HC VIN CNG NGH BU CHNH VIN THNGKHOA QUN TR KINH DOANH 1
KHA LUN TT NGHIP I HC ti
Mt s bin php y mnh hot ng bn hng ti Bu in Trung tm 1 Bu in H
NiGio vin hng dn: ThS. L Th Ngc Dip Sinh vin thc hin : Nguyn Yn My
Lp : D2007 QTKD1
Kt cu kha lunChng I Chng II Mt s vn c bn v bn hng v hot ng bn
hng Tnh hnh hot ng bn hng ti Bu in Trung tm 1 Bu in H Ni Mt s bin
php y mnh hot ng bn hng ti Bu in Trung tm 1- Bu in H Ni
Chng III
Chng I Mt s vn c bn v bn hng v hot ng bn hng1.1 Hot ng bn
hng
1.2 Ni dung ca hot ng bn hng
1.3 Cc yu t nh hng n hot ng bn hng ca doanh nghip
Chng II Tnh hnh hot ng bn hng ti Bu in Trung tm 1 Bu in H Ni2.1.
Tng quan v Bu in Trung tm 1 Bu in H Ni
2.2. Thc trng hot ng bn hng ti Bu in Trung tm 1
2.3. nh gi v hat ng bn hng ti Bu in Trung tm 1- Bu in H Ni
Chng II Tnh hnh hot ng bn hng ti Bu in Trung tm 1 Bu in H Ni2.1.
Tng quan v Bu in Trung tm 1 Bu in H NiBu in Trung tm 1 l t chc kinh
t n v thnh vin hch ton ph thuc Bu in H Ni; l b phn cu thnh nn h
thng t chc v hot ng ca Bu in H Ni c thnh lp theo quyt nh s
130/Q-TCL ngy 18/01/2008 ca Tng gim c Tng cng ty Bu chnh. Chc nng
chnh: Kinh doanh cc dch v Bu chnh Vin thng Pht hnh bo ch trn a bn
cc qun: Qun Ba nh, Qun Hai B Trng v Qun Hon Kim. Qun l, vn hnh, lp
t, bo dng, sa cha v khai thc cc thit b, phng tin Bu chnh. Nhim v
chnh: Khai thc cc dch v Bu chnh, Pht hnh bo ch, cc dch v Vin thng,
tin hc tr trc trn a bn Trung tm. Chu trch nhim trc Gim c Bu in H Ni
v kt qu hot ng sn xut kinh doanh, chu trch nhim trc khch hng v lut
php v sn phm v dch v do n v cung cp thc hin
Chng II Tnh hnh hot ng bn hng ti Bu in Trung tm 1 Bu in H NiBan
gim c
Cc phng chc nng
Cc n v SXKD trc thuc
i vn chuyn th phtth bo
T u mi chuyn tin
Cc Bu cc
Chng II Tnh hnh hot ng bn hng ti Bu in Trung tm 1 Bu in H Ni2.1.
Tng quan v Bu in Trung tm 1 Bu in H NiCc sn phm, dch v m Bu in
Trung tm 1 ang cung cpDch v Bu chnh, ti chnh Bu chnh Bu phm Bu kin
Bu chnh y thc Chuyn tin Tit kim bu in Bo him Khai gi V.v. Dch v vin
thng Pht trin thu bao Cung cp cc dch v vin thng cng cng v cc loi th
tr trc Thu cc in thoi Dch v khc
Cp i h chiu Chuyn qu tng Qung co V.v.
Kt qu hot ng sn xut kinh doanh ca BTT1Sn lng (ci) Doanh thu
(nghn ng)
TT
Dch v
Nm 2009
Nm 2010
Tng (gim) %
Nm 2009
Nm 2010
Tng (gim) %
1
Bu phmBu kin trong nc Bu kin quc t Bu chnh y thc EMS trong nc
EMS quc t VExpress Chuyn tin nhanh
391.074
412.468
5
17.907.763 18.010.328
1
2
44.960
59.321
32
1.395.000
1.520.000
9
3 4 5 6 7 8
8.971 2.570 283.380 8.114 229.570 39.450
16.586 7.885 260.813 6.843 488.476 42.243
85 207 (8) (16) 113 7
7.586.730 107.106 1.460.167 719.090 2.546.980 1.749.092
8.190.657 980.974 1.380.186 611.213 5.130.030 2.060.584
8 816 (6) (15) 101 18
Chng II Tnh hnh hot ng bn hng ti Bu in Trung tm 1 Bu in H Ni2.2.
Thc trng hot ng bn hng ti Bu in Trung tm 1
Mc tiu
Nhim v
T chc li sn xut, ch ng xy dng m hnh bn hng ti a ch khch hng chim
lnh th trng v gi vng th phn.
La chn xy dng c i ng nhn vin lnh ngh, lm cho khch hng thy c s
khc bit khi s dng cc dch v m BTT1 cung cp
Chng II Tnh hnh hot ng bn hng ti Bu in Trung tm 1 Bu in H Ni2.2.
Thc trng hot ng bn hng ti Bu in Trung tm 1Mi trng kinh doanhC v tr
kinh doanh thun li nm nhng tuyn ph ln ca thnh ph vi dn c ng c, thu
nhp cao
i th cnh tranh
Gia tng c v s lng v cht lng. S cnh tranh gay gt khng ch vi cc
doanh nghip trong nc m ti y s l c vi cc doanh nghip nc ngoi
Nhu cu s dng dch v trn a bn
Tng i cao c bit l cc dch v Bu chnh nh: dch v chuyn tin, chuyn
pht nhanh v Bu phm, bu kin
Chng II Tnh hnh hot ng bn hng ti Bu in Trung tm 1 Bu in H Ni2.2.
Thc trng hot ng bn hng ti Bu in Trung tm 1T chc b my bn hng ca Bu
in trung tm 1
T chc b my bn hng theo phng php hn hp: sn phm- khu vc- khch hng,
chia khch hng thnh cc nhm, chia a bn bn hng thnh cc khu vc v chia
sn phm thnh cc nhm tng t nhau
Lc lng bn hng ng o p ng c nhu cu ca khch hng v s lng v ang trong
qu trnh o to pht trin c v cht lng
2.2. Thc trng hot ng bn hng ti Bu in Trung tm 1 Cc loi hnh bn
hng BTT1 s dng a dng cc hnh thc bn hng bao gm: bn hng ti cc im Bu
in, thng qua cc i l, bn hng trc tipMng li bu cc v im phc v
Chng II Tnh hnh hot ng bn hng ti Bu in Trung tm 1 Bu in H Ni
STT 1 2 3 4
Loi bu cc Bu cc cp 1 Bu cc cp 2 Bu cc cp 3 i l Bu in
S lng5 7 1 14
Ch tiu bn hng ca BTT1Sn lng (ci) Doanh thu (nghn ng)
TT
Dch v
Nm 2010
Nm 2011
Tng (gim) %
Nm 2010
Nm 2011
Tng (gim) %
1 2 3 4 5
Bu phm Bu kin trong nc Bu kin quc t Bu chnh y thc EMS trong
nc
412.468 59.321 16.586 7.885 260.813
430.620 72.740 24.530 12.810 247.950
4 23 48 62 (5)
18.010.328 18.980.000 1.520.000 1.797.800
5 18 25 78 (11)
8.190.657 10.245.770 980.974 1.380.186 1.746.300 1.226.700
67 8
Quc tVExpress Chuyn tin nhanh
6.843488.476 42.243
5.470813.980 46.580
(20)67 11
611.213
589.370
(4)98 85
5.130.030 10.160.560 2.060.584 3.819.000
Chng II Tnh hnh hot ng bn hng ti Bu in Trung tm 1 Bu in H Ni2.2.
Thc trng hot ng bn hng ti Bu in Trung tm 1
K thut bn hngLao ng th cng chim 1 phn khng nh trong sn xut, vic
khai thc chia chn cc sn phm bu chnh hon ton lm bng tay. u t trang b
cho bu chnh cn hn ch v cha ng b V phng tin vn chuyn ton BTT1 c 29
xe t lm nhim v vn chuyn, giao nhn cc sn phm vi ng th cp 2,3 v 1 xe
qun l. H thng phn mm cha p ng c yu cu dn n vic cp nht thng tin,
theo di v qun l dch v, cng tc bo co vn phi lm th cng
Chng II Tnh hnh hot ng bn hng ti Bu in Trung tm 1 Bu in H Ni2.2.
Thc trng hot ng bn hng ti Bu in Trung tm 1C
Cc hot ng h tr bn hng
Qung co, khuyn mi: Rt ngho nn cha c y mnh v p ng nhu cu tm hiu
ca khch hng. Cng tc chm sc khch hng: c trin khai ti mng li bu cc, i
l trong khu vc ca BTT1, tuy nhin mi ch tp trung vo nhm khch hng ln,
khch hng mang li thu nhp cao, th hin ch yu di cc hnh thc nh: Tng
qu, khuyn mi nhn dp l tt.
Chng II Tnh hnh hot ng bn hng ti Bu in Trung tm 1 Bu in H Ni2.2.
Thc trng hot ng bn hng ti Bu in Trung tm 1Vic t chc hot ng bn hng
cn nhiu thiu st v cha t c kt qu nh mong i. Qu trnh tm kim v tip xc
vi khch hng cn th ng, gy kh chu cho khch hng bi nguyn nhn chnh do
thi cng tc phong lm vic giao dch vin
T chc thc hin hot ng bn hng
Chng II Tnh hnh hot ng bn hng ti Bu in Trung tm 1 Bu in H Ni2.2.
Thc trng hot ng bn hng ti Bu in Trung tm 1 nh gi, kim tra vic thc
hin hot ng bn hng Gim c ca BTT1 thng xuyn t chc kim tra, gim st v
cht lng dch v, theo di chn chnh thc kinh doanh, thi phc v ca i ng
giao dch vin, bu t. Xy dng v ban hnh quy ch phn phi thu nhp, thc
hin giao n gi tin lng cho n v v c nhn ngi lao ng. iu ny khuyn khch
cc n v v ngi lao ng lm vic vi nng sut v cht lng hiu qu cao
hn.Ban
Chng II Tnh hnh hot ng bn hng ti Bu in Trung tm 1 Bu in H NiDuy
tr c th phn v chim lnh th trngMng li bn hng rng khp,khai thc c nhu
cu s dng dch v Bu chnh ca khch hng.
Kt qu t c
Cc loi hnh bn hng a dng p ng c yu cu ca khch hngNm bt c nhu cu
th trng v am hiu su sc cc sn phm, dch v cung cp c khch hng n
nhn.
Vic nh gi, kim tra c t chc thng xuyn, kp thi khc phc, sa cha sai
st.
Chng II Tnh hnh hot ng bn hng ti Bu in Trung tm 1 Bu in H NiCht
lng mng li bn hng cha c m bo. H thng thng tin trn mng li cha hon
thin.
Mt s tn ti
Lc lng bn hng c trnh lao ng cha ng u, cha mang tnh chuyn
nghip
Cc hnh thc qung co qu n gin, cha p ng th hiu ca khch hng. Cng tc
chm sc khch hng c tin hnh ri rc, thiu s ng b v phm v hp
Chng III Mt s bin php y mnh hot ng bn hng ti Bu in Trung tm 1-
Bu in H Ni3.1. nh hng pht trin ca Bu in Trung tm 1Bu in H Ni Hon
thnh vic pht trin mng li v cc dch v ng dng cng ngh hin i trin khai
t ng ha trong khai thc, tin hc ha cc cng on bu chnh Pht trin kinh
doanh v tng t trng doanh thu t cc dch v mi y mnh cng tc bn hng, tip
th v chm sc khch hng. Nng cao thc cnh tranh v cht lng ngun nhn
lc
Chng III Mt s bin php y mnh hot ng bn hng ti Bu in Trung tm 1-
Bu in H NiMt s bin php y mnh hot ng bn hng ca BTT1
Hon thin t chc b my bn hng
Hon thin mng li bn hng
y mnh cng tc chm sc khch hng
Chng III Mt s bin php y mnh hot ng bn hng ti Bu in Trung tm 1-
Bu in H NiHon thin t chc b my bn hng ca Bu in Trung tm 1 T chc cc
lp o to, bi dng nghip v cho CBCNV Nng cao trnh Tng cng n c, t chc
ca lc tra kp lng bn hng kimsa thng xuyn ra thi cha sai st xy
C tc phong, o c kinh doanh Tiu chun ha lc lng bn C tnh cch ph hp
C kin thc v nghip v, hng chuyn mn cao
Chng III Mt s bin php y mnh hot ng bn hng ti Bu in Trung tm 1-
Bu in H Ni Hon thin mng li bn hngCn c vo doanh thu v chi ph ca Bu
cc xc nh ng ca hay tip tc kinh doanh
Xc nh s lng, v tr, loi Bu cc hay i l cn m thm
T chc h thng bn hng di nhiu hnh thc; hon thin c s vt cht ti cc
knh phn phi
Chng III Mt s bin php y mnh hot ng bn hng ti Bu in Trung tm 1-
Bu in H Ni y mnh cng tc chm sc khch hngXy dng cc ch linh hot v hp c
dn gi khch hng Thit lp b phn chm sc khch hng ti cc n v
Chuyn mn ha i ng bn hng trc tip
Thu chuyn gia thit k v t vn cc chng trnh qung co, khuyn mi
T chc tt cng tc thng tin tuyn truyn qung b dch v, t vn h tr khch
hng
HC VIN CNG NGH BU CHNH VIN THNGKHOA QUN TR KINH DOANH 1
EM XIN CHN THNH CM N!Nguyn Yn My D2007QTKD1
