DAp AN THI KET THUC HOC PHAN: QUAN TRJ BAN HANGCAO DANG CHiNH QUY

Mii hoc phan: 42111411

Mii d~:070415001

I.Phftn tdc nghi~m (7d)Cau 1.Tronggiaidoan ban hang kh6 khan va khong thuan 19i,giam d6cban hang ap dung hanh vi lanh dao nao:

1 2 3 4 5 6 7 8 9 10 11 12 13 14A A C B D C C A B C D C D C

II. Tg lu~n (3d).:. Muc tieu: muc tieu cua nhan vien ban hang (NVBH) la ban hang ca nhan, con cua giam d6c ban

hang(GDBH) la ban hang cua toan b9 phan, cong ty.:. Tracn nhiem: trach nhiem cua NVBH la tim kiem khach hang, tang doanh thu trong khu vue hoac

tang doanh thu san pham minh diroc phan cong phu trach, GDBH chiu trach nhiem phat trien hrcIUQngban hang, phat trien nhirng co h9i, quan h~kinh doanh trong dai han.

•:. Quan he: NVBH thuong lam viec d9C l~p va thuong chi quan tam d~n diem manh, di~m y~u cuaca nhan. GDBH ngoai ban than, phai hieu r5 v6 hrc luong NVBH, thiet l~p m6i quan h~ t6t v6icac Giam d6c phOngban kMc .

•:. Vai fro: GDBH thong qua NVBH d~ d?t ml,!ctieu v6 doanh s6. Di6u nay doi hoi GDBH phai thi~tI~pml,!ctieu cho cac NVBH, h6 trQ'nhan vien d~hQd?t dUQ'cml,lctieu d6 ra.

•:. Quan If;hcmhchinh: GDBH la m9t thanh vien quan tri cua cong ty va phai thl,l'Chi~n cac cong vi~cv6 quim Iy hanh chinh d6i v6i b9 pMn ban hang.

•:. Ky n{mg yeu cdu cho cong vi¢c: NVBH cAn ki~n thuc chuyen mon d~ hoan thanh cong ~i~c.GDBH con cAndUQ'cb6 sung nhi6u ky nang kMc nhu truy6n d?t, ho?ch dinh, lanh d?o, d9ng vien,hu~nluy~n

QTBH_QTDN_CDCQ_Ql TRANG 3/2 MD:070415001

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DAp AN THI KET THUC HQC PHAN: QUAN TRJ BAN HANG

CAO DANG CHINH QUYMa hoc phAn: 42111411

Ma d~:070415002

I. Phftn tde nghi~m (7d)Call 1. Trong giai doan ban hang kh6 khan va khong thuan 19'i,giam d6c bin hang ap dung hanh vi lanhdao nao:

1 2 3 4 5 6 7 8 9 10 11 12 13 14B D C B A D A C D C C D D B

II. TI, lll~n (3d)

.:. M6 ta c6ng viec (i,5i1j- Gioi thieu san pham va ban hang thea khu vue duoc giao.- Tim kiern khach hang moi, cham s6c khach hang cu_ V~n dung ky nang va ki€n thirc d~ dat duoc chi tieu vS doanh s6, d9 phu., do cong ty dS ra.- Chiu trach nhiem vS dia ban duoc phan congo- Thuc hien cac bao cao thea quy dinh cua cong ty.

•:. Tieu chudn ung vien: (J,5i1j- Trinh d9: T6t nghiep THPT tro len- Kinh nghiern: duoi 1 nam trong linh vue kinh doanh my pharn- Ky nang: lam viec nh6m va d9c l~p, giao ti€p t6t.- Hanh vi irng xu: d€ thich img voi moi tnrong lam viec moi- SO'thich: chApnh~n di cong tac thucmg xuyen

QTBH_QTDN_CDCQ_Ql TRANG 3/2 MD:070415002

DAp AN THI KET THUC HOC PHAN: QUAN TRl BAN HANG

CAO DANG CHINH QUY

Mil hoc phan: 42111411

Mil d~: 070415003

I. Ph§n tde nghiem (7d)Cau 1.Quan tam hang dAu trong giai dean gift gin trong sir nghiep cua nhan vien ban hang la:

1 2 3 4 5 6 7 8 9 10 11 12 13 14B C C C D C C D A C B B D D

II. T\l' lu~n (3d).:. nin trinh huan luy~n cho nhtin vien ban hang gam 6 butic: (l,5tl)- Danh gia nhu du- Xac dinh muc tieu cua chuong trinh- Danh gia nguon huan luyen- Xay dung n9i dung chirong trinh- Thuc hien chirong trinh- Danh gia chirong trinh.:. Phdn tich buo« "xay dung nri dung chuong trinh" cua tiin trinh huan luy~n: (l,5tl)

Noi dung chuang trinh hudn luyen g6m hai mang chfnh: cung edp kiin thuc va kY nang (O,5d)- su« thuc: (O,5d)• v~cong ty: lich Slr cong ty, cac chinh sach, co cau t6 chirc, chinh sach ban hang• v~san pham: cac d~c tnrng, tinh chat, uu nhuoc diem• v~khach hang: khach hang c6 th6i quen, nhu du nhu thS nao, d~c tmng v~ van h6a• vb kiSn thll'C thi trtrC)'Jig:thong tin v~ d6i tM c~nh tranh, cac xu .huong kinh t~, chinh tri t~i thj

trtremg- KjJnang: (O,5d)• Ky nang ban hang• Ky nang qui'm I;' thO'i gian va khu v\}'c• Ky nang giao tiSp hi~u qua• Ky nang l~p va tri€n khai kS ho~ch hanh d9ng nh~m d~t m\lc tieu v~ doanh s6

QTBH_QTDN_CDCQ_Ql TRANG 3/2 MD:070415003

DAp AN THI KET THUC HQC PHAN: QUAN TRJ BAN HANG

CAO DANG CHINH QUY

Mii hoc phin: 42111411

Mii d~:070415004

I. Phftn tde nghiem (7d) r

Cau 1. Cong ty Triump thuong gui catalogue moi cho khac hang thuoc giai dean nao cua tien trinh ban hang:

1 2 3 4 5 6 7 8 9 10 11 12 13 14D D D C A C D D C A B B B D

II. Tl,l' lu~n (3d).:. Tiin trinh ban hang din ban (J,Sd)- Tham do khach hang- L~p k€ hoach chao hang- Gioi thieu va d~n chirng san pham- Thuong luong voi khach hang- K€t thuc chao hang- Dich VI} sau ban hang.:. M(Jts6phuong phap ban hang hieu qua(J,Sd) (sinh vien trinh bay ba trong cdc phuong phap sau

day)- Phu nhan tnrc tiep mot each kheo leo: khi khach hang dtra ra thong tin sai va nguoi ban hang

khong c6 each nao khac. Nguoi ban c~n cung d_p thong tin chinh xac, d~y du va c6 chirng ca.- Phil nhan gian tiep: cong nhan diem dung cua khach hang tnroc, sau d6 dua ra chirng cO'chirng

minh nhirng di~u chua h9"Ply- Bu tnr: thira nhan phan d6i v~-diSm y€u va trinh bay nhfrng di~m:m?nh dS btl l?i- Chung minh 19"iich san ph~m cao hon: tir cac d~c trun, 19"ith€ cila san ph~m- 3F (feel-felt-found). Vi d\l: toi hi~u S\f 10 l~ng cila ba (feel). Nhi~u khach hang a khu V\fC ... truac

day cling 10 l~ng nhu v~y (felt), nhung sau khi trung bay thu t;;ti cua hang, h9 nh~n th~y (found)nhi~u nguai mua r~t thich san ph~m nay

- Mai khach su d\lng thu- Tri hoan: nguai ban d~ nghi lam r6 v~n d~ sau khi giO'ithi~u xong- Phuong phap be qua: nguai ban dS khach hang noi, thira nh~n y ki€n cua h9 va kheo leo chuy~n

sang v~n d~ khac

QTBH_QTDN_CDCQ_Ql TRANG 3/2 MD:070415004