Luan Van - QT Luc Luong Ban Hang

8/18/2019 Luan Van - QT Luc Luong Ban Hang

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Khoá luận tốt nghiệp GVHD: ThS. Trịnh Lê Tân

CHƯƠNG I: CƠ S LY LUÂ N

1.1. LƯC LƠNG BAN HNG V VI TRO CU LƯC LƠNG BAN

HNG:

1.1.1. Khai niê m v !"# !$%n& 'an h(n&:

) L"# !$%n& 'an h(n& #* +h, -nh n&h/0 !( + 2 h%2 nh3n& n&$4i !iên

560n -7n #8n& viê # 'an h(n&.

) L"# !$%n& 'an h(n& #* m9 + +;+ #< #a# += #h># +? 2hi !%i nh6 n #@n&

nh$ #a# += #h># !%i nh6 n + +hD #hEn& !DFi # v ha# nh06 +Dn& nn inh +7 #E0 n$P# +0.C8n& viê # 'an h(n& '0D &Qm ;+ nhi6 #a# #h># n9n& MD nh3n& n&$4i

ha# nh06 +h"# hiê n.

+ Ngưi gi!o h"ng: #h># v n( nhn viên 'an h(n& #* nhiê m v

#hE 76 !( -i &i0D # v n( -Xi hYi nhn viên 'an h(n& 2h# v +h6 + -, #Z v;n #hD ha#h h(n&.

+ Ngưi t*o nhu ,u: Ch># v n( -Xi hYi 2h# v 06 -Xi hYi 2h


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) _6 v(D -9 # -i,m #E0 +h +$4n& m# +iê6 v( v +J mDn& m6Zn #E0

MD0nh n&hiê 2 +ên +h +$4n& -* m( da# -nh m# +iê6 #E0 !"# !$%n& 'an

h(n&. Th8n& +h$4n& nh3n& m# +iê6 n( -$%# # +h, h*0 'en& #a# #hf +iê6

+9n& +$n& v !%i nh6 n v( MD0nh Z 06 -* -$%# #hi +i7+ h*0 +hD hê +hZn&

+= #h># #E0 #8n& + -7n +?n& -nh m># #hD +?n& vn& -0 2h$Sn&. Nh3n&

m# +iê6 +h"# hiê n #* +h, -$%# Mign +< +hD nhi6 #a#h v( + +h68 # v(D +?n&#8n& + + +?n& n&(nh inh MD0nh ha# nh06 nh$n& nh]n #h6n& #@n& #hf #*

+h, #hi0 +h(nh h0i m# +iê6:

/ Nh1ng 23 tiêu hư4ng )"o on ngưi:

, -F+ -$%# nh3n& m# +iê6 v 'an h(n& +h] #n 2h


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) ThD 560n -i,m hiê n -Fi h$Pn& -7n ha#h h(n& !"# !$%n& 'an h(n&

#* v0i +X ;+ 560n +^n& -Zi vPi hDF+ -8 n& inh MD0nh #E0 MD0nh n&hiê 2.

) L"# !$%n& 'an h(n& !( #6 nZi &i30 MD0nh n&hiê 2 v( ha#h h(n&

n&$4i 'an h(n& !( n&$4i 560n hê +"# +i72 vPi ha#h h(n& +h6 +h 2 v( +0D

-`i +h8n& +in #n +hi7+ v ha#h h(n& v( MD0nh n&hiê 2 &i[2 ha#h h(n& hi,6

q v #8n& + -Zi vPi nhi6 ha#h h(n& +h] #hD en& n&$4i 'an h(n& #hJnh !(

#8n& + -Qn& +h4i #@n& nh n +? ha#h h(n& nh3n& +h8n& +in 2h


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h(n& h0 +hD 06 hDF+ -8 n& 'an h(n& nh$ +hD Mqi nh3n& -Sn -9 + h(n&

i,m Da+ M" +3 +Qn hD &iPi +hiê 6 n&

M#h v +h8n& 560 &i0D M#h +"# +i72 vPi ha#h h(n&. L"# !$%n& 'an h(n&

hDF+ -8 n& 'ên n&D(i -$%# u Mn& ;+ 8 n& Wi +Dn& nh3n& MD0nh n&hiê 2

+? nh3n& #8n& + # 56


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+h, $P# +Jnh +im n9n& +iê6 +h #E0 n* -# 56


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2hm ~ +h +$4n&\hi -* #a# -Fi Miê n 'an h(n& #* +h, +"# +h68 # m8 + h0

nhi6 n&$4i 56


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2hZi... C* nh$ v‹ MD0nh n&hiŠ2 mPi #* nh3n& #a#h +h># >n& du 2h h%2 v

#hi7n !$%# -Zi vPi nh3n& m‰+ h(n& inh MD0nh u Mn& !"# !$%n& 'an h(n&

h%2 !j.

) |># Œ2 #Fnh +0nh #E0 #a# -Zi +hE +ên #n& +h +$4n&:

lD m# +iê6 +Zi +h$%n& #E0 #a# MD0nh n&hiŠ2 n*i #h6n& !( +h6 -$%# !%i

nh6‹n !%i nh6‹n #(n& #0D #(n& +h[# - !8i ŒD h^ +h0m &i0 +J#h #"# hSn

nên nhi6 hi h^ #* +h, 'k+ #h;2 +;+ #n& ê6 #6 #E0 "

2ha+ +i,n #E0 dW hˆi #* mˆ+ +‹2 +h, v3n& mFnh -D(n 7+ nh3n& m‰+ h(n&

#E0 #8n& + !68n +hY0 mWn ê6 #6 #h;+ !$%n& #E0 ha#h h(n& vPi &ia #< 2hh%2 +ên #S hDF#h -nh v( +h"# hiŠn m^i #8n& viŠ# 0D #hD h%2 !j +anh

!Wn& 2hJ ># !0D -ˆn& !Wn& 2hJ n&6Qn !"# nh;+ !( n&6Qn !"# +(i #hJnh.

) c‰+ h(n& inh MD0nh:

C* +h, n*i - !( mˆ+ +Dn& nh3n& v;n - #S '


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+$4n& Nên +‹2 +6n& v(D mˆ+ !DFi h0 nhi6 !DFi C* nên - n&h nh( # n9n& #E0 #`

ma -*. TDn& MD0nh n&hiŠ2 #@n& v‹ m6Zn +h"# hiŠn -$%# #h># n9n&

SVTH: Trư&ng Ng- Tun Tr!ng / ? /


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nhiŠm v #E0 m]nh #n 2h# '0D &Qm #a# 'ˆ 2h‹n #h>#

n9n& #h6 " -i6 hi,n #hf -FD #E0 mˆ+ 'ˆ 2h‹n !Wnh -FD. V‹n h(nh -$%#

mPi #hf !( -i6 iŠn #n #Xn v‹n h(nh +Z+ mPi !( -i6 iŠn -E. cˆ+ MD0nh

n&hiŠ2 m6Zn v‹n h(nh +Z+ h0 +h"# hiŠn +Z+ nh3n& m# +iê6 - 0 +h] m`i 'ˆ

2h‹n s +h"# hiŠn mˆ+ #8n& viŠ# iên& !r nh$n& h8n& +a# -ˆn& +iê6 #"# h0

2ha hDFi #8n& viŠ# #E0 nh06 m( #n " h%2 +a# -D(n 7+ #n& +$Sn& +% '=

6n& #hD nh06. i6 n( #hf +Qn +Fi hi mˆ+ MD0nh n&hiŠ2 #* #S #;6 += #h>#

h%2 !j hDF+ -ˆn& #* hiŠ6 56 #n +hi7+ nh;+ -, #8n& viŠ# 'an h(n& -$%# +h"# hiŠn

+Z+ nh$: 2h$Sn& +iŠn 2hXn& !(m viŠ# 2hXn& '


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h^ +]m #a#h !8i ŒD +h67+ 2h# h^ -7n vPi #8n& +. c`i nhn viên 'an h(n&

2h# v( +h67+ 2h# ha#h h(n& 'i

#n& mˆ+ ![# h^ 2h


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#hi7n !$%# 2ha+ +i,n +Dn& -* #Dn n&$4i -*n& v0i +X 567+ -nh +Dn& -*

-8 i n&@ !"# !$%n& 'an h(n& -*n& v0i +X 560n +^n&.

TDn& nh3n& n9m 560 nhi6 MD0nh n&hiê 2 n&( #(n& #Di +^n& d

M"n& !"# !$%n& 'an h(n& +? -* d M"n& +h$Sn& hiê 6 #E0 MD0nh n&hiê 2 +6

nhiên viê # d M"n& -8 i n&@ !"# !$%n& 'an h(n& #@n& #* nh3n& +h(nh #8n&

v( +h;+ 'Fi nh;+ -nh.

1.}.b.1. Nh3n& 76 +Z +FD nên +h(nh #8n& +Dn& #8n& +a# d M"n& !"# !$%n&

'an h(n&:

) 8 n& #S 'm inh:

Nhn viên 'an h(n& +h"# +h !( nh3n& n&$4i #* nh3n& +Jnh #a#h -8 n&

!"# ha# nh06 nh$n& +;+ #< h^ s h8n& n&Fi h* h9n -, &i(nh !; hiê 6 56<

#E0 #8n& viê #.

) C* 2hDn& #a#h !(m viê # !6 +:

l -8 n& #S #E0 h^ !( &] n76 nhn viên 'an h(n& h8n& -$%# += #h>#

n76 h^ h8n& !(m viê # #n mtn h^ #h”n& +h, -a2 >n& -$%# nh6 #6 n&(

#(n& #0D #E0 ha#h h(n&.

) Kh< n9n& d M"n& 560n hê :

L"# !$%n& 'an h(n& &iYi !( nh3n& n&$4i h8n& nh3n& &i h8n& #hf m`i viê # +FD 0


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#hD !"# !$%n& 'an h(n& MD -* h8n& -a2 >n& -$%# ê6 #6 n&( #(nh #0D

#E0 dW h8 i.

Hiê n n0 vtn #Xn nhi6 MD0nh n&hiê 2 vtn dm nhŽ viê # d M"n& !"#

!$%n& 'an h(n& u Mn& !"# !$%n& 'an h(n& nh$ m8 + #a#h -Sn &i6 h8n& #* nh3n& n&hiên #>6 # +h, n76 #* +h]

#h;+ !$%n& #h$0 #0D Z !iê 6 h8n& -$%# #hJnh da# v( #@n& #h$0 -$%# 560n

+m -[n& m># MD -* h8n& #* nh3n& h` +% # +h, #hD #a# MD0nh n&hiê 2

-nh h$Pn& m# +iê6 inh MD0nh !6 M(i.

1.}.b.. c8 + Z MD0nh n&hiê 2 +h(nh #8n& +Dn& #8n& +a# d M"n& !"# !$%n& 'an h(n&:

TDn& nh3n& n9m 560 ;+ nhi6 MD0nh n&hiê 2 +Dn& n$P# -W d M"n&

-$%# +h$Sn& hiê 6 h]nh


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lD0nh n&hiê 2 2h


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1.. CxNG TAC Ty€–N l—NG V LƯ CH˜N NH…N VIoN BAN

HNG:

1..1. Nh6 #6 +6,n Mn&:

Viê # da# -nh nh6 #6 +6,n Mn& !( m8 + 76 +Z #n +hi7+ +Dn& '$P#

-6 #E0 7 hDF#h +6,n Mn& 'en& #a#h da# -nh 56 m8 #E0 !"# !$%n& 'an

h(n& n9m 06 +hD nh6 #6 M" -Dan D vPi 56 m8 !"# !$%n& 'an h(n& +h"# +7

#E0 n9m +$P#.

1..b. N&6Qn +6,n Mn&:

Tên +h +$4n& !0D -8 n& m8 + hWn& #* +h, !iên hê +Pi nhi6 n&6Qn

hD9 # #* +h, u Mn& #a# n&6Qn ha# nh06 #hD #a# v +J 'an h(n& ha# nh06.Ca# n&6Qn -$%# + 2 h%2 v(D 'Zn !DFi: C8n& + #a# -nh #h7 &iaD M# nn

#8n& n&hiê 2 v( h`n h%2. Ca# hWn& !68n +hJ#h u Mn& #a# n&6Qn n(D m(

#h[n& #* 56a +]nh +FD 0 #a# nhn viên +h(nh #8n& nh;+ v( +a#h nh3n& n&6Qn

n(D m( #h[n& -$0 0 nh3n& n&$4i +h;+ 'Fi.

1... Tiê6 #h6n +6,n Mn&:

T +hD -9 # -i,m inh MD0nh #E0 +?n& n&(nh +?n& m9 + h(n& m(#8n& + -0n& inh MD0nh -, #* +h, -$0 0 nh3n& ê6 #6 #;n +hi7+ -Zi vPi #a#

>n& viên. C* +h, hYi ha#h h(n& dm h^ m6Zn v( $0 +hJ#h nh3n& -9 # -i,m

nh$ +h7 n(D #a# nhn viên 'an h(n&. c9 + ha# +0 #@n& #* +h, +]m i7n

nh3n& -9 # -i,m #h6n& #E0 nh3n& nhn viên 'an h(n& +h(nh #8n& nh;+ +Dn&

#8n& +.

T? -* #8n& + s da# -nh nh3n& ê6 #6 mDn& m6Zn -Zi vPi nhn viên 'an

h(n& m( #8n& + s +6,n Mn&.

B NguCn tu7n 53ng:

) Nh3n& >n& viên 'ên +Dn&: lD0nh n&hiê 2 56


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MD0nh n&hiê 2\Nh$n& #@n& #* nh3n& h* h9n -Zi vPi MD0nh n&hiê 2 nh$:

c6 +h6tn #* +h, 2ha+ inh MD " +h9n& +i7n 'ên +Dn& n&6 #S &i[2 nh06 v]

v !%i s +9n& m># +h !0D D vPi nh3n& n&$4i +r #* 'en& #;2.

) Nh3n& >n& viên 'ên n&D(i: ThD #hJnh a#h +6,n Mn& #E0 m]nh

MD0nh n&hiê 2 s +]m 0 nh3n& >n& viên - -E v Z !$%n& v( #h;+ !$%n& -,

-a2 >n& -$%# nh6 #6 #E0 h^ +? #a# +$4n& Fi h^# #a# +6n& +m n&hiên

#>6 nhn viên #a# hWn& ha#\6 -i,m #E0 n&$4i +6,n Mn& n( !( !(m

-`i mPi +im n9n& #Dn n&$4i #E0 MD0nh n&hiê 2 +FD " +hi -60 'ên +Dn& !(m

+9n& &ia + nh3n& n&$4i h%2 +a# #E0 MD0nh n&hiê 2. Nh$n& #@n& #* nh3n&

h* h9n nh$: |" hX0 h%2 #E0 nhn viên mPi !6 hSn -Xi hYi #hi 2hJ #0D #hD56 +]nh +6,n #h^n Mg !(m nn& viên nh3n& >n& viên m( #8n& + #h^ns -$%# m4i -7n 2hYn& v;n v( i,m +0 -, -anh &ia nh3n& n9n& +hai -8

#a +Jnh\T*m !Fi viê # !"0 #h^n m8 + n&$4i 'an h(n& !( m8 + #8n& viê # 560n

+^n& 'i v] n* !( m8 + +Dn& nh3n& -i6 iê n +iên 567+ #hD " +h(nh #8n&

#E0 MD0nh n&hiê 2. c8 + n&$4i 'an +Z+ s +h(nh #8n& hi 'an m8 +


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n&$4i hWn&. N&6ên +k# #hE -FD !( a2 Mn& #hi 2hJ +h;2 nh;+ nh$n& +hD

+iê6 #h6n #hD Z +6,n Mn& !Pn nh;+ v( #hi 2hJ #0D nh;+ #hD Z nhY nh;+.

SƠ ĐÔ QUA TRNH L CHON

Nh*m n&$4i +6,n Mn&

LDFi 0

LDFi 0

LDFi 0

LDFi 0

LDFi 0

B In %ánh giá tJ2 tt )" hnh th Min )iê $:

) B


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1..}.1. phYn& v;n #a nhn !n -6:

!( 56a +]nh &i0D +i72 h0i #hi6 m( -* n&$4i din viê # n&hiên #>6

nhi6 v #8n& + v #8n& viê # nh$ #* +h, v( n&$4i 2hYn& v;n n&hiên #>6

nhi6 v n&$4i din viê # #* +h,. TDn& !n 2hYn& v;n -6 +iên n&$4i 2hYn&

v;n -anh &ia #a# -9 # +Jnh #a nhn #E0 n&$4i M" +6,n nh$: ™n m9 # Man&

-iê 6 #a# n9n& &i0D +i72\

1..}.b. phYn& v;n +i72 +hD:

!( &i0D -DFn m( m`i m># -8 2hYn& v;n + nên #* #$4n& -8

mFnh hSn vPi nh3n& n&$4i M" +6,n -$%# -anh &ia M"0 v(D #a# m9 + nh$:

N9n& !"# hDF+ -8 n& n9n& &i0D +i72 +Jnh #a#h #a nhn\1..}.. Nh3n& -anh &ia #hJnh +h>#:

N&$4i din viê # hi -W -7n &i0 -DFn n( #E0 56a +]nh !"0 #h^n #n

-$%# #Di !( nh3n& >n& viên n&hiêm +[# v( #* +h, 'Z +J v(D v +J #n +6,n

Mn&. C8n& + #* +h, 'Y 560 &i0 -DFn n( hi +Dn& 56a +]nh #* +h, u Mn&

#a# '(i i,m +0 +a# n&hiê m nh( +$ v;n 'ên n&D(i -anh &ia i,m +0 +7 v]

n* m;+ +h4i &i0n v( +Zn Œm v( nh3n& 560n hê 2ha2 !j.1..}.}. _67+ -nh !"0 #h^n:

Th8n& +h$4n& +h] #a# #8n& + -0n& +i7n h(nh +6,n Mn& #* Z n&$4i

din v(D nhi6 hSn vPi v +J -0n& +hi76 nên nh3n& n&$4i din viê # #n 2h#

#h[ j v( da# -nh q n8 i M6n& #E0 #a# #h$Sn& +]nh h6;n !6ê n +Dn& +$Sn&

!0i. N8 i M6n& -$%# #h6ên m8n h*0 vPi +h4i &i0n #n +hi7+ -, #* - -E i7n

+h># v( n9n&. Nhem &i


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c8 + +Dn& #a# m# +iê6 560n +^n& nh;+ #E0 #8n& + !( #* nh3n& nhn

viên +Z+ nh;+. Ca# #8n& + +h$4n& -$0 0 #a# m# +iê6 +$P# mk+ nh$ &i# v n(D -* v( #@n& #* +h, +Wi 8 n& nh$ nn& #0D h< n9n& 56# +h"# hiê n 2h$Sn& 2ha2 -(D +FD.

1.š... anh &ia #h$Sn& +]nh -(D +FD:

Khi #h$Sn& +]nh -(D +FD hD(n +;+ +h] n&$4i !Wnh -FD s -anh &ia #8n&

viê # -anh &ia h8n& #hf m0n& j n&h/0 +hm -nh m( #Xn !( m8 + " #8n&

SVTH: Trư&ng Ng- Tun Tr!ng / 0? /


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nh n v h< n9n& n9n& !"# v( +h(nh +J#h #E0 nhn viên +Dn& hD


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2hŒ2 #* h$n& !$Sn& +% #;2 Zm -06 h0 +0i nFn +% #;2 h$6 +J v( '


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1.ž. CHœNH |ACH x NG VIoN ‚I V†I NH…N VIoN BAN HNG:

1.ž.1. Tm 560n +^n& #E0 " -8 n& viên -Zi vPi nhn viên 'an h(n&:

8 n& viên #* +h, -$%# dm nh$ !( m8 + " +a# -8 n& +? 'ên +Dn& h0

'ên n&D(i J#h +hJ#h #Dn n&$4i +hD nh3n& #a#h -[n& h$Pn& +Pi hD(n +h(nh

m# -J#h.

1.ž.b. c8 h]nh #S '# 'an h(n& #h/ Y hZi !$%n& v( #hEn&

!DFi # n( -$%# d M"n& #9n #> v(D 7 hDF#h c0+in& hen& n9m

-, M" 'aD m># +iê6 +h. c`i n&$4i 56# #* +h, da# -nh 'en& MD0nh Z 'an # !%i nh6 n " n` !"# h0 +inh +hn +J#h #"# 'an h(n&. N&D(i 0 #8n& +

#* +h, += #h># #a# h8 i n&h -nh +FD -i6 iê n #hD !"# !$%n& 'an h(n& &9 2

& +0D -`i v( J#h +hJ#h h^ n` !"# +hi -60 vPi nh06 +Dn& hDF+ -8 n& 'an

h(n&.

SVTH: Trư&ng Ng- Tun Tr!ng / 90 /


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1.Ÿ. CHœNH |ACH ANH GIA NH…N VIoN BAN HNG:

1.Ÿ1. CS +h"# hiê n -anh &ia:

phn !Pn +Fi #a# #8n& + +h] viê # -anh &ia nhn viên 'an h(n& -$%# +h"#

hiê n 'i &iam -Z# 'an h(n& +"# +i72 #E0 nhn viên. N&$4i &iam -Z# !( n&$4i

#hf -FD +Z+ nh;+ viê # -anh &ia. Viê # -anh &ia nhem m# -J#h -i6 #hfnh

nh3n& 0i *+ v( &i[2 - nhn viên !(m viê # +Z+ hSn.

1.Ÿ.b. _6a +]nh +h"# hiê n -anh &ia:

/ Eá tiêu hun %ánh giá:

Viê # += #h># +h"# hiê n -anh &ia v !"# !$%n& 'an h(n& #* +h, da# -nh

7+ 56< hD9 # h(nh vi - !( nh3n& +iê6 #h6n #9n '


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CHƯƠNG II: TNH HNH HT Đ NG KINH DNH ! THC

TRNG CNG TAC QU"N TR# LC LƯ$NG %AN H!NG TI

CNG T& TNHH Đ'U TƯ (Â& DNG ! THƯƠNG )I TRUNG

H! Đ*K L*K

b.1. T¡NH H¡NH HwT x NG KINH lNH CxNG T€ TNHH ¢y

T „…€ lƯNG V TH£NG cwI TRyNG H ™K L™K

b.1.1. _6a +]nh h]nh +h(nh v( 2ha+ +i,n #E0 #8n& +:

b.1.1.1. BZi #


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TDn& nhi6 n9m 560 #8n& + -W &9 + hai -$%# nhi6 +h(nh #8n& v( n&(

#(n& 2ha+ +i,n v3n& mFnh +FD -$%# +h$Sn& hiê 6 +ên +h +$4n& nhWn hiê 6

#E0 #8n& + -W -$%# 'i7+ -7n. Qn& +h4i +? " j +h># v( " -Qn& !Xn& " h`

+% !tn nh06 &i30 #a# '8 2h n m( #8n& + -W +h0m &i0 v( hD(n +hiê n nhi6

#8n& +]nh #* #h;+ !$%n& nh$: C6n& >n& &F#h #hD #8n& +]nh nh( n$P#: |

N&DFi V +fnh 9 L9 Chi ## H# !%i

nh6 n hen& n9m +$Sn& -Zi =n -nh v( !68n +9n& 560 #a# n9m MD -* +h6 nh 2

#E0 #an '8 #8n& nhn viên n&( m8 + #n& #hD +h +$4n& Tp.B68nc0 Th6ˆ+ v( h6Šn !n #‹n.

b.1.b.b. Nhiê m v:

Nhiê m v #E0 #8n& + !( hDF#h -nh += #h># !Wnh -FD v( i,m Da+ #a#

hDF+ -8 n& inh MD0nh nhem m0n& !Fi m># MD0nh +h6 #0D v( +Zi -0 h*0 !%i

nh6 n.

B


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B -k2 #a# #hi 2hJ +Dn& 56a +]nh inh MD0nh hD(n +h(nh n&h/0 v n8 2

n&n a#h Nh( n$P#.

T9n& #$4n& 566 +h +$4n& v( +9n&

nh0nh +Z# -8 !$6 #h6gn h(n& h*0.

_6 hDF#h v( += #h># -8 i n&@ #an '8 nhn viên 7 # n +h$4n& d6ên

'Qi M$n& n&hiê 2 v nn& #0D n9n& !"# #h9m !D -4i Zn& v + #h;+ v( +inh

+hn #hD nhn viên M6 +] n n72 v9n h*0 MD0nh n&hiê 2.

b.1.b.. _6n hFn #E0 #8n& +:

) _6n u Mn& +(i #hJnh: C8n& + #* 56n u Mn& n&6Qn vZn v( +(i

# n9n& 56# #E0 #8n& + -$%# +=

#h># +hD i,6 +"# +67n #h># n9n&. Viê # += #h># +hD m8 h]nh n( !( d6;+

2ha+ +? nh6 #6 +h +$4n& v( #S 'n& +Z+ nh6 #6 2h# v #hD

ha#h h(n& -$%# nh0nh #hZn& 2 +h4i -


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Hiê n n0 #S #;6 += #h># +Dn& #8n& + ->n& -6 !( &iam -Z# &i[2 viê #

#hD &iam -Z# !( h0i 2h* &iam -Z# #a# 2hXn& #h># n9n& '0D &Qm #an '8

#8n& nhn viên #E0 #8n& +.

ThD m8 h]nh += #h># n( #S #;6 += #h># #E0 #8n& + -W +h, hiê n "

+hZn& nh;+ #a# 2hXn& '0n v( #a# '8 2h n #* mZi 560n hê 2h +h68 # #h>#

n9n& vPi nh06 v( #h;2 h(nh m8 + mê nh !ê nh +? #;2 +ên #E0 m]nh +FD -i6

iê n #hD nh( 56


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b.b..1. Giam -Z#:

) L( n&$4i #* 56n hFn #0D nh;+ +Dn& #8n& +.

) _67+ -nh v #hi7n !$%# 2ha+ +i,n #E0 #8n& +.

) L( n&$4i -Fi Miê n #hD #8n& + v( + 2 +h, #an '8 #8n& nhn viên +D(n

#8n& +.

) _67+ -nh v #S #;6 += #h># nhn " 56 #h7 n8 i '8 #8n& +.

) T= #h># 56 /


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) Khi nh3n& M" an h0 viê # inh MD0nh #n +h"# hiê n h0 +i,n h0i +h]

!iên 7+ -i6 -8 n& 2hXn& +h6 + +"# +i72 +hi #8n& h0 !k2 -9 + #a# +hi7+ '

+FD -i6 -, n&hiê m +h6 +h0nh !j h%2 -Qn& h0 '(n &i0D v n h(nh


29/82


) Th"# hiê n #8n& +a# 7 +Dan 2ha+ inh +Fi #8n& + nh$: + 2 h%2 #a#

#h>n& +? !iên 560n -7n viê # inh MD0nh 'an h(n& -Zi #hi6 !(m #h>n& +?

h*0 -Sn = a#h +hD Mqi #8n& n% +h6 #hi\

) Th6 nh n v( i,m +0 #a# 'aD #aD 7 +Dan #a# -Sn v +"# +h68 # v(

! 2 'aD #aD +(i #hJnh h%2 nh;+ +D(n #8n& +.

) Th"# hiê n #8n& +a# +(i #hJnh +hZn& ê +D(n #8n& +.

) phn +J#h +]nh h]nh 7 +Dan v( +(i #hJnh #E0 #8n& +.

b.b.}. cZi 560n hê &i30 #a# '8 2h n:

B8 ma 56# +hD #S #;6 +"# +67n #h>#

n9n&. B0n !Wnh -FD &Qm m8 + &iam -Z# -i6 h(nh #8n& + h0i 2h* &iam -Z#v inh MD0nh v( -i6 h(nh. c^i v;n - inh MD0nh MD &iam -Z# +D(n 56n

567+ -nh #a# 2hXn& '0n #h># n9n& #hf #* +a#h nhiê m +hD Mqi &iam a+

h$Pn& Mtn v( 2hZi h%2 vPi #a# 2hXn& '0n #h># n9n& ha# +h"# hiê n nhiê m

v -, hD(n +h(nh m# +iê6 - 0. Nh$n& #@n& #* m8 + Z v;n - -$%# &iam

-Z# 2hn 56n 2hn #;2 #hD #a# 2h* &iam -Z# 56n 567+ -nh -, #hE

-8 n& &i#:

Ou %i2:

) !( #S #;6 += #h># &^n nhŽ + 2 +6n& n&6Qn !"# v( 56n 0 567+

-nh #hD 56#.

) Ca# '8 2h n #h># n9n& -6 #h6ên 6 +h"# hiê n #a# #8n& viê # +hD

#h># n9n& '8

2h

n MD -* nh6 #6 ha#h h(n& -$%# -a2 >n& m8

+ #a#h +Zi

-0.

) Ca# 567+ -nh -$%# -$0 0 nh0nh #h*n& 2 +h4i. Ca# +h(nh viên #E0

#8n& + #* #S h8 i -$%# nn& #0D +h6 + +0 n&h +Dn& !/nh v"# #h6ên

m8n +9n& hiê 6 56< hDF+ -8 n& 560 " 2hZi h%2 +? -* +h0m m$6 +Z+ #hD '0n

&iam -Z#.

Như8 %i2:

SVTH: Trư&ng Ng- Tun Tr!ng / 9@ /


30/82


) CS #;6 += #h># n( #Xn hFn #h7 !( #hf +hJ#h h%2 #hD nh3n& MD0nh

n&hiê 2 inh MD0nh m8 + #h@n& !DFi # n( #* #* m9 + +ai !( #a# nhn viên +h$4n& #h[

+^n& v(D m# +iê6 #E0 +?n& 2hXn& '0n m]nh +hi76 " 2hZi h%2 nh2

nh(n& &i30 vPi #a# '8 2h n. Nh]n #h6n& vPi #S #;6 += #h># '8 ma 56


31/82


32/82


lD +h +$4n& n&( #(n& #Fnh +0nh &0 &k+ nên viê # h8n& n&?n& nn&

#0D +]nh -8 !( m8 + -i6 +;+ 76 -Zi vPi -8 i n&@ nhn viên -, +? -* #* +h,

hDF+ -8 n& inh MD0nh #* hiê 6 56< v( #* +h, #Fnh +0nh vPi #a# -Zi +hE +ên

+h +$4n&. Nkm 'k+ -$%# v;n - n( nên #8n& + -W 560n +m 2ha+ +i,n

nh3n& #an '8 #* +]nh -8 n9n& !"# -(D +FD n&hiê 2 v #hD nhn viên. |Z

!$%n& !0D -8 n& #* +]nh -8 Fi h^# +9n& Z !0D -8 n& #* +]nh -8 +h;2 hSn

h8n& +9n& v( D vPi +“ !ê #h6n& +h] &i


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nhn viên +9n& 560 #a# n9m nhiê m v #E0 h^ !( +]m i7m ha#h h(n& v( 2ha+

+i,n +h +$4n&.

b..b. CS v + #h;+ +0n& +hi7+ ' #E0 #8n& +:

_60 nhi6 n9m hDF+ -8 n& v( +$n& +h(nh +]nh h]nh #S v + #h;+

ma m*# +0n& +hi7+ ' -$%# #8n& + -6 +$ -[n& m># nhem -k2 >n& nh6

#6 2ha+ +i,n.

C8n& + TNHH C8n& n&hê +in h^# ph$Sn& Tn& #* + -9 + +Fi }’

N&6gn V9n !inh +h(nh 2hZ ( N©n&. !( #Dn -$4n& h67+ mFnh !( +h6

+6n& +m #E0 +h(nh 2hZ + 2 +6n& nhi6 n&n h(n& #8n& + v9n 2hXn& -FiMiê n\!( v +J +h6 n !%i +Dn& viê # inh MD0nh !/nh v"# +hi7+ ' +in h^# v9n

2hXn&.

Viê # 'Z +J 2hXn& !(m viê # 2hXn& !k2 a2 hD v( -$%# 2hn #hi0 +hD #a#

h6 #h># n9n& +$Sn& -Zi +h6 n !%i +Dn& #< 56 +]nh inh MD0nh #E0 #8n& +.

%-./ 04: )* T %9NG KINH DNH C CNG T&

l0nh m# liê n +J#h mb

T“ !ê ¨T=n& Miê n +J#h

) V9n 2hXn&

) phXn& !k2 ma

) |hDª DDm

) KhD h(n&

›’’

1’

1bš

bb}

b’’

1’’

bb

1›

b

bŸ%-./ 05: )A& );C THI


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b... T]nh h]nh +(i #hJnh:

B# 560n +^n& +0 n&hiên #>6 '


35/82


%-./ 0=: %"NG T+NG K


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%-./ 0J: S SANH T TRONG T!I S"N ! NGUÔN N QU CAC

N*) 20123 20143 2015

C>? @BNE 2012

M

NE 2014

M

NE 2015

M. T(i


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B. T(i


38/82


n9m b’1} +“ !ê n( #hi7m š}›b¨. N&$%# !Fi +“ !ê vZn #hE h36 +ên +=n&

n&6Qn vZn +h;2 Mn MD -6 +$ inh MD0nh v( +J#h h;6 h0D.

b...1. phn +J#h 7+ 56< hDF+ -8 n& inh MD0nh #E0 #8n& +:

K7+ 56< hDF+ -8 n& inh MD0nh !( +h(nh 56< #6Zi #n& +Dn& hDF+ -8 n& -8 n&

inh MD0nh #E0 #8n& + n* -anh &ia 56a +]nh +h"# hiê n m# +iê6 7 hDF#h

inh MD0nh v( 56a +]nh h0i +ha# #a# n&6Qn !"# #E0 #8n& +: nhn !"# +(i !"#

\TDn& nh3n& n9m &n - #8n& + -W #*n nhi6 n` !"# +Dn& hDF+ -8 n&

inh MD0nh !68n nn& #0D #h;+ !$%n&


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) Gi


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TH’ viên Gia + # n8 2 n&n a#h v( !%i nh6 n #@n& +9n& -6

560 #a# n9m.

) Th6 nh 2 ']nh 56n #E0 nhn #an '8 #8n& nhn viên #E0 #8n& + #@n&

-$%# #


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TDn& +h4i &i0n 560 #8n& + h8n& n&?n& nn& #0D #8n& +a# M#h v h=

+% '# =n -nh +“ !ê +h6 n

vPi MD0nh +h6.

Nh]n #h6n& +]nh h]nh hDF+ -8 n& #E0 #8n& + +Dn& +h4i &i0n 560 ha +Z+

#a# #hf Z MD0nh +h6 !%i nh6 n +9n& -6 560 #a# n9m - !( M;6 hiê 6 +J#h

#"# -, #8n& + +i72 m# m 8 n& inh MD0nh.

b..}. Hiê 6 56< hDF+ -8 n& inh MD0nh #E0 #8n& +:

T? Z !iê 6 'aD #aD 7+ 56< hDF+ -8 n& inh MD0nh #E0 #8n& + +0 'i7+-$%# " 560n hê &i30 #a# #hf +iê6.

b.}. THƯC TRwNG CxNG TAC _yzN TR{ LƯC LƠNG BAN HNG

TwI CxNG T€ pH£NG TNG:

b.}.1. Chi7n !$%# #8n& +:

„a# -nh nhiê m v #hi7n !$%# #8n& + +Dn& nh3n& n9m +Pi M"0 +ên

nh3n& -9 # -i,m +]nh h]nh v( n9n& !"# ©n #* #E0 #8n& +:) c 8 n& +hêm #a# m9 + h(n& inh MD0nh Pi +hD nh6 #6 +h +$4n&

-, 2ha+ +i,n MD0nh n&hiê 2 nh$n& 2hn& ê6 #6 #E0

ha#h h(n& v( +h +$4n& vPi nh3n& !%i +h7 ©n #* nh$ T2.B68n c0 Th6ˆ+ T2

Nh0 T0n& T2 ( F+\

) $0 m8 + Z m9 + h(n& mPi nh$ &F#h #


42/82


C8n& + -0n& #* #hi7n !$%# m 8 n& +h +$4n& inh MD0nh #a# +]nh

min +6n& + n&6ên nh$n& 560n +m nh;+ + 2 +6n& v(D nh3n& +h +$4n&

#hJnh nh$: Nh0 T0n& ( F+ B68n c0 Th6ˆ+ -9 # 'iê + #h[ +^n& -7n h0i +h

+$4n& #8n& + #* !%i +h7 !( B68n c0 Th6ˆ+ v( Nh0 T0n& v] h0i +h +$Sn&

n( -0n& 2ha+ +i,n ;+ mFnh v( #* nh6 #6 d M"n& #"# !Pn.

b.}.b.b. phn +J#h m8i +$4n& inh MD0nh:

b.}.b.b.1. Nh( #6n& #;2:

C8n& + TNHH 6 T$ „ l"n& V( Th$Sn& cFi T6n& H( 0 L0

m8 + #8n& + +h$Sn& m0 „ M"n& !Pn nên #6n& >n& -0 2hn !( nh3n& #8n&

+]nh !Pn.ChJnh a#h


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-Fi !j h0 #a# nh( 'an !s !( m8 + h]nh +h># #* hiê 6 56# -Fi !j nh( 'an !s v( n&$4i +iê6 Mn&.

) c8 + Z ha#h h(n& +ên -0 '(n +h(nh 2hZ B68n c0 Th6ˆ: Chi C#

H


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#8n& + M" i7n +9n& MD0nh +h6 !ên hDn& hSn nh3n& -Xi #E0 ha#h h(n& v( Mn

+h0 +h7 nh3n& m9 + h(n& h8n& #Xn -$%# $0 #h68 n& +ên +h +$4n& &i0 +9n&

!%i +h7 #Fnh +0nh #E0 #8n& +.

b.š.b.b. ChJnh a#h &ia:

SVTH: Trư&ng Ng- Tun Tr!ng / ;; /


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Gia !( m8 + #8n& # 560n +^n& &i[2 #8n& + #* +h, -F+ -$%# m# +iê6

#E0 m]nh - !( m8 + +Dn& nh3n& +iê6 #h6n -6 +iên +Dn& viê # !"0 #h^n v(

567+ -nh m60


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) VPi m8 h]nh nh$ hiê n n0 +h] #8n& + -


47/82


!"# !$%n& +"# +i72 +h"# hiê n #8n& viê # inh MD0nh #E0 #8n& + ha#h h(n&

#* h(i !Xn& h8n& ha#h h(n& #* ;n +$%n& +Z+ -7n #8n& + h0 h8n& m8 +

2hn ;+ !Pn !( MD -8 i n&@ n( +FD 0.

Hiê n n0 #8n& + -0n& +hi76 !"# !$%n& 'an h(n& #* +]nh -8 n9n& !"#

2h h%2 vPi +]nh h]nh hiê n n0 v] v viê # -$0 0 #hJnh a#h v( m8 + Z &i<

2ha2 56 /


48/82


) Th6 n !%i: Zi +$%n& ha#h h(n& #hE 76 !( 56n 'i7+ v( nh3n& ha#h

h(n& #hE -8 n& +]m -7n m60 h(n&. lD +h6 nh 2 #E0 h^ #hE ê6 +? nh3n&

hD# 8 n& nkm 'k+ +h +$4n& m8 + #a#h nh0nh #h*n& #* n9n& +=n& h%2 2hn +J#h nh3n&

M3 !iê 6 +h6 +h 2 -$%# -, +? -* 2h# v #hD #8n& +a# 'an h(n& #h(D h(n&.

b.›.}. K7+ 56< +iê6 +h +hD +?n& !DFi nhn viên:

DNH S %AN ĐI I TVNG %W 6HXN

phn !DFi 'ˆ 2h‹n N9m b’1b N9m b’1 N9m b’1}Gia + ¨ Gia + ¨ Gia + ¨

Bˆ 2h‹n 'an h(n&

+Fi 56 h(n&

1.1bb’ b 1š.}žŸ’’ ›ž 1›.Ÿbb’ }}

Bˆ 2h‹n inh

MD0nh M" an

1ž.}š}Ÿš’ }}›› b1.’11’ }b’ b1.ž›}Ÿ’ }b›’

Bˆ 2h‹n 'an h(n&

#a# -Fi !j

Ÿ.}›žb’ bbŸ’ 11.b1šŸ’ b’b 11.›š}’’ bbŸš

T=n& MD0nh +h6 }1.bžž’ 1’’ }ž.›’Ÿ’’ 1’’ 1.b}b1’ 1’’

SVTH: Trư&ng Ng- Tun Tr!ng / ;? /


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iu %C Piu thị tZ lệ 5o!nh thu [! t\ng P] phận n'2 9A0;

Th8n& 560 '# !"# !$%n& 'an h(n& +Fi #8n& +:B Eáh th t^ hR giá2 6át Pán h"ng:

Nhn viên -$%# k2 d72 0D #hD #* +h, 2hZi h%2 vPi nh06 -, +h"# hiê n

nhiê m v m8 + #a#h hiê 6 56


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SƠ ĐÔ C8U TRC T+ CH,C LC LƯ$NG %AN H!NG

VPi viê # += #h># nh$ #;6 +[# +ên +h] viê # #a# '8 2h n #hi0 +hD

nhiê m v hDF+ -8 n& &n nh$ -8 # ! 2 nh06.

Ou %i2: lg M(n& +Dn& viê# - 0 7 hDF#h #hf +iê6 'an h(n& #* "

2hn #hi0 -Zi +$%n& ha#h h(n& 2h# v vPi nh3n& nhn viên 'an h(n& 'ên

n&D(i h^ Mg M(n& hSn hi + 2 +6n& v(D m8 + J+ m9 + h(n& m( h^ -$%# 2hn

#8n& MD -* hiê 6 56< #8n& viê # #0D hSn. Như8 %i2: K7 hDF#h 'an h(n& -$%# -60 0 +hD m8 + #hi6 h8n&

#h[ j -7n nhn " v( h< n9n& -a2 >n& nh6 #6 +? #a# '8 2h n #;2 M$Pi

h8n& #* " 2hZi h%2 &i30 #a# '8 2h n nhn viên 'an h(n& 2hFm vi hDF+

-8 n& 'ên n&D(i ha 8 n& h8n& #* " 2hn #hi0 h6 v"# m8 + #a#h Y (n&.

|Z !$%n& nhn viên 'an h(n& -$%# 2hn '= #h$0 h%2 !j Z !$%n& nhn

viên 'an h(n& +Fi #8n& + nhi6 +Dn& hJ -* nhn viên 'an h(n& -Fi !j !Fi ;+

J+ - !( m8 + +Dn& nh3n& !j MD #S '# 'an h(n& !$6

-8 n&.

SVTH: Trư&ng Ng- Tun Tr!ng /


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CHƯƠNG III: H!N THIP N CNG TAC QU"N TR# LC LƯ$NG

%AN H!NG TI CNG T& TNHH Đ'U TƯ (Â& DNG !

THƯƠNG )I TRUNG H! Đ*K L*K

.1. |Ư C¢N THIT CU CxNG TAC _yzN TR{ LƯC LƠNG BAN

HNG.

.1.1. |" #n +hi7+ #E0 #8n& +a# 56


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|S -Q 56


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.1.b.}. H6;n !6ê n nhn viên:

Ch$Sn& +]nh h6;n !6ê n #* nhi6 m# +iê6 !"# !$%n& 'an h(n& #n

2h


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) L"# !$%n& 'an h(n& -$%# -8 n& viên -, hD(n +h(nh 7 hDF#h +h + &iYi

'i v] '# 'an

h(n&

) C* nh3n& 2hn +h$n& d>n& -an& #hD nh3n& #a nhn #* +h(nh +J#h +Z+) Th$4n& d6ên += #h># nh3n& #6ˆ# +hi v #a nhn hD(n +h(nh +Z+ #8n&

viŠ# -, nhn viên #* m# +iê6 2h;n -;6.

) du 2hF+ -Zi vPi nh3n& nhn viê# n(i h8n& #* #hJ #6 +i7n.

) HD(n +hiê n += #h># nhn " n*i #h6n& v( !"# !$%n& 'an h(n& n*i iên&

#E0 #8n& +.

) TFD h]nh


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T]m hi,6 nh6 #6 n&$4i +iê6 Mn& +h +$4n& -, #6n& #;2 +hêm nh3n&

m9 + h(n& mPi.

.b.b. c# +iê6 inh MD0nh #E0 #8n& + +Dn& +h4i &i0n -7n:

C8n& + da# -nh m# +iê6 nhiê m v +Dn& nh3n& n9m -7n +? n9m b’1 -7n

b’1š +=n& MD0nh +h6 s M6 +] m># =n -nh v( 2ha+ +i,n.

.b.b.1. l" -Dan MD0nh +h6 #E0 #8n& +:

H(m d6 h$Pn& +hD +h4i &i0n:

€+ ¯ 0D 01+

TDn& -*: €+: lD0nh +h6 +h"# +7 n9m

+: +h4i &i0n 560 #a# n9m0D 01: #a# +h0m Z

T0 #* '# +h4i &i0n

Th0 v(D hê 2h$Sn& +]nh #h6n +0 -$%#:

0’ 101 ¯ b1.bžbb}

10’ 01 ¯ šž›.›b}}

Gi


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57/82


B8 2h n M" an bŸ.’b.Ÿžž.}Ÿ’ ’.›Ÿ›.1.žž’ b.›’.’bž.b›’Ban h(n& -Fi !j 1.š’š.}1b 1š.Ÿ.››1.}b} 1›.1.bbb.žŸ

Bên #Fnh -* 2h# inh MD0nh #E0 #8n& +:

) „ M"n& hD(n #hfnh m8 + hê +hZn& -Fi !j b +/nh +im n9n& !( Nh0

T0n& v( ( LF+.

) C8n& + s da# ! 2 !Fi #a# ha#h h(n& !Pn #* 6 +Jn +ên +?n& -0 '(n

va #* #hJnh a#h 'an h(n& -Zi vPi nh3n& ha#h h(n& #* h< n9n& +h0nh +Dan

nh0nh.

) nh h$Pn& &ia 'an h%2 !j #hD #a# -Fi !j +FD " &kn '* +]nh #n& nh3n& ê6 #6 hk+ h +?ha#h h(n&.

Ca# nh(


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|" +h0m &i0 n&( #(n& nhi6 #E0 #a# #8n& + v(D !/nh v"# inh MD0nh m9 +

h(n& v‹+ !iŠ6 d M"n& h^ #Di - !( m9 + h(n& #hE -FD +Dn& #hi7n !$%# inh

MD0nh #E0 h^. Zi +hE #Fnh +0nh +"# +i72 vPi #8n& + !(: Fi +Jn\

/ Thị trưng 23 tiêu:

Th +$4n& m# +iê6 m( #8n& + #h[ +^n& -7n !( B68n c0 Th6ˆ+ Nh0

T0n& v( ( LF+ - !( '0 + +$4n& #hJnh m( #8n& + -0n& h0i +ha#. Hiê n

n0 #8n& + -0n& #h[ +^n& h0i +ha# mFnh v(D h0i + +$4n& +im n9n& !(

Nh0 T0n& v( ( LF+ vPi " 2ha+ +i,n #E0 #a# h6 -8 +hi v( #a# h6 #8n&

n&hiê 2.

/ Kháh h"ng ngưi tiêu 5`ng:VPi 6 +Jn !6 n9m -Zi vPi ha#h h(n& !( #a# -Fi !j +6n& &i0n 2hn

2hn 2hZi +Dn& viê # #6n& #;2 h(n& h*0 nh0nh &^n v( 2 +h4i nên -W +FD

-i6 iê n #hD nhn viên 'an h(n& +Dn& viê # +i72 # n &i0D M#h vPi ha#h

h(n&. C8n& + -0n& +i72 +# n` !"# v(D viê # +h"# hiê n #a# #hJnh a#h h` +%

v( #h9m *# ha#h h(n&.

.b.}.b. c8i +$4n& 'ên +Dn&:Hiê n n0 +6 Z !$%n& nhn viên #E0 #8n& + +$Sn& -Zi nh$n& D vPi

ê6 #6 +h"# +7 +h] #Xn +hi76 h+ v !"# !$%n& inh MD0nh 'an h(n& #< v #h;+

!$%n& v( Z !$%n&. lD -* -, -a2 >n& +hD d6 h$Pn& 2ha+ +i,n #h6n& +h] viê #

nn& #0D +]nh -8 #hD -8 i n&@ nhn viên !( h7+ ># #n +hi7+ -, h^ #* +h,

hD(n +h(nh m# +iê6 inh MD0nh #E0 #8n& +.

|" h` +% 2 +h4i #E0 #8n& + v #a# -i6 iê

n +h6

+ v( +(i #hJnh s

- mFnh -$%# hDF+ -8 n& 'an h(n& v( &*2 2hn -8 n& viên +inh +hn #hD

nhn viên.

.b.. Ca# nhn +Z


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/ Thị trưng uYn a! Thu]t:Ehi#2 # +h] h^ +h$Sn& m60 vPi Z

!$%n& nhi6 v( #* hi !( -6 -9 n. 9 # 'iê + -Zi vPi ha#h h(n& n( +h$4n&

hi,6 'i7+ q v -9 # +Jnh #@n& nh$ &ia #< #E0 +?n& m9 + h(n& +ên +h +$4n&

nên hi m60 h^ +h$4n& #h[ j -7n #h;+ !$%n& &ia #


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h` +% 'n& v( +f

!Š 2hZi +ˆn m(


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$0 0 m8 + #hJnh a#h -anh &ia mPi M"0 +ên viê # d M"n& #a# +iê6

#h6n -anh &ia h8n& #hf +h8n& 560 viê # -D !$4n& #a# 7+ 56< hD(n +h(nh

+h"# +7 #a# 7+ 56< #8n& viê # -W +h"# hiê n -$%# +Dn& -* +h] #8n& viê # -anh

&ia h8n& #hf -$%# 567+ -nh MD #a# nh( 56 #hD viê # +Jnh !$Sn& n9n& 6;+ #hD

nhn viên 'an h(n&.

.. HN THIo N CxNG TAC _yzN TR{ LƯC LƠNG BAN HNG:

..1. HD(n +hiŠn += #h># nhn " n*i #h6n& v( !"# !$%n& 'an h(n& n*i iên&

#E0 C8n& +:TDn& inh MD0nh #Dn n&$4i !( 76 +Z 560n +^n& v( 567+ -nh nh;+.

Ca# nh( #h6ên &i0 #hD en& +Dn& inh MD0nh hiŠn -Fi !%i +h7 v 76 +Z #Dn

n&$4i‘ +Dn& #Fnh +0nh !( !%i +h7 !6 M(i nh;+. ViŠ# d M"n& mˆ+ -ˆi n&@

nhn viên 'an h(n& &iYi #h6ên m8n nh0nh nhŽn !inh hDF+ &i(6 ># an& +FD

v( !#h " !( v;n - -‰+ 0 h(n& -6 -Zi vPi #8n& + n*i iên& v( #a# #8n& +

inh MD0nh +Dn& #S #h7 +h +$4n& n*i #h6n&.C8n& + 2h# #an 'ˆ #n u Mn& -[n&

n&$4i -[n& viŠ# #hf &i3 !Fi nh3n& n&$4i #* n9n& !"# +h"# ". C8n& + #n

+9n& Z !$%n& nhn viên 'an h(n& !(m h%2 -Qn& 'en& #a#h #h6,n 'P+ nhn

viên 'an h8n& #Xn -E h< n9n& h8n& -a2 >n& -$%# ê6 #6 inh MD0nh

+Dn& #S #h7 mPi.

C8n& + #n #* 7 hDF#h 'Qi M$n& v( nn& #0D +]nh -ˆ n&hiŠ2 v #hD#an 'ˆ nhn viên -, h^ #* +h, hD(n +h(nh #8n& viŠ# +Z+ hSn. !( viŠ# !(m

560n +^n& v( #n +hi7+ +Dn& +h4i &i0n +Pi.

..b. TFD h]nh


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#E0 m]nh -, &i3 v3n& +FD +FD M"n& h]nh


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) Ca#h +h># += #h># &iam a+ !"# !$%n& 'an h(n&:

ThD nh$ #;6 +[# !"# !$%n& 'an h(n& n( +h] viê # += #h># hDF#h -nh

2h$Sn& an inh MD0nh -$%# 2h* &iam -Z# inh MD0nh - 0 v( +$n& #a# '8

2h n v( nhn viên 'an h(n& s #h6 +a#h nhiê m 7 hDF#h +iê6 +h h(n& h*0

-W -$%# +i,n h0i.

Ca# nhn viên 'an h(n& s 'aD #aD +"# +i72 v m^i hDF+ -8 n& 'an h(n&

v 2hDn& inh MD0nh v( -Qn& +h4i #@n& nh n #a# #hf +iê6 'an h(n& +? 2hXn&

inh MD0nh.+ Nhân )iên Pán h"ng t*i Qu,7 h"ng phng Pán h"ng:

!( nh3n& nhn viên -6 +]m i7m #a# +h +$4n& mPi M6 +] mZi 560n

hê vPi #a# -Fi !j +6n& &i0n -W #* 560n hê '68n 'an vPi #8n& + +? !6.

Viê # += #h># 'an h(n& #E0 #8n& + -$%# += #h># +hD h6 v"# -0 !j

ha#h h(n&. ThD -* +h] viê # += #h># -$0 0 7 hDF#h 'an h(n& +Fi h6 v"# +?

'0n !Wnh -FD #8n& + 06 -* #h6,n d6Zn& #hD #a# '8 2h n +h"# hiê n. VPi

SVTH: Trư&ng Ng- Tun Tr!ng / = /


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viê # 2hn #hi0 nh$ v 06 hi +h6 +h 2 nh3n& +h8n& +in n&hiên #>6 +h

+$4n& +? #a# '8 2h n nhn viên 'an h(n& -$%# #h6,n #hD 2hXn& inh

MD0nh #E0 #8n& + v( +? - s 2hn +J#h v( -$0 0 7 hDF#h -nh h$Pn& m9 +

h(n& #hf +iê6 &i0D #hD #a# nhn viên +?n& h6 v"# v( #hD +?n& !DFi ha#

nh06.

SVTH: Trư&ng Ng- Tun Tr!ng / =; /


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SƠ ĐÔ T+ CH,C QU"N TR# LC LƯ$NG %AN H!NG

T6n -F+ 7 hDF#h mê nh !ê nh +? #;2 +ên

Th8n& +in 2h


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® Khi -$0 0 7 hDF#h 'an h(n& #* " +h0m &i0 -*n& &*2 j i7n #E0 #a#

'8 2hn inh MD0nh +h] #* +h, +anh -$%# viê # &i0D #hf +iê6 7 hDF#h +?

2hXn& inh MD0nh m( h8n& #h[ j -7n !"# !$%n& 'an h(n& h9 n9n& -a2 >n&

#8n& viê # #E0 nhn viên #@n& nh$ nh3n& +h0 -`i +? +h +$4n& +iê6 +h +Fi

+?n& h6 v"# +h +$4n& ha# nh06.

® phFm vi hDF+ -8 n& #E0 #a# nhn viên -$%# +h6 hŽ2 +Dn& m8 + vn& +h

+$4n& s !(m #hD nhn viên Mg M(n& hSn +Dn& viê # i,m 566 +h +$4n&.

® TFD -i6 iê n Mg M(n& +Dn& viê # da# -nh m# +iê6 inh MD0nh v(

+Dn& #8n& +a# 56


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) Nh6 #6 nhn viên 'an h(n& n9m b’1 D vPi n9m b’’ž: +9n& š nhn viên

) Nh6 #6 nhn viên 'an h(n& n9m b’1š D vPi n9m b’’ž: +9n& ž nhn viên

) Nh6 #6 nhn viên 'an h(n& n9m b’1› D vPi n9m b’’ž: +9n& Ÿ nhn viên

...b.b. phn 'Z nhn viên n9m b’’Ÿ:

phXn& inh MD0nh M" an 1’B0n h(n& -Fi !j h6 v"# ›B0n h(n& +Fi 56 h(n& ž

Th8n& 560 viê # += #h># 2hn '= !"# !$%n& 'an h(n& nh$ +ên #* +h,

&i[2 hDF+ -8 n& 'an h(n& v?0 56# v d M"n& v‹+ !iŠ6 +Dn& n&h(nh d M"n&

) N9n& -8 n& nhiê + +]nh #* +a#h nhiê m #h;2 nh n +hu +ha#h +J#h #"##h6 h* h^# hYi.

) C* h9 n9n& &i0D +i72 +6n -F+ +h8n& +in +Z+.

) C* ># hY #* -8 +6=i 2h h%2.

...b.}. Ti7n +]nh +6,n Mn&:

) |S +6,n: Ki,m +0 hQ S +]m hi,6 +$P# nh3n& +h8n& +in v >n& viên

#h^n nh3n& >n& viên 2h h%2 -, #* 7 hDF#h +6,n Mn&.) Ki,m +0 !n 1: Ki,m +0 +]nh -8 h^# v;n h9 n9n& du !j +]nh h6Zn&

+m !j h< n9n& &i0D +i72 #a# '8 2h n s 2hYn& v;n +"# +i72 >n& viên.

) Ki,m +0 !n b: Ki,m +0 'en& nhi6 h]nh +h># v h< n9n& hi,6 'i7+ v

inh MD0nh n&h(nh v‹+ !iŠ6 d M"n& v( iên +h># d M"n&.

) _67+ -nh #h^n >n& viên: C8n& + #n ! 2 0 nh3n& >n& viên -F+ ê6

#6 560 #a# vXn& +? #0D d6Zn& +h;2 -, Mg M(n& +Dn& 56a +]nh +6,n Mn&

SVTH: Trư&ng Ng- Tun Tr!ng / => /


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>n& viên. Ca# >n& viên -$%# +6,n Mn& s -$%# 'Z +J #8n& viê # v( +h4i &i0n

+hu viê # +? -7n š +han&.

..}. C8n& +a# -(D +FD v( -anh &ia h9 n9n& !"# !$%n& 'an h(n&

..}.1. C8n& +a# -(D +FD:

..}.1.1. „a# -nh nh6 #6 -(D +FD:

Nh3n& n9m 560 #8n& +a# -(D +FD #hE 76 !( +" h^# n&6Qn !"# !$%n& 'an

h(n& #h$0 #* " -6 +$ -[n& m># +Dn& viê # -$%# -(D +FD -, nn& #0D

n&hiê 2 v - !( m8 + +Dn& nh3n& hFn #h7 -Zi vPi #8n& +. , #* m8 + -8 i

n&@ #* h< n9n& +hJ#h >n& vPi ê6 #6 #* h9 n9n& 2hn +J#h +=n& h%2\

#8n& + #n 2h


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) c># -8 hD(n +h(nh #8n& viê #: Zi vPi nhn viên 'an h(n& viê # hD(n

+h(nh 7 hDF#h #* +Jnh #h;+ 560n +^n& v] - !( n&6Qn MD0nh +h6 #hJnh #E0

#8n& + MD -* hD(n +h(nh 7 hDF#h !( m8 + +iê6 #hJ 560n +^n& -, -anh &ia.

) C8n& viê # -


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B# 2h #;2 -Zi vPi #an '8 nhn viênL#': c># !$Sn& +Zi +hi,6 MD #8n& + - 0.

...1.b. L$Sn& n9n& 6;+:

Nhn viên 'an h(n& s nh n -$%# +hêm m8 + hDn&.

T“ !ê ¨ +in +h$n& +hD MD0nh Z) Ban h(n& +Fi 56 h(n&

T? 1 +“ -7n 1 +“ ’}

SVTH: Trư&ng Ng- Tun Tr!ng / >A /


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T? 1 +“ -7n b

T? b +“ + !ên

’š

’ž) Ban h(n& #hD -Fi !j

T? ’ž -7n 1 +“

T? 1 +“ -7n 1 +“

T? 1 +“ + !ên

’}

’š

’ž) Ban h(n& M" an

T? 1b -7n 1› +“

T? 1› +“ -7n bb +“

T? bb +“ + !ên

’}

’š

’ž

...1.. Ca# hD# +h9m hYi

-8 n& viên #a# n&( !, +Dn& n9m nh$: ž) b)Ÿ\C* #hJnh a#h h` +% #hD

#an '8 #8n& nhn viên hi h^ +h"# " #* nh6 #6.

SVTH: Trư&ng Ng- Tun Tr!ng / >0 /


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)_C L_C

CH£NG I: C£ | L§ Ly… N.......................................................................11.1. LƯC LƠNG BAN HNG V VI TRO CU LƯC LƠNG BANHNG:...........................................................................................................1

1.1.1. Khai niê m v !"# !$%n& 'an h(n&:...................................................11.1.b. c# +iê6 #E0 #8n& +a# 56


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1.. CxNG TAC Ty€–N l—NG V LƯ CH˜N NH…N VIoN BANHNG:.........................................................................................................1}

1..1. Nh6 #6 +6,n Mn&:.......................................................................1}1..b. N&6Qn +6,n Mn&:.........................................................................1}

1... Tiê6 #h6n +6,n Mn&:..................................................................1}1..}. _6a +]nh !"0 #h^n:.........................................................................11..}.1. phYn& v;n #a nhn !n -6:......................................................1š1..}.b. phYn& v;n +i72 +hD:.................................................................1›1..}.. Nh3n& -anh &ia #hJnh +h>#:.....................................................1›1..}.}. _67+ -nh !"0 #h^n:................................................................1›

1.š. CxNG TAC Tw HyƒN Ly€o N NH…N VIoN BAN HNG:.....................................................................................................................1›

1.š.1. Nh6 #6 -(D +FD.............................................................................1›1.š.b. c# +iê6 -(D +FD:............................................................................1›1.š.. Ti7n +]nh -(D +FD:...........................................................................1ž

1.š..1. „a# -nh nh6 #6 -(D +FD:........................................................1ž1.š..b. „a# -nh m# +iê6 -(D +FD:......................................................1ž1.š... L"0 #h^n 2h$Sn& 2ha2 +hJ#h h%2:...........................................1ž1.š..}. Th"# hiê n #h$Sn& +]nh -(D +FD:..............................................1ž1.š... anh &ia #h$Sn& +]nh -(D +FD:................................................1ž

1.›. CHœNH |ACH TH L ‚I V†I NH…N VIoN BAN HNG:.....1Ÿ1.›.1. Tm 560n +^n& #E0 #hJnh a#h +h !FD:.........................................1Ÿ1.›.b. CS +hi7+ ! 2 #hJnh a#h +h !0D:.................................................1Ÿ

1.›.. „ M"n& #hJnh a#h +in !$Sn&:....................................................1Ÿ1.ž. CHœNH |ACH x NG VIoN ‚I V†I NH…N VIoN BAN HNG:.b1

1.ž.1. Tm 560n +^n& #E0 " -8 n& viên -Zi vPi nhn viên 'an h(n&:.....b11.ž.b. c8 h]nh #S '


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b.1.b.1. Ch># n9n&:...............................................................................b}b.1.b.b. Nhiê m v:.................................................................................b}b.1.b.. _6n hFn #E0 #8n& +:............................................................b

b.b. ™ C I–c T¥ CH¦C Bx cA€ _yzN L§ CU CxNG T€:........b

b.b.1. CS #;6 += #h># '8 ma 56# 56# n9n& #E0 +?n& '8 2h n:.........................................................bš

b.b..1. Giam -Z#:.................................................................................b›b.b..b. ph* &iam -Z# inh MD0nh ~ +(i #hJnh:......................................b›b.b... ph* &iam -Z# -i6 h(nh:..........................................................b›b.b..}. T$n& 2hXn& inh MD0nh ~ M" an:..........................................b›b.b... T$n& 2hXn& 'an h(n&..........................................................bžb.b..š. T$n& 2hXn& +h6 + #:...............................................bŸ

b.. T¡NH H¡NH HwT x NG KINH lNH CU CxNG T€:..........’b..1. T]nh h]nh nhn ":..........................................................................’b..b. CS v + #h;+ +0n& +hi7+ ' #E0 #8n& +:.......................................b... T]nh h]nh +(i #hJnh:........................................................................}

b...1. phn +J#h 7+ 56< hDF+ -8 n& inh MD0nh #E0 #8n& +:..............žb...b. T]nh h]nh hDF+ -8 n& inh MD0nh #E0 #8n& +:..........................}’

b..}. Hiê 6 56< hDF+ -8 n& inh MD0nh #E0 #8n& +:.................................}1b.}. THƯC TRwNG CxNG TAC _yzN TR{ LƯC LƠNG BAN HNGTwI CxNG T€ TRyNG H ™K L™K:...................................................}1

b.}.1. Chi7n !$%# #8n& +:........................................................................}1b.}.b. c8i +$4n& 'ên n&D(i:....................................................................}b

b.}.b.1. Th +$4n& #8n& +:..................................................................}bb.}.b.b. phn +J#h m8i +$4n& inh MD0nh:...........................................}b

b.. V{ TRœ C£ Cƒy c™ T HNG KINH lNH V²T LI³y „…€lƯNG TwI CxNG T€:...............................................................................}

b..1. V +J #E0 m9 + h(n& +hi7+ ' +in h^# +Dn& hDF+ -8 n& inh MD0nh:...}b..b. CS #;6 m9 + h(n& +hi7+ ' +in h^#:....................................................}}

b.š. CHœNH |ACH H¥ TRƠ BAN HNG TwI CxNG T€:.....................}}b.š.1. 6 +$ #S v + #h;+ #hD hDF+ -8 n& 'an h(n&:..............................}}b.š.b. ChJnh a#h c0+in& h` +% #hD hDF+ -8 n& 'an h(n&:..................}

b.š.b.1. ChJnh a#h


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b.›.b. phn !DFi nhn viên 'an h(n& +Fi #8n& +:......................................}›b.›.. Nh3n& +h6 n !%i v( h* h9n -Zi vPi nhn viên 'an h(n&:............}žb.›.}. K7+ 56< +iê6 +h +hD +?n& !DFi nhn viên:.....................................}žb.›.. CS #;6 += #h># !"# !$%n& 'an h(n& +Fi #8n& +:.............................’

CH£NG III: HN THIo N CxNG TAC _yzN TR{ LƯC LƠNG BANHNG TwI CxNG T€ TNHH ¢y T „…€ lƯNG V TH£NG cwITRyNG H ™K L™K.................................................................................b

.1. |Ư C¢N THIT CU CxNG TAC _yzN TR{ LƯC LƠNG BANHNG..........................................................................................................b

.1.1. |" #n +hi7+ #E0 #8n& +a# 56# nhn " n*i #h6n& v( !"# !$%n& 'an h(n& n*iiên& #E0 C8n& +:....................................................................................šb..b. TFD h]nh


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...b. C8n& +a# +6,n Mn&:...............................................................š›..}. C8n& +a# -(D +FD v( -anh &ia h9 n9n& !"# !$%n& 'an h(n&..........šŸ

..}.1. C8n& +a# -(D +FD:.....................................................................šŸ..}.b. anh &ia h9 n9n& !"# !$%n& 'an h(n&:..................................šŸ

... ChJnh a#h +h !0D v( #hJnh a#h -8 n& viên -Zi vPi !"# !$%n& '0nh(n&:.........................................................................................................›1...1. ChJnh a#h +h !0D:...................................................................›1...1.1. L$Sn& #S '


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L`I N;I Đ'U

TDn& nh3n& n9m &n - vPi " 2ha+ +i,n #E0 hD0 h^# +h6‹+ +ên

+h7 &iPi -‰# 'iŠ+ !( !/nh v"# d M"n& hiŠn +Fi ViŠ+ N0m -W +h6 -$%# nhi6

7+ 5E0 #0D &*2 2hn nn& #0D -4i Zn& v( 2ha+ +i,n inh +7 dW hˆi &*2 2hn

v(D " n&hiŠ2 2ha+ +i,n #8n& n&hiŠ2 hDa hiŠn -Fi hDa -;+ n$P#.

C8n& + TNHH 6 +$ d M"n& v( +h$Sn& mFi !( -Sn v #h6ên inh

MD0nh #a# > /


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Nˆi M6n& #E0 - +(i &Qm 2hn:

Ch$Sn& 1: CS !j !6‹n

Ch$Sn& b: T]nh h]nh hDF+ -ˆn& inh MD0nh v( +h"# +Fn& #8n& +a# 56? /


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NHXN (aT C ĐƠN # THC TX6

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NHXN (aT C GI"NG IPN HƯNG DbN.....................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................................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SVTH: Trư&ng Ng- Tun Tr!ng / >@ /


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K


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nh$n& MD &iPi hFn v +h4i &i0n n&hiên #>6 v( n9n& !"# +h"# +7 #E0 inh viên

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-$%# hD(n +hiŠn hSn. T8i din #hn +h(nh #


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1. _6

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Luan Van - QT Luc Luong Ban Hang