PHÂN TÍCH CHIẾN LƯỢC CÔNG TY VIỄN THÔNG QUÂN ĐỘI VIETTEL

7/31/2019 PHN TCH CHIN LC CNG TY VIN THNG QUN I VIETTEL

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PHN TCH CHIN LC CNG TY VIN THNG QUN I VIETTEL

PHN MU

GII THIU CHUNG VVIETTELTn y DN: Cng ty vin thng qun i Viettel.

Tn vit tt: Vietteltelecom

Tr sgiao dch: S1, Giang Vn Minh, Kim M, Ba nh, H Ni.

in thoi: 04. 62556789Fax: 04. 62996789Email:[email protected]: www.viettel.com.vnTn c quan sng lp: B Quc phng

Quyt nh s 43/2005/Q-TTg ngy 02/03/2005 ca Th tng Chnh Ph ph duyt nthnh lp Tng cng ty Vin thng Qun i v Quyt nh s 45/2005/Q-BQP ngy06/04/2005 ca B Quc Phng v vic thnh lp Tng cng ty Vin thng Qun i.

* Hot ng kinh doanh:

Cung cp cc dch v vin thng bao gm cc hot ng c bn sau:

Mobile: Cc gi cc v cc dch v gi tr gia tng trn in thoi di ng. Internet: Cng ngh ADSL Phone: Dch vin thoi cnh.

Tm nhn, smng kinh doanh ca DN

+) Tm nhn thng hiu ca Viettel

+ Tm nhn thng hiu ca Viettel ngn gn nhng th hin s tn trng khch hng v squan tm lng nghe ca Viettel: Hy ni theo cch ca bn (Say it your way)

+ Mi khch hng l mt con ngimt c th ring bit cn c tn trng, quan tm v lngnghe, thu hiu v phc v mt cch ring bit, lin tc i mi, cng khch hng sng to ra ccsn phm dch v ngy cng hon ho.

+ Nn tng cho mt doanh nghip pht trin l x hi. Vietel cam kt ti u t cho x hi thngqua vic gn kt cc hot ng sn xut kinh doanh vi cc hot ng x hi, hot ng nhno.

+ Sn sng hp tc, chia s vi cc i tc kinh doanh cng pht trin.

+ Chn thnh vi ng nghip, cng nhau gn b, gp sc xy dng mi nh chung Viettel

- ngha slogan:Hy ni theo cch ca bn( Say it your way)


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Viettel lun mong mun phc v khch hng nh nhng c th ring bit. Viettel hiu rng,mun lm c iu phi thu hiu khch hng, phi lng nghe khch hng. V v vy,khch hng c khuyn khch ni theo cch m h mong mun v bng ting ni ca chnhmnhHy ni theo cch ca bn.

- ngha logo:Logo c thit k da trn tng ly thnh tng du ngoc kp. Khi bn trn trng cu ni

ca ai , bn s trch dn trong du ngoc kp. iu ny cng ph hp vi Tm nhn thnghiu v Slogan m Viettel la chn. Viettel quan tm v trn trng tng nhu cu c nhn cami khch hng.Logo Viettel mang hnh elip c thit ki t nt nhn nt ln, nt ln li n nt nh tothnh hnh elipse biu tng cho s chuyn ng lin tc, sng to khng ngng (Vn haphng Ty) v cng biu tng cho m dng ha quyn vo nhau (Vn ha phng ng).

Ba mu trn logo cng c nhng ngha c bit: mu xanh (thin), mu vng (a), v mutrng (nhn). S kt hp giao ha gia tri, t v con ngi th hin cho s pht trin bn vngca thng hiu Viettel.

+) Smnh ca Viettel (Sng to phc v con ngi Caring Innovator)

+ Viettel lun lun bit quan tm, lng nghe v cm nhn, trn trng nhng kin ca mi nginh nhng c th ring bitcc thnh vin ca cng ty, khch hng v i tc cng h to racc sn phm, dch v ngy cng hon ho.

+ Trit l thng hiu: lun t ph, i u, tin phong; cng ngh mi, a sn phm, dch vcht lng tt; lin tc ci tin; lm vic v t duy c tnh cm, hot ng c trch nhim x hi;trung thc vi khch hng, chn thnh vi ng nghip.

+ em nhng g tt nht ca Vit Nam ra nc ngoi. Viettel sinh ra tkh khn v vi tinhthn ca ngi lnh nn khng ngi i vo vng c "a t" thp. V kh khnnn Viettel mkhng ngc v phi thc ngh cch nn strng thnh hn. Viettel c trit l vn ho lvo "ch cht tm ng sng", y l nhn thc rt quan trng ca Viettel.

+) Mt s chtiu ti chnh c bn nm 2010:

- Tng doanh thu ca Viettel t 91.561 tng, bng 117% k hoch nm v tng 52% so vinm 2009.

- Li nhun t 15.500 tng, hon thnh 135% k hoch, tng 52% so vi nm 2009.

- T sut li nhun trn vn ch shu bnh qun t 48,3%.


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CHNG I.

PHN TCH MITRNG BN NGOI DOANH NGHIP

I. Ngnh kinh doanh ca doanh nghip v tc tng trng ngnh

1. Ngnh kinh doanh ca doanh nghip:a. Dch v 178

Dch v VoIP 178 ca Viettel l dch v dng gi, fax, truyn d liu lin tnh, quc t vi gicc tit kim so vi cc gi thng thng. Dch v 178 s dng cng ngh VoIP (Voice overInternet Protocol) l cng ngh truyn tn hiu faxdata thng qua giao thc Internet IP doViettel cung cp vi m s 178.

Dch v VOIP 178 (Voice over Internet Protocol) l cng nghtruyn tn hiu faxdata thng qua giao thc Internet IP doViettel cung cp vi m s 178.Dch v 178 cung cp th nghim t thng 10/2000 v chnh thccung cp thng 7/2001.

c im:L dch v in thoi ng di dng gi lin tnh, quc t; tit kim cc so vi cch gitruyn thng thng thng.

S dng cng ngh VoIP (Voice over Internet Protocol)

cung cp dch v 178 ti 01 tnh: Viettel k tha thun kt ni vi VNPT. Sau Viettelm phn k tha thun cung cp dch v 178 vi bu in tng tnh, Tp.

Phm vi v i tng khch hng cung cp:Trn ton quc.

Cch tnh cc:6 giy + 1 giy: Cuc gi c tnh cc trn tng giy ngay sau 6 giy u tin.\

b.Dch vin thoi cnh homephone:

y l dch v in thoi c nh nhng s dng sim di ng c gn s thu bao c nh v lpvo my c nh khng dy gip khch hng c th di chuyn trong mt phm vi nht nh.

C li th l nh cung cp dch v in thoi di ng s mt ti Vit Nam, vi dch vHomephone, Viettel hy vng nhanh chng ph cp dch v in thoi n cc khu vc khng ciu kin cung cp ngay dch v in thoi c nh ko dy, c bit l cc vng su, vng xa,cc vng c a th him tr.

c im ca dch v:- Lp t dch v nhanh chng tit kim ti a chi ph u t ban u, chi ph chuyn i aim.


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- L in thoi bn nhng khng cn dycp nn c th di chuyn t do v khng s ginon dch v v t cp, t dy.

- Gi cc r vi cch tnh cc ging nh cc in thoi c nh

- c thit k thm nhiu tnh nng, c ngten v b thu pht sng m bo thu v pht tnhiu vi cht lng tt nht.

- H thng pin d phng khong 72 ting ch ch khi bn cm sc y in cho pin,tng thi gian m thoi cho thit b u cui.

- S dng Sim v my in thoi chuyn dng do Viettel cung cp, c gn s in thoi cnh nhng c th s dng nhiu tnh nng hp dn ca dch v in thoi di dng (nhn tin, hinth s gi n, tra cc s dng)

Loi hnh dch v: Tr trc v tr sau

Phm vicung cp: Ton quc

c. Dch v SMS

Gii thiu dch v:MMS l dch v cho php tt c cc thu bao di ng ca Viettel gi v nhn tin nhn a phngtin (file vn bn, hnh nh, m thanh) trn in thoi di ng. Khch hng c th gi tin nhnMMS n bt k thu bao no thuc ni mng Viettel.Dch v cn c tnh nng MMS Album, cho php khch hng gi bn tin MMS ln websitehttp://album.viettelmobile.com.vn lu tr v xem li khi cn thit

Tnh nng ca dch vDch v MMS cho php khch hng c th s dng cc tnh nng sau:- Gi v nhn tin nhn a phng tin (MMS) trn in thoi

- Gi tin nhn MMS ln MMS Album lu tr- Xem bn tin MMS trn websitehttp://album.viettelmobile.com.vn nu my in thoi khng htr c tin nhn MMS.- Gi tin nhn ni dung vn bn thng thng c th son c s k t cao gp nhiu ln so viSMS.- Dung lng ti a ca tin nhn MMS l 3Mb

d. Dch v qu tng m nhc

IMUZIK QU TNG M NHC - MI,V KHC BIT

Gii thiu dch v:Imuzik Qu tng m nhc l dch v gip cc thu bao ca Viettel c th gi tng cc ca khc,bn nhc t h thng n cc thu bao khc trong mng Viettel. Qua khch hng c c hic by t tm t tnh cm ca mnh, cng l mn qu tinh thn bt ng dnh tng ngiyu, ngi thn, bn b.
http://album.viettelmobile.com.vn/http://album.viettelmobile.com.vn/http://album.viettelmobile.com.vn/http://album.viettelmobile.com.vn/http://album.viettelmobile.com.vn/


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Tnh nng dch v:

Tng bi ht Nghe qu tng Ci t nhc ch, ti nhc chung Nghe nhc t h thng

e. Dch v ng tin

Ht tin vn cth gi v ngheDch v min ph

Thit thc, d s dngy l dch v cho php khch hng tr trc ht tinnhng cn thi hn s dng (cha b kho1 chiu)thc hin vic ng tin ca Viettel Telecom tip tc s dng dch v.Lu nay, khch hng tr trc ca cc mng di ng thng cm thy bt tin do khng th linlc c khi ti khon ht tin. khc phc tnh trng ny, Viettel Telecom quyt nh cung

cp dch v ng tin dnh cho khch hng tr trc. Vi dch v ny, khch hng vn c th linlc mt cch bnh thng d ti khon ht tin nhng cn ngy s dng (thu bao vn anghot ng 02 chiu bnh thng).

- S tin c vay mt ln: 5.000 ng

2. Tc tng trng ngnh

+ Nm 2007 - Thtrng vin thng tng trng mnhCha y mt nm sau khi Vit Nam gia nhp WTO, thtrng vin thng c nhng chuynbin tch cc, si ng hn vi xu th hi nhp quc t. Theo nh gi ca cc chuyn gia vin

thng n tcc nc trong khu vc, thtrng vin thng Vit Nam hin l khu vc pht trinnhanh th hai trn thtrng vin thng ASEAN. Vin thngVit Nam tng trng t mc trung bnh 30% mi nm. n nay, vi 5 nhcungcp dch vvin thng (VNPT, Viettel, Saigon Postel, EVN Telecom v Hanoi Telecom), Vit Nam ctrn 40 triu thu bao in thoi. iu d nhn thy nht trn thtrng vinthng hin nay l s mrng, a dng ha cc loi hnh hp tc kinh doanh.

Nm 2007 cng nh du s cnh tranh mnh m gia cc nh cung cp dch v vin thng quavic cc ca cc dch v ny lin tip c iu chnh gim. Trong nm, VNPT c 3 tgim cc ln c p dng tcc ngy 1/6, 1/9 v 15/12. Theo , cc lin lc khc vng ca

dch vng di lin tnh, cc lin lc lin tnh ca dch v Cardphone, cc fax v telextrong nc gim t 15-20%; cc dch vin thoi quc t chiu i gim 12 - 25%, ccthu knh quc t gim 20 - 50%; cc thng tin di ng Vinaphone v Mobifone gim vi mcln nht ttrc n nay, ti 20%. Cc nh cung cp khc nh Viettel, Saigon Postel, cngc nhiu t gim cc dch v kh ln vi nhiu gi cc hp dn nhm mrng th phn,hng v li ch khch hng v gp phn bnh n gi tiu dng.Theo bo co ca B Thng tin v Truyn thng, lnh vc pht trin l dch v vin thng vInternet vn l ng lc tng trng chnh ca ton ngnh trong nm 2007. Vi stng trng


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mnh, nm 2007 Vit Nam pht trin mi 19.52 triu my in thoi, bng 168% so vi cngknm 2006, nng tng smy in thoi ln 46.94 triu thu bao, t mt 55.22 my/100dn (trong khi nm 2006 l 32.57 my/100 dn). Nm 2007 cng l nm ton ngnh quy t tmphn u nng cao cht lng mng li, dch vv a dng ho cc loi hnh dch vbuchnh, vin thng k cthnh thv nng thn. ng gp vo nhng thnh cng ca ngnh

vin thng, Internet, Tp on Bu chnh Vin thng Vit Nam VNPT c nh gi vn l mtdoanh nghip cho. Tng doanh thu ca VNPT trong nm 2007 t 45,300 tng, vt3.61% k hoch, np ngn sch 6,917 t, vt 5.64% k hoch, tng 12.78% so vi nm 2006.Sin thoi pht trin mi trong nm 2007 ca VNPT l 9.88 triu thu bao, nng tng s thubao trn mng ln 27.8 triu my. Slng thu bao MegaVNN pht trin mi 514,000 s,tng 340.6% so vi nm 2006. Hin tng s thu bao MegaVNN ca VNPT t740,000 thu bao. ng th hai v pht trin vin thng, Internet l Tng cng ty Vin thngQun i Viettel. Vi slng thu bao pht trin mnh, gp phn tch cc trong vic pht trin,mrng gim gi v a dng ho thtrng Bu chnh, Vin thng, nm 2007 Viettel ctrong tay 5.9 triu thu bao in thoi, nng tng s thu bao trn ton mng t 15.31 triu my,

trong hn 10 triu l thu bao di ng. Tng doanh thu ca Viettel trong nm 2007 l 16,468tng, tng 152% so vi nm 2006Theo nh gi ca Businees Monitor International (BMI),thtrng vin thng Vit Nam ang trn khi sc. Trn thtrng vin thng, nhu cu vdch vin thoi cnh c chiu hng gim dn v gi mc tng khong 9% trong giai on2007-2011 do ngi tiu dng chuyn hng sang s dng cc dch vdi ng v bng rng.

Cnh tranh si ng nht ang din ra trn thtrng di ng gia 6 nh cung cp dch vnhVinaphone, Mobifone, Viettel, EVN Telecom, SPT, HTC, qua thc y thtrng di ng tmc tng trng nhanh. Tp ch Telecom Asia xp thtrng di ng Vit Nam lmt trong 10nc t tc tng trng nhanh nht th gii.Trn bng xp hng phttrin vin thng chu ,

BMI xp thtrng vin thng Vit nam ng th 13 (sau ThiLan) v c quy m v tc phttrin ca c linh vc cnh, di ng v Internet.

+ n thng 8/2010, Vit Nam c 156 triu thu bao in thoi, trong di ng chim hn90%. Mt in thoi t 181 my/100 dn. Ton quc c gn 26 triu ngi s dng Internet.

Nhng nm qua, Vit Nam ni ln l mt thtrng vin thng ln, tc tng trng cao tikhu vc chu - Thi Bnh Dng. n thng 8/2010 c 156 triu thu bao in thoi, trong di ng chim hn 90%. Mt in thoi t 181 my/100 dn. Ton quc c gn 26 triungi s dng Internet, tng doanh thu t gn 7 t USD. V tim nng pht trin vin thng ti

Vit Nam vi t l thm nhp di ng v Internet bng rng vn cn rt di do.

Cng chia s nhn nh trn, nhiu chuyn gia vin thng cho rng, thtrng v dch v vinthng ca Vit Nam s c sthay i rt nhanh chng trong vng 3 nm ti, c bit l s phttrin mnh ca dch vInternet bng thng rng. Vi hn 84 triu dn v c khong 47% s dnang s dng dch vin thoi, trn 20% s dng dch v Internet, Vit Nam ang l mt thtrng y tim nng cho cc nh u t nc ngoi.


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+ S bnh n: Th ch php lut tng i n nh,nhng sthay i b sung vo b lutu nhm mc ch ph hp vi tnh hnh hin ti ca t nc.Gip doanh nghip c s tip thuvn bn php lut ddng v cng d dng thc hin n.

+ Chnh sch thu:snh hng ti doanh thu, li nhun ca doanh nghip.

+ Cc o lut lin quan: Lut u t, lut doanh nghip,lut lao ng, lut chng cquyn, lut cng nghthng tin

H thng vn bn php lut ca Vit Nam trc kia cn nha c hon thin, cha ng b vn nh. Nhng t khi gia nhp vo WTO th nh nc c nhng iu chnh, b sung, thayi , cam kt hon thin vn bn php lut.

Lut php Vit nam hin nay c chiu hng c ci thin. Lut kinh doanh ngy cng chon thin. Lut doanh nghip tc ng rt nhiu n tt c doanh nghip nhkhung php l calut php dui s qun l ca nh nuc l cc thanh tra kinh t. Tt c cc doanh nghip u hotng thun li.

Php lut tc ng n doanh nghip theo hng. To ra mi trng bnh ng cho doanh nghiphot ng , bo v doanh nghip khi cc doanh nghip tun th php lut.

3. Kinh t

Nc ta l nc c tc tng trng kinh tkh cao. i sng nhn dn ngy cng c nngcao. Nhu cu ca ngi dn v s thun tin trong lin lac cng tng ln. K t nhng ngi lmn,nhng ngi cng nhn vin chc,sinh vin u c nhu cu lin lc. V nh vy to iukin cho vic pht trin doanh nghip.

Cng nh nhiu ngnh khc, ngnh in t vin thng cng chu nh hng nhiu t nhng binng ca nn kinh tv m. Khi nn kinh ttng trng, x hi lm ra nhiu ca ci hn, hngha lu thng, thu nhp tng th nhu cu s dng dch v vin thng cng gia tng. V ngc li,khi nn kinh t suy thoi, nhu cu tiu dng gim cng snh hng ti ngnh vin thng.

Cc chtiu kinh t

Tng GDP(t USD) 60.9 71.1 87

Tng trng GDP(%) 8.2 8.45 6.35

Thu nhp u

ngi(USD/ngi) 736 835 1030

T gi hi oi15.98

416.07

216.52

5

Lm pht(%) 6.6 12.6 23


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Da trn chin lc pht trin kinh t - x hi giai on 2001 - 2010,

Nh nc xy dng cc ch tiu pht trin kinh t - x hi nh sau:

- GDP c8 nm tng gp i.

- m bo tch lu ni b nn kinh tt trn 30% GDP.

- T trng trong GDP ca cng nghip l 38 - 39% vo nm 2005 v 40 - 41% vo nm 2010.

Vic Vit Nam k kt Hip nh thng mi Vit - M v tham gia vo cc tho thun khu vcthng mi t do theo ltrnh CEPT/AFTA mra thtrng rng ln. Theo , nhu cu vdich vin thoi, intenet ngy cng tng gip cho cng ty c th m rng quy m v hot ngtrong mi lnh vc dch v.

Lm pht gia tng, nh hng n i sng ca mt b phn ln ngi dn vi mc tng ch sgi tiu dng ln ti 12,63% trong nm 2007 v tnh ti ht thng 11 nm 2008, ch s ny ltrn 23%. Nm 2009 lm pht tuy c gim nhng cng vn cn nh hng ln n hot ngca cng ty. Chnh sch tht cht tin t, gim tng trng tn dng nhm chn ng lm pht lm cho nhiu doanh nghip gp kh khn trong hot ng, phi tnh ti phng n mua bntrong cng ty Viettel cng gp khng t kh khn.

Ssuy thoi v khng hong kinh t th gii t gia nm 2008 n nay cng t y nh hng rt nhu n hot ng kinh doanh ca cng ty. Li nhun khng t mc tiu ra do khung hong kinh tlm cho ngi dn hn ch chi tiu.

=> Nh vy, vi tnh hnh kinh tv m hin nay v xu hng trong tng lai th va em l inhng c hi, thun li cho cc lnh vc hot ng ca Viettel. Nhu cu v dch v vin thnggia tng, nhng cng gy ra khng t kh khn, l i hi phi tm cch thay i cng ngh,phng php qun l gim chi ph, h gi thnh sn phm, schm sc khch hang, s canhtranh gay gt. V di hn Vit Nam vn c nh gi l mt thtrng y tin nng, c khnng pht trin mnh trong tng lai.

4.Vn ha x hi

Vit Nam l nc ng dn trn 80 triu ngi. l 1 thtrng rng ln cho Viettel khai thc. c ththnh t trong kinh doanh, cc doanh nghip khng chhng n lc ca mnh vocc thtrng mc tiu m cn phi bit khai thc tt c cc yu t ca mi trng kinh doanh,trong c yu tmi trng vn ho.

V sc thi vn ho, n va chu nh hng ca truyn thng li va chu nh hng ca mi

trng, lnh th v khu vc. Sc thi vn ho in m ln du n ng x ca ngi tiu dngtrong c vn quan nim v thi i vi hng ho, dch v m h cn mua. Nhu cu linlc tng, nhu cu dch v... Ngy nay, hu ht mi ngui t cc nh doanh nghip, ngi nngdn, sinh vin, cng chc cho n hc sinh u c nhu cu lin lc, v c nhng nhu cu dch vkhcNh vy, vic ny s kch cu dch v ca Viettel.

Cng vi s pht trin ca x hi, trnh dn tr ca Vit Nam ngy mt c nng cao hn.iu ny s to iu kin cho cc doanh nghip c ngun lao ng c trnh qun l, k thut,


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c i ng nhn vin lnh nghc trnh cao... Vi th trng 86 triu dn, t l dn s trang c nhu cu dch v lin lc, to ra nhu cu ln v mt thtrng rng ln sl c hi choViettel mrng hot ng v chim lnh thtrng giu tim nng ny.

Ngoi ra Vit Nam c c cu dn s tr nn d tip thu cng ngh mi,tin tin hin i.Viettelc th cung cp nhiu hn cc dch v cho gii trnh bi ton,ti nhc,hnh nn

5.Cng ngh

Ngy nay, yu t cng nghc ngha v cng quan trng i vi s pht trin ca mi qucgia, mi doanh nghip. Cng nghc tc ng quyt nh n 2 yu tc bn to nn khnngcnh tranh ca doanh nghip: cht lng v chi ph c bit ca sn phm, dch v m doanhnghip cung cp cho th trng. Song thay i cng ngh khng phi d. N i hi doanhnghip cn phi m bo nhiu yu tkhc nh: trnh lao ng phi ph hp, nng lc tichnh, chnh sch pht trin, siu hnh qun l ... Vi Viettel y va l iu kin thun liva to ra nhng kh khn: s pht trin ca cng ngh, c bit l cng ngh 3G sp ti gipViettel c iu kin la chn cng ngh ph hp nng cao cht lng sn phm, cht lng

dch v, nng sut lao ng, nhng kh khn l s cnh tranh rt ln trong ngnh, cng vi ihi gim gi cc dch v

Yu t t nhin bao gm: vtr a l, kh hu, thi tit... Yu t ny nh hng n cht lngcc dch v, su t vo c sh tng vin thng.

Viettel lin tc u t nng cp pht trin h tn k thut ca mnh. Tham gia vo vic pht trinc sh tng vin thng Vit nam, Viettel v ang xy dng mng truyn dn ng trcBackbone vi dung lng 2,5Gb/s c nng cp ln 10Gb/s, s dng cng nghghp bcsng WDM v phn cp sng b SDH.

Thc hin chtrng ca BBu chnh Vin thng v vic mrng thtrng, khuyn khchdoanh nghip mi u t vo c sh tng mng, Cng ty Vin thng qun i (Viettel) tch cctrin khai p dng cng ngh mi, xy dng c sh tng vin thng, nhm p ng nhim vkt hp kinh t vi li ch quc gia v an ninh quc phng.

Tham gia vo vic pht trin c sh tng vin thng Vit nam, Viettel v ang xy dngmng truyn dn ng trc Backbone vi dung lng 2,5Gb/s c nng cp ln 10Gb/s, sdng cng nghghp bc sng WDM v phn cp sng b SDH. Vi vic s dng cpquang trn ng dy 500 KV v phi hp vi Tng Cng ty ng st Vit nam xy dng ming trc cp quang dc tuyn ng st Bc Nam, mng ng trc Bc Nam ca Viettel phttrin theo cu hnh bao gm cc mng vng vu hi WDM SDH vi tin cy v khnng dphng cao. Mng truyn dn cc tnh ng bng sng Cu long hnh thnh cu hnh mngvng hon chnh. Cc vng Ring ni ht ti cc thnh ph H ni, Tp HCh Minh, Nngcng c thit lp v a vo s dng. Mng truyn dn ca Viettel hin nay ang vn rng ranhiu tnh, thnh ph trong cnc bao gm: H Ni, Sn Ty, Bc Ninh, Bc Cn, Lng Sn,Cao Bng, Tuyn Quang, Ph Th, Ho Bnh, Hng Yn, H Nam, Nam nh, Ninh Bnh,Thanh Ho, Ngh An, Qung Bnh, Qung Tr, Tha Thin-Hu, Nng, Qung Nam, QungNgi, Bnh nh, Ph Yn, Khnh Ho, Kon Tum, Gia Lai, c Lc, Lm ng, Ninh Thun,


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11

Nhm 04

Bnh Thun, Bnh Dng, Bnh Phc, ng Nai, Tp HCh Minh, Ty Ninh, Long An, ngThp, Tin Giang, An Giang, Kin Giang, Vnh Long, Cn Th, Sc Trng, Bc Liu, C Mau.Nm 2004, Viettel s tip tc xy dng cc tuyn truyn dn Sn Ty - Sn La - Lai Chu, TinGiang - Bn Tre.

Khng ch pht trin mng truyn dn trong nc, Viettel khn trng xy dng trm v tinh

mt t-ca ng vin thng quc tv a vo khai thc s dng vo cui nm 2003. Mngtruyn dn quc t ca Viettel hin nay s dng phng thc qua vtinh kt ni vi mngquc t, thu knh v thc hin kt ni h thng vi vtinh INTELSAT, dung lng ban u l20/5 Mbps (downlink tc 20 Mbps v uplink tc 05 Mbps) cho Internet v 2 E1 cho thoiIDD. Sang giai on 2, s mrng dung lng kt ni quc t qua v tinh ln ti 155/45 Mbps(downlink tc 155 Mbps v uplink tc 45 Mbps) cho Internet v 5 E1 cho thoi IDD. Hinti trm v tinh mt t m Viettel lp t v a vo khai thc s dng c anten ng knh6,3m. Theo quy hoch d kin, Viettel s trin khai h thng thng tinh v tinh VIETTEL SAT 1c cu hnh bao gm su ng ten, trong c hai ng ten c n knh 6,3m, mt ng ten ngknh 9 m, hai ng ten ng knh 11m, kt ni cc hng i chu u, M v Astralia. Vi cngngh hin i, khnng d phng ln, h thng VIETTEL SAT 1 sc tin cy cao, m bocht lng thng tin kt ni i quc t.

Mng vin thng quc tny c kt ni vi mng cp quang trong nc chng p ngnhu cu truyn dn ca Viettel v cung cp dch v thu knh cho khch hng. D kin khnngmrng dung lng trong nhng nm ti, Viettel cng c k hoch i vi vic trin khai ktni vi h thng cp quang bin quc ttrong tng lai.

Vi vic trin khai s dng cng ngh mi, c sh tng thng tin hin i, Viettel l doanhnghip vin thng u tin Vit nam cung cp dch vin thoi ng di VoIP (vo nm

1998). Hin nay, mng VoIP 178 t khong 30 triu pht/ thng cho php cc thu bao trn hn20 tnh/thnh phtrong nc gi n hn 200 nc trn th gii.

Viettel p dng cng ngh mng th h sau NGN cung cp cho khch hng cc dch v truynhp Internet cht lng cao, dch v truy nhp bng rng v cc dch v gi trgia tng khcnh: truy nhp Internet gin tip 1278, truy nhp Internet bng thng rng ADSL, VDSL, truynhp Internet trc tip Leased Line, dch vin thoi trn Internet PC to Phone, dch v giatng trn mng Webhosting, Webdesign, Privatemail, Virtualmail... Nm 2003, vi vic xydng v a vo khai thc trm v tinh mt t ca ng vin thng i quc t, dung lng ktni quc t mng IXP ca Viettel c nng ln 45Mbps. n nm 2005, mng Internet caViettel sc mrng ra ton quc.

ng thi vi vic nhanh chng trin khai xy dng a vo khai thc mng truyn dn v cungcp cc dch v thng tin cnh, Viettel cng ang khn trng thit lp mng thng tin ding GSM-900 cng ngh GPRS (2,5G) c khnng nng cp ln 3G trn phm vi ton quc cung cp dch vthng tin di ng (m dch v 098) cho khch hng trn ton quc vo nm2004.

Vi s pht trin ca h thng c sh tng cng ngh thng tin gip cho Viettel ci thin,nngcp cht lng dch v ca mnh


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Nhm 04

Vinaphone, Mobifone, Viettel, HT mobile, EVN Telecom, S-fone v Gtel mobile, ngita vn thy s khc bit Viettel. l:

- Doanh nghip c s lng thu bao di ng ln nht

- Doanh nghip c vng ph sng rng nht

- Doanh nghip c gi cc cnh tranh nht

- Doanh nghip c nhng gi cc hp dn

- Doanh nghip c chnhsch CSKH tt nht

4. Quyn lc thng lng ca nh cung ng.

- Nh cung cp ti chnh bao gm: BIDV, MHB, Vinaconex, EVN

- Nh cung cp nguyn vt liu, sn phm bao gm: AT&T (Hoa K), BlackBerry.

5. Cnh tranh gia cc i th cnh tranh hin ti.

- Thtrng Vin thng c s cnh tranh gay gt ca cc Cng ty dch v vin thng khcnh MOBIFONE, VINAFONE, SFONE, BEELINE D hin ti Viettel ang chim lnh th

phn nhiu nhng cc mng in thoi khc ang dn tin ti mc cn bng nh Mobifone chim 35%.

IV. M thc EFAS

Th phn ca cc nh mng

44%

35%

8%

8% 2%2%1%

Viettel Mobifone Vinafone S-fone

EVN Telecom HT Mobile BeeLine


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Nhm 04

PHN TCH MI TRNG BN TRONG DOANH NGHIP

I. Sn phm dch v ch yu

Tp on vin thng qun i Viettel hot ng sn xut trn nhiu lnh vc nh: Dch v vinthng, bu chnh, truyn thn, u t bt ng sn. Tuy nhin hot ng ch yu nht vn l dch

vbu chnh. Trong gii hn bi tho lun chng ti ch cp n cc sn phm dch v vinthng ca cng ty vin thng qun i Viettel.

1. Mt sgi cc ca Viettel:

Cc gi thu bao trtrc:+ Gi cc Hi School: ng hnh cng tui xanh+ Gi cc Sumo SimCp i hon ho+ Gi cc Sinh VinTi l Sinh Vin+ Gi cc Tourist

+ Gi cc Happy Zonegi cc thp nht+ Gi cc CiaoCho cuc sng ti p+ Gi cc Tomatoin thoi di ng cho mi ngi+ Gi cc Economy: Thn thin v kinh tCc gi thu bao tr sau:+ Gi cc VIPLun khc bit+ Gi cc Family: Chi tiu hiu qu - gn kt tnh thn+ Gi cc Basic+: n gin v hiu qu+ Gi cc Corporate: Gii php tit kim cho doanh nghip

C rt nhiu gi cc, trong cc gi cc c khch hng s dng nhiu nht l gi cc

Sinh Vin, Happy Zone, Economy, Tomatol cc gi trtrc; Gi cc Basic+ l gi cctr sau.

Gi cc Sinh vin: Ti l sinh vin

Gi cc tr trc dnhring cho i tng khch hng ang l sinh vin; nh mt mn quViettel tng ring cho sinh vin- nhng ngi chm ch hc hnh v l nim t ho ca gia nh,b bn.

Li ch khi s dnggi cc

Gi cc sinh vin hi t tt c nhng tnh nng u vit nht t cc gi cc hin c ca Viettel:

- Mc cc thoi v nhn tin r nht trong s cc gi cc tr trc.

- Khng gii hn thi gian s dng.

- c cng 25.000 ng voti khon s dng mi thng


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Nhm 04

- c ng k t ng v min ph cc thu bao gi datatc caovi 30MB lu lngs dng min ph hng thng

- S dng tnh nng gi nhm tit kim 50% chi ph.

iu kin ng k

- Ch thu bao phi l sinh vin.

- C th sinh vin cn hiu lc.iu kin s dng

- Trong vng 2 thng (60 ngy), thu bao phi pht sinh t nht 1 trong cc giao dch: np th,pht sinh cuc gi ic cc, tin nhni c cchoc nhn cuc gi n.- Nu trong vng 60 ngy, thu bao khng pht sinh mt trong cc giao dch trn th thu baos b chn chiu gi i. khi phc li chiu gi i, khch hng phi np thm tin vo tikhon.

- Thi hn ch np tin: 10 ngy.- Sau thi hn ch np tin, nu khch hng khng np th khi phc li hot ng,Viettel Telecom s thu hi li s.

Gi Happy Zone- Gi cc thp nht

- Happy Zone l gi cc c thit k c bit dnh cho cckhch hng c phm vi di chuyn thng xuyn trong mt khuvc nht nh (trong tnh, thnh ph)- Happy Zone phn bit gi cc khi thu bao trong vng ng k s dng dch v v khi

ngoi vng ng k s dng dch v. Khch hng s c hng mc cc u i khi tin hnhcc cuc gi trong vng kch hot.

Cc nh ngha:

- Zone c mc nh l vng (tnh hoc thnh ph) m khch hng ng k dch v. - Trong Zone (In Zone): Trong vng kch hot (phm vi tnh hoc thnh ph). Khch hng

ng trong Zone v gi i bt k u trong nc s c tnh cc trong Zone.

- Ngoi Zone (Out Zone): Ngoi vng kch hot. Khi khch hng ra khi tnh, thnh phmnh ng k v thc hin cuc gi th Viettel s tnh cc gi ngoi Zone.

Phm vi cung cp dch v:- T ngy 8/6/2009, Viettel cung cp gi cc Happy Zone trn ton quc.

- Trong qu trnh s dng dch v, khch hng mun thay i vng ng k c th ntrc tip ca hng, gi in n chm sc khch hng cc tnh hoc gi n 19008198.

Li ch khi s dng gi cc Happy Zone:


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Nhm 04

- Khng cc thu bao thng

- Mc cc u ikhi tin hnh cc cuc gi trong vng kch hot.Gi cc Economy: Thn thin v kinh tn gin, thun tin v d s dng!Economy l gi cc tr trc n gin, thun tin v d s dng nht ca V iettel Mobile. Khcvi cc gi cc tr sau (Basic+, Family) v cc gi tr trc khc, Gi cc Economy c ccthoi thp, dnh cho khch hng c nhn gi nhiu vi mc s dng di 150.000ng/thng.

Li ch khi s dng gi cc Economy:

- Khng phi k hp ng thu bao;

- Khng phi tr ph ho mng;

- Khng phi tr cc thu bao thng, thu bao ngy;

- Khng phi thanh ton ho n cc hng thng;

- Ch tr cc cho tng cuc gi;

- Gi cc thoi cc thp;

- S dng dch v bt c lc no.

Gi cc Tomato - Khng gii hn thi gian s dng, vi mc cc hng thng bngkhng!

Gi cc Tomato l gi cc i chng nht ca Viettel, cbit dnh cho nhm khch hng mong mun s dng in thoidi ng nhng t c nhu cu gi, m nghe l ch yu. Gi cckhng gii hn thi gian s dng, vi mc cc hng thngbng khngLi ch khi s dng gi cc Tomato:

- Khng gii hn thi hn th => Dng v thi hn n khiti khon khng cn tin;

- Khng cc thu bao thng- Khng cc ho mng

- Ch cn pht sinh 1 cuc n hocgi i trong vng 2 thng.

- Khch hng c th thc hin cuc gi hoc nhn tin ti bt k thi im no, min l tikhon >0 ng.Gi cc Basic+: n gin v hiu qu


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Nhm 04

Gi cc Basic+ l gi cc tr sau thng dng ca Viettel dnh cho c nhn c mc s dng >150.000 ng/thng.

Li ch khi s dng gi cc Basic+:

- c thanh ton cc vo cui thng;

- c s dng tt c cc dch v gi tr gia tng v chm sckhch hng tt nht.

2. Dch v internet

Cng ngh ADSL (Asymmetric Digital Subscriber Line) -ng thu bao s bt i xng l cng ngh bng rng mi(broadband) cho php truy nhp Internet tc cao v mngthng tin s liu bng cch s dng ng dy in thoi sn c.

ADSL gm hai knh thng tin ng thi l knh thoi v knh truy nhp Internet (do tn sca bng thoi v tn s ca bng truyn s liu l khc nhau). Bn c th va ni chuynin thoi, va voInternet trn cng mt ng dy in thoi. Bn cng khng cn phiquay s modem mi khi kt ni mng, lin tc gi kt ni v c bit khng phi tr ccin thoi ni ht.

c im:

Bn s khng phi ngi i hng gi ng h ti v cc tp tin, th in t c kch thcln hay xem cc trang Web trn mng Internet. Mi th s tr nn nhanh chng v d dnghn so vi hnh thc kt ni Internet truyn thng qua ng dy in thoi:

Kt ni lin tc; Khng cc in thoi;

Khng tn hiu bn;

Tc vt tri;

Qun l cc r rng;

H tr k thut 24/24h.

iu kin s dng:

s dng dch v ADSL ca Viettel, cn c nhng thit b sau: Modem ADSL

My tnh PC c gn card mng Ethernet.

Microfilter (b lc tn hiu): thit b ghp/ tch tn hiu thoi v d liu trn cngmt ng dy in thoi;

3. Dch v in thoi c nh

Chnh thc c cung cp t nm 2003, hin ti dch v in


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Nhm 04

thoi c nh ca Viettel c mt ti cc tnh thnh trn cnc, vi di s t 25xxxxxx n 29xxxxxx. Cht lng thoin nh, th tc ng k v lp t n gin.in thoi c nh ca Viettel cung cp cc dch v gi ni ht,lin tnh v quc t truyn thng, lin tnh v quc t VoIP, gidi ng v cc dch v gi tr gia tng khc.

c im dch v:

- Ph lp t thp nht - gim t 10- 15% so vi th trng

- Tnh cc theo tng giy (t giy th 7) cho cc dch v gi in thoi ng di trongnc v quc t, gi di ng;

- Gi trong nc,quc t tnh cc 01 vng duy nht;

- Lp t in thoi c nh Viettel, Qu khch hng s hu i dy c dung lng > 20M,

vi i dy ny Qu khch hng c th s dng kt hp vi dch v ADSL, truyn hnh, ccdch v gia tng khc, vn m bo cht lng v m bo m thut cho gia nh, vnphng;

- Cht lng dch v n nh;

- Cc s dng dch v hp l;

- Thi gian lp t nhanh.

II. Thtrng

C th ni rng d Viettel l doanh nghip pht trin sau cc nh mng nh: Vinaphone,Mobiphone nhng trong chng ng pht trin ca mnh ,cng ty c nhng bc pht trinnhy vt, s lng th phn tng ln cp s nhn trong gn 20 nm pht trin trn tt ccc lnhvc kinh doanh ca mnh. Khng ch pht trin thtrng trong nc m cn tp trung phttrin thtrng nc ngoi.Tp on Vin thng Qun i Viettel t pht trin h thng knh phn phi 64 tnh thnh trnkhp cnc ngay t nhng ngy u t chc hot ng kinh doanh. Ngoi ra Viettel anghng ra thtrng nc ngoi nh cc dch vdi ng ti cc nc Lo v Campuchia. ncui nm 2010, mng Viettel Campuchia v Lo cho thy nhng kt qu kh quan sau mtnm k t ngy chnh thc khai trng. Cc d n ti thtrng Haiti v Mozambique cng ang

c khn trng chun b c th cung cp dch vtrong nm 2011. Mi y nht, Viettelcng thng thu giy php vin thng Peru.
http://viettel.com.vn/3-0-1-1532-Viettel-thang-thau-giay-phep-vien-thong-tai-Peru.htmlhttp://viettel.com.vn/3-0-1-1532-Viettel-thang-thau-giay-phep-vien-thong-tai-Peru.htmlhttp://viettel.com.vn/3-0-1-1532-Viettel-thang-thau-giay-phep-vien-thong-tai-Peru.htmlhttp://viettel.com.vn/3-0-1-1532-Viettel-thang-thau-giay-phep-vien-thong-tai-Peru.htmlhttp://viettel.com.vn/3-0-1-1532-Viettel-thang-thau-giay-phep-vien-thong-tai-Peru.htmlhttp://viettel.com.vn/3-0-1-1532-Viettel-thang-thau-giay-phep-vien-thong-tai-Peru.htmlhttp://viettel.com.vn/3-0-1-1532-Viettel-thang-thau-giay-phep-vien-thong-tai-Peru.htmlhttp://viettel.com.vn/3-0-1-1532-Viettel-thang-thau-giay-phep-vien-thong-tai-Peru.htmlhttp://viettel.com.vn/3-0-1-1532-Viettel-thang-thau-giay-phep-vien-thong-tai-Peru.htmlhttp://viettel.com.vn/3-0-1-1532-Viettel-thang-thau-giay-phep-vien-thong-tai-Peru.htmlhttp://viettel.com.vn/3-0-1-1532-Viettel-thang-thau-giay-phep-vien-thong-tai-Peru.htmlhttp://viettel.com.vn/3-0-1-1532-Viettel-thang-thau-giay-phep-vien-thong-tai-Peru.htmlhttp://viettel.com.vn/3-0-1-1532-Viettel-thang-thau-giay-phep-vien-thong-tai-Peru.html


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20

Nhm 04

III. nh gi cc ngun lc, nng lc da trn chui gi tr ca doanh nghip

Chui gi trca Viettel

1. Hot ng c bn:- Hu cn u vo: Mua cc thit b cng ngh, my mc k thut, mng internet- Vn hnh: pht trin cc sn phm trong lnh vc in t vin thng, CNTT, internet, BCVT- Hu cn u ra: h thng phn phi rng khp 64 tnh thnh trong cnc v ra nc ngoinh Lo v Campuchia- Marketing v bn hng: Gi r vi nhiu khuyn mi hp dn.- Dch v sau bn: dch vchm sc khch hng chu o, hot ng 24/7.2. Hot ng btr: Qun tr thu mua bn thit b cng ngh, gia tng khnng cnh tranh v li nhun chodoang nghip

Pht trin cng ngh: Ti bui lm vic, lnh o Viettel cng khng nh tp on ny stp trung mnh cho nghin cu pht trin v u t sn xut cc sn phm cng nghip CNTT.V vy, Viettel s tp trung u t cho nghim cu pht trin sn xut cc sn phm cngnghip CNTT.

Qun tr ngun nhn lc gip doanh nghip pht trin bn vng Pht trin c sh tng t chc


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Qun tr chin lc

21

Nhm 04

3. Phn tch chui gi trv nng lc ct li ca doanh nghip

+ C nh do chi ph b ra trong mi sn phm dch v ca Viettel nh.

+ P nh do Viettel thc hin chnh sch gi r.

U: gi tr to ra cho khch hng ln.

Gim gi tng cu sn phm.

Nng lc ct li ca Viettel: Vi li th cung cp mng v nhp khu chnh thc, nnglc ct li ca Viettel c nhiu ngi nh gi kh cao.

- Mc gi bn ra ca Viettel khng ch cnh tranh, ngoi ra, h cn tng thm ccgi thu bao tr trc cho ngi mua my. Nh , mc gi bn ca Viettel k cng khhp dn cho nhng ngi ln u mua my s dng. iu cng khin nhiu "i gia"bn l lo lng. Viettel li khai trng ng vo thi im cc "i gia" bn l ang uanhau bn gi thp cnh tranh. Cho nn Viettel tr thnh ngi "chm du vo la" chocuc chin gi thp ny. Chnh v th, nhiu ngi cho rng bc i ny ca Viettel khin


22/43

Qun tr chin lc

22

Nhm 04

cho cuc chin gi c gia cc n v bn l s cng trm trng hn. Khi , mt s n vkhng chu ni sc p v nng lc ti chnh khng cao c th s phi ri khi th trng.

- Dch v chm sc khch hng ca Viettel c nh gi cao, c bit l c hnsch lc chm sc khch hng mt cch thn thin, tn tnh l mt chin lc kinh doanhrt ng n. y c th coi l cch nh v ti u nht cho mt mng di ng trong bicnh th trng di ng Vit Nam cch y 2 - 3 nm. Vi i ng chm sc khch hng

cc i l ca Viettel, ngi dng cm thy rt hi long. Lun quan tm, lng nghe khchhng nh nhng c th ring bit cng h to ra cc sn phm, dch v ngy cng honho.

Nng lc ct li ca Viettel l c s v l tin ti ln li th cnh tranh cho tpon.Thc t cho thy viettel i sau nhng li chim c 50% th phn ngi dng sdng mng di ng cng nh cc dch v khc. Trong khi cc mng i trc Viettelnh Sfone hay Mobifone hay Vinafone li khng c nh th. ng trn lp trngngi tiu dng th chnh sch Viettel a ra l rt hp vi ngi tiu dng c mc thunhp thp. Ly thc t rng, Viettel l ngi u tin cung cp sim sinh vin cho sinhvin vo cc trng i hc, sau mt nm th Mobifone v vina mi cung cp simth viettel nhanh chn chim c th trng ng o l sinh vin. Ch ring th thi

Viettel thu li doanh thu ln trong mt nm . Cc nm sau th Viettel vn tip tccung cp Sim sinh vin tuy Mobifone v Vinafone cung cp gi dch v ny nhngnhiu ngi vn ngh rng ch c viettle mi c dch v ny nn vn dng Viettel.

IV. Nng lc cnh tranh

1. Nng lc cnh tranh phi Marketing

- C cu trc t chc ca tp on vin thng qun i Viettel. Chnh v vy, Tp on Vinthng Qun i khng c hi ng qun tr m hot ng di s lnh o ca ng u v siu hnh ca tng gim c. Vim hnh ny, qu trnh ra quyt nh s tp trung v nhanh

hn.- V th ti chnh:Tp on vin thng qun i Viettel l tng cng ty kinh doanh trn nhiulnh vc v vin thng bao gm nhiu cng ty thnh vin trc thuc. Cc n v thnh vin hchton ph thuc gm: Cng ty in thoi c nh Viettel, Cng ty in thoi di ng Viettel,Cng ty truyn dn Viettel, Cng ty Vin thng Qun i khu vc I, II v III. Ngoi ra c 5 nv khc hch ton c lp gm Cng ty Internet Viettel, Cng ty Bu chnh Viettel, Cng ty Khost v thit k Viettel, Cng ty Xy lp cng trnh Viettel v Cng ty Thng mi Xut nhpkhu Viettel.-Nng lc qun tr v lnh o : Lnh o nh hng con ngi 3 trong 1:lnh o, iu hnhv chuyn gia. Lnh o Viettel l ngi c kin thc, bit nh hng, bit gi m mingi tham gia, bit giao vic cho mi ngi lm nhng bit tin cng vic, bit nh gi

nhn xt, bit o to nhn vin, bit nhng tay vo tho g kh khn khi cn. -Ngun nhn lc: tc phong lm vic nhanh nhn mang tnh qun i, k lut cao.Viettel ctha hng rt nhiu trong vic mnh l Qun i, m ln nht l truyn thng v cch lmngi lnh, iu ny c a thnh mt nng lc cnh tranh cho Viettel.

Nhng im mnh- Viettel shu ngun vn ln, c li th cnh tranh, c s tn nhim cao ca khch hng

i vi cc sn phm v cc dch v ca cng ty.- C i ng nhn vin trnh cao, chuyn nghip v nng ng.


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Nhm 04

- C sk thut mng Bu chnh Vin thng c u t nng cp trn su t chokhoa hc cng ngh cao, vi chi ph thp m hiu qu, v gi c phi chng.

-Tng cng ty cn c li th l doanh nghip nh nc gi vai tr cho trong lnh vcBu chnh Vin thng, k tha b dy truyn thng ngnh vi mng li Bu chnh Vin thngrng khp cnc.

Nhng im yu- Quy m mng li cha p ng yu cu.- Khnng cnh tranh v cht lng dch vv gi cc cn hn ch.-Nng sut lao ng thp.- Cung ng dch v cn nhiu hn ch.

2. Nng lc cnh tranh Marketing

- Viettel l mt trong nhng nh cung cp c nhiu sn phm v nhiu loi hnh dch v nht.Sn phm v dch v rt a dng. Viettel c nhng sn phm th hng ti i tng khch hngtheo tui, c sn phm li hng ti i tng theo mc thu nhp.

- Khi thtrng vin thng hi tn 8 nh cung cp dch vdi ng: Vinaphone, Mobifone,Viettel, HT mobile, EVN Telecom, S-fone, Gtel mobile v Beeline th ngi ta vn thy c skhc bit ca Viettel. l:

- Doanh nghip c slng thu bao di ng ln nht: Slng thu bao ca Viettel ln tihn 20 triu thu bao, chim trn 40% th phn di ng.- Doanh nghip c vng ph sng rng nht: Hin Viettel c khong 12.000 trm thu pht sng,khng ch ph sng ti cc thnh thm sng Viettel vsu n vng nng thn, vng hi oxa xi. Thu bao di ng Viettel c th gi i bt cu, bt c thi im no u khng sbnghn.- Doanh nghip c gi cc cnh tranh nht: gi cc Viettel cung cp rt hp dn. Nhng gi

cc ca Viettel tht s hp dn v ph hp vi tng i tng khch hng. Bn thn nhn vintrc tng i gii p nh chng ta tht s hiu ngha ca tng sn phm Viettel ang cungcp trn thtrng.- Doanh nghip c gi cc hp dn nht: nhng gi cc nh Happy Zone, Homephone khngcc thu bao, Sumo sim hay Cha v con u l nhng gi cc khc bit m khng mtdoanh nghip vin thng no c.- Bn cnh , Viettel cng l doanh nghip c nhng nhiu chng trnh gn lin vi nhng lich to ln ca x hi hoc chnh sch nhn o, quan tm c bit n ngi ngho v tr emnht: vi quan im kinh doanh c trch nhim vi x hi, cc chng trnh nh Mng Internetcho b gio dc, hi ngh thoi cho B Y T, Viettel gip cho hng triu triu hc sinh, sinhvin v gio vin c c hi tip xc vi khoa hc cng ngh, nn tri thc hin i; cho cc bcs, y t v nhng ngi lm vic trong ngnh y d cch xa nhau hng nghn kilmet v mt al vn c thm thoi, hi tho vi nhau v mt ca phu thut kh nh ang cng ngi timt hi trng vy.- Vn cha , hng nm, Viettel chi hng tng ng hngi ngho vi chng trnh cbit t chc cui nm: chng trnh ni vng tay ln. Ngoi ra, gn y nht, Viettel gp sc


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chung tay vi nhng ngi ho tm gy qucho chng trnh Tri tim cho em nhm gipcho cc em b bnh tim bm sinh c c hi c phu thut c mt tri tim khe mnh hn.3.Chnh sch u i

+ u i v dch v:c phc v ring ti khu vc dnh cho khch hng VIP ti ccsiu th Viettel trn ton quc, u tin tr li trc khi gi in tng i 19008198, hon chn

cc, c ci t v th nghim cc dch v mi, min ph t cc Roaming+ u i v chi ph:Khch hng c th i im thnh tin tr vo cc/ti khon (i1 im bng 20 ng), min gim cc ph khi s dng dch v cc dch v gi tr gia tng, nhnqu sinh nht hng nm..vv. c bit, vi th Hi vin Viettel Privilege, khch hng cn cgim gi khi s dng dch v ca cc i tc lin kt ca Viettel trn ton quc.4. Chc nng nh gi bn- Gi c l mt trong cc cng c thuc phi thc marketing m cng ty s dng t cmc tiu marketing ca mnh. Cc quyt nh v gi phi c phi hp vi nhng quyt nhv mu m, phn phi, cng cho sn phm hnh thnh mt chng trnh marketing nhtqun v c hiu qu. Nhchin lc nh gi bn ph hp, gi c dch v v cc sn phm ca

Viettel c coi l cc k hp dn nh hin nay gip cho Viettel c th cnh tranh c cci th ln.

V. Vthcnh tranh ca doanh nghip

V th cnh tranh ca Viettel l rt mnh, thc t cho thy viettel i sau nhng li chim c50% th phn ngi dng s dng mng di ng cng nh cc dch vkhc. Trong khi ccmng i trc Viettel nh Sfone hay Mobifone hay Vinafone li khng c nh th. ng trnlp trng ngi tiu dng th chnh sch Viettel a ra l rt hp vi ngi tiu dng c mcthu nhp thp. Ly thc t rng, Viettel l ngi u tin cung cp sim sinh vin cho sinh vin

vo cc trng i hc, sau mt nm th Mobifone v vinaphone mi cung cp sim th viettel nhanh chn chim c thtrng ng o l sinh vin. Ch ring ththi Viettel thuli doanh thu ln trong mt nm . Cc nm sau th Viettel vn tip tc cung cp Sim sinh vintuy Mobifone v Vinafone cung cp gi dch vny nhng nhiu ngi vn ngh rng ch cviettle mi c dch v ny nn vn dng Viettel.

VI. M thc IFAS

Nhn tbn trong

quan trng

Xp loi

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trng

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im mnh

1. Vn hacng ty c chtlng

0.1 4 0.4

2. Thitrng rng ln

0.15 4 0.6 ph sng rng, nhiu hin ldoanh nghip c mng li rng nht ti


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Vit Nam, vihn 20 nghn trm BTS,chim gn 50% tng s trm pht snghin ti trn c nc; 37 triu thu baoang hot ng, chim gi hn 40% thphn trong tng s 8 nh cung cp dch

v vin thng ti Vit Nam, gi r.3. Ngun

lc0.1 4 0.4 Viettel c vn u t ln, cng

ngh sn xut hin i4. Hnh nh

cng ty0.15 3 0.4

5Doanh nghip vin thng Vit

Nam u tin u t trc tip ra ncngoi.S 1 Campuchia v h tng vinthng.. Nm trong 100 thng hiu vinthng ln nht th gii. Mng di ng ctc pht trin nhanh nht th gii (tpch Wireless Intelligence bnh chn).

Nh cung cp dch v ca nm ti thtrng mi ni trong h thng Giithng Frost&Sullivan Asia Pacific ICTAwards 2009

5. Dch vv phn phi

0.1 4 0.4 Chm sc khch hng tt, cnhiu im t vn v chn sc khchhng.

6. Snphm mi

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7. CEOgii 0.05 3 0.15im yu

1. Chtlng sn phmcn hn ch

0.15 4 0.6 Sng yu

2. Phnkhc th trng

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Cha a dng ha cc loi hnhsn phm cho ph hp vi tng b phnkhch hng m mi ch tp trung phn

ln vo tp khch hng bnh dn.3. Sn xut

cha tp chung.0.1 2 0.2 Vn cn sn xut nhiu mt hng

kinh doanh nh sn xut bt giy, giyv ba in n, thit b in t v nhi snphm in t CNTT

Tng 1.0 34 3.5


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Kt lun: Tng im quan trng ca Vietteltelecom l 3.5 cho thy khnng phn ng ca DNi vi cc nhn t bn trong hin ti v tng lai l kh cao.

VII. M thc TOWS

TNG CNG TYVIN THNG QUN I VIETTEL

Cc im mnh:- Vn ha cng ty c

cht lng- Th trng rng ln-Ngun lc- Hnh nh cng ty- Dch v v phn

phi

- Sn phm mi- CEO gii

Cc im yu:- Cht lng sn

phm cn hn ch.- Phn khc th trng

cha r.- Sn xut cha tp

chung.

Cc c hiTc tng trng

cao ca th trng in thoidi ng bnh dn

Tng trng GDP caoNhu cu cao v cc

sn phm ph lin quan tiin thoi

Pht trin quy mhot ng ra nc ngoi.

- Chin lc dn uv gi thnh.

- Pht trin ra thtrng quc t.

- Chin lc khc bitha.

- Chin lc a dngha.

Cc e daTh trng ang gn

ngng bo ha.Nhng yu t thun

li pht trin mt mng ding nh h tng, gi cc,

dch v gia tng,thit b ucui... c cc mng ding khai thc trit .

Khch hng

- Chin lc cng.

- Chin lc linminh, lin kt.

- Chin lc a dngha hng ngang.


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CHNG III

CHIN LC CA DOANH NGHIP

I. Chin lc cnh tranh v chnh sch trin khai:

1.

Chin lc dn o v chi ph:Trong nhiu nm, ngnh vin thng l mt ngnh c quyn vi s thng tr hon ton ca

tng Cng Ty Bu Chnh Vin Thng (VNPT). Nhng khch hng s dng dch v vin thngnh in thoi c nh, in thoi di ng, Internet b gi l thu bao v b coi nh nhngcon s ch khng nh nhng con ngi. iu ny dng nh t ngi ch ti bi h ch cmt nh cung cp, khng c c hi la chn , cng khng c quyn phn nn. Nhng cha ht , do s thng tr ca mt mnh VNPT, cch qun l khch hng cng rt khc,h coi khch hng l mt m ng v phc v theo kiu phc v m ng. V anh lnh Viettel vo cuc, em li mt th trngcnh tranh hn, tip theo sau l VTC

FPT SFone..Ta c th d dng thy cc sn phm ca viettel c cht lng cao v c bit rt phong ph,hng ti ti tng i khch hng3 mng chnh ta cn xem xt:* Mobile:- K nng c bit , sn phm:Dch v Black berry (Mng u tin hp tc cng RIM ti VN, ta thy c s nhanh nhy,tim lc ln ca VT, gip VT ra nhp nhng mng i tc ca RIM - ton cc i gia vinthng)Dch v Call Blocking

Dch v I-mailDch v np tin TopUpDch V chuyn tin I-shareDch v Nhc chung ch I-MuzikDch v ng tinDch v Pay 199Dch v c bnDch v thng bo cuc gi nhDch v Call me backDch v 8xxx v 5x55Dch v I-chatDch v Yahoo sms messengerDch v nhc nnDch v tra ccDch v thanh ton cc tr sau qua ATMDch v GPRS/ MMS/ WAPDch v Inmarsat


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Dch v chuyn vng quc tNhn qua ta c th thy Viettel cung cp mi dch v m cc hng cn li c, v khng tnhng dch v H l ngi tin phong:I-shareYahoo sms messenger

Cp nht 1s dch v tin phong ca VT :Dch v xem v chia s Video trn Mobile u tin ti Vit Nam.Viettel h tr gi tin nhn quc t bng ting Hn v ting Hoa.S khc bit, mnh cho l ln nht l Kh nng Ph Sng: Viettel l s 1, ph sng ra hu ht cc vng bin gii, hi o, vng su, vng xa, to nn u th cnh tranh 1 l do quan trng v s ph sng rng khp c nc, nay cn hng ti th trng Lo,Campuchia: C li th ln ca 1 anh lnh. C th ni vic kh khn nht trong vic ph sng llp t cc trm BTS. Nhng vic ny khng l vn ln, vi nhng anh lnh. Viettel cn c li th ln v cng ngh, h l nhng nh Cng ngh quc phng. Gi cc Viettel cng kh hp dn, nu khng ni l r hn cc hng khc cht

H cng c nhiu loi cc v mc tiu l mi i tng khch hng:Ta c th d dng thy chin lc ny ca VT qua nhng gi cc rt c bit Cha v Con, gicc B i bin phng, Sinh vin- Dch v hu mi:Mng li rng .Cn nh nhng ngy u chp chng xy dng h tng cho dch v di ng.Lc y, vn t, kinh nghim cha nhiu, VIETTEL cng nh i theo bc ngi i trc lch u t, xy dng mng li ti nhng tnh, thnh ph ln bi thu nhp ca ngi dncao, kh nng thu hi vn s rt nhanh. Nhngsau , VIETTEL quyt nh u t xydng mng li ng lot 64/64 tnh, thnh ph. CHm sc khch hng tt nht c thViettel Privilege Dnh tng khch hng thn thit", theo , tt c cc khch hng ang sdng dch v di ng ca Viettel s c tch lu im xp hng Hi vin v c hngnhng u i c bit- Khuyn mi:L nh dn u trong cc chin dch khuyn mi. C th ni VT khuyn mi quanh nm, v ccngy l din ra quanh nm v v h l ng ln.Gn y nht VT hp tc vi 1 s nh sn xut T ln v tung ra sp khuyn mi : cung cpb trn gi SumoSim, Viettel s thc hin h tr khch hng c c 1 my di ng honton min ph!Chng trnh khuyn mi Lp t Internet (ADSL) v in thoi c nh hon ton min ph.

- Cng ngh pht trin sn phmLun tin phong RD v CORP:L nh phn phi gii php duy nht ca Black berry VN, p ng c yu cu ca RIM- xng tm cc i gia khu vcDch v xem v chia s Video trn Mobile u tin ti Vit Nam.Dch vin thoi c nh khng dy (HomePhone)Dch v Inmarsat ca Viettel cho php thc hin cuc gi t mng b (gm in thoi c nh,in thoi c nh khng dy trn ton quc, thu bao di ng Viettel) n cc thu bao u


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cui Inmarsat.* Phonein thoi khng dy HomephoneC li th l nh cung cp dch v in thoi di ng s mt ti Vit Nam vi hn 5000 trmpht sng, gi y, vi dch v Homephone, Viettel hy vng nhanh chng ph cp dch v in

thoi n cc khu vc khng c iu kin cung cp ngay dch v in thoi c nh ko dy,c bit l cc vng su, vng xa, cc vng c a th him tr. Khng s gin on dch v v t cp, t dy;n gin, d s dng v dng sim v my in thoi chuyn dng, Vit ha 100% Chi ph s dng hp l, tit kim v gi cc dch v c tnh nh ging nh cc in thoic nh.y l dch v VT tin phong, t chin lc a dng ha sn phm

* InternetViettel "qua mt" FPT trn th trng ADSLTheo tuyn b t i din truyn thng ca FPT Telecom, tnh n thi im ny, FPT

Telecom ang c khong 330.000 thu bao ADSL. Trc , FPT Telecom a ra mc tiun ht nm 2008 s t c khong 450.000 thu bao ADSL. Trong khi , Viettel khngnh h ang c khong 360.000 thu bao ADSL. i din ca Viettel khng nh h chnhthc "qua mt" FPT Telecom v s thu bao c vi thng nay. y khng phi l thngtin qu bt ng bi vic son ngi ny c d bo t hi u nm 2008.

Tuy ng v tr th hai sau VNPT trn th trng cung cp dch v ADSL, th nhngngoi nhng thnh ph ln Viettel ch cung cp dch v ADSL cc trung tm tnh v cchuyn. Sc ph v dch v ny ca Viettel vn cha th mnh bng VNPT. Mi y, Viettel cam kt min ph a Internet bng rng n tt c cc trng hc. Gii phn tch cho rng,chng trnh ny s thc y thu bao ADSL ca Viettel tng mnh trong thi gian ti tiptc bt ph xa khong cch vi i th ng v tr th 3 l FPT Telecom. Vi cc din thtrng cung cp dch v ADSL hin nay, ch Viettel mi c kh nng cnh tranh vi VNPTtrn ton quc. Tuy nhin, trn thc t, VNPT vn ang gia tng khong cch vi cc i thkhc. VNPT hin l doanh nghip ng u th trng v cung cp dch v Internet tc cao,vi hn 1, 1 triu thu bao ADSL. T nay n cui nm 2008, VNPT phn u t 1,5 - 1, 6triu thu bao ADSL.2. Chin lc khc bit ha:Nghin cu ca Markcom Research & Consulting v thtrng vin thng VN v ng thi

cnh tranh ca tng nh cung cp dch v trn thtrng trong ba nm qua cho php nh gi50% thnh cng ca Viettel l do khai thc hiu qu sli lng (nu khng mun ni l sailm) ca i th v marketing v 50% l do n lc ca i ng nhn vin nng ng.

nh gi v s sai lm trong marketing ca cc i th ca Viettel, theo chng ti, c banguyn nhn v iu ny to li th cho Viettel khi bit tn dng thi c. l s chmchp trong chin lc cnh tranh (thiu linh hot) v x l ri ro chm (v d v nghn mngVinaphone u nm 2005); chm sc quyn li khch hng cha ng mc; cui cng l c sailm trong xy dng hnh nh.


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Chnh v vy vic nh bng hnh nh ca mnh nhn sli lng v chin lc marketingca i th l mt gii php lm nn thnh cng ca Viettel. Tuy nhin, thnh cng cathng hiu Viettel, theo chng ti, cn do hai nguyn nhn bao trm khc. l mt chinlc nh v v tiu ch tip cn kinh doanh v khch hng trc, v mnh sau.

Chin lc nh v: gi thp, linh lot trong qung b hnh nh v c bit l c hn sch lc

chm sc khch hng mt cch thn thin, tn tnh l mt chin lc kinh doanh rt ng n.y c thcoi l cch nh v ti u nht cho mt mng di ng trong bi cnh thtrng ding VN cch y 2 - 3 nm (S-Fone tuy ra trc khng lm iu ny).

Bn cnh chin lc nh vng, Viettel cn th hin li t duy kinh doanh v khch hngtrc, v mnh sau tuy cha m nt v t ti mc cao nhng to c s tin cy trongngi tiu dng. Cc gi cc tnh c li cho khch hng, cc cch chm sc khch hng t t,cc tin ch mang li gi tr ngoi sinh cho khch hng nh chn s... tht s gp phn lmcho Viettel thnh cng hn.

II. Chin lc tng trng:1. Chin lc a dng ha sn phm:Trn c sphn tch, nh gi mi trng kinh doanh, xem xt cc mc tiu, nhim v

xc nh, cc nh qun l ca Viettel la chn chin lc tng trng hot ng sn xutkinh doanh, tng v th ca Tng cng ty bng cch tp trung pht trin cc sn phm dch vm hin l th mnh ca Tng cng ty nh: in thoi quc t, in thoi trong nc, cc dchvthng tin di ng, internet, bu chnh, ti chnh, nhn lc. Tng cng ty bu chnh vinthng qun i Viettel cn thc hin chin lc tng trng bng cch a dng ho cc snphm dch v.

- Thtrng vin thng ti Vit nam ang pht trin rt mnh, vi th phn trn di 40%tuy vy cc h mng cng ang cnh tranh chim lnh th phn. V vy Viettel ang n lc tungra nhng gi cc gi r, ang n lc tip th qung co mnh m, hiu qu nhm tng th phnca cc sn phm.

- Viettel tng s nhn vin bn hng v mrng i l ti cc tinh thnh trong cnc.

- Tng cng cc hot ng qung co trn truyn hnh, internet, bo ch, bng rn- ng thi Viettel ang y mnh cc chin dch khuyn mi nh a ra cc gi cc

gi r:Gi cha v con:Hiu c bn khon y, gi Cha v con ra i gip gii bi ton kh

cho cc bc lm cha lm m: Con vn dng c di ng, nhng tin s dng cho di ng liph thuc vo ngi cha, cho bao nhiu th dng by nhiu

Gi Happy Zone:Bnh thng, ngi s dng di ng s tr1.500/ pht khi gi i. Tuynhin, c mt b phn dn c (c bit khu vc min Ty) cng mun i du lch hoc lm nnhng hu nh h ch di chuyn trong phm vi tnh mnh sinh sng. Trong khi , gi cc ding nh hin nay nu dnh cho h khng ph hp, h - nhng ngi di chuyn trong mtphm vi hpphi tr tin bng nhng ngi giunhng ngi hay i du lch.

Gi Tomato: gp phn pht trin thng hiu cng ty v mt im quan trng na ln s gip doanh nghip a vin thng n c nhng ngi nng dn ngho nht - tnh i


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chng v phc li - khi h c th hu nh khng mt ng tin cc no m vn c th sdng.

Gi Sumo Sim:Viettel lun tun theo tn ch: x hi ha di ng, lm sao ngi nghocng c c hi dng di ng hc c hi bt ngho. Thc t cho thy rng: Ro cn lnnht hn chngi dn c thu nhp thp s dng dch vdi ng chnh l gi my in thoi

cn rt cao. Hin nay, chi ph thp nht hc c my in thoi l khong 600.000 ng.Hiu c mong mun kht khao ca nhng ngi dn y, gi SumoSim ra i. Vi chnhsch bn b trn gi SumoSim, Viettel gip mt lng ln ngi dn tha mn c m camnh l c c 1 my di ng hon ton min ph.Ngi ta c th nhn thy y l n lc ca Viettel trong cng tc ph cp ho dch v di

ng, mang li c hi dng dch vdi ng cho tt c mi ngi dn Vit Nam, k c nhngngi c thu nhp thp nht.

Cnh Homephone: Hn na, tm l ngi Vit thng mun ch phi tr trn gi khis dng mt sn phm hay dch v, ch khng mun b m nh mt khon nphi tr ci(tin thu bao in thoi hng thng). V th, gi Homephone khng cc thu bao ra i: ch

cn ng trn gi 500.000, ngi s dng khng cn phi quan tm chi tr khon thu baohng thng na.

Ngoi ra cn tng 100% cc th np, tng cng Modul cho 1 thu bao internet2. Thm nhp thtrng v pht trin sn phm:

Cng ty tin hnh a dng ho sn phm nhm tn dng ngun vn ln mnh v ing nhn lc sn c ca mnh cng vi mt h thng knh phn phi khp cc tnh thnh vquan trng nht l ngi tiu dng chuyn hng s thch v c s nh gi. Nhu cu cakhch hng i hi phi c quan tm hn, c phc v tt hn. C hi ca th trng angpht trin v th m Cng ty a ra cc gi dch v ph hp vi nhu cu khchhng ngthi m rng nhiu lnh vc kinh doanh tn dng kh ca Cng ty nhm chim lnh thtrng vi mc tiu dn u mt s lnh vc c li th.

- Viettel hin c s lng thu bao di ng ln nht: S lng thu bao ca Viettel ln tihn 22 triu thu bao, chim trn 42% th phn di ng ng thi cng chim th phn lntrong cc sn phm v dch v khc m Cng ty ang kinh doanh.

- V chin lc tip cn khch hng, Viettel tm kim nhng phn khc th trng minh: nhng khch hng cnhu cu nghe nhiu (gi cc Tomato), i tng tr thch s dngcc dch v gi tr gia tng (nh gi cc Ciao). V mng ny bt nhanh c hi lin tca ra cc dch v mi mang li doanh thu ln. Dch v nhc chung ch I-muzik sau mt nmri ra i c tm triu ngi s dng. Bn cnh , Viettel cn a ra nhiu loi dch v

nh I-share - s chia ti khon, dch v nhn v gi th in t trn in thoi ng -Vi nhng bc i y, ch sau hn ba nm hot ng, Viettel dn u th trng v lngthu bao di ng. Theo cng b ca B Thng tin v Truyn thng, tnh n thng 5/2008(cuc iu tra gn y nht v lng thu bao ca cc mng di ng), c nc c hn 48 triuthu bao di ng, trong , Viettel c 20 triu, MobiFone 13,5 triu, VinaPhone hn 12 triuv S-Fone hn 3 triu...

- Cng ty ang tm kim c hi m rng th trng. Hin nay cng ty m rng hot ngkinh doanh ca mnh sang th trng Lo v Campuchia.


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- Vi chin lc gi m cng ty a ra rt hp dn cng vi chin lc Maketting mnh mnhm ti vic thu ht nhng khch hng s dng mi.

Hin nay cng ty kinh doanh:

- L cng ty hot ng trong nghiu lnh vc vi c cu chng loi sn phm a dngthch hp , c kh nng cnh tranh th trng. Vi th trng rng ln trong nc v ngoinc. ng thi khch hng lun lun quan tm n cc sn phm v dch v ca Viettel. Vvy m Cng ty v ang nghin cu a ra chin lc pht trin sn phm ph hp vi th

hiu khch hng, vi nhu cu th trng.i vi cht lng:- Cht lng c o t u vo cho n u ra cho cc sn phm v

cc loi hnh dich v ca Cng ty, do trc tin cn phi m bo u vo t ng tiuchun, dch v phi tt nht vi cng ngh mi nht

- Ph cp v m rng phm vi th trng cho cc dch v: in thoi, bu phm, dch v ding, internet, bu phm chuyn pht nhanh (EMS), cc dch v Bu chnh Vin thng cbit khc.

3. Chin lc lien minh hp tc(M & A)Viettel Telecom c ra i t s sp nhp ca 2 thnh vin ln nht ca Tng cng ty Vin

thng Qun i l Cng ty in thoi ng di v Cng ty in thoi di ng. Trn thc t,Viettel Telecom l s hi t ca 3 thnh vin vi 3 loi hnh dch v ch cht bi trc ,thng 5/2006 Cng ty Internet c sp nhp vo Cng ty in thoi ng di.Vi s sp nhp ny, Viettel Telecom trthnh doanh nghip vin thng cung cp nhiu loihnh dch v nht ti Vit Nam. Trong c cc dch v quan trng nh kinh doanh Internet,in thoi cnh, dch v178 v thng tin di ngViettel Telecom cng trthnh thnh vin ln nht ca tng cng ty vi ng gp xp x 70%tng doanh thu. Mt trong nhng mc tiu quan trng nht ca Viettel trong nm 2007 l tc mc doanh thu 1 t USD.Gii thch v s sp nhp ny, Ph tng gim c Nguyn Mnh Hng, cho rng gc kinh

doanh, Viettel Telecom stng cng c sc mnh vi mt mng li cung cp a dch vv c lin kt cht ch vi nhau thay v sc lp tng i nh trc kia. iu s toc u th ln trong vic cung cp dch vcho khch hng, ng thi d dng x l cc tnhhung k thut.

Tm li: Chin lc tng trng s gip cho Viettel m rng qui m v th trng, vsn phm, dch v thc hin c mc tiu va kinh doanh va phc v, chim u th v thphn cng nh nh hng i vi khch hng.Cho php Viettel tp hp mi ngun lc ca


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33

Nhm 04

Cng ty vo cc hot ng s trng v truyn thng ca mnh tp trung khai thc cc immnh , pht trin quy m kinh doanh trn c s u tin chuyn mn ha sn xut v i micng ngh, sn phm, dch v. Nh a ra chin lc ph hp m th phn v quy m caViettel khng nhng chim th phn ln nht m ngy cng m rng trong c cc lnh vckhc.

4. nh gi chin lcNh chng ta bit, kim tra l vic cn thit trong qu trnh thc hin chin lc. Cnhiu hnh thc kim tra khc nhau, tu theo tng mc ch khc nhau. Viettel t chc hthng kim tra nh sau:

- Ban kim sot tin hnh kim tra thng xuyn cc hot ng ca Ban gim c, cc phngban;

- Km tra t xut i vi hot ng ca cc n v thnh vin. Sau lp bo co trnh Hing qun tr.

- Tng gim c v b phn gip vic tin hnh kim tra nh k hoc t xut i vi ccn v thnh vin.

Cc knh thng tin ni b bao gm: cc bo co ti chnh, bo co s kt hng qu, bo cotng kt cui nm...

Viettel cn t chc thu thp thng tin tbn ngoi nh thng tin phn hi t pha khch hng(sng gp kin), thng tin vi th cnh tranh...

T cc ngun thng tin thu thp c lnh o Tng cng ty tin hnh phn tch, nh gi vtin trnh thc hin chin lc, tnh hnh ca mi trng t xem xt v iu chnh chinlc. Hng nm Tng cng ty iu chnh cc ch tiu chin lc v vic thc hin chinlc bng cc k hoch nm; thc hin vic iu chnh gi cc; nghin cu ci thin c chqun l ti chnh...

Trong qu trnh thc hin chin lc, Tng cng ty ch ti cng tc kim tra, thuthp c nhng thng tin cn thit v c siu chnh hp l, kp thi.

Tm li, nh hu ht cc doanh nghip nc ta, vic xy dng chin lc v t chc thchin chin lc ca Viettel cn c nhiu khong cch.

Tuy vy, ch qua mt thi gian ngn tin hnh qun l v thc hin chin lc. Viettel gthi c nhiu thnh cng gip cho thng hiu Viettel ng vng trong lng khch hngv chim v tr s 1 trn thtrng Vit nam. Vi chin lc ng n v hiu qu tn dnghiu qu cc ngun lc ca Cng ty cng vi s cho ca ban lnh o v ng tm ca cccn b cng nhn vin Tng cng ty gip Cng ty ng vng trong giai on khng hongkinh t tip tc pht trin v mrng thtrng.


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Qun tr chin lc

34

Nhm 04

CHNG IV

NH GI T CHC DOANH NGHIP

I. Loi hnh cu trc t chc doanh nghip

+ Phn cng v phn mm ca mt tchc: Phn cng bao gm cu trc t chc, h thng,cc quy trnh, quy nh, cc knh bo co, knh giao tip, c ch giao quyn, c chkhon, cch thng. Phn mm bao gm nhng gi tr, nim tin, li sng, chun mc hnh vi, phngchm hnh ng, vn ha, nhng cuc gp chnh thc v phi chnh thc ca lnh o, nhngcuc i thoi. V vn hnh ca mt t chc, phn cng chnh l m hnh t chc, phn mmchnh l h thng cng ngh thng tin vi cc dng chy thng tin rt phc tp, va phn lp,va phng; va phn tn, va tp trung. Ging nh hot ng ca chic my tnh, phn mmchnh l ci mang li sc sng cho phn cng. C cu ca mt t chc rt quan trng nhng yut lin kt t chc trthnh mt chnh th thng nht v ng b chnh l phn mm. Phncng v phn mm mt khi c kt hp vi nhau s to ra nhng mi quan h x hi, nhng

chun mc hnh vi, nh hng ca cc mi quan h, cc dng thng tin v cc dng quyt nh.

+Xy dng b my tchc nh mt c thkhe mnh: Mt t chc mnh cng ging nh cth mt con ngi khe mnh vy. N phi c b no thng minh, tc l lnh o phi sng sut,c tm nhn, c chin lc. Chn tay khe mnh tc l cc b phn gip vic, cc n v trcthuc phi linh hot, c ng v thch ng nhanh vi nhng thay i ca t chc.

II. Phong cch lnh o chin lc:

Phong cch lnh o VIETTEL: 3 trong 1 (lnh o, iu hnh, chuyn gia):

Tt nhin, t trng 3 lnh vc trn thay i tu theo tng giai on pht trin, quy m ca tngn v. Lnh o VIETTEL l ngi c kin thc, bit nh hng, bit gi m mi ngitham gia, bit giao vic cho mi ngi lm nhng bit tin cng vic, bit nh gi nhn xt,bit o to nhn vin, bit nhng tay vo tho gkh khn khi cn. Ngi lnh o (d l TngGim c, Gim c, trng cc phng ban) phi vch ra chin lc v trc tip t chc thchin chin lc , ng thi phi pht hin, o to v sp xp nhn s phc v cho vic thcthi c hiu qu. Chin lc v thc thi l mt qu trnh lin kt gia Sinh v Thnh. Ngi sinhra tng chnh l ngi tt nht, ph hp nht a tng vo cuc sng. Mi trngkinh doanh v cnh tranh ngy nay thay i rt nhanh nn chc ngi iu hnh trc tip mic th nhn dng nhanh chng sthay i, c thng tin kp thi iu chnh chin lc. Cc

Gim c ca VIETTEL phi thc s l ht nhn lnh o, su st thc tin dn dt t chcca mnh.

+ Lnh o cn phi bit cng vic v chia vic: Khi c nhng vic ln, hoc nhng vic chac tin l, ngi lnh o phi bit phn tch thnh nhng vic nhhn. Khi , chng ta s thynhng vic trnn n gin hn bi phn ln u l nhng cng vic chng ta bit cchgii, ch c mt t l rt nh l mi v kh. Nh vy, chng ta s khng thy ngi vic ln, ngivic mi, ngi vic kh.


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Nhm 04

+ Lnh o VIETTEL khng c sngi gii hn mnh. Bi ngi lnh o VIETTELphi gii trong vic t ngi ng v tr v bit tm nhng ngi gii chuyn mn hn mnh t vo nhng v tr thch hp.

+ Quyt on, chnh trc: Khi cha c quyt nh cui cng, chng ta c tha ra bn bc vitp th vi phng chm 70% l quyt (cm nhn thy c ththnh cng c 70% l quyt).Nhng khi quyt ri, chng ta iu chnh ph hp vi thc t.

- Gng mu:

+ Vn ha ca ngi Vit Nam l vn ha lm gng. Ngi ng u cn phi lm trc thnhn vin mi bit v lm theo.

+ Bit xin li nhn vin.

- Quan tm, ng cm vi nhn vin:

+ Thng xuyn ni chuyn vi nhn vin.

+ Bit lng nghe.

+ Bit nghe hai tai.

- Lnh o vi 4 chu, 4 bit v 10 chtrong hnh ng:

+ Chu hc, chu c, chu nghe v chu i c s tng kt thc tin.

+ Bit vit cho mi ngi hiu, bit ni cho mi ngi thng, bit lm v bit iu x s ttvi mi ngi.

+Tn ty cp di thng, gng mu cp di trng, sng to cp di c thm viclm v c thu nhp chnh ng, dn ch cp di d gn v c thng tin, kcng ngitt lun lun c im ta, ngi cha tt c gio dc, rn luyn cm ha, tin btrng thnh

III. Nhn xt vvn ha doanh nghip:

Vn ho doanh nghip l ton b cc gi trvn ho c gy dng nn trong sut qu trnh tnti v pht trin ca mt doanh nghip, trthnh cc gi tr, cc quan nim v tp qun, truynthng n su vo hot ng ca doanh nghip y v chi phi tnh cm, np suy ngh v hnh vi

ca mi thnh vin ca doanh nghip trong vic theo ui v thc hin cc mc ch.Cng nh vn ho ni chung, vn ho doanh nghip c nhng c trng c th ring bit. Trcht, vn ho doanh nghip l sn phm ca nhng ngi cng lm trong mt doanh nghip vp ng nhu cu gi tr bn vng. N xc lp mt h thng cc gi trc mi ngi lm trongdoanh nghip chia s, chp nhn, cao v ng x theo cc gi tr. Vn ho doanh nghip cngp phn to nn s khc bit gia cc doanh nghip v c coi l truyn thng ca ring midoanh nghip


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37/43

Qun tr chin lc

37

Nhm 04

- thc hc tp

+ Mi ngi phi c trch nhim o to ngi ngay di mnh. Gim c o to cc trngphng, trng phng o to Ph phng v cc nhn vin.

+ C thc tng hp, lu gi nhng kinh nghim cho nhng ngi mi, nhng ngi tip qun

cng vic ca mnh bng cch vit cc guideline, quy trnh.

+ Cch hc ca Viettel l tr li cu hi Ti sao?.

+ c sch phi trthnh thi quen ca ngi VIETTEL.

+ C thc pht hin v gii thiu nhng cun sch hay, c ch i vi cng vic ca ngiVIETTEL. a ch gii thiu sch hay: Phng Truyn thng (Tel: 84 4 2660036).

- thc tit kim

+ Gi gn v bo qun ti sn chung cng c coi l mt hnh thc tit kim.

+ Thng xuyn r sot li cng vic ca mnh pht hin nhng im bt hp l, c th thayi cho ph hp hn, nng cao hiu sut, hiu qu s dng.

- thc bo v thng tin

+ Khng nn s dng th in t ca cng ty gi v nhn cc thng tin c nhn (khng linquan n cng vic).

+ Khng nn tit l cho bt k ai ngoi VIETTEL bt cthng tin no lin quan n cng ty khichng cha c cng khai, m khng c php ca cp qun l hay theo yu cu ca phplut, vo bt k thi im no trong hay sau thi gian lm vic ti cng ty.

+ Khng nn ti liu quan trng trn bn hay ti khu vc lm vic m ngi khc c ththy.

+ Khng nn chuyn thng tin quan trng qua my fax v c th l thng tin cho nhng ngikhng c quyn bit.

+ Thc hin i ton bpassword, xa th in t i vi nhng trng hp nhn vinVIETTEL thi vic.

+ Khng nn trao i cng vic ca cng ty vi gii bo ch (k ctrng hp phng vin lmt ngi bn thn). Mi cu hi ca bo ch phi c tham kho vi Phng Truyn thng(Tel: 84 4 2660036).

- Trnh cc hnh ng dn n xung t li ch vi Viettel

+ Khng nn nhn tin hoc ti sn t cc bn thba lin quan n cc giao dch lm n viViettel.


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38

Nhm 04

+ Khng nn hp tc hoc nhn t vn cho khch hng, i tc hay cc cng ty cng ngnh viViettel.

+ Khng nn tham gia bt k mt hot ng bn ngoi no cnh tranh vi vic kinh doanh caViettel.

+ Khng nn tham gia vic lm bn ngoi hoc cc hot ng khc gy cn tr kh nng cabn thn trong vic dnh thi gian v s tp trung cn thit cho cng vic ti VIETTEL.

+ Khng c nhn qu biu, tin ca i tc, khch hng ra nhng quyt nh i ngcli li ch ca VIETTEL.

+ Khng c s dng tin, ti sn ca Viettel mang li li ch cho c nhn, gia nh, bn bmnh.

2.2 ng xca ngi Viettel trong cng vic

- Thu ngoi:

+ D lm vic g, ngi VIETTEL cng phi tlm trc, khi hiu v nm c ri mi y rabn ngoi.

+ Lm g ngi VIETTEL cng lm n tn cng.

- Qun i thnh cng:

+ Mi khi p dng thnh cng mt chin lc, mt chnh sch, chng ta st cu hi nu lmngc li th s th no?

- Khng chy theo thnh tch:

+ Vic gian ln t c thnh tch c coi l mt hnh ng ph hoi VIETTEL.

+ Cc sai st hoc k hca chnh sch cn sm c pht hin v bo co li vi n v clin quan. Nhng trng hp c tnh vn dng nhng k hca chnh sch s b sl thch ngty theo tnh cht ca sai phm.

- Trnh chngha bnh qun

+ Mi nh gi u phi c tiu ch r rng v minh bch, c s phn chia, phn loi hp l.

+ Nu pht hin thy bt k mt biu hin no ca chngha bnh qun, trch nhim ca ngiVIETTEL l thng bo ti c quan c thm quyn l Phng Chnh tr (Tel: 84 4 2660043).

- Hy yu cng vic ca mnh:

+ Hy lm nhng iu tt nht c th mi ngy tri qua l mt ngy ca s hon thnh cngvic v t c cc mc tiu ra.


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Qun tr chin lc

39

Nhm 04

- n gin ha

+ Nghim cm vic copy v ct dn m khng hiu bn cht, ni dung.

+ Mt vn bn c coi l m khng rm r l vn bn tp trung tr li c 5 cu hi(5 W): Ai (Who), Ci g (What), u (Where), Ti sao (Why), Nh th no (How).

+ Thng xuyn r sot li cc qui trnh bi ci khng cn thit, hy t cu hi ti sao chonhng g ang tn ti.

- Lun chuyn cn b:

+ Lun chuyn l to khng gian mi cho c nhn sng to, lm mi mnh v pht trin nhngkhnng tim n ca mi c nhn.

+ Lun chuyn, nht l lun chuyn tc sln Tp on cng l mt phng php o to.

+ Vic i lun chuyn Viettel khng phi l ngha vm l vn ha lm vic.

2.3 ng xgia ngi Viettel v ngi Viettel

- Sng c trch nhim:

+ VIETTEL khng chp nhn hnh ng y vic. Chng ta coi hnh ng giao vic mkhng c hng dn c th vhng trin khai, kt qumong t c, thi gian hon thnhl y vic.

+ Ngi VIETTEL s khng bao gini khng khi c nghgip m hy cng nhautm ra gii php thc hin cng vic.

+ Lun quan tm ti ng nghip, nht l tm hiu hon cnh gia nh gip , tng trlnnhau.

- Tn trng ln nhau:

+ Lun cho hi, mm ci khi gp nhau. Qun nhn thc hin cho theo quy nh ti iu lnhQun i.

+ Lun cm n ng nghip ca mnh. Li cm n khng chc dng trong trng hp nhnc sgip , chia s tngi khc m n cn c dng ngay ckhi ngi khc ch ra ci

xu, ci cha tt, ci cn khc phc ca bn thn.

+ Khng ni xu ngi khc, nht l ni xu sau lng. Nhng dng bnh lun hoc ph bnh nyu c coi l khng chnh thng v khng c gi tr.

- Khi chng ta khng ng nht vquan im:

+ Khi a ra quan im ca mnh, cn phi c lp lun, cn c bo v, cn gii thch r, vsao bn li ngh hoc lm nh vy.


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40

Nhm 04

+ Nu khng nht tr, cn phi a ra phng n ring ca mnh vi nhng chi tit c th, khngc ni chung chung.

+ Khi nu ra nhng tn ti, chng ta cn phi a ra phng n gii quyt nhng tn ti .

- Khi chng ta khng bit mt iu g :

+ Khi khng bit mt iu g , trc khi i tm kim sgip t bn ngoi, chng ta thlin tip t 5 cu hi Ti sao?. Khi gii p c chng, bn tm ra c 70% li gii pcho cu hi ri.

+ Hy ng ngn ngi t cu hi.

- Mc li

+ Vi nhng li cn c x l, chng ta quy trch nhim c nhn nhng cng xt n trchnhim ca tp th. Mt tp th c c nhn mc li, tp th cng khng c nh gi tt.

2.4 ng x ca lnh o Viettel- Lnh o VIETTEL l nh th no?+ Lnh o cn phi bit cng vic v chia vic: Khi c nhng vic ln, hoc nhng viccha c tin l, ngi lnh o phi bit phn tch thnh nhng vic nh hn. Khi , chng ta sthy nhng vic tr nn n gin hn bi phn ln u l nhng cng vic chng ta bitcch gii, ch c mt t l rt nh l mi v kh. Nh vy, chng ta s khng thy ngi vic ln,ngi vic mi, ngi vic kh.+ Lnh o VIETTEL khng c s ngi gii hn mnh. Bi ngi lnh o VIETTEL phi gii trong vic t ngi ng v tr v bit tm nhng ngi gii chuyn mn

hn mnh t vo nhng v tr thch hp.+ Quyt on, chnh trc: Khi cha c quyt nh cui cng, chng ta c th a ra bn bcvi tp th vi phng chm 70% l quyt (cm nhn thy c th thnh cng c 70% lquyt). Nhng khi quyt ri, chng ta iu chnh ph hp vi thc t. - Gng mu:+ Vn ha ca ngi Vit Nam l vn ha lm gng. Ngi ng u cn phi lm trcth nhn vin mi bit v lm theo.+ Bit xin li nhn vin.- Quan tm, ng cm vi nhn vin:+ Thng xuyn ni chuyn vi nhn vin.

+ Bit lng nghe.+ Bit nghe hai tai.- Lnh o vi 4 chu, 4 bit v 10 ch trong hnh ng:+ Chu hc, chu c, chu nghe v chu i c s tng kt thc tin. + Bit vit cho mi ngi hiu, bit ni cho mi ngi thng, bit lm v bit iu x stt vi mi ngi.


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Qun tr chin lc

41

Nhm 04

+ Tn ty cp di thng, gng mu cp di trng, sng to cp di c thmvic lm v c thu nhp chnh ng, dn ch cp di d gn v c thng tin, k cng ngi tt lun lun c im ta, ngi cha tt c gio dc, rn luyn cm ha, tin b trngthnh.- Lnh o v vn ha t chc:

+ T chc l vic mt ngi t nguyn xin thi m nhim chc trch, nhim v c giaodo t nhn thy trnh , nng lc, o c, phm cht, t cht, trch nhim khng p nghoc khng ph hp yu cu nhim v mnh ang m nhim. + T chc l mt vic lm mang li li ch cho tp th, cho t chc v cho ngay chnh bnthn c nhn ngit chc. T chc c th la chn mt ngi khc ph hp hn thay th; cnhn c th la chn mt v tr khc, mt cng vic khc ph hp hn vi nng lc ca mnh tm thy nim vui trong cng vic, s t tin v hnh phc.- Khi no th nn t chc:+ Kt qu hon thnh nhim v trn cng v chc trch c giao yu km, thng xuynb ph bnh, nhc nh;

+ C quan, n v ca mnh ch huy, lnh vc mnh ph trch lin tc khng hon thnhnhim v, k hoch ra (ti thiu 3 ln) do nguyn nhn ch quan; + Bn thn quan liu, thiu trch nhim, c quan, n v xy ra cc v vic gy hu quln hoc c bit nghim trng lm thit hi ln v ngi v ti sn, u tn, thng hiu caViettel.+ Bn thn khng cn uy tn do phm o c, li sng khng lnh mnh, mc t nn x hi. 2.5 ng x gia ngi Viettel v khch hng:- Mm ci, cho n khch hng vi thi thn thin:+ Mm ci vi khch hng khi h cch bn t 2m tr ra.+ Giao tip vi khch hng vi ging nh nhng v km theo n ci thn thin. + Lun hi p trong qu trnh khch hng trnh by vn ca mnh bng nhng t ngm: d, vng, vng .- Khch hng c quyn bit tt c cc thng tin v dch v ca VIETTEL, mi ngiVIETTEL c ngha v p ng mi thng tin n cng.+ Chng ta khng ni qu nhiu v nhng vic mnh lm c, c 10 th ch ni 8. + Hy lng nghe tt c nhng iu khch hng ni v khch hng hi. - Lm cho khch hng hi lng ngay c khi dch v ca VIETTEL lm khch hng phinlng / tht vng nht:+ Khch hng lun ng.

+ Nu li ch ca khch hng xung t vi quyn li ca VIETTEL th t li ch ca khchhng ln trc.2.6ng x giangi Viettel v i tc:- ng x trong vic la chn i tc:+ VIETTEL chn i tc p ng tt nht cc yu cu ca Viettel.+ u thu Viettel l u thu c iu kin (ngha l Viettel phi t ra u bi v yu cutrc vicc nh thu).- Thn trng vi vic nhn qu cp: C th nhn cht t qu tng, chng hn:


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Qun tr chin lc

42

Nhm 04

+ Vt khuyn mi vi mc ch qung co chung chung (nh bt, s tay, lch)+ Qu biu trong cc bui l tic theo tp qun quc gia min lkhng vi phm php lut,khng th b hiu l vt hi l v khng gy rc ri cho Viettel nu vic ny c tit l cngkhai.+ Cc mn qu c gi tr khng ng k v khng dnh lu n cam kt ca cng ty phi thc

hin mt giao dch kinh doanh no.

Kt lun: C th ni Viettel l mt gia nh ni m ai cng mong mun mnh l mt thnh vinca gia nh y, bi mi trng lm vic ht sc hin i, nng ng, sng to v thn thin mm gia cc thnh vin trong cng ty, gia lnh o v nhn vin. ng thi cng l mt i tctin tng i vi cc nh cung cp, nhng ngi hp tc cng vi Viettel cng nh khch hngca DN.


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PHÂN TÍCH CHIẾN LƯỢC CÔNG TY VIỄN THÔNG QUÂN ĐỘI VIETTEL