Setting up a fanpage contributes to increase sales at PQ medical company

Bachelor’s Degree in Managing and
Running Organization
Major: Project Management

PQ MEDICAL JOURNEY CREATE FAITH
LE NGOC ANH

PQ Medical Beauty Limited Liability Company

Promotion 2021-2022

Address: 158 Nguyen Khanh Toan, Cau Giay, Ha Noi

Working period from March 1st 2022 to May 31st 2022

“Setting up a fanpage contributes to increase sales at PQ
Medical company”
Tutors in university

Tutors in enterprise (Name and Position)

NGUYEN KHAC NGHIA

HOANG THI PHUONG ANH

HANOI, May 2022


ACKNOWLEDGMENTS
During the project implementation: "Set up a fanpage to increase sales at PQ
Medical company", Hanoi Branch. Finally, I finished this project report. I would like

to thank the teachers of the Faculty of International Education at Vietnam Trade
University and the University of Toulon for their dedication in teaching me valuable
knowledge and skills, and supporting me to complete my studies in this report.
I would like to express my sincere thanks to lecturer Nguyen Khac Nghia, who
gave me very detailed instructions and guidance so that I could complete this project
report in the most complete way.
At the same time, I would like to express my thanks for your cooperation and
facilitation. In particular, Mr. Quach Van Lam, Ms. Hoang Thi Phuong Anh and the
entire staff of PQ Medical allowed me to carry out the project, providing the necessary
data and documents for me to complete the project.

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TABLE OF CONTENT

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LIST OF PICTURE
Picture 1: Slogan of PQ Medical company..................................................................................................2
Picture 2: Fanpage after it was created......................................................................................................7
Picture 3,4,5: The entire content of one and an image of a recent post...................................................9
(May 28, 2022)............................................................................................................................................9
Picture 6: A post about content with hangtags, print, and promotions..................................................10
Picture 7,8: Results after 3 months of running ads..................................................................................11

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I. COMPANY INTRODUCTION
1.1 GENERAL INFORMATION ABOUT COMPANY
PQ MEDICAL BEAUTY EQUIPMENT CO., LTD
Head Office Address:
Facility 1: based in the North: House No. 35 Alley 68 Trung Kinh Street, Yen
Hoa Ward, Cau Giay District, Hanoi
Facility 2: Southern branch: Pham Van Bach, ward 15, Tan Binh district, Ho Chi
Minh city
Tax Code: 0107960443
PL Representative: Quach Van Lam
Company Name Abbreviation: PQ MEDICAL CO., LTD
Name of Main Line of Business: Wholesale of other machinery, equipment and
spare parts
Type of Organization: Economic organization producing and trading services and
goods
Economic Sector: Private Economy
Tax Administration: Cau Giay District Tax Department

PQ MEDICAL is a leading company in the field of providing modern aesthetic
technology machines. The company was established in August 2016 with a welltrained, enthusiastic staff that understand customers. The company is always updating
new trends in the world and Vietnam markets to bring the best value and maximize
satisfaction to customers.

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Picture 1: Slogan of PQ Medical company
- The company provides the following products:
Burners
Mini hair removal machine

Mini slimming machine
Mechanical lifters
Electrophoresis machine
Lead eraser
Hot and cold hammer
Light mask
Magnet masks
Heat mask
In addition, the company also provides a number of other equipment: Mechanical
Acne Vacuum Cleaner, 17 diamond Machine, Towel Steamer, Non-Needle Machine,
Purple
Electric Machine, Stone Attachment Kit, Omega Cage and provide repair
services and installation of Spa machines.
Contacts
+ Hotline: 0921222868

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+ Website: pqmedical.vn
+ Email:
Personnel size: 100 employees and 20 young engineers
(Including: warehouse department, technical department, sales department,
personnel administration, ...)
- Organizational chart :
General Manager

Warehouse side
department

Warehouse
management

Warehou
se staff

Export
staff

Personnel
administration
department

Technical
department

Repair
technique

Transfer
technique

Salesman

Business
department

Business
manageme
nt

Cargo inspection
staff

1.2 SWOT ANALYSIS
- Strength:
+ PQ Medical Company is a large cosmetic equipment trading company and is
fully licensed with legal documents of the state, creating prestige and peace of mind
for customers when buying at the company.
+ The company has links with many major global partners to create trust with
customers and also help promote product sales.
-Weakness: The company needs to improve thoughtfully in product consulting
and customer care services because this is an issue that customers and partners of the
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company see and make their own assessment, so the company must increasingly
improve. benevolent.
- Chances:
+ Society is developing, people's beauty needs are increasing, many beauty
salons are springing up, so the company is increasingly promoting product advertising
to the market, seeking to reach more customers. customers, partners, beauty salon
centers, cosmetic hospitals to be able to provide products for them, promoting the
company's sales.
+ Organize more events, services or promotions for customers to buy the
company's products, ...
The company is ahead of the competition in terms of price, so it is an extremely
good opportunity, and at the same time, it must drastically improve the issues of
product consulting and customer care services.
-Threats: If the company refuses to improve service issues such as: customer

service, product advice, product promotion, ... then this is really a threat to the
company because the company will lose potential customers.
II. PROJECT INTRODUCTION
2.1. INTRODUCTION
In order to carry out a well-done personal project, I contacted the management of
PQ Medical. Through the process of surveying and researching at the company with
the help of CEO Quach Van Lam, I learned that the company is currently selling and
distributing a lot of beauty equipment products such as tattoo removal machines,
melasma machines, slimming machine, skin rejuvenation machine, hair removal
machine and other basic machines. Meanwhile, the demand for beauty of women is
increasing day by day. Especially after the prolonged covid epidemic and social
distancing. The beauty product market still has a lot of potential for development.
Through the information that I personally have, I decided to choose to set up a separate
page to focus on advertising the beauty products that the company currently has. I
talked to the CEO of this company and learned that the company needed to improve its

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marketing. Therefore, the idea for my personal project is: " Setting up a fanpage to
contribute to increase sales at PQ Medical company" and it approved by this CEO.
2.2. PROJECT OBJECTIVES
Create a fanpage in 3 months with a budget of less than 5 million VND.
2.3. DELIVERABLES
- Design a fan page and post 25 articles on the prepared fanpage (average 1 post
every 3 days).
- Return the money of sold products to the company.
2.4. MILESTONES
- March 1st: Directly representing PQ company to discuss the implementation of
the implementation process.

- March 5th: Create a fanpage.
- March 7 - May 25: Prepare content and post it on the fanpage.
- March 7 - May 25: Directly consulting customers through fanpage and selling
products directly at the company.
- March 14 - May 25: Run ads, develop fanpage, ...
- March 21 - 22: Project assessment
- May 25: Handing over the fanpage and working back to the company.
- May 26 - May 31: Report writing.
* WBS of the project:
Setting up a fanpage to contribute to increase
sales at PQ Medical company

Create a fanpage

Prepare
images, videos
suitable for the
content of the
post

Prepare content

Post content
full of
information

Developing
fanpage

The article

combines
many
methods such
as using
hashtags, …

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Run ads

Consulting,
selling products

Via
fanpage

Customers
at the
company


* Gantt chart:
Work plan
Directly representing PQ company to
discuss the implementation of the
implementation process
Create a fanpage
Prepare content and post it on the fanpage
Directly consulting customers through
fanpage and selling products directly at the

company
Run ads, develop fanpage
Project assessment
Handing over fanpage and work back to
the company

Start
date

End
date

Total number of days
done

1/3

1/3

1 day

5/3
7/3

5/3
25/5

1 day
80 days

7/3

25/5

80 days

14/3
21/3
25/5

19/3
22/3
25/5

6 days
2 days
1 day

2.5. TECHNICAL REQUIREMENTS
- The product must reach the set target (about 300 likes and follows fanpage).
- The article meets the requirements for content and product information.
2.6. RESTRICTIONS AND EXCLUSIONS
+ Reach customers nationwide.
+ Group of potential customers interested in beauty services and products.
III. PROJECT TASKS
3.1. CREATE A FANPAGE
After learning about the company, I learned that the company has a website but
does not have a fan page that is really attractive to impress customers. Meanwhile, in
Vietnam, the percentage of
Facebook users account for more than 70% of the national population (nearly 76

million according to statistics as of June 2021). It is an advertising channel and also a
potential sales channel that the company or anyone can exploit. In Vietnam, many
individuals have used their personal facebook accounts to post for sale different
products such as: clothes, shoes, bags, perfume..., food. Some other individuals also
use live streams on facebook to sell products and they have sold a large number of

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products and have brought in a lot of profit. Therefore, I chose to set up a complete
and impressive fanpage to advertise the products of PQ Medical company and chose it
as my personal internship project at this company. And my project: "Setting up a
fanpage to increase sales at PQ Medical company" was accepted by the representative
of PQ Medical company. This is the fanpage that I designed at PQ Medical:

Picture 2: Fanpage after it was created
The cover page of the fanpage has been designed with the image of a number of
mfa products that the company is directly distributing and the market demand for those
products is high.
The fact that he created a fan page with the primary goal of advertising the
company's image, brand and products to many customers who are in need of beauty
care. This is a completely free advertising channel but it will be quite difficult to make
a strong impression with many customers or to reach a large number of potential
customers present in the beauty market.
3.2. TASK 2: PREPARE CONTENT
If a fanpage wants to develop, it needs to first build its own image and brand by
posting regularly to maintain interaction with customers and the content of the posts
meets the requirements.
- Posting rate: Regularly (about once every 2 or 3 days)
- Posting time: In about 3 months.

+ Morning: Around 9:00am - 11:00am
+ Afternoon: Around 3:00pm – 5:00pm

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+ Evening: 6:00pm – 7:00pm
=> Posting time is an extremely important factor. That is the posting period that
has the most interaction because then the percentage of people online on facebook is
high. Therefore, when posting an article at the right time will create high efficiency.
- Posting content: Content is an important part that accounts for 70% of the
success of the post and the remaining 30% depends on the image element (or using
videos, it will create a higher rate than images but content will be reduced).
The content of the post should be complete and clear with information about the
product or the purpose of posting: Product name, brand, product model, product
technology, product use and product usage. In addition, it is necessary to update the
promotional policy accompanying the product (if any) and the time of the promotion
program of that product.
Post content wants to increase interaction and create credibility, the posts need to
add the "hashtag" line.
The content of a post will be very boring when the content is too long without
images or the post is not too short without supporting videos => These are two factors
that support each other and determine the quality factor. the volume of the post and
contribute to the personal brand of the fanpage.
Requirements: Before posting a post about a product, it is necessary to learn
details and specifics about that product, then synthesize the necessary elements and
write a complete content. Combine the preparation of sharp, vivid images/videos, clear
sound to attract customers.

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Picture 3,4,5: The entire content of one and an image of a recent post
(May 28, 2022)
3.3. TASK 3: DEVELOPING FANPAGE
Regular posting of full content can only help the page plagiarize the company's
brand and product profile. But if you want more people to know and be able to sell and
increase revenue through that fanpage, it's very difficult to just rely on posting. So I
found the following solutions:

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- The content of the articles always has hashtags, printed words, about product
information, uses, ...
- Keywords make a strong impression.
- Title creates curiosity, humor.
- Posts that incorporate promotions, …

Picture 6: A post about content with hangtags, print, and promotions
- In order to increase the number of fanpage followers in the simplest and
completely free way, I chose to invite my friends on facebook to like the page and that
worked, but of course, the effect was not high. Because the purpose of creating a
fanpage is not only to advertise products to many people, but the important goal of the
page will be a sales channel that contributes to increasing sales of PQ Medical
company. Therefore, I have suggested running fanpage ads to find real potential
customers. I proposed to Ms. Hoang Thi Phuong Anh, who is the head of a business
branch of the company and the person who directly supported and guided me to
practice at this enterprise and was approved with the cost of the proposal. this is
5,000,000 VND

- Running Marketing:
+ March: Running marketing vs costing 3,000,000 VND. I used to run directly on
the page for 1 week (March 14 - March 19). This is a rather small amount for running
ads because currently the cost of advertising on facebook applications has increased.
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And this is my personal project so that amount is the test run amount. If successfully
applied and found customers who create transactions and earn revenue, they will be
considered for the ad run in April. At the end of that ad run, I have collected 3 sources.
customer information and have signed a transaction for a hair removal machine sales
product. Average for a customer information is 1,000,000 VND / 1 customer
information.
+ April: Because the advertising campaign in March got good signals, the
marketing cost for April was doubled to 6,000,000 VND. With this cost, the time to
run the ad has doubled and thanks to the effect of the 1st (March) ad, it has created a
platform of time to reach customers. Therefore, the number of interactions with the
fanpage after running the second ad (April 11 - April 23) increased rapidly and brought
back 7 customer information. The average for a customer information is 850,000
VND.
+ May: continue to run ads at a cost of 6,000,000 VND (May 9 - May 21) and
sell 3 more products. The cost to pay for a customer information is equal to 4 months.
After 3 months of running the ads, the number of interactions and likes on the
fanpage has increased significantly and sold 6 products, helping the company increase
revenue to meet the project's goals.

Picture 7,8: Results after 3 months of running ads

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* Cost of running ads:
Ads run time

Number of days

Cost

First time

14/3 – 19/3

running ads
6 days

3,000,000 VND

The second

11/4 – 23/4

13 days

6,000,000 VND

time
Thrice

9/5 – 21/5

13 days

6,000,000 VND

3.4. TASK 4: CONSULTING AND SELLING PRODUCTS
Creating a fanpage running advertising is on the rise, there will be a lot of customers
who are interested in beauty products that will interact a lot. Or when making an
appointment or inviting guests to the company to experience the company's products and
services, it is actually required that all employees understand the products: usage, prices and
services, programs. Promotion from time to time to directly sell products at the company
and consult customers on Fan page.
3.5. PROJECT RESULTS AND ASSESSMENT
3.5.1. Results
Task

Evaluate Progress

Task 1: Create a fanpage

Accomplished

Task 2: Prepare content

Accomplished

Task 3: Developing fanpage

Accomplished

Task4: Consulting, selling products

Accomplished

Task 5: Assessing the project

Accomplished

Actual work done

Actual

Actual

Actual completion

start date

end date

date

Directly representing PQ company to
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discuss the implementation of the

1/3

1/3

1 day

implementation process
Create a fanpage

5/3

5/3

1 day

Prepare content and post it on the

7/3

25/5

80 days

fanpage and selling products directly

7/3

25/5

80 days

at the company
Run ads, develop fanpage

14/3

21/5

32 days

Project assessment

21/3

22/3

2 days

Handing over fanpage and work back

25/5

25/5

1 day

fanpage
Directly consulting customers through

to the company
3.5.2. Project Assessment
After 3 months of internship, the project was generally completed and achieved the set
target. Projected works are carried out and performed on time. However, running the ad

happened beyond the original plan in terms of time and capital. The capital to be paid for
advertising was much more than the initial personal estimate when starting the project was
less than 5,000,000 VND.
Because Facebook's current marketing fee is quite high. The cost depends on the
product running the ad. The higher the value of the advertised product, the higher the cost
for a customer's information. As for the cosmetic equipment products of PQ Medical
company, all of them have great value, so the cost to pay for a customer information is on
average 500,000 VND - 5,000,000 VND or more. The price to pay for this customer
information is expensive or cheap depending largely on the quality of the advertising
channel. According to my personal survey, there are many test pages in a week, the trial cost
is 5,000,000 VND / 1 week / 1 fanpage, but I can't find any customer information.
Therefore, after a trial period of advertising in March for a week, me and Ms. Hoang Thi
Phuong Anh - sales branch manager sat down and jointly reviewed and evaluated the results
of the project of running test ads through fanpage. which I created yields: Success.
Therefore, my proposal to continue running ads in April was approved by the company

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representative. Advertising costs for April are no longer just VND 3,000,000, but have been
doubled to VND 6,000,000 for a two-week ad run time.
- A new fanpage created but after 3 months:
+ Page > 3000 page likes
+ Posts > 300 likes, comments and shares, ...
+ 300 five-star reviews for the page
+ After all 3 runs of ads, they generate sales for the company

The project was on the right track and the initial goals set forth. Fanpage is evaluated
by the company for good performance. And this is a success beyond my imagination and
initial expectations.

IV. PROJECT SUMMARY
4.1. DIFFICULTY IN PROJECT IMPLEMENTATION - SOLUTION RESULTS
4.1.1. Difficulty when consulting directly with customers when starting the
project implementation.
- Difficulties: Because the company has many products and different uses and
the equipment is quite modern, learning about the products will need a lot of time to
learn all about the strengths and weaknesses, use, operating mechanism to advise
customers. In addition, when knowing about the product, the consulting skills for
customers are not experienced enough to convince customers or answer difficult
questions of customers.
- Solution: I suggest the company support, listen and learn how to sell from
knowledgeable brothers and sisters working at the company. The sales and marketing
department has been very supportive of me.
- Result: Thanks to the dedicated guidance of the brothers and sisters in the
company, my project has learned a lot of new knowledge about products and skills to
be able to handle unexpected situations. a skillful way.
4.1.2. Difficulty developing a fanpage.

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- Difficulties: The preparation of full content, diverse but attractive products to
customers is a job that requires high skills and experience. In addition, coming up with
ideas for customers to actively impress, enjoy, trust and learn about products is a rather
difficult question because frequent discounts, calls to like fanpage, and links to
websites make many customers uncomfortable.
- Solution: Instead of just discounting products when customers place an order,
you can give a free trial voucher for some of the company's products. After customers
come to test, grasp the psychology and needs of customers to advise and sell products.
Enclosed with strong discount vouchers for the next time customers come back to

continue using the product.
- Result: The interaction of the fanpage increased significantly and the number of
customers registering to use the free trial product increased in proportion to the
increase in customer interaction on the fanpage.
4.1.3 Difficulty using Facebook tools.
- Difficulties: Facebook's current mechanism sometimes causes the fanpage to
miss messages or comments from customers. Each comment or comment message is
an omitted order. In addition, some customers complained that the chat with Pages
when sending a private message was faulty or that it was difficult to send messages.
- Solution: Improve the tool browser of the fanpage.
- Result: Still in the process of perfecting the browser tool of the fanpage, so we
are monitoring the process and giving the results after a long time of monitoring.
4.1.4. Difficult to run ads.
- Difficulties: In the condition of a meager and limited budget, running ads will
be overwhelmed by stronger competitors.
- Solution: Promote more creative and impressive advertising content to help
make a better impression on customers. Especially customer care service when
customers interact on the fanpage. This is a way to help customers feel served and
professional, with a more sympathetic impression.
- Result: Always put the passion of the product and the company into the
advertising content to create a friendly, sincere and special difference from other
strong competitors. Thereby creating trust of customers so that customers can trust to

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try the company's services and products. Although the number of customers is not
high, in return they are quality customers.
4.2.

LESSONS

LEARNED AND

IMPLICATIONS

FOR

INTERN

MEMBER
* Teamwork skills
In 3 months of implementation, I have had many positive changes in knowledge
as well as other skills. Especially:
+ There are many differences in communication skills with employees at PQ
company and in the process of communicating with customers => Increase personal
communication ability
+ Problem solving skills: is one of the skills that individuals can learn from
experienced colleagues in the company. Not only the solution in the process of
consulting customers, but also when the customer cancels the order or when the order
is delayed by the supplier or when there is a problem that is difficult to solve in work,
life or online fanpage.
+ Listening skills: is to listen to customers' opinions and listen to the opinions of
colleagues. This is extremely important as a premise in every job or working
environment I work in in the future.
+ The skill of persuading customers is a skill that I have tried to learn and apply a
lot to create confidence in the company's products in the midst of a market with many
competitors.
+ Ability to cooperate between departments and departments. Since then, the
work coordination has been very smooth and good. Collaboration skills between

departments and partners also contribute to the success of this internship.
+ The individual's sense of responsibility and discipline is also forged under such
a company environment.
* Project construction skills
Time management skills are crucial to any project. So I learned how to allocate
time and organize time according to the key events of the project so that the results are
completed without delay.
* Skills to collect and exchange information

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I have learned how to exchange information without causing confusion, conflict,
wasting organizational resources, or co-workers who do not know how to properly
communicate with customers... Factors influencing communication at work to fully
grasp information for consulting service provision. Through this internship, I am well
equipped with information exchange skills that help in effective communication.
+ Communicate information at the workplace and clients during the
implementation of consulting services, as well as during the working process of
consulting projects.
+ Understand the communication process in the workplace and the factors that
influence the communication process in the workplace
4.3. CONTRIBUTIONS TO COMPANY
After 3 months of internship at PQ Medical, I realized that I had contributed a
small part of my effort but also brought some benefits to the company. Especially:
First, the task of setting up a fanpage to advertise the company to customers.
From there, more people know the company and can use that fanpage as a potential
sales channel in the future.
The second task in my internship is to directly maintain and develop that fanpage
for the company. Because facebook is a social networking site used by many

Vietnamese people. Over 70% of the Vietnamese population uses and spends an
average of 2.5 hours surfing Facebook to surf Facebook every day for a Vietnamese
person. Therefore, I chose this form to advertise the company's products to more
potential customers and reach them. I have created a fan page with a high following
(more than 300 accounts that interact and follow regularly). On that fanpage, I posted
content about the company's products and mainly focused on the Q88 hair removal
machine product line. In addition, I also directly answer customers' questions about
product information as well as its uses and promotions.
After finishing the project, I handed over that fanpage to Ms. Hoang Thi Phuong
Anh, who directly guided me to practice at PQ Medical company and continue to
develop stronger in the future.
In addition to posting content for sale on Facebook, I can also directly participate
in the consulting and selling process of the company's products.

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The final task of my project is to sell products directly at the company and in
parallel on the social platforms that I have created, the fanpage that I have created. The
sale of the product increased the company's revenue. Thereby making a small
contribution to increasing the business results of the company.
Finally, with a young, dynamic but inexperienced workforce, it not only helps the
company increase sales, increase the company's reputation, but also helps the company
reduce and save a lot of labor costs. Because group practice is for learning and gaining
Experience, the salary to be paid to individual interns will not be as high as that
of a group of full-time employees. This is good news for PQ Medical company and
helps both parties benefit as desired.
V. CONCLUSION
In today's context of society's development, the needs of life are improved, the
beauty needs of people are more and more concerned. Grasping this, many companies

and businesses have participated in this potential market but at the same time also
participated in the highly competitive market. Currently, there are many beauty
products, quickly launched into the market to serve everyone with beauty needs. In
addition, famous large cosmetic hospitals such as: Thu Cuc, Hong Ngoc, ... are now an
option for many people, but the prices of such places are quite high, which for most of
the market needs Want to find a place that can be both beautiful and safe at an
affordable price?
PQ Medical Company understands that part of people's thoughts, so the company
has traded in beauty equipment products to market to spas that can serve people more
easily with quality. Products imported and refunded from abroad are famous and
reputable in the market. The other part, the company also practically applies the test
machines for customers looking for a trial or long-term experience.
Therefore, in order to connect service and beauty care equipment and service
providers with those who are in need of beauty or buy machines and products to open
a spa shop, the project should: "Set up a fanpage to increase sales at PQ Medical" was
conceived and approved by the company and successfully implemented the project
within a short period of 3 months.

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he establishment of a fanpage was adopted in the process of the growing
company having a website but not yet having a really effective fanpage. Choosing to
create a fanpage in a potential environment on facebook in Vietnam is a great
opportunity for the company and also a way to connect many people who want to
know and find it. But creating a fanpage is not difficult at all, but for the fanpage to
thrive and find users, it is indeed a big challenge. Therefore, the steps and factors that
can develop a fanpage have been fully applied and have brought real results to the
company and users wishing to buy beauty products, ...
Besides the results achieved, fanpage also has limitations. It is a high cost to run

ads because facebook is "squeezing interaction" strongly between sellers and shoppers.
Therefore, sometimes with such high advertising costs, there is a risk of not
connecting and finding customers. Because the cost is quite high. In addition, the
fanpage has some customers who send feedback that the fanpage is faulty, sometimes
interacting with the fanpage is difficult. That was overcome by the company's IT team
to support and fix it in time.
The 3-month internship at PQ Medical has helped me grow and learn a lot. That's
what the environment I learned in was completely different from the previous
knowledge only learned at school. Here, I get to practice, be practical and have the
support from the guys in the company who are always ready to support me.
I would like to express my sincere and deepest thanks to my colleagues and Ms.
Hoang Thi Phuong Anh who have always supported me enthusiastically in my work; I
would like to thank CEO Quach Van Lam for creating conditions for me to practice at
the company. In addition, I especially express my sincerest thanks to Mr. Nguyen Khac
Nghia who has always followed my personal project from the very first days of the
project until the end of the project. I also want to thank the Vietnamese teachers and
teachers at Toulon school who have taught me in the past, and taught me a lot of useful
knowledge as a foundation for me later when working in companies and businesses.
Project instructor's signature

Signature of the person implementing the project

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Nguyễn Khắc Nghĩa

Lê Ngọc Anh

20

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