Bài tập lớn some solutions to improve the selling management in mm mega market ha dong

TABLE OF CONTENT

INTRODUCTION................................................................................................1

1. Reasons to choose the topic.............................................................................1

2. Objectives to implement this thesis................................................................1

3. Subject, scope of research...............................................................................1

4. Research Methodology....................................................................................2

5. Structure of thesis............................................................................................2

CHAPTER I : THEORETICAL BASIS ABOUT SELLING ACTIVITIES 3

I. The role of sales activities................................................................................3

1. Sales definition..................................................................................................3

2. The function of the seller.................................................................................3

II. The main works of the sellers:.......................................................................4

III. Classification of sellers..................................................................................5

IV. Types of sales..................................................................................................7

1. Wholesale..........................................................................................................7

2. Retail. ..............................................................................................................7

2.1. Retail in store.................................................................................................7

2.2. Retail not through the store.........................................................................7

V. Selling process..................................................................................................8

1.Flowchart of sales process................................................................................8

2.The selling process............................................................................................9

2.1. Survey, evaluate, establish relationships with customers..........................9

2.2. Create trust and affection with customers :...............................................9

2.3. Detect customer needs :................................................................................9

2.4. Presenting product features, overcoming objectionable ideas..................9

2.5. Closing a sale:................................................................................................9

2.6. Serving customer:.......................................................................................10

VI. Selling management.....................................................................................10

1. The concept and role of selling management...............................................10

1.1. Definition......................................................................................................10

1.2. Roles.............................................................................................................10

2. Content of selling management.....................................................................10

2.1. Organizing sales force.................................................................................10

2.1.1. Set goals of sales force:.............................................................................11

2.1.2. Design of sales force structure:................................................................11

2.1.3. Determine the size of sales force:............................................................14

2.2. Remuneration policy of the company........................................................15

2.2.1 Financial offsets: include direct salaries, indirect wages, commissions

and bonuses.........................................................................................................15

2.2.2. Non-financial compensation....................................................................16

2.3. Recruitment and training...........................................................................16

2.3.1. Recruitment:.............................................................................................16

2.3.2. Selection:....................................................................................................19

2.3.3. Training:....................................................................................................19

2.4. Control and evaluation...............................................................................19

2.4.1. Supervise activities of sales force:...........................................................19

2.4.2. Assessing the operation results of the sales force:.................................20

I. About MM MEGA MARKET company......................................................21

1. The process of formation and development.................................................21

1.1. Brief introduction about the company......................................................21

1.2 Information about MM MEGA MARKET HA DONG...........................24

2.Function, mission of MM MEGA MARKET HA DONG...........................25

2.1. Function.......................................................................................................26

2.2. Mission.........................................................................................................26

3.2. Positions, Quantity, Levels.........................................................................31

II. BUSINESS PERFORMANCE OF THE COMPANY...............................31

1.Business plan implementation situation........................................................31

2. Product and customers..................................................................................32

2.1. Products Situation.......................................................................................32

2.2.Market and customers.................................................................................33

III. Current situation of sales activities of SF Department in MM MEGA

MARKET HA DONG........................................................................................33

1. Sales network of the company.......................................................................34

1.1. Sales model of the company.......................................................................34

1.2. Saleforce Department Structure................................................................34

2. Policies supporting sales representatives.....................................................35

2.1 . Price policy..................................................................................................35

2.2. Policy to encourage customers...................................................................36

3. Policies for salespeople ..................................................................................36

3.1. Recruitment activities.................................................................................36

3.2 . Recruitment source....................................................................................36

3.3. Incentive policies.........................................................................................38

4. Business results of Salesforce Department..................................................39

4.1. The result of business..................................................................................39

4.2. Evaluation....................................................................................................39

5. The results and limitations of the company in Ha Noi...............................40

5.1. Results..........................................................................................................40

5.2. Limitations...................................................................................................40

CHAPTER III : SOLUTIONS TO IMPROVE THE SELLING

ACTIVITIES OF SALE FORCE DEPARTMENT........................................41

I. Basis for recommendation.............................................................................41

1. General objectives..........................................................................................41

2. Target and tasks of saleforce.........................................................................41

II. Solutions to improve selling performance..................................................42

1. Improving the qualification of sales staff.....................................................42

2. Improving the sales organization structure.................................................42

3. Enhancing the regime of upper praise and encouragement to sales staff.43

3.1. Incentive and encouragement policies for employees..............................43

3.2. Bonus mode..................................................................................................43

4. Recruiting personnel from training schools to gain high professional

qualifications.......................................................................................................44

5. Organize activities to supervise salespeople................................................44

CONCLUSION...................................................................................................45

REFERENCES...................................................................................................46

ABBREVIATION

DS Department Supervisor

ADS Assistant Department Supervisor

F&V Fruit & Vegetables

FM Floor Manager

BAT Beer and Te

NFIF Non-food In-food

CSM Customer Service Manager

SF Saleforce

HR Human Resource

HRC Hotel-Restaurant-Canteen

SCO Small

MMVN MM Mega Market Viet Nam