Low performance of sales consultants on card products at Jaccs International VietNam Finance Company

Abstract

In the finance-banking industry, despite the banks, nowadays, the finance companies also issue credit cards or the card products which are relevant to a loan. The card market between the finance companies is developing rapidly to adapt the need of the customers, especially those who do not have assets to mortgage. Jaccs International Vietnam Company is a Japanese finance company which have been joining in Vietnam for 9 years. Card products are one of the products of the company which have been released for 4 years up to now. However, the number of cards activated of the company is not high. The purpose of this thesis is to find out the problem of Card Department and solve them. The thesis use the techniques such as collecting data, conducting in-depth interviews with all the staffs as well as the managers of Card Department and also base on the theories to come to some possible cases which can happen. From that, the thesis continue to analyze the context of the company to find out the cases that are really existing in the company. Finally, with the ideas of the managers, the thesis come to the conclusion. By those methods, the thesis reveals that Low performance of Sales Consultants is the main problem for the high rate of non-activated cards, the cause leading to this problem is due to the lack of performance measurement on card products of Sales Consultants and the best solution is to combine target setting and building a commission plan for them. This solution can improve the performance of the Sales Consultants and the number of cards activated of the company.