Manulife Business Academy

⩍⃧ẛ敨ᳫᶉᵸ宅㛺仁夤
曎ὗ䊫
鑑⽷♧
夤∵Ჾ
⥃ꦖ⾲椚⿻㻜⹡
ẛ敨≝䋄⊈⪤↗

ⴲ䄆

Manulife Business Academy

2 Manulife confidential and proprietary information. Not for distribution.
INTERNAL

♳铭㸛⵱ ♶ざ黠邆衽

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 3 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 犊 Manulife Business Academy
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INTERNAL INTERNAL

♳铭㸛⵱ ᳈奰⩆℅ ħ 㒣㛟

⚛䥨怙堳巏⌧㋂倿 ‡ 㽸㗝濚⟧

ㇽ弰䴫䬰堳䂡 ‡ ᳈奰濣
熄熃熃熃DP 熈熇熈SP

‡ ∆偱濣
熄熃熃SP 熅熆熃SP

‡ ⫍⼭

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 犋 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 6 Manulife Business Academy
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INTERNAL INTERNAL
᳈奰⩆℅ ħ ⟚㛟 㼩娤廁䏝₸⊡
䔹壖唓⫋映 Room C 搾⊡⫋映 Room F 搾⊡⫋映
‡ 㽸㗝㔘

‡ SP SP

‡ ⫍⼭
㉦↓㨢搾濕娤唝∱暽濕⊨⊭䏦Ḛ䲈⻣䏦廒

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 7 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 8 Manulife Business Academy
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INTERNAL INTERNAL

⛯⋋⊈仁夤⩇㉐ 䛒亐宅㑗ㄉ⁈
᳉巇濣
仁夤ὗ⺖濣 www.peak.edu.hk/exam
• ㋸⳴嵩ᶻ壺
• ㊎㒧熄熃⃄拖⃮弒夤⛲濕㚣䗉仁夤ⵥ唝 宺孵濣
¾VTC伵㠫壑䲲⫾
• 弰⃮屃弌熄熈⃄拖仃⫅⟯≹㓭㧟ょ仁䕂宅㛺 ¾⩍⃧

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 9 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 10 Manulife Business Academy
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INTERNAL INTERNAL

AgentSAM IIQE仁夤㳧亐㇅∕ AgentSAM IIQE仁夤㳧亐㇅∕

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 11 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 12 Manulife Business Academy
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INTERNAL INTERNAL
IIQE仁夤㳧亐㇅∕ ẛ敨≝䋄⊈⪤↗ 仁夤塍℅
‡ ⟘曃弶㎅朊
‡ ᳫ冯⫋䀥
‡ 熅⫍㔀
‡ …∵ 熊熈朊⺃曆Ḛ䨒
‡ 熈熆朊 熊熃⊈㛺

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 13 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 14 Manulife Business Academy
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INTERNAL INTERNAL

ẛ敨≝䋄⊈⪤↗  夤朊⃄Ḇ
䦞㧟 㪒悋 朊䖬

䧪Ჾ䦞 杦敨⊈ẛ敨
䧪Ჾ䦞濣杦敨⊈ẛ敨 熄熅 熌
䧪ᵊ䦞濣㮓⹉≝℅ 熄熉 熄熅
䧪᳇䦞濣ẛ敨≝℅ 熆熃 熅熅
䧪▙䦞濣ẛ敨‪⊶䕂᳹堿⅝侻 熌 熊 熄熅 熌朊
䧪ᵒ䦞濣桗㳭ẛ敨㠫䰎㢉 熈 熇
䧪‫‫‬䦞濣ẛ敨㠫塍䩟㙴㢉 熅熄 熄熉
䧪᳁䦞濣伵㠫弑⹵⊈‴ᶔ㗇撚␍朊 熊 熈
䳻㐶 熄熃熃 熊熈

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 15 Manulife Business Academy Manulife Business Academy

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INTERNAL

熄熄熄杦敨(Risk)⿍乧 熄熄熄杦敨(Risk)⿍乧
杦敨⳴Ṅ䕂㸙◦㋋⟯⊭侻㓭濣
杦敨㓭
㸙◦㋋⟯ ⊭ẛ杦敨
僅㸙◦㋋⟯ (a) 孟↗᳈䕂
9
(financial)
㗇撚䕂 (b) 嵩榒᳈䕂
9
᳋䝸⩘⻥
(physical)
(c) ⾃䲐᳈䕂
(emotional) 8
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 17 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 18 Manulife Business Academy
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INTERNAL INTERNAL
 熄熄熅杦敨朜⃣
熄熄熄杦敨(Risk)⿍乧
ẛ敨ᵸẛ敨‪⊶弉䏦杦敨㔀䕂‴ᶔ⋩乧濣
梏暑桅❲

熄㸙◦䕂孟↗⹊㙚 熅≝▞⍊ⸯ暽
⊭ẛ ⊭ẛ
熄㨡◦ㄽẛピ仁〬 犈ヾẛƼ∯敨ƽ
ㄽẛ䕂⊕杦敨孟 ∱廞ノ㋋⟯䕂≝▞ 䯒䭷杦敨 ㅓ㤝杦敨 䄷⩘杦敨 ⚸㗪杦敨
䄧ピᵸ嵩 …敨ẛ⑬ Pure risk Speculative Particular
risk
Fundamental
risk
risk
ⸯ暽㽸㐶巁 ⊕ⸯ暽䕂ᵸ
⊨㗇㋋⟯ ㏴䖈ピ㋋⟯ ⫏䕂ᵸ ᳋壆‴㐶
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 19 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 20 Manulife Business Academy
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INTERNAL INTERNAL

熄熄熅杦敨朜⃣ 熄熄熆杦敨䩟䋄 Risk Management

巁㽸⊭ẛ 巁㽸᳋⊭ẛ

㋋⟯朜⃣
孟↗᳈䕂
⾃䲐᳈䕂 Ἴ嫩
嵩榒᳈䕂
㸙◦
梏暑䮈䏭Ƣ
䯒䭷杦敨 ㅓ㤝杦敨
孟↗⹊㙚 What is
≝▞
䄷⩘杦敨 ⚸㗪杦敨 Risk Management"
⍊ⸯ暽

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 21 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 22 Manulife Business Academy
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INTERNAL INTERNAL

熄熄熆杦敨䩟䋄 Risk Management 熄熄熆杦敨䩟䋄 Risk Management

梏暑䮈䏭 梏暑䮈䏭
䚣娖⊈䛒䤴
执堳⎱ ῄ暑⅓⏟ 䚣娖⊈䛒䤴
娖⃣ 悍⇔ ょ⫋
⅝ẽ憸坴
‡ 杦敨弽​ risk avoidance
㛴⋀
娖⃣ 悍⇔ ょ⫋ ‡ ㋋⟯擰䪂 loss prevention
䯒䭷杦敨 ‡ ㋋⟯攋Ḍ loss reduction ⩇垛储↓
㼏㫲䮹䰯
ㅓ宅/ ‡ 杦敨帇䢹 risk transfer
宺孵ẛ敨 ‡ 杦敨噋宅 risk financing
ㅓ㤝杦敨
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 23 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 24 Manulife Business Academy
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INTERNAL INTERNAL
熄熄熆杦敨䩟䋄 Risk Management 熄熅ẛ敨⅝侻⊈⠻唓
ẛ敨㓭杦敨䩟䋄䕂‴ᳫᲾ䍮 ẛ敨
⚸㗪⅝侻⠻唓 巒Ⅷ⅝侻⠻唓
杦敨帇䢹㤝⃴ 犇 ㎷ᾂ⫯㠫㩆㛪
‡ ỉᵸ䕂㸙◦孟↗㋋⟯ 熅 悏噋㗋↗
熆 ㋋⟯擰䪂⑳㋋⟯攋Ḍ
Î ẛ敨ᵸẛ敨‪⊶
䵘䨘˥㏴⤘㎎∝˦
‡㽸坩ẛ敨ᵸ㊎ṙ孟↗垚῝ 犊ℙ咫 ㉼岮
犋䵺㿆⢅敞 䙣ⰼ

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 25 Manulife Business Academy

Manu ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 26 Manulife Business Academy
Manulife
M lif confidential
fid ti l and
d proprietary information. Not for distribution. Manulife confidential and proprietary information. Not for distribution.
INTERNAL INTERNAL

䧪Ჾ䦞 奰朊䲲亐 D 䧪Ჾ䦞 奰朊䲲亐 B

犇 梏暑⏖Ọ㎶志䂡凮㽂✏㏴⤘㛰旃䙫ᷴ䢡⮁『˛㈧ 犈㛰Ẃガ㲨㦲ㇷ曊怵⎱゙₞䙫ㄆ妡Ə⥩⤘⎢㛲⎲Ə
㋮䙫㽂✏㏴⤘⏖Ọ㘖Ɲ 怀Ẃ梏暑㏴⤘Ɲ
$庒檻ᷱ䙫 $⏖Ọ∐䔏憸按塈憶
%岈⋀ᷱ䙫 %态⸟㘖ᷴ⏖ῄ䙫梏暑
&ガ䶽ᷱ䙫 &ⱓ㖣⟡㜓梏暑
'Ọᷱ⏫柬䙭㘖 'ⱓ㖣㉼㩆梏暑

⊁仁䦞䩾濣 熄熄熄 ⊁仁䦞䩾濣 熄熄熄

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 27 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 28 Manulife Business Academy
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INTERNAL INTERNAL

䧪Ჾ䦞 奰朊䲲亐 B 䧪Ჾ䦞 奰朊䲲亐 C

犉俪ㅕ梏暑㧑⿜㘩ƏỌᷲⓑ柬㘖ᷴ㭊䢡䙫Ƣ 犊Ọᷲⓑ柬㭊䢡✗㎶志䳻䲠梏暑Ƣ
$✏⯍暂䒗⡪ᷲƏḍ杅㈧㛰梏暑✮⏖Ọ∐䔏┭㥔 $㘖⾬䄝⏖ῄ䙫
ῄ暑ῄ暃 䙫㖠⻶ %㘖⾬䄝ᷴ⏖ῄ䙫
%ῄ暑㘖㉾塈梏暑䙫┖ᷧ㌤㔸㖠㲼 &⏖⎾ῄ䙫䧲⺍㮻㉼㩆梏暑䂡檿
&ῄ暑䙫⟡㜓䛕䙫㘖奨㉾塈梏暑㈧䔉䔆䙫岈⋀⽳ '⏖⎾ῄ䙫䧲⺍㮻㉼㩆梏暑䂡ἵ
㞃
'梏暑㋮㭊✏㉦ῄㇽ俪ㅕ㉦ῄ䙫岈䉐ㇽạ庒

⊁仁䦞䩾濣 熄熄熄 熄熄熅D ⊁仁䦞䩾濣熄熄熅DL

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 29 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 30 Manulife Business Academy
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INTERNAL INTERNAL
䧪Ჾ䦞 奰朊䲲亐 B 䧪Ჾ䦞 奰朊䲲亐 C
犋㋰䅎梏暑ㇷ䂡Ṳ⯍䙫⚛憴䧲⺍Ə梏暑⇭桅䂡Ɲ 犌㛰ᷧ䨕梏暑Ə⽯⤁㘩㘖岈䔉ῄ▕Ḕ䙫晋⣽岓ỢƏ
怀䨕梏暑䨘䂡Ɲ
$䳻䲠梏暑⎱䉠⮁梏暑
%䉠⮁梏暑⎱⟡㜓梏暑 $䳻䲠梏暑
&⟡㜓梏暑⎱㉼㩆梏暑 %䉠⮁梏暑
'䳻䲠梏暑⎱㉼㩆梏暑 &⟡㜓梏暑
'Ọᷱ⏫柬䙭㘖

⊁仁䦞䩾濣熄熄熅E ⊁仁䦞䩾濣熄熄熅ELL

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 31 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 32 Manulife Business Academy
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INTERNAL INTERNAL

䧪Ჾ䦞 奰朊䲲亐 B 䧪Ჾ䦞 奰朊䲲亐 B

犍Ọᷲⓑ柬旃㖣˥梏暑䮈䏭˦䙫㎶志㘖㭊䢡䙫Ƣ 犎ῄ暑䙫⟡㜓⥤嘼⊆僤㘖Ɲ
$梏暑䮈䏭⏑ㆰ䔏㖣ῄ暑ạ $㉱梏暑弰䧢䵍ῄ▕㋨㛰ạ
%ῄ暑㘖梏暑䮈䏭⅝Ḕᷧ䒗 %㉱梏暑弰䧢䵍ῄ暑ạ
&梏暑䮈䏭✏执堳㥔䔳凮ῄ暑ạ䙫␒ヶ䛟⏳ &弰䧢梏暑俳峡⎽∐㽋
'ῄ暑ạ凮墒ῄ暑ạ⯴梏暑䙫䏭姊ᷧ凛 '㉼㩆峔⍁

⊁仁䦞䩾濣熄熄熆 ⊁仁䦞䩾濣熄熅D

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 33 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 34 Manulife Business Academy
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INTERNAL INTERNAL

䧪Ჾ䦞 奰朊䲲亐 D

犏Ọᷲⓑ柬ᷴㆰ墒好䂡ῄ暑⯴䤥㛪䙫敺㎌䚱嘼Ɲ
$䂡ᷴ⯸ạ㎷ᾂⰘ㥔㩆㛪
%⌻⊐㏴⤘㎎∝
&ᾪ怙䵺㿆䙣ⰼ
䧪ᵊ䦞 㮓⹉≝℅
'⯴⎾ῄ柬䛕䙫⎾⮚ạ㎷ᾂ岈⋀ᷱ䙫壃℆
熄熉 熄熅朊

⊁仁䦞䩾濣 熄熅E

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 35 Manulife Business Academy Manulife Business Academy

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INTERNAL
熅㮓⹉≝℅ /HJDO3ULQFLSOHV 熅熄熄⋆䯂⩘乧
䛕䙫
⏯䳫 Contract
‡ Ჾỉ◦㮓⹉᳈⊭ⷵ⃴⚵圊䕂−娮
agreement
⋆䯂㮓 ᶡ䋄㮓 ‡ 态⸟㘖䂡ṭ⾅⏍ᷧ㖠⽾∗ㄽ妼
‡⮁侐 promisesㇽㄽ㎒undertakings俳ὃ
‡⮁侐
⇡䙫
‡䨕桅 ‡䔉䔆⎱㫱昷 ‡ 勌⅝Ḕᷧ㖠ᷴ僤ⱌ堳⏯䳫Ə㛰旃ạ
‡K䴇 ‡岓Ợ ⣒⏖Ọ䴉⎽实῝ㇽⷵ⃴⫋㑷⬣圊⋆䯂
‡䴩㭉
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 37 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 38 Manulife Business Academy
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INTERNAL INTERNAL

熅熄熅⋆䯂䣬朜 熅熄熅⋆䯂䣬朜
䫟⑬⋆䯂 ⠏㎘
䄷涜 ƒ 䫟⑬Ʊ⩷㓑壀䦉 䵺䫻丰Ʊ厉䦞⍊ᵢ
D䫟⑬⋆䯂 Simple Contracts ƒ 㗇㐆⻥᳋⊔㬸㑺 ᶖ䙫㛟杉㕮㛟

Eᶣ⠏㎘Deeds⸠ⷍ壀䦉䕂⋆䯂 䄷㩈䕂ㄉ䵊

⻌㣡 ƒ ⏊栔
壀䦉 ƒ ᷴ䵺咲䫇䙫㛟杉⽉⻶
ƒ 堳䂡㎏㖞
ṉ⨎ ῄ暑⏯䳫 ῄ▕ ƒ 弰孺✆✗
ƒ 㒻ῄ
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 39 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 40 Manulife Business Academy
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INTERNAL INTERNAL

熅熄熆⋆䯂 䯞 熅熄熆⋆䯂 䯞濣堿䯂⊈ㄽ䯂
(a) 奨䳫 (Offer) 犒㱹㛰奨䳫Ⱈ㱹㛰⏯䳫犓 堿䯂ᵸ 堿䯂 ⊕堿䯂ᵸ
(b) ㉦䳫 (Acceptance) Offeror Offer Offeree

(c) Ị⃠ (Consideration) 㗇⿍ㅓẛ

䕂Ჾ㑷
ẛ敨ᵸ

(d) 姩䳫䙫堳䂡僤⊂ (Capacity to contract)

(e) ⏯㲼『 (Legality) ⊕堿䯂ᵸ
ᵸ
⊋堿䯂 ㄽ䯂 ㉣䯋
Acceptance
(f) 姩䪲㲼⽲旃ᾩ䙫ヶ⏸ 堿䯂ᵸ
(Intention to create legal relation) ⊋堿䯂
Counter-offer
ὲ⥩Ɲῄ岢 Əῄ▕昷∝ 

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INTERNAL INTERNAL
熅熄熆⋆䯂 䯞 熅熄熆⋆䯂 䯞

ᶡᾷ Consideration 壀䯂䕂圊㽸侻⅙
(Capacity to contract)

ỉᵸ濣姩䪲⏯䳫㮓⹉侻⅙
㏭ᶖẛ孹䕂ㄽ妼
• 䱦䤆拗Ḫ
• 㛒ㆸ⸜

ṛ䀥ẛ⑬㝛㧼 坩ẛ敨ᵸ
ẛ敨ᵸ ‪⊶濣⾬柯✏㲼⽲娘⏖䙫䮫⛴ⅎ敲ⰼ㥔⋀
ᶖ㧼ピ䰤ᵆ垚῝䕂ㄽ妼 ⊕ẛᵸ ᷴ⽾嵬嵱㲼⽲㫱⊂堳Ṳ

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INTERNAL INTERNAL

熅熄熆⋆䯂 䯞 熅熄熆⋆䯂 䯞
䷸⫏ᶹḓᲾ曃 䯞 Î 㗇䷸攵⋆䯂濣
⋆㮓⻥ Legality
1. 㿟㐆䕂 (Void ピ Invalid)⋆䯂
⌻⮁㵰⎱䙫ⅎ⮠⾬柯㘖⏯㲼䙫 • 㿟㮓⹉㐆⅙濕㮓⹉᳈᳋⨖◦
• ẛ敨濣庾▜ẛ孹濘ẛ敨悏
2. ⊭ḽ㿟㐆䕂 (Voidable)⋆䯂
壀䦉㮓⹉撚Ẁ䕂⿍⋏ • 㗇㮓⹉㐆⅙濕䖲傱⊕⬆䕂Ჾ㑷◦⋆䋄㔀摑‥濕ㅈ⋆
䯂塔㽸储壀䦉㔀尵∱⬪㿟㐆
Intention to create legal relation
• ⡀濣弓⊋ẛ⑬㝛ᶴƱ弸㷍悋堿宅㑗ピ㊎ṙ懭奢宅㑗
⏯䳫⋂㑷⾬柯㷬㙗✗塏䤡㛰ヶ 3. ᳋侻ⷵ⃴⚵圊䕂 (Unenforceable)⋆䯂
䵍⭪㲼⽲㔯⊂ • 㿟㮓◦㮓⵫᳈⚵圊濑▞㚎ᵙ堿㬀㗨⩊ノ濒
• ṉ⡀濣㗨䴱䯋∮兯䣃濕⊨斾⩊ノ…∱⊭ⷵ⃴⚵圊

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INTERNAL INTERNAL

熅熄熇⋆䯂䕂䖶⫋⻥ 熅熅ᶡ䋄㮓
ᶡ䋄㮓
ƺ⋆䯂 䧪᳇仃㧈⃧ 㝛ṉƻ
Ƽᶡ䋄ᵸƽᶡ圦 Ƽ⢒壕ᵸƽƼ᳹ᵉᵸƽ
• 䧪᳇仃⥩ⱓ✏⏯䳫Ḕ㓌㑅涜⋋仃Əㇽⱓ⏯䳫Ḕ㗵㕮㇅㓌
䕂㚎朜⃣ᵸ➩Əㇽⱓ䬍⏯⏯䳫Ḕ䙫㓌㑅䄷⩘㊍庮仃Əㇽ
• 婙㢄㬥䗉Ṅ㘖室ᵆ婙䬓ᷰ俬ᷧ柬⃧䖈Ƌ晋杅⏖䔘婙䬓ᷰ ẛ敨ᳫᶉᵸ
俬⼞∝⟞堳㛰旃㢄㬥ḍ杅䪲䳫䔏ヶƌ

䧪᳇仃ṽ⊭ⷵ⃴⚵ ẛ敨ᶡ䋄ᵸ(Agent) ẛ敨䱑䮾(Broker)

圊夰⋆䯂䕂㚎㝛㧼
ᶡ圦ẛ敨ᵸ
ᶡ ᵸ
ᶡ圦坩ẛ敨ᵸ
⊕僅夰㝛㧼㓌䟸䖶⊋䕂ᶹḓ㝛㧼ヾ塍攎 ㅓẛᵸ

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INTERNAL INTERNAL
熅熅ᶡ䋄㮓 熅熅ᶡ䋄㮓
ᶡ䋄㮓䕂㮓⹉≝℅濣 帇ㄽ孪ᶹ
Vicarious Liability

• Ჾ䣬堿⫋ᶔᵸ䕂Ḛ㽸ピ᳋Ḛ㽸ょ孞䕂㮓⹉孪ᶹ
忶怵ᶔᵸ堳Ṳ凮凑ⷘ • ⢒壕ᵸ曆孞尵帇ㄽ孪ᶹ

妑凑⟞堳ḍ䄈⇭∌
坩㗨䈰Ⲱ䈰㉆㧈
圊㽸ヾ䯂㘝

⢒壕ᵸ ᶡ䋄ᵸ
Principal Agent

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INTERNAL INTERNAL

熅熅熄⩘乧 熅熅熅ᶡ䋄撚Ẁ⡀ḓ䏠䏝
⢒壕ᵸ ᶡ䋄撚Ẁ⊭ᶣ廍弌⟘䣬廒⹏䏠䏝濣
Principal
D 态怵⌻字 by agreement
廘弌−娮濣
‡ ⊭ᶣ㓭濘᳋㓭Ჾᶻ⋆䯂濕ピ
‡ 㓌䟸−娮濕ピ
㖽⢒壕ᵸ僅䧪᳇仃
‡ 㗇撚ᵸ➩䕂圊㽸ピ唓❁ᳫ敯⋩今Ṅ
⩇㉐濘⬣圊−娮
ᶡ䋄ᵸ 䧪᳇仃
Agent ⫯壀䦉䕂⋆䯂今墾濕ᶡ䋄ᵸ㗇㧈攎 3rd Party
ᶢ⢒壕ᵸ⊕䯂㘝濑∱濕堿㉣⊕濘䝸奋濒

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INTERNAL INTERNAL

熅熅熅ᶡ䋄撚Ẁ⡀ḓ䏠䏝 熅熅熆ᶡ䋄ᵸ䕂㧈攎
⪤教㧈攎  㓌䟸濑⪤教濒㧈攎⏊栔ㇽ㛟杉㖠⻶
E 忤婴 by ratification  敯⋩濑⪤教濒㧈攎⦻姾ạ䙫堳䂡
• ᶡ䋄ᵸ◦圊ᵉ㔀᳤㗨⊔⹕㉆㧈  圦㓌⋊⿍
• ⢒壕ᵸᵉ⹊䝸奋夰圊↓濕䏠䏝庻㵭⻥䕂㉆㧈 圦映㧈攎  忶怵⢒壕ᵸ⫋䧪᳇仃圦㓌⋊⿍俳䔉䔆䙫
• ⊭廘弌㖶映Ʊ⊡曫ピ圊㽸䨇᳇䣬㑷ⷍ廰圊  㪒⪤教㉆䰤ᶔ䕂㧈攎彂堿⟥
ᶡ䋄ᵸ ⺃堿㧈攎  岈䔉㫱䚱⊕䗾庩⃅䕂∯⩱Ə俳㛰⏍ᷧạ✏怀
J
$JHQW ῲ∯⻣䕂⾃㭿᳉⾬奨堳⊼ 熏ᵸ弑䦉⛲熐
 㱹㛰⎽⽾㗵䤡㫱昷Ə⍢㋨㛰⾬奨㫱昷Əㇷ䂡⺃
㗨⊔⹕㉆㧈 ᵉ⹊䝸奋 堿ᶡ䋄ᵸ
⢒壕ᵸ ᳋⩷⊋⽒  ⭳⅏㱹㛰墒㍯㫱Ἥ⍢䗉᷺䈰㉆㧈
Principal ᶡ䋄㧈  ᷧ刓᳋㗁䏠䏝ᶡ䋄撚ẀƏ晋杅⽳Ὥ墒庻奋
 熏ἅ⩘㎘䣯䕂⢒壕ᵸ䕂圊㽸熐
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INTERNAL INTERNAL
熅熅熆ᶡ䋄ᵸ䕂㧈攎 熅熅熆ᶡ䋄ᵸ䕂㧈攎
D ⯍暂㫱昷 Actual authority 㗵䤡⯍暂㫱昷(Express actual authority)Ɲ
⢒壕ᵸ Ọ⏊栔ㇽ㛟杉㖠⻶㔬ヶ
ᶡ䋄ᵸ
Principal ㍯ṯ䙫⯍暂㫱昷
⢒壕ᵸ⋏ᶡ䋄ᵸ圦㓌 Agent
⋊⿍ᶡ䋄ᵸ㖽‴圊ᵉ
暘␒⯍暂㫱昷(Implied actual authority)Ɲ
⊭ᶣ㓌䟸濘敯⋩㑷ⷍ
䰴⦻姾ạ䙫堳䂡˚曀㖠䙫ẋ㗺怵䧲
ㇽ桅ἣガ㲨䔉䔆

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INTERNAL INTERNAL

熅熅熆ᶡ䋄ᵸ䕂㧈攎 熅熅熆ᶡ䋄ᵸ䕂㧈攎
(b) 圦映㧈攎 Apparent Authority F ⺃堿㧈攎 Authority of Necessity

廍弌⢒壕ᵸ⋏䧪᳇仃圦㓌⋊⿍今䏠䏝 ✏⢒壕ᵸ䕂孟䏠ピ㧈䖈⊕庩⃅䕂∯⩱
䧪᳇仃 俳ᷴ僤⏸ẽ态⠘䙫∯⻣⾃㭿ᴉ᳉ (⊭侻㓭䊼㗇ᶡ䋄ᵸ)
⢒壕ᵸ 3rd Party
Principal ⢒壕ᵸ
ᶡ䋄ᵸ▞㨢⺃堿◮㽸⢒壕ᵸ㉟⊔ ᶡ䋄ᵸ
熆⢒壕ᵸ⊕⋆䯂ヾ䯂㘝 Principal Agent
圊↓濕∱ḽ㭐㗇⊔⹕㓌䟸㧈攎濕
∹ㆿ㗇⺃堿㧈攎Ḛ₸夰䨇圊㽸濕

(2)㚧⥼妿Ṣ妪䩳 ▞今ノ㽸⺃堿ᶡ䋄ᵸ
熄ᶡ䋄ᵸ ⎰䲬ㆾ忚埴Ṍ㖻
ᶡ䋄ᵸ 壀䦉⫋⢒壕ᵸ㗇䯂㘝⅙䕂⋆䯂
◦㭐㗇㉆㧈᳉圊ᵉ
Agent
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INTERNAL INTERNAL

熅熅熆ᶡ䋄ᵸ䕂㧈攎 熅熅熆ᶡ䋄ᵸ䕂㧈攎
G ᳋⩷⊋⽒䕂ᶡ䋄㧈 Agency by estoppel G ᳋⩷⊋⽒䕂ᶡ䋄㧈 Agency by estoppel
ハ㓭;<=䕂
ᶡ䋄ᵸ濕⋊ ⢒壕ᵸ ‡ ᷴ⮠⎴ほ䙫Ị䏭㫱㲼∮ᷧ刓᳋㗁䏠䏝ᶡ䋄撚ẀƏ
⢒壕ᵸ冣 ᶣ墾夜圊㽸圦䟸
Ḟ␄娮ỉ⏯䕂ᵉ⩚ Principal 晋杅Ị䏭ạ䙫堳䂡弌⹊坩庻奋
濕ピ῿壯ᶔᵸ圦䟸濕㨢ᵸ
㓭ᶔ䕂ᶡ䋄ᵸ
ᶡ䋄ᵸ ‡ 僅圦映㧈攎㮓℅ᴉ⃄⃣濣
Agent
ÆÆÆ᳋⹕⋏僅夰ᶡ䋄ᵸ • 塏杉㫱昷㲼∮Ɲ䕝Ị䏭ạ墒⮠娘䛲ἣ㒨㛰
廰圊ᵢ㓑䕂䧪᳇仃⋤⩘夰 㮻⯍暂㍯䵍ẽ䙫㫱昷恫奨⤎䙫㘩 ㆰ䔏
ᶡ䋄ᵸ䕂㧈攎 Ƌ㜓庒ⷙ㛰⯍暂㫱昷ƌ
• ᷴ⮠⎴ほ㲼∮Ɲ䕝㓁䨘Ị䏭ạ⩊…㭐坩㉆
㧈Ἥ⍢墒⮠娘䗉᷺䈰㉆㧈㘩ㆰ䔏

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INTERNAL INTERNAL
2.2.4 ᶡ䋄ᵸ⫋⢒壕ᵸ䕂孪ᶹ
2.2.5 ⢒壕ᵸ⫋ᶡ䋄ᵸ䕂孪ᶹ 熅熅熉䰀㨠ᶡ䋄撚Ẁ
ᶡ䋄ᵸ 孪ᶹ (a) 曀㖠⏳ヶ Mutual Agreement
Agent (b) 㒋択⌻字 Revocation
• 䧤⋆⋆䯂ᳫ㗇撚䰤ᵆ廘䚣ピ垚῝䕂㝛㧼
D弳⹜ D⛯怪
E塨储⚵圊  ⃄ᶡ䋄ᵸ E㏭₸ (c) 怼⎴⌻字 Breach
Fょ㗇䕂姷「⊈ㄾⲥ ⋆䋄㆙傲䕂
G⺞⺁僅奞ẟ F弓⊋孪ᶹ (d) 㭢Ẉ Death
H⛯宪
(e) 䲥䥅挖ṩ Insanity
⢒壕ᵸ (f) 杅㲼⌻字 Illegality
孪ᶹ Principal (g) 㘩昷 Time
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INTERNAL INTERNAL

䧪ᵊ䦞 奰朊䲲亐 B 䧪ᵊ䦞 奰朊䲲亐 A

犇✏䤥ẋ㴢⊼ḔƏ㛲⎲敺䙫㙁棖䳫㛪Ɲ 犈 Ọᷲⓑᷰ柬㛰旃€Ọ㈧㵰⎱ῲạ堳䂡㈧娔
䪲䙫䰈▕⏯䳫䙫媑㗵㘖ᷴ㭊䢡䙫Ƣ
$㘖ᷧỤ㛰㔯䙫⏯䳫 L✏㲼⽲ᷱƏ怀䨕ẋ㗺ᷴ㘖䜆㭊䙫⏯䳫
%✏㲼⽲ᷱᷴ㘖ᷧỤ⼞∝⟞堳䙫⏯䳫 LL怀Ẃ㘖䉠㭱ガ㲨Əḍ⛇㭋䨘䂡˥咲⍗⏯䳫˦
&嵬怵ṳạỌᷱ㈴⏖Ọ䭾㘖⏯䳫 LLL⥩奨㛰㔯Ə怀䨕⏯䳫暏⽳柯Ọ㛟杉㖠⻶塏总
'⾬柯✏曀㖠䰤余ᷲ㈴⏖ㇷ䂡⏯䳫 LY⃿䮈ᷴ㘖Ọ⏊栔塏总ㇽ㛟杉㖠⻶Ə怀䨕⏯䳫
Ẵ㘖㛰㔯䙫
$LLL⎱LLL %L LL⎱LY
&LLLL⎱LY 'LLLLL⎱LY
⊁仁䦞䩾濣熅熄熄 ⊁仁䦞䩾濣熅熄熅

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INTERNAL INTERNAL

䧪ᵊ䦞 奰朊䲲亐 A 䧪ᵊ䦞 奰朊䲲亐 A

犉ᷧỤ⻡字⏯䳫ᷱ䙫奨䳫⯴屈䨘䂡Ɲ 犊 ῄ暑ῄ暃奨㰩㎷⇡⽳Əῄ暑ạ奨㰩⢅⊇ῄ
岢㈴㎌⎾ῄ暑ῄ暃奨㰩Əῄ暑ạ䙫奨㰩✏
$⎾奨䳫ạ
㲼⽲ᷱ䨘䂡Ɲ
%奨䳫ạ
&⻡字ạ $⎴奨䳫
'㜑Ὥ⮉㈝ %䛟⎴䙫奨䳫
&㛰ῄ䕀㉦䳫
'㛰㢄ờ㉦䳫

⊁仁䦞䩾濣熅熄熆D ⊁仁䦞䩾濣熅熄熆E

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INTERNAL INTERNAL
䧪ᵊ䦞 奰朊䲲亐 D 䧪ᵊ䦞 奰朊䲲亐 C
犋 Ọᷲⓑ桅ạ⣒✏姩䳫䙫堳䂡僤⊂㖠杉⏖僤 犌㠠㓁˥Ị䏭㲼˦䙫ㆰ䔏Əῄ暑Ḕ䙫Ị䏭ạ
㛪⎾∗昷∝Ƣ 㘖㋮Ɲ
$䲥䥅挖ṩ $ῄ暑Ị䏭ạⱓ㖣Ị䏭ạƏῄ暑䵺䳧∮ᷴⱓ
%㜑㻦⌨⅒㭙 %ῄ暑䵺䳧ⱓ㖣Ị䏭ạƏῄ暑Ị䏭ạ∮ᷴⱓ
&Ọᷱ$⎱%䙭ᷴ㭊䢡 &ῄ暑䵺䳧⎱ῄ暑Ị䏭ạ⏳ⱓ㖣Ị䏭ạ
'Ọᷱ$⎱%䙭㭊䢡 'ῄ暑䵺䳧⎱ῄ暑Ị䏭ạ✮ᷴⱓ㖣Ị䏭ạ

⊁仁䦞䩾濣熅熄熆G ⊁仁䦞䩾濣熅熅

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INTERNAL INTERNAL

䧪ᵊ䦞 奰朊䲲亐 D 䧪ᵊ䦞 奰朊䲲亐 B

犍 ✏Ị䏭㲼ḔƏ⏖Ọ䔘ᷧῲ㲼⽲⎆∮㧑㋓Ə 犎 ῄ暑Ị䏭ạⱌ堳偞⋀⭰㍹ᷧỤῄ暑㘩Ə
怀⎆∮㘖Ɲ ᾦ曧俪ㅕ⅐Ụ⏯䳫Ə⅝ḔᷧỤ⬿✏㖣ῄ
暑Ị䏭ạ凮㛰旃ῄ 暑ạḲ敺Ə⏍ᷧỤ
$˥孺岞⮝䕀⾪˦
∮⬿✏㖣Ɲ
%˥㛧檿媇Ὲ˦
$ῄ暑Ị䏭ạ凮䬓ᷰ俬Ḳ敺
&˥⦻姾ạ䄈柯⏸Ị䏭ạ岇岓˦
%ῄ暑ạ凮ῄ▕㋨㛰ạḲ敺
'˥忶怵ẽạ堳Ṳ凮凑ⷘ妑凑⟞堳ḍ䄈⇭∌˦
&ῄ暑Ị䏭ạ凮ῄ暑㥔䛊䮈ⰧḲ敺
'ῄ暑ạ凮ῄ暑㥔䛊䮈ⰧḲ敺
⊁仁䦞䩾濣熅熅E ⊁仁䦞䩾濣熅熅熄
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INTERNAL INTERNAL

䧪ᵊ䦞 奰朊䲲亐 C 䧪ᵊ䦞 奰朊䲲亐 C

犏 暽䄝✏堳⊼㘩ḍ㜑䍙㍯㫱ƏἭ⏑奨⦻姾 犇犆 晋ῄ暑Ị䏭⏯䳫⏍⣽㋮㗵Ə⦻姾ạ⾬柯
ạṲ⽳䢡 婴婙堳⊼ƏⰘ⥩⏳䵍ṯᷧ䨕 ℆ếỊ䏭ạỌᷲⓑ柬㔖⇡Ƣ
忤㺖『䙫㍯㫱˛㭋䨕 ガ㲨ᷲ䔉䔆ḲỊ䏭
$ỢἼ䨕桅䙫㔖⇡
旃ᾩ䨘䂡Ɲ
$态怵⌻字 %⋬㋓Ị䏭ạ䙫堳㔦敲㔖䙫㔖⇡
%㗵䤡⌻字 &Ị䏭ạ㛦⦻姾ạ堳Ṳ㘩恐䕝⎱⏯䏭䙫岢䔏
⎱敲㔖
&忤婴
'Ị䏭ạ㛦⦻姾ạ⎽⛅㬥柬䙫犋犆䂡ᷱ昷
'暘␒㍯㫱

⊁仁䦞䩾濣熅熅熅E ⊁仁䦞䩾濣熅熅熈E

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 71 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 72 Manulife Business Academy
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INTERNAL INTERNAL
䧪ᵊ䦞 奰朊䲲亐 C

犇犇 勌⦻姾ạ⯴⅝Ị䏭ạὃ⇡怼⎴岓Ợ䙫堳
䂡Əᷲ⇾ⓑ柬ガ㲨墒好䂡㭊䢡Ƣ
$㭋Ḫⱓ㖣⇸Ṳ佑堳 䧪᳇䦞 ẛ敨≝℅
%✏㲼⽲ᷱƏỊ䏭ạ㱹㛰忤姵㫱
&Ị䏭ạ⏖Ọ怲䔏⅝㲼⽲㫱∐⏸⦻姾ạ㎈⎽堳⊼ 熆熃 熅熅朊
'㈧㛰䵺㭋Ị䏭ạ俳徍䏭䙫ῄ▕孱䂡⤘㔯

⊁仁䦞䩾濣熅熅熉F

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INTERNAL

熆ẛ敨≝℅ 熆熄熄⩘乧濣⊭ẛ㧈䖈 (Insurable Interest)

3.1 ⊭ẛ㧈䖈 (Insurable Interest) 㮓⹉坩奋⊭䕂撚Ẁ

3.2 㖾榖奞ẟ (Utmost Good Faith)
3.3 序▞ (Proximate Cause) ㅓẛᵸ ẛ敨㣗䕂
3.4 ⸊῝ (Indemnity) 宺孵ẛ敨䕂㧈⃧
3.5 ⃄㎒ (Contribution) Ჾ䣬㚎ᵸ⫋㚎曃ẛ敨㣗䕂
3.6 ᶡḋ (Subrogation) (subject matter of insurance)
◦㮓⹉᳈坩奋⊭䕂撚Ẁ (⺃曆㓭⋆㮓䕂)
室ᵆᶔ⫋夰ẛ敨㣗䕂宺孵ẛ敨䕂㧈⃧

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INTERNAL INTERNAL

熆熄熅⊭ẛ㧈䖈䕂悋堿⻥ 熆熄熆⊭ẛ㧈䖈䕂⺃堿㝛ᶴ
伡Ḷ⏖ῄ㫱䚱䙫婘Ə 坩㮓⹉奋⊭䕂撚Ẁ

㗇撚ẛ敨−娮ṽ⬪ 㿟㐆 ㅓẛᵸ ẛ敨㣗䕂

㗇㧈⃧ḽẛ敨䏝㐆 (熇栆ᾅ晒)
Dᵸ嵩
E孟䏠 ‡ 曆㓭⊭坩
忧恫ῄ岢䙫䛟旃奶∮ ẛ䕂
F㮓⹉孪ᶹ
∮⛇㈧ⱓ暑䨕俳䕗 ㉼ῄṲờ䙣䔆㘩Ə G㮓⹉㧈⃧
‡ 曆㓭夰朜
ẛ敨䕂㣗
㉼ῄạ㛰⏖僤恔⎾岈⋀㏴⤘ 䕂
⋆䯂昜㮓⻥䖶撚䕂Ჾ僪塍℅濕
⊈ ğẛ敨㠫㝛ṉĠ⍊ğ㰵᳈ẛ敨㝛ṉĠ䕂䖶撚㝛㑅

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INTERNAL INTERNAL
熆熄熇⊭ẛ㧈䖈⡀ḓ䏠䏝 ẛ敨⋆䯂ᳫヾ㱇⊈ᴉᵸ䄧
ẛ敨㣗䕂䕂䣬朜
ẛ⑬ㆿ㗇ᵸ
a. ᵸ嵩ẛ敨 (Insurance of the Person) 3ROLF\2ZQHU Î

b. 孟䏠ẛ敨 (Insurance of Property) 坩ẛᵸ Î

ẛ敨ᵸ (Insured)
(Insurer)
c. 孪ᶹẛ敨 (Insurance of Liability)
⊕䖈ᵸ
(Beneficiary) Î
d. ‴ᶔ⋆㮓㧈⃧ẛ敨 (Insurance of Legal Rights)

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INTERNAL INTERNAL

熆熄熇⊭ẛ㧈䖈⡀ḓ䏠䏝 熆熄熇⊭ẛ㧈䖈⡀ḓ䏠䏝
Dạ庒ῄ暑 E岈䔉ῄ暑 㛰⽉䉐ờ
‡ 䰓⫋㍿㗇㧈
储ⲯ 怋ἴ
‡ 㧟㑺䰓⫋㍿㗇㧈Ɲ弸▏⚵圊ᵸƱ弸䏠䩟䋄
ᵸ弸䏠Ʊ ẟ壕ᵸẟ壕孟䏠Ʊㄽ㇇ᵸ㇇㊫孟
⊭ẛ㧈䖈 䏠
‡✏㒨㛰ạㇽ⅝Ị䏭ạ⏳ヶᷲ䮈㛰婙岏⒨Ɲ
熄熋 ⊕壕ẛ䩟ᵸ⏖Ọ⯴㈧ῄ䮈岏⒨㉼岞ῄ暑
熄熋⨎⠱
坩䖡娵ᵸ

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INTERNAL INTERNAL

熆熄熇⊭ẛ㧈䖈⡀ḓ䏠䏝 熆熄熇⊭ẛ㧈䖈⡀ḓ䏠䏝
F岓Ợῄ暑 G⅝ẽ⏯㲼㫱∐ῄ暑
‡ 㪍ᵸ⫋储嵩圊㽸䕂Ḛ㽸ピ᳋Ḛ㽸徻孞㗇㸙◦㮓
ÆÆÆ㽸夰䨇䖲㉣孪ᶹ桔堿孪ᶹ
⹉孪ᶹÆ
⛇储嵩䕂⋆㮓㧈⃧
⏖僤⎾∗ᾜ䊖ū
宺孵ẛ敨⊭侻㓭ⷵ⃴⻥
ㇽ⏖僤░⤘㜑Ὥ䙫㔝⅌Ə
• 㽸帇ㄽ孪ᶹㅓẛƝ 俳杉减㽂✏㏴⤘䙫⧨僬
ṉ濣ᾯ᳹⊭ᶣ⫋‴ᾯ⎟䕂䑍⺻䨇圊㽸 䙫ỢἼạ
ヾ⫌傲⫋‪䗼䕂㮓⹉孪ᶹ宺孵ẛ敨 ὲƝ㔝⎽䧆憸䙫㫱∐

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INTERNAL INTERNAL
熆熄熈⊭ẛ㧈䖈ḓ㔀斾堿 熆熄熉帇婑 Assignment

D ạ⣤ῄ暑
Î ⏑柯✏ῄ▕嵞ῄ㘩⬿✏ 帇婑 孟䏠䕂帇䢹

E㰛暑⅝ẽ⼳℆ῄ暑 㔝⎽ῄ暑憸㫱∐
Î ⏑柯✏㏴⤘㘩⬿✏ ẛ敨⋆䯂ピẛ
ㇽῄ暑㔝䚱䙫
敨⑬䕂帇婑
弰孺

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INTERNAL INTERNAL

熆熄熉帇婑 Assignment 熆熄熉帇婑 Assignment

D帇婑ẛ敨⋆䯂 E帇婑㏴⊔ẛ敨悏䕂㧈⃧ẛ⑬㏴䖈䕂帇婑

弰孺 䧪᳇仃 ẛ敨ᵸ㗇乧↗⋏ㄽ
ヾẛᵉ㐃䔺䏝⹊濕
Ⲱ帇婑ẛ⑬
ẛ⑬ㆿ㗇ᵸ ㄽ婑ᵸ 婑ᵸ⫯‴㋋⟯Ḛ₸ 弰孺
帇婑ᵸ ᶋẛ敚
实ᶖ
⋆䯂䕂㧈䖈 帇婑ᵸ
Ⲱ⩊…帇䢹 ẛ⑬㏴䖈
ẛ⑬ㆿ㗇ᵸ 䧪᳇仃
帇婑ᵸ ㄽ婑ᵸ
ẛ敨ᵸ ㄽ婑ᵸ㗇㧈⋏ẛ敨ᵸ
㊎尵売壝䏱䯠实ᶖ

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INTERNAL INTERNAL

熆熄熉帇婑 Assignment 熆熅熄 熆熅熅Ჾ僪奞ẟ⊈㖾榖奞ẟ

壹濣ヾ帇婑䕂㓭㧈䖈今昜孪ᶹ Ჾ僪奞ẟ 㖾榖奞ẟ
弰孺 ‡ 弰孺㘖ᷴ㛪孺弰孺ạ✏ῄ暑
⏯䳫䙫岓Ợ弰䧢∗㉦孺ạ䙫庒 (Ordinary Good Faith) (Utmost Good Faith)
ᷱ晋杅⽾∗ῄ暑ạ䙫⏳ヶ ẛ敨⋆䯂
␄㠫⋆䯂
㔬廘㮓堿㬀
• ᳋妔⫋㑷㓭⋤␍⊈㗇撚宅㑗濕
ẛ敨⋆䯂䕂帇婑 ㏴⊔ẛ敨悏䕂㧈⃧ ⋂㑷⺃曆⋏ᶔ㑷ㅩ旰ヾ㗇悋
‡ 弰孺㘩⺃曆⯴ῄ暑㨀䙫㗇⊭ 䕂帇婑 堿䕂宅㑗
奞⪤
ẛ㧈䖈ὲ⥩Ɲ㱤庱ῄ暑 ‡ 弰孺㘩㉦孺ạ᳋⺃㛰 • ⡀濣㼩敨ㅓẛᵸ⋏ẛ敨ᵸㅩ
⏖ῄ㫱䚱Ə⏖㦲ㇷ䵍㉦ 旰㗇撚㋋⟯䕂䮾懂濕∱ḽㅓ
‡ᵸ➻ẛ敨⑬⑳㰵᳈学䄧ẛ敨 孺ạ䙫椲峯 ẛ⑬᳈㭐㗇䖶撚␍朊
⑬⏖Ọ᳋䱑ẛ敨ᵸ䙫⏳ヶ俳ṯ ‡ 弰孺㘩㿟曆⎽⽾ῄ暑 ㊎ṙ䕂宅壈
Ọ弰孺 悋堿ᵉ⪤
ạ⏳ヶ ⺃曆㓭⪤宨᳈䗝⪤䕂

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INTERNAL INTERNAL
熆熅熆悋堿ᵉ⪤ Material Fact 熆熅熆a悋堿ᵉ⪤ Material Fact
⃄朜 ⩘乧 ṉ⨎
㲼ὲ⮁侐Ɲ 熄 ⊨㱇⊈㉣⊕ピ㆐ ㎪⊕ẛ䏝⌻搵ᵄᲾỉ᳋
⊕ㅓẛ杦敨䕂㬸 侻↓ㄉ圑䕂⾟⻥値徦倩
Ƽ◦ 壀⩘ẛ孹 ⩘ 䓢
ピ 㬸⩘㓭⋤ㄽ㎒杦敨 㑷映 熅 ⊨㱇⊈ẛ孹䕂悎 ㎪宺䕂ᵸ嵩⿍⟔ẛ敨䕂
㗁ⸯ暽Ჾ⋋ ⪧「䕂ẛ敨ᵸ 䕂⃢㑵 ⩘ ⊕ẛᵸ㓭Ჾỉ㉦慵⎟
䕂ᶹḓ⾃㭿Ʋƽ
熆 㱇⊈ᶣ᳈‧㑷映 ㎪⊕ẛ䏝⌻⽡ᵄ䮔⫽䒃

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熆熅熆b㿟曆ㅩ旰䕂ᵉ⪤ 熆熅熇ḓ㔀曆ㅩ旰悋堿ᵉ⪤

㿟曆ㅩ旰䕂ᵉ⪤ ṉ⨎ ㅩ旰孪ᶹ
濚⳶娖䪂○‥䕂ᵉ⪤ 㰒㰊䙫䇭䂟『
ẛ敨ᵸ䕂孪ᶹ
熅ẛ敨ᵸⲰ䚣ピ䐴ḚⲰ
䴉榓憳䙫㵞䛃┶栳
䚣䕂ᵉ⪤
ㅓẛᵸ䕂孪ᶹ
㉼ῄạ㉼ῄ┭㥔䁒暑
熆㳙Ḍ杦敨䅾㭿䕂ᵉ⪤ 㘩ḍ㱹㛰㎷∗徍⅓⮋
ⷙ壄㛰凑⊼䀸㰛䳢䵘

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INTERNAL INTERNAL

熆熅熇ḓ㔀曆ㅩ旰悋堿ᵉ⪤ 熆熅熇ḓ㔀曆ㅩ旰悋堿ᵉ⪤
D 㗝攎◦㔬廘㮓ᳫ濣 F䵊ẛ濣
• ῄ暑⏯䳫姩䪲⽳Ə㉼ῄạㇽ⅝Ị䏭ạ㈴⽾䟌 • 乳ῄ㘩曆⬣圊㛧檿媇Ὲ岓Ợ
憴奨Ṳ⯍Əᷴ⾬ṯỌ㊒朙 • Ⱈạ⣤ῄ暑俳姧Əᷴ⾬㖣ῄ▕㎌徸怘⹛㗌㘩Ə
ⅴ㬈ⱌ堳怀柬岓Ợ
E㗝攎◦ẛ⑬㝛㧼ᳫ濣
• 杅ạ⣤ῄ▕奨㰩Ə✏ῄ暑㜆昷ⅎ⥩㛰梏暑ᷱ䙫
G⋆䯂㖲㏷濣
孱㛛Ə⾬柯ṯỌ㊒朙
• ⥩✏ῄ▕㛰㔯㜆ⅎ奨㰩㛛㔠⏯䳫Ə㛧檿媇Ὲ䙫
• ✏㙕态㲼ḔƏ怀䨕孱⋽⏑曧奨✏乳ῄ㘩态䟌ῄ
岓Ợᾦ恐䔏㖣怀Ẃ㛛㔠Ṳ柬ᷱ
暑ạⰘ嶚⤇

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INTERNAL INTERNAL
熆熅熈弓⊋㖾榖奞ẟ䕂朜⃣ 熆熅熉弓⊋㖾榖奞ẟ䕂垚㐏
厂⿍ ㊎ṙ宅㑗 ẛ敨ᵸ⊭ᶣ濣
㧸夎⻥⟯⪤攱庮
Fraudulent Misrepresentation
9 9
昜㧸夎⻥⟯⪤攱庮
Non-fraudulent Misrepresentation
8 9 D◦⋆䋄㔀 E⡀⬪㑺㧸夎⻥ピ F⫋弓⊋᳋
摑‥储⢉㉦ 䑍⺻⻥⟯⪤攱庮䕂⾃ ᵆ庻䤴濕⋆
㧸夎⻥᳋ㅩ旰
Fraudulent Non-disclosure
9 8 亹㐲ỉ⋆䯂
㭿濕攢D⟔濕⊭朋⟔
㊎₸ṳ㧈㮓売壝ᶣ䯠
䯂ᶋ㿴㗇㐆

昜㧸夎⻥᳋ㅩ旰 Î庾▜
Non-fraudulent Non-disclosure
8 8 ẛ孹实㧼
⊔㋋⩱实῝

娢Ɲῄ暑ạᷴ僤恟㒮Ⱈ㞷柬䴉℆㊹峇
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INTERNAL INTERNAL

熆熆序▞ Proximate Cause 熆熆序▞ Proximate Cause

序▞ 序▞
ƒ㏴⤘⏖Ọ㘖㕟ῲㇷ⛇怇ㇷ䙫Ἥᷴ
㘖㮶柬ㇷ⛇惤⎾ῄ ᷧ柬㏴⤘ㇽṲờ䙫㛰㔯ㇽḢ⯵ㇷ⛇
• 㽸ㄼ₸㋋⟯䕂序▞濕曆⃄㙎㱇⊈䕂ノ▞⡀ḓᵐ䖶
ƒ䂡吾ῄ暑䴉℆ㇽ䏭峇䙫䛕䙫Ə柯 Ḛ䏦
㊤⇡ᷧῲḢ⯵䙫ㇷ⛇ • 䰎妔塔ᴌ㗇撚∯敨濑∯敨 ㋋⟯䕂ノ▞濒⊈⻥
宨䕂娖⃣

娢Ɲᷴ㘖㮶ᷧῲ⻼嵞㏴⤘䙫⎆⛇惤㘖⎾ῄ䙫

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INTERNAL INTERNAL

熆熆熅∯敨䕂䣬朜 熆熆熆≝℅䕂ょ䏦
∯敨 ẛ敚䕂 攢⟔䕂 ṉ⨎ ⺃曆㱇⊈⊕ẛ∯敨ㄋ䈰实῝
㼩敨⑬ᳫ䕂㼩㼻
⊕ẛ
,QVXUHG
9 8 㫲敨⑬䕂㎯㲸
∯敨䕂䣬朜 䯠῝
- ⊨㗇Ჾ䣬 ⊕ẛ 9
㼩敨⑬ᳫ䏯ヮ䃫 8
攢⟔
([FOXGHG
8 9 ⷓ傲䕂㼩㼻㋋⟯
∯敨䏠䏝
⑬Ჾノ▞
攢⟔
᳋ẛ 8
/ ⊕ẛ∯敨 Î ᳋ẛ∯敨
㼩敨⑬ᳫ䏯᳉斦 9
᳋ẛ
8QLQVXUHG
8 8 ⍊䖚䦈ⷓ傲䕂㋋⟯
㱇⊈Ჾ曃 ᳋ẛ∯敨 Î ⊕ẛ∯敨
ᶣ᳈䕂∯敨 攢⟔∯敨
.
䄻㱇‴ᳫ
8

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INTERNAL INTERNAL
熆熆熆≝℅䕂ょ䏦 熆熆熇ẛ⑬⫋廗≝℅䕂㖲㏷
⅝ẽ䉠滅Ɲ ῄ▕㎑婅㛛㔠徸⛇㲼∮䙫ㆰ䔏
熄 桔ỉピ㖾⹊䕂ノ▞᳋Ჾ⩘㢉ノ序▞
熅 Ჾỉᶣ᳈䕂序▞ピ⊭⨖◦
熆 序▞㪉曆◦ヾẛ唓ヾ䔺䏝
熇 ⡀㙚㋋⟯䕂序▞᳤昜⊕ẛ∯敨濕᳋Ჾ⩘圦䟸夰 Ƽ䖲㉣ピ摑㉣◮ƽ Ƽ弰ⶴ䖲㉣廞ノ䕂
㋋⟯⫅᳋䈰夰ẛ⑬实῝ピ䰤ᶖẛ敨悏 ㋋⟯Ə⍚ὦ婙恙⻝
⍚ὦ晋⣽⍘暑䙫怲ὃ
⏑㦲ㇷᷧῲ⇭㒻䙫恇 㘖䔘⎾ῄ⍘暑⻼嵞
⛇Ə㛰旃㏴⤘⯮ᷴ䍙
峇℆
䙫ƽ濑⳶塉㑺㰵᳈学䄧ẛ
敨㝛㧼ᳫ䕂攢⟔孪ᶹ㝛㧼濒

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INTERNAL INTERNAL

䧪᳇䦞 奰朊䲲亐 & 䧪᳇䦞 奰朊䲲亐 &

犇 Ọᷲⓑᷰ柬凮㉼ῄạ䙫旃ᾩƏ✏㜓㸖ạ⣤ 犈 㠠㓁⏯䳫㲼Əᷲ⇾ⓑ柬✏杅ạ庒˚
ῄ暑Ḕ⏖Ọ㦲ㇷ⏖ῄ∐䚱Ƣ 杅岈䔉⎱杅岓Ợ䙫ガ㲨ᷲƏẴ㦲ㇷ⏖ῄ㫱䚱Ƣ
L愴⁝
LL㬇ₜạ $岏Ḣ䂡㜓庒䙫㵞岏㉼ῄ

LLLₜ㫱ạ %ₜḢ䂡㬇ₜạ㉼ῄ

LY⹛Ⱝ犇犋㭙䙫ℹ⬷ &ⰲḢ䂡㜓庒䙫䧆憸㉼ῄ
'䂡ṭ奨㔖ế⏖僤⎾₞䙫ⓈⷌƏὃ⇡⃘Ⓢ壃℆
$LLL⎱LLL %L LLL⎱LY ῄ暑
&LLL⎱LY 'LLLLL⎱LY
⊁仁䦞䩾濣 熆熄熆D ⊁仁䦞䩾濣 熆熄熇G

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INTERNAL INTERNAL

䧪᳇䦞 奰朊䲲亐 $ 䧪᳇䦞 奰朊䲲亐 $

犉 Ọᷲⓑ柬⯴弰孺䙫晚志㘖㭊䢡䙫Ƣ 犊⇡䏥䴉℆㘩㈴曧⏖ῄ㫱䚱ƏἭ怀滅ᷴ恐䔏㖣Ɲ

Lạ⣤ῄ暑⏖Ọᷴ䵺ῄ暑ạ⏳ヶ凑䔘弰孺
LL㵞ᷱ岏䉐ῄ暑⏖Ọᷴ䵺ῄ暑ạ⏳ヶ凑䔘弰孺 $ạ⣤ῄ暑
LLL┭㥔˥⅏暑˦ῄ▕ᷴ⏖Ọ㱹㛰ῄ暑ạ⏳ヶᾦ弰孺 %䛃䪱ῄ暑
&刑䩡ῄ暑
LYạ⣤ῄ暑ᷴ⏖Ọ㱹㛰ῄ暑ạ⏳ヶᾦ弰孺
'⅓䜥岓Ợῄ暑
$LLL⎱LLL %L LL⎱LY
&LLLL⎱LY 'LLLLL⎱LY

⊁仁䦞䩾濣 熆熄熉 ⊁仁䦞䩾濣熆熄熈D

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INTERNAL INTERNAL
䧪᳇䦞 奰朊䲲亐 & 䧪᳇䦞 奰朊䲲亐 %

犋 ‫⥩‮‬ῄ暑ạ㎷⇡奨㰩㉼ῄạ㊒朙㈧㛰憴奨 犌憴奨Ṳ⯍㋮Ɲ
Ṳ⯍⎱䄈柯㊒朙䙫Ṳ⯍Ə怀塏䤡Ɲ
$⡒⯒㉼ῄ㛟㘩奨㰩䔚⠘䙫Ṳ⯍
$㘖怼㲼䙫Əᷴ僤⼞∝⟞堳
%⽘柦⯐ㄵῄ暑ạ㱡⮁㘖␍㉦ῄ䙫Ṳ⯍
%怀ị∗㛧檿媇Ὲ⎆∮ᷴ凛⤑⚛嬠
&峣岞岈䔉ῄ暑㘩奨㰩䔚⠘䙫Ṳ⯍
&怀⻝἟ṭ㛧檿媇Ὲ䙫ㆰ䔏
'ⱓ㖣⸟嬿ᷧ桅䙫Ṳ⯍
'ㆰ䔏ṭᷧ刓媇Ὲ俳杅㛧檿媇Ὲ

⊁仁䦞䩾濣熆熅熅 ⊁仁䦞䩾濣熆熅熆D

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INTERNAL INTERNAL

䧪᳇䦞 奰朊䲲亐 ' 䧪᳇䦞 奰朊䲲亐 %

犍䄈柯㊒朙䙫Ṳ⯍⋬㋓Ō 犎 ✏ῄ暑ạ䙫妹⺍Ə㬡娷『⤘⯍晚志⑳
杅㬡娷『⤘⯍晚志㛰䔁溣⅘态Ḳ嘼ů
$凮⸟嬿㛰旃䙫Ṳờ
%ῄ暑ạⷙ䟌ㇽ䕝ὃⷙ䟌䙫Ṳ⮃ $⅐俬⏳㨊ⱓ㖣暘䞅
&㔠╫梏暑䙫Ṳ⯍ %⅐俬⏳㨊㎷ᾂ噂‫‮‬岮㖀
'Ọᷱ⏫柬惤㘖 &⅐俬⏳㨊㊹䴼䴉℆
'⅐俬⏳㨊ⱓ㖣⇸Ṳ佑堳

⊁仁䦞䩾濣熆熅熆E ⊁仁䦞䩾濣熆熅熈D E

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INTERNAL INTERNAL

䧪᳇䦞 奰朊䲲亐 % 䧪᳇䦞 奰朊䲲亐 &

犏怼⎴㛧檿媇ῈƏ⎾⮚ᷧ㖠⏖ỌŌ 犇犆 㛰ᷧ柬䁒䁤㏴㮧䙫䴉℆㠠㓁┭㥔䁒暑俳
L㎏俢⏯䳫 ㎷⇡Ə⬿岏⛇䁒孍䙫㾪䅀俳㮧㖣ᷧ㗍˛
LL㊹䴼䴉℆峇℆ ⬿岏䙫㏴㮧㘖Ɲ
LLL⥩㞃㵰⎱娷樀ㇷỤƏ⏖㎷⇡娛娆忤姵峇℆ $ᷴ⎾ῄ暃䙫Ə⛇䂡㾪䅀ḍ杅⎾ῄ⍘暑
LY㔥㢫ᷱ志㫱∐Ə塏䤡㛰旃⏯䳫䴉℆Ẵ䄝㛰㔯 %ᷴ⎾ῄ暃䙫Ə⛇䂡㾪䅀⾬䄝ⱓ㖣晋⣽⍘暑
$LLL⎱LLL %L LLL⎱LY &⎾∗ῄ暃䙫Ə⛇䂡㛰旃㏴㮧㘖䔘⎾ῄ⍘暑⻼凛䙫
&LLLLL⎱LY 'LLLLLL⎱LY '⾬䄝⏖䍙ῄ暑ạ䙫ế㬥ƏἭ⏑僤㠠㓁˥态坴˦䙫
⽉⻶

⊁仁䦞䩾濣 熆熅熉 ⊁仁䦞䩾濣熆熆熅

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 113 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 114 Manulife Business Academy
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INTERNAL INTERNAL
䧪᳇䦞 奰朊䲲亐 & 䧪᳇䦞 奰朊䲲亐 '

犇犇 Ọᷲⓑ柬㋮˥㗉ᷴ㘖⎾ῄṆᷴ㘖晋⣽岓Ợ 犇犈 俪ㅕ徸⛇㘩Əᷲ⇾ⓑ柬ㇽⓑẂ㘖㭊䢡䙫Ƣ

䙫⍘暑Ə俳㘖✏ῄ▕ῄ暃䙫䮫⛴Ọ⣽˦Ƣ $晋⣽⍘暑⯵凛䙫㏴⤘㘖㰟恇ᷴ㛪墒ῄ暃䙫
$⎾ῄ⍘暑 %⎾ῄ⍘暑㈧⯵凛䙫㏴⤘⾬柯㘖㛰旃㏴⤘䙫徸⛇
%晋⣽⍘暑 &䔘ᷴῄ⍘暑䔉䔆䙫㏴⤘墒ῄ暑ạ㘖⎾ῄ䙫Ə
&ᷴῄ⍘暑 ⥩㞃婙㏴⤘㘖䔘ᷧ柬⎾ῄ⍘暑⯵凛䙫
'ᷴ䉠⮁⍘暑 'ᷱ志㈧㛰⏫柬✮ㇷ䪲

⊁仁䦞䩾濣熆熆熅 ⊁仁䦞䩾濣熆熆熆
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 115 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 116 Manulife Business Academy
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INTERNAL INTERNAL

䧪᳇䦞 奰朊䲲亐 & 熆熇熄⸊῝ Indemnity

犇犉 㛰ᷧ柬䴉℆ῲ㠯Ə㘖旃㖣䔘ᷧ⭾⎾䁒暑ῄ▕㈧ῄ
暃䙫ヶ⣽䁒䁤㈧⯵凛䙫㏴⤘˛䁒䁤䙣䔆䙫怵䧲ḔƏ
⯴㏴⤘ὃ⇡ᷴ⤁Ṇᷴ⯸䙫
㵯昙Ⓢ䂡ṭ䍙⎽怙⅌⻡䮰䉐䙫态怺ƏỌ⎱䔏㰛䀳 䲥䢡岈⋀壃℆
㔸⤎䁒Ə⻼凛⤁柬㏴㮧˛㋰䅎徸⛇䙫奶∮Ə⛇㵯
昙Ⓢ㈧ὃ⊑⊂俳⯵凛䙫㏴㮧Ɲ
$⏑⽾∗犋犆䙫ῄ暃Ə⛇䂡䜆㭊䙫ㇷ⛇㘖婙⭾䁒䁤
%ḍ杅䔘ᷧ柬⎾ῄ⍘暑⯵凛Ə㈧Ọ⽾ᷴ∗ῄ暃
&㘖ᷧ㬈䔘⎾ῄ⍘暑⯵凛䙫ᷴῄ⍘暑Ə⛇㭋⽾∗ῄ暃
'⏑僤㖣䁒暑ῄ▕ⷙ䵺⻝἟凚ῄ暃怀柬梏暑㘩Ə
=
㈴㛪⽾∗ῄ暃

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INTERNAL INTERNAL

熆熇熅⋩⿍ 熆熇熇⡀ḓ㊎ṙ⸊῝

⃧䖈 ⸊῝
(Benefit)
ẛ⑬
(Indemnity)
ẛ⑬
䊼悏㏭ᶖ
Cash payment
⼳ Ậ䋄

℆ Repair

‡ạ⣤ῄ暑 ‡ ᷧ刓ῄ暑
㖲㊙ ⼠⹧≝䅾
‡ạ庒ヶ⣽ῄ暑 ‡ 憒䘩岢䔏ῄ暑 Replacement Reinstatement

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INTERNAL INTERNAL
熆熇熈㋋柖 Salvage 熆熇熈㋋柖 Salvage
㋋⟯䕂䳻朋 熄熃熃熃熃
㋋柖ᾷỺ 熅熃熃熃
⡀㋋柖䏯
ẛ敨㣗䕂◦⊕㋋⹊㗁䐗᳉ ẛ敨ᵸ㏴▜ 实῝
℧柖徦⃄ṉ⡀濣㬻嶈㩖楶 熄熃熃熃熃

ẛ敨ᵸ
⡀㋋柖㨶
娢 㵞Ṳ㲼Ḕ犒Salvage犓Ɲ 坩ẛ敨ᵸヾ㗇 实῝
‡ 䛟䬰㖣˥㔸⊐˦ 熋熃熃熃
‡˥㔸⊐峅憸˦Salvage䙫憸按
‡ 墒㔸⊐䙫岈䉐 坩ẛ敨ᵸ

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 121 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 122 Manulife Business Academy
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INTERNAL INTERNAL

熆熇熉⢒ᶖ Abandonment 熆熇熊攎⃴⸊῝䕂ẛ⑬㝛㑅

攎⃴⼳℆Ɲ塍⩘实῝悏朋 ⸊῝悏朋
⦻ế ⤎⤁㕟⇡䏥✏㰛暑 a 㪒ṉ⃄㏢ Average

‡ ⏸ῄ暑ạẋ⇡ῄ暑㨀䙫Ə b ẛ⑬​实朋 Policy excess/deductible

ὃ䂡䴉⎽…㋋䙫峇℆憸栴䙫㢄ờ c ẛ⑬尵实朋 Franchise
d ẛ⑬攎朋 Policy Limits
‡ ῄ暑ạ⏖⾅≐棿⃠‣Ḕ⎽⽾∐䚱

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 123 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 124 Manulife Business Academy
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INTERNAL INTERNAL

熆熇熊bẛ⑬​实朋
熆熇熊a㪒ṉ⃄㏢ Average Policy excess/deductible

Eῄ▕ℴ峇栴 Ḍ㑺㇅⩘悏朋䕂㋋⟯徻
D 㪒ṉ⃄㏢濣 ᳋䈰实῝∱夰悏朋⫅
⹜㪍⩕䯠῝ᳫㄡ攢
‡ 恐䔏㖣⤎惏⇭杅㰛暑岈䔉ῄ暑
‡ ⎾ῄ岈䔉䙫ῄ栴᳋㓭㜓庒⌨嶚䙫⃠‣

‡实ᶖ悏朋㇇᳋山朋ㅓẛ⊕ẛ䣉ⵤ䕂㪒䉅 ῄ暑ạ㉦㒻
㋋
弜㳙 ⟯ ㋋⟯䳻㐶 ẛ⑬
‡ ḔẲạㆰ䛈⊂䢡ῄ墒ῄ暑ạỌ…朋ㅓẛ 悏
朋 坩ẛᵸㄽ㎒
​实朋
‡ 㰛暑ḔƏ㵞㏴$YHUDJH 惏⇭㏴⤘

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 125 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 126 Manulife Business Academy
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INTERNAL INTERNAL
熆熇熊cẛ⑬尵实朋 Franchise 熆熇熊dẛ⑬攎朋 Policy Limits
Fῄ▕嵞峇栴 • ㋋⟯䕂悏朋屃廼ピ弒⃮尵实
朋㔀夰㋋⟯ṽ⊭䈰…㐶实῝
Gῄ▕昷栴 ẛ朋6XP,QVXUHG㓭ẛ敨ᵸ
䕂㖾榖孪ᶹ濕▞㨢ᶹḓ屃弌廗
• 尵实朋⊭ᶣ䏦䔼⃄㪒Ʊ㋋⟯ ỉ攎朋䕂㋋⟯濕徻⹕᳋⃮…㐶
悏朋ピ㔀㗝圦弒 实῝
• 䏦㔀㗝Ṅ圦弒濕䣯㽸尵实㗝
㎵ 攎
⣙ 
坩ẛᵸㄽ㎒
 ㋋ ㋋⟯䳻㐶
ỉ㜆Ჾ

ῄ暑ạ㉦㒻
ẛ⑬ ⟯
悏
ẛ⑬

 尵实朋 朋
ẛ敨ᵸㄽ㎒ 攎朋
㗪 坩ẛᵸㄽ㎒ ỉ㜆ᵊ
㛇

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 127 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 128 Manulife Business Academy
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INTERNAL INTERNAL

熆熇熊dẛ⑬攎朋 Policy Limits 熆熇熋㊎ṙ屃屈⸊῝䕂ẛ⑬㝛㑅

$10,000
ṉ⨎濣 $10,000 屃屈⼳℆Ɲ塍⩘实῝悏朋 ! ⸊῝悏朋
•⑬Ჾ䄧ᶴ攎朋
(Single Article Limits) (a) 悋丬ᾷỺ Reinstatement insurance
(b)Ƽᶣ㑮ᶡ僈ƽ 熏New for Old” Cover
•徦⃄攎朋 (c) 䯂⩘ᾷỺẛ⑬濘⩘Ỻẛ⑬ Agreed value
$10,000
(Section Limit) 㬻嶈ẛ敨 policies/ valued policies
㒃弈ẛ敨
(d) 㫲敨ẛ⑬ (⩘Ỻ⚸䟌)

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 129 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 130 Manulife Business Academy
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INTERNAL INTERNAL

熆熇熋㊎ṙ屃屈⸊῝䕂ẛ⑬㝛㑅 熆熇熋㊎ṙ屃屈⸊῝䕂ẛ⑬㝛㑅
F䯂⩘ᾷỺẛ⑬濘⩘Ỻẛ⑬
(a) 悋丬ᾷỺ Reinstatement insurance Agreed value policies/ valued policies
• 㼩敨⍊␄㠫…敨₸䊼 •ょ䏦䪂○⇃ㆪ濣ᾷỺ榖濕᳤᳒᳋⟥曆朥⊈ㅖ僈▞䯞 僈▞䯞
䯞
• 峇℆憸栴ᷴ㛪Ⱈ㏴俾⎱㉿凱䬰⛇䴇㉊㸂 •ẛ朋坩塔㽸㑺ẛ⑬䏝㐆㔀䕂孟䏠⊕敨ᾷỺ
•昜㫲敨⑬濣
• …㋋濣ㄽ妼㏭ᶖ㨢ẛ朋今᳋仁〬㋋⟯䕂⪤宨ᾷỺ
• 徦⃄㋋⟯濣㏭ᶖ⪤宨䕂㋋⟯悏朋今昜䯂⩘ᾷỺ
(b)Ƽᶣ㑮ᶡ僈ƽ 犒New for Old” Cover
• 䏦㑺⩴⬃杦敨/僷榒ẛ敨⑬ G㫲敨ẛ⑬ ⩘Ỻ⚸䟌
• 峇℆憸栴ᷴ㛪Ⱈ㏴俾˚㉿凱䬰⛇䴇㉊㸂 •䏦㑺僷榒ẛ⑬⊈㰵᳈学䄧ẛ⑬
•…㋋徦⃄㋋⟯濣
䯂⩘ᾷỺᲾ⹉坩塔㽸㋋⟯㔀䕂⪤宨ᾷỺ

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 131 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 132 Manulife Business Academy
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INTERNAL INTERNAL
熆熈⃄㎒⃄㏢ Contribution 熆熈熄㗇撚⃄㎒䕂土ⴱ㮓℅
⼳℆䙫⅐柬⻼἟ 悋埅ẛ敨 Double Insurance
ẛ⑬䏰 ‡ ẛ朋䳻㐶屃廼ᵄ⸊῝
ẛ朋熄熃熃熃熃熃
‡ ⡀ẛ⑬䏰Ḛ₸实῝⹊濕
ẛ⑬䏰ᴉẛ敨ᵸ㗇㧈
堿㬀‴ᶔẛ敨ᵸ⃄㎒
Ⲱ实ᶖ䕂悏朋
ẛ⑬ᴗ ẛ⑬᳗
ẛ朋 ẛ朋
熅熃熃熃熃熃 熆熃熃熃熃熃

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 133 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 134 Manulife Business Academy
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INTERNAL INTERNAL

熆熈熅㪒䉅ᴉ㐶 熆熈熆⡀ḓ䏠䏝
㪍ḋẛ敨ᵸ⫋坩ẛ敨ᵸ䕂㋋⟯ょ孞䕂㖾䰀徦⃄坩 ẛ⑬㝛ᶴ 
䣯㽸夰ẛ敨ᵸ䕂Ƽ㪒䉅ᴉ㐶ƽRateable
Proportion
ῄ▕䔙
峇℆犈犆犆犆 ㋋⟯ ‡ ⺃曆⫋㗇撚㋋⟯㊎ṙ⸊῝
‡ ㄽẛᵄ⊕ⸯ暽䕂㧈䖈
熄熅熃熃熃 ‡ ㄽẛᵄⷓ傲ᵄ夰㋋⟯䕂彡ỉ∯敨
∱㋋⟯䕂ノ▞
ῄ▕Ṁ ῄ▕Ḁ ‡ ㄽẛᵄ⊕ⸯ暽䕂ẛ敨㣗䕂
峇℆犊犆犆犆
峇℆犌犆犆犆 ‡ ⫋夰㋋⟯孞᳈实῝孪ᶹ

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 135 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 136 Manulife Business Academy
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INTERNAL INTERNAL

熆熈熇⡀ḓ弧䏦 熆熈熈⡀ḓ坩ẛ⑬㝛ᶴ㖲㏷
ƒ 䐴⸊῝₸䊼㔀濕⃄㎒ㄋ㗁弧䏦 ẛ⑬㝛ᶴ⊭侻㗁㖲㏷䕂⾃㭿濣
L 㪒䉅ᴉ㐶㝛㧼 ⃄㎒㝛㧼
᳋弧䏦㑺ᵸ➻ẛ敨 • ㅈẛ敨ᵸ䕂孪ᶹ攎㑺㋋⟯䕂㚎ỉ㪒䉅ᶻ朋
• 悋埅ẛ敨㔀濣⡀㪍ᶻ㗇撚ẛ⑬徻㗇㨢㝛㧼濕坩ẛ敨
ƒ ᵸ➻ẛ敨⑬濣 ᵸ᳋⊭⑬昞Ჾỉẛ敨ᵸ䈰…㐶实῝

ƒ ᳋⊕⸊῝ヾ攎⃴
LL ​⃄㎒㝛㧼
• ⩴⬃䄧ᶴẛ⑬⊭侻ㅈƼ㖲‵榒◮⊕ẛƽ䕂䄧ᶴ⃕㽸
攢⟔孪ᶹ
ƒ 㪍ᶻẛ⑬★曆…朋实ᶖ
LLL 徦⃄⃄㎒㝛㧼
• ṉ⨎濣㣗㵔㼩敨ẛ⑬ᳫ䕂Ƽ㰵᳈㝛㧼ƽ

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 137 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 138 Manulife Business Academy
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熆熉熄ᶡḋ䕂⩘乧 'HILQLWLRQRI6XEURJDWLRQ 熆熉熄ᶡḋ䕂⩘乧 'HILQLWLRQRI6XEURJDWLRQ

ᶡḋ濣 䧪᳇仃 坩ẛ敨ᵸ

• 㽸储嵩⃧䖈濕⫋䧪᳇仃圊ḽ䏯⊤Ჾᵸ䩟㗇䕂㧈
⃧ピ垚㐏
• ⩷壯ㅈ䧪᳇仃䕂实῝悏帇ᵢᵆẛ敨ᵸ濕Ḅᶣẛ
敨ᵸⲰ㏭ᶖ䕂实῝悏朋㽸攎
• ⺃曆ᶣ坩ẛ敨ᵸ䕂⋋乧㽸ᴉ
• 䝸ẛ坩ẛ敨ᵸ᳋㗁⫯⋊Ჾ㋋⟯⊔⹕‧㧟实῝濕 ᶣ坩ẛ敨ᵸ⋋乧尵売 ⫯㬻嶈䕂⊕ẛ
䧪᳇仃濑ᶡḋ濒濕堿 ㋋⟯濕⋏坩ẛ
ᶣ䱫娵⸊῝≝℅ 㬀实῝㋋⟯ 敨ᵸḚ₸实῝
ẛ敨ᵸ
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 139 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 140 Manulife Business Academy
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INTERNAL INTERNAL

熆熉熅⡀ḓ䏠䏝 熆熉熆⡀ḓ弧䏦
ᶡḋ㧈⡀ḓ䏠䏝濨
a. ◦ṳ㧈㮓᳈
In tort
b. ◦⋆䯂᳈
In Contract ƒ⏑㖣⼳℆⇡䏥㘩㈴僤䔉䔆
c. ◦㮓塍᳉ ↜ⲣẛ敨
Under Statute
d. ◦㋋柖
ƒạ⣤ῄ暑ạᷴ僤⎽⽾Ịἴ㫱
In Salvage

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 141 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 142 Manulife Business Academy
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INTERNAL INTERNAL

熆熉熇‴ᶔ仁〬▞䯞 熆熉熇‴ᶔ仁〬▞䯞
㔬廘㮓〡ṉ 昜㫲敨ẛ⑬㝛ᶴ
⊨◦䰤ᵆ⸊῝ᶣ⹊濕ㄋ⊭⊔⹕ᶡḋ㧈
䧪᳇仃 坩ẛ敨ᵸ
䧪᳇仃
坩ẛ敨ᵸ

堳ὦỊἴ㫱Ə
嵞娛䬓ᷰ俬奨 㗨⺃ⲰḚ₸实῝
熅㿴⹊⊔⹕ᶡḋ 熄 ⋏坩ẛ敨
㰩峇℆㏴⤘
㧈濕尵売䧪᳇仃堿 ᵸḚ₸实῝ ẛ敨ᵸ∱㔀⊔⹕ᶡḋ㧈
㬀实῝㋋⟯ ẛ敨ᵸ
⍚ὦ恫㜑ὃ⇡⼳℆ƌ
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 143 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 144 Manulife Business Academy
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INTERNAL INTERNAL
熆熉熇‴ᶔ仁〬▞䯞 熆熉熇‴ᶔ仁〬▞䯞
⡀ⲰḚ₸⢒ᶖ濕
⟯崢 悋䊼 Ჾ⃅庻壌▜Ṅ䕂㧈⃧徻⬪㑺ẛ敨ᵸ

⦻ế
₡ῤ$100叔 ₡ῤ$150叔

熄熃熃勪 ẛ敨ᵸ
濑Ⲱ实ᶖ濒 ⼳℆ 孟䏠䕂Ჾ⃅㧈⃧徻
⸊῝ 熄熃熃勪 坩ẛᵸ ⬪㑺ẛ敨ᵸ⇃ㆪ⹜
熈熃勪 ẛ敨ᵸ ᳫ䄝⃧䕂㧈⃧
坩ẛ敨ᵸ
濑∅Ỻ徦⃄濒

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 145 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 146 Manulife Business Academy
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INTERNAL INTERNAL

熆熉熇‴ᶔ仁〬▞䯞 熆熉熇‴ᶔ仁〬▞䯞
㋋⟯ 熈熃熃熃熃 ⋏䧪᳇仃庻壌濣
​实朋 熄熃熃熃熃 D⡀䈰⹕熈熃勪
Î⅏㕟㭟ṯ墒ῄ暑ạ
犇ℴ峇栴 犈岓Ợ昷栴 E⡀䈰⹕!熈熃勪
㋋⟯ Î犋犆吓㭟ṯ墒ῄ暑ạ
⋏䧪᳇仃庻壌濣
熄熈熃勪 Î棿栴㭟ṯῄ暑ạ
D⡀䈰⹕熅熃熃熃熃
Î⅏㕟㭟ṯῄ暑ạ

E⡀䈰⹕熇熈熃熃熃 坩ẛ敨ᵸ储ᶖ 熄熃熃熃熃 ẛ⑬㖾榖孪ᶹ 熄熃熃勪

Î犊犆犆犆犆㭟ṯῄ暑ạ ẛ敨ᵸ实῝ 熇熃熃熃熃 坩ẛ敨ᵸ孞㎒ 熈熃勪
Î犋犆犆犆㭟ṯ墒ῄ暑ạ ẛ敨ᵸ实῝ 熄熃熃勪

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 147 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 148 Manulife Business Academy
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INTERNAL INTERNAL

熆熉熇‴ᶔ仁〬▞䯞 䧪᳇䦞 奰朊䲲亐 A

犇犊ᷧ⏴䔞⬷✏ῲạヶ⣽Ṳ㔬ῄ暑⑳䦨ạ㱤庱ῄ暑Ḕ
ẛ朋 孟䏠ᾷỺ 熇熃熃熃熃 䂡凑ⷘヶ⣽Ṳ㔬㭢Ẉ∐䚱ὃṭῄ暑˛⥩㞃ẽ榼槂
熆㪒ṉ⃄㏢ 熄熃熃熃熃 ㋋⟯ 熇熃熃熃 凑ⷘ䙫㱤庱䙣䔆ṭṲ㔬俳㭢ẈƝ

A.㮶Ụῄ▕⾬柯䂡㭢Ẉ∐䚱⅏栴峇℆
ẛ敨ᵸ实῝熄熃熃熃 B.€€楽ℯ䔆㔯䙫ῄ▕⾬柯峇℆㭢Ẉ∐䚱
᳋山朋ẛ敨濕▞㨢实῝㋋⟯ᴉš C.€€㎷ᾂ廪⤎㭢Ẉ∐䚱䙫ῄ▕⾬柯峇℆
⋏䧪᳇仃庻壌濣⡀䈰⹕熇熃熃 D.㗉䄝㭢Ẉ㘖✏㱤庱Ṳ㔬Ḕ䙣䔆䙫Ə€€㱤庱ῄ暑
Î 熆熃熃㨶㑺坩ẛ敨ᵸ ⾬柯峇℆
Î 熄熃熃㨶㑺ẛ敨ᵸ
⊁仁䦞䩾濣熆熇熅
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 149 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 150 Manulife Business Academy
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INTERNAL INTERNAL
䧪᳇䦞 奰朊䲲亐 & 䧪᳇䦞 奰朊䲲亐 %
犇犋 Ọᷲⓑ柬ㇽⓑẂ恐⏯Ọ῕䏭㏴⣅䙫岈䉐ὃ䂡㎷ 犇犌ᷧỤし䕝✗⭰㍹䙫岈䔉ῄ暑Ə㖣墒ῄ暑䙫⅏㏴⇡䏥
ᾂ⼳℆䙫㖠㲼Ƣ 㘩Əㆰ⏖㎷ᾂ⭳⅏䙫壃℆˛怀柬壃℆Ị塏婙⏴墒
ῄ暑ạ✏㛰旃岈䔉ᷱ䙫㫱䚱Ə桖䤡⼳℆凮Ọᷲⓑ
$䎢䑪ῄ暑 ᷧ柬䙫⎆∮䛟怊Ƣ
%⅓䜥岓Ợῄ暑 $徸⛇
&杅⅏惏㏴⤘䙫㱤庱䴉℆ %⏖ῄ㫱䚱
'Ọᷱ㈧㛰⏫柬 &㛧檿媇Ὲ
'Ọᷱ㈧㛰⏫柬

⊁仁䦞䩾濣熆熇熇E ⊁仁䦞䩾濣熆熄熆

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 151 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 152 Manulife Business Academy
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INTERNAL INTERNAL

䧪᳇䦞 奰朊䲲亐 D 䧪᳇䦞 奰朊䲲亐 B

犇犍⥩㞃ᷧỤ岈䔉ῄ暑▕墒䨘䂡˥⎾㮻ὲ ⇭㔋㢄 犇犎‫‮‬娔执堳ᾂ按䵍犐$犑峣岞䉐㥔˛ᷴ⯲⸟✗Ə婙执

ờ䳫㝆˦Ə悊溣⭪䙫ヶ〄㘖Ɲ 堳峣岞ῄ暑ῄ暃⯴婙柬䉐㥔䙫㫱䚱Ə俳犐$犑Ṇ⇡
㖣凑ⷘ䙫ヶ栿㉼ῄῄ暃婙䉐㥔˛⥩㞃⎾ῄ㏴⤘
A.㈧Ị塏䙫㘖ᷧ䨕㨀㹽梏暑Ə⛇㭋㨀㹽ῄ岢恐䔏㖣 䙣䔆ṭ
婙梏暑
A.ᷴ恐䔏㖣㮻ὲ⇭㔋㢄㬥Əῄ暑ạ⏫凑峇℆50%
B.ᷴ嶚栴ῄ暑㘖ᷴ憴奨䙫
B.ᷴ恐䔏㖣⇭㒻㢄㬥Ə⛇⅐Ụῄ暑㎷ᾂ䙫ᷴ⏳ῄ暃
C.✏ỢἼガ㲨ᷲ✮ᷴ㛪⯴㏴⤘㎷ᾂ⌨嶚䙫㔖ế
C.⏑㛰犐A’⽾∗峇℆Ə⛇䂡ẽ㘖䉐㥔䙫䜆㭊Ḣạ
D.⥩㞃ῄ栴嶚⤇䙫婘Əὦ㛪⯴㏴⤘㎷ᾂ⌨嶚䙫㔖ế
D.⏑㛰执堳⽾∗峇℆Ə⛇䂡⭪䙫岟㬥⌻⮁䵍ṯ⭪ℑ
ℯ㫱

⊁仁䦞䩾濣熆熇熊D ⊁仁䦞䩾濣熆熈熄

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INTERNAL INTERNAL

䧪᳇䦞 奰朊䲲亐 D 䧪᳇䦞 奰朊䲲亐 D

犇犏ᷧỤ㛰⇭㒻ㇷỤ䙫ῄ▕Əῄ暑ạ⏖Ọ⿵㨊㛛㔠 犈犆ᷧῲ✏榀㸖䵺䇆⃘Ⓢ峇℆ῄ暑䙫ῄ暑ạ⏖Ọᾄ㓁
㭋⇭㒻㢄㬥ů 㲼ὲƏ㛰㫱∐⏸䕶⿤䙫䬓ᷰ俬奨㰩℆恫ῄ暑ạⷙ
⏸⎾₞䙫ⷌạ㈧怙堳䙫峇℆Ə㉧堺ᷱ怀墒䨘䂡Ɲ
A.✏ῄ▕ḔƏ⊇⅌ℴ⇭㒻㢄㬥
B.昷∝ῲ∌ῄ暑ạ✏㏴⤘ᷱ䙫⇭㒻㮻ὲƏὲ⥩Ō A.⇭㔋
㮻䍮Ḳ㕟㢄㬥 B.憴奭峇℆
C.孺ῄ暑ạ⏸⅝ẽῄ暑ạ⯲㉥⇭㒻㩆㛪 C.✏ᾜ㫱㲼ᷱ䙫Ịἴ㫱
D.Ọᷱ⏫柬惤㘖 D.✏㲼奶ᷲ䙫Ịἴ㫱

⊁仁䦞䩾濣熆熈熈 ⊁仁䦞䩾濣熆熉熅F

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INTERNAL INTERNAL
䧪᳇䦞 奰朊䲲亐 B 䧪᳇䦞 奰朊䲲亐 B
犈犇ᷧờ⃠‣+.犋犆犆犆犆䙫䏇⯝Ə⇡䏥⎾ῄ䙫㏴⤘Ə 犈犈 ✏㙕态㲼ḔƏ⏑㛰✏䵍ṯ⼳℆Ḳ⽳㈴⏖⎽⽾Ịἴ
ῄ暑ạ㠠㓁˥⅏暑˦峇℆䵍墒ῄ暑ạ˛ᷧῲ㛯⽳Ə 㫱Ə俳ῄ▕䙫㢄ờ态⸟Ɲ
婙ờ䏇⯝憴䏥Əḍⷙ⌮‣䂡+.犌犆犆犆犆Ə婙
A.媑㗵奨✏䏭峇⽳㈴⏖⎽⽾Ịἴ㫱
+.犇犆犆犆犆Ḳ⌮‣ㆰ㭟ṯŌ
B.媑㗵ῄ暑ạ⏖⍚㘩⎽⽾Ịἴ㫱
A.ῄ暑ạ C.媑㗵ỢἼ㘩 ᷴ⏖⎽⽾Ịἴ㫱
B.墒ῄ暑ạ D.媑㗵⏑㛰墒ῄạ⏖㒨㛰Ịἴ㫱
C.ῄ暑ạ⎱墒ῄ暑ạ⏫Ἳᷧ⌱
D.ῄ暑㥔偖㛪Əὃ䂡䵺岢Ḳ䔏

⊁仁䦞䩾濣熆熉熇EL ⊁仁䦞䩾濣熆熉熇ED

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INTERNAL INTERNAL

ẛ敨‪⊶᳹堿⅝侻
熄熅 熄
䏡⍿䕂摉䔺 熅
䩟㉥堿⎟
⩠ヴ㗋↗

䧪▙䦞 ẛ敨‪⊶䕂᳹堿⅝侻 熄熄 熆

⚷壑⊈䔺⬓ Ⳁ⛲圊慵

熌 熊朊 ⊈ẁ慵

熄熃 ẛ敨‪⊶
熇
㗁壆⊈ㅓ宅 ᳹堿⅝侻 ẛ敨䕂慵⏬

熌 熈
䭼䩕㏭㊲ 㛶ẛ

熋 熉
熊 ẛ⑬䕂唓䋄
⁋ẛ敨 䋄实

Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 160 Manulife Business Academy

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INTERNAL

熇熄䏡⍿䕂摉䔺 熇熅⩠ヴ㗋↗
D ỉ⃣䏠⍿䕂摉䔺濣 ⩠ヴ㗋↗ [ᵤ䣯㽸朥⩠㗋↗]
ᷧῲⶴ䵊᳋Ἒ䙫怵䧲 (Client Servicing)
E䏠⍿䰂⋆䕂摉䔺濣
(a) 偖䵈
ⷦ⠛ᷱ㎏⇡Ọ˥䴫⏯˦⽉⻶⇡䏥䙫䔉⒨Ə
(b) ⅓⅘旃ᾩ (Public Relations)
s)
Ọ⤎❲⮉㈝䂡⯴屈Ə喰Ọ䶔㋨䫝䈔ℑ⋉
(c) 㕮ờ䙫㎷ᾂ
F䏠⍿䛒䤴 Prod
Product Research濣 (d) ㉼娛
L≝㗇䏠⍿
LL 䦴䃫⫋ㄉ䕂䏠⍿
LLLⲽ⛲屦↠

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INTERNAL INTERNAL
熇熆Ⳁ⛲圊慵⊈ẁ慵 熇熇ẛ敨䕂慵⏬
(a) 䏠⍿⋂䍮䩾䕂伭䴩濣
(a) ‪ 撚Ẁ 䔉⒨敲䙣˚ⷩ⠛堳択⎱択┕⏫惏敧Ḳ
(b) ㉦ⶡ 敺⻡䪲䶱⮭䙫⏯ὃ旃ᾩ㘖凚旃憴奨䙫
(c) ⶡ⌈ (b) ⅞ⷵ慵⏬壆⅁濣
(d) 寈Ⅷ 凮⟠姺惏敧⑳ⷩ⠛堳択惏敧䙫⏯ὃ
(e) ⲽ⛲好㚣 (c) 䖡⪝濣
㉊㊟慵⏬ノ㙚⊈屦↠

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 163 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 164 Manulife Business Academy
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INTERNAL INTERNAL

熇熈㛶ẛ 熇熈㛶ẛ
㛶ẛ濣熄弶㎅ㄽẛ䕂杦敨 ⊈ 熅㬸⩘㉟䏦䕂ẛ敨
㝛㧼 ᷧ刓ῄ暑Ɲ
ᵸ➻ẛ敨濣 • 㠟ῄ怵䧲Ḕ⇡䏥䙫挖媋 ḍᷴ㘖
㰟Ḭ『䙫
• ῄ▕✏乳ῄ䙫㘩 Ə㢄ờ⏖Ọ㪉姵Ə⾬奨㘩ῄ▕䔁凚⏖
• 㠟ῄ㘖Ჾ㧟⻥䙫怵䧲Əῄ暑ạᷴ僤⎽㵯ῄ▕
• ⥩㛛㔠ῄ▕ⅎ⮠Ə柯⽾∗墒ῄ暑ạ䙫⏳ヶ Ọ⎽㵯Ə⛇㭋㠟ῄ㫱昷⏖Ọ廪䂡 ⇭㕊˛
• ⛇䈙ạ⣤ῄ暑䙫㠟ῄ㥜奨䶱Ə㈧Ọ态⸟惤㉱䛟
旃㫱昷斄ᳫ嵞Ὥ˛ 䛕㨀梏暑Ɲ
᳋⋆⿍䕂㠫↗朜♉
䖬㣗杦敨Ɲ ὲ⥩Ɲ✏䛃䪱ῄ暑ḔƏἴ㖣Ḕ䒗䙫䏇⯝⹾
㠳㽸⋆⿍䕂㠫↗朜♉濕ḔẲạㆰ䛈⊂䈔⎽䙫㥔⋀
ὲ⥩Ɲᷧἴ⹛廼䙫ū庒檻⁌⺞䙫⯯㥔ạⓈ

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INTERNAL INTERNAL

熇熈㛶ẛ 熇熉ẛ⑬䕂唓䋄
Ჾ僪ẛ敨濣
㇅ⷓ濣 ẛ⑬᳤昜⺃斾㿴今ẛ⑬⨖◦㑺䰓⟥徦⃄䕂ỉ㜆ᳫ濕
䂡Ⓢⷌ壤₀㛶ẛㄉ⁈˚ẛ孹䉅 ㊎₸䯠῝㔀ᴝ⹆⫏曆堿₸䟸ẛ⑬㑅ᶴ䕂㨡㗪
㇅∕Ọ⎱桅ἣ䙫㋮⻼
• 㑮䕂㠫↗䣉ⵍ濣㛧㛰㔯䍮⎱䵍ạ㛧㷘⍗屈䙫㖠
㆐䰴⋋⑬ stop-listsƝ ⻶垻ὗ⊈䫻䔺ẛ⑬
ᷴ滺⋜䈔⎽ㇽㆰ㊹䵝䙫㥔⋀ • ‴ᶔ䣉ⵍ濣
• 䳥㭊媋ⷕū㛛㭊ῄ▕Ⅼ⮠ū壤₀㉠▕⎱徍
䏭乳ῄ㈲乳
• ⏯䳫⏖㖣彂㗨㏴⃮ῄ岢㘩ᾦ敲⦲䔆㔯

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INTERNAL INTERNAL
熇熉ẛ⑬䕂唓䋄 熇熊䋄实
ᵸ➻ẛ敨濣
ᵸ➻ẛ敨濣 曆仁〬䕂䋄实␍朊濣
• ▞ẛ敨ᵸ᳋侻⊔㱆⋆䯂濕㊎₸䯠῝㔀⺃曆₸䟸ᵸ➻ẛ⑬ L ⊭侻₸䊼䃫㆕䕂⾃㭿Ɲ䐴䧪Ჾ曄ḋ⊕䖈ᵸSULPDU\
• 㪒尵Ჾ僪ẛ敨㠫↗濕‥⩷₸懭ヾ侻ⷓ尵䕂⹊㙚╲悋⹕⟘濕
EHQHILFLDU\⫉ㄼ᳋⃮濕ピ仃㗇⟘㑺Ჾỉᵸ估䣯㓭
▞廗朜ẛ⑬⊭帇婑ᵆᶔᵸ⊈ ピ䏦Ḛ孶㧼ㅳㅺ
ㄽ婑ᵸ᳤㊎₸ẛ敨悏堿㬀
LL 㗨㳃῝䕂ẛ⑬孶㧼
•㑮䕂㠫↗䣉ⵍ濣 LLL 㧈䖈帇婑濕傲ḽẛ敨悏䯠⊔ᵸ᳤昜㖾⃛䕂ẛ⑬ㆿ㗇
• ◦垻ὗ㑅ᶴ䕂弌䣉ᳫ⫋㑺ᵉ⪤䕂㵔䝸⻥⊈懭奢廰 ᵸ
圊㛶⪤⊈㥠㚣㓭⹆悋堿䕂 LY 㨹ᵟ䕂䗝䝸⻥ピ㨹仃䕂嵩ᶻ⨖◦᳋䝸⩘䕂▞䯞
• 桔㧟ẛ孹䕂⪤教䴱ᶖ䕂悋堿⻥㓭᳋⩷⺻塔䕂 Y ⃄䯃濘⃄⃧ẛ⑬㱇⊈䯃⃧濘佟⼭䕂▞䯞

䋄实㧈攎廘⳶㓭斄ᳫ尵Ṅ䕂

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INTERNAL INTERNAL

熇熊䋄实 熇熊䋄实
Ჾ僪ẛ敨濣 ᵸ➻ẛ敨⊈Ჾ僪ẛ敨䋄实䕂 ⋊䄷涜濣
实㜆䕂朜♉㪒ᵸ➻ẛ敨⟘濕㱇⊈䋄实䕂悏朋㠳⊭侻⹆Ⲧ⟥
L 孪ᶹ濣
• ⟥徦⃄㱇⊈巁⫍䕂䋄实悏朋 ⡀濣㋋⟯䀥䖶㤝 • ẛ敨ᵸ㓭⋤ょ夰ㄽ㎒孪ᶹ"
• ᵤ⊭侻㱇⊈䐮⳶埅斚䕂实㜆 ⡀濣塍㣟⟥䕂䔺方䦗䔺䏝⟥ • ⥩岓Ợῄ▕Ɲ柯䢡⮁墒ῄ暑ạ㘖␍⯴䬓ᷰ
䃄㽶 俬䔚䴉ạ岇㛰㲼⽲ᷱ䙫岓Ợ
䋄实㧈攎⹕ᶣ㗇巁⟥䕂㤝㗁᳉㏼
LL㐶朋濣
实ᶖ⟘⫏"

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INTERNAL INTERNAL

熇熋⁋ẛ敨 熇熌䭼䩕㏭㊲
⩘乧澒 ᵸ➻ẛ敨濣
ῄ暑ạ⾅ᷧῲㇽỌᷱ䙫ῄ暑⏯䳫㈧岇⎾䙫梏暑Ə⏖Ọ⭳
䲥䭾⸒柯㍳㏈姯䭾㨹ᵟ䉅⊈曎壆⃧⼭㏴䖈䬰
⅏ㇽ惏⇭✗态怵ῄ暑帇䢹⃮‴ᶔẛ敨ᵸ嵩᳈ƞ怀䨕
ῄ暑䨘䂡ⅴῄ暑Ə㉦㒻ⅴῄ暑ạ䙫䨘䂡ⅴῄ暑ạ˛
ˣῄ暑㥔㢄ὲˤ奨㰩⾅Ṳ敞㜆㥔⋀䙫ῄ暑ạ
䋄䏯濣 ⦻Ợᷧ⏴⏯岮㠣ḍ墒ῄ暑㥔䛊䮈Ⱗ㎌䳴䙫䲥䭾⸒
熄㽸㬀䤧ἣ ⯴⅝岮䔉⎱岇ₜƏ怙堳㖾⫏ᲾⴲᲾ㧟䙫娼἗
熅㊎榖ẛ敨ᵸ䕂Ƽㄽẛ侻⅙ƽ

⫋坩ẛ敨ᵸ䕂ⸯ暽濣
⯴㖣ῄ▕㋨㛰ạ㱹㛰䛛㎌⽘柦Əẽ䄈㫱䟌怺ⱓ㖣ῄ暑ạ
凮ⅴῄ暑ạ⅐俬Ḳ敺䙫Ṳ

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INTERNAL INTERNAL
熇熌䭼䩕㏭㊲ 熇熄熃㗁壆⊈ㅓ宅

Ჾ僪ẛ敨濣
ⰋỌ搵㗝孪ᶹ㠫↗㛛䂡憴奨  怀桅㥔⋀䙫䴉℆怵䧲Ə⾅䔉 壖懂䕂ẛ⨖濣㵔䝸⊈⊭昞䕂孟↗壖懂
䔆∗Ḳ⽳䙫䙣ⰼƏ⽧⽧䵺㭞ᷧ㮜敞㘩敺Ə⥩Ɲ岓Ợῄ暑
㧼曃㏴斄濣士䦉㏴▜㧞㧼Ʊ䖡⪝⊈㊎恐‪⊶䕂έ↗ᵸᵢ
Ჾ僪⾃㭿᳉䭼䩕⳩曆濣 ẛ孹䉅䕂悎⩘Ʊ῰ὗ悏䕂壆䩕⊈孞 彂έ㧼䕂⃴ⵤ
έ䕂ᷮỺ
ᶖ㧼濣䝸ẛ⳱⑬⊈㧞㧼広廝⊈㗇㐆䉅◮㏭ᶖ
娢Ɲ熏䚫㗝孪ᶹ㠫↗熐㋮⤎⤁㕟䴉℆✮✏⇡暑⽳䛟⯴䟔䙫㘩敺
ㅓ宅濣䱫ㆿ 山䕂䊼悏㯿悍ᶣょᶖⲰ䚣⊈曎㗝䕂宅悏斾
ⅎ䍙⽾峇ếƏ⥩Ɲ庱异⑳䁒䁤ῄ暑
㬀濕ᶣ䝸ẛ‴⩇…⻥澱㏴䖈⻥澱㯿↓⻥

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INTERNAL INTERNAL

熇熄熄⚷壑⊈䔺⬓ 熇熄熅䩟㉥堿⎟
伵⎟⊈ᶡ䋄ᵸ濣⚷壑⋊㣡⺃堿 䩟㉥堿⎟濣
䖶撚⻥濣㐲榒◖效濕‪⊶ㆿ䵊䔺⬓⊈㐲榒㊎∅ • ⑬䈦ピ ⋊◮孞孪⬣圊夰ẛ敨ᵸ䕂Ჾ曃ピ⟘㑺Ჾ曃䩟㉥
伵侻䕂ỉᵸ
⚷壑濣⫋䊼◦ピ㗨Ṅ䕂ⲣḚヾḚ㵔ὗ濕⇃ㆪ奰䣉Ʊ姙
• ◦‪⊶䩟㭹䰎㢉ᳫㄬ㷒悋堿䕂墐儰
ⵥ濕ᶣ⊈储ハ廰Ậ壆⅁ • ‴⢒ᶹ⺃曆⊔⹕ẛ敨㠫䖡䩟⫾䕂奋⊭濑弧䐴ᵸ弶濒
㐗佰濣巁㽸ⶡ∘䚣娖䕂⨶亐濕⊈仁⊔⫆㠫ピ㗇撚宅㛺Ʋ
⊭㉟⊔淑↳⸠ⷍ今᳋㓭䖲㉣摉士䖶撚䕂奰䣉 䩟㉥伵侻濣
‪⊶‥徦ピ⟔㬀濣䏯㗪嵩伵⎟䐴⫌⳩ピ⟔䐊㤝㢉⩇㉐ • ⬪㑺ẛ敨ᵸ䕂㗇㐆杦敨䩟䋄⍊⁃徦䩟㉥⃴ⵤ䕂Ჾ徦⃄
• ⇃ㆪ䭼䩕Ʊ孟↗㉥⃴Ʊ⁃徦⪧壆Ʊ⋆塍Ʊ杦敨䩟䋄⍊ᳫ
宅㵎⊈壖懂濣⚷壑士㑻⊈᳋㑵㖲㑮䕂ỉᵸ⚷壑廰ⵤ壖
ᶉᵸ䩟䋄濑䩟䋄濕䖡䘡濕⊈䝸ẛ‴㠫↗⩇㉐䧤⋆㝛ṉƱ
懂濕㊎榖弉Ḛ㐆䉅
㇅ⷓ⍊⩆℅濒

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INTERNAL INTERNAL

䧪▙䦞 奰朊䲲亐 A 䧪▙䦞 奰朊䲲亐 B

犇⮉㈝㛴⋀惏ẍ䨘䂡Ɲ 犈ᷧ⮝⅟❲ῄ暑⅓⏟䙫⅓⅘旃ᾩ惏岇岓嘼䏭柾⤁
桅❲䙫Ṳ⋀Əᷲ⇾ⓑ柬∮ᷴⱓ㖣⭪䙫䮫⛴ḲⅎƢ
A.桎⮉㛴⋀惏
B.⮉㈝㉼娛惏 A.⌻媦⯴⣽䙫偖乒ⷌὃ
C.⮉㈝嫕婉Ḕ⾪ B.⎪ṯ丨⤁䙫䔉⒨䟻䩝
D.桎⮉㺄态⎱㉼娛 C.⇡⸔姿俬㋂⽬㛪Ọὃ⇡⮊Ἧㇽ姊憲
D.㛦┭岦⎱⅝ẽ曃婳⠘䫇壤₀㖗偅䨦⎱≖㜓

⊁仁䦞䩾濣熇熅 ⊁仁䦞䩾濣熇熆D

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INTERNAL INTERNAL
䧪▙䦞 奰朊䲲亐 A 䧪▙䦞 奰朊䲲亐 A

犉ῄ暑択┕惏敧廪⏖僤凮Ọᷲⓑῲ惏敧䙫偖乒㛧 犊䂡Ἴạ⣤ῄ暑✏㠟ῄ怵䧲Ḕᷴ僤⇡䏥挖媋Ƣ
䂡⮭⇮Ƣ
A.⛇ῄ暑⅓⏟ᷴ僤⎽㵯ạ⣤ῄ▕Ə俳᷻⏑⏖㠟ῄᷧ㬈
A.ⷩ⠛堳択⎱ᾪ択惏敧 B.⛇ῄ▕⏖僤ⷙ弰孺ṯ䬓ᷰ俬
B.㠟ῄ惏敧 C.⛇ῄ▕⏖僤ⷙὃ㊜㊣
C.㛪姯⎱㉼岮惏敧 D.Ọᷱ⏫柬惤㘖
D.䔉⒨䙣ⰼ惏

⊁仁䦞䩾濣熇熇D ⊁仁䦞䩾濣熇熈D

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INTERNAL INTERNAL

䧪▙䦞 奰朊䲲亐 B 䧪▙䦞 奰朊䲲亐 A

犋㖣ạ⣤ῄ暑㥔⋀ḔƏ⯴㖣Ṳ⯍䙫㹽䢡⎱㔠㭊壤₀ 犌嘼䏭ỢἼῄ暑䏭峇㘩Ə㛰⅐ῲ䉠∌‣⽾㳏ヶ䙫
㕮ờᷱ䙫挖媋Ə㠟⯍⎱㪉㟌䙫䧲⹶✮⽯憴奨˛怀 ✗㖠Ə⅝ᷧ㘖䏭峇䙫岓Ợƞ⏍ᷧῲ㘖Ɲ
ⷌὃⱓ㖣Ɲ
A.䏭峇䙫㕟栴
A.㠟ῄ B.昫⊇䙫䳬∐憸栴
B.ῄ▕嘼䏭 C.㛰㱹㛰ỢἼⰁ㜑㷬恫䙫ῄ▕岟㬥
C.䏭峇 D.墒ῄạ㛪␍░⤘䄈䴉℆㉿㉊
D.㛪姯

⊁仁䦞䩾濣熇熉F ⊁仁䦞䩾濣熇熊FLL

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INTERNAL INTERNAL

䧪▙䦞 奰朊䲲亐 B

犍壤姩ῄ岢䍮˚ℙ₀姯䭾⎱ₜ⋀἗‣䙫偞⋀ㆰⱓ㖣Ɲ

A.㛪姯⎱㉼岮
B.䲥䭾 䧪ᵒ䦞 桗㳭ẛ敨㠫䰎㢉
C.䔉⒨䙣ⰼ 熈 熇朊
D.ⷩ⠛㎏⻊

⊁仁䦞䩾濣熇熌F

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INTERNAL
熈桗㳭ẛ敨㠫䰎㢉 熈熄ẛ敨㠫↗䣬朜
㮓⩘朜⃣ D搵㗝㠫↗
熈熄ẛ敨㠫↗䣬朜
Statutory Classification
(5.1.1) EᲾ僪㠫↗
熈熅圊㠫塍㣟
冯◉ 㨎㯰⸠ⷍ
D徦搾ⷍ
桗㳭ẛ敨㠫 熈熆ẛ敨‪⊶ 乌◉⸠ⷍ
䰎㢉 ⪤↗朜⃣
ᶡ䋄ᵸ
熈熇ẛ敨ᳫᶉᵸ
Practical Classification E㠫↗Ṅ㵎
(5.1.2) 䱑䮾
‪䗼
熈熈㠫䐊−㗁䰂䴒 ỉᵸ
F⩠ヴ朜♉
␄唝⍊㤝㢉

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INTERNAL INTERNAL

熈熄熄㮓⩘䕂 熈熄熅⪤↗䕂
(a) 搵㗝㠫↗ (Long Term Business)澒
D 徦搾ⷍ澒㇇㠫↗朜♉
Ḣ奨䂡ạ⣤ῄ暑
⇃ㆪ澒 L冯ⷍ澒
ᵸ➻⊈ⴲ悏Ʊ⤘⢹⊈₸䏝Ʊ䖶廡搵㗝Ʊ㫶ᴃἣ⵵Ʊ伭⋆柈亿ẛ
敨Ʊ宅㗪寔▜Ʊ庾᷏壆⅁䩟䋄䧪IƱII⊈III朜 ά䰯朜⃣濣➻敨Ʊ㰵᳈ẛ敨Ʊ㼩敨⊈⿍⟔敨
⋬㋓Ōᵸ嵩⿍⟔Ʊ孪ᶹ⊈㬻嶈䬰
(b) Ჾ僪㠫↗ (General Business)澒
杅ạ⣤ / ᷧ刓ῄ暑 ₙ⒉墄⃇ ⾈⮎ᾅ嫱 / LL乌ⷍ澒ᵸ➻僅昜ᵸ➻
⇃ㆪ澒 ᾅ晒 Ⰽ䲬ᾅ嫱
⿍⟔Ʊ䑼䒃Ʊ收᳈嶈巙Ʊ拳岭嶈巙Ʊ枙㤝Ʊ僷僴Ʊ学弉Ʊ • ᵸ➻⇃ㆪ澒ⴲ悏Ʊ恩䔀孹䏦⍊㩖䑼
㼩㼻僅储㿴⅙悍Ʊ孟䏠㋋➜Ʋ㬻嶈Ʊ枙㤝Ʊ僷僴㑷映䕂 • 昜ᵸ➻澒⃄㽸㼩敨Ʊ㰵᳈ẛ敨Ʊẛ娇⊈⿍⟔⍚㱤庱˚
㮓⹉孪ᶹƱᲾ僪㮓⹉孪ᶹƱẟ孶Ʊ㎒ẛƱ斚曃孟↗㋋⟯
⊈㮓⹉摉㏭ 岓Ợ˚䛃䪱˚⋅ⷌ壃℆䬰

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INTERNAL INTERNAL

熈熄熅⪤↗䕂 熈熄ẛ敨㠫↗䣬朜
a ᵸ嵩ẛ敨 Insurance of the
E㠫↗Ṅ㵎 ⊔⹕㠫↗䕂廒⹏ Person

⨶圑朜⃣ b 孟䏠ẛ敨 Insurance of Property

Lẛ敨ᶡ䋄ᵸ
Academic
c 孪ᶹẛ敨 Insurance of Liability
LLẛ敨䱑䮾 Classification (5.1.3)
LLL䖲㉣⹜‪䗼今Ṅ ᳋㱇⊈ẛ敨ᳫᶉᵸ d 䱑㺝㧈䖈ẛ敨 Insurance of Pecuniary
Interests

a ⃄₸ Outwards
F⩠ヴ朜♉ ⊕ẛ䕂⫋嬟 ⁋ẛ敨
Lỉᵸピ㱆孹仃 ỉᵸẛ敨
Reinsurance
b ⃄‣ Inwards
(5.1.4)
LL␄唝⍊㤝㢉䕂㠫↗ピ␄㠫ẛ敨 c ⫆㠫⁋ẛ敨ᵸ

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熈熄熆⨶圑朜⃣ ⅝侻 熈熄熇⁋ẛ敨
(a) ᵸ嵩ẛ敨 Insurance of the persons
ὲ⥩Ōạ⣤˚⁌⺞⎱ạ庒ヶ⣽ῄ暑 (a) ⃄₸⁋ẛ敨 Outwards reinsurance:
ῄ暑ạ⏸⅝ẽῄ暑ạ/ ⅴῄ暑ạ峣岞ῄ暑
(b) 孟䏠ẛ敨 Insurance of property
ὲ⥩Ō䁒䁤˚嶈巙䕂㋋⩱˚删ᷱ岏䉐 (b) ⃄‣⁋ẛ敨 Inwards reinsurance:
ῄ暑ạ㉦ῄᷧẂⷙ墒⅝ẽῄ暑ạƒⅴῄ暑ạ
(c) 孪ᶹẛ敨 Insurance of liability
㉦ῄ䙫梏暑
ὲ⥩Ō⃘Ⓢ壃℆˚⅓䜥岓Ợ
(d) 䱑㺝㧈䖈ẛ敨 Insurance of pecuniary interests ⫆㠫⁋ẛ敨ᵸ Professional reinsurers:
ὲ⥩Ō䇆㥔Ḕ㖞˚Ὲ岟⎱䧆憸ῄ暑 - ⏑䵺䇆ⅴῄ暑㥔⋀䙫ῄ暑ạ

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INTERNAL INTERNAL

熈熅圊㠫塍㣟 熈熅熅ㆿ䄊ẛ敨ᳫᶉᵸ
䈰㉆㧈ẛ敨ᵸ 䈰伖䏦䕂ᵸ ẛ孹㏴‣
ㆿ䄊ᵸ 㐶䖬
搵㗝 Ƽ䯒ƽ 熈熇 熊熊熊熆熌 ẛ孹䳻朋 +.熈熅熄熇ῂ
㠫↗ Ƽ䱚⋆ƽ 熄熌 熊熉 • ỉᵸᵸ➻ +.熇熈熋熈ῂ ỉᵸẛ敨ᶡ䋄 熋熌熆熇熈
• ◖榒ᵸ➻ +.熇熊ῂ ẛ敨ᶡ䋄ᵸ
㠫↗ᶡ圦濑ᶡ䋄ᵸ濒 熅熉熆熆熋
• 庾᷏壆⅁ +.熌熇ῂ
• ⴲ悏⊈‴ᶔ㠫↗ +.熇熋熉ῂ 㠫↗ᶡ圦濑ẛ敨䱑䮾濒 熄熄熆熋熄
Ḓ㗪◮䏝䏠䳻Ỻ熄熌熅熇
Ჾ僪 Ƽ䯒ƽ 熌熄 熅熇熈熇熌 ẛ孹䳻朋 +.熈熌熋ῂ ẛ敨ᶡ䋄㤝㢉 熅熅熇熋
㠫↗ Ƽ䱚⋆ƽ 熄熌 熅熇 Ḓ㗪◮䏝䏠䳻Ỻ熅熅熄
ẛ敨䱑䮾‪⊶ 熋熄熋
䳻㐶 熄熉熇 熄熃熅熅熋熋

㐶㎘ヨ傱熅熃熅熄ⴲ熉㗆熆熃㒣
㐶㎘ヨ傱熅熃熅熄ⴲ熋㗆熅熇㒣
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INTERNAL INTERNAL

熈熆ẛ敨‪⊶ 熈熈㠫䐊−㗁䰂䴒
◉教⚸䟌 Ⳁ⛲Ḓ㗇䉅
搵㗝 曫⇿ḋ濣熋熈熉 桗㳭ẛ敨㠫伭㗁
㠫↗ 曫ᵒḋ濣熉熇熊 Hong Kong Federation of Insurers (5.5.1)
熌熊⋋熈熋㑺桗㳭壹⁈ 桔⋋‪⊶濣熅熃熉
熉熌⋋熇熅㑺㰵⟔壹⁈
Ჾ僪 桗㳭ẛ敨㠫伭㗁ᴉ㗁⎟ 曫⇿ḋ濣
㠫↗ Ჾ僪ẛ敨㗁⎟ 熋熉⋋ ⿍⟔⍊ἣ⵵濣熈熈 桗㳭ẛ敨朥␍伭㗁
㬻嶈濣熇熊 The Hong Kong
➻敨㗁⎟ 熈熅⋋ 奋⊭ẛ敨䱑䮾◖榒
孟䏠㋋㩾濣熆熃 Confederation of Insurance
Approved Bodies
Ჾ僪㮓⹉孪ᶹ濣熆熋 Brokers (HKCIB)
of Insurance
㭐㗇‪⊶ !熅熈
Brokers (5.5.2) 桗㳭⫆㠫ẛ敨䱑䮾−㗁
Ჾ僪㠫↗◦䈰㉆㧈ẛ敨ᵸᴉ摑䕂⃄ⳁ⾃㭿
◦䈰㉆㧈ẛ敨ᵸᴉ摑䕂 Professional Insurance
㪒搵㗝㠫↗ⴱ★ Brokers Association (PIBA)

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熈熈熄桗㳭ẛ敨㠫伭㗁+.), 熈熈熅ẛ敨䱑䮾⫆㠫◖榒

(a) 䖬㣗澒㉦ⶡ⊈㊎∅◦㗪㳭䱑䂝㠫↗䕂 ẛ敨ᵸ (a) 桗㳭ẛ敨朥␍伭㗁 (HKCIB)

The Hong Kong Confederation of Insurance Brokers
⊈⁋ẛ敨ᵸ 䕂 ⋊⃧䖈
(b) 桗㳭⫆㠫ẛ敨䱑䮾−㗁 (PIBA)
(b) ⋏桗㳭ᵸ㉦ᶉẛ敨濕᳤淑↳㗁⎟弒⃮㖾榖弑 Professional Insurance Brokers Association
⹵㣗㵔⊈⫆㠫㫲ⴱ濕⹜今⅞ⷵ㱆孹仃⫋ẛ
敨㠫䕂ẟ⺁ • 凮ῄ暑㥔䛊䮈Ⱗ怙堳⮁㜆㎌姟
• ⯴⏖僤⽘柦㜓✗ῄ暑䵺䳧堳㥔䙫㔦䬽㎷⇡⻡字
• 䂡㛪Ⓢ㎷ᾂ䛟旃⟠姺

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熈熈熆−Ⅷ䯠῝ᵸピ⊕⩱ᵸ䕂圊㠫㤝㢉 熈熈熆−Ⅷ䯠῝ᵸピ⊕⩱ᵸ䕂圊㠫㤝㢉
ẛ敨ㅓ売⫾ (a) ẛ敨ㅓ売⫾ (ICB)
The Insurance Claims Complaints •㖣ᷲ㕮6.1.4ὃ㎉姵
Bureau (ICB)
(b) 桗㳭㬻嶈ẛ敨⫾ (MIB)
桗㳭㬻嶈ẛ敨⫾ •䵺岢Ὥ凑㱤庱ῄ岢䙫昫⊇⾜岢
−Ⅷ䯠῝ᵸピ Motor Insurers’ Bureau of Hong •⥩㞃凮庱异怺巖ヶ⣽㛰旃䙫㲼⮁ῄ暑ḍᷴ⬿✏˚䄈㔯ㇽ
⊕⩱ᵸ䕂圊㠫 Kong (MIB) ῄ暑ạ㷬䛋㘩⭪ᾦ㛪⏸䄈徃₞Ẉ䙫⎾⮚ạ㎷ᾂ壃℆
㤝㢉 熈熈熆 (c) ẛ敨‪⊶(ᾯ⎟垚῝)㿟⅙῝έ䩟䋄⫾ (ECIIB)
ẛ敨‪⊶(ᾯ⎟垚῝)
•䔘⅏檻✏榀㸖䵺䇆⃘Ⓢ壃℆ῄ暑㥔⋀䙫ῄ暑ạ䴫ㇷ
㿟⅙῝έ䩟䋄⫾ •ᷧ㗍㛰㛪Ⓢῄ暑ạ䄈⊂℆ₜƏᾦ㉦㒻嵞⅝⃘Ⓢ壃℆ῄ▕
The Employees’
Compensation Insurer 䙫㲼⽲岓Ợ
Insolvency Bureau (ECIIB) •䵺岢Ὥ凑⏸⃘Ⓢ壃℆ῄ岢⾜㔝䙫昫⊇岢

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熈熈熇ᾯ⎟垚῝伭ẛ壆⅁䩟䋄⫾ 䧪ᵒ䦞 奰朊䲲亐 D

*Ƽᾯ⎟垚῝伭ẛ壆⅁ƽ(ECIRS)濣 犇⤮】✗Ə✏榀㸖㛰ᷧ柬憴奨䙫㥔⋀桅❲⼞∝ῄ

暑Ə✏úῄ暑㥔㢄ὲû䙫㥔⋀⇭桅ḔƏᷴ㘖ᷧῲ
•䂡⾅Ṳ檿梏暑ⷌ䨕䙫⃘Ḣ㎷ᾂ㛧䴩䙫㉼ῄ㸇怺 䍏䪲䙫㥔⋀桅∌˛怀柬㥔⋀㘖Ɲ
•㈧㛰⃘Ⓢ壃℆ῄ暑ạ✮柯ㇷ䈙ECIRS䙫ㇷⓈƏỌ A.㖬怱
暭檻䙫㖠⻶㉦㒻梏暑
B.ῲạヶ⣽
•䔘˥⃘Ⓢ壃℆偖ῄ姯≪䮈䏭Ⱗ˦䛊⯆
•孺䄈㲼⎽⽾⃘Ⓢ壃℆ῄ暑䙫⃘Ḣ⎽⽾⃘Ⓢ壃℆ῄ C.⻡䮰⅏暑
暑 D.⃘Ⓢ壃℆

⊁仁䦞䩾濣熈熄熄E

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䧪ᵒ䦞 奰朊䲲亐 C 䧪ᵒ䦞 奰朊䲲亐 C

犈ᷲ⇾ⓑ柬㛰旃ⅴῄ暑䙫晚志㘖㭊䢡䙫Ƣ 犉ῄ暑✏榀㸖䙫㲼⮁⇭桅Ə⏖⇭䂡䳻敞㜆㥔⋀˚
A.㛦ῲạ䙫梏暑怙堳ⅴῄ暑䨘䂡⇭⅌ⅴῄ暑 䳻ᷧ刓㥔⋀Ọ⎱Ɲ
B.㛦⅝ẽῄ暑ạ怙堳ⅴῄ暑䨘䂡⇭⇡ⅴῄ暑 A.䁒暑
C.⯯㥔ⅴῄ暑ạ⏑怙堳ⅴῄ暑㥔⋀ B.㲼⮁⃘Ⓢ壃℆ῄ暑
D.Ọᷱ⏫柬䙭㭊䢡 C.䶃⏯㥔⋀ῄ暑
D.⯯㥔ⅴῄ暑

⊁仁䦞䩾濣熈熄熇 ⊁仁䦞䩾濣熈熅熄F

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熉熄桗㳭ẛ敨‪⊶䕂塍䩟
熄ẛ敨ᵸ䕂㉆㧈 熉熄熄D
熅佟㗪堿㬀 熉熄熄E
ẛ敨㠫㝛ṉ 熆῝ᶖ㵔ὗ悏塍⩘ 熉熄熄F
Insurance 熇弧䐴䕂匡ᵉ⊈㉥㧈ᵸ 熉熄熄G
䧪‫‫‬䦞 ẛ敨㠫䕂塍䩟㙴㢉 Ordinance (6.1.1) 熈山⟞䕂⁋ẛ敨⩇㉐ 熉熄熄H
熉‴ᶔ悋堿䕂㝛㑅 熉熄熄I

熅熄 熄熉朊 熊ⴰ曎㧈⅙ 熉熄熄J

熄䖬䕂 熉熄熅D
熅㊎ṙⶸ娮⊈慵⏬䕂Ἐ㮓 熉熄熅E
ㄽẛ␄⫆㠫⩆℅
Code of 熆䯠῝ 熉熄熅F
Conduct for 熇ẛ敨ᶡ䋄ᵸ䩟䋄 熉熄熅G
Insurers (6.1.2) 熈㚣夠澱ㅓ売⊈䮼䯙 熉熄熅H

ẛ敨ㅓ売⫾ Insurance Complaints Bureau (‘ICB’) (6.1.3)

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INTERNAL

熉熅桗㳭ẛ敨ᳫᶉᵸ䕂塍䩟 熉熄桗㳭ẛ敨‪⊶䕂塍䩟
䖡䩟ẛ敨ᳫᶉᵸ䕂ㆿ䄊⃴ⵤ䕂⚸㗪塍⩘ 熉熅熄

䈰㉆㧈ẛ敨ᵸ僅‴ᶡ䋄ᵸ䕂撚Ẁ 熉熅熅
ㆿ䄊ẛ敨ᶡ䋄㤝㢉䕂ᵸ⎟ 熉熅熆D
ƺ熅熃熄熈ⴲẛ敨‪⊶ Ậ壀㝛ṉƻノ䦉ᵄ ẛ敨㠫䖡䩟⫾
ㆿ䄊ẛ敨ᳫᶉᵸ䕂⟘悋墐儰 熉熅熆 ㆿ䄊ẛ敨䱑䮾‪⊶䕂ᵸ⎟ 熉熅熆E
ㆿ䄊㠫↗ᶡ圦濑ᶡ䋄ᵸ濒 熉熅熆F ㏽䨔䖬㣗
ㆿ䄊㠫↗ᶡ圦濑䱑䮾濒 熉熅熆G
䔺䄊㝛ᶴ 熉熅熇D
犇 䢡ῄῄ暑㥔䙫奶䮈㞝㦲凮㘩ḍ怙
䔺䄊 熉熅熇 孞孪ᵸ䕂孪ᶹ⊈奋⊭ 熉熅熇E 犈 ᾪ怙ῄ暑㥔䤧ἣ䔺⬓
熏弧䐴ᵸ弶熐䕂㑵⩘ 熉熅熇F 犉 䂡㽂✏ῄ▕㋨㛰ạ㎷ᾂ㖲ḱ䕂ẛ敚
䈰㉆㧈ẛ敨ᵸ⢒ᶹ䕂㖾榖㐶䖬 熉熅熈D 犊 凮⛲暂ㅊ⸟⁁㲼䛲漱Ƌ⍚ῄ暑㥔䛊䮈㩆㦲⾬柯✏岈㔦ᷱ⑳怲
㚣⪝Ʊ好㚣⊈㑻⅞䮾⹉⃴坿䕂㧈⅙ 熉熅熈E ὃᷱ䍏䪲㖣㔦⺃⑳㥔䔳ƌ
㇅㓌䕂ᶹḓ㧈⅙ 熉熅熈F
‴ᶔ䖡䩟㉨㑻 熉熅熈
㗇撚⋏⊕塍䩟ᵸ➩圊ḽ㑻⅞丮㧼㧈⅙䕂㇅ⷓ 熉熅熈G 犋 ⻡䪲ᷧῲ䖲㉣塍䩟ῄ暑ḔẲạ䙫∝⺍ƏỌ⊔ᶡ䔘ᷰῲ凑炪奶
ㆿ䄊ẛ敨ᳫᶉᵸ⊈⊈㚎ᵙᵸ⎟䕂㎋⩆塍⩘ 熉熅熈H 䮈㩆㦲⟞堳䙫凑⽲奶䮈∝⺍
ㆿ䄊ẛ敨ᳫᶉᵸ䕂㎋⩆⩆℅ 熉熅熈I
ƺẛ敨㠫 ㆿ䄊ẛ敨䱑䮾‪⊶䕂孟↗⊈‴ᶔ堿㬀 塍℅ƻ熉熅熈J
ㆿ䄊ẛ敨ᳫᶉᵸㆿ䵊⫆㠫⚷壑㇅ⷓ 熉熅熈K

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熉熄熄ẛ敨㠫㝛ṉ!! 熉熄熄ẛ敨㠫㝛ṉ!!
ƺẛ敨㠫㝛ṉƻ
ẛ敨㠫䖡䩟⫾㑮❜䕂伵侻⍊ᶹ↗⇃ㆪ濣
a.ẛ敨ᵸ䕂㉆㧈
L 忶怵䙣䈳∝⺍Ə奶䮈ῄ暑ḔẲạ䙫㒴⭯ b.佟㗪堿㬀
LL ㎷檿㽂✏ῄ▕㋨㛰ạ⯴ῄ暑䔉⒨⑳ῄ暑㥔䙫ṭ姊 c.῝ᶖ㵔ὗ悏塍⩘
LLL ⃴壀塍䩟ẛ敨㠫䕂㗇㐆䨔˚ᾪ怙ῄ暑㥔ⷩ⠛䙫⏖㋨ d. 弧䐴䕂匡ᵉ⊈㉥㧈ᵸ
乳䙣ⰼƏ㎷⌮✏䒗䏪䙫䫝䈔⊂
e. 山⟞䕂⁋ẛ敨⩇㉐
LY 䟻䩝Ⱈ⽘柦ῄ暑㥔䙫Ṳ⮃
f. ‴ᶔ悋堿䕂㝛㑅
Y Ⱈῄ暑㥔㎈⎽恐䕝㎑㖤Ə⌻⊐岈㔦⏟⏟敞䶔㋨榀㸖
g.ⴰ曎㧈⅙
憸坴䩐⮁

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犌犇犇E傈㜓奨㰩
熉熄熄Dẛ敨ᵸ䕂㉆㧈 犌犇犇F℆ế㹽₀憸奶⮁
⪤䴱佟㗪 ῝ᶖ㵔ὗ悏
ẛ敨‪⊶ ẛ敨㠫↗
㖾Ḍ堿㬀 㖾Ḍ堿㬀
⊨䱑䂝Ჾ僪㠫↗ 熄熃熃熃勪 熄熃熃熃勪

• ⯍乚傈㜓 ⊨䱑䂝搵㗝㠫↗ 熄熃熃熃勪 熅熃熃勪

• ℆ế㹽₀憸 ⋊㔀䱑䂝
Ჾ僪㠫↗
熅熃熃熃勪 Ჾ僪濣熄熃熃熃勪
搵㗝濣熅熃熃勪
• 告Ṳ⎱㎎㫱ạ ⊈搵㗝㠫↗ 㮓⩘濣熅熃熃熃勪
• 嶚⤇䙫ⅴῄ暑⭰㍹ 㮓⩘ピⷵ⃴ 熅熃熃熃勪 熅熃熃熃勪
ẛ敨㠫↗

⫆⬪储ẛ 熅熃熃勪 熅熃熃勪

ẛ敨ᵸ

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熉熄熄F῝ᶖ㵔ὗ悏塍⩘ 熉熄熄G㉥㧈ᵸƱ匡ᵉƱ䩟㉥堿⎟⊈䈰⢒ᶹ
䭼䩕⳩搵㗝㠫↗曆⬪ 熏弧䐴ᵸ弶熐
Ƽ῝ᶖ侻⅙ƽ
ẛ䖡⫾
㗇撚Ƽ弧䐴ᵸ弶ƽ䕂仁〬▞䯞Ɲ 䕂奋⊭
ƒ ㈧㛰岮䔉≂⥤嶚⤇℆恫ₜ⋀ D ⭟㭞˚岮㭞ㇽ䵺樾
E 㘖␍㛰僤⊂䨘偞✗˚媇⯍✗ḍ‪㨡◮圊ᵉ
Ƽ῝ᶖ㵔ὗ悏ƽ F Ὲ孤˚⒨㠣˚⏖杇䧲⺍⑳奞ẟ
G 岈㔦䊧㲨ㇽ℆ế僤⊂
ƒ 岮䔉 !岇ₜ䙫䧲⺍ƒ憸栴
H ỢἼ⅝ẽḢ䮈䕝Ⱗㇽ奶䮈㩆㦲懄⯴婙ạ㎈⎽䙫䮾⹉圊↓
I ⥩婙ạ㘖㚎‪⊶斄◖ᳫ䕂Ჾ⩴‪⊶Əῄ䛊Ⱗ㈧䮈㛰旃ḵ婙
Ƽ῝ᶖ㵔ὗ悏ƽ䕂䖬䕂
暭⛿Ḕ䙫ỢἼ⅝ẽ⅓⏟䙫ỢἼ岮㖀Əㇽ旃ḵ婙ạㇽ婙暭⛿
ƒ ῄ暑⅓⏟⾬柯㋨㛰㛧ἵ℆ế㹽₀憸栴ƏỌ㉦ῄῄ暑ạ Ḕ䙫ỢἼ⅝ẽ⅓⏟䙫ᶹḓ⟥佟㘯ピ榖䯘ᵸ⎟䕂ᶹḓ宅㑗
⏖僤䄈㲼℆恫凑庒ₜ⋀䙫梏暑 J 㭊䵺䇆ㇽ㓓䵺䇆䙫ᶹḓ‴ᶔ㠫↗䕂䅾㭿

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INTERNAL INTERNAL
熉熄熄G㉥㧈ᵸƱ匡ᵉƱ䩟㉥堿⎟⊈䈰⢒ᶹ 熉熄熄H山⟞䕂⁋ẛ敨⩇㉐
䭼䩕⳩搵㗝㠫↗曆⬪ 熏弧䐴ᵸ弶熐
ⅴῄ暑Ɲ䢡ῄῄ暑ạ岈㔦䩐⁌
ƺ 䈰㉆㧈ẛ敨ᵸ䕂‪⊶䩟㭹㇅ⷓ ƻ濑ƺ ㇅ⷓ 熄熃ƻ濒
ῄ暑ạ䙫岈㔦僤⊂˚㥔⋀䨕桅⎱奶㨈
• ⻡䪲榖㫲ⴱ䙫⅓⏟䮈㲢
• 䂡⊇⼞㉼ῄạ䙫ẟ⺁
• ᾪ怙榀㸖ῄ暑ⷩ⠛䙫䤧ἣ⍊搵弞䔺⬓
ⸯ暽ẛ敨ᵸ㵔ὗ⟘⫏⁋ẛ敨
‥⩷㱳厉䪂○濣
• ⏫䴁䮈䏭
⁋ẛ敨䕂㐶悍
• ㈧㛰偞僤 ⊆僤Ƌ梏暑䮈䏭˚㉦ῄ˚䏭峇˚桎 ⊈䯞宨㗁ⸯ暽濣
㏴▜ょ㏴宪㧼䕂侻⅙
⮉㛴⋀˚⯐姯䬰ƌ

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INTERNAL INTERNAL

熉熄熄H山⟞䕂⁋ẛ敨⩇㉐
ƺ 僅㗇撚‪⊶⩇㉐⁋ẛ敨䕂㇅ⷓ ƻ 濑ƺ㇅ⷓ 熄熅ƻ濒
㇅ⷓ悋堿䕂≝▞濣
• 䐴⁋ẛ敨ᵸ僅㚎ẛ敨ᵸ㗇撚廡䕂㔀ỗ濕ẛ敨ᵸ⫋‴⁋
ẛ敨⩇㉐ょ圊ḽ䕂⪧「䖡㉥⊭侻㗁㯿㑺槄ゆ
• ⥩㞃⮠娘櫭ㆯ✗䛊䮈怀ガ㲨Ə㛪⯴㉼ῄ⅓䜥⸝Ὥ梏暑
㒦◦奨㓌濣
• ῄ暑㥔䛊䮈Ⱗ⥩Ἴ㉱ῄ暑ạ凮㛰旃怊ⅴῄ暑ạ㈧ὃ
⇡䙫㞷柬ⅴῄ暑⭰㍹搸⮁䂡嶚⤇
• ẛ敨㠫䖡䩟⫾◦䔺䊼㚎曃⁋ẛ敨⩇㉐᳋山㔀濕㗁⡀
ḓ唓䋄㨢␍朊
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗
INTERNAL
熉熄熄Iẛ敨㠫㝛ṉ!‴ᶔ悋堿䕂㝛㑅
(a) 䱫ㆿ◦桗㳭䕂宅䏠
Ჾ僪ẛ敨ƋỌ姩㗵䙫‧䣬⇭䩕㑷㮓Ḳᷧ姯䭾ƌƝ
1. 㷏岇ₜ栴Ƌⷙ䵺㉊晋ⅴῄ暑㈧ῄ䙫悊惏⇭ƌ䙫
80%⎱㛰旃㕟栴
2. 㠠㓁榀㸖䙫䄈⊂℆ₜ㲼ὲƏ榀㸖䙫ᷧ刓ῄ暑ῄ
▕㋨㛰ạẒ㛰ℑℯ䴉℆㫱*
¼ᷴ恐䔏Ɲ⯯ⱓ凑ῄῄ暑ạ⎱⯯㥔ⅴῄ暑ạ
219 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 220 Manulife Business Academy
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INTERNAL

熉熄熄Iẛ敨㠫㝛ṉ!‴ᶔ悋堿䕂㝛㑅 熉熄熄Iẛ敨㠫㝛ṉ!‴ᶔ悋堿䕂㝛㑅
(b) ⫯᳋⋊朜⃣䕂搵㗝ẛ敨㠫↗⃄⃣ὗ⨖宪䖬
(d) ⌆⛯塍⩘
ẛ敨ᵸ曆㪍ⴲ⋏ẛ敨㠫䖡䩟⫾⌆ᵢᶣ᳉⛯⌈
• Ⱈ㮶ῲ桅∌₀⬿峓䛕
(⏖Ọ䔏曢⬷㖠⻶)
• Ⱈ⅝敞㜆ῄ暑㥔⋀㈧䶔㋨䛟䕝㖣㞷⟡憸䙫岮䔉Ə
⏑⏖䂡婙⟡憸㈧㵰⎱䙫㥔⋀惏⇭俳怲䔏 Ჾ僪 搵㗝 ⫆⬪储ẛ
⛯⌈
㠫↗ 㠫↗ ẛ敨ᵸ
(c) 宅䏠⊈孞έ䕂ᷮỺ⚸㵔 孟↗⛯圦 9 9 9
ᷧ刓ῄ暑Ɲ㛰䉠⮁䙫奶ὲ 䱑⪧壆䕂Ჾ僪㠫↗⛯圦 9  9
敞㜆㥔⋀Ɲ旃㳏㉼岮䙫἗姯Ə∐ざ㔝⅌⎱柷㜆㔝䚱
䍮
䱑⪧壆䕂宅䏠孞έ圦 9  
䭼䩕好㚣⛯⌈⊈⢒ᶹ䭼䩕⳩  9 9
㊎ṙ䕂娇㓌㖶

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INTERNAL INTERNAL
熉熄熄Iẛ敨㠫㝛ṉ!‴ᶔ悋堿䕂㝛㑅 熉熄熄Iẛ敨㠫㝛ṉ!‴ᶔ悋堿䕂㝛㑅
(c) ⌆⛯塍⩘ (f) ƺ2015ⴲẬ壀㝛ṉƻ㑮❜塍䩟㧈⅙
• 䵺䇆⃘Ⓢ壃℆⎱ㇽ㱤庱ῄ暑㥔⋀䙫ῄ暑ạ⋬㋓ⅴ
ῄ暑ạƏ柯㮶⹛Ⱈ怀Ẃ㲼⮁㥔⋀桅∌俳䂡㜑Ὥ䴉℆ • ῄ䛊Ⱗ䍙峍ṯ㗵䢡䙫㫱⊂怙堳㚣⪝Ʊ⬓摉
ὃ㒌₀䙫ℙ₀憸怙堳䲥䭾㪉姵Ə俳㪉姵柯㋰䅎㋮㗵 好㚣⎱⏸ῄ暑ạ㑻⅞䮾⹉唓⃄
㨀㹽怙堳
• 㪉姵⭳䕉⽳Ə柯䔘㛰旃䲥䭾⸒㓓₀⠘␱⎱娣㛟Əḍ
• 㖤⊇䙫嘼⇭⋬㋓Ɲ
㖣姩㗵㘩昷ⅎ㎷ẋῄ暑㥔䛊䮈ⰧỌὃ⯐料Ḳ䔏
• ㍢慵  㕩㔀㍢慵ῄ暑ạ䙫㉆㧈
(d) 廍㓌ⵤ • 䥨㭉䔚媲㞷桅∌ῄ暑㥔⋀䙫㍯㫱
• ˣ㢄ὲˤ↭娘ῄ暑㥔䛊䮈Ⱗ✏婴䂡䬍⏯ῄ▕㋨㛰ạㇽ⅓ • ⅓敲 杅⅓敲䙫娲孪
䜥∐䚱䙫ガ㲨ᷲƏ㊒朙ῲ∌ῄ暑ạ䙫岈⋀⑳䵘姯岮㖀 • 丮㧼
• 晋杅㵰⎱㗵䢡㲼⽲䧲⹶Əῄ暑㥔䛊䮈Ⱗᷴ⽾㊒朙ỢἼ㛰
旃ῲ∌ῄ暑ạ䙫Ṳ⋀䙫岮㖀

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INTERNAL INTERNAL

熉熄熄Jⴰ曎㧈⅙ 熉熄熅ㄽẛ␄⫆㠫⩆℅!!
(a) 攎⃴ẛ孹㏴‣ 桗㳭ẛ敨㠫伭㗁HKFI
ῄ▕
(b) ㅓ宅攎⃴濑ㅓ宅䣬朜⊈◮涜濒 ⚵圊
(c) ⫋㑮㠫↗䕂攎⃴ • 桗㳭䫻䔺
• 䏯桗㳭⬃㫏ỉᵸ
(d) 䏯奋⊭⊕壕ᵸẛ䩟宅䏠 ㄽẛ␄⫆㠫⩆℅ 怑䓐㕤
㽸ẛ⑬ㆿ㗇ᵸ
(e) 䄷⃣䕂䭼䩕好㚣
• 䏦Ḛ䡿ᵸ䏦廒
(f) 䏯ẛ敨㠫䖡䩟⫾⢒ᶹ䕂䱑䋄䩟䋄
(g) ⫅ẛ敨ᵸ㳃䖢

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INTERNAL INTERNAL

熉熄熅ㄽẛ␄⫆㠫⩆℅ 熉熄熆ẛ敨ㅓ売⫾
a) 䖬䕂濣䧤⋆Ῠ儭ẛ敨Ἐ㮓 b) ㊎ṙⶸ娮⊈慵⏬䕂Ἐ㮓濣
,QVXUDQFH&RPSODLQWV%XUHDX,&%
•択┕岮㖀
•㉼ῄ㛟 • 犈犆犇犎⹛犇㛯犇犌㗌ㇷ䪲
e) 㚣夠澱ㅓ売⊈䮼䯙濣 •ῄ▕
•ῄ暑ạㆰ⅓怺⑳⎱㘩✗嘼 •堳㔦䮈䏭
• ⎽Ịῄ暑䴉℆㉼娛Ⱗ,QVXUDQFH&ODLPV&RPSODLQWV%XUHDXĂ
䏭㟌婉
ㄽẛ␄⫆㠫⩆℅ •憒䘩嬰㗵㛟 ,&&%
•娔䪲㛰㕮ờ䳧拫䙫ⅎ惏嘼
䏭㉼娛䧲⹶
c) 䯠῝濣 • ⌻⊐姊㱡ῲạῄ暑⏯䳫㈧⻼嵞䙫˚ḍⱓ㖣憸按『峑䙫ῄ暑䳥䴂
•ㇷ䂡ῄ暑㉼娛Ⱗ(ICB)䙫
㛪Ⓢ •⅓⹚˚㛰㔯䍮⎱徬怆
•ᷴㆰᷴ⏯䏭✗㊹䴼䴉℆ • 犈犆犇犎⹛犍㛯犇犌㗌㎏⇡ṭ媦姊㛴⋀ Æ嘼䏭凮䴉℆䄈旃Ἥ㵰⎱憸
•ICBⰘ䳥䴂ὃ⇡墨㱡
d) ẛ敨ᶡ䋄ᵸ䩟䋄濣 • 䴉℆塏㠣ㆰỌ㷡䙤媅姧塏总Ə
按『峑䙫ῄ暑䳥䴂
•㉼娛 ℴ岢ḍ徬怆✗㴥䙣
•嶚⤇㔖㏛ •䴉℆ạㇽῄ暑憸䴉⎽ạ⏖Ọ • 㵰⎱ẛ敨ᳫᶉᵸ᳋䐴圊㽸䙫䳥䴂Əḍ᳋✏ῄ暑㉼娛Ⱗ䙫偞㫱䮫
•⅓⹚⎱媇⯍ ⏯䏭✗⽾䟌䴉℆ㇽῄ暑憸奨㰩
䙫怙⺍ ⛴Ḳⅎ

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INTERNAL INTERNAL
熉熄熆DDEẛ敨ㅓ売⫾⢒⎟㗁䕂䰎㢉⊈㧈⅙ 熉熄熆D ẛ敨ㅓ売⫾⢒⎟㗁䕂䰎㢉⊈㧈⅙
ẛ敨䯠῝ㅓ売⢒⎟㗁
ẛ敨䯠῝ㅓ売⢒⎟㗁
,QVXUDQFH&ODLPV&RPSODLQWV3DQHO
,QVXUDQFH&ODLPV&RPSODLQWV3DQHO
濚⋋᳹Ⳬ
• 䈦䦉㑺ẛ敨㠫 坿㬸濣
• ⢒ᶹℋ⹳⹕孟䱑ᵉ↗⊈⵩↗ • ᳋妔↛売僅⋤濕ㅓ売ᵸ徻㪉斾䴱ᶖᶹḓ孹䏦
⫾⫾搵䕂⋊⿍
• ㅓ売⢒⎟㗁⊭坿⩘䕂实῝悏朋㖾榖㽸熄熃熃勪
㳭 
濝⋋ノ⎟ • ẛ敨ᵸ㿟㧈⫯坿㬸廰圊᳈売
•熅⋋Ṅ储ẛ敨㠫 • ⡀ㅓ売ᵸ⫋坿㬸᳋㶽 Æ ⊭㉟⊔㮓⹉圊↓
•熅⋋㽸㠫⟔ᵸ➩

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INTERNAL INTERNAL

熉熄熆D ẛ敨ㅓ売⫾⢒⎟㗁䕂䰎㢉⊈㧈⅙ 熉熄熆Eẛ敨ㅓ売⫾㊎ṙ䕂㗋↗䪂○

H撚㑺ㅓ売⢒⎟㗁䕂㧈⅙䕂‴ᶔ堿涜 
㗁唓䋄ỉ㜆 ᳋㗁唓䋄ỉ㜆
ῄ暑㉼娛Ⱗˣ⅓⏟䫇䧲ˤ奶⮁Ə㉼娛⦻Ⓢ㛪ὃ⇡墨㱡㘩˥⾬柯⯱憴⎱恜⭯ῄ暑⏯䳫
㢄㬥˚ℑ剖ῄ暑ㅊὲ䙫⎆∮˚ỢἼ恐䔏㲼ὲㇽ⏟㲼㩆㦲㲼奶˚榀㸖ῄ暑㥔偖㛪ㇽ㉼ ‡ ㉼娛ῲ㠯ⱓ憸按『峑 • ㉼娛ῲ㠯䳥䴂㵰⎱┭㥔˚
娛Ⱗᷴ㘩柹ⷪ䙫⭯∮⎱㋮⻼˛晋杅㉼娛⦻Ⓢ㛪婴䂡ⱌ堳㛰旃ῄ暑⏯䳫㢄㬥䙫⽳㞃⯴ ‡ 䴉℆ㇽ䈔字憸栴 ” +.熄熃熃勪 ⷌ㥔˚䬓ᷰ俬ῄ暑⎱
㉼娛ạ㗉ᷴ⅓怺Ə⎯ᷴ⏯䏭Ə␍∮⾬柯Ọῄ暑⏯䳫㢄㬥䂡㹽˦˛ ‡ 㵰㠯ῄ暑ạⱓ,&%䙫㛪Ⓢ • 䴉℆㭊✏怙堳㲼⽲䧲⹶
‡ ῲạῄ▕ ㇽộ墨
怀Ẃ㢄㕮䙫⤎ヶ㘖Ɲㅓ売⢒⎟㗁䈰ẛ敨ㅓ売⫾㗁⎟室ᵆ㧈⅙濕坿㬸 ‡ ㉼娛䔘ῄ▕㋨㛰ạ˚⎾䚱ạ˚⏯㲼䙫䴉℆
ạ ㉦孺ạ ㎷⇡
㔀㪉曆㨹䜪夬悉ẛ敨⋆䯂㝛㧼Ʋ ‡㵰㠯ῄ暑ạⷙ⯴䴉℆ 䈔字ὃ⇡ṭ㛧䴩㱡⮁
㉼娛⦻Ⓢ㛪✏䔳⮁Ἴ嫩ℑ剖ῄ暑ㅊὲ㘩Ə㛪⎪䅎ˣ㉦ῄ┭⯯㥔⭯∮ˤ㈧⇾凰䙫柷㜆
㰛⹚ƏⰋỌ˥䬓ᷰ䫇Ɲ䴉℆˦䂡ḢƏ⅝楽奨㢄㕮㘖Ɲ˥㉦ῄ┭ㆰ徬怆˚⿒㍞⎱⅓怺 ẛ敨ᵸ䔺₸ 熉ỉ㗆‥
✗嘼䏭䴉℆˦˛㛰搸㖣㭋Ə㉼娛⦻Ⓢ㛪㛪ẻ䴗㟌䩝㉦ῄ┭嘼䏭䴉℆㘩㘖␍⅓怺˛ 㖾䰀㬸⩘ ㅓ売ᵸḚ₸㖶映ㅓ売

犈犉犈
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 犈犉犇 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗
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INTERNAL INTERNAL

熉熄熆Eẛ敨ㅓ売⫾㊎ṙ䕂㗋↗䪂○ 熉熄熆E仁仁⽦
昜䯠῝䖶撚䕂ㅓ売ỉ㜆濣 ẛ敨ㅓ売⫾㗁⊕䋄ᶣ᳉ỉ㜆⒌"
 M㉼娛ῲ㠯凮ῄ暑ạ䙫㗋↗㫲ⴱㇽ㠟ῄ㱡⮁䄈旃ƞ⎱
犇䈔字栴䂡犉犆吓䙫⮝Ⱜῄ暑䙫㉼娛
N㉼娛ῲ㠯ḍ杅旃ḵㅓ宅圦䊼˚岢䔏㰛⹚˚ῄ岢˚㔝岢ㇽ∐䍮Ə
Ἥ㋮䨘㵰⎱暘䞅˚⤘⯍晚志˚ᷴ㭊䢡㖤堳˚䕶⿤˚怼⎴ỢἼ㲼
⽲岓Ợㇽ偞岓ƞㇽ㵰㠯䙫ῄ暑ạᷧ㖠✏堳㔦ᷱ⇡挖晋⣽˛
熉熄熆F僅䯠῝㿟撚䕂好墡㗋↗
淑↳䃫娮斗㑷弒ノ⍊墡 Æ 好墡
⃿䮈ῄ暑㉼娛Ⱗ㛪滺⋜䈔字曀㖠总ㇷ⑳姊ƏἭᷧ㗍䄈㲼总ㇷ⑳
姊Əᶔỏ⊭⹜ẛ敨ㅓ売⫾ヾὗ⨖‵䖶撚䱑椕⍊宅㛺䕂好墡⎟⋋
⑬ᳫ濕弶㎅好墡⎟ᶣ廰圊好墡濕⊕䋄悏朋᳈攎㽸熄熃熃勪㳭 Ə
㉼娛ạᷴ䔏ế岢˛
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗
INTERNAL
犈ῄ暑ạ㔝⎽怵檿ῄ岢Ə䌝⥩㮻⮉ạ⯍暂⹛潈⤎ṭ犇犆㭙Ə⮉ạ㉼娛ῄ暑ạ㖣
択┕䙫怵䧲Ḕ㱹 㛰樾嬰⅝䜆⯍⹛潈
犉⯴㉼岮塏䏥䙫㉼娛
犊⯴ῄ暑ạ㴥䙣䳬∐憸栴䙫㉼娛Ə⮉ạ偙䨘ῄ暑ạ㖣択┕怵䧲Ḕ㉦嫥婙ῄ▕ⱓ
㖣˥㉾态儠ῄ▕˦
犋⮉ạ㉼娛ῄ暑ạ㛴⋀ⷕƏ⾅俳ị⮉ạ怇ㇷ㏴⤘
犌䙣䏥㱹㛰ῄ嬰忧ῄ⃠‣Ə⮉ạ㉼娛ῄ暑ạ㖣択┕䙫怵䧲Ḕ暘䞅㱹㛰ῄ嬰⃠‣㭋
柬Ṳ⯍
233 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 犈犉犊 Manulife Business Academy
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INTERNAL
䧪‫‫‬䦞 奰朊䲲亐 D 䧪‫‫‬䦞 奰朊䲲亐 A

犇ˣ㉦ῄ┭⯯㥔⭯∮ˤ奨㰩ῄ▕⏯䳫Ō 犈ᷧ〉吓㸖K䙫⯍乚傈㜓䙫㛧ἵ奨㰩恐䔏㖣Ō
A.ㆰ婙⊂㰩㷬㙗⎱㗺㖣䏭姊 A.⏑䵺䇆ᷧ刓㥔⋀ㇽ敞㜆㥔⋀
B.㎷ᾂ⏯䳫㢄㬥⏖奲䙫嬰㓁 B.䵺䇆ᷧ刓㥔⋀⎱敞㜆㥔⋀
C.㖣乳ῄ㘩柯奨㊒朙憴奨Ṳ⯍䙫㛧檿媇Ὲ⎆∮ C.ỢἼ㲼⮁ῄ暑㥔⋀
䙫奨㰩ƏㆰṯỌ⯶⾪✗姊憲 D.⯯ⱓ凑ῄῄ暑ạ
D.Ọᷱ⏫柬惤㘖

⊁仁䦞䩾濣6.1.2b(c) ⊁仁䦞䩾濣6.1.1b(a)

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 235 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 236 Manulife Business Academy
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INTERNAL INTERNAL

䧪‫‫‬䦞 奰朊䲲亐 A 䧪‫‫‬䦞 奰朊䲲亐 A

犉ˣῄ暑㥔㢄ὲˤ奨㰩ᷧ刓㥔⋀䙫ῄ暑ạ 犊ῄ暑䴉℆㉼娛⦻Ⓢ㛪⏑僤嘼䏭Ō
⮁㜆乚ẋ䔁溣⠘塏"
i.㵰㠯䙫ῄ▕ⱓῲạῄ▕
i.䵺⯐姯䙫ᷧ刓㥔⋀⠘塏
ii.䔘┭㥔˚ⷌ㥔⎱䬓ᷰ俬ῄ暑⻼嵞Ḳ䴉℆䳥䴂
ii.䵺⯐姯䙫岮䔉岇ₜ塏
iii.㉼娛凮䴉℆(ㇽῄ暑憸奨㰩)*㛰旃䙫ῲ㠯
iii.䵺⯐姯䙫䲥䭾⠘␱塏
iv.䴉℆憸栴ᷴ嵬怵䙥ᷧ吓㸖K
A. i⎱ii B. i⎱iii
A. i, iii⎱iv B. ii, iii⎱iv
C. ii⎱iii D. i, ii⎱iii
C. i, ii⎱iii D. i, ii⎱iv

⊁仁䦞䩾濣 6.1.4b
⊁仁䦞䩾濣 6.1.1f(d)(ii)
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 237 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 238 Manulife Business Academy
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INTERNAL INTERNAL

熉熅桗㳭ẛ敨ᳫᶉᵸ䕂塍䩟 熉熅熄䖡䩟ẛ敨ᳫᶉᵸ䕂ㆿ䄊⃴ⵤ䕂⚸㗪塍⩘
奮斾堿䈰⹕ẛ䖡䔺₸ᴉ䄊䀥"
熆ỉ储⹉塍䩟㤝㢉
储⹉塍䩟㤝 ẛ敨㠫䖡䩟⫾ẛ䖡⫾ Ἥ⇈㛰ヶ✏䵺䇆㥔⋀ㇽ⎾⃘怵䧲Ḕㇽ㽸⛯怪今廰圊 Ə 熏 ⊕塍䩟㯹↓ 熐
ῄ暑Ị䏭䙢姿⦻Ⓢ㛪,$5%
Ị䏭
䏭䙢姿⦻Ⓢ㛪 㖣犈犆犇犍⹛犌㛯犈犌㗌㎌㈲ῄ暑㥔 ㇽ㛰ヶ桖䤡怙堳ỢἼ婙䬰堳䂡俬 Ə⾬柯楽ℯ䍙⽾ῄ䛊Ⱗ䙣⇡䙫䈳䅎 Ə ⷙ⎽
榀㸖ῄ暑桎┶偖㛪&,%
ῄ暑桎┶偖㛪 䛊䏭嘼ῄ 䛊嘼奶䮈ῄ暑⅓⏟ ⽾䉠⮁尨ℴ俬∮ⱓὲ⣽ ˛
榀㸖⯯㥔ῄ暑䵺䳧⌻㛪3,%$
⯯㥔ῄ暑䵺䳧⌻ 䙫偞僤
ḍ㖣犈犆犇犏⹛犏㛯犈犉㗌廍弌㮓⩘
䔺䄊⃴ⵤƏ㎌㈲ᷰῲ凑炪奶䮈
㩆㦲奶䮈ῄ暑ḔẲạ䙫ⷌὃ˛ ⎾奶䮈㴢⊼
• 㯻妅ピ⩇㉐ẛ敨⋆䯂濤
• 恧媲ㇽ婿ὦƏㇽỨ⛽恧媲ㇽ婿ὦỢἼạ壀䦉ẛ敨⋆䯂ƞ
• 恧媲ㇽ婿ὦƏㇽỨ⛽恧媲ㇽ婿ὦỢἼạḚ₸ 熏撚戳㬸⩘熐
ẛ䖡⫾䖲㉣⋏桗㳭䕂ẛ敨ᳫᶉᵸ䔺䄊⊈廰圊䖡䩟 ⎱
• ㊎ṙ 熏⊕塍䩟⿍塉熐

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 犈犉犏 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 犈犊犆 Manulife Business Academy
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熉熅熄䖡䩟ẛ敨ᳫᶉᵸ䕂ㆿ䄊⃴ⵤ䕂⚸㗪塍⩘ 熉熅熄䖡䩟ẛ敨ᳫᶉᵸ䕂ㆿ䄊⃴ⵤ䕂⚸㗪塍⩘
熏撚戳㬸⩘熐Ʊ 熏⊕塍䩟⿍塉熐 嫿​弳⩆㱇⊈㊎ṙ⊕塍䩟⿍塉䕂ㆿ䄊塍⩘濣
犒旃捜㱡⮁犓㘖㋮ⰘỌᷲỢἼṲ柬ὃ⇡䙫㱡⮁Ə俳犒⎾奶䮈ヶ奲犓 • ⤎⽲⸒˚⽲⸒˚㛪姯⸒˚Ὲ姾⅓⏟˚䲥䭾⸒ƞ
㘖㋮ⰘỌᷲỢἼṲ柬䙣塏䙫ヶ奲Ɲ
• ⠘䫇Ə曢好ㇽ䄈䷁曢⻊㒔Ə⏸⅓䜥䙣忨曢⬷态姱ƞ
• Ⱈῄ暑⏯䳫㎷⇡䔚媲ㇽὃ⇡⻡字ƞ • 娼⮁㏴⤘䙫㥔⋀ƏỊ塏䍙㍯㫱ῄ暑ạ姊㱡䴉℆䔚䴉㥔⋀ƞ
• ῄ暑⏯䳫䙫䙣⇡˚⻝乳ㇽ乳㜆ƞ • ᷧ⮝⅓⏟⏸犒㋮㗵⅓⏟犓㎷ᾂ⎾奶䮈ヶ奲Ə俳㋮㗵⅓⏟㘖㋮婙⅓⏟䙫⅏岮昫ⱓ⅓⏟Ə
• ⎽㵯˚䴩㭉˚忧⛅ㇽ弰孺ῄ暑⏯䳫ƞ ㋨㛰婙⅓⏟䙫㈧㛰ⷙ䙣堳傈㜓䙫⏍ᷧ⅓⏟Əㇽ婙⏍ᷧ⅓⏟䙫⅏岮昫ⱓ⅓⏟ƞ
• 堳ὦῄ暑⏯䳫ᷲ䙫㫱∐ƞ • 䂡䍙㍯㫱ῄ暑ạㇽ㋨䈳ῄ暑ḔẲạⱌ堳䳻䲠ⱓ㖣㕮㛟ㇽ堳㔦『峑䙫偞岓ƞ
• 㛛㔠ῄ暑⏯䳫䙫ỢἼ㢄㬥ㇽ㢄ờƞ⎱
• ỢἼᷲ⇾䍙㍯㫱ῄ暑ạ䙫⃘Ⓢ✏⎾⃘怵䧲Ḕ怙堳⎾奶䮈㴢⊼ƝD䍙㍯㫱✏ㇽ⾅
• ㎷⇡ㇽṭ䴷ῄ暑䔚䴉˛
榀㸖䵺䇆䳻䲠ⅴῄ暑㥔⋀䙫ῄ暑ạƞ⎱E⯯ⱓ凑ῄῄ暑ạƞ⎱

ƺẛ敨㠫㝛ṉƻ⊆塍⩘濕⡀㚎ᵸ⹜桗㳭ᶣ⟔◮㑷濕⋏‪䗼䤋㠳㉦ⶡ夰ᵸ㊎ṙ䕂 • 䍙㍯㫱ῄ暑ạ䙫⃘Ⓢ㈧怙堳䙫⎾奶䮈㴢⊼⏑㵰⎱ƝD梏暑娼⮁ƞE憷⮁ῄ暑⏯

ẛ敨㗋↗濕夰ᵸ㗁坩塔㽸札䟸储ⲯ㨡廰圊⊕塍䩟㯹↓ 䳫䙫㢄㬥⑳㢄ờƞㇽF嘼䏭ῄ暑⏯䳫䙫ỢἼ䔚䴉˛

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 犈犊犇 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 犈犊犈 Manulife Business Academy
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熉熅熄䖡䩟ẛ敨ᳫᶉᵸ䕂ㆿ䄊⃴ⵤ䕂⚸㗪塍⩘ 㑮㝛ṉᳫ⫋ᶣ᳉䏦奜䕂⿍⻛
ㆿ䄊ẛ敨ᶡ䋄ᵸ ㆿ䄊ẛ敨䱑䮾 ㆿ䄊ẛ敨ᳫᶉᵸ ⊕塍䩟ᵸ➩
㑮⃴ⵤ᳉ᴉ熈朜ㆿ䄊ᵸ
ㆿ䄊㠫↗ᶡ圦 ㆿ䄊㠫↗ᶡ圦
ㆿ䄊ỉᵸẛ敨ᶡ䋄 ㆿ䄊ẛ敨ᶡ䋄㤝㢉 ㆿ䄊ẛ敨䱑䮾‪⊶
ᶡ䋄ᵸ 䱑䮾

ㆿ䄊ẛ敨ᶡ䋄㤝 ㆿ䄊ẛ敨䱑䮾 ㆿ䄊ẛ敨ᶡ䋄 ㆿ䄊ẛ敨ᳫᶉᵸ濕ㆿ䄊

㢉濕ㆿ䄊ỉᵸẛ ‪⊶ピㆿ䄊㠫 ᵸピ ẛ敨ᶡ䋄㤝㢉ピㆿ䄊ẛ
ⷙ䍙ῄ䛊Ⱗ䙣⇡ ⷙ䍙ῄ䛊Ⱗ䙣⇡ ⷙ䍙ῄ䛊Ⱗ䙣 ⷙ䍙ῄ䛊Ⱗ䙣⇡ ⷙ䍙ῄ䛊Ⱗ䙣⇡Ḛ㽸 敨ᶡ䋄ピㆿ䄊㠫 ↗ᶡ圦濑䱑䮾濒 ㆿ䄊ẛ敨䱑䮾 敨䱑䮾‪⊶䕂孞孪ᵸ濕
Ḛ㽸ᶹḓ䈰㉆㧈 Ḛ㽸ᶹḓㆿ䄊ẛ ⇡Ḛ㽸ᶹḓㆿ Ḛ㽸ᶹḓ䈰㉆㧈 ᶹḓẛ⑬ㆿ㗇ᵸピ㸙 ↗ᶡ圦濑ᶡ䋄ᵸ濒 ピ㱇⊈䩟䋄ㆿ䄊ẛ敨ᶡ
ẛ敨ᵸ䕂ᶡ䋄ᵸ 敨ᶡ䋄㤝㢉䕂ᶡ 䄊ẛ敨䱑䮾‪ ẛ敨ᵸ䕂ᶡ䋄ᵸ ◦ẛ⑬ㆿ㗇ᵸ䕂ᶡ䋄 䋄㤝㢉ピㆿ䄊ẛ敨䱑䮾
怙堳ᷧῲㇽ⤁㖣 䋄ᵸ怙堳ᷧῲㇽ ⊶䕂ᶡ䋄ᵸ怙 怙堳ᷧῲㇽ⤁㖣 ᵸ怙堳ᷧῲㇽ⤁㖣ᷧ ‪⊶ヾ廰圊䕂⊕塍䩟㯹
ᷧῲ㥔⋀䳢⇾䙫 ⤁㖣ᷧῲ㥔⋀䳢 堳ᷧῲㇽ⤁㖣 ᷧῲ㥔⋀䳢⇾䙫 ῲ㥔⋀䳢⇾䙫Ƌⱓ㖣
Ƌ⎪料犋犇犇ƌ⎾ ⇾䙫⎾奶䮈㴢⊼ ᷧῲ㥔⋀䳢⇾ ⎾奶䮈㴢⊼䙫䈳 㴤媮ㇽ⭰㍹ῄ暑⏯䳫
↓䕂䩟䋄⬢ᵸ➩
奶䮈㴢⊼䙫䈳䅎 䙫䈳䅎䙫ỉᵸ 䙫⎾奶䮈㴢⊼ 䅎䙫䈦宅䱑䂝仃濕 䙫ƌ⎾奶䮈㴢⊼⎱ᷧ
䙫ỉᵸ 䙫䈳䅎䙫ỉᵸ ⋆⟣ᶿ㠫ピ‪⊶ ῲㇽ⤁㖣ᷧῲ㥔⋀䳢
孞孪ᵸ
⇾䙫㈧㛰⅝ẽ桅∌䙫 㑮㝛ṉᳫ濕塍⩘㪍ỉㆿ䄊ẛ敨ᶡ䋄㤝㢉⍊ㆿ䄊ẛ敨䱑䮾‪⊶㖾⫏㗇Ჾỉ孞孪ᵸ濕今ヾ
⎾奶䮈㴢⊼䙫䈳䅎䙫 㗇孞孪ᵸ⺃曆㓭ㆿ䄊㠫↗ᶡ圦濑ᶡ䋄ᵸ濒ピㆿ䄊㠫↗ᶡ圦濑䱑䮾濒濕塔⾃㭿今⩘Ʋ㨢⟔濕⢒ᶹ
‪⊶
孞孪ᵸᴉℋ濕⺃ 䈰⹕ẛ䖡⫾䕂奋⊭Ʋ

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 犈犊犉 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 犈犊犊 Manulife Business Academy
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熉熅熅䈰㉆㧈ẛ敨ᵸ僅‴ᶡ䋄ᵸ䕂撚Ẁ 帇ㄽ孪ᶹ
ƺẛ敨㠫㝛ṉƻ䧪熉熋㝛 ⡀㙚ᶡ䋄ᵸ䈰⟘㑺Ჾ⋋䈰㉆㧈ẛ敨ᵸ⢒ᶹ 
ᶡ䋄ᵸ⊨䈰夰䨇ẛ敨ᵸᳫ䕂‴ᳫᲾ⋋濑室㧈ẛ敨ᵸ濒⢒ᶹ⹜ᵉ夰㠫↗䮹⃕
䈰㉆㧈ẛ敨ᵸ 熄 Æ 夰室㧈ẛ敨ᵸ曆㽸⊕⢒ᵸ⫯夰䨇⸾ṄḚ₸䕂Ḛ㽸濕ㄽ㎒㮓⹉孪ᶹ濕᳋妔夰Ḛ㽸㓭
⋤◦⊕⢒ᵸ䕂㧈攎䪂○‥ ᵤ㿴Ʋ
ẛ敨ᶡ䋄ᵸ
⊕⢒ᵸ ᶡ䋄ᵸ⫯夰䨇⸾Ṅ今Ḛ₸䕂Ḛ㽸濕⊨⫯夰䨇ẛ敨ᵸᳫ䕂‴ᳫᲾ⋋濑室㧈ẛ敨ᵸ濒
⢒ᶹ 熅
今墾濕⬪㑺ᶡ䋄ᵸ䕂㧈攎䪂○‥
Æ 曆ㄽ㎒㮓⹉孪ᶹ䕂㓭夰⋋室㧈ẛ敨ᵸƲ

ᶡ䋄ᵸ⫯夰䨇⸾Ṅ今Ḛ₸䕂Ḛ㽸濕⫯‴ᳫ‧⋋ピ⟘㑺‧⋋夰䨇ẛ敨ᵸ濑夰䨇室㧈ẛ
熆 敨ᵸ濒今墾濕⬪㑺ᶡ䋄ᵸ䕂㧈攎䪂○‥
曆孞᳈帇ㄽ孪ᶹ Æ 夰䨇室㧈ẛ敨ᵸ⺃曆 ⋊⊈⋂⃣◮㽸⊕⢒ᵸ⫯夰䨇⸾ṄḚ₸䕂Ḛ㽸濕ㄽ㎒㮓⹉孪ᶹƲ
⡀夰ᵸ䈰夰ẛ敨ᵸ⢒ᶹ㽸ᶡ䋄ᵸ濕夰ẛ敨ᵸ曆⫯夰ᶡ䋄ᵸ◦
ᶡ䋄ᵸ⫯夰䨇⸾Ṅ今Ḛ₸䕂Ḛ㽸濕⫯ᶹḓ夰䨇ẛ敨ᵸ今墾濕★᳋⬪◦ᶡ䋄ᵸ䕂㧈攎
彡ᵙ⸾Ṅᳫ䕂ᶹḓḚ㽸 ㄽ㎒㮓⹉孪ᶹ濕᳋妔夰Ḛ㽸 熇
䪂○‥
㓭⋤◦夰ᶡ䋄ᵸ䕂㧈攎䪂○⁃Ʋ Æ ヾ㗇夰䨇ẛ敨ᵸ★曆 ⋊⊈⋂⃣◮㽸⊕⢒ᵸ⫯夰䨇⸾ṄḚ₸䕂Ḛ㽸濕ㄽ㎒㮓⹉孪ᶹƲ

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 熅熇熈 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 熅熇熉 Manulife Business Academy
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INTERNAL INTERNAL
熉熅熅䈰㉆㧈ẛ敨ᵸ僅‴ᶡ䋄ᵸ䕂撚Ẁ 熉熅熆ㆿ䄊ẛ敨ᳫᶉᵸ䕂⟘悋墐儰
Dㆿ䄊ẛ敨ᶡ䋄㤝㢉䕂ᵸ⎟
䈰㉆㧈ẛ敨ᵸ㿟曆㛷㎘䧪熉熋㝛㽸⊕⢒ᶡ䋄ᵸ
⊕攎⃴䕂㓭ᶹḓㆿ䄊ẛ敨ᶡ䋄㤝㢉䕂䱑䂝ᵸピ⋆⟣ᵸ濕⊈ㆿ䄊ẛ敨ᶡ䋄
䕂㗇撚Ḛ㽸ㄽ㎒㮓⹉孪ᶹ 㤝㢉䕂匡ᵉピᾯ⎟濕今夰匡ᵉピᾯ⎟䩟䋄ピ㉥⃴撚ᴌ夰㤝㢉䕂⊕塍䩟㯹
↓䕂ᶹḓᵉ⩚濤廗ᵙỉᵸ★᳋⹕›ᶹ濣
• 夰Ḛ㽸⫯夰ẛ敨ᵸ今墾濕᳋⬪◦夰ᶡ䋄ᵸ䕂㧈攎 • ⊤Ჾㆿ䄊ẛ敨ᶡ䋄㤝㢉䕂䱑䂝ᵸピ⋆⟣ᵸ濤
䪂○‥濤
• ㆿ䄊ỉᵸẛ敨ᶡ䋄濤
• ◦㗇撚⩠ヴṛ宲夰Ḛ㽸ᴉℋ濕夰ᶡ䋄ᵸⲰ⫅᳈庮ᵉ
• ⊤Ჾㆿ䄊ẛ敨ᶡ䋄㤝㢉䕂ㆿ䄊㠫↗ᶡ圦濑ᶡ䋄ᵸ濒濤
⪤⋏夰⩠ヴㅩ旰濤
• ㆿ䄊㠫↗ᶡ圦濑䱑䮾濒濤
• ᳈庮ㅩ旰䕂㳃㔮⊈札匕䣉ⵤ濕㓭ᶹḓᵸ㽸㬸⩘㓭⋤
• ⊤Ჾㆿ䄊ẛ敨ᶡ䋄㤝㢉䕂匡ᵉピᾯ⎟濕今夰匡ᵉピᾯ⎟䩟䋄
壀䦉䧪熉熋㝛ヾ㱳厉䕂⸾Ṅ濕今⋆䋄◮斾堿䕂 ピ㉥⃴撚ᴌ夰⊤Ჾ㤝㢉䕂⊕塍䩟㯹↓䕂ᶹḓᵉ⩚濤
• ㆿ䄊ẛ敨䱑䮾‪⊶䕂匡ᵉピᾯ⎟濕今夰匡ᵉピᾯ⎟䩟䋄ピ㉥
⃴撚ᴌ夰‪⊶䕂⊕塍䩟㯹↓䕂ᶹḓᵉ⩚

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 熅熇熊 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 熅熇熋 Manulife Business Academy
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INTERNAL INTERNAL

熉熅熆ㆿ䄊ẛ敨ᳫᶉᵸ䕂⟘悋墐儰 熉熅熆ㆿ䄊ẛ敨ᳫᶉᵸ䕂⟘悋墐儰
Eㆿ䄊ẛ敨䱑䮾‪⊶䕂ᵸ⎟
Fㆿ䄊㠫↗ᶡ圦ᶡ䋄ᵸ Gㆿ䄊㠫↗ᶡ圦䱑䮾
⬪ㆿ䄊ẛ敨䱑䮾‪⊶䕂匡ᵉピᾯ⎟濕᳤䩟䋄ピ㉥⃴撚ᴌ夰‪⊶䕂⊕塍
䩟㯹↓䕂ᶹḓᵉ⩚䕂ᵸ濕★᳋⹕›ᶹ

• ㆿ䄊ẛ敨ᶡ䋄㤝㢉䕂䱑䂝ᵸピ⋆⟣ᵸ濤
• ㆿ䄊ỉᵸẛ敨ᶡ䋄濤
• 䄊㠫↗ᶡ圦濑ᶡ䋄ᵸ濒濤 ᳋⹕屃屈‴ㆿ䄊ẛ敨 ᳋⹕屃屈ㆿ䄊ẛ敨䱑
• ㆿ䄊ẛ敨ᶡ䋄㤝㢉䕂匡ᵉピᾯ⎟濕今夰匡ᵉピ ᶡ䋄㤝㢉䕂䄊䀥㠫↗ 䮾‪⊶䕂䄊䀥㠫↗䪂
ᾯ⎟䩟䋄ピ㉥⃴撚ᴌ夰㤝㢉䕂⊕塍䩟㯹↓䕂ᶹ 䪂○今圊ᵉ濕⊆᳋⹕ ○今圊ᵉ
ḓᵉ⩚Ʋ ›ᶹ⊤Ჾㆿ䄊ẛ敨ᶡ
䋄㤝㢉䕂ㆿ䄊㠫↗ᶡ
圦濑ᶡ䋄ᵸ濒

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 熅熇熌 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 熅熈熃 Manulife Business Academy
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INTERNAL INTERNAL

熉熅熇䔺䄊 熉熅熇䔺䄊
D䙣䈳㢄ờ D䙣䈳㢄ờ
ẛ敨ᳫᶉᵸ䄊䀥䏱妉ᵸ 弧䐴ᵸ弶
␄唝䈦宅䱑䂝ᵸ⋆⟣⍊‪⊶㉥㧈ᵸ⋆⟣ᵸ⍊匡ᵉ⡀弧䏦 ᳋⋊䄊䀥朜⃣䕂᳹堿䔺䄊㝛ᶴ濣
⺃曆⬪㑺僅廰圊夰䨇㠫↗䮹⃕䕂⊕塍䩟㯹↓㗇伭䴩䕂弧䐴ᵸ弶 - 䍏岮䵺䇆ạƏ⏯⤌ㇽ⅓⏟✮⏖䔚媲ῄ暑Ị䏭㩆㦲
i. ㆿ䄊ẛ敨ᶡ䋄㤝㢉 䈳䅎ƞ
㉥㧈ᵸ - 婙䍏岮䵺䇆ạƏ⏯⤌ạㇽ⅓⏟Ƌ⎱⅝告Ṳƌ⾬柯
ii. ㆿ䄊ỉᵸẛ敨ᶡ䋄 ⱓ㖣怙堳㛰旃㥔⋀䳢⇾䙫⎾奶䮈㴢⊼䙫恐䕝ạ恟ƞ
䈦宅䱑䂝㛧䴩㒨㛰ㇽ㎎∝婙䍏岮䵺䇆㈧怙堳䙫⎾奶䮈㴢⊼䙫ῲạ - ⥩㛰㎎㫱ạ䙫婘Ə婙㎎㫱ạ⾬柯ⱓ㖣凮怙堳婙䬰
iii.ㆿ䄊㠫↗ᶡ圦濑ᶡ䋄ᵸ濒 㥔⋀䳢⇾䙫⎾奶䮈㴢⊼㛰偖乒䙫恐䕝ạ恟ƞ
- 䔚媲ạ䍙㛧⯸ᷧ⏴䍙㍯㫱ῄ暑ạ⦻Ợ䂡Ị䏭ạƞ
•䛛㎌ㇽ敺㎌✗㛰㫱㔋⇭ㇽ㎎∝婙⏯⤌䙫岮㜓ㇽ∐㽋䙫ᷴ⯸㖣犇犋 ⎱
iv.ㆿ䄊ẛ敨䱑䮾‪⊶
⋆⟣ •䛛㎌ㇽ敺㎌✗㛰㫱堳ὦ✏婙⏯⤌䙫㉼䥏㫱䙫ᷴ⯸㖣犇犋Əㇽ㔖愴婙㮻憴䙫㉼䥏
㫱䙫堳ὦ
- 䔚媲ạḍ杅㋨㛰ῲạῄ暑Ị䏭䈳䅎Əῄ暑䵺䳧⅓
⏟䈳䅎Ə㥔⋀Ị塏ƋỊ䏭ạƌ䈳䅎ㇽ㥔⋀Ị塏Ƌ䵺
•堳ὦ⯴婙⏯⤌䙫䮈䏭㛧䴩䙫㎎∝㫱䙫ῲạ v. ㆿ䄊㠫↗ᶡ圦濑䱑䮾濒 䳧ƌ䈳䅎Əẍ杅㭊✏䔚媲婙䬰䈳䅎˛
•䛛㎌ㇽ敺㎌✗㒨㛰ㇽ㎎∝Ƌ⋬㋓忶怵Ὲ姾ㇽ㋨䥏ạ傈Ụ㋨㛰ƌ婙⅓⏟ⷙ䙣堳傈㜓
‪⊶ 䙫ᷴ⯸㖣犇犋
•䛛㎌ㇽ敺㎌✗㛰㫱堳ὦ✏婙⅓⏟䙫ㇷⓈ⤎㛪ᷱ䙫㉼䥏㫱䙫ᷴ⯸㖣犇犋Əㇽ㔖愴婙
㮻憴䙫㉼䥏㫱䙫堳ὦ
•堳ὦ⯴婙⅓⏟䙫䮈䏭㛧䴩䙫㎎∝㫱䙫ạ
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 犈犋犇 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 252 Manulife Business Academy
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INTERNAL INTERNAL
熉熅熇䔺䄊 熉熅熇䔺䄊
D䙣䈳㢄ờ D䙣䈳㢄ờ
᳋⋊䄊䀥朜⃣䕂᳹堿䔺䄊㝛ᶴ濣 ᳋⋊䄊䀥朜⃣䕂᳹堿䔺䄊㝛ᶴ濣
- 㛰旃⅓⏟䔚媲ạ⎱⅝告Ṳⱓ㖣怙堳㛰旃㥔⋀䳢⇾
- 㛰旃ῲạ䔚媲ạⱓ㖣怙堳㛰旃㥔⋀䳢⇾䙫⎾奶䮈 i. ㆿ䄊ẛ敨ᶡ䋄㤝㢉
i. ㆿ䄊ẛ敨ᶡ䋄㤝㢉 䙫⎾奶䮈㴢⊼䙫恐䕝ạ恟ƞ
㴢⊼䙫恐䕝ạ恟ƞ
- ⥩㛰㎎㫱ạ䙫婘Ə婙㎎㫱ạⱓ㖣凮怙堳婙䬰㥔⋀
- 䔚媲ạ䍙㛧⯸ᷧ⏴䍙㍯㫱ῄ暑ạ⦻Ợ䂡Ị䏭ƞ⎱ ii. ㆿ䄊ỉᵸẛ敨ᶡ䋄 䳢⇾䙫⎾奶䮈㴢⊼㛰偖乒䙫恐䕝ạ恟ƞ
ii. ㆿ䄊ỉᵸẛ敨ᶡ䋄 - 䔚媲ạḍ杅㋨㛰ῄ暑Ị䏭㩆㦲䈳䅎Ə㥔⋀Ị塏
- 䔚媲ạᷴ㘖ῄ暑Ị䏭㩆㦲䈳䅎䙫㋨㛰ạƏẍ杅㭊
ƋỊ䏭ạƌ䈳䅎ㇽ㥔⋀Ị塏Ƌ䵺䳧ƌ䈳䅎Əẍ杅㭊 iii.ㆿ䄊㠫↗ᶡ圦濑ᶡ䋄ᵸ濒 ✏䔚媲⥩㭋䈳䅎ƞ⎱
iii.ㆿ䄊㠫↗ᶡ圦濑ᶡ䋄ᵸ濒 ✏䔚媲婙䬰䈳䅎˛ - 䔚媲ạ⯮僤⤇恜⭯旃ḵ岮㜓Ə㷏岮䔉Ə⯯㥔⼳℆
iv.ㆿ䄊ẛ敨䱑䮾‪⊶ ῄ暑䬰Ṳ⮃䙫奶⮁˛
iv.ㆿ䄊ẛ敨䱑䮾‪⊶ - 㛰旃ῲạ䔚媲ạⱓ㖣怙堳㛰旃㥔⋀䳢⇾䙫⎾奶䮈
㴢⊼䙫恐䕝ạ恟ƞ
- 䔚媲ạ䍙㋨䈳ῄ暑Ị䏭㩆㦲ㇽ䔚媲ῄ暑Ị䏭㩆㦲 v. ㆿ䄊㠫↗ᶡ圦濑䱑䮾濒 - 㛰旃䔚媲ạⱓ㖣怙堳㛰旃㥔⋀䳢⇾䙫⎾奶䮈㴢⊼
v. ㆿ䄊㠫↗ᶡ圦濑䱑䮾濒 䙫恐䕝ạ恟ƞ
䈳䅎䙫䔚媲ạ⦻Ợ䂡Ị䏭ạƞ⎱
- 䔚媲ạ䍙㛧⯸ᷧ敺㋨䈳ῄ暑䵺䳧⅓⏟Əㇽ䍙䔚媲
- 䔚媲ạḍ杅㋨㛰ῲạῄ暑Ị䏭 㩆㦲 䈳䅎 Əῲạῄ
ῄ暑䵺䳧⅓⏟䈳䅎䙫ạƏ⦻Ợ䂡Ị䏭ạƞ⎱
暑Ị
- 䔚媲ạᷴ㘖ῄ暑Ị䏭㩆㦲䈳䅎Əῲạῄ暑Ị䏭䈳
䏭䈳䅎 ㇽ㥔⋀Ị塏Ƌ䵺䳧ƌ䈳䅎Əẍ杅㭊✏䔚媲婙
䅎ㇽ㥔⋀Ị塏ƋỊ䏭ạƌ䈳䅎䙫㋨㛰ạƏẍ杅㭊✏
䬰䈳䅎˛
䔚媲婙䬰䈳䅎˛
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 253 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 254 Manulife Business Academy
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INTERNAL INTERNAL

熉熅熇䔺䄊 熉熅熇䔺䄊
E岇岓ạ䙫岓Ợ⎱婴⏖ F弧䐴ᵸ弶䕂㑵⩘ ħ 弧䐴ᵸ弶䕂堿㬀㓭ㆿ䵊䕂
㪍Ჾỉㆿ䄊ẛ敨ᶡ䋄㤝㢉⍊ㆿ䄊ẛ敨䱑䮾‪⊶⺃曆 ¾ 婙ạ䙫⨶㨵Ʊピ‴ᶔ宅㨵ピ䱑椕ŭ
¾ 㘖␍㛰僤⊂䣯伵◮Ʊ奞⪤◮᳤‪㨡◮廰圊⊕塍䩟㯹↓ŭ
¾ ⢒ᶹ㽸㖾⫏Ჾ⋋孞孪ᵸ
¾ 婙ạ䙫ẟ娻Ʊ⍿㛺Ʊ⊭昞䣉ⵤ⍊奞ẟŭ
¾ 䖡䘡⊕塍䩟㯹↓䕂廰圊 ¾ 婙ạ䙫孟㏽䅾㭿ㇽ℆ế僤⊂ŭ
¾ ᳤䝸ẛ弳⩆ƺẛ敨㠫㝛ṉƻ 䧪90㝛ヾ巇㓌䕂㎋⩆塍⩘濕今ⶸ䦉⼮䐴䕂䖡㉥ ¾ 憸坴䮈䏭⯯Ⓢ˚嬰∟⎱㜆岏Ṳ⋀䛊⯆⦻Ⓢ㛪Ƌ嬰䛊㛪ƌ˚⼞∝『⅓䨴憸姯≪䮈䏭
⍊䣉ⵍƲ ⰧƋ䨴憸ⰧƌƏㇽỢἼ⅝ẽḢ䮈䕝Ⱗㇽ奶䮈㩆㦲Ƌᷴ媽✏榀㸖ㇽ⅝ẽ✗㖠Ə⅝㈧
⟞堳䙫偞僤徸ἣῄ䛊Ⱗ䙫偞僤ƌ㛰␍懄⯴婙ạ㎈⎽䙫䮾⹉圊↓ŭ
¾ ⥩婙ạ㘖㞷⅓⏟暭⛿Ḕ䙫Ჾ⩴‪⊶Əῄ䛊Ⱗ㈧䮈㛰旃ḵ婙暭⛿Ḕ䙫ỢἼ⅝ẽ⅓⏟
孞孪ᵸ㗇孪ᶹ䖟‴㖾⟥Ⅸ⅙: ẛ䖡⫾奋⊭孞孪ᵸ䕂㝛ᶴ,⇃ㆪ: 䙫ỢἼ岮㖀Əㇽ旃ḵ婙ạㇽ婙暭⛿Ḕ⅝ẽ⅓⏟䙫㉥㧈ᵸピ匡ᵉ䕂ᶹḓ宅㑗ƞ
䝸ẛ䖶撚ẛ敨ᶡ䋄㤝㢉ピẛ敨䱑䮾‪⊶
- ᶔ㓭ỉㆿ䄊㠫↗ᶡ圦濑ᶡ䋄ᵸ濒ピㆿ䄊㠫↗ᶡ圦 ¾ 婙ạ㭊䵺䇆ㇽ㓓䵺䇆䙫ỢἼ‴ᶔ㠫↗䕂䅾㭿ŭ⎱
濑塔⾃㭿今⩘濒ⶸ䦉ᵄ᳤䱫ㆿ⋆弧䕂䖡㉥ 濑䱑䮾濒濕ピ䏱妉㠫↗ᶡ圦濑ᶡ䋄ᵸ濒䄊䀥ピ㠫↗ ¾ Ⱈ䙣䈳䂡ㆿ䄊ẛ敨ᶡ䋄㤝㢉ㇽㆿ䄊ẛ敨䱑䮾‪⊶䙫䔚媲ㇽ⯮婙䬰䈳䅎乳㜆䙫䔚媲
⍊䣉ⵍ濕ᶣ弳⩆ƺẛ敨㠫㝛ṉƻ䧪90㝛濕 ᶡ圦濑䱑䮾濒䄊䀥䕂ᵸ濑塔⾃㭿今⩘濒濤 俳姧Əῄ䛊Ⱗ㈧䮈㛰䙫旃ḵỌᷲ㖠杉䙫ỢἼ岮㖀Əᷴ媽婙䬰岮㖀㘖␍䔘婙ạ㎷ᾂ
今廗㝛巇㓌ᵄ⫋ㆿ䄊ẛ敨ᳫᶉᵸ䕂㎋⩆塍 - ᶔ⫅㗁⬪㑺⬣圊‴Ḛ㽸孞孪ᵸ䕂孪ᶹ䕂弧䐴ᵸ弶 ẍ䄝Ō
⩘Ʋ 濑᳋妔㓭⑬䈦ピ伭⋊‴ᶔ孞孪ᵸ濒濤⊈
- ᶔ㗇 ⃄㧈攎濕᳤⫅䈰⹕ 山宅㵎⊈㏭㊲濕ᶣ⬣ • 婙ạⰘㇽ⯮㛪Ⱈ怙堳⎾奶䮈㴢⊼俳ᾯ䏦䕂ᶹḓ‴ᶔᵸƏㇽⰘㇽ⯮㛪Ⱈ怙堳婙䬰㴢⊼俳
圊孞孪ᵸ孪ᶹƲ 凮婙ạ㛰偖乒䙫ỢἼ⅝ẽạŭ
• Ⱈㇽ⯮㛪Ⱈ怙堳⎾奶䮈㴢⊼俳䂡婙ạㇽỊ婙ạ堳Ṳ䙫ỢἼ⅝ẽạŭ
• 婙ạ㘖␍ⷙ䵺娔䪲㛰㔯䙫‥徦䖡䩟䣉ⵍ⎱杦敨䩟䋄⃴ⵤƏỌ䢡ῄ婙ạ恜⭯ˣῄ暑㥔㢄
ὲˤ˛
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 255 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 犈犋犌 Manulife Business Academy
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INTERNAL INTERNAL

熉熅熇䔺䄊 熉熅熇䔺䄊
F弧䐴ᵸ弶䕂㑵⩘ F弧䐴ᵸ弶䕂㑵⩘
ỉᵸ䕂㵔℅ 孞孪ᵸ ỉᵸ䕂㵔℅ ␄㠫⪤榒䕂㵔℅
⨶㨵ピ‴ ⭟㭞ㇽ⯯㥔岮㠣ὲ⬷ D婴⏖⟥⨶ピ榖䨇㐗佰 䣯伵◮  ⥩婙ạ㉦㒻ḍ杅凮怙堳⎾奶䮈㴢⊼㛰 ㋨䈳ῄ暑Ị䏭㩆㦲
ᶔ宅㨵ピ D 榀㸖Ḕ⭟㕮ㅸ俪婍ᵒ䢏ノ䳼弒䧪熅䯘ピᶣ᳈Ə⋬㋓ 攠㛟䕂⨶➩⨶ḋƞ ᳤‪㨡 旃䙫岓ỢƏ婙䬰岓Ợ㘖␍⯮㛪⻼凛⃧ ㋨䈳ῄ暑䵺䳧⅓⏟ 孞孪ᵸ
䱑椕 㕟⭟Ə⎱Ḕ⛲媅㕮ㇽ勘⛲媅㕮ƞ Eῄ䛊Ⱗᷴ㘩㖣ῄ䛊Ⱗ
◮廰圊 䖈圛䤿ㇽ㏴⎱⅝䨘偞✗ḍ⅓㭊✗怙堳
E榀㸖Ḕ⭟㗁仁ᵒ䢏ノ䳼弒(䯘ピᶣ᳈Ə⋬㋓㕟⭟Ə 䶙柨䙣ⷪḍ㋮㗵䙫ῄ暑  ⅞₀恐䕝䙫宅㛺⊈䱑椕Ƌ犒ῲạ䙫
⊕塍䩟 ⎾奶䮈㴢⊼䙫僤⊂ƞ
⎱Ḕ⛲媅㕮ㇽ勘⛲媅㕮ƞƋ䂡ℴ䔆䕸┶Ə✏⤁㖣ᷧⰭ 岮㠣ƞㇽ 㹽∮犓惏⇭Ḕ⇾⇡䙫䛟旃奨㰩ƌƞ
㕮ㅸ婍⎱ƒㇽ㛪俪㈧䍙⎽䙫⏯὜俪婍ㇷ严✮⏖㎌⎾˛ƌ FỢἼ⅝ẽ䍙ῄ䛊Ⱗ好
㯹↓䕂  婙ạ㛥␍墒㲼晉㠠㓁ˣ䲥䥅⁌⺞㢄ὲˤ
⎱
F㮬怙㕮ㅸƋ䔚媲ạㆰ῕䕉⻝἟㕟⭟恟῕䦸ƌƞ 䂡䛟䕝ㇽ檿㖣ᷱ志D⎱ 侻⅙ Ƌ䬓犇犉犌䫇ƌ墨㖞䂡䲥䥅ᷱ䄈圊㽸侻
 㒨㛰ℬ嶚㧈攎Ọⱌ堳婙㢄ὲ⎱Ợ
G⛲暂柷䦸㕮ㅸ,QWHUQDWLRQDO%DFFDODXUHDWH E㈧⇾㗵䙫ỢἼ岮㠣䙫 ⅙ㇽ墒奱䕀✏䲥䥅䖬晉ƞ⎱
Ἴ㢄ὲ㈧姩䪲ㇽ䙣⇡䙫ỢἼ奶∮˚
'LSORPDƞ 岮㠣˛  㛰␍ỢἼ嬰㓁桖䤡婙ạ⏖僤伡Ḷ↛ᶹ
奶ὲ˚⭯∮⎱㋮⻼㈧廰䙫婙Ƌ㓓
H㠠㓁榀㸖㲼ὲㇷ䪲ㇽ娢ⅱ⏖柹㍯⭟ἴ䙫檿䬰㕀備晉 侻⅙ㇽ䕶⿤Əὲ⥩婙ạ㛥⛇堳䂡ᷴ䕝˚
⦻Ợƌ岇岓ạ䙫岓ỢƏḍ䍙ℬ嶚
㠈㈧柹䙣俳䍙ῄ䛊Ⱗ好䂡⏖㎌⎾䙫㕮ㅸƞ 伡Ḷ⋄Ợ僤⊂˚䕶⿤ㇽ䮈䏭ᷴ䕝俳墒
岮㹷⎱㔖㏛ⱌ堳婙䬰岓Ợ˛
I㠠㓁ˣ杅㜓✗檿䬰⎱⯯㥔㕀備奶䮈㢄ὲˤƋ䬓 㒋偞ㇽ奨㰩徔⎢ỢἼ偞抃ㇽ偞ἴ˛
犊犏犉䫇ƌ娢ⅱㇽ尨ℴ䙫㕮ㅸƏ俳婙㕮ㅸ˚䦸䛕⎱晉㠈 ㋨䈳ῄ暑ḔẲạ㜑僤恜⭯ˣ㋨䈳ῄ暑Ḕ
䍙ῄ䛊Ⱗ好䂡⏖㎌⎾ƞ Ẳạ㋨乳⯯㥔⟠姺㋮⻼ˤƋ㋮⻼犈犊ƌ㈧
Jῄ䛊Ⱗᷴ㘩㖣ῄ䛊Ⱗ䶙柨䙣ⷪḍ㋮㗵䙫ῄ暑岮㠣ƞ ⇾䙫ㆿ䵊⫆㠫⚷壑犐&3'犑奶⮁Ə⏖僤㛪
ㇽ ⽘柦⅝恐䕝ạ恟岮㠣˛
KỢἼ⅝ẽ䍙ῄ䛊Ⱗ好䂡䛟䕝ㇽ檿㖣ᷱ㮜LD凚K
㈧志䙫䙫岮㠣˛Ƌὲ⥩Ə✏榀㸖ㇽỌ⣽✗⌧櫀䬰⭟晉
㈧柹䙣䙫⭟ἴᷧ刓Ṇ墒㎌⎾ƌ˛
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 犈犋犍 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 258 Manulife Business Academy
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INTERNAL INTERNAL
熉熅熇䔺䄊 熉熅熇䔺䄊
F弧䐴ᵸ弶䕂㑵⩘ F弧䐴ᵸ弶䕂㑵⩘

ỉᵸ䕂㵔℅ ␄㠫⪤榒䕂㵔℅ ỉᵸ䕂㵔℅ ␄㠫⪤榒䕂㵔℅

ẟ娻Ʊ  凮怙堳⎾奶䮈㴢⊼㛰旃䙫ỢἼ奶⮁ƞ ㋨䈳ῄ暑Ị䏭㩆㦲 孟㏽䅾  㛥✏榀㸖ㇽ⅝ẽ✗㖠凮ₜ㫱ạ  㭊㵰⎱㎌䮈˚䮈䏭˚㳃䖢ㇽ⅝ẽ桅
 㬡娷˚ᷴ媇⯍ㇽ⤘䕝堳䂡ƞ ㋨䈳ῄ暑䵺䳧⅓⏟ 㭿ピ῝ 姩䪲凑栿⭰㍹ㇽ墒㲼晉∋㱡䛲 ἣ䙫㲼⽲䧲⹶ƞ
⍿㛺Ʊ
 㒋択㒻Ợ⅓⏟告Ṳ䙫岮㠣ƞ ᶖ侻⅙ 䏠Əㇽ䛕∴㭊㵰⎱䠛䔉㲼⽲䧲  㛥凮ₜ㫱ạ姩䪲ₜ⋀℆恫⭰㍹ㇽ㱹
⊭昞䣉 ⹶ƞㇽ 㛰㋰䅎榀㸖ㇽ⅝ẽ✗㖠䙫㲼晉䙫⑤
 ⇸Ṳ佑⏴ㇷ䪲ƏㇽẴ㇟俳㜑㱡ƞ ⷍ㫫㛰旃┭㥔⯍檻䙫
ⵤƱ奞  㱹㛰㋰䅎榀㸖ㇽ⅝ẽ✗㖠䙫㲼 ị℆恫ỢἼ⃢⩘έ↗ƞㇽ
 ㊹䴼ㇽ昷∝堳ὦ⾅ṲỢἼ堳㥔˚㥔⋀ㇽ⯯㥔䙫㫱 㹽∮恐䔏
⪤⊈奞 晉䙫⑤ị℆恫ỢἼ⃢⩘έ↗˛  䵺⸟₀㛰ℬ嶚岮㹷ƏỌ恜⭯⯴⅝恐
∐ƞ
ẟ  孛岓˚䳧⽲嘼⇭ㇽ⅓敲㉠娼ƞ 䔏䙫孟↗塍⩘Ƌ⥩岮㜓˚岮䔉ㇽ㴨
 媦㟌⎱ƒㇽ㎈⎽䳧⽲堳⊼ㇽ䧲⹶ƞ ⊼岮憸奶⮁ƌ˛
 墒㒋偞ㇽ奨㰩徔⎢ỢἼ偞抃ㇽ偞ἴƞ ‴ᶔ䖶  榀㸖㰟Ḭ『Ⱜ㯸ƞㇽ ㋨䈳ῄ暑䵺䳧⅓⏟
 墒⼞∝㷬䛋ㇽ⁃㥔ƞ 撚ᵉ⩚  ㋨㛰ᷴ昷∝婙ạ✏榀㸖怙堳⎾
 岇ᷱ㯸Ṳ㲼⽲岓Ợƞㇽ 奶䮈㴢⊼䙫恐䕝⅌⡪䰤嬰ㇽ娘 僤⤇恜⭯婙ˣ 㢄ὲˤ ⎱㠠㓁婙ˣ 㢄ὲˤ
 㒻Ợ㞷┭㥔⯍檻䙫㎎㫱ạ˚告Ṳㇽ⏯⤌ạƏ俳婙 ⏖䙫ạ⣒˛ 䬓犇犈犏㢄姩䪲䙫ỢἼ奶∮㈧廰㛰旃岮㜓˚
┭㥔⯍檻Ō ↯岮䔉˚⯯㥔⼳℆ῄ暑ƏỌ⎱₀⬿䍏䪲
‡怼㲼˚⇸Ṳ佑⏴ㇽ㯸Ṳ岓Ợ ⮉㈝峓䛕⎱⦌╫䙫䰦ⅱ⎱峓䛕䙫奶⮁˛

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 259 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 260 Manulife Business Academy
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INTERNAL INTERNAL

熉熅熈‴ᶔ䖡䩟㉨㑻 熉熅熈D䈰㉆㧈ẛ敨ᵸ⢒ᶹ䕂㖾榖㐶䖬

㖗柹ⷪ䙫ƺẛ敨㠫㝛ṉƻ峍ṯẛ䖡⫾⟞堳⅝㲼⮁偞僤䙫⾬奨㧈⅙Ɲ ῄ䛊Ⱗ䂡ῄ暑Ị䏭Əῲ∌ῄ暑Ị䏭⎱ῄ暑ạ柹ⷪƺẛ敨㠫濑䈰

¾ ῄ䛊Ⱗ⏖壀䦉塍℅Ə⋬㋓奨㰩㋨䈳ῄ暑ḔẲạỌ䉠⮁䙫㖠⻶ ㉆㧈ẛ敨ᵸ䕂㖾榖㐶䖬濒塍℅ƻƋ犒奶∮犓ƌƋˣῄ暑㥔㢄ὲˤ

䵺䇆㥔⋀ Ƌ䬓犊犇䫇䬓犌犊,犇⎱犇犈犏犇㢄ƌƌḍ㖣犈犆犇犏⹛犏㛯犈犉㗌嵞䔆㔯˛

¾ 壀㓌㋨䈳ῄ暑ḔẲạ㈧曧奨䙫宅㛺濕䱑椕⍊⚷壑
塍℅ 熆 䈰㉆㧈ẛ敨ᵸ䕂㖾榖㐶䖬濣
¾ ῄ䛊ⰧṆ⏖Ọ柹Ἧ㵔℅ピ㇅ⷓƏⰘ㛰旃⅝偞僤ᷱ䙫ỢἼṲ⮃Ə
ㇽ㛰旃ỢἼˣῄ暑㥔㢄ὲˤḔỢ奶ὲ䙫怲ὃ䵍ṯ㋮⻼ • ᶹḓᵸ㖾⟘⊭䈰 熇 ⋋䈰㉆㧈ẛ敨ᵸ⢒ᶹ㽸熏ㆿ䄊ᵸ➩熐
¾ 怀Ẃ㹽∮⑳㋮⻼ḍ杅昫ⱓ㲼ὲƞᷴ恜⭯ỢἼ⅝Ḕᷧ柬㜓庒ḍ 濑ㆿ䄊ẛ敨ᶡ䋄 ㆿ䄊ỉᵸᶡ䋄濒廰圊⊕塍䩟㯹↓
ᷴ㛪㦲ㇷ⏟㲼ㇽ⅝ẽ㲼⽲䧲⹶˛ • ‴ᳫ䈰㉆㧈䱑䂝搵㗝㠫↗䕂ẛ敨ᵸ᳋⹕屃弌 熅 ⋋Ʋ

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 261 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 262 Manulife Business Academy
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INTERNAL INTERNAL

熉熅熈D䈰㉆㧈ẛ敨ᵸ⢒ᶹ䕂㖾榖㐶䖬 熉熅熈D䈰㉆㧈ẛ敨ᵸ⢒ᶹ䕂㖾榖㐶䖬

塍℅ 熈 撚㑺‪⊶斄◖ᳫ䈰㉆㧈ẛ敨ᵸヾḚ䕂⢒ᶹ䕂≝℅濣
塍℅ 熇 Ჾ僪≝℅濣
䕝㋨䈳ạ⣒䍙㞷‪⊶斄◖Ḕ犈⏴ㇽỌᷱ䙫䍙㍯㫱ῄ暑ạ⦻Ợὃ䂡怙堳⎾奶䮈
• ⡀ㆿ䄊ᵸ➩䈰㚎䈰㉆㧈ẛ敨ᵸ⢒ᶹḚ㽸⊨廰圊Ჾ僪㠫↗䕂⊕ 㴢⊼䙫Ị䏭ạƏ㜓奶∮恐䔏㖣姯䭾奶∮犉㈧㋮䙫䍙㍯㫱ῄ暑ạ䙫㕟䛕˛
塍䩟㯹↓䕂ᶡ䋄ᵸ濕夰ㆿ䄊ᵸ➩∱坩塔㽸䈰 熄⋋䈰㉆㧈䱑䂝 • ⇈婙䬰ῄ暑ạⰘ㞷㋨䈳ạ⣒ὃ䂡Ị䏭ạὃ⇡䙫㈧㛰⦻Ợ€昷㖣Ჾ僪㠫↗
Ჾ僪㠫↗䕂ẛ敨ᵸヾ⢒ᶹƲ ピ搵㗝㠫↗Ƌ俳杅⅐俬惤⋬㋓✏ⅎƌƏ婙㋨䈳ạ⣒∮墒好䂡䍙熄⋋䍙㍯㫱
• ⡀ㆿ䄊ᵸ➩䈰㚎䈰㉆㧈ẛ敨ᵸ⢒ᶹḚ㽸⊨廰圊搵㗝㠫↗䕂⊕ 䵺䇆婙㛰撚㠫↗䮹⃕䕂ẛ敨ᵸ㈧⦻Ợ˛
塍䩟㯹↓䕂ᶡ䋄ᵸ濕夰ㆿ䄊ᵸ➩∱坩塔㽸䈰 熄⋋䈰㉆㧈䱑䂝 • ⇈婙䬰ῄ暑ạⰘ㞷㋨䈳ạ⣒ὃ䂡Ị䏭ạὃ⇡䙫⦻ỢƏ俳婙䬰⦻Ợ᳋ᾃ攎
搵㗝㠫↗䕂ẛ敨ᵸヾ⢒ᶹƲ 㑺Ჾ僪㠫↗ピ᳋ᾃ攎㑺搵㗝㠫↗Ə婙㋨䈳ạ⣒∮墒好䂡䍙熄⋋䍙㍯㫱䵺䇆
• ⡀ㆿ䄊ᵸ➩䈰㚎㉆㧈ẛ敨ᵸ⢒ᶹḚ㽸⋊㔀廰圊Ჾ僪㠫↗⊈搵 Ჾ僪㠫↗䕂ẛ敨ᵸ⊈熄⋋䍙㍯㫱䵺䇆搵㗝㠫↗䕂ẛ敨ᵸ㈧⦻Ợ˛
㗝㠫↗䕂⊕塍䩟㯹↓䕂ᶡ䋄ᵸ濕夰ㆿ䄊ᵸ➩∱坩塔㽸䈰㉆㧈
塍℅ 熉 撚㑺↜⋆䟼ノ⎟ヾḚ䕂⢒ᶹ䕂≝℅濣
䱑䂝Ჾ僪㠫↗ᶣ⊈搵㗝㠫↗䕂ẛ敨ᵸヾ⢒ᶹƲ
奶⮁ṭ⋅⏯䤥ㇷⓈ⦻Ợ㋨䈳ạ⾅ṲỊ䏭㴢⊼䙫⎆∮˛

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 263 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 264 Manulife Business Academy
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INTERNAL INTERNAL
熉熅熈E㚣⪝Ʊ好㚣⊈㑻⅞䮾⹉⃴坿䕂㧈⅙ 熉熅熈E㚣⪝Ʊ好㚣⊈㑻⅞䮾⹉⃴坿䕂㧈⅙

• ῄ䛊Ⱗ⏖㛟杉㋮⮁ᷧἴạ⣒ὃ䂡㚣⪝⎟怙堳㚣⪝Ọ • ⥩ỢἼạ㭐㗇弳⹜㟌⯆Ⓢㇽ媦㟌Ⓢ㠠㓁ˣῄ暑㥔㢄
㟌㗵㋨䈳ῄ暑ḔẲạ㘖␍㭊✏恜⭯ㇽ恜⾅˚ⷙ䵺恜 ὲˤ㢄㕮㈧㖤⊇䙫堿㬀Ə∮婙㚣⪝⎟ピ好㚣⎟⏖⏸
⭯ㇽ恜⾅Əㇽ䛟䕝⏖僤㛰僤⊂恜⭯ㇽ恜⾅ˣῄ暑㥔 ≝壝㮓⵫㊎₸䏱妉Ə奨㰩⯴婙柬ᷴ恜⾅怙堳㟌姱˛
㢄ὲˤ䙫㢄㕮˚㠠㓁ˣῄ暑㥔㢄ὲˤ䙣⇡䙫䈳䅎䙫 ⎆娆㲼⺔⥩Ὲ䳴㛰旃ạ⣒ᷴ恜⾅㛰旃奨㰩Ɲ
㢄㬥ㇽ㢄ờ˚䬰˛ ¾⏖堿㬀婙ạ恜⭯ㇽ弳⹜
¾⏖グ丮婙ạỌ⎱㗵䟌俳䉤㵰⅌婙柬ᷴ恜⾅䙫ỢἼ
• ῄ䛊Ⱗ⏖㛟杉㋮䤡ㇽ⦻Ợ夰⫾ᾯ⎟ピ‴ᶔᵸ➩Ƌ✮
⅝ẽạ
䨘䂡好㚣⎟ƌ好㚣㵰⪳怼⎴ˣῄ暑㥔㢄ὲˤ㢄㕮˚
㵰⪳㬡娷䬰┶栳˚䬰˛㟌⯆Ⓢ⎱媦㟌Ⓢ⏖奨㰩ὃ䂡 ¾㇙佗㖠⻶䌝⥩婙ạ⎱婙⅝ẽạ䅭咎塔㮓⵫丨ᷧ㨊
㟌⯆⎱媦㟌屈䙫ạ⣒㈧㎷ᾂ䙫䬻㠯˚姊憲䬰喰㲼⮁
偙㗵㛶⪤▜䨒˛

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 265 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 266 Manulife Business Academy
Manulife confidential and proprietary information. Not for distribution. Manulife confidential and proprietary information. Not for distribution.
INTERNAL INTERNAL

熉熅熈Fẛ䖡⫾⊭⫯㚎ᵸ圊ḽ㇅㓌䕂ᶹḓ㧈⅙ 熉熅熈Fẛ䖡⫾⊭⫯㚎ᵸ圊ḽ㇅㓌䕂ᶹḓ㧈⅙

峍ṯẛ䖡⫾✏Ọᷲガ㲨ᷲƏⰘ㞷ạⱓ㖣ỢἼ㋮㗵桅∌Ə✏䙣䔆凮婙ạ㈧ⱓ L 㠠㓁䬓犎犇㢄㈧堳ὦ㫱⊂䙫䋄䏯⋬㋓ỌᷲŌ
桅∌㛰旃䙫ỢἼṲガ㘩Ə⏖Ⱈ㞷ạ圊ḽ㇅㓌䕂ᶹḓ㧈⅙˛
L 㠠㓁䬓犎犇㢄㈧堳ὦ㫱⊂䙫䋄䏯⋬㋓ỌᷲŌ
Ḛ㽸⊕塍䩟ᵸ➩㔀濕䅭᳉ピ㖼◦ᶹḓ㔀摑䅭᳈“᳋䐴圊㽸”濕⩘乧㽸澒
• 怼⎴ˣῄ暑㥔㢄ὲˤ䙫㢄㕮
• 怼⎴㠠㓁ˣῄ暑㥔㢄ὲˤ䵍ṯ䙫䙣䈳㍯㫱䙫㢄㬥ㇽ㢄ờ
• 怼⎴㠠㓁ˣῄ暑㥔㢄ὲˤ䙫㢄㕮俳⏸䍙㍯㫱ῄ暑ạ㖤⊇䙫ỢἼ⅝ẽ㢄
ờ
• 旃ḵ怙堳ỢἼ⎾奶䮈㴢⊼㛰旃䙫ὃ䂡ㇽᷴὃ䂡Ə俳㋰ῄ䛊Ⱗ䙫ヶ奲Ə
婙ὃ䂡ㇽᷴὃ䂡㘖㛰㏴ㇽ䛟䕝⏖僤㗇㋋ῄ▕㋨㛰ạㇽ㽂✏䙫ẛ⑬ㆿ㗇
ᵸ䕂⃧䖈ピ‪䗼⃧䖈䙫
孞孪ᵸピ䩟䋄⊕䖡䩟㠫↗䕂ᵸ⎟
• ὃ䂡ᷧ㈧㋨䈳ῄ暑ḔẲạ䙫∴Ợㇽ䏥Ợ岇岓ạㇽ䮈䏭⎾䛊䮈㥔⋀䙫ạ
ⓈƏ⥩㞃婙ẛ敨ᶡ䋄㤝㢉ピẛ敨䱑䮾‪⊶Ƌ㋰ガ㲨俳恐䔏ƌ⋊⿍ピ䳯
⩷Əㇽ⏖㭟⛇㖣婙ạ䙫䑍⺻Ə∮㛰旃堳䂡ẍ柯好䂡婙ạ䙫ᷴ䕝堳䂡
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗
INTERNAL
⊕塍䩟ᵸ➩澒
• ㋰ῄ䛊Ⱗ䙫ヶ奲Ə婴䂡婙ạ✏⅝ⱓ/怵⎢ⱓ⎾奶䮈ạ⣒㘩ƏƋ晋俪
ㅕ⅝ẽṲ⮃⣽Əẍ俪ㅕ㛰旃ạ⣒䏥✏ㇽ怵⽧䙫堳䂡ƌƏḍ昜弧䐴
ᵸ弶
⡀夰ㆿ䄊ẛ敨ᳫᶉᵸ⬪ỉᵸピ⬪⋆⟣濣
• 㠠㓁ˣ䠛䔉㢄ὲˤƋ䬓6䫇ƌ凮ₜ㫱ạ姩䪲凑栿⭰㍹Əㇽ㛰䛲䏠ị
㠠㓁婙㢄ὲ懄⯴婙ạㇽ婙ạ䙫ỢἼ⏯⤌ạ俳ὃ⇡
• 婙ạㇽ婙ạ䙫ỢἼ⏯⤌ạ✏榀㸖ㇽ⅝ẽ✗㖠坩坿⩘䅭㚎丨圊Ə俳
㋰ῄ䛊Ⱗ䙫ヶ奲Ə婙柬⮁佑ị婙ạ乣乳ὃ䂡㋨䈳ạ䙫恐䕝『⬿䕸
• 婙ạㇽ婙ạ䙫ỢἼ⏯⤌ạ㠠㓁ˣ䲥䥅⁌⺞㢄ὲˤƋ䬓136䫇ƌƏ墒
㲼晉墨㖞䂡䭼䠜᳈㿟圊㽸侻⅙ㇽ坩乆䐗◦䭼䠜䒃攠Ə俳㋰ῄ䛊Ⱗ
䙫ヶ奲Ə婙柬墨㖞ㇽ佯䕀ị婙ạ乣乳ὃ䂡㋨䈳ạ䙫恐䕝『⬿䕸
267 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 268 Manulife Business Academy
Manulife confidential and proprietary information. Not for distribution. Manulife confidential and proprietary information. Not for distribution.
INTERNAL

熉熅熈Fẛ䖡⫾⊭⫯㚎ᵸ圊ḽ㇅㓌䕂ᶹḓ㧈⅙ 熉熅熈Fẛ䖡⫾⊭⫯㚎ᵸ圊ḽ㇅㓌䕂ᶹḓ㧈⅙

L 㠠㓁䬓犎犇㢄㈧堳ὦ㫱⊂䙫䋄䏯⋬㋓ỌᷲŌ
⡀夰ㆿ䄊ẛ敨ᳫᶉᵸ⬪‪⊶濣
• 㛰ạ䍙⦻Ợ䂡婙ạ䙫孟䏠ピ㠫↗䙫㉣䩟ạㇽ䮈䏭ạ
• 婙ạ凮⅝ₜ㫱ạ姩䪲έ↗℆恫⭰㍹
• 婙ạ㭊✏㳃䖢
• 婙ạㇽ婙ạ䙫ỢἼ匡ᵉ✏榀㸖ㇽ⅝ẽ✗㖠坩坿⩘䅭㚎丨圊Ə
俳㋰ῄ䛊Ⱗ䙫ヶ奲Ə婙柬⮁佑ị婙ạ乣乳ὃ䂡㋨䈳ạ䙫恐䕝
『⬿䕸
夰ᵸ䕂ᶹḓ匡ᵉ䭼䠜᳈㿟圊㽸侻⅙
• 婙ạ䙫ỢἼ告Ṳ㠠㓁ˣ䲥䥅⁌⺞㢄ὲˤƋ䬓136䫇ƌƏ墒㲼
晉墨㖞䂡䭼䠜᳈㿟圊㽸侻⅙ㇽ坩乆䐗◦䭼䠜䒃攠Ə俳㋰ῄ䛊
Ⱗ䙫ヶ奲Ə婙柬墨㖞 ㇽ佯䕀ị婙ạ乣乳ὃ䂡㋨䈳ạ䙫恐䕝『
⬿䕸
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗
INTERNAL
L㠠㓁䬓犎犇㢄㈧堳ὦ㫱⊂䙫䋄䏯⋬㋓ỌᷲŌ
㉥㧈ᵸ坩坿⩘䅭㚎丨圊
• ⥩婙ạⱓ䍏岮䵺䇆ạ˚⏯⤌ㇽ⅓⏟ — 婙ạ䙫ỢἼ㎎㫱ạ✏
榀㸖ㇽ⅝ẽ✗㖠坩坿⩘䅭㚎丨圊Ə俳㋰ῄ䛊Ⱗ䙫ヶ奲Ə婙柬
⮁佑ị婙ạ乣乳ὃ䂡㋨䈳ạ䙫恐䕝『⬿䕸
ㆿ䄊ẛ敨ᶡ䋄㤝㢉䕂孞孪ᵸピㆿ䄊ẛ敨䱑䮾‪⊶䕂孞孪ᵸ坩坿
⩘䅭㚎丨圊
(a) 婙ạ✏榀㸖ㇽ⅝ẽ✗㖠坩坿⩘䅭㚎丨圊
(b) ㋰ῄ䛊Ⱗ䙫ヶ奲Ə婙柬⮁佑ị婙ạ乣乳ὃ䂡岇岓ạ䙫恐䕝
『⬿䕸
269 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 270 Manulife Business Academy
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INTERNAL
熉熅熈Fẛ䖡⫾⊭⫯㚎ᵸ圊ḽ㇅㓌䕂ᶹḓ㧈⅙ 熉熅熈Gƺẛ敨㠫㝛ṉƻ濑䧪熇熄䦞濒㗇撚⋏⊕塍
䩟ᵸ➩圊ḽ㑻⅞丮㧼㧈⅙䕂㇅ⷓ濑㇅ⷓ熅熅濒
LL ῄ䛊Ⱗ㠠㓁䬓犎犇㢄㈧堳ὦ䙫㧈⅙⥩ᷲŌ
㑻⅞丮㧼䕂᳹堿䖬䕂㓭濣
⡀㗇撚ᵸ➩㓭⬪㑺ㆿ䄊ẛ敨ᳫᶉᵸƱ孞孪ᵸピ⊕塍䩟ᵸ➩澒 • ẛ敚䏥㛰⎱㽂✏䙫ẛ⑬ㆿ㗇ᵸ⊈‪䗼⃧䖈
• ㍢慵ピ㕩㔀⋈慵婙ạ䙫䄊䀥 • ẁ廰⍊淑↳⎾奶䮈ạ⣒䱫ㆿ弧䐴㎋⩆㣗㵔
• ㍢慵ピ㕩㔀⋈慵婙ạạὃ䂡孞孪ᵸ䕂奋⊭ • 弍㨠ⷙ⾅Ṳᷴ䕝堳䂡䙫⎾奶䮈ạ⣒怙ᷧ㭌⾅Ṳ᳋䐴圊㽸Əḍ怶
• 䠿㨠婙ạ✏ῄ䛊Ⱗ㋮㗵䙫㜆敺ⅎƏㇽ✏ῄ䛊Ⱗ㋮㗵䙫Ṳờ䙣 㭉⅝ẽ⎾奶䮈ạ⣒䊖ᷴ䕝堳䂡
䔆Ḳ∴Ə䏱妉䄊䀥ㇽ䈰⢒ᶹ㽸孞孪ᵸ • 弍㨠⎾奶䮈ạ⣒ὃ⇡ỢἼ堳䂡ㇽ㱹㛰ὃ⇡ỢἼ堳䂡俳ị⅝ノ㽸
• Ⱈⱓㇽ㛥ⱓ⎾奶䮈ạ⣒䙫ạ俳姧Ə⅓敲✗ㇽ杅⅓敲✗娲孪婙 昜弧䐴ᵸ弶
ạ • 弍㨠㋨䈳ῄ暑Ị䏭㩆㦲⎱㋨䈳ῄ暑䵺䳧⅓⏟⢒伖昜弧䐴ᵸ弶䙫
• Ⱈⱓㇽ㛥ⱓ⎾奶䮈ạ⣒䙫ạ俳姧Ə⑤ị婙ạ乚ế㛧檿㕟栴⥩ ạ⣒㒻Ợ㥔⋀Ị塏˚岇岓ạ˚告Ṳㇽ㎎㫱ạ偞ἴ
ᷲ䙫丮㧼1000吓㸖Kŭㇽ⛇㛰旃ᷴ䕝堳䂡Əㇽ⛇婙ạ䙫⅝ẽ • Ⱈ⢒伖昜弧䐴ᵸ弶䙫ạ⣒㒻Ợ㥔⋀Ị塏˚岇岓ạ˚告Ṳㇽ㎎㫱
堳䂡Ƌ⯵凛ῄ䛊Ⱗ⽾⇡ヶ奲ƌƏ俳ị婙ạ䍙⎽䙫∐㽋ㇽ恦ℴ ạ偞ἴƏ⏸㋨䈳ῄ暑Ị䏭㩆㦲⎱㋨䈳ῄ暑䵺䳧⅓⏟㑻⅞⃴坿
䙫㏴⤘䙫㕟栴䙫3ῴƏỌ㕟栴廪⤎俬䂡㹽 • 擰㨠䊖ᷴ䕝堳䂡䙫⎾奶䮈ạ⣒⹜᳋䐴圊㽸ᳫ䈰⃧

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 271 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 272 Manulife Business Academy
Manulife confidential and proprietary information. Not for distribution. Manulife confidential and proprietary information. Not for distribution.
INTERNAL INTERNAL

熉熅熈Gƺẛ敨㠫㝛ṉƻ濑䧪熇熄䦞濒㗇撚⋏⊕塍 熉熅熈Hㆿ䄊ẛ敨ᳫᶉᵸ⊈⊈㚎ᵙᵸ⎟䕂㎋⩆塍⩘

䩟ᵸ➩圊ḽ㑻⅞丮㧼㧈⅙䕂㇅ⷓ濑㇅ⷓ熅熅濒
ƺῄ暑㥔㢄ὲˤ䬓90˚91⎱92㢄⇭∌䂡㋨䈳ῄ暑ḔẲạ˚㋨䈳ῄ暑Ị䏭㦲㩆Ọ⎱
⅝岇岓ạ˚㋨䈳ῄ暑䵺䳧⅓⏟⎱⅝岇岓ạ佬⇾ᷲ志㒴⭯奶⮁Ƌ“㮓⩘㎋⩆塍⩘”ƌŌ
• 㑻⅞丮㧼㘖ᷧ柬巁娲孪㖲㽸╲≰䙫∝墨Ə俳‪摉娲孪㪒昜‪ (i) ㆿ䄊ẛ敨 • ⅝堳Ṳ柯奞⪤˚‪ⴱ˚䬍⏯ẛ⑬ㆿ㗇ᵸ䕂㖾ḱ⃧䖈Əḍ嘼Ṳㆿ㨡
摉娲孪㖲㽸╲≰ ᳫᶉᵸ • 柯Ọ⏖⏯䏭✗柷㜆ᷧῲ⯐ㄵ䙫ạ✏怙堳婙㴢⊼㘩㛪㛰䙫姷「Ʊㄾ
• ⥩恐⏯Ə⏖‪ⳁ⅝⯴⎾奶䮈ạ⣒㖤⊇丮㧼䕂㬸⩘ Ƌ⍚㋨䈳 ⲥ⍊Ⅸ⅙堳Ṳ
ẛ敨ᶡ䋄
• 丮㧼ょ夰㗇㐆Ʊ䖶䣯⊈‪ⴱ˛堳䂡ㇽ⎾奶䮈ạ⣒墒婴䂡杅恐 • ⏑⏖Ⱈ婙ḔẲạ↛ᶹ㎷ᾂヶ奲䙫Ṳ⮃Ə㎷ᾂヶ奲
ᵸㇽ㋨䈳
䕝ạ恟䙫⎆⛇⿆╲悋Əῄ䛊ⰧⰘワ㛰⏖僤㖤⊇佗㬥⎱丮㧼悏 ẛ敨䱑䮾ƌ • ⥩䂡䢡ῄ婙㴢⊼⯴㋨㛰ạⱓ恐䕝俳㛰曧奨朥⊈婙㋨㛰ạ䙫䄷⩘⾃
✏怙堳⎾ 㭿Ə柯桎⎱婙䬰ガ㲨
朋Ṇ⏖僤⿆榖
奶䮈㴢⊼ • 柯⯮㋨㛰ạ✏ὃ⇡ỢἼ撚戳㬸⩘㘩㛰斾堿ℬ⇭㍳㏈䙫宅㑗Ə⏸婙
• ῄ䛊Ⱗ✏仁〬㘖␍㖤⊇佗㬥 • 婙堳䂡䙫⻥宨Ʊ╲悋⻥⊈ⸯ 㘩 ㋨㛰ạㅩ旰ƞ
⑳佗㬥憸栴㘩Ə㛪俪ㅕ㛰旃 暽 • 柯䛈⅝㛧⤎⊑⊂Ə弽​婙ḔẲạ䙫∐䚱凮㋨㛰ạ䙫⃧䖈⇡䏥圛䤿
ῲ㠯䙫㈧㛰ガ㲨ƏḍỌ总∗ • ⎾奶䮈ạ⣒凑婙堳䂡坩䔺䊼 • 柯䢡ῄ㋨㛰ạ䙫宅䏠Ə䍙広廝⡣⑂◮‣⳱
Ḣ奨䛕䙫䂡楽奨䛕㨀Ə桎⎱ ᶣṄ䕂圊㽸 • 柯恜⭯ˣῄ暑㥔㢄ὲˤ㈧姩㗵䙫⅝ẽ奶⮁
㈧㛰䖶撚▞䯞Ɲ • ⎾奶䮈ạ⣒䙫弌⸾䮾⹉唓⃄
䮾懂⎱⋆塍⾃㭿
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 273 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 274 Manulife Business Academy
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INTERNAL INTERNAL

熉熅熈Hㆿ䄊ẛ敨ᳫᶉᵸ⊈⊈㚎ᵙᵸ⎟䕂㎋⩆塍⩘ 熉熅熈Iㆿ䄊ẛ敨ᳫᶉᵸ䕂㎋⩆⩆℅

ƺῄ暑㥔㢄ὲˤ䬓90˚91⎱92㢄⇭∌䂡㋨䈳ῄ暑ḔẲạ˚㋨䈳ῄ暑Ị䏭㦲㩆Ọ⎱
⅝岇岓ạ˚㋨䈳ῄ暑䵺䳧⅓⏟⎱⅝岇岓ạ佬⇾ᷲ志㒴⭯奶⮁Ƌ“㮓⩘㎋⩆塍⩘”ƌŌ ẛ䖡⫾⊭曐ⳁ㎋⩆⩆℅濑᳤昜攂⬪㮓ṉ⊈㭐㗇㮓⹉㐆⅙濒
(ii) ㋨䈳 • 柯士䦉⍊䱫ㆿ⡣⑂䩟㉥⊈䣉ⵍƏỌ䢡ὦ婙㩆㦲Ə⎱䍙婙㩆㦲⦻Ợ䙫㋨
ῄ暑Ị 䈳㥔⋀Ị塏Ə恜⭯䬓90㢄㈧⇾䙫㒴⭯奶⮁
䏭㩆㦲 • 柯䛈⅝㛧⤎⊑⊂Ə䝸ḽ䍙婙㩆㦲⦻Ợ䙫ㆿ䄊㠫↗ᶡ圦Ə弳⹜䩟㉥⊈䣉 - 㑺廘⳶⾃㭿᳉㗝㗙ㆿ䄊ẛ敨ᳫᶉᵸ◦廰圊⊕塍䩟㯹↓㑷映曆
(iii) ㋨䈳 ⵍ 弳⹜䕂⳶塍⍊㣗㵔濕䰤ᵆ㇅ⷓ
ῄ暑䵺
• 柯䢡ῄ⅝孞孪ᵸ✏婙㩆㦲ⅎ⅞㛰 ⃄㧈攎ƏỌⱌ堳岓Ợ
䳧⅓⏟
• 柯⏸⅝孞孪ᵸ㎷ᾂ ⃄宅㵎⊈㏭ㆿƏỌⱌ堳岓Ợ - ᶹḓㆿ䄊ẛ敨ᳫᶉᵸ㭐㗇弳⹜㎋⩆⩆℅濕㗪嵩᳋㗁ᶢ夰ᳫᶉ
(ii)(iii)岇 • 㛰士䦉⍊䱫ㆿ⡣⑂䩟㉥⊈䣉ⵍƏỌ䢡ὦ婙㩆㦲Ə⎱䍙婙㩆㦲⦻Ợ䙫㋨ ᵸ⊭◦ᶹḓ⊶㮓ピ‴ᶔ㮓⹉䣉ⵍᳫ坩尵売
岓ạ 䈳㥔⋀Ị塏Ə恜⭯䬓90㢄㈧⇾䙫㒴⭯奶⮁
• 䛈⅝㛧⤎⊑⊂Ə䝸ḽ䍙婙㩆㦲⦻Ợ䙫ㆿ䄊㠫↗ᶡ圦Ə弳⹜㛷㎘䩟㉥⊈ - Ḅ◦ƺẛ敨㠫㝛ṉƻᶹḓ㝛㑅䕂䖬䕂今仁〬ㆿ䄊ẛ敨ᳫᶉᵸ
䣉ⵍ
㓭⋤⬪䴺䵊ㆿ䄊䕂弧䐴ᵸ弶㔀濕⊭朥⊈夰ᳫᶉᵸ㭐㗇弳⹜
™ ⇈ỢἼạ㱹㛰恜⭯㈧㋮㗵䙫奶⮁Ə㜓庒ᷴ㛪ịỢἼạ⏖✏ỢἼ⏟㲼㲼⽲䧲⹶Ḕ墒嵞娛˛ ㎋⩆⩆℅
™ ῄ䛊Ⱗ⏖姩䪲奶∮Ə㋮㗵旃ḵ㋨䈳ῄ暑ḔẲạ✏怙堳⎾奶䮈㴢⊼㘩䙫堳䂡㒴⭯㖠杉䙫⸟奶⑳㨀
㹽Əḍ奶⮁㋨䈳ῄ暑ḔẲạ恜⾅婙䬰⸟奶⑳㨀㹽˛

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INTERNAL INTERNAL
熉熅熈ILƺㆿ䄊ẛ敨ᶡ䋄ᵸ㎋⩆⩆℅ƻ 熉熅熈ILƺㆿ䄊ẛ敨ᶡ䋄ᵸ㎋⩆⩆℅ƻ
熏ᶡ䋄ᵸ㎋⩆⩆℅熐 ⃕㓌
曃⊕塍䩟㯹↓㔀ょ㉟䯋᳤弳
熏ᶡ䋄ᵸ㎋⩆⩆℅濋䕂᳇ỉ⩕㒦
⩆䕂⚸㗪㎋⩆≝℅䕂Ჾ僪≝℅


曃ẛ敨ᶡ䋄ᵸ㎋⩆Ჾ僪≝℅
1. 㗝㗙ㆿ䄊ẛ敨 2. 廍弌堿㬀ㆿ䄊ẛ 3. 墡悉ㆿ䄊ẛ敨ᶡ䋄
1. 媇⯍⎱㋨㭊
ᶡ䋄ᵸ◦廰圊 敨ᶡ䋄ᵸょ弳⩆ ᵸ曆弳⩆䕂ƺẛ敨 5. 岮㖀㊒朙
⊕塍䩟㯹↓㔀 ‴᳹ᵉᵸ⫯㗇撚 㠫㝛ṉƻ䧪90⊈91 2. ⅓⹚堳Ṳḍ䬍⏯⮉㈝䙫㛧὚
6. ヶ奲䙫⏯恐『
ょ弳⩆䕂㎋⩆ ‴廰圊⊕塍䩟㯹 㝛䕂㮓⩘㎋⩆塍⩘ ∐䚱
7. ∐䚱塄䩨
≝℅⊈䖶撚䕂 ↓ヾ⃕㓌䕂塍⩘濕 3. Ọ嬠ㄵ˚㉧ⷎ⑳⊑⊂堳Ṳ
8. ⮉㈝岮䔉
㣗㵔⊈⳶塍 垚 ㆿ䄊ẛ敨ᶡ 4. ⋄Ợ㎷ᾂヶ奲
㛧ἵ⯯㥔㨀㹽 䋄ᵸ⫋‴᳹ᵉᵸ
ヾㄽ㎒䕂孪ᶹ⊈
乧↗
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 277 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 278 Manulife Business Academy
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INTERNAL INTERNAL

熉熅熈ILƺㆿ䄊ẛ敨ᶡ䋄ᵸ㎋⩆⩆℅ƻ 熉熅熈ILƺㆿ䄊ẛ敨ᶡ䋄ᵸ㎋⩆⩆℅ƻ

Ჾ僪≝℅
Ჾ僪≝℅
熆ᶣ姷「Ʊㄾⲥ⍊Ⅸ⅙ 熇↛ᶹ㊎ṙ⿍塉
熄奞⪤⊈ㆿ㨡 熅‪ⴱ圊ᵉ᳤䧤⋆⩠ヴ䕂 圊ᵉ
犇犇㹽䢡䙫晚志⎱Ẳ䴠 㖾ḱ⃧䖈 犉犇䬍⏯柷㜆ᷧἴ⏯䏭⎱嬠ㄵ 犊犇䔉⒨䟌嬿
䙫㋨䈳ῄ暑Ị䏭ạㆰ㛰䙫㨀 犊犈㷬㥁⅝䟌嬿䙫Ⱗ昷『
犇犈⏯奶 犈犇⅓⹚˚⅓㭊⎱Ọ⮉㈝䙫㛧 㹽
犇犉樞㓥˚⼞忒ㇽᷴ ὚∐䚱堳Ṳ 犉犈嘼䏭䔚媲⎱䴉℆塏㠣
䕝⽘柦 犈犈㎷ᾂ⅓⹚⎱⅓㭊ḍ䬍⏯⮉ 犉犉⟞堳⮉㈝䙫㋮䤡
㈝㛧὚∐䚱䙫⎾奶䮈ヶ奲 犉犊ῄ暃⮉㈝䙫䦨暘⎱ῄ⮭『
犇犊昙㭉岫岩
犉犋ῄ⬿䳧拫
犉犌↞权㜆

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 279 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 280 Manulife Business Academy
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INTERNAL INTERNAL

熉熅熈ILƺㆿ䄊ẛ敨ᶡ䋄ᵸ㎋⩆⩆℅ƻ 熉熅熈ILƺㆿ䄊ẛ敨ᶡ䋄ᵸ㎋⩆⩆℅ƻ

Ჾ僪≝℅ Ჾ僪≝℅
熊⃧䖈圛䤿 熋⩠ヴ宅䏠
熈宅㑗ㅩ旰 熉⿍塉䕂⋆弧⻥
犋犇䔉⒨䟌嬿 犌犇⏯恐『娼἗ 犍犇忶怵恐䕝㊒朙ḢṲạ凮Ị䏭ạ 犎犇ῄ岢嘼䏭
犋犈㛰旃ῄ暑䔉⒨䙫㊒朙 犌犈⻡字 旃ᾩƏ恦ℴ㽂✏∐䚱塄䩨ḍ㎷
檿忶㗵⺍
犋犉䔉⒨䟌嬿
犍犈㊒朙Ị䏭ạ凮⅝ḢṲạḲ敺㢄
犋犊Ⱈẽạ弰Ẳ䙫⮉㈝㈧曧 㬥凮䴗∮Ḕ䙫䛟旃昷∝
ὃ⇡䙫㊒朙 犍犉恦ℴ孺凑庒∐䚱⽘柦⮉㈝䙫㱡
⮁

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 281 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 282 Manulife Business Academy
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INTERNAL INTERNAL
熉熅熈ILƺㆿ䄊ẛ敨ᶡ䋄ᵸ㎋⩆⩆℅ƻ 熉熅熈ILLƺㆿ䄊ẛ敨䱑䮾㎋⩆⩆℅ƻ
‪⊶䩟㭹僅䩟㉥⊈䣉ⵍ濑熏ᶡ䋄ᵸ㎋⩆⩆℅熐䧪IX 䩾濒
㊩䇴ᾅ晒ẋ䎮㨇㥳ㅱ姕㚱⥍┬䭉㍏⍲䦳⸷炻䡢ᾅẋ䎮㨇㥳⍲℞
ẋ䎮Ṣ䫎⎰ᶨ凔⍇⇯ˣ㧁㸾⍲ⷠ夷 ‧ỉ⩕㒦
‪⊶䩟㭹 䩟㉥⊈䣉ⵍ

娔䪲⑳⯍㖤䴫主⎱䮈䏭㞝 ṻ柬䮈㎎⎱䧲⹶Ō
犇✏怙堳⎾奶䮈㴢⊼㘩 犈␱䟌ḍ姊憲恐䔏㖣㋨
㦲炻䢡ῄ⮉㈝∐䚱ᷴ⎾㏴  ⏯奶ƞ
⮚  ㉼娛嘼䏭ƞ
ㆰ恜⭯䙫㒴⭯⎆∮⎱ 䈳ῄ暑䵺䳧䙫㲼⮁㒴
 ῄ⬿䳧拫ƞ 䛟旃䙫㨀㹽⎱⸟奶 ⭯奶⮁
 ⏸ῄ䛊Ⱗ⠘␱Ṳờƞ⎱
 岇岓ạ⎱檿䴁䮈䏭ⱋ䙫
岓Ợ
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 283 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 284 Manulife Business Academy
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INTERNAL INTERNAL

熉熅熈ILLƺㆿ䄊ẛ敨䱑䮾㎋⩆⩆℅ƻ 熉熅熈ILLƺㆿ䄊ẛ敨䱑䮾㎋⩆⩆℅ƻ

熏䱑䮾㎋⩆⩆℅熐⃕㓌
曃ẛ䖡⫾奋㽸⬪ㆿ䄊ẛ敨䱑䮾 Ჾ僪≝℅
◦廰圊⊕塍䩟㯹↓㔀ょ㉟䯋᳤弳⩆䕂⚸㗪㎋⩆≝℅䕂
Ჾ僪≝℅ 熄奞⪤⊈ㆿ㨡 熅ᶣ䧤⋆⩠ヴ䕂㖾ḱ⃧䖈圊
ᵉ᳤‪ⴱ⫋⹃⩠ヴ

曃ẛ敨䱑䮾㎋⩆Ჾ僪≝℅ 犇犇㹽䢡䙫晚志⎱Ẳ䴠 犈犇Ọ䬍⏯⮉㈝䙫㛧὚∐䚱堳
1. 媇⯍⎱㋨㭊 5. 岮㖀㊒朙 ṲƏḍㆰ⅓㭊˚⮉妧⎱⅓⹚
2. Ọ䬍⏯⮉㈝䙫㛧὚∐䚱堳Ṳ 6. ヶ奲䙫⏯恐『 犇犈⏯奶
ḍ⅓⹚⯴⽬⮉㈝ 7. ∐䚱塄䩨 犈犈⯲㉥⎱恟㒮ῄ暑䔉⒨
犇犉樞㓥˚⼞忒ㇽᷴ
3. Ọ嬠ㄵ˚㉧ⷎ⑳⊑⊂堳Ṳ 8. ⮉㈝岮䔉 䕝⽘柦 犈犉㎷ᾂ⅓⹚⎱⅓㭊ḍ䬍⏯⮉
4. ⋄Ợ㎷ᾂヶ奲 ㈝㛧὚∐䚱䙫⎾奶䮈ヶ奲
犇犊昙㭉岫岩

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 285 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 286 Manulife Business Academy
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INTERNAL INTERNAL

熉熅熈ILLƺㆿ䄊ẛ敨䱑䮾㎋⩆⩆℅ƻ 熉熅熈ILLƺㆿ䄊ẛ敨䱑䮾㎋⩆⩆℅ƻ

Ჾ僪≝℅
Ჾ僪≝℅
熆ᶣ姷「Ʊㄾⲥ⍊Ⅸ⅙圊ᵉ 熇↛ᶹ㊎ṙ⿍塉 熈宅㑗ㅩ旰 熉⿍塉䕂⋆弧⻥
犉犇䬍⏯柷㜆ᷧἴ⏯䏭⎱嬠ㄵ䙫 犊犇䔉⒨䟌嬿 犋犇凮庒Ụ⎱偞⇭䛟旃䙫㊒朙 犌犇⏯恐『娼἗
㋨䈳ῄ暑䵺䳧ㆰ㛰䙫㨀㹽 犊犈㷬㥁⅝䟌嬿䙫Ⱗ 犋犈㛰旃ῄ暑䔉⒨䙫㊒朙 犌犈⻡字
犉犈嘼䏭䔚媲⎱䴉℆塏㠣 昷『 犋犉㛰旃ῄ▕㋨㛰ạ侐⋀䙫㊒
犉犉⟞堳⮉㈝䙫㋮䤡 朙
犉犊ῄ暃⮉㈝䙫䦨暘⎱ῄ⮭『 犋犊⮉㈝⌻字⎱凮⮉㈝姩䪲䙫
犉犋ῄ⬿䳧拫 㥔⋀㢄㬥
犉犌↞权㜆 犋犋Ⱈẽạ弰Ẳ䙫⮉㈝㈧曧ὃ
犉犍㛰旃ῄ暑䴉℆䙫⌻⊐ ⇡䙫㊒朙

⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 287 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 288 Manulife Business Academy
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INTERNAL INTERNAL
熉熅熈ILLƺㆿ䄊ẛ敨䱑䮾㎋⩆⩆℅ƻ 熉熅熈ILLƺㆿ䄊ẛ敨䱑䮾㎋⩆⩆℅ƻ
Ჾ僪≝℅ ‪⊶䩟㭹僅䩟㉥⊈䣉ⵍ濑 熏䱑䮾㎋⩆⩆℅熐䧪IX䩾濒
㊩䇴ᾅ晒䴻䲨℔⎠ㅱ姕㚱⥍┬䭉㍏⍲䦳⸷炻ẍ䡢ᾅ娚䴻䲨℔⎠⍲℞
熊⃧䖈圛䤿 熋⩠ヴ宅䏠 ㊩䇴㤕⊁ẋ堐炷䴻䲨炸䫎⎰㛔Ⱦ䴻䲨㑵⬰⬰⇯ȿ㇨庱ᶨ凔⍇⇯ˣ㧁
㸾⍲ⷠ夷
犍犇㎷ᾂ㛰旃⠘慓䙫恐䕝㊒ 犎犇⮉㈝岮䔉嘼䏭 ‪⊶䩟㭹 䩟㉥⊈䣉ⵍ
朙Ọ恦ℴ㽂✏∐䚱塄䩨
娔䪲⑳⯍㖤䴫主⎱䮈䏭㞝 Ọᷲ⅔柬⦌╫䮈㎎⎱⹶Ō
犍犈旈㗵㛰旃凮ῄ暑ạ旃ᾩ
㦲炻䢡ῄ⮉㈝∐䚱ᷴ⎾㏴  ⏯奶ƞ
䙫㽂✏∐䚱塄䩨  Ⱈῄ暑䔉⒨⎱ῄ暑ạ䙫䛈偞
⮚
犍犉恦ℴ孺凑庒∐䚱⽘柦⮉ 媦㟌ƞ
㈝䙫㱡⮁  ㉼娛嘼䏭ƞ
 ῄ⬿䳧拫ƞ
 ⏸ῄ䛊Ⱗ⠘␱Ṳờƞ⎱
 岇岓ạ⎱檿䴁䮈䏭ⱋ䙫岓Ợ
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 289 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 290 Manulife Business Academy
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INTERNAL INTERNAL

熉熅熈Jƺẛ敨㠫 ㆿ䄊ẛ敨䱑䮾‪⊶䕂孟↗⊈‴ᶔ堿㬀 塍℅ƻ 熉熅熈Jƺẛ敨㠫 ㆿ䄊ẛ敨䱑䮾‪⊶䕂孟↗⊈‴ᶔ堿㬀 塍℅ƻ

(i) 佟㗪⊈ • ₀⬿䙫乚嶚㬥佟㗪✏ỢἼ㘩敺ᷴ⽾⯸㖣$500,000㸖K LLLὗ⨖䈦䦉䕂⩠ヴ⳱ヴ澒

㲦宅 • 㲦宅䏠✏ỢἼ㘩敺ᷴ⽾⯸㖣$500,000㸖K
䏠澒 • 㠠㓁ˣῄ暑㥔㢄ὲˤ䬓71㢄㈧䶔㋨䙫⮉㈝⸚㈝
(ii) ⫆㠫⸊ • ⛇怼⎴岓Ợ俳䔉䔆䙫㲼⽲岓Ợ㈧⻼凛䙫䔚䴉㎷ᾂῄ暃 • ㋨䈳ῄ暑䵺䳧⅓⏟柯䶔㋨㖾⫏Ჾỉ⩠ヴ⳱ヴ✏奋⊭㤝㢉
῝ẛ敨 • ⼳℆昷栴柯䂡ỢἼᷧ㬈䔚䴉⎱ỢἼᷧῲ12ῲ㛯䙫ῄ▕㜆㎷ᾂ • ⸚㈝䙫⋋䣯㛰⾬柯㛰“⩠ヴ”ᷧ婅
(PII) Ō ᷴ⯸㖣Ɲ • 柯㖶映廘䚣㛰旃奋⊭㤝㢉婙⸚㈝䂡⮉㈝⸚㈝
• (a) 䶱㎌⯯㥔⼳℆ῄ▕䙫ῄ▕㜆Ḳ䔆㔯㗌㜆∴䙫怊乳12ῲ
• ㋨䈳ῄ暑䵺䳧⅓⏟✏㔝∗㬥柬⽳Ə柯✏⇮⯍⏖堳䮫⛴ⅎ䖟
㛯ⅎƏ㋨䈳ῄ暑䵺䳧⅓⏟䙫ῄ暑䵺䳧㔝⅌两栴䙫⅐ῴ
⺩⨖‣⩠ヴ⳱ヴƏ⋬㋓⾅ㇽỊ塏婙ῄ▕㋨㛰ạㇽ㽂✏䙫ῄ
• (b) $3,000,000㳭 傱$75,000,000㳭 
▕㋨㛰ạ㔝⎽䙫㬥柬
• 楽12ῲ㛯䙫㋨䈳ῄ暑䵺䳧⅓⏟俳姧Ə⼳℆昷栴柯ᷴ⯸㖣
$3,000,000㸖K • ῄ岢˚乳ῄῄ岢˚昫⊇ῄ岢⎱⏫桅忧⛅䙫ῄ岢ƞ㠠㓁
• 柯廰㛰凚⯸ᷧ㬈ῄ栴凑⊼⾐㔯䙫㢄㕮 ῄ暑⏯䳫ㆰ㔖ế䙫䔚䴉⎱⅝ẽ㬥柬ƞ忧恫ῄ▕㋨㛰ạ
• 凑ế栴Ō⯯㥔⼳℆ῄ▕凑ế栴Əᷴ⽾嵬怵婙⅓⏟✏䶱㎌⯯㥔
䙫㬥柬ƞῄ▕岟㬥⎱㛰旃∐ざƞ㛰旃ῄ暑⏯䳫䙫岢䔏˚
⼳℆ῄ▕䙫ῄ▕㜆Ḳ䔆㔯㗌㜆∴䙫岈㔦⹛⺍䴩䴷㘩Ə⅝㷏岮 㔝岢⎱⾜岢ƞ⎱ῄ岢㉿㉊˚Ὂ憸⎱䵺䳧Ὂ憸
䔉䙫50% • ㋨䈳ῄ暑䵺䳧⅓⏟柯㪍‪㖄㗆怙堳⮉㈝㬥柬⫋⳱
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INTERNAL INTERNAL

熉熅熈Jƺẛ敨㠫 ㆿ䄊ẛ敨䱑䮾‪⊶䕂孟↗⊈‴ᶔ堿㬀 塍℅ƻ 熉熅熈Jƺẛ敨㠫 ㆿ䄊ẛ敨䱑䮾‪⊶䕂孟↗⊈‴ᶔ堿㬀 塍℅ƻ

LYὗ⨖⡣⑂䕂䫽⁈⊈⳱䖬澒
• ₀⬿㛪姯⎱⋬㋓㛰旃婙⅓⏟⮉㈝䙫岮䔉ㇽṲ⋀䙫䳧拫Ə
俳婙䬰䳧拫柯嶚ỌŌ
¾ 墡悉⍊⊋㓞夰䨇㠫↗䕂孟㏽䅾㭿⊈弉Ḛ
¾ ὦ⏖Ọ䗝⪤今ᳫ佭◮⊋㓞‴孟㏽䅾㭿⊈孟↗圦䊼䙫
岈⋀⠘塏⽾Ọᷴ㘩㓓₀
¾ ᵢᶡ婙⅓⏟㈧㔝⎽ㇽ㋨㛰䙫ヾ㗇⩠ヴ㧼曃
¾ 桖䤡婙⅓⏟ⷙ恜⭯“奶∮”Ə⎱ḍ䄈怼⎴ˣῄ暑㥔㢄ὲˤ
• ㋰䅎弧䏦䕂㗁壆㵔℅⎱ị⪧壆⽾Ọṽ⃧◮⍊⡣⑂◮怙堳
• 柯ỌḔ㕮ㇽ勘㕮䙫㖶映㑷ⷍƋㇽỌὦ⅝㗺㖣㟌斘⎱暏㘩⏖
弰䂡䂡Ḕ㕮ㇽ勘㕮䙫㛟杉㖠⻶ƌ₀⬿㈧㛰䳧拫
• ㈧柯₀⬿䙫䳧拫ᷴ⯸㖣7ⴲ
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗
INTERNAL
Y䱑⪧壆孟↗⛯圦澒
• ㋰䅎恐䔏䙫㗁壆㵔℅䷏∝㠠㓁ˣῄ暑㥔㢄ὲˤ䬓73(1)㢄
⏸ῄ䛊Ⱗ㎷ᾂ䙫岈⋀⠘塏˛
• ⋬㋓婙⅓⏟Ō
- 㖣婙岈㔦⹛⺍䙫ῄ暑䵺䳧㔝⅌Ə⌧⇭䂡ᷧ刓㥔⋀⎱敞
㜆㥔⋀ƞ
- 㖣婙岈㔦⹛⺍䴩䴷㘩⮉㈝⸚㈝䙫䏥憸两栴ƞ⎱
- 㖣婙岈㔦⹛⺍䴩䴷㘩柯ế䙫ῄ岢ƞ
• ㋨䈳ῄ暑䵺䳧⅓⏟㠠㓁ˣῄ暑㥔㢄ὲˤ䬓73(1)㢄㈧㎷ᾂ
䙫ỢἼ㕮ờƋ㠟㕟⸒⠘␱晋⣽ƌ柯䍙婙⅓⏟䙫匡ᵉㄷ₄ƞ
• 䵺䔘婙⅓⏟ 2 ḋ匡ᵉỊ塏婙䬰告Ṳ䫻丰ƞ⥩婙⅓⏟⏑㛰1
ἴ告ṲƏ婙⏴告Ṳ䰤余
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INTERNAL
熉熅熈Jƺẛ敨㠫 ㆿ䄊ẛ敨䱑䮾‪⊶䕂孟↗⊈‴ᶔ堿㬀 塍℅ƻ 熉熅熈Kㆿ䄊ẛ敨ᳫᶉᵸㆿ䵊⫆㠫⚷壑㇅ⷓ濑㇅ⷓ 熅熇濒

YL㛶㐶⳩⛯⌈澒庮㓌夰㛶㐶⳩㓭⋤奋㽸
• 奶⮁恐䔏㖣ỉᵸㆿ䄊ᵸỌ⎱᳹ᵉᵸ
• 㛰旃孟↗⛯圦䗝⪤俳ᳫ佭✗⎴㘇Ɲ
9ỉᵸㆿ䄊ᵸ
• 婙⅓⏟㖣婙岈㔦⹛⺍䴩䴷㘩䙫孟↗䅾㭿 9⢒ᶹㆿ䄊ỉᵸẛ敨ᶡ䋄䕂䈰㉆㧈ẛ敨ᵸ
• 婙⅓⏟㖣婙岈㔦⹛⺍䙫孟↗圦䊼 9⢒ᶹㆿ䄊㠫↗ᶡ圦濑ᶡ䋄ᵸ濒䕂ㆿ䄊ẛ敨ᶡ䋄
㤝㢉
• 婙⅓⏟㘖␍㛰恜⭯奶∮⎱㢄ὲ⏫柬䙫奶⮁Ɲ 9⢒ᶹㆿ䄊㠫↗ᶡ圦濑䱑䮾濒䕂ㆿ䄊ẛ敨䱑䮾‪
⊶
• 宅㗪⊈㲦宅䏠
• ㉼峣䙫⫆㠫⸊῝ẛ敨
• ῄ䛊Ⱗ⏖僤⛇俳㛪⯴弓⊋婙㋮⻼Ḳạ⣒㎈
• ὗ⨖䈦䦉⩠ヴ⳱䖬
• ὗ⨖⡣⑂䫽⁈⊈⳱䖬 ⎽䮾⹉圊↓

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INTERNAL INTERNAL

熉熅熈Kㆿ䄊ẛ敨ᳫᶉᵸㆿ䵊⫆㠫⚷壑㇅ⷓ濑㇅ⷓ 熅熇濒 熉熅熈Kㆿ䄊ẛ敨ᳫᶉᵸㆿ䵊⫆㠫⚷壑㇅ⷓ濑㇅ⷓ 熅熇濒

• ῲạ㋨䈳ạ柯✏㮶ῲ娼㠟㜆Ə⍚㮶⹛熋㗆熄㒣敲⦲
凚侳⹛熊㗆熆熄㒣䂡㭉
• ⎪凮⏯岮㠣ㆿ䵊⫆㠫⚷壑㯹↓
• Ọ䍙⽾㛧⯸熄熈ῲㆿ䵊⫆㠫⚷壑㔀㐶
• ⋬㋓㛧⯸熆ῲⱓ㖣˥弑⹵ピ塍ṉ˦䮫䕮㛰旃䙫㋨乳
⯯㥔⟠姺㘩㕟
• 㛧檿婴⏖方⨎⭟侹㋨乳⯯㥔⟠姺㘩㕟䂡 熊ῲ
• ✏娼㠟㜆ⅎ㑮曖䄊䙫ῲạ㋨䈳ạƏ婙娼἗㜆㈧曧
䙫㛧⯸㋨乳⯯㥔⟠姺两㘩㕟⯮㠠㓁⅝ῲạ䈰䔺䄊
䀥䕂㗆ᶻ俳㛰㈧ᷴ⏳
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗
INTERNAL
• ⍚ὦῲạ㋨䈳ạ䙫䈳䅎墒㕩㔀⋈慵Ə婙䬰ạ⣒⏑奨
䴺䵊ㆿ䄊Əᾦ⾬柯弳⩆㋨乳⯯㥔⟠姺塍⩘˛
• ῲạ㋨䈳ạㆰ㋰ῄ䛊Ⱗ姩㗵䙫⽉⻶⎱㖠⻶ƏỌㆿ䵊
⫆㠫⚷壑估㓌㖶⏸ῄ䛊Ⱗ⇭⛯⅝✏㮶ῲ娼㠟㜆ⅎ㛥
⎪凮䙫⏯岮㠣㋨乳⯯㥔⟠姺㴢⊼Ə⌖⠘ᷴ⽾恙㖣䛟
旃娼㠟㜆⭳䴷⽳⅐ῲ㛯Ƌ⍚✏犏㛯犉犆㗌ㇽḲ∴ƌ˛
• ῲạ㋨䈳ạ柯✏䛟旃娼㠟㜆⭳䴷⽳㛧⯸熆ⴲⅎ⦌╫
ẛ⨖嶚⤇䙫㑅ᶴ娇㎘ƏỌ嬰㗵⅝㋰ῄ䛊Ⱗ奨㰩˛
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INTERNAL

熊伵㠫弑⹵⊈‴ᶔ㗇撚␍朊
7.1 ẛ敨ᳫᶉᵸ⫋ẛ⑬ㆿ㗇ᵸ䕂孪ᶹ
䧪᳁䦞 伵㠫弑⹵ ‘Insurance Intermediaries’ Duties to Policyholders

⊈‴ᶔ㗇撚␍朊 7.2 ẛ娵ỉᵸ宅㑗 Protection of Personal Data

7.3 ⴱ䨇㤝㗁ᵉ⩚ Issues Regarding Equal Opportunity

熊 熈朊 7.4 擰㨠㯕懠⊈⼎⻔⃄⨎䬊宅㯹↓ Prevention of

Money Laundering and Terrorist Financing

7.5 擰㨠孨㬟 Prevention of Corruption

7.6 擰㨠ẛ敨夎棗 Prevention of Insurance Fraud

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INTERNAL
 熊熄ẛ敨ᳫᶉᵸ⫋ẛ⑬ㆿ㗇ᵸ䕂孪ᶹ 熊熄ẛ敨ᳫᶉᵸ⫋ẛ⑬ㆿ㗇ᵸ䕂孪ᶹ
ẛ敨ᳫᶉᵸᳫ᳋㓭ẛ敨ᶡ䋄ᵸ䕂ṽ㓭ẛ敨䱑䮾Ʋᶔỏ⫋ẛ⑬ㆿ 熊熄熄 熊熄熅
廗ᵙ⇃ㆪ濣
㗇ᵸヾ孞䕂孪ᶹ⊭侻᳋䖟䖶⋊濕Ḅᴝ㗇 ⋊ᴉ唓濕廗ᵙ⇃ㆪ濣 ẛ敨䱑䮾 ẛ敨ᶡ䋄ᵸ
⫆
 ⋊孪ᶹ濣 㠫  ⋏㗇撚䕂ẛ敨ᵸ⢒ᶣ帇
(a) ᳋夎棗 孪 ῄ暑䵺䳧⾬柯⎾⫆㠫⸊ ㄽ孪ᶹ
(b) ‪ⴱ⊈⋆䋄圊㽸 ᶹ ῝ẛ敨㉦ῄ
(c)᳋侻᳋‪ⴱ◮⹜⩠ヴ嵩᳈䈰⊔⠻唓濣⫢‴㓭彡ᵙ◦嵩榒᳈Ʊ  ⏑奨㰩ῄ暑䵺䳧俳杅ῄ
䭼䠜᳈ピ㐗佰᳈㗇䷸ぼピ᳋山ᴉ唓䕂⩠ヴ 暑Ị䏭ạ峣岞ḍ䶔㋨⯯㥔
⼳℆ῄ暑˛
(d) ᳋⹕⅞妶᳋⺃堿䕂ⸯ暽濣ᳫᶉᵸ䕂墐儰㓭堿㎒ᶹ妬夠ᵸ濕
㒠昜奨⩠ᴝ昜⚵㮓仃
(e) ヾ㗇圊↓⺃曆⋆㮓濣1) 弳⩆㮓⹉㝛㑅濕2) ⫈悋㮓⹉䭼䠜濕3)
弳⹜儭⠻䕂ẛ敨⳶塍
(f) Ჾ㒤弓⊋㝛ṉ⊭弫⃏ᵉ㥠㉥᳤㆙傲╲≰唓丮

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INTERNAL INTERNAL

熊熅ẛ娵ỉᵸ宅㑗
Protection of Personal Data 熊熅熄㝛ṉ䕂䄷涜
榀㸖ⷙ态怵烉㲼ƺỉᵸ宅漢(䡿敯)㝛漙ƻ (b) ⩘乧濣
[Personal Data (Privacy) (i)Ƽ宅㑗ƽ濣✏ỢἼ㕮ờḔỌỢἼ㖠⻶塏䤡䙫宅壈
Ordinance (PDPO)] ῄ孞ῲạ䦨暘 (⋬㋓ヶ奲䙫塏总⎱ῲạ䉠⾜)
7.2.1 *㝛ṉ䕂䄷涜 (ii)Ƽỉᵸ宅㑗ƽ- ᶹḓ宅㑗(⋬㋓ヶ奲䙫塏总)
(a) 䪂○濣 (1) 䖲㉣ㇽ摑㉣✗凮㴢吾䙫ῲạ㛰旃
(i) 凑⊼⋽⎱ạ㈲㒴ὃ岮㖀 (2) 喰㭋⏖䛛㎌ㇽ敺㎌✗㠟⯍㞷ạ䙫庒Ụ
(ii) ⯴ỢἼạ惤⅞䳫㝆灜Ə ⋬㋓㔦⺃ (3) 㛰㖠㲼∐䔏㞷䨕㖠⻶㎌姟ㇽ嘼䏭婙岮㖀
(iii)ỉᵸ宅漢䡿敯⫆⎟‪丰㘖㋰䅎ˣ㢄炇ˤ俳
娔烉䙫䴫主Ə岇岓…䖢䖡⪝ˣ㢄炇ˤ䙫⟞烚

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INTERNAL INTERNAL

熊熅熄c‫‫‬曃ẛ敚宅㑗≝℅ 熊熅熄G ⟔⃢ỉᵸ宅㑗䕂唓䋄ᵆ宅㑗唓䋄仃

1. ㏴斄䖬䕂⊈㑷ⷍ - ⋏⩠ヴ㊎ṙ㏴斄ỉᵸ宅㑗估㓌 䧤⋆ẛ敚宅㑗䧪 熅⊈䧪 熇≝℅䕂塍⩘
2. 㵔䝸⻥⊈ẛ䐗㗝攎
- ⡀⪂⡀⩠ヴ徳ᶴ䱑⳶坩庾▜濕ょἚ㨠ḽ䏦᳤䏦㑮◮◾ iLL廍弌⋆䯂塍䪂㑷㮓 ‴ᶔ㑷㮓
- ⡀宅㑗ḽ䏦仃伖䏦濑᳋妔㓭◦桗㳭ピ桗㳭ᶣ⟔伖䏦濒宅㑗唓䋄仃唓䋄ỉ 9 ⃕㓌宅㑗唓䋄仃ヾ曆㉟⊔䕂ẛ⩇㉨㑻濕᳤堿㬀宅
ᵸ宅㑗濕夰宅㑗ḽ䏦仃曆㉟⊔⋆䯂塍䪂㑷㮓ピ‴ᶔ㑷㮓濕ᶣ擰㨠帇䢹ᵆ
夰宅㑗唓䋄仃䕂ỉᵸ宅㑗䕂ẛ⨖㔀摑屃弌唓䋄夰宅㑗ヾ斾䕂㔀摑
㑗唓䋄仃弳⹜ẛ敚宅㑗≝℅
9 宅㑗唓䋄仃᳋⁋斾堿⫯⊕壕䖬䕂唓䋄㗇撚ỉᵸ宅
3. ỉᵸ宅㑗䕂ḽ䏦 㑗㔀濕 ⺃曆弧㔀ᵢ彂Ʊ慵㩾ピ⃨攢㗇撚宅㑗
- ᳋⹕⫅⩠ヴỉᵸ宅㑗ㅩ旰ᵆ‴ᶔ‪⊶Ḛẁ慵
9 攢ᵄ⊕壕廰圊䕂䖬䕂ᴉ⟔濕宅㑗唓䋄仃᳋⹕㽸‴
4. ẛ⩇ ᶔ䖬䕂今ḽ䏦ピㅩ旰㗇撚ỉᵸ宅㑗
- 徳⪂㑅ᶴ曆⪄⪿
9 宅㑗ḽ䏦仃㗇㧈⪧㛶⊈塔⪝宅㑗唓䋄仃⡀ḓ唓䋄
5. 宅壈曆◦Ჾ僪⾃㭿᳉⊭㊎ṙ ⍊῰⨖ỉᵸ宅㑗
- ⃴⩘⊈ὗ⨖䡿敯㏽䨔估㓌濕᳤◦‪⊶䱰暿⬓䟸
9 弓⊋⋆䯂ヾ曆ㄽ㎒䕂⹊㙚
6. 㚣摯ỉᵸ宅漢
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INTERNAL INTERNAL
熊熅熄e䛛㎌ᾪ択 熊熅熄e䛛㎌ᾪ択
(i) 悉乧 ii 宅漢ḽ䏦仃◦䖲㉣ẁ慵ℋ濕⺃曆㉟⊔㇅㓌潬↓濣
9 ㊎ṙ㚎ᵙ壀㓌宅壈 濕曆ᶣ潄㑺摯溾⍊潈墡䕂㑷ⷍ⌆䟸
䖲㉣ẁ慵 廍弌䖲㉣ẁ慵㑷㮓濣
熄 堿䯂㊎ṙ学⍿Ʊ士㑻ピ㗋↗濕 ピ •⊭ᶣ⊡曫ピ㖶映㑷ⷍ㊎ṙ
熅 㽸夰䨇学⍿Ʊ士㑻ピ㗋↗⊭ᵆ㊎ṙ今廰潬ⶡ⌈
•⡀堿⋏⊤Ჾḋ宅漢ḽ䏦仃㊎ṙ宅漢 Æ曆ᶣ㖶映㑷ⷍ㊎ṙ
⩡ά
9 ㊎ṙ廒⹏濕婑䐴ᵉᵸ圦弒㓭⋤⊋⫋
䖲㉣ẁ慵 熄 咇徳ᶴƱ◔㑅ά䗝Ʊ方⨎徳ᶴピ‴ᶔ⸠ⷍ䕂ά
㑷㮓 壈濕⋏㇅⋋䄷⩘ᵸ➩庿ᵢ宅壈ピ学⍿濕ピ 9 ⡀䐴ᵉᵸᶣ⊡曫㑷ⷍḚ₸▜塄濕℅宅㑗ḽ䏦仃◦䖲㉣ẁ慵ᴉ
熅 ᶣ䄷⩘ᵸ➩㽸傲方⫋嬟䕂方夯廘夯
ℋ濕⺃曆◦㏴⃮夰▜塄㒣㗝尵壆熄熇⟧‥濕ᶣ㖶映㑷ⷍ䝸奋Ʋ
ẁ慵㣗䕂 坩堿䯂㊎ṙピ⫯‴⊭ᵆ㊎ṙ今廰潬ⶡ⌈⩡ά䕂ᶹ 壀㓌宅壈濣
ḓ学⍿Ʊ士㑻ピ㗋↗
• ỉᵸ宅漢䕂䣬漴Ʊ䏦㑺ḓ朜ẁ慵㣗䕂濕䖲㉣ẁ慵⫋嬟䕂漴⃣
ƺ㝛ṉƻ㑮❜㨢徦⃄䕂䏝㐆㒣㗝㽸熅熃熄熆滲熇㗆熄㒣 • ⡀夰宅漢㓭㽸⹕䖈今㊎ṙ濕⺃曆⌈䚣䐴ᵉᵸ㨢䖬䕂

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INTERNAL INTERNAL

熊熅熄e䛛㎌ᾪ択 熊熅熄e䛛㎌ᾪ択

• 宅漢ḽ䏦仃曆◦桔㧟ḽ䏦ỉᵸ宅漢㑺䖲㉣ẁ慵㔀濕
廘䚣䐴ᵉᵸÆ
Æ䐴ᵉᵸ㗇㧈㆐䰓
⃏ 丮
弓⊋潬㽸㱇⊈㽸⹕䖈
• ⡀㗨䈰宅漢䐴ᵉᵸ⋊⿍ピ圦䟸滋⊋⫋濕宅漢ḽ䏦仃滋
⹕⫅ỉᵸ宅漢䏦㑺䖲㉣ẁ慵 ㊎ṙᵆᶔᵸḚ䖲㉣ẁ慵 㖾榖⃏丮
丮㧼熄熃熃熃熃熃熃 ⊈ 䖡䠿熈
• 宅漢䐴ᵉᵸ⊭敦㔀㊎₸濕堿㬀Ἒ䏦 ㊎ṙ‴ỉᵸ 滲
宅漢ᵆᶔᵸḚ䖲㉣ẁ慵 Æ 宅漢ḽ䏦仃⺃曆ṛ⹜
‴ᶔ弓⊋潬㽸
• 㽸䏝㐆㒣㗝ℋ䕂ỉᵸ宅漢士⩘滋㵭㒠⸾⩇㉐ 㖾榖⃏丮
丮㧼熈熃熃熃熃熃 ⊈ 䖡䠿熆
滲

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INTERNAL INTERNAL

熊熅熄fㅩ溜㗨䱑宅漢ḽ䏦仃⋊⿍今⊔⹕䕂
ỉᵸ宅漢䕂丨潬 熊熅熄g弓⊋ƺ㝛漙ƻ
(i) 丨潬⊈⃏丮 • ⡀弅㱇⦊弓⊋ƺ㝛漙ƻ濕宅漢䐴ᵉᵸ⊭
9 ⏸䡿敯⫆⎟㉼娛
ᶹḓᵸㅩ溜㗨䱑宅漢ḽ䏦仃⋊⿍今⊔储夰宅漢ḽ䏦仃䕂㚎宅 9 ⏸䊖挖䙫岮炐ὦ䔏俬㊎尵売壝奨㰩ὃ
漢䐴ᵉᵸ䕂ỉᵸ宅漢濕∱⬪䅭丨濣
⇡壃℆

• ⡀㇅㉥㓭㵎储ㅈ䐴ᵉᵸ䕂ỉᵸ宅漢唓潈⟔⃢
ᵆ宅漢唓潈仃
㖾榖⃏丮★㓭 • 岮炐嘼炶俬滋⺃ㄽ㎒䖲㉣䕂㮓漼孪ᶹ
丮㧼 熄熃熃勪 ⊈ 䖡䠿熈滲
• 岮炐ὦ䔏俬ㄽ㎒⢒壕ᵸ孪ᶹ

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INTERNAL INTERNAL
 熊熅熅 ◦ẛ敨᳈䕂ょ䏦
熊熅熄h嫿​ ‪丰䔺₸ƺ⡣⑂唓潈⩠ヴỉᵸ宅漢濣䰤ẛ敨㠫䐊䕂㇅ⷓƻ
䖬䕂濣−Ⅷẛ敨㠫䐊◦唓潈⩠ヴỉᵸ宅漢䕂㏴斄Ʊ῰⨖Ʊḽ䏦Ʊẛ⩇⊈㚣摯宅漢堿㬀
䡿敯㧈滋㓭䰓⫋䕂濕嫿​曃䖬⇃ㆪ濣 㑷映ṛ⹜ƺ㝛漙ƻ䕂䖶撚塍⩘
᳋⋊⾃㭿 ƺ㇅ⷓ
ⷓƻⶸ娮㑷㮓㡀庮

(i) 䃰⩴⬃ピ⣙湸䖬䕂今ㆿ㗇䕂ỉᵸ宅漢 ㏴斄⩠ヴ䕂恩䔀

宅㑗
9
9
㏴斄䕂宅漢滋屃ᴌ弧潥
⋆㮓⊈‪ⴱ㏴斄䕂㑷ⷍ

㏴斄嵩ᶻ娇唝䝺⊈嵩 9 攢昜㮓⹉㉆㧈ピƺ⩆℅ƻ壯⊭濕⋤℅᳋⹕㏴斄嵩ᶻ娇唝䝺濕⡀䝸⩘
ᶻ娇ℭ㗪 奮㓭实㧼ᵸ
(ii) 㚎ᵙ䏯ᾯ᳹ㆿ㗇䕂僅ᾯὫ㗇撚䕂ỉᵸ宅漢 9 ◦㏴斄嵩ᶻ娇ℭ㗪㔀⺃曆ṛ⹜⩆℅䧪熆熅㩳䕂塍⩘濕Ḛ㽸ṛ⹜ƺㄑ
㎈㯕懠⊈⼎⻔⃄⨎宅悏䬊斄悏噋㤝㢉㝛ṉƻ攂圦熅䧪熆㝛䕂娇㓌
伖䏦䡿⩴ἳ㉠好㚣ẛ 9 䡿⩴ἳ㉠曆ṛ⹜ƺ㝛ṉƻ塍⩘
敨䯠῝ 9 ẛ敨ᵸ曆䚣⊭侻曆⫯䈰⢒ᶹ䡿⩴ἳ㉠䕂潬㽸孞᳈帇ㄽ孪ᶹ
9 ㏴斄䕂㑷ⷍ⋆㮓⊈‪ⴱ
(iii)⊭侻⫋‪䗼ピ䟼㗁潁䖈㢉ノ㋋⩱ 9 宅漢⬪山⟞Ḅ滋屃ᴌ弧潥

㏴斄⊈ḽ䏦ỉᵸ宅漢 9 ㏴斄䕂㑷ⷍ⋆㮓⊈‪ⴱ
Ḛ䖲㉣ẁ慵 9 滋⹕㏷婈宅漢䕂ḽ䏦䖬䕂

伵⎟⊈ᶡ潈㚣摯Ʊ῰ 9 ⩇…ά巶巇㗇ỉᵸ宅㑗䕂㑅ᶴ
⨖⊈唓潈⩠ヴ䕂ỉᵸ 9 ẛ敨ᶡ䋄ピᶡ圦⡀◦⩴ᳫピ幤‪◮㑷ᶣ⟔ⲣḚ濕曆䝸ẛ宅㑗ẛ⪄
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⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 314 Manulife Business Academy
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INTERNAL INTERNAL

熊熆ⴱ䨇㤝㗁ᵉ⩚ 熊熆熅ẛ敨ᳫ䕂Ƽ‪ⴱƽ㨥塔
ⴱ䨇㤝㗁⢒⎟㗁 攢䣬㒍㨥塔㝛漙⟔濕⡀⫋㚎ᵸ䕂⹃弅䧤⋆ᶣ᳉滜曃㝛ᶴ濕
(Equal Opportunities Commission(EOC)) ℅滋墶䅭㨥塔㝛漙濣
1.㗇⋆潈ṛ㎘⊁䀥濕⡀䭼䩕滍㎘濕⊈
2.ᶣ夰䨇滍㎘濕㗇撚⹃弅⬪㑺⋆潈
7.3.1 悛⫋㨥塔䕂㮓ṉ
ⴱ㤝㗁孞孪⚵潬⃄⃣䃰㱆攢ᶣ᳉ⴼ䣬㨥塔今士䕂▙㝛㝛漙濣 (a) ᵸ➻ẛ敨濣
(i) ⏸⥚『⾜㔝㮻⏳ᷧ⹛潈˚⁌⺞䊧㲨䬰䙫䔞『廪ἵ䙫ạ
(a) 1995ƺ⻥⃣㨥塔㝛ṉƻ 濣⻥⃣Ʊ⤘⢹䅾㭿ピサ⨓ ⣤ῄ暑ῄ岢䍮
(b) 1995ƺ㩖䑼㨥塔㝛ṉƻ 濣㩖䑼 (ii) ⏸䔞『㮻⏳⹛潈䙫⥚『ế⇡廪⤁䙫⹛憸㬥柬
(c) 1997ƺ⩴⵫⯕ḋ㨥塔㝛ṉƻ ḋ
濣⩴⵫⯕ḋ
(d) 2008ƺ䣬㒍㨥塔㝛漙ƻ 濣䣬㒍 (b) ᵸ嵩⿍⟔ẛ敨濣
㊹䵝䂡庒檻㭿䖥ạ⣒㉦ῄ/⊇娔ᷴ㉦ῄ㎑㖤 (廪檿ῄ岢˚
ῄ▕昷∝䬰)

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INTERNAL INTERNAL

熊熆熆ẛ敨ᳫ䕂᳋‪ⴱ㨥塔 熊熇擰㨠㯕懠⊈⼎⻔⃄⨎䬊宅㯹↓
7.4.3 ẛ敨㠫ヾ映⫋䕂杦敨
(a) 㬻嶈ẛ敨濣 ⩷潄坩潁䏦Ḛ䃰廰潬㯕懠ピ⼎⻔⃄⨎䬊宅㯹↓ⲣ‵䕂搵
⊨㓭㗇Ἅ塉⠱⻥梓梙ㄾ圑巁䏵⻥Ⲭ濕今㏴⊔巁榖ẛ 㗝ẛ敨⋆䯂⇃ㆪ濣
孹⊈⅞士写⃹㝛㧼 (a) ⑬ḋ䖶滾ピ⊭⃄䯃䕂㐲ᶖẛ孹⋆䯂
(b) ⊭῰⨖䊼湮ᾷỺ䕂㐲ᶖẛ孹➻敨ẛ敨⑬
(c) ▸⩘⊈婈朋滲湮
(d) (ᵊㄉ)῰厂➻敨ẛ敨⑬
(b) 㼩敨濣
㆐䰴㽸斠⤘⤤⠱ピ⑬塨⠱⻥㊎ṙ⩴⬃ẛ敨

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INTERNAL INTERNAL
熊熇擰㨠㯕懠⊈⼎⻔⃄⨎䬊宅㯹↓ 熊熇擰㨠㯕懠⊈⼎⻔⃄⨎䬊宅㯹↓
熊熇熇㯕懠䕂敌㩳 7.4.5 㗇撚ㄑ㎈㯕懠⊈⼎⻔⃄⨎宅湮䬊斄㯹↓䕂㮓漙
⊭⃄㽸熆ỉ敌㩳濕䐴ᳫ䱑⳶㱇⊈⟘⩕ᵢ潄 • ˣ㈺㒱㳾按⎱〷⿽⇭⬷岮濜䰳暭(濜坴㩆㦲)㢄炇ˤ
• ˣ岐㮹(忤姵⽾䚱)㢄炇ˤ
• ˣ㛰䴫主⎱⚛憴佑烚㢄炇ˤ
熄 ⨖㏼ᶣ⪤䄧㑷ⷍ唓丬溑储昜㮓㯹↓䕂䊼湮㏴䖈
• ƺ滻⋆◉(⊋⼎⻔᳹乧㉨㑻)㝛漙ƻ
熅 ⃄⬢ᵢ潄廍弌埅斚⟘⬢䕂湮噋ᵢ潄濕⫅昜㮓⹕䖈⊈
‴溑㵎⃄摉濕⹜今敯咍㧼曃䕂溑㵎Ʊ㉧枼⪧壆䲘滎⍊ 7.4.6ẛ敨㠫䖡䩟⫾䔺₸ƺㄑ㎈㯕懠⊈⼎⻔⃄⨎宅湮䬊斄
敯咍㍿㗇ᵸ䕂嵩ᶻ ㇅ⷓƻ濑㇅ⷓ3濒㑺2019ⴲ9㗆23㒣䏝㐆, 䖬䕂◦㑺濣
(a) ㊎ṙ㗇撚㯕懠⊈⼎⻔⃄⨎宅悏䬊斄䕂Ჾ僪侊㔭宅㑗濤⊈
熆 㐲⋆㽸䅭丨⹕溑䕂孟⪊垻廞圦映䕂⋆㮓⻥濕ㅈ㳃㯕 (b) ㊎ṙ⪤教⫌ⷓ濕ᶣⅧ㗇撚悏噋㤝㢉⊈榖䯘䩟䋄⬢≹⃴壀⊈
䕂⹕䖈▜漮⃮Ჾ僪湮噋榒䮹濕漌ᵸᶣ㽸㗇撚㏴䖈溑储 ⚵圊䖶撚㏽䨔Ʊ䣉ⵍ⊈䩟㉥㉨㑻
ピ㱇⊈⋆㮓䕂␄㠫㯹↓

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INTERNAL INTERNAL

熊熇擰㨠㯕懠⊈⼎⻔⃄⨎䬊宅㯹↓ 熊熈擰㨠孨㬟
䖶撚㏽䨔Ʊ䣉ⵍ⊈䩟㉥㉨㑻
• 㐶㎘⵩ὗ⨖⊈䪧㚣濑⩠ヴ⊈ᶖ㧼濒
孨㬟濖⊕壕ᵸ㺩䏦伵㧈今妾⊔䡿⃧
• ὗ⨖壖懂⼎⻔⃄⨎⦊䑏ᵸ䄧⊈㇅⩘ᵸ➩宅㑗
䕂㐶㎘⵩ 漆㏽‪丰⚵潬ƺ擰㨠宂溬㝛漙ƻ
• ⫋㐲ỉ⩠ヴ乢ㆿ䵊廰圊…映䪧㚣 • −Ⅷ␄䐊䱫ㆿ㗇潁㑺㐆滅⍊‪ⴱ䦴䃫䕂䂝␄
• 士㗇䪧㚣ᶖ㧼㇅䟸䕂㉨㑻濕⫅䪧㚣⊈ᶹḓ䰎 䍮❁
㙚壖懂◦㜆 • ẛ敚᳋⋊ㆿᶻ仃䕂⃧䖈
• ⊭䑏ᵢ㓑⛯⌈ • ẛ娵᳹ᵉᵸ​⊕ᶡ䋄ᵸᶣ㧈妾䡿ヾ㋋⩱
• ὗ⨖䮾懂 ⩠ヴ嵩ᶻ⊈ᵢ㓑䕂䮾懂濕㇇㗇撚䐴
⫾堿㬀敦㔀㊎ᵢ
• 伵⎟⚷壑
• 方ά帇宪
⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 321 Manulife Business Academy ⏑ᾂⅎ惏⟠姺ὦ䔏Ə 䈯㫱㈧㛰Əᷴ⽾俢⍗ 322 Manulife Business Academy
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INTERNAL INTERNAL

熊熈熄ƺ擰㨠宂宀㝛ṉƻ‥⩷悋涜 熊熈熄ƺ擰㨠宂宀㝛ṉƻ‥⩷悋涜
D丨圊⊈丮℅ E㮓ṉ撟悉
L ḢṲạ⎱Ị䏭ạ旃ᾩƝ
L Ị䏭ạ✏嘼䏭⅝ḢṲạ䙫㥔⋀ㇽṲ⋀㘩Ə⥩㜑 • ˥Ị䏭ạ˦⋬㋓⎾⃘㖣ㇽỊ塏⅝ḢṲạ堳Ṳ䙫ạƝῄ暑ḔẲạㇽ⅓
⏟⃘Ⓢ
䵺ḢṲạ䙫ℨ娘Əᷴ⽾䴉⎽ㇽ㎌⎾ỢἼ∐䚱 • 㬙㔝⎽ỢἼ凮ḢṲạ㥔⋀㛰旃䙫∐䚱Ə⾬柯Ṳℯ䍙⽾⅝䛟ㆰḢṲạ
䙫娘⏖
LL ㎌⎾⎱㎷ᾂỢἼ∐䚱䙫曀㖠✮ⱓ怼㲼 LL∐䚱Ɲ
• 憸按˚椲峯˚岟㬥˚⠘慓˚Ὂ憸˚偞ἴ˚ỢἼ偞ἴ˚⎾⃘ⷌὃㇽ⏯
LLL ỢἼỊ䏭ạ咫ヶὦ䔏噂‫˚‮‬挖媋䙫㔝㓁˚⸚䛕 䳫˚㛴⋀˚ℑ⽬⎱ỢἼ㛰⃠嬰∟ㇽỢἼ䨕桅䙫⅝ẽ岈䔉ㇽ岈䔉㫱䚱
• 峅按˚˥∐㘖˦ㇽ˥匝按˦Əᷴ媽憸栴Əẍⱓ∐䚱
ㇽ⅝ẽ㕮ờὭ㬡樀⅝ḢṲạƏ⍚ⱓ怼㲼 • 㬥⽬Ƌ⍚䕝⠛Ẓ䔏Ḳ棙棆ƌ∮ᷴ⋬㋓✏ⅎ
LY 㛧檿⇸佗䂡䛊䥨犍⹛⎱佗㬥犋犆吓㸖K LLL岑㱈ḍ䄈徖孞喰⏊
• ỢἼ⯯㥔˚堳㥔˚偞㥔ㇽṲ㥔䙫侹ㅊ䙭ᷴ⏖ὃ䂡岫岩䙫徖孞䏭䔘
• ⎾岫俬ẍᷴ僤Ọ˥ḍ䄈徍䏭墒奨㰩䙫Ṳ˦ὃ䂡徖孞喰⏊
• 堳岫俬凮⎾岫俬⍚ὦ䛕䙫㜑总Ẵⱓ㛰佑

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熊熈熄ƺ擰㨠宂宀㝛ṉƻ‥⩷悋涜 熊熈熅僇⛯孨㬟
E㮓ṉ撟悉
熊熈熆ⶇ㏽‪丰䕂㗋↗
LY 忶怵䬓ᷰ俬怙堳岑㱈ẋ㗺Ɲ
• 忶怵䬓ᷰ俬敺㎌㎷ᾂㇽ㎌⎾岫岩ẍⱓ怼㲼 ẛ敨ᳫᶉᵸ濣
• ⏑奨㎷ᾂ∐䚱䙫䛕䙫㘖䂡婿ὦㇽ慓嬄Ị䏭ạ✏⅓Ṳᷱ㿒䔏偞㫱Ə∮ • ⺃曆ẛㆿ榖ⵤ奞ẟ
㍯⎾曀㖠✮㛪姟䊖ˣ㢄ὲˤ˛
• ㆐䰓孨㬟奖⾏
Y 凮⅓偞ạⓈ⽧ὭƝ
• ㊎榖娤塸ᶣ弽​墶䅭ƺ㝛
• ⍚ὦ⇡㖣剖⾪䙫⥤ヶƋㇽ㱹㛰堳岫ヶ⛽ƌƏῄ暑ḔẲạẍ⇮⋦✏⅓
Ṳ⽧Ὥ㜆敺⏸⅓偞ạⓈ㎷ᾂỢἼ∐䚱 ṉƻピ‴ᶔ丨圊 ⶇ㏽‪丰濣
• ㎷ᾂ∐䚱ṯ⅓偞ạⓈỌ婿ὦ⯴㖠㿒䔏偞㫱Ə∮㛪姟䊖ˣ㢄ὲˤ • ⡀弅孨㬟ᵉᶴ濕ᳫᶉᵸょ D 擰孨⊈奞ẟ⚷壑
• ˥⅓偞ạⓈ˦⋬㋓㔦⺃ạⓈ⎱⅓⅘㩆㦲䙫⃘Ⓢ 䦉⃹⋏ⶇ丰僇⛯濕ᶣẛ敚 E⫆㽸ẛ敨㠫今士䕂
L 巏⡪岑㱈 ‪⊶⊈ỉᵸ䕂⃧䖈 宅㵎
• ✏岫岩怵䧲ḔƏ⏑奨ỢἼᷧ惏Ụ✏榀㸖⡪ⅎ䙣䔆Ə∮堳岫俬⑳⎾岫
俬惤⏳⎾ˣ㢄ὲˤ㈧䛊䮈

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熊熉擰㨠ẛ敨夎棗 熊熉熅ẛ敨ᳫᶉᵸ僅ẛ⑬夎棗䕂ṉ⨎
夎棗㇅Ƽ᳋奞⪤ƽピƼḚⷈƽ (a) ⩇㉐ẛ敨濣
• ᷴ媇⯍䙫䴉℆Ɲ丘䁒Ə⁤怇㭢Ẉ嬰㗵Ə嫧㮡樀⎽ῄ暑憸䬰
• 䴉℆Ọ⣽ⱋ杉Ɲ∢ヶ㭑㛙㔬ヶ暘䞅憴奨岮㖀Ὥ⎽⽾ῄ暑
• ḔẲạᷴㆰ瀠⠘ㇽ⤘⯍✗晚志⯴㉼
ῄ䔉䔆ᷴ∐䙫岮㖀Ə凛㛰ヶ媋⯵ῄ
熊熉熄䐴⺁ノ䃰䅭丨⋊ᷗ 暑ạƏ␍∮⍚ⱓ娷樀

‡ ⊭㱇⊈ ⃏ᵉ㥠㉥ ⊈ 㫏ᵉ尵売 (b) 夎棗⻥䯠῝濣

• ḔẲạ䙫岓ỢⰘ㘖ᷴ⌻⊐娷樀Əḍ
‡Ƽ⹜䅭ƽ⍊Ƽ᳹䅭ƽ⊭侻⫯⋊Ჾ⃏ᵉ丨孞᳈⋊㣡孪ᶹ 凰⠘⏖䕸Ṳờㇽ㎷ᾂ嬰㓁
•  䐴Ƽἳ㉠ƽピƼ⚵㮓ᵸƽ徻滋㓭
‡Ƽ滋Ḛ䃰䕂滏僅ƽ⋊ƼḚ䃰䕂滏僅ƽ⋊㣡㗇丨
ẛ敨ᳫᶉᵸ䕂伵孪

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熊熉熆擰㨠夎棗䕂⪤教㨣椝 䧪᳁䦞 奰朊䲲亐 D

(a) ẛㆿ娤塸濣 犇 ᷲ⇾ⓑ柬㛰旃ῄ暑ḔẲạ⯴ῄ▕㋨㛰ạ䙫
㱹㛰ℬ嶚姊憲ᷲ䩨䄝⊇⤎ῄ栴Ə 岓Ợ㘖㭊䢡䙫ů
⎱㗵桖怵檿䙫ῄ栴䬰 i.婴嬿∗怼⎴ᷧ柬㢄ὲ奨㰩⏖僤䉤㵰⇸Ṳ䧲⹶
(b) ↢ↇ濣 ii.⯱憴㲼⽲䙫䲥䥅⎱剖⥤䙫ῄ暑ㅊὲ
徬怆✗烚⊼⎱濓㖗䳧瀑 iii.ᷴ⽾⾅庒檻ᷱ˚䲥䥅ᷱㇽ㕀備ᷱ㛰伡ㆥ䙫ạ䍙⎽⥤嘼
(c) 㵛廘濣 iv.⏑㒻Ợ嫕婉ạ
ḔẲạㆰ㘩∢凮ῄ暑ạῄ㋨䶱⮭偖䵈Ə
A. i, ii⎱iii B. i, ii⎱iv
Ⰻ⅝⇡䏥⏖䕸ガ㲨㘩
C. i, iii⎱iv D. Ọᷱ⏫柬惤㘖
(d) 奞ẟ濣
ḔẲạ柯ῄ㋨㛧檿怺⾞㨀㹽
⊁仁䦞䩾濣 7.1
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䧪᳁䦞 奰朊䲲亐 C 䧪᳁䦞 奰朊䲲亐 D

犈㠠㓁úῲạ岮㖀䦨暘㢄ὲûƏῲạ岮㖀䙫ὦ䔏Ɲ 犉✏ῲạ岮㖀䦨暘㢄ὲḔƏ䦨暘㫱ḍ杅㘖䴼

⯴䙫Ə✏ᷲ⇾ⓑẂガ㲨㘖⏖尨ℴ⑉"
A.ᷴ⎾ỢἼ昷∝ A.✏ᷧẂ⏯䏭䙫㲼∮ᷱ
B.⏑⏖Ọ㲼⺔㱡⮁ B.✏⮝Ⱜㇽ⨂㧩䙫ῲạ岮㖀ᷱ
C.ㆰ㋰䅎婙岮㖀㔝暭䙫䛕䙫 C.✏⃘ₔ㢄ὲᷱ䙫ῲạ岮㖀
D.⏑恐䔏㖣⅓䇆㩆㦲 D.Ọᷱ⏫柬惤㘖

⊁仁䦞䩾濣7.2.1(c)(iii) ⊁仁䦞䩾濣7.2.1(d)

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INTERNAL INTERNAL

䧪᳁䦞 奰朊䲲亐 A 䧪᳁䦞 奰朊䲲亐 D

犊⹚䬰㩆㛪⦻Ⓢ㛪娔䪲䙫㢄ὲ䂡ṭ㵯晋Ọᷲⓑ柬
犋ᷲ⇾ⓑ柬㘖㳾溸按䙫ᷴ⏳晵㮜ů
㭎好ů
i.『∌ A.⬿㔥
ii.⩁⧢䊧㲨 B.㕛⏯
iii.㭿䖥 C.⇭ⱋẋ㗺
iv.ⷌὃ⳾ἴ D.Ọᷱ⏫柬惤㘖
A. i, ii⎱iii B. i, ii⎱iv
C. ii, iii⎱iv D. Ọᷱ⏫柬惤㘖

⊁仁䦞䩾濣 7.3.1 ⊁仁䦞䩾濣7.4.2(b)

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䨄壖⃮㨢⩊䰎
Thank You ŘëĿŰòǾŰûïŲĀŒûąŲ
Terima kasih

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尉尉
嬄嬄

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ɚ‚
Ƀ„
ə„
Salamat

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