{"id":5821,"date":"2023-11-29T08:13:35","date_gmt":"2023-11-29T08:13:35","guid":{"rendered":"https:\/\/masterskills.org\/blog\/?p=5821"},"modified":"2023-11-29T18:23:07","modified_gmt":"2023-11-29T18:23:07","slug":"5-buoc-xay-dung-doi-ngu-ban-hang-toi-uu-chi-phi","status":"publish","type":"post","link":"https:\/\/masterskills.org\/blog\/5-buoc-xay-dung-doi-ngu-ban-hang-toi-uu-chi-phi.html","title":{"rendered":"5 B\u01b0\u1edbc x\u00e2y d\u1ef1ng \u0111\u1ed9i ng\u0169 b\u00e1n h\u00e0ng t\u1ed1i \u01b0u chi ph\u00ed"},"content":{"rendered":"<h3><strong>1. X\u00e1c \u0111\u1ecbnh nh\u1eefng ho\u1ea1t \u0111\u1ed9ng t\u1ea1i \u0111i\u1ec3m b\u00e1n:<\/strong><\/h3>\n<p>Vi\u1ec7c x\u00e1c \u0111\u1ecbnh nh\u1eefng ho\u1ea1t \u0111\u1ed9ng t\u1ea1i \u0111i\u1ec3m b\u00e1n th\u01b0\u1eddng d\u1ef1a tr\u00ean tipping point (\u0111i\u1ec3m \u0111\u1ed9t bi\u1ebfn v\u1ec1 ph\u00e2n ph\u1ed1i), k\u1ebf ho\u1ea1ch bao ph\u1ee7 \u0111i\u1ec3m b\u00e1n c\u1ee7a th\u01b0\u01a1ng hi\u1ec7u (BCP) v\u00e0 c\u00e1c b\u01b0\u1edbc b\u00e1n h\u00e0ng ti\u00eau chu\u1ea9n.<\/p>\n<p>+ Tipping point: s\u1ebd c\u00f3 nh\u1eefng th\u1eddi \u0111i\u1ec3m\/ c\u1ed9t m\u1ed1c m\u00e0 \u0111\u01b0\u1ee3c d\u1ef1 b\u00e1o tr\u01b0\u1edbc s\u1ebd t\u0103ng \u0111\u1ed9t bi\u1ebfn v\u1ec1 ph\u00e2n ph\u1ed1i s\u1ea3n ph\u1ea9m \u2013 t\u00f9y theo m\u1ed7i lo\u1ea1i m\u1eb7t h\u00e0ng. V\u00ed d\u1ee5: nh\u01b0 ng\u00e0nh h\u00e0ng FMCG, tipping point c\u00f3 th\u1ec3 l\u00e0 m\u00f9a T\u1ebft =&gt; Ph\u1ea3i chu\u1ea9n b\u1ecb v\u1ec1 s\u1ea3n xu\u1ea5t m\u1eb7t h\u00e0ng, logistic, ph\u1ee7 h\u00e0ng, promotion c\u00e1c th\u1ee9 t\u1eeb th\u00e1ng 7,8 \u0111\u1ec3 khi th\u00e1ng 1,2 m\u1ecdi th\u1ee9 ph\u1ea3i \u0111\u01b0\u1ee3c ready tr\u00e1nh t\u00ecnh tr\u1ea1ng out of stock (c\u1ea3 v\u1ec1 s\u1ea3n xu\u1ea5t v\u00e0 visibility t\u1ea1i \u0111i\u1ec3m b\u00e1n). Tipping point s\u1ebd gi\u00fap trade marketer \u0111\u1ecbnh h\u01b0\u1edbng m\u1ee5c ti\u00eau k\u1ebf ho\u1ea1ch bao ph\u1ee7, c\u01a1 s\u1edf \u0111\u00e1nh gi\u00e1 k\u1ebft qu\u1ea3 th\u1ef1c thi k\u1ebf ho\u1ea1ch bao ph\u1ee7, k\u1ebft n\u1ed1i c\u00e1c m\u1ee5c ti\u00eau c\u1ee7a c\u00e1c b\u1ed9 ph\u1eadn (vd nh\u01b0 s\u1ea3n xu\u1ea5t, logistic, marketing, v.v.), t\u1ea1o s\u1ef1 nh\u1ea5t qu\u00e1n v\u00e0 nh\u1ea5t tr\u00ed trong qu\u00e1 tr\u00ecnh tri\u1ec3n khai \u0111\u1ec3 \u0111\u1ea1t m\u1ee5c ti\u00eau bao ph\u1ee7.<\/p>\n<p>+ \u0110\u1ec3 l\u1eadp k\u1ebf ho\u1ea1ch bao ph\u1ee7 \u0111i\u1ec3m b\u00e1n (BCP) c\u1ea7n x\u00e1c \u0111\u1ecbnh d\u1ef1a tr\u00ean ti\u00eau ch\u00ed m\u1ee9c \u0111\u1ed9 ph\u00e2n ph\u1ed1i m\u1ee5c ti\u00eau theo t\u1eebng lo\u1ea1i h\u00ecnh \u0111i\u1ec3m b\u00e1n, b\u1ed9 s\u1ea3n ph\u1ea9m hi\u1ec7n di\u1ec7n t\u1ea1i \u0111i\u1ec3m b\u00e1n v\u00e0 m\u1ee5c ti\u00eau v\u1ec1 th\u1eddi gian th\u00e2m nh\u1eadp v\u00e0o \u0111i\u1ec3m b\u00e1n c\u1ee7a s\u1ea3n ph\u1ea9m.<\/p>\n<p><img decoding=\"async\" class=\"c008\" src=\"https:\/\/www.cask.vn\/wwwroot\/resources\/upload\/2(1).png\" alt=\"\" \/><\/p>\n<p>+ C\u00e1c b\u01b0\u1edbc b\u00e1n h\u00e0ng ti\u00eau chu\u1ea9n bao g\u1ed3m: danh s\u00e1ch nh\u1eefng ho\u1ea1t \u0111\u1ed9ng \u00e1p d\u1ee5ng cho nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng, \u0111\u1ecbnh ngh\u0129a v\u00e0 gi\u1ea3i th\u00edch r\u00f5 nh\u1eefng ho\u1ea1t \u0111\u1ed9ng c\u1ea7n th\u1ef1c hi\u1ec7n t\u1ea1i \u0111i\u1ec3m b\u00e1n, nh\u1eefng ho\u1ea1t \u0111\u1ed9ng ri\u00eang bi\u1ec7t cho t\u1eebng lo\u1ea1i \u0111i\u1ec3m b\u00e1n (n\u1ebfu c\u00f3).<\/p>\n<ul>\n<li>B\u00e1n h\u00e0ng: th\u1ef1c thi theo quy tr\u00ecnh b\u00e1n h\u00e0ng<\/li>\n<li>Visibility: quy tr\u00ecnh tr\u01b0ng b\u00e0y s\u1ea3n ph\u1ea9m, v\u1eadt d\u1ee5ng POSM, th\u00f4ng tin khuy\u1ebfn m\u00e3i t\u1ea1i \u0111i\u1ec3m b\u00e1n<\/li>\n<li>Qu\u1ea3n l\u00fd kh\u00e1ch h\u00e0ng: th\u1ef1c hi\u1ec7n ch\u01b0\u01a1ng trinh ch\u0103m s\u00f3c v\u00e0 h\u1ed7 tr\u1ee3 kh\u00e1ch h\u00e0ng, \u0111\u00e1nh gi\u00e1 k\u1ebft qu\u1ea3 ho\u1ea1t \u0111\u1ed9ng<\/li>\n<li>Vi\u1ec7c h\u00e0nh ch\u00ednh: ki\u1ec3m tra b\u00e1o c\u00e1o, thu h\u1ed3i h\u00e0ng\u2026<\/li>\n<\/ul>\n<h3><strong>2. K\u1ebf ho\u1ea1ch bao ph\u1ee7 \u0111i\u1ec3m b\u00e1n c\u1ee7a \u0111\u1ed9i ng\u0169 saleteam:<\/strong><\/h3>\n<p>K\u1ebf ho\u1ea1ch bao ph\u1ee7 gi\u00fap ch\u1ee7 doanh nghi\u1ec7p c\u00f3 \u0111\u01b0\u1ee3c th\u00f4ng tin v\u1ec1 lo\u1ea1i \u0111i\u1ec3m b\u00e1n n\u00e0o \u0111\u01b0\u1ee3c ph\u1ee5c v\u1ee5, m\u1ee9c \u0111\u1ed9 th\u01b0\u1eddng xuy\u00ean c\u1ee7a vi\u1ec7c \u0111i th\u1ecb tr\u01b0\u1eddng, th\u1eddi gian \u0111i th\u1ecb tr\u01b0\u1eddng trong bao l\u00e2u.<\/p>\n<p>\u0110\u1ec3 c\u00f3 \u0111\u01b0\u1ee3c k\u1ebf ho\u1ea1ch bao ph\u1ee7 n\u00e0y c\u1ea7n x\u00e9t \u0111\u1ebfn c\u00e1c y\u1ebfu t\u1ed1:<\/p>\n<p>+ S\u1ed1 ng\u00e0y l\u00e0m vi\u1ec7c<\/p>\n<p>+ C\u00e1c ho\u1ea1t \u0111\u1ed9ng c\u1ea7n th\u1ef1c hi\u1ec7n: Ph\u00e2n nh\u00f3m theo lo\u1ea1i h\u00ecnh \u0111i\u1ec3m b\u00e1n, th\u1eddi gian \u0111i th\u1ecb tr\u01b0\u1eddng v\u00e0 th\u1eddi gian di chuy\u1ec3n, th\u1eddi gian cho c\u00f4ng vi\u1ec7c h\u00e0nh ch\u00ednh v\u00e0 c\u00f4ng ty \u0111\u1ea7u ng\u00e0y cu\u1ed1i ng\u00e0y.<\/p>\n<p>+ T\u1ea7n su\u1ea5t \u0111i th\u1ecb tr\u01b0\u1eddng: s\u1ed1 l\u1ea7n \u0111i th\u1ecb tr\u01b0\u1eddng trong tu\u1ea7n \u2013 th\u00e1ng v\u00e0 m\u1ee5c ti\u00eaul\u00e0 g\u00ec.<\/p>\n<p>+ Ngu\u1ed3n l\u1ef1c: N\u0103ng l\u1ef1c c\u1ea7n c\u00f3, s\u1ed1 l\u01b0\u1ee3ng nh\u00e2n vi\u00ean c\u1ea7n c\u00f3 v\u00e0 c\u1ea5u tr\u00fac qu\u1ea3n l\u00fd.<\/p>\n<h3><strong>3. Ph\u00e2n chia l\u00e3nh th\u1ed5:<\/strong><\/h3>\n<p>Sau khi x\u00e1c \u0111\u1ecbnh nh\u1eefng ho\u1ea1t \u0111\u1ed9ng s\u1ebd tri\u1ec3n khai t\u1ea1i \u0111i\u1ec3m b\u00e1n v\u00e0 k\u1ebf ho\u1ea1ch bao ph\u1ee7 \u0111i\u1ec3m b\u00e1n, trade marketer c\u1ea7n x\u00e1c \u0111\u1ecbnh khu v\u1ef1c s\u1ebd tri\u1ec3n khai. T\u1ea1i b\u01b0\u1edbc n\u00e0y, ph\u00e2n chia l\u00e3nh th\u1ed5 b\u00e1n h\u00e0ng c\u1ea7n \u0111i t\u1eeb: to\u00e0n qu\u1ed1c \u2013 v\u00f9ng \u2013 khu v\u1ef1c \u2013 l\u00e3nh th\u1ed5 &#8211; tuy\u1ebfn ph\u1ee5c v\u1ee5. Vi\u1ec7c ph\u00e2n chia n\u00e0y gi\u00fap trade marketer c\u00f3 c\u00e1i nh\u00ecn s\u00e2u s\u1eafc v\u00e0 r\u00f5 r\u00e0ng h\u01a1n v\u1ec1 h\u1ec7 th\u1ed1ng ph\u00e2n ph\u1ed1i c\u1ee7a doanh nghi\u1ec7p, s\u1ebd bao g\u1ed3m bao nhi\u00eau \u0111i\u1ec3m b\u00e1n t\u1ea1i c\u00e1c khu v\u1ef1c, t\u1eeb \u0111\u00f3 x\u00e1c \u0111\u1ecbnh \u0111\u01b0\u1ee3c s\u1ed1 l\u01b0\u1ee3ng \u0111\u1ed9i ng\u0169 sale c\u1ee5 th\u1ec3 cho k\u1ebf ho\u1ea1ch ph\u00e2n ph\u1ed1i.<\/p>\n<p><img decoding=\"async\" class=\"c008\" src=\"https:\/\/www.cask.vn\/wwwroot\/resources\/upload\/he_thong_lam_mat_cong_ty_dai_viet_1.jpg\" alt=\"\" \/><\/p>\n<p>C\u00e1c y\u1ebfu t\u1ed1 c\u1ea7n c\u00e2n nh\u1eafc \u1edf b\u01b0\u1edbc n\u00e0y:<\/p>\n<p>+ Ph\u00e2n chia l\u00e3nh th\u1ed5: Kh\u1ed1i l\u01b0\u1ee3ng c\u00f4ng vi\u1ec7c, s\u1ea3n l\u01b0\u1ee3ng\/ Doanh s\u1ed1 c\u1ee7a \u0111i\u1ec3m b\u00e1n\/ khu v\u1ef1c, th\u1eddi gian ho\u1ea1t \u0111\u1ed9ng c\u1ee7a \u0111i\u1ec3m b\u00e1n, ho\u1ea1t \u0111\u1ed9ng h\u1ed7 tr\u1ee3 b\u00e1n h\u00e0ng theo t\u1eebng th\u1eddi \u0111i\u1ec3m, \u0111\u1eb7c \u0111i\u1ec3m k\u00eanh b\u00e1n h\u00e0ng<\/p>\n<p>+ Ph\u00e2n chia tuy\u1ebfn ph\u1ee5c v\u1ee5 &#8211; l\u1ed9 tr\u00ecnh \u0111i th\u1ecb tr\u01b0\u1eddng: V\u1ecb tr\u00ed \u0111i\u1ec3m b\u00e1n h\u00e0ng, th\u1eddi gian m\u1edf c\u1eeda \u2013 \u0111\u00f3ng c\u1eeda c\u1ee7a \u0111i\u1ec3m b\u00e1n, ng\u00e0y thanh to\u00e1n<\/p>\n<p>+ Kh\u1ea3o s\u00e1t th\u1eddi gian di chuy\u1ec3n v\u00e0 l\u00e0m vi\u1ec7c: th\u1eddi gian di chuy\u1ec3n t\u1eeb n\u01a1i l\u00e0m vi\u1ec7c \u0111\u1ebfn \u0111i\u1ec3m b\u00e1n h\u00e0ng \u0111\u1ea7u ti\u00ean, th\u1eddi gian th\u1ef1c thi nh\u1eefng ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng ti\u00eau chu\u1ea9n t\u1ea1i \u0111i\u1ec3m b\u00e1n, th\u1eddi gian th\u1ef1c thi nh\u1eefng ho\u1ea1t \u0111\u1ed9ng ti\u1ebfp th\u1ecb th\u01b0\u01a1ng m\u1ea1i, th\u1eddi gian di chuy\u1ec3n gi\u1eefa c\u00e1c \u0111i\u1ec3m b\u00e1n, th\u1eddi gian ngh\u1ec9 ng\u01a1i gi\u1eefa bu\u1ed5i, th\u1eddi gian ph\u1ee5c v\u1ee5 cho nh\u1eefng c\u00f4ng vi\u1ec7c kh\u00e1c t\u1ea1i v\u0103n ph\u00f2ng c\u00f4ng ty.<\/p>\n<h3><strong>4. L\u00ean k\u1ebf ho\u1ea1ch \u0111i th\u1ecb tr\u01b0\u1eddng:<\/strong><\/h3>\n<p>Trade marketer c\u1ea7n l\u00ean m\u1ed9t k\u1ebf ho\u1ea1ch \u0111i th\u1ecb tr\u01b0\u1eddng r\u00f5 r\u00e0ng v\u00e0 c\u1ee5 th\u1ec3, \u0111\u1ec3 chu\u1ea9n b\u1ecb ngu\u1ed3n l\u1ef1c sale cho ph\u00f9 h\u1ee3p. Bao g\u1ed3m:<\/p>\n<p>+ X\u00e1c \u0111\u1ecbnh t\u1ea7n su\u1ea5t \u0111i th\u1ecb tr\u01b0\u1eddng: s\u1ed1 l\u1ea7n nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng gh\u00e9 th\u0103m c\u1eeda h\u00e0ng. Th\u1ec3 hi\u1ec7n b\u1edfi c\u00e1c t\u1ea7n s\u1ed1: F8 = 2 l\u1ea7n 1 tu\u1ea7n, F4 = h\u00e0ng tu\u1ea7n, F2 = 2 tu\u1ea7n 1 l\u1ea7n, F1 = 1 th\u00e1ng 1 l\u1ea7n. Ph\u1ed5 bi\u1ebfn v\u00e0 t\u1ed1t nh\u1ea5t l\u00e0 t\u1ea7n s\u1ed1 F4. T\u1ea7n su\u1ea5t \u0111i th\u1ecb tr\u01b0\u1eddng s\u1ebd thay \u0111\u1ed5i t\u00f9y v\u00e0o t\u1eebng ng\u00e0nh h\u00e0ng<\/p>\n<p>+ S\u1ed1 \u0111\u1ed9i b\u00e1n h\u00e0ng: D\u1ef1a v\u00e0o ch\u1ec9 ti\u00eau outlet c\u1ea7n bao ph\u1ee7 v\u00e0 kh\u1ea3 n\u0103ng bao ph\u1ee7 c\u1ee7a 1 \u0111\u1ed9i b\u00e1n h\u00e0ng \u0111\u1ec3 l\u1eadp ra s\u1ed1 \u0111\u1ed9i b\u00e1n h\u00e0ng \u0111\u1ec3 bao ph\u1ee7 khu v\u1ef1c nh\u1ea5t \u0111\u1ecbnh.<\/p>\n<p>+ Danh s\u00e1ch c\u00e1c \u0111i\u1ec3m b\u00e1n c\u1ea7n bao ph\u1ee7 m\u1ed7i ng\u00e0y: bao g\u1ed3m t\u1ea5t c\u1ea3 nh\u1eefng th\u00f4ng tin li\u00ean quan \u0111\u1ebfn m\u1ed7i tuy\u1ebfn b\u00e1n h\u00e0ng: s\u1ed1 outlet, t\u00ean v\u00e0 \u0111\u1ecba ch\u1ec9 (\u0111\u1ecba ch\u1ec9 ph\u1ea3i \u0111\u01b0\u1ee3c s\u1eafp x\u1ebfp theo tr\u00ecnh t\u1ef1 th\u1eddi gian th\u0103m vi\u1ebfng), lo\u1ea1i c\u1eeda h\u00e0ng, ti\u1ec1m n\u0103ng doanh s\u1ed1, doanh s\u1ed1 th\u1ef1c v\u00e0 nhi\u1ec1u th\u00f4ng tin quan tr\u1ecdng kh\u00e1c\u2026.<\/p>\n<p><img decoding=\"async\" class=\"c008\" src=\"https:\/\/www.cask.vn\/wwwroot\/resources\/upload\/3(2).png\" alt=\"\" \/><\/p>\n<p>+ B\u1ea3n \u0111\u1ed3 ghi nh\u1eadn v\u1ecb tr\u00ed, t\u00ean c\u1ee7a c\u00e1c outlet tr\u00ean c\u00e1c tuy\u1ebfn b\u00e1n h\u00e0ng c\u1ee7a NPP: th\u1ec3 hi\u1ec7n h\u00ecnh \u1ea3nh c\u1ee7a kh\u1ea3 n\u0103ng bao ph\u1ee7, s\u1eafp x\u1ebfp tuy\u1ebfn b\u00e1n h\u00e0ng h\u1ee3p l\u00ed hay kh\u00f4ng, \u0111\u1ea3m b\u1ea3o t\u00ednh hi\u1ec7u qu\u1ea3 trong bao ph\u1ee7 v\u00e0 \u0111\u01b0\u1ee3c s\u1eed d\u1ee5ng \u0111\u1ec3 ki\u1ec3m tra vi\u1ec7c th\u1ef1c thi c\u1ee7a nh\u00e2n vi\u00ean tr\u00ean th\u1ecb tr\u01b0\u1eddng, \u0111\u1eb7c bi\u1ec7t hi\u1ec7u qu\u1ea3 khi coaching nh\u00e2n vi\u00ean m\u1edbi, s\u00e1p nh\u1eadp NPP\u2026<\/p>\n<h3><strong>5. Th\u1ef1c thi v\u00e0 b\u00e1o c\u00e1o:<\/strong><\/h3>\n<h3>D\u01b0\u1edbi \u0111\u00e2y l\u00e0 c\u00e1c n\u1ed9i dung c\u1ea7n l\u01b0u \u00fd khi x\u00e2y d\u1ef1ng v\u00e0 v\u1eadn h\u00e0nh \u0111\u1ed9i ng\u0169 b\u00e1n h\u00e0ng th\u1ef1c t\u1ebf.<\/h3>\n<p>a. H\u00ecnh th\u1ee9c t\u1ed5 ch\u1ee9c DSS (Direct Sell System): M\u00f4 h\u00ecnh n\u1ed9i b\u1ed9 v\u00e0 thu\u00ea ngo\u00e0i.<\/p>\n<p>+ N\u1ed9i b\u1ed9: H\u1ee3p \u0111\u1ed3ng v\u00e0 qu\u1ea3n l\u00fd tr\u1ef1c ti\u1ebfp b\u1edfi c\u00f4ng ty, h\u1ee3p \u0111\u1ed3ng lao \u0111\u1ed9ng v\u1edbi nh\u00e0 ph\u00e2n ph\u1ed1i v\u00e0 qu\u1ea3n l\u00fd tr\u1ef1c ti\u1ebfp b\u1edfi c\u00f4ng ty, h\u1ee3p \u0111\u1ed3ng v\u1edbi m\u1ed9t nh\u00e0 l\u00e0m d\u1ecbch v\u1ee5 tuy\u1ec3n d\u1ee5ng, qu\u1ea3n l\u00fd tr\u1ef1c ti\u1ebfp b\u1edfi c\u00f4ng ty.<\/p>\n<p>+ Thu\u00ea ngo\u00e0i: Th\u00f4ng qua NPP, shared NPP, share v\u1edbi nh\u1eefng products kh\u00e1c<\/p>\n<p>b. C\u00e1ch th\u1ee9c v\u1eadn h\u00e0nh DSS:<\/p>\n<p>+ Prompt sales: B\u00e1n h\u00e0ng li\u1ec1n. Vd nh\u01b0 m\u1ea5y ng\u01b0\u1eddi ch\u1edf th\u00f9ng h\u00e0ng k\u1eb9o ph\u00eda sau, b\u00e1n ngay<\/p>\n<p>+ Presales: M\u00ecnh b\u00e1n tr\u01b0\u1edbc, r\u1ed3i \u0111\u01b0a th\u1eb1ng kh\u00e1c giao h\u00e0ng<\/p>\n<p>+ Telesales: B\u00e1n h\u00e0ng th\u00f4ng qua \u0111i\u1ec7n tho\u1ea1i<\/p>\n<p>+ VMR: Kh\u00e1ch h\u00e0ng t\u1ef1 \u0111\u1eb7t th\u00f4ng qua h\u1ec7 th\u1ed1ng, ph\u1ea7n m\u1ec1m, m\u00ecnh \u0111i giao<\/p>\n<p>+ Online: B\u00e1n tr\u00ean m\u1ea1ng, cho ti\u00eau d\u00f9ng tr\u1ef1c ti\u1ebfp<\/p>\n<p>c. X\u00e2y d\u1ef1ng quy tr\u00ecnh l\u00e0m vi\u1ec7c chu\u1ea9n:<\/p>\n<p><img decoding=\"async\" class=\"c008\" src=\"https:\/\/www.cask.vn\/wwwroot\/resources\/upload\/4.jpg\" alt=\"\" \/><\/p>\n<p>\u0110\u1ed3ng th\u1eddi \u0111\u1ea3m b\u1ea3o ti\u00eau ch\u00ed: t\u00ednh nh\u1ea5t qu\u00e1n, t\u0103ng hi\u1ec7u qu\u1ea3 l\u00e0m vi\u1ec7c, ti\u00eau chu\u1ea9n v\u00e0 c\u01a1 s\u1edf hu\u1ea5n luy\u1ec7n<\/p>\n<p>c. C\u01a1 c\u1ea5u l\u01b0\u01a1ng v\u00e0 nguy\u00ean t\u1eafc x\u00e2y d\u1ef1ng l\u01b0\u01a1ng th\u01b0\u1edfng: 40%-60% ho\u1eb7c 60%-40%. V\u00ed d\u1ee5: 60% l\u01b0\u01a1ng v\u00e0 40% th\u01b0\u1edfng. Bao g\u1ed3m l\u01b0\u01a1ng c\u01a1 b\u1ea3n (C\u00f3 th\u1ec3 thu h\u00fat v\u00e0 gi\u1eef ch\u00e2n nh\u00e2n t\u00e0i, c\u00f3 kh\u1ea3 n\u0103ng c\u1ea1nh tranh v\u1edbi m\u1ee9c l\u01b0\u01a1ng trung b\u00ecnh c\u1ee7a th\u1ecb tr\u01b0\u1eddng t\u01b0\u01a1ng \u0111\u01b0\u01a1ng) v\u00e0 ch\u1ebf \u0111\u1ed9 th\u01b0\u1edfng (T\u1ed5ng m\u1ee9c thu nh\u1eadp c\u00f3 th\u1ec3 c\u1ea1nh tranh v\u1edbi th\u1ecb tr\u01b0\u1eddng, th\u00fac \u0111\u1ea9y v\u00e0 k\u00edch th\u00edch \u0111\u1ea1t m\u1ee5c ti\u00eau b\u00e1n h\u00e0ng xa h\u01a1n, th\u01b0\u1eddng cao h\u01a1n m\u1ee9c th\u01b0\u1edfng trung b\u00ecnh tr\u00ean th\u1ecb tr\u01b0\u1eddng).<\/p>\n<p>C\u01a1 c\u1ea5u KPI: bao g\u1ed3m ti\u00eau ch\u00ed x\u00e9t duy\u1ec7t qualified, th\u01b0\u1edfng cho k\u1ebft qu\u1ea3 kinh doanh v\u00e0 th\u01b0\u1edfng cho vi\u1ec7c th\u1ef1c thi \u0111\u00fang quy \u0111\u1ecbnh<\/p>\n<p>e. T\u00ednh to\u00e1n hi\u1ec7u qu\u1ea3 th\u1ef1c thi:<\/p>\n<p>+ S\u1ed1 call h\u1eb1ng ng\u00e0y: s\u1ed1 l\u01b0\u1ee3ng kh\u00e1ch vi\u1ebfng th\u0103m h\u1eb1ng ng\u00e0y<\/p>\n<p>+ Productive Call \u2013 PC: s\u1ed1 l\u01b0\u1ee3ng kh\u00e1ch \u0111\u1eb7t h\u00e0ng<\/p>\n<p>+ Line per Call (LPC): s\u1ed1 l\u01b0\u1ee3ng s\u1ea3n ph\u1ea9m b\u00e1n \u0111\u01b0\u1ee3c tr\u00ean t\u1eebng call<\/p>\n<p>+ Line per Productive call (LPPC): s\u1ed1 l\u01b0\u1ee3ng s\u1ea3n ph\u1ea9m b\u00e1n \u0111\u01b0\u1ee3c tr\u00ean t\u1eebng call hi\u1ec7u qu\u1ea3<\/p>\n","protected":false},"excerpt":{"rendered":"<p>1. X\u00e1c \u0111\u1ecbnh nh\u1eefng ho\u1ea1t \u0111\u1ed9ng t\u1ea1i \u0111i\u1ec3m b\u00e1n: Vi\u1ec7c x\u00e1c \u0111\u1ecbnh nh\u1eefng ho\u1ea1t \u0111\u1ed9ng t\u1ea1i \u0111i\u1ec3m b\u00e1n th\u01b0\u1eddng d\u1ef1a tr\u00ean tipping point (\u0111i\u1ec3m \u0111\u1ed9t bi\u1ebfn v\u1ec1 ph\u00e2n ph\u1ed1i), k\u1ebf ho\u1ea1ch bao ph\u1ee7 \u0111i\u1ec3m b\u00e1n c\u1ee7a th\u01b0\u01a1ng hi\u1ec7u (BCP) v\u00e0 c\u00e1c b\u01b0\u1edbc b\u00e1n h\u00e0ng ti\u00eau chu\u1ea9n. + Tipping point: s\u1ebd c\u00f3 nh\u1eefng th\u1eddi \u0111i\u1ec3m\/ c\u1ed9t [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[196,242],"tags":[],"_links":{"self":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/5821"}],"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=5821"}],"version-history":[{"count":0,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/5821\/revisions"}],"wp:attachment":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/media?parent=5821"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/categories?post=5821"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/tags?post=5821"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}