MINISTRY OF EDUCATION AND TRAINING

UNIVERSITY OF ECONOMICS AND FINANCE HO CHI MINH

Research report at the end of the term

SALE MANAGEMENT
Lecture: Mr. Nguyen Tien Huy
Class: 232.MGT1107E.A02E
Student: LÊ ANH HẢI
Student ID: 215047298

FINAL REPORT: BLANDA VIETNAM

Blanda Vietnam is the exclusive brand of Phuoc Hai Leather Handbags and Boxes
Manufacturing Trading Company Limited.
 Prologue
My journey into Sales Management began with a spark ignited by Mr.
Nguyen Tien Huy. His enthusiasm and dedication as a fellow student were
contagious, propelling me through this module and guiding me towards the
finish line of my thesis. This essay is a culmination of the knowledge and
experiences gleaned from his insightful instruction and open sharing.

Admittedly, venturing into this new territory exposed the limitations of my

prior knowledge. Yet, I am confident that this is just the beginning. I eagerly
anticipate your feedback, for it will be instrumental in refining my
understanding and shaping the reports to come.

CHAPTER 1: INTRODUCES ABOUT THE COMPANY/ PRODUCT/

SERVICE

Introducing the Blanda Vietnam brand

Blanda - Where the essence of leather attracts all eyes

Blanda is a high-end leather goods brand established in 2007 with a parent company
established in 1997, specializing in manufacturing and supplying handbags, leather
wallets, backpacks,... made from 100% genuine leather. With the motto "Classy leather
goods - Quality is breath, reputation is life", Blanda is always committed to providing
customers with top quality products and perfect service experiences.
Blanda's mark:
Premium quality: Blanda uses 100% genuine leather imported from reputable suppliers
around the world, ensuring durability and luxury for each product. (Italy, Bangladesh,...)

Exquisite design: Blanda owns a talented design team, always updating the latest fashion
trends to create products with modern, sophisticated and classy styles.

Meticulous craftsmanship: Each Blanda product is meticulously handcrafted by skilled

artisans, demonstrating refinement in every stitch.
Reasonable prices: Blanda provides a variety of products at reasonable prices, meeting
the needs of many customers.
Attentive service: Blanda is always ready to enthusiastically advise and support
customers throughout the process of purchasing and using the product.

Blanda - Vietnamese pride:

With nearly 30 years of experience: Blanda has affirmed its position as a reputable brand
in the Vietnamese leather goods market with nearly 20 years of experience in the
industry.
Extensive system: Blanda owns a nationwide store system, helping customers easily
access and experience products (Ha Long Bay, Nha Trang, District 1, Phu Quoc, Hoi
An).
Product diversity: Blanda offers a variety of leather products such as handbags, leather
wallets, backpacks,... suitable for many different styles and needs.

Blanda - The perfect choice for class:

Blanda is a brand chosen by many celebrities, businessmen and customers (Ho Ngoc Ha,
Tang Thanh Ha, Dam Vinh Hung,...).
Blanda is a luxurious and meaningful gift for relatives, friends and partners.
Blanda - Where you affirm your class and personal style.
 Environmental protection:
Although the raw materials are made of genuine leather, all leather products come from
individuals raised on farms, fully legal, and have been granted a Citation certificate by
the government. Besides, by pursuing sustainable fashion trends, BLANDA optimizes the
highest quality so that every handbag can be used for a long time, without needing to be
constantly replaced. Thanks to that, users can significantly reduce the amount they buy
each year. That also contributes to reducing fashion waste.

Vision:
The vision of the Blanda brand is the realization of a sustainable business model that is
responsible to customers and society. BLANDA not only wants to be a famous domestic
fashion and accessories brand, but also aims for the international stage. In particular,
BLANDA aims to become a leading reputable enterprise in the field of manufacturing
and processing leather fashion accessories, from handbags to wallets and belts, not only
serving the domestic market but also developing strong in international markets. We are
committed to constantly improving product quality, developing advanced technology,
and paying special attention to building a socially responsible and environmentally
friendly business environment.

Mission:

The mission of the BLANDA brand is formed and developed based on the motto
"Quality is breathing - Prestige is life." For us, each BLANDA branded product is not
simply a fashion item, but also an expression of dedication and responsibility. We are
committed to providing customers with convenient, quality and reasonably priced fashion
products.
To do this, we always put respect and customer service first. The attitude we choose in
every interaction is one of utmost dedication and respect. Customer satisfaction is not
only our goal but also the driving force for every decision and action of the brand.
In addition, we understand that the success of our customers is also the success of
BLANDA. Therefore, we constantly improve and innovate to meet the increasing needs
of customers, thereby helping them to be more successful in their field.
 CHAPTER 2: SALES ORGANIZATION

General Director: Le Anh Son.

Representative: Nguyen Nhat Nam.
Assistant: Le Anh Hai

Board of Management

The Board of Management is the management agency of the Blanda Vietnam brand. The
Board of Management consists of 5 members. This body is responsible for overseeing the
operations of the executive board and making key strategic decisions.

Executive Board

The Executive Board, under the leadership of the General Director, shoulders the
responsibility of carrying out the Board of Directors' directives. They are entrusted with
managing the bank's activities and ensuring its successful operation.

Possible Sales Channels:

● Direct Sales: Blanda likely has its own retail stores across Vietnam, allowing for
direct customer interaction and brand experience.
● Wholesale: They might partner with other Vietnamese retailers to distribute their
products in a wider range of locations.
● Online Sales: Blanda likely has an e-commerce platform (https://blanda.vn/) for
online purchases. They might also utilize online marketplaces like Shopee and
Lazada.

Sales Team Structure (Possible Scenario):

● Retail Sales Staff: Each Blanda store might have a team of salespeople
responsible for customer service, product knowledge, and closing sales within the
store.
● Regional Sales Managers: Blanda might have regional sales managers
overseeing multiple stores, ensuring sales targets are met and providing guidance
to retail staff.
 ● Wholesale Account Managers: There could be dedicated account managers
responsible for building relationships with wholesale partners, negotiating terms,
and managing wholesale accounts.
● Online Sales Team: An online sales team might manage the Blanda website,
online marketing efforts, and potentially handle customer service inquiries related
to online purchases.

Additional Considerations:

● Distributor Network: It's possible Blanda has established relationships with

distributors to handle logistics and distribution across the country, especially for
wholesale partnerships.
● Independent Sales Representatives: Blanda might utilize independent sales
representatives to expand their reach and target specific customer segments.

CHAPTER 3: SELLING PROCESS

Potential sales channels:

Direct sales: Blanda can have its own retail stores throughout Vietnam, allowing
customers to directly interact and experience the brand.

Wholesale: They can cooperate with other Vietnamese retailers to distribute their
products to more locations (Sen Vang, Ha Vang,...).

Online sales: Blanda may have an e-commerce platform (https://blanda.vn/) for online
purchases. They can also use online marketplaces such as Shopee, Lazada, Tiki and the
latest TIKTOK.
Detailed sales process of Blanda Vietnam brand:
1. Customers approach:

1.1. Marketing:

Website: Blanda owns a website (https://blanda.vn/) that is beautifully and professionally

designed, providing full information about products, services, promotions...
Social networks: Blanda is actively active on social networks such as Facebook,
Instagram, Zalo... to interact with customers, promote products and build brands.
Advertising: Blanda uses online advertising channels such as Google Ads, Facebook
Ads... to reach potential customers.
Email marketing: Blanda collects customer emails and sends marketing emails to inform
about new products, promotions...
1.2. Promotion:

Blanda regularly develops promotions such as discounts, gifts, buy 1 get 1 free... to
attract customers and increase sales.
Promotional programs are promoted on Blanda's website, social networks, email
marketing...
2. Consulting and closing orders:

2.1. Shop:

Blanda has a nationwide store system.

Sales staff at the store are professionally trained, knowledgeable about products, ready to
advise and answer customers' questions.
Blanda pays attention to creating the best shopping experience for customers in the store.

2.2. Online:

Blanda provides online consulting and sales services via website, social networks...
Online consultants are always ready to support customers 24/7.
Blanda has a safe and convenient online payment system.
3. Payment and delivery:

3.1. Payment methods:

Blanda supports a variety of payment methods such as cash, card payment, bank transfer,
online payment...
3.2. Delivery method:

Blanda delivers nationwide.

Blanda partners with reputable shipping companies to ensure fast and safe delivery.
4. After-sales care:

4.1. Guarantee:

Blanda has a warranty policy for all products.

Warranty period depends on each product type.

4.2. Return support:

Blanda supports product returns within 7 days if customers are not satisfied.
Customers can return products at the store or by mail.
5. Analyze and improve:

Blanda regularly analyzes sales performance to evaluate strengths and weaknesses and
propose improvement solutions.
Blanda always listens to customer opinions to improve product and service quality.
Blanda always strives to bring customers the best shopping experience:

High-quality products: Blanda uses premium leather materials and advanced

manufacturing processes to ensure product quality.
Reasonable price: Blanda provides products with competitive prices, suitable for many
customers.
Attentive customer service: Blanda is always ready to advise, support and answer
customers' questions.

Articles about BLANDA VIETNAM:

https://tuoitre.vn/blanda-thuong-hieu-tui-xach-da-thu-cong-lau-nam-
2023052514181665.htm

https://blanda.vn/tin-tuc/

CHAPTER 4: REVENUE GROWTH

1. Revenue growth:

 Blanda Vietnam sets a target of average revenue growth of 20%/year for the
period 2023-2025.
 To achieve this goal, Blanda focuses on expanding the market, developing new
products and improving the quality of customer service.

2. Market expansion:

 Blanda Vietnam is promoting the expansion of the domestic market, especially in

big cities such as Hanoi, Ho Chi Minh City, Da Nang...
 Blanda is also planning to export products to international markets such as
Southeast Asia, Asia and Europe.

3. New product development:

 Blanda Vietnam continuously researches and develops new products to meet the
diverse needs of customers.
 Blanda focuses on high-end, fashionable and highly applicable leather products.

4. Improving customer service quality:

 Blanda Vietnam focuses on improving the quality of customer service to bring the
best experience to customers.
 Blanda provides professional warranty, return and customer care services.

Based on the above information, it can be hypothesized that Blanda Vietnam sets
the sales target for 2024 as follows:

 Revenue: 1,000 billion VND

 Profit: 100 billion VND
CHAPTER 5: SALES BUDGET

1. Budget Allocation:

 Marketing: Blanda invests heavily in marketing to promote its brand and

products to potential customers. Blanda's main marketing channels include:
o Online advertising (Facebook, Instagram, Google...)
o Traditional advertising (TV, newspapers...)
o Participating in leather and fashion industry events
o Cooperating with celebrities
 Sales: Blanda spends budget on sales activities such as:
o Hiring sales staff
o Discounts and promotions
o Participating in trade fairs and exhibitions
 Customer Service: Blanda invests in customer service to improve customer
experience. Blanda's main customer service activities include:
o Pre- and after-sales customer care
o Product warranty and return
o Providing consulting and customer support services

2. Budget Level:

 Total Sales Budget: According to estimates, Blanda Vietnam's sales budget for
2024 could range from 50 billion VND to 100 billion VND.
 Allocation by Channel:
o Marketing: 60%
o Sales: 30%
o Customer Service: 10%

3. Influencing Factors:

 Sales target
 Marketing and sales strategy
 Target market
 Customer needs
CHAPTER 6: SALES STAFF RECUIMENT

1. Recruitment position:

Salesperson: Responsible for consulting, introducing products and selling to customers at

the store.

Store Manager: Manage and supervise sales activities at the store, ensuring sales goals
are met.

2. Candidate requirements:

Have sales experience in the fashion industry or related field.

Have knowledge of high-quality leather products (cow leather, python leather, crocodile
leather, ostrich leather, synthetic leather).

Good communication skills, enthusiastic consulting, convincing customers.

Good-looking appearance, professional demeanor.

Able to work in groups and withstand high pressure.

3. Recruitment process:

Apply: Applicants can apply directly at Blanda stores (all branches) or via email.

Preliminary interview: The recruitment committee will evaluate applications and conduct
preliminary interviews with candidates over the phone or in person.

Formal interview: Candidates will interview directly with the recruitment committee to
evaluate sales capabilities and skills.

Probation: Selected candidates will undergo a trial period to assess their ability to adapt
to the job.

4. Benefits:
Competitive salary, high sales bonus (7,000,000 - 15,000,000 VND/month)
Full social, health and unemployment insurance.
Professional working environment, dynamic.
Opportunity for advancement within the company.
5. How to submit application:
Applicants can apply directly at:
Blanda Store:
1. Floor B1, Takashimaya, 92-94 Nam Ky Khoi Nghia, District 1, HCMC
2. Vinpearl Vinoasis, Ganh Dau, Phu Quoc, Kien Giang.
3. Vinwonders Nha Trang, Khanh Hoa.
4. Vincom Tran Phu, Nha Trang, Khanh Hoa

Or send resume via email: [blanda1111@gmail.com]

Application documents include:
C.V.
Job application
Copies of relevant degrees and certificates
Note:
Blanda Vietnam only accepts applications from qualified candidates.
Candidate records are confidential and non-refundable.

CHAPTER 7: SALES STAFF TRAINING

Blanda's sales staff training program includes:

1. Product knowledge:

 Sales staff are trained on all Blanda products, including:

o Product features and benefits
o How to use and maintain products
o Distinguishing Blanda products from competitors' products
 Sales staff are also regularly updated on new products and promotional programs
of Blanda.

2. Selling skills:

 Sales staff are trained in basic sales skills such as:

o Approaching customers
o Introducing products
o Handling objections
o Closing deals
 Sales staff are also trained in advanced sales skills such as:
 o Cross-selling
o Up-selling
o Handling difficult customers

3. Service attitude:

 Blanda focuses on training sales staff on a professional, friendly, and enthusiastic

service attitude.
 Sales staff are instructed on how to listen to customer needs, recommend suitable
products, and answer all customer questions.

In addition, Blanda also organizes regular training programs to help sales staff
update their knowledge, skills, and improve work efficiency.

Blanda believes that effective sales staff training will help the company improve
service quality, increase revenue, and build brand reputation in the market.

Here are some details about Blanda's sales staff training program:

 Training methods:
o Face-to-face training: Blanda organizes face-to-face training courses at the
company's office or at branches.
o Online training: Blanda provides online training courses through the e-
learning system.
o On-the-job training: Blanda sends trainers to stores to train sales staff.
 Training content:
o Product knowledge: 30%
o Selling skills: 60%
o Service attitude: 10%
 Training duration:
o Basic training course: 3 days
o Advanced training course: 2 days
 Training evaluation:
o Blanda evaluates training results through tests, practical exercises, and
supervisor assessments.
CHAPTER 8: MOTIVATION

The driving force of the Blanda Vietnam brand

Blanda VIETNAM was founded by Mr. Le Anh Son, who is passionate about fashion and
wants to bring Vietnamese customers high quality leather products at reasonable prices.
Blanda's main motivations are:
Bringing Vietnamese customers high quality leather products: Blanda uses 100% high
quality genuine leather to produce products. Blanda products are meticulously and
carefully designed by a team of skilled workers, ensuring high quality and durability.
Providing customers with a great shopping experience: Blanda focuses on building a
luxurious, modern store system and a team of professional, enthusiastic sales staff.
Blanda also provides many convenient services for customers such as: product warranty,
product return, free delivery...
Contributing to the development of Vietnam's leather industry: Blanda wishes to become
a beloved and trusted Vietnamese leather brand in the international market. Blanda is
committed to using Vietnamese leather materials, creating jobs for Vietnamese workers
and contributing to the development of Vietnam's leather industry.

In addition, Blanda also has other motivations such as:

Giving customers confidence and class: Blanda believes that high quality leather products
will help customers express their personal style and affirm their class.
Contributing to environmental protection: Blanda uses environmentally friendly
production methods and is committed to using leather materials of clear origin.
Bring products that compete with international brands
Here are some specific examples of Blanda's actions that demonstrate their motivation:
Blanda uses 100% premium genuine leather to produce products.
Blanda invests in a system of modern, luxurious stores.
Blanda provides many convenient services to customers.
Blanda uses Vietnamese leather materials.
Blanda uses environmentally friendly production methods.
CHAPTER 9: EVALUATION

Blanda Vietnam Brand Evaluation

Blanda Vietnam is a high-end leather goods brand founded in 2012. Blanda is highly
appreciated for its product quality, customer service, and reasonable prices.

Here are some of the strengths and weaknesses of the Blanda Vietnam brand:

Strengths:

 Product quality: Blanda uses 100% high-quality genuine leather to produce its
products. Blanda products are meticulously and carefully processed and have high
durability.
 Diverse designs: Blanda offers a variety of designs to suit different styles and
needs.
 Good customer service: Blanda has a team of enthusiastic and professional
customer care staff. Blanda also has a flexible return and exchange policy.
 Reasonable price: Compared to other high-end leather brands on the market,
Blanda has a fairly reasonable price.

Weaknesses:

 The store system is not widespread: Blanda currently only has a few stores in
major cities.
 The product is not yet known to many people: Blanda is a relatively new brand
compared to other long-standing leather brands on the market.

Overall, Blanda is a reputable and quality leather brand. Blanda is a good choice for
those who are looking for a high-end, durable, and reasonably priced leather product.