Sales management at an institution of higher education : the case of Hoasen University in Vietnam | |
| Author | Bui Thi Van Quynh |
| Call Number | AIT Proj. no.EMBA-VN-16-19 |
| Subject(s) | Sales management--Vietnam--Case studies Education, Higher--Employees--Attitudes--Vietnam |
| Note | A project submitted in partial fulfillment of the requirements for the degree of Master of Business Administration (Executive) in International Business – Management of Technology (VN) |
| Publisher | Asian Institute of Technology |
| Abstract | This research paper studies the factors which effect the sales performance of Hoasen Training Center, a department of HoaSen University. The research starts with explaining the practical situation of the center with the purpose to help readers understand its context. Given the circumstances, the author identifies objectives and entities for the study. Base on the raised hypothesis, the author used questionnaires and in-depth interview to collect data. The questionnaires were carefully designed to reflect the research’s objectives and the respondents were randomly selected based on the current leaner data. In-depth interviews and observation on employee also support to dig into the issue and give suggestions. The research revealed that the employee skills have negative impact to the learner’s experience at the center and their performance are shaped due to the lack of motivation at the workplace, the inappropriate leadership and the service quality which led to the bad results of the business. Although the research was limited in duration and scope, the findings will be important reference for the center’s board of management to take immediate action to improve the current circumstance and prepare for the long-term plan to transform the business in order to compete with emerging formidable opponents. |
| Year | 2016 |
| Type | Project |
| School | School of Management |
| Department | Other Field of Studies (No Department) |
| Academic Program/FoS | Master of Business Administration (Executive) in International Business - Management of Technology (VN/BKK)) |
| Chairperson(s) | Bechter, Clemens (Co-chairperson);Badir, Yuosre (Co-chairperson) |
| Examination Committee(s) | Swierczek, Fredric W.;Tocquer, Gerard |
| Degree | Project (M.B.A.) - Asian Institute of Technology, 2016 |