Page ACKNOWLEGEMENT First and foremost I want to thank my Guide Ph.D Ly Phuong Duyen, It has been an honor to be her student I appreciate all her contribution to make my “Internship report” productive and stimulating I am highly obliged and express my sincere gratitude to her The internship opportunity I had with ABB Ltd was a great chance for learning and professional development Therefore, I consider myself as a very lucky individual as I was provided with an opportunity to be a part of it I am also grateful for having a chance to meet so many wonderful people and professionals who led me though this internship period Bearing in mind previous I am using this opportunity to express my deepest gratitude and special thanks to Mr Le Trung Nghia, Sales and Marketing Manager - ABB Ltd Business Unit who in spite of being extraordinarily busy with his duties, took time out to hear, guide and keep me on the correct path and allowing me to carry out my project at their esteemed organization and extending during the training I express my deepest thanks to Ms Nguyen Thuy Truong and Ms Nguyen Thi Thuy Duong – ABB Ltd Sales Admin for taking part in useful decision & giving necessary advices and guidance and arranged all facilities to make life easier I choose this moment to acknowledge their contribution gratefully It is my radiant sentiment to place on record my best regards, deepest sense of gratitude to Mr Nguyen Phuong Dong Sales man, Mr Huynh Manh Hung – Senior Sales man, Ms Le Thi Ngan – Sales man, Ms Tran Thi Thu Ha – Sales Engineer, for their careful and precious guidance which were extremely valuable for my study both theoretically and practically I perceive as this opportunity as a big milestone in my career development I will strive to use gained skills and knowledge in the best possible way, and I will continue to work on their improvement, in order to attain desired career objectives Hope to continue cooperation with all of you in the future Sincerely, Truong Thanh Thuy TABLE OF CONTENTS Page TABLE OF FIGURES SUMMARY ABB Ltd in Vietnam is a truly global company with high professionalism and reputation With more than 500 employees and operator in the head quarter, Hanoi The facilities and utilities are first-class All employees regardless of permanent, temporary or intern have the right access to excellent facilities Page ABBers are provided a free lunch with adequate nutrition and transportation from/to the company ABB all processes for both bidding contract are in well manage and control to avoid corruption and bureaucracy In addition, Codes of conduct are always focused to raise the awareness of all employees All new ABBers are obligated to join the Integrity training and must pass the test of Codes of Conduct and OHS safety All expenses must be checked and pass through a control process ABB employees treat each other with highest respect and people support each other They are willing to teach and coach the newbie or intern Every year, each employee has chance to join a lot of training course and business trip abroad for development ABB Ltd has a multicultural environment You will meet and work with many director, manger and supervisor, technician belong to the ABB Group around the World Page CHAPTER 1: ABB LTD OVERVIEW 1.1 ABB Group overview ABB in Vietnam is part of ABB Group (www.abb.com), a leading global technology company in power and automation that enables utility, industry, and transport and infrastructure customers to improve their performance while lowering environmental impact The ABB Group of companies operates in roughly 100 countries and employs about 135,000 people Established in Vietnam in 1993, ABB recently has around 900 employees working in three regions across the country to ensure the nationwide presence of the ABB brand The Head Office and Transformer Factories are located in Hanoi, High Voltage and Medium Voltage Power Product factories are in Bac Ninh, other branch offices are in Da Nang and Ho Chi Minh City As Group structure, ABB is organized in four divisions: Electrification Products, Discrete Automation and Motion, Process Automation and Power Grids in order to serve each group of customers in a most efficient way Supporting to five business divisions, we provide full range of lifecycle services from spare parts and equipment repair, training, migration to remote monitoring and technical support In each market and industry, we offer our customers a dedicated and competent team of sales, professional services and engineering expertise in support of the Group’s extensive ranges of systems and products Our power and distribution transformers factories are among the ABB focused factories worldwide We manufacture a wide range of transformers with capacity to 63 MVA and voltage to 172 kV Being the market leader both in technology and quality, we are the largest transformers manufacturer by far in Vietnam We are also expanding well in the export markets Our transformers are now exported to all over Asia Pacific Page region, serving clients from Australia and New Zealand in the south to Japan and Korea in the north Through the years, ABB in Vietnam has established itself as a reliable and competent technology partner to government, private and domestic sectors and become one of the most prestigious names in power and automation technology in Vietnam We are committed to helping our customers to use power effectively and increase productivity in order to create a better world We are committed to a long term development in Vietnam, to grow along with the development of power industry and industries of Vietnam (Department, 2015) 1.2 ABB Vietnam profile/contact Head office / Transformer factory Km 9, National Road 1A, Hoang Liet Ward, Hoang Mai District, Hanoi, Vietnam Tel: +84 3861 1010 Fax: +84 3861 1009 1.3 ABB Vietnam history 1993 Opened main office in Hanoi 1994 Opened regional office in Ho Chi Minh City Established ABB Joint Venture for manufacturing of distribution transformers 1996 Opened regional office in Da Nang city 1997 Extended ABB JV license to include power transformers 2002 Converted JV into 100% of ABB capital, named ABB Ltd 2005 Started strategic drive for export from Hanoi plant 2006 Transition to local business for Discrete Automation & Motion, Low Voltage Products 2008 Transition to local business for Medium Voltage, High Voltage and Process Automation Page 2011 Opened Engineering Center to provide a high quality engineering package to customers and develop local competence (Communication, 2015) 1.4 ABB mission/vision/values 1.4.1 ABB's mission • Improve performance: ABB helps customers improve their operating performance, grid reliability and productivity whilst saving energy and lowering environmental impact • Drive innovation: Innovation and quality are key characteristics of our product, systems and service offering • Attract talent: ABB is committed to attracting and retaining dedicated and skilled people and offering employees an attractive, global work environment • Act responsibly: Sustainability, lowering environmental impact and business ethics are at the core of our arket offering and our own operations 1.4.2 ABB's vision As one of the world’s leading engineering companies, we help our customers to use electrical power efficiently, to increase industrial productivity and to lower environmental impact in a sustainable way Power and productivity for a better world 1.4.3 Values Safety and Integrity This value pair is the bedrock of our organization We not accept business, if it means putting people at risk or engaging in unethical practices At ABB, we take care of ourselves and we look out for our colleagues – Don’t look the other way We draw attention to behavior and actions that might compromise someone’s health or wellbeing, or that might jeopardize their career or the reputation of the company Page Customer Focus and Quality In today’s competitive environment, these are a must to prosper as a company The customer has to be at the center of all our activities – and when we reach him we need to deliver with utmost quality in everything we Knowing our customers better, being perceived as having a clear focus on them and providing high-quality offerings and services will make us the partner of choice Innovation and Speed Innovation is at the core of our value proposition and will continue to be critical in strengthening and enhancing our competitive position – in daily business, and as we expand our offering towards engineering/consulting, software and value-added services Speed is essential in everything we – being fast at high quality without haste is the art that we are committed to master Ownership and Performance Strengthening clear lines of responsibility and accountability across our organization is a key part of our next level strategy Focused, well-articulated responsibilities for our business lines, regions/countries and functions is paramount to drive performance to the next level Our new organization reflects these principles and is built around them Institutional and individual performance are key to continue to succeed – and survive – in a demanding world Performance is what is expected from all of us every day – not only continuing what we are doing, but also taking a step forward – a piece of Next Level every day Collaboration and Trust ABB’s future, its enhanced competitive strength, must be built around better, more natural collaboration aimed at providing superior customer value The new organization, with undiluted business line responsibilities and empowerment closer to the customer, enables the business, regional/country and functional leaders to collaborate more and easily Page 1.5 ABB Ltd Organization Structure Figure ABB Organization Structure (Administrative, 2014) 1.6 ABB Vietnam business and products Table ABB business and product Divisions Electrificatio Offering Customers Key fact Products and solutions Distributors, ABB ships over suitable for multiple installers, panel million products to Page n Products Discrete Automation and Motion Process Automation Power Grids electrical applications from residential home automation to industrial buildings, including lowvoltage circuit breakers, switches, control products, wiring accessories, enclosures and cable systems designed to ensure safety and reliability Motors, generators, drives, mechanical power transmission, robotics, wind converters, solar inverters, voltage regulators, rectifiers, UPS systems, excitation systems, traction converters, fast DC chargers Products, systems and services designed to optimize the productivity of industrial processes Solutions include turnkey engineering, control systems, measurement products, life cycle services, outsourced maintenance and industry specific products (eg, electric propulsion for ships, mine hoists, turbochargers and pulp testing equipment) Power Grids offers power and automation products, systems and service solutions across builders, OEMs, customers system integrators, worldwide contractors, day architects and end users every Manufacturers, OEMs in a variety of industries and utilities, process industry end users and transportation and infrastructure operators ABB is the world’s largest supplier of industrial electric motors and drives Process industries such as oil and gas, petrochemicals, mining, metals production, marine, pulp and paper, and cement ABB delivered the world’s first power-from-shore solution for an offshore rig Power generation, transmission, distribution and other utilities; ABB pioneered HVDC technology more than 60 years ago and is Page 10 the generation, transmission and distribution value chain Its offering includes transformers, highvoltage products, power transmission systems, and grid integration and automation solutions – to enable a stronger, smarter and greener grid (Commucation, 2015) industries across the spectrum, transportation and infrastructure customers, and commercial enterprises uniquely positioned in the industry with inhouse manufacturing capability for all key HVDC components ABB is the world’s largest supplier of transformers pushing the voltage record levels and is also a leader in highvoltage products and substation solutions Page 16 The Roles/Functions of Sales and Marketing team contributing to the value chains of ABB Sales man roles: Sales person in PPTR department will receive Enquiry letter of FES, EPC, Distributor or end user Then, they will sort all the enquiries to find the suitable orders, which ABB factory Hanoi can sell its product The second step is that sales person will transfer the order to Design department, designer will calculate the cost to manufacture a transformer, and then designer will send back cost calculation to Sales man, He/she will use this calculation to complete the Full cost model template The third step is to get all signatures of all department related (Sales manager, LBU controller, and CEO) The forth step is very important, sending the budget quotation to customer and negotiate until customer accept the price When customer approve the deal, they will send to ABB Sales man a Letter of Award, seller must check the information in this Letter of Award whether it meets all the requirements negotiated before If it proper, seller sends back to customer a letter named Order Acknowledgement as well as transferring all the order documents to Project Management Department The last step of Sales man is to set up a meeting to explain all about the order to Project manager Page 17 Figure The Sales distribution channel End user FES Factory sales EPC End user Distributor End user EPC End user Distributor End user End user 2016 strategy/ objectives to improve sales performance  Increase Direct Sales and reduce distribution channel Selling directly to customer will save time, cost and can easily conduct the negotiation process  Find more market to sell  Increase Sales revenue by 10% ( From USD 40 million to USD 45 million) Factory Sales End user Based on your real experience, the factor plays the most important role in a successful tender/ a successful sales process (price, market research, marketing, maintenance…?) With ABB product, the most important factor is Price coordinated with Technical Specification and Quality Page 18 What is the most frequent issue that Sales team meet? To compete with our global competitors such as Siemens from Germany, Sneider from France, GE from The United States, Altom from France; ABB also meets the challenges with the Factory Delay in shipping due to miss deadline of manufacture; Pricing negotiation and technical clarification always take time and cost a lot; Oil leak is the most frequent fault of the ABB product How ABB Ltd Sales team resolve customers’ problems? To win project/tender from our competitor, it is very important to quickly gather information from customer and from FES, then the step of pricing negotiation requires a lot of skills and flexibility, another thing always need central focus is that, when we lost a tender, it is necessary to find the reason and improve it in the next time In addition, Keeping contact with customer frequently need a lot of effort and time Delay in shipping will be solved as our DTR Sales and Marketing manager, Mr Teemo said: “We need more workload, pressing the operation guys, give those more compensations…” About Oil leak issue, ABB Maintenance team must be able to support customer especially customer outside Vietnam In the real case, Mr Vinh from our team flied to Mexico to support our Mexican customer In some cases, we also exchange the product having error or sell the new one with competitive price Is there anything we need to change to improve the Sales process? ( in your point of view) I am in charge of Indonesia market And If I can ask to change something, I need more Marketing budget to this market Indonesia with ABB is always a challenging market Indonesia market is very competitive and need more relationship with local customer For example, Electricity Project in Vietnam, Page 19 we have budget USD 1- 1.5 billion while in the same case, Indonesian budgets USD 0.9 million ABB Transformer is more expensive than others but it has a lot of add-on benefit, saving environment is one of them (Dong, 2016) 2.4 Sales performance analysis and assessment 2.4.1 ABB Business operating result in market from 2012 - 2016 Figure Sales order value (from 2012 to 2015 and 2016 to be updated in ABB Vietnam divided by market) (kUSD) (Duong, 2016) The bar chart compares how the customers from 10 markets allocates different total sales order value from 2012 to 2015 and 2016 budgeting In general, the total value order decreases slightly from 2012 to 2015 And Sales revenue in 2016 is forecasted to increase more than 5,000 kUSD (48,136) Page 20 Vietnam market had the highest total sale orders, 22,328 kUSD in 2015, followed by Myanmar and Philippine, with 6,225 and 5,059 kUSD, respectively Australia from 2012 to 2013 was quite a big market for us, however, the number of order received have declined significantly from 2013 to 2015 In 2016, it has more positive signals that the Sales administrative expect the order will increase to 4,834 kUSD, times as high as order in 2015 Similarity, Sales order in New Zealand will boost from 1,117 to 8,024 kUSD as Sales man forecast As discussed in 2.2, Indonesia is always a challenging market for ABB The value of sales order in this country was the lowest one And the trend seems to be negative due to the consecutive decrease in order from 2012 to 2016 Other markets such as Newly Associated States, Sea Others countries and Africa from where we used to have low order, now develop dramatically and are expected to order more from us Page 2.4.2 DTR Sales Department result in 2015 21 Figure DTR Sales in 2015 2015 DTR Result Feb Order Mar Order Apr Order May Order Jun Order Jul Order Aug Order Sep Order Oct Order Nov Order Dec Order Budget (kUSD) 2,218 2,218 2,658 2,658 2,663 2,603 2,603 2,598 2,520 2,514 2,514 Forecast (kUSD) 1,500 1,900 2,600 3,100 4,000 2,600 1,000 1,000 1,700 2,000 2,130 Actual (kUSD) 2,217 2,186 1,535 2,474 3,665 6,377 652 1,306 1,959 1,414 1,414 In general, Sales man forecast was quite closed to actual number except forecast in July, when the total actual order value was approximately times as high as the forecasting order Besides, there were only two months: February and March, we could say that we meet our goal The reason was the real orders were closed to what we had expected Specifically actual sales was 2,217 kUSD while budget sales was 2,218 kUDS; actual sales in March was 2,186 kUSD while budget sales was 2,218 kUSD April, August, September, October and November were a positive month for us, especially, these last month of the year, the actual sales went down because of some reasons: firs, AU market was quite silent because this market started return to holiday season, Solar Philippines had funding problems and in Myanmar they raised more package secured Page 22 CHAPTER 3: INTERNSHIP GOALS & JOB PERFORMANCE DISCRIPTION & METHODS OF IMPLEMENTATION 3.1 Internship Objectives One of the most important goal of mine during this internship course is to get used to with International working style and its productive environment I choose ABB Ltd because it is a big brand in Electricity product in the World It ranks 17th in top 100 the best place to work in Vietnam in 2014 I suppose that, if you want to learn to start the fist step of your career, big corporation and International brand is an ideal place The procedure or business process are applied in many countries within more than 130 years (ABB established in 1983) And ABB Ltd Did not disappoint me, in this company, I have to work with professional manner and have chance to learn quickly from many experience Mentor 3.2 Learning Objectives, Job Description and Methodology Table Intern Objectives and Methods Number Learning objectives Job performance and Method of implementation Experience an  Tried to learn and communicate with International both Vietnamese and foreign manager Business  Joined monthly meeting to learn the Environment positive way foreign colleges work and manage Job and Time  Use sticky note to note down quickly all management learned guidelines to the new tasks This method is very useful when the mentor speaks fast and the job required is complicated Beside, it helps you to save time because you don’t need to ask the mentor again Observation skills  One of my major task is to follow the Page 23 learned Good relationship management  Outlook 2013 (email tool) usage   Visa application for Sales manager  signature and controlling process of a Full Cost Model or a Contract Remember all the Reference number of a Full Cost Model and remember to collect all singed and stamped Contract and Full cost model and return to Sales man It helps my tasks be more productive and get more impressiveness of my co-workers One day in ABB, I work with a lot of people from different academic background People have different opinions and it is necessary to cross purposes and balance all the people Being carefully in task performance is priority to avoid opinion conflict In ABB, we use Outlook to email both internally and externally It is a very useful tool because it integrates many functions Ex.: Using Calendar function in Outlook, we can book Conference room, schedule employee and control deadline I also register to join ABB brand visual identity training to improve my Office usage skill This is one of the most difficult task I have had performed in ABB Sales man in ABB has many business trips abroad And I was in charge of Visa application for two Sales man to Australia and New Zealand This task required a good time management skill You have to collect all their personal documents, make certified document, ask the applicant to fill all the form in the right way, contact with the Embassy, check documents and make a travel request You have to schedule all the time specifically to collect all the documents need on time to send to the Embassy before deadline Page 24 3.3 Schedule of Internship Table Schedule of Internship Time Week (18/1 – 22/1) Tasks performed Learning SAP, Sales order creation procedures Using Outlook 2013 and Lync application Reading Full cost model Week (25/1 -29/1) Visa application for Sales staffs Administrative activities: print, photocopy, support office utilities Creating Sales order check list Week (16/2 -18/2) Learning Sales process PPTR department, Tender report, market report CCP and Nextra tool used as Sales support, product allocation Week (21/2 -25/2) Creating manufacturer's authorization letter Creating product certification and letter of request ABB brand visual identity training Practice fulfilling Full cost model Getting signatures for Expenses report Week (29/2 – 4/3) Creating manufacturer's authorization letter for project Making travel request for Sales business trip Making Report expenses for Sales man Joining monthly meeting of PPTR Sales and Marketing Still Working for visa application Seft study: Reading Sales Support Document Page 25 CHAPTER 4: REFLECTIONS ON THE INTERNSHIP 4.1 The use of skills and knowledge gained in the university In ABB, I experienced many things I had learnt at University before Because I worked in Sales Export Department, so the most useful knowledge I could implement is from Trade, Accounting and International Business subject Below is the list of theoretical knowledge I can apply: Overview: ABB introduction: Company Codes of Conduct Dress Code, Leave • Management, Probation, Employment Contract & Performance Review, Compensation and Fringe Benefits, Internal Labor Regulations, Employee handbook /Manager Handbook OHS induction training, Environmental Induction, Administration Introduction • International business organization and operation and environment • Daily memo writing • Value chains, Sales process Incoterms, • method of payment, method of transportation 4.2 Tasks and skilled learnt and performed during the Internship period This position is responsible for supporting Sales & Marketing Team in document and administrative tasks Main duties are included but not limited to: • Receiving mail and classifying document before sending to clients, customers; Page • 26 Supporting Sales Engineer in preparing document, Full Cost Model (FCM) to bid for contract; • Translating document from English to Vietnamese and vice versa; • Collecting signatures and stamps for relating document; • Supporting Sales Engineer in analyzing customer needs & competitor offers through general market information and information provided by Sales organization • Learning SAP Sales order creation procedures • Using Outlook 2013 and Lync application • Visa application for Sales Staffs • Administrative activities: print, photocopy, support office utilities • Creating Sale order check list: Learning Sales process PPTR department, tender report, market report • CCP and Nextra tool used as Sales support and product allocation • Learning Sales process PPTR department, tender report, market report • Creating manufacturer's authorization letter • Creating product certification letter and letter of request • ABB brand visual identity training • Booking conference room by using outlook 2013 • Joining Sales meeting monthly with Sales manager from Finland and all Sales men 4.3 Practice Experience learnt Have to say that, In ABB, the most valuable things I leant is sort skills As discussed in Chap before, below is all the soft skills I learnt during the internship course: • Good analytical and conceptual skills; • Good interpersonal skills; • Good command of English & computer; Page 27 • Pay high attention in detail & honest; • Passionate, fast learner with Can Do attitude; • Job and time management; Observed skills; • Productive task arrangement; • Relationship management with employee 4.4 Conclusion ABB Ltd is an ideal place to work with It deserves to be in the top 20 best place in Vietnam to work for I had chance to implement my theoretical knowledge which I had learnt from University, I had acquired many valuable practical knowledge from ABB Sales Manager, ABB Sales Assistant I am also proud to be a part of ABB Ltd., where I was listened, guided and trained carefully If I have to say about the most favorite thing about ABB, it must be the Culture of the company ABB Vietnam provides excellent values for employee regardless of your position Everything is equal and fair About working skills leant, after weeks having Internship Course at ABB, I believe that I could work at any Sales department elsewhere I have leant to practice my English speaking skills at ABB, read Full Cost Model and all Sales Support Documents, I knew the way to present, to hold a meeting, and especially, to work in International Culture At ABB, I was taught disciplines, codes of conduct, and safety which are very essential to work at any place One of the happiest moment in ABB Ltd I had was when I successfully applied visa to Australia for my boss It means I overcame the hardest task I had to in charge of! Now, I am confident to graduate from University and start contributing to Vietnam Sales Development References Administrative (2014) Inside ABB Retrieved from https://insideplus.abb.com/ Page 28 Commucation, A (2015) ABB in Vietnam Retrieved from http://new.abb.com/vn/about/ourbusinesses Communication, A (2015) ABB in Vietnam Retrieved from http://new.abb.com/vn/about/abbin-vietnam/history Department, A C (2015) ABB in Vietnam Retrieved from http://www.abb.com/cawp/seitp202/66499dba49469e07c1257d64003029f9.aspx Dong, N P (2016, March 1) Sales man (T T Thuy, Interviewer) Duong, N T (2016) Sales assistant Hanoi: ABB PPTR Sales and Marketing Department Nghia, L T (2014) Sales Process Hanoi: ABB PPTR Sales and Marketing Department Appendix 2015 DTR Result Feb Order Budget Forecast 2,218 Actual 1,500 2,217 Page • Export • Domestic 201502 Orders Mar Order • Export • Domestic 201503 Orders Apr Order • Export • Domestic 201504 Orders May Order • Export • Domestic 201505 Orders Jun Order • Export • Domestic 201506 Orders Jul Order • Export • Domestic 201507 Orders Aug Order • Export • Domestic 201508 Orders Sep Order • Export • Domestic 201509 Orders Oct Order • Export • Domestic 201510 Orders Nov Order • Export • Domestic 201511 Orders Dec Order • Export 1,332 886 30,000 2,218 1,342 886 30,000 2,658 1,588 1,070 30,000 2,658 1,588 1,070 30,000 2,663 1,593 1,070 14648 2,603 1,561 1,042 17278 2,603 1,561 1,042 19854 2,598 1,555 1,043 22452 2,520 1,519 1,001 24972 2,514 1,513 1,001 27486 2,514 1,513 29 1,000 500 3,869 1,900 1,300 600 6,486 2,600 1,600 1,000 9,371 3,100 2,000 1,100 11,406 4,000 3,200 800 14780 2,600 1,600 1,000 17044 1,000 300 700 21821 1,000 400 600 22473 1,700 650 1,050 24479 2,000 920 1,080 26738 2,130 1,130 1,439 778 4,586 2,186 1,607 579 6,771 1,535 762 773 8,306 2,474 1,538 936 10,780 3,665 3,059 606 14444 6,377 3,588 2,789 20821 652 412 240 21473 1,306 458 848 22779 1,959 1,022 937 24738 1,414 516 898 26152 1,414 -835 Page • Domestic 201512 Orders 1,001 30000 30 1,000 28323 768 26126 [...]... Development References Administrative (2014) Inside ABB Retrieved from https://insideplus .abb. com/ Page 28 Commucation, A (2015) ABB in Vietnam Retrieved from http://new .abb. com/vn/about/ourbusinesses Communication, A (2015) ABB in Vietnam Retrieved from http://new .abb. com/vn/about/abbin-vietnam/history Department, A C (2015) ABB in Vietnam Retrieved from http://www .abb. com/cawp/seitp202/66499dba49469e07c1257d64003029f9.aspx... lesson learnt 2.3 ABB Ltd Factory Sales overview An interview about ABB Sales & Marketing Department Interviewer: Truong Thanh Thuy Interviewee: Mr Nguyen Phuong Dong Position: Sales man/Department: PPTR Sales & Marketing Date of meeting: March 1st 2016 Location: ABB Ltd Conference room Page 16 1 The Roles/Functions of Sales and Marketing team contributing to the value chains of ABB Sales man roles:...Page 11 CHAPTER 2: ABB LTD BUSINESS INTRODUCTION 2.1 ABB Ltd values chain Figure ABB business and product ABB Ltd Value chain assessment: Follow the same value chain globally to deliver our value and offer solutions to our customers • • • Implement best in class processes... management with employee 4.4 Conclusion ABB Ltd is an ideal place to work with It deserves to be in the top 20 best place in Vietnam to work for I had chance to implement my theoretical knowledge which I had learnt from University, I had acquired many valuable practical knowledge from ABB Sales Manager, ABB Sales Assistant I am also proud to be a part of ABB Ltd. , where I was listened, guided and trained... choose ABB Ltd because it is a big brand in Electricity product in the World It ranks 17th in top 100 the best place to work in Vietnam in 2014 I suppose that, if you want to learn to start the fist step of your career, big corporation and International brand is an ideal place The procedure or business process are applied in many countries within more than 130 years (ABB established in 1983) And ABB Ltd. .. the most favorite thing about ABB, it must be the Culture of the company ABB Vietnam provides excellent values for employee regardless of your position Everything is equal and fair About working skills leant, after weeks having Internship Course at ABB, I believe that I could work at any Sales department elsewhere I have leant to practice my English speaking skills at ABB, read Full Cost Model and... the Factory Delay in shipping due to miss deadline of manufacture; Pricing negotiation and technical clarification always take time and cost a lot; Oil leak is the most frequent fault of the ABB product 5 How ABB Ltd Sales team resolve customers’ problems? To win project/tender from our competitor, it is very important to quickly gather information from customer and from FES, then the step of pricing... Using Calendar function in Outlook, we can book Conference room, schedule employee and control deadline I also register to join ABB brand visual identity training to improve my Office usage skill This is one of the most difficult task I have had performed in ABB Sales man in ABB has many business trips abroad And I was in charge of Visa application for two Sales man to Australia and New Zealand This... and all Sales Support Documents, I knew the way to present, to hold a meeting, and especially, to work in International Culture At ABB, I was taught disciplines, codes of conduct, and safety which are very essential to work at any place One of the happiest moment in ABB Ltd I had was when I successfully applied visa to Australia for my boss It means I overcame the hardest task I had to in charge of!... The use of skills and knowledge gained in the university In ABB, I experienced many things I had learnt at University before Because I worked in Sales Export Department, so the most useful knowledge I could implement is from Trade, Accounting and International Business subject Below is the list of theoretical knowledge I can apply: Overview: ABB introduction: Company Codes of Conduct Dress Code, Leave