TAN QUANG VINH CO.

,LTD

Moi ngi oi hoi ban

ASM

PHONG KINH DOANH (T5/04)

TAN QUANG VINH CO.,LTD

Thi gian thng b ph phamtheo nhieu cach :

ien thoai dai dong. Khach tham vieng khong hen trc. Hoi hop : co ke hoach va khong co ke hoach. Trnh t cong viec va thi han cuoi cung. Nhng viec qua chi tiet, tham viec. That bai trong he thong uy quyen, trach nhiem va quyen li. Thong tin chnh xac, ro rang. Giao tiep va hng dan khong ro rang. Khong co kha nang noi Khong! Khong chuan hoa ve he thong bao cao, ho tr. Nhng tnh huong phat sinh.

CHAN NAN

ANH MAT C HOI

QUAN LY THI GIAN KEM

XAO LANG LAP KE HOACH

HIEU QUA CONG VIEC KEM

CANG THANG

MET MOI SAI LAM

PHONG KINH DOANH (T5/04)

TAN QUANG VINH CO.,LTD

Sau hai thang bc len v tr giam sat ban hang khu vc cua mot cong ty, anh Khoa thc s bat au thay lo lang ve cong viec cua mnh. Anh, dng nh khong the hoan tat cong viec ung thi han. Anh phai di lai 3 cuoc hen vi khach hang do ach tac cong viec ot xuat. Mot vai lan anh phai xin loi khach hang do anh khong the hoan tat cong viec ma anh a ha trc o. Theo ban anh Khoa ang gap rac roi ve van e g ?

Ky nang Hoach nh

Ky nang Hoach nh

PHONG KINH DOANH (T5/04)

TAN QUANG VINH CO.,LTD

KY NANG

HOACH NH

Ky nang Hoach nh

HOACH NH ?
Tai sao phai hoach nh ? Moi trng kinh doanh luon thay oi. Cac nguon tai nguyen han che.

Khai niem Hoach nh la qua trnh chuan b e oi pho vi nhng thay oi va tnh khong chac chan bang viec tru lieu nhng cach thc hanh ong trong tng lai.

Ky nang Hoach nh

PHONG KINH DOANH (T5/04)

TAN QUANG VINH CO.,LTD

HOACH NH ?
Hoach nh la cong viec cua tat ca cap quan ly. Ke hoach cua cap di bao gi cung da tren nhng trong tam ke hoach cua cap tren. Viec hoach nh khong mang tnh ap at t tren xuong. Cang xuong cap thap cac ke hoach cang tr nen chi tiet va cu the. cap Giam oc Ban hang khu vc hau het cac ke hoach co thi gian tng oi ngan (1 thang toi a) va eu co khuynh hng ng dung thc te.

Ky nang Hoach nh

HOACH NH CAC CAP

Corporate plan Hoach nh Chien Lc (Strategic plan) Thng la ke hoach dai han trong vai nam Phat trien vi s ong gop t cac cap quan ly.

Department plans

Deparment plans

Hoach nh tac nghiep cua phong / ban (Dept/Division plans) Thng la ke hoach dai han mot nam Phat trien vi s ong gop t cac quan ly phong. Ch co hieu lc trong cac phong ban tng ng.

Supervisory plans

Supervisory plans

Supervisory plans

Supervisory plans

Hoach nh tac nghiep cap c s (Supervisory plans) Thng la ke hoach ngan han (1 thang/ t hn) Phat trien t chnh cap quan ly ASM Ch co hieu lc trong khu vc quan ly tng ng.

Ky nang Hoach nh

PHONG KINH DOANH (T5/04)

TAN QUANG VINH CO.,LTD

HOACH NH CHIEN LC

Hoach nh Chien lc (HCL) luon c ieu chnh tuy theo nhng s thay oi noi tai va nhng bien ong cua moi trng. HCL phai c truyen at chnh xac, thc hien hoan hao va anh gia lien tuc. Mot HCL hoan hao phai am bao s hp tac xuyen suot va s ho tr lan nhau. Hieu HCL se giup chung ta thay c toan canh bc tranh phat trien cua cong ty, cung co ky nang ra quyet nh va khuyen khch nhng nh hng dai han.

Ky nang Hoach nh

TIEN TRNH HOACH NH CHIEN LC

Bc 1: Xac nh s menh va cac muc tieu cua to chc Bc 2: Phan tch cac e doa & c hoi th trng Bc 3: anh gia nhng iem manh & yeu cua to chc

Bc 4: Xay dng cac ke hoach chien lc e la chon

Bc 5: Trien khai ke hoach chien lc

Bc 6: Trien khai cac ke hoach tac nghiep

Bc 7: Kiem tra & anh gia ket qua

Bc 8: Lap lai qua trnh hoach nh

Ky nang Hoach nh

PHONG KINH DOANH (T5/04)

TAN QUANG VINH CO.,LTD

HOACH NH TAC NGHIEP

Hoach nh tac nghiep la ban o chi tiet dan ban en iem ma cap tren cua ban muon en. Hoach nh tac nghiep la qua trnh ra nhng quyet nh ngan han, chi tiet xac nh noi dung cong viec can tien hanh, ngi thc hien va cach thc tien hanh. Qua trnh nay thng bao gom: trien khai ngan sach ; ra quyet nh da tren cac ke hoach hanh ong ; la chon cac phng tien cu the e tien hanh chien lc cua to chc Hoach nh tac nghiep thng trai qua 2 giai oan : Xac nh muc tieu (set objectives) & Xay dng ke hoach hanh ong (Build action plan).

Ky nang Hoach nh

CAC AC IEM HOACH NH CHIEN LC & TAC NGHIEP

Tieu thc
Cac loai quyet nh lien quan Boi canh va ieu kien ra quyet nh. Cap trien khai chu chot Thi gian Muc tieu nh hng

Hoach nh chien lc
Cac quyet nh oi mi va thch nghi Rui ro (xac xuat chu quan) va tnh khong chac chan Cac nha quan tr cao cap Dai han (t > 1 nam en 10 nam) am bao cho s ton tai va phat trien lau dai cua to chc.

Hoach nh tac nghiep

Cac quyet nh hang ngay va thch nghi Rui ro (xac xuat khach quan) va s chac chan. Nhan vien & Cac nha quan tr gia cap di. Ngan han (<=1 nam) Phng ten thc hien cac ke hoach chien lc.

Ky nang Hoach nh

PHONG KINH DOANH (T5/04)

TAN QUANG VINH CO.,LTD

LI VANG NGOC !!!

Neu ban khong biet ni ban se en, th ban se khong biet en au Mot to chc ma khong e ra nhng ke hoach cho tng lai cua no th khong con la to chc Phng phap hieu qua nhat e oi pho vi s thay oi la hay chu ong tao ra s thay oi

Ky nang Hoach nh

HOACH NH TAC NGHIEP

- e thc hien ke hoach nh vay ban phai tra li c cac cau hoi cua quy tac 5W1H
WHAT Lam cai g ?
1. 2. 3. 4. 1. 2. 3. 4. Lam cai g ? Viec g ang c lam ? Nen lam viec g ? Viec g khac con co the lam c ? 1. 2. 3. 4. 1. 2. 3. 4.

WHY Tai sao ?

Tai sao lam viec o ? Tai sao anh ta lam viec o ? Tai sao khong la ngi khac ? Tai sao lam viec ay nh vay ? 1. 2. 3. 4.

WHO Ai lam ?
Ai lam viec o ? Ai ang lam viec o ? Ai nen lam viec o ? Ai khac co the lam viec o ?

WHEN Khi nao ?

Khi nao lam viec o ? Viec o a c lam khi nao ? Viec o nen lam khi nao ? Con luc nao co the lam viec o ?

WHERE au ?
Viec lam o au ? Viec o a c lam au ? Nen lam vec o au ? Co ni nao khac e lam viec o ?

HOW Lam the nao ?

1. Lam viec o nh the nao ? 2. Viec o c lam ra sao ? 3. Phng phap nay co the s dung cac lnh vc khac khong ? 4. Con cach nao khac e lam viec o (tot hn) khong ?

- Hoach nh tac nghiep thng trai qua 2 giai oan :

Ky nang Hoach nh

PHONG KINH DOANH (T5/04)

TAN QUANG VINH CO.,LTD

G 1 : XAC LAP MUC TIEU

Muc tieu : La mot s cam ket cu the oi vi viec thc hien mot ket qua co the o lng c trong mot thi gian cu the. 1. Muc tieu phai c xac nh mot cach ro rang : - Muc tieu nay a e cap en ket qua can hoan thanh nh the nao ? - Muc tieu nay xac nh khi nao th ket qua ch i c hoan thanh ? - Co the o lng c ket qua ch i khong ? Mot muc tieu hu ch cua to chc phai thoa man ca 3 cau hoi neu tren, neu khong muc tieu se gay kho khan cho qua trnh hoach nh.

Ky nang Hoach nh

MUC TIEU
V du : A. Toi a kha nang ban hang cua nhan vien at muc tieu tang doanh so cho nhan vien la 10% Giam tnh trang vang mat. at ch tieu vang mat trung bnh la X ngay/nam Chong lang ph ph hanh chnh (giay but VPP) Quy nh mc ph hanh chnh au ngi la Y ong/thang. Cai thien ty le thanh cong cua anh Nguyen Van A. Ty le thanh cong cua anh Nguyen Van A la 100%.

B.

C.

D.

Ky nang Hoach nh

PHONG KINH DOANH (T5/04)

TAN QUANG VINH CO.,LTD

TAM QUAN TRONG CUA MUC TIEU

Muc tieu :
La ch tieu cu the cho nha quan tr cac cap, cac bo phan a ra quyet nh phoi hp. La chuan mc o lng mc o hoan thanh cong viec cua to chc hay ca nhan. La cong cu thuc ay s cam ket hoan thanh muc tieu cua cac ca nhan trong to chc. La s thach thc cho cac ca nhan va c s khen thng khi ho hoan thanh (tot) cong viec.

Ky nang Hoach nh

Tam quan trong cua Nhan Vien trong Qua trnh Xac Lap Muc Tieu

Qua trnh xac lap cac muc tieu nen co s tham gia ong gop cua cac thanh vien thc hien. Du khong la ngi xac lap muc tieu nh ho : - Co thong tin. - Co cai nhn thau aova kinh nghiem thc tien. - Co nhu cau c bay to y kien va tham gia.

Ky nang Hoach nh

PHONG KINH DOANH (T5/04)

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TAN QUANG VINH CO.,LTD

HE THONG TH BAC CAC MUC TIEU

He thong th bac cac muc tieu rhe hien s lien ket cac muc tieu theo chieu doc va lien ket cheo gia cac cap cua to chc. Cac muc tieu thuoc cap cao hn la muc ch cho cac muc tieu cap di va cac muc tieu cap thap hn la phng tien e hoan thanh cac muc tieu cap cao. Cang xuong cap thap th cac muc tieu cang chi tiet hn, pham vi hep hn va de o lng hn. S thiet lap va thc hien cac muc tieu se tao thanh mot dong ca quyet nh xuoi chieu va phan hoi gia cac cap cua to chc.

Ky nang Hoach nh

HE THONG TH BAC CAC MUC TIEU

Cong ty TANG DOANH THU 20%

Phong KD

Khuyen mai mat hang A

Phong mua hang Phong EA

KD Mien

Lap ke hoach doanh so tang 30% cho tng khu vc

Phong Marketing

KD Khu vc

Lap ke hoach doanh so tang 30% cho tng quan

Ky nang Hoach nh

PHONG KINH DOANH (T5/04)

11

TAN QUANG VINH CO.,LTD

G 2 : LAP KE HOACH HANG ONG

Ke hoach hang ong (action plan) :

Khi cac muc tieu a c xac lap va sap xep theo th t u tien th ban, GBHKV, phai quyet nh lam the nao e at c. Giai oan nay cua qua trnh lap ke hoach chnh la xay dng Ke hoach hanh ong. Qua trnh phat tren Ke hoach hanh ong, can tra li cac cau hoi :

Ky nang Hoach nh

CAC CAU HOI

1. Cai g phai hoan tat ? - Chnh xac la nhng hanh ong g phai thc hien ? - Nhng ong tac nay co the lam c hay khong ? 2. Tai sao phai lam nh the ? - Kiem tra xem lieu rang hanh ong o co that s can thiet ? 3. Khi nao phai hoan thanh ? - Xac nh xem co s ket hp nao gia cac hanh ong tren vi cac hoat ong khac khong ? - Thi gian hoan tat la khi nao ?
Ky nang Hoach nh

PHONG KINH DOANH (T5/04)

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TAN QUANG VINH CO.,LTD

CAC CAU HOI

4. Ai se la ngi thc hien ? - Can xac nh ky nang va kha nang can thiet la g ? - T ket qua o nhan dang ai se la ngi lam viec o ? 5. Hoan thanh hanh ong o au va nh the nao ? - Hanh ong o nen thc hien au? Th trng? Cong ty? Nha? - Can s dung phng phap g? (S o Gantt? Pert hay CPM) Vi nhng cau hoi tren, chung ta se xac nh chi tiet cac bc i can thiet va hn the na chung ta se xac nh c nhng rac roi tiem nang.
Ky nang Hoach nh

Plans of higher management

Indentify specifie supervisory objectives

1. What must be door to attain objectives?

6. How should it be done?

Methode to be followed: manual, machine, or automatic?

What actions must be taken by ASM to achieve objectives? What resources we needed?

2. Why it should be done?

Is the work readly needed? Can use of resources be j

Use of reources and space: What location for each person? for each machine?

5. Where should it be done?

Use of personal What skills are necessary? What knowledge is required?

Use of time and co How is it with other acti?

3. When should it be done?

4. Who should do it?

Ky nang Hoach nh

PHONG KINH DOANH (T5/04)

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TAN QUANG VINH CO.,LTD

POLICY

Khi tien hanh lap ke hoach, chung ta phai lu tam en cac Policy (chnh sach), procedure (thu tuc) cua cong ty. Chung c tao ra e giup chung trong cong viec hang ngay. Chnh sach : - La nhng hng dan mang tnh tong quat cho cac hanh ong. - Khong ch ao chnh xac lam the nao e hoan tat nhng no a ra gii han trong viec thi hanh. - Bao am s nhat quan & hp phap trong hoat dong cua to chc. - Co anh hng en mot hay nhieu phong ban.
Ky nang Hoach nh

PROCEDURE ?

Thu tuc :
- La mot chuoi cua nhng bc hanh ong / thao tac dien ra theo mot trnh t lien tiep nham at mot muc ch nhat nh. - Mo hnh hoa nhng van e thng phat sinh giup giam bt nhu cau ra quyet nh. - Thng co nhng cong ty co he thong quan tr chat lng tot / nhng cong ty tham gia vao quy trnh ISO 9000.

Ky nang Hoach nh

PHONG KINH DOANH (T5/04)

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TAN QUANG VINH CO.,LTD

BAI TAP

- 76 80 : Ban thch c cau quyet nh tap trung. - 65 75 : Ban la ngi luon tuan thu nguyen tac. - 48 64 : Ban la ngi khong co chnh kien ro rang. - 32 47 : Ban la ngi thch phan tan quyen lc.

Ky nang Hoach nh

Nhng van e hoach nh thong dung tren cng v mot ASM

- Doanh so. - Ngan sach. - Incentive. - P & L nha phan phoi / khach hang. - Cong n (tien & vat dung). - Routing Tuyen ban hang. - In door & out door merchandising. - Cac c hoi ban hang : co san & thiet lap (cac chng trnh). - Nhan s.

Ky nang Hoach nh

PHONG KINH DOANH (T5/04)

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TAN QUANG VINH CO.,LTD

V du ien hnh
Anh Khoa la giam oc ban hang khu vc TP.HCM cua cong ty banh Ngoi Sao, mot trong nhng n v hang au banh keo tai Viet Nam. Vao tuan th 2 moi thang anh Khoa nhan c ch tieu cap tren cho thang ke tiep. Thang nay anh nhan c ch tieu nh sau : - Doanh so thang 8 : 1 ty (D.so thc te 08/02 la 700 trieu) Banh bch quy (50%), Banh snack (35%), Keo sa (15%) - Chi ph thang 8 : Giam 20% so vi thang 7 (20 trieu) - Thu hoi cong n : 500 trieu qua han 30 ngay (danh sach) - Bao am tnh hien dien cua tat ca sp banh bch quy tai cac ca hieu cap 2 (anh Khoa ch ban en cac ca hieu cap 1)

Ky nang Hoach nh

V du ien hnh
Phan tch muc tieu : 1. Doanh so thang 8 : 1 ty Banh bch quy (50%), Banh snack (35%), Keo sa (15%) ----> Tang 32% so vi nam 2002! ----> ch tieu nhan vien ban hang se tang 40% so vi nam 2002. 2. Chi ph thang 7 : 20 trieu ong ----> Do ph ien thoai qua cao 8 trieu (bnh thng 2 trieu). 3. Thu hoi cong n : 500 trieu qua han 30 ngay (25 khach hang) ----> Do khach hang co y chiem dung. 4. Bao am tnh hien dien cua tat ca sp banh bch quy tai cac ca hieu cap 2 ----> Cac ca hieu cap 1 thch mua banh Kinh o do noi tieng hn.
Ky nang Hoach nh

PHONG KINH DOANH (T5/04)

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TAN QUANG VINH CO.,LTD

V du ien hnh
Cac bc ke tiep : 1. Doanh so thang 8 : - Ch tieu nhan vien ban hang se tang 40% & tien thng se tang 25% so vi. Chi ph thang 8 :

2.

----> e ngh cac SS xem lai hieu qua cac cuoc ien thoai. 3. Thu hoi cong n : 500 trieu qua han 30 ngay (25 khach hang)

----> a ra chng trnh tang iem cho khach hang tra ung han. 4. Bao am tnh hien dien cua tat ca sp banh bch quy tai cac ca hieu cap 2

----> Lap chng trnh KM mua tang & chng trnh push hang t ca hang cap 1.

Ky nang Hoach nh

V du ien hnh

Cac ke hoach cu the : Ke hoach doanh so & tien hoa hong (1). Ke hoach iem cho cac khach hang n (2). Ke hoach KM cho cac ca hieu cap 2 (3). Mc han che chi ph ien thoai tng khu vc. Ke hoach kinh ph cho thang 8, tong hp (1) & (2) & (3).

Ky nang Hoach nh

PHONG KINH DOANH (T5/04)

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