GV: Th.

S Ng Th Phng Anh
Email: anh.ngo@oude.edu.vn
4/5/2014 H M TPHCM 1
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 Mc tiu mn hc
Cung cp kin thc v k nng c
1 bn v QTBH

Gim c bn hng
2 Nhn vin bn hng

Nm c cch thc xy dng v

3 qun tr i ng bn hng

4/5/2014 H M TPHCM 3
 Sch tham kho

4/5/2014 H M TPHCM 4
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 nh gi kho hc

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 Chng 1
TNG QUAN V BN HNG
V QUN TR BN HNG

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 Ni dung chnh

4/5/2014 H M TPHCM 8
 Quan nim c in

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 Quan nim hin i

4/5/2014 H M TPHCM 10
 Ngi bn hng l Ai?

4/5/2014 H M TPHCM 11
 Vai tr ca Hot ng bn hng

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 Giai on pht trin ca hot ng
bn hng

4/5/2014 H M TPHCM 13
 Phn loi
Theo a im bn

4/5/2014 H M TPHCM 14
 Theo quy m

4/5/2014 H M TPHCM 15
 Theo hnh thc bn

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 Theo s s hu hng ho

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 Theo i tng Mua

4/5/2014 H M TPHCM 18
 Theo loi hng ho Hin ti HAY Tng lai

4/5/2014 H M TPHCM 19
 Theo Hnh thc ca hng

4/5/2014 H M TPHCM 20
 C hi ca ngh bn hng

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 Th thch

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 Khi nim

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 Chc nng ca QTBH

4/5/2014 H M TPHCM 24
 Phn cp trong B phn Bn hng

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 Nhng vn ca ngh bn hng
hin nay

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 o c trong Ngh Bn Hng

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 i vi Nh Qun tr Bn Hng

4/5/2014 H M TPHCM 28
 i vi Nhn vin Bn hng

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PHN LOI LC LNG BN HNG

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 I L BN HNG C LP

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 c im i l bn hng c lp

4/5/2014 H M TPHCM 32
 Lc Lng Bn hng Hn hp

4/5/2014 H M TPHCM 33
 LA CHN KNH PHN PHI

4/5/2014 H M TPHCM 34
 Knh phn phi gin tip

4/5/2014 H M TPHCM 35
 Knh phn phi hn hp

4/5/2014 H M TPHCM 36
 La chn c cu T chc
Lc lng bn hng

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S t chc theo c cu hn hp

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 Thay i cu trc Lc lng bn hng

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4/5/2014 H M TPHCM 50
 Chng 3
Tnh hung in hnh trong Bn hng
v Qun tr Bn hng

4/5/2014 H M TPHCM 51
 Chng 4
GIM C BN HNG

4/5/2014 H M TPHCM 52
http://www.youtube.com/watch?v=a3FZ5fc1p6g
k nng lnh o
http://www.youtube.com/watch?v=xL1LPh8c7OM
gim c bn hng chuyn nghip (bn full)

4/5/2014 H M TPHCM 53
 Chng 5
Phn tch lp k hoch Bn hng, D bo,
Thit lp Ngn sch & Ch tiu bn hng

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 Lp k hoch bn hng

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 Phn tch v cc cng c phn tch

4/5/2014 H M TPHCM 56
 D BO BN HNG

4/5/2014 H M TPHCM 57
 Mc ch ca D bo Bn hng

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 K thut D bo

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 K thut nh lng

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 La chn Phng php D bo

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 Thit lp Ch tiu Bn hng

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 Mc ch t Ch Tiu Bn Hng

4/5/2014 H M TPHCM 64
 Lu khi Lp ch tiu

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 Thit lp Ngn sch

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 Thit lp Ngn sch

4/5/2014 H M TPHCM 67
 Chng 6
Qun l Nng Sut Khu vc Bn hng

4/5/2014 H M TPHCM 68
 Cc yu t gia tng Nng Sut

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 Tng thi gian hu ch ca
Lc lng Bn hng

4/5/2014 H M TPHCM 70
 Thi gian hu ch ca
Nhn vin Bn hng

4/5/2014 H M TPHCM 71
 Qun l thi gian hiu qu

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To ra n lc hu ch mt cch hiu qu

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 Phng php th

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 Phn hng khch hng

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 Tng nng sut thng qua Thit k
Khu vc bn hng

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Thay i Thit k khu vc bn hng

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 NHNG Khino th nn thay i?

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 Tng quy m Lc lng Bn hng

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 Tng nng sut thng qua Khch hng

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 Tng nng sut bng T ng ho
Lc lng Bn hng
T ng ho Lc lng bn hng l g?

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 Chng 7
XY DNG TUYN DNG O TO
I NG BN HNG

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 Xc nh Nhu cu Tuyn dng

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 Phn tch cng vic

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 Bng M t cng vic

4/5/2014 H M TPHCM 88
 Yu cu v Nhn vin Bn hng

4/5/2014 H M TPHCM 89
 Yu cu v thi

4/5/2014 H M TPHCM 90
 Yu cu v th cht
iu kin ngoi hnh
iu kin sc kho

4/5/2014 H M TPHCM 91
 Yu cu v Kin thc

4/5/2014 H M TPHCM 92
 Yu cu K nng chuyn mn

4/5/2014 H M TPHCM 93
 Ngun Tuyn Dng WHERE?

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 THNG BO TUYN DNG

4/5/2014 H M TPHCM 95
 CHN LC H S NG VIN
Chn lc nh th no cho Ph Hp?

4/5/2014 H M TPHCM 96
 Phn tch h s CV

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 Kim tra Tnh xc thc ca H s

4/5/2014 H M TPHCM 98
 St Hch Phng Vn

4/5/2014 H M TPHCM 99
 Phng Vn

4/5/2014 H M TPHCM 100

 Mi Th Vic

4/5/2014 H M TPHCM 101

 nh gi Qa trnh Tuyn chn

4/5/2014 H M TPHCM 102

 Ti sao phi o to hun luyn
i ng bn hng

4/5/2014 H M TPHCM 103

 Ai l Ngi hun luyn

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 Tin trnh o to i ng bn hng

4/5/2014 H M TPHCM 105

 Nhng tr ngi khi thc hin
chng trnh o to

4/5/2014 H M TPHCM 106

 Chng 8
TH LAO NG VIN NH GI

4/5/2014 H M TPHCM 107

NG VIN NHN VIN BN HNG

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 Cc phng php ng Vin

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K hoch khuyn khch i ng bn hng

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 MC TIU CA TH LAO BN HNG

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 CC KHON PH CP

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 PHC LI

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 NH GI LC LNG BN HNG

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 CC TIU CHUN NH GI

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 Da vo hnh vi c x

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 Lp bng kim sot hnh vi

4/5/2014 H M TPHCM 120

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 nh gi c nhn

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 Qun tr Kt qu nh gi

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 END

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