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Nghe Thuat San Viec 2.0 PDF
Nghe Thuat San Viec 2.0 PDF
P E R RY
L L Y NEW
F U TED
UPDA ION
EDIT
GUERRILLA
MARKETING FOR
FIRST NEWS
Nh xut bn TR
LI TA
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Chng 1
TI SAO BN CN PHI
TR THNH MT
DU KCH SN VIC?
Nhng c th tn ti c khng phi c th mnh nht
hay thng minh nht, m l c th bit thch ng vi s thay i.
- Charles Darwin
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CC DIN TH GII MI
Nc M mt ln na ng trc bc ngot quan trng trong
lch s. S tr li ca bng ma tht nghip l hu qu ca s pht
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Tin Tc Du Kch
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Vy rt cuc ch s cm xc EQ l g? Ch s cm xc EQ l
mt tp hp cc k nng cm xc m mt ngi s dng vt
qua nhng tr ngi trong cuc sng hng ngy (Theo Multi-Health
Systems, 2008). Quan trng l vic nhn thc v s dng cm xc
nhm pht huy nng lc ca mi ngi. Ni mt cch n gin, tr
tu cm xc vn thng c cp ti chnh l s phn on da
trn kinh nghim hoc kh nng ha nhp vi mi ngi.
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PHN I
T DUY DU KCH
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Chng 2
THNG HIU
C NHN KIU
DU KCH
Xy dng thng hiu c nhn
vi thi ng n
S khng ai trch Christopher Columbus nu ng khng i
tip m quay tu tr li. V tt nhin, cng chng ai nh n ng.
- Khuyt danh
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LU
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Sau khi soan ra ba cm nang danh cho nhn vin gip chun
hoa hoat ng kinh doanh a tit kim cho cng ty 52.000 -
la. Ngoi ra con son tho hn 85 bo co cho mt nhm gm
23 chuyn vin quan ly cp cao, v tt c u c hon thnh
ng thi hn.
Bn co nhn thy s khc bit y?
Ban cng co th t phng vn theo cach phng vin thng
lm. Hy t tr li cc cu hi Ai? Vic g? Khi no? Ti sao? Nh th
no? lin quan n nhng thnh tch khin bn t ho nht.
V d, hay noi vi nh tuyn dng rng cng vic cua ban tai
cng ty trc y la cai tin c s d liu Oracle, trong khi hu ht
nhng ngi tm vic khc s b tc vi dong m ta cng vic l
lm vic vi c s d liu Oracle ma ho a ghi trong h s.
Nhng dng ch n iu nh vy khng noi ln bt c iu gi
v gia tri cua ban. Nha tuyn dng se khng gi in mi bn phng
vn vi h s cua ban khng cp n vn m h quan tm.
V vy, ban hy t t ra cac cu hi v thnh tch nh:
Ti sao bn c giao cng vic v c s d liu?
Bn lam vic nh th no?
Bn a lam vic khi no?
Bn a lam vic cho ai?
Nhng n lc ca bn a mang li kt qu g?
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Cch 1
Ghi ra tng s tin bn mang li hoc tit kim cho cng ty
trong tt c nhng vic bn lm. Bn lm g gip gia tng li
nhun cho cng ty trong cng vic trc y va hin ti? Hy vit
tht c th!
NG vit: Bn sn phm v t ch tiu ra, m hy vit:
Bn sn phm at tng doanh thu 516.750 -la trong mt nm va
lun vt chi tiu mi quy trung bnh 21%.
NG vit: Tit kim cho cng ty mt khon tin ng k,
m hy vit: Tit kim cho cng ty 45.890 -la trong 45 ngy.
Cch 2
Bn c th gp kh khn khi nh lng hiu qu cng vic
bng tin. Thm chi, bn con thy iu l khng th. Nu vy,
hy th tip cn vn theo hng khc.
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TIN TC DU KCH
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Blog
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ia chi trang web cua Dennis Smith: www.WirelessJobs.com ia chi e-mail: dennis@
wirelessjobs.com
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TIN TC DU KCH
Tm vic v chuyn hn h
Dave Howlett, RHB
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Khim tn v Lch s
am m cng vic
Vt ln chnh mnh
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iu cui cng
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Dave Howlett la ngi sang lp kim giam c iu hanh cua trang www.realhumanbeing.org.
RHB ng cai t chc cac bui thuyt trinh v vn hoa cng ty, ban hang va kt ni mang. Ban co
th lin lc vi Howlett theo a ch e-mail: dhowlett@realhumanbeing.org.
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B QUYT DU KCH
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Sai lm 2: S chn ch
Cch y 20 nm, ti c mt ng nghip rt k tnh, n ni ti
cho rng anh ta sng ch sp xp ni lm vic sao cho tht ngn np.
Anh ta c chic bn lm vic gn gng cung khng gian lam vic sach
nht m ti tng thy. Song cung chinh anh ta lai la ngi sn sang lm
bt c vic g ch trnh phi goi in chao hng, mc du anh ta vn
thng xuyn chiu i ng nghip v s khach hang anh ta a phong
vn (h thng theo di tinh vi m anh ta gn tai vn phong ghi li
y mi d liu). iu o a lam ti cm thy mnh khng bng mt
gc anh ta bi v vn phng ca ti khng khac gi bi chin trng. Va
ch sau khi ri khi cng ty xy dng s nghip ring, ti mi pht
hin ra rng trong cng khong thi gian lam vic nh nhau, ti a
kim c 758.000 -la, con anh bn o ch em v 5.000 -la. Qua
o ti rt ra mt kt lun rng bn cn sp xp mi th tht gn gng,
nhng ng iu cn tr bn tm c cng vic trong m ca
mnh. R rng y c s khc bit rt ln gia - 753.000 -la, theo
tnh ton ca ti.
Gii php
Hu ht mi ngi u s b pht hin ra h khng tt p
nh nhng g h ni. Cam giac s tht bi, s b t chi a khin
nhiu ngi lam i lam lai h s sao cho tht hon ho, nhng li
khng bao gi dam gi i. Cn bn, bn hy gi h s i v sau
gi in thoi theo di. Bn cng khi hnh sm th cng mau n
ch. Hanh ng ch quan trng khi o la hanh ng ng n gip
bn tin gn hn n mc tiu ca mnh. Nu bn cn chn ch thi
hy lu nhng iu sau y:
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Gii php
Hy quan st quy trnh tuyn dng t mt gc khc bng
ci nhn ca nh tuyn dng. Cc nh tuyn dng mun bit bn
c tht s tm hiu v ngnh ngh h ang hot ng, cung nh
mc tiu ca cng ty khng. Vi vy, bn hay tm kim v kt ni kinh
nghim lm vic ca bn vi nhu cu ca nh tuyn dng. Bn hy
t hi: H mun mt nhn vin mi mang n cho cng ty nhng
gi tr g?, sau bn tp tr li nhng cu hi in hnh nh: Ti
sao chng ti nn tuyn bn?. Cu tr li ca bn cn th hin
rng cac k nng v kinh nghim lm vic ca bn tht s ph hp
vi nhu cu ca h.
Kt lun
L mt du kch sn vic, by gi bn bit nhng vic nn
trnh. Cc gii php y rt n gin v d thc hin, ban hy
thc hin ngay, ng nn tr hon.
CCH THAY I KT QU CA BN
Khi bn nhn ra rng mc tiu c bn ca moi cng ty u l
tn tai trong lnh vc kinh doanh ca mnh, bn c th inh v ban
thn nh mt gii php phu hp vi nhu cu ca nh tuyn dng, o
l tm kim khch hng mi v duy tr khch hng c. Nhin chung,
nhng ngi tm vic u hiu iu ny, nhng lai t ngi thc
hin c.
Cho bn gii php hin ang tr thnh xu hng nh tnh
hiu qu ca n. cho bn gii php, bn hy bt u t vic
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Chng 3
CHIN LC
SN VIC THEO KIU
DU KCH
Suy ngh nh tng Lm vic
nh lnh
Vi tng thng trn l ngi vch ra nhiu k sch trc
khi xung trn. Vi tng bi trn l ngi chun b it k sch.
Qua o mi thy khi co nhiu phng n hnh ng, bn se
gianh c chin thng, bng khng s tht bai. y l cai gia
phi tr cho s thiu tnh ton! Chi cn nhin vao im nay,
ta co th on trc ai thng ai thua.
- Tn V, Binh php Tn T
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K nng lnh o
tt c moi cp trong t chc, nh tuyn dng u mong
mun tm c ng vin c kh nng lnh o thu hut cac nhn
vin tai nng cung hng ti nhng muc tiu chung va tao ng
lc thuc y ho t c thnh cng. Cc nh tuyn dng ngay nay
khng mun tuyn nhng nhn vin thng thng bc trung
vn hay e ngai phat biu y kin. Hin nay, cc cng ty ang phi c
gng ht sc gi vng hot ng kinh doanh, m rng th phn
v p ng nhu cu ca cc c ng. Trong hon cnh , bn phi
thuyt phc c nh tuyn dng rng bn chnh l ngi c nh
hng tch cc n kha nng thanh cng cua cng ty, cung nh
bn l mt phn khng th thiu trong giai phap ca h. Va ban se
khng tr thanh ng vin hang u, nu bn khng th hin c
inh hng r rng trong sut bui phng vn.
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am m cng vic
Khch hng thng yu cu ti tm cho h nhng ngi nhit
tnh trong cng vic. Va ti tng lam vic vi nhng k s khng
chi thng tho chuyn mn, ma con am m vi cng vic - nhng
con ngi mun lai du n ca h trn th gii nay. H sn sng
i u mi th thch, khng ngng hoc hoi va m rng t duy
tip thu nhng kin thc mi. H yu quy cuc sng va co kha
nng phan oan nhng thay i c tac ng n nhng ngi xung
quanh. V vy, ban hy th hin cho nh tuyn dng thy bn l mt
ngi co la nhit tnh, v h s tuyn bn thay vi nhng ng vin
co nhiu kinh nghim khc.
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Kh nng thch ng vn ha
n nm 2010, lng kin thc cua th gii tng ln gp i
sau mi 11 ting, ngha l nhng gi bn bit lc i ngu s tr nn
li thi khi ban thc dy. Vy nn thnh cng ngay hm nay, mi
ngi trong cng ty phi bit chia s kin thc vi nhau. y l mt
khi nim con l lm i vi hu ht cc t chc, ni ngi ta vn
cn quan nim phi gi cht kin thc mi bo v c ch lm.
L mt ngi sn vic, bn khng th mo him khi mi
ngi nhn nhn mnh l k lm mu m hoc ang chi tr m
m. Nhng nha qun l dng mu mo x l cng vic lun to
nh hng xu trong cng ty, bt lun thanh tich ca nhn ca h ra
sao. Cng ty thnh cng phi l cng ty c lnh o bi nhng
ngi suy ngh va hanh ng mt cch quang minh chnh i. H
u tranh v co th bt ng kin vi nhau, nhng h lm tt ca
nhng iu khng v li ch c nhn, ma cho tp th.
y mi chi l s khi u. Cac c tinh va phm cht cu th
lun xac inh theo tng vi tri nn bn cn hiu ro c chung
con bit iu chnh minh cho phu hp. Chng ta s ban k hn v
chu ny trong Chng 11.
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TIN TC DU KCH
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Simon Stapleton - giam c kim nha i mi trong ngnh cng ngh thng tin - a thc hin s
mnh cua minh la giup cac nha lanh ao mi ni trong lnh vc ny phat trin s nghip, cung
nh con ngi ho. Blog cua ng la www.simonstapleton.com. Ban co th lin h vi ng qua ia chi
e-mail: simon@simonstapleton.com.
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Bo ch
Cc t nht bo vn l ngun cung cp di dao thng tin tuyn
dng. Bn khng nn chi theo di trang rao vt, m cn phi quan
tm n mc tin tc v doanh nghip va thanh ph ni minh ang
sng bit thng tin v nhng s kin sp din ra, doanh nghip
ang tng trng hoc loi sn phm mi chun b c tung ra.
Nhng thng tin nh vy c th tim n c hi vic lam cho bn.
Nhiu nm trc, khi mi bt u chuyn sang lnh vc cung cp
dch v tuyn dng, ti a c o to v cach tip cn khch
hng tim nng. Ti c cc trang rao vt hng ngy v gi n
nhng cng ty c ng qung co tip thi dch v tuyn dng.
Ti thng bt u bng cu: Ti c cc ng vin tht s p ng
yu cu tuyn dung ca quy cng ty cung vi cu a chuyn khc.
Sau , ti c gng thuyt phc h ng tr thu lao cho n lc
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TIN TC DU KCH
ng k v s dng
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Cn thn ko b la gt
Steven Rothberg la chu tich kim ngi sang lp cua CollegeRecruiter.com, co trang web la www.
CollegeRecruiter.com trang tin tuyn dung hang u danh cho sinh vin ai hoc.
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B QUYT DU KCH
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TIN TC DU KICH
Cach tip cn p o
Dave Mendoza
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Dave Mendoza la mt din gia va la mt nha t vn v ngun nhn lc. La i tac ca RecruitingBlogs.
com, Dave Mendoza la mt trong 20 ngi kt ni mang toan cu trn LinkedIn. Ban co th
bit thm thng tin chi tit v Dave Mendoza tai www.linkedin.com/in/davemendoza/ hoc
www.sixdegreesfromdave.com.
T TIN C
Nhiu ngi ngh rng ng tuyn cho nhng v tr ng trn
bo hoc trang web tuyn dng l chin lc tm vic hay nht, th
nhng bn s cm thy chn nn v tht vng nu coi o la chin
lc tim vic ch yu cua minh. Nhng ngi sn vic theo kiu du
kch u bit rng ra trc cng chng hoc t tin c l cch
duy nht c th gip bn tm c vic lm mong c. y khng
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CNG TC HU CN XY DNG HM TR N
CA BN
Ngoi vic bit mnh mun tm cng vic g, iu quan trng
tip theo l bn phi bit cach t chc cc bc cn lm. Bn cn
tm kim thng tin, theo doi nhng cng vic bn ng tuyn,
ln lich cho cc cuc in thoi, tun thu nhng hot ng sau
phng vn v gi h s, th t. Nhng vic nay co th khng qu
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ln, nhng oi hoi bn phai danh nhiu thi gian theo doi, va
nu bn sai mt bc thi ci gi phi tr chinh l cng vic m c
ca bn.
Ti ngh th ny: Quan trong la bn tm c mt gc yn
tnh trong nh mt khu vc m bn tha thun c vi cc thnh
vin trong gia nh rng o l ca ring bn. Ti phi nhn mnh
iu ny bn khng th tha rng bn tht bi l do thiu
mt ch yn tnh.
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Chng 4
K HOCH TM HIU
THNG TIN
Thng tin - li th cnh tranh
ca du kch sn vic
Chng ta ch c hai cch: hoc tm ng i,
hoc t to ra n.
- Hannibal
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Advanced Search
B QUYT DU KCH
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Bo v tp ch kinh doanh.
y c mt vi lu cho bn:
Trc tin, nn s dng cc ngun thng tin min ph
nh nin gim in thoi nhng Trang vng, Internet v
th vin.
Tiu chi tm kim ca bn cng chi tit bao nhiu, kt qu
tm kim cng kh quan by nhiu.
Hay xc nh nhng cng ty ang hot ng trong lnh vc
bn hng ti.
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PHN II
CC V KH
DNH CHO
DU KCH
SN VIC
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Chng 5
TRI HNG DN
VIT H S V
TH NG
Cch kim tra ton din ti liu
tip th ca bn
Phn on da theo kinh nghim l mt tn gi khc
ca s khn ngoan.
- Samuel Taylor Coleridge
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TI SAO H S CA BN D B B ST
Thnh thong, v ti li gi in n vn phng nhc ti nhn
tin trn ng v gh qua siu th mua bnh m v sa. Cng ging
nh hu ht cnh n ng, ti vo siu th vi bn danh sch nhng
th cn mua trn tay. Ti c th tin thng n k by hng m
khng my ti cc dy sn phm c trng by p mt xung
quanh hoc nhng chng trnh khuyn mi c bit trong tun.
Cch i mua thc phm trong siu th ca ti tht khng khc g
vi cch c lt h s ca nh tuyn dng. Thng thng, nhng
ngi chu trch nhim sng lc h s ban u ch lm theo hng
dn c a ra mt cch chung chung, kiu nh Hy chn h s
theo cc k nng/nng lc hoc kinh nghim ny, v l tt c
nhng g h s xem qua trong c chng h s cao ngt kia.
Bn khng cn lo ngh v bn hng dn loi h s . Ch
cn bn in cc mc ging nh trong danh sch ca h, h s
ca bn s c chn, bng khng s b loi. Nu danh sch ca h
ghi Oracle hay qun l d n, m h s ca bn li ghi c s
d liu hoc qun l cng trnh, vy th bn s b loi ri. Nhng
ngi sng lc h s thng khng thi gian, ng lc, kh nng
hay hng th c k ni dung tng h s.
Bn cnh , tm l mt-c-ph-hp-cho-tt-c vn c
ngi tm vic p dng vit th ng. Mt s ngi tm vic ch
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MI H S TM VIC U C C IM RING
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Steven Duncan
Ti vn nh nh in cm gic khi ln u c h s ph
cch ca David. Tht l mt h s tuyt vi! ti ngh thm.
Th l ti bt chc ngay. Ti trch dn mt s li khen
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Mc tiu / Tm tt
Phn u tin v quan trng nht trong h s chnh l Mc tiu/
Tm tt. Phn ny ch nn tp trung vo chc danh cng vic hoc mt
s k nng ht sc ngn gn.
Bn phi nh l lun tp trung vo trng tm. iu rt quan
trng, bi v bn khng c nhiu thi gian, khng phi mi giy
nh bn ngh, m ch c ba giy gy n tng vi nh tuyn dng
lc no cng bn rn, vi v v thiu thi gian. Do , ch khi nh
tuyn dng tm thy thng tin g hp dn trong h s ca bn,
h mi hng th c tip; ngc li, h s qung h s ca bn qua
mt bn c h s khc.
Nhim v ca bn l xy dng phn m u ca h s sao cho
tht n tng v thu ht s ch ca nh tuyn dng ngay khi h
va c lt qua.
Nu bn khng bit chc danh ca cng vic bn ang ng
tuyn, t nht bn cng phi bit cc k nng cn thit cho cng
vic . Bn hy m u h s bng mt trong hai tiu : Mc
tiu hoc Tm tt.
Mt Mc tiu c km chc danh cng vic l cch rt hiu
qu m u mt h s. iu cho thy bn bit chnh xc nh
tuyn dng ang tm ngi cho cng vic no. V d:
MC TIU
Qun l nh hng ni hn mi nm kinh nghim qun l nh
hng s gp phn gia tng hiu qu hot ng.
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MC TIU
Qun tr mng ni ba nm kinh nghim cng kin thc t
cc kha o to s em li gi tr cho doanh nghip.
MC TIU
Trnh dc vin ni tm nm kinh nghim s gia tng li
nhun cho cng ty.
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TM TT
ang tm kim mt v tr cn cc k nng v kinh nghim v
qun tr/thit k h thng mng v pht trin phn mm.
Thng xuyn lm vic di p lc v thi gian hon thnh cc
mc tiu ca cng ty.
TM TT
Chuyn vin qun l cht lng c hn mi nm kinh
nghim vi nhng kt qu n tng. Gip thay i cht lng v
hiu qu sn xut cho hai n v kinh doanh, gip gia tng hiu qu
hot ng 100% (2005 2006).
TM TT
Chuyn vin qun l quan h khch hng vi nm nm
kinh nghim v nhiu thnh tch trong cng vic. Gip tng ch s
hi lng ca khch hng ln bn ln, t 1.0 n 4.0 (2003 n nay).
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K NNG C BIT
Nm vng cc h iu hnh: Windows NT/XP/Vista, Unix
trn nn SPARC v MS-DOS.
S dng c cc ngn ng lp trnh: C, C++, HTML v
Java.
Thnh tho cc phn mm: Microsoft FrontPage, Image
Composer v Word; Lotus 1-2-3 v mSQL.
K NNG C BIT
Thc hin cc trch nhim c giao: d gp tr ngi vn
lun hon tt cng vic c giao ng thi hn.
Th nghim: thng xuyn tm ti v p dng cc phng
php mi trong hot ng nghin cu v pht trin sn phm mi.
Qun l: ti u ha nhn lc v ti lc t c mc tiu
khch hng yu cu.
THNH TCH
Pht trin i Hnh ng nhanh ton cu gii thiu
n khch hng d n FP1000.
Nm ln t mc tng trng 300% k t nm 2000.
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Thnh tch
Gip ci thin hiu qu hot ng kinh doanh ca
cng ty bng cch cng cc ng nghip thm d kin khch
hng, sau tng hp v phn tch kt qu. S dng d liu v
thng tin t cc cuc tho lun ni b gia tng cht lng dch
v (Applebees).
Kinh nghim vit lch. Thc hin mt d n nghin cu v
s nh hng ca nim mong i ln kt qu thc t. D n i hi
k nng cao v giao tip v phn tch. Thm d kin ca 230 sinh
vin, sau tip tc theo di qua in thoi lm r d liu (i
hc New York).
K nng o to. C kinh nghim trong vic hng dn, gim
st v a ra mc tiu r rng cho mt nhm 25 ngi (Applebees).
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B QUYT DU KCH
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HC VN
Thc s ngh thut: Giao tip, i hc Tng hp Florida (2004).
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HC VN/CC KHA O TO
Cc kha o to chuyn nghip bao gm cc kha o
to v k nng bn hng, k nng gii quyt vn , k nng lnh
o, k nng qun l, k nng kim sot cht lng v k nng thuyt
trnh (2005 n nay).
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thy ng gi, chng hn nh nhng cng vic ton thi gian hoc
im trung bnh cc mn hc t trn 3.0, ging nh v d sau:
HC VN
Kha hc v ti chnh, i hc Tng hp Ohio, Columbus, hai
nm, im trung bnh 3,2.
Lm vic ton thi gian v thu nhp trang tri ton b
chi ph sinh hot.
HC VN
Thc s qun tr kinh doanh: chuyn ngnh ti chnh, i hc
Tng hp Quc gia Michigan (ang hc, s tt nghip nm 2008).
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ng lc ngh nghip
Truyn cm hng v dn dt nhm pht trin nhng sn phm
t ph p ng nhu cu ca khch hng v c gi tr thng mi
thc t trn th trng ton cu.
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B QUYT DU KCH
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B QUYT DU KCH
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BC TH NG DUY NHT BN CN
Th ng tit l vi nh tuyn dng nhng thng tin g v bn? Bc
th ng da trn ni dung in sn vi li cho Knh gi ng/B ch cho
nh tuyn dng thy bn qu li suy ngh v khng chu tm hiu tn
ca ngi bn nh gi th, t suy ra bn thuc loi ngi khng sn
sng n lc hn khi cn. Bn ngh rng ti kht khe? Khng u. Bn
c th qun ht mi chuyn nhng bn khng c php qun mt
iu n gin rng li cho ng cch l ht sc quan trng, c bit
l trong th ng. Chc chn l nh vy!
Th ng c th c xem nh mt li cho hng c nhn v
nhng bc th cho hng thnh cng trc tin phi khin ngi
c cm thy hng th. Nu bn thc hin ng cch, th ng s
l c hi gip bn tin xa hn h s tm vic, ng thi hng n
iu nh tuyn dng quan tm nht l chnh bn thn h.
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Hy t bn vo v tr ca nh tuyn dng. H s ca bn ch
l mt trong s hng chc, thm ch hng trm h s khc m h
phi c. Hu ht cc nh tuyn dng s c lt qua ni dung th
ng trc, sau nhanh chng lc ra nhng h s th v cn c k
li. Ni chung, nh tuyn dng thch th ng bi y l mt cng c
sng lc rt tt, tuy nhin h vn cn mt s l do quan trng khc:
Th ng ni cho h bit ti sao bn quan tm n cng ty h -
hy nh rng y khng phi ni v bn, m l v h.
Th ng th hin kh nng vit th ca bn: ni dung th c
sc tch khng, c m t c hnh nh con ngi bn khng...
y cng l mt k nng thit yu ca cc nh qun l hin i.
Th ng cung cp cho nh tuyn dng ci nhn bao qut v cc
thnh tch ca bn, bi v nhng thnh tch ny s gn lin vi nhu
cu ca h, cng nh tr li c cu hi ln nht trong u h l
bn c th gip h gii quyt vn h ang i mt khng.
Mc ch ca th ng l thuyt phc ngi c u tin ra
quyt nh chn bn ti phng vn. Th ng v h s c th c
chuyn tay nhiu ngi trc khi chnh thc n tay ngi c quyn
quyt nh, v vy bn cn phi i tht ng hng ngay t nhng
bc u tin. y l c hi cui cng bn ni bt gia m
ng. Th ng ca bn cn thuyt phc nh tuyn dng rng khng
phng vn bn l h t nh mt mt c hi.
Ban u, nh tuyn dng s khng bit bn l ai v h cng
khng quan tm ti iu . H c nhng kh khn cn gii quyt
v nhng c hi cn khm ph v bn c th l mt c hi, cng
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1 Knh gi ng Smith,
2 ng ang s hu c cng ngh hin i ln c hi kinh
doanh tuyt vi. V y chnh l thi im ng xy
dng mt cng ty ln mnh. l l do ti sao chng ta
cn gp nhau. Ti c th ni vi ng rng ti l mt nh
qun l xut sc, nhng ti sao chng ta khng cc con
s chng minh iu ?
3 y l mt s v d v thnh tch ca ti trong qu kh v ti
hon ton c th mang li nhng kt qu nh vy cho ng.
ABC Corp. Tng doanh thu t 0 n $40.000.000 trong
5 nm. Trn cng v mt ngi ng sng lp v sau
l Ch tch cng ty, ti gip ABC Corp. pht trin t
ba nhn vin ban u ln 350 nhn vin lm vic 10 chi
nhnh vi tng doanh thu ti $40.000.000.
EFG Mega Corp. Tng gi c phiu t $0,69 ln $7,10 trong
vng 2 nm. Ti gia nhp cng ty vi cng v Ph ch tch
ph trch khu vc Bc M vo thi im cng ty l lin tip
sut by qu, khin gi c phiu gim xung cn $0,69. Ti
mang li cho cng ty tm qu lin tip c li, ng thi tng
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6 Bob Smith
www.bobsmith.com
bobsmith@bobsmith.com
212-555-1212
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Vt ngay bc th vo st rc.
Gi cho bn lp tc.
Yu cu tr l gi in bo cho bn bit khong thi gian c
th tip bn.
Ghi ch trn lch lm vic v i xem bn c gi nh vit
trong th khng.
Thng thng, nh tuyn dng s ch ng gi cho bn hoc
i xem bn c gi cho h vo thi im bn ni khng. Nhng
ngi p dng chin thut kt thc th ng theo cch ny cho
bit cc nh tuyn dng thng nhc in thoi ngay sau ting
chung u tin v ni: Ti ang ngi i xem liu anh/ch c gi
in hay khng?.
Nu nh tuyn dng khng c trong vn phng lc bn gi n,
hy li li nhn: Rt tic, ti gi nhng khng gp ng. Ti hy
vng ng s gi li vo khong (cho thi gian c th) gi ngy hm
nay. Hoc bn c th lin lc vi ngi tr l v yu cu sp xp mt
cuc hn. Nu nh tuyn dng quan tm n bn, ng y s gi li cho
bn v bn nghin cu v bit c nhu cu ca ng y ri.
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lm g?
Hy m mc Th rc trong hp th in t ca bn. Th rc y
l nhng th qung co hoc cho hng kiu nh mi lm th tn dng,
t mua bo di hn, mua 10 CD vi gi r Bn hy nhn xung cui
th. Bn thy g? 98/100 ln bn s c c dng Ti bt.
Ti sao? Cc chuyn gia qung co pht hin ra rng c gi
hu nh khng bao gi b st phn Ti bt, d c th h khng
xem ni dung th. Nh vy, bn c th nhn c nhiu cuc gi
hn t cc nh tuyn dng ch bng cch thm phn Ti bt tht
th v cui th ng ca bn.
Bn hy ngh ra mt thng ip m bn tht s mong mun
nh tuyn dng s c ri a vo phn Ti bt.
Sau y l vi v d bn tham kho.
1. Ti bt: Nu hin ti cng ty ng khng c nhu cu tuyn dng,
vui lng chuyn gip h s ca ti cho ngi no cn thay i
cn cn li nhun t l 400.000 -la sang c li 800.000 -la
trong vng hai nm, nh kt qu ti mang li cho cng ty c
ca ti.
2. Ti bt: Vui lng gi cho ti theo s in thoi _______
bit ti sao ngi qun l trc y ca ti thng nhn xt:
Ti ch c th ni nhng li nhn xt tt p nht v Dan.
im mnh ca Dan l gii quyt vn , kp thi dn xp n
tha cc tnh hung kh khn v lun sn sng lm thm gi
khi cn thit. Dan l mt thnh vin tuyt vi ca nhm.
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Chng 6
NN KINH T
TUYN DNG 2.0
Cch iu khin c cng
sn vic ca bn
Chin lc m khng c chin thut l con ng n
chin thng chm chp nht. Chin thut m khng c
chin lc t s dn n tht bi.
- Tn V
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Cc quy tc hn phng vn
Nu mt chuyn vin tuyn dng gi cho bn, bn nn lm
nh sau:
Ni chung bn p ng mt s tiu chun c bn ca h.
ng hi ti sao h bit tn bn. Sau ny bn s cn nhiu dp
khc hi cu hi .
Ch nhn in thoi khi bn bit chc mnh c th ng hong
tr li cuc gi m khng phi lm lt s ai nghe thy. Nu
bn khng th trao i mt cch thoi mi, hy hi s in
thoi ca ngi gi v khong thi gian thch hp bn c th
gi li. B l cuc gi cng l mt cch hay, v bn s c c hi
kim tra thng tin v cng ty ca chuyn vin tuyn dng v
tnh hp l ca cuc gi. Hy xem trang web ca cng ty tuyn
dng bit h c thng tuyn dng cc ng vin nh bn
khng. Nu trang web ca h khng tn ti th l mt trong
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PHN III
CC CHIN THUT
DU KCH
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Chng 7
CC MI QUAN H
DU KCH
Mt cch tip cn c bn
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10. [tn sp tng lai] l ngi trc tnh hay khn kho?
11. Tnh cch ca [tn sp tng lai] th no?
12. [tn sp tng lai] thng tuyn dng cc nhn vin gii t
ngun no?
13. [tn sp tng lai] thng tuyn dng kiu nhn vin nh th
no?
14. [tn sp tng lai] l mu ngi hnh ng da trn k hoch
di hn hay theo phn ng tc thi?
15. [tn sp tng lai] l mu ngi xng xo hay khoan thai?
16. [tn sp tng lai] pht hin nhn ti bng cch no?
Bn cn bit liu ngi qun l ny c th d dng pht
hin ra nhn ti hay khng, t bn quyt nh s phi
n lc th no khi tip cn.
17. Liu [tn sp tng lai] c sn sng ng ra u tranh v bo
v nhn vin khng?
18. Thnh tch ni bt ca [tn sp tng lai] l g?
19. K hoch pht trin s nghip ca [tn sp tng lai] nh th
no? Nu ngi qun l ny an phn vi v tr hin ti th bn
cng rt kh c c hi thng tin.
Thng tin v b phn
1. B phn ang c k hoch m rng hay thu hp quy m?
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Cch rt lui B
Bn: Chc anh/ch cng bit cng ty XYZ cng tng i mt vi
th thch tng t. V ti gip h gii quyt vn bng cch [a
ra thnh tch ln nht ca bn]. Ti khng bit iu ny c quan trng
vi anh/ch khng, hoc liu ti c th mang li thnh cng tng t
cho cng ty ca anh/ch hay khng, nhng [nu tn mt vi ngi bn
tr chuyn] ngh rng c th anh/ch s quan tm. Anh/ch c th
dnh khong 15 pht chng ta gp nhau vo tun ti khng?
Hy a ra thnh tch th hai nu n gip nh qun l gii
quyt c vn ang phi i mt, v iu c th bn
c mt cuc hn vi nh qun l.
Nhng vn c th khng.
Nh tuyn dng: Chng ti khng c nhu cu tuyn dng
vo thi im ny, nhng anh/ch c th gi cho ti h s ti
xem qua.
ng lm chuyn ngc nghch . Ngi qun l ny ch mun
chm dt cuc in thoi vi bn. Hy c gng kt thc theo cch sau:
Bn: Ti hin khng c sn h s cp nht mi nht. Ti khng
phi l mt [nu ra chc danh ca bn] in hnh. Ti nghin
cu mt s cng ty m ti mun hiu r hn v cng ty anh/ch l
mt trong s . Sau khi chng ta trc tip trao i, nu anh/ch
ngh rng kinh nghim ca ti ph hp v mang li li ch cho cng
ty, ti rt vui lng lm mt h s chnh thc ri i ti khi cng ty
anh/ch c nhu cu tuyn dng. Ti c th gp anh/ch vo tun ti
trao i thm c khng?
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B QUYT DU KCH
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S DNG CC MNG X HI
Bn cht ca vic xy dng cc mi quan h l tm nhng ngi
bn c th giao thip. i vi nhng ngi hay e d, nht nht th
Internet tht s l mt cu cnh: H va c th xy dng mng li cc
mi quan h nh s h tr ca my tnh, li va trnh c nhng c
ch vng v m a s ngi mc phi trong cc s kin x hi.
Xy dng mng li cc mi quan h
C nhiu trang web gip bn lm quen vi vic to lp cc
mi quan h v hu ht cc trang web ny u da trn nguyn tc
Su tng ngn cch. Tuy nhin, mi trang web li xut nhng
phng php khc nhau xy dng v pht trin cc mi quan h
ca bn.
Trc tin, bn cn to mt h s c nhn trn trang web. Bn
c th a vo y bt c thng tin no m bn thch, tuy nhin
y l h s bn dng cho cng vic nn hy trnh nhng thng tin
thiu nghim tc. Cc trang web ny u c thit k bo v
thng tin ring t ca bn v ca nhng ngi khc.
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Search
Location: Name:
Anywhere
Search
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TIN TC DU KCH
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a nh ca bn ln h s khng? Bn c a mt ng dn khng
hot ng khng? Nhng vic v cng n gin ny s gip h s ca
bn trng bt mt hn. Ngoi ra, ti cng s xem bn c bao nhiu
kt ni (ba l qu t), bn c bao nhiu ngi gii thiu, mi quan
h gia bn vi h th no, cui cng l bn c tham gia trong mc
Tr li khng. Khng yu t no c xem l iu kin cn v
xt duyt ng vin, tuy nhin chng li gip ti nhn nh liu bn
c nghim tc trong vic xy dng mng li quan h ca mnh v k
hoch pht trin s nghip khng.
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B QUYT DU KCH
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199
Chng 8
CUC GI CO
CH ICH
Giai php mi
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Chin lc 1: t nhiu cu hi hn v ni t li
Gn nh khng th phn bc mt cu hi, cha k vic t
nhiu cu hi cn mang n cho ban c hi th hin kinh nghim
v thnh tch cua minh. Nhng cu hi thng minh khng ch gip
bn n gn v tr tuyn dng hin ti, m cn co th thay i quan
im ca nh tuyn dng v nhng c hi tim n khc.
Mt nh tuyn dng tim nng c th ang cn nhc tuyn mt
ng vin c nhng k nng nh bn vo mt thi im no trong
tng lai (chng ta tm gi y l mt vic lm n), nhng sau
khi lng nghe nhng cu hi sc so ca bn, nhu cu tuyn dng
o se tr nn cp thit hn.
Phng thc ban hang da trn cu hi tht s pht huy hiu
qu khi c p dng vo qua trinh tim vic. Nhng cu hi khng
th ph hp hn cua ban khng chi thi thuc nh tuyn dng tim
nng mun nhn ngay bn vo lm, ma con khin ho sn sang lng
nghe va nhit tinh tr li tng vn ca ban.
Chin lc 2: To uy tn vi nh tuyn dng tim
nng ngay t nhng giy pht u
Nhng ngi tm vic thng lng tng khi trnh by vi nh
tuyn dng tim nng v gi tr ma h c th mang li cho doanh
nghip. Vic nay cng c bit kh khn khi gia ngi tim vic va
nha tuyn dung khng c chic cu ni no, tc l ngi tim vic
t tm n m khng c ngi gii thiu.
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thanh mt cuc tho lun chuyn mn, ng thi cho php ngi tm
vic m rng phm vi ca cc cu hi v tng bc thit lp mi quan
h vi nh tuyn dng.
K thut t cu hi ny s gip cc ky nng, kinh nghim va
tai nng cua bn ap ng mt cch hoan toan t nhin vi nhng
nhu cu ca nh tuyn dng ma ban a kham pha ngay trong qua
trinh tro chuyn.
Sau y l mt s v d khc:
Truyn thng tip th
Ngi tm vic: Ti co th hi ng mt cu c khng?
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TIN TC DU KCH
Bn c ni bt khng?
Matt Massey
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Tr thnh ngi dn u
Tham gia cu lc b 2%
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c khch hng hin ti v tim nng cua cng ty phai bit anh y
v cac i tc u la nhng ngi trong cu lc b 2%. Ti on Neil
va t c gii thng no , nhng khng chc lm nn gng hi
li xem anh y la gi. Va Neil gii thch th ny: nu bn hng dn
100 chuyn vin bn hng nhng bc i cn thit t doanh thu
mt triu -la mt nm thi sau o ch c 85% trong s h thc hin
nhng iu bn ni. Sau hai tun, ch cn 40 trong s 100 ngi
tip tc theo ui cng vic h v ang lm. Hai thng sau, con
s o con khong 15 n 20 ngi. Cui cng, sau mt nm, ch cn
li hai ngi. Ngha l ch c hai trong s 100 ngi s tun thu n
cung muc tiu a ra.
Matt Massey la Chu tich cua drive2 Inc., mt cng ty v nng lc lanh ao. Ban co th tim thy
thng tin v ng tai www.linkedin.com/in/drive2/.
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216
Chng 9
NHNG CCH
TM VIC
SNG TO
Cc chin lc mang tnh t ph
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GI MT NA H S
Trc tin, bn cn xc nh cng ty bn mun vo lm vic
ri sau vit mt l th tht cun ht nu r l do ti sao bn
chnh l ngi ph hp vi v tr m cng ty ang ng tuyn, ng
thi yu cu nh tuyn dng xem thm thng tin chi tit trong h
s gi km. ng dn b th v cng ng gi km h s no. Nh
tuyn dng s ngh rng h s ca bn b ri mt trong qu trnh
vn chuyn. Bn hy ch in thoi ca nh tuyn dng, sau tr
chuyn ring vi ngi qun l v t tin gii thiu v bn thn bn.
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GI TH NG NI RNG BN VT YU CU CA
V TR TUYN DNG
Hy gi cho nh tuyn dng mt th ng vi ni dung: c h
s ca ti, ng s nhn thy ti tht s vt nhng yu cu ca
v tr m cng ty ang tuyn dng. V vy, ng nn phng vn ti, v
nh th ngha l ng ang cn nhc vic gia tng c hi cho cng
ty. Bn hy gi km theo mt danh sch vi khong ba n nm
li ch m bn ngh nh tuyn dng s quan tm. Cui cng, bn
vit mt cu kt gy n tng: Ti qua la tui hc hi t nhng
sai lm, th nn kinh nghim ca ti s hu ch v ng gi hn so
vi lp ngi tr tui nhng ngi m ch sau vi thng hoc vi
nm, ng s phi gi i o to gip h c thm kin thc. Cn
ti, trong thi gian , cng c trang b kin thc cho v tr
cao hn. Sau :
Hy cung cp chng ch hoc nu tn kha o to bn
tham gia, nu l nhng chng trnh b tr kin thc cho
cng vic ny.
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TIN TC DU KCH
Nhiu ngi ngh rng cc doanh nghip thng s dng bin php
tip th qua e-mail khi h cn gii thiu sn phm/dch v n hng ngn
khch hng cng mt lc. Cc du kch sn vic bit rng h cng c th
s dng cch ny lin h vi nh tuyn dng tim nng.
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C kt ni mng Internet.
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Joseph Nour l Gim c iu hnh ca hng Protus IT Solutions, ch s hu ca trang web www.
campaigner.com, mt dch v tip th qua e-mail dnh cho cc doanh nghip quy m nh v va.
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SCH B TI
Bn c th vit mt cun sch nh v nhng thng tin lin
quan n ngnh ca bn sau gi ti cc khch hng mc tiu.
Mi ngi u thch nhn qu, v vy bn c th gi mt th g
th hin c trnh chuyn mn ca bn. Di y l mt s
tng cho bn khi p dng b quyt ny.
Lin kt vi trang web, h s trc tuyn hoc blog ca bn.
Gi bn in t.
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Jill Tanenbaum
C nhn vin mi tuyn gi cho ti mt cun sch nh
c lm th cng rt p, trong trnh by nhng sn phm
m c trc tip tham gia thit k. C khng gi cho ti ng
lin kt qua e-mail, cng khng c h s. Nhng vi cun sch
nh xinh xn , c y lm c nhiu hn th. Cng bng
m ni, nu ch trng ch vo kinh nghim lm vic th c y s
khng c mi phng vn, ng ni l ginh c vic lm.
Tuy nhin, cun sch nh gip c y thnh cng trong c
hai nhim v .
Jill Tanenbaum l ch tch cng ty Jill Tanenbaum Graphic Design & Advertising. Bn c th xem
thm thng tin v Jill ti trang www.jtdesign.com.
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Ross Macpherson
Ti tng lm vic vi mt ng vin trong ngnh kinh
doanh bn l. Sau khi cng hon thnh h s ca c y,
chng ti bt u tho lun v k hoch tip cn nhng cng
ty hng u trong lnh vc ny. Khi chng ti tm kim nhng
im mnh ni bt ca c y, c y tuyn b ngay rng ch
cn bc vo bt c ca hng bn l no, c y cng c th
xut ngay cch thc trng by v sp xp hng ha
tng hiu qu bn hng. Ti hi: C c th chng minh li
ni c ch?, v tng cho k hoch tm vic ca c
y ra i nh th.
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xem nhng li khen ngi ca Ross Macpherson, ch tch ca Career Quest, hy vo trang www.
yourcareerquest.com.
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TH T VN
Cc cng ty thng thch th hng trc khi mua khi xem xt
tuyn dng mt nhn vin chnh thc hoc ly ai lp ch trng
trong khi tm kim nhn vin ton thi gian; hoc n gin trnh
tng s lng nhn vin chnh thc nhm duy tr cc khon bin ph
mc n nh. Nhiu ng vin bt u s nghip t cch tuyn
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B QUYT DU KCH
Can m.
Nhit tnh.
Sng to.
C c thm m.
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PHN IV
CHIN DCH
TM VIC KIU
DU KCH
CA BN
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BA CHIN DCH
TM VIC TIU BIU
Hiu ng tng lc
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V D 1: TOM WEISHAAR
T hp FME: e-mail, trang web, h s theo trnh t thi gian,
H s Du kch Ph cch, qung co trn Internet, xy dng
mng li quan h x hi v gi in thoi.
Cng vic mong mun: v tr qun l cp cao trong lnh vc pht
trin kinh doanh hoc tip th.
Trong chin dch tm vic, Tom kt hp nhiu v kh tip th
v nhiu cch tn cng khc nhau tranh th sc mnh ca mng
li quan h x hi.
Tom kt hp tip th qua e-mail vi trang web c nhn v gi in
cp nht tnh hnh. V sau, chin dch ca Tom thay i mt cht khi c
thm H s Du kch Ph cch v qung co trn Internet.
Ln u ti bit n Tom l mt qun c ph. Sng hm , khi
ti ang ung c ph th cht mt e-mail l xut hin trn mn hnh.
Bn cm thy th v v con ngi ny, d kiu n ni ca anh ta
tht tr tro, ti ni l cch thu ht s ch ca Tom. Ti gi in
ngay cho Tom. Chng ti tr chuyn khong 15 pht v ti tht
s n tng v anh ta ( cng chnh l mc tiu ca Tom). Ti ni
vi anh ta v mt s v tr tuyn dng sp ti, nhng tht s lc
Tom khng ph hp vi bt c v tr no m ti ang tm kim cho
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S YU L LCH: BN CN KT THC
MT THNG V MI NGAY BY GI?
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V D 2: ALLAN PLACE
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Cht bn dn.
Phn mm.
Sn phm.
V tr trn th trng.
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Sp xp lch phng vn
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V D 3: CHELSEA TEGAN
T hp FME: Mng li cc mi quan h x hi, phn tch i
th cnh tranh, h s vi bng tng kt thnh tch, th ring v
nghin cu th trng thng qua bn tham lun.
Cng vic mong mun: Trng phng k thut.
Sau y l nhng dng tm s ca Chelsea.
Ti bt u tm kim thng tin, khng ch ring v nhng
cng ty ti mun vo lm, m cn v mt s cng ty khc
na. Khi chn c mt cng ty theo ui, ti nh ngi
gii thiu. Trc khi gp i din ca cng ty, ti dnh hai
n ba ngy tm hiu v hot ng, cc i th trc tip v
nhng vn ln cng ty ang i mt. n hm trc bui
gp mt, ti tm tt tt c thng tin ch yu vo mt e-mail
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TNG KT
Chelsea, Allan v Tom thnh cng nh bit phi hp v kh v
chin thut nhm trng ch l nhng cng ty h mun vo lm,
v h vt qua nhng con sng ngm ca mt th trng vn
c coi l bnh lng.
Vy chin thut no ph hp vi bn? Hy can m th nghim.
Hy tnh cch v am m ca bn dn ng, v hy nh rng
khng ch c ngha l khng phi ngay hm nay.
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Chng 11
TRN NH
GIP L C
Ginh chin thng trong
cuc phng vn trc tip
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BY PHNG VN
Cch ph bin nht mi ngi bt u tip xc vi mt
cng ty l thng qua qung co tuyn dng hoc s gii thiu ca
mt ai , ngha l bn bt u qu trnh t im thp nht. i vi
hu ht nhng ngi tm vic, quy trnh phng vn c s ha
nh sau:
Chuyn vin tuyn dng Phng nhn s
Trng phng ban Nh qun l cp cao
Quyt nh tuyn dng
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S MNH DU KCH
im mnh
Bn va hon thnh bi tp Ti khon ch T, gi y bn
cn lit k mi im mnh gn lin vi cng vic m bn
ang tm kim. Hy lit k ra giy bng nhng ci gch u
dng. Bn hy thc hin ngay v vic ny rt quan trng.
Sau , bn hy kim tra li xem nhng im mnh no
lin quan trc tip n cng vic bn sp c phng vn. Nu
bn l ngi phng vn th nhng im mnh ny c khin bn
hi lng khng? Bn c sn sng tuyn dng chnh bn khng?
Nu cu tr li ca bn l c, hy tip tc bi tp v nhng im
yu. Nu cu tr li ca bn l khng, xin chc mng v bn
trung thc vi bn thn; bn va cu bui phng vn ca bn
khi sai lm nghim trng. Bn cn phi luyn tp bi tp ny
nhiu ln bi v, ging nh mt vn ng vin chuyn nghip,
vic luyn tp nhun nhuyn s gip bn t thnh tch tt nht
trong ngy thi u chnh thc thi im khng phi luyn
tp. Hy lp li bi tp ny n khi bn a ra c nm im
mnh ph hp vi nhng yu cu ca cng vic m bn ang
ng tuyn.
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im yu
Thc hin bi tp tng t, ch khc l ln ny bn lit k
nhng im yu c lin quan n cng vic. Sau khi lit k xong,
bn chn mt im yu m bn tng c gng khc phc v
hy trnh by t m bn lm nhng vic g t mc ch .
Bn c hp tp, nng vi khng? Hy nh ng nhc ti iu ny
trong bui phng vn! y khng phi lc xng ti. Nhng
ngi phng vn mong i bn chn iu g nh nhng mt
cht. Bn ng lm ngi phng vn tht vng. Nhng g bn
sp lm sau y t khi c cc ng vin khc ngh ti, trong khi
chng li cho thy tnh cch kin nh ca bn.
V d:
Cch y vi nm, ti c nh gi cn km v k
nng d ton ngn sch. Tht s l trc ti cha tham
gia mt kha o to bi bn no v k nng d ton ngn
sch, v vy ti ng k tham gia ngay mt lp hc ban
m v k nng ny. Nh vy m trong ln nh gi gn y
nht, ngi qun l trc tip ca ti nhn xt rng ti c
tin b rt nhiu. K nng d ton ngn sch ca ti by gi
trn mc trung bnh. V sp ti cng nh gi ti cao v
iu ny.
Xin chc mng bn! Trong v d ny, bn ni cho
ngi phng vn bit:
Vn ca bn (d ton ngn sch).
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C cn cu ri ! By gi l lc bn cn kho lo dn dt h
vo cuc trao i v nhng im tng ng gia ci bn lm c
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TR LI CC CU HI
Bn hy tr li theo nhp m 1-2 ca on din binh, tc l mt
cu tr li ngn tip ngay sau mt cu tr li di. Ring i vi cu hi
m, ti ngh bn nn tr li rng: Ti s tr li cu hi ca ng mt
cch ngn gn nht, nu c phn no ng mun nghe chi tit th xin vui
lng cho bit, ti s trnh by cn k hn.
Nhng cu tr li di 30 giy c coi cha , cc cu tr li
trn ba pht b xem l qu di. y l chi tit quan trng cn lu
. Nu nhng cu hi u tin, bn tr li ch cha y 30 giy th
n tng v bn s l hi ht, thiu kin thc v thiu chiu su,
m y u phi n tng bn mun to ra vi ngi phng vn.
Tuy nhin, nu bn qu di dng ngay t nhng cu tr li u tin,
chng li c th khin bn tr nn cng nhc v nhm chn. Bn
cn phi tm mt s cn bng v nhp 1 2 chnh l gii php. Cui
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im yu
Nhng kha cnh no trong cng vic hin ti ca bn c th
c ci thin tt hn v bn s lm g thc hin iu ?
Nu chng ti hi hai hoc ba ng nghip c cng lm vic
v hiu r bn, bn cho rng h s ch ra hai hoc ba im yu
no m bn cn ci thin? Ti sao?
Nu c th, bn s mun thay i hai iu g v bn thn
gip bn lm vic hiu qu hn? Ti sao?
Hiu sut lm vic
Kt qu ba ln nh gi hiu qu cng vic gn y nht ca
bn nh th no? Ti sao?
Bn t hiu qu tt nht nhng lnh vc no?
Theo nh gi ca bn, ti sao nhng lnh vc li nh hng
n s thnh cng ca cng ty?
Theo nh gi ca bn, nhng yu t ch cht no dn n s
tht bi ca mt doanh nghip?
Phong cch c nhn
Nhng phong cch qun l no theo bn s khng mang li kt
qu tt? Ti sao?
Bn hy ch ra nhng tnh cch v c im ni bt ca mt
nh qun l hiu qu. Ti sao nhng im ny li quan trng?
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K nng qun l
Bn thng dng bin php no ng vin nhng nhn vin
lm vic km hiu qu?
Nu mt s v d v nhng trng hp bn s dng bin php .
Kt qu nh th no?
Nhng ngi ny thay i ra sao?
Quyt nh kh khn nht ca bn trn cng v mt ngi
qun l l g?
K nng giao tip
Hy cho ti v d v mt tnh hung giao tip phc tp m bn
i mt.
iu g khin tnh hung ny tr nn phc tp?
Ti sao tnh hung kh gii quyt?
Bn gii quyt vn ny nh th no? Ti sao?
Bn ci thin k nng giao tip nh th no?
Tnh chnh trc
Nu bn bt gp mt trong nhng nhn vin c nh gi cao
nht c hnh vi thiu trung thc, bn s lm g?
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S quyt on
Nu ng sp ni rng tng ca bn tht ngc nghch, d
trong thm tm bn bit l mt tng hay, bn s lm g?
Ri ro
Nhng yu t no nh hng mnh nht khin bn chp nhn
hay li trnh ri ro?
K nng phn tch
Hy cho bit bn phn tch tnh hnh kinh doanh phc tp nht
m bn tng thc hin.
Nhng yu t no khin nhim v tr nn phc tp?
Bn gii quyt nhim v nh th no?
Kt qu cui cng phn nh bao nhiu phn xc sut phn tch
ca bn?
Tnh kin tr
Hy m t mt tnh hung trong cng vic m bn bit chc
mnh ng, nhng li th ginh chin thng ca bn kia qu
ln khin bn ngh mnh nn t b lp trng.
Nhng kh khn bn i mt l g?
S khng c mnh ti mc no?
Bn s dng cch tip cn no?
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S MNH DU KCH
Cu hi kh
y l cch gip bn y nhanh cuc phng vn v t
i tip. Hy a ra cu hi sau trong bui phng vn:
Tha c Smith, trong qu trnh tm hiu thng tin, ti
bit c nhng i th sau [nu tn ca nm i th]. C c
th vui lng ni r cc i th ny c nhng hot ng no
khin cho ban lnh o cng ty mt n mt ng khng?.
Ti sao bn phi hi cu ? Bn ang cho ngi phng
vn c hi khoe khoang nhng ri sau nh tha nhn cc
mi bn tm ca c y, qua bn:
Xc nh cch tt nht bn c th lm gip h t mc tiu.
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X L VN TIN BC
Hy tr hon ch ny cho n khi bn bit chc chn mnh
mun lm cng vic ny. y l cch khn ngoan x l vn
lin quan n tin bc. Khi bn c hi v mc lng mong mun,
hy ni: Ti thch cng ty v ti cng rt thch c hi ny, nhng s
l qu sm trao i v mc lng thng trc khi c hai bn
u thy c hi ny ph hp. ng c ng vy khng?.
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TIN TC DU KCH
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Steve Panyko tng l chuyn vin cp cao ti AT&T Bell Laboratories, Motorola, Harris
Corporation, v ITT. ng cng tng l gim c iu hnh ca bn cng ty c phn t nhn m
chnh ng gip thnh lp, huy ng vn v dn dt ti thnh cng. Gi y, Steve lm vic cho
vn phng Colorado Springs ca Perry-Martel International. lin h vi Steve bn hy vo a
ch www.linkedin.com/in/sfpanyko/.
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PHNG VN LN TH HAI V TH BA
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Chng 12
THA THUN
V MC LNG
V CC CH
I NG
Tha thun vi thi t tin
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THI NG MC
Khng ging a s nhng cuc mua bn mang tnh cht ngn
hn, cc tha thun vic lm thng lin quan ti nhng mi quan
h lu di. Vic bn m tay xung bn i ngi bn nhng b
khi bn mua xe hon ton c th chp nhn c, bi v bn khng
mun gp li ngi bn hng na. Nhng vi ngi tuyn dng
th khc, bn s cn gp h mi ngy. Bn c th i c mc thu
nhp ngt ngng, nhng i li bn s b xem nh mt k kh a.
Mt ng vin cao ngo c th khin nh tuyn dng ngh rng anh
ta c nng lc c bit no , nhng nu khng th hin c
bn thn nh mong i ca nh tuyn dng th sm mun g anh ta
cng b y ra khi cng ty.
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Quyn hn
Trch nhim
S lng nhn vin bo co trc tip
Cc tiu chun c th nh gi hiu qu lm vic
Cc cng tc kim nhim, nu c
Bt c s gia tng no v quyn hn hoc trch nhim m bn
c th ghi li c u gip nng thm mc lng thng cho bn.
Nu cc cng tc kim nhim l khng th chng minh c v
bn m t cng vic vn y nh trc th bn khng th yu cu tng
lng. Bn v nh tuyn dng phi c ci nhn thng nht v phm
vi trch nhim cng vic trc khi a ra th mi lm vic. Chin
lc ca bn l nng mc lng cng cc ch i ng di hnh
thc tng trch nhim cng vic. Nh vy, mc lng u tin nh
tuyn dng a ra c tnh tng thm v c th kh gn vi
mc lng tha ng, v bn ch cn thng lng thm mt cht
na thi.
Mt khi bn tha thun xong nhng chi tit cui cng v
cng vic, nh tuyn dng s cn nhc trc khi xut mc lng.
Bn c hai la chn: Bn c th ni cho nh tuyn dng con s bn
mun hoc nh tuyn dng t quyt nh. Sau khi tn thi
gian v cng sc thc hin phng vn v thng lng, hu ht
cc nh tuyn dng s a ra mt mc lng hp l bi v h khng
mun lp li ton b qu trnh tuyn dng vi mt ng vin khc.
Ni chung, nh tuyn dng bit mc lng trung bnh trn th
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a ra mc cui cng
Bn c bit mc lng bn c th chp nhn l bao nhiu
khng? Nhiu hn khng phi l mt con s. Ht mi ngi u
bit ci gi l i-khi-chp-nhn-c, nhng rt t ngi bit
chnh xc mnh cn g. Khng a ra c mc-chp-nhn ny, bn
s gp nhiu ri ro hoc thm ch l tut mt c hi. Quan trng
l bn phi bit con s , nhng quan trng hn na l bn khng
c tit l cho nh tuyn dng bit. L tng nht l khi bn bt
u tha thun trn mc-chp-nhn v nu mi vic m xui, ng
con s i xung. Mt du kch s khng bao gi i n thi
khc cui cng, h lun c con s ca mnh trc khi nh tuyn
dng a ra mc lng u tin.
Mi nh tuyn dng u ngh v lng theo kiu mc cao nht
v thp nht. a s cc cng ty ng k mua cc bng kho st
lng. Hip hi ngnh ngh ca bn chc chn cng c mt bng
kho st lng. Bn ch cn nhc in thoi ln v hi thng tin.
Nu bn khng th tip cn ngun thng tin , hy gi in cho
i th ca h. Bn s ngc nhin v lng thng tin c th nhn
c t phng nhn s, nu bn ni bn l mt nhn vin nghin
cu th trng (m tht s bn ang lm vic y thi!).
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S MNH DU KCH
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CHIN LC CA BN
Hy ch ng. ng nh tuyn dng dn dt vn . Bn
phi thng lng mc lng sau cng. Ti sao? n gin v nh
tuyn dng s ch ch vo con s ln nht l mc lng ca bn,
khng bao gm bt c khon no khc. Bn mun c thm mt
cht, ch mt cht, v ri mt cht na. Tha thun v nhng khon
lt vt ngay t u s gip bn li mt bc trc nhng khon
ng k nh bo him, cc ch i ng khc v ngh php. Nu
nh tuyn dng mun chin thng trn mt trn tha thun v
lng th bn l ai m dm cn ng? Ngi chin thng tht s l
ngi bit nhng b mt cch khn ngoan, v vy bn nn nh
tuyn dng cm thy h ang thng, cn bn hy tp trung vo vic
tng gi tr cc khon phc li t 50% n 100%. y vn l s tin
bn c hng v s khng ai phn i.
TM L THNG LNG
Sau nhiu vng m phn v cc khon phc li, bn ti gn
sat thi im tha thun v mc lng. Lc ny, bn nn a ra cc
vn di y:
Tr cp thi vic
Xt tng lng trc thi hn
Khon thng m bo ti thiu trong nm u tin
Cch bn x l nhng thoa thun cui cng l du hiu cho thy
bn s thng lng gii th no trong cc hp ng sau ny. Chi tit
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PH V TH B TC
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NGN NG C TH
Bn cn quan tm n ngn ng c th, cng nh hy nhng
tn hiu m c th bn ang gi i. C nhng lc thng lng tr
thnh mt cng vic nng n. Song ng lo lng. Bn ch nh tuyn
dng bit bn ang mt mi ma hy th hin nhng du hiu bn
mun nh tuyn dng nhn thy. Nu bn mm ci v lng bn tay
nga trn bn th l du hiu cho thy bn rt ci m v ang tip
nhn nhng g h ni. Con nu lng my bn nhiu li v nm tay ang
sit cht th ti bit ngay bn ang ngh g. Khi , ban hy ung thm
cht nc. Song ng ung c ph hoc thc ung c cn. Hy s dng
nh v sinh thng xuyn hn nu bn cn thi gian ly li tinh thn.
YU CU T, NHN C NHIU
Hu ht cc nh tuyn dng u thch ni v lng. Vi nhng
mc lng trung bnh, hy hng s ch ca nh tuyn dng vo
tin lng theo gi. Ban cn n gin hoa v gim thiu s nhng
b. V d, nh tuyn dng d dng ng tng t 20 ln 24 -la
mt gi, ch khng thch tng mc lng t 40.000 -la mt nm
ln 48.000 -la. Bn ngh la chn no s d chp nhn hn vi
nh tuyn dng? Vic yu cu thm 4 -la mi gi chng ang la
bao, trong khi con s 8.000 -la li khin nh tuyn dng au u
mt cch khng cn thit, du tinh ra vn l 8.000 -la.
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CACH PH HY MI THNH QU
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TI A HA LI CH
Sau y l mt s quy tc bn nn ghi nh:
Ch n ton b gi i ng, khng ch ring lng. Nhiu
nm trc, ti a tuyn dng gim c iu hanh cho mt
khch hng trong lnh vc cng ngh, nhng chung ti khng
ap ng ni i hi ca ng vin l tng ny. Mc lng c
bn 60.000 -la m ng y ngh a cao hn ca mc trn
trong khung lng ca chng ti. Ti c gng thuyt phc ng
vin v tim nng pht trin ca cng ty v ng y ng gim
mc lng c bn xung i ly 250.000 c phiu. l mt
cuc trao i qu quyt bi v c phiu ang mt gi. Trong
bn nm, ng y tng gi tr c phiu ca cng ty t 2,5 -la
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CHUYN HOANG NG NI PH TH
Bn s nhn mc lng thp hn nu c mt chuyn gia tuyn
dng tham gia thng lng?
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B QUYT DU KCH
323
Guerrilla marketing for job hunters 2.0
324
Chng 13
SN SNG
325
Guerrilla marketing for job hunters 2.0
326
Mc lc
Li ta 5
Chng 1: Ti sao bn cn phi tr thnh mt du kch sn vic? 9
phn I
T duy du kch
Chng 2: Thng hiu c nhn kiu du kch 19
Chng 3: Chin lc sn vic theo kiu du kch 57
Chng 4: K hoch tm hiu thng tin 83
phn II
cc v kh dnh cho du kch sn vic
Chng 5: Tri hng dn vit h s v th ng 95
Chng 6: Nn kinh t tuyn dng 2.0 149
phn III
Cc chin thut du kch
Chng 7: Cc mi quan h du kch 173
Chng 8: Cuc gi c ch ch 201
Chng 9: Nhng cch tm vic sng to 217
phn IV
chin dch tm vic kiu du kch ca bn
Chng 10: Ba chin dch tm vic tiu biu 239
Chng 11: Trn nh gip l c 257
Chng 12: Tha thun v mc lng v cc ch i ng 307
Chng 13: Sn sng 325
J AY C O N R A D L E V I N S O N & D AV I D E . P E R R Y
J AY C O N R A D L E V I N S O N & D AV I D E . P E R R Y
First News
NH XUT BN TR
161B L Chnh Thng - Q.3 - TP. HCM
T: 39316211 - Fax: 38437450
In 3.000 cun, kh 14,5 x 20,5 cm ti Cng Ty C Phn Thng Mi In Phng Nam (160/12 i
Cung, Q.11, TP. HCM). Giy ng k KHXB s 98-2011/CXB/100-07/Tre ngy 20/01/2011-QXB s
43B/Q-Tre cp ngy 03/03/2011. In xong v np lu chiu qu II/2011.