BACHELOR OF BUSINESS ADMINISTRATION AND e BUSINESS MANAGEMENT

REFLECTION REPORT

BACHELOR OF BUSINESS ADMINISTRATION AND EBUSINESS MANAGEMENT

Topic: Understanding the situation of business management at
Edutrain Global Joint stock Company

Student:
Name
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DECLARATION

I certify my authorship of the report entitled “Understanding the situation of
business management at Edutrain Global Joint stock Company”
This paper is the result of my own work and effort, and that it has not been
submitted anywhere for any award. Where other sources of information have been
used, they have been acknowledged. I have recieved the author’s acceptance with
those materials copyrighted.
Signature………………………………

Date:

…./…./2020

……..

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PERFACE
Business is one of the key activities determining the existence and development
of an enterprise. In today's integration time, to survive and compete, businesses must
constantly change, adapt and improve operational efficiency. In many industries, the
education - training business sector is considered to provide many development
opportunities for businesses. In the future, the investment in education - training is
expected to grow rapidly to meet the increasing demands of society.
The internship at Edutrain Global Joint Stock Company showed that the
company was particularly interested in sales activities. However, business activities at
the company still have some shortcomings in the process of determining the sales
targets, allocation sales resources, limitations on qualifications and ways to contact
customers of employees. The company has not developed a specific KPI system to
evaluate sales staff as well as the company does not pay much attention to scientific
and technological advances in sales administration activities ... Understanding the
situation helps the company to see the weaknesses, overcoming these weaknesses will
help sales activities at the company become more effective.
For these reasons, the author chooses the topic "Understanding the situation of
business management at Edutrain Global Joint stock Company". The topic revolves
around the current situation of sales activities at Edutrain Global Joint Stock
Company, through the situation, we can see the strengths and weaknesses of the sales
department and propose some personal solutions and recommendations about the
problem.

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TABLE CONTENTS
DECLARATION........................................................................................................... 2
PERFACE..................................................................................................................... 3
LIST OF THE FIGURES AND TABLES.....................................................................4

EXECUTIVE SUMARY..............................................................................................5
CHAPTER 1: INTRODUCTION ABOUT EDUTRAIN GLOBAL JSC......................6
1.1

General information.........................................................................................6

1.2

Culture.............................................................................................................6

1.3 Organizational structure.......................................................................................7
CHAPTER 2: Understanding the situation of business management at Edutrain Global
Joint stock Company.....................................................................................................9
2.1 Overview of the sales department at the company...............................................9
2.2 Develop sales goals............................................................................................11
2.3 Monitoring and evaluating sales performance...................................................12
2.4 Comment on sales management activities at Edutrain Global., JSC..................13
2.4.1 Advantages..................................................................................................13
2.4.2 Disadvantages..............................................................................................13
CHAPTER 3: Comparison of critical on theory and the experience during the practice
trainning......................................................................................................................15
3.1 Listening Skill....................................................................................................16
3.2 Document Control..............................................................................................18
CONCLUSION...........................................................................................................18
REFERENCE.............................................................................................................. 20
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LIST OF THE FIGURES AND TABLES
Figure

Figure 1:
Figure 2:
Table
Table 1:
Table 2:

Organizational structure
Sales Department’s organizational structure

7
9

Descriptive statistics on sales department personnel
Sales goals at the company

11
12

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EXECUTIVE SUMARY
Today, with the trend of integration, business is not only encapsulated in the
country but also has cooperation with many different countries. And English becomes
the medium of communication throughout the world, so a business that requires
candidates with good English is understandable. This is an important key to
comprehend, learn from experience and if you have good English, this will be one of
the important keys to help rise and reach your career.
Internship at offices and offices is a time when students get acquainted with the
new environment, new people and new jobs. The relationship is expanded, when the

ability to express themselves through the position and have a good dedication will
certainly pay off.
Many students are retained to work at the company, becoming an official
employee after the end of that internship. And when you have had time to practice in
the internship, students, and now that official staff, will develop more smoothly, and
opportunities for advancement are also more.
It can be said that the time for university practice is quite short, only a few
months, but it is extremely important to help students improve skills and competencies
but also open up job opportunities after graduation.
My internship at Edutrain Global joint stock Company has great significance
and importance to me. After nearly two months of practicing here, I have grasped the
process of formation, development and operation process of the company. I had the
opportunity to practice and gradually improve my English translation practice skills. I
also had the opportunity to apply what I learned to my job. This will be of great help
to me after I graduate.

CHAPTER 1: INTRODUCTION ABOUT EDUTRAIN GLOBAL JSC
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1.1 General information
Full Name: Edutrain Global Joint-stock Company
English name: Edutrain Global JSC
Established date: 25/11/2019
Tax code: 0316037408
Headquarters: 134/1 Cach mang thang 8, Ward 10, District 3, Ho Chi Minh City
Mail:
Facebook: />Web: www.edutrainglobal.com
Logo:

1.2 Culture
Culture of "No Boss No Staff". Everyone is as important as everyone, everyone has
the right to speak, contribute ideas to the organization, contribute to the construction
and development of the company.
Made for passion, not for hire. Do your favorite job or field wholeheartedly. Glad
to be dedicated to the organization.
Perfect yourself, not just finish your work. Working to learn from each other good
things, experience from colleagues or subordinates, cultivate the knowledge base for
themselves, it is very necessary for each person in life and at work.
Acknowledged achievements and honors, opportunities for advancement in work.
Be discovered and perfect own abilities. Employees will receive weekly skills
training to improve themselves better in life and at work.
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At Edutrain Global, success is based on teamwork, not independent and personal
work. Pasal desires to create excellent work groups, each team member takes
ownership of their work, accomplishes well, contributes their opinions and ideas to
the team, takes responsibility and is committed to working together to achieve the
organization's overall goals.
1.3 Organizational structure

DIRECTOR

Academic staff
Department

Administration Human Resources
Department

Teachers

Sales Department

Figure 1. Organizational structure
(Source: Administration - Human Resources Department)
• Director: Managing and operating all activities of the company and take
responsibility before the law for the company's activities
- Be responsible for planning, implementing, monitoring, and evaluating the results of
the company's tasks.
- Manage teachers, officials, employees of the company in accordance with the law.
- Granting certificates certifying student's learning results according to the
competence prescribed by law
• Academic staff Department: Responsible for enrollment, organizing classes,
planning specific teaching assignments for each class

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• Administration - Human Resources Department: Arrange, allocate labor
appropriately, set up the company's personnel plan, build salary, fine, insurance
regime, etc.
• Sales Department: Marketing and information research, understanding the insights of
customers, setting up market records, surveying behaviors of potential customers,
market segmentation, identifying goals, brand positioning, construction, and
implementation of marketing strategy plans.
• Teachers: Those who are recruited rigorously, meet the company's standards, and are
the ones who teach students directly.

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CHAPTER 2: Understanding the situation of business management at Edutrain
Global Joint stock Company
2.1 Overview of the sales department at the company
Edutrain Global’s sales department is responsible for customer service, consultancy
support. This department directly meets customers of the company and conducts
business transactions on behalf of the company. The sales department has the
following organizational structure:

Deputy
Department
Head

Department
Head

Staf

Figure 2. Sales Department’s organizational structure
Source: Sales department
Department Head has the responsibility to control all activities of the department,
plan, allocate resources for implementation of the department’s plan.
Deputy Department Head: Support to control the activities in the department, allocate
the staff in the department and report directly to the Department Head.
Staffs: Directly meet customers, support customers wishing... report the work to the
deputy sales department head. Sales department in the company is the department
with the largest number of personnel, this is also the department responsible for
meeting, consulting customers and bringing revenue to businesses.
Table 1: Descriptive statistics on sales department personnel

Experience / Age
Under 1 year
From 1 to 3 years

Under 25 years old

From 25 to 35
years old
1
4

3
2

10

Over 35 years old
0
5


From 3 to 5 years
Over 5 years
Total personnel
(Source: Sales Department)

0
0

3

1
23

2
2

The company's sales department has a total of 23 employees, including 5
employees under the age of 25, accounting for 21.7%, 9 employees from 25 to 35
years old, accounting for 39.15% and 9 employees over 35 years old accounts for
39.15%, so the employees working in the sales department are mostly old employees
(the main employees are over 25 years old).
About experience: Among 23 employees working in the company's sales
department in 2018, the sales department has 4 employees with less than 1 year of
experience, accounting for 17.4%, 11 employees have 1 to 3 years of experience,
accounting for 47.8%; 5 employees with 5 years experience, accounting for 21.7%, 3
employees with 5 years experience, accounting for 13%. As a result, employees of the
company's sales department mainly have from 1 to 3 years of experience. In addition
to the experienced employees of the company's sales department, they also hire new
and inexperienced employees. Inexperienced staff will be trained.
2.2 Develop sales goals
The Board of Directors of the company has summarized the business situation
at the company, thereby setting the targets to be achieved and setting specific sales
targets by years for the sales department. The sales targets are set based on opinions
from the Board of Directors based on the business situation including: revenue, profit
over the years, fluctuations of the market ... and based on current resources at the
company:
In which, Edutrain Global’s sales target is set out in the following table:
Table 2: Sales goals at the company
Unit: Million VND

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Target/ year

2020

2021

202
2

Net revenue (Million VND)

900

1000

1100

Profit before tax (Million VND)

250

350

450

Number of returning customers

80%

90%

90%

(%)

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Source: Sales Department
The company sets a target for 2020 with revenue of 900 million dong,
accounting profit before tax of 250 million and the number of returning customers to
the company is 80%. In 2021, the company sets the target for net revenue of 1 billion
dong from the sales department with 350 million dong of accounting profit before tax
and 90 percent of returning customers; by 2022, the company sets a target for net
revenue of 1.1 billion dong; Accounting profit before tax is 450 million VND; The
number of returning customers is 90%.
In order for all sales department's staffs to be able to understand the goals of
the department, the head of the department is responsible for conveying information
about the department's goals to each employee. Each employee not only understands
the sales goals of the department but the head of the department and the deputy head
also rely on the goals of the whole department to allocate specific targets for each staff
in the department. Usually the targets will be distributed evenly to staffs of the
department to ensure fair competition and to fairly assess their staffs.
After having a goal for the sales department, the head of the department will
proactively propose specific sales plans and methods. The business plan is proposed
by the head of the department and then submitted to the board of directors for
approval. Depending on the specific circumstances of each specific period, the head of

department will give solutions to adapt to the changes as well as specific business
plans to adapt.
2.3 Monitoring and evaluating sales performance
 Controller and evaluator:
Currently the head of the department and the deputy head, who directly manage
the sales staffs, will control and evaluate the subordinates. However, the process of
evaluating sales staffs in the company is done emotionally. The company has not
developed a KPI set to evaluate sales staffs. The evaluation is mainly done based on
the revenue that the each of the staffs brings, meanwhile the attitude of the sales staffs
at work is neglected and less evaluated.

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 Criterion to evaluate sales staffs of the company
The evaluation of the performance of sales staffs in the company is determined
by the results that employees bring. Units for measuring sales staffs results include:
- Sales in cash: The deputy head of department will summarize the sales results
of sales staff monthly and notify the sales staffs of the level of completion of their
work. Depending on the specific time, the sales targets for staffs will change monthly.
- Sales for new customers: In order to expand business, Edutrain Global JSC is
quite interested in new customers. The company always encourages its sales staffs to
find new customers and sell to new customers. Sales for new customers are also one
of the important criteria that the company sets out to evaluate its staffs.
- Selling expenses: In addition to the targets of sales, the company is also quite
interested in selling expenses, the company now allows selling expenses to range only
from 5 to 10% of the sales revenue. Sales staffs also need to pay attention to selling
expenses if they are wishing to achieve the company's targets.
2.4 Comment on sales management activities at Edutrain Global., JSC
2.4.1 Advantages

The company emphasizes the functions and tasks of the sales department for
the overall development of the business. This is essential to have a great impact on the
development of the company in the future.
The company has built a standard sales process for employees in the sales
department. With the sales process, new employees easily integrate with the work, and
managers are also easier to track the progress of the work, evaluate the performance of
employees in the room. business.
The sales process outlines each specific step: Searching for customer
information, proactively contacting customers, consulting, paying, storing customer
information. This is a quite complete process, still suitable for the company at the
present time. The company also has policies to prevent risks and close orders.
Collaborate between traditional sales channels and online sales channels to get the job
done.
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The company has a large sales team, in which the proportion of employees with
university or college degrees accounts for a high proportion, with experienced
employees. The company is very interested in the status of business operations, the
allocation of business human resources, setting specific criteria to evaluate the
effectiveness of the sales department as well as the employees operating in the room.
The managers and deputy managers of the company regularly follow the
activities of subordinate employees to promptly detect employees' mistakes, capture
the working situation of subordinate employees to make suitable strategies.
2.4.2 Disadvantages
Although defining the sales goals for the sales department, the sales goals are
not specific. Especially depending on the size of the project, depending on the time
when the sales goals set out in the beginning may not be appropriate. Currently, the
company has not made timely adjustments to business objectives and strategies.
The company pays little attention to the application of technological advances

to sales as well as sales management. Currently, the management of sales staff at the
company as well as maintaining relationships with customers in the company are
being done manually without the intervention of technology software. Today,
technology software is considered one of the advantages to help improve the
competitiveness of businesses, not paying attention to sales software will make the
company lose certain competitive advantages. market.
Currently, the company allocates its sales force to customers. Salespeople in a
company can usually only provide strong sales advice to clients they are entrusted
with. For those customers who are not in charge, the sales staff are often not confident
enough to advise and sell.
The success of a sales person depends a lot on the emotions of the employees
in the company. Especially new sales people in the company when they do not have
enough experience and necessary skills, which makes them feel awkward in
consulting and customer support. At the same time, some salespeople may not be able
to control their emotions during their sales process.

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The company does not have a KPI system to evaluate salespeople, the
evaluation of employees is mainly based on sales revenue and profit. At the same
time, when conducting the assessment, the sales manager of the company's sales
department also made an emotional assessment. This has led to some salespeople
being dissatisfied with the reviews of their superiors.

CHAPTER 3: Comparison of critical on theory and the experience during the practice
trainning

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3.1 Listening Skill
The meeting is one of the most important company's activities. The reason is
that meeting with partners and customers will help us understand better the issues
faced by both parties and come up with ideas together to make it easier to cooperate
Participating in regular meetings between partners, customers is an essential
and important job in the process of implementing a project. During the meeting, the
parties will come together to agree on the things in the cooperation as well as the
things that are not well understood about the project. Organizing meetings will help
the project run smoothly and consensus from both sides.
Before the meeting begins, I will be informed by the manager and supervisor of
the meeting for two to three days in advance. The first thing is that I will arrange to
book the place where the meeting takes place. The second thing is preparing
equipment as well as ordering coffee. Sometimes there will be long meetings and a
light tea party is needed. So if the meeting time is long, I need to organize a tea party
with tea, coffee and some light confectionery for partners.
I was a duty on getting the Meeting room always in ready status for Project
Meetings and issuing Minute of Meeting (MOM) for reporting to Project Manager
regularly.
After a meeting, I have to hand-in the Minute of meeting for my manager. This
is one of the most important mission I need to complete. A standard format of the
MOM shall be used to record meeting minutes and required actions. Minutes shall be
prepared after the meeting issued for review and thereafter incorporate comments.
Draft minutes to be prepared within two business days of the meeting and find form
available with one business day of receiving comments after executes by all parties
the minutes shall be distributed to all attendees and others as Draft minutes to be
prepared within two business days of the meeting and find form available with one
business day of receiving comments after executes by all parties the minutes shall be
distributed to all attendees and others as determined by the Project Manager.
In order to complete this task, I have to learn a lot of skills. Firstly,

communication skill is one of the necessary skill I should apply.
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Thanks to the teachers at the school always create conditions for me to
participate in extracurricular activities and team-work activities, my communication
skills have a good foundation. In the meeting, there were many people including the
staff in the department, the staff from the partner’s company and the customer. That's
why I need to behave properly, politely, and in harmony with everyone. Not only that,
I need to learn the style of people around me and get advice from supervisors.
To catch up the content of the meetings, I needed to apply the knowledge from
Listening (1,2,3,4) I have learned at university because usually, they all spoke English
in the meeting. I apply the Listening skill to grasp the main ideas whenever a major
presenter spoke. Besides, Public Speaking & Negotiation was another necessary skill,
which helped me to share my own ideas everywhen have a chance.
During the meeting occur, I am responsible for taking note the content of the
meeting and after that, I will compile the completely minute of that meeting. This
mission requires me to be quick to adapt to the atmosphere of the meeting. I must
always concentrate on being able to promptly record the information in the meeting.
Writing and memorizing skills are very important to meet this task well.
In the first time, I had a lot of difficulties in listening to the partners who said
during the meeting because the majority of foreigners came from countries like
Malaysia or India so their voices were difficult to keep up. While studying at school
and through self-study, I often hear conversations with the accent come from America
or England. So listening to voices from countries where English is not a mother
language is extremely difficult for me. But my colleagues always help me if I have
any problems. The content I have recorded I will edit it and send it to my supervisor to
consider whether I miss any content or make any mistake. In addition, they will
comment on the content for me. The next thing I did is to amend the notes that I have
written them in complete form according to the form I received before. Finally, I sent

it back to the supervisor.

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The manager will judge whether I did well through the content I have recorded
and assess whether I am focused on the meeting or not. Besides, my manager also
asked some questions about the meeting and asked how I felt after the meeting. From
my opinions, the manager will give me more suitable advice to help me improve my
skills better.
3.2 Document Control
Document Control is a document management profession whose purpose is to
enforce controlled processes and practices for the creation, review, modification,
issuance, distribution and accessibility of documents
The important thing is to ensure that the assigned papers are always neat and
orderly. I was often tasked with organizing project documents.
The supervisor gave me a list of names of employees who needed to be issued a
VISA to prepare for their overseas trip and paperwork but were very messy. My job
was to arrange them by name on the assigned list and check whether the staff has
enough papers and who has papers but isn’t on the list that I need to add them right the
way. After the arrangement is completed, I will write down any staff who are not
enough or have no clear documents and return it to my supervisor.
Sometimes the supervisor gave me documents to scan. I was assigned a
supervisor's bill and my job was to arrange the bills in the order of the months of the
year and separate the bills and scan each sheet then sent to the supervisor's computer
system each own folder.
The document control work requires me to be quick, careful and know how to
arrange the task to quickly complete the task.
Sometimes the paperwork is so much that I can't avoid making a mistake.
Sometimes I forgot some of an employee's papers or scanned the documents. At such

times, the supervisor will check and message me the items I have left behind so that I
can add more. From the small errors, I will remember and draw experience to not
make that mistake the next time.

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CONCLUSION
The placement is the transition between the learning environment and the
practical social environment, give me the opportunity to interact with the reality of
connecting theories learned in the school to the real environment.
This placement is one of the challenges for me. This program has trained my
ability to unique think and work. The content of the program has helped me selfassertive and used the knowledge that I have learned in a scientifically and creative
way in life. Completing the internship is the first step which is the premise for the next
internship and the premise for the journey into my life. This preparation will give me
more confidence when I go to work at the agency and the company and illustrated to
the reception of my capacity.
Through this placement, it helped me become better aware of my later work as
well as clearer definitions of the profession that motivate me to learn better. Working
on the ability to face work problems and solve problems effectively.
It should be said the manager of the Sale Department has given me very suitable
tasks that require good English and other skills related to my major at University.

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REFERENCE
1. James M.Comer (1991), Sales Management, Publisher, Allyn and Bacon, 1991
2. Administration - Human Resources Department
3. Sales Department

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