Ineffective sales management of jupiter logistics Vietnam joint stock company

Abstract

This thesis is conducted from understanding and approaching the real company Jupiter Logistics Vietnam in order to discover the reasons behind the significant decline in sales in the last three years since 2014. At the same time solutions will be proposed to solve the problem of sales of this business. The net sales of the head office in Ho Chi Minh City was down sharply from 7.56% and 10.29%, respectively, while the remaining two branches Ha Noi and Hai Duong still had a very good growth especially in 2016. Further investigations reveal that the decrease in sales of forwarding services was the main reason for the problem in the net sales of Head Office. In addition, with the loss of a longtime client and not having any new clients in the last three years, it has been somewhat telling the story behind the company. Based on Problem Solving in Organization, the content of this thesis goes into the underlying cause. This thesis is based on the information collected through: - intake process: in-depth interview with CFO - Mrs. Le Thi Ha - Financial statement of the stage 2014-2016 - in-depth interview with Sales and Marketing manager - Mr. Yoichi Murata - in-depth interview with Chairman - Mr. Yutaka Kawasaki - online research with company’s customers After the investigation and analysis, Ineffective sales management was identified as a central problem and the five causes were: Problem in company structure, Lack of sales force, Poor sales leadership, Conflict of interest and Limited sales strategy. After carefully reviewing and considering the elements as well as referencing the research and practical examples, the solution for the company is based on four aspects: sales team, sales support, sales manager and sales management. With each aspect, action plans are launched with the expected time and cost and should be implemented individually to minimize costs as well as to facilitate timely intervention when results are not satisfactory.