\u1ea1n c\u00f3 th\u1ec3 c\u00f3 nh\u1eefng ng\u01b0\u1eddi mua h\u00e0ng kh\u00e1c nhau cho c\u00e1c s\u1ea3n ph\u1ea9m kh\u00e1c nhau. V\u00ed d\u1ee5: nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng c\u1ee7a HubSpot &amp;\u00a0Repu Digital\u00a0ch\u1ee7 y\u1ebfu c\u00f3 th\u1ec3 b\u00e1n ph\u1ea7n m\u1ec1m ti\u1ebfp th\u1ecb cho CMOs v\u00e0 ph\u1ea7n m\u1ec1m b\u00e1n h\u00e0ng cho gi\u00e1m \u0111\u1ed1c b\u00e1n h\u00e0ng.<\/p>\n<p>Ph\u1ea7n n\u00e0y trong k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng c\u1ee7a b\u1ea1n c\u0169ng c\u00f3 th\u1ec3 thay \u0111\u1ed5i theo th\u1eddi gian khi gi\u1ea3i ph\u00e1p v\u00e0 chi\u1ebfn l\u01b0\u1ee3c c\u1ee7a b\u1ea1n ph\u00e1t tri\u1ec3n v\u00e0 b\u1ea1n \u0111\u00e3 t\u00ecm \u0111\u01b0\u1ee3c s\u1ea3n ph\u1ea9m ph\u00f9 h\u1ee3p v\u1edbi th\u1ecb tr\u01b0\u1eddng.<\/p>\n<p>Ban \u0111\u1ea7u, khi s\u1ea3n ph\u1ea9m c\u1ee7a b\u1ea1n c\u00f2n \u1edf giai \u0111o\u1ea1n s\u01a1 khai v\u00e0 gi\u00e1 c\u1ee7a b\u1ea1n c\u00f2n th\u1ea5p, b\u1ea1n c\u00f3 th\u1ec3 \u0111\u00e3 t\u00ecm th\u1ea5y th\u00e0nh c\u00f4ng t\u1eeb vi\u1ec7c b\u00e1n h\u00e0ng cho c\u00e1c c\u00f4ng ty kh\u1edfi nghi\u1ec7p. Nh\u01b0ng b\u00e2y gi\u1edd, khi s\u1ea3n ph\u1ea9m c\u1ee7a b\u1ea1n \u0111\u00e3 m\u1ea1nh h\u01a1n nhi\u1ec1u v\u00e0 b\u1ea1n t\u0103ng gi\u00e1, c\u00e1c c\u00f4ng ty th\u1ecb tr\u01b0\u1eddng trung b\u00ecnh c\u00f3 th\u1ec3 ph\u00f9 h\u1ee3p h\u01a1n.<\/p>\n<p>\u0110\u00f3 l\u00e0 l\u00fd do t\u1ea1i sao vi\u1ec7c li\u00ean t\u1ee5c xem x\u00e9t v\u00e0 c\u1eadp nh\u1eadt \u0111\u1ed1i t\u01b0\u1ee3ng, m\u1ee5c ti\u00eau th\u1ecb tr\u01b0\u1eddng \u2013 kh\u00e1ch h\u00e0ng l\u00e0 r\u1ea5t quan tr\u1ecdng.<\/p>\n<h3>4. C\u00f4ng c\u1ee5, ph\u1ea7n m\u1ec1m v\u00e0 t\u00e0i nguy\u00ean<\/h3>\n<p>B\u1ea1n c\u0169ng n\u00ean bao g\u1ed3m m\u1ed9t m\u00f4 t\u1ea3 v\u1ec1 t\u00e0i nguy\u00ean c\u1ee7a b\u1ea1n. B\u1ea1n d\u1ef1 \u0111\u00ednh s\u1eed d\u1ee5ng ph\u1ea7n m\u1ec1m qu\u1ea3n l\u00fd c\u01a1 s\u1edf kh\u00e1ch h\u00e0ng n\u00e0o? \u00a0B\u1ea1n c\u00f3 nh\u00e2n s\u00e1ch cho c\u00e1c cu\u1ed9c thi b\u00e1n h\u00e0ng hay \u01b0u \u0111\u00e3i kh\u00f4ng?<\/p>\n<p>\u0110\u00e2y l\u00e0 n\u01a1i b\u1ea1n s\u1ebd tr\u00ecnh b\u00e0y nh\u1eefng c\u00f4ng c\u1ee5 m\u00e0 nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng c\u1ee7a b\u1ea1n n\u00ean s\u1eed d\u1ee5ng \u0111\u1ec3 th\u00e0nh c\u00f4ng trong c\u00f4ng vi\u1ec7c c\u1ee7a h\u1ecd (v\u00ed d\u1ee5: \u0111\u00e0o t\u1ea1o, t\u00e0i li\u1ec7u, c\u00f4ng c\u1ee5 h\u1ed7 tr\u1ee3 b\u00e1n h\u00e0ng,\u2026)<\/p>\n<h3>5. \u0110\u1ecbnh v\u1ecb<\/h3>\n<p>\u0110\u1ebfn \u0111\u00e2y, h\u00e3y \u0111\u1eb7t t\u00ean cho \u0111\u1ed1i th\u1ee7 c\u1ea1nh tranh c\u1ee7a b\u1ea1n.<\/p>\n<p>T\u00ecm hi\u1ec3u r\u00f5 r\u1eb1ng s\u1ea3n ph\u1ea9m c\u1ee7a b\u1ea1n c\u00f3 th\u1ec3 c\u1ea1nh tranh nh\u01b0 th\u1ebf n\u00e0o, s\u1ea3n ph\u1ea9m c\u1ee7a h\u1ecd m\u1ea1nh h\u01a1n s\u1ea3n ph\u1ea9m c\u1ee7a b\u1ea1n \u1edf \u0111i\u1ec3m n\u00e0o v\u00e0 ng\u01b0\u1ee3c l\u1ea1i. Ngo\u00e0i ra c\u0169ng n\u00ean th\u1ea3o lu\u1eadn v\u1ec1 gi\u00e1 c\u1ea3 c\u1ee7a h\u1ecd so v\u1edbi b\u1ea1n.<\/p>\n<p>Th\u1ea3o lu\u1eadn v\u1ec1 xu h\u01b0\u1edbng th\u1ecb tr\u01b0\u1eddng c\u0169ng l\u00e0 m\u1ed9t vi\u1ec7c c\u1ea7n thi\u1ebft. N\u1ebfu b\u1ea1n l\u00e0 c\u00f4ng ty SaaS (Software as a Services \u2013 Ph\u1ea7n m\u1ec1m d\u1ecbch v\u1ee5), b\u1ea1n n\u00ean ghi l\u1ea1i nh\u1eefng ph\u1ea7n m\u1ec1m \u0111ang tr\u1edf n\u00ean ph\u1ed5 bi\u1ebfn. N\u1ebfu b\u1ea1n b\u00e1n qu\u1ea3ng c\u00e1o online, h\u00e3y \u0111\u1ec1 c\u1eadp \u0111\u1ebfn s\u1ef1 t\u0103ng tr\u01b0\u1edfng c\u1ee7a qu\u1ea3ng c\u00e1o \u0111\u01b0\u1ee3c l\u1eadp tr\u00ecnh tr\u00ean di \u0111\u1ed9ng. C\u1ed1 g\u1eafng d\u1ef1 \u0111o\u00e1n nh\u1eefng thay \u0111\u1ed5i n\u00e0y s\u1ebd \u1ea3nh h\u01b0\u1edfng \u0111\u1ebfn doanh nghi\u1ec7p c\u1ee7a b\u1ea1n nh\u01b0 th\u1ebf n\u00e0o.<\/p>\n<h3>6. Chi\u1ebfn l\u01b0\u1ee3c ti\u1ebfp th\u1ecb<\/h3>\n<p>Trong ph\u1ea7n n\u00e0y, h\u00e3y m\u00f4 t\u1ea3 gi\u00e1 c\u1ee7a b\u1ea1n v\u00e0 b\u1ea5t k\u1ef3 ch\u01b0\u01a1ng tr\u00ecnh khuy\u1ebfn m\u00e3i n\u00e0o b\u1ea1n d\u1ef1 \u0111\u1ecbnh ch\u1ea1y. Nh\u1eefng h\u00e0nh \u0111\u1ed9ng ch\u00ednh n\u00e0o b\u1ea1n s\u1ebd th\u1ef1c hi\u1ec7n \u0111\u1ec3 t\u0103ng nh\u1eadn th\u1ee9c v\u1ec1 th\u01b0\u01a1ng hi\u1ec7u v\u00e0 t\u1ea1o ra kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng? H\u00e3y d\u1ef1 \u0111o\u00e1n t\u00e1c \u0111\u1ed9ng t\u1edbi doanh s\u1ed1 b\u00e1n h\u00e0ng.<\/p>\n<p>\u0110\u00e2y l\u00e0 m\u1ed9t v\u00ed d\u1ee5 c\u1ee5 th\u1ec3:<\/p>\n<ul>\n<li>S\u1ea3n ph\u1ea9m A:\u00a0T\u0103ng gi\u00e1 t\u1eeb 200,000 \u0111\u1ed3ng l\u00ean 250,000 \u0111\u1ed3ng v\u00e0o ng\u00e0y 2 th\u00e1ng 2 (gi\u1ea3m 2% doanh s\u1ed1 h\u00e0ng th\u00e1ng)<\/li>\n<li>S\u1ea3n ph\u1ea9m B:\u00a0N\u00e2ng c\u1ea5p mi\u1ec5n ph\u00ed n\u1ebfu b\u1ea1n gi\u1edbi thi\u1ec7u m\u1ed9t kh\u00e1ch h\u00e0ng kh\u00e1c t\u1eeb ng\u00e0y 1-20 th\u00e1ng 1 (t\u0103ng 20% \u200b\u200bdoanh s\u1ed1 h\u00e0ng th\u00e1ng)<\/li>\n<li>S\u1ea3n ph\u1ea9m C:\u00a0Gi\u1ea3m gi\u00e1 t\u1eeb 900,000 \u0111\u1ed3ng xu\u1ed1ng 850,000 \u0111\u1ed3ng v\u00e0o ng\u00e0y 1 th\u00e1ng 3 (t\u0103ng 15% doanh s\u1ed1 h\u00e0ng th\u00e1ng)<\/li>\n<li>S\u1ea3n ph\u1ea9m D:\u00a0Kh\u00f4ng thay \u0111\u1ed5i<\/li>\n<\/ul>\n<h3>7. Chi\u1ebfn l\u01b0\u1ee3c l\u00e2u d\u00e0i<\/h3>\n<p>L\u00e0m th\u1ebf n\u00e0o \u0111\u1ec3 \u0111\u1ed9i ng\u0169 b\u00e1n h\u00e0ng c\u1ee7a b\u1ea1n \u0111\u1ee7 \u0111i\u1ec1u ki\u1ec7n d\u1eabn \u0111\u1ea7u th\u1ecb tr\u01b0\u1eddng \u0111\u01b0\u1ee3c t\u1ea1o ra b\u1edfi chi\u1ebfn l\u01b0\u1ee3c ti\u1ebfp th\u1ecb c\u1ee7a b\u1ea1n? \u0110\u1eebng qu\u00ean th\u00eam c\u00e1c ti\u00eau ch\u00ed d\u1ef1 ki\u1ebfn trong t\u01b0\u01a1ng lai m\u00e0 th\u1ecb tr\u01b0\u1eddng s\u1ebd c\u1ea7n \u0111\u01b0\u1ee3c \u0111\u00e1p \u1ee9ng tr\u01b0\u1edbc khi \u0111\u1ea1i di\u1ec7n b\u00e1n h\u00e0ng \u0111\u1ed1i th\u1ee7 ti\u1ebfp c\u1eadn \u0111\u01b0\u1ee3c<\/p>\n<p>V\u00e0 x\u00e1c \u0111\u1ecbnh ph\u01b0\u01a1ng th\u1ee9c b\u00e1n h\u00e0ng inbound hay outbound (B\u1ea1n c\u00f3 th\u1ec3 t\u00ecm hi\u1ec3u th\u00eam v\u1ec1 Inbound &amp; Outbound Marketing) m\u00e0 nh\u00f3m c\u1ee7a b\u1ea1n s\u1ebd s\u1eed d\u1ee5ng \u0111\u1ec3 ti\u1ebfp c\u1eadn nhi\u1ec1u \u0111\u01a1n &amp; giao d\u1ecbch h\u01a1n.<\/p>\n<h3>8. K\u1ebf ho\u1ea1ch h\u00e0nh \u0111\u1ed9ng<\/h3>\n<p>Khi b\u1ea1n \u0111\u00e3 v\u1ea1ch ra \u0111\u00edch b\u1ea1n mu\u1ed1n \u0111\u1ea1t \u0111\u01b0\u1ee3c, b\u1ea1n s\u1ebd ph\u1ea3i t\u00ecm ra c\u00e1ch b\u1ea1n \u0111\u1ec3 s\u1ebd \u0111\u1ea1t \u0111\u01b0\u1ee3c \u0111i\u1ec1u \u0111\u00f3. Ph\u1ea7n n\u00e0y s\u1ebd t\u00f3m t\u1eaft k\u1ebf ho\u1ea1ch c\u1ee7a b\u1ea1n \u0111\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c m\u1ee5c ti\u00eau doanh thu c\u1ee7a b\u1ea1n.<\/p>\n<p>\u0110\u00e2y l\u00e0 m\u1ed9t v\u00e0i v\u00ed d\u1ee5:<\/p>\n<p>1. M\u1ee5c ti\u00eau: T\u0103ng t\u1ef7 l\u1ec7 gi\u1edbi thi\u1ec7u l\u00ean 30% trong qu\u00fd n\u00e0y<\/p>\n<p>Ch\u1ea1y ch\u01b0\u01a1ng tr\u00ecnh workshop c\u00e1c k\u0129 n\u0103ng gi\u1edbi thi\u1ec7u trong ba ng\u00e0y<\/p>\n<ul>\n<li>T\u1ed5 ch\u1ee9c cu\u1ed9c thi b\u00e1n h\u00e0ng \u0111\u1ec3 b\u00e1n h\u00e0ng gi\u1edbi thi\u1ec7u<\/li>\n<li>T\u0103ng hoa h\u1ed3ng cho m\u1ed7i l\u1ea7n gi\u1edbi thi\u1ec7u v\u00e0 b\u00e1n \u0111\u01b0\u1ee3c h\u00e0ng th\u00eam 5%<\/li>\n<\/ul>\n<p>2. M\u1ee5c ti\u00eau:\u00a0C\u00f3 \u0111\u01b0\u1ee3c 20 doanh nghi\u1ec7p h\u1ee3p t\u00e1c<\/p>\n<ul>\n<li>X\u00e1c \u0111\u1ecbnh 100 kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng v\u00e0 ch\u1ec9 \u0111\u1ecbnh m\u1ed9t \u0111\u1ed9i h\u1ed7 tr\u1ee3 chuy\u00ean bi\u1ec7t cho m\u1ed7i ng\u01b0\u1eddi, doanh nghi\u1ec7p<\/li>\n<li>T\u1ed5 ch\u1ee9c hai s\u1ef1 ki\u1ec7n c\u1ea5p cao<\/li>\n<li>T\u1eb7ng ph\u1ea7n th\u01b0\u1edfng cho \u0111\u1ed9i \u0111\u1ea7u ti\u00ean gi\u00e0nh \u0111\u01b0\u1ee3c ba logo<\/li>\n<\/ul>\n<h3>9. M\u1ee5c ti\u00eau<\/h3>\n<p>H\u1ea7u h\u1ebft c\u00e1c m\u1ee5c ti\u00eau b\u00e1n h\u00e0ng l\u00e0 d\u1ef1a tr\u00ean doanh thu. V\u00ed d\u1ee5: b\u1ea1n c\u00f3 th\u1ec3 \u0111\u1eb7t t\u1ed5ng m\u1ee5c ti\u00eau 10 tri\u1ec7u \u0111\u00f4 la doanh thu \u0111\u1ecbnh k\u1ef3 h\u00e0ng n\u0103m ARR.\u00a0(ARR \u2013 Annual Recurring Reveue)<\/p>\n<p>Ngo\u00e0i ra, b\u1ea1n c\u00f3 th\u1ec3 \u0111\u1eb7t kh\u1ed1i l\u01b0\u1ee3ng, s\u1ed1 l\u01b0\u1ee3ng m\u1ee5c ti\u00eau. \u0110\u00f3 c\u00f3 th\u1ec3 l\u00e0 100 kh\u00e1ch h\u00e0ng m\u1edbi ho\u1eb7c 450 \u0111\u01a1n b\u00e1n h\u00e0ng. H\u00e3y ch\u1eafc ch\u1eafn r\u1eb1ng m\u1ee5c ti\u00eau c\u1ee7a b\u1ea1n l\u00e0 th\u1ef1c t\u1ebf, n\u1ebfu kh\u00f4ng to\u00e0n b\u1ed9 k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng c\u1ee7a b\u1ea1n s\u1ebd h\u1ea7u nh\u01b0 l\u00e0 v\u00f4 d\u1ee5ng.<\/p>\n<p>Y\u1ebfu t\u1ed1 trong gi\u00e1 s\u1ea3n ph\u1ea9m c\u1ee7a b\u1ea1n, t\u1ed5ng th\u1ecb tr\u01b0\u1eddng c\u00f3 th\u1ec3 tham gia (TAM \u2013 Total Addressable Market), th\u00e2m nh\u1eadp th\u1ecb tr\u01b0\u1eddng v\u00e0 t\u00e0i nguy\u00ean (bao g\u1ed3m s\u1ed1 l\u01b0\u1ee3ng nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng v\u00e0 h\u1ed7 tr\u1ee3 ti\u1ebfp th\u1ecb).<\/p>\n<p>M\u1ee5c ti\u00eau c\u1ee7a b\u1ea1n c\u0169ng c\u1ea7n \u0111\u01b0\u1ee3c g\u1eafn ch\u1eb7t v\u1edbi c\u00e1c m\u1ee5c ti\u00eau kinh doanh c\u1ea5p cao c\u1ee7a b\u1ea1n. V\u00ed d\u1ee5 nh\u01b0 n\u1ebfu c\u00f4ng ty \u0111ang c\u1ed1 g\u1eafng ti\u1ebfn \u0111\u1ebfn th\u1ecb tr\u01b0\u1eddng cao h\u01a1n, m\u1ee5c ti\u00eau c\u1ee7a b\u1ea1n c\u00f3 th\u1ec3 l\u00e0\u00a0\u201cthu th\u1eadp 20 logo doanh nghi\u1ec7p\u201d\u00a0thay v\u00ec\u00a0\u201cB\u00e1n n s\u1ea3n ph\u1ea9m trong l\u0129nh v\u1ef1c kinh doanh m\u1edbi\u201d\u00a0(v\u00ec th\u00f4ng th\u01b0\u1eddng m\u1ecdi ng\u01b0\u1eddi th\u00edch ch\u1ea1y theo s\u1ed1 l\u01b0\u1ee3ng c\u00e1c giao d\u1ecbch c\u00f3 th\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c thay v\u00ec t\u1eadp trung v\u00e0o \u0111\u00fang lo\u1ea1i kh\u00e1ch h\u00e0ng).<\/p>\n<p>T\u1ea5t nhi\u00ean, b\u1ea1n c\u00f3 th\u1ec3 c\u00f3 nhi\u1ec1u h\u01a1n m\u1ed9t m\u1ee5c ti\u00eau. H\u00e3y x\u00e1c \u0111\u1ecbnh \u0111\u00e2u l\u00e0 quan tr\u1ecdng nh\u1ea5t, sau \u0111\u00f3 x\u1ebfp h\u1ea1ng ph\u1ea7n c\u00f2n l\u1ea1i theo m\u1ee9c \u0111\u1ed9 \u01b0u ti\u00ean.<\/p>\n<p>N\u1ebfu b\u1ea1n c\u00f3 nhi\u1ec1u chi nh\u00e1nh, h\u00e3y ch\u1ec9 \u0111\u1ecbnh m\u1ed9t m\u1ee5c ti\u00eau ph\u1ee5 cho m\u1ed7i chi nh\u00e1nh. \u0110i\u1ec1u \u0111\u00f3 s\u1ebd gi\u00fap d\u1ec5 d\u00e0ng x\u00e1c \u0111\u1ecbnh nh\u1eefng ng\u01b0\u1eddi \u0111ang l\u00e0m vi\u1ec7c qu\u00e1 s\u1ee9c v\u00e0 k\u00e9m hi\u1ec7u qu\u1ea3.<\/p>\n<p>H\u00e3y \u0111\u0103t ra c\u00e1c m\u1ed1c th\u1eddi gian quan tr\u1ecdng trong t\u01b0\u01a1ng lai v\u1edbi c\u00f4ng vi\u1ec7c c\u1ee7a b\u1ea1n. Ki\u1ec3m tra c\u00e1c m\u1ed1c th\u1eddi gian th\u01b0\u1eddng xuy\u00ean s\u1ebd \u0111\u1ea3m b\u1ea3o b\u1ea1n \u0111ang \u0111i \u0111\u00fang h\u01b0\u1edbng hay kh\u00f4ng? Tr\u01b0\u1edbc ho\u1eb7c sau khi \u0111\u1ea1t \u0111\u01b0\u1ee3c m\u1ee5c ti\u00eau c\u1ee7a m\u00ecnh?<\/p>\n<p>Gi\u1ea3 s\u1eed m\u1ee5c ti\u00eau b\u00e1n h\u00e0ng c\u1ee7a b\u1ea1n trong qu\u00fd \u0111\u1ea7u ti\u00ean c\u1ee7a n\u0103m l\u00e0 b\u00e1n $ 30.000. D\u1ef1a tr\u00ean hi\u1ec7u su\u1ea5t c\u1ee7a n\u0103m ngo\u00e1i, b\u1ea1n bi\u1ebft doanh s\u1ed1 th\u00e1ng 1 v\u00e0 th\u00e1ng 2 ch\u1eadm h\u01a1n th\u00e1ng 3.<\/p>\n<p>V\u1edbi \u00fd ngh\u0129 \u0111\u00f3, c\u00e1c m\u1ed1c th\u1eddi gian c\u1ee7a b\u1ea1n l\u00e0:<\/p>\n<ul>\n<li>Th\u00e1ng 1: $ 8.000<\/li>\n<li>Th\u00e1ng 2: $ 8.000<\/li>\n<li>Th\u00e1ng 3: $ 14.000<\/li>\n<\/ul>\n<p>B\u1ea1n c\u0169ng n\u00ean vi\u1ebft v\u00e0o DRI (Direct Responsible Individuals \u2013 V\u0103n h\u00f3a ch\u1ecbu tr\u00e1ch nhi\u1ec7m c\u00e1 nh\u00e2n) n\u1ebfu c\u00f3.<\/p>\n<p>V\u00ed d\u1ee5: C\u00f3 th\u1ec3 h\u1ea1n ng\u1ea1ch th\u00e1ng 1 c\u1ee7a A l\u00e0 $5.000. B l\u00e0 ng\u01b0\u1eddi m\u00e0 b\u1ea1n t\u1ee9c gi\u1eadn, c\u00f3 h\u1ea1n ng\u1ea1ch h\u00e0ng th\u00e1ng v\u1ea5n \u0111\u1ec1u l\u00e0 $ 3.000. Trong m\u1ed9t nh\u00f3m nh\u1ecf h\u01a1n, vi\u1ec7c n\u00e0y gi\u00fap m\u1ecdi ng\u01b0\u1eddi tr\u00e1nh sao ch\u00e9p c\u00f4ng vi\u1ec7c c\u1ee7a nhau. \u0110\u1ed3ng th\u1eddi, c\u0169ng h\u1ea1n ch\u00e9 vi\u1ec7c \u0111\u1ed5 l\u1ed7i cho xung quanh n\u1ebfu m\u1ee5c ti\u00eau kh\u00f4ng \u0111\u1ea1t \u0111\u01b0\u1ee3c.<\/p>\n<h3>10. Ng\u00e2n s\u00e1ch<\/h3>\n<p>M\u00f4 t\u1ea3 c\u00e1c chi ph\u00ed li\u00ean quan \u0111\u1ebfn vi\u1ec7c \u0111\u1ea1t \u0111\u01b0\u1ee3c m\u1ee5c ti\u00eau b\u00e1n h\u00e0ng c\u1ee7a b\u1ea1n. \u0110i\u1ec1u \u0111\u00f3 th\u01b0\u1eddng bao g\u1ed3m:<\/p>\n<ul>\n<li>Tr\u1ea3 l\u01b0\u01a1ng (l\u01b0\u01a1ng v\u00e0 hoa h\u1ed3ng)<\/li>\n<li>\u0110\u00e0o t\u1ea1o b\u00e1n h\u00e0ng<\/li>\n<li>C\u00f4ng c\u1ee5 v\u00e0 t\u00e0i nguy\u00ean b\u00e1n h\u00e0ng<\/li>\n<li>Gi\u1ea3i th\u01b0\u1edfng cu\u1ed9c thi<\/li>\n<li>C\u00e1c ho\u1ea1t \u0111\u1ed9ng g\u1eafn k\u1ebft \u0111\u1ed3ng \u0111\u1ed9i, \u0111\u1ed3ng nghi\u1ec7p<\/li>\n<li>Chi ph\u00ed \u0111i l\u1ea1i<\/li>\n<li>Chi ph\u00ed \u0103n u\u1ed1ng<\/li>\n<\/ul>\n<p>H\u00e3y so s\u00e1nh ng\u00e2n s\u00e1ch k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng v\u1edbi d\u1ef1 b\u00e1o b\u00e1n h\u00e0ng c\u1ee7a b\u1ea1n. Sau \u0111\u00f3, l\u1eadp ng\u00e2n s\u00e1ch ch\u00ednh x\u00e1c d\u1ef1a tr\u00ean k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>N\u1ebfu b\u1ea1n \u0111ang b\u0103n kho\u0103n kh\u00f4ng bi\u1ebft n\u00ean b\u1eaft \u0111\u1ea7u m\u1ed9t k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng t\u1eeb \u0111\u00e2u? B\u00e0i vi\u1ebft d\u01b0\u1edbi \u0111\u00e2y ch\u00ednh x\u00e1c d\u00e0nh cho b\u1ea1n. D\u01b0\u1edbi \u0111\u00e2y ch\u00fang t\u00f4i s\u1ebd gi\u00fap b\u1ea1n \u0111i t\u00ecm hi\u1ec3u k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng l\u00e0 g\u00ec? m\u1eabu k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng, c\u00e1ch vi\u1ebft m\u1ed9t k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng chu\u1ea9n [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[196,240],"tags":[],"_links":{"self":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/5796"}],"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=5796"}],"version-history":[{"count":0,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/5796\/revisions"}],"wp:attachment":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/media?parent=5796"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/categories?post=5796"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/tags?post=5796"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}