luận văn thạc sĩ Hoàn thiện xúc tiến thương mại các dịch vụ bảo hiểm phi nhân thọ của Tổng công ty cổ phần Bảo hiểm Ngân hàng Đầu tư và Phát triển Việt Nam

LỜI CAM ĐOAN
Hoàn thiện xúc tiến thương mại các dịch vụ
bảo hiểm phi nhân thọ của Tổng công ty cổ phần Bảo hiểm Ngân hàng Đầu tư
và Phát triển Việt Nam " !
"#$%&'()* +,-.
'/0123/45"#677".
"#6 06,898
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:A
Phùng Nguyên Hà Anh
LỜI CẢM ƠN
B4'!7(BC"#'4D
E-FGHBI7(606J-K6<DBL7
L-IM5K;DNI"OKP!;
QDA51BRS&B2B:"T("T"U%V8A
S(C"U%VE-FWAXK
S
QDA514HI78RN0:A"TN0A
B"1Y0C"U%VE-F4'!S
QDA512C0-K6<(DBL
7L-IM5K;DNI"OKP!;C,-
(!(E-F4'!SNX6!<
IZ$T51/Z6<(DC%TK
'!-/854KD(6<45H7
N)1[%Z!E--D\(
NK)"#8/77(-]-$T51D^
/GHBI7"TN0:AB"1Y0T4C7W0
BZ8/4H6

MỤC LỤC
S_`aYNba;=

ca;:Yde:fP`gBBhB
O:i;YjNik=
:lm;n`oSpSkq;:k;nPr:bsBNt;nQuB`g;B:lm;nYs`
Bvb;n3`;:cba;:Mwb:`xYO:`;:y;B:z=
==34W0<8%M:-DA=
===3!5-{65K-DA=
==?NX"5-{65K-DA|
==@;<%\0<8%65K-DA=>
=?34WE/"10==
=?=;ZHWE/"10==
=??G7452E/"10=}
=@=34W0<45?>
=@?Y&0<45?=
=@@;D%45?=
=@|N"T!4545??
=~:0<6DE/"10?@
=~=34W6D?@
=~?G76D?~
=~@BL'"#6?~
:lm;n``oB:•Bvs;n€;nBeQuB`g;B:lm;nYs`Mwb
:`xYO:`;:y;B:zBs`M`Bvb;nB:_`n`a;Gka?•
?=BL4WM`cP5-{65KM`LK5-{
A)M`cPU8?•
?==nU!?•
?=?S2$-K?•
?=~S‚'0<M`cP@~
?=|3/450<8%M`@ƒ
??E/"1065K-DA0M`T
4 @•
??=OD\2"T65K-DA'0M`@•


??~&E/"1065K-DAM`~}
??}B'"1E/"1065K-DA0M`~•
??|N"T!450<E/"100M`}?
?@B'06D65K-DA0M`}@
?@=34W6D65K-DA0M`}@
?@?G76D65K-DA0M`}}
?@@B'0L6D65K-DA0M`
}•
?~B'00<4565K-DAM`|=
?~=Y&0<4565K-DAM`|=
?~?;D%45M`|?
?~~O"1!45|@
?~}N"T!4545||
?};]E/"10M`||
?}=;Z0"#||
?}?;Z0/„*0|ƒ
?}@;7D|•
:lm;n```oYtBR…n`w`O:eO:b†;B:`‡;:bsBNt;nQuB`g;
B:lm;nYs`Mwb:`xYO:`;:y;B:zˆaM`ƒ=
@=c'62"T65K-DA0P!;2"UM`
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@==c'62"T65K-DA0P!;ƒ=
@=?N2"U-KM`ƒ?
@?n5--!4E/"10M`ƒ}
@?=:!!2&E/"10M`ƒ}
@??NW,!2DE/"10M`ƒ|
@?@3/0!!/8/&E/"10M`
TUƒƒ
@?~3/0!'"1E/"10‰>

@?}N"T!454!E/"1065
K-DAM`‰>
@@n5--!6D0M`‰=

@@=N2"U!6D65K-DA0
M`‰=
@=?n5--!476D65K-DA0
M`‰?
@=@n5--!L6D65K-D
A0M`‰~
@~n5--!0<45 UM`‰~
@~=Y&!0<4565K-DAM`‰~
@~?;D%45M`‰}
@~@B/8/!-45‰}
@~~3/0-"1!45‰|
@~}N"T!4545‰|
@}n5--ŠD!450<E/"1065K-
DA0M`‰ƒ
@}=N%0)5-{65K-DA‰ƒ
@}?G7/2W5‰‰
@}@Y0"U-D- 65K-DA‰‰
@}~;Z0<‹#6‰•
@|3/2‚‰•
@|=3/2W1/\8%65K)‰•
@|?3/2-K65K-DA U%!-65
K•>
@|@3/2WE/"10‚'65K-DA•>
3gBSkq;•?

DANH MỤC CÁC CHỮ VIẾT TẮT

Chữ viết tắt Chữ viết đầy đủ
ncO BL5-{4 <
M`cP ;DI"-KP!;
M` BL765KM`cP
M: M5K
M:O;B M5KODA
SPM ;DScSP!
SP` 7S%65KSP!
OP` 765K%I8\
Onc O„%2
BYO B"10L-I
cP3: c2&8
MB M<\
DANH MỤC BẢNG BIỂU, ĐỒ THỊ
:Œ B
:== Y452E/"10 =‰
:?= 1,LM` @=

:?? BL%M`0?>>‰•?>=? @‰
:?@ P2/M`2"T65K-DA @•
M5
M5?= MK*"[0"UM` @~
M5?? c&065KM` @}
M5?@ Y< Ž\M` @‰
M5?~o ;DM`%E/"100
?>>‰•?>=?
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M5?} MK*"[D'M` ~|
M5?| R "#8&?>==(?>=? }‰
M5?ƒ ;DM`%450?>>‰•?>=? |?

M5@= Ž8/0"[M`?>=@ ƒ?
PHẦN MỞ ĐẦU
1. Tính cấp thiết của đề tài:
;?>=?(P!;/-&2'5"[78/
I'\8W/0-(L28/‚Ž
8/‚W,-1U?>==BL5-{"U•ncO•
?>=?}(>@‘(Ž %’64D?>=?•(?=‘;Z
D 7C5"[UU-K2"T65K-
DA?>=?B !L#-:!-<M5KP!(%
-\65K ?>=?Ž"[•(~‘U?>==(,,-
U <"[?>==•?=‘•,-,=>4
YX%’X-W8)8(U'01$ %!-65
K-DA‹!-&2"T65K-DAP!;V
"#),WWU%D ‰‰!"T/-&
K/,-%VI""UB6 5)(0<E
/"10&‹#^'(<7L1,%’
8(E/K#[I(8\\"T%’“
5-{
765KM`cP765K/2-I|02
"TP!;(-0<4745H!0(/"#
8%!45(<”D7!-)<7D7
%'/"#8%"U/' ")5-{/U8
PU/"#\-’#-(78.[<2-I
M0\W5(5-{(-D- (E/‹
#-<&8K/6<-8KM`{700
<8%(% "#4T898)889AŒ%VI
W2-I2"T65KTU,
Q,-.7I'•H‚4AI-5
<8A1[-D\'00<‹#-E
/"10M`)2"T65K)(.)"

5--Š!0<E/"10%2&65K-
DAP7(CA<%Hoàn thiện xúc tiến thương mại các dịch
vụ bảo hiểm phi nhân thọ của Tổng công ty cổ phần Bảo hiểm Ngân hàng Đầu
tư và Phát triển Việt Nam " W !-0–
7B"100B"TN0AB"10
2. Tổng quan tài liệu nghiên cứu:
•B0P!;C)8WWE/"100
%!-5,8%E/"10
%2&
•SUWoY< 6!--[<0<E/"1
07B;::B/62-&’%2&:5N•N:3/4 
%D;7--D\&E/"100
7B;::B/62-&’%2&:5N()ZT0(
""#'8/Z&0- E/‹#-(
""#47E/"107
•S0–Wo'0/"#3%BL
7M5KM`cP8%‚'65K-DA5
;7•N:„>=?>=="TN0:A:;<S
'//"#8%!0%!-(-D\
/"#)-’#-U"T8%(ŽK7/-7
K0%!-N*TWCD7%'<8/0/
"#Ž1Š[<2-I(#(-'-K
TU
•—QE/"10˜P!;B"10
•?>>@•W-<! Z,W\HW0
<E/"10•6*5E/,8,E/6
"U•
3. Đối tượng và phạm vi nghiên cứu:
N "#W0<E/"1065
K-DA0BL765KM`cP•M`•()

7DW0<456DB.)"5
--Š!0<E/"100M`K0!45
8% ,
6O0o,-.7IWT(8-\47
,W(WU0-0[Z8\0
•PW8oW0<E/"108
%65K-DA0M`
•PWToW%Z!'/M`Z
ID7(-7/@?>=>(?>==(?>=?;ZW,
!E/"100M`.7/?>=}
•PW<%oW-K0<E/"100
M`(D0<456D&E/
4A,‹#-E/"10U&"[%
 7W/8W65K-DA”"WM`
5-{%2&M`,-
4. Mục tiêu và nhiệm vụ nghiên cứuo
B1[H165WE/"10(L
'0K80<E/"10()
7DW0<456D‹#-E/
"10 U65K-DABL7L-I65KD
I"-KP!;KW,5--Š!0
<47452E/"1007
5. Phương pháp nghiên cứu:
NWC$%&8/#-W-"1--8K)
"#Z%Z!-5<L#-(84WW0
<E/"10‚'8%65K-DA0P!
;)'04520<E/"100
M`)
a. Phương pháp thu thập và phân tích dữ liệu thứ cấp
cZ!,-"#--D\Z%Z!L4W

%!-8%65K-DA0P!;™'00
<E/"10452E/"100%
!-65K-DA0P!;
•G7--D\%Z!,-o
šS!UL,-/]-!o
&E/"10(&45H65K•6<\•(7
L-I65KM`cPZ12"#)/-
-!
šv*0Eo8/%Z!U,
*%•/-"6(0-\%"U%0,'7/*
7/6*!WE/"10KW5-
Kc&!7"#!8-I!
85
M0-\W65K(X6!‚'8%65K
-DAM5\(T68/
L!$M<B\(&E/"10(
47/2-%7!0<E/"10("1E/
"10
•3K%Z!o%Z!-.W*8"#8K
\W\\(\\#-\T'%Z!"#
 /K)"#',4 ,(565<%
-D\)"#<7
•B-#--D\%Z!&C2o8C-#-
A(%Z!,-7/"#$%&K1[H”
"K8!!E/"104 (
%!--K"UcZ!,-*!4
AK-D\<%4/84'08%65
K-DA0P!;”"L4WE/"100P!
;M0)(%Z!,-”,-< 165-I
%'6!E/"100M`

BW7(%Z!,-"#--D\"UK)
"#WK6/56"U/-
b. Phương pháp thu thập và phân tích dữ liệu sơ cấp
cZ!1,-"#-4W-›,W'0
452E/"100M`(K.)W,5--&K
-’#-U7I7(U )K))-Z#\
/'Š!E/"100M`
N "#-›,Z6<C06<M8/0-
K7(*?"To€P”B^•n M`B
S•(6BIB2B:"T•O)68/0-KM`•
N "#-›,5T•D›(D›"#^-/-./
/84'0W,Z5--!
E/"100M`cZ!"#-6Š-›,'/-
ME8H-›,"#\8J[-&&a
;"T-›,!UP”B^(6BIB2B:"T
6ŠT€œM6L-›,(+,Wo—B'0
< 5--Š!E/"100M`˜"U?
I06Š!0"U@786L-›,%•5
"TW*H#-K6L-›,"#/
 08/45 •-
ML-›,P”B^%•7=@>|?>=@0M`
BS•=•ƒGB(:N(:;<•-›,6BI
B2B:"T7=}>|?>=@0BL7M`•BI=|B-a
P(=•=MB!(:;<•
6. Kết cấu luận văn:
SUW—:!E/"10%2&65K
-DABL7L-IM5K;DNI"OK
P!;˜(OI[I(Y&&(3/(c&!85(
<%"#@"1\"o
"1=oSHW65K0<E/"10

8%65K-DA;<%"1=W-/Z
H165W65K(65K-DA(452E/"10(
„E/"108%65K-DA;Z<
%165W456DE/"10
"1?oB'0E/"1065K-DA
0M`T4"1?-W'0
45247E/"100M`(.Z<%L4W
8%65K-DA/8/45W&KW'0
452E/"10‚'7cZ!,-%Z!1,-
"#67<! K"Z\W
E/"100M`
"1@oY< 5--!0<E/"1065
K-DA0M`Q,-.Z("1@"
5--Š!E/"1065K-DA
0M`;("1@„"< 8/2)\,‚
CHƯƠNG I: LÝ LUẬN CHUNG VỀ HOẠT ĐỘNG XÚC TIẾN THƯƠNG
MẠI TRONG KINH DOANH BẢO HIỂM PHI NHÂN THỌ
1.1. Khái quát chung về hoạt động kinh doanh BH phi nhân thọ
1.1.1. Khái niệm và các sản phẩm bảo hiểm phi nhân thọ.
a. Khái niệm bảo hiểm và sản phẩm bảo hiểm phi nhân thọ
•Bc3(65K'))- '6,0
 \
•BY4n(65K<!-&4)(<6
"T"#65K5<85WA-\65KŠ'
! KX<"T6"T#-57
Œ"#<85W6’L,"#56[<68()"T
65K
B! 8/•C<)! \)(65
K*0"<6<-,U\65KC
<65K"10

M5KC<<2/--H65!"T<6Š
4!-*\"#7<."T<("T
$%&<•/)•(<U'‹#;"U('!#,-
,()--IL2 "#T "T65KC<
A"T#-"T<65KC<X-
(5(0<(6!W!-(L(
62,X5-6,T
M5K"100<65K"#'!6[L
8%65K2"T65K"10M5K"10
ŽZ0<[)%!-65K,-1
["T"#65K)<85WA-\65KK%!-
65K6*"T75W65K85C›"U
#-*
M5K"10"#065KDA65
K-DA
M5KDA065K"T#-"T"#65K
 X/P\%&"65KAT(65K89(65K$89
M5K-DA0!-&65K5(!%D'
!-&65K88<65KDA
M5K-DA6*o
• M5KA5
• M5K7)/62D7%'
• M5KAD7%'^-X
• M5K)7K
• M5KW
• M5K
• M5K!%D'•Ož`•
• M5K!
• M5K1U(Ÿ7
• M5K%2

• M5K\%&\
• M5K!W!-
• M5K"T
• M5K:8
• !-&65K-DA8
b. Sự ra đời của bảo hiểm phi nhân thọ
M5K)65K-DA),!"<
-"1$H(L,"T-5 -)7T
 05,$H7%'H!<*)(K
AS2$/U,7H!)C."(4
6K!,1"o
P?}>>B;[’a-(Z"T#ŒC6/
-4–"1#KE-FZ"TX-00
6BG ~>>>B;C6/#-L
7[5‹"T-DW7W8(E-
‹"T-52L,6< 
BD7-D(L,W)"#"
7865KR)K -)UZL,XW(
70KC,![M67•=ƒ>>B;•aJ•}>>
B;•B)("T#-57L, U)4
7K("T7Œ"#•585W75 VC("#
0(A-55<C,,8)/6/SC,7
"#"1865KR( &L,57
7W8%7 D/7
K7/)65KT
P/8 Q`P([¡"Up(#-*65K5I
,!
R65K5',!65K›00a4 
 /8HQ`Q(I/8 QQ(65K-DA-KK5
650U"6!((8¢

;77(65K-DA[<0<4A
W8/C<1Z<'E{7W8/C<-K
0ŒM5K-DAUW0%0(--ECD
-A‚'< ([<I8K/
"T
c. Sự cần thiết khách quan của hoạt động kinh doanh bảo hiểm phi nhân thọ
:0<8%65K-DA)--I565L2T
 (L2\(.)L2WI"TM:
0'C<3X-706,T(D(
%!-Œ62L,W8/X!0W"TBL,)Œ"#
65K6*"TX#,-W\(K"T65K
)8^-&45(L2T (8-&-K5-{8
%B.!‹#\(65K„-IW565
"TM:("/A'7W'<‹
%'I
c\,W!-,-.\#\c;M:-
D(„›A-5)!(( 8
0(27DW6!--8K(.5
KC<NK'!W)(%!-65K-
DA"T7/0<W-„0/L,E-
< "T1(C<'1(56U‹‹
D‹%!-NW7)H‚,U U‹"T
C<
Y<Z!&AD0<8%65K
-DA0-(45H4–\U(Š< -)U
)--I5—L˜C<B< ”"
0<5,8%(‹D7L(%!-8)
2"#8/0\K -)UZ!0)B7(
%!-65K)K\,1[47 U(.
))8/0\"1 -E#-UZ745)K

D7
M5K-DA—,^˜Z!%!-(
4!L25-{P887X-6,T(
%!-Œ62!0W\^^•{7-\%
!-(3)•Z7K0Œ5#
\62‹;"#0/Œ8)850W
5B<7,U/%!-X-Z!0U%D7
ND7Œ,W,8)547/(, U%!-.
›)  0/%•62J]-WP,W)Œ"#%
!-65K-DA547/<15/%!-
65K
M5K-DA)--IL2D;"U
L(120<6Š*D;"U)K65
KB76› -\65K"1 ›(D;"U8
-5 W)K,UK#,-8X-YX
8(65K-DA”„))-D;"U4
0/
M5K-DA)K,-<  8›KI"(-
K8/•C<PUXK8%65Ko-\<-"U(!
6*"T(5WM:Ž-5'!)<TP7("# 
-IU)T0T‹Œ"#I"W8/B'/
[W4 -K(LM:0<,02"T6,
<5(2"T8(X6!2"T  N) „ <
\(L65KE ( (E{7
'D7KW (D!45$%& W8/
M5K-DA”)--IE{7-K4!8/
Z"U40<65K
M5K-DA‹%'IAD(LC
<(E-A7D< 05,8%M[
U<8 •-\65K•(65K-DA)KE-

F(L(%!-8^-&Z458"T
D7
M5K-DA•<\2"T\o
”"2"T\(L\'!
%V ."T) U"TI 3)\
2"T\8K)#\A•(6[Œ)'!!8/ 
Z W‹UZ"T7<)(!45
,
%!-65K"10())%!-65K
-DA<Z\4A2"T
\%!-65K-DA'!\6Š
\&(-<4–W!.*-\65K8;*
 7-IU)T0T‹%’KI"W8
/%"Uo(-/(L-/(I"6,<5(
77¢;"7(%!-M:O;BC)--I-
IW (E{7'D7K D!45$%&
 W8/
1.1.2. Đặc trưng của sản phẩm bảo hiểm phi nhân thọ
a. Đặc điểm chung
M5K-DA)65K))X"
%2&X6!;)X6!6[o
•R5-{65K5-{oR5-{65K(W65
,<%2&(<T(<T8/765K"U
83)-\KL,7Z8/6*"TX5
"1
•3U5-{,"T)K5"#4
4("T5-{65K8KŽI^(%(8\
"U7’25-{:A”8K5"#6Š
4"I^(T)(X/$¢
•NK8^-&Z8)8)(”K „8

(%!-65K\Z5-{oEH
Z#\)4/%2&o$%&Z"TL/()7\
77W%2&(-K! 0H7!-(D7%'7\
765K("T„4A0<8
;"7(„,"#%2&8\8)K65
-{65K
•M5K)8%"#o3U5,
)"T(5"#47/28C6/"#-\5,
));"7(%!-5,)Z-56› 
"U(7)(7(DU5,5
-{'!47"5-{/"T%’(85-{)
6"#%!-UWW(85W76*5 %
!-6›C%!-"#„%!-65K8
-56› "U(A-\65K"U"T65K)
)-'!‚&U6"#65K857' 65Kc
7(8K\"#\!45<5-{65KT
K65-{
•B"T(#-*65K"#)!'78)
',-"T65K"T65KC)-\65
KI7#-*O\65K8)88H#-*
\6<#-*65K
•8%65K)XK765K2
6%2&"U8\"#-\6›NXK7
5"[,U/47/2"05-{2"T;/<5
-{""#5"T,-(765KŒW<
85L-\65K,U357< 8)(
765K)8558626<;"#0(/Ž)
< \8,-(L-\"#›6](765KŒ%•
108/")8)) !4
85T#-*65K„)!'

•YX8(8%"#„)%&- !
W-„0/L,"T"#65K8AC"#<#-*
65K65!M[Œ/L,57\(6#-*65K
)Œ"#5•7)8(8Œ"#5-\•("#0(
/ !L,U(8Œ-55-\1Z
•BDH"T8 %’%2&7o
;"T65K8 )'8!57K"#
47W#65K%’Š47W#))KW1,-6<IU
 -\-5)
G5-{65K2'- 7/ DHc
- 6[Z-&(4!)KX7/ D()
"T8 )/(8 ,7&KZ
45)K"#65K(K,65K$7
"1
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/6’<!(E-A7D1WXI*T)'565
WX,8W8757;"T6”%•62H‚W„(
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Z)/5
B8/%26%2&(6<65K-5EH
UXK7K7/-&88A)84D/
8 57 UAM[Œ(,5W8 
Z0(L,57YX8(65K,^ZW
8 7B4'/(0(”"5
47/6*"TL,02-"1(KW#\65K
'I/65K
b. Đặc điểm riêng:
;ZXK65KCW-[(65K-
DA„)ZXK165o
•B,o:#-*65K-DA<#-*)T0

65K"T<X^1•"65K<7/0
<.a/MX<7/%2^7¢•
•Bo:#-*65K-DAŽ6*"T5W65
K8)"#65K57T#-*„!'
•B6oO\65K-DA"#\T065K(
"T-\\.65KX.7/O\65K
Z/-Œ)'7LO\65K-DA„-&<
<
P\%&UW8565K/"T65KU0-0
65K<8-\65K"#]5(
"#0/[<65K< -&8-\65KŒ
:X’<T%2?7"/U8%2)
<U1("’E.7K-\65K1
•B"oB.!-&65K"T-DA(„
!-&8"5(!%D'Z;"T65K(;"T"#
65K;"T6)4U65KW) 4!W
47W#!6*"T!0
•G0<8%65K-DA(40-(
45H$%&4–W!%!-65K
•B-"1%!$H(65K06!--,)!45
1/0<7K(-D1[#-*1/)
8/!2(X6!ZIA"#485
 F‹D((L[%•%1
•Y<ZXK65K-DAŽ65K
Z)K57D7!0/5(\0(8›¢
8)\,/8!"M:DA(W))‚Ž8
"#65KD7!0"T"#65KU"#6*
"T3/T0M:8)57"T"#65K/
47W#"1Œ8"#5 -\M:C)
•BT0#-*65K-DA"T=X^

1•0.< #-*65KD7%'^-X)T0
TD7%'•B\)Z#-*65KŽ)!
'•\%&65K),-8{•(7•65K
7K)(65K%2•(XŽT•65K08(
65K%2•
•M5K-DA-%&8–-D45H4–
\65K(„65KDA-%&8–*\
1.1.3 Nội dung chính của hoạt động kinh doanh bảo hiểm phi nhân thọ
a. Kinh doanh bảo hiểm gốco
c!-'!0<8%65K <
!-&(.)"#-\65K('!\)
0-4–W!.'))- K6’^-Z!0L
,< \D()--IL25,8%T 
"T65K
G7'!0<8%65K 6^I.!
%!-65K40"U0H7D8
6%2&65KU. "#8)I3
6C ,"#W8!165K)KU8H8/#-*65
K("T)I65KŒ$U%!-65K
<W277I"#,-%2&65K(1[)(#-*
65K"#/-8H8/
b. Kinh doanh tái bảo hiểmo
B65K!-&"T65K$%&K7K<-I
!C,-U"T"#65K<XW"T65
K8(1["#0"T)<-I-\65K
B65K<0<,4AU8
%65K ()"#"<,^0<‹
%!-65K(<%!-65K'65K
\8W,58N*T(
0<65K”E-%!-)*-U(

/0<70"#EAU
c. Đầu tư tài chính và một số hoạt động khác theo quy định của pháp luậto
M00<8%65K 70<I
"”0*8›%!-;*#.0
<I"E-D85\<8K(%),
5765K/UWX0<I"U0
<8%65K'/-(0<7) 4!‹#
6L
1.2. Khái quát về xúc tiến thương mại
1.2.1. Những lý luận về xúc tiến thương mại
a. Khái niệm và vai trò của xúc tiến thương mại
£3!o
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I/8 ?>’U'-K8!8
QE/"10^WU0<2"TY8E/
"10<6<-8KTY8‹#-
•8•6,%!-(6,W8/Y8
‹#-6*6 7/ ("T"#A~Oo
•\5-{•O%•
•\•O•
•\-D- •O•
•\E/"10•O•
M 7/ 78/#-U("1VE-
’-K:0<Y8<%!-8K
//<6 7/ 7,7/ E/"10QE/
"10<7/ ’4A~OY8‹#-)
,W2‚8WE/"10(7
7W (E/"10"#K0<L‹#L
Z"T6"T(X48DŠ<U
<64)E{7!6(L)%2

&7/Š[<-K2"T
P7(E/"10<6<-4A8KT
Y8‹#-(I Z5,%’(<'/-
7/-/40<,-(
7/-&^[
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