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Luận văn thạc sĩ UEH ineffective sales management of jupiter logistics vietnam joint stock company
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UNIVERSITY OF ECONOMIC HO CHI MINH CITY
International School of Business
-------------------------------
Le Thi Hong Huy
INEFFECTIVE SALES MANAGEMENT
OF JUPITER LOGISTICS VIETNAM
JOINT STOCK COMPANY
MASTER OF BUSINESS ADMINISTRATION
Ho Chi Minh City - 2018
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UNIVERSITY OF ECONOMIC HO CHI MINH CITY
International School of Business
-------------------------------
Le Thi Hong Huy
INEFFECTIVE SALES MANAGEMENT
OF JUPITER LOGISTICS VIETNAM
JOINT STOCK COMPANY
MASTER OF BUSINESS ADMINISTRATION
SUPERVISOR: Dr. Pham Phu Quoc
Ho Chi Minh City - 2018
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SUPERVISOR’S REPORT ON THE THESIS PROPOSAL SUBMITTED
FOR DEGREE OF MASTER of BUSINESS ADMINISTRATION
The thesis proposal title: INEFFECTIVE SALES MANAGEMENT OF JUPITER
LOGISTICS VIETNAM JOINT STOCK COMPANY
Student Name: Le Thi Hong Huy
Supervisor: Dr. Pham Phu Quoc
1. General comments:
• Remarks on the student’s attitude:
……………………………………………………………………………
……………………………………………………………………………
• Remarks on the assignment’s academic quality:
……………………………………………………………………………
……………………………………………………………………………
2. Overall assessment:
Meet requirement for submitting
Not meet requirement for submitting
3. Other remarks:
− Did the student follow the report schedule?
Yes No Other………………………….
− The Turnitin plagiarism percentage:
Supervisor’s signature
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CONTENTS
EXECUTIVE SUMMARY .......................................................................................................... 5
1. Background information................................................................................................... 6
2. Symptoms of the problem ................................................................................................. 8
3. Situation Analysis............................................................................................................. 11
3.1. Problem identification.............................................................................................. 11
3.2. Problem Justification ............................................................................................... 18
3.3. Causes Validation ..................................................................................................... 22
4. Proposed solution and plan............................................................................................. 30
4.1. The 1st Aspect – Sales team..................................................................................... 31
4.2. The 2nd Aspect – Sales support............................................................................... 34
4.3. The 3rd Aspect – Sales manager ............................................................................. 36
4.4. The 4th Aspect – Sales Management ...................................................................... 38
5. Conclusions....................................................................................................................... 45
REFERENCES............................................................................................................................ 46
APPENDIX.................................................................................................................................. 47
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5
EXECUTIVE SUMMARY
This thesis is conducted from understanding and approaching the real company Jupiter
Logistics Vietnam in order to discover the reasons behind the significant decline in sales
in the last three years since 2014. At the same time solutions will be proposed to solve the
problem of sales of this business.
The net sales of the head office in Ho Chi Minh City was down sharply from 7.56% and
10.29%, respectively, while the remaining two branches Ha Noi and Hai Duong still had
a very good growth especially in 2016.
Further investigations reveal that the decrease in sales of forwarding services was the
main reason for the problem in the net sales of Head Office. In addition, with the loss of a
longtime client and not having any new clients in the last three years, it has been
somewhat telling the story behind the company.
Based on Problem Solving in Organization, the content of this thesis goes into the
underlying cause. This thesis is based on the information collected through:
- intake process: in-depth interview with CFO - Mrs. Le Thi Ha
- Financial statement of the stage 2014-2016
- in-depth interview with Sales and Marketing manager - Mr. Yoichi Murata
- in-depth interview with Chairman - Mr. Yutaka Kawasaki
- online research with company’s customers
After the investigation and analysis, Ineffective sales management was identified as a
central problem and the five causes were: Problem in company structure, Lack of sales
force, Poor sales leadership, Conflict of interest and Limited sales strategy.
After carefully reviewing and considering the elements as well as referencing the
research and practical examples, the solution for the company is based on four aspects:
sales team, sales support, sales manager and sales management. With each aspect,
action plans are launched with the expected time and cost and should be implemented
individually to minimize costs as well as to facilitate timely intervention when results are
not satisfactory.
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