MINISTRY OF EDUCATION AND TRAINING

UNIVERSITY OF ECONOMICS & FINANCE HO CHI MINH CITY



FINAL REPORT: VINAMILK

SUBJECT: SALES MANAGEMENT

Student’s Name: Võ Thanh Nhân

Student ID: 215014771
Class: A02E
Lecturer: Nguyễn Tiến Huy

TP. HỒ CHÍ MINH

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I. INTRODUCING VINAMILK ............................................................................... 3
1. General information ............................................................................................ 3
2. Corporate Model of Vinamilk .............................................................................4
3. Process of formation and development ............................................................... 5
4. Business philosophy, core values and management policies. ............................. 6
5. Products and services .......................................................................................... 6
6. Feedback ............................................................................................................. 8
II. SALES ORGANIZATION .................................................................................. 9
III. SALES PROCESS ...............................................................................................10
1. Find a buyer .......................................................................................................10
2. Classification of buyers .....................................................................................11
3. Compare and negotiate ......................................................................................11
4. Conduct the agreement ......................................................................................11
5. Create orders ..................................................................................................... 11
IV. SALES TARGET ................................................................................................ 11
V. SALES BUDGET .................................................................................................. 12
1. Sales Budget of Vinamilk in 2022 .................................................................... 12
2. Feedback ........................................................................................................... 13
VI. SALES STAFF RECRUITMENT ..................................................................... 13
1. Personal recruiting ............................................................................................ 13
2. Description about sale personnel ...................................................................... 13
VII. SALES STAFF TRAINING ..............................................................................14
1. Training on product knowledge ........................................................................ 14
2. Training on working culture for employees ......................................................14
3. Training on sales skills ......................................................................................14
4. Instruct employees to use sales tools ................................................................ 15
5. Create an environment to share experiences with employees ...........................15
VIII. MOTIVATION .................................................................................................15
1. Remuneration policy ......................................................................................... 15
2. Welfare policy ...................................................................................................16
3. Training and development policy ......................................................................16
4. Flexible working policy .................................................................................... 16
5. Other attractive incentives .................................................................................17
IX. EVALUATION ....................................................................................................17
1. Vinamilk's sales staff evaluation criteria ...........................................................17
2. Behavior-based assessment method ..................................................................17

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 ACKNOWLEDGMENTS

First of all, I would like to send my sincerest and deepest thanks to

lecturer Mr. Nguyen Tien Huy throughout the process of researching,
researching and completing the essay. He has enthusiastically advised and
guided me specifically. body and heart. However, my subject knowledge
still has certain limitations, so I cannot avoid these shortcomings and
errors. I respectfully hope that you will review and give me feedback so
that my essay can be completed in the best way possible.

Once again, I would like to thank my teachers and wish them good
health to guide many generations of students with the best and most
useful knowledge.

Thank you sincerely!

I. INTRODUCING VINAMILK
1. General information
Vietnam Dairy Products Joint Stock Company, commonly known by the brand
name Vinamilk, is a company that produces and trades milk and dairy products as
well as related machinery and equipment in Vietnam .
According to statistics of the United Nations Development Program, it was the 15th
largest company in Vietnam in 2007. Vinamilk is currently the leading enterprise of
the milk processing industry, accounting for more than 54.5% of the milk market
share water, 40.6% market share of powdered milk, 33.9% market share of drinking
yogurt, 84.5% market share of edible yogurt and 79.7% market share of condensed
milk nationwide.
In addition to strong domestic distribution with a network of more than 220,000
sales points covering 63 provinces and cities, Vinamilk products are also exported to
43 countries around the world such as the US, France, Canada, Poland, Germany,
Japan Middle East, Southeast Asia... After more than 40 years of launching to
consumers, Vinamilk has now built 14 manufacturing plants, 2 logistics factories, 3
sales office branches, and one factory. milk in Cambodia (Angkormilk) and a
representative office in Thailand. In 2018, Vinamilk was one of the companies in the
Top 200 companies with revenue over $1 billion in Asia Pacific (Best over a billion).

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2. Corporate Model of Vinamilk

Figure 1: Corporate Model of Vinamilk

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3. Process of formation and development
Innovation period (1986–2003)
In March 1992, the Milk - Coffee - Confectionery Union Enterprise I officially
changed its name to Vietnam Dairy Company (Vinamilk) - directly under the Ministry
of Light Industry, specializing in producing and processing milk and dairy products.
milk.
In 1994, Vinamilk built an additional dairy factory in Hanoi to develop the market
in the North, bringing the total number of affiliated factories to 4 factories. The
construction of the factory is part of the strategy to expand, develop and meet the
needs of the Northern market.
Year 1996: Vinamilk entered into a joint venture with Quy Nhon Frozen Joint Stock
Company to establish Binh Dinh Dairy Joint Venture Enterprise. This joint venture
enables the Company to successfully penetrate the Central market.
Year 2000: Can Tho Dairy Factory was built in Tra Noc Industrial Park, Can Tho,
aiming to better meet the needs of consumers in the Mekong Delta. Also during this
time, the Company also built a Logistics Enterprise located at: 32 Dang Van Bi, Ho
Chi Minh City.
In May 2001, the company inaugurated a dairy factory in Can Tho.
Equitization period (2003–present)
Year 2003: The company changed to Vietnam Dairy Products Joint Stock
Company (November). The trading code on the stock exchange is VNM. Also in 2003,
the company inaugurated dairy factories in Binh Dinh and Ho Chi Minh City.
Year 2004: Acquired Saigon Dairy Joint Stock Company. Increase the Company's
charter capital to 1,590 billion VND.
Year 2005: Purchased the remaining shares of the joint venture partner in Binh
Dinh Dairy Joint Venture Company (then known as Binh Dinh Dairy Factory) and
inaugurated Nghe An Dairy Factory on June 30, 2005, with address located in Cua Lo
Industrial Park, Nghe An province.
Joint venture with SABmiller Asia B.V to establish SABMiller Vietnam Joint
Venture Company Limited in August 2005. The first product of the joint venture
under the Zorok brand was launched on the market in early-mid 2007.
Year 2006: Vinamilk listed on the Ho Chi Minh City stock market on January 19,
2006, at that time the capital of the State Capital Investment and Trading Corporation
had a holding rate of 50.01% of charter capital. of the company.
Opened An Khang Clinic in Ho Chi Minh City in June 2006. This is the first clinic
in Vietnam administered with an electronic information system. The clinic provides
services such as nutritional consultation, gynecological examination, pediatric
consultation and health examination.
Launch of the dairy farm program began with the acquisition of Tuyen
Quang Dairy Farm in November 2006 – a small farm with a herd of about 1,400 dairy
cows. This farm was also put into operation immediately after being acquired.
August 20, 2006. Vinamilk changed the company's brand Logo
Year 2007: Purchased a controlling stake of 55% of Lam Son Dairy Company in
September 2007, headquartered in Le Mon Industrial Park, Thanh Hoa Province.
Vinamilk started using the slogan "Life is beautiful" for the company
Year 2009: Developed 135,000 distribution agents, 9 factories and many dairy
farms in Nghe An, and Tuyen Quang. At the same time, the slogan was changed from
"Beautiful Life" to "Vietnamese Faith"
Year 2010: Changing the slogan from "Vietnam Faith" to "Rising Vietnam Tall".

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 Year 2010 - 2012: Construction of a liquid milk and powdered milk factory in Binh
Duong with a total investment capital of 220 million USD. Established Vietnam
Beverage Factory.2012: Changed the new Logo to replace the 2006 Logo.
Year 2011: Da Nang dairy factory was put into operation with an investment of 30
million USD.
Year 2013: Put into operation the Vietnam Dairy Factory (Mega) in My Phuoc 2
Industrial Park, Binh Duong, phase 1 with a capacity of 400 million liters of milk/year.
Year 2016: Inaugurated the Angkormilk Dairy factory in Cambodia.
Year 2017: Inauguration of Vinamilk Organic Da Lat farm, the first organic dairy
farm in Vietnam. Established Cu Chi Raw Fresh Milk Center. massive, the first
organic dairy farm in Vietnam. Established Cu Chi Raw Fresh Milk Center.
Year 2018: Inaugurated Farm No. 1 of the Vinamilk Thanh Hoa High-Tech Dairy
Farm Complex. Commencement of the Organic Vinamilk Lao-Jagro dairy farm
complex project in Laos. The first company to produce A2 milk in Vietnam.
Year 2019: Inauguration of Tay Ninh Dairy Cow Farm.
July 2023: Change logo and slogan to "Happy Health Every Day".
4. Business philosophy, core values and management policies.
4.1 Vinamilk's business philosophy is
“Vinamilk wants to become a favorite product in every territory and region. Therefore,
we believe that quality and creativity are companions. Vinamilk views customers as
the center and is committed to meeting all customer needs.”
4.2 Core values
Vinamilk's core values include 5 main values aimed at becoming Vietnam's leading
symbol of trust in the field of nutritional products serving human health:
Integrity: Vinamilk affirms its integrity and honesty when behaving and conducting
transactions.
Respect: Vinamilk's values are expressed through respect for oneself, colleagues,
and the company. At the same time, the company promotes respect for partners and
cooperation in a spirit of prestige and professionalism.
Fairness: Fairness when working with employees, suppliers or stakeholders.
Ethics: All employees of the company must comply and maintain the ethical values
established according to common standards.
Compliance: Comply with the Law, Code of Conduct and company regulations,
rules and policies.
The above 5 core values are considered factors in building a corporate culture,
motivating each member to work responsibly, ensuring output quality. On the other
hand, they also increase recognition and create a deep impression on consumers about
the leading milk brand.
4.3Vision and mission
Vision
Since its establishment and becoming a large company, Vinamilk has set a vision:
"Becoming Vietnam's number one symbol of trust in nutritional and health products
to serve human life."
Mission
Vinamilk always clearly defines the brand's mission as: "Vinamilk is committed to
providing the community with top quality nutrition and quality through our respect,
love and high responsibility for human life." and society”
5. Products and services

5.1. Product

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 Vinamilk commits to bring customers the nutrition solution with international
standards, meet the needs of consumers with delicious and nutritious products and
leading favorite brands in market such as: Vinamilk liquid milk, Vinamilk yogurt,
Longevity sweetened condensed milk, Southern Star Sweetened Condensed Creamer,
Dielac powdered milk, Vfresh Fruit Juice, etc.

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 5.2. Service
• Manufacture products according to nutritional needs
One of the important factors in VNM's product strategy is product diversity.
VNM has created a diverse product portfolio that meets dietary and nutritional needs
needs of all customer segments. In this way, the company will create more
opportunities for customers to choose products that suit their needs and enhance
customer strength
Relationships.
VNM has built a very successful product strategy, not only meeting needs
of customers also helps the company gain more profits.
• Update promotional information
VNM regularly has attractive promotions and incentives for customers to show off
Grateful to loyal customers and bringing VNM products to all Vietnamese people.
Customers will receive promotional information via gmail and sms
• Nutrition consulting
The purpose of meeting the legitimate needs of consumers is to seek advice from
experts about nutrition, in order to have the most suitable diet, bringing health and
happiness to everyone. family, contributing to improving quality of life. high quality
of life. Customers will Have all your questions answered by nutrition experts when
asking questions about VNM productswebsite.
6. Feedback
6.1. Advantage
• Strong brand impression
From 1995 to 2020, VNM was rated by consumers as one of 10 high quality
enterprises Vietnamese brand. Compared to other milk suppliers, VNM spent more
After more than 40 years of construction and development, this milk brand has long
had a solid foothold position in the hearts of Vietnamese customers.
Although Covid-19 causes many difficulties for businesses, this is true for dairy
companies is a factor that helps improve profit margins. VNM recorded growth of 3%
revenue and 8% profit after the first 9 months of 2020. Currently, VNM has
Determine long-term strategy and direction for new business models. Trademark
maintaining the number 1 position in the Vietnamese market and aiming to become
one of the 30 largest dairy companies in the world
• Products "covering Vietnam"
The VNM milk brand has spread almost throughout all provinces and cities in
Vietnam.
In addition, with optimal quality, VNM's products are also exported to foreign
markets. With a wide network, VNM's dairy products are always well received by
consumers.
Therefore, the strategy of launching new products and promoting images
is also more effective. Nowadays, it is not only available in supermarkets and
convenience stores stores, markets... VNM products are also traded online on e-
commerce sites.
• Product quality
VNM meets consumer needs by continuously launching diverse products to the
market current. VNM products have a unique delicious flavor and meet nutritional
needs solutions. In addition, although the product has 5-star quality, VNM's price is
higher. relatively low, suitable for the income of all users.
• Natural milk source, international standard farm
Besides the centralized dairy farming model, VNM also expands

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Organic dairy farm model This is the first Organic dairy farm in Vietnam equipped
recognized by Control Union as meeting European Organic standards.
With the strict third principle: “no chemicals, no genetically modified ingredients, no
growth hormone", VNM dairy farm produces fresh, natural ingredients
milk. pure.
6.2. Disadvantage
• Raw materials imported from abroad
VNM's biggest weakness is that most of its raw materials are imported from
in another country. The brand is not yet independent of domestic raw materials.
While consumer demand is increasing, domestic raw materials can only meet 30% of
demand production needs, the remaining 70% is mainly imported from Europe.
This has significantly affected the brand's revenue and profits. Special
when the world is affected by the economic crisis and input material prices
increased, causing the inflation rate in Vietnam to increase and profits to decrease.
• Demand for powdered milk is not high
Currently, consumers tend to use imported powdered milk more than domestic
powdered milk powdered milk production. In addition, more and more foreign milk
appears on the market.
The brand is imported from Europe, so VNM's powdered milk market share is held
monopoly position tends to decline.
6.3. Contribute:
VNM needs to do more research on understanding consumers to be able to meet the
needs and requirements that competitors cannot. Besides, marketing and family
experience activities also need to be promoted to better reach consumers.
II. SALES ORGANIZATION

Figure 2: Organization Chart

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Organization chart of Vinamilk
General Meeting of Shareholders:
The General Meeting of Shareholders of Vinamilk's organizational structure
includes
all shareholders who have voting rights from ordinary shareholders to voting
preference shareholders. The General Assembly is the highest decision-making body
of a joint-stock company.
The General Meeting of Shareholders will have the right to decide on the business
plan and the task of ensuring production based on the development orientation of the
company. In addition, the general meeting of shareholders can also decide to amend
or supplement the charter capital of the company.
Some other powers of the Shareholders' Council are to elect or remove or dismiss
members of the Board of Directors and Supervisory Board or decide to dissolve or
reorganize the company.
Administrative Council:
The Board of Directors is the highest management body in Vinamilk's
organizational
structure. This position has full authority on behalf of the enterprise to decide on all
issues related to the company's objectives and interests, except for matters under the
authority of the general meeting of shareholders. Vinamilk's Board of Directors is
elected by the general meeting of shareholders, including a chairman of the board of
directors and 10 general meetings of shareholders.
Since 2015, the highest position of Vinamilk has been held by Ms. Le Thi Bang Tam,
however, in April 2022, Mr. Nguyen Hanh Phuc officially became the new Chairman
of the Board of Directors for the 2022 term. to 2026 in place of Ms. Le Thi Bang Tam.
Director, General Director of the company:
The director or general director of the company in the organizational structure of
Vinamilk is the person who runs the business of the company. This position will be
held by the board of directors responsible for appointing a member of the board or
recruiting new personnel.Currently, Vinamilk's General Director is Ms. Mai Thi Kieu
Lien. She is considered the person who helped put the Vinamilk brand on the world
map with many contributions to the company and society.
Her wise strategies and decisions have helped Vinamilk continuously invest,
improve, and bring many quality products to domestic consumers. At the same time,
the company's export and international business also achieved many impressive
achievements.
Control Board:
The Supervisory Board in the organizational structure consists of 4 members
elected by the general meeting of shareholders. The term of the Supervisory Board
elected is 5 years. The members will be re-elected and the number of terms is
unlimited.
The Supervisory Board has the function and task to check the legitimacy,
rationality, honesty, and level of caution in the process of managing and operating
business activities. Inspection and supervision activities include accounting, statistics
and financial reporting to ensure the legitimate interests of shareholders. In particular,
this unit will operate independently from the board of directors and the board of
directors.
III.SALES PROCESS
Vinamilk's sales process includes 5 steps.
1. Find a buyer

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 Vinamilk's sales staff and market development staff will search for buyers (agents,
retailers, supermarkets) in areas with potential for product development, areas where
Vinamilk's products are available. The company has not yet penetrated the market.
2. Classification of buyers
After determining the area and buyer, they will classify the buyer: what type of
person they are (agent, retailer or supermarket), what is the financial capacity of these
objects? , the store's business situation such as the frequency of customer purchases
during the day, the average value of each order, the best selling products,...
To manage different groups of buyers, Vinamilk focuses on investing in
the CRM Customer Relationship Management system to centrally manage
customer data and classify different customer groups.
3. Compare and negotiate
After classifying buyers, each object will have a different discount level. For
example, entering quantity x will get price A, but entering 2x will get better price B.
In addition, there is further negotiation on information related to the frequency of
importing goods, quantity of imported goods, support policies if goods cannot be sold,
and areas where goods are placed to increase opportunities to contact customers.
goods, banners, signs,...
4. Conduct the agreement
After finalizing distribution issues, Vinamilk and the seller will sign a contract and
have additional agreements on payment during the import of goods (% need to be paid
in advance, must be fully paid later). Only when entering or after selling out do you
need to pay, etc.).
Read more: Analyze the pros and cons of Vinamilk's swot model
5. Create orders
Vinamilk will create orders through electronic forms or available forms and
transfer them to the seller to keep. Vinamilk's logistics side will coordinate the
logistics process, check goods in the warehouse and deliver them to buyers. At the
same time, perform the collection, handover and payment tasks as agreed in the
previous contract.
IV. SALES TARGET
According to the annual report published, in the period from 2022 to 2026,
Vinamilk plans to expand its market share by 0.5% to 56% and revenue to 5% to
reach VND64,070 billion, higher than the increase of 2.2 % of 2021 although the
business picture is still facing many difficulties, notably that the purchasing power of
consumers is being greatly affected by the inflation situation related to supply chain
crises and global energy cannot cool down soon in the first half of 2022.
Further, Vinamilk expects to reach VND 86,200 billion in total revenue and VND
16,000 billion in pre-tax profit by 2026.
Compound growth for the period 2021 - 2026 is 7.2% for revenue and 4.4 billion
respectively. % for profit. This target builds on the expectation that the consumer
goods industry will recover quickly from 2022, when revenue and profit growth in the
period 2022-2026 can accelerate to 7.7% and 7.5% respectively year
Vinamilk sets a revenue target for 2023 of VND 63,380 billion, an increase of 5.5%
over the same period, and a pre-tax profit plan of VND 10,496 billion, equal to 2022.
The company aims to maintain market share taking the lead, continuing to expand
international markets, consolidating the distribution system, investing in a system of
factories and farms, and simultaneously implementing domestic and foreign
investment projects.

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 Regarding business channels: Continuing the good growth momentum of 2022
from Vietnamese Dairy Dream stores, revenue growth of over 20%, Special Customer
channel with revenue growth of over 10%, E-commerce channel Vinamilk also
continues to record a growth rate of over 30%, Vinamilk will continue to expand the
distribution system and invest in the Vietnamese Dairy Dream channel (including
store system and online sales channel).
The company will continue to promote R&D activities, launch new products,
improve quality, with the orientation not only on nutritional value but also on added
value for consumers. In 2022, the company launches and improves 20 products.
Newly launched products such as Super Nut (9-nut milk) have helped the plant milk
industry grow by double digits, in addition to maintaining good growth of Key
industries such as yogurt, condensed milk, and fresh milk.
Vinamilk also improves management capacity and operational efficiency at
member companies, and coordinates to promote the implementation of key
investment projects such as Hung Yen Dairy Factory and Beef Farming and
Processing Project. (Vinabeef), Moc Chau Milk Paradise Complex Project.
Effective investment in foreign branches: Driftwood (USA)'s 2022 revenue
recorded a growth rate of over 30%, this figure at Angkormilk (Cambodia) is over
10%. At the same time, the company also completed the Lao-Jargo Dairy Farm
Complex project (Laos) and invested in expanding factories and farms in Cambodia
with an expected investment capital of 42 million USD. For the export segment,
Vinamilk has successfully signed many contracts with a total value of 100 million
USD, expected to be implemented in the first 6 months of 2023 and reach over 200
million USD for the whole year 2023.
V. SALES BUDGET
1. Sales Budget of Vinamilk in 2022

Picture 3: Selling expenses of Vinamilk in 2022

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2. Feedback
2.1. Comment
The economic recession after the covid-19 pandemic caused VNM's revenue to not
reach the target. Therefore, the 2022 sales budget will be greatly affected, causing a
decrease compared to 2021. Advertising and promotions are the part that is cut, a very
high cost that VNM has to pay for the purpose of reaching customers.
However, in the post-pandemic recovery period, these promotional activities are
not very positive when applied because users and the economy are recovering, so
VNM is also flexible in reducing to invest in other items. But on the other hand,
selling expenses are the expense that increases the most in 2022 compared to 2021
(Increase of 12.48%). This proves that VNM cares very much about people, not only
supporting employees in difficulty but also helping VNM not lose good employees.
Due to the impact of the epidemic, this makes it difficult to recover costs as usual and
makes it difficult to distribute products. Additional costs also increase, causing the
remaining amount to suddenly increase in expenses in the budget. sales books.
2.2. Contribute
VNM needs to review and check the effectiveness of sales, and related services
need to be balanced and reduced to increase revenue or profit.
VNM wants to support and retain employees, but employee costs are increasing too
high. Due to the economic impact after the pandemic, sales costs are increasing
without generating revenue or profit for VNM
VI. SALES STAFF RECRUITMENT
1. Personal recruiting
• Vinamilk ‘s website : https://www.vinamilk.com.vn/vi/mobile/tuyen-dung/co
hoi-nghe-nghiep
Vinamilk has ‘‘Career’’ link on their website along with the possible vacant
positions.
The prospective candidates are encouraged to apply online. Vinamillk’s website
provides information about the company, its products, and human resource
practices.
The vacancy page details the qualifications required for sales jobs, and the
salesperson’s duties, responsibilities, and advancement opportunities. Short write-
ups
on those who are and have been successful company salespeople are included.
Effective websites make liberal use of pictures, charts, diagrams, and other
presentations—a few even give the telephone number of a ‘‘hot line’’ where the
prospect can get more information
• Recruitment through intermediaries
Realizing that candidates often search for the job they want more than a specific
company, Vinamilk uses recruitment intermediaries such as VietnamWorks,
Carebuilder, TopCV, ... to reach more candidates. In addition, these intermediaries
also help Vinamilk in terms of propaganda and pushing the top of the search
2. Description about sale personnel
Sales personnel buy in Vinamilk store Sales staff of Milk Market

Display and arrange goods on shelves; Selling Vinamilk dairy products

Consulting and introducing products to Maintain existing business relationships
customers; and establish relationships with new

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Manage and keep the shelves clean in and potential customers.
accordance with regulations and brand Introduce and provide information
standards; about dairy products and services to
Inventory inventory, make daily customers.
inventory report; Find new customers and take care of
old customers
Answer questions and advise customers
about Vinamilk dairy products.
Research and develop sales and
distribution
systems from time to time.
Build close relationships with dairy
shops
Make revenue reports, work reports for
department heads.

VII. SALES STAFF TRAINING

To train sales staff effectively like Vinamilk's sales staff training process, the
following steps usually take place:
1. Training on product knowledge
After recruiting sales staff, store owners need to train sales staff to understand their
store's products. Types of products that the store offers, uses and benefits of the
products, and appropriate customers. Knowing clearly about the products you sell is
extremely important, helping employees give good advice and be confident when
selling.
In addition, store owners should also provide employees with knowledge about
competitive products and the comparative advantages of their store's products
compared to competitors. This helps employees advise and persuade customers. better
goods.

2. Training on working culture for employees

Creating a working culture not only helps make business effective but also shows
the professionalism of your store in the eyes of customers. The cultures that the store
should aim for are a culture of honesty, a culture of sociability, openness, a culture of
helping colleagues...

3. Training on sales skills

This is the most important step in the training process, a salesperson needs to have
basic skills such as:
Greeting skills: When customers enter the store, the first thing the salesperson
needs to do is greet with a friendly smile, and don't forget to greet customers when
they leave, it will make customers feel close. and have sympathy for you.
Asking skills: Smart, skillful questions help sales staff understand customer needs
to advise on the product that best suits that need.
Persuasion skills: Salespeople need to clearly understand the product and its
benefits to meet customer needs, to be able to convince customers to choose and
believe in that choice.

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 Situation handling skills: Store owners need to guide sales staff on how to handle
situations that often occur when selling so they can be proactive such as when
customers are angry, customers refuse, or customers complain. …
For new employees, store owners should combine shifts of 1 new employee with an
experienced employee so that the new employee can learn experience in handling
real-life situations.

4. Instruct employees to use sales tools

Instruct employees on how to use sales tools. Instruct employees on how to use
sales tools
Using sales tools makes the sales process convenient while saving time and effort.
If the store uses sales software, the store owner needs to guide employees on sales
processes and operations using the software to be able to sell quickly and accurately.
5. Create an environment to share experiences with employees
Sharing documents, attending sales seminars with employees, or organizing review
sessions to share experiences among employees at the store not only helps employees
improve their skills but also creates the connection between managers and employees
and between employees.
VIII. MOTIVATION
Vinamilk's employee remuneration policies
1. Remuneration policy
Vinamilk owns many attractive salary and bonus policies for employees. The
company believes that fair compensation is an important factor in attracting and
retaining talented individuals.
Employees at Vinamilk receive competitive salaries based on their work results,
experience and qualifications. The company also regularly increases salaries and
bonuses to recognize and reward excellent employees. Vinamilk's clear and
transparent compensation policy ensures that every employee understands how their
salary is determined, thereby creating a positive working environment with higher
levels of job satisfaction.
In addition to basic salary, Vinamilk offers many different bonus policies,
including work efficiency bonuses, year-end bonuses, and sales bonuses. These
rewards are based on individual and team performance and can significantly increase
an employee's overall income. Vinamilk's bonus policy demonstrates the company's
commitment to recognizing the efforts and dedication of employees.

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 Overall, Vinamilk's attractive compensation policy plays an important role in
creating a positive and dynamic workforce. By offering competitive compensation
and recognition to outstanding individuals and teams, the company fosters a culture of
excellence and professionalism, leading to high employee retention and satisfaction.
satisfaction with work in general.
2. Welfare policy
Vinamilk has a comprehensive welfare policy, providing employees with many
benefits to ensure their health and quality of life. The company recognizes that a
happy and healthy workforce is critical to its success. And so, they invest heavily in
policies to ensure employee welfare.
One of the most important contents in Vinamilk's welfare policy is health insurance.
All employees are provided with comprehensive medical insurance covering both
outpatient and inpatient treatment. Additionally, the company offers life insurance and
accident insurance, ensuring that employees and their families are financially
protected in case of misfortune.
Welfare policy
In addition, Vinamilk also supports many other welfare benefits for employees such
as travel allowance, overtime allowance, and uniform allowance. These benefits
ensure that employees have the resources they need to come to work comfortably and
maintain a healthy lifestyle.
Furthermore, Vinamilk has a strong commitment to work-life balance and flexible
work arrangements for employees. The company allows employees to work from
home and offers flexible work schedules to meet personal commitments. This
flexibility allows employees to balance their personal and professional lives while
reducing stress, leading to greater job satisfaction and productivity.
3. Training and development policy
Vinamilk's Training and Development Policy is designed to provide employees
with opportunities to improve their professional skills and develop themselves. The
company believes that investing in the development of its employees is critical to
their career growth and overall success.
The policy provides for various training programs to equip employees with the
necessary knowledge and skills to carry out their roles effectively. Internal training
programs are designed and implemented by experienced managers and directors of
Vinamilk with many topics including professional skills, leadership development and
soft skills.
Vinamilk also offers external training programs, allowing employees to participate
in seminars, discussions, and conferences organized by reputable training institutions.
This exposure to external training provides employees with valuable insights into
industry trends, best practices, and networking opportunities.
In addition to training programs, Vinamilk also has a practical career development
program, helping employees have a clear advancement path. The company provides
employees with regular performance reviews, which identify their strengths,
weaknesses, and priority areas for development. Based on assessments, employees are
given specific development plans and opportunities to take on new responsibilities
and roles.
In addition, Vinamilk also organizes foreign language courses for employees who
want to improve their communication skills. The company recognizes the importance
of effective communication in the workplace and encourages employees to develop
their language proficiency to enhance work performance.
4. Flexible working policy

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 Vinamilk also offers employees flexible working policies to enhance work-life
balance and increase productivity. The company offers options such as remote work,
flexible work hours, and flexible vacation days, allowing employees to adjust their
work schedules to meet their personal needs.
With remote work, employees can work from home or any location of their choice.
This policy provides employees with a comfortable and safe working environment,
helping to save time and money on travel. Vinamilk also provides its employees with
the necessary equipment and technology infrastructure to facilitate remote working.
Remote working mode
Flexible work hours also give employees the freedom to arrange their workday to
meet their personal needs. Vinamilk recognizes that some employees may have
responsibilities outside of work, and the company offers flexible working hours to
help them manage their time better. Employees can choose to start and end their
workday at different times, as long as they fulfill their job responsibilities.
In addition, Vinamilk's flexible leave policy allows employees to rest at their
convenience. The company offers a number of annual leave, sick leave, and paid
vacation days that employees can use as needed. This policy provides flexibility for
employees who may need to take time off for a variety of reasons, such as health
concerns or family obligations.
5. Other attractive incentives
In addition to the above policies, Vinamilk also offers employees other attractive
benefits. These benefits include regular team building activities, annual trips and
celebrations of employees' birthdays as well as important events in their lives such as
weddings or the birth of children.
In addition, Vinamilk also provides financial support for employees who encounter
difficult circumstances such as illness, accidents, and natural disasters. The company
also offers discounts on Vinamilk products for employees.
IX. EVALUATION
In order to increase the effectiveness of the monthly employee evaluation system,
the Human Resources Division regularly coordinated with other departments to
review and update the job evaluation criteria to match the actual work requirements
and accurately reflect the results/performance of employees. Specifically, the Human
Resources Division and the Domestic Sales Department reviewed the set of
performance evaluation criteria of the Department and applied them in early 2021.
Simultaneously, the Human Resources Division enhanced its control over the
evaluation results of departments and the ratings to ensure the appropriate and
accurate assessment. With respect to the annual assessment system for Managers, the
Company continued to conduct assessments in both aspects including Assessment of
Objectives
(What) and Assessment of Competency (How), thereby serving as a basis for
Managers to prepare development plans for the next year.
1. Vinamilk's sales staff evaluation criteria
- Enthusiastic, independent, agile in work
- Honesty and fairness at work
- Understanding and observance of laws, policies and regulations
- Take initiative in arranging, supplementing and training human resources for
the company
2. Behavior-based assessment method
There are many different methods of performance evaluation, and there is no one
approach that is best for all organizations. Even within the enterprise, different

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methods can be used for different departments, units or for different employees such
as sales, production, marketing and sales staff. administrative department.. Vinamilk
has selected the evaluation method using a behavior-based scale because of the
advantages of objective assessment, and it is easier to evaluate.
Behavior-based scoring method:
The method is a combination of the scale method and the method of recording
significant events. According to this method, the different levels of job completion are
expressed on a scale and are described based on the performance of the job. To score,
the evaluator must determine which of the described behaviors the subject's behavior
falls into.

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