{"id":20974,"date":"2026-05-20T16:32:07","date_gmt":"2026-05-20T09:32:07","guid":{"rendered":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/?p=20974"},"modified":"2026-05-29T23:48:24","modified_gmt":"2026-05-29T16:48:24","slug":"ky-nang-sales","status":"publish","type":"post","link":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/goc-ky-nang\/ky-nang-sales","title":{"rendered":"K\u1ef9 n\u0103ng sales: 8 k\u1ef9 n\u0103ng c\u1ed1t l\u00f5i v\u00e0 c\u00e1ch r\u00e8n luy\u1ec7n hi\u1ec7u qu\u1ea3"},"content":{"rendered":"\n

Ngh\u1ec1 sales (Sales Representative) l\u00e0 m\u1ed9t trong nh\u1eefng vai tr\u00f2 c\u00f3 bi\u00ean thu nh\u1eadp t\u1ed1t v\u00e0 l\u1ed9 tr\u00ecnh th\u0103ng ti\u1ebfn \u0111a d\u1ea1ng trong th\u1ecb tr\u01b0\u1eddng lao \u0111\u1ed9ng Vi\u1ec7t Nam. Tuy nhi\u00ean, \u0111\u1ec3 tr\u1ee5 v\u1eefng v\u00e0 \u0111\u1ea1t KPI \u1ed5n \u0111\u1ecbnh, \u1ee9ng vi\u00ean c\u1ea7n \u0111\u1ea7u t\u01b0 b\u00e0i b\u1ea3n v\u00e0o k\u1ef9 n\u0103ng sales<\/strong> \u2014 t\u1eeb giao ti\u1ebfp, \u0111\u1eb7t c\u00e2u h\u1ecfi, \u0111\u00e0m ph\u00e1n cho \u0111\u1ebfn t\u01b0 duy ph\u00e2n t\u00edch d\u1eef li\u1ec7u. B\u00e0i vi\u1ebft t\u1ed5ng h\u1ee3p 8 nh\u00f3m k\u1ef9 n\u0103ng c\u1ed1t l\u00f5i m\u00e0 ng\u01b0\u1eddi l\u00e0m b\u00e1n h\u00e0ng c\u1ea7n r\u00e8n luy\u1ec7n, k\u00e8m g\u1ee3i \u00fd s\u00e1ch, kh\u00f3a h\u1ecdc v\u00e0 ph\u01b0\u01a1ng ph\u00e1p luy\u1ec7n t\u1eadp th\u1ef1c t\u1ebf.<\/p>\n\n\n\n

\"\"<\/figure>\n\n\n\n
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T\u1ed5ng quan nhanh<\/strong><\/p>\n

\u2013 K\u1ef9 n\u0103ng sales hi\u1ec7n \u0111\u1ea1i kh\u00f4ng ch\u1ec9 l\u00e0 “n\u00f3i kh\u00e9o” m\u00e0 c\u00f2n g\u1ed3m t\u01b0 duy ph\u00e2n t\u00edch, hi\u1ec3u kh\u00e1ch h\u00e0ng v\u00e0 l\u00e0m ch\u1ee7 c\u00f4ng c\u1ee5 CRM.<\/p>\n

\u2013 8 k\u1ef9 n\u0103ng c\u1ed1t l\u00f5i: giao ti\u1ebfp, \u0111\u1eb7t c\u00e2u h\u1ecfi, \u0111\u00e0m ph\u00e1n, qu\u1ea3n l\u00fd pipeline, storytelling, ph\u00e2n t\u00edch d\u1eef li\u1ec7u, t\u01b0 duy customer-centric v\u00e0 h\u1ecdc h\u1ecfi li\u00ean t\u1ee5c.<\/p>\n

\u2013 C\u00e1ch r\u00e8n luy\u1ec7n th\u1ef1c t\u1ebf g\u1ed3m \u0111\u1ecdc s\u00e1ch kinh \u0111i\u1ec3n (SPIN Selling, Challenger Sale), kh\u00f3a h\u1ecdc online (HubSpot Academy, Coursera) v\u00e0 \u0111\u00f3ng vai role-play v\u1edbi mentor.<\/p>\n<\/div>\n\n\n\n

1. K\u1ef9 n\u0103ng giao ti\u1ebfp v\u00e0 l\u1eafng nghe ch\u1ee7 \u0111\u1ed9ng<\/h2>\n\n\n\n

Giao ti\u1ebfp l\u00e0 n\u1ec1n t\u1ea3ng \u0111\u1ea7u ti\u00ean c\u1ee7a ngh\u1ec1 b\u00e1n h\u00e0ng, nh\u01b0ng ph\u1ea7n quan tr\u1ecdng h\u01a1n l\u1ea1i n\u1eb1m \u1edf l\u1eafng nghe ch\u1ee7 \u0111\u1ed9ng (active listening)<\/strong> \u2014 k\u1ef9 n\u0103ng t\u1eadp trung ho\u00e0n to\u00e0n v\u00e0o l\u1eddi n\u00f3i, ng\u00f4n ng\u1eef c\u01a1 th\u1ec3 v\u00e0 c\u1ea3m x\u00fac c\u1ee7a kh\u00e1ch h\u00e0ng. M\u1ed9t nh\u00e2n vi\u00ean kinh doanh gi\u1ecfi kh\u00f4ng n\u00f3i nhi\u1ec1u, h\u1ecd \u0111\u1eb7t c\u00e2u h\u1ecfi v\u00e0 quan s\u00e1t ph\u1ea3n \u1ee9ng \u0111\u1ec3 hi\u1ec3u nhu c\u1ea7u th\u1eadt s\u1ef1.<\/p>\n\n\n\n

\u2013 S\u1eed d\u1ee5ng k\u1ef9 thu\u1eadt paraphrasing: nh\u1eafc l\u1ea1i \u00fd kh\u00e1ch b\u1eb1ng t\u1eeb ng\u1eef c\u1ee7a m\u00ecnh \u0111\u1ec3 x\u00e1c nh\u1eadn.<\/p>\n\n\n\n

\u2013 Ghi ch\u00fa ng\u1eafn trong cu\u1ed9c g\u1eb7p gi\u00fap ghi nh\u1edb chi ti\u1ebft quan tr\u1ecdng, tr\u00e1nh h\u1ecfi l\u1ea1i nhi\u1ec1u l\u1ea7n.<\/p>\n\n\n\n

\u2013 H\u1ea1n ch\u1ebf ng\u1eaft l\u1eddi v\u00e0 ph\u00e1n x\u00e9t tr\u01b0\u1edbc khi kh\u00e1ch tr\u00ecnh b\u00e0y xong v\u1ea5n \u0111\u1ec1.<\/p>\n\n\n\n

Sau khi luy\u1ec7n \u0111\u01b0\u1ee3c phong c\u00e1ch giao ti\u1ebfp t\u1ef1 nhi\u00ean, b\u1ea1n s\u1ebd nh\u1eadn th\u1ea5y t\u1ef7 l\u1ec7 ch\u1ed1t \u0111\u01a1n t\u0103ng r\u00f5 r\u1ec7t v\u00ec kh\u00e1ch h\u00e0ng c\u1ea3m th\u1ea5y \u0111\u01b0\u1ee3c t\u00f4n tr\u1ecdng v\u00e0 l\u1eafng nghe.<\/p>\n\n\n\n

2. K\u1ef9 n\u0103ng \u0111\u1eb7t c\u00e2u h\u1ecfi m\u1edf theo m\u00f4 h\u00ecnh SPIN<\/h2>\n\n\n\n

SPIN Selling l\u00e0 ph\u01b0\u01a1ng ph\u00e1p \u0111\u1eb7t c\u00e2u h\u1ecfi do Neil Rackham ph\u00e1t tri\u1ec3n d\u1ef1a tr\u00ean nghi\u00ean c\u1ee9u h\u01a1n 35.000 cu\u1ed9c g\u1ecdi sales B2B. B\u1ed1n nh\u00f3m c\u00e2u h\u1ecfi g\u1ed3m: Situation (t\u00ecnh hu\u1ed1ng), Problem (v\u1ea5n \u0111\u1ec1), Implication (t\u00e1c \u0111\u1ed9ng), Need-payoff (gi\u1ea3i ph\u00e1p mong \u0111\u1ee3i). \u00c1p d\u1ee5ng \u0111\u00fang SPIN gi\u00fap b\u1ea1n d\u1eabn d\u1eaft kh\u00e1ch h\u00e0ng t\u1ef1 nh\u1eadn ra nhu c\u1ea7u thay v\u00ec b\u1ecb “\u00e9p mua”.<\/p>\n\n\n\n

\u2013 Situation: “Hi\u1ec7n anh\/ch\u1ecb \u0111ang qu\u1ea3n l\u00fd \u0111\u1ed9i ng\u0169 b\u1eb1ng c\u00f4ng c\u1ee5 n\u00e0o?”<\/p>\n\n\n\n

\u2013 Problem: “C\u00f3 kh\u00f3 kh\u0103n g\u00ec khi t\u1ed5ng h\u1ee3p d\u1eef li\u1ec7u cu\u1ed1i th\u00e1ng kh\u00f4ng?”<\/p>\n\n\n\n

\u2013 Implication: “N\u1ebfu m\u1ed7i th\u00e1ng m\u1ea5t 2 ng\u00e0y t\u1ed5ng h\u1ee3p th\u1ee7 c\u00f4ng th\u00ec \u1ea3nh h\u01b0\u1edfng ra sao \u0111\u1ebfn k\u1ebf ho\u1ea1ch?”<\/p>\n\n\n\n

\u2013 Need-payoff: “N\u1ebfu c\u00f3 c\u00f4ng c\u1ee5 t\u1ef1 \u0111\u1ed9ng ho\u00e1 ph\u1ea7n n\u00e0y, anh\/ch\u1ecb ti\u1ebft ki\u1ec7m \u0111\u01b0\u1ee3c bao nhi\u00eau th\u1eddi gian?”<\/p>\n\n\n\n

M\u00f4 h\u00ecnh SPIN \u0111\u1eb7c bi\u1ec7t h\u1eefu \u00edch cho sales B2B v\u00e0 c\u00e1c s\u1ea3n ph\u1ea9m c\u00f3 gi\u00e1 tr\u1ecb cao, chu k\u1ef3 ra quy\u1ebft \u0111\u1ecbnh d\u00e0i.<\/p>\n\n\n\n

3. K\u1ef9 n\u0103ng \u0111\u00e0m ph\u00e1n v\u00e0 x\u1eed l\u00fd t\u1eeb ch\u1ed1i<\/h2>\n\n\n\n

Trong b\u00e1n h\u00e0ng, t\u1eeb ch\u1ed1i l\u00e0 m\u1ed9t ph\u1ea7n t\u1ea5t y\u1ebfu. Nh\u00e2n vi\u00ean sales chuy\u00ean nghi\u1ec7p xem m\u1ed7i l\u1eddi t\u1eeb ch\u1ed1i l\u00e0 d\u1eef li\u1ec7u \u0111\u1ec3 hi\u1ec3u h\u01a1n v\u1ec1 r\u00e0o c\u1ea3n c\u1ee7a kh\u00e1ch. K\u1ef9 n\u0103ng x\u1eed l\u00fd t\u1eeb ch\u1ed1i (objection handling) \u0111i \u0111\u00f4i v\u1edbi k\u1ef9 n\u0103ng \u0111\u00e0m ph\u00e1n (negotiation) \u2014 bi\u1ebft khi n\u00e0o nh\u01b0\u1ee3ng b\u1ed9, khi n\u00e0o gi\u1eef gi\u00e1, khi n\u00e0o trao th\u00eam gi\u00e1 tr\u1ecb thay v\u00ec gi\u1ea3m gi\u00e1.<\/p>\n\n\n\n

\n

M\u1ed9t nh\u00e2n vi\u00ean kinh doanh gi\u1ecfi kh\u00f4ng th\u1eafng kh\u00e1ch h\u00e0ng \u2014 h\u1ecd gi\u00fap kh\u00e1ch h\u00e0ng c\u1ea3m th\u1ea5y m\u00ecnh \u0111\u00e3 \u0111\u01b0a ra quy\u1ebft \u0111\u1ecbnh \u0111\u00fang.<\/p>\n<\/blockquote>\n\n\n\n

\u2013 \u00c1p d\u1ee5ng k\u1ef9 thu\u1eadt “feel \u2013 felt \u2013 found” \u0111\u1ec3 \u0111\u1ed3ng c\u1ea3m tr\u01b0\u1edbc khi ph\u1ea3n h\u1ed3i.<\/p>\n\n\n\n

\u2013 Chu\u1ea9n b\u1ecb s\u1eb5n 3\u20135 k\u1ecbch b\u1ea3n tr\u1ea3 l\u1eddi cho c\u00e1c t\u1eeb ch\u1ed1i ph\u1ed5 bi\u1ebfn (gi\u00e1 cao, \u0111\u1ed1i th\u1ee7 r\u1ebb h\u01a1n, ch\u01b0a c\u1ea7n).<\/p>\n\n\n\n

\u2013 Luy\u1ec7n t\u1eadp \u0111\u00e0m ph\u00e1n theo nguy\u00ean t\u1eafc BATNA (Best Alternative To a Negotiated Agreement) \u0111\u1ec3 c\u00f3 gi\u1edbi h\u1ea1n r\u00f5 r\u00e0ng.<\/p>\n\n\n\n

4. K\u1ef9 n\u0103ng qu\u1ea3n l\u00fd th\u1eddi gian v\u00e0 pipeline tr\u00ean CRM<\/h2>\n\n\n\n
\"\"<\/figure>\n\n\n\n

M\u1ed9t nh\u00e2n vi\u00ean kinh doanh c\u00f3 th\u1ec3 qu\u1ea3n l\u00fd c\u00f9ng l\u00fac 50\u2013100 kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng (lead). N\u1ebfu kh\u00f4ng c\u00f3 h\u1ec7 th\u1ed1ng ghi ch\u00fa v\u00e0 ph\u00e2n lo\u1ea1i, r\u1ea5t d\u1ec5 b\u1ecf s\u00f3t c\u01a1 h\u1ed9i. C\u00e1c n\u1ec1n t\u1ea3ng qu\u1ea3n l\u00fd quan h\u1ec7 kh\u00e1ch h\u00e0ng (CRM \u2013 Customer Relationship Management) ph\u1ed5 bi\u1ebfn hi\u1ec7n nay g\u1ed3m HubSpot, Salesforce, Bitrix24 v\u00e0 Zoho CRM. Ng\u01b0\u1eddi t\u00ecm vi\u1ec7c c\u00f3 th\u1ec3 tham kh\u1ea3o c\u00e1c v\u1ecb tr\u00ed tuy\u1ec3n d\u1ee5ng t\u1ea1i chuy\u00ean m\u1ee5c vi\u1ec7c l\u00e0m B\u00e1n h\u00e0ng \/ Kinh doanh \u0111\u1ec3 th\u1ea5y y\u00eau c\u1ea7u CRM ng\u00e0y c\u00e0ng ph\u1ed5 bi\u1ebfn trong m\u00f4 t\u1ea3 c\u00f4ng vi\u1ec7c.<\/p>\n\n\n\n

\u2013 Ph\u00e2n lo\u1ea1i lead theo ph\u1ec5u AIDA (Awareness \u2013 Interest \u2013 Desire \u2013 Action) ho\u1eb7c theo tr\u1ea1ng th\u00e1i cold\/warm\/hot.<\/p>\n\n\n\n

\u2013 \u0110\u1eb7t nh\u1eafc nh\u1edf follow-up t\u1ef1 \u0111\u1ed9ng qua CRM \u0111\u1ec3 kh\u00f4ng b\u1ecf s\u00f3t kh\u00e1ch.<\/p>\n\n\n\n

\u2013 D\u00f9ng quy t\u1eafc 80\/20: d\u00e0nh 80% th\u1eddi gian cho 20% kh\u00e1ch h\u00e0ng c\u00f3 kh\u1ea3 n\u0103ng ch\u1ed1t cao nh\u1ea5t.<\/p>\n\n\n\n

5. K\u1ef9 n\u0103ng k\u1ec3 chuy\u1ec7n s\u1ea3n ph\u1ea9m \u2013 Storytelling<\/h2>\n\n\n\n

Storytelling l\u00e0 c\u00e1ch bi\u1ebfn t\u00ednh n\u0103ng kh\u00f4 khan th\u00e0nh c\u00e2u chuy\u1ec7n c\u00f3 c\u1ea3m x\u00fac, gi\u00fap kh\u00e1ch h\u00e0ng h\u00ecnh dung s\u1ea3n ph\u1ea9m ho\u1ea1t \u0111\u1ed9ng trong b\u1ed1i c\u1ea3nh th\u1ef1c t\u1ebf c\u1ee7a h\u1ecd. Thay v\u00ec n\u00f3i “ph\u1ea7n m\u1ec1m c\u00f3 t\u00ednh n\u0103ng b\u00e1o c\u00e1o t\u1ef1 \u0111\u1ed9ng”, b\u1ea1n k\u1ec3 c\u00e2u chuy\u1ec7n m\u1ed9t kh\u00e1ch h\u00e0ng c\u0169 \u0111\u00e3 ti\u1ebft ki\u1ec7m 10 gi\u1edd\/tu\u1ea7n ra sao.<\/p>\n\n\n\n

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L\u01b0u \u00fd khi luy\u1ec7n k\u1ef9 n\u0103ng sales<\/strong><\/p>\n

\u2013 Tr\u00e1nh h\u1ecdc v\u1eb9t k\u1ecbch b\u1ea3n \u2014 kh\u00e1ch h\u00e0ng nh\u1eadn ra ngay khi b\u1ea1n \u0111\u1ecdc thu\u1ed9c l\u00f2ng thay v\u00ec l\u1eafng nghe.<\/p>\n

\u2013 \u0110\u1eebng nh\u1ea7m “\u00e9p ch\u1ed1t” v\u1edbi k\u1ef9 n\u0103ng ch\u1ed1t sales; \u00e9p ch\u1ed1t l\u00e0m gi\u1ea3m t\u1ef7 l\u1ec7 kh\u00e1ch quay l\u1ea1i v\u00e0 gi\u1edbi thi\u1ec7u.<\/p>\n

\u2013 Kh\u00f4ng ph\u1ea3i k\u1ef9 n\u0103ng n\u00e0o c\u0169ng ph\u00f9 h\u1ee3p m\u1ecdi ng\u00e0nh \u2014 sales B2B kh\u00e1c h\u1eb3n sales B2C, c\u1ea7n \u0111i\u1ec1u ch\u1ec9nh theo b\u1ed1i c\u1ea3nh.<\/p>\n<\/div>\n\n\n\n

\u2013 C\u1ea5u tr\u00fac c\u00e2u chuy\u1ec7n theo c\u00f4ng th\u1ee9c STAR: Situation \u2013 Task \u2013 Action \u2013 Result.<\/p>\n\n\n\n

\u2013 Chu\u1ea9n b\u1ecb 2\u20133 case study kh\u00e1ch h\u00e0ng c\u0169 l\u00e0m “\u0111\u1ea1n d\u01b0\u1ee3c” cho c\u00e1c bu\u1ed5i g\u1eb7p.<\/p>\n\n\n\n

\u2013 D\u00f9ng s\u1ed1 li\u1ec7u c\u1ee5 th\u1ec3 (gi\u1ea3m 30% chi ph\u00ed, t\u0103ng 2 l\u1ea7n n\u0103ng su\u1ea5t) thay v\u00ec t\u00ednh t\u1eeb chung chung.<\/p>\n\n\n\n

6. K\u1ef9 n\u0103ng ph\u00e2n t\u00edch d\u1eef li\u1ec7u b\u00e1n h\u00e0ng c\u01a1 b\u1ea3n<\/h2>\n\n\n\n

Sales hi\u1ec7n \u0111\u1ea1i kh\u00f4ng ch\u1ec9 d\u1ef1a v\u00e0o tr\u1ef1c gi\u00e1c m\u00e0 c\u00f2n c\u1ea7n \u0111\u1ecdc \u0111\u01b0\u1ee3c dashboard, bi\u1ec3u \u0111\u1ed3 v\u00e0 b\u00e1o c\u00e1o. Excel v\u1eabn l\u00e0 c\u00f4ng c\u1ee5 c\u01a1 b\u1ea3n, \u0111i k\u00e8m c\u00e1c n\u1ec1n t\u1ea3ng visualization nh\u01b0 Power BI, Google Data Studio (Looker Studio). Kh\u1ea3 n\u0103ng \u0111\u1ecdc s\u1ed1 li\u1ec7u gi\u00fap b\u1ea1n t\u1ef1 \u0111\u00e1nh gi\u00e1 hi\u1ec7u qu\u1ea3 c\u00f4ng vi\u1ec7c v\u00e0 \u0111\u1ec1 xu\u1ea5t chi\u1ebfn thu\u1eadt m\u1edbi v\u1edbi c\u1ea5p tr\u00ean.<\/p>\n\n\n\n

\u2013 H\u00e0m Excel c\u1ea7n th\u1ea1o: SUMIFS, VLOOKUP\/XLOOKUP, PivotTable, IFERROR.<\/p>\n\n\n\n

\u2013 Ch\u1ec9 s\u1ed1 sales c\u1ea7n hi\u1ec3u: conversion rate, average order value (AOV), customer lifetime value (CLV), sales cycle length.<\/p>\n\n\n\n

\u2013 \u0110\u1ecdc dashboard CRM h\u1eb1ng tu\u1ea7n \u0111\u1ec3 ph\u00e1t hi\u1ec7n \u0111i\u1ec3m r\u00f2 r\u1ec9 trong ph\u1ec5u b\u00e1n h\u00e0ng.<\/p>\n\n\n\n

Kh\u1ea3 n\u0103ng t\u1ef1 ph\u00e2n t\u00edch d\u1eef li\u1ec7u c\u0169ng l\u00e0 \u0111i\u1ec3m c\u1ed9ng l\u1edbn khi x\u00e9t th\u0103ng ti\u1ebfn l\u00ean Team Leader ho\u1eb7c Sales Manager.<\/p>\n\n\n\n

7. T\u01b0 duy kh\u00e1ch h\u00e0ng \u2013 Customer-centric<\/h2>\n\n\n\n

Customer-centric l\u00e0 t\u01b0 duy \u0111\u1eb7t kh\u00e1ch h\u00e0ng l\u00e0m trung t\u00e2m \u2014 m\u1ecdi quy\u1ebft \u0111\u1ecbnh b\u00e1n h\u00e0ng \u0111\u1ec1u xu\u1ea5t ph\u00e1t t\u1eeb l\u1ee3i \u00edch d\u00e0i h\u1ea1n c\u1ee7a h\u1ecd, kh\u00f4ng ph\u1ea3i KPI ng\u1eafn h\u1ea1n. Ng\u01b0\u1eddi l\u00e0m sales theo t\u01b0 duy n\u00e0y th\u01b0\u1eddng c\u00f3 t\u1ef7 l\u1ec7 kh\u00e1ch quay l\u1ea1i cao v\u00e0 m\u1ea1ng l\u01b0\u1edbi gi\u1edbi thi\u1ec7u (referral) r\u1ed9ng. B\u1ea1n c\u00f3 th\u1ec3 \u0111\u1ecdc th\u00eam v\u1ec1 c\u00e1c nh\u00f3m ng\u00e0nh hot hi\u1ec7n nay<\/a> \u0111\u1ec3 hi\u1ec3u v\u00ec sao k\u1ef9 n\u0103ng customer-centric \u0111ang \u0111\u01b0\u1ee3c nh\u00e0 tuy\u1ec3n d\u1ee5ng \u0111\u00e1nh gi\u00e1 cao \u1edf m\u1ecdi l\u0129nh v\u1ef1c, kh\u00f4ng ri\u00eang ngh\u1ec1 sales.<\/p>\n\n\n\n

\u2013 \u0110o l\u01b0\u1eddng th\u00e0nh c\u00f4ng qua ch\u1ec9 s\u1ed1 NPS (Net Promoter Score) v\u00e0 CSAT (Customer Satisfaction Score), kh\u00f4ng ch\u1ec9 doanh s\u1ed1.<\/p>\n\n\n\n

\u2013 S\u1eb5n s\u00e0ng t\u1eeb ch\u1ed1i b\u00e1n n\u1ebfu s\u1ea3n ph\u1ea9m kh\u00f4ng ph\u00f9 h\u1ee3p \u2014 gi\u1eef uy t\u00edn c\u00e1 nh\u00e2n cho l\u1ea7n sau.<\/p>\n\n\n\n

\u2013 Theo d\u00f5i kh\u00e1ch sau khi mua: g\u1ecdi follow-up sau 30\/60\/90 ng\u00e0y \u0111\u1ec3 h\u1ed7 tr\u1ee3 v\u00e0 m\u1edf c\u01a1 h\u1ed9i upsell.<\/p>\n\n\n\n

8. K\u1ef9 n\u0103ng h\u1ecdc h\u1ecfi li\u00ean t\u1ee5c v\u00e0 c\u1eadp nh\u1eadt xu h\u01b0\u1edbng<\/h2>\n\n\n\n

Th\u1ecb tr\u01b0\u1eddng, s\u1ea3n ph\u1ea9m v\u00e0 h\u00e0nh vi kh\u00e1ch h\u00e0ng thay \u0111\u1ed5i li\u00ean t\u1ee5c, \u0111\u1eb7c bi\u1ec7t khi AI v\u00e0 automation \u0111ang \u0111\u1ecbnh h\u00ecnh l\u1ea1i c\u00e1ch b\u00e1n h\u00e0ng. K\u1ef9 n\u0103ng h\u1ecdc h\u1ecfi (learning agility) tr\u1edf th\u00e0nh l\u1ee3i th\u1ebf c\u1ea1nh tranh quan tr\u1ecdng nh\u1ea5t c\u1ee7a nh\u00e2n vi\u00ean kinh doanh hi\u1ec7n \u0111\u1ea1i.<\/p>\n\n\n\n

\u2013 \u0110\u1ecdc \u00edt nh\u1ea5t 1 cu\u1ed1n s\u00e1ch ho\u1eb7c 5 b\u00e0i b\u00e1o chuy\u00ean ng\u00e0nh m\u1ed7i th\u00e1ng.<\/p>\n\n\n\n

\u2013 Theo d\u00f5i c\u00e1c podcast sales uy t\u00edn nh\u01b0 “The Sales Evangelist”, “Sales Gravy”.<\/p>\n\n\n\n

\u2013 Tham gia c\u1ed9ng \u0111\u1ed3ng sales t\u1ea1i Vi\u1ec7t Nam (nh\u00f3m Facebook, LinkedIn) \u0111\u1ec3 trao \u0111\u1ed5i kinh nghi\u1ec7m th\u1ef1c chi\u1ebfn.<\/p>\n\n\n\n

Ng\u01b0\u1eddi l\u00e0m sales c\u00f3 th\u00e1i \u0111\u1ed9 h\u1ecdc h\u1ecfi th\u01b0\u1eddng \u0111i xa h\u01a1n ng\u01b0\u1eddi c\u00f3 IQ cao nh\u01b0ng d\u1eebng l\u1ea1i \u1edf v\u00f9ng an to\u00e0n.<\/p>\n\n\n\n

9. C\u00e1ch r\u00e8n luy\u1ec7n k\u1ef9 n\u0103ng sales hi\u1ec7u qu\u1ea3<\/h2>\n\n\n\n

S\u00e1ch, kh\u00f3a h\u1ecdc v\u00e0 mentor l\u00e0 ba k\u00eanh ch\u00ednh \u0111\u1ec3 x\u00e2y d\u1ef1ng n\u1ec1n t\u1ea3ng sales b\u00e0i b\u1ea3n. Vi\u1ec7c k\u1ebft h\u1ee3p \u0111\u1ecdc l\u00fd thuy\u1ebft v\u1edbi th\u1ef1c h\u00e0nh \u0111\u00f3ng vai (role-play) gi\u00fap k\u1ef9 n\u0103ng “ng\u1ea5m” nhanh h\u01a1n v\u00e0 \u00e1p d\u1ee5ng \u0111\u01b0\u1ee3c trong cu\u1ed9c g\u1eb7p th\u1eadt.<\/p>\n\n\n\n

\n

G\u1ee3i \u00fd l\u1ed9 tr\u00ecnh r\u00e8n luy\u1ec7n k\u1ef9 n\u0103ng sales<\/strong><\/p>\n

\u2013 S\u00e1ch n\u00ean \u0111\u1ecdc: “SPIN Selling” (Neil Rackham), “The Challenger Sale” (Matthew Dixon), “Never Split the Difference” (Chris Voss), “Influence” (Robert Cialdini).<\/p>\n

\u2013 Kh\u00f3a h\u1ecdc online mi\u1ec5n ph\u00ed: HubSpot Academy (Inbound Sales Certification), Coursera (chuy\u00ean \u0111\u1ec1 Sales c\u1ee7a Northwestern University), LinkedIn Learning.<\/p>\n

\u2013 T\u00ecm mentor l\u00e0 Sales Manager \u0111\u00e3 th\u00e0nh c\u00f4ng 5\u201310 n\u0103m trong ng\u00e0nh b\u1ea1n quan t\u00e2m \u0111\u1ec3 h\u1ecdc t\u1eeb tr\u1ea3i nghi\u1ec7m th\u1eadt.<\/p>\n

\u2013 Role-play h\u1eb1ng tu\u1ea7n v\u1edbi \u0111\u1ed3ng nghi\u1ec7p: m\u1ed7i ng\u01b0\u1eddi \u0111\u00f3ng vai kh\u00e1ch kh\u00f3 t\u00ednh kh\u00e1c nhau (gi\u00e1 cao, so s\u00e1nh \u0111\u1ed1i th\u1ee7, ch\u1ea7n ch\u1eeb).<\/p>\n<\/div>\n\n\n\n

Ngo\u00e0i ra, n\u00ean tham gia c\u00e1c bu\u1ed5i training n\u1ed9i b\u1ed9 doanh nghi\u1ec7p v\u00e0 workshop c\u1ed9ng \u0111\u1ed3ng. Vi\u1ec7c ghi l\u1ea1i c\u00e1c cu\u1ed9c g\u1ecdi sales (c\u00f3 s\u1ef1 \u0111\u1ed3ng \u00fd c\u1ee7a kh\u00e1ch) r\u1ed3i nghe l\u1ea1i c\u0169ng l\u00e0 ph\u01b0\u01a1ng ph\u00e1p t\u1ef1 \u0111\u00e1nh gi\u00e1 r\u1ea5t hi\u1ec7u qu\u1ea3.<\/p>\n\n\n\n

10. Th\u1ecb tr\u01b0\u1eddng ngh\u1ec1 Nh\u00e2n vi\u00ean sales tr\u00ean CareerLink<\/h2>\n\n\n\n

D\u1eef li\u1ec7u kh\u1ea3o s\u00e1t t\u1eeb CareerLink cho th\u1ea5y ngh\u1ec1 nh\u00e2n vi\u00ean sales (Sales Representative) thu\u1ed9c nh\u00f3m c\u00f3 nhu c\u1ea7u tuy\u1ec3n d\u1ee5ng l\u1edbn nh\u1ea5t trong kh\u1ed1i kinh doanh \u2013 b\u00e1n h\u00e0ng. Quy m\u00f4 th\u1ecb tr\u01b0\u1eddng r\u1ed9ng, tr\u1ea3i d\u00e0i nhi\u1ec1u t\u1ec9nh th\u00e0nh v\u00e0 \u0111a d\u1ea1ng l\u0129nh v\u1ef1c h\u00e0ng ti\u00eau d\u00f9ng, c\u00f4ng ngh\u1ec7, t\u00e0i ch\u00ednh, d\u01b0\u1ee3c ph\u1ea9m.<\/p>\n\n\n\n

\n\n\n
Ch\u1ec9 s\u1ed1<\/th>D\u1eef li\u1ec7u tham kh\u1ea3o<\/th><\/tr>\n<\/thead>\n
Vi\u1ec7c l\u00e0m tuy\u1ec3n nh\u00f3m B\u00e1n h\u00e0ng\/Kinh doanh<\/strong><\/a><\/td>Kho\u1ea3ng 14.341 tin (th\u1eddi \u0111i\u1ec3m kh\u1ea3o s\u00e1t)<\/td><\/tr>\n
Kho\u1ea3ng l\u01b0\u01a1ng ph\u1ed5 bi\u1ebfn (nh\u00e2n vi\u00ean)<\/strong><\/td>10,3 \u2013 15,5 tri\u1ec7u\/th\u00e1ng (ch\u01b0a g\u1ed3m hoa h\u1ed3ng)<\/td><\/tr>\n
Kho\u1ea3ng l\u01b0\u01a1ng c\u1ea5p chuy\u00ean vi\u00ean\/gi\u00e1m s\u00e1t<\/strong><\/td>14 \u2013 20 tri\u1ec7u\/th\u00e1ng + hoa h\u1ed3ng theo KPI<\/td><\/tr>\n
\u0110\u1ecba b\u00e0n tuy\u1ec3n nhi\u1ec1u<\/strong><\/td>H\u1ea3i Ph\u00f2ng, B\u00ecnh D\u01b0\u01a1ng, H\u1ed3 Ch\u00ed Minh, \u0110\u1ed3ng Nai, \u0110\u00e0 N\u1eb5ng<\/td><\/tr>\n
H\u00ecnh th\u1ee9c l\u00e0m vi\u1ec7c ph\u1ed5 bi\u1ebfn<\/strong><\/td>To\u00e0n th\u1eddi gian, c\u00f3 c\u00f4ng t\u00e1c trong khu v\u1ef1c<\/td><\/tr>\n
Doanh nghi\u1ec7p tuy\u1ec3n n\u1ed5i b\u1eadt<\/strong><\/td>C\u00f4ng ty TNHH Yakult Vi\u1ec7t Nam v\u00e0 nhi\u1ec1u c\u00f4ng ty FMCG, c\u00f4ng ngh\u1ec7<\/td><\/tr>\n<\/tbody>\n<\/table><\/figure>\n\n\n\n

S\u1ed1 tin tuy\u1ec3n d\u1ee5ng l\u1edbn cho th\u1ea5y ngh\u1ec1 sales l\u00e0 m\u1ed9t trong nh\u1eefng l\u1ef1a ch\u1ecdn d\u1ec5 ti\u1ebfp c\u1eadn nh\u1ea5t v\u1edbi \u1ee9ng vi\u00ean m\u1edbi ra tr\u01b0\u1eddng ho\u1eb7c ng\u01b0\u1eddi chuy\u1ec3n ng\u00e0nh. M\u1ee9c thu nh\u1eadp c\u00f3 kh\u1ea3 n\u0103ng t\u0103ng nhanh theo n\u0103ng l\u1ef1c, \u0111\u1eb7c bi\u1ec7t v\u1edbi ng\u01b0\u1eddi t\u00edch l\u0169y \u0111\u1ee7 8 k\u1ef9 n\u0103ng c\u1ed1t l\u00f5i \u0111\u00e3 \u0111\u1ec1 c\u1eadp.<\/p>\n\n\n\n

11. C\u00e2u h\u1ecfi th\u01b0\u1eddng g\u1eb7p<\/h2>\n\n\n\n

1. Ng\u01b0\u1eddi h\u01b0\u1edbng n\u1ed9i c\u00f3 l\u00e0m sales t\u1ed1t \u0111\u01b0\u1ee3c kh\u00f4ng?<\/em><\/strong><\/p>\n\n\n\n

Ho\u00e0n to\u00e0n c\u00f3. Nhi\u1ec1u nghi\u00ean c\u1ee9u cho th\u1ea5y ng\u01b0\u1eddi h\u01b0\u1edbng n\u1ed9i (introvert) th\u01b0\u1eddng l\u1eafng nghe s\u00e2u h\u01a1n, chu\u1ea9n b\u1ecb k\u1ef9 h\u01a1n v\u00e0 x\u00e2y d\u1ef1ng ni\u1ec1m tin l\u00e2u d\u00e0i t\u1ed1t h\u01a1n \u2014 \u0111\u1eb7c bi\u1ec7t ph\u00f9 h\u1ee3p v\u1edbi sales B2B, sales consultative. Quan tr\u1ecdng l\u00e0 r\u00e8n luy\u1ec7n k\u1ef9 n\u0103ng giao ti\u1ebfp c\u00f3 ch\u1ee7 \u0111\u00edch thay v\u00ec c\u1ed1 \u00e9p m\u00ecnh th\u00e0nh ng\u01b0\u1eddi h\u01b0\u1edbng ngo\u1ea1i.<\/p>\n\n\n\n

2. H\u1ecdc chuy\u00ean ng\u00e0nh g\u00ec \u0111\u1ec3 d\u1ec5 l\u00e0m sales?<\/em><\/strong><\/p>\n\n\n\n

Sales l\u00e0 ngh\u1ec1 m\u1edf, kh\u00f4ng b\u1eaft bu\u1ed9c b\u1eb1ng c\u1ea5p chuy\u00ean ng\u00e0nh. Tuy nhi\u00ean m\u1ed9t s\u1ed1 n\u1ec1n t\u1ea3ng ph\u00f9 h\u1ee3p g\u1ed3m: Qu\u1ea3n tr\u1ecb kinh doanh, Marketing, Kinh t\u1ebf, Ngo\u1ea1i th\u01b0\u01a1ng, ho\u1eb7c c\u00e1c chuy\u00ean ng\u00e0nh k\u1ef9 thu\u1eadt\/d\u01b0\u1ee3c n\u1ebfu mu\u1ed1n l\u00e0m sales B2B chuy\u00ean s\u00e2u. Quan tr\u1ecdng h\u01a1n l\u00e0 k\u1ef9 n\u0103ng m\u1ec1m v\u00e0 th\u00e1i \u0111\u1ed9 h\u1ecdc h\u1ecfi.<\/p>\n\n\n\n

3. L\u1ed9 tr\u00ecnh th\u0103ng ti\u1ebfn ngh\u1ec1 sales nh\u01b0 th\u1ebf n\u00e0o?<\/em><\/strong><\/p>\n\n\n\n

L\u1ed9 tr\u00ecnh ph\u1ed5 bi\u1ebfn g\u1ed3m 5 c\u1ea5p: Sales Representative (0\u20132 n\u0103m) \u2192 Senior Sales\/Account Executive (2\u20134 n\u0103m) \u2192 Team Leader (4\u20136 n\u0103m) \u2192 Sales Manager (6\u201310 n\u0103m) \u2192 Sales Director\/Head of Sales (10+ n\u0103m). M\u1ed7i c\u1ea5p \u0111i k\u00e8m y\u00eau c\u1ea7u m\u1edf r\u1ed9ng v\u1ec1 qu\u1ea3n tr\u1ecb \u0111\u1ed9i nh\u00f3m, \u0111\u1ecdc d\u1eef li\u1ec7u v\u00e0 x\u00e2y d\u1ef1ng chi\u1ebfn l\u01b0\u1ee3c.<\/p>\n\n\n\n

T\u00f3m l\u1ea1i, k\u1ef9 n\u0103ng sales<\/strong> l\u00e0 t\u1ed5 h\u1ee3p c\u1ee7a 8 nh\u00f3m n\u0103ng l\u1ef1c g\u1ed3m giao ti\u1ebfp, \u0111\u1eb7t c\u00e2u h\u1ecfi, \u0111\u00e0m ph\u00e1n, qu\u1ea3n l\u00fd pipeline, storytelling, ph\u00e2n t\u00edch d\u1eef li\u1ec7u, t\u01b0 duy customer-centric v\u00e0 h\u1ecdc h\u1ecfi li\u00ean t\u1ee5c. Vi\u1ec7c k\u1ebft h\u1ee3p \u0111\u1ecdc s\u00e1ch kinh \u0111i\u1ec3n, h\u1ecdc kh\u00f3a online uy t\u00edn, t\u00ecm mentor v\u00e0 \u0111\u00f3ng vai role-play s\u1ebd gi\u00fap \u1ee9ng vi\u00ean n\u00e2ng cao tay ngh\u1ec1 nhanh ch\u00f3ng. V\u1edbi th\u1ecb tr\u01b0\u1eddng tuy\u1ec3n d\u1ee5ng sales s\u00f4i \u0111\u1ed9ng hi\u1ec7n nay, ng\u01b0\u1eddi \u0111\u1ea7u t\u01b0 \u0111\u1ee7 v\u00e0o k\u1ef9 n\u0103ng c\u1ed1t l\u00f5i c\u00f3 c\u01a1 h\u1ed9i th\u0103ng ti\u1ebfn v\u00e0 m\u1ee9c thu nh\u1eadp t\u1ed1t theo n\u0103ng l\u1ef1c th\u1ef1c t\u1ebf.<\/p>\n\n\n\n

Minh An<\/strong><\/p>\n\n\n\n

N\u1ed9i dung trong b\u00e0i mang t\u00ednh tham kh\u1ea3o. Th\u00f4ng tin l\u01b0\u01a1ng v\u00e0 s\u1ed1 li\u1ec7u tuy\u1ec3n d\u1ee5ng c\u00f3 th\u1ec3 thay \u0111\u1ed5i theo th\u1eddi \u0111i\u1ec3m v\u00e0 doanh nghi\u1ec7p c\u1ee5 th\u1ec3.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

T\u1ed5ng h\u1ee3p 8 k\u1ef9 n\u0103ng sales c\u1ed1t l\u00f5i m\u00e0 nh\u00e2n vi\u00ean kinh doanh c\u1ea7n c\u00f3, k\u00e8m c\u00e1ch r\u00e8n luy\u1ec7n qua s\u00e1ch, kh\u00f3a h\u1ecdc v\u00e0 role-play \u0111\u1ec3 n\u00e2ng cao hi\u1ec7u qu\u1ea3 c\u00f4ng vi\u1ec7c.<\/p>\n","protected":false},"author":58,"featured_media":21015,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[15],"tags":[],"class_list":["post-20974","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-goc-ky-nang"],"_links":{"self":[{"href":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/wp-json\/wp\/v2\/posts\/20974","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/wp-json\/wp\/v2\/users\/58"}],"replies":[{"embeddable":true,"href":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/wp-json\/wp\/v2\/comments?post=20974"}],"version-history":[{"count":9,"href":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/wp-json\/wp\/v2\/posts\/20974\/revisions"}],"predecessor-version":[{"id":23102,"href":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/wp-json\/wp\/v2\/posts\/20974\/revisions\/23102"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/wp-json\/wp\/v2\/media\/21015"}],"wp:attachment":[{"href":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/wp-json\/wp\/v2\/media?parent=20974"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/wp-json\/wp\/v2\/categories?post=20974"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.careerlink.vn\/cam-nang-viec-lam\/wp-json\/wp\/v2\/tags?post=20974"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}