8T7 REFLECTION REPORT final

However, business activities at the company still have some shortcomings in the process of determining the sales targets, allocation sales resources, limitations on qualifications and wa

REFLECTION REPORT

BACHELOR OF BUSINESS ADMINISTRATION AND

E-BUSINESS MANAGEMENT

Topic: Understanding the situation of business management at

Edutrain Global Joint stock Company

Student:

Name

DECLARATION

I certify my authorship of the report entitled “Understanding the situation of

business management at Edutrain Global Joint stock Company”

This paper is the result of my own work and effort, and that it has not been submitted anywhere for any award Where other sources of information have been used, they have been acknowledged I have recieved the author’s acceptance with those materials copyrighted

Signature………

…./…./2020

……

Date:

PERFACE

Business is one of the key activities determining the existence and development

of an enterprise In today's integration time, to survive and compete, businesses must constantly change, adapt and improve operational efficiency In many industries, the education - training business sector is considered to provide many development opportunities for businesses In the future, the investment in education - training is expected to grow rapidly to meet the increasing demands of society

The internship at Edutrain Global Joint Stock Company showed that the company was particularly interested in sales activities However, business activities at the company still have some shortcomings in the process of determining the sales targets, allocation sales resources, limitations on qualifications and ways to contact customers of employees The company has not developed a specific KPI system to evaluate sales staff as well as the company does not pay much attention to scientific and technological advances in sales administration activities Understanding the situation helps the company to see the weaknesses, overcoming these weaknesses will help sales activities at the company become more effective

For these reasons, the author chooses the topic "Understanding the situation of

business management at Edutrain Global Joint stock Company" The topic revolves

around the current situation of sales activities at Edutrain Global Joint Stock Company, through the situation, we can see the strengths and weaknesses of the sales department and propose some personal solutions and recommendations about the problem

TABLE CONTENTS

DECLARATION 2

PERFACE 3

LIST OF THE FIGURES AND TABLES 5

EXECUTIVE SUMARY 6

CHAPTER 1: INTRODUCTION ABOUT EDUTRAIN GLOBAL JSC 7

1.1 General information 7

1.2 Culture 7

1.3 Organizational structure 8

CHAPTER 2: Understanding the situation of business management at Edutrain Global Joint stock Company 10

2.1 Overview of the sales department at the company 10

2.2 Develop sales goals 11

2.3 Monitoring and evaluating sales performance 12

2.4 Comment on sales management activities at Edutrain Global., JSC 13

2.4.1 Advantages 13

2.4.2 Disadvantages 14

CHAPTER 3: Comparison of critical on theory and the experience during the practice trainning 16

3.1 Listening Skill 16

3.2 Document Control 18

CONCLUSION 19

LIST OF THE FIGURES AND TABLES Figure

Table

EXECUTIVE SUMARY

Today, with the trend of integration, business is not only encapsulated in the country but also has cooperation with many different countries And English becomes the medium of communication throughout the world, so a business that requires candidates with good English is understandable This is an important key to comprehend, learn from experience and if you have good English, this will be one of the important keys to help rise and reach your career

Internship at offices and offices is a time when students get acquainted with the new environment, new people and new jobs The relationship is expanded, when the ability to express themselves through the position and have a good dedication will certainly pay off

Many students are retained to work at the company, becoming an official employee after the end of that internship And when you have had time to practice in the internship, students, and now that official staff, will develop more smoothly, and opportunities for advancement are also more

It can be said that the time for university practice is quite short, only a few months, but it is extremely important to help students improve skills and competencies but also open up job opportunities after graduation

My internship at Edutrain Global joint stock Company has great significance and importance to me After nearly two months of practicing here, I have grasped the process of formation, development and operation process of the company I had the opportunity to practice and gradually improve my English translation practice skills I also had the opportunity to apply what I learned to my job This will be of great help to

me after I graduate

CHAPTER 1: INTRODUCTION ABOUT EDUTRAIN GLOBAL JSC

1.1 General information

Full Name: Edutrain Global Joint-stock Company

English name: Edutrain Global JSC

Culture of "No Boss No Staff" Everyone is as important as everyone, everyone has

the right to speak, contribute ideas to the organization, contribute to the construction and development of the company

Made for passion, not for hire Do your favorite job or field wholeheartedly Glad

to be dedicated to the organization

Perfect yourself, not just finish your work Working to learn from each other good things, experience from colleagues or subordinates, cultivate the knowledge base for themselves, it is very necessary for each person in life and at work

Acknowledged achievements and honors, opportunities for advancement in work

Be discovered and perfect own abilities Employees will receive weekly skills training to improve themselves better in life and at work

At Edutrain Global, success is based on teamwork, not independent and personal work Pasal desires to create excellent work groups, each team member takes ownership

of their work, accomplishes well, contributes their opinions and ideas to the team, takes responsibility and is committed to working together to achieve the organization's overall goals

1.3 Organizational structure

Figure 1 Organizational structure

(Source: Administration - Human Resources Department)

• Director: Managing and operating all activities of the company and take responsibility

before the law for the company's activities

- Be responsible for planning, implementing, monitoring, and evaluating the results of the company's tasks

- Manage teachers, officials, employees of the company in accordance with the law

- Granting certificates certifying student's learning results according to the competence prescribed by law

• Academic staff Department: Responsible for enrollment, organizing classes, planning specific teaching assignments for each class

• Administration - Human Resources Department: Arrange, allocate labor appropriately, set up the company's personnel plan, build salary, fine, insurance regime, etc

• Sales Department: Marketing and information research, understanding the insights of customers, setting up market records, surveying behaviors of potential customers, market segmentation, identifying goals, brand positioning, construction, and implementation of marketing strategy plans

• Teachers: Those who are recruited rigorously, meet the company's standards, and are the ones who teach students directly

CHAPTER 2: Understanding the situation of business management at Edutrain Global Joint stock Company

2.1 Overview of the sales department at the company

Edutrain Global’s sales department is responsible for customer service, consultancy support This department directly meets customers of the company and conducts business transactions on behalf of the company The sales department has the following organizational structure:

Figure 2 Sales Department’s organizational structure

Source: Sales department

Department Head has the responsibility to control all activities of the department, plan, allocate resources for implementation of the department’s plan

Deputy Department Head: Support to control the activities in the department, allocate the staff in the department and report directly to the Department Head

Staffs: Directly meet customers, support customers wishing report the work to the deputy sales department head Sales department in the company is the department with the largest number of personnel, this is also the department responsible for meeting, consulting customers and bringing revenue to businesses

Table 1: Descriptive statistics on sales department personnel

years old

Over 35 years old

From 3 to 5 years 0 3 2

(Source: Sales Department)

The company's sales department has a total of 23 employees, including 5 employees under the age of 25, accounting for 21.7%, 9 employees from 25 to 35 years old, accounting for 39.15% and 9 employees over 35 years old accounts for 39.15%, so the employees working in the sales department are mostly old employees (the main employees are over 25 years old)

About experience: Among 23 employees working in the company's sales department in 2018, the sales department has 4 employees with less than 1 year of experience, accounting for 17.4%, 11 employees have 1 to 3 years of experience, accounting for 47.8%; 5 employees with 5 years experience, accounting for 21.7%, 3 employees with 5 years experience, accounting for 13% As a result, employees of the company's sales department mainly have from 1 to 3 years of experience In addition to the experienced employees of the company's sales department, they also hire new and inexperienced employees Inexperienced staff will be trained

2.2 Develop sales goals

The Board of Directors of the company has summarized the business situation at the company, thereby setting the targets to be achieved and setting specific sales targets

by years for the sales department The sales targets are set based on opinions from the Board of Directors based on the business situation including: revenue, profit over the years, fluctuations of the market and based on current resources at the company:

In which, Edutrain Global’s sales target is set out in the following table:

Table 2: Sales goals at the company

Unit: Million VND

Target/ year 2020 2021 2022

Number of returning customers

(%)

Source: Sales Department

The company sets a target for 2020 with revenue of 900 million dong, accounting profit before tax of 250 million and the number of returning customers to the company

is 80% In 2021, the company sets the target for net revenue of 1 billion dong from the sales department with 350 million dong of accounting profit before tax and 90 percent

of returning customers; by 2022, the company sets a target for net revenue of 1.1 billion dong; Accounting profit before tax is 450 million VND; The number of returning customers is 90%

In order for all sales department's staffs to be able to understand the goals of the department, the head of the department is responsible for conveying information about the department's goals to each employee Each employee not only understands the sales goals of the department but the head of the department and the deputy head also rely on the goals of the whole department to allocate specific targets for each staff in the department Usually the targets will be distributed evenly to staffs of the department to ensure fair competition and to fairly assess their staffs

After having a goal for the sales department, the head of the department will proactively propose specific sales plans and methods The business plan is proposed by the head of the department and then submitted to the board of directors for approval Depending on the specific circumstances of each specific period, the head of department will give solutions to adapt to the changes as well as specific business plans to adapt

2.3 Monitoring and evaluating sales performance

Currently the head of the department and the deputy head, who directly manage the sales staffs, will control and evaluate the subordinates However, the process of evaluating sales staffs in the company is done emotionally The company has not developed a KPI set to evaluate sales staffs The evaluation is mainly done based on the revenue that the each of the staffs brings, meanwhile the attitude of the sales staffs at work is neglected and less evaluated

Criterion to evaluate sales staffs of the company

The evaluation of the performance of sales staffs in the company is determined

by the results that employees bring Units for measuring sales staffs results include:

- Sales in cash: The deputy head of department will summarize the sales results

of sales staff monthly and notify the sales staffs of the level of completion of their work Depending on the specific time, the sales targets for staffs will change monthly

- Sales for new customers: In order to expand business, Edutrain Global JSC is quite interested in new customers The company always encourages its sales staffs to find new customers and sell to new customers Sales for new customers are also one of the important criteria that the company sets out to evaluate its staffs

- Selling expenses: In addition to the targets of sales, the company is also quite interested in selling expenses, the company now allows selling expenses to range only from 5 to 10% of the sales revenue Sales staffs also need to pay attention to selling expenses if they are wishing to achieve the company's targets

2.4 Comment on sales management activities at Edutrain Global., JSC

2.4.1 Advantages

The company emphasizes the functions and tasks of the sales department for the overall development of the business This is essential to have a great impact on the development of the company in the future

The company has built a standard sales process for employees in the sales department With the sales process, new employees easily integrate with the work, and

managers are also easier to track the progress of the work, evaluate the performance of employees in the room business

The sales process outlines each specific step: Searching for customer information, proactively contacting customers, consulting, paying, storing customer information This is a quite complete process, still suitable for the company at the present time The company also has policies to prevent risks and close orders Collaborate between traditional sales channels and online sales channels to get the job done

The company has a large sales team, in which the proportion of employees with university or college degrees accounts for a high proportion, with experienced employees The company is very interested in the status of business operations, the allocation of business human resources, setting specific criteria to evaluate the effectiveness of the sales department as well as the employees operating in the room

The managers and deputy managers of the company regularly follow the activities of subordinate employees to promptly detect employees' mistakes, capture the working situation of subordinate employees to make suitable strategies

2.4.2 Disadvantages

Although defining the sales goals for the sales department, the sales goals are not specific Especially depending on the size of the project, depending on the time when the sales goals set out in the beginning may not be appropriate Currently, the company has not made timely adjustments to business objectives and strategies

The company pays little attention to the application of technological advances to sales as well as sales management Currently, the management of sales staff at the company as well as maintaining relationships with customers in the company are being done manually without the intervention of technology software Today, technology software is considered one of the advantages to help improve the competitiveness of businesses, not paying attention to sales software will make the company lose certain