lOMoARcPSD|39147376

HOnd A sales m report - những thông tin và số liệu hình ảnh

trong báo cáo này chỉ có tính minh họa,
sales management (Trường Đại học Kinh tế - Tài chính Thành phố Hồ Chí Minh)

Scan to open on Studocu

Studocu is not sponsored or endorsed by any college or university

Downloaded by TeTu Encha (saenchatetu@gmail.com)
 lOMoARcPSD|39147376

UNIVERSITY OF ECONOMICS AND FINANCE HCMC

SUBJECT: SALES MANAGEMENT

COMPANY: HONDA MOTOR COMPANY
PRODUCT: HONDA AUTOMOBILES
LECTURER: NGUYEN TIEN HUY

TRẦN ĐOÀN THÚY OANH – 205045319

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

TABLE OF CONTENTS
I. ABOUT COMPANY, PRODUCT: 4
A. Honda Motor Company: 4
B. Products: 4
II. SALES ORGANIZATION: 7
III. SALES PROCESS: 8
IV. SALES TARGET 10
V. SALES BUDGET: 11
VI. SALES STAFF RECRUITMENT: 13
VII. SALES STAFF TRAINING: 15
VIII. MOTIVATION: 18
A. Regional Bonusonus: 18
B. Healthcare Benefits: 18
● Medical Coverage Options: 18
● Dental Coverage: 19
● Vision Coverage: 19
● Prescription Coverage: 19
● Income Protection: 19
C. Paid Time Off (PTO) / Vacation 19
● Paid Holidays & Shutdowns: 20
● Paid Bereavement: 20
D. Product Discounts: 20
E. Honda Associate Lease Opportunity: 21
IX. EVALUATION: 23
A. Honda's transcript method 23
Uses this method through 4 steps: 23
Conduct evaluation: 23

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

B. Rotating method: 24
C. Oserving behavior method: 25

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

I. ABOUT COMPANY, PRODUCT:

A. Honda Motor Company:

Established in 1996, Honda has been the world's largest motorcycle manufacturer
since 1959, reaching a production of 400 million by the end of 2019, as well as the
world's largest manufacturer of internal combustion engines measured by volume,
producing more than 14 million internal combustion engines each year. Honda
became the second-largest Japanese automobile manufacturer in 2001. In 2015,
Honda was the eighth-largest automobile manufacturer in the world.
Honda is headquartered in Minato. The company has assembly plants around the
globe. These plants are located in China, the United States, Pakistan, Canada,
England, Japan, Belgium, Brazil, México, New Zealand, Malaysia, Indonesia,
India, Philippines, Thailand, Vietnam, Turkey, Taiwan, Perú, and Argentina.

B. Products:

By being known as one of the world’s largest manufacturers of motorcycles and

automobiles, therefore, Honda presents to the customer many various options from
Honda Motorcycles, Automobiles, Powersports, and Jets to their luxury chain,
Acura Automobiles, and other power equipment product. Their best-selling
vehicles have always been Automobiles ever since. And it accounted for 13% of
the makes revenue in 2021. In the market share by revenue category, Toyota
(12.0%), Ford (7.3%) and Volkswagen (6.3%) take the lead worldwide. Honda had
a 6.11% market share.
Honda Automobiles:
Honda entered into automobile manufacturing in the late 1960s. Its mainstay
products like the Accord and Civic have always employed Front-wheel drive
powertrain implementation, which is currently a long-held Honda tradition.
North America is one of Honda’ss main focus areas they have been
producing automobiles in America for 40 years and currently operate 18
major manufacturing facilities in North America. In 2021, more than 95% of

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

all Honda vehicles sold in the U.S. were made in North America. Honda'
lineup includes the Civic, Insight, Accord, and Clarity series passenger cars,
along with the HR-V, CR-V, Passport, and Pilot sport utility vehicles, the
Ridgeline pickup, and the Odyssey minivan. In the fiscal year 2022, Honda's
automobile segment earned the highest net sales in North America,
amounting to roughly 4.88 trillion Japanese yen. In North America,
automobile segment sales increased by 4.4 percent year on year (6.8 percent
worldwide).

Product line Image

Honda Civic

Honda Accord

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

Honda Clarity

Honda City

Honda HR-V

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

Honda CR-V

II. SALES ORGANIZATION:

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

III. SALES PROCESS:

In order to meet the development needs of technology, improve the value of life,
and build a brand in parallel with the development of the business and the
characteristics of the industry, the sales process of the released Honda car has been
released. Currently the following steps:
- Step 1: Contact to learn and collect customer information when customers
enter the company, sales staff to welcome and invite customers to see the
product. In the process of conversation, employees must collect at least some
basic information about customers. At this time, the sales staff will
specifically introduce the vehicles that customers aim to. Then advise on
how to choose the type of vehicle suitable for each different customer.
- Step 2: Make customer management records, up to the business plan, this is
the analysis of the current capabilities and potential of customers to be able
to appreciate their customers and needs, even if this customer buying or not

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

buying also need to make detailed records and try to get information and
needs of customers to have appropriate business strategies. Analysis and
customer management will help managers find target customers and have
appropriate strategies to improve business efficiency.
- Step 3: Negotiate and make decisions
The negotiation and making decisions based on the determination of the
company's capacity.
o If successful (decision): Proposal of pre-feasibility projects and
contract negotiations => The two parties agree, agree to sign a
contract and perform customer service.
o Failure: Consulting customers based on the company's capacity to
offer feasible plan.
Sales staff need to have sales strategies with good communication and
persuasion to each specific customer to reach unity, price agreement
and product satisfaction. If the purchase and sale is conducted, the
Sales Department prepares sales records, guides customers to carry
out procedures for buying and selling, preferential procedures and
careful guidance of promotions, company policies and transferred to
Accounting department for payment.
- Step 4: Customer care
In order to ensure the process of customer care to improve the attachment to
the business, the repair cycle of maintenance is also very focused by Honda:
o Car check and error reported: Receive the car, record the opinions and
requirements of the customer. The technician checks the car's error.
Notes the errors that need to be corrected in the error report,
determine the capacity of the company if it is not done, then transfer it
to the parent company. The service room notifies errors that need
repair for customers. Advise customers about repair items. Quotation
for items to be repaired. Customers browse prices and report vehicle
delivery to customers.
o Receiving and conducting repair and maintenance: Technical
departments conduct the repair. Check before handing it over to the
service room. If the repair process arises, consult customers and make
decisions.
o Post-inspection and delivery: The service of checking the vehicle
before handing it over to the customer, and providing the hotline
phone number for customers to call in case of need.
9

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

Disadvantages of the process: Not linking customers with banking services,

causing many customers to get problems during the procedure. Product counselors
have not been updated regularly, making the advice limited. The rotation time
between the stages until the time the car is not yet quick.
Suggestion to improve sales process
- Improve the payment system:
Innovating forms of payment, linking banks such as loans to buy cars with
low-interest rates, installments, and payments via cards, ... to make it easier
to pay for payments between customers and businesses, create conveniences
and safety for customers in the transaction process. Regularly updating
information, and new products to each private employee still requires not
only in the ability to communicate but also to understand and find
differences, characteristics, and advantages, new designs of each product
line of the company and competitors. Therefore, regularly updating
information and supplementing knowledge for employees is indispensable.
- Expanding the major to improve sales quality:
Improving the quality of services, changing some forms of marketing
suitable for the opening era, and information technology developed such as
online sales, and sales via email, ... will help reduce the time of trading,
thereby reducing costs, improving public relations, expanding market share.

IV. SALES TARGET

HONDA in December almost reached the monthly sales target that it set for its
rejuvenated agency-only business plan. The brand sold 1640 units in December,
just shy of the 1670 monthly units proposed for its planned 20,000 annual sales.
The task for the factory and its agents now is to maintain that level for a full 12
months. The results for December come as a bit of joy to Honda Australia which
had a shaky start to its agency program in July when VFACTS reported a 62.6
percent slump in sales compared with the same month in 2020.
They sold 17,562 vehicles in 2021, with only 6791 – or 39 percent of the total –
sold in the last six months. Sales grew from 822 units in July to 1362 in November
and then 1640 units in December. But overall sales for the year were down 40

10

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

percent in 2020, compared with the total passenger car and SUV sector – in which
Honda is active – that was up 16.7 percent on the previous year.
Honda said it was “continuing to build momentum through the initial transition
phase to 20,000-unit annual pace”. In defense of the agency mode, Honda said that
89 percent of its customers “strongly agree that buying a new Honda was
exceptionally easy”. It also reported that it is “now near the top of Deloitte’s
benchmark lead conversion rate for 2021, up 40 percent.”
Honda Australia director Stephen Collins said: “Through our new ‘live’ customer
feedback system, we’ve seen 89 percent of customers strongly agree that buying a
new Honda was exceptionally easy, while 87 percent gave the new sales
experience a top rating of nine or 10 out of 10”. He said that the network response
to the new buying experience “has also been extremely positive” with the Honda
Centres embracing the change. “Customers have a significantly better experience
under the new model” Mr. Collins said.
“But in recent months we’ve seen much-improved results across all areas of our
business and the customer response to a seamless and haggle-free purchase process
has been very encouraging.
“With Honda Australia now holding all of the stock, we essentially have access to
the national stock pool now and unlike many other brands, we can secure vehicles
for immediate sale, so we’re positive about what lies ahead for Honda in 2022.
Honda Australia launched the 11th-generation Civic in December and now plans to
release new models over the next 18-24 months “during which time the entire local
Honda line-up will change over to new generation models.”

V. SALES BUDGET:

Honda Motors announced its earnings for the full fiscal year 2015 on Tuesday,
April 28. The company reported a 17.2% drop in net income compared to the last
fiscal year, due to high costs associated with the recall of faulty airbags supplied by
Takata Corporation and the hybrid systems used in the Fit and Vezel, and weak car
sales in the U.S. and Japan.
Total revenues for the year fell by about 3%, but the fall is attributable to the
decline in the value of the yen compared to the U.S. dollar. On a constant currency
11

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

basis, net sales grew by 6.8% for the year. Operating income decreased by 13.1%
due to an increase in SG&A expenses, including quality-related costs, as well as
the negative impact on income from volume and model mix despite a cost
reduction contribution and positive favorable foreign currency effects. The
Japanese automaker forecast a minuscule 0.4% increase in net profit for the full
fiscal year 2016, stating that gains from vehicle sales growth would most likely be
offset by higher quality-related costs and currency losses.
The Japan-based automaker sold roughly 4.36 million cars in the year, roughly the
same level as last year’s 4.32 million. The company attributed this decline in sales
volume to the negative impact of the economic situation in Japan and weaker than
expected sales in the U.S. Following the results, Honda forecast 4.75 million
vehicle sales for the fiscal year 2016.
Forbes has a $41 price estimate for Honda Motors, which is about 20% above the
current market price. And in the process of revising the estimates in order to
incorporate the latest earnings.

Sales in Japan and North America Decline

During the third quarter, Honda’s sales fell by 3% in Japan compared to last year’s
sales. In the first quarter of fiscal 2015, sales jumped by 44% helped by the
following two factors: 1) A number of people bought cars as they sought to beat an
increase in the sales tax to 8% from 5%, which came into effect on April 1; and 2)
The introduction of new models and the launch of fully remodeled vehicles, the Fit
and Vezel subcompacts, in the region. The introduction of new models, like the N-
WGN minicar and the Vezel subcompact, also contributed to the tremendous gain.
In the final three quarters, however, the negative impact of the hike in sales tax was
expected to come into effect as a sales tax hike should make people hesitant in
purchasing new cars. Moreover, real wages in Japan have been falling over the
previous quarter and the negative impact of this trend might also have been felt in
Honda’s sales.

North America Sales Sluggish

North America is Honda’s biggest market and it accounts for more than 40% of the
unit sales. During the year, sales in the U.S. for the Japanese automaker grew by

12

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

7.6%. In the first half of fiscal 2015, sales had fallen by 3% on a year-on-year basis
for the company, while it had guided for a 3% increase in overall unit sales for the
year. Despite that, the company did not cut its guidance for North America for the
full year when it announced its earnings for the second half of fiscal 2015. The
company was banking on several strategies to lift its sales.
One of these strategies was the model refresh of the CR-V. Previously, the CR-V
has made up about one-fifth of the total car sales in the U.S. Through November,
Honda had sold about 302,000 CR-Vs, comprising 24% of its total sales in the U.S.
In October and November, CR-V sales grew by 30% and 38%, compared with
year-ago levels. Considering that the U.S. auto industry sales are expected to
surpass 17 million units in 2015, and the SUV/compact crossover segment is still
growing, the CR-V sales momentum could continue well into the next year.
However, the effect of increased revenues was offset by an increase in quality-
related expenses. In the first half of fiscal 2015, the company had to recall about 5
million cars in the U.S. and Japan due to faulty airbags provided by the Takata
Corporation and had a hefty lawsuit filed against it by consumers in the U.S. As a
result of the recalls, Honda’s priority has shifted from new model roll-outs to the
management of recalled vehicles. Hence, the lowered forecast for unit sales.
Additionally, the handling of the faulty airbags situation by Takata was negative
p.r., and Honda was made to look quite bad in comparison to the much swifter
handling of a similar airbag problem by U.S. automaker General Motors.

VI. SALES STAFF RECRUITMENT:

Honda Company recruits personnel from two basic sources: the source of the
enterprise and the source outside the enterprise.
- Source within the enterprise, limited by the workers who are working in the
business but have the need to transfer to other jobs that businesses are in
need of recruitment
- Source outside the business: With famous brands around the world, each
professional labor school, as well as reasonable remuneration regimes
Honda always has a great attraction to the labor market. Working for Honda
is the dream of many people so the Honda company always finds quality

13

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

human resources from outside. The objects Honda Company can search
from outside
o Employee has been trained
o Employee has not been trained
o Unemployed
o Introduction by staff
o Self-applying for jobs
Honda recruitment process:
1. Application when there are new positions to recruit, Honda Vietnam will
post officially post on the website: https://honda.com.vn/tuyen-dung/
if you interested you can go to the website above to refer to the appropriate
job position and submit the CV according to the company's form.
How to apply: Apply in one of the following two ways:
o Method 1: Send the CV according to the model of Honda Vietnam to
the mailbox Recruitment@honda.com.vn
o Method 2: Press the "Application" button and attach the CV according
to the Honda Vietnam model in recruitment notices
2. Examination: Round of the candidate with standard documents at the request
of the job position will be invited to participate in the writing round via
email and phone message. The location of the writing exam is the
headquarters of the company, Vinh Phuc factory. For candidates in Hanoi,
the company will arrange a shuttle. In the writing round, all candidates will
have to go through 2 tests: IQ and Foreign Language

WRITING TESTEST
Contents IQ English Japanese
(TOEIC) (Grammar)
Time 30 minutes 120 minutes 50 minutes

*** with the English TOEIC test can be replaced with TOEIC certificates,
IELTS, TOEFL IBT & Aptis are still valid and need to send the same

14

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

application when applying to check the conditions. Candidates who passed

or failed will be notified by the company.
3. Examination: The interview round of candidates who have achieved the
score writing will be invited to attend the interview for the position of
application. The interview time will be decided for each specific location
and notified to the candidate via email and phone. Candidates will be
interviewed by specialized departments and the human resources
department. Depending on the enlightenment of the job, it will interview
with the human resources department or the specialized department. Time
ranges from 20-25 minutes/ corresponding. Candidates who passed or failed
will be notified by the company.
4. Receive candidates after passing the exam (writing & interviewing) and
agree to accept the job of becoming an employee of Honda Vietnam
Company. In the first two days of accepting the job, the company will
conduct training on labor rules and labor safety. After that, you will go to a
professional room to start working as a Honda Vietnam employee.

Suggestion: Recruitment is carried out in accordance with Honda's development

strategy, according to the annual plan and in each stage. The principle of
recruitment policy is to select the best candidates for the appropriate position based
on the candidate's capacity, quality and experience; regardless of gender, religion
and race through the process of fair and objective selection.

VII. SALES STAFF TRAINING:

After being recruited, Salesmans will have access to the training course "Essential
Career Skills Training - 3 Days Off the Floor" with skill sets that they will be
trained by facilitators, which include:
- Product knowledge
- Dealing with customers
- Selling skills
- Overcoming sales objections
- Delivering your product

The training output will bring can bring many more benefits to the dealership, they
can expect their sales consultants to see more sales, higher grosses per sales and
15

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

even retained the salesman it means dealerships can also retaining their customers
base because people want to come back and buy something from somebody they
know.

Training is the process of fostering professional knowledge for employees in the

company so that they can undertake the job in the most effective way. For
managers for examinations and retraining, it is even more important because
officials who have high professional qualifications will solve the job better and
more effective. Like other companies, Honda Vietnam Company still has low
skilled and qualified workers, because of the object to improve the quality and
labor productivity in the process of car production. The company needs training
sessions for the company's employees. Honda Company has applied the method:
- On-site training: The company has opened market research classes to expand
market understanding for the company's staff, often open seminars and
invite experts in these fields to exchange and divide. Transmit more
experience to managers.
- Training outside the company: For young officials can send to study and
train at domestic schools, as well as foreign countries encouraging them to
learn more experience and improve their skills and professional skills. ,
mamg new advanced new properties for the company to apply. For
motorbike manufacturing industry, high-quality human resources are very
important. Honda Vietnam has solved quite well about the problem. With
good human resource policy Honda Vietnam is attracting highly qualified
and skilled human resources. It is human resource that is an important factor
to help Honda hold the Vietnamese market.

Besides organizing Salesman training courses, Honda Vietnam also organizes a

contest: "Excellent sales staff 99KI" to encourage sales staff to improve service
quality to improve customer experiences. The annual and lasting 6 months, the
latest competition has just ended on March 8. Specifically, the Salesman needs to
pass 4 rounds: Preliminary round at Head, preliminary round at Honda Vietnam,
regional round, and national round.
- In the preliminary round where the candidates are challenged with 20
questions in 20 minutes directly at their Heads. The highest score contestants
will enter the preliminary round of Honda Vietnam with 50 multiple-choice

16

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

questions in the form of online. Then select the top 100 excellent staff to
participate in the regional, held in Hanoi, Da Nang, and Ho Chi Minh City.
- In the region, the organizer increased the difficulty through three challenges:
presentation, teammates, and paper knowledge tests. Overcoming the
challenges, the top 30 contestants with the highest score entered the final
round on March 8 with 2 competitions: "Product consulting" and "Solution
of situations".
- In the "Product Consulting" competition, the contestants have excelled in
knowledge in product advice situations, thereby helping customers choose
the most suitable product. This section not only helps to express professional
knowledge but also shows the competence of candidates when standing on
the viewpoint of customers to bring them fully. Meanwhile, the test "Solving
situation" is where candidates show their customer service thinking close to
their daily work. In a short period of time, 30 candidates had the opportunity
to show the ability to improvise to solve challenging situations from the
organizers.
Through each season, the content of the exam has innovation and creativity, but the
achievement requires the salesperson to apply knowledge about the product as well
as the understanding of customers.
But the fact’s that not every dealership (Head) is the same. Since it is owned either
privately or by cooperated, so their salesman may or may not have a chance to
approach the training courses.
Suggestion:

Every salesman should have the right to cultivate and be trained all the same,
whether they work for cooperated or franchise dealership. Because a good sales
consultant not only can bring you better revenue but also can help you gain more
customer loyalty and even the salesperson loyalty to the dealership. And there will
be solutions for dealerships that are not connected to the brand's training program,
that is, they will deduct a certain amount of salary to pay 50% for the course and
split up for each month, and the number remaining will be paid by the dealership if
they have completed the target at least the first 3 months. Or they can choose an
option to be confined to a small part of their salary for the first 3 months and when
stopping working, they will be refunded that money if Salesman is committed to at
least 1 year. In addition, the company also encourages employees to learn from
each other in the process of working, through internal training courses and self -
training efforts of each staff.
17

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

VIII. MOTIVATION:
According to Honda Benefits Professional, Honda offerss a variety of benefits to
support you and your family. Your individual skills and experience bring value to
Honda. Therefore, we provide a unique set of offerings to recognize and reward
your contributions.

A. Regional Bonusonus:
We’re all motivated by our shared vision for the future at Honda. To recognize
employee drive and motivation, Honda offers associates the opportunity for greater
rewards based on individual performance. Honda’s regional bonus plan includes:

- Associate’s individual base wage

- Bonus factor determined by compensation grade
- Associate’s annual performance goals rating
- Associate’s attendance (i.e., attendance percentage and leaves of absence)
- Honda’s annual global financial results (i.e., achievement of return-on-sales
targets set at the start of each fiscal year)

B. Healthcare Benefits:
Honda is committed to providing you with a comprehensive benefits package that
supports the physical, emotional, and financial well-being of you and your family.
Even more, Honda pays the majority of the cost. For more information, current
associates can access www.myhondaconnect.com for additional benefits resources.

● Medical Coverage Options:

- The Health Savings Account (HSA) Plan: The HSA Plan offers a network of
healthcare providers and a higher level of coverage when you see an in-
network provider. It also gives you the opportunity to open a tax-advantaged
Health Savings Account (HSA), which offers more control over how you
spend and save your healthcare dollars. Honda makes a contribution to your
Health Savings Account. You also have the option to contribute. You own
your HSA and the funds roll over from year to year.
- The Preferred Provider Organization (PPO) Plan: While you can go to any
healthcare professional you want without a referral — in-network or out-of-
network, staying in-network means smaller copays and full coverage.

18

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

- Associates also have the option to waive medical coverage.

● Dental Coverage:

Honda offers two comprehensive dental plans. Both plans cover preventive and
diagnostic services at 100%. Plus, preventive care does not count toward your
annual benefit maximum. You can choose the amount of coverage that best meets
your needs and the needs of your dependents.
● Vision Coverage:

Helps you care for your vision by helping you pay for eye exams, glasses, and
contact lenses.
● Prescription Coverage:

When you enroll in a Honda medical plan, you automatically receive prescription
drug benefits. The prescription benefit provider offers three types of pharmacy
services.
- Retail pharmacy for short-term prescriptions
- Mail order for long-term medications, or 90-day Maintenance Choice supply
from your local CVS Pharmacy
- Specialty medications for chronic or genetic conditions

● Income Protection:
Honda provides at no cost to associates the following benefits:
- Company Paid Short Term Disability
- Company Paid Long Term Disability
- Basic Life and Accident Insurance
- Business Travel Life Insurance

C. Paid Time Off (PTO) / Vacation

As a continuous reward for your dedication in helping us reach our future-focused
goals, you’ll earn additional paid time off (PTO) / vacation as you grow your
career with Honda.

19

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

Associate Service Amount Earned:

1–4 years 10 Days (80 hours)

5–14 years 15 Days (120 hours)

15 years or more 20 Days (160 hours)

PTO / vacation balances are made available once a year on the first day of your
anniversary month. A maximum of two times your PTO / vacation can be carried
over in addition to your available annual PTO / Vacation. PTO / vacation that
exceeds the carry-over limit will be paid out automatically.

You can also request to cash in available PTO / vacation at any time to be paid out
at your base rate of pay.

● Paid Holidays & Shutdowns:

Honda associates are proud of the role they play in bringing joy to our customers
and share a tireless commitment to quality year-round. While we admire a
disciplined work ethic, it’s important to us that you have time each year to rest and
recharge.

● Paid Bereavement:
In the event of the death of a family member, Honda supports associates by
providing up to five (5) paid days off.

D. Product Discounts:

Honda’s associate discounts can help you purchase the Honda or Acura products
that bring you joy, including automobiles and power equipment, powersports and
marine products. These programs are an exclusive benefit for associates, both
current and retired and their extended families.
Eligible participants include:
20

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

• Current and retired associates

• Spouses and domestic partners
• Parents
• Spouses’/ and domestic partners’ parents
• Children (includes sons-in-law and daughters-in-law, and stepchildren)
• Siblings (includes brothers-in-law and sisters-in-law, half-siblings, and
stepsiblings)
Eligible participants can access special pricing on select models and purchase
directly from participating Honda and Acura dealerships.

E.Honda Associate Lease Opportunity:

The goal of the Honda Associate Lease Opportunity is to provide every associate
the opportunity to lease Honda and Acura automobiles at exclusive associate-only
lease pricing. The program leverages American Honda Finance Corporation
(AHFC) for credit qualification and allows associates to take advantage of
qualified incentive offers and/or terms to secure an attractive monthly payment. An
outline of the Honda Associate Lease Opportunity is shown below:

21

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

Suggestion: Besides mental remuneration, Honda also has reasonable financial

remuneration policies. Honda should take measures to reward and punish at the
right time to avoid the expression or opposition of the laborer with the
organization. Specifically, when the employee proposes a reasonable idea to be put
into use, it will give the point based on the importance of the idea they give. If that
idea reaches 300 points, will receive the Honda award 10 times. In addition, every
year, the company also shouldshould distributes 2 bonuses and many welfare items
for employees.

22

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

IX. EVALUATION:

A. Honda's transcript method

Uses this method through 4 steps:
- Step 1: The company determines the criteria for pricing the job completion
level
- Step 2: Building a dot scale
- Step 3: Proceeding the price according to the standard and the level of work
completion.
- Step 4: Summarize and handle the evaluation results

Conduct evaluation:
- Type A: Excellent completion of the tasks assigned with high quality,
comply with the policies of the Party and the State, the rules of the company.
- Type B: Complete the assigned tasks at an average level.
- Type C: has not completed the task or has completed the task, but there are
also violations of discipline to handle.
Number of points for these types in a decreasing direction: type A - 3 points; Type
B - 2 points; Type C - 1 point. The assessor will consider the level of the work of
the object belongs to each extent according to each criterion and will give points.

In general, the selected criteria have partly reflected the relationship between the
working process of the employee and the work factor. However, the measurement
of the above targets dominates by subjective factors according to the experiences.
Employee evaluation results affect the whole collective. Therefore, the leader in
charge of the unit often evaluates the employees in his unit better than the actual
results performing their work. In fact, at the current company, an employee does
not have a serious error that adversely affects the unit, the servant is classified as A
person no matter how he completes the job. Only the number is not much rated B
and C.

23

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

The criteria AND the An Bình Hoa Quỳnh Chi Minh

name of the staff
Work quality 3 3 4 3 3 4
Work volume 4 3 3 3 4 3
Cooperate 3 4 3 4 4 4
Ability to understand 4 2 4 3 3 4
Credibility 4 4 4 4 3 4
Total scores 18 16 18 17 17 1919

B. Rotating method:

Honda Company applies this method to the human resources department as

follows: The company evaluates in 4 steps:
- Step 1: Determine the list of employees to evaluate
- Step 2: Set criteria compared
- Step 3: Conduct comparison to choose the best person
- Step 4: Summarize and use the evaluation results
The company applies to assess the human resource room through the following
criteria:
- Working attitude.
- Professional capacity.
The company applies this method because it is easy to apply. However, when
applied, there are limitations:
- It is difficult to compare the level of work completion for different positions
- It is difficult to list all the work and behavior.

24

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

C. Oserving behavior method:

Enterprises compare the behavior of learners before and after training. Can they
apply their knowledge and skills to reality? The commonly applicable evaluation
method is the result of work and evaluation from the boss, colleagues and
customers.
The person who directly assesses the attitude and behavior of the employee after
the employee is sent to participate in a certain training course, the manager directly
signed at Honda Company for the staff, manager is their direct manager to work
with, the Head of the Department responsible for reporting the results to the
Human Resources Manager, who is responsible for personnel, thereby drawing
experience for the following training times.
After being trained, the majority of employees in the company are more
enthusiastic than before. They dedicate their best because the company applies all
the knowledge that has been learned through training courses. Other after getting
enough professional knowledge experience that the training course brings to them.

25

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

Works Cited

“Cách Honda khích lệ nhân viên bán hàng nâng cao chất lượng dịch vụ.”

Zing News, 9 March 2023, https://zingnews.vn/cach-honda-khich-le-nhan-

vien-ban-hang-nang-cao-chat-luong-dich-vu-post1410274.html. Accessed

31 March 2023.

Dowling, Neil. “Honda sales on target.” Goauto Premium, 16 January 2022,

https://premium.goauto.com.au/honda-sales-on-target/. Accessed 27 March

2023.

“Earnings Review: Honda Profits Fall On High Quality Costs And Negative

Impact Of FX Fluctuations.” Forbes, 29 April 2015,

https://www.forbes.com/sites/greatspeculations/2015/04/29/earnings-review-

honda-profits-fall-on-high-quality-costs-and-negative-impact-of-fx-

fluctuations/. Accessed 28 March 2023.

“Giới thiệu | Honda Việt Nam.” Honda, https://www.honda.com.vn/gioi-

thieu/gioi-thieu-honda-viet-nam. Accessed 20 March 2023.

“Honda Total Rewards.” Honda,

https://www.honda.com/careers/-/media/2C6A46D7AE1A46308B3E9428A

B94E396.ashx. Accessed 6 April 2023.

Paulsen, Rob. “Honda.” Wikipedia, https://en.wikipedia.org/wiki/Honda.

Accessed 27 March 2023.

26

Downloaded by TeTu Encha (saenchatetu@gmail.com)

 lOMoARcPSD|39147376

“QUY TRÌNH bán HÀNG TRONG QUẢN TRỊ sản XUẤT và DỊCH vụ của

HONDA ô tô GIẢI PHÓNG.” 123doc, 15 July 2019,

https://123docz.net/document/5585452-quy-trinh-ban-hang-trong-quan-tri-

san-xuat-va-dich-vu-cua-honda-o-to-giai-phong.htm. Accessed 20 March

2023.

“Thực trạng công tác quản trị nhân lực tại công ty Honda - Tài liệu text.”

123doc, https://text.123docz.net/document/2670727-thuc-trang-cong-tac-

quan-tri-nhan-luc-tai-cong-ty-honda.htm. Accessed 30 March 2023.

“Tuyển dụng.” Honda | Tuyển dụng, https://www.honda.com.vn/tuyen-

dung/quy-trinh-ung-tuyen. Accessed 31 March 2023.

27

Downloaded by TeTu Encha (saenchatetu@gmail.com)