THE FINANCIAL

UNIVERSITY OF FINANCE AND MARKETING

BUSINESS ADMINISTRATION

SALE MANAGEMENT

SURVEY FOR SALE FORCES

ASSESSMENT OF
MINH LONG TRADING EQUIPMENT CO.,
LTD

HO CHI MINH-2018
 THE FINANCIAL
UNIVERSITY OF FINANCE AND MARKETING
BUSINESS ADMINISTRATION

SALE MANAGEMENT

SURVEY FOR SALE FORCES

ASSESSMENT OF
MINH LONG TRADING EQUIPMENT CO.,
LTD

Lecturer : Pham Quoc Luyen

Class : CLC_15DQT1

HO CHI MINH-2018
 MỤC LỤC

INTRODUCTION ....................................................................................................... 3
CHAPTER 1: INTRODUCTION OF MINH LONG ACCESSORIES AND
TRADING CO., LTD .................................................................................................. 6
1.1. HISTORY AND DEVELOPMENT OF MINH LONG TRADING
EQUIPMENT CO., LTD ......................................................................................... 6
1.1.1. Information about the company ................................................................ 6
1.1.2. History begin................................................................................................ 6
1.1.3. Development process ................................................................................... 7
1.2. ACTIVITY OF MINH LONG TRADING EQUIPMENT CO., LTD ...... 8
1.2.1. Products - services ....................................................................................... 8
1.2.2. Market ........................................................................................................ 10
1.2.3. Organizational structure .......................................................................... 10
1.2.4. SUMMARY OF BUSINESS RESULTS OF MINH LONG
EQUIPMENT AND TRADING CO., LTD FOR RECENT YEAR............... 12
CHAPTER 2: SURVEY ON SALES FORCE EVALUATION AT MINH
LONG ACCESSORIES TRADING CO., LTD ...................................................... 13
2.1. SURVEY ON SALES FORCE EVALUATION AT MINH LONG
ACCESSORIES TRADING CO., LTD................................................................ 13
2.1.1. The scientific basis of sales force evaluation was applied at Minh Long
Accessories Trading Co., Ltd. ............................................................................ 13
2.1.2. Factors influencing the sales force evaluation of Minh Long Accessories
Trading Co., Ltd.................................................................................................. 14
2.1.3. The principles and methods of evaluating sales force achievements
have been applied at Minh Long Accessories Trading Co., Ltd..................... 15

1
 2.1.4. Process of implementing and organizing the evaluation of the sales
force in Minh Long Equipment Accessories Trading Co., Ltd ...................... 17
2.2. THE IMPACT OF THE SALES ASSOCIATION FOR THE SALES OF
SALES FOR THE BUSINESS RESULTS OF MINH LONG TRADING
EQUIPMENT CO., LTD ....................................................................................... 19
2.3. COMMENTS AND REVIEWS .................................................................. 20
2.3.1. Achievements of Minh Long Accessories Trading Co., Ltd .................. 20
2.3.2. Limitations in the evaluation of Minh Long Accessories Trading Co.,
Ltd 21
CHAPTER 3: SOME SOLUTIONS TO IMPROVE THE EFFICIENCY OF
THE SALES ASSESSMENT FOR SALES IN MINH LONG EQUIPMENT
LIABILITY COMPANY .......................................................................................... 22
3.1. Completing the evaluation criteria ............................................................. 22
3.2. Supplementary assessment methods .......................................................... 22
3.3. Change of assessment cycle ......................................................................... 23

2
 INTRODUCTION
1. Reason for the topic

Vietnam economy is now an open market when it participates in many world

economic organizations such as World Trade Organization (WTO), APEC (Asia -
Pacipic Economic Cooperation), alliances. This has brought Vietnam's economy to new
heights, which can be said to be opportunities for our country to exchange and learn
from developed countries; attracting foreign investment into Vietnam but also
challenges and obstacles due to the competition in the international market as well as
in the country. Companies in Vietnam want to survive and develop in the long run
demanding continuous efforts to make the best business strategies. In addition, people
have become a very important factor in the success of the organization, so companies
are always looking for ways to further promote the role of human resources, especially
sales force. One of the measures that the company needs to do is to properly evaluate
the sales force. Employee performance evaluations have a variety of effects, goals,
different approaches, and different effects.
Recognizing that problem, Minh Long Accessories Trading Co., Ltd has paid
attention to the evaluation of the sales force. However, the current evaluation at Minh
Long Accessories and Trading Co., Ltd. still has many shortcomings, which are formal,
emotional and yet deep. This affects human resource management such as reward, pay,
training, etc., and does not motivate employees to work better.
Starting from the above, the writer selected the topic: "Surveying the sales force
evaluation at Minh Long Accessories Trading Co., Ltd" as the research topic for the
report.

3
2. Purpose of the study
- Analyze the status of sales force evaluation at Minh Long Accessories Trading
Co., Ltd.
- Suggest solutions to improve the effectiveness of sales force evaluation at Minh
Long Accessories Trading Co., Ltd in the coming time.
3. Research Methods Research Methods
- Methods of data synthesis: based on the data source related to the survey topic,
dividing them into categories, groups of data to find out in detail, complete and
selective information. Important for the topic. Then linking each and every part
of information in a scientific way, creating a logical reasoning system.
- Comparison method: the method is used to compare the actual application of
treatment at the company based on surveys, organizational activities and
business results in the near years. These are the theories that have been learned
to clarify the difference, the similarity of the object of study.
- Observation Method: A method of recording specific events or human
behaviors: Observing the process, the way employees perform their duties at the
departments in the company. . Usually combined with other methods to cross-
check the accuracy of collected data.
4. Subject and scope of the study

 Research subject:

- These are the practices related to the evaluation of the sales force at Minh Long
Accessories Trading Co., Ltd.
- The research department is the business department at the company.

4
  Research scope:
- To study the contents of the sales force evaluation process at Minh Long
Accessories and Trading Co., Ltd.
- Propose meaningful measures in the coming years.
5. The layout of the topic

Chapter 1: Introduction of Minh Long Accessories and Trading Co., Ltd

Chapter 2: Survey on sales force evaluation at Minh Long Accessories Trading Co., Ltd

Chapter 3: Some solutions to improve the effectiveness of sales force evaluation at

Minh Long Accessories Trading Co., Ltd

5
CHAPTER 1: INTRODUCTION OF MINH LONG
ACCESSORIES AND TRADING CO., LTD

HISTORY AND DEVELOPMENT OF MINH LONG TRADING

EQUIPMENT CO., LTD

Information about the company

Company name: MINH LONG TRADING EQUIPMENT CO., LTD

Transaction name: MINH LONG CO., LTD

Address: 49/44 street 4, Binh Hung Hoa A ward, Binh Tan district

Phone: (08) 37180173

Email: huyennt@mltc.com.vn

Director / Legal Representative: NGUY TRN TRUNG BỐI

Tax code: 0312232327

Chartered capital: VND 3,000,000,000

Business License: issued on April 11, 2013 and officially opened on April 12, 2013

Business lines: purchase, supply machinery and accessories in the industry.

History begin

Minh Long Accessories Trading Co., Ltd is a privately-owned company which

was granted business license on April 11, 2013 and officially operated on April 12,
2013.

Over 3 years of establishment Minh Long proud of a staff of young, dynamic

creative, full of enthusiasm. Business in the form of trading, supplying machinery
and equipment serving in industries such as accessories in ventilation and air

6
 conditioning systems, mechanical refrigeration systems, piping systems technology
and equipment, etc.

Minh Long is a technology that reaches new heights of productivity with new
knowledge through technology. Maximize creativity and flexibility to seize new
opportunities, drive application and technology innovation into work and life.

In the early time of operation, the company was small in size and the initial capital
was rather limited so it faced many difficulties and challenges and only operated in
the area of Ho Chi Minh City and some neighboring provinces. . So far, the company
has grown wider, encroaching to other areas throughout the territory of Vietnam.

Development process

Since its inception so far has gone through more than 3 years of striving and
efforts to create the position and prestige today, the company has experienced the
following specific historical periods:

Stage 1 (2013-2015)

This is the initial stage in the first few years of the company found difficulties in
the personnel and how to do business. In the early time of operation, the company has
small scale, the infrastructure has not invested, the initial capital is limited so
encountered many difficulties and challenges and only operate within the area into Ho
Chi Minh City and some neighboring provinces.

Stage 2 (2016 to present)

At this stage, the company has started to make solid progress over the difficult
years of its establishment. The company has grown more and more, has become a
prestigious unit in the purchase of accessories accessories with the company in the
country.

In addition, this is the stage where the company has leapfrogged by signing new
contracts with major partners such as DaLat EverGreen Co., Ltd., Ampharco

7
Pharmaceutical JSC, Limited Liability Company Nylect Vietnam, Phu Kim
Construction and Trading Co., Ltd.

In early 2016, the company built two more warehouses, invested more modern
facilities, etc.

Over the long term, the company is constantly developing, gradually affirmed its
position in the domestic market as well as create prestige with customers. Currently,
the company is actively seeking new projects.

ACTIVITY OF MINH LONG TRADING EQUIPMENT CO., LTD

Products - services

Minh Long always aim at high quality products, high technology to satisfy the
needs of customers. Currently the company is trading in the form of buying and
selling, supplying other machinery serving in industries such as accessories in
ventilation and air conditioning system, pipeline technology and equipment, and so
on.
The main products of the company are DAIKIN and TRANE
Table 1.1: Product statistics of the company

Manufacturer Product type Manufacturer Product type

Wall mounted air Air conditioner cabinet

conditioner stand

Air-concealed ceiling Reconciliation

fans

Ceiling refrigerators Regulatory pressure

DAIKIN Air-concealed ceiling TRANE Air conditioning set
floor

Portable air Chiller

conditioner

Air conditioner stand Wall mounted air

conditioner

8
Multi system accessories

VRV system AHU

9
 Market

Through many years of business, the company has built up a large network of
buying and selling equipment in the country. Minh Long's product offering ranges from
South to North, with the North and Central markets accounting for 30% of sales, while
the remaining 70% is concentrated in the Southern market, mainly in Ho Chi Minh City.
Chi Minh.

The main customers of the company in 2016 are the enterprises, contractors
account for about 89%, personal customers accounted for 11% of the proportion.

And to promote the business, as well as affirm the position of the company on the
market, leaving the mark for consumers. At present, the company is aiming to expand
the market size to bring its products to the North to exploit the new potential customers,
in addition to invest more new projects to promote capacity. The increase in profit
margins contributes to the company's strong growth.

Organizational structure

At present, the staff of Minh Long has 25 employees. As a small-scale company,

mainly in the field of business is the industry, the organizational structure is much
simpler, the model is online. The organizational structure is based on the online model
as it is suitable with the current business conditions of the company, creating the unity
in the organizational structure, concentrating highly on the work spirit of employees
and employees in the company. You have a clear responsibility regime. Much of this
organizational structure is well suited to small to mid-sized companies
1.2.3.1. Organizational chart

10
 (Source: Administration - Human Resources)

Figure 1.1: Organizational Chart of Minh Long Company

11
 SUMMARY OF BUSINESS RESULTS OF MINH LONG
EQUIPMENT AND TRADING CO., LTD FOR RECENT YEAR

Table 1.2 : Business results of the company

Unit of calculation: VND

STT Targets 2014 2015 2016 2017

1 Revenue 8.266.940.428 15.957.170.852 25.954.730.793 16.788.675.260

2 Cost 7.808.322.861 15.018.906.667 24.268.488.220 15.722.454.152

3 Profit 458.617.567 938.264.185 1.686.242.573 1.006.221.108

12
CHAPTER 2: SURVEY ON SALES FORCE EVALUATION AT
MINH LONG ACCESSORIES TRADING CO., LTD

SURVEY ON SALES FORCE EVALUATION AT MINH LONG

ACCESSORIES TRADING CO., LTD

The scientific basis of sales force evaluation was applied at Minh

Long Accessories Trading Co., Ltd.

The system of criteria in evaluating the performance of the sales force is very
important and directly affects the results of the performance evaluation of the workforce
in the company. Building a system of criteria for evaluating sales force performance
must be based on the company's goals and actuality.

First, performance evaluation is based on the company's goals, the sales department's
ability to improve business performance, the goal of reaching high levels of
productivity, Maximum creativity and flexibility, seize the opportunities of employees.
The summary of the company's business results for the past three years in terms of
revenue, cost and profit for each year has been clearly defined. It shows that the
company has continuously built and developed the business day. a go up. Accordingly,
the company easily based on the results of this activity, to set new goals for themselves
in the next years.

Next, the ability of the company is also a scientific basis for performance evaluation.
Currently, the sales department of the company has 6 people, the number is quite small,
so the choice of evaluation method is also easier. In addition, assessment work is fast,
hassle-free and less time consuming.

Finally, for the most accurate, fair and transparent performance evaluation, the
company is based on individual performance and builds performance benchmarks,
comparing employees have met the requirements or not, reached or exceeded the

13
standard of how much. Because the sales force is an integral part of the company's
business, the success of the sales force is the success of the company.

Factors influencing the sales force evaluation of Minh Long

Accessories Trading Co., Ltd

The evaluation of sales force at Minh Long Accessories and Trading Co., Ltd is
influenced by many factors, leading to the ineffective performance of the company.

First and foremost, on the part of the company, in fact, over the past few years, Minh
Long Garment Accessories Trading Co., Ltd has not really paid much attention to the
evaluation of labor force performance. Yearly and the evaluation criteria only assess
the basic level of work performance of each individual. Therefore, the performance
evaluation for emulation and commendation has not been properly implemented to
develop the employees; Performance evaluation at the company more or less limited
effectiveness.

Followed by the subjective factors of the evaluator, the evaluation of the sales force
in Minh Long Equipment and Accessories Trading Co., Ltd is carried out by the
immediate superior, so it is easy to make many errors due to the owner trend. rating of
the evaluator. At the same time the evaluators have not been specifically instructed on
how to implement the work to achieve consistency in viewpoints, attitudes and equity,
so they tend to self-evaluate and choose Equal level for most employees if the
performance of individuals does not show a clear level. Therefore, the transparency and
fairness is quite ambiguous, the synthesis of evaluation results is unclear so the staff is
not appreciated.

Finally, salespeople themselves are one of the factors that influence performance
evaluation. In general, employees are very active, often find big contracts for the
company. They always emphasize self-discipline, earnestly perform the assigned tasks.
However, there are limitations in responding to the evaluation results of the staff, so
they accept the full evaluation from the supervisor. Therefore, the assessment of sales

14
force performance is difficult to build and improve better, true to the purpose of the
work.

The principles and methods of evaluating sales force achievements

have been applied at Minh Long Accessories Trading Co., Ltd

2.1.3.1. Principles

According to the survey, the assessment of the sales force at Minh Long
Accessories Trading Co., Ltd was not highly appreciated by employees because of the
subjective opinions of the evaluators. The standard is not specific, details.
However, activities in the evaluation system still follow the basic principles such
as:
- The performance appraisal is based on the set criteria, not on the performance
of the sales force by the unspecified standards. The company is based not only
on the surface of employees, but also on creative input and compliance with
regulations.
- The method of simple evaluation, the specific evaluation time is publicized to
all employees right from the beginning when recruiting, the evaluation is done
in the last month of the year; Notify, remind employees when the evaluation
period. As a result, workers can be assured of their work, and ambitious
employees will have the opportunity to confirm their position and increase
their chances of advancement.
- The assessment has been carried out according to the plan and process set out
- The assessment of the assessor is also very flexible, practical. The evidence is
that when employees take leave from 2 to 7 days for personal reasons such as
illness, the importance of family is not counted as irresponsible for work
2.1.3.2. Methodology

At present, Minh Long Accessories Trading Company Limited uses graphical scale
method to describe the level of annual achievement of the workforce, the results of this
achievement will be applied to the implementation. Make decision on the amount of
bonus for each individual.

Table 1.3 : Criteria for assessing workforce performance according to the graphical
scale method

15
 Maximum
Ordinal number Criteria Calculation
point

Volume of work done 50 Score X maximum

1
completion rate

Quality work done 30 Minus 1 to 5 for one

2 error

To abide by internal rules 10 Minus 1 VND for one

3 and regulations on labor infringement
discipline

Creativity, suggestions, 10 Suggestions, initiative:

4 innovations 1-5d
No suggestions: 0đ

TOTAL 100

(Source: Bussiness Department)

After evaluating and scoring the points for each employee, the evaluator will divide the
individual level according to Table 2.7 as follows:

Table 1.4 Ranking of employee performance evaluation results

Classification Points

ACHIEVED >= 65 points

NOT ACHIEVED < 65 points

(Nguồn: Bộ phận kinh doanh)

16
 In Table 2.6, the evaluation criteria only met the basic level of workload, quality
of work, working time and labor discipline; Other important criteria have not been
included in the assessment: attitude in the work of employees and customers.
The evaluation of the sales force of Minh Long Accessories Trading Co., Ltd has a
general form, not very clear, specific. The evaluators here are mainly business managers
and managers who are prone to make subjective errors when making decisions. They
have to rely on solving everyday problems and the subjective will to decide and
determine the performance ratio for employees. According to the survey of some sales
individuals, their salary and bonus issues are not satisfactory and the identification of
training needs, personal development is not carried out.

Process of implementing and organizing the evaluation of the sales

force in Minh Long Equipment Accessories Trading Co., Ltd

Evaluation of sales force performance is very important to ensure sales force achieve
the target. However, the assessment of sales force at Minh Long Accessories Trading
Co., Ltd is not close and effective. And evaluation of the sales force at Minh Long
Accessories Trading Co., Ltd is as follows:

17
 2.1.4.1. Determine the basic criteria to be evaluated

The first step in the process of evaluating the sales force, the company director and
the sales manager have developed the basic evaluation criteria, the criteria that
contribute to the motivation of the employees increase. achievements. Minh Long
Company usually uses basic criteria to evaluate the sales force, such as the workload,
the quality of the work performed, the implementation of internal labor regulations, the
creative contribution of the individual. These criteria do not fully reflect the aspects of
the performance of the work of the employees.

2.1.4.2. Identify the evaluator

Minh Long company's sales force evaluation is mainly conducted by leaders, direct
supervisors and individual employees. The supervisor directly evaluates his sales staff,
which evaluates both the sales department and sales staff.

However, Minh Long Company has no plan to instruct as well as training staff for
the assessment. The evaluator is not aware of the role, meaning, importance of
performance evaluation, and is not really knowledgeable about how the criteria should
be applied, leading to the failure to select the appropriate assessment method unify.

2.1.4.3. Select the appropriate evaluation method

At present, there are many performance evaluation methods for companies to

choose from: comparison method, target management method, KPI method, etc. At
Minh Long Accessories Trading Co., Ltd, we have selected the method of measuring
graphical rating. For this approach, the leader will perform a sales force evaluation
based on criteria such as workload, quality of work, creativity, reliability, etc., of the
individual. Grade A, B, C, D.
Minh Long Company is small scale, the number of sales staff is not much and the
management has not really paid attention to the assessment so the method of
measuring the scale is considered appropriate by this method is easy to implement.

18
present. However, the graphical approach is susceptible to the subjective factors of the
evaluator, and does not fully evaluate the aspects of individual job performance.

2.1.4.4. Inform employees of the time, scope and content of the

evaluation

At present, Minh Long Accessories Trading Co., Ltd uses the form of periodical
evaluation in the last month of each year. The results of the year-end review exercise
are the basis for the company's leadership to determine salary, bonus, 13th month, Tet
holidays as well as disciplinary procedures for employees. Do not complete the task
well each year.
The method and content were disseminated to each individual from the beginning
when recruiting personnel, fixed the criteria of evaluation on the information board of
the room and the leader informed the management directly when the period
evaluation, then management communicates back to the staff.

2.1.4.5. Performance evaluation

The situation at the company is the individual who is responsible for evaluating the
sales force who has implemented the performance evaluation process in accordance
with the set plan, the evaluation based on the results of the performance report. the work
of each employee. Subsequently, leaders and their immediate supervisors will discuss
the results of the assessment before reporting the results directly or indirectly via email
to each employee.

THE IMPACT OF THE SALES ASSOCIATION FOR THE SALES OF

SALES FOR THE BUSINESS RESULTS OF MINH LONG TRADING
EQUIPMENT CO., LTD

By analyzing the situation of the company and assessment of the sales force in Minh
Long Equipment and Accessories Trading Co., Ltd. At the same time, based on the
company's performance in recent years, corporate profits have increased over the years.
Specifically, in 2014, the profit will be 458.62 million dong, profit will reach 938.26

19
million dong in 2015 and 2016 dong to 1.686.24 million dong and the current profit
will be 1,006 million dong by the end of 2017. We see the impact, the consequences of
the assessment of the sales force in the company as follows:

 ➢Management: The company has developed short-term performance appraisal

methods for staff performance in line with quality standards and quality, and so
on. The work of each employee becomes clearer, the manager assesses the
strengths and weaknesses of the staff more specific, from which measures to
develop, maintain strengths and overcome. weakness. At the same time, the
performance of the sales force becomes better, resulting in increased sales..
 Sales force: The achievement of performance evaluation motivates employees
to increase productivity and efficiency. This is reflected in the number of orders
of the company increased over the years, specifically in 2014 there are 66 orders,
in 2015 there are 126 orders and 1456 in 2016 orders are made. The increased
number of orders includes an increase in the number of orders from new
customers and an increase in orders from old customers.
 Personnel Recruitment: Performance appraisal has helped leaders make more
informed decisions about recruitment and promotion. The leader selects the right
people and distributes the right people, the right talent, the position, thereby
increasing the efficiency of the company's business.

COMMENTS AND REVIEWS

Through investigation, survey at Minh Long Accessories Trading Co., the writer
found the situation the good and not good in the assessment of sales force, as follows:

Achievements of Minh Long Accessories Trading Co., Ltd

Compared with the first year of establishment, Minh Long Company has started to
focus on sales force, interested in evaluating the sales force and have good policies to
encourage employees to do. to increase labor productivity. This is reflected in the
revenue and profit of the company increased year by year, better than last year.

20
 Limitations in the evaluation of Minh Long Accessories Trading Co.,
Ltd

Minh Long Company has paid attention to the evaluation of the sales force, but
because of the size of the organization is quite simple and small so the status of
performance evaluation is not focused. many, the reality shows:

- The system of evaluation criteria is quite basic, can not evaluate the whole
aspects of sales activities of individuals, is not enough, so more criteria to assess
the sales force In terms of capacity, attitudes, behaviors, etc. The textual system
used for the assessment is sketchy, incomplete, detailed and mostly dependent
on the evaluator.
- Company leaders, performance appraisers and sales staff in the company are not
aware of the importance or significance of the sales force's performance
evaluation in the company. How to influence the results of business operations
of the company.
- Currently, the company has no plan to instruct and train staff to assess
performance in the company, the staff do not really understand the assessment
of the performance evaluation process, the The request leads to common errors
in the employee assessment process and the evaluation results are not fully
satisfied.
- Evaluation activities are subjective, not many participants such as colleagues.

21
CHAPTER 3: SOME SOLUTIONS TO IMPROVE THE
EFFICIENCY OF THE SALES ASSESSMENT FOR SALES IN
MINH LONG EQUIPMENT LIABILITY COMPANY
In addition to the positive aspects of evaluating the sales force that the company is
applying, the writer recognizes the existence of constraints when the company can not
offer more measures to complete. Performance evaluation for sales force to address
their satisfaction needs, improve the quality of work performance. Recognizing that,
the writer has to find out and have more solutions so that staff can give comments to
the management board, to consider and make decisions better treatment, specific:

Completing the evaluation criteria

Criteria for evaluation are considered key to the performance assessment system,
reflecting the tasks of the employee and the expectations of the supervisor.
Criteria for evaluation must be established based on the job description and
objectives agreed between the manager and the employee. Therefore, in addition to the
objectives of the evaluation, the way to set up performance evaluation criteria is very
important, based on scientific and unified.
The company can develop criteria for assessing the sales force's performance,
including compliance with discipline, work rules, progress of completion, professional
knowledge, completed workload , quality of work; business planning, planning and
compliance, customer attitudes, collaboration with colleagues, sales during the period.

Supplementary assessment methods

Based on the objective of the company's evaluation and the type of evaluation used, the
proposer should use a combination of other appropriate assessment methods to
effectively promote the results. The results of the evaluation system include:
- Apply a graphical scale to evaluate the performance criteria
- Applying comparative methods to evaluate the performance of employees, so that the
level between employees will be clear, treatment is easier to implement.
- Application of KPI method with 6 steps to evaluate performance; Displayed through
data, proportions and quantitative indicators to reflect the performance of organizations,
sections or individuals. This method evaluates the current performance of a goal or a
strategic objective quickly; Decisions are made faster when accurate and perceptible
22
measurements are taken, which can help the manager to recognize the performance of
the company or department or at the specific department or individual in a way more
specific
Change of assessment cycle

At present, Minh Long Accessories Trading Co., Ltd performs the assessment of
labor force performance in the last month of the year. According to the results of the
staff survey, they were satisfied with the 6-month evaluation period rather than the one-
year evaluation with a 70% rate because the assessment cycle was too long to make the
employee unrecognizable. How do you do your work during the whole year, the goals
set by the workers themselves, besides the evaluation 1 year / 1 times the salary is not
satisfied.
The proposition that the company should evaluate every 6 months to not only ensure
to keep abreast of the company's goals but also timely feedback to employees to know
their strengths and weaknesses. Can improve performance, fix bugs.
Summing up the results of the year-end results is a two-period result that takes into
account improvements in performance.

23
 CONCLUSION
Investing in human resources is a strategic and long-term investment that has a
great impact on the company's existence and development in the context of
globalization today.
Evaluating sales force performance is a matter for companies to take into account
when the human resource becomes the core resource of the company, especially sales
force that is the direct source of the supply. revenue, profits of the company.
The topic of "Survey on Sales Force Assessment at Minh Long Accessories and
Accessories Co., Ltd" was followed up in analyzing the positive aspects as well as
pointing out the shortcomings in evaluating the results. staff at the company. Based on
the theory and actual implementation in the past years at the company, the writer has
completed the evaluation of achievements, creating conditions for the company to
assess the right people, the right job, the development of treatment policy. , reward,
punishment and training, thereby improving the efficiency of using human resources at
the company. In order to cope with the challenges of entering the competitive market,
the trading companies, including Minh Long Accessories Trading Co., Human
resources - Sales force through employee performance assessment to create motivation
and employee engagement with the company, training and development staff in line
with the development goals of the company. in the new era.
In the course of the study, the report on professional practice was inevitable. We
hope to receive the comments to help writers improve in their research work./.
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