luận văn quản trị chiến lược Giải pháp ðẩy mạnh hoạt ðộng bán hàng của công ty Thýõng mại Cổ phần Dịch vụ và Xuất nhập khẩu Maxcom.

LỜI CAM ĐOAN
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 !"#$%&'()#*+, /0/1+
23451$6478&9:;9<;=9>=?&>@;>=;=9>=A
'B&C&C2?D!DEF
+(&!"2%CG+8H2A
LỜI CẢM ƠN
I)J+KL((MN!
,&EOPQA'QR&STU'VW)J.#+ 
2/%&4X?J+K
Y2?/Z&2"7+
/8DA
L)E,&E%E(7[#F\?]
IX#&^E0/&C#2?"UF
DW"(_2?D(&%&A
Q/
Đỗ Hoàng Anh
MỤC LỤC
DANH MỤC SƠ ĐỒ HèNH VẼ BẢNG BIỂU
HÌNH
LỜI NÓI ĐẦU
'C2?.(7&E%&%+#&/M
(7I&/+EW!`HA$W
&E%&aB?2a(7?
b(7W2E+/ /C+3
./0F2A[W(_C/CHEXa
B/CDF/M^+2.
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+ EHEW#DA'&
#BHE&&a22b)2U
+3./0!E+&##/

?2)CA'?M#2%8&*.(7
%H?B"C(M2(7//&`
Ed+E+HED%&Wa2GD
+E0&A-#BHE%&*/ 
d(7HE+*MW+V_+/M?A
[/M%  &  '()    $*+, /0 /  1  +  23
4HE(_#B`D&?.?HBE
#B2EL( !%&AQB7+
b?+I+?W"XFeCf
gP+E+e3&##eBHE!%&'hi#$*+,
/0/1+234jA
Mục tiêu nghiên cứu đề tài:
- k#/Ch)H!#BHEA
- OI`#B2!%&'4$O /0/1
+234A
- [CB+E+J3&#BHE!%&'4$O 
/0/1+234A
[(_/+#/Cf
[(_!C#BHE!B+()
#HYE#B8.(7I&?(_/
2?#HE?*HEAO#/#BHE
!$%&'4$O /0/1+2348E>;=9>>
?El;=9>=A
Nội dung đề tài:
R+,7,/+,2?CHYE()(f
@
$()>fmh/CHE!E+()#
C2?.(7A
$()=f'##BHEa%&'()#$*+,
/0/1+234A

$()nfO()(M/H+E+J3&#BHEa
%&'()$*+, /0/1+234A
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CHƯƠNG 1: LÝ LUẬN CHUNG VỀ BÁN HÀNG Ở CÁC
DOANH NGHIỆP THƯƠNG MẠI
1.1. KHÁI NIỆM HOẠT ĐỘNG BÁN HÀNG TRONG VỚI DOANH
NGHIỆP THƯƠNG MẠI.
'B##BHEXaB#B
DF/,(2%W?/M^(7AR(7%IHE
+3%(7%IHEBEo0
B2FHEgEjE!A$E
+2HEE+3!.(7p
Y/+EWY/E+`()
(7B/#_AcE2I^
#B!+/LB2IDFqH
/M+()#A[qW`!B+
()#%D#BHEE(_
.(7W#_A-#BHEW(#
Bg()jHB^#B!B-R'4A
cEB(_o0BX2
(V&"0(_B?+
&WB2EA
1.1.1. Bán hàng là một phạm trù kinh tế
gcE&WEEE.!E8
Crks'tpX,!B*)aX
,!2E/CBE.o0.j
'8B?+&WWiH2?!HE
&WEEE.!E8CA'&W*
/D.HE/o02E&,(_0W
)SN?,NA

'2/%/#BHEW/
,(_?+8B2E!/&WEEE
.!EA
1.1.2. Bán hàng là một hành vi.
uB?+&HE(_WgBB0W
?+/*ks'Cb/MBr%t0W
!(7A'(7_+&WWf
sgcE&W.D&CaEX(_
2EY7(_Cq(_D&CCHE
:
jAR(/&E(_X(_HE22E+
EA
sg4HEE/()#A'"(7HEX
/0&WD&CaE(7/C
(7v/0C(7HE/"
2Ej
uB&HE(_WBB0W?+
/*Cb/MBE0W!(7Au
I&DI+/B0W!EII/?+
J#HE!*2q/M2EW()
/CB()/0?+0WC2E&?)H
D(f+3./0E+()EwX(_E
.(MA
'h&??+8B&N?B#HE
EIHE?+?HEEI
+EHEwaBB)WWHEx(_
2gqqj B^E#B/DW
WHEYv/MHEEIrHE?+/MHE
EIBDEr`EIt(7HE
W2+E_#/E+,&(M!(7W

E+D&C_E&I!HaB2`#2E
8BHEB/WWHEBC
HE!(7?+/v/HE!
B*sC!(7&%v/HEA
1.1.3. Bán hàng với tư cách là một chức năng, một khâu quan trọng, một bộ
phận hữu cơ của quá trình kinh doanh.
'"B?+&HE(_Wfg4B2I`
D&?.#B2BHB+B
*Dh2!+&E#B
+/0DM/U&WEE.
!+38C!*jA
cE(7_+&(_W//M(E
B+,oB+*q2
U/00W/B+()/MB?+
&AcE8B&HY+,od)D
qy/MWU/0!/M(E
B!BM)HA
z
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Hình 1.1: Nội dung cơ bản của hoạt động bán hàng
1.1.4. Bán hàng với tư cách là một quá trình
k&?E+x?+HE/M(
EBHB+^HB+!%&`
+ xHE(B/A$EE?+
#?C?2UUHE!+A
R(XaHEB2I2?J!DE2A
cEqW/`B+()AR(?
2%vx,HB+HEE/D#
BW#BHEA
'"g].+()#jF!

HOPQA'QAR&S1I]OPQA'QAR&S'8mBH
2kRB><<<pfcEgBDEE#
B?+qE?+aE+E+,o
+p#C2_WH?2U&WEE
.!8CBEDjA
cE2I^#B!+()
#.(aM8#B!E2I(MA
$WHE2%xaDE;2
(_Hb,&82h(a2q0?(_
I&2?#.(7#YDh
w?2HEARE2EHE2%x(_E.
0!H+E+HE,(_2{./C
/M(E0!HB*!+A
4q2E2%vpHE/0!HB+HE
+/x/0!I/HE+
HE(B/0q(_D&?/E
!HBHX#+D.?E
I/HE!+A
R(/&#BHEa+(_"(BDE
2?HYE%/Dqy?/D?
E#B2E+2?DE!E#B(My
>9
(a?+?2UL(D!#BHEARB
)H!#BHE"E?+&HYf
Hình 1.2: Nội dung cơ bản của hoạt động bán hàng
(hay quá trình hoạt động bán hàng)
'"B?+&HE(_"G(BDE2
?HYE%/(_2?/M"B
.2?D!%/&y(a?+?#B!
%/A

1.2. VAI TRÒ CỦA HOẠT ĐỘNG BÁN HÀNG ĐỐI VỚI DOANH NGHIỆP
THƯƠNG MẠI
'8EB?+#BHE(W&HE
JB/ MDE2!+
()#L(/MC2?A
 Bán hàng là cầu nối trung gian giữa sản xuất và tiêu dùng.
cE+/02)HU(
%(+38?&(7VA
cE,/,++,IHp(_
/M(_8*.E.(7
X+`!EXBA
R+3/M0`D&*E.o0
!+3E.rks'tA[CvE+3
WHEW0`#E.!(7A'&
>>
/V#(72%SVB2%
7*2%WS
?+(_Ak(%.(7,+D2I
+()#+()%0W
((%.(7AcEB2IDF
DE(%Ak#B&+0/0,8)?
,+#+8,V?,VE
IAR7DE(%/0W2IHE(7
/(7VW(_,(7
(_E.()/M+3 (7
V(_+3+V_+/M&,!Am(%
(&W+38)?),++,HI
s,J+IHp*.E.(7A[Y7(
%+3 W(_o0(B2%(_C
+E,!(7V?/MW8

+3+V_+/M,.(7E(_X+`
!XBA
 Đối với doanh nghiệp, bán hàng quyết định đến sự tồn tại và phát triển của
doanh nghiệp.
cE2I^#B!+
?+/?/M2EAk!%&(_.(7
+&2%(_./0!+E+(_
,!2E&2%C/#BHE!
+Ak#BHE/&+&`!%&(_
//.?!%&(_I7/#BHE&
E2EHE%&?,)/M2EWI&
(B2DHED!%&?/M%J?
/M.(7VAcE B#B`#
E+/FBHED&!HH&+
/+V_+/M,!2E+MW?v
(_.(7+3!?&C(7V)A$
WHEEBM??/!E+qH
/ME+()#sE)/.&#BHE
#Bg()jY#/+EW!A
R&82Hb,#B&2aBB2?#?(_
ME+X+&vW7Id(f+3
&yHE|?WHE(_C.(7|
2E+&&2%|AAAQ&VF#
B2?#?(_!%&C(M?0HE(_
C+3/HE(_MWY(_/
>=
/E+`HdY7#_+AcE(_
+3_+MW&Y#a
B#B/2?()()!0
!^+XqY#/+EWA\%HE(_

+3Yv/M^`WH.#2d
()(7#2A
 Kết quả hoạt động bán hàng phản ánh chất lượng hoạt động của doanh
nghiệp.
\?D#B2+Ei/0WE
#B2E+AcExB#B
CE#B!B+ARqW/`
#BH(C2%vB#BB
+E#HE#D??E#B2EA
]2?D!#BHEWEE(_(_E
/2E+/B)WEE(_HB
+#BAk#BHE+i
(_!?(_+X/#WHx(M
E#B2E}+EU!+0WB
LB?+L(BE?+}2UX#x#
UC!/D.}UCHE
2UHE?+L(%0^_HE
!+}Do0?H.%0`
DHE()#B2"w
R&&E+hip#B
BC2?B2%+BC2?x&
2%C&*A'.(7&%%&*fE!
#&CE+()#&//
?HB2E/M,%BI #
2?H?B8+J%(7+E+`
E2%*.(2W?&?2%B+#/2?
(&?%(72`&w(LE
BM?Y#/+EW!+L2%8&
*w2?+2%W&A4B+
%.(7B+UB2U&

*HIW`/M&*!%(7D(
#+/+(7?h20#B!
W2x?(_2?#&qA[
BHEHJD.Dh(7C
ZE+.(7A$E%&+bi^#B
!(f#Y2?2ESv.(7+)
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)AcE"#/_
+AR2?J!B^#B/2?D!#
BHE+i2?D!^#BL(
2?D#B!HB%&A
cE#Bp?(_22?#2
X/#(MAT/&2?DHE+Ei2U2
!+AR2?D!#BHE(f
(_HE(_2E.(7.+,!%&
2%x`2H?
AR+E2UHE!+WE+
(_0S(_2?#XC&2%|(2I
(Y)qJ/M&,!2EJ
/M.?!.(7&2%|#B2"/DHE
+3(M?(_.(72?#X/#
&2%|AAA'#2?D#eBHEW
D?2U#B2!+A
 Bán hàng ảnh hưởng đến tất cả các hoạt động khác của doanh nghiệp.
cExB#BCE#B!B
+ARqW/`#BH(
C2%vB#BB+E#HE#
D??E#B2EA[I&+/0!&?
#_`?++DF/(_
+,(2v(KAF#B!+C(M?

0`HE(_C+3.(7AR.(7
(M?0`(_B+3+V_+/M.?!
#2E#Y(_/E+V_+/M
,2EL(2U+I+!+
/8!WW++3.(7HJI&
E2?#2"W(()/+3?/ME
2ECUw'E+/0C^_#BHE
0HE(_C+3W#C_
+A
cE/8EB%C?E#B(X+I`
a/82%(_C(a?E#B!
+ARE2E%DHE++
W+I`(_C%/C.(7)HBBC
.(7AR#.(7/+AD
HE(7VWW%/Cv/2
+#/#B,K()!+/(_#
+LWH?%/C2E
>~
//C.(7Ak#BHED?+?2E
I&WB2%DF!+A
]HE+WbHb(_E%D?.
(7(,.?2U0!2E#
.(7BH?B!E&?2?L(+2
?wW8CCE#B!+(#Y
#Y#BDHE#B#w
1.3. NỘI DUNG CỦA HOẠT ĐỘNG BÁN HÀNG TRONG DOANH NGHIỆP
THƯƠNG MẠI.
k#BHE+W(_f
 Các hoạt động mang tính nghiệp vụ
- R.(7)BHEHY%/(f

R,.(7E/(E#E
H+E+W+?+.(7%(72!
+A
- 1I&E2HEHE+V_+/M.(7q
A
- OI+/E2HEA
- '#BHEfJ?DHE+32•HE
aEoD,&AAA
$EBD?/MCCA
R?B+/03H.2%&2%(_JF+EC
(fI&2HE3H.E.(7#2%+
&(_Y(_(2U
HEaED,&#2%#(MHE Z/
)Y+/C+V_+/M,!2E/2U
!.(7(#2%(_2?()()B
EJb&BXwC(a?2?D!E+
/0 #/2?DHEA
4^BBb`^E%/!D&HE
A$Jqy/?/MBB3H.
2%y(a?B2EA\%WB&
2%B2A'&C20W/M7
.+W2%W++EWE
BA-/FBW+B2%
,DE,(B/22U d++
`EJb+V_+/M2UL(?(_2!
A
>@
 Các hoạt động mang tính dịch vụ thương mại
'C2?.(7HE2%x8#aE#B
WHE(_++,(+EWE#B

./0A4B+%B+H?0
(?L(E0!./0W##
+A /0B#B#/++JH
YC+/02EA'+#//C./0
()#xC+?E./0^_#BHEA$U
/7W#B!./0(7f./0C
HE./0HE/./0XA
- /0(MHEfE./0`DE+3
/()!+AT`0(Ev+3(7.
/0S+`W+IHE#2E8(/E 
+3!Xv+3!+V_+/M#!2EA
/0(MHEHYf./03H../0/C%
(/Mq(Mw$E./0&J+#
B!2ES)/)A
- /0HEf#B./0S82?+
2E/M+A[./0M/&W
?)(7V(MN2EFw
- /0XfYE./0(HHH(Kw
+3(/(7&/CEC2o0+3&?+0
VwpI2E&D€+
+/2EA
$EB0W!#BHE+()
(_H&I&f
1.3.1. Nghiên cứu, khảo sát thị trường, tìm cơ hội bán hàng.
k+3W*WHE2E
(7V.(72%+W(7o
0AHE.(72%W€.(7.
(7(B.WxWHEW*A
T&.(7|
'"DW#f'.(7*WED(%

E(%C*WED.HE/E
./0A'"DW&.(72%xH€+B2%
7.W.A[Cv.(7W2Ea
.W2%72EAgR+V&0jI
+/B.(7M++W2vqW!
>l
.(7(E&/UXB%(7(7WW
?+3+V_+/M,!2EA$2%`
(7_+x/?%/CB.(7XN?H#
!+AR(q+32%+V_+/M/U!
(MHE+30!R(M+3
2%Wo0C2%(7wCCC
H#!+()(7AT/&2I+/B.
(7+,+Wi.Hb+#BAk&
E2E+,+2v.(7WE.i`
!%/2!HYE%E(W/C
+0+DE/UXB(7.+()%(72
+E+`E!#+Wq++
.(7W8`E+V_+E+(_,L
(2%(a?&`!%&.(7A
'"$EsEfg.(7* EDXBjA$`/
/&.(72%+HH?%%&*2%8A$E
&?#.(7HYf(7V(7++3
!#%(7`E2?+E+E&?
(2`&wC&?&*.
(72%W&A$x,B&?(&*y(a
?E&?2EY7(a?.(7A\
B.(7%%H?BE+()2X8
#_#W(7N?/+A
4%(7DH?B d+2%W&A

R?B+2%E&*W+V_+/M&*!
.(7B+H#A4&*+V
_+/Jb+HB+.(7L(
&*!A
$)B2FJF)))&/8Dy#
)B2E?A$)B2?/M+#&HG
%//,&!2UE+)BA4B
+?2%%/C.(72W
)B2#_N,.(7/?}
qW,)B2%#_`+
A-W2%HaD)B#_`&E
&)8E()/02C!E+,
,&!%/C.(7,)a3H.,&!W+/M
oE()#ARE2E/M/%%
.(7E+W/M)B?/M
q#)BW+EW#B2!A
>:
'.(7)s,/CE#+3
*.(7A$W&.(7Y#2ED2%
+0B/h`!+A-+2%W&*.
(7"h!(_#++&*
W+V_+/M.(7A')?.(7&E
+V&B/2U!L(2U!.(7W
D&?."yHEqHEHE/M(_H
HE(?w2%B2%B.(7WD&?
.&`HI+(_Ak#B2
D&2%yEB?+?+`#BL(_
!+Ac#)B#_A#
HN&WN?+EL%Y(72
A\%,&!%/C.(72%2?/C

%(72+WyH.+E2%I
Hp(_2U!/ME.(7A
'#B+Hb,2//.?&
+EW#BC,+2v(K/xx/C.(7
#BA
R.(7"vBDECWW
/FHEE.,.(7WI&`E+3
+I+E/J?_+hA$%E.(7++
+,`/+()IBgxHEE.
(7,2%+HEE•j
k#B.(7(_?"nH(Mf
- '+%A
- 1o`%A
- ‚D&?.%X+/o`A
 Bước 1: Thu thập thông tin
'%(7=+()+E++%f
- '+%#Hf
$E%+DE/KHE`E+32?
E2ED?.(7L(+3
+y2AO()+E+&(WF`
+`%7(#WBE*DE/C
.(7L(+3!+A'&#?!
+()+E+&Eo0XD7+E
BS/M?)E2 
>z
.B(a2%A
- '+%#(7f
m+()+E+?+(7?)W
+%W.(7?+J/ME(_#B
.(7W8J(_%,?!

AR.(7"+()+E+&#+
%`E,&!"&,+"7WC
(#2G/C+`7L(IA
-+()+E+L(/(_WE
+(72?_+=+()+E+WW+E&(W
!8+()+E+A
 Bước 2: Xử lý thông tin
1oh%+I`EE%W#8%
%EI&S2?D}*_+
%ƒHB+XWB%+V_+/M
&,!+A
]E`oh%W?2+%q
&2+%W+(_%
`E,&!/2.+7A
'%2(_oh+,&!Bf
- 'EB!(7V/M+3!+
- $E#.(702U+EW/HE
- -0+32(_E(_y(/0.
(7
 Bước 3: Ra quyết định
-/%X(_+/oh+(
D&?./C?(_2?#qw+V_+/M.(7
XWA
1.3.2. Xây dựng các kênh bán hàng, hình thức bán hàng phù hợp với thị trường
đặt ra, phân phối hàng hóa vào các kênh bán hàng.
 Xây dựng các kênh bán hàng.
\HE+_++,oDE+I+
&&C/DHE+A1I&2HE?
+b+?+E+,oB&+/2F
p(+3!?&(7VVA$

C2+I+2E/V&"C2!+q
><
2qW.(7f`qW!8#
+3C20`o0JHEC&
`2(_/&W(7/(7HEw
+yE+02HE+V_+A
[WI&(_2HE_+h+,(h
Wf
 'WEEE&?D?F2+I+
s O(M(M+EW!+
s [(_+I2J2E+(MM
s $E(_HE.(7
s [BLHE!+
 1E.E2+I+
40`!E2+I+HYf
s Q(_(_HE.(7
s 4B !2E/C(_+I+
s RI+EW+#/(a!+.(7A
s k#++`HE/&W(2A
 $E+,2HE
$E+,2+I+Y
s [BLHE!+fHYI/(_
/0HE/E0+3!+A
s $E#hHE_+YfB+,2+I+
!+HBHp_+Y()#A[#hy(_(a
B+,_"C2_+YA
$E2HE(7q+f
- Kênh 1r& F29tf(7+23;s„(7
VVf
m2+I+b+I+?+?&

(7VV2%DH22IA'"
J2&+?+?+D/M2E
!%D#hHEƒ!`%&A[C&h
vqHDF/W,.?L(q
W!2E8dX),A'&
+`Hd2HE(/&2EMA\+I+&`_+
=9
/MEq+bCqqC2HD
22U,0&A
- Kênh 2f(7+23;s„(7HEƒs„(7V
V
- Kênh 3f(7+23;s„(7HEH%s„(7HEƒs„
(7VVA
- Kênh 4f(7+23s„(7%Ms„(7HEH%s„(7HEƒ
s„(7VVA
[I&#2E?+"2%?+
8&+23?(7V+DE
E#hHEH%#hHEƒ&(7%MA…W
!S?&(7V)E#h+IHEƒ
+IHBX/+*H?)/ME#h`XAk)(7
VLa`a#hH&HECq
)E#hxHEBqBq8B
+23A
u2=(%8DEHEƒM
(EoME.Y?&(7VA
\n2+I++D=,#h#h
HEH%Y#hHEƒM?(_&(7VA\+I+
&Wi`&%!^HB+!2+I+
^HB+/8/0&H!/8+_+/M
W(?&(7VVA\+I+&

&+`HdW(%+32EM((W+V
_+/M2U?+!C+`_+/+I
+C#(_o0+*H?.(7A
\~2+I+(7E+0q
M.(7q2022U
%DEq;+23(2
.(70AR(7%MaI&/.2EDF
/(q+23?&(7V%D#
h.(7?MA2+I+&(W/(_
W!2n&3,(hE+IH+3+I
+_+hWE#IN2+I+A
- Kênh hỗn hợpfX+23;o02?_+E2+I
+(+3!?&(7VVA
=>
-+/8*HE?&(7V#/8
+I+DE()#p?+?E2E
CUA'%(7B+2(.(7B
+32%x(M?B2Ey(M?C
#.(72E,#2+I+b
0(__?2E!^2+I+W?+2E
A
 Phân phối hàng hóa vào các kênh bán hàng
Q2I&E2HE+V_+/M2UL
(q+V_+++I+/E2HE
A[I&H(Ma,/#C2^E#BHE
"?(_X/#A
1+E8+()#B!E2+I+2E
/qW!Eq+I+L(`!8
+#B+I+/E2,E+
(_&,f

- cUB(DE+I+A
- ]h(_E2HEA
- P++,J+++EW.(7A
- '?2+`2I+I++3A
1.3.3. Tổ chức lực lượng bán hàng
RB!#B*(_HEHYE#
Bf
- Bước 1f1E.0/?(_!(_HE
c(M&(7(_W/I&DE?2??
(_HE!+A'DE*(_HE
,WiE0`/2?#HEWE.JBLHE
L()HE,A
- Bước 2f1E.)D&%!(_HE
'*)(_HED??`HE
!^%&+()E2HEXF*
)!(_HE(+I"q2X
*.h+I2EA
Q(_HEL(+`#%HE
(aM?D&%!(_HEA[W(_D&%
(_HEE+(7o0E/(_%
==
/,f
†$2E2E"(_+3
2E0A
†1E.(_%/",q+q2EH
,./M2E%/,,
q+.A
†'`E#HE
- Bước 3fI&?B/M(_HE
-/2(_%/^+,!(_HE

D/(_+3HE.(7 
+U/&?H!%&(?BXBD&.D&
?`wW(?B(a+#/MBL
HEA
1.3.4. Tổ chức thực hiện bán hàng
[W?/M(7V++B
EHEW2EW?+Y70+3
!+A
- 1J?HE
cEBDEHYC+/0W0
`VHE(_C+3AT/&J?HE
YEH+E++()+E+EpI2
UHE!+A1J?HEHYf]E
D%JB_2&?#WXHE?+/E
#B2?()2EA
†]Ef]E()#/()#!()
IpME./0WJ?()#rm-
+tA'"vBDEE+()%#
JW%HE/C+3./0qE+,
r#`(7%MtAR/82J+2EH??()
!+/8%0(+3&`!
+?,2E)A
-+Wo0E+()DE2EW
/DHE+3!(fO()H
#(M2()#r&C""#+`+
+wt}O()H#(M2()#rHH
EHW)a2!2`DE#EoHEƒD
ED(7HEwt
=n
†\&?#f/()#!+p

./0J?/HE2?_+/M/_`.
2E+#/+G+!E)DDhR(MA
'V&"0`/?(_28#
+F2&?#2EfPE}
O?EEqS+`}ko2%,C}
O,(aE2E(7&}OI+EN}O,
(aHW(_DEw
†kB_WXf
Hội chợ#BJ?()#(_+
B7/#B.W.W+(H&M
E./0p0`J3&2?)B2?_+
YHEE_+Y./0A
Triển lãm #BJ?()#%D/(H&
E/CEWMDEpaB/
J3&/HEA
R(/&%D/(H&E+WD
EM2h2?_+YHEEpJ3&qa
B/HEE.(7A
†cE?+fcE/()#!+
?+?+(7HE/M2EAR(7
v/0CA (7HEv/0&WD&C
a(7A
cE?+%E)H#B2!
+Ak#B&D?+?2E(a
M&`!+/(a!2EAR/L2`#
#y!+()(7A
†]%J/E#B2?()2Ef
]%JD/MD,Jp&&C
MMD,J2Ea/(M(f
&&&CD/MBY+8w

$E#B2&?()2EW(f#B_#
BF+HE#+`!%&w
40`!E#B&p#B€+
+b2EAR7#B2!
+y(_?BE_)A[I&B#
BJ?DE+E+0W^_E
=~
#BJ?2Ep#(_E0J?E
+qA
- '*#BHE
†[+E.2fWE)B2E
+C+E+E./MEE!A
'‡"2U`2^+yI&
?(_+E2Ep2`2?_+Y/MEA
RB.+E2HYf
Bước 1: R(7HEM(_E(_wE!
?(7A
Bước 2:R(7/+I`E?_+h?
()(_/qA
Bước 3:kH/2`2?_+YA
†'?2`2?_+Yf?DE.+E
%Hy?2`2?_+YARB!_+YW
C2!&?/C!#(_E
(_+()E/C2A
Q(_/(__+Y(_+2h2?/ME
E!2?D!#BHEA[C+0B/
C&?E&?(B+/0!HB++0E
HEED!+U!(7E+E
.AAA&?DF#%/2`2?
_+YA

†'_+Y2`2?fQ22`2?_+YqdHp
+HE+3H.WC2
_+Y/MEA
ˆ $3H.W2EfVHEH%&HEƒ
+L,3H./C!#(_(_
W`/J"_+YA
ˆ T&WfV&"C2Xd/ME
_+Y&EHEƒ"D&.+,!B
//&W2E"E+()/&
(Mf#.W!(7HEr#2HXoE
#hw!+t}(7/r(7/H
HHEx(7/?Et}#.
W(7D&.r(7.W!(7tA
ˆ 'Ef/!0E/dH&
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