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LÀM CHỦ NGHỆ THUẬT MARKETING ĐỈNH CAO

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ĐỘI NGŨ BÁN HÀNG ĐỈNH CAO
SO Business Growth Series
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XÂY DỰNG ĐỘI NGŨ
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ABOUT SUCCESS OCEANS
Success Oceans là công ty tổ chức những chương trình đào tạo phát triển kinh doanh
hàng đầu Việt Nam. Nơi những doanh nhân, marketer, lãnh đạo, quản lý,
người muốn khởi nghiệp, chủ cửa hàng kinh doanh,
người muốn nâng cao tiêu chuẩn cuộc sống… đến để nhận được:
+ Làm chủ kinh doanh
+ Làm chủ Marketing
+ Làm chủ tâm trí
+ Gia tăng thu nhập
NOTE: Nếu bạn muốn trở thành một thành viên trong cộng đồng phát triển của chúng
tôi, nơi chúng tôi gọi là “Self-Made Team” hãy theo dõi email của chúng tôi tại
SuccessOceans.com
Self – Made Team là một cộng đồng những người nhận thức được sự cần thiết phải
thay đổi và đã tự mình làm nên thành công của họ từ tay trắng.


Hãy để tôi hỏi bạn một câu hỏi:
Nếu như doanh nghiệp của bạn không có doanh thu, nó có còn được gọi là doanh nghiệp
nữa không?

Có! Nhưng nó sẽ không tồn tại được lâu.
Bộ phận nào trực tiếp mang lại doanh thu cho doanh nghiệp của bạn?
BÁN HÀNG!

Vậy tại sao chúng ta không xây dựng một bộ phận bán hàng đỉnh cao để giúp gia tăng


doanh số một cách bùng nổ.
Trong hướng dẫn này của chúng tôi, toàn bộ là những câu hỏi định hướng cho bạn để bạn
có thể làm chủ, nắm rõ, hiểu rõ tình trạng đội ngũ bán hàng của bạn, để từ đó, bạn có định
hướng đúng trong việc xây dựng đội ngũ bán hàng đỉnh cao.
Hãy thực sự dành thời gian để hoàn thiện bản hướng dẫn này. Nào, hãy bắt đầu…


#1: BỘ PHẬN BÁN
HÀNG


Mô tả đội ngũ bán hàng của bạn. Bạn có
bao nhiêu nhân viên bán hàng?



Bạn có nhân viên bán hàng từ xa không?



Họ là ai, họ làm gì?



Họ được trả lương như thế nào?



Mức thu nhập bình quân của họ là bao
nhiêu?



Bạn đã thử các loại chương trình lương
bổng khác nhau cho nhân viên bán hàng
của bạn chưa?



Nếu đã sử dụng, chúng có ảnh hưởng đến
doanh số không?

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#2: NHÂN VIÊN
BÁN HÀNG
Trình bày sự khác biệt về thành tích, từ
tốt nhất đến tệ nhất.


Người giỏi nhất trội về mặt gì và người tệ
nhất trội về măt gì?



Điểm mạnh và điểm yếu của họ là gì và họ
tận dụng chúng ra sao?

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#3: GIÁ TRỊ GIAO
DỊCH BÌNH QUÂN


Giá trị giao dịch bình quân của bạn là bao
nhiêu ?



Bạn có biện pháp gì để gia tăng nó?

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#4: DOANH SỐ
TỪNG NHÂN VIÊN


Doanh số (gộp và thu nhập ròng) trên mỗi
nhân viên bán hàng của bạn là bao nhiêu?



Con số này lớn hơn, nhỏ hơn hay tương
đương với số liệu trung bình của ngành?



Bạn đang (sẽ) thực hiện biện pháp gì để
cải thiện con số này?

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#5: TIÊU CHUẨN
TUYỂN NHÂN VIÊN
Các tiêu chuẩn để thuê một nhân viên
bán hàng của bạn là gì?

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#6: ĐÀO TẠO BÁN
HÀNG
Bản thân bạn đã tham gia bao nhiêu khóa
đào tạo bán hàng chuyên nghiệp?

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#7: LOẠI HÌNH ĐÀO
TẠO NHÂN VIÊN
Loại hình đào tạo dành cho nhân viên bán
hàng của bạn là gì (cả với người mới và
người có thâm niên)?

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#8: CHƯƠNG TRÌNH
ĐÀO TẠO KHÁC
Bạn có các chương trình đào tạo nào khác
nào?
Ví dụ: Đào tạo về sản phẩm, về Quản lý
khách hàng, hay về Quản lý thời gian?

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#9: HÌNH THỨC
ĐÀO TẠO
Chương trình đào tạo được tổ chức như
thế nào (tự đào tạo, mời chuyên gia vào
giảng dạy…)?

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#10: TẦN SUẤT
ĐÀO TẠO
Việc đào tạo diễn ra bao lâu một lần?

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#11: TỶ LỆ NHÂN
VIÊN THÔI VIỆC
Tỷ lệ thôi việc của nhân viên bán hàng là
bao nhiêu?

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#12: CHU TRÌNH
BÁN HÀNG
Mô tả chu trình bán hàng tiêu biểu để
chốt một đơn hàng (từ khi thu hút người
tiêu dùng tiềm năng tới khi bán được
hàng):


Cần liên hệ bao nhiêu lần để có một đơn
hàng?



Bạn thường gặp bao nhiêu người khác
nhau để có một đơn hàng?

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#13: ĐỘ DÀI CHU
TRÌNH BÁN HÀNG
Mô tả độ dài chu trình bán hàng từ khi
liên hệ lần đầu tới lúc chốt đơn hàng?

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#14: XỬ LÝ TỪ
CHỐI
Bạn nghe đến những lý do chống đối (từ
chối) nào của khách hàng bạn thường
xuyên nhận được nhất nhất?

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#15: TỶ LỆ BÁN
HÀNG THÀNH CÔNG
Nếu nhắm đến 10 đối tượng tiềm năng,
bạn sẽ chốt được bao nhiêu người? (Cho
biết tỷ lệ bán hàng thành công.)

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#16: QUYỀN
QUYẾT ĐỊNH
Bạn làm việc với bao nhiêu phần trăm
khách hàng là người có quyền quyết định
cuối cùng?

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#17: CỦNG CỐ QUAN
HỆ KHÁCH HÀNG
Liệt kê 3 điều bạn có thể thực hiện để
củng cố mối quan hệ của bạn với nhóm
những người có quyền quyết định cuối
cùng:

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#18: LÝ DO KHÔNG
MUA HÀNG
Ba lý do hàng đầu khiến một khách hàng
tiềm năng không mua hàng khi chu trình
bán hàng kết thúc?

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#19: KHÁCH HÀNG
TIỀM NĂNG
Bạn làm gì với những khách hàng tiềm
năng mà bạn chưa chốt được?

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#20: SO SÁNH VỚI
ĐỐI THỦ
Tỷ lệ chốt bán hàng của bạn so với đối
thủ như thế nào?

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