{"id":7909,"date":"2023-11-29T21:19:30","date_gmt":"2023-11-29T21:19:30","guid":{"rendered":"https:\/\/masterskills.org\/blog\/?p=7909"},"modified":"2023-12-21T14:08:07","modified_gmt":"2023-12-21T07:08:07","slug":"lap-ke-hoach-ban-hang-cho-nam-moi-nhu-nao","status":"publish","type":"post","link":"https:\/\/masterskills.org\/blog\/lap-ke-hoach-ban-hang-cho-nam-moi-nhu-nao.html","title":{"rendered":"L\u1eacP K\u1ebe HO\u1ea0CH B\u00c1N H\u00c0NG CHO N\u0102M M\u1edaI NH\u01af TH\u1ebe N\u00c0O?"},"content":{"rendered":"

N\u0103m m\u1edbi, vi\u1ec7c \u0111\u1ea7u ti\u00ean ph\u1ea3i l\u00e0m b\u00ean c\u1ea1nh s\u1eafp x\u1ebfp v\u00e0 t\u1ed5 ch\u1ee9c l\u1ea1i h\u00e0ng ho\u00e1 ch\u00ednh l\u00e0 l\u1eadp k\u1ebf ho\u1ea1ch. V\u1edbi m\u1ed9t b\u1ea3ng k\u1ebf ho\u1ea1ch r\u00f5 r\u00e0ng v\u00e0 chi ti\u1ebft, vi\u1ec7c v\u1eadn h\u00e0nh c\u1eeda h\u00e0ng c\u1ee7a b\u1ea1n s\u1ebd tr\u00f4i ch\u1ea3y h\u01a1n, t\u1eeb \u0111\u00f3 gi\u00fap b\u1ea1n c\u00f3 nhi\u1ec1u th\u1eddi gian h\u01a1n \u0111\u1ec3 quan s\u00e1t, ghi nh\u1eadn v\u00e0 suy ngh\u0129 nhi\u1ec1u bi\u1ec7n ph\u00e1p, c\u00e1ch th\u1ee9c hay h\u01a1n \u0111\u1ec3 ph\u00e1t tri\u1ec3n c\u1eeda h\u00e0ng c\u1ee7a m\u00ecnh.<\/p>\n

Nh\u01b0ng b\u1ea1n c\u00f3 bi\u1ebft m\u1ed9t k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng th\u00e0nh c\u00f4ng n\u00ean bao g\u1ed3m nh\u1eefng y\u1ebfu t\u1ed1 n\u00e0o kh\u00f4ng? Nh\u1eefng c\u00e2u h\u1ecfi xung quanh vi\u1ec7c \u201cAi, \u1edf \u0111\u00e2u, t\u1ea1i sao, khi n\u00e0o v\u00e0 nh\u01b0 th\u1ebf n\u00e0o?\u201d c\u00f3 t\u1eebng xu\u1ea5t hi\u1ec7n m\u1ed7i khi b\u1ea1n ngh\u0129 \u0111\u1ebfn c\u00e1c bi\u1ec7n ph\u00e1p t\u0103ng doanh s\u1ed1 b\u00e1n h\u00e0ng c\u1ee7a c\u1eeda h\u00e0ng b\u1ea1n kh\u00f4ng? Sau \u0111\u00e2y l\u00e0 m\u1ed9t v\u00e0i \u0111i\u1ec1u b\u1ea1n c\u1ea7n l\u01b0u \u00fd tr\u01b0\u1edbc khi chu\u1ea9n b\u1ecb m\u1ed9t k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng.<\/p>\n

1\/ X\u00e1c \u0111\u1ecbnh k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng<\/b><\/h4>\n

K\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng n\u00ean ng\u1eafn g\u1ecdn, \u0111\u01a1n gi\u1ea3n v\u00e0 c\u00f3 tr\u1ecdng \u0111i\u1ec3m. V\u1ec1 c\u01a1 b\u1ea3n, k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng c\u1ea7n kh\u00f4n kh\u00e9o v\u00e0 th\u1ec3 hi\u1ec7n t\u00ednh chi\u1ebfn l\u01b0\u1ee3c nh\u1eb1m thu h\u00fat c\u00e1c kh\u00e1ch h\u00e0ng m\u1edbi. Th\u00f4ng th\u01b0\u1eddng, t\u1ef7 l\u1ec7 ph\u1ed1i h\u1ee3p l\u00fd t\u01b0\u1edfng nh\u1ea5t s\u1ebd l\u00e0 75% doanh s\u1ed1 b\u00e1n h\u00e0ng t\u1eeb nh\u1eefng kh\u00e1ch h\u00e0ng m\u1edbi v\u00e0 25% doanh s\u1ed1 b\u00e1n h\u00e0ng t\u1eeb nh\u1eefng kh\u00e1ch h\u00e0ng hi\u1ec7n t\u1ea1i.<\/p>\n

\n
M\u1ed9t k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng bao g\u1ed3m b\u1ed1n ph\u1ea7n c\u01a1 b\u1ea3n:<\/div>\n<\/div>\n

\u2013 C\u00e1c chi\u1ebfn l\u01b0\u1ee3c thu h\u00fat kh\u00e1ch h\u00e0ng m\u1edbi.
\n\u2013 C\u00e1c ph\u01b0\u01a1ng ph\u00e1p thu h\u00fat kh\u00e1ch h\u00e0ng m\u1edbi.
\n\u2013 C\u00e1c chi\u1ebfn l\u01b0\u1ee3c t\u0103ng tr\u01b0\u1edfng kinh doanh \u0111\u1ed1i v\u1edbi nh\u1eefng kh\u00e1ch h\u00e0ng hi\u1ec7n t\u1ea1i.
\n\u2013 C\u00e1c ph\u01b0\u01a1ng ph\u00e1p t\u0103ng tr\u01b0\u1edfng kinh doanh \u0111\u1ed1i v\u1edbi nh\u1eefng kh\u00e1ch h\u00e0ng hi\u1ec7n t\u1ea1i.<\/p>\n

Tr\u01b0\u1edbc khi tri\u1ec3n khai ch\u01b0\u01a1ng tr\u00ecnh b\u00e1n h\u00e0ng, b\u1ea1n c\u1ea7n n\u1eafm v\u1eefng m\u1ed9t s\u1ed1 kh\u00e1i ni\u1ec7m sau:<\/p>\n

\u2013 Doanh s\u1ed1 b\u00e1n h\u00e0ng ch\u1ec9 ti\u00eau (Sales quota): \u0110\u00e2y l\u00e0 nh\u00e2n t\u1ed1 r\u1ea5t quan tr\u1ecdng c\u1ee7a k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng, c\u00f3 vai tr\u00f2 \u201cgi\u1eef nh\u1ecbp\u201d cho ho\u1ea1t \u0111\u1ed9ng c\u1ee7a b\u1ea1n trong c\u1ea3 n\u0103m, \u0111\u1ed3ng th\u1eddi \u0111\u01b0a ra c\u00e1c m\u1ee5c ti\u00eau ph\u1ee5 h\u00e0ng qu\u00fd, h\u00e0ng th\u00e1ng, h\u00e0ng tu\u1ea7n v\u00e0 th\u1eadm ch\u00ed h\u00e0ng ng\u00e0y \u0111\u1ec3 b\u1ea1n th\u1ef1c hi\u1ec7n.<\/p>\n

\u2013 Ph\u1ea1m vi, khu v\u1ef1c b\u00e1n h\u00e0ng (Sales territory): \u0110\u00f3 l\u00e0 c\u00e1c th\u00f4ng tin li\u00ean quan \u0111\u1ebfn khu v\u1ef1c \u0111\u1ecba l\u00fd, danh s\u00e1ch c\u00e1c th\u1ecb tr\u01b0\u1eddng c\u1ee5 th\u1ec3 trong n\u01b0\u1edbc hay qu\u1ed1c t\u1ebf, n\u01a1i b\u1ea1n cung c\u1ea5p s\u1ea3n ph\u1ea9m\/d\u1ecbch v\u1ee5 hay gi\u1ea3i ph\u00e1p kinh doanh.
\n\u2013 Chi\u1ebfn l\u01b0\u1ee3c (Strategy): L\u00e0 nh\u1eefng k\u1ebf ho\u1ea1ch v\u00e0 \u0111\u01b0\u1eddng h\u01b0\u1edbng c\u1ea7n thi\u1ebft gi\u00fap b\u1ea1n ho\u00e0n th\u00e0nh m\u1ee5c ti\u00eau \u0111\u1ec1 ra.
\n\u2013 Ph\u01b0\u01a1ng ph\u00e1p hay chi\u1ebfn thu\u1eadt (Tactic): \u0110\u00e2y l\u00e0 nh\u1eefng c\u00f4ng vi\u1ec7c c\u1ee5 th\u1ec3, nh\u1eefng b\u01b0\u1edbc \u0111i c\u1ea7n thi\u1ebft c\u1ee7a b\u1ea1n khi th\u1ef1c thi k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng.<\/p>\n

2\/ C\u00e1c chi\u1ebfn l\u01b0\u1ee3c v\u00e0 ph\u01b0\u01a1ng ph\u00e1p thu h\u00fat kh\u00e1ch h\u00e0ng m\u1edbi<\/b><\/h4>\n
    \n
  1. V\u01b0\u1ee3t ch\u1ec9 ti\u00eau h\u1ea1n m\u1ee9c \u0111\u1ec1 ra m\u1ed7i tu\u1ea7n:<\/strong><\/em><\/li>\n<\/ol>\n

    \u2013 G\u1eedi kh\u00f4ng d\u01b0\u1edbi 50 th\u01b0 ch\u00e0o h\u00e0ng gi\u1edbi thi\u1ec7u s\u1ea3n ph\u1ea9m\/d\u1ecbch v\u1ee5 t\u1edbi c\u00e1c kh\u00e1ch h\u00e0ng m\u1edbi.
    \n\u2013 G\u1ecdi kh\u00f4ng d\u01b0\u1edbi 50 cu\u1ed9c \u0111i\u1ec7n tho\u1ea1i \u0111\u1ec3 gi\u1edbi thi\u1ec7u v\u1ec1 s\u1ea3n ph\u1ea9m\/d\u1ecbch v\u1ee5 cho kh\u00e1ch h\u00e0ng m\u1edbi.
    \n\u2013 G\u1eb7p g\u1ee1 tr\u1ef1c ti\u1ebfp v\u1edbi kh\u00f4ng d\u01b0\u1edbi 20 kh\u00e1ch h\u00e0ng m\u1edbi.
    \n\u2013 T\u1ea1o ra kh\u00f4ng d\u01b0\u1edbi 10 \u0111\u1ec1 xu\u1ea5t b\u00e1n h\u00e0ng.
    \n\u2013 Ti\u1ebfn h\u00e0nh kh\u00f4ng d\u01b0\u1edbi 5 bu\u1ed5i gi\u1edbi thi\u1ec7u s\u1ea3n ph\u1ea9m\/d\u1ecbch v\u1ee5.<\/p>\n

     <\/p>\n

    \"truyenthongmarketing1\"<\/p>\n

    Ch\u00fa \u00fd<\/b>: S\u1ed1 l\u01b0\u1ee3ng th\u01b0 ch\u00e0o h\u00e0ng, cu\u1ed9c \u0111i\u1ec7n tho\u1ea1i\u2026 c\u00f3 th\u1ec3 thay \u0111\u1ed5i, \u0111i\u1ec1u quan tr\u1ecdng l\u00e0 b\u1ea1n c\u1ea7n t\u00ednh to\u00e1n ch\u00ednh x\u00e1c r\u1eb1ng b\u1ea1n c\u1ea7n thi\u1ebft l\u1eadp quan h\u1ec7 v\u1edbi bao nhi\u00eau kh\u00e1ch h\u00e0ng \u0111\u1ec3 c\u00f3 th\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c ch\u1ec9 ti\u00eau v\u1ec1 doanh s\u1ed1 c\u1ee7a b\u1ea1n.<\/p>\n

      \n
    1. Gia t\u0103ng s\u1ef1 nh\u1eadn th\u1ee9c c\u1ee7a kh\u00e1ch h\u00e0ng v\u1ec1 s\u1ea3n ph\u1ea9m\/d\u1ecbch v\u1ee5 v\u00e0 gi\u1ea3i ph\u00e1p kinh doanh c\u1ee7a b\u1ea1n:<\/strong><\/em><\/li>\n<\/ol>\n

      \u2013 Gia nh\u1eadp v\u00e0 tham d\u1ef1 v\u00e0o kh\u00f4ng d\u01b0\u1edbi 3 nh\u00f3m, h\u1ed9i, t\u1ed5 ch\u1ee9c m\u00e0 nh\u1eefng kh\u00e1ch h\u00e0ng hi\u1ec7n t\u1ea1i v\u00e0 ti\u1ec1m n\u0103ng c\u1ee7a b\u1ea1n th\u01b0\u1eddng tham gia.<\/p>\n

      \u2013 T\u00edch c\u1ef1c tham d\u1ef1 c\u00e1c h\u1ed9i ch\u1ee3 th\u01b0\u01a1ng m\u1ea1i v\u00e0 h\u1ed9i th\u1ea3o c\u00f3 s\u1ef1 g\u00f3p m\u1eb7t c\u1ee7a kh\u00e1ch h\u00e0ng.<\/p>\n

      3\/\u00a0 C\u00e1c chi\u1ebfn l\u01b0\u1ee3c v\u00e0 ph\u01b0\u01a1ng ph\u00e1p \u0111\u1ed1i v\u1edbi nh\u1eefng kh\u00e1ch h\u00e0ng hi\u1ec7n t\u1ea1i<\/b><\/h4>\n
        \n
      1. \u00a0T\u1ea1o ra m\u1ed9t ch\u01b0\u01a1ng tr\u00ecnh li\u00ean l\u1ea1c th\u01b0\u1eddng xuy\u00ean:<\/strong><\/em>\u2013 Li\u00ean h\u1ec7 v\u1edbi t\u1eebng kh\u00e1ch h\u00e0ng hi\u1ec7n t\u1ea1i \u00edt nh\u1ea5t 1 l\u1ea7n\/th\u00e1ng, \u0111\u01b0a ra nh\u1eefng \u0111\u1ec3 ngh\u1ecb m\u1edbi m\u00e0 h\u1ecd kh\u00f4ng th\u1ec3 nh\u1eadn \u0111\u01b0\u1ee3c t\u1eeb b\u1ea5t k\u1ef3 ai kh\u00e1c.\u2013 X\u00e2y d\u1ef1ng c\u00e1c b\u1ea3n tin h\u00e0ng th\u00e1ng th\u1eadt h\u1ea5p d\u1eabn.
        \n\u2013 X\u00e2y d\u1ef1ng c\u00e1c nh\u00f3m s\u1eed d\u1ee5ng (user-group) trong c\u01a1 s\u1edf d\u1eef li\u1ec7u kh\u00e1ch h\u00e0ng hi\u1ec7n t\u1ea1i c\u1ee7a b\u1ea1n.<\/p>\n

        \u2013 T\u1ed5 ch\u1ee9c c\u00e1c bu\u1ed5i tranh lu\u1eadn tr\u1ef1c tuy\u1ebfn hay ngo\u1ea1i tuy\u1ebfn cho c\u00e1c kh\u00e1ch h\u00e0ng hi\u1ec7n t\u1ea1i.
        \n\u2013 M\u1eddi \u00edt nh\u1ea5t 3 kh\u00e1ch h\u00e0ng hi\u1ec7n t\u1ea1i c\u1ee7a b\u1ea1n \u0111i \u0103n tr\u01b0a v\u00e0 m\u1eddi m\u1ed9t kh\u00e1ch h\u00e0ng m\u1edbi c\u00f9ng tham gia.<\/p>\n

          \n
        1. \u0110i\u1ec1u tra, th\u0103m d\u00f2 trong s\u1ed1 c\u00e1c kh\u00e1ch h\u00e0ng hi\u1ec7n t\u1ea1i:<\/em><\/strong><\/li>\n<\/ol>\n

          \u2013 Xin ph\u00e9p \u0111\u1ebfn th\u0103m kh\u00f4ng d\u01b0\u1edbi 3 nh\u00e0 kh\u00e1ch h\u00e0ng \u0111\u1ec3 t\u00ecm hi\u1ec3u, th\u0103m d\u00f2 \u00fd ki\u1ebfn v\u1ec1 s\u1ea3n ph\u1ea9m\/d\u1ecbch v\u1ee5 m\u00e0 h\u1ecd \u0111ang s\u1eed d\u1ee5ng.<\/p>\n

          \u2013 \u0110\u1ec1 ngh\u1ecb m\u1ed7i m\u1ed9t kh\u00e1ch h\u00e0ng hi\u1ec7n t\u1ea1i gi\u1edbi thi\u1ec7u v\u1ec1 b\u1ea1n t\u1edbi nh\u1eefng ng\u01b0\u1eddi quen bi\u1ebft c\u1ee7a h\u1ecd.<\/p>\n

          \u2013 G\u1eb7p g\u1ee1, v\u1edbi t\u01b0 c\u00e1ch c\u00e1 nh\u00e2n, c\u00e1c nh\u00e0 qu\u1ea3n l\u00fd c\u1ea5p cao c\u1ee7a c\u00f4ng ty n\u01a1i kh\u00e1ch h\u00e0ng hi\u1ec7n t\u1ea1i c\u1ee7a b\u1ea1n \u0111ang l\u00e0m vi\u1ec7c.<\/p>\n

          B\u00e2y gi\u1edd \u0111\u00e3 \u0111\u1ebfn l\u00fac b\u1eaft tay v\u00e0o th\u1ef1c hi\u1ec7n ch\u01b0\u01a1ng tr\u00ecnh<\/b><\/h4>\n

          Ph\u1ea7n cu\u1ed1i c\u00f9ng c\u1ee7a k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng ph\u1ea3i l\u00e0 c\u00e1c chi ti\u1ebft v\u1ec1 gi\u1edbi h\u1ea1n th\u1eddi gian ho\u00e0n th\u00e0nh t\u1eebng chi\u1ebfn thu\u1eadt m\u00e0 b\u1ea1n \u0111\u00e3 \u0111\u1ec1 ra tr\u00ean \u0111\u00e2y. T\u1ed1t nh\u1ea5t l\u00e0 b\u1ea1n n\u00ean s\u1eafp x\u1ebfp l\u1ecbch tr\u00ecnh th\u1eddi gian theo tu\u1ea7n \u0111\u1ec3 vi\u1ec7c th\u1ef1c hi\u1ec7n v\u00e0 ki\u1ec3m tra \u0111\u01b0\u1ee3c d\u1ec5 d\u00e0ng h\u01a1n.<\/p>\n

          Nh\u01b0ng m\u1ecdi vi\u1ec7c v\u1eabn ch\u01b0a k\u1ebft th\u00fac, d\u00f9 b\u1ea1n \u0111\u00e3 x\u00e2y d\u1ef1ng xong cho m\u00ecnh k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng. H\u00e3y \u0111\u1ea3m b\u1ea3o k\u1ebf ho\u1ea1ch c\u1ee7a b\u1ea1n lu\u00f4n \u0111\u01b0\u1ee3c th\u1ef1c thi \u0111\u00fang l\u1ecbch tr\u00ecnh, \u0111\u1ed3ng th\u1eddi th\u01b0\u1eddng xuy\u00ean xem x\u00e9t v\u00e0 \u0111i\u1ec1u ch\u1ec9nh n\u1ed9i dung cho ph\u00f9 h\u1ee3p v\u1edbi th\u1ef1c t\u1ebf. L\u00e0m \u0111\u01b0\u1ee3c nh\u01b0 v\u1eady, b\u1ea1n m\u1edbi c\u00f3 th\u1ec3 ho\u00e0n th\u00e0nh t\u1ed1t k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng \u0111\u00e3 \u0111\u1ec1 ra, hay \u0111\u1ed3ng ngh\u0129a v\u1edbi vi\u1ec7c b\u1ea1n c\u00f3 c\u01a1 h\u1ed9i ho\u00e0n th\u00e0nh m\u1ee5c ti\u00eau doanh s\u1ed1 b\u00e1n h\u00e0ng c\u1ee7a m\u00ecnh.<\/li>\n<\/ol>\n","protected":false},"excerpt":{"rendered":"

          N\u0103m m\u1edbi, vi\u1ec7c \u0111\u1ea7u ti\u00ean ph\u1ea3i l\u00e0m b\u00ean c\u1ea1nh s\u1eafp x\u1ebfp v\u00e0 t\u1ed5 ch\u1ee9c l\u1ea1i h\u00e0ng ho\u00e1 ch\u00ednh l\u00e0 l\u1eadp k\u1ebf ho\u1ea1ch. V\u1edbi m\u1ed9t b\u1ea3ng k\u1ebf ho\u1ea1ch r\u00f5 r\u00e0ng v\u00e0 chi ti\u1ebft, vi\u1ec7c v\u1eadn h\u00e0nh c\u1eeda h\u00e0ng c\u1ee7a b\u1ea1n s\u1ebd tr\u00f4i ch\u1ea3y h\u01a1n, t\u1eeb \u0111\u00f3 gi\u00fap b\u1ea1n c\u00f3 nhi\u1ec1u th\u1eddi gian h\u01a1n \u0111\u1ec3 quan s\u00e1t, […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[196,240],"tags":[388],"_links":{"self":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/7909"}],"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\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/comments?post=7909"}],"version-history":[{"count":0,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/7909\/revisions"}],"wp:attachment":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/media?parent=7909"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/categories?post=7909"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/tags?post=7909"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}