5074 Ky Nang Giam Satdanh Cho

7/18/2019 5074 Ky Nang Giam Satdanh Cho

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K NNG GIM ST


2/82

NI DUNG

Mc tiu

Vai tr ca vic GS

Nhim v thm ving KH

K nng ng c thc y

K nng lnh o

K nng m phn

Lp k hoch & u tincng vicHp hiu qu

Qun l thi gian

Qun l & kim sot vic

thc hinMarketing

Th nhc nh


3/82

NH HNG CA CNG TY

?


4/82

S MNG CA P.KD

?


5/82

Mc tiu hun luyn

Sales Organisation Development

V sao ti ngi y?

iu ny s gip g c cho ti?


6/82

Vai tr ca vic gim st

Nhng iu thit yu

Xy dng Kinh doanh

Xy dng T chc


7/82

Trch nhim ca vic GSXD Kinh DoanhThc hin bn hngHnh nh - TPOSM / POSM

-nh v sn phm- S trng by

Phn Phi / Hin dinBao ph im bnPhn khng gian / Th phnGi c

Khuyn mi / KM thng miTun th chnh schK hoch kinh doanhTi Chnh / ROI

Thc hin k hoch Chu K

XD T ChcHun luynC vnXy dng nhmo to

nh gi thc hinK hoch pht trin NSnh gi nng lcTuyn chn & tuyn dngTun th cc chnh sch


8/82

Vai tr ca Gim St

XD kinh doanh XD T chc

o lng c Phn tchChia s

R sot liLin tc hon thin

Pht trin nhn vin ca bn Suy ngh v Thc hin nh bn lm


9/82


Gim st

ng nghip Sp

Khch hng Thnh vintrong nhm

Cc mi quan h ca cng vic GS


10/82

Trch nhim ca GS

Nu nhng g bn lm khng p ng:

Xy dng kinh doanh

Xy dng t chc

hoc


11/82

Lm sao ta bit ta ang lm tt

cng vic ???


12/82

Nhim v thm ving khch hng

Nhn vin bn hng

In-call mission
http://localhost/var/www/apps/conversion/tmp/Sources/nhiem%20vu%20ban%20hang.ppthttp://localhost/var/www/apps/conversion/tmp/Sources/nhiem%20vu%20ban%20hang.ppt


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NI DUNG

Mc tiu

Vai tr ca vic GS

Nhim v thm ving KH

K nng ng c thc y

K nng lnh o

K nng m phn


Qun l thi gian

Qun l & kim sot vic

thc hinMarketing

Th nhc nh


14/82

ng c thc y

(Motivation)


15/82

ng c thc y

ng c thc y c c thng qua

S lnh o&

Xy dng nhm


16/82

Hiu v ng C Thc y

Hiu su sc vic con ngi c thc y nh th no Thit lp cch thc nhn ra iu g thc y con

ngi.

Tm ra cch thc m nh qun l c th tc ng nng c thc y ca con ngi.

Thit lp nhng hng dn t c nhng cp

cao hn trong vic Thc y mi ngi.

Pht trin nguyn tc chung hon thin vic khch l

con ngi.


17/82

Thc y con ngi

Lm cho cc NV ca bn t c nhng ktqu m bn ang nhm phi t ti:

Hiu ng C thc y c tc dng nh th no

Nhn ra cch thc m nhn vin ca bn s b thc y

Nhn ra vai tr m bn c th lm trong vic thc y

nhn vin ca bn


18/82

H thng cp bc cc nhu cu ca Maslow

Sinh l hc

S

Th hin

S qu trng

Quan h XH

S an ton


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Hiu Cc ng c thc y

Bng thm d:A B

Cng vic chc chn

Cng vic thch th

C hi thng tin

c ghi nhn nhng thnh tch

Kh nng lnh o

c th lao cng bng

c cp nht nhng cng vic ang xy rac gp kin trong cc vn lin quan

Cc bn ng nghip thn thin

iu kin lm vic c p ng tha mn


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Nhng yu t noc tm nh hng

n bn nht?

Suy ngh 3 pht

Hiu cc ng c thc y


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050% 40 30 20 10 10 20 30 40 50%

Thnh t

c cng nhn

Cng vic

Trch nhim

Thng tin

Tng trong

Chnh sch cng ty v hnh chnh

S gim st

Quan h vi cp trn

iu kin lm vic

Lng

Quan h vi ng nghip

i sng c nhn

Quan h vi cp di

Tnh trng

An ton

Cc yu t trong cng vic a n khng

tha mn, khng hi lngPercentagefrequency

Cc yu t trong cng vic a n

rt tha mn, hi lngPercentagefrequency

All factorscontributing to jobsatisfaction

All factorscontributing to jobdissatisfaction

80% 60 40 20 0 20 40 60 80%

Hygiene

Motivation

1969

8131

Ratio & Percent

Cc nhn t tc ng n thi lm vic


22/82

ng c thc y trong nhm

nhmvng mnh

Tn trng lnho

Tin tng vci m

Tham d voquyt nh

Chia s thnhcng

S gip lun sn sng

Mc tiu thct

Chia s trchnhim

Bo co dintin

Quan trng ivi t chc

Cnh tranhgia cc nhm


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Cc nhn t tc ng n thi lm vic

Chun b thuyt trnh:1. Cc vn v ng c thc y quan trng nht

ang gy nh hng trong nhm ca bn.

2. Cc nhn t quan trng ang thiu?

3.K hoch hnh ng ca bn trong vic xy dng

ng c thc y trong nhm ca bn?

Bn chun b trong 20 pht v thuyt trnh trong 5pht. Bn c th dng hnh nh tr gip .


24/82

NI DUNG

Mc tiu

Vai tr ca vic GS

Nhim v thm ving KH

K nng ng c thc y

K nng lnh o

K nng m phn


Qun l thi gian

Qun l & kim sot vic

thc hinMarketing

Th nhc nh


25/82

Lp k hoch v

Sp xp u tin


26/82

Lp k hoch

Lp k hoch:

Nhn v pha trc

Suy ngh v tng laiLng trc vic g s c th xy ra

Chun b sn sng cho iu


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Thit lp mc tiu

T t nhng cu hi sau Ti mun t ti mc tiu g?

Khi no ti t mc tiu ?

Ti phi chinh phc nhng tr ngi g?

Ai c th gip ti?

Ti cn nhng k nng / kin thc g bo

m t c s thnh cng?


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5 bc t c mc tiu ca bn

Bit mnh si u

Phn b ngun lc Thng bo

Bit mnh ang u

R sot /

phn tch


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Lp k hach l cha kha thnh cng

2 loi mc tiu trong lp k hoch Cc mc tiu thit yu di hn

Nhng mong i ngn hn


30/82


iu Th nht:

Cc mc tiu thit yu di hn

Phn tch SWOT trong khu vc ca bn

Thit lp mc tiu hon thnh theo giai an(thng ,qu, nm)

Nhn ra nhng nhn vin cn hng dn nhiuhn, cn o to v/hoc pht trin


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iu Th hai:Nhng mong i ngn hn

Tiu s nhn s ca nhn vin bn

R sot kt qu lm vic hng ngy, hng tun,hng chu k.

Thit lp phng hng r rng cho nhn vinca bn

Work with & work behind lin tc s phttrin ca nhn vin

R sot R sotR sot


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Lp k hoch chu k

K hoch chu k

Chng trnh KA

Chng trnh thng

Thng trng by

Chng trnh HTTM

Kt qu / ch tiu KSI Khong trng phn phi

Bo co hot ng BH

iu Th ba:Cc cng c


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Lp k hoch chu k

Mc tiu k hoch chu k Mc tiu ca tng khu vc

Mc tiu th trng

iu th t;Mc tiu c th


34/82

Hp chu k

Hnh chnh Giy t, bo co phn tch, thit lp mc tiu

Tun th trng by

Ch tiu doanh s/ sn lng Work with

Work behinds

i chiu s liu XNT hng tun

R sot hot ng


35/82

u tin trong chu k

Work with Work behind Pht trin nhn s ( kin phn hi v mc tiu c th ) Hnh chnh

Kim sot cc chng t, phn tch hot ng, r sotmc tiu Hot ng doanh s Hot ng trng by

4 ngy / tun Work With / Behind = 67%


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K hoch lm vic chu k
http://localhost/var/www/apps/conversion/chu%20ky/ke%20hoach%20lam%20viec%20-%20hung%20CK8.xls


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Phn b cng vic trong chu k

Day %Tng cng ngy 24 100

Work With 12 50

Work Behind 4 17

Hnh chnh 4 17

Hp 2 8Khc 2 8

67%


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Lp k hoch

Nu chic thang khng dang bc tng, mi bcchng ta leo ch a ta n

mt ni v tn nhanh hn.


39/82

NI DUNG

Mc tiu

Vai tr ca vic GS

Nhim v thm ving KH

K nng ng c thc y

K nng lnh o

K nng m phn


Qun l thi gian

Qun l & kim sot victhc hin

Marketing

Th nhc nh


40/82

Mt khung sn cho s thnhcng ca mi c nhn v t chc

QUN L & KIM SOT

VIC THC HIN


41/82

nh gi vic thc hin l mt qu trnhlin tc xc nh mt nhn vin / nhmlm vic tt nh th no t c cc

cng vic c giao

Ngha l nh gi kin thc, k nng vhnh vi.

nh ngha


42/82

Kim tra s thc hin

Thc hin VS Mc tiu


43/82

Gip bo m c mt t chc bit iu v n u

C s i chiu cho cc NV phn hi kin C s quyt nh mc o to

hun luyn Gip nhn ra nhng vn v hng ticc gii php.

Thit lp mc tiu


44/82

Cc tnh hung- Mc tiu da trn nhng chun mc c tnhbt buc

- Ch tiu c nhn da trn nhng tiu chunc s

- S quyt tm ca mt c nhn

Thit lp mc tiu


45/82

Mc tiu

Mc tiu cn phi SpecificC th

Measurableo lng c

AchievableC th t c RelevantPh hp

TimeframedThi gian hon thnh

v phi c NG



46/82

Ci g phi c hon thnh ?

S c o lng nh th no ?

S t c bng cch no ?

Khi no cn phi t ?

MC TIU

Thnh phn ca mt ni dung mc tiu


47/82


48/82

S nh gi


49/82

Qun l nhn sthit lp cc chun

mc

ngi thy, ngihun luynpht trin con ngi

Trch nhim ca ngi qun l

Qun l cng victhit lp tham s /

phng hng

theo di thc hinbo m tun th


50/82

Pht trin nhn s l g ?

Chng ta ch pht trin nhng ngi

t thnh tch cao ? Pht trin nhng ngi khc nh th

no ?

Chng ta c to cho h thi gian / nlc pht trin khng ?

Pht trin nhn s


51/82

Nhn ra cc tim nng hay nhu cu ca NV ? nh gi s thc hin mt cch thnh thc Da trn khch quan, khng da trn ch quan

Tho lun vi ASM, BSM, ng nghip Thit lp cc mc tiu / thch thc S.M.A.R.T.

Nhn din cc vn ct li khng phi mt

s cc s vic Work With - Work Behind

Thc hin ng quy trnh

Pht trin nhn vin ca bn


52/82

Qun l cng vic

QL Trch nhim QL kt qu

2 phn


53/82

Phng hng / hoch nh R sot / theo di

Ci thin kinh doanh tng / th nghim mi To nn s khc bit

KSIsPhn tch

Lp mc tiu Kt qu VS mc tiu Lin tc ci thin

Trch nhim: Kt qu:

Nhn ra cc ro cn = C

Qun l cng vic


54/82

l g ? Thiu s nhit tnh

S c mt, s ng gi, s chun b Hnh thc, c nhn, tnh chuyn nghip kin tiu cc, giy t khng ng nht

Chng ta ng u vi c nh th no ?...

trnh i u vi hy vng iu s t bin mt ? Gii php Mackeno ??

C

Du hiu ca thc hin cha t


55/82

Chu k thc hin

Tuyn dng& chn la

Lp mc tiu

o toHun luyn

nh gi


56/82

Khuynh hng hc tp

0

5

10

15

20

25

30

Mc thc hin mong mun


57/82

Phng php

Quan st / hun luyn cng cng vic

Giao tip hng ngy vi nhm

Hp nh k vi NV / nhm kin phn hi t cc khch hng

Lu tr / tng trnh cc tnh hung

Kim tra thc t ngai th trng


58/82

Kim tra s thc hin

Bo co ngy

Bo co doanh s K hoch i th trng

Hiu qu bn hng

Thm th trng

Cng c:


59/82

Bn lm g khi i work with ? Ti sao i work withl quan trng ?

Mc ch ca bn l g khi i work with?

Nhn vin ca bn c u tin cng vic ?Lm sao bit ?

Work With = i lm vic chung

W k With & W k B hi d


60/82

Cnh st hay hun luyn vin ?

Bn ang kim sot hay iu hnh cuc ving

thm ?

a ra kin phn hi hiu qu ?

Mc tiu c S.M.A.R.T.?

Work With & Work Behind


61/82


Lp mc tiu

Work Behind

(theo di)Th nghim,

Th thch

H tr

Work With(nhn din

c hi)

Quy trnh:

Work With


62/82

Work With

Kim tra s chun b ca nhn vin B tr trong phng tin / mc hng ha / POSM

Cc giy t cn thit (th khch hng, n hng, ) L trnh hng ngy Sp xp th t cc cuc ving thm? Ti sao ? Thc hin nhng mc tiu t ln thm trc

Nhn ra v ghi ch cc c hi Tng kt ngy lm vic mc tiu S.M.A.R.T.

Mc ch:

Work With


63/82

ng pha sau v quan st nhn tng th Tm kim cc c hi / iu c th hon thin v

nhng iu ni bt R sot li kt qu - th cn bng, hy NV cmt s tin

kin theo hng tch cc / xy dng trnh kinkhng xy dng

a ra kin phn hi

Work With

Khi i workwith

W k B hi d


64/82

Work Behind

chun b ln thm trc v cc vn nhn din mc tiu ra hocbng WW / WB ln trc

Cc bo co thc hin lin quan Kim tra s tip thu v thc hin ca NV

Mc ch:

W k With & W k B hi d


65/82


s khc bit gia work with & workbehind

?Khng nhiu

Ch l khng cng i chung vi NV khi iwork behind

M bi WW & WB


66/82

Mu biu WW & WB

WW - WB

Hng dn chm im

W k ith
http://localhost/var/www/apps/conversion/tmp/Sources/work%20with%20review%20form%20VN%20blank.xlshttp://localhost/var/www/apps/conversion/tmp/Sources/work%20witrh%20review%20scoring%20guide%20vn.xlshttp://localhost/var/www/apps/conversion/tmp/Sources/work%20witrh%20review%20scoring%20guide%20vn.xlshttp://localhost/var/www/apps/conversion/tmp/Sources/work%20witrh%20review%20scoring%20guide%20vn.xlshttp://localhost/var/www/apps/conversion/tmp/Sources/work%20with%20review%20form%20VN%20blank.xls


67/82

Work with

Din tp GSMV & NVBH

( 30 pht )


68/82

a kin phn hi

ki h hi


69/82

a kin phn hi

iu nn lm v khng nn lm

a kin phn hi


70/82

Da trn nhng iu bn thy, hn l nhng gbn tin-l hoc ngh.

Tp trung vo hnh vi, khng tp trung votnh cch

Gi trng thi trung lp, ng xt x

Dng thng bo, khng phi ch bo

a kin phn hi

7 nguyn tc vng

a kin phn hi


71/82

Th hin bng s gip , hn l e da (vchn ng khng gian, thi gian)

Th hin n gin, ng y qu mc

Bn a kin phn hi, bn cng phi trongt th nhn kin phn hi

a kin phn hi

7 nguyn tc vng (tt)

Kh h h ki


72/82

Khuynh hng a kin

Gii hnKhuyn khch


73/82

Hnh vi mua hng ca ngi tiu dng

Mua hng ty hng


74/82

Mua hng ty hng

Mua hng khng k hoch trc

quyt nh mua hng da trn s cun ht ca

trng by sn phmNTD bc vo CH mua 1 SP, thy SP khc vcng c th mua n

Vi nhn t nh hng mua hng


75/82



bao b sn phmsn phm michit khu hoc qu tng c bit

v tr trng by trong CH v trn kmi trng nh hng chungtrang tr, trnh byphc v

S thch v s ham munthi gian lu ti CH v tnh thng xuyn



76/82


Nh rng:

khang 35-75% vic mua hng l khng khoch trc

2/3 cc nhn hiu c chn mua l cquyt nh ngay ti CH.



77/82


SP Dianac bn ch yu qua UY TN V

SC MNH THNG HIU SN PHMSP ca Dianagip to lu lng khch

gip tng doanh s v li nhunv tr trng by SP trong CH v th rt quantrng


Tng quan n SP ca Cng ty

NI DUNG


78/82

NI DUNG

Mc tiu

Vai tr ca vic GS

Nhim v thm ving KH

K nng ng c thc y

K nng lnh oK nng m phn


Qun l thi gian

Qun l & kim sot victhc hin

Marketing

Th nhc nh

Th nhc nh


79/82

Th nhc nh

Warning letter

Tm lc
http://localhost/var/www/apps/conversion/tmp/Sources/thu%20nhac%20nho.dochttp://localhost/var/www/apps/conversion/tmp/Sources/thu%20nhac%20nho.doc


80/82

Tm lc

Mc tiu

Vai tr ca vic GS

Nhim v thm ving KHK nng ng c thc y

Lp k hoch v sp xp u tin cng vic

Qun l v kim sot vic thc hin

Th nhc nh

Cc k nng gim st


81/82

Cc k nng gim st

Phn hi & p


82/82

Cm n

Documents

5074 Ky Nang Giam Satdanh Cho