{"id":15712,"date":"2024-06-20T14:30:30","date_gmt":"2024-06-20T07:30:30","guid":{"rendered":"https:\/\/dtmconsulting.vn\/?p=15712"},"modified":"2024-06-20T14:30:30","modified_gmt":"2024-06-20T07:30:30","slug":"phan-khuc-khach-hang-b2b","status":"publish","type":"post","link":"https:\/\/dtmconsulting.vn\/en\/phan-khuc-khach-hang-b2b\/","title":{"rendered":"Ph\u00e2n kh\u00fac kh\u00e1ch h\u00e0ng B2B (Market Segment) &#8211; H\u01b0\u1edbng d\u1eabn chi ti\u1ebft"},"content":{"rendered":"<p>Ph\u00e2n kh\u00fac kh\u00e1ch h\u00e0ng B2B l\u00e0 m\u1ed9t b\u01b0\u1edbc c\u1ef1c k\u1ef3 quan tr\u1ecdng \u0111\u1ec3 ph\u00e1t tri\u1ec3n chi\u1ebfn l\u01b0\u1ee3c marketing v\u00e0 b\u00e1n h\u00e0ng hi\u1ec7u qu\u1ea3 cho c\u00e1c doanh nghi\u1ec7p B2B t\u1ea1i Vi\u1ec7t Nam. \u0110\u1ec3 b\u1eaft \u0111\u1ea7u h\u00e0nh tr\u00ecnh c\u1ee7a ng\u01b0\u1eddi mua, b\u1ea1n c\u1ea7n thu th\u1eadp d\u1eef li\u1ec7u v\u00e0 ph\u00e2n kh\u00fac kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng, gi\u00fap b\u1ea1n t\u00ecm ra nh\u1eefng ng\u01b0\u1eddi c\u00f3 kh\u1ea3 n\u0103ng mua h\u00e0ng nh\u1ea5t.<\/p>\n<h2>1. Thu th\u1eadp d\u1eef li\u1ec7u, th\u00f4ng tin v\u1ec1 th\u1ecb tr\u01b0\u1eddng, kh\u00e1ch h\u00e0ng<\/h2>\n<p>B\u01b0\u1edbc \u0111\u1ea7u ti\u00ean l\u00e0 thu th\u1eadp t\u1ea5t c\u1ea3 d\u1eef li\u1ec7u <a href=\"https:\/\/dtmconsulting.vn\/en\/nghien-cuu-thi-truong-b2b-tai-viet-nam\/\">nghi\u00ean c\u1ee9u th\u1ecb tr\u01b0\u1eddng B2B<\/a> li\u00ean quan \u0111\u1ebfn kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng. C\u00e1c y\u1ebfu t\u1ed1 c\u1ea7n ch\u00fa \u00fd bao g\u1ed3m:<\/p>\n<ul>\n<li>L\u0129nh v\u1ef1c, ng\u00e0nh kinh doanh: C\u00f4ng ty\/doanh nghi\u1ec7p ti\u1ec1m n\u0103ng m\u00e0 b\u1ea1n h\u01b0\u1edbng \u0111\u1ebfn ho\u1ea1t \u0111\u1ed9ng trong l\u0129nh v\u1ef1c n\u00e0o?<\/li>\n<li>Quy m\u00f4 c\u00f4ng ty: C\u00f4ng ty l\u1edbn hay nh\u1ecf? S\u1ed1 l\u01b0\u1ee3ng nh\u00e2n s\u1ef1 bao nhi\u00eau?<\/li>\n<li>Lo\u1ea1i h\u00ecnh c\u00f4ng ty: c\u00f4ng ty s\u1ea3n xu\u1ea5t hay b\u00e1n l\u1ebb?<\/li>\n<li>Khu v\u1ef1c: \u0111\u1ecba \u0111i\u1ec3m c\u1ee7a c\u00f4ng ty\/doanh nghi\u1ec7p<\/li>\n<li>&#8230;.<\/li>\n<\/ul>\n<p>Khi \u0111\u00e3 c\u00f3 \u0111\u1ee7 th\u00f4ng tin, lo\u1ea1i b\u1ecf c\u00e1c doanh nghi\u1ec7p\/c\u00f4ng ty kh\u00f4ng ph\u00f9 h\u1ee3p v\u00e0 gi\u1eef l\u1ea1i nh\u1eefng c\u00f4ng ty c\u00f3 th\u1ec3 c\u00f3 m\u1ed1i quan t\u00e2m ti\u1ec1m n\u0103ng \u0111\u1ec3 ph\u00e2n kh\u00fac ti\u1ebfp theo.<\/p>\n<p style=\"text-align: center;\"><a href=\"https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2022\/12\/Nghien-cuu-thi-truong-B2B-khac-B2C-nhu-the-nao.webp\"><img decoding=\"async\" class=\"aligncenter wp-image-15684 size-medium lazyload\" data-src=\"https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2022\/12\/Nghien-cuu-thi-truong-B2B-khac-B2C-nhu-the-nao-300x165.webp\" alt=\"B2B B2C\" width=\"300\" height=\"165\" data-srcset=\"https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2022\/12\/Nghien-cuu-thi-truong-B2B-khac-B2C-nhu-the-nao-300x165.webp 300w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2022\/12\/Nghien-cuu-thi-truong-B2B-khac-B2C-nhu-the-nao-1024x563.webp 1024w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2022\/12\/Nghien-cuu-thi-truong-B2B-khac-B2C-nhu-the-nao-768x422.webp 768w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2022\/12\/Nghien-cuu-thi-truong-B2B-khac-B2C-nhu-the-nao-1536x845.webp 1536w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2022\/12\/Nghien-cuu-thi-truong-B2B-khac-B2C-nhu-the-nao-260x143.webp 260w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2022\/12\/Nghien-cuu-thi-truong-B2B-khac-B2C-nhu-the-nao-50x27.webp 50w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2022\/12\/Nghien-cuu-thi-truong-B2B-khac-B2C-nhu-the-nao-136x75.webp 136w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2022\/12\/Nghien-cuu-thi-truong-B2B-khac-B2C-nhu-the-nao.webp 1791w\" data-sizes=\"(max-width: 300px) 100vw, 300px\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 300px; --smush-placeholder-aspect-ratio: 300\/165;\" \/><\/a><\/p>\n<h2>2. Ph\u00e2n chia m\u1ee9c \u0111\u1ed9\/c\u1ea5p \u0111\u1ed9 c\u00e1c nh\u00f3m kh\u00e1c nhau<\/h2>\n<p>Sau khi c\u00f3 danh s\u00e1ch c\u00e1c nh\u00f3m doanh nghi\u1ec7p ti\u1ec1m n\u0103ng, b\u1ea1n h\u00e3y ph\u00e2n lo\u1ea1i c\u00e1c doanh nghi\u1ec7p th\u00e0nh c\u00e1c c\u1ea5p \u0111\u1ed9 kh\u00e1c nhau \u0111\u1ec3 t\u1ed1i \u01b0u h\u00f3a chi\u1ebfn l\u01b0\u1ee3c ti\u1ebfp c\u1eadn. C\u00e1ch ph\u00e2n chia n\u00e0y gi\u00fap c\u00f4ng ty b\u1ea1n t\u1eadp trung v\u00e0o nh\u1eefng kh\u00e1ch h\u00e0ng mang l\u1ea1i gi\u00e1 tr\u1ecb l\u1edbn nh\u1ea5t:<\/p>\n<p>V\u00ed d\u1ee5:<\/p>\n<ul>\n<li>C\u1ea5p 1: Kh\u00e1ch h\u00e0ng l\u1edbn nh\u1ea5t v\u00e0 quan tr\u1ecdng nh\u1ea5t m\u00e0 b\u1ea1n mu\u1ed1n \u01b0u ti\u00ean.<\/li>\n<li>C\u1ea5p 2: Kh\u00e1ch h\u00e0ng c\u00f3 ti\u1ec1m n\u0103ng l\u1edbn nh\u01b0ng kh\u00f4ng c\u1ea5p b\u00e1ch b\u1eb1ng c\u1ea5p 1.<\/li>\n<li>C\u1ea5p 3: Kh\u00e1ch h\u00e0ng nh\u1ecf h\u01a1n nh\u01b0ng v\u1eabn c\u00f3 gi\u00e1 tr\u1ecb \u0111\u1ed1i v\u1edbi doanh nghi\u1ec7p.<\/li>\n<li>C\u1ea5p 4: C\u00e1c kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng v\u00e0 c\u00f3 th\u1ec3 tr\u1edf th\u00e0nh kh\u00e1ch h\u00e0ng c\u1ea5p 1 trong t\u01b0\u01a1ng l\u1ea1i<\/li>\n<\/ul>\n<p>Ph\u00e2n chia n\u00e0y gi\u00fap b\u1ea1n t\u1eadp trung ngu\u1ed3n l\u1ef1c v\u00e0o nh\u1eefng kh\u00e1ch h\u00e0ng mang l\u1ea1i <a href=\"https:\/\/dtmconsulting.vn\/en\/toi-uu-hoa-roi-trong-marketing\/\">ROI<\/a>\u00a0cao nh\u1ea5t, \u0111\u1ed3ng th\u1eddi v\u1eabn duy tr\u00ec m\u1ed9t c\u01a1 s\u1edf kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng r\u1ed9ng l\u1edbn.<\/p>\n<p><a href=\"https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2019\/07\/ROI-return-on-investment.jpeg\"><img fetchpriority=\"high\" decoding=\"async\" class=\"wp-image-6660 size-medium aligncenter\" src=\"https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2019\/07\/ROI-return-on-investment-300x183.jpeg\" alt=\"ROI return on investment\" width=\"300\" height=\"183\" srcset=\"https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2019\/07\/ROI-return-on-investment-300x183.jpeg 300w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2019\/07\/ROI-return-on-investment-768x469.jpeg 768w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2019\/07\/ROI-return-on-investment-1024x626.jpeg 1024w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2019\/07\/ROI-return-on-investment-600x367.jpeg 600w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2019\/07\/ROI-return-on-investment-239x146.jpeg 239w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2019\/07\/ROI-return-on-investment-50x31.jpeg 50w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2019\/07\/ROI-return-on-investment-123x75.jpeg 123w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2019\/07\/ROI-return-on-investment.jpeg 1600w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/><\/a><\/p>\n<h2>3. T\u00e1ch bi\u1ec7t theo nhu c\u1ea7u kh\u00e1ch h\u00e0ng<\/h2>\n<p>Ph\u00e2n lo\u1ea1i kh\u00e1ch h\u00e0ng theo nhu c\u1ea7u c\u1ee5 th\u1ec3 c\u1ee7a h\u1ecd gi\u00fap b\u1ea1n cung c\u1ea5p s\u1ea3n ph\u1ea9m v\u00e0 d\u1ecbch v\u1ee5 ph\u00f9 h\u1ee3p h\u01a1n:<\/p>\n<ul>\n<li>Nhu c\u1ea7u s\u1eed d\u1ee5ng ph\u1ea7n m\u1ec1m: Kh\u00e1ch h\u00e0ng c\u1ea7n n\u00e2ng cao hi\u1ec7u qu\u1ea3 c\u00f4ng vi\u1ec7c th\u00f4ng qua c\u00e1c gi\u1ea3i ph\u00e1p ph\u1ea7n m\u1ec1m ti\u00ean ti\u1ebfn.<\/li>\n<li>Nhu c\u1ea7u c\u1ea7n t\u01b0 v\u1ea5n v\u00e0 cung c\u1ea5p d\u1ecbch v\u1ee5: kh\u00e1ch h\u00e0ng kh\u00f4ng nh\u1eadn di\u1ec7n \u0111\u01b0\u1ee3c nhu c\u1ea7u v\u00e0 c\u1ea7n t\u01b0 v\u1ea5n \u0111\u1ec3 x\u00e1c \u0111\u1ecbnh nhu c\u1ea7u s\u1eed d\u1ee5ng d\u1ecbch v\u1ee5<\/li>\n<\/ul>\n<p>Vi\u1ec7c ph\u00e2n chia n\u00e0y gi\u00fap b\u1ea1n d\u1ec5 d\u00e0ng x\u00e1c \u0111\u1ecbnh nh\u1eefng s\u1ea3n ph\u1ea9m ho\u1eb7c d\u1ecbch v\u1ee5 n\u00e0o l\u00e0 c\u1ea7n thi\u1ebft nh\u1ea5t cho t\u1eebng nh\u00f3m kh\u00e1ch h\u00e0ng.<\/p>\n<p><strong>Xem th\u00eam: <a href=\"https:\/\/dtmconsulting.vn\/en\/nhu-cau-thi-truong-la-gi\/\" rel=\"bookmark\">Nhu c\u1ea7u th\u1ecb tr\u01b0\u1eddng l\u00e0 g\u00ec? Ph\u01b0\u01a1ng ph\u00e1p d\u1ef1 b\u00e1o nhu c\u1ea7u th\u1ecb tr\u01b0\u1eddng<\/a><\/strong><\/p>\n<h2>4. Chia theo m\u1ee9c \u0111\u1ed9 ph\u1ee9c t\u1ea1p c\u1ee7a kh\u00e1ch h\u00e0ng<\/h2>\n<p>Ph\u00e2n \u0111o\u1ea1n c\u00e1c doanh nghi\u1ec7p d\u1ef1a tr\u00ean m\u1ee9c \u0111\u1ed9 ph\u1ee9c t\u1ea1p v\u00e0 ph\u00e1t tri\u1ec3n c\u1ee7a h\u1ecd gi\u00fap b\u1ea1n \u0111\u1ecbnh r\u00f5 m\u1ee9c \u0111\u1ed9 d\u1ecbch v\u1ee5 ho\u1eb7c s\u1ea3n ph\u1ea9m c\u1ea7n cung c\u1ea5p:<\/p>\n<ul>\n<li>Kh\u00e1ch h\u00e0ng ph\u1ee9c t\u1ea1p: C\u1ea7n c\u00e1c d\u1ecbch v\u1ee5 ho\u1eb7c s\u1ea3n ph\u1ea9m cao c\u1ea5p, ch\u1eb3ng h\u1ea1n nh\u01b0 c\u00e1c gi\u1ea3i ph\u00e1p b\u1ea3o m\u1eadt cao ho\u1eb7c t\u00edch h\u1ee3p ph\u1ee9c t\u1ea1p.<\/li>\n<li>Kh\u00e1ch h\u00e0ng c\u01a1 b\u1ea3n: C\u1ea7n c\u00e1c d\u1ecbch v\u1ee5 ho\u1eb7c s\u1ea3n ph\u1ea9m \u0111\u01a1n gi\u1ea3n h\u01a1n, d\u1ec5 s\u1eed d\u1ee5ng.<\/li>\n<\/ul>\n<h2>5. Ph\u00e2n kh\u00fac theo h\u00e0nh vi<\/h2>\n<p>Ph\u00e2n lo\u1ea1i kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng theo h\u00e0nh vi mua h\u00e0ng c\u1ee7a h\u1ecd l\u00e0 m\u1ed9t c\u00e1ch ti\u1ebfp c\u1eadn hi\u1ec7u qu\u1ea3 \u0111\u1ec3 \u0111i\u1ec1u ch\u1ec9nh chi\u1ebfn l\u01b0\u1ee3c ti\u1ebfp th\u1ecb v\u00e0 b\u00e1n h\u00e0ng:<\/p>\n<ul>\n<li>Kh\u00e1ch h\u00e0ng trung th\u00e0nh: Th\u00edch l\u00e0m vi\u1ec7c v\u1edbi nh\u00e0 cung c\u1ea5p l\u00e2u d\u00e0i v\u00e0 s\u1eb5n s\u00e0ng duy tr\u00ec m\u1ed1i quan h\u1ec7.<\/li>\n<li>Kh\u00e1ch h\u00e0ng t\u1eadp trung v\u00e0o gi\u00e1: Quan t\u00e2m nhi\u1ec1u \u0111\u1ebfn gi\u00e1 c\u1ea3 v\u00e0 t\u00ecm ki\u1ebfm th\u1ecfa thu\u1eadn t\u1ed1t nh\u1ea5t.<\/li>\n<li>Kh\u00e1ch h\u00e0ng t\u1eadp trung v\u00e0o d\u1ecbch v\u1ee5 h\u1ed7 tr\u1ee3 v\u00e0 h\u1eadu c\u1ea7n: Nh\u00f3m kh\u00e1ch h\u00e0ng quan t\u00e2m \u0111\u1ebfn c\u00e1c d\u1ecbch v\u1ee5 h\u1ed7 tr\u1ee3 v\u00e0 h\u1eadu c\u1ea7n sau b\u00e1n<\/li>\n<\/ul>\n<p><strong>Xem th\u00eam: <a href=\"https:\/\/dtmconsulting.vn\/en\/hanh-vi-khach-hang-b2b\/\" rel=\"bookmark\">H\u00e0nh vi mua c\u1ee7a kh\u00e1ch h\u00e0ng B2B \u2013 C\u00e1ch tri\u1ec3n khai marketing B2B<\/a><\/strong><\/p>\n<p><a href=\"https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2022\/12\/hanh-vi-khach-hang-B2B-cach-marketing-B2B.jpg\"><img decoding=\"async\" class=\"aligncenter wp-image-15577 size-medium lazyload\" data-src=\"https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2022\/12\/hanh-vi-khach-hang-B2B-cach-marketing-B2B-300x156.jpg\" alt=\"h\u00e0nh vi kh\u00e1ch h\u00e0ng B2B - c\u00e1ch marketing B2B\" width=\"300\" height=\"156\" data-srcset=\"https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2022\/12\/hanh-vi-khach-hang-B2B-cach-marketing-B2B-300x156.jpg 300w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2022\/12\/hanh-vi-khach-hang-B2B-cach-marketing-B2B-768x400.jpg 768w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2022\/12\/hanh-vi-khach-hang-B2B-cach-marketing-B2B-260x136.jpg 260w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2022\/12\/hanh-vi-khach-hang-B2B-cach-marketing-B2B-50x26.jpg 50w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2022\/12\/hanh-vi-khach-hang-B2B-cach-marketing-B2B-144x75.jpg 144w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2022\/12\/hanh-vi-khach-hang-B2B-cach-marketing-B2B.jpg 940w\" data-sizes=\"(max-width: 300px) 100vw, 300px\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 300px; --smush-placeholder-aspect-ratio: 300\/156;\" \/><\/a><\/p>\n<h2>X\u00e2y d\u1ef1ng b\u1ea3n \u0111\u1ed3 <a href=\"https:\/\/dtmconsulting.vn\/en\/hanh-trinh-khach-hang-b2b\/\">h\u00e0nh tr\u00ecnh kh\u00e1ch h\u00e0ng B2B<\/a> (CJM) trong th\u1ecb tr\u01b0\u1eddng B2B<\/h2>\n<p>B\u1ea3n \u0111\u1ed3 <a href=\"https:\/\/dtmconsulting.vn\/en\/hanh-trinh-khach-hang-b2b\/\">h\u00e0nh tr\u00ecnh kh\u00e1ch h\u00e0ng B2B<\/a> (Customer Journey Map) l\u00e0 m\u1ed9t c\u00f4ng c\u1ee5 gi\u00fap doanh nghi\u1ec7p hi\u1ec3u r\u00f5 qu\u00e1 tr\u00ecnh mua h\u00e0ng c\u1ee7a kh\u00e1ch h\u00e0ng, t\u1eeb khi h\u1ecd nh\u1eadn th\u1ee9c \u0111\u1ebfn khi ho\u00e0n th\u00e0nh mua h\u00e0ng v\u00e0 duy tr\u00ec m\u1ed1i quan h\u1ec7.<\/p>\n<h3>1. X\u00e2y d\u1ef1ng khung x\u01b0\u01a1ng s\u1ed1ng c\u1ee7a b\u1ea3n \u0111\u1ed3 h\u00e0nh tr\u00ecnh kh\u00e1ch h\u00e0ng<\/h3>\n<p>B\u01b0\u1edbc \u0111\u1ea7u ti\u00ean l\u00e0 x\u00e2y d\u1ef1ng khung x\u01b0\u01a1ng ch\u00ednh, bao g\u1ed3m c\u00e1c giai \u0111o\u1ea1n ch\u00ednh trong qu\u00e1 tr\u00ecnh mua h\u00e0ng B2B c\u1ee7a kh\u00e1ch h\u00e0ng:<\/p>\n<ul>\n<li>K\u00edch ho\u1ea1t: \u0110i\u1ec1u g\u00ec k\u00edch ho\u1ea1t nh\u1eadn th\u1ee9c v\u1ec1 nh\u00e0 cung c\u1ea5p ho\u1eb7c s\u1ea3n ph\u1ea9m?<\/li>\n<li>Ki\u1ec3m tra l\u1ea1i: Kh\u00e1ch h\u00e0ng d\u00f9ng k\u00eanh n\u00e0o \u0111\u1ec3 kh\u00e1m ph\u00e1 v\u00e0 \u0111\u00e1nh gi\u00e1 c\u00e1c nh\u00e0 cung c\u1ea5p?<\/li>\n<li>Quy\u1ebft \u0111\u1ecbnh mua h\u00e0ng: Ti\u00eau ch\u00ed n\u00e0o \u0111\u01b0\u1ee3c s\u1eed d\u1ee5ng \u0111\u1ec3 l\u1ef1a ch\u1ecdn nh\u00e0 cung c\u1ea5p?<\/li>\n<li>H\u00f4n \u01b0\u1edbc: Qu\u00e1 tr\u00ecnh gi\u1edbi thi\u1ec7u s\u1ea3n ph\u1ea9m ho\u1eb7c d\u1ecbch v\u1ee5 di\u1ec5n ra nh\u01b0 th\u1ebf n\u00e0o?<\/li>\n<li>Qu\u1ea3n l\u00fd m\u1ed1i quan h\u1ec7: \u0110i\u1ec1u g\u00ec \u0111\u1ecbnh h\u00ecnh tr\u1ea3i nghi\u1ec7m c\u1ee7a kh\u00e1ch h\u00e0ng sau khi mua h\u00e0ng?<\/li>\n<li>Gia h\u1ea1n: \u0110i\u1ec1u g\u00ec th\u00fac \u0111\u1ea9y kh\u00e1ch h\u00e0ng gia h\u1ea1n h\u1ee3p \u0111\u1ed3ng ho\u1eb7c ti\u1ebfp t\u1ee5c s\u1eed d\u1ee5ng s\u1ea3n ph\u1ea9m\/d\u1ecbch v\u1ee5?<\/li>\n<\/ul>\n<p><a href=\"https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2019\/03\/ban-do-hanh-trinh-khach-hang.jpg\"><img decoding=\"async\" class=\"size-full wp-image-10710 aligncenter lazyload\" data-src=\"https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2019\/03\/ban-do-hanh-trinh-khach-hang.jpg\" alt=\"B\u1ea3n \u0111\u1ed3 h\u00e0nh tr\u00ecnh kh\u00e1ch h\u00e0ng\" width=\"850\" height=\"497\" data-srcset=\"https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2019\/03\/ban-do-hanh-trinh-khach-hang.jpg 850w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2019\/03\/ban-do-hanh-trinh-khach-hang-300x175.jpg 300w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2019\/03\/ban-do-hanh-trinh-khach-hang-768x449.jpg 768w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2019\/03\/ban-do-hanh-trinh-khach-hang-250x146.jpg 250w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2019\/03\/ban-do-hanh-trinh-khach-hang-50x29.jpg 50w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2019\/03\/ban-do-hanh-trinh-khach-hang-128x75.jpg 128w\" data-sizes=\"(max-width: 850px) 100vw, 850px\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 850px; --smush-placeholder-aspect-ratio: 850\/497;\" \/><\/a><\/p>\n<h3>2. Li\u1ec7t k\u00ea c\u00e1c \u0111i\u1ec3m ti\u1ebfp x\u00fac (touch-point)<\/h3>\n<p>X\u00e1c \u0111\u1ecbnh t\u1ea5t c\u1ea3 c\u00e1c \u0111i\u1ec3m ti\u1ebfp x\u00fac m\u00e0 ng\u01b0\u1eddi mua c\u00f3 th\u1ec3 t\u01b0\u01a1ng t\u00e1c trong t\u1eebng b\u01b0\u1edbc c\u1ee7a h\u00e0nh tr\u00ecnh:<\/p>\n<ul>\n<li>K\u00edch ho\u1ea1t: Qu\u1ea3ng c\u00e1o tr\u1ef1c tuy\u1ebfn, b\u00e0i vi\u1ebft blog, n\u1ed9i dung m\u1ea1ng x\u00e3 h\u1ed9i, email marketing, s\u1ef1 ki\u1ec7n v\u00e0 h\u1ed9i th\u1ea3o.<\/li>\n<li>Ki\u1ec3m tra l\u1ea1i: Trang web c\u00f4ng ty, \u0111\u00e1nh gi\u00e1 c\u1ee7a kh\u00e1ch h\u00e0ng, b\u00e0i vi\u1ebft chuy\u00ean m\u00f4n, h\u1ed9i th\u1ea3o tr\u1ef1c tuy\u1ebfn, t\u00e0i li\u1ec7u so s\u00e1nh s\u1ea3n ph\u1ea9m.<\/li>\n<li>Quy\u1ebft \u0111\u1ecbnh mua h\u00e0ng: Cu\u1ed9c h\u1ecdp tr\u1ef1c ti\u1ebfp, b\u1ea3n demo s\u1ea3n ph\u1ea9m, t\u00e0i li\u1ec7u so s\u00e1nh s\u1ea3n ph\u1ea9m, \u0111\u00e1nh gi\u00e1 t\u1eeb b\u00ean th\u1ee9 ba, khuy\u1ebfn ngh\u1ecb t\u1eeb \u0111\u1ed1i t\u00e1c.<\/li>\n<li>T\u01b0\u01a1ng t\u00e1c: Qu\u00e1 tr\u00ecnh \u0111\u00e0o t\u1ea1o, h\u1ed7 tr\u1ee3 k\u1ef9 thu\u1eadt, t\u00e0i li\u1ec7u h\u01b0\u1edbng d\u1eabn, h\u1ed7 tr\u1ee3 kh\u00e1ch h\u00e0ng 24\/7.<\/li>\n<li>Qu\u1ea3n l\u00fd m\u1ed1i quan h\u1ec7: D\u1ecbch v\u1ee5 kh\u00e1ch h\u00e0ng, c\u1eadp nh\u1eadt s\u1ea3n ph\u1ea9m, ch\u01b0\u01a1ng tr\u00ecnh kh\u00e1ch h\u00e0ng th\u00e2n thi\u1ebft, kh\u1ea3o s\u00e1t h\u00e0i l\u00f2ng kh\u00e1ch h\u00e0ng, bu\u1ed5i h\u1ecdp \u0111\u00e1nh gi\u00e1 \u0111\u1ecbnh k\u1ef3.<\/li>\n<li>Gia h\u1ea1n: Th\u00f4ng b\u00e1o gia h\u1ea1n, b\u00e1o c\u00e1o hi\u1ec7u su\u1ea5t, cu\u1ed9c h\u1ecdp \u0111\u00e1nh gi\u00e1, \u01b0u \u0111\u00e3i gia h\u1ea1n, ch\u01b0\u01a1ng tr\u00ecnh khuy\u1ebfn m\u00e3i \u0111\u1eb7c bi\u1ec7t.<\/li>\n<\/ul>\n<h3>3. X\u00e1c \u0111\u1ecbnh c\u00e1c \u0111\u1ed1i t\u00e1c c\u00f3 li\u00ean quan<\/h3>\n<p>C\u00e1c \u0111\u1ed1i t\u00e1c trong chu\u1ed7i gi\u00e1 tr\u1ecb c\u00f3 th\u1ec3 \u1ea3nh h\u01b0\u1edfng \u0111\u1ebfn h\u00e0nh tr\u00ecnh c\u1ee7a ng\u01b0\u1eddi mua b\u1eb1ng c\u00e1ch cung c\u1ea5p th\u00eam th\u00f4ng tin v\u00e0 h\u1ed7 tr\u1ee3 trong qu\u00e1 tr\u00ecnh mua h\u00e0ng. M\u1ed9t s\u1ed1 v\u00ed d\u1ee5 v\u1ec1 c\u00e1c \u0111\u1ed1i t\u00e1c c\u00f3 li\u00ean quan cho m\u1ed9t doanh nghi\u1ec7p cung c\u1ea5p d\u1ecbch v\u1ee5 v\u1eadn chuy\u1ec3n c\u00f3 th\u1ec3 bao g\u1ed3m:<\/p>\n<ul>\n<li>C\u00f4ng ty qu\u1ea3n l\u00fd du l\u1ecbch: Cung c\u1ea5p d\u1ecbch v\u1ee5 v\u00e0 h\u1ed7 tr\u1ee3 cho c\u00e1c doanh nghi\u1ec7p trong ng\u00e0nh du l\u1ecbch.<\/li>\n<li>\u0110\u1ed1i t\u00e1c h\u00e0ng kh\u00f4ng: Cung c\u1ea5p c\u00e1c g\u00f3i d\u1ecbch v\u1ee5 bay v\u00e0 h\u1ed7 tr\u1ee3 cho doanh nghi\u1ec7p.<\/li>\n<li>\u0110\u1ed1i t\u00e1c cho thu\u00ea \u00f4 t\u00f4: Cung c\u1ea5p d\u1ecbch v\u1ee5 cho thu\u00ea xe v\u00e0 h\u1ed7 tr\u1ee3 logistics.<\/li>\n<li>\u0110\u1ed1i t\u00e1c c\u00f4ng ty b\u1ea3o hi\u1ec3m: Cung c\u1ea5p c\u00e1c g\u00f3i b\u1ea3o hi\u1ec3m ph\u00f9 h\u1ee3p v\u1edbi nhu c\u1ea7u c\u1ee7a doanh nghi\u1ec7p.<\/li>\n<li>\u0110\u1ed1i t\u00e1c th\u1ebb thanh to\u00e1n kinh doanh: Cung c\u1ea5p c\u00e1c gi\u1ea3i ph\u00e1p thanh to\u00e1n linh ho\u1ea1t v\u00e0 ti\u1ec7n l\u1ee3i.<\/li>\n<\/ul>\n<h3>4. T\u1ed1i \u01b0u h\u00f3a h\u00e0nh tr\u00ecnh c\u1ee7a ng\u01b0\u1eddi mua<\/h3>\n<p>L\u1eadp b\u1ea3n \u0111\u1ed3 h\u00e0nh tr\u00ecnh c\u1ee7a ng\u01b0\u1eddi mua kh\u00f4ng ch\u1ec9 gi\u00fap hi\u1ec3u r\u00f5 \u0111\u01b0\u1eddng d\u1eabn mua h\u00e0ng m\u00e0 c\u00f2n gi\u00fap t\u1ed1i \u01b0u h\u00f3a c\u00e1c \u0111i\u1ec3m ti\u1ebfp x\u00fac \u0111\u1ec3 n\u00e2ng cao tr\u1ea3i nghi\u1ec7m c\u1ee7a kh\u00e1ch h\u00e0ng. M\u1ed9t s\u1ed1 c\u00e1ch t\u1ed1i \u01b0u h\u00f3a bao g\u1ed3m:<\/p>\n<ul>\n<li>X\u00e2y d\u1ef1ng ch\u00e2n dung kh\u00e1ch h\u00e0ng: Ch\u00e2n dung kh\u00e1ch h\u00e0ng (buyer\/customer persona) l\u00e0 m\u1ed9t c\u00f4ng c\u1ee5 cho ph\u00e9p doanh nghi\u1ec7p hi\u1ec3u r\u00f5 h\u01a1n v\u1ec1 c\u00e1c kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng, m\u1ee5c ti\u00eau m\u00e0 doanh nghi\u1ec7p h\u01b0\u1edbng \u0111\u1ebfn. C<\/li>\n<li>L\u1eadp b\u1ea3n \u0111\u1ed3 h\u00e0nh tr\u00ecnh: T\u1ea1o b\u1ea3n \u0111\u1ed3 h\u00e0nh tr\u00ecnh theo ki\u1ec3u h\u1ed9i th\u1ea3o v\u1edbi s\u1ef1 tham gia c\u1ee7a c\u00e1c b\u00ean li\u00ean quan ch\u00ednh \u0111\u1ec3 \u0111\u1ea3m b\u1ea3o t\u00ednh th\u1ef1c ti\u1ec5n v\u00e0 hi\u1ec7u qu\u1ea3.<\/li>\n<li>Ti\u1ebfng n\u00f3i c\u1ee7a kh\u00e1ch h\u00e0ng: S\u1eed d\u1ee5ng nghi\u00ean c\u1ee9u kh\u00e1ch h\u00e0ng \u0111\u1ec3 x\u00e1c th\u1ef1c v\u00e0 tinh ch\u1ec9nh b\u1ea3n \u0111\u1ed3, \u0111\u1ea3m b\u1ea3o r\u1eb1ng c\u00e1c \u0111i\u1ec3m ti\u1ebfp x\u00fac quan tr\u1ecdng nh\u1ea5t \u0111\u01b0\u1ee3c ch\u00fa tr\u1ecdng.<\/li>\n<li>\u0110\u1ea1i di\u1ec7n b\u00e1n h\u00e0ng: X\u00e1c \u0111\u1ecbnh th\u1eddi \u0111i\u1ec3m v\u00e0 v\u1ecb tr\u00ed m\u00e0 n\u1ed7 l\u1ef1c c\u1ee7a \u0111\u1ea1i di\u1ec7n b\u00e1n h\u00e0ng c\u00f3 t\u00e1c \u0111\u1ed9ng l\u1edbn nh\u1ea5t. Hi\u1ec3u r\u00f5 nhu c\u1ea7u v\u00e0 mong mu\u1ed1n c\u1ee7a kh\u00e1ch h\u00e0ng \u0111\u1ec3 \u0111i\u1ec1u ch\u1ec9nh chi\u1ebfn l\u01b0\u1ee3c ti\u1ebfp c\u1eadn ph\u00f9 h\u1ee3p.<\/li>\n<\/ul>\n<p>Xem th\u00eam: <a href=\"https:\/\/dtmconsulting.vn\/en\/chan-dung-khach-hang-b2b\/\" rel=\"bookmark\">Ch\u00e2n dung kh\u00e1ch h\u00e0ng B2B (Customer Persona B2B) \u2013 V\u00ed d\u1ee5 \u2013 C\u00e1ch khai th\u00e1c th\u00fac \u0111\u1ea9y kinh doanh<\/a><\/p>\n<p><a href=\"https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2024\/06\/chan-dung-khach-hang-b2b-vi-du-cach-khai-thac-kinh-doanh-dtm-consulting-1.jpg\"><img decoding=\"async\" class=\"aligncenter wp-image-17517 size-medium lazyload\" data-src=\"https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2024\/06\/chan-dung-khach-hang-b2b-vi-du-cach-khai-thac-kinh-doanh-dtm-consulting-1-300x156.jpg\" alt=\"chan-dung-khach-hang-b2b-vi-du-cach-khai-thac-kinh-doanh-dtm-consulting-1\" width=\"300\" height=\"156\" data-srcset=\"https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2024\/06\/chan-dung-khach-hang-b2b-vi-du-cach-khai-thac-kinh-doanh-dtm-consulting-1-300x156.jpg 300w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2024\/06\/chan-dung-khach-hang-b2b-vi-du-cach-khai-thac-kinh-doanh-dtm-consulting-1-768x400.jpg 768w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2024\/06\/chan-dung-khach-hang-b2b-vi-du-cach-khai-thac-kinh-doanh-dtm-consulting-1-18x9.jpg 18w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2024\/06\/chan-dung-khach-hang-b2b-vi-du-cach-khai-thac-kinh-doanh-dtm-consulting-1-410x214.jpg 410w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2024\/06\/chan-dung-khach-hang-b2b-vi-du-cach-khai-thac-kinh-doanh-dtm-consulting-1-570x297.jpg 570w, https:\/\/dtmconsulting.vn\/wp-content\/uploads\/2024\/06\/chan-dung-khach-hang-b2b-vi-du-cach-khai-thac-kinh-doanh-dtm-consulting-1.jpg 940w\" data-sizes=\"(max-width: 300px) 100vw, 300px\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 300px; --smush-placeholder-aspect-ratio: 300\/156;\" \/><\/a><\/p>\n<h3>5. \u0110\u00e1nh gi\u00e1 hi\u1ec7u su\u1ea5t trong su\u1ed1t qu\u00e1 tr\u00ecnh mua h\u00e0ng<\/h3>\n<p>\u0110\u00e1nh gi\u00e1 hi\u1ec7u su\u1ea5t gi\u00fap c\u00e1c nh\u00e0 cung c\u1ea5p hi\u1ec3u r\u00f5 h\u01a1n v\u1ec1 t\u1ea7m quan tr\u1ecdng c\u1ee7a vi\u1ec7c marketing v\u00e0 b\u00e1n h\u00e0ng c\u1ee7a m\u00ecnh, c\u0169ng nh\u01b0 nh\u1eefng \u0111i\u1ec3m m\u1ea1nh v\u00e0 \u0111i\u1ec3m y\u1ebfu trong h\u00e0nh tr\u00ecnh c\u1ee7a kh\u00e1ch h\u00e0ng. M\u1ee5c ti\u00eau cu\u1ed1i c\u00f9ng l\u00e0 thu h\u00fat nh\u1eefng kh\u00e1ch h\u00e0ng h\u00e0i l\u00f2ng v\u00e0 trung th\u00e0nh, nh\u1eefng ng\u01b0\u1eddi s\u1ebd tr\u1edf th\u00e0nh \u0111\u1ea1i s\u1ee9 th\u01b0\u01a1ng hi\u1ec7u.<\/p>\n<h2>V\u00ed d\u1ee5 v\u1ec1 B\u1ea3n \u0111\u1ed3 h\u00e0nh tr\u00ecnh kh\u00e1ch h\u00e0ng<\/h2>\n<h3>Nghi\u00ean c\u1ee9u t\u00ecnh hu\u1ed1ng l\u1eadp b\u1ea3n \u0111\u1ed3 h\u00e0nh tr\u00ecnh ng\u01b0\u1eddi mua cho doanh nghi\u1ec7p B2B<\/h3>\n<p>XYZ l\u00e0 c\u00f4ng ty h\u00e0ng \u0111\u1ea7u t\u1ea1i Vi\u1ec7t Nam cung c\u1ea5p c\u00e1c gi\u1ea3i ph\u00e1p t\u1ed1i \u01b0u cho c\u00e1c nh\u00e0 m\u00e1y s\u1ea3n xu\u1ea5t v\u00e0 nh\u00e0 m\u00e1y \u0111i\u1ec7n. DTM Consulting \u0111\u00e3 cung c\u1ea5p c\u00e1c d\u1ecbch v\u1ee5 nghi\u00ean c\u1ee9u h\u00e0nh tr\u00ecnh c\u1ee7a ng\u01b0\u1eddi mua \u0111\u1ec3 gi\u00fap XYZ hi\u1ec3u r\u00f5 h\u01a1n v\u1ec1 h\u00e0nh tr\u00ecnh v\u00e0 ch\u00e2n dung ng\u01b0\u1eddi mua. T\u1eeb \u0111\u00f3, XYZ \u0111\u00e3 x\u00e1c \u0111\u1ecbnh \u0111\u01b0\u1ee3c c\u00e1c kh\u00fac th\u1ecb tr\u01b0\u1eddng ti\u1ec1m n\u0103ng \u0111\u1ec3 m\u1edf r\u1ed9ng th\u1ecb tr\u01b0\u1eddng v\u00e0 ph\u00e1t tri\u1ec3n th\u01b0\u01a1ng hi\u1ec7u.<\/p>\n<p>Nghi\u00ean c\u1ee9u \u0111\u00e3 gi\u00fap XYZ x\u00e1c th\u1ef1c v\u00e0 x\u00e2y d\u1ef1ng h\u00e0nh tr\u00ecnh c\u1ee7a ng\u01b0\u1eddi mua cho t\u1eebng ph\u00e2n kh\u00fac, ph\u00e1t tri\u1ec3n ch\u00e2n dung ng\u01b0\u1eddi mua cho c\u00e1c vai tr\u00f2 kh\u00e1c nhau trong \u0111\u01a1n v\u1ecb ra quy\u1ebft \u0111\u1ecbnh v\u00e0 ph\u00e1t tri\u1ec3n c\u00e1c \u0111\u1ec1 xu\u1ea5t gi\u00e1 tr\u1ecb \u0111\u1ec3 gi\u00fap nh\u1eafm m\u1ee5c ti\u00eau kh\u00e1ch h\u00e0ng v\u00e0 kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng m\u1ed9t c\u00e1ch hi\u1ec7u qu\u1ea3.<\/p>\n<h2>K\u1ebft lu\u1eadn<\/h2>\n<p>B\u1eb1ng c\u00e1ch l\u1eadp b\u1ea3n \u0111\u1ed3 h\u00e0nh tr\u00ecnh c\u1ee7a ng\u01b0\u1eddi mua v\u00e0 t\u1ed1i \u01b0u h\u00f3a c\u00e1c \u0111i\u1ec3m ti\u1ebfp x\u00fac, doanh nghi\u1ec7p c\u00f3 th\u1ec3 n\u00e2ng cao tr\u1ea3i nghi\u1ec7m c\u1ee7a kh\u00e1ch h\u00e0ng, c\u1ea3i thi\u1ec7n m\u1ee9c \u0111\u1ed9 h\u00e0i l\u00f2ng v\u00e0 l\u00f2ng trung th\u00e0nh c\u1ee7a h\u1ecd. \u0110i\u1ec1u n\u00e0y kh\u00f4ng ch\u1ec9 gi\u00fap duy tr\u00ec kh\u00e1ch h\u00e0ng hi\u1ec7n t\u1ea1i m\u00e0 c\u00f2n thu h\u00fat kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng m\u1edbi, x\u00e2y d\u1ef1ng n\u1ec1n t\u1ea3ng v\u1eefng ch\u1eafc cho s\u1ef1 \u01b0a th\u00edch th\u01b0\u01a1ng hi\u1ec7u v\u00e0 s\u1ef1 \u1ee7ng h\u1ed9 l\u00e2u d\u00e0i. Vi\u1ec7c hi\u1ec3u r\u00f5 h\u00e0nh tr\u00ecnh c\u1ee7a ng\u01b0\u1eddi mua v\u00e0 t\u1ed1i \u01b0u h\u00f3a t\u1eebng b\u01b0\u1edbc trong quy tr\u00ecnh mua h\u00e0ng l\u00e0 ch\u00eca kh\u00f3a \u0111\u1ec3 th\u00e0nh c\u00f4ng trong th\u1ecb tr\u01b0\u1eddng B2B \u0111\u1ea7y c\u1ea1nh tranh.<\/p>","protected":false},"excerpt":{"rendered":"<p>Ph\u00e2n kh\u00fac kh\u00e1ch h\u00e0ng B2B l\u00e0 m\u1ed9t b\u01b0\u1edbc c\u1ef1c k\u1ef3 quan tr\u1ecdng \u0111\u1ec3 ph\u00e1t tri\u1ec3n chi\u1ebfn l\u01b0\u1ee3c marketing v\u00e0 b\u00e1n h\u00e0ng hi\u1ec7u qu\u1ea3 cho c\u00e1c doanh nghi\u1ec7p B2B t\u1ea1i Vi\u1ec7t Nam. \u0110\u1ec3 b\u1eaft \u0111\u1ea7u h\u00e0nh tr\u00ecnh c\u1ee7a ng\u01b0\u1eddi mua, b\u1ea1n c\u1ea7n thu th\u1eadp d\u1eef li\u1ec7u v\u00e0 ph\u00e2n kh\u00fac kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng, gi\u00fap b\u1ea1n t\u00ecm [&hellip;]<\/p>","protected":false},"author":20,"featured_media":17519,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"om_disable_all_campaigns":false,"footnotes":""},"categories":[128,74],"tags":[699,698],"class_list":["post-15712","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-chia-se-kien-thuc","category-blog","tag-kinh-doanh-b2b","tag-marketing-b2b",""],"_links":{"self":[{"href":"https:\/\/dtmconsulting.vn\/en\/wp-json\/wp\/v2\/posts\/15712","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/dtmconsulting.vn\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/dtmconsulting.vn\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/dtmconsulting.vn\/en\/wp-json\/wp\/v2\/users\/20"}],"replies":[{"embeddable":true,"href":"https:\/\/dtmconsulting.vn\/en\/wp-json\/wp\/v2\/comments?post=15712"}],"version-history":[{"count":8,"href":"https:\/\/dtmconsulting.vn\/en\/wp-json\/wp\/v2\/posts\/15712\/revisions"}],"predecessor-version":[{"id":17520,"href":"https:\/\/dtmconsulting.vn\/en\/wp-json\/wp\/v2\/posts\/15712\/revisions\/17520"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/dtmconsulting.vn\/en\/wp-json\/wp\/v2\/media\/17519"}],"wp:attachment":[{"href":"https:\/\/dtmconsulting.vn\/en\/wp-json\/wp\/v2\/media?parent=15712"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/dtmconsulting.vn\/en\/wp-json\/wp\/v2\/categories?post=15712"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/dtmconsulting.vn\/en\/wp-json\/wp\/v2\/tags?post=15712"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}