Luận Văn Improving the factors to enhance sales activities at the website www.khoadaotao.vn

Improving the factors to enhance sales activities at the website www.khoadaotao.vn
ACKNOWLEDGEMENT. 1
TABLE OF CONTENTS. 2
INTRODUCTION 4
Chapter I: Introduction of AMICA Corp. 5
1. Overview of AMICA Corp. 5
1.1. History and development of AMICA Corp. 5
1.2. Organization of AMCIA Corp. 5
1.3. Business field and business activities. 7
1.3.1. Service of providing solutions to develop business in form of training courses. 7
1.3.2. Service of providing information about recruitment7
1.3.3. Service of providing information about training to the learners. 8
2. The fact of sales activities at the website www.khoadaotao.vn. 9
2.1. Product and business field. 9
2.2. Sales force management9
2.3. Process of selling of the website www.khoadaotao.vn. 10
Chapter II – Theoretical framework used for the website www.khoadaotao.vn. 11
1. Sales force management11
1.1. Training salespeople. 11
1.2. Compensating sales people. 11
1.3. Supervising sales people. 12
1.4. Evaluating salespeople. 14
2. Steps in the selling process. 14
1.1. Prospecting and qualifying. 15
1.2. Pre-approach. 15
1.3. Approach. 15
1.4. Presentation and Demonstration. 16
1.5. Handling objects. 16
1.6. Closing. 16
1.7. Follow up. 16
2. Selling online advertising. 17
2.1. Pointing out and classifying what they buy. 17
2.2. Preparing the essential base for their website. 17
2.3. Researching and having deep knowledge of needs – interests of customers. 18
2.4. Pricing, discounting and special favouring. 18
2.5. Building introductory advertising programs. 18
2.6. Selling advertising. 18
2.7. Building sales force. 18
Chapter III – The weakness of factors affecting sales activities at the website www.khoadaotao.vn19
1. Sales force and sales force management system 19
1.1. The quality of sales force. 19
1.2. The managing methods. 19
1.2.1. Training salespeople. 19
1.2.2. Compensating salespeople. 20
1.2.3. Supervising salespeople. 20
2. The shortcomings in the process of selling. 22
2.1. Step 1 – Prospecting and Qualifying. 22
2.2. Step 2 – Pre-approach. 23
2.3. Step 3 – Approach. 23
2.4. Step 4 – Presentation and Demonstration. 24
2.5. Step 5 – Handling Objections. 24
2.7. Step 7 – Follow-up. 25
3.The ability to apply e-marketing method in selling online advertising. 26
Chapter IV – Recommendations to improve shortcomings to enhance sales activities at the website www.khoadaotao.vn. 28
1. Modifying sales management methods to encourage the sales force. 28
1.1. Training sales force. 28
1.2. Compensating sales force. 28
1.3. Evaluating sales force. 29
2. Building and completing the process of selling. 29
3. Applying effectively Internet marketing strategies to online advertising. 30
APPENDIX 32
REFERENCES. 36

INTRODUCTION​
Sales activities play an important role in enhancing the business and the development of the company. In order to carry out long term and short term targets, nowadays, businesses all care much about the training the sales force and completing the factors affecting sales activities.
After three-month period of internship as a salesperson at the website www.khoadaotao.vn, belonging to AMICA Corp, I found that the sales activities have shortcomings, which need improving. Therefore, in the range of my intern report, I chose the topic for study:
“Improving the factors to enhance sales activities at the website www.khoadaotao.vn”
Study targets:
1. Examine the fact of sales activities at the website www.khoadaotao.vn
2. Find out the reason for the shortcomings that effect on the sales activities
3. Point out some recommendations to improve these shortcomings and develop sales activities.
This report studied the sales activities at the company AMICA Corp, especially the website www.khoadaotao.vn in the field of providing the service of online advertising. In the range of the report, the author uses the study methods such as comprehensive analysis, comparison, observation. In addition, the questions are also prepared to interview the employees, especially salespeople to get more information about the fact of sales activities.
About the structure of the report, in addition to the Introduction, Conclusion, Appendix and References, the report includes four main chapters:
Chapter I – Introduction of AMICA Corp
Chapter II – The theoretical framework used to the website www.khoadaotao.vn
Chapter III – The weakness of factors affecting sales activities at the website www.khoadaotao.vn
Chapter III – The weakness of factors affecting sales activities at the website www.khoadaotao.vn