Giải pháp mở rộng hoạt động cho vay mua xe ô tô đối với khách hàng cá nhân tại Ngân Hàng TMCP Á Châu

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LUẬN VĂN TỐT NGHIỆP
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 !"#$ %#
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Giáo viên hướng dẫn : Pgs Ts Trương Thị Hồng
Sinh viên thực hiện : Võ Phương Diệu
Võ Phương Diệu
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
 !"#$
 !%&$
'()**+,,--.
#/0
'#%1%+%&0
''**-.#''
'()**+,,--.
#'2
'3%%4)**-.#
'$
5+%+)**-.#/
+.+%)6**"/
).
'7+%)6"8)**4'
5+%+)**/3

3#9:;;<=>?
#@32
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Xh;=eiF;WNLR=sCQmFOFB=OF==W;<B=9=bFY;=aFKaeGNJaGjCjJWF=DGLVef;Z
=STCLU;<;WNXWJCI;<C9k;[F=F=SB=OF==W;<eWJG;<XT9F=S;A;B9;=C:JUCoi
P=OCCQ9R;;=lCL>;=~e_NyJF=b;LACW9ˆ‰M;<FGS=9ka`an=STCLU;<F=SeGN

JaGxyjCjLf9eE9B=OF==W;<FO;=M;CT9<M;W;< + %=MaŠMNXWJUC
CQS;<;=H;<on;P=}JFVG=STCLU;<C[;\];<C9ga\u;<;g;;<=9g;Fdael;LA;WN
<9{PyJ=9RaQ‹=•;eA=STCLU;<C[;\];<C9ga\u;<FVG<M;=W;<
Võ Phương Diệu

Báo cáo thực tập
&'!()*+,-:a;=D;<Dt9CGC=Dt;<;Y9Z;<M;=W;<XW\SG;=
;<=9kPFVGJb9\SG;=;<=9kPZXWJTF=JOaFVG;A;B9;=C:ZXWCQa;<CMJ<9GSXDaFVG
Jaj;eW;=kC=f;<P=OPXa_CZXWXh;=eiF=STCLU;<;=TNFnJeWP=dFCTPZC=~C[;\];<
FO;=M;XWJUC^UP=_;`aG;CQb;<XWJ;g;;<M;=W;<ZL‡F^9kCXW;<M;=W;<+
RP=u=mPeE9NgaFKaP=OCCQ9R;eW=U9;=_PZ=STCLU;<B9;=\SG;=FVGFOF;<M;
=W;<+v9kCGJCQS;<<9G9LST;=9k;;GNLG;<\K;=~;=C=W;=;g;xa=DE;<
B9;=\SG;=F=[;=^GS<|Jˆ
Œw;<^DEF;M;<FGS;I;<XiFCW9F=[;=
Œ+=OCCQ9R;FOFon;P=}J\>F=e];<M;=W;<=9k;LT9ZL‡F^9kCXW\>F=e];<M;=W;<^O;
X•\iGCQg;;A;Cn;<Fj;<;<=kFGS
ŒŽMN\i;<F=9:;XDmF=DE;<CE9B=OF==W;<
Œ+=OCCQ9R;JT;<XDE9eWFOFBg;=P=M;P=f9
9RJ;‚9^_CCQS;<xa=DE;<B9;=\SG;=FVG=Ka=:CFOF=9k;;GNXW
=STCLU;<B9;=\SG;=;<M;=W;<^O;X•f9CDm;<B=OF==W;<^O;X•JWFOF
;=•JL:;XW;=YJB=OF==W;<FO;=M;FYC=a;=_PCwCQa;<^~;=‚;L>;=CQvXg;eWFOF
\SG;=;<=9kPewGeW;=•TJC=t9^•`aGLf9CDm;<B=OF==W;<\SG;=;<=9kP\S;qJ
;<SW9<9E9=T;;<=9g;FdaFVGLACW9Z;=YJB=OF==W;<FO;=M;LDmFxyJXWJUCC=W;=
P=K;F•^n;CQS;<xa=DE;<B9;=\SG;=^O;X•FVGFOF=9k;;GN
QS;<C=iFC:=STCLU;<FVGFOFv9kCGJZ;=YJ#C=Dt;<
F=9:JC•CQb;<;=•=•;eA\SG;=of<9GS\>F=oSeE9# Ze9kFP=M;C[F=eWC=}J
L>;=Lf9eE9#F€;<CD•;<Lf9L•;<9n;Ze~e_NFOFC=Dt;<L‡C;‡;<el;
LA`an;CQ>=9ka`anC[;\];<Lf9eE9;<=9kPe]\W;=F=S# ;=9Aa=•;aN;=9g;Z
B=9;A;B9;=C:P=OCCQ9R;Z;=aFKa<9GS\>F=eE9FVGFOF#;<WNFW;<<9GCI;<
C=~e9kF`aG;CMJL{;<JdF=9ka`anF=SeGNLf9eE9Lf9CDm;<#XWNgaFKaClC

N:aCQS;<F=9:;XDmFFT;=CQG;=FVGFOFZP=u=mPeE9xa=DE;<B9;=\SG;=
/=~;eWSC~;==~;==STCLU;<F=SeGNFVGFOF C9ga^9RaXWFVGFOF
CQS;<C=t9<9G;`aGZCGC=lNFY;=H;<B:C`an^DEFLKaLO;<B=[F=XkZCaN;=9g;
;YF€;<Fr;;=9AaJ‡CC|;CT9FK;<9n9`aN:CeW;M;<FGS=•;;HG=9ka`an=STCLU;<
FVGFj;<COF;WNQS;<FOF=STCLU;<;<=9kPe];<M;=W;<;Y9F=a;<eW;<=9kPe]
;<M;=W;<Lf9eE9#;Y9Q9g;<Z=STCLU;<F=SeGNXaj;;=_;LDmFoiF={‘`aG;
Võ Phương Diệu
3
Báo cáo thực tập
CMJL‡F^9kCFVGFOF;=W`an;CQ>v\h;=De_Ne~=STCLU;<F=SeGNXaj;XW
=STCLU;<JG;<XT9;<a|;C=a;=_PXE;;=lCF=SeWL|;<C=t9F€;<XW=STC
LU;<<O;=F=>a;=9AaQV9QSC9AJ};;=lCQg;F•ovX‘Xa_;=bFLDmFCT9CQDt;<eW
B9;=;<=9kJC=iFC9’;C=aLDmFCQS;<`aOCQ~;=C=iFC_PCT9<M;W;< + %=Ma
“+ =mKJ Cj9C9:;=W;=;<=9g;FdaeWC~J=9RaeALACW9ˆ“Giải php m rng
hoạt đng cho vay mua xe ô tô đ'i v(i khch hàng c nhân tại Ngân Hàng TMCP Á
Châu”.
.'"/001-~J=9Ra=STCLU;<C[;\];<F=SeGNJaGxyjCjeW
=9ka`anFVG;<a|;ef;;<M;=W;<ZCwLYQ{CQG;=_;x”CeWB9:;;<=><YPP=K;;M;<
FGS=9ka`an=STCLU;<C[;\];<;WN
2'34501-ŽalCP=OCCwJ]FC9gaFVGLACW9ZLACW9F=b;Lf9
CDm;<;<=9g;FdaB=j;<P=n9ClCFnFOFF=VC=RCQS;<`aG;=kF=SeGNeE9;<M;=W;<
JWF=•C_PCQa;<eWSLf9CDm;<F]C=RXW#‡CB=OFF€;<F=•LAF_PL:;=STC
LU;<F=SeGNLf9eE9Lf9CDm;<;WN
6'$01-ACW9;<=9g;Fda=STCLU;<F=SeGNC9ga\u;<FVG
;Y9F=a;<ZC=iFCQT;<F=SeGNJaGjCjLf9eE9#FVG/eW;=H;<<9n9
P=OPJvQU;<F=SeGNJaGjCj
7'$4801-QS;<`aOCQ~;=;<=9g;Fdaop\];<P=D•;<P=OP
^9k;F=d;<eWXj<9FB=O9`aOCC‚;<`aG;ZP=M;C[F=Xa_;<9n9el;LAZL|;<C=t9op\];<
P=D•;<P=OPP=M;C[F=C=f;<Bg=STCLU;<B9;=C:LRP=M;C[F=X‘Xa_;eWXa_;<9n9
C=iFC9’;‡F^9kCop\];<P=D•;<P=OPF=•ofZP=D•;<P=OPoSoO;=B=O9`aOCeWC‚;<

=mPZop\];<F=•ofC=f;<BgLRP=M;C[F=
9':*)+,-
=aNg;LA;WN^fF]F<|JF=D•;<ˆ
Chương 1: Lý lu7n cơ s v9 hoạt đng cho vay tiêu dùng của KHCN.
Chương 2: Thực trạng v9 hoạt đng cho vay mua ôtô đ'i v(i khch hàng c nhân
tại ACB.
Chương 3: Giải php m rng hoạt đng cho vay mua ôtô đ'i v(i khch hàng c
nhân tại ACB.
Võ Phương Diệu
2
Báo cáo thực tập



 !"
 #$
&'&'&';<<=0>?
STCLU;<B9;=C:–^•CLKaCQg;C=:<9E9;WNCwB=9FYFS;;<Dt9C=dFF•^n;
LKaC9g;FVGJb9o9;=e_CXW‘C=dFeAoiof;<eWFO9F=:CUCFOF=QlC^n;;I;<ZFS;
;<Dt9C=t9F‚=9RaQq;<ZLRC|;CT9Z;<Dt9CGP=n9=STCLU;<LRB9:JFO9I;ZFO9af;<
uof;<L•;^U=GNof;<^KNLW;ZL9AaCQDEFC9g;;<Dt9CGP=n9XWJXWCQO;=oiLy\bG
FVGFO9F=:CQS;<FOFLy\bG^>FO9F=:CCDEFLSTC;=DLY9B=OCZB•C=uZC={\HZC_C
^k;=ZC=9g;CG9ZC=~LY9eWB=OCXWXST9Ly\bGC=Dt;<xaNg;;=lCWLRC=SOCB=•9oi
Ly\bG;WN;<Dt9CGP=n9XWJe9kF<WN;GNF={;<CG<b9;=H;<Fj;<e9kF=S‡F;=H;<
=STCLU;<;=qJCTSQG;=aFKaCf9C=9RaF=SFaUFof;<ZF=So9;==STCeWP=OCCQ9R;XW
=STCLU;<B9;=C:
WSC=av^~;=o9;=FVG;=M;XST9Z=STCLU;<B9;=C:\9’;QGCQS;<Cw;<FO;=M;
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 =SeGNCQn<YPš;oCGXXJy;CS;oaJyQSG;›ˆ
MNXW=~;=C=dFF=SeGNC9ga\u;<CQS;<LY;<Dt9L9eGNCQn;m<fFeWXc9F=S
;<M;=W;<;=9AaXK;C=ySB~=T;;=lCL>;=CQS;<C=t9=T;F=SeGN+=D•;<C=dF;WN

C=Dt;<OP\];<F=SFOFB=Sn;eGNB=j;<LVB=n;I;<C=G;=CSO;=:CXK;of;meGN
#=9F=SeGNCQn<YPFK;`aG;CMJCE9FOFel;LAˆ
¢ST9CW9on;LDmFCW9CQmˆ=9k;F=[CQn;mFVG;<Dt9eGNo—CfC=•;;:aCW9on;
=~;=C=W;=Cwef;eGNLOPd;<;=aFKaC=9:CN:aeE9=bJUCFOF=XMa\W9CQS;<CD•;<
XG9 SLYZ;<M;=W;<;g;CW9CQmF=S;=H;<CW9on;FYC=t9=T;op\];<XMa^A;
¢fC9A;P=n9CQnCQDEFˆ#=9JaGCW9on;;<M;=W;<C=Dt;<NgaFKaB=OF==W;<
P=n9C=G;=CSO;CQDEFJUCP=K;<9OCQ>CW9on;;=qJ=T;F=:QV9QSF=S;<M;=W;<f
C9A;CQnCQDEF[C=GN;=9AaP=]C=aUFeWSXST9CW9on;C=>CQDt;<C9gaC=]eACW9on;LY
;<GNoGaB=9op\];<
¢=9P=[CW9CQmˆ=9P=[;WNP=n9LDmFCQG;<CQn9LDmFF=9P=[ef;ZQV9QS
¢  9Aa  B=Sn;  C=G;=  CSO;ˆ  fC9A;  C=G;=  CSO;  Jf9  B~<9OCQ>FVG  CW9 on;  CW9
CQmB=j;<LDmFC=lP=•;ofC9A;CW9CQmFr;XT9ZBž=T;P=n9C=a_;Xm9F=Se9kFCQn;m
FVGB=OF==W;<ZC=t9=T;CW9CQmB=j;<`aO\W9
¢fC9A;B=OF==W;<P=n9CQnC=G;=CSO;F=S;<M;=W;<P=n9P=u=mPeE9B=n
;I;<eAC=a;=_PZ=W9=rGeE9FOF;=aFKaF=9C9gaB=OFFVGB=OF==W;<
 =SeGNCw;<XK;ˆ
GNCw;<XK;Z=GNFr;<b9XWeGNC=ySJY;XW=~;=C=dFeGNZC=ySLY;<Dt9eGN
o—P=n9XWJ=|o•eGNef;F=SCw;<XK;eGNeE9Xc9oalCZC=t9=T;CQnC9A;eWofC9A;eGN
xOFL>;=aL9RJFVG=~;=C=dF;WNXWC=VC]FQ‹QW;<Z;<M;=W;<F=VLU;<CQS;<e9kF
F=SeGN=D;<;=DmFL9RJXWC=VC]FQDtJQWZ\SG;=;<=9kPB=j;<X9;=LU;<CQS;<
Võ Phương Diệu
'
Báo cáo thực tập
e9kFop\];<ef;\SP=n9X_P=|o•F=SCw;<XK;eGNZF=•C=[F==mPeE9\SG;=;<=9kPFY
;=aFKaef;B=j;<L>;=B~
 =SeGNC=yS=T;JdFC[;\];<ˆ
GN=T;JdFC[;\];<ˆ;<Dt9eGNF=•X_P=|o•XK;F=S;=9AaB=Sn;eGNZ;<M;
=W;<FlPF=SB=OF=JUC=T;JdFZF=•<9E9=T;\D;mZB=j;<<9E9=T;\SG;=ofMNXW
=~;=C=dFeGNC9g;C9:;ZFY;=9AaDaL9RJZXm9[F=F=S\SG;=;<=9kP;=DF=VLU;<ef;Z
C=VC]FL•;<9n;;=D;<B=j;<P=‚^9:;v9kC;GJ\SFOF\SG;=;<=9kPB=j;<FY

;=aFKaef;C=Dt;<xaNg;Z=W;=XG;<P=OPX[F=DGF=‡CF=—\z;L:;e9kF;<M;=W;<
B=YxpX[CQS;<e9kFP=TC;m`aO=T;e~e_N;<M;=W;<[CFa;<FlP\>F=e];WN
 OFP=D•;<C=dFF=SeGNB=OFˆ
uNC=ySC~;==~;=C=iFC:Z;<M;=W;<Fr;OP\];<FOFP=D•;<C=dFF=SeGN
oGaˆŒ=SeGNC=yS\iO;LKaCDŒ=SeGNC=j;<`aG;<=9kPe]P=OC=W;=eWop\];<
C=•C[;\];<Œ=SeGNC=yS=T;JdFC[;\];<\iP=r;<Œ=SeGN=mPef;Œ=SeGN
C=yS=T;JdFC=laF=9ŒOFP=D•;<C=dFF=SeGNB=OF
&'&'7'2'#D1E5
 =SeGNC9ga\u;<<9O;C9:Pš;\9QyFCS;oaJyQSG;›ˆ
#=O9;9kJˆ=SeGNC9ga\u;<<9O;C9:PXW=~;=C=dFF=SeGNCQS;<LY;<M;=W;<
JaGFOFB=Sn;;mP=OCo9;=\S;=H;<Fj;<CN^O;X•Lc^O;F=>a=W;<=YG=GN\>F=e]
F=S;<Dt9C9ga\u;<
aL9RJˆ
¢=SP=”P;<M;=W;<CI;<;=G;=eA\D;mF=SeGNC9ga\u;<
¢9{P;<M;=W;<<9nJLDmFF=9P=[CQS;<F=SeGNC9ga\u;<
¢  W ;<a|;  <fF  FVG  e9kF  JvQU;<  Jf9  `aG;  =keE9  B=OF=  =W;<  eWFOF
=STCLU;<B=OFFVG;<M;=W;<
¢QS;<CQDt;<=mPFY`aG;=keE9FOFFj;<CN^O;X•CfCZF=SeGNC9ga\u;<
<9O;C9:PG;CSW;=•;F=SeGNC9ga\u;<CQiFC9:P
=DmFL9RJˆ
Võ Phương Diệu

Báo cáo thực tập
¢<M;=W;<B=j;<C9:Px{FCQiFC9:PeE9;<Dt9C9ga\u;<LcLDmF^O;F=>a\S
LYFYB=n;I;<XwGLnSZ<9nJTSZxaNg;CTF;=9Aa=•;oSeE9eGNCQiFC9:P
¢=9:aoiB9RJoSOCFVG;<M;=W;<B=9Fj;<CN^O;X•C=iF=9k;e9kF^O;F=>a
=W;<=YG
¢# C=a_CeW;<=9kPe]F=SeGNC9ga\u;<<9O;C9:PFYC[;=P=dFCTPFGS
 =SeGNC9ga\u;<CQiFC9:Pš 9QyFCS;oaJyQSG;›ˆ
#=O9;9kJˆ=SeGNC9ga\u;<CQiFC9:PXWFOFB=Sn;F=SeGNC9ga\u;<CQS;<LY

CQiFC9:PC9:Px{FeWF=SB=OF==W;<eGNF€;<;=DCQiFC9:PC=a;mCw;<Dt9;WN
aL9RJˆ
¢  <M;  =W;<  FYC=RC_; \];<  LDmF  ov  CQDt;<  FVG  ;=M;  e9g; C[;  \];<  e~
`aN:CL>;=FVG;=M;e9g;C[;\];<;<M;=W;<C=Dt;<FYF=lCXDm;<FGS=•;;=M;e9g;
C[;\];<FVGFpG=W;<^O;X•
¢STCLU;<FVG;=M;e9g;C[;\];<;<M;=W;<FYxa=DE;<F={CQb;<L:;e9kF
CTSQGFOFB=Sn;F=SeGNFYF=lCXDm;<FGSCQS;<B=9;=M;e9g;FVGFj;<CN^O;X•
C=Dt;<F=•F={CQb;<L:;e9kF^O;LDmF;=9Aa=W;</g;FT;=LYCT9FOFL9RJ^O;=W;<
FOF`aN:CL>;=C[;\];<C=Dt;<LDGQGQlCeU9eW;<
¢=SeGNC9ga\u;<CQiFC9:PX9;==STC=•;F=SeGNC9ga\u;<<9O;C9:P
¢#=9B=OF==W;<FY`aG;=kCQiFC9:PeE9;<M;=W;<FYQlC;=9AaXm9C=:P=OC
o9;=FYB=n;I;<XWJC=•GJc;`aNA;Xm9F=SFn=G9P=[GB=OF==W;<Xl;;<M;=W;<
&'&'9'#
 ‡FL9RJˆ
ŒfXDm;<B=OF==W;<FO;=M;QlCLj;<eWQlCLG\T;<eA;<W;=;<=AZLUCa‚9Ÿ
C=Dt;<F=9:JB=Sn;<'…B=OF==W;<FVG;<M;=W;<
Œ=aFKaeGN;=•eWJG;<C[;=C=t9e]ZC=Dt;<XW;=H;<B=Sn;eGN;<•;ZCQa;<
=T;C=Dt;<\DE92;IJ
Võ Phương Diệu
3
Báo cáo thực tập
ŒOFC=j;<C9;CW9F=[;=eWP=9CW9F=[;=FVGB=OF==W;<LDmFop\];<F=Se9kF
P=M;C[F=C=~B=j;<F=[;=xOFZB=j;<Q‹QW;<eWB=j;<F=•FF=•;9AaLYXWJF=SQV9
QSXE;=•;oSeE9F=SeGN# 
ŒY;=H;<P=D•;<C=dFF=SeGNCQS;<LY;<a|;CQn;mB=j;<<•;X9A;eE9J]F
L[F=op\];<C9A;eGNZP=‚^9:;XWeGN=sCQmo9;==STCC9ga\u;<FO;=M;
 ]FL[F=ˆ
ŒOPd;<;=aFKaef;eGNLRC=iF=9k;FOFP=D•;<O;B9;=\SG;=
ŒOPd;<;=aFKaef;F=So9;==STCC9ga\u;<FuGFO;=M;
 m9[F=ˆ

Đ#i với Ngân h&ng:
ŒYPP=K;LG\T;<=YGFOFon;P=}JF=SeGNFVG;<M;=W;<
Œ=a={CLDmF;=9AaB=OF==W;<L:;eE9;<M;=W;<
Œ+=M;CO;QV9QSCQS;<=STCLU;<F=SeGNšB=OF==W;<C=aUF;=9AaXh;=eiFB=OF
;=GaZ;=aFKaef;eGNLG\T;<ZP=S;<P={›
Đ#i với khách h&ng:
ŒOPd;<B>PC=t9;=aFKaef;F=Sn;xalCZB9;=\SG;=eWC9ga\u;<
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`anŽMN\i;<‰I;=YG/ŠCQvC=W;=N:aCfC9;=C=K;<•;B:CCSW;=kC=f;<JUC
FOF=xaNg;oafC/LG;<Cw;<^DEFC=iF=9k;F=9:;XDmFCI;<CQDv;<;<G;<eWLG
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Võ Phương Diệu
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Báo cáo thực tập
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B=f9  +  eW  \K;  Q{C  ;<•;  B=Sn;<  FOF=  Lf9  eE9 FOF    :a  FOF
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C‚;<CW9on;FVG;<W;=;<M;=W;<9kCGJ'††Œ'†2\iB9:;B=Sn;<''¨›ZC=~oGa
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2;IJCE9FVG/
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\SG;=;<=9kPewGeW;=•Z^v9FOFC=W;=P=K;B9;=C:;WNFYC9AJ;I;<C=a;=_PeW
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<9O^~;=`aM;;IJ'†2\iB9:;XW'300„›‚;<CW9on;FVG/B=9LYLr9=•9JUC

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0Z3††C•L|;<šCQg;2C• ›Z;:aC•XkeWF•FlaF=SeGNFVG/;=D=9k;;GN
Võ Phương Diệu
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Báo cáo thực tập
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%%((+,"
QS;<\D;mF=SeGNCQn<YPFVGFOFZF=SeGNCQn<YPJaGjCjC=Dt;<
F=9:JCw†¨L:;„†¨C‚;<\D;mF=SeGNCQn<YPCuNC=ySCw;<;<M;=W;<=SeGN
Lf9eE9F=SeGNCQn<YPJaGjCj=dG=™;C=aLDmF\SG;=ofFGS=•;;HGCQS;<C=t9
<9G;CE9LMNB=99kCGJLcXWC=W;=e9g;F=[;=C=dFFVGƒ={;<CGFu;<C~J
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eE9CW9on;C=:F=lP^q;<F=[;=xyJaG
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ŒŽyJE9††¨
ŒST9xyJaGˆ
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Võ Phương Diệu
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Báo cáo thực tập
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Œc9oalCFT;=CQG;=C[;=CQg;\D;mC=iFC:š\D;m<9nJ\K;›
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oGaˆXD•;<Zon;xalCB9;=\SG;=ZF=SC=ag;=W…LlC=S‡FxyZ<YPef;ZF‚CdF
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Võ Phương Diệu
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Báo cáo thực tập
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