{"id":13462,"date":"2025-06-02T11:45:28","date_gmt":"2025-06-02T04:45:28","guid":{"rendered":"https:\/\/www.ckconitsha.com\/vn\/?p=13462"},"modified":"2025-07-02T13:10:04","modified_gmt":"2025-07-02T06:10:04","slug":"quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri","status":"publish","type":"post","link":"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/","title":{"rendered":"Qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng l\u00e0 g\u00ec? T\u1ed5ng quan v\u1ec1 c\u00f4ng t\u00e1c qu\u1ea3n tr\u1ecb"},"content":{"rendered":"<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Quan_tri_ban_hang_la_gi\" >Qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng l\u00e0 g\u00ec?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Muc_tieu_cua_quan_tri_ban_hang\" >M\u1ee5c ti\u00eau c\u1ee7a qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Muc_tieu_ve_doanh_so_loi_nhuan\" >M\u1ee5c ti\u00eau v\u1ec1 doanh s\u1ed1, l\u1ee3i nhu\u1eadn<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Muc_tieu_ve_nhan_su\" >M\u1ee5c ti\u00eau v\u1ec1 nh\u00e2n s\u1ef1<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Tam_quan_trong_cua_quan_tri_ban_hang\" >T\u1ea7m quan tr\u1ecdng c\u1ee7a qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Nhan_to_anh_huong_den_quan_tri_ban_hang\" >Nh\u00e2n t\u1ed1 \u1ea3nh h\u01b0\u1edfng \u0111\u1ebfn qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Yeu_to_khach_quan\" >Y\u1ebfu t\u1ed1 kh\u00e1ch quan<\/a><ul class='ez-toc-list-level-4' ><li class='ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Moi_truong_vi_mo\" >M\u00f4i tr\u01b0\u1eddng v\u0129 m\u00f4<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Moi_truong_vi_mo-2\" >M\u00f4i tr\u01b0\u1eddng vi m\u00f4<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Yeu_to_chu_quan\" >Y\u1ebfu t\u1ed1 ch\u1ee7 quan<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-11\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Quy_trinh_quan_tri_ban_hang\" >Quy tr\u00ecnh qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-12\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Xac_dinh_muc_tieu\" >X\u00e1c \u0111\u1ecbnh m\u1ee5c ti\u00eau<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-13\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Hoach_dinh_chien_luoc\" >Ho\u1ea1ch \u0111\u1ecbnh chi\u1ebfn l\u01b0\u1ee3c<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-14\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#To_chuc_kiem_soat_luc_luong_ban_hang\" >T\u1ed5 ch\u1ee9c, ki\u1ec3m so\u00e1t l\u1ef1c l\u01b0\u1ee3ng b\u00e1n h\u00e0ng<\/a><ul class='ez-toc-list-level-4' ><li class='ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-15\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Theo_khu_vuc_dia_ly\" >Theo khu v\u1ef1c \u0111\u1ecba l\u00fd<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-16\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Theo_san_pham\" >Theo s\u1ea3n ph\u1ea9m<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-17\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Theo_khach_hang\" >Theo kh\u00e1ch h\u00e0ng<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-18\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Theo_co_cau_hon_hop\" >Theo c\u01a1 c\u1ea5u h\u1ed7n h\u1ee3p<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-19\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Trien_khai_ke_hoach_ban_hang\" >Tri\u1ec3n khai k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng<\/a><ul class='ez-toc-list-level-4' ><li class='ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-20\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Phan_bo_chi_tieu_ban_hang\" >Ph\u00e2n b\u1ed5 ch\u1ec9 ti\u00eau b\u00e1n h\u00e0ng<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-21\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Trien_khai_ke_hoach_ban_hang-2\" >Tri\u1ec3n khai k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-22\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Do_luong_danh_gia_hieu_qua\" >\u0110o l\u01b0\u1eddng, \u0111\u00e1nh gi\u00e1 hi\u1ec7u qu\u1ea3<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-23\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Cham_soc_khach_hang\" >Ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-24\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Case_dien_hinh_ve_quan_tri_ban_hang\" >Case \u0111i\u1ec3n h\u00ecnh v\u1ec1 qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-25\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Quan_tri_ban_hang_cua_Vinamilk\" >Qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng c\u1ee7a Vinamilk<\/a><ul class='ez-toc-list-level-4' ><li class='ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-26\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Xay_dung_he_thong_phan_phoi_rong_khap\" >X\u00e2y d\u1ef1ng h\u1ec7 th\u1ed1ng ph\u00e2n ph\u1ed1i r\u1ed9ng kh\u1eafp<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-27\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Tang_cuong_hoat_dong_Marketing_va_truyen_thong\" >T\u0103ng c\u01b0\u1eddng ho\u1ea1t \u0111\u1ed9ng Marketing v\u00e0 truy\u1ec1n th\u00f4ng<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-28\" href=\"https:\/\/www.ckconitsha.com\/vn\/quan-tri-ban-hang-la-gi-tong-quan-ve-cong-tac-quan-tri\/#Quan_tri_ban_hang_cua_Apple\" >Qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng c\u1ee7a Apple<\/a><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n<p style=\"text-align: justify\">Qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng \u0111\u01b0\u1ee3c xem l\u00e0 m\u1ed9t quy tr\u00ecnh kinh doanh c\u1ed1t l\u00f5i trong h\u1ea7u h\u1ebft c\u00e1c t\u1ed5 ch\u1ee9c. \u0110\u00e2y l\u00e0 \u0111i\u1ec1u c\u1ea7n thi\u1ebft \u0111\u1ed1i v\u1edbi b\u1ea5t k\u1ef3 c\u00f4ng ty n\u00e0o mu\u1ed1n t\u0103ng doanh thu v\u00e0 t\u0103ng l\u01b0\u1ee3ng kh\u00e1ch h\u00e0ng. Quy tr\u00ecnh n\u00e0y li\u00ean quan \u0111\u1ebfn vi\u1ec7c x\u00e2y d\u1ef1ng chi\u1ebfn l\u01b0\u1ee3c, \u0111\u1eb7t m\u1ee5c ti\u00eau v\u00e0 cung c\u1ea5p h\u01b0\u1edbng d\u1eabn cho c\u00e1c th\u00e0nh vi\u00ean trong nh\u00f3m b\u00e1n h\u00e0ng, gi\u00fap \u0111\u1ea1t \u0111\u01b0\u1ee3c c\u00e1c m\u1ee5c ti\u00eau.<\/p>\n<h2 id=\"quan-tri-ban-hang-la-gi\" style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Quan_tri_ban_hang_la_gi\"><\/span>Qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng l\u00e0 g\u00ec?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p style=\"text-align: justify\">Qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng l\u00e0 qu\u00e1 tr\u00ecnh ho\u1ea1ch \u0111\u1ecbnh, t\u1ed5 ch\u1ee9c, l\u00e3nh \u0111\u1ea1o v\u00e0 ki\u1ec3m so\u00e1t c\u00e1c ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng nh\u1eb1m \u0111\u1ea1t \u0111\u01b0\u1ee3c m\u1ee5c ti\u00eau c\u1ee7a doanh nghi\u1ec7p. Qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng bao g\u1ed3m c\u00e1c ho\u1ea1t \u0111\u1ed9ng ch\u00ednh sau:<\/p>\n<ul>\n<li>\n<p style=\"text-align: justify\">Ho\u1ea1ch \u0111\u1ecbnh b\u00e1n h\u00e0ng: X\u00e1c \u0111\u1ecbnh m\u1ee5c ti\u00eau, x\u00e2y d\u1ef1ng k\u1ebf ho\u1ea1ch v\u00e0 ph\u00e2n b\u1ed5 ngu\u1ed3n l\u1ef1c b\u00e1n h\u00e0ng.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">T\u1ed5 ch\u1ee9c b\u00e1n h\u00e0ng: X\u00e2y d\u1ef1ng c\u1ea5u tr\u00fac t\u1ed5 ch\u1ee9c b\u00e1n h\u00e0ng, tuy\u1ec3n d\u1ee5ng v\u00e0 \u0111\u00e0o t\u1ea1o nh\u00e2n vi\u00ean, thi\u1ebft l\u1eadp quy tr\u00ecnh b\u00e1n h\u00e0ng.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">L\u00e3nh \u0111\u1ea1o b\u00e1n h\u00e0ng: Truy\u1ec1n \u0111\u1ed9ng \u0111\u1ed9ng l\u1ef1c, t\u1ea1o v\u0103n h\u00f3a b\u00e1n h\u00e0ng, x\u00e2y d\u1ef1ng \u0111\u1ed9i ng\u0169 b\u00e1n h\u00e0ng hi\u1ec7u qu\u1ea3.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Ki\u1ec3m so\u00e1t b\u00e1n h\u00e0ng: Theo d\u00f5i, \u0111\u00e1nh gi\u00e1 k\u1ebft qu\u1ea3 b\u00e1n h\u00e0ng, \u0111\u01b0a ra c\u00e1c \u0111i\u1ec1u ch\u1ec9nh c\u1ea7n thi\u1ebft.<\/p>\n<\/li>\n<\/ul>\n<p style=\"text-align: justify\">Qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng l\u00e0 quy tr\u00ecnh kinh doanh c\u1ed1t l\u00f5i trong h\u1ea7u h\u1ebft c\u00e1c t\u1ed5 ch\u1ee9c. Ho\u1ea1t \u0111\u1ed9ng n\u00e0y \u0111\u00f2i h\u1ecfi s\u1ef1 hi\u1ec3u bi\u1ebft th\u1ea5u \u0111\u00e1o v\u1ec1 quy tr\u00ecnh, c\u00e1ch \u1ee9ng d\u1ee5ng c\u00e1c k\u1ef9 thu\u1eadt kh\u00e1c nhau nh\u1eb1m th\u00fac \u0111\u1ea9y doanh s\u1ed1.<\/p>\n<p style=\"text-align: center\"><img decoding=\"async\" alt=\"Ch\u00e2n dung CCO\" src=\"https:\/\/www.pace.edu.vn\/uploads\/news\/2023\/09\/CCO-giam-doc-kinh-doanh.jpg\" style=\"width: 800px;height: 800px\"><\/p>\n<p style=\"text-align: justify\">Hi\u1ec7n nay, \u00e1p l\u1ef1c doanh s\u1ed1, s\u1ef1 c\u1ea1nh tranh kh\u1ed1c li\u1ec7t v\u00e0 xu h\u01b0\u1edbng th\u1ecb tr\u01b0\u1eddng thay \u0111\u1ed5i ch\u00f3ng m\u1eb7t khi\u1ebfn nhi\u1ec1u Gi\u00e1m \u0111\u1ed1c kinh doanh &#8211; CCO r\u01a1i v\u00e0o tr\u1ea1ng th\u00e1i b\u1ecb \u0111\u1ed9ng v\u00e0 qu\u00e1 t\u1ea3i trong qu\u1ea3n l\u00fd. N\u1ebfu kh\u00f4ng li\u00ean t\u1ee5c n\u00e2ng c\u1ea5p b\u1ea3n th\u00e2n, CCO s\u1ebd d\u1ec5 d\u00e0ng m\u1ea5t \u0111i l\u1ee3i th\u1ebf c\u1ea1nh tranh, kh\u00f4ng ch\u1ec9 v\u1edbi \u0111\u1ed1i th\u1ee7 m\u00e0 c\u00f2n ngay trong ch\u00ednh doanh nghi\u1ec7p c\u1ee7a m\u00ecnh.<\/p>\n<p>M\u1ed9t CCO to\u00e0n n\u0103ng kh\u00f4ng ch\u1ec9 \u0111\u00f3ng vai tr\u00f2 \u0111\u1ea3m b\u1ea3o m\u1ee5c ti\u00eau doanh s\u1ed1, m\u00e0 c\u00f2n ph\u1ea3i bi\u1ebft c\u00e1ch th\u00fac \u0111\u1ea9y t\u0103ng tr\u01b0\u1edfng, \u1ee9ng bi\u1ebfn nhanh nh\u1ea1y v\u1edbi nh\u1eefng xu h\u01b0\u1edbng, l\u00e0m ch\u1ee7 ki\u1ebfn th\u1ee9c qu\u1ea3n tr\u1ecb v\u00e0 s\u1eb5n s\u00e0ng \u0111\u1ed5i m\u1edbi \u0111\u1ec3 kh\u00f4ng b\u1ecb t\u1ee5t l\u1ea1i ph\u00eda sau.<\/p>\n<p>V\u1edbi b\u1ec1 d\u00e0y g\u1ea7n 25 n\u0103m tri\u1ec3n khai, ch\u01b0\u01a1ng tr\u00ecnh \u0111\u00e0o t\u1ea1o &#8220;CCO &#8211; Gi\u00e1m \u0111\u1ed1c kinh doanh&#8221; t\u1ea1i PACE s\u1ebd trang b\u1ecb cho c\u00e1c CCO:<\/p>\n<ul>\n<li style=\"text-align: justify\">T\u01b0 duy v\u00e0 ki\u1ebfn th\u1ee9c c\u1ed1t l\u00f5i m\u00e0 m\u1ed9t CCO c\u1ea7n c\u00f3;<\/li>\n<li style=\"text-align: justify\">Xu h\u01b0\u1edbng m\u1edbi trong ng\u00e0nh qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng c\u1ee7a th\u1ebf gi\u1edbi: bao g\u1ed3m &#8220;qu\u1ea3n tr\u1ecb vi\u1ec7c b\u00e1n h\u00e0ng&#8221;, &#8220;qu\u1ea3n tr\u1ecb \u0111\u1ed9i ng\u0169 nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng&#8221; v\u00e0 c\u1ea3 &#8220;qu\u1ea3n tr\u1ecb kh\u00e1ch h\u00e0ng&#8221; c\u1ee7a doanh nghi\u1ec7p m\u00ecnh;<\/li>\n<li style=\"text-align: justify\">C\u1eadp nh\u1eadt c\u00e1c m\u00f4 h\u00ecnh kinh doanh m\u1edbi, c\u00e1c gi\u1ea3i ph\u00e1p v\u00e0 c\u00e1ch \u00e1p d\u1ee5ng th\u1ef1c ti\u1ec5n cho nh\u1eefng th\u00e1ch th\u1ee9c hi\u1ec7n t\u1ea1i c\u1ee7a doanh nghi\u1ec7p;<\/li>\n<li style=\"text-align: justify\">N\u00e2ng cao n\u0103ng l\u1ef1c l\u00e3nh \u0111\u1ea1o v\u00e0 qu\u1ea3n l\u00fd \u0111\u1ed9i ng\u0169 ti\u1ebfp th\u1ecb &amp; b\u00e1n h\u00e0ng m\u1ed9t c\u00e1ch hi\u1ec7u qu\u1ea3, nh\u1eb1m \u0111\u1ea1t \u0111\u01b0\u1ee3c m\u1ee5c ti\u00eau chi\u1ebfn l\u01b0\u1ee3c kinh doanh c\u1ee7a B\u1ed9 ph\u1eadn Kinh doanh v\u00e0 c\u1ee7a to\u00e0n doanh nghi\u1ec7p.<\/li>\n<\/ul>\n<p style=\"text-align: justify\">H\u00e3y trang b\u1ecb cho m\u00ecnh h\u1ec7 th\u1ed1ng ki\u1ebfn th\u1ee9c chuy\u00ean s\u00e2u, k\u1ef9 n\u0103ng qu\u1ea3n l\u00fd hi\u1ec7n \u0111\u1ea1i v\u00e0 t\u01b0 duy chi\u1ebfn l\u01b0\u1ee3c \u0111\u1ec3 l\u00e0m ch\u1ee7 cu\u1ed9c ch\u01a1i trong m\u1ed9t m\u00f4i tr\u01b0\u1eddng c\u1ea1nh tranh kh\u1ed1c li\u1ec7t!\u00a0<\/p>\n<p style=\"text-align: justify\">&gt;&gt; Tham gia ngay\u00a0ch\u01b0\u01a1ng tr\u00ecnh \u0111\u00e0o t\u1ea1o &#8220;CCO &#8211; Gi\u00e1m \u0111\u1ed1c kinh doanh&#8221;<\/p>\n<h2 id=\"muc-tieu-cua-quan-tri-ban-hang\" style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Muc_tieu_cua_quan_tri_ban_hang\"><\/span>M\u1ee5c ti\u00eau c\u1ee7a qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p style=\"text-align: justify\">Qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng c\u00f3 vai tr\u00f2 quan tr\u1ecdng trong vi\u1ec7c gi\u00fap doanh nghi\u1ec7p ti\u1ebfp c\u1eadn th\u1ecb tr\u01b0\u1eddng, thuy\u1ebft ph\u1ee5c kh\u00e1ch h\u00e0ng mua, tin d\u00f9ng v\u00e0 trung th\u00e0nh v\u1edbi th\u01b0\u01a1ng hi\u1ec7u. M\u1ee5c ti\u00eau c\u1ee7a qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng \u1edf m\u1ed7i giai \u0111o\u1ea1n, l\u0129nh v\u1ef1c, ng\u00e0nh h\u00e0ng l\u00e0 kh\u00e1c nhau, song ho\u1ea1t \u0111\u1ed9ng n\u00e0y th\u01b0\u1eddng nh\u1eafm \u0111\u1ebfn 2 m\u1ee5c ti\u00eau:<\/p>\n<h3 id=\"muc-tieu-ve-doanh-so-loi-nhuan\" style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Muc_tieu_ve_doanh_so_loi_nhuan\"><\/span>M\u1ee5c ti\u00eau v\u1ec1 doanh s\u1ed1, l\u1ee3i nhu\u1eadn<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p style=\"text-align: justify\">M\u1ee5c ti\u00eau c\u1ed1t l\u00f5i c\u1ee7a qu\u00e1 tr\u00ecnh qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng l\u00e0 nh\u1eafm \u0111\u1ebfn doanh s\u1ed1, l\u1ee3i nhu\u1eadn, \u0111\u01b0\u1ee3c th\u1ec3 hi\u1ec7n b\u1eb1ng gi\u00e1 tr\u1ecb, th\u1ecb ph\u1ea7n,&#8230; \u0110\u00e2y l\u00e0 th\u01b0\u1edbc \u0111o \u0111\u00e1nh gi\u00e1 hi\u1ec7u qu\u1ea3, n\u0103ng l\u1ef1c trong c\u00f4ng t\u00e1c qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng c\u1ee7a doanh nghi\u1ec7p. N\u1ebfu doanh nghi\u1ec7p kh\u00f4ng \u0111\u1ea1t \u0111\u01b0\u1ee3c m\u1ee5c ti\u00eau l\u1ee3i nhu\u1eadn, c\u00f3 th\u1ec3 g\u1eb7p kh\u00f3 kh\u0103n trong vi\u1ec7c duy tr\u00ec ho\u1ea1t \u0111\u1ed9ng kinh doanh v\u00e0 \u0111\u00e1p \u1ee9ng c\u00e1c nhu c\u1ea7u c\u1ee7a kh\u00e1ch h\u00e0ng, c\u1ed5 \u0111\u00f4ng.<\/p>\n<p style=\"text-align: justify\">Mu\u1ed1n v\u1eady, c\u00e1c nh\u00e0 qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng c\u1ea7n:<\/p>\n<ul>\n<li style=\"text-align: justify\">L\u00e0m r\u00f5 \u0111\u1ecbnh h\u01b0\u1edbng v\u00e0 m\u1ee5c ti\u00eau c\u1ee7a doanh nghi\u1ec7p<\/li>\n<li style=\"text-align: justify\">T\u1ea1o \u0111\u1ed9ng l\u1ef1c cho nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng<\/li>\n<li style=\"text-align: justify\">\u0110\u00e1nh gi\u00e1 hi\u1ec7u qu\u1ea3 ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng<\/li>\n<\/ul>\n<h3 id=\"muc-tieu-ve-nhan-su\" style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Muc_tieu_ve_nhan_su\"><\/span>M\u1ee5c ti\u00eau v\u1ec1 nh\u00e2n s\u1ef1<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p style=\"text-align: justify\">M\u1ee5c ti\u00eau c\u1ee7a qu\u00e1 tr\u00ecnh tuy\u1ec3n ch\u1ecdn nh\u00e2n s\u1ef1 l\u00e0 x\u00e2y d\u1ef1ng m\u1ed9t \u0111\u1ed9i ng\u0169 b\u00e1n h\u00e0ng chuy\u00ean nghi\u1ec7p, n\u0103ng \u0111\u1ed9ng v\u00e0 c\u00f3 kh\u1ea3 n\u0103ng s\u00e1ng t\u1ea1o trong b\u00e1n h\u00e0ng. \u0110\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c m\u1ee5c ti\u00eau n\u00e0y, nh\u00e0 qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng c\u1ea7n tuy\u1ec3n d\u1ee5ng v\u00e0 \u0111\u00e0o t\u1ea1o m\u1ed9t \u0111\u1ed9i ng\u0169 b\u00e1n h\u00e0ng hi\u1ec7u qu\u1ea3. B\u00ean c\u1ea1nh \u0111\u00f3, vi\u1ec7c x\u00e2y d\u1ef1ng m\u1ed1i quan h\u1ec7 b\u1ec1n v\u1eefng v\u1edbi nh\u00e2n vi\u00ean v\u00e0 \u00e1p d\u1ee5ng ch\u00ednh s\u00e1ch khen th\u01b0\u1edfng h\u1ee3p l\u00fd c\u0169ng l\u00e0 nhi\u1ec7m v\u1ee5 quan tr\u1ecdng c\u1ee7a nh\u00e0 qu\u1ea3n tr\u1ecb. S\u1ef1 ph\u1ed1i h\u1ee3p nh\u1ecbp nh\u00e0ng v\u00e0 tinh th\u1ea7n l\u00e0m vi\u1ec7c t\u1eadp th\u1ec3 v\u1edbi n\u0103ng su\u1ea5t cao s\u1ebd \u0111\u00f3ng g\u00f3p v\u00e0o th\u00e0nh c\u00f4ng c\u1ee7a b\u1ed9 ph\u1eadn b\u00e1n h\u00e0ng.<\/p>\n<p style=\"text-align: center\"><img decoding=\"async\" alt=\"M\u1ee5c ti\u00eau c\u1ee7a qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng\" src=\"https:\/\/www.pace.edu.vn\/uploads\/news\/2023\/09\/2-muc-tieu-cua-quan-tri-ban-hang.jpg\" style=\"width: 1000px;height: 525px\"><\/p>\n<h2 id=\"tam-quan-trong-cua-quan-tri-ban-hang\" style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Tam_quan_trong_cua_quan_tri_ban_hang\"><\/span>T\u1ea7m quan tr\u1ecdng c\u1ee7a qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p style=\"text-align: justify\">Qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng \u0111\u00f3ng vai tr\u00f2 quan tr\u1ecdng trong vi\u1ec7c th\u1ef1c hi\u1ec7n c\u00e1c m\u1ee5c ti\u00eau kinh doanh chung v\u00e0 ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng c\u1ee5 th\u1ec3. B\u1eb1ng c\u00e1ch t\u1eadp trung v\u00e0o vi\u1ec7c \u0111\u1ea9y m\u1ea1nh ti\u00eau th\u1ee5 v\u00e0 thu h\u00fat kh\u00e1ch h\u00e0ng, qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng gi\u00fap doanh nghi\u1ec7p chi\u1ebfm l\u0129nh th\u1ecb tr\u01b0\u1eddng v\u00e0 n\u00e2ng cao v\u1ecb th\u1ebf c\u1ea1nh tranh c\u0169ng nh\u01b0 uy t\u00edn c\u1ee7a th\u01b0\u01a1ng hi\u1ec7u. \u0110\u1ed3ng th\u1eddi, t\u1ea1o \u0111i\u1ec1u ki\u1ec7n \u0111\u1ec3 ph\u1ed1i h\u1ee3p ch\u1eb7t ch\u1ebd gi\u1eefa c\u00e1c ho\u1ea1t \u0111\u1ed9ng qu\u1ea3n tr\u1ecb kh\u00e1c nh\u01b0 qu\u1ea3n tr\u1ecb mua, b\u00e1n v\u00e0 d\u1ef1 tr\u1eef h\u00e0ng h\u00f3a. T\u1ea7m quan tr\u1ecdng c\u1ee7a qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng ph\u1ea3i k\u1ec3 \u0111\u1ebfn nh\u01b0:<\/p>\n<ul>\n<li>\n<p style=\"text-align: justify\">Th\u00fac \u0111\u1ea9y doanh s\u1ed1 b\u00e1n h\u00e0ng: Qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng gi\u00fap doanh nghi\u1ec7p x\u00e1c \u0111\u1ecbnh m\u1ee5c ti\u00eau b\u00e1n h\u00e0ng, ph\u00e2n b\u1ed5 ngu\u1ed3n l\u1ef1c h\u1ee3p l\u00fd, x\u00e2y d\u1ef1ng chi\u1ebfn l\u01b0\u1ee3c b\u00e1n h\u00e0ng hi\u1ec7u qu\u1ea3,&#8230; T\u1eeb \u0111\u00f3, gi\u00fap doanh s\u1ed1 b\u00e1n h\u00e0ng c\u1ee7a doanh nghi\u1ec7p \u0111\u01b0\u1ee3c th\u00fac \u0111\u1ea9y v\u00e0 gia t\u0103ng.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">T\u0103ng c\u01b0\u1eddng l\u00f2ng trung th\u00e0nh c\u1ee7a kh\u00e1ch h\u00e0ng: Qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng gi\u00fap doanh nghi\u1ec7p hi\u1ec3u r\u00f5 nhu c\u1ea7u kh\u00e1ch h\u00e0ng, x\u00e2y d\u1ef1ng m\u1ed1i quan h\u1ec7 t\u1ed1t v\u1edbi kh\u00e1ch h\u00e0ng,&#8230; T\u1eeb \u0111\u00f3, th\u00fac \u0111\u1ea9y l\u00f2ng trung th\u00e0nh c\u1ee7a kh\u00e1ch h\u00e0ng, doanh nghi\u1ec7p s\u1ebd c\u00f3 \u0111\u01b0\u1ee3c ngu\u1ed3n kh\u00e1ch h\u00e0ng \u1ed5n \u0111\u1ecbnh.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">T\u1ea1o d\u1ef1ng th\u01b0\u01a1ng hi\u1ec7u cho doanh nghi\u1ec7p: Gi\u00fap doanh nghi\u1ec7p x\u00e2y d\u1ef1ng h\u00ecnh \u1ea3nh chuy\u00ean nghi\u1ec7p, uy t\u00edn trong m\u1eaft kh\u00e1ch h\u00e0ng.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">N\u00e2ng cao hi\u1ec7u qu\u1ea3 ho\u1ea1t \u0111\u1ed9ng c\u1ee7a doanh nghi\u1ec7p: Qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng gi\u00fap doanh nghi\u1ec7p t\u1ed1i \u01b0u h\u00f3a c\u00e1c ngu\u1ed3n l\u1ef1c, gi\u1ea3m thi\u1ec3u chi ph\u00ed,&#8230;<\/p>\n<\/li>\n<\/ul>\n<p style=\"text-align: justify\">\u0110\u1ec3 qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng hi\u1ec7u qu\u1ea3, doanh nghi\u1ec7p c\u1ea7n x\u00e2y d\u1ef1ng m\u1ed9t h\u1ec7 th\u1ed1ng qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng b\u00e0i b\u1ea3n, bao g\u1ed3m c\u00e1c quy tr\u00ecnh, quy \u0111\u1ecbnh, ch\u00ednh s\u00e1ch,&#8230; ph\u00f9 h\u1ee3p v\u1edbi \u0111\u1eb7c \u0111i\u1ec3m c\u1ee7a doanh nghi\u1ec7p. \u0110\u1ed3ng th\u1eddi, \u0111\u00e0o t\u1ea1o \u0111\u1ed9i ng\u0169 nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng chuy\u00ean nghi\u1ec7p.<\/p>\n<p style=\"text-align: center\"><img decoding=\"async\" alt=\"T\u1ea7m quan tr\u1ecdng c\u1ee7a qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng\" src=\"https:\/\/www.pace.edu.vn\/uploads\/news\/2023\/09\/3-tam-quan-trong-cua-quan-tri-ban-hang.jpg\" style=\"width: 1000px;height: 525px\"><\/p>\n<h2 id=\"nhan-to-anh-huong-den-quan-tri-ban-hang\" style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Nhan_to_anh_huong_den_quan_tri_ban_hang\"><\/span>Nh\u00e2n t\u1ed1 \u1ea3nh h\u01b0\u1edfng \u0111\u1ebfn qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<h3 id=\"yeu-to-khach-quan\" style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Yeu_to_khach_quan\"><\/span>Y\u1ebfu t\u1ed1 kh\u00e1ch quan<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<h4 style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Moi_truong_vi_mo\"><\/span>M\u00f4i tr\u01b0\u1eddng v\u0129 m\u00f4<span class=\"ez-toc-section-end\"><\/span><\/h4>\n<p style=\"text-align: justify\">M\u00f4i tr\u01b0\u1eddng v\u0129 m\u00f4 bao g\u1ed3m c\u00e1c y\u1ebfu t\u1ed1 n\u1eb1m ngo\u00e0i t\u1ea7m ki\u1ec3m so\u00e1t c\u1ee7a doanh nghi\u1ec7p, nh\u01b0ng c\u00f3 t\u00e1c \u0111\u1ed9ng l\u1edbn \u0111\u1ebfn ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng. Bao g\u1ed3m:<\/p>\n<ul>\n<li>\n<p style=\"text-align: justify\">M\u00f4i tr\u01b0\u1eddng kinh t\u1ebf: T\u1ed1c \u0111\u1ed9 t\u0103ng tr\u01b0\u1edfng kinh t\u1ebf, l\u1ea1m ph\u00e1t, l\u00e3i su\u1ea5t,&#8230; \u1ea3nh h\u01b0\u1edfng \u0111\u1ebfn kh\u1ea3 n\u0103ng chi ti\u00eau c\u1ee7a kh\u00e1ch h\u00e0ng.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">M\u00f4i tr\u01b0\u1eddng ch\u00ednh tr\u1ecb: C\u00e1c ch\u00ednh s\u00e1ch kinh t\u1ebf, th\u01b0\u01a1ng m\u1ea1i,&#8230; c\u00f3 th\u1ec3 t\u00e1c \u0111\u1ed9ng \u0111\u1ebfn th\u1ecb tr\u01b0\u1eddng v\u00e0 c\u1ea1nh tranh.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">M\u00f4i tr\u01b0\u1eddng x\u00e3 h\u1ed9i: V\u0103n h\u00f3a, phong t\u1ee5c t\u1eadp qu\u00e1n,&#8230; \u1ea3nh h\u01b0\u1edfng \u0111\u1ebfn nhu c\u1ea7u v\u00e0 h\u00e0nh vi mua s\u1eafm c\u1ee7a kh\u00e1ch h\u00e0ng.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">M\u00f4i tr\u01b0\u1eddng c\u00f4ng ngh\u1ec7: S\u1ef1 ph\u00e1t tri\u1ec3n c\u1ee7a c\u00f4ng ngh\u1ec7 c\u00f3 th\u1ec3 t\u1ea1o ra c\u00e1c c\u01a1 h\u1ed9i ho\u1eb7c th\u00e1ch th\u1ee9c m\u1edbi cho ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Lu\u1eadt ph\u00e1p: C\u00e1c quy \u0111\u1ecbnh v\u1ec1 b\u1ea3o v\u1ec7 quy\u1ec1n l\u1ee3i ng\u01b0\u1eddi ti\u00eau d\u00f9ng, c\u1ea1nh tranh,&#8230; c\u00f3 th\u1ec3 \u1ea3nh h\u01b0\u1edfng \u0111\u1ebfn ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng.<\/p>\n<\/li>\n<\/ul>\n<h4 style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Moi_truong_vi_mo-2\"><\/span>M\u00f4i tr\u01b0\u1eddng vi m\u00f4<span class=\"ez-toc-section-end\"><\/span><\/h4>\n<p style=\"text-align: justify\">M\u00f4i tr\u01b0\u1eddng vi m\u00f4 bao g\u1ed3m c\u00e1c y\u1ebfu t\u1ed1 n\u1eb1m trong t\u1ea7m ki\u1ec3m so\u00e1t c\u1ee7a doanh nghi\u1ec7p, nh\u01b0ng c\u00f3 t\u00e1c \u0111\u1ed9ng tr\u1ef1c ti\u1ebfp \u0111\u1ebfn ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng. Bao g\u1ed3m:<\/p>\n<ul>\n<li>\n<p style=\"text-align: justify\">M\u00f4i tr\u01b0\u1eddng c\u1ea1nh tranh: S\u1ed1 l\u01b0\u1ee3ng, quy m\u00f4, chi\u1ebfn l\u01b0\u1ee3c c\u1ee7a c\u00e1c \u0111\u1ed1i th\u1ee7 c\u1ea1nh tranh,&#8230; \u1ea3nh h\u01b0\u1edfng \u0111\u1ebfn th\u1ecb ph\u1ea7n v\u00e0 doanh s\u1ed1 c\u1ee7a doanh nghi\u1ec7p.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Kh\u00e1ch h\u00e0ng: Nhu c\u1ea7u, h\u00e0nh vi mua s\u1eafm, s\u1edf th\u00edch c\u1ee7a kh\u00e1ch h\u00e0ng,&#8230; l\u00e0 y\u1ebfu t\u1ed1 quan tr\u1ecdng quy\u1ebft \u0111\u1ecbnh th\u00e0nh c\u00f4ng c\u1ee7a ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Nh\u00e0 cung c\u1ea5p: Gi\u00e1 c\u1ea3, ch\u1ea5t l\u01b0\u1ee3ng s\u1ea3n ph\u1ea9m\/d\u1ecbch v\u1ee5, d\u1ecbch v\u1ee5 h\u1eadu m\u00e3i c\u1ee7a nh\u00e0 cung c\u1ea5p,&#8230;<\/p>\n<\/li>\n<\/ul>\n<h3 id=\"yeu-to-chu-quan\" style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Yeu_to_chu_quan\"><\/span>Y\u1ebfu t\u1ed1 ch\u1ee7 quan<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<ul>\n<li>\n<p style=\"text-align: justify\">Chi\u1ebfn l\u01b0\u1ee3c kinh doanh: M\u1ee5c ti\u00eau, \u0111\u1ecbnh h\u01b0\u1edbng ph\u00e1t tri\u1ec3n,&#8230; c\u1ee7a doanh nghi\u1ec7p<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">C\u01a1 c\u1ea5u t\u1ed5 ch\u1ee9c b\u00e1n h\u00e0ng: H\u1ec7 th\u1ed1ng c\u00e1c b\u1ed9 ph\u1eadn, ph\u00f2ng ban, c\u00e1 nh\u00e2n tham gia v\u00e0o ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng. C\u01a1 c\u1ea5u t\u1ed5 ch\u1ee9c b\u00e1n h\u00e0ng ph\u00f9 h\u1ee3p s\u1ebd gi\u00fap doanh nghi\u1ec7p ho\u1ea1t \u0111\u1ed9ng hi\u1ec7u qu\u1ea3 h\u01a1n.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Ngu\u1ed3n l\u1ef1c b\u00e1n h\u00e0ng: Bao g\u1ed3m nh\u00e2n l\u1ef1c, t\u00e0i ch\u00ednh, c\u00f4ng ngh\u1ec7,&#8230; Doanh nghi\u1ec7p c\u1ea7n \u0111\u1ea3m b\u1ea3o c\u00f3 \u0111\u1ee7 ngu\u1ed3n l\u1ef1c \u0111\u1ec3 \u0111\u00e1p \u1ee9ng nhu c\u1ea7u b\u00e1n h\u00e0ng.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">K\u1ef9 n\u0103ng v\u00e0 th\u00e1i \u0111\u1ed9 c\u1ee7a nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng: Doanh nghi\u1ec7p c\u1ea7n \u0111\u00e0o t\u1ea1o, ph\u00e1t tri\u1ec3n k\u1ef9 n\u0103ng, th\u00e1i \u0111\u1ed9 b\u00e1n h\u00e0ng cho nh\u00e2n vi\u00ean \u0111\u1ec3 h\u1ecd c\u00f3 th\u1ec3 \u0111\u00e1p \u1ee9ng nhu c\u1ea7u c\u1ee7a kh\u00e1ch h\u00e0ng v\u00e0 \u0111\u1ea1t \u0111\u01b0\u1ee3c m\u1ee5c ti\u00eau b\u00e1n h\u00e0ng.<\/p>\n<\/li>\n<\/ul>\n<p style=\"text-align: justify\">C\u00e1c doanh nghi\u1ec7p c\u1ea7n ph\u00e2n t\u00edch v\u00e0 \u0111\u00e1nh gi\u00e1 c\u00e1c y\u1ebfu t\u1ed1 \u1ea3nh h\u01b0\u1edfng \u0111\u1ebfn qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng \u0111\u1ec3 c\u00f3 th\u1ec3 x\u00e2y d\u1ef1ng v\u00e0 tri\u1ec3n khai c\u00e1c k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng hi\u1ec7u qu\u1ea3.<\/p>\n<p style=\"text-align: center\"><img decoding=\"async\" alt=\"Nh\u00e2n t\u1ed1 \u1ea3nh h\u01b0\u1edfng \u0111\u1ebfn qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng\" src=\"https:\/\/www.pace.edu.vn\/uploads\/news\/2023\/09\/4-nhan-to-anh-huong-quan-tri-ban-hang.jpg\" style=\"width: 1000px;height: 525px\"><\/p>\n<h2 id=\"quy-trinh-quan-tri-ban-hang\" style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Quy_trinh_quan_tri_ban_hang\"><\/span>Quy tr\u00ecnh qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<ol>\n<li>X\u00e1c \u0111\u1ecbnh m\u1ee5c ti\u00eau<\/li>\n<li>Ho\u1ea1ch \u0111\u1ecbnh chi\u1ebfn l\u01b0\u1ee3c<\/li>\n<li>T\u1ed5 ch\u1ee9c, ki\u1ec3m so\u00e1t l\u1ef1c l\u01b0\u1ee3ng b\u00e1n h\u00e0ng<\/li>\n<li>Tri\u1ec3n khai k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng<\/li>\n<li>\u0110o l\u01b0\u1eddng, \u0111\u00e1nh gi\u00e1 hi\u1ec7u qu\u1ea3<\/li>\n<li>Ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng<\/li>\n<\/ol>\n<h3 id=\"xac-dinh-muc-tieu\" style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Xac_dinh_muc_tieu\"><\/span>X\u00e1c \u0111\u1ecbnh m\u1ee5c ti\u00eau<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p style=\"text-align: justify\">M\u1ee5c ti\u00eau b\u00e1n h\u00e0ng \u0111\u1ea1i di\u1ec7n cho k\u1ebft qu\u1ea3 m\u00e0 c\u00e1c nh\u00e0 qu\u1ea3n tr\u1ecb mong \u0111\u1ee3i \u0111\u1ed9i ng\u0169 nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng \u0111\u1ea1t \u0111\u01b0\u1ee3c trong m\u1ed9t kho\u1ea3ng th\u1eddi gian nh\u1ea5t \u0111\u1ecbnh. C\u00f3 hai c\u00e1ch \u0111\u1ec3 x\u00e1c \u0111\u1ecbnh m\u1ee5c ti\u00eau b\u00e1n h\u00e0ng:<\/p>\n<ul>\n<li>\n<p style=\"text-align: justify\">Quy tr\u00ecnh t\u1eeb tr\u00ean xu\u1ed1ng trong qu\u1ea3n tr\u1ecb: M\u1ee5c ti\u00eau \u0111\u01b0\u1ee3c thi\u1ebft l\u1eadp b\u1edfi c\u1ea5p cao v\u00e0 sau \u0111\u00f3 \u0111\u01b0\u1ee3c ph\u00e2n ph\u1ed1i xu\u1ed1ng c\u00e1c c\u1ea5p d\u01b0\u1edbi, v\u1edbi c\u1ea5p c\u01a1 s\u1edf l\u00e0 c\u1ea5p cu\u1ed1i c\u00f9ng.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Qu\u1ea3n tr\u1ecb theo m\u1ee5c ti\u00eau MBO (Management by Objectives), c\u00e1c b\u1ed9 ph\u1eadn b\u00e1n h\u00e0ng \u0111\u1eb7t ra v\u00e0 \u0111\u1ea1t \u0111\u01b0\u1ee3c m\u1ee5c ti\u00eau b\u00e1n h\u00e0ng ri\u00eang c\u1ee7a m\u00ecnh, sau \u0111\u00f3 m\u1ee5c ti\u00eau n\u00e0y \u0111\u01b0\u1ee3c c\u1ea5p tr\u00ean t\u1ed5ng h\u1ee3p.<\/p>\n<\/li>\n<\/ul>\n<p style=\"text-align: justify\">D\u00f9 s\u1eed d\u1ee5ng ph\u01b0\u01a1ng ph\u00e1p n\u00e0o, c\u00e1c m\u1ee5c ti\u00eau b\u00e1n h\u00e0ng c\u1ee7a doanh nghi\u1ec7p lu\u00f4n ph\u1ea3i tu\u00e2n th\u1ee7 nguy\u00ean t\u1eafc SMART: c\u1ee5 th\u1ec3 (Specific), c\u00f3 th\u1ec3 \u0111o l\u01b0\u1eddng (Measurable), kh\u1ea3 thi (Achievable), th\u1ef1c t\u1ebf (Realistic) v\u00e0 c\u00f3 th\u1eddi h\u1ea1n (Timely). C\u00e1c m\u1ee5c ti\u00eau b\u00e1n h\u00e0ng th\u01b0\u1eddng \u0111\u01b0\u1ee3c \u0111\u1ecbnh l\u01b0\u1ee3ng b\u1eb1ng c\u00e1c ch\u1ec9 ti\u00eau c\u1ee5 th\u1ec3 nh\u01b0 kh\u1ed1i l\u01b0\u1ee3ng b\u00e1n h\u00e0ng, doanh s\u1ed1 v\u00e0 l\u1ee3i nhu\u1eadn.<\/p>\n<h3 id=\"hoach-dinh-chien-luoc\" style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Hoach_dinh_chien_luoc\"><\/span>Ho\u1ea1ch \u0111\u1ecbnh chi\u1ebfn l\u01b0\u1ee3c<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p style=\"text-align: justify\">Sau khi x\u00e1c \u0111\u1ecbnh m\u1ee5c ti\u00eau, doanh nghi\u1ec7p s\u1ebd ti\u1ebfn h\u00e0nh ho\u1ea1ch \u0111\u1ecbnh chi\u1ebfn l\u01b0\u1ee3c cho k\u00eanh b\u00e1n h\u00e0ng ph\u00f9 h\u1ee3p v\u1edbi nhu c\u1ea7u v\u00e0 \u0111\u1eb7c \u0111i\u1ec3m ri\u00eang c\u1ee7a m\u00ecnh. Kh\u00f4ng c\u00f3 m\u1ed9t chi\u1ebfn l\u01b0\u1ee3c b\u00e1n h\u00e0ng t\u1ed1i \u01b0u hay ho\u00e0n h\u1ea3o nh\u1ea5t, m\u00e0 ch\u1ec9 c\u00f3 chi\u1ebfn l\u01b0\u1ee3c ph\u00f9 h\u1ee3p nh\u1ea5t v\u1edbi t\u1eebng doanh nghi\u1ec7p c\u1ee5 th\u1ec3.<\/p>\n<p style=\"text-align: justify\">Vi\u1ec7c ho\u1ea1ch \u0111\u1ecbnh m\u1ed9t chi\u1ebfn l\u01b0\u1ee3c b\u00e1n h\u00e0ng th\u01b0\u1eddng ph\u1ee5 thu\u1ed9c v\u00e0o m\u1ee5c ti\u00eau v\u00e0 m\u1ee5c \u0111\u00edch c\u1ee7a doanh nghi\u1ec7p, c\u00f3 th\u1ec3 bao g\u1ed3m c\u00e1c ph\u01b0\u01a1ng ph\u00e1p nh\u01b0 b\u00e1n h\u00e0ng c\u00e1 nh\u00e2n, b\u00e1n h\u00e0ng theo nh\u00f3m, b\u00e1n h\u00e0ng t\u01b0 v\u1ea5n hay chi\u1ebfn l\u01b0\u1ee3c t\u0103ng c\u01b0\u1eddng gi\u00e1 tr\u1ecb.<\/p>\n<p style=\"text-align: justify\">M\u1ed9t chi\u1ebfn l\u01b0\u1ee3c b\u00e1n h\u00e0ng ph\u00f9 h\u1ee3p s\u1ebd \u0111\u01b0\u1ee3c x\u00e2y d\u1ef1ng d\u1ef1a tr\u00ean quy m\u00f4 c\u1ee7a doanh nghi\u1ec7p, quy m\u00f4, n\u0103ng l\u1ef1c c\u1ee7a \u0111\u1ed9i ng\u0169 v\u00e0 ng\u00e2n s\u00e1ch d\u00e0nh cho vi\u1ec7c th\u1ef1c hi\u1ec7n chi\u1ebfn l\u01b0\u1ee3c. \u0110\u1ea3m b\u1ea3o chi\u1ebfn l\u01b0\u1ee3c \u0111\u01b0\u1ee3c thi\u1ebft k\u1ebf c\u00f3 th\u1ec3 \u0111\u01b0\u1ee3c th\u1ef1c hi\u1ec7n hi\u1ec7u qu\u1ea3 v\u00e0 mang l\u1ea1i k\u1ebft qu\u1ea3 t\u1ed1t nh\u1ea5t cho doanh nghi\u1ec7p. M\u1ed9t s\u1ed1 chi\u1ebfn l\u01b0\u1ee3c b\u00e1n h\u00e0ng ph\u1ed5 bi\u1ebfn m\u00e0 doanh nghi\u1ec7p th\u01b0\u1eddng \u00e1p d\u1ee5ng, bao g\u1ed3m:<\/p>\n<ul>\n<li>\n<p style=\"text-align: justify\">Chi\u1ebfn l\u01b0\u1ee3c ngu\u1ed3n h\u00e0ng<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Chi\u1ebfn l\u01b0\u1ee3c c\u1ea1nh tranh<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Chi\u1ebfn l\u01b0\u1ee3c x\u00fac ti\u1ebfn<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Chi\u1ebfn l\u01b0\u1ee3c marketing<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Chi\u1ebfn l\u01b0\u1ee3c th\u00e2m nh\u1eadp th\u1ecb tr\u01b0\u1eddng<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Chi\u1ebfn l\u01b0\u1ee3c gi\u00e1<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Chi\u1ebfn l\u01b0\u1ee3c b\u00e1n h\u00e0ng c\u00e1 nh\u00e2n<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Chi\u1ebfn l\u01b0\u1ee3c b\u00e1n h\u00e0ng theo nh\u00f3m<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Chi\u1ebfn l\u01b0\u1ee3c b\u00e1n h\u00e0ng t\u01b0 v\u1ea5n<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Chi\u1ebfn l\u01b0\u1ee3c gia t\u0103ng gi\u00e1 tr\u1ecb<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Chi\u1ebfn l\u01b0\u1ee3c to\u00e0n c\u1ea7u h\u00f3a<\/p>\n<\/li>\n<\/ul>\n<h3 id=\"to-chuc-kiem-soat-luc-luong-ban-hang\" style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"To_chuc_kiem_soat_luc_luong_ban_hang\"><\/span>T\u1ed5 ch\u1ee9c, ki\u1ec3m so\u00e1t l\u1ef1c l\u01b0\u1ee3ng b\u00e1n h\u00e0ng<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<h4 style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Theo_khu_vuc_dia_ly\"><\/span>Theo khu v\u1ef1c \u0111\u1ecba l\u00fd<span class=\"ez-toc-section-end\"><\/span><\/h4>\n<p style=\"text-align: justify\">M\u00f4 h\u00ecnh n\u00e0y d\u1ef1a tr\u00ean nguy\u00ean t\u1eafc ph\u00e2n chia th\u1ecb tr\u01b0\u1eddng th\u00e0nh c\u00e1c khu v\u1ef1c \u0111\u1ecba l\u00fd, sau \u0111\u00f3 ph\u00e2n c\u00f4ng cho m\u1ed7i nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng ph\u1ee5 tr\u00e1ch m\u1ed9t khu v\u1ef1c c\u1ee5 th\u1ec3. M\u00f4 h\u00ecnh t\u1ed5 ch\u1ee9c l\u1ef1c l\u01b0\u1ee3ng b\u00e1n h\u00e0ng theo khu v\u1ef1c \u0111\u1ecba l\u00fd c\u00f3 nh\u1eefng \u01b0u \u0111i\u1ec3m nh\u01b0:<\/p>\n<ul>\n<li>\n<p style=\"text-align: justify\">C\u1ea3i thi\u1ec7n hi\u1ec7u qu\u1ea3 qu\u1ea3n l\u00fd: M\u1ed7i khu v\u1ef1c \u0111\u1ecba l\u00fd c\u00f3 m\u1ed9t ng\u01b0\u1eddi qu\u1ea3n l\u00fd ch\u1ecbu tr\u00e1ch nhi\u1ec7m chung, gi\u00fap vi\u1ec7c qu\u1ea3n l\u00fd v\u00e0 \u0111i\u1ec1u h\u00e0nh ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng t\u1ea1i khu v\u1ef1c \u0111\u00f3 \u0111\u01b0\u1ee3c hi\u1ec7u qu\u1ea3 h\u01a1n.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">T\u0103ng c\u01b0\u1eddng m\u1ed1i quan h\u1ec7 v\u1edbi kh\u00e1ch h\u00e0ng: M\u1ed7i nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng s\u1ebd c\u00f3 th\u1eddi gian v\u00e0 c\u01a1 h\u1ed9i \u0111\u1ec3 hi\u1ec3u r\u00f5 nhu c\u1ea7u c\u1ee7a kh\u00e1ch h\u00e0ng t\u1ea1i khu v\u1ef1c m\u00ecnh ph\u1ee5 tr\u00e1ch, gi\u00fap x\u00e2y d\u1ef1ng m\u1ed1i quan h\u1ec7 t\u1ed1t \u0111\u1eb9p v\u00e0 b\u1ec1n v\u1eefng v\u1edbi kh\u00e1ch h\u00e0ng.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Ti\u1ebft ki\u1ec7m chi ph\u00ed: M\u00f4 h\u00ecnh n\u00e0y gi\u00fap doanh nghi\u1ec7p ti\u1ebft ki\u1ec7m chi ph\u00ed \u0111\u00e0o t\u1ea1o v\u00e0 qu\u1ea3n l\u00fd nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng, do m\u1ed7i nh\u00e2n vi\u00ean ch\u1ec9 c\u1ea7n t\u1eadp trung v\u00e0o vi\u1ec7c b\u00e1n h\u00e0ng t\u1ea1i khu v\u1ef1c m\u00ecnh ph\u1ee5 tr\u00e1ch.<\/p>\n<\/li>\n<\/ul>\n<h4 style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Theo_san_pham\"><\/span>Theo s\u1ea3n ph\u1ea9m<span class=\"ez-toc-section-end\"><\/span><\/h4>\n<p style=\"text-align: justify\">Trong qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng, t\u1ed5 ch\u1ee9c l\u1ef1c l\u01b0\u1ee3ng b\u00e1n h\u00e0ng theo s\u1ea3n ph\u1ea9m l\u00e0 m\u1ed9t m\u00f4 h\u00ecnh m\u00e0 trong \u0111\u00f3, c\u00e1c nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng \u0111\u01b0\u1ee3c ph\u00e2n chia th\u00e0nh c\u00e1c nh\u00f3m d\u1ef1a tr\u00ean s\u1ea3n ph\u1ea9m\/ d\u1ecbch v\u1ee5 m\u00e0 h\u1ecd b\u00e1n. M\u1ed7i nh\u00f3m c\u00f3 m\u1ed9t tr\u01b0\u1edfng nh\u00f3m ch\u1ecbu tr\u00e1ch nhi\u1ec7m qu\u1ea3n l\u00fd nh\u00f3m v\u00e0 \u0111\u1ea3m b\u1ea3o r\u1eb1ng c\u00e1c m\u1ee5c ti\u00eau b\u00e1n h\u00e0ng \u0111\u01b0\u1ee3c \u0111\u00e1p \u1ee9ng.<\/p>\n<p style=\"text-align: justify\">T\u1ed5 ch\u1ee9c l\u1ef1c l\u01b0\u1ee3ng b\u00e1n h\u00e0ng theo s\u1ea3n ph\u1ea9m c\u00f3 m\u1ed9t s\u1ed1 \u01b0u \u0111i\u1ec3m sau:<\/p>\n<ul>\n<li style=\"text-align: justify\">Chuy\u00ean m\u00f4n h\u00f3a: M\u1ed7i nh\u00f3m b\u00e1n h\u00e0ng t\u1eadp trung v\u00e0o m\u1ed9t s\u1ea3n ph\u1ea9m\/ d\u1ecbch v\u1ee5 c\u1ee5 th\u1ec3, \u0111i\u1ec1u n\u00e0y gi\u00fap h\u1ecd ph\u00e1t tri\u1ec3n chuy\u00ean m\u00f4n v\u00e0 ki\u1ebfn \u200b\u200bth\u1ee9c s\u00e2u s\u1eafc v\u1ec1 s\u1ea3n ph\u1ea9m\/ d\u1ecbch v\u1ee5 \u0111\u00f3<\/li>\n<li style=\"text-align: justify\">T\u1eadp trung kh\u00e1ch h\u00e0ng: M\u1ed7i nh\u00f3m b\u00e1n h\u00e0ng c\u00f3 th\u1ec3 t\u1eadp trung v\u00e0o m\u1ed9t nh\u00f3m kh\u00e1ch h\u00e0ng c\u1ee5 th\u1ec3, gi\u00fap hi\u1ec3u nhu c\u1ea7u v\u00e0 mong mu\u1ed1n c\u1ee7a kh\u00e1ch h\u00e0ng t\u1ed1t h\u01a1n.<\/li>\n<li style=\"text-align: justify\">T\u0103ng hi\u1ec7u qu\u1ea3: T\u0103ng hi\u1ec7u qu\u1ea3 b\u00e1n h\u00e0ng b\u1eb1ng c\u00e1ch gi\u1ea3m s\u1ef1 ch\u1ed3ng ch\u00e9o v\u00e0 l\u00e3ng ph\u00ed.<\/li>\n<\/ul>\n<h4 style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Theo_khach_hang\"><\/span>Theo kh\u00e1ch h\u00e0ng<span class=\"ez-toc-section-end\"><\/span><\/h4>\n<p style=\"text-align: justify\">Trong qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng, t\u1ed5 ch\u1ee9c l\u1ef1c l\u01b0\u1ee3ng b\u00e1n h\u00e0ng theo kh\u00e1ch h\u00e0ng l\u00e0 m\u1ed9t m\u00f4 h\u00ecnh m\u00e0 trong \u0111\u00f3, m\u1ed7i nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng ho\u1eb7c nh\u00f3m b\u00e1n h\u00e0ng chuy\u00ean tr\u00e1ch vi\u1ec7c ch\u00e0o b\u00e1n cho m\u1ed9t nh\u00f3m kh\u00e1ch h\u00e0ng c\u1ee5 th\u1ec3. M\u00f4 h\u00ecnh n\u00e0y d\u1ef1a tr\u00ean nguy\u00ean t\u1eafc ph\u00e2n lo\u1ea1i kh\u00e1ch h\u00e0ng theo c\u00e1c ti\u00eau ch\u00ed nh\u01b0:<\/p>\n<ul>\n<li>\n<p style=\"text-align: justify\">Ng\u00e0nh c\u00f4ng nghi\u1ec7p: V\u00ed d\u1ee5, m\u1ed9t c\u00f4ng ty b\u00e1n ph\u1ea7n m\u1ec1m qu\u1ea3n l\u00fd doanh nghi\u1ec7p c\u00f3 th\u1ec3 c\u00f3 c\u00e1c nh\u00f3m b\u00e1n h\u00e0ng chuy\u00ean tr\u00e1ch cho c\u00e1c ng\u00e0nh c\u00f4ng nghi\u1ec7p nh\u01b0 s\u1ea3n xu\u1ea5t, b\u00e1n l\u1ebb, d\u1ecbch v\u1ee5 t\u00e0i ch\u00ednh,&#8230;<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">K\u00edch th\u01b0\u1edbc: Ch\u1eb3ng h\u1ea1n nh\u01b0 m\u1ed9t c\u00f4ng ty b\u00e1n thi\u1ebft b\u1ecb v\u0103n ph\u00f2ng c\u00f3 th\u1ec3 c\u00f3 c\u00e1c nh\u00f3m b\u00e1n h\u00e0ng chuy\u00ean tr\u00e1ch cho c\u00e1c kh\u00e1ch h\u00e0ng nh\u1ecf, v\u1eeba v\u00e0 l\u1edbn.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">V\u1ecb tr\u00ed \u0111\u1ecba l\u00fd: V\u00ed d\u1ee5, m\u1ed9t c\u00f4ng ty b\u00e1n v\u1eadt li\u1ec7u x\u00e2y d\u1ef1ng c\u00f3 th\u1ec3 c\u00f3 c\u00e1c nh\u00f3m b\u00e1n h\u00e0ng chuy\u00ean tr\u00e1ch cho c\u00e1c khu v\u1ef1c \u0111\u1ecba l\u00fd kh\u00e1c nhau.<\/p>\n<\/li>\n<\/ul>\n<h4 style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Theo_co_cau_hon_hop\"><\/span>Theo c\u01a1 c\u1ea5u h\u1ed7n h\u1ee3p<span class=\"ez-toc-section-end\"><\/span><\/h4>\n<p style=\"text-align: justify\">\u0110\u00e2y l\u00e0 m\u1ed9t c\u01a1 c\u1ea5u k\u1ebft h\u1ee3p gi\u1eefa vi\u1ec7c chuy\u00ean m\u00f4n h\u00f3a l\u1ef1c l\u01b0\u1ee3ng b\u00e1n h\u00e0ng theo ng\u00e0nh v\u00e0 khu v\u1ef1c \u0111\u1ecba l\u00fd, ho\u1eb7c k\u1ebft h\u1ee3p ph\u00e2n b\u1ed5 nh\u00e2n vi\u00ean d\u1ef1a tr\u00ean \u0111\u1eb7c \u0111i\u1ec3m c\u1ee7a kh\u00e1ch h\u00e0ng v\u00e0 v\u00f9ng \u0111\u1ecba l\u00fd. M\u00f4 h\u00ecnh n\u00e0y nh\u1eb1m t\u1ed1i \u01b0u h\u00f3a ch\u1ea5t l\u01b0\u1ee3ng d\u1ecbch v\u1ee5 v\u00e0 \u0111\u00e1p \u1ee9ng nhu c\u1ea7u c\u1ee7a kh\u00e1ch h\u00e0ng m\u1ed9t c\u00e1ch hi\u1ec7u qu\u1ea3.<\/p>\n<h3 id=\"trien-khai-ke-hoach-ban-hang\" style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Trien_khai_ke_hoach_ban_hang\"><\/span>Tri\u1ec3n khai k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<h4 style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Phan_bo_chi_tieu_ban_hang\"><\/span>Ph\u00e2n b\u1ed5 ch\u1ec9 ti\u00eau b\u00e1n h\u00e0ng<span class=\"ez-toc-section-end\"><\/span><\/h4>\n<p style=\"text-align: justify\">Ch\u1ec9 ti\u00eau b\u00e1n h\u00e0ng l\u00e0 m\u1ee5c ti\u00eau v\u1ec1 doanh s\u1ed1, th\u1ecb ph\u1ea7n, s\u1ed1 l\u01b0\u1ee3ng kh\u00e1ch h\u00e0ng,&#8230; m\u00e0 doanh nghi\u1ec7p mu\u1ed1n \u0111\u1ea1t \u0111\u01b0\u1ee3c trong m\u1ed9t kho\u1ea3ng th\u1eddi gian nh\u1ea5t \u0111\u1ecbnh. Ch\u1ec9 ti\u00eau b\u00e1n h\u00e0ng c\u1ea7n \u0111\u01b0\u1ee3c ph\u00e2n b\u1ed5 cho t\u1eebng c\u00e1 nh\u00e2n, b\u1ed9 ph\u1eadn b\u00e1n h\u00e0ng d\u1ef1a tr\u00ean c\u00e1c ti\u00eau ch\u00ed sau:<\/p>\n<ul>\n<li>\n<p style=\"text-align: justify\">M\u1ee5c ti\u00eau b\u00e1n h\u00e0ng chung c\u1ee7a doanh nghi\u1ec7p<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Kh\u1ea3 n\u0103ng c\u1ee7a t\u1eebng c\u00e1 nh\u00e2n, b\u1ed9 ph\u1eadn b\u00e1n h\u00e0ng<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Th\u1ecb tr\u01b0\u1eddng m\u1ee5c ti\u00eau c\u1ee7a t\u1eebng c\u00e1 nh\u00e2n, b\u1ed9 ph\u1eadn b\u00e1n h\u00e0ng<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Ngu\u1ed3n l\u1ef1c b\u00e1n h\u00e0ng c\u1ee7a t\u1eebng c\u00e1 nh\u00e2n, b\u1ed9 ph\u1eadn b\u00e1n h\u00e0ng<\/p>\n<\/li>\n<\/ul>\n<h4 style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Trien_khai_ke_hoach_ban_hang-2\"><\/span>Tri\u1ec3n khai k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng<span class=\"ez-toc-section-end\"><\/span><\/h4>\n<p style=\"text-align: justify\">Sau khi ch\u1ec9 ti\u00eau b\u00e1n h\u00e0ng \u0111\u00e3 \u0111\u01b0\u1ee3c ph\u00e2n b\u1ed5, c\u1ea7n tri\u1ec3n khai k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng c\u1ee5 th\u1ec3 \u0111\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c c\u00e1c ch\u1ec9 ti\u00eau \u0111\u00f3. K\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng c\u1ea7n bao g\u1ed3m c\u00e1c n\u1ed9i dung sau:<\/p>\n<ul>\n<li>\n<p style=\"text-align: justify\">M\u1ee5c ti\u00eau b\u00e1n h\u00e0ng c\u1ee5 th\u1ec3<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Chi\u1ebfn l\u01b0\u1ee3c b\u00e1n h\u00e0ng<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">C\u00e1c ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Ng\u00e2n s\u00e1ch b\u00e1n h\u00e0ng<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Th\u1eddi gian th\u1ef1c hi\u1ec7n<\/p>\n<\/li>\n<\/ul>\n<h3 id=\"do-luong-danh-gia-hieu-qua\" style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Do_luong_danh_gia_hieu_qua\"><\/span>\u0110o l\u01b0\u1eddng, \u0111\u00e1nh gi\u00e1 hi\u1ec7u qu\u1ea3<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p style=\"text-align: justify\">\u0110\u1ec3 \u0111\u1ea3m b\u1ea3o k\u1ebf ho\u1ea1ch b\u00e1n h\u00e0ng \u0111\u01b0\u1ee3c th\u1ef1c hi\u1ec7n \u0111\u00fang ti\u1ebfn \u0111\u1ed9 v\u00e0 \u0111\u1ea1t \u0111\u01b0\u1ee3c m\u1ee5c ti\u00eau \u0111\u1ec1 ra, c\u1ea7n theo d\u00f5i v\u00e0 \u0111\u00e1nh gi\u00e1 k\u1ebft qu\u1ea3 th\u01b0\u1eddng xuy\u00ean. Vi\u1ec7c theo d\u00f5i v\u00e0 \u0111\u00e1nh gi\u00e1 c\u1ea7n t\u1eadp trung v\u00e0o:<\/p>\n<ul>\n<li style=\"text-align: justify\">\n<p>Doanh s\u1ed1 b\u00e1n h\u00e0ng<\/p>\n<\/li>\n<li style=\"text-align: justify\">\n<p>Th\u1ecb ph\u1ea7n<\/p>\n<\/li>\n<li style=\"text-align: justify\">\n<p>S\u1ed1 l\u01b0\u1ee3ng kh\u00e1ch h\u00e0ng m\u1edbi<\/p>\n<\/li>\n<li style=\"text-align: justify\">\n<p>M\u1ee9c \u0111\u1ed9 h\u00e0i l\u00f2ng c\u1ee7a kh\u00e1ch h\u00e0ng<\/p>\n<\/li>\n<\/ul>\n<h3 id=\"cham-soc-khach-hang\" style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Cham_soc_khach_hang\"><\/span>Ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p style=\"text-align: justify\">Trong quy tr\u00ecnh qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng, b\u01b0\u1edbc ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng l\u00e0 giai \u0111o\u1ea1n quan tr\u1ecdng gi\u00fap doanh nghi\u1ec7p gi\u1eef ch\u00e2n kh\u00e1ch h\u00e0ng v\u00e0 t\u0103ng kh\u1ea3 n\u0103ng mua l\u1ea1i. \u1ede b\u01b0\u1edbc n\u00e0y, doanh nghi\u1ec7p c\u1ea7n:<\/p>\n<ul>\n<li>\n<p style=\"text-align: justify\">G\u1eedi th\u01b0 c\u1ea3m \u01a1n: Th\u01b0 c\u1ea3m \u01a1n l\u00e0 c\u00e1ch th\u1ec3 hi\u1ec7n s\u1ef1 tr\u00e2n tr\u1ecdng v\u00e0 c\u1ea3m \u01a1n kh\u00e1ch h\u00e0ng \u0111\u00e3 l\u1ef1a ch\u1ecdn s\u1ea3n ph\u1ea9m\/d\u1ecbch v\u1ee5 c\u1ee7a doanh nghi\u1ec7p. Th\u01b0 c\u1ea3m \u01a1n n\u00ean \u0111\u01b0\u1ee3c g\u1eedi s\u1edbm sau khi kh\u00e1ch h\u00e0ng mua h\u00e0ng, c\u00f3 th\u1ec3 k\u00e8m theo m\u1ed9t s\u1ed1 \u01b0u \u0111\u00e3i ho\u1eb7c qu\u00e0 t\u1eb7ng nh\u1ecf.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Thu th\u1eadp ph\u1ea3n h\u1ed3i: Vi\u1ec7c thu th\u1eadp ph\u1ea3n h\u1ed3i t\u1eeb kh\u00e1ch h\u00e0ng gi\u00fap doanh nghi\u1ec7p hi\u1ec3u r\u00f5 h\u01a1n v\u1ec1 nhu c\u1ea7u v\u00e0 mong mu\u1ed1n c\u1ee7a h\u1ecd, t\u1eeb \u0111\u00f3 c\u1ea3i thi\u1ec7n s\u1ea3n ph\u1ea9m\/ d\u1ecbch v\u1ee5 v\u00e0 n\u00e2ng cao ch\u1ea5t l\u01b0\u1ee3ng d\u1ecbch v\u1ee5 kh\u00e1ch h\u00e0ng. Ph\u1ea3n h\u1ed3i c\u00f3 th\u1ec3 \u0111\u01b0\u1ee3c thu th\u1eadp th\u00f4ng qua kh\u1ea3o s\u00e1t, ph\u1ecfng v\u1ea5n, ho\u1eb7c c\u00e1c k\u00eanh truy\u1ec1n th\u00f4ng x\u00e3 h\u1ed9i.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Duy tr\u00ec trao \u0111\u1ed5i th\u00f4ng tin: Sau khi mua h\u00e0ng, kh\u00e1ch h\u00e0ng v\u1eabn c\u00f3 th\u1ec3 c\u00f3 th\u1eafc m\u1eafc ho\u1eb7c c\u1ea7n h\u1ed7 tr\u1ee3 v\u1ec1 s\u1ea3n ph\u1ea9m\/ d\u1ecbch v\u1ee5. Doanh nghi\u1ec7p c\u1ea7n duy tr\u00ec trao \u0111\u1ed5i th\u00f4ng tin v\u1edbi kh\u00e1ch h\u00e0ng \u0111\u1ec3 gi\u1ea3i \u0111\u00e1p th\u1eafc m\u1eafc v\u00e0 h\u1ed7 tr\u1ee3 h\u1ecd k\u1ecbp th\u1eddi.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">H\u1ed7 tr\u1ee3 nhanh ch\u00f3ng v\u00e0 chu \u0111\u00e1o: Khi kh\u00e1ch h\u00e0ng g\u1eb7p v\u1ea5n \u0111\u1ec1 v\u1edbi s\u1ea3n ph\u1ea9m\/d\u1ecbch v\u1ee5, doanh nghi\u1ec7p c\u1ea7n h\u1ed7 tr\u1ee3 h\u1ecd m\u1ed9t c\u00e1ch nhanh ch\u00f3ng v\u00e0 chu \u0111\u00e1o. \u0110i\u1ec1u n\u00e0y th\u1ec3 hi\u1ec7n s\u1ef1 quan t\u00e2m v\u00e0 tr\u00e1ch nhi\u1ec7m c\u1ee7a doanh nghi\u1ec7p \u0111\u1ed1i v\u1edbi kh\u00e1ch h\u00e0ng.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">K\u1ebft h\u1ee3p Marketing cho s\u1ea3n ph\u1ea9m\/ d\u1ecbch v\u1ee5 m\u1edbi: T\u0103ng kh\u1ea3 n\u0103ng kh\u00e1ch h\u00e0ng mua l\u1ea1i s\u1ea3n ph\u1ea9m\/ d\u1ecbch v\u1ee5 c\u1ee7a doanh nghi\u1ec7p.<\/p>\n<\/li>\n<\/ul>\n<p style=\"text-align: center\"><img decoding=\"async\" alt=\"Quy tr\u00ecnh qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng\" src=\"https:\/\/www.pace.edu.vn\/uploads\/news\/2023\/09\/5-quy-trinh-quan-tri-ban-hang.jpg\" style=\"width: 1000px;height: 525px\"><\/p>\n<h2 id=\"case-dien-hinh-ve-quan-tri-ban-hang\" style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Case_dien_hinh_ve_quan_tri_ban_hang\"><\/span>Case \u0111i\u1ec3n h\u00ecnh v\u1ec1 qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<h3 id=\"quan-tri-ban-hang-cua-vinamilk\" style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Quan_tri_ban_hang_cua_Vinamilk\"><\/span>Qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng c\u1ee7a Vinamilk<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p style=\"text-align: justify\">Vinamilk l\u00e0 m\u1ed9t trong nh\u1eefng doanh nghi\u1ec7p s\u1eefa h\u00e0ng \u0111\u1ea7u th\u1ebf gi\u1edbi, v\u1edbi th\u1ecb ph\u1ea7n l\u1edbn t\u1ea1i th\u1ecb tr\u01b0\u1eddng Vi\u1ec7t Nam v\u00e0 xu\u1ea5t kh\u1ea9u sang h\u01a1n 50 qu\u1ed1c gia v\u00e0 v\u00f9ng l\u00e3nh th\u1ed5 tr\u00ean th\u1ebf gi\u1edbi. \u0110\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c th\u00e0nh c\u00f4ng \u0111\u00f3, Vinamilk \u0111\u00e3 tri\u1ec3n khai m\u1ed9t h\u1ec7 th\u1ed1ng qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng hi\u1ec7u qu\u1ea3, \u0111\u01b0\u1ee3c th\u1ec3 hi\u1ec7n qua c\u00e1c ho\u1ea1t \u0111\u1ed9ng nh\u01b0:<\/p>\n<h4 style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Xay_dung_he_thong_phan_phoi_rong_khap\"><\/span>X\u00e2y d\u1ef1ng h\u1ec7 th\u1ed1ng ph\u00e2n ph\u1ed1i r\u1ed9ng kh\u1eafp<span class=\"ez-toc-section-end\"><\/span><\/h4>\n<p style=\"text-align: justify\">Vinamilk s\u1edf h\u1eefu m\u1ea1ng l\u01b0\u1edbi ph\u00e2n ph\u1ed1i r\u1ed9ng kh\u1eafp c\u1ea3 n\u01b0\u1edbc, v\u1edbi h\u01a1n 220 nh\u00e0 ph\u00e2n ph\u1ed1i v\u00e0 h\u01a1n 141.000 \u0111i\u1ec3m b\u00e1n h\u00e0ng. H\u1ec7 th\u1ed1ng ph\u00e2n ph\u1ed1i n\u00e0y gi\u00fap Vinamilk \u0111\u01b0a s\u1ea3n ph\u1ea9m \u0111\u1ebfn tay ng\u01b0\u1eddi ti\u00eau d\u00f9ng m\u1ed9t c\u00e1ch nhanh ch\u00f3ng v\u00e0 thu\u1eadn ti\u1ec7n.<\/p>\n<ul>\n<li>\n<p style=\"text-align: justify\">Tuy\u1ec3n d\u1ee5ng v\u00e0 \u0111\u00e0o t\u1ea1o \u0111\u1ed9i ng\u0169 nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng chuy\u00ean nghi\u1ec7p, c\u00f3 kinh nghi\u1ec7m v\u00e0 hi\u1ec3u bi\u1ebft v\u1ec1 s\u1ea3n ph\u1ea9m.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">X\u00e2y d\u1ef1ng h\u1ec7 th\u1ed1ng ph\u1ea7n m\u1ec1m qu\u1ea3n l\u00fd b\u00e1n h\u00e0ng hi\u1ec7n \u0111\u1ea1i, gi\u00fap theo d\u00f5i v\u00e0 ph\u00e2n t\u00edch hi\u1ec7u qu\u1ea3 ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng.<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">M\u1edf r\u1ed9ng m\u1ea1ng l\u01b0\u1edbi b\u00e1n h\u00e0ng theo h\u01b0\u1edbng \u0111a k\u00eanh, bao g\u1ed3m b\u00e1n h\u00e0ng tr\u1ef1c ti\u1ebfp, b\u00e1n h\u00e0ng qua k\u00eanh th\u01b0\u01a1ng m\u1ea1i \u0111i\u1ec7n t\u1eed, b\u00e1n h\u00e0ng qua c\u00e1c c\u1eeda h\u00e0ng ti\u1ec7n l\u1ee3i, si\u00eau th\u1ecb,&#8230;<\/p>\n<\/li>\n<\/ul>\n<h4 style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Tang_cuong_hoat_dong_Marketing_va_truyen_thong\"><\/span>T\u0103ng c\u01b0\u1eddng ho\u1ea1t \u0111\u1ed9ng Marketing v\u00e0 truy\u1ec1n th\u00f4ng<span class=\"ez-toc-section-end\"><\/span><\/h4>\n<p style=\"text-align: justify\">Vinamilk lu\u00f4n ch\u00fa tr\u1ecdng \u0111\u1ebfn ho\u1ea1t \u0111\u1ed9ng Marketing v\u00e0 truy\u1ec1n th\u00f4ng nh\u1eb1m qu\u1ea3ng b\u00e1 th\u01b0\u01a1ng hi\u1ec7u v\u00e0 s\u1ea3n ph\u1ea9m \u0111\u1ebfn ng\u01b0\u1eddi ti\u00eau d\u00f9ng. C\u00f4ng ty \u0111\u00e3 tri\u1ec3n khai nhi\u1ec1u ch\u01b0\u01a1ng tr\u00ecnh ti\u1ebfp th\u1ecb v\u00e0 truy\u1ec1n th\u00f4ng \u0111a d\u1ea1ng, hi\u1ec7u qu\u1ea3, nh\u01b0:<\/p>\n<ul>\n<li style=\"text-align: justify\">T\u1ed5 ch\u1ee9c c\u00e1c ch\u01b0\u01a1ng tr\u00ecnh khuy\u1ebfn m\u00e3i, gi\u1ea3m gi\u00e1,&#8230;<\/li>\n<li style=\"text-align: justify\">Th\u01b0\u1eddng xuy\u00ean c\u1eadp nh\u1eadt c\u00e1c b\u00e0i vi\u1ebft, video gi\u1edbi thi\u1ec7u s\u1ea3n ph\u1ea9m tr\u00ean c\u00e1c k\u00eanh truy\u1ec1n th\u00f4ng x\u00e3 h\u1ed9i.<\/li>\n<li style=\"text-align: justify\">Tham gia c\u00e1c s\u1ef1 ki\u1ec7n, h\u1ed9i ch\u1ee3, ho\u1ea1t \u0111\u1ed9ng x\u00e3 h\u1ed9i, thi\u1ec7n nguy\u1ec7n,&#8230;<\/li>\n<\/ul>\n<h3 id=\"quan-tri-ban-hang-cua-apple\" style=\"text-align: justify\"><span class=\"ez-toc-section\" id=\"Quan_tri_ban_hang_cua_Apple\"><\/span>Qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng c\u1ee7a Apple<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p style=\"text-align: justify\">Apple l\u00e0 m\u1ed9t trong nh\u1eefng c\u00f4ng ty c\u00f4ng ngh\u1ec7 th\u00e0nh c\u00f4ng nh\u1ea5t th\u1ebf gi\u1edbi, v\u1edbi doanh thu cho qu\u00fd 2 n\u0103m 2023 l\u00e0 94,8 t\u1ef7 USD. Th\u00e0nh c\u00f4ng c\u1ee7a Apple kh\u00f4ng ch\u1ec9 nh\u1edd v\u00e0o ch\u1ea5t l\u01b0\u1ee3ng s\u1ea3n ph\u1ea9m, m\u00e0 c\u00f2n nh\u1edd v\u00e0o chi\u1ebfn l\u01b0\u1ee3c qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng hi\u1ec7u qu\u1ea3.<\/p>\n<ul>\n<li>\n<p style=\"text-align: justify\">Chi\u1ebfn l\u01b0\u1ee3c t\u1eadp trung v\u00e0o tr\u1ea3i nghi\u1ec7m kh\u00e1ch h\u00e0ng<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Chi\u1ebfn l\u01b0\u1ee3c x\u00e2y d\u1ef1ng th\u01b0\u01a1ng hi\u1ec7u m\u1ea1nh m\u1ebd: D\u1ef1a tr\u00ean c\u00e1c gi\u00e1 tr\u1ecb nh\u01b0 thi\u1ebft k\u1ebf s\u00e1ng t\u1ea1o, ch\u1ea5t l\u01b0\u1ee3ng cao v\u00e0 s\u1ef1 \u0111\u1ed5i m\u1edbi<\/p>\n<\/li>\n<li>\n<p style=\"text-align: justify\">Chi\u1ebfn l\u01b0\u1ee3c ph\u00e2n ph\u1ed1i \u0111a k\u00eanh<\/p>\n<\/li>\n<\/ul>\n<p style=\"text-align: center\"><img decoding=\"async\" alt=\"Case \u0111i\u1ec3n h\u00ecnh v\u1ec1 qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng\" src=\"https:\/\/www.pace.edu.vn\/uploads\/news\/2023\/09\/6-case-dien-hinh-cua-quan-tri-ban-hang.jpg\" style=\"width: 1000px;height: 525px\"><\/p>\n<p style=\"text-align: justify\">Qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng kh\u00f4ng ch\u1ec9 \u0111\u01a1n thu\u1ea7n l\u00e0 qu\u1ea3n l\u00fd nh\u1eefng ng\u01b0\u1eddi b\u00e1n s\u1ea3n ph\u1ea9m c\u1ee7a c\u00f4ng ty. C\u00e1c c\u00f4ng ty c\u00f3 c\u00e1i nh\u00ecn h\u1eb9p v\u1ec1 vai tr\u00f2 c\u1ee7a ho\u1ea1t \u0111\u1ed9ng qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng c\u00f3 th\u1ec3 \u0111ang b\u1ecf l\u1ee1 kho\u1ea3n \u0111\u1ea7u t\u01b0 d\u00e0i h\u1ea1n c\u00f3 t\u00e1c \u0111\u1ed9ng l\u1edbn nh\u1ea5t m\u00e0 h\u1ecd c\u00f3 th\u1ec3 th\u1ef1c hi\u1ec7n \u0111\u1ec3 th\u00e0nh c\u00f4ng cho t\u1ed5 ch\u1ee9c. Vi\u1ec7c ch\u0103m s\u00f3c, t\u1ea1o \u0111\u1ed9ng l\u1ef1c v\u00e0 \u0111\u1ed9ng vi\u00ean nh\u1eefng ng\u01b0\u1eddi t\u1ea1o ra l\u1ee3i nhu\u1eadn l\u00e0 m\u1ed9t c\u00e1ch th\u00f4ng minh \u0111\u1ec3 c\u1ea3i thi\u1ec7n tinh th\u1ea7n c\u0169ng nh\u01b0 doanh thu c\u1ee7a doanh nghi\u1ec7p.<\/p>\n<p style=\"text-align: center\"><img decoding=\"async\" alt=\"S\u00e1ch Qu\u1ea3n Tr\u1ecb B\u00e1n h\u00e0ng v\u00e0 K\u1ef9 n\u0103ng ch\u1ed1t Sales\" src=\"https:\/\/www.pace.edu.vn\/uploads\/news\/2023\/09\/bo-sach-quan-tri-ban-hang-va-chot-sales.jpg\" style=\"width: 800px;height: 800px\"><\/p>\n<p style=\"text-align: justify\">Trong th\u1eddi \u0111\u1ea1i 4.0, b\u00e1n h\u00e0ng kh\u00f4ng c\u00f2n \u0111\u01a1n thu\u1ea7n l\u00e0 thuy\u1ebft ph\u1ee5c kh\u00e1ch h\u00e0ng mua h\u00e0ng, m\u00e0 l\u00e0 m\u1ed9t h\u1ec7 th\u1ed1ng c\u1ea7n \u0111\u01b0\u1ee3c x\u00e2y d\u1ef1ng, qu\u1ea3n l\u00fd v\u00e0 t\u1ed1i \u01b0u h\u00f3a li\u00ean t\u1ee5c. Th\u00e0nh c\u00f4ng kh\u00f4ng ch\u1ec9 \u0111\u1ebfn t\u1eeb kh\u1ea3 n\u0103ng ch\u1ed1t deal c\u1ee7a t\u1eebng c\u00e1 nh\u00e2n, m\u00e0 c\u00f2n t\u1eeb chi\u1ebfn l\u01b0\u1ee3c b\u00e1n h\u00e0ng b\u00e0i b\u1ea3n gi\u00fap c\u1ea3 \u0111\u1ed9i ng\u0169 Sales v\u1eadn h\u00e0nh tr\u01a1n tru v\u00e0 hi\u1ec7u qu\u1ea3.<\/p>\n<p style=\"text-align: justify\">D\u00e0nh cho c\u00e1c nh\u00e0 qu\u1ea3n l\u00fd, l\u00e3nh \u0111\u1ea1o kinh doanh hay nh\u1eefng ai \u0111ang mu\u1ed1n n\u00e2ng cao k\u1ef9 n\u0103ng b\u00e1n h\u00e0ng c\u1ee7a m\u00ecnh &#8211; hai cu\u1ed1n s\u00e1ch &#8220;Qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng hi\u1ec7u qu\u1ea3&#8221; v\u00e0 &#8220;Ch\u1ed1t Sales &#8211; \u0110\u00e0m ph\u00e1n th\u00e0nh c\u00f4ng&#8221; s\u1ebd l\u00e0 ch\u00eca kh\u00f3a \u0111\u1ec3 x\u00e2y d\u1ef1ng m\u1ed9t h\u1ec7 th\u1ed1ng b\u00e1n h\u00e0ng v\u1eefng ch\u1eafc v\u00e0 \u0111\u1ea3m b\u1ea3o t\u1eebng giao d\u1ecbch \u0111\u1ec1u c\u00f3 c\u01a1 h\u1ed9i th\u00e0nh c\u00f4ng cao nh\u1ea5t:<\/p>\n<ul>\n<li style=\"text-align: justify\">\n<p>S\u00e1ch Qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng hi\u1ec7u qu\u1ea3: T\u00e1c gi\u1ea3 Frank V. Cespedes, m\u1ed9t chuy\u00ean gia v\u1ec1 chi\u1ebfn l\u01b0\u1ee3c kinh doanh t\u1ea1i Tr\u01b0\u1eddng Kinh doanh Harvard mang \u0111\u1ebfn nhi\u1ec1u v\u00ed d\u1ee5 th\u00fa v\u1ecb, nghi\u00ean c\u1ee9u s\u00e2u s\u1eafc, v\u00e0 nh\u1eefng c\u00f4ng c\u1ee5 ch\u1ea9n \u0111o\u00e1n h\u1eefu \u00edch s\u1ebd gi\u00fap c\u00e1c qu\u1ea3n l\u00fd trong ng\u00e0nh kinh doanh x\u00e2y d\u1ef1ng \u0111\u01b0\u1ee3c \u0111\u1ed9i ng\u0169 b\u00e1n h\u00e0ng tuy\u1ec7t v\u1eddi, t\u1ea1o ra chi\u1ebfn l\u01b0\u1ee3c t\u1ed1i \u01b0u, tr\u00e1nh xa s\u1ef1 th\u1ed5i ph\u1ed3ng kh\u00f4ng b\u1ec1n v\u1eefng.<\/p>\n<\/li>\n<li style=\"text-align: justify\">\n<p>Ch\u1ed1t Sales &#8211; \u0110\u00e0m ph\u00e1n th\u00e0nh c\u00f4ng: Kh\u00f4ng c\u00f3 doanh s\u1ed1, m\u1ecdi chi\u1ebfn l\u01b0\u1ee3c kinh doanh \u0111\u1ec1u tr\u1edf n\u00ean v\u00f4 ngh\u0129a. Cu\u1ed1n s\u00e1ch Ch\u1ed1t Sales s\u1ebd \u0111i s\u00e2u v\u00e0o c\u00e1c k\u1ef9 thu\u1eadt ch\u1ed1t deal, h\u01b0\u1edbng d\u1eabn nh\u00e2n vi\u00ean kinh doanh c\u00e1ch t\u1ea1o d\u1ef1ng ni\u1ec1m tin, x\u1eed l\u00fd t\u1eeb ch\u1ed1i, v\u00e0 chuy\u1ec3n \u0111\u1ed5i kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng th\u00e0nh kh\u00e1ch h\u00e0ng th\u1ef1c s\u1ef1.<\/p>\n<\/li>\n<\/ul>\n<p>&gt;&gt; Tham kh\u1ea3o:\u00a0Top 20+ cu\u1ed1n s\u00e1ch hay v\u1ec1 kinh doanh n\u1ed5i ti\u1ebfng n\u00ean \u0111\u1ecdc<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Qu\u1ea3n tr\u1ecb b\u00e1n h\u00e0ng \u0111\u01b0\u1ee3c xem l\u00e0 m\u1ed9t quy tr\u00ecnh kinh doanh c\u1ed1t l\u00f5i trong h\u1ea7u h\u1ebft c\u00e1c t\u1ed5 ch\u1ee9c. \u0110\u00e2y l\u00e0 \u0111i\u1ec1u c\u1ea7n thi\u1ebft \u0111\u1ed1i v\u1edbi b\u1ea5t k\u1ef3 c\u00f4ng ty n\u00e0o mu\u1ed1n t\u0103ng doanh thu v\u00e0 t\u0103ng l\u01b0\u1ee3ng kh\u00e1ch h\u00e0ng. Quy tr\u00ecnh n\u00e0y li\u00ean quan \u0111\u1ebfn vi\u1ec7c x\u00e2y d\u1ef1ng chi\u1ebfn l\u01b0\u1ee3c, \u0111\u1eb7t m\u1ee5c ti\u00eau&#8230;<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[100],"tags":[],"class_list":["post-13462","post","type-post","status-publish","format-standard","hentry","category-kien-thuc"],"_links":{"self":[{"href":"https:\/\/www.ckconitsha.com\/vn\/wp-json\/wp\/v2\/posts\/13462","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ckconitsha.com\/vn\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ckconitsha.com\/vn\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ckconitsha.com\/vn\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ckconitsha.com\/vn\/wp-json\/wp\/v2\/comments?post=13462"}],"version-history":[{"count":1,"href":"https:\/\/www.ckconitsha.com\/vn\/wp-json\/wp\/v2\/posts\/13462\/revisions"}],"predecessor-version":[{"id":15847,"href":"https:\/\/www.ckconitsha.com\/vn\/wp-json\/wp\/v2\/posts\/13462\/revisions\/15847"}],"wp:attachment":[{"href":"https:\/\/www.ckconitsha.com\/vn\/wp-json\/wp\/v2\/media?parent=13462"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ckconitsha.com\/vn\/wp-json\/wp\/v2\/categories?post=13462"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ckconitsha.com\/vn\/wp-json\/wp\/v2\/tags?post=13462"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}