BACHELOR OF BUSINESS ADMINISTRATION AND e BUSINESS MANAGEMENT

REFLECTION REPORTBACHELOR OF BUSINESS ADMINISTRATION AND E-BUSINESS MANAGEMENT Topic: Understanding the situation of business management at Edutrain Global Joint stock Company Student:

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

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 beensubmitted anywhere for any award Where other sources of information have beenused, they have been acknowledged I have recieved the author’s acceptance withthose materials copyrighted

Signature………

…./…./2020

……

Date:

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 mustconstantly change, adapt and improve operational efficiency In many industries, theeducation - training business sector is considered to provide many developmentopportunities for businesses In the future, the investment in education - training isexpected to grow rapidly to meet the increasing demands of society

The internship at Edutrain Global Joint Stock Company showed that thecompany was particularly interested in sales activities However, business activities atthe company still have some shortcomings in the process of determining the salestargets, allocation sales resources, limitations on qualifications and ways to contactcustomers of employees The company has not developed a specific KPI system toevaluate sales staff as well as the company does not pay much attention to scientificand technological advances in sales administration activities Understanding thesituation helps the company to see the weaknesses, overcoming these weaknesses willhelp 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 StockCompany, through the situation, we can see the strengths and weaknesses of the salesdepartment and propose some personal solutions and recommendations about theproblem

TABLE CONTENTS

DECLARATION 2

PERFACE 3

LIST OF THE FIGURES AND TABLES 4

EXECUTIVE SUMARY 5

CHAPTER 1: INTRODUCTION ABOUT EDUTRAIN GLOBAL JSC 6

1.1 General information 6

1.2 Culture 6

1.3 Organizational structure 7

CHAPTER 2: Understanding the situation of business management at Edutrain Global Joint stock Company 9

2.1 Overview of the sales department at the company 9

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 13

CHAPTER 3: Comparison of critical on theory and the experience during the practice trainning 15

3.1 Listening Skill 16

3.2 Document Control 18

CONCLUSION 18

REFERENCE 20

LIST OF THE FIGURES AND TABLES Figure

Table

Table 1: Descriptive statistics on sales department personnel 11

EXECUTIVE SUMARY

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

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

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

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

My internship at Edutrain Global joint stock Company has great significanceand importance to me After nearly two months of practicing here, I have grasped theprocess of formation, development and operation process of the company I had theopportunity to practice and gradually improve my English translation practice skills Ialso 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 constructionand 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 goodthings, experience from colleagues or subordinates, cultivate the knowledge base forthemselves, 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 skillstraining to improve themselves better in life and at work

At Edutrain Global, success is based on teamwork, not independent and personalwork Pasal desires to create excellent work groups, each team member takesownership of their work, accomplishes well, contributes their opinions and ideas to the

team, takes responsibility and is committed to working together to achieve theorganization'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 ofthe 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 competenceprescribed by law

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

• Administration - Human Resources Department: Arrange, allocate laborappropriately, set up the company's personnel plan, build salary, fine, insuranceregime, etc

DIRECTOR

Academic staff

Department

Administration - Human Resources Department Teachers Sales Department

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

• Teachers: Those who are recruited rigorously, meet the company's standards, and arethe 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, consultancysupport This department directly meets customers of the company and conductsbusiness transactions on behalf of the company The sales department has thefollowing 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, allocatethe staff in the department and report directly to the Department Head

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

Table 1: Descriptive statistics on sales department personnel

Experience / Age Under 25 years old From 25 to 35

years old Over 35 years old

Staff

From 3 to 5 years 0 3 2

(Source: Sales Department)

The company's sales department has a total of 23 employees, including 5employees under the age of 25, accounting for 21.7%, 9 employees from 25 to 35years old, accounting for 39.15% and 9 employees over 35 years old accounts for39.15%, 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 salesdepartment in 2018, the sales department has 4 employees with less than 1 year ofexperience, 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%, 3employees with 5 years experience, accounting for 13% As a result, employees of thecompany'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 newand 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 salestargets by years for the sales department The sales targets are set based on opinionsfrom the Board of Directors based on the business situation including: revenue, profitover the years, fluctuations of the market and based on current resources at thecompany:

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 202

2

0

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 tothe company is 80% In 2021, the company sets the target for net revenue of 1 billiondong from the sales department with 350 million dong of accounting profit before taxand 90 percent of returning customers; by 2022, the company sets a target for netrevenue of 1.1 billion dong; Accounting profit before tax is 450 million VND; Thenumber of returning customers is 90%

In order for all sales department's staffs to be able to understand the goals ofthe department, the head of the department is responsible for conveying informationabout the department's goals to each employee Each employee not only understandsthe sales goals of the department but the head of the department and the deputy headalso 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 thedepartment to ensure fair competition and to fairly assess their staffs

After having a goal for the sales department, the head of the department willproactively 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 forapproval Depending on the specific circumstances of each specific period, the head ofdepartment will give solutions to adapt to the changes as well as specific businessplans to adapt

2.3 Monitoring and evaluating sales performance

Controller and evaluator:

Currently the head of the department and the deputy head, who directly managethe sales staffs, will control and evaluate the subordinates However, the process ofevaluating sales staffs in the company is done emotionally The company has notdeveloped a KPI set to evaluate sales staffs The evaluation is mainly done based onthe 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 companyThe 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 theirwork 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 isquite interested in new customers The company always encourages its sales staffs tofind 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 quiteinterested in selling expenses, the company now allows selling expenses to range onlyfrom 5 to 10% of the sales revenue Sales staffs also need to pay attention to sellingexpenses 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 forthe overall development of the business This is essential to have a great impact on thedevelopment of the company in the future

The company has built a standard sales process for employees in the salesdepartment With the sales process, new employees easily integrate with the work, andmanagers are also easier to track the progress of the work, evaluate the performance ofemployees in the room business

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