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Chuyn thc tp cui kho
GVHD:Hong Hng Giang
MC LC
Thanh Hng
Lp: QTKD Thng Mi - K40A
Chuyn thc tp cui khoa
GVHD:Hong Hng Giang
LI M U
Mi xut hin Vit Nam nhng ngh mi gii bt ng sn pht

trin t lu v rt mnh m nhiu nc. y cng l ngh c v tr rt quan
trng trong cuc sng x hi khi nhu cu s dng nh t ngy cng cao.
Hin nay quy nh v cp chng ch hnh ngh cho cc nh mi gii bt ng
sn ra i chnh thc c hiu lc, hot ng mi gii khng chuyn nghip
s b o thi bi s cnh tranh ca th trng. V vy mi gii bt ng sn
ang ng trc nhiu c hi pht trin v c nh gi l c vai tr rt ln
trong vic gp phn lm lnh mnh v thc y s pht trin bn vng ca th
trng bt ng sn.
Nm bt c xu th pht trin ca th trng bt ng sn v yu cu
ca nhng iu kin khch quan, Cng ty C phn u t Sao t Vit
hng hot ng ca cng ty chuyn su vo lnh vc u t v kinh doanh
bt ng sn. Qua thi gian thc tp ti cng ty c phn u t Sao t Vit,
em nhn thy mi gii bt ng sn l mt trong nhng lnh vc hot ng
chnh ca cng ty. Cng ty C phn u t Sao t Vit tr thnh mt
trong nhng cng ty c uy tn hin nay trong lnh vc kinh doanh bt ng
sn ni chung v dch v mi gii bt ng sn ni ring. C th ni trong
iu kin th trng bt ng sn Vit Nam cn mi m v giu tim nng,
cng ty C phn u t Sao t Vit s c nhiu c hi pht trin hot
ng mi gii bt ng sn. Sau khi tm hiu thc t hot ng ca cng ty v
nhng thng tin thu thp c, em quyt nh la chn ti sau lm chuyn
thc tp tt nghip: "Thc trng pht trin hot ng mi gii bt ng
sn ti Cng ty c phn u t Sao t Vit".
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GVHD:Hong Hng Giang
2. Mc tiu nghin cu ca ti
- H thng ha c s khoa hc ca hot ng mi gii bt ng sn.
- Tm hiu, phn tch v nh gi thc trng hot ng mi gii bt ng
sn ca Cng ty C phn u t Sao t Vit
- xut nhng gii php v kin ngh nhm khc phc nhng tn ti
trong hot ng mi gii ca cng ty.
3. Phm vi v i tng nghin cu ca ti
- i tng nghin cu: Hot ng mi gii ti cng ty c phn u t
Sao t Vit
- Phm vi khng gian: Cng ty C phn u t Sao t Vit
4. Phng php nghin cu
Tng hp cc phng php: thng k, phn tch v nh gi s liu
5. Kt cu ca ti: Gm 3 chng
Chng 1: C s khoa hc ca hot ng mi gii bt ng sn
Chng 2: Thc trng hot ng mi gii ca Cng ty C phn u
t Sao t Vit
Chng 3: Phng hng, gii php nng cao, pht trin hot
ng mi gii bt ng sn ti Cng ty C phn u t Sao t Vit.
Thanh Hng
GVHD:Hong Hng Giang
CHNG 1
C S KHOA HC CA HOT NG
MI GII BT NG SN
1.1. Khi nim v vai tr ca mi gii bt ng sn
1.1.1. Mt s khi nim lin quan
1.1.1.1. Mi gii:
- Theo t in Ting Vit: mi gii l ngi lm trung gian cho hai
bn tip xc, giao thip vi nhau.
- Theo t in Bch khoa ting Vit: mi gii l mt ch th( mt c
nhn, mt nhm, mt t chc, mt hng) lm trung gian cho hai hoc nhiu
ch th khc to c quan h trong giao tip, kinh doanh.
1.1.1.2. Bt ng sn
iu 181 B lut Dn s qui nh: bt ng sn l ti sn khng th di
di bao gm:
- t ai.
- Nh , cng trnh xy dng gn lin vi t ai v ti sn gn lin vi
cng trnh.
- Cc ti sn khc gn lin vi t ai.

- Cc ti sn khc theo qui nh ca php lut.
1.1.1.3. Mi gii bt ng sn: l thc hin cng vic cho nhng ngi
khc m i tng l nhng quyn hn khc nhau lin quan n bt ng sn.
Kt qu ca nhng hot ng ny l vic thc hin nhng yu cu ca khch
hng nh hp ng bn, trao i, cho thu v thu vi s gip ca nh mi
gii. Nhng hot ng ny dn n s thay i kha cnh php l v thc t
ca bt ng sn. Nh mi gii thc hin cc cng vic nhn c th lao
cho nhng thay i trn thng qua cc thng v m i tng ca n l cc
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GVHD:Hong Hng Giang
quyn i vi bt ng sn.
1.1.2. Vai tr ca mi gii bt ng sn
Phn ln nhng ngi mi gii bt ng sn cng nh khch hng ca
h rng khng c g kh khn xc nh cng vic ca nh mi gii l g.
Ngi ta hiu n gin ngh mi gii nh l cng vic dn dt cc bn n
vic k kt thng v, m mt bn l ch s hu, hay ngi c mt s quyn s
dng no i vi bt ng sn, mun bn, cho thu n v bn th hai mun
mua, thu hay s dng n. Khi nim ny c hiu mt cch thng thng,
khng r rng trong phm vi hp ca vn so vi bn cht y ca vic mi
gii hin nay. D nhin yu t quan trng nht ca vic mi gii l s dn dt
ngi bn/ cho thu vi ngi mua/ thu n vic k kt thng v.
Tuy vy bn cnh vn ny, trong cng vic ca nh mi gii cn xut
hin cc yu t khc nh kh nng tm ra hng gii quyt tt nht cho tng
khch hng. Nh mi gii cn trng dn dt khch hng ca mnh qua tt c
cc bc c th xy ra trong nhng giai on khc nhau ca thng v. V
vy vic mi gii hiu theo ngha hp chnh l vic kt ni trong thng v v
theo ngha rng nh l dch v vi dy nhng hot ng ph thm xung
quanh thng v.
Nh mi gii hot ng theo yu cu ca mt bn khch hng v thc
hin nhng dch v nht nh cho khch hng ca h. Nh mi gii cn tm ra
bn th hai ca thng v, ngi m chp nhn nhng iu kin a ra bi
khch hng ca mnh hoc m phn vi h v nhng iu kin . Bn cht
ca vic mi gii v vy n gin l hnh ng my mc. Vai tr ca vic
mi gii y l tm ra bn th hai ca thng v cho khch hng ca mnh,
tm ra ngi ph hp vi hng ha v nhng iu kin t ra. y cng l
hnh vi mang tnh thng mi cao, thng i hi nhiu thi gian, s kin
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GVHD:Hong Hng Giang
nhn v kh nng gii thiu, thuyt phc v hng ha.

Vai tr ca vic mi gii l mt khi nim rng, m bn cnh vn bn
cht ca mi gii n cho ta bit nh mi gii cn hnh ng nh th no,
nhng hot ng g cn thc hin hon thnh nhim v ca mnh mt cch
tt nht, chuyn nghip nht. V vy vai tr ca vic mi gii khng ch l
dn dt n vic k kt thng v, m cn l vn bng cch no m
bo tt nht nhng quyn li ca khch hng. Vai tr ca vic mi gii s
c th hin thng qua s chuyn nghip ca nhng ngi thc hin cng
vic ny.
Th trng bt ng sn ng mt vai tr rt quan trng trong nn kinh
t quc dn. N chu nh hng ca tc tng trng kinh t nhng mt
khc cng trc tip nh hng n nn kinh t. Nhng nh hng ca th
trng bt ng sn n nn kinh t quc dn c th hin qua cc mt:
1. V tr ca mi gii bt ng sn trong nn kinh t quc dn.
2. V tr trong d tr quc dn. D tr c nh ngha nh l tng gi
tr t ai v nh ca. Th trng bt ng sn cung cp nhng mt bng
cn thit cho vic thc hin cc hot ng kinh t. Gi thu cc mt bng ny
cng nh chi ph lin quan n n nh hng trc tip n chi ph hot ng
ca doanh nghip cng nh hiu qu ti chnh ca cc hot ng nay.
3. S tham gia ng o ca cc lc lng lao ng.
4. V tr trong vic thu thu. Thng l thu nh vo vic lm mi cc
bt ng sn, thu bn bt ng sn, thu gi tr gia tng ca bt ng sn
5. Kh nng hm nng th trng vn u t vo bt ng sn thng qua
vic th chp. Kh nng huy ng vn ny c ngha quan trng, h tr c
lc cho s tng trng kinh t.
Trong mt nn kinh t th trng n nh, nu at c nhng chc nng
trn ca mnh, khu vc BS s gp phn vo s n nh kinh t. Xut pht t
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GVHD:Hong Hng Giang
nhng nh hng n nn kinh t trn, chng ta nhn thy khu vc BS c

nm chc nng c bn gp phn to ra nhng yu t cho s pht trin. Th
nht, BS trong c c nhng cng trnh h tng c s, l yu t sn xut,
to nn c s v vn cho vic to ra sn phm v dch v.
Th hai, BS cung cp khng gian cho s tn ti, ngh ngi v cc hot
ng x hi ca kinh t gia nh ngoi thi gian lm vic.
Th ba, BS l i tng u t trong thi gian di, l ni dng vn.
N l ni gom vn v c th chuyn s gom vn t ngi ny sang ngi
khc khi c bn.
Th t, BS c gi tr vn trn th trng. iu ny cho php thc hin
vic chuyn BS thnh tin thng qua vic bn hay vay vn tn dng bng
th chp.
Th nm, bn thn s vn hnh ca khu vc BS s mang n nhng
hiu qu ln theo cp s nhn trong vng quay kinh t, nh s lin h mt
thit v a dng, to ra cu v hng ha v dch v c sn xut ra bi nn
kinh t trong nc.
T tnh hnh thc tin mi hin nay ca nn kinh t cng nh qu trnh
chuyn i c cu kinh t to ra nhng s khuyn khch th trng trong
vic ti sp t cc ngun ti sn t chc nng nng nghip, cng nghip
nng sang nn cng nghip nh v dch v. Tnh hp l ca th trng to
ra p lc lm thay i cc phng thc hot ng kinh t trc y. V d c
th l s dich chuyn cc x nghip cng nghip t trung tm thnh ph ra ven
, s hnh thnh cc khu cng nghip tp trung trong nhng nm gn y ti
cc tnh ln cn thnh ph, vic thc hin u gi quyn s dng t ti cc
a phng trong c ncV vy tn ti mt nhu cu cp thit trong vic
ti sp t li ngun BS v cn thc hin trn mt phm vi ln trn c nc.
Trn bnh din v m, nu nh vic ti sp t lc lng lao ng hay
Thanh Hng
GVHD:Hong Hng Giang
vn ti chnh vo nhng lnh vc hiu qu hn mt cch tng i n gin

hn bao nhiu, th vic lun chuyn ngun vn BS, thay i chc nng, v
tr, quyn s hu hay quyn s dng chng mt cch chun mc s kh khn
hn nhiu by nhiu. Hn na vic to ra ngun cung BS mi( dng ti sn
thu ht nhiu vn) l qu tn km trong tnh hnh vn v t ai ch c hn.
V vy i ph vi tnh hnh ny, nht thit phi to ra sc p ln
hn trong vic s dng hp l nht c th nhng ngun BS ang c, thng
qua bin php ti sp t mt cch khoa hc. Vic ny ng ngha vi vic
iu chnh vng quay BS trn th trng mt cch hiu qu hn. Khng ai
ht, trch nhim nng n trong vic h tr cho qu trnh chuyn i ny din
ra sun s chnh l ca cc nh mi gii BS. H chnh l du nht gip
cho b my nng n l th trng BS vn hnh mt cch tri chy, hiu qu.
Vic pht trin th trng BS mt cch hiu qu v chun mc, trong
c dch v mi gii chuyn nghip l con ng duy nht chnh sa
mt cch hiu qu s mo m trong vic sp t v tr BS ca h thng kinh
t trc y. Ngoi ra y cng l bin php tng bc lm hp l vic
qun l v s dng ngun ti sn BS v khng gian, dn tp trung vo
khu vc trung tm. Th trng BS hot ng mt cch chun mc cn to
iu kin cho nhng ngi, m vic s dng ca h l hiu qu nht. Lm sao
to iu kin cho h c c mt khng gian hp l ti a im thch hp
thng qua con ng mua bn, hp tc kinh doanh hay cho thu BS trn th
trng. Cho php h tip nhn quyn nh ot, s dng BS t nhng ngi
s dng km hiu qu hn. Vic nhn rng nhng thng v hiu qu ny
thng qua s ti sp t s c nh hng quan trng n s pht trin kinh t
ca t nc. Nhng kt qu trn s c c nu c ch th trng hot ng
ng hng, da vo nhu cu v BS ca nhng ngi, t chc m vic s
dng BS ca h c hiu qu cao, thng qua s vn hnh t do v minh bch
Thanh Hng
GVHD:Hong Hng Giang
ca th trng BDDS. Mt iu tin quyt l th trng ny cn c cho

li mt cch chuyn nghip bi cc nh chuyn mn trong lnh vc nh gi,
qun tr, mi gii, ti chnh v t vn BS.
Nh nhc phn trn, BS chim mt v tr quan trng trong nn
kinh t Vit Nam. Tuy vy v tr ca chng trong tng sn phm quc
dn(GDP) vn cn thp. C th ni rng, khu vc BS cha ng vai tr cn
thit theo ng nhim v ca chng trong nn kinh t, nhng chng c tim
nng ln bn cnh gi thit rng, nn kinh t Vit Nam vn pht trin v s
cn tip tc thc hin nhng s thay i c cu.
Trong hon cnh thc tin hin nay ti Vit Nam, pht trin ngh mi
gii BS s gp phn to ln trong vic lm n nh th trng. ngh mi
gii BS c th pht trin cn to ra mt mi trng php l, x hi lnh
mnh, cnh tranh vi nhng dch v c cht lng cao.
1.2. Nhng nguyn tc c bn v cc iu kin cn thit trong hot
ng mi gii.
1.2.1. Cc nguyn tc trong mi gii bt ng sn
a. T chc, c nhn iu kin qui nh ti khon 2 v khon 3 iu 8
ca Lut kinh doanh Bt ng sn c kinh doanh dch v mi gii BS,
lm trung gian trong vic m phn, k hp ng kinh doanh BS v c
hng th lao, hoa hng theo hp ng mi gii BS.
- Khon 2: T chc, c nhn khi kinh doanh dch v BS phi thnh lp
doanh nghip hoc hp tc x, ng k kinh doanh dch v BS theo qui nh
ca php lut.
- Khon 3: C nhn kinh doanh dch v mi gii BS c lp phi nng k
kinh doanh theo qui nh ca php lut v c chng ch mi gii BS.
- T chc, c nhn mi gii lm trung gian trong vic m phn, k hp
ng kinh doanh BS v c hng th lao, hoa hng theo hp ng mi
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GVHD:Hong Hng Giang
gii BS.
- Th lao mi gii:
+ T chc, c nhn mi gii BS c hng mt khon tin th lao
mi gii t khch hng khng ph thuc vo kt qu giao dch mua bn,
chuyn nhng, thu, thu mua BS gia khch hng v ngi th ba.
+ Mc th lao mi gii BS do cc bn tha thun trong hp ng
khng ph thuc vo gi ca giao dch c mi gii.
- Hoa hng mi gii BS:
+ T chc, c nhn mi gii BS c hng mt khon tin hoa hng
mi gii theo hp ng mi gii khi bn c mi gii k hp ng mua bn,
chuyn nhng, thu, thu mua BS.
+ Mc hoa hng mi gii BS do cc bn tha thun theo t l phn
trm ca:
Gi tr hp ng mua bn, chuyn nhng, thu, thu mua BS hoc
Gi tr chnh lch gia gi bn BS v gi ca ngi c mi gii
a ra hoc mt s tin c th do cc bn tha thun trong hp ng mi
gii BS.
b. Hot ng mi gii BS phi cng khai, trung thc v tun th
php lut.
c. T chc, c nhn mi gii BS khng c ng thi va l nh mi
gii va l mt bn thc hin hp ng trong mt giao dch kinh doanh BS.
1.2.2. iu kin kinh doanh dch v mi gii v yu cu chuyn mn
ca nh mi gii BS
1.2.2.1. iu kin kinh doanh: Cc c nhn, t chc ng k kinh doanh
dch v mi gii BS cn hi nhng iu kin sau:
- Thnh lp doanh nghip, hp tc x ng k kinh doanh dch v BS
theo qui nh ca php lut.
Thanh Hng
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GVHD:Hong Hng Giang
- Phi c t nht mt ngi c chng ch mi gii BS.

- C nhn kinh doanh dch v mi gii BS c lp phi ng k kinh
doanh theo qui nh ca php lut v c chng ch mi gii BS.
1.2.2.1. Yu cu chuyn mn:
- Kin thc:
+ Kinh t: mua bn- u t
+ Lut: cc quyn v ti sn v BS.
+ K thut: xy dng, kin trc, vt liu.
+ X hi: giao tip, kin thc h tr.
+ Kin thc ring v ngh mi gii, am hiu v nm r ni dung, yu
cu, trnh t thc hin cc cng vic lin quan n giao dch BS.
- K nng:
+ Thc hin cc tc nghip thch hp trong thng v.
+ Thc hin cc tc nghip gii quyt cc quan h: cng chng, np
thu, thanh ton, kim tra giy t
+ m phn, gii quyt cc mu thun.
1.3. Qui trnh v k nng mi gii BS
1.3.1. Thu thp thng tin v cung v cu BS
1.3.1.1. Ngun cung BS
Th trng BS l ni cung cp hng ha BS. C nhng dng cung c
bn l bn, cho thu, cho thu li. Cung BS ti mt thi im ph thuc vo
lng BS rao bn, cho thu ti thi im cng vi s lng BS m ch
s dng hy hp ng thu. Hng ha BS bao gm nhng ngun cung sau:
- Nh nc
- Cc c nhn, t chc s hu BS.
- Cng ty u t, kinh doanh, pht trin BS.
- Ngn hng.
Thanh Hng
11
GVHD:Hong Hng Giang
- BS nc ngoi.
BS hay cc quyn v BS chnh l i tng chnh ca thng v. V
vy vic tm kim BS hay ni cch khc l tm kim khch hng c BS
cn bn, cho thu l mt trong nhng hot ng u tin ca thng v.
Trch nhim ca nh mi gii l phi thu thp thng tin lin quan n BS
trong vng v trn c nc c th hnh thnh c kin thc tng quan v
s pht trin th trng BS. C nhiu ngun thng tin tim nng v BS c
th khai thc. l:
Sch bo ph thng, Internet: y l ngun thng tin di do, cp nht
nht v nhu cu bn, cho thu BS, c bit l t Internet. Bo Mua v
bn, Tp ch Bt ng sn, Th trng bt ng sn, Th trng chng
khon, rt nhiu thng tin c th tm thy trong nhng tp ch y mu sc
trn. Nhng vn lin quan n BS lun nng v c cc tp ch sn
n. Ngoi nhng thng tin c sn, nh mi gii cng c th s dng bo ch,
internet ng tin tm cc loi BS.
Vn phng mi gii: Ngun thng tin phong ph th hai chnh l t
cc ng nghip ca nh mi gii. Mi vn phng mi gii c vng hot
ng, mi quan h ring nn vic s dng cc thng tin t h s rt thun li
cho nh mi gii. y cng cn nhn mnh tm quan trng ca vic xy
dng cc mi quan h tt p cng nh c ch lm vic hp l gia cc vn
phng mi gii vi nhau, gia vn phng mi gii vi c quan Nh nc v
cc t chc khc.
C quan Nh nc, cng ty kinh doanh: Cc c quan Nh nc c
chc nng qun l nh B Xy dng, B K hoach v u t, B Thng
mai,..l nhng ni c nhiu thng tin v cc d n, cng trnh BS. Cc cng
ty xy dng, kinh doanh cng l ni c ngun cung BS ln.
Thanh Hng
12
GVHD:Hong Hng Giang
C quan u gi.
i thc t: y l ngun thng tin quan trng thng qua vic i tm
hiu thc t pht hin nhng khu nh, t b trng hay nhng d n BS
mi. Cng c th trc tip gi qung co, nhu cu tm BS ti cc khu vc,
ta nh, khu ph m nh mi gii cn tm.
1.3.1.2. Thng tin v cu BS: Phn loi i tng cu BS
- Ngi mua BS: tiu dng, u t, bo ton vn.
- Ngi thu BS: lm vn phng, cng s, chi nhnh, phng giao dch,
i l; thu kinh doanh dch v, thng mi; thu sn xut kinh doanh( cng
nghip, nh xng, mt bng sn xut); thu nh .
- Tn dng, th chp: ngn hng thng mi, qu u t ti chnh, cng
ty bo him.
1.3.2. Xc nh i tng v cc bn tham gia thng v mi gii BS
1.3.2.1. Xc nh i tng thng v
Thng tin mua bn BS n vi nh mi gii bng nhiu con ng
khc nhau. Thng thng khch hng trc tin cung cp thng tin bn hay
cho thu BS cho nh mi gii bng in thoi. Trn c s nhng thng tin
trao i ln u bng in thoi, nh mi gii bt u quyt nh c tip nhn
cng vic hay khng. Bc th hai tip theo l xem xt BS mun bn. Nh
mi gii cn thc hin cn thn cng vic cng vic xem xt ny cho d BS
l loi cn h chung c m h gp hng trm ln, hay l mt ngi
bit th c. Khng th cung cp dch v hiu qu cng nh p ng tt yu
cu ca khch hng nu nh khng trc tip nhn thy tn mt BS. Vic xc
nh BS l cn thit do nhng nguyn nhn sau:
-Th nht: mi mt BS u khc nhau, khng th da trn kinh
nghim phn on.
-Th hai: ch c s ghi chp ca bn thn mi c th miu t chnh xc
bc tranh ton cnh v BS, nh gi chn thc hn nhng li miu t tt
Thanh Hng
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GVHD:Hong Hng Giang
p v BS ca ch s hu, bc u nh gi c gi tr ca BS.
-Th ba: ch c ti hin trng mi cho php nh mi gii a ra
nhng cu hi v BS, xem xt y giy t lin quan n BS.
Trong qu trnh xc nh BS cn c bit ch n nhng vn
sau y:
V tr: C l ch c ba yu t quyt nh n sc hp dn ca BS
l: V tr, v tr vv tr. C th chng minh c iu ny khi m kin trc,
trang thit b v tiu chun k thut u c th thay i c trong khi v tr
BS l c nh. Chnh v vy m a im, a ch, mi trng xung quanh,
a im trn bn c ngha nht nh, tc ng n mi quan tm ca
khch hng, quyt nh ca h cng nh gi c BS. Tuy vy v tr khng
phi l yu t khch quan. i vi ngi ny th mt v tr c cho l p
nhng i vi ngi khc th b cho l xu. V vy trong khi i xem xt a
im, nh mi gii khng nn nh gi. Vic nh gi a im p hay
khng hy cho ngi mua hay ngi thu nh gi. Vic ca nh mi gii
l ch ghi chp li nhng yu t, c tnh ca a im. Nh mi gii cn ghi
chp li nhng c tnh lin quan n BS kiu nh hng, hnh dng mnh
t, ngi nh, khong cch n cc phng tin cng cng, hng xm lin k,
c gn u ph, bi xe, cng vin, vn hoa khng, c gn bnh vin,
trng hc, nh tr, b bi, siu th, chnh l nhng yu t xung quanh
dt nn bc tranh ton cnh lin quan n BS. Nh mi gii s s dng
nhng tiu chun ny gii p nhng yu cu ca ngi mua hay thu.
Tnh trng k thut: Vn ny lin quan mt thit n khch hng.
Khch hng thng quan tm n vic phi u t thm bao nhiu BS
c an ton v tin dng v k thut. y l mt trong nhng mi quan tm
hng u cho nhng ngi mun mua cn h chung c( c c ln mi). Vic
nh gi tnh trng k thut nn dnh cho khch hng. D nhin h c th s
Thanh Hng
14
GVHD:Hong Hng Giang
dng t vn ca nhng nh chuyn mn. T gc ca nh mi gii vic ny

khng nh hng g khi khch hng s dng kin thc ca cc nh chuyn
mn cho d l k s xy dng hay gio s i hc. Nh mi gii c trch
nhim hng dn mi ngc nghch ca BS cho ngi t vn k thut. Vic
lm ny gip cho s nh gi cui cng v tnh trng k thut ca BS.
Trang thit b: Nhiu ngi khi bn cn nh thng khot tay ni
rng s li ht vt dng, c v ch mang i nhng vt c nhn. Lc
ny thng l h cha suy tnh y . Tuy vy cng khng nn bt cht li
ch nh, buc h phi li nhng g h ni. Nhim v ca nh mi gii
khng ch l ghi chp li danh sch nhng vt li, m cn phi tha
thun gi c nhng vt gi tr ngi mua mun li hoc nhng vt
no nht nh ch nh s mang i.
1.3.2.2. Xc nh cc bn tham gia thng v
Trong thc t nh mi gii i din( cho mt bn hay c hai bn) cho li
ch ca ngi bn hay ngi mua, ngi cho thu hay ngi thu. Ni chung
nguyn tc hot ng u nh nhau: c gng ht mnh, cn thn chi tit, trung
thc. Tuy vy vi mi trng hp khc nhau th li cn nhng cch tip cn
v hnh ng khc nhau. Di y l nhng i tc in hnh trong cc
thng v m nh mi gii cn xem xt.
Ngi mua v kh nng ti chnh: i vi ngi mua th vn quan
trng nht l kh nng ti chnh. Trong thc t cn tr li nhng cu hi:
ngi mua c kh nng v kh nng thc t ca h n u? Ngun tin ca
ngi mua l tin mt, vn t c, vn vay hay th chp. Ngoi gc bao
nhiu? th mt kha cnh khng km phn quan trng l khi no? c th c
trong tay. Vn ny s tr nn quan trng khi xc nh thi hn cc bc
thanh ton.
Trong trng hp ngi mua vay vn th chp BS th vic kim tra
Thanh Hng
15
GVHD:Hong Hng Giang
kh nng ti chnh s d dng hn. Ngn hng s tr li c l s cho vay

bao nhiu v bao gi. m bo thun li cho thng v cn tin hnh cc
hot ng lin quan n vic nh gi kh nng c vay th chp ca ngi
mua, thm ch trc khi ngi mua tin hnh tm hiu c th v vic vay th
chp ny. Trong mt s trng hp i hi nh mi gii phi a ra phn
on nhanh, xc nh c ngi mua s vay c bao nhiu v khi no.
Ngoi nhng vn lin quan n nng lc ti chnh ca ngi mua cn
phi ch n tnh trng c nhn ca h. Nu ngi mua cha tui( 16
tui) hay l ngi nc ngoi th h cn nhng giy t cn thit ring. Khng
phi lc no nh mi gii cng c th bit ht c ni dung cng nh thi
gian no c th nhn c y giy t cn thit( v d vic bn nh cho
Vit kiu). Nh mi gii trong trng hp ny khng phi c trch nhim gii
quyt cc vn lin quan n ta n, hay cc c quan chnh quyn. Tuy vy
nh mi gii cn sp xp cc tnh hung kch bn c th xy ra hnh ng.
Mt kha cnh khng km phn quan trng na l vic xc nh cc yu
cu ca khch hng. S hiu bit v tnh trng gia nh, s thch, thi quen,
nguyn vng v phong cch sng ca khch hng s gip chng ta xc nh
vng tm kim ph hp.
Ngi thu: Vic xc nh nhu cu ca ngi thu trn nguyn tc
cng ging nh trng hp ngi mua. Thng thng i hi ca ngi thu
c th, chnh xc hn v quyt nh h a ra nhanh hn. Mt khc ngi cho
thu thng quan tm n hon cnh ca ngi thu. i vi nhng ngi
cho thu kh tnh th h khng mun cho ngi thu c tr nh, th vt nui
trong nh. V vy khi k kt hp ng cng nh bui tip xc ban u cn
phi thng nht im ny cho c hai bn. Ngoi ra ngi cho thu cng hay
quan tm n hon cnh ring ca ngi thu, c bit l ngun thu nhp,
mc n nh ca cng vic, iu ny gip cho ngi thu hy vng v s n
Thanh Hng
16
GVHD:Hong Hng Giang
nh trong sut qu trnh thu.

Ch s hu- Ngi thu: Ngy cng c nhiu ngi u t v th
trng BS v coi thu nhp t vic cho thu l ngun cn bn. i vi nh
mi gii, ngoi vic ghi chp nhng vn lin quan n BS, tnh trng k
thut, php l, mc gi cho thu th cn cn quan st, nh gi ngi cho
thu. Khng phi lc no ngi ta cho thu cng t ra trung thc, t t. i
lc ngi ta cho thu ch ngi thu trang b BS h cho h ri ngay sau
thay i k hoch. Lc ny ngi cho thu t nh mi gii v ngi thu
vo tnh trng kh x.
Ch s hu- Ngi bn: Hon cnh ca ngi bn cng c ngha
nht nh, c bit trong trng hp mt nhm ch s hu chung BS. Lc
ny cn xc nh c phi tt c u ng lng bn vi mc gi tha thun hay
khng. Mt trng hp rt hay xy ra l ngi c t phn nht li cn tr c
thng v v nhng l do rt k quc. Trong trng hp ny nn thng nht
vi nhng ngi bn y quyn cho mt ngi.
Cng c th gp rc ri khi bn l mt i v chng, nht l khi hai v
chng ang lm th tc li hn.
1.3.3. Lp h s thng v mi gii
T lc tip nhn yu cu bn, cho thu hay mua, thu ca khch hng,
chng ta phi chun b h s giy t y hon thnh gn thng v.
Vic thu thp v xc nh cc loi giy t cn bt u thc hin ngay sau khi
k hp ng mi gii. Khng nn nhn nhng giy t bn gc v giy t
thng hay b mt do nhiu nguyn nhn khch quan v ch quan. V vy ch
nn photo copy chng cn bn gc ch s hu hay ngi c y quyn
trnh ti ni cn thit, lc thch hp. Khch hng trong qu trnh tin hnh
thng v nhiu lc phi t i gii quyt cc th tc giy t v chng ta cn
Thanh Hng
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GVHD:Hong Hng Giang
nm bt nhng tin trnh ny ca khch hng. Cn b mt kim tra v theo

di, gip , v nhng giai on cn thit lam thay cho khch hng. Ch
bng cch ny chng ta mi c th chc chn rng khng c vn g s sut
hay thc hin khng chu o.
T lc bt u cng vic chung vi khch hng nh mi gii cn c
nhng thng tin c nhn sau:
H v tn.
H v tn b, m
a ch thng tr.
Loi v s CMT hay h chiu
S h khu, giy ng k tm tr
a ch lin lc
S in thoi bn v di ng
i vi BS nht thit phi tm hiu nhng thng tin ti thiu sau:
Giy chng nhn quyn s dng c hiu lc( s
, hng)
Hp ng cng chng v vic mua, bn, trao
tng
Ha n ng thu t hng nm.
Khi chng ta thu thp y nhng loi giy t trn th chng ta sn

sng cho mi cng vic tip theo. Trong sut qu trnh din ra thng v, cn
thu thp thm tt c nhng giy t lin quan nh giy t chng minh tnh
trng hn nhn, bn chia ti sn, tha k ca ta n, bn cam kt, h s xy
dng, giy php cc loi
1.3.4.Thi hn thc hin thng v mi gii
Thanh Hng
18
GVHD:Hong Hng Giang
y l mt vn rt quan trng trong mi thng v trn th trng

BS. Vic xc nh cc giai on thc hin tha thun i hi nh mi gii
phi c khng ch kin thc m c kh nng hnh dung, tin liu s vic.
Thng thng vic thc hin thng v c th chia lm ba giai on:
K kt hp ng khi im- bao gm c vic t cc trc( khong
10%), ng thi tha thun nhng iu khon chng t ch ca cc bn
s k kt hp ng cng chng cui cng. Kt thc qu trnh xem xt, kim
tra v m phn. ng thi trong hp ng khi im s ch r nhng trch
nhim ca ngi mua, s cn thit phi chun b tin hay tin hnh th chp.
i vi ngi bn hp ng ch r vic cn thc hin cc bc lin quan n
tnh trng php l v k thut ca BS bn.
K kt hp ng cng chng- y l thi im chuyn quyn s hu,
s dng sang ngi mua v vic chi tr phn ln lng tin theo gi c ghi
trong hp ng(+/- 80%).
Giao nhn BS- nhng vt cui cng ca ch s hu c ch i
khi BS, giao tr BS cng vi nhng trang thit b, ghi chp s cng t
in, nc, ngi mua ch tr cc khon cn li trong c lng tin nh
cn li theo gi c tha thun.
Cc bc hot ng in hnh ca nh mi gii:
- Tm kim thng tin:

+ Tm kim BS cn bn, cho thu
+ Xem xt BS em bn mt cch cn thn, t m v y .
+ iu tra, phn tch mi trng, h tng xung quanh BS v tnh trng
k thut ca BS
+ Kim tra tnh trng php l ca BS
+ Chia s, cung cp cho ch s hu nhng thng tin v giy t cn thit
cho vic bn.
Thanh Hng
19
GVHD:Hong Hng Giang
+ Tm kim khch hng quan tm mua BS
- X l thng tin:
+ Xc nh gi c BS bn
+ Tp trung ghi chp, miu t v BS bn, ch n nhng tnh cht
c bit khc so vi nhng BS khc.
+ Son tho nhng qung co bo ch v ti liu cung cp thng tin
v BS.
+ Thit lp c s d liu ring v nhng BS mun bn.
+ Xy dng c s d liu thng tin v khch hng mua
+ Tm hiu, phn tch c th, chnh xc v nhu cu ca nhng khch
hng mua v cc iu kin lin quan n thng v.
+ Tn dng nhng thng tin phn hi t nhng ngi khng mua cc
BS gii thiu, chia s, cung cp cho cc bn tham gia nhng thng tin
cn thit v kha cnh php l, thu v ph lin quan n thng v.
- Giao dch vi khch hng:

+ Tha thun vi ch s hu nhng iu khon dch v mi gii- k kt
hp ng dch v mi gii.
+ Ln k hoch hnh ng phc v cho vic bn
+ Gii thiu cho khch hng mua BS ph hp vi nhu cu- K kt hp
ng dch v mi gii
+ Gip , to iu kin trong qu trnh m phn gia cc bn tham gia
+ Dn dt n vic k kt hp ng khi im v son tho hp ng ny.
+ H tr trong vic hon chnh h s v chun b cng chng.
+ Tham gia thc hin cc tha thun theo hp ng khi im.
+ Thc hin cc cng vic lin quan n thng v
+ Tham gia vo qu trnh thanh ton, t chc cc ln chi tr.
+ H tr trong vic gii quyt vn ti c quan Nh nc, chnh quyn
lin quan n thng v.
Thanh Hng
20
GVHD:Hong Hng Giang
- Kt thc thng v:
+ Tham gia vo qu trnh giao nhn BS
+ Kt thc thng v, nhn hoa hng theo tha thun trong hp ng
dch v mi gii.
+ Gii quyt cc vn sau thng v.
1.3.5. K nng mi gii BS
1.3.5.1. K nng son tho hp ng
A. Hp ng dch v mi gii:
L hp ng iu chnh phm vi v trch nhim ca nh mi gii. V
vy c th t do thit lp cc iu khon , xc nh xem cng vic ca nh
mi gii ch hn ch vi nhng chc nng bnh thng hay c thm chc
nng c bit no khc. Hp ng phi c thit lp di dng vn bn v
xc nh nhng tnh hung lm hp ng tr nn v hiu.
Bn hp ng ny l minh chng cho ch thng nht ca hai bn( hay
nhiu bn) trong c cc qui nh c thng nht gia cc bn. V vy c
th khng nh rng cc bn cn son tho hp ng sao cho cc iu khon
c tt c cng nhn. Bn cnh di gc nh t vn, nu chng ta
c thu son tho hp ng phc v cho cc cng ty, trong hp ng
thc hin trong thi gian di, th chng ta cn ch n nhng iu khon
bo m li ch ca bn thn. Lun xy ra tnh trng, rng sau khi khch hng
s dng xong dch v ca chng ta, h thng c xu hng trn chy vic
thanh ton tin dch v. Khch hng thng c c mt kho l do cho vic
khng chu thanh ton ny. Chnh v vy nh mi gii phi tnh ton nhng
iu khon bo v li ch ca h trong hp ng.
Bn cnh chng ta cng khng c b qua v trch nhim bo m
cho li ch ca khch hng, c bit trong trng hp cung cp dch v cho
Thanh Hng
21
GVHD:Hong Hng Giang
ngi mua BS, chnh l nhng tiu chun o c ca ngh mi gii m

chng ta phi tun theo.
Vi mc tiu bo v li ch ca mnh, nh mi gii cn phi nh son
tho nguyn tc thu ph v cch xc nh mc hoa hng mi gii. Hin nay
thng thng chp nhn mc hoa hng theo % gi tr BS bn, mua( thng
l 1% nu gi tr BS < 1 t ng; 0,5% nu gi tr BS > 1 t ng) hay
mc tin cho thu( 50% thm ch l 100% mc tin cho thu hng thng t
ngi cho thu). Ngoi ra c th tnh hoa hng theo bt c cch no, nu c
hai bn cng chp thun.
B. Hp ng khi im
Hp ng khi im l yu t cn thit trc khi i n k kt hp ng
chnh thc. Vic k kt hp ng khi im,cho d hnh thc no, cng l
s chng nhn kt thc mt giai on quan trng ca nh mi gii. Vic t
cc tin cng l thm mt yu t bo m khng cho cc bn thay i, trnh
nhng ngh thay i nht thi.
Trong hp ng khi im cn cn nhc cn thn cc mc giao nhn
tin, giao nhn BS. Trong vn ny th kinh nghim v kh nng tin liu
ca nh mi gii tr nn v cng qu gi. Hp ng khi im cn xc nh
r hai vn :
- Nhng iu khon c bn ca hp ng chnh thc.
- Thi hn k kt hp ng chnh thc.
Bn thn hp ng khi im khng i hi phi tun theo mt mu
nht nh no. Trong hp ng khi im cn ghi r nhng loi giy t no
cn thiu cn b xung, trong c th c nhng loi giy t cn thit khi k
hp ng chnh thc. Nu khng thc hin vic ny th c th khch hng s
qun, khng bit hoc vin vo c khng ai nhc nh g n giy t c. Cc
loi ph phi tr cng cn qui nh cho cc bn. Trong hp ng khi im
Thanh Hng
22
GVHD:Hong Hng Giang
cn xc nh 4 mc thi gian lin quan n vic hon thnh thng v sau:
- Thi gian ct h khu khi a bn

- Thi gian di chuyn c.
- Thi gian k kt hp ng chnh thc.
- Thi gian cc khon thanh ton.
Vn quan trng nht l lm sao son tho mt bn hp ng tt, ngha
l m bo li ch ca tt c cc bn. Cn nh mt nguyn tc c bn l:
iu g khng c trong hp ng th n khng tn ti.
C. Hp ng chnh thc:
i n k kt hp ng chnh thc( hp ng c cng chng) i
hi nhng s chun b nht nh. Nhim v ca nh mi gii l thu thp y
tt c cc giy t cn thit k kt. Nhng giy t ny c th l bn copy,
nhng bn gc phi c cung cp i chiu. Vic chun b ny khng nn
n gn lc k kt trc cng chng vin mi thc hin. Vic chun b
sm cc giy t cn thit cng nh cc iu khon hp ng khng ch gip
vic son tho hp ng cng chng, m cn c th gii quyt sm nhng
vn cha r rng.
Mt vn quan trng khc l thng nht phng thc tr tin. Thng
thng trong cc giao dch nh ngi mua tr bng tin mt. Hin nay khi cc
dch v ngn hng ngy cng thun tin, vic s dng cc dch v ny ngy
cng rng ri th c th tr tin vo ti khon hay thc hin vic chuyn
khon. khch hng khng cm thy qu lo lng, cn gii thch r rng qu
trnh k hp ng cng chng v thi im thanh ton tin.
1.3.5.2. K nng thu thp thng tin
Trong thc t mi mt BS u n du trong mt b mt, s huyn
b, tnh hp dn v thng xuyn l mt vi khim khuyt no . Nh mi
Thanh Hng
23
GVHD:Hong Hng Giang
gii cn trc tip xem xt BS do nhng nguyn nhn sau y:

- Mi mt BS u khc nhau, khng th da trn kinh nghim
phn on.
- Ch c s ghi chp ca bn thn mi c th miu t chnh xc bc tranh
ton cnh v BS, nh gi chn thc hn nhng li miu t tt p v BS
ca ch s hu, bc u nh gi c gi tr ca BS. Nu nh mi gii
ch da trn li ca ch s hu th rt d gy ra s hiu bit lch lc, thiu
chn thc v BS.
- Ch c ti hin trng BS mi c th xc nh tnh cch v s thch
ca ch s hu.
- Cho php nh mi gii a ra nhng day cu hi c th. Hn na h c
th c xem cc giy t lin quan ngay ti BS.
- Khng ri vo th b ng khi khch hng mua BS hi xem chng ta
xem tn mt BS cha.
thu thp thng tin v tnh trng php l ca BS, chng ta i khi
phi nh s gip ca lut s, nh a cht hay kin trc s. Bng con
ng ny chng ta mi c th hiu r hn v BS. c c nhng thng
tin , mi nh mi gii u phi xy dng cho mnh mt phong cch, cch
tip cn v x l ring. Vn ny da trn nn tng kin thc v tm l,
nng lc ng x, giao tip. Nht thn, nh quen vn ny c bit ng
vi th trng Vit Nam. y cng l cu ni nm lng ca cc nh mi gii.
Vn ny cho thy tm quan trng ca vic xy dng cc mi quan h vi
cc cp chnh quyn, cc ngnh nh: xy dng, qui hoch, kin trc, giao
thng, a chnh, ngn hng, ta n, cc vn phng lut s,cng chng v cc
vn phng mi gii khc.
Thc t cho thy c nhng nh mi gii nng lc cha phi l gii
Thanh Hng
24
GVHD:Hong Hng Giang
nhng vi s quen bit rng v su ca mnh, h t c nhng thnh cng

ln m cc nh mi gii gii nghip v khc phi m c. thnh cng
trong s nghip, nh mi gii phi l ngi nhy bn nm bt thng tin. i
khi trong nhng cu chuyn bng qu vi mt ngi cha quen bit, nh mi
gii cng c th bt c thng tin quan trng, quyt nh n s thnh bi
ca thng v. Khi thc hnh nghip v, nh mi gii cn kho lo hng
cuc i thoi n ch h cn tm hiu. Trong lc giao tip( vi nh mi
gii khc hay vi khch hng), khi ni n nhng thng tin m chng ta quan
tm, nh mi gii nn nhn thng, nhn su vo mt ngi i thoi. Vic ny
gip chng ta va chng t s trung thc ca mnh, va l phng php hu
hiu tm hiu xem c bao nhiu % s tht trong li ni ca ngi i thoi.
y l mt phng php kh, nhng li khng qu kh i vi nhng nh
mi gii c kinh nghim v nhy cm.
B. Thu thp thng tin t khch hng:
Ngay t bui ni chuyn u tin nh mi gii phi nm bt c t
khch hng nhng thng tin c bn sau:
- Nhng thng tin ban u.

- Kh nng ti chnh.
- Thng v lin quan.
- Gii hn thi gian.
- Lin lc vi khch hng.
- Xem xt BS.
- Nhng vn th tc.
- Ghi chp nhng thng tin thu lm c.
- Nhng ch chnh.
Thanh Hng
25
GVHD:Hong Hng Giang
- Kim tra, cp nht thng tin v BS.

- ngha ca thng tin phn hi.
Nh mi gii cn dnh nhiu thi gian, s ch vo nhng thng tin
phn hi nhn c t khch hng lin quan n BS m h cung cp.
Bng cch ny nh mi gii thu thp thm c nhng thng tin c th v
nhu cu ca khch hng, ng thi cng c thm c nhng thng tin v
BS. Vic ny cng c thc hin c trong khi nh mi gii cng khch
hng xem xt BS.
Trong qu trnh xem xt BS cng khch hng, nu khch hng thay i
( yu cu, iu kin) nh mi gii cn ghi chp sa i vo trong s.
iu ny cng cn c thc hin khi cng khch hng xem BS, nu nh
mi gii pht hin, ch thy nhng s thiu st, bt hp l ca BS. Nhng
ch ring ca nh mi gii cng cn ghi cn thn vo s tay.
Nu nh mi gii nhn c thng tin rng khch hng thch BS , h
cn bt tay ngay vo vic thc hin tt c nhng ng tc c th, khng
khch hng phi t suy tnh, gip khch hng a ra nhng quyt nh ng
n. Trong trng hp cn thit th tham gia cng khch hng m phn v
kho lo dn dt n vic k kt hp ng khi im.
Nh mi gii cn c gng tm hiu v khch hng mt cch k cng nht.
Khi h c th la chn gii thiu cho khch hng ngi nh p ng c
s mong i ca h, nh nh mi gii cung cp c dch v tt cho
khch hng v tit kim c thi gian ca mnh.
1.3.5.3. K nng x l v qun l thng tin
Sau khi thu thp c mt lng thng tin di do, vn tip theo ca
chng ta l cht lc v x l nhng thng tin . y l mt vic i hi kinh
nghim, kin thc chuyn nghip ca nh mi gii. Thc t l nh mi gii
BS c c s kim sot tng i tt nhng thng tin giao dch th trng.
Thanh Hng
26
GVHD:Hong Hng Giang
Nhng thng tin ny rt qu gi, chng chnh l v kh ca nh mi gii.

Nhng d liu m ta thu thp c thng di dng thng tin th hay
ni cch khc l thng tin cha qua x l. Cc d liu ny c th ng m
cng c th sai do nhiu yu t khc nhau. Chnh v vy, c c mt
thng tin vi cht lng cao, cc d liu phi tri qua mt qu trnh phn tch,
kim tra, nh gi m ta gi l chu k x l d liu:
D liu th-> Phn tch-> D liu c x l-> S l gii, suy lun->
Thng tin.
Thng tin c cht lng cao l thng tin lun c cp nht v lm mi.
c bit trong th trng BS th c nhng thng tin ngy hm nay cn mi
nhng n ngy hm sau tr nn li thi. Vic sng lc nhng d liu m
ta thu c v mt BS a vo x l nhiu khi i hi rt nhiu thi gian
cng sc v thm ch l c tin bc. V d nh c mt thng tin v mt ngi
nh cn bn trn bo ch vi nhng d liu v din tch, s tng, s phng,
ginhng d liu ny i khi khng chun xc do nhiu l do khc nhau i
hi ngi lm mi gii phi b cng sc v thi gian kim chng chnh
xc. y c th coi l qu trnh chuyn ha t thng tin th sang thng tin c
cht lng.
Thng tin thu thp c chnh l cng sc, l tin bc nn vic qun l,
bo v chng l mt nhim v quan trng ca nh mi gii. Qun l thng tin
trn nguyn tc:
- Nguyn tc bo mt.
- Khng tit l thng tin ca khch hng.
- Khng s dng thng tin ca khch hng gy nn nhng bt li cho
khch hng.
- Khng s dng thng tin ca khch hng thu li cho mnh hoc thu
Thanh Hng
27
GVHD:Hong Hng Giang
li cho bn th ba.
Tr cc trng hp c bit:
- Khch hng ng .
- Theo yu cu ca lut php hoc cc nh chc trch.
- Thng tin l cn thit bo v quyn li hp php cho nh mi gii.
Cc phng php bo mt:
- t password cho my, file.

- cng di ng
- Ci t mt s chc nng cho my ch.
- T, kt c kha.
- S dng my hy ti liu .
- Giao nhng mng cng vic cho tng nhn vin.
1.3.5.4. K nng giao dch vi khch hng
A. K nng giao dch trc tip:
Cm nhn u tin l rt quan trng i vi khch hng. Thng thng
cm nhn ny c xy dng trong vng di 30 giy u tin gp g. Cn
thc c rng ch trong thi gian ngn, chng ta phi bn, gii thiu tt c
cc u im ca bn thn thuyt phc c khch hng. Nn nh rng ch
c mt c hi duy nht gy n tng u tin, v vy chng ta khng th
sai lm.Nu chng ta khng ngay lp tc gy n tng tt v vn phng, v
bn thn hay cc dch v ca mnh th kh c c hi tip theo sau ny vi
khch hng.
Trao i thng tin qua ngn ng thn th( truyn t thng tin bng c
ch, iu b):
- 80- 90% thng tin trao i.
Thanh Hng
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GVHD:Hong Hng Giang
- Nhn bit c nhng dng ngi khc nhau.

- Gi nh nhn thng vo mt ngi i thoi.
- Hnh nh p, thn thin.
- T tin.
Kho lo gy quan h, thin cm, thu hiu v thng cm ln nhau.
Li ni:
- Mang li 10- 20% thng tin: c bit ln u tin qua telephone.

- Ni r rng,chm ri.
- Cn nhc k trc khi ni
- K nng gii thch.
- Ch truyn t s vic, hin tng.
- Khng nn gy nhiu cuc i thoi.
- Phng php kim tra: kim tra, gii thch, tip ni.
B. K nng th thoi:
Nh mi gii cn phi c k nng tt trong vic son tho th t, vn
bn. Phi bit cch vit qung co, n cho hng nh th no, th t trao
i, n t n c quan Nh nc ra sao. vit mt bc th tt i hi phi
suy ngh xem chng ta mun truyn t iu g. Trc khi vit nn suy ngh
xem chng ta mun t c iu g. Cc nh mi gii thng c mc ch
cung cp thng tin cho khch hng hay thng bo nhng vn cn gii
quyt t pha h. Nhng thng tin, ni dung ca nhng th tip theo phi
logic vi nhng th trc. Cn phi c li nhng g vit trc , xem
xt li nhng chnh chun xc cha. Nn nh rng khng bao gi bc
th u tin li chun xc nht, ph hp nht.
Nu nh mi gii hiu c rng nhim v ca h l to ra nhng phn
Thanh Hng
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GVHD:Hong Hng Giang
ng tch cc t pha khch hng th vic tm nhng t ng thch hp l vn

ng nhin cn phi lm. Khi tr li th hay ng thc hin dch v cho
khch hng cn c gng th hin th ch ng ch khng phi th ng.
1.4. Nhng yu t nh hng n s pht trin ngh mi gii bt
ng sn
1.4.1. Nhu cu v bt ng sn
- Chu k pht trin kinh t tc ng n s pht trin ca th trng
BS v v th lm thay i ln trong cung cu v BS. Tuy nhin ti
Vit Nam trong thi gian qua xy ra tnh trng cu v nh, t li
khng trng hp vi nhp pht trin ca nn kinh t. Vn ny cn
c nghin cu v phn tch thm.
- S thay i v cu BS lin quan n s thay i v nhu cu cng nh
sc mua ca nn kinh t gia nh v cc thnh phn kinh t trong th trng.
Vn ny cng li ph thuc mt mc ln vo t l tht nghip trong x
hi, mc th ha, mc tp trung dn s. Ngoi ra mi trng ti
chnh cng nh hng mnh n cu thng qua kh nng vay vn, tn dng,
th chp, tri phiu BS
1.4.2. Sc cung ca BS
- Cung ca th trng BS lin quan n tc tng trng v suy thoi
ca tng loi BS khc nhau. S tng v s lng BS, nhng dao ng v
BS da trn gi BS trn th trng cng nh nhng chi ph xy dng v
ngc li. Ni chung vn cung BS cng ph thuc vo chu k pht trin
ca nn kinh t.
- Cung BS cn ph thuc vo s bng pht trong xy dng. Cung BS
cng xut pht t vic gii phng mt bng, qui hoch li th. Yu t ny
lm cho trong giai on chuyn i c cu kinh t c lng cung v BS ln
hn giai on nn kinh t trng thnh v n nh.
Thanh Hng
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GVHD:Hong Hng Giang
- Cng nh cu, cung BS ph thuc mt phn vo chnh sch x hi

ca Nh nc, vo tnh nng ng ca th trng ti chnh.
1.4.3. Yu t ti chnh
Hin nay th trng BS ti Vit Nam ang c mt s vng c tc tng
trng chm, e da s ph sn ca nhiu cng ty kinh doanh BS cng nh s
thua l ca cc ngn hng cho vay th chp hay kinh doanh BS. y l hu
qu tt yu ca mt giai on pht trin qu nng trc . Tuy vy tnh trng
ny li c tnh tch cc ca n. l bi hc cho nh u t. H s phi thn
trng hn rt nhiu trong qu trnh u t vo BS. Tnh trng ny s ti sp t
li th trng u t vo BS. Ch c nhng cng ty mnh, c chin lc v
phng n pht trin ph hp mi tr li trn th trng.
Th trng BS l th trng i hi s cung ti chnh rt ln. S pht
trin ca th trng ny ph thuc phn ln vo kh nng tim c cc ngun
cung ti chnh ln v n nh. Thnh cng ca cc tp on kinh doanh BS
trn th gii chnh l da vo dng vn n nh, s lu thng vn d dng v
t do.
Tuy nhin khi Vit Nam tr thnh thnh vin ca WTO, th trng dch
v ti chnh s c rng m, cc ngn hng nc ngoi s thm nhp su
vo th trng ti chnh, ngun vn nc ngoi s chy vo cc lnh vc c
tim nng pht trin. Cc ngn hng nc ngoi thng a ra cc sn phm
dch v v BS rt phong ph, to iu kin cho nhiu tng lp trong x hi
c th s dng. ng nhin cng vi vic hi nhp ny th cc ngn hng
Vit Nam cng s i mi nhanh chng ui kp tiu chun th gii. Chc
chn y s l mt ng lc thc y s pht trin ca th trng BS.
Tuy nhin chng ta cn thn trng, cn i ngun lc sn c vi vn nc
ngoi trnh tnh trng pht trin qu nng, dn n b l thuc.
Ngoi ra vic thnh lp, st nhp cc cng ty kinh doanh BS to
Thanh Hng
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GVHD:Hong Hng Giang
vn, hay vic cc nh ch ti chnh cng bt u tham gia vo lnh vc kinh

doanh BS s lm tng cc ngun ti chnh cho th trng BS.
1.4.4. S bt n nh t nhin ca th trng BS
T nhng bi hc v th trng BS trong lch s ca Vit Nam cng
nh ca cc nc pht trin trn th gii cho thy rng, trong th trng ny
tn ti s bt n nh t nhin. Th trng BS c th tri qua nhng thi k
dao ng mnh( c lc mnh hn c dao ng ca nn kinh t) v nhiu khi
khng trng lp vi chu k pht trin kinh t. Ngoi nhng giai on khng
hong, suy thoi ca nn kinh t, cn tn ti chu k dao ng t nhin vi s
phn ng chm hn ca th trng BS so vi chu k kinh t chung. Tng
t, khi nn kinh t pht trin mnh th s tng trng ca th trng BS
cng xy ra chm hn.
Ti cc nc pht trin, theo qui lut th trong giai on kinh t pht
trin mnh, vn u t c tp trung vo nhng ngnh mi nhn, c hiu
qu kinh t cao. Li nhun thu c t nhng th thng hp dn hn l
vic u t vo BS. Ngc li, trong giai on mc tng trng kinh t
chm li, thm ch l khi kinh t suy thoi th dng vn chy vo BS cng
b chm tr do kh c th rt vn u t vo nhng khu vc kinh t khc
trc . Mt th trng BS n nh,hot ng chun mc cng kh c th
trnh c tnh trng ny. Qui lut trn thng din ra cc nc pht trin,
cn ti Vit Nam th tnh trng bt n nh trn th trng BS din ra nhiu
nm nay. Ngoi nhng nguyn nhn khch quan th s vn ng ca th
trng ph thuc vo nhiu yu t ch quan khc nh: chnh sch ca Nh
nc, hnh lang php l trong kinh doanh, s non yu trong kinh doanh ca
nh u t th cp, mi trng ti chnh hn hpChnh nhng yu t ny
lm cho th trng BS ti Vit Nam c tnh bt n cao. iu ny cng ng
ngha vi c hi hot ng cho cc nh mi gii BS.
1.4.5. Mi gii bt ng sn v cng ngh thng tin
Thanh Hng
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GVHD:Hong Hng Giang
Vic ton cu ha thng tin l gii php hu hiu cho mi kha cnh hot
ng ca vn phng mi gii. N gip cho bn thn vn phng mi gii c s
thng nht bn trong v t chc, cng nh tin hc ha tt c cc mi quan h
vi mi trng bn ngoi phm vi quc gia v quc t. S thng nht v t
chc cho php nng cao nng sut lam vic, v th gim chi ph v sm hay
mun th gi thnh dch v cng s c gim cho khch hng nu th trng
to ra sc p cnh tranh gia cc vn phng mi gii vi nhau.
Hin nay kh nhiu cng ty mi gii a dch v ca mnh ln mng
internet. y l nhng cng ty i u trong vic chun ha dch v ca mnh.
Cng ngh thng tin s tng bc c ph thng ha cho ngy cng nhiu
cc tng lp ngi dn, v s l c s cc vn phng mi gii thc hin
chin lc kinh doanh ca mnh nh cng ngh thng tin.
1.5. Kinh nghim mt s nc trn th gii
1.5.1. Ngh mi gii ti Thy in
Vo nm 1984, ti Thy in bt u thc hin vic ng k hnh ngh
ca cc nh mi gii BS. Mc ch chnh ca qui nh ny chnh l vic bo
v quyn li ca khch hng thng qua nhng dch v mi gii chuyn
nghip. Mt mc tiu khc m Thy in mong i t c thng qua qui
nh trn l vic khi thng, y nhanh vng quay ca th trng nh thng
qua vic n gin ha, tit kim thi gian trong gii quyt, hoch nh cc
ngun cung nh .
Vo thi im chnh quyn yu cu cc hot ng mi gii BS tai
cc trung tm ng k ring cho chnh quyn cp tnh. Nhng qui nh v h
thng ny c ghi r trong lut. C quan Chnh ph c thm quyn quyt
nh v nhng iu lut trn l B T php Thy in. c hnh ngh
mi gii BS, vo thi im ng vin cn t c nhng yu cu sau:
a, Tt nghip trung hc tr ln,
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GVHD:Hong Hng Giang
b, Np mt khon tin bo him trch nhim ngh nghip ti

thiu( khong 10.000 USD),
c, Quyt nh cho php hnh ngh ca c quan c thm quyn.
n khiu ni trong trng hp b t chi cp chng ch hnh ngh c
np ti Ta n hnh chnh. Trong lut cng tp trung iu chnh cc hnh vi,
thuc lnh vc dn s- php l, v qu trnh thc hin cc yu cu mi gii
ca khch hng, cc cch xc nh khon hoa hng cho nh mi gii.
Sau 10 nm thc hin, n nm 1995 Thy in a ra nhng iu
chnh v lut mi gii, trong c bn mng chnh c iu chnh l:
d, Nhng iu kin bt buc ng k hnh ngh,
e, Kim tra v theo di vic thc hin ngh nghip ca nhng ngi
ng ki.
f, Vai tr ca nh mi gii gia cc bn khch hng,
g, iu chnh cc qui nh cho ph hp vi mi trng chung ca chu u.
Cho n thi im hin ti, so vi nm 1984 t khi mi ban hnh, lut
mi gii BS Thy in c sa i c bn. Mt trong nhng im
sa i c bn nht l vic xc nh nh mi gii nh l mt chuyn gia hot
ng c lp, cho d tnh cht ca cc thng v mi gii c thay i a dng
th no i na th h vn l nhng ngi c kh nng thc hin trn vn nht.
Ngoi ra nhng im thay i quan trng trong lut c th k n l:
a, Hn ch vic ng k hnh ngh mi gii chuyn nghip( hn ch cp
chng ch),
b, Loi tr kh nng nh mi gii l i din y quyn cho mt bn
khch hng,
c, Cm mua BS bng tin ca mnh trong qu trnh thc hin thng
v cho khch hng,
d, Cm kinh doanh BS v nhng hot ng khc nu chng lm nh
Thanh Hng
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GVHD:Hong Hng Giang
hng n tin cy cng nh vai tr ca vic mi gii,

e, Nhng yu cu i vi cc BS trong nc cng tr nn c gi tr i
vi BS nm nc ngoi,
f, Thc hin vic mi gii m khng ng k s b coi l phm ti,
g, Cc v tranh chp vi khch hng s c gii quyt ti phng bo v
quyn li khch hng.
1.5.2. Kinh nghim o to ngh mi gii Thng Hi, Trung Quc
y mnh pht trin kinh t th trng XHCN, thnh ph Thng Hi
cn c vo qui nh php lut, php qui lin quan, kt hp tnh hnh thc t
thnh ph ban hnh nhiu thng t, qui phm hnh vi ca ngi mi gii,
bo v li ch hp php ca ng s. V lnh vc o to thnh ph ra mt
s qui nh gm mt s ni dung nh sau:
- Ngi 18 tui, c h khu thng tr ti thnh ph, trnh vn ha
trn ph thng trung hc qua lp hun luyn thng nht ca cc qun l nh
t thnh ph v tt nghip sau khi c cp giy chng nhn t cch ngi
mi gii nh t thnh ph Thng Hi, c th ngh hot ng mi gii BS.
- i vi ngi xin lm hot ng mi gii BS phi t chc cc lp
hun luyn v st hch thng nht trc khi hnh ngh. Cc nh t thnh ph
ph trch nh k bin son ti liu ging dy, cng st hch, thi thng
nht, thm tra v cp php cho t chc hun luyn, st hch v giy chng
nhn t cch cho ngi thi .
- Ngi qua hun luyn, tt nghip nhng v nguyn nhn hai nm
khng c nhn giy chng nhn t cch ngi mi gii BS, hoc sau khi
nhn giy chng nhn t cch ngi mi gii BS hai nm cha hnh ngh
trong t chc mi gii BS hoc t hnh ngh th phi st hch li. Giy tt
nghip hoc chng nhn t cch ngi mi gii BS cp tt nhin b th tiu.
- C hai nm mt ln phi kim chng li cc nhn vin c giy
chng nhn t cch ngi mi gii BS. Cng tc kim chng c c quan
qun l giao dch BS khu huyn, cc qui hoch t ai tin hnh theo t
Thanh Hng
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GVHD:Hong Hng Giang
chc thng nht a cc nh t thnh ph.

- Nu kim tra thy giy chng nhn t cch khng hp qui cch hoc
ngi khng tham gia kim chng khng c l do th khng c hot ng
mi gii BS.
C th thy r s cht ch trong nhng qui nh ca thnh ph Thng
Hi v vic o to, qun l nh mi gii BS. Nhng qui nh trn cho thy
i hi v vic o to lin tc i vi nh mi gii. iu ny buc cc nh
mi gii lun phi cp nht thng tin, tham gia cc kha o to di nhiu
hnh thc.
Thanh Hng
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GVHD:Hong Hng Giang
CHNG 2
THC TRNG HOT NG MI GII TI
CNG TY C PHN U T SAO T VIT
2.1. Gii thiu chung v cng ty C phn u t Sao t Vit
Tn cng ty: CNG TY C PHN U T SAO T VIT
Tr s chnh: Tng 1 to nh E3B Khu Th Yn Ho - Cu Giy H Ni
in thoi: 04.2758178
Fax: 04.2758179
Email: Cng ty c phn u t Sao t Vit @vnhome.vnn.vn
Wedsite: www.vnhome.vnn.vn
Giy chng nhn ng k kinh doanh: S 0102034573 Do s k
hoch u t thnh ph H Ni cp ngy 07 thng 05 nm 2008
Ngnh ngh kinh doanh:
Cc ngnh ngh kinh doanh ng k
- Lp c s d liu v ngun cung - cu bt ng sn;
- Xy dng c s d liu tra cu v lut lin quan n lnh vc bt ng
sn;
- Xy dng mng li thng tin v quan h i tc v khch hng trong
lnh vc bt ng sn;
- Qun l sn giao dch bt ng sn;
- u t v kinh doanh bt ng sn;
- Kinh doanh cc dch v bt ng sn (Mi gii BS, nh gi BS,
qun l BS, t vn BS, qung co BS,...);
Cc ngnh ngh chnh ang hot ng:
Do cn nhiu hn ch nn hin nay bc u cng ty ang hot ng
ch yu trn lnh vc : Dch v sn giao dch, mi gii, t vn, nh gi,
Thanh Hng
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GVHD:Hong Hng Giang
qung co v qun l bt ng sn. c bit ch trng n lnh vc mi gii

v cung cp dich v cho ngi nc ngoi ang sng ti Vit Nam. y l
mt lnh vc hot ng mi v i hi tnh chuyn nghip cao.
Vn iu l: 6.000.000.000 ng ( Su t ng VN)
Do 4 thnh vin chnh gp vn.
2.2. C cu t chc v tnh hnh nhn s
Cng ty c phn u t Sao t Vit l cng ty TNHH 4 thnh vin, l
cng ty c quy m nh nn c cu t chc ca Cng ty c phn u t Sao
t Vit rt gn nh v qun l tp trung. Trn phng chm mi ngi lm
vic cng nhau on kt nh anh em trong gia nh v phn u v mt mc
tiu chung v s pht trin ca Cng ty c phn u t Sao t Vit .
Cc chc danh v nhim v phn cng da trn ngun lc vn gp v
kh nng kinh nghim, im mnh im yu ca tng thnh vin.
C th chia c cu t chc ca Cng ty c phn u t Sao t Vit
nh s di y:
GIM C
Phong pht trin

th trng
Phng hnh chnh

tng hp
Phng Marketing
Chc danh Gim c:

1. Xy dng, t chc, iu hnh ton b cc hot ng ca Cng ty;
Thanh Hng
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GVHD:Hong Hng Giang
2. Trin khai cc hot ng kinh doanh: t doanh, mi gii, t vn ca

Cng ty;
3. Chu trch nhim hon thnh cc ch tiu v pht trin, tng trng
ca Cng ty;
Bo co:
Bo co trc tip: ban qun tr ca cng ty
Qun l:
1. Qun l trc tip: Cc Trng Phng/Ban: pht trin th trng,
phng nhn s, phng marketing
2. Qun l gin tip: khng
Cng vic chnh:
1. Xy dng, t chc, qun l v iu hnh ton b cc hot ng: t
doanh, mi gii, t vn, k ton, hnh chnh nhn s ca Cng ty theo cc
nh hng pht trin v mc tiu chin lc c ban qun tr thng qua
2. Chu trch nhim v trin khai v qun l cc k hoch chin lc, cc
chnh sch v cc mc tiu
3. Lnh o cc n v trc tip v gin tip qun l m bo hiu qu
hot ng ca tt c cc n v trong Cng ty;
4. iu hnh v t chc trin khai cc hot ng pht trin doanh s mi
gii, t doanh trong Cng ty;
5. Pht trin v duy tr ngun nhn lc trong Cng ty;
Nhim v v trch nhim chnh:
1. Xy dng v trin khai k hoch hot ng mi gii, t doanh, t vn
v cc hot ng kinh doanh khc c ph duyt.
2. Xy dng t chc, qun l v nh gi nhn s ca Cng ty;
3. Tham gia tuyn dng, o to nhn s t trng, ph phng ban tr
ln theo ng cc chnh sch, tiu chun ca Cng ty;
Thanh Hng
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GVHD:Hong Hng Giang
4. Tin hnh nghin cu pht trin v trin khai cc d n hp tc vi

cc Cng ty, cc t chc thc hin cc hot ng v t vn, mi gii .
5. Qun l vn hnh h thng k ton chnh xc, n nh, an ton, bo mt v
qun l ri ro hot ng ca cng ty;
6. Xy dng, trin khai v kim sot cc chnh sch, quy trnh, th tc
cho cc hot ng kinh doanh;
7. T chc thit k, pht trin, i mi, qung b khuych trng cc sn
phm dch v ca Cng ty;
8. Xy dng v m rng mng li khch hng ca Cng ty;
9. C cc nhim v khc theo s phn cng ca ban qun tr
Thm quyn:
1. Tham gia cc quyt nh chin lc c lin quan n cng ty.
2. Quyt nh k kt hp ng trong phm vi c y quyn theo quy nh.
3. Quyt nh s dng cc hng mc chi ph tip th v bn hng trong
ngn sch c ph duyt vi hiu qu cao nht.
4. Quyt nh s dng, chuyn i v iu ng nhn s trong cc n
v chc nng hoc khu vc ca trung tm.
5. xut cc Phng Ban chc nng Hi s h tr p ng cc ngun
lc gm nhn lc, o to, ngn sch, trang thit b.
6. ngh ban qun tr b sung, thay th v thc hin cc hot ng b
nhim, bi nhim, khen thng, k lut v nhn s cho Cng ty.
Phng marketing:
Thc hin cc cng tc quan h khch hng, c bit vi khch hng c
nhu cu s dng cc dch v v mi gii BS (Ngi nc ngoi c nhu cu
thu v mua nh)
Cng tc hoch nh:
1. Lp k hoch pht trin marketing ca Phng marketing ph hp vi
chin lc pht trin ca cng ty.
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GVHD:Hong Hng Giang
2. Xy dng k hoch pht trin mng li khch hng cu.

3. Xy dng chin lc Marketing h tr cho hot ng kinh doanh.
Cng tc qun l, iu hnh:
1.T chc, gim st v iu phi mi cng tc ca cc Nhn vin
marketing trong phng.
2.H tr cc Nhn vin marketing pht trin quan h v tm kim khch
hng v th trng mi, t vn cho khch hng.
3.Hon thnh ch tiu doanh s c giao.
4.Kt hp vi cc phng ban chuyn mn kho st, nh gi v a
ra cc chng trnh marketing ph hp vi nh hng ca cng ty.
5.T chc thc hin cc cng tc kinh doanh.
6.Theo di v thc hin k kt hp ng kinh t, gim st vic thc hin
cc H dch v.
Cng tc trin khai cng vic:
1. Thc hin hot ng tm kim khch hng c nhu cu thu nh v vn phng.
2. Thc hin cc hot ng qung co trn mng thu ht khch hng.
3. Tip cn cc c quan, tr s cng ty c ngi nc ngaoif lm vic
gii thiu v dch v ca cng ty.
4. Thc hin cc hot ng chm sc khch hng after sale, cc hot
ng PA.
Cng tc bo co :
1.Hon thnh cc nhim v k hoch ca phng.
2.Bo co trc tip cho Ban Gim c.
Quyn hn:
1.Tham mu, t vn cho Ban Gim c v cc hot ng marketing,
quan h khch hng.
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GVHD:Hong Hng Giang
2.Qun l, s dng c s vt cht, vt t thit b trong phm vi trch

nhim c giao.
Phng pht trin th trng:
Thc hin cc cng tc quan h khch hng, c bit vi khch hng c
nhu cu cho thu BS ( Ngi Vit Nam c nh chung c v vn phng cho
thu) nhm qun l c ngun cung BS.
Cng tc hoch nh:
1. Lp k hoch kinh doanh ca Phng pht trin th trng ph hp vi
chin lc pht trin ca cng ty.
2. Xy dng k hoch pht trin mng li khch hng cung, duy tr
ngun cung BS.
3. Xy dng chin lc kinh doanh h tr cho hot ng kinh doanh.
Cng tc qun l, iu hnh:
1.T chc, gim st v iu phi mi cng tc ca cc Nhn vin pht
trin th trng trong phng.
2.H tr cc Nhn vin pht trin th trng pht trin quan h v tm
kim khch hng v th trng mi, t vn cho khch hng.
3.Hon thnh ch tiu doanh s c giao.
4.Kt hp vi cc phng ban chuyn mn kho st, nh gi v a
ra cc chng trnh kinh doanh ph hp vi nh hng ca cng ty.
5.T chc thc hin cc cng tc kinh doanh.
6.Theo di v thc hin k kt hp ng kinh t, gim st vic thc hin
cc H dch v.
1. Thc hin hot ng tm kim khch hng c nhu cu cho thu nh v
vn phng.
2. Thc hin cc hot ng qung co trn mng thu ht khch hng.
3. i thc t thu thp thong tin v BS.
Thanh Hng
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GVHD:Hong Hng Giang
4. Thc hin cc hot ng chm sc khch hng after sale, cc hot

ng t vn.
Cng tc bo co :
Quyn hn:
1.Tham mu, t vn cho Ban Gim c v cc hot ng kinh doanh,
quan h khch hng.
2.Qun l, s dng c s vt cht, vt t thit b trong phm vi trch.
Phng hnh chnh tng hp:
Thc hin cc cng tc v nhn s, ti chnh- k ton, tng hp cc cng
vic trong cng ty.
1. Thc hin cc cng tc chm cng, tnh lng,bo him x y t cho
nhn vin, cc hot ng ti chnh kt ton ca cng ty.
2. Gip cc nhn vin on kt hiu nhau hn thng qua cc hot ng
ngoi kha.
3. Kt hp vi cc phng ban khc cng thc hin cng vic t
c mc tiu ca ca cng ty: Kt hp qun l khch hng, thc hin cc
hot ng hu mi, duy tr mi quan h vi khch hng, qun l wedsite, y
mnh cng tc qung co trn mng.
Cng tc bo co :
Quyn hn:
1.Tham mu, t vn cho Ban Gim c v cc hot ng kinh doanh,
quan h khch hng.
2.Qun l, s dng c s vt cht, vt t thit b trong phm vi trch.
Thanh Hng
43
GVHD:Hong Hng Giang
L mt cng ty nh hot ng nh m hnh kinh t gia nh cho nn cc

cng vic ca cng ty u c mi thnh vin cng nhau hon thnh da
trn kinh nghim v s n lc ca tt c mi ngi. Hin nay ngoi cc thnh
vin chnh trong ban qun tr, cc trng phng ban th s lng nhn vin
ca cng ty hin nay la 6 ngi. Nhn vin ca cng ty u l nhng ngi c
trnh ngoi ng kh tt, t tin giao tip vi khch hng do cc cng vic
thc hin rt thun li. Vi i ng nhn vin tr, nng ng c kh nng
ngoi ng Cng ty c phn u t Sao t Vit thc s c im mnh trong
hot ng ny. Tuy nhin cng khng th ph nhn vic thiu kinh nghim
nhng cng khng phi l vn ln v cc thnh vin lun sn sng hc hi
hon thnh tt nht cng vic c giao.
2.3. nh gi v tnh hnh hot ng, im mnh, im yu ca cng ty
2.3.1. iu kin hot ng ca cng ty
- Th trng mc tiu ca cng ty
Hin nay Cng ty c phn u t Sao t Vit ang tp trung vo th
trng chnh l khch hng nc ngoi c nhu cu s dng dch v mi gii
ca cng ty. Trong khch hng thng xuyn nht l khch hng ngi
Nht v Php, do c li th v mi quan h vi cc cng ty Nht, Php nn
lng khch hng hai quc gia ny chim 75% lng khch hng chnh ca
Cng ty c phn u t Sao t Vit .
Mc tiu ca cng ty l thc hin tt cc hp ng ang c t khng
v th ca mnh thu ht thm khch hng mi. Trong giai on 2 cng ty
thc hin m rng hon thin dch v ca mnh to cho Cng ty c phn
u t Sao t Vit mt ci nhn mi. Khch hng s dng dch v t vn,
mi gii BS ca Cng ty c phn u t Sao t Vit tit kim c thi
gian, cng sc v c bo m v cht lng dch v, cng nh cch thc
phc v. Khi khch hng c nhu cu v du lch, gia hn visa, chm sc sc
Thanh Hng
44
GVHD:Hong Hng Giang
khe, tm ngi ni tr. Do iu kin sinh hot trn t khch nn vic

cn tm cho mnh mt ni tin cy y thc nhng cng vic ny l cn thit.
Cng ty c phn u t Sao t Vit nm bt c nhu cu xy
dng cho mnh chin lc kinh doanh mi thu ht khch hng hn.
V ngun cung C phn u t Sao t Vit ang c i ng nhn vin
tm v qun l BS rt hiu qu, bn cnh l vic hp tc vi bn qun l
cc ta nh service
2.3.2. Thc trng hot ng mi gii bt ng sn ti cng ty C phn
u t Sao t Vit
Vi vic hp tc kinh t, vn ha x hi ngy cng m rng gia Vit
Nam v cc nc bn trn th gii. Ngi nc ngoi sang sinh sng v lm
vic ti Vit Nam ngy cng nhiu. Nhu cu tm kim ch l mt nhu cu
cp thit hn na do vic khc bit v ngn ng, vn ha, truyn thng, s
hn ch v thng tin th trng nh t nn nhu cu s dng dch v mi gii
BS ngy cng cao. Mt khc th trng BS ti H Ni hnh thnh v
pht trin mnh m c bit l th trng thu v cho thu. Nm c tnh
hnh thc t trn ban lnh o cng ty thnh lp cng ty C phn u t
Sao t Vit vi mc ch ban u l cung cp dnh v mi gii BS cho
ngi nc ngoi.
Ch mi gn 1 nm hot ng nhng Cng ty c phn u t Sao t
Vit t c cc kt qu kh quan v cho n nay dn khng nh
c v th ca mnhtrong lnh vc kinh doanh dch v BS, c khch
hang v cc i th cnh tranh bit n. Hin nay Cng ty c phn u t Sao
t Vit ang khng ngng u t v trang thit b v ngun nhn lc c o
c, chuyn mn v tm huyt nhm nng cao cht lng sn phm, dch v
cho khch hang. Cng ty c phn u t Sao t Vit nhn c s ng
h ca nhiu khch hng trong v ngoi nc.
Thanh Hng
45
GVHD:Hong Hng Giang
Qu trnh hnh thnh ca Cng ty c phn u t Sao t Vit c th

c chia thnh 2 giai on nh sau:
+ Giai on t khi thnh lp ngy 07/05/2008 n cui nm 2008:
Thi gian ny cng ty tp trung ch yu trn lnh vc mi gii nh v vn
phng cho ngi nc ngoi. Vi i ng nhn vin nng ng chu kh, c o
c ngh nghip va chuyn mn nghip v, cng ty thu c nhng kt qu
ng mng. Ngay t khi mi thnh lp Cng ty c phn u t Sao t Vit
nhanh chng tip cn th trng bng cch chia thnh 2 mi trng im:
1. Tip cn khch hng cung (ch yu l ngi Vit Nam c nh v
chung c cao cp cho ngi nc ngoi thu)
2. Tip cn khch hng cu (l ngi nc ngoi c nhu cu thu nh v
vn phng ti H Ni)
Giai on ny Cng ty c phn u t Sao t Vit tm kim v
qun l c lng khch hng ln, p ng c nhu cu th trng.
Lng nh v vn phng Cng ty c phn u t Sao t Vit qun l
lun sn sang p ng nhu cu ca khch hng thu. Tnh n cui nm 2008
Cng ty c phn u t Sao t Vit k kt c rt nhiu hp ng vi
thi hn thu trn 1 nm mang li doanh thu rt ln cho cng ty. y l kt
qu tt yu ca qu trnh n lc phn u khng ngng ca tt c cc thnh
vin trong Cng ty c phn u t Sao t Vit .
+ Giai on t cui nm 2008 cho n nay:
Bt u sang nm mi 2009 Cng ty c phn u t Sao t Vit
bt tay hp tc vi rt nhiu cc i tc trong nc v quc t m rng lnh
vc kinh doanh cng nh nhm mc ch hon thin v nng cao cht lng
dch v ca mnh. C th:
Trong mt thng v mi gii, cng ty c th ch ly hoa hng mi gii
ca khch bn, cho thu bt ng sn hoc khch mua, thu bt ng sn v
Thanh Hng
46
GVHD:Hong Hng Giang
i khi l ly hoa hng mi gii ca c hai bn.T l hoa hng hin nay cng
ty ang p dng l:
- Mi gii mua - bn bt ng sn di 3 t VN th t l hoa hng l
1% gi tr hp ng.
- Mi gii mua - bn bt ng sn t 3 n 5 t VN th t l hoa hng l
0,7% gi tr hp ng.
- Mi gii mua - bn bt ng sn trn 5 t VN th t l hoa hng l
0,5% gi tr hp ng.
- Mi gii bt ng sn cho thu di 1 nm th t l hoa hng l 80%
tin thu bt ng sn thng u.
- Mi gii bt ng sn cho thu trn 1 nm th t l hoa hng l 100%
tin thu bt ng sn thng u.
Cch thc v thi gian thanh ton tin mi gii s do cng ty v khch
hng tha thun vi nhau. Cng ty s nhn tin mi gii sau khi khch mua
hoc thu thanh ton tin vi ch s hu.
Hot ng mi gii ca cng ty ngy cng c nng cao. T nm 2008
n nay cng ty thc hin c trn 15 v hot ng mi gii. em li li
nhun khng nh cho cng ty.
Vi nhng thnh tu cng ty khng ngng nng cao cht lng
dch v ca mnh p ng nhu cu ngy cng thit yu ca khch hng.
Tnh n thi im ny li nhun m cng ty thu c t hot ng mi
gii khong 740.000.000 triu ng. y l mt thnh qu ng ghi nhn ca
cng ty nhng bn cnh cng ty cn nng cao cht lng hot ng ca
mnh tt hn cng ty c th ng vng trn th trng BS Vit Nam.
Kt hp vi vic cho thu li BS, vic cung cp dch v m rng s to
thnh mt dch v mang tnh cht trn gi em li s thun tin v tit kim
Thanh Hng
47
GVHD:Hong Hng Giang
thi gian cho khch hng. y l hng pht trin mang tnh cht t ph
cho hot ng ca cng ty trong thi gian ti y.
Mt khc Cng ty c phn u t Sao t Vit cn m rng quy m
u t sang lnh vc u t xy dng BS vi mc tiu ch yu l cho ngi
nc ngoi thu v mua li. y l mt hot ng i hi kinh nghim v
lng vn ln nn Cng ty c phn u t Sao t Vit ang xem xt rt
thn trng. . Tuy nhin hin nay cn thiu nhn lc c kinh nghim do vy
trc mt Cng ty c phn u t Sao t Vit k kt hp tc vi 1 cng
ty xy dng Hi Dng c vn gp lin doanh vi nc ngoi v thc
tuyn dng v o to nhn lc c kinh nghim trong lnh vc ny. Cng ty
c phn u t Sao t Vit d nh s trin khai hot ng ny vo cui
qu III nm 2009.
2.3.3. Qu trnh tin hnh hot ng mi gii cho thu ti cng ty C
phn u t Sao t Vit
2.3.3.1. Tm thng tin v cc BS c nhu cu cho thu trn th trng
thc hin khu ny, cc nhn vin pht trin th trng( nhn vin
kinh doanh) c th thng qua nhiu cch:
- C th tm thng tin trn cc trang qung co trn mng nh:
muaban.net, dantri.com, vnexpress.net, rongbay.com, hoc vo google v g
vo nh, cn h cn cho thu ti cc khu th nh: Trung Ha- Nhn Chnh,
Ciputra,Cc trang ny u ng thng tin v cc BS cn cho thu. Cc
nhn vin cn nhn nh u l nhng BS c chnh ch ng tin, u l
cc BS c cc cng ty mi gii khc ng qung co.Cc BS do ch s
hu ng tin c xc nh s c ghi vo danh sch ring, cc BS do cc
cng ty BS khc ng th b qua v l qua trung gian hoc mi gii. Thng
th cc BS do ch s hu ng tin bao gi cng c a ch, s in thoi
Thanh Hng
48
GVHD:Hong Hng Giang
lin lc c th ca ch nh, cn qua trung gian hoc qua cng ty mi gii

khc s khng c a ch s nh, cn h c th m ch c s in thoi lin
lc.
Sau khi phn on c cc BS ny l do ch s hu hay cng ty mi
gii( trung gian) ng tin th cc BS ny s c kim tra li bng cch cc
nhn vin s gi in thoi c cung cp trn ni dung qung co. Vic
kim tra ny gip xc nh chnh xc u l BS do ch s hu ng tin, u
l cc BS qua trung gian khc.
Vi cc BS thuc chnh ch s c c cc thng tin v BS nh din
tch, s phng, c, ni tht, gi c ca BS m ch s hu mun c c
t vic cho thu BS bn cnh s in thoi lin lc v a ch c th.
C nhng BS c ch s hu ng tin v h khng mun thng qua
nh mi gii, v vy thng qua gi in thoi, nh mi gii c th thuyt phc
ch s hu s dng dch v ca mnh thay v t thc hin giao dch. Trong
vic ny i hi nh mi gii phi thuyt phc kho lo cho khch hng
thy c nhng li ch ca vic s dng nh mi gii nh: qua mi gii th
ch s hu s tm c khch thu tt hn, ng tin cy hn. Vic s dng
dch v mi gii s gip vic cho thu BS nhanh hn, ch s hu s khng
b mt li nhun do BS b b trng. Nh cung cp dch v s gip ch s
hu cc vn lin quan v mt php l nh: son tho cc bn hp ng,
cc bn cam kt gia cc bn, ng ra gii quyt cc vng mc, tranh chp
gia hai pha khch hng trong phm vi trch nhim ca mnh. Nhng thc t
hot ng ca cng ty th khng phi bao gi cng c th thuyt phc c
ch s hu ca cc BS c ng tin bi chnh ch s hu s dng dch v
mi gii ca cng ty.
Vi nhng BS c s ng ca ch s hu chp nhn s dng
dch v mi gii ca mnh, cng ty s tin hnh hen thi gian vi ch nh
Thanh Hng
49
GVHD:Hong Hng Giang
kim tra k v BS, chp nh v BS lu gi vo d liu ca cng ty. Mt

s bc nh s c chnh sa i cht a ln trang web ca cng ty
minh ha v qung co cho ngun BS m cng ty ang c.
- Vic tm cc BS cho thu cn c thc hin bng cch cc nhn
vin trc tip i n cc khu chung c, khu th, ri t ri nh: Trung
Ha- Nhn Chnh, lng quc t Thng Long, Ciputra, hay ng qung co
trn mng internet, trn trang web ca cng ty qung co, gii thiu v
cng ty. T cc thng tin v a ch trn cc t ri ch s hu c th gi
in lin lc n cng ty qua h s cho thu BS ca mnh thng qua
dch v mi gii ca cng ty.
T cc thng tin trn, cng ty tin hnh lp h s v BS vi cc thng
tin m t BS cc bc nh nhiu gc , mc gi hp l,..v t sp xp
cc BS theo khu vc, theo mc gi thun tin cho khu vc. Cc BS
cn cho thu lun c sp xp theo cc qun trn a bn thnh ph H Ni
nh: Ty H, Hai B Trng, Hon Kim, ng a, Cu Giy, Thanh Xun,
Ba nh vi s in thoi v a ch lin lc c th ca tng BS.
2.3.3.2. Tm kim khch hng c nhu cu thu
Song song vi vic tm cc BS cho thu l vic tm kim cc cc
khch hng c nhu cu thu BDDS.
Cng ty tin hnh tm khch thu theo cc cch sau:
- Nhn vin marketing tin hnh tm thng tin v cc cng ty du lch, cc
cng ty l hanh, cc i s qun, cc cng ty lin doanh hay cc cng ty nc
ngoi, cc khu cng nghip trn a bn H Ni.
- Thng qua internet v i tng m cng ty khai thc l nhng ngi
nc ngoi c nhu cu thu BS lm nh hoc vn phong giao dch.
- Bn cnh internet cng ty cn tm khch hng thng qua cc tp ch,
sch bo nc ngoi gii thiu v cc doanh nghip nc ngoi ang kinh
Thanh Hng
50
GVHD:Hong Hng Giang
doanh ti Vit Nam. Ti cng ty Cng ty c phn u t Sao t Vit lun

cp nht cun danh b cc cng ty Nht Bn ang lm n ti Vit Nam trong
tp trung vo cc cng ty lm n kinh doanh min Bc v c ngi nc
ngoi mun sng H Ni.
- Mt cch tm khch hng khc cng mang li hiu qu cao l vic
tm kim thc t. Cc nhn vin trc tip n cc cng ty nc ngoi trn a
bn H Ni t vn phng ti cc ta nh ln nh: M3M4 Nguyn Ch Thanh,
Deaha Business Center, Melia L Thng Kit, Vincom,Khi n cc cng
ty ny chng ta s gi th qung co gii thiu cng ty, card visit ca cng ty
mnh cho h thng qua l tn ca cng ty. Bn cnh chng ta cng thu
thp cc thng tin v cc cng ty nh s in thoi, a ch lin lc bi cc
cng ty ny hu ht u c card visit.
- Hoc cc nhn vin kinh doanh s i ri t ri ti cc ta nh, cc khu
nh ( nh lng quc t Thng Long). T nu t ri n tay ngi c
nhu cu th h s lin lc vi cng ty.
- Ngun khch hng ny cn c th c c do vic ng tin trn trang
web ca cng ty hoc qua vic lin kt vi cc vn phng mi gii khc.
T cc thng tin c c, cc nhn vin s thnh lp c mt danh
sch cc cng ty c kh nng tr thnh khch hng tim nng sau s tin
hnh gi in xc nh chnh xc xem cng ty no c khch nc ngoi
hay chuyn gia c nhu cu thu nh ti H Ni, hoc cng ty no c nhu cu
thu vn phng i din, cc c nhn c nhu cu thu, mua bn BS m h
mun v kh nng chi tr ca h. Khi xc nh c cc cng ty c nhu cu,
nhn vin s tin hnh gi e-mail gii thiu c th v cng ty khch hng
nm r hn v lin lc khi cn thit. Trn c s s tin hnh lp danh sch
khch hng tin hnh hot ng.
2.3.3.3.Kt hp hai ngun khch hng
Thanh Hng
51
GVHD:Hong Hng Giang
Sau khi c cc thng tin v khch thu v ch s hu BS, cc nhn

vin s tm nhng BS ph hp vi yu cu ca khch thu. Vi nhng
khch hng xa hoc c yu cu, cng ty s tin hnh gi nh v thng tin v
cc BS qua e-mail cho khch hng tham kho.
iu tip theo cn thc hin l sp xp thi gian gia ch s hu v
khch thu khch thu c th i xem BS. Cc nhn vin kinh doanh s
sp xp, thuyt phc sao cho thi gian hn cc ch s hu BS ni tip nhau
mt khong ph hp khch thu c th i xem BS.
Trong qu trnh thc hin thng v, nhn vin kinh doanh s phi c
gng thuyt phc sao cho c ch s hu v khch thu h cng nhau thng
nht i n im chung v c th k kt hp ng thu BS vi nhau v
thc hin c mc tiu ca nh mi gii l k kt c hp ng mi gii
vi khch hng.
Trong mi thng v mi gii cng ty min ph dch v cho khch thu
BS, ch k hp ng mi gii vi ch s hu. Vi trng hp thi gian thu
di 1 nm thi tin mi gii cng ty nhn c t ch nh s c tnh theo
cng thc:
( tin thu 1 thng nhn vi s thng thu ) v chia cho 12 thng . V d
nu khch thu thi hn 3 thng vi s tin thu 1 thng l 2000$ th cng ty
mi gii s nhn c ph mi gii l: ( 3 thng nhn vi 2000$) v chia 12
thng =500$ t ch nh.
Cn vi trng hp thi hn hp ng trn 1 nm th tin mi gii nhn
c l 100% gi tr tin thu 1 thng ca BS.
Cch thc v thi hn thanh ton tin mi gii do cc nhn vin v ch
s hu tha thun vi nhau. Cng ty s nhn tin sau khi khch thu thanh
ton tin thu vi ch s hu.
Khi hai pha khch hng cng ng thc hin thng v, nhn vin
Thanh Hng
52
GVHD:Hong Hng Giang
mi gii s gip khch hng k kt hp ng thu nh. Trong trng hp

khch thu ng thu BS nhng cha th thu ngay v c hai bn ng
thc hin thng v th nhn vin mi gii s gip cc bn lp giy bin nhn
tin t cc m bo chc chn cc bn s thc hin cc tha thun.
Sau khi hai pha khch hng k hp ng thu BS, nhn vin cng ty s
cng ch s hu k kt hp ng dch v mi gii.
Trong trng hp ngi cho thu cho thu BS cng c th cng ty
s lp bin bn bn giao c cho hai bn khch hng m bo trch
nhim ca bn thu vi bn cho thu v c c thu km.
2.4.Cc hot ng h tr :
Cng ty cng s hng dn v gip ch s hu thc hin cc th tc cn
thit nh khai bo, tm tr tm vng cho khch thu, th tc v an ninh trt
t, phng chy cha chy.
Cc vn pht sinh trong qu trnh thu BS cng s c cng ty gii
quyt theo nhng iu cam kt trong hp ng vi khch hng.
2.5. nh gi v hot ng mi gii ti cng ty C phn u t Sao
t Vit :
2.5.1. u im
Hot ng mi gii BS ti cng ty C phn u t Sao t Vit trong
ch yu l hot ng mi gii cho ngi nc ngoi thu BS lm nh
hoc vn phng i din gp phn hnh thnh v pht trin hot ng mi
gii BS vn cn kh mi m ti Vit Nam.
- Hot ng mi gii ny ca cng ty i hi khng nhiu v vn, c cu
b my cng ty khng cn qu phc tp v vy vic thnh lp cng ty khng
gp kh khn v vn v c cu b my cng ht sc nh nhng v linh hot.
- Cc nhn vin trong cng ty l nhng ngi tr, nhit tnh, tn tnh
gip nhau, thng tho ngoi ng. y l iu ht sc quan trng v cn
Thanh Hng
53
GVHD:Hong Hng Giang
thit i vi mt doanh nghip mi gii. Nh vo iu ny cc nhn vin c

th giao tip vi khch hng nc ngoi mt cch d dng v thun li. Nh
vic m phn v gi c, sa i cc iu khon trong hp ng mi gii,
hp ng thu nh theo yu cu ca khch hng d dng hn.
S thnh tho v ngoi ng v kh nng giao tip tt vi khch hng nc
ngoi gp phn gy dng n tng v hnh nh tt p v cng ty. l mt
cch thc tip th v cng ty rt n gin nhng li em li hiu qu cc k cao.
- Mc d mi bc vo hot ng cha c mt nm k t khi c
thnh lp nhng cng ty t c nhng thnh cng nht nh: thc hin
mi gii thnh cng nhiu thng v, trong c nhiu thng v c gi tr
hp ng ln( nh hp ng thu cn h c gi thu t 2000$- 3000$/ thng
v thu vi hp ng trn 1 nm). Qua to c uy tn v hnh nh tt p
v cng ty, xy dng cho mnh c vng hot ng c th, gi vng c
ngun khch hng cung v khch hng cu n nh, tng bc khng nh
c v th ca cng ty trn mng th trng mi gii BS.
- Kinh t Vit Nam ngy cng pht trin, v vy ngy cng nhiu nh
u t nc ngoi n nc ta lm n, kinh doanh. Do nhu cu tm
kim vn phng, nh ca i tng ny l v cng ln, y c th coi nh
l mt li th ca cng ty pht huy s trng ca mnh trong lnh vc mi
gii BS cho ngi nc ngoi.
- Cng ty thc hin tt dch v hu mi v vy to c n tng tt
vi khch hng, gi c ngun khch hng hin ti v thu ht c nhiu
khch hng mi.
2.5.2. Nhc im
-Cng ty tp trung vo hot ng mi gii thu BS cho khch nc
ngoi trong khi mng mi gii mua bn con t thc hin. Nh vy l cng
Thanh Hng
54
GVHD:Hong Hng Giang
ty b ng mt mng th trng tim nng, iu ny lm nh hng n qu

trnh xy dng hnh nh v mt cng ty mi gii ton din v vng mnh.
- i ng nhn vin tr trung, nng ng nhng cha c nhiu kinh nghim
nn mt s thng v xy ra mu thun gia ch s hu v ngi thu.
- Vic t chc cho nhn vin i hc cc kha o to chng ch mi gii
BS cha t hiu qu bi thc t cc nhn vin ch ng k hc nhng
khng tham gia y cc bui hc.
2.5.3. Nguyn nhn
- Th nht l do qui m cng ty cn nh, tim lc v ti chnh cha
mnh nn cng ty kh c th m nhim tt ng thi cc mng hot ng
ca mi gii BS.
- Th hai: mng mi gii mua bn BS so vi mi gii cho thu phc
tp hn rt nhiu v i hi nhng ngi thc hin phi nm vng cc kin
thc v th trng BS cng nh cc qui nh ca php lut lin quan v i
hi kinh nghim hot ng lu nm.
- Th ba: i ng nhn vin tr nng ng l mt th mnh ca cng ty
nhng ng thi cng l mt hn ch. c th thc hin tt mng mi gii
mua bn cng nh m rng phm vi hot ng ca cng ty i hi cc nhn
vin phi khng ngng n lc hc tp v cp nht, tm hiu nhng din bin
trn th trng lm giu kinh nghim ca mnh.
Thanh Hng
55
GVHD:Hong Hng Giang
CHNG 3
PHNG HNG V GII PHP PHT TRIN
HOT NG MI GII TI CNG TY C PHN
U T SAO T VIT
3.1. Phng hng
Xy dng quy trnh lm vic chuyn nghip.
Gi vng v ngy cng tng tc pht trin trn mi ch tiu: Doanh
s, th phn, nhn lc, gi tr thng hiu.
Pht huy v nng cao th mnh ca mnh pht trin hn na v vng
mnh cnh tranh vi cc i th cnh tranh trong giai on hi nhp ny.
- Tr thnh mt cng ty mi gii BS c uy tn v thng hiu khng
ch H Ni m c trn c nc.
3.2. Mt s gii php ch yu nhm pht trin hot ng mi gii
BS ti cng ty C phn u t Sao t Vit
Qua thi gian tm hiu v qu trnh hnh thnh, pht trin v tnh hnh
hot ng ca cng ty C phn u t Sao t Vit , em xin xut mt vi
kin vi mong mun gp phn hon thin hot ng mi gii ti cng ty ni
ring v hot ng mi gii trn th trng BS ni chung.
3.2.1. Hon thin chin lc v mi gii mua bn
Cng ty cn xy dng chin lc c th cho mng hot ng mi gii
mua bn BS v m rng sang khai thc c i tng khch hng trong
nc. V theo qui nh, ngi nc ngoi v Vit kiu c th mua v s
hu nh Vit Nam, do mi gii mua bn BS cho nhng i tng ny
cng l mt mng th trng y tim nng.
Thanh Hng
56
GVHD:Hong Hng Giang
Cng ty cn tin hnh nghin cu th trng BS, cc qui nh mi ca Nh

nc lin quan n BS, mi gii BS. Cn nm bt thng tin v cc d n mi
c chnh sch u t kp thi, to ra li th so vi cc doanh nghip khc.
Bn cnh cng ty cng cn tin hnh o to v b sung nhng kin
thc cn thit tin hnh thc hin mi gii mua bn v c th tham kho
hot ng ca cc cng ty kinh doanh BS khc thnh cng trong lnh vc
ny, c th hp tc vi h thc hin mt s thng v xc nh c cch
thc thc hin ph hp cho ng li hot ng ca cng ty sau ny.
3.2.2. Nng cao vai tr qun l ca Nh nc
Hot ng mi gii BS trn th trng Vit Nam mi hnh thnh, h
thng php lut cha hon thin v vy cch thc thc hin v cc vn bn,
giy t m cc cng ty mi gii s dng cn cha thng nht vi nhau v
cha theo mt qui chun chung. iu ny s nh hng n vic nng cao
tnh chuyn nghip ca hot ng mi gii v s gy kh khn khi gii quyt
cc vn pht sinh sau ny. V vy Nh nc v cc c quan hu quan cn
nhanh chng b sung v hon thin cc qui nh cho hot ng mi gii
to ra hnh lang php l hon thin, cc cng ty mi gii tun theo v to
thun li trong vic gii quyt cc vn khc mc.
3.2.3. Lin kt vi cc cng ty mi gii BS khc
Cng ty cn lin kt vi cc cng ty mi gii BS khc trn a bn H
Ni c th tn ti v pht trin c trn th trng cnh tranh y khc
lit, nht l ngy cng c nhiu cng ty mi gii BS c thnh lp, k c
cc cng ty mi gii BS cho ngi nc ngoi.
Vic lin kt ny khng nhng gip cng ty c thm li nhun t vic c
thm c nhiu hp ng m cn m rng mi quan h lm n vi khng
ch cc khch hng v cn vi c cc i tc mi gii khc, to ra v th vng
chc ca cng ty trong lnh vc mi gii BS.
Thanh Hng
57
GVHD:Hong Hng Giang
3.2.4. Tham gia cc hip hi ngh nghip

Vic tham gia cc hip hi ngh nghip, cc t chc mi gii trong lnh
vc BS s gip cng ty hc hi c kinh nghim, nh gi c nhng
kh khn, thun li cng nh nhng im mnh, im yu ca cng ty
gip cng ty nh hng ng n cho nhng bc i ca mnh sau ny. Vic
tham gia vo cc din n, cc hip hi, t chc mi gii cn gip cng ty m
rng thm nhiu mi quan h lm n, gp g c nhiu i tc, chia s v
cng nhau bn gii php y mnh pht trin hot ng mi gii.
3.2.5. o to, nng cao cht lng ngun nhn lc
o to, nng cao cht lng i ng nhn vin khng ch gii v kin
thc mi gii m cn gii c v kinh nghim, k nng phn tch cc iu kin
thun li cng nh kh khn do yu t khch quan ca th trng BS, ca
nn kinh t mang li, gip cng ty c th kp thi nm bt c cc c hi
kinh doanh, tng bc nng cao uy tn v danh ting trn hot ng mi gii
BS.
Ngoi ra, cng ty cng c th tng hoa, qua cho khch hng ca
mnh( l nhng ngi c BS cho thu, ngi m mang li thu nhp cho
chng ta) vo nhng dp: ngy sinh ca h hay vo ngy h k hp ng mi
gii vi chng ta. Vi khch thu chng ta cng lm tng t nhng vi
trng hp l khch thu c thi gian di Vit Nam. Lm c nh vy, h
s tin tng v gn b vi dch v ca chng ta v c th h s gii thiu cho
ngi thn s dng dch v ca chng ta, nu c nh vy th y s l mt
cch qung co tuyt vi cho cng ty.
Thanh Hng
58
GVHD:Hong Hng Giang
KT LUN
Th trng bt ng sn Vit Nam c hnh thnh t nm 1993, sau khi
lut t ai cho php chuyn nhng quyn s dng t. n nay tri qua 15
nm tn ti v pht trin, th trng bt ng sn Vit Nam t c
nhng thnh tu to ln, ng gp ln vo s pht trin nn kinh t, thu ht
ngy cng nhiu ngun lc.
Cng vi s pht trin ca th trng BS l s pht trin ca hot ng
mi gii BS. Hot ng mi gii BS tuy thi gian hnh thnh v pht trin
cha lu song n cng t c nhiu thnh cng v ng gp chung v s
pht trin ca th trng BS Vit Nam. N khng ch gip ngi c BS d
dng tip cn vi nhiu khch hng m cn c th la chn khch hng ph
hp vi mc gi ca BS a ra, bn cnh th khch hng cng d dng
la chn nhng BS ph hp vi mnh m khng cn mt qu nhiu thi
gian v mi trnh t, th tc u c cng ty mi gii hng dn, gii
quyt.
Tuy ch thc tp ti cng ty Cng ty c phn u t Sao t Vit trong
mt thi gian ngn nhng em cng hc hi v tch ly thm c nhiu
kinh nghim trong lnh vc mi gii BS, nht l mi gii BS cho ngi
nc ngoi.
Em tin rng vi ng li, hng i ng n ca mnh th nht nh
cng ty Cng ty c phn u t Sao t Vit s cn gt hi c nhiu
thnh cng hn na trong tng lai, ng gp vo s pht trin ca hot ng
mi gii BS cng nh ca th trng BS Vit Nam.
Trong qu trnh nghin cu chuyn , em khng trnh khi nhng
thiu st, em knh mong c gp chuyn ca em c hon thin hn.
Em xin cm n c!
Thanh Hng
59
GVHD:Hong Hng Giang
DANH MC TI LIU THAM KHO

1. Bi ging mn: Mi gii bt ng sn.
2. Ti liu mn: Mi gii bt ng sn.
3. Ti liu mn : Th trng bt ng sn
4. Tp ch : Nh v t.
5. Mng Internet.
6. Ti liu ca cng ty Cng ty c phn u t Sao t Vit .
Cc ngun thng tin khc.
Thanh Hng

GVHD:Hong Hng Giang
PH LC
Thanh Hng

GVHD:Hong Hng Giang
Ph lc 1: Hp ng mi gii bt ng sn
Cng ho x hi ch ngha vit nam
c lp - T do - Hnh phc
----- vw ----H ni, ngy..thng.nm 200..
Hp ng mi gii bt ng sn
Cn c Lut Dn s nm 2005;
Cn c lut kinh doanh bt ng sn nm 2006;
Cn c Ngh nh 153/NDCP/ 2006 ca chnh ph v hng dn thi
hnh lut kinh doanh bt ng sn;
Cn c vo nhu cu v kh nng v li ch ca hai bn;
Chng ti gm:
Bn Mi gii :(c gi l Bn A)
CNG TY C PHN U T SAO T VIT
a ch: Tng 1 - to nh E3B Khu th Yn Ho - Cu Giy - H Ni
in thoi:
Fax:
04 2758178
04 2758179
Email: Cng ty c phn u t Sao t Vit @ vnhome.com.vn

Website: www.vnhome.com.vn
Lnh vc hot ng chnh: Cung cp cc dch v kinh doanh bt ng
sn nh: Nh, cn h, chung c, cao c vn phng, showroom cho ngi
nc ngoi thu ti Vit Nam.
Giy ng k kinh doanh s: 0102034573 S KH & T Tp H Ni
Ti khon ngn hng s 0011002565273 (VN)/0011372565292 (USD)
ti Ngn Hng Ngoi Thng Vit Nam (VIETCOMBANK) M s thu:
0102741913
Thanh Hng

GVHD:Hong Hng Giang
i din Cng ty: ng Nguyn Vn Cn

Chc v: Gim c Cng ty
Bn cho thu nh (c gi l Bn B)
ng/B:
a ch:
in thoi :
S CMT:
Ngy cp: Chc v:
Sau khi m phn chi tit, cc bn i n s tho thun hp tc. Cc bn

c v hiu
cc iu khon c trong hp ng vi cc ni dung chnh sau y:
I: iu khon chung
1. Muc tiu hp tc
- Hai bn cng c quan h hp tc bnh ng trn c s hai bn cng c li;
2. i tng ca hp tc
- Bn A cung cp Khch hng thu nh cho Bn B v Bn B cung cp
Nh, cc dch v km theo trn c s tha thun ca Khch hng vi Bn B;
II: Trch nhim ca mi bn
1. Trch nhim Bn A
- Bn A c trch nhim cung cp khch hng thu nh cho Bn B theo
mc gi th trng hoc mc gi do Bn B a ra;
2. Trch nhim Bn B
- Bn B c trch nhim thanh ton tin ph dch v mi gii:
Vi Hp ng thu nh c thi hn t 1 nm tr ln: Tin ph mi gii
01 thng tin nh.
Thanh Hng

GVHD:Hong Hng Giang
- Thi hn thanh ton: Bn B c trch nhim thanh ton cho Bn A Ph

mi gii trn vo thi im Khch hng thanh ton tin thu nh. S tin ny
c thanh ton thnh.....................ln vi gi tr mi ln thanh ton l
...........................USD (VN)
III: Hiu lc hp ng
Hp ng ny c hiu lc k t ngy k; Hai Bn c trch nhim thc
hin cc iu khon ca
Hp ng ny.
Hp ng nygm 02 trang c lp thnh 02 bn mi bn gi mt bn
c gi tr php l nh nhau thc hin
i din bn B
i din bn A
Thanh Hng

GVHD:Hong Hng Giang
Ph lc 2: Hp ng thu nh
SOCIALIST REPUBLIC OF
CNG HA X HI CH NGHA
VIETNAM
VIT NAM
Independence Freedom Happiness
c lp - T do - Hnh phc
**********
**********
HOUSE LEASE CONTRACT
HP NG THU NH
Between / Gia
The Lessor:
Bn Cho Thu:
..............................................................
.....................................................................
.............
.............
Who are the legal owner of the L ngi s hu hp php cn h ti tng

premises at:
.........................................., H ni, Vit
..........................................Hanoi,
nam
Vietnam
H khu thng tr: ..................................
Permanent Residence Address:
.................................................., H Ni
..............................................., Hanoi
ID
Number
CMND:
......
cp
..........issued ngy: ......./......./..............
date: ....../....../........
in thoi lin h:..............................
Mobile: .................................................
...
And / V
Thanh Hng

GVHD:Hong Hng Giang
The Lessee:
Bn Thu:
Mr/ Ms: ...............................
ng/b: ..................................
Passport number: ...........................
S h chiu: .................
Visa number.................... Nationality: S visa: .........................................

Mobile: ...................
Quc tch: ....................................
Mobile: .............................................
Herein jointly referred to as the Parties
Di y c gi l Cc Bn
The Parties have agreed upon the lease Cc Bn tho thun k hp ng thu
contract for use as residence of the cn h vi mc ch ti tng ........
apartment at.......................
.........................., H ni, Vit nam
..., Hanoi, Vietnam
Bn Cho Thu s bn giao cho Bn Thu
The Lessor will hand over the premises with ton quyn s dng cn h vi c v
furnishings and equipment listed in the trang thit b trong tnh trng tt, c lit
attached Appendix which the Lessee is k nh km trong ph lc vi cc iu
entitled to use, in good condition and khon v ni dung nh sau:
working order.
Rent
Gi thu
The Rent is ............ USD per calendar Gi thu l ............ USD/thng.
month
Gi thu nh bao gm:
The rent is included:
The rent is exclusive
Lease Term
Gi thu nh khng bao gm

Thi hn thu
The Term of the Lease is for ....... months
Thi hn ca hp ng thu l: ....... thng
Commencing on: ......./....../2009
Ngy Bt u: ngy ......thng ..... nm 2009
Thanh Hng

GVHD:Hong Hng Giang
And Expiring on: ......./......./20...
V Ngy Ht Hn: ngy ..thng .... nm 20....
Extension Option
Yu cu gia hn
After this Lease has expired, the Lessee Sau khi hp ng thu ht thi hn, Bn
has the option to renew this contract for a Thu c th gia hn hp ng vi tin thu
further
period;
the
rent
shall
be s c tho thun li da trn gi th
renegotiated for the renewal period based trng v tnh trng ca cn nh ti thi
on the market price and the Premises im .
conditions at that time.
Method of Rental Payment
Phng thc thanh ton:
In cash and in U.S. dollars or equivalent Bng tin mt v tin thu c thanh ton
in Vietnamese dong, based on the bng tin la M hoc tng ng vi
USD/VND exchange rate quoted by ng Vit Nam cn c trn t gi ngoi hi
Vietcombank on the date that the gia la M/ng Vit Nam ca Ngn
payment is made.
hng Vietcombank vo thi im thanh ton.
The rent will be paid quarterly in Bn Thu s thanh ton trc Tin Thu
advance by the Lessee to the lessor within hng qu cho Bn Cho Thu. trong vng 10
the first 10 days of the first month.
5
ngy u ca thng thanh ton
Security Deposit
Tin t cc
The Lessee will pay to the Lessor 1 Bn Thu s thanh ton cho Bn cho Thu
month
rental
as
Security
Deposit, tin
amounting to USD .......... (In word: thu:

United States Dollar .................................
cc,
tr
............
gi
thng
USD
tin
(Bng
ch: .................................................. la
........................... ), upon signing of the M chn) sau khi Bn Hp ng c k

Contract. The Security Deposit shall be kt.. Bn cho Thu s hon tr li tin t
returned by the Lessor to the Lessee cc cho Bn Thu trong vng 1 tun k t
within 1 week upon termination of the khi chm dt Hp ng Thu sau khi khu
Thanh Hng

GVHD:Hong Hng Giang
Lease Contract less any outstanding tr tt c ho n s dng tin ch cha
utilities bills till date of termination.
Both
Parties
mutually
agree
thanh ton cho n ngy chm dt.

to Hai Bn Cam Kt Thc Hin Nhng
undertake the following responsibilities Trch Nhim Di y

A. Responsibilities of the Lessor
A.
Trch Nhim Ca
Bn Cho Thu:
1. To hand over the premises and
equipment listed in appendix attached to 1.
Bn giao nh v trang thit b
the Lessee on the commencement Date of tin nghi c lit k trong ph lc nh km

the Term in good condition and working trong tnh trng hot ng tt cho Bn Thu
order.
vo ngy bt u ca Thi Hn Thu.
2. To guarantee the full and separate use 2.

of the premises by the Lessee.
3. To
promptly
repair
all
Bo m quyn s dng nh
trn vn v ring bit ca Bn Thu.

damages 3.
Sa cha kp thi tt c h
relating to the premises (such as but not hng lin quan n cn nh ( nh, nhng
limited to leakage, floor, foundation, khng gii hn, dt, sn, nn mng, tng
walls and roof, electricity and water v mi, h thng in nc) theo yu cu
systems) as requested by the Lessee ca Bn Thu (ngoi tr nhng h hng do
(except damages caused by misuse or Bn Thu gy ra do vic c hoc s dng
willful misconduct of the lessee or a third sai mc ch ca Bn Thu hoc gy ra bi
party allowed access to the premises).
bn th 3 c cho php vo bi Bn Thu)
4. To apply for and or maintain the 4.

specified
House
registered
with
the
trch
nhim
xin
cp
Leasing
Permit, v/hoc duy tr Giy php cho ngi nc
Hanoi
Housing ngoi thu nh, c ng k vi c quan
Department following Vietnamese law, qun l, theo qui nh ca lut php Vit
for the Lease Period plus any extensions Nam, i vi thi hn thu nh v gia hn
Thanh Hng

GVHD:Hong Hng Giang
exercised
in
accordance
with
this thu nh theo hp ng thu nh. C trch
Contract. To register the temporary nhim thc hin vic ng k tm tr cho

residence of Lessee to the local authority Bn Thu vi chnh quyn a phng theo
in abiding strictly by the Regulations, and ng cc quy nh v cung cp cho Bn
to provide the Lessee with certificate of Thu chng nhn ng k tm tr.
Temporary residence.
5. To be responsible for paying all taxes 5.
related to the lease of the premises.
C trch nhim chi tr mi
khon thu c lin quan ti vic cho thu

nh .
B. Responsibilities of the Lessee
B. Trch nhim ca Bn Thu:
1. To pay the Rent on time.
1. Thanh ton tin thu ng k hn
2. To use the premises for the residential 2. S dng nh ph hp vi mc ch

purpose only and not for any activities v khng cho bt c mc ch no c cho
deemed illegal under the Vietnams laws. l bt hp php theo php lut Vit Nam.
Any repair or renovation, which is needed Bt c vic sa cha hoc ci to cn nh
to satisfy the Lessees own requirements, cho mc ch s dng ca Bn Thu, phi
must be subject to the written consent of c s chp thun bng vn bn ca Bn
the Lessor and must comply with the Cho Thu v phi tun theo nhng qui nh
regulations on the capital construction of v xy dng c bn ca Vit Nam
Vietnam.
3. To be responsible for protecting all his 3. Chu mi trch nhim trong vic bo v
own personal properties. The Lessee ti sn, c c nhn. Chu hon ton
takes full responsibility to give due care trch nhim s dng v bo qun ni tht v
to the apartment and equipment listed in trang thit b trong cn h nh trong Ph
the attached Appendix. In case of any Lc. Chu trch nhim bi thng chi ph
damage, by his fault or a third party sa cha v thay mi cn thit nu nhng
allowed access to the premises, the hng hc v mt mt c gy ra do li c
Thanh Hng

GVHD:Hong Hng Giang
Lessee shall be responsible to compensate ca Bn Thu hoc bi bn th 3 c cho
for the cost of necessary repair or php vo bi Bn Thu (Chp nhn nhng
replacement (normal tear and wear hng hc v hao mn thng thng)
accepted)
4. Tun th cc qui nh v phng chy cha
4. To comply with the regulations on fire chy, cc qui nh chung v v sinh, mi
prevention and the general protection of trng, trt t an ninh trong khu vc c tr.
sanitation,
environment,
order
and
security, within residential areas.

4.
5. Khng c
5. Not to be entitled to transfer this lease chuyn nhng hp ng thu ny hoc

contract or to sublease the premises to khng c cho thu li cn nh cho ngi
another lessee without the prior written khc khi khng c s ng ca bn cho
approval of the Lessor.
thu..
Termination of the Lease Contract
Chm Dt Hp ng Thu
The contract will be terminated without Hp ng thu ny c chm dt v khng

any compensation from any party in the b pht hp ng trong nhng trng hp
following circumstances:
sau:
1. In case the Lessee is expelled from

Vietnam or its investment license is 1. Trong trng hp Bn Thu b trc xut
withdrawn or the occupants of the hoc b thu hi giy php hot ng ti Vit
premises are relocated overseas or other Nam hoc ngi c ng ti cn h chuyn
city, the Security Deposit and unused cng tc ra nc ngoi hoc thnh ph
portion of advance rents shall be returned khc, Bn Cho Thu s hon tr li Bn
to the Lessee by the Lessor (proven by Thu ton b tin t cc v khon tin nh
legal issue from Lessees company). In tr trc cn li cha s dng (c
Thanh Hng

GVHD:Hong Hng Giang
these cases, the Lessee should inform the chng minh bi giy t hp php ca cng
Lessor by notice one month in advance.
ty Bn Thu). Trong trng hp ny Bn

Thu nh phi thng bo trc mt thng
cho bn Cho Thu bng vn bn.
2. In case the premises are to be

demolished under a decision by a duly 2.
Trong trng hp nh cho thu b
authorized body or the License Rooms tho d theo quyt nh ca cc cp c thm

for Rent for Foreigners cannot be quyn hoc Giy php Cho ngi nc
extended for the next term, the Security ngoi thu nh khng c gia hn cho
Deposit and unused portion of advance thi hn k tip, Bn Cho Thu s hon tr
rents shall be returned to the Lessee by li cho Bn Thu tin t cc v s tin thu
the Lessor within 05 days from the date nh tr trc cn li cha s dng trong
of receiving the notice and decision from vng 5 ngy k t ngy nhn c thng
the Government.
bo v quyt nh ca Nh Nc.
3.
Trng hp Bt Kh Khng: Thin
3. In case of Force Majeure (Act of God, tai, l lt, ha hon, chin tranh, Bn Cho
flood, fire, war), the Security Deposit and Thu s hon tr li Bn Thu y ton
unused portion of advance rents shall be b s tin t cc v khon tin thu nh
returned to the Lessee by the Lessor.
8
tr trc cn li cha s dng.
Commitments by both Parties

Cam Kt Ca Hai Bn
1.
Comply the above articles; if 1.
Hai bn tun th cc iu
any party unilaterally terminates this khon nu trn, nu bn no t chm dt
contract, he has to compensate other party hp ng trc thi hn th s phi bi
01 month rental.
thng cho bn cn li gi tr bng 1 thng

tin thu nh.
Thanh Hng

GVHD:Hong Hng Giang
2.
This Lease Contract shall be 2.
Hai bn cam kt thc hin
properly implemented upon execution by ng v y bn hp ng k. Trong

both parties. If there arises any dispute, trng hp c tranh chp hoc 1 bn vi
or either party breaches this contract, both phm hp ng, s vic s c gii quyt
parties will try to amicably settle the qua ho gii v thng lng. Trng hp
dispute. If both parties cannot reach any cc bn khng tm c gii php ha gii
settlement in this contract the matter shall i vi hp ng ny, s vic s c
be brought before the Hanoi Court for chuyn ti To n Thnh Ph H Ni xt
judgment.
3.
x.
Any amendment, annulment or 3.
Mi chnh sa, bi b hoc
change to one or more articles of this thay i mt hay nhiu iu khon ca hp

contract, must be agreed in writing by ng phi c Hai Bn chp thun bng
both Parties.
vn bn.
Hp ng ny c thnh lp thnh hai bn
This contract is made in two (02) copies c cng gi tr nh nhau. Mi Bn gi mt

with equal validity. Each party keeps one bn. Hp ng thu ny c hiu lc k t
copy. The contract is valid from the ngy hp ng c k.
signed date.
Thanh Hng

GVHD:Hong Hng Giang
Ph lc 3:
This contract of Lease is valid from:
Hanoi,............................., 2009
ON BEHALF OF THE LESSOR
ON BEHALF OF THE LESSEE
BN CHO THU
BN THU
CNG TY C PHN U T SAO T VIT CO.,LTD

PROPERTY MANAGEMENT & CONSULTANCY
Foreign communitys housing services
--------------------------------------------------------------------------------------------Head office : Tng 1 - to nh E3B Khu th Yn Ho

- Cu Giy - H Ni
Tel : (84-4) 62758178 Fax : (84-4) 62758179
Hotline : 0919 645 845 (Mr.Trung) Email : Cng ty c phn u t Sao t Vit
@vnhome.com.vn
Web : http://www.vnhome.com.vn
Thanh Hng

GVHD:Hong Hng Giang
GIY BIN NHN TR TIN T THE
DEPOSIT
CC THU NH
LEASING HOUSE
Bn cho thu:
The Lessor :
H v Tn :
Full name :
RECEIPT
FOR
L ch nh i din hp php ca ngi Being is owner or lawful representative of

nh cho thu s :
the lease house no :
CMND s :
ID card No:
cp ngy : / /
ti Cng an
By
Issued on : / /
Police
Bn cho thu nhn tin t cc ngi The Lessor has been received the deposit
nh trn ca:
for leasing the above house from :
Bn thu :
The Lessee:
i din :
Full name :
Quc tch :
Nationality :
S h chiu :
Passort Namber :
Tng s tin :
Total amount :
(Bng ch :
(in word : United State Dollas)
y l s tin t cc m Bn Thu tr This amount of money is the deposit

trc cho thi gian thu nh l : charge of The Lessee pays for .. months
Thng
from / /200 to
/ /200
t ngy : / /200 n ngy / /200
This receipt is made in 02 originals with
Giy bin nhn ny c lp thnh 02 the same content anh legal value. Each
bn , c cng ni dung v gi tr php l. party will keep 01 original
Mi bn gi 01 bn.
Ha noi, date / /2008
H ni, ngy / /2008

Bn cho thu
The Lessor
The Lessee
Bn thu
Thanh Hng

GVHD:Hong Hng Giang
Thanh Hng

GVHD:Hong Hng Giang
Bn lit k trang thit b

Ti ngi nh s 24 - Ng 33B - Ph Phm Ng Lo - Phng Phan Chu
Trinh - Qun Hon Kim - H Ni.
Danh sch cc trang thit b:
TT
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
Tn trang thit b
iu ha nhit
My git
T lnh
Truyn hnh cp
in thoi
Bp Gas + Bnh Gas
Bnh nng lnh (in)
Bnh nng lnh (nng lng mt tri)
Qut trn kiu (km n trang tr)
H thng t bp
Ton b h thng Ca s Euro Window
Rm ca
Sn g
S lng
02
01
01
01 line
01 line
01 set
01 unit
01 unit
01 unit
01 set
Ngun : Cng ty c phn u t Sao t Vit
Thanh Hng

GVHD:Hong Hng Giang
NHN XT CA GIO VIN HNG DN

......................................................................................................
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......................................................................................................
Thanh Hng

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Thực trạng phát triển hoạt động môi giới b&#7

Thực trạng phát triển hoạt động môi giới b&#7