Secondly, I would like to show my warm-hearted gratitude to the Sales Department of Hoang Long Medical Equipment- pharmaceutical Import Export Trading Limited Liability Company, which ha
COMPANY BACKGROUND
Foundation and Development Process of Company
Hoang Long Medical Equipment-Pharmaceutical Import Export Trading Limited Liability Company was established on 20th February, 2007 with a legal capital of VND 15.000.000.000 and its beginning staff of 14 people only
Hoang Long Medical Equipment-Pharmaceutical Import Export Trading Limited
- Address: no.11, 59 Alley, Phao Dai Lang Road – Lang Thuong, Dong Da District-Ha Noi
The following items are licensed to trade by company:
- Wholesaling, retailing pharmaceuticals and functional foods
1.1.3 Development Process to the Present
Hoang Long Medical Equipment-Pharmaceutical Import Export Trading Limited Liability Company began as a small enterprise focused solely on the Hanoi market However, in 2011, the company experienced significant growth by leveraging professional management advice and implementing effective management strategies learned from a partnership with a foreign firm.
- Being the first import-export limited liability company in pharmacy sector in Viet Nam, it has a distribution channel of product as an economic group model
- Building to 4 score strengths for sustainable development and creating high competiveness of Hoang Long
+ The Company has a leading, modern and professional distribution system in Vietnam Pharmaceutical Industry
+ It has high quality human resource
+ Hoang Long Pharmaceutical has its corporate culture with own characteristics
As the leading Vietnamese pharmaceutical company in brand development, it successfully established trademarks for over 10 strong products across key market segments in 2011.
They are 7 key products focusing on development by company Many marketing types are applying to launch these products to end user such as: advertisement, promotion…
Function and Task of company
Company is authorized to import all kinds of medicines, medical equipments serving for its business
Company is also allowed to organize some distribution channels from manufacturers to end users through a system of pharmaceutical companies, private companies or hospital‟s drug stores
The Company is authorized to sign the contract as the exclusive distributor of pharmaceutical products for domestic manufacturers
The company is authorized to secure funding from the Bank of Investment and Development Vietnam (BIDV) as well as other commercial joint-stock banks to support its production and business operations.
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The Company has to conduct importing and exporting pharmaceutical products in the permitted list of the State
The Company does business for pharmaceutical products and medical equipments The Company organizes wholesale, retail distribution channels company„s products.
The products of Company
Table 3.1: List of strong branch products
VIDORIGYL is specific antibiotics for some oral diseases
Currently, VIDORIGYL is one of the best seller remedial oral disease antibiotics in Viet Nam "To be an Oral Drug used by most Vietnamese from 2006 to 2011"
POLTINI is an antibiotics cure for stomach diseases
Franchised by Polfa Company (Poland)
VOMETIS / new generation premium antibiotics
VOMETIS is a new generation premium antibiotics, franchised from Korea Copyright by Hoang Long, purchasing a franchise from Korea
LIVETIN EP is a highly regarded liver tonic franchise originating from Korea, recognized as a leading choice among liver tonics in Vietnam It is frequently prescribed by physicians in major hospitals across the country, highlighting its trusted reputation and effectiveness in supporting liver health.
Copyright of franchising from Korea
SELAZN is one of tonic manufactured in Korea
Presently, SELAZN is in the top branch of tonic group prescribed by physician in the most of big hospitals in Viet Nam
Copyright by Hoang Long, manufactured in Korea
PYRAZINAMIDE is tuberculosis Medicines manufactured in Germany
Currently, PYRAZINAMIDE is the leading brand among tuberculosis treatment, prescribed by physician in the most of big hospitals in Viet Nam
Copyright by Hoang Long, manufactured in Germany
RIFAMPICIN / ISONIAZIDE is one of drugs franchised from Germany
Currently, RIFAMPICIN / ISONIAZIDE drugs combined with PYRAZINAMIDE are best seller in Viet Nam
Company‟s Customers
Pharmaceutical products are unique goods designed to treat various diseases, each with specific effects and remedies Strict regulations govern their expiry dates, and they should only be used under the guidance of healthcare professionals Consequently, the primary customers for these products are hospitals, clinics, health centers, and pharmacies nationwide.
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Financial Report
Hoang Long Import – Export Co., LTD
Hoang Long Medical Equipment-Pharmaceutical Import Export Trading Limited Liability Company
For the Year ended 31 December 2011 Currency: VND
Code Description Explanation Current period
01 1 Gross sales of merchandise VI.25 90.673.431.425
- Special sales taxes and export duty and
11 4 Cost of goods sold VI.27 70.521.435.576
5 Gross profit from sales of merchandise(20 = 10 - 11) 20.151.995.845
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In 2012, despite facing numerous challenges from the global economy, Vietnam's economy showed resilience, as evidenced by the company's ability to maintain a profit after tax of 4,841,482,629 VND The company contributed 1,613,728,542 VND to the state budget and provided stable employment for over 60 staff members, reflecting the effective leadership of the Board of Directors and enhancing the reputation of the company's products.
COMPANY STRUCTURE AND ORGANIZATION CHART
Organizational structure of company
The company's organizational structure has evolved multiple times since its inception to align with its developmental needs at various stages Currently, it comprises a Director, along with several key departments: Operating, Accounting-Finance, Sales, Marketing, Warehouse, and Distribution.
Chart 1 Organizational structure of company
Source: Operating Department of company
The director is the individual responsible for overseeing all daily operations of a company from a legal standpoint Acting as the general manager, the director manages human resources, establishes strategic objectives, and outlines business activities for each period, while also handling contract negotiations with partners.
- To give instruction for implementing decision made and to make the decision matters related to the daily activities of company, and to organize business & investment plans
- To promulgate internal management of company regulations, appointment, dismissal,
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P a g e 10 demotion positions in company, recruitment employee and labor contracts…
Managing issues related to personnel, law enforcement issues with the text of the State to adjust the company‟s activities, safely working, plans making, to decide wage level of staff…
- Planning for human resource needs
- Managing the recruitment, training and working arrangement for staff
- Managing the employees, wages and the policy for staff
- Handing & storing company‟s documents, employees, wages…
- Building & implementing the rules of company
The consulting department plays a crucial role in advising the Director on effective management and fund utilization to optimize business performance Additionally, it is responsible for developing annual business and financial plans while providing support to other departments to ensure compliance with state regulations and laws in the company's accounting practices.
- Developing movement of goods plans via the inspection and monitoring of business operations, making tax declaration report monthly, quarterly, yearly, and making periodic financial reports following current regulations
- Managing and using effectively funds, collecting and payment of debts to suppliers
- Giving instruction and checking the implementation of payment plan and processing the information obtained
- Managing budget, income – expenditure by cash of company by writing the income- expenditure receipt
- Managing invoices, documents relating to debts income – expenditure by cash of company
The Department is responsible for assisting the Director to set out the business strategy, signing contracts with partner, implementing the business, and finding customers and expanding the market
- Consulting for the Director about costs and sale policies
- Evaluating the implementation of the plan compared with target
The Board Director is responsible for overseeing the testing and quality control of medicines, developing and implementing plans to ensure their quality This role includes reporting on the quality of medicines in both warehouse and market settings, advising on the reputation of manufacturers and quality standards for imports, and staying updated on regulations from Ha Noi's Health Office regarding medicine quality management Additionally, the Director monitors storage conditions and the transportation and circulation of medicines in the market.
Effective oversight of the import, export, distribution, and transportation of medicines is essential This includes monitoring storekeepers and delivery personnel to ensure adherence to proper preservation and transportation protocols It's crucial to verify the accuracy of medicine names, dosage forms, packaging, production batches, production dates, and shelf life against financial invoices and accompanying documents such as slips, lot notices, and factory production standard certificates.
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Ensure the integrity of packaging and verify the validity of Visa and import stamps as required Address any issues concerning medicine quality, including counterfeit drugs, and manage complaints and returns effectively.
The role involves managing the receipt and dispatch of pharmaceutical stock, ensuring proper organization and preservation of inventory This includes monitoring the quantity and quality of drugs, identifying expired items, and maintaining accurate stock levels This information is crucial for other departments to understand the types and quality of drugs available, enabling them to plan and execute effective purchasing strategies.
- Performing the preservation and storage to assume quality of pharmaceutical
- Performing receiving-dispatching process in accordance with “Good Drugs Distribution Practice”
- Sorting and storing goods according to regulations, inspection, packing, shipping which based on invoices from Sales Dept
- Inventorying quantity and quality of goods weekly, monthly, quarterly, or yearly as request of Board of Director, Sales Dept
- Managing assets, materials, equipment, in warehouse and hygiene drugs store, monitoring and recording preservation conditions in the drugs store
Responsible for delivery company‟s products to customer upon request
- Transporting goods to customer site on time and to right location
- Collecting and submitting document fully Collect money from customer in accordance with accountancy‟s statement In case receiving customer‟s feedback, transporter must inform Sales, Accounting, and other relating Departments
- Monitoring, recording preservation condition during transport In addition, Maintain and overhaul vehicles also
The total number of staff in Hoang Long Medical Equipment-Pharmaceutical Import Export Trading Liability Company Limited:
No Name of department Quantities
Chart 2: Company’s Employees Quality Structure:
Pharmacy technician PharmacyPrimary The rest
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The employee quality structure of this small company reveals a highly specialized workforce, with over 50% of staff holding university, college, or high school degrees This strong educational foundation positions the company advantageously for expanding its business operations and penetrating new markets.
Sale Department and my position
Sale Department personnel of Hoang Long Medical Equipment-Pharmaceutical Import Export Trading Limited Liability Company (to 30/4/2012)
Source: Hoang Long Company Table 2-2: Structure of the sales resource
Sale Staff of the Northern Provinces
Sale Staff of the Central Provinces
Sale Staff of the Southern Province
During my internship at Hoang Long Medical Equipment-Pharmaceutical Import Export Trading Limited Liability Company, I served as a Sales Supervisor in the Sales Department, focusing on the Northern Provinces My primary responsibility was to boost revenue as directed by the Sales Manager.
To effectively implement sales and address customer requests, business staff send detailed quotations for the company's products These quotations include essential information such as the product name, active ingredients, packaging methods, origin, effects, and pricing.
In Step 2, businesses evaluate their capacity to meet customer demand by assessing the quantity of products they can supply and determining the expected duration of product usage.
Step3 – Performing the transactions: payment method? Delivery destination? And mean of transports?
Step4: - Approving orders and signing contracts: this is the final step
Implementing the sales & receiving the customer‟s request Considering the possibility of satisfy Performing the transactions
Invoice sales Allocate goods Delivery – receive goods Solve issues after sales
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THE MISSION: ASSIGNED TASKS AND GOALS
The tasks assigned to my position
During my internship at Hoang Long Medical Equipment Pharmaceutical Import – Export Trading Limited Liability Company from June 1 to September 30, 2012, under the guidance of Sales Manager Nguyen Manh Hung, I gained valuable insights into the pharmaceutical industry I accessed various documents, including texts from the Health Ministry, enhancing my understanding of the regulations governing the distribution of medical products I learned about the company's history, departmental functions, and the coordination necessary for effective product distribution My primary responsibility was to develop a three-year sales strategy aimed at increasing the company's revenue, market share, and brand presence.
The Link between the Subject Matter and My task
Under the mentorship of Pharmacist Tran Thi Bich Nga, CEO of Hoang Long Medical Equipment-Pharmaceutical Import Export Trading Limited Liability Company, I actively engaged in the goods importing process and the establishment of the company's sales channels I applied the knowledge gained from my Master's in International Business and Management to implement innovative and effective strategies in the business environment, laying the groundwork for market expansion in the coming year.
Goals of the mission
The main objectives of the mission are:
- Evaluate situation of company„s business strategy
- Update management agencies „information, the latest issued and amended provisions related to pharmaceutical business
- Propose plans, business strategies in order to bring benefits for both company and consumers.
My Contribution to the Company
During 4 months of internship at the Sales Department, I had gained some following contributions:
- Analyzed and evaluated the disadvantages and advantage of the rival companies‟ similar items to build business strategies accordingly
- Recruited, trained and made sales staff professionally, team work smoothly and effectively
- Developed sales channel under large group model, analyzing and evaluating to choose potential products and markets
- Established close relationship with customers, agencies, hospitals Building commission, discount policies for prescription drugs
- Advised the Board of Directors about registration of trademark, ownership„s commodities which are currently best seller in the market with Intellectual Property Department.
Theoretical Knowledge put into Practice during My Internship
The theoretical knowledge of some following courses was very useful for me during my internship:
This subject provided valuable insights into developing effective domestic sales channels tailored to specific markets and product types I gained essential knowledge on selecting the most suitable distribution methods and optimizing our company's operational scope for self-distribution.
This topic not only enhanced negotiation skills between suppliers and customers for managers, but also improved the ability to present content and communicate effectively with sales staff Additionally, it provided valuable insights into the company's products, further enriching my skill set.
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P a g e 18 consulting, supporting on technology for customer, in handling situation well aimed to satisfied customer to get a perfect signed contract
The study of Vietnam Intellectual Property Law has equipped me with a comprehensive understanding of industrial property rights and the importance of product labeling in safeguarding company interests I advised the Board of Directors on the registration process with the Department of Industrial Property for imported goods, ensuring the company protects its market distribution and avoids ownership disputes.
The training enhanced my understanding of the tax and fee structures, including import duty, value-added tax, and special consumption tax It also enabled the company to effectively manage and assess the costs and pricing of imported pharmaceutical products, facilitating accurate profit calculations for each item.
This subject is designed based on reality which helped me give decision on launching products in Northeast or Southeast? Selling price? Sales cost per product? And achievable profit?
This topic has provided me with essential knowledge for signing contracts with suppliers, agencies, and hospitals It has also enhanced my ability to draft and issue contract terms, clearly outlining responsibilities and powers.
SETTING UP A THREE-YEARS SALES FOR HOANG LONG
Necessary and urgency of having a sale strategy
In today's economic landscape, pharmaceutical companies increasingly rely on intermediaries to enhance market reach and ensure efficient distribution of their products By implementing a well-structured sales channel system, these companies can gain a competitive edge, effectively launching their goods to target markets and maximizing their market presence.
In today's competitive landscape, traditional strategies like advertising, creativity, promotions, and discounts offer only temporary benefits, as competitors swiftly replicate these tactics, diminishing their effectiveness As a result, businesses are increasingly prioritizing the development of robust distribution channel systems to secure long-term advantages By establishing an effective distribution channel and implementing a sound distribution policy, companies can enhance their chances of sustained success.
The pharmaceutical sector is a highly competitive and dynamic industry, experiencing significant growth alongside the national economy As more enterprises, including joint ventures and domestic limited liability companies, enter the market, competition intensifies, prompting companies to strive for greater market share In this landscape, some businesses will inevitably succeed while others may falter due to competitive disadvantages Therefore, establishing a three-year sales strategy for Hoang Long Medical Equipment Pharmaceutical Import Export Trading Limited Liability Company is crucial for navigating this challenging market environment.
Determining details of problem through my mission
4.2.1 In terms of distributed products by company:
Hoang Long Medical Equipment-Pharmaceutical Import-Export Trading Company is expanding its diverse product range, offering numerous items with similar active ingredients to those of its competitors To differentiate its products in the market, the company focuses on innovation and quality, ensuring that customers receive unique and effective solutions.
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To achieve the planned high revenue, the Sales Department is tasked with researching and sourcing new suppliers that offer high-quality products at reasonable prices This involves identifying potential customers through the websites of renowned pharmaceutical companies such as ARTESAN PHARMA GMBH & CO KG and RECORDATI INDUSTRIA CHIMICA E PHARMACEUTICAL S.P.A, as well as other reputable European manufacturers known for their rigorous research and production standards The company will also explore suppliers at pharmaceutical fairs and exhibitions to select providers of innovative products that enhance treatment and prevention, thereby establishing credibility and a competitive edge Additionally, the company is considering registering its trademark with the Intellectual Property Department to mitigate legal disputes and enhance its brand reputation.
4.2.2 In terms of price, payment term, products transportation means to dealers in sales channel system:
In today's market, price discrepancies for the same product across different regions can lead to inaccurate market assessments and distorted pricing information These inconsistencies often result in products being transferred from lower-priced areas to those with higher prices, complicating market research efforts To address this issue, implementing a standardized pricing system at a unified level is the most effective solution.
With the private drug, companies apply policies to increase payment terms, payment pillow code of each sales invoice to facilitate, encourage customers to access the company's products better
To address the challenges faced by clients in remote areas, the company currently utilizes express delivery, which is both cost-effective and faster than other transportation options However, this method has a significant drawback: it compromises drug quality due to inadequate transport conditions that fail to meet the standards set by quality management agencies To mitigate this issue, the company should employ specialized vehicles for deliveries to dealers By utilizing its own transport fleet and offering services to other companies, the company can enhance revenue while ensuring timely and safe delivery of high-quality products.
4.2.3 In terms of building commission policy:
Pharmaceutical products, essential for human health, require guidance from healthcare professionals, which restricts their purchase to pharmacies within hospitals, private clinics, and retail locations To enhance accessibility, the company should implement a standardized discount policy, offering 5-10% off on antibiotic items sold to pharmacies and a 30% discount on specific branded drugs prescribed by doctors.
4.2.4 In terms of building mixed promotion policy
To effectively promote new products, companies should create and distribute flyers that can be handed to consumers or placed in drug stores and intermediary businesses These leaflets serve as a valuable advertising tool to reach potential customers Additionally, companies can enhance their visibility through advertisements on TV, radio, and in newspapers, which can reach a wide audience However, it's important to note that the costs associated with these traditional advertising methods can be quite high.
In today's digital age, companies can leverage the Internet for effective advertising By posting information about new products on their websites, businesses can reach a broader audience It's essential for companies to choose the most effective web pages for their advertisements to maximize impact while keeping costs reasonable This approach not only enhances promotion but also streamlines transaction management and distribution channels.
To enhance relationships with business partners, companies should prioritize engagement with long-term customers In addition to implementing a discount policy, offering gifts and promotions during significant occasions, such as holidays, can further solidify these valuable connections.
Besides, the Company should also participate in the workshop to introduce drugs Through these activities, the Company not only learns experiences from other companies but also finds new customers
4.2.5 In terms of sales staffs
Despite receiving guidance from leading experts in sales, Hoang Long Company faces certain limitations Recognizing that sales personnel are one of the three essential resources for sustainable growth, the company acknowledges the need to enhance its human capital for continued success.
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Hoang Long Co prioritizes its human resource policy to attract talented, creative, and enthusiastic employees, aiming to become a leading pharmaceutical exporter in Vietnam The company focuses on developing its sales staff, recognizing them as the primary drivers of revenue and profit, thereby ensuring sustainable growth and success in the competitive market.
With the importance, the company gave out the policies, development target of sales staff in the period of 2012-2015 as below:
From 2012 to 2015, the company plans to expand its product offerings, which will necessitate an increase in the sales staff from the current number to 75, adding 32 new positions over the next three years to effectively meet sales demands.
In the past six months of 2012, the Company has conducted numerous training courses for its sales staff to enhance their specialization and skills, focusing on product knowledge, market insights, and communication techniques As the Company looks to hire new sales staff, it will raise the standards for qualifications and experience Previously, candidates were required to have graduated from a pharmaceutical primary school, but starting in 2013, applicants must hold at least an intermediate school diploma to meet the evolving demands of the role.
To enhance the knowledge of sales staff regarding new products, the Company should regularly conduct training sessions With the continuous introduction of new products in the market, it is essential for sales teams to stay updated on the latest offerings and market trends Therefore, the Company should implement short training courses each year whenever new products are launched, alongside 2-4 additional sessions focused on the general pharmaceutical market This approach will empower sales staff with the necessary information to effectively promote and sell the Company’s products.
Welfare: In order to reach above target, the Company should build a better welfare policy for sales staffs as below:
To enhance employee satisfaction and motivation, it is essential to increase the base salary and implement quarterly or yearly bonuses for sales staff Additionally, introducing more welfare policies, such as organizing annual tours, ceremonies, and special gifts for occasions like International Women's Day on March 8, along with providing opportunities for entertainment and sports activities, can significantly improve the overall workplace environment.
4.2.6 In terms of strengthening support, control and supervision activities to sales staffs
Working plan of Sales Staff:
To check, monitor and support the activities of staff to promptly adjust, help employees give out working plan better and to evaluate the behavior of the employees
Sales supervisor can build a working mechanism for its employees by asking employees planning work weekly
Weekly working plane can be designed as following form:
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Monday Priority Work, Work need help
Sales supervisors can effectively oversee their team’s weekly schedules and revenue plans by utilizing a structured working plan In the event of unforeseen circumstances, sales staff are allowed to make necessary adjustments, provided they promptly report these changes to their supervisor.
Detailed solutions for the problems occurred
Problem 1: In Haiphong market: the standard sales for the sales staff to achieve 35 million / month, after 3 months of sales staff cannot be achieved
Solution 1: Increasing advertising campaign by using effective means such as print flyers for items that are deployed in the market and training sales skills for staff in charge of Hai Phong market area
Problem 2: In Phu Tho Province market, the sales of 3 consecutive months did not increase, through our research evaluation It is because the policy of salaries, bonus are not justified
Solution 2: Rebuilding the reward policy respectively with effort of the workers For example, if sales achieve 30 million VND/ month, a basic salary will be of 5,000,000 VND/month, if sales reached 10 million VND/ month, they will pay more for 5% of the excess, and if it increases to 20 million, reward for 10% of sales in excess or looking to add
P a g e 31 each new customer, bonus is 200,000 VND/ customer
Problem 3: At the tender offer of medicines in last 6 months for Central Lung Hospital, the company did not win the bid with the same active ingredient on the list of bidders It is because the price offered by the company was higher than that of the rival company
Solution 3: Necessary to build the reasonable price policy and research carefully about the company's products tender The company need to prepare all the necessary papers regarding the origin of products as well as the company's legal documents related to bidding
Problem 4: Binh Nguyen Pharmaceutical Trading Co., Ltd, having headquarters at Ho Chi Minh City, is specialized in producing domestic pharmaceutical products and it produces counterfeit goods Namely: Binh Nguyen Pharmaceutical Trading Co., Ltd produces Levertin medicine to treat hepatitis & sample code, packing similarly to the products curing hepatitis made by the company Livetin-EP That affects strongly the company's reputation
Solution 4: Applying the subject of Intellectual Property Law and recommending for the Company‟s Leadership to register the industrial design at the Intellectual Property Department in order to avoid disputes about ownership
Problem 5: The Company imported a medicines product from Poland which called Indapen therapy on blood pressure, heart disease, and the Company sends it in the pharmacy, but after 5 months, the above product did not have access to the customer
To address the issue of improper distribution channels for pharmaceuticals, it is essential to recognize that medicine is a specialized product that requires precise specifications and medical guidance The company must select appropriate distribution channels, specifically targeting hospital pharmacy faculties, and establish a commission policy to incentivize prescribing doctors This strategic approach will enhance the effectiveness of pharmaceutical intermediates and ensure better alignment with medical needs.
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Conclusion
Summary
The pharmaceutical market in Vietnam is highly competitive, with both distributors of imported products and domestic manufacturers vying for market share To thrive in this environment, companies must prioritize effective sales strategies that align with their development goals Focusing on the best sales tactics is essential for achieving sustainable growth and success in the industry.
The report on developing a three-year sales strategy for Hoang Long Pharmaceutical Product and Medical Equipment Exporting and Importing Company has successfully met its research objectives The author employed learned theories related to distribution channels and intellectual property rights, conducting a thorough analysis of the company's specific circumstances and market conditions to formulate an effective sales strategy tailored for Hoang Long Company.
Success and Short-comings
Firstly, I managed to systematize basic issues on Sales Channel and re\organize the sales personnel structure
In my analysis of the sales personnel at Hoang Long Pharmaceutical Product and Medical Equipment Exporting and Importing Company, I have identified both the shortcomings and achievements experienced in recent times.
To enhance the sales force of Hoang Long Pharmaceutical Product and Medical Equipment Exporting and Importing Company Limited, I have identified viable strategies for future development and growth.
To develop an effective sales strategy for the next three years, it is essential for all company departments to adopt adaptable and appropriate tasks During my probation period, I gained insights into the various roles across departments, thanks to the enthusiastic guidance of pharmacist Tran Thi Bich Nga and the support of the sales office team This experience allowed me to apply my knowledge and deepen my understanding of the sales office's operations.
P a g e 33 my best to finish all assigned works but due to limitation of time, I could not give solutions for many other aspects relating to sales and distribution system
This is my first experience in developing a sales system, which involves collaboration with various departments within the company that I have not previously engaged with Due to my limited experience, I have not achieved all the desired outcomes.
Recommendations
During my brief practice period at the company, I am tasked with developing a comprehensive sales strategy for the next three years, which requires focusing on several key aspects.
Firstly: As for goods in the tenders for hospitals: it is necessary to complete bidding process to increase number of potential customers
The Company's current sales contracts are primarily rule-based and typically involve familiar partners To enhance business operations and prevent misunderstandings or disputes, it is crucial to incorporate clear provisions that detail essential elements such as product names, pricing, specifications, delivery timelines, payment terms, delivery locations, methods, and responsibilities in case of contract violations These regulations must be articulated in precise, specific, and easily understandable language to ensure clarity and compliance.
Thirdly: During personnel recruitment, the Company should focus on some following issues:
- Test candidate‟s understanding about the position they are applying for
- Test their love to job
- Test their understanding about the Company
Above tests play a very important role in recruitment
Fourthly : To train and re-train employees, the Company needs to have a specific time schedule and the training content must include knowledge about the Company‟s
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P a g e 34 products, information about the Company as well as its policies, market, and related strategical tendencies
Some necessary skills of sales personnel are:
- Skill of saying beneficial words
- Skill of managing field of action
Some necessary skills of supervisors are:
- Skill of leading and encouraging
Final conclusion
Drawing on the knowledge gained during my practical experience at the Company, I have developed a sales strategy aimed at enhancing the Company's sales effectiveness I welcome feedback from my tutor, teachers, and the Company's Leadership Board to refine my practice report and ensure its completeness.
Hoang Long Pharmaceutical Product and Medical Equipment Exporting and Importing Company Limited, established in 2012, maintains comprehensive personnel records and reports on recruitment and training The company also analyzes sales, revenue, and market trends, while utilizing standardized report forms from the Human Resources, Sales, and Accounting departments to ensure efficient operations and strategic planning.
1 Tran Dinh Khai, (2005) Sales and sales administration, Statistics Publisher
3 Truong Dinh Chien (2002), Marketing Administration, Statistics Publisher, Hanoi
4 Tran Minh Dao (2006), Basic Marketing Textbook, Publisher of National Economics University, Hanoi
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