BÁN HÀNG NỀN TẢNG - SR SALES FOUNDATION

Chương trình 1 ngày 1 day program

BUỔI NỘI DUNG CONTENT
KHỞI NGHIỆP CÙNG COCA - COLA ON -BOARD WITH COCA - COLA
Quy định của khoá học/ Mục tiêu khóa học Introduce/ learning objective
Giới thiệu Cty Coca - Cola, Kiến thức sản phẩm, 7 giá trị văn Coca- Cola orientation & on-board
SÁNG

hóa
Một số khái niệm chuyên ngành Sales concept
Tiêu chí bán hàng Target & performance
Hình ảnh tiêu chuẩn - RED RED - Pictures of success
Tiêu chí chấm điểm - RED RED - Criterrion of record
XUẤT PHÁT CÙNG COCA - COLA QUALIFICATION PROGRAM
Vai trò, trách nhiệm của NVBH Role & responsibilities of SR
CHIỀU

Công việc hàng ngày của NVBH Daily, weekly & monthly routine
Xây dựng quy trình bán hàng 7 bước (game) Planned call (game)
Thảo luận 2: Tại sao? Thực hiện như thế nào? Nên tránh? Workshop - Why, How to do planned call
– Thảo luận theo từng bước bán hàng
TỔNG KẾT
THỰC HÀNH BÁN HÀNG - TỔNG KẾT - ÁP DỤNG
Áp dụng từ 1-3 tháng => tham dự khoa học Selling Skills
 Training Budget

Training Budget
Organizati Year:

Department Submitted by: Phan Huu Loc

SALES : 60% PS : 20%

Annual training allotment: $ 37,020.00 $ 12,340

1Q Budget $18,025 3Q Budget: $12,825 Total Budget: USD

2Q Budget $18,025 4Q Budget: $12,825 VND

1st Quarter Training Budget

No. Location Course name Description Qty.
1 HCM Essential training for All Structure Call + QDVP3+ Persuasive Selling + CoBC + Product Knowledge 2
2 HN Essential training for All Structure Call + QDVP3+ Persuasive Selling + CoBC + Product Knowledge 1
2 DN Essential training for All Structure Call + QDVP3+ Persuasive Selling + CoBC + Product Knowledge 1
3 NT Essential training for All Structure Call + QDVP3+ Persuasive Selling + CoBC + Product Knowledge 1
Core Sellng. Negotiation, Communication, Customer, Managing Distributor
3 HCM Development skill training 2
Relationships, Winining Customer Offer
Core Sellng. Negotiation, Communication, Customer, Managing Distributor
4 HN Development skill training 1
Relationships, Winining Customer Offer
Core Sellng. Negotiation, Communication, Customer, Managing Distributor
4 DN Development skill training 1
Relationships, Winining Customer Offer
Core Sellng. Negotiation, Communication, Customer, Managing Distributor
5 NT Development skill training 1
Relationships, Winining Customer Offer
5 HCM Optional training Adhoc training / Meeting / Deploy Project 1
6 HN Optional training Adhoc training / Meeting / Deploy Project 1
Other Optional training Adhoc training / Meeting / Deploy Project 1

2nd Quarter Training Budget

No. Location Course name Description Qty.
1 HCM Essential training for All Structure Call + QDVP3+ Persuasive Selling + CoBC + Product Knowledge 2
2 HN Essential training for All Structure Call + QDVP3+ Persuasive Selling + CoBC + Product Knowledge 1
2 DN Essential training for All Structure Call + QDVP3+ Persuasive Selling + CoBC + Product Knowledge 1
3 NT Essential training for All Structure Call + QDVP3+ Persuasive Selling + CoBC + Product Knowledge 1
Core Sellng. Negotiation, Communication, Customer, Managing Distributor
3 HCM Development skill training 2
Relationships,
Core Winining Customer
Sellng. Negotiation, Offer Customer, Managing Distributor
Communication,
4 HN Development skill training 1
Relationships,
Core Winining Customer
Sellng. Negotiation, Offer Customer, Managing Distributor
Communication,
4 DN Development skill training 1
Relationships, Winining Customer Offer Customer, Managing Distributor
Core Sellng. Negotiation, Communication,
5 NT Development skill training 1
Relationships, Winining Customer Offer
5 HCM Optional training Adhoc training / Meeting / Deploy Project 1
6 HN Optional training Adhoc training / Meeting / Deploy Project 1
Other Optional training Adhoc training / Meeting / Deploy Project 1

3rd Quarter Training Budget

No. Location Course name Description Qty.
1 HCM Essential training for All Structure Call + QDVP3+ Persuasive Selling + CoBC + Product Knowledge 2
2 HN Essential training for All Structure Call + QDVP3+ Persuasive Selling + CoBC + Product Knowledge 1
2 DN Essential training for All Structure Call + QDVP3+ Persuasive Selling + CoBC + Product Knowledge 1
Core Sellng. Negotiation, Communication, Customer, Managing Distributor
4 DN Development skill training 1
Relationships,
Core Winining Customer
Sellng. Negotiation, Offer Customer, Managing Distributor
Communication,
5 NT Development skill training 1
Relationships, Winining Customer Offer
5 HCM Optional training Adhoc training / Meeting / Deploy Project 1

Page 2 of 52
 Training Budget

Training Budget
Organizati Year:

Department Submitted by: Phan Huu Loc

SALES : 60% PS : 20%

Annual training allotment: $ 37,020.00 $ 12,340

1Q Budget $18,025 3Q Budget: $12,825 Total Budget: USD

2Q Budget $18,025 4Q Budget: $12,825 VND

6 HN Optional training Adhoc training / Meeting / Deploy Project 1

Other Optional training Adhoc training / Meeting / Deploy Project 1

4th Quarter Training Budget

No. Location Course name Description Qty.
1 HCM Essential training for All Structure Call + QDVP3+ Persuasive Selling + CoBC + Product Knowledge 2
2 HN Essential training for All Structure Call + QDVP3+ Persuasive Selling + CoBC + Product Knowledge 1
2 DN Essential training for All Structure Call + QDVP3+ Persuasive Selling + CoBC + Product Knowledge 1
3 NT Essential training for All Structure Call + QDVP3+ Persuasive Selling + CoBC + Product Knowledge 1
Core Sellng. Negotiation, Communication, Customer, Managing Distributor
### NT Development skill training 1
Relationships, Winining Customer Offer
### HCM Optional training Adhoc training / Meeting / Deploy Project 1
### HN Optional training Adhoc training / Meeting / Deploy Project 1
Other Optional training Adhoc training / Meeting / Deploy Project 1

Page 3 of 52
 Training Budget

g Budget

Phan Huu Loc

Other: 20%
$ 12,340

$61,700

$1,295,700,000

raining Budget
Unit Cost/course Total
925.00 1,850.00
1,675.00 1,675.00
1,675.00 1,675.00
1,675.00 1,675.00

925.00 1,850.00

1,675.00 1,675.00

1,675.00 1,675.00

1,675.00 1,675.00
925.00 925.00
1,675.00 1,675.00
1,675.00 1,675.00
Grand Total $18,025 $378,525,000
Training Budget
Unit Cost/course Total
925.00 1,850.00
1,675.00 1,675.00
1,675.00 1,675.00
1,675.00 1,675.00
925.00 1,850.00
1,675.00 1,675.00
1,675.00 1,675.00
1,675.00 1,675.00
925.00 925.00
1,675.00 1,675.00
1,675.00 1,675.00
Grand Total $18,025
raining Budget
Unit Cost/course Total
925.00 1,850.00
1,675.00 1,675.00
1,675.00 1,675.00
1,675.00 1,675.00
1,675.00 1,675.00
925.00 925.00

Page 4 of 52
 Training Budget

g Budget

Phan Huu Loc

Other: 20%
$ 12,340

$61,700

$1,295,700,000

1,675.00 1,675.00
1,675.00 1,675.00
Grand Total $12,825
raining Budget
Unit Cost/course Total
925.00 1,850.00
1,675.00 1,675.00
1,675.00 1,675.00
1,675.00 1,675.00
1,675.00 1,675.00
925.00 925.00
1,675.00 1,675.00
1,675.00 1,675.00
Grand Total $12,825

Page 5 of 52
 Review &
Promote to
TSM
LEVEL

ASM

Enough
reviewing for
TSM Foundation
course

TSM Requirement of attending class (SR) Module 5:

Module 4: AS - Advance Selling Skills
Module 3: HO - Handling Ojection

MS- Merchandising Skills 1. Completed "HO"

Module 1:
SF- SR Foundation
1. New SR woking for 2 weeks
SR 2. Passed In-Basket
3. TSM recommended
Module 2:
SS- Selling Skills + R.E.D 1.Completed "SS & MS" 2. Level 2>70%
1. Completed "SF" 1. Completed "SF" 2. Level 2>70% 3. Level 3 > 50%
2. Level 2>70% 2. Level 2>70% 3. Level 3 > 50% 4. Monthly Performance rate>3
3. Level 3 > 50% 3. Level 3 > 50% 4. ASM recommended 5. ASM recommended
4. TSM recommended 4. TSM recommended

WHO ? Facilitator: ASM Facilitator: Sales Trainer Facilitator: Sales Trainer Facilitator: Sales Trainer Facilitator: Sales Trainer
Supporter: Sales Training Team Supporter: ASM Supporter: ASM Supporter: ASM Supporter: ASM
1 - 3 Years
 Review &
o Promote to ASM

Requirement of a Module 11:

ttending class (TSM Module 10: TTT - TRAIN THE TRAINER
Module 9: PS - PRESENTATION SKILLS

CF - COACHING &
Module 8: FEEDBACK SKILLS
CN - COMMUNICATION &
Module 7: NEGOTIATION SKILLS
Module 6: SI - SELECTION & INTERVIEW
TF- TSM FOUNDATION

1. New TSM 1. All TSM, ASM 1. Completed "TF" 1. Completed "TF" 1. Completed "TF" 1. Đã hoàn thành "PS"

2. Good performance 2. Good performance 2. Good performance 2. Good performance

2. SR high potential 2. SR be promoted to TSM
3. ASM recommended 3. New TSM 3. SM recommended 3. SM recommended 3. High potential 3. High potential
(ASM Obsever) 4. SM recommended 4. SM recommended

Facilitator: SM, RSM / Sales Training

Facilitator: External Facilitator: External Facilitator: RSM Facilitator: External Facilitator: External
Supporter: Sales Training Team Supporter:Training Team Supporter:Training Team Supporter:Training Team Supporter:Training Team Supporter:Training Team
2 - 3 Years
view &
mote to ASM

TIME
F14 COMMERCIAL TRAINING CALENDAR
JUNE 2013 - JUNE 2014
Planned
Completed
Refresh
TET period

Length No. of
Courses Desrciption Target Audience Venue (day) Courses Pax Provider Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun

Sales Strat, Orgchart, QDVP3, Outlet 16, 26

Sales Induction Segments, Structured Call/Appt, Contact & NEW STAFF HCM 2 1 20 Sales Cap. july
Coverage, COBC & DMC

Structured Call refreshing - South 8 Step Call + Persuasive Selling BDE/FSM HCM 1 2 30 Loc

Structured Call refreshing - North 8 Step Call + Persuasive Selling BDE/FSM HN 1 2 35 Loc

Structured Call refreshing - Province 8 Step Call + Persuasive Selling DSR/DM DN 1 2 20 Loc

FSM/KAM/ Comm.
Finance For Non-Finance Refresher 2 Deep dive in TT, JUBP, P&L, FTT HCM 1 1 25
RESERVE/CM FIN

Shopper & Customer Understanding

and Insights Shopper profiles, customet profiles… CM/KAM/RBM HCM 1 1 25 CM

Sales Automation - Manager Batch - Management Suite & Reports FSM/RBM HCM 1 1 10 Pro. Team
South

Sales Automation - Manager Batch - Management Suite & Reports FSM/RBM HN 1 1 10 Pro. Team
North

COBC Refresh Training - South All COBC contents ALL Field Sales HCM 0.5 3 50 RBM

COBC Refresh Training - North All COBC contents ALL Field Sales HN 0.5 3 40 RBM

COBC Refresh Training - Province All COBC contents ALL Field Sales DN 0.5 3 20 NDM

S&OP: Planning and Forecasting Planning and forecast methodology FSM/KAM/RBM /CM HCM 0.5 1 25 CE&O

S&OP: Planning and Forecasting

Planning and forecast methodology FSM/KAM/RBM /CM HCM 0.5 1 25 CE&O
Refresh

Refresh Train The Trainer modules and Selected

Train The Trainer HN 2 1 10 Sales Cap.
review induction plan FSM/RBM/KAM

CPM Train The Trainer Refresh Indcution package CPM trainers HCM 0.5 3 5 Sales Cap.

NLP for sales Trainers (outsource) TBC TBC TBC 3 1 30 SMEI

TOTAL
SUMMARY: WEEKLY - MONTHLY - YTD

Month CLASSROO

LEARNING
2011 DATE TRAINING CODE
CONDUCTED
JAN

31-Dec SS001 HCM3112 Selling Skills

7-Jan
FEB
MAR
APR
JUN
NOV OCT SEP AUG JUL JUN
DEC NOV
 Trainin
CLASSROOM TRAINING MONTHLY

Duration
FACILITATOR Target Audient # DELEGATES
(hour)

8 NGUYEN HOANG DUNG SR 17

 Training Activities
Reaction - Level 1

TRAINING COST
FUNCTION Content Facilitator Participants Training facility
(VND)

HCM 80.0% 88.0% 88.9% 83.7%

1 Knowledge Shift - Level 2 Application

Pre-Knowledge Post-Knowledge Knowledge Shift Pre-Appication

Average
average average (Difference) average

85% 49 125 58.6% 31.5%

Application - Level 3

Post-Application Application
average average

64.3% 32.8%
Course Name : Selling Skill
Date : 31/12/2011
Trainer : Nguyễn Hoàng Dũng
Target Audience : SR
Venue : Plant

Course Evaluation - Level 1

OBJECTIVE

Know how to do route book

Understand and apply 7 steps selling
Present effect sales promotion

How effective / appropriate was the. . . Poor (1)

1. Quality and effectiveness of the content 0

2. Appropriateness and effectiveness of the practical exercises 0
3. Application of the course in reality 0
4. Amount of time spent on each topic or skill 0
5. Logical sequence of course and relevance of course to my job 0

How well did the Trainer / Facilitator ... Poor (1)

1. Explain the outcome of the course 0

2. Show content mastery 0
3. Met my level of knowledge 0
4. Explain material / give instruction 0
5. Use time effectively 0
6. Stimulate discussion and motivate participants 0
7. Use Vocal variety; gestures and posture appropriately 0
8. Deal with all outstanding issues 0
9. Overall rating of Facilitator 0

Participant Self-Evaluation Poor (1)

1. I was present for the full duration of the course 0

2. I participated throughout the duration 0
3. I interacted with others 0
4. I was fully engaged throughout the duration 0
 How would you rate the … Poor (1)

1. Comfort of the Training Facility 0

2. Convenience of Facility Location 0

Overall Comments on the Content

Overall Comments on the Facilitator

Overall rating

Poor 0
Fair 3
Good 133
Outstanding 124

Post Knowledge Assessment Result Sheet - L

No Participant Position

1 Tran Thi Bang Chau SR

2 Han Quang Chung SR
3 Duong Hong An SR
4 Nguyen Dinh Doi SR
5 Pham The Lich SR
6 Truong Van Thanh Phu SR
7 Duong Minh Hung SR
8 Nguyen Truong Sa SR
9 Nguyen Tuan Cuong SR
10 Pham Ngoc Anh Khoa SR
11 Trinh Hoai Vinh SR
12 Vo Khac Minh SR
13 Pham Van Tra SR
14 Pham Kim Hoang SR
15 Nguyen Dinh Hiep SR
16 Do Van Nam SR
17 Nguyen Phuc Khanh SR

Overall Average
 %

Application level in market - Level 3

Skills / ability application in market of Sales Rep (TSM evaluate through SR Need
behaviour) improved (1)
1. Khen khách hàng -> tạo mối quan hệ với khách hàng? 12
2. Xin phép kiểm hàng tồn khéo léo - > khách hàng chấp nhận cho NV thực hiện 10
3. Thực hiện nguyên lý trưng bày ASMPQ ở điểm bán 12
4. Sử dụng presenter và hàng mẩu khi trình bày chương trình trọng tâm? 12
5. Làm báo cáo tại các điểm bán trong khi viếng thăm 11
6. Cảm ơn khách hàng , nhắc họ duy trì trưng bày và hẹn lần ghé thăm kế tiếp 10
7. Biết cách ghi số liệu và sử dụng hiệu quả route book 11
8. Biết cách làm báo bảng KPI 8

Skills / ability application in market of Sales Rep (TSM evaluate through SR

poor (1)
behaviour)
1. Khen khách hàng -> tạo mối quan hệ với khách hàng? 4
2. Xin phép kiểm hàng tồn khéo léo - > khách hàng chấp nhận cho NV thực hiện 5
3. Thực hiện nguyên lý trưng bày ASMPQ ở điểm bán 3
4. Sử dụng presenter và hàng mẩu khi trình bày chương trình trọng tâm? 0
5. Làm báo cáo tại các điểm bán trong khi viếng thăm 0
6. Cảm ơn khách hàng , nhắc họ duy trì trưng bày và hẹn lần ghé thăm kế tiếp 4
7. Biết cách ghi số liệu và sử dụng hiệu quả route book 3
8. Biết cách làm báo bảng KPI 1

Level 1- Did
they like it?
Result 86%

86%
90% 80%
80%
70% 59%
60%
50% 35%
40%
 86%
90% 80%
80%
70% 59%
60%
50% 35%
40%
30%
20%
10%
0%
Level 1- Did they like it? Benchmark Level 2 - Did they learn? Benchmark
evel 1
Participant
NO YES
1 2 3 4 5 6 7
0 13 y y y y y y y
0 13 y y y y y y y
0 13 y y y y y y y

Participant
Fair (2) Good (3) Outstanding (4)
1 2 3 4 5 6 7
0 5 8 4 3 4 3 4 4 4
1 9 3 3 3 3 3 4 3 4
0 10 3 3 3 3 3 4 4 4
0 8 5 3 3 4 3 4 4 4
0 9 4 3 3 3 3 4 4 4

Participant
Fair (2) Good (3) Outstanding (4)
1 2 3 4 5 6 7
1 4 8 4 3 4 4 4 4 4
0 7 6 3 3 4 4 4 4 4
0 6 7 4 3 4 4 4 3 4
0 6 7 3 3 4 4 4 4 4
0 7 6 3 3 3 4 4 4 4
0 8 5 3 3 4 4 4 4 4
0 4 9 4 3 4 4 4 4 4
0 7 6 3 3 3 4 4 4 4
0 5 8 4 3 4 4 4 4 4

Participant
Fair (2) Good (3) Outstanding (4)
1 2 3 4 5 6 7
0 7 6 3 3 4 4 4 4 4
0 6 7 3 3 4 3 4 4 4
0 10 3 3 3 3 3 4 4 4
0 0 13 4 4 4 4 4 4 4
 Participant
Fair (2) Good (3) Outstanding (4)
1 2 3 4 5 6 7
1 7 5 3 3 4 3 4 3 4
0 8 5 3 3 3 3 4 3 4

ult Sheet - Level 2

Knowledge Assessment
Part A (Availability)
Difference
Possible score :
Pre test Post test
94 130 36
44
18 119
17 124
52 130
48 100
50 120
46 130
40 129
40 130
31 130
90
110 130
45
42 127
19 120
42 130
0

Pre test Post test Difference

49 125 76
 37% 96% 59%

et - Level 3

Participant
Good (2)
1 2 3 4 5 6 7
2 2 1 1 1 1 2 1
4 2 1 1 1 1 2 1
2 1 2 2 1 1 1 1
2 1 1 1 1 1 1 1
3 1 1 1 2 1 2 1
4 2 1 1 2 2 2 1
3 1 1 1 2 1 2 1
6 2 1 2 2 1 2 1
1.5 1.1 1.3 1.5 1.1 1.8 1.0

Participant
Fair (2) Good (3) Outstanding (4)
1 2 3 4 5 6 7
8 2 0 3 1 1 2 2 3 2
5 4 0 3 1 1 2 1 3 2
9 2 0 2 3 3 2 1 2 2
12 2 0 2 2 2 2 2 2 2
11 3 0 2 2 2 3 2 3 2
6 3 1 4 1 1 3 3 3 2
8 3 0 2 1 1 3 2 3 2
1 1 1 3 2 3 3 2 3 2
2.6 1.6 1.8 2.5 1.9 2.8 2.0

Level 2 - Did they

Benchmark Benchmark Level 3 -
learn?
80% 59% 35%

35%
 35%

Benchmark
Participant
8 9 10 11 12 13 14
y y y y y y
y y y y y y
y y y y y y

Participant Total
% Total Ave %
8 9 10 11 12 13 14 answers
3 4 4 3 4 3 47 90.38%
4 3 3 3 2 3 41 78.85%
3 3 3 3 3 3 42 80.77% 83.46%
3 3 3 3 3 4 44 84.62%
3 3 4 3 3 3 43 82.69%

Participant Total
% Total Ave %
8 9 10 11 12 13 14 answers
3 2 4 4 3 3 46 88.46%
3 3 3 3 3 4 45 86.54%
3 3 4 3 4 3 46 88.46%
3 3 4 3 3 4 46 88.46%
3 3 4 3 3 4 45 86.54% 88.03%
3 3 3 3 3 3 44 84.62%
3 4 4 3 3 4 48 92.31%
3 3 4 3 3 4 45 86.54%
3 3 4 3 4 3 47 90.38%

Participant Total
% Total Ave %
8 9 10 11 12 13 14 answers
3 3 3 3 4 3 45 86.54%
3 3 4 3 4 4 46 88.46%
88.94%
3 3 3 3 3 3 42 80.77%
4 4 4 4 4 4 52 100.00%
Participant Total
% Total Ave %
8 9 10 11 12 13 14 answers
3 2 4 3 4 3 43 82.69%
83.65%
3 3 4 3 4 4 44 84.62%

Score 86.02%
Participant Total
% Total Ave %
8 9 10 11 12 13 14 answers
1 1 1 1 1 1 1 16 57%
1 2 1 1 2 1 1 18 64%
1 1 1 1 1 1 1 16 57%
1 1 1 2 2 1 1 16 57%
60.20%
1 1 1 1 2 1 1 17 61%
1 1 1 1 1 1 1 18 64%
1 1 1 1 2 1 1 17 61%
1 1 1 2 2 1 1 20 71%
1.0 1.1 1.0 1.3 1.6 1.0 1.0

Participant Total
% Total Ave %
8 9 10 11 12 13 14 answers
2 2 2 1 2 2 1 26 46%
2 3 2 1 3 2 1 27 48%
2 2 2 2 2 1 1 27 48%
2 2 2 3 3 2 2 30 54%
51.56%
2 2 2 2 3 2 2 31 55%
2 2 2 1 2 2 1 29 52%
2 2 2 2 3 2 1 28 50%
2 2 2 3 3 2 1 33 59%
2.0 2.1 2.0 1.9 2.6 1.9 1.3
Course Name : Training Plan
Date :
Trainer : Phan Hữu Lộc
Target Audience :
Venue : Plant

Course Evaluation - Level 1

OBJECTIVE

Know how to do route book

Understand and apply 7 steps selling
Present effect sales promotion

How effective / appropriate was the. . .

1. Quality and effectiveness of the content

2. Appropriateness and effectiveness of the practical exercises
3. Application of the course in reality
4. Amount of time spent on each topic or skill
5. Logical sequence of course and relevance of course to my job

How well did the Trainer / Facilitator ...

1. Explain the outcome of the course

2. Show content mastery
3. Met my level of knowledge
4. Explain material / give instruction
5. Use time effectively
6. Stimulate discussion and motivate participants
7. Use Vocal variety; gestures and posture appropriately
8. Deal with all outstanding issues
9. Overall rating of Facilitator

Participant Self-Evaluation

1. I was present for the full duration of the course

2. I participated throughout the duration
3. I interacted with others
4. I was fully engaged throughout the duration
 How would you rate the …

1. Comfort of the Training Facility

2. Convenience of Facility Location

Overall Comments on the Content

Overall Comments on the Facilitator

Overall rating

Poor
Fair
Good
Outstanding

Post Knowledge Assessment Result She

No Participant

1 LÊ THANH LÂM
2 NGUYỄN TUẤN ANH
3 LÊ MINH LUÂN
4 TRẦN HỒNG PHÚC
5 NGÔ THỊ DIỄM
6 ĐẶNG THỊ DUYÊN
7 LÊ TRUNG LÂM
8 NGUYỄN THỊ NGỌC HẠNH
9 MS. DIỄM
10 NGUYỄN THANH BẢO TÂM
11 TRẦN THANH LIÊM
12 THÙY HÂN
13 NGUYỄN HUỆ TRÚC
14 DIỆP MỸ LINH
15 NGUYỄN LONG DUY
16 NGUYỄN THÚY BÌNH
17 HUỲNH THỊ TUYẾT MAI & chị Trân
18 LẠI NGỌC THỦY
19 NGUYỄN PHONG LỮ
20 VĂN THỊ THANH TUYỀN
21 LÊ THỊ THANH XUÂN
22 HOÀNG QUÂN
23 TIÊU NGỌC HẢI PHƯỢNG
24 NGUYỄN VŨ MẠNH HÀ
25 TẠ THỊ NGÂN HÀ
26 TRẦN THỊ NGỌC ANH
27 BÙI VŨ QUỲNH THƯ
28 TRẦN THỊ THẢO NGUYÊN

Overall Average
%

Application level in market - Leve

Skills / ability application in market of Sales Rep (TSM evaluate through SR

behaviour)
1. Khen khách hàng -> tạo mối quan hệ với khách hàng?
2. Xin phép kiểm hàng tồn khéo léo - > khách hàng chấp nhận cho NV thực hiện
3. Thực hiện nguyên lý trưng bày ASMPQ ở điểm bán
4. Sử dụng presenter và hàng mẩu khi trình bày chương trình trọng tâm?
5. Làm báo cáo tại các điểm bán trong khi viếng thăm
6. Cảm ơn khách hàng , nhắc họ duy trì trưng bày và hẹn lần ghé thăm kế tiếp
7. Biết cách ghi số liệu và sử dụng hiệu quả route book
8. Biết cách làm báo bảng KPI

Skills / ability application in market of Sales Rep (TSM evaluate through SR

behaviour)
1. Khen khách hàng -> tạo mối quan hệ với khách hàng?
2. Xin phép kiểm hàng tồn khéo léo - > khách hàng chấp nhận cho NV thực hiện
3. Thực hiện nguyên lý trưng bày ASMPQ ở điểm bán
4. Sử dụng presenter và hàng mẩu khi trình bày chương trình trọng tâm?
5. Làm báo cáo tại các điểm bán trong khi viếng thăm
6. Cảm ơn khách hàng , nhắc họ duy trì trưng bày và hẹn lần ghé thăm kế tiếp
7. Biết cách ghi số liệu và sử dụng hiệu quả route book
8. Biết cách làm báo bảng KPI
Result

86%
90% 80%
80%
70%
60%
50% 35
40%
30%
20%
10%
0%
Level 1- Did they like it? Benchmark Level 2 - Did they learn? Benchm
e Evaluation - Level 1

CTIVE NO YES

0 13
0 13
0 13

Poor (1) Fair (2) Good (3) Outstanding (4)

0 0 5 8
0 1 9 3
0 0 10 3
0 0 8 5
0 0 9 4

Poor (1) Fair (2) Good (3) Outstanding (4)

0 1 4 8
0 0 7 6
0 0 6 7
0 0 6 7
0 0 7 6
0 0 8 5
0 0 4 9
0 0 7 6
0 0 5 8

Poor (1) Fair (2) Good (3) Outstanding (4)

0 0 7 6
0 0 6 7
0 0 10 3
0 0 0 13
 Poor (1) Fair (2) Good (3) Outstanding (4)

0 1 7 5
0 0 8 5

0
3
133
124

ssessment Result Sheet - Level 2

Knowledge Assessment
Part A (Availability)
Position Difference
Possible score :
Pre test Post test
Training Manager
HR Development
Training Manager
Training Manager
Learning and Development
Training Manager
Assistant Training Manager
CPO
Training Manager
Senior Office Administrator
HRM
HR
Training Manager
HR & Admin Manager of LEX
QAM ADVISOR
Phụụ traá ch đaà o taụ o
Trưởởng phoà ng nhaâ n sưụ
Phụụ traá ch đaà o taụ o
Training Manager
Talent Management Execụtive
 HR Manager

Training Department
Senior Trainer
Senior Trainer
Senior Trainer
Senior Trainer
Training Supervisor
0

Pre test Post test Difference

#DIV/0! #DIV/0! #DIV/0!
#DIV/0! #DIV/0! #DIV/0!

n level in market - Level 3

Need improved (1) Good (2)

12 2
10 4
12 2
12 2
11 3
10 4
11 3
8 6

poor (1) Fair (2) Good (3) Outstanding (4)

4 8 2 0
5 5 4 0
3 9 2 0
0 12 2 0
0 11 3 0
4 6 3 1
3 8 3 0
1 1 1 1
 Level 2 - Did they
Level 1- Did they like it? Benchmark Benchmark Level 3 -
learn?
86% 80% #DIV/0! 35%

80%

35%

chmark Level 2 - Did they learn? Benchmark

 Participant
1 2 3 4 5 6 7 8 9 10 11 12 13 14
y y y y y y y y y y y y y
y y y y y y y y y y y y y
y y y y y y y y y y y y y

Participant Total
%
1 2 3 4 5 6 7 8 9 10 11 12 13 14 answers
4 3 4 3 4 4 4 3 4 4 3 4 3 47 90.38%
3 3 3 3 4 3 4 4 3 3 3 2 3 41 78.85%
3 3 3 3 4 4 4 3 3 3 3 3 3 42 80.77%
3 3 4 3 4 4 4 3 3 3 3 3 4 44 84.62%
3 3 3 3 4 4 4 3 3 4 3 3 3 43 82.69%

Participant Total
%
1 2 3 4 5 6 7 8 9 10 11 12 13 14 answers
4 3 4 4 4 4 4 3 2 4 4 3 3 46 88.46%
3 3 4 4 4 4 4 3 3 3 3 3 4 45 86.54%
4 3 4 4 4 3 4 3 3 4 3 4 3 46 88.46%
3 3 4 4 4 4 4 3 3 4 3 3 4 46 88.46%
3 3 3 4 4 4 4 3 3 4 3 3 4 45 86.54%
3 3 4 4 4 4 4 3 3 3 3 3 3 44 84.62%
4 3 4 4 4 4 4 3 4 4 3 3 4 48 92.31%
3 3 3 4 4 4 4 3 3 4 3 3 4 45 86.54%
4 3 4 4 4 4 4 3 3 4 3 4 3 47 90.38%

Participant Total
%
1 2 3 4 5 6 7 8 9 10 11 12 13 14 answers
3 3 4 4 4 4 4 3 3 3 3 4 3 45 86.54%
3 3 4 3 4 4 4 3 3 4 3 4 4 46 88.46%
3 3 3 3 4 4 4 3 3 3 3 3 3 42 80.77%
4 4 4 4 4 4 4 4 4 4 4 4 4 52 100.00%
 Participant Total
%
1 2 3 4 5 6 7 8 9 10 11 12 13 14 answers
3 3 4 3 4 3 4 3 2 4 3 4 3 43 82.69%
3 3 3 3 4 3 4 3 3 4 3 4 4 44 84.62%

Score
 Participant Total
%
1 2 3 4 5 6 7 8 9 10 11 12 13 14 answers
2 1 1 1 1 2 1 1 1 1 1 1 1 1 16 57%
2 1 1 1 1 2 1 1 2 1 1 2 1 1 18 64%
1 2 2 1 1 1 1 1 1 1 1 1 1 1 16 57%
1 1 1 1 1 1 1 1 1 1 2 2 1 1 16 57%
1 1 1 2 1 2 1 1 1 1 1 2 1 1 17 61%
2 1 1 2 2 2 1 1 1 1 1 1 1 1 18 64%
1 1 1 2 1 2 1 1 1 1 1 2 1 1 17 61%
2 1 2 2 1 2 1 1 1 1 2 2 1 1 20 71%
1.5 1.1 1.3 1.5 1.1 1.8 1.0 1.0 1.1 1.0 1.3 1.6 1.0 1.0

Participant Total
%
1 2 3 4 5 6 7 8 9 10 11 12 13 14 answers
3 1 1 2 2 3 2 2 2 2 1 2 2 1 26 46%
3 1 1 2 1 3 2 2 3 2 1 3 2 1 27 48%
2 3 3 2 1 2 2 2 2 2 2 2 1 1 27 48%
2 2 2 2 2 2 2 2 2 2 3 3 2 2 30 54%
2 2 2 3 2 3 2 2 2 2 2 3 2 2 31 55%
4 1 1 3 3 3 2 2 2 2 1 2 2 1 29 52%
2 1 1 3 2 3 2 2 2 2 2 3 2 1 28 50%
3 2 3 3 2 3 2 2 2 2 3 3 2 1 33 59%
2.6 1.6 1.8 2.5 1.9 2.8 2.0 2.0 2.1 2.0 1.9 2.6 1.9 1.3
Total Ave %

83.46%

Total Ave %

88.03%

Total Ave %

88.94%
Total Ave %

83.65%

86.02%
Total Ave %

60.20%

Total Ave %

51.56%