CU HI N TP MN QTKDBH - PHN I ------------------1. C s ca qun tr kinh doanh BH? V sao qui lut s ln l c s ca qun tr kinh doanh BH? 2.

Nhng c trng c bn ca th trng BH? Hy phn bit th trng BH vi th trng hng ho thng thng? 3. S cn thit v ni dung qun l nh nc v hot ng kinh doanh BH? 4. c im hot ng kinh doanh ca doanh nghip BH? 5. Cc b phn chc nng ch yu trong doanh nghip BH? 6. iu kin DNBH c cp giy php thnh lp v hot ng? Trong trng hp no giy php thnh lp v hot ng c th b thu hi? 7. Cc loi hnh DNBH trong iu kin kinh t th trng Vit nam hin nay? 8. Hy nu nhim v, trch nhim v quyn li ca i l BH? V sao i l l knh phn phi sn phm ch yu ca cc DNBH? 9. Nhim v, quyn hn, quyn li ca mi gii BH? S khc nhau gia mi gii v i l BH? 10. So snh i l v mi gii BH? 11. Cc loi h thng phn phi sn phm BH v nhng nhn t cn xem xt khi la chn h thng phn phi sn phm BH? 12. c im ca sn phm BH? Nhng c im tc ng nh th no n marketing BH? 13. Quy trnh pht trin sn phm BH mi? Cc yu cu i vi tn gi ca sn phm BH? 14. Yu cu ca cng tc nh gi sn phm BH v cc nhn t nh hng n gi c sn phm BH? 15. Vai tr v ni dung ca cng tc dch v khch hng trong hot ng kinh doanh ca DNBH? 16. Quy trnh thit lp v thc hin hp ng BH? Hp ng BH b hu b trong cc trng hp no? 17. Tnh cht ca hp ng BH? S khc nhau gia hp ng BH v hp ng kinh t thng thng? 18. Hnh thc, nguyn nhn, hu qu ca trc li BH? Cc bin php u tranh chng trc li BH? Cu hi lin h: 19. Phn tch slogan ca cng ty Prudential: Prudential lun lun lng nghe, lun lun thu hiu. 20. Cho s liu v doanh thu ph ca cc DNBH trn th trng. Yu cu: Xc nh th phn ca cc DN, biu din th phn trn biu trn, tng th phn cc DNBH phi lm g? 21. Cho s liu v chi ph tuyn truyn qung co (CPTTQC) v doanh thu ph BH khai thc. Yu cu: Cho nhn xt v mi quan h gia CPTTQC v doanh thu ph BH khai thc? Nhn xt v hot ng qung co ca cc DN trn th trng BH Vit Nam hin nay? 22. Cho s liu v chi ph phng hn ch tn tht (CPPHCTT) v doanh thu ph BH khai thc. Yu cu: Cho nhn xt v mi quan h gia CPPHCTT v doanh thu ph BH khai thc? Nhn xt v hot ng PHCTT ca cc DN trn th trng BH Vit Nam hin nay? 23. Cho tn gi ca cc sn phm BHnhn th ca mt s cng ty trn th trng. Yu cu: Cho nhn xt v cch t tn sn phm BH. 24. Ti sao trn th trng BH, DNBH c phn chim ch yu? 25. Cho s liu v doanh thu ph BH khai thc, s lng hp ng BH khai thc, s lng i ly BH s dng. Yu cu: Xc nh nng sut khai thc ca cc i ly? nng cao nng sut khai thc ca i ly cc DNBH phi lm g. gi chn cc i ly DNBH phi lm g? 26. Cho nhn xt v tnh hnh trc li trn th trng BH Vit nam? hn ch v trnh trc li BH, cc DNBH phi lm g? The end.... Goodluck!

Cu 1: C s ca qun tr kinh doanh BH? V sao qui lut s ln l c s ca qun tr kinh doanh BH? C s ca qun tr KDBH: L thuyt qun tr kinh doanh: l thuyt qun tr kinh doanh l c s ch yu cho QTKDBH, n vch ra nhng nguyn l c bn, c h thng cc vn v QTKD. Cc khi nim c bn ca l thuyt qun tr kinh doanh l nn tng nghin cu cc mn QTKD c th the tng lnh vc, tng ngnh. c bit , l thuyt QTKD vch ra nhng phng php qun tr c bn cc nh qun tr vn dng trong thc t cho ph hp vi c im ca tng loi doanh nghip trong tng ngnh. C s php l: Hot ng KDBH c iu chnh bng mt h thng php lut ring do tnh c th ca n. Trc ht v quyn li ca ngi tiu dng SPBH i hi phi c s bo tr cht ch bi lut php ca nh nc. Trong s rt nhiu nghip v bo him m DNBH c th trin khai, c mt s nghip v c php lut quy nh bt buc, do khch hng v doanh nghip bo him u phi thc hin 1 cch nghim tc. Nu h thng php lut ng b v ph hp th kh nng iu chnh s ng hng v c hiu qu, t s thc y hot ng KDBH pht trin. Lut s ln: Mt ri ro mun c bo him th ri ro phi mang tnh bp bnh v vic xy ra ri ro phi c yu t ngu nhin, bt ng. Nhng ton hc ch ra rng, s ngu nhin cng tun theo cc quy lut. Thng k: Trong hot ng KDBH, cc DNBH phi tp hp c cc d liu thng k da trn s lng khch hng nhiu nht c th. Cc d liu ny phi c tin hnh phn loi theo cc tiu thc khc nhau nh: loi hnh bo him, nghip v bo him, vng a l, nhm khch hng, tui, gii tnh, ngh nghip, Da vo cc d liu thng k c phn loi nh ph bo him hoc kim tra li biu ph ang s dng. Cng t c s thng k c th nghin cu thit k sn phm mi, son tho hp ng bo him, nh mc tiu chun chi ph, lp k hoch khai thc xc nh th trng mc tiu, Lut s ln l c s ca qun tr kinh doanh bo him l do: Lut s ln l c s cho hot ng kinh doanh BH. Mt mt, cc s liu thng k c s dng nh ph phi chnh xc, c tin cy cao, trn c s phi c xc nh t nhn xt qua mt s lng kim nh ln. Mt khc, s lng khch hng ang c DNBH qun l phi ln d dng thc hin vic dn tri ri ro tn tht, t lm cho kt qu ca d kin st vi kt qu thc t kinh doanh.

Cu 2: Nhng c trng c bn ca th trng BH? Hy phn bit th trng BH vi th trng hng ho thng thng? Nhng c chng c bn ca th trng BH: - Cung, cu v cc loi sn phm lun bin ng: +Cc DNBH ngy mt nhiu v lun a ra th trng nhng sn phm mi thch ng vi th trng. SPBH ngy mt nhiu v lun gn lin vi s pht trin ca KHKT ca nn KT, ca qu trnh hi nhp v ton cu ha iu cho thy SPBH khng ch dng li con s ban u m lun c ci tin, hon thin v sng ch, pht minh ra ci mi. + Cu v BH ca dn c, ca cc t chc x hi, ca DN cng khng ngng tng ln. Khi nn KT pht trin th cc t chc KT-XH cng pht trin theo; i sng vt cht v tinh thn ca dn c cng c ci thin, do nh cu a dng v dch v bo him cng tng ln. - Gi c sn phm ph thuc vo nhiu yu t: Gi c bo him thc cht l ph bo him. Ph bo him lun thay i theo thi gian. Bi v mi thi gian c xc sut ri ro khc nhau, mc thit hi khc nhau, iu kin bo him cng thay i theo nhn thc ca con ngi, Mt khc nhng chnh sch qun l ca nh nc nh chnh sch thu, li sut, hp tc v lin kt,.. cng nh hng n chi ph qun

l, n chnh sch u t ca DNBH, Nh vy ph bo him ph thuc vo nhiu yu t. Ngoi nhng yu t trn, ph bo him cn ph thuc vo quy lut cung cu ca th trng, quy lut cnh tranh. - Cnh tranh v lin kt din ra lin tc: TTBH cng nh cc th trng khc, s cnh tranh gia cc DN tranh dnh khch hng, thu nhiu li nhun din ra lin tc, gay go, quyt lit. Cnh tranh din ra trn nhiu kha cnh, th thut. Cng vi cnh tranh l lin kt. Cnh tranh cng mnh th lin kt cng pht trin. Lin kt thng din ra gia cc doanh nghip mi, cn yu v tim lc to ra sc mnh cnh tranh. Lin kt cn din ra gia cc doanh nghip nh v doanh nghip ln tng sc mnh cho doanh nghip nh, m bo an ton trong cnh tranh v thm ng minh cho doanh nghip ln. Lin kt l xu hng ca hi nhp v ton cu ha. - Th phn cc doanh nghip lun thay i: Th phn bo him l t l phn trm (%) ca mi DNBH chim trong th trng bo him. Th phn ca cc DNBH thng c tnh theo doanh thu ph bo him ca DN so vi tng ph thu ca ton th trng. Cc DNBH c c hi nh nhau, song, DN no dnh c th phn nhiu hn l do DN lm tt cng tc qung co, tip th; do cht lng dch v tt hn, ph bo him c th khng thp hn Nh vy th phn ca DNBH lun thay i do s lng DN tham gia vo th trng thay i; do chin lc marketing, chin lc sn phm, chin lc gi c ca DN thay i khng nhng gi vng c th phn ca mnh m cn ginh git c th phn ca cc DN khc. Hy phn bit th trng bo him vi th trng hng ha thng thng. - TTBH c i tng khch hng rt rng v i tng bo him a dng, bao gm ti sanrm trch nhim dn s v con ngi. - TTBH l th trng dich v ti chnh, do cng nh TT chng khon, TT tin t, chu s kim tra, kim sot cht ch ca NN. - TTBH ra i ph thuc vo nhiu iu kin nh: thu nhp ca ngi dn, trnh hc vn, mi trng php l, - TTBH l th trng cung cp cc sn phm lin quan n ri ro, n s bp bnh. - Th trng bo him vn ng theo quy lut s ng b s t, y l quy lut c th ca th trng bo him. Cu 3: S cn thit v ni dung qun l nh nc v hot ng kinh doanh BH? S cn thit ca qun l nh nc v hot ng kinh doanh BH: Nh nc l mt b phn ca kin trc thng tng x hi, l sn phm ca 1 ch kinh t nht nh. Nh nc l t chc c bit ca quyn lc chnh tr; l mt b my chuyn chnh thc hin cc chc nng qun l nhm duy tr v pht trin x hi, thc hin cc mc ch ca ch chnh tr ra Nh nc Cng ha x hi ch ngha Vit Nam l Nh nc ca nhn dn, v dn (iu 2 HIn php 1992) Nh nc Cng ha x hi ch ngha Vit Nam cng nh mi nh nc khc, c hai chc nng ch yu l i ni v i ngoi. Chc nng i ni c th hin nhng ni dung chnh nh sau: - Chc nng t chc v qun l kinh t - Chc nng gi vng an ninh chnh tr, trt t an ton x hi, trn p s chng i ca cc giai cp th ch b lt v cc m mu phn cch mng khc. - Chc nng t chc v qun l vn ha, gio dc, khoa hc v cng ngh. Chc nng i ngoi ca nh nc bao gm 2 nhim v trng tm l bo v t quc, m rng quan h hu ngh v hp tc vi cc nc. Bo him l mt hot ng dch v ti chnh; l bin php huy ng vn pht trin kinh t - x hi. Hot ng KDBH khng ch quan tm n th trng trong nc m cn m rng ra th trng quc t. Nh vy hot ng KDBH l mt b phn cu thnh ca nn kinh t, phi chu s qun l, ch o thng nht ca Nh nc, phi thc hin mc tiu, cc quy nh ca Nh nc; phi m bo lut php nh nc ban hnh

Nh nc vi chc nng ca mnh tin hnh hng dn, iu tit, kim tra thng qua cc chnh sch, lut php, vn bn hng dn, cc quy phm, lnh o cc hot ng kinh t - x hi ni chung, hoat ng KDBH ni ring ng vi nh hng ca t nc; ng vi ng li chnh sch, ng vi php lut Trong mi quc gia, khng c bt k hot ng kinh t - x hi no thot ly khi s lnh o ca nh nc . Hot ng KDBH no cng vy Ni dung qu l nh nc v hot ng kinh doanh bo him Ni dung ca qun l nh nc v hot ng kinh doanh bo him bao gm cc vn sau: - Ban hnh v hng dn thc hin cc vn bn quuy phm php lut v kinh doanh bo him, xy dng chin lc, quy hoch, k hoch v chnh sch pht trin th trng bo him - Ban hnh, ph chun, hng dn thc hin quy tc, iu khon, biu ph, hoa hng bo him. - Cp v thu hi giy php thnh lp v hot ng ca doanh nghip bo him, doanh nghip mi gii bo him; giy php t vn phng a doanh nghip bo him, DNBH MGBH nc ngoi ti Vit Nam; qun l hot ng ca vn phng i din ca doanh nghip bo him, doanh nghip MGBH nc ngoi ti Vit Nam. Chp thun vic DNBH, doanh nghip MGBH ca Vit Nam hot ng nc ngoi. - Thanh tra, kim tra hot ng kinh doanh bo him; gii quyt khiu ni, t co v x l vi phm php lut v kinh doanh bo him. Cu 4:c im hot ng kinh doanh ca doanh nghip bo him. KDBH l hot ng ca doanh nghip bo him v mc tiu li nhun.V vy mc tiu li nhun lun t nn hng u v t c muc tiu KDBH phi tnh ti nhng c im sau: a.i tng kinh doanh a dng. -Bo him thng mi c i tng l ti sn,trch nhim dn s v con ngi. -Bo him ti sn l bo him gi tr tn sn c thc -Bo him trch nhim dn s l bo him trch nhim bi thng ca 1 ch th khi a ti sn,doanh nghip hay ngh nghip vo hot ng gy thit hi cho ngi th 3(v d:bhTNDS ch xe c gii,ch s dng lao ng) -Bo him con ngi c i tng bo him l tnh mng,tnh trng sc khe ca con ngi, gm cc nghip v:;bo him nhn th,tai nn hnh khch,bo him tr cp nm vin ph thut -Mi i tng bo him c rt nhiu nghip v c th.Mi nghip v l 1 hot ng kinh doanh di hnh thc doanh nghip bn sn phm ra ngoi th trng v thu v ph.Ph da trn c s m bo thu b chi v lm ngha v ca doanh nghip vi nh nc cng nh mang li nhun cho cng ty. -vi i tng a dng nh vy quy lut s ln trong kinh doanh bo him ngy cng pht huy tc dng;do muc ch li nhun s thc hin c. b.Hot ng kinh doanh bo him c vn php nh ln. -Ngun vn ca doanh nghip bo him bao gm:vn iu l,,ph bo him thu cli u ttrong vn ii l phi m bo mc vn php inh do nh nc quy nh(doanh nghip bhnt:600 t,dn phi nt:300 t). c.Hot ng kinh doanh bo him lun phi c d phng nghip v bo him. -doanh nghip bo him phi trch lp DPNV t ph bo him ca tng nghip v i vi phn d li ca doanh nghip.bi l kinh doanh bo him c s tch ly ri ro,ph bo him thu c s phi trch bi thng,d phng dao ng ln v d phng ton hc.

-i vi doanh nghip bo him nhn tho: +D phng ton hc y l d phng ln nht v quan trng nht bi v HBH nhn tho di hn sau khi thu ph doanh nghip khng c s dng ht m phi trch lp d phng tr cho khch hng khi o hn hoc khi ngi c bo him t vong. +D phng ph cha c hng(hp ng ngn hn) tr tin bo him pht sinh trong thi gian cn hiu lc ca hp ng. +D phn bi thng:tr tin bo him khi xy ra s kin bo him nhng cha c gii quyt cho n cui nm ti cchnh. +D phng chia li:c s dng chia li theo tha thun vi bn mua bo him trong hp ng bo him. +D phng bo m cn i:khi c bin ng ln v t l t vong v li sut k thut. -i vi doanh nghip bo him phi nhn th. +D phng ph cha c hng dng bi thng cho trch nhim s pht sinh trong thi gian cn hiu lc hp ng bo him trong nm tip theo. +D phng bi thng cho khiu li cha c gii quyt. +D phng b thng khi c giao ng ln. d.Hot ng kinh doanh bo him lun gn kt vi hot ng u t. -Hot ng u t l 1 b phn ca kinh doanh bo him.Hot ng u t gp phn pht trin qu tti chnh,to iu kin m rng quy m ca doanh nghip;tng qu phc li,tng thu nhp cho ngi lao ng va gp phn pht trin kinh t x hi. -Ngun vn u t pht trin gm c vn ddieeuf l,qu d phng bt buc v t nguyn,qu DPNV nhn ri,cc khon li t nm trc cha dng. e.Cc doanh nghip bo him hot ng kinh doanh bo him phi chp hnh lut kinh doanh bo him,cc quy nh khc ca php lut c lin quan v cc iu c quc t Vit Nam k. Cu 5:Cc b phn chc nng ch yu trong doanh nghip bo him. a.Phng tng hp -L c quan tham mu ca lnh o trong doanh nghip c nhim v tng hp tnh hnh hot ng kinh doanh ca doanh nghip v bo co ban gim c,qun l v gii quyt cc cng vic hang ngy,phc v cc hi ngh c quan,tng kt b.Phng t chc nhn s. -Chu trch nhim v vn i ng nhn vin ca doanh nghip nh:cn i lc lng vi nhu cu kinh doanh;xy dng quy trnh tuyn dng, o to,b tr nhn lc v nh gi hiu qu. - Xy dng chnh sch khn thng,k lut knh thch ngi lao ng. -Thc hin cc ch theo b lao ng v quy nh ca lnh o cng ty.

c.Phng ti chnh-k ton. -C nhim v thanh quyt ton cc hp ng,qun l thu ph bo him,tri tr tin bi thng,tng hp s liu bo co ti chnh quyt ton kinh doanh li hay l;ngha v np thu. d.Phng marketing -C v tr quan trng trong doanh nghip bo him.Phng marketing c chin lc di hn,trung han hay trc mt..xy dng chin lc: +Tuyn truyn qung b cho sn phm. +Phi nghin cu nm bt th trng,khai thc th trng chim lnh th trng,nng cao th trng. +Nghin cu,tao ra sn phm mi ph hp nhu cu th trng,ng thi b sung hon thin sn phm c thch hp vi khch hng. +t chc phn phi sn phm ti ty khch hng hp l thun tin. e.Phng nh ph bo him. -Thc cht l tnh ph bo him cho cc sn phm bo him.Vic tnh ph bo him phi da trn cn c xc sut ri ro,cc iu kin ,iu khon bo him c lin quan ti sn phmv cui cng phi c b ti chnh xt duyt. -nh ph bo him cng vic kh khn;khng ch lin quan ti cc yu t hnh thnh ph m cn lin quan ti th trng trong nc v quc t;lin quan ti chin lc hot ng ca doanh nghip bo him.V vy ph bo him do tng doanh nghip xy dng nhng phi c nh nc ph duyt v iu chnh cho ph hp vi th trng. f.Phng thanh tra php ch. -C nhim v nghin cu cc vn bn quy phm php lut ca nh nc c lin quan ti hot ng kinh doanh bo him;kim tra tnh php l ca cc hp ng bo him cng nh cc h s bi thng. -Ban thanh tra cn kim tra cc n v trong vic thc hin v k kt cc hp ng bo him,th tc bi thng,pht hin cc trng hp truc li. g.Phng dich v khch hng. -L b phn phc v khch hng c bo him.B phn ny c nhim v h tr cc phng,cc i ltrong vic qun l khch hng cng nh phc v khch hng -Doch v khch hng tt s h tr rt ln cho khai thc bo him;lm cho khch hng va lng vo hot ng bo him nn s tham gia tip v li ko cc khch hng khc. h.Phng khiu ni v bi thng. -Phng c trch nhim gii quyt cc tranh chps v quyn li bo him cho khch hng;lm cho khch hng hiu r quyn li ca h c hng trong tng v tn tht ca tng loi bo him. -Phng gii quyt tt c thc mc ca khch hng;t xc nh trch nhiwmj bi thng v tin hng bi thng nhanh chng v chnh xc.

i.Phng u t. -u t l hot ng quan trng ca hot ng kinh doanh bo him.Phng u t c trch nhim xc nh ngun vn u t,phng thc u t ph hp vi th trng,doanh nghip.xc nh ngun li thu c v phng php b sung ngun lc -u t vo u ngn hn hay di hn ty c im ca ngun vn v mc tiu ca doanh nghip. j.B phn thng tin-tin hc. -cung cp thng tin v kinh t-chnh tr cng nh hot ng ca bo him trong nc v nc ngoi;nhng thng tin cu doanh nghip v tng thi k,nhng thng tin phi thu thp thng xuyn,x l v lu gi.Lu gi bng vn bn v my tnh. -Xy dng mng li my tnh,tin hc ha cc khu qun l..nhm phc v tt nht ch o kinh doanh. k.Phng nghip v. -ty c im kinh doanh mi doanh nghip m s phng nghip v c th khc nhau. -v d:phng nghip v gm phng khai thc,phng pht hnh hp ng,phng hng hi,phng phi hng hi,phng qun l i lc doanh nghip li gm phng khai thc,phng hng hi,phng bo him chy v cc ri ro c bt. Cu 6:iu kin DNBH c cp giy php thnh lp v hot ng? Trong trng hp no giy php thnh lp v hot ng c th b thu hi? iu 63 Lut Kinh doanh Bo him quy nh: "1. C s vn iu l gp khng thp hn mc vn php nh theo quy nh ca Chnh ph; 2. C h s xin cp giy php thnh lp v hot ng theo quy nh ti iu 64 ca Lut ny; 3. C loi hnh doanh nghip v iu l ph hp vi quy nh ca Lut ny v cc quy nh khc ca php lut; 4. Ngi qun tr, ngi iu hnh c nng lc qun l, chuyn mn, nghip v v bo him. Nhng iu kin trn m bo cho cc doanh nghip bo him c cp php hot ng ti Vit Nam c y nng lc thc hin cc cam kt bo him cho khch hng. iu 6 Ngh nh 45 cng quy nh: 1. T chc, c nhn Vit Nam, t chc, c nhn nc ngoi gp vn thnh lp doanh nghip bo him, doanh nghip mi gii bo him phi p ng cc iu kin sau: a) Khng thuc cc i tng b cm theo quy nh ti khon 2 iu 13 ca Lut Doanh nghip; b) Cc iu kin theo quy nh ti iu 63 ca Lut Kinh doanh bo him. 2. Doanh nghip bo him nc ngoi u t thnh lp doanh nghip bo him 100% vn u t nc ngoi, doanh nghip bo him lin doanh gia doanh nghip bo him nc ngoi vi doanh nghip Vit Nam phi p ng cc iu kin sau: a) Doanh nghip bo him nc ngoi c c quan c thm quyn ca nc ngoi cho php hot ng kinh doanh bo him trong lnh vc d kin tin hnh ti Vit Nam; b) Doanh nghip bo him nc ngoi ang hot ng hp php t nht 10 nm theo quy nh ca nc ni doanh nghip ng tr s chnh tnh ti thi im np h s xin cp Giy php; c) Doanh nghip bo him nc ngoi c tng ti sn ti thiu tng ng 2 t la M vo nm trc nm np h s xin cp Giy php; d) Doanh nghip bo him nc ngoi khng vi phm nghim trng cc quy nh v hot ng kinh doanh bo him v cc quy nh php lut khc ca nc ni doanh nghip ng tr s chnh trong vng 3 nm lin k nm np h s xin cp Giy php..... Nh vy, iu kin v vn php nh, tim nng ti chnh, kinh nghim kinh doanh bo him, nng lc qun l iu hnh l nhng iu kin tin quyt nhm m bo rng nu c thnh lp doanh nghip bo him pht trin tt v lun m bo quyn v li ch khch hng.

Ti khon 2 iu 165 Lut Doanh nghip nm 2005 quy nh doanh nghip b thu hi Giy chng nhn ng k kinh doanh v b xo tn trong s ng k kinh doanh trong cc trng hp sau y: Ni dung k khai trong h s ng k kinh doanh l gi mo; Doanh nghip do nhng ngi b cm thnh lp doanh nghip l: + C quan nh nc, n v lc lng v trang nhn dn Vit Nam s dng ti sn nh nc thnh lp doanh nghip kinh doanh thu li ring cho c quan, n v mnh; + Cn b, cng chc theo quy nh ca php lut v cn b, cng chc; + S quan, h s quan, qun nhn chuyn nghip, cng nhn quc phng trong cc c quan, n v thuc Qun i nhn dn Vit Nam; s quan, h s quan chuyn nghip trong cc c quan, n v thuc Cng an nhn dn Vit Nam; + Cn b lnh o, qun l nghip v trong cc doanh nghip 100% vn s hu nh nc, tr nhng ngi c c lm i din theo u quyn qun l phn vn gp ca Nh nc ti doanh nghip khc; + Ngi cha thnh nin; ngi b hn ch nng lc hnh vi dn s hoc b mt nng lc hnh vi dn s; + Ngi ang chp hnh hnh pht t hoc ang b To n cm hnh ngh kinh doanh; + Cc trng hp khc theo quy nh ca php lut v ph sn. - Khng ng k m s thu trong thi hn mt nm k t ngy c cp Giy chng nhn ng k kinh doanh; - Khng hot ng ti tr s ng k trong thi hn su thng lin tc, k t ngy c cp Giy chng nhn ng k kinh doanh hoc chng nhn thay i tr s chnh; - Khng bo co v hot ng kinh doanh ca doanh nghip vi c quan ng k kinh doanh trong mi hai thng lin tc; - Ngng hot ng kinh doanh mt nm lin tc m khng thng bo vi c quan ng k kinh doanh; - Doanh nghip khng gi bo co v tnh hnh kinh doanh ca doanh nghip khi xt thy cn thit cho vic thc hin cc quy nh ca Lut Doanh nghip nm 2005 n c quan ng k kinh doanh trong thi hn ba thng, k t ngy c yu cu bng vn bn; - Kinh doanh ngnh, ngh b cm. Cu 10. So snh i l v mi gii BH? i l bo him: - Kn: LBH l ngi lm vic cho DNBH, thay mt DNBH bn cc SPBH cho ngi mua + H ca i l l phng thc bn BH theo i l chu trch nhim thu xp vic k kt cc HBH gia DNBH v ngi mua theo y quyn ca DNBH + LBH l t chc trung gian gia DNBH v ngi tgia BH + LBH i din cho DNBH, v quyn li ca DNBH - Nhim v: + Bn cc SPBH + K kt H + Thu ph BH, cp bin lai hoc giy t khc theo y quyn hoc hng dn ca DNBH + Chm sc khch hng + Thuyt phc khch hng ti tc HBH + Khc ... - Quyn li: + c la chn DNBH + c o to c bn v ncao + Hng th lao theo kq lm vic thng qua tin lng hoc kt hp lng v hoa hng ph + c khen thng thng tin nu c kq h tt, tt trch nhim cao + c hng quyn li nh cc nv khc trong DN Mi gii Bo him:

- Kn: l 1 t chc TGBH t vn cho khch hng ca mnh v thu xp BH cho khch hng + i din cho quyn li ca khch hng, mi gii l ngi c khch hng y quyn v lun hnh ng v li ch ca khch hng + MG nm rt vng v k thut nghip v v ttin th trng + MG lm cho cung cu SPBH chp ni nhau, lm tng uy tn ca SP v DNBH. Tuy nhin khi chn cch phn phi ny, DNBH cn u i cho MG cc khon th lao, o to, bo tr thng mi ... Hn na, v MG i din cho khch hng nn DNBH k c lin lc trc tip vi khch hng nu k c s nht tr ca MG - Nhim v: + vn ng, tuyn truyn v khai thc dch v Bh. C th l x, phn tch, thm nh cc ri ro; thu thp ttin cn thit v tha thun cc k v iu khon BH vi cc DNBH thch hp + Hng dn ngi tgia BH k kt cc HBH mi hoc thay i HBH c + m phn, thu xp HBH - Quyn li: + c DNBH tr tin H( hoa hng mi gii) v cc khon khc + c o to nghip v c bn + c DNBH bo tr v k thut v thng mi + c DNBH h tr cc phng tin hot ng, qun l Cu 11. Cc loi h thng phn phi sn phm BH v nhng nhn t cn xem xt khi la chn h thng phn phi sn phm BH? * Knh phn phi l s kt hp hu c gia nh sx v nhng trung gian t chc vn ng hng ha hp l nhm tha mn ti a nhu cu ca khch hng. Mc tiu ca knh phn phi l gii thiu v bn sp theo cch va em li hiu qu cho DNBH va thch hp vi NTD. Knh phn phi SPBH chia lm 2 loi: knh trc tip v knh gin tip + Knh trc tip l vic bn hng thng t DNBH n khch hng bng vic gp g trc tip, in thoi, th tn, mail v cc phng tin in t khc. Vic sd knh trc tip thch hp khi khch hng c s am hiu nht nh v SPBH, b l cc sp mang tnh i tr v c trin khai t trc + Knh gin tip l vic bn hng thng qua 1 hoc nhiu bn trung gian th ba nh cty mi gii, i l bn bun bn l. Nn sd knh phn phi gin tip khi DNBH cho bn nhiu loi SPBH cng lc, HBH thng c tha thun chi tit v khng c in sn. Phn phi gin tip s rt hiu qu vi nhng SPBH mi c trin khai trn th trng hoc nhng SPBH c bit, t ph thng hoc i vi nhm khch hng c nhu cu c bit Trn thc t cc DNBH thng sd kt hp c 2 loi knh phn phi ny * C nhiu nhn t nh hng ti knh phn phi SPBH nh thi quen v tp qun tiu dng, s thch mua, nhn khu hc, tm l NTD, k kinh t, mi trng php l... Cu 12. c im ca sn phm BH? Nhng c im tc ng nh th no n marketing BH? Ngnh BH l 1 ngnh dch v nn SPBH c c im chung ca cc SP dch v v cng c cc c im ring: a. chung ca spdv - Tnh v hnh: ngi mua k th cm nhn c spbh thng qua cc gic quan. Tnh v hnh lm cho vic gii thiu spbh tr nn kh khn hn v cn lm khch hng kh nhn thy s khc nhau gia cc spbh. khc phc, DN cn p dng cc bin php nhm tng tnh hu hnh cho cc spbh, nhn mnh ti yu t cht lng nh: In n hp ng trn giy cht lng cao, s dng font ch khc bit tng tnh hp dn, cung cp cc hng dn, minh ha chi tit v gi tr tin mt tch ly, xd cc chin dch truyn thng gn kt spbh vi cc hnh nh quen thuc... - Tnh k th tch ri v k th ct tr Tnh k th tch ri tc l vic to ra spbh trng vi vic tiu dng sp

Tnh k th ct tr tc l kh nng thc hin dch v Bh vo thi im no s k th ct vo kho d tr s dng vo thi im khc trong tng lai - Tnh k ng nht: d ngi thc hin c k nng n u th dv h thc hin k phi lc no cng nht qun. Cht lg phc v ph thuc vo sk v cc yu t mi trng xung quanh - Tnh c bo h bn quyn b. ring ca spbh - Spbh l sp k mong i Mi khch hng u k mun ri ro xy ra vi mnh c nhn bi thng Xut pht t ny spbh c xp vo nhm c bn ch k phi c mua. Ni cch khc, spbh l sp ca nhu cu th ng, NTD k ch ng tm mua m ch mua sau khi c cc n lc Mar ca ngi bn - l sp ca chu trnh hch ton o ngc Gi c ca spbh c tnh da trn nhng s liu c tnh v cc chi ph c th pht sinh trong tng lai nh chi bi thng, chi hoa hng, chi ti bh... trong chi bt chim t trng ln nht. Khon chi ny c x ch yu da vo s liu thng k qu kh v c tnh tng lai v tn sut v qui m tn tht - spbh c tnh hiu qu x dch Trong lnh vc kinh doanh bh, hiu qu kd kh c th x ngay t thi im spbh c bn. Nu k hoc c t rr xy ra, DN s thu li nhun ln hn d kin v ngc li. V pha khch hng, hiu qu ca vic mua bh cng c tnh x dch k xc nh Cu 13: Quy trnh pht trin sn phm BH mi? Cc yu cu i vi tn gi ca sn phm BH? Tr li: 1. Quy trnh pht trin sn phm BH mi L sn phm d bt chc v khng c bo h bn quyn nn c c sn phm mi, DNBH c th lm theo 2cch: Cch 1: Tm kim, sao chp, vn dng t cc i th cnh tranh. Cch 2: Doanh nghip t thnh lp b phn nghin cu, thit k. Thng thng, quy trnh pht trin sn phm mi doanh nghip bo him thng gm 5 bc: a) Hnh thnh v sng lc tng sn phm (l nn tng cho qu trnh pht trin sn phm) Hnh thnh tng: y l giai on tm kim tng sn phm miph hp vi mc tiu tng th ca cng ty v nhu cu ca th trng mc tiu. tng sn phm mi c th c thu thp t rt nhiu ngun bn trong v bn ngoi cng ty nh: t cc i l, m gii, nhng nh phn phi khc; cc hi ng t vn; t b phn nh ph bo him, b phn Marketing; t cc nhn vin tr s chnh cng nh cc vn phng chi nhnh ca cng ty; t hot ng phn tch mi trng marketing; t sn phm v hot ng ca i th cnh tranh; t khch hng ca bn thn cng ty v ca cng ty khc... ch ng c c cc tng sn phm mi, cc DNBH phi giao cho mt c nhn hoc mt nhm c nhn chu trch nhim hnh thnh cc tng sn phm mi da trn nhng phng php nht nh nh tin hnh iu tra, nghin cu nhu cu ca th trng, nghin cu phn ng ca khch hng v hot ng ca i th cnh tranh...

Hnh thnh tng sn phm mi thng s thnh cng khi doanh nghip c mt quy trnh chnh quy, lin tc c thit k. i km vi quy trnh l mt c ch khen thng ng vin nhm khuyn khch nhn vin, i l, khch hng... c tng hay v sn phm mi. Cn phi nm bt c cc thay i trong mi trng marketing v tm ra c cc cch thc khai thc nhng li th cu cc thay i . Sng lc tng Sau khi mt lot tng v sn phm mi c hnh thnh, tng tng s c nh gi nhanh v ni dung v tnh kh thi theo cch t tn km chi ph, t quyt nh xem tng no cn c khm ph su hn. h tr cho vic sng lc, cc doanh nghip thng xy dng Bng danh mc cc tiu ch sng lc tng sn phm mi. VD mt s tiu ch: sn phm mi c ph hp vi mc tiu chin lc ca doanh nghip hay khng? Sn phm mi ny c lm tng hnh nh ca cng ty hay khng?... Ngoi qu trnh sng lc, cc DNBH cn phi thc hin vic nh gi nhn thc. S m t 1 hoc 1 s tng sn phm mi i vi khch hng hoc i vi nh phn phi nhm xc nh cc vn nh: cc c tnh hoc li ch no ca sn phm mi lm khch hng hoc cc nh phn phi a thch? tng sn phm mi no c a vo th trng mc tiu no?... b) nh gi th trng tim nng ca sn phm (phn tch kinh doanh tng th) Ty theo cp i mi ca sn phm m s lng cc nghin cu 1 sn phm mi s l t hay nhiu. Vi 1 tng sn phm hon ton mi thng phi thc hin rt nhiu nghin cu theo 5 bc sau: Bc 1: Thc hin vic nghin cu, phn tch v th trng Nghin cu tt c cc yu t thuc v mi trng c tc ng n doanh s bn ca sn phm nh: bn cht, quy m cu th trng mc tiu; nhu cu ca khch hng c sn phm p ng... Bc 2: Xc nh cc mc tiu thit k sn phm Cc mc tiu ny nh l cc ch dn trong qu trnh thit k v mt kyc thut cu sn phm, s ch ra c im c bn ca sn phm. Bc 3: Thc hin nghin cu su v tnh kh thi cun phm Bc 4: Xy dng k hoch marketing cho sn phm mi Xc nh thc trng kinh doanh cho sn phm mi v ch ra mc tiu marketing, cc chng trnh marketing hn hp ph hp. Bc 5: D on v doanh s bn v cc kt qu ti chnh (l u vo cho giai on thit k k thut) Nu phn tch k thut ch ra rng sn phm c mt th trng tim nng rt di do th tng sn phm mi s c xem xt. c) Thit k k thut Doanh nghip s phi xy dng cc ni dung c th ca tng SPBH nh iu khon, biu ph. i hi s tham gia ca rt nhiu b phn khc nhau nh: b phn marketing, b phn u t, b phn php ch,... Trong giai on ny, cng ty cng phi xy dng k hoch v d tr kinh ph chun b cho giai on thc hin. d) Xin giy php v bn th nghim sn phm

trnh sn phm ln cc c quan qun l nhm ly giy php bn sn phm (ph chun vic trin khai sn phm) Sau khi c c quan c thm quyn ph chun, DNBH thc hin vic a sn phm ra bn trn th trng, thc hin vic qung co trn phng tin thng tin i chng, t chc cc cuc hi tho gii thiu sn phm mi vi khch hng, vi m gii v cc knh phn phi khc...

e) Theo di, nh gi v hon thin sn phm Nhm xc nh mc p ng ca sn phm trc nhu cu ca th trng, nh hng ca sn phm n cc sn phm c. Trn c s nhng thng tin thu thp c, DN tin hnh nh gi v sn phm v thc hin nhng sa i, b sung, rt bi hc nhm hon thin sn phm trc khi tung sn phm ra bn i tr. 2. Yu cu i vi tn gi ca sn phm BH Tn phi d nh, d c (c bit ch n tn a phng) Tn phi gi n sn phm v gi s tha mn nhu cu lien quan Tn phi p ng c yu cu, mc ch nh v to ra s khc bit vi tn sn phm ca doanh nghip khc Tn phi d s dng cho trao i thng tin

Cu 14: Yu cu ca cng tc nh gi sn phm BH v cc nhn t nh hng n gi c sn phm BH? Tr li: 1. Yu cu ca cng tc nh gi sn phm BH. a ra mc gi hp l (gi k thut) nhm gip doanh nghip hnh thnh c qu ti chnh chi tr (bi thng) cho cc khiu ni; trang tri c cc chi ph hot ng v mang li li nhun hp l cho doanh nghip. Mc gi ny c xc nh da trn tn sut xy ra s kin bo him, mc tn tht bnh qun, li sut u t, a ra gi bn thc t (gi thng mi gi m ngoi mua s phi tr). Gi ny tnh n cc mc tiu th phn, mi trng cnh tranh ca doanh nghipGi ny a ra trn c s thu thp kin cu nhiu b phn c lin quan trong doanh nghip.

Nh vy gi SPBH phi p ng cc yu cu trang tri chi ph, mang li li nhun hp l cho doanh nghip, p ng yu cu cnh tranh v cc yu cu v qun l nh nc. Gi c sn phm bo him khng c qu cao hoc khng c phn bit i x mt cch bt cng bng. Ngoi ra, gi c SPBH cn phi m bo tnh n nh theo thi gian v phn ng c trc nhng thay i ca mi trng cng nh bn thn doanh nghip 2. Cc nhn t nh hng n gi c sn phm BH a) Mc tiu nh gi L c s cho cc quyt nh lin quan n gi c. Mc tiu nh gi phi c xc nh trn nhng mc tiu chung ca doanh nghip v ph hp vi cc mc tiu marketing c th cu doanh nghip. Doanh nghip phi t gi sao cho t nht l t c mc li nhun nh. Nu sn phm khng t c li nhun d kin th sn phm cn phi c iu chnh thn ch l rt khi th trng Mc tiu hng theo s lng hp ng khai thc

Trong mt s trng hp, doanh nghip mun tng s lng hp ng khia thc 1s th trng nht nh ngay c khi li nhun khng tng. Vi hy vng thng qua vic tng v th ca doanh nghip trn th trng, hnh nh ca DN trong khch hng s tng ln do trc sau g cng dn n tng li nhun nh mong mun. Mc tiu hng theo cnh tranh DN thc hin nh gi sn phm da trn gi c sn phm ca i th cnh tranh thc th hoc i th cnh tranh tim nng. C 3mc tiu nh ph theo hng cnh tranh thng thy l: khng khuyn khch cnh tranh (trit tiu cnh tranh), nh bi cnh tranh, ng u vi cnh tranh (cn bng cnh tranh) b) Chi ph Chi ph ca sn phm nh ra gii hn di cho mc gi ca sn phm. Gi c ca SPBH c xc nh da trn chi ph d tnh ch khng phi da trn cc chi ph thc t pht sinh. c) Khch hng Khch hng c tc ng mnh ti lng sn phm m doanh nghip c th bn cc mc gi khc nhau Cu v sn phm ca khch hng l nhn t quyt nh gii hn trn ca gi c sn phm. co gin ca cu v SPBH theo gi thng b tc ng bi cc yu t: S lng sn phm thay th sn c: khi c nhiu sn phm thay th, cu v sn phm s co gin nhiu Nhu cu i lin vi sn phm: khi SPBH l thit yu, cu v sn phm s t co gin hn Mc chi tiu cn mua sn phm Sc mua ca khch hng: l thc o v kh nng mua sn phm ca khch hng Nhn thc ca khch hng v gi c ca sn phm: Mc gi m ngi tiu dng sn sng chp nhn s ni ln s nh gi ca h v gi tr sn phm Bn thn gi c sn phm cng tc ng mnh n gi tr m ngoi tiu dng nh ra cho sn phm

Mong mun v s linh hot gi: mt s khch hng mun gi c nh c duy tr; trong khi mt s khc mong mun gi sn phm se thay i v sn sang tr mc gi cao trong giai on u nhm hy vng sau ny do hot ng ca doanh nghip tin trin, gi sn phm s gim. d) Yu t cnh tranh DNBH cn xem xt i th cnh tranh khi nh gi sn phm. Nu sn phm ca doanh nghip c mc gi khng cnh tranh, doanh thu ph bo him s gim do khch hng, LBH, MGBH s chuyn sang mua sn phm ca cc doanh nghip khc c mc gi r hn. thc hin cnh tranh, khi nh gi sn phm, DNBH phi xem xt cc yu t: S lng i th cnh tranh v s sn phm cnh tranh Yu t chi ph gn vi sn phm ca tng i th cnh tranh Ngun lc ti chnh ca tng i th ni chung cng nh ngun lc tng i th cnh tranh dnh ring cho sn phm Vai tr ca sn phm trong danh mc sn phm ca i th cnh tranh

im mnh im yu cu tng i th cnh tranh

Gip DN a ra mc gi ph hp cho sn phm ca mnh trong mi tng quan vi gi c sn phm ca cc i th cnh tranh e) S can thip ca nh nc C th tc ng trc tip hay gin tip n gi c sn phm ca doanh nghip bo him f) Cc nhn t khc Cc yu t nh: n lc truyn thng, h thng phn phi, cc c im c th ca sn phm Cu 15: Vai tr v ni dung ca cng tc dch v khch hng trong hot ng kinh doanh ca DNBH? Tr li: 1. Vai tr Mun duy tr v pht trin hot ng kinh doanh, trc ht cc doanh nghip phi bo v c th phn hin c ca mnh, sau bng cc bin php cnh trnh pht trin dn sang th trng tim nng xc nh. Do c th ca SPBH, nn trong KDBH vn t chc dch v khch hng, gi khch hng lun c coi trng. Lm tt cng tc dch v khch hng trc ht l gi c khch hng, nht l nhng khch hng truyn thng, c STBH ln. T tit kim chi ph khai thc ban u, kinh nghim phng trnh ri ro, thm vo khch hng c c nhiu kh nng li ko khch hng mi vi cho DNBH To s khc bit so vi i th cnh tranh, t nhiu khch hng s chung thy hn vi DNBH. Gp phn ci thin mi trng lm vic, nng cao uy tn cho DNBH. Tng doanh thu v li nhun cho DNBH: gi c khch hng c v li ko thm c nhiu khch hng mi khng ch gp phn tng doanh thu ph bo him m cn tit kim c rt nhiu khon chi. 2. Ni dung a) Dch v chm sc khch hng Dch v ny c thc hin sau khi giao kt hp ng bo him. S quan tm ch v nhng mi lin h c nhn ca DNBH qua ngi i l c th qua in thoi hay gi thip chc mng nm mi; hoc cng c th rt n gin ch l s gh thm lc i qua Phc v y tn ni: s phc v trn vn v y ca i l khi h cn n chc chn s lm cho h hi lng Gi li ha Tip tc quan tm ch v lien h vi khch hng ngay c khi khch hng chm dt hp ng ca mnh. Bi v, rt c th h li tip tc tham gia v gii thiu them khch hng mi do s tn ty ca i l.

b) Dch v h tr khch hng H tr v chi ph khm cha bnh Tng cc sut hc bng cho nhng trng hc c t l hc sinh tham gia bo him cao v lien tc

T chc hi ngh khch hng tip thu kin phn hi v cc loi sn phm v nhu cu ca h, hng dn v gii p cc thc mc ca h Gim ph bo him i cho nhng khch hng ti tc nhiu ln v t xy ra tn tht Cho vay trn hp ng bo him (khch hng tham gia BHNT hn hp)

c) Dch v khch hng dnh cho i l o to i l mt cch k lng v SPBH; marketing BH, v cch nm bt thng tin v mi cho bn bo him, kin thc giao tip lien quan n dch v khch hng. Phn cp nhng loi dc v khch hng c lm. Tnh ton v tr hoa hng, khen thng tha ng

16.

Quy trnh thit lp v thc hin hp ng BH: 1) khai bo ri ro DNBH s cung cp giy yu cu bo him in sn cho ngi tham gia bo him. Ngi tham gia bo him s khai bo ri ro v thng tin cn thit cho DNBH theo giy ny. Vic khai bo phi trung thc, chnh xc th DNBH mi nh gi ri ro v nh ph bo him ph hp. Vic c khai bo khng chnh xc s dn n hy b hp ng hoc b pht khi xem xt bi thng. 2) chp nhn bo him Khi nhn c giy yu cu bo him, DNBH s xt duyt, nu ph hp vi iu kin BH th DNBH s chp nhn bo him v ng du vo giy yu cu bo him. Nh vy chng t DNBH chp nhn cam kt. iu kin chung ca hp ng

Gm cc quy nh p dng chung cho tt c cc loi hp ng thuc cng mt loi bo him, xc nh r cc ni dung sau: Cc ri ro c bo him. Cc ri ro loi tr. Quyn v ngha v ca cc bn c lin quan. Cc iu quy nh lin quan n tn tht. Quy tc v thm quyn v thi hn mt thm quyn trong trng hp c tranh chp.

iu kin c bit ca hp ng c in n trc v dng lm ph lc cho cc iu kin chung ca mt s HBH nhm m bo ph hp vi tnh c th ca mt s loi ri ro c th.

iu kin ring ca hp ng

iu kin ring do hai bn tha thun thng nht, gm: H v tn, a ch ca ngi c bo him, doanh nghip bo him. Thi hn hp ng S tin bo him Ph bo him Cc ngha v c bit c th c i vi ngi c bo him (phng nga ri ro, khai bo nh k,...)

3) tha thun v vic np ph bo him Hai bn s tha thun vi nhau v np ph bo him (phng thc np ph, thi hn np ph). 4) cp n bo him hoc giy chng nhn bo him Sau khi DNBH k tn, ng du chp nhn vo giy yu cu bo him, tc l HBH lp xong. Da vo hp ng, DNBH phi kp thi cp cho ngi tham gia bo him n bo him hoc giy chng nhn bo him. Hp ng BH b hy b trong trng hp: 17. +) Tnh cht ca hp ng bo him: - HBH l hp ng song v, m sn Cc bn k kt hp ng u c quyn v ngha v i vi nhau. Quyn ca bn ny l ngha v ca bn kia v ngc li Ngha v ca bn tham gia bo him l np ph bo him, phng hn ch tn tht Ngha v ca DNBH l bi thng hoc chi tr bo him khi c s kin bo him xy ra. Quyn v ngha v trong HBH u quy nh r v th hin cc iu khon bo him, nh m sn. -HBH mang tnh tng thun Ch cn hai bn chp thun l i n k kt. Vic i n k kt hp ng da trn nguyn tc t nguyn, bnh ng trong khun kh php lut DNBH iu chnh gi ph bo him, ri ro gim nhng DNBH t chi khng gim ph bo him Khch hng khng thanh ton ph bo him, khai bo ri ro khng chnh xc,... HBH b hy b do s tha thun ca hai bn trong cc trng hp: thay i ch , hon cnh gia nh, ngh nghip, v hu,... Trng hp n phng hy b hp ng, bn n phng phi thng bo cho bn kia bit. Nu khng thng bo m gy thit hi cho pha bn kia th phi bi thng.

-HBH l hp ng c bi thng (phi tr tin) Ngi tham gia bo him phi tr tin bng cch np ph bo him th mi c m bo quyn li kinh t t DNBH. V vy, d k kt hp ng m ngi tham gia bo him vn cha np ph bo him th hp ng vn khng c hiu lc -HBH l loi hp ng may ri DNBH chp nhn ri ro t pha ngi tham gia bo him chuyn giao cho h, i li DNBH nhn c ph bo him. Ri ro ny mi tn ti trng thi tng lai, c th xy ra hoc khng xy ra. V vy, khng th xc nh hiu qu ca HBH khi k kt v n c gi l H may ri +) S khc nhau gia hp ng BH v hp ng kinh th thng thng: Hp ng kinh t c th do bn mua hoc bn bn lp cn hp ng BH th do bn bn lp v bn mua ch c th chp nhn hoc t chi k kt hp ng. Hp ng kinh t th tun theo lut doanh nghip cn hp ng BH tun theo lut doanh nghip v lut kinh doanh bo him. 18. +) Hnh thc trc li bo him ph bin lin quan n khch hng - hp l ha ngy v hiu lc bo him( trong bo him xe c gii, tu thuyn...); -thay i tnh tit v tai nn(trong bo him chy, xy dng lp t, ...) -to hin trng gi(trong bo him chy, thit b in t, bo him cy trng vt nui,...) -khai tng s tin tn tht(ph bin trong BHTS v trch nhim) -lp h s khiu ni nhiu ln(bo him xe c gii, bo him hng ha vn chuyn) -khai bo ri ro khng trung thc(trong BHCN phi nhn th v BHNT) -khai gim tui so vi tui thc trong BHNT c gim ph -c gy tai nn(trong BHTS v trch nhim...) -gian ln i vi ngi th ba (khng bi thng cho ngi th ba, mc d nhn tin bo him, hoc i ngi th ba c lin i bi thng song khng khai bo vi DNBH...) +) Nguyn nhn ca trc li bo him Do k h ca lut php v do thc hin php lut khng nghim, thiu s kim tra, kim sot v x l, nn nhiu ngi ny sinh hnh vi gian ln. Th trng bo him lun si ng, phc tp, tnh hnh cnh tranh ngy cng khc lit nn cc DNBH lun gi b mt thng tin nn vic trao i thng tin cn thit v khch hng gia cc DNBH gn nh khng c. V vy, mt i tng c th tham gia bo him v nhn tin bi thng t nhiu cng ty bh khc nhau. Nhn thc ca ngi dn v php lut cn nhiu yu km, nht l vn bn php quy v bo him.

Do khng gian a l, vi v tn tht xa, hoang vng, t ngi qua li (bo him xe c gii, tu thuyn) th s thay i tnh tit hin trng c li cho ngi tham gia bo him rt d xy ra. Do li v tnh hay c ca nhn vin bo him Do thng ng gia ngi tham gia bo him vi nhng ngi c lin quan: bc s, ngi lm chng v tn tht...

+) Hu qu trc li bo him Lm gim li nhun, hiu qu kinh doanh b hn ch. Thm ch gy tc ng xu n uy tn ca doanh nghip. i vi khch hng l ngi trung thc s b thit hi v quyn li. DNBH c nhiu v gian ln s c mc ph bh cao hn so vi nhng doanh nghip kin quyt chng v loi tr nhng k trc li bo him. Gian ln v bo him l nguy c o c, tha ha, bin cht cn b Nh nc, lm cho mi trng kd thiu lnh mnh v thiu s cng bng.

Cu 19: Phn tch slogan ca cng ty Prudential: Prudential lun lun lng nghe, lun lun thu hiu Tr li: * Lch s hnh thnh Prudential: Nm 1848, Prudential c thnh lp ti Hatton Garden, Anh quc, cung cp cc khon vay v bo him nhn th cho gii tr thc t sn. Sau 6 nm, ch bo him nhn th cho cng nhn ra i. Tip theo vo nm 1856, Prudential i u trong vic ra cc chnh sch bo him cho tr em di 10 tui. Sau khi chuyn vn phng, Prudential tip tc pht trin v cho n 1900, hn 1/3 dn s Anh tham gia ch bo him ca Prudential. Ti sn hin nay ca Prudential ln n 40 triu bng khng nh v tr vng vng ca cng ty. Nm 1986, hnh nh Prudence, v thn cn trng mu thm v l biu tng ca s thng nht v bo m trong cc dch v Prudential t nm 1848, c ci tin li theo kp thi i v tr thnh tm im cho mt h thng nhn din mi ca tp on. Tm hot ng ca cng ty ngy cng c m rng. ng ch l s kin Prudential mua li Amicable Life ca Scotland cng c sc mnh ca mnh. Nm 1999, cng ty mua li M&G v nm sau Prudential plc c c phn ha trn th trng chng khon New York. Nm 200, Prudential nghin cu quan im ca khch hng v dch v ti chnh v bt u chin dch The Plan from the Pru ti Anh. Mt chin dch qung co mi m t tm quan trng ca vic hoch nh ti chnh trong cc giai on ca cuc sng c th hin. * V slogan Prudential lun lun lng nghe, lun lun thu hiu: Lun lun lng nghe, lun lun thu hiu phng chm hot ng (slogan) ca Prudential tr thnh thnh ng trong ting Vit v i vo cuc sng mt cch t nhin. Ch ring iu ny cng l gii sc nh hng ca cng ty trn th trng bo him Vit Nam vn c s hin din y ca cc i gia bo him

nhn th th gii n t M, Nht, Php, Canada Vy Prudential nghe thy g, hiu c g t ngi dn VN ? Vic nghe-hiu th trng ca Prudential c th hin trc tin qua nhng sn phm BH ph hp vi nhu cu ti chnh thit thc ca ngi dn VN. Vi nhiu ngi VN, dnh dm tin bc phng khi ri ro l vic thng ngy, nhng li kh xa l vi vic lp k hoch ti chnh c nhn cho cc giai on ca cuc i. Chnh v vy, sn phm BH ca cng ty c thit k ring cho cc c nhn v gia nh VN, cn i nhiu yu t nh mc thu nhp, quy m gia nh, hon cnh kinh t, chnh sch ASXH ca chnh ph ng thi i l ca Prudential gii thiu sn phm khng phi vi t cch ngi cho bn m thc s l t vn vin ti chnh chuyn nghip gip tng khch hng nh gi c sn phm BH ph hp. C th k n nhng sn phm BH nh Ph An gia thnh ti c cc bc cha m cho n nng nhit nh 1 mn qu chm lo tng lai hc hnh ca con ci; Ph- An gia hu tr lp k hoch cho tui ngh hu hay sn phm BH kt hp u t Ph- Bo gia u t cho php va tham gia BH va u t vo th trng chng khon, ln u tin c ti Vit Nam, mang tnh tin phong v dn dt th trng. Prudential cn nghe-hiu cng ng thng qua nhng chng trnh XH. Hin mu nhn o l 1 hot ng c sc lan ta rng trong phong tro Pru- Tnh nguyn ca nhn vin v i l cng ty c thc hin lin tc trong 9 nm qua hin tng vo ngn hng mu ca Hi ch thp v h thng cc bnh vin c nc khong 2.500 n v mu. Ngoi ra, tn tui nh ti tr c quyn Prudential lun ng hnh vi cc chng trnh XH gy tin vang khc nh Gii thng V Trng Ton, Hc bng Trn Vn n Vi slogan Lun lun lng nghe, lun lun thu hiu, Prudential s dng nhiu knh i thoi khch hng d dng by t kin hoc phn nh s vic khi c khiu ni. Tt c u c ghi nhn trn h thng theo tiu chun bo mt nghim ngt ca cng ty, c gii quyt 1 cch nhanh chng v bo co y ln ban gim c. y chnh l c s cng ty thng xuyn theo di cht lng phc v, tip thu kin ca khch hng t ra nhng phng n c th nhm kp thi chn chnh, ci tin dch v. Bn cnh cc hot ng chm sc khch hng, cng ty cng cng b bn hin chng khch hng, th hin nhng chun mc phc v m Prudential hng n v li ch ca khch hng. V s tn tm , cng ty vinh d nhn Gii thng Thng mi dch v - Top Trade Service 4 nm lin (2007-2010) v gii thng Rng vng 9 nm lin tip (2002-2010). Cu 24: Ti sao trn th trng BH, DNBH c phn chim ch yu? Tr li: * Bo him l hot ng kinh doanh c th, c nhy cm cao, c ngha v bi thng v ti chnh ln nn m bo quyn v li ch chnh ng ca khch hng. Nh nc khng cho php thnh lp doanh nghip bo him t nhn v doanh nghip bo him trch nhim hu hn. Theo iu 59 Lut Kinh doanh Bo him quy nh cc loi hnh doanh nghip bo him bao gm: - Cng ty c phn bo him; - T chc bo him tng h; - DNBH lin doanh; - DNBH 100% vn u t nc ngoi. Trong th trng bo him cn c cc doanh nghip mi gii bo him.

* Trn th trng bo him, DNBH c phn chim ch yu bi cc l do sau: - Hin nay, nh nc quy nh DNBH c s vn php nh mc kh cao. Theo quy nh ti iu 4 Ngh nh 46/2007/N-CP ngy 27/03/2007 Quy nh mc vn php nh ca doanh nghip bo him nh sau: a) Kinh doanh bo him phi nhn th: 300.000.000.000 ng Vit Nam; b) Kinh doanh bo him nhn th: 600.000.000.000 ng Vit Nam; c) Doanh nghip mi gii bo him: 4.000.000.000 ng Vit Nam. Trong cc doanh nghip th doanh nghip c phn (DNCP) l loi hnh d huy ng, c kh nng huy ng vi s vn ln. y l c im ni bt ca DNCP. - Ngoi ra chng ta nhn mnh n 1 s li th khc ca DNCP ni chung v DNBHCP nh sau: + Cng ty c phn l t chc c t cch php nhn c lp: Trong qu trnh hot ng, cng ty chu trch nhim v cc khon n ca cng ty bng chnh ti sn ca mnh; vi t cch ch th l php nhn thng qua ngi i din ca mnh theo qui nh ca php lut, cng ty c th tr thnh nguyn n hoc b n dn s trong cc quan h tranh tng ti ta n. + Cc c ng trong cng ty c phn chu trch nhim hu hn: li th ny gip cc cng ty c phn c kh nng huy ng rt ln cc ngun vn u t ca x hi vo hot ng sn xut - kinh doanh ca mnh. + Vic chuyn nhng cc phn vn gp c thc hin mt cch t do: y l l do gii thch v sao c rt nhiu ngi mun u t vo cng ty c phn ch khng mun u t vo cc loi hnh doanh nghip khc. + Cng ty c phn c cu trc vn v ti chnh linh hot. + Tnh n nh trong hot ng kinh doanh v khng hn ch v thi gian tn ti: y l iu kin cho cc cng ty c phn c c s thu ht mnh m v c a chung hn so vi cc loi hnh doanh nghip khc . + Cng ty c phn c c ch qun l tp trung cao: Khc vi doanh nghip t nhn l vic qun l mang tnh cht ni b gia nh, cng ty c phn c mt c ch qun l hp l, minh bch r rng. Tm li, DNCP c nhng li th hn hn so vi cc loi hnh doanh nghip khc, ng thi cc doanh nghip ny ang ngy cng nhn c s u t ln ca x hi cng nh s quan tm ca nh nc, vi nhng chnh sch v bin php u i khuyn khch s pht trin ca cc DNCP. Chnh v vy khng qu kh hiu khi trn th trng bo him, cc DNBHCP li chim ch yu.

Cu 26 : Cho nhn xt v tnh hnh trc li trn th trng BH Vit nam? hn ch v trnh trc li BH, cc DNBH phi lm g? Bi lm: Khi nim, bn cht ca trc li bo him Trc li bo him c xem l hnh vi c gian di, la o c th c ch ngay t khi tham gia bo him hoc pht sinh sau khi xy ra ri ro nhm chim ot mt s tin t doanh nghip bo him m ng l ra h khng c hng. Hin nay, trc li bo him thng tp trung vo 3 hnh thc: Trc li bi thng, trc li ph bo him v trc li ca nh cung cp dch v.

Tnh hnh trc li trn th trng bo him Vit Nam Vit Nam cng nh cc nc khc trn th gii, trc li bo him din ra c trong lnh vc bo him nhn th v phi nhn th. Sau hn 15 nm m ca th trng, hot ng kinh doanh bo him ti Vit Nam t c tc tng trng nhanh, c ng gp ng k vo vic gim thiu cc ri ro trong sn xut kinh doanh v i sng x hi; ci thin mi trng u t; gim bt gnh nng cho ngn sch nh nc, thc y pht trin kinh t, x hi Bn cnh , do s pht trin ca nn kinh t - x hi ni chung cng nh ca ngnh bo him ni ring, dn n nhu cu bo him ngy cng a dng, phong ph. Mc d Lut Kinh doanh bo him v cc vn bn hng dn thi hnh cng quy nh rt c th, c bit l i vi mt s khu d pht sinh trc li nh: Quy nh v ngha v cung cp thng tin ca bn mua bo him v doanh nghip bo him; Quy nh v gii hn bi thng; Quy nh v bo him trng; QUy nh v bo him trn gi tr, v bin php ch ti xe pht i vi hnh vi trc li bo him hin nay cng rt nghim khc: doanh nghip bo him hc Tng Gim c ( Gim c), ngi c giao trch nhim v ngi c lin quan ca doanh nghip bo him thc hin mt trong nhng hnh vi: Yu cu ngi th hng quyn li bo him tr th lao, hay cc quyn li vt cht khc tri php lut trong qu trnh gii quyt bi thng, tr tin bo him; Thng ng vi ngi th hng quyn li bo him gii quyt bi thng bo him, tr tin bo him tri php lut s b phait tin 60 triu ng n 70 triu ng. Cn i vi t chc, c nhn nhn c tin bi thng, tr tin bo him do c hnh vi gian di, gi mo cc ti liu trong h s yu cu bi thng, tr tin bo him cng s b pht tin 70 triu ng. Song, thi gian qua trn th trng cng xut hin tnh trng mt s i tng li dng cc khe h ca php lut v thc tin kinh doanh ca cc DNBH trong xt nhn, bi thng bo him v gii quyt cc khiu ni bo him nhm thu li bt chnh, gy thit hi v vt cht, uy tn cho cc doanh nghip bo him, xm phm n quyn v li ch chnh ng ca ngi tham gia bo him, ng thi nh hng n s pht trin bn vng ca th trng bo him. Theo s liu thng k s b ca 8 DNBH ( 6 DNBH PNT Bo Vit, PVI, PJICO, ABIC, MIC, PTI v 2 DNBH NT Prudential, Dai-Ichi) th my nm gn dy s lng trc li din ra ngy cng nhiu, quy m ngy cng tng, s tin ngy cng ln v tnh trng trc li din ra ch yu nghip v bo him xe c gii (Trong bo him Phi nhn th) v bo him hn hp, bo him h tr vin ph v phu thut (Trong bo him Nhn th), c th nh bng cui trang. Bng s liu v tnh hnh trc li bo him VN giai on 2007 -2009 Lnh vc Nm 2007 S v pht S tin hin (Tr.) 8.095 75.400 1.207 9.302 24.293 99.693 Nm 2008 S v pht S tin hin (Tr.) 10.688 257.988 4.114 14.802 74.296 332.284 Nm 2009 S v pht S tin hin (Tr.) 8.775 86.792 5.932 14.707 145.935 232.727

1. Lnh vc PNT 2. Lnh vc NT 3. Tng

Theo Bn tin th trng bo him ton cu hn ch v trnh trc li bo him cc DNBH cn: -cn ch ng xy dng v hon thin cc quy trnh kim tra, kim sot ni b, quy trnh x l cng vic, phi hp gia cc phng, ban chc nng hn ch mc thp nht vic li dng nhng l hng trong phng thc qun l, iu hnh doanh nghip.

- Trong , tng cng kim tra, kim sot tt c cc khu khai thc, qun l v gim nh, bi thng. Tng cng h tr, kim tra, gim st hot ng ca cc doanh nghip bo him. c bit, cn phi c quy nh v ti danh Trc li bo him trong B lut hnh s c th x l ng ti danh v ph hp vi thng l quc t. - Cn nng cao nng lc chuyn mn, qun l, u t pht trin h thng cng ngh thng tin, theo di, qun l v gim st cng tc cn b, hot ng ca i l v mi gii bo him, kim tra, gim st v nng cao kh nng nh gi ri ro trc v sau khi nhn bo him. p dng phng thc thanh ton in t qua ngn hng, gim bt thu chi tin mt, p dng h thng cnh bo ri ro i vi th trng bo him v th trng ti chnh nh h thng cnh bo sm EWS (Early Warning System)..., ng thi duy tr cht ch mi quan h vi khch hng, lm tt cng tc tuyn truyn ngi dn v cc t chc khng tham gia trc li bo him. - Kinh nghim cc nc cho thy, ngn chn v gim n mc ti thiu cc hu qu tiu cc do trc li bo him gy ra, trc ht, cn thng nht nhn thc v trc li bo him v coi l mt hnh vi vi phm php lut cn b ln n v o c v x l nghim minh bng php lut. u tranh chng trc li bo him khng ch l trch nhim ca ring ngnh bo him m l trch nhim chung ca ton x hi, cng ng v i hi phi c s tham gia, ng h tch cc ca cc c quan cng quyn, c quan bo v php lut v mi ngi dn. Bn cnh , cn tip tc hon thin cc quy nh php l v trc li bo him, c bit cn phi c quy nh v ti danh Trc li bo him trong B lut hnh s c th x l ng ti danh trc li bo him v ph hp vi thng l quc t.Cc c quan chc nng qun l Nh nc cng cn phi thng xuyn gim st ti chnh v hot ng ca cc doanh nghip bo him, hon thin cc ch ti x pht nghim khc, phi lm sao cc hnh vi trc li bo him b ln n v mt o c, trng tr nghim khc v mt php lut... v pha c quan qun l nh nc cn nhanh chng xy dng h thng lut php lin quan n chng trc li bo him.