HC VIN CNG NGH BU CHNH VIN THNG

BI GING MN

NGHIP V THNG MI
Ging vin: in thoi: B mn: Nm bin son: TS. Nguyn Hoi Anh 0948555117 Qun tr - Khoa QTKD1 2009
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CHNG 4: TO NGUN V MUA HNG DOANH NGHIP THNG MI

4.1. NGUN HNG V VAI TR CA N TRONG HOT NG KINH DOANH THNG MI.
4.2. NI DUNG CA NGHIP V TO NGUN V MUA HNG DOANH NGHIP THNG MI. 4.3. CC HNH THC THC TO NGUN V MUA HNG DOANH NGHIP THNG MI. 4.4. T CHC V QUN TR NGHIP V TO NGUN V MUA HNG DOANH NGHIP THNG MI.

4.1 NGUN HNG V VAI TR CA N TRONG HOT NG KINH DOANH THNG MI

4.1.1. Khi nim v ngun hng ca doanh nghip thng mi Nhim v c bn, ch yu nht ca doanh nghip thng mi l bo m cung ng cho sn xut v tiu dng nhng hng ha cn thit v s lng, tt v cht lng, kp thi gian yu cu, thun li cho khch hng v phi p ng mt cch thng xuyn lin tc, n nh cc ni cung ng (bn hng). thc hin nhim v c bn, ch yu cc doanh nghip thng mi phi t chc tt cng tc to ngunf hng ca doanh nghip thng mi. Ngun hng ca doanh nghip thng mi l ton b khi lng v c cu hng ha thch hp vi nhu cu ca khch hng v c kh nng mua c trong k k hoch (thng l k hoch nm).
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 c ngun hng tt v n nh, doanh nghip thng mi phi t chc cng tc to ngun. T chc cng tc to ngun v mua hng l ton b nhng hot ng nghip v nhm to ra ngun hng doanh nghip thng mi m bo cung ng y , kp thi , ng b, ng cht lng, quy cch, c loi, mu sc, cho cc nhu cu ca khch hng. C th ni khu quyt nh khi lng hng bn ra v tc hng bn ra ,cng nh tnh n nh v kp thi ca vic cung ng hng ha ca doanh nghip thng mi phn ln ph thuc vo cng tc to ngun hng. Trong iu kin cnh tranh gay gt v s bin ng nhanh, mnh cc nhu cu trn th trng, vic to ngun hng ca doanh nghip thng mi i hi phi nhanh, nhy, phi c tm nhn xa, quan st rng v thy c xu hng pht trin ca nhu cu khch hng. To ngun hng l cng vic phi i trc mt bc, bi l khi c nhu cu ca khch hng xut hin , doanh nghip thng mi phi c hng cc im cung ng p ng cho nhu cu ca khch hng.
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 4.1.2. Phn loi ngun hng ca doanh nghip thng mi

Phn loi ngun hng ca doanh nghip thng mi l vic phn chia, sp xp cc loi hng ha mua c theo cc tiu thc c th, ring bit doanh nghip thng mi c chnh sch,bin php thch hp khai thc ti a li th ca mi loi ngun hng, m bo n nh ngun hng.
Cc ngun hng ca doanh nghip thng mi thng c phn loi da trn cc tiu thc sau :

a) Theo khi lng hng ha mua c. Theo tiu thc ny, ngun hng ca doanh nghip thng mi c chia thnh : - Ngun hng chnh : l ngun hng chim t trng ln nht trong tng khi lng hng ha m doanh nghip thng mi mua c cung ng cho cc khch hn (th trng) trong k. Ngun hng chnh l ngun quyt nh v khi lng hng ha m doanh nghip thng mi s cung ng hng ha ca doanh nghip thng mi nn phi c s quan tm thng xuyn. - Ngun hng ph, mi : y l ngun hng chim t trng nh hn khi lng hng mua c. Khi lng thu mua ca ngun hng ny khng nh hng ln n khi lng hoc doanh s bn ca doanh nghip thng mi.
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Tuy nhin, doanh nghip thng mi cn ch ti kh nng pht trin ca ngun hng ny, nhu cu ca khch hng (th trng) i vi mt hng , cng nh nhng th mnh khc ca n pht trin trong tng lai. Ngun hng tri ni : y l ngun hng trn th trng m doanh nghip thng mi c th mua c do cc n v tiu dng khng dng n hoc do cc n v kinh doanh thng mi khc bn ra. i vi ngun hng ny cn xem xt k cht lng hng ha, gi c hng ha cng nh ngun gc xut x ca hng ha. Nu c nhu cu ca khch hng, doanh nghip thng mi cng c th thu mua tng thm ngun hng cho doanh nghip.

b) Theo ni sn xut ra hng ha. Theo tiu thc ny, ngun hng ca doanh nghip thng mi chia thnh : - Ngun hng ha sn xut trong nc : ngun hng ha sn xut trong nc bao gm tt c cc loi hng ha do cc doanh nghip sn xut t trn lnh th t nc sn xut ra c doanh nghip thng mi mua vo. Ngi ta c th chia ngun hng sn xut trong nc theo ngnh sn xut nh : ngun hng do cc doanh nghip sn xut cng nghip sn xut ra (cng nghip khai thc, cng nghip ch bin, gia cng lp rp, tiu th cng nghip, ) hoc cng nghip trung ng, cng nghip a phng, cng nghip c yu t nc ngoi. Ngun hng do cc doanh nghip nng nghip, lm nghiptrung ng, ng nghip sn xut ra (bao gm doanh nghip quc doanh, hp tc x, cc trang tri v h gia nh,)
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- Ngun hng nhp khu : i vi nhng hng ha trong nc cha c kh nng sn xut hoc c sn xut trong nc cn cha p ng n hu cu tiu dng th phi nhp khu t nc ngoi. Ngun hng nhp khu c th c nhiu loi : t doanh nghip thng mi nhp khu, doanh nghip thng mi nhp khu t cc doanh nghip xut nhp khu chuyn doanh, doanh nghip thng mi nhn hng nhp khu t cc n v thuc tng cng ty ngnh hng, cng ty cp I hoc cng ty m; doanh nghip thng mi nhn i l hoc nhn bn hng tr chm cho cc hng nc ngoi hoc cc doanh nghip xut nhp khu trong nc; doanh nghip thng mi nhn t cc lin doanh , lin kt vi cc hng nc ngoi. Trong phm vi quc gia, ngi ta chia theo ngun u t nh hng nhp t ngun ODA, FDI, ngun vin tr nhn o, ngun phi chnh ph
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- Ngun hng tn kho : ngun hng tn kho l ngun hng cn li ca k trc hin cn tn kho. Ngun hng ny c th l ngun theo k hoch d tr quc gia (d tr ca Chnh Ph) iu ha th trng, ngun hng tn kho ca cc doanh nghip thng mi; ngun hng tn kho cc doanh nghip sn xut kinh doanh (hng sn xut ra v nhp kho ang nm ch tiu th) v cc ngun hng tn kho khc. V d cc doanh nghip tiu dng do thay i nhu cu, do mua nhiu hn nhu cu, do tit kim, thu nht, khai thc doanh nghip thng mi nu bit khai thc, huy ng ngun hng ny cng lm phong ph thm ngun hng ca doanh nghip thng mi v gp phn khai thc , s dng tt cc kh nng v cc ngun tim nng sn c trong nn kinh t quc dn.

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c) Theo iu kin a l : Theo tiu thc ny, ngun hng c phn theo khong cch xa gn t ni khai thc , thu mua t hng v n ni bn hng ca doanh nghip thng mi. iu kin xa gn ch yu lin quan n vic vn chuyn, gia nhn hng ha v t chc b my thu mua chuyn trch. Ngi ta thng chia thnh cc khu vc nh sau : - Theo cc min ca t nc : Min bc (min ni Ty bc, min ni ng bc, min Trung du Bc b, min ng bng Bc b) , min trung (min ni Ty nguyn, trung du duyn hi), min Nam (cc Nam trung b, ng nam b, Ty nam b). Cc vng c c im khc nhau v tiu dng, xa gn khc nhau, giao thng vn ti khc nhau (ng st, ng t, ng hng khng, ng thy)

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- Theo cp tnh, thnh ph : cc th c cng nghip tp trung, c cc trung tm thng mi , c cc sn giao dch , s giao dch v thun li thng tin mua bn hng ha dch v. - Theo cc vng : nng thn, trung du min ni (hi o). Theo cch phn chia ny, doanh nghip thng mi cn ch iu kin sn xut, thu hoch khai thc ngun hng ph hp vi yu cu ca ngi sn xut cng nh trao i hng ha (hng i hng), thanh ton, t chc chn hng, giao nhn

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4.1.3. Vai tr ca ngun hng i vi hot ng kinh doanh ca doanh nghip thng mi a) V tr ca nghip v to ngun hng Trong hot ng kinh doanh thng mi, to ngun hng l khu hot ng nghip v kinh doanh u tin, khu m u cho hot ng lu thng hng ha .(T-H) mua hng l mt hot ng c bn ca kinh doanh thng mi (mua d tr bn ). Nu khng mua c hng hoc mua hng khng p ng c yu cu ca kinh doanh th doanh nghip thng mi khng c hng bn. Nu doanh nghip thng mi mua phi hng xu, hng gi, hng cht liu km hoc mua khng s lng , cht lng hng ha, khng ng thi gian yu cu th doanh nghip thng mi s b ng hng ha, vn lu ng lu chuyn chm, doanh thu khng b p c chi ph doanh nghip s khng c li.

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b) Tc dng ca cng tc to ngun v mua hng i vi hot ng kinh doanh thng mi Cng tc to ngun hng v mua hng lm tt c tc dng tch cc nhiu mt i vi hot ng kinh doanh ca doanh nghip thng mi. Th nht, ngun hng l mt iu kin quan trng ca hot ng kinh doanh. Nu khng c ngun hng doanh nghip thng mi khng th tin hnh kinh doanh c. V vy, doanh nghip thng mi phi ch thch ng n tc dng ca ngun hng v phi bo m cng tc to ngun v mua hng ng v tr ca n v phi p ng y cc yu cu sau : to ngun v mua hng phi ph hp vi nhu cu ca khch hng v s lng hng, cht lng, quy cch, c loi, mu sc v ph hp thi gian v ng ni giao c yu cu; phi m bo ngun hng n nh, vng chc, phong ph v ngy cng tng ln, phi m bo a dng ha ngun hng v ph hp vi xu hng tiu dng ca khch hng, phi m bo s linh hot v i mi ngun hng theo st th trng.
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Th hai, to ngun v mua hng ph hp vi nhu cu khch hng gip cho hot ng kinh doanh ca doanh nghip thng mi tin hnh thun li, kp thi , y mnh c tc lu chuyn hng ha, rt ngn c thi gian lu thng hng ha (T- H- T) ; va to iu kin cho doanh nghip thng mi bn hng nhan, va thu ht c nhiu khch hng , va bo m uy tn vi khch hng, va bo m doanh nghip thng mi thc hin c vic cung ng hng ha lin tc, n nh, khng t on. Th ba, to ngun v mua hng lm tt gip cho hot ng kinh doanh ca doanh nghip thng mi bo m tnh n nh, chc chn, hn ch c s bp bnh; c bit hn ch c tnh trng tha, thiu, hng ng, chm lun chuyn, hng km phm cht, hng khng hp mt , hng khng bn c va gy chm tr, kh khn cho khu d tr v bn hng, va nh hng ti kt qu v hiu qu kinh doanh ca doanh nghip thng mi

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Th t, to ngun v mua hng lm tt cn c tc dng ln gip cho hot ng ti chnh ca doanh nghip thng ma thun li. Thu hi c vn nhanh, c tin b p cc khon chi ph kinh doanh, c li nhun m rng v pht trin kinh doanh, tng thm thu nhp cho ngi lao ng v thc hin y ngha v i vi Nh nc (thu ) v trch nhim x hi ca doanh nghip thng mi.

Cng tc to ngun v mua hng lm tt c tc dng nhiu mt i vi hot ng kinh doanh ca doanh nghip thng mi nh trn phn tch. Hn na, n cn c tc dng tch cc i vi lnh vc sn xut hoc nhp khu (lnh vc ngun hng) m doanh nghip thng mi c quan h.

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V vy i vi doanh nghip thng mi, mun pht trin v m rng kinh doanh , vic m bo ngun hng cht lng tt, c ngun cung ng di do, phong ph, n nh, lu di, gi c phi chng l iu kin quan trng bo m cho s thng tin ca doanh nghip thng mi v v th ca doanh nghip trn thng trng cng nh nng cao uy tn v sc cnh tranh ca doanh nghip thng mi.

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4.2 NI DUNG CA NGHIP V TO NGUN V MUA HNG DOANH NGHIP THNG MI. 4.2.1. S khc nhau gia to ngun v mua hng To ngun hng l ton b cc hnh thc, phng thc, iu kin ca doanh nghip thng mi tc ng n lnh vc sn xut, khai thc, nhp khu to ra ngun hng ph hp vi nhu cu ca khch hng doanh nghip thng mi c ngn hng cung ng y ,kp thi , ng b, ng s lng, cht lng, quy cch, mu m cho khch hng. To ngun hng l hot ng nghip v kinh doanh bao gm nhiu khu : xuy pht t nhu cu hng ha ca khch hng, doanh nghip thng mi nghin cu v tm hiu cc ngun hng c kh nng p ng; doanh nghip thng mi phi ch ng chun b cc ngun lc c th t mnh khai thc, hp tc vi cc i tc, lin doanh, lin kt u t ng trc hoc gip , to iu kin,
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Mua hng l mt hot ng nghip v kinh doanh thng mi ca doanh nghip thng mi, sau khi xem xt cho hng, mu hng, cht lng hng ha, gi c hng ha, doanh nghip thng mi cng n v bn hng tha thun iu kin mua bn, giao nhn, thanh ton tin hng bng hp ng mua bn hng ha hoc trao i hng tin. Mua hng c th l kt qu ca qu trnh to ngun hng ca doanh nghip thng mi, cng c th l kt qu ca qu trnh kho st, tm hiu doanh nghip thng mi. Tuy nhin, hai qu trnh ny lun lung gn b vi nahu v to iu kin doanh nghip thng mi c ngun hng vng chc, phong ph v a dng.

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4.2.2. Ni dung ca nghip v to ngun v mua hng doanh nghip thng mi

To ngun v mua hng c s khc nhau nhng li gn b cht ch vi nhau v mc ch l to c ngun hng vng chc, n nh, ph hp vi nhu cu ca khch hng. V vy, ni dung ca to ngun v mua hng c th bao gm nhng im chnh sau y : - Nghin cu nhu cu mt hng ca khch hng: To ngun v mua hng ca doanh nghip thng mi phi nhm mc ch l tha mn nhu cu ca khch hng, tc l phi bn c hng. Bn hng c nhanh,nhiu, doanh nghip thng mi mi tng c li nhun v s dng vn kinh doanh c hiu qu. V vy, nghin cu nhu cu mt hng ca khch hng v quy cch, c loi, s lng, trng lng, mu sc, thi gian, a im bn hng, gi c hng ha v dch v l vn u tin v ht sc quan trng i vi b phn to ngun v mua hng ca doanh nghip.

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B phn to ngun v mua hng doanh nghip thng mi phi nm c hng c to ngun v mua v nhm tha mn nhu cu ca khch hng no, khi lng, cht lng hng ha m khch hng cn, thi gian, a im cn hng, tnh tin tin ca mt hng doanh nghip ang p ng v xu hng ca khch hng i vi mt hng m doanh nghip thng mi kinh doanh; cc mt hng tin tin hn, hin i hn v hng thay th cng nh s p ng nhu cu trn th trng ca cc i th cnh tranh Ch c th nm chc c cc thng tin trn, vic to ngun v mua hng mi trnh c sai lm v khc phc c hin tng lc hu v cng ngh v kiu dng, hng b ng , chm tiu th, gi cao khng bn c, khng p ng ng thi gian , ng a im

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- Nghin cu th trng ngun hng:

Ngun hng ca doanh nghip thng mi l do cc doanh nghip sn xut cng nghip, tiu th cng nghip , cc doanh nghip nng lm ng nghip, cc trang tri, h gia nh, hp tc x sn xut ra. Ty theo mt hng m doanh nghip thng mikinhdoanh l mt hng t liu sn xut hay t liu tiu dng, kinh doanh chuyn doanh hay kinh doanh tng hp m doanh nghip thng mi phi tm ngun hng t cc doanh nghip sn xut mt hng tng ng t trong nc hoc t nc ngoi (nhp khu). Nghin cu th trng ngun hng doanh nghip thng mi phi nm c kh nng ca cc ngun cung ng loi hng v s lng, cht lng, thi gian v a im (khu vc) ca n v ngun hng.
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- La chn bn hng l khu quyt nh i vi s chc chn v n nh ca ngun hng. Thit lp mi quan h truyn thng, trc tip, lu di vi cc bn hng tin cy l mt trong nhng yu t to c s n nh trong ngun cung ng i vi doanh nghip thng mi. C nhiu phng php nghin cu pht trin th trng, ngun hng, c bit ngun hng mi. Thng qua nghin cu, kho st thc t, thng qua hi ch- trin lm thng mi, thng qua internet, thng qua qung co v xc tin thng mi, thng qua cc trung tm gii thiu hng ha, cc bo ch, tp ch thng mi v chuyn ngnh vic la chn bn hng ty thuc rt ln vo mi quan h truyn thng, tp qun v s pht trin kinh t- thng mi trong nc v nc ngoi.

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- Thit lp mi quan h kinh t - thng mi bng hp ng kinh t mua bn hng ha. Khi la chn i tc ph hp vi yu cu v iu kin ca doanh nghip thng mi th doanh nghip cn thit lp mi quan h kinh t - k thut t chc thng mi vi i tc hai bn hp tc gip ln nhau tha mn yu cu ca mi bn. Yu cu ca bn mua l khi lng, c cu hng mua, cht lng, quy cch, c loi, mu m, mu sc, bao b, ng gi, a im giao hng, thi gian giao hng, gi c hng mya v phng thc thanh ton Yu cu ca bn bn v khi lng v c cu hng bn, cht lng, nguyn ph liu, gi c hng ha, phng thc thanh ton, phng thc giao nhn, kim tra hng ha

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C nhng n v sn xut c iu kin sn xut nh t ai, nh xng, cng nhn nhng khng c nguyn vt liu, ph liu, cng nh mt s iu kin sn xut nh mu m, cng ngh, th trng tiu th, bao b, nu c s hp tc ca i tc th c th to c ngun hng ph hp. Hai bn mua bn cn c d thng tho v k kt c vi nhau bng cc hp ng mua bn hng ha.
Hp ng kinh t mua bn ca mi bn trong mi quan h trao i hng ha.Trong hp ng mua bn hng ha nhng iu khon v tn hng, quy cch k m hiu, nhn hiu, s lng, gi c, phm cht (iu kin k thut), thi gian giao nhn, a im giao nhn, phng thc thanh ton, iu kin vn chuyn, bao gi, bc d l nhng iu khon khng th thiu, hai bn phi c trch nhim thc hin ng hp ng k.
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Doanh nghip thng mi cng cn nghin cu, xc nh r doanh nghip ngun hng l ngi trc tip sn xut kinh doanh hay doanh nghip trung gian, a ch chnh sch tiu th hng ha ca n v ngun hng. Cn c bit ch n cht lng hng ha, tnh tin tin ca mt hng, gi c, thi hn giao hng, phng thc giao nhn, kim tra cht lng, bao gi , vn chuyn, v phng thc thanh ton. Cn phi kim tra k tnh xc thc, uy tn, cht lng ca loi hng v ch hng. i vi cc ngun hng sn xut trong nc, cn phi n tn ni, c s kim tra bng chuyn mn. i vi cc i tc nc ngoi, cn thng qua thng v hoc tham tn thng mi, cc t chc h tr thng mi nh phng thng mi v cng nghip Vit Nam, cc hip hi ngnh hng

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- Kim tra hng ha v thc hin hp ng mua bn hng ha

to s tin tng ln nhau trong mua bn hng ha, hai bn c th cho php kim tra ngay t khi hng ha c sn xut ra, ni ng gi, v cc c s giao hng. Bn mua hng, c th c ngi n ni sn xut xem xt quy trnh cng ngh, cht lng hng ha v quy cch ng gi Vic kim tra ti ni sn xut hoc c s giao hng cho pho hai bn c s tin tng ln nhau trong giao nhn v thanh ton. Vic kim tra cht lng cc c quan kim tra c th ch kim tra xc sut theo mu. Vic thc hin nghim tc cc hp ng mua bn hng ha c k kt l iu kin quan trng nht bo m s y , kp thi v n nh ca ngun hng; ng thi cng gip cho n v sn xut c th trng tiu th vng chc.

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4.2.3. Phng php xc nh khi lng hng cn mua v chn th trng mua bn hng ha - Phng php xc nh khi lng hng cn mua: Xc nh ng khi lng hng cn mua trong k l vn cc k quan trng i vi doanh nghip thng mi. Nu mau qu nhiu, doanh nghip thng mi khng bn c ht, hng ha s b ng, chm tiu th, vn chm thu hi. Nu mua t qu, doanh nghip thng mi s b t qung khng c hng bn, mun c hng ngay th chi ph cho mt l hng b sung thng cao, do doanh nghip s khng c li.

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xc nh khi lng hng cn mua ngi ta dng cng thc : M = Xkh + Dck Ddk y : M = khi lng hng cn mua tnh theo tng loi trong k k k hoch (n v hin vt : tn, m3 ). Xkh = khi lng hng ha bn ra k k hoch tnh theo tng loi (n v hin vt : tn ). Dck = Khi lng hng cn d tr cui k k hoch tnh theo tng loi (n v hin vt : tn). Ddk = Khi lng hng d tr cn li u k k hoch (n v hin vt : tn )

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- Phng php chn th trng mua bn hng ha: Khi mua hng cn phi chn th trng mua hng vi gi h nht, trong iu kin cht lng hng ha khng thay i. l mua th trng c nhiu hng ha (hng ha phong ph), mua vo ng ma v thu hoch r,mua khi lng ln (mua bun) v khi bn cn chn th trng bn c gi cao nht, bn nhng ni khan him hng, t hng hoc hng ha ngho nn; bn sm trc v v bn l tc l bn trc tip cho ngi tiu dng.

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Nu gi Py l n gi mua hng ti th trng Y v Px , l n gi bn hng ti th trng X, ta s tnh c TR c th kim c do vic kinh doanh hng ha: TR = (Px Py). Q y, TR ln hay nh ph thuc vo hai yu t : + Chnh lch H = (Px Py) cao hay thp. C 3 trng hp : H = 0, H<0 v H>0. Hai trng hp u ta loi b khng nn mua v gi th trng bn bng gi v thp hn gi th trng mua. Trng hp th ba H>0 ta tnh tip: + H.Q. Sau khi tr chi ph vn chuyn, chi ph tr li tin vay ngn hng (nu khon mua ny phi vay ngn hng);chi ph trt gi (do lm pht); chi ph hao ht ; chi ph qun l, chi ph ng thu v mua bo him, nu thy c li th quyt nh mua. (C th tnh c chi ph cho phng thc thanh ton khon tin hng mua bn). Vic tnh ton cho c mt khi lng hng (Q) cng tng t nh tnh cho mt n v hng ha (nu chi ph trn chia cho n v hng ha phi chu). 31

4.3 CC HNH THC THC TO NGUN V MUA HNG DOANH NGHIP THNG MI. To ngun v mua hng doanh nghip thng mi c nhiu hnh thc khc nhau do c im tnh cht ca cc mt hng ca tng ngnh khc nhau quyt nh. Di y l cc hnh thc to ngun v mua hng ch yu nht :

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4.3.1. Mua theo n t hng v hp ng mua bn hng ha

n t hng (cn gi tt l n hng) l cc nh cc yu cu c th mt hng v s lng, cht lng, quy cch, c loi, mu sc v thi gian giao hng m ngi mua (doanh nghip thng mi) lp v gi cho ngi bn (nh sn xut kinh doanh hoc doanh nghip thng mi khc). c hng ha thch vi khi lng, c cu v ng thi gian yu cu, da vo mi quan h kinh doanh sn c hoc thng qua cho hng ca cc hng sn xut kinh doanh, doanh nghip thng mi sau khi kho st, iu tra, thm d v nh gi cht lng hng ha, doanh nghip thng mi phi lp n hng v t hng vi cc n v c la chn (Doanh nghip sn kinh doanh, doanh nghip xut nhp khu, ) n hng l yu c th mt hng m doanh nghip thng mi cn mua v thi gian cn nhp hng ca doanh nghip. 33

Cc yu cu c th mt hng l tn hng, k m hiu, nhn hiu, quy cch, c loi , mu sc s lng, trng lng theo n v tnh (hin vt, gi tr); theo tiu chun k thut mt hng, cht lng, bao b, gi c, thi gian giao hng m ngi ta khng th nhm ln sang mt hng khc c. Nu cng nhm mt hng c nhiu quy cch, c loi khc nhau th c th lp thnh bn k chi tit tng danh im mt hng vi s lng v thi gian giao hng tng ng. Khi lp n hng cn phi qun trit cc yu cu sau y :

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- La chn mt hng v t mua loi hng ph hp vi nhu cu ca nhu khch hng v s lng , cht lng, quy cch, c loi, mu sc, v thi gian bn x. - Phi nm vng kh nng mt hng c c c th mua c doanh nghip thng mi. - Phi tm hiu k i tc v lng mt hng, trnh tin tin ca mt hng, cng ngh ch to mt hng, gi thnh v gi bn ca i tc v khai thc n mc cao nht kh nng p ng ca n v ngun hng. - Phi yu cu chnh xc s lng, cht lng ca tng im mt hng v thi gian giao hng bi v mi sai st v s lng , cht lng , quy cch , c loi, mu sc u dn n tnh trng tha thiu, ng , chm tiu th v vic khc phc n phi mt thi gian v phi chi ph tn km.
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n hng thng l mt cn c k kt vo hp ng mua bn hng ha. i vi loi hng ha c nhiu quy cch, c loi, mu sc khc nhau th n hng l bn lit k theo danh im mt hng v c km vi hp ng kinh t nh bn ph lc hp ng hai bn k kt v thc hin vic giao nhn hng ha.

Mua hng theo n t hng v hp ng mua bn hng ha l mt hnh thc ch ng, c k hoch trong vic to ngun hng ca doanh nghip thng mi . N bo m s n nh , chc chn cho c ngi sn xut(ngun sn xut) v c n v kinh doanh. N l hnh thc mua bn c s chun b trc, mt hnh thc vn minh , khoa hc. V vy, doanh nghip thng mi cn quan tm, theo di, kim tra, gip v hp tc cht ch vi cc n v ngun hng thc hin ng n hng v hp ng mua bn k kt.
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4.3.2. Mua hng khng theo hp ng mua bn

Trong qu trnh kinh doanh, tm hiu th trng v kho st th trng ngun hng, c nhng loi hng ha doanh nghip thng mi kinh doanh, c nhu cu ca khch hng, gi c phi chng, doanh nghip thng mi c th mua hng khng theo hp ng mua bn k trc. Mua hng theo hnh thc mua bn t on, mua bng quan h hng tin hoc trao i hng hng. y l hnh thc mua bn hng trn th trng, khng c k hoch trc, mua khng thng xuyn, thy r th mua Vi hnh thc mua hng ny, ngi mua hng phi c trnh k thut nghip v mua hng thng tho, phi c kinh nghim v phi c bit ch kim tra k mt hng v s lng, cht lng, quy cch, c loi, mu sc, k hn s dng, ph tng m bo hng mua v c th bn c.
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4.3.3. Mua hng qua i l nhng ni tp trung ngun hng, doanh nghip thng mi c th t mng li mua trc tip. nhng ni (khu vc) ngun hng nh l, khng tp trung, khng thng xuyn, doanh nghip thng mi c th mua hng thng qua i l. Ty theo tnh cht k thut v c im ca mt hng thu mua, doanh nghip thng mi c th chn cc i l theo cc hnh thc i l c quyn, i l rng ri, hoc i l la chn. Mua hng qua i l th doanh nghip thng mi khng phi u t c s vt cht, nhng doanh nghip thng mi cn phi gip iu kin vt cht cho i l thc hin vic thu mua v gip hun luyn c v k thut v nghip v. Doanh nghip thng mi phi k kt hp ng vi i l, xc nh r quyn li v trch nhim ca i l. Quyn li v trch nhim ca bn giao i l (doanh nghip thng mi), c bit ch n s lng, cht lng, gi c hng ha thu mua c v tr th lao cho bn i l. 38

4.3.4. Nhn bn hng y thc v bn hng k gi Doanh nghip thng mi c mng li bn hng rng ri, quy m ln hoc c c b phn xut khu hng ha ra nc ngoi, c th nhn bn hng y thc v bn hng k gi. V thc cht, hng y thc v hng k gi l loi hng ha thuc s hu ca n v khc. Cc n v khng c iu kin bn hng cho khch hng nn y thc hoc k gi cho doanh nghip thng mi bn hng cho khch hng. Doanh nghip thng mi bn hng y thc theo hp ng y thc v khi bn c hng c nhn ph y thc. Doanh nghip thng mi bn hng k gi theo iu l nhn hng k gi v khi bn c hng c hng t l ph k gi. Nh vy, khi nhn bn hng y thc hoc bn hng k gi, doanh nghip thng mi c thm cc ngun hng mi, phong ph hn, p ng c nhu cu a dng, nhiu v ca khch hng v tn dng c c s vt cht v lao ng doanh nghip thng mi; ng thi, li ko c nhiu khch hng n vi doanh nghip.
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4.3.5. Lin doanh, lin kt to ngun hng

C nhng doanh nghip sn xut kinh doanh c sn cc c s vt cht, c sn cng nhn nhng do iu kin thiu vn, thiu nguyn vt liu, ph liu, thiu th trng tiu th lm cho doanh nghip khng th nng cao c cht lng v khi lng mt hng sn xut ra. C nhng doanh nghip sn xut kinh doanh v ang to ra nhiu sn phm, nguyn vt liu, nhng li khng c vn, khng c cng ngh ch bin thnh sn phm c th xut khu c.

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y l mt ngun tim nng rt ln cha c khai tc, cn b lng ph Doanh nghip thng mi c th tn dng u th ca mnh v vn, v nguyn vt liu, v cng ngh, v th trng tiu th c th lin doanh, lin kt vi cc doanh nghip sn xut kinh doanh t chc sn xut, to ra ngun hng ln, cht lng tt hn cung ng ra th trng. Lin doanh lin kt bo m li ch ca c hai bn. Bng hp ng lin kt hoc xy dng thnh x nghip lin doanh, hai bn cng gp vn, gp sc theo nguyn tc c li cng hng, l cng chu theo iu l doanh nghip.

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4.3.6. Gia cng t hng v bn nguyn liu thu mua thnh phm Gia cng t hng l hnh thc bn t gia cng c nguyn vt liu giao cho bn nhn gia cng thc hin vic gia cng hng ha theo yu cu v giao hng cho bn t gia cng. Bn nhn gia cng c hng ph gia cng. Bn t gia cng c hng ha bn cho khch hng trn th trng. Ni dung ca gia cng t hng trong thng mi gm : sn xut, ch bin, ch tc, sa cha ti ch, lp rp, phn loi, ng gi hng ha theo yu cu v bng nguyn liu, vt liu ca bn t gia cng (iu 129 Lut Thng Mi). Gia cng t hng l mt hnh thc to ngun hng ca doanh nghip thng mi. Doanh nghip thng mi c tin hnh gia cng t hng th doanh nghip thng mi mi c ngun hng ph hp vi yu cu ca th trng v mi m bo kinh doanh c hiu qu. Thng thng, vic gia cng t hng c thc hin bng hp ng gia cng.
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Hp ng gia cng xc nh quyn v ngha v ca bn t gia cng, quyn v ngha v ca bn nhn gia cng. Hai bn phi thc hin y cc quyn v ngha v theo hp ng k. Bn nguyn vt liu v thu mua thnh phm l hnh thc to ngun hng ch ng hn ca ngi sn xut (ngun hng).Ngi sn xut mua nguyn vt liu v ch ng tin hnh sn xut ra hng ha v k hp ng bn hng ha cho ngi bn nguyn vt liu cho mnh. Quan h gia bn nguyn liu v thu mua thnh phm vn c, nhng c s c lp hn gia ngi sn xut v ngi cung ng nguyn vt liu. V cht lng hng ha sn xut ra, mu m, mu sc, quy cch u do ngi sn xut phi chu trch nhim, ngi mua ch mua nhng hng ha tiu chun k thut, quy cch, mu m, mu sc, theo hp ng mua bn hng ha k. Bn nguyn vt liu v thu mua thnh phm cng phi c xc lp bng hp ng mua bn nguyn vt liu v mua bn hng ha. Vi hnh thc ny, ngi tin hnh sn 43 xut kinh doanh c li hn v c quyn ch ng hn.

4.3.7. T sn xut, khai thc hng ha

ch ng trong t chc to ngun hng, khai thc cc ngun lc v th mnh ca doanh nghip thng mi, cng nh a dng ha hot ng kinh doanh, doanh nghip thng mi c th t t chc cc xng (x nghip) sn xut ra hng ha cung ng cho khch hng. T t chc sn xut ra hng ha, doanh nghip thng mi u t ngun lc vo lnh vc sn xut cung ng, sn xut ra hng ha cung ng cho khch hng. u t vo lnh vc sn xut i hi doanh nghip thng mi cn c ngun vn ln, phi ch trng n cc yu t sn xut k thut cng ngh, nguyn vt liu, ph liu, Doanh nghip thng mi c th bt u t chc nhng xng sn xut nh, sau pht trun nng dn ln quy m trung bnh v ln.

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Doanh nghip thng mi cng c th mua li cc doanh nghip sn xut ngun hng khng c hiu qu, ti c cu v u t thnh x nghip trc thuc to ngun hng cho mnh. Doanh nghip thng mi cng c th t t chc khai thc hng ha p ng cho nhu cu th trng. Khai thc cc ngun ti nguyn thin nhin sn c a phng, nhng vng doanh nghip thng mi hot ng kinh doanh v c iu kin khai thc cho php, doanh nghip thng ma cng s lm phong ph thm ngun hng ca mnh, va tha mn c ti a nhu cu ca khch hng, va thay th c hng nhp khu, va c gi c phi chng v c bit l doanh nghip thng mi ch ng pht trin c ngun hng ca minh. Mt vi v d v vn ny : C doanh nghip cung ng phn bn ha hc cho nng nghip, khi pht hin a phng c dng song b lp hin c ngun phn bn rt ln, doanh nghip thng mi t chc khai thc, ch bin thnh phn vi sinh cung ng cho khch hng.
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Doanh nghip thng mi t chc sn xut dy in, cp in cung ng cho khch hng vi cht lng khng km hng nhp ngoi v gi thnh li thp hn do h c gi bn cho khch hng, c khch hng hoan nghnh. Nh vy, vi doanh nghip thng mi c ngun vn di do, c ngun nguyn vt liu, c cc ngun lc t sn xut, khai thc ngun hng a vo kinh doanh. u t vo sn xut, khai thc th doanh nghip thng mi c ngun hng vng chc, va m bo c li ch ca ngi sn xut, va m bo li ch ca ngi kinh doanh. Doanh nghip thng mi hiu bit sn xut hn. Tuy nhin u t vo sn xut, khai thc, i hi ngun vn ln, vn quay vng vn di, sinh li chm v c bi phi c s hiu bit v cng ngh mi tin tin, hin i v xu hng pht trin ca n.

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4.4 T CHC V QUN TR NGHIP V TO NGUN V MUA HNG DOANH NGHIP THNG MI.

4.4.1 T chc b my nghip v to ngun v mua hng doanh nghip thng mi a) b phn qun tr doanh nghip thng mi. T chc b phn ph trch cng tc to ngun v mua hng ca doanh nghip thng mi l mt trong nhng yu t quan trng nht, quyt nh mi hot ng to ngun hng c t c mc tiu v kt qu nh mong mun hay khng. i vi doanh nghip thng mi, vic quyt nh nhng n hng ln, nhng hp ng mua cc mt hng ch yu, quan trng, c gi tr ln thng do Tng Gim c (Gim c) doanh nghip thng mi quyt nh. V vy, cng tc to ngun v mua hng thng c s quan tm ca Gim c (Tng Gim c) doanh nghip thng mi hoc ph gim c( Ph Tng gim c) ph trch kinh doanh quyt nh.
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Phng k hoch kinh doanh ca doanh nghip thng mi, trong c b phn chc nng to ngun v mua hng (thng gi l b phn thu mua) va l t chc chuyn mn hoch nh chin lc v k hoch mua hng, va l b phn nghip v thc thi v ch o tc nghip cc hot ng to ngun v mua hng ca doanh nghip thng mi. Ty theo quy m v phm vi hot ng ca doanh nghip thng mi ln hay nh, phm vi hot ng rng hay hp, b phn thu mua c t chc theo chuyn mn ha mt hng hoc nhm mt hng, theo khu vc a gii ngun hng. doanh nghip thng mi, vic mua hng t ni bt hn hot ng bn hng. Hot ng bn hng em li doanh thu cho doanh nghip thng mi, em li li nhun cho doanh nghip thng mi v c tin trang tri chi ph kinh doanh, nhng chnh vic to ngun v mua hng mi gp phn to ra li nhun cao hay thp, doanh thu ln hay nh v c tit kim c chi ph kinh doanh ca doanh nghip thng mi nhiu hay t.
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b) T chc mng li thu mua, tit nhn hng ha

T chc hp l mng li thu mua hng ha ph hp vi c im iu kin ngun hng, iu kin sn xut, iu kin vn ti l vn ht sc quan trng c th m bo ngun hng c mua y , kp thi, ng b, ng s lng, cht lng v thi gian cn hng. T chc mng li mua hng c t chc theo nguyn tc chuyn doanh, va m bo tnh chuyn nghip ca h thng, va p ng yu cu cht lng v s lng hng ha, cng nh nhng yu cu v quy cch, mu m, mu sc, cc tiu chun k thut, m thut, v sinh, an ton mi trng, cng nh kp thi i vi cc ngun cung ng sn xut ra.

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Ty theo tnh cht, c im ca loi hng ha, yu cu ca vic thu mua, giao nhn, vn chuyn, phn phi v c im ca ngnh sn xut, doanh nghip thng mi c th t chc mng li thu mua thnh cc trm (thu mua), x nghip (thu mua), kho thu mua. y l mng li trc tip ca doanh nghip thng mi. Cc mng li ny c th c nh (n nh) mt a im hoc c th di ng theo thi gian. i vi hng nhp khu, cc ga, cng u mi, doanh nghip thng mi c th t chc trm (tip nhn), i (tip nhn), kho (tip nhn) nhn hng v phn phi hng ha v cc im bn hng hoc kho d tr hng ha ca doanh nghip thng mi. Mng li thu mua trc tip c t chc nhng ni ngun hng tp trung, nhng ngun hng chnh, vo thi gian thu hoch hng ha (i vi hng ha nng lm hi sn).

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4.4.2. Qun tr nghip v to ngun v mua hng ca doanh nghip thng mi Qun tr nghip v to ngun hng l qu trnh hoch nh, t chc nghin cu ngun hng nhm pht trin ngun hng ph hp vi nhu cu ca khch hng ca doanh nghip thng mi. Qun tr nghip v to ngun hng doanh nghip thng mi c cc ni dung ch yu sau y : a)Hoch nh chin lc v k hoch to ngun v mua hng ca doanh nghip thng mi Doanh nghip thng mi mun c ngun hng n nh, lu di, ph hp vi yu cu ca khch hng cn phi xy dng chin lc ngun hng ca doanh nghip thng mi, cng nh cc k hoch to ngun v mua hng ca doanh nghip thng mi hng nm tin tin, kh thi nhm t chc tt cng tc to ngun v mua hng.
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b) T chc tt h thng thng tin v ngun hng ca doanh nghip thng mi Thng tin v ngun hng, c bit l nhng ngun hng chnh, nhng mt hng quan trng thit yu i vi doanh nghip thng mi v nhng mt hng c gi tr cao m ca nhng i tc ch yu l vn ht sc quan trng i vi doanh nghip thng mi. Doanh nghip thng mi cn t chc tt h thng thng tin t cc n v ngun hng, ni giao nhn hng v doanh nghip thng mi bng cch c i din cc ni, hp tc, chn lc cc cng tc vin, hoc bng cc quan h thng xuyn vi cc n v ngun hng chun b trc ngun hng p ng cho mi nhu cu ca khch hng khng b t on.
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c) T chc tt hot ng to ngun v mua hng doanh nghip thng mi.

Trc ht, b my cn b cng nhn vin lm cng tc to ngun v mua hng phi c tnh chuyn nghip cao, c v trnh k thut, nghip v, bn lnh kinh doanh, nhanh nhy, trung thnh vi doanh nghip thng mi Th hai, xc nh mc tiu, chc nng, nhim v, yu cu i vi mi mt b phn, i vi mi nhm mt hng (hoc mt hng) r rng trn c s xy dng cc ch tiu, tiu chun, nh mc mi ngi, nhm t chc phi hp ch ng, tch cc thc hin chc nng nhim v c phn cng. Th ba, p dng cc bin php kinh t trong hot ng khai thc ngun hng.

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 khuyn khch kp thi hot ng to ngun hng v mua hng ng theo yu cu v cht lng, s lng, gi c, thi gian, a im giao nhn doanh nghip thng mi cn p dng cc bin php kinh t (thng, pht) khuyn khch b phn to ngun v mua hng bng cc phng php nh : khon theo doanh thu s mua hng; khai thc c ngun hng mi, c nhiu trin vng; mua hng v bn c nhanh khng c hng ng, km mt phm cht, hng th phm, hng gi phn b li nhun hp l gia cc n v ngun hng v doanh nghip thng mi, cc bin php kch thch c nhn, t nhm thu mua hng nh mua c nhiu, nhanh, gi c phi chng, hng c cht lng tt, chi ph mua hng gim, mt mt, hao ht, nhm ln thp,

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d) Quyt nh hp tc to ngun, mua hng, cng nh kim tra, theo di, nh gi hot ng to ngun thuc trch nhim ca Ban lnh o doanh nghip thng mi v b phn qun tr mua hng ca doanh nghip thng mi. V vy, hot ng ny cng cn phi tun th cc ni dung chung ca qun tr kinh doanh nh cc hot ng nghip v khc nh qun tr bn hng, qun tr ti chnh, doanh nghip thng mi.

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TM TT CHNG VII 1. Ngun hng v vai tr ca n trong hot ng kinh doanh thng mi. a) Khi nim v ngun hng ca doanh nghip thng mi. b) Phn loi ngun hng ca doanh nghip thng mi. c) Vai tr ca ngun hng i vi hot ng kinh doanh ca doanh nghip thng mi. 2. Ni dung ca nghip v to ngun v mua hng doanh nghip thng mi. a) S khc nhau gia to ngun v mua hng b) Ni dung ca nghip v to ngun v mua hng doanh nghip thng mi. c) Phng php xc nh khi lng hng cn mua v la chn th trng mua bn hng ha.
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3. Cc hnh thc to ngun v mua hng doanh nghip thng mi. a) Mua theo n t hng v hp ng mua bn hng ha. b) Mua hng khng theo hp ng mua bn. c) Mua hng qua i l. d) Nhn bn hng y thc v bn hng k gi. ) Lin doanh, lin kt to ngun hng. e) Gia cng t hng v bn nguyn liu thu mua thnh phm. h) T sn xut, khai thc hng ha. 4. T chc v qun tr nghip v to ngun v mua hng doanh nghip thng mi. a) T chc b my nghip v to ngun v mua hng doanh nghip thng mi. b) Qun tr nghip v to ngun v mua hng ca doanh nghip thng mi.
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CU HI N TP V THO LUN 1. Khi nim v ngun hng, cc loi ngun hng ca doanh nghip thng mi? Mi lin h gia cc tiu thc phn loi ngun hng ? 2. V tr ca nghip v to ngun hng doanh nghip thng mi. Lm tt nghip v ny c tc dng g v lm khng tt nghip v ny c nhng hu qu g ? 3. S khc nhau gia to ngun v mua hng v mi quan h gia to ngun v mua hng? 4. Phn tch nhng ni dung c bn ca nghip v to ngun v mua hng doanh nghip thng mi 5. Phng php xc nh khi lng hng cn mua v la chn th trng mua bn hng ha ? ngha kinh t ca cng thc xc nh?
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 6. Cc hnh thc to ngun v mua hng doanh nghip thng mi ? S khc nhau c bn gia cc hnh thc ? 7. T chc b my nghip v to ngun v mua hng doanh nghip thng mi 8. Khi nim qun tr nghip v to ngun hng v nhng ni dung c bn ca qun tr ngun hng doanh nghip thng mi.

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