8693 LV.ThS DHKIQD ã ;ôHbj 'ã?.ã ô ã4ằs ã : , - $$'ã ãôK' WE* 'ZWu Wằ VrAlrW' J ^0K-A7 & »> ja**i •a*A ■W^ ■-1SS”*: ■’ -!&0Ei 5’fVA.' v’*** r£H8f? ‘ife && :- '‘Wi- TRL'ON'G DAI HOC KINH TE QUOC DAN SOCO ♦ G&C8 -j I DAI HOC KTQD rr , THONG TIN THlT VIEN j PHONG LUAN AN • TU LIEU VO THI LIEN NANG CAO HIEU QUA KINH DOANH NGOAI TE CUA NGAN HANG TMCP NGOAI THUVNG VIET NAM- CHI NHANH THANH XUAN Chuyen nganh: Kinh te doi ngoai LUAN VAN THAC SY KINH TE • • Ngwfri hu'd'ng dan khoa hoc: PGS.TS NGUYEN NHL’' BINH HA NOI - 2C13 LOI CAM DOAN Qua qua trinh nghien cuu va tim hieu thuc te tai Ngan hang TMCP Ngoai thuong Viet Nam- Chi nhanh Thanh Xuan ket hop van dung ly thuyet vao thuc tien, cung voi su huong dan tan tinh cua PGS.TS Nguyen Nhu Binh cung cac Thay Co Khoa Kinh te Doi Ngoai, toi da hoan luan van “Nang cao hieu qua kinh doanh ngoai te cua Ngan hang TMCP Ngoai thu-ffng Viet Nam - Chi nhanh Thanh Xuan Toi xin cam doan day la cong trinh nghien cuu doc lap, nghiem tuc cua ca nhan toi va cac so lieu minh hoa luan van co nguon goc ro rang, dang tin cay va duoc xu ly khach quan, trung thuc Ha Noi, thang Tac gia luan van Vo Thi Lien nam 2013 LOI CAM ON Toi xin chan cam on cac thay co Khoa Kinh te Doi Ngoai, Vien Dao tao Sau Dai hoc, Truong Dai hoc Kinh te Quoc dan da giup va huong dan toi thoi gian toi hoc tap tai truong Dae biet toi xin cam on su giup tan tinh cua PGS.TS Nguyen Nhu Binh- giao vien truc tiep huong dan, gop y, giup toi xay dung va hoan thien luan van Toi xin chan cam on cac phong, ban cua Ngan hang TMCP Ngoai thuong Viet Nam Chi nhanh Thanh Xuan da giup toi viec cung cap so lieu, tai lieu va gop y cho toi hoan luan van Ha Noi, thang Tac gia luan van Vo Thi Lien nam 2013 YEU CAU CUA EQI ©ONG CHAM LUAN VAN THAC SI VE Nhung diem can sua chua bo sung trade nop luan van chfnh there cho Vien dao tao SDH Chu tich Hoi dong Cam ket cua Hoc vien7 £xn '?Ura CP-.Oo.XcL thuc hien hoat dong kinh doanh ngoai te, viec md rong mang ludi khach hang va ddi tac Dng do, chi tieu lai nhuan duac chi tiet hoa cac chi tieu cu the han va cd the tinh toan pc Hieu qua kinh doanh ngoai te cd tinh phuc tap cao va chiu anh hudng cua nhieu nhan ca chu quan va khach quan dupe luan van giai thich cd tinh he thong va ky luong Cac in to dupe nhan manh d day la rui ro ngoai hoi va co che dieu hanh ty gia hoi doai cua nha de Noi dung cua cac nghiep vu kinh doanh ngoai hoi dupe luan van he thong hoa day du j giao dich giao ngay, giao dich ky han, giao dich hoan ddi, quyen chon Luan van chi ro c nang cao hieu qua kinh doanh ngoai te vua tao lpi nhuan cho ngan hang, lam hai long ich hang va thuc day su hoi nhap quoc te kinh doanh ngoai te Day la each nhin nhan ng tinh khai quat cao ve hieu qua kinh doanh ngoai te, tao can cu hieu dung va tinh dung u qua kinh doanh ngoai te tai Chi nhanh dupe lua chon Dong thdi, nen tang ly luan i cho thay pham tru hieu qua khong phai la ket qua ma nd cd tinh khai quat cao han vdi eu goc khac nhu hieu qua tuyet ddi, tuomg ddi, cue bo, tong the cung nhu su thay cua hieu qua theo thdi gian - Phan tich cd he thong thuc trang hieu qua kinh doanh ngoai te tai Ngan hang thuang i cd phan ngoai thuang Viet Nam- Chi nhanh Thanh Xuan Cac van de dupe giai quyet i gom trinh bay thuc trang va ket qua kinh doanh ngoai te tai Chi nhanh giai doan 18-2012, phan tich hieu qua kinh doanh va danh gia hieu qua kinh doanh ngoai te dat dupe r r r r \ r 78 dich vu cua minh, tu tang them nguon thu nhap cho ngan hang Do chinh sach khach hang luon dong mot vai tro het sire quan trong toan bo hoat dong kinh doanh noi chung va ke ca hoat dong KDNT noi rieng cua mot ngan hang Trong cube canh tranh mot gay gat giua cac NHTM dang dien hien nay, viec co mot chinh sach khach hang that linh hoat va dung dan chinh la chia khoa cong cho cac ngan hang de giu duoc thi phan tren thi truong hoat dong kinh doanh ngoai te Nhin nhan mot each khach quan, voi mot he thong san pham tot co chat luong hien nay, muc phat trien nghiep vu kinh doanh ngoai te cua ngan hang TMCP Ngoai Thuong Viet Nam- chi nhanh Thanh Xuan chua that su tuong xung voi tiem nang cua khu vuc Mot nguyen nhan chu yeu la cong tac khach hang nhieu yeu kern: - He thong Ngan hang Ngoai Thuong chua co nhtrng quy dinh thong nhat ve cong tac dich vu khach hang tren toan he thong - Chua to chuc nhtrng chien lupc quang ba rong rai, chuyen nghiep ve cac san pham ngan hang chien lupc Marketing thong nhat, cac chuong trinh mang tinh tu phat,nho le - Chat luong dich vu khach hang kern, the hien b trinh nam bat dac tinh nghiep vu kinh doanh ngoai te, thai phuc vu, cong nghe ho tro, kien thuc nghiep vu, tinh tuc thoi cua viec cap nhat ty gia chua dap ung yeu cau cua khach hang Chua khai thac dupe he thong khach hang hien co cho san pham kinh doanh ngoai te, nhieu khach hang chuyen ngoai te de ban cho cac ngan hang nuoc ngoai Chua co chinh sach chain soc khach hang phu hpp vdi tung doi tuong Nhung han che neu tren da anh huong khong nho den hoat dong kinh doanh ngoai te cua ngan hang TMCP Ngoai Thuong Viet Nam- chi nhanh Thanh Xuan, co the ty gia mua thap hon mot chut nhung chat lupng dich vu tot, quan he gan bo thi khach hang san sang ban ngoai te cho Ngan hang De thu hut khach hang cho nghiep vu kinh doanh ngoai te ngan hang TMCP Ngoai 79 Thuong Viet Nam- chi nhanh Thanh Xuan can xay dung mot chinh sach khach hang linh hoat dung dan cu the phai thuc hien cac giai phap sau: Dieu dau tien chinh sach la can giu vung va tri voi nhung khach hang quen thuoc Hien nay, cac ngan hang deu sue canh tranh va thu hut khach hang ve phia minh, vay truoc tien ban than VCB chi nhanh Thanh Xuan can phai giu vung moi quan he vdi cac khach hang truyen thong bang nhung che cham soc va dai ngo dac biet, bang each hieu dupe nhu cau cua khach hang va tim each dap ung nhu cau Tiep theo la chi nhanh can chu dong di tim kiem khach hang Dieu la het sue can thiet vi hoat dong se giup md rong hoat dong va nang cao so luong khach hang den vdi minh Tu trudc den nay, VCB chi nhanh Thanh Xuan van luon tu hao giu vi tri so ve hoat dong KDNT so ngan hang thuong mai ldn tren ca nudc Tuy vay, trudc xu the nhu hien nay, cac can bo VCB chi nhanh Thanh Xuan khong the chu dong ngoi cho khach hang den vdi minh ma can tim kiem va keo ho ve phia minh Dac biet, ddi vdi hoat dong KDNT, cac chi nhanh can chu y den cac doanh nghiep xuat nhap khau , thu hut ho vdi nhung chinh sach iru dai va nhung san pham tien ich vi day chinh la nguon thu va ddng thdi cung la nguon ban ngoai te rat tot ma ngan hang cd the tan dung Dac biet cung cd the luu y den nhung cong ty XNK mdi lap, ddi tuong co the mang lai nguon lpi nhuan chua cao vi nhung giao dich cua ho thuong nho nhung day lai la nhung ddi tuong mdi chua dupe chu y den nhieu De tan dung dupe tiem nang cua nhung ddi tuong can co mot dpi ngu phan tich khach hang gidi de nhan biet dau la cong ty tiem nang de cd chinh sach thu hut hpp ly vdi nhung dai ngo dac biet thu hut dupe nhung ddi tuong Can cd chinh sach gia ca hap dan ddi vdi tung nhom khach hang Trong mdi trudng canh tranh nhu hien can cd mot chinh sach gia ca linh hoat thuoc tung ddi tupng khach hang de thu hut ho nhieu hon Chinh sach can dupe thuc hien phu hpp tren co sd can ddi chi phi, lpi nhuan thi phan va cac muc tieu khac Do ty gia hoat dong KDNT cung khong nen go bo ma cung can linh hoat 80 va phu hop vdi cung cau ngoai te tren thi trudng tung thdi ky va van dam bao kinh doanh co lai cho ngan hang Ty gia cd the duoc dua phu hpp vdi tung doi tuong khach hang, tung loai hinh dich vu tung thdi diem de vua co the tri vdi doi tuong khach hang cu vua thu hut dupe doi tuong khach hang mdi De thuc hien dupe viec chi nhanh can phai cd tieu chi de phan loai cac nhom khach hang, doi vdi nhung nhom khach hang ldn co the dupe huong nhieu uu dai nhu ty gia thap, uu tien cung cap ngoai te thi trudng khan hiem, giam ty le ky quy Cung co va tang cudng xay dung Phong Von tro bo phan chuyen nghiep danh cho nghiep vu kinh doanh ngoai te Cd chinh sach dac biet doi vdi nhung khach hang xuat khau co quan he tot vdi ngan hang thong qua viec ho tro ve lai suat vay, lai suat chiet khau, giam phi toan Cd cam ket ho tro ban ngoai te cho cac nhu cau hpp ly doi vdi nhung khach hang truyen thong, cd kim ngach xuat nhap khau ldn Chuan hoa cac chien lupc tiep thi san pham va dam bao cac ke hoach tiep thi cu the, nang cao hon nua vai tro quang cao va quang ba thuong hieu Quan triet tinh than chi dao - quan ly theo nganh doc, tao tinh thong nhat toan he thong Ngan hang Ngoai Thuong Cd su phoi hpp thong nhat va nhip nhang giua cac phong ban co lien quan den cac hoat dong ve ngoai te, nham cung cap thong tin kip thdi cho khach hang co nhu cau mua ban ngoai te 3.2.4 Hoan thien va md' rong cac nghiep vu kinh doanh ngoai te Cac nghiep vu d thi trudng ngoai hoi bao gom: giao ngay, ky han hoan doi quyen chon va tuong lai Ve co sd phap ly cac Ngan hang thuong mai Viet Nam dupe phep tien hanh loai nghiep vu la giao ngay, ky han hoan doi va quyen chon Tuy nhicn hoat dong kinh doanh tren thi trudng ngoai hoi cua nude ta van so khai, non tre chi mdi tap trung vao nghiep vu giao ngay, cac nghiep vu khac it phat sinh Vi vay vice hoan thien va phat trien cac nghiep 81 vu kinh doanh ngoai te la rat can thiet doi vdi cac Ngan hang thuong mai co ngan hang TMCP Ngoai Thuong Viet Nam- chi nhanh Thanh Xuan Hien ngan hang TMCP Ngoai Thuong Viet Nam- chi nhanh Thanh Xuan da bat dau thuc hien nghiep vu ky han, nghiep vu hoan doi nhung so luong rat it, nghiep vu quyen chon thi chua co Nhu da phan tich cac nhan to anh huong len ty gia ky han va hoan doi la ty gia giao ngay, chenh lech lai suat giua hai dong tien giao dich va thoi han hop dong Vi muc dich chinh cua viec su dung cac nghiep vu la phong chong rui ro ty gia nen can phai khuyen khich cac doanh nghiep su dung rong rai Bien phap thuc hien : - Ty gia can duoc xay dung tren co so quan he cung cau ve ngoai te tren thi truong Ro rang vdi chinh sach ty gia co dinh mot bien hep se khong tao moi truong de phat trien cac nghiep vu ky han va hoan doi Ngan hang can xay dung chuong trinh gidi thieu ve lpi ich mang lai cho cac doanh nghiep thuc hien cac nghiep vu nay, phan tich rui ro ve su bien dong ty gia doi vdi nghiep vu xuat nhap khau - Thuc hien thu nghiem nghiep vu quyen chon giua VND va USD, thi truong da quen dan thi md rong sang cac loai ngoai te khac hoac thi truong ngoai hoi Viet Nam da dat den trinh quoc te - Ap dung nhieu hinh thuc huy dong von ngoai te linh hoat va da dang nham thu hut tdi da cac nguon ngoai te vao Ngan hang Ap dung kinh doanh da dang cac loai ngoai te khac ngoai USD 3.2.5 Nang cao trinh can bo him cdng tac kinh doanh ngoai te Nghiep vu kinh doanh ngoai te la mot nghiep vu tuong doi phuc tap, ngoai viec ung dung cac cdng nghe hien dai, doi hoi phai cd mot doi ngu can bo chuyen nghiep, nhanh nhay phan tich va thich ung vdi cuong cdng viec cao Trong dieu kien thi truong ngoai hoi cua Viet Nam dang qua trinh hoi nhap viec dau tu nang cao trinh va dau tu cho doi ngu can bo lam cdng tac kinh doanh ngoai te tai ngan hang TMCP Ngoai Phuong Viet Nam- chi nhanh Thanh Xuan la rat can thiet Vi vay can co chinh sach du manh de thu hut va phat trien nguon nhan luc Nhu da phan tich d tren ngudi luon la yeu td chu dao quan nhat cac hoat dong vi ngudi chinh la chu the de thuc hien nhung hoat dong 82 De co dirge mot doi ngu nhu vay thi trudc tien, ngan hang can co che tuyen dung mot each hop ly nham sir dung dirge cac nhan vien co bang cap chuyen mon, tinh thong nghiep vu dap ung dugc nhu cau hien tai dang thay ddi cua ngan hang, ddng thdi cd pham chat dao due tot, tac phong lam viec nhanh nhen, phong each giao tiep edi md, lich sir Tang cudng thu hut cac sinh vien xuat sac tu cac trudng dai hgc ve lam viec Ben canh do, KDNT la mot linh vuc mdi, nhay cam va se la mot hoat dong cang phat trien md hinh ngan hang hien dai Vi vay, VCB chi nhanh Thanh Xuan can cd chinh sach dau tu thich dang, tai trg cho cac can bo chuyen mon di hoc tap, nang cao trinh d ca va ngoai nudc, tao dieu kien khuyen khich cac can bo dugc hgc kha nang Hoat dong KDNT ddi hoi kha nhieu dieu kien khat khe ddi vdi nhung can bo thuc hien giao dich Mot can bo thuc sir gioi la mot can bo khong nhung am hieu ve nghiep vu minh lam ma phai dap ung nang luc ve ngoai ngu, am hieu phap luat va cac thong le quoc te, su dung thao cac thiet bi hien dai phuc vu cong viec, cd sire khoe tot, cd kha nang thu thap thong tin, phan tich tinh hinh kinh te vi md chinh tri , cd su nhay cam nghe nghiep, cd tinh quyet doan, cd ky luat va dao due nghe nghiep de xu ly tinh hudng, giao dich mot each co hieu qua nhat Tuy nhien, VCB chi nhanh Thanh Xuan cung can chu y den viec phan loai va cd nhung chuong trinh dao tao rieng ddi vdi cap quan ly va cap can bo nhung yeu cau ve mot quan ly gioi chac chan se cd nhung yeu to khac hon so vdi yeu cau ve mot can bo gioi Chang han nhu, ddi vdi cac nha quan ly, ben canh viec dao tao cho ho cd mot kien thuc chuyen mon sau rong thi cung can phai boi dudng cho ho nhung kien thuc ve quan tri nhan sir, quan tri doanh nghiep, co sd ly luan chinh tri Khong nhung the, can chu quy hoach va cd dinh hudng boi dudng nhung can bo tre, cd nang luc, cho ho tiep xue vdi nhung chuong trinh dao tao mang chuan muc quoc te de chuan bi cho the he lanh dao tuong lai dap ung dugc xu the hoi nhap quoc te To chuc dao tao va dao tao lai nhung nguoi lam cong tac thong qua viec cu 83 di tham gia cac lap huan luyen tai cac Trudng dai hoc uy tin, neu co dieu kien cu di hoc tai nude ngoai nhu Anh My, Nhat, Singapore noi co thi ngoai hoi phat trien Mdi cac chuyen gia co kinh nghiem den tap huan cho doi ngu nhan vien de ho cd dieu kien tiep xue va hoc hoi kinh nghiem true tiep tu nhung chuyen gia Hoat dong kinh doanh ngoai te mang tinh quoc te, lien quan den cac thi trudng tren the gidi va bien dong khong ngimg doi hoi doi ngu can bo phai cd trinh ngoai ngu va kha nang phan tich Do vay tuyen dung nhan su mdi cho hoat dong can quan tarn den kha nang phan tich, trinh ngoai ngu , vi tinh va nhung kien thuc am hieu thi trudng ngoai hoi Ngan hang Ngoai Thuong hoi sd chinh can xay dung mot trung tarn dao tao rieng de tap huan cac nghiep vu lien quan den ngoai te, cap nhat nhung kien thuc ky nang mdi phuc vu cho cong tac kinh doanh cua Ngan hang Kinh doanh ngoai hoi mang lai hieu qua rat cao, nhung chinh sach tien luong va che khen thuong chua dupe quan tarn dung muc da anh hudng den hieu qua lam viec cua cac nhan vien De khuyen khich ho tap trung vao kinh doanh, Ngan hang can co ty le trich thuong hpp ly tren lpi nhuan dpi ngu nhan vien lam cong tac kinh doanh ngoai te mang lai, co nhu vay mdi khuyen khich cac dealer tap trung vao cong viec kinh doanh va hieu qua kinh doanh ngoai te se cao hon Tom lai de thu hut va phat trien dupe nhung nguon nhan luc tre mot mdi trudng canh tranh va nhieu ap luc nhu hien thi VCB chi nhanh Thanh Xuan can co mot che phuc lpi tot nham dong vien tinh than, nuoi dudng cac nhan tai phuc vu cho su phat trien tuong lai cua toan he thong Can cd nhung chinh sach khen thuong rd rang, lay hieu qua cong viec lam thuoc khen thuong, cd nhung mon qua kip thdi de dong vien tinh than cua can bo 3.2.6 VCB chi nhanh Thanh Xuan can tich cue hon viec sir dung cac cong cu phong ngua rui ro kinh doanh ngoai te Hoat dong KDNT tiem an rat nhieu rui ro vay de dat dupe hieu qua cao hoat dong nav can phai sir dung cac cong cu phong ngua rui ro mot each huu hieu han che nhung thiet hai nhung rui ro mang lai Mot nhung cong cu cd 84 the phong ngira rui ro hoat dong KDNT la su dung cong cu phai sinh Cong cu phai sinh la nhung cong cu dupe phat hanh tren co so nhung cong cu da co nham nhieu muc tieu khac nhu phan tan rui ro, bao ve lpi nhuan va tao lpi nhuan Gia tri cua cong cu phai sinh bat nguon tir mot so cong cu co sd khac nhu ty gia, lai suat, tri gia co phieu, trai phieu, chi so chung khoan cong cu phai sinh xuat hien lan dau tien nham han che hoac loai bo hoan toan rui ro, thuong dupe sir dung nhat la hpp dong ky han, hpp dong tuong lai, hpp dong quyen chon, hpp dong hoan doi Hien nay, VCB chi nhanh Thanh Xuan co the tan dung viec su dung cac hpp dong ky han va hpp dong hoan doi nham phong ngira rui ro ve ty gia Hpp dong ky han la cong cu lau doi nhat, rat hieu qua viec phong ngira rui ro ty gia Hpp dong ky han dupe sir dung de bao hiem ty gia co du doan ty gia se tang tuong lai Hpp dong hoan doi co the dupe sir dung tai thoi diem dang tarn du thira mot dong tien nhung lai thieu hut dong tien khac Giao dich hoan doi se giup can doi nguon von va tiet kiem chi phi cho to chuc Khi phat sinh mua va ban ngoai te voi khach hang cac chi nhanh thuong can bang voi So giao dich nen rui ro bien dong ty gia la khong dang ke Tuy nhien tai chi nhanh van can phai co mot he thong quan tri hoat dong kinh doanh ngoai hoi hoat dong song song voi he thong hach toan ke toan dang dupe thuc hien tai phong ke toan Cac ngan hang nude ngoai luon co hai he thong doc lap, mot he thong dupe sir dung tai phong giao dich va he thong lai van hanh tai phong ke toan Tac dung cua vice van hanh hai he thong la rat to ldn Thu nhat, du lieu he thong cd the la nguon de doi chieu vdi du lieu cua he thong va vay se dam bao khong de xay rui ro hoat dong Se khong ton tai nhung trudng hpp nhap nham so lupng, nhap nham ty gia hoac hach toan thieu, hach toan thua v.v tranh gay nhung hau qua nghiem Thu hai, hoat dong kinh doanh ngoai hoi doi hoi phai dupe quan tri mot each tire thdi Ban Giam doc va nhung can bo quan tri rui ro can phai biet tinh trang kinh doanh vao bat cir thdi diem nao chir khong the chd dpi den cuoi giao dich hoac cuoi thang giao dich mdi biet 8.5 3.2.7 VCB chi nhanh Thanh Xuan can mff rong va lien ket cac nghiep vu co lien quan toi hoat dong kinh doanh ngoai te Trong mot NHTM, cac hoat dong kinh doanh thuong co lien quan, tac dong tdi theo nhieu cach thuc va phuong dien Hoat dong phat trien se tao dieu kien thuc day cac hoat dong khac phat trien theo Hoat dong KDNT co lien quan truc tiep va mat thiet hoat dong Thanh toan quoc te va hoat dong huy dong va cho vay ngoai te Ben canh cung co mot so hoat dong khac co the tan dung de tao dieu kien cho hoat dong KDNT phat trien nhu hoat dong kieu hoi a/ Doi vdi hoat dong Thanh toan quoc te: - Co chinh sach thu hut khach hang mot cach hop ly: Tiep tuc tim cach tri vdi nhung khach hang ldn, dang co quan he thuong xuyen, tao cho ho nhung uu dai nhu: cho muc ky quy thap, tu van mien phi cho khach hang ve cac phuong thuc giao dich va toan co loi cho ho, thuc hien nhung muc phi uu dai cho cac khach hang co cam ket su dung dich vu lau dai cua ngan hang - Doi vdi nhung khach hang co nguon thu ngoai te ldn, can tao nhieu uu dai, hoac tim hieu nhu cau, nguyen vong cua khach hang de dap ung, tu thuc day viec nhung khach hang ban lai ngoai te cho ngan hang, tao nguon cung ngoai te doi dao hon - Don gian hoa cac quy trinh thu tuc, tao dieu kien thuan loi va nhanh chong nhat cho cac khach hang viec thuc hien nghiep vu nay, dong thoi thu hut duoc nhung khach hang mdi b/ Hoat dong huy dong va cho vay ngoai te: - Nghiep vu huy dong von ngoai te tao nguon cung cap von ngoai te cho hoat dong KDNT, vay cac chi nhanh can phai tiep tuc thu hut cac nguon ngoai te chua duoc su dung dan cu va cac doanh nghiep bang viec thuc hien lai suat canh tranh (co cac chuong trinh gui tiet kiem quy tu ngoai te VND vdi ty gia uu dai ), tich cuc dav manh quang cao, tiep thi 86 - Doi voi nghiep vu cho vay ngoai te: tiep tuc phat trien vung chac thi phan tin dung bang each nang cao cong tac tham dinh khach hang, thu hut them khach hang bang each mo rong tien ich nhu tu van mien phi ve cac hoat dong kinh doanh co lien quan tdi khoan von duoc vay, de xuat cac ke hoach tra no phu hop nhat vdi khach hang c/ Hoat dong kieu hoi: - Thuc hien muc phi chuyen tien va ty gia canh tranh, co thoa thuan doi vdi nhung doi tuong thuong xuyen chuyen tien va co nhu cau ban ngoai te cho chi nhanh; - Tang cudng cong tac thong tin, huong dan chi tiet cho khach hang md tai khoan, chuyen tien, nhan tien; phai co huong dan cu the, chi tiet tung loai hinh dich vu kieu hoi (thu tuc chuyen, linh ngoai te); - Chi nhanh nen cd bien phap khuyen khich nguoi nhan ban lai hoac gui vao tai khoan cua ngan hang 3.3 Mot so kien nghi - Xgan hang TMCP ngoai thuong- Hoi sd chinh viec dau tien la phai tang quyen chu dong cho cac chi nhanh hoat dong kinh doanh ngoai te nhu: chinh sach thu hut tim kiem khach hang, chinh sach uu dai ve ty gia, khdi luong giao dich - De cd the tan dung dupe nguon cung ngoai te mot each tot nhat, hoi sd chinh (HSC) thu hut nhung khach hang cd nguon cung ngoai te doi dao, vdi sd luong ldn de ho ban lai cho ngan hang nhung thoi diem thieu hut ngoai te HSC co the co nhung chinh sach uu dai hon cho cac chi nhanh cd ho ban dupe nhieu ngoai te cho Sd giao dich (sau ban than cac chi nhanh da tu can doi han muc minh dupe cho) nhu viec: cac chi nhanh sc dupe mua ngoai te cd nhu cau vdi muc gia uu dai hoac sd luong uu dai hon hoac cac chi nhanh co the dupe phep nang han muc tir doanh cua minh hoat dong KDXT dat ket qua tot Ben canh ban than cac chi nhanh can chu dong thuc hien cac chien dich Marketing de khach hang co the tiep can va hieu ro hon nhung dich vu ma chi nhanh co the cung cap cho khach hang 87 - HSC can chu y cong tac hoan thien quy trinh thu tuc KDXT va ban hanh cac ban ban hudng dan thuc hien quy trinh Mot so van ban quy dinh ve ngoai hoi cua VCB duoc ban hanh tu each day nhieu nam va khong phat huy tac dung dieu kien thi trudng ngoai hoi bien dong nhu hien Ben canh HSC can ban hanh mot quy trinh chung cho viec thuc hien hoat dong KDNT tren toan he thong nham giam rui ro kinh doanh va tao dieu kien thuan lpi cho cac chi nhanh thuc hien giao dich - HSC can xay dung nhung tieu chi cu the, ro rang va phu hpp nham danh gia hieu qua hoat dong KDNT, tu dinh ky hang nam can cu vao nhung tieu chi de danh gia ddng thdi cd chinh sach khen thudng ddi vdi nhung chi nhanh dat hieu qua tot Hien nay,HSC van chua co mot bang tieu chi cu the nao danh gia ve viec chi nhanh nao hoat dong cd hieu qua hon linh vuc KDNT, vay cung chua cd nhung co che ban thudng hpp ly, kich thich kha nang lam viec cua cac can bo Trong tuong lai, HSC can xay dung nhung tieu chi cu the phu hpp vdi muc dich tien hanh hoat dong KDNT cua ngan hang minh nham khuyen khich dong vien cac chi nhanh hoat dong tot va nhac nho cac chi nhanh hoat dong chua hieu qua Dieu se kich thich khien cac chi nhanh chu dong hon viec tim kiem khach hang, tu van cho khach hang su dung dich vu cua ngan hang minh - HSC can co nhung cuoc khao sat tham cac chi nhanh ve viec thuc hien hoat dong KDNT de cac chi nhanh neu len cac kho khan, vudng mac, ddng thdi co nhung kien nghi rieng ve quy trinh thu tuc dang dirpc ap dung va thuc hien Cac chi nhanh chinh la nhung nguoi lam true tiep vdi khach hang, ho la nguoi sc phai tim hieu nhu cau cua khach hang de tir dua dupe nhu cau ve ngoai te cua chi nhanh Ddng thdi, HSC cung co the dua mot mau phieu tham khach hang xem y kien phan hoi cua khach hang ve dich vu ma ngan hang dang cung cap nhung nhu cau ve ngoai te cua khach hang da dupe dap ung day du hay chua co van de gi khuc mac quy trinh thu tuc thuc hien hay khong Ben canh do, HSC cd the cu cac doan cong tac xuong true tiep lam viec vdi cac chi nhanh, tiep xue true tiep vdi 88 cac khach hang de nghe nhung y kien dong gop cua ho, tu co nhung thay doi va vach chien lupc phat trien mot cach hpp ly Trong hoat dong kinh doanh cua ngan hang ngudi luon la yeu to chu dao, quan nhat cac hoat dong vi ngudi chinh la chu the de thuc hien nhung hoat dong Do vay, muon dat hieu qua cao cong viec thi yeu to can quan tam dau tien la lam co dupc mot doi ngu can bo nang dong, gioi chuyen mon, nghiep vu, dong thdi am hieu phap luat va co dao duc kinh doanh De co dupc mot doi ngu nhu vay thi trudc tien, ngan hang can co che tuyen dung mot cach hpp ly nham su dung dupc cac nhan vien co bang cap chuyen mon, tinh thong nghiep vu dap ung dupc nhu cau hien tai dang thay doi cua ngan hang, dong thdi co pham chat dao duc tot, tac phong lam viec nhanh nhen, phong cach giao tiep cdi md, lich su Tang cudng thu hut cac sinh vien xuat sac tu cac trudng dai hoc ve lam viec Ben canh do, KDNT la mot linh vuc mdi, nhay cam va se la mot hoat dong cang phat trien mo hinh ngan hang hien dai Vi vay, HSC can co chinh sach dau tu thich dang, tai trp cho cac can bo chuyen mon di hoc tap, nang cao trinh d ca va ngoai nudc, tao dieu kien khuyen khich cac can bo dupc hoc kha nang Hoat dong KDNT doi hoi kha nhieu dieu kien khat khe doi vdi nhung can bo thuc hien giao dich Mot can bo thuc su gioi la mot can bo khong nhung am hieu ve nghiep vu mnh lam ma cn phai dap ung nang luc ve ngoai ngu, am hieu phap luat va cac thong le quoc te, su dung thao cac thiet bi hien dai phuc vu cong viec, co suc khoe tot, co kha nang thu thap thong tin, phan tich tinh hinh kinh te vi mo, chinh tri , co su nhay cam nghe nghiep, co tinh quyet doan, co ky luat va dao duc nghe nghiep de xu ly tinh huong, giao dich mot cach co hieu qua nhat Tuy nhien, HSC cung can chu y den viec phan loai va co nhung chuong trinh dao tao rieng doi vdi cap quan ly va cap can bo nhung yeu cau ve mot quan ly gioi chac chan se co nhung yeu to khac hon so vdi yeu cau ve mot can bo gioi Chang han nhu, doi vdi cac nha quan ly, ben canh viec dao tao cho ho co mot kien thuc chuyen mon sau rong thi cung can phai boi dudng cho ho nhung kien thuc ve quan tri nhan su, quan tri doanh nghiep, co sd ly luan chinh tri Khong nhung the, 89 can chu quy hoach va co dinh huong boi duong nhung can bo tre, co nang luc, cho ho tiep xuc voi nhung chuong trinh dao tao mang chuan muc quoc te de chuan bi cho the he lanh dao tuong lai dap ung duoc xu the hoi nhap quoc te De thu hut va phat trien duoc nhung nguon nhan luc tre mot moi truong canh tranh va nhieu ap luc nhu hien thi HSC can xay dung mot che phuc loi tot nham dong vien tinh than, nuoi duong cac nhan tai phuc vu cho su phat trien tuong lai cua toan he thong, can co nhung chinh sach khen thuong ro rang, lay hieu qua cong viec lam thuoc khen thuong, co nhung mon qua kip thoi de dong vien tinh than cua can bo - NH TMCP Ngoai Thuong Viet Nam- hoi so chinh can xay dung mot trung tam dao tao rieng de tap huan cac nghiep vu lien quan den ngoai te, cap nhat nhung kien thuc ky nang moi phuc vu cho cong tac kinh doanh cua Ngan hang Hang nam, HSC nen to chuc hoi nghi tong ket ve hoat dong kinh doanh doi ngoai nham tao dieu kien cho cac chi nhanh trao doi, hoc hoi kinh nghiem lan Ngan hang cung nen thuong xuyen co cac buoi hoi thao chuyen de KDNT, cac buoi noi chuyen ve tinh hinh kinh te, chinh tri cua cac nuoc tren the gioi, cung cap nhung thong tin can thiet va giai dap thac mac Dong thoi tang cuong to chuc cac lop dao tao, tap huan nghiep vu ve toan quoc te va KDNT cho cac can bo lanh dao va cac nhan vien nghiep vu cua cac chi nhanh 90 KET LUAN Qua nghien cuu hoat dong kinh doanh ngoai te tai Ngan hang TMCP Ngoai Thuong Viet Nam- chi nhanh Thanh Xuan, ban than nhan thay hoat dong KDNT hien van kha moi me dong thoi cac nghiep vu thuc hien kha don gian, vay tuong lai gan hoat dong dang tro nen cang thu hut su quan tam va chu y tu cac NHTM boi KDNT la hoat dong moi day tiem nang de phat trien, neu thuc hien tot se mang lai hieu qua rat lon khong nhung cho cac nha kinh doanh tien te ma giup cac doanh nghiep xuat nhap khau khu vuc co dieu kien su dung cac cong cu phong ngua rui ro ty gia, tim kiem loi nhuan, bao dam an toan nguon von va day nhanh qua trinh luan chuyen hang hoa Neu hoat dong KDNT khong hieu qua co the dan toi viec cac ngan hang mat kha nang khoan, suy giam kha nang tai chinh va dan den viec mat uy tin hoac pha san cua ngan hang Hoat dong KDNT tai NH TMCP Ngoai Thuong Viet Nam- chi nhanh Thanh Xuan thoi gian qua tu nhung buoc khoi dau bo ngo, dan dan da co nhung dau hieu tich cuc va dem lai ket qua cao Tuy nhien, cac nghiep vu KDNT van chua phat trien, chua tuong xung voi tiem nang va vi the cua ngan hang tien trinh hoi nhap kinh te quoc te, dac biet ve linh vuc ngan hang hien dai Noi dung luan van bao gom 03 chuong duoc sap xep co he thong Tren co so ly luan de phan tich thuc trang kinh doanh ngoai te tai Ngan hang TMCP Ngoai Thuong Viet Nam- chi nhanh Thanh Xuan giai doan 2009-20012, xac dinh muc su dung cac nghiep vu ngoai hoi hien sao, xac dinh nguyen nhan cua viec han che su dung cac cong cu phong ngua rui ro ty gia hoat dong xuat nhap khau hang hoa, neu len nhung tuu va ton tai co che quan ly ngoai hoi, ve chinh sach dieu hanh ty gia cua Ngan hang Nha nuoc Tu de cac giai phap co tinh kha thi gop phan xay dung va hoan thien co che quan ly ngoai hoi phu hop voi tien trinh hoi nhap kinh te quoc te va day manh hoat dong kinh doanh ngoai te tai Ngan hang TMCP Ngoai Thuong Viet Nam- chi nhanh Thanh Xuan Do thoi gian nghicn cuu va kinh nghiem doi voi nghiep vu kinh doanh ngoai te nhieu han che nen Luan van khonu tranh khoi nhung thieu sot Nhung voi 91 mong muon duoc dong gop mot phan nho be cua minh de nang cao hieu qua hoat dong kinh doanh ngoai te tai Ngan hang TMCP Ngoai Thuong Viet Nam- chi nhanh Thanh Xuan, cang co nhieu khach hang su dung nghiep vu ngoai hoi de phong ngua rui ro ty gia va chinh sach quan ly ngoai hoi cua Nha nuoc cang hoan thien hon dap ung yeu cau cua nen kinh te hoi nhap Ban than toi se tiep tuc nghien cuu hoat dong kinh doanh ngoai te thoi gian toi de gop phan tim giai phap thich hop phuc vu tot nhat cho su phat trien nghiep vu kinh doanh ngoai te tai NH TMCP Ngoai Thuong Viet Nam- chi nhanh Thanh Xuan noi rieng va Viet Nam noi chung 92 DANH MUC TAI LIEU THAM KHAO • • Chinh phu (2005), Nghi dinh so 160/2006/ND-CP 28/12/2006 ve viec Quy dinh chi tiet thi hanh phap lenh ngoai hoi Duong Huu Hanh(2005 ), Thanh toan quoc te va hoi doai, NXB Thong ke Phan Thi Thu Ha (2004), Giao trinh Ngan hang thirong mai, NXB Thong ke Do Linh Hiep(2009), Thanh toan quoc te- Tai tro ngoai thirong va Kinh doanh ngoai hoi, NXB Thong ke Le Xuan Nghia (2006), Mot so van de ve chien liroc phat trien nganh ngan hang Viet Nam den nam 2010 va dinh huong den nam 2020, Ky yeu hoi thao khoa hoc, Ha Noi Nguyen Thi Mui (2006), Quan tri ngan hang thuong mai, NXB Tai chinh Nguyen Van Tien (2006), Cam nang Thi trudng Ngoai hoi, NXB Thong ke Le Van Te (2008), Kinh doanh ngoai hoi va xac dinh ty gid, NXB Thong ke Ngan hang Nha nuoc Viet Nam, Chien luoc phat trien dich vu ngan hang den nam 2010 va tdm nhln den nam 2020, NXB Phuong Dong 10 Quoc hoi khoa X (2004), Luat cac to chuc tin dung, Nha xuat ban chinh tri quoc gia 11 Quoc hoi khoa X (2004), Luat Ngan hang Nha nude, Nha xuat ban chinh tri quoc gia 12 Vietcombank Bao cao thuong nien, nam 2009 2010, 2011, 2012 13 Vietcombank (2008), Quydt dinh sd 192/QD-NHNT.HDQT 10/10/2008 V/v ban hanh "Quy che md, su dung va quan ly tdi khoan tien gui he thong Ngan hang Ngoai thuong Viet Nam 14 Vietcombank (2009), dinh sd 228/QD-NLINT.HDQT 02/10/2009 V/v han hanh "Ouy dinh cua Ngan hang TMCP Ngoai thuong Viet Nam ve cho vay doi vdi khach hang ” 15 Vietcombank (2009), Quydt dinh so 310/QD-NHNT.FIDQT 30/12/2009 V/v ban hanh "Quv che tien gui tiet kiem cua Ngan hang Ngoai thuong Viet Nam " 16 Uy ban thuong vu quoc hoi (2005) Phap lenh ngoai hoi sd 28/2005/PL- UBTVQH11 13/12/2005