THẢO LUẬN môn quản trị nhân lực ( tiếng anh) topic describe the principle of eastern management theories confucious( khổng tử) and han fei ( hàn phi)

To be the direct manager, the gentleman is oriented in self-cultivation, training himself to be a shining example in management.. General information - Position: Sales Manager - Departme

TRƯỜNG ĐẠI HỌC THƯƠNG MẠI KHOA QUẢN TRỊ MARKETING VÀ PHÂN PHỐI

BÀI THẢO LUẬN

Vũ Thị Hương

Bùi Quỳnh Anh

Bùi Thị Lan Anh ( Leader)

Đỗ Thị Lan Anh

Đào Châu Anh

Đinh Quỳnh Anh (Secretary)

Đinh Thị Vân Anh

3 Bùi Quỳnh Anh 21K670011

4 Bùi Thị Lan Anh (

Topic: Describe the principle of Eastern management theories:

Confucious( Khổng tử) and Han Fei ( Hàn Phi)

A THOUGHTS OF CONFUCIUS

Confucius's management thought is a philosophical, political - social thought, and at the same time a human resource management thought, which upholds the concept of the word "virtue" and educational factors in management physical According to the current of political thinking and the meanings of thetimes, we have applied many progressive points in Confucius' thought in management in general and human resource management in particular

+* Concept of class division in society: Confucius divided into 3 classes of

people in society

- First class: Saints are those who do not need to study or practice anything

- Second rank: Gentlemen (soldiers) - are those who have learned and trained

to know, mature, useful people, have status in society

- Third class: Lower class (farmers) - are those who have little or no education.They are mainly manual laborers in agricultural occupations

+* Management concept:

- Modeling method: is a basic and important management method In order to apply this method, - the direct managers not only must not seek fame and gain for their own, but must always consider 9 different aspects:

“1/ When looking, you must see clearly;

2/ When listening, you must listen clearly;

3/ The face must be mild;

4/ The appearance must be strict;

5/ Words must be honest;

6/ When working, must be serious;

7/ What is doubtful to ask for clarification;

8/ When angry, one must think of its consequences;

9/ When doing good deeds, you must think of good deeds

To be the direct manager, the gentleman is oriented in self-cultivation, training himself to be a shining example in management Confucius wrote down the

"nine scriptures" with the basic contents:

"1/ Cultivate yourself;

2/ Love your relatives;

3/ Respect great gods;

4/ Respect talented people;

5/ Love public servants;

6/ Love the people like his own children;

7/ Encourage talents, mine to bring polytechnics, emulate and reward;

In addition to the above two management methods, there are

* Confucius also set forth the requirements of the goal and discussed the

art of management, clearly stated in 9 different aspects:

1/ Enough food;

2/ A life of affluence;

3/ Keeping rituals and customs;

4/ People must have fields and houses;

5/ To attach importance to education;

6/ Strict laws;

7/ Welcoming guests warmly;

8/ Strong military

B THOUGHTS OF HAN FEI

* The view of respecting the law in Han Fei theory

- On July 28, 2018, Han Fei (about 280 – 233 BC) was a great practitioner oflegal philosophy He has absorbed the advantages of "dhamma", "magic", and

"substance" to build and develop a legal system that is relatively complete andadvanced compared to his contemporaries Considering the law as an effectivetool to bring about peace, stability, and justice, Han Phi proposed the idea ofusing the law to rule the country He introduced some basic principles in lawbuilding and enforcement, such as the law must be strict, no distinctionbetween superiors and inferiors, and everyone is equal before the law Withthose thoughts, the ancients called the doctrine of Han Phi "the doctrine of theemperor"

- In the process of formulating his doctrine, Han Fei strongly criticized thepolitical theory of Confucianism In his eyes, the way of ruling based on thevirtues of the rulers (under names such as "human rule", virtue rule" or "rulerule"), Yao Shun's political ideals were contrary to reality and If you apply thatconcept, it will cause chaos in the country

- Han Phi considered a king as just an ordinary person like everyone else Whatmakes a country rule or chaotic is not how the king of that country is, but howthe rule of law of that country is

- Han Fei believes that the law is the most effective tool to bring about peace,stability, and justice: "The sage clearly understands the reality of right andwrong, clearly discerns the nature of rule and disorder, Therefore, whengoverning the country, it is clear that the law is correct, and that severepunishment is laid out to cure the people's disorder, and eliminate the calamity

in the world Let the strong not overwhelm the weak, the many not offend thefew, the old to be satisfied, the young and the lonely to mature, the borders not

to be encroached upon, the king and I are dear to each other, father and sontake care of each other”

- The key to building a rich and strong country is to rely on the law If there is alaw, the law is universally and properly implemented, then the society will bestable, and the society will be stable again, an important prerequisite forbuilding a rich and strong country, making the people peaceful and happy

happiness From the point of saying, “There is no country that is always strong,nor is there a country that is always weak As long as the law enforcers arestrong, the country is strong, and when the law enforcers are weak, the country

is weak”

- Han Phi has proposed the idea of "rule the country by law" (rule of law), thepolicy of "the law does not discriminate between nobles and inferiors" (law isnot precious), "punishment is not reserved for great ministers, reward andreward not omitted the loser" (the picture is too jealous of the great god, thegood reward is not the four husbands) He attaches great importance to theeffect of law and advocates building a complete theory of the rule of law, inwhich "law" is the core, closely combining "law", and "magic" with "position"

* Thinking about power and so important

- In addition to "dharma" and "art", Han Fei attaches special importance to the

"world" "The position" is also known as "power", "powered r", and "power", itrefers an absolute power and authority, which is also the supreme dominion ofthe king, including the right to use people , the right to reward and punish, etc.Han Fei believes that only when he the dominion in his hand, can someone rulethe people and rule the people In the "Eighth S, ultra" he wrote: "That is thebasis for winning over the crowd" (The world is fake, defeating them is onlynatural) To rule the country in peace, the monarch must hold power Han Feihas a very clear conception of the important points about the world: 1/ The kingmust not lend power to this servant 2/ The king must not share power with theservant 3/ It is necessary to use the technique of reward and punishment toconsolidate power 4/ The king must maintain his unique position, and not lethis subordinates be too precious, in case the great minister usurps power.Therefore, if only in terms of the king himself, then "so" is the most important,most important thing, and "dharma" and "magic" are just tools

- The use of "dharma", "art", and "sense" is mainly to strengthen the power ofthe monarchy, creating a political context where "although in the fourdirections, the key is at the center, the sage holds the keeping the main thing,the four directions come to serve” (the work is in the four directions, theweakness is in the center, the saints accept the weak, the four directions arecalled "Han Phi Tu Duong Quyen"); thereby, contributing to creating ahistorical trend for the construction of a unified feudal centralized state

*

Methods of talent selection

- Thanks to the "position" the king makes and promulgates the law, chooses theservants to assign tasks, and implements the law But how to choose the rightperson, assign the right job, and how the king can govern the mandarinapparatus and people throughout the country That again depends on the

"magic" Han Fei criticized Thuong Uong, saying that there is the only law, butwithout art, it is impossible to know the crooks Although the law has beenpainted and explained clearly, the servants still use it as a prop to plot theirinterests Therefore, a lord must have "magic", according to Han Fei, "art" issomething hidden in the stomach, to compare the clues of things and secretlyrule the servants

- "Art" is a way, a method, a strategy, a trick in recruiting and using peoplewhen assigning jobs, thanks to it, the law is implemented, helping the king torule the country and calm the world The task of the art of governing was todistinguish between loyal and devoted officials from those who flatter thedemon cult, to test the competence of the officials, and to test their merits andmistakes, aiming to strengthen the ministry rule based on the rule of law andautocracy To accomplish this task, the "magic" must be kept private.

- Inheriting the view of Confucianism, Han Phi believes that each person needs

to meet the standards of his/her title, and no one dares to do anything wrong oroverdo it with their assigned title When it comes to "art" in the rule of thecountry, it also aims to choose the right person, assign the right job, andarrange the work following each person's forte hold a position, not berespected Thanks to that, the king will choose people who are qualified tomake the bed for the country If you want to know how far your servant'sperformance is, the king needs to regularly check and monitor theirperformance to be successful To make good use of "jutsu" in governing thecountry, the king should not necessarily be for personal interests, not loveanyone personally, and not trust anyone The king also shouldn't reveal hislikes, dislikes, and likes to this one because this one will use it to please theking

- Han Fei's "art" is just a trick of the "king" used to control the mandarins tokeep the law and obey orders In other words, the art of using people The kinglegitimately uses me, based on that to reward and punish, that is, my words anddeeds must be proportionate Talking without doing is like doing withouttalking Not doing enough is as guilty as overdoing it Han Fei also pointed outseven techniques to make it "safe" and six ways to make it "danger" Heanalyzed each technique to see its advantages and disadvantages Such as:Gathering wisdom Gather wise people to ask questions, and those who are notwise will become wise Deeply understanding an object, all hidden thingsdisappear

1 Maintain existing business relationships, take orders; Establish new businessrelationships by planning and organizing a daily schedule for existing or otherpotential business relationships.

2 Make weekly and monthly work plans approved by the sales channelmanager Follow the approved plan

3 Understand and understand the properties, packaging, price, anddisadvantages of products, similar products, products of competitors

4 Embrace the customer contact process, the information complaint handlingprocess, the customer information receipt and settlement process, fully recordaccording to the manifestations of this process

5 Contact with customers and record all customer information in the customercontact report Report the content of customer contact during the day to thesales team leader

6 Prepare a draft contract after the customer has agreed on the basicagreement, then transfer it to the Sales Team Leader for comments on thecontract terms Prepare contract signing procedures, save a copy of thecontract, transfer the original to the head of the group to keep, the original tothe accounting department

7 Directly performing, the director of contract performance, including deliveryprocedures, issuing invoices, and checking the quality of delivered productswith customers

8 Receive and handle customer complaints about product quality, deliverytime…

9 Monitor the contract liquidation process, support the director accountingdepartment to complete the work, only fulfill the responsibility when thecustomer has finished paying

10 Transaction, learn the needs of customers Search for potential customers

11 Update job knowledge through work, reading reports on sales andmarketing; Maintain customer relationships

12 Developing business in the assigned area

13 Customer care and sales according to the scheduled schedule

III Benefits enjoyed:

● Salary from 10 to 15 million/month or agreement + business

commission (unlimited income)

● Working in a professional environment, discipline at the leading

technology corporation in Vietnam

● There are many opportunities to advance in work; Participate in training professional skills

● Participate in social insurance, health insurance, and unemployment insurance regime in accordance with laws and corporations

● Enjoy a resort, leave, annual health examination, and other welfare regimes

IV Job requirements: Skills:

- Soft skills: nice voice, good appearance

- Hard skills: marketing skills, communication skill, sales skill, customerservice skill,

Attitude: Healthy, agility, creativity, enthusiasm at work, can work

independently, teamwork

Knowledge:Graduated from regular domestic and foreign universities

majoring in Business Administration, Marketing, Foreign Economic Relations, Foreign Trade Economics, Construction Economics At least

1 year experience in Sales - Marketing field Preference will be given tocandidates with technical experience

B Sales Manager

1 General information

- Position: Sales Manager

- Department: sales department

-Direct manager: sales manager

2 Specific task

The sales manager plays an important role in the success or failure of thebusiness This position plays a pivotal role in fulfilling sales targets andgenerating revenue and profits for companies and businesses

* Plan sales goals:

The sales manager is responsible for meeting and accomplishing theorganization's sales goals through effective budget and business planning.Managers cannot do the job alone, they need the support of their sales team.The head of the department is the one who sets the targets for the sales andsales staff in the group The goals set should be realistic and achievable within

a certain time frame Goals include final sales results and each goal for teammembers

* Divide the work appropriately

In addition to planning sales goals, what duties does the sales manager have?The task of a sales manager is to know what are the strengths and weaknesses

of each team member to properly divide the work

Job duties should not be imposed on anyone according to feelings, but should

be divided according to the expertise and capacity of each individual Managersneed to determine who can get the job done most efficiently The role of thedepartment heads is to exploit and promote the strengths of the personnel in thegroup

* Branding for businesses:

A sales manager also needs to be responsible for promoting the brand of hiscompany or business In the process of planning and business strategy,department heads need to deliver the message that the product/service brings tocustomers and the community At the same time, training sales staff and salesstaff to integrate brand promotion in the process of approaching and selling

3 Job requirement

Requirements for the position of sales manager will vary depending on thespecific business field and the size of the business Some criteria forqualifications and skills include:

- Bachelor's degree (master's degree) in Business Administration, Economics,Commerce, Marketing, or a related field

- Experience as a sales manager, marketing manager, or supervisory, teammanagement position

- Experience in sales and retail with an impressive sales record

- Understanding of market trends, capable of making business decisions

- Impressive leadership skills

- Strong and effective communication and persuasion skills

- The ability to motivate, inspire and motivate

- Strong business sense and industry expertise

- Excellent skills in consulting, guiding, training, and managing humanresources

4 Benefits enjoyed

- Fully enjoy the regimes as prescribed by law (health insurance, socialinsurance, unemployment insurance) Enjoy the welfare regimes according tothe company's rules and regulations (visiting, vacation, salary bonus, Tetholiday .)

- Enjoy a full range of health visits for yourself and your family according tothe Company's remuneration policy

- Work in a professional, modern, and friendly environment, with manyopportunities for advancement and development

- Occupation Salary: 15-20 million/month

Homework 1:

Topic: Job description and standards of Sales Manager:1.General Information

- Position: Sales Manager

-Department: Sales Department

-Direct manager: Sales manager

2 Specific tasks:

-Manage sales team to achieve growth target and sales target

- Develop plans and strategies to serve development goals and achieve businessresults set by the business

-Support, monitor the implementation of business plans Report on business results, revenue and expenses; make forecasts before the Board of Management

- Build and develop customer system:

 Seek and develop relationships with customers and partners in the field of information technology and software

Taking care and building a mechanism for customers to increase inbound leads and maintain revenue

-Build and optimize the sales process from planning to closing sales

-Responsible for recruiting, allocating goals, training and monitoring the

performance of sales staff

- Build and optimize the sales process from planning to closing sales

-Identify potential markets and market fluctuations; at the same time stay up to date with competitors and new products

3 Benefits enjoyed

-Enjoy all the regimes prescribed by law (health insurance, social insurance, unemployment insurance) and welfare regimes according to the company's rules and regulations (visiting, vacation, Tet holiday bonus )

-Enjoy a full range of health visits for yourself and your family according to thecompany's remuneration policy

- Working in a dynamic, professional and friendly environment, there are manyopportunities for advancement and career development

- Income from 9 million -30 million , (hard salary + commission) (specific policy will be discussed in the interview)

4 Job Requirements

- At least 2 years of experience in a similar position

- Priority is given to candidates who have working experience in software companies: Misa, Base, Getfli

- Open, frank, skillful communication

- Good management skills

- Strong communication, presentation and influence skills at all levels

- Sensitive to business opportunities, have in-depth knowledge of the industry and products

Homework 2:

TABLE OF CONTENTS

1 Step 1: Identify recruitment needs

2 Step 2: Post recruitment notice

3 Step 3: Interview

4 Step 4: Recruitment

5 Step 5: Job offers and onboarding