Định giá tăng lợi nhuận

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Cách gia tăng 40% lợi nhuận nhờ giá bán

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Copyright Š Peter Hill, 2013 This translation of Pricing for Profit is published by arrangement with Kogan Page.

Translation Š 2019 RIO Book Vietnam JSC The original edition of this book was designed, produced and published in 2013 by Kogan Page Limited, 45 Gee Street, Second Floor, London, EC1V 3RS under the title Pricing for Profit: How to develop a powerful pricing strategy for your business.

All rights reserved.

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Profit is not something to add on at the end, it is something to plan for in the beginning. ]Ŏĕ ijĒŰØij ĨĒĿijČ śĒàĕ īß ūĒź óþ ūĒúIJ ƅßļ Ő ĨĒÖŰ êŰŀĕ êŷijČ ūŞļijČ ĨĕijĒ ðļÎijĒƽ óĽ īß óĕýŰ êÙij īúij Ĩû ĒļÞêĒ ūĒŻê Ēĕüij ijČÎƌ ūż ĨĒÖŰ éÑū óÙŰǂ Megan Auman

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6LQK YLrQ ├╛╦АL K╦мF KL╦жQ ├╛DQJ SK╦ВL WU╦В P╠ИF K╦мF SKt JLi FDR K╩▓Q U╦ДW QKL╦аX VR Y╦║L WU╩┤╦║F ├╛k\ NKL JLiR G╠ДF FzQ PL╦дQ SKt 1K╠ОQJ F{QJ YL╦жF ├╛zL K╦оL E╦РQJ F╦ДS ├╛m JL╦ВP WURQJ NKL K╦мF SKt G╩┤╦╝QJ QK╩┤ ├╛m W─ВQJ J╦ДS ED Y╦║L FK╦ДW O╩┤╠ВQJ JLiR G╠ДF K╦ЖX QK╩┤ NK{QJ Fy Ju WKD\ ├╛╦┤L &iF WU╩┤╦╝QJ ├╛╦АL K╦мF V╦Ь F╦ЖQ SK╦ВL Q╦ОP E╦ОW W╦░W K╩▓Q Y╦а NKiL QL╦жP ├╛╦кQK JLi FKR QK╠ОQJ Ju K╦м FXQJ F╦ДS &iF EjL K╦мF WURQJ ViFK ├╛╩┤D UD P╦╕W FiL QKuQ U} UjQJ K╩▓Q Y╦а Y╦ДQ ├╛╦а V╦Ь QJj\ FjQJ WU╦╛ QrQ TXDQ WU╦мQJ ├╛╦░L Y╦║L E╦ДW N╟г DL KR╦АW ├╛╦╕QJ WURQJ FiF OR╦АL KuQK W╦┤ FK╠ИF Qj\

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þLˢP ˾ FiF SKˆQ JˆQ QK˄W 9u Yˌ\ WˀP G̊QJ VDX P˶L SKˆQ Yj þ˂P E˂R EˀQ þm VX\ QJKƬ Yˠ NL˞Q WK̈F Yj þLˠX FK˨QK FK~QJ FKR E˂Q WKkQ FljQJ QKʴ GRDQK QJKL˦S

Tài liệu tham khảo 7URQJ VX˰W FX˰Q ViFK EˀQ V˜ WuP WK˄\ F{QJ WK̈F WKDP NK˂R FKR FiF E˂QJ WtQK V˰ OL˦X Yj P˸W V˰ WjL OL˦X WU̐F WX\˞Q þˢ JL~S OjP U} WiF þ˸QJ F̆D Oé WKX\˞W þ˞Q ÔL QKXˌQ WK̐F W˞ Yj þˢ FK˨ UD Y˄Q þˠ Pj EˀQ þDQJ SK˂L þ˰L P˖W 7K{QJ WKʴ˼QJ EˀQ V˜ þʴ̂F \rX FˆX WKX WKˌS WK{QJ WLQ NKiFK KjQJ KR˖F GRDQK QJKL˦S FˀQK WUDQK 0˸W V˰ G̎ OL˦X þʴ̂F V̌ ḠQJ QJD\ OˌS ẄF Yj FiF SKˆQ NKiF V˜ WU˾ QrQ K̎X tFK WURQJ FiF SKˆQ VDX 7UX\ FˌS WUDQJ ZHE F̆D FK~QJ W{L WˀL ZZZ PDUNKROW FR XN Yj V̌ ḠQJ Pm 45 þʴ̂F KLˢQ WK˪ ˾ FX˰L ćLˢP KjQK þ˸QJ WUDQJ

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Yˠ Fʲ K˸L WĂQJ KL˦X TX˂ WjL FKtQK FKR GRDQK QJKL˦S F̆D Kˬ EːQJ FiFK iS ḠQJ QKLˠX é Wʴ˾QJ Yj NƬ QĂQJ NKiF QKDX YjR KRˀW þ˸QJ þ˪QK JLi &X˰Q ViFK SKkQ WtFK P˸W V˰ SK˂Q ̈QJ Fʲ E˂Q Yj TXi WUuQK UD TX\˞W þ˪QK F̆D FRQ QJʴ˼L þˢ [HP WD Fy WKˢ OjP Ju þˢ F˂L WKL˦Q NK˂ QĂQJ EiQ KjQJ Yj W̊ þy þʴD UD TX\˞W þ˪QK Yˠ JLi EiQ 7˄W F˂ KRjQ WRjQ G̐D WUrQ WK̐F W˞ [LQ þ̊QJ VDL OˆP Pj QJKƬ UːQJ Qy NK{QJ þ˞Q W̊ NLQK QJKL˦P EːQJ FK̈QJ Yj WK̐F W˞

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VX\ QJK╞м U╦РQJ Qy Fy WiF G╠ДQJ FKR GRDQK QJKL╦жS O╦║Q FK╠И NK{QJ SK╦ВL FKR KR╦АW ├╛╦╕QJ NLQK GRDQK QK╦о F╠ЖD PuQK KR╦ЦF QJ╩┤╠ВF O╦АL +m\ ├╛╦мF Yj QJK╞м OjP WK╦Ю QjR E╦АQ Fy WK╦в V╠М G╠ДQJ NL╦ЮQ WK╠ИF FKR KRjQ F╦ВQK F╠ЖD FKtQK PuQK 7X\ QKLrQ ├╛╦в iS G╠ДQJ FiF ├й W╩┤╦╛QJ YjR WK╠РF WL╦дQ ├╛L╦аX TXDQ WU╦мQJ Oj SK╦ВL QK╦МQ UD U╦РQJ P╦мL WK╠И WURQJ NLQK GRDQK OX{Q WKD\ ├╛╦┤L ' E╦АQ Fy WK╦в WKjQK F{QJ ├╛╦ЮQ ├╛kX WK╦Ю JL╦║L Y╦КQ OLrQ W╠ДF SKiW WUL╦вQ 6╠Р N╟г Y╦мQJ Y╦а FK╦ДW O╩┤╠ВQJ G╦кFK Y╠Д F╠ЖD NKiFK KjQJ NK{QJ QJ╠КQJ W─ВQJ OrQ F{QJ QJK╦ж SKiW WUL╦вQ QJj\ FjQJ QKDQK OX╦МW SKiS WKX╦Ю Yj Q╦аQ NLQK W╦Ю QyL FKXQJ WKD\ ├╛╦┤L Y╦║L W╦░F ├╛╦╕ FKyQJ P╦ЦW &iF GRDQK QJKL╦жS NK{QJ WK╦в WL╦ЮQ OrQ SKtD WU╩┤╦║F Q╦ЮX NK{QJ F╦ВL WL╦ЮQ SK╩┤╩▓QJ SKiS ├╛╦кQK JLi 7K╦Ю Pj K╦м O╦АL NK{QJ ├╛╦ЖX W╩┤ WK╦╝L JLDQ VX\ QJK╞м Y╦а Qy NK{QJ GjQK QJkQ ViFK FKR FK╠Ж ├╛╦а Qj\ Yj OR O╦ОQJ QKL╦аX ├╛╦ЮQ FiF Y╦ДQ ├╛╦а TX╦ВQ WU╦к QK╦о K╩▓Q Yj NK{QJ QK╦МQ UD ├╛k\ Fy WK╦в Oj Y╦а Y╦ДQ ├╛╦а Fy ╦ВQK K╩┤╦╛QJ O╦║Q QK╦ДW ├╛╦ЮQ W╩┤╩▓QJ ODL WjL FKtQK F╠ЖD K╦м &KX\╦жQ Qj\ JL╦░QJ QK╩┤ YL╦жF E╦АQ PX╦░Q FKL╦ЮF [H F╠ЖD PuQK Fy E╦╕ ├╛╦╕QJ F╩▓ W╦░W K╩▓Q E╦РQJ FiFK TX\╦ЮW ├╛╦кQK PXD WKrP E╦ВR KL╦вP 9╦ДQ ├╛╦а Oj E╦АQ V╦Ь F╦ЖQ WL╦ЮS W╠ДF [HP [pW N╠Ц O╦АL FiF ├й W╩┤╦╛QJ Yj NKiL QL╦жP WURQJ FX╦░Q ViFK .K{QJ Fy SK╩┤╩▓QJ SKiS QjR JL╦ВL TX\╦ЮW ├╛╩┤╠ВF W╦ДW F╦В P╦мL U╦ОF U╦░L

Mс╗Нi ng╞░с╗Эi kh├┤ng phс║гi l├║c n├аo c┼йng tс║нp trung v├аo c├бc vс║еn ┬Ес╗Б ch├нnh 0╦╕W V╦░ Y╦ДQ ├╛╦а WK╠РF V╠Р U╦ДW ├╛╩▓Q JL╦ВQ Yj W{L QK╦МQ ├╛╩┤╠ВF SK╦ВQ ╠ИQJ W╠К NKiFK KjQJ NL╦вX ┬▓7U╦╗L ╩▓L FK~QJ W{L OjP WK╦Э WK╦ЛW ┬│ +R╦ЦF ┬▓╦оL FK~QJ W{L OX{Q P╦НF O╦╡L ├╛y ┬│ 1K╠ОQJ SK╦ВQ ╠ИQJ ├╛y FKR WK╦Д\ NK{QJ SK╦ВL O~F QjR F╟ЙQJ WD F╟ЙQJ Fy WK╦в QKuQ WK╦Д\ QK╠ОQJ Ju ╦╛ QJD\ WU╩┤╦║F P╦ЦW PuQK

11

'R þy Q˞X EˀQ þDQJ þˬF FX˰Q ViFK Qj\ Yj WuP NL˞P P˸W FkX WU˂ O˼L WKˆQ Nǣ KR˖F P˸W ̈QJ ḠQJ EˀQ Fy WKˢ W˂L [X˰QJ Yj FKʲL F QJ Qy WKu EˀQ V˜ WK˄W YˬQJ 0˖F G FiF é Wʴ˾QJ þʴ̂F þˠ FˌS WURQJ ViFK U˄W þʲQ JL˂Q Yj KLˢQ QKLrQ EˀQ YˊQ SK˂L KjQK þ˸QJ WK̐F V̐ þˢ Qy WU˾ QrQ Fy JLi WU˪ %ˀQ FˆQ SK˂L WuP UD é Wʴ˾QJ iS ḠQJ þʴ̂F FKR PuQK Yj WK̐F KL˦Q Qy +m\ EˎW þˆX Y˺L /˵L O˅P SK˳ EL˝Q þˆX WLrQ +m\ QKuQ YjR P˷W GRDQK QJKL˥S þLˡQ KuQK þDQJ WuP FiFK FˁL WKL˥Q ÓL QKXˋQ +˫ QKˋQ GL˥Q FiF Y˃Q þ˟ Y˟ JLi Fˁ WURQJ QĂP TXD QKʴ WK˝ QjR" +˫ þm GjQK EDR QKLrX JL˻ þˡ [HP [pW FiF FKL˝Q Oʴ́F þ˩QK JLi F̅D PuQK QJKLrQ ḞX þ˯L WK̅ FʿQK WUDQK Yj þL˟X FK˧QK JLi þˡ W˯L þD KyD ÓL QKXˋQ FKR K˫" %k\ JL˻ Km\ VR ViQK Qy Y˹L V˯ JL˻ K˫ GjQK þˡ WKˁR OXˋQ Y˟ YL˥F QKkQ YLrQ EiQ KjQJ QrQ Fy L3DG KD\ NK{QJ &X˷F WUDQK OXˋQ þy OLrQ TXDQ þ˝Q P˫L QKkQ YLrQ EiQ KjQJ JLiP þ˯F NLQK GRDQK TXˁQ Oé FKL QKiQK Yj QKkQ YLrQ N̕ WKXˋW 0˃W J˅Q Fˁ QĂP þˡ JLˁL TX\˝W Yj Qy WKˋP FKt FzQ FKʿP þ˝Q Fˁ FKtQK WU˩ Q˷L E˷ Y˟ YL˥F FiF JLiP þ˯F þL˟X KjQK Fy QrQ þʴ́F G QJ L3DG KD\ NK{QJ FKˑQJ TXDQ WU˫QJ OL˥X K˫ Fy F˅Q Qy %k\ JL˻ QJKƬ OʿL Y˟ WuQK KuQK KRʿW þ˷QJ QĂP ỶD TXD F̅D GRDQK QJKL˥S EʿQ &{QJ W\ F̅D EʿQ þm E˭ UD EDR QKLrX WK˻L JLDQ Q˵ ȌF JLˁL TX\˝W QK̍QJ Y˃Q þ˟ TXDQ WU˫QJ Y˟ JLi Fˁ VR Y˹L V˯ WK˻L JLDQ GjQK FKR FiF Y˃Q þ˟ QKʴ FX˷F WUDQK OXˋQ L3DG" ć˯L Y˹L SK˅Q O˹Q þ˷F JLˁ FkX WUˁ O˻L WUXQJ WK̏F V˛ Oj JLi Fˁ WKˋP FKt FzQ NK{QJ QˏP WURQJ GDQK ViFK FiF Y˃Q þ˟ þʴ́F [HP [pW JLˁL TX\˝W ÏL

&KR G TX\˞W þ˪QK FX˰L F QJ E˪ ˂QK Kʴ˾QJ E˾L FiF NKtD FˀQK Fʲ E˂Q QKʴ N̖ WKXˌW KˀQ FK˞ WjL FKtQK FKtQK WU˪ KR˖F V˾ WKtFK Fi QKkQ W˄W F˂ þˠX FˆQ NL˞Q WK̈F Yj WK˼L JLDQ ćLˠX Qj\ Oj Gˤ KLˢX Yu F{QJ QJK˦ Fy WKˢ W˰Q NpP Qy WKD\ þ˴L WKʴ˼QJ [X\rQ Yj NK{QJ JL~S tFK QKLˠX FKR

12

SKiW WULˢQ WKʴʲQJ KL˦X Fi QKkQ Yj W˴ FK̈F .K{QJ TXDQ WUˬQJ EˀQ W̊QJ QJKƬ KR˖F þDQJ QJKƬ Ju P˸W TX\ WUuQK KL˦X TX˂ P˺L Oj FKuD NKyD ćk\ NK{QJ FK˨ Oj Y˄Q þˠ Yˠ F{QJ QJK˦ 1KLˠX FK̆ GRDQK QJKL˦S Yj TX˂Q Oé GjQK WK˼L JLDQ NK{QJ þiQJ Nˢ þˢ [HP [pW FKL˞Q Oʴ̂F þ˪QK JLi Yu Kˬ þm E˪ QJˌS WURQJ FiF Y˄Q þˠ QKʴ .˞ KRˀFK FKL WL˞W FKR E̎D WL˦F *LiQJ VLQK KjQJ QĂP 0jX F̆D Wʴ˼QJ SKzQJ KˬS 9L˦F WX\ˢQ ḠQJ QKkQ YLrQ WK̐F WˌS 1KkQ YLrQ EiQ KjQJ QrQ PXD FKL˞F [H QjR WL˞S WKHR 1KL˦W þ˸ F̆D þLˠX KzD

Sản phẩm hay dịch vụ &X˰Q ViFK Qj\ Oj Yˠ JLi F˂ 1Kʴ Yˌ\ W{L FˆQ FĂQ F̈ YjR QK̎QJ Ju þDQJ þʴ̂F EiQ Yj þ˰L Wʴ̂QJ þʴ̂F FKLD WKjQK KDL GDQK P̄F FKtQK ° V˂Q SKˈP KR˖F G˪FK Ȳ ° Yj W{L þm O˄\ FiF Yt Ḡ Yˠ F˂ KDL þˢ OjP U} FiF OXˌQ þLˢP FKtQK &y WKˢ Q˞X EˀQ FK̆ \˞X EiQ V˂Q SKˈP EˀQ V˜ QJKƬ UːQJ OXˌQ þLˢP WURQJ Yt Ḡ FK˨ iS ḠQJ FKR G˪FK Ȳ KR˖F QJʴ̂F OˀL ćLˠX TXDQ WUˬQJ Oj SK˂L JL̎ P˸W WKiL þ˸ F˾L P˾ Yˠ FiFK EˀQ FK˄S QKˌQ Yj þLˠX FK˨QK NL˞Q WK̈F E˄W Nˢ KjQJ KyD F̆D PuQK Oj Ju 1˞X EˀQ EiQ V˂Q SKˈP QK̎QJ WK̈ Qj\ K̎X KuQK Y˺L NKiFK KjQJ +ˬ Fy WKˢ FKˀP YjR V˂Q SKˈP Yj F˂P QKˌQ Qy [HP NtFK WKʴ˺F V̐ ViQJ WˀR WURQJ WKL˞W N˞ EDR Eu Yj EˀQ Fy Fʲ K˸L WKˢ KL˦Q FiF WtQK QĂQJ FljQJ QKʴ ÔL tFK F̆D V˂Q SKˈP WUrQ FKtQK V˂Q SKˈP ˄\ 7KˌP FKt EˀQ FzQ KLˢX WˆP TXDQ WUˬQJ F̆D KuQK ˂QK PjX VˎF NLˢX FK̎ WUrQ V˂Q SKˈP E˾L QK̎QJ þLˠX Qj\ V˜ WiF þ˸QJ þ˞Q TX\˞W þ˪QK PXD F̆D

13

NKiFK KjQJ 1Kʴ̂F þLˢP Oj NKiFK KjQJ Fy WKˢ [HP þk\ þʲQ JL˂Q Oj YL˦F PXD FK̈ NK{QJ QJKƬ þ˞Q P˰L TXDQ K˦ Y˺L QKj FXQJ F˄S Yj V˔Q VjQJ PXD VˎP FiF P˖W KjQJ WʴʲQJ W̐ ˾ QʲL NKiF 1˞X EˀQ EiQ G˪FK Ȳ þk\ WK̈ KjQJ KyD Y{ KuQK 7 \ WKX˸F YjR ORˀL KuQK G˪FK Ȳ Qy Fy WKˢ WŮX Wʴ̂QJ þ˞Q P̈F þ{L NKL NKiFK KjQJ WKˌP FKt FzQ FK˒QJ KLˢX EˀQ þDQJ OjP Ju FKR Kˬ +ˬ EL˞W þˀL Oé V˜ þ˂P QKˌQ G˪FK Ȳ E˂R Gʴ̀QJ [H KʲL QKʴQJ QK̎QJ Ju WK̐F V̐ [˂\ UD WURQJ TXi WUuQK Qj\ OˀL Oj Et ˈQ ćLˠX Qj\ WʴʲQJ W̐ Y˺L FiF G˪FK Ȳ QKʴ Wʴ Y˄Q SKiS Oé N˞ WRiQ WKX˞ KR˖F FKĂP VyF V̈F NKˮH Yj NKR˂QJ FiFK F̆D V̐ KLˢX EL˞W FzQ WU˾ QrQ O˺Q KʲQ 7X\ QKLrQ FX˰Q ViFK Qj\ QyL Yˠ JLi F˂ Yj FiFK Qy ˂QK Kʴ˾QJ þ˞Q TX\˞W þ˪QK PXD F̆D NKiFK KjQJ WURQJ þy YL˦F QKˌQ GL˦Q Yj JL˂L TX\˞W FiF Y˄Q þˠ Yˠ þ˪QK JLi Oj U˄W TXDQ WUˬQJ þˢ GX\ WUu NKiFK KjQJ KL˦Q WˀL Yj O{L NpR NKiFK KjQJ WLˠP QĂQJ 7URQJ P˸W V˰ OƬQK Y̐F Qy JL˺L WKL˦X WtQK QĂQJ Yj WL˦Q tFK F̆D V˂Q SKˈP KR˖F G˪FK Ȳ W \ WKX˸F YjR YL˦F EˀQ þDQJ EiQ P˸W FiL K˸S KD\ P˸W é Wʴ˾QJ ćLˠX TXDQ WUˬQJ Oj NKL WK˄\ P˸W é Wʴ˾QJ WLˠP QĂQJ EˀQ QrQ [HP [pW Qy NƬ FjQJ 1˞X EˀQ EiQ V˂Q SKˈP P˶L JLDR G˪FK SK˂L þʴ̂F QKuQ QKˌQ [D KʲQ FK˨ Oj P˸W JLDR G˪FK þʲQ O˚ Yt Ḡ ²&K~QJ WD Fy QrQ PXD FKL˞F [H þy QJD\ K{P QD\ NK{QJ"³ 6X\ QJKƬ þy Jk\ iS O̐F FKR GRDQK QJKL˦S SK˂L NL˞P WLˠQ W̊ P˸W JLDR G˪FK þʲQ O˚ Yj þ˰L P˖W Y˺L QJX\ Fʲ UːQJ NKiFK KjQJ Fy WKˢ NK{QJ EDR JL˼ TXD\ OˀL Yj PDQJ þ˞Q ÔL QKXˌQ WURQJ WʴʲQJ ODL 1Jʴ̂F OˀL NKL P˸W GRDQK QJKL˦S NLQK GRDQK G˪FK Ȳ Kˬ þm OX{Q FXQJ F˄S P˸W ORˀL KjQJ KyD WŮX Wʴ̂QJ Pj QKLˠX QJʴ˼L PXD NK{QJ WK̐F V̐ KLˢX Yj WKL˞X KuQK GXQJ Yˠ PyQ KjQJ .KL NKiFK KjQJ NK{QJ KLˢX U} QK̎QJ Ju Kˬ V˜ QKˌQ þʴ̂F EːQJ WLˠQ F̆D PuQK KR˖F EX˸F SK˂L FK˄S QKˌQ UːQJ Kˬ NK{QJ WKˢ WKD\ þ˴L TX\˞W é þ˪QK Yj WU˂ OˀL PyQ KjQJ þy

14

° QJʴ˼L WKL˞W N˞ NK{QJ WKˢ EyF Yj J˄S OˀL JL˄\ GiQ Wʴ˼QJ ° TX\˞W þ˪QK DQ WRjQ WKʴ˼QJ Oj WUiQK PXD PyQ KjQJ þy KRjQ WRjQ 6̐ NK{QJ FKˎF FKˎQ ˄\ Jk\ UD WuQK WUˀQJ Wr OL˦W Yj Fy WKˢ OjP KˮQJ JLDR G˪FK 0HWUR 6RIWZDUH /LPLWHG 06/ Oj P˷W QKj SKiW WULˡQ SK˅Q P˟P 7KX QKˋS F̅D K˫ þ˝Q W̉ YL˥F WKL˝W N˝ SK˅Q P˟P FKR NKiFK KjQJ O˙ QK̍QJ QJʴ˻L NK{QJ WK̏F V̏ KLˡX PuQK þDQJ WLrX WL˟Q YjR FiL Ju +˫ FljQJ EiQ FiF VˁQ SKˇP QKʴ WKL˝W E˩ Pi\ WtQK Pi\ LQ ˳ ḞQJ Yj FXQJ F˃S G˩FK Ỹ FjL þ˕W Kʴ˹QJ GˉQ 1Kʴ Yˋ\ K˫ ỶD WȔF WL˝S VˁQ [X˃W VˁQ SKˇP ỶD FXQJ F˃S Yj [k\ G̏QJ FiF G˩FK Ỹ E˳ VXQJ FKR VˁQ SKˇP þy &KL SKt FKR G˩FK Ỹ K˵ WÚ Yj Kʴ˹QJ GˉQ þʴ́F WtQK WKHR JL˻ GDR þ˷QJ WURQJ NKRˁQJ W̉ þ˝Q EˁQJ þL˟X Qj\ Jk\ UD V̏ Pʲ K˱ Yu NKiFK KjQJ WKʴ˻QJ NK{QJ EL˝W K˫ V˛ F˅Q EDR QKLrX JL˻ KR˕F Y˃Q þ˟ [ˁ\ UD Oj GR O˵L F̅D K˫ KD\ QKj VˁQ [X˃W 06/ þm SKiW WULˡQ P˷W VˁQ SKˇP J˫L Oj *yL K˵ WÚ Yj Kʴ˹QJ GˉQ WURQJ QĂP þ˅X WLrQ EDR J˱P Kʴ˹QJ GˉQ V̋ G̃QJ SK˅Q P˟P FKʴʲQJ WUuQK þjR WʿR FKR QJʴ˻L G QJ WK˙ NKiFK KjQJ FˇP QDQJ JLˁL TX\˝W NKL J˕S V̏ F˯ Y˹L V˯ þL˥Q WKRʿL K˵ WÚ *yL Qj\ Fy JLi EˁQJ G̏D WUrQ V˯ QJʴ˻L G QJ SK˅Q P˟P ćL˟X Qj\ OjP JLˁP W̓ O˥ FiF UˍF U˯L WL˟P QĂQJ Y˹L NKiFK KjQJ Yj FljQJ JL~S PDQJ Y˟ GRDQK WKX O˹Q FKR P˷W VˁQ SKˇP þʲQ JLˁQ U} UjQJ %˃W Ḟ NKL QjR K˫ EiQ þʴ́F SK˅Q ḞQJ K˫ FljQJ FXQJ F˃S P˷W FKʴʲQJ WUuQK K˵ WÚ þʴ́F J˫L Oj *yL TXˁQ Oé SK˅Q ḞQJ 0˵L O˅Q NKiFK KjQJ WUX\ FˋS OʿL JL~S WĂQJ GRDQK V˯ FKR QK̍QJ VˁQ SKˇP SK˅Q ḞQJ NKiF 9j EˏQJ FiFK þy K˫ þm [k\ G̏QJ P˷W G˩FK Ỹ Fy JLi WU˩ FKR VˁQ SKˇP F˯W O}L Yj WĂQJ GRDQK WKX QKL˟X QK˃W Fy WKˡ

7K{QJ þL˦S ˾ þk\ NKi þʲQ JL˂Q 1˞X EˀQ EiQ G˪FK Ȳ Km\ F˰ JˎQJ EL˞Q FK~QJ WKjQK V˂Q SKˈP K̎X KuQK Yj Q˞X EˀQ EiQ V˂Q SKˈP Km\ WǨ WKrP YjR FiF G˪FK Ȳ þˢ F̆QJ F˰ P˰L TXDQ K˦ KL˦Q Fy Y˺L NKiFK KjQJ &˂ KDL V˜ JL~S þ˂P E˂R DQ WRjQ Yj WĂQJ QKˌQ WK̈F F̆D F̆D NKiFK KjQJ Yˠ JLi WU˪ V˂Q SKˈP Yj GR þy EˀQ V˜ Fy þʴ̂F GRDQK V˰ FDR Yj ˴Q þ˪QK KʲQ

15

Tс╗Хng hс╗гp 1╦ЮX E╦АQ PX╦░Q GRDQK QJKL╦жS WKX ├╛╩┤╠ВF QKL╦аX O╠ВL QKX╦МQ K╩▓Q Km\ VX\ QJK╞м F╦ИQ WU╦мQJ YjR FiFK E╦АQ ├╛╦кQK JLi V╦ВQ SK╦ИP F╠ЖD PuQK 7iF ├╛╦╕QJ F╠ЖD P╦╕W YjL WKD\ ├╛╦┤L QK╦о WURQJ YL╦жF ├╛╦кQK JLi W╦║L GRDQK WKX Oj U╦ДW ├╛iQJ NLQK QJ╦АF /╞мQK Y╠РF Qj\ ├╛zL K╦оL QKL╦аX WK╦╝L JLDQ Yj FK╦ДW [iP K╩▓Q FiF GRDQK QJKL╦жS WK╩┤╦╝QJ QJK╞м 0╦╢L GRDQK QJKL╦жS Pj W{L W╠КQJ OjP YL╦жF F QJ ├╛╦в JL╦ВL TX\╦ЮW Y╦ДQ ├╛╦а ├╛╦кQK JLi ├╛╦аX FKR WK╦Д\ V╠Р W─ВQJ WU╩┤╦╛QJ ├╛iQJ N╦в 1K╠ОQJ Ju E╦АQ F╦ЖQ OjP Oj ├╛╦ЖX W╩┤ WK╦╝L JLDQ ├╛╦в KL╦вX QK╠ОQJ OX╦МQ ├╛L╦вP FKtQK WURQJ FX╦░Q ViFK Qj\ [HP [pW FiFK iS G╠ДQJ Yj ├╛L╦аX FK╦иQK FKR GRDQK QJKL╦жS F╠ЖD PuQK Yj O╦МS N╦Ю KR╦АFK WK╠РF KL╦жQ WKD\ ├╛╦┤L P╦╕W FiFK Fy NL╦вP VRiW Yj E╦аQ E╦и /├й WKX\╦ЮW ╦╛ ├╛k\ WK╠РF V╠Р KL╦жX TX╦В E╦АQ FK╦и F╦ЖQ KjQK ├╛╦╕QJ WK{L

─Рiс╗Гm h├аnh ┬Ес╗Щng 1. ;HP O╦АL SK╩┤╩▓QJ SKiS ├╛╦кQK JLi V╦ВQ SK╦ИP F╠ЖD E╦АQ WURQJ ED Q─ВP TXD Yj QJK╞м Y╦а QK╠ОQJ ├╛L╦аX VDX ├╛k\ 7╦ЖQ VX╦ДW JLi F╦В ├╛╩┤╠ВF [HP [pW O╦АL" 7╦ЖQ VX╦ДW JLi F╦В ├╛╩┤╠ВF WKD\ ├╛╦┤L" 6╠Р WKD\ ├╛╦┤L F╠ЖD JLi F╦В SK╦ЖQ WU─ВP W─ВQJ Yj JL╦ВP " 1JX\rQ QKkQ F╠ЖD P╦╢L O╦ЖQ WKD\ ├╛╦┤L Oj Ju" 9t G╠Д W─ВQJ FKL SKt ├╛╦ЖX YjR ├╛L╦аX FK╦иQK WKHR JLi F╠ЖD ├╛╦░L WK╠Ж F╦АQK WUDQK N╦Ю KR╦АFK W─ВQJ GRDQK WKX KR╦ЦF O╠ВL QKX╦МQ 7URQJ WU╩┤╦╝QJ K╠ВS JLi NK{QJ W─ВQJ ┬░ Yj Ek\ JL╦╝ Oj WK╦╝L ├╛L╦вP WKtFK K╠ВS ┬░ P╠ИF W─ВQJ JLi QjR V╦Ь Fy WiF ├╛╦╕QJ ├╛iQJ N╦в ├╛╦ЮQ O╠ВL QKX╦МQ FKR GRDQK QJKL╦жS F╠ЖD E╦АQ" 16

2. /ˌS GDQK ViFK QK̎QJ WKjQK YLrQ FK̆ FK˰W KL˦Q þDQJ WKDP JLD YjR YL˦F TX\˞W þ˪QK Yˠ JLi F˂ WURQJ þ˸L QJlj F̆D EˀQ 6DX þy WKrP YjR WrQ F̆D QK̎QJ QJʴ˼L QrQ WKDP JLD &ljQJ QrQ [HP [pW OL˦X WRjQ E˸ SKʴʲQJ SKiS þ˪QK JLi F̆D EˀQ þm KL˦X TX˂ QK˄W FKʴD EːQJ YL˦F E˴ QKL˦P P˸W QJʴ˼L Fy TXDQ þLˢP WUiL QJʴ̂F þˢ NKX˄\ þ˸QJ PˬL WK̈ P˸W FK~W

3. 7ˀR P˸W W˦S WK{QJ WLQ W̊ QJKLrQ F̈X WK̐F W˞ FK̈ NK{QJ SK˂L W̊ QK̎QJ WLQ þ˲Q QK˂P Yˠ FiF þ˰L WK̆ FˀQK WUDQK WU̐F WL˞S &K˨ þ˪QK DL þy WKX WKˌS G̎ OL˦X TX˂QJ FiR JLi F˂ WL˞S WK˪ Yj E˄W Nǣ WK{QJ WLQ WU̐F WX\˞Q QjR Yˠ JLi WU˪ WK̐F W˞ F̆D V˂Q SKˈP Yj FiFK þ˪QK JLi F̆D Kˬ ć˂P E˂R þ˸L QJlj FK˪X WUiFK QKL˦P þ˪QK JLi F̆D PuQK Fy G̎ OL˦X Qj\ Yj þʴ̂F FˌS QKˌW OLrQ W̄F

4. /rQ O˪FK KˬS Y˺L QK̎QJ QJʴ˼L EiQ KjQJ WL˞S WK˪ Yj WuP NL˞P QʲL EˀQ Fy WKˢ WKrP YjR P˸W V˰ G˪FK Ȳ þL NqP V˂Q SKˈP F̆D PuQK 5. 3KkQ E˴ TX̖ WK˼L JLDQ F̆D EˀQ Yj F˂ QK̎QJ QJʴ˼L NKiF þˢ þ˂P E˂R Fy V̐ FK~ é WKʴ˼QJ [X\rQ FKR Y˄Q þˠ JLi F˂ ẄF Oj Q˞X EˀQ Fy P˸W FX˸F KˬS KjQJ WKiQJ KR˖F KjQJ TXé Y˺L GRDQK QJKL˦S F̆D PuQK Km\ þ˂P E˂R Y˄Q þˠ JLi F˂ QːP WURQJ FKʴʲQJ WUuQK WK˂R OXˌQ

6. 7̐ OjP TXHQ Y˺L FiF E˂QJ WtQK PˊX Yj EˎW þˆX WKX WKˌS WK{QJ WLQ WjL FKtQK FˆQ WKL˞W FKR FK~QJ Q˞X EˀQ ˾ WURQJ P˸W W˴ FK̈F O˺Q EˀQ Fy WKˢ JLDR QKL˦P Ȳ Qj\ FKR QJʴ˼L NKiF

7UX\ FˌS WUDQJ ZHE TXD þ˪D FK˨ ZZZ PDUNKROW FR XN KR˖F Pm 45 ErQ FˀQK Yj W˂L WjL OL˦X þtQK NqP 1y V˜ K̎X tFK FKR FiF SKˆQ VDX Yj JL~S EˀQ WK˄\ þʴ̂F Y˄Q þˠ Qj\ ˂QK Kʴ˾QJ WU̐F WL˞S þ˞Q GRDQK QJKL˦S QKʴ WK˞ QjR

17

01

BỐI CẢNH ĐỊNH GIÁ

̄F WLrX F̆D PˬL GRDQK QJKL˦S Oj WˀR UD ÔL QKXˌQ EˠQ Y̎QJ %ˀQ V˜ KˬF þʴ̂F WURQJ SKˆQ Qj\ Yj FiF SKˆQ WL˞S WKHR UːQJ JLi F˂ FKtQK Oj FKuD NKyD þˢ þˀW þʴ̂F P̄F WLrX WUrQ Yj P̈F JLi U˚ QK˄W KL˞P NKL Oj FRQ þʴ˼QJ þL þ˞Q ÔL QKXˌQ 3KˆQ Qj\ EDR J˲P /jP WK˞ QjR þˢ GRDQK QJKL˦S F˂L WKL˦Q ÔL QKXˌQ FiFK WĂQJ WUʴ˾QJ GRDQK QJKL˦S 9t Ḡ WK̐F WLˤQ Yˠ KL˦X TX˂ F̆D FiF FiFK WUrQ 7ˀL VDR PˬL QJʴ˼L NK{QJ QKˌQ UD UːQJ Y˄Q þˠ QːP ˾ YL˦F þ˪QK JLi 7URQJ SKˆQ Qj\ V̐ WĂQJ WUʴ˾QJ WURQJ KRˀW þ˸QJ NLQK GRDQK V˜ þʴ̂F SKkQ WtFK Yj EˀQ V˜ QKˌQ WK˄\ WˀL VDR YL˦F þ˪QK JLi SK˂L þ̈QJ þˆX WURQJ GDQK ViFK F{QJ YL˦F ʴX WLrQ F̆D PˬL GRDQK QJKL˦S %ˀQ Fy WKˢ W˂L [X˰QJ FiF WjL OL˦X Yj E˂QJ WtQK WKDP NK˂R þˢ W̐ WK̐F KL˦Q FiF SKpS WtQK ÔL QKXˌQ þʲQ JL˂Q VDX þy [HP [pW WiF þ˸QJ F̆D V̐ WĂQJ WUʴ˾QJ WUrQ FiF OƬQK Y̐F WUˬQJ þLˢP NKiF QKDX

18

┼А─Х ├к├а─│─Т ├│─Э─│─Т ─М─Х├П

L├аm thс║┐ n├аo ┬Ес╗Г doanh nghiс╗Зp cс║гi thiс╗Зn lс╗гi nhuс║нn &╦ВL WKL╦жQ O╠ВL QKX╦МQ NK{QJ NKy 7KX WK╦МS QK╠ОQJ TXDQ ├╛L╦вP NKiFK TXDQ Fy tFK +╦мF K╦оL NLQK QJKL╦жP F╠ЖD QK╠ОQJ GRDQK QJKL╦жS ├╛L WU╩┤╦║F Fy tFK ;k\ G╠РQJ K╦ж WK╦░QJ KR╦АW ├╛╦╕QJ JL~S QKkQ YLrQ Fy QKL╦аX F╩▓ K╦╕L F╦м ViW Y╦║L WK╠РF WL╦дQ WURQJ FiF O╞мQK Y╠РF WU╦мQJ ├╛L╦вP Fy tFK 'X\ WUu P╠ИF ├╛╦╕ V╦ФQ VjQJ WKD\ ├╛╦┤L ┬░ G╠РD WUrQ FKLD V╦Ъ V╠Р WKjQK F{QJ F╟ЙQJ Fy tFK 1K╩┤QJ QK╠ОQJ Ju E╦АQ WK╠РF V╠Р F╦ЖQ Oj GjQK V╠Р TXDQ WkP QJKLrP W~F ├╛╦ЮQ FK╠Ж ├╛╦а O╠ВL QKX╦МQ 9╦М\ W╦АL VDR YL╦жF W─ВQJ WU╩┤╦╛QJ O╠ВL QKX╦МQ O╦АL NKy NK─ВQ ├╛╦ЮQ Y╦М\" +╦ЖX K╦ЮW QK╠ОQJ QJ╩┤╦╝L OjP NLQK GRDQK WU╦В O╦╝L FkX K╦оL ┬▓OjP WK╦Ю QjR ├╛╦в F╦ВL WKL╦жQ O╠ВL QKX╦МQ┬│ E╦РQJ KDL O╠РD FK╦мQ *L╦ВP FKL SKt 7─ВQJ GRDQK WKX 7K╦иQK WKR╦ВQJ K╦м WKrP O╠РD FK╦мQ WK╠И ED 7─ВQJ Q─ВQJ VX╦ДW 0╦ЦF G QK╠ОQJ O╠РD FK╦мQ Qj\ ├╛╦аX ├╛~QJ QK╩┤QJ FK~QJ TXi ├╛╩▓Q JL╦ВQ ├╛╦в WU╦╛ WKjQK FiFK WL╦ЮS F╦МQ KL╦жX TX╦В Yj FK~QJ WK╦в KL╦жQ V╠Р [XQJ ├╛╦╕W W╠ИF Oj Q╦ЮX E╦АQ PX╦░Q W─ВQJ GRDQK WKX Fy O╦Ь E╦АQ F╦ЖQ W─ВQJ FKL SKt PDUNHWLQJ KR╦ЦF WX\╦вQ WKrP QKkQ YLrQ EiQ KjQJ 1╦ЮX E╦АQ PX╦░Q JL╦ВP FKL SKt YL╦жF Qj\ Fy WK╦в K╦АQ FK╦Ю NK╦В Q─ВQJ [╠М O├й F{QJ YL╦жF Pj E╦АQ PRQJ PX╦░Q 7K{QJ WK╩┤╦╝QJ WURQJ NLQK GRDQK WKX╦МW QJ╠О NLQK W╦Э E╦ЛF WKDQJ ├╛╩┤╠ВF QK╦ОF ├╛╦ЮQ WK╩┤╦╝QJ [X\rQ QK╩┤ WK╦в ├╛y Oj OL╦аX WKX╦░F FKR W╦ДW F╦В FiF KR╦АW ├╛╦╕QJ WjL FKtQK NpP KL╦жX TX╦В

╟З ╞а╟И [─Х─▓─Т ┼к├╗ ├й├Ш├к ┼к─Т├О─▓─М ╟З├╢├к─╗─▓─╗─▒─Х├╢┼г ─╗─Л ┼г├к├О─к├╢╟И╞╡ ─Т├О╞Л ├к┼Й─▓ ├│┼╕┼Н├к ─М┼И─Х ─к├Я ─з─Х─▓─Т ┼к├╗ ┼Ь┼п╞Л ─▒─╛ ╟К ├к─Т─Х├╗─▓ ─к┼╕┼Н├к ├│┼╕┼Н├к ─Т─╗├Ю├к─Т ├│─Ь─▓─Т ╞Д├Я ┼г┼╝ ├░┼╡─▓─М ┼к┼Э─Х├╝┼к ├│├╛ ┼к┼Э─╗─▓─М ─▓─Т─Х├╜┼п ─▓─М├Я─▓─Т ─з─Х─▓─Т ├░─╗├О─▓─Т╟А ─▓─Т├Ч┼к ─к├Я ┼к┼Э─╗─▓─М ┼г├а─▓ ╞К┼п├Ч┼к╞╗ f├╗┼п ┼г├а─▓ ╞К┼п├Ч┼к ╞Д┼М─Х ┼Ь┼п╞Л ─▒─╛ ├к├Я─▓─М ─к┼М─▓ ┼к─Т─Э ├к─Т─Х ┼Ъ─Т─Ч ╞Д├Я ─М─Х├П ├й├П─▓ ┼к┼Э├║─▓ ─▒┼А┼к ├│┼Л─▓ ╞Д─Ь ┼г├а─▓ ┼Ъ─Т├Ъ─▒ ┼г─Й ├к├Я─▓─М ─М─Х├а─▒╞╢ ─к├Я─▒ ─М─Х├О ┼к├Р─▓─М ─к┼Н─Х ─▓─Т┼п├Ш─▓ ╞Д├Я ─з─Т├а ─▓├Р─▓─М ├к├Ю─▓─Т ┼к┼Э├О─▓─Т╞╗

19

01

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1˝X W{L Fy WKˡ WĂQJ GRDQK WKX KjQJ QĂP OrQ Yj FKL SKt F˯ þ˩QK F̅D W{L NK{QJ WKD\ þ˳L W{L V˛ Fy V̇F PXD W˯W KʲQ W{L NK{QJ F˅Q SKˁL WKXr WKrP QJʴ˻L Yj WKHR K˫F WKX\˝W NLQK W˝ EˋF WKDQJ Qj\ W{L V˛ NL˝P þʴ́F P˷W V˯ WL˟Q O˹Q

6̐ WKˌW Oj þ˼L NK{QJ QKʴ Pʲ &KL SKt OX{Q WĂQJ NKL GRDQK QJKL˦S WĂQJ WUʴ˾QJ Yj WKʴ˼QJ þˢ þˀW þʴ̂F P̄F WLrX WĂQJ WUʴ˾QJ GRDQK QJKL˦S FˆQ FXQJ F˄S FKR NKiFK KjQJ QKLˠX ÔL tFK KʲQ GR þy ELrQ ÔL QKXˌQ JL˂P Yj YL˦F F˰ JˎQJ FkQ EːQJ WjL FKtQK FjQJ WU˾ QrQ NKy NKĂQ KʲQ %ːQJ FiFK V̌ ḠQJ FiFK WL˞S FˌQ QJk\ WKʲ QKʴ Yˌ\ þˢ F˂L WKL˦Q ÔL QKXˌQ QKLˠX FK̆ V˾ K̎X GRDQK QJKL˦S FKRiQJ QĴS E˾L V˰ Oʴ̂QJ Y˄Q þˠ SKiW VLQK 7ĂQJ GRDQK WKX Fy Y˚ þʲQ JL˂Q QKʴQJ FiFK WK̈F WK̐F KL˦Q OˀL SK̈F WˀS KʲQ U˄W QKLˠX

5 cách tăng trưởng doanh nghiệp

7˄W F˂ FiF GRDQK QJKL˦S þˠX FK˨ Oj V̐ N˞W K̂S F̆D QKLˠX E˸ SKˌQ KRˀW þ˸QJ %˸ SKˌQ FKX\rQ WKX PXD KR˖F V˂Q [X˄W V˂Q SKˈP E˸ SKˌQ FKX\rQ WuP NL˞P NKiFK KjQJ Yj EiQ KjQJ QJRjL UD FzQ FiF E˸ SKˌQ FKX\rQ TX˂Q Oé QKkQ V̐ Yj WjL FKtQK &RQ þʴ˼QJ F˂L WKL˦Q ÔL QKXˌQ WK̐F UD FKtQK Oj FRQ þʴ˼QJ F˂L WKL˦Q P˸W KR˖F QKLˠX E˸ SKˌQ WUrQ *Li Pj W{L Fy WKrP YjL NKiFK KjQJ KR˕F WĂQJ QKˋQ GL˥Q WKʴʲQJ KL˥X KR˕F QKˋS QJX\rQ OL˥X Y˹L JLi U˙ KʲQ KD\ WK~F þˇ\ QKkQ YLrQ OjP YL˥F FKĂP KʲQ P˷W FK~W

&iF GRDQK QJKL˦S OjP YL˦F KL˦X TX˂ V˜ OX{Q OX{Q WuP FiFK JL˂L TX\˞W FiF Y˄Q þˠ Qj\ LJƠLj ĕúIJ Īōĕ IJĒůØIJ LJŚŝĻƘŪ ıÎŝČĕIJLjƵ Īß ıŹê êĒúIJĒ ĪüêĒ ČĕŽÎ ČĕÏ éÏIJ êŷÎ ıŀŪ ţàIJ ŚĒÚı Ƅß êĒĕ ŚĒė ţàIJ Ɗů×Ū êŀIJČ ƄŌĕ êĒĕ ŚĒė Ūĕúů ŪĒŵ êŷÎ IJļƻ ĕúIJ Īōĕ IJĒůØIJ éÎĻ ČŁı éĕúIJ Īōĕ IJĒůØIJ ČŀŚ LJČŝĻţţ ŚŝĻƘŪ ıÎŝČĕIJLj Ƅß éĕúIJ Īōĕ IJĒůØIJ ŝʼnIJČ LJIJöŪ ŚŝĻƘŪ ıÎŝČĕIJLjƻ

20

ŀĕ êàijĒ óĝijĒ ČĕÏ

01

.KL EˀQ EˎW þˆX P˸W FKL˞Q G˪FK QKːP WĂQJ ÔL QKXˌQ EˀQ FˆQ NKiP SKi FiFK WĂQJ WUʴ˾QJ GRDQK QJKL˦S ćy Oj 7ĂQJ V˰ Oʴ̂QJ NKiFK KjQJ þʴ̂F QKLˠX KʲQ Yj P˄W tW KʲQ

7ĂQJ WˆQ VX˄W JLDR G˪FK NKL˞Q NKiFK KjQJ KL˦Q WˀL JLDR G˪FK WKʴ˼QJ [X\rQ KʲQ

7ĂQJ JLi WU˪ WUXQJ EuQK F̆D P˶L JLDR G˪FK WĂQJ FK˄W Oʴ̂QJ Yj NK˰L Oʴ̂QJ

7ĂQJ JLi V˂Q SKˈP G˪FK Ȳ 7ĂQJ KL˦X TX˂ F̆D GRDQK QJKL˦S WĂQJ QĂQJ VX˄W FRQ QJʴ˼L JL˂P FKL SKt

&KuD NKyD FKR W˄W F˂ FiF KRˀW þ˸QJ Qj\ Oj FKLD FK~QJ WKjQK FiF SKˆQ QKˮ þˢ Gˤ KLˢX Yj Gˤ JL˂L TX\˞W KʲQ 7ĂQJ GRDQK V˰ Yˠ Fʲ E˂Q Oj Fy QKLˠX NKiFK KjQJ KʲQ &y QKLˠX NKiFK KjQJ KʲQ WKʴ˼QJ þʴ̂F KLˢX Oj JLjQK WKrP NKiFK KjQJ P˺L QKʴQJ Qy FljQJ EDR J˲P YL˦F JL̎ FKkQ NKiFK KjQJ KL˦Q WˀL *L̎ FKkQ NKiFK KjQJ KL˦Q WˀL Fy QJKƬD Oj þ˂P E˂R UːQJ Kˬ NK{QJ E˪ WKX\˞W SK̄F þˢ FKX\ˢQ VDQJ þ˰L WK̆ FˀQK WUDQK 9L˦F QJĂQ FK˖Q NKiFK KjQJ E˪ FkX WU˸P þzL KˮL P˸W K˦ WK˰QJ FKĂP VyF NKiFK KjQJ KRˀW þ˸QJ WKʴ˼QJ [X\rQ Yj KL˦X TX˂ 7URQJ P˷W F{QJ W\ G˩FK Ỹ FKX\rQ QJKL˥S P˷W FKL˝Q Oʴ́F FKĂP VyF NKiFK KjQJ þm þʴ́F WK̏F KL˥Q QKʴ VDX WKHR þy FiF NKiFK KjQJ KʿQJ $ V˛ þʴ́F J˕S P˕W WȔF WL˝S P˵L WKiQJ KʿQJ % FK˧ J˕S J˿ KDL WKiQJ P˷W O˅Q QKʴQJ WKiQJ QjR FljQJ V˛ þʴ́F OLrQ K˥ TXD þL˥Q WKRʿL Yj W˅Q VX˃W J˕S P˕W NKiFK KjQJ KʿQJ & Oj ED WKiQJ P˷W O˅Q Y˹L V̏ K˵ WÚ F̅D WKʴ þL˥Q W̋ þˡ WKX K˗S NKRˁQJ FiFK ćL˟X Qj\ EX˷F GRDQK QJKL˥S SKˁL FK̅ þ˷QJ Yj WˋS WUXQJ V̏ FK~ é YjR QK̍QJ NKiFK KjQJ TXDQ WU˫QJ QK˃W

21