TABLE OF CONTENT PART I: Rational of report and overview of Hoa Phat UDC JSC...............

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Rational of report......................................................................................3 1.2 Hoa Phat Urban Development and Construction Joint Stock Company (Hoa Phat UDC JSC)...................................................................................5 1.2.1. History and development.............................................................5 1.2.2. Key business activities.................................................................6 1.2.2.1. Industrial zones development....................................6 1.2.2.2. Residential urban area real estate..............................7

PART II: The procedure and problems of transferring condominium apartment purchase and sale contract at Hoa Phat UDC JSC.....................9
2.1. The procedure of transferring condominium apartment purchase and sale contract at Hoa Phat UDC JSC............................................................9 2.1.1. Legal basis...................................................................................9 2.1.2. The procedure of transferring condominium apartment purchase and sale contract at Hoa Phat UDC JSC................................................12 2.1.2.1. Subjects of application.............................................12 2.1.2.2. Order of implementation..........................................13 2.2. Problems of transferring condominium apartment purchase and sale contract at Hoa Phat UDC JSC..................................................................18 2.2.1. Arranging customer dossiers......................................................18 2.2.2. Updating the personal information change of customers............18 2.2.3. Defining responsibility of sales staff...........................................18 2.2.4. Guidance on preparing required documents...............................19

PART III: Some recommendations for Hoa Phat UDC JSC......................20

3.1. Arranging customer dossier in the uniform order..............................20 3.2. Marking and computerizing the changes of customers personal information.............................................................................................20 3.3. Assigning specific responsibilities for sales staff...............................21 3.4. Providing customers with detailed guidance before meeting............21

CONCLUSION...............................................................................................22 REFERENCCES............................................................................................23

ACKNOWLEDGEMENTS To be able to complete this report, I have to give my thanks to many enthusiastic people who helped us in this time. Above all, I am deeply indebted to my instructor, Mrs. Bui Thi Quynh Giao for her clear explanation and enthusiasm. I acknowledge my gratitude for her careful instruction and correction, which helped us out of difficulties in formulating my report topic and constructing the method to focus on necessary things. Her critical comments helped me recognize the problems of my report, so that I had proper adjustments. In addition, I would like to express my sincere thanks to Hoa Phat Urban Development and Construction Joint Stock Company (Hoa Phat UDC JSC), where I had a meaningful time to experience and understand more about a companys business activities. Moreover, this company provided me with relevant information to arrive at my report findings and conclusion. I am very grateful to every body because they gave me a memorable time in my student life. Hanoi, August 2012

INTRODUCTION After a long time of crisis, the real estate market (REM) in Viet Nam in the middle of 2012 has received more good news. By the end of 2012, it is forecasted that the REM has changed positively. According to economic experts, with many positive actions from the government to support the real estate market will get much better information and recover in the second half of 2012. Many companies have announced a series of real estate projects. It means that REM is becoming warmer and more active. The Government Decree No. 71/2010/ND-CP of June 23, 2010 has shown its effectiveness. Since the Government Decree 71 was born, the tighter regulations eliminate many businesses that do not have enough financial resources. Thus, only those enterprises with the strong financial capacity can survive. Hoa Phat UDC JSC is one of those enterprises. The company has caught up with new regulations and initiated in accordance with the decree issued. Real estate is the hot topic today, so real estate purchase and sale is an interest of individuals, enterprises and state. However, behind real estate purchase and sale is a complex series of procedures. The introduction of Decree 71 has contributed to the transparency of these procedures. One of procedures I chose to write in my report is The procedure of transferring condominium apartment purchase and sale contract at Hoa Phat Urban Development and Construction. It is proposed that the report will be divided into three chapters in the following order: PART I: Rational of report and overview of Hoa Phat UDC JSC PART II: The procedure and problems of transferring condominium apartment purchase and sale contract PART III: Some recommendations for Hoa Phat UDC JSC PART I: Rational of report and overview of Hoa Phat UDC JSC Rational of report

The procedure of transferring condominium apartment purchase and sale contract is an extremely important technical procedure one. If not done carefully and thoughtfully, it will cause a lot of trouble and disputes. Before the relevant regulations, the transferring of contract on house purchase and sale takes place under the specific provisions of each company. It is very easy to cause conflicts between the parties. Because a party is the company (seller) who has a lot of information, another party is a customer (a buyer). It will certainly appear the phenomenon of asymmetric information. That means the company understand its procedures more while the customer will be more passive. As a result, engaged in real estate projects in the form of capital contribution, buyers are always in disadvantage. Moreover, contracts are drafted by investors with most terms beneficial to them. That requires a legal document to give detailed regulations about the transferring of contract on house purchase and sale. Thus, the Government Decree No. 71/2010/ND-CP of June 23, 2010 and Circular No. 16/2010/TT-BXD of September 1, 2010 were issued. Thanks to them, this procedure has been rigorously specified, which has helped improve the operation of real estate companies and all companies implement this procedure under a single system of regulations. I decided to choose this topic because documents are available and completely exact, so my report will be informative and have a strong base. The procedure of transferring the condominium apartment purchase and sale contract written by Hoa Phat UDC JSC is in Vietnamese while my report is in English. Therefore, my English report is a useful document for the company to deal with foreign customers. As I observe and partly attend to the procedure of transferring contract on purchase and sale of house, it is very complex and requires high carefulness. Customers must be involved to these procedures to know what they are doing and why they must do these. They must really understand the procedure to protect their rights as well as perform their obligations. Even sales staff spends much time in doing all procedures. Thus, I decided to choose this topic: The procedure of transferring the condominium apartment purchase and sale

contract.

It not only has a high value of practice, gives me interesting

knowledge of a specific job, but also is a good opportunity for me to study about an area of the Vietnams law and how effectively it applies to a particular job. Moreover, this topic is completely new to everybody and even is a big challenge to me. Therefore, I hope my report will supply readers with useful knowledge that help them be more active in their life. 1.2 Hoa Phat Urban Development and Construction Joint Stock Company (Hoa Phat UDC JSC) 1.2.1. History and development Hoa Phat UDC JSC was established in 2001 and became the 5th member of the Hoa Phat Group. The success of Hoa Phat UDC JSC is based on the Hoa Phat Groups fame and strong financial resources. Hoa Phat Group is one of the leading groups in Vietnam for industrial production. Starting with a small machine trading company in August 1992, Hoa Phat has gradually extended its business to trading and manufacturing of Furniture (1995), Steel Pipe (1996), Steel (2000), refrigeration (2001) and property development in 2001. In 2007, such businesses were structured into a Group, in which Hoa Phat Group Joint Stock Company is the parent company and each of the subsidiaries is in charge of one or several relevant businesses. On the 15th November 2007, Hoa Phat officially listed on Ho Chi Minh Stock Exchange with the stock ticker HPG. As at January 2012, Hoa Phat Group has 12 subsidiaries doing Steel production Mining - Coke Coal production - Real estate Furniture manufacturing Construction materials in ha Noi, Hung Yen, Hai Duong, Lao Cai, Yen Bai, Ha Giang, Ho Chi Minh city and Binh Duong province. Hoa Phat ranked 7th in Top 10 largest private companies and 47th in Top 500 largest companies in Vietnam. On November 29th 2011, Vietnam Report has announced the VNR 500 ranking - the top 500 companies in Vietnam in 2011. Accordingly, HPG ranked 47th of VNR500 and 7th in Top 10 largest private companies in Vietnam.

Business activities of Hoa Phat UDC JSC have remarkable influences on other businesses revenue as well as the Groups. In 2011, the tightening monetary policy was implemented to tackle inflation. This has negatively affected the real estate industry, and in turn, reduced the demand of construction steel and other relevant products of the Group like: construction machines, furniture, refrigeration, etc. So the growth of Hoa Phat USD JSC encourages the growth of Hoa Phat Steel JSC, Hoa Phat Equipment Accessories Co. Ltd, Hoa Phat Furniture JSC Because other businesses of the group play important roles in supplying Hoa Phat UDC JSC with cheaper and high-quality materials. In contrast, the reduction of Hoa Phat UDC JSC certainly brings some disadvantages to other businesses. In the years of challenge for real estate business Hoa Phat UDC JSC has been affected to some extent. However, while many real estate companies went bankruptcy, many others stopped their businesses or operated moderately, Hoa Phat UCD JSC has still managed progress of its projects well. As an evident, one real estate project finished 3 months before schedule, and the other are being deployed in time. Hoa Phat also contributed 0.8% of the revenue and 0.9% of the profit of the Group. 1.2.2. Key business activities The principal activities of Hoa Pat UDC JSC are civil and industrial construction, development of real estate for sales and lease, leasing houses and offices, investing in and building technical infrastructure. 1.2.2.1. Industrial zones development The whole area with completed infrastructure in Pho Noi A Industrial zone in Hung Yen province has been leased. Hoa Pat UCD JSC is currently performing ground clearance work of the rest with the area of 80 ha and in the preparatory phase of investing in Pho Noi A Industrial Zone with the area of 210 ha. This will increase the total area to 600 ha. With good location, Pho Noi A Industrial has become the ideal destination for investors especially foreign investors. It is planned to complete ground clearance in Q4/2012, then start

building infrastructure according to each investment phase for lease and deliver to registered customers. Apart from the success in Pho Noi A Industrial Zone, Hoa Mac Industrial Zone in Ha Nam province with the area of 200 ha which is currently in progress of finalizing infrastructure still receive significant concern from domestic and foreign investors, especially large investors from Japan, Europe, and the U.S. Until the end of 2011, there were five domestic and foreign investors started building their factories and went to operation with the leased area of more than 10 ha. 1.2.2.2. Residential urban area real estate High-class office, trading center and housing building (Hoa Phat Giai Phong Building) at 257 Giai Phong road, Dong Da district, Hanoi is the first housing project of the group and is highly valued by customers in terms of progress and quality of construction. The project completed 3 months before its deadline. Up to 31/12/2011, Hoa Pat delivered more than 20 apartments for clients in need of early delivery, and intended to hand over the rest of apartments to clients before 31/3/2012. The projects revenue and profit before tax are recorded in 2012 (around VND 379 billion of revenue and VND 110 billion profit before tax). Simultaneously, Hoa Phat is currently building the Mandarin Garden complex with 999 apartments in the ideal golden location in Southeast Tran Duy Hung urban area, Cau Giay district, Hanoi city. As at the end of March 2012, the project has been finished the body up to the 16th floor. It is expected to complete the roof of first block by July 2012, and finish the body structure of whole project by October 2012. Hoa Phats trust is assured by the quality and timely progress of the construction project. Thus, Hoa Phat Groups real estate trading floor welcomes many guests who search for the projects information and register to buy apartments. Apart from ensuring the progress of the above project, Hoa Phat is also completing legal procedures and in preparatory phase of investment in 2012 for the 21-storey apartment building on 3,394 m2 land at 70 Nguyen Duc Canh, Hoang Mai district, Hanoi city and the 30-storey complex of services, commerce,
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culture, sports housing and office leasing at 493 Truong Dinh, Hoang Mai, Hanoi. This will ensure the revenue and profits for the coming years.

PART II: The procedure and problems of transferring condominium apartment purchase and sale contract at Hoa Phat UDC JSC 2.1. The procedure of transferring condominium apartment purchase and sale contract at Hoa Phat UDC JSC 2.1.1. Legal basis The real estate companies mainly base on the procedure of transferring condominium apartment purchase and sale contract regulated more specifically in the Circular No. 16/2010/TT-BXD of September 1, 2010. I pick up the two most important articles related to my topic in this circular, they are: Article 20: Handling of cases of transfer of house purchase and sale contracts under housing development projects, new urban center projects or eco-tourist zone or resort projects. 1. A household, an individual or an organization without real estate trading function that wishes to transfer a contract to purchase and sell a future house after the effective date of Decree No. 71/2010/ND-CP shall comply with the following regulations: a/ The involved parties shall make a document on the transfer of a house purchase and sale contract according to the form provided in Article 14 to this Circular and have it certified by a notary public. When requesting notarization, the parties shall produce the house purchase and sale contract signed with the investor. If they transfer such contract from the second time on, they shall produce the document on the previous transfer; b/ Based on the contract transfer document made under Point a of this Clause, either party shall, as agreed, submit copies of papers (including the contract transfer document; receipts of capital contribution or payment of money to the investor; and house purchase and sale contract signed with the investor) to the tax office for carrying out procedures for income tax collection under law. If contract transfer is eligible for income tax exemption, the tax offices papers certifying such exemption are required; c/ After paying taxes under regulations, the contract transferee shall submit a dossier of request for contract transfer (comprising a copy of the income tax receipt or tax offices paper evidencing income tax exemption; a copy of the house purchase and sale contract signed with the investor and the

original contract transfer document certified by the notary public) for the investor to certify this contract transfer document. Within 5 working days after receiving the transferees dossier, the investor shall certify the contract transfer document and hand it to the transferee. The investor may not collect any charge from such transfer. After certifying the contract transfer document, the investor shall terminate transactions with the transferor and directly conduct transactions with the transferee. The transferee may take over the transferors rights an obligations under the house purchase and sale contract signed with the investor and will be regarded as the house purchaser from that date; d/ In case of multiple transfer of a house purchase and sale contract, from the second transfer on, the involved parties shall carry out procedures under Points a, b and c of this Clause. The subsequent transferee shall receive and keep papers related to the previous transfer; e/ The final transferee (organization or individual that sends an application to a competent state agency for a house ownership certificate) may have his/her/its name written in the land use right or house and land-attached asset ownership certificate. When carrying out procedures for the grant of house ownership certificates, in addition to papers under regulations on grant of land use right or house and land-attached asset ownership certificates, the investor (or applicant for such certificate) shall submit to the certificate-granting agency the following papers related to the contract transfer: - The house purchase and sale contract signed between the investor and first-time purchaser; - Papers certifying via-floor trading (for houses in provinces or centrally run cities in which exist real estate trading floors) or the provincial-level Construction Departments certification of allocation of the house (for cases eligible for house allocation) for the first-time purchaser; - The contract transfer document, certified by a notary public and the investor, and income tax receipt or paper certifying income tax exemption under regulations.

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In case of multiple transfers of a house purchase and sale contract, the last applicant for a certificate shall submit contract transfer documents and tax receipts of previous transfers or paper certifying income tax exemption to the agency with certificate-granting competence. Article 21: House-related contracts 1. House-related transactions shall be made in contract (referred to as house-related contracts) with the details specified in Article 93 of the Housing Law, the Civil Code, and Article 63 of Decree No. 71/2010/NDCP, and according to the forms and details provided in appendices to this Circular. 2. In addition to the details specified in Clause 1 of this Article, a condominium apartment purchase and sale contract must also indicate the following: area under common ownership, area under private ownership of the condominium owner; floor area of the apartment (determined on the principle of calculating the apartments clearance or calculating from the middle of the surrounding walls and walls separating apartments); maintenance fund equal to 2% of the apartment sales; funds to be raised for managing the condominium operation; principle of adjusting such funds, which must not exceed the ceiling prices promulgated by the provinciallevel Peoples Committee of the locality in which exists the condominium, unless otherwise agreed by the parties. Enclosed with the condominium apartment purchase and sale contract must be an internal regulation on use management of the condominium issued by the investor and a list ofconstruction materials used inside and outside the apartments. 3. House-related contracts shall be notarized and certified under the law on notarization, the Housing Law, Decree No. 71/2010/ND-CP, the civil law and this Circular. In case of authorized management, use and care of houses and authorized sale, lease, lease-purchase or donation of houses (or authorized disposal of houses), the authorizing party may make a document of authorization and the agency with notarization and certification competence may notarize or certify such authorization only after houses are completely built (the authorizing party has either of the following papers: house ownership

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certificate; or house handover record or record of house completion under the construction law). 2.1.2. The procedure of transferring condominium apartment purchase and sale contract at Hoa Phat UDC JSC Basing on legal basis, Hoa Phat UDC JSC built its own procedure of transferring condominium apartment purchase and sale contract. This procedure is exactly and sequentially implemented under the following guidance: 2.1.2.1. Subjects of application - This Law applies to a household, an individual or an organization without real estate trading to transfer the condominium apartment purchase and sale contract signed with the investor - The guidance only applies to customers who signed the condominium apartment purchase and sale contract, excluding the following cases:

Apartments certified in writing by investor (Commitment of 3 parties/agreements) on bank mortgage.

Apartment handed over by the investor.

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2.1.2.2. Order of implementation The procedure of transferring condominium apartment purchase and sale contract at Hoa Phat UDC JSC includes eight main steps. Figure 2.1: Order of implementation SIGN THE NOTARIZED CONTRACT TRANSFER DOCUMENT

PAY TAX OF CONTRACT TRANSFER

REICEVE THE CONTRACT TRANSFER DOSSIER

CHECK Unsatisfactory Satisfactory CERTIFICATE THE CONTRACT TRANSFER DOCUMENT

RETURN THE RESULT OF THE CONTRACT TRANSFER DOSSIER

UPDATE NEW CUSTOMERS PROFILE

SAVE

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STEP 1: Sign the notarized contract transfer document The transferor and the transferee (the parties) make a contract transfer document and have it notarized by a notary public. (a contract transfer document is made mostly by a notary public). When requesting notarization of a contract transfer document, the parties shall produce the condominium apartment purchase and sale contract signed with the investor; if they transfer such contract from the second time on, they shall produce the document on the previous transfer. STEP2: Pay tax of contract transfer Based on the contract transfer document notarized and certified, either party shall, as agreed, submit copies of papers to the district tax office for carrying out procedures for income tax collection under law. The copies of papers are: - The original contract transfer document certified by the notary public (to submit to the tax office) - A copy of the receipt of payment to the investor - A copy of the receipt of added-value for each the payment period - A copy of the house purchase and sale contract signed with the investor - A copy of the parties identity card and household registration book After submitting the dossiers, the tax office shall evaluate and issue a report of income tax collection. The taxpayer (the transferor of transferee as agreed) shall pay tax according to the tax offices report to obtain the income tax receipt. If contract transfer is eligible for income tax exemption, the tax offices papers certifying such exemption are required. STEP3: Receive the contract transfer dossier After paying taxes under regulations, the contract transferee shall submit a dossier of request for contract transfer for the investor to certify this contract transfer document, comprising: - 3 original contract transfer documents certified by the notary public

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- An original of tax payment notice - An original of receipt of money payment to state budget or the original of tax offices paper evidencing income tax exemption - A notarized copy of the transferees people identity card and permanent residence hook; if the transferees are co-owners (spouse), a notarized copy of a marriage certificate will be required. - A notarized copy of the condominium apartment purchase and sale contract signed with the investor - A notarized copy of contract transfer document certified by the investor from previous transfers (from the second transfer on) When the transferee submits the dossier, sale staff shall check the above requested items of the dossier and see whether transferred apartment is a transferable subject under the provisions of this guidance. - If the apartment is untransferable under the provisions of this guidance, sale staff must notice and explain this to the transferee. - If the apartment is transferable with the complete dossier under the provisions, sale staff shall receive the transferees dossier of request for contract transfer. STEP 4: Check and verify the dossier of contract transfer After receiving the dossier of contract transfer, sales staff will have to examine and verify the dossiers legality, validity and complete content. The content to check and verify: - The condition of the apartment mortgage (the certification of third-party commitments with bank) Sales staff has to examine and compare the condition of the apartment mortgage to the accounting department. - The content of contract transfer document must be consistent with the condominium apartment purchase and sale contract, requiring the following main contents:

Name and number of a contract , date of signing the contract (or document if transferred from the second time on)

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 The number of apartments transferred Profile of apartment purchasers in the contract Price of apartment in the contract The transferors payment of money to the investor and documents of payment and added value invoice The payment duration of subsequent purchase and sale Time for hand-over and receipt of the apartment

Other contents must follow the forms and details provided in the appendix no.14 to the Circular No.16/2010/TT-BXD of September 1st 2010

- Paying taxes when transferring contract: Sales staff has to examine the content and validity of the original of tax notice and the receipt of money payment to state budget on tax that is to be paid for transferred apartment. Evaluation results: - In case of unsatisfactory dossier, sales staff shall report to the Head/Deputy Head of Sales Department for comments before noticing to the transferee. Sales staff is responsible to notify directly the transferee to add and modify the dossier of contract transfer. - In case of satisfactory dossier:

After appraising dossier in accordance with the provisions in this guide, sales staff makes the Certification of the investor to attach to the notarized document of contract transfer and sign at the end of the Certification of the investor.

Sales staff elaborates the appraisal report of the contract transfer dossier to report to Head/Deputy Head of Sales Department on the appraisal contents.

STEP 5: Certify the dossier of contract transfer After finishing the dossier appraisal, sales staff submits it to the Head/Deputy Head of Sales Department to control, then move it to the Chief
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Accountant or an authorized person to sign quotation before submitting the Director or sign the investors certification. STEP 6: Return the dossier of contract transfer After the Director or an authorized person to sign the certification of the dossier of contract transfer, sales staff moves it to Organization Department to seal. Sales staff shall examine all dossiers before noticing the date of receiving the dossier (the notarized document of contract transfer by the investor). The maximum duration of returning the dossier is 5 days (except holiday and Sunday) from the date sales staff received the dossier according to the receipt record of the contract transfer dossier. When handing over the dossier to the transferee, sales staff asks him/her to sign on the returning item before transferring the dossier. STEP 7: Update new customers profile From the date of the contract transfer document certified by the investor, the investor shall terminate the transaction with the transferor and directly deal with the transferee. The transferee (a new customer) shall exercise the rights and perform the obligations of the transferor (an old customer) according to the condominium apartment purchase and sale contract signed with the investor and be a house purchaser from the date of the contract transfer document certified by the investor. Then, sales staff shall directly transact with new customers about all troubles related to the implement of the condominium apartment purchase and sale contract. STEP 8: Save

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2.2. Problems of transferring condominium apartment purchase and sale contract at Hoa Phat UDC JSC During my internship at Hoa Phat UDC JSC, I have chance to work together with sales staff. I realize some problems, which reduce the effectiveness of sales staff. 2.2.1. Arranging customer dossiers This is a stage that I was directly involved. There are too many customer dossiers. They are managed in the order of apartments and are separated according to projects. Customer dossiers are stored neatly and orderly. Each customer has his own folder and a folder contains all required documents. However, documents in each folder are not arranged under a uniform order. That makes the search for customer dossiers to check, supplement or amendment very difficult and time-consuming. As a result, documents are easily lost or it causes mistakes of customer dossiers. 2.2.2. Updating the personal information change of customers Customers can unexpectedly lose their people identification card or passport so they have a new one made with some changes. Some have their permanent residence hook changed or they have two ones. All changes are to be adjusted as soon as possible by sales staff to complete the contract exactly. However, the changes also make completing the contract more complex and time-consuming. Customers data are not saved in the computer. In case sales staff does not realize the notice of the identity card change or permanent residence change, they will base on customers old documents and make a big mistake of all contracts. Consequently, they waste much time to do again from the start because to complete a dossier of customer must go through many procedures. 2.2.3. Defining responsibility of sales staff Since there are so many customer dossiers, errors and losses are inevitable. Moreover, many sales staff is together involved in managing customer dossiers. Tasks of sales staff are overlapped. It is very difficult to blame anyone for his mistakes. Even that raises conflicts among sales staff.
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Thus, it is not because of anyones mistakes, all sales staff would be responsible for it. Anyone who makes mistakes must perform the obligations of supplementing and modifying the whole folder of customer dossiers that he did wrong. 2.2.4. Guidance on preparing required documents This job makes sales staff pretty tired because they have to talk with many customers on the telephone. Moreover, customers differ in characteristic, level of knowledge and ages. Therefore, this job requires sales staffs flexibility, patience and wisdom. Before arranging an appointment with a customer at the company, sales staff must first call to ask them to prepare all necessary documents. Then, repeat all required documents on phone and give him a specific date to meet in person at the company for the transaction. However, some customers frequently bring insufficient or excessive documents frequently. Some forget to notarize the necessary documents. Some bring the marriage certificate without the identity card of their spouses. Even some bring sufficient documents but they lack of signatures co-owners. There are many unexpected problems. Especially, for new employees, to master in this job, it takes them a long time.

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PART III: Some recommendations for Hoa Phat UDC JSC In regards to the problems in the procedures of transferring condominium apartment purchase and sale contract mentioned in PART II, I would like to give some recommendations of them:

3.1. Arranging customer dossier in the uniform order Dossiers of customers in each folder should be arranged in the same order of procedure, importance, or under any provision of the company. Sales staff can make a check list pasted outside the folder for referring to documents in folders, the number of copies/originals, missing documents of the customer After using any document in the folder, sales staff shall return it under the order of a check list. Therefore, the sales staff can save time checking, supplementing and repairing customers dossiers without being afraid of confusion and loss.

3.2. Marking and computerizing the changes of customers personal information When there is any additional information or correction of the customers document, sales staff should make the notes pasted outside the folder or mark and highlight the old information of customer. If some customers have special documents or use passport instead of ID, sales staff should take notes of them. Another way is that the receiver of customers documents can pin the notice paper of changes with old documents together. To be more scientifically, the company should have a person manage and update the changes of customers personal information in the computer. Then, he/she has to send reports of these changes to everyone before making contracts. Therefore, sales staff will work more effectively and avoids mistakes when using documents for drafting a contract.

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3.3. Assigning specific responsibilities for sales staff To make responsibility of sales staff be clearer, the Head of Sales Department must assign tasks for each sales staff and he makes a table of tasks to control his sales staff. Everyone manages the certain number of dossiers. If any dossier has problems, anyone managing that dossier must be responsible for it. Sometimes they have to do their colleagues tasks to meet deadline, so they sign or take notes on the task they receive and manage. Thus, it becomes easier to defining whom responsibility belongs to.

3.4. Providing customers with detailed guidance before meeting To save time for both customer and sales staff, it is better that sales staff guide customers carefully. They can give customers an e-mail of required document list in advance. Next, sales staff calls customers to check required documents they have to prepare. Not all customers have the same set of documents, so sales staff has to take notes of differences to manage customers information conveniently. Sales staff should consider special documents from customers profile to guide customers specifically. Sales staff also asks them to call to check one more time before customers go to the company to submit their documents. Sales staff should remind them of mistakes other customers regularly take. When having any troubles, sales staff takes notes for experience.

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CONCLUSION The procedure of transferring condominium apartment purchase and sale contract is very important and becomes an indispensable part of house business for a long time. Now, it is the interest of many real estate companies in Vietnam. After 5 weeks, I knew Hoa Phat UDC JSC well and learnt how to transfer condominium apartment purchase and sale contract. As an observer, I also realized some problems at Hoa Phat UDC JSC such as arranging customer dossiers, updating the personal information change of customers, defining responsibility of sales staff and guidance on preparing required documents. Thus, I gave them four recommendations in regards to the four problems to help them improve their effectiveness. I hope with my limited knowledge and experience gained from Hoa Phat UDC JSC in a short time, this report is not only an interesting information source but also a useful reference.

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REFERENCCES 1. Law on housing 2005 in Viet Nam 2. The Government Decree No. 71/2010/ND-CP of June 23rd, 2010 3. Circular No. 16/2010/TT-BXD of September 1st, 2010 4. Annual Report 2011 of Hoa Phat Group 5. Website links:
http://thegioicanho.com/a/bat-dong-san-se-ha-nhiet-sau-nghi-

dinh-71/2661/148/#.UCInCKBhMSQ
http://ashui.com/mag/index.php/chuyenmuc/batdongsan/69-

batdongsan/3222-nghi-dinh-71-mo-va-dong.html
http://ashui.com/mag/chuyenmuc/bat-dong-san/3121-bat-dong-

san-lieu-co-lot-xac-sau-nghi-dinh-71.html
http://tamnhin.net/Phapluat/2730/Nghi-dinh-71-Tien-bo-va-kho-

hieu.html
http://cafeland.vn/tin-tuc/tin-hieu-tot-cho-thi-truong-bat-dong-

san-25506.html
http://sanbatdongsan24h.com.vn/Default.aspx?

mod=News&action=List&ID=862&Temp=dmj_vn&Language=v n
http://hoaphat.com.vn/

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