Khi n\u00f3i \u0111\u1ebfn ho\u1ea1t \u0111\u1ed9ng thu h\u1ed3i n\u1ee3, h\u1ea7u h\u1ebft ch\u00fang ta th\u01b0\u1eddng li\u00ean t\u01b0\u1edfng \u0111\u1ebfn nh\u1eefng \u201c\u0111\u1ea1i ca\u201d b\u1eb7m tr\u1ee3n, chuy\u00ean \u0111i \u0111\u00f2i n\u1ee3 cho c\u00e1c t\u1ed5 ch\u1ee9c t\u00edn d\u1ee5ng \u0111en. Th\u1ebf nh\u01b0ng, th\u1ef1c t\u1ebf, nh\u00e2n vi\u00ean thu h\u1ed3i n\u1ee3 ng\u00e2n h\u00e0ng l\u1ea1i mang m\u1ed9t h\u00ecnh \u1ea3nh ho\u00e0n to\u00e0n kh\u00e1c.<\/p>\n
V\u1edbi kinh nghi\u1ec7m g\u1ea7n 20 n\u0103m trong ng\u00e0nh nh\u00e2n s\u1ef1 t\u00e0i ch\u00ednh ng\u00e2n h\u00e0ng, Th\u1ea1c s\u0129 V\u0169 Vi\u1ec7t D\u0169ng (Ch\u1ee7 t\u1ecbch KeyPerson, C\u1ed1 v\u1ea5n c\u1ea5p cao Khoa T\u00e0i ch\u00ednh \u2013 Ng\u00e2n h\u00e0ng, Tr\u01b0\u1eddng \u0110\u1ea1i h\u1ecdc \u0110\u1ea1i Nam) s\u1ebd h\u00e9 l\u1ed9 nh\u1eefng s\u1ef1 th\u1eadt th\u00fa v\u1ecb v\u1ec1 c\u00f4ng vi\u1ec7c n\u00e0y.<\/p>\n
\u0110\u1ee9ng cho vay, qu\u1ef3 \u0111\u00f2i n\u1ee3<\/strong><\/p>\n \u0110\u00e2y l\u00e0 m\u1ed9t c\u00e2u n\u00f3i vui \u0111\u1ec3 th\u1ec3 hi\u1ec7n s\u1ef1 v\u1ea5t v\u1ea3 c\u1ee7a ngh\u1ec1 thu h\u1ed3i n\u1ee3. Khi c\u1ea5p t\u00edn d\u1ee5ng (cho vay) kh\u00e1ch h\u00e0ng, kh\u00e1ch h\u00e0ng th\u01b0\u1eddng r\u1ea5t h\u1ee3p t\u00e1c n\u00ean ng\u01b0\u1eddi cho vay (c\u00e1n b\u1ed9 t\u00edn d\u1ee5ng) c\u00f3 th\u1ec3 \u201c\u0111\u1ee9ng\u201d \u0111\u1ec3 l\u00e0m vi\u1ec7c. Nh\u01b0ng \u0111\u1ebfn khi ph\u1ea3i thu h\u1ed3i n\u1ee3 (th\u01b0\u1eddng l\u00e0 n\u1ee3 x\u1ea5u, kh\u00e1ch h\u00e0ng kh\u00f3 c\u00f3 kh\u1ea3 n\u0103ng tr\u1ea3 n\u1ee3) th\u00ec nh\u1eefng c\u00e1n b\u1ed9 thu h\u1ed3i n\u1ee3 s\u1ebd r\u1ea5t v\u1ea5t v\u1ea3, th\u1eadm ch\u00ed c\u00f2n ph\u1ea3i \u201cqu\u1ef3\u201d \u0111\u1ec3 xin kh\u00e1ch h\u00e0ng tr\u1ea3 n\u1ee3 cho ng\u00e2n h\u00e0ng.<\/p>\n Anh T, ng\u01b0\u1eddi c\u00f3 kinh nghi\u1ec7m h\u01a1n 10 n\u0103m trong vi\u1ec7c thu h\u1ed3i n\u1ee3, t\u00e2m s\u1ef1: \u201cC\u00e1c c\u00e1n b\u1ed9 t\u00edn d\u1ee5ng th\u00ec c\u00f2n \u0111\u01b0\u1ee3c g\u1ecdi l\u00e0 c\u00e1c anh t\u00edn d\u1ee5ng, nh\u01b0ng nh\u01b0ng nh\u00e2n vi\u00ean thu h\u1ed3i n\u1ee3 nh\u01b0 ch\u00fang t\u00f4i th\u00ec hay b\u1ecb g\u1ecdi l\u00e0 \u201cth\u1eb1ng\u201d. V\u00ec khi ph\u1ea3i tr\u1ea3 n\u1ee3 th\u00ec ch\u1eb3ng kh\u00e1ch h\u00e0ng n\u00e0o vui v\u1ebb v\u00e0 mong ch\u1edd c\u1ea3\u201d.<\/p>\n Anh M, m\u1ed9t nh\u00e2n vi\u00ean thu h\u1ed3i n\u1ee3 kh\u00e1c, c\u0169ng chia s\u1ebb anh t\u1eebng g\u1eb7p kh\u00f4ng \u00edt tr\u01b0\u1eddng h\u1ee3p d\u1edf kh\u00f3c, d\u1edf c\u01b0\u1eddi khi l\u00e0m ngh\u1ec1. M\u1ed9t l\u1ea7n, khi \u0111i \u0111\u00f2i n\u1ee3 m\u1ed9t kh\u00e1ch n\u1ee3 nh\u01b0 \u201cCh\u00faa Ch\u1ed5m\u201d c\u1ea3 trong ng\u00e2n h\u00e0ng l\u1eabn ngo\u00e0i \u201cx\u00e3 h\u1ed9i\u201d, anh b\u1ecb b\u1ed1 c\u1ee7a kh\u00e1ch h\u00e0ng hi\u1ec3u l\u1ea7m l\u00e0 \u201cd\u00e2n anh ch\u1ecb\u201d, \u0111i \u0111\u00f2i n\u1ee3 \u201cx\u00e3 h\u1ed9i\u201d v\u00e0 nh\u1eadn kh\u00f4ng \u00edt l\u1eddi ch\u1eedi m\u1eafng, \u0111e d\u1ecda. Sau khi anh \u0111\u00e3 b\u00ecnh t\u0129nh v\u00e0 ki\u00ean nh\u1eabn gi\u1ea3i th\u00edch h\u1ebft m\u1ecdi nh\u1ebd, b\u1ed1 c\u1ee7a kh\u00e1ch h\u00e0ng m\u1edbi hi\u1ec3u ra v\u00e0 s\u1eb5n s\u00e0ng h\u1ee3p t\u00e1c v\u1edbi ng\u00e2n h\u00e0ng \u0111\u1ec3 l\u00e0m th\u1ee7 t\u1ee5c tr\u1ea3 n\u1ee3.<\/p>\n C\u00f4ng vi\u1ec7c ch\u00ednh c\u1ee7a nh\u00e2n vi\u00ean thu h\u1ed3i n\u1ee3<\/strong><\/p>\n T\u00f9y v\u00e0o \u0111\u1eb7c th\u00f9 c\u1ee7a t\u1eebng ng\u00e2n h\u00e0ng, m\u00e0 c\u00e1c b\u1ed9 ph\u1eadn thu h\u1ed3i n\u1ee3 \u0111\u01b0\u1ee3c t\u1ed5 ch\u1ee9c theo nh\u1eefng c\u01a1 c\u1ea5u kh\u00e1c nhau. V\u1edbi m\u1ed9t s\u1ed1 ng\u00e2n h\u00e0ng, c\u00e1n b\u1ed9 t\u00edn d\u1ee5ng s\u1ebd ph\u1ea3i l\u00e0m tr\u1ecdn g\u00f3i t\u1ea5t t\u1eeb ho\u1ea1t \u0111\u1ed9ng c\u1ea5p t\u00edn d\u1ee5ng cho \u0111\u1ebfn vi\u1ec7c th\u1ef1c hi\u1ec7n thu h\u1ed3i n\u1ee3 (bao g\u1ed3m c\u1ea3 n\u1ee3 x\u1ea5u).<\/p>\n Trong khi \u0111\u00f3, m\u1ed9t s\u1ed1 ng\u00e2n h\u00e0ng theo h\u01b0\u1edbng hi\u1ec7n \u0111\u1ea1i, chuy\u00ean m\u00f4n h\u00f3a cao th\u00ec h\u1ecd c\u00f3 nh\u1eefng b\u1ed9 ph\u1eadn thu h\u1ed3i n\u1ee3 ri\u00eang (g\u1ecdi l\u00e0 Kh\u1ed1i\/Trung t\u00e2m thu h\u1ed3i n\u1ee3), v\u1edbi c\u00e1c \u0111\u01a1n v\u1ecb kh\u00e1c nhau nh\u01b0: Nh\u1eafc n\u1ee3 (qua \u0111i\u1ec7n tho\u1ea1i v\u1edbi c\u00e1c kho\u1ea3n \u0111\u1ebfn ng\u00e0y c\u1ea7n thanh to\u00e1n ho\u1eb7c qu\u00e1 h\u1ea1n \u00edt ng\u00e0y); thu h\u1ed3i n\u1ee3 c\u00e1 nh\u00e2n\/doanh nghi\u1ec7p; thu h\u1ed3i n\u1ee3 ph\u00e1p l\u00fd (chuy\u00ean x\u1eed l\u00fd c\u00e1c kho\u1ea3n n\u1ee3 khi ph\u1ea3i ra t\u00f2a \u00e1n). Th\u1ef1c hi\u1ec7n chuy\u00ean m\u00f4n h\u00f3a nh\u01b0 v\u1eady s\u1ebd gi\u00fap cho c\u00f4ng vi\u1ec7c \u0111\u01b0\u1ee3c chuy\u00ean nghi\u1ec7p h\u01a1n.<\/p>\n Th\u1eadm ch\u00ed, m\u1ed9t s\u1ed1 ng\u00e2n h\u00e0ng c\u00f2n c\u00f3 c\u1ea3 c\u00e1c \u0111\u01a1n v\u1ecb Chi\u1ebfn l\u01b0\u1ee3c thu h\u1ed3i n\u1ee3. B\u1ed9 ph\u1eadn n\u00e0y s\u1ebd ph\u00e2n t\u00edch \u0111\u1ecbnh l\u01b0\u1ee3ng v\u1ec1 c\u00e1c ch\u1ec9 s\u1ed1 n\u1ee3, kh\u00e1ch h\u00e0ng\u2026 t\u1eeb \u0111\u00f3 \u0111\u01b0a ra \u0111\u01b0\u1ee3c nh\u1eefng gi\u1ea3i ph\u00e1p, k\u1ebf ho\u1ea1ch, c\u00e1ch th\u1ee9c thu h\u1ed3i n\u1ee3 h\u1ee3p l\u00fd v\u1edbi t\u1eebng lo\u1ea1i h\u00ecnh s\u1ea3n ph\u1ea9m, \u0111\u1ed1i t\u01b0\u1ee3ng kh\u00e1ch h\u00e0ng kh\u00e1c nhau.<\/p>\n \u0110\u1eb7c bi\u1ec7t, c\u00e1n b\u1ed9 thu h\u1ed3i n\u1ee3 c\u0169ng c\u00f3 KPI v\u00e0 incentive gi\u1ed1ng nh\u01b0 c\u00e1n b\u1ed9 t\u00edn d\u1ee5ng\/quan h\u1ec7 kh\u00e1ch h\u00e0ng. V\u00ed d\u1ee5, b\u1ed9 ph\u1eadn nh\u1eafc n\u1ee3 qua \u0111i\u1ec7n tho\u1ea1i th\u00ec c\u00f3 th\u1ec3 c\u00f3 KPI l\u00e0 s\u1ed1 l\u01b0\u1ee3ng cu\u1ed9c g\u1ecdi, t\u1ef7 l\u1ec7 kh\u00e1ch h\u00e0ng \u0111\u00f3ng n\u1ee3 \u0111\u00fang h\u1ea1n\u2026.<\/p>\n V\u1edbi c\u00e1c ng\u00e2n h\u00e0ng c\u00f3 b\u1ed9 ph\u1eadn thu h\u1ed3i n\u1ee3 ri\u00eang (Kh\u1ed1i\/Trung t\u00e2m), th\u00ec nh\u00e2n vi\u00ean thu h\u1ed3i n\u1ee3 c\u0169ng s\u1ebd c\u00f3 l\u1ed9 tr\u00ecnh th\u0103ng ti\u1ebfn t\u01b0\u01a1ng \u0111\u1ed1i gi\u1ed1ng so v\u1edbi c\u00e1c b\u1ed9 ph\u1eadn kh\u00e1c, \u0111\u00f3 l\u00e0: Nh\u00e2n vi\u00ean \u2013 Chuy\u00ean vi\u00ean \u2013 Chuy\u00ean vi\u00ean cao c\u1ea5p \u2013 Tr\u01b0\u1edfng b\u1ed9 ph\u1eadn \u2013 Tr\u01b0\u1edfng ph\u00f2ng \u2013 Gi\u00e1m \u0111\u1ed1c Kh\u1ed1i\/Gi\u00e1m \u0111\u1ed1c Trung t\u00e2m. \u0110\u00e2y c\u0169ng l\u00e0 m\u1ed9t ngh\u1ec1 c\u00f3 s\u1ed1 l\u01b0\u1ee3ng nh\u00e2n s\u1ef1 kh\u00e1 l\u1edbn, t\u1eeb v\u00e0i tr\u0103m cho \u0111\u1ebfn ngh\u00ecn nh\u00e2n vi\u00ean (nh\u01b0 c\u00e1c bank cho vay kh\u00e1ch h\u00e0ng c\u00e1 nh\u00e2n l\u1edbn ho\u1eb7c c\u00e1c c\u00f4ng ty t\u00e0i ch\u00ednh ti\u00eau d\u00f9ng).<\/p>\n X\u00f3a b\u1ecf nh\u1eefng hi\u1ec3u nh\u1ea7m<\/strong><\/p>\n Nhi\u1ec1u ng\u01b0\u1eddi c\u1ee9 ngh\u0129 c\u00e1n b\u1ed9 thu h\u1ed3i n\u1ee3 l\u00e0 ph\u1ea3i d\u00e2n anh ch\u1ecb, x\u0103m tr\u1ed5 ho\u1eb7c g\u1ea5u h\u01a1n c\u1ea3 x\u00e3 h\u1ed9i \u0111en, nh\u01b0ng s\u1ef1 th\u1ef1c l\u1ea1i ho\u00e0n to\u00e0n kh\u00f4ng ph\u1ea3i nh\u01b0 v\u1eady. H\u1ecd c\u0169ng l\u00e0 nh\u1eefng c\u00e1n b\u1ed9 ng\u00e2n h\u00e0ng, t\u1ed1t nghi\u1ec7p c\u00e1c tr\u01b0\u1eddng \u0111\u1ea1i h\u1ecdc kh\u1ed1i ng\u00e0nh kinh t\u1ebf, t\u00e0i ch\u00ednh ng\u00e2n h\u00e0ng, lu\u1eadt\u2026 nh\u01b0 bao c\u00e1n b\u1ed9 kh\u00e1c. Tuy nhi\u00ean, trong qu\u00e1 tr\u00ecnh t\u00e1c nghi\u1ec7p h\u1ecd c\u0169ng s\u1ebd g\u1eb7p ph\u1ea3i kh\u00f4ng \u00edt r\u1ee7i ro, nguy hi\u1ec3m: x\u00e3 h\u1ed9i \u0111en d\u1ecda h\u00e0nh hung, kh\u00e1ch h\u00e0ng kh\u00f4ng h\u1ee3p t\u00e1c\u2026 nh\u01b0ng h\u1ecd v\u1eabn ph\u1ea3i v\u01b0\u1ee3t qua \u0111\u1ec3 \u0111\u1ea3m b\u1ea3o nh\u1eefng k\u1ebf ho\u1ea1ch c\u1ee7a ng\u00e2n h\u00e0ng. Ng\u00e2n h\u00e0ng c\u0169ng c\u00f3 nh\u1eefng kh\u00f3a hu\u1ea5n luy\u1ec7n cho c\u00e1n b\u1ed9 thu h\u1ed3i n\u1ee3 v\u1ec1 k\u1ef9 n\u0103ng, ph\u1ea9m ch\u1ea5t gi\u00fap x\u1eed l\u00fd nh\u1eefng t\u00ecnh hu\u1ed1ng kh\u00f3 trong khi th\u1ef1c thi nhi\u1ec7m v\u1ee5, nh\u1eb1m gi\u1ea3m thi\u1ec3u r\u1ee7i ro v\u00e0 gia t\u0103ng hi\u1ec7u qu\u1ea3 c\u00f4ng vi\u1ec7c.<\/p>\n Nh\u00e2n vi\u00ean thu h\u1ed3i n\u1ee3 trong ng\u00e2n h\u00e0ng c\u0169ng l\u00e0 m\u1ed9t v\u1ecb tr\u00ed b\u00ecnh th\u01b0\u1eddng nh\u01b0 bao v\u1ecb tr\u00ed kh\u00e1c trong ng\u00e2n h\u00e0ng. H\u1ecd c\u00f3 ph\u1ea3i ch\u1ecbu KPI v\u00e0 th\u01b0\u1edfng, c\u00f3 l\u1ed9 tr\u00ecnh th\u0103ng ti\u1ebfn v\u00e0 c\u0169ng c\u1ea7n \u0111\u00e1p \u1ee9ng nh\u1eefng y\u00eau c\u1ea7u \u0111\u1ec3 \u0111\u01b0\u1ee3c tuy\u1ec3n d\u1ee5ng. M\u1eb7c d\u00f9 ch\u1ecbu nhi\u1ec1u \u00e1p l\u1ef1c trong qu\u00e1 tr\u00ecnh th\u1ef1c hi\u1ec7n c\u00f4ng vi\u1ec7c, nh\u01b0ng kh\u00f4ng th\u1ec3 kh\u00f4ng th\u1eeba nh\u1eadn \u0111\u00e2y l\u00e0 m\u1ed9t c\u00f4ng vi\u1ec7c th\u00fa v\u1ecb v\u00e0 r\u00e8n luy\u1ec7n \u0111\u01b0\u1ee3c nhi\u1ec1u ph\u1ea9m ch\u1ea5t v\u00e0 k\u1ef9 n\u0103ng th\u00fa v\u1ecb, c\u00f3 th\u1ec3 \u00e1p d\u1ee5ng trong c\u00f4ng vi\u1ec7c v\u00e0 trong cu\u1ed9c s\u1ed1ng.<\/p>\n","protected":false},"excerpt":{"rendered":" Khi n\u00f3i \u0111\u1ebfn ho\u1ea1t \u0111\u1ed9ng thu h\u1ed3i n\u1ee3, h\u1ea7u h\u1ebft ch\u00fang ta th\u01b0\u1eddng li\u00ean t\u01b0\u1edfng \u0111\u1ebfn nh\u1eefng \u201c\u0111\u1ea1i ca\u201d b\u1eb7m tr\u1ee3n, chuy\u00ean \u0111i \u0111\u00f2i n\u1ee3 cho c\u00e1c t\u1ed5 ch\u1ee9c t\u00edn d\u1ee5ng \u0111en. Th\u1ebf nh\u01b0ng, th\u1ef1c t\u1ebf, nh\u00e2n vi\u00ean thu h\u1ed3i n\u1ee3 ng\u00e2n h\u00e0ng l\u1ea1i mang m\u1ed9t h\u00ecnh \u1ea3nh ho\u00e0n to\u00e0n kh\u00e1c. V\u1edbi kinh nghi\u1ec7m g\u1ea7n […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[196,233],"tags":[],"_links":{"self":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/5636"}],"collection":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/comments?post=5636"}],"version-history":[{"count":0,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/5636\/revisions"}],"wp:attachment":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/media?parent=5636"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/categories?post=5636"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/tags?post=5636"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}