12 Bai Hoc Khoi Nghiep Kinh Doanh

Nguyenquangngoc.com Hotline: 1900 1280 Email: info@cbtp.
vn 1
Mc Lc
LESSON ONE
Cha kha kinh doanh thnh cng 1
LESSON TWO
La chn ng Sn phm v Dch v 9
LESSON THREE
Lp k hoch cho Kh nng sinh li 15
LESSON FOUR
Marketing, Bn hng v Chm sc khch hng 22
LESSON FIVE
Thu phc tri tim v suy ngh ca khch hng 30
LESSON SIX
Bn hng l cch bn dn u 35
LESSON SEVEN
Kt thc giao dch bn hng 43
LESSON EIGHT
Tr thnh Bc thy m phn 51
LESSON NINE
Ngun ti chnh cho cng vic kinh doanh ca bn59
LESSON TEN
Tt c doanh nhn u l Ngi Kinh doanh 67
LESSON ELEVEN
Ci thin nng sut c nhn ca bn 75
LESSON TWELVE
Gia tng li nhun/ Cn bng gia cng vic v cuc sng c nhn 82
Nhng ghi ch v bi tp thc hnh nh gi, cng c v tip tc hc hi.
Nguyenquangngoc.com Hotline: 1900 1280 Email: info@cbtp.vn 2

LESSON ONE
Cha kha kinh doanh thnh cng
y l nhng iu chc chn bn cn v phi lm mt cch thng xuyn

bt u xy dng mt nn tng kinh doanh thnh cng.
1) 90% ca nhng tht bi trong kinh doanh, theo Dun & Bradstreet l kt
qu ca s thiu kin thc v k nng trong cc b phn ca ch doanh
nghip.
2) Hu ht mi ngi u bt u mt cng vic kinh doanh mi bng s

liu mng vo n, sau mi tm hiu n nhng bi hc c nhng chi
ph t c v thi gian v tin bc.
3) Tin tt l 90% cc doanh nghip c khi s bi nhng ngi

c kin thc v k nng kinh doanh u thnh cng.
4) iu quan trng nht kinh doanh thnh cng l "S r rng", bn

cn phi quyt nh c chnh xc nhng iu bn mun trong mi
lnh vc kinh doanh ca bn.
5) Ngi kinh doanh thnh cng l ngi kin tr theo ui mc

tiu ca mnh mt cch mnh m, h lm vic hng n mc
tiu ca mnh mi ngy.
6) C by bc t c mc tiu. Bao gm:
a) Xc nh c chnh xc nhng iu bn mun.
b) Vit n ra giy.

c) Thit lp cho n mt thi hn, nu cn thit hy lm tht chi tit.
d) Lit k tt c mi th bn phi lm t c mc tiu ca

mnh
e) Sp xp danh sch ca bn thnh mt bn k hoch bng cch

thit lp k hoch hnh ng theo th t u tin.
f) Hy bt tay vo thc hin k hoch ca bn ngay lp tc.
g) Lm iu g mi ngy bn c th tin n mc tiu quan

trng ca mnh.
7) Vit ra mt danh sch 10 mc tiu hin ti c th thit lp suy

ngh ca chnh bn.
8) Phn tch danh sch , v chn ra mt mc tiu c nhng tc ng

tch cc mnh nht cuc sng kinh doanh ca bn.
9) Trin khai ngay mt k hoch, ngay ngy hm nay t c mc tiu

cho d c iu g xy ra i na.
10) ng lc chnh tr thnh mt doanh nhn khng phi l v tin

m l s t do.
11) iu cn thit u tin kinh doanh thnh cng l lng can m

hnh ng khi khng c s m bo no v s thnh cng.
12) iu th hai bn cn l phi c s kin tr, c gng cho n khi

bn thnh cng.

13) Chn mt lnh vc kinh doanh, mt sn phm, hoc dch v m bn
thch, tham gia vo v s dng n nhng k nng m bn c.
14) Lm iu g bn thch, bn quan tm v c th thu ht s ch ca

bn.
15) Hy thc s r rng v khch hng l tng cho sn phm hoc

dch v ca bn.
16) Sn phm hoc dch v ca bn phi tt hn ba ngun cung cp

khc nhau t i th cnh tranh ca bn.
17) Hy hnh ng tht nhanh, cn nghin cu th trng gi r trc khi ngh

n chuyn chi tiu tin bc.
18) Tm hiu mi chi tit ca sn phm hoc dch v trc khi bn u

t vo vic a n vo th trng.
19) Hy tm hiu kin ca mt khch hng v tng sn phm

hoc dch v mi ca bn.
20) Tip cn cng vic kinh doanh ca bn mt cch chin lc, theo
cch bn l mt n v t vn a ra nhng li khuyn.
21) Lm th no sn phm ca bn c th phc v khch hng tt hn,

nhanh hn hoc r hn?
22) Xc nh lnh vc xut sc ca bn, cng nh nhng li th cnh tranh

ca mnh trn th trng.
23) Xc nh i th cnh tranh i vi vi nhng g bn mun bn.

24) Xy dng k hoch kinh doanh hon chnh trc khi bt u.
25) Hy nh rng, mi th s t gp i so vi nhng g bn ngh v

s phi tn gp 3 ln so vi nhng g bn c tnh.
26) Quy Lut Murphy: Bt c iu g c th sai lm th n s sai lm
27) Hy ngh n tt c nhng vn c th ca cng vic kinh doanh trc

khi bn bt u.
28) Hy trnh nhng sai lm dn n kinh doanh tht bi.
29) Hai trong s nhng l do chnh cho s tht bi ca mi ci nhn l s

thiu kin nhn l s tham lam.
30) L do chnh cho s tht bi trong kinh doanh l vic thiu ht doanh
s v s mt ca b phn bn hng.
31) Mc tiu ca mt doanh nghip l to ra v gi chn khch hng; li

nhun thu v chnh l kt qu.
32) Tp trung vo 5 ch "P" ca marketing: Sn phm (Product), Gi c

(Price), a im (Place), Khuyn mi (Promotion), nh v
(Positioning).
33) Tp trung vo tm im duy nht l doanh s bn hng ngy t ngy u

tin.
34) Hy qung co v sn phm v dch v ca bn mt cch lin tc.

35) Hy kim tra tt c nhng phn qung co hay li cho hng trc khi
bn s dng n trn din rng.
36) Cn tp trung cc danh mc qung co vo mt li ch c th m

khch hng c th tn hng khi mua hoc s dng dch v ca bn.
37) S dng internet thc y doanh s bn hng ca bn bng cch tr

thnh mt chuyn gia trong lnh vc internet marketing.
38) Hnh ng mt cch kin nh i vi nhng iu c nh hng.

Lin tc tin n mc tiu kinh doanh ca bn mi ngy.
39) Hy hc cch lm th no c c s tin bn cn bng 14

cch khc nhau, nh c din gi trong chng trnh ny.
40) Tm hiu lm th no vay tin t ngn hng vi cc nm ch C.
41) Hy s dng tt c cc tin b ca cng ngh giao tip vi khch

hng, v to ra doanh thu.
42) Lun tp trung vo 20% cc hot ng chim 80% kt qu ca bn.
43) Tm hiu v thc hnh phng php qun l thi gian ABCDE
44) Tinh thn hc tp sut i, t nht l t 1-2 gi mi ngy.
45) Tuyn dng mt cch k lng v a ra quyt nh bi tr nhanh

chng. 95% thnh cng ca bn c quyt nh bi nhng ngi bn
thu lm vic.

46) Thc hnh 7 b quyt thnh cng c gii thch trong chng trnh
ny.
47) Hy qu quyt rng bn ang c c mt thnh cng rt ln trong

kinh doanh v khng c bt c iu g c th ngn bn li.
BI TP THC HNH
1) Xc nh v tr doanh nghip ca bn ang thc s u. u l

nhng iu m sn phm hay dch v ca bn cung cp, u l nhng
iu c trnh khi hay dnh ring cho khch hng ca bn.
a)
b)
c)
2) Xc nh li th cnh tranh ca bn. Nu ra 3 l do ti sao ngi ta

cn phi mua sn phm ca bn ch khng phi t i th cnh tranh
ca bn.
a)
b)
c)

3) Tp trung vo doanh thu bn hng mi ngy. iu g bn c th lm
tng cht lng v s lng bn hng ca bn ngay hm nay?
a)
b)
c)
4) Khch hng l tng ca bn l ai?M t c im ca khch hng l

tng ca bn theo 3 cch:
a)
b)
c)
5) Xy dng mt k hoch kinh doanh hon chnh. u l 3 yu t

quan trng nht?
a)
b)
c)
6) Ti u ha thi gian ca bn. Ba iu c gi tr nht m bn c th lm

mi ngy l g?

a)
b)
c)
7) Ba hot ng c tc ng tch cc nht n cng vic kinh doanh ca

bn ngay lc ny l g?
a)
b)
c)
Ghi ch v bi tp xem xt, cng c v lin tchc tp

LESSON TWO
La chn ng sn phm hoc dch v
1) Cha kha kinh doanh thnh cng l doanh thu bn hng cao,
l do cho s tht bi trong kinh doanh l doanh thu bn hng thp,
tt c nhng iu khc ch l din thuyt.
2) Sn phm hoc dch v ca bn phi c mt iu g khin bn tin

tng tuyt i rng iu s khin bn tr thnh tt nht trong ngnh,
cng chnh iu d s to nn li nhun.
3) Bn ch cn cung cp mt sn phm hoc dch v m bn c

kh nng tr thnh tt nht trong lnh vc bn chn.
4) Khi la chn mt sn phm hay dch v, hy chc chn rng c nhn

bn cng thch n v tn tng vo n.
5) Hy suy ngh nh mt khch hng, bn s thch n ch? Liu khch

hng c mua n khng? Liu khch hng s mua n t bn ch?
6) u l iu m khch hng ca bn mong mun hoc s mua trong vng

nm nm?
7) Cch tt nht d on c tng lai l to ra n.
8) Hy hnh dung ra hnh nh i mi ca bn v ca doanh nghip sau mi 6

thng.

9) S khng bao gi c c mt sn phm v dch v cn thit c
ra i c th p ng c mong mun v nguyn vng khng c
gii hn.
10) c tt c mi th c th gip bn tm ra c tng mi cho sn

phm v dch v ca bn.
11) n tham d cc chng trnh trin lm, hi ch thng mi trong lnh

vc ca bn.
12) Tm kim nhng sn phm mi hoc nhng tng mi v dch v

ang c ni bt t nhng cu chuyn tin tc trn bo kinh doanh.
13) Hy theo di mi th xung quanh ngay c khi bn ang i du lch.
14) Mt trong nhng ngun chnh ca cc sn phm v tng

dch v mi l t iu tra nhn khu hc.
15) Hy tm ti t chnh lnh vc hoc nhng k nng, kinh nghim ca

ring bn c c nhng sn phm hay tng dch v mi.
16) Xy dng mt bn k hoch c th thc hin mong mun ca bn,

v bt u thc hin, cho d bn c sn sng hay khng, t n vo
trng thi hot ng.(Napoleon Hill)
17) Khi bn tm thy mt sn phm hay dch v mi, hy xc nh xem

cn tn bao nhiu chi ph thc hin. (Hy gi in hoc gh thm mt
khch hng tim nng cho nhng sn phm hoc dch v m bn ang mun
a ra th trng)

18) Tm n nhng ngi cng ngnh kinh doanh c th nh h cho
kin v nhng sn phm hay dch v ny.
19) Khi bn gi sn phm hoc dch v ca bn n mt ngi ph n, c

y s cho bn ngay mt cu tr li trung thc, chnh xc v trc quan v
cc im hp dn v tnh kh quan ca n.
20) Sn phm hoc dch v ca bn phi c cp trn trong t nht ba

cch bt k sn phm cnh tranh, dch v trn ca bnch.
21) Lm th no m rng th trng ca bn? c bao nhiu sn

phm hoc dch v ca bn c bn ra? Hy tm hiu chnh xc nhng
iu i th cnh tranh ca bn ang chun b v nhng iu khin khch
hng tr tin.
22) Khch hng ch quan tm n sn phm ca bn khi n ci thin

c cuc sng hoc cng vic ca h.
23) Nhng g c th bn c?
24) N s bn c cho ai?
25) Lm th no bn c n?
26) Ai l ngi bn n?
27) Phng thc marketing, qung co, khuyn mi bn s s dng l g?
28) Lm th no sn phm hoc dch v c sn xut v cung

cp cho khch hng ca bn?

29) Khch hng chi tr cho sn phm bng cch no?
30) Bn s phc v khch hng sau khi mua bng cch no?
31) Th trng c thc s ln, li nhun cho nhng g bn mun bn

khng? Hu ht 80% ca tt c cc sn phm v dch v trn th trng
ngy hm nay s tr nn li thi trong vng 5 nm.
BI TP THC HNH
1) Chnh xc nhng iu m sn phm hoc dch v ca bn, trong iu

kin thun li, s gip ci thin cuc sng hay cng vic cho khch
hng ca bn l g?
a)
b)
c)
2) Ai l khch hng, khch hng l tng, khch hng hon ho ca

bn? Tui tc, thu nhp, ni , a v, nn tng gio dc, hon cnh c
bit hoc nhu cu th no?
a)
b)
c)

3) Lm th no nhng qung co, khuyn mi v cc hot ng iu
hng khc ca bn thu ht khch hng l tng?
a)
b)
c)
4) Lm th no bn c sn phm hoc dch v khi khch hng cn

nghi ng v vic h nn mua hng t bn?
a)
b)
c)
5) Bn s sn xut, ng gi, vn chuyn v giao sn phm ca bn khi

bn c n nh th no c th m bo t cht lng cao?
a)
b)
c)
6) Bn s theo di v phc v khch hng ca bn nh th no m

bo c mc hi lng v lp li vic mua hng ca khch hng?

a)
b)
c)
7) K hoch pht trin, cho ra i nhng sn phm mi hoc tng v

dch v mi tip tc tng doanh s v li nhun bn hng ca bn l g?
a)
b)
c)
Ghi ch v bi tp xem xt, cng c v lin tchc t

LESSON THREE
Lp k hoch cho kh nng sinh li
1) Trc khi bn thc hin bt c iu g, bn phi bt tay vo lm mt iu

g khc trc .
2) Nhng cng vic c tr lng cao nht trong kinh doanh cn c

suy ngh, v kt qu m n mang li c th ng hoc khng.
3) Mc tiu ca mt doanh nghip l to v gi chn khch hng.
4) Thc o quan trng trong kinh doanh thnh cng l s hi lng ca khch
hng.
5) Cha kha quan trng xy dng s giu c v kinh doanh thnh

cng l bn cn gia tng thm gi tr bng nhiu cch.
6) Trng tm ca kinh doanh l khch hng.
7) Cha kha ca cuc sng, cng vic v kinh doanh l s ng gp.
8) Cu hi quan trng nht bn t ra khi gii quyt bt c vn

no, vt qua bt c tr ngi no, hoc t c bt k mc tiu
kinh doanh no l "Lm Th No?".
9) Chin lc thnh cng trong hm nay l lin tc ci tin mi

lnh vc hot ng.
10) Hot ng quan trng i vi vic kinh doanh thnh cng l bn hng.
11) Vn trng im m bn cn ch n l dng chy ca ng tin.

12) Cc mc tiu chnh ca doanh nghip cn phi c lin tc tng trng.
13) Cha kha cht lng cho thnh cng trong kinh doanh l mc quyt
tm ca bn
14) Mc tiu quan trng cn t c n mc khin bn khng bao

gi phi lo lng v tin bc mt ln na.
15) Bn cn phi r rng, c th nhng mc tiu kinh doanh ca mnh

trn giy, v i vi tt c nhng phn khc trong cuc sng ca bn
16) Hy tng tng xem ngay hm nay bn nhn c $ 20.000.000

trong ti khon ngn hng, tr thu, nhng bn ch cn mi nm cn
li sng.
17) u l nhng mc tiu tuyt vi nht m bn s thit lp cho mnh nu

bn bit c rng mnh khng th tht bi?
18) K hoch kinh doanh ca bn bao gm gch u hng u tin,

gch u hng tip theo v gch u hng cui cng.
19) Bn nn thc hin phn tch li nhun ca tt c nhng sn phm v

dch v c bn nh k.
20) Xc nh- doanh nghip ca bn ang u? Cng vic kinh doanh

ca bn chnh xc l g?
21) Nhn bit- Ai l khch hng ca bn?Ai l khch hng l tng ca bn?

22) Tm hiu - Ti sao khch hng mua sn phm hoc dch v ca bn? u
l gi tr m h tm kim?
23) Thu hiu - Li th cnh tranh ca bn l g? Bn lm g tt hn bt

k i th cnh tranh no ca mnh?
24) thc c - i th cnh tranh ca bn l ai? Ai l ngi m khch
hng mua t h ch khng phi t bn?
25) Nhn bit - u l iu kh khn gi chn bn li. iu g thc y

bn t c mc tiu ca mnh?
26) Quyt nh c - u l 20% hot ng m bn tham gia vo c

th mang li 80% kt qu ca bn.
27) Xy dng mt k hoch kinh doanh trc khi bt u ngh n

nhng con s v vn quan trng trong cng vic kinh doanh ca
mnh.
28) Mi pht dnh cho vic lp k hoch l tit kim 10 pht trong qu
trnh thc hin, v sau c th l hng trm ngn la.
29) H thng l mt quy trnh bc tng bc, t u n cui m bn cn

dng m bo t c hiu qu mt cch nht qun v xc thc trong
tng b phn.
30) Bn cn c mt h thng c kim chng c th to ra mt lu

lng khch hng tim nng cht lng n nh.
31) Bn cn c mt h thng bn hng c chng thc a

khch hng tim nng tr thnh ngi mua hng.

32) Bn cn mt h thng ng tin cy cho ra i cc sn phm hay dch
v m bn bn c cho khch hng.
33) Bn cn c mt h thng dy chuyn hon thnh cc n

t hng v cung cp nhng sn phm hoc dch v cho khch
hng.
34) Bn cn c nhng chnh sch v th tc bng vn bn cho nhng dch

v chm sc tip theo sau dnh cho mi khch hng ca bn.
35) Bn cn c mt h thng k ton hot ng thng sut theo di

tng ng doanh thu cng nh chi ph i vo v i ra ca doanh nghip.
36) Bn cn c c mt h thng h tr vic m t chi tit tng cng vic

v hng dn lm th no thc hin cng vic .
37) Bn cn phi xc nh nhng thc o, quy nh v cch tnh im cho

mi cng vic v tng phn ca ca mi cng vic.
38) Mu thc kinh t l con s quan trng quyt nh s thnh cng

hay tht bi i vi doanh nghip ca bn.
39) Hy suy ngh v cch bn o lng s thnh cng ti v tr lm vic

ca mnh.
BI TP THC HNH
1) Tm ra vn ngay ngy hm nay bt tay vo vic ln k hoch,

hy suy ngh thu o v vit ra cu tr li ca bn dnh cho nhng cu
hi quan trng trong bi tp ny, u l iu quan trong nht?

a)
b)
c)
2) Xc nh nhng iu m sn phm hay dch v lm cho khch

hng ca bn, n ci thin cng vic hay cuc sng ca h bng
cch no?
a)
b)
c)
3) Xc nh i th cnh tranh quan trng ca bn, vi ti sao khch

hng tim nng li mua hng t h ch khng phi t bn?
a)
b)
c)
4) 20% hot ng bn hng v marketing mang li 80% gi tr cho tt c

nhng vic bn lm l g?
a)

b)
c)
5) u l nhng iu bn c th lm ngay ngy hm nay tr thnh

mt trong nhng n v tt nht trong ngnh ca mnh?
a)
b)
c)
6) D bo chnh xc dng tin ca bn dnh cho nm tip theo v nhu

cu v ti chnh cng vic kinh doanh c th tn ti.
a)
b)
c)
7) a nhng suy ngh hin ra trn giy. Hy dnh thi gian thng
xuyn c xem xt cc s liu v d liu chnh cho cng vic kinh
doanh ca bn. Nhng s liu v d liu l g?
a)

b)
c)

LESSON FOUR
Marketing, bn hng v dch v chm sc khch hng
1) Tt c mi ngi u thc hin cng vic bn hng, mt hnh thc no

, t khi bn bt u cng vic u tin ca mnh n khi bn khng con
lm vic na.
2) Tt c thnh vin ca mt doanh nghip u c th c nhn dch

v chm sc khch hng, cho d bn c lm bt c iu g i na.
3) Mc ch ca mt doanh nghip l to ra v gi chn mt khch hng.
4) Lm th no bn o lng s hi lng ca khch hng?Tr li: vic

kinh doanh c lp li l nh vo cm gic hnh phc v s hi lng ca
khch hng.
5) C 3 mc tiu: 1) Khin khch hng h mua hng t bn ch khng

phi t ai khc. 2)Khin h mua hng tr lai. 3)Khin h mang hng n
cho bn ca h.
6) Ngi quan trng nht trong kinh doanh l khch hng.
7) Marketing l qu trnh iu hng.
8) Hot ng bn hng l hot ng kinh doanh chuyn i khch hng tim

nng tr thnh ngi mua hng.
9) Ch P u tin trong marketing hn hp l sn phm hoc dch v ca

bn: bn nh ngha sn phm hay dch v theo nhng g n c th ci thin
cuc sng hay cng vic cho khch hng ca bn.
10) Gi c l s tin m bn s tnh ph cho sn phm hoc dch v m bn
cung cp, trong tt c cc cch khch khc nhau.
11) V tr l ni m bn s xc nh im m doanh nghip hoc n v cung

cp sn phm hay dch v ca bn.
12) Bn cn n lc vo vic lm th no qung co v thu ht khch

hng, cng nh vic lm th no chuyn i h thnh ngi mua hng.
13) Phn bao b c m t mi yu t hnh nh m khch hng ca bn

nhn thy trong qu trnh mua hng t bn hay khng?
14) V tr ca bn c xc nh bi nhng li ni v suy ngh ca

khch hng c c khi tn ca bn xut hin trong tm tr ca h.
15) Ngi ca bn, phn th by ca marketing hn hp, l nhng ngi

thc s tng tc vi khch hng mi ngy.
16) Kinh doanh thc s l cng vic thu ht khch hng quay tr li.
17) Xc nh bn cn c bao nhiu khch hng mi thng bn c th ha

vn.
18) Cha kha u tin ca chin lc marketing l s chuyn mn ha,

i vi mt sn phm hay dch v c th, th trng, hoc khch hng
19) Phn th hai ca chin lc Marketing l s khc bit, y l li th

cnh tranh ca bn, nhng g bn cn lm l khin cho iu hon ho
hn bt k i th no khc.

20) Cha kha th 3 i vi chin lc marketing l s phn khc, cn
phi xc nh chnh xc khch hng tim nng, l nhng ngi s c
hng li nhiu nht t nhng iu bn lm hn bt c ai khc.
21) Cha kha th 4 ca chin lc marketing l s tp trung, y l im

m bn tp trung thi gian v tin bc ca mnh v cc khch hng tim
nng nht ti th trng bn hin c.
22) Qung co l mt hnh thc chia s thng tin c c khch

hng tim nng.
23) Bn nn lun kim tra v o lng cht lng qung co quy

m nh trc khi trin khai trn din rng.
24) Hy nhn din nhng li ch quan trng m bn cung cp, chnh l

l do hu ht mi ngi p li phn qung co ca bn.
25) Trong qung co, vic tp trung vo mt li ch m khch hng

mong mun nhiu hn bt c iu g khc, l cch h phn hi
tr li.
26) Cng thc ba phn cho qung co hiu qu l m t cc vn , chia s

gii php v sau cho thy rng sn phm hoc dch v ca bn l gii
php tt nht trong tt c nhng xut.
27) Qung co phn hi trc tip c ngha l ngi ta s hi p li ngay

lp tc phn qung co ca bn. Nu nhng phn hi khng n, hy
dng qung co li!
28) Mc ch ca marketing l lm cho vic bn hng tr nn khng cn thit.

29) Quy trnh bn hng bao gm tt c nhng iu bn lm chuyn i
khch hng tim nng thnh khch hng.
30) Quy tc u tin ca bn hng l tin hnh kho st, c th dnh

nhiu thi gian cho nhng iu c k vng hn.
31) iu th hai trong bn hng l thit lapaj mi quan h v xy

dng nim tin khin ngi khc thch th v tin tng mi khi bn
ni.
32) iu th ba trong bn hng l phi xc nh chnh xc v nhu cu

trc khi bn bt u chia s v sn phm hoc dch v ca mnh, bn
lm iu ny bng cch a ra mt cu hi hay.
33) Vic mua bn c din ra trong khi gii thiu, y l phn th t

trong bn hng, l khi bn thit lp c mi quan h, xc nh r
rng nhng iu ngi ta mong mun v ang tm kim.
34) Phn th nm trong bn hng l tr li nhng kin tri chiu, s

khng c mua bn nu khng c s phn i hay s lo lng thc mc.
35) Phn th 6 trong bn hng l kt thc bn hng, tc l khin cho

khch hng thc hin mt cam kt chc chn, k kt ngay tc th v
gi n bn chi phiu.
36) Phn th 7 ca bn hng l lp li vic bn hng v nhn gii thiu t

nhng khch hng hi lng. Cng c nhiu s gii thiu th vic bn hng
cng d dng v bn cng kim c nhiu tin hn.
37) Nim tin l mt iu quan trng trong bn hng.

38) Dch v chm sc khch hng v s hi lng ca khch hng l cha
kha kinh doanh tng trng v sinh li nhun.
39) Cp u tin ca dch v chm sc khch hng l im m bn p

ng c nhng k vng ca khch hng ti mi thi im, i vi c nhng
iu c ni ra v khng ni ra.
40) Cp th hai ca dch v chm sc khch hng l bn
vt qua s mong i, bn thc hin c nhng iu cao
hn, xa hn khin cho khch hng phi nghi ng.
41) Cp th ba ca vic khin cho khch hng hi lng l im m

bn mang li s thch th cho khch hng, p ng cho h mt cp
cao hn bt c ai khc c th lm.
42) Cp th 4 ca dch v chm sc khch hng l im m bn mang

li s ngc nhin cho khch hng ca mnh, bn khin h hnh phc n
ni mun mua thm mt ln na t bn, v mang chng n cho bn b
ca h.
43) Cu hi cn bn nht trong marketing l: "Theo nhng iu bn

c tri nghim cng chng ti, trn thang im t 1 n 10, bn s
gii thiu chng ti vi nhng ngi khc ch?"
44) Mi ln tip xc vi khch hng l mt "thi im xc thc"

xem khch hng ny c mua hng thm mt ln na hay khng.
45) Bn phi lin tc kim tra, o lng tt c cc phn ca k hoch

marketing hn hp v chm sc khch hng.

46) Bn cn mt chnh sch chm sc khch hng r rng, th hin trn
giy, th hin mt cch chnh xc rng khch hng s c chm sc nh
th no theo mi hon cnh khc nhau.
47) Cha kha kinh doanh thnh cng l p ng cho khch hng nhng
dch v m h mong i, sau l khng ngng phn u vt trn
mc mong i.
Bi tp thc hnh
1) Quyt tm s dng 50% thi gian ca bn hoc nhiu hn cho nhng

ngi mua hng t by gi. Khin n tr thnh trng tm cho tt c
mi ngi trong doanh nghip. Bn lm iu ny bng cch no?
a)
b)
c)
Xc nh xem bn ang phi chi tiu ht bao nhiu "mua khch hng"
v bn kh nng cho bao nhiu. u l phng n tt nht?
a)
b)
c)

3) Kim tra v o lng cho mi phn qung co v khuyn mi chc
chn rng n c "min ph" bng cch t n tr tin cho mnh trong
nhng phn li nhun c thm vo. Phng n tt nht cho qung co
v khuyn mi ca bn l g?
a)
b)
c)
4) Phn tch qu trnh bn hng ca bn v chc chn rng tt c nhng ai

thc hin giao dch vi khch tim nng hoc khch hng u c o
to y c th chuyn i khch hng tim nng nhiu nht c
th.Cc b phn quan trng trong quy trnh bn hng ca bn l g?
a)
b)
c)
5) Xy dng mt chnh sch cho dch v chm sc khch hng v m bo

rng tt c mi ngi trong cng ty u bit chnh xc nhng g cn phi
lm v ni mi khi lin h vi khch hng. Ba phn quan trng nht ca
phn thng tin lin h khch hng l g?
a)
b)

c)
6) Xc nh li th cnh tranh quan trng nht ca bn, phn xut

bn hng c o ca bn, v xy dng tt c nhng chng trnh qung
co, khuyn mi v bn hng xung quanh n. u l phng n nng
cp sn phm hay dch v ca bn trong cuc chy ua vi i th cnh
tranh?
a)
b)
c)
7) Xc nh nhng iu bn s phi lm c th khin cho khch hng

ca bn s im t 9 n 10 trong cu hi. "i vi nhng iu bn c
tri nghim, bn s gii thiu chng ti n ngi thn v bn v ca bn
ch?"
a)
b)
c)

LESSON FIVE
Chinh phc tri tim v tm tr ca khch hng.
1) Khch hng ch yu ngh v bn nh th no, bn bn hng d dng

ra sao, bn bn c bao nhiu, mc thng xuyn khch hng mua
hng t bn th no, v h c gii thiu bn cho ngi khc khng.
2) u l iu hu ch nht khch hng ngh n v s dng n khi h

ni v cng ty ca bn?
3) iu quan trng quyt nh s thnh cng ca bn l s khc bit ca bn

i vi i th cnh tranh nhiu cch.
4) Ti sao khch hng ca bn mua sn phm hoc dch v ca bn ch

khng phi t i th cnh tranh ca bn?
5) u l iu khin cho sn phm hay dch v ca bn hp dn i vi khch

hng nhiu hn so vi i th cnh tranh ca bn?
6) u l nhng iu m sn phm hay dch v ca bn c th gip khch

hng ci thin cuc sng hoc cng vic ca h?
7) Trn thang im t 1 n 10, bn xp hng v cht lng ca mnh trn

th trng nh th no?
8) Bn c th lm g ci thin th hng cht lng ca mnh trn

th trng i vi i th cnh tranh?
9) Uy tn ca bn l ti sn qu gi nht, iu ny c nh ngha l
"lm th no khch hng bit n bn?"

10) Cng c gii thiu nhiu th cng c thm s tin cy v uy tn hn
bt c iu g m i ng bn hng ca bn c th ni.
11) "Xc nh chnh xc nhng phm cht tin cy m bn mun

cng ty mnh c trn th trng, v sau hy chc chn rng tt c
nhng iu bn lm u h tr v cng c cho nhng iu ."
12) V tr ca chnh bn theo mt cch khc vi cch m i

thu cnh tranh ca bn ang c trn th trng ny, l bn
gc.
13) iu u tin ca cht lng c xc nh l sn phm hay dch v

ca bn th hin c nhng iu m bn ni rng n c.
14) iu th hai ca cht lng c nh gi bi dch v chm sc

khch hng ca bn, l cch m bn i x vi mi ngi trong
khi bn bn v cung cp cc sn phm cng nh dch v ca mnh.
15) Hy chc chn rng tt c nhng ai tng tc vi khch hng ca

bn u nhit tnh, thn thin v tch cc.
16) Thng hiu ca cng ty c inh ngha bi "Nhng iu bn

ha v nhng li ha bn thc hin"
17) Tnh nht qun l iu quan trng nht trong kinh doanh thnh cng,
bn cn i x vi khch hng ca bn theo mt cch duy nht qua mi
thi im.
BI TP THC HNH

1) Xc nh uy tn ca bn trn th trng ngay hm nay. Mi ngi ni g
v bn, v cng vic kinh doanh ca bn, v sn phm hay dch v ca bn
khi h gii thiu bn cho ngi khc?
a)
b)
c)
2) Hy la chn nhng t ng m bn mun chng xut hin trong suy

ngh ca khch hng khi tn ca bn c nhc n. Bn c th lm g
m bo rng nhng li ny s xut hin trong suy ngh ca khch hng
khi h ngh v bn?
a)
b)
c)
3) Xc nh th hng cht lng ca bn trong cng vic kinh doanh

hay ngnh ca bn ngay hm nay. Trn thang im t 1 n 10, v 10 l
mc cao nht, th mc im ca bn ngy hm nay l bao nhin v lm
th no bn ci thin n?
a)
b)
c)

u l nhng vic lm m bn c th thc hin hoc thay i c th
bt u ci thin th hng cht lng ca mnh ln 1 im?
a)
b)
c)
5) Nu doanh nghip ca bn ln mnh, thnh vng v l tng mi

phng din, th lm th no mi ngi s ni v bn khi so snh vi
i th cnh tranh ca bn? Lm th no doanh nghip v sn phm
ca bn tt hn nhng ni khc?
a)
b)
c)
6) Thng hiu ca bn l g? Nhng li ha hn no l iu m khch

hng mong i bn thc hin khi h mua hng t bn?
a)
b)
c)

7) Nu doanh nghip ca bn c nh gi l tt nht trong ngnh, th
u l nhng iu khc bit i vi phng thc kinh doanh ca bn
ngay hm nay? u l nhng iu thay i m bn to ra?
a)
b)
c)

LESSON SIX
Bn hng l cch bn dn u.
1) T thi im bn bt u cng vic kinh doanh ca mnh n khi bn v

hu, bn lun l ngi bn hng d hnh thc no.
2) bao gi bn t hi ti sao mt s ngi thnh cng hn nhng

ngi khc?
3) Mi ngi u c kh nng tr thnh ngi bn hng v cng xut sc,

iu ny cn c tr thnh mc tiu ca bn.
4) Hy a ra mt la chn chnh xc, ngay by gi, tr thnh mt

trong nhng ngi bn hng tt nht trong lnh vc ca bn.
5) Thnh lp mt doanh nghip, cn c nhng quyt nh tt nht cho nhng

iu bn lm.
6) Quy lut Gia tng Gi tr l nguyn nhn ca tt c nhng thnh

cng ln trong cuc sng, bao gm c bn hng thnh cng.
7) Bt c iu g c gi tr thc l gi tr thc hin km u tin.
8) Cam kt bt u t hm nay phi c tt c cc cun sch c

th gip bn tr thnh ngi bn hng xut sc.
9) Nghe cc chng trnh audio khi bn lai xe t ni ny n ni khc.
10) Tham gia tt c cc kha o to c th a bn tr nn vt tri trong

vic bn hng.

11) Bn l ngi to nn s phn v lm ch vn mnh ca chnh
mnh.
12) Bn c tr cng tng ng vi hiu xut lm vic v

kt qu bn mang li.
13) Quyt tm ngy hm nay phi l ngi lm ch c s thay i hn l

tr thnh vt hi sinh.
14) The Winning Cnh Concept ni rng "s khc bit nh trong nng lc
c th tr thnh s khc bit ln trong kt qu."
15) Nhng nhn vin bn hng c thu nhp cao nht c cng quan im
v phm cht trong suy ngh.
16) Mt trng thi tinh thn tch cc l iu cn thit thnh cng trong bn
hng.
17) Nhng ngi bn hng hng u l nhng ngi y tham vng, h

cam kt thc hin tt nht nhng iu h lm.
18) Nhng ngi bn hng hng u l nhng ngi dng cm, h ng

u vi tt c ni s hi v s tht bi hoc s t chi gi mi ngi
li.
19) Nhng ngi bn hng hng u l nhng ngi tuyt i cam kt

vi cng ty ca h, sn phm v dch v cng nh i vi khch hng
ca h.
20) Khch hng ngy nay cng ngy cng hiu bit, tinh t, giu
kinh nghim v nhiu nhu cu.

21) 40% kt qu ca vic bn hng hin i da trn mi quan h c cht
lng tt vi khch hng trc khi bn bt u tin hng bn hng.
22) 30% kt qu ca quy trnh bn hng hin i l xc nh

c chnh xc nhu cu ca khch hng.
23) im quan trng nht trong bn hng hin i l lng nghe; vic
lng nghe gy dng nn nim tin.
24) Trong phn gii thiu bn hng, bn nn kt hp mt cch r rng

nhng nhu cu ca khch hng vo cc tnh nng v li ch ca sn
phm bn mang li.
25) im cui cng trong bn hng hin i l xc nhn li im kt

thc, iu ny s kh d dng nu bn lm tt c mi th khc mt
cch chnh xc.
26) V tr ca bn thn trong vic bn hng l mt nh t vn, hy

t mt cu hi tt, ri lng nghe k cng cu tr li tm kim c
hi gip khch hng ca bn.
27) Phn loi i tng khch hng hoc cc sn phm hoc dch v m bn
bn.
28) Phn bit nhng g bn bn bng cch tht r rng v l do v cch thc
sn phm ca bn vt tri hn so vi bt c n v cung cp no khc.
29) Phn khc th trng ca bn bng cch tm ra chnh xc nhng khch

hng nhn c nhiu li ch v s thch th t nhng iu bn lm nhiu
hn so vi bt c ai khc.

30) Tp trung sc mnh ca bn vo nhng khch hng tim nng nht.
31) Ti sn qu gi nht ca bn l kh nng to ra thu nhp, nng lc v

k nng trong lnh vc ca bn.
32) Ti nguyn qu gi nht ca bn chnh l thi gian, cht lng cuc

sng c quyt nh bi cch qun l thi gian ca chnh bn.
33) Cng thc 1000% cho bn thy lm cch no tng nng sut,
hiu qu v thu nhp gp 10 ln trong hn 10 nm.
34) Nn c 30-60 pht v nhng vn trong lnh vc ca bn, nhng k

nng bn hng chuyn nghip mi ngy.
35) Vit li nhng mc tiu chnh ca bn trong mt cun s tay vo

mi bui sng trc khi bn bt u
36) Trc tin l ln k hoch mi ngy, thit lp th t u tin mt cch r

rng cho cc hot ng ca bn.
37) Lun tp trung vo vic s dng thi gian ca bn mt cch

c gi tr nht cho c mt ngy di.
38) Hy nghe cc chng trnh o to trong khi bn li xe lng vng ch

khng phi l chng trnh radio u.
39) t 2 cu hi sau mi cuc in thoi bn hng: "u l

nhng iu ti lm ng? Ti c th lm khc i khng?

40) Hy i x vi tt c mi ngi bn gp c nh nhng khch hng
triu , nh th h l khch hng quan trng nht trong th trng ca
bn.
41) Quyt tm rng ngy hm nay s tng gp i nng sut, hiu qu v sn

lng ca bn.
42) t mc tiu thu nhp c nhn r rng trong vng 12 thng ti.
43) Xc nh mc lng gi ca bn bng cch chia thu nhp hng

nm ra cho 2000 gi.
44) Xc nh nhng iu gi tr nht bn phi lm t c

mc lng mi gi ca bn.
45) t mc tiu doanh s v thu nhp c th cho mi tun v mi thng

trong mt nm ca bn.
46) Thit lp mc tiu c nhn m bn mun t c bng chnh s

tin bn kim c nh bn hng thnh cng.
47) Vit ra mc tiu c th, r rng vi thi hn c th cho mi ngy lm

vic ca bn.
48) Sp xp cc u tin cng vic ca bn, lun lun tp trung vo

vic s dng thi gian ca bn mt cch c gi tr nht.
BI TP THC HNH
1) Danh sch 3 l do mt khch hng tim nng nn mua hng t

bn thay v mua t mt i th cnh tranh ca bn.

a)
b)
c)
2) u l 3 iu bn c th lm mi ngy bn tr thnh mt
trong nhng ngi bn hng thnh cng nht trong lnh vc ca
bn?
a)
b)
c)
3) u l 3 mc tiu quan trong trong cuc sng, cng vic kinh

doanh v c nhn ca bn ngay lc ny?
a)
b)
c)
4) u l 3 nhim v quan trng bn phi lm mi ngy m bo

chc chn v doanh s bn hng cho cng ty ca bn?
a)

b)
c)
5) Lit k 3 hot ng trong Cng thc 1000% m bn phi bt tay

vo lm ngay by gi.
a)
b)
c)
6) u l 3 cch bn gi vng v tr l mt nh t vn ca mnh

trong mi cuc hi thoi vi khch hng?
a)
b)
c)
7) Ba k nng bn hng s gip bn tng doanh s bn hng v thu nhp

ca mnh nhiu nht l g?
a)
b)

c)

LESSON SEVEN
Kt thc giao dch bn hng
1) Kt thc giao dch bn hng l phn kh khn v cng thng nht

ca qu trnh bn hng i vi c nhng nhn vin bn hng v khch
hng.
2) Bn c th tng gp i v thm ch l gp 3 kt qu bn hng ca

bn bng cch s dng cc phng php c ging dy trong bi hc
ny.
3) Nhn vin bn hng gii c o to ch khng phi bm sinh.
4) Trc khi kt thc phin bn hng, bn cn phi lm mt vi th trc tin.
5) Yu cu u tin cho vic kt thc l s nhit thnh, c l chim n

51% cho tt c cc kt thc hiu qu.
6) Bn cn c mt phm cht ca thi hi vng mt cch t tin c th

thc hin mt giao dch bn hng.
7) Nhn nh: bn khng th bn mt sn phm cho n khi bn bit

chnh xc nhng iu khch hng tim nng mong mun v c nhu cu.
8) Khch hng tim nng phi mong mun, c nhu cu, c th s dng
c v c kh nng mua c nhng g bn bn trc khi bn t mt
cu hi kt thc.
9) Mi khch hng u c trng thi cng thng v khng c ti

thi im kt thc giao dch bn hng.

10) Nhng tr ngi ln nht v pha cc nhn vin bn hng vo thi im
kt thc giao dch l ni s b t chi.
11) Tin tt l vic t chi khng phi ca c nhn no c.
12) Bn nn ngh rng vic khng c li nm mi giai on ca vic

mua bn, iu ny i cng vi mc hiu bit.
13) t lch Thnh cng i hi bn cn c mt kch bn trn in thoi

cho php bn t c mt cuc hn vi khch hng tim nng c kh
nng gio tip bng in thoi.
14) Khi bn ang gi in hoc gi emai c mt cuc hn, bn ch

bn mt cuc hn ch khng khng phi sn phm hay dch v ca bn.
15) ngh xin 10 pht ca khch hng tim nng v cho h bit: "Bn l
ngi quyt nh"
16) Hy lch s nhng hy xc nh chnh xc thi gian, ngy thng cho

cuc hn.
17) Bn nn s dng phng php Tip cn Thnh cng c c khch

hng tim nng ng rng h c th mua mt s lng nht nh trc
khi bn bt u.
18) Vi vic Trnh by thnh cng bn s c c khch hng tha nhn

rng h ang trong mt v tr mua hng nu h thch phn gii thiu
ca bn.

19) Hy t mt cu hi cho khch hng tim nng rng: "Nu ti c th
cho bn xem nhng sn phm tt nht trong lnh vc ny, bn c sn sng
n nhn ngy hm nay?
20) im nhn Thnh cng da vo vic tm kim cc li ch quan trng m

khch hng mong mun, c nhu cu cng nh sn sng tr tin, v sau
hy nhn mnh nhng li ch trong sut phn trnh by ca bn.
21) Cch bn tm ra im nht l hy lin tc a ra cc cu hi v

nhng chc nng v li ch trong phn gii thiu ca mnh cho n khi
khch hng pht tn hiu quan tm v mong mun.
22) Tri nghim Thnh cng l mt iu g bn c th s dng v thm

ch nu bn ch nhn c mt ch "Khng" th iu cng khng ngng
li vic bn hng.
23) Bn nn s dng sc mnh ca vic xut Thnh cng bng cch

to ra nhng cm xc cho khch hng tim nng bng nhng li ni
hoc hnh nh.
24) Vic Cng Thm Thnh cng i hi bn phi a ra mt lot cc

cu hi dnh cho cu tr li l "c" ca khch hng tim nng, v sau
l vic kt thc giao dch bn hng.
25) Mi cho Thnh cng, bn ch cn ni n gin: "Ti

sao bn khng cho n mt c hi?
26) Thi im cht gi, khi khch hng hi n gi c, hy ni rng:

Ny v khch hng tim nng, gi c l mt phn tt nht v ti s ch
che y n trong vng 1 pht na thi. c phi l tt c vi bn
khng?

27) Lun lun chng minh cho phn gi c bng cch nhn mnh cc gi
tr m khch hng nhn c t vic tr ph cho bn.
28) Trong vic a ra Gi thit thnh cng, bn nn ni rng: "Ny v khch

hng tim nng, gi s rng vi gi ny khng c tr ngi g v chng ti c
th p ng c nhng mi quan tm ca bn v gi c bn c th hon
ton cm thy hi lng, th chng ti c th hi bn mt vi cu hi khng?
29) im T Huyt l iu m bn c th s dng vi c khch hng s

ni "c" v ni "khng"
30) Mt gc nhn khn ngoan khc c th c s dng xoay chuyn

mt trng hp tr ngi thnh mt l do quyt nh mua hng.
31) S lt ngc tnh th thnh cng l a cho khch hng tim nng mt
nhn nh nh: chnh l l do ti sao bn nn mua n
32) S thay i v th giao dch thnh cng i hi bn phi yu cu khch
hng thay i v tr vi mnh trong thng thuyt giao dch anh ta t
a ra cu tr li cho tr ngi ca mnh.
33) Tp trung vo vn khng quan trng i hi bn phi tp trung vo

mt im nh trong giao dch, khi c mt cu tr li ng cho mt phn
nh hn c ngha l s c c cu tr li ng cho mt giao dch ln
hn.
34) Tp trung vo nhng iu c yu thch ph thuc vo cu hi u

l nhng iu lm bn hi lng?
35) Cch tp trung vo nhng gi nh kh dng khi bn n gin rng

khch hng s mua hng v nhanh chng i n kt thc n hng.

36) Tm tt giao dch l cch bn s dng tm lc tt c nhng li ch
ca vic mua sn phm hay dch v ca mnh trc khi a ra xut t
hng.
37) Mt n t hng hon chnh l khi bn a ra mt n t hng v

bt u b sung ni dung cho n t khi khi bt u cuc trao i giao dch,
iu ny s khin cho khch hng hn ch a ra nhng tr ngi sau .
38) Mt cu chuyn thch hp c a ra k v mt khch hng cm

thy hi lng trong s nhng khch hng s dng sn phm hay dch v
ca bn ngay c khi h cm thy bn khon v gi c.
39) Tay nm cangthng c gi lLost bn Close.Khi bn t tay

ln nm ca, trn ng ra, bn ln lt, v t mt cu hi quan trng.
40) Khch hng c gii thiu l cch m bn c c nhng mi quan

h tim nng t nhng khch hng hi lng.
41) Phm cht quan trng nht thnh cng l khng liu lnh, iu ny
c th gip a ra yu cu v mt n hng r rng v ng tin cy.
BI TP THC HNH
1) Hy ngh n ton b qu trnh bn hng ca bn, t cc cuc hn

kt thc giao dch bn hng. Lm th no ci thin n da trn nhng
g bn hc c trong chng ny?
a)
b)

c)
2) Danh sch 3 k thut bn hng thnh cng t nhng m t trn m bn

c th p dng cho sn phm hoc dch v ca bn
a)
b)
c)
3) u l 3 thay i bn c th thc hin vi hot ng bn hng

gia tng uy tn i vi khch hng tim nng ca mnh?
a)
b)
c)
4) Lit k 3 tnh nng tt v c ch nht ca sn phm hoc dch v ca

bn khin cho chng vt tri so vi i th cnh tranh ca bn.
a)
b)
c)

5) Lit k 3 cch vt qua tr ngi bn hng ban u khi bn
ang c gng c c mt cuc hn.
a)
b)
c)
6) Hy nu 3 cch tr li khi khch hng ni: "Ti khng kh nng cho

iu ", hay cch ni khc cho thy tr ngi v gi c.
a)
b)
c)
7) u l nhng cch tr li khi khch hng tim nng ni rng: "Ti mun
ngh thm v iu ny"
a)
b)
c)
Hy ghi chp li v lm bi tp nh gi, cng c v tip tc hc

tp.

LESSON EIGHT
Tr thnh mt Bc thy m phn.
Kh nng m phn tt da trn chnh kh nng ca mnh c th gi li hoc

to ra t 10 n 20% trong s tt c cc giao dch trong sut qu trnh kinh
doanh ca mnh.
Tr thnh mt nh m phn gii l mt k nng cn thit m bn c th pht
trin thng qua vic hc tp v lm vic.
1) Tt c cc k nng m phn u c th hc hi. Bn c th hc tt c

nhng k nng cn thit cho bn t c bt k mc tiu kinh doanh
no bn t ra cho chnh mnh.
2) Mi th trong cuc sng l mt cuc m phn. Bn lun c c hi m

phn mt cch no .
3) Mt sn phm hay dch v ch c gi tr khi c ngi sn sng tr tin

cho n.
4) Khng c mt quy tc cn tr no cho vic mua hay bn bt c th g.
5) Tt c gi c u c "c tnh" mt cch hp l cho nhng g th trng

c th chi tr.
6) Tt c gi c v cc iu khon u c thit lp bi mt ngi no

, iu cng c ngha l n cng c th c thay i bng mt ai
.
7) Mi ngi u mun ci thin vn ca mnh v t c mt tha

thun tt hn so vi nhng g ang c cung cp.

8) Con ngi lun theo xu hng chn con ng t kh khn nht c
c nhiu nht cho t nht nhng g b ra.
9) Bn phi nh ngha nhng g bn cung cp theo cch n gin nht m

khch hng cm nhn v nhng li ch m h c c t sn phm v dch
v ca bn.
10) Mi ngi u lun mun ni qu tnh trng ca h trong

mi tnh hung.
11) Mi ngi u mun c nhiu hn nhng g h c ngy hm nay v

lun tm kim mi cch c c n thng qua m phn.
12) Nguyn tc ca s thun tin ni rng: Mi ngi u hnh ng

c c nhiu nht, nhanh nht, d dng nht c th nhng iu h mun
m khng quan trng n nhng hu qu khc t hnh ng ca h
13) Nguyn tc ca Mc tiu tng lai ni rng: Mc ch ca mt cuc

m phn kinh doanh l tham gia vo mt hip c m trong nhu cu
ca mi bn u c p ng, v chnh l ng lc h thc hin
phn tha thun v thng lng ca mnh vi i tc trong tng lai
14) Trong mt cuc m phn thnh cng, c hai bn u cm thy hon

ton thoi mi vi kt qu v h u c c phn thng hoc khng c
vn g cn gii quyt.
15) Trong kinh doanh, ch cn bn ng 1 tha thun cng khin cho c

hai bn cm thy hi lng.
16) Bn s lun c c mt tha thun tt hn nu bn bit cch.

17) Nu bn mun c tha thun tt hn, hy a ra yu cu.
18) Cho d bn c cho gi no i na th cng nhn c s ngc

nhin v tht vng.
19) C 4 vn chnh s c quyt nh trong bt k cuc m phn

no, tt c nhng vn cn li u ph thuc vo n.
20) 80% gi ca cuc m phn hoc nhiu hn s xoay quanh 4 vn

chnh.
21) Con ngi thng mun c p ng mong mun, nhu cu hay ao

c sm hn l v sau ny, h thc s thiu kin nhn.
22) Mi ngi u thiu kin nhn c c nhiu hn, nhanh hn v d

dng hn cng bi thi gian l vng bc, v sm hn th s c c nhiu
gi tr hn v sau ny.
23) Thi gian quyt nh mi th trong mt cuc m phn.
24) Nhu cu cng cp bch th cuc m phn cng km hiu qu.
25) 80% cc vn quan trng ca bt k cuc m phn no u c gii

quyt trong 20% cui cng ca tng thi gian c cuc m phn.
26) Cc iu khon thanh ton c th ng vai tr quan trng hn so

vi vn gi c trong mt cuc m phn.
27) ng bao gi chp nhn li nghi u tin, cho d n c th hin tn

hiu tt nh th no i na.

28) 80% s thnh cng ca bn trong bt k cuc m phn no hoc
nhiu hn nh th s c quyt nh bi vic trc bn chun b k
cng ra sao.
29) Bn c th m phn thnh cng vi ngi c quyn chp thun vi

cc iu khon v iu kin m bn a ra.
30) t mnh vo v tr ca ngi khc cho php bn c th chun b

v m phn hiu qu hn.
31) Ngi c nng lng ln hn, d l s tht hay tng tng, th cng
s c th t c nhng tha thun tt hn hn trong bt k cuc m phn
no.
32) Nng lng l mt vn ca trc gic, n c th hin trong nh mt

ca ngi i din.
33) C 5 loi nng lng bn c th s dng: 1, Nng lng ca s th . 2,

Nng lng ca s trao quyn. 3. Nng lng ca s chng thc. 4. Nng
lng ca s ng cm. 5, Nng lng ca nhng phn thng hoc trng
pht.
34) Nhng ai mong mun cuc m phn i n thnh cng nht l

nhng ngi c nng lng thng thuyt thp nht.
35) Cng lm cho i phng mong mun t c n, bn cng c th

t c nhng tha thun tt.
36) Con ngi c mt nhu cu su trong tim thc v vic n p

li cho bt c iu g c a n cho h.

37) Bn no a ra s nhng b u tin l bn c nhiu mong
mun t c tha thun hn.
38) a ra nhng s nhng b v nhng vn nh bn c

th yu cu s nhng b v nhng vn ln.
39) Nguyn tc ng ln - B i: bn s khng bao gi bit n gi c v

cc iu khon cui cng cho n khi bn ng dy v b i.
40) Nguyn tc dt khot: Khng tha thun
41) Nu bn khng hi lng vi nhng tha thun c, hy yu cu thc

hin li cuc m phn.
42) S dng Cch suy ngh bt u t con s khng mt cch

thng xuyn bng cch t hi: "Nu c th thc hin mt cuc
m phn ny mt ln na, mnh c ng vi cc iu khon
tng t hay khng?"
43) m phn l mt phn t nhin v bnh thng ca cuc sng m bn

cn thiu tr thnh mt ngi c nhng k nng gii.
BI TP THC HNH
1) Lp mt danh sch gm 3 lnh vc trong cng vic kinh doanh hay

cuc sng c nhn m bn thng xuyn phi thng lng nht.
a)
b)

c)
2) Ba loi nng lng m bn c th pht huy trong cuc m phn sp

ti l g?
a)
b)
c)
3) Ba u im chnh ca vic chun b k lng trc mi cuc

m phn l g?
a)
b)
c)
4) Ba ng lc m mi ngi cn c trong mi cuc m phn l g?
a)
b)
c)

5) Lit k ba chin thut bn c th s dng trong mt cuc m phn
ci thin v th thng lng ca mnh cng nh kt qu bn c th t
c.
a)
b)
c)
6) Xem li nhng phn tha thun bn t c trong ngy hm ny

v xem xt xem bn c nn tr li v thng lng thm mt ln na hay
khng.
a)
b)
c)
7) Lit k 3 lnh vc m bn c th lin tc yu cu tt hn, gi tt

hn khi bn bn hoc mua, v tha thun tt hn mi ln thng thuyt
hoc k kt hp ng.
a)
b)
c)


LESSON NINE
Ngun ti chnh cho cng vic kinh doanh ca bn
1) Tt c mi th trong doanh nghip u c th c th hin trong cc iu

khon v ti chnh.
2) c c tin, bn cn bit c vn c bn thc t

l nhng phn ri ro ti chnh quan trng.
3) C hn 1000 doanh nghip bn c th bt u vi 100$ hoc t hn.
4) Hy xy dng k hoch kinh doanh trc khi c gng c c tin.
5) K hoch kinh doanh c th gip bn nh gi vn ti chnh

bn cn c cho ngn hn v di hn.
6) Bn phi lin tc t mnh t cc cu hi kh khn cho doanh nghip

ca mnh v nhng tim nng ca n.
7) Bn nn tnh ton c nhng mc cao, thp, trung bnh ca doanh thu v li

nhun trong qu trnh lp k hoch ca mnh.
8) Hy kmtheo xc xut thnh cng, mc t tin ca bn cho mi d

bo v mc cao, thp v trung bnh y.
9) Bn nn c c li nhun cho d c tnh mc bn hng tim nng ca

bn c mc thp nht.
10) C tt c 14 phng php khc nhau bn c th s dng c c

tin.Ngun u tin v ph bin nht ca cc ai bt u khi nghip l ti
khon tit kim c nhn.
11) Mt trong nhng cch m bn c th c c tin cho mnh l bn i
mt s ti sn m bn c c.
12) Bn c th bn c nh ca, xe c, du thuyn, hoc mt s ni tht

khc.
13) Mt ngun tin chung khc cho cc doanh nhn l th tn dng.
14) Bn c th bt u v xy dng doanh nghip bng cch c c cc

khon vay c nhn da trn cng vic hin ti, xp hng tn dng trong qu
kh v c ting tm ca bn.
15) Nguyn tc to dng xp hng tn dng ca bn l "Vay ln v

hon tr sm"
16) Mc tiu ca ngi cho vay hoc cc n v qun l ca ngn hng l

cc khon n tt v khng c ri ro ti chnh.
17) Bn c th c c cc khon vay t vic th chp ti sn ca mnh.
18) Ngun ti chnh ch yu ca hu ht cc doanh nghip mi l: Love

money
19) Ngn hng pht t nh vo cc khon vay kinh doanh tt, nhng
iu ch donh cho cc doanh nghip c s pht trin trong
khong 2 nm tr ln.
20) Nm yu t m cc ngn hng ch trong qu trnh cho vay l: :"s tin

mt, ti sn th chp, xp hng tn dng, vn, v danh ting"

21) Vic vay tin t cc ngn hng bao gm mt lot cc tin trin ca cc
giao dch ti chnh, xy dng nim tin v s tn nhim theo thi gian.
22) Bn c th tit kim ti chnh cho doanh nghip ca mnh bng cch
lin kt hoc thu li hn l i mua mi.
23) Mt trong nhng chin lc ph bin v hiu qu nht bt u

xy dng mt doanh nghip thnh cng c gi l: bootstrapping (khi
nghip vi ngun ti chnh ti thiu)
24) Khi bt buc phi khi nghip vi s vn t i v xy dng doanh

nghip ca bn mt cch chm ri th bn khng cn la chn no khc
ngoi vic thay th tin bc v cc ngun vn u t bng cch lm vic
chm ch v sng to.
25) Mt cch ph bin huy ng vn cho doanh nghip ca bn l

"Custumer financing" (Ngun ti chnh t khch hng)
26) Cch s dng ti chnh t khch hng l a ra yu cu t cc 50%

cho mt n hng khi c mt giao dch.
27) Mt s n v trin khai vic bn hng v sau yu cu khch hng

tr ton b tin hoc mt phn ca giao dch sau khi c t hng.
28) Bn c th bn sn phm sau , nhn tin ri quay li tr tin cho n

v cung cp trc khi n thi hn tr ha n.
29) Mt cch khc s dng ti chnh t khch hng l bn tp ch,

hi tho v tin t trc ca mi sn phm.

30) Gi th tip th trc tip l mt cch khc s dng ti chnh ca khch
hng t nhng n hng bn ly c trc khi bn lm cho h hi lng v
cung cp sn phm.
31) Bn c th s dng ti chnh t khch hng bng cch cp giy nhng

quyn sn xut v bn mt sn phm thuc quyn s hu v qun l ca
bn i ly mt khon tin l ph.
32) Bn c th s dng ti chnh ca khch hng bng vic t vn hot ng

hng thng vi vai tr l ngi h tr.
33) Tip th a cp l mt cch khc s dng ti chnh t khch hng.
34) Bn c th thng qua cc ngn hng hoc cc cng ty chuyn mn

qun l cc khon thu, n t hng t khch hng ca mnh.
35) Bn cng c th s dng hnh thc nhng quyn thng mi nh mt

cch dng ti chnh t khch hng.
36) Nhng quyn thng mi l mt h thng c chng minh thnh

cng, cho php bn mua c th ngay lp tc n nh v d on c dng
tin.
37) Mt s n v c c ngun vn t cc tp on, qu en, v c

qun l bi nhng ngi c kinh nghim.
38) Cc tp on s u t cho mt doanh nghip ch khi n 3 iu kin:

mt h s l lch c theo di xc minh, mt k hoch kinh doanh hon
chnh, v mt i ng qun l c thm quyn v kinh nghim.

39) Hip hi cc doanh nghip nh (SBA) s gip bo lnh v h tr
doanh nghip ca bn trong qu trnh pht trin.
40) i khi bn cng c th tm c vn u t t Qu dnh cho Doanh

nghip nh (SBICs)
41) Bn cng c th a ra li gii thiu cng khai v c phiu trn th

trng.
42) cng khai, bn cn c mt b h s v thnh tch t hai nm tr ln

cng vi mt dng tin dng.
43) Bn cng c th ku gi vn u t cho doanh nghip ca mnh t ngun

ti chnh ca cc n v cung cp hoc c th tr hon li vic thanh ton vi
cc nh cung cp.
44) Cc n v cng ty nh c th cung cp cho bn nhng iu khon tn

dng tt hn so vi cc cng ty ln.
45) Bn phi c mt kin thc v ti chnh cp cao i vi cc con s

quan trng trong kinh doanh nu bn mun i n thnh cng.
46) Ch c 2 con s duy nht c tnh n trong doanh nghip

ca bn l: Doanh thu v Chi ph.
47) Nhng hot ng kinh doanh ca bn gn nh thay i hon ton.
48) Nu c bt c iu g m bn cn phi lm doanh nghip ca bn sng

st vo i lc n i xung th bn phi lm iu ngay lp tc trc khi
bn khng c s la chn no.

49) Hy khn ngoan trong tt c cc quyt nh ti chnh ca bn.
50) Khi bn c nhiu kinh nghim v ti chnh v cng vic kinh doanh,
bn s c nhiu tin hn cng cc c hi ln hn.
BI TP THC HNH
1) Khi lp k hoch kinh doanh hon thnh s cho bn thy nhu cu v ti

chnh trong vng 12 thng ti. Nhng nhu cu l g?
a) Mi thng?
b) Mi qu?
c) Mi nm?
2) c tnh doanh thu cho cng vic kinh doanh ca bn thi im pht
trin tt, trung bnh, v thp trong 12 thng ti.Chng l g?
a)
b)
c)
3) Xc nh 3 cch khc nhau m bn c th c c s tin bn cn da

trn nhng kin tho lun ti bi hc ny.
a)
b)

c)
4) Ba cch bn c th c c ti chnh cho doanh nghip ca mnh vi

tin ca ngi khc, chng hn nh khch hng hoc cc i tc cung cp
ca bn l g?
a)
b)
c)
5) u l nhng iu bn c th lm ngay hm nay v cho tng lai v

sau ny c c mt xp hng tn dng tuyt vi?
a)
b)
c)
6) Ba trong s nhng yu t quan trng m ngn hng s xem xt khi

quyt nh c cho bn vay tin hay khng l g?
a)
b)
c)

7) Ba con s quan trong m bn cn c mi ngy trong hot ng kinh
doanh ca bn l g?
a)
b)
c)

LESSON TEN
Tt c Kinh doanh l dn Kinh doanh
1) Nhng ngi bn gp s quyt nh s thnh cng ca bn hn bt

c yu t no khc.
2) thc s thnh cng, bn cn rt nhiu s gip ca nhiu ngi, c

bn trong ln bn ngoi doanh nghip ca bn.
3) Hy lin lin tc kt ni vi nhng ngi khc, tham gia vo Hip

hi cc doanh nghip a phng v n d cc bui gp g thng
xuyn.
4) Trong khi kt ni, hy hi v nhng iu h lm v v doanh nghip

ca h ch khng phi bn bt c iu g v bn thn bn.
5) Cha kha gy n tng vi mi ngi, theo Quy lut ca Nhng

ng lc gin tip, l cm thy b n tng bi h.
6) Ngay sau khi bn kt ni vi ai ti mt cuc gp g doanh nghip,

hy tm kim cch no gi cho h mt khch hng.
7) Khi bn kt ni, ng n lc bn sn phm hay dch v ca bn, t

nht l ngay ln u tin.
8) Khi bn bt u cng vic kinh doanh ca mnh, bn s ch c mt

mnh, v phi lm mi cng vic ca mt doanh nghip.

9) Hy to thi quen thnh lp cc nhm ch cht vi hai hoc ba doanh
nhn khc, nhng ngi c th cho bn nhng tng v s hiu bit c
th gip bn trong cng vic kinh doanh.
10) Khi cng vi cc doanh nhn khc, tng n t cc cuc tr

chuyn c th gip bn tit kim c nhiu nm lm vic chm ch.
11) Mi hai hoc ba doanh nhn trong cng ng ca bn cng dng ba

tra hoc ba sng to thnh mt nhm ch cht.
12) Cha kha ln k hoch vi nhm ch cht l m bo rng

mi ngi u c c hi dng gp tng ca mnh cho tng.
13) Ngy khi bn bt u pht trin doanh nghip ca mnh, bn s cn phi

c c i ng nhn vin v s tr gip bn ngoi c th thc hin
c tt c cng vic.
14) Khi tuyn dng, hy to ra mt danh sch tt c mi th m bn cn mi

ngi lm c ti v tr tuyn dng.
15) Tnh lng theo gi ca bn bng cch chia thu nhp ca bn cho con
s 2000 xem bn c th lm c bao nhiu th v bn phi tr bao
nhiu cho ngi khc bn c th lm t vic i.
16) Ch c 3 vic m bn phi lm trong sut mt tun hoc mt thng

c c mc lng gi nh bn mong mun, cn li hy y quyn hoc
thu ngoi.
17) Tam gic vng ca vic thu nhn vin l 3 iu: kt qu lm vic,
k nng lm vic v nhn cch ca mi ngi.

18) Lit k mt danh sch tt c nhng kt qu m ban mong mun mt ngi
c c trong cng vic.
19) Lit k mt danh sch tt c cc k nng cn c m ngi s phi c

t c nhng kt qu m bn mong mun.
20) Lit k mt danh sch cc c im tnh cch m bn cho rng s ph hp

vi bn cng nh doanh nghip ca bn.
21) Thc hin Quy lut S 3 trong tuyn dng: phng vn 3 ngi khc
nhau ti 3 a im khc nhau, 3 thi im khc nhau v tt c h u c
phng vn bi ba ngi khc nhau.
22) ng bao gi thu mt ngi ch v chnh bn thn bn, hy hi

kin v gp t nhng ngi khc.
23) R sot t nht 3 s tham chiu khc nhau trc khi bn a ra

quyt nh thu mt ai .
24) Tm trong ngun nhn s hoc cc n v chi nhnh tm nhn s,

nhng ngi s lm vic t nghim trong vng 90 ngy.
25) Khi thu mt ngi mi, hy h bt u mt cch mnh m, lm

vic ton thi gian, nhiu hn nhng ngi lnh o ca h nu c th.
26) Trao quyn l iu cn thit pht trin doanh nghip.
27) Hy chc chn rng bn giao quyn cho ng ngi, ng cch, ng

thi im v ng tin .
28) C 5 yu t qun l v to ng lc cho mi ngi.

29) Hy m bo rng cng vic lun th v, rng mi ngi u cm thy
mnh c hiu bit, rng bn to ra mt mi trng c s tin tng cao, rng
bn l mt ngi ch chu o, v rng bn tr lng tt cng nh to c
hi cho s thng tin.
30) Tin ch thc y con ngi mt mc nht nh, sau l yu

t tnh cm v tm l.
31) Xy dng i ng hot ng mi nhn l cha kha kinh doanht thnh

cng.
32) i dn u cn phi chia s v nhng mc tiu v nhng nhn xt khch

quan mi ngi cng bit.
33) H cng cn chia s v nhng gi tr cng nh nhng nguyn tc mi

ngi cng ng .
34) H cn cn phi chia s v nhng k hoch hnh ng mi ngi cng

bit v nhng iu nhng ngi ngi khc ang d kin thc hin.
35) Khi bn l ngi dn u, bn cn xng xo trc v tr thnh mt tm

gng cho mi ngi.
36) Nhm dn u cn lin tc xem xt v nh gi thy v bit c h

nn lm th no l tt nht.
37) T chc cuc hp vi nhn vin thng xuyn gn kt mi ngi vi

nhau nhiu hn cng nh cng chia s v nhng tng v kinh nghim.

38) Hy cho i ng nhn vin ca bn lun phin nhau chu trch nhim
v cc cuc hp.
39) C n 85% nhng ngi ch cht c tm thy qua li gii thiu v

truyn ming.
40) Hy a nhng mu quang co ln bo ch v internet, trn Craig's list,

monster.com v careerbuider.com
41) Nguyn tc l "tuyn dng k lng v o thi nhanh chng". Thi gian
tt nht sa thi mt ngi l ln u tin suy ngh y lt qua tm tr bn.
42) Hy t hi v nhng nhn vin ca bn rng "Nu mnh khng thu

ngi ny, ngi m mnh bit rt r, liu mnh c thu h thm mt ln
na hay khng?"
43) Hy hc cch chm dt hp ng lao ng mt cch nh nhng, d

chu v t cng thng hoc khng c s cng thng nht c th.
44) Hy suy ngh n nhng l do m bn s a ra trc khi bn ngi li v

thng bo quyt nh sa thi.
45) Bn s lun thu ht n cuc sng ca mnh con ngi, nhng tng
v ngun lc tng ng vi nhng suy ngh ch o ca mnh.
46) Khi bn l ngi mi v thiu kinh nghim, bn s vp phi rt nhiu sai

lm, v l nhng iu khng th trnh khi.
47) Khi bn pht trin k nng qun l ca mnh qua thi gian, bng s
hc tp v tch ly kinh nghim, bn s thu c nhng ngi ngy cng tt
hn, v nhn c kt qu ngy cng tt hn.

BI TP THC HNH
1) Xc nh 3 nhm t chc doanh nghip khc nhau m bn c th tham
gia v thng xuyn tham d cc cuc gp mt. Vic kt ni vi cc
doanh nhn l mt phn cn thit i vi cng vic kinh doanh ca
bn.
a)
b)
c)
2) Hy ch ng thnh lp mt nhm sng to. H l 3 hoc 4 ngi, c th

l ngi trong doanh nghip ca bn hoc l ngi ca doanh nghip khc,
v bn c th mi h mt ba n tra ti mt nh hng n gin?
a)
b)
c)
3) Vit ra 3 iu bn c th ci thin cuc phng vn v cht lng

tuyn dng ca mnh i vi mi ngi trong tng lai.Hy lm n
thnh mt danh mc, v bn c th s dng n mi lc.
a)
b)
c)
4) Xc nh mc lng gi ca bn v tm 3 hoc nhiu hn nhng cng
vic tm mt ngi khc thc hin m mc lng thp hn ca
bn.
a)
b)
c)
5) Hy tm ra nhng ngi c h s tt thc hin nhng cng vic quan

trng bn ang lm.Lm th no thu ht h lm vic cho bn?
a)
b)
c)
6) Tin hnh chia s nhng gi tr mt cch r rng vi nhm ca bn. Sau

hai bn cng ng sng v lm vic vi nhng gi tr chung. Theo
bn ngh th nhng gi tr chung l iu g?
a)
b) _
c)
7) Hy bt u t chc cc cuc hp nhn vin thng xuyn a mi

ngi li gn nhau, cng chia s, tr chuyn, v gn kt mi ngi thnh

mt i. Bn c th lm nhng g mt cuc hp nhn vin tr nn th v
v hiu qu?
a)
b)
c)

LESSON ELEVEN
Ci thin hiu qu lm vic c nhn ca bn
K nng qun l thi gian cng l mt trong nhng k nng quan trng cho
s thnh cng ca doanh nghip cng nh c nhn bn. Di y l mt s
tng m bn c th s dng lm tng ng k hiu qu lm vic v mc
thu nhp ca mnh.
1) Hy nh rng k nng qun l thi gian l mt k nng c th hc

c, bng cch lp i lp li v luyn tp thng xuyn.
2) Qun l thi gian thc s l qun l cuc sng.
3) Cht lng qun l thi gian ca bn cho thy cht cuc sng
ca bn.
4) Chn mt lnh vc, mt k nng qun l thi gian, v sau tp

trung cho n trong vng mt thng.
5) Thc t l bn s chng bao gi ui kp c, v bn c qu nhiu

vic lm m li c qu t thi gian.
6) Cch duy nht bn c th kim sot c thi gian ca mnh l

ngng lm nhng cng vic c nh c thm thi gian lm vic
khc.
7) 20% s sn phm hoc dch v ca bn s ng gp khong 80% tng li

nhun ca bn.
8) Lun tp trung vo 20% cc hot ng mang li 80% li nhun cho bn.

9) Cch s dng thi gian t nht l lm tt tt c nhng th khng cn
thit.
10) Sp xp tt c cc cng vic u tin trc v sau cho cng vic

mi ngy ca bn.
11) Hy ln mt danh sch cng vic, bn c th tng hiu qu cng

vic ln n 25% khi bn bt u ngy lm vic vi mt danh sch nh
vy.
12) Xy dng danh sch ca bn bng c 2 cch: trnh t v s u tin.
13) Hy chn mt iu quan trng bn cn phi hon thnh trc khi i

khi thnh ph trong vng 1 thng.
14) S dng phng php qun l thi gian ABCDE
15) Nhim vu "A l iu bn phi lm.
16) Nhim v"B"l iu bn nn lm.
17) Nhim v "C" l mt iu g hay ho bn lm
18) Nhim v "D" l iu bn c th y quyn cho mt ngi khc.
19) Nhim v "E" l iu m bn c th loi b gii phng thi gian

ca mnh cho nhng hot ng c gi tr hn.
20) Thc hnh quy lut con s 3 trong qu trnh lm vic mi ngy ca bn.

21) Ch c 3 vic quan trng to nn 90% gi tr ti khon trong tt c
cc cng vic ca bn. Chng l g?
22) Nu bn ch c th lmmt vic trong c mt ngy di, c phi l

mt trong nhng vic c gi tr nht?
23) Hy t cu hi Ti sao mnh li c tn trong bng lng? Kt qu mnh

lm c t c nh iu mong i khng?
24) Hi:"u l nhng iu ti c th lm, v ch c ti mi c

th, v nu iu c thc hin tt n c lm nn mt s
khc bit thc s?
25) Tip tc hi; u l cng vic tn thi gian nhng mang li gi tr

nhiu nht ngay lc ny?
26) Hy s dng h thng TRAF x l giy t:
T Vit tt ca toss,
R Vit tt ca referral,
A Vit tt ca act,
F Vit tt ca file.
27) Tm hiu cch qun l cc cng c nh internet, Blackbery, PDA v

cc cng c trc tuyn tng hiu qu cng vic ca bn.
28) Ch c bn cch bn c th thay i cuc sng v cng vic ca

mnh v nhn ly kt qu tt p hn
29) Bn c th lm nhiu hn mt s vic

30) Bn cng c th bt i mt s vic
31) Bn c th bt u lm mt ci g hon ton mi m.
32) Bn cn c th ngng lm nhiu vic cng mt lc.
33) Hy lm tt hn nhim v ca chnh bn.
34) Li nhun n t vic cng lng hc tp
35) Hy thu nhng ngi c nng lc bn c th y quyn li nhng

vic nh hn v mang li t gi tr hn.
36) Hy lm vic nhanh hn, tng tc ln.
37) Hy chm ch lm vic nhiu gi hn.
38) Lm nhiu th quan trng hn
39) Lm nhng vic m bn c th m nhim tt hn.
40) Cng nhau lm vic s dng sc mnh lm vic theo nhm.
41) Hp v phn cng nhim v cho cc cp thp hn.
42) Loi b tt c cc hot ng mang li gi tr thp hoc khng c gi tr.
43) Hy t mnh x l mi cng vic. Mt khi bt u vo mt vic

no , hy tp trung v hon thnh n cho n khi kt thc 100%.

44) Hy kt thc qu trnh lm vic ca mnh. Hnh thnh mt thi quen hon
thnh nhng g bn bt u.
45) Bt c khi no bn hon thnh mt cng vic quan trng,

bn u cm thy thc s hng phn.
46) S tht tuyt vi l khng c ai thng minh hn bn v cng khng ai

gii hn bn.
47) Bn c th lm vic hiu qu hn mi gi v mi ngy trong sut

thi gian lm vic ca mnh. iu ny khng c gii hn.
BI TP THC HNH
1) Danh sch ba nguyn tc quan trng ca k nng qun l thi gian

c nu trong bi hc ny.
a)
b)
c)
2) Danh sch ba l do bn s khng bao gi c th lm kp v hon

thnh tt c cc nhim v ca mnh.
a)
b)

c)
3) u l 20% cc hot ng chim 80% kt qu v hiu sut lm vic ca

bn?
a)
b)
c)
4) Lit k ba iu quan trng nht bn cn thc hin; nhng hot

ng chim 90% gi tr ca bn.
a)
b)
c)
5) Lit k ba cu hi quan trng nht m bn c th gi cho mnh tp

trung vo cng vic
a)
b)
c)
6) Lit k ba iu m bn c th lm s dng cng ngh hiu qu hn

cho vic qun l thi gian v cuc sng ca mnh.

a)
b)
c)
7) Lit k ba cch bn c th thay i cuc sng v khin mnh khi

u nng sut hn hm nay.
a)
b)
c)
8) Lit k ba cch m bn c th lm tng nng sut, hiu

sut v sn lng ca mnh ngay lc ny.
a)
b)
c)

LESSON TWELVE
Gia tng li nhun/ To s cn bng gia cng vic v
cuc sng c nhn ca bn
Gia tng li nhun ca bn
1) Kh nng to ra li nhun trong kinh doanh ca bn l yu t

quan trng quyt nh s thnh cng ca mnh.
2) Bt u bng cch tng tng rng iu c th gip bn tng gp

i li nhun trong kinh doanh, v sau lm tng gp i thm mt ln
na.
3) Nu bn c th r rng v mc li nhun m bn mun c c, sau

bn c th tm xung quanh v tm ra nhng n v khc c th p ng
c mc li nhun .
4) Mi mt doanh nghip u thc hin mt lot nhng chc nng to

ra hay gia tng gi tr bng nhiu cch.
5) Mi mt phn ca thc o gi tr sang to u mang hnh

thc ca mt tnh cht hot ng no
6) Hy bt u bng cch xc nh chnh xc nhng g khch hng ca

bn mong mun, c nhu cu v s chp nhn chi tr.
7) Hy tin hnh ci thin 10% nhng iu quan trng m bn s gi li

trong doanh nghip trong nhng nm tip theo.

8) Hiu qu mang li t vic ci thin 10% trong mi b phn s gip
tng gp i nng sut, hiu qu v li nhun ca bn trong mi hai
thng tip theo.
9) Trin khai mt k hoch ci thin 7 b phn quan trng mang li kt qu

ch yu v doanh s bn hng.
10) Tin hnh ci thin 10% i vi 7 b phn ch cht trong qun l.
11) Bt u xc nh chnh xc mc li nhun sp ti bt u t by gi.
12) Mi mt doanh nghip u c nhng sn phm v dch v ct li, v

l nhng iu mang li nhiu li nhun nht.
13) C 3 cch gia tng doanh s bn hng:

1- Tng s lng n hng c nhn
2- Tng gi tr n hng
3 Tng s ln mua ca khch hng.
14) Bn cng c th tng doanh s bn hng bng cch lin kt vi nhng

n v bn nhng sn phm v dch v khng cnh tranh cho i tng
khch hng mua sn phm t doanh nghip ca bn.
15) Bn c th to ra mi quan h ch nh ngi th hng, trong bn

cung cp nhng mn qu min ph hoc nhng phn tng km c bit cho
khch hng ca nhng cng ty khc.
16) Mi sn phm hoc dch v m bn bn u mang li cho bn mt li

nhun rng nht nh. Trc tin, bn phi xp hng li nhun ca mi
sn phm hoc dch v m bn bn ra.

17) Nghin cu chi ph qun l ca bn v cng thm chng vo sn
phm hoc dch v m bn bn ra.
18) Gia tng li nhun ca bn bng cch ct gim i nhng mt hng mang
li li nhun thp hoc khng c li nhun.
19) Lun nh rng 80% li nhun ca bn n t 20% tng s sn phm,

dch v v hot ng ca bn.
20) Ngay sau khi bn ct gim 80% cc sn phm v dch v mang li li

nhun thp, bn cng ct gim hu ht cc chi ph lin quan gi
cho chng hot ng.
21) Hy can m v quyt on ct b tt c nhng phn khng

mang li li nhun cho doanh nghip ca bn.
22) iu u tin ca Quy lut Holes l: Khi tm thy chnh bn thn

mnh, hy thi tm kim
23) Hy t cu hi: Nu mnh khng phi lm nhng iu ny by gi, v

bit c nhng iu mnh bit th mnh c thc hin n li mt ln na
vo ngy hm nay?
24) C nhiu bin s xc nh c mc li nhun ca bn.
25) iu hng l qu trnh m bn s dng thu ht khch hng

tim nng c quan tm n cng vic kinh doanh ca bn.
26) Dn dt chuyn i l qu trnh bn chuyn i khch hng tim

nng tr thnh khch hng tr tin.

27) S lng giao dch l s lng n hng bn thc hin vi mi khch
hng m bn c c, v bn thc hin hng ngy, hng tun, v hng
thng.
28) Gi tr ca giao dch l gi tr ca nhng n hng v li nhun m

bn c c t mi n hng.
29) Li nhun bin mi n hng l s li nhun gp m bn c c

t vic bn mi sn phm hay dch v ca mnh.
30) Chi ph mua li khch hng c tnh bng s tin bn phi tr c

c mt khch hng tr tin.
31) Khch hng c gii thiu l khch hng n vi bn nh mt kt qu

ca s phn hi t khch hng cht lng nht ca bn.
32) S d dng hn n 15 ln thc hin mt n hng t s gii thiu

ca khch hng hi lng so vi vic nh n qung co, gi in, ngun t
khch hng tim nng tm mt ngi khch hng.
33) Bn c th gia tng li nhun bng cch ct b nhng dch v v

hot ng tn km m khch hng thc s khng mang li gi tr nhiu
nh chi ph bn phc v cho h.
34) Bn cng c th gia tng li nhun bng cch thu ngoi cc hot ng
kinh doanh m bt k cng ty no khc c th lm vi chi ph thp hn.
iu ny s gip bn v nhn vin t do to ra nhng hot ng c gi tr
cao hn.

35) Bn cn c th tng li nhun bng cch gim chi ph nhn vin,
bng cch cng c v tp trung cng vic vo mt ngi gim s
lng nhn vin m bn c trong bng lng.
36) Bn c th ct gim mt phn chi ph c nh m bn phi chu mi

thng cho d bn c bn hay khng mt phn trong sn phm hay dch v
ca mnh.
37) Bn cng c th lm tng cc chi ph khc, nhng bn ch phi chu

khi bn thc hin mt giao dch bn hng.
38) Bn c th rt ngn thi im ha vn ca mnh, s lng sn

phm m bn bn ra ha vn v bt u thu v li nhun
39) Bn cn c th tng li nhun bng cch tng gi ln 5-10%.
40) Bn cn xc nh nhng kh khn gy cn tr bn t c

doanh s bn hng v mc tiu li nhun m bn mong mun.
41) Hy tip tc suy ngh n nhng cch thc bn c th ct gim

chi ph hoc tng doanh thu ci thin li nhun ca bn.
42) Cho d tng ca bn c tt th no, hy th a chng ra s

dng cho quy m nh trc khi bn trin khai ph bin.
43) Nghin cu bo co ti chnh ca bn hng thng v tp

trung vo con s ln nht.
44) Lm th no bn c th ci thin chng? Hy lun suy ngh

v ni v kh nng sinh li.

BI TP THC HNH
1) Xc nh ba cch m bn c th tngs khch hng tim nng

n vi doanh nghip kinh doanh ca bn, ngay by gi.
a)
b)
c)
2) Xc nh ba cch m bn c th lm tng t l chuyn i ca khch

hng tim nng thng qua hot ng iu hng ca mnh.
a)
b)
c)
3) Danh sch ba cch m bn c th lm gia tng gi tr ca mi n hng

bng cch bn cc sn phm t tin hn hoc bn thm v bn qua li.
a)
b)
c)

4) Lm th no bn c th ct gimchi ph m khng lm gim doanh s
bn hng hoc mc cht lng?
a)
b)
c)
5) u l nhng cng ty bn c th lin minh bn hng cho khch hng

ca h v mi h bn cho khch hng ca bn?
a)
b)
c)
6) Lm th no khch hng ca bn c th mua hng ca bn thng

xuyn hn?
a)
b)
c)

7) Bn c th lm g tng s khch hng c gii thiu t nhng
khch hng hi lng?
a)
b)
c)
Cn bng cng vic v Cuc sng c nhn ca bn.
1) Ton b mc ch ca vic thnh cng trong kinh doanh l bn

c th thc s hnh phc, v bn c th tn hng mi th khc trong
cuc sng ca mnh.
2) Hy bt u vi mt cam kt thc hin v duy tr s cn bng ca tt c cc

phn trong cuc sng ca bn.
3) Nu cuc sng ca bn mt cn bng hoc thiu nh hng trong thi
gian di, bn s bt u phi chu ng nhng mi quan h v cng vic
ca mnh.
4) Tt c mc tiu ca bn l c hnh phc, bnh yn, m bo, thoi

mi v hon ton kim sot c cuc sng ca mnh.
5) iu tuyt vi l s cn bng chnh l quy lut trong cuc sng ca

bn. C th bn chu mt s u i t nhin dnh cho sc khe v ngun
nng lng.
6) Quy lut Correspondence (i xng) ni rng th gii bn ngoi

l s phn nh th gii ni tm bn trong ca bn.

7) Quy lut ny l gii v sao c nhng th n vi cuc sng ca bn
cn mt s th khc th khng.
8) Trng thi t nhin, bnh thng, khe mnh ca bn cho thy mt cuc
sng c s tri nghim v nim vui v ting ci i vi nhng g bn
lm.
9) Bn c th duy tr mc cn bng tt hn t vic xy dng cc thi quen

l tng cho nhng iu tt p trong x hi v hon cnh xung quanh mnh.
10) Hai vn ca cuc sng m bn phi quan tm hng ngy l vt cht

v tinh thn.
11) Cc nghin cu v sc khe Alameda cho thy cn c 7 iu quan

trng c c mt cuc sng di lu, khe mnh v hnh phc.
12) iu u tin trong 7 thi quen l cn phi n ung u n

ch khng phi ri rc trong ngy.
13) Thi quen th hai l n nhng ba n nh hn l n no.
14) Thi quen th ba l khng n vt gia cc ba n
15) Thi quen th t cho vic sng lu l khng ht thuc.
16) Thi quen th nm trong phn nghin cu Alameda l ung mt

lng ru va phi cho n khng ung.
17) iu th 6 cho mt cuc sng di lu l ng t 7-8 ting mi m

18) iu th 7 trong nghin cu ti Alameda l tp th dng
thng xuyn. Nu bn khng lm nh vy bn s nh mt thi
quen ny.
19) Hai iu quan trng khc c tui th lu di l phi eo dy an ton

khi ngi ln xe v tp ht th su mi ngy ci thin h tiu ha cng
nh tng lng oxy ln no ca bn.
20) Ch tn vi pht tp ht th su trc nhng tnh hung khin bn

cng thng.
21) Thc t l Psycho Tm tr khin cho soma (c th) b m yu.
22) Bt c ni no trong cuc sng khin bn cm thy khng hnh phc,

cng thng hoc tht vng, y l mt du hiu cho thy bn ang mt cn
bng trong ti ni .
23) S t nhn thc ca bn l cch bn xy dng nn nim tin v

chnh mnh, nh hnh cch bn suy ngh, nhn nhn, cm nhn v
phn ng vi th gii xung quanh.
24) Bn u c mt s nhn thc trong mi lnh vc ca cuc sng,

l iu m bn cho rng n quan trng
25) S t nhn thc ca bn to nn 3 phn: l tng ha,
26) S l tng ha ca bn to nn gic m, hi vng, c mong v

c nhng con ngi l tng m bn mong mun c c trong tng
lai.

27) Hnh nh t phc tho ca bn c to nn bi nhng ngi m
bn c nhn thy trong hin ti v cch m bn ngh rng ngi
khc nhn nhn v bn.
28) S t trng ca bn cho thy cch bn cm nhn th no v bn

thn, l yu t cm xc cu thnh nn c tnh ca bn.
29) iu quan trng ca lng t trng cao l bn c c s kt ni

vi nhng ngi gip bn nhn thy mnh l ai, v ngi m bn mong
mun tr thnh nht trong tng lai.
30) Trong mi hon cnh, bn s c c mt cm nhn tt hn v s cn

bng u tin l bng cch xc nh gi tr ca mnh trong mi phn ca
cuc sng.
31) Mi vn trong cuc sng c th c gii quyt bng cch tr li

vi chnh gi tr ct li ca mi ngi.
32) Nim tin l gii php cho tt c cc vn .
33) T hm nay tr i, hy chc chn rng mi th bn lm bn ngoi

s c lin kt vi nhng g bn cho rng n c gi tr v quan trng
bn trong. chnh l cha kha hnh phc.
BI TP THC HNH.
1) Ba gi tr c nhn quan trng nht ca bn l g? Bn tin tng v

i din cho iu g?
a)

b)
c)
2) Ba gi tr kinh doanh quan trng nht ca bn l g? Nhng nguyn tc

bn thc hnh vi khch hng v cc hot ng trong doanh nghip ca
mnh?
a)
b)
c)
3) Ba mc tiu kinh doanh quan trng nht ngay lc ny ca bn l g?
a)
b)
c)
4) Ba mc tiu quan trng nht ca c nhn v gia nh bn ngay

lc ny l g?
a)
b)
c)

5) Ba mc tiu sc khe quan trng nht ca bn ngay by gi l g?
a)
b)
c)
6) Ba c tnh, gi tr hoc phm cht bn mun hng n trong

tng lai l g?
a)
b)
c)
7) Ba vic lm c th m bn s thc hin ngay lp tc da trn nhng tr

li cho cc cu hi a ra trn l g?
a)
b)
c)

12 Bai Hoc Khoi Nghiep Kinh Doanh

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12 Bai Hoc Khoi Nghiep Kinh Doanh

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Nguyenquangngoc.com Hotline: 1900 1280 Email: info@cbtp.

Nhng ghi ch v bi tp thc hnh nh gi, cng c v tip tc hc hi.

Nguyenquangngoc.com Hotline: 1900 1280 Email: info@cbtp.vn 2

y l nhng iu chc chn bn cn v phi lm mt cch thng xuyn

2) Hu ht mi ngi u bt u mt cng vic kinh doanh mi bng s

3) Tin tt l 90% cc doanh nghip c khi s bi nhng ngi

4) iu quan trng nht kinh doanh thnh cng l "S r rng", bn

5) Ngi kinh doanh thnh cng l ngi kin tr theo ui mc

6) C by bc t c mc tiu. Bao gm:

a) Xc nh c chnh xc nhng iu bn mun.

Nguyenquangngoc.com Hotline: 1900 1280 Email: info@cbtp.vn 3

d) Lit k tt c mi th bn phi lm t c mc tiu ca

e) Sp xp danh sch ca bn thnh mt bn k hoch bng cch

f) Hy bt tay vo thc hin k hoch ca bn ngay lp tc.

g) Lm iu g mi ngy bn c th tin n mc tiu quan

7) Vit ra mt danh sch 10 mc tiu hin ti c th thit lp suy

8) Phn tch danh sch , v chn ra mt mc tiu c nhng tc ng

9) Trin khai ngay mt k hoch, ngay ngy hm nay t c mc tiu

10) ng lc chnh tr thnh mt doanh nhn khng phi l v tin

11) iu cn thit u tin kinh doanh thnh cng l lng can m

12) iu th hai bn cn l phi c s kin tr, c gng cho n khi

Nguyenquangngoc.com Hotline: 1900 1280 Email: info@cbtp.vn 4

14) Lm iu g bn thch, bn quan tm v c th thu ht s ch ca

15) Hy thc s r rng v khch hng l tng cho sn phm hoc

16) Sn phm hoc dch v ca bn phi tt hn ba ngun cung cp

17) Hy hnh ng tht nhanh, cn nghin cu th trng gi r trc khi ngh

18) Tm hiu mi chi tit ca sn phm hoc dch v trc khi bn u

19) Hy tm hiu kin ca mt khch hng v tng sn phm

21) Lm th no sn phm ca bn c th phc v khch hng tt hn,

22) Xc nh lnh vc xut sc ca bn, cng nh nhng li th cnh tranh

23) Xc nh i th cnh tranh i vi vi nhng g bn mun bn.

Nguyenquangngoc.com Hotline: 1900 1280 Email: info@cbtp.vn 5

25) Hy nh rng, mi th s t gp i so vi nhng g bn ngh v

26) Quy Lut Murphy: Bt c iu g c th sai lm th n s sai lm

27) Hy ngh n tt c nhng vn c th ca cng vic kinh doanh trc

28) Hy trnh nhng sai lm dn n kinh doanh tht bi.

29) Hai trong s nhng l do chnh cho s tht bi ca mi ci nhn l s

31) Mc tiu ca mt doanh nghip l to ra v gi chn khch hng; li

32) Tp trung vo 5 ch "P" ca marketing: Sn phm (Product), Gi c

33) Tp trung vo tm im duy nht l doanh s bn hng ngy t ngy u

34) Hy qung co v sn phm v dch v ca bn mt cch lin tc.

Nguyenquangngoc.com Hotline: 1900 1280 Email: info@cbtp.vn 6

36) Cn tp trung cc danh mc qung co vo mt li ch c th m

37) S dng internet thc y doanh s bn hng ca bn bng cch tr

38) Hnh ng mt cch kin nh i vi nhng iu c nh hng.

39) Hy hc cch lm th no c c s tin bn cn bng 14

40) Tm hiu lm th no vay tin t ngn hng vi cc nm ch C.

41) Hy s dng tt c cc tin b ca cng ngh giao tip vi khch

42) Lun tp trung vo 20% cc hot ng chim 80% kt qu ca bn.

44) Tinh thn hc tp sut i, t nht l t 1-2 gi mi ngy.

45) Tuyn dng mt cch k lng v a ra quyt nh bi tr nhanh

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47) Hy qu quyt rng bn ang c c mt thnh cng rt ln trong

1) Xc nh v tr doanh nghip ca bn ang thc s u. u l

2) Xc nh li th cnh tranh ca bn. Nu ra 3 l do ti sao ngi ta

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4) Khch hng l tng ca bn l ai?M t c im ca khch hng l

5) Xy dng mt k hoch kinh doanh hon chnh. u l 3 yu t

6) Ti u ha thi gian ca bn. Ba iu c gi tr nht m bn c th lm

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7) Ba hot ng c tc ng tch cc nht n cng vic kinh doanh ca

Ghi ch v bi tp xem xt, cng c v lin tchc tp

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