5074 ky nang giam satdanh cho
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7/18/2019 5074 Ky Nang Giam Satdanh Cho
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K NNG GIM ST
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NI DUNG
Mc tiu
Vai tr ca vic GS
Nhim v thm ving KH
K nng ng c thc y
K nng lnh o
K nng m phn
Lp k hoch & u tincng vicHp hiu qu
Qun l thi gian
Qun l & kim sot vic
thc hinMarketing
Th nhc nh
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NH HNG CA CNG TY
?
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S MNG CA P.KD
?
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Mc tiu hun luyn
Sales Organisation Development
V sao ti ngi y?
iu ny s gip g c cho ti?
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Vai tr ca vic gim st
Nhng iu thit yu
Xy dng Kinh doanh
Xy dng T chc
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Trch nhim ca vic GSXD Kinh DoanhThc hin bn hngHnh nh - TPOSM / POSM
-nh v sn phm- S trng by
Phn Phi / Hin dinBao ph im bnPhn khng gian / Th phnGi c
Khuyn mi / KM thng miTun th chnh schK hoch kinh doanhTi Chnh / ROI
Thc hin k hoch Chu K
XD T ChcHun luynC vnXy dng nhmo to
nh gi thc hinK hoch pht trin NSnh gi nng lcTuyn chn & tuyn dngTun th cc chnh sch
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Vai tr ca Gim St
XD kinh doanh XD T chc
o lng c Phn tchChia s
R sot liLin tc hon thin
Pht trin nhn vin ca bn Suy ngh v Thc hin nh bn lm
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Sales Organisation Development
Gim st
ng nghip Sp
Khch hng Thnh vintrong nhm
Cc mi quan h ca cng vic GS
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Trch nhim ca GS
Nu nhng g bn lm khng p ng:
Xy dng kinh doanh
Xy dng t chc
hoc
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Lm sao ta bit ta ang lm tt
cng vic ???
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Nhim v thm ving khch hng
Nhn vin bn hng
In-call mission
http://localhost/var/www/apps/conversion/tmp/Sources/nhiem%20vu%20ban%20hang.ppthttp://localhost/var/www/apps/conversion/tmp/Sources/nhiem%20vu%20ban%20hang.ppt -
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NI DUNG
Mc tiu
Vai tr ca vic GS
Nhim v thm ving KH
K nng ng c thc y
K nng lnh o
K nng m phn
Lp k hoch & u tincng vicHp hiu qu
Qun l thi gian
Qun l & kim sot vic
thc hinMarketing
Th nhc nh
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ng c thc y
(Motivation)
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ng c thc y
ng c thc y c c thng qua
S lnh o&
Xy dng nhm
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Hiu v ng C Thc y
Hiu su sc vic con ngi c thc y nh th no Thit lp cch thc nhn ra iu g thc y con
ngi.
Tm ra cch thc m nh qun l c th tc ng nng c thc y ca con ngi.
Thit lp nhng hng dn t c nhng cp
cao hn trong vic Thc y mi ngi.
Pht trin nguyn tc chung hon thin vic khch l
con ngi.
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Thc y con ngi
Lm cho cc NV ca bn t c nhng ktqu m bn ang nhm phi t ti:
Hiu ng C thc y c tc dng nh th no
Nhn ra cch thc m nhn vin ca bn s b thc y
Nhn ra vai tr m bn c th lm trong vic thc y
nhn vin ca bn
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H thng cp bc cc nhu cu ca Maslow
Sinh l hc
S
Th hin
S qu trng
Quan h XH
S an ton
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Hiu Cc ng c thc y
Bng thm d:A B
Cng vic chc chn
Cng vic thch th
C hi thng tin
c ghi nhn nhng thnh tch
Kh nng lnh o
c th lao cng bng
c cp nht nhng cng vic ang xy rac gp kin trong cc vn lin quan
Cc bn ng nghip thn thin
iu kin lm vic c p ng tha mn
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Nhng yu t noc tm nh hng
n bn nht?
Suy ngh 3 pht
Hiu cc ng c thc y
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050% 40 30 20 10 10 20 30 40 50%
Thnh t
c cng nhn
Cng vic
Trch nhim
Thng tin
Tng trong
Chnh sch cng ty v hnh chnh
S gim st
Quan h vi cp trn
iu kin lm vic
Lng
Quan h vi ng nghip
i sng c nhn
Quan h vi cp di
Tnh trng
An ton
Cc yu t trong cng vic a n khng
tha mn, khng hi lngPercentagefrequency
Cc yu t trong cng vic a n
rt tha mn, hi lngPercentagefrequency
All factorscontributing to jobsatisfaction
All factorscontributing to jobdissatisfaction
80% 60 40 20 0 20 40 60 80%
Hygiene
Motivation
1969
8131
Ratio & Percent
Cc nhn t tc ng n thi lm vic
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ng c thc y trong nhm
nhmvng mnh
Tn trng lnho
Tin tng vci m
Tham d voquyt nh
Chia s thnhcng
S gip lun sn sng
Mc tiu thct
Chia s trchnhim
Bo co dintin
Quan trng ivi t chc
Cnh tranhgia cc nhm
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Cc nhn t tc ng n thi lm vic
Chun b thuyt trnh:1. Cc vn v ng c thc y quan trng nht
ang gy nh hng trong nhm ca bn.
2. Cc nhn t quan trng ang thiu?
3.K hoch hnh ng ca bn trong vic xy dng
ng c thc y trong nhm ca bn?
Bn chun b trong 20 pht v thuyt trnh trong 5pht. Bn c th dng hnh nh tr gip .
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NI DUNG
Mc tiu
Vai tr ca vic GS
Nhim v thm ving KH
K nng ng c thc y
K nng lnh o
K nng m phn
Lp k hoch & u tincng vicHp hiu qu
Qun l thi gian
Qun l & kim sot vic
thc hinMarketing
Th nhc nh
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Lp k hoch v
Sp xp u tin
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Lp k hoch
Lp k hoch:
Nhn v pha trc
Suy ngh v tng laiLng trc vic g s c th xy ra
Chun b sn sng cho iu
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Thit lp mc tiu
T t nhng cu hi sau Ti mun t ti mc tiu g?
Khi no ti t mc tiu ?
Ti phi chinh phc nhng tr ngi g?
Ai c th gip ti?
Ti cn nhng k nng / kin thc g bo
m t c s thnh cng?
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5 bc t c mc tiu ca bn
Bit mnh si u
Phn b ngun lc Thng bo
Bit mnh ang u
R sot /
phn tch
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Lp k hach l cha kha thnh cng
2 loi mc tiu trong lp k hoch Cc mc tiu thit yu di hn
Nhng mong i ngn hn
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Lp k hach l cha kha thnh cng
iu Th nht:
Cc mc tiu thit yu di hn
Phn tch SWOT trong khu vc ca bn
Thit lp mc tiu hon thnh theo giai an(thng ,qu, nm)
Nhn ra nhng nhn vin cn hng dn nhiuhn, cn o to v/hoc pht trin
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Lp k hach l cha kha thnh cng
iu Th hai:Nhng mong i ngn hn
Tiu s nhn s ca nhn vin bn
R sot kt qu lm vic hng ngy, hng tun,hng chu k.
Thit lp phng hng r rng cho nhn vinca bn
Work with & work behind lin tc s phttrin ca nhn vin
R sot R sotR sot
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Lp k hoch chu k
K hoch chu k
Chng trnh KA
Chng trnh thng
Thng trng by
Chng trnh HTTM
Kt qu / ch tiu KSI Khong trng phn phi
Bo co hot ng BH
iu Th ba:Cc cng c
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Lp k hoch chu k
Mc tiu k hoch chu k Mc tiu ca tng khu vc
Mc tiu th trng
iu th t;Mc tiu c th
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Hp chu k
Hnh chnh Giy t, bo co phn tch, thit lp mc tiu
Tun th trng by
Ch tiu doanh s/ sn lng Work with
Work behinds
i chiu s liu XNT hng tun
R sot hot ng
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u tin trong chu k
Work with Work behind Pht trin nhn s ( kin phn hi v mc tiu c th ) Hnh chnh
Kim sot cc chng t, phn tch hot ng, r sotmc tiu Hot ng doanh s Hot ng trng by
4 ngy / tun Work With / Behind = 67%
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K hoch lm vic chu k
http://localhost/var/www/apps/conversion/chu%20ky/ke%20hoach%20lam%20viec%20-%20hung%20CK8.xls -
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Phn b cng vic trong chu k
Day %Tng cng ngy 24 100
Work With 12 50
Work Behind 4 17
Hnh chnh 4 17
Hp 2 8Khc 2 8
67%
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Lp k hoch
Nu chic thang khng dang bc tng, mi bcchng ta leo ch a ta n
mt ni v tn nhanh hn.
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NI DUNG
Mc tiu
Vai tr ca vic GS
Nhim v thm ving KH
K nng ng c thc y
K nng lnh o
K nng m phn
Lp k hoch & u tincng vicHp hiu qu
Qun l thi gian
Qun l & kim sot victhc hin
Marketing
Th nhc nh
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Mt khung sn cho s thnhcng ca mi c nhn v t chc
QUN L & KIM SOT
VIC THC HIN
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nh gi vic thc hin l mt qu trnhlin tc xc nh mt nhn vin / nhmlm vic tt nh th no t c cc
cng vic c giao
Ngha l nh gi kin thc, k nng vhnh vi.
nh ngha
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Kim tra s thc hin
Thc hin VS Mc tiu
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Gip bo m c mt t chc bit iu v n u
C s i chiu cho cc NV phn hi kin C s quyt nh mc o to
hun luyn Gip nhn ra nhng vn v hng ticc gii php.
Thit lp mc tiu
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Cc tnh hung- Mc tiu da trn nhng chun mc c tnhbt buc
- Ch tiu c nhn da trn nhng tiu chunc s
- S quyt tm ca mt c nhn
Thit lp mc tiu
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Mc tiu
Mc tiu cn phi SpecificC th
Measurableo lng c
AchievableC th t c RelevantPh hp
TimeframedThi gian hon thnh
v phi c NG
Sales Organisation Development
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Ci g phi c hon thnh ?
S c o lng nh th no ?
S t c bng cch no ?
Khi no cn phi t ?
MC TIU
Thnh phn ca mt ni dung mc tiu
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S nh gi
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Qun l nhn sthit lp cc chun
mc
ngi thy, ngihun luynpht trin con ngi
Trch nhim ca ngi qun l
Qun l cng victhit lp tham s /
phng hng
theo di thc hinbo m tun th
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Pht trin nhn s l g ?
Chng ta ch pht trin nhng ngi
t thnh tch cao ? Pht trin nhng ngi khc nh th
no ?
Chng ta c to cho h thi gian / nlc pht trin khng ?
Pht trin nhn s
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Nhn ra cc tim nng hay nhu cu ca NV ? nh gi s thc hin mt cch thnh thc Da trn khch quan, khng da trn ch quan
Tho lun vi ASM, BSM, ng nghip Thit lp cc mc tiu / thch thc S.M.A.R.T.
Nhn din cc vn ct li khng phi mt
s cc s vic Work With - Work Behind
Thc hin ng quy trnh
Pht trin nhn vin ca bn
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Qun l cng vic
QL Trch nhim QL kt qu
2 phn
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Phng hng / hoch nh R sot / theo di
Ci thin kinh doanh tng / th nghim mi To nn s khc bit
KSIsPhn tch
Lp mc tiu Kt qu VS mc tiu Lin tc ci thin
Trch nhim: Kt qu:
Nhn ra cc ro cn = C
Qun l cng vic
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l g ? Thiu s nhit tnh
S c mt, s ng gi, s chun b Hnh thc, c nhn, tnh chuyn nghip kin tiu cc, giy t khng ng nht
Chng ta ng u vi c nh th no ?...
trnh i u vi hy vng iu s t bin mt ? Gii php Mackeno ??
C
Du hiu ca thc hin cha t
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Chu k thc hin
Tuyn dng& chn la
Lp mc tiu
o toHun luyn
nh gi
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Khuynh hng hc tp
0
5
10
15
20
25
30
Mc thc hin mong mun
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Phng php
Quan st / hun luyn cng cng vic
Giao tip hng ngy vi nhm
Hp nh k vi NV / nhm kin phn hi t cc khch hng
Lu tr / tng trnh cc tnh hung
Kim tra thc t ngai th trng
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Kim tra s thc hin
Bo co ngy
Bo co doanh s K hoch i th trng
Hiu qu bn hng
Thm th trng
Cng c:
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Bn lm g khi i work with ? Ti sao i work withl quan trng ?
Mc ch ca bn l g khi i work with?
Nhn vin ca bn c u tin cng vic ?Lm sao bit ?
Work With = i lm vic chung
W k With & W k B hi d
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Cnh st hay hun luyn vin ?
Bn ang kim sot hay iu hnh cuc ving
thm ?
a ra kin phn hi hiu qu ?
Mc tiu c S.M.A.R.T.?
Work With & Work Behind
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Work With & Work Behind
Lp mc tiu
Work Behind
(theo di)Th nghim,
Th thch
H tr
Work With(nhn din
c hi)
Quy trnh:
Work With
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Work With
Kim tra s chun b ca nhn vin B tr trong phng tin / mc hng ha / POSM
Cc giy t cn thit (th khch hng, n hng, ) L trnh hng ngy Sp xp th t cc cuc ving thm? Ti sao ? Thc hin nhng mc tiu t ln thm trc
Nhn ra v ghi ch cc c hi Tng kt ngy lm vic mc tiu S.M.A.R.T.
Mc ch:
Work With
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ng pha sau v quan st nhn tng th Tm kim cc c hi / iu c th hon thin v
nhng iu ni bt R sot li kt qu - th cn bng, hy NV cmt s tin
kin theo hng tch cc / xy dng trnh kinkhng xy dng
a ra kin phn hi
Work With
Khi i workwith
W k B hi d
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Work Behind
chun b ln thm trc v cc vn nhn din mc tiu ra hocbng WW / WB ln trc
Cc bo co thc hin lin quan Kim tra s tip thu v thc hin ca NV
Mc ch:
W k With & W k B hi d
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Work With & Work Behind
s khc bit gia work with & workbehind
?Khng nhiu
Ch l khng cng i chung vi NV khi iwork behind
M bi WW & WB
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Mu biu WW & WB
WW - WB
Hng dn chm im
W k ith
http://localhost/var/www/apps/conversion/tmp/Sources/work%20with%20review%20form%20VN%20blank.xlshttp://localhost/var/www/apps/conversion/tmp/Sources/work%20witrh%20review%20scoring%20guide%20vn.xlshttp://localhost/var/www/apps/conversion/tmp/Sources/work%20witrh%20review%20scoring%20guide%20vn.xlshttp://localhost/var/www/apps/conversion/tmp/Sources/work%20witrh%20review%20scoring%20guide%20vn.xlshttp://localhost/var/www/apps/conversion/tmp/Sources/work%20with%20review%20form%20VN%20blank.xls -
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Work with
Din tp GSMV & NVBH
( 30 pht )
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a kin phn hi
ki h hi
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a kin phn hi
iu nn lm v khng nn lm
a kin phn hi
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Da trn nhng iu bn thy, hn l nhng gbn tin-l hoc ngh.
Tp trung vo hnh vi, khng tp trung votnh cch
Gi trng thi trung lp, ng xt x
Dng thng bo, khng phi ch bo
a kin phn hi
7 nguyn tc vng
a kin phn hi
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Th hin bng s gip , hn l e da (vchn ng khng gian, thi gian)
Th hin n gin, ng y qu mc
Bn a kin phn hi, bn cng phi trongt th nhn kin phn hi
a kin phn hi
7 nguyn tc vng (tt)
Kh h h ki
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Khuynh hng a kin
Gii hnKhuyn khch
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Hnh vi mua hng ca ngi tiu dng
Mua hng ty hng
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Mua hng ty hng
Mua hng khng k hoch trc
quyt nh mua hng da trn s cun ht ca
trng by sn phmNTD bc vo CH mua 1 SP, thy SP khc vcng c th mua n
Vi nhn t nh hng mua hng
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Vi nhn t nh hng mua hng
Sales Organisation Development
bao b sn phmsn phm michit khu hoc qu tng c bit
v tr trng by trong CH v trn kmi trng nh hng chungtrang tr, trnh byphc v
S thch v s ham munthi gian lu ti CH v tnh thng xuyn
Vi nhn t nh hng mua hng
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Vi nhn t nh hng mua hng
Nh rng:
khang 35-75% vic mua hng l khng khoch trc
2/3 cc nhn hiu c chn mua l cquyt nh ngay ti CH.
Vi nhn t nh hng mua hng
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Sales Organisation Development
SP Dianac bn ch yu qua UY TN V
SC MNH THNG HIU SN PHMSP ca Dianagip to lu lng khch
gip tng doanh s v li nhunv tr trng by SP trong CH v th rt quantrng
Vi nhn t nh hng mua hng
Tng quan n SP ca Cng ty
NI DUNG
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NI DUNG
Mc tiu
Vai tr ca vic GS
Nhim v thm ving KH
K nng ng c thc y
K nng lnh oK nng m phn
Lp k hoch & u tincng vicHp hiu qu
Qun l thi gian
Qun l & kim sot victhc hin
Marketing
Th nhc nh
Th nhc nh
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Th nhc nh
Warning letter
Tm lc
http://localhost/var/www/apps/conversion/tmp/Sources/thu%20nhac%20nho.dochttp://localhost/var/www/apps/conversion/tmp/Sources/thu%20nhac%20nho.doc -
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Tm lc
Mc tiu
Vai tr ca vic GS
Nhim v thm ving KHK nng ng c thc y
Lp k hoch v sp xp u tin cng vic
Qun l v kim sot vic thc hin
Th nhc nh
Cc k nng gim st
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Cc k nng gim st
Phn hi & p
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Cm n
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