{"id":5806,"date":"2023-11-29T21:58:03","date_gmt":"2023-11-29T21:58:03","guid":{"rendered":"https:\/\/masterskills.org\/blog\/?p=5806"},"modified":"2023-12-21T11:37:59","modified_gmt":"2023-12-21T04:37:59","slug":"xay-dung-ke-hoach-ban-hang-cho-nhan-vien-sales-thi-truong","status":"publish","type":"post","link":"https:\/\/masterskills.org\/blog\/xay-dung-ke-hoach-ban-hang-cho-nhan-vien-sales-thi-truong.html","title":{"rendered":"X\u00e2y d\u1ef1ng k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng cho nh\u00e2n vi\u00ean Sales th\u1ecb tr\u01b0\u1eddng"},"content":{"rendered":"<p>C\u00e1c doanh nghi\u1ec7p ph\u00e2n ph\u1ed1i lu\u00f4n ph\u1ea3i x\u00e2y d\u1ef1ng k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng cho nh\u00e2n vi\u00ean Sales th\u1ecb tr\u01b0\u1eddng. B\u1edfi v\u00ec n\u1ebfu kh\u00f4ng c\u00f3 k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng th\u00ec Sales th\u1ecb tr\u01b0\u1eddng<b>\u00a0ch\u1ec9 nh\u01b0 nh\u1eefng ng\u01b0\u1eddi b\u00e1n h\u00e0ng rong<\/b>\u00a0\u201c\u0111\u01b0\u1ee3c ng\u00e0y n\u00e0o hay ng\u00e0y n\u1ea5y\u201d; s\u1ebd\u00a0<b>nh\u01b0 nh\u1eefng th\u01b0\u01a1ng nh\u00e2n c\u01a1 h\u1ed9i\u00a0<\/b>\u201ctranh th\u1ee7, ch\u1ee5p gi\u1eadt, c\u00f3 khi l\u1eeba \u0111\u1ea3o\u201d; s\u1ebd\u00a0<b>nh\u01b0 nh\u1eefng con ng\u01b0\u1eddi l\u01b0\u1eddi bi\u1ebfng<\/b>, t\u1ef1 \u0111\u00e1nh m\u1ea5t gi\u00e1 tr\u1ecb, l\u1ee3i \u00edch c\u1ee7a b\u1ea3n th\u00e2n v\u00e0 t\u1ea1o c\u01a1 h\u1ed9i cho \u0111\u1ed1i th\u1ee7 c\u1ea1nh tranh c\u1ee7a m\u00ecnh ph\u00e1t tri\u1ec3n.<\/p>\n<p>Tuy nhi\u00ean, khi tri\u1ec3n khai k\u1ebf ho\u1ea1ch v\u00e0o ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng th\u1ef1c t\u1ebf l\u1ea1i x\u1ea3y ra nhi\u1ec1u v\u1ea5n \u0111\u1ec1 nh\u01b0: m\u1ee5c ti\u00eau b\u00e1n h\u00e0ng ch\u1ed3ng ch\u00e9o, quy tr\u00ecnh b\u00e1n h\u00e0ng l\u1ecfng l\u1ebbo, s\u1ed1 li\u1ec7u \u1ea3o, \u201cx\u00e0o n\u1ea5u\u201d d\u1eef li\u1ec7u, \u2026\u00a0\u0110\u1ec3 gi\u00fap c\u00e1c doanh nghi\u1ec7p gi\u1ea3i quy\u1ebft nh\u1eefng kh\u00f3 kh\u0103n tr\u00ean, MobiWork \u0111\u00e3 cung c\u1ea5p b\u00e0i vi\u1ebft h\u01b0\u1edbng d\u1eabn x\u00e2y d\u1ef1ng k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng cho nh\u00e2n vi\u00ean Sales th\u1ecb tr\u01b0\u1eddng.<\/p>\n<h2><b>1. X\u00e1c \u0111\u1ecbnh m\u1ee5c ti\u00eau \u0111\u1ecbnh k\u1ef3<\/b><\/h2>\n<h3><b>1.1. X\u00e1c \u0111\u1ecbnh m\u1ee5c ti\u00eau \u0111\u1ecbnh k\u1ef3<\/b><\/h3>\n<p>Khi doanh nghi\u1ec7p x\u00e1c \u0111\u1ecbnh \u0111\u01b0\u1ee3c m\u1ee5c ti\u00eau cu\u1ed1i c\u00f9ng th\u00ec m\u1ed9t lo\u1ea1t c\u00e1c m\u1ee5c ti\u00eau \u0111\u1ecbnh k\u1ef3 c\u0169ng c\u1ea7n \u0111\u01b0\u1ee3c \u0111\u1eb7t ra \u0111\u1ec3 \u0111\u1ea3m b\u1ea3o m\u1ee5c ti\u00eau cu\u1ed1i c\u00f9ng c\u1ee7a doanh nghi\u1ec7p s\u1ebd \u0111i \u0111\u00fang h\u01b0\u1edbng, ho\u00e0n th\u00e0nh t\u1ed1t, n\u1eb1m trong ph\u1ea1m vi ng\u00e2n s\u00e1ch v\u00e0 \u0111\u00fang th\u1eddi h\u1ea1n.<\/p>\n<p>Gi\u1ed1ng nh\u01b0 m\u1ed9t cu\u1ed9c ch\u1ea1y \u0111\u01b0\u1eddng d\u00e0i, c\u00e1c doanh nghi\u1ec7p kh\u00f4ng th\u1ec3 ch\u1eafc ch\u1eafn r\u1eb1ng c\u1ea7n bao nhi\u00eau n\u1ed7 l\u1ef1c \u0111\u1ec3 v\u1ec1 \u0111\u00edch nhanh nh\u1ea5t v\u00e0 c\u00e0ng kh\u00f4ng th\u1ec3 d\u1ef1 t\u00ednh nh\u1eefng tr\u1edf ng\u1ea1i s\u1ebd ph\u1ea3i \u0111\u1ed1i m\u1eb7t tr\u00ean \u0111\u01b0\u1eddng \u0111i. Tuy nhi\u00ean, khi m\u1ee5c ti\u00eau cu\u1ed1i c\u00f9ng \u0111\u01b0\u1ee3c chia nh\u1ecf, thay v\u00ec ph\u1ea3i \u0111\u01b0a ra d\u1ef1 t\u00ednh cho m\u1ed9t n\u0103m, doanh nghi\u1ec7p s\u1ebd c\u00f3 k\u1ebf ho\u1ea1ch t\u1ed1t h\u01a1n cho t\u1eebng giai \u0111o\u1ea1n ng\u1eafn h\u01a1n (qu\u00fd\/ th\u00e1ng\/ tu\u1ea7n\/ ng\u00e0y) v\u00e0 nhanh ch\u00f3ng c\u00f3 \u0111\u01b0\u1ee3c h\u00e0nh \u0111\u1ed9ng ch\u00ednh x\u00e1c cho c\u00e1c m\u1ee5c ti\u00eau ti\u1ebfp theo c\u1ee7a m\u00ecnh.<\/p>\n<p><b><i><\/i><\/b><\/p>\n<p><b><i>V\u00ed d\u1ee5: M\u1ee5c ti\u00eau n\u0103m , c\u00f4ng ty th\u1ef1c ph\u1ea9m An To\u00e0n mu\u1ed1n bao ph\u1ee7 to\u00e0n b\u1ed9 th\u1ecb tr\u01b0\u1eddng n\u01b0\u1edbc gi\u1ea3i kh\u00e1t t\u1ea1i \u0111\u1ed3ng b\u1eb1ng s\u00f4ng C\u1eedu Long.<\/i><\/b><\/p>\n<p><b><i>1. M\u1ee5c ti\u00eau Qu\u00fd I:<\/i><\/b><i>\u00a0X\u00e1c \u0111\u1ecbnh ti\u1ec1m n\u0103ng v\u00f9ng l\u00e3nh th\u1ed5 b\u00e1n h\u00e0ng<\/i><\/p>\n<p><i>\u2013 M\u1ee5c ti\u00eau th\u00e1ng 1, qu\u00fd I:\u00a0<\/i><\/p>\n<ul>\n<li aria-level=\"1\"><i>X\u00e1c \u0111\u1ecbnh thu th\u1eadp d\u00e2n s\u1ed1 c\u1ee7a v\u00f9ng\u00a0<\/i><\/li>\n<\/ul>\n<ul>\n<li aria-level=\"1\"><i>\u01af\u1edbc l\u01b0\u1ee3ng s\u1ed1 l\u01b0\u1ee3ng c\u1ee7a h\u00e0ng trong khu v\u1ef1c d\u1ef1a tr\u00ean c\u00e1c ch\u1ec9 s\u1ed1 tham chi\u1ebfu<\/i><\/li>\n<\/ul>\n<ul>\n<li aria-level=\"1\"><i>Thi\u1ebft l\u1eadp m\u1ee9c ti\u00eau d\u00f9ng b\u00ecnh qu\u00e2n \u0111\u1ea7u ng\u01b0\u1eddi c\u1ee7a v\u00f9ng (PCC)<\/i><\/li>\n<\/ul>\n<ul>\n<li aria-level=\"1\"><i>\u01af\u1edbc t\u00ednh ti\u1ec1m n\u0103ng kinh doanh<\/i><\/li>\n<\/ul>\n<p><i>\u2013 M\u1ee5c ti\u00eau th\u00e1ng 2, qu\u00fd I:\u00a0<\/i><\/p>\n<ul>\n<li aria-level=\"1\"><i>X\u00e1c \u0111\u1ecbnh \u0111\u1ed9i ng\u0169 b\u00e1n h\u00e0ng<\/i><\/li>\n<\/ul>\n<ul>\n<li aria-level=\"1\"><i>X\u00e2y d\u1ef1ng t\u1ea7n su\u1ea5t ch\u0103m s\u00f3c<\/i><\/li>\n<\/ul>\n<ul>\n<li aria-level=\"1\"><i>\u01af\u1edbc t\u00ednh s\u1ed1 c\u1eeda h\u00e0ng c\u1ea7n ch\u0103m s\u00f3c \u2013 MCP<\/i><\/li>\n<\/ul>\n<ul>\n<li aria-level=\"1\"><i>\u2026<\/i><\/li>\n<\/ul>\n<p><b><i>2. M\u1ee5c ti\u00eau qu\u00fd II:<\/i><\/b><i>\u00a0Bao ph\u1ee7 4 t\u1ec9nh th\u00e0nh c\u1ee7a \u0110BSCL<\/i><\/p>\n<ul>\n<li aria-level=\"1\"><i>M\u1ee5c ti\u00eau th\u00e1ng 1, qu\u00fd II: bao ph\u1ee7 th\u00e0nh ph\u1ed1 C\u1ea7n Th\u01a1<\/i><\/li>\n<\/ul>\n<ul>\n<li aria-level=\"1\"><i>M\u1ee5c ti\u00eau th\u00e1ng 2, qu\u00fd II: bao ph\u1ee7 t\u1ec9nh An Giang, Ti\u1ec1n Giang<\/i><\/li>\n<\/ul>\n<ul>\n<li aria-level=\"1\"><i>\u2026\u00a0<\/i><\/li>\n<\/ul>\n<p><b><i>3. M\u1ee5c ti\u00eau qu\u00fd\u00a0 III<\/i><\/b><i>: Bao ph\u1ee7 5 t\u1ec9nh th\u00e0nh c\u1ee7a \u0110BSCL<\/i><\/p>\n<ul>\n<li aria-level=\"1\"><i>M\u1ee5c ti\u00eau th\u00e1ng 1, qu\u00fd III : bao ph\u1ee7 2 t\u1ec9nh th\u00e0nh H\u1eadu Giang, Long An<\/i><\/li>\n<\/ul>\n<ul>\n<li aria-level=\"1\"><i>M\u1ee5c ti\u00eau th\u00e1ng 2, qu\u00fd III: bao ph\u1ee7 2 t\u1ec9nh th\u00e0nh Tr\u00e0 Vinh, S\u00f3c Tr\u0103ng<\/i><\/li>\n<\/ul>\n<ul>\n<li aria-level=\"1\"><i>\u2026\u00a0<\/i><\/li>\n<\/ul>\n<h3><b>1.2. X\u00e2y d\u1ef1ng ch\u1ec9 ti\u00eau KPIs cho nh\u00e2n vi\u00ean Sales th\u1ecb tr\u01b0\u1eddng<\/b><\/h3>\n<p>X\u00e2y d\u1ef1ng KPIs cho Salesman l\u00e0 \u0111i\u1ec1u b\u1eaft bu\u1ed9c c\u1ee7a m\u1ed7i doanh nghi\u1ec7p s\u1ea3n xu\u1ea5t v\u00e0 ph\u00e2n ph\u1ed1i. M\u1ee5c \u0111\u00edch l\u00e0 \u0111\u01b0a ra m\u1ee5c ti\u00eau c\u00f4ng vi\u1ec7c c\u1ea7n \u0111\u1ea1t \u0111\u01b0\u1ee3c cho m\u1ed7i nh\u00e2n vi\u00ean \u0111\u1ed3ng th\u1eddi l\u00e0 c\u0103n c\u1ee9 \u0111\u1ec3 xem x\u00e9t \u0111i\u1ec1u ch\u1ec9nh l\u01b0\u01a1ng \u2013 th\u01b0\u1edfng \u2013 ph\u1ea1t cho nh\u00e2n s\u1ef1.<\/p>\n<p>M\u1ed9t s\u1ed1 ch\u1ec9 ti\u00eau KPI b\u1eaft bu\u1ed9c \u0111\u1ed1i v\u1edbi nh\u00e2n vi\u00ean Sales th\u1ecb tr\u01b0\u1eddng:<\/p>\n<ul>\n<li aria-level=\"1\">M\u1edf m\u1edbi \u0111i\u1ec3m b\u00e1n: s\u1ed1 \u0111i\u1ec3m b\u00e1n \u0111\u01b0\u1ee3c m\u1edf m\u1edbi\/ th\u00e1ng<\/li>\n<li aria-level=\"1\">\u0110\u01a1n h\u00e0ng: s\u1ed1 \u0111\u01a1n h\u00e0ng\/ th\u00e1ng<\/li>\n<li aria-level=\"1\">S\u1ea3n l\u01b0\u1ee3ng ti\u00eau th\u1ee5: kh\u1ed1i l\u01b0\u1ee3ng s\u1ea3n ph\u1ea9m ti\u00eau th\u1ee5 tr\u00ean t\u1eebng khu v\u1ef1c\/ th\u00e1ng<\/li>\n<li aria-level=\"1\">C\u01a1 h\u1ed9i b\u00e1n h\u00e0ng: s\u1ed1 c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng\/ th\u00e1ng<\/li>\n<li aria-level=\"1\">Doanh s\u1ed1: doanh s\u1ed1 b\u00e1n h\u00e0ng\/ th\u00e1ng<\/li>\n<li aria-level=\"1\">Doanh thu: doanh thu b\u00e1n h\u00e0ng\/ th\u00e1ng<\/li>\n<li aria-level=\"1\">Gi\u00e1 tr\u1ecb \u0111\u01a1n h\u00e0ng trung b\u00ecnh<\/li>\n<li aria-level=\"1\">T\u1ea7n su\u1ea5t vi\u1ebfng th\u0103m: s\u1ed1 l\u1ea7n vi\u1ebfng th\u0103m kh\u00e1ch h\u00e0ng\/ th\u00e1ng<\/li>\n<li aria-level=\"1\">Email\/ \u0110i\u1ec7n tho\u1ea1i ti\u1ebfp c\u1eadn kh\u00e1ch h\u00e0ng<\/li>\n<li aria-level=\"1\">\u2026.<\/li>\n<\/ul>\n<p>Sau khi \u0111\u00e3 th\u1ed1ng nh\u1ea5t \u0111\u01b0\u1ee3c c\u00e1c ch\u1ec9 s\u1ed1 KPIs v\u1edbi ph\u1ea7n m\u1ee5c ti\u00eau c\u1ee7a doanh nghi\u1ec7p, b\u01b0\u1edbc ti\u1ebfp theo, c\u1ea7n \u1ee9ng d\u1ee5ng nh\u1eefng ti\u00eau ch\u00ed SMART \u0111\u1ec3 \u0111\u00e1nh gi\u00e1 t\u1eebng ch\u1ec9 s\u1ed1 th\u1ef1c hi\u1ec7n c\u00f4ng vi\u1ec7c.<\/p>\n<p><b><\/b><\/p>\n<p><b>S \u00a0 \u00a0 \u2013 \u00a0 \u00a0 Specific: M\u1ee5c ti\u00eau c\u1ee5 th\u1ec3<\/b><\/p>\n<p><b>M\u00a0 \u00a0 \u2013 \u00a0 \u00a0 Measurable: M\u1ee5c ti\u00eau \u0111o l\u01b0\u1eddng \u0111\u01b0\u1ee3c<\/b><\/p>\n<p><b>A \u00a0 \u00a0 \u2013 \u00a0 \u00a0 Attainable: M\u1ee5c ti\u00eau c\u00f3 th\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c<\/b><\/p>\n<p><b>R \u00a0 \u00a0 \u2013 \u00a0 \u00a0 Relevant: M\u1ee5c ti\u00eau th\u1ef1c t\u1ebf<\/b><\/p>\n<p><b>T \u00a0 \u00a0 \u2013 \u00a0 \u00a0 Timebound: M\u1ee5c ti\u00eau c\u00f3 th\u1eddi h\u1ea1n c\u1ee5 th\u1ec3<\/b><\/p>\n<p>\u2013 N\u1ebfu m\u1ee5c ti\u00eau kh\u00f4ng \u0111\u1ea1t \u0111\u01b0\u1ee3c ti\u00eau ch\u00ed c\u1ee5 th\u1ec3 (Specific) th\u00ec\u00a0<a title=\"nh\u00e2n vi\u00ean kinh doanh\" href=\"https:\/\/mobiwork.vn\/nhan-vien-kinh-doanh-hoc-gi-tu-ky-nang-thuyet-trinh-cua-steve-jobs\/\">nh\u00e2n vi\u00ean kinh doanh<\/a>\u00a0th\u1ecb tr\u01b0\u1eddng s\u1ebd kh\u00f4ng bi\u1ebft m\u00ecnh ph\u1ea3i l\u00e0m g\u00ec v\u00e0 l\u00e0m nh\u01b0 th\u1ebf n\u00e0o \u0111\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c hi\u1ec7u qu\u1ea3 c\u00f4ng vi\u1ec7c nh\u01b0 mong mu\u1ed1n.<\/p>\n<p>\u2013 C\u00e1c ch\u1ec9 s\u1ed1 kh\u00f4ng \u0111o l\u01b0\u1eddng \u0111\u01b0\u1ee3c (Measurable) th\u00ec k\u1ebft qu\u1ea3 th\u1ef1c hi\u1ec7n c\u00f4ng vi\u1ec7c c\u1ee7a nh\u00e2n vi\u00ean Sales s\u1ebd kh\u00f4ng c\u00f3 \u00fd ngh\u0129a.<\/p>\n<p>\u2013 C\u00e1c ch\u1ec9 s\u1ed1 KPIs n\u1ebfu kh\u00f4ng th\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c (Achievable) hay kh\u00f4ng th\u1ef1c t\u1ebf (Realistic) ngh\u0129a l\u00e0 m\u1ee5c ti\u00eau x\u00e2y d\u1ef1ng qu\u00e1 xa v\u1eddi khi\u1ebfn nh\u00e2n vi\u00ean kinh doanh th\u1ecb tr\u01b0\u1eddng kh\u00f4ng th\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c k\u1ebft qu\u1ea3 d\u00f9 \u0111\u00e3 c\u1ed1 g\u1eafng h\u1ebft m\u00ecnh. \u0110i\u1ec1u n\u00e0y \u1ea3nh h\u01b0\u1edfng \u0111\u1ebfn t\u00e2m l\u00fd, g\u00e2y m\u1ec7t m\u1ecfi, ch\u00e1n n\u1ea3n v\u00e0 thi\u1ebfu \u0111\u1ed9ng l\u1ef1c l\u00e0m vi\u1ec7c cho nh\u00e2n vi\u00ean.<\/p>\n<p>\u2013 C\u00e1c ch\u1ec9 s\u1ed1 KPIs kh\u00f4ng c\u00f3 h\u1ea1n \u0111\u1ecbnh c\u1ee5 th\u1ec3 (Time-bound) khi\u1ebfn nh\u00e2n vi\u00ean Sales th\u1ecb tr\u01b0\u1eddng kh\u00f4ng bi\u1ebft c\u00f4ng vi\u1ec7c n\u00e0y ph\u1ea3i l\u00e0m trong th\u1eddi gian bao l\u00e2u hay khi n\u00e0o ph\u1ea3i ho\u00e0n th\u00e0nh; g\u00e2y ra t\u00ecnh tr\u1ea1ng kh\u00f3 ki\u1ec3m so\u00e1t ch\u00ednh vi\u1ec7c h\u1ecd \u0111ang l\u00e0m.<\/p>\n<p><b><i>L\u1ea5y v\u00ed d\u1ee5 t\u1eeb ho\u1ea1t \u0111\u1ed9ng kinh doanh c\u1ee7a doanh nghi\u1ec7p, c\u1ee5 th\u1ec3 h\u01a1n l\u00e0 m\u1ed9t s\u1ea3n ph\u1ea9m A m\u1edbi ra m\u1eaft c\u1ee7a c\u00f4ng ty, m\u1ed9t ch\u1ec9 s\u1ed1 KPI c\u00f3 th\u1ec3 \u0111\u01b0\u1ee3c x\u00e2y d\u1ef1ng nh\u01b0 sau:<\/i><\/b><\/p>\n<p><i>KPI: Gia t\u0103ng \u0111\u1ed9 ph\u1ee7 c\u1ee7a s\u1ea3n ph\u1ea9m A l\u00ean 20% t\u1ea1i H\u00e0 N\u1ed9i<\/i><\/p>\n<p><i>\u2013 M\u00f4 t\u1ea3: T\u1ef7 l\u1ec7 \u0111\u1ed9 ph\u1ee7 hi\u1ec7n t\u1ea1i \u0111ang ch\u1eefng \u1edf 10%, \u0111\u1ec3 c\u00f3 th\u1ec3 c\u1ea1nh tranh v\u1edbi c\u00e1c \u0111\u1ed1i th\u1ee7 trong ng\u00e0nh, doanh nghi\u1ec7p ph\u1ea3i t\u00ecm c\u00e1ch \u0111\u1ec3 t\u1ed1i \u01b0u ch\u00fang l\u00ean 20%.<\/i><\/p>\n<p><i>\u2013 Th\u1eddi h\u1ea1n th\u1ef1c hi\u1ec7n: trong v\u00f2ng 3 th\u00e1ng.<\/i><\/p>\n<p><i>\u2013 T\u1ea7n su\u1ea5t b\u00e1o c\u00e1o k\u1ebft qu\u1ea3 th\u1ef1c hi\u1ec7n: h\u1eb1ng th\u00e1ng.<\/i><\/p>\n<p><i>\u2013 Ngu\u1ed3n d\u1eef li\u1ec7u \u0111o l\u01b0\u1eddng: s\u1ed1 l\u01b0\u1ee3ng kh\u00e1ch h\u00e0ng m\u1edf m\u1edbi.<\/i><\/p>\n<p><i>\u2013 Ng\u01b0\u1eddi qu\u1ea3n l\u00fd KPI: Tr\u01b0\u1edfng ph\u00f2ng kinh doanh\u00a0<\/i><\/p>\n<h3><b>1.3. L\u1eadp k\u1ebf ho\u1ea1ch tri\u1ec3n khai KPI cho nh\u00e2n vi\u00ean Sales th\u1ecb tr\u01b0\u1eddng<\/b><\/h3>\n<p>B\u1eaft bu\u1ed9c ph\u1ea3i c\u00f3 m\u1ed9t k\u1ebf ho\u1ea1ch tri\u1ec3n khai KPIs t\u1edbi nh\u00e2n vi\u00ean Sales th\u1ecb tr\u01b0\u1eddng, b\u1edfi kh\u00f4ng c\u00f3 k\u1ebf ho\u1ea1ch h\u00e0nh \u0111\u1ed9ng c\u1ee5 th\u1ec3 th\u00ec m\u1ecdi m\u1ee5c ti\u00eau \u0111\u1ec1u \u0111\u1ec1 ra s\u1ebd kh\u00f4ng th\u1ec3 th\u00e0nh c\u00f4ng.<\/p>\n<p>M\u1ed9t k\u1ebf ho\u1ea1ch tri\u1ec3n khai s\u1ebd bao g\u1ed3m:<\/p>\n<p>\u2013 Truy\u1ec1n th\u00f4ng: Con ng\u01b0\u1eddi lu\u00f4n c\u00f3 xu h\u01b0\u1edbng ph\u1ea3n \u1ee9ng v\u1edbi nh\u1eefng s\u1ef1 thay \u0111\u1ed5i m\u1edbi m\u00e0 c\u00f3 t\u00e1c \u0111\u1ed9ng tr\u1ef1c ti\u1ebfp \u0111\u1ebfn quy\u1ec1n l\u1ee3i c\u1ee7a m\u00ecnh, d\u00f9 ch\u01b0a bi\u1ebft n\u00f3 \u0111\u00fang hay sai. V\u00ec v\u1eady, doanh nghi\u1ec7p c\u1ea7n truy\u1ec1n th\u00f4ng \u0111\u1ec3 nh\u00e2n vi\u00ean kinh doanh th\u1ecb tr\u01b0\u1eddng hi\u1ec3u \u0111\u01b0\u1ee3c m\u1ee5c \u0111\u00edch c\u1ee7a KPIs v\u00e0 Qu\u1ea3n l\u00fd hi\u1ec3u \u0111\u01b0\u1ee3c gi\u00e1 tr\u1ecb khi tri\u1ec3n khai KPIs.<b>\u00a0<\/b><\/p>\n<p>\u2013 Ch\u00ednh s\u00e1ch th\u00fac \u0111\u1ea9y: Ch\u00ednh l\u00e0 c\u01a1 ch\u1ebf v\u1ec1 l\u01b0\u01a1ng \u2013 th\u01b0\u1edfng \u2013 ph\u1ee5 c\u1ea5p \u2013 th\u1eddi h\u1ea1n thanh to\u00e1n theo nguy\u00ean t\u1eafc WIN \u2013 WIN.<\/p>\n<p>\u2013 L\u1ed9 tr\u00ecnh tri\u1ec3n khai: Thi\u1ebft l\u1eadp v\u00e0 \u00e1p d\u1ee5ng KPIs d\u1ef1a tr\u00ean quy m\u00f4, t\u1ed1c \u0111\u1ed9 t\u0103ng tr\u01b0\u1edfng c\u1ee7a doanh nghi\u1ec7p. V\u00ed d\u1ee5, trong 2 th\u00e1ng \u0111\u1ea7u ti\u00ean, \u0111\u1ec3 nh\u00e2n vi\u00ean kinh doanh th\u1ecb tr\u01b0\u1eddng d\u1ec5 d\u00e0ng chuy\u1ec3n \u0111\u1ed5i gi\u1eefa b\u1ed9 ch\u1ec9 ti\u00eau c\u0169 v\u00e0 ch\u1ec9 ti\u00eau m\u1edbi, c\u00f3 th\u1ec3 \u00e1p d\u1ee5ng m\u1ee9c 80% KPIs.<\/p>\n<h2><b>2. Truy\u1ec1n \u0111\u1ea1t cho nh\u00e2n vi\u00ean Sales th\u1ecb tr\u01b0\u1eddng<\/b><\/h2>\n<p>Vi\u1ec7c truy\u1ec1n \u0111\u1ea1t cho nh\u00e2n vi\u00ean Sales th\u1ecb tr\u01b0\u1eddng \u0111\u01b0\u1ee3c t\u1eadp h\u1ee3p trong 3 giai \u0111o\u1ea1n: chu\u1ea9n b\u1ecb \u0111\u1ea7u ng\u00e0y, th\u0103m vi\u1ebfng c\u00e1c \u0111i\u1ec3m b\u00e1n v\u00e0 k\u1ebft th\u00fac ng\u00e0y l\u00e0m vi\u1ec7c, d\u1ef1a tr\u00ean k\u1ebf ho\u1ea1ch l\u00e0m vi\u1ec7c h\u1eb1ng ng\u00e0y c\u1ee7a nh\u00e2n vi\u00ean:<\/p>\n<h3><b>2.1. Chu\u1ea9n b\u1ecb \u0111\u1ea7u ng\u00e0y<\/b><\/h3>\n<p>Vi\u1ec7c chu\u1ea9n b\u1ecb \u0111\u1ea7u ng\u00e0y b\u1ea3o \u0111\u1ea3m cho nh\u00e2n vi\u00ean kinh doanh th\u1ecb tr\u01b0\u1eddng c\u00f3 \u0111\u01b0\u1ee3c m\u1ed9t k\u1ebf ho\u1ea1ch l\u00e0m vi\u1ec7c trong ng\u00e0y r\u00f5 r\u00e0ng, kh\u00f4ng b\u1ecf s\u00f3t \u0111i\u1ec3m b\u00e1n v\u00e0 s\u1eed d\u1ee5ng th\u1eddi gian l\u00e0m vi\u1ec7c hi\u1ec7u qu\u1ea3. Ngo\u00e0i ra, vi\u1ec7c chu\u1ea9n b\u1ecb \u0111\u1ea7u ng\u00e0y c\u0169ng l\u00e0 c\u00e1ch \u0111\u1ec3 r\u00e8n luy\u1ec7n t\u00ednh k\u1ef7 lu\u1eadt \u0111\u1ec3 d\u00e0nh \u0111\u01b0\u1ee3c th\u00e0nh c\u00f4ng cho m\u1ed7i ng\u00e0y l\u00e0m vi\u1ec7c.<\/p>\n<p>Chu\u1ea9n b\u1ecb \u0111\u1ea7u ng\u00e0y s\u1ebd bao g\u1ed3m 3 ho\u1ea1t \u0111\u1ed9ng ch\u00ednh:<\/p>\n<p><b><i>\u2013 Xem x\u00e9t l\u1ea1i nh\u1eefng k\u1ebf ho\u1ea1ch v\u00e0 m\u1ee5c ti\u00eau \u0111\u00e3 \u0111\u1ecbnh s\u1eb5n:<\/i><\/b><\/p>\n<ul>\n<li>K\u1ebf ho\u1ea1ch ch\u0103m s\u00f3c c\u1eeda h\u00e0ng.<\/li>\n<li>Danh s\u00e1ch KH vi\u1ebfng th\u0103m trong ng\u00e0y \u2013 Master List.<\/li>\n<li>Ch\u1ec9 ti\u00eau v\u1ec1 doanh s\u1ed1 BH (t\u1eebng th\u00e1ng, tu\u1ea7n, ng\u00e0y).<\/li>\n<li>Ch\u1ec9 ti\u00eau tr\u01b0ng b\u00e0y theo h\u01b0\u1edbng d\u1eabn c\u1ee7a c\u00f4ng ty.<\/li>\n<li>Ch\u1ec9 ti\u00eau h\u00e0ng khuy\u1ebfn m\u00e3i.<\/li>\n<li>Ch\u1ec9 ti\u00eau v\u1ec1 vi\u1ec7c thu n\u1ee3 (n\u1ebfu c\u00f3).<\/li>\n<li>Nh\u1eefng \u01b0u ti\u00ean v\u1ec1 ph\u00e2n ph\u1ed1i h\u00e0ng (ch\u1ec9 ti\u00eau m\u1edf m\u1edbi, tr\u01b0ng b\u00e0y \u2013 POSM).<\/li>\n<li>Nh\u1eefng m\u1ee5c ti\u00eau c\u1ee5 th\u1ec3 \u0111\u1ed1i v\u1edbi t\u1eebng kh\u00e1ch h\u00e0ng s\u1ebd gh\u00e9 th\u0103m trong ng\u00e0y.<\/li>\n<li>\u00a0\u2026<\/li>\n<\/ul>\n<p><b><i>\u2013 Ki\u1ec3m tra nh\u1eefng c\u00f4ng c\u1ee5 (6 c\u00f4ng c\u1ee5 b\u00e1n h\u00e0ng):<\/i><\/b><\/p>\n<ul>\n<li>Th\u1ebb kh\u00e1ch h\u00e0ng<\/li>\n<li>Bi\u1ec3u m\u1eabu b\u00e1n h\u00e0ng<\/li>\n<li>C\u1eb7p \u0111\u1ef1ng h\u1ed3 s\u01a1<\/li>\n<li>T\u00e0i li\u1ec7u, d\u1ee5ng c\u1ee5 thuy\u1ebft tr\u00ecnh v\u1ec1 s\u1ea3n ph\u1ea9m<\/li>\n<li>T\u00e0i li\u1ec7u, d\u1ee5ng c\u1ee5 h\u1ed7 tr\u1ee3 cho vi\u1ec7c tr\u01b0ng b\u00e0y<\/li>\n<li>B\u00e1o c\u00e1o b\u00e1n h\u00e0ng<\/li>\n<li>\u2026<\/li>\n<\/ul>\n<p><b><i>\u2013 \u0110\u1ed1i v\u1edbi \u0111\u1ed9i ng\u0169 b\u00e1n h\u00e0ng giao ngay:<\/i><\/b><\/p>\n<ul>\n<li>Ki\u1ec3m tra nh\u1eefng danh m\u1ee5c h\u00e0ng h\u00f3a s\u1ebd nh\u1eadn trong ng\u00e0y theo k\u1ebf ho\u1ea1ch \u0111\u00e3 \u0111\u1ecbnh.<\/li>\n<li>Chu\u1ea9n b\u1ecb h\u00e0ng khuy\u1ebfn m\u00e3i \u0111\u1ec3 ph\u00e1t th\u01b0\u1edfng, chi tr\u1ea3 tr\u01b0ng b\u00e0y cho kh\u00e1ch h\u00e0ng (n\u1ebfu c\u00f3).<\/li>\n<li>B\u1ea3o \u0111\u1ea3m h\u00e0ng h\u00f3a \u0111\u1ea7y \u0111\u1ee7 v\u00e0 ph\u00f9 h\u1ee3p v\u1edbi khu v\u1ef1c b\u00e1n h\u00e0ng<\/li>\n<li>\u2026<\/li>\n<\/ul>\n<h3><b>2.2. Th\u0103m vi\u1ebfng c\u00e1c \u0111i\u1ec3m b\u00e1n<\/b><\/h3>\n<p>Th\u0103m vi\u1ebfng c\u00e1c c\u1eeda h\u00e0ng l\u00e0 ho\u1ea1t \u0111\u1ed9ng quan tr\u1ecdng h\u00e0ng \u0111\u1ea7u trong m\u1ed9t ng\u00e0y l\u00e0m vi\u1ec7c c\u1ee7a nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng ngo\u00e0i th\u1ecb tr\u01b0\u1eddng.<\/p>\n<blockquote><p>\u2013 Nguy\u00ean l\u00fd duy nh\u1ea5t c\u1ee7a b\u00e1n h\u00e0ng: Kh\u00e1ch h\u00e0ng ch\u1ec9 ch\u1ecbu mua khi h\u1ecd tin r\u1eb1ng h\u1ecd s\u1ebd c\u00f3 c\u00e1i h\u1ecd c\u1ea7n v\u00e0\/hay mu\u1ed1n.<\/p>\n<p>\u2013 Hai nguy\u00ean t\u1eafc b\u00e1n h\u00e0ng:<\/p>\n<ul>\n<li>Hi\u1ec3u v\u00e0 x\u00e1c \u0111\u1ecbnh \u0111\u01b0\u1ee3c s\u1ea3n ph\u1ea9m kh\u00e1ch h\u00e0ng c\u1ea7n v\u00e0\/ hay mu\u1ed1n<\/li>\n<li>Ch\u1ec9 r\u00f5 cho kh\u00e1ch h\u00e0ng th\u1ea5y \u0111\u1ec1 ngh\u1ecb c\u1ee7a ch\u00fang ta (mua h\u00e0ng) s\u1ebd gi\u00fap h\u1ecd \u0111\u1ea1t \u0111\u01b0\u1ee3c nh\u1eefng \u0111i\u1ec1u c\u1ea7n v\u00e0\/ hay mu\u1ed1n.<\/li>\n<\/ul>\n<\/blockquote>\n<p>\u0110\u1ec3 th\u1ef1c hi\u1ec7n th\u0103m vi\u1ebfng t\u1ed1t c\u00e1c \u0111i\u1ec3m b\u00e1n c\u1ee7a doanh nghi\u1ec7p, Salesman ph\u1ea3i \u0111\u1ea3m b\u1ea3o tu\u00e2n th\u1ee7:<\/p>\n<p>\u2013 T\u1eadp trung ch\u00fa \u00fd v\u00e0o c\u00e1c m\u1ee5c ti\u00eau trong ng\u00e0y \u0111\u00e3 \u0111\u01b0\u1ee3c\u00a0gi\u00e1m s\u00e1t b\u00e1n h\u00e0ng\u00a0h\u01b0\u1edbng d\u1eabn v\u00e0 ph\u1ea3i \u0111\u1ea3m b\u1ea3o ch\u1eafc ch\u1eafn ch\u00fang \u0111\u01b0\u1ee3c \u00e1p d\u1ee5ng t\u1ea1i m\u1ecdi c\u1eeda hi\u1ec7u.<\/p>\n<p>\u2013 Tri\u1ec3n khai v\u00e0 theo d\u00f5i ch\u01b0\u01a1ng tr\u00ecnh khuy\u1ebfn m\u00e3i cho kh\u00e1ch h\u00e0ng.<\/p>\n<p>\u2013 Ghi nh\u1eadn c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng v\u00e0 b\u00e1o c\u00e1o l\u1ea1i v\u1edbi\u00a0<a title=\"gi\u00e1m s\u00e1t b\u00e1n h\u00e0ng\" href=\"https:\/\/mobiwork.vn\/quy-trinh-giam-sat-ban-hang\/\">gi\u00e1m s\u00e1t b\u00e1n h\u00e0ng<\/a>\u00a0c\u1ee7a m\u00ecnh.<\/p>\n<p>\u2013 X\u00e2y d\u1ef1ng th\u00e1i \u0111\u1ed9 thi\u1ec7n ch\u00ed v\u1edbi kh\u00e1ch h\u00e0ng: l\u1ecbch s\u1ef1, trung th\u1ef1c, tr\u00e1ch nhi\u1ec7m.<\/p>\n<p>\u2013 S\u1eed d\u1ee5ng t\u1ed1t c\u00e1c c\u00f4ng c\u1ee5 b\u00e1n h\u00e0ng v\u00e0 \u201c7 b\u01b0\u1edbc b\u00e1n h\u00e0ng\u201d:<\/p>\n<ul>\n<li>B\u01b0\u1edbc 1: Ch\u00e0o h\u1ecfi<\/li>\n<li>B\u01b0\u1edbc 2: Ki\u1ec3m tra h\u00e0ng t\u1ed3n<\/li>\n<li>B\u01b0\u1edbc 3: Thuy\u1ebft tr\u00ecnh b\u00e1n h\u00e0ng (\u0111\u1ec1 ngh\u1ecb mua h\u00e0ng)<\/li>\n<li>B\u01b0\u1edbc 4: K\u1ebft th\u00fac b\u00e1n h\u00e0ng<\/li>\n<li>B\u01b0\u1edbc 5: Th\u1ed1ng nh\u1ea5t \u0111\u01a1n h\u00e0ng v\u00e0 h\u1eb9n ng\u00e0y giao h\u00e0ng<\/li>\n<li>B\u01b0\u1edbc 6: Tr\u01b0ng b\u00e0y h\u00e0ng h\u00f3a<\/li>\n<li>B\u01b0\u1edbc 7: C\u1ea3m \u01a1n, ch\u00e0o t\u1ea1m bi\u1ec7t v\u00e0 h\u1eb9n g\u1eb7p l\u1ea7n sau<\/li>\n<\/ul>\n<p><b><i>L\u01b0u \u00fd:<\/i><\/b>\u00a0C\u00e1c b\u01b0\u1edbc b\u00e1n h\u00e0ng c\u01a1 b\u1ea3n tr\u00ean \u0111\u00e3 \u0111\u01b0\u1ee3c s\u1eafp x\u1ebfp theo m\u1ed9t tr\u00ecnh t\u1ef1 logic v\u00e0 h\u1ee3p l\u00fd, n\u00ean l\u00e0m theo \u0111\u1ed1i v\u1edbi c\u00e1c cu\u1ed9c b\u00e1n h\u00e0ng b\u00ecnh th\u01b0\u1eddng. Tuy nhi\u00ean, tr\u1eadt t\u1ef1 tr\u00ean c\u00f3 th\u1ec3 thay \u0111\u1ed5i trong c\u00e1c t\u00ecnh hu\u1ed1ng \u0111\u1eb7c bi\u1ec7t c\u1ee5 th\u1ec3.<\/p>\n<p><b><i><\/i><\/b><\/p>\n<p><b><i>D\u01b0\u1edbi \u0111\u00e2y l\u00e0 t\u1eebng b\u01b0\u1edbc c\u1ee5 th\u1ec3 trong quy t\u1eafc \u201c7 b\u01b0\u1edbc b\u00e1n h\u00e0ng\u201d m\u00e0 c\u00e1c ch\u1ee7 doanh nghi\u1ec7p c\u00f3 th\u1ec3 tham kh\u1ea3o cho \u0111\u1ed9i ng\u0169 Sales th\u1ecb tr\u01b0\u1eddng:<\/i><\/b><\/p>\n<p><b><i>B\u01b0\u1edbc 1: Ch\u00e0o h\u1ecfi<\/i><\/b><\/p>\n<p>\u2013 T\u01b0\u01a1i c\u01b0\u1eddi ch\u00e0o h\u1ecfi ch\u1ee7 c\u1eeda h\u00e0ng \u0111\u1ec3 t\u1ea1o b\u1ea7u kh\u00f4ng kh\u00ed vui v\u1ebb<\/p>\n<p>\u2013 Gi\u1edbi thi\u1ec7u b\u1ea3n th\u00e2n v\u00e0 x\u00e1c \u0111\u1ecbnh m\u1eb7t h\u00e0ng c\u00f4ng ty b\u00e1n t\u1ed1t nh\u1ea5t t\u1ea1i c\u1eeda h\u00e0ng.<\/p>\n<p>\u2013 \u0110\u1ed1i v\u1edbi nh\u1eefng c\u1eeda h\u00e0ng m\u1edbi, c\u1ea7n thi\u1ebft ph\u1ea3i gi\u1edbi thi\u1ec7u th\u00eam v\u1ec1:<\/p>\n<ul>\n<li>Doanh nghi\u1ec7p v\u00e0 nh\u00e0 ph\u00e2n ph\u1ed1i<\/li>\n<li>Nh\u00e3n hi\u1ec7u s\u1ea3n ph\u1ea9m c\u1ee7a c\u00f4ng ty<\/li>\n<li>T\u1ea7n su\u1ea5t vi\u1ebfng th\u0103m<\/li>\n<li>C\u00e1ch th\u1ee9c giao h\u00e0ng, ph\u01b0\u01a1ng th\u1ee9c thanh to\u00e1n<\/li>\n<\/ul>\n<p>\u2013 Xin ph\u00e9p ch\u1ee7 c\u1eeda h\u00e0ng \u0111\u01b0\u1ee3c xem l\u1ea1i c\u00e1c s\u1ea3n ph\u1ea9m c\u1ee7a c\u1eeda h\u00e0ng v\u00e0 sau \u0111\u00f3 s\u1ebd tr\u00ecnh b\u00e0y b\u00e1n h\u00e0ng sau.<\/p>\n<p><b><i>B\u01b0\u1edbc 2: Ki\u1ec3m tra h\u00e0ng t\u1ed3n<\/i><\/b><\/p>\n<p>Ki\u1ec3m tra h\u00e0ng t\u1ed3n t\u1ea1i \u0111i\u1ec3m b\u00e1n \u0111\u01b0\u1ee3c th\u1ef1c hi\u1ec7n th\u00f4ng qua c\u00e1c c\u00f4ng vi\u1ec7c c\u1ee5 th\u1ec3 nh\u01b0:<\/p>\n<p>\u2013 Ki\u1ec3m tra s\u1ed1 l\u01b0\u1ee3ng h\u00e0ng c\u00f3 t\u1ea1i c\u1eeda h\u00e0ng v\u00e0 kho h\u00e0ng<\/p>\n<p>\u2013 \u0110\u1ea3o h\u00e0ng (FIFO)<\/p>\n<p>\u2013 Tr\u01b0ng b\u00e0y s\u1ea3n ph\u1ea9m<\/p>\n<p>\u2013 Ki\u1ec3m tra gi\u00e1 c\u1ea3 s\u1ea3n ph\u1ea9m<\/p>\n<p>\u2013 Ki\u1ec3m tra v\u1ec1 tr\u01b0ng b\u00e0y s\u1ea3n ph\u1ea9m v\u00e0 c\u00e1c ch\u01b0\u01a1ng tr\u00ecnh khuy\u1ebfn m\u00e3i.<\/p>\n<p>\u2013 Ki\u1ec3m tra c\u00e1c ho\u1ea1t \u0111\u1ed9ng c\u1ee7a \u0111\u1ed1i th\u1ee7 c\u1ea1nh tranh.<\/p>\n<p>\u2013 Ki\u1ec3m tra ch\u1ea5t l\u01b0\u1ee3ng s\u1ea3n ph\u1ea9m.<\/p>\n<p>\u2013 Ghi nh\u1eadn m\u1ee9c h\u00e0ng t\u1ed3n cho t\u1ea5t c\u1ea3 ch\u1ee7ng lo\u1ea1i s\u1ea3n ph\u1ea9m c\u1ee7a doanh nghi\u1ec7p.<\/p>\n<p>\u2013 S\u1ed1 l\u01b0\u1ee3ng h\u00e0ng t\u1ed3n kho c\u1ee7a nh\u1eefng s\u1ea3n ph\u1ea9m c\u00f3 khuy\u1ebfn m\u00e3i.<\/p>\n<p>\u2013 S\u1ed1 l\u01b0\u1ee3ng h\u00e0ng t\u1ed3n kho c\u1ee7a \u0111\u1ed1i th\u1ee7 c\u1ea1nh tranh (n\u1ebfu c\u00f3 th\u1ec3).<\/p>\n<p>\u2013 Ki\u1ec3m tra khu v\u1ef1c b\u00e1n h\u00e0ng:<\/p>\n<ul>\n<li>\u00a0V\u1ecb tr\u00ed v\u00e0 kh\u00f4ng gian k\u1ec7 tr\u01b0ng b\u00e0y<\/li>\n<li>\u00a0Ki\u1ec3m tra s\u1ef1 c\u00f3 m\u1eb7t c\u1ee7a c\u00e1c nh\u00e3n h\u00e0ng v\u00e0 c\u00e1c SKUs<\/li>\n<li>\u00a0Ki\u1ec3m tra gi\u00e1 c\u1ea3 s\u1ea3n ph\u1ea9m<\/li>\n<li>\u00a0Ki\u1ec3m tra ch\u1ea5t l\u01b0\u1ee3ng s\u1ea3n ph\u1ea9m<\/li>\n<li>\u00a0Nghi\u00ean c\u1ee9u nh\u1eefng ho\u1ea1t \u0111\u1ed9ng h\u1ed7 tr\u1ee3 b\u00e1n h\u00e0ng c\u1ee7a \u0111\u1ed1i th\u1ee7 c\u1ea1nh tranh.<\/li>\n<\/ul>\n<p>\u0110\u1ed1i v\u1edbi nh\u1eefng c\u1eeda h\u00e0ng nh\u1ecf, Salesman c\u00f3 th\u1ec3 ki\u1ec3m t\u1ed3n th\u00f4ng qua vi\u1ec7c quan s\u00e1t chi ti\u1ebft c\u00e1c s\u1ea3n ph\u1ea9m trong c\u1eeda h\u00e0ng v\u00e0 h\u1ecfi th\u00eam th\u00f4ng tin t\u1eeb ch\u1ee7 c\u1eeda h\u00e0ng.<\/p>\n<p>Ki\u1ec3m tra h\u00e0ng t\u1ed3n k\u1ebft h\u1ee3p v\u1edbi quan s\u00e1t, ghi ch\u00e9p, gi\u00fap nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng:<\/p>\n<p>\u2013 L\u1eadp k\u1ebf ho\u1ea1ch ti\u1ebfp c\u1eadn b\u00e1n h\u00e0ng v\u00e0 nh\u1eefng \u01b0u ti\u00ean cho cu\u1ed9c b\u00e1n h\u00e0ng.<\/p>\n<p>\u2013 \u0110i\u1ec1n \u0111\u1ea7y \u0111\u1ee7 nh\u1eefng bi\u1ec3u m\u1eabu b\u00e1n h\u00e0ng c\u1ea7n thi\u1ebft (th\u1ebb qu\u1ea7y, b\u00e1o c\u00e1o \u0111\u1ed1i th\u1ee7 c\u1ea1nh tranh\u2026)<\/p>\n<p>\u2013 Chu\u1ea9n b\u1ecb \u0111\u1ec1 ngh\u1ecb \u0111\u01a1n h\u00e0ng<\/p>\n<p><b><i>B\u01b0\u1edbc 3: Thuy\u1ebft tr\u00ecnh b\u00e1n h\u00e0ng (\u0111\u1ec1 ngh\u1ecb mua h\u00e0ng)<\/i><\/b><\/p>\n<p>Nh\u00e2n vi\u00ean Sales d\u1ef1a v\u00e0o k\u1ebft qu\u1ea3 ki\u1ec3m tra h\u00e0ng t\u1ed3n v\u00e0 ph\u00e2n ph\u1ed1i ch\u1ee7ng lo\u1ea1i \u0111\u1ec3 \u0111\u1ec1 ngh\u1ecb mua h\u00e0ng (\u0111\u1eb7t h\u00e0ng). Vi\u1ec7c \u0111\u1ec1 ngh\u1ecb mua h\u00e0ng \u0111\u01b0\u1ee3c tr\u00ecnh b\u00e0y th\u00f4ng qua Sale Kit v\u00e0 th\u1ebb qu\u1ea7y. Th\u1ee9 t\u1ef1 tr\u00ecnh b\u00e0y nh\u01b0 sau:<\/p>\n<p>\u2013 Gi\u1edbi thi\u1ec7u s\u1ea3n ph\u1ea9m m\u1edbi<\/p>\n<p>\u2013 S\u1ea3n ph\u1ea9m tr\u1ecdng t\u00e2m trong ng\u00e0y<\/p>\n<p>\u2013 Nh\u1eefng s\u1ea3n ph\u1ea9m m\u00e0 kh\u00e1ch h\u00e0ng \u0111ang b\u00e1n t\u1ea1i c\u1eeda h\u00e0ng<\/p>\n<p>\u2013\u00a0 Nh\u1eefng s\u1ea3n ph\u1ea9m m\u00e0 kh\u00e1ch h\u00e0ng ch\u01b0a b\u00e1n<\/p>\n<p>\u2013 Nh\u1eefng s\u1ea3n ph\u1ea9m c\u00f3 ch\u01b0\u01a1ng tr\u00ecnh tr\u1ea3 th\u01b0\u1edfng, tr\u01b0ng b\u00e0y, khuy\u1ebfn m\u00e3i v\u00e0 c\u00e1c h\u1ed7 tr\u1ee3 \u0111\u1eb7c bi\u1ec7t n\u00e0o \u0111\u00f3.<\/p>\n<p>(Th\u1ee9 t\u1ef1 tr\u00ean c\u00f3 th\u1ec3 thay \u0111\u1ed5i t\u00f9y theo t\u00ecnh hu\u1ed1ng \u0111\u1eb7c bi\u1ec7t)<\/p>\n<p><strong>C\u00e1ch tr\u00ecnh b\u00e0y v\u1ec1 m\u1ed9t s\u1ea3n ph\u1ea9m m\u1edbi:\u00a0<\/strong><\/p>\n<p>\u2013 Gi\u1ea3i th\u00edch l\u00fd do \u0111\u01b0a ra s\u1ea3n ph\u1ea9m m\u1edbi<\/p>\n<p>\u2013 Th\u00f4ng b\u00e1o s\u1ea3n ph\u1ea9m m\u1edbi tung ra th\u1ecb tr\u01b0\u1eddng<\/p>\n<p>\u2013 Gi\u1edbi thi\u1ec7u s\u1ea3n ph\u1ea9m m\u1edbi<\/p>\n<p>\u2013 Gi\u1ea3i th\u00edch c\u00f4ng d\u1ee5ng v\u00e0 nh\u1eefng l\u1ee3i \u00edch c\u1ee7a s\u1ea3n ph\u1ea9m \u0111\u1ed1i v\u1edbi ng\u01b0\u1eddi ti\u00eau d\u00f9ng<\/p>\n<p>\u2013 Tr\u00ecnh b\u00e0y nh\u1eefng ch\u01b0\u01a1ng tr\u00ecnh h\u1ed7 tr\u1ee3, qu\u1ea3ng c\u00e1o, khuy\u1ebfn m\u00e3i\u2026 cho s\u1ea3n ph\u1ea9m m\u1edbi<\/p>\n<p>\u2013 Gi\u1ea3i th\u00edch quy\u1ec1n l\u1ee3i c\u1ee7a c\u1eeda h\u00e0ng, gi\u00e1 c\u1ea3 v\u00e0 chi\u1ebft kh\u1ea5u<\/p>\n<p>\u2013 \u0110\u1ec1 ngh\u1ecb s\u1ed1 l\u01b0\u1ee3ng h\u00e0ng h\u00f3a \u0111\u1ee7 cho nhu c\u1ea7u c\u1ee7a c\u1eeda h\u00e0ng<\/p>\n<p>Trong qu\u00e1 tr\u00ecnh b\u00e1n h\u00e0ng, n\u1ebfu c\u00f3 ph\u1ea3n b\u00e1c, Sales th\u1ecb tr\u01b0\u1eddng ph\u1ea3i l\u1eafng nghe; h\u00e3y \u0111\u1ec3 cho kh\u00e1ch h\u00e0ng n\u00f3i h\u1ebft sau \u0111\u00f3 m\u1edbi t\u00ecm c\u00e1ch gi\u1ea3i quy\u1ebft v\u1ea5n \u0111\u1ec1. S\u1ebd r\u1ea5t h\u1eefu \u00edch n\u1ebfu nh\u00e2n vi\u00ean Sales thu th\u1eadp \u0111\u01b0\u1ee3c m\u1ed9t danh s\u00e1ch nh\u1eefng \u0111i\u1ec1u kh\u00e1ch h\u00e0ng th\u01b0\u1eddng ph\u1ea3n b\u00e1c v\u00e0 c\u00e1ch gi\u1ea3i quy\u1ebft nh\u1eefng v\u1ea5n \u0111\u1ec1 \u0111\u00f3.<\/p>\n<p><b><i><\/i><\/b><\/p>\n<p><b><i>B\u01b0\u1edbc 4: K\u1ebft th\u00fac b\u00e1n h\u00e0ng<\/i><\/b><\/p>\n<p>Sales Rep c\u1ea7n nhanh ch\u00f3ng k\u1ebft th\u00fac cu\u1ed9c b\u00e1n h\u00e0ng khi nh\u1eadn \u0111\u01b0\u1ee3c nh\u1eefng bi\u1ec3u hi\u1ec7n sau \u0111\u00e2y c\u1ee7a kh\u00e1ch h\u00e0ng:<\/p>\n<p>\u2013 Kh\u00e1ch h\u00e0ng \u0111\u1ed3ng \u00fd v\u1edbi nh\u1eefng quy\u1ec1n l\u1ee3i hay k\u1ebf ho\u1ea1ch \u0111\u00e3 \u0111\u1ec1 ra<\/p>\n<p>\u2013 Kh\u00e1ch h\u00e0ng s\u1eeda \u0111\u1ed5i m\u1ed9t \u0111\u00f4i ch\u00fat theo \u0111\u1ec1 ngh\u1ecb \u0111\u00e3 \u0111\u1ec1 ra<\/p>\n<p>\u2013 \u0110\u1ed3ng \u00fd v\u1edbi c\u00e1ch gi\u1ea3i th\u00edch c\u1ee7a Sales v\u1ec1 v\u1ea5n \u0111\u1ec1 h\u1ecd v\u1eeba ph\u1ea3n b\u00e1c<\/p>\n<p>\u2013 H\u1ecfi \u0111\u1ebfn gi\u00e1 c\u1ea3 s\u1ea3n ph\u1ea9m, \u0111i\u1ec1u ki\u1ec7n v\u00e0 th\u1eddi gian giao h\u00e0ng<\/p>\n<p>\u2013 C\u00f3 s\u1ef1 ng\u1eadp ng\u1eebng bi\u1ec3u hi\u1ec7n h\u1ecd c\u00e2n nh\u1eafc tr\u01b0\u1edbc quy\u1ebft \u0111\u1ecbnh.<\/p>\n<p>\u2013 C\u00f3 v\u00e0i c\u00e2u h\u1ecfi th\u0103m d\u00f2.<\/p>\n<p>\u2013 Khi b\u1ea1n c\u1ea3m nh\u1eadn \u0111\u01b0\u1ee3c nh\u1eefng d\u1ea5u hi\u1ec7u mu\u1ed1n mua h\u00e0ng\u2026<\/p>\n<p><i>V\u00ed d\u1ee5: Em b\u00e1n cho ch\u1ecb 05 th\u00f9ng m\u00ec c\u00e1c lo\u1ea1i nh\u00e9!<\/i><\/p>\n<p><b><i>B\u01b0\u1edbc 5: Th\u1ed1ng nh\u1ea5t \u0111\u01a1n h\u00e0ng v\u00e0 h\u1eb9n ng\u00e0y giao h\u00e0ng<\/i><\/b><\/p>\n<p>K\u1ebft th\u00fac ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng, Sales c\u1ea7n x\u00e1c \u0111\u1ecbnh l\u1ea1i \u0111\u01a1n \u0111\u1eb7t h\u00e0ng v\u1edbi kh\u00e1ch h\u00e0ng v\u1ec1 s\u1ed1 l\u01b0\u1ee3ng s\u1ea3n ph\u1ea9m, c\u00e1c ch\u01b0\u01a1ng tr\u00ecnh khuy\u1ebfn m\u00e3i (n\u1ebfu c\u00f3) v\u00e0 th\u00f4ng b\u00e1o th\u1eddi gian giao h\u00e0ng.<\/p>\n<p>M\u1ed9t s\u1ed1 l\u01b0u \u00fd khi giao h\u00e0ng:<\/p>\n<p>\u2013 Sales chuy\u1ec3n \u0111\u01a1n h\u00e0ng v\u00e0 g\u1eedi \u0111\u1ecba ch\u1ec9 giao h\u00e0ng cho b\u1ed9 ph\u1eadn giao h\u00e0ng<\/p>\n<p>\u2013 Theo d\u00f5i vi\u1ec7c giao h\u00e0ng c\u1ee7a b\u1ed9 ph\u1eadn giao h\u00e0ng v\u00e0 b\u1ea3o \u0111\u1ea3m r\u1eb1ng 100% \u0111\u01a1n h\u00e0ng \u0111\u01b0\u1ee3c th\u1ef1c hi\u1ec7n<\/p>\n<p>\u2013 H\u01b0\u1edbng d\u1eabn cho nh\u00e2n vi\u00ean giao h\u00e0ng c\u00e1ch tr\u01b0ng b\u00e0y h\u00e0ng h\u00f3a<\/p>\n<p><b><i>B\u01b0\u1edbc 6: Tr\u01b0ng b\u00e0y h\u00e0ng h\u00f3a.<\/i><\/b><\/p>\n<p>Nh\u00e2n vi\u00ean Sales th\u1ecb tr\u01b0\u1eddng n\u00ean t\u00ecm ki\u1ebfm c\u01a1 h\u1ed9i tr\u01b0ng b\u00e0y ngay trong khi ki\u1ec3m tra h\u00e0ng t\u1ed3n (b\u01b0\u1edbc b\u00e1n h\u00e0ng th\u1ee9 2) \u0111\u1ec3 ti\u1ebft ki\u1ec7m th\u1eddi gian ch\u0103m s\u00f3c.<\/p>\n<p><strong>L\u00e0m th\u1ebf n\u00e0o \u0111\u1ec3 Sales th\u1ecb tr\u01b0\u1eddng c\u00f3 th\u1ec3 tr\u01b0ng b\u00e0y t\u1ed1t?<\/strong><\/p>\n<p>\u2013 T\u1ea1o m\u1ed1i quan h\u1ec7 t\u1ed1t v\u1edbi ch\u1ee7 c\u1eeda h\u00e0ng\/ \u0111\u1ea1i l\u00fd<\/p>\n<p>\u2013 Ph\u1ea3i t\u1ef1 tay m\u00ecnh tr\u01b0ng b\u00e0y<\/p>\n<p>\u2013 Thuy\u1ebft ph\u1ee5c ch\u1ee7 c\u1eeda h\u00e0ng\/ \u0111\u1ea1i l\u00fd v\u1ec1 l\u1ee3i \u00edch \u0111\u1ed1i v\u1edbi vi\u1ec7c tr\u01b0ng b\u00e0y<\/p>\n<p>\u2013 T\u1eadn d\u1ee5ng m\u1ecdi ph\u01b0\u01a1ng ti\u1ec7n \u0111\u00e3 c\u00f3 v\u00e0 chu\u1ea9n b\u1ecb \u0111\u1ea7y \u0111\u1ee7 c\u00e1c v\u1eadn d\u1ee5ng tr\u01b0ng b\u00e0y<\/p>\n<p><strong>Nguy\u00ean t\u1eafc tr\u01b0ng b\u00e0y h\u00e0ng h\u00f3a:<i><\/i><\/strong><\/p>\n<p>1. V\u1ecb tr\u00ed tr\u01b0ng b\u00e0y:<\/p>\n<ul>\n<li>Ngang t\u1ea7m m\u1eaft (kho\u1ea3ng 0,8 m\u00e9t \u0111\u1ebfn 1,4 m\u00e9t).<\/li>\n<li>N\u01a1i d\u1ec5 nh\u00ecn th\u1ea5y khi v\u1eeba b\u01b0\u1edbc v\u00e0o c\u1eeda h\u00e0ng.<\/li>\n<li>\u00a0V\u1ecb tr\u00ed tr\u01b0ng b\u00e0y mang t\u00ednh c\u1ed1 \u0111\u1ecbnh cao.<\/li>\n<\/ul>\n<p>2. Tr\u01b0ng b\u00e0y theo c\u1ee5m: nh\u00e3n hi\u1ec7u h\u01b0\u1edbng ra c\u1eeda b\u01b0\u1edbc v\u00e0o.<\/p>\n<p>3. Ch\u1ec9 tr\u01b0ng b\u00e0y nh\u1eefng s\u1ea3n ph\u1ea9m m\u1edbi, s\u1ea1ch.<\/p>\n<p>=&gt; T\u00f3m l\u1ea1i, h\u00e3y \u0111\u1eb7t s\u1ea3n ph\u1ea9m \u1edf t\u00ecnh th\u1ebf \u0111e d\u1ecda b\u1ecb mua.<\/p>\n<p><b><i>B\u01b0\u1edbc 7: C\u1ea3m \u01a1n, ch\u00e0o t\u1ea1m bi\u1ec7t v\u00e0 h\u1eb9n g\u1eb7p l\u1ea7n sau<\/i><\/b><\/p>\n<p>\u2013 C\u1ea3m \u01a1n v\u00e0 ch\u00e0o t\u1ea1m bi\u1ec7t kh\u00e1ch h\u00e0ng<\/p>\n<p>\u2013 Th\u00f4ng b\u00e1o cho kh\u00e1ch h\u00e0ng bi\u1ebft th\u1eddi gian giao h\u00e0ng, ph\u01b0\u01a1ng th\u1ee9c thanh to\u00e1n,\u2026 (n\u1ebfu c\u1ea7n thi\u1ebft)<\/p>\n<p>\u2013 Th\u00f4ng b\u00e1o cho kh\u00e1ch h\u00e0ng th\u1eddi gian c\u1ee7a l\u1ea7n vi\u1ebfng th\u0103m k\u1ebf ti\u1ebfp<\/p>\n<p>\u2013 Ho\u00e0n th\u00e0nh n\u1ed1t ghi nh\u1eadn s\u1ed1 li\u1ec7u v\u00e0 c\u00e1c b\u00e1o c\u00e1o c\u1ea7n thi\u1ebft<\/p>\n<h3><b>2.3. K\u1ebft th\u00fac cu\u1ed1i ng\u00e0y<\/b><\/h3>\n<p>K\u1ebft th\u00fac m\u1ed9t ng\u00e0y l\u00e0m vi\u1ec7c, nh\u00e2n vi\u00ean Sales ph\u1ea3i chuy\u1ec3n giao l\u1ea1i t\u00e0i li\u1ec7u cho nh\u1eefng ng\u01b0\u1eddi c\u00f3 li\u00ean quan, ho\u00e0n t\u1ea5t ghi ch\u00e9p s\u1ed1 li\u1ec7u v\u00e0 n\u1ed9p b\u00e1o c\u00e1o \u0111\u00fang th\u1eddi gian quy \u0111\u1ecbnh.<\/p>\n<p>M\u1ed9t b\u00e1o c\u00e1o h\u1eb1ng ng\u00e0y th\u00f4ng th\u01b0\u1eddng s\u1ebd bao g\u1ed3m:<\/p>\n<ul>\n<li aria-level=\"1\">Th\u1ef1c t\u1ebf c\u00f4ng vi\u1ec7c so v\u1edbi ch\u1ec9 ti\u00eau \u0111\u1ea7u ng\u00e0y<\/li>\n<li aria-level=\"1\">Th\u00e0nh t\u00edch bao ph\u1ee7<\/li>\n<li aria-level=\"1\">S\u1ed1 \u0111\u01a1n h\u00e0ng<\/li>\n<li aria-level=\"1\">S\u1ea3n l\u01b0\u1ee3ng h\u00e0ng h\u00f3a<\/li>\n<li aria-level=\"1\">S\u1ed1 l\u01b0\u1ee3ng \u0111i\u1ec3m b\u00e1n m\u1edf m\u1edbi<\/li>\n<li aria-level=\"1\">C\u00e1c v\u1ea5n \u0111\u1ec1 tr\u01b0ng b\u00e0y<\/li>\n<li aria-level=\"1\">C\u00e1c nh\u00e3n h\u00e0ng c\u1ea7n \u01b0u ti\u00ean<\/li>\n<\/ul>\n<p>Sau khi n\u1ed9p b\u00e1o c\u00e1o c\u00f4ng vi\u1ec7c, nh\u00e2n vi\u00ean Sales c\u1ea7n chu\u1ea9n b\u1ecb c\u00e1c c\u00f4ng c\u1ee5 c\u1ea7n thi\u1ebft cho vi\u1ec7c ph\u1ee7 h\u00e0ng v\u00e0o ng\u00e0y h\u00f4m sau.<\/p>\n<h2><b>3. K\u00e8m c\u1eb7p nh\u00e2n vi\u00ean<\/b><\/h2>\n<h3><b>3.1. K\u00e8m c\u1eb7p cho nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng th\u1ecb tr\u01b0\u1eddng l\u00e0 g\u00ec?<\/b><\/h3>\n<p>Coaching \u2013 K\u00e8m c\u1eb7p l\u00e0 s\u1ef1 can thi\u1ec7p \u0111\u01b0\u1ee3c \u0111\u1ecbnh tr\u01b0\u1edbc c\u1ee7a m\u1ed9t ng\u01b0\u1eddi kh\u00e1c nh\u1eb1m m\u1ee5c \u0111\u00edch n\u00e2ng cao kh\u1ea3 n\u0103ng ho\u1ea1t \u0111\u1ed9ng cho m\u1ed9t c\u00e1 nh\u00e2n \u0111\u1ec3 th\u1ef1c hi\u1ec7n m\u1ed9t nhi\u1ec7m v\u1ee5 n\u00e0o \u0111\u00f3.<\/p>\n<div class=\"__reading_mode_table_and_collapse_button_container\">\n<div id=\"__reading_mode_collapsed_container_0\" class=\"__reading_mode_table_collapsed_class\">\n<table class=\"__reading_mode_data_table_class\">\n<tbody>\n<tr>\n<td colspan=\"2\"><b>Trong l\u0129nh v\u1ef1c kinh doanh<\/b><\/td>\n<\/tr>\n<tr>\n<td><b>K\u00e8m c\u1eb7p l\u00e0:<\/b><\/p>\n<ul>\n<li aria-level=\"1\">Cam k\u1ebft ph\u00e1t tri\u1ec3n ngh\u1ec1 nghi\u1ec7p cho nh\u00e2n vi\u00ean Sales th\u1ecb tr\u01b0\u1eddng<\/li>\n<li aria-level=\"1\">H\u01b0\u1edbng d\u1eabn, t\u01b0 v\u1ea5n, h\u1ed7 tr\u1ee3 ho\u00e0n th\u00e0nh c\u00f4ng vi\u1ec7c<\/li>\n<li aria-level=\"1\">\u0110\u1ec1 ra m\u1ee5c ti\u00eau kinh doanh ph\u1ea3i SMRT.<\/li>\n<li aria-level=\"1\">Bi\u1ebft l\u1eafng nghe v\u00e0 \u0111\u01b0a ra gi\u1ea3i ph\u00e1p nhanh g\u1ecdn.<\/li>\n<li aria-level=\"1\">Chia s\u1ebb ki\u1ebfn th\u1ee9c, kinh nghi\u1ec7m v\u00e0 k\u1ef9 n\u0103ng v\u1edbi nh\u00e2n vi\u00ean Sales th\u1ecb tr\u01b0\u1eddng.<\/li>\n<\/ul>\n<\/td>\n<td><b>K\u00e8m c\u1eb7p kh\u00f4ng l\u00e0:<\/b><\/p>\n<ul>\n<li aria-level=\"1\">\u0110\u01b0a ra ch\u1ec9 th\u1ecb nh\u01b0ng kh\u00f4ng gi\u1ea3i th\u00edch.<\/li>\n<li aria-level=\"1\">L\u00e0m gi\u00fap thay v\u00ec h\u01b0\u1edbng d\u1eabn c\u00f9ng l\u00e0m.<\/li>\n<li aria-level=\"1\">Kh\u00f4ng nh\u1eadn tr\u00e1ch nhi\u1ec7m, quy ch\u1ee5p v\u00e0 \u0111\u1ed5 l\u1ed7i.<\/li>\n<li aria-level=\"1\">Gi\u1ea3i quy\u1ebft s\u1ef1 c\u1ed1 nh\u01b0ng kh\u00f4ng \u0111\u01b0a ra \u0111\u01b0\u1ee3c bi\u1ec7n ph\u00e1p ph\u00f2ng tr\u00e1nh.<\/li>\n<li aria-level=\"1\">Ch\u1ec9 ch\u00fa \u00fd t\u0103ng doanh thu, l\u1ee3i nhu\u1eadn m\u00e0 b\u1ecf qua c\u00e1c y\u1ebfu t\u1ed1 v\u0103n h\u00f3a l\u00e0m vi\u1ec7c.<\/li>\n<\/ul>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<div><button class=\"c011 c0114 __reading_mode_collapse_button\"><\/button><button class=\"c011 c0114 __reading_mode_collapse_button\"><span class=\"c017\">Show more<\/span><\/button><\/p>\n<div class=\"c019 c0111\"><\/div>\n<\/div>\n<\/div>\n<p>&nbsp;<\/p>\n<blockquote><p>\u201cTh\u00e0nh c\u00f4ng c\u1ee7a c\u1ea5p tr\u00ean ph\u1ee5 thu\u1ed9c v\u00e0o c\u1ea5p d\u01b0\u1edbi \u0111\u01b0\u1ee3c k\u00e8m c\u1eb7p t\u1ed1t v\u00e0 th\u1ea1o vi\u1ec7c. B\u1ea1n ch\u1ec9 c\u00f3 th\u1ec3 th\u00e0nh c\u00f4ng khi ng\u01b0\u1eddi c\u1ed9ng s\u1ef1 (c\u1ea5p d\u01b0\u1edbi) c\u1ee7a b\u1ea1n th\u00e0nh c\u00f4ng v\u00e0 \u0111\u01b0\u1ee3c khuy\u1ebfn kh\u00edch \u0111\u1ec3 ph\u00e1t tri\u1ec3n xa h\u01a1n\u201d.\u00a0(Khuy\u1ebft danh).<\/p><\/blockquote>\n<h3><b>3.2. \u0110\u1ed1i t\u01b0\u1ee3ng c\u1ea7n k\u00e8m c\u1eb7p l\u00e0 ai?<\/b><\/h3>\n<p>&nbsp;<\/p>\n<p>D\u1ef1a v\u00e0o m\u00f4 th\u1ee9c l\u00e3nh \u0111\u1ea1o theo t\u00ecnh hu\u1ed1ng, nh\u00e0 qu\u1ea3n l\u00fd c\u00f3 th\u1ec3 x\u00e1c \u0111\u1ecbnh \u0111\u01b0\u1ee3c \u0111\u1ed1i t\u01b0\u1ee3ng c\u1ea7n k\u00e8m c\u1eb7p v\u00e0 c\u00f3 th\u1ec3 k\u00e8m c\u1eb7p \u0111\u1ec3 tr\u1edf n\u00ean ti\u1ebfn b\u1ed9 h\u01a1n.<\/p>\n<p>Theo m\u00f4 th\u1ee9c, c\u00f3 4 nh\u00f3m nh\u00e2n vi\u00ean:<\/p>\n<ul>\n<li aria-level=\"1\">Nh\u00f3m S1: Cam k\u1ebft cao, n\u0103ng l\u1ef1c th\u1ea5p<\/li>\n<li aria-level=\"1\">Nh\u00f3m S2: Cam k\u1ebft th\u1ea5p, n\u0103ng l\u1ef1c th\u1ea5p<\/li>\n<li aria-level=\"1\">Nh\u00f3m S3: Cam k\u1ebft th\u1ea5p, n\u0103ng l\u1ef1c cao<\/li>\n<li aria-level=\"1\">Nh\u00f3m S4: Cam k\u1ebft cao, n\u0103ng l\u1ef1c cao<\/li>\n<\/ul>\n<p>Nh\u01b0 v\u1eady, Sales thu\u1ed9c nh\u00f3m S1 v\u00e0 S3 l\u00e0 \u0111\u1ed1i t\u01b0\u1ee3ng c\u1ea7n \u0111\u01b0\u1ee3c k\u00e8m c\u1eb7p \u0111\u1ec3 ti\u1ebfn b\u1ed9 h\u01a1n, ng\u01b0\u1ee3c l\u1ea1i n\u1ebfu thu\u1ed9c nh\u00f3m S2 h\u00e3y s\u1eb5n s\u00e0ng cho th\u00f4i vi\u1ec7c. Cu\u1ed1i c\u00f9ng, n\u1ebfu nh\u00e0 l\u00e3nh \u0111\u1ea1o c\u00f3 \u0111\u01b0\u1ee3c \u0111\u1ed9i ng\u0169 Sales thu\u1ed9c nh\u00f3m S4 th\u00ec ch\u00fac m\u1eebng, \u0111\u00e2y l\u00e0 m\u1ed9t \u0111\u1ed9i nh\u00f3m ho\u00e0n h\u1ea3o \u0111\u1ec3 ti\u1ebfn t\u1edbi th\u00e0nh c\u00f4ng.<\/p>\n<h3><b>3.3. Quy tr\u00ecnh k\u00e8m c\u1eb7p A.B.C.D<\/b><\/h3>\n<p>A.B.C.D l\u00e0 m\u1ed9t quy tr\u00ecnh k\u00e8m c\u1eb7p nh\u00e2n vi\u00ean Sales th\u1ecb tr\u01b0\u1eddng chu\u1ea9n hi\u1ec7n nay:<\/p>\n<p><b>A \u2013 Am hi\u1ec3u:<\/b><\/p>\n<p>Gi\u00e1m s\u00e1t b\u00e1n h\u00e0ng mu\u1ed1n nh\u00e2n vi\u00ean Sales\u00a0 \u201ct\u00e2m ph\u1ee5c kh\u1ea9u ph\u1ee5c\u201d th\u00ec ngo\u00e0i nh\u1eefng y\u1ebfu t\u1ed1 b\u1eaft bu\u1ed9c nh\u01b0: c\u00f4ng b\u1eb1ng, ngay th\u1eb3ng th\u00ec c\u0169ng ph\u1ea3i l\u00e0 m\u1ed9t ng\u01b0\u1eddi qu\u1ea3n l\u00fd am hi\u1ec3u c\u00f4ng vi\u1ec7c m\u00ecnh \u0111ang qu\u1ea3n l\u00fd; m\u1eb7t kh\u00e1c c\u0169ng ph\u1ea3i am hi\u1ec3u t\u00ednh c\u00e1ch nh\u00e2n vi\u00ean Sales c\u1ee7a m\u00ecnh \u0111\u1ec3 t\u1eeb \u0111\u00f3 c\u00f3 c\u00e1c ph\u01b0\u01a1ng ph\u00e1p coaching Sales cho ph\u00f9 h\u1ee3p. V\u00ec v\u1eady, am hi\u1ec3u l\u00e0 v\u00f4 c\u00f9ng quan tr\u1ecdng trong qu\u00e1 tr\u00ecnh k\u00e8m c\u1eb7p, am hi\u1ec3u \u0111\u01b0\u1ee3c x\u1ebfp \u1edf b\u01b0\u1edbc 1 trong qu\u00e1 tr\u00ecnh n\u00e0y.<\/p>\n<p><b>B \u2013 B\u00e0n b\u1ea1c<\/b><\/p>\n<p>B\u00e0n b\u1ea1c l\u00e0 b\u01b0\u1edbc th\u1ee9 2 trong qu\u00e1 tr\u00ecnh k\u00e8m c\u1eb7p. B\u00e0n b\u1ea1c gi\u00fap gi\u00e1m s\u00e1t b\u00e1n h\u00e0ng t\u1ea1o s\u1ef1 g\u1ea7n g\u0169i v\u1edbi nh\u00e2n vi\u00ean Sales, ph\u00e1t huy s\u1ef1 s\u00e1ng t\u1ea1o c\u1ee7a nh\u00e2n vi\u00ean Sales, gi\u00fap nh\u00e2n vi\u00ean Sales hi\u1ec3u v\u1ea5n \u0111\u1ec1 nhanh h\u01a1n. Trong qu\u00e1 tr\u00ecnh b\u00e0n b\u1ea1c, gi\u00e1m s\u00e1t b\u00e1n h\u00e0ng s\u1ebd t\u1ea1o d\u1ef1ng \u0111\u01b0\u1ee3c s\u1ef1 tin t\u01b0\u1edfng v\u00e0 s\u1ef1 h\u1ee3p t\u00e1c t\u1eeb nh\u00e2n vi\u00ean Sales c\u1ee7a m\u00ecnh.<b><br \/>\n<\/b><b>C \u2013 Ch\u1ec9 d\u1eabn:<\/b><\/p>\n<p>V\u1edbi s\u1ef1 am hi\u1ec3u nh\u00e2n vi\u00ean, am hi\u1ec3u v\u1ea5n \u0111\u1ec1 v\u00e0 th\u00f4ng qua b\u00e0n b\u1ea1c gi\u00fap gi\u00e1m s\u00e1t b\u00e1n h\u00e0ng c\u00f3 c\u00e1i nh\u00ecn r\u00f5 h\u01a1n v\u1ec1 kh\u00f3 kh\u0103n, r\u00e0o c\u1ea3n c\u1ee7a nh\u00e2n vi\u00ean Sales t\u1eeb \u0111\u00f3 \u0111\u01b0a ra gi\u1ea3i ph\u00e1p, c\u00e1ch kh\u1eafc ph\u1ee5c v\u1ea5n \u0111\u1ec1 \u0111\u1ec3 nh\u00e2n vi\u00ean Sales c\u00f3 th\u1ec3 d\u1ec5 d\u00e0ng x\u1eed l\u00fd nhanh ch\u00f3ng.<\/p>\n<p><b>D \u2013 \u0110\u00fac k\u1ebft:<\/b><\/p>\n<p>K\u1ebft th\u00fac qu\u00e1 tr\u00ecnh k\u00e8m c\u1eb7p, nh\u00e0 qu\u1ea3n l\u00fd c\u1ea7n ph\u1ea3i \u0111\u00fac k\u1ebft cho nh\u00e2n vi\u00ean bi\u1ebft nh\u1eefng vi\u1ec7c \u0111\u00e3 l\u00e0m \u0111\u01b0\u1ee3c, nh\u1eefng vi\u1ec7c ch\u01b0a l\u00e0m \u0111\u01b0\u1ee3c b\u1eb1ng c\u00e1c ph\u01b0\u01a1ng ph\u00e1p nh\u1eadn x\u00e9t t\u00edch c\u1ef1c \u0111\u1ec3 t\u1ea1o d\u1ef1ng \u0111\u1ed9ng l\u1ef1c l\u00e0m vi\u1ec7c cho nh\u00e2n vi\u00ean.<\/p>\n<h2><b>4. So s\u00e1nh v\u1edbi m\u1ee5c ti\u00eau ban \u0111\u1ea7u<\/b><\/h2>\n<p>Nh\u00e0 qu\u1ea3n l\u00fd c\u1ea7n \u0111\u00e1nh gi\u00e1 m\u1ee9c \u0111\u1ed9 ho\u00e0n th\u00e0nh ch\u1ec9 ti\u00eau KPI c\u1ee7a nh\u00e2n vi\u00ean Sales so v\u1edbi m\u1ee5c ti\u00eau \u0111\u00e3 \u0111\u1ec1 ra, l\u1ea5y c\u0103n c\u1ee9 \u0111\u1ec3 x\u00e1c \u0111\u1ecbnh l\u01b0\u01a1ng \u2013 th\u01b0\u1edfng \u2013 ph\u1ea1t cho nh\u00e2n vi\u00ean. \u0110\u1ed3ng th\u1eddi c\u00e2n nh\u1eafc, \u0111i\u1ec1u ch\u1ec9nh l\u1ea1i KPI cho h\u1ee3p l\u00fd v\u1edbi t\u1eebng nh\u00e2n vi\u00ean Sales, \u0111\u1ea3m b\u1ea3o nh\u00e2n vi\u00ean Sales c\u00f3 th\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c m\u1ee5c ti\u00eau \u0111\u00e3 \u0111\u1ec1 ra.<\/p>\n<p>\u0110\u1ec3 vi\u1ec7c theo d\u00f5i, \u0111\u00e1nh gi\u00e1 c\u00e1c ch\u1ec9 s\u1ed1 KPIs c\u1ee7a nh\u00e2n vi\u00ean Sales th\u1ecb tr\u01b0\u1eddng kh\u00e1ch quan v\u00e0 minh b\u1ea1ch, nh\u00e0 qu\u1ea3n l\u00fd c\u1ea7n m\u1ed9t c\u00f4ng c\u1ee5 qu\u1ea3n l\u00fd t\u1ef1 \u0111\u1ed9ng, th\u00f4ng minh \u0111\u1ec3 h\u1ed7 tr\u1ee3 tri\u1ec3n khai d\u1ec5 d\u00e0ng v\u00e0 hi\u1ec7u qu\u1ea3 h\u01a1n. \u0110i\u1ec1u n\u00e0y \u0111ang l\u00e0 xu th\u1ebf chung tr\u00ean ch\u1eb7ng \u0111\u01b0\u1eddng ph\u00e1t tri\u1ec3n c\u1ee7a c\u00e1c doanh nghi\u1ec7p \u0111\u1eb7c bi\u1ec7t v\u1edbi c\u00e1c doanh nghi\u1ec7p ph\u1ea3i qu\u1ea3n l\u00fd s\u1ed1 l\u01b0\u1ee3ng nh\u00e2n vi\u00ean kinh doanh th\u1ecb tr\u01b0\u1eddng l\u1edbn.<\/p>\n<h2><b><\/b><\/h2>\n<h2><b>5. T\u1ed5 ch\u1ee9c khen th\u01b0\u1edfng cho nh\u00e2n vi\u00ean xu\u1ea5t s\u1eafc<\/b><\/h2>\n<p>Khen th\u01b0\u1edfng cho c\u00e1c nh\u00e2n vi\u00ean xu\u1ea5t s\u1eafc l\u00e0 h\u00ecnh th\u1ee9c ghi nh\u1eadn nh\u1eefng \u0111\u00f3ng g\u00f3p c\u1ee7a nh\u00e2n vi\u00ean cho s\u1ef1 ph\u00e1t tri\u1ec3n c\u1ee7a doanh nghi\u1ec7p, \u0111\u1ed3ng th\u1eddi khuy\u1ebfn kh\u00edch\u00a0 nh\u00e2n vi\u00ean c\u1ed1 g\u1eafng ho\u00e0n th\u00e0nh t\u1ed1t h\u01a1n c\u00f4ng vi\u1ec7c c\u1ee7a m\u00ecnh.<\/p>\n<p>C\u00f3 2 h\u00ecnh th\u1ee9c khen th\u01b0\u1edfng ph\u1ed5 bi\u1ebfn l\u00e0 t\u0103ng l\u01b0\u01a1ng v\u00e0 th\u0103ng ch\u1ee9c, ngo\u00e0i ra c\u00f2n c\u00f3 t\u1eb7ng th\u01b0\u1edfng v\u1eadt ph\u1ea9m gi\u00e1 tr\u1ecb, t\u1eb7ng chuy\u1ebfn du l\u1ecbch, \u2026 cho nh\u00e2n vi\u00ean.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>C\u00e1c doanh nghi\u1ec7p ph\u00e2n ph\u1ed1i lu\u00f4n ph\u1ea3i x\u00e2y d\u1ef1ng k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng cho nh\u00e2n vi\u00ean Sales th\u1ecb tr\u01b0\u1eddng. B\u1edfi v\u00ec n\u1ebfu kh\u00f4ng c\u00f3 k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng th\u00ec Sales th\u1ecb tr\u01b0\u1eddng\u00a0ch\u1ec9 nh\u01b0 nh\u1eefng ng\u01b0\u1eddi b\u00e1n h\u00e0ng rong\u00a0\u201c\u0111\u01b0\u1ee3c ng\u00e0y n\u00e0o hay ng\u00e0y n\u1ea5y\u201d; s\u1ebd\u00a0nh\u01b0 nh\u1eefng th\u01b0\u01a1ng nh\u00e2n c\u01a1 h\u1ed9i\u00a0\u201ctranh th\u1ee7, ch\u1ee5p gi\u1eadt, c\u00f3 khi l\u1eeba [&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\/5806"}],"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=5806"}],"version-history":[{"count":0,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/5806\/revisions"}],"wp:attachment":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/media?parent=5806"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/categories?post=5806"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/tags?post=5806"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}