Microsoft word master thesis tram tran 22170045 final

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Microsoft word master thesis tram tran 22170045 final

UNIVERSITY OF ECONOMICS HO CHI MINH CITY International School of BusinessTRẦN CAO MAI TRÂMSOLUTION TO IMPROVE SALES PERFORMANCE OF THRID-PARTY SALES A

Microsoft word master thesis tram tran 22170045 finalAGENCY CHANNEL IN HSBC BANK VIETNAMMASTER OF BUSINESS ADMINISTRATIONHo Chi Minh City - Year 2019UNIVERSITY OF ECONOMICS HO CHI MINH CITYInternational

School of BusinessUEHỊỊhMOttm 0< ( c 0*0 VIC »LISBInttmMtorwl Sitwi «■* BvwnciiTran Cao Mai TramSOLUTION TO IMPROVE SALES PERFORMANCE OF THRID-PARTY S Microsoft word master thesis tram tran 22170045 final

ALES AGENCY CHANNEL IN HSBC BANK VIETNAMMASTER OF BUSINESS ADMINISTRATIONSUPERVISOR: Dr. Lê Thi Thanh XuânHo Chi Minh City - Year 2019TABLE OF CONTENT

Microsoft word master thesis tram tran 22170045 final

SLIST OF FIGURES......................................................4LIST OF TABLES.......................................................4EXCUTIVE

UNIVERSITY OF ECONOMICS HO CHI MINH CITY International School of BusinessTRẦN CAO MAI TRÂMSOLUTION TO IMPROVE SALES PERFORMANCE OF THRID-PARTY SALES A

Microsoft word master thesis tram tran 22170045 finalTION..............................................81.1HSBC Group overview:...........................................81.2HSBC Vietnam background & org

anization structures:.............91.3Overview of third-party company - MOCAP Vietnam Joint Stock Company: . 11CHAPTER 2: PROBLEM ANALYSIS............ Microsoft word master thesis tram tran 22170045 final

.............................132.1Symptoms of company:..........................................132. Ỉ. 1 Background of symptoms:.....................

Microsoft word master thesis tram tran 22170045 final

............132.1.2 Symptoms analysis:........................................142.2Problem analysis:.............................................192.2

UNIVERSITY OF ECONOMICS HO CHI MINH CITY International School of BusinessTRẦN CAO MAI TRÂMSOLUTION TO IMPROVE SALES PERFORMANCE OF THRID-PARTY SALES A

Microsoft word master thesis tram tran 22170045 finalproblem 2: Wrong customer segments touching.....222.2.3Potential Problem 3: Poor Sales-forces Capacity...........232.3Central problem validation and c

onsequences:..................262.3.1Central problem validation:...............................262.3.2Consequences of central problem:................ Microsoft word master thesis tram tran 22170045 final

..........29CHAPTER 3: CAUSE VALIDATION.........................................323.1Potential causes:.............................................323

Microsoft word master thesis tram tran 22170045 final

.1.1High-staff turnover rate:.................................323.1.2Lack of salesforces training for agent:...................33

UNIVERSITY OF ECONOMICS HO CHI MINH CITY International School of BusinessTRẦN CAO MAI TRÂMSOLUTION TO IMPROVE SALES PERFORMANCE OF THRID-PARTY SALES A