(Failure in new customer approach in tan cang shipping’s reffer service)

Abstract

In the beginning of 2017, Tan Cang Shipping expanded its service to reefer service. After 7 months of operation, the company realized that the operation of TCS’s reefer container service was not effective because the revenue could not be as expected. One of the potential problems leaded to that system – failure in new customer approach was selected to analysis deeply basing on in-depth interview outcomes, market information and business report. The purpose of this thesis is to use literature review, in-depth interview and survey in order to determine factors that influence sale organization effectiveness, which helps to identify why there is failure in new customer’s approach. The cause – effected map is the drawn to find out the root cause. The thesis intents to use 4 groups of factors affected to sale organization effectiveness to TCS’s reefer service. The result shows that most factors have faced trouble in some indicators. In particular, Evaluating sale service and Rewarding are the two most noticeable indicators because of their significant influence to sale performance. Setting sale performance measurement then is chosen to as problem solving for the company’s current situation.