Poor sales planning at service team at W Vietnam Company

Abstract

Facing with the difficulty of cultural differences from the W group and its member companies, WVN constantly had to innovate and find its own way to fix with the group's development strategy. In addition, the year 2020 was heavily impacted by the Covid-19 pandemic, making top-leaders even more resolute in innovating to diversify. Specifically, the WVN’s technical services department must change to accommodate more extensive services. The problem happened at the planning and affected the performance of the whole department. The mentioned above finding is located by several qualitative in-depth interviews with directors, manager, and employees of WVN. Combining with analysis from secondary data and related literatures, this paper is to step by step diagnose the most concerned symptoms with its consequences, identify the real problems, then explore the potential causes and main causes. Applying theory-informed problem-solving in the organization to study and analyze the current services team of WVN, the author aims to support the management of WVN to understand about the real problem clearly and objectively. Subsequently, this paper can suggest WVN the alternative solutions and action plans to gathering market information to resolve the real causes, symptoms and negative impacts on the department. Then, they can evaluate and choose the best and most applicable solutions follow the 2020’s global strategy.