Tuyen Tap Cau Hoi Phong Van Vao Ngan Hang Version 1.0

_________________________________________________
Anh Minh - Mobile: 0985.142.984 - Yahoo: sorry_honeyhn

TUYN TP CU HI PHNG VN VO NGN HNG [MC LC] [P1] [P2] [P3] [P4] [P5] [P6] [PL]

TUYN TP CU HI PHNG VN VO NGN HNG
The collection of Banking Interview Questions

MC LC

LI M U .............................................................................................................................. 3
BNG T VIT TT V THUT NG CHUYN NGNH ............................................. 4
PHN 1: CHUN B CHO MT CUC PHNG VN .......................................................... 8
Chng 1: Trang phc phng vn ......................................................................................................... 8
Chng 2: C ch, thi khi phng vn ............................................................................................ 17
Chng 3: Nhng ch ...................................................................................................................... 18
PHN 2: NHNG LI KHUYN CHO CUC PHNG VN U TIN .......................... 20
PHN 3: CU HI PHNG VN CHUNG ........................................................................... 23
Chng 1: Hi v thng tin c nhn .................................................................................................... 23
Chng 2: Hi v qu trnh cng tc ................................................................................................... 45
Chng 3: Hi v v tr ng tuyn ....................................................................................................... 54
PHN 4: CU HI PHNG VN NGHIP V .................................................................... 79
Chng 1: Cu hi v tr giao dch vin .............................................................................................. 80
Chng 2: Cu hi nghip v tn dng ................................................................................................ 96
Chng 3: Cu hi v tr K ton ngn hng / K ton ni b .......................................................... 187
Chng 4: Cu hi v tr Thanh ton quc t .................................................................................... 205
Chng 4: Cu hi v tr Thm nh v Ti thm nh ...................................................................... 224
Chng 5: Cu hi v tr Php ch v Kim sot tn dng ................................................................ 248
PHN 5: HNG DN CCH VIT CV, TH XIN VIC V TH CM N .............. 272
Chng 1: Cch vit S yu l lch (CV) .......................................................................................... 273
Page 1
_________________________________________________

Chng 2: Cch vit n xin vic (Cover Letter) ............................................................................ 299
Chng 3: Cch vit Th cm n (Thank you notes) ....................................................................... 307
PHN 6: M T CNG VIC CC V TR TRONG NGN HNG ................................ 313
PH LC SCH ..................................................................................................................... 341
PH LC 1: NGUYN TC PHI MU CHO TRANG PHC ................................................... 341
PH LC 2: 7 GIAI ON CA MT DOANH NGHIP ........................................................... 341
PH LC 3: CCH LP BO CO LU CHUYN TIN .......................................................... 345
PH LC 4: MU BO CO TI CHNH CA NGN HNG ................................................. 347

Page 2
_________________________________________________

LI M U
Vng phng vn vo cc ngn hng l chng ua cui cng dnh cho cc ng vin. Bi vy
vng thi ny rt rt quan trng v cn c u t k lng. Tip sau thnh cng ca sch
Tuyn tp thi vo cc ngn hng, ti thc hin quyn sch ni v vn ny
quyn sch ng nh tn gi ca n: TUYN TP CU HI PHNG VN VO NGN
HNG.
Vi d nh ban u, quyn sch ch n thun ting Vit vi cc cu hi phng vn km
hng dn cng cu tr li mu; nhng do nhu cu phng vn ting Anh, phng vn vo cc
Ngn hng nc ngoi rt nhiu hin nay l mt ng lc thi thc ti vit song song quyn
sch vi 2 ngn ng Vit Anh.
Hy tr thnh nhng ngi ch ng v chin thng trong bui phng vn. Chc bn tm c
cho mnh mt vic lm nh v thc s t tin, ni bt trc nh tuyn dng sau khi c xong
quyn sch ny ca ti.
Trn trng !

Cun sch chc chn s gip cho bn rt nhiu kin thc v l hnh trang b ch trong chin
lc tm vic lm ca mi ngi. Sch Tuyn tp cu hi phng vn vo ngn hng l mt
trong nhng quyn sch song ng Vit Anh u tin trn th trng sch ti Vit Nam v lnh
vc Ti chnh Ngn hng c tng cng 322 cu phng vn trong gm c: 103 Cu hi
phng vn thng tin chung v 219 Ccu hi phng vn nghip v cc v tr: Giao dch vin,
Tn dng, K ton ngn hng, Thanh ton quc t, Thm nh-Ti thm nh, Php ch,
Kim sot tn dng. Chc chn rng cun sch s khng dng li s lng cu hi trn m
s ngy mt nhiu thm nhng cu hi mi, nhng v tr d tuyn mi.
H Ni, ngy 11 thng 11 nm 2011

Page 3
_________________________________________________

BNG T VIT TT V THUT NG CHUYN NGNH
TABLE OF ACRONYMS AND SPECIALIZED TERMINOLOGY
A Bng t vit tt
T Din gii T Din gii
BCTC Bo co ti chnh LNTT Li nhun trc thu
BH Bo him LP Lm pht
BTT Bao thanh ton LS Li sut
CBTD Cn b tn dng LSCV Li sut cho vay
CMTND Chng minh th nhn dn NH Ngn hng
CP Chi ph NHNN Ngn hng Nh nc
CSH Ch s hu NHTM Ngn hng thng mi
CSTT Chnh sch tin t NK Nhp khu
CT Cng ty NVTD Nhn vin tn dng
CTCP Cng ty c phn Q Quyt nh
CTTC Cho thu ti chnh QHKH Quan h khch hng
DN Doanh nghip SXKD Sn xut kinh doanh
DTBB D tr bt buc TCTD T chc tn dng
DTT Doanh thu thun TL T l
GDV Giao dch vin TG Tng Gim c
G Gim c TGH T gi hi oi
GTCG Giy t c gi TMCP Thng mi c phn
GTGT Gi tr gia tng TNHH Trch nhim hu hn
GVHB Gi vn hng bn TS Ti sn
HKD Hot ng kinh doanh TSL Ti sn lu ng
HQT Hi ng qun tr TSB Ti sn bo m (T chun)
Page 4
_________________________________________________

HTD Hp ng tn dng TSC Ti sn c nh
HMTD Hn mc tn dng TT Thng t
KCN Khu cng nghip TTQT Thanh ton quc t
KH Khch hng UBND y ban Nhn dn
KNTT Kh nng thanh ton VL Vn lu ng
LHQ Lin Hip Quc VLR Vn lu ng rng
LNST Li nhun sau thu XK Xut khu

B Thut ng chuyn ngnh

Thut ng Din gii
ADB Asian Development Bank: Ngn hng Pht trin Chu
ASEAN
Association of Southeast Asia Nations: Hip hi cc quc gia ng
Nam
ATM Automated Teller Machine: My c th t ng
CAMEL
Capital Adequacy Management Earnings Liquidity: Ch tiu
5C trong nh gi hot ng ca cc ngn hng
B/E Bill of Exchange: Hi phiu
B/L Bill of Lading: Vn n ng bin
CIC Credit Information Center: Trung tm Thng tin Tn dng
CPI Consumer Price Index: Ch s gi tiu dng
C/O Certificate of Origin: Chng nhn ngun gc xut x
D/A Document Against Acceptance: Th tn dng chng t ch chp nhn
DDU Delivered Duty Unpaid: Giao cha np thu
D/P Document Against Payment: Th tn dng chng t ch thanh ton
Page 5
_________________________________________________

D
USD
Demand for Dollar: Cu la M
D
VND
Demand for Vietnam dong: Cu Vit Nam ng
FV Future Value: Gi tr tng lai
GDP Gross Domestic Product: Tng gi tr sn phm quc ni
GNP Gross National Product: Tng gi tr sn phm quc dn
PV Present Value: Gi tr hin ti
MB Money Basic: Lng tin c s
mm Money Multiplier: S nhn tin t
MS Money Supply: Cung tin t
NCF Net Cash Flow: Dng ngn lu rng (Dng tin thun)
NPV Net Present Value: Gi tr hin ti rng (Hin gi rng)
INCOTERMS International Commerce Terms: Cc iu khon thng mi quc t
IRR
Internal Rate of Return: T sut hon vn ni b (T sut sinh li
ni b)
ISBP
International Standard Banking Practice: Tp qun ngn hng Tiu
chun Quc t v kim tra chng t
PI Profitability index:
PP Payback Period: Thi gian hon vn
R
d
Require Reserve Rate (RRR): T l d tr bt buc
R
e
External Rate: T l d tr d tha
ROA Return on Assets: Li nhun trn Tng ti sn
ROE Return on Equity: Li nhun trn Vn ch s hu
ROI Return on Investments: Li nhun trn Tng vn u t
ROS Return on Sales: Li nhun trn Tng doanh thu
Page 6
_________________________________________________

S
USD
Supply for Dollar: Cung la M
S
VND
Supply for Vietnam dong: Cung Vit Nam ng
UCP
Uniform Customs and Practice for Documentary Credits: Quy tc
thc hnh thng nht v Tn dng chng t (VD: UCP 500, UCP 600)
URC
Uniform Rules for Collection: Quy tc thng nht v nh thu (VD:
URC 522)
VAT Value Added Tax: Thu gi tr gia tng
WACC Weighted Average Cost of Capital: Chi ph s dng vn bnh qun
WTO World Trade Organization: T chc Thng mi Th gii

s ^ c

Page 7
_________________________________________________

PHN 1: CHUN B CHO MT CUC PHNG VN
PART 1: PREPARING FOR AN INTERVIEW COURSE
Chng 1: Trang phc phng vn
Chapter 1: Interviews Attire
Trang phc th hin c tnh ca bn. B trang phc gn gng, lch s s th hin nng lc, thi
quen sinh hot v tc phong lm vic ca bn trc mt nh tuyn dng. Bit u y, bn s
lt qua vng phng vn d dng bi v bn l ngi c trang phc to thin cm nht ca bui
phng vn ngy hm .
A. Trang phc phng vn ca Nam gii (Men's Interview Attire)
Danh mc trang phc Nam chun c lit k theo bng di y.
List of Standard Men's Interview Attire listed in this following table.
Trang phc phng vn
ca Nam gii
(Men's Interview Attire)
nh minh ha
(Artwork)
Ch thch
(Note)
B com l
(mu k - mu ghi
hoc mu xm
sm mu)
Suit (solid color -
navy or dark grey)

B o com l cho Nam
nn l b mu ti, mu
ghi hoc xm. Bn ng
nn chn b le lot
hoc qu sng mu bi v:
- Mu sng d lm ngi
i din la mt
- Mu sng d bn (nu
bn mc chng lu)
- Mu ti lun to cho
bn cm gic khe
khon v cn l mu
hp th nhit tt vo
ma ng.
Page 8
_________________________________________________

o di tay (mu
trng hoc mu
ph hp vi c b
vt)
Long sleeve shirt
(white or
coordinated with
the suit)

V chic o com l bn
ngoi l mu ti; do
bn nn chn chic o s
mi bn trong mu sng
hoc khc mu lm
im nhn.
Tht lng
Belt

Chic tht lng vi phong
cch n gin, khng qu
hm h l mt la
chn thch hp ni cng
s.
C vt
Tie

C vt mu hoc k
sc l mt la chn ph
hp cho o vt, to cm
gic khe khon v nh
c. Nguyn tc c bn l
mu c vt phi i lp
vi mu ca b o vt.
(*) Cch phi mu cho
b trang phc
Page 9
_________________________________________________

Tt ti mu, kt
hp vi giy da
Dark socks,
conservative
leather shoes

Nhn vo hnh v bn s
thy, tt ti mu v giy
da trng rt ph hp v
tht d nhn.
Mt cht hoc
khng eo trang
sc
Little or no
jewelry

n gin v lch thip l
phong cch cn c. Nu
bn mang qu nhiu trang
sc, ngi phng vn s
nh gi bn qu cao
bn thn hoc thch khoe
ca!
Page 10
_________________________________________________

Website: www.giangblog.com Email: legiang127@gmail.com
11
Kiu tc gn gng,
chuyn nghip
Neat, professional
hairstyle

i vi mi khun mt s
c mt kiu tc ph hp,
tuy nhin, kiu u ca
bn cn hi cc yu t
sau:
- Tc khng c trm
qu tai
- Tc phi c chi
chut, khng b x
- Tc khng c che
mt, chm qu lng
my
- ui tc sau gy cch
c o ti thiu 3 cm
Hn ch ru cha
co
Limit the
aftershave

Nu ru c co sch s,
iu ny chng t bn l
ngi ngn np gn gng
v lun ch chm sc
bn thn. y l mt c
tnh quan trng ca mt
nhn vin chuyn nghip.
Mng tay c ct
gn gng
Neatly trimmed
nails

Tt c cc mng tay ca
bn u phi c ct
gia gn gng, ng
chng qu di.
c bit l bn tay dng
bt tay vi ngi
phng vn bn.
Page 11
_________________________________________________

Cp trnh k hoc
cp cng s
Portfolio or
briefcase

mang theo cc dng c
c nhn khc: giy, bt,
card, s ghi chp bn
nn cho chng vo trong
chic cp trnh k hoc
cp cng s.
Mt b trang phc chun tng xuyt tng
A standard costume ton-sur-ton

B trang phc chuyn nghip cho Nam
Page 12
_________________________________________________

B. Trang phc phng vn ca N gii (Women's Interview Attire)
Danh mc trang phc N chun c lit k theo bng di y:
List of Standard Women's Interview Attire listed in this following table:
Trang phc phng vn
ca N gii
(Women's Interview
Attire)
nh minh ha
(Artwork)
Ch thch
(Note)
B o vt n
(mu xanh ru -
mu en hoc mu
xm sm mu)
Suit (navy, black or
dark grey)

B o com l cho N nn
l b mu ti, mu en
hoc xm. Bn ng nn
chn b le lot hoc
qu sng
Page 13
_________________________________________________

o s mi di tay
cn va di
bn c th ngi tht
thoi mi
The suit skirt
should be long
enough so you can
sit down
comfortably

Giy n
Conservative shoes

Bn nn chn mt i
giy c cao va phi
(khong 6 8 cm) to
tc phong nhanh nhn v
trnh mi c chn.
Hn ch trang sc
(khng eo nhiu
hoa tai lng lng
hoc c tay y
nhng vng eo
tay)
Limited jewelry (no
dangling earrings
or arms full of
bracelets)

Nu bn mang qu nhiu
trang sc, ngi phng
vn s nh gi bn qu
cao bn thn hoc
thch khoe ca!
Page 14
_________________________________________________

Khng eo trang
sc cn tt hn l
bn eo nhng
trang sc r tin

Kiu tc ph hp
Suitable hairstyle

Vi bn n s c rt
nhiu kiu tc ph hp,
tuy nhin c mt im
lu l: Bn nn bi tc
cao sau gy. iu ny
to s gn gng, nhanh
nhn v chuyn nghip.
Bn ng nn tc la
xa trc ngc hoc ri
tung trc mt nh tuyn
dng, l mt n tng
rt xu v d gy phn
cm.
Tt chn mng
Neutral pantyhose

Mt chic vy ngn cn
thit mt i tt chn
mng. Ti khng p t
l ai cng phi i tt
chn vi vy ngn.
Nhng nu nh i chn
ca bn c khim khuyt
g th bn hy nn
dng mt i tt chn
che nhng im xu
i.
No jewelry is better
than cheap jewelry
Page 15
_________________________________________________

Sc nc hoa v
trang im nh
nhng
Light make-up and
perfume

Khi phng vn, bn s
phi i din vi ngi
phng vn trong khong
cch t 1 2m. Mt c ly
nhn nhn r tng
c ch v c im trn
khun mt ca bn. Tt
hn ht l bn ng
trang im qu m, iu
ny d gy s ch v
d xt ca ngi i
din. H c th ngh:
Liu y c phi l mt
ngi qu iu , tn
thi gian vo vic chm
cht v trang im cho
bn thn.
Mng tay c ct
gn gng v sch s
Neatly manicured
clean nails

Tt c cc mng tay ca
bn u phi c ct
gia gn gng, ng
chng qu di hoc t
mu sc s nh hnh bn.
Cp trnh k hoc
cp cng s
Portfolio or
briefcase

Cng nh Nam gii, bn
nn mang theo cc dng
c c nhn khc: giy,
bt, card, s ghi chp
v cho chng vo trong
chic cp trnh k hoc
cp cng s.
Page 16
_________________________________________________

Chng 2: C ch, thi khi phng vn
Chapter 2: Interview Attire Tips

Trc khi bc vo cuc phng vn, bn nn ngh rng mnh la chn ng n khi i
phng vn ngy hm nay v mi vic u c chun b chu o. iu ny s lm cho
bn t tin hn

Before you even think about going on an interview, make sure you have appropriate
interview attire and everything fits correctly.

Bn nn chun b qun o t bui ti ngy hm trc ngy phng vn, v ng s dng thi
gian ca hm phng vn son sa qun o.

Get your clothes ready the night before, so you don't have to spend time getting them ready
on the day of the interview.

Bn nn git sch qun o ngay sau bui phng vn sn sng cho nhng ln phng vn
tip theo.

You should take your clothes to the cleaners after an interview, so they are ready for next
time.

Lau chi giy sch s

Polish your shoes.

S dng mt cht ko bc h trc khi bc vo cng ty ni bn phng vn

Bring a breath mint and use it before you enter the building.

Page 17
_________________________________________________

Chng 3: Nhng ch
Chapter 3: Notes
1. Nhng g bn khng nn mang khi phng vn (What Not to Bring to the Interview)
l:
+ Ko cao su
+ in thoi di ng chung
+ My nghe nhc
+ Caf hoc ung c ga
+ Nu bn c nhiu trang sc, hy
bt chng nh (nu l n
bn ch nn eo khuyn tai!)
+ Hy che i cc hnh xm trn c
th bn
+ Qun o khng c nhn nhm
+ Gum
+ Mobile Phone with voice
+ Ipod
+ Coffee or Soda
+ If you have lots of jewelries, leave
some of them at home (earrings
only, is a good rule)
+ Cover tattoos on your body
+ Clothes are not wrinkled
2. Cch bt tay (How to make a handshake)

Mt ci bt tay ng mc v th hin ng cp!
Page 18
_________________________________________________

Hy chc chn rng c hai lng bn tay tip xc ti a v ton b cc ngn tay chm vo
mu bn tay ca ngi i din
Make sure that both hands are pushed all the way in to meet web-to-web and your thumbs are
facing straight up.
Lc nh tay ngi i din theo chiu thng ng
Shake just a couple of times in a vertical motion.
Phm vi ca chuyn ng l 2 hoc 3 inch. Cc chuyn ng c m rng t vai, thng qua
cc khuu tay, v thng qua bn tay ca bn (1 inch = 2,54 cm)
The range of motion is 2 or 3 inches. The motion is extended from the shoulder, through the
elbow, and straight through to your hand.
Kt thc bng mt ci bt tay, trc khi mn gii thiu kt thc
End the handshake cleanly, before the introduction is over.
Thi gian ca mt ci bt tay ch nn t 3 n 4 giy
If you want to count, a good handshake is held for 3 or 4 seconds.
M rng tay phi ca bn v nm cht vo tay ngi i din.
Extend your right hand and grip the other persons hand.
Page 19
_________________________________________________

PHN 2: NHNG LI KHUYN CHO CUC PHNG VN U TIN
PART 2: FIRST JOB INTERVIEW TIPS
Li dn: Cuc sng ca chng ta l s tip ni ca nhng k thi, nhng iu cn phi c
gng phn u v vn ln, chng c chng ng no tri thm hoa hng cho chng ta
bc. Chng c tht bi u tin cng nh thnh cng sau cng, bn hy c tm nim iu
ny. Hy c bnh tnh, t tin, chun b mi th v c gng ht sc mnh khng phi hi tic
iu g

Ngay c khi bn c th hi lo ngi v cuc phng vn u tin, cha kha thnh cng trong
cuc phng vn xin vic u tin chnh l s chun b cho cuc phng vn, thc hnh t phng
vn, n mc tht ph hp v c gng gi s bnh tnh khi ni.
Even though youre probably going to be really nervous about your first job interview, the key
to success in the first interview is the preparing for the interview, practicing self-interview,
dressing suitable and try talking with confidence.
Di y nhng li khuyn cuc phng vn ln u t thnh cng.
Here are first job interview tips to make the interview a success.
Trc khi bt u bui phng vn u tin Before Your First Job Interview
Nghin cu v cng ty
Bn hy dnh ra mt cht thi gian nghin
cu v cng ty bn ng tuyn iu ny s gip
bn lm quen vi phong cch h lm vic. C
rt nhiu thng tin v cng ty m bn c th
Research the Company
You should take some time to research the
company so you are familiar with how they
operate. There is a lot of company
information available online.
Page 20
_________________________________________________

Thc hnh phng vn
Chn trang phc n gin v thch hp cho v
tr m bn ng tuyn vo. Nu bn khng chn
chn hy nhng ngi ln tui hn trong
gia nh hoc mt nhn vin t vn hng dn.
Bn cng nn xem nhng g bn khng nn
mc hoc mang theo trong cuc phng vn
cng vic u tin. (Xem trn)
n mc ph hp
Xem li 10 cu hi phng vn in hnh v
thc hnh cch m bn tr li chng trc khi
bn i phng vn. Hy hi gia nh hoc bn
b mt vi cu hi v bn t rt ra cho mnh
cu tr li.
Xem video mt cuc phng vn s cung cp
nhiu li khuyn hu ch bn thc s chun
b sn sng.
Xem th mt video phng vn Watch a Job Interview Video
Watch interview videos that offer tips to
really be prepared.
Practice Interviewing
Vit mt S yu l lch
S yu l lch s to n tng tt cho ngi
phng vn bn. Bn hy mang thm mt bn
sao s yu l lch ca mnh theo nu bn ch c
mt bn gc; v mt t giy, mt chic bt bi
ghi chp khi cn thit.
Nu bn cn i n bui phng vn, bn nn
ln k hoch ng i t trc. Hy chc chn
rng bn bit ni bn s phng vn mnh
khng b lc hay i mun.
Xc nh ng i v phng tin
Tm hiu v cng vic
truy cp trc tuyn trn mng.
cho cng vic? Bn c bit mt ngi no
khc lm vic ti cng ty ny hay khng? Hy
hi h v cng vic, qu trnh phng vn, v
v cng ty.
Tm hiu v cng vic bn ang ng tuyn.
Bn hy t hi Ti sao ti l ngi tt nht
Learn about the job you are looking to get.
Ask yourself, "Why am I the best person for
the job?" Do you know someone else who
works at the company? Ask them about the
job, the interview process, and the
company.
Learn about the Job
Review typical teen interview questions
and answers and practice your responses
before you go. Ask a family member or
friend to ask you some questions, so you
can find your answers.
Dress Appropriately
Choose simple and appropriate attire for the
position you are interviewing for. If you're
not sure what to wear ask an adult family
member, or guidance counselor. Take a look
at what you shouldn't wear or bring in first
job interview, as well. (View in top)
Write a Resume
A resume will make a good impression on
the interviewer. Bring a copy of your
resume, if you only have main one; and a
pen and paper ready to take along for notes.
Get Directions and a Ride
If you need a ride to the interview, line it up
ahead of time. Make sure you know where
you are going for the interview so that you
do not get lost and are on time.
Page 21
_________________________________________________

Trong bui phng vn cng vic u tin
Hy c gng bnh tnh, t tin v c tinh thn
cu th. Ngi yn v gi bnh tnh nhiu nht
c th s gip bn tp trung vo cuc phng
vn.
Nu bn cm thy bi ri, hy tm dng cuc
phng vn bng cch ht th vi nhp tht su
suy ngh v cu hi.
Hy t tin vo k nng ca bn v kh nng
khi bn ang ni chuyn vi ngi phng vn.
Hy nh y l ln xin vic u tin v bn
cha h c kinh nghim lm vic thc t no.
Hy th kt hp nhng iu bn bit v cng
ty ang mun tuyn bn.
During Your First Job Interview
Try to stay cool, calm, and collected.
Staying as calm as possible, will help you
focus on the interviewer.
If you feel flustered, pause and take a few
deep breathes to gather your thoughts.
Be confident in your skills and abilities
when you are talking to the interviewer.
Remember this is a first job and you aren't
expected to have a lot of experience.
Try to incorporate what you know about the
company looking to hire you.
Hy trung thc
Tt c nhng thnh tch, nhng kinh nghim
v kh nng bn ni khng c qu tng bc;
hy trung thc v khi bn tr li ch nhn s
ghi li lun cc im ni bt v bn trong s
tay nhn s ri y.
Be honest
All of your archievement, your experiences,
your abilities you said do not too
impulsivily. Please be honest because when
you are answering all your archievements
had recorded in her recruitment notes.
Giao tip bng mt v trnh phin nhiu
Bn ng nn o mt lin tc, nhn xung
gm bn hay nhn vo chn ca ngi phng
vn. iu ny s khin ngi i din kh
chu, h c th ngh bn thiu t tin hoc c
iu g gian di. Tt nht, bn hy nhn trc
din vo mt ca ngi phng vn khi tr li.

Make eye contact and avoid distractions.
You should not constantly rolling your eyes,
looking under the table, or look at the foot
of the interviewer. It will make they feel
uncomfortable, they may think you lack of
confidence or have something deceitful.
Ideally, you should look directly at the
interviewer's eyes when answer.

Page 22
_________________________________________________

Listen and take notes
After your first job interview

PHN 3: CU HI PHNG VN CHUNG
PART 3: COMMONLY INTERNVIEWING QUESTIONS
Chng 1: Hi v thng tin c nhn
Chapter 1: Personal information questions
Danh sch cu hi Kh nng hi Mc ch
1. Hy gii thiu i iu v bn 95%

2. trng bn thch hc mn no nht v ti
sao?
10%

3. trng bn khng thch hc mn no nht
v ti sao?
10%

4. im trung bnh lp i hc ca bn l bao
nhiu?
6%

5. Xem h s ca bn, ti thy c mt s mn
hc bn khng t kt qu cao. Bn c th ni
nguyn nhn?
15%

Hy chun b sn mt cu hi hi cui bui
phng vn nu bn c yu cu.
Lng nghe v ghi chp
Vo cui cuc phng vn, bn hy nh cm n
ngi phng vn dnh thi gian cho bui
phng vn bn.
At the end of the interview, remember to
thank the interviewers for spending time for
you.
Prepare a question for the end of interview
if required.
Hy gi mt l th cm n ngay sau khi kt
thc cuc phng vn. Nhc h v s quan tm
ca bn i vi v tr ng tuyn. Trong th,
bn gi mi ghi ch cho mi ngi phng
vn bn.
Sau bui phng vn xin vic u tin ca
bn.
Send a thank you note immediately after
the interview. Remind them about how
interested you are in the position they are
looking to fill. Send a note to each person
that interviewed you.
Page 23
_________________________________________________

6. Bn nh gi nh th no v kh nng giao
tip ng x ca bn thn?
8%

7. Sau khi c xong CV ca bn, ti c mt cht
thc mc: Da vo u m bn ni rng bn c
K nng giao tip tt?
65%

8. C khi no c mt ngi khng c n tng
tt vi bn nhng nh vo kh nng giao tip ca
mnh bn thay i cch nhn nhn ca ngi
khng?
35%

9. Kh khn ca bn khi trnh by trc m
ng l g?
12%

10. Bn tng tht bi bao gi cha? Hy k v
tht bi ln nht m bn tri qua?
15%

11. Bn bao gi gp iu g bt hnh cha?
Lc bn suy ngh nh th no?
12%

12. Bn hc c g t nhng sai lm?
(Cu hi tng t:
- Hy m t mt tnh hung kh khn bn tng
gp phi v cch bn x tr?
- Rc ri ln nht m bn tng gp phi trong
i l g, v bn lm g gii quyt n n
tha?)
20%

13. Hy m t mt tnh hung kh khn bn tng
gp phi v cch bn x tr?
(Cu hi tng t:
- Rc ri ln nht m bn tng gp phi trong
i l g, v bn lm g gii quyt n n
tha?)
20%

14. Bn nh ngha nh th no l Thnh cng? 17%

15. Bn c dm i mt vi nhng th thch, kh
khn khng?
11%

Page 24
_________________________________________________

16. iu g thng khin bn do d, kh x nht? 15%

17. Bn c nhng s thch g? 20%

18. Bn c thch c sch khng? Cun sch gn
nht m bn c l cun sch no?
5%

19. Bn c l tng sng khng? l g? 8%

20. Thn tng ca bn l ai? 8%

21. Theo bn iu g l quan trng hn c: Tin
bc hay a v? Ti sao?
4%

23. im yu nht ca bn l g? 20%

24. Bn thch iu g nht? 14%

25. Bn ght iu g nht? 14%

26. Bn ght iu g nht trong cuc sng v
trong cng vic?
14%

27. iu g khin bn t ho nht v bn thn? 12%

28. iu g khin bn tht vng nht v bn thn? 12%

29. Bn thch mu g? V ti sao? 5%

30. Nu c v mnh nh mt loi hoa. Bn
thch l loi hoa g?
2%

31. Nu c tr thnh mt loi vt. Bn mun
mnh l con vt no?
2%

32. Khi ra cc quyt nh quan trng, bn thng
tham kho kin ca ai?
6%

22. im mnh nht ca bn l g? 20%
Page 25
_________________________________________________

33. Khi lm vic nhm bn thng m nhn v
tr no, trng nhm hay thnh vin?
7%

34. Theo bn c nhn phi tn trng tp th hay
tp th phi v c nhn?
6%

35. Bn cn c nhng nng khiu no khng? 35%

36. Nu ch chn 1 (mt) t din t v bn thn
mnh. Bn s ni g?
5%

37. Nu bn c tin bc, ai khuyn bn nn
ngh sm, bn c ng khng?
8%

38. Bn c quen ai lm vic ti ngn hng chng
ti khng?
70%

1. Hy gii thiu i iu v bn 1. Tell me about yourself
Tr li:
Bn bc vo phng phng vn, bt tay
nhng ngi phng vn bn v ngi
xung. Chc chn rng cu hi u tin
ca h l: Hy gii thiu v bn thn
em.
Answer:
You walk into the interview room, shake
hands with your interviewer and sit down
with your best interviewing smile on.
Guess what their first question is: Tell me
about yourself.
Trong thc t, y l mt cu hi phng
vn rt hay gp nhng l mt iu rng
rt t ng vin dnh nhiu thi gian
chun b chnh xc cu tr li. C l do
cu hi c v qu n gin, hoc bn
thng hay ngh su xa n nhiu cu hi
hc ba khc m qun i rng: Chnh
nhng cu hi tng quan ban u nh th
ny l cha kha quan trng bn thnh
cng v gy n tng ti cc nh tuyn
dng.
Actually, it's such a common interview
question; it's strange that very few
candidates spend much time to prepare for
exactly how to answer it. Perhaps because
the question seems to be simple or you
usually think of other difficult questions
and forget that: Those first general
questions are important key to success and
make impression with the interviewers.
Page 26
_________________________________________________

Cuc phng vn ca bn thng thng
ch din ra trong vng 10 15 pht. Bn
khng c nhiu thi gian dng di
hoc mong ch nhng cu hi kh
khoe vn kin thc ca mnh. Hy chm
cht cho tng cu tr li. Cu t tinh t,
su sc, i vo trng tm vn .
Your interviewer usually taking in about
ten to fifteen minutes. You do not have so
many time to talk so much words or wait
for difficult questions to show off your
knowledge Be thorough with each of your
answer. Fine and deep sentence, forcus
into the questions.
Hy tr li mt cch c th
Ci nh tuyn dng mun nghe ch l mt
on m t ngn gn chng 2 - 3 pht v
bn. iu ct yu trong on m t ny l
bn phi nu c nhng chnh, nhng
li ch thit thc lin quan n v tr ng
tuyn ca bn. on m t cn c th v
ngn gn, bao gm cc thng tin sau:
Be specific in your answer
+ Cc kh nng v k nng ca bn.
+ Cc thnh tch ni bt trong qu kh.
+ S thch, thi quen, nng khiu ca
bn.
+ Your abilities and skills.
+ Your farmous achievement in the
past.
+ Your hobbies, habit and your
aptitude.
Tc phong tr li
Phong cch tr li thoi mi, t tin.
Khng m , khng ni qu nhanh,
khng ni qu to hoc qu b (Bn hy
th tp trc vi bn b, ngi thn
c c li khuyn hu ch). Cu tr li
phi trung thc, bit chn im nhn
gy n tng. ng ngh qu lu ko
ngi phng vn tng bn ang ba ra
cu tr li.
Mt cu tr li c sc thuyt phc khi n
lm tot ln hnh nh mt ngi ng vin
c nng lc, thng minh, tr tu, trung
Response behavior
Respond style is comfortable and
confidence. Do not sound-in-sound, talk
too fast, high volume or low volume (You
can try to practise before the interview
with your friend, your family to have good
advices). The answer must honest, have
highlight notes to make impression. Do
not think in long time, the interview may
think you are cooking the answer.
An answer has a good convincing when it
revealed image of a capable, intelligent,
honest, culture and have ambitious
The interviewers just want to hear a short
self-description in two to three minutes.
It's essential in this paragraph that you
must list out the main ideas, real benefits
to employer if you are hired. Be specified
and short with following information:
Page 27
_________________________________________________

thc, c vn ha v c hoi bo. candidate.
V d 1: Cu tr li thng thng
Ti tn l Nguyn Vn A, hin ti tt
nghip c nhn kinh t khoa Ti chnh
Ngn hng ca Trng H Kinh T
Quc Dn. Ti l mt ngi thch Ni t
lm nhiu!. Ti c c hi hc v sng
to, ti lun mun hon thnh cng vic
hiu qu v nhanh nht.
VD Bn ng tuyn v tr Qun l ri
ro tn dng th nn tr li thm: Ti
am hiu quy trnh tn dng, c kh nng
phn tch ti chnh tt v rt thnh tho
vi my vi tnh.
Example 1: Normal respond
My name is Nguyen Van A; I have a
Bachelor of Economic Science in Banking
and Finance of Natinonal Economic
University. I like "Talk less do more!" I
have a sense of humor and creativity; I
want the job done efficiently and quickly.
V d 2: Cu tr li ca ngi c kinh
nghim
Phn tch: y l mt cch tr li hay.
Bng cch nhn mnh nhng thng tin c
th v kh nng, kinh nghim v kin thc
su rng, bn mang n cho nh tuyn
dng mt ci nhn tng th v bn thn
mnh. Ngoi ra cu tr li trn khng ch
cp n kh nng chuyn mn ca bn
m cn th hin bn c kh nng thit lp
Example 2: Answer of an experienced
person
I have three years experience working in
many different industries: from marketing
and advertising to business. I also worked
in e-commerce industry in the past two
years, and have much knowledge of the
market. I have ability of analysis and using
computer proficiency. Moreover, I have a
team spirit and improving. I improved
myself through the challenges.
Analysis: This is a good answer. By
emphasizing specific information about the
ability, experience and extensive
knowledge, your employer gives an overall
view of themselves. Also answers not only
refer to your professional ability but also
your ability of establishing good
relationships with people around, which is
For example, you are applying the
position Credit risk management can
add more: I understand the credit process.
I am good at financial analysis and very
proficient with computer.
Ti c ba nm kinh nghim lm vic
nhiu ngnh ngh khc nhau: t tip th,
qung co n kinh doanh. Ti cn lm
vic trong ngnh thng mi in t
trong hai nm qua, v c nhiu kin thc
v th trng. Ti c kh nng phn tch
v s dng my tnh thnh tho. Hn na,
ti l ngi c tinh thn ng i v cu
tin. Ti bit pht trin bn thn mnh
qua nhng th thch.
Page 28
_________________________________________________

mi quan h tt p vi mi ngi xung
quanh, l k nng mm c nhiu
nh tuyn dng ch trng ngy nay.
favourable the soft skills to employers.
2. trng bn thch hc mn no
nht v ti sao?
2. What subject do you like in your
school and why?
Tr li:
V d 1
trng ti thch hc mn Ton v cc
mn t nhin. Bi v n gip cho ti c
t duy logic, c phn on nhanh nhn,
tinh t v chnh xc.
V d 2
trng ti thch hc mn Vn. Bi v
n gip ti k nng din thuyt, trnh by
v din gii mt vn c sc thuyt
phc.
V d 3
trng ti thch hc mn Ngoi ng
(nh Ting Anh). Ti v ti thch tm hiu
v khm ph nhiu nn vn ha, tri thc
trn th gii.
Answer:
Example 1
In school I like to study mathematics and
natural subjects. Because it helps me with
logical thinking, quick, sophisticated,
accurate judgement.
Example 2
At school I like to study literature.
Because it helps me to develop persuasive
speaking skills, presenting and explaining
of a problem.
Example 3
At school I like to study foreign languages
(like English). Because I like to learn and
explore different cultures, knowledge of
the world.
3. trng bn khng thch hc
mn no nht v ti sao?
3. What subject do you not like in
your school and why?
Tr li:
Phn tch: Bn hy tr li thnh thc
cu hi ny theo ng s ght ca bn.
Nh tuyn dng ch ang mun d xt
thm v c tnh ca bn.
V d 1
Ti khng thch mn Th dc trng
bi v ti thy n tht mt thi gian.
V d 2
Answer:
Analysis: You should answer the questions
according to your dislikes. The employer
only wants to investigate more about your
personality.
Example 1:
I do not like Gymnastics in school because
I think it waste a lot of time.
Example 2:
Page 29
_________________________________________________

Ti ght mn Lch s bi v khng hiu
sao ti khng th no tp trung u c
hc thuc n.
I hate History because I do not understand
why I could not focus my mind to
memorize it.
4. im trung bnh lp i hc ca
bn l bao nhiu?
4. How much is your average mark in
university?
Tr li:
Phn tch: Bn hy tr li ng theo
im s trng v theo h s np.
Nh tuyn dng ang mun xc thc li
thng tin v nhn nhn s thnh tht ca
bn.
Answer:
Analysis: You should answer correctly as
your mark in university and in the
documents submitted. Employers are
looking to authentic again this information
and recognize your honesty.
5. Xem h s ca bn, ti thy c mt
s mn hc bn khng t kt qu cao.
Bn c th ni nguyn nhn?
5. When see your personal document,
I see some subject you did not reach a
good mark. Can you tell me about the
reason?
Tr li:
Vng, ng vy. Qu l ti c mt s
mn hc khng c tt. Nhng im s
ti t c ch l nhng phn nh ti 1
thi im trong qu kh. V ti ngy
hm nay trng thnh hn rt nhiu,
ti tin y khng phi nguyn nhn gy
cn tr cng vic ca ti hin ti cng
nh sau ny.
Phn tch: Vi loi cu hi ny, nu bn
tr li mt cch thnh tht th qu l sai
lm. Cu hi ny ca nh tuyn dng
khng phi mun ch ra im yu ca bn
m ch mun xem thi v cch gii
quyt ca bn trc mt tnh hung kh
x. ng c tm ra nguyn nhn, cch tr
li tt nht l i din vi s tht
Answer:
Yes, thats right. I didn't have good mark
at some subject. My mark is only reflected
at one moment in the past. And now, I
improved very well, I trust that it can not
be reason hinder my work in present and
in the furture.
Analysis: With this kind of question, it will
be a mistake if you answer honestly. This
question of employer is not made to point
out weaknesses that just want to see your
attitude and your solutions in front of a
dilemma. Do not try to find the cause, the
best answer is to face the truth
6. Bn nh gi nh th no v kh
nng giao tip ng x ca bn thn?
6. How do you assess your
communication skill?
Page 30
_________________________________________________

Tr li:
Khch quan m ni, ti thy mnh c kh
nng tng i tt trong giao tip ng x,
tuy nhin ti mun mnh c tip xc v
tri nghim nhiu hn trong mi trng
lm vic mi.
Answer:
Objectively, I find myself relatively
capable of communication skills, but I
want to be exposed and more experience
in the new working environment.
7. Sau khi c xong CV ca bn, ti
c mt cht thc mc: Da vo u
m bn ni rng bn c K nng giao
tip tt?
7. After read your CV, I have a
question: On which you rely when you
said that you have a good
communication skill?
Tr li:
Cu hi ny cng l 1 lu i vi cc
ng vin trong qu trnh vit CV trc
khi gi n ngn hng. Hy th t t cu
hi vi tt c nhng g bn nu ra
trong CV, chc chn nh tuyn dng s
c n v hi bn mt s vn lin
quan. Bn hy chun b cho nhng cu
hi dng ny khng lng tng khi b
phng vn.
V d
Ti nhn thy rng mnh rt d bt
chuyn v tm hiu mt ngi l. l
do ti bit mnh s ni nhng g v iu
ngi nghe c quan tm hay khng.
Ti li l mt ngi hi hc nn mi
cu chuyn ti u thm tht nhng tnh
hung th v, khin ngi nghe t m v
mun bt chuyn li vi ti. Ti cng rt
hay tm ti kin thc nhiu lnh vc
khc nhau nh: m thc, vn ho, kinh
t, x hi nhng kin thc ny gip ti
giao tip c vi nhiu ngi hn, v
khin cho cu chuyn ca ti phong ph
hn, hp dn hn.
Answer:
This question also is noted with applicants
when writing CV and before sending it to
bank. You should try to make questions
with all of information listed out in your
CV, surely the interviewer will read those
and ask you some issues. Do prepare all
types of the question like this to avoid
embarrassing when you are being
interviewed
For example
I realized that I am good at talking and
find out a stranger. That's because I know
I will say what and the listener will be
interested in. I am a humor person so each
of story I have embellished the interesting
situations, make the listener curious and
want to talk back to me. I also learning
knowledge in many different areas such
as: Food, cultural, economic, social ...
these knowledge help me communicate
with more people, and make my story
richer, more attractive.
Page 31
_________________________________________________

8. C khi no c mt ngi khng c
n tng tt vi bn nhng nh vo
kh nng giao tip ca mnh bn
thay i cch nhn nhn ca ngi
khng?
8. Is there in a situation, there is
someone who is not impressed with you
but thanks to your communitys ability
it has changed the point of view of him?
Tr li:
Chc chn l c trng hp ny! y
cng chnh l iu k diu ca kh nng
giao tip. Ti c th khng xinh xn hay
ti gii, cng c nhiu ngi ban u
khng thch ti, nhng nh vo s giao
tip v nhng cu chuyn ht sc th v
ca mnh ti khin h thay i cch
nhn nhn v mnh.
Answer:
Yes, surely I had! This is the magic of
communication skills. I can not beautiful
or talented, there are many people who
initially did not like me, but thanks to the
communication and the story of his very
interesting ... I've made them change their
perceptions about.
9. Kh khn ca bn khi trnh by
trc m ng l g?
9. What is your difficult when present
before a crowd?
Tr li:
Kh khn ca ti khi trnh by trc m
ng l i khi t nhin lng tng. l
khi s din t khng theo kp vi dng
suy ngh t trong t duy.
Answer:
My difficulty when presented before a
crowd is suddenly confused sometimes.
That's when the expression does not keep
up with the massive line of thought in
thinking.
10. Bn tng tht bi bao gi
cha? Hy k v tht bi ln nht m
bn tri qua?
10. Have you ever failed before? Tell us
about the biggest failure you've had?
Tr li:
Ti ngh rng cuc sng rt cng bng,
cho bn ci g v ly i ca bn ci g
cng u li bi hc su sc. Khi i
mt vi tht bi, ti lun suy ngh lc
quan rng mnh s gt hi c thnh
cng nu bit ng dy ngay sau . Bi
vy, ti xem vic gp tht bi cng chnh
l s khi u cho nhng iu tt p
Answer:
I think life is fair, gives you nothing and
take away what you have also left a
profound lesson. When faced with failure,
I always think positive that he will reap
success if known stand up after that. So, I
see the failure is also the start of better
things. The greatest failure ever happened
to me is when they can not get a job right
Page 32
_________________________________________________

hn.
Tht bi ln nht tng xy ra i vi ti
l khi khng th xin c vic lm ng
vi chuyn ngnh ca mnh sau khi tt
nghip. iu ny khin cho ti thm
quyt tm thi tuyn vo y.
with my major after graduation. This
makes me more determined to contest
here.

11. Bn bao gi gp iu g bt
hnh cha? Lc bn suy ngh nh
th no?
11. Have you ever encountered
something unfortunate yet? What do
you think at that time?
Tr li:
Ti c bit mt cu ni ni ting trong
th ca cha Cc Mc gi cho Cc Mc l:
Mt tri khng chiu cho ring ai
nhng ngi trn th, d ngi hnh
phc n bao nhiu th cng c nhng
gi bt hnh. Ai trong chng ta cng c
lc gp phi nhng iu bt hnh Ti
cng vy. Vn l bn hy bit vn
ln v vt qua nhng iu bt hnh .
Answer:
I know a famous saying in the letter sent
from his father Karl Marx to Karl Marx
was: "The sun does not shine for those
who own the world, despite the many
happy hours there are also unfortunate..
Anyone of us sometime has encountered at
the misfortunes - me too. The problem is
that you please rise and overcome that
misfortunes.
12. Bn hc c g t nhng sai
lm?
12. What have you learned from your
mistakes?
Tr li:
Ngay c khi vn ca bn l khng c
thi gian hc tp, nghin cu, bn cng
cn cho nh tuyn dng thy cch bn
iu chnh th t u tin trong lch lm vic
ca mnh gii quyt n. Vic ny chng
t bn l ngi c tinh thn trch nhim v
c th t mnh tm ra gii php cho vn
Answer:
Analysis: Sometimes, you will not know the
answer to this question of how, especially
when you're out of school and had no
experience. When asked this question, the
employer wants to know you are capable of
thinking to find solutions to all problems you
encounter or not.
Even if your problem is not enough time to
study, research, you also need to show
employers how you've adjusted the order of
priority in his schedule to solve it. This
proves you are a person with a sense of
responsibility and would be able to find
Phn tch: i lc, bn s khng bit tr
li cu hi ny nh th no, c bit l khi
bn mi ra trng v cha c kinh nghim.
Khi hi cu ny, nh tuyn dng mun bit
bn c kh nng t duy tm ra gii php
cho tt c vn bn gp phi hay khng.
Page 33
_________________________________________________

gp phi.
V d 1
Trong cuc sng chng ta, ai cng tng
mc phi sai lm. Ti cng vy, nhng sai
lm cho ti nhng bi hc su sc
nht.
Ti tng qu tin vo mt ngi bn, v
th b bn li dng ly i chic xe my
m m ti dnh dm mua cho ti lm
phng tin i hc v i lm. Qua s vic
ny ti ngh rng mnh nn chn ng bn
m chi v i khi trong cng vic cn thn
trng, cn nhc hn ch nhng ri ro
khng ng c.
V d 2
Ti ngh rng mt trong nhng iu quan
trng nht m ti hc c t nhng sai
lm l s kin tr, khng nn t b qu sm
mc tiu, bi v thnh cng c l ngay
trc mt ti.
V d 3
Ti ngh rng khng c mt ai l hon ho,
ai trong chng ta cng tng mc phi sai
lm. ng trc mt sai lm, ti ngh rng
mnh nn phn tch, suy xt vn khc
phc cc nguyn nhn ch quan v hn ch
cc nguyn nhn khch quan iu ny
khng xy ra mt ln na.
solutions for problems encountered.
Example 1
In our lives, everyone has ever made a
mistake. Me too, but it was wrong for me the
most profound lessons.I had complete trust
in a friend, so you have been taking
advantage of the motorcycle which my
mother had saved to buy me as a means of
going to school and work. Through this I
think that you should choose the right play
and sometimes work carefully, weighing up
to limit unnecessary risks.
Example 2
I think one of the most important things I've
learned is persistence. Not to give up too
soon, because the solution is probably right
in front of me.
Example 3
Nobody's perfect, everybody commits
mistakes, to make it right, i just look back to
that particular problem and i look the
positive and the negative so that i never to
do it again.
13. Hy m t mt tnh hung kh
khn bn tng gp phi v cch bn
x tr?
(Cu hi tng t:
- Rc ri ln nht m bn tng gp phi
trong i l g, v bn lm g
gii quyt n n tha?)
13. Describe a difficult situation you
ever encountered and how you tackle?
(The same questions:
- What is the most biggest problem that
you ever had in your life, and what did
you do to make it right?)
Page 34
_________________________________________________

Tr li:
l khi sp ca mt b phn khc, ng
ta gi ti vo vn phng qut tho v gi
ln tn ti. Ti ngh ng ta bnh tnh v
gii thch rng ti lm sai chuyn g, khi
ng ta khng th lm iu i vi ti,
ng y bnh tnh tr li v cho ch l
mt s hiu lm v ng xin li ti nhng
g khng phi v chng ti li vui v tr li.
Phn tch: Cu tr li cho thy n lc ca
bn trong vic gii quyt vn , khin nh
tuyn dng ngh rng bn l ngi lun
kim sot c bn thn trong mi tnh
hung
Answer:
That's when the boss of the other part, he
called me into his office yelling and called
out my name. I suggest he calm and explain
that what I did wrong, when he could not do
it for me, He has calmed down and it was
just a misunderstanding and he would not
my fault what they do and fun again.
Analysis: The answer shows your efforts in
solving problems, making employers think
you are always self control in all situations
14. Bn nh ngha nh th no l
Thnh cng?
14. How do you evaluate success?
Tr li:
V d 1
Theo ti thnh cng n gin l bit ng
dy sau nhng tht bi ca chnh mnh.
V d 2
Thnh cng l ci ch gip ta thm ng
lc vn ti, dm ngh v dm lm.
V d 3
Thnh cng l ni m chng ta cn phi
tip tc t c nhng mc tiu trong mt
khong thi gian nht nh v qu trnh ny
khng bao gi dng li.
V d 4
Thnh cng l cm gic m bn c c t
nhng thnh tu cng nh s hi lng v
cc mc tiu m bn t ra.
V d 5
Answer:
Example 1
In my opinion, Success is simply that you
can stand up after each of your failure.
Example 2
Success is a target to help us to get more
motivation to reach, to think to do.
Example 3
Success is the place where we need to
continue reach the target in a fixed timeline
and this process never stops.
Example 4
Success is the feeling that you get from
achievements, also satsifaction of the
targets you set.
Example 5
Success is continuously improving and
Page 35
_________________________________________________

Thnh cng l lin tc ci tin v hon
thnh mt cch xut sc cng vic m bn
yu thch.
excellent complete the job you love.
15. Bn c dm i mt vi nhng th
thch, kh khn khng?
15. Do you dare to face the challenges
and difficulties?
Tr li:
Ti lun sn sng i mt vi nhng th
thch v kh khn; bi v ti bit rng:
Chng c con ng vinh quang no
tri thm cho chng ta bc!
Answer:
I am always ready to face the challenges
and difficulties; because I know that:
There is no way glorious red carpet for
us to step on
16. iu g thng khin bn do d,
kh x nht?
16. What makes you usually most
hesitate, awkward?
Tr li:
iu khin ti kh x nht l khi b nh
v mt vic m ti khng th gip c.
Answer:
What makes me most awkward when be
depended on something that I can not help
17. Bn c nhng s thch g? 17. What are your hobbies?
Tr li:
V d 1: Ti rt thch i du lch cng bn
b, ngi thn; khm ph nhng mn m
thc ni ting H Ni v nhng ni ti
c dp t chn n. (Bn c th b hi
thm: Bn i du lch c nhng u?
Bn thch mn n no H Ni?)
V d 2: Ti thch c tip xc vi
nhng ngi hi hc v d dm.
V d 3: Ti thch i shopping cng bn
b, i n ung ph c H Ni. (Bn c
th b hi thm, bn thch mn n no
ph c H Ni!)
V d 4: Ti thch th thao, c bit l
bng . (Bn c th b hi thm: Bn
thch i bng no? Thch cu th no?
Answer:
Example 1: I like to travel with friends
and relatives; explore the popular food in
Hanoi and the places where I have been.
(You may be asked more: Where did you
travel? What food do you like in Hanoi?)
Example 2: I like to meet to the humorous
and witty person.
Example 3: I like go shopping with
friends, go eatting at the Old Quarter. (You
may be asked more: What food do you like
in Hanoi?)
Example 4: I like sports, especially
football. (You may be asked more: What
football team does you like? Your
favourite player? Be ready to answers!)
Page 36
_________________________________________________

Hy chun b sn cu tr li nh!)
V d 5: Ti thch c gip ba m cng
vic nh, ti thy mnh trng thnh v
c trch nhim hn vi gia nh.
Example 5: I love to help my parents with
house works, I find myself more mature
and more responsible with my families.
18. Bn c thch c sch khng?
Cun sch gn nht m bn c l
cun sch no?
18. Do you like reading? What book
did you read in recent?
Tr li:
C, ti thch c nhng quyn sch k v
cc doanh nhn thnh t. Nh Steven
Jobs, Bill Gates hay sch dy lm giu
ca Adam Khoo. Cun sch gn nht ti
c l quyn: Lm ch t duy thay i
vn mnh ca Adam Khoo. l mt
quyn sch rt hay v li cun, n gip
ti mt t duy hon ton mi v cuc
sng, mt tinh thn nhit huyt sng
v lm vic, mt s t tin kim sot v
lm ch mi vn .
Answer:
Yes, I like books of successful
businessmen. Such as Steven Jobs, Bill
Gates or books teach you get rich by
Adam Khoo. The most recent book I read
is: Master your mind, design your
destiny by Adam Khoo. This book is
good and attractive, bringing me a fresh
thought of life, an enthusiasm to live and
work, a faith to control and win
everything.
19. Do you have a slogan in your life?
What is it?
Tr li:
V d 1
Ti c l tng sng. l Hy sng
nh ngy hm nay l ngy cui cng ca
cuc i mnh.
V d 2
Ti c l tng sng. l Hy ni
bng i tay.
Answer:
Example 1
I have the ideal life. It is Live like today
is the last day of your life
Example 2
I have the ideal life. It is Let's talk with
your hands
20. Thn tng ca bn l ai? 20. Who is your idol?
Tr li:
V d 1
Answer:
Example 1
19. Bn c l tng sng khng? l
g?
Page 37
_________________________________________________

Thn tng ca ti l Steven Jobs
Huyn thoi ca thung lng silicon. Mt
nh doanh nhn ti ba ca ngnh cng
ngh vi nhng suy ngh tht khc bit v
tinh t.
V d 2
Thn tng ca ti l Bill Gates mt
doanh nhn ngi M, nh t thin, tc
gi v l ch tch tp on Microsoft,
hng phn mm khng l ni ting khp
ton th gii. Ti rt thch mt cu ni
ca ng: Th gii vn khng cng bng.
Bn bit iu ny ch? D bn c nhn
thy s bt cng trong x hi hay khng
th cng ng hy vng lm thay i c
n. Vic cn lm l hy thch nghi vi
n.
My idol is Steven Jobs Silicon Valley
legend. A talented businessman of the
high-technology industry with diffirent
and exceptional thought.
Example 2
My idol is Bill Gates an American
businessman, philanthropist, author and
chairman of Microsoft, the giant software
maker famous throughout the world. I like
a saying of his: The world is not fair
capital. You know this you? Whether you
see the injustice in society or not, do not
expect to change it. The need to do is
adapt to it.
21. Theo bn iu g l quan trng
hn c: Tin bc hay a v? Ti sao?
21. What is important, money or
position? Why?
Tr li:
y l mt cu hi kim tra tnh cch
ca bn. Bi vy cu hi s c nhiu cch
tr li, min l bn din gii n mt
cch hp l.
V d 1
Ti ngh rng c Tin bc v a v u rt
quan trng. Chng lun lun ng hnh v
h tr ln nhau.
V d 2
Ti ngh rng a v l quan trng hn c.
a v tt l nn tng c tin bc v
quyn lc.
Answer:
This is a question to test your character.
Therefore have different questions to
answer, as long as you interpret it
appropriately.
Example 1
I think both Money and Station are
important. They always accompany and
support each other.
Example 2
I think Position is the main thing. If we are
in good position automatically money will
comes to us.
22. im mnh nht ca bn l g? 22. What is your greatest strength?
Page 38
_________________________________________________

Tr li:
( tr li cho cu hi ny, bn nn tm
hiu trc M t tng v tr cng vic
c cu tr li ph hp, kt hp vi gi
sau.)
V d 1
Ti l ngi c sc khe, c o to
bi bn v c ti luyn trong mt
mi trng lm vic chuyn nghip. Ti
hon ton t tin mnh c th lm tt cng
vic ca v tr ny.
V d 2
Khi ti lm mt cng vic, ti khng ch
mun hon thnh n ng hn. Hn ht,
ti mong mun hon thnh n tt nht so
vi k hoch.
Answer:
(To answer this question, you should find
out Describe for each position in the
first to get match answers, combine with
these following suggestions.)
Example 1
I am a healthy person, had a welling
trained and had been forged in a
professional working environment. I was
confident I could do a good job of this
location
Example 2
When I'm working on a project, I don't
want just to meet deadlines. Rather, I
prefer to complete the project best ahead
of schedule.
23. im yu nht ca bn l g? 23. What is your greatest weakness?
Tr li:
V d 1
Ti l mt ngi thng minh v c kh
nng tip thu kin thc nhanh; tuy nhin
cng v vy m khi lm vic nhm ti t
lng nghe kin ca ngi khc i khi
gi l T ph. Nhng khi tip xc vi
nhiu ngi hn, c bit l mt s ngi
mi thn vi nhm bn ca ti, ti nhn
thy rt nhiu ngi cn gii giang hn
ti v ti cn phi hc hi. Ti ang c
gng hc cch lng nghe ngi khc
Phn tch VD1: Bn hy nu ra nhng
im yu t lin quan n v tr ng tuyn,
hoc im yu m bn c th sm khc
phc n trong thi gian ti.
V d 2
Answer:
Example 1
I am an intelligent person and able to
acquire knowledge quickly, however also
working so that my little group of people
listening to others - sometimes called the
Self side. But when exposed to more
people, especially some new friends with
my group, I noticed a lot of people are
good giang than me and I need to learn.
I'm trying to learn how to listen to others
...
Analysis Ex 1: Name each of the
weaknesses less relevant to the position,
or weakness that you can fix it soon in the
future.
Example 2
Page 39
_________________________________________________

Ti c nhc im l mt khi lm vic
l ht sc tp trung, bt c ai lm phin
cng lm ti cu knh v ti c th qut
um ln nu ngi lm ti phi gin
on cng vic.
Phn tch VD2: Ci hay ca cu tr li
ny l bin im yu d cu gt ca
bn tr thnh im mnh l nim am m
cng vic ca bn.
I have the drawback is that once work is
very focused, well anyone who bothered
me and I can surly broad um up if he does
I have to interrupt work.
Analysis Ex 2: The beauty of this answer
is turned weakness "irritability" become
your strengths is the passion of your work.
24. Bn thch iu g nht? 24. What do you like most?
Answer:
What I like is simply: To gather home,
reunited with family after working hard
every day.
iu ti thch n gin ch l: c v
nh quy qun, on t vi gia nh sau
mi ngy lm vic vt v.
Tr li:
25. Bn ght iu g nht? 25. What do you hate most?
Tr li:
V d 1
Ti ght phi lm nhng iu m ti
Answer:
Example 1
I hate to do things that I do not like.
Example 2
I hate having to suffer the consequences
khng thch.
V d 2
Ti ght phi hng chu nhng hu qu that others caused.
m ngi khc gy ra.
26. Bn ght iu g nht trong cuc
sng v trong cng vic?
Tr li:
V d 1
iu ti ght nht trong cuc sng ln
trong cng vic l s tr hn. Ti l mt
ngi chnh mnh v lun tun th gi
gic, do ti khng thch nhng ngi
tr hon cng vic v bt ti phi ch i,
nu c nhiu ngi bn nh th th ti s
late. I am a person yourself and always
adhere to the time, so I do not like people
who delay the work and made me to wait,
if more people like you, I'll find yourself a
lot of time wasted time.
Answer:
Example 1
What I hate most in life and at work is
26. What do you hate most in the life
and the job?
Page 40
_________________________________________________

thy mnh ang b ung ph rt nhiu thi
gian.
V d 2
iu ti ght nht trong cuc sng ln
trong cng vic l s nhm chn. Do ,
ti lun mun nhng iu mi m trong
cuc sng, nhng th thch trong cng
vic. iu lm cho ti cm thy mnh
trng thnh hn v nng ng hn.
Example 2
The thing I hate most in life and in work is
the boring. Therefore, I always want new
things in life, the challenges of the job.
That makes me feel more mature and more
dynamic.
27. iu g khin bn t ho nht v
bn thn?
27. What make you most proud of
about yourself?
Tr li:
Phn tch: Bn hy chn ra mt iu ni
bt m thc s bn c, lin quan n
nhng tc phong, thi quen trong cng
vic.
V d
Ti lun t ho mnh l mt ngi rt
chnh mnh v gi gic trong cuc sng
cng nh trong cng vic.
Answer:
Analysis: You pick out one highlight that
really you have, related on your work style
and your habits.
For example
I am always proud of myself and I am a
person compliance about time in live also
in work.
28. iu g khin bn tht vng nht
v bn thn?
28. What makes you most disappointed
about yourself?
Tr li:
Phn tch: Bn nn tr li cu hi ny
theo hng: Bn khng bao gi hi lng
vi nhng g mnh c. Bn lun mun cu
tin v hc hi nhiu hn na.
V d
iu ti tht vng v mnh l khi hon
thnh c t hn nhng g mnh mong
mun.
Answer:
Analysis: You should answer this question
in the direction: You are never satisfied
with what they have. You always wish for
progress and learn more.
For example
I disappoint about myself when have done
less than what I want.
29. Bn thch mu g? V ti sao? 29. What is your favorite colour? and
Page 41
_________________________________________________

Tr li:
Mu ti a thch l mu xanh dng, bi
l mu ca bu tri. Mi khi nhn ln
tri, tm nhn ca ti nh tri rng ra
khng bao gi ht. Bu tri dng nh
v tn v khng c im dng. iu
thi thc trong ti rng, hy phn u
nhiu nhiu hn na v thnh cng chnh
l khng bao gi bng lng vi nhng g
mnh ang c.
Answer:
why?
30. If you are became a flower. What
flower do you like to become?
My favorite colour is blue, because blue is
the colour of sky. Whenever seeing the sky
it show there is no limit. Sky seems to be
never ending and infinite. So it always
impulse me to do more and more things and
success is never satisfied with whatever you
having.
30. Nu c v mnh nh mt loi
hoa. Bn thch l loi hoa g?
Ti mun mnh l hoa hng dng.
Loi hoa lun hng v nh mt tri.
Cng ging nh vic chng ta lun tm
cho mnh mt chn l sng no trong
cuc i theo ui.
Tr li: Answer:
I want to be a sunflower. Flowers always
towards the sun. Same as we always find
any truth in the life to follow up.
(The next question of the interview may
be: What is the truth is your life? You
should refer to The answer of question
17)
(Cu hi tip theo ca nh phng vn c
th l: Chn l sng ca bn l g?.
Bn hy tham kho Cu tr li ca cu
17)
31. If you become an animal. What
animal do you want to become?
31. Nu c tr thnh mt loi vt.
Bn mun mnh l con vt no?
Answer: Tr li:
32. When make important decisions,
you usually consult with whom?
I want to be an eagle; because I like the
rough, quick eyes and the intelligence of
it.
32. Khi ra cc quyt nh quan trng,
bn thng tham kho kin ca ai?
Ti mun mnh l chim i bng; bi ti
thch s dng mnh, i mt tinh nhanh
v tr thng minh ca n.
Tr li: Answer:
Page 42
_________________________________________________

V d 1
Ti thng tham kho kin ca m ti.
V m l ngi tng tri v lun cho ti
nhng li khuyn xc ng.
V d 2
Ti thng hi ng ngoi ti v ng
tng c mt thi gian i lm kinh t mi,
tip xc vi nhiu ngi trong lnh vc
kinh t ti chnh.
Example 1
I usually consult from my mother.
Because my mother has a lot of experience
and always giving me relevant advice.
Example 2
I often ask my grandfather because he had
a time working in the new economic zone,
had many contacts with people in the
financial-economic sector.
33. Khi lm vic nhm bn thng
m nhn v tr no, trng nhm hay
thnh vin?
33. What position do you usually take
in team, team leader or member?
Tr li:
V d 1
Ti thng m nhn v tr nhm trng
bi ti c kh nng tp hp v gn kt
mi ngi trong nhm.
V d 2
Ti thng m nhn v tr thnh vin bi
ti thch hon thnh cng vic mt cch
sut sc vi phn vic giao hn l
qun l chung c nhm.
Answer:
Example 1
I used the position of team leader because
I have the ability to group up and engage
everyone in the group.
Example 2
I usually take as a member because I like
to complete its work with the excellent
performance delivered rather than general
management team.
34. Theo bn c nhn phi tn trng
tp th hay tp th phi v c nhn?
34. Follow you, an individual must
respect a group or a group must respect
an individual?
Tr li:
Theo ti s tn trng phi xut pht t
hai pha, hay ng ngha l Chng ta
phi sng tn trng ln nhau.
Nu bn khng tn trng ngi khc th
ngi khc chc cng s khng ly l do
g tn trng bn. Do , c nhn phi
tn trng tp th v c nhn sng v lm
Answer:
In my opinion, the respect must start from
both sides, just means We must live in
mutual respect.
If you do not respect others, others will
not take certain reason to respect you.
Therefore, individuals must be respect for
group because individuals living and
Page 43
_________________________________________________

vic trong tp th, l mt phn ca tp
th. Tuy nhin tp th cng cn tn trng
c nhn khch l mi c nhn phn u
v tp th.
working in the group, is part of the group.
However, the group is also respect for the
individual to encourage individuals to
strive for the group.
35. Bn cn c nhng nng khiu no
khng?
35. Do you have any other special
abilities?
Tr li:
V d 1
Ti tng ot gii cu lng ca trng v
chi gii cu lng cng l mt trong
nhng nng khiu ca ti
V d 2
Ti c nng khiu v hi ha. Ti thng
hay v thip tng bn b, thy c nhn
cc ngy l hoc nhn dp c bit no
.
V d 3
Ti c nng khiu v ht nhc. Ti tng
tham gia cc tit mc vn ngh nhn dp
k nim Ngy thnh lp on, ng
thng nin.
Answer:
Example 1
I had an archivement in badminton course
in my university and good at playing
badminton is one of my special abilities.
Example 2
I have special ability in painting. I am
often paint card as a gift for my friend, my
teachers in ceremony days or in some
specially days else.
Example 3
I am talented in singing. I had participated
in the amount of entertainment courses to
celebrate the annual establishment of
union, party.
36. Nu ch chn 1 (mt) t din t v
bn thn mnh. Bn s ni g?
36. If only choose one word to describe
about myself. What would you say?
Tr li:
Phn tch: Cu hi ny xen ln cht hi
hc ca nh tuyn dng, do bn c
th ngh ra cc cu tr li sng to
gy thin cm vi h.
V d 1
l t Thng thn, bi khi ni
chuyn ti khng thch vng vo v lan
man. Ti lun mun tp trung i thng,
ni tht vo vn .
Answer:
Analysis: This question has a few of
humor of the employer, so you can think of
creative answers to sympathize with their
cause.
Example 1
It is from Frankly because I do not like
to beat around the bush. I always want to
get into the point, telling the main thing of
the problem.
Page 44
_________________________________________________

37. Nu bn c tin bc, ai
khuyn bn nn ngh sm, bn c ng
khng?
37. If you have enough money,
someone encourages you to leave early,
do you agree?
Tr li:
Mi ngi trong chng ta u c mt
nim am m khc nhau, i vi ti tin
bc khng phi l tt c. c lm cng
vic mnh thch cng l mt iu rt
ngha trong cuc i, bi vy ti s
khng mun ngh sm nu nim am m
ny vn cn thi thc.
Answer:
Each of us has a different passion; money
is not everything with me. To do the job
you like is a very meaningful thing in life,
so I would not want to leave early if my
passion is still motivated.
38. Bn c quen ai lm vic ti ngn
hng chng ti khng?
38. Do you know anyone working in
our bank?
Tr li:
Phn tch: Nu bn thc s quen ai
th c th ni ra. C l y l cu hi cho
nhng v tr thn quen, vy nn, nu
nh bn khng quen bit ai c th ng
ngn ngi m tr li d dm nh cu tr
li di y.
V d
Va hay, ti cng va mi quen c
mt s ngi. l bc bo v, ch tp
v, nhn vin quy giao dch v cc anh
ch l nhng ngi phng vn vin hm
nay.
Answer:
Analysis: If you actually know someone,
you can speak out. Perhaps this is the
question for the familiar position, so if
you do not know anyone, do not hesitate to
answer such witty like this following
answer.
For example
By the way, I just know some people. It
was a guardman, counter staff and you
who interview me today.

Chng 2: Hi v qu trnh cng tc
Chapter 2: Working history questions
( nhng cu hi v qu trnh lm vic trc y, tt hn ht l bn hy tr li thnh tht vi
nh tuyn dng. Bi ch c s thnh tht mi gip bn c c mt s nghip vng chc v c
c cm tnh t ngi tuyn dng. Bn ng c gng che giu hay phng i qu mc bi h
l nhng ngi chuyn nhn ngi v lun c cch thm d mc thnh thc ca bn.)
Page 45
_________________________________________________

Danh sch cu hi Kh nng hi
1. Bn lm g cng vic trc y? 85%
2. Ti sao bn ri b cng vic c?
(Cu hi tng t:
- Ti sao bn li thi vic?)
60%
3. V sao bn mun thay i cng vic? 60%
4. V sao bn li mun thay i nhiu ni lm vic nh vy? 50%
5. Bn ngh g v ng ch c? 15%
6. Theo bn ngi lnh o cn c nhng phm cht g?
(Cu hi tng t:
- Bn mun cp trn ca mnh s l ngi nh th no?)
7%
7. Hy k v ng ch ti nht m bn gp? 5%
8. Bn bao gi gp kh khn khi lm vic vi ngi qun l
cha?
8%

1. Bn lm g cng vic trc
y?
1. What have you been doing since
your last job?
9. Bn c nhng k nng cng vic no? 40%
10. Bn thch g hay khng thch g cng vic c? 20%
11. Hy k v nhng thnh tch ni tri ca bn cng vic c? 10%
12. ng ch c ca bn nhn xt g v bn? 5%
13. ng nghip c ca bn nhn xt g v bn? 5%
14. Bn thuyt phc c bao nhiu ngi lm theo bn? 5%
15. Lng ca bn trc y l bao nhiu? 35%
Page 46
_________________________________________________

Tr li:
Phn tch: Thnh thc l yu cu quan
trng nht vi cc cu hi v cng vic
trc y ca bn. Nu bn b sa thi t
cng vic trc, bn hy nhn thng vo
mt nh tuyn dng hin ti v ni rng,
ti b sa thi. Sau , bn hy ni v
kinh nghim c c t cng vic v
cch bn s gii quyt cc vn trong vai
tr mi.
V d 1
Ti lm mt vi d n kinh doanh t
do, ng thi ti cng ang tch cc tm
kim mt cng vic chnh.
V d 2
Ti c lm v tr nhn vin k ton
bn hng ca cng ty X, cng vic ny
gip ti nhiu kinh nghim trong lnh vc
k ton, k nng giao tip ng x vi
khch hng.
Answer:
Analysis: The fact is most important to
ask questions about your previous job. If
you were fired from previous job, you
make eye contact with current employers
and say that I was fired. Then you talk
about the experience gained from that job
and how you will solve the problem in his
new role.
Example 1
I did a few projects in free enterprise, and
are also actively seeking a major work.
Example 2
I have been doing in the bookkeeper
position of the company selling X, this
work has helped me a lot of experience in
accounting and communication skills
dealing with customers.
2. Ti sao bn ri b cng vic c?
(Cu hi tng t:
- Ti sao bn li thi vic?)
2. Why are you leaving your job?
(The same question:
- Why do you resign your job?)
hin ti v ti mun tri nghim nhiu th
thch hn, c pht huy ti a nng lc
bn thn v tr cng vic mi. V qu
ngn hng (cng ty) l ni ti tin rng
mnh c th pht huy c nhng nng lc
.
Phn tch VD1: Cu tr li ny cho thy
Answer:
Example 1
I feel myself bored with current work and
I want to experience more challenging, to
maximize my capacity at a new job. And
your bank (company) is where I believe
that I can develop the capacity there.
Analysis Example 1: This answer shows
that you have strong personality, eager of
improvement, self asserting.
Tr li:
V d 1
Ti t thy mnh nhm chn vi cng vic
Page 47
_________________________________________________

bn l ngi mnh m, lun cu tin v
mong mun khng nh bn thn.
V d 2
Ti p nhiu mc tiu hoi bo cho s
nghip ca mnh, nhng khng may cng
ty hin ti khng cho ti c hi thng tin
m ti mong i. V vy, ti bt u tm
kim cho mnh nhng c hi khc thay v
dnh qu nhiu thi gian cho cng vic m
ti khng c c hi tin xa hn. V cng ty
chnh l ni ti tin mnh c th t c
mc tiu hng p ca mnh.
Phn tch VD2: Cu tr li ny cho thy
bn l ngi bit t ra k hoch v mc
tiu cho s nghip v cuc i mnh.
C 2 cu tr li trn cng ht sc kho lo
khng cp n nhng kha cnh t nh
khc khin mt ngi quyt nh ri b
cng ty hin ti nh vn lng bng, s
qun l ti hay do mu thun vi sp.
Example 2
Analysis Example 2: This answer shows
that you are planning and setting goals for
career and life.
Both are 2 answers also very cleverly do
not mention other sensitive aspects that a
person decides to leave the company at as
the problem of wages, bad management or
conflict with the boss.
3. V sao bn mun thay i cng
vic?
3. Why you are looking to change
your job?
Tr li:
V d 1
Ti mong mun c lm vic mt mi
trng ln hn, nng ng hn, chuyn
nghip hn v nhiu c hi thng tin hn.
V d 2
Cng ty c ca ti ang trong thi k ct
gim nhn s, ti cm thy mnh nn tm
kim mt cng vic mi, mt c hi mi
V d 3
Answer:
Example 1
I prefer working in a larger environment,
more dynamic, more professional
advancement opportunities.
Example 2
My previous company is in the period of
cutting jobs, I feel I should look for a new
job, a new opportunity
Example 3
I want to experience more challenging
I cherished more ambitious goals for my
career, but unfortunately current company
does not give me opportunities for
promoting which I expected. So I began
searching for other opportunities rather
than spend too much time for a job that I
do not have opportunities for promote.
And your company is where I believe I
can achieve my target.
Page 48
_________________________________________________

Ti mong mun c tri nghim nhiu
th thch hn trong cng vic, trng
thnh v c nhiu kinh nghim lm vic
hn. Ti khng thch cng vic qu nhm
chn.
Phn tch: Cc cu tr li trn u l
nhng l do hp l cho s thay i cng
vic ca bn, ng thi gip bn khng ni
xu hay ph phn iu g v cng ty v
cng vic c.
work, to grow up and have more work
experience. I did not like it too boring.
Analysis: The above answers are good
reasons for the change in your work and
help you not say anything bad or critical
about the company and the old job.

4. V sao bn li mun thay i nhiu
ni lm vic nh vy?
4. Why do you want to change so
many work places?
Tr li:
Ti hon ton khng phi l mt ngi
thch nhy vic hay c mi ni c.
Vic ti i tm kim cng vic mi u do
nhng nguyn nhn khch quan m ti
khng cn la chn no khc; v ti lun
mong mnh s c dng chn mt cng
vic ph hp vi bn thn.
Answer:
I definitely dont want become a job-
hopper or grass always greener on the
other side of the fence. I went looking for
new jobs due to objective reasons that I no
longer have any other option, and I always
wish I will be stopping at a suitable job for
myself.
5. Bn ngh g v ngi lnh o c?

5. What do you think about your old
supervisor?
Tr li:
Ti c n tng tt v ng y. Tuy nhin
vic ti ri b cng vic c khng lin
quan g n nhng n tng ny.
Answer:
I have a good impression on him. But I
left the old job regardless this impression.
6. Theo bn ngi lnh o l mt
ngi nh th no?
6. How is your leadership in your
opinion?
Page 49
_________________________________________________

(Cu hi tng t:
- Bn mun cp trn ca mnh s l
ngi nh th no?)
(The same question:
- What do you expect on your
superiors?)
Tr li:
Theo ti mt ngi lnh o trc ht cn
c mt tm nhn xa bi anh ta chnh l
ngn hi ng cho mi bc i ca
doanh nghip. Km theo l tnh kin
nh, qu quyt, s t tin, kin tr. Ngoi
ra, ngi lnh o cn c kinh nghim v
nhng mi quan h nht nh trong lnh
vc m cng ty ang kinh doanh.
Answer:
In my opinion, a leader must have a vision
because he is a beacon for each step of
the company, consistency, determination,
confidence, perseverance is accompanied.
In addition, leaders need to have
experience and relationships in areas the
company business.
7. Hy k v cp trn ti nht m bn
gp?
7. Tell us about the worst boss youve
work with?
Tr li:
Phn tch: Khng bao gi c ni xu v
sp c. Mt nh tuyn dng c kinh
nghim s d chng v nhn ra rng bn
s ni v sp nh th mt ni no nu
sau ny bn cng b sa thi.
V d bn c th tr li nh sau:
Answer:
Analysis: Never tell bad things about your
last boss. An experienced interviewer will
hedge and realize that you will talk about
him or her in a place like that if later on
you also get fired.
For example you can answer as follow:
Actually I have never met any bad boss.
The first boss treated me very well. I also
see them as my brothers, my father, and
uncle. They also supported me on my new
career path
8. Bn bao gi gp kh khn khi
lm vic vi ngi qun l cha?
8. Have you ever had difficulty
working with a manager?
Tr li:
Ti c mt thi gian kh khn vi
Answer:
I had a rocky start with a manager once,
Thc s th ti cha bao gi gp ng ch
ti no c. Cc ng ch trc i i vi
ti rt tt. Ti cn xem h nh nhng
ngi anh, ngi cha, ch. H cng lun
ng h ti trn con ng lp nghip ca
mnh.
Page 50
_________________________________________________

ngi qun l mt ln, bi v chng ti c
k vng khc nhau i vi cng mt d n.
Khi chng ti ni chuyn v n, chng ti
nhn ra rng cc mc tiu ca chng ti l
rt tng thch, v chng ti lm vic
rt thnh cng vi nhau trong nhiu nm.
Ti nhn thy rng nu ti dnh thi gian
ni chuyn vi ngi qun l ca ti khi
bt u mt d n th chng ta s c mt
khi u tuyt vi.
because we had different expectations for
the flow of the workday. Once we talked
about it, we realized that our goals were
very compatible, and we were able to work
very successfully together for several
years.
I have found that if I take the time to talk
with my manager at the beginning of a
project, we can all get off to a great start on
the same page.
9. Bn c nhng k nng cng vic
no?
9. What job skills did you have?
Tr li:
(Bn nn xem li phn M t cng vic
tng v tr Phn 6 la chn nhng
k nng ph hp nht vi cng vic d
tuyn.)
Answer:
(You should review the Description of
each job position to choose the most
appropriate skills for the job candidate.)
10. Bn thch g hay khng thch g
cng vic c?
10. What did you like or dislike about
your previous job?
Tr li:
V d 1
iu ti thch cng vic c l ti c
lm cng vi nhng ngi rt hi hc, ci
m. i ng lnh o ca cng ty cng rt
quan tm n nhn vin, lun chia s v
gn kt mi ngi vi chin lc chung
ca cng ty. Nh vy m bu khng kh
lm vic cng ty rt thn thin v y
hng khi.
V d 2
iu ti khng thch cng vic c l n
khng ph hp vi kh nng v chuyn
Answer:
Example 1
What I love about my old job was made
with the very funny and open. The team of
the company is also interested in staff,
always share and engages people with the
company's overall strategy. As a result,
the atmosphere in the company was very
friendly and cheerful.
Example 2
What I dislike in the old job is that it does
not match the capabilities and expertise of
me by not promoting the qualities of the
self, not giving me the passion and
Page 51
_________________________________________________

mn ca ti, khin ti khng pht huy
c nhng t cht ca bn thn, khng
to cho ti nhng am m v ng lc
trong cng vic.
motivation at work.
11. Hy k v nhng thnh tch ni tri
ca bn cng vic c?
11. Tell us about your highlight
achievements in your last job?
Tr li:
cng vic c ti cng tng c nhng
thnh tch c gim c khen ngi. Tiu
biu l vic ti hon thnh vt mc k
hoch cng vic c giao trc thi hn
m gim c giao cho.
Answer:
At my old job had also been chief
accomplishments of praise. That is my
typical over-fulfill the plan assignments
ahead of time that were assigned by
Director.
12. ng ch c ca bn nhn xt g
v bn?
12. What is your previous boss
commented about you?
Tr li:
ng ch c nhn xt rng ti l mt ngi
rt tho vt, chm ch v cn c. Ti lun
trn trng v khng bao gi t kiu v
nhng li khen ngi . Ti bit rng l
s khch l qu gi m cp trn dnh cho
ti.
Answer:
He commented that I am a very
resourceful, hardworking and industrious. I
am always respectful and never arrogant
because of that praise. I know that it is
encouraging of the superior.
13. ng nghip c ca bn nhn
xt g v bn?
13. If your previous co-workers were
here, what would they say about you?
Tr li:
cng ty c, ti c nhiu ng nghip
tt, h lun trao i cng vic thng thn,
nhit tnh vi ti, ti nhn thy mnh thc
s rt ha ng vi mi ngi. Nhng
ng nghip c nhn thy ti l mt ngi
rt cn thit i vi h trong mi trng
hp. V ti mong rng mi trng mi
ti cng s c mi ngi tin tng nh
vy.
Answer:
In old company, I have many good
partners, they always talking straight
forward, enthusiasm about job with me, I
realized that I really get along with
people. Old partners found that I am a
necessary person with them in all
situations. And I hope the people in new
environment will trust me like that.
Analysis: Information from your partners
Page 52
_________________________________________________

Phn tch: Thng tin t ng nghip nh
gi v bn lun khch quan. Vic lu gi
nhng thng tin phn hi s gip bn
nhn ra im mnh v im yu ca mnh.
Nhng s nhiu lc bn kh bit c h
ni g sau lng mnh m ch c th cm
nhn.
assessment of your colleagues are always
objective. The retention of the feedback
will help you identify strengths and
weaknesses. But it would be more difficult
when you know what they say behind my
back but can only feel.
14. Bn thuyt phc c bao nhiu
ngi lm theo bn?
14. How many person did you have
convince to do follow you?
Tr li:
B quyt ca s thuyt phc ngi khc l
lm cho h cm thy thch th vi n, cm
thy vic lm iu l cn thit. Ti
thuyt phc c rt nhiu ngi, nhiu
n ni ti khng th nh ht s lng l
bao nhiu.
Ti thuyt phc ba ti cng ti nh cu
lng mi sng sm rn luyn sc kho
v gim cn; ti thuyt phc m ti tm
hiu v cc sn phm lm p trn mng
internet lc rnh ri. Khi cn l sinh vin
ti thuyt phc rt nhiu bn tham gia
chng trnh Hin mu nhn o dp
26/3 do on trng t chc. Trc khi
n bui phng vn ny, ti thuyt phc
mt ngi nhng gh xe bus cho mt c
gi
Answer:
I convinced my dad get up early and go for
badminton to fitness and to lose weight, I
convinced my mother to learn about the
beauty products on the internet at their
leisure. As a student I convinced many
students to join the Blood Donation
occasion 26/3 established by the Union
institutions. Prior to this interview, I had
convinced a man give buss seat for an old
man...
15. Lng ca bn trc y l bao
nhiu?
15. How much is your salary earlier?
Tr li:
Lng thng l mt vn rt t nh!
V d 1
Nu bn tr li tht, v d: Lng trc
Answer:
Salary is a so delicate matter!
Example 1
If you answered true, for example: My
The know-how of convincing others that
make them feel interested in it, feel it is
necessary to do. I have convinced many
people, so much so that I can not remember
the quantity.
Page 53
_________________________________________________

y ca ti l 5 triu ng/thng
Nu bn tr li tht nh vy th s hn
ch vic m phn mc lng ca bn
v tr mi. Hn th na, nu lng trc
y ca bn thp th h s t thm cu
hi v: Cng vic c ca bn l lm
nhng g? Kh nng lm vic ca bn ra
sao?
V d 2
Nu bn tr li ba, v d: Lng trc
y ca ti l 10 triu ng/thng
Ni tht l Nguyn tc Vng khi i
phng vn. Ngay t u, bn ni di
nh tuyn dng th liu h cn tin tng
bn sau ny. Nu h pht hin ra th chc
bn s khng cn c hi lt vo vng
trong.
V d 3
Nu bn tr li lp lng: Lng ca
ti c tr cn tu thuc vo cng
vic ti s lm.
y l mt cu tr li thng minh.
Bn y li cu tr li cho nh tuyn
dng, l ra h phi l ngi a ra con
s v m t cng vic bn cn nhc v
la chn. y cng l cch bn c
c li th ch ng khi m phn v
mc lng khi c ngh vo lm
vic.
previous salary is 5 million per month
If you answer it so it will the
negotiating of your new salary.
Moreover, if your previous salary is low,
they will put more questions about: Your
old job is to do what? How is your
working ability?
Example 2
If you answered fabricated, for example,
My previous salary is 10 million per
month
To be honest, Golden rules in the
interview. At the beginning, you lied the
employer then how could they trust you
after this? If they found out, you will not
have the opportunity to come to the next
round.
Example 3
If you answered evasive: My salary is
paid depends on what work I must do.
This is a smart answer. You have
pushed back the answer to employers,
should they have to be given numbers
and job descriptions for your
consideration and selection. This is also
a way for you to actively take advantage
when negotiating the entry salary.

Chng 3: Hi v v tr ng tuyn
Chapter 3: Applying position questions
(Trc khi ng tuyn vo mt v tr, bn cn tm hiu r v ni dung cng vic ca v tr
tin m phn v lng, hi han ch lm vic v tr li nhng cu hi ca nh tuyn dng.
hiu r v M t cng vic cc v tr bn hy xem Phn 6 ca sch.
Page 54
_________________________________________________

Nhng cu hi phng vn di y rt hay gp khi bn xin vic bt c u, cu tr li nu
bn di mi cu hi l nhng chnh, bn c th thm tht hoc c nhn ho n thnh ca
bn da trn nhng hiu bit v cng vic m bn xem qua Phn 6!)
1. V sao bn chn v tr ny? 80%
2. V sao chng ti nn tuyn bn? 40%
3. Theo h s th bn l ngi c rt nhiu kinh nghim lm vic,
vy ti sao bn li chn v tr cng vic ny?
40%
4. Ti sao bn li mun ng tuyn vo ngn hng chng ti? 45%
5. Bn bit n ngn hng MB chng ti nh th no? 20%
6. Bn hiu Ngn hng l g? 15%
7. V sao bn mun lm vic ti ngn hng chng ti? 30%
8. Bn bit g v mi trng lm vic y? 35%
9. Bn bit g v v tr cng vic ny cha? 40%
10. Khi tm vic th nhng iu g bn s quan tm n? 15%
11. Bn ngh rng mnh c th lm tt nhng cng vic g? 18%
12. Bn c kinh nghim no lin quan n v tr ny khng? 20%
13. Nguyn tc lm vic ca bn l g? 18%
14. Theo bn cng vic ny i hi nhng k nng g? 35%
15. Theo bn cng vic ny i hi nhng t cht g? 35%
16. Bn x l s cng thng v p lc cng vic nh th no? 20%
17. ng lc no bn lm tt cng vic? 15%
18. iu g lm bn mt tp trung trong cng vic? 15%
19. y c phi l ngh m bn thc s mong mun v quyt tm
theo ui?
20%
20. Bn mong i iu g v tr ng tuyn ny? 24%
21. Bn k vng g cp trn ca mnh? 20%
22. Bn mong mun lm vic trong mt mi trng nh th no?
(Cu hi tng t:
26%
Page 55
_________________________________________________

- Cng vic l tng ca bn l g?)
23. C kh khn no cn tr bn trong cng vic ny khng? 15%
24. Nhng iu g lm bn lo lng khi lm mt cng vic? 18%
25. Bn thng khng thch lm vic vi nhng ngi nh th no? 15%
26. Bn cn thi gian bao lu thch nghi vi cng vic? 18%
27. Theo bn nn tng trong cng vic v cc mi quan h l iu
g?
20%
28. Bn c thch tnh k lut khng? V sao? 20%
29. Bn cao yu t no nht trong cng vic: k lut, trung thc,
t do?
20%
15%
31. Bn c kh nng lm vic trong mi trng cng thng, p lc
hay khng?
28%
32. Bn c sn sng lm ngoi gi khng? 30%
33. Bn c sn sng i cng tc xa gia nh khng? 30%
34. Nu ngn hng m phng giao dch rt xa v ang thiu ngi,
35. Nu ch c la chn gia gia nh hoc cng vic th bn s
chn g?
35%
36. Trong trng hp t xut phi lm vic vo ngy ngh, bn c
ng khng?
38%
37. Theo bn ai l ngi tr lng cho bn? 25%
38. Bn c sn sng t quyn li ca ngn hng trn quyn li c
nhn hay khng?
28%
39. Nu trong trng hp la chn gia quyn li ca khch hng
v quyn li ca ngn hng th bn s chn bn no?
28%
40. Bn c sn lng khi b ct gim lng khng?
(Cu hi tng t: Bn c sn lng th vic vi mt mc lng
thp hn mong mun khi vo y khng?)
25%
41. Nu ngn hng ch tr cho bn mc lng thp ko nh mong
28%
30. Bn thch lm vic trong mi trng k lut v gi gic hay t
do thi gian?
34%
bn c chp nhn i khng?
Page 56
_________________________________________________

mun ca bn, bn c chp nhn lm khng?
42. Ngn hng ang cn u t vo 1 d n c tnh chin lc, nn
c th vn cha tng lng cho bn, liu bn c chp nhn khng?
25%
43. Bn yu cu mc lng nh th no th s chp nhn lm vic?
(Cu hi tng t:
- Bn ngh mc lng ra sao?
- Hy cho chng ti bit mc lng mong mun ca bn?)
50%
44. Bn c t mc tiu cho bui phng vn ny khng? 45%
45. Ngoi xin vic y bn cn ang np h s nhng ni no? 60%
46. Bn c cu hi no cho chng ti khng? 80%
47. Nu c trng tuyn v tr ny, bn s ngh sao?
(Cu hi tng t:
- Bn hy nu k hoch cng vic nu c trng tuyn v tr
ny.)
30%
48. Bn s lm g nu khng trng tuyn vo y? 30%
49. Rt tic, chng ti khng th tuyn bn c!
(Cu hi tng t:
- Bn ngh sao nu bn tht bi trong bui phng vn ny?)
28%
50. Theo bn trong cuc phng vn hm nay t l thnh cng ca
bn l bao nhiu?
25%

1. V sao bn chn v tr ny? 1. Why do you choose this position?
Tr li:
V d 1 (Tuyn vo v tr NVTD Agribank
CN Hi Phng)
Ti c bit v tr nhn vin tn dng i
hi con ngi ta nng ng, nhy bn
hn; rn luyn k nng m phn v tnh
Answer:
Example 1 (Apply to Credit staff of
Haiphong Agribank branch)
I know credit staff position requires
active person, more sensitive; training
negotiation skills and virtue careful. I
Page 57
_________________________________________________

cch cn thn hn. Ti mun tr thnh
mt nhn vin tn dng gii v rn luyn
nhng t cht .
i vi ti, c hi ng tuyn vo v tr
Nhn vin tn dng ti Agribank CN Hi
Phng l mt c hi tt ti hon thin
chnh mnh, chng minh nng lc bn
thn v c c mt mi trng lm vic
ph hp.
V d 2 (Tuyn vo v tr GDV Viet
Capital bank CN H Ni)
Ti t thy mnh ph hp vi v tr cng
vic ca mt Giao dch vin, mt v tr i
hi k nng giao tip, ng x, m phn,
thng lng vi cc khch hng. y
cng l mt trong nhng k nng ti
c hc v o to bi bn v tr cng
vic c khi l nhn vin bn hng ti Siu
th X.
V d 3 (Tuyn vo v tr K ton ni b
Sacombank CN Ngh An)
Ti l mt ngi cn thn, t m v
tng c kinh nghim lm k ton ti mt
doanh nghip A. Ti bit rng k ton
doanh nghip v k ton ngn hng khc
nhau v nhiu kha cnh; tuy nhin ti tin
rng mnh c th lm tt cng vic ca
mt k ton ngn hng v gii quyt tt
mi sc p t cng vic.
want to be a good credit staff and
training these abilities.
For me, the opportunity to apply for
credit staff at Agribank HaiPhong
branch is good for me to improve
myself, to prove my capibilities and to
be able to join a suitable working
environment.
Example 2 (Apply to Bank teller of Ha
Noi Vietcapital bank branch)
Example 3 (Apply to Banking
accountant of Nghe An Sacombank
branch)
I am a careful person, detailed and have
had experienced as an accountant at
company A. I know that corporate
accounting and bank accounting is
different in many aspects, however I
believe I can be a good banking
accountant and solve all pressure from
work.
2. V sao chng ti nn tuyn bn? 2. Why should we hire you?
Tr li:
Ti c bit qu ngn hng (cng ty)
ang tuyn dng v tr XYZ V ti tin
rng mnh c th p ng c tt c cc
yu cu m ngn hng (cng ty) a ra.
Nu c tuyn dng, ti tin chc rng
Answer:
I know that your bank (company) is
recruiting the position XYZ And I
believe that I can meet all your
requirements. If I am employed, I will
confidently fullfill the assigned tasks
I found myself suit the position of a
bank teller, a position requires
communication skills, behavior,
negotiation with customers. This is one
of the skills I have learned and trained
in previous job a salesman at the
supermarket X.
Page 58
_________________________________________________

mnh s hon thnh tt cng vic c
giao hn bt k ng vin no khc.
better than anyone does.
3. Theo h s th bn l ngi c rt
nhiu kinh nghim lm vic, vy ti sao
bn li chn v tr cng vic ny?
3. According to your application
document, you have a lot of working
experience, so why did you choose
this position?
Tr li:
Ti mun gim bt trch nhim cng
vic c th cn bng tt hn cng vic
v gia nh.
Phn tch: Cu tr li ny a ra mt l
do rt hp l, l bn mun gim sc
p v thi gian cng vic, ngha l nng
lc lm vic ca bn vn m bo nh
nh tuyn dng mong mun.
Answer:
I want to reduce responsibilities in my
job to have work-life balance.
Analysis: This answer provides a very
logical reasons, it is that you want to
reduce pressure on work time, which
means: your working ability still ensure
employer expectation.
4. Ti sao bn li mun ng tuyn
vo ngn hng chng ti?
4. Why did you apply to our bank?
Tr li:
Thc ra, lm vic ti ngn hng l m
c t lu ca ti bi ti tin rng ti s
c nhiu c hi lm mt cng vic tt
hn so vi cng ty c, v cng bi mt
phn l do nhu cu v hng ha trn th
trng; bng vic duy tr cc chun mc.
Ti hy vng rng cng ty s tr mt mc
lng xng ng m ti ng c
hng.
Answer:
Actually, it's my dream to join a bank
because I believe that I will get much
opportunities to do better work to your
organization, and thereby to be a part of
making more market demand for your
products, by maintaining standards and
I hope this company will give me a
reasonable salary with other benefits
which I deserve.
5. Bn bit n ngn hng MB
chng ti nh th no?
5. How do you know about MB
bank?
Tr li:
Ti bit n ngn hng MB qua mng
Internet v trn cc phng tin thng tin
i chng. M ti cng ang m ti
khon tit kim ti MB v rt hi lng
Answer:
I know MB banks through the Internet
and mass media. My mother also opens
a savings account at MB and she is very
pleased with your bank's service. Image
Page 59
_________________________________________________

vi cung cch phc v ca ngn hng.
n tng v hnh nh v tc phong phc
v chuyn nghip ca ngn hng, thi
thc ti ng tuyn vo. Ti tin chc rng
mnh s hc hi c nhiu iu v tr
thnh mt trong nhng nhn vin sut
sc ca ngn hng.
Phn tch: Vi cu hi ny, bn nn tr
li thnh thc l do m bn bit n
ngn hng.
and impression of the behavior of the
professional service of the bank, had
inspired me to apply to the bank. I
believe that I will learn many things and
become one of the best employee of
MB bank.
Analysis: With this question, you should
answer honestly know the reason you
go to the bank.
6. Bn hiu Ngn hng l g? 6. What do you know about
Bank?
Tr li:
Ngn hng l mt t chc tn dng, thc
hin cc hot ng bao gm: huy ng
vn (nhn tin gi), thc hin cho vay,
u t ti chnh, hot ng thanh ton,
pht hnh cc loi k phiu, tri phiu,
giy t c gi v nhiu hot ng khc.
Answer:
Bank is a credit institution which
perform following service: borrowing
money (receiving deposit), lending
money, financial investment, payment
activities, issuing term draft, bond,
valuable draft and other activities
7. V sao bn mun lm vic ti ngn
hng chng ti?
7. Why do you want to join our
bank?
Tr li:
Ti ngh rng, ngn hng qu v l mt
ngn hng uy tn, c mi trng lm vic
nng ng, tc phong lm vic chuyn
nghip. iu ny thi thc ti mong
mun thi vo ngn hng ca anh ch.
Answer:
I think that your bank is a prestigious
bank, dynamic work environment,
professional working style. This is
motivated me to apply to your bank.
8. Bn bit g v mi trng lm
vic y?
8. What did you know about the
working environment here?
Tr li:
Ti bit rng mi trng lm vic y
c s phi hp, gn kt n nhp nhng
gia cc b phn, phng ban. Mi ngi
u rt thn thin, ci m v c chuyn
Answer:
I know that the working environment
here is coordinate, coherence rhythm
food ideas between divisions,
departments. Everyone is so friendly,
Page 60
_________________________________________________

mn cao tng lnh vc. Ngoi yu t
cng vic, ban gim c cng rt quan
tm n vn vn th m ca nhn
vin. Mi ngi u lm vic ht mnh
v chin lc chung ca ngn hng.
open and highly specialized in each
field. Out of work, the boards of
directors are also interested in cultural
issues - can cosmetic of staffs.
Everyone works hard for the banks
overall strategy.
9. Bn bit g v v tr cng vic
ny cha?
9. Have you ever know about this
position?
Tr li:
( tr li cho cu hi ny, bn cn phi
hiu m t cng vic ca v tr mnh
ng tuyn. Chi tit bn hy xem
PHN 6 ca sch)
Answer:
10. Khi tm vic th nhng iu g bn
s quan tm n?
10. What will you interested in when
finding a job?
Tr li:
Khi tm bt k mt cng vic no ti
cng s quan tm n 4 yu t l:
1- Chi tit cng vic: Ti phi lm
nhng g? Lm ra sao? Nh th no?
2- Mi trng lm vic: Mi trng vi
cc ng nghip v vi cp trn nh
th no?
3- Ch i ng: Lng, thng, ph
cp nh th no?
4- C hi thng tin: Nhng quy ch
nh gi, bnh xt nng lng, thi
tuyn ln chc v mi.
Answer:
When searching for any job I would be
interested in four factors are:
1- Working details: what must I do.
How to do this?
2- Working Environment: How
environment with partners and
superiors?
3- Compensation: Salary, bonuses and
allowances like?
4- Promoted opportunities: The
assessment regulations, vote to
raise wages, promotion test.
11. Bn ngh rng mnh c th lm tt
nhng cng vic g?
11. What do you think you do well?

Tr li: Answer:
(To answer this question, you need to
understand description of the position
you are applying. For the details you
should take a look at Section 7 of this
book)
Page 61
_________________________________________________

Ti c th d dng thay i bn thn theo
quy trnh lm vic ca cng ty. Lm vic
cn trng v hc hi rt nhanh nhng
iu mi.
I can change my self to fit with
company polices very easily. Work
thoroughly and easily learn new things.
12. Bn c kinh nghim no lin quan
n v tr ny khng?
12. What relevant experience do you
have?
Tr li:
hiu m t cng vic ca v tr mnh ng
tuyn. Chi tit bn hy xem PHN 6
ca sch)
Answer:
understand job description you are
applying. For details you should take a
look at Section 7 of this book)
13. Nguyn tc lm vic ca bn l g? 13. What is your working principle?
Tr li:
V d 1
Nguyn tc lm vic ca ti l C gng
lm tt cng vic hn mc c th.
V d 2
Nguyn tc lm vic ca ti l: Nghim
tc, cn thn v ng hn.
Answer:
Example 1
My working principle is do good jobs
than you can.
Example 2
The working principle is: Seriously, be
careful and on time.
14. Theo bn cng vic ny i hi
nhng k nng g?
14. What skills require in this job?
Tr li:
tuyn. Chi tit bn hy xem PHN 6
ca sch)
Answer:
book)
15. Theo bn cng vic ny i hi
nhng t cht g?
15. What qualities require in this
position?
Page 62
_________________________________________________

Tr li:
tuyn. Chi tit bn hy xem mc Kh
nng cn c PHN 6 ca sch)
Answer:
book)
16. Bn x l s cng thng v p lc
cng vic nh th no?
16. How do you handle stress and
pressure when working?
Tr li:
Cng thng, p lc, lo lng l iu
khng th trnh khi khi lm vic. Ti
ngh rng, x l chng th vic u
tin l nhn bit nguyn nhn v kim
sot chng. Vic kim sot cng thng
gip ti c hnh ng ph hp vi thc
t hn, khng phn ng theo cm xc
mt cch hong lon, liu lnh hoc
bung xui, b cuc.
Trong nhiu tnh hung, ti hay th ti
ci, v n ci c th thay i tnh cm
ca ti lc ; hoc tm ni yn tnh, i
n khi ly li t ch c th xem xt
vn t gc suy ngh tch cc; hoc
n gin hn, c p mnh ngi xung,
ung mt ly nc, ch tm vo hi th
cng c tc dng rt tt, gip ti ly li
s t ch.
Answer:
Stressful, pressure, anxiety ... is
inevitable when you are working. I
think, to solve them, the first is to
recognize the causes and control them.
The controling stress helped me to
act in accordance with realistic, not
emotional reactions in a panic,
desperate or drop off, give up.
In many situations, I always try smiling
because a smile can change my feelings
at that time; or find a quiet place, wait
until you regain self-control to be able
to look at the issue from the perspective
of thinking positive; or more simply,
trying to force myself to sit down, drink
a glass of water, concentrate on your
breath also help you work very well,
helped me regain self-control.
17. ng lc no bn lm tt cng
vic?
17. What motivates you to do a good
job?
Tr li:
Mi ngi khi t chn vo lm vic cho
mt doanh nghip u c mt hay nhiu
nhu cu ring ca mnh. Ngt mt ni,
nhng nhu cu ny khng dng li, m
c khuynh hng ngy cng thay i
Answer:
Each person who stands in his works for
a business has one or more of its own
needs. But these needs do not stop,
which tend to change more over time.
These elements are very humanity. I
Page 63
_________________________________________________

theo thi gian. y l nhng yu t ht
sc nhn bn. Ti c th lit k ra 4
yu t to ra ng lc lm vic l:
1- Tin lng
Nu ti ni ti n lm vic khng phi
v lng chc s b cho l hm ngay.
Lng khng ch th hin gi tr cng
vic m cn l gi tr con ngi ti.
2- Mi quan h vi ng nghip
Khi tin lng p ng nhu cu vt
cht sinh hot hng ngy, th ngi ta
thng i hi nhng nhu cu tinh thn
khc, l c giao tip thn thin vi
ng nghip. Nu cp trn ch ng
hoc khuyn khch cho nhn vin to
c bu khng kh lm vic thn thin
trong ngn hng, chng hn c mn qu
bt ng trong ngy sinh nht nhn vin,
thnh thong t chc i chi d ngoi...
th y cng l gii php em li hiu
qu khng ng i vi cc nhn vin v
vi bn thn ti.
3- S cng nhn ca cp trn
Tm l con ngi thng thch cho v
nhn, t tr nh n ngi gi. Trong
doanh nghip cng vy, nhn vin no
m chng thch c sp khen trc
tp th v thnh tch cng vic ca mnh!
Nu ti lm tt m cp trn chng ni g,
lm sai th t trn xung di ai ny u
bit, vy chc ti s khng cn hng th
cng hin v lm vic ht mnh v
cng vic na.
4- C hi thng tin pht trin
ngh nghip
Ti l mt ngi c tinh thn cu tin.
Ti lun khao kht c c c hi thng
can list out four factors that create
incentives for work:
1- Salaries
If I say I came to work not for wages
for sure will be considered as insane.
Salary not only reflects working value
but my value as well.
2- Relationships with colleagues
When wages sufficient to meet the
material needs daily activities, people
often require different spiritual needs,
which is friendly contact with
colleagues. If the supervisor creates
friendly working atmosphere in bank,
actives or encourages employees, such a
surprise gift, birthday personnel,
sometimes organized picnics... solution,
this is incredibly effective for staff and
for me.
3- The recognition of supervisor
Human psychology generally like give
and take, from infants to the elderly.
It's no different in business: who
wouldn't like to get commended by the
boss before the team for his
achievement! If I am working well, but
supervisor say nothing, do wrong then
everybody know, so I will not make
interest and dedicate to work hard
anymore.
4- Opportunities to develop job
I am a person with progressive spirit. I
always want to have changes promoted
of my professional job. I think that the
supervisor should outline promotion
scheme for employees to motivate them
Page 64
_________________________________________________

tin pht trin ngh nghip ca mnh. Ti
ngh rng cp trn nn vch ra nhng nc
thang v tr nhy vt k tip cho nhn
vin nhm to ng lc h th hin
bn thn.
to express themselves.

18. iu g lm bn mt tp trung
trong cng vic?
18. What makes you lose focus in
work?
Answer:
The thing I neglected in working when I
am disturbed by others or by the
external objective factors.
iu lm ti sao nhng trong cng vic
l khi b ngi khc quy ry hoc do
nhng yu t khch quan bn ngoi.
Tr li:
19. y c phi l ngh m bn thc
s mong mun v quyt tm theo
ui?
19. Is this job that you really desire
and determine to pursue?
Sure, Im really determined and stick
with it all my life!
Answer:
Chc chn ri, ti thc s quyt tm v
gn b vi n sut c cuc i!
Tr li:
20. Bn mong i iu g v tr ng
tuyn ny?
20. What do you dersire from the
applying position?
Answer:
I hope that it will suit me and I meet all
the requirements of the job. Hopefully
this position will help me learn many
knowledge, maximum develope my
abilities.
Ti mong rng n s ph hp vi ti v
ti p ng c y cc yu cu ca
cng vic. Hy vng rng v tr ny s
gip ti hc hi c nhiu iu, khai
thc c ti a nhng kh nng ca ti.
Tr li:
21. Bn k vng g cp trn ca
mnh?
Tr li:
V d 1
Mt nh lnh o tt phi dm nhn trch
21. What do you expect from a
supervisor?
Answer:
Example 1
A good leader must have responsibility,
face with challenges and accepting the
change. I hope my superiors know how
nhim, ng u vi nhng th thch v
chp nhn thay i. Ti hy vng cp trn
Page 65
_________________________________________________

ca mnh phi bit ng vin nhn vin
bng cch to ra mi trng lm vic tt
(thu nhp, s hng th lm vic, cc th
thch, s an ton trong cng vic, cc
thng tin), phi a ra cc nhn xt
(khen v ph bnh) chnh xc trn mt tinh
thn xy dng.
V d 2
Ti mong mun cp trn ca ti l mt
ngi thn thin, ci m, sn sng chia s
v ng cm vi nhn vin.
V d 3
Ti k vng cp trn ca ti l mt ngi
thng minh, c nng lc lnh o v bit
gn kt mi ngi trong cng ty. Khng
thin v, hiu bit nhng nhu cu ca nhn
vin, cng nh im mnh ca h. Tt
nhin, vic ny s mt nhiu thi gian,
nhng ti rt mun cp trn ca ti l mt
ngi sc so v i x tt vi nhn vin.
V d 4
Ti mun cp trn ca ti tn trng nhng
tng ca nhn vin v to iu kin
h th hin s sng to mi c nhn.
to motivate his staffs by creating a good
working environment (income, interest
in working, the challenges, safety at
work, the promotion ...), to make
comments (praise and criticism) exactly
on a constructive spirit.
Example 2
I look forward to my superiors was a
friendly, open, willing to share and
empathize with employees.
Example 3
I expect my superior as a smart, capable
leader and that engage people in the
company. No bias, understanding the
needs of employees, as well as their
strengths. Of course, this will take time,
but Id love my superiors is an astute
and well treating employees.
Example 4
I want my supervisor to respect any
ideas of staff and make conditions for
them to creatively express each of
persons.
22. Bn mong mun lm vic trong
mt mi trng nh th no?
(Cu hi tng t:
- Cng vic l tng ca bn l g?)
22. What environment do you want
to work?
(Questions like:
- What is your dream job?)
Tr li:
Ti mong mun c lm vic trong mi
trng m ti bc l c ht nng lc
ca bn thn.
Phn tch: y l cu tr li hay nht v
n gip bn tip th bn thn mt cch
Answer:
I look forward to working in an
environment where I reveal all my
abilities.
Analysis: This is the best answer
because it gives you a marketing
Page 66
_________________________________________________

hiu qu nht ti nh tuyn dng. Cu
tr li ny lm hi lng cc yu cu ca
nh tuyn dng cng nh th hin mong
mun c lm vic ng kh nng ca
bn, t s to ra li nhun cho ngn
hng (cng ty).
itself most effectively to employers. This
answer satisfied the requirements of
employers as well as expressed a desire
to be working correctly your abilities,
which will generate profits for the bank
(the company).
23. C kh khn no cn tr bn
trong cng vic ny khng?
23. Are there any difficulties hinder
you in this job?
Tr li:
V d 1
Ch lm v ni ti ang kh xa, ti t
hi khng bit qu ngn hng c h tr
phng tin a n nhn vin trong
ngn hng khng?
V d 2
Ti cn phi thu xp cc cng vic cn
dang d v bn giao li cho ngi khc
cng ty c. Bi vy ti xin c di li
ngy lm vic u tin ti ngn hng cho
n Th Su tun ny. Khng bit c
c khng?
Phn tch: Vi cu hi ny, nh tuyn
dng mun tm hiu thm liu bn c
gp vng mc, hoc cn h tr g
hon thnh tt cng vic ng tuyn. Bn
nn tn dng c hi ny ni ra nhng
kh khn v ngh ngn hng h tr.
Answer:
Example 1
Working place is far from where I live,
I wonder that, may your bank support
the transportation for staff.
Example 2
I also have to arrange unfinished work
and hand over to others in the old
company. So I would be rescheduled on
the first working day at bank until this
Friday. Are you okay?
Analysis: With this question, the
employer wants to find out more if you
encounter problems, or need assistance
to complete what the job application.
You should take this opportunity to
speak out about problems and ask the
bank support.
24. Nhng iu g lm bn lo lng khi
lm mt cng vic?
24. What do you worry when doing a
job?
Tr li:
iu ti lo lng khi lm mt cng vic l
kt qu khng c nh mong mun
hoc khng kp thi hn t ra.
Answer:
What I worry most when taking up a
new job is unexpected outcome and
failure to meet the deadline.
25. Bn thng khng thch lm vic 25. What people do you usually hate
Page 67
_________________________________________________

vi nhng ngi nh th no? working?
Ti khng thch lm vic vi ngi
khng nghim tc v khng hp tc.
Tr li: Answer:
I do not like working with people who
are not serious and do not cooperate.
26. How long do you need to get
acquainted with job?
It depending on the works I must do but
I believe I will quickly absorb and get
acquainted with new job.
Answer:
26. Bn cn thi gian bao lu thch
nghi vi cng vic?
Tr li:
Ty tng cng vic ti phi lm nhng
ti tin rng ti s nhanh chng tip thu v
thch nghi vi cng vic mi.
27. Theo bn nn tng trong cng vic
v cc mi quan h l iu g?
27. What working platform is
according to you in work and in
relationship?
Tr li: Answer:
According to me, working platform and
for the relationship is Cooperation and
mutual respectation.
Theo ti nn tng trong cng vic v cho
cc mi quan h l S hp tc v tn
trng ln nhau.
28. Bn c thch tnh k lut khng?
V sao?
28. Do you like the discipline? Why?
According to me, discipline is a very
important factor and is essential in work
and in life. So I like everything must
have rules and discipline of it.
Answer: Tr li:
Theo ti tnh k lut l mt yu t rt
quan trng v cn thit trong cng vic
cng nh trong cuc sng. Bi vy ti
thch mi th u phi c nguyn tc v
k lut ca n.
29. Bn cao yu t no nht trong
cng vic: k lut, trung thc, t do?
Tr li:
(y l dng cu hi thm d tnh
cch ca bn, bi vy cu tr li cho cu
(These types of questions to explore
your personality, so the question will
29. What factor do you promote
most in work: discipline, honesty,
freedom?
Answer:
Page 68
_________________________________________________

hi ny s c nhiu p n)
V d 1
Ti cao yu t k lut nht, sau l
s trung thc v t do.
V d 2
Ti ngh rng trung thc l yu t quan
trng nht, bi v ch c tin tng th mi
c th hp tc vi ng nghip, nht l
khi thc hin cc khu trong mt quy
trnh tn dng.
V d 3
Ti thch s t do, t do v gi gic v
kht khe v kt qu cng vic. Ti ngh
rng l mt yu t quan trng kch
thch kh nng sng to mi c nhn.
has many answers)
Example 1
I highly promote the discipline most,
next to the honesty and freedom.
Example 2
I think honesty is the most important
factor, because only we trust together to
cooperate with colleagues, especially
when performing the stages in a credit
process.
Example 3
30. Bn thch lm vic trong mi
trng k lut v gi gic hay t do
thi gian?
30. Do you prefer to work in
environment with discipline time or
free time?
Tr li:
(y l dng cu hi thm d tnh
cch ca bn, bi vy cu tr li cho cu
hi ny s c nhiu p n)
V d 1
Ti thch lm vic trong mt mi trng
t do v thi gian, bi l mt phong
cch lm vic hin i v tin tin. Ti
ngh rng s t do s khuyn khch
ngi ta sng to hn, lm vic nng sut
hn, hiu qu hn.
V d 2
(Xem cu 29)
Answer:
(These types of questions to explore
your personality, so the question will
have multiple answers)
Example 1
I like to work in an environment
freedom in time, because it is a modern
working style and develope. I think the
freedom will encourage people more
creative, work more productive and
efficiently.
Example 2
(See question 29)
31. Bn c kh nng lm vic trong
mi trng cng thng, p lc hay
31. Do you have ability to work in
stressful and pressures environment?
I like the freedom, freedom of the hours
and demanding work results. I think it is
an important factor stimulating
creativity in each individual.
Page 69
_________________________________________________

khng?
Tr li:
Ti c kh nng lm vic trong mt mi
trng cng thng v p lc, ti xc
nh ngay t u v chun b cho mi
trng cng vic nh vy.
Answer:
I have ability to work in stressful and
pressurable environment; I was
determined right from the start and was
prepared for such environment.
32. Bn c sn sng lm ngoi gi
khng?
32. Are you willing to work in
overtime?
Tr li:
Ti rt sn lng lm ngoi gi hon
thnh tt cng vic c giao hoc theo
yu cu t xut ca ngn hng.
Answer:
Im willing to work overtime to fulfill
the assigned tasks or follow unexpected
requirements of bank.
33. Bn c sn sng i cng tc xa gia
nh khng?
33. Are you willing to travel far from
your family?
Tr li:
Trong mi hon cnh ti lun coi trng
cng vic ln trn ht do , ti s c
gng thu xp vic gia nh hon thnh
tt cng vic c giao.
Answer:
In all circumstances I always appreciate
my work on top on so I will try to
arrange family works to complete
assigned tasks.
34. Nu ngn hng m phng giao dch
rt xa v ang thiu ngi, bn c
chp nhn i khng?
34. Do you agree work in a
transaction point which is missed
people and so far away?
Tr li:
Ti s tu vo trng hp c th: Phng
giao dch u? Liu NH c chu cp
phng tin i li cho ti khng? Tham
kho c kin ca gia nh ti v ti s
chp nhn hay khng. D hon cnh
no, ti vn lun u tin cho cng vic
c thun li v sun s nht.
Answer:
Depending on the specific situation:
Where is the transaction point? Whether
our bank supports the transport
equitment for me? And after asking my
family, I will decide yes or not to move
there. In any circumstances, my prior is
always help my work is convenient and
smooth.
Page 70
_________________________________________________

35. Nu ch c la chn gia gia
nh hoc cng vic th bn s chn g?
35. What would you choose if only
choice between family and job?
Tr li:
Mt ngi c th ti gii n u, c nm
trong tay ti sn ln, quyn lc ln th
no nhng khi dng, ngonh li pha sau
lng khng c mt ai yu thng, quan
tm, chm sc cng chia s nhng thnh
cng th chnh li l tht bi ln nht
m khng tin, quyn lc no c th mua
c.
Bi th nu ch c la chn gia gia
nh hoc cng vic th chc chn ti s
chn gia nh ca mnh.
Answer:
A person can be talented he is, a large
holding of assets, how those big power
when stopped, turned back behind no
one to love, concern, care to share the
successes it is the biggest failure
without money and power can buy.
36. Trong trng hp t xut phi
lm vic vo ngy ngh, bn c ng
khng?
36. Do you agree work on holidays
cause in unexpected cases?
Tr li:
Ti lun sn sng i lm ngoi gi, k c
vic i lm vo ngy ngh.
Answer:
I am always willing to work overtime,
including work on holidays.
37. Who pay salary for you?
Tr li:
Ti bit mt cu ni rng Khch hng
l ngi tr lng cho chng ta. V
ti ngh rng, li ch mnh nhn c
chnh l s hi lng ca mi khch hng
khi s dng sn phm/dch v ca ngn
hng.
Answer:
I know a saying that The customer is
paying us. And I though that interest
you receive is the satisfaction of each
customer when using products/services
of the bank.
38. Bn c sn sng t quyn li ca
ngn hng trn quyn li c nhn hay
khng?
38. Are you ready to put bank
utilities over individual utilities?
37. Theo bn ai l ngi tr lng
cho bn?
So if you only choose between family
and work, then I would definitely
choose your family.
Page 71
_________________________________________________

Answer: Tr li:
Ti lun sn sng v quyn li ca ngn
hng t ln trn quyn li c nhn.
V ti ngh rng y l mt mi quan h
bin chng, mi c nhn bit hi sinh v t
chc th t chc s pht trin v mang li
gi tr li ch n mi c nhn.
I am always available for bank utilities
to set up on individual utilities. Because
I think this is a dialectical relationship,
each individual knows sacrify for
organization than organization will
develop and bring benefit to each
individual.
39. Nu trong trng hp la chn
gia quyn li ca khch hng v
quyn li ca ngn hng th bn s
chn bn no?
39. What do you choose in case of
choosing between customers benefit
and banks benefit?
Answer:
V nguyn tc lm vic m ni: Quyn
li ca khch hng bao gi cng l u
tin nhng theo ti th khi gi tr quyn
li l mt con s ln th ti s chn v
Quyn li ca ngn hng.
Tr li:
In working principle: The customers
benefit always is my priority but in my
opinion when the value of benefits is a
big number, I will choose banks
benefit.
Employers now can ask: Now that
you have violated the working
rule?
Nh tuyn dng lc ny c th hi
thm: Nh vy l bn vi phm
nguyn tc lm vic?
Bn c th tr li l: You can say that:
The principle is formulated by our, but
sometimes it is rigid and can not be
applied to all cases, so I think in this
case we need an emotion process to
solve.
Nguyn tc l do bn thn chng ta t ra
nhng i khi n cng nhc v khng th
p dng cho mi trng hp, bi vy nn
ti ngh rng trong nhng trng hp
nh th ny cn mt cch x l ca cm
tnh.
40. Bn c sn lng khi b ct gim
lng khng?
(Cu hi tng t: Bn c sn lng th
vic vi mt mc lng thp hn mong
mun khi vo y khng?)
Tr li: Answer:
(Similar question: Are you willing to
probationary with a lower salary than
expected when working there?)
40. Are you willing to cut your
salaries?
Page 72
_________________________________________________

Nu ngn hng ang gp kh khn, ti
sn lng gim bt lng thng gip
ngn hng vt qua giai on khng
hong ny.
V ti tin rng ngn hng s xp li lng
cho ti khi vt qua s kh khn, khi ti
lun lm tt cc cng vic c giao.
Phn tch: Khi kinh t ang gp nhiu
kh khn th vic m phn v lng
phi tht kho. Hy ni rng cht lng
cng vic lun c bn a ln hng
u. C th lc ny bn chp nhn h
lng nhng nhc kho s quay tr li
vn ny khi bn th hin c mnh.
If the bank is in trouble, I am willing to
reduce my salaries to help the bank pass
through this crisis.
And I believe the bank will reorder my
salaries when over this difficulty period,
when I always done well assigned tasks.
41. Nu ngn hng ch tr cho bn
mc lng thp khng nh mong
mun ca bn, bn c chp nhn lm
khng?
41. Are you willing to accept a lower
salary than your desire?
Tr li:
Phn tch: Cu hi ny rt kh a ra
p n c th, cch tr li tt nht l nn
a ra cch tr li m - theo nh di
y l cch tr li khn ngoan nht.
Answer:
Analysis: This question is very difficult
to give specific answers, the answer is
best given on how to answer - as shown
below is the wisest answer.
For example: In my opinion, with each
different people will have different
capabilities specific to the job done ... If
I was working at a bank, complete the
assigned work and bring more value to
the bank increase. When well-
developed banking, high profit is no
reason to pay me a lower salary. So to
prove my ability to work from the new
work, I will accept a lower salary than
other employees.
42. Ngn hng ang cn u t vo 1
d n c tnh chin lc, nn c th
42. Banks need to invest in a
strategic project, so can not give you
Analysis: When the economy is difficult,
the wage negotiations have to be clever.
Lets say the quality of your work is
always on top. At this time you can
accept lower wages but smart prompt
will return to this problem when you are
expressed yourself.
V d: Theo ti, vi mi ngi khc nhau
s c nng lc c th khc nhau hon
thnh cng vic Nu ti c lm vic
ti ngn hng, hon thnh tt cng vic
c giao v em li cho ngn hng nhiu
gi tr gia tng. Khi ngn hng pht trin
tt, c li nhun cao th khng l g li tr
cho ti mt mc lng thp. Bi vy
chng minh nng lc lm vic ca ti t
khi mi vo lm, ti s chp nhn mt
mc lng thp hn cc nhn vin khc.
Page 73
_________________________________________________

vn cha tng lng cho bn, liu bn
c chp nhn khng?
a raise, will you accept it?
Tr li:
Ti bit rng thu nhp ca mt nhn vin
c nh hng tch cc n nng sut lao
ng; xt trong yu t v m th l c
s kch thch nhu cu tiu th sn
phm v kch thch nn kinh t tng
trng. Vi 2 l do ny, ti ngh thu nhp
ca nhn vin nn tng xng v theo kp
vi mt bng chung ca x hi, iu ny
s c li cho c ngn hng v c li cho
c nn kinh t.
Vic ngn hng u t vo 1 d n chin
lc v buc phi hi sinh i 1 phn li ch
ca cc cn b cng nhn vin, theo ti c
th cha phi l 1 bc i hp l. C l
phi tu trng hp c th m ti s chp
nhn lm vic ti ngn hng na hay
khng.
Answer:
If bank invests in a strategic project and
has to sacrifice a part of employees
benefit, I think that it isnt the most
sensible way of solving this problem.
So depending on the specific situation, I
will decide whether or not to continue
working for that bank
43. Bn yu cu mc lng nh th
no th s chp nhn lm vic?
(Cu hi tng t:
- Hy cho chng ti bit mc lng
mong mun ca bn?)
43. What salary do you require to
get this job?
(The same questions:
- What salary do you offer?
- Let we know what salary do you
desire?)
Tr li:
Phn tch: y l mt trong nhng cu
hi kh nht, c bit l i vi nhng
ngi cha c nhiu kinh nghim.
iu u tin bn cn quan tm khi ng
tuyn mt cng vic l bn s lm
nhng g v kh nng bn s p ng n
u. Bi th bn khng nn t vn
lng ln hng u. Mt mi trng lm
Answer:
Analysis: This is one of the most
difficult questions, especially for those
who do not have much experience.
The first thing you need to consider
when applying for a job is what you
will do and how is your ability meet this
job. So you should not put salary on the
top of issues. A good working
I know that each employees income
has a positive effect to labour
productivity; In macro factor, its the
foundation to stimulate consumption
demand and economic growth. With
these two reasons, I think that bank
should balance the employees income
and the average income of the society
since it would benefit both company
and the economy.
- Bn ngh mc lng ra sao?
Page 74
_________________________________________________

vic tt s bao gm 4 yu t chnh:
- Mi trng lm vic: Liu c
chuyn nghip v nng ng, c vn
ha hay khng?
- Quan h vi cp trn v cc ng
nghip: Nu cp trn kht khe v hay
chi mng th cho d lng cao, ti
cng cm thy p lc.
- Cc ch lng thng, i ng:
Cho d lng bnh qun ca ngn
hng thp nhng cc ch lng
thng xng ng th ti vn rt vui
lng lm vic.
- Lng: y s l yu t cui cng
ti quan tm n.
V d 1: Thc s l ti cn thm thng
tin v cng vic trc khi chng ta bt
u bn bc v vn lng bng. V
vy, ti mun tho lun vn ny vo
cc bui phng vn sp ti. Nu c th,
ti mun bit ngn sch ca qu cng ty
dnh cho v tr ny.
Phn tch VD1: y l mt cch tr li
hay. Tr hon vic tho lun lng bng
cho ti khi bn c th nm chc l NTD
s tuyn chn bn v khi bn c y
t tin thng lng lng. Bn
cng cn tt c nhng thng tin cn thit
trc khi quyt nh. y khng ch l
vn lng c bn m l nhng yu t
quan trng khc nh c phn, iu kin
lm vic linh hot v nhng li ch khc
(tin thng, lng thng 13, c hi o
to v pht trin)
V d 2: Ti chc rng mc lng no
m cng ty ngh cng u cng bng
cho mt ngi c kh nng nh ti.
environment will include four main
elements:
- Work environment: Is there a
professional and dynamic, culture
environment?
- Relations with supervisors and
colleagues: If the supervisor stricts
or even sworns, althought have a
high salary, I also feel pressurable.
- The salary, treatment regulation:
Whether the bank's average salary
is low but the salary bonus is
suitable, I was very pleased to
work.
- Compensation: This is the last
element I'm interested in.
Example 1: Actually, I need more
information about job before we start to
discuss salary issues. So I would like to
discuss this issue in the upcoming
interview. If I can, I want to know your
companys budget for this position.
VD1 analysis: This is a good answer.
Delay salary discussions until you can
ascertain that consumers will select you
because then you have full confidence
in wage negotiations. You also need all
necessary information before
negotiated. This is not just a matter of
basic salary which is the other
important factors such as shares,
flexible working conditions and other
benefits (bonuses, 13th month pay,
training opportunities and development
...)
Example 2: Im sure that company
wage proposals are also fair for a person
Page 75
_________________________________________________

45. Ngoi xin vic y bn cn ang
np h s nhng ni no?
Lng khng phi l iu quan trng
nht i vi ti. iu ti cn tm l c
hi.
as I have capable of. Salary is not the
most important thing for me. What I
need to find is an opportunity.
Analysis Ex 2: This is not a good
answer. Obviously this answer will be
beneficial to employers and to your
disadvantage. Do you want to pay
salary suitable for your talent?
Phn tch VD2: y khng phi l cu
tr li hay. R rng cu tr li ny s c
li cho nh tuyn dng v bt li vi bn.
Chng l bn khng mun c tr lng
xng ng cho ti nng ca mnh hay
sao?
Ngoi ra, vic bn cn lm trc khi d
phng vn l nghin cu mc lng ph
bin trong ngnh ngh ca bn c
lng con s mnh nn ngh.
I n addition, you need to do before the
interview is to reseasrch salary
prevalent in your industry to estimate
their numbers should ask.
44. Bn c t mc tiu cho bui
phng vn ny khng?
44. Do you set up a forcus for this
interview?
Yes, it certainly. I always set forcus for
tasks everyday. Today is the job for his
whole life, I have placed my highest
forcus is to pass the interview and have
hardly strive for this forcus.
Answer: Tr li:
Chc chn l c. Ti lun t mc tiu
cho nhng cng vic trong ngy. Hm
nay li l cng vic cho c cuc i
mnh, ti t mc tiu cao nht l
mnh phi vt qua vng phng vn v
phi phn u ht mnh v mc tiu .
Tr li:
(Tr li cho cu hi ny. Bn hy xem
thm TI Y)
45. Are you still applying in other
banks?
(Reply to this question. You should see
more - HERE)
Answer:
46. Do you have any question for us? 46. Bn c cu hi no cho chng ti
khng?
Tr li: Answer:
Analysis: Take advantage of this
opportunity to express their enthusiasm
for job! Ask your employer for at least a
Phn tch: Hy tn dng c hi ny
th hin s nhit thnh ca mnh vi
cng vic! Hy hi nh tuyn dng t
Page 76
_________________________________________________

nht mt cu, c th l v ch phc
li, iu kin v thi gian lm vic;
Khng nn ni Khng, anh/ch tr
li tt c cc cu hi ca ti ri. hoc
Khng, ti khng c cu hi no c.
V d:
- Ti c phi lm vic vo chiu ngy
th by khng?
- Ti c th lm vic ngay khi bn
giao xong cng vic cng ty hin
ti khng?
- Ti mun m t r hn v cng
vic mnh ng tuyn.
sentence, probably on welfare,
conditions and working time ...; Do not
say No, he/she answered all my
questions. or No, I have no question
at all.
Example:
- Do I have to work on Saturday
afternoon?
- I want to know more detail about
this application?
47. Nu c trng tuyn v tr ny,
bn s ngh sao?
(Cu hi tng t:
- Bn hy nu k hoch cng vic nu
c trng tuyn v tr ny.)
47. What do you think if you are
applied this position?
(The same question:
- Please make working plan if you are
applied for this position.)
Tr li:
Nu c trng tuyn, iu u tin ti
mun ngh n l nn vch ra mt k
hoch lm tt cng vic c giao
theo nh m t ca pha ngn hng.
Answer:
If I am applied, the first thing Id think
is making out a plan to do well assign
tasks by the description of the bank.
48. Bn s lm g nu khng trng
tuyn vo y?
48. What will you do if you dont get
this job?
Tr li:
V d 1
Ti xc nh rng Tm kim mt
cng vic ph hp l mt hnh trnh di
y chng gai v th thch. Chc chn
ti vn s tip tc i tm c hi ca mnh
nhng ngn hng khc.
Ti s v nh ngy hm nay, ghi ch li
Answer:
Example 1
I have defined that Find a suitable job
is a long journey full of thorns and
challenges. I surely will continue to
find their opportunities in other banks.
Ill be home today, noting the interview
questions the answers, self-
- Can I start to work immediate after
handover done my current work at
company?
Page 77
_________________________________________________

nhng cu hi phng vn cu tr li, t
nhn xt nh gi v rt kinh nghim cho
bn thn cho nhng ln phng vn ti.
V d 2
Ti bit rng bng chng thuyt phc
nht cho mi li ni ca ti l s th hin
ca mnh khi bt tay vo cng vic. Vi
cm quan ca mi ngi th s nhn nhn
khc nhau v ti v ti chp nhn iu
; ti s khng h nn ch trn bc
ng mnh chn m lun tm nim
rng: D tht bi ti vn ng dy v
bc tip, chng th no c mt tng
lai hon ho cho mi chng ta.
evaluations and learn experience for
myself for next interview.
Example 2
I know that the most convincing
evidence for each of my words is an
expression of their embarking on the
job. With a sense of each person, it will
look differently to me and I accepted it;
I will not be discouraged on the way I
choiced and always keep in mind:
Though I still fail to stand up and next
steps can not get a perfect future for us
all.
49. Rt tic, chng ti khng th
tuyn bn c!
(Cu hi tng t:
- Bn ngh sao nu bn tht bi trong
bui phng vn ny?)
49. We are so sorry; we can not
apply you for this position!
(The same question:
- What do you think if you fail in this
interview?)
Tr li:
Phn tch: Trong sut qu trnh phng
vn, bn phi ht sc tp trung
u sc v u tr vi cc nh tuyn
dng, nhng cui cng nh tuyn dng
li di vo bn mt go nc lnh bng
cu ni trn. Thc ra, trong nhiu
trng hp cc nh tuyn dng kh
tnh ch mun xem biu hin ca bn
nh th no khi gp mt tnh hung bt
ng v kh x nh th. Nu nh lc
bn hon ton tht vng, bun chn th
bn ri vo by ca h ri.
Thc ra lc ny bn cng khng nn ni
bt k iu g. iu duy nht m bn nn
lm l mm ci trc th thch v
p li bng mt cu ni lch s. Mt
Answer:
Analysis: During the interview, you had
great attention to physical and mental
challenge with employers, but
employers finally throw cold water by
saying above. In fact, in many cases
these difficult employers just want to
see your expression of how to meet an
unexpected and awkward like that. If
then you completely frustrated, bored,
you have fallen into trapping of them
already.
Actually, in this you should not say
anything. The only thing you should do
is smile before challenges and
responded with a polite question. An
employee who is a leader of the staff
Page 78
_________________________________________________

nhn vin bn lnh chnh l mt nhn
vin bit mm ci v gi c thi
bnh tnh trc mi kh khn, th thch.
C khi, n ci li em li cho bn s
thnh cng.
V d
Ti s t nh l mnh km 1 cht may
mn hm nay. D sao ti cng rt vui
c gp mt v trao i vi cc anh ch,
bui phng vn hm nay thc s gip
cho ti nhiu kinh nghim qu gi. Hi
vng rng sau ny ti c th c gp li
qu anh ch nhng khng phi l gc
nh tuyn dng & ng vin.
kept smiling and calm before all
difficulties and challenges. Sometimes,
a smile to give you success.
For example
I will tell myself that I least a little luck
today. Anyway Im also very pleased to
meet and talk with you, an interview
today really helped me a lot of valuable
experience. Hopefully later I can see
you but not siblings perspective
employers & candidates.

50. Theo bn trong cuc phng vn
hm nay t l thnh cng ca bn l
bao nhiu?
50. According to you, how much is
your success rate in this interview
today?
Tr li:
Phn tch: Nu bn tr li vi mt t l
qu thp th chng t bn khng t tin
vi nhng g mnh tr li cho bui phng
vn ngy hm nay. Hoc nu bn tr li
l 100% th li c ngha bn qu t tin
vo bn thn mnh.
Cho d bn tr li tt hay khng tt
nhng cu hi trong bui phng vn, vi
cu hi ny, bn nn tr li mt t l
khong 70% 99%. Tt nhin y ch l
mt cu hi mang tnh gii tr trong
nhng cuc phng vn v th cch
tr li ca bn m thi!
Answer:
Analysis: If you answered with a lower
rate than prove you are not confident
with your responses in this interview
today. Or if your answer is 100%,
meaning you have too confident in
yourself.
Whether you had good or bad answer
for interview questions, with this
question, you should answer a rate of
about 70% - 99%. Of course this is only
an entertaining question in interview
course and test your answer way!

PHN 4: CU HI PHNG VN NGHIP V
PART 4: PROFESSIONAL INTERNVIEWING QUESTIONS
Page 79
_________________________________________________

Chng 1: Cu hi v tr giao dch vin
Chapter 1: Interview questions for Bank Teller position
KIN THC CHUNG
1. Giao dch vin cn c nhng k nng g? K nng no l quan
trng nht?
80%
2. Bng cch no bn s li ko khch hng s dng sn phm ca
ngn hng mnh?
60%
3. Bn s lin h vi khch hng tip th sn phm/dch v ca
ngn hng qua nhng knh no?
35%
4. Khch hng ang s dng mt th ATM ca ngn hng X, nu
bn tip th khch hng ny m thm th ATM ca ngn hng mnh
th bn s lm th no?
40%
5. C 3 ngi cng n rt tin gp l: 1 ngi gi, 1 tr em, 1
ngi tn tt. Bn s x l theo th t nh th no?
28%
6. Mt khch hng n qu np tin v khng theo di qu trnh
kim m ca nhn vin qu, sau khi nhn vin qu kim tin th thy
thiu mt t v thng bo cho khch hng bit nhng khch hng
khng chu nhn tin ca mnh thiu v l b tin va rt t ngn
hng khc mang n ngn hng np, sau khi NV qu gii thch m
khch hng khng ng nn lp bin bn nhng khch hng
khng k. Nu bn l nhn vin qu th s gii quyt ra sao rt
kinh nghim.
30%
7. C 1 khch hng sau khi lnh tin ti NH v t sng, k giy
nhn tin. Nhng n cui ngy h quay li v ni s tin GDV a
khng . GDV c kim qu th thy khng tha qu, GDV gii thch
nhng khch hng to ting v cng quyt l cha nhn tin. V
s tin ny nh nn GDV ny nh x l bng cch ly tin ti a
cho khch hng v cho h ra v.
Hi:
1- Bn nhn xt nh th no v cch x l ca GDV ny?
2- Cch x l ny c nh hng g n ngn hng khng?
3- Em s x l tnh hung ny nh th no?
25%
8. KH gi in n ngn hng mng v li m giao dch vin nhm
ln gy ra, bn khng h bit v li ca giao dch vin. Bn s x l
25%
Page 80
_________________________________________________

tnh hung ny nh th no?
9. Khi c 1 khch VIP n ngn hng rt ton b s tin gi
sang ngn hng khc vi mc li sut cao hn, em s lm th no
gi v khch li?
45%
10. Khi KH n giao dch ti quy giao dch ca em, em c ni
chuyn vi khch khng? Cu u tin em bt chuyn vi h s l g?
15%
11. Ngoi ng tuyn ngn hng MB bn cn ng tuyn ngn
hng no na khng?
70%
12. Nu c c 3 ngn hng cng gi in n (trong c c MB)
mi em i lm vic th em s chn ngn hng no?
50%
10%
KIN THC NGHIP V
14. C bao nhiu loi ti khon ngn hng m bn bit? 10%
15. Trong h thng k ton ngn hng ti khon c my loi: 7, 8, 9,
10?
6%
16. Trong bo co kt qu kinh doanh (bo co thu nhp) ca mt
ngn hng, theo bn ch tiu no l quan trng nht? V sao?
20%
17. S khc bit gia Doanh thu v Thu nhp l g? 10%
18. C tc l g? C nhng loi c tc no? 10%
19. V sao mt ng tin hm nay li c gi hn mt ng ngy mai? 12%
20. Sc l g? 18%
21. Phn bit gia sc v hi phiu? 18%
22. Bn c bit g v Tin nha hay khng? 22%

KIN THC CHUNG GENERAL KNOWLEDGE
1. Giao dch vin cn c nhng k
nng g? K nng no l quan
trng nht?
1. Which skills does a bank teller
need? Which is the most
important?
Tr li: Answer:
13. Lm pht l g? Lm pht c nh hng g ti hot ng kinh
doanh ca ngn hng?
Page 81
_________________________________________________

Giao dch vin l nhn vin lun phi tip
xc vi khch hng, i din cho vn ho
ng x ca ngn hng bi vy GDV cn c
nhng k nng nh:
Bank teller always have contact with the
customers, representing the behaving
culture of bank so they need skills such
as:
- Communication skill
- Presentating skill
- Negotiation skill
- K nng giao tip, ng x
- K nng trnh by, thuyt trnh
- K nng m phn, thng lng
Trong cc k nng trn th k nng giao
tip, ng x l quan trng nht do GDV
phi s dng nhiu nht. i tng KH n
gi tin ti NH mi la tui, tnh cch,
do , lm vui lng khch hng n,
va lng khch hng i u do cch x tr,
khiu n ni ca GDV.
On the above skills, communication skill
is the most important skill, because the
teller uses it most. The bank is variable at
age, personality, so to please the
coming customer, to satisfy going out
customers are affected by behavior,
natural aptitude for speech of tellers.
2. How do you attract more
customers to use the products
and services of your bank?
2. Bng cch no bn s li ko
khch hng s dng sn phm ca
ngn hng mnh?
Tr li:
li ko khch hng s dng thm sn
phm ca ngn hng mnh th ti s phi:
- Ch ra nhng im cn thiu st v
sn phm/dch v ca ngn hng i
th; trn c s gi m thm nhu
cu ca KH.
- Ch ra cho KH thy u im v li
ch m h nhn c khi s dng
sn phm ca NH
- To s t m v hng th ni KH,
khin h cm thy cn phi tm hiu
v sn phm/dch v mi ca NH.
- Bng cc qu tng, th co, phiu
gim gi ... li ko KH s dng
SP mi.
Answer:
In order to attract the customer to use
more banks products, I must:
- Point out the missing aspects of
product/service of competitor;
thereby consult more demand of
customer.
- Point out the advantages and
utilities that they will receive
when using banks product.
- Make curiosity and excitement
from the customers, make they
feel need to learn about
products/services of the bank.
- By the gifts, scratch cards,
coupons ticket ... to attarct the
customers to use new products.
Page 82
_________________________________________________

3. Bn s lin h vi khch hng
tip th sn phm/dch v ca
ngn hng qua nhng knh no?
3. How do you will contact
customers for marketing
products/services of bank?
Tr li:
Ti s lin h vi khch hng qua cc knh:
1- Qua in thoi
2- Qua Email
3- Qua mng internet (Mng x hi,
din n, knh tin tc )
4- Qua hn gp trc tip
5- Qua hn gp gin tip
6- Qua t ri/qung co
Answer:
I will contact customers via the channels:
networking, forums, news ...)
4- Through direct appointment
5- Through indirect appointment
6- Through brochures/advertising
4. Khch hng ang s dng mt th
ATM ca ngn hng X, nu bn
tip th khch hng ny m thm
th ATM ca ngn hng mnh th
bn s lm th no?
4. Customers are using an ATM
card of bank X, if you want to
convince this customer to open
additional ATM card at our
bank. So how do you do?
Tr li:
Trc tin ti cn tm hiu k cc
c im ni bt - im mnh - im yu
ca sn phm th ATM ca ngn hng
mnh v ca ngn hng X
Sau , khi tip th sn phm th
ATM cho khch hng. Ti s nhn mnh
vo cc im mnh ca sn phm th
ATM ca ngn hng mnh v nu r
nhng im hn ch v th ATM ca
ngn hng X kia.
Nu ngn hng mnh thuc lin minh
th khc vi ngn hng X th y li cng
l mt yu t khai thc; Ti ngh
ngi nn m thm 1 th ATM th 2 ca
ngn hng chng ti; liu bao gi
Answer:
First, I need to understand carefully the
features strength points weakness
points of the product of ATM card of my
bank and bank X
Then, when marketing product ATM
card to the customer. I will emphasize the
strength points of the product of ATM
card and clearly review the limitations on
ATM card of bank X.
If our bank card is in a card alliance with
bank X, this will be a factor to be
exploited; I think you should open a 2nd
ATM card of our bank; have you ever got
the banks ATM card unpayable at an
airport or a public place that, while you
1- Over the phone
2- Via Email
3- Through the internet (social
Page 83
_________________________________________________

ngi gp trng hp th ATM ca ngn
hng X kia khng th thanh ton ti mt
sn bay hoc mt ni cng cng no ;
trong khi ngi ang rt vi. Ch bng mt
pht lc ny ngi tit kim hng gi
qu gi ca ngi mai sau. Vic m th
ATM l hon ton min ph. Ti tin chc
rng ngi s c thm nhiu la chn hn
khi i mua sm sau ny, hn th na
gim thiu c thi gian khi i rt tin
ti cy ATM, thay v vic ngi c phi ti
nhng cy ATM chp nhn th ca ngn
hng X.
was in a hurry. Just a minute now you
can save your precious time to come. The
ATM card is open free of charge. I am
sure you will have more choices when
shopping later, further reducing the time
when you withdraw cash at ATMs,
instead of him just to go to the ATMs of
the bank card acceptance of X.
5. C 3 ngi cng n rt tin gp
l: 1 ngi gi, 1 tr em, 1
ngi tn tt. Bn s x l theo
th t nh th no?
5. Three peoples need withdraw
money at a time: an old, a child,
a disabled person. What order
will you make?
Tr li:
Ti s u tin cho ngi tn tt c rt
tin trc, sau l ngi gi, cui cng
l tr em.
L do l ngi tn tt thng s kh ch
i c lu nht, k l ngi gi, cui
cng l tr em.
Answer:
I will priority the disabled people
withdraw in previous, next is the old, the
last is the children.
The reason is that disabled people will be
difficult to wait for longest time, next is
the old, the last is the children.
6. Mt khch hng n qu np tin
v khng theo di qu trnh kim
m ca nhn vin qu, sau khi
nhn vin qu kim tin th thy
thiu mt t v thng bo cho
khch hng bit nhng KH khng
chu nhn tin ca mnh thiu v
l b tin va rt t ngn hng
khc mang n ngn hng np.
Sau khi nhn vin qu gii thch
m KH khng ng nn lp
bin bn nhng KH khng k.
Nu bn l nhn vin qu th s
6. A customer paid money at bank
and did not monitor the counting
process of funding staff, funding
staff had found one missing
paper after checked money, and
notified the customer to know
that, but the customer did not
agree because it is amount of
money has just withdrawn from
other bank. After funding staff
explain but the customer did not
agree to sign in record. How do
you solve this situation if you are
Page 84
_________________________________________________

gii quyt ra sao rt kinh
nghim.
the funding staff to learn from
experience?
Tr li:
Bc 1: Nhn vin qu phi xin li KH
v sai khi khng nhc nh KH theo
di qu trnh kim m.
Bc 2: Nhn vin qu s th kim
m li bng tay b tin b thiu v a
cho KH kim tra li. Gii thch v mi
KH k vo bin bn.
Bc 3: Nu KH vn khng chu th
mi KH xem li camera theo di qu
trnh thu tin mt di s cho php,
gim st ca Ph trch PGD lm r.
Bc 4: Nu chng may Camera hng
hoc khng ghi r hnh th ch cn cch
thng lng vi KH hoc nh ph
trch phng ng ra phn x.
Answer:
Step 1: Funding staff must apologize
for his fault because he did not
remind the customer to monitor the
counting process.
Step 2: Funding staff will try
counting bundle of money are missed
and give the customer check.
Explained to the customer and invited
they sign the record.
Step 3: If the customer does not
accept, the staff need invite they
review camera to monitor cash
collection process under license, in
charge of supervision of transaction
point for clarification.
Step 4: If the camera accidentally
corrupted or does not specify, the
only way is to negotiate with the
customer or ask the supervisor to
arbitrate.
7. C 1 khch hng sau khi lnh tin
ti NH v t sng, k giy nhn
tin. Nhng n cui ngy h quay
li v ni s tin GDV a khng
. GDV c kim qu th thy
khng tha qu, GDV gii thch
nhng khch hng to ting v
cng quyt l cha nhn tin.
V s tin ny nh nn GDV ny
nh x l bng cch ly tin ti
a cho khch hng v cho h
ra v.
Hi:
7. A customer after reiceve money
from the bank, left in the
moring, has signed the receipt.
But end of day he came back
and said that the teller did not
pay enough money. The teller
checked that funds are enough,
but the customer has spoke
loudly and determined not to
get enough money. Because of
the small amount of money and
the teller had solved by give
money from her pocket to the
Page 85
_________________________________________________

Answer:
2- Cch x l ny c nh hng g
n ngn hng khng?
1- Bn nhn xt nh th no v
cch x l ca GDV ny?
customer and let them leave.
Question:
1- How do you comment about
2- How this behavior affected
the bank?
3- How do you handle with this
situation?
the solution of teller?
3- Em s x l tnh hung ny nh
th no?
1- Nhn xt: y l mt cch x l
kh nhu nhc v b ng ca
mt GDV thiu bn lnh ngh nghip
v kin thc nghip v.
Tr li:
1- Comments: This is a rather
weak and passive behavior of
the teller who lack of professional
confidence and professional
knowledge.
Nu GDV kim qu thy khng tha
th chc chn c th li l pha
khch hng.
If the teller checks treasury and
find no excess funds, the fault can
certainly be errors on the
customer.
2- Cch x l ny c v gip KH
ngui gin nhng s lm xu i
hnh nh ca ngn hng trong mt
cc KH khc (chng kin cu
chuyn ny).
2- This behavior seems to help
customer anger but will worsen
the bank's image in eyes of the
others (witness this story).
The teller pocket money given to
prove that the bank made a
mistake, the amount of money the
teller give to the customer is very
small but the reputation of bank
has enormously affected in this
situation.
Vic GDV ly tin ti a cho
chng t rng ngn hng lm sai,
s tin m GDV a cho khch hng
l rt nh nhng uy tn ca NH b
nh hng trong tnh hung ny l
rt ln.
3- Cch x l ca ti:
Bc 1: Ti s ch ng mi khch
hng vo mt phng lm vic, tip
n chu o lch s, tm thi lm
ngui i s gin d ca h, trnh gy
ch n cc KH khc n giao
dch.
Step 1: I will actively invite
customers into a guest room,
warmly recept, to temporarily
appease the anger of their travel,
avoid make attention with other
3- My solution:
Bc 2: Ti s xem xt li ton b
Page 86
_________________________________________________

quy trnh, cc bt ton, xem li l
khu no, ngn hng hay khch
hng.
Bc 3: Nu li pha ngn hng,
ti s khng tha nhn li m ch
cho khch hng thy y l do
nguyn nhn khch quan; sau
tng thm cho khch hng mt mn
qu (mc kho, o ma, , th gim
gi ) v xin li khch hng v s
phin h ny.
Nu li pha khch hng, ti s hi
thm khch hng v qung ng
ca h khi n y, th hin s quan
tm bng c ch n cn. Sau , ti
c gng gii thch rng do h k
vo giy nhn tin ri, quy trnh ca
ngn hng cng cho thy khng c
sai st nn v l th NH khng th
gii quyt. Nhng v tnh cm th
NH cng rt cm n KH quan
tm v s dng dch v ca NH, do
NH xin tng khch hng mt mn
qu (mc kho, o ma, , th gim
gi ).
customers.
Step 2: I will review all entire
process, entries, to see error in
what stage, cause from bank or
customer.
Step 3: If the error by the bank, I
will not admit error, but only
show the customer that this is due
to objective reasons and then
offered customers a gift (key
hook, raincoat, umbrella,
discount ticket ...) and apologized
to the customer for this
inconvenience.
If the error by the customer, I will
ask they about their journey to
come here, show interest by
gestures of kindness. Next, I will
try to explain that because they
had signed the receipt, the bank's
process also shows no errors and
there no reason we can solve. But
in emotionally, the bank also
thank to customer has interested
in and use services of banks, so
banks would give customer a gift
(key hook, raincoat, umbrella,
discount ticket ...).
8. KH gi in n ngn hng mng
v li m giao dch vin nhm ln
gy ra, bn khng h bit v li
ca giao dch vin. Bn s x l
tnh hung ny nh th no?
8. The customer calls to the bank
for the fault caused by a bank
teller, you did not know about
the fault. How could you handle
this problem?
Tr li:
Bc 1: Vic u tin, ti s khuyn
khch hng nn bnh tnh v mi n
ngn hng lm r v sai st m
Answer:
Step 1: Firstly, I will advise the
customer calm down and invite
him/her to go to the bank to clarify
Page 87
_________________________________________________

KH mc phi.
Bc 2: Ti s lin h cc GDV
cng quy xc nh xem li l ca
ai, nguyn nhn t u.
Bc 3: (Ging nh cch x l
Cu 7 trn)
the fault.
Step 2: I will contact the tellers in the
counter to determine who made this
fault from where.
Step 3: (Same how to deal with in
Question 7 above)
9. Khi c 1 khch VIP n ngn hng
rt ton b s tin gi sang
ngn hng khc vi mc li sut
cao hn, em s lm th no gi
v khch li?
Tr li:
gi khch hng li, ti s phn
tch cho khch hng thy: Li sut
cao ch l mt phn quyn li m
NH em n cho KH, ngoi ra cn l
s quan tm chm sc t cc dch v
khc (in hoa 20/10, 8/3; qu tng
sinh nht ca KH, cc phiu qu
tng, bc thm trng thng, th co
gim gi, quay s may mn ), v
cc quyn li khc m KH c
hng ngn hng mnh.
Answer:
In order to retain customers, I will
analyze the situation to show them that:
High interest rates interest is only one
part of benefit that the bank gave to
customers, these are many carings from
other services (I.e corona 20/10, 8/3;
birthday gifts, gift ticket, lucky draws
ticket, scratch ticket, sale off ticket, lucky
draw ...), and other benefits that the
customers are entitled at bank.

10. Khi KH n giao dch ti quy
giao dch ca em, em c ni
chuyn vi khch khng? Cu u
tin em bt chuyn vi h s l g?
10. Do you talk to customers when
they go to your counter? What
the first sentence do you start
talking to them?
Tr li:
Khch hng n vi ngn hng
chc chn h s mun tip chuyn v
by t nhu cu vi bt k mt nhn
vin ngn hng no.
GDV cn ch ng bt chuyn v
hi han. Cu u tin m em hi KH
Answer:
When the customers come to the bank,
surely they want to speak and express
their demands with any bank staff.
Bank teller should actively start a
conversation and ask. The first thing I
would ask the customers is: Hello Sir!
9. When a VIP guest to the bank
to withdraw all the money to
send to other banks with higher
interest rates, what would you
do to retain that customer?
Page 88
_________________________________________________

l: Chu cho bc! Khng bit
chu c th gip g cho bc. Bc c
nhu cu lm g ?
May I help you sir. What do you need to
do?
(Cu hi phng vn Giao dch vin vo
MB thng 8/2011)
(MB Bank teller interview question on
August 2011)
11. Ngoi phng vn ngn hng MB
bn cn ng tuyn ngn hng
no na khng?
11. Do you applying in another
bank when you are applying to
MB bank?
Tr li:
Bn c th chn tr li bng 1 trong 2
cch sau y u s hp l v c lng
nh tuyn dng:
V d 1
MB l ngn hng u tin ti ng tuyn v
hin ti vn cha np h s mt ni no
khc.
(Vi s tht l bn cha h ng tuyn
thm ni no khc!)
V d 2
Ngoi ng tuyn vo MB, ti hin cn
ang ng tuyn ti 2 ngn hng khc na.
Tuy nhin, MB vn lun l la chn s 1
ca ti khi c mi i lm vic. Vic ti
ng tuyn thm 2 ngn hng khc l
nhm khng b l thi gian v c hi
ca mnh v ti tt nghip v ang sng
bng ng lng ca cha m.
(Vi s tht l hin bn ng tuyn ti 9, 10
ngn hng khc th cng ch nn ni l 1,
2 ngn hng khc na thi!)
Answer:
You can choose to respond in 1 of 2 of
the following feedbacks will be
reasonable and pleased the interviewer:
Example 1
MB is the first bank I am applying to and
now I have not applied in another bank.
(For the truth is you never applying more
anywhere else!)
Example 2
I am now also being applied in two banks
outside applying to MB. However, MB
has always been my priority. I am
applying at two other banks in order to
not miss the opportunity of time and
because I have graduated and are living
with my parents' wages.
(For the truth is you are applying at 9, 10
other banks they should said only be 1, 2
other banks only!)
12. Nu c c 3 ngn hng cng gi
in n (trong c c MB) mi
em i lm vic th em s chn ngn
hng no?
12. If all 3 have the same call to the
bank (included MB) invited me
to work then I will choose the
bank?
Page 89
_________________________________________________

Tr li:
Tt nhin ti s chn MB, ngay t khi bt
u gi h s ng tuyn, ti quyt tm
bng c mnh s c gng thi tuyn vo
y. Ti n tng bi thng hiu, hnh
nh, tc phong chuyn nghip ca MB v rt
mong mun c lm vic di mt mi
trng lm vic nh th.
Answer:
Of course I would choose MB, right from
the start sending CVs to recruitment, I
have been determined that I must work in
MB. I am impressed by brand names,
pictures, and professional of the MB and
looks forward to working under a work
environment like that.
13. Lm pht l g? Lm pht c nh
hng g ti hot ng kinh doanh
ca ngn hng?
13. What is the Inflation? Inflation
may affect the business
activities of banks?
Tr li:
Lm pht l t l m ti mc chung ca
gi c hng ha v dch v v ang tng
ln theo thi gian. Trong mt nn kinh t,
lm pht l s mt i gi tr th trng hay
gim gi sc mua ca ng tin. Khi so
snh vi cc nn kinh t khc th lm pht
l s ph gi ca loi tin t ny so vi cc
loi tin t khc.
nh hng ca lm pht
Lm pht lm gim gi sc mua ca ng
tin trong nc, to p lc ln NHNN
buc NHNN phi ra cc chnh sch
tht cht tin t, kim ch lm pht nh
Tng li sut c bn, Tng t l d tr
bt buc iu ny s nh hng
khng ch ti hot ng huy ng vn u
vo ca cc ngn hng (buc cc NH nng
li sut huy ng u vo ln cao) m cn
nh hng ti hot ng cho vay (buc
cc NH nng li sut cho vay ra m
bo li nhun hot ng tng xng).
Nu lm pht c xu hng tng trong di
hn, cc ngn hng cnh tranh nhau v huy
ng s dn y mt bng li sut huy
Answer:
Inflation is the rate at which the general
level of prices for goods and services
has increased over time. In an economy,
inflation is a loss of market value or
lower purchasing power of money.
When compared with other economies,
inflation is the devaluation of the
currency against other currencies.
The impact of inflation
Inflation reduces the purchasing power
of domestic currency, putting pressure
on banks forced the central bank must
set out the policy to monetary
tightening, inflation as the base rate
increase, Increase the percentage of
expected compulsory... This will affect
not only the mobilization of capital into
banks (forcing the banks raise interest
rates start to rise) but also affect
lending activity (force banks raise
lending rates to ensure adequate
operating profit).
If inflation tends to rise in the long run,
banks compete for mobilization will
Page 90
_________________________________________________

ng ln cho vay ln cao; khin cc DN
vay vn ri vo tnh trng kh khn, n
xu tng ln v xy ra cc ri ro tn dng
i vi ngn hng.
gradually push the interest rates on
loans and high loan companies that fall
into difficulties, bad debts rise and
occurs on the credit risk for banks.
KIN THC NGHIP V PROFESSIONAL KNOWLEDGE
(T cu 14 n cu 16: Phng vn ti Ngn
hng Bc khu vc min Bc)
(From question 14 to question 16:
Interviewing questions at Northern Bank,
North regional)
14. C bao nhiu loi ti khon ngn
hng m bn bit?
14. How many types of bank
account do you know?
Tr li:
C rt nhiu loi ti khon ngn hng
nh:
- Ti khon tit kim
- Ti khon tin gi
- Ti khon thanh ton
- Ti khon chung
- Ti khon ring
- Ti khon vng lai
- Ti khon vay thu chi
Answer:
Various types of bank accounts
are:
- Deposit account
- Savings account
- Payment account
- Sole accounts
- Joint accounts
- Current account
- Overdraft loan account
15. Trong h thng k ton ngn hng
ti khon c my loi: 7, 8, 9, 10?
15. How many types of
accounts: 7, 8, 9, 10?
thm - TI Y)
Answer:
There are 9 types!
(To answer this question. You should see
more - HERE)
16. Trong bo co kt qu kinh doanh
(bo co thu nhp) ca mt ngn
hng, theo bn ch tiu no l
quan trng nht? V sao?
16. What is the most important
account index in Income
statement of a bank? And why?
Tr li:
C 9 loi!
( tr li cho cu hi ny. Bn hy xem
Page 91
_________________________________________________

Qua bo co thu nhp 2 thi im lin
tip, ta c th bit kh nng m rng tn
dng, th phn ca 1 ngn hng qua tc
tng trng doanh thu thun. Hoc
bit c cc chi ph m ngn hng phi
chu v p lc t vic huy ng vn ra
sao qua tc tng ca chi ph hot ng
kinh doanh.
Through the income statement second
consecutive time, we can know the
ability to extend credit, a bank's market
share through growth in net revenue. Or
understanding the cost that banks
subjected to pressure from raising
capital through increased speed of
business costs.
Growth rate of net revenue growth
exceed the costs is a good sign,
indicating that banks are growing and
profitable. In contrast, banks are having
problems, either from the competition
or the difficulty of the economy. This
requires banks to take measures to
implement products and services,
diversify, or cut the costly expenses in
the current inefficient to reduce
business costs.
Trong , doanh thu ch yu ca ngn
hng l t vic cung cp dch v v cho
vay; chi ph ca ngn hng ch yu l chi
ph huy ng vn v khuyn mi.
Tr li:
NHTM l loi hnh doanh nghip hot
ng v mc tiu cui cng l li nhun,
do vy ch tiu quan trng nht theo ti
l: doanh thu thun hot ng kinh
doanh v chi ph hot ng kinh
doanh. y l 2 ch tiu quyt nh
nhiu nht n Li nhun ca cc ngn
hng.
Answer:
Banks operate for the purpose of profit,
so the most important target is: Net
revenue from operating activities and
operating expenses. These two targets
have the decisive for the banks profit.
In particular, major revenue of banks is
came from services and lending;
lending bank's cost is primarily the cost
of raising capital and promotion.
Tc tng doanh thu thun cn ln hn
tc tng ca chi ph l du hiu tt,
cho thy ngn hng ang pht trin v c
nhiu li nhun. Ngc li, ngn hng
ang gp vn kh khn, c th t s
cnh tranh hoc s kh khn ca nn
kinh t. iu ny i hi ngn hng cn
c cc bin php trin khai sn phm,
dch v, a dng ho, hoc ct gim cc
khon chi ph tn km khng hiu qu
trong hin ti gim chi ph hot ng
kinh doanh.
17. What are the differences
between Revenue and Income?
Tr li: Answer:
17. S khc bit gia Doanh thu v
Thu nhp l g?
Page 92
_________________________________________________

Doanh thu l Tng doanh s bn hng (quy
ra tin) m cng ty thc hin c
trong mt giai on c th.
Thu nhp l s tin cn li sau khi ly
Tng doanh s bn hng tr i cc khon
chi ph pht sinh cng trong gian on c
th .
Revenue is the total amount of sales (in
money) that a company has for the
particular period.
Income is the amount left after the
expenses have been subtracted from the
Revenue for a particular period.
18. C tc l g? C nhng loi c tc
no?
18. What do you mean by
dividends? How many kinds of
dividends?
Tr li:
C tc l mt phn li nhun sau thu
c chia cho cc c ng ca mt cng ty
c phn.
C 2 loi c tc:
i. C tc tr bng tin mt
ii. C tc tr bng c phiu
Answer:
There are two types of dividends:
i. Dividends paid in money
ii. Dividends in stocks.
19. V sao mt ng tin hm nay li
c gi hn mt ng ngy mai?
19. Why a coin today valuable than
a coin in the furture?
Tr li:
Thc tin hot ng ti chnh ch r:
Mt ng ngy hm nay c gi tr hn mt
ng trong tng lai, v 3 l do sau:
1- Do lm pht lm cho ng tin b
mt gi.
2- Do ri ro trong i sng kinh t x
hi hng ngy.
3- Do c hi u t lm cho mt ng
ngy hm nay nu ti ngy mai,
ngoi tin gc cn c tin li do
chnh n sinh ra, cn mt ng
tng lai vn ch l mt ng m
thi.
Answer:
Financial practices set forth: A coin
today worth more than a coin in the
future, for three reasons:
1- Because inflation makes currency to
be devalued.
2- Due to the risk of economic life and
social relations.
3- Do investment opportunities to
make a coin today to tomorrow if
so, apart from the charge there is
interest generated by itself, also a
fellow in the future is still a contract
only.
Dividend is a part of Return after tax
divided for shareholders in a join stock
company
Page 93
_________________________________________________

= Thc t ny cho thy tin t c gi
tr thi gian (time value). Li sut
chnh l s o lng gi tr thi gian
ca tin t.
= This fact shows that the monetary
value of time (time value). The
interest rate is a measure of the time
value of money.
20. Sc l g? 20. What is a Cheque?
Tr li:
Sc l mt t mnh lnh v iu kin ca
ngi ch ti khon, ra lnh cho ngn hng
trch t ti khon ca anh ta tr cho
ngi c tn trong sc: Tr theo lnh ca
ngi y hoc tr cho ngi cm sc mt
s tin nht nh, bng tin mt hoc
chuyn khon.
Answer:
Cheque is an order paper drawn by the
account holder, orders a bank withdraw
funds from his account to pay on
demand for the payee: Pay on demand
of him, or pay a specified money, by
money or transfer.
21. Phn bit gia sc v hi phiu? 21. What are the differences
between a cheque and a draft?
Tr li:
V khi nim
- Hi phiu do ngi bn pht hnh
i tin ngi mua (ngi mua
hng/ngi nhp khu).
- Sc l chng t do ngi mua (ch
ti khon sc) pht hnh cho ngi
bn, nh cung cp hoc rt tin
mt
V hnh thc
- Hi phiu th hin di dng vn
bn, do cc php nhn v th nhn t
quyt nh. Hi phiu c th c
lp thnh 1 hoc nhiu bn (thng
l 2 bn), mi bn u c nh s
th t v c gi tr nh nhau.
- Sc l mt vn bn giy, c NH in
theo mu, c chia thnh 2 phn c
ng ct rng ca gia tch
Answer:
In concept:
- Bills of exchange issued by the
seller to the buyer demanding
money (buyer/importer).
- Check the documents by the
buyer (owner checking account)
released to the seller, supplier or
to withdraw cash
In form:
- A draft in text, by the legal
persons and entities to self decide.
Drafts can be made in one or
more (usually 2 copies), each of
which is numbered and has the
same value.
- Cheque is a paper document, has
printed as a sample of the bank,
divided into two parts with
Page 94
_________________________________________________

ri, gm: Cung sc ngi pht
hnh lu v Thn sc (phn tch
ri) trao cho ngi th hng.
V k hn thanh ton
- Hi phiu c k hn tr tin ph
thuc vo quy nh php lut cho
tng loi hi phiu m khng ph
thuc vo phm vi, khng gian lu
hnh.
- Sc c tnh cht thi hn tc t sc
ch c gi tr quy i ra tin t nu
cn thi hn hiu lc (i vi sc
thng mi). Thi hn hiu lc ca
sc c ghi trn t sc, tu thuc
vo khng gian, phm vi v php
lut nc s ti ni t sc lu hnh.
Phng thc thanh ton
- Hi phiu thng s dng trong
thanh ton quc t, phng thc
thanh ton ca hi phiu s tu theo
ngi thanh ton l ngi tr
tin/nh nhp khu (phng thc
nh thu) hay ngn hng (phng
thc L/C).
- Sc bt buc phi thanh ton thng
qua ngn hng, c th l 1 hoc 2
ngn hng.
serrated lines in between to
separate, including: counter foil
to store and release the cheque
(the separate) to give the drawee.
In payment period:
- Draft term pay depends on the
law for each type of bill that does
not depend on the scope and
circulation space.
- Cheque term in nature ie the
check is valid only if converted
into monetary longer valid (for
commercial checks). The validity
of the check is written on the
check, depending on space, range,
and the country where the law of
checks in circulation.
In payment method:
- Draft is often used in
international payments, payment
method of bills depending on the
payer/importer (Collection
method) or bank (L/C method).
- Cheque is required to pay through
a bank, may be one or two banks.
22. Bn c bit g v Tin nha hay
khng?
22. Do you know about Plastic
Money?
Tr li:
Tin nha l mt thut ng ch cng
c thanh ton phi tin mt, s dng qua h
thng ni mng trong mt ngn hng hoc
gia cc ngn hng. Tin nha c rt
nhiu loi khc nhau (nh Th ghi n -
Answer:
Plastic Money is a term for the non-
cash payment instruments, using the
network system in a bank or between
banks. Plastic Money there are many
different types (such as Debit Card -
Page 95
_________________________________________________

Debit Card, Th tn dng Credit Card,
Visa Card, Cash Card ), chng c hnh
dng nh mt tm th hnh ch nht, lm
bng nha, c m ha vi di t tnh
mt sau ca th c bng u c th
ti cc my ATM (Automated Teller
Machine).
Debit Card, Credit Card - Credit Card,
Visa Card, Cash Card ...), which is
shaped like a rectangular card, made of
plastic, encoded with magnetic strip on
the back of the card reader to read by
ATMs (Automated Teller machine).

Chng 2: Cu hi nghip v tn dng
Chapter 2: Interview questions for Credit position
(Dnh cho cc v tr: H tr tn dng/ Tn dng/ Chuyn vin QHKH/ Chuyn vin Thm nh/
Ti thm nh)
V tr nhn vin tn dng (NVTD) l v tr ph bin, chim s lng ln ti cc ngn hng.
NVTD khng ch cn c sc kho m cn cn c c nghip v; NVTD cn bit cc kin thc
v k ton doanh nghip, phn tch bo co ti chnh (nu l NVTD khch hng doanh nghip),
cn bit cc kin thc v Thanh ton quc t (v c nhng lc thc hin cho vay chit khu b
chng t, m L/C, chuyn tin TT cho khch hng). Ngoi ra, NVTD phi c hiu bit v kin
thc chuyn mn khc na nh: Lut, Cho vay, Bo lnh, Marketing, Ti tr d n, Di
y, trong sch ny ti xin tng hp li cc cu hi phng vn v tr tn dng hoc lin quan khi
thi tuyn vo cc ngn hng ti Vit Nam v p n tr li.
KIN THC CHUNG
1. Bn hiu nh th no v cng vic ca mt nhn vin tn dng? 90%
2. Theo bn nhn vin tn dng cn c nhng t cht no? T cht
no l quan trng nht?
70%
3. Ngoi ng tuyn ngn hng MB bn cn ng tuyn ngn hng
no na khng?
30%
4. Lm pht l g? Lm pht c nh hng g ti hot ng kinh
doanh ca ngn hng?
15%
5. Theo bn trong tnh hnh kinh t x hi hin nay (lm pht, ngn
hng ang gp kh khn), nu l mt nhn vin tn dng bn s tp
trung vo cc i tng khch hng no l ch yu?
28%
6. L NVTD, bn s pht trin khch hng mi nh th no? 45%
7. Lm th no va m bo tng trng tn dng theo k hoch
32%
Page 96
_________________________________________________

ca ngn hng t ra cho bn (l nhn vin tn dng) va m bo an
ton cho vn vay?
8. CAMEL l phng php nh gi tng th v hot ng ngn
hng. Phng php ny xem xt n nhng nhm ch tiu no?
30%
9. Lnh vc hot ng (sn xut, kinh doanh) no bn u tin trong
vic tm kim khch hng ca bn? V sao?
20%
10. Hy nu nhng loi hnh ri ro chnh trong hot ng ngn hng?
Ri ro o c l g?
48%
11. Nhng du hiu i vi mt khch hng c biu hin chy v
khng c kh nng thanh ton l g? i vi trng hp ny, cn b tn
dng s c trch nhim g v x l nh th no?
45%
KIN THC NGHIP V
A. Lut
12. Theo Lut cc TCTD, gii hn cho vay i vi mt khch hng
c quy nh nh th no?
12%
13. Theo Lut cc TCTD, gii hn cho vay i vi nhm khch hng
c quy nh nh th no?
13%
14. Ngn hng c c php cho vay o n khng? 8%
15. Hy nu nhng quy nh php lut v tn dng v em bit? Q
457 quy nh iu g?
24%
16. Li ch ca vic ng k giao dch bo m ti sn l g? 16%
17. Mt ti sn th chp c th m bo cho nhiu ngha v hay
khng?
12%
18. Nu c 1 khch hng n vay vn, m khch hng lm S T
Php, quen thn vi cng chng, khch hng yu cu a h s cho
cng chng k m khng cn phi c mt k v bn cng chng bit
r v ngi . Nu bn l CBTD th c ng cho cng chng k
nh vy khng? Bn c ng cng chng k h s m khng cn
c mt khch hng khng?
10%
19. Mt doanh nghip c nh xng sn xut ti mt Khu cng
nghip, c Giy chng nhn quyn s dng t ti Khu cng nghip v
mun dng ti sn th chp vay vn ngn hng. Vy ngn hng
c th chp nhn ti sn th chp khng? Ti sao?
19%
B. Cho vay
20. Quy trnh tn dng thng c nhng bc no? 21%
21. V sao cc ngn hng thng u tin cho vay cc khch hng c
16%
Page 97
_________________________________________________

hn l cho vay khch hng mi?
22. V sao ngn hng ngi cho vay cc DN c quy m nh? 15%
23. Li sut cho vay ca ngn hng i vi cc mn vay khc nhau s
khc nhau do ph thuc vo yu t g?
14%
24. Khi thm nh cho vay mt khch hng bn s xem xt n nhng
vn no?
55%
25. Khi thm nh cho vay i vi mt nhu cu vay vn ca mt
doanh nghip, bn quan tm n nhng kha cnh no?
42%
26. Nn cho vay doanh nghip lnh vc no? thi im no? 33%
27. Khi thm nh cho vay khch hng c nhn th iu g l quan
trng nht?
65%
28. Em bit nhng loi sn phm tit kim no ti ngn hng? 30%
29. Khch hng c mt s tit kim 1 t ng gi k hn 1 thng, n
ngy 20 khch hng c nhu cu xin rt tin v mc ch c nhn? Em s
t vn g cho khch hng?
35%
30. Khi thm nh cho vay khch hng doanh nghip th iu g l
quan trng nht?
65%
31. Mt doanh nghip bun bn st thp, ti sn th chp l 1 t ng,
theo quy nh ch c vay 70% tc c vay 700 triu nhng DN c
nhu cu vay 1 t. Sau khi thm nh th thy doanh nghip rt tt, kh
nng tr n cc cao, bn s x l th no?
52%
32. V sao cc ngn hng phi phn tch tnh hnh ti chnh khch
hng trc khi cho vay?
26%
33. Ngn hng thng cho vay ngn hn ti tr cho nhng nhu cu
no? Ngun tr n ca cc mn vay ngn hn thng l g?
22%
34. Ngn hng thng cho vay trung di hn ti tr cho nhng nhu
cu no? Ngun tr n ca cc mn vay trung di hn l g?
18%
35. Khi nh gi mt ti sn bo m, bn thng cn c vo nhng
yu t no?
70%
36. Ti sn bo m cho mn vay cn phi p ng nhng iu kin
g?
58%
37. Tnh lng ca mt ti sn c xc nh bi nhng yu t no? 37%
38. Cho vay thu chi l g? c im ca loi hnh ny? 12%
39. C nhng hnh thc cho vay ti tr xut khu no hin nay m bn
bit? Hy nu c im ca chng?
30%
Page 98
_________________________________________________

40. C nhng hnh thc cho vay ti tr nhp khu no hin nay m
bn bit? Hy nu c im ca chng?
30%
41. C nhng hnh thc chit khu chng t xut khu no? 20%
42. C nhng hnh thc bo m tin vay no m bn bit? 25%
43. Th chp ti sn l g? Th chp TS dng vay vn ngn hng l
g? Nhng loi ti sn no thng c em ra th chp?
20%
44. Cm c ti sn l g? Cm c TS vay vn ngn hng l g?
Nhng loi ti sn no thng c em ra cm c?
20%
45. Cm c ti sn khc g vi vic th chp ti sn? 20%
46. Phn bit gia cho thu ti chnh v cho thu hot ng? 15%
47. Cc nguyn nhn ca ri ro tn dng t pha khch hng l g? 28%
48. Phn bit gia cc hnh thc Khoanh n, Gin n v o n? 32%
49. Th no l n hn n? Trong thi gian n hn khch hng c phi
tr li khng?
32%
50. Th no l gia hn n? Gia hn n khc g so vi n hn n? 34%
51. Khon n nh th no c gi l n kh i? Nhng nguyn
nhn v biu hin ca khon n kh i?
30%
52. Khi bn lm 1 h s thy ri ro rt cao, khng th cho vay nhng
gim c li yu cu bt buc phi cho vay th bn x l nh th no?
80%
C. Bo lnh
53. Bo lnh l g? Bo lnh ngn hng l g? Hy nu cc loi bo
lnh ngn hng m bn bit Vit Nam?
30%
54. Khi no ngha v bo lnh ca TCTD vi khch hng chm dt? 20%
55. Loi bo lnh no ph bin nht Vit Nam. c im ca bo
lnh ?
25%
56. Trong ngnh xy dng c bn thng c nhng loi bo lnh ngn
hng no v khi no cn pht hnh loi bo lnh ?
20%
57. V sao cn c bo lnh d thu trong ngnh xy dng c bn? 10%
D. K ton v Phn tch BCTC
58. Bo co ti chnh ca doanh nghip phn nh nhng iu g? 35%
59. Bng cn i k ton ca mt doanh nghip l g? 30%
60. Cc khon doanh thu khc ca DN bao gm nhng khon no? 25%
Page 99
_________________________________________________

61. Doanh nghip giu l hoc giu li bng cch no? 30%
62. Th no l dng vn v th no l dng tin? 22%
63. Phn chi ph tr li vay c tnh vo dng tin no ca doanh
nghip trong Bo co lu chuyn tin t lp theo phng php trc
tip?
22%
64. Khu hao l g? C nhng cch tnh khu hao no? 22%
65. Ti sn c nh v hnh l g? TSC v hnh c phi tnh khu hao
khng? C nhng cch tnh khu hao no?
25%
66. Ti sn c nh l g? Nhng tiu chun no ghi nhn mt ti sn
l TSC?
25%
67. Ti khon lng tnh l g? Bn bit nhng ti khon lng tnh
no?
25%
68. S d C v d N ca TK 131 phn nh iu g? 24%
69. S d C v d N ca TK 331 phn nh iu g? 24%
70. N phi tr l g? 25%
71. Vn lu ng l g? c im ca n? 25%
72. C nhng ch tiu no nh gi hiu qu s dng vn lu ng? 30%
73. C nhng hnh thc ti tr vn lu ng no? Hnh thc no l ti
u vi 1 DN?
10%
vay? C nhng loi h s ti chnh no?
38%
80. H s th Axit l g? ngha ca h s ny? 12%
81. n by ti chnh l g? Cng thc tnh ca h s ny? V sao
ngi ta ni y l mt con dao hai li?
30%
82. T l n xu trn tng d n cho vay phn nh iu g? 30%
83. T l ti a ca ngun vn ngn hn Ngn hng thng mi c
cho vay trung v di hn l bao nhiu?
35%
74. Chi ph c nh l g? Chi ph bin i l g? 16%
75. Vn c nh l g? c im ca n? 16%
76. Vn ch s hu l g? 17%
77. Khi no doanh thu bn hng ca doanh nghip c ghi nhn? 22%
78. Vng quay Vn lu ng l g? 18%
79. V sao cn phn tch cc h s ti chnh ca doanh nghip khi cho
Page 100
_________________________________________________

E. Ti tr d n
84. Mc tiu ca vic phn tch, thm nh d n? 30%
85. Mc ch c bn ca cc NHTM khi tin hnh thm nh ti chnh
ca d n l g?
30%
86. Thm nh ti chnh ca d n c tc dng g? 35%
87. Nu c 2 d n bng nhau v NPV th ta s chn d n no? 28%
88. T sut hon vn ni b l g? 28%
89. Dng tin ca d n cn c xc nh da trn nhng nguyn tc
no?
20%
90. Cch xc nh dng tin thun ca d n u t? 20%
24%
F. Thanh ton quc t
92. Hy nn tn nhng chng t thng thng trong mt b chng t
thng mi?
18%
93. Cc phng thc thanh ton quc t ph bin? Phng thc no l
c li nht cho nh xut khu?
25%
94. ng trn phng din ca ngi nhp khu, phng thc thanh
ton no l c li nht? V sao?
25%
95. Cc phng tin dng thanh ton trong giao dch ngoi thng
gm nhng loi no? c im ca chng?
20%
96. C my loi nh thu. Trong phng thc nh thu km chng t,
loi hnh thanh ton no c li cho nh xut khu. V sao?
25%
97. Cc loi L/C m bn bit? Loi L/C no ph bit nht trong
thng mi quc t?
25%
98. Loi L/C no l t ri ro nht i vi nh xut khu. V sao? 25%
99. L/C gip lng l g? L/C iu khon l g? 18%
100. Khi pht hnh 1 L/C (k qu di 100%) l ngn hng pht hnh
ang cp tn dng cho nh nhp khu? ng hay sai? Gii thch?
23%
101. B chng t hon ho l g? Nu b chng t khng c ghi ch
Clean th c c coi l B chng t hon ho hay khng?
40%

91. V sao sau khi tnh dng tin ca d n th Khu hao phi c
cng vo Li nhun sau thu?
Page 101
_________________________________________________

1. Bn hiu nh th no v cng vic
ca mt nhn vin tn dng?
1. How do you know about tasks of a
credit staff?
Tr li:
Nhn vin tn dng l nhng nhn s thuc
phng Tn dng ti ngn hng, c nhim v:
- Trc tip i tip th, tm kim khch
hng mi bn ngoi. Trc tip
phng vn khch hng thu thp
cc thng tin cn thit phc v cho
hot ng cp tn dng v lm h s
tn dng.
- Pht hin nhu cu mi ca khch
hng v sn phm, dch v nghin
cu gii quyt v p ng (bn cho
sn phm).
- Nhn h s vay ca khch hng.
- Thm nh khch hng:
Xem xt t cch php l
nh gi tnh cch, uy tn, tnh
hnh SXKD, tnh hnh ti chnh,
cng n phi thu phi tr.
nh gi ti sn bo m. Thc
hin th tc cng chng v ng
k ti sn bo m. Trnh cp c
thm quyn ph duyt khon vay.
- Theo di h s vay ca khch hng,
n c, nhc n khch hng.
- Gim st tnh hnh hot ng kinh
Answer:
Credit staffs are staffs of Loan Department
in bank, have responsible for:
- Directly marketing, looking up new
customers in market. Directly
interview customers to gather the
necessary information for credit
operations and credit documents.
- Identifing new demand of customers
about products and services to meet
and make solution (cross-selling
products).
- Applying loan documents from
customers.
- Appraising the customer:
Examine the legal status
Assessing personality, reputation,
production, financial situation,
receiveable and payable situation.
Evaluating a plan/project:
feasibility, efficiency, capital
requirements, intended use, source
of repayment and the repayment
period.
Valuating collateral.
Implementing procedures for
notarization and registration of
collateral. Submit to competent
authorities for approval loans.
- Tracking of customers loans
Thm nh phng n/d n: tnh
kh thi, hiu qu, nhu cu vn,
mc ch s dng, ngun tr n
v thi hn tr n.
Page 102
_________________________________________________

doanh, tnh hnh tr n ca khch
hng, kim tra xut i vi khon
vay xin gia hn, lp cc th tc o
hn v tham gia khi kin i vi cc
khon n xu.
documents, monitors, supervise and
prompt customer debt.
- Supervising the business activities,
debt situation of the customer, check
loan proposal for the extension, and
establish deadlines and procedures
involved lawsuits against bad loans.
2. Theo bn nhn vin tn dng cn c
nhng t cht no? T cht no l
quan trng nht?
2. According to you, which quality does
a credit staff need to have? Which
quality is the most important?
Tr li:
Phn tch: Nhn vin tn dng l nhng
ngi thng xuyn tip xc trc tip vi
khch hng, vi ti sn ca khch hng, l
cu ni gia khch hng vay v ngn hng
do nhn vin tn dng c th phi lm
vic ngoi gi hnh chnh, i cng tc xa,
chu nhiu p lc, ri ro cng nh cm d
trong cng vic.
Theo ti, NVTD cn thit phi c nhng t
cht sau:
- Thi quen lm vic chu ton, cn
thn (y cng l t cht quan trng
nht): Ngh tn dng l ngh hm
cha nhiu ri ro, ri ro xut pht t
khch hng, t ng nghip, t cp
trn v t chnh s bt cn ca mi
NVTD trong qu trnh tc nghip.
Bi vy, ngi tn dng khng ch
cn c s nhy bn, nhanh nhn; h
cn cn thi quen, suy ngh thu o,
cn trng trong mi vn - Lm sao
gi cho mnh v gi cho ngn
hng; thm nh v phn tch khch
hng, ti sn bo m tht k cng,
tun th theo ng quy trnh, quy ch
Answer:
Analasis: Credit staff often directly contacts
with customers, and the collateral of the
customer, as a bridge between borrowers
and bank so that credit staff may have to
work overtime, go on business trip, works
under pressure and seduction from work.
According to me, credit staff need to have
the following qualities:
- Fulfilling and careful working
habits (this is also the most
quality): Credit job is include many
risks, the main risk comes from
customers, from colleagues, from
supervisors and from the negligence
of each creditor in working process.
Therefore, the creditor should be not
only sharp, fast and they also need
routines, thoughtful thinking, serious
and careful in all cases. How to keep
yourself and keep your bank,
carefully appraisal and analysis
customer, collateral, compliance
procedures and internal regulations
of bank.
- Ability to negotiate, presentations
Page 103
_________________________________________________

ni b ca ngn hng.
- C kh nng m phn, thuyt
trnh v s nhy bn: NVTD tip
xc trc tip khch hng tip th
cc sn phm cho vay, i khi c sn
phm huy ng ca ngn hng, qung
b vn ha, hnh nh ca ngn hng
n vi cc khch hng mi la
tui, trnh . Do , NVTD cn c
s nhy bn, c phn on tt tm
hiu nhu cu khch hng, thm nh
t cch php l v tnh chn thc t
thng tin khch hng nu ra; NVTD
cn c kh nng m phn, giao tip
tt lun l ngi dn dt khch
hng trong cuc tr chuyn, to cho
khch hng s tin tng v a cuc
tr chuyn ti nhng giao kt c li
cho c ngn hng ln khch hng.
- C sc khe v s kin tr: NVTD
phi i li thng xuyn, c lc cng
vic khng ch gii quyt ti bn giy
m trn c bn nhu, bi vy NVTD
phi c sc khe v mt tu lng
kh tin lm vic vi khch hng.
i khi NVTD khng ch i cho vay
m cn tip th v bn cho cc SP
huy ng khc ca ngn hng, p ti
tin v kim m tin gip b phn
Dch v khch hng, i thm nh
kim tra ti sn nh k cng cc
phng thuc b phn kim sot ni
b... Vng xoy v p lc ca cng
vic c th khin ngi lm tn dng
nn ch, bi vy cn c sc kho v
s kin tr mi theo ui c ngh
ny.
and sensitivity: Credit staff directly
contact with customers to market
loan products, sometimes market
deposit banks products, promote of
culture, the bank's image to
customers of all ages and degrees.
Therefore, credit staff need acumen,
good judgment to understand
customer needs, evaluates the
charactericstic and confirmed
information from customer; Credit
staff should be able to negotiate and
communicate well always lead the
customer in conversation, giving
customers the confidence and lead
the conversation come to the
conclusion that benefits both bank
and customers.
- Have healthy and perseverance:
Credit staff frequently go out, in any
cases, tasks not only are completed
on desk this also in party, so credit
staff must be physically fit and has a
wine quality rather for
convenience as work with customer.
Sometimes creditor not just make
loans but also marketing and cross-
selling products mobilized by the
bank, cash escorts and counting
money for the customer service
department, to evaluate periodically
check with the property prevention
department of internal control ...
Spiral of work pressure and can get
people to discourage credit, so
should have good health and new
persistence pursue this career.
3. Ngoi ng tuyn vo MB bn cn 3. In addition to applying to MB, do you
Page 104
_________________________________________________

ng tuyn ngn hng no na
khng?
apply to the others?
Tr li:
(Cu hi Kin thc chung dnh cho TT C
CC V TR: Chi tit cu tr li - TI Y)
Answer:
(General knowledge questions for ALL
POSITIONS: Detailed answers HERE)
4. Lm pht l g? Lm pht c nh
hng g ti hot ng kinh doanh
ca ngn hng?
4. What is inflation? What are the
effects of inflation to business
activities of bank?
Tr li:
(Cu hi Kin thc chung dnh cho Giao
dch vin v Nhn vin tn dng: Chi tit
cu tr li - TI Y)
Answer:
(General knowledge question for both
Bank Teller and Credit Staff: Detailed
answers HERE)
(T cu 3 n cu 7: Cu hi phng vn v
tr Tn dng KHCN & KHDN vo Seabank
nm 2010)
Interviewing Questions for Individual &
Corporate customer credit position of
Seabank 2010)
5. Theo bn trong tnh hnh kinh t x
hi hin nay (lm pht, ngn hng
ang gp kh khn), nu l mt
nhn vin tn dng bn s tp trung
vo cc i tng khch hng no l
ch yu?
5. According to you in the socio-
economic situation today (inflation,
the bank is in trouble), if you are a
credit staff, what the target customer
will you primarily focus on?
Tr li:
Trong tnh hnh kh khn nh hin
nay th i tng m cc ngn hng cng
hng ti l i tng khch hng c
nhn. Bi v dn c Vit Nam vn c tnh
tit kim, hn th na i tng khch
hng doanh nghip hin nay ang gp rt
nhiu kh khn do vic hn ch cho vay.
Mc tiu ca cc ngn hng u nhm
mc ch huy ng ti thi im ny. Cho
nn vic tp trung khai thc i tng
Khch hng c nhn l hon ton hp l.
Answer:
In such difficult period now, the
target that banks together focus on is
individual customers. Because the
population of Vietnam likes savings,
moreover, the corporate customers are
currently facing many difficulties
because of lending restrictions. The
objectives of the banks are the purpose of
mobilizing at this time. So the focusing
on exploiting individual customers is
perfectly reasonable.
Page 105
_________________________________________________

Tr li:
- Through the introduction of
6. L NVTD, bn s pht trin khch
hng mi nh th no?
6. How do you increase your new
customers in Creditor position?
Answer:
To develop customer, credit staff
should make a plan and exploit via
multiple communication channels such
as:
pht trin khch hng, NVTD cn
t ra cho mnh k hoch tip cn v khai
thc qua nhiu knh thng tin nh:
- Qua s gii thiu ca cc khch
hng uy tn c (Cho vay theo m
hnh Vt du loang)
- Qua cc hip hi, t chc
- Qua cc phng tin thng tin,
i chng (bo, mng, danh b,
nin gim cc doanh nghip )
- Qua cc hi ch, trin lm hng
tiu dng, hng xut nhp khu
- Qua cc mi quan h sn c
- Qua vic tm hiu cc khch hng

Sau khi phn loi khch hng,
khoanh vng th trng mc tiu (bn
cnh vic da trn chin lc pht trin
khch hng ca ngn hng mnh).
a bn ni ti sinh sng v lm
vic
NVTD s ln k hoch tip cn v ln
b cu hi phng vn cu tr li khai
thc thng tin t khch hng di nhiu
hnh thc khc nhau (gi in thoi, gi
email, hn gp trc tip )
Trong qu trnh pht trin khch hng
i hi NVTD phi:
- Bit mnh bn ci g? (Nm c
c im SP/DV ca ngn hng
After classifying customer,
segmenting targeted market (base on
customer development strategy of
ourbank).
Credit staff will make plan and
approach interviewing questions -
answers to exploit information from
customers in many different forms
(telephone, email, direct appointment ...)
In customer developing process,
credit staff need to:
- Through the media, (newspaper,
online, directory, business
- Through associations and
organizations
directory ...)
- Through the fairs, exhibitions of
consumer goods, importing and
exporting goods...
- Through existing relationships
- Through the understanding of
our customers where I am living
and working
prestigious customers (Make
loan under the oil slick
modern)
Page 106
_________________________________________________

Answer:
To achieve credit growth following
plan, credit staff must highly seek
customer and expand the market through
many channels of communication,
different relationships at all costs.
(If you are asked, what types of
channel will you search? You should
take a look at The answer of Question 6
above)
To ensure the safety of loans, credit
staff need to concern there following
(Nu c hi bn s tm kim khch
hng qua nhng knh no? Bn hy xem
Phn tr li ca Cu hi 6 trn)
m bo an ton cho vn vay th
NVTD cn n cc yu t sau:
Tr li:
t c tng trng tn dng
theo k hoch th khng cn cch no
khc, NVTD phi tng cng tm kim
khch hng v m rng th trng thng
qua nhiu knh thng tin, mi quan h
khc nhau.
7. Lm th no va m bo tng
trng tn dng theo k hoch ca
ngn hng t ra cho bn (l nhn
vin tn dng) va m bo an ton
cho vn vay?
7. How to ensure both credit growths
under the plan of bank (a credit staff)
while ensuring the safety of loan?
the characteristics of products/
services of enemies, especially the
weakness of them, thus suggesting
and exploiting the needs of
customers)
mnh)
- Bit mnh ang b cnh tranh bi
ai? (Nm c c im ca cc
SP/DV cnh tranh cc ngn
hng; c bit l im yu ca
cc SP/DV , t khai thc v
gi m nhu cu ca KH)
- Bit mnh s ni nhng g, ni
nh th no? (NVTD cn trau di
kh nng giao tip, thuyt trnh,
chun b k cng cc kch bn
phng vn, cch i p, tr li,
t ra cc gi nh tnh hung
t ra cc phng cch ng
x ph hp vi mi khch hng
khc nhau y l mt ngh
thut v cn s rn luyn cng
nh t cht ca mi ngi.)
- Know what we sell? (Understand the
characteristics of products/ services
of ourbank)
- Know our competitor? (Understand
- Know what will you say and how to
say? (Credit staff need to improve
communication skills, presentation,
prepared interview scripts, how to
reply, respond, set the assumptions
of situation to work out appropriate
ways to behave with each different
customer This is an art and
requires practice as well as the
qualities of each person.)
Page 107
_________________________________________________

- Thm nh t cch khch hng,
ngun lc ti chnh, mc ch vay
vn v cc iu kin ngoi cnh tht
k cng.
- Vn vay phi c s dng ng
mc ch v c kim sot cht ch
(hn ch ti a gii ngn tin mt m
ch yu l chuyn khon qua ngn
hng kim sot dng vn). C th
yu cu KH vit cam kt s dng vn
ng mc ch, chuyn ngun doanh
thu v ngn hng mnh nu thy cn
thit. nh k kim tra k mc ch
vay vn, tnh hnh SXKD c cc
bin php x l sm nu KH s dng
vn sai mc ch hoc tnh hnh
SXKD nh tr.
- Thm nh, nh gi tht k TSB
cng cc giy t s hu i km, t
cch php l ca bn th chp ti sn,
mi quan h vi bn vay vn.
factors:
- Evaluate carefully the characteristic,
capacity, loan purpose and external
conditions.
- Loan capital must be used properly
and tightly controlled (maximum
limit of make loan by cash and
mainly make loan through bank
transfer to control capital flow). We
can require the customer writes a
committing paper to use capital
according to the purpose, transfer
revenue to our bank if necessary.
Periodically check loan purpose,
business status to get early treatment
measures if the customer improperly
uses capital in other purpose or
business activities have problem.
- Appraisal and valuate thoroughly
collateral and other legal papers
associated property, the legal status
of the mortgagor, the relationship
with the borrower.
8. CAMEL is a method of evaluating the
overall banking activities. What
indexes is this method considering?
Tr li:
(Phng php CAMEL hin c
cp trong Cu 9, Chng 1, Phn 2 ca
sch Tuyn tp thi vo cc ngn
hng c xut bn. Sau y Giang
xin c tm tt li!)
Phng php CAMEL phn nh 5 kha
cnh hot ng ca mt ngn hng bao
gm:
Answer:
(CAMEL method is mentioned in
Question 9, Chapter 1, Section 2 of the
book The collection of banking
entrance test have been published.
Here Giang would be summarized!)
CAMEL method reflect five operating
aspects of a bank include:
C - Capital Adequacy (CAR): the
8. CAMEL l phng php nh gi
tng th v hot ng ngn hng.
Phng php ny xem xt n nhng
nhm ch tiu no?
Page 108
_________________________________________________

C Capital Adequacy (H s an
ton vn ti thiu CAR): H s CAR
cng ln cng th hin ngn hng hot
ng kinh doanh an ton.
A Assets Quality (Cht lng Ti
sn C): Nu ngn hng nm gi nhiu
TS km thanh khon th s to p lc ln
trng thi ngun vn ngn hn ca ngn
hng, iu ny c th dn n ri ro
thanh khon, hoc dn n tnh trng
x i rt tin ngn hng.
M Management (Qun l): y l
yu t rt quan trng trong h thng phn
tch CAMEL, bi v qun l ng vai tr
quyt nh n thnh cng trong hot
ng ca ngn hng. Cc vn m
ngi qun l ngn hng cn c bao
gm: Nng lc chuyn mn; Kh nng
lnh o, Kh nng t duy, lp k hoch;
Kh nng kim sot v phi hp ngun
lc gia cc b phn.
E Earnings (Li nhun): Li
nhun l ch s quan trng nht nh
gi cng tc qun l v cc hot ng
chin lc ca nh qun l thnh cng
hay tht bi. Li nhun s dn n hnh
thnh thm vn, y l iu ht sc cn
thit thu ht thm vn v s h tr
pht trin trong tng lai t pha cc nh
u t. Li nhun cn cn thit b p
cc khon cho vay b tn tht v trch d
phng y .
L Liquidity (Kh nng thanh
khon): Ngn hng thng xuyn huy
ng tin gi ngn hn (vi li sut thp)
v cho vay s tin vi thi hn di hn
(li sut cao hn) nn ngn hng v c
bn lun c nhu cu thanh khon rt ln
bigger CAR rate is showing the more
safety business activities of bank.
A - Assets Quality: If the bank
holds less liquidity assets will make
pressurasive on short-term funding status
of bank, this can lead to liquidity risk, or
lead to rushing to withdraw money
activity from the customers at bank.
E - Earnings: Profit is the most
important index to evaluate the
management and operation of manager's
strategic success or failure. Profit will
lead to raising capital, which is essential
to attract additional funding and support
for future development from investors.
Profit longer necessary to offset the loan
loss reserve and fully reciprocat reserve.
L - Liquidity: Bank of frequent
short-term deposits (low interest rate)
and loan amount for a period of long-
term (higher interest rate), banks are
essentially a huge demand for liquidity:
To meet the daily fluctuations and
seasonal cash needs in time and on
time;
To meet new requirements without
having to loan recovery is the term
M - Management: This is a very
important factor in CAMEL analysis
system, because management acts as
crucial role in the success of banking
activities. The problem that the bank
management needs including:
Professional ability; Leadership,
Thinking ability; ability to control and
coordinate resources among
departments.
Page 109
_________________________________________________

loan or liquidates the investment
term.
p ng cc bin ng hng ngy
hoc theo ma v v nhu cu rt
tin mt cch kp thi v c trt
t;
:
p ng yu cu vay mi m
khng cn phi thu hi nhng
khon cho vay ang trong hn
hoc thanh l cc khon u t c
k hn.
9. Lnh vc hot ng SXKD no bn
u tin trong vic tm kim khch
hng ca bn? V sao?
9. What kind of business of customer do
you primarily search for? Why?
Answer:
In previous, I will learn the developing
strategy of our bank, focusing on what
customers? What sectors?
Which depend on the advantages of each
branch and transaction point I am working, I
will localize the areas, and the group of
customers that I intend to reach.
Tr li:
Trc tin, ti s tm hiu xem chin
lc pht trin ca ngn hng mnh tp
trung vo nhng nhm i tng khch
hng no? Thuc lnh vc ngnh ngh
no?
Finally, based on my understanding, my
relationship, concerns, interests, I will
primarily select some industry sectors for
developing and seeking.
At this time, employers often ask:
What sectors do you like? You can
answer are:
Example 1: I like cars; I concern on
types of car and making car loan
repayment is my advantage because I
know the price, the advantages and
disadvantages of some vehicle stream,
origin... to be able to advise customers.
Example 2: My family is farmers for
T tu theo u th ca mi chi
nhnh, phng giao dch ti lm vic, ti s
li khoanh vng ra cc khu vc, cc nhm
khch hng m ti d nh s tip cn.
n y, nh tuyn dng thng hi
thm: Vy bn thch nhng lnh vc
no? Bn c th tr li l:
V d 1: Ti thch xe t; ti rt quan
tm v nhng loi xe t nn vic cho
vay mua xe t tr gp l mt li th ca
ti v ti bit gi c, u im v nhc
Cui cng, da trn nhng hiu bit
ca bn thn, mi quan h c, mi
quan tm, s thch ca mnh, ti s chn
ra mt s ngnh ngh u tin pht trin
v tm kim khch hng.
Page 110
_________________________________________________

im ca mt s dng xe, xut x c
th t vn cho khch hng.
V d 2: Nh ti lm ngh nng nhiu
nm, ti cng tham gia vo qu trnh
nn vic cho vay i vi sn xut nng
nghip l mt li th ca ti v ti am
hiu thi gian thu hoch, nhu cu ca
nng dn lc gieo trng, cc ri ro v
cch phng trnh
many years, I also joined this process
and making loan the agricultural
production is my advantage because I
understand harvest time, the needs of
farmers at cultivating period, risks and
prevention...
10. Hy nu nhng loi hnh ri ro
chnh trong hot ng ngn hng?
Ri ro o c l g?
10. Please list out main types of risks in
banking activities? What is moral
risk?
Tr li:
Trong hot ng ngn hng c 4 loi hnh ri
ro chnh, bao gm:
1- Ri ro hot ng: bao gm ri ro
o c, ri ro quy trnh, v cc ri
ro tc nghip khc...
2- Ri ro thanh khon: xy ra khi ngn
hng b thiu ht vn chi tr cho
khch hng rt tin.
3- Ri ro li sut: xy ra khi ngn hng
huy ng vn vi li sut cao nhng
cho vay vi li sut thp.
4- Ri ro khch quan khc: bao gm
ri ro t gi, ri ro t thi quen, th
hiu ca khch hng, ri ro t chnh
sch ca chnh ph, ri ro thin tai,
thi tit nh hng n khch hng
hoc ti chnh ngn hng.
Ri ro o c xy ra trong hot
ng ca ngn hng, do s khng tun
th quy trnh ca CBTD, hoc cu kt vi
KH lm tri vi cc quy nh ca ngn
hng.
Answer:
There are 4 (four) mainly types of risks,
including:
1- Activities risk: including moral
risk, process risk, and other
operational risk ...
2- Liquidity Risk: occurs when bank
short of capital falls short to pay for
customer withdrawals.
3- Interest rate risk: occurs when
bank borrows money at high interest
rates but make loan at lower interest.
4- Other objective risk: including
exchange rate risk, the risk from
habits, tastes of customers, risks
from government policy, disaster
risk, and weather affect customers or
to bank.
Moral risk occurs in the operation of
banks, non-compliance due process of
credit staff, or colludes with his
customer to break out the bank rule.
Page 111
_________________________________________________

11. Nhng du hiu i vi mt khch
hng c biu hin chy v khng
c kh nng thanh ton l g? i
vi trng hp ny, cn b tn dng
s c trch nhim g v x l nh th
no?
11. What signs a customer has bad
capacity and no ability to repay?
What responsible of credit staff and
how to solve in this case?
Tr li:
Nhng du hiu thng thy l:
- Khch hng chm tr gc, li khi
n hn.
- Khch hng xin gin n, ni lng
cc iu khon tn dng hoc xin
o n.
- Khch hng ni di, bo cha v
tnh trng kinh doanh yu km.
- Cc khon phi thu tng nhanh,
s ngy thu tin cng tng ln so
vi trc kia (tin thu hi
cng n chm hn so vi trc
kia).
- Doanh thu v th phn bn hng
st gim.
- Hng tn kho b ng, tiu th
chm.
- Tnh trng ti chnh ca ch
doanh nghip gp vn (chm
thanh ton cc hp ng, ho
n n hn, pht sinh n xu ti
cc TCTD).
Answer:
The commonly signs are:
- Customer slowly pays principal
and interest at maturity date.
- Customer can apply for
rescheduling, lightly tight credit
conditions or rollover.
- Customer lies, defend about poor
business status.
- Accounts receivable rapidly
increase, days of collection also
increased compare with previous
(debt collection progress more
slowly than before).
- Revenues from sales and market
share down.
- Inventories stagnant, slow
consumption.
- Financial situation of the
business owners having
problems (delayed payment
contracts, maturity invoices, bad
debts incurred in other banks...).
A. Lut A. Law
12. Theo Lut cc TCTD, gii hn cho
vay i vi mt khch hng c
12. According to Law of Credit
Institutions, how the lending
Page 112
_________________________________________________

quy nh nh th no? limitation of a customer is regulated?
Tr li:
Theo iu 18 v Gii hn cho vay Q
1627/2001/Q-NHNN, tng d n cho
vay i vi mt khch hng khng c
vt qu 15% vn t c ca TCTD, tr
trng hp i vi nhng khon cho vay t
cc ngun vn u thc ca Chnh ph.
Answer:
According to Article 18 of The lending
limit Decision No. 1627/2001/QD-
NHNN, total outstanding loans to a
customer shall not exceed 15% of the equity
of banks, except in case loans from funds
entrusted by the Government.
13. Theo Lut cc TCTD, gii hn cho
vay i vi nhm khch hng c
quy nh nh th no?
13. According to Law of Credit
Institutions, how the lending
limitation of a group of customers is
regulated?
Tr li:
Theo iu 8 v Gii hn cho vay, bo
lnh, chit khu giy t c gi
TT13/2010/NHNN: Tng d n cho
vay ca t chc tn dng i vi mt
nhm khch hng c lin quan khng
c vt qu 50% vn t c ca t
chc tn dng []
Answer:
According to Article 8 of the The lending
limitation, guarantee, and valuable papers
discount - TT13/2010/NHNN: The total
outstanding loans of credit institutions for a
group of related customers do not exceed
50% of the equity of the credit institutions
[...]
14. Ngn hng c c php cho vay
o n khng?
14. Does a bank allow make loan to
rollover?
Tr li:
Theo Khon 2, iu 9 v Nhng nhu
cu vn khng c cho vay Q
1627/2001/Q-NHNN: Vic o n,
cc t chc tn dng thc hin theo quy
nh ring ca Ngn hng Nh nc Vit
Nam.
Tuy nhin cho n nay, vn cha c vn
bn no ca NHNN hng dn vic cho
vay o n. Do , cc TCTD hin vn
khng c php cho vay o n.
Answer:
According to Paragraph 2, Article 9 on
The loan requests are not lending -
Decision No. 1627/2001/QD-NHNN: The
rollover, the credit institutions shall comply
with separate regulations of the State Bank
of Vietnam.
But until now, we have not any regulation
of State Bank of Vietnam guide make loan
to rollover. Therefore, credit institutions are
still not allowed make loan to rollover.
15. Hy nu nhng quy nh php lut 15. Please list out the legal regulation
Page 113
_________________________________________________

about credit you had known? What
content of Decision No. 457/2005 and
does it has effect?
v tn dng v em bit? Q 457/2005
ca NHNN quy nh iu g, cn
hiu lc khng?
Tr li:
Nhng quy nh php lut v tn dng
phi k n l: (Mc quan trng gim
dn, bn k c cng nhiu cng tt,
cng khng cn qu chi tit nh bn
di, ch cn nh s Q, nm ban hnh,
ni dung quy chiu l gii lm ri ^^!)
Answer:
The legal regulations about credit include:
(Important degree is descending, you list
out as much as possible, do not need too
many details such as below, just remember
the number of Decision, year, refenrence
content also is pretty good ^^!)
- Decision No. 1627/2001/QD-
NHNN: Lending regulation of
Credit institutions for customers
dated December 31, 2001 (Be still
valid; amended by Decision No.
127/2005 on 3
rd
February 2005,
Decision No. 783/2005 on May 31,
2005)
ch cho vay ca TCTD i vi KH
ban hnh ngy 31/12/2001 (Cn hiu
lc; sa i bi Q 127/2005 ngy
3/2/2005, Q 783/2005 ngy
31/5/2005)
- Q 1627/2001/Q-NHNN: Quy
- Lut cc TCTD 2010 ban hnh ngy
16/6/2010 (Cn hiu lc).
- Law of Credit Institutions 2010
dated June 16, 2010 (Be still valid).
- Decision No. 457/2005/QD-NHNN:
The rate of safe operation of
Credit institutions dated April 19,
2005 (Expired).
- Q 457/2005/Q-NHNN: T l
m bo an ton hot ng ca cc
TCTD ban hnh ngy 19/4/2005
(Ht hiu lc).
nh t l m bo an ton ca cc
TCTD c hiu lc t ngy
1/10/2010 (Cn hiu lc; thay th
Q 457/2005).
- Thng t 13/2010/TT-NHNN: Quy
- Circular No. 13/2010/TT-NHNN:
Regulation the safety rate of the
Credit institutions enters into
effect on October 1, 2010 (Be still
valid, replaces Decision No.
457/2005).
Classification debts and Provision
for debts dated April 22, 2005 (Be
still valid; amended by Decision No.
18/2007 dated April 25, 2007).
loi n v trch lp DPRR ban
hnh ngy 22/4/2005 (Cn hiu lc;
sa i bi Q 18/2007 ngy
25/4/2007).
- Q 493/2005/Q-NHNN: Phn
dch bo m ban hnh ngy
26/12/2006 (Ht hiu lc 1 phn).
- Ngh nh 163/2006/N-CP: Giao
- Decree No. 163/2006/ND-CP:
Page 114
_________________________________________________

- Q 26/2006/Q-NHNN: Quy ch
bo lnh ca NHNN ban hnh
ngy 26/6/2006 (Cn hiu lc).
- Q 898/2003/Q-NHNN: Quy ch
chit khu v Ti chit khu GTCG
ca NHNN vi TCTD ban hnh
ngy 12/8/2003 (Ht hiu lc).
- Q 1325/2004/Q-NHNN: Quy
ch chit khu v Ti chit khu
GTCG ca TCTD vi KH ban hnh
ngy 15/10/2004 (Cn hiu lc; Sa
i iu 10, iu 12 bi Q
17/2006 ngy 20/4/2006).
- Q 1096/2004/Q-NHNN: Quy
ch hot ng bao thanh ton ca
TCTD ban hnh ngy 6/9/2004
(Ht hiu lc).
Trong , Q 457/2005/Q-NHNN ca
NHNN quy nh v: Cc t l m bo
an ton trong hot ng ca TCTD.
Q ny c sa i bi Q
03/2007/Q-NHNN ngy 19/01/2007;
Q s 34/2008/Q-NHNN ngy
05/12/2008; Hin c thay th bng
Thng t 13/2010/TT-NHNN ngy
1/10/2010.
Registration of secured
transactions dated December 26,
2006 (Expires a part).
Regulation of bank guarantees
dated June 26, 2006 (Has effect).
Regulation on the discount and
rediscount valuable paper of State
Bank with Credit institutions,
dated August 12, 2003 (Expired).
NHNN: Regulation on the
discount and rediscount valuable
paper of Credit institutions with
Customers dated October 15, 2004
(Be still valid; amended Article 10,
Article 12 by Decision No. 17/2006
dated April 20, 2006).
NHNN: Regulation on factoring
activity of Credit institutions dated
June 9, 2004 (Expired).
In particular, Decision No.
457/2005/QD-NHNN of State Bank
regulates on: The rate of safety in the
operation of Credit institutions.
This decision has amended by Decision
No. 03/2007/QD-NHNN dated January
19, 2007; Decision No. 34/2008/QD-
NHNN dated May 12, 2008; now is
replaced by Circular No. 13/2010/TT-
NHNN dated October 1, 2010.
16. Li ch ca vic ng k giao dch
bo m ti sn l g?
16. What benefits of registration of
property transaction?
Page 115
_________________________________________________

Answer: Tr li:
+ i vi bn nhn bo m (bn
ngn hng): K GDB l cch thc
bo v quyn li hp php ca bn
nhn bo m. Vic K GDB
mang ngha cng b quyn li ca
bn nhn bo m vi ngi th ba
v s hin hu ca cc quyn lin
quan n ti sn bo m c
ng k.
+ For the secured party (the bank):
Registration of secured transactions
is how to protect legal rights of the
secured party. Registration of
secured transactions help declaring
the rights of secured party with a
third party about existing rights
related to the collateral has been
registered.
In addition to recourse the collateral,
also help the secured party has
priority payment in order to
processing collateral than other
debtors, who register first is the
first priority.
Ngoi quyn truy i TSB, vic K
GDB cn gip cho bn nhn bo
m c c th t u tin thanh
ton khi x l TSB so vi cc ch
n khc, ai ng k trc th c
u tin trc.
+ For the guarantor: The guarantor
shall remain secured assets to
continue mining, assets used to serve
the purposes of production, their
business. Through collateral
transactions registry, the guarantor
has achieve the purpose of assets
used to secure the obligations, both
to maintain operations of it. The
revenues generated from the
exploitation of the secured assets the
secured party will gradually recover
capital reinvestment and debt
payment to the secured party.
+ i vi bn bo m: Bn bo m
vn gi TSB tip tc khai thc,
s dng ti sn nhm phc v mc
ch sn xut, kinh doanh ca mnh.
Thng qua c ch K GDB, bn
bo m va t c mc ch dng
ti sn bo m vic thc hin
ngha v, va duy tr c hot ng
SX-KD ca mnh. Chnh ngun li
thu c t vic khai thc TSB s
gip bn nhn bo m tng bc thu
hi vn, ti u t v thanh ton c
n cho bn nhn bo m.
+ i vi bn th ba: Bn th ba c
th tm hiu thng tin ti c quan K
GDB bit c nhng giao dch
bo m lin quan n ti sn bo
m tn ti t trc, v nhng
thng tin v giao dch bo m c
lu gi, cng b rng ri. Nh , ri
ro php l trong giao dch s gim
thiu, nht l trong trng hp ti sn
+ For the third parties: Third parties
may found informations of the
agency for the Registration of
secured transactions, because the
information on security transactions
sure it is saved, public. Thus, legal
risks in the transaction will reduce,
Page 116
_________________________________________________

especially in case of collateral is
holded and exploited by a guarantor.
bo m vn do bn bo m chim
gi, khai thc.
+ i vi nn kinh t: Khi GDB
c ng k chnh xc, thun li,
hp l th chi ph giao dch (gm chi
ph v thi gian, cng sc, tin ca...)
trong x hi s mc thp, nh
tng cao tnh cnh tranh ca nn kinh
t. Vic cng khai ho K GDB s
hn ch c nhng tranh chp pht
sinh trong cuc sng do cc t chc,
c nhn d dng tip cn vi thng
tin v tnh trng php l ca TSB
trc khi k kt, thc hin cc giao
dch c lin quan n ti sn .
+ For the economy: Transaction costs
(including costs of time, effort and
money ...) will be in low level when
is accurate, convenient, suitable,
thus the competitiveness of the
economy will increase. The
publicity of Collateral transaction
registry will be decrease disputes
arising in life cause organizations
and individuals easy access to know
information about the legal status of
the collateral before signing and
implement relating transactions to
that property.
Secured transactions registry system
effectively operates will encourage
credit activities, in which social
capital will be continuously
circulated, overcoming capital
shortages and imbalances between
the needs of capital among
economic sectors.
H thng K GDB vn hnh hiu
qu s khuyn khch hot ng tn
dng, nh ngun vn trong x hi
c lun chuyn lin tc, khc phc
tnh trng khan him vn v mt cn
i v nhu cu vn gia cc thnh
phn kinh t.
+ i vi c quan ch qun: Thng
qua h thng K GDB, Nh nc
s c c nhng thng tin cn thit
phc v cho qu trnh hoch nh cc
chnh sch mang tnh v m, c bit
lin quan trc tip n chnh sch bo
m an ton tn dng.
+ For the line agency: Via secured
transactions registry system, the
State will obtain the necessary
information for the macro planning,
especially, directly related to safety
credit policy.
17. Mt ti sn th chp c th m bo
cho nhiu ngha v hay khng?
17. Does a mortgage can secure many
obligations?
Answer:
Yes, it certainly!
According to Article 324 of The Code of
Tr li:
C th!
Theo iu 324 ca B Lut dn s 2005:
Page 117
_________________________________________________

Mt ti sn c th c dng bo
m thc hin nhiu ngha v dn s,
nu c gi tr ti thi im xc lp giao
dch bo m ln hn tng gi tr cc
ngha v c bo m [].
Civil Procedure 2005: A property can be
used to secure execution of many civil
obligations, if any value at the establishing
time of security transactions greater than the
total value of obligations is guaranteed
[...].
(Cu 18: Phng vn v tr H tr tn
dng/Chuyn vin QHKH vo SHB thng
10/2011)
(Question 18: Interviewing question for
Credit Support/Customer realetionship
Specialist of SHB in October 2011)
18. Nu c 1 khch hng n vay vn,
m khch hng lm S T
Php, quen thn vi cng chng
vin, khch hng yu cu a h
s cho cng chng k m khng cn
phi c mt k v bn cng chng
bit r v ngi . Nu bn l
CBTD th c ng cho cng chng
k nh vy khng? Bn c ng
cng chng k h s m khng cn
c mt khch hng khng?
18. If you have a customer come to
borrow, but he works in the
Department of Justice, familiar with a
notary, he requires give documents to
this notary signs without his
presentation, because the notary
extractly knows him? Do you agree
the notary signs like that if you are a
credit staff? Do you agree the notary
sign documents without the
presenting of customer?
Tr li:
Khng ng !
L do l: Hp ng th chp c gi tr
php l phi l c cc bn: Bn vay
vn, bn th chp, bn ngn hng cng
k (ng du nu l php nhn) v/hoc
im ch v k nhy vo cc trang ca
hp ng th chp.
Trng hp nu trn: Nu khch hng
vay vn v l do no khng c mt
c th phi c giy y quyn t trc
cho bn th ba (l ngi S T php,
ghi r l y quyn k thay trong hp
ng th chp; ng thi c du cng
chng xc nhn giy y quyn ny). Tuy
nhin, ngi lm chng trong hp ng
Answer:
Do not agree!
The reason is: A mortgage contract has
legally valid must satisfy all parties: the
borrower, the mortgagor, the bank signed
(seal if has legal entity) and/or fingerprint
and initial on each page of the mortgage
contract.
In the case above: If the borrower for any
reason is not present, they must have prior
written authorization to a third party (who in
the Department of Justice, specified
authorization to sign in the contract;
Simultaneous have seal of notarized
certification to confirm this). But the
deponent in the mortgage contract must be
Page 118
_________________________________________________

th chp phi l mt ngi khc, ngha l
ngi c y quyn k thay ri th
khng th ng ra lm chng c na
m phi l mt ngi khc (c chng ch
hnh ngh cng chng vin) trong S T
php .
another person, means the person had
authorized to sign can not be witness again,
that must be another person (with a
Certificate of notarial practice) in this
Department of Justice.
19. Mt doanh nghip c nh xng sn
xut ti mt Khu cng nghip, c
Giy chng nhn quyn s dng t
ti Khu cng nghip v mun dng
ti sn th chp vay vn ngn
hng. Vy ngn hng c th chp
nhn ti sn th chp khng? Ti
sao?
19. A company has a factory in an
industrial park, with Certificate of
land possesion at the Industrial park
and wants to use this asset as
collateral for bank loan. May the
bank accept this collateral? And why?
Tr li:
Ngn hng c th nhn TSTC ny vi cc
iu kin sau:
- t ti khu CN ny phi thuc QSH/
QSD hp php ca DN.
- C bin bn hp HQT/HTV v
vic ng th chp t ny vay
vn ti ngn hng.
- C giy u quyn hp l v vic u
quyn cho ngi i din cng ty k
hp ng th chp ti sn.
Answer:
Banks can receive this collateral with the
following conditions:
- Land at Industrial zone must be
under legaly ownership/right to use
of the company.
- Have minutes for meetings of Board
of Directors/Board of Council
members agreed to mortgage this
land for loans at the bank.
- Have regular Warrant of attorney for
the authorization for a companys
representer signs mortgage contract.
B. Cho vay B. Lending
20. Quy trnh tn dng thng c nhng
bc no?
20. What are the steps in the credit
process?
Tr li:
Quy trnh tn dng thng gm c 6 bc
cn bn l:
Bc 1: Lp h s tn dng ca khch
Answer:
The credit process usually consists of six
basic steps are:
Step 1: Make credit document of
Page 119
_________________________________________________

ch thu c khi cho vay KH
Bc 3: Ra quyt nh tn dng
Ngn hng s t chi hoc ng cho vay
hng customer
Credit staff contacts and appraisal the
customer with contents, such as legal
capacity, loan purpose, repayment ability,
financial situation, Collateral for loans and
other conditions.
CBTD lin h v thm nh KH cc ni dung
nh: Nng lc php l, Mc ch vay, Kh
nng tr n, Tnh hnh ti chnh, Ti sn bo
m cho mn vay, cc iu kin khc.
Trn c s cc h s v thng tin do KH
cung cp, CBTD s nh gi, phn tch:
Bc 2: Phn tch tn dng
Step 2: Analyze credit
On the basis of documents and information
provided by the customer, credit staff will
assess and analyze:
- Feasibility of the borrowing plan
- Value of collateral
- The possible risks and benefits
- The truth of the information from
the customer
- Tnh chn tht ca thng tin t
KH
- Tnh kh thi ca phng n xin
vay
- Gi tr TSB
- Nhng ri ro c th xy ra v li
gained from customer loans
Step 3: Decision to make loan
Banks will refuse or agree to make a loan at
this step.
Step 4: Make a loan
This is a very important stage, to ensure that
loan is used same as purpose and on time,
avoids causing trouble for business
activities of the customer.
Regularly or irregularly, credit staffs often
have to check:
Step 5: Credit monitor
- Production and business status of
enterprise
- Purpose of loan
- Value and status of collateral
To ensure the loan can be collected.
- Mc ch SD vn vay
- Tnh hnh SXKD ca DN
- Gi tr v hin trng ca TSB
m bo khon vay c th thu c n.
nh k hoc t xut, CBTD thng xuyn
phi kim tra:
Bc 5: Gim st tn dng
m bo c rng tin vay c s dng
ng mc ch v ng thi im, trnh gy
phin h cho cng vic SXKD ca khch
hng.
bc ny.
Bc 4: Gii ngn
y l mt khu cng rt quan trng, phi
Page 120
_________________________________________________

21. V sao cc ngn hng thng u tin
cho vay cc khch hng c hn l
cho vay khch hng mi?
21. Why is bank priority to lend to
existing customers than new
customers?
Tr li:
NH u tin cho vay KH c v hiu r v
nhn thn, t cch php l, thin ch vay tr
ca h nn khi vic ti cho vay s d dng
hn, t tn chi ph hn (nh chi ph thm
nh, chi ph nh gi chm im khch
hng) so vi vic khi to mt mi quan
h mi vi KH mi.
Answer:
Bank priority lending to old customer
because the bank understood the customer
characteristic, the legal, willingness to pay
of their loans and we can re-lending easier,
less expensive than (as appraisal costs,
evaluating and scoring costs...) than create
a new relationship with a new customer.
22. V sao ngn hng ngi cho vay cc
DN c quy m nh?
22. Why are bank afraid of to lend to
small-scale enterprises?
Tr li:
Ngn hng ngi cho vay cc DN c quy
m nh v:
- Vic cho vay i vi DN ln cn nhm
mc ch m rng mi quan h ca ngn
hng vi cc i tc, bn hng ca DN
.
- DN quy m nh nn cn thiu trnh ,
kinh nghim v u th trong hot ng
sn xut kinh doanh nn vic cho vay s
rt ri ro.
Nu nh tuyn dng hi thm: V sao
cho vay DN quy m nh li ri ro hn
cho vay DN quy m ln? Bn c th
Answer:
The bank is afraid of make loans to
small-scale businesses because:
- Management cost and procedures for
each loan (whether large or small) must
include same steps and processes. So the
bank prefers managing and lending
large loans with large customers (rather
than the small loans) to reduce the cost
per loan.
- The lending to large companies also
aims to expand bank's relationships with
partners, customers of these companies.
- Small-scale enterprises lack the
qualifications, experience and
advantages in production and business
activities, so the loan will be highly risk.
If the employers ask: Why make a
loan with small-scale enterprise
more risk than large-scale
enterprise? You can give two
- Chi ph qun l v th tc mi mn vay
(d ln hay nh) u phi qua cc bc
v quy trnh nh nhau. Vy nn ngn
hng a thch qun l cho vay nhng
mn ln vi nhng khch hng ln (hn
l nhng mn vay nh) gim chi ph
trn mi mn vay.
Page 121
_________________________________________________

a ra 2 l do sau:
DN cng c quy m vn ln th hiu
qu s dng vn [t l quay vng vn
(tng doanh thu/tng ngun vn) v
t l quay vng vn t c (tng
doanh thu/vn t c)] cng ln. T l
quay vng vn v vn t c trong cc
doanh nghip siu nh thng thp
nht, trong khi t l ny cc doanh
nghip va v ln thng cao nht.
Mt thc t rng, t l doanh nghip
kinh doanh thua l gim dn theo
chiu tng ca quy m lao ng. Tc
doanh nghip c quy m cng ln, th
kh nng thua l cng thp v ngc
li.
reasons are:
The more enterprise with large
capital, the greater efficiency of
capital [capital turnover ratio (total
revenue/total capital) and owner
equity turnover ratio (total
revenue/owner equity)]. Capital
turnover ratio in microenterprises
usually lowest, while this rate in the
medium and large enterprises
typically highest.
The fact that the rate of business
losses decreases with increasing
dimension of labor scale. Meaning
that the larger scale enterprise, the
more likely losses low and vice
versa.
23. Li sut cho vay ca ngn hng i
vi cc mn vay khc nhau s khc
nhau do ph thuc vo yu t g?
23. Lending rates of banks will vary from
loan to loan depending on what
factors?
Tr li:
Li sut ca mn vay chnh l gi c ca
quyn s dng vn, n ph thuc vo 5 yu
t:
- Mc li sut huy ng u vo
- Mc ri ro ca mn vay
- Thi hn ca mn vay
- Khch hng vay ra thuc i tng u
tin no
- V tr a l ca khch hng vay vn
Answer:
The interest rate of loan is the cost to use
capital, it depends on five factors:
- The deposit interest rate
- Risk level of loan
- Duration of loan
- Type of borrowers
- Geographical location of borrowers
(T cu 9 n cu 11: Cu hi phng vn v
tr Tn dng KHCN & KHDN vo BIDV
thng 7/2011)
Interviewing Questions for Individual
Credit & Corporate Credit positions of
BIDV in July 2011)
Page 122
_________________________________________________

24. Khi thm nh cho vay mt khch
hng bn s xem xt n nhng vn
no?
24. What factors do you consider on
when evaluating make a loan to a
customer?
Tr li:
Khi xem xt mt khch hng ti s quan
tm n 5 yu t chnh (5C) bao gm:
1- Character (T cch khch hng
vay)
- S trung thc
- V th trong x hi
- Mc hp tc
- Lch s tn dng trc y
2- Capacity (Nng lc ti chnh)
- Kh nng ti chnh
- Hiu qu kinh doanh
- Cc ngun thu nhp tr n
3- Capital (Vn t c)
- T l vn t c tham gia vo
- Tnh php l ca TS
- Gi tr nh gi
- Kh nng chuyn nhng v mua
bn
5- Conditions (Cc iu kin)
- Cc iu kin rng buc vi
khch hng
- Chnh sch tn dng ca ngn
hng
- iu kin v kinh t, x hi
Answer:
When considering a customer I will be
interested in five major factors (5C) include:
1- Character (Borrowers Status)
- The trurth
- The position
- The degree of cooperation
- History of past credit
2- Capacity (Financial ability)
- Financial capacity
- Effective business
- Sources of income to pay debt
3- Capital (Owner capital)
- The percentage of equity
participation in the plan
4- Collateral
- The legaly of assets
- Value
- Ability to transfer and trade
5- Conditions
- The conditions tied with
customer
- Banks policies
- Economic and Social conditions
- The policies of current law
In fact, the 5Cs model was added the
sixth C is Cash flow. This letter C was
phng n
4- Collateral (Ti sn bo m)
Page 123
_________________________________________________

- Chnh sch php lut hin hnh
Trn thc t, m hnh 5C cn c
pht trin thm ch C th 6 l Cash
flow (Dng tin). Ch C ny l tng hp
quan trng t 5 ch C trn; dng xc
nh c nn cho vay khch hng hay
khng? Thi hn vay, k hn tr n vay
nh th no?
synthesized from 5C in above; used to
determine whether we make loan to the
customer or not? What is loan term,
repayment period?
25. Khi thm nh cho vay i vi mt
nhu cu vay vn ca mt doanh
nghip, bn quan tm n nhng
kha cnh no?
25. When evaluating a loan proposal of
an enterprise, what aspects are you
interested in?
Tr li:
C 4 kha cnh cn lu khi ti xem xt
cho vay vi mt nhu cu vay vn ca
doanh nghip l:
1- Mt ch vay n ca h l g?
Nu h vay n ti tr cho cc d n c
tim nng, kh thi cao th s khng ng
ngi. Nhng nu l tr n cho cc
khon n khc, hoc u t kinh doanh
mo him, hoc c bit o n th
c ngha l tnh hnh ti chnh ca DN
ang ri vo tnh trng kh khn. (Nu
DN vay n ti ti tr cho cc khon
vay c vi mc li sut thp hn th ta s
xem xt ring cho vay!)
2- Thi gian vay n
C nhng khon n vay i hi DN phi
tr trong vi ngy, trong khi cng c
nhng khon vay khc DN phi tr trong
khong vi nm hoc lu hn. Ta cn
phi xem xt thi gian ca khon n
c th so snh mc ph hp vi mc
ch vay n cng nh dng tin ca DN
c p ng cho cc ngha v n theo
Answer:
There are four aspects need to concern
when I consider make a loan for a loan
request of company are:
1- The purpose of loan?
If they borrow to finance potential
projects, it will not be afraid. But if the
purpose is to pay for other debts, or
invest in risky business, or especially to
rollover that meanning the financial
situation of enterprises is falling into
difficult situation. (If the enterprise
borrows to refinance old loans with
lowers interest rates, we will assess in
other case)
2- Term of debt
There are loans which require the
enterprise have to pay for several days,
while others have to pay for a few years
or more. We need to consider the term of
the debt to compare the appropriate level
of debt with the purpose of loan and cash
flow of them to meet obligations for
repay loans in term, avoiding short-term
Page 124
_________________________________________________

thi gian khon vay, trnh tnh trng vay
ngn hn thc hin ti tr d n di
hn.
3- N c ca DN
CBTD phi bit chnh xc s n hin c
ca DN (Ch yu thng qua tra cu
CIC). So snh h s n ca DN trong
tng ngnh ngh c th xt duyt cho
vay. Nu DN hon ton cha vay n v 2
nm lin trc DN vn c li th khng
thnh vn khi cho vay. Tuy nhin, nu
DN c nhiu khon vay n ti nhiu
ngn hng, hoc n cc t chc khc ta
cn phi xem xt li. Thng thng, qu
nhiu n s l mt iu xu cho DN v
cc c ng, bi v n c coi l chi ph
ti chnh c nh, d DN c hot ng ra
sao, thu nhp nhiu hay thm ch ang
thua l th vn phi m bo vic tr li
vay ng k hn v tr n gc khi o
hn, do vy s gia tng n ca DN cng
ng ngha vi vic gia tng thm ri ro
ti chnh. c bit, vic vay n qu nhiu
c th y DN n bn b vc ph sn.
4- Kh nng tr n
y l iu c bit quan trng m
CBTD cn lu tm. Hu ht DN khi vay
n u rt t tin v chc chn vi phng
n vay ca mnh. Song trn thc t, mi
vic khng h n gin, nht l khi c
nhng s c khng lng trc c. V
th, phi xem xt, tnh ton li cc ngun
tr n ca DN vi gi nh cc d n tht
bi hoc gp kh khn khng nh d
kin ban u. Xc nh xc sut xy ra
ri ro tn dng, mc tn tht t
ra s tin cho vay, thi hn cho vay ph
hp.
loan to finance long-term project.
3- Old debts of the enterprise
Credit staff must to know exactly
number of debts of the enterprise
(primarily through lookup CIC).
Compare debt ratio with others in certain
industrial to approve loans. If the
enterprise is not completely make loan
and retain earning in two years ago still
more than zero, which is not problem to
make loan. However, if the company had
many loans at banks, other creditors or
organization we need to reconsider. In
general, too much debt would be a bad
thing for enterprise and shareholders,
because the debt is regarded as financial
fixed costs, although the company had
what activities, what income or even fall
in losses, are still ensure to pay debts
include principle and interest at maturity
date, thus the increasing of debts of the
company is synonymous with the
deepening of financial risk. In particular,
too much debt can push companies to
the brink of bankruptcy.
4- Ability to repay
This is especially important which need
credite staff to concern. Most companies
when borrowing are very confident and
sure with their borrowing plan. In fact,
everything is not simple, especially
when there are unforeseen problems.
Althought, to review, recalculate the
repayment source of company with the
assumption of project failure or
difficulty not as first expected.
Determine the probability of credit
losses occur, the casualty lists from
Page 125
_________________________________________________

which is formulating suitable amount of
loan, term of loan.
26. Nn cho vay doanh nghip lnh
vc no? thi im no?
26. What sector we should lend? And
when?
Tr li:
+ Xt v c th kinh doanh: Nu DN
hot ng trong ngnh ngh c t ri
ro, doanh thu n nh th vic cho vay
s t ri ro hn so vi mt doanh
nghip hot ng trong ngnh ngh
nhiu mo him, chu nhiu ri ro v
ngun doanh thu c tnh ma v,
khng n nh, kh qun l.
+ Xt v giai on pht trin: Mt DN
t lc bt u hnh thnh pht trin
cho n khi tan r s phi tri qua 7
giai on khc nhau. Gm c:
[1] Giai on gieo ht;
[2] Giai on khi ng;
[3] Giai on pht trin;
[4] Giai on n nh;
[5] Giai on m rng;
[6] Giai on suy thoi;
[7] Giai on tan r.
mi mt giai on, h s cn mt
s vn nht nh, c th l t c hoc vn
vay, ln hoc nh. V vic cho vay
tng thi im cng hm cha nhng
mc ri ro khc nhau.
Answer:
+ In term of the development stage: A
company formed from the beginning
until the bankruptcy will have to go
through seven different stages.
Which include:
[1] Seeding stage;
[2] Incepting stage;
[3] Developing stage;
[4] Stable stage;
[5] Expanding stage;
[6] Declining stage;
[7] Bankruptcy stage.
At each stage, they will need a certain
amount of capital, maybe is equity or
loan, big or small. And the lending at
this time also connotes different risk
levels.
27. Khi thm nh cho vay khch hng
c nhn th iu g l quan trng
nht?
27. What is the most important factor
when evaluating individual customer
to make loan?
+ In terms of specific industrial: If
companies operating in low risk
industrial, stable earnings, the loan
will be less risky than an enterprise
operating in more risky occupations,
subject to many risks and
seasonality revenue, unstable,
difficult to manage.
Page 126
_________________________________________________

Tr li:
C 2 yu t quan trng nht chnh l:
T cch khch hng (Character) v
Nng lc ti chnh (Capacity).
Trong cu hi ny, c th ngi phng
vn yu cu bn phn tch, lm r 2 yu
t trn. Do bn c th ni c th hn
nh sau:
T cch khch hng l uy tn, lch s
tn dng ca khch hng vi ngn
hng v vi cc TCTD khc: CBTD
cn xem xt s trung thc ca KH khi
tip xc, thc trch nhim v thin ch
tr n ca h. nh gi tnh hnh vay n
ca KH ti ngn hng v TCTD khc
theo nhng thng tin c th thu thp
c.
Nng lc ti chnh ca khch hng c
nhn gm c: Ngun tr li v ngun
tr gc.
- Ngun tr li ch yu t lng hng
thng v cc khon thu nhp c nh
khc c th xc minh c nh: Thu
nhp t cho thu nh, cho thu xe;
Thu t c tc Do vy, ta ch xc
nhn cc khon thu thc s chc chn
v n nh trong sut thi gian vay
ca khch hng.
- Ngun tr gc l ngun tin t tch
lu hng thng, t bn ti sn hoc t
ngun thu nhp khc ca khch hng
m h phi chng minh c.
Answer:
There are two most important factors
are: Character and Capacity.
I n this question, the interviewer may
ask you to analyze and clarify two
elements. So you can talk for more
detail as follows:
The character is reputable, credit
history of customers with bank and
other credit institutions: Credit staff
has to consider the truthfulness of
customer, a sense of responsibility and
willingness to pay their debts. Assess the
debt status of customer at our bank and
other credit institution follow
information can be collected.
Capacity of individual customers
include: Source to pay interest and
source to pay principal.
- The mainly source to pay interest
from monthly salary and other fixed
income that can be proved such as:
Income from rental and lease
vehicles; Income from dividends ...
Therefore, we can only confirming
the revenues really reliable and
stable in term of customers loan.
- Source to pay principal is accrued
monthly revenue, from sale of assets
or other income from the customer
that they must prove.
(T cu 28 n cu 29: Phng vn v tr
Chuyn vin QHKH c nhn vo SHB
Hng Yn nm 2012)
Interviewing questions for Individuals
Relationship Specialist of SHB Hung Yen in
2012)
Page 127
_________________________________________________

28. What types of banks saving do you
know?
Tr li: Answer:
Saving products of bank are divided in
two main types: Time savings and Demand
savings
Cc sn phm tit kim ti ngn hng
chia thnh 2 loi chnh l: Tit kim c
k hn & Tit kim khng k hn
Sn phm tin gi tit kim rt a
dng mi ngn hng, nhm p ng ti
a nhu cu v th hiu ca khch hng.
V d nh:
- Tit kim theo thi gian thc gi
- Tit kim nh k
- Tit kim gio dc
- Tit kim bc thang
- Tit kim rt gc linh hot
- Tit kim li sut th ni
- Tit kim khng k hn bng
- Period saving
- Education saving
- Step by step saving
- Flexibility with draw fund
For example:
- Realtime depositing saving
Saving product so variablity at each
bank to meet maximum demands and the
need of customer.
currency
- Time savings by foreign
saving
- Demand savings by foreign
currency
- Insurance saving
- .
ngoi t
- Tit kim c k hn bng ngoi t
- Tit kim bo him
- .
29. Khch hng c mt s tit kim 1 t
ng gi k hn 1 thng, n ngy
20 khch hng c nhu cu xin rt
tin v mc ch c nhn? Em s t
vn g cho khch hng?
Tr li:
u tin, ti s hi khch hng v nhu
cu rt tin ca h t t vn cho h
phng n ti u nht.
Firstly, I will ask the customer about his
demand to withdraw and consult he the best
choice.
one billion in term one month, on 20
th

days of month, he need to withdraw
for a personal purpose? What will
you consult to him?
29. A customer has a saving book valued
Answer:
28. Em bit nhng loi sn phm tit
kim no ti ngn hng?
Page 128
_________________________________________________

Trong cu hi ny, c th ngi phng
vn yu cu bn phn tch, lm r 2 yu
t trn. Do bn c th ni c th hn
nh sau:
C 2 yu t quan trng nht vi KHDN
l: T cch khch hng (Character) v
Nng lc ti chnh (Capacity)
T cch khch hng chnh l uy tn,
lch s tn dng ca khch hng vi
ngn hng v vi cc TCTD khc:
Thng qua thng tin tra cu CIC, thng
tin t cc i tc, bn hng ca KH ny;
thm na khi CBTD trao i vi K ton
trng, Gim c cng ty cng s thy
Character are reputable, credit histories of
customer with banks and other credit
institutions: Through lookup CIC
information, information from their
partners, their customers; in addition when
credit staff discuss with Chief Accountant,
Director of the company also will find a part
I n this question, the interviewer may ask
you to analyze and clarify two elements. So
you can talk for more detail as follows:
There are two most important factors with
corporate customer are: Character and
Capacity.
Answer: Tr li:
30. Khi thm nh cho vay khch hng
doanh nghip th iu g l quan
trng nht?
30. When evaluating to make loan for a
corporate customer, what is the most
important factor?
For example, the customer is depositing
with the interest rate is 11%/year (eleven
percent per year) when withdraw only
receive no period interest rate 3%/year.
Despite that, if the customer pledges this
saving book to make a loan in 10 days (with
the distance interest rate is 3%/year in
current mean about 14%/year) so the
customer only lose the interest rate of 10
days at the end of saving term is 11% minus
3% equal 8%/year; twenty days in previous
still earns interest rate 11%/year. Clearly
this plan more useful than the situation he
closes saving account and earns demand
interest rate 3%/year.
If his demand is surely necessary, I will
consult he use to make loan in ten days and
pledges by this saving book to meet his
current demand.
Nu nhu cu rt tin ca khch hng l
thc s cn thit, ti s t vn cho khch
hng s dng hnh thc vay cm c s tit
kim trong 10 ngy p ng nhu cu
hin thi.
V d khch hng ang gi s tit
kim vi mc li sut 11%/nm v rt ra
th s ch hng li sut khng k hn
3%/nm. Thay vo , nu khch hng
cm c s tit kim ny vay trong 10
ngy (vi mc li sut vay chnh 3% nh
hin nay tc khong 14%/nm) th khch
hng ch b thit phn li sut ca 10 ngy
cui cng thnh hng li sut 11% - 3%
= 8%/nm; 20 ngy u vn c hng
li sut 11%/nm. R rng phng n ny
c li hn vic KH rt s v ch hng
mc li sut khng k hn 3%/nm.
Page 129
_________________________________________________

c phn no uy tn, tc phong ca
doanh nghip.
of prestige, the behavior of enterprises.
Nng lc ti chnh ca khch hng
doanh nghip c nh gi trc tin
qua: Dng tin t phng n kinh
doanh. Sau l Dng tin t cc hp
ng khc v ang thc hin hoc
Dng tin t cc ngun khc m doanh
nghip c th chng minh c.
31. Mt doanh nghip bun bn st
thp c ti sn th chp l 1 t ng,
theo quy nh ch c vay 70% tc
c vay 700 triu nhng DN c
nhu cu vay 1 t. Sau khi thm nh
th CBTD thy nng lc ti chnh
doanh nghip rt tt, kh nng tr
n cc cao, bn s x l th no?
31. A steel trading company has
collateral valuated is 1 billion,
according to current regulation; they
can borrow only 70% which means
700 million but the company had
requested 1 billion. After evaluating
the company the credit staff saw
capacity of them is very good, high
solvency, so how will you handle this
situation?
Capacity of corporate customers is firstly
evaluated through: Cash flow from
business plans. Next is the cash flow from
other contracts has been made or cash flow
from other sources that business can prove.
Answer: Tr li:
According to Decree No. 163/1999/ND-
CP about The security of loan of the
credit institutions is clearly regulate
that: A credit institution has right to
select and decide to make loan secured
by assets or not and take responsibility
for their decisions.
If customer is a reputable company with
bank, have high reliable, we still be able
to handle make loan exceeds the value of
collateral and I will perform the
authority supervisor to approve (For
example General Director) this special
case.
Khch hng nu l DN c uy tn vi ngn
hng, c tin cy cao th s vn c th
x l cho vay vt gi tr TSB v ti s
trnh cp c thm quyn ph duyt (VD
nh Tng gim c) i vi trng hp
c bit ny.
32. V sao cc ngn hng phi phn tch
tnh hnh ti chnh khch hng
32. Why must banks analyze the financial
situation of the customer before loan?
Theo Ngh nh s 163/1999/N-CP v
Bo m tin vay ca cc t chc tn
dng c nu r: T chc tn dng c
quyn la chn, quyt nh vic cho vay
c bo m bng ti sn, cho vay khng
c bo m v chu trch nhim v quyt
nh ca mnh.
Page 130
_________________________________________________

trc khi cho vay?
Tr li:
Thin ch tr n v Nng lc ti
chnh ca khch hng l 2 yu t quan
trng l gii vic mn vay ny c ri
ro b qu hn hay khng? Thin ch tr n
kh c th nh lng c nhng Nng
lc ti chnh ca khch hng c th nh
lng ngay khi khch hng c nhu cu xin
vay vn. Bi th ngn hng phi phn tch
tnh hnh ti chnh ca khch hng, nhm
m bo rng khch hng c tim lc
trang tri cho chi ph tr gc li hng
thng hay khng? Ngn hng nn cho vay
bao nhiu v trong bao lu?
Answer:
33. Ngn hng thng cho vay ngn hn
ti tr cho nhng nhu cu no?
Ngun tr n ca cc mn vay ngn
hn thng l g?
33. What demands does a bank often
make short-term loan to finance?
Which is the source usually used to
pay debt of short-term loan?
Tr li:
Cc ngn hng thng cho vay ngn hn
(di 12 thng) ti tr cho cc nhu
cu b sung vn lu ng phc v hot
ng sn xut kinh doanh trong k ca
DN.
Ngun tr n c cc mn vay ngn hn
thng l:
- Ngun doanh thu t phng n /
cc hp ng kinh t u ra.
- Cc ngun khc ca DN.
Answer:
The banks typically make short-term
loan (less than 12 months) to finance
the demands: Addition working capital
to server business activities of
enterprises in term.
Sources to pay debt of short-term loans
are:
- Sales from the business plan/Output
economic contracts.
- Other sources of enterprise.
34. Ngn hng thng cho vay trung di
hn ti tr cho nhng nhu cu
no? Ngun tr n ca cc mn vay
trung di hn l g?
34. What demands does a bank often
make long-term loan to finance?
Which is the source usually used to
pay debt of long-term loan?
Goodwill to pay debt and the capacity
of customer are two important factors to
explain that the loan will have overdue
debt or not? Goodwill to pay debt is
hardly determined, but the capacity of
customer can immediately determines
when the customer gives loan request.
Thus the bank must analysis financial
situation of customer to ensure that do
they have full of the resources to pay all
principal and interest every month?
How much capital does the bank should
lend? And how long?
Page 131
_________________________________________________

Tr li:
Cc mn vay trung di hn thng dng
ti tr cho cc nhu cu:
- Ti tr cho vic mua sm Ti sn
c nh ca DN.
- u t vo mt d n c tui th
di hn 1 nm.
- Thnh lp mt DN mi.
- Mua li mt DN ang hot ng.
Ngun tr n ca cc mn vay trung di
hn ly t:
- Li nhun sau thu lu k.
- Qu khu hao TSC.
- Cc ngun khc ca DN.
Answer:
The long-term loans used to finance
following demands:
- Finance for the purchase of fixed
assets of enterprise.
- To invest a project has life more
than 1 year.
- To establish a new business
- Acquisition an enterprise are
operating
Source to pay debt of long-term loans
received from:
- Accumulated earnings after tax.
- Depreciation fund
- Other sources of enterprise
35. Khi nh gi mt ti sn bo m, bn
thng cn c vo nhng yu t no?
35. What factors are you often based on
when valuing collateral?
Tr li:
1- Tnh php l: Ch s hu, s dng
l ai? Giy t chng minh c y
v hp php khng?
2- Tnh trng thc t: TS ang c
s dng nh th no? Nguyn trng
hay c tranh chp g khng? Hin
ang s dng lm g? Gi tr cn li
ca TS?...
3- Tnh kh mi: Tc kh nng bn TS
ny c nhanh khng? C d dng
khng, tn thm chi ph no bn
n khng?
4- Gi tr nh gi: TS c gi tr th
trng l bao nhiu?
Answer:
1- The legality: Who is the owner, the
user? Are there full of proof and
legitimate documents?
2- Reality Status: How asset is being
used? Is intact or has the dispute?
What current in use to do? The
retain value of asset?
3- The liquidity: Mean ability to
selling this asset, is it fast? Is it
simple; Are there any extral cost to
sell?
4- The valuating: How much is
market value of this asset?
5- Other related factors: Is asset easy
Page 132
_________________________________________________

Tr li:
36. Ti sn bo m cho mn vay cn phi
p ng nhng iu kin g?
36. What necessary conditions for the
collateral of loan?
Answer:
1- Asset must to be under the
ownership, management and use of
the borrower, the guarantee in
accordance.
1- Ti sn phi thuc quyn s hu,
qun l, s dng ca ngi vay, bn
bo lnh theo quy nh.
C th:
- i vi gi tr quyn s dng t,
Specifically:
- For land-use right value, must
under the use right of the
borrower, the guarantee and
had to be mortgaged,
guaranted follow the
regulations of law on land;
the asset must be allocated by
the state enterprise
management, use and be used
to secure loans as provided by
law;
- For assets of state enterprise,
phi thuc quyn s dng ca
ngi vay, bn bo lnh v c
th chp, bo lnh theo quy nh
ca php lut v t ai;
- i vi ti sn ca DNNN, th
phi l ti sn do nh nc giao
cho doanh nghip qun l, s
dng v c dng bo m
tin vay theo quy nh ca php
lut;
- i vi ti sn khc, th phi
thuc quyn s hu ca ngi
- For other assets, it must be
owned by the borrower or
guarantor. Where the property
which by law must register
ownership of the borrower, the
guarantor must have a
certificate of property
ownership.
vay, bn bo lnh. Trng hp ti
sn m php lut quy nh phi
ng k quyn s hu th ngi
vay, bn bo lnh phi c giy
chng nhn quyn s hu ti sn.
3- Ti thi im th chp, cm c, bo
lnh ti sn khng c tranh chp.
2- Ti sn phi c php giao dch.
4- Ti sn m php lut quy nh phi
mua bo him th ngi vay phi mua
bo him cho ti sn trong thi gian
2- Assets must be allowed for trading.
3- At the time of mortgage, pledge,
guarantee the asset is not in dispute.
4- Assets regulated that which must
5- Cc yu t lin quan khc: TS c d
qun l khng? C thuc din quy
hoch gii to khng?
to manage? Are there in planning
area clearance?
Page 133
_________________________________________________

vay vn. buy insurance, and then the
borrower must purchase insurance
for asset in term of loan.
37. Tnh lng ca mt ti sn c xc
nh bi nhng yu t no?
37. Liquidity of an asset is determined by
what factors?
Tr li:
Tnh lng ca mt ti sn chnh l kh
nng chuyn nhng ca n. Ti sn
cng d chuyn nhng th tnh lng
cng ln v ngc li
Tnh lng ca 1 ti sn c xc nh bi
cc yu t sau:
Bt ng sn
- Gi tr nh gi ca BS
- V tr ca BS
- Hnh dng ca BS (cn xng,
n hu hay mo m)
- Tnh hnh an ninh, x hi
- Trnh dn tr (cao, thp)
- Yu t v m (cc chnh sch ca
Nh nc)
- Li th kinh t (mt ng hay
trong ng)
ng sn
- Gi tr nh gi ca S
- c th ca S (thuc ngnh
no)
- S nm s dng
- S nm cn li
- Nguyn gi v gi tr cn li
- Mc ch s dng ca S (s
Answer:
The liquidity of an asset is ability to
trade it. The more trading asset the
higher liquidity and vice versa.
The liquidity of an assets is determine
by following factors:
Real estate:
- Valuation of real estate
- Location of real estate
- The shape of real estate
(asymmetric, or distorted it
almost ...)
- The security and social situation
- Educational level (high, low)
- Macro factors (policies of State)
- Economic advantage (the road
or in the alley ...)
Personal property
- Valuation of personal property
- Characteristics of the personal
property (in what sector)
- Number of years used
- Number of years remaining
- Cost and residual value
- The purpose of the personal
property (the main use for
Page 134
_________________________________________________

Ti khon s dng l ti khon vng
lai
Ti khon vng lai l ti khon m ngn
hng m cho khch hng ghi chp
nghip v gi tin v rt tin ca khch
hng. Nghip v thu chi th hin khi rt
tin ln hn gi tin (tc l ti khon
vng lai d n).
dng chnh cho H SXKD hay
ch ph tr)
- Macro factors (policies of State)
business and product activities
or just accessories ...)
- Yu t v m (cc chnh sch ca
Nh nc)
38. What is overdraft? What
characteristics of this type?
Answer:
Overdraft is a short-term loan
transaction additional working capital to
balance daily on the current account of
the customer.
38. Cho vay thu chi l g? c im ca
loi hnh ny?
Tr li:
Thu chi l mt nghip v cho vay ngn
hn b sung vn lu ng nhm cn i
ngn qu hng ngy trn ti khon vng
lai ca khch hng.
Nghip v thu chi c thc hin bng
cch cho php khch hng c d n ti
khon vng lai mt s lng tin nht
nh v trong mt thi gian nht nh.
Overdraft transaction is done by
allowing a debit balance on the current
account of customer in a certain time.
Overdraft transaction process
Customer and bank sign in the credit
contract, the contract must be agreed
upon credit limit, loan term, interest rate,
loan security (if any), the purpose of
loan...
Khch hng v ngn hng k hp ng
tn dng, trn hp ng ny phi tha
thun c hn mc tn dng, thi hn
vay, li sut vay, m bo tin vay (nu
c), hng s dng tin vay
Quy trnh nghip v thu chi
Ngy xut, nhp l ngy ghi chp cc
nghip v pht sinh. Cn c vo ngy
pht sinh nghip v xc nh ngy
gi tr.
Ghi chp v hch ton
Based on the value date total loans and
total outstanding have been identified,
Date of output, input on record arising.
Based on the date of the transactions to
determine the value date.
Record and make entry
Current account is a bank account
opening for customers to record deposit
and withdrawal transactions by
customers. Overdraft transaction
performed when the amount withdrawal
larger than the amount deposits (mean
current account has debit balance).
Using account is current account
Page 135
_________________________________________________

Cn c vo ngy gi tr tng d n v
tng d c c xc nh, l c s
tnh li.
Li sut
Hai loi s d n v c c tnh ring
sau b tr. Nu d n v d c p
dng cng mt li sut gi l li sut
qua li.
Nu li sut d c nh hn li sut d n
gi l li sut chnh lch. Nu p dng
li sut c nh trong mt thi gian di
gi l li sut bt bin.
Ngoi phn li phi tr, khch hng cn
phi tr mt s khon ph nh ph qun
l ti khon, hoa hng ph, ph tt ton
Thu n
Mi ln khch hng c thu, hch ton
vo bn c ti khon vng lai, coi nh
khch hng tr n ngn hng.
Ngn hng lun kim tra s d n
khng vt qu hn mc v thi gian s
dng m khch hng k trong Hp
ng tn dng. Trng hp xut hin kh
nng thanh ton yu khch hng, ngn
hng s hn ch v c th nh ch cho
vay.
Mi trng hp khng thanh ton c
n ng hn, khch hng u b x l
nh cc trng hp n qu hn khc.
which is the basis for calculating
interest.
Interest rate
Two types of debit balance are
calculated separately and then clearing.
If debit balance and credit balance have
the same interest rate applied are called
cross rate.
If credit interest rate smaller than debit
interest rate are called the gap of
interest rate. If we apply a fixed interest
rate for a long time called constant
inrestest rate.
Debt collection
Each of time the customer has revenues,
entried into the credit of current account,
such as customers pay bank debts.
The bank always checks bank balance
not to exceed the time limit and use that
customers have signed in the credit
agreement. In case the solvency appears
weak on the customer, the bank will
restrict and may stop lending.
All cases of unpaid debts on time,
customers will be handled as other
delinquency cases.
39. C nhng hnh thc cho vay ti tr
xut khu no hin nay m bn bit?
Hy nu c im ca chng?
39. What types of loan do you know in
curent to finance for exporting?
Please list out their characteristics?
Apart from the interest be paid, the
customer will have to pay some fees
such as account management fees,
commission fees, account closed
charges...
Page 136
_________________________________________________

Answer:
The most common types of loan to
finance for exporting for the enterprises
in Vietnam are:
1- Discount of export documents: is a
form of granting credit through
advance an amount to the exporter
on the basis of value of perfect
exporting documents has presented
by the exporter or divergent
documents but which is accepted by
the issuing bank.
2- Loans for purchasing production,
processing, processing of export
goods: is a form of credit is the
purpose of manufacturing,
processing or processing goods for
export based on the signed contract
input.
Hnh thc cho vay ti tr xut khu ph bin
nht i vi cc DN Vit Nam l:
1- Chit khu b chng t xut khu: l
mt hnh thc cp tn dng thng qua
vic ng trc mt khon tin cho
nh xut khu trn c s gi tr b
chng t xut khu hon ho c
ngi xut khu xut trnh hoc b
chng t c d ng nhng c
ngn hng pht hnh th tn dng
chp nhn d ng.
Tr li:
2- Cho vay thu mua sn xut, ch bin,
gia cng hng xut khu: l hnh thc
cp tn dng phc v mc ch sn
xut, ch bin gia cng hng xut
khu da trn cc hp ng u vo
k.
40. C nhng hnh thc cho vay ti tr
nhp khu no hin nay m bn bit?
Hy nu c im ca chng?
40. What types of loan do you know in
current to finance for importing?
Please list out their characteristics?
Answer:
The most common types of loan to
finance for importing for the enterprises
in Vietnam are:
1- Making loan to payment import
goods: Making loan to pay imported
raw materials for the production,
processing, processing of export
goods.
Tr li:
Hnh thc cho vay ti tr nhp khu ph bin
nht i vi cc DN Vit Nam l:
1- Cho vay thanh ton hng ho nhp
khu: Cho vay thanh ton chi ph
nguyn liu nhp khu phc v cho
vic sn xut, gia cng, ch bin
hng xut khu.
2- Issuing Letter of credit guarantee
(L/C, D/P, D/A, T/T, CAD) to
import goods and services.
2- Pht hnh bo lnh th tn dng (L/C,
D/P, D/A, T/T, CAD) nhp khu
hng ho, dch v.
41. C nhng hnh thc chit khu chng 41. What types of discount outward
Page 137
_________________________________________________

t xut khu no? documentary?
Tr li:
Chit khu khng truy i: TCTD
nhn chit khu khng c quyn
truy i n v xut khu chit
khu b chng t ti TCTD ny trong
trng hp ngn hng pht hnh th
tn dng (L/C) hay bn thanh ton
(nh nhp khu) t chi thanh ton
b chng t. Hnh thc ny rt t
c cc TCTD s dng v mang
nhiu ri ro thanh ton cho TCTD.
Answer:
Discount without recourse: The
credit institution had accept discount
set of documents have no right to
claim the exporter discounted at this
bank in case of bank issues letters of
credit (L/C) or the payer (the
importers) declines payment
documents. This method is rarely to
use because it contain lot of risks for
the bank.
Discount with recourse: The credit
institution receive discount set of
documents to claim the exporter
discounted at this bank in case of the
bank issues letters of credit (L/C) or
the payer (the importer) declines
payment documents. This method is
commonly in used because risk of
payment document discounted is
greatly reduced; due to
commitments of the exporter when
the payer (the importer) does not
fulfill their obligations.
Chit khu c truy i: TCTD nhn
chit khu b chng t c quyn
truy i n v xut khu chit
khu b chng t ti TCTD ny trong
trng hp ngn hng pht hnh th
tn dng (L/C) hay bn thanh ton
(nh nhp khu) t chi thanh ton
b chng t. Hnh thc ny c cc
TCTD s dng ph bin v ri ro
thanh ton chng t chit khu c
gim i rt nhiu, do c cam kt s
thanh ton ca bn nh xut khu khi
bn thanh ton (nh nhp khu)
khng thc hin ngha v ca mnh.
42. C nhng hnh thc bo m tin vay
no m bn bit?
42. How many types of loan secured do
you know?
Answer:
There are seven types of loan secured are:
- Mortgage
- Pledge
- Guarantee of a third party
- Bet
Tr li:
C 7 hnh thc bo m tin vay l:
- Th chp
- Cm c
- Bo lnh ca bn th 3
- t cc
Page 138
_________________________________________________

- K qu
- K cc
- Tn chp
- Deposit
- Sign and bet
- Trust
43. Th chp ti sn l g? Th chp TS
dng vay vn ngn hng l g?
Nhng loi ti sn no thng c
em ra th chp?
43. What is mortgage asset? What is
mortgage for bank loans? What types
of asset is often brought to mortgage?
Tr li:
Th chp ti sn l vic mt bn dng
ti sn thuc s hu ca mnh bo
m thc hin ngha v dn s i vi
bn kia v khng chuyn giao ti sn
cho bn nhn th chp. (Theo Khon 1,
iu 342, Lut dn s 2005)
Th chp ti sn dng vay vn ngn
hng l vic bn c ti sn dng TS ca
mnh bo m ngha v tr n ca bn
vay vn m khng chuyn giao TS
cho ngn hng (NH ch cm giy t php
l chng minh QSH/QSD ca TS )
Ti sn th chp l ti sn c thc v
cng c th l ti sn hnh thnh trong
tng lai.
Ti sn th chp bao gm:
- Bt ng sn: Quyn s dng t,
Ti sn gn lin vi t, Kho bi,
Nh xng
- ng sn: Xe c, cc phng tin
vn ti, my mc thit b, quyn
s hu cng nghip, quyn pht
sinh t ti sn .
- Giy t c gi: S tit kim, Tri
phiu, C phiu, Tn phiu, giy
t c gi khc
Answer:
Mortgage asset that is a party use their
owner asset to the performance of civil
obligations to other parties and does not
transfer asset to the mortgagee. (According
to Clause 1, Article No. 342, Civil Code
2005)
Mortgage asset for bank loans is the
mortgagor use their asset to ensure
repayment obligations of the borrower and
does not transfer that asset to bank (The
bank only hold legal papers to prove
ownership and right to use that asset)
The asset mortgaged is real asset and can
also be forming in the future.
Collateral includes:
- Real Estate: Land use rights, assets
affixed to land, Warehouse, Factory
...
- Personal property: Vehicles, other
transport means, machinery,
industrial property rights, rights
arising from the asset...
- Valuable papers: Book savings,
bonds, stocks, Treasury bills, and
other valuable papers ...
Page 139
_________________________________________________

44. What is pledge asset? What is pledge
asset to make bank loans? What types
of asset are often to pledge?
44. Cm c ti sn l g? Cm c TS
vay vn ngn hng l g? Nhng loi
ti sn no thng c em ra
cm c?
Tr li: Answer:
Pledge asset that is the pledger assigns
their assets under ownership to other
party (called the pledgee) to ensure the
performance of civil obligations.
Cm c ti sn l vic bn cm c giao
ti sn thuc quyn s hu ca mnh cho
bn kia (gi l bn nhn cm c) bo
m thc hin ngha v dn s.
Cm c ti sn vay vn ngn hng
l vic bn cm c giao TS thuc quyn
s hu cho ngn hng (NH cm giy t
php l chng minh QSH v c ti sn)
bo m cho ngha v tr n ca bn
vay vn.
Pledge asset to make bank loan that is
the pledger assigns owned asset to bank
(bank holding legal papers to prove
right to use and asset) to secure
repayment obligations of the borrower.
Pledge asset is made in writing, is a
measure of security for performance of
civil obligations, in particular is security
method to repay loan obligations of the
borrower.
Vic cm c ti sn c lp thnh vn
bn, l mt bin php bo m thc hin
ngha v dn s, c th l bin php bo
m thc hin ngha v tr n ca khch
hng vay vn.
Nhng loi TS c em ra cm c l
cc ng sn bao gm:
These types of asset are brought to
pledge movables include:
- Ti sn hu hnh nh xe c, my
mc, hng ha, vng bc, tu bin,
my bay v cc loi ti sn khc.
- Tangible fixed assets such as
vehicles, machinery, goods, gold,
ships, planes ... and other assets.
- Cash on deposit accounts or foreign
currency
- Valuable papers such as stocks,
bonds, treasury bills, commercial
paper.
- Tin trn ti khon tin gi hoc
ngoi t.
- Giy t c gi nh c phiu, tri
phiu, tn phiu, thng phiu.
- Quyn ti sn pht sinh t quyn tc
gi, quyn s hu cng nghip,
quyn th tri, v cc quyn pht sinh
t ti sn khc.
- Property rights arising from
copyrights, industrial property
rights, the right to sell fruit, and the
rights arising from other assets.
- Li tc v quyn pht sinh t ti sn
cm c
- Income and property rights arising
from pledged assets.
Page 140
_________________________________________________

45. Cm c ti sn khc g vi vic th
chp ti sn?
45. What is the difference between pledge
and mortgage assets?
Tr li:
iu 326, Lut dn s 2005 quy nh
Cm c ti sn l vic mt bn giao ti
sn thuc quyn s hu ca mnh cho
bn kia bo m thc hin ngha v
dn s
Khon 1, iu 432 ca Lut dn s
2005 quy nh Th chp ti sn l
vic mt bn dng ti sn thuc s hu
ca mnh bo m thc hin ngha
v dn s i vi bn kia v khng
chuyn giao ti sn cho bn nhn
th chp.
+ im chung: C Th chp v Cm
c u c lp thnh cc vn bn,
c th chng thc nu cc bn cm
thy cn thit.
+ im khc:
= Trong trng hp cm c, bn cm
c phi chuyn giao ti sn cho bn
nhn cm c gi; trong trng hp
th chp, bn th chp c gi ti
sn th chp tip tc khai thc,
s dng.
Answer:
Article No. 326, Civil Code 2005
regulated Pledge asset that is a party
delivers their owner assets to other party
to ensure the performance of civil
obligations
Clause 1, Article No. 432 of Civil
Law 2005 regulates Mortgage asset
that is a party use their owner to ensure
the implementation of civil obligations to
other parties and does not transfer
property to the mortgagee.
+ The same points: Both mortgage
and pledge was made in written, can
be verified if the parties felt
necessary.
+ The diffirent points:
= In case of pledge, the pledgor must
transfer his asset to the pledgee
holding; in mortgage case, the
mortgage has to keep collateral for
further exploitation and use.
= The object of pledge is movables;
the object of mortgage is assets have
large value include immovables,
movables have registed.

(Cu hi 46: Phng vn v tr Tn dng &
CV QHKH vo Ngn hng Bc thng
9/2011)
Credit position and Custormer realetionship
Specialist of Northern Bank in September
2011)
= i tng ca cm c l ng sn;
Cn i tng ca th chp l cc
ti sn c gi tr ln gm cc Bt
ng sn, ng sn c ng k
quyn s hu.
Page 141
_________________________________________________

46. Phn bit gia cho thu ti chnh v
cho thu hot ng?
46. What is the difference between
finance leasing and operating lease?
Tr li:
Cho thu ti chnh l thu ti sn m
bn cho thu c s chuyn giao phn ln
ri ro v li ch gn lin vi quyn s
hu ti sn cho bn thu. Quyn s hu
ti sn c th chuyn giao vo cui thi
hn thu.
Thu ti sn c phn loi l cho thu
hot ng nu ni dung ca hp ng
thu ti sn khng c s chuyn giao
phn ln ri ro v li ch gn lin vi
quyn s hu ti sn.
Answer:
Finance leasing is renting property that the
lessor has transferred substantially all of
risks and benefits associated with property
ownership to the lessee. Property ownership
can be transferred at the end of the lease
term.
Leases are classified as operating lease if
the content of leasing contract is not
transferred substantially all the risks and
benefits associated with ownership of
property.
47. Cc nguyn nhn ca ri ro tn
dng t pha khch hng l g?
47. What are causes of credit risk from
the customers?
Tr li:
a s cc khch hng khi vay vn ngn
hng u c cc phng n kinh doanh
c th, kh thi tuy nhin mc ch s
dng vn thc t c th sai khc so vi
h s. Vic qun l dng tin sau vay
khng cht cng vi ch ch s dng
vn sai mc ch ca DN l mt nguyn
nhn quan trng dn n n qu hn ca
mn vay.
Nguyn nhn 2: Kh nng qun l
kinh doanh km
Khi khch hng vay tin ngn hng
m rng quy m kinh doanh, a phn l
tp trung vn u t vo ti sn vt cht
ch t khch hng no dm mnh dn i
Answer:
Cause 1: Use capital differs with
loan has requested, there is no
goodwill in paying debt
Most of the customer when borrows have
specific business plans, feasibility
purposes but which can actually differs
from the document. The management of
cash flow after the loan is not tightly
coupled with wrong use of funds
intended purpose of the enterprise is an
important cause leading to debts.
Cause 2: Poor business management
ability
When the customer borrow money from
bank to expand business scale, mostly
forcus on invest in physical assets but
few consumers would boldly innovate
way of management, invest in business
Nguyn nhn 1: S dng vn sai mc
ch, khng c thin ch trong vic tr
n vay
Page 142
_________________________________________________

mi cung cch qun l, u t cho b
my gim st kinh doanh, ti chnh, k
ton theo ng chun mc. Quy m kinh
doanh phnh ra qu to so vi t duy qun
l l nguyn nhn dn n s ph sn ca
cc phng n kinh doanh y kh thi m
l ra n phi thnh cng trn thc t.
Nguyn nhn 3: Tnh ti chnh doanh
nghip yu km, thiu minh bch
Quy m ti sn, ngun vn nh b l c
im chung ca hu ht cc khch hng
vay vn Vit Nam. Ngoi ra, thi quen
ghi chp y , chnh xc, r rng cc s
sch k ton vn cha c cc khch
hng tun th nghim chnh v trung
thc. Do vy, s sch k ton m cc
khch hng cung cp cho ngn hng
nhiu khi ch mang tnh cht hnh thc
hn l thc cht. Khi cn b ngn hng
lp cc bng phn tch ti chnh ca
doanh nghip da trn s liu do cc
khch hng cung cp thng thiu tnh
thc t v xc thc. y cng l nguyn
nhn v sao ngn hng vn lun xem
nng phn ti sn th chp nh l ch da
cui cng phng chng ri ro tn
dng.
monitoring machine, finance and
accounting in accordance with standards.
Business scale swells too big for
management mind is the cause of the
bankruptcy of full feassiblity business
plan but it should be successful in
practice.
Cause 3: Weak corporate finance
status, lack of transparency
Small asset scale and capital are
commonly characteristic of most
borrowers in Vietnam. In addition, habits
of fully record, accurate, clearly
accountant books has not been strict
compliance and honest. Therefore,
accounting books that the customer gave
to the bank sometime only for form
rather than substance. When bank
officers make table of financial analysis
of enterprises based on figures provided
by the customer often lacks realism and
authenticity. This is also the reason why
banks have always considered heavily
the collateral as the last stay to prevent
credit risks.
(Cu hi 48: Phng vn v tr CV QHKH
vo Ngn hng Seabank thng 4/2012)
Custormer realetionship Specialist of
SeaBank in April 2012)
48. Phn bit gia cc hnh thc
Khoanh n, Gin n v o n?
48. What is the difference between the
forms of debt freezes, debt extended
and rollover?
Tr li:
Khoanh n: l hnh thc hon cc
khon d n cn li ca i tng i
Answer:
Debt freezes: is a form of
postpone the remaining debt of
Page 143
_________________________________________________

vay, n mt thi im no trong
tng lai s tip tc tr n nh tha
thun c trong hp ng cho vay.
borrowers, to a certain date in the
future will continue to pay old debt
as agreed in loan agreement.
Debt Extended: means suspend
payable debts, and apply new
maturity date (longer than) with the
debt is suspended.
Gin n: l vic hon li cc khon
n phi tr, ng thi p dng thi
gian o hn mi (ko di hn) i
vi khon n c hon.
o n: c th hiu nm na y l
hnh thc vay tr n, c th
ngi i vay n ngn hng mnh
ang n tin vay khon tin mi
v tr cho khong n c, hoc cng
c th vay n ngn hng ny tr
n ngn hng kia.
Rollover: can understand this is a
form of loan to pay debts, the
borrower can go to the bank he owe
money to borrow money to pay for
some new and old debt, or debt
financing may also bank to other
bank debt.
49. What is debt grace period? In period
of grace does the customer have to
pay interest?
49. Th no l n hn n? Trong thi
gian n hn khch hng c phi tr
li khng?
Tr li: Answer:
Debt grace period is the time from the bank
make loan to the customer and he ever has
to pay a part of the original. This period
depends on the agreement between bank
and customer.
n hn n l khong thi gian k t khi pht
tin vay m khch hng cha phi tr n mt
phn gc. Khong thi gian ny tu thuc
vo s tho thun gia ngn hng v khch
hng.
During the grace period customer do not
have to pay the original but still have to pay
interest.
Trong khong thi gian n hn khch hng
khng phi tr gc nhng vn phi tr li
50. Th no l gia hn n? Gia hn n
khc g so vi n hn n?
50. What is debt rescheduled? What
different between debt rescheduled
and debt grace period?
Answer:
According to Article 3 - Interpretation of
Decision No. 1627/2001 dated December
31, 2001 issued by State bank of Vietnam.
Debt rescheduled that is a credit institution
Tr li:
Theo iu 3 Gii thch t ng ca Q
1627/2001 ban hnh ngy 31/12/2001 ca
NHNN.
Gia hn n l l vic t chc tn dng chp
Page 144
_________________________________________________

1- Con n mun chim dng vn
kinh doanh do khng phi tr li
N kh i chnh l n xu, gm cc khon
n t nhm 3 (qu hn t 91 n 180 ngy)
n nhm 5 (qu hn trn 360 ngy) theo
Q 493/2005/Q-NHNN ban hnh ngy
22/04/2005.
Khon n kh i l khon n c thi hn
di nhng cha c kh nng thu hi.
Bad debts are debts have long term but are
unable to recover.
Bad debts are bad debts, including debts
from group 3 (overdue from 91 to 180 days)
to group 5 (overdue more than 360 days)
according to Decision No. 493/2005/QD-
NHNN dated April 22, 2005.
- Ing flows, and citing various reasons
such as the investor has not paid for
work not yet been tested and
approved should not be able to pay
for construction contractors (basic
construction business) or by selling
aviation be, and many other units
Debt rescheduled that is extending finally
maturity date for a specific of time, the
customer will pay principal and interest at
the last day of rescheduling term.
The difference
approved to extend a period of time outside
the lending period agreed in the credit
contract.
Debt grace period is postponing the first day
of paying principal for a specific time; the
customer is still paying interest in the grace
period.
Cn n hn n l li ngy tr n gc u tin
thm mt khong thi gian nht nh, khch
hng vn phi tr li trong thi gian n hn.
Gia hn n l vic ko di ngy tr n cui
cng thm mt khong thi gian nht nh,
khch hng s tr gc v tr li vo ngy
cui cng ca k gia hn.
thun ko di thm mt khong thi gian
ngoi thi hn cho vay tho thun trong
hp ng tn dng.
im khc bit
51. Khon n nh th no c gi l
n kh i? Nhng nguyn nhn v
biu hin ca khon n kh i?
51. What is bad debt? What causes and
manifestations of bad debts?
Answer: Tr li:
N kh i do cc nguyn nhn chnh nh
sau:
Bad debts caused by the following:
1- Debtor want to take up loans for
business capital by not having to
pay interest
Expression of the debtor Biu hin ca con n
- Chy , v vin c nhiu l do nh:
Ch u t cha thanh ton v cng
trnh cha c nghim thu, ph
duyt nn khng th tr c cho cc
nh thu thi cng (vi doanh nghip
XDCB) hoc do hng khng bn
c, ri b nhiu n v khc chim
Page 145
_________________________________________________

52. Khi bn lm 1 h s thy ri ro rt
cao, khng th cho vay nhng G
li yu cu bt buc phi cho vay
th bn x l nh th no?
- Hot ng SXKD b nh tr, DN
phi ct gim nhiu nhn s v b
phn.
were occupied (with production and
trading enterprise)
dng (vi doanh nghip sn xut,
kinh doanh)
- Con n c tr n nhng ch tr
t nh git, c tnh ko di thi
hn thanh ton;
- Thng xuyn tm cch trnh mt;
- Khng k nhn vo bt k giy t, ti
liu no.
- The debt repayment but only pay
less drip, deliberately prolonging
the payment period;
- Always try to avoid;
- Do not sign any papers and
documents.
2- The debtor unable to pay
Expression of the debtor
- Debtors also have other units
occupied much ... capital, increase
accounts receivable and accounts
receivable cycle has increased.
2- Do con n khng cn kh nng
thanh ton
Biu hin ca con n
- Con n cng b cc n v khc
chim dng vn nhiu..., cc khon
phi thu tng nhanh v chu k cc
khon phi thu cng tng cao.
- Doanh thu v li nhun suy gim,
hng tn kho b ng, chm tiu
th.
- Revenue and profits decline,
stagnant inventory and slowing
sales.
- Production and business activity
stalled, companies must cut more
personnel and parts.
52. When you see a high risk credit
document, can not loan but your
director require you must lend it.
How do you solve this situation?
I know the risk to bank that is making
loan risky projects. It can increase bad
debt to the bank, damaging the bank. In
my principle of work, I will NOT be
able to loan that credit document if it is
really risky.
Answer: Tr li:
Ti bit rng, ri ro i vi cc ngn
hng l cho vay cc d n ri ro. N c
th lm tng n xu cho ngn hng, lm
tn hi n ngn hng. Vi tn ch ngh
nghip ca mnh, ti s KHNG th xt
cho vay nhng h s nh vy nu bit
chc n thc s ri ro.
In this situation, maybe I will ask the
director primarily responsible if the Vi tnh hung ny, c l ti s yu cu
Page 146
_________________________________________________

gim c chu trch nhim chnh nu
mn vay xy ra ri ro; vic ti cho vay
l theo ch th ca cp trn.
loan risk occurs; I made loan follow
instruction of the superiors.
C. Bo lnh C. Guarantee
53. Bo lnh l g? Bo lnh ngn hng
l g? Hy nu cc loi bo lnh
ngn hng m bn bit Vit Nam?
53. What is guarantee? What is bank
guarantee? Please list out types of
bank guarantee which you know in
Viet Nam?
Tr li:
Bo lnh: l vic mt bn cam kt s
thc hin thay ngha v cho mt bn th
3 khi bn ny khng thc hin hoc thc
hin khng ng ngha v cam kt
trong hp ng k.
Theo Quyt nh s 26/2006/Q-
NHNN ngy 26/06/2006 ca Thng c
Ngn hng Nh nc quy nh Quy ch
bo lnh th bo lnh chia thnh cc
loi ch yu sau:
1- Bo lnh vay vn
2- Bo lnh thanh ton
3- Bo lnh d thu
4- Bo lnh thc hin hp ng
5- Bo lnh bo hnh / Bo lnh bo
m cht lng sn phm
6- Bo lnh hon tr tin ng trc /
Bo lnh tin tm ng / Bo lnh
Answer:
Guarantee: that is a party committed to
make payment for a third party if this party
can not to perform or improper
performance of obligations already
committed to the signed contract.
Bank guarantee: is a written commitment
by a bank to the obligee for the
performance of financial obligations of our
customers when the customer fails to
perform or improper performance
obligations are committed to the right
party.
According to Decision No. 26/2006/QD-
NHNN dated June 26, 2006 of State Bank
Governor regulated Guarantee
regulation shall guarantee divided into
the following:
1- Loan guarantee
2- Payment guarantee
3- Tender guarantee (Bid guarantee)
4- Performance guarantee
5- Retention guarantee / Product
quality guarantee
6- Pre-payment return guarantee /
Advance guarantee / Pre-payment
Bo lnh ngn hng: l Cam kt bng
vn bn ca 1 ngn hng vi bn c
quyn v vic thc hin ngha v ti
chnh thay cho khch hng khi khch
hng khng thc hin hoc thc hin
khng ng ngha v cam kt vi bn
c quyn .
Page 147
_________________________________________________

hon thnh ton
7- Bo lnh i ng
8- Xc nhn bo lnh
guarantee
7- Reconcile guarantee (Counter
guarantee)
8- Confirmation of guarantee
54. Khi no ngha v bo lnh ca TCTD
vi khch hng chm dt?
54. When do guarantee obligations of
banks with customer expired?
Tr li:
Theo iu 20 ca Q 26/2006/Q-NHNN
ban hnh ngy 26/6/2006 v Quy ch bo
lnh ngn hng, ngha v bo lnh ca
TCTD s chm dt khi xy ra 1 trong cc
trng hp sau:
1- Khch hng thc hin y
ngha v i vi bn nhn bo lnh
(bn c quyn)
2- TCTD thc hin ngha v bo lnh
theo cam kt bo lnh
3- Vic bo lnh c hu b hoc thay
th bng bin php bo m khc;
4- Thi hn ca bo lnh ht (Th
bo lnh ht hn);
5- Bn nhn bo lnh (bn c quyn)
ng min thc hin ngha v bo
lnh cho bn bo lnh hoc ngha v
bo lnh chm dt theo quy nh ca
php lut;
6- Theo tho thun ca cc bn.
Answer:
According to Article 20 of Decision No.
26/2006/QD-NHNN dated July 26, 2006 on
Regulation of bank guarantee, the
guarantee obligations of credit institution
will end upon the occurrence of one of the
following cases:
1- Customers who have fulfilled the
obligation for the guarantee (the
obligee)
2- Credit institution has made
guarantee obligations under
guarantees commitment.
3- The guarantee is canceled or
replaced by other security method;
4- Duration of the guarantee has run
out (letter of guarantee expired);
5- The guarantee (the obligee) agreed
to exempt from guarantee
obligations to the guarantor or
guarantee obligations terminates
under regulation of law;
6- According to agreement of parties.
55. Loi bo lnh no ph bin nht
Vit Nam. c im ca bo lnh
?
55. What type of guarantee is popular in
Viet Nam? What characteristic of this
guarantee?
Tr li: Answer:
Page 148
_________________________________________________

Tr li:
Types of guarantee are popular in Viet
Nam include: Tender guarantee,
Performance guarantee, Payment
guarantee, Retention guarantee,
Advance payment guarantee.
Cc loi bo lnh ph bin ti Vit Nam
bao gm: Bo lnh d thu, Bo lnh
thc hin hp ng, Bo lnh thanh ton,
Bo lnh bo hnh, Bo lnh tin tm
ng...
Trong , Bo lnh d thu l ph bin
nht.
In particular, Tender guarantee is the
most popular.
Tender guarantee is the banks
commitment to the tenderer, to ensure
participation in the bidding obligations
of banks customers. In case the
customer must pay a penalty for
violation of procurement regulations
that are not fully paid or not paid fines
to the tenderer, the bank will take
obligation.
Bo lnh d thu l cam kt ca ngn
hng vi bn mi thu, m bo ngha
v tham gia d thu ca khch hng ca
ngn hng. Trng hp khch hng phi
np pht do vi phm quy nh u thu
m khng np hoc khng np y
tin pht cho bn mi thu th ngn hng
s thc hin thay.
56. Trong ngnh xy dng c bn thng
c nhng loi bo lnh ngn hng no
v khi no cn pht hnh loi bo lnh
?
56. What kind of guarantee in basic
construction industry usually and
when do we issue this guarantee?
Answer:
In the field of construction, often with
the kind of bank guarantee is:
Trong lnh vc xy dng c bn,
thng c nhng loi hnh bo lnh ngn
hng l:
Tender guarantee: When the work is
competent to approve bidding
documents for construction bidding,
investors sent the invitation to bid up the
contractors concerned. By the time
prescribed, the contractor must submit
bids to participate in the bidding for the
investor accompanied by bid security
letters by the bank.
Performance guarantee: When the
construction is approved bidding results
to the Contractor that meet the highest
technical score and lowest bid, the bank
Bo lnh d thu: Khi cng trnh
c cp c thm quyn ph duyt h s
mi thu i vi cng trnh u thu, ch
u t lp th mi thu gi cc nh thu
lin quan. n thi gian quy nh, nh
thu phi gi h s d thu tham gia
u thu cho ch u t km theo th bo
lnh d thu ca ngn hng.
Bo lnh hp ng: Khi cng trnh
c ph duyt kt qu trng thu cho
nh thu no t im k thut cao
nht v gi b thu thp nht th ngn
Page 149
_________________________________________________

hng s lm th bo lnh thc hin hp
ng gi ch u t, lm th tc k
hp ng thi cng.
Bo lnh bo hnh (BL cht lng
cng trnh): Khi cng trnh thi cng hon
thnh, phi qua giai on bo hnh, ngha
l trong thi gian nht nh, nu cng
trnh xy ra s c, h hng, xung cp th
nh thu phi b ra chi ph sa cha,
hon thin.
will issue letter of performance
guarantee of contract to send the
investor, to procedures construction
contracts.
Retention guarantee (Construction
quality guarantee): When the
construction is complete, must through
the warranty period, mean in a certain
time, if the construction meet problem,
damaged, degraded, then the contractors
must spend to repair and completion.
57. V sao cn c bo lnh d thu trong
ngnh xy dng c bn?
57. Why do we need tender guarantee in
basis construction sector?
Tr li:
Bo lnh d thu nhm rng buc
nh thu v mt kinh t, phi tham gia u
thu thc s. Nu nh thu khng tun th
theo quy ch u thu, s phi mt khon
tin m ngn hng ng ra bo lnh.
Mc ch ca bo lnh d thu l
nhm m bo cnh tranh lnh mnh v
cn i hi ho nhu cu cc bn:
- Mc tiu ca ngi mua (Ch u t)
l c c hng ha v dch v tha
mn cc yu cu ca mnh v k
thut, cht lng v chi ph thp nht.
- Mc ch ca nh thu (Bn bn) l
ginh c quyn cung cp hng ha
dch v vi gi b p cc chi
ph u vo v m bo mc li
nhun cao nht c th.
Khi trng thu (c cp thm quyn ph
duyt trng thu) th ngn hng li tip
tc lp th bo lnh hp ng. Lc ,
th bo lnh d thu s ht hiu lc.
Answer:
Tender guarantee in order to bind the
contractor in economic terms, to
actually participate in the bidding. If the
contractor does not comply with
procurement regulations, it would take
money that banks have to provide
guaranty.
The purpose of tender guarantee is
ensuring healthy competition and
balance harmonized demand the parties:
- The objective of the buyer (investor)
is to get goods and services that
meet their requirements engineering,
quality and lowest cost.
- The purpose of the contractor
(seller) that won the right to provide
goods and services that cost enough
to offset the input cost and ensure
the highest possible profit.
When winning bid (to be granted the
authority to approve the winning bid),
the bank continue to issue letter of
Page 150
_________________________________________________

performance guarantee. At that time,
letter of tender guarantee will expire.
D. K ton v Phn tch BCTC D. Accounting and Financial Report
analysis
58. Bo co ti chnh ca doanh nghip
phn nh nhng iu g?
58. What does Financial Report of an
enterprise reflect?
Tr li:
1- Tnh hnh ti chnh
- Cc khon mc c lin quan trc tip
ti vic xc nh v nh gi tnh
hnh ti chnh l Ti sn, N phi tr
v Vn ch s hu. Nhng khon
mc ny c nh ngha nh sau:
Ti sn: L ngun lc do doanh
nghip kim sot v c th thu
c li ch kinh t trong tng
lai.
N phi tr: L ngha v hin ti
ca doanh nghip pht sinh t cc
giao dch v s kin qua m
doanh nghip phi thanh ton t
cc ngun lc ca mnh.
Vn ch s hu: L gi tr vn
ca doanh nghip, c tnh bng
s chnh lch gia gi tr Ti sn
ca doanh nghip tr (-) N phi
tr.
2- Tnh hnh kinh doanh
- Cc khon mc lin quan trc tip
n nh gi tnh hnh v kt qu
hot ng kinh doanh l doanh thu,
thu nhp khc, chi ph v kt qu
kinh doanh.
- Cc khon mc doanh thu, thu nhp
Answer:
1- Financial situation
- The items which directly related to
the identification and assessment of
financial situation are: Assets,
Liabilities and Equity. These items
are defined as follows:
Assets: are resources controlled
by enterprises and be able to
earn economic benefit in the
future.
Liabilities: are current
obligations of enterprise arising
from transactions and events
passed and the enterprise has to
pay from their own resources.
Equity: is the value of capital of
business, calculated by the
difference between Assets values
of enterprise minus (-)
Liabilities.
2- Business situation
- The items directly related to
assessing the situation and business
results as revenue, other income,
expenses and business results.
- The items of revenues, other income
and expenses are defined as follows:
Page 151
_________________________________________________

Cc khon thu nhp khc quy nh trong
chun mc k ton GAAP bao gm cc
khon thu t cc hot ng xy ra khng
The other income regulated in the GAAP
accounting standards, including revenues
from infrequently activities which are
Tr li: Answer:
60. What are other revenues including? 60. Cc khon doanh thu khc ca DN
bao gm nhng khon no?
Bng cn i k ton l mt bn bo co,
gm 2 phn thng tin chnh: Phn Ti sn
c v phn N phi tr v Vn ch s
hu. Cho ta thy mt bc nh chp
nhanh v tnh hnh ti chnh ca doanh
nghip ti thi im lp bo co.
The balance sheet is the report consists of
two main parts: The Assets and the
Liabilities and Equity. Shows me a
snapshot of the financial situation of
enterprise at time of reporting.
Answer: Tr li:
59. Bng cn i k ton ca mt doanh
nghip l g?
59. What is the balance sheet of an
enterprise?
Doanh thu v thu nhp khc: L
tng gi tr cc li ch kinh t
doanh nghip thu c trong k
k ton, pht sinh t cc H
SXKD thng thng v cc hot
ng khc ca doanh nghip, gp
phn lm tng vn ch s hu,
khng bao gm khon gp vn
ca c ng hoc ch s hu.
khc v chi ph c nh ngha nh
sau:
Chi ph: L tng gi tr cc khon
lm gim li ch kinh t trong k
k ton di hnh thc cc khon
tin chi ra, cc khon khu tr ti
sn hoc pht sinh cc khon n
dn n lm gim vn ch s
hu, khng bao gm khon phn
phi cho c ng hoc ch s
hu.
Revenues and other income: The
total value of economic benefits
of business which gained in term
of accounting, arising from the
commonly product and business
activities of enterprises,
contributing to increase equity,
except for capital of shareholders
or owners.
Cost: is the total value of items
which reduce the economic
benefits in term of account in
form of money paid out, the
deduction of assets or debts
incurred to reduce equity,
excluding the amount distribute
to shareholders or owners.
Page 152
_________________________________________________

thng xuyn gm:
- Thu v thanh l, nhng bn TSC;
- Thu tin pht khch hng do vi phm
hp ng;
- Thu tin bo him c bi thng;
- Thu c cc khon n phi thu
xa s tnh vo chi ph k trc;
- Khon n phi tr nay mt ch c
ghi tng thu nhp;
- Thu cc khon thu c gim, c
hon li;
- Cc khon thu khc.
including:
- Income from sells and sells off fixed
assets;
- To collect fines for breach of
contracts;
- To collect compensation insurance;
- To obtain receivable debts were
wiped as expenses in previous
period;
- To record increase revenue from
contingent liabilities;
- Income taxes are reduced, be
refunded;
- Other revenues.
(T cu 61 n cu 68: Cc cu hi phng
vn v tr Chuyn vin Quan h khch hng
vo MB thng 9/2011)
Interviewing questions for Customer
relationship Specialist of MB in September
2011)
L (Li) ca doanh nghip c xc
nh bng = Tng doanh thu Tng
chi ph
Nh vy, giu l (li) doanh nghip s
giu vo Cc khon to ra doanh thu
hoc Cc khon to ra chi ph hoc
ng thi c 2.
V d, khi DN mun giu L, h s khai
tng doanh thu, gim chi ph theo nhiu
cch nh sau:
- Giu vo doanh thu:
For example, when companies want to
hide Loss, they will declare increase
revenue, reduce costs in several ways as
follows:
Thus, to hide losses (profits) the
enterprise will hide in Items make
revenue or Items make cost or both
together.
Loss (Gain) of the enterprise is
determined by = Total revenue -
Total cost
Answer: Tr li:
61. Doanh nghip giu l hoc giu li
trn bng Cn i k ton bng cch
no?
61. How does an enterprises hide their
profits or losses in the balance sheet
statement?
Page 153
_________________________________________________

1- K ton ca DN s ghi nhn doanh
thu v li nhun t Cc khon phi
thu, cho d cha nhn c tin, theo
nguyn tc k ton th k ton c
php ghi nhn doanh thu nu xc
nh c y l khon tin c th
thu c. Th thut ny thng c
p dng trong cc DN xy dng.
VD: Doanh thu sn phm cung cp
phi mt nhiu nm nn DN c
php ghi nhn nh k (nh hp ng
xy dng), da trn c tnh ch
quan ca bn nghim thu l DN, DN
s tin hnh vit ho n v ghi nhn
doanh s cng nh li nhun. Thi
gian thi cng ko di sut nhiu nm
ti chnh l c s thc hin th
thut ny.
- Giu vo chi ph:
1- Li dng cc c tnh k ton nh:
cc khon d phng, chi ph tr
trc, chi ph trch trc v khu hao
ti sn c nh, DN c th tng hoc
gim chi ph theo c mun ch quan
c c con s li nhun mong
1- Accountant of enterprise will entried
revenue and profit from Receivable,
although not yet received money,
according to accounting principles,
the accountant is allowed entried
revenue if this is amount of money
can be collect. This trick is usually
applied in the construction
enterprise.
Example: Revenue from products
must take in many years so
enterprise is allowed periodically
record (such as construction
contracts), based on subjective
estimated of the acceptancer is
enterprise; enterprise will conduct
written invoices and records sales
revenue and profits. Construction
period extended for several fiscal
years is the basis for this trick
2- The enterprise increase revenue and
profit through transactions by the
end of accounting period with the
customer without request they make
immediately (they are willing to
accept cause by delay payment).
This transaction is recognized as a
deferred sale, rather than selling
through agencies and also increase
sales revenue and profit of
enterprises in this term. This trick in
fact is transfered revenue and profit
of next term to reporting term.
- Hide in cost:
1- Take advantage of accounting
estimates as: The provisions,
prepaid expenses, prepaid expenses
- Hide in revenue:
2- DN tng doanh thu v li nhun
thng qua vic thc hin giao dch
vo cui k k ton vi khch hng
m khng yu cu khch hng thanh
ton ngay (do c chim dng vn
nn h sn sng chp nhn). Giao
dch ny c tha nhn nh l bn
hng tr chm, ch khng phi l bn
hng qua i l v nghim nhin lm
tng doanh s v li nhun ca DN
trong k. Th thut ny thc t l
vic chuyn doanh thu v li nhun
ca k sau sang k bo co.
Page 154
_________________________________________________

mun.
Thng tin thm:
Example 3: With the provison for
receivable, the enterprise are setting
up reserves for accounts receivable
more than 3 months, but business
processes will always create a
pillow that capital occupied with his
acquainted customer. So the
enterprise can recognize debt
payments in recent transactions for
the most recent purchases and
further purchases will be provided
on loan for bad debts and make
provision.
Example 2: Reduce the provision
for receivables, bad debts. Because
the provison is the same a current
cost.
Example 1: Factory depreciation
specified in range of 7-10 years
The enterprise will choose
depreciation in 10 year to reduce the
annual depreciation expense.
and depreciation of fixed assets,
enterprise can increase or reduce
costs by subjective desire to obtain
expected earning.
VD 1: Nh xng c quy nh
khu hao trong khong t 7 10 nm
DN s chn khu hao trong 10
nm gim chi ph khu hao hng
nm.
VD 2: Gim trch lp d phng ri ro
vi cc khon phi thu, khon n kh
i. Bi khon trch lp d phng
tng ng mt khon chi ph trong
hin ti.
VD 3: Vi cc khon d phng phi
thu, DN c lp d phng vi cc
khon phi thu qu 3 thng, nhng
qu trnh kinh doanh s lun to mt
ngun vn gi u m DN b chim
dng vi khch hng quen thuc ca
mnh. V vy DN c th ghi nhn cc
khon thanh ton cng n trong cc
giao dch gn y cho cc ln mua
hng gn nht v ln mua hng xa
hn s c quy vo n phi thu kh
i v lp d phng.
3- Cha nh gi li cc TSC mt
gi, gim gi, h hng, li thi: Bi
nu nh gi li th TS ca DN s
gim v Khon chnh lch nh gi
li TSC s tr thnh mt khon chi
ph khc.
2- Hch ton cc sn phm, nguyn liu
u vo cc chng loi c mc thu
nhp khu thp: Nhm gim chi ph
thu u vo.
Nu nh tuyn dng thay v hi cu trn,
m hi: Doanh nghip c nhng th
thut no lm tng li nhun trong
3- Have ever revaluating of fixed assets
had depreciated discounts,
damaged, outdated: Because if
revaluating the value of assets will
reduce and The difference between
Norminal value and Revaluating
value will become an expenses.
Additional Information:
2- Entries products, inputs raw material
in category with lower tariffs: To
reduce cost of input tax.
Page 155
_________________________________________________

k? th bn cn ni thm ngoi cc
Chnh sch K ton l cc Chnh sch
v hot ng ca DN nh:
- Ct gim cc chi ph hu ch nh
chi ph nghin cu v pht trin,
qung co, duy tu bo dng thit
b DN s dng gii php ny ng
ngha vi vic hy sinh cc khon li
nhun tim nng trong tng lai.
- Gt la non cc khon mi u t,
sinh li thp.
- S dng chnh sch gi: DN thng
bo s tng gi vo u nm ti chnh
nm sau khin KH phn ng li bng
vic tng cng mua sn phm ca
DN ch tng gi. Tuy nhin, vic
ny ch p dng vi cc sn phm
ang c a chung, c tnh thit
yu. Vic ny s nh hng n uy
tn ca DN cng cc chnh sch bn
hng trong nm ti.
If the employer instead of asking
sentence, but asked: Do the enterprise
have any tips to increase profits in
term? Then you need to say more than
The accounting policies are The
policies for the operation of
businesses as :
- Gathering tender rice other new
investment and low profitability.
62. What is funds flow and what is cash
flow?
Tr li:
Dng tin c ngha l hot ng chi ra
v thu vo ca tin mt v tng ng
tin mt trong hot ng kinh doanh
ca cng ty.
Dng vn c ngha l hot ng chi ra
v thu vo ca tt c cc thnh phn ca
vn lu ng pht sinh trong hot ng
kinh doanh ca cng ty.
Answer:
- Reduce utility costs as the cost of
62. Th no l dng vn v th no l
dng tin?
Cash flow means outgoing and
incoming activities of cash and cash
equivalents in business activities of
company.
Fund flow mean outgoing and incoming
of all components of working capital in
business activities of company
in early fiscal year and make the
customer responded that by
strengthening buy products of
enterprise to wait. However, this
only applies to products which are
interested and essential. This will
affect the prestige of sales policies
next year.
- Use pricing policies: The enterprise
announces they will increase prices
research and development,
advertising, maintenance, equipment
... companies using this solution
means sacrificing potential profits in
the future.
Page 156
_________________________________________________

1-
2-
3-
6-
63. The interest payment cost is
calculated on what enterprises cash
flow in the cash flows statement
formed follow direct method?
63. Phn chi ph tr li vay c tnh
vo dng tin no ca doanh nghip
trong Bo co lu chuyn tin t lp
theo phng php trc tip?
Tr li: Answer:
The Interest payment cost is included in
Cash flow from business activities of
enterprises in Cash flow report.
Phn Chi ph tr li vay c tnh vo
Dng tin t hot ng sn xut kinh doanh
ca doanh nghip trong bo co LCTT.
Mc dng tin t hot ng sn xut kinh
doanh gm c:
3- Tin chi tr cho ngi lao ng
4- Tin chi tr li vay
5- Tin chi np thu thu nhp doanh
1- Tin thu t bn hng, cung cp dch v
v doanh thu khc
2- Tin chi tr cho ngi cung cp hng
ha v dch v
Money paid for interest
5-
Other expense from business
activities
nghip
6- Tin thu khc t hot ng kinh doanh
7- Tin chi khc t hot ng kinh doanh
64. Khu hao l g? C nhng cch tnh
khu hao no?
Depreciation that is systematic
calculating, allocating assets value due
to depreciation of assets after a
utilization time. Depreciation of fixed
assets is calculated on business and
product expense during utilization time
of fixed assets.
Answer:
64. What is depreciation? How many
methods are used to calculate
depreciation?
Khu hao l vic tnh ton, phn b
mt cch c h thng gi tr ti sn do
s hao mn ti sn sau mt khong
thi gian s dng. Khu hao ti sn c
nh c tnh vo chi ph SXKD
trong sut thi gian s dng ti sn c
nh.
Hao mn ti sn l s gim dn v gi Depreciation of assets is regression of
Tr li:
Other return from business activities
7-
Money paid for corporate income
tax
Money paid to employees
4-
Money paid to suppliers of goods
and services
Money receive from sales, service
and other revenue
Cash flow items from product and
business activities include:
Page 157
_________________________________________________

tr v gi tr s dng do tham gia vo
qu trnh sn xut kinh doanh, do t
nhin hoc do tin b ca khoa hc
cng ngh.
C 3 cch tnh khu hao ph bin l:
a. Khu hao theo ng thng
(straight line depreciation): l
phng php tnh khu hao trong
mc khu hao bng nhau qua
cc nm.
b. Khu hao theo s d gim dn /
Khu hao nhanh (accelerated
depreciation): l phng php
tnh khu hao trong mc khu
hao nhng nm u cao, cc nm
tip theo gim dn.
c. Khu hao theo cng sut /
Khu hao theo sn phm
(activity depreciation): l phng
php tnh khu hao da trn s
sn phm sn xut ra.
value and value in use by participates in
business process, by natural or by
progression of science and technology.
There are three commonly depreciation
calculation is:
a. Straight line depreciation: is
depreciation method in which
value of depreciation is the same
over years.
b. Accelerated depreciation: is
depreciation method in which
value of depreciation is high in
first year, reduced in subsequent
years.
c. Activity depreciation: is
depreciation method based on
number of products produced.
65. Ti sn c nh v hnh l g? TSC v
hnh c phi tnh khu hao khng? C
nhng cch tnh khu hao no?
65. What is intangible asset? Does an
intangible asset have to depreciate?
How many methods are used to
calculate depreciation?
Tr li:
Ti sn c nh v hnh: L ti sn
khng c hnh thi vt cht nhng xc
nh c gi tr v do doanh nghip nm
gi, s dng trong sn xut, kinh doanh,
cung cp dch v hoc cho cc i tng
khc thu ph hp vi tiu chun ghi
nhn TSC v hnh
Gi tr phi khu hao ca TSC v hnh
c phn b mt cch c h thng trong
sut thi gian s dng hu ch c tnh
Answer:
Intangible assets are: The property has
no physical form but is determined by
the enterprise value and holded, used in
production, sales, provides services or
rent other party hire in accordance with
recognized intangible assets standards.
The value must depreciate of intangible
assets is systematic allocated during
useful life of its reasonable estimate.
Depreciation time of intangible assets is
Page 158
_________________________________________________

maximum 20 years. The depreciation
began as intangible assets when start in
use.
hp l ca n. Thi gian tnh khu hao
ca TSC v hnh ti a l 20 nm. Vic
trch khu hao c bt u t khi a
TSC v hnh vo s dng.
Phng php khu hao TSC v hnh
gm:
Depreciation method follow
declining balance;
Straight-line depreciation method;
Intangible assets depreciation method
include:
Depreciation method follows
number of products.
Phng php khu hao ng
thng;
Phng php khu hao theo s
lng sn phm.
Phng php khu hao theo s d
gim dn;
66. What is fixed assets? What are the
standards recognize an asset is a fixed
asset?
66. Ti sn c nh l g? Nhng tiu
chun no ghi nhn mt ti sn l
TSC?
Tr li: Answer:
Fixed assets: are those assets are valued
and long time used to satisfy fixed asset
standards.
Ti sn c nh: l nhng ti sn c gi tr
ln v c thi gian s dng lu di tho mn
cc tiu chun l TSC.
Mt ti sn l TSC cn tho mn t nht 4
tiu chun ghi nhn sau:
An asset is fixed asset to satisfy at least
four criteria standards below:
Primary price of assets must be
determined in a reliable way;
Estimated utilization time more than
1 year;
Certainty earns economic benefit in
the future from this asset;

Having qualified in accordance with
current regulation (the currently
regulation in Vietnam is from
10,000,000 VND or more).
Chc chn thu c li ch kinh t
trong tng lai do ti sn mang
li;
Nguyn gi ti sn phi c xc
nh mt cch ng tin cy;
Thi gian s dng c tnh trn 1
nm;
C tiu chun gi tr theo quy nh
hin hnh ( Vit Nam quy nh hin
hnh l t 10.000.000 ng tr ln).
67. What is dual accounting? What types
of dual accounting do you know?
67. Ti khon lng tnh l g? Bn bit
nhng ti khon lng tnh no?

Page 159
_________________________________________________

Tr li Answer:
Dual accounting is the accounts have
credit balance or debit balance at the end
of term. While the other accounts have
only credit balance or debit balance or do
not have balance at end.
Ti khon lng tnh l nhng ti khon
c th c s d cui k bn n hoc bn
c. Trong khi cc ti khon khc ch c
d n hoc d c hoc khng c s d
cui k.
Trong h thng ti khon k ton Vit
Nam c mt vi ti khon lng tnh, v
d nh: TK 131, TK 331.
In list of uniform chart of accounts in
Vietnam has some dual accountin, for
example: Account No. 131, Account No.
331.
68. What do Credit balance and Debit
balance of Account No. 131 reflect?
68. S d C v d N ca TK 131
phn nh iu g?
Tr li:
TK 131 Phi thu khch hng.
S d N ca TK 131 phn nh:
Answer:
Account No. 131 Accounts Receivable.
Debit balance of Account No. 131
rest be collected from customers in
products, goods, investing real
estate, fixed assets transferred or
services provided and is determined
to be sold in current period;
reflects:
- The amount must be collected, the
- S tin phi thu, cn phi thu ca
khch hng v sn phm, hng ho,
cung cp v c xc nh l
bn trong k;
BS u t, TSC giao, dch v
S d C ca TK 131 phn nh:
- S tin khch hng tr n;
- S tin tha tr li cho khch hng.
- Retain money returned to the
customer.
- The amount has paid by customers;
- The amount has received in advance,
Credit balance of Account No. 131
reflects:
- S tin nhn ng trc, tr trc
ca khch hng;
hng sau khi giao hng v khch
hng c khiu ni;
- Khon gim gi hng bn cho khch
- Doanh thu ca s hng bn b
ngi mua tr li (C thu GTGT
hoc khng c thu GTGT);
- S tin chit khu thanh ton v chit
delivery and customer complaints;
- Revenue from goods sold are
paid by customers;
- Sales allowances for customers after
returned by the buyer (with VAT or
Page 160
_________________________________________________

khu thng mi cho ngi mua. without VAT);
- Payment allowances and trade
allowances for buyers.
Thng tin thm Nguyn tc hch ton ti khon 131:
K ton phn nh cc khon n phi thu ca khch hng theo chi tit tng khch hng
ring bit. Khng phn nh cc nghip v bn sn phm, hng ha, cung cp dch v thu
tin ngay.
69. What do Credit balance and Debit
balance of Account No. 331 reflect?
Tr li:
TK 331 Phi tr cho ngi bn
S d N ca TK 331 phn nh:
- S tin tr hoc ng trc cho
ngi bn.
- S tin gim gi, hng mua tr li
m ngi mua chp nhn.
- Cc khon chit khu thng mi,
chit khu thanh ton m ngi bn
chp nhn gim tr.
S d C ca TK 331 phn nh:
- S tin phi tr cho ngi bn
- iu chnh gi tm tnh v gi thc t
ca s vt t, hng ho, ti sn, cc
Answer:
Account No. 331 Accounts Payable.
Debit balance of Account No. 331
reflects:
- The amount paid or advanced by the
seller.
- Amount of discount, buy back the
buyer accepts.
- Payment allowances and trade
allowances which are accepted the
deduction by the seller.
Credit balance of Account No. 331
reflects:
- The amount must be paid to the

(Hnh minh ho - Illustration)
69. S d C v d N ca TK 331
phn nh iu g?
Page 161
_________________________________________________

Thng tin thm Nguyn tc hch ton ti khon 331:
Nhng vt t, hng ha nhn, nhp kho nhng n cui thng vn cha c ha n th
s dng gi tm tnh ghi s v phi iu chnh v gi thc t khi nhn c ha n

(Hnh minh ho - Illustration)
70. N phi tr l g? 70. What are liabilities?
Tr li:
N phi tr l tng cc khon n pht sinh
m doanh nghip phi tr, phi thanh ton
cho cc ch n, bao gm cc khon n tin
vay (vay ngn hn, vay di hn, vay trong
nc, vay nc ngoi), cc khon n phi tr
cho ngi bn, cho Nh nc, cc khon
Answer:
Liabilities are sum of the debts incurred
by enterprise to make payment for
debtor, including debts (short-term
loans, long-term loans, domestic loans,
and foreign loans), the liabilities to the
seller, the State, the amounts payable to
N phi tr cho ngi bn, ngi cung cp dch v, hng ha, cho ngi nhn thu xy
dng cn c hch ton chi tit theo tng i tng phi tr, theo tng ni dung phi tr
v theo tng ln thanh ton. Trong chi tit tng i tng phi tr, ti khon ny phn nh
c s tin ng trc cho ngi bn nhng cha nhn c sn phm, hng ha dch v,
khi lng sn phm bn giao.
dch v nhn khi c ho n hoc
thng bo gi chnh thc.
seller.
- Temporary price adjustment on real
prices of materials, goods, property,
services received when bill or
official price notice.
Page 162
_________________________________________________

phi tr cho cng nhn vin (tin lng, ph
cp,...) v cc khon phi tr khc.
employees (salaries, allowances ...) and
other accounts payables.
(T cu 71 n cu 72: Cu hi phng
vn v tr Nhn vin Tn dng vo HSBC
thng 2/2011)
Interviewing questions for Credit staff
position of HSBC in Ferbruary 2011)
71. Vn lu ng l g? c im ca
n?
71. What is working capital? What is the
characteristic?
Tr li:
VL ca doanh nghip l s tin ng
trc v ti sn lu ng sn xut v ti
sn lu ng lu thng nhm m bo cho
qu trnh sn xut kinh doanh ca doanh
nghip c tin hnh thng xuyn v
lin tc.
- Hnh thc biu hin: Vn bng tin, n
phi thu, hng tn kho, TSL khc.
- c im:
VL lun thay i hnh thi biu
hin trong qu trnh sn xut kinh
doanh.
VL chu chuyn gi tr ton b mt
ln vo gi tr sn phm.
VL hon thnh mt vng tun hon
sau mi chu k sn xut kinh
doanh.
Cng thc tnh l:
Vn lu ng = Ti sn ngn hn N
ngn hn
Answer:
Working capital of an enterprise is an
advance of current assets producting and
current assets circulating to ensure that
business processes of the enterprise are
conducted regularly and continuously.
- Form of expression: Capital by cash,
accounts receivable, inventory, other
current assets.
- Features:
Working capital always
changing expression in
production and business
processes.
Working capital relvoving value
once in product value
Working capital completed a
cycle after every business cycle.
The formula is:
Working capital = Current Assets
Current Liabilities
72. C nhng ch tiu no nh gi hiu
qu s dng vn lu ng?
72. Are there any criteria ratio used to
assess the effects of working capital?
Tr li:
Cc ch tiu nh gi hiu qu s dng
Answer:
Ratio that used to assess the effects of
Page 163
_________________________________________________

Formula 2: Time of working capital
cycle = 360 / Number of cycle working
capital
This ratio shows the number of
necessary days for a cycle of working
capital in the reporting period. The more
cycling times is short mean the more
working capital is used more flexible
and saving.
This ratio increased compared with
pervious period will show working
capital of enterprise is cycling more
effective and vice versa.
Formula 1: Working capital turnover
(Number of cycle working capital) =
Total net sales revenue / Current
average working capital
Cng thc 1: Vng quay VL (S
ln chu chuyn VL) = Tng doanh thu
thun / VL bnh qun trong k
Ch tiu ny tng so vi nhng k
trc th chng t vn lu ng ca doanh
nghip ang lun chuyn hiu qu hn v
ngc li.
Cng thc 2: Thi gian mt ln chu
chuyn VL = 360 / S ln chu chuyn
VL
Ch tiu ny th hin s ngy cn
thit cho mt vng quay ca vn lu ng
trong k bo co. Thi gian lun chuyn
ca vn lu ng cng ngn chng t
doanh nghip s dng vn lu ng rt linh
hot, tit kim.
Formula 3: Savings working capital
(Working capital saved) = (K
1
- K
0
) x
Net sales revenue in previous / 360
Cng thc 3: Mc tit kim VL
(S VL tit kim c) = (K
1
K
0
) x
Doanh thu thun k trc / 360
K
1
: Time of cycle working capital in
current peroid.
K
0
: Time of cycle working capital in
previous period.
Mc tit kim VL phn nh s
vn lu ng c th tit kim c do tng
tc lun chuyn vn lu ng k ny
so vi k trc.
K
1
: Thi gian lun chuyn VL k ny
K
0
: Thi gian lun chuyn VL k
trc
Ch tiu ny phn nh, mt ng
vn lu ng trong k bo co th to ra
c bao nhiu ng Li nhun trc (sau)
thu. This ratio reflects a unit of working
capital during the reporting period had
made how many units of Earnings
Formula 4: Ratio of profitability of
working capital = Earnings before
(after) tax / Total net sales revenue
Cng thc 4: T sut sinh li ca
VL = Li nhun trc (sau) thu /
Tng doanh thu thun
Savings working capital reflects the
number of working capital be able to
save by increasing cycling speed in
working capital in current compared
with previous period.
VL gm: Working capital include:
Page 164
_________________________________________________

before (after) tax.
73. C nhng hnh thc ti tr vn lu
ng no? Hnh thc no l ti u
vi 1 DN?
73. How many kinds of finance working
capital? What is the best capital
structure with enterprise?
Tr li:
C 3 m hnh ti tr vn lu ng
gm c:
1- Ti tr VL thng xuyn bng
ngun vn di hn v VL tm thi
bng ngun vn ngn hn
u im: Hnh thc ny xc lp s
cn bng v thi gian s dng vn
v ngun vn, do hn ch pht
sinh thm chi ph s dng vn
hoc cc ri ro trong thanh ton.
Nhc im: Khng to ra s linh
hot trong t chc ngun vn ca
DN.
= Nhn chung, m hnh ny khng thch
hp vi nhng doanh nghip c tnh
n nh ca quy m kinh doanh thp
(khi quy m kinh doanh gim nhng
doanh nghip vn phi duy tr lng
vn lu ng thng xuyn kh ln
dn n chi ph s dng vn cao).
2- Ti tr VL thng xuyn v mt
phn VL tm thi bng ngun vn
di hn, phn VL tm thi cn li
c ti tr bng ngun vn ngn
hn
u im: Doanh nghip ch ng
p ng hu ht nhu cu VL
ca mnh bng ngun vn di
hn, k c nhu cu thng xuyn
v nhu cu tm thi dn n m
Answer:
There are 3 models of working capital
financing include:
1- Financing Frequently working
capital by long-term capital and
Temporary working capital by
short-term capital
Advantages: This form
established the balance of time
in using capital and resource,
thus limiting additional cost
incurred or risks in payment.
Disadvantages: Do not creating
flexibility in capital structure of
enterprise.
= In general, this model is not suitable
for enterprise has low business
scale (when business scale is
decreased but the enterprise still
maintain a lagre number of working
capital leads to highly cost of using
capital).
2- Financing Frequently working
capital and a part of Temporary
working capital by long-term
capital, temporary working capital
remaining is financing by short-term
capital
Advantages: Enterprise initiative
to meet most of their needs by
long-term working capital,
Page 165
_________________________________________________

bo kh nng thanh ton v mc
an ton v ti chnh cao trong
DN, to iu kin cho hot ng
kinh doanh din ra lin tc, n
nh.
Nhc im: Chi ph s dng vn
cao do li sut vay di hn thng
cao hn li sut vay ngn hn.
Mt khc, hiu qu s dng vn
khng cao, v lun c mt b
phn vn nhn ri khng c s
dng n.
3- Ti tr mt phn VL thng xuyn
v VL tm thi bng ngun vn
ngn hn
u im: Tit kim chi ph s
dng vn, chi ph s dng vn
thp hn so vi 2 m hnh trn;
tng tnh linh hot trong vic ti
tr cc nhu cu VL.
Nhc im: Kh nng ri ro cao
hn so vi 2 m hnh trn, do s
khng ph hp v thi gian gia
nhu cu vn v ngun ti tr, nht
l khi mc ti tr thp hn so vi
nhu cu VL
Tm li: S khng c mt hnh thc
vn ti u no cho 1 DN, nht l trong
iu kin mi trng kinh doanh c nhiu
ri ro v lun bin ng khng ngng.
Cc nh qun tr DN cn xem xt, cn
nhc 2 yu t: Mc ri ro v Chi ph ti
tr a ra quyt nh la chn m hnh
ti tr ph hp vi nhu cu VL ca DN
mnh.
including frequently demands
and temporary demands lead to
ensure the solvency and highly
degree of financial security in
enterprises; create conditions for
business continuously and
stability activities.
Disadvantages: High cost of
capital due to long-term interest
rate is usually higher than short-
term interest rate. In other hand,
capital efficiency is not high,
because there is always a part of
idle capital are not used to.
3- Funding a part of frequently
working capital and temporarily
working capital by short-term
capital
Advantages: Saving cost of
capital, cost of capital is lower
than two models above, increase
flexibility in finance working
capital demands.
Disadvantages: Risks higher
than two models above, due to
mismatches between demand
time and resources, especially
when financing level is lower
than working capital demand.
Summary: There is no optimal
structure of capital for any enterprises;
especially in environment have many
risks and constantly evolving. The
business manager should consider two
factors: Risk level and Financing costs
to make decision to choose suitable
model with their working capital
Page 166
_________________________________________________

demand.
74. Chi ph c nh l g? Chi ph bin
i l g?
74. What is fixed cost? What is variable
cost?
Tr li:
Chi ph c nh (nh ph): l nhng
chi ph khng thay i theo quy m sn
xut hoc sn lng sn xut ca doanh
nghip.
VD: Tin thu mt bng, tin thu ca
hng, thu, tin ng bo him cho TS, chi
ph li vay...
Chi ph bin i (Bin ph): l nhng
chi ph thay i theo quy m sn xut, tng
gim cng vi mc tng gim ca sn
lng sn xut.
VD: Tin mua NVL (DN cng mua
nhiu NVL th cng c chit khu
nhiu), tin thu nhn cng, chi ph hnh
chnh, qun tr...
Answer:
Fixed cost: is cost do not vary with the
scale of production or quantity of
production of enterprise.
Variable cost: is cost of changing
follow scale of production, increase or
decrease with the increasing and the
decreasing of production.
For example: Raw material purchased
(The more material buying the more
discount is increasing), hiring cost,
administrative costs, management
costs...
75. Vn c nh l g? c im ca n? 75. What is fixed capital? What is the
characteristic?
Tr li:
VC l mt b phn ca vn u t
ng trc hnh thnh TSC v c c
im l tham gia vo nhiu chu k sn xut
v hon thnh mt vng lun chuyn khi
TSC ht thi hn s dng.
c im:
- VC tham gia vo nhiu chu k sn
xut.
- VC lun chuyn dn tng phn vo
gi tr sn phm.
- VC hon thnh mt vng lun chuyn
Answer:
Fixed capital is part of the capital
advanced to form fixed assets and had
characterized involve many of
production cycle and complete a cycle
when the fixed assets out of working
life.
Characteristics:
- Fixed capital is involved in many
production cycles.
- Fixed capital rotated slowly in part
on product value.
For example: Ground rent, stores rent,
taxes, asset insuarance, interest
expense...
Page 167
_________________________________________________

khi TSC ht thi hn s dng.
- Fixed capital completly a cycle
when the fixed assets out of working
life.
76. Vn ch s hu l g? (Cu hi
phng vn vo BoA & HSBC - 7/2010)
76. What is equity? (Interviewing question
of BoA & HSBC July 2010)
Tr li:
Vn ch s hu l tng vn gp ca cc
c ng ca cng ty, hay ni cch khc
VCSH l vn cng ty c chia thnh
nhiu phn bng nhau, c nm gi bi
cc c ng.
Answer:
Equity means total of share holders of
the company, or in other hand equity is
company capital shared in equivalent
parts, which was holdered by share
holders.
77. Khi no doanh thu bn hng ca
doanh nghip c ghi nhn?
77. When sales revenue of enterprise are
recorded?
Tr li:
Doanh thu bn hng c ghi nhn
khi ng thi tha mn tt c nm iu
kin sau:
1- Doanh nghip chuyn giao phn ln
ri ro v li ch gn lin vi quyn s
hu sn phm hoc hng ha cho ngi
mua;
2- Doanh nghip khng cn nm gi
quyn qun l hng ha nh ngi s
hu hng ha hoc quyn kim sot
hng ha;
3- Doanh thu c xc nh tng i
chc chn;
4- Doanh nghip thu c hoc s thu
c li ch kinh t t giao dch bn
hng;
5- Xc nh c chi ph lin quan n
giao dch bn hng.
Answer:
Sales revenue is recognized when
simultaneously met all five following
conditions:
1- Company has transferred
substantially all risks and benefits
associated with ownership of
products or goods to the buyer;
2- Enterprises no longer holds the
management of goods as the goods
owner and right to control of goods;
3- Revenue is determined as relatively
certain;
4- The enterprise had earned or will
earn economic benefits from sales
transaction;
5- Determine costs related with sales
transactions.
(T cu 78 n cu 82: Cu hi phng (From question 78 to question 82:
Page 168
_________________________________________________

78. Vng quay Vn lu ng l g? 78. What is Working capital turnover?
Tr li:
Tr li:
Answer:
vn v tr Nhn vin Tn dng vo
Vietinbank)
Interviewing question for Credit staff
position of Vietinbank)
Working capital turnover: is ratio which
shows working capital of enterprise
rotated in how many times in the year. The
more turnover of capital has been spinning
fast (great) the more return is increasing,
the more capital is saving and using capital
costs is suitable decreased, the enterprise
has conditions to accumulate capital to
expand production and continuously
improve lives of workers and employees
in enterprise.
Vng quay Vn lu ng: l h s cho
bit Vn lu ng ca DN lun chuyn
c bao nhiu ln trong nm. Vng quay
ca vn cng c quay nhanh (cng ln)
th doanh thu cng cao v cng tit kim
c vn, gim chi ph s dng vn mt
cch hp l lm tng thu nhp ca doanh
nghip, doanh nghip c iu kin tch t
vn m rng sn xut, khng ngng ci
thin i sng ca cng nhn vin chc
trong doanh nghip.
79. V sao cn phn tch cc h s ti
chnh ca doanh nghip khi cho
vay? C nhng loi h s ti chnh
no?
79. Why do we need analasis financial
ratios of enterprise when making a
loan? What types of financial ratio?
Analysing of financial ratios helps us
see generally financial health of a
company at the time of reporting.
Phn tch cc h s ti chnh gip ta thy
c sc kho ti chnh ni chung ca
mt DN ti thi im bo co.
Answer:
It helps the analyst/investor can
determine whether a company is fall in
solvency risk or not and make business
well or not when compared to peers or
competitors.
In bank opinion, we use analysis ratio to
determine whether how much loan can
be grant? Are there should be loan or
not?
There are five types of mainly financial
ratios include:
gc ngn hng, vic s dng phn
tch cc h s xc nh xem c th cp
tn dng cho DN l bao nhiu? C nn cho
vay hay khng?
N gip cc nh phn tch/nh u t xc
nh liu mt DN c ang trong tnh trng
ri ro mt kh nng thanh ton hay khng
v c lm n tt hay khng khi so vi cc
cng ty cng ngnh hoc i th cnh
tranh.
C 5 loi h s ti chnh ch yu bao gm:
Page 169
_________________________________________________

1- H s v kh nng thanh ton
2- H s v kh nng hot ng
3- H s v kh nng tng trng
4- H s n (n by ti chnh)
5- H s v kh nng sinh li
1- Liquidity ratios
2- Operating ratios
3- Growth ratios
4- Debt ratios (Financial leverage)
5- Profitability ratios
80. H s th Axit l g? ngha ca h
s ny?
80. What is acid-test ratio? What does
this ratio mean?
Tr li:
H s th Axit (hay H s v kh nng
thanh ton nhanh) l h s ch ra liu mt
cng ty c ti sn ngn hn thanh
ton cc khon n ngn hn m khng cn
phi bn hng tn kho i hay khng.
Cng thc tnh:
H s kh nng thanh ton nhanh =
(Ti sn lu ng Hng tn kho)/N
ngn hn
H s th Axit cho bit tnh trng ti
chnh ngn hn ca mt cng ty c lnh
mnh hay khng. Nu cng ty c h s
thanh ton nhanh nh hn 1, c ngha l
cng ty s khng kh nng thanh ton
ngay lp tc ton b cc khon n ngn
hn, cn phi cn trng khi u t hoc
cho vay nhng cng ty nh vy.
Thng tin thm:
Thut ng ny xut pht t cch m
nhng ngi o vng kim tra vng trong
cc khi qung. Khng ging cc kim loi
khc, vng khng b axit n mn, nu mu
qung khng tan khi nhng vo axit,
ngi ta ni rng n qua c php th
axit. Nu cc bo co ti chnh ca doanh
qua c cc bc th axit, tc l c h
Answer:
Acid test ratio (or Quick ratio) is the
ratio indicates whether a company has
enough current assets to pay current
liabilities without selling inventories or
not (optional).
The formula:
Quick ratio = (Current assets
Inventory)/Current liabilities
Acid test ratio shows short-term
financial status of a company is healthy
or not. If the company has quick ratio
smaller than 1, meaning that company
will not afford immediate payment of all
liabilities, should be cautious when
investing or lending them.
Additional Information:
This term comes from the way that the
gold diggers in test ore blocks. Unlike
other metals, gold can not corrode by
acids, if the ore sample is not embed
into acid-insoluble, it is said that it has
passed the acid test. If the financial
statements of the business through the
steps acid test, that is a good Quick
ratio (minimum is 1), the enterprise can
be seen that there is a gold short-term
Page 170
_________________________________________________

s thanh ton nhanh tt (ti thiu l 1), th
c th coi doanh nghip ang c mt
tnh hnh ti chnh ngn hn bng vng.
financial situation.
81. n by ti chnh l g? Cng thc
tnh ca h s ny? V sao ngi ta
ni y l mt con dao hai li?
81. What is Financial Leverage? What
formula of this ratio? Why do we say
this is a double-edged knife?
Tr li:
n by ti chnh l khi nim dng
ch s kt hp gia n phi tr v vn
ch s hu trong vic iu hnh chnh
sch ti chnh ca doanh nghip. n by
ti chnh s rt ln trong cc doanh nghip
c t trng n phi tr cao hn t trng
vn ch s hu v ngc li.
Cng thc tnh:
n by ti chnh (Financial
Leverage - FL) = Tng ngun vn /
Vn ch s hu
Ni n by ti chnh l mt con dao
hai li v:
Nu tng ti sn khng c kh
nng sinh ra mt t l li nhun
ln b p cc chi ph tin li
vay phi tr th t sut li nhun
sau thu trn vn ch s hu b
gim st. V phn li nhun do vn
ch s hu lm ra phi dng b
p s thiu ht ca li vay phi
tr. Do vy, thu nhp ca mt ng
vn ch s hu s cn li rt t so
vi s tin ng l chng c
hng.
Nu li nhun lm ra trong k
b p chi ph li vay th n
by ti chnh nh mt lc thc
y hiu qu s dng vn ca
Answer:
Financial leverage is the concept refers
to the combination of liabilities and
equity in administration of financial
policies of the enterprise. Financial
leverage will be greater in enterprises
has liabilities proportion higher equity
proportion and vice versa.
The formula:
Financial leverage (FL) = Total
Liabilities / Equity
We said that financial leverage is a
double-edged sword because:
If total assets can not generate a
sufficient rate of return to remedy
cost of borrowing have to pay
than earning after tax ratio on
equity is reduced. The profit
created by equity must be used to
offset the lack of interest to pay.
Therefore, income of a coin of
equity will remain very low
compared with the amount that
they should receive.
If the profit made in the period
sufficient to offset interest
expense than leverage is the same
a force for promoting the efficient
use of corporate capital.
Conversely, if the profits
Page 171
_________________________________________________

doanh nghip. Ngc li, nu li
nhun tao ra trong k khng
b p li vay phi tr th nh u
t cn xem xt li quyt nh la
chn d n u t, cu trc vn
ca mnh.
generated in the period is not
sufficient to offset the interest to
pay, then investors should review
the decision to select investment
projects, their capital structure.

82. T l n xu trn tng d n cho
vay phn nh iu g?
82. What does bad debt ratio on total
outstanding loans reflect?
Tr li:
T l n xu trn tng d n cho vay
l ch tiu phn nh cht lng hot ng
tn dng ti mt ngn hng.
Ch s ny cng cao chng t ngn
hng c ri ro tn dng cng ln (ri ro
mt vn cng ln) v ngc li.
Answer:
The bad debt ratio on total outstanding
loans is a ratio reflects quality of credit
activities at a bank.
83. T l ti a ca ngun vn ngn hn
Ngn hng thng mi c cho
vay trung v di hn l bao nhiu?
83. How much is the maximum ratio of
short-term capital does a commercial
banks can lend in medium and long
term?
Tr li: Answer:
The maximum ratio of short-term funds
is used for medium and long term loan
under Decision No. 457/2005 dated
April 19, 2005 is thirty percent (30%).
E. Ti tr d n E. Project finance
84. Mc tiu ca vic phn tch, thm
nh d n?
84. What is the purpose of analysing and
appraising a project?
The higher the ratio, the more bank has
credit risk (the more loss of capital) and
vice versa.
T l ti a ca ngun vn ngn hn
c s dng cho vay trung hn,
di hn theo Q 457/2005 ngy
19/4/2005 l 30%.
Page 172
_________________________________________________

Answer: Tr li:
Mc ch ca vic phn tch, thm nh d
n l nhm lm sng t tnh kh thi v cc
phng din c lin quan n d n sp
thc hin nh: Th trng, k thut, nhn
s, kh nng ng vng v mt ti chnh
trong sut dng i ca d n, kh nng
ng gp vo kinh t, x hi ca d n....
V bng cch no d n thc hin c
cc ni dung trn, t c mc no.
The purpose of analysing and appraising a
project is to elucidate the feasibility of
aspects related to project is going to do,
such as: Market, technical, personnel,
viability in terms of financial throughout
the project life cycle, ability to contribute
in economic and social projects... And
how do all above content of project,
achieves at what degree.
85. What is the primary purpose of
commercial banks when conducting
financial appraisal of a project?
85. Mc ch c bn ca cc NHTM khi
tin hnh thm nh ti chnh ca
d n l g?
Tr li:
Thm nh ti chnh d n nhm mc
ch:
Answer:
Financial appraisal of projects aimed at:
= To assess the effects of financial help
for the project's decision: Should I
invest or not? The State also based on
financial appraisal of project to
consider the financial benefits is
justified or not? The project has
achieved financial benefits and
financially secure or not? Financial
appraisal is a background for
conducting socio-economic analysis.
= nh gi hiu qu v mt ti chnh
ca d n gip cho vic ra quyt
nh: C nn u t hay khng? Nh
nc cng cn c vo y xem xt
li ch ti chnh c hp l hay khng?
D n c t c cc li ch ti
chnh v c an ton v mt ti chnh
hay khng? Thm nh ti chnh l c
s tin hnh phn tch kinh t x
hi.
= Thm nh ti chnh d n gip bo
v d n tt khi b bc b, ngn
chn nhng d n ti, m bo cho
vic s dng c hiu qu vn u t.
86. Thm nh ti chnh ca d n c
tc dng g?
Tr li:
Thm nh ti chnh d n c 5 tc
Answer:
Financial appraisal of the project has five
86. What is the effect of financial
appraisal of project?
= Financial appraisal of projects to help
protect a good project from being
rejected, stop bad projects, to ensure
effective use of investment capital.
Page 173
_________________________________________________

dng quan trng l:
1- Gip cho ch u t la chn c
phng n u t tt nht.
2- Gip cho c quan qun l v m ca
Nh nc nh gi c tnh ph hp
ca d n vi quy hoch pht trin
chung ca ngnh, vng lnh th v
ca c nc trn cc mt mc tiu,
quy m, quy hoch v hiu qu.
3- Gip cho vic xc nh c mt li,
mt hi ca d n trn cc mt khi i
vo hot ng, t c bin php
khai thc cc kha cnh c li v hn
ch cc mt c hi.
4- Gip cc nh ti chnh ra quyt
nh chnh xc v cho vay hoc ti
tr cho d n u t.
5- Qua thm nh gip cho vic xc
nh r t cch php nhn ca cc
bn tham gia u t.
important effects are:
1- Helps investors to select the best
investment options.
2- Help for macro-management agency of
the State assess the suitability of the
project with the overall development
planning of the sector, region and
country on forcus, scope, planning and
effective.
3- Helps to determine the advantages, the
disadvantages of project on the surface
when operating, which measures that
exploit the advantage aspects and limit
their disadvantages.
4- Helping the financial decision making
accurate loan or financing for
investment projects.
5- Through evaluation helps to determine
the legal status of investing parties.
87. Nu c 2 d n bng nhau v NPV
th ta s chn d n no?
87. What project we will choose if there
are two projects with the same NPV?
Tr li:
Nu 2 d n c NPV bng nhau v l 2
d n c lp vi nhau th ta s chn d
n c t sut hon vn ni b (IRR) cao
hn. IRR ca d n c chn yu cu
phi ln hn li sut i vay ti cc ngn
hng.
D n c IRR c IRR cao hn ng
ngha d n khi u t s mang t l sinh
li cao hn v c li sau khi vay t ngn
hng.
Answer:
If two projects have the same NPV and
there are two independent projects, we
will choose the project has internal rate
of return (IRR) is higher. IRR of the
project must larger than loan interest
rates at banks.
The project has IRR is higher which
means earn a higher earning rate and has
profit after make loans from banks.
88. T sut hon vn ni b l g? 88. What does internal rate of return
Page 174
_________________________________________________

meaning?
Tr li:
T sut hon vn ni b (IRR): l t
sut chit khu dng nh gi vic u
t vn; khi chit khu vi t sut ny
hin gi ca tng cc ngun thu nhp
trong tng lai bng chi ph u t ban
u.
( Future Revenue Initial Cost =
NPV = 0)
Answer:
Internal Rate of Return (IRR): is
discount rate used to evaluate the capital
investment; the present value of total
income in the future equal the initial
investment cost when discount with this
rate.
( Future Revenue Initial Cost =
NPV = 0)
89. Dng tin ca d n cn c xc
nh da trn nhng nguyn tc
no?
89. What should projects cash flow be
determined based on?
Tr li:
Khi xc nh dng tin ca d n cn p
dng 5 nguyn tc c bn sau y:
Dng tin nn c o lng trn c s
tng thm: Ta nn nh gi dng tin
cho d n trn gc ton b dng tin
(dng doanh thu, dng chi ph, dng thu
pht sinh) ca doanh nghip b tc ng
nh th no nu d n c chp nhn so
vi khi khng c chp nhn. Ngc
li, khng tnh n dng tin khng b d
n lm thay i.
Dng tin nn c tnh ton trn c s
sau thu: V u t ban u ca d n
i hi chi ph bng tin mt sau thu,
nn thu nhp t d n cng c tnh
bng cng n v, tc l dng tin sau
thu.
Tt c tc ng gin tip ca mt d n
phi c xem xt khi nh gi dng
tin: Th d, nu mt xut m rng
nh my i hi phi tng vn lu ng
Answer:
To determine the project's cash flow
we should be applied five following
basic principles:
Cash flow should be calculated on the
basis of after tax: Because of initial
investment cost of the project requires
cash after-tax thus income from project
should also be calculated in the same
unit, means cash flow after tax.
All indirect effects of a project must
be considered when evaluating cash
flow: For example, if a proposal to
expand factory requires increase
working capital, it can be in form of
cash, inventory, and accounts
receivable larger. The increasing in
working capital should be included in
net investment need for the project. Or
a workshop of enterprise to introduce a
new product directly competes with
products of another. The first
Page 175
_________________________________________________

cho DN, c th di hnh thc tin mt,
hng tn kho, hay khon phi thu ln
hn. Vic gia tng vn lu ng ny nn
c tnh vo u t thun cn thit cho
d n. Hoc mt phn xng ca doanh
nghip gii thiu mt sn phm mi cnh
tranh trc tip vi sn phm do mt phn
xng khc sn xut. Phn xng u c
th thy sn phm ny ng c u t,
nhng khi tnh n tc ng trn doanh
s ca phn xng th hai, d n c th
tr nn km hp dn hn.
Cc chi ph thit hi khng c tnh
vo dng tin ca d n: Chi ph thit
hi l mt chi ph c a ra, do
d chp thun hay t chi d n th n
vn tn ti. V cc chi thit hi khng th
thu hi li, nn chng khng c tnh
vo dng tin ca d n. Chi ph ny cn
gi l chi ph chm.
Gi tr cc ti sn s dng trong mt d
n nn c tnh theo cc chi ph c hi
ca chng: Cc chi ph c hi ca ti sn
l dng tin m cc ti sn c th to
ra nu chng khng c s dng trong
d n ang xem xt.
workshop maybe worth to invest but
when calculate the effects of sales
from the second workshop, the project
may less attractive.
The damage costs are not included in
cash flows of the project: Damage
cost is a cost was given, so to approve
or reject the project, it still exists.
Because damage costs can not be
recovered, so they are not included in
projects cash flow. These costs also
known as sunk costs.
The value of the assets used in a
project should be calculated
according to their opportunity cost:
The opportunity cost of the property is
cash flow that the property can not be
created if we use in considering
projects.
90. Cch xc nh dng tin thun ca
d n u t?
90. How to determine your net cash flow
of investment projects?
Tr li:
a) Xc nh dng tin thun u t (dng
tin ra)
Trc khi tin hnh d n, ta cn:
- Xc nh s vn u t cn thit
hnh thnh TSC ca d n.
- Xc nh s vn u t hnh
Answer:
a) Determine net cash flows from
investment (inflows)
Before conducting project, we need:
- Determine amount of capital
need to invest in fixed assets of
the project.
Page 176
_________________________________________________

thnh TSL thng xuyn ca d
n.
Trong qu trnh vn hnh d n:
- C th c vn u t b sung th
y cng l dng tin ra ca d
n. (Khi xc nh cn ch ti
thu nhp thun t vic bn ti sn
hin c trong trng hp u t
l mt quyt nh thay th, v
thu pht sinh do vic bn cc ti
sn hin c hoc mua ti sn
mi).
Sau khi kt thc d n, ta cn:
- Thu hi s vn lu ng ng
ra do thu hp quy m hot ng
kinh doanh hoc khi kt thc d
n.
- Thu hi ti sn c nh cn li
(sau thu) do nhng bn hay
thanh l.
b) Xc nh dng tin thun hot ng
(dng tin vo)
i vi d n sn xut kinh
doanh, dng tin vo bao gm:
Dng tin thun hot ng hng
nm = S tin thu c (dng tin
vo) S tin chi ra (dng tin ra)
(Pht sinh t hot ng thng xuyn
hng nm khi d n hot ng).
i vi mt d n thng mi
dch v, dng tin vo bao gm:
Doanh thu bn hng ho/dch v =
Dng tin vo do bn hng ho/dch
v Dng tin ra do bn hng
ho/dch v Tin thu thu nhp
- Determine amount of capital to
finance frequently working
capital of the project.
During operation of the project:
- There may be additional capital
investment; this is also the
project's cash flow. (When
determine we need to pay
attention to net income from
selling existing assets in case of
investment is a replacing
decision, and taxes generated by
selling existing assets or
purchasing a new asset).
After finishing the project, we need:
- Recover initial working capital
due to minimize business scale
or when the project ends.
- Recover the remaining fixed
assets (after tax) due to release
or sell off.
b) Determination of net operating cash
flows (outflows)
For business projects, cash flow
includes:
Annual net cash flow = Total
revenue (outflows) Total cost
(inflows)
(Arising from frequently activities
every year when the project is
running).
For commercial and services
project, cash flow includes:
Sales revenue of goods/services =
Outflows by selling goods/services
Page 177
_________________________________________________

m DN phi np.
Hoc c th tnh gin tip:
Dng tin thun hng nm = Li
nhun sau thu hng nm + Khu
hao TSC hng nm
Inflows by selling goods/services
Income taxes have to pay.
Or maybe use indirectly method:
Annual net cash flow = Net earning
after tax + Annual depreciation of
fixed assets
91. V sao sau khi tnh dng tin ca d
n th Khu hao phi c cng vo
Li nhun sau thu?
91. Why Depreciation must be added
Earning after tax after calculated
projects cash flow?
Tr li:
Dng tin ca d n = Tng cc dng
tin thu vo Tng cc dng tin chi
ra.
Tng cc dng tin chi ra ca d n hng
nm c bao gm: Khu hao do n th
hin mt phn TSC chu chuyn vo
trong gi tr ca sn phm. Tuy nhin,
qu trnh kinh doanh ca DN l din ra
thng xuyn lin tc. Cui nm, k ton
ca DN s trch mt phn li nhun sau
thu mt khon tng ng vi Khu hao
TSC vo Qu khu hao TSC. Bi v
th, dng tin ca d n v i lng vn
khng tr i khon Khu hao. Do ,
xc nh chnh xc NPV t d n, ta cn
cng Khu hao vo Li nhun sau thu.
Answer:
Projects cash flow = Total ingoing
cash flow Total outgoing cash flow.
The total cash flow paid out each year
of the project include: Depreciation
because it represents a cycle of fixed
assets in the value of the product.
However, the business process of
enterprises often takes place
continuously. At the end of accounting
period, the accountant will deduct a
portion of the profit after tax an amount
corresponding to the depreciation for
fixed assets in the Fund. Because of
that, the projects cash flow quantity
does not deduct depreciation. Thus, to
accurately determine Net Present Value
of the project, we need plus
Depreciation to Earning after tax.
F. Thanh ton quc t F. International Payment
(T cu 92 n cu 96: Phng vn v tr
Chuyn vin QHKH doanh nghip vo SHB
thng 10/2010)
Interviewing question for Corporate
relationship specialist position of SHB in
October 2010)
92. Hy nn tn nhng chng t thng 92. What name of common documents in
Page 178
_________________________________________________

thng trong mt b chng t
thng mi?
a set of commercial document?
Tr li:
B chng t thng mi chia ra lm 3 loi
chnh gm:
Chng t vn ti: gm Vn n ng bin,
Chng t vn ti a phng thc, Bin lai
gi hng ng bin, Vn n hng khng,
Chng t vn ti ng st, ng b v
ng sng.
Chng t bo him: gm Bo him n,
Giy chng nhn bo him, Hp ng bo
him bao, Phiu bo him.
Chng t hng ho: gm Ho n thng
mi, Bng k chi tit, Phiu ng gi, Giy
chng nhn xut x, Giy chng nhn cht
lng, Giy chng nhn s lng, Cc
chng t khc
Answer:
Commercial Documents often divides in
three types include:
Verhicle document: include Bills of lading,
Multimodal transport document, Sea
shipping receipts, Airway bill, Bill of
freight, railroad bill of lading.
I nsurance document: include Sole
Insurance, Certificate of Insurance,
Insurance Contract, Insurance policy covers,
Insurance Receipt.
Goods document: include Commercial
invoice, Specification, Packing list,
Certificate of Origin, Certificate of Quality,
Certificate of Quantity, Other documents.

Page 179
_________________________________________________

(Biu minh ho cho cu tr li The chart illustrates for the answer)
93. Cc phng thc thanh ton quc t
ph bin? Phng thc no l c li
nht cho nh xut khu?
93. What are typical international
payment methods? What method is
most useful for the exporter?
Tr li:
C 5 phng thc TTQT ph bin bao
gm:
- Chuyn tin
(Remittance/Transfer)
- Ghi s (Open account)
Answer:
There are five typical international
payment method are:
- Remittance
- Open account
Chng t thng mi
Chng t vn ti Chng t bo him Chng t hng ho
Vn n ng bin
Chng t vn ti a
phng thc
Bin lai gi hng
ng bin
Vn n hng khng
Chng t vn ti
ng st
Bo him n
Giy chng nhn bo
him
Hp ng bo him
bao
Phiu bo him
Ho n thng mi
Giy chng nhn xut
x
Phiu ng gi
Giy chng nhn cht
lng, s lng
Cc chng t khc
Giy kim nh
Page 180
_________________________________________________

- Collection
- Document Credit
- Cash Against Document
In which five method above, the
- Tn dng chng t (Document
Credit)
- Nh thu (Collection)
- Tr tin mt i chng t (CAD-
Cash Against Document)
Trong 5 phng thc trn, phng
thc: Chuyn tin l c li nht cho
nh xut khu, bi khi nh xut
khu c ngay tin mt thanh ton t
ngi mua.
method: Transfer is most useful for
the exporter, because in this method
the exporter are right now have
amount of payments from buyers
o Telegraphic Transfer - T/T:
Collecting time fast but the
remittance charge is higher
There are two Transfer methods:
C 2 cch chuyn tin l:
o Chuyn tin bng in
(Telegraphic Transfer - T/T):
Thi gian thu tin nhanh nhng
chi ph chuyn tin cao hn
o Chuyn tin bng th (Mail
Transfer - M/T): Thi gian thu
tin chm nhng chi ph chuyn
tin thp hn.
o Mail Transfer - M/T: Collecting
time slow but the remittance charge
is lower
94. Standing on aspect of the importers,
what is the most advantage payment?
Why?
94. ng trn phng din ca ngi
nhp khu, phng thc thanh ton
no l c li nht? V sao?
Ngi nhp khu thch phng thc Ghi
s nht, bi y thc cht l mt hnh
thc mua bn chu.
Tr li:
The importer prefers Open account as
much, because this is actually a delay
trading.
Answer:
This method applies as follows: The
exporter (the opener) after completed of
its obligations (usually delivery
obligations) specified in the trading
goods contract will open a debt book to
debit. The importer (the openee), with a
certain currency and to a certain
specified period by mutual agreement,
using Transfer method to pay for the
Phng thc ny p dng nh sau: Nh
xut khu (ngi ghi s) sau khi hon
thnh ngha v ca mnh (thng l
ngha v giao hng) quy nh trong hp
ng mua bn hng ha s m mt quyn
s n ghi n. Nh nhp khu (ngi
c ghi s), bng mt n v tin t nht
nh v n nh k nht nh do hai bn
tha thun, s dng phng thc chuyn
Page 181
_________________________________________________

tin thanh ton cho ngi ghi s.
Phng thc ny hon ton c li cho
nh nhp khu (ngi c ghi s). Nh
xut khu s phi gnh chu ri ro khi
bn nhp khu khng thanh ton hoc
chm tr thanh ton hoc thanh ton
khng y .
opener.
This method is absolutely useful for the
importer (the openee). The exporter will
take the risk if the importer fails to pay,
delay payment or incomplete payment.
95. Cc phng tin dng thanh ton
trong giao dch ngoi thng gm
nhng loi no? c im ca
chng?
95. What means of payment in foreign
trade are consist of? What are their
characteristics?
Tr li:
Hi phiu (Bill of exchange/Draft): Hi
phiu l mt t mnh lnh tr tin v
iu kin do mt ngi (ngi tr tin)
k pht cho ngi khc (ngi th
hng), yu cu ngi ny khi nhn thy
hi phiu, hoc n mt ngy c th xc
nh trong tng lai, phi tr mt s tin
nht nh cho mt ngi no hoc
theo lnh ca ngi ny tr cho ngi
khc, hoc tr cho ngi cm hi phiu.
Sc (Cheque): Sc l mt t mnh lnh
tr tin v iu kin ca ch ti khon
m sc, ra lnh cho ngn hng trch t ti
khon ca mnh tr cho ngi c tn
trong sc, tr theo lnh ca ngi ny
hoc tr cho ngi cm sc, bng tin
mt (hoc chuyn khon).
K phiu (Promissory note): l mt t
giy cam kt tr tin v iu kin do
ngi lp phiu pht hnh ra tr mt
khon tin nht nh cho ngi hng li
hoc theo lnh ca ngi ny tr cho
ngi khc quy nh trong k phiu.
Answer:
Draft (Bill of exchange/Draft): A draft
is an unconditional payment order by
one person (the drawer) draw to anorher
(the drawee), ask this person when see
the draft, or on specific date in future
have to pay a certain amount for
someone or by order of this person to
pay for someone else, or pay to bearer.
Cheque is an unconditional payment
order of cheque account holder, ordered
to the bank deducted from your account
to pay for the person named in cheque,
pay by order of this person or pay to the
bearer, by cash (or transfer).
Promissory note is a unconditional
commitment paper issued by payer to
pay a certain amount to the payee or by
order of this person pay to anothers
specified in promissory notes.
96. C my loi nh thu. Trong phng 96. How many kind of Collection? What
Page 182
_________________________________________________

thc nh thu km chng t, loi
hnh thanh ton no c li cho nh
xut khu. V sao?
kind of payment is utilized to the
exporter in documentary collection
method. Why?
Tr li:
C 2 loi nh thu l: Nh thu trn (Clean
Collection) v Nh thu km chng t
(Document Collection)
Trong Nh thu km chng t, gm c 2
loi hnh thanh ton l:
Giao chng t c thanh ton
(Documents against payment -
D/P)
Giao chng t ch chp nhn
thanh ton (Documents against
acceptance - D/A)
Loi hnh thanh ton D/P l c li cho
nh xut khu. L do l ngi xut khu
khi s c tin ngay tip tc quay
vng vn phc v hot ng sn xut
kinh doanh.
Answer:
There are two types of collection: Clean
Collection and Documentary Collection.
In the documentary collection, including
two types of payments are:
To assign documents to be paid
(Documents against payment - D/P)
To assign documents to wait to
accept payments (Documents
against acceptance - D/A)
D/P payment is beneficial for the
exporter. The reason is that the exporter
will have money at time and now to
continue revolving funds for business
activities.
97. Cc loi L/C m bn bit? Loi L/C
no ph bit nht trong thng mi
quc t?
97. How many kinds of L/C that you
know? What kind of L/C is the most
popular in international trade?
Tr li:
- L/C khng hy ngang (I rrevocable
L/C): l loi L/C khng th b sa
i, hy b hay b sung trong sut
thi hn hiu lc ca n khi cha c
s ng ca cc bn lin quan.
- L/C c th hy ngang (Revocable
L/C): l loi L/C m ngn hng pht
hnh L/C v ngi mua (nh nhp
khu) c th ty sa i hoc hy
b bt c lc no m khng cn thng
bo trc cho ngi bn (nh xut
Answer:
- Irrevocable L/C is the L/C can not
be modified, canceled or added
during its validity period without the
consent of relevant parties.
- Revocable L/C is the L/C which can
be arbitrary amended by issuing
bank and the buyer (importer) at any
time without prior notice to the
seller (exporter). If goods have been
delivered and the bank recently
announced a cancellation notice this
Page 183
_________________________________________________

khu). Nu hng ha chuyn giao
m NH mi thng bo lnh hy b th
thng bo ny khng c gi tr, NH
phi thc hin ngha v thanh ton
ng nh cam kt, coi nh khng c
lnh hy b.
- L/C c xc nhn (Confirmed L/C):
l L/C c mt ngn hng th 2
(ngoi ngn hng m L/C) ng ra
cam kt tr tin cho ngi hng li.
- L/C chuyn nhng (Transferable
L/C): l L/C cho php ngi hng
li c quyn ra lnh cho ngn hng
tr tin phi tr mt s tin nht nh
cho mt hoc mt s ngi hng li
tip theo.
- L/C i ng (Reciprocal L/C): l
L/C ch c hiu lc khi c mt L/C
khc i ng vi n c pht hnh
ra.
- L/C gip lng (Back to back L/C): l
L/C c m ra da trn c s mt
L/C khc (gi l L/C gc), ngi
hng li ca L/C gc chnh l ngi
yu cu m L/C gip lng.
- L/C tun hon (Revolving L/C): l
L/C c kh nng t ng c hiu lc
tr li trong mt s ln tun hon
nht nh, sau khi s dng ht kim
ngch hoc thi hn hiu lc ca n.
is not worth, the bank must perform
the payment obligations in
accordance with commitment, the
cancellation notice will be seen is
never existence.
- Confirmed L/C is the L/C issued by
a second bank (out of issuing bank is
issed L/C) committing to pay for the
beneficiary.
- Transferable L/C is the L/C allows
the beneficiary has the right to order
the paying bank to pay a certain
amount for one or some latter
beneficiaries.
- Reciprocal L/C is the L/C valid
only when there is another L/C
issued and counters with it.
- Back to back L/C is the L/C is
opened based on an L/C other
(called the original L/C),
beneficiaries of original L/C is
person who requested for opening
back to back L/C.
- Revolving L/C is the L/C has ability
automatically take effect once again
circulating in a certain number, after
use of limitation number or validity
period of it.
98. Loi L/C no l t ri ro nht i vi
nh xut khu? V sao?
98. What kind of L/C is the lowest risk
for the exporter? Why?
Tr li:
- L/C khng th hy ngang c xc
nhn (Confirmed Irrevocable L/C)
Answer:
- Confirmed Irrevocable L/C
= When the L/C is issued means there
Page 184
_________________________________________________

= V khi L/C c pht hnh ng
ngha c 2 ngn hng ng ra cam
kt bo m cho L/C (gm ngn hng
pht hnh L/C v 1 ngn hng th 2
l ngn hng xc nhn). Ngoi ra,
L/C ch b hy b khi c s ng
ca tt c cc bn, trong c bn
nh xut khu. Do , L/C ny c
mc bo m cao nht i vi nh
xut khu.
are two banks is committed to
ensure for L/C (including the issuing
bank and a second bank is
confirming bank). In addition, this
L/C can only be canceled when have
the consent of all parties, including
the exporter. Therefore, this L/C has
highest level of security for the
exporter.
99. L/C gip lng l g? L/C iu khon
l g?
99. What is back-to-back L/C? And what
is Red clause L/C?
Tr li:
1- L/C gip lng (Back to back L/C):
(Xem cu 97 pha trn)
2- L/C iu khon (Red clause L/C):
l loi L/C c iu kin cho php
ngi hng li c nhn mt
khon tin trc khi giao hng trn c
s hi phiu trn (hoc hi phiu km
chng t) chng minh rng c
hng giao nh bin lai kho hng
(Warrant/Warehouses receipt) bin
lai ca ngi giao nhn (Forwarders
receipt). Thng thng khi nhn
khon tin ng trc ny, ngi
hng li vit cam kt cho ngn hng
l s xut trnh mt b chng t theo
quy nh ca L/C sau . Khon ng
trc s c khu tr vo tin thanh
ton b chng t.
Answer:
1- Back to back L/C: (See at question
97 above)
2- Red clause L/C is the L/C has
conditions allow beneficiary to
receive an advance before deliver
goods based on clean bill of
exchange (or documentary bills of
exchange) to prove that the exporter
had goods to delivery follow
Warrants receipt or Forwarder's
receipt. In general when receive this
advance, the beneficiary written a
commitment to the bank is going to
produce a set of documents in
accordance with the L/C after that.
The advance will be deducted in
amount of payment documents.
100. Khi pht hnh 1 L/C (k qu di
100%) l ngn hng pht hnh
ang cp tn dng cho nh nhp
khu? ng hay sai? Gii thch?
100. When issuing an L/C (deposit less
than 100%) meaning that the issuing
bank is granting credit to importer?
True or False? Lets explain?
Page 185
_________________________________________________

Tr li:
ng! Khi pht hnh 1 L/C k qu
di 100% th s tin m ngn hng
cp tn dng cho nh nhp khu chnh
l s tin cn li theo t l k qu.
Answer:
Yes! When issuing an L/C 100% deposit
less then 100%, the amount of banks
grating credit to importer is the
remaining amount follow rate of
deposit.
101. B chng t hon ho l g? Nu b
chng t khng c ghi ch Clean
th c c coi l B chng t hon
ho hay khng?
101. What is a perfect document? If
documents are not commented
Clean can be considered as a
perfect document or not?
Tr li:
Theo nh ngha trong UCP 600
B chng t hon ho: l B chng t
khng c ph ch xu r rng no v
hng ho.
nh ngha khc: B chng t hon
ho l b chng t ph hp vi tt c cc
iu kin v iu khon qui nh trong
th tn dng (L/C) gc nh km cc b
chng t xut khu gc, c xut trnh
ti TCTD nhn chit khu.
= Nu b chng t khng c ghi ch
Clean th cng khng c ngha l
km hon ho, ch khi b chng t c
mt ph ch xu r rng v khuyt tt
ca hng ho th mi b coi l khng
Hon ho.
V d:
- Ph ch ghi l Hng ho ln
xn, Hng ho cha nh s l
nhng ph ch khng r rng.
- Nhng ph ch ghi Bao hng b xy
xt, Hng b v l nhng ph
ch xu r rng.
Answer:
As defined in UCP 600
Perfect documents: is set of documents
without apparent approval bad pay for
the goods.
Other definitions: Perfect document is
set of documents in accordance with all
conditions and terms defined in the
orginal letter of credit (L/C) attach with
root exporting documents, is presented
at credit institution to discount.
= If documents are not commented,
Clean does not mean it is less
perfect, only when the documents
have clearly comment about the bad
defects of goods will be seen not
Perfect.
For example:
- Notation that Disorder goods,
Goods not numbered ... are
unclear notaions.
- But the notation that Covered
goods bruised, Goods is broken
... are clear notation.
Page 186
_________________________________________________

Chng 3: Cu hi v tr K ton ngn hng / K ton ni b
Chapter 3: Interview questions for Bank Accountant / Internal Accountant Position
KIN THC CHUNG
1. Theo bn lm tt v tr mt nhn vin k ton ngn hng
th s cn nhng t cht g? Ci no l quan trng nht?
60%
2. V sao mt ngn hng c quy m vn ln thng d to ra
nhiu li nhun hn so vi mt ngn hng quy m nh?
15%
3. Cc NHTM Vit Nam c c php tham gia v hot ng
kinh doanh trn th trng chng khon hay khng?
10%
4. Nu bn l mt k ton, khi tng gim c yu cu trn thu
th bn s lm th no?
20%
KIN THC NGHIP V
5. Hy nu nhng nguyn tc nh khon c bn? 25%
6. K ton c nhng nguyn tc c bn no? 30%
7. K ton c nhng yu cu c bn no? 30%
8. Hy phn loi cc ti khon trong h thng ti khon k ton
ngn hng?
35%
9. Bng cn i k ton ca mt ngn hng phn nh iu g? 15%
10. Yu cu khi lp bng cn i k ton ca ngn hng l g? 28%
11. Bo co kt qu kinh doanh ca ngn hng phn nh iu g?
Yu cu khi lp bo co l g?
20%
12. K ton ngn hng ging v khc g so vi k ton doanh
nghip?
25%
13. Kho bc l g? 10%
14. Tri phiu l g? 15%
15. Tri khon l g? 10%
16. S khc nhau gia c phiu v tri phiu l g? 15%
17. Phn bit s khc nhau gia tri phiu, tn phiu v k
phiu?
15%
Page 187
_________________________________________________

18. Phn bit s khc nhau gia hi phiu, thng phiu v chp
phiu?
15%
19. Li thu chi l g? 30%
20. Li d thu, li d chi l g? 35%
21. Ngi nc gi tin tit kim bng ngoi t ti ngn hng th
ngn hng s chi tr tin gc, li bng loi tin no?
35%

1. Theo bn lm tt v tr mt
nhn vin k ton ngn hng th s
cn nhng t cht g? Ci no l
quan trng nht?
1. According to you, what abilities
does a bank accountant need to
have? Which is the most
important?
Tr li:
V tr k ton ngn hng i hi s cn
thn, t m, tun th quy trnh, quy ch
v p lc cng vic cn qu, cht s
liu hng ngy. Do , theo ti s rt
cn nhng t cht nh:
- Chu c p lc cng vic cao
- C bn lnh ngh nghip v chnh
kin
- Trung thc v c o c ngh
nghip
- Cn thn, t m
S cn thn, t m v chu c p lc
cng vic cao l iu quan trng nht,
bi nu khng bn s d nn ch v
mun tm mt v tr khc. y l iu
kin cn bn theo ui ngh ny!
Answer:
Bank accountant position requires
carefulness, detailed; compliment
with procedures, regulations and
public pressure to balance fund,
closes daily data. Therefore, I will
need those qualities as:
- Resist high pressure job
- Have professional firm stuff and
ethics
- Careful and detailed
Careful, detailed and resist high
pressure job is the most important
thing, because if not you will easily
discouraged and want to find another
position. This is necessary condition
for you to pursue this career!
2. V sao mt ngn hng c quy m
vn ln thng d to ra nhiu li
2. Why a bigger capital bank is
more likely to make more
Page 188
_________________________________________________

nhun hn so vi mt ngn hng
quy m nh?
profits than a small bank?
Tr li:
Ngn hng c quy m vn ln thng
d to li nhun hn ngn hng c quy
m nh v:
- NH s tn dng c Li th v yu
t quy m (Economies of Scale),
gim chi ph trung bnh ca mt
ng vn cho vay ra trong di hn
nh vic gia tng quy m vn ca
ngn hng. Chi ph ca vn cho vay
l mc li sut huy ng, cc khon
ph lin quan Khon chi ph ny
cng gim th kh nng to li nhun
ca NH cng ln.
- NH quy m ln s c uy tn hn
trong vic huy ng vn t nhiu
khch hng.
- NH quy m ln s c iu kin
ci tin cng ngh, a dng ho
nhiu loi hnh sn phm/dch v
gim thiu ri ro.
Answer:
Banks have large capital are more likely
to generate more profits than small banks
because:
- Banks will take advantages of
scale factor (Economies of Scale),
to reduce the average cost of a
loan in the long term by
increasing the scale of bank
capital. The cost of loans is
interest rates, fees related ... The
more this cost is decreasing, the
more ability to create profit of
bank is increasing.
- Large banks will have more
credibility in raise capital from
many customers.
- Large banks will have
opportunity to improve
technology, diversify products
and services to minimize risk.
3. Have commercial banks in
Vietnam been allowed to join
and make business on the stock
market?
Tr li:
c php!
Cc NHTM Vit Nam c php tham
gia kinh doanh trn th trng chng
khon, tuy nhin theo Khon 9, iu 8,
TT13/2010 ca NHNN c hiu lc t
1/10/2010: Tng d n cho vay v
chit khu giy t c gi i vi tt c
Answer:
Allowed!
The commercial banks in Vietnam are
allowed to participate in trading on
the stock market, but according to
Clause 9, Article 8, the central bank
TT13/2010 enter effect in Jan 10,
2010: The total outstanding loans
3. Cc NHTM Vit Nam c c
php tham gia v hot ng kinh
doanh trn th trng chng
khon hay khng?
Page 189
_________________________________________________

khch hng nhm u t, kinh doanh
chng khon khng vt qu 20% vn
iu l ca TCTD
and discounted value paper for all
customers to invest and trade stocks
does not exceed 20% legal capital of
credit institutions
4. Nu bn l mt k ton, khi tng
gim c yu cu trn thu th bn
s lm th no?
4. What will you do if you are an
accountant and general director
ask you for tax evasion?
Tr li:
Ti ngh cu hi ca anh (ch) ch l
mt v d. Vi mt ngn hng uy tn
nh ngn hng y th khng th no c
chuyn trn thu. Tuy nhin nu tng
gim c bt buc ti lm iu th
ti s khng lm vic . Bi v, o
c ngh nghip ca ti s khng cho
php ti lm nh vy.
Phn tch: Bn ng c ngh ra cch
trn thu lm g. Cu hi ny ch nhm
kim tra o c ngh nghip ca bn
m thi.
Answer:
I think your question is just one
example. With a reputable bank such
as our bank is not possible tax
evasion. But if general director forces
me to do that then I would not do it.
Because of my ethics will not allow
me to do that.
Analysis: You do not try to think of
how to do tax evasion. This question
is only testing your ethics.
5. Hy nu nhng nguyn tc nh
khon c bn?
5. What are the main accounting
principles?
Tr li:
C 4 nguyn tc nh khon c bn
l:
1- TK Ti sn tng th ghi TK Ti
sn gim tng ng;
2- TK Ti sn tng th ghi TK
ngun vn tng tng ng;
3- TK Ngun vn tng th ghi TK
Ngun vn gim tng ng.
Answer:
There are four main basic principles
of accounts are:
1- Assets a/c increase then write
the corresponding Assets a/c
decrease;
2- Assets a/c increase then write
the corresponding Capital a/c
increase;
3- Capital a/c increase then write
Page 190
_________________________________________________

4- TK Ngun vn tng th ghi TK
Ti sn tng tng ng.
Ngoi ra:
- Ti sn c s D n. Khi ti sn
tng ln th ghi N, gim ghi C.
- Ngun vn c s D c. Khi
ngun vn tng ln th ghi C,
gim ghi N.
the corresponding Capital a/c
decrease;
4- Capital a/c increase then write
the corresponding Assets a/c
increase.
In addition:
- The asset has Debit balance.
When asset increase will entry:
Increase Debit, Decrease Credit.
- The capital has Crebit balance.
When capital increases will
entry: Increase Credit, Decrease
Debit.
6. K ton c nhng nguyn tc c
bn no?
6. What are the basic principles in
accounting?
Tr li:
1- C s dn tch: Mi nghip v kinh t,
ti chnh ca doanh nghip lin quan
n ti sn, n phi tr, ngun vn ch
s hu, doanh thu, chi ph phi c
ghi s k ton vo thi im pht sinh,
khng cn c vo thi im thc t thu
hoc thc t chi tin hoc tng ng
tin.
2- Hot ng lin tc: Bo co ti chnh
phi c lp trn c s gi nh l
doanh nghip ang hot ng lin tc
v s tip tc hot ng kinh doanh
bnh thng trong tng lai gn.
3- Gi gc: Ti sn phi c ghi nhn
theo gi gc. Gi gc ca ti sn c
tnh theo s tin hoc khon tng
ng tin tr, phi tr hoc tnh
theo gi tr hp l ca ti sn vo
thi im ti sn c ghi nhn.
Answer:
1- Accrual basis: All economic
transactions, corporate finance
related assets, liabilities, capital
owners, revenues, expenses must
be recorded in accrual basic
accounting, not based on actual
time of actual receipt or payment
or cash equivalents.
2- Continuous operation: Financial
statements must be made on the
basis of assumption that
businesses are operating
continuously and will continue
normal business operations in
near future.
3- Original price: The property
must be recognized at primary
price. The primary price of assets
is calculated on amount of cash or
Page 191
_________________________________________________

4- Ph hp: Vic ghi nhn doanh thu v
chi ph phi ph hp vi nhau. Khi ghi
nhn mt khon doanh thu th phi ghi
nhn mt khon chi ph tng ng c
lin quan n vic to ra doanh thu .
5- Nht qun: Cc chnh sch v phng
php k ton chn phi c p
dng thng nht t nht trong mt k
k ton nm.
6- Thn trng: Thn trng l vic xem
xt, cn nhc, phn on cn thit
lp cc c tnh k ton trong cc iu
kin khng chc chn. Nguyn tc thn
trng i hi: Phi lp cc khon d
phng nhng khng lp qu ln;
Khng nh gi cao hn gi tr ca cc
ti sn v cc khon thu nhp; Khng
nh gi thp hn gi tr ca cc khon
n phi tr v chi ph; Doanh thu v
thu nhp ch c ghi nhn khi c
bng chng chc chn v kh nng thu
c li ch kinh t, cn chi ph phi
c ghi nhn khi c bng chng v
kh nng pht sinh chi ph.
7- Trng yu: Thng tin c coi l trng
yu trong trng hp nu thiu thng
tin hoc thiu chnh xc ca thng tin
c th lm sai lch ng k bo co
ti chnh, lm nh hng n quyt
nh kinh t ca ngi s dng bo co
ti chnh
cash equivalents are paid, payable
or calculate on suitable value of
this asset at time the asset is
recorded.
4- Match: The recognition of
revenue and expense must be
consistent with each other. When
entry revenue must be a
corresponding expenses related to
generate this revenue.
5- Consistency: The policies and
accounting methods chosen must
be applied uniformly at least in an
accounting year.
6- Precautions: Caution is the
review, consideration and
necessary judgment to make
accounting estimated in uncertain
conditions. Precautionary
principle requires: Must create
provisions but it is not too large;
do not valuate higher than value
of assets and income; do not
valuate lower than value of
liabilities and costs; Revenue and
income are recognized when there
is strong evidence of the
possibility to obtain economic
benefits, and costs must be
recognized when there is
evidence of ability to incur costs.
7- Critical: Information is critical in
case if lack of information or
inaccuracy of information that
can significantly distort financial
statements, which affect
economic decisions of the users
the financial statements
Page 192
_________________________________________________

7. K ton c nhng yu cu c bn
no?
7. What are basic requirements
for an accountant?
Tr li:
1- Trung thc: Cc thng tin v s liu
k ton phi c ghi chp v bo co
trn c s cc bng chng y ,
khch quan v ng vi thc t v hin
trng, bn cht ni dung v gi tr ca
nghip v kinh t pht sinh.
2- Khch quan: Cc thng tin v s liu
k ton phi c ghi chp v bo co
ng vi thc t, khng b xuyn tc,
khng b bp mo.
3- y : Mi nghip v kinh t, ti
chnh pht sinh lin quan n k k
ton phi c ghi chp v bo co
y , khng b b st.
4- Kp thi: Cc thng tin v s liu k
ton phi c ghi chp v bo co kp
thi, ng hoc trc thi hn quy
nh, khng c chm tr.
5- D hiu: Cc thng tin v s liu k
ton trnh by trong bo co ti chnh
phi r rng, d hiu i vi ngi s
dng. Thng tin v nhng vn phc
tp trong bo co ti chnh phi c
gii trnh trong phn thuyt minh.
6- C th so snh: Cc thng tin v s
liu k ton gia cc k k ton trong
mt doanh nghip v gia cc doanh
nghip ch c th so snh c khi tnh
ton v trnh by nht qun.
Answer:
1- Honesty: The information and
accounting data must be recorded
and reported on basis of sufficient
evidence, objectively and factually
correct about the current state, the
backgournd content and economic
professional values arise.
3- Full: All of economic, financial
related issued in accounting period
must be recorded and fulfill
reported, do not be missed.
4- Timeliness: The information and
and promptly report, or before
deadline without delay.
5- Easy to understand: The
information and accounting data
presented in financial statements
must be clear and transparency to
users. Information of complexity
problem in the financial statements
must be explained in notes of
financial statement.
6- Comparability: The information
and accounting data between
accounting periods in an enterprise
and between enterprises can only
compare when be consistently
calculated and presented.
2- Objective: The information and
and reported factually correct, not
misrepresent, not distorted.
Page 193
_________________________________________________

8. Hy phn loi cc ti khon trong
h thng ti khon k ton ngn
hng?
8. Please classify accounts in the
system of bank accounts?
Tr li:
H thng ti khon k ton ngn hng
bao gm cc ti khon trong bng cn
i k ton v cc ti khon ngoi bng
cn i k ton v c phn thnh 9
loi:
Loi 1: Vn kh dng v cc
khon u t
Loi 2: Hot ng tn dng
Loi 3 : Ti sn c nh v ti sn
c khc
Loi 4: Cc khon phi tr
Loi 5: Hot ng thanh ton
Loi 6: Ngun vn CSH
Loi 7: Thu nhp
Loi 8: Chi Ph
Loi 9: Cc ti khon ngoi bng
cn i k ton
Answer:
The accounts system including bank
accounts in balance sheet and the
accounts outside balance sheet are
classified into nine categories:
Type 1: Availability capital and
investments
Type 2: Credit activities
Type 3: Fixed assets and other
assets
Type 4: Accounts Payable
Type 5: Payment activities
Type 6: Owner's equity
Type 7: Income
Type 8: Cost
Type 9: The accounts outside
balance sheet
9. Bng cn i k ton ca mt
ngn hng phn nh iu g?
9. What does a banks balance
sheet reflect?
Tr li:
Bng cn i k ton phn nh thc
trng ti chnh ca ngn hng thng qua
cng b cc thng tin v ti sn, n v
ngun vn ch s hu ca mt ngn
hng ti mt thi im.
- Phn ti sn ca bng cn i k
ton phn nh ton b ti sn ca
ngn hng thng mi ti thi im
Answer:
The balance sheet reflects the financial
situation of a bank through publication
of information about assets, liabilities
and owners equity at the same time.
- The asset in balance sheet reflects
total assets of commercial bank at
the time of reporting, thereby
helping to evaluate the number of
Page 194
_________________________________________________

bo co, qua gip nh gi c
s vn m ngn hng huy ng
c.
- Phn ngun vn ca ngn hng
phn nh ngun hnh thnh ti sn
ca ngn hng vo thi im bo
co, bao gm n phi tr v vn
ch s hu, qua nh gi kh
nng huy ng vn ca ngn hng.
capital that the bank has raised.
- The bank's capital reflects
resources of bank's assets at the
time of reporting, including
liabilities and equity, which
evaluate ability to mobilize capital
of bank.
10. Yu cu khi lp bng cn i k
ton ca ngn hng l g?
10. What are requirements when
making a banks balance sheet?
Tr li:
Yu cu lp bng CKT ca ngn hng l:
- Nhm ti sn v n phi tr phi
c trnh by theo bn cht v
theo tnh thanh khon gim dn.
- Phn bit s d tin gi ca ngn
hng gi ti cc ngn hng v ti
cc n v trn th trng tin t
l cn thit nh gi mi lin
h ca cc ngn hng.
Answer:
Requirements to make bank's balance
sheet are:
- The group of assets and liabilities
must be naturally presented and by
decreasing liquidity.
- Distinguish balances of bank
deposits at banks and in other
instutions on currency markets is
necessary to assess relationship of
banks
11. Bo co kt qu kinh doanh ca
ngn hng phn nh iu g? Yu
cu khi lp bo co l g?
11. What does Profit and loss
statement of bank reflect?
What requirements are needed
when making report?
Tr li:
Bo co kt qu kinh doanh cung cp
thng tin v cc loi thu nhp, chi ph,
li rng hay l rng ca ngn hng
thng mi trong mt thi k nht nh.
Qua bo co ny ngi s dng thng
tin c th nh gi tng quan kt qu m
ngn hng t c trong k bo co v
Answer:
Profit and Loss statement provides
information about types of income,
expense, net profit or net loss of
commercial banks in specified time.
Through this report the user can assess
overall banking results achieved during
reporting period for income and profit.
Page 195
_________________________________________________

thu nhp v li nhun.
Yu cu khi lp bo co KQKD l:
- Trnh by chnh sch k ton ghi
nhn cc khon thu nhp ch yu;
- Trnh by r c s xc nh chi ph
pht sinh t cc ri ro chung trong
hot ng kinh doanh ca ngn
hng v phng php hoch ton
chi ph ;
- Trnh by chnh sch k ton lm
c s cho vic ghi nhn chi ph
hoc xa s cc khon cho vay, ng
trc khng c kh nng thu hi.
Requirements when make Profit &
Loss statement is:
- Presents accounting policies to
primarily record income;
- Having clear basis for determining
the costs arising from the general
risk in banking activities and this
cost accounting methods;
- Presents accounting policies as the
basis for recognition or eradication
loans, advances are not recovered.
12. K ton ngn hng ging v khc
g so vi k ton doanh nghip?
12. What is the same and difference
between bank accounting and
corporate accounting?
Tr li:
im ging nhau:
- u tun th nhng nguyn tc k
ton c bn, bao gm c s dn
tch, hot ng lin tc, gi gc,
ph hp, nht qun, thn trng,
trng yu.
- V nguyn tc hch ton, hai h
thng k ton cng s dng phng
php ghi N - C phn nh cc
nghip v kinh t pht sinh; s
dng kt cu ti khon ch T;
nguyn tc ghi N trc, C sau,
N - C cn bng nhau; xc nh
tnh s d trn cc TK ti sn v
ngun vn, ngun vn n phi tr
v vn ch s hu; nguyn tc phn
nh cc nghip v kinh t vo ti
khon ti sn v ti khon ngun
Answer:
The same points:
- Both comply with basic accounting
principles, including accrual basis,
continuous operation, original price,
match, consistentcy, precaution,
critical.
- The accounting principle, two
accounting systems are also used
Debit - Credit method to reflect
economic operations arise; using
Ts accounts structures; the
principle is Debit former, Credit
late; Debit and Credit balance;
determination the balance on assets
and liabilities accounts, liabilities
and equity; reflecting principles of
economic transactions in assets
account and liabilities account.
Page 196
_________________________________________________

- The method for sending documents,
two accounting systems are in
compliance with two types of
documents: forced documents and
guidance documents follow these
steps: making documents, checking
documents, handling, recording and
storing documents. The accounting
organization as well as follow three
forms (scattering, centralized both
scattering and centralized).
vn.
- V phng php lun chuyn
chng t, hai h thng k ton u
tun th theo hai loi chng t:
chng t bt buc v chng t
hng dn, tun th theo cc bc:
lp chng t, kim tra chng t, x
l, ghi s, lu tr chng t. T
chc b my k ton cng theo ba
hnh thc (phn tn, tp trung, va
tp trung va phn tn).
- V hnh thc k ton p dng, u
bao gm k ton chi tit v k ton
- The form of accounting is applied,
both include detailed accounting
and general accounting in five
forms: Book ledger, Journal
voucher, Documents far book entry,
General journal, form of written by
computer. However, the banking
system often uses documents far
book entry.
tng hp theo nm hnh thc: Nht
k S Ci, Nht k chng t,
Chng t Ghi s, S nht k chung,
hnh thc ghi bng my tnh. Tuy
nhin, h thng ngn hng thng
s dng chng t ghi s.
- V h thng bo co, bao gm:
Bng cn i k ton, Bo co kt
Balance sheet, Profit and Loss
statement, Cash Flow, Notes to
Financial Statement.
- The system reports, including:
The difference points:
- Code of accounts.
of account while corporate
accounting has 10 kinds of account.
- The presentation in financial report
system different.
- Bank accounting has 9 (nine) types
- Use different terms.
- Different in how to identify the
assets and the liabilities:
The bank borrowers (Under
Liabilities item); Make loans to
Ngn hng i vay (Thuc khon
mc N phi tr); Cho vay
- Thut ng s dng khc nhau.
- Nhn nh v ti sn v ngun vn
khc nhau:
- Cch thc trnh by trong h thng
bo co ti chnh khc nhau.
trong khi k ton doanh nghip c
10 loi TK.
im khc nhau
- S hiu trong ti khon.
- K ton ngn hng c 9 loi TK
qu kinh doanh, Lu chuyn tin t,
Thuyt minh BCTC.
Page 197
_________________________________________________

doanh nghip (Thuc khon mc
Ti sn)
Doanh nghip i gi tin (Thuc
khon mc Ti sn); Vay ngn
hng (Thuc khon mc N phi
tr)
- Khc nhau v ni dung xem xt nh
gi:
Trong CKT ca ngn hng; ta
xem xt khon mc N phi tr:
N phi tr cng nhiu chng t
ngn hng cng c uy tn v kh
nng huy ng ln.
Trong CKT ca doanh nghip;
ta xem xt khon mc Ti sn
di hn v Vn ch s hu: Hai
khon mc ny cng ln th
Tim lc ti chnh ca DN cng
mnh.
enterprises (Under Assets item)
Enterprise deposits money
(Under Assets item);
Borrowing from banks (Under
Liabilities item)
- Different in content to review and
assess:
In banks balance sheet; we
consider item Liabilities: The
more Liabilities show the more
the bank has reputation and
large mobilization.
In enterprises balance; we
consider item Assets and
Equity: The larger two items
the stronger enterprises
financial strength.
13. Kho bc l g? 13. What is treasury?
Tr li:
Kho bc l qu ca chnh ph hoc
cc c quan trc thuc chnh ph.
Answer:
Treasury is a fund of government or
agencies directly under government
14. Tri phiu l g? 14. What is bond?
Tr li:
Tri phiu (bond) l cng c n di
hn do Chnh ph hoc cng ty pht hnh
nhm huy ng vn di hn. Tri phiu do
chnh ph pht hnh gi l tri phiu
chnh ph (government bond) hay tri
phiu kho bc (treasury bond). Tri phiu
do cng ty pht hnh gi l tri phiu
cng ty (corporate bond).
Trn tri phiu bao gi cng c ghi
Answer:
Bond is a long-term debt instruments
issued by the Government or company
in order to mobilize long term capital.
Bonds issued by the government called
Government bond or Treasury bond.
Bonds issued by a company called
corporate bond.
Bond has always written a certain
amount, called face value of bonds.
Page 198
_________________________________________________

mt s tin nht nh, gi l mnh gi ca
tri phiu. Mnh gi (face or par value)
tc l gi tr c cng b ca ti sn.
Ngoi vic cng b mnh gi, ngi ta
cn cng b li sut ca tri phiu. Li
sut m ngi pht hnh cng b uc gi
l li danh ngha ca tri phiu tc l li
sut m ngi mua tri phiu c hng,
n c tnh bng s tin li c hng
chia cho mnh gi ca tri phiu tu theo
thi hn nht nh.
Face value (face or par value) is
published values of assets. In addition
to announcing the face value, we also
announced interest rate bonds. The
interest rate that issuers are called
public interest of nominal interest rate
bonds mean the interest the buyers are
entitled; it is calculated by dividing the
interest shall be entitled divide face
value of bonds, depending on specified
period.
15. Tri khon l g? 15. What is debenture?
Tr li:
Tri khon (debenture) l mt cng c n
khng c bo m bng cc ti sn hu
hnh hoc k qu no m n ch c m
bo bng mc tin cy v kh nng tr
n hay l uy tn ca chnh cng ty pht
hnh tri khon. C chnh ph v cc
doanh nghip u thng xuyn pht hnh
loi tri khon ny huy ng vn.
Ging vi cc loi chng khon khc, tri
khon c pht hnh di dng cc t
tri khon.
Answer:
Debenture is a debt instrument not
secured by any tangible assets or funds
that it is only secure by reliability of
solvency or reputation of the issuing
company. Both government and
enterprises are often issue this
debenture to raise capital. Same as other
types of stocks, debenture is issued in
form of debenture paper.
16. S khc nhau gia C phiu v
Tri phiu l g?
Stocks and Bonds?
Tr li:
- C phiu c gi l chng khon
vn, trong khi tri phiu c gi l
chng khon n.
- Mt nh u t khi nm gi c
phiu ca mt doanh nghip trn
TTCK, nh u t c quyn lm
ch mt phn ca doanh nghip ,
tng ng vi tr gi c phiu
Answer:
- Stocks are known as equity
sercurities, while bonds are
called debt sercurities.
- An investor holding stocks of an
enterprise on the stock market,
this investor has the right to take
owner a part of that enterprise,
equivalent value of their stocks.
Page 199
_________________________________________________

mnh c.
- Ngc li, khi mt nh u t nm
gi mt s tri phiu ca mt doanh
nghip trn TTCK, nh u t l
ch n ca doanh nghip vi tr gi
tri phiu ngi y ang nm gi.
- Gia tri phiu v c phiu c s
lin kt, l trng hp tri phiu
chuyn i c thnh c phiu v
c th giao dch trn th trng
chng khon. Khi nh u t mua
tri phiu, tc cho doanh nghip vay
mt s tin bng tr gi mua tri
phiu, nhng h vn k vng rng
DN s c li v c tng lai pht
trin, nh u t a ra iu kin l
tng phn hoc ton phn tr gi tri
phiu s c chuyn i thnh c
phiu. Khi t vai tr ch n, nh
u t tr thnh mt trong cc s
hu ch ca DN v chuyn chng
khon n thnh chng khon vn.
- Conversely, when an investor
holds some bonds of an
enterprise on the stock market,
investors are creditors of the
enterprise with value of bonds he
holds.
- Between bonds and stocks has a
connection that is bonds
converting into stocks and it can
trade on the stock market. When
investors buy bonds mean lending
for enterprise amount of money
by buying bonds, but they still
expect that enterprises will have
profit and growth in the future,
investors give request a part or
total value of bonds will be
converted into stocks. Then from
the role of creditors, investors
became one of owners of
enterprise and converts debt
securities into equity securities.
17. Phn bit s khc nhau gia Tri
phiu, Tn phiu v K phiu?
Bond, Treasury bill and Teno
draft?
Tr li:
+ Tri phiu
i tng pht hnh c th l doanh
nghip (tri phiu doanh nghip),
mt t chc chnh quyn nh Kho
bc nh nc (tri phiu kho bc),
chnh quyn (cng tri hoc tri
phiu chnh ph). i tng pht
hnh s qui nh v thi hn v li
sut...
i tng mua tri phiu, hay tri
Answer:
+ Bond
Issuers can be an enterprise
(corporate bonds), a government
organization such as the State
Treasury (Treasury bills), and
government (government bonds).
Issuers will be required within the
period and interest rates, ...
The buyers of bonds, or
bondholders, maybe personal or
Page 200
_________________________________________________

ch, c th l c nhn hoc doanh
nghip hoc chnh ph. Tn ca tri
ch c th c ghi trn tri phiu
(trng hp ny gi l tri phiu ghi
danh) hoc khng c ghi (tri
phiu v danh).
Thi hn: c th di 1 nm (tri
phiu ngn hn) hay lu hn (5, 7
hay 10 nm...)
+ Tn phiu
L mt giy chng nhn n ca c
nhn, ca cng ty, trong cc iu
kin hai bn t tha thun vi
nhau (ghi r thi gian tr li vn v
t l li trn vn)
L giy t c gi do chnh ph, ngn
hng nh nc hay doanh nghip
pht hnh, mc ch l huy ng vn
trong ngn hn (di 1 nm)
+ K phiu
L mt loi chng khon, trong
ngi k pht cam kt s tr mt s
tin nht nh vo mt ngy nht
nh cho ngi hng li c ch
nh trn lnh phiu hoc theo lnh
ca ngi hng li tr cho mt
ngi khc.
Tr mt s tin nht nh mt cch
v iu kin & ghi r tn ngi th
hng.
Xt v bn cht, k phiu l mt loi
tri phiu ngn hn vi thi gian o
hn l khong trn di 1 nm
nhng khng qu 7, 8 nm v
thng do cc ngn hng thng mi
pht hnh.
enterprise government. The name
of bondholders can be recorded
on the bond (this case is called
registered bond) or do not record
(bearer bond).
Duration: maybe less than 1 year
(short-term bonds) or longer (5, 7
or 10 years...)
+ Treasury bill
A debt certificate of a personal or
a company, in which the
conditions of two parties
negotiate with each other (clear
written repayment time and
earning ratio on capital)
A valuable paper issued by the
government, central bank or
enterprise, with purpose of raising
capital in short term (less than 1
year)
+ Teno draft
As a stock in which the drawer is
committed to pay a certain
amount on a specified date to the
beneficiary named on draft or by
order of this beneficiary to pay
for another person.
Unconditionally pay a certain
amount and clear written name of
the beneficiary.
Naturally, tenor draft is a short-
term bond with expired date is
approximately 1 year but not
more than 7, 8 years and usually
issued by commercial banks.
A shorter period for payment is
Page 201
_________________________________________________

Thi hn thanh ton ngn hn l
im khc bit chnh gia k phiu
v tri phiu.
K phiu (v hi phiu) dng thanh
ton cho cc bn xut nhp khu.
the main difference between tenor
draft and bonds
Bonds (and bill of exchange) are
used to pay for importing and
exporting party.
18. Phn bit s khc nhau gia hi
phiu, thng phiu v chp
phiu?
18. What is the didifference
between bills of exchange,
commercial paper and
acceptance?
Tr li:
+ Hi phiu:
L mnh lnh tr tin v iu kin
di dng vn bn do mt ngi k
pht (ngi k pht hi
phiu: drawer) cho mt ngi khc
(ngi th hng: drawee), yu cu
ngi ny ngay khi nhn thy hi
phiu hoc vo mt ngy c th nht
nh hoc vo mt ngy c th xc
nh trong tng lai phi tr mt s
tin nht nh cho ngi hoc
theo lnh ca ngi ny tr cho
ngi khc hoc tr cho ngi cm
phiu (gi chung l ngi c tr
tin: payee).
Ngi nhn thy hi phiu s tr tin
ngay hay tr sau s ngy tha
thun (v d nh sau 30 ngy k t
ngy nhn thy hi phiu...)
Khng c thi hn lu nh k phiu
+ Thng phiu:
Do cc cng ty ln pht hnh nhm
m bo tr nhng khon vay ngn
hn cho ngn hng.
L loi cng c khng c m bo
Answer:
+ Bill of exchange:
It is an unconditional payment
order in written by drawer to
another (the drawee), ask this
person pay at sight drafts or to pay
on a specific date in the future or
pay a certain amount for that
person or by order of this person
pay to the other or the bearer
(called as the payee).
The person who see this draft will
pay at sight or pay after agreed
number of days (i.e 30 days after
seeing the draft, ...)
No longer as promissory notes
+ Commercial paper:
Issued by large companies to
ensure payment of short-term
loans to banks.
A type of unsecured instrument
and always sold at discounted
price.
+ Acceptance:
As an acceptance of a bank, it is
Page 202
_________________________________________________

v lun bn vi gi chit khu.
+ Chp phiu:
L mt chp nhn ca ngn hng,
thc cht l mt thng phiu trong
c quy nh ngy v s lng tin
cn thanh ton.
L do ngi vay thng s dng
loi chp nhn ngn hng ny l v
qui m ti chnh ca h qu hn ch
hoc qu mo him khi t mnh pht
hnh thng phiu.
actually a commercial paper in
which contains the number of
days and the amount of payment.
The reason for borrowers often
use this banks acceptance that
because their financial scale too
limit or too risky to issue
commercial paper by yourself.
19. Li thu chi l g? 19. What is overdraft interest?
Tr li:
Nu khch hng tha thun trc vi
ngn hng v mc thu chi cho php v
khon tin rt vt qu ch nm trong
mc thu chi cho php, th ngn hng s
tnh li sut bnh thng vi mc li
sut c tha thun. Cn nu KH
thu chi cao hn mc cho php th ngn
hng s tnh ph v p dng li sut thu
chi vi khon tin thu chi .
Answer:
Overdraft occurs when the customer
withdrawals from bank account more
than existing balance. This creates a
negative balance on account and
means the bank has granted a credit.
If the customer prior agreement with
bank about overdraft and allow
withdrawals exceeded only in agreed
overdraft limit, the bank will charge a
normal interest rate with agreed
interest rate. If the customer
overdraws higher than agreed
overdraft limit, the bank will charge
fees and apply overdraft interest rate
this overdrafts.
20. Li d thu, li d chi l g? 20. What is accrued interest and
prepaid interest?
Tr li:
Cc ngn hng tin hnh huy ng vn
thng qua: Tin gi tit kim, tin gi
thanh ton...hay pht hnh giy t c
Answer:
The banks conducted raising capital
through: Savings deposits, demand
deposits ... or issuing valuable
Thu chi xut hin khi vic KH rt tin
t ti khon ti ngn hng nhiu hn s
d hin c. iu ny to ra mt s d
m trn ti khon v ng ngha vi vic
ngn hng cp cho KH mt khon tn
dng.
Page 203
_________________________________________________

gi, ngn hng bt buc phi tr li cho
khch hng. Vic tr li c thc hin
theo 1 trong 3 phng thc:
- Tr li trc
- Tr li nh k
- Tr li sau
Trong hnh thc tr li sau: Vic
thanh ton cho khch hng s c thc
hin khi hp ng tin gi o hn. Nh
vy, trong sut khong thi gian tn ti
ca hp ng ny, ngn hng cn thc
hin d tnh s li phi tr cho khch
hng theo nguyn tc k ton dn tch
(hay gi ngn li l Li d chi)
Trong trng hp ngc li, ngn
hng cho vay ra v n k khch hng
phi tr vo s tin li vay th khon
gi l Li d thu.
= Cc khon li u l cc dng tin
xy ra trong tng lai, d tnh cn c
vo hp ng k nn c tn gi l
Li d thu, d chi ch khng phi l
Li thc thu, thc chi.
papers, banks are required to pay
interest to customers. The interest
payment is made by one of three
methods:
- Prepaid Interest
- Periodically Interest
- Late payment Interest
In form of late payment interest:
The payment to customer will be
made when agreement of deposit
matures. Thus, during existing period
of this contract, banks should make
calculate of interest payable to
customers under accrual accounting
principles (or short call is Prepaid
interest)
In the opposite case, bank lending
out and customers must pay interest
on the contribution amount is called
Accrued interest.
= The interests are cash flows occur
in the future, estimates based on
contracts signed so called
Accrued interest, prepaid interest
rather than actual receives, actual
spends.
21. Ngi nc ngoi gi tin tit
kim bng ngoi t ti ngn hng
th ngn hng s chi tr tin gc,
li bng loi tin no?
21. What types of currency does a
bank pay principal and interest
in case a foreigner in case he
deposit foreign currency?
Tr li:
Theo Khon 3, iu 15 thuc Q
1160/2004/Q-NHNN ngy 13/9/2004
NHNN quy nh Quy ch v tin gi
tit kim th Khch hng gi tin tit
Answer:
According to Item 3, Article 15 of
Decision No. 1160/2004/QD-NHNN
dated September 13, 2004 of State
bank of Vietnam about Regulations
Page 204
_________________________________________________

kim bng loi tin no (VN hoc
ngoi t) th c thanh ton (rt gc v
li) bng loi tin .
Nh vy, trng hp khch hng gi
tin bng USD th c th c thanh
ton tin gc, li bng USD hoc VN
(nu c nhu cu) quy i theo t gi
mua ngoi t ca ngn hng ti thi
im rt tin.
on saving regulated that the
customer deposit money in what
currency (VND or foregin currency)
will be paid (withdraw principal and
interest) in that currency.
Thus, if customers deposit money in
dollars, they may be paid principal
and interest in USD or VND (if have
demand) follow exchange rate of
foreign currency of bank at time of
withdrawal.

Chng 4: Cu hi v tr Thanh ton quc t
Chapter 4: Interview questions for International Payment Position
KIN THC CHUNG
1. Bn bit m t cng vic ca v tr nhn vin Thanh ton
quc t cha?
80%
2. Theo bn nhn vin Thanh ton quc t cn nhng k nng
no? K nng no l quan trng nht?
40%
KIN THC NGHIP V
3. Trnh by cc iu kin p dng tp qun quc t quy nh trong
h thng lut ca nc CHXHCN Vit Nam v gii thiu nhng
vn bn php lut ch yu quy nh cc iu kin ?
35%
4. Ph sut tn dng (cost of credit) l g? 20%
5. Phn tch cc yu t cu thnh ca ph sut tn dng? 15%
6. T gi hi oi l g? Cc loi ngoi hi quy nh trong Quy
ch qun l ngoi hi ca NHNN?
20%
7. Chuyn ch hng ho bng ng st. Cc toa tu c ni vi
cng mt on tu. Th tn dng quy nh partial shipments not
25%
Page 205
_________________________________________________

allowed. Hng ho c chuyn ch trn ba toa xe, mi toa 60
tn v trong cng mt ngy, theo cng mt tuyn ng st, cng
mt ni d hng xung bi cng mt on tu. Ngi chuyn ch
pht hnh ba vn ti n ng st khc nhau. Hi theo quy
nh ca UCP 500 1993 ICC:
Liu cc toa xe c th coi l nhng phng tin vn ti khc
nhau khng?
Liu Ngn hng pht hnh c t chi tip nhn cc vn ti n
ng st v L/C quy nh partial shipment not
allowed?
8. Freight forwarder l g? V sao cn Freight forwarder
trong thng mi quc t?
25%
A. CHUYN TIN
9. Phng thc chuyn tin (Remittence) l g? c im v
trng hp p dng?
40%
B. GHI S
10. Phng thc thanh ton ghi s (Open Account) l g? c im
v trng hp p dng?
30%
11. Nu quy trnh ca phng thc thanh ton ghi s (Open
Account)?
25%
C. TN DNG CHNG T
12. Transferable L/C l g? Dng trong trng hp no? Cc m hnh
chuyn nhng L/C?
25%
13. Mt L/C yu cu Ngi hng li xut trnh Clean on Board
Bill of Lading. Ngn hng pht hnh kim tra chng t pht
hin ra rng trn Bill of Lading xut trnh xo ch Clean, do
ngn hng pht hnh cho rng Bill of Lading ny l
Unclean, nn t chi tip nhn chng t v tr li ngi
xut trnh. Hi ngn hng lm nh vy l ng hay sai, bit rng
L/C ny c ghi l tham chiu UCP 500 1993 ICC?
30%
14. Trnh by cc quy trnh nghip v thanh ton bng L/C nhp khu
theo tp qun ca cc NHTM Vit Nam. Vai tr ca chi nhnh
ca cc NHTM trong quy trnh nghip v thanh ton ny nh th
no. Nu chi nhnh c ngn hng pht hnh ch nh l ngn
30%
Page 206
_________________________________________________

15. Th tn dng thng mi (Commercial Letter of Credit) l g?
Tnh cht ca L/C thng mi? Trong bun bn thng qua trung
gian, ngi ta thng s dng loi L/C no?
35%
16. L/C gip lng (Back to back L/C) l g? c im v trng
hp p dng?
35%
17. L/C iu khon (Red Clause L/C) l g? c im v trng
hp p dng?
35%
D. NH THU
18. C nhng loi nh thu no? Phng thc no c p dng ph
bin? V sao?
40%

1. Bn bit m t cng vic ca v
tr nhn vin Thanh ton quc t
cha?
1. Have you ever know job
descriptions of international
payment staff position?
Tr li:
Cng vic ca nhn vin Thanh ton
quc t tm tt theo nghip v nh sau:
1- Nhp khu
Pht hnh/ Tu chnh L/C nhp
khu;
Nhn chng t
Kim tra chng t;
K hu vn n hoc pht hnh
bo lnh nhn hng cho khch
hng;
Thanh ton L/C;
Answer:
The tasks of an international payment
staff are summary according to
transactions as follows:
1- I mport
Issuing/ Amending Importing
L/C;
Receiving the documents;
Checking the documentation;
Endorsing bills or issuing
deliver guarantee to customers;
Paying L/C;
hng tr tin (Paying bank) cho ngi hng li L/C th c tri g
vi UCP 500 1993 ICC khng?
Page 207
_________________________________________________

Nh thu nhp khu.
2- Xut khu
Pht hnh L/C hoc tu chnh L/C
xut khu;
Kim tra chng t;
Thanh ton L/C;
Thc hin nghip v Nh thu;
Bo lnh.
(Ni dung cng vic ca Nhn vin
Thanh ton quc t c ghi chi tit
c th hn Phn 6 ca sch. Bn c th
XEM THM TI Y)
Import Collection.
2- Export
Issuing/ Amending Exporting
L/C;
Checking the documentation;
Paying L/C;
Collection transaction;
Guarantee.
(Tasks description of an international
saff will be noted in more detail in
Part of this book. You can SEE
MORE HERE)
2. Theo bn nhn vin Thanh ton
quc t cn nhng kin thc, k
nng no? K nng no l quan
trng nht?
2. In your opinion what skills and
knowledge are requiring for
international payment staff?
What is the most important skill?
Tr li:
Nhn vin TTQT thng xuyn phi
kim tra b chng t xut nhp khu,
pht hnh, tu chnh L/C v thc hin cc
nghip v thanh ton quc t khc.
Do , nhn vin TTQT cn bit:
- Ting Anh, c bit l ting Anh lnh
vc Ti chnh, Ngn hng, ting Anh
s dng trong cc hp ng ngoi
thng
- Nhn vin TTQT cn nm r cc kin
thc v Lut, v cc khi nim, lut
php s dng trong TTQT
- Nhn vin TTQT cng cn c nhng
k nng nh: Cn thn, t m, nhy
bn; kh nng chu c p lc cao.
Trong cc k nng th s cn thn, t m
Answer:
An international staff usually to check
export and import documents, issuing
and admend L/C and do other
international transactions.
Therefore, an international staff need to
know:
- English, especially English in
Finance, Banking areas, English in
use in foreign trade contracts
- An international staff needs to
understand knowledge of law,
concepts and laws used in
international payment.
- An international staff also needs
skills such as: Careful, detailed,
Flair; ability to stand with high
Page 208
_________________________________________________

3. Trnh by cc iu kin p dng tp
qun quc t quy nh trong h
thng lut ca nc CHXHCN Vit
Nam v gii thiu nhng vn bn
php lut ch yu quy nh cc iu
kin ?
3. Presenting applying conditions
for rules of customary
international law system of the
Socialist Republic of Vietnam
and introducing of primary
legislation specified those
conditions?
Tr li:
Php lut nc CHXHCN Vit Nam cho
php cc php nhn v th nhn Vit Nam
tham gia cc hot ng kinh t i ngoi
p dng cc tp qun thng mi quc t
vi nhng iu kin sau y :
- Cc cng c m chnh ph Vit Nam
k kt hoc ang tham gia khng
iu chnh n;
- B lut dn s ca nc CHXHCN
Vit Nam khng iu chnh n;
- Cc lut khc c lin quan n cc ch
th tham gia kinh t i ngoi khng
iu chnh n;
- Hp ng, kh c k kt gia cc ch
th Vit nam v nc ngoi khng iu
chnh n;
- Vic p dng v hu qu ca vic p
dng cc tp qun quc t khng tri
vi nhng nguyn tc c bn ca php
lut nc CHXHCN Vit Nam v
hoc khng lm thit hi n li ch
Answer:
Socialist Republic of Vietnam law
allows legal entities and personal of
Vietnam may participate in external
economic activities apply International
Commerce Terms (Incorterms) with
following conditions:
- The convention that government of
Vietnam has signed or is
participating does not adjusted to;
- Civil Code of Socialist Republic of
Vietnam does not adjust to;
- The other laws related to the
participants of external economic
relations do not adjust to;
- The contract, loan contract signed
between Vietnamese and Foreign
country subjects do not adjust to;
- The application and effects of
adoption of international practices
not inconsistent with the
fundamental principles of law and
In those skills, Careful and detailed
always highly promotion in an
international staff.
pressure. lun c cao hn c mt Cn b
TTQT.
Page 209
_________________________________________________

Tr li:
Socialist Republic of Vietnam or do
not damage to the interests of
Vietnam.
ca Vit Nam.
Cc lut c lin quan:
- B lut dn s ca nc CHXHCN
Vit nam 1995, iu 827.
- Lut thng mi ca nc CHXHCN
Vit nam 1997, iu 4.
- Lut cc t chc tn dng 1997, iu 3.
- Ngh nh 63/1998/N-CP ngy
The relevant law:
- Civil Code of Socialist Republic of
Vietnam in 1995, Decision No. 827.
- Commercial Law of the Socialist
- Law on Credit Institutions 1997,
Decision No. 3.
Republic of Vietnam in 1997,
Decision No. 4.
August 17, 1998 on foreign
exchange management.
- Decree No. 63/1998/ND-CP dated
17/08/1998 v qun l ngoi hi.
4. What is cost of credit? 4. Ph sut tn dng (cost of credit) l
g?
Ph sut tn dng l mt t l phn trm tnh
theo nm ca quan h so snh gia tng chi
ph vay thc t v tng s tin vay thc t.
Cost of credit is a percentage calculated
by years of comparing relation between
total actual borrowing costs and actual
loan amount.
Answer: Tr li:
5. Phn tch cc yu t cu thnh ca
ph sut tn dng?
5. Analysis components of cost of
credit?
Answer:
The constituent elements of cost of
credit include:
- Loan interest rate as a percentage of
the amount borrowed.
- The interest rate depends on type of
credit, credit terms and conditions
for use of credit and collateral value
to mortgage or pledged to secure
- Mc li sut ph thuc vo loi tn
dng, thi hn tn dng, iu kin s
dng tn dng v gi tr ca vt th
cht hoc cm c m bo tin vay.
- Li sut vay ca ngn hng l t l
phn trm tnh trn s tin vay.
Cc yu t cu thnh ca ph sut tn dng
gm c:
Page 210
_________________________________________________

- Chu nh hng ca quan h cung v
cu tn dng;
- Chu chi phi bi chnh sch chit
khu ca Ngn hng Trung ng;
- Trong iu kin nn kinh t m, chu
nh hng bi li sut quc t hoc
khu vc;
- Chim t trng ln trong ph sut tn
dng.
- Th tc ph v l ph vay ca ngn
hng l t l phn trm tnh trn s
tin vay
- Mc l ph v th tc ph ph thuc
vo loi tn dng, khng ph thuc
vo s lng tn dng nhiu hay t.
- Cng b cng khai, t bin ng.
- Xu hng gim, do cnh tranh tn
dng
- Hoa hng tr cho ngi mi gii tn
- Hoa hng thng khng c cng b
cng khai
Cc chi ph giu mt khc.
- Chi ph thit hi pht sinh do ngi i
vay khng c rt ht s tin vay,
m thng phi t cc mt % nht
nh trn ti khon vay trong sut thi
hn tn dng.
- Nhng chi ph tiu cc khc dng
k kt hp ng tn dng.
loans.
- Influenced by supply and demand
relationship of credit;
- Controlled by discount policy of the
Central Bank;
- In open economy conditions, it
effected of international or regional
interest rates;
- Ocupying a large proportion of cost
of credit.
- Charge for trouble and loan fees is a
percentage of the amount borrowed
- Fees and charge for trouble depends
on types of credit, do not depend on
quatity of credit more or less.
- Public proclaim, less change.
- Declining trend, due to competitive
credit
- Commissions paid to loan brokers as
a percentage of the amount
borrowed.
- Commission depends on type of
credit, credit purposes.
- Commission are often not publicly
The other hidden costs.
- Cost of damage incurred by the
borrower may not withdraw all the
money borrowed, which tends to
deposit a certain percent on
borrowing account during credit
period.
- The other negative cost use to sign
on credit contract.
- Hoa hng ph thuc vo loi tn
dng, mc ich s dng tn dng.
dng l t l phn trm tnh trn s tin
vay.
Page 211
_________________________________________________

6. T gi hi oi l g? Cc loi ngoi
hi quy nh trong Quy ch qun l
ngoi hi ca NHNN?
6. What is exchange rate? Foreign
exchange regulations in Foreign
Exchange Control Regulations of
the State Bank?
Tr li:
T gi hi oi l quan h so snh gia
cc tin t ca cc nc vi nhau hoc l
gi c ca tin t nc ny th hin bng
mt s tin t nc kia hoc ngc li.
Cc loi ngoi hi gm c:
1- Ngoi t (Foreign Currency);
2- Cc phng tin lu thng tn dng
ghi bng ngoi t: Sc, Hi phiu, K
phiu, Th tn dng...
3- Cc loi chng khon c gi ghi bng
ngoi t: C phiu, Tri phiu, Chng
khon phi sinh....
4- Vng c dng lm phng tin
thanh ton quc t;
5- Ni t c ngun gc ngoi t.
Answer:
The exchange rate is comparable
relationship between the currencies each
of countries or the price of currency in
this country measured by some
currencies of others or vice versa.
Foreign exchange includes:
1- Foreign Currency;
2- Credit flow facilities denominated
in foreign currencies: Cheque, Bill
of Exchange, promissory note,
Credit Card ...
3- The price of securities denominated
in foreign currencies: Stock, Bond,
Derivative Documents....
4- Gold is used as a means of
international payments;
5- Dosmetic currency has origin
foreign currency.
7. Chuyn ch hng ho bng ng
st. Cc toa tu c ni vi cng
mt on tu. Th tn dng quy
nh partial shipments not allowed.
Hng ho c chuyn ch trn 3
toa xe, mi toa 60 tn v trong cng
mt ngy, theo cng mt tuyn
ng st, cng mt ni d hng
xung bi cng mt on tu. Ngi
chuyn ch pht hnh 3 vn ti
n ng st khc nhau. Hi theo
quy nh ca UCP 500 1993 ICC:
7. Transporting goods by railway.
The rail vehicles are connected in
the same train. The letter of
credit regulates partial
Shipments not allowed. Goods
are transported on 3 (three)
carriage, each of carriage is 60
tons and in same day, in the same
railway line, the same unloading
place by the same train. Carrier
has issued 3 (three) different
railway bills. Question: according
Page 212
_________________________________________________

Liu cc toa xe c th coi l nhng
phng tin vn ti khc nhau
khng?
Liu Ngn hng pht hnh c t
chi tip nhn cc vn ti n
ng st v L/C quy nh
partial shipment not allowed?
to UCP 500 1993 ICC:
Does the carriage can be seen as
differently means of transport?
Does the issuing bank refuse
that railway bill beause L/C has
defined partial shipment not
allowed?
Tr li:
Cc toa xe ni vi on tu khng th coi
l phng tin vn ti khc, bi v nu tch
cc toa xe ny ra khi on tu, th chng
khng th coi l mt phng tin vn ti.
iu 40b UCP 500 1993 ICC quy nh
hng c chuyn ch trn cng nhiu
phng tin vn ti v cng chung mt
hnh trnh chuyn ch, cng mt ni hng
n s khng c coi l giao hng tng
phn. i chiu vi iu quy nh ni trn,
l hng 180 tn ny cng khng c coi
l giao hng tng phn, cho nn ngn
hng t chi tip nhn chng t vn ti
ny l sai.
Answer:
The carriages connect with train can not
be seen as means of transport, because
if separate these carriages with train,
they can not be regarded as a means of
transport.
Article 40b UCP 500 1993 ICC
regulated that the goods is carried on
the same multiply transportation and
same transport journey, the same
destination, will not be regarded as
partial shipments. Compared with
above regulations, 180 tons of goods
are also not regarded as partial
shipments, so the bank refuses this
transport documents is false.
8. Freight forwarder l g? V sao
cn Freight forwarder trong
thng mi quc t?
8. What does Freight forwarder
mean? Why we need Freight
forwarder in international
trade?
Tr li:
Freight forwarder (Ngi giao nhn) hay
cn gi tt l Forwarder (Hng vn ti)
l thut ng ch ngi (hoc cng ty) lm
ngh giao nhn vn ti (forwarding). V
c bn, y l bn trung gian, nhn vn
chuyn hng ca ch hng, hoc gom
nhiu l hng nh (consolidation) thnh
Answer:
Freight Forwarder or short name is
Forwarder... is a term for people (or
companies) engaged in making freight
forwarding. Basically, this is the
intermediary, receiving goods from the
owner or collecting many
consolidations into larger shipments,
Page 213
_________________________________________________

nhng l hng ln hn, sau li thu
ngi vn ti (hng tu, hng hng
khng) vn chuyn t im xut pht ti
a im ch.
Cn Forwarder v:
Khch hng nh khng d tip cn
v mc c trc tip vi hng vn ti,
v h cn bn trung gian l
forwarder p ng nhu cu vn
chuyn hng ha.
S dng forwarder s gip gim chi
ph, v h s tm tuyn ng vn
chuyn tt nht, phng thc v
hng vn ti ph hp nht cho nhu
cu ca bn. Cc forwarder cng thu
xp nhiu l hng nh ng ghp
(consolidate) v vn chuyn ti a
im ch, nh vy m tit gim chi
ph cho tng ch hng ring l.
Vit Nam, mt s cng ty giao
nhn l "sn sau" ca nhng ngi
c v tr ti cc hng vn ti, cng,
ch hng...; l ni gii quyt "nhu
cu" ca cc bn. y l mt thc
trng nhc nhi nhng vn ang tn
ti kh ph bin.
then re-hire carriers (ship firm, air firm)
transports from start point to target
locations.
Need Forwarder because:
Small customers are not accessible
and bargain directly with
forwarders, and they need the
intermediary is the forwarder to
meet their freight demands.
Use the forwarder will help reduce
costs because they will find the best
transit route, method and best
forwarder suited for your needs.
The forwarders also arrange several
small shipments to consolidate and
transport to the target location, so
that cost reduced for each
individual owner.
In Vietnam, some logistics
company as the backyard of those
had positions at forward, ports,
shippers ...; is the place solves
demands of the parties. This is a
painful reality but exists quite
popular.
A. CHUYN TIN A. REMITTANCE
9. Phng thc chuyn tin
(Remittence) l g? c im v
trng hp p dng?
9. What is Remittance method?
What are the characteristics and
cases to be applied?
Tr li:
Phng thc chuyn tin l phng thc
trong quy nh khch hng (ngi yu
cu chuyn tin) yu cu ngn hng
chuyn mt s tin nht nh cho mt
Answer:
Remittance method is a method in which
the customer (Remittance applicant)
requires the bank to transfer a certain
amount of money to another person (the
Page 214
_________________________________________________

ngi khc (ngi hng li) mt a
im quy nh bng phng tin chuyn
tin do khch hng yu cu.
Remittance methods include Mail
Transfer Remittance (M/T) and
Telegraphic Transfer Remittance (T/T).
Cc phng tin chuyn tin gm c
chuyn tin bng th (M/T) v chuyn
tin bng in (T/T).
beneficiary) at a specified location by
means of remittance requested by
customer.
Cases to be applied:
- Directly payments for importing
goods;
- Overseas remittance to the country;
- Outward investment remittance;
- Remittance to pay for non-
commercial activities of
government, economic
organization, culture, society and
individuals ...
khu ;
- Chuyn tin kiu hi v nc;
- Remittance to repay for foreign
country;
- Remittance to pay dividends,
international bond yield;
- Remittance to other factors arising
between two countries.
Characteristics:
- There is no international law and
international practice to adjust this
method, depending on national laws
of each country;
- There are two types of Remittance
methods:
Independent Remittance methods
Remittance methods are part of
other payment method, or partly
opening or end of all other payment
Phng thc chuyn tin l mt b
phn ca cc phng thc thanh
ton khc, hoc m u mt phn
hoc kt thc ton b phng thc
thanh ton khc.
Phng thc chuyn tin c lp;
- C hai loi phng thc chuyn
tin:
thc ny, ph thuc vo lut quc
gia ca mi nc;
- Cha c lut quc t cng nh tp
qun quc t iu chnh phng
sinh gia hai nc.
c im:
- Chuyn tin tr n nc ngoi;
- Chuyn tin thanh ton c tc, tri
tc quc t;
- Chuyn tin cho yu t khc pht
ng phi thng mi ca Chnh ph,
t chc kinh t, vn ho, x hi, c
nhn....
- Chuyn tin u t ra nc ngoi;
- Chuyn tin thanh ton cc hot
Cc trng hp p dng:
- Chuyn tin thanh ton hng nhp
Page 215
_________________________________________________

- L mt phng thc thanh ton n
gin nht trong cc phng thc
thanh ton quc t.
methods.
- It is the most simple payment
method in international payment
methods.
B. GHI S B. OPEN ACCOUNT
10. Phng thc thanh ton ghi s
(Open Account) l g? c im v
trng hp p dng?
10. What is Open account payment
Method? What are the
characteristics and cases to
apply?
Tr li:
Phng thc thanh ton Ghi s: l
mt phng thc trong quy nh
Ngi bn m mt S ci ghi N
Ngi mua sau khi Ngi bn hon
thnh ngha v giao hng hoc cung ng
dch v. nh k nht nh, Ngi mua
s chuyn tin thanh ton cho Ngi
bn. Kt thc hp ng, hai bn s gp
nhau v quyt ton S n.
Cc trng hp p dng:
i vi Ngi bn, phng thc
Ghi s khng c s tham gia ca
ngn hng;
Ch m S n ni Ngi bn,
Ngi mua m s ch l theo di,
khng c gi tr php l;
p dng ph bin trong thanh ton
ni thng;
S dng ph bin trong phng thc
gi bn, i l tiu th;
Ngi bn phi tin tng vo kh
nng thanh ton ca Ngi mua;
Gi mua hng theo phng thc ny
Answer:
Open account payment method: is a
method in which the seller opens a
book ledger to debit the buyer after the
seller has fulfilled his obligations to
deliver goods or provide services.
Periodically, the Buyer will transfer
money to pay to the seller. End of the
contract, both parties will meet each
other and settle this ledger.
Cases to be applied:
For the Sellers, the form of records
without participation of banks;
Only openning debts book in where
the seller, the buyer open a book
just follow, no legal validity;
Commonly apply in domestic trade
payment;
Use commonly consignment
method, agents to sell;
The seller must trust in the
solvency of the buyer;
The purchasing price by this
method is usually higher than sight
Page 216
_________________________________________________

C. TH TN DNG C. LETTER OF CREDIT
12. Transferable L/C l g? Dng
trong trng hp no? Cc m
hnh chuyn nhng L/C?
12. What is Transferable L/C?
What case in use? What models
of transfer L/C?
Tr li:
Transferable L/C (L/C chuyn nhng) l:
Loi L/C trong quy nh quyn ca
Ngi hng li hin hnh (Ngi hng
li th nht) c th yu cu Ngn hng
pht hnh (Issuing bank) chuyn nhng
mt phn hoc ton b quyn thc hin
L/C cho mt hay nhiu ngi khc. Ngi
ra lnh chuyn nhng gi l ngi hng
Answer:
Transferable L/C is a type of L/C in
which rule the rights of Current
Beneficiary (First Beneficiary) may
request the issuing bank (Issuing Bank) to
transfer part or all of the right to make
L/C for one or others. The person make
order is called as the first beneficiary. The
others are the second beneficiary.
thng cao hn thanh ton tr ngay,
bi v y l phng thc ti tr ca
Ngi bn cho Ngi mua.
payment, because this is the
financing method of the seller to
the buyer.
11. Please raise the process of Open
account method?
11. Nu quy trnh ca phng thc
thanh ton ghi s (Open
Account)?
Tr li:
Quy trnh thanh ton ca phng thc
thanh ton ghi s (Open Account) nh
sau:
Payment process of Open account
method as follows:
Answer:
The seller delivers goods or
provides services send shipping
documents directly to the buyer;
The seller records debts book to the
Buyer;
End of contract, two sides settle
debts book.
Periodically, the Buyer used
Transfer method to pay for the
Seller;
Ngi bn giao hng hoc cung ng
dch v v gi chng t gi hng
trc tip cho ngi mua;
Ngi bn ghi S n i vi Ngi
mua;
n tng nh k, Ngi mua dng
phng thc chuyn tin thanh
ton cho Ngi bn;
Kt thc hp ng, hai bn quyt
ton S n.
Page 217
_________________________________________________

li th nht. Ngi khc ngi ny l
ngi hng li th hai.
L/C chuyn nhng s dng trong thanh
ton thng qua trung gian, trong ngi
hng li th nht l ngi trung gian.
C ba m hnh chuyn nhng:
- Chuyn nhng L/C ti nc xut
khu: Ngi xut khu c hng li
mt L/C c th chuyn nhng ton
b hay tng phn quyn thc hin L/C
cho nhng ngi khc nc
ngi xut khu.
- Chuyn nhng L/C ti nc nhp
khu: Mt Cng ty ni a m L/C
chuyn nhng ni a mua hng
ca mt Cng ty NK. Cng ty NK
chuyn nhng ton b hay tng phn
quyn thc hin L/C cho mt hay
nhiu Cng ty XK nc ngoi.
- Chuyn nhng L/C qua mt nc
th ba: Cng ty nc A m L/C
chuyn nhng cho Cng ty nc B.
Cng ty nc B ra lnh chuyn
nhng L/C cho Cng ty nc C.
Transferable L/C used in transfer
payments through intermediaries, in
which the first beneficiary is
intermediary.
There are three transfer models:
- Transfer of L/C in exporting country:
the exporter to benefit a L/C may be
transferred in whole or in part the
right to make this L/C to others in
exporting country.
- Transfer of L/C through a third
country: A Company at A country
open transfer L/C to a company at B
country. Company at B country
ordered transfer that L/C to Company
at C country.
13. Mt L/C yu cu Ngi hng li
xut trnh Clean on Board Bill of
Lading. Ngn hng pht hnh kim
tra chng t pht hin ra rng
trn Bill of Lading xut trnh
xo ch Clean, do ngn hng
pht hnh cho rng Bill of Lading
ny l Unclean, nn t chi
tip nhn chng t v tr li ngi
xut trnh. Hi ngn hng lm nh
vy l ng hay sai, bit rng L/C
ny c ghi l tham chiu UCP 500
1993 ICC?
13. An L/C requires the Beneficiary
present Clean on Board Bill of
Lading. The issuing bank
checked documents and found
that the Bill of Lading presented
had removed the word Clean,
the issuing bank assume that Bill
of Lading is Unclean, so the
bank declined to receive
documents and returned to the
presenter. Does the bank do like
that is right or wrong, knowed
that L/C has written reference
- Transfer of L/C in importing country:
A local company open local transfer
L/C to purchase of an importing
company. Importing company
transfer in whole or part of the right
to make that L/C for one or more
foreign exporting companies.
Page 218
_________________________________________________

UCP 500 1993 ICC?
Tr li:
Theo iu 32 UCP 500 1993 ICC, chng
t vn ti hon ho l mt chng t
khng c iu khon hoc ghi ch no
ni r rng v tnh trng c khuyt tt
ca hng ho v hoc ca bao b. Bill of
lading ny xo t Clean, nhng trn
vn n khng c ghi ch g v tnh trng
c khuyt tt ca hng ho v hoc ca
bao b, cho nn vn n ny tho mn
iu 32 UCP 500 1993 ICC .
Ngoi ra theo iu 92, 113, 136, 162
ISBP 645 2002 ICC, nu t Clean xut
hin trn chng t vn ti v c xo
i th chng t s khng c coi l c
iu khon hoc ghi ch l khng hon
ho unclean. V vy ngn hng t chi
khng tip nhn Bill of lading ni trn l
sai.
Answer:
According to Article 32 UCP 500 1993
ICC, perfect shipping documents is a
document without any terms or clear
notes on the defective status of goods
and/or package. This Bill of Lading has
been removed the word Clean, but on
the Bill did not have notes on the
defective status of goods and/or
package, so this Bill to satisfy Article
32 UCP 500 1993 ICC.
Also according to Articles 92, 113, 136,
162 645 2002 ISBP ICC, if the word
Clean appears on transport
documents and have been removed, the
documents will not have been the
articles or notes is not perfect
unclean. So the bank refused to
receive Bill of Lading above is wrong.
14. Trnh by cc quy trnh nghip v
thanh ton bng L/C nhp khu
theo tp qun ca cc NHTM Vit
Nam. Vai tr ca chi nhnh ca
cc NHTM trong quy trnh nghip
v thanh ton ny nh th no. Nu
chi nhnh c ngn hng pht
hnh ch nh l ngn hng tr tin
(Paying bank) cho ngi hng li
L/C th c tri g vi UCP 500 1993
ICC khng?
14. Presenting payment process by
importing L/C follow
conventional commercial banks
in Vietnam. What is the role of
branches of commercial banks in
this process? If bank branches
are designated by issuing banks
as paying bank to the beneficiary
of L/C shall have anthing wrong
with UCP 500 1993 ICC or not?
Tr li:
Quy trnh nghip v:
- Ngi nhp khu vit n xin m
L/C gi n Chi nhnh ca Ngn
Answer:
Operating processes:
- The exporter write application for
L/C sent to the bank affiliate
Page 219
_________________________________________________

hng c ch nh pht hnh L/C.
- Chi nhnh Ngn hng pht hnh:
Thit k L/C.
Tu theo s u nhim ca Ngn hng
pht hnh , nu tr gi L/C t mc x
USD tr xung, th gim c chi
nhnh k L/C v chuyn ln Ngn
hng pht hnh pht hnh ra bn
ngoi.
Nu tr gi L/C t mc x USD tr ln,
th Tng gim c Ngn hng pht
hnh k L/C v Ngn hng pht hnh
pht hnh L/C ra bn ngoi.
- Mi vic pht hnh L/C u phi
qua Ngn hng thng bo l ngn
hng i l ca Ngn hng pht
hnh, nu khng, th phi qua mt
ngn hng th 3 c quan h i l vi
c 2 ngn hng pht hnh v Ngn
hng thng bo. Ngn hng thng bo
thng bo L/C cho ngi hng li.
- Ngi hng li s kim tra L/C,
nu chp nhn th giao hng, ngc
li th ngh tu chnh L/C.
- Sau khi hon thnh ngha v giao
hng theo hp ng, Ngi hng
li L/C lp chng t v xut trnh i
tin Ngn hng pht hnh thng qua
Ngn hng thng bo.
- Ngn hng thng bo chuyn chng
t i tin Ngn hng pht hnh
(hoc chi nhnh).
- Ngn hng pht hnh (hoc chi
nhnh) kim tra chng t trong thi
gian hp l khng qu 7 ngy lm
vic ngn hng quyt nh nhn
specified issue L/C.
- The bank affiliate issues:
Design L/C.
Depending on authorization of the
issuing bank, if the value of L/C
from the x dollars or less, then the
branch director signs L/C and
transfer to the bank issue to outside.
If value of L/C from the x dollars or
more, then general director of the
issuing bank signs L/C and the bank
issue to outside.
- All the issuance of L/C are required
through the advising bank as agent
bank of the issuing bank, if not,
they must go through a third bank
has correspondent relationship with
both the issuing bank and the
advising Bank. The advising bank
notice L/C to the beneficiary.
- The beneficiaries will check the
L/C, if it is accepted then delivery,
in vice versa, than proposal
amendment of L/C.
- After completion of the delivery
obligations under the contract, the
L/Cs beneficiary make documents
and present to recover money from
the issuing bank through the
advising bank.
- The advising bank sends documents
to claim the issuing bank (or the
affiliate).
- The issuing bank (or the affiliate)
checks documents in a reasonable
time not exceeding 7 (seven)
Page 220
_________________________________________________

hay t chi chng t.
- Trc khi quyt nh nhn hay t
chi chng t, Ngn hng pht hnh
(hoc chi nhnh) s thng bo kt
qu kim tra bng vn bn cho Ngi
yu cu m L/C kim tra li v yu
cu h tr li trong vng 2 ngy lm
vic ng hay t chi tip nhn
chng t .
- Nu Ngi yu cu ng tip nhn
chng t v ng thanh ton,
Ngn hng pht hnh (hoc chi
nhnh) s k hu B/L cho Ngi yu
cu h nhn hng. Ngn hng
pht hnh (hoc chi nhnh) chuyn
tr tin cho ngi hng li.
- Nu Ngi yu cu t chi nhn
chng t, Ngn hng pht hnh
(hoc chi nhnh) thng bo ngay cho
Ngi xut trnh v nhng sai bit
ca chng t v ch kin nh ot
chng t ca h. Trong mt thi gian
hp l, nu h khng c kin g th
Ngn hng pht hnh (hoc chi
nhnh) chuyn tr li chng t cho
h.
Vai tr ca Chi nhnh Ngn hng pht
hnh
- L Ngn hng u thc ca Ngn hng
pht hnh.
- Trong trng hp ny, Chi nhnh ca
Ngn hng pht hnh l Ngn hng
yu cu (Applicant Bank).
- Ngn hng pht hnh ch nh Chi
nhnh ng vai tr Ngn hng tr tin
ca L/C (Paying bank) l tri vi iu
working days to decide accept or
reject the documents.
- Before deciding to accept or reject
documents, the Issuing Bank (or the
affiliate) will notice testing results
in written to the applicant for
opening L/C to check back and ask
them to respond in within 2 (two)
working days to agree or reject to
receive the documents.
- If the applicant agrees to receive
documents and agree to pay, the
Issuing Bank (or the affiliate) will
endorse B/L for the applicant to
receive goods. The Issuing Bank (or
the affiliate) transfer payments to
the beneficiariy.
- If the applicant rejects to receive the
documents, the Issuing Bank (or the
affiliate) immediately notify to the
presentor about the difference in
documents and waiting for their
documents determination. In a
reasonable time, if they have no
idea than the Issuing bank (or the
affiliate) returns the documents to
them.
The role of the Issuing banks
affiliate
- It is the Trustee bank of the Issuing
bank.
- In this case, the Issuing banks
affiliate is the requiring bank
(Applicant Bank).
- The Issuing Bank appoints the
affiliate role as the Paying bank of
Page 221
_________________________________________________

2 ca UCP 500 1993 ICC. iu 2 quy
nh rng Ngn hng pht hnh c th
ch nh Chi nhnh ca mnh l Ngn
hng tr tin vi iu kin Chi nhnh
phi ng tr s nc khc.
- Tuy nhin, y l s tho thun khc
m iu 1 ca UCP 500 cho php,
min l s tho thun khc phi
c ghi r trong L/C v phi c
Ngi hng li L/C chp nhn.
L/C (Paying bank) is contrary to
Article 2 of UCP 500 1993
ICC. Article 2 provides that the
Issuing bank may appoint his
affiliate is the Paying bank with
conditions that affiliate must based
in other countries.
- However, it is agreed that Article 1
15. Th tn dng thng mi
(Commercial Letter of Credit) l g?
Tnh cht ca L/C thng mi?
Trong bun bn thng qua trung
gian, ngi ta thng s dng loi
L/C no?
15. What is Commercial Letter of
Credit? What property of
Commercial L/C? What types of
L/C commonly used in trading
through an intermediary?
Tr li:
L/C thng mi: l mt chng t do
Ngn hng pht hnh cam kt tr tin
cho Ngi hng li quy nh trong L/C
vi iu kin Ngi hng li phi xut
trnh cc chng t quy nh trong L/C ph
hp vi cc iu kin v iu khon ca
L/C .
Tnh cht ca L/C thng mi:
L/C thng mi hnh thnh trn c s ca
hp ng mua bn, nhng sau khi ra i
L/C thng mi s hon ton c lp vi
hp ng mua bn .
Trong bun bn thng qua trung gian,
ngi ta thng s dng 2 loi L/C l:
1- Transferable L/C (L/C chuyn
nhng)
Answer:
Commercial L/C: is a document
issued by the bank commit to pay for
the Beneficiary specified in the L/C
provided that the beneficiary must
produce the documents specified in the
L/C match with the conditions and
terms of L/C it.
Property of commercial L/C:
Commercial L/C formed on the basis of
sales contract, but after commercial L/C
issued will be completely independent
with this sales contract.
In trading through intermediaries,
the people often use two types of L/C
are:
1- Transferable L/C
of UCP 500 allows, as long as that
other agreements must be specified
in the L/C and be accepted by the
Beneficiary of L / C.
Page 222
_________________________________________________

2- Back to Back L/C (L/C gip lng) 2- Back to Back L/C
16. L/C gip lng (Back to back L/C) l
g? c im v trng hp p
dng?
16. What is Back to back L/C? What
is the characteristic and cases to
apply?
Tr li:
L/C gip lng (Back to back L/C) l mt
loi L/C c pht hnh da vo mt L/C
khc lm ti sn k qu.
c im:
- Ngun php l iu chnh: UCP 500,
ISBP 645, eUCP 1.0 ICC;
- S dng trong bun bn thng qua
trung gian;
- Hai L/C ny c lp vi nhau, do
m bo c b mt thng mi,
iu m L/C chuyn nhng khng
th thc hin c.
Answer:
Back to back L/C is a type of L/C is
released based on another L/C as a
deposit.
500, ISBP 645, eUCP 1.0 ICC;
- Use in trading through
intermediaries;
- Two L/Cs is independent of each
other, thereby ensuring trading
secrets, which transfer L/C can not
be realized.
17. L/C iu khon (Red Clause
L/C) l g? c im v trng hp
p dng?
17. What is Red Clause L/C? What
is the characteristic and cases to
apply?
Tr li:
L/C iu khon (Red Clause L/C) l
mt loi L/C ng mt phn s tin ca L/C
cho ngi hng li trc ngy giao hng,
s tin cn li ca L/C s c thanh ton.
c im v trng hp p dng:
- Ngun php l iu chnh: UCP 500,
ISBP 645 , eUCP 1.0 ICC;
- Ngi hng li L/C iu khon
phi yu cu ngn hng ca mnh pht
hnh th bo lnh hon tr tin ng
trc nu nh khng thc hin c
Answer:
Red Clause L/C is a type of L/C
advance a part of amount of L/C to the
beneficiary before shipping date, the
remaining amount of L/C will be paid.
Characteristics and circumstances
applied:
- Sources of legal regulation: UCP
500, ISBP 645, eUCP 1.0 ICC;
- Beneficiary of Red clause L/C must
request their bank issues letter of
Pre-payment return guarantee if it
Characteristics:
- Sources of legal regulation: UCP
Page 223
_________________________________________________

hp ng.
- nhn c tin ng trc, ngi
hng li s dng hi phiu i
tin ngn hng pht hnh.
- L/C iu khon thc s l mt
khon tn dng m ngi nhp khu
cp cho ngi xut khu.
does not perform the agreement.
- To receive cash in advance, the
beneficiary used bill of exchange to
claim payment from issuing bank.
- Red clause L/C is actually a loan
that the importer grants to the
exporter.
D. NH THU D. COLLECTIONS
18. C nhng loi nh thu no?
Phng thc no c p dng ph
bin? V sao?
18. How many types of Collection?
What type of collection is used
commonly? Why?
Tr li:
Nh thu c chia thnh 2 loi l:
1- Nh thu trn (Clean Collection)
2- Nh thu km chng t (Document
Collection D/C).
Phng thc Nh thu km chng t
(D/C) c p dng ph bin nht.
Bi v:
Answer:
Collection are divided into two
categories are:
1- Clean Collection
2- Document Collection D/C
Document Collection (D/C) is used
most commonly.
Because:
In D/C method, the exporters not only
outside authorize to collecting banks
but also through the bank control the
documents of goods to force the
importer must pay or accept payment.
With this controlling method the
benefits of the exporter are added
secure.

Chng 5: Cu hi v tr Thm nh v Ti thm nh
Chapter 5: Interview questions for Appraisal and Re-Appraisal position
Trong phng thc D/C, ngi xut khu
ngoi vic u thc cho ngn hng thu tin
m cn nh ngn hng thng qua vic
khng ch b chng t hng ho buc
ngi nhp khu phi tr tin hoc chp
nhn tr tin. Vi cch khng ch ny
quyn li ca ngi xut khu c m
bo hn.
Page 224
_________________________________________________

(V tr Thm nh,Ti thm nh trong mt ngn hng thng yu cu c t 1 nm kinh nghim
tr ln l CBTD hoc v tr tng ng; v tr ny i hi bn phi am hiu nghip v tn
dng, quy ch vn bn php lut lin quan v c mt s kin thc nht nh lin quan n
thm nh, nh gi ti sn bo m, phn tch ngnh ngh, hot ng kinh doanh v phn tch
bo co ti chnh. Ngoi hiu bit cc kin thc Chng 2 Phn 4: Cu hi nghip v
tn dng, bn cn cn PHI bit thm c cc kin thc sau.)
no?
60%
2. Thm nh h s php l ca doanh nghip, bn s ch trng n
nhng vn g?
30%
3. Thm nh tnh hnh hot ng sn xut kinh doanh ca doanh
nghip, bn s quan tm n nhng vn no?
40%
4. Thm nh tnh hnh ti chnh ca khch hng, bn s xem xt
nhng vn no?
38%
5. Khi thm nh mt ti sn bo m l bt ng sn, bn s quan
tm n nhng vn no?
68%
6. Khi thm nh mt ti sn bo m l my mc, thit b, phng
tin vn ti, bn s quan tm n nhng vn no?
35%
7. Khi thm nh mt ti sn bo m l hng ho, bn s quan tm
n nhng vn no?
22%
8. Khi thm nh mt ti sn bo m l s tit kim / giy t c
gi, bn s quan tm n nhng vn no?
16%
9. Khi thm nh mt ti sn bo m l s d ti khon, vng bc,
qu, ngoi t, bn s quan tm n nhng vn no?
10%
10. Khi xc nh gi tr ca mt ti sn bo m l bt ng sn, bn
s nh gi bng cch no?
45%
11. Khi xc nh gi tr ca mt ti sn bo m l ng sn, bn s
nh gi bng cch no?
38%
12. Khch hng l mt c nhn c nhu cu vay vn ti ngn hng?
Bn s yu cu khch hng chun b nhng h s no?
32%
13. Khch hng l mt c nhn c nhu cu vay gp vn vo mt
cng ty khc? Bn s yu cu khch hng chun b nhng h s no?
8%
KIN THC NGHIP V
1. Khi thm nh mt khch hng, bn s quan tm n nhng vn
Page 225
_________________________________________________

14. Khch hng l mt t chc c nhu cu xin vay hn mc ti ngn
hng? Bn s yu cu khch hng chun b nhng h s no?
24%
15. Khch hng l mt t chc c nhu cu xin cp bo lnh ti ngn
hng? Bn s yu cu khch hng chun b nhng h s no?
16%
16. Cng ty A c nhu cu thanh ton TT tr trc. Bn s yu cu
khch hng b sung nhng h s thc hin nghip v ny?
19%
17. Cng ty B c nhu cu thanh ton TT tr sau. Bn s yu cu
khch hng b sung nhng h s thc hin nghip v ny?
14%
18. Khch hng vay m L/C k qu di 100% th s cn nhng h
s g?
15%
19. Khch hng vay m L/C k qu 100% th s cn nhng h s
g?
15%
20. Cng ty TNHH Quang Minh ang c cc nhu cu s dng dch
v ca Ngn hng v bn nhn c h s chi tit, bao gm:
- M L/C s tin tng ng 15 t ng (k qu 10%);
- Vay mn s tin 05 t ng nhm mc ch b sung vn lu
ng;
- Cp hn mc s tin 50 t ng mc ch b sung vn lu
ng;
- Cp 01 bo lnh d thu s tin 25 t ng cho cng trnh X;
Trong trng hp phi trnh h s ring l theo tng nhu cu, bn
hy nu th t trnh duyt h s mt cch ph hp nht v gii thch
l do?
24%
21. Bo co ti chnh ca doanh nghip gm nhng loi bo co
no? Trnh t cc bc lp cc bo co ny?
18%
22. Phn tch ch s ti chnh Doanh nghip thng phn tch nhng
nhm ch s no? Cch tnh tng ch s v ngha ca tng ch s?
60%
23. Hn mc tn dng l g? Hy nu cc cch xc nh hn mc tn
dng m bn bit?
35%
24. nh gi hiu qu ti chnh d n, cn b thm nh c th s
dng cc ch tiu no nh gi. Theo bn nn chn ch tiu no
trong s nhng ch tiu ?
30%
25. Yu t quan trng nht trong phn tch 5C i vi khch hng
doanh nghip?
60%
26. S dng ti sn bo m hnh thnh t vn vay hin nay c
nhng vng mc kh khn g?
25%
Page 226
_________________________________________________

27. Ti sao n xu ca Ngn hng thng mi Vit nam li thp hn
so vi nh gi ca cc t chc quc t? N xu c phi l tiu thc
nh gi ri ro v xp hng t chc tn dng khng?
25%

1. Khi thm nh mt khch hng, bn s quan tm n nhng vn no?
Tr li:
Cc vn cn quan tm khi thm nh mt khch hng bao gm:
- Thm nh T cch php l ca khch hng:
Vi KHDN: Xem xt giy php ng k kinh doanh, con du; m s thu; iu l;
giy u quyn; danh sch thnh vin sng lp; cc quyt nh b nhim; Xem xt t
cch ca ban lnh o v ngi i din theo php lut, i din vay vn ngn
hng ca cng ty
Vi KHCN: Xem xt CMND/H chiu; tnh trng hn nhn; tui; gii tnh; ni
ng k h khu thng tr; ni sng hin ti; tnh cch, thi quen, thi thng
qua giao tip
- Thm nh tnh hnh hot ng:
Vi KHDN: Xem xt lnh vc hot ng; sn phm dch v cung cp; c im sn
phm dch v cung cp; th trng u vo, th trng u ra; cch thc t chc
qun l iu hnh; nng lc v trnh qun l iu hnh ca ban lnh o; quy
trnh sn xut; trnh k thut cng ngh p dng trong sn xut; mc hin
i ca h thng my mc
Vi KHCN: Xem xt ni cng tc; qu trnh cng tc; kinh nghim, trnh , bng
cp, chc v
- Thm nh tnh hnh ti chnh:
Vi KHDN: Xem xt BCTC, cc khon phi thu, phi tr, tnh hnh TSC, danh
mc hng tn kho, cc khon n ngn hn di hn, cc khon mc pht sinh tng
gim bt thng qua cc nm.
Vi KHCN: Xem xt chc v hin ti; quyt nh b nhim, quyt nh nng
lng; giy xc nhn h s lng, mc lng; sao k lng 3 thng gn nht; cc
hp ng cho thu nh, xe, TS c gi tr m KH chng minh c ngun thu
nhp
Page 227
_________________________________________________

- Phn tch cc ch s ti chnh:
Vi KHDN: Da vo BCTC, nh gi kh nng thanh ton ca khch hng; ch s
phn nh hiu qu hot ng ca khch hng; mc tng trng ti sn, doanh
thu, li nhun qua cc nm; ch s c cu ngun vn; c cu ti sn, cc khon
phi thu, phi tr, hng tn kho; mc u t cho ti sn c nh
Vi KHCN: Ly tng cc ngun thu nhp hp l, hp l c th chng minh tr i
tng cc khon chi ph pht sinh hng thng tnh ton s tin cn li c
tr gc li vay hng thng hay khng? Nu tr gc cui k th ngun tr n gc l
g?
- Xem xt v nh gi quan h tn dng ca Khch hng vi cc TCTD:
Vi c KHCN & DN: Tra cu thng tin CIC v xem HTD, kh c nhn n ti
cc TCTD khc.
- Thm nh nhu cu cp tn dng:
Vi KHDN: nh gi k hoch kinh doanh; cc cn c thc hin k hoch; tnh
kh thi, xc thc; tnh ton nhu cu vn cho nm k hoch; xem xt cc hp ng
v ang thc hin; chng t chng minh vn t c ca KH
Vi KHCN: nh gi mc ch vay vn v s dng vn; tnh hp l, xc thc, kh
thi ca phng n; cc cn c chng minh vn t c ca KH
- Thm nh ti sn bo m:
Vi c KHCN & DN: Loi ti sn; gi tr ti sn; tnh php l ca ti sn; tnh
trng thc t ca ti sn; bin php qun l ti sn bo m
2. Thm nh h s php l ca doanh nghip, bn s ch trng n nhng vn
g?
Tr li:
- Ta cn xem xt Giy php KKD, Mu du, Mu ch k trn KKD, M s thu
ca doanh nghip so snh vi tt c cc h s lin quan.
- Nhu cu vay vn phi thuc cc ngnh ngh c cp trong KKD.
- Cn c chng ch hnh ngh vi nhng ngnh ngh c th (VD nh: ngnh dc,
ngnh ch bin thc phm, xy dng)
- Xem xt iu l cng ty & Quyt nh b nhim G/TG v K ton trng (
xem ai l ngi c quyn quyt nh vic vay vn v k kt cc hp ng vi ngn
hng trong cng ty; Vic i vay c nm trong quy nh ca cng ty hay khng?)
Page 228
_________________________________________________

- Bin bn hp HQT/HTV v cc Giy u quyn (tham chiu theo iu l)
xc nh xem ai l ngi thm quyn i din cng ty k kt hp ng vay vi
ngn hng.
- Xem xt danh sch thnh vin sng lp, ban gim c cng ty.
- nh gi tng qu trnh , kinh nghim ca Gim c/ Tng gim c.
3. Thm nh tnh hnh hot ng sn xut kinh doanh ca doanh nghip, bn s
quan tm n nhng vn no?
Tr li:
- Qu trnh hot ng ca doanh nghip:
Qu trnh hnh thnh v pht trin ca doanh nghip.
Cc mc tng trng, m rng
Cc bin i v doanh thu, vn iu l, s lng lao ng
- C s hot ng ca doanh nghip
C s sn xut, kho bi: a im, s lng, thi gian a vo s dng.
Thm nh quy trnh sn xut, ch bin, tiu chun cht lng v bin php
- Hot ng bn hng
Sn lng v doanh s trong 3 nm gn nht, tnh t trng ca tng loi sn
phm
Sn lng v doanh s tnh theo t trng trong nc v xut khu
Th trng xut khu, khi lng v doanh thu xut khu tnh theo nhm sm
phm chnh trong 3 nm gn nht
i th cnh tranh trong v ngoi nc: th phn, cht lng sn phm
Phng thc bn hng v phng thc phn phi trong nc v xut khu:
T l doanh s bn bun, trung gian, bn l v doanh s trc tip n
ngi tiu dng?
Thi hn thanh ton, gim gi v tin hoa hng trung gian?
Cc thay i quan trng v cch thc phn phi/tiu th trong 3 nm gn
nht.
gim st.
Cng sut thit k v cng sut s dng trong 3 nm gn nht.
Page 229
_________________________________________________

i vi tng chng loi sn phm chnh, xc nh gi bn bnh qun th trng
trong nc hoc gi xut khu bnh qun (gi xut xng), gi bn bun hoc
bn l trong 3 nm gn nht.
Mc gi hoc mt hng ny c chu kim sot ca nh nc hay khng? Gi c
c chu chi phi bi rng buc hay cam kt vi ngi mua khng? M t cc
loi thu hin ang p dng hoc d kin p dng lin quan n th trng u
ra ca cng ty.
Tt c cc hp ng bn hng quan trng ang c hiu lc, thi gian hiu lc,
gi tr, gi c
Tt c cc bin ng v ma v, v doanh s v cc khon phi thu.
- Nguyn liu u vo v hng tn kho:
Khi lng, n gi v tng chi ph (bao gm c thu nu c) ca tng loi
nguyn liu chnh mua trong 3 nm gn nht.
Ngun cung cp chnh ca nguyn vt liu (u vo v vng nguyn liu) bao
gm c ngun nhp khu.
Cc phng php mua hng v cc hp ng mua hng di hn, quan trng
ang c hiu lc, thi gian hiu lc, gi tr v gi c, v.v....
Nhng bin ng c tnh thi v r rt v gi tr mua hng ca cng ty.
Thi hn thanh ton i vi hng mua.
Tt c cc bin php do nh nc tin hnh hoc d nh tin hnh nhm phn
b nguyn liu, kim sot nhp khu ... nh hng ti ngun cung nguyn liu.
Hng tn kho: tn kho nguyn liu v tn kho thnh phm.
- Qun l v lao ng:
Cung cp thng tin v cc nhn s iu hnh chnh (Ban Tng gim c, K
ton trng, mt s Trng phng gi v tr quan trng), bao gm: tn, tui,
thm nin cng tc trong cng ty v kinh nghim lin quan.
B my t chc ni b ca cng ty, nu r cc b phn hoc cc phng, ban v
chc nng ca tng b phn hay phng, ban. Km theo s b my t chc
th hin thm quyn theo cp qun l.
- Mc u t ca cng ty vo nghin cu v k thut.
- Cc cng ty con, cng ty c lin quan.
4. Thm nh tnh hnh ti chnh ca khch hng, bn s xem xt nhng vn
Page 230
_________________________________________________

- Thm nh v khon phi thu: tnh trng cc khon phi thu, mc phn tn
hay tp trung, nguyn nhn lm cho khon phi thu tng gim, chnh sch bn
hng nh vy c ph hp hay khng?
- Ti khon hng tn kho: c cu hng tn kho (s lng tn kho nguyn liu,
tn kho thnh phm) gi tr hng tn kho c ph hp vi quy m sn xut
kinh doanh hin ti khng, tnh thanh khon v chnh sch d tr hng tn kho
c ph hp hay khng?
no?
- Thm nh v nh gi bin ng ca doanh thu, gi vn, chi ph, li nhun ca
doanh nghip trong 3 nm gn nht.
Tr li:
- Thm nh ti sn ca doanh nghip
- Thm nh s bin ng v ti sn trong 3 nm gn nht, nh gi cht lng
v bin ng ca cc khon mc.
- Ti sn c nh: nh gi thc trng v bin ng ca ti sn c nh. Xc thc
gi tr TSC hin c ca DN thng qua cc ho n VAT, chng t chng
minh.
- Thm nh ngun vn
- Thm nh s bin ng v ngun vn trong 3 nm gn nht, nh gi cht
lng v bin ng ca cc khon mc cu thnh ngun vn.
- Xc nh c cu n phi tr, c bit nh gi cht lng cc khon n vay
ngn hng (Khch hng c n qu hn khng, n thng mi c dn tri
hay tp trung ti mt s nh cung cp, uy tn ca khch hng vi cc nh cung
cp)
- Phi tr ngi bn dn tri hay tp trung ti mt s nh cung cp, uy tn ca
khch hng vi ngi bn ra sao?
- Thm nh cc ch s ti chnh: ch s thanh ton, ch s ti tr, ch s hot ng,
ch s tng trng v ch s sinh li.
- Ngun vn ch s hu: Thc trng, s thay i ca ngun vn ch s hu.
- Tnh hnh quan h vi cc TCTD khc: Nu thng tin lin quan n tnh hnh
quan h ca KH vi cc t chc tn dng khc. Doanh s cho vay, d n, cht
lng n cn li ca nm gn nht (sao k chi tit: tn TCTD, d n, ngy vay,
- Mi quan h vi cc TCTD
Page 231
_________________________________________________

ngy tr, TSB, gi tr TSB). Thng tin CIC mi nht v khch hng.
- Tnh hnh quan h vi ngn hng (nu tng quan h): Nhng ngha v n
thi im hin ti vi ngn hng (cho vay, bo lnh, L/C). Nu KH tng
c quan h vi NH, ngh cung cp thng tin lin quan n thc vay tr, thu
nhp ca Nh t khch hng, bao gm thu li ph, tin gi, bn cho sn phm,
cc ni dung hp tc khc
5. Khi thm nh mt ti sn bo m l bt ng sn, bn s quan tm n
nhng vn no?
1- Ch s hu, s dng BS
Ch SH & nhng ngi ng SH
Nng lc hnh vi dn s, nng lc php lut dn s
Ngi c thm quyn quyt nh th chp BS trng hp TS ca DNNN, Cty
Tr li:
Cc ni dung cn quan tm bao gm:
TNHH, CTCP, DN lin doanh, DN 100% vn nc ngoi, Hp tc x.
Mi quan h gia ch SH vi ngi c vay vn/bo lnh
2- BS c thuc din quy hoch, gii to hay khng?
VD:
+ Nu t l t phn Trch lc bn l 1/500 tr xung t khng thuc din
quy hoch, c kh nng nhn lm TSB
+ T l l 1/5000 t c kh nng thuc din quy hoch, cn thm nh k
+ T l l 1/10.000 t c nhiu kh nng thuc din quy hoch, thm nh
tht k hoc khng nhn l TSB
3- Kh nng chuyn nhng, mua bn ca BS c d dng khng?
4- Tnh trng php l, tnh trng thc t ca BS
Tnh php l, hp l, ph hp ca chng t SH, SD BS
Din tch thc t, din tch ghi trn chng t SH, SD
BS c tranh chp hay khng?
BS c ang c th chp, chuyn nhng, gp vn, lin doanh vi CN/ t
chc hay khng?
Page 232
_________________________________________________

Mc ch SD hin ti ca BS
5- Gi tr nh gi ca BS
Vic nh gi phi m bo xc nh c gi tr bng tin VN
6. Khi thm nh mt ti sn bo m l my mc, thit b, phng tin vn ti,
bn s quan tm n nhng vn no?
Tr li:
lu)
6- Mc ch s dng: (VD: My mc, thit b, phng tin dng cho SXKD ngnh
cng nghip nng s hao mn nhanh hn so vi ch cho thu xe du lch hoc a
n CBNV)
7- Tnh trng, cht lng hot ng ca ng sn (Xem xt xem my mc, thit b,
phng tin c ang vn hnh tt hay khng?)
8- Nguyn gi: (L gi mua bao gm thu phi np cho Nh nc, khng bao gm chi
ph lp t, vn chuyn, vn hnh. Nu hng c min thu th nguyn gi s
khng gm s thu c min)
9- T l (%), gi tr cn li ca my mc, thit b, phng tin vn ti (theo thc t)
10- Tnh thng dng, ph bin ca my mc, thit b, phng tin vn ti (nh hng
tnh kh mi sau ny.)
11- Tnh ng b, n khp ca my mc, thit b, phng tin vn ti (TSB nhn l
mt b phn hay ton b ca my mc)
12- Cng sut thit k, cng sut hiu dng ca ng sn (theo thc t)
13- Cc yu t khc lin quan (Bo him, Kho bi, Cch thc qun l TS c d dng
hay khng?...)
7. Khi thm nh mt ti sn bo m l hng ho, bn s quan tm n nhng
vn no?
1- Loi my mc, thit b, phng tin vn ti
2- Ni sn xut (Trung Quc hay nc no khc )
3- Hng sn xut (Xem xt uy tn, tn tui ca hng SX )
4- Nm sn xut
5- Thi gian s dng (ng sn th chp l mi hay c, s dng c bao
Page 233
_________________________________________________

Tr li:
1- Loi hng ho (Hng ho l loi g?)
2- Ni sn xut (Hng ho xut x t u?)
3- Hng sn xut (Hng sn xut c uy tn hay khng?)
4- Khi lng / S lng nhn
5- Quy cch ng gi (ng bao hay ng thng )
6- Thi hn s dng (Hng ho c gi c lu hay khng? C d b h hng / mt
mt khng?)
7- Cch thc qun l (Hng ho c d kim m, trng gi hay khng?)
8- Mc ch s dng
9- Cc yu t lin quan khc
8. Khi thm nh mt ti sn bo m l s tit kim / giy t c gi, bn s quan
tm n nhng vn no?
Tr li:
1- Loi STK/GTCG
2- Mnh gi
3- K hn (Thng, Qu, Bn nin hay Nm)
4- Li sut
5- Hnh thc tr li (Tr trc hay tr sau)
6- T chc pht hnh (L t chc no? uy tn ra sao?)
9. Khi thm nh mt ti sn bo m l s d ti khon, vng bc, qu,
ngoi t, bn s quan tm n nhng vn no?
Tr li:
1- S ti khon, s d hin ti, ni m ti khon
Page 234
_________________________________________________

2- S lng vng bc, qu, gi tr quy i
3- S ngoi t, loi ngoi t, t gi ngoi t, gi tr quy i
10. Khi xc nh gi tr ca mt ti sn bo m l bt ng sn, bn s nh gi
bng cch no?
Tr li:
- Phng php so snh l ch yu: Xc nh gi tr ca bt ng sn da trn gi
mua bn thc t ca BS tng t, ngay bn cnh, c s tng ng v din tch,
hnh dng, v tr
- Phng php u t: nh gi bng cch da vo cc khon thu nhp m BS to
ra trong tng lai (t s dng do vic nh gi cn c vo cc yu t tng lai
thng kh d bo v c lng)
- Phng php chi ph: Xc nh gi tr BS = Tng chi ph cc hng mc thi cng
to nn BS
11. Khi xc nh gi tr ca mt ti sn bo m l ng sn, bn s nh gi bng
cch no?
Tr li:
- Phng php so snh: Xc nh gi tr ca ng sn da trn gi mua bn thc t
ca Model cng loi trn th trng nhng ngun ng tin cy.
- Phng php chi ph: Xc nh cc khon chi ph hnh thnh nn ng sn bng
cch xc nh gi tr cn li trn c s: Gi tr cn li = Nguyn gi Khu hao.
12. Khch hng l mt c nhn c nhu cu vay vn ti ngn hng? Bn s yu cu
khch hng chun b nhng h s no?
Tr li:
- H s php l: S h khu, CMND ca ngi vay v ngi hn phi, giy t xc
nhn tnh trng hn nhn (Giy xc nhn c thn/Giy kt hn).
- H s chng minh mc ch vay vn: n ngh vay vn theo mu, Hp ng
mua nh c cng chng, Giy t t cc mua bn v tho thun thanh ton, s
/giy t php l ca cn nh d nh mua.
- H s chng minh ngun tr n: Hp ng lao ng, xc nhn lng, sao k
lng 03 thng gn nht, quyt nh b nhim/nng lng (nu c); hp ng cho
Page 235
_________________________________________________

thu xe km giy t s hu xe (nu c); hp ng cho thu nh km giy t s hu
nh cho thu (nu c); Hp ng lao ng, xc nhn lng, sao k lng 03 thng
ca ngi ng trch nhim tr n (nu c).
- H s ti sn bo m: Giy t s hu ti sn, chng minh th v s h khu ca
ch s hu ti sn
13. Khch hng l mt c nhn c nhu cu vay gp vn vo mt cng ty khc?
Bn s yu cu khch hng chun b nhng h s no?
Tr li:
1- H s php l
a) HS php l ca c nhn vay vn
- CMTND/ H chiu c V v chng (sao y)
- S h khu / KT3 (photo)
- Giy t xc nhn tnh trng hn nhn:
Nu l c thn th cn b sung n li d hoc Giy xc nhn c thn c du
xc nhn ca UBND x/ phng ni c tr (sao y)
Nu c ngi hn phi th cn b sung Giy ng k kt hn (sao y)
b) HS php l ca cng ty gp vn
- Bn sao ng k kinh doanh/Quyt nh thnh lp/Giy php u t ca cp c
thm quyn c cng chng
- Bn sao ng k mu du, ng k m s thu, giy php xut nhp khu c
cng chng
- Bn sao c cng chng Giy php hnh ngh kinh doanh, chng ch hnh ngh,
Giy chng nhn iu kin kinh doanh (i vi ngnh ngh phi c theo quy
nh nh ca Php lut)
- Bin bn hp HQT/HQT b nhim gim c cng ty, quyt nh b nhim
k ton trng
- Bn sao CMND Gim c v k ton trng cng ty
- Bn sao iu l doanh nghip, Chng nhn/s theo di vn gp ca cc thnh
vin
- Ch :
- Tt c cc giy t vn bn h s do doanh nghip cung cp phi c du gip
Page 236
_________________________________________________

lai/sao y ca doanh nghip
- Quyt nh b nhim Gim c v KTT thuc thm quyn ca ai (xem
trong iu l doanh nghip)
2- H s vay vn
- Mc ch SD vn/ Phng n SD vn (c du xc nhn ca cng ty)
- Chng t chng nhn c nhn ny gp 1 phn vn vo cty/ Phiu thu tin
(c du xc nhn ca cng ty)
- S theo di gp vn (c du xc nhn ca cng ty)
3- H s ti chnh
- Bng lng/ Sao k lng 3 thng gn nht ca ngi vay
- H cho thu ng sn/ BS nu c
- HS ti chnh ca cty gp vn
Bo co ti chnh: Bng CKT, bo co KQKD, Bo co LCTT 3 nm gn
nht. Thi im BCTC gn nht khng qu 3 thng tnh n thi im trnh
Cn i pht sinh cng n phi thu, phi tr, hng tn kho, ti sn c nh
n thi im gn nht
Chi tit cc ti khon c s d ln, hoc s liu ln bt thng so vi s
liu cc nm trc
Chi tit vay Ngn hng: ti Ngn hng, thi gian, mc ch, ti sn bo
m
T khai thu v chi tit thu phi np 6 thng gn nht
Bn sao Hp ng u vo, Hp ng u ra v ang thc hin
Bn sao H thu vn phng, nh xng, kho bi (nu c)
4- H s TSB
- Bn sao Giy chng nhn quyn s hu ti sn
- Bn sao CMND/HK ch s hu ti sn
- Bo co thm nh gi BS/Chng th nh gi c lp
- Tham kho gi BS
14. Khch hng l mt t chc c nhu cu xin vay hn mc ti ngn hng? Bn s
yu cu khch hng chun b nhng h s no?
Page 237
_________________________________________________

Tr li:
- H s php l:
ng k kinh doanh, ng k mu du, ng k m s thu (XNK), quyt nh
thnh lp .
iu l, quyt nh b nhim Gim c, K ton trng, CMND ca Gim c,
K ton trng
- H s vay vn:
Giy ngh cp hn mc
Bin bn hp HTV/HQT v vic vay vn
K hoch kinh doanh
Cc Hp ng d kin thc hin trong nm k hoch (nu c)
- H s ti chnh:
Bo co ti chnh 03 nm gn nht, bo co ti chnh n thi im gn nht
thi im xin vay.
Cn i pht sinh ti khon n thi im lp bo co ti chnh gn nht: phi
thu, phi tr, tn kho, ti sn c nh, vay ngn hn, vay di hn
Hp ng tn dng ti cc TCTD khc
Hp ng thu kho bi, nh xng
Hp ng u vo, u ra v ang thc hin
Cc h s khc: T khai VAT, ho n thc hin
- H s ti sn bo m
Giy t chng minh s hu ti sn nh th chp
Chng minh th, s h khu ca ch hu ti sn
15. Khch hng l mt t chc c nhu cu xin cp bo lnh ti ngn hng? Bn s
yu cu khch hng chun b nhng h s no?
Tr li:
1- H s php l:
ng k kinh doanh, ng k mu du, ng k m s thu (XNK), quyt nh
thnh lp .
Page 238
_________________________________________________

iu l, quyt nh b nhim Gim c, K ton trng, CMT ca Gim c,
K ton trng
2- H s cp bo lnh
Giy ngh cp bo lnh, Bin bn Hp HTV v vic xin cp bo lnh
Hp ng kinh t s 86/HKT; Bin bn bn giao sn phm/nghim thu, Phiu
xut nhp tng ng
3- H s ti chnh:
Bo co ti chnh 03 nm gn nht, bo co ti chnh n thi im gn nht
thi im xin vay.
Cn i pht sinh ti khon n thi im lp bo co ti chnh gn nht: phi
thu, phi tr, tn kho, ti sn c nh, vay ngn hn, vay di hn
Hp ng tn dng ti cc TCTD khc
Hp ng thu kho bi, nh xng
Hp ng u vo, u ra v ang thc hin
Cc h s khc: T khai VAT, ho n thc hin
4- H s ti sn bo m
Giy t chng minh s hu ti sn nh th chp
Chng minh th, s h khu ca ch hu ti sn
16. Cng ty A c nhu cu thanh ton TT tr trc. Bn s yu cu khch hng b
sung nhng h s thc hin nghip v ny?
Tr li:
1- H s php l
- ng k kinh doanh/Quyt nh thnh lp/Giy php u t ca cp c thm quyn
(Bn sao cng chng)
- ng k mu du, ng k m s thu, giy php xut nhp khu (Bn sao cng
chng)
- Giy php hnh ngh kinh doanh, chng ch hnh ngh, Giy chng nhn iu
kin kinh doanh (i vi ngnh ngh phi c theo quy nh nh ca Php lut)
(Bn sao cng chng)
- iu l, quyt nh b nhim Gim c, K ton trng, CMND ca Gim c, K
ton trng
Page 239
_________________________________________________

2- H s thanh ton TT tr trc
- Lnh chuyn tin (Bn chnh)
- Giy ngh mua bn ngoi t (Bn chnh) (trng hp KH mua ngoi t)
- Bn chnh cam kt hon tr chng t
- Hp ng ngoi thng (bn gc hoc c sao y ca doanh nghip)
3- H s ti chnh:
- Bo co ti chnh 03 nm gn nht, bo co ti chnh n thi im gn nht
(khng qu 3 thng) so vi thi im xin vay.
- Cn i pht sinh ti khon n thi im lp bo co ti chnh gn nht: phi thu,
phi tr, tn kho, ti sn c nh, vay ngn hn, vay di hn
- Hp ng tn dng ti cc TCTD khc
- Hp ng thu kho bi, nh xng
- Hp ng u vo, u ra v ang thc hin
- Cc h s khc: T khai VAT, ho n thc hin
4- H s ti sn bo m:
17. Cng ty B c nhu cu thanh ton TT tr sau. Bn s yu cu khch hng b
sung nhng h s thc hin nghip v ny?
Tr li:
1- H s php l: (Nh trn)
2- H s thanh ton TT tr sau (khng c cam kt hon tr chng t)
- Lnh chuyn tin (Bn chnh)
- Giy ngh mua bn ngoi t (Bn chnh) (trng hp KH mua ngoi t)
- T khai hi quan thng quan (Bn chnh)
- Cc chng t lin quan n l hng: Ha n thng mi, vn n, phiu ng
gi(Bn sao c sao y/gip lai ca doanh nghip)
3- H s ti chnh: (Nh trn)
4- H s ti sn bo m: (Nh trn)
18. Khch hng vay m L/C k qu di 100% th s cn nhng h s g?
Tr li:
Page 240
_________________________________________________

Mt b h s vay vn m L/C (trng hp k qu di 100% gi tr L/C) cng tng
t nh mt b h s vay vn ca mt doanh nghip bao gm 4 loi: H s php l, h
s vay vn, h s ti chnh, h s ti sn bo m). C th nh sau:
1- H s php l
- Giy chng nhn ng k kinh doanh, quyt nh thnh lp doanh nghip
- ng k m s thu, ng k mu du
- Giy php u t, giy php XNK, giy php hnh ngh kinh doanh (ty loi
ngnh ngh)
- iu l hot ng
- Giy chng nhn gp vn ca cc thnh vin (hoc s theo di gp vn)
- Bin bn hp bu Ch tch HTV/HQT, bu TG/G, KTT
- CMND ca TG/G, KTT
2- H s vay vn
- Giy ngh vay vn
- Yu cu m L/C: Ni dung trn Yu cu pht hnh L/C phi ph hp vi Hp
ng ngoi thng: trng hp c khc bit phi bo ngay khch hng c sa
cha. Nu khch hng vn gi nguyn kin theo yu cu m L/C th ngn hng s
m L/C theo ni dung ca yu cu m.
- Hp ng ngoi thng,
- Hp ng u ra
- Bin bn hp HQT/HTV v vic m L/C ti ngn hng
- Giy ngh mua bn ngoi t (trng hp khch hng mua ngoi t k
qu pht hnh L/C)
- Cam kt thanh ton khon vay
- Thng tin CIC, xp hng tn dng doanh nghip
3- H s ti chnh
- BCTC 3 nm gn nht
- T khai thu GTGT 06 thng gn nht
- Bng k chi tit cc khon HTK, Khon phi thu, Khon phi tr, TSC,
Khu hao TSC, N ngn hn, di hn.
Page 241
_________________________________________________

- Cc hp ng u vo, u ra v ang thc hin.
- T khai VAT, ho n thc hin.
4- H s ti sn bo m
- Nu m bo bng BS phi c bn sao Giy chng nhn QSD/QSH BS
- Nu nh bo m bng chnh l hng nhp khu th phi c ph lc xc
minh li s hng thc giao so vi trn hp ng/ha n khi hng v, hp ng
thu kho/thu bo v TSB
- Mua bo him cho hng ha, chuyn quyn hng li cho ngn hng vi cc
- Bo co nh gi, nh gi c lp (nu cn)
Lu :
- i vi trng hp vay vn m L/C th khch hng phi k qu v tr ph
k hu theo mt t l nht nh gi tr ca L/C. Nu trong trng hp khch hng
c thanh ton trc mt phn gi tr hp ng u ra th ton b s tin ny phi
a ton b s tin ny vo k qu v k hu m L/C ti ngn hng.
- i vi L/C c dung sai, phn k qu c tnh trn c s tr gi L/C theo
dung sai ln nht.
19. Khch hng vay m L/C k qu 100% th s cn nhng h s g?
Tr li:
y l trng hp khng yu cu TSB do KH k qu 100% bng tin mt do KH
ch cn b sung H s php l, H s vay vn v H s ti chnh.
1- H s php l: (Nh trn)
2- H s vay vn: (Nh trn)
3- H s ti chnh: (Nh trn)
(Cu 20: Cu hi phng vn nghip v Ti thm nh vo Vietinbank CN Quang Minh
2011)
20. Cng ty TNHH Quang Minh ang c cc nhu cu s dng dch v ca Ngn
hng v bn nhn c h s chi tit, bao gm:
- M L/C s tin tng ng 15 t ng (k qu 10%);
Yu cu m L/C cho hng nhp khu cha c bo him (Cc iu kin c s giao
hng EXW, FCA, FAS, FOB, CFR)
Page 242
_________________________________________________

- Vay mn s tin 05 t ng nhm mc ch b sung vn lu ng;
- Cp hn mc s tin 50 t ng mc ch b sung vn lu ng;
- Cp 01 bo lnh d thu s tin 25 t ng cho cng trnh X;
Trong trng hp phi trnh h s ring l theo tng nhu cu, bn hy nu th t
trnh duyt h s mt cch ph hp nht v gii thch l do?
Tr li:
thun tin cho vic trnh duyt h s v p ng y cc nhu cu ca Cng ty
Quang Minh. CBTD s trnh duyt:
Bc 1: Xin cp hn mc 50 t ng cho cng ty, hn mc 50 t bao gm c vay thng,
m L/C v bo lnh.
Bc 2: M L/C s tin 15 t ng (k qu 10%) cho cng ty (Bi thng thng pha i
tc bn hng nc ngoi, rt coi trng thi gian thanh ton ca bn mua). Vic m
L/C nhanh s m bo uy tn ca ngn hng v nhu cu ca khch hng
Bc 3: Cp bo lnh d thu gi tr 25 t ng cho cng trnh X cng ty kp tin
ng thu.
Bc 4: Cp tn dng 05 t ng cng ty c vn lu ng thc hin sn xut kinh
doanh.
21. Bo co ti chnh ca doanh nghip gm nhng loi bo co no? Trnh t cc
bc lp cc bo co ny?
Tr li:
1- Bo co ti chnh doanh nghip gm: Bng cn i k ton, Bo co kt qu hot
ng kinh doanh, Bo co lu chuyn tin t, Thuyt minh bo co ti chnh
2- Trnh t lp: Bo co kt qu kinh doanh Bng cn i k ton Thuyt minh
bo co ti chnh Bo co lu chuyn tin t.
22. Phn tch ch s ti chnh Doanh nghip thng phn tch nhng nhm ch s
no? Cch tnh tng ch s v ngha ca tng ch s?
Tr li:
a) Cc nhm ch s ti chnh thng s dng khi phn tch:
1- Nhm ch s phn nh kh nng thanh khon
2- Nhm ch s phn nh hiu qu hot ng
Page 243
_________________________________________________

3- Nhm ch s phn nh c cu ti chnh
4- Nhm ch s hiu qu sinh li
b) Cch tnh:
1- Nhm ch s kh nng thanh ton:
H s thanh ton ngn hn = TSL v u t ngn hn/Tng n ngn hn
H s thanh ton nhanh = (TSL&TNH - Hng tn kho)/Tng n ngn hn
H s thanh ton tng qut = Tng TS/ N ngn hn v n di hn
2- Nhm ch s phn nh hiu qu hot ng
Vng quay hng tn kho = Gi vn hng bn/Hng tn kho bnh qun
Vng quay vn lu ng = Doanh thu thun/Vn lu ng bnh qun
Vng quay khon phi thu = Doanh thu thun/Cc khon phi thu bnh qun
Vng quay khon phi tr = Gi vn hng bn/Cc khon phi tr bnh qun
3- Nhm ch s c cu ti chnh (cn ngun)
H s n = N phi tr/Tng ngun vn
H s n ngn hn = N ngn hn/Tng ngun vn
H s TSC = TSC/Tng TS
H s t ti tr = Vn ch s hu/Tng ngun vn
4- Nhm h s sinh li
Doanh li doanh thu = Li nhun sau thu/Doanh thu thun
ROE = Li nhun sau thu/Vn ch s hu
ROA = Li nhun sau thu/Tng ti sn
c) ngha ca tng ch s:
- Nhm ch s phn nh kh nng thanh khon: Phn nh kh nng thanh ton
cc khon n ngn hn ca Doanh nghip
- Nhm ch s phn nh hiu qu hot ng: Phn nh mc lun chuyn vn,
lun chuyn hng ho, lun chuyn vn vi nh cung cp, vi khch hng, tnh
hnh thu hi cng n, tnh hnh thc hin ngha v vi cc n v cung cp.
- Nhm ch s phn nh c cu ti chnh: nh gi mc c lp v ti chnh,
s ph thuc v ti chnh
- Nhm ch s hiu qu sinh li: nh gi kh nng sinh li i vi tng ti sn,
Page 244
_________________________________________________

i vi vi ch s hu.
23. Hn mc tn dng l g? Hy nu cc cch xc nh hn mc tn dng m bn
bit?
Tr li:
Khi nim: Hn mc tn dng l mc d n vay ti a c duy tr trong mt thi hn
nht nh m TCTD v khch hng tho thun trong hp ng tn dng.
Cc cch xc nh hn mc tn dng: C nhiu cch xc nh hn mc tn dng, hin
nay ph bin cc cch sau:
1- Da vo chnh lch ngun v s dng ngun
HMTD = Nhu cu vn lu ng k KH - Vn t c - Vn huy ng khc
Trong :
Vn t c = Ti sn lu ng - N ngn hn phi tr
Nhu cu VL k k hoch = Tng CPSX k KH/Vng quay VL k KH
Vng quay VL k KH = Doanh thu thun k KH/Bnh quan TSL k KH
2- Da vo lu chuyn tin t: Tnh ngy thiu ht, vn thiu ht v tnh hn
mc
3- Da vo c cu vn chim dng
HMTD = TSL - N ngn hn phi ngn hng - Vn ch s hu tham gia - N di hn
p ng nhu cu VLTX - N khc p ng nhu cu VL
24. nh gi hiu qu ti chnh d n, cn b thm nh c th s dng cc ch
tiu no nh gi. Theo bn nn chn ch tiu no trong s nhng ch tiu
?
Tr li:
nh gi hiu qu ti chnh d n, cn b thm nh c th s dng cc ch tiu
gm c:
NPV (Phn nh gi tr hin ti rng ca cc khon u t trong d n nu).
NPV > 0 nh vy d n kh thi
T l IRR > LS ngn hng (cha tnh n chi ph c hi, chi ph vn lu
ng..v.v....)
Chn ch tiu no th cng phi phn loi trng hp ra. Cu hi n y buc
bn phn loi 2 ch tiu IRR v NPV. Tuy nhin cui cu hi vn nhn mnh
Page 245
_________________________________________________

c ch tiu no c s dng ph bin. l IRR, do n gin trong cch tnh
ton.
i vi mi loi d n khc nhau s cn s dng IRR hoc NPV nh gi, bi
chng c u nhc im khc nhau.
+ Vi NPV
u im l:
- Cho php s dng vi cc t l chit khu khc nhau m khng dn n sai
lch. ng thi cng khng cn phi so snh NPV vi ch s no khc, nu nh
NPV ln hn 0 c ngha l d n l kh thi v mt ti chnh.
- NPV s dng hiu qu vi c cc d n c s an xen ca dng tin dng v dng
tin m.
Nhc im l:
- NPV kh tnh ton do cng thc phc tp v cn bit cc t l chit khu
+ Vi IRR:
u im l:
- D tnh ton.
- Phng php IRR n gin ho d n thnh mt con s duy nht t nh qun l
c th xc nh c liu d n ny c kinh t, c kh nng em li li nhun hay
khng.
Nhc im l:
- Kt qu s thiu chnh xc nu d n c cc dng tin khc nhau, t l chit
khu khc nhau v cc d n c dng tin khng n nh.
- Vic p dng IRR l phi bit c t l chit khu ca d n.
= Trong thc t, ngi ta thng dng IRR do cch tnh n gin, nhanh chng, vi
1 d n di hn tm 5 nm s rt kh thi nu s dng IRR v 1 t l chit khu duy
nht.
25. Yu t quan trng nht trong phn tch 5C i vi khch hng doanh nghip?
Tr li:
Phn tch 5C bao gm 5 yu t:
- Character (T cch khch hng)
- Capacity (Nng lc ti chnh)
Page 246
_________________________________________________

- Capital (Vn)
- Collateral (Ti sn bo m)
- Conditions (Cc iu kin)
= Trong yu t quan trng nht cn phn tch l: Capacity (Nng lc ti
chnh) bng cch xem xt ngun doanh thu thc t ca KH qua t khai np thu
u vo, u ra hng thng; Xem xt s nht k chung, s kho, nhp xut kho
nh gi v qu trnh kinh doanh ca doanh nghip.
= Vic cho vay KH doanh nghip cn cn c vo c T cch khch hng xem xt
uy tn tr n ca KH trong qu kh nhm xem xt cho vay.
26. S dng ti sn bo m hnh thnh t vn vay hin nay c nhng vng mc
kh khn g?
Tr li:
Nhng vng mc v kh khn khi nhn TSB hnh thnh t vn vay l:
- Gi tr, cht lng ca TSB kh xc nh do cha hnh thnh;
- Vic qun l TSB rt kh khn v ph thuc vo thin ch ca khch hng v thi
im TSB c mua v;
- Giy t php l ca TSB cha c nn ngn hng cha th cm ng chui
trong khi mn vay c gii ngn ri. Ri ro php l khi nhn giy t php l
ca TSB kh cao;
- DN c th tr hon vic mua TSB hoc s dng vn sai mc ch;
- Vic hon thin h s ti sn bo m kh khn do nng lc qun l, kinh doanh
ca ch u t dn n hon thin cng trnh c th ko di hoc c th b nh
ch t cc c quan c thm quyn (i vi bt ng sn); i vi ng sn: ti
sn c th khng c giao dch hoc kin co do cht lng sn phm hoc nng
lc khch hng dn ti n tin thu (vi hng nhp khu).
27. Ti sao n xu ca Ngn hng thng mi Vit nam li thp hn so vi nh
gi ca cc t chc quc t? N xu c phi l tiu thc nh gi ri ro v
xp hng t chc tn dng khng?
Theo Ngn hng Nh nc, nu n xu nm 2012 ca ton h thng ngn hng Vit
Nam vo khong 4,6% tng ng 84.000 t ng; tuy nhin y l mt con s cha
Tr li:
Page 247
_________________________________________________

thc s chnh xc. Hng nh mc tn nhim Fitch ratings cho rng t l n xu nm
2012 ti Vit Nam khng thp hn 120.000 t ng, tng ng 15,4% tng d n.
iu khc c bn chnh l cch phn loi n. Cc ngn hng Vit Nam phn loi n
ch yu da vo thi hn, thiu hn s nh gi kt hp cc yu t khc nh tnh hnh
ti chnh, kt qu sn xut kinh doanh ca doanh nghip. iu ny dn n vic phn
loi n (vo cc nhm 1 - Tt, 2 - Xu, 3 - Trung bnh, 4 - Yu, 5 - Km) khng phn
nh ng thc cht khon n.
V d nh cng ty A tr n tt, nhng ang lm n thua l, vn ch s hu m, vn
c ngn hng xp vo nhm 1, trong khi theo thng l quc t, khon n ca cng
ty A phi nm nhm 3 hoc 4. Cng ty B l khch hng ca nhiu ngn hng, c th
ly khon vay ngn hng sau tr n khon vay ngn hng trc. Vy l h ch c n
xu mt ngn hng, cn vi nhng ngn hng khc l n tt...
Phn loi n nht nht da vo thi gian, nh lng m thiu nh tnh chnh l
im khc nhau trong nh gi n xu gia Vit Nam v quc t.

Chng 6: Cu hi v tr Php ch v Kim sot tn dng
Chapter 6: Interview questions for Lawyer and Credit control Position
(Nhn vin Kim sot tn dng i hi c 1 nm kinh nghim lm tn dng; do vy ngoi vic
am hiu nhng kin thc phng vn Chng 2 Phn 4: Cu hi nghip v tn dng trong
sch ny. Bn cn cn phi nm c cc kin thc nhng trong mc A di y!
Nhn vin php ch cng l v tr yu cu c kinh nghim hoc tt nghip chuyn ngnh bng
gii. Nu ng tuyn v tr php ch, bn cn phi nm c cc kin thc mc B di y.)
KIN THC NGHIP V
A. V tr Kim sot tn dng
1. Thc t hin nay, vic nhn ti sn bo m thng gp nhng
ri ro no?
70%
2. H s ti sn bo m l bt ng sn bao gm nhng giy t
no?
30%
3. H s ti sn bo m l ng sn bao gm nhng giy t no? 30%
Page 248
_________________________________________________

4. H s ti sn bo m l giy t c gi bao gm nhng giy t
no?
20%
5. H s ti sn bo m l quyn i n, cc khon phi thu bao
gm nhng giy t no?
25%
6. H s ti sn bo m l bo lnh/ u thc vn ca bn th ba
gm nhng giy t no?
15%
7. Nhng du hiu cnh bo no c th gip nh qun l ngn hng
nhn bit c khon vay c vn ?
20%
8. Giao dch cm c ti sn, th chp ti sn c hiu lc t thi
im no?
30%
9. Trng hp mt khon vay c bo m bng nhiu ti sn th
trn hp ng bo m c cn ghi t l bo m/gi tr bo m ca
tng ti sn khng?
15%
10. T l d tr bt buc l g? Quy nh ca NHNN v t l ny
hin nay l bao nhiu?
30%
11. Doanh nghip c t cch php nhn v t cch php l t khi
no?
45%
12. Trng hp mt vn bn y quyn khng ghi thi hn y quyn
th thi hn y quyn c xc nh nh th no?
45%
B. V tr Php ch
Hi:
1- Sai phm khu no? Ai sai? V sao?
2- Cc bin php x l?
3- Cc bin php phng nga?
15%
14. Tnh hung: ng Nguyn Tin Quyt vay Ngn hng 12 t
ng, thi hn vay 12 thng, li tr hng thng, gc tr 02 k 50%
mi k, ngy gii ngn 01/01/2010. TSB l quyn s dng t ca
v chng ng Quyt tr gi 20 t ng. Hp ng th chp ti sn bo
15%
13. Tnh hung: ng Nam vay ngn hng 5 t ng, thi hn vay
12 thng, li tr hng thng, gc tr cui k, ngy gii ngn
01/01/2011. TSB l quyn s dng t ng tn Lng Th Huyn,
v ng Lc tr gi 10 t ng. Hp ng th chp ti sn bo m
tin vay v mt php l m bo y th tc. Sau khi vay ng Sn
khng tr c n pht sinh n xu, Ngn hng kim tra li h s
bo m th pht hin ng Sn k mo danh ch k ca v l b
Lng Th Huyn trn Hp ng th chp c Phng Cng
chng, chng thc.
Page 249
_________________________________________________

m tin vay c hai bn l Ngn hng cng ng Quyt v v
ng Quyt k nhng khng Cng chng, chng thc, ng thi
TSB cng khng ng k giao dch bo m. Sau gii ngn, Ngn
hng pht hin sai st nn kin quyt buc ng Hoch tr li vn vay
nhng ng Hoch khng tr. Trao i vi Cng an th c tr li
trng hp ny nu tin hnh iu tra th phi x l cn b Ngn
hng trc. Do , Ngn hng khng chuyn cho Cng an v nu
khi kin dn s th cng s nhn c phc p l cho vay khng c
ti sn bo m do hp ng th chp v hiu.
Hi:
2- Cc bin php x l?
15. Tnh hung: B Hong Lan vay Ngn hng 8 t ng, thi hn
vay 12 thng, li tr hng thng, gc tr cui k, ngy gii ngn
01/01/2009. TSB tr gi 10 t ng ca b m y quyn li cho b
Mai em th chp ngn hng, thi hn y quyn ghi trong Hp ng
y quyn l 18 thng k t ngy 01/12/2008. Ht thi hn y quyn
(01/5/2010) b Lan khng tr c n gc v mt phn li. Ngn
hng khi kin dn s th Ta n thng bo thi hn hp ng y
quyn qu hn nn Hp ng th chp ti sn v hiu. Chuyn h
s sang Cng an th c tr li l khng c du hiu hnh s.
15%
16. Cng ty TNHH X ch c hai thnh vin. Mt thnh vin l ngi
i din theo php lut ca cng ty b mt th ai l ngi i din
Cng ty X ng ra giao dch?
20%
17. Cng ty TNHH mt thnh vin Y (Cng ty Y) l cng ty hch
ton c lp, ch s hu l Cng ty Z. Vy Cng ty Y c thm quyn
quyt nh vic vay vn ca Cng ty Y khng?
20%
20%
19. Mt khch hng vay vn theo hp ng hn mc tn dng c
thi hn cp hn mc l 12 thng (k t ngy 01/3/2011 n ngy
29/02/2012), thi hn mi khon vay theo kh c nhn n khng
qu 04 thng. Vy n ngy 14/01/2012 SHB c th cho khch hng
nhn n theo kh c mi l 06 thng khng?
25%
20. Vietinbank pht hnh th bo lnh cho khch hng tham gia d
thu xy dng cho mt d n s dng trn 30% vn nh nc. Hiu
lc ca th bo lnh l 150 ngy k t ngy ng thu (15/11/2011).
25%
18. Cng ty TNHH A c n v ph thuc l Chi nhnh B. Hin nay,
Chi nhnh B c nhu cu vay vn ti ngn hng. Vy, Chi nhnh B c
c coi l mt khch hng c lp khng? Ngn hng c th cho
vay i vi khch hng l Chi nhnh B khng?
Page 250
_________________________________________________

Khch hng tham gia d thu v trng thu theo thng bo ca
bn mi thu (ngy 30/12/2011). Vy Vietinbank c th gii ta bo
lnh d thu trc thi hn (vo ngy15/01/2012) khi khch hng
cha np bo lnh thc hin hp ng cho bn mi thu c
khng?
21. Trong thi k hn nhn, ng A c tha k ca b m mt
cn nh v t. Hin ng A lm th tc sang tn trn s (ch ghi
tn ng A). Vy nu ng A th chp cnnh vay vn ca TCTD
th c cn ngi v cng k vo hp ng th chp khng?
20%
22. V chng ng A v b B lp di chc chung li di sn l quyn
s dng t cho ngi con ca mnh l ng C. Ngy 01/01/2012, ng
A cht (b B cn sng), trn c s di chc chung ca v chng ng A
v b B, ngy 15/01/2012, ng C n ngn hng vay vn v mun th
chp quyn s dng t c tha k ny. Hi trng hp ny, ngn
hng c c nhn th chp quyn s dng t theo ngh ca ng
C khng?
20%
23. Khch hng l Cng ty c phn c nh xng c xy dng
trn 06 l t lin nhau. Cc l t ny do 06 thnh vin gp vn vo
cng ty (theo bin bn gp vn gia cc thnh vin) nhng trn S
vn ng tn cc thnh vin. Vy Cng ty cn nhng th tc g
th chp quyn s dng t v ti sn gn lin vi t nu trn vay
vn ti TCTD?
25%
24. Khch hng A v B ng tn trn Giy chng nhn quyn s
dng t c cp nm 2009. A v B ng k kt hn nm 2010.
Nm 2011, A v B c nhu cu th chp ti sn vay vn ti TCTD.
Vic A v B k trn hp ng th chp vi t cch l bn th chp c
ph hp vi quy nh ca php lut khng?
25%
25. Quyn s dng t c cp nm 2004 cho h gia nh c 03
thnh vin gm: 02 v chng (ng A, b B) v 01 ngi con l anh
C. Nm 2011, Anh C cht (khng li di chc), ti thi im cht
anh C c v. Hin ti cc bn vn cha chia di sn tha k i vi
quyn s dng t ca anh C, hi khi th chp quyn s dng ca h
gia nh nu trn c phi c s ng ca v anh C khng?
28%
26. Seabank v cc thnh vin ca h gia nh cn k ph lc hp
ng th chp (ti sn th chp l nh t ca h gia nh), nhng
ti thi im k th h gia nh c thm 1 thnh vin 15 tui.
Vy, thnh vin 15 tui ny c cn k vo ph lc hp ng th
chp khng?
22%
27. ng Nguyn Vn A hin ang vay vn ti MSB, nay ng
Nguyn Vn A ci chnh h tch, i tn thnh Nguyn Quang B.
Trng hp ny, vic ci chnh h tch c lm thay i quyn v
ngha v ca khch hng vi MSB khng?
28%
Page 251
_________________________________________________

28. Thi hn hiu lc ca Th bo lnh thanh ton do Oceanbank
pht hnh l 30 ngy. Tuy nhin, ngy hiu lc cui cng ca th bo
lnh trng vi ngy ngh cui tun, ngy l. Vy thi hn thc hin
ngha v bo lnh ca Oceanbank c chm dt vo ngy ngh, ngy
l khng?
28%
29. Khch hng l Cng ty ABC th chp mt Quyn s dng t
vay mua mt chic xe t phc v hot ng sn xut kinh doanh
l cho thu xe du lch. Sau , cng ty ABC li pht sinh nhu cu vay
mt mn ngn hn na ti ngn hng v mun dng chic xe t ny
lm ti sn bo m cho mn vay tip theo. Vy chic xe t ny c
c s dng th chp tip cho mn vay mi khng? Cn phi ch
iu g trong trng hp ny?
16%
30. ng A l ch s hu cn h chung c X, hin nay ng A ang
chu hnh pht t trong tri giam. Vy ng A c c dng ti sn l
cn h chung c X th chp ngn hng bo m cho ngha v vay
vn ca b B hay khng?
14%

A. V TR KIM SOT TN DNG
1. Thc t hin nay, vic nhn ti sn bo m thng gp nhng ri ro no?
Tr li:
Vic nhn TSB hin nay thng gp nhng ri ro sau:
- Ri ro ch quan: Do CBTD khng tun th hoc b st quy trnh nhn th
chp/cm c TSB
- Ri ro khch quan: Thin tai, l lt, ho hon v nh hng n mt phn hoc
ton b gi tr ca TSB
- Ri ro php l: Ri ro bt ngun t vic c ch chnh sch php lut khng r
rng, cn chng cho v nhiu bt cp; nhiu s h dn n vic TSB mc d
c ng k GDB vn kh x l khi khon vay xy ra vn .
(Trong ny, nh tuyn dng c th yu cu bn ly v d chng minh s hiu bit
ca bn. Bn c th ly mt s v d nh sau.)
V d 1
Hin ti, nh v t c qun l ring, nh do B Xy dng qun l theo Lut Nh ;
trong khi t do B Ti nguyn v Mi trng qun l theo Lut t ai. Lut t ai
Page 252
_________________________________________________

c hiu lc t nm 2003, song Lut Nh n ngy 1/7/2006 mi c hiu lc. iu
ny dn n trng hp c ngn hng cho vay, ti sn th chp l t ca mt bn th
ba. Sau mt thi gian, bn th chp xy mt bit th trn t . Khi khch hng khng
c kh nng tr n, ngn hng mun x l ti sn th chp nhng khng c, bi hp
ng th chp ch c ti sn l quyn s dng t, nh vn thuc quyn s hu ca
bn th ba v bn ny khng th chp nh hay ti sn gn lin vi t. Khng c cch
no b bit th i ni khc, ngn hng nh lm ng i vi khon vay ni trn.
Hin nay, nu trong Hp ng th chp khi k vi khch hng, ngn hng khng a ra
nhng iu khon v nhn c t v Ti sn gn lin vi t a vo hp ng th
nhng vn ri ro php l nh trn s vn cn hin hu.
V d 2
C hai i tng ny u thuc din kh i, bi tin bi hon cn b p cho nhng
yu cu ti thiu khc, tin thu t khi loay hoay i n v x l cng va ht vi
nm, tc s tin thu cng khng cn.
2. H s ti sn bo m l bt ng sn bao gm nhng giy t no?
Tr li:
H s TSB l bt ng sn gm:
- Giy chng nhn quyn s dng t v quyn s hu Nh (S Hng)/Giy
chng nhn quyn s dng t (S )
- Nu TS l bt ng sn hnh thnh trong tng lai th S /S Hng thay th bng
Cam kt ba bn (Ch qun l khu nh - t, Khch hng, Ngn hng) v vic xc
nhn ch quyn i vi bt ng sn hin ti/tng lai, qun l v bn giao. Giy
chng nhn hp php ca Bt ng sn trong tng lai (Bn chnh k 3 bn).
- Cc giy t khc lin quan n ngun gc, quy hoch, kin trc tng th, xy
dng,.. ca bt ng sn (nu c).
Lut php c quy nh nhng loi ti sn khng c em th chp, chng hn nh:
t thu ca Nh nc tr tin hng nm. Lut t ai 2003 khng cho php th
chp t thu ca Nh nc (tin thu tr bng ngun t NSNN), bi ti sn l ca Nh
nc, nu khch hng khng tr c n, ngn hng khng th x l TSB. Tuy
nhin, vn c trng hp c th chp nu l t thu trc ngy 1/7/2004 v
tr tin thu t nhiu nm, thi hn cn li ti thiu 5 nm (cng theo Lut t ai
2003). y thc cht l cm by php l cho ngn hng, v nu ngn hng c p dng
iu lut my mc v nhn ti sn th chp l t thu, th khi khch hng khng tr
c n, ngn hng ch c th x l tin s dng t tr trc cho Nh nc v gi tr
bi hon (nu c).
Page 253
_________________________________________________

- H khu, CMND, ng k kt hn (hoc Giy xc nhn c thn) ca Ch ti sn
(Bn sao cng chng).
- Nu th chp ti sn ca bn th ba th phi c CMND, h khu, xc nhn tnh
trng hn nhn ca ngi th ba; giy y quyn ca bn th 3 cho php khch hng
s dng ti sn th chp hoc nu khng y quyn th trc tip ngi th 3 c
ti sn phi ng ra k kt hp ng th chp ti sn.
3. H s ti sn bo m l ng sn bao gm nhng giy t no?
Tr li:
H s TSB l phng tin vn ti gm:
- Giy chng nhn ng k phng tin giao thng (Bn gc)
- Bo him vt cht i vi phng tin (Bn gc)
- B h s ng kim v chng nhn cht lng phng tin giao thng (Bn photo)
H s TSB l hng ha lun chuyn gm:
- Ha n/Chng t ti chnh mua hng/nhp khu hng (Bn gc)
- Hp ng mua hng (Bn sao c du treo)
- Chng nhn cht lng hng ha (nu c) (Bn sao c du treo)
- Bin bn kim k v nhp kho hng ha (nu c) (Bn gc)
H s TSB l my mc, thit b gm:
- Hp ng mua sm my mc, thit b (Bn sao c du treo)
- Ha n/Chng t ti chnh ca my mc, thit b (Bn gc)
- Chng nhn cht lng/ngun gc my mc thit b (Bn sao c du treo)
- T khai Hi quan nhp my mc, thit b (nu c) (Bn gc i chiu)
- Thit k k thut, cu trc my mc thit b (nu c) (Bn gc)
- Bin bn nghim thu lp t, vn hnh, chy th (nu c)
4. H s ti sn bo m l giy t c gi bao gm nhng giy t no?
Tr li:
H s TSB l Chng ch tin gi, S Tit kim gm:
- Chng ch tin gi, S/Chng nhn ti khon tit kim (Bn gc)
- CMND/H chiu/H s php l ca ch TSB
Page 254
_________________________________________________

H s TSB l chng khon nim yt gm:
- Xc nhn s d Chng khon ca Cng ty chng khon qun l lu k hoc C
quan lu k nh nc c thm quyn (Bn gc)
- CMND/H chiu/H s php l ca ch TSB (Bn sao)
TSB l chng khon OTC
- Chng khon/S c ng hoc Giy chng nhn chng khon cp bi Hi ng
qun tr cng ty pht hnh/C quan thc hin lu k v qun l chng khon theo
y quyn ca cng ty pht hnh (Bn gc)
- CMND/H chiu/H s php l ca ch TSB (Bn sao)
5. H s ti sn bo m l quyn i n, cc khon phi thu bao gm nhng giy t
no?
Tr li:
H s TSB l Quyn i n, cc khon phi thu gm:
- Hp ng/Cam kt c s pht sinh Quyn i n, khon phi thu (Bn gc).
- Chng t ti chnh lin quan (Bn gc).
- Cam kt ba bn v Quyn i n v khon phi thu (Bn gc).
- B h s php l v ti chnh cp nht ca n v th tri (Bn gc).
- Bo lnh thanh ton ca mt n v uy tn i vi Quyn i n, khon phi thu
(nu c) (Bn gc).
6. H s ti sn bo m l bo lnh/ u thc vn ca bn th ba gm nhng giy t
no?
Tr li:
H s TSB l Bo lnh/y thc vn ca bn th ba gm:
- Bo lnh/Cam kt thanh ton/y thc vn ca bn th ba (c uy tn) (Bn gc)
(T cu 7 n cu 9: Phng vn chc danh Kim sot vin tn dng vo Agribank thng
10/2011)
7. Nhng du hiu cnh bo no c th gip nh qun l ngn hng nhn bit c
khon vay c vn ?
Tr li:
Page 255
_________________________________________________

a) Du hiu ti chnh
Vi c nhn
- Khon vay pht sinh n qu hn, chm tr gc li
- Cc ngun thu nhp ca khch hng b suy gim
- Khch hng b n lng, chm thanh ton t pha cng ty
Vi doanh nghip
- Khon vay pht sinh n qu hn, chm tr gc li
- Khon vay ca cc khch hng lin quan (Ch tch HQT/HTV, Tng gim c
v thnh vin c vn gp ln trong cng ty (theo Lut cc TCTD 2010 l 25%
tng vn c phn)) b qu hn; cc khon ho n, hp ng ca KH lin quan b
chm thanh ton.
- Doanh thu ca doanh nghip suy gim: Xem xt s ph ti khon tin gi ca
doanh nghip 1 nm gn nht ti cc ngn hng s thy r iu ny. Trng hp
doanh nghip ch yu thanh ton bng tin mt th yu cu b sung s chi tit TK
511 v TK 131 km cc ho n, chng t lin quan.
- Cc khon phi thu tng cao, tc tng ln hn so vi cc khon phi tr
- Hng tn kho tng v vng quay HTK gim
b) Du hiu phi ti chnh
Vi c nhn
- Khch hng c nhu cu xin c cu li n, gin n, o n
- Bt ng, tranh chp trong gia nh
- Khch hng c thm ngi n theo
Vi doanh nghip
- Khch hng c nhu cu xin c cu li n, gin n, o n
- Tnh hnh SXKD ca khch hng gp kh khn
8. Giao dch cm c ti sn, th chp ti sn c hiu lc t thi im no?
Tr li:
Theo Khon 1, iu 10 Ngh nh 163/2006/N-CP, giao dch bo m c hiu lc k
t thi im giao kt, tc k khi c quan ng k giao dch bo m nhn c y
h s, tr cc trng hp sau:
Page 256
_________________________________________________

iu 10. Hiu lc ca giao dch bo m
1. Giao dch bo m c giao kt hp php c hiu lc k t thi im giao kt, tr
cc trng hp sau y:
a) Cc bn c tho thun khc;
b) Cm c ti sn c hiu lc k t thi im chuyn giao ti sn cho bn nhn cm
c;
c) Vic th chp quyn s dng t, quyn s dng rng, quyn s hu rng sn xut
l rng trng, tu bay, tu bin c hiu lc k t thi im ng k th chp;
d) Giao dch bo m c hiu lc k t thi im cng chng hoc chng thc trong
trng hp php lut c quy nh.
9. Trng hp mt khon vay c bo m bng nhiu ti sn th trn hp ng
bo m c cn ghi t l bo m/gi tr bo m ca tng ti sn khng?
Tr li:
Php lut khng quy nh bt buc ghi t l bo m/gi tr bo m ca tng ti sn,
v vy, vic c ghi ni dung ny trong hp ng bo m hay khng l do tha thun
gia cc bn.
hn ch ri ro i vi hot ng cp tn dng th cc n v khng nn tha thun
v ghi t l bo m/gi tr bo m ca tng ti sn, v cc l do chnh sau:
- Trong mt s trng hp, vic xc nh ngha v bo m tng ng vi tng
ti sn bo m l kh xc nh (c bit l cc trng hp ghi t l bo m
v c nhiu bn tham gia vi t cch bn bo m).
- Trng hp phi x l ti sn thu hi n th ngn hng phi thc hin th tc
x l tt c hoc mt s ti sn bo m th mi c th thu khon n.
(Cu 10: Phng vn v tr Qun l tn dng vo AnBinhBank ngy 10/01/2011)
10. T l d tr bt buc l g? Quy nh ca NHNN v t l ny hin nay l bao
nhiu?
Tr li:
T l d tr bt buc (Required reserve rate) l mt t l gia tin mt s dng kinh
doanh trn tng tin gi huy ng c nhm iu chnh kh nng thanh ton ca cc
ngn hng. T l d tr bt buc do NHNN n nh tng thi k, cc NHTM c th gi
mc tin mt cao hn hoc bng nhng khng c vt qu t l d tr bt buc. y
l mt cng c mnh trong chnh sch tin t, c NHNN s dng phc v mc tiu
Page 257
_________________________________________________

kinh t trong tng giai on.
Theo quy nh ca NHNN ti thi im thng 1/2011 th T l DTBB n nh l 3%.
Theo quy nh ca NHNN ti thi im hin nay (thng 7/2012) th T l DTBB ang
n nh l 3%
Cch tra cu:

Bn tra cu thng tin T l d tr bt buc bng cch g trn google: d tr bt
buc + [du cch] + sbv (sbv l vit tt ca website ca Ngn hng Nh nc Vit
Nam v Google s hiu l bn mun tm t kho ng trc trong website ny). Link
bn cn tm l cc link mi nht trong kt qu tm kim.
y cng l cch tm kim thng tin trn mng m GiangBLOG mun chia s vi cc
bn. C php chung s l:
T kho bn cn tm (nh l nh khng c ngoc kp) + [du cch] +
website bn mun tm
Vic tra cu s nhanh hn v chnh xc hn!
11. Doanh nghip c t cch php nhn v t cch php l t khi no?
Tr li:
T cch php l c trc t cch php nhn, c cng nhn khi doanh nghip (hay bt
k ch th no) c 1 hoc c 2 iu kin sau:
- C kh nng hng quyn v gnh vc ngha v theo quy nh ca php lut (nng
lc php lut)
- C kh nng thc t (c php lut tha nhn) thc hin cc quyn v ngha
v php l (nng lc hnh vi)
T cch php nhn l t cch php l c Nh nc cng nhn cho mt t chc (nhm
ngi) c kh nng tn ti v hot ng c lp trc php lut. Theo Lut dn s 2005,
Page 258
_________________________________________________

mt doanh nghip c t cch php nhn k t khi, DN hi t 4 iu kin sau:
1- c thnh lp hp php.
2- C c cu cht ch.
3- C ti sn c lp vi c nhn, t chc khc v t chu trch nhim bng ti sn .
4- Nhn danh mnh tham gia vo cc quan h php lut mt cch c lp.
= Doanh nghip c t cch php nhn v t cch php l k t sau khi DN c 4
iu kin trn.
12. Trng hp mt vn bn y quyn khng ghi thi hn y quyn th thi hn y
quyn c xc nh nh th no?
Tr li:
Theo iu 582 B Lut Dn s nm 2005: Thi hn y quyn do cc bn tha thun
hoc do php lut quy nh; nu khng c tha thun v php lut khng c quy nh
th hp ng y quyn c hiu lc mt nm, k t ngy xc lp vic y quyn.
Nh vy, trng hp vn bn y quyn khng ghi thi hn y quyn th thi hn y
quyn c xc nh l 01 nm tnh t ngy xc lp vic y quyn.
B. V TR PHP CH
13. Tnh hung: ng Nam vay ngn hng 5 t ng, thi hn vay 12 thng, li tr
hng thng, gc tr cui k, ngy gii ngn 01/01/2011. TSB l quyn s dng
t ng tn Lng Th Huyn, v ng Lc tr gi 10 t ng. Hp ng th chp
ti sn bo m tin vay v mt php l m bo y th tc. Sau khi vay ng
Sn khng tr c n pht sinh n xu, Ngn hng kim tra li h s bo
m th pht hin ng Sn k mo danh ch k ca v l b Lng Th Huyn
trn Hp ng th chp c Phng Cng chng, chng thc
Hi:
5- Cc bin php x l?
Tr li:
Tm tt ( r hn phn tr li bn di):
- ng Sn, vay 7 t ng
Page 259
_________________________________________________

- Thi hn: 12 thng
- Phng thc: Li tr hng thng, gc tr cui k
- Ngy gii ngn: 01/01/2011
- TSB: QSD t ng tn V (Lng Th Huyn)
1- Sai phm khu: Lp hp ng th chp nhn TSB.
V: CBTD & Cng `chng vin u lm sai, khng yu cu cc bn trong HTC
(bn th chp - c 2 v chng ng Sn; bn vay vn: ng Sn; bn ngn hng:
CBTD) c mt y k sng vo HTC.
2- Ai sai:
- Cng chng vin (Sai nng nht, v l ngi chp php v nm r v Lut nht
nhng lm sai Lut cng chng vin)
- CBTD: Lm sai quy trnh tn dng khi k HTC, tc trch trong khu nhn TSB.
- ng Sn: Ti danh gi mo ch k v c hnh vi cu thnh Ti la o chim
ot ti sn.
3- Bin php x l:
- Triu tp khch hng, hp bn tm cch x l
- Tin hnh khi kin v truy t cc bn lin quan:
o Cng chng vin: Tti khng tun th quy nh php lut Lut Cng chng vin
khi k HTC
o CBTD: Ti tc trch, cu th khng tun th Quy trnh TD, xy ra sai phm
nghim trng.
o ng V Sn: Ti danh gi mo ch k (Vi phm Lut dn s) v Khng hon tr
mn n khi n hn (Vi phm Hp ng tn dng & Lut cc TCTD)
4- Bin php phng nga:
- CBTD cn thm nh v xem xt ti nh ca ng Sn, b Huyn, trao i r vn
vay tr ca 2 v chng. h cng thng nht, cng n k HTC ti phng cng
chng (trnh trng hp chng ly trm S , giu v vay vn ngn hng)
- Yu cu cc bn c tn trong HTC n k sng ti phng cng chng.
- Trng hp v ng Sn khng n c, v ch mt mnh ng Sn n k th yu
cu phi c Giy y quyn (UQ) ca b Huyn cho ng Sn, thi hn giy UQ phi
ln hn thi hn vay vn. Giy UQ phi c cng chng v hm cng chng giy
Page 260
_________________________________________________

UQ phi c mt : CBTD, b Huyn, ng Sn ti vn phng cng chng.
- Yu cu ch TS l c 2 v chng cng k vo giy UQ x l TSB trong trng
hp bn vay vn (ng Sn) khng tr c khon vay khi n hn, quyn x l
thuc v ngn hng
14. Tnh hung: ng Nguyn Tin Quyt vay Ngn hng 12 t ng, thi hn vay 12
thng, li tr hng thng, gc tr 02 k 50% mi k, ngy gii ngn 01/01/2010.
TSB l quyn s dng t ca v chng ng Quyt tr gi 20 t ng. Hp ng
th chp ti sn bo m tin vay c hai bn l Ngn hng cng ng Quyt
v v ng Quyt k nhng khng Cng chng, chng thc, ng thi TSB cng
khng ng k giao dch bo m. Sau gii ngn, Ngn hng pht hin sai st nn
kin quyt buc ng Hoch tr li vn vay nhng ng Hoch khng tr. Trao i
vi Cng an th c tr li trng hp ny nu tin hnh iu tra th phi x l
cn b Ngn hng trc. Do , Ngn hng khng chuyn cho Cng an v nu
khi kin dn s th cng s nhn c phc p l cho vay khng c ti sn bo
m do hp ng th chp v hiu
Hi:
5- Cc bin php x l?
Tr li:
Tm tt:
- ng Quyt, vay 12 t ng
- Thi hn: 12 thng
- Phng thc: Li tr hng thng, gc tr 02 k, 50% mi k
- Ngy gii ngn: 1/1/2010
- TSB: QSD t tr gi 20 t ng
1- Sai phm khu: Lp h s nhn TSB, c th l:
- QSD t phi c k Hp ng th chp c cng chng (theo Lut t ai 2005)
- Nh trn t c th c k Hp ng th chp song phng (theo Lut nh
2005): cc TS trn t k HTC song phng cn c giy php xy dng v cc
giy t, chng t lin quan nu c.
Page 261
_________________________________________________

2- Ai sai?
- CBTD: Do khng tun th quy trnh nhn TSB ti ngn hng
- CB H tr tn dng v b phm kim sot tn dng khi gii ngn: Do khng xot
st li th tc nhn TSB ca CBTD, xy ra vic gii ngn cho khch hng
xong ri mi pht hin l TSB cha hon tt th tc.
- (Phn hi ca cng an l ng!)
3- Cc bin php x l:
- Tha thun vi khch hng tm hng x l.
o Nu KH ng th tin hnh k HTC cng chng v K GDB theo quy
nh.
o Nu KH khng ng th tin hnh Khin trch CBTD, khin trch cc b
phn kim sot lin quan v x l theo quy ch ca NH v php lut.
15. Tnh hung: B Hong Lan vay Ngn hng 8 t ng, thi hn vay 12 thng, li
tr hng thng, gc tr cui k, ngy gii ngn 01/01/2009. TSB tr gi 10 t
ng ca b m y quyn li cho b Mai em th chp ngn hng, thi hn y
quyn ghi trong Hp ng y quyn l 18 thng k t ngy 01/12/2008. Ht thi
hn y quyn (01/5/2010) b Lan khng tr c n gc v mt phn li. Ngn
hng khi kin dn s th Ta n thng bo thi hn hp ng y quyn qu
hn nn Hp ng th chp ti sn v hiu. Chuyn h s sang Cng an th c
tr li l khng c du hiu hnh s
Tr li:
Tm tt:
- B Lan, vay 8 t ng
- Thi hn: 12 thng
- Phng thc: Li tr hng thng, gc tr cui k
- Ngy gii ngn: 1/1/2009
4- Cc bin php phng nga:
- nh gi thp TSB
- Thm nh li TSB v cc giy t trc khi gii ngn
- Yu cu KH th chp k giy y quyn x l TSB, quyn x l l ngn hng.
Page 262
_________________________________________________

- TSB: QSD t & QSH nh tr gi 10 t ng
1- Sai phm khu: Nhn TSB v khu sau gii ngn x l TSB, c th l:
- HTC c k theo y quyn ca b m b Mai cho b Mai tuy nhin ni dung
giy y quyn theo bi cha r l giy y quyn ny ch cho vic th chp hay c th
chp v vay vn. Nu Giy UQ ch cho th chp th b Mai khng th dng th chp
vay vn ti ngn hng Sai phm ngay t u, v b Mai s khng c php vay vn
ti ngn hng. Ai sai: Cng chng vin v CBTD
Gi nh: Giy UQ l hp l v ni dung ghi: b Mai c y quyn th chp ng
thi vay vn ti ngn hng. Tip theo ta s phn tch sai phm nh sau:
- CBTD khng yu cu bn th chp (b m) k tip H y quyn khi sp ht hiu
lc, hoc tin hnh x l mn vay trong khi thi gian H y quyn cn hiu lc.
- Vic Cng an tr li: khng c du hiu hnh s l hon ton ng, b Mai mi
ch chm gc v chm 1 phn li.
- Theo Lut dn s 2005, ngn hng c quyn khi kin dn s trong vng 02 thng
k t khi ht H tn dng; Mn vay n hn t 1/1/2010 nhng n 1/5/2010 mi khi
kin CBTD lm sai lut.
2- Ai sai: CBTD
Trch nhim: Chu trch nhim v mn vay n hn v tha thun vi KH tm
hng x l
3- Cc bin php x l:
- Tha thun vi khch hng: b m b Mai v b Mai tm hng x l.
- Khin trch v x l CBTD theo quy ch ca ngn hng.
4- Cc bin php phng nga:
- Kim tra, kim sot li TSB, giy y quyn, tnh trng tui tc ca b m b Mai.
Yu cu b m b Mai vit sn hp ng tha k, tng cho TS i vi b Mai.
- Yu cu b m b Mai k vo giy UQ x l TSB trong trng hp bn vay vn
(b Mai), quyn x l thuc v ngn hng.
- Yu cu b Mai k tip hp ng y quyn trc khi mn vay n hn hoc trong
H y quyn ban u nn ghi thm iu khon: Hp ng y quyn ny s t ng gia
hn thm mt khong thi gian tng t khi n hn; v s ht hiu lc sau khi bn vay
vn hon tt thanh ton cc khon gc li, ph pht n hn ti ngn hng
Trong thc t Vit Nam hin nay, vic cho vay KH c nhn ch yu vn l da vo
Page 263
_________________________________________________

Ti sn bo m, ngn hng gim thiu ri ro bng cch nh gi thp gi tr TSB
v/hoc gim t l cho vay/TSB vi khch hng. Ngoi ra, ngn hng thng cn c
vo c Character (T cch khch hng) xem xt uy tn tr n ca KH trong qu kh
xem xt cho vay.
16. Cng ty TNHH X ch c hai thnh vin. Mt thnh vin l ngi i din theo
php lut ca cng ty b mt th ai l ngi i din Cng ty X ng ra giao dch?
Tr li:
= Thnh vin cn li ca Cng ty X ng nhin l ngi i din theo php lut ca
cng ty ng ra giao dch, c thm quyn k cc giy t nhn danh Cng ty X cho
n khi c quyt nh mi ca Hi ng thnh vin v ngi i din theo php lut
ca cng ty c hiu lc.
Theo Khon 2 iu 20 Ngh nh s102/2010/N-CP hng dn Lut Doanh nghip
quy nh: 2. i vi cng ty TNHH c hai thnh vin, nu c thnh vin l c nhn
lm ngi i din theo php lut ca cng ty b tm gi, tm giam, trn khi ni c
tr, b mt [...], thnh vin cn li ng nhin lm ngi i din theo php lut ca
cng ty cho n khi c quyt nh mi ca Hi ng thnh vin v ngi i din theo
php lut ca cng ty.
Trong thc t, trnh ri ro, ngn hng cn yu cu thnh vin cn li:
Cung cp vn bn chng minh ngi i din theo php lut ca Cng ty X b mt (v
d: Giy chng t)
Cung cp vn bn cam kt vi cc ni dung:
+ Ti thi im xc lp giao dch, Hi ng thnh vin cng ty cha ra bt k quyt
nh no v vic b nhim ngi i din theo php lut mi.
+ Cng ty X s b sung cc h s, ti liu lin quan n vic b nhim ngi i din
theo php lut ca cng ty ngay sau khi Hi ngthnh vin ra quyt nh/c c
quan ng k kinh doanh cp Giy chng nhn mi.
17. Cng ty TNHH mt thnh vin Y (Cng ty Y) l cng ty hch ton c lp, ch s
hu l Cng ty Z. Vy Cng ty Y c thm quyn quyt nh vic vay vn ca
Cng ty Y khng?
Theo im e, Khon 1, iu 64 Lut Doanh nghip nm 2005, i vi Cng ty
TNHH mt thnh vin, Ch s hu Cng ty c quyn: Thng qua cc hp ng vay,
cho vay v cc hp ng khc do iu l Cng ty quy nh c gi tr bng hoc ln
hn 50% tng gi tr ti sn c ghi trong bo co ti chnh gn nht ca Cng ty
Tr li:
Page 264
_________________________________________________

Tr li:
Nh vy, Cng ty Z c quyn thng qua cc hp ng vay vn c gi tr bng hoc ln
hn 50% tng gi tr ti sn c ghi trong bo co ti chnh gn nht hoc mt t l
khc nh hn theo quy nh ti iu l Cng ty Y.
hoc mt t l khc nh hn quy nh ti iu l Cng ty.
18. Cng ty TNHH A c n v ph thuc l Chi nhnh B. Hin nay, Chi nhnh B c
nhu cu vay vn ti ngn hng. Vy, Chi nhnh B c c coi l mt khch hng
c lp khng? Ngn hng c th cho vay i vi khch hng l Chi nhnh B
khng?
- Theo Khon 2 iu 37 Lut doanh nghip 2005: Chi nhnh l n v ph thuc
ca doanh nghip, c nhim v thc hin ton b hoc mt phn chc nng ca
doanh nghip k c chc nng i din theo u quyn []. Nh vy, Chi nhnh
khng phi l php nhn v Chi nhnh khng c y nng lc php lut
tham gia cc giao dch vi t cch l ch th c lp. Do vy, Chi nhnh khng
c coi l mt khch hng c lp.
Tr li:
Lu : Khi Cng ty A y quyn cho Chi nhnh B vay th bn cht vn l Cng ty A vay
vn, v vy, Chi nhnh B vn phi cung cp y h s nh trng hp Cng ty A
vay vn.
- Chi nhnh B c th vay vn th Cng ty A phi c vn bn y quyn hp l cho
Chi nhnh B thc hin cc cng vic ny.
(Cu 19: Phng vn v tr Chuyn vin Php ch vo SHB nm 2012)
- Trc ht, ti cn cn c vo cc iu khon tho thun ca cc bn nu trong Hp
ng cp hn mc tn dng hin ti v cc Ph lc/Vn bn sa i b sung hp ng
(nu c).
19. Mt khch hng vay vn theo hp ng hn mc tn dng c thi hn cp hn
mc l 12 thng (k t ngy 01/3/2011 n ngy 29/02/2012), thi hn mi khon
vay theo kh c nhn n khng qu 04 thng. Vy n ngy 14/01/2012 SHB c
th cho khch hng nhn n theo kh c mi l 06 thng khng?
- Nu trong hp ng c tho thun: Trong thi hn cp hn mc tn dng, khch
hng c th tr vn vay v tip tc vay li (tip tc rt vn) th khch hng c th rt
vn ti bt k thi im no nu thi im rt vn nm trong thi hn cp hn mc tn
dng th nh vy: ti thi im ngy 14/01/2012 th SHB vn c th cho Khch hng
Page 265
_________________________________________________

Tr li:
1. V, chng c quyn chim hu, s dng, nh ot ti sn ring ca mnh tr
trng hp quy nh ti khon 5 iu ny.
- Theo khon 1 v khon 5 iu 33 Lut Hn nhn gia nh:
- iu 32 Lut Hn nhn gia nh c quy nh: ti sn ring ca v, chng bao
gm ti sn c tha k ring, tng cho ring trong thi k hn nhn. V, chng c
quyn nhp hoc khng nhp ti sn ring vo khi ti sn chung ca v chng.
- Theo Khon 1, iu 676 B lut Dn s 2005 v ngi tha k theo php lut th
ngi v (con du) khng thuc din nhng ngi c hng di sn tha k ca b
m chng.
Tr li:
21. Trong thi k hn nhn, ng A c tha k ca b m mt cn nh v t.
Hin ng A lm th tc sang tn trn s (ch ghi tn ng A). Vy nu ng A
th chp cnnh vay vn ca TCTD th c cn ngi v cng k vo hp
ng th chp khng?
Nh vy, trong thi gian bo lnh d thu cn hiu lc v khi khch hng tham gia d
thu cha thc hin bin php bo m thc hin hp ng (np th bo lnh d thu
ca Vietinbank cho bn mi thu) th bo m d thu vn c hiu lc, v vy,
Vietinbank khng gii ta bo lnh d thu trc thi hn c.
2- Theo iu 27.5 Lut u thu th [] i vi nh thu trng thu, bo m d
thu c hon tr khi nh thu thc hin bin php bo m thc hin hp ng
theo quy nh ti iu 55 ca Lut ny.
1- Theo Th bo lnh d thu th bo lnh c hiu lc trong 150 ngy k t ngy
15/11/2011, nh vy, tnh n ngy15/01/2012 Th bo lnh ny vn cn hiu lc.
20. Vietinbank pht hnh th bo lnh cho khch hng tham gia d thu xy dng
cho mt d n s dng trn 30% vn nh nc. Hiu lc ca th bo lnh l 150
ngy k t ngy ng thu (15/11/2011). Khch hng tham gia d thu v
trng thu theo thng bo ca bn mi thu (ngy 30/12/2011). Vy Vietinbank c
th gii ta bo lnh d thu trc thi hn (vo ngy15/01/2012) khi khch hng
cha np bo lnh thc hin hp ng cho bn mi thu c khng?
nhn n theo kh c mi thm 04 thng, nu p ng iu kin nhn n nu trn.
(Cu 20 n cu 22: Phng vn v tr Chuyn vin Php ch vo Vietinbank nm 2012)
Page 266
_________________________________________________

2. Trong trng hp ti sn ring ca v hoc chng c a vo s dng
chung m hoa li, li tc t ti sn ring l ngun sng duy nht ca gia nh th
vic nh ot ti sn ring phi c s tho thun ca c v chng.
Nh vy:
+ Nu ng A khng c tha thun nhp ti sn tha k ny vo ti sn chung
ca v chng th y l ti sn ring ca ng A v ng A c quyn dng ti sn ny
th chp vay vn ti TCTD m khng cn kin ca ngi v.
+ Nu ti sn ny c a vo s dng chung m hoa li, li tc t ti sn
ring l ngun sng duy nht ca gia nh th vic th chp cn phi c kin ng
thun ca ngi v.
22. V chng ng A v b B lp di chc chung li di sn l quyn s dng t cho
ngi con ca mnh l ng C. Ngy 01/01/2012, ng A cht (b B cn sng), trn
c s di chc chung ca v chng ng A v b B, ngy 15/01/2012, ng C n ngn
hng vay vn v mun th chp quyn s dng t c tha k ny. Hi trng
hp ny, ngn hng c c nhn th chp quyn s dng t theo ngh ca
ng C khng?
Tr li:
Theo quy nh ti iu 668 B Lut Dn s 2005: Di chc chung ca v, chng c
hiu lc t thi im ngi sau cng cht hoc ti thi im v, chng cng cht.
Ti thi im ngy 15/01/2012, b B vn cn sng do chi chc chung ca v chng
ng A v b B cha c hiu lc. Trng hp ny ng C cha c quyn tha k i vi
ti sn v vy khng th th chp quyn s dng t bo m cho ngha v vay vn
ti ngn hng.
Tr li:
Theo im a, Khon 1, iu 29 Lut Doanh nghip 2005, i vi cng ty TNHH,
cng ty hp danh v cng ty c phn vic chuyn quyn s hu ti sn trong trng
hp gp vn c quy nh nh sau: i vi ti sn c ng k hoc gi tr quyn s
dng t th ngi gp vn phi lm th tc chuyn quyn s hu ti sn hoc
quyn s dng t cho cng ty ti c quan nh nc c thm quyn.
23. Khch hng l Cng ty c phn c nh xng c xy dng trn 06 l t lin
nhau. Cc l t ny do 06 thnh vin gp vn vo cng ty (theo bin bn gp vn
gia cc thnh vin) nhng trn S vn ng tn cc thnh vin. Vy Cng ty
cn nhng th tc g th chp quyn s dng t v ti sn gn lin vi t nu
trn vay vn ti TCTD?
Page 267
_________________________________________________

25. Quyn s dng t c cp nm 2004 cho h gia nh c 03 thnh vin gm: 02
v chng (ng A, b B) v 01 ngi con l anh C. Nm 2011, Anh C cht
(khng li di chc), ti thi im cht anh C c v. Hin ti cc bn vn
cha chia di sn tha k i vi quyn s dng t ca anh C, hi khi th chp
quyn s dng ca h gia nh nu trn c phi c s ng ca v anh C
khng?
Nu A v B khng xut trnh c cc giy t chng minh l ti sn ring th c
A, Bv v/chng c ca A v B u phi k vo hp ng th chp vi TCTD.
Nu A v B xut trnh c cc giy t chng minh l ti sn ring ca A v B
(hp ng tng, cho ring, tha k ring, tha thun chia ti sn chung v chng, phn
quyt ca ta n v vic chia ti sn v chng trong trng hp ly hn,) th ch cn
A v B k trong hp ng th chp vi TCTD.
Trng hp vo thi im xin cp Giy chng nhn quyn s dng t m mt
trong hai bn A (hoc B) hoc c hai bn A v B ang c v hoc chng (sau ly
hn, A kt hn vi B) th quyn s dng t l ti sn chung ca v chng A v/hoc
v chng B ti thi im cp s , tr trng hp A v B chng minh c l ti
sn ring ca h (v d: c tng, cho, tha k ring). Do , thi im hin ti khi
th chp ti sn ti TCTD:
Trng hp vo thi im xin cp Giy chng nhn quyn s dng t c A v B
ang trong tnh trng c thn th ti sn l ca ring hai ngi, ch cn hai ngi k
kt trong hp ng th chp vi SHB. Do vy trong trng hp ny A v B cn xut
trnh thm giy xc nhn c thn vo thi im c cp s .
A v B ng tn trn Giy chng nhn quyn s dng t, thng thng A v B l ch
s hu ti sn v c quyn cng nhau k trn hp ng th chp. Tuy nhin, phng
trnh cc ri ro pht sinh, cn xem xt thm 2 trng hp sau:
Tr li:
24. Khch hng A v B ng tn trn Giy chng nhn quyn s dng t c cp
nm 2009. A v B ng k kt hn nm 2010. Nm 2011, A v B c nhu cu th
chp ti sn vay vn ti TCTD. Vic A v B k trn hp ng th chp vi t
cch l bn th chp c ph hp vi quy nh ca php lut khng?
Nh vy, th chp quyn s dng t v ti sn gn lin vi t vay vn ti
TCTD, cc thnh vin gp vn bng quyn s dng t phi n c quan nh nc c
thm quyn thc hin cc th tc chuyn quyn s dng t sang cho Cng ty theo quy
nh ca php lut v Cng ty ch c th chp quyn s dng t v ti sn gn lin
vi t khi c cp giy chng nhn quyn s ng t v ti sn gn lin vi t.
Page 268
_________________________________________________

Tr li:
Trng hp ny, quyn s dng t c cp cho h gia nh gm 03 ngi nn c b,
m v anh C u l ng ch s hu hp php ca ti sn ny.
Anh C cht khng li di chc, di sn ca anh C (trong c mt phn gi tr quyn
s dng t v quyn s hu nh) s c chia tha k theo php lut.
Theo quy nh ti iu 676 B Lut Dn s 2005: b, m v v ca anh C u thuc
hng tha k th nht nn tt c nhng ngi ny u c hng di sn tha k do
anh C li (trong c mt phn quyn s dng t ca h gia nh).
Do cc bn cha chia di sn tha k i vi phn di sn tha k l quyn s dng t
ca anh C nn khi th chp quyn s dng t ca h gia nh phi c s ng ca v
anh C, hp ng th chp quyn s dng t phi c c ng A, b B v v anh C k
kt.
(Cu hi 26: Cu hi phng vn v tr Chuyn vin Php ch ti Seabank TP H Ch
Minh nm 2012)
26. Seabank v cc thnh vin ca h gia nh cn k ph lc hp ng th chp (ti
sn th chp l nh t ca h gia nh), nhng ti thi im k th h gia nh
c thm 1 thnh vin 15 tui. Vy, thnh vin 15 tui ny c cn k vo ph
lc hp ng th chp khng?
Tr li:
Theo Khon 2 iu 109 B lut Dn s nm 2005 th:
Vic nh ot ti sn l t liu sn xut, ti sn chung c gi tr ln ca h gia nh
Nh vy, i vi giao dch m ti sn l nh, t pht sinh sau thi im thnh vin ca
h gia nh 15 tui th cn c s ng ca thnh vin ny.
phi c cc thnh vin t mi lm tui tr ln ng ; i vi cc loi ti sn
chung khc phi c a s thnh vin t mi lm tui tr ln ng .
= Thnh vin bng hoc trn 15 tui c th trc tip k trn vn bn, hp ng
hoc y quyn cho ngi khc thc hin giao dch theo quy nh ca php lut.
(Cu hi 27: Cu hi phng vn v tr Chuyn vin Php ch ti Maritime Hi s chnh
thng 1/2011)
27. ng Nguyn Vn A hin ang vay vn ti MSB, nay ng Nguyn Vn A ci chnh
h tch, i tn thnh Nguyn Quang B. Trng hp ny, vic ci chnh h tch c
lm thay i quyn v ngha v ca khch hng vi MSB khng?
Page 269
_________________________________________________

Tr li:
= Trng hp ngy hiu lc cui cng ca th bo lnh trng vi ngy ngh cui
tun, ngy l th thi hn yu cu Oceanbank thc hin ngha v bo lnh kt
thc ti ngy lm vic tip theo ngy ngh ny.
(Cu hi 29: Cu hi phng vn v tr Chuyn vin Php ch ti Vietinbank Hi s chnh
5. Khi ngy cui cng ca thi hn l ngy ngh cui tun hoc ngy ngh l th thi
hn kt thc ti thi im kt thc ngy lm vic tip theo ngy ngh .
1. Khi thi hn tnh bng ngy th thi hn kt thc ti thi im kt thc ngy cui
cng ca thi hn.
Ti Khon 1 v Khon 5 iu 153 B lut Dn s nm 2005 quy nh v kt thc
thi hn nh sau:
28. Thi hn hiu lc ca Th bo lnh thanh ton do Oceanbank pht hnh l 30
ngy. Tuy nhin, ngy hiu lc cui cng ca th bo lnh trng vi ngy ngh
cui tun, ngy l. Vy thi hn thc hin ngha v bo lnh ca Oceanbank c
chm dt vo ngy ngh, ngy l khng?
(Cu hi 28: Cu hi phng vn v tr Chuyn vin Php ch ti Oceanbank CN Cn
Th nm 2011)
3- Trng hp khon vay c bo m bng chnh ti sn ca khch hng v
c ng k giao dch bo m th cn lm th tc ng k thay i tn ca
bn bo m trong ni dung ng k (khon 1, iu 12 Ngh nh
83/2010/N-CP).
2- S dng cc thng tin trong giy t ty thn mi ca khch hng trong cc giao
dch pht sinh sau ngy c quyt nh i tn;
Tr li:
Theo quy nh ti khon 3 iu 27 B Lut Dn s nm 2005: Vic thay i h, tn
ca c nhn khng lm thay i, chm dt quyn, ngha v dn s c xc lp theo
h, tn c.
Nh vy, khi ng Nguyn Vn A i tn thnh Nguyn Quang B th khng lm thay
i quyn v ngha v ca khch hng ti MSB.
m bo s cht ch, trng hp ny cn lu :
1- Yu cu khch hng cung cp Quyt nh v vic ci chnh h tch (thay i
tn ca khch hng);
Page 270
_________________________________________________

nm 2011)
29. Khch hng l Cng ty ABC th chp mt Quyn s dng t vay mua mt
chic xe t phc v hot ng sn xut kinh doanh l cho thu xe du lch. Sau
, cng ty ABC li pht sinh nhu cu vay mt mn ngn hn na ti ngn hng
v mun dng chic xe t ny lm ti sn bo m cho mn vay tip theo. Vy
chic xe t ny c c s dng th chp tip cho mn vay mi khng? Cn
phi ch iu g trong trng hp ny?
Theo quy nh ca Lut cc TCTD v Php lut lin quan (Ngh nh 163/2006/N-CP
ca Chnh ph, Lut dn s 2005) th vn c php nhn chic xe t ny lm th
chp. V giy t php l s hu Quyn s dng t (S ) v giy t php l s hu
chic xe t (ng k xe) l tch bch v mt php l. Khi pht sinh ri ro th ta vn
c th x l tng ti sn mt.
Tr li:
Chic xe t chnh l ngun tr n li theo phng n kinh doanh ca mn vay u
tin, do khi chic xe t ny b x l (do mn vay th 2 qu hn) th s nh hng
n ri ro khng tr c n li ca mn vay th 1.
Tuy nhin khi nhn chic xe l ti sn bo m cho mn vay mi, ta cn ch rng:
= Nn yu cu KH i ti sn khc m bo cho mn vay th 2, gim bt ri ro
cho mn vay th 1.
= D n ca khch hng ti ngn hng l tng d n ca 2 mn vay. Mt trong hai
mn vay chuyn n qu hn th ng nhin mn vay cn li cng chuyn ln
nhm n qu hn cao nht.
= Ngun thu t vic cho thu xe nn c chuyn v ti khon m ti ngn hng
kim sot ng dng tin v mc ch vay vn.
30. ng A l ch s hu cn h chung c X, hin nay ng A ang chu hnh pht t
trong tri giam. Vy ng A c c dng ti sn l cn h chung c X th chp
ngn hng bo m cho ngha v vay vn ca b B hay khng?
Theo quy nh ca php lut, quyn s hu ti sn ca c nhn c php lut cng
nhn v bo v, vic ng A chp hnh hnh pht t khng lm mt quyn s hu i
vi cn h chng c X tr tng hp b c quan nh nc c thm quyn tch thu, k
bin, hn ch giao dch theo quy nh ca php lut.
Tr li:
Nh vy, nu ti sn ca ng A khng thuc cc trng hp b tch, k bin, hn ch
giao dch nu trn th ng A c th th chp ngn hng bo m cho ngha v
Page 271
_________________________________________________

PHN 5: HNG DN CCH VIT CV, TH XIN VIC V TH CM N
PART 5: HOW TO WRITE CV, COVER LETTER AND THANK YOU LETTER
Mt h s xin vic thng gm c:
+ n xin vic (Cover Letter)
+ S yu l lch (Curriculum Vitae /Resum)
+ Bng cp, chng ch
+ Cc ti liu chng minh thnh tch
Sau y, GiangBLOG s gii thiu vi cc bn nhng ni dung c bn m CV, Th xin vic,
Th cm n cn c. Ngoi ra l cc mu CV, Th xin vic, Th cm n chi tit v xc tch.
Nhng h s xin vic cng chi tit, cng chng t bn tn tu v chm cht th no vi cng
vic d tuyn. iu minh chng phn no bn ang nghim tc khi tm cho mnh mt cng
vic m c, mt cng vic sut i v c trch nhim vi nhng g bn lm.
vay vn ca B B.
Trn thc t, ng A ang chp hnh hnh pht t trong tri giam nn vic thc hin cc
th tc th chp s b hn ch v thi gian, a im giao dch (VD: phi thc hin cc
th tc k kt, cng chng hp ng ti ni giam gi,) dn n kh khn trong qu
trnh thc hin cc quyn v ngha v ca bn th chp v bn nhn th chp.
hn ch nhng kh khn trn n v nhn ti sn bo m trong trng hp ny c
th hng dn khch hng (ng A) y quyn cho cha/m/v/con/ngi khc thc
hin ton b cc quyn v ngha v lin quan n vic dng ti sn bo m cho
ngha v vay vn ti ngn hng.
Page 272
_________________________________________________

Chng 1: Cch vit S yu l lch (CV)
Chapter 1: How to write a Circurmulate Viate/Resume
A. Cc ni dung trong bn CV
1. Thng tin c nhn: H v tn, gii tnh, nm sinh, a ch lin h, email, s in thoi.
2. Hc vn: Cao hc (i hc), chuyn ngnh, nm tt nghip, cc kha ngn hn c lin
quan. Thnh tch ni bt, cho km bng khen (nu c).
3. Kinh nghim lm vic: Bn c th sp xp theo nhiu cch: Theo th t t cng vic
gn nht, theo th t kinh nghim lin quan quan trng nht. Cc thnh qu t c
trong cng vic. Thm kinh nghim bn thi gian hoc tnh nguyn.
4. Cc k nng c lin quan n cng vic:
Kh nng gii quyt vn .
Kh nng giao tip - K nng thuyt trnh. V d: Ti tng lm MC trong K
5. Ngn ng: Ngn ng cn s dng sc tch, trnh di dng, bng by hay thi qu
6. S thch, mi quan tm: Ch ghi khi thc s cn thit hoc c lin quan hay mang tnh
c trng cho ngh nghip.
7. Ngi tham kho: L ngi sn sng chng thc cho bn v nhng kh nng tuyt vi
m bn c. Ngi phi sn sng tip n i din cng ty m bn ng tuyn nu
cng ty c nhu cu thm tra v bn. Ngi tham kho c th cng chnh l ngi
vit Th gii thiu cho bn.
8. Cn nu r chc v, h tn, ni cng tc, s in thoi v a ch lin lc ca ngi
tham kho.
Curriculum Vitae (CV) thuyt phc c 4 kiu CV c bn l: CV kiu k nng, CV theo trnh
t thi gian, CV theo kiu chc nng, CV kiu hnh tng. Tuy nhin d dng CV no th
cc ni dung trong CV cng cn c cc mc chnh sau:
Cc ni dung chnh ca mt CV
i Hi on thanh nin H Ni nm 2005.
Kh nng trnh by.
Kh nng qun l thi gian.
Kh nng qun l d n.
Mt s k nng ngoi, nhng s trng c bit, t ngi c.
Page 273
_________________________________________________

B. Cc im cn phi nu bt trong CV to s ch ti nh tuyn dng
1. Trnh v bng cp
Nu nhng trnh chuyn mn, chng ch, thnh tch m bn c trong qu trnh hc tp
2. Mc tiu ngh nghip
Cc nh tuyn dng lun cn nhng ng vin c chnh kin v mc ch cng vic r rng;
bn hy nu bt n trong CV nh: Mi trng bn yu thch, nguyn vng v cng vic v
cc d nh trong ngn hn, di hn.
3. Kinh nghim, k nng c
Vi nhiu bn sinh vin ra trng rt t ti khi lit k khon mc ny, v n gin l cc bn
cha tng c c hi i lm vy nn ci bn cn nu c trong CV chnh l cc k nng
m bn c. K nng cn mt qu trnh rn luyn lu di, kin thc th c th tip thu v o
to c nu bn c nhng k nng ph hp vi yu cu ca cng vic.
4. Cc kh nng m bn c
Nu bn ch l nhn vin cn c chm ch th tht kh cc ngn hng xem xt n.
Khi dnh thang im 10 nh gi phn phng vn th vi nhng kh nng c bit, n s
gip cho bn thm 2 im cng trong vng ny. Bi vy bn khng nn trng m c
gng ghi t nht 1 kh nng ni tri bn thn nh: Ht, ma, v, nh n, chi th
thao Bi cc ngn hng khng ch coi trng t cht cng vic m cng rt cn nhng
nhn vin c kh nng tham gia trong cc cuc giao lu vn ho, vn ngh, th thao
hng nm.
C. Cc im trong CV m nh tuyn dng s ch n
1- Kinh nghim lm vic: ngn hng c tn tui, tnh chuyn mn cao.
2- Qu trnh ngh nghip tin dn, pht trin.
3- Thi gian lm vic cc cng ty c: Bn nn mt qu trnh di nht c th
nhng cng ty bn lm, trnh nh tuyn dng ngh rng bn l mt ngi
hay nhy vic (job-hopper).
4- Trnh by CV r rng, d hiu, sc tch
5- Cc th mnh thuc v nng lc, k nng m bn c t qu trnh hc tp v cc
cng vic tri qua.
Page 274
_________________________________________________

6- i vi ngn hng nc ngoi th CV ting Anh lun c u tin hn CV ting
Vit v n cho thy bn mt ng cp khc.
Di y, trong khun kh ca sch ny, GiangBLOG xin gii thiu n cc bn 3 mu
CV c nh gi cao nht trong cc ln ng tuyn gn y.

MU CV 01: CV ng tuyn vo v tr Cn b Quan h khch hng Vietinbank nm 2012 (ng vin c
kinh nghim)
Vietnamese Version

V tr: Cn b Quan h khch hng
Chi nhnh d tuyn (nguyn vng 1): Chi nhnh H Ni
Chi nhnh nguyn vng 2: Chi nhnh Ba nh

THNG TIN C NHN
H v tn: Nguyn Th A
Gii tnh: Nam N
S CMND: 113289040 Ngy cp: 21/2/2010 Ni cp: CA H Ni
Ngy sinh: 14/02/1988 Ni sinh: H Ni
Qu qun:
a ch thng tr: S nh 19, Kim Lin, ng a, H Ni
Ni hin nay: S nh 19, Kim Lin, ng a, H Ni
in thoi lin h: 09xx.xxx.xxx Email: mail@gmail.com
Lin h khi cn: Nguyn Trung B Quan h: Anh trai ST: 09yy.yyy.yyy

TRNH O TO
Thi gian
bt u
Thi gian
kt thc
Trng/n v o to
(Bao gm c cp PTTH)
Chuyn ngnh H o to Xp loi
im
phy
2006 2010 Hc vin ti chnh K ton DN Chnh quy Kh 7.85
2003 2006 PTTH Ng S Lin
Ph thng

Gii

Page 275
_________________________________________________

O TO NGN HN, CHNG CH
Ngoi ng:
Anh vn: Chng ch A B C TOEIC TOEFL IELTS (im: 780)
Ngoi ng khc: Ting Php.

Tin hc: Word Excel PowerPoint Khc (ghi r)

Kha o to, chng ch khc:
- Kha hc nghip v tn dng ngn hng ti Hc vin ngn hng (2008).
- Kho o to nghip v thanh ton quc t ti Hc vin ngn hng (2008).

KINH NGHIM LM VIC: (Bt u t cng vic gn y nht)
Thi gian Tn cng ty V tr/Chc v Nu nhim v chnh (ti a 3)
T thng
11/2011 n
nay
Ngn hng TMCP ng Cn b Quan h
khch hng
- Trc tip i tip th, tm kim
khch hng mi. Phng vn
khch hng, kho st a bn
thu thp cc thng tin cn
thit. Pht hin nhu cu ca
khch hng v p dng bn
cho sn phm p ng
cc nhu cu .
- Thm nh khch hng:
Xem xt t cch php l,
xem xt h s do khch
hng cung cp
nh gi tnh cch, uy
tn, tnh hnh SXKD ti
chnh, cng n.
Thm nh phng
n/d n: tnh kh thi,
hiu qu, nhu cu vn,
mc ch s dng, ngun
tr n v thi hn tr n.
nh gi ti sn bo
m. Thc hin th tc
Page 276
_________________________________________________

cng chng v ng k
ti sn bo m. Trnh
cp c thm quyn ph
duyt khon vay.
- Theo di h s vay ca
khch hng, n c, nhc
n (gc li) nh k. Gim
st v nh gi kh nng thc
hin phng n vay vn ca
khch hng. nh k sot xt
tnh hnh hot ng kinh
doanh, nh gi li TS
pht hin x l sm ri ro tn
dng nu thy cn thit.
T thng
10/2010 n
thng 11/2011
Cng ty XYZ Vit Nam K ton
- Thc hin cc giao dch thanh
ton trong nc gia cng ty
vi ngn hng. Thc hin
mua bn ngoi t giao ngay
v k hn.
- Kim tra, gim st cc khon
thu, chi ti chnh, cc ngha
v thu, np, thanh ton n
gia cng ty vi cc i tc;
- Phn tch thng tin, s liu k
ton; tham mu, xut cc
gii php phc v yu cu
qun tr v quyt nh kinh
t, ti chnh ca n v k
ton.
Cng vic gn nht: ang lm chm dt
L do chm dt:
- Khch quan: Thay i v ch hin ti
- Ch quan: Mun c lm vic ti mt mi trng lm vic chuyn nghip, nng ng v on kt
nh Vietinbank
Mc lng: 8.000.000 VN
THNH TCH, PHN THNG , HOT NG X HI Nm
Page 277
_________________________________________________

t danh hiu hc sinh gii thnh ph mn Ton ca TP H Ni 2005

QUAN H GIA NH: (B m, anh ch em rut, v, chng)
STT H v tn Quan h Nm sinh Ngh nghip Ni (Tnh, TP)
1 Nguyn Vn Qu B 1958 K s H Ni
2 Phng Th Kim Ngc M 1958 Gio vin H Ni
3 Nguyn Vn Quyt Anh trai 1985 C nhn H Ni
THNG TIN THAM KHO
STT H v tn Quan h Chc v/Ni lm vic
S in thoi
/email lin h
1 Trn Vn Nhn ng nghip
K ton - Cng ty XYZ Vit
Nam
098a.aaa.aaa
THNG TIN THAM KHO KHC
2. Mc lng khi im mong mun ti VietinBank? 5.000.000 ng
Ch k

English Version

Position: Customer relationship staff
Applied branch (The first proposal): Ha Noi Branch
The second proposal branch: Ba Dinh Branch
2 L Diu Linh ng nghip CB QHKH - Dongabank 098b.bbb.bbb

1.Bn bit n thng tin tuyn dng ca chng ti t knh thng tin?
Vietinbank.vn Vietnamworks.com Website khc (ghi r)...
Bn b Bo ch (ghi r)... Khc (ghi r)..
Ti xin cam oan nhng thng tin cung cp trn y l chnh xc v y .
Page 278
_________________________________________________

PERSONAL INFORMATION
Full name: Nguyen Thi A
Sex: Male Female
Identification No.: 113289040 Date of issued: 21/2/2010 Place of issued: Ha Noi Police
Date of birth: 14/02/1988 Place of birth: Ha Noi
Domicile:
Permanent address: No.19, Kim Lien Street, Dong Da District, Ha Noi city
Current address: No.19, Kim Lien Street, Dong Da District, Ha Noi city
Mobile phone: 09xx.xxx.xxx Email: mail@gmail.com
Contact when need: Nguyen Trung B Relationship: Brother Phone: 09yy.yyy.yyy

ACADEMIC ARCHIEVEMENTS
Start time End time
Institution
(Include High school degree)
Major
Type of
training
Rank Mark
2003 2006 Ngo Si Lien High school - Common

Good

Computing: Word Excel PowerPoint Other (specify)

Other training course, certifications:
- Credit transactions course at Banking Academy (2008).
- International payment transactions course at Banking Academy (2008).

EXPERIENCED WORKING: (Begin with recent job)
Time Company name Position Main tasks (maximum is 3)
From
November
Dong A Joint Stock Customer
relationship
- Directly marketing, seeking
new customers. Interviewing
2006 2010 Academy of Finance Business account Regular Rather 7.85
SHORT-TERM TRAINING COURSE, CERTIFICATIONS
Foreign languages:
English: Certification A B C TOEIC TOEFL IELTS (Marks: 780)
Other languages: French.
Page 279
_________________________________________________

2011 to
present
Commercial bank staff customers, surveying areas to
collect necessary information.
Exploiting customers demand
and apply cross-selling
products to meet those
demands.
- Evaluating the customer:
Reviewing the legal status,
reviewing documents
provided by the customer
Evaluating of the
plan/project: feasibility,
efficiency, capital
requirements, intended
use, source of repayment
and the repayment period.
Valuating of collateral.
Implementing procedures
for notarization and
registration of security
assets. Submitting to
authority derpartment for
approval loans.
- Periodically tracking of
customers loan, urge, prompt
debt (principal and interest).
Monitoring and evaluating
implementation of the
borrowing plan. Periodically
reviewing the situation of
business activities, revaluating
the collateral to detect early
credit risks and amending if
Evaluating how,
reputation, production and
business financial situation
and debts.
Page 280
_________________________________________________

necessary.
From October
2010 to
November
2011
XYZ Vietnam Company Accountant
- Doing domestic payment
transactions between the
company and the bank.
Implementating of foreign
exchange spot and forward.
- Inspecting and supervising of
revenues, expenditures,
obligations collection, debt
settlement between the company
and its partners;
- Analysising of information,
accounting data; advise and
suggest solutions for the
requirements of management and
economic decisions, financial
accounting units.
ARCHIEVEMENT, REWARDS, SOCIAL ACTIVITIES Year
Reached title good pupil in marth subject of Ha Noi city 2005

FAMILY INFORMATION (Your mother and farther, Parents, Brothers, Sisters, Wife, Husband)
No. Full name Relation Birthyear Career
Live place
(Provine, city)
1 Nguyen Van Quy Farther 1958 Engineer Ha Noi
2 Phung Thi Kim Ngoc Mother 1958 Teacher Ha Noi
3 Nguyan Van Quyet Brother 1985 Bachelor Ha Noi

REFERENCE INFORMATION
No. Full name Relation Position/Working place
Contact
phone/email
Most recent job: I am working I stopped working
Reason of quitting:
- Subjectly: Change in current liveplace
- Ch quan: I desire to do in a profesional, dynamic and solidarity such as Vietinbank
Salary level: 8.000.000 VND
Page 281
_________________________________________________

1 Tran Van Nhon Co-worked
Accountant XYZ Viet Nam
Company
098a.aaa.aaa
2 Le Dieu Linh Co-worked
Customer relationship officer
- Dongabank
098b.bbb.bbb

OTHER REFERENCE INFORMATION
1.What channels do you know about our recruitment information?
Vietinbank.vn Vietnamworks.com Other website (ghi r)
Friends Bo ch (ghi r). Others (in specify)
2. Starting salary level which I desire at Vietinbank? 5.000.000 VND
I promise all information supplied above is exractly and fullfill.
Ha Noi, day 23 month 06 year 2012
Signature

Mu CV2: CV ng tuyn vo v tr K ton ni b ti ACB 2012 (ng vin l ngi c kinh nghim
lnh vc khc)
Vietnamese Version
NGN HNG THNG MI C PHN CHU
ASIA COMMERCIAL BANK (ACB)
442 Nguyn Th Minh Khai, Qun 3, TP.HCM
acbhr@acb.com.vn

L LCH NG VIN

Chc danh d tuyn: 1. Tn dng 2. H tr tn dng 3
Ni lm vic mong mun: 1. H Ni
Loi hnh d tuyn: Ton thi gian Cng tc
vin
Thu nhp mong mun: Tho thun
Page 282
_________________________________________________

THNG TIN C NHN
H v tn: Phm Quc Hng

in thoi:
09xx.xxx.xxx
Email: hungpham@gmail.com
Ngy sinh: 09/08/1988
Ni sinh: H Nam
Gii tnh: Nam
Chiu cao: 1m70
Cn nng: 58Kg
S CMND: 1680yyyyy
Ni cp: CA.H Nam
Ngy cp: 12/03/2010
a ch h khu: SN 232, L Thng Kit, L Hng Phong, Ph L, H Nam
a ch lin lc: SN 2, ng 336, Nguyn Tri, Thanh Xun, H Ni
S thch c nhn: Bng , Cu lng, Bi li v i du lch
K hoch pht trin ngh nghip trong vng 03 nm ti?
- Mc tiu ngn hn (1 nm): Thch nghi vi cng vic v mi trng vn ho ti ACB v tr
Nhn vin Tn dng. Tham gia si ni cc hot ng giao lu vn ho, phong tro th thao ti
ACB. Nm bt v tun th quy trnh, quy ch tn dng cng nh ni quy ti ACB.
- Mc tiu di hn (3 nm v lu hn na): Tr thnh Kim sot sau tn dng hoc v tr qun l
cao hn, ng gp du n c nhn vo thnh cng ca ACB trn bc ng tr thnh ngn hng
bn l (nh hng khch hng c nhn v doanh nghip va v nh) hng u ti Vit Nam.
Anh/Ch bit c nhu cu tuyn dng ca ACB thng qua:
Trang web ACB Bn b gii thiu Qung co tuyn dng trn bo
Trang web vic lm (xin ghi r): www.vnba.org.vn - Hip hi ngn hng Vit Nam
Anh/Ch tng tham d thi tuyn/phng vn ti ACB? C, vo thi gian: Chc danh.
Khng
TRNH CHUYN MN
Nm
bt
u
Nm
kt
thc
Tn trng
(ghi r nc nu hc nc
ngoi)
Chuyn ngnh
Loi hnh o
to
(chnh quy, ti
chc, chuyn
tu,...)
Xp
loi/
Hng
Cao ng v di cao ng

- Mc tiu trung hn (2 nm): Pht trin khch hng cn c theo chin lc c th m cp trn
giao ph. Qun l, xy dng c cu danh mc khch hng cho vay, bo lnh, thc hin thanh ton
quc t, nh k nh gi v thay i danh mc gim thiu ri ro tn dng ca danh mc mnh
qun l. Bn cho sn phm v tng cng huy ng vn hon thnh cc ch tiu m cp trn
ra.
Page 283
_________________________________________________

2003 2006 Trng THPT chuyn H Nam - Ph thng Kh

i hc v trn i hc

2006 2010 Hc vin Ti chnh
Ti chnh - Ngn
hng
Chnh quy Kh

Cc kha o to khc (Nu l bng I ELTS, TOEFL hoc TOEI C, vui lng cho bit s im)
KINH NGHIM LM VIC (Cng vic hin ti k trc)
T: Thng 4/2010
n: Hin nay
Cng ty CP Chng khon ABC Chc v: Nhn vin mi gii

Thu nhp khi im: 4.000.000
VN

Cc trch nhim v thnh tch t c:
Trch nhim cng vic:
- Thm nh thng tin th trng v c phiu, tri phiu
chnh ph.
- Thc hin phn tch ngnh, lm bo co phn tch m c
phiu nh k (tun, thng, qu, bn nin, nm).
Thnh tch t c:
- Gii nh Cu lng Tun giao lu vi Hip hi Doanh
nghip va v nh TP H Ni
- t loi Gii Kho hc Nghip v Mi gii chng khon
do Cng ty CP o to v T vn nghip v M
Thu nhp cui cng/hin ti:
6.500.000 VN

L do ngh vic:
- Cng vic hin ti khng ph
hp vi nng lc chuyn mn.
- Hiu qu cng vic khng cao.

Thi gian Tn kha hc/ Chng ch Trng o to/ Ni cp

Cp trn trc tip: Mr. Nguyn Hng Thng
T lin lc: 090z.zzz.zzz Email: thanghung@abc.vn
Page 284
_________________________________________________

Anh/Ch c ng ACB lin h cng ty ny xc minh l
lch:
ng Khng ng
T:
n:
Cng ty: Chc v:

Cp trn trc tip:
T lin lc: Email:
Thu nhp khi im:



lch:
ng Khng ng
T:
n:
Cng ty: Chc v:

Cp trn trc tip:
T lin lc: Email:
Thu nhp khi im:



L do ngh vic:
lch:
ng Khng ng
THNG TIN GIA NH
Quan h H v tn n v cng tc
B Phm Vn A B i o Song T Ty, Huyn o Trng Sa
M Nguyn Th B Gio vin Ton Trng THPT Chuyn H Nam
Em gi Phm Hng C Hc sinh Trng tiu hc Minh Khai
L do ngh vic:

Page 285
_________________________________________________

THNG TI N THAM KHO
Anh/Ch c ang l khch hng ca ACB? C Khng
Anh/Ch c ngi quen ang lm vic ti
ACB?
C Khng
Nu c, vui lng cho bit tn, n v v mi
quan h:
(Khng c)
Bn b, ngi thn ca Anh/Ch hin ang lm vic cho cc t chc ti chnh tn dng khc?
(Khng c)
H v tn:
Ni cng tc:
Chc danh:
in thoi: Email:
Mi quan h:
Hai ngi tham kho (khng phi ngi thn) bit r v bn thn, qu trnh hc tp/ lm vic ca
Anh/Ch.
H v tn: Nguyn Ph t
Ni cng tc: Cng ty TNHH XYZ
in thoi: 09aa.aaa.aaa
Email: datnp@yahoo.com.vn
H v tn: L Lan Hng
Ni cng tc: Cng ty Bo him A
in thoi: 09bb.bbb.bbb
Email: lanhuong8810@gmail.com
Ti cam oan nhng thng tin trn l y v ng s tht v chu trch nhim v cc thng tin
trn.
ng vin (k v ghi r h tn)

Ngy 21/03/2012
Phm Quc Hng

English Version
ASIA COMMERCIAL BANK (ACB)
No. 442 Nguyen Thi Minh Khai Street, 3 District, Ho Chi Minh City
acbhr@acb.com.vn

H v tn:
Ni cng tc:
Chc danh:
in thoi: Email:
Mi quan h:
Page 286
_________________________________________________

APPLICANT CIRCUMULATE VITAE

Applied position: 1. Creditor 2. Bank Teller
Desired working place: 1. Ha Noi
Type of applying: Full time Part time
Preferred salary: Agreement
Full name: Pham Quoc Hung

Mobile phone:
09xx.xxx.xxx
Email: hungpham@gmail.com
Birthdate: 09/08/1988
Birthplace: H Nam
Sex: Nam
Height: 1m70
Weight: 58Kg
ID No.: 1680yyyyy
Place issued: Ha Nam Police
Date issued: 12/03/2010
Permanent address: No. 232, Ly Thuong Kiet Street, Le Hong Phong Ward, Phu Ly District, Ha Nam
Province
Contact place: No. 2, 336 Lane, Nguyen Trai Street, Thanh Xuan District, Ha Noi City
Personal Hobbies: Football, Badminton, Swimming and go travelling
Career development plan within 03 years?
- Short-term objectives (1 year): Adapt work and cultural environment in place at ACB Credit
staff. Join the cultural exchange activities lively, the sport event in ACB. Capture and compliance
procedures and regulations as well as credit rules in the ACB.
- Medium-term objectives (2 years): Develop of customer bases according to specific strategies
that superior delegate. Management, building customer portfolio structure loans, guarantees
performance TTQT, periodically review and change the portfolio to minimize the credit risk of the
portfolio they manage. Cross-selling products and increase funding to fulfill the criteria set out by
supervisor.
- Long-term objectives (3 years and beyond): Become the credit control or higher management
positions, personally contribute to the success of the ACB on the way to become the retail banking
(customer-oriented individuals and small and medium enterprises) leading in Vietnam.
You knows the needs of the bank employers through:
ACBs website Introduced by friend Recruitment Advertising in newspapers
Job site (please specify): www.vnba.org.vn - Vietnam Banks Association
Page 287
_________________________________________________

Have you ever attended examination/interview at ACB? Yes, time: Position.
No
QUALIFICATIONS
Starting
year
Ending
year
Name of school
(specify country if
studying abroad)
Major
Type of
training
(formal, in-
service,
special
training, ...)
Level of
achievement
Colleges and the lower

2003 2006
Secondary School in Ha
Nam
- Common Rather
University and the higher

2006 2010 Academy of finance Banking - Finance Formal Rather
Time Name of course / certification Training school / Place issued

WORK EXPERIENCE (Current work as first)
From: April 2010
To: Now
ABC Securities Joint stock
Company
Position: Broker staff

Directly supervisor: Mr. Nguyen Hung Thang
Contact phone: 090z.zzz.zzz Email: thanghung@abc.vn
Starting salary: 4.000.000 VND

Other training courses (If you have I ELTS, TOEFL or TOEI C certification, please indicate the
score)
Page 288
_________________________________________________

The responsibilities and accomplishments achieved:
Responsibility for the job:
- Evaluation of information about stock markets,
government bonds.
- Perform industry analysis, reporting analysis shares
periodically (weekly, monthly, quarterly, semi-annual,
annual).
Achievements:
- Second Prize Badminton - Week to communicate with the
Association of Small and Medium Enterprises of Hanoi
- Excellent marks - Course Brokerage Business by JSC
Training and Consulting business M
Final salary / Current salary:
6.500.000 VND

Reason of leaving:
- Current work is inconsistent
with professional capabilities.
- Working efficiency is not high.
Do you agree to contact this company to verify your profile: Agree Do not agree
From:
To:
Directly supervisor:
Contact phone: Email:
Starting salary:

The responsibilities and accomplishments achieved: Final salary / Current salary:
Reason of leaving:
From:
To:
Company: Position:

Directly supervisor:
Contact phone: Email:
Starting salary:

The responsibilities and accomplishments achieved: Final salary / Current salary:
Reason of leaving:
Company: Position:

Page 289
_________________________________________________

FAMI LY I NFORMATI ON
Relationship Full name Working Institution
Father Pham Van A Soldier at Song Tu Tay, Truong Sa Island District
Mother Nguyen Thi B Marth teacher at Secondary School Ha Nam
Professional
Young sister Pham Huong C Pupil at Elementary School Minh Khai
REFERENCE I NFORMATI ON
Are you being a customer of ACB? Yes No
Do you have any acquaitaned person who
working at ACB?
Yes No
If any, please supply name, department and the
relationship:
(No)
Do your friends, your relatives are currently working for the other financial institution? (No)
Full name:
Working place:
Position:
Mobile phone: Email:
Relationship:
Full name:
Working place:
Position:
Mobile phone: Email:
Relationship:
Two reference persons (not relatives) know about yourself, your learning and working history.
Full name: Mr.Nguyen Phu Dat
Working place: XYZ Limited Company
Mobile phone: 09aa.aaa.aaa
Email: datnp@yahoo.com.vn
Full name: Ms.Le Lan Huong
Working place: A Insurance Company
Mobile phone: 09bb.bbb.bbb
Email: lanhuong8810@gmail.com
I confirm that all the above information is complete and correct and have responsible for the
information above.
Applicant (Signature and Full name)

Dated 21/03/2012
Pham Quoc Hung

Page 290
_________________________________________________

MU CV3: CV ng tuyn vo v tr Giao dch vin ti Seabank 2012 (ng vin l sinh vin mi tt
nghip)
Vietnamese Version
N D TUYN

V TR D TUYN
V tr d tuyn: Giao dch vin M s d tuyn: MS01
V tr d tuyn
khc (nu c):
-
a im mong mun
lm vic:
H Ni
Ngy c th tip
nhn cng vic:
Ngy 27/04/2012 Mc lng ngh: 5.000.000

THNG TIN C NHN
Bnh
a ch thng tr: Ba n, Qung Trch, Qung Bnh
a ch lin lc: Nh 47, ng 195 L Trng Tn, Khng Mai, Thanh Xun, H Ni
a ch E-mail: lelanphuong@yahoo.com
in thoi di ng: 09xx.xxx.xxx T nh ring: 043.xxx.xxxx T c quan: -
Tnh trng hn
nhn:
c thn Chiu cao: 1m 60 Cn nng: 52 Kg
Tnh cch: C k lut S thch:
Giao lu, kt
bn
Mn th
thao yu
thch:
Bi li,
Khiu v
Thng tin khc c lin quan (nng khiu, s trng):
- C nng khiu v Hi ho v biu din ngh thut (ma, ht)
- ot gii Ging ht vng H Kinh t Quc dn nm 2010

THNG TIN GIA NH (Chng/V, Con, Cha m , Anh ch em rut)
CA.Qung
S CMTND: 1923456780 Ngy cp: 20/10/2005 Ni cp:
H v m: L Lan Tn: Phng Ngy sinh: 11-10-1988
Ni sinh: Qung Bnh Quc tch: Vit Nam Gii tnh: N
Page 291
_________________________________________________

H v tn Quan h Nm sinh Ngh nghip
n v cng
tc/hc tp
L Trng A B 1956 B i Tng cc chnh tr
Nguyn Thu B M 1964 Gio vin
Trng THCS
Qung Minh
L Trng C Em trai 1990 Sinh vin H Thu Li

TRNH HC VN (T PTTH)
Thi gian Trng/n v o to H o to Chuyn ngnh
Xp
loi
bng
cp
Nm 2006 - 2010 H Kinh t Quc dn Chnh quy Kinh t i ngoi Gii
Nm 2003 - 2006 Trng PTTH Chuyn Qung Bnh Ph thng - Gii

Cc loi bng cp chuyn mn khc:
- Chng ch IELTS 7.5
- Chng ch Tin hc vn phng B
- Chng ch nghip v K ton ngn hng nm 2010, Hc vin Ngn hng
Tn ngoi ng
Mc s dng (Gii, Kh, Trung bnh, Yu)
Chng ch t
c
Nghe Ni c Vit
Ting Anh Gii Gii Gii Gii Gii
Ting Php - - - - -
Ting Trung Kh Kh Kh Kh Kh
Khc - - - - -

KH NNG S DNG MY VI TNH (Lit k phn mm my tnh Anh/Ch quen s dng)
Tn chng
trnh
Mc s dng
Chng ch t
c
Gii Kh Trung bnh Yu
MS Word Gii Gii
MS Excel Gii Gii
MS PowerPoint Gii Gii
Khc - -

QU TRNH CNG TC (Bt u t cng vic hin ti/gn y nht)
Tn Cng ty: -
S
in
-

TRNH NGOI NG
Page 292
_________________________________________________

thoi:
a ch Cng ty: -
Thi gian lm vic t
thng/nm:
- n thng/nm: -
V tr c tuyn ban u: -
V tr hin ti / trc khi ngh
vic:
-
Cp trn trc tip: -
Thu nhp hng thng sau khi tr
thu:
-
nhim)?
C/Khng
Ni lm vic trc (nu c)
Tn Cng ty: -
S
in
thoi:
-
a ch Cng ty: -
Thi gian lm vic t
thng/nm:
- n thng/nm: -
thu:
-
Ni lm vic trc (nu c)
Tn Cng ty: -
S
in
thoi:
-
a ch Cng ty: -
Thi gian lm vic t
thng/nm:
- n thng/nm: -
V tr lc ri Cng ty: -
L do mun ngh vic: -
Nhim v chnh ca cng vic hin ti hoc trc khi ngh vic:

Anh/Ch c giy t lin quan no tham kho khng (Hp ng, Quyt nh b
V tr lc ri Cng ty: -
C/Khng
nhim)?
L do mun ngh vic: -
Nhim v chnh:

Page 293
_________________________________________________

thu:
-
L do mun ngh vic: -
Nhim v chnh:

nhim)?
C/Khng

CC CU HI KHC
Bn bit thng tin tuyn dng ca SeABank qua u?
Bo ch Bn b Trang web ca Seabank Knh khc
Khng
Nu c, xin vui lng cho bit chi tit:
H v tn: - H v tn: -
Chc v: - Chc v: -
Phng/CN: - Phng/CN: -
Mi lin h: - Mi lin h: -
Anh/ch c bt k ngi thn hay bn b ang lm vic cho cc Ngn hng/t
chc ti chnh/tn dng khc ti Vit Nam khng?
Khng
Nu c, xin vui lng cho bit chi tit:
H v tn: - H v tn: -
Chc v: - Chc v: -
Ngn hng: - Ngn hng: -
Phng/CN: - Phng/CN: -
Mi lin h: - Mi lin h: -
Xin vui lng cho bit thng tin ca t nht hai ngi c th cho kin v ngh nghip v kh nng
lm vic ca anh/ch nhng khng c quan h thn thit.
Ngi tham chiu Chc v C quan T lin h
Hong Qunh Mai Bn hc - 0912.xxx.xxx

mnh phn u tr thnh Tp on Ti chnh Ngn hng bn l tiu biu ti Vit Nam vi cc gi
tr ni bt v uy tn, thng hiu v cht lng sn phm dch v. Ti lun mong mun c gp
sc mnh vo s pht trin ca SeaBank. Vn ho v mi trng lm vic trong ngn hng l
ng lc thi thc ti ng tuyn.

Xin vui lng cho bit l do v sao Anh/ch mun lm vic ti SeABank?
SeABank nm trong TOP 10 ngn hng TMCP ln nht Vit Nam. C chin lc pht trin v s
Anh/ch c bt k ngi thn hay bn b no ang lm vic cho SeABank hin
nay khng?
Page 294
_________________________________________________

Ti xin m bo nhng thng tin trn y hon ton ng s tht. Ti ng Ngn hng thm
tra nhng iu ti khai trn. Ti cam kt khng c bt k khiu kin no i vi ni mnh
tng lm vic/ tng hc/nhng ngi tr li - trong qu trnh thm tra lin quan ti n xin
d tuyn ca ti.

Ngy xx thng yy nm 2012
Ngi vit n
(k, ghi r h tn)

English Version
JOB APPLICATION

POSITION APPLIED
Applied Position: Bank Teller Application No.: MS01
Other Position
(if any):

Preferred work
location:
Ha Noi
Can start working on: 27/04/2012 Preferred salary: To agree

Last name: Le Lan First name: Phuong Birthdate: 11-10-1988
Birthplace: Quang Binh Nationality: Gender: Female
ID No.: 1923456780 Date issued: Place issued:
Quang
Binh Police
Permanent
address:
Ba Don, Quang Trach, Quang Binh Province
Contact address:
No.47,195 Lane, Le Trong Tan Street, Khng Mai Ward, Thanh Xuan District,
Ha Noi City
E-mail: lelanphuong@yahoo.com
Mobile phone: 09xx.xxx.xxx Home phone: 043.yyy.yyyy Work phone: -
Marital status: Single Height: 1m 60 Weight: 52 Kg
Page 295
_________________________________________________

Personality: Disciplined Hobbies:
Exchange,
make friends
Sports of
interest:
Swimming,
Dancing
Other information (skills and qualities):
- There are gifted in visual and performing arts (dance, theater)
- Winner of the Golden voice of National Economics University in 2010

FAMILY INFORMATION (Spouse, Offsprings, Parents, Brothers and Sisters)
Full name Relation
Year of
birth
Occupation Institution
Le Trong A Father 1956 Soldier General political
Nguyen Thu B Mother 1964 Teacher
Quang Minh
Secondary School
Le Trong C
Young
brother
1990 Student
Water resources
University
ACADEMIC ACHIEVEMENTS (High school and above)
Time Institution
Type of
training
Major
Level of
achievement
From 2006 - 2010 National Economics University Regular
External economic
relation
Good
From 2003 - 2006
Quang Binh Professional
Secondary school
Common - Good

Other professional certificates:
- IELTS 7.5 Certification
- Microsoft office B Certification
- Bank accounting transaction 2010, Banking Academy Certification

FOREIGN LANGUAGES
Name
Proficiency (Excellent, Good, Average, Weak)
Certificate
Listening Speaking Reading Writing
English Good Good Good Good Good
French - - - - -
Chinese Rather Rather Rather Rather Rather
Other - - - - -

COMPUTER LITERACY (List of your proficient programs)
Name Level of proficiency Certificate
Page 296
_________________________________________________

Good Rather Medium Weak
MS Word Good Good
MS Excel Good Good
MS PowerPoint Good Good
Other - -

WORK EXPERIENCE (Starting from the most recent employment)
Name of
Company:
-
Phone
number:
-
Company
Address:
-
Work period from: - to: -
Starting position: -
Current position/position before
leave:
-
Direct superior: -
Monthly income after tax: -
Reason for leaving: -
Main responsibilities of position:

Can you provide any reference documents (Contract, Assignment Letter)?
Yes/No
Previous company (if any)
Name of
Company
-
Phone
number:
-
Company
Address:
-
leave:
-

Can you provide any reference documents (Contract, Assignment Letter)? Yes/No
Previous company (if any)
Name of
Company
Phone
number:

Company
Page 297
_________________________________________________

Address:
leave:
-

Can you provide any reference documents (Contract, Assignment Letter)? Yes/No

OTHER INFORMATION
How did you know about SeABank employment information?
Newspaper
Friends Seabanks website Other channels

Please provide the reason why you want to work for SeABank:
SeABank is on TOPTEN The biggest Commercial bank in Viet Nam. They have strategy and
mission to strive to become Group of Finance and Bank in Vietnam, with outstanding values
reputation, brand and quality products and services. I always want to contribute to the
development of SeABank. Culture and working environment in the bank is the driving force urged
me applying.

Full name: - Full name: -
Position: - Position: -
Office/Branch: - Office/Branch: -
Relation: - Relation: -
Do you know any people working in other banks, financial / credit institutions in
Vietnam?
No
If Yes, please specify:
Full name: - Full name: -
Position: - Position: -
Bank: - Bank: -
Office/Branch: - Office/Branch: -
Relation: - Relation: -
Please provide the contact information of at least two references (without any family
relationship)
Reference Position Institution Contact
Do you know any people at SeABank? No
If Yes, please specify:
Page 298
_________________________________________________

number
Hoang Quynh Mai Peer - 0912.zzz.zzz

I confirm that all the above information is correct. I hereby accept the bank to perform
investigations on all of the information provided in the application, and shall prosecute no claims
at the previous work places / training institutions or references during the course of
investigation.

Day month year 2012
Applicant
(Signature and Full name)
Chng 2: Cch vit n xin vic (Cover Letter)
Chapter 2: How to write a Cover Letter
Trong h s xin vic, n xin vic l mt v kh b mt gip bn c th dnh c cm tnh
ca nh tuyn dng v chin thng cc i th cnh tranh. Mc ch ca n xin vic l
khi dy c s t m ca ngi c; bn ng ch nn sao chp chiu l m phi thc s
dn tm huyt cho l n; c tnh ho n, ngn t xc tch va ng li d m trong lng
ngi c. Nhiu ngn hng cn yu cu h s phi c n xin vic vit tay nhm mun xem
nt ch nt ngi v phn on tnh cch ca cc ng vin.
I. Yu cu i vi n xin vic
+ Trnh by trn giy A4 v ch trn mt mt ca t giy.
+ Khng c vit sai du hoc sai chnh t.
+ Nu n xin vic nh my th phi thng nht mt kiu font v c ch. Mun nhn
mnh t no bn nn gch chn hoc in nghing t .
+ Mi ch ci u tin u phi vit hoa.
+ n xin vic nn c gi ti cho C nhn hoc Phng Tuyn dng/Phng Nhn s
ca ngn hng (cng ty).
+ Ni dung n xin vic phi thc t, i thng vo vn m ngn hng (cng ty) ang
quan tm ti (tt nhin bn cn xem k yu cu ca ngn hng [cng ty] trc khi vit
Page 299
_________________________________________________

n ny); Trong l n phi t r s quan tm, t ho v trch nhim ca bn vi cng
vic ng tuyn bng lng chn thnh v hp tc.
II. Ni dung ca n xin vic
Khi th xin vic ca bn n tay nh tuyn dng, bn s khng hin din trc mt h gii
thiu v mnh. V vy, bn cn dng nhng t t gi nht gii thiu v bn thn cng
nh nhng gi tr ca bn gy n tng vi nh tuyn dng.
Ni dung ca n xin vic gm c 5 phn chnh sau y:
1. Phn m u: Bn hy vit mt on m u tht n tng
2. Phn th hai: M t thnh cng ca bn
Hy m t ngn gn nhng kh khn m bn gp phi, hnh ng bn thc hin
vt qua th thch ny, v nhng thnh cng bn t c. Bn nn nhn mnh vai
tr ca mnh trong vic t c nhng thnh cng ny, v hy s dng cc con s
nu bt thnh qu.
3. Phn th ba: Nu bt nhng thnh cng/nng lc ca bn trc y
thu ht s ch ca nh tuyn dng, bn nn th hin t nht mt thnh cng mi
v tr trc y. Bn hy nh dng con s nu bt nhng thnh qu
4. Phn th t: Th hin s quan tm ca bn n v tr d tuyn
5. Phn cui cng: Bn nn nh cm n nh tuyn dng dnh thi gian c th xin
vic ca bn
III. Cc mu n xin vic
1. Mu 1
n xin vic ca ng vin c kinh nghim v
tr tng t
Vietnamese Version (Sample 1)

CNG HA X HI CH NGHA VIT NAM
c lp T do Hnh phc
Hy th hin bn rt quan tm n v tr d tuyn v lun sn sng c d bui phng
vn vi nh tuyn dng vo thi im ph hp nht.
Page 300
_________________________________________________

-----o0o-----
N XIN VIC
Knh gi: Ban gim c Ngn hng TMCP X
ng/ B Trng phng hnh chnh nhn s
Ti tn l: L Phng Lan
Sinh ngy : 10/10/1986
Qu qun: Vn Tin - Yn Lc - Vnh Phc
Hin ti: S 4 - Phng Mai - ng a - H Ni
Trnh chuyn mn: C nhn kinh t - Hc vin Ngn hng
Ti c bit qu ngn hng ang c nhu cu tuyn dng v tr K ton giao dch qua thng
tin ng tuyn trn website www.abcbank.com.vn. Ti rt mong c hp tc lm vic
cng qu ngn hng, ti nh gi rt cao nhng gi tr m ngn hng mang li cho khch
hng v trn ht l ngn hng ang to iu kin cho nhng ai mun tm kim mt c hi
ngh nghip hp dn hn, th thch hn v th v hn. Ti vit n ny gi n qu ngn
hng nhm c cho chnh mnh vo v tr k ton giao dch m ngn hng ang cn tuyn.
Ti cng gi km theo l n ny mt bn l lch miu t mi thng tin c nhn ca ti
v nhng kinh nghim m ti tng tri cng nh nhng g mnh c hc. Vi 3 nm
kinh nghim trong lnh vc k ton doanh nghip, ti nm rt r mi thng tin cn thit
trong lnh vc ny.
Ti mong mun c c hi pht trin nhiu hn na trong lnh vc ny. c th h tr cho
chnh mnh trong lnh vc ngh nghip m ti chn, ti tham gia hc mt kha o
to 6 thng v Qun l ti chnh doanh nghip. Kt qu ca kha hc va qua l ti nng
cao kinh nghim v chuyn mn ca mnh trong lnh vc ny vi nhng l thuyt mi nht
v Qun l ti chnh.
Vui lng lin h vi ti ngay khi ng/b cm thy thun tin nht, v nu c bt k yu cu
no v thng tin, xin hy cho ti bit ti c th cung cp kp thi cho qu ngn hng. Ti
xin c php gi li cho qu ngn hng vo tun sau hi v mt s thng tin trong v tr
m ti ang quan tm.
Ti xin chn thnh cm n!

Ngi vit n
(K tn)
Page 301
_________________________________________________

L Phng Lan

Cover letter of an experienced person in the same
position
English Version (Sample 1)

SOCIALIST REPUBLIC OF VIETNAM
Independence Freedom Happiness
----- O0o -----
COVER LETTER
position through information on website www.abcbank.com.vn. I look forward to working
together with your bank, I appreciate the value that the bank gave customers and above all,
banks are facilitating those who want to find a job opportunity career more attractive, more
challenging and more interesting. I wrote this application sent to your nominated bank to
position them on accounting transactions that banks are seeking.
I have also enclosed herewith the resume describing all my personal information and the
experiences I've had as well as what I have learned. With 3 years experience in the field of
business accounting, I know very well all the information needed in this area.
I hope to have the opportunity to develop much more in this area. To be able to support
myself in the career field that I chose, I was part of learning a six-month training course on
management of corporate finance. The result of the recent course that I have advanced
experience and his expertise in this area with the latest theories about financial
management.
Please contact me as soon as if you felt most convenient, and if you have any request for
information, please let me know so I can promptly provide to your bank. I would like to ask
To: Board of Directors Bank X
Mr / Mrs Supervisor of The personnel department
My name is: Le Phuong Lan
Birthdat: 10/10/1986
Hometown: Van Tien - Yen Lac - Vinh Phuc
Contact address: No.4, Phuong Mai St., Dong Da Dist., Hanoi
Qualifications: Bachelor of Economics, Banking Academy
I know that your bank is having demand to recruit personnel at Transaction accounting
Page 302
_________________________________________________

for permission to call to your bank next week to ask about some information in the position
where Im concerned.
I sincerely thank you!

Hanoi, date 25 month 02 year 2012
Applicant
(Signature)
Le Phuong Lan

2. Mu 2
n xin vic ca ng vin c kinh nghim
nhng v tr khc

c lp T do Hnh phc
Knh gi: Ngn hng TMCP C
Phng Hnh chnh nhn s
quc t. y l cng vic rt ph hp vi kh nng v kinh nghim lm vic ca ti qua
hn 8 thng lm vic ti Cng ty CP xut nhp khu X nh: Kinh nghim son tho cc hp
ng ngoi thng, lp b chng t, m th tn dng, thc hin chuyn tin, nh thu, tm
hiu lut php v cc tp qun thng mi quc t.
Ti vit n ny knh mong qu ngn hng cho ti c hi c tho lun vi qu ng/b v
-----o0o-----
N XIN VIC
Ti tn l: Hong L Thanh Hoa
Sinh ngy: 07/04/1987
Qu qun: Thiu , Thiu Ho, Thanh Ho
Hin ti: Nh 15, ng 20 Phng Lit, Thanh Xun, H Ni
Trnh chuyn mn: C nhn kinh t - i hc Kinh t quc dn, tt nghip kha 2009.
Ti c bit qu ngn hng ang c nhu cu tuyn dng v tr: Nhn vin Thanh ton
Page 303
_________________________________________________

cng vic v bit r hn v nhng g ti nu trong s yu l lch.
Mong rng s sm nhn c phn hi t qu ngn hng, mi lin h v lch phng vn hay
thng tin v h s xin vic ny, xin vui lng lin lc: in thoi: 09xx.xxx.xxx - Email:
nhanhta@gmail.com
Ti xin chn thnh cm n v trn trng!

Ngi vit n
(K tn)
Hong L Thanh Hoa

Cover letter of an experienced person but in the
other position

To: Bank C
Administrative and personnel Department
My name is: Hoang Le Thanh Hoa
Birthdate: 07/04/1987
Hometown: Thieu Do, Thieu Hoa, Thanh Hoa
Current address: No.15, 20 Lane, Phuong Liet Street, Thanh Xuan District, Hanoi
Qualifications: Bachelor of Economics - National Economics University, graduating in
2009.
I know that your banking needs to hire the position: Employees International Settlements.
This is very consistent with the ability and experience my work more than eight months
working in import-export joint stock company X as: Experience in drafting the contract of
sale, prepare documents, open credit, make transfers, collection, learn the laws and usages
of international trade.
Independence - Freedom - Happiness
----- o0o -----
COVER LETTER
Page 304
_________________________________________________

I wrote this application and wish your bank would kindly give me an opportunity to discuss
about work and to learn more about what I have stated in your resume.
We hope that will soon get feedback from your bank, any contact of the interview schedule
or information about this application, please contact: Tel: 09xx.xxx.xxx - Email: nhanhta@
gmail.com
I extend my sincere thanks and appreciation!

3. Mu 3
n xin vic ca ng vin cha c kinh nghim

c Lp - T Do - Hnh Phc
...........................

N XIN VIC
Knh gi: Phng nhn s Ngn hng TMCP Cng thng Vit Nam CN TP. H Ni
Tn ti l: Nguyn Thu Huyn
V tr d tuyn: Cn b Quan h khch hng Chi nhnh TP H Ni
Ti c bit qu ngn hng ang c nhu cu tuyn dng v tr cn b Quan h khch hng
qua thng tin ng tuyn ngy 23/06/2012 trn website www.vietinbank.vn. Ti nhn thy
y l cng vic rt ph hp vi kh nng v bng cp chuyn mn ca mnh.
Ti hin tt nghip c nhn khoa Ngn hng Hc vin ngn hng nm 2010. Tri
nghim trng lp v cc kho hc ngoi kho cho ti nhng k nng rt thit thc.
Ti cng hiu v tr cn b quan h khch hng lun i hi s thng minh, nng ng,
Applicant
(Signature)
Hoang Le Thanh Hoa
Page 305
_________________________________________________

nhy bn v chu o, c tinh thn on kt, ha ng vi tp th, cng nh c kh nng lm
vic trong mi trng c p lc cao. y chnh l nhng k nng m ti c kt c
qua qu trnh hc tp, rn luyn t trc n nay.
Ti tin rng mnh c th p ng c yu cu m qu ngn hng a ra. Ti cng xin cam
oan chp hnh nghim chnh mi qui nh ca qu ngn hng v hon thnh tt cng vic
c phn cng.
Mi lin h v lch phng vn hay thng tin v h s xin vic ca ti, xin vui lng lin lc
qua s in thoi 09xx.xxx.xxx
Xin chn thnh cm n qu ngn hng dnh thi gian xem xt h s ca ti!

Ngi vit n
(K tn)
Nguyn Thu Huyn

Cover letter of an unexperienced person

Independence - Freedom Happiness
...........................
COVER LETTER
To: Personel Department of Vietnam Joint stock Commercial Bank for Industry and Trade
Hanoi City Branch
My name is Nguyen Thu Huyen
Applied position: Customer Relations Staff - Hanoi City Branch
I know that your banking needs to recuit position of customer relations staff through
information on the website on 23.06.2012 www.vietinbank.vn. I realize that this is an
extremely capable and suitable to their professional qualifications.
I currently have a Bachelor of Science Bank Banking Institute in 2010. Experience in
school and extracurricular courses gave me very practical skills.I also understand the
position of customer relationship staff always requires smart, energetic, sensitive and
Page 306
_________________________________________________

caring, with solidarity, along with the collective, as well as the ability to work in an high
pressure environment. These are skills that I have drawn through the learning process, with
training so far.
I believe I can meet your requirements that banks offer. I also hereby undertake to strictly
observe all the provisions of your bank and complete the job assigned.
All contact with regard to interviews or information on my resume, please contact telephone
numbers 09xx.xxx.xxx
Sincerely thank you for taking the time bank review my profile!

Applicant
(Signature)
Nguyen Thu Huyen

Chng 3: Cch vit Th cm n (Thank you notes)
Chapter 3: How to write a Thank you notes
I. Ni dung th cm n
- By t s nhit tnh vi v tr mun vo lm: By t s quan tm ca bn i vi
cng vic m bn va phng vn xin lm. Hy c gng vit tht ngn gn v c th
v sao bn thch th vi cng vic ny.
- Khng nh quan im ca mnh: a ra cu tr li r rng hn cho nhng vn
m bn ngh l bn cha ni ht kin ca mnh trong cuc phng vn. L th
cm n chnh l c hi cui cng bn to nn n tng cho nh tuyn dng.
- Chn thnh: Th cm n phi th hin s chn thnh ca bn. Bng cch ni chn
tht nht ca mnh, hy lm cho ngi c tin rng bn tht s cao tm quan
Sau bui phng vn (trong vng 24h), bn nn gi cho nh tuyn dng mt l th cm n
nhc kho nh tuyn dng v bn v by t s cm n i vi bui phng vn qua. Hy
l th y to cho bn nt c bit ring so vi cc ng vin khc.
L th y phi n tay ngi phng vn bn trc khi ng/b y ra quyt nh cui cng s
tuyn dng ai. Th cm n phi ni c nhiu hn mt li cm n n gin. Mun th, khi
vit th cm n gi cho nh tuyn dng, bn phi khng qun cc yu cu sau.
Page 307
_________________________________________________

trng ca cuc phng vn v thc tm bit n nh tuyn dng bt thi gian
dnh cho bn c hi ny.
- Mang r du n c nhn: Hy nh rng bn ch l mt trong s rt nhiu ngi
c nh tuyn dng phng vn trong mt thi gian ngn. V vy, bn cn phi lm
cho mnh ni bt hn so vi cc ng vin khc nh tuyn dng c th nh n
bn. Trong l th cm n ca mnh, hy nhc li nhng im c bit trong cuc
phng vn gia bn vi nh tuyn dng, l cch kho lo bn gi cho nh
tuyn dng nh n mnh.
- Ngoi ra, nu phng vn bn l mt nhm ngi th bn cn phi gi th cm n
n tt c mi ngi phng vn bn. (Bn u bit ai l ngi s ra quyt nh
tuyn dng cui cng, ng khng?)
II. Yu cu i vi th cm n:
- Th cm n nn nh my hay vit tay?
C nhiu trng hp ng vin gi th cm n vit tay. Tuy nhin, khi vit tay, bn
phi m bo rng ch vit ca bn l r rng v sch p. Trong trng hp cng
vic m bn mun xin vo khng c g c bit (v bn thn nh tuyn dng cng
khng i hi bn phi vit tay n xin vic) th bn nn nh my th cm n.
- Lu , bn phi m bo rng l th cm n c trnh by r rng, d c, khng
c bt k li chnh t v ng php no.
- Gi th cm n qua email hay qua ng bu in?
Thng thng, th cm n c gi n qua ng bu in. Tuy nhin, nu trn
danh thip ca ngi phng vn bn c a ch email, bn vn c th gi th cm
n qua ng email. Tuy nhin, hy chc chn rng nh tuyn dng c th c
c l th cm n ca bn (bn c th ci ch thng bo khi ngi nhn c
c th).
- Ngay c khi gi bng email, l th cm n ca bn phi c vit theo mt khun
kh chnh quy. Bn khng nn dng t vit tt hoc chn cc k hiu vui trn
internet vo l th cm n ca mnh.
III. Cc mu th cm n
(Danh tnh trong th c chnh sa!)
1- Mu 1
Page 308
_________________________________________________

MS 1 - Vietnamese Version
Mu th cm n 1
tr nhn vin Kim sot sau tn dng.
Vi nhng k nng v 2 nm kinh nghim c v tr tn dng ti Ngn hng TMCP
B, ti cm thy mnh c y t cht cng nh kh nng hon thnh tt cng vic
m mnh ng tuyn.
Rt cm n ch v bui phng vn, ti s rt vui mng nu nh c c hi c gp ch
mt ln na.
Trn trng,
Nguyn Hu Phc
ST: 09xx.xxx.xxx
Email: huuphuoc@gmail.com
MS 1 - English Version
Sample Thank You Letter 1
Address: No. 30, Tran Vu St., Ba Dinh Dist., Hanoi
Phone: 043.xxx.xxxx Fax: 043.yyy.yyyy
E-mail: mail@bacabank.com.vn
Thai Huong
General Director of Bank X
Dear Mrs Huong,
Thank you for spending time for interviewing with me last day about Back-Credit
a ch: 30 Trn V, Ba nh, H Ni
in thoi: 043.xxx.xxxx Fax: 043.yyy.yyyy
E-mail: mail@bacabank.com.vn
Thi Hng,
Tng gim c Ngn hng TMCP X
Knh gi b Hng,
Cm n ch dnh thi gian ngy hm qua trao i vi ti trong cuc phng vn v
Page 309
_________________________________________________

control position.
With skills and 2 years experience in creditor position at Bank B, I can confidently
have enough qualities and ability to complete the work I am applying.
Thank you for the interviewing, I would be delighted if I have opportunity to meet you
again.
Sincerely,
Nguyen Huu Phuoc
Mobile phone No.: 09xx.xxx.xxx
Email: huuphuoc@gmail.com

2- Mu 2
Mu th cm n 2
a ch: 198 Trn Quang Khi, Qun Hon Kim, H Ni.
E-mail: mail@vcb.com.vn
Nguyn Th Thanh A,
Ph gim c khi Khch hng doanh nghip SME
Ngn hng TMCP X
Tha b,
Ti rt vinh d c b phng vn ngy hm qua vi t cch l ng vin cho v tr
Chuyn vin Quan h khch hng Doanh nghip ti Hi s chnh. Bui phng vn
li cho ti nhiu n tng tt p v vn ho v phong cch lm vic ca ngn hng.
Ti thy mnh hon ton c kh nng v kinh nghim m ng c cng vic
v tr ng tuyn.
Ti cng nh gi rt cao khong thi gian m b dnh phng vn ti. Hy vng
rng khong thi gian ny s khng l ung ph v ti s c c hi c gp b thm
mt ln na. Ti rt quan tm v hn hnh c lm vic cho qu ngn hng cng
v Chuyn vin Quan h khch hng Doanh nghip.
Trn trng,
Page 310
_________________________________________________

Nguyn Vn B
Address: 198 Tran Quang Khai St., Hoan Kiem Dist., Ha Noi
E-mail: mail@vcb.com.vn
Nguyen Thi Thanh A
Deputy Director of SME Corporate customer department
Dear Madam,
That was my honor to be interviewed as a candidate for the position of Customer
Relations Specialist at the Head office. The interviewing made so much impression for
me about the culture and working style of your bank. I feel that I am totally qualified
and experienced to undertake the job in the position.
I also greatly appreciate the time that you had spent to interview me. Hopefully this
time will not be wasted and I will have the opportunity to see you again. I am very
interested and pleased to be working for you in the position Customer Relations
Specialist.
Sincerely,
Nguyen Van B
3- Mu 3
Mu th cm n 3
a ch: 80 Lc Trung, Qun Hon Kim, H Ni.
E-mail: mail@bidv.com.vn
Nguyn c Hng,
Gim c CN Y, Ngn hng TMCP X
Page 311
_________________________________________________

Knh gi qu ng,
Ti xin chn thnh cm n qu ng/b dnh thi gian phng vn ti cho v tr Giao
dch vin.
Sau bui phng vn v gp g nhng ngi trong ngn hng, ti thy mnh l ngi
xng ng cho v tr d tuyn v ti c kh nng giao tip tt, nhanh nhn, cn thn,
nm bt nhanh v thch nghi vi cng vic c p lc cao.
Cng vi kh nng m phn v giao tip vi khch hng, c nhit huyt v tc phong
lm vic, ti chc chn s lm tt cng vic ny.
Ti mong mun c c c hi lm vic cho ngn hng v mong sm nhn c phn
hi t qu ng/b...
Xin qu ng/b vui lng lin lc vi ti bit thm chi tit. S in thoi ca ti l:
09xx.xxx.xxx.
Ti xin chn thnh cm n!
Nguyn Th Vn Anh
Address: No. 80, Lac Trung St., Hoan Kiem Dist., Hanoi
E-mail: mail@bidv.com.vn
Nguyen Duc Hung
Director of Ys Branch, Bank X
Dear Sir
I sincerely thank you for spending your time in the interviewing for the Teller position.
After the interviewing and meeting people in the bank, I find myself a suitable person
for the vacancy because I have good communication skills, quick, careful, quick grasp
and adapt to work with high pressure.
Along with my ability to negotiate and communicate with customers, enthusiastic and
working style, Im sure I can do good job.
I want to have opportunity to work for your bank and look forward to receiving your
soon feedbacks
Page 312
_________________________________________________

Please contact me for more details. My phone number is: 09xx.xxx.xxx.
I extend my sincere thanks!
Nguyen Thi Van Anh

PHN 6: M T CNG VIC CC V TR TRONG NGN HNG
PART 6: JOB DESCRIPTION OF POSITIONS IN BANK
V tr khng yu cu nm kinh nghim
V tr yu cu c kinh nghim (t 6 thng tr ln)

Danh sch cc v tr
1. Giao dch vin 2. Kim sot vin giao dch 3. Nhn vin th qu
4. Nhn vin TTQT 5. NV nghin cu PTSP 6. NV chm sc KH
7. NV PT & H tr KD 8. NV Kinh doanh ngoi t 9. Nhn vin tn dng
10. Nhn vin thm nh 11. Nhn vin marketing 12. Nhn vin tin hc
Page 313
_________________________________________________

13. Nhn vin php ch 14. Nhn vin x l n 15. Nhn vin nhn s
16. Nhn vin l tn 17. NV vn th lu tr 18. NV KT, kim ton ni b
19. NV K ton ti chnh 20. Nhn vin ngun vn

1. Giao dch vin Bank Teller
- Nhn tip qu nghip v u ngy v
kt qu cui ngy.
- M v qun l ti khon tin gi, tin
gi thanh ton, ti khon tit kim ca
khch hng l cc t chc kinh t, c
nhn.
- Hch ton chng t pht sinh trong
ngy kp thi, chnh xc, y v
chu trch nhim v cc giao dch thc
hin.
- Thc hin chuyn tin thanh ton
trong nc, thanh ton th tn dng,
dch v W.U, thu i ngoi t
- Phong ta, gii to ti khon, s tit
kim theo nghip v v ngh ca
cc phng/ban lin quan.
- Kim tra chng t gc, nhp liu v
hch ton.
- Hng dn th tc, t vn khch hng
v gii quyt cc khiu ni ca khch
hng trong phm vi thm quyn cho
php, m bo b mt thng tin cho
khch hng
- Thc hin thu ng v cc loi ph
dch v theo biu ph ban hnh.
- Receiving fund at the start and
close fund at the end of day.
- Openning and managing deposit
account, payment account, saving
account of the individual and
economic organization customers.
- Entrying up-to-time, correctly,
fully documents arising in day and
have responbility with entried
transactions.
- Transfering money to pay
domestic, pay credit card, Western
Union (W.U) services, exchange
foreign currency.
- Blocking and unblocking account,
saving book follow transaction and
the proposal of related departments.
- Checking the root documents, input
data and entry.
- Consulting to the customers and
solve their complaints in authority,
ensure keep secrect customer's
information.
- Receiving true and enough all fees
follow table of fees issued.
Kh nng cn c: Ability requirements:
+ C sc khe tt, chu c p lc cng Healthy, can work under high
Page 314
_________________________________________________

vic pressure
K nng cn c:
Skill requirements:
+ K nng giao tip, ng x
+ K nng trnh by, thuyt trnh
+ K nng m phn, thng lng
Behavioring skills
Presentating skills
Negotiating skills
Yu cu khc:
Other requirements:
+ Ngoi hnh, gng mt a nhn
+ Cn thn, t m
+ Nhanh nhn
Appearances, good-looking face
Be careful, detailed
Agile

2. Kim sot vin giao dch Transactions Controller
- Kim sot tt c cc chng t do giao
dch vin chuyn n trc, trong v
sau khi hch ton
- Thc hin cc cng vic k ton cui
ngy, thng, nm, i chiu vi s sch
ca kho qu, cn i tin mt kha
s sch k ton, sao k i chiu th
lu tit kim
- Cng lnh o phng hng dn, n
c, gim st cc giao dch vin thc
hn cc nghip v, quy trnh, quy ch,
ch k ton do Ngn hng Nh nc
v ni b ngn hng ban hnh.
- Gii thch, hng dn, thu thp thng
tin t khch hng nng cao cht
lng cng vic.
- Controlling the entire document
which transfer by teller staffs in the
before, middle and after entry.
- Doing account tasks at the end of day,
month, year, consolidating with
statement of fund store, balancing
money to closed account statement,
copy and consolidating saving save
card.
- Guiding, urging, supervising all teller
staffs together with the supervisor to
operate, procedures, regulation,
accounting regime by State Bank and
issued by our bank.
- Explanating, instructing, gathering
information from customers to
improve the quality of work.
Kh nng cn c:
Ability requirements:
+ C sc khe tt, chu c p lc cng
vic cao
Good health, can work under high
pressure
Page 315
_________________________________________________

K nng cn c: Skill requirements:
+ K nng tnh ton
+ K nng s dng thnh tho my tnh,
tin hc vn phng, mng internet
Calculating Skill
Proficient skills in using computers,
Microsoft office, internet
Yu cu khc: Other requirement
+ Cn thn, t m
+ Nhanh nhn
Agile

3. Nhn vin th qu - Fund staff
- Qun l qu: Thc hin xut nhp qu,
kim m, thu chi tin mt, chng t c
gi, kim k nh k v t xut theo
yu cu.
- Thc hin vic ng gi tin mt theo
ng quy nh
- Thu, chi h ti cc n v ca khch
hng khi c yu cu
- Kim m li s tin chi cho khch
hng khi khch hng yu cu
- Kim m tn qu cui ngy ca giao
dch vin chuyn v nhp qu chi
nhnh/ phng giao dch
- Kim m tn qu ca chi nhnh/
phng giao dch
- Qun l ti sn l s ti sn th chp,
cc giy t c gi, chng t lin quan
n tn dng.
- Kim sot vic ra vo qu, cha kha
kho qu.
- Fund management: Exporting and
importing funds, counting money,
valuable papers, periodically and
irregularly invetoring on demand.
- Implementing the cash packed in
accordance with
- Receiving and spending at
customerss unit upon request
- Counting the money spent to the
customer when have requests
- Tallying the fund balance at end of
day of teller than move to enter the
fund of branch/ transaction
- Tallying of branch cash balance/
transaction
- Managing assets are collateral books,
the valuable papers and relevant
documents to credit.
- Controlling the exporting and
importing fund, the key of vault.
Lm vic nhm Team work
Page 316
_________________________________________________

Giao tip
Hon thnh cng vic ng hn
Communicate
Complete work on time
K nng tnh ton
K nng nhn bit chng t tht gi (s
c o to)
Calculating Skill
Indetifying true-fake documents
Skills (will be trained)
Yu cu khc:
Other requirement
C o c ngh nghip
Cn c, chm ch, cn thn
Having professional ethics
Diligence, hard work, careful

4. Nhn vin thanh ton quc t - I nternational payment staff
- Tip xc, gii thiu, hng dn v t
vn cho khch hng v dch v thanh
ton quc t ca ngn hng
- Tip nhn h s, nhp thng tin khch
hng.
- Tip nhn, kim tra v thc hin cc
nghip v thanh ton TT, DP, DA v
mt s LC nhp khu tr ngay theo yu
cu ca khch hng.
- Son tho cc cng in.
- Tip nhn h s yu cu m L/C (
c thm nh tnh php l, ri ro tn
dng v kh nng thanh ton).
- M th tn dng, chuyn cho cp c
thm quyn ph duyt.
- Kim tra chng t hng nhp khu, lm
thng bo cho khch hng trnh cp c
thm quyn duyt sau chuyn cho
phng ban lin quan v lin h li b
- Contacting and introducing, guiding
and consulting to the customers about
international payment services of
bank.
- Receiving documents and importing
customer information
- Importing trading transactions and
exporting outside of the statement
- Receiving, checking and doing TTs,
DPs, DAs and some importing LCs
payment transactions on demand of
the customers.
- Drafting of public letter
- Receiving application documents for
opening L/C (has been legal
evaluation, credit risk and liquidity)
- Openning letter of credit, transfering
to the authorized supervisor approvals
- Checking of imported goods,
notifying customers and submiting
them to the authorized supervisor
- Nhp thng tin v giao dch, nhp xut
ngoi bng.
Page 317
_________________________________________________

chng t n hn thanh ton theo quy
nh ca ngn hng.
- Lm in thng bo ra nc ngoi khi
b chng t c sai st, hu L/C, hay
cc vn lin quan n L/C khi c
pht sinh. Trnh cp c thm quyn ph
duyt, pht in i.
- Thc hin nghip v chuyn tin quc
t, ghi s chng t chuyn tin v thanh
ton L/C.
- Hch ton cc nghip v thanh ton
quc t pht sinh, lu cc h s c lin
quan.
- Gii p thc mc ca khch hng.
Cung cp thng tin, h s v giao dch
ang thc hin cng nh giao dch
kt thc cho khch hng.
approvals then back to relevant
departments and contact in return the
documents to payment in accordance
with the bank.
- Informming to the foreign country
when the documents contain errors,
cancel the L/C, or related problem to
the L/C when arising. Transfering to
the authorized supervisor approvals
- Doing international remittance
transactions, openning remittance
documents and paying L/C.
- Accounting of international payment
operations arising, saving relevant
documents.
- Answering customers questions.
Providing information and transaction
records are performing as well as
trading ended for the customers.
C sc kho tt, chu c p lc cng
vic cao;
C kin thc v nghip v Thanh ton
quc t, tp qun thng mi quc t,
cc c ch, chnh sch ca Nh nc v
hot ng thanh ton v ti tr xut nhp
khu v qun l ngoi hi.
Kh nng lm vic c lp hoc theo
nhm;
Good health, can work under high
pressure;
Having professional knowledge about
international payments, international
trade practices, mechanisms and
policies of the State on payment
activities and import and export
financing and foreign exchange
management.
Working independently or in groups.
K nng giao tip;
K nng c, hiu, vit Ting Anh.
Communication skills;
Reading, comprehension, writing
English skills.
Page 318
_________________________________________________

Yu cu khc:
Other requirement
Cn thn, chu kh, c thc k lut tt. Careful, work hard, have good sense
of discipline.

5. Nhn vin nghin cu pht trin sn phm - Research and development products staff
- Gim st cc hot ng ca sn phm.
- Ci tin sn phm hin ti, gii thiu
sn phm mi.
- Kho st v xut iu chnh li sut,
ph dch v theo tnh hnh cnh tranh v
iu kin th trng.
- Tham gia ci tin quy trnh phc v
nhm tng cht lng phc v, tit
kim chi ph, qun l vn hnh cho
ngn hng.
- Tham gia xy dng, son tho cc vn
bn hng dn, s tay sn phm, cc
chng trnh o to v h tr v
marketing.
- Qun l nghip v cung cp sn phm
ph hp vi qui trnh qun l ca ngn
hng v an ton sn phm.
- Pht trin th trng, quan h vi cc
i tc trin khai cc sn phm lin
kt
- Pht trin cc cng c, ti liu h tr
nghip v.
- H tr chi nhnh v cc knh phn phi
khc
- Monitoring the activity of the product.
- Improving of current products,
introduce new products.
- Surveying and proposing to adjust
interest rates, service charges
according to the competitive situation
and market conditions.
- Participating in process improvement
to increase service quality in service,
cost savings, operational management
for banks.
- Participating in the formulation and
elaboration of guidelines, handbooks
products, training programs and
marketing support.
- Managing of product supply business
in accordance with the process of bank
management and product safety.
- Market development, relations with
partners to develop products that link-
Development of tools and materials to
support operations.
- Supporting for branchs and other
distribution channels
Ln k hoch cng vic;
Lm vic c lp hoc theo nhm.
Making work plan;
Page 319
_________________________________________________

Phn tch v t gii quyt vn .
T duy sng to, nhy bn.
Analyzing and solving problems.
Creative thinking, sensible.
Yu cu khc:
Other requirement
Hiu bit v cng ngh thng tin,
internet.
Hiu bit v th trng v cc sn phm
dch v ti chnh ni chung, sn phm
dch v ngn hng ni ring.
Understanding information technology,
internet.
Understanding of markets and financial
products and services in general,
banking products and services in
particular.

6. Nhn vin chm sc khch hng Customer care staff
- Duy tr cc khch hng hin ti.
- Khai thc hiu qu ngun d liu sn
c ca ngn hng v khch hng, gia
tng khch hng mi.
- Tip xc v ti giao dch vi cc khch
hng c c cht lng tt m hin
khng cn giao dch vi ngn hng.
Tip cn cc khch hng c cht lng
tt hin ang s dng sn phm ti
chnh ngn hng nhng cha giao dch
vi ngn hng.
- T vn y v chnh xc sn phm
v dch v ca ngn hng.
- Cp nht y cc thng tin khch
hng vo h thng d liu.
- Kho st v ghi nhn nhng din bin
hot ng kinh t trong a bn, lp k
hoch tip cn nhanh chng nhng c
hi bn hng.
- Theo di v bo co thng tin yu cu
v th trng v i th cnh tranh.
- Maintaining the current customer.
- Effectively exploiting available sources
of data banks, client, and added new
customers.
- Communicating and re-trading with old
customers good quality which is no
longer dealing with banks. Accesses to
good quality customers currently use
financial products but not bank to bank
transactions.
- Consulting completly and accurate
products and banking services.
- Updating all the customer information
into data systems.
- Surveying and recording the evolution
of economic activity in the area,
planning to quickly access sales
opportunities.
- Monitoring and reporting required
information about the market and
competitors.
Page 320
_________________________________________________

- Gii quyt nhanh chng nhng kh
khn vng mc ca khch hng.
- Solving problems quickly and
problems of customers.
Chu c p lc cng vic cao;
Good health, stand on high under
pressure;
K nng giao tip m phn, thng
lng
K nng tm hiu v thu thp thng tin
khch hng
K nng gii quyt vn
Cn thn, chu o, t m
Negotiation skills, negotiation
Learn skills and gathering customer
information
Problem solving skills
Careful, thoughtful, of which detailed
Yu cu khc:
Other requirement
Ngoi hnh a nhn, ging ni lu lot,
d nghe.
Good looking, articulate voice, easy
listening.

7. Nhn vin phn tch v h tr kinh doanh Analysis industry and business support
staff
- Ti thm nh h s vt mc phn
quyt ca cc n v.
- H tr nhn vin tn dng trong vic
son tho: hp ng tn dng hn mc,
hp ng tn dng, hp ng cm c,
th chp, hp ng bo lnh bng ti
sn bo m ca bn th 3 vi khch
hng.
- Cng vi nhn vin thm nh thc
hin vic nh gi, qun l, gim st ti
sn bo m, lp bin bn nh gi ti
sn bo m.
- Thng bo tn dng cho khch hng v
- Re-appraising of dossiers judgment in
excess of the unit.
- Supporting credit staff: make credit
limitation contract, credit contract,
mortgage contract, mortgage or
guarantee contracts with collateral 3rd
party clients.
- Along with the staff performance
appraisal valuation, management and
monitoring of collateral, recorded
valuation of collateral.
- Noticing of credit to customers and
customer care policy.
Page 321
_________________________________________________

chm sc khch hng theo chnh sch.
- Theo di d n ca khch hng, nh
k phi hp vi nhn vin tn dng
thng bo cho khch hng thc hin cc
ngha v tr n gc, n li v cc ngha
v c lin quan khc i vi ngn hng.
- Lu tr v qun l h s ca khch
hng, chuyn giao h s cho cc b
phn lin quan. Lm bo co nh k
hoc t xut.
- Tracking outstanding customer
periodically with staff to coordinate the
credit inform our customers to make
the obligation to pay debt principal and
interest and other obligations related to
the bank.
- Storing and managing customer
records, transfer records to the
department concerned. Reporting
regularly or irregularly.
Chu c p lc cng vic cao;
K nng bn hng v chm sc khch
hng
K nng trnh by, thuyt trnh
Sales skills and customer care
Presentation skills
Yu cu cn c: Other requirement:
+ Cn thn, t m + Be careful, of which detailed

8. Nhn vin kinh doanh ngoi t - Foreign currency trading staff
- Thc hin cc giao dch ngoi hi giao
ngay v k hn trn th trng
Interbank m bo trng thi ngoi hi
trong mc cho php.
- Lp t gi giao dch ngoi t u ngy.
Pht hnh v fax t gi giao dch u
ngy cho cc phng ban chc nng
hi s, cc chi nhnh v cc i l.
- Giao dch vi khch hng kiu hi m
bo chi tr kp thi theo yu cu ca
khch hng.
- Implementing of the foreign exchange
spot and forward markets to ensure
Interbank foreign exchange status in
the permitted level.
- Making foreign currency exchange
rates earlier in the day. Release and fax
exchange rate for the first day of
departments in headquarters, branch
offices and agents.
- Dealing with customer remittances
ensures timely payments as required by
pressure;
Page 322
_________________________________________________

- Giao dch mua bn ngoi t vi cc chi
nhnh v phng kinh doanh. Qun l
trng thi ngoi hi cc chi nhnh.
the customer.
- Doing foreign exchange transactions
with subsidiaries and sales offices.
Management of foreign exchange
branches.
Lm vic c lp hoc theo nhm
C kh nng t to p lc v trch nhim
cho bn thn
Working independently or in groups
Ability to create pressure and
responsibility for yourself
K nng giao tip, m phn, thuyt
trnh
Skills of communication, negotiation,
presentation
Yu cu khc:
Active, energetic
Good thinking and judgment

9. Nhn vin tn dng Credit staff
Tn gi chc danh Ti ngn hng
Nhn vin/Chuyn vin Quan h khch hng
c nhn/doanh nghip
(Personal Relationship Specialist /
Corporate Relationship Specialist)
- An Bnh (AnBinhBank)
- Chu (ACB)
- Bn Vit (VietCapital Bank)
- Bo Vit (BaoVietBank)
- Bc (Nasbank)
- Bu in Lin Vit (LienVietPostBank
LVB)
- Cng thng Vit Nam (Vietinbank)
- Du kh Ton Cu (GPBank)
Other requirement
Nhanh nhn, hot bt
c t duy, phn on tt
K nng lm vic vi my tnh, tin hc
vn phng, mng internet
Proficient skills using computers,
Page 323
_________________________________________________

- i (DaiABank)
- i Dng (Oceanbank)
- i Tn (TrustBank)
- u t Pht trin Vit Nam (BIDV)
- Hng Hi (MaritimeBank / MSB)
- K thng Vit Nam (Techcombank)
- Min Ty (Western Bank)
- Nam Vit (NaViBank)
- Ngoi thng Vit Nam
(Vietcombank)
- Nng nghip & PTNT VN (Agribank)
- Pht trin M Kng (MDB)
- Pht trin nh B.SCL (MHB)
- Pht trin nh TP.HCM (HDBank)
- Phng ng (OCB)
- Phng Nam (Southern Bank)
- Qun i (MB)
- Si Gn (SCB)
- Si Gn Cng thng (Saigonbank)
- Si Gn - H Ni (SHB)
- Si Gn Thng tn (Sacombank)
- Tin Phong (TienPhongBank)
- Vit (VietABank)
- Vit Nam Thnh vng (VPBank)
- Vit Nam Thng tn (Vietbank)
- Xng du Petrolimex (PGBank)
- Xut nhp khu (Eximbank)
Page 324
_________________________________________________

Nhn vin/Chuyn vin Qun l Quan h
khch hng c nhn/doanh nghip
(Personal Relationship Manager /
Corporate Relationship Manager)
- ng (DongABank)
- ng Nam (Seabank)
- Kin Long (KienLongBank)
- Quc t (VIB)
Nhn vin/Chuyn vin Pht trin khch
hng c nhn/ doanh nghip
(Personal Develop Specialist / Corporate
Develop Specialist)
- Nh H Ni (Habubank)
M t cng vic Job discription
- Trc tip i tip th, tm kim khch
hng mi bn ngoi. Trc tip phng
vn khch hng thu thp cc thng
tin cn thit.
- Pht hin nhu cu mi ca khch hng
v sn phm, dch v nghin cu
gii quyt p ng (bn cho sn
phm).
- Nhn h s vay ca khch hng.
- Thm nh khch hng:
Xem xt t cch php l
nh gi tnh cch, uy tn, tnh
hnh SXKD ti chnh, cng n.
Thm nh phng n/d n: tnh
kh thi, hiu qu, nhu cu vn, mc
ch s dng, ngun tr n v thi
hn tr n.
nh gi ti sn bo m. Thc
hin th tc cng chng v ng k
ti sn bo m. Trnh cp c thm
quyn ph duyt khon vay.
- Theo di h s vay ca khch hng,
xut kin v cp pht tn dng, gia
hn v bo lnh b h s tn dng.
- Identifying new needs of customers for
products and services to meet the study
and solution (cross-selling products).
- Receiving application of customer
loans.
- Evaluating the client:
Reviewing the legal status
Evaluating how, reputation,
production and business financial
situation and debts.
Evaluating of the plan / project:
feasibility, efficiency, capital
requirements, intended use, source
of repayment and the repayment
period.
Valuating of Collateral.
Implementing procedures for
notarization and registration of
security assets. Submitted to
competent authorities for approval
- Direct access to marketing, seeking
new customers outside. Direct
customer interviews to gather the
necessary information.
Page 325
_________________________________________________

- Theo di, n c, nhc n khch hng.
Gim st tnh hnh hot ng kinh
doanh, tnh hnh tr n ca khch hng,
kim tra xut i vi khon vay xin
gia hn, lp cc th tc o hn v tham
gia khi kin i vi cc khon n xu.
loans.
- Tracking the record of customer loans,
its suggestion of providing credit,
extension and guarantee of the credit
profile.
- Monitoring, supervising and reminding
customer debt. Supervise the business
activities, debt situation of the client,
check for the loan proposal for the
extension, and establishing deadlines
and procedures involved lawsuits
against bad loans.
Kh nng cn c: Abilitie requirements:
+ C sc khe tt, chu c p lc
cng vic cao
+ C kh nng to mi quan h
+ Good health, work well under high
pressure
+ Ability to create relationships
+ K nng ng x, giao tip, m
phn, thng lng tt
+ K nng bn hng v chm sc
khch hng
+ Behavioral skills, communication,
negotiation, negotiating good
+ Sales skills and customer care
+ Presentation skills
Yu cu cn c: Other requirement:
+ Trung thc, c o c tt
+ Cn thn, t m
+ To be honest, have good moral
+ Be careful, of which detailed

10. Nhn vin thm nh Appraisal staff
- Kim tra v m bo tnh hp php,
hp l v chng t s hu ti sn.
- o c, thm tra tnh hnh thc t ni
ti sn ta lc
- Nhp d liu, lu tr thng tin v ti
sn.
- Check and ensure the legality and
validity of property documents.
- Measure and verify the actual situation
where property is located
- Enter data, store information about
properties.
Page 326
_________________________________________________

- Trc tip tin hnh nh gi ti sn th
chp hoc ti thm nh cc khon nh
gi ti sn th chp theo quy nh. m
bo tnh ton gi tr ti sn ng theo
qui nh, chnh xc.
- Lin h vi cc chc nng bn ngoi
lin quan n cng tc thm nh ti
sn.
- Kim tra, gim st vic a ti sn cm
c vo kho hng
- Directly conduct the valuation of
collateral or reevaluate the terms of
collateral valuation as prescribed.
Ensure asset value calculated in
accordance with the rules, exactly.
- Liaison with external functions related
to the appraisal of property.
- Inspect, supervise the pledged property
in warehouse
+ Nm r cc quy nh php lut v tn
dng v php lut lin quan
+ Kin thc nghip v v kin thc tn
dng vng vng
+ C kinh nghim trong cng tc thm
nh, nh gi ti sn bo m
+ Nm r cc quy nh php lut v
tn dng v php lut lin quan
+ Kin thc nghip v v kin thc
tn dng vng vng
+ C kinh nghim trong cng tc
thm nh, nh gi ti sn bo m
+ K nng lm vic vi my tnh, tin
hc vn phng, mng internet
Computing skills, judgment, judgment
Skills working with computers,
Presentation skills
Yu cu khc:
Other requirement
+ Cn trng, t m Be careful, detailed

11. Nhn vin marketing Marketing staff
Mng cng vic qung co, tip th,
khuyn mi
Advertising, marketing, promotion tasks
- Hoch nh cc hoat ng trin khai
tip th: Kho st th trng v dch v,
thi quen tiu dng. Xy dng cc
chng trnh xc tin bn hng:
- Plan activities implemented marketing:
Market survey on services, consumer
habits. Develop sales promotion
program: Promotion of consumers, the
+ K nng tnh ton, suy xt, phn
on
Page 327
_________________________________________________

Khuyn mi ngi tiu dng, truyn
thng. Tham gia vic thm nh gi sn
phm.
- Phi hp vi cc phng ban trin khai
cc chng trnh tip th: nghin cu
sn phm, trin khai cc d n, trin
khai cc vt dng, trin khai cc
chng trnh khuyn mi, qung b, t
chc cc s kin.
- Lp v phn b ngn sch tip th ph
hp vi cc hot ng tip th.
- Xy dng ni dung qung co trn cc
phng tin.
media. Join the evaluation of the
product.
- Coordinate with other departments
implement marketing program: product
research and development projects,
developing materials and implementing
promotions, advertising, organization
of events.
- Making and marketing budget
allocation in accordance with the
marketing activities.
- Develop content on media advertising
Mng cng vic quan h cng chng
(PR), t chc s kin (Event)
Public relations tasks (PR), events (Event)
- T chc cc s kin ca ngn hng
(khai trng chi nhnh, phng giao
dch, trin lm, hi tho khch hng,
cc l k kt vi i tc, i hi c
ng, phi hp vi PR bo ch t chc
hp bo, gp g bo ch, phng vn... )
- Qun l hnh nh v hot ng PR ca
cc chi nhnh, phng giao dch ca
ngn hng
- Xy dng v pht trin cc mi quan h
vi bo ch, truyn thng, khch hng,
i tc trong lnh vc PR vi ngn
hng...
- Vit cc thng co bo ch, theo di v
cp nhp thng tin trn bo ch, cc
phng tin truyn thng, qun l, phn
tch v x l thng tin trn cc phng
tin i chng.
- Organizing the event of the bank
(opening branches, transaction offices,
exhibitions, seminars customers, the
signing ceremony with partners,
shareholders, and coordinate with PR
press press conference meet the press,
interviews ...)
- Managing Image and PR activities of
the branch, the bank's trading room
- Building and developing the
relationships with the press, media,
customers, partners in the field of PR
with our bank ...
- Writting press releases, monitoring and
updating information in the press, the
media, managing, analysing and
processing information on the mass
media.
Mng cng vic thit k Desgin tasks
- Thit k cc mu biu, cc n phm cho - Designing forms and publications to
Page 328
_________________________________________________

ngn hng.
- Tm v tr t bng qung co ngoi
tri.
- Cng kt hp vi chuyn vin PR qun
l v pht trin hnh nh ca ngn hng
the bank.
- Searching table placement of outdoor
advertising.
- In conjunction with PR professionals
manage and develop the bank's image
Mng cng vic xy dng thng hiu Brand-building Tasks
- Xy dng, trin khai h thng nhn
dng thng hiu
- Developing, implementing the brand
identification system
+ Kin thc marketing v kin thc v
sn phm/dch v, th trng vng
vng
+ C kinh nghim chuyn mn lin
quan n lnh vc marketing, tip
th, thit k, PR.
+ C kh nng hoch nh, lm vic
nhm tt
Knowledge of marketing and
knowledge of products / services and
strong market
Ability to plan, good team work
Presentation skills
Yu cu khc:
Other requirement
+ Nng ng, nhanh nhn
+ Nhit huyt trong cng vic
Agile

12. Nhn vin tin hc I nformation Technology staff
Mng cng vic v Bo mt Security Tasks
- Tham gia qu trnh lp k hoch m
bo an ton & an ninh h thng.
- Thit k & duy tr h thng tng la
(Firewall) v mng ring o (VPN).
- Participating in the planning process to
ensure safety & security system.
- Designing & maintaining firewall
(Firewall) and virtual private network
Have professional experience related to
marketing, marketing, design, PR.
Page 329
_________________________________________________

- Nhn dng v sa cha cc l hng trn
h thng mng ca ngn hng.
- Trin khai & gim st h thng pht
hin tn cng (IDS).
- Gim st hot ng ca ngi s dng,
bo m an ton cho C s d liu.
- Phn tch cnh bo & h tr chuyn
vin h thng sa li bo mt.
- Lp k hach & trin khai cc qui ch
m bo an ton & an ninh trn h
thng mng ngn hng v h tr ngi
s dng khc phc khi c s c.
(VPN).
- Identifying and fixing the holes in the
bank's network.
- Implementating & monitoring system
to detect attacks (IDS).
- Monitoring of user activity and ensure
the safety database.
- Analysing & warning system support
specialist security fixes.
Mng cng vic v H thng PC PC system Tasks
- Cung cp thit b tin hc (my vi tnh...)
cn c trn nhu cu thc t ca cc b
phn trn ton h thng.
- H tr bo tr, bo dng nh k ton
b cc thit b tin hc.
- Pht hin v xut cc phng n
khc phc s c cc thit b ca ngi
dng.
- Tham gia lp t, trin khai cc thit b
ca ngi dng cui khi c yu cu.
- H tr ngi s dng cui v vic khai
thc, s dng thit b cui.
- Suppling information equipment
(computers...) based on the actual
needs of the department throughout the
system.
- Supporting of maintenance, periodic
maintenance of all IT equipment.
- Identifying and propose options for
troubleshooting the equipment of the
user.
- Participating in installation and
deployment of end-user devices upon
request.
- Supporting for end users about the
exploitation and use the terminal.
Mng cng vic v mng I nternet tasks
- Tham gia lp k hoch pht trin & ti
u ho h thng mng.
- Trin khai & Khc phc cc s c h
thng ng truyn.
- Participating in planning &
development network optimization.
- Implementing & Fix transmission
system crashes.
- Planning & implementation of
regulations to ensure safety & security
in the banking network and user
support when problems overcome.
Page 330
_________________________________________________

- Lp k hoch & phi hp vi nh cung
cp bo dng ng truyn.
- Qun l, theo di, cu hnh, nng cp
cc thit b truyn thng.
- Phi hp vi chuyn vin bo mt
m bo an ton & an ninh h thng.
- Bo co tnh trng h thng. Tham gia
trin khai, pht trin cc dch v mng.
- Planning & coordinating with suppliers
to maintain transmission.
- Managing, monitoring, configure and
upgrade communications equipment.
- Coordinating with security experts to
ensure safety & security system.
- Reporting status of the system.
Participated in the development of
network services.
+ C kin thc chuyn mn v k
thut, my tnh v IT
+ C kh nng hoch nh, lm vic
nhm tt
Good knowledge of technical
expertise, computer and IT
Ability to plan, good team work
+ K nng lm vic vi my tnh, cc
phn mm my tnh thng dng, tin
Skills working with computers, the
commonly used computer software,
Yu cu khc:
Other requirement
+ Cn thn, nhit tnh, chu o
+ Nhanh nhn, hot bt
Be careful, enthusiastic, caring
Quick, active

13. Nhn vin php ch - Lawyer staff
- Qun l v cung cp h thng vn bn
php l.
- Lp cc bo co v s tun th php
lut, c ch chnh sch ca ngn hng
cho Ban iu hnh v cc c quan qun
l nh nc.
- Hng dn v kim tra vic tun th
php lut, c ch chnh sch ca cc
on v, nhn vin trong ngn hng.
- Managing and providing legal
document system.
- Preparing of reports on compliance
with laws and policies of the bank to
the Executive Board and the State
management agencies.
- Guiding and inspecting the observance
of laws, policies and mechanisms of
the unit, employees in the bank.
Page 331
_________________________________________________

- Chu trch nhim v tnh php l ca
nhng vn lin quan n ngn hng.
- Son tho cc loi hp ng, giy t c
lin quan.
- Theo di, kim tra cc hp ng, cc
tha thun, cam kt, vn bn, quy nh,
quy ch thuc lnh vc ngn hng.
- Xy dng c ch qun l an ton thng
tin cho ngn hng.
- Xy dng v qun l h thng phn cp
y quyn ca ngn hng.
- Be responsible for the legality of the
issues related to banking.
- Drafting of contracts and related
documents.
- Monitoring and inspection contracts,
agreements, commitments, documents,
rules and regulations of the banking
sector.
- Developing process of information
security management for banks.
- Developing and managing the
hierarchy of the bank authorized.
+ C kin thc php lut tt: Lut tn
dng, lut dn s, lut cng chng,
lut t ai, lut doanh nghip, lut
hn nhn gia nh, lut kinh t ...
+ C kh nng trnh by vn bn, cu
ch tt
Have good legal knowledge: Credit
Law, civil law, notary law, land law,
business law, marriage and family law,
economic law ...
Ability to present text, good words
Yu cu khc:
v lut ni chung v lut tn dng ni
ring
Regularly updated information about
the law in general and in particular
credit law

14. Nhn vin x l n - Debt collection staff
- Tip nhn, nghin cu, nh gi, phn
loi cc khon n qu hn ca cc
phng ban nghip v kinh doanh.
- Ln phng n x l, khai thc ti sn
- Receiving, researching, evaluating and
classifying of overdue debts of the
business operations departments.
- Making plan for handling, mining
Other requirement
+ Cn thn, t m
+ Thng xuyn cp nht cc thng tin
Page 332
_________________________________________________

nhn n nhm nhanh chng thu hi vn
v li cho ngn hng.
- Trin khai thc hin phng n x l
c ph duyt.
- Gi giy bo, th bo nhc n, n c
khch hng thc hin phng n tr n
c ph duyt.
- iu tra xc minh khch hng n qu
hn kh i, lp bin bn xc nhn n.
- Phi hp cng cc phng nghip v
kinh doanh c lin quan thc hin vic
k bin, xit n, pht mi ti sn bo
m ca khch hng hoc lm th tc
khi kin, xc tin vic t chc thc
hin cc phn quyt ca to thu hi
n.
assets to quickly acknowledge the debt
recovery of principal and interest to the
bank.
- Implementing handling plans
approved.
- Sending notices, reminder letters debt
and urge our customers to make a debt
repayment plan approved.
- Investigating and verification of
customer bad debts overdue thereon
confirmed debt.
- Coordinating with the business
divisions in carrying out the distraint,
foreclosure, sale of assets to ensure the
client or petitioner procedures,
promoting the implementation of the
ruling to recover debts.
+ C th i cng tc xa hoc lm vic
ngoi gi hnh chnh
pressure
Can be go working far from home or
working extra hours
+ K nng m phn, thng lng tt
+ K nng phn on, nhn nh suy
xt vn
Skills, behavior
Negotiation skills, good negotiation
Skills judgment, consider the problem
identified
Yu cu khc:
Other requirement
+ Cn thn, t m
+ Trung thc, c o c
To be honest, ethical

15. Nhn vin nhn s - Personel Staff
+ C sc khe tt, kh nng chu c
p lc cng vic cao
Page 333
_________________________________________________

- Thc hin k hoch ca b phn tuyn
dng (tuyn dng ni b, bn ngoi).
- H tr qu trnh t chc thi tuyn.
- Tham gia t chc thc hin cc chng
trnh qung b thng hiu nh tuyn
dng, chng trnh ngy hi vic lm,
hi tho ngh nghip, chng trnh
hng nghip, v nhng hot ng thu
ht ng vin khc...
- Tham gia t chc chng trnh pht
trin nhn s k tha.
- Son tho, ng ni dung qung co
tuyn dng trn bo v cc website
tuyn dng c uy tn.
- Theo di vic lp, thc hin v quyt
ton cc hp ng lin quan n tuyn
dng.
- Tr li cc cu hi c lin quan n qu
trnh tuyn dng cho ng vin qua in
thoi.
- Thc hin cc bo co theo yu cu v
tuyn dng.
- Bin dch ti liu lin quan n tuyn
dng.
- Implementation of the plan recruitment
department (internal and external
recruitment).
- Support the contest organization.
- Participating in implementation of
programs promoting the employer
brand and programs on employment,
career serminar, vocational programs,
and activities to attract other candidates
...
- Participating in organizational
development program of the successor.
- Drafting and publishing recruitment
advertisements in newspapers and
reputable recruitment website.
- Monitoring the establishment,
implementation and finalization of
contracts related to employment.
- Answer the questions related to the
recruitment process for candidates over
the phone.
- Maintainning relationships with
universities, job centers, the company
human resources consulting, media to
facilitate the recruitment process.
- Implementing of reporting
requirements on employers.
- Compiling the documentation relating
to recruitment.
+ Nm r Lut lao ng v cc quy
nh, quy ch ni b v tin lng,
nhn s
+ Nm c c cu t chc, s
Know the Labors Law and the
regulations, internal regulations on
wages, personnel
Understand the organizational
- Duy tr mi quan h vi cc Trng
i hc, trung tm gii thiu vic lm,
cc cng ty t vn ngun nhn lc, bo
i to thun li trong qu trnh
tuyn dng.
Page 334
_________________________________________________

phng ban trong ni b ngn hng structure, diagrams departments within
the bank
+ K nng son tho vn bn
Word processing skills
Presentation skills
Yu cu khc:
Other requirement
+ Cn thn, t m Be careful, detailed

16. Nhn vin l tn - Receptionist
- Nhn in thoi, hng dn phc v
cc c nhn, t chc giao dch vi ngn
hng.
- Chun b nc ung, hoa cho Ban lnh
o hng ngy v theo yu cu.
- Phn phi bo ch n cc n v.
- Cp nht, cung cp danh b in thoi.
- H tr cng tc vn th khi cn thit.
- Receiving phone, guidance for
individuals and organizations dealing
with banks.
- Preparing of water, flowers for
everyday and leadership as required.
- Distributing to media units.
- Updating, providing phone calendar
- Supporting for clerical work as needed.
+ Nm r cc quy nh, quy ch ni b
v n mc, tc phong tip khch
pressure
photo, my scan, my fax
+ K nng mm: pha tr, cm hoa, tip
khch
Skills, behavior
Soft Skills use the printer, copier,
scanner, fax machine
Soft Skills: tea, flower arranging, etc ...
Yu cu khc:
Other requirement
+ Cn thn, chu o
+ Nhanh nhn, hot bt
Quick, active

+ K nng mm s dng my in, my
Page 335
_________________________________________________

17. Nhn vin vn th lu tr - Document archive staff
- Phn phi ti liu ti cc phng/ban,
chi nhnh c lin quan kp thi.
- ng du v qun l con du theo quy
nh ca Ngn hng Nh nc v ca
ngn hng.
- In n, ph-t vn bn, ti liu theo yu
cu.
- Phn loi, ghi chp, sp xp cng vn
giy t giao dch v lu tr mt cch
khoa hc to iu kin thun li cho
vic tra cu.
- Cung cp cc cng vn, giy t lu
tr cho cn b nhn vin theo quy nh.
- Distributing of documents to the room /
board, the relevant branches promptly.
- Sealling and seal management in
accordance with the State Bank and the
bank.
- Printing documents on demand.
- Classifing, recording, arranging written
transaction documents and store in a
scientific way to create favorable
conditions for research.
+ C kh nng chu c p lc cng
vic cao
+ Nm r cc quy nh, quy ch ni b
v lu tr h s giy t
Know the regulations and internal
regulations on filing papers
+ K nng lu tr, sp xp, phn loi
h s
+ K nng mm s dng my in, my
photo, my scan, my fax,
Skills storage, sorting, classifying
records
Yu cu khc:
Other requirement
+ Cn thn, t m
+ Nhan nhn, hot bt
Agile

18. Nhn vin kim tra, kim ton ni b - I nternal audit staff
- Gim st hot ng ca cc n v
thng qua cc bo co.
- Kim tra, kim sot hot ng nghip
- Supervising the activities of the units
through the report.
- Checking and control operations of the
- Providing written papers were stored
for employees according to regulations.
pressure
Page 336
_________________________________________________

v ca ngn hng nhm pht hin
nhng thiu st, xut kin chn
chnh kp thi gp phn phng nga ri
ro cng nh m bo tnh hp php
trong hot ng kinh doanh, tun th
cc quy ch, quy nh ca ngn hng.
- Tham gia kim ton ti ch cc n v
c kim ton.
- Lp bo co thng k v t xut theo
yu cu ca trng phng kim ton,
ca Thanh tra NHNN a phng.
- Lm u mi trong vic cung cp cc
ti liu, s liu theo yu cu ca Thanh
tra NHNN, cng ty kim ton c lp.
- Nghin cu, cp nht v lu tr cc vn
bn do NHNN hoc do ni b ngn
hng ban hnh.
- a ra nhng kin nhm ci tin v
nng cao hiu qu trong hot ng kinh
doanh ca cc n v.
- m bo an ton v mt php l cng
nh li ch ca ngn hng trong giao
dch vi cc i tc.
bank in order to detect shortcomings,
propose timely corrective contributing
risk prevention as well as ensuring the
legality of business activities,
compliance rules and regulations of the
bank.
- Participating in on-site audit of the
audited units.
- Preparing regular reports and ad hoc at
the request of head of audit and
inspection of local banks.
- Acting in the provision of documents
and data required by the State Bank
Inspectorate, an independent auditing
firm.
- Provide ideas to improve and enhance
the efficiency of business operations of
the unit.
- To ensure safe and legal interests of the
bank in dealing with partners.
+ C sc kho tt v kh nng chu
c p lc cng vic cao
ngn hng, Lut cc TCTD, Lut
doanh nghip v php lut lin quan
pressure
Know the laws on banking, Law on
Credit Institutions, Law on Enterprises
and relevant laws
+ K nng son tho vn bn
Presentation skills
Word processing skills
- Research, update and store the
documents issued by local banks or by
issuing bank.
Page 337
_________________________________________________

Yu cu khc:
Other requirement
+ Cn thn, t m
+ Cng minh v c bn lnh ngh
nghip
+ Chp nhn i cng tc xa hoc lm
ngoi gi hnh chnh
The intelligent and profession
Accept business trip or outside office
hours

19. Nhn vin k ton ti chnh Accounting and Finance Staff
Trong h thng ngn hng thng c cc chc danh sau lin quan n k ton nh: giao dch
vin, k ton vin, k ton thanh ton, k ton tng hp, kim sot vin, nhn vin lu tr
chng t Ni dung cng vic ca mt nhn vin k ton thng bao gm:

- Hch ton chng t lin quan n thu
chi ni b. Sao k i chiu cc ti
khon phi thu, phi tr, thu h gia hi
s v cc chi nhnh, phn b thu nhp,
chi ph.
- Thc hin cc nghip v k ton huy
ng vn, cho vay, hot ng dch v.
- Theo di, thanh ton v thu tin cho
thu nh theo hp ng. Theo di thanh
ton lng, ph cp, BHXH, BHYT
cho cn b nhn vin.
- Qun l cc hp ng lin quan n chi
tiu ti chnh, qun l thanh ton mua
sm CCDC, Ti sn c nh, cng trnh
thi cng, sa cha nh ca, trang tr ni
tht v cc chi tiu khc theo quy ch
ti chnh ca ngn hng.
- Qun l s d ti khon khch hng.
- Tham gia thanh ton b tr
- Khai bo quyt ton thu: gi tr gia
tng, thu thu nhp c nhn. Lp bo
co hng thng v tnh hnh ti chnh.
- Accounting documents relating to
internal monthly. Statements of
reconciliation of accounts receivable,
payable, collecting between headquarters
and the branches, income distribution,
the cost.
- Implementing of the accounting
profession mobilization, lending and
service activities.
- Monitoring and collecting money to pay
rent under the contract. Subscribe to pay
salaries, allowances, social insurance,
health insurance for employees.
- Managing of contracts relating to
financial expenditure, procurement
management CCDC payments, fixed
assets, construction projects, repairs,
furniture and other expenses in
accordance with financial institutions of
banks.
- Managing customer account balances.
- Participating in clearing
- Declaring the tax settlement: the value
Page 338
_________________________________________________

added tax and personal income. To make
monthly reports on financial status.
+ C sc kho tt v chu c cng
vic c p lc cao
ngn hng, Lut cc TCTD, Lut
doanh nghip v php lut lin quan
+ C kin thc nghip v k ton v k
ton ngn hng
+ Lm vic c lp hoc lm vic
nhm
pressure
Credit Institutions, Law on Enterprises
and relevant laws
Good knowledge of accounting and
business banking
Working independently or work group
hc vn phng, mng internet;
+ K nng tnh ton v lm bo co.
Microsoft office, internet;
Calculation and reporting skills.
Yu cu khc:
Other requirement
+ Cn trng, t m Be careful, detailed

20. Nhn vin ngun vn Capital staff
- iu ha ngun vn v p ng nhu
cu s dng vn ca ngn hng.
- Phi hp vi cc b phn chc nng
nhm ti a ha hiu qu ngun vn.
- Thc hin cc hp ng tin gi, Repo,
Rerepo, hp ng vay vn, v cc dch
v khc...
- Theo di, cp nht v bo co nh k
cc thng tin lin quan n ngun vn.
- Nghin cu v xut pht trin sn
phm mi lin quan n h tr ti
chnh.
- Air Conditioner and capital needs
funded by the bank.
- Coordinating with other functional
units to maximize capital efficiency.
- Implementing of the deposit contract,
Repo, Rerepo, loan contracts, and other
services ...
- Monitoring, updating and periodically
reporting the information relating to
capital.
- Researching and proposing new
product development related to
Page 339
_________________________________________________

- Nghin cu theo di v xut cc
phng n u t tri phiu ngn hn.
- Tn dng v pht trin cc mi quan h
cng nh c hi lm trung gian giao
dch u t tri phiu.
financial support.
- Researching and proposing monitor
plan for short-term bond investors.
- Utilizing and developing of
relationships as well as opportunities to
mediate transactions bond investors.
+ C sc kho tt v chu c cng
vic c p lc cao
ngn hng, Lut cc TCTD.
+ C kin thc v nghip v th trng
m, th trng phi sinh, th trng
chng khon, th trng lin ngn
hng.
+ C kin thc v t gi cng kh nng
phn tch bin ng trn th trng
th trng ti chnh ni chung.
+ (C kinh nghim trong lnh vc tn
dng l mt li th!)
pressure
Credit Institutions.
Knowledge of open-market operations,
derivatives market, stock market, the
interbank market.
Knowledge of rates and the ability to
analyze market volatility on financial
markets in general.
(Have experienced in the credit sector
is an advantage!)
+ K nng s dng thnh tho my
tnh, tin hc vn phng (Word,
Excel, Power point), mng internet
+ K nng thu thp thng tin v nh
gi th trng ti chnh
+ K nng lm vic c lp hoc theo
nhm
Microsoft office (Word, Excel, Power
Point), internet
Skills to collect information and assess
the financial market
Skills to work independently or in
groups
Yu cu khc:
Other requirement
+ Trung thc, cn thn Be careful, detailed

Page 340
_________________________________________________

PH LC SCH
APPENDIX
PH LC 1: NGUYN TC PHI MU CHO TRANG PHC
Cc mu i din vi nhau trn vng trn mu sc c coi l b sung cho nhau, nh v
xanh l cy, vng v hng, xanh dng v cam. Kt hp hi ho cc mu vi nhau l mt du
hiu ca s t tin, am hiu v cch n mc v bit to n tng ring. V d, bn s cm thy t
tin khi bc ra ng vi mt ci c vt cam thanh lch v chic smi xanh dng trang nh.
PH LC 2: 7 GIAI ON CA MT DOANH NGHIP
Giai on 1: Gieo ht [Quay li]
l giai on m vic kinh doanh ch tn ti trong suy ngh hay ni cch khc ch l tng,
kinh doanh. Giai on ny cn c gi l giai on khai sinh doanh nghip mi. Hu ht cc cng ty
trong giai on ny s cn vt qua th thch: chp nhn th trng v theo ui 1 thi c thch hp
ring bit. Trong giai on ny ch cc doanh nghip nn cn trng, khng nn ri cc ngun ti chnh
qu mng.
im trng tm ca giai on ny lm sao chn thi c kinh doanh ph hp vi k nng, kinh nghim
v nim am m khi nghip. V cng ng qun nhng im mu cht quan trng khc l:
quyt nh chn c cu quyn s hu doanh nghip, tm c vn chuyn nghip, v lp k hoch kinh
doanh.

Cc mu i din nhau trn vng trn mu sc thng b sung cho nhau
Page 341
_________________________________________________

Nhng ngun ti chnh cho vic pht trin trong giai on ny c th rt kh khn nh v. Bi l
giai on ny, doanh nghip s phi t tm kim th trng, khch hng cho chnh mnh. Doanh nghip
c th s phi da vo ngun vn vay mn t ch s hu, bn b, gia nh, hay cc nh u t
c nhn. Ngoi ra doanh nghip cng c th s dng vn t ngun khc nh: nh cung cp, khch
hng, cc khon vin tr ca chnh ph.
= Nh vy, giai on ny, DN ch yu s dng phn vn t c pht trin.
Giai on 2: Khi ng [Quay li]
Giai on khi ng i hi doanh nghip phi thit lp c s khch hng v th trng cng vi ngun
ngn lu c kim sot v theo di. Ngun vn h tr cho s pht trin trong giai on ny c th ku
gi t ngi s hu, bn b, gia nh, nh cung cp, khch hng, i vay hay cc khon vin tr.
= giai on ny, DN gn nh ri vn t c u t nhiu ngnh ngh, tm kim nhng th
trng tim nng v th nghim nhng sn phm mi. Nhu cu vn vay bn ngoi rt t v
vic cho vay l khng nn v h gn nh cha c kinh nghim trong ngnh ngh hot ng.

Giai on 3: Pht trin [Quay li]
giai on ny, doanh nghip tri qua nhng nm chp chng bit i v nay pht trin thnh mt
"a tr" thc s. Cc khon doanh thu v khch hng ang tng ln iu ng ngha vi s xut
hin ca nhng thi c mi cng nh nhng thch thc mi. Li nhun sinh trng ko theo tnh cnh
tranh cng tng. Th thch khc lit nht trong giai on ny m cng ty phi i mt vi chnh l
thc n khng i cc vn a ra ginh ly thi c v cc ngun ti chnh. lm c iu
i hi ch doanh nghip phi c phng php qun l hiu qu cao v c th ln k hoch kinh doanh
mi. Hc hi o to nhn vin nh th no cng nh vic qun l v ngh thut giao ph, u thc l
cha kho cho s thnh cng ca giai on ny.
Chu trnh nhp sng tng trng ca cc doanh nghip da trn s vn hnh ca chnh doanh nghip y
theo mt cch thc chun hn nhm p ng vi khi lng bn hng v lng khch hng ngy cng
tng. Do doanh nghip cn p dng nhng h thng qun l, phng php tnh ton v vn hnh tt
hn. ng thi doanh nghip cng cn tm kim v tuyn dng nhng nhn vin c kh nng x l tt
cc vn pht sinh trong qu trnh kinh doanh. Ngun vn doanh nghip c th tn dng trong giai
on ny l vay t ngn hng, t li nhun, i tc, vin tr v nhng la chn cho thu.
Doanh nghip va c hnh thnh v tn ti mt cch hp php (Tc sau khi c cp Giy php
ng k kinh doanh, Con du, M s thu, C tr s vn phng). Cc sn phm v dch v hin i
vo sn xut v c nhng khch hng u tin. Trong giai on kinh doanh ny, nhng i hi v
vn v thi gian tm kim th trng c nh gi kh cao. V th thch cn bn y l khng
c nhng khon tin d l nh nht tut khi tay. Ch doanh nghip phi hc cch kho st "tnh
thc t" nhng nhu cu t pha khch hng c th mang li li nhun v chc chn rng vic kinh doanh
ang i ng hng.
Page 342
_________________________________________________

= Vic cho vay DN thi im ny l kh ri ro v mo him, nu tht bi th ngn hng s phi
chp nhn y l mt mn n xu, hoc nu thnh cng th y l mt khon li nhun v c
c khch hng trung thnh tim nng. Do , ngn hng cn ng hnh cng DN xem xt
chin lc kinh doanh ca h, vic cho vay s vn ln s cn s suy xt k cng t nhiu pha.
Giai on 4: n nh [Quay li]
Trong giai on thit lp vic kinh doanh ca cng ty dng nh chin v pht t vi s lng
khch hng trung thnh chim v tr trn thng trng. Tng trng bn hng khng cn bng n nh
trc nhng vn duy tr trong tm kim sot. Vic kinh doanh cng tr thnh mt "thi quen" vi cc
tin trnh ti ch nhm bo m cho tnh kin nh, lu di i vi s pht trin ca doanh nghip.
c th cnh tranh c vi th trng vn, ch doanh nghip s cn n nhng hot ng kinh
doanh tt hn v quy m ln hn cng vi k thut t ng ho v i mi cc thit b nhm ci thin
nng sut kinh doanh. Ngun vn cho giai on ny c th ly t cc khon li nhun, vay ngn hng,
nh u t v cc khon vin tr ca chnh ph. Con ng kinh doanh gm 7 giai on nhng khng
phi chng din ra theo trnh t. Mt s doanh nghip mi c thnh lp nhng chuyn t giai on
khi ng n tan r rt nhanh.
= giai on ny, ch yu DN cn vn vay duy tr hot ng SXKD sn c. Vic cho vay
tng d n l khng thc s cn thit, pha ngn hng vn cn thng xuyn qun l ngun
vn cho vay, m bo DN s dng vn ng mc ch.
Giai on 5: M rng [Quay li]
S tng trng mi trong th trng mi v cc knh phn phi l nhng c trng c bn d thy trong
giai on ny. y l giai on cho s la chn ca cc ng ch doanh nghip nh nhm chim lnh
nhng phn ln hn ca c phn th trng v tm kim ngun doanh thu mi cng nh cc knh kinh
doanh khc mang li li nhun. Vic m rng vo nhng th trng mi i hi s nghin cu v ln k
hoch cho vic kinh doanh giai on gieo ht v khi ng. Ch doanh nghip nn tp trung
nhng cng vic kinh doanh mo him mt cht. iu ny s lm giu thm kh nng hin ti v kinh
nghim ca chnh h.
Tin ln pha trc lao vo nhng lnh vc kinh doanh mi khng lin quan c th l cch th sc vi
nhng th thch tn khc. C th l doanh nghip nn tng thm nhng sn phm, dch v mi v tung
ra th trng hin ti hay m rng nhng sn phm dch v c vo th trng mi, vo cc i tng
Giai on ny doanh nghip c th tm ngh ngi v hi lng vi nhng thnh tch t c. Ch
doanh nghip lm vic ct lc v cng cn th gin, tuy nhin thng trng v cng tn nhn, khc
lit v mang tnh cnh tranh cao. Do vy doanh nghip cn c mt im ta vng mnh hn trong hnh
nh ln hn. Nhng vn nh nhn t kinh t, tnh cnh tranh hay s thay i th yu ca khch hng
cng nh xu hng c th nhanh chng lm cho mi c gng trn ca doanh nghip tr thnh cng
cc cng c. Do vy chu trnh nhp sng ca doanh nghip c thit lp s phi da trn nhng ci
tin v hot ng nng sut.
Page 343
_________________________________________________

khch hng khc nhau v hoc th trng nh hng ti. Ngun vn cho giai on m rng c th ly
t lin doanh, cc ngn hng, nh u t mi, i tc.
= y c l l giai on thng hoa nht trong tin trnh pht trin ca DN, ngn hng nn cho
vay DN giai on ny; vic ti tr vn hp l, y km theo chin lc kinh doanh hp
l s gip DN tin mnh ln pha trc, ng thi pha ngn hng cng c c khch hng
tt, thm ch nhng khch hng mi thng qua mi quan h ca DN ny. Tng cng tip th
n DN nhiu sn phm dch v khc ca NH cng l mt iu thun li trong thi im ny.
Giai on 6: Suy thoi [Quay li]
Nhng thay i v iu kin th trng, x hi, nn kinh t c th lm gim s lng bn hng, do
li nhun cng gim theo. Vn ny c th lm cho nhiu doanh nghip nh ph sn nhanh hn. Bi
cc doanh nghip trong giai on ny s phi ng u vi rt nhiu th thch nh li nhun v doanh
s bn hng suy gim, dng ngn lu c th ri vo tnh trng thm ht. Vn ln nht l ko di
thi gian doanh nghip c th h tr cho dng ngn lu ang khng my kh quan ny.
Ch doanh nghip c th bt u t hi liu n lc chuyn sang giai on cui cng ca chu trnh
nhp sng doanh nghip - giai on t b (tan r) hay cha. H cng nn tm kim nhng c hi mi,
nhng mo him kinh doanh mi. Bin php ct gim chi ph v tm ra nhng hng i mi nhm m
rng dng ngn lu l nhng vic lm cp bch, cn thit cho giai on ny. Ngun vn c th huy
ng t nh cung cp, khch hng, nhng ngi s hu.
= Nu thi im ny, ngn hng ngng cho vay th DN chc chn s ph sn. Pha DN cn h
tr t nhiu mt lc ny, t s t vn chuyn mn, vn vay bn ngoi n nhng u i khc
t cc nh cung cp, bn mua hng gip h vt qua thi k kh khn. Ngn hng nn va
ng thi cho vay gim d n, cho vay vi li sut u i, va t vn gip DN phng hng
kinh doanh mi nu c th.
Giai on 7: Tan r [Quay li]
Giai on ny l thi im ton b c nm c gng v lm vic vt v lao vo kinh doanh ng khi ra
i, hoc n c th hiu n gin l chm dt cng vic kinh doanh ton b. Vic bn doanh nghip l
iu kh trnh khi, n i hi phi nh gi thc t tnh hnh cng ty k cng. Nhng nm lm vic
ct lc xy dng cng ty i khi tht kh khn nn li xem xt nh gi tnh hnh thc t quyt
nh u l gi tr ch thc ca cng ty (v th ca cng ty) trong thng trng hin ti.
Nu mt ng ch doanh nghip bt u tm cch ng ca doanh nghip, th ng ta s phi i mt
vi th thch lin quan n vn ti chnh v tm l ca s thua l. l vic cn thit c c gi
tr ch thc v chuyn nghip ca cng ty. Ch doanh nghip cng nn xem xt cch vn hnh, ro cn
cnh tranh v cch qun l sao cho cng ty c th p ng v lm hi lng khch hng.
Trong giai on ny, vic thit lp vn bn tho thun mua bn hp php cng vi k hoch chuyn
nhng kinh doanh l iu rt quan trng. V ngun vn cho giai on ny chnh l i tc nh gi
kinh doanh. Cc c vn ti chnh v k ton c th a ra chin lc thu tt nht quyt nh xem
nn bn hay ng ca doanh nghip.
Page 344
_________________________________________________

= Chc chn rng, ta khng th cho vay doanh nghip thi im ny bi h ang n nn chng
cht v kh c kh nng thanh ton cc khon n n hn. giai on ny, nu DN ang vay
n ca ngn hng th ta cn khn trng bng mi cch thu hi cc mn vay, kim sot TSB
bo ton ngun tr n cui cng.
Ch rng:
Cc giai on kinh doanh ca doanh nghip chc chn s khng xy ra theo trnh t. Mt s doanh
nghip mi c thnh lp nhng chuyn t giai on khi ng n tan r rt nhanh. S khc c th
khng tin n giai on m rng v ch dng giai on n nh. Thnh cng rc r hay tht bi thm
hi trong kinh doanh l tu thuc vo ti nng ca ch doanh nghip thch nghi vi cc thay i ca chu
trnh cuc sng.
iu m h nn lm l tp trung v p dng cc bin php nhm gip cng ty vt qua giai on kh
khn . V nhng bin php ny s c tc ng n cng ty sau ny. Hiu c vic p dng nhng
giai on no trong chu trnh kinh doanh l thch hp s gip cho doanh nghip lng trc c bt
k thch thc no pha trc v a ra nhng quyt nh kinh doanh ng n
PH LC 3: CCH LP BO CO LU CHUYN TIN
(Theo PP Trc tip PP hay s dng)
Ch tiu M s C s s liu ghi
I Lu chuyn tin t t hot ng sn xut kinh doanh
1. Tin thu bn hng 01
Ly t s theo di thu tin (tin mt v tin gi ngn hng) i
chiu vi s liu s doanh thu bn hng thu tin ngay (N 111,
112 , C 511)
2. Tin thu t cc
khon n phi thu
02
T s theo di thu tin , i chiu vi s theo di cc khon phi
thu (N TK111, 112, C TK 131, 136)
3. Tin thu t cc
khon khc
03
T s theo di thu tin cc khon thu v tin pht , bi thng
(N TK111, 112, C TK 338)
4. Tin tr cho
ngi bn*
04
T s theo di chi tin , i chiu vi s theo di thanh ton vi
ngibn (N TK331 C TK 111, 112)
5. Tin tr cho
nhn vin
05
T s theo di chi tin , i chiu vi s theo di thanh ton vi
CNV (N TK334 C TK 111, 112)
6. Tin np thu
06
T s theo di chi tin , i chiu vis theo di thanh ton vi
Page 345
_________________________________________________

v cc khon khc
cho Nh nc *
ngn sch (N TK333 C TK 111, 112)
7. Tin tr cho cc
khon n phi tr
khc*
07
T s theo di chi tin , i chiu vi s theo di cc khon phi
tr khc (N TK315, 336, 338, C TK 111, 112)
8. Tin tr cho cc
khon n khc*
08
T s theo di chi tin cc khon chi ra cha phn nh vo cc
ch tiu trn
Lu chuyn thun
t hot ng sn
xut khinh doanh
20
Cng i s t m s 01 n m s 08 nu ra s m th ghi
trong ngoc n (***)
II Lu chuyn tin t t hot ng u t
1. Tin thu hi cc
khon u t vo n
v khc
21
T s theo di thu tin (Tin thu chovay, chng khon n hn,
bn chng khon .. ) (N 111, 112 , C 711)
2. Tin thu li cc
khon u t vo n
v khc
22
T s theo di thu tin (tin thu li cho vay ,li lin doanh )
(N 111, 112, C 711)
3. Tin thu do bn
TSC
23
T s chi tin (Chi mua sm, XDTSC v chi thanh l TSC)
(N TK211, 213, 241 C 111, 112)
30
trong ngoc n (***)
III Lu chuyn tin t t hot ng ti chnh
1. Tin thu do i vay 31
T s theo di thu tin (S tin i vay ngn hnh v di hn)
(N TK 111112 C TK 311 , 341)
2. Tin thu do cc
ch s hu ng gp
32
T s theo di thu tin (Tin thu ca cc ch s hu do mua c
phn ca DN)
3. Tin thu t li tin
33
T s theo di thu tin (S tin li do gi tin ngn hng v
Lu chuyn tin
thun t hot ng
u t
Page 346
_________________________________________________

gi cc t chc ti chnh khc) (N TK 111, 112, C TK 711)
4. Tin tr n vay
*
34
T s chi tin (S tin tr n tin vay ghi N 211, 341 C 111,
112)
5. Tin hon vn
cho cc ch s hu *
35
T s chi tin (S tin tr n vn chocc ch s hu v mua li
c phn ghi N 411 C 111,112)
6. Tin li tr cho
cc nh u t*
36
T s chi tin (S tin tr li cho cc bn gp vn , cc c ng ,
ch doanhnghip, cc khon chi t qu XN) (Ghi N 338, 414,
431, C 111, 112)
Lu chuyn tin t
t hot ng ti
chnh
40
trong ngoc n (***)
Lu chuyn tin
thun trong k
50
Cng m s 20-30-40, nu ra s m th ghi trong ngoc n
(***)
Tin tn u k 60
S liu m s 110 ct cui k ca bckt k trc, i chiu vi
tin tn cui k m s 70 ca bo co lu chuyn tin t k
trc (ct k ny) v s d u k trn s k ton thu chi tin
mt k bo co (TK 111,112)
Tin tn cui k 70
S liu m s 50 + 60. S liu ny phi bng s liu m s 110
ct cui k trn BCKT k ny .
Ghi ch : Cc s liu ca cc m s c du * th hin s tin chi ra t doanh nghip nn c ghi
vo bo co di hnh thc ghi trong ngoc n (***)

PH LC 4: MU BO CO TI CHNH CA NGN HNG
BNG CN I K TON CA NGN HNG (HP NHT)
Cho nm ti chnh kt thc ngy ... thng ... nm ......

n v tnh: ng VN
Page 347
_________________________________________________

S
T
T
Ch tiu
Thuyt
minh
Nm
nay
Nm
trc
Cch ly s liu t
BCTKKT
(p dng cho Bng
CKT)
Cch ly s liu i
vi Bng CKT hp
nht
(1) (2) (3) (4) (5) (6)
A Ti sn

I Tin mt, vng bc, qu
V.01 DN 101, 103, 104,
105
Tng cc khon mc
tng ng trn
BCTC.
II Tin gi ti NHNN
V.02 DN 111,112 Nh trn
III Tin, vng gi ti cc TCTD
khc v cho vay cc TCTD
khc
V.03 Tng cc khon mc
tng ng trn
BCTC.
1 Tin, vng gi ti cc TCTD
khc
DN 131 136
2 Cho vay cc TCTD khc DN 201 205
3 D phng ri ro cho vay cc
TCTD khc (*)
(xxx) (xxx) DC 209
IV Chng khon kinh doanh V.04 Nh trn
1 Chng khon kinh doanh
(1)
Chnh lch (DN
DC) TK 141, 142,
148, c th bao gm
DN 121, 122, 123
2 D phng gim gi chng khon
kinh doanh (*)
(xxx) (xxx) DC 129 (phn tng
ng vi gi tr
121,122,123 xp vo
khon mc chng
khon kinh doanh),
149
V Cc cng c ti chnh phi
sinh v cc ti sn ti chnh
khc
V.05 Chnh lch DN 486
(nu DN>DC)
Nh trn
VI Cho vay khch hng V.06 Nh trn
Page 348
_________________________________________________

S
T
T
Ch tiu
Thuyt
minh
Nm
nay
Nm
trc
Cch ly s liu t
BCTKKT
(p dng cho Bng
CKT)
Cch ly s liu i
vi Bng CKT hp
nht
(1) (2) (3) (4) (5) (6)
1 Cho vay khch hng

DN cc ti khon
211 216; 221, 222;
231, 232; 241, 242;
251 256; 261
268; 271 275;
281 285; 291 293
2 D phng ri ro cho vay
khch hng (*)
V.07
(xxx) (xxx)
VII Chng khon u t V.08 Nh trn
1 Chng khon u t sn sng
bn
(2)

Chnh lch (DN-DC)
TK 151 157, c th
bao gm DN 121,
122, 123
2 Chng khon u t gi n
ngy o hn
Chnh lch (DN-DC)
TK 161 164
3 D phng gim gi chng khon
u t (*)
(xxx) (xxx) DC 129 (phn tng
ng vi gi tr
121,122,123 xp vo
khon mc chng
khon u t), 159,
169
VIII Gp vn, u t di hn V.09
1 u t vo cng ty con DN 341, 345 Khng th hin trn
Bng CKT hp
nht.
DC 219, 229, 239,
249, 259, 269, 279,
289, 299
Page 349
_________________________________________________

S
T
T
Ch tiu
Thuyt
minh
Nm
nay
Nm
trc
Cch ly s liu t
BCTKKT
(p dng cho Bng
CKT)
Cch ly s liu i
vi Bng CKT hp
nht
(1) (2) (3) (4) (5) (6)
2
Vn gp lin doanh DN 342, 346 - Gi tr ghi s ca
khon vn gp c
iu chnh tng ng
vi phn s hu ca
bn gp vn:
(i) trong li nhun
hoc l sau thu
TNDN ca cng ty
LD, LK;
(ii) khi vn ch s
hu ca cng ty LD,
LK thay i nhng
cha c phn nh
trn Bo co kt qu
kinh doanh ca cng
ty LD, LK (nh nh
gi li TSC v cc
khon u t, chnh
lch t gi quy i
ngoi t);
(iii) khi cng ty LD,
LK p dng cc chnh
sch k ton khc vi
bn gp vn.
- Ly s liu t h
thng s k ton phc
v cho hp nht.
3 u t vo cng ty lin kt

DN 343, 347
4 u t di hn khc DN 344, 348 Tng cc khon mc
tng ng trn BCTC
.
5 D phng gim gi u t di
hn (*)
(xxx) (xxx) DC 349 Nh trn
Page 350
_________________________________________________

S
T
T
Ch tiu
Thuyt
minh
Nm
nay
Nm
trc
Cch ly s liu t
BCTKKT
(p dng cho Bng
CKT)
Cch ly s liu i
vi Bng CKT hp
nht
(1) (2) (3) (4) (5) (6)
IX
Ti sn c nh

1 Ti sn c nh hu hnh V.10 Tng cc khon mc
tng ng trn
BCTC.
a Nguyn gi TSC DN 301
b Hao mn TSC (*) (xxx) (xxx) DC 3051
2 Ti sn c nh thu ti chnh V.11 Nh trn
3 Ti sn c nh v hnh V.12 Nh trn
X Bt ng sn u t V.13 Khon mc ny
khng th hin trn
Bng CKT ca
TCTD, nhng c
th hin trn Bng
CKT ca cc Cng
ty con ca TCTD (p
dng h thng TKKT
cc TCTD hch
ton) c chc nng
kinh doanh bt ng
sn.
Tng cc khon mc
tng ng trn
BCTC.
a
Nguyn gi BST

DN 304
b Hao mn BST (*) (xxx) (xxx) DC 3054
XI
Ti sn C khc
V.14
- Tng cc khon mc
tng ng trn
BCTC.

1
Cc khon phi thu
V.14.2
DN 32, 35 (tr TK
3535), 36 (tr TK
366), 453 (Nu DN)
Page 351
_________________________________________________

S
T
T
Ch tiu
Thuyt
minh
Nm
nay
Nm
trc
Cch ly s liu t
BCTKKT
(p dng cho Bng
CKT)
Cch ly s liu i
vi Bng CKT hp
nht
(1) (2) (3) (4) (5) (6)
2 Cc khon li, ph phi thu DN 391 397

3 Ti sn thu TNDN hon li V22.1 DN 3535
4 Ti sn C khc V.14 Chnh lch DN tr (-)
DC 31, DN 38, 458
(nu DN), Chnh lch
DN 50, 51, 52, 56
(nu DN>DC)
Trn Bng CKT hp
nht ca tp on, gi
tr ca khon Li th
thng mi c phn
nh trn mt dng ring
trong ch tiu Ti sn
C khc v c xc
nh theo VAS 11Hp
nht kinh doanh
- Trong : Li th thng mi V.15
5 Cc khon d phng ri ro cho cc
ti sn C ni bng khc (*)
V.14.3 (xxx) (xxx) DC 4892, 4899 (nu
ni dung kinh t ph
hp)
Tng ti sn C

S
T
T
minh
Nm
nay
Nm
trc
Cch ly s liu t
BCTKKT
(p dng cho Bng
CKT)
Cch ly s liu
i vi Bng
CKT hp nht
(1) (2) (3) (4) (5) (6)
B
N phi tr v vn ch s
hu

I Cc khon n Chnh ph v
NHNN
V.16

DC 401, 402, 403, 404 Tng cc khon mc
tng ng trn BCTC.
II
Tin gi v vay cc TCTD
khc
V.17 Tng cc khon mc
tng ng trn
Thuyt
Ch tiu
Page 352
_________________________________________________

S
T
T
Ch tiu
Thuyt
minh
Nm
nay
Nm
trc
Cch ly s liu t
BCTKKT
(p dng cho Bng
CKT)
Cch ly s liu
i vi Bng
CKT hp nht
(1) (2) (3) (4) (5) (6)
1 Tin gi ca cc TCTD khc

DC 411 414
BCTC.
2 Vay cc TCTD khc DC 415 419
III
Tin gi ca khch hng
V.18

DC 42 Nh trn
IV Cc cng c ti chnh phi
sinh v cc khon n ti
chnh khc
V.05

Chnh lch DC 486
(nu DC>DN)
Nh trn
V Vn ti tr, u thc u t,
cho vay TCTD chu ri ro
V.19

DC 441, 442 Nh trn
VI Pht hnh giy t c gi V.20

DC 43 Nh trn
VII Cc khon n khc V.22

Nh trn
1 Cc khon li, ph phi tr

DC 491 497
2 Thu TNDN hon li phi tr
V22.2

DC 4535
3 Cc khon phi tr v cng n
khc
V.21

DC 45 (tr TK 4535),
46 (tr TK 466), DC
481 485, 487, 488
Chnh lch DC 50, 51,
52, 56 (Nu DC>DN)
4 D phng ri ro khc (D
phng cho cng n tim n v
cam kt ngoi bng)
V.21

DC 4891, 4895, 4899
(nu ni dung kinh t
ph hp)
Tng n phi tr

Page 353
_________________________________________________

S
T
T
Ch tiu
Thuyt
minh
Nm
nay
Nm
trc
Cch ly s liu
t BCTKKT
(p dng cho
Bng CKT)
Cch ly s liu i vi
Bng CKT hp nht
V
II
I
Vn v cc qu
V.23 Tng cc khon mc
tng ng trn BCTC.
1 Vn ca TCTD

a Vn iu l

DC 601
b Vn u t XDCB

DC 602
c Thng d vn c phn

DC 603 (nu DN
ghi bng s m)
d C phiu qu (*)
(xxx) (xxx)
DN 604
e C phiu u i

DC 65
g Vn khc

DC 609
2 Qu ca TCTD

DC 61, 62
Nh trn
3 Chnh lch t gi hi oi
(3)

Chnh lch (D
C D N) 63
(nu DN ghi
bng s m)
Bao gm gi tr khon
mc ny trn Bng
CKT ca cng ty m,
cng ty con v gi tr ca
khon iu chnh tng
ng vi phn s hu ca
cng ty m trong cng ty
LD, LK (theo phng
php vn ch s hu) khi
vn CSH (phn chnh
lch t gi hi oi,
chnh lch nh gi li ti
sn) ca cng ty LD, LK
thay i nhng cha
c phn nh trn Bo
co kt qu kinh doanh
ca cng ty LD, LK.
4 Chnh lch nh gi li ti sn DC 64 (nu DN
ghi bng s m)
5 Li nhun cha phn phi/ L
lu k
(3)

DC 69 (nu DN
ghi bng s m)

Bao gm:
- Gi tr ca khon mc
ny trn Bng CKT ca
Page 354
_________________________________________________

S
T
T
Ch tiu
Thuyt
minh
Nm
nay
Nm
trc
Cch ly s liu
t BCTKKT
(p dng cho
Bng CKT)
Cch ly s liu i vi
Bng CKT hp nht
cng ty m, cng ty con;
- Loi tr cc khon li/
l cha thc hin pht
sinh t cc giao dch ni
b tp on; v
- Gi tr ca khon iu
chnh tng ng vi phn
s hu ca Cng ty m
theo phng php vn
ch s hu:
(i) trong li nhun hoc
l sau thu TNDN ca
cng ty LD, LK;
(ii) khi cng ty LD, LK
p dng cc chnh sch k
ton khc vi cng ty m.
I
X
Li ch ca c ng thiu s
Khng th hin
trn Bng CKT
Vic xc nh v ghi nhn
li ch ca c ng thiu
s thc hin theo CMKT
s 25- Bo co ti chnh
hp nht v k ton cc
khon u t vo cng ty
con.
Tng n phi tr v vn ch s
hu

CC CH TIU NGOI BNG CN I K TON NGN HNG

Page 355
_________________________________________________

S
T
T
Ch tiu
Thuyt
minh
Nm
nay
Nm
trc
Cch ly s liu t
BCTKKT
(p dng cho Bng CKT)
Cch ly s liu i
vi Bng CKT
hp nht
(1) (2) (3) (4) (5) (6)
I

1
2
3
Ngha v n tim n

Bo lnh vay vn
Cam kt trong nghip v L/C
Bo lnh khc
VIII.39 S cn li ca cc TK tr
(-) gi tr khch hng k
qu:
TK 9211
TK 9215, 9216
TK 9212, 9213, 9214, 9219.
Tng cc khon mc
tng ng trn
BCTC.
I
I
1
2
Cc cam kt a ra
Cam kt ti tr cho khch
hng
Cam kt khc
VIII.
39
Bao gm: s d cc ti
khon:
- TK 925;
- TK 929.
Nh trn.

BO CO KT QU HOT NG KINH DOANH CA NGN HNG (HP NHT)
Cho nm ti chnh kt thc ngy ... thng ... nm ......

STT Ch tiu
Thuyt
minh
Nm
nay
Nm
trc
Cch ly s liu t
BCTKKT
(p dng cho Bo co
KQHKD)
Cch ly s liu i
vi Bo co HKD
hp nht
(1) (2) (3) (4) (5) (6)
1
Thu nhp li v cc
khon thu nhp tng
t
VI.24
DC 701, 702, 703 (thu li t
chng khon n), 705, 709
Tng cc khon mc
tng ng trn
BCTC. Loi tr thu
nhp, chi ph, li
pht sinh t cc giao
2 Chi ph li v cc chi
ph tng t
VI.25
DN 801, 802, 803, 805, 809
n v tnh: ng VN
Page 356
_________________________________________________

STT Ch tiu
Thuyt
minh
Nm
nay
Nm
trc
Cch ly s liu t
BCTKKT
(p dng cho Bo co
KQHKD)
Cch ly s liu i
vi Bo co HKD
hp nht
(1) (2) (3) (4) (5) (6)
I Thu nhp li thun 1-2
dch ni b, gia cc
n v trong cng tp
on (nu c).
3 Thu nhp t hot ng
dch v
DC 71 Nh trn
4 Chi ph hot ng dch
v
DN 81
II Li/ l thun t hot
ng dch v
VI.26 3-4
III Li/ l thun t hot
ng kinh doanh ngoi
hi
VI.27 Chnh lch thu chi gia s
d TK 72 v TK 82
Nh trn
IV Li/ l thun t mua
bn chng khon kinh
doanh
d TK 741 v TK 841
(phn ca chng khon kinh
doanh) tr tng (gim) d
phng gim gi chng
khon tng ng trong k
Nh trn
V Li/ l thun t mua
bn chng khon u
t
d TK 741 v TK 841
(phn ca chng khon u
t sn sng bn v chng
khon gi n ngy o
hn) tr tng (gim) d
phng gim gi chng
khon tng ng trong k
Nh trn
5 Thu nhp t hot ng
khc
DC 742, 748, 749, 79
(khng bao gm phn hon
nhp d phng gim gi
chng khon hch ton vo
thu nhp khc)
Nh trn
6 Chi ph hot ng khc DN 842, 848, 849, 89

Page 357
_________________________________________________

STT Ch tiu
Thuyt
minh
Nm
nay
Nm
trc
Cch ly s liu t
BCTKKT
(p dng cho Bo co
KQHKD)
Cch ly s liu i
vi Bo co HKD
hp nht
(1) (2) (3) (4) (5) (6)
Vl Li/ l thun t hot
ng khc
VI.31 5-6

STT Ch tiu
Thuyt
minh
Nm
nay
Nm
trc
Cch ly s liu t
BCTKKT
(p dng cho Bo co
KQHKD)
Cch ly s liu i
vi Bo co QHKD
hp nht
(1) (2) (3) (4) (5) (6)
VII Thu nhp t gp
vn, mua c phn
VI.30 DC 703 (thu li t
chng khon vn - thu
c tc), DC 78
Bao gm c tc nhn
c t cc khon u
t ra ngoi tp on
chim di 20%
quyn biu quyt ti
cng ty nhn vn gp.
Th hin phn c
s hu trong tng li
nhun hoc l ca cc
cng ty lin doanh,
lin kt c hch
ton theo phng
php vn ch s hu.
K c cc iu chnh
do p dng cc chnh
sch k ton khc
nhau.
Page 358
_________________________________________________

VIII
Chi ph hot ng
VI.32
DN 831, 832, 85, 86, 87,
883, 8821, 8824, 8825,
8826, 8827 (d phng
cam kt a ra khng
thuc hot ng tn
dng), 8829
Tng cc khon mc
tng ng trn BCTC.
IX Li nhun thun t
hot ng kinh
doanh trc chi ph
d phng ri ro tn
dng

I+II+III+IV+V+VI+VII-
VIII

X Chi ph d phng
ri ro tn dng
Nh trn
XI Tng li nhun
trc thu
IX-X
7 Chi ph thu TNDN
hin hnh
DN 8331 Nh trn
8 Chi ph thu TNDN
hon li
XII Chi ph thu TNDN VI.33
XIII
Li nhun sau thu
XI-XII

XIV
Li ch ca c ng
thiu s

XV
Li c bn trn c
phiu
Ch tiu ny c tnh
theo Chun mc s 30-
Li trn c phiu.

DN 8822, DN 8827 (d
phng cam kt a ra
thuc hot ng tn
dng)
S d TK 8332 (nu DC
ghi bng s m)
Page 359
_________________________________________________

MC CH CA CC CU HI

Xem xt ng c xin vic v mc quan tm n cng vic ca ng
vin. [Back]

Kim tra thng tin c nhn ca ng vin so vi h s xin vic. [Back]

Kim tra trnh o to v vn ha ca ng vin. [Back]

Tm hiu v cng vic c ca ng vin. [Back]

Kim tra kin thc & kinh nghim ca ng vin lin quan n v tr ng
tuyn. [Back]

Tm hiu kh nng ha ng v giao tip ca ng vin. [Back]

nh gi nng lc ng vin: Kh nng, thc, trch nhim v tinh thn
cu tin. [Back]

Kim tra phn x ca ng vin v cch x l tnh hung. [Back]

Tm hiu thm v cc nng lc khc ca ng vin. [Back]

Page 360
_________________________________________________

Sch ny l tp hp cc cu hi phng vn
vo cc ngn hng ti nhiu k thi t nm 2009 n nm 2012

1) K thi tuyn dng vo Ngn hng Nng Nghip & Pht trin Nng thn Vit Nam
(Agribank) cc nm 2010, 2011
2) K thi tuyn dng vo Ngn hng TMCP Si Gn H Ni (SHB), Chi nhnh Thng
Long, Chi nhnh Nng, Chi nhnh H Ni, Chi nhnh Hi Phng cc nm 2009,
2010, 2011, 2012
3) K thi tuyn dng vo Ngn hng TMCP Phng Nam (SouthernBank)
4) K thi tuyn dng vo Ngn hng TMCP Cng thng Vit Nam (Vietinbank) cc nm
2011
6) K thi tuyn dng vo Ngn hng u t v Pht trin Vit Nam (BIDV) nm 2010,
2011
7) K thi tuyn dng vo Ngn hng TMCP Qun i (MB)
8) K thi tuyn dng vo Ngn hng TMCP i Dng (OceanBank) nm 2010, 2011
9) K thi tuyn dng vo Ngn hng TMCP An Bnh (AnbinhBank) nm 2010, 2011
10) K thi tuyn dng vo Ngn hng TMCP ng (DongABAnk) nm 2010, 2011
11) thi tuyn dng vo Ngn hng TMCP Vit Nam Thnh vng (VPBank) nm 2007,
2009, 2010, 2011
12) thi tuyn dng vo Ngn hng TMCP ng Nam (Seabank) nm 2009, 2010,
2011
13) thi tuyn dng vo Ngn hng TMCP Si Gn (SCB) nm 2009, 2011
14) thi tuyn dng vo Ngn hng TMCP Bc (NASB) nm 2009, 2010
15) K thi tuyn dng vo HSBC, JP Morgan Chase, Bank of America

V nhiu k thi, ti liu, sch bo, gio trnh, thng tin tham kho khc!

2009, 2010, 2012
5) K thi tuyn dng vo Ngn hng TMCP Nh H Ni (Habubank) nm 2009, 2010,
Page 361
HNG DN TRA CU V S DNG
Hin sch c to cc siu lin kt (l cc ch mu xanh) gia cu hi v cu tr
li, do , vic tra cu v s dng rt n gin v d dng.
Mi vn lin quan n ti liu lin h theo thng tin di y
c h tr sm nht.
c h tr sm nht.
c h tr sm nht.
Page 362

Tuyen Tap Cau Hoi Phong Van Vao Ngan Hang Version 1.0

Uploaded by

Document Information

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

Tuyen Tap Cau Hoi Phong Van Vao Ngan Hang Version 1.0

Uploaded by

Copyright:

Available Formats

_________________________________________________

Anh Minh - Mobile: 0985.142.984 - Yahoo: sorry_honeyhn

You might also like