TRƯỜNG ĐẠI HỌC THƯƠNG MẠI KHOA QUẢN TRỊ MARKETING VÀ PHÂN PHỐI BÀI THẢO LUẬN Bộ môn Quản trị nhân lực ( Tiếng Anh) Nhóm 1 Hà Nội, tháng 3 năm 2023 Group member Ngọc Anh Vũ Thị Hương Bùi Quỳnh Anh Bùi[.]
Trang 1TRƯỜNG ĐẠI HỌC THƯƠNG MẠIKHOA QUẢN TRỊ MARKETING VÀ PHÂN PHỐI
BÀI THẢO LUẬN
Bộ môn: Quản trị nhân lực ( Tiếng Anh)
Nhóm 1
Hà Nội, tháng 3 năm 2023
Group member
Ngọc Anh
Trang 2Vũ 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 ( 21K670014
Trang 3Topic: Describe the principle of Eastern management theories:
Confucious( Khổng tử) and Han Fei ( Hàn Phi)
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 toapply this method, - the direct managers not only must not seek fame and gain fortheir 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; 8/ Welcoming ambassadors;
9/ Protecting countries vassal"
- Teaching method :
Confucius emphasized method of teaching, opposing the method of
using commands in management
Trang 4In 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 of legalphilosophy He has absorbed the advantages of "dhamma", "magic", and "substance"
to build and develop a legal system that is relatively complete and advanced compared
to his contemporaries Considering the law as an effective tool to bring about peace,stability, and justice, Han Phi proposed the idea of using the law to rule the country
He introduced some basic principles in law building and enforcement, such as the lawmust be strict, no distinction between superiors and inferiors, and everyone is equalbefore the law With those thoughts, the ancients called the doctrine of Han Phi "thedoctrine of the emperor"
- In the process of formulating his doctrine, Han Fei strongly criticized thepolitical theory of Confucianism In his eyes, the way of ruling based on the virtues ofthe rulers (under names such as "human rule", virtue rule" or "rule rule"), Yao Shun'spolitical ideals were contrary to reality and If you apply that concept, it will causechaos 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 how the 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 and wrong,clearly discerns the nature of rule and disorder, Therefore, when governing thecountry, it is clear that the law is correct, and that severe punishment is laid out to curethe people's disorder, and eliminate the calamity in the world Let the strong notoverwhelm the weak, the many not offend the few, the old to be satisfied, the youngand the lonely to mature, the borders not to be encroached upon, the king and I aredear to each other, father and son take 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 be stable,and the society will be stable again, an important prerequisite for building a rich andstrong country, making the people peaceful and happy
Trang 5happiness 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 is notprecious), "punishment is not reserved for great ministers, reward and reward notomitted the loser" (the picture is too jealous of the great god, the good reward is notthe four husbands) He attaches great importance to the effect of law and advocatesbuilding a complete theory of the rule of law, in which "law" is the core, closelycombining "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", it refers
an absolute power and authority, which is also the supreme dominion of the king,including the right to use people , the right to reward and punish, etc Han Feibelieves that only when he the dominion in his hand, can someone rule the people andrule the people In the "Eighth S, ultra" he wrote: "That is the basis for winning overthe crowd" (The world is fake, defeating them is only natural) To rule the country inpeace, the monarch must hold power Han Fei has a very clear conception of theimportant points about the world: 1/ The king must not lend power to this servant 2/The king must not share power with the servant 3/ It is necessary to use the technique
of reward and punishment to consolidate power 4/ The king must maintain his uniqueposition, and not let his subordinates be too precious, in case the great minister usurpspower 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 of themonarchy, creating a political context where "although in the four directions, the key
is at the center, the sage holds the keeping the main thing, the four directions come toserve” (the work is in the four directions, the weakness is in the center, the saintsaccept the weak, the four directions are called "Han Phi Tu Duong Quyen"); thereby,contributing to creating a historical trend for the construction of a unified feudalcentralized 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 right person,assign the right job, and how the king can govern the mandarin apparatus and peoplethroughout the country That again depends on the "magic" Han Fei criticized ThuongUong, saying that there is the only law, but without art, it is impossible to know thecrooks Although the law has been painted and explained clearly, the servants still use
it as a prop to plot their interests Therefore, a lord must have "magic", according toHan Fei, "art" is something hidden in the stomach, to compare the clues of things andsecretly rule the servants
Trang 6- "Art" is a way, a method, a strategy, a trick in recruiting and using people whenassigning jobs, thanks to it, the law is implemented, helping the king to rule thecountry and calm the world The task of the art of governing was to distinguishbetween loyal and devoted officials from those who flatter the demon cult, to test thecompetence of the officials, and to test their merits and mistakes, aiming to strengthenthe ministry rule based on the rule of law and autocracy To accomplish this task, the
"magic" must be kept private
- Inheriting the view of Confucianism, Han Phi believes that each person needs tomeet the standards of his/her title, and no one dares to do anything wrong or overdo itwith their assigned title When it comes to "art" in the rule of the country, it also aims
to choose the right person, assign the right job, and arrange the work following eachperson's forte hold a position, not be respected Thanks to that, the king will choosepeople who are qualified to make the bed for the country If you want to know how faryour servant's performance is, the king needs to regularly check and monitor theirperformance to be successful To make good use of "jutsu" in governing the country,the king should not necessarily be for personal interests, not love anyone personally,and not trust anyone The king also shouldn't reveal his likes, dislikes, and likes to thisone because this one will use it to please the king
- Han Fei's "art" is just a trick of the "king" used to control the mandarins to keepthe law and obey orders In other words, the art of using people The king legitimatelyuses me, based on that to reward and punish, that is, my words and deeds must beproportionate Talking without doing is like doing without talking Not doing enough
is as guilty as overdoing it Han Fei also pointed out seven techniques to make it
"safe" and six ways to make it "danger" He analyzed each technique to see itsadvantages and disadvantages Such as: Gathering wisdom Gather wise people to askquestions, and those who are not wise will become wise Deeply understanding anobject, all hidden things disappear
Trang 71 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 channel manager Follow the approved plan
3 Understand and understand the properties, packaging, price, and disadvantages
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 the sales teamleader
6 Prepare a draft contract after the customer has agreed on the basic agreement,then transfer it to the Sales Team Leader for comments on the contract terms Preparecontract signing procedures, save a copy of the contract, transfer the original to thehead of the group to keep, the original to the accounting department
7 Directly performing, the director of contract performance, including deliveryprocedures, issuing invoices, and checking the quality of delivered products withcustomers
8 Receive and handle customer complaints about product quality, delivery
time…
9 Monitor the contract liquidation process, support the director accountingdepartment to complete the work, only fulfill the responsibility when the customer hasfinished paying
10 Transaction, learn the needs of customers Search for potential customers
11 Update job knowledge through work, reading reports on sales and marketing; 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 technologycorporation 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:
Trang 8- Soft skills: nice voice, good appearance
- Hard skills: marketing skills, communication skill, sales skill, customer service 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
Trang 9Requirements 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, team
management 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 human resources
4 Benefits enjoyed
- Fully enjoy the regimes as prescribed by law (health insurance, social insurance,unemployment insurance) Enjoy the welfare regimes according to the company's rulesand regulations (visiting, vacation, salary bonus, Tet holiday .)
- Enjoy a full range of health visits for yourself and your family according to the Company's remuneration policy
- Work in a professional, modern, and friendly environment, with many
opportunities 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 business results 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:
Trang 10Seek 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 todate 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 the company's remuneration policy
- Working in a dynamic, professional and friendly environment, there are many opportunities 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