TABLE OF CONTENTS

ACKNOWLEDGEMENT 1

TABLE OF CONTENTS 2

INTRODUCTION 4

Chapter I: Introduction of AMICA Corp 5

1. Overview of AMICA Corp 5

1.1. History and development of AMICA Corp 5

1.2. Organization of AMCIA Corp 5

1.3. Business field and business activities 7

1.3.1. Service of providing solutions to develop business in form of training courses 7

1.3.2. Service of providing information about recruitment 7

1.3.3. Service of providing information about training to the learners 8

2. The fact of sales activities at the website www.khoadaotao.vn 9

2.1. Product and business field 9

2.2. Sales force management 9

2.3. Process of selling of the website www.khoadaotao.vn 10

Chapter II – Theoretical framework used for the website www.khoadaotao.vn 11

1. Sales force management 11

1.1. Training salespeople 11

1.2. Compensating sales people 11

1.3. Supervising sales people 12

1.4. Evaluating salespeople 14

2. Steps in the selling process 14

1.1. Prospecting and qualifying 15

1.2. Pre-approach 15

1.3. Approach 15

1.4. Presentation and Demonstration 16

1.5. Handling objects 16

1.6. Closing 16

1.7. Follow up 16

2. Selling online advertising 17

2.1. Pointing out and classifying what they buy 17

2.2. Preparing the essential base for their website 17

2.3. Researching and having deep knowledge of needs – interests of customers 18

2.4. Pricing, discounting and special favouring 18

2.5. Building introductory advertising programs 18

2.6. Selling advertising 18

2.7. Building sales force 18

Chapter III – The weakness of factors affecting sales activities at the website www.khoadaotao.vn 19

1. Sales force and sales force management system 19

1.1. The quality of sales force 19

1.2. The managing methods 19

1.2.1. Training salespeople 19

1.2.2. Compensating salespeople 20

1.2.3. Supervising salespeople 20

2. The shortcomings in the process of selling 22

2.1. Step 1 – Prospecting and Qualifying 22

2.2. Step 2 – Pre-approach 23

2.3. Step 3 – Approach 23

2.4. Step 4 – Presentation and Demonstration 24

2.5. Step 5 – Handling Objections 24

2.7. Step 7 – Follow-up 25

3. The ability to apply e-marketing method in selling online advertising 26

Chapter IV – Recommendations to improve shortcomings to enhance sales activities at the website www.khoadaotao.vn 28

1. Modifying sales management methods to encourage the sales force 28

1.1. Training sales force 28

1.2. Compensating sales force 28

1.3. Evaluating sales force 29

2. Building and completing the process of selling 29

3. Applying effectively Internet marketing strategies to online advertising 30

APPENDIX 32

REFERENCES 36