QUN TR

BN HNG

 Hiu c lch s, cc khi nim v bn hng v qun tr bn hng cng nh vai tr v tr v mi quan h ca qun tr bn hng vi cc lnh vc khc trong hot ng kinh doanh ca mi t chc. Hiu v thc hin c vic phn tch v mi trng bn hng, phn tch ni b bn hng, sn phm kinh doanh, khch hng hin ti v tng lai, cc lc lng tham gia vo qu trnh bn hng, knh phn phi t thit lp cc chin lc bn hng ti u cho doanh nghip. Hiu v bit cch t chc v thc hin k hoch bn hng nh: lp k hoch bn hng, t chc v trin khai k hoch ny vo thc tin doanh nghip. Hiu v p dng c cc chin lc ng vin lc lng bn hng, hon thin cc k nng trong bn hng v thit lp cc knh phn phi ph hp cho t chc. Hiu v vn dng c cc vn lin quan n hot ng kim tra trong bn hng, nhng ni dung cn c kim tra v cc hot ng iu chnh sau kim tra din ra nh th no.
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Ni dung Phn I: TNG QUAN GII THIU MN HC, CCH NH GI Chng 1: TNG QUAN V BN HNG V QUN TR BN HNG 1.1 Lch s ca ngnh bn hng 1.2 Khi nim bn hng v qun tr bn hng 1.3 Mc tiu, vai tr v v tr ca Qun tr bn hng Phn II: HOCH NH BN HNG

Phn b thi lng

6 3

Ti liu tham kho

Chng 1 v 3, ti liu 1

18 Chng 2, ti liu 2 Chng 3 v 4, ti liu 5 Chng 2 ti liu 8

Chng 2: PHN TCH MI TRNG BN HNG 2.1 Mc tiu v ngha ca vic phn tch mi trng bn hng 2.2 Phn tch mi trng bn hng 2.3 Xy dng ma trn hnh nh cnh tranh trong bn hng

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Chng 3: PHN TCH SN PHM 3.1 Mc tiu v ngha ca vic phn tch sn phm 3.2 Phn tch sn phm 3.3 Thit lp ma trn danh mc kinh doanh (Ma trn BCG )
Chng 4: PHN TCH KHCH HNG 4.1 Mc tiu v ngha ca vic phn tch khch hng 4.2 Phn tch khch hng Chng 5: PHN TCH LC LNG BN HNG 5.1 Mc tiu v ngha ca vic phn tch lc lng bn hng 5.2 Phn tch lc lng bn hng

Chng 7, ti liu 5 Chng 7, ti liu 8

Chng 5, ti liu 2 Chng 2, ti liu 5 Chng 1, ti liu 7 Chng 4 v 5, ti liu 8 Chng 2, ti liu 9
Chng 4, ti liu 5 Chng 14, ti liu 9 Chng 10, ti liu 2 Chng 9, ti liu 5 Bi 3, ti liu 6 Chng 9, ti liu 8 Chng 1, 2, 3 v 4, ti liu 10
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Chng 6: PHN TCH KNH PHN PHI 6.1 Mc tiu v ngha ca vic phn tch knh phn phi 6.2 Phn tch knh phn phi

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Chng 7: THIT LP CHIN LC BN HNG 7.1 Ma trn SWOT trong bn hng 7.2 Gii thiu mt s chin lc bn hng Phn III: T CHC V THC HIN BN HNG Chng 8: LP K HOCH BN HNG 8.1 Tin trnh lp k hoch bn hng 8.2 Xy dng knh phn phi 8.3 Xy dng k hoch t hng v qun l tn kho 8.4 Xy dng cc chnh sch i ng ng vin trong bn hng 8.5 Bng k hoch bn hng Chng 9: TRIN KHAI BN HNG 9.1 Phn b ch tiu bn hng 9.2 Tuyn dng b sung lc lng bn hng 9.3 o to lc lng bn hng 9.4 Trin khai cc chnh sch ng vin vo thc tin 9.5 Bo co bn hng 9.6 Phi hp hnh ng cng cc phng ban khc trong t chc
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Chng 3, ti liu 9

Chng 5, ti liu 7 Chng 5 v 6, ti liu 10

Chng 10, 11, 12, 13 v 16, ti liu 1 Chng 12, 13, 14 ti liu 9

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Phn IV: KIM TRA BN HNG

Chng 10: KIM TRA, NH GI TRONG QUN TR BN HNG 10.1 ngha ca vic kim tra, nh gi trong bn hng 10.2 Cc danh mc kim tra, nh gi trong bn hng 10.3 Qun tr cc kt qu kim tra nh gi

Chng 17, ti liu 1 Chng 16, ti liu 9

Phn V: N TP V THI CUI HC K

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1. James M.Comer (2005), Qun tr bn hng, NXB Tng hp TP. H Ch Minh. 2. Nguyn nh Th - Nguyn Th Mai Trang (2003), Nguyn l Marketing, NXB i hc Quc gia TP.HCM. 3. Trn Xun Kim Nguyn Vn Thi (2001), Nghin cu tip th, NXB Thng k. 4. Philip Kotler (2001), Nhng nguyn l tip th, NXB Thng k. 5. PGS.TS V Th Ph (1995), Qun tr marketing, i hc M bn cng TP. H Ch Minh. 6. Nguyn Kim Anh (2006), Qun l chui cung ng, Ti liu lu hnh ni b H M TP. HCM. 7. L ng Lng (2009), K nng v Qun tr bn hng, NXB Thng k. 8. Ng Bnh Nguyn Khnh Trung (2009), Marketing ng i, NXB i hc Quc gia TP.HCM. 9. Trn nh Hi (2005), Bn hng v Qun tr bn hng, NXB Thng k. 10. Trng nh Chin (2008), Qun tr knh phn phi, NXB i hc Kinh t Quc dn. 11. Jeffrey J. Fox, How to becom a rainmaker, NXB Tr, 2011
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 Sinh vin hc theo nhm: ? nhm Hnh thc hc: L thuyt v thc hnh
Ging vin hng dn theo tng chng Cc thnh vin trong lp c trc ti liu t cu hi v tr li cc cu hi theo tng chng Mi nhm chn mt t chc kinh doanh thm nhp thc t, hnh thnh tiu lun nhm

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 ti: Phn tch cc yu t tc ng n ca cng ty X hoc ngnh X

Chng 1: Tng quan
L do chn ti? i tng v mc tiu nghin cu l g? Phng php nghin cu: nh lng hay nh tnh hay kt hp. Gii thch v sao? ngha thc tin ca ti

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 Chng 2: C s l thuyt
C s l thuyt no c vn dng cho ti? Tc gi no? Trch ngun, trch dn? Trnh by tng qut cc ti c cc tc gi khc nghin cu trc y c lin quan

Chng 3: Phng php nghin cu

Thit k nghin cu: phng php nghin cu, ngun thng tin v qui trnh nghin cu xut m hnh nghin cu, xy dng m hnh v iu chnh thang o Kim nh thang o Phn tch hi qui Thit k mu 08/05/2013 10/18

 Chng 4: Phn tch kt qu nghin cu

Phn tch kt qu kho st thc t Kim nh kt qu Cronbach alpha v EFA ca cc thang o Phn tch m hnh hi qui tuyn tnh

Chng 5: Kt lun
Kt lun li vic tm ra cc yu t ny c ngha nh th no i vi hot ng ca doanh nghip. ngh cc gii php

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 Trong ni dung bi vit m nhm thc hin c s dng cc ngun tham kho th phi NGHIM TC thc hin vic trch dn ngun tham kho nh sau:
(1) Nu s dng NGUYN SI cu ch ca ngi khc th PHI dng trch dn v cui on ny PHI dng [S th t ti liu tham kho, S trang tham kho]. (2) Nu ch s dng ca ngi khc th cui on ny PHI dng [S th t ti liu tham kho, S trang tham kho] (3) Nu s dng thng tin trn Website m trch dn nguyn NGUYN SI cu ch th PHI dng trch dn v cui on ny PHI dng [S th t ti liu tham kho]. (4) Nu s dng thng tin trn Website m ch s dng ca ngi khc th cui on ny PHI dng [S th t ti liu tham kho].
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 Cui mi chng s c trang lit k ti liu tham kho nh sau:

Nu trch dn l SCH: Tn tc gi (nm xut bn), tn sch IN NGHING, ln xut bn, ni xut bn, nh xut bn. Nu trch dn l BI BO KHOA HC: Tn tc gi (nm xut bn), tn bi bo, tn tp ch IN NGHING, s xut bn, s trang bi bo bt u v kt thc. Nu trch dn l SCH gm NHIU TC GI: Tn tc gi CH BIN (nm xut bn), tn sch IN NGHING, tn cc tc gi, ln xut bn, ni xut bn, nh xut bn. Nu trch dn l TP CH: Tn tc gi (nm xut bn), tn bi bo, tn tp ch IN NGHING, s xut bn, ngy xut bn.

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 Cui mi chng s c trang lit k ti liu tham kho nh sau:

Nu trch dn l K YU HI THO: Tn tc gi (nm xut bn), tn bi bo, tn hi tho IN NGHING, c quan t chc, a im t chc, thi gian t chc. Nu trch dn l LUN VN, LUN N: Tn tc gi (nm thc hin), tn lun vn hoc lun n IN NGHING, Lun vn thc s hay lun n tin s, ni thc hin. Nu trch dn t INTERNET: Tn tc gi (nm xut bn), ng dn v ngy truy cp.

Lu : S th t ti liu tham kho trong phn trch dn ca bi vit [S th t ti liu tham kho, S trang tham kho] l s th t cc ti liu tham kho c lit k trong ti liu tham kho cui mi chng.
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 Qu trnh v gia k: 50% (50 im)

Chuyn cn (khng vng, vng 1 ln c l do): 15 im. t cu hi: Tt: 2 im, Kh: 1 im Tr li, phn bin: Tt: 2 im, Kh: 1 im Lm tiu lun c cht lng, trnh by p v ng hnh thc, trch dn, trch ngun ng, np bi ng thi gian (tun hc cui cng ): Ti a 25 im Lm bi c nhn Hnh thc thi: T lun hoc Trc nghim

Thi cui k: 50%

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 Phiu nh gi ny do nhm trng gi v phi em theo sut thi gian mn hc din ra. Phi m bo sch s, khng lm mt hoc ty xa. Dng kh giy A4 nm ngang, nh my
H v tn (nh S s th t trong TT danh sch thi)
1
2

M s sinh vin

Chia ct theo di tng tun (GV ghi)

im tiu lun (GV ghi)

Tng im (GV ghi)

Chia ct theo tng tun (Nhm trng ghi)

u Duy Cng (5)

Bi Vit Hi (15)

K084071155
K084071176

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Phiu nh gi ny c lp nh gi ng gp ca mi thnh vin trong nhm trong vic lm tiu lun. Nhm trng k v nh km vo trang trc trang mc lc trong cun tiu lun.
S TT 1 2 H v tn (nh s th t trong danh sch thi) u Duy Cng (5) Bi Vit Hi (15) M s sinh vin K084071155 K084071176 1 2 3 4 5 Tng cng (%)

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S TT 1

Tiu chun nh gi tiu lun Tham gia y cc bui hp ca nhm

Trng s (%) 15

2
3 4 5

ng gp c hiu qu vo ni dung bi tiu lun

Hon thnh tt cc ni dung c phn cng Np bo co phn cng ng hn H tr tch cc cng c nhm trong cng vic

15
40 15 15

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