hòan thiện mạng lưới tiêu thụ SP của tổng cty thép Việt Nam

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
 !"#$%!&'!( )
*!"+,-./0!"
1!2!&3)( #(4#
$% "(# 56478)7-9
:& ;)*!<#$%!
4-.=*!()
'>;?@0(+,&$A:0
;&B@CD!&$A:04(& 
(:&$A:0;()E
&)( )6" $1(D;
(!(4&F15:/*(-
0":&9()9($A:0
;)/( 1C(1@&'
( ;-G( ;H$(8/
(C*;A:&I;09
(  -*!"+,&( 
!960I;1 J0&(
  04$A:044K/ F(
/D# 54#$%-L(4)K
4*$A:0;-!)4$A:0;
)) %; (6+,M!M
( &!)!MD:"6(
 ;:-
IFN*B@;# 5(
 &'( ;):9;&!
&O0&97*?PHoµn thiÖn m¹ng líi tiªu thô s¶n phÈm cña
Tæng c«ng ty ThÐp ViÖt NamQ-
R":/4:3( S#?
 PhÇn mét. # 5;# 5

 ?TS:4:(!((*CU
B@;(# 5D;( -
 PhÇn hai. 0;B9:V WI?
TS:4: AK0;X9($A:
0;<B9:V WI-
 PhÇn ba. L#D ( ;# 5B
9:V WI?TS:4:#D ( 6$A:
0;(# 5<B9:V WI-
PhÇn I
Tiªu thô s¶n phÈm
vµ
m¹ng líi tiªu thô s¶n phÈm cña doanh nghiÖp
1.1. Tiªu thô s¶n phÈm vµ vai trß cña ho¹t ®éng tiªu thô s¶n phÈm
®èi víi doanh nghiÖp
1.1.1 Ho¹t ®éng tiªu thô s¶n phÈm
"W&/#Y3O?O@%)#0
:"DU%:SD/)ZOE
(6!"-:&1[$V;
CO@-
\V3(4 (6$7,&[0
#0]!,^S:6_*#$%0&0% 01#
*#$%!"(-*#$%0&# 5[
F7S#Y=8` K!V 
!K!9)#0B&9;-a0 (6*#$%
7,:6#*!"(-b1:&# 5#$%!9
/c=8` E/#Y6B
;(=!(-RSBK%U&
B& (6)/3(6%:*-d)
;0#0]-I,#$%94(6(
4#$%/*&A:6;D&,(#>e

/**#D*4786"#$%-a0 (6_*
!"(#*!"+,7!"
6!"/'S&1:(/:"6(
+,&# 59+<((:"
,#$%!('#>)+,-I,#$%9 4(
6(4/;(# 5c,!(-
f60*)"%/# 5&(# 5
(#$%XS0D9(# 5-
\V(4(#$%<?#$%eBe A De
c&F<!AB A D-fA:
 &,): )!
M=D6"(!2!" 3&A:X
0(+# 5 #$%-*!"!"
(U & #$%!90#0]-
G( #$%0#$% (3
P+[Q7/(+K% $(+-GE*!
"+,:*0( /A&( 
#$%! 04"#$%!9 
+#0[+% &_#D+"#$%3[ ( 
-
 Ho¹t ®éng tiªu thô s¶n phÈm lµ g×?
3O` &(4:6(
!(U*_-3O:&[
(*/:6:*#<(6!"%@
!(*/B$-W;(6:#>!9 c/ ;#0
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"_% K!&=,B%!/U/"!9
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@44+,6$(+!M&_)U !"#$%
 c/ F!"-
D*!(4#$%!]
(4,?&+ *'-f*:!(;*!"
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/&#$%# 5(<A*/[+N
<(K% -oU:&": !9
, ^"=!-WU:)6)
!A(4(#$%< !
*!"+,-
.D#>*! <+,
M+ S4-+ S)p*#D/# 5
 #$%#;/+,&:#;(D
-f*))O@pU;+ S
 -LK"U 
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* *# 5 -W$A:0!1 
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*U/#Y# 5 #$%
!-B@D;#>1  <+,
()-d":#> V  
;(# 5D&U:+ S )
*!6M-dM<+,M+ S V 

 /*# 5-fA:KD 
/( !"#$%!-
G)*(6)6$(++" -G)6((
+" ,Fp SM#D/
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, 7$AU "O/-W# 5]
:9;&#> +"-L )
+"E ):KXA:%/#A#^*# 5
4D;!(-*!"+,:^&
 [)6#0= (6A4F
!9_A+"-.# 5E
A+" -R<4&# 5"S
D#$%c-I#$%9;)6^/
#0:B+"&@c&6N:S,cD;#
5+&_)* ( 1!(&"O+e
,F7DS!(-I&# 5
#>97*+,&1  :"+
1^6#$%! %-LS
#>  (6"!9))6
 " (#-W+"K#D+
 &) (/" );(D&)6
@U:!(* X(# 5
 )#$%-WB@D&#>4D
 &)X=OA:K %
/K# 5 -)&B@D9(
#>)  SA+"X$(++K 
+,-
f6A#$%! )%*
( -R ( ?(&"!:U&B

;D"+&:496A%/# 5 4
M#/X9(# 5#>
( 6A#$%!-B@D
#>1  5:E:D1^!2#$%!
M#YDX)  S/U%-m
E# 5%: (:"9(
# 5#>3;-.D/ C&!#>"
@% %((!;:,c(!6 K
9-L'!(&DD#>)  S5:D:6
(&ME:D&)  SA:K &_
;*!# 5( !!
M>+,& D,c3
#$%! -
f@*'$7& 3,
c#0U/#^(S"4&)X
#0  1*(+,-9
 )  S!KSc$7&#<Me
<*!"-fD;( & 
;&,)#0:,c<
/0#^(X( (
#$%!-9&,#$%)6
((S,c_)4(67S
)-IU:K)F D
!(-
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!)["K4)
(_,#$%",c-
":&9#Y!;@n
@)!3-
1.2.2 C¸c yÕu tè c¬ b¶n cÊu thµnh m¹ng líi tiªu thô cña doanh nghiÖp
I74:<!&(!%
)6(U X &:)6
:*#D)#?
• Ngêi s¶n xuÊt (cung cÊp):,0" #$%(
% +&,B@!"/ (:"DS(# 5<
S-fA:,(+% ,c6
7S)6/U* -R
#$%&(#$%E) A D-:
 A D"]#>!)/
& K6:4UX( #>%;-
L'!("U ;FX,(
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6+,;)-W4U:&( #$%,)$;B
@;(;((+ &
U ; -
• Ngêi b¸n bu«n: (6(
,!(('#Y6#$%(,(r&
9:#$%9 &B@*'I;X
(9!(-I)X=(9:(C',
9;('(1!(-G)6
(9?
 R(9(?9:)S
#<(&0CU%# 5;#D/D;(

# 5;#D/8,(r&#$%9 &&
(B@* ',(9!(-
 fC&9;(9(<=?X
U &%' S;(9!-
.!9#<( A D)0#0"(@
M (((!:'!(
-.,U/U ;4@=#D('
! K%+-
 G(((,#$%?f/
C<,#$%/(*U%!8((:#
$%-,/#YSK A D(# 5,#
$%,(9-L#D(,(9
% (# 5-
• Trung gian b¸n lÎ: !&(r=(
 ;""((,c(A'
4(+B/((-IU:,(r
," $1*%0" %;,c-o))6^
^/*9_+,&,(r#># 5#
$%" U/*%;,c@,)S
(%-aD/,(r# 5( 
)6$AU "*)(+,-f*: V 
( )6//;(!9 D*
 K6XA(0" 4-fD;
,cA:KU/64)/" U;# 5
7S4-
• Kh¸ch hµng?A:KD/ (#$%-.
,(*#Y)6#$%!'
c(A-d(K!ADc!-.)
6 &B@!":(A&4-
1.2.3 Tæ chøc kªnh tiªu thô s¶n phÈm

L!=*!A?,9;&((
9&(r-(!A:&(+;4@(
/UK0%-0")(!#?
 Kªnh trùc tiÕp?A:!!9)(!A!3&
3),#$%0" ,c-b!:) 
6/U!9+#r& )*6" $10" 
;,c&^^/K$(#0:B*S!(-
:&!:E8(  :40/;
XA(-+, +e
, #>!))*!(/+,&X!)Ce
/X(-fD;" U+,;& #>' %
*6&^/*9*+,&3/;+e
,-f6,c)66"/(9*# 5(
 ,9((-W )
69XA4'9-
 Kªnh gi¸n tiÕp:A:!,#$%;,)
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,#$%/:6",c9(!(-
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:)#0(*+C-W#Y!(" #> S/
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6@6!AU +,;&(
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Ng@ời tiêu dùng
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,9 ,)^!<+,c-I
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^& B"!c,% &=(C&
,(9&,(r-f!(*!+,:
'6*(D/!(-0"&
(9 )#D/,#YK(c&)
,U *'+C!D/(,;-G((
9 ,)(+;&=!*U:#Y*#>
<" K9(-.(!((9
 ,)$;0" ;#$%&'"!
 K&'!((4U/!+ ,K$(&"
0" ;,#$%&,c)6/**'
/!tUX+U7-
a0!(!:E/6#0!(*!D
/(:6!-!D;(9
 )"uvwB/(+/(0" ;,c

!99&/D;(c)"xyz/
",c9(-9,(9 
/(U #DK,ci#$%!(jU:
(,S*%;*(+H#D/-!)&
(c)#D/;,,[S
#D/(!9;S,1)(+!9-
.(9 :6!,)KB+*',
!D/&!)(c!9)#0B+U:-
L6!(!+,# 5
:&)#D/(% -.(9 ,/(
;!D/;#DK!(!),U <!
0!9($(*'+C&U:D;!(
(:,!9S*% X #D/(B@
% &(#$%)6[S#Y(
:C4!0+,-I/&(
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1.2.5 Các nhân tố ảnh hởng đến xây dựng mạng lới tiêu thụ
1.2.5.1 Mục tiêu của kênh tiêu thụ
;"&6)6$A:0/;!(
C S$(+/!-_!e
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1.2.5.2 Đặc điểm ngời tiêu dùng
IAD" 3<"$A:0;
)K'6,c-W;+, A(;'
6(!( <*+!()#0(*
+C4 $A:0! A D-I,) KU:6
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"('-G( A D#>,+(
A D3('8r-)3U (#^
,cX<"$A:0! A D 
9 @ A D-
1.2.5.3 §Æc ®iÓm vÒ s¶n phÈm
W$A:0;# 5X+<'6
# 5-G(# 5]8,S#Y!0" -aY!
0" #># 5/:_#$%",c&)
(/4!<(!3)6A:# 5-
R),#$%)**!6%/# 5
(-W;((=!*&'*cE8/
A D!^6D7,U:6#DSDJ-
W#YD;(:X' !)!M&!9 

B@X)*!6" UU:61-fD
;(c&7)<&,/ A D3!&E
(9 ,/ A D!^-I(
)(+:(!95(,/(#$% A D
0" 9X(4!9-
1.2.5.4 §Æc ®iÓm vÒ trung gian marketing
b U!&!$A:0!!96!9A"
)K'6(!3-G(#$%S$(+e
/+,)(-#<) AK(
'':"!0(4?)M0
K!9qZ)*!*!&!9qZ!M0
("q 9 AKU:& #$%$(
+/0B@!4-W0
1!#>1  </+,
-bC(,)#{;4(#
$%!9D* K:-G(,)*9
6+,#$%-
1.2.5.5 Kªnh tiªu thô cña ®èi thñ c¹nh tranh
W$A:0!X+<<(!D-
G(#$%)60! A D)cS(r;(
!(:!!(;!D
4-f*:)O(#$%/,(9(
r!4(c;((D:(
! !9/ V c(# 5(
D-d>( S
!)#0!"'>-
1.2.5.6 §Æc ®iÓm cña doanh nghiÖp
f'69:XM@!$A:0!-m:
99:#>:"+:9+,!M9:4/(
K/ -I=09:#>:"+))60(

@M A D ,(@M-W;
(9:):9;&)*0!*K+,#>]
9<+,0(-.)*!
M DC(B@!3( )
:98-oE# 5 X)<"0
!6!&;E# 5=%4!S%-G"
/!9:!(#>H"#Y(!6!
!(-W;(! K A D&(B
@7(+ SB #>; S/
U-I"9:)*0*KA#0#>)**!
6"U (0" -
1.2.5.7 §Æc ®iÓm vÒ m«i trêng kinh doanh
W0!6!E '69,!-
d*!"' #:(&(#$%,#Y(!
^8;(+!9S"((M-I:+
*' ( CX<"!6!-9,U ( M
"!"(!)$;:*-L9e
,M(e$7)3c&U:e
<"0(% ,c-a0 (69e
,!9X<"D!-I)(
:BX)3,c-WK
:#0 (6(997
:B)3#^,c&)6<9
hI|}I|6'-
1.2.6 ý nghÜa cña viÖc x©y dùng m¹ng líi tiªu thô s¶n phÈm
W$A:0;# 5 #>M!
M# 5-L;K#0B/ *! A
D!)#D/%+/ AD!^ 
*!0+,#>5:# 5":,c-W
B@$A:0*!6! V ( 

" $1*;*D/!(!) #>
!9S+(* K!A94-
\A:0;! A D# 5FM!M
# 5+,-L; A DU % #
$%(9*D&*(# 5:"6
@+,U:( )6
0( ( !3/ 4-WB@D;
#> V !(*0# 5
 XA:0/4D* P^Q,
c-G( A D,,)!
U:)6) ( ( KU:6
DJ&,U:(()6/ S!M
/M-
W;# 5S)#0/!tU'&( A D
X)6#{#% #<7/;H<(A!tU
#$%,U:)6)( @(:S!(-
fD;( A D<K0 ,c4)
K=/UA-
W0;K0:9(&3
)(#$%)6:A@"(# 56
,c!9 (^" A D# 5
+,-GE( A D/:9()*!
" U (6+,-.#>)*!(
$1"(&!:"D;(# 51/ A
D()-W4;(#>1 
( )"*M0K!+,A
U (!0+,;&=,/(
#$%!-
1.2.7 Néi dung cña viÖc x©y dùng m¹ng líi tiªu thô
Lựa chọn các thành viên:fA:$(+()6

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Phần ii
Thực trạng mạng lới tiêu thụ của Tổng Công ty thép Việt Nam
2.1 Khái quát về Tổng công ty Thép Việt Nam

2.1.1 Quá trình hình thành và phát triển:
0+:"fS@Whhf*Psắp xếp lại các
liên hiệp xí nghiệp, tổng công ty phù hợp với yêu cầu sản xuất kinh doanh trong
cơ chế thị trờngQ&:~(uMxxw&;GK 7!C:"+#D
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2.1.2 Đặc điểm kinh tế kỹ thuật của Tổng công ty Thép Việt Nam
2.1.2.1 Chức năng, nhiệm vụ của Tổng công ty Thép Việt Nam

B9:V WI,:B9:/;
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2.1.2.2 Tình hình lao động và thu nhập của ngời lao động
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Tổng số Trong đó
iI,j
Đại học trở lên Trung cấp CN kỹ thuật Lao động khác

i,j izj i,j izj i,j izj i,j izj
-x -wy ~&x -ux &x

u-xkk ~y&x

-uku ~&
B#D•ƒ-€xƒ,)"yy•y"
ukz-.S"9((9:!D<M E
B9:9:&A:!"K%B9:
#$%'!9 c/ ;-
.:&B9:0* ( F
&:"#D_<( U-B9:U A
/ (;60$%!5(D/:&
B9:E!";(B9:o:B9:oS:
U (#<9:'&S:-IB9:_;
!X,-
B9:X7;SA"9(=J&
X((-B9:X7(4!:"
!K61,)4*-I:
F5+0/ c/ ;#0 (6,
;-
2.1.2.3 C¬ cÊu tæ chøc qu¶n lý, ®iÒu hµnh cña Tæng c«ng ty
G%B@C*B9:/B@3:
+bUo ;f*B9:7/GK
 :-3)&%B@CB9:V W
I3940:"@Me%B@/#Y B
":-W;%B@C:&,<iB(
Dj/#01 ( E@M6(
:"+*'B9:34@
/( _$D;3(:"7:+-G( E

@MB9:&!9):*0" (
9:&[)(7B
9:(+% ;31:94-
:6 c/ ;#0"B+,B9:EB@
(:3!6U&*:#@U 6(()
4(:B9:-B@C3!6
U#>D(( U SYU-G(
)0(i SYUj+#0C3
*?+(;7@M)&3*
+(;,70()3*-
B9:,( 94:@&$A:0
"/& ;&0(& (4_O0
6-IR[@f*(PB@!
B9:V WI_M€kkk"M€kkyQ&.=%
5+K0(S&
Héi ®ång qu¶n trÞ
B1 .fm R!6#(
Tæng gi¸m ®èc
T)B(D T)B(D
WM E:
TEd\IdTEB@b
TEKd"(
TEd"fSs TEdtU
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R*"#s/(
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