Marketing

xq`yuzpjkh}edacglfwsmtinbxq` yuzpjkh}edacglfwsmtinbxq`yuzpj kh}edacglfwsmtinbxq`yuzpjkh }edacglfwsmtinbxq`yuzpjkh}eda cglfwsmtinbxq`yuzpjkh}edacglfw _YKG@MU Y@_KYU KN BHYL@UJNA C@HE $ ]CKPFE@Y] smtinbxq`yuzpjkh}edacglfwsmt inbxq`yuzpjkh}edacglfwsmtinb xq`yuzpjkh}edacglfwsmtinbxq` yuzpjkh}edacglfwsmtinbxq`yuzpj kh}edacglfwsmtinbxq`yuzpjkh }edacglfwsmtinbxq`yuzpjkh}eda cglfwsmtinbxq`yuzpjkh}edacglfw smtinbxq`yuzpjkh}edacglfwsmt inbxq`yuzpjkh}edacglfwsmtinb xq`yuzpjkh}edacglfwsmtinbxq` yuzpjkh}edacglfwsmtinbyuzpjkh ?+??+???? him

Mknu`nu}

Mknu`nu} ........ ............... ............... ................ ................ ............... ............... ................ ............... ............... ................ ................ ............. ......... ........ ........ ........ ....... ... 9 JNUYKEPMUJKN JNUYKEPMUJK N........ ............... ............... ................ ................ ............... ............... ................ ............... ............... ................ ................ ............. ......... ........ ......= BHYL@UJNA BJS....... ............... ................ ................ ............... ............... ................ ............... ............... ................ ................ ............... .............. ........... ....... ... 5 BHYL@UJNA ]@AB@NUHUJKN]..................................... ]@AB@NUHUJKN]........................................................................ .............................................. ...........3 3 BHYL@UJNA Y@]@HYMC........ ................ ................ ............... ............... ................ ............... .............. ........... ........ ........ ........ ........ ........ ........ ........ ......: JNU@YNHF $ @SU@YNHF ]KPYM@ KD JNDKYBHUJKN JNDKYBHUJK N........ ................ ................ ............... ............ ......... ........ ........ ...... ..89 MKNMFP]JKN ....... ............... ............... ............... ................ ................ ............... ............... ................ ............... .............. ........... ........ ........ ........ ........ ........ ......85 Y@MKBB@NEHUJKN Y@MKBB@NEHUJ KN............................................................. ............................................................................... .............................. ................... ....... 80 Y@DY@NM@]........ ............... ............... ................ ............... ............... ................ ................ ............... ............... ................ ............... ............... ................ ........... ... 84 IJIJFKAYH_CZ

.................................................... ......................... ...................................................... ................................................ ..................... 81

...................................................... ........................... ...................................................... ................................................................. ............................................. ....... 81

9

JNUYKEPMUJKN J mckk}` uc` pykemu ‽C`he $ ]ckpfe`y} ‽ iz _ykmuky $ Ahbif` #C`hfuc $ I`huz Mhy`* Fue.& @nafhne. Q` lnkq uchu ]chbpkk} hy` a`n`yhffz uhya`u`e hu pp`y bjeef` mfh}}& bjeef` mfh}} hne ck}` qjt`}& pp`y mfh}} yyhf mkn}b`y} hne u``nha`y}.

_$A j} kn` uc` i`}u mkbphnz jn uc` qkyfe. Uc`z hy` }jna hethnm`e u`mcnkfkaz jn bhljna hff uzp`} kd pykemu}. _$A thf` uc` m}ukb`y‚} kpjnjkn qcjf` q cjf` bhljna pykemu}. Ucykac ucj} y`pkyu J hnhfzw` uc` bhyl`ujna }uyhu`az& bhyl`ujna bjs y`}`hymc& jnu`ynhf $ `su`ynhf `ntjyknb`nu $ ]QKU Hnhfz}j} kd uc` mkbphnz. cuup7++qqq.pa.mkb+`n[P]+jne`s.. cuup7++qqq.pa.mkb+`n[P]+jne`s qqq.c`he$}ckfe`y}.mkb

=

BHYL@UJNA BJS

Djy}u kd hff q` qjff uhfl hiku bhyl`ujna bjs. Ju ch} c h} dky mhu`akyj`}. 8. _ykepmu7 Ju j} h uhnajif` kig`mu ky hn jnuhnajif` }`ytjm`. 9. _yjm`7 Ju j} uc` hbknu h m}ukb`y phz} dky uc` pykemu. =. _fhm`7 Ju y`py`}`nu} uc` fkmhujkn qc`y` h pykemu mhn i` pymch}`e< ju j} kdu`n y`d`yy`e uk

h} uc` ej}uyjiujkn mchnn`f. 5. _ykbkujkn7 Ju y`py`}`nu} hff kd uc` mkbbnjmhujkn} uchu h bhyl`u`y bhz }` jn uc`

bhyl`upfhm`. Ju ch} dky ej}ujnmu `f`b`nu}7 het`yuj}jna& pifjm y`fhujkn}& p`y}knhf }`ffjna hne }hf`} pykbkujkn. h. _YKEPMU7

C`he hne ]ckfe`y} ]chbpkk j} h pkpfhy iyhne kd }chbpkk. Ju j} kn` kd uc` q`ff lnkqn  pykemu} kd _$A Mkbphnz. Ju j} kn` kd uc` y`fjhif` }chbpkk} uchu y`bkt`} ehneydd hne ajt`} ay`hu fkkl uk zky chjy. Zk mhn a`u }kdu bhnha`hif` chjy hdu`y }jna ucj} phyujmfhy  5

 iyhne kd }chbpkk. Ju} }p`mjhf dkybfh` qkfe nku uykif` zk qjuc zky ehneydd dfhl`}. Ju j} kn` kd uc` i`}u hnuj" ehneydd }chbpkk} uchu j} }`ytjna uc` p`kpf` dky 0 z`hy}. _ykepmu e`uc7 

]bkkuc hne }jflz #Bhl`} chjy }bkkuc`y }bkkuc`y hne }jflj`y*



Y`dy`}cjna b`nuckf hne }jflz # qcjmc y`bkt`} }mhfp jumc jumc hne pyktje`} h mkkf }`n}hujkn*



Mf`hy hne Ihfhnm`e #Qcjmc j} }hje uk uk pyktje` yjacu ihfhnm` kd mf`hnjna $ mknejujknjna*



Mfh}}jm Mf`hn ]chbpkk $ Mknejujkn`y 



Eyz ]mhfp ]chbpkk $ Mknejujkn`y 



Km`hn Fjdu ]chbpkk



Y`}ukyjna ]cjn`



Y`dy`}c ]chbpkk

cuup7++qqq.pa.mkb+`n[P]+iyhne}+hff[iyhne}.}cubf.

i. _YJM@7

Uc` pyjm`} kd uc` pykemu} hy` y`h}knhif` hne hy` qjucjn uc` `h}z y`hmc kd uc` p`kpf`. Uc`}` hy` jnu`ynhf dhmuky uchu hy` hdd`mujna pyjmjna kd C`he $ ]ckfe`y}.

 Akhf} $ Kig`mujt`}7

Kn` kd uc` bk}u jbpkyuhnu dhmuky} j} mkbphnz‚} akhf} hne kig`mujt`& mkbphnz }`u} ju} akhf} $ kig`mujt`} dky bhjnuhjn uc` bhyl`u }chy` kd C`he $ ]ckfe`y} hne dky  }ytjthf jn uc` bhyl`u.

 Mk}u h}`mu} hmuphf mk}u7"

0

Uc`y` j} hf}k mk}u jntkft`} jn uc` uyhn}pkyuhujkn kd C`he $ ]ckfe`y} $ ju} pykbkujknhf het`yuj}`b`nu.

 Kyahnjwhujknhf mkn}je`yhujkn7"

_yjm` kd C`he $ ]ckfe`y} }`u iz i z uc` Iyhne Ejy`muky& bhyl`ujna bhnha`y& Iyhne bhnha`y hne Mkbphnj`} Hmujthujkn bhnha`y. Mchna` kmmy} jn uc` pyjm` p yjm` kd uc` C`he $ ]ckfe`y} ]ck fe`y} e` uk uc` mkbp`ujuky‚} pyjm` }uyhu`az. Uc`}` hy` `su`ynhf dhmuky} uchu hy` hdd`mujna pyjmjna kd C`he $ ]ckfe`y}.

 Bhyl`u Hne e`bhne7"

C`he $ ]ckfe`y} dhmjna ukac mkbp`ujujkn i`mh}` kd }k bhnz mkbp`ujuky}. Mkbphnj`} dkffkq uc` pykbkujknhf pyjm` }uyhu`az jn }bb`y  }`h}kn} i`mh}` jn }bb`y }`h}kn} uc` e`bhne dky uc` C`he $ ]ckfe`y} jnmy`h}`.

 Mkb`ujuky} yjmjna }uyhu`az7"

Mkbphnz‚} pyjm` hne pykbkujknhf }uyhu`az hf}k hdd`mu`e iz uc` mkbp`ujuky‚} pyjm` }uyhu`az. Iu fmljfz C`he $ ]ckfe`y} ckfe} xju` akke }chy` jn uc` bhyl`u }k mkbp`ujuky} bhz cht` uc` `dd`mu kn uc` pyjmjna }uyhu`az  iu nkybhf `su`nu.

U`mcnjxp`} kd Ej}mkpnu}7

C`he $ ]ckfe`y} hf}k kdd`y} ejdd`y`nu ej}mknu u`mcnjx`} dky uc` ej}uyjiuky}& y`uhjf`y} hne m}ukb`y} hf}k. qqq.qjljp`ejh.kya

m. _FHM@7 4

Hff uc` C`he hne ]ckfe`y} pykemu} hy` hthjfhif` jn hff uc` f`hejna }uky`} kd uc` mknuyz.

  Ej}uyjipujkn mchnn`f7"

_$A }`} uc`}` f`t`f} kd ej}uyjiujkn kd C`he $ ]ckfe`y}. Mkbhnz

Ej}uyjipu`

Y`uhjf`y

Mp}ukb

C`he $ ]ckfe`y} hy` ej}uyjiu`e ucykac uc` aykp kd ikuc uc` bhjn }ppfj`y jn uc` mjuz hne }bhff ej}uyjiu`y}< ju j} qje`fz hthjfhif` hu bk}u y`uhjf }ckp}. C`he $ ]ckfe`y} }chbpkk j} `h}jfz hthjfhif` jn uc` bhyl`u. qqq.}myjie.mkb

8. _ykbkujkn7 H} q` lnkq _$A }`} `su`n}jt` pykbkujknhf ukkf} uk pykbku` ju} pykemu C`he $ ]ckfe`y}. _$A }`} uc`}` ukkf} dky uc` het`yuj}`b`nu. 

U.T



Jnu`yn`u



Yhejk



Bhahwjn`}



_hbpcf`u}



Ijff ikhye}



_k}u`y}



 N`q} _hp`y 

]hf`} pykbkujkn j} ekn` kn h mknujnk} ih}j}. Ucj} uzp` kd pykbkujkn jnmfe`} mkpkn}& }hbpf`}& hne y`qhye}& Ej}pfhz} E j}pfhz} `um.

1

Kig`mujt`} kd ykbkujkn Uc`}` hy` uc` kig`mujt`} kd pykbkujkn mhbphjan. Ucj} mhn i` }bbhyjw`e h} EYJ_.

8. Jndkyb7 ju jndkyb} $ bhl`} pku`nujhf m}ukb`y} hqhy` kd djyb‚} pykemu}. 9. _`y}phe`7 ju huu`bpu} uk p`y}he` myy`nu $ pku`nujhf m}ukb`y uc`

e`}jyhijfjuz kd izjna $ }jna h pykemu. =. Y`bjne7 ju y`bjne} p`kpf` kd h n``e uc`z bjacu cht` ky h pykif`b uchu j}

myy`nufz nku }kft`e ky y`bjne} uc`b kd uc` i`n`dju} kd uc` ph}u uyhn}hmujkn} $ }k mkntjnm` uc`b uchu uc`z }ckfe }ck fe `nu`y jnuk h }jbjfhy  `smchna`. 5. Ju hmu} h} h} h ih}j} kd kd ejdd`y`nu ejdd`y`nujhujk jhujkn n `}p`mjhffz `}p`mjhffz jn h bhyl`u bhyl`u qc`y` qc`y` uc`y` uc`y` j} h fjuuf` uk ej}ujnaj}c i`uq``n mkbp`ujna pykemu} $ iyhne. qqq.}myjie.mkb

BHYL@UJNA ]@AB@NUHUJKN] ]@AB@NUHUJKN]

H} q` lnkq ejdd`y`nu p`kpf` cht` ejdd`y`nu n``e} uc`y`dky` bhyl`u dky bhnz pykemu} hy` nku ckbka`nk}. Ejdd`y`nu aykp kd iz`y} qhnu ejdd`y`nu i`n`dju} dykb uc` }hb` pykemu. Hne h} mkbphnz mkbphnj`} mhnnku hpp`hf uk hff iz`y} jn uc` bhyl`u pfhm`. H bhyl`u }`ab`nu j} h }i"}`u kd h bhyl`u bhe` p kd p`kpf` ky kyahnjwhujkn} qjuc kn` ky bky` mchyhmu`yj}ujm} uchu mh}` uc`b uk e`bhne }jbjfhy pykemu ky }`ytjm`} ih}`e kn xhfjuj`} kd uck}`  pykemu} }mc h} pyjm` ky dnmujkn. Bhyl`ujna }`ab`nuhujkn mhn i` e`djn`e jn uc` u`yb kd uc` ]U_ hmyknzb. ] }uhne} dky ]`ab`nu. U }uhne} dky Uhya`u. _ }uhne} dky _k}jujkn. Uc`y`dky` bhyl`ujna }`ab`nuhujkn c`fp} uc`b uk bhl` uc` yjacu y`fhujkn}cjp qjuc uc` yjacu m}ukb`y}. Ip}jn`}} Bhyl`u }`ab`nuhujkn7 3

C`he $ ]ckfe`y} hy` hthjfhif` jn ejdd`y`nu phml} qjuc ejdd`y`nu pyjm`& }k uchu p`kpf` mhn iz ju `h}jfz. _$A hf}k dkm} kn p`kpf` mckjm` mck jm` ky jnu`y`}u. _k}jujknjna7

_$A pyktjejna py`bjb iyhne jn}u`he kd ju} mkbp`ujuky} iz }jna }p`yjky u`mcnkfkaz. Iyhnejna7

Q` lnkq uchu _$A ch} kn` kn ` kd uc` fhya`}u $ }uykna`}u pkyudkfjk} kd uy}u`e iyhne} jn uc` qk yfe& jnmfejna C`he $ ]ckfe`y}. _$A qhnu`e uk yn h iyhne mhbphjan dky C`he $ ]ckfe`y} uk eyjt` hqhy`n`}} hne jnmy`h}` pymch}` jnu`nu. I`n`dju} kd afkihf iyhnejna7

•

@mkn @mknkb kbjj`} kd }mhf mhf` #pyke pykem muujkn hne hne ej} ej}uyji uyjiu ujk jkn* n*

•

Fkq`y bhyl`ujna mk}u}

•

Fhz Fhzjna jna uc` uc` ayk aykne neqk qkyl yl dky dky du duy y`` `su `su`n `n}}jkn} jkn} qkyf kyfeqje eqje``

•

Bhjnuhjnjna mk mkn}j}u`nu iyhne jbha`yz

I`n`dju} kd }`ab`nuhujkn 8. Qc`n mckk}jna mckk}jna i`uq``n i`uq``n mkbp`ujna mkbp`ujna kdd`y}& kdd`y}& m}ukb`y m}ukb`y}} }`f`mu uc` uc` kdd`y kdd`y uchu b``u} b``u} uc`jy  uc`jy  n``e} i`uu`y uchn hnz kuc`y. 9. ]p`mjhfj}u} ]p`mjhfj}u} mhn mhn i` }`e }`e dky `hmc `hmc kd uc` uc` kyahnjwhujkn kyahnjwhujkn‚} ‚} bhgky bhgky }`ab`nu}. }`ab`nu}. =.

Uc` ukuhf ukuhf bhyl`ujna bhyl`ujna iea`u iea`u mhn i` hffkmhu`e hffkmhu`e pykpkyuj pykpkyujknhu`f knhu`fz z uk `hmc }`ab`nu }`ab`nu hne uc` uc` fjl`fz y`uyn dykb `hmc }`ab`nu. Ucj} kpujbjw`} y`uyn kn jnt`}ub`nu.

5. Uc` kyahnjwhujk kyahnjwhujkn n mhn uyz uk ekbjnhu ekbjnhu`` phyujmfhy phyujmfhy }`ab`nu} }`ab`nu} uc} uc} ahjnjna ahjnjna mkbp`ujujt` mkbp`ujujt` hethnuha`. qqq.qjljp`ejh.kya

BHYL@UJNA Y@]@HYMC H} q` lnkq Bhyl`ujna y`}`hymc j} uc` }z}u`bhujm ahuc`yjna& y`mkyejna& hne hnhfz}j} kd ehuh hiku j}}`} y`fhujna uk bhyl`ujna pykemu} hne }`ytjm`}. Bhyl`ujna Y`}`hymc j} uc` dnmujkn uchu fjnl} uc` mkn}b`y& m}ukb`y $ pifjm uk uc` bhyl`u`y ucykac jndkybhujkn. Jndkybhujkn }`e uk :

je`nujdz $ e`djn` bhyl`ujna kppkyunjuj`} $ pykif`b}< a`n`yhu`& y`djn`& hne `thfhu` bhyl`ujna hmujkn}< bknjuky bhyl`ujna p`ydkybhnm`< hne jbpykt` ne`y}uhnejna kd bhyl`ujna h} h pykm`}}. Bhyl`ujna y`}`hymc }p`mjdj`} uc` jndkybhujkn y`xjy`e uk heey`}} uc`}` j}}`}& e`}jan} uc` b`ucke dky mkff`mujna jndkybhujkn& bhnha`} hne jbpf`b`nu} uc` ehuh mkff`mujkn pykm`}}& hnhfzw`} uc` y`}fu}& hne mkbbnjmhu`} uc` djnejna} hne uc`jy jbpfjmhujkn}. Uc` akhf kd bhyl`ujna y`}`hymc j} uk je`nujdz hne h}}`}} ckq mchnajna `f`b`nu} kd uc` bhyl`ujna bjs jbphmu} m}ukb`y i`chtjky. Uc`y` hy` uqk uzp` kd bhyl`ujna y`}`hymc.  _yjbhyz y`}`hymc

_yjbhyz y`}`hymc j} hf}k mhff`e dj`fe y`}`hymc. Ju jntkft`} uc` mkff`mujkn k d ehuh uchu ek`} nku hfy`hez `sj}u& qcjmc j} y`}`hymc uk mkff`mu kyjajnhf k yjajnhf ehuh. _yjbhyz Y`}`hymc j} kdu`n ne`yuhl`n hdu`y uc` y`}`hymc`y ch} ahjn`e }kb` jn}jacu jnuk uc` j}}` iz mkff`mujna }`mknehyz ehuh. Ucj} mhn i` ucykac nb`yk} dkyb}& jnmfejna x`}ujknnhjy`}& ejy`mu ki}`ythujkn $ u`f`pckn` jnu`ytj`q} hbkna}u kuc`y}.  ]`mknehyz y`}`hymc

]`mknehyz y`}`hymc j} hf}k lnkqn h} e`}l y`}`hymc. Uc` u`yb j} qje`fz }`e jn bhyl`u y`}`hymc. Ju jntkft`} uc` }bbhyz& mkffhujkn $ ky }znuc`}j} kd `sj}ujna y`}`hymc yhuc`y  uchn pyjbhyz y`}`hymc& qc`y` ehuh j} mkff`mu`e dykb y`}`hymc }ig`mu} ky `sp`yjb`nu}.

_$A `bpfkz `bpfkz`e `e bhyl`u bhyl`u y`}`hy y`}`hymc`y mc`y}} dky `t`yz pykemu pykemu ejtj}jkn ejtj}jkn.. Uc` mkbphn mkbphnz z hf}k hf}k che uqk  pykemu ejtj}jkn}. Uc` mkbphnz hf}k che uqk jne`p`ne`nu jn"ck}` y`}`hymc aykp} qcjmc q`y` y`}pkn}jif` dky het`yuj}jna y`}`hymc hne bhyl`u u`}ujna. Xphfjuhujt` Y`}`hymc Ukkf}

A`n`yhu` n`q je`h} dky pykemu hne bhyl`u e`t`fkpb`nu. Uc` y`}`hymc`y} `naha`e uc` m}ukb`y} jn e`uhjf e`uhjf`e `e ej}m} ej}m}}jk }jkn} n} kt`y kt`y ejdd`y ejdd`y`nu `nu d`huy d`huy`} `} kd uc` mkbphn mkbphnz!} z!} pykemu pykemu}. }. H} h y`}fu y`}fu&& uc`   p`y}knhf jnu`yhmujkn i`uq``n y`}fu& uc` p`y}knhf jnu`yhmujkn i`uq``n uc` y`}`hymc`y} hne uc` mkn}b`y} qh} cjac. Uc` bhgky xhfjuhujt` y`}`hymc ukkf} }`e iz _$A jnmfe`e dkm}"aykp ej}m} ej}m}}jk }jkn}& n}& jn" ckb` ckb` tj}ju} tj}ju}&& jn"mknu jn"mknu`su `su tj}ju} tj}ju} hne jn"}uk jn"}uky` y` jnu`yt jnu`ytj`q j`q.. _$A hf}k hf}k `bpfkz `bpfkz`e `e xhnujuhujt` y`}`hymc ukkf} `su`n}jt`fz. Uc`}` ukkf} c`fp`e jn a`n`yhujna n`q pykemu je`h} dky  _$A. Qcjf` uc` }hbpf` }jw`} dky xhnujuhujt` y`}`hymc qh} }hffz fhya`y& uc` p`y}knhf 8?

Jnu`yhmujkn i`uq``n uc` y`}`hymc`y} hne uc` y`}pkne`nu} qh} bjnjbhf. _$A }jna uc` Ukkf} fjl` }yt`z} ucykac q`i ky pyhmujmhf hppykhmc jn uc` bhyl`u. Uc`}` hy` uc` ]js ]u`p} dky Mknemujna Xhnujuhujt` Bhyl`ujna Y`}`hymc. 

Je`nujdzjna hne e`djnjna zky pykif`b



E`t`fkpjna zky hppykhmc



@}uhifj}cjna y`}`hymc e`}jan hne }uyhu`az



Mkff`mujna uc` ehuh



_`ydkybjna ehuh hnhfz}j}



Y`pkyujna hne py`}`nuhujkn

Mknepmujna Bhyl`ujna Y`}`hymc Knfjn`

_$A mknemu`e knfjn` mknm`pu u`}u} uk a`u d``eihml dykb mkn}b`y}. Ucj} d``eihml c`fp`e ju jn n`q pykemu jnuykemujkn $ fhnmcjna ju jn jbpykt`e t`y}jkn} kd `sj}ujna pykemu}. Uc` I`n`dju}

_$A!} knfjn` }yt`z} }ht`e mkn}je`yhif` ujb` hne mk}u} dky uc` mkbphnz. P}jna uyhejujknhf b`ucke}& h mkn}b`y }yt`z mk}u uc` mkbphnz hykne %4?&??? hne ukkl hu f`h}u %4?&??? $ ukkl ucy`` uk dky q``l}. qqq.qjljhn}q`y}.kya

Hethnuha` kd _yjbhyz Y`}`hymc7 8. _yjb _yjbhy hyz z ehuh ehuh mkff mkff`m `muj ujkn kn dkm dkm}` }`}} kn j}} j}}`} `}

}p`m }p`mjd jdjm jm uk uc` uc` y`}` y`}`hy hymc mc`y `y&& jbpy jbpykt ktjn jna a uc` uc` mchn mchnm` m`}} uchu uchu uc` uc` y`}` y`}`hy hymc mc dne dne}} hy` hy` }p`n }p`nuu `ddjmj`nufz. 9. _yjbhyz ehuh mkff`mu`e iz uc` y`}`hymc`y j} uc`jy 

kqn. =.

Y`fhujt`fz fkq mk}u.

5.

Ehuh j} mkff`mu`e xjmlfz. 88

E`puc kd jndkybhujkn mkff`mu`e.

0.

Ej}hethnuha` kd _yjbhyz Y`}`hymc7 8. Ju bhz i` t`yz `sp`n}jt` i`mh}` bhnz p`kpf`

n``e uk i` mkndyknu`e. 9. Qc`n uc` y`}`hymc j} mkbpf`u` ju bhz i` ku kd 

ehu`. =. Ju y`x y`xj jy` y`}} `sp` `sp`yu yu.. 5.

_`kpf` bhz cht` uk i` `bpfkz`e ky htkje uc`j uc`jyy pyjb pyjbhy hyz z euj euj`} `} dky dky uc` uc` eyhu eyhujk jkn n kd uc` uc` y`}`hymc.

0. Hf}k _`kpf` bhz nku y`pfz jd `bhjf} ky f`uu`y}

hy` }`e.

Hethnuha` kd ]`mknehyz Y`}`hymc7

8. Ju j} hfy` hfy`hez hez hthj hthjfh fhif if`. `. 9. Kiuhjn Kiuhjn`e `e bky` bky` xjml xjmlfz fz $ mc`hpfz mc`hpfz.. =. Ju pyktje`} pyktje`} jndkybhu jndkybhujkn jkn qcjmc j} j} y`fhu`e y`fhu`e uk uc` }jnaf` }jnaf` mkbphnz mkbphnz mhnnku mhnnku mkff`mu mkff`mu kn ju} kqn kqn i`mh}` ju qkfe i` ukk `sp`n}jt` $ hf}k ujb` mkn}bjna.

Ej}hethnuha` Ej}hethnuha` kd ]`mknehyz Y`}`hymc7

8. Bhz i` ju ek`} nku bhumc uc` ajt`n pykg`mu ky ju

bhz i` jyy`f`thnm`. 9.

Ju bhz i` ku kd ehu`. qqq.akkaf`.mkb

JNU@YNHF $ @SU@YNHF ]KPYM@ KD JNDKYBHUJKN JNDKYBHUJKN 89

_$A }ckfe dkm} kn uc` hthjfhijfjuz kd uc`}` jnu`ynhf $ `su`ynhf }kym`} kd jndkybhujkn qc`n  pfhnnjna hiku hn `sphn}jkn.

Jnu`ynhf }kpym`7

8.

Djnhnmjhf7 Djnhnmjhf j}}` b}u mkn}je`y qcjf` bhljna h pfhnnjna hiku `sphn}jkn.

9.

bhmcjn`yz j} hf}k t`yz jbpkyuhnu i`mh}` mk}u kd bhmcjn`yz Bhmcjn`yz7 bhmcjn`yz bhuu`y.

=.

Bhu`yjhf7 Hf}k mc`ml uc` hthjfhijfjuz kd yhq bhu`yjhf.

5.

_`y}knn`f y`}kpym`}7 p`y}knn`f y`}kym`} hf}k hdd`mu.

@su`ynhf }kpym`7 8.

]kmjhf dkym`} 7

_kpfhujkn kd uc` mknuyj`}& uc`jy jnmkb` $ mfuy` hf}k bhuu`y qc`n  pfhnnjna hn `sphn}jkn. 9.

@mknkbjm dkym`}7

Mc`mljna @mknkbjm dkym`} kd uc` mknuyj`} hf}k t`yz jbpkyuhnu& ju jnmfe`} jnu`y`}u yhu` f`t`f& a`n`yhf `mknkbjm mknejujkn kd uc` mknuyj`}& jndfhujkn yhu`& AE_& n`bpfkzb`nu f`t`f `um. =.

E`bkayhcjm dkym`}7

Qc`n pfhnnjna hn `sphn}jkn e`bkayhpcjm dkym`} b}u mkn}je`y. Ju jnmfe`} pkpfhujkn }jw`& aykquc yhu`& ha` ej}uyjiujkn& `emhujknhf f`t`f} `um. 5.

U`mcnkfkajmhf dkym`}7

Ju y`d` y`d`y} y} uk uc` uc` b`hn} b`hn} mck}`n mck}`n iz }kmj }kmj`u `uz z uk ek }`d }`df f qkyl qkyl.. P}jn P}jna a hethnm`e u`mcnkfkaz hf}k t`yz jbpkyuhnu dky uc` `sphn}jkn.

8=

0.

Y`apfhukyz dkym`}7

Uc`z e`djn` f`ahf dyhb`qkyl iykacu hiku iz akt`ynb`nu akt`ynb`nu f`aj}fhujkn f`aj}fhujkn $ qjucjn qcjmc djyb} b}u kp`yhu`. Uc` f`aj}fhujkn j} hjb`e hu pyku`mujna mkbphn mkbphnj`} j`} dykb dykb ndhjy ndhjy mkbp`u mkbp`ujuj jujkn& kn& uk pyku`m pyku`muu m}ukb m}ukb`y} `y} dykb dykb ndhjy  ndhjy   i}jn`}} pyhmujm`} $ dky `ntjyknb`nuhf mkn}`ythujkn. ]mc hmujkn} y`em` uc` pykdju pku`nujhf kd djyb}. _$A e`}jan`e phu`nu fhq} dky uc` i`n`dju hne  pyku`mujkn kd djyb}. 4.

Mkb`ujujt` dkym`}7

Uc` mkbp`ujujt` `ntjyknb`nu j} e`djn`e iz uc` jne}uyz qjucjn qcjmc h djyb kp`yhu`}. Hn jne}uyz j} h aykp kd mkbphnj`} uchu kdd`y pykemu} uchu }huj}dz }jbjfhy m}ukb`y n``e} uc` ihnljna jne}uyz. _$A j} }jna Bjmch`f _kyu`y‚} djt` dkym`} kd mkbp`ujujkn uk ahjn hn jn}jacu jnuk hn jne}uyz‚} pykdjuhijfjuz $ mkbp`ujujt`n`}}. 

Ucy`hu kd n`q `nuyhnu}

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Ucy`hu kd }i}ujuu` pykemu}

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Ihyahjnjna pkq`y kd iz`y} qqq.qjljhn}q`y}.kya

MKNMFP]JKN

85

_$A j} Nk.8 Mkbphnz jn uc` qkyfe. Uc`y` hy` }k bhnz h pykemu kd ucj} mkbphnz< C`he $ }ckfe`y} j} kn` kd uc`b. _$A dkm} kn xhfjuz kd uc` pykemu. Uc`z hy` kdd`yjna c`he $ }ckfe`y} dky ejdd`y`nu uzp`} kd p`kpf`. Uc`jy pypk}` hy` uk pyktje` iyhne`e pykemu} hne }`ytjm`} kd }p`yjky xhfjuz hne thf` uchu jbpykt` uc` fjt`} kd uc` qkyfe!} mkn}b`y} dky nkq hne n`su a`n`yhujkn. Dykb uchu& uc`z mhn a`u y`qhye dykb m}ukb`y dky f`he`y}cjp }hf`} hne f`hejna iyhne nhb` jn bhyl`u. Uc`z hf}k dkm} kn bhyl`ujna bjs& bhyl`ujna }`ab`nuhujkn hne iyhnejna j}}`}. Uc`z Uc `z mkff mkff`m `muu jndk jndkyb ybhu hujk jkn n ikuc ikuc dykb dykb `su` `su`yn ynhf hf hne hne jnu` jnu`yn ynhf hf `ntjy `ntjykn knb` b`nu nu qc`n qc`n bhlj bhljna na h  pykbkujknhf mhbphjan. _$A cht` uhf`nu`e bhnha`b`nu hne uc`z hy` }jna hethnm`e u`mcnkfkaz jn bhljna pykemu}.

qqq.}myjie.mkb

Y@MKBB@NEHUJKN

8. _ykbkujknhf kdd`y}7 80

_$A }ckfe kdd`y pykbkujkn. 9. Bhjnuhjn }uykna }pfz mchjn7

_$A }ckfe bhjnuhjn }uykna }ppfz mchjn. =. H}}kmjhu` qjuc kpfhy `kf`7

Ju }ckfe i` h}}kmjhu`e qjuc pkpfhy p`kpf`. p` kpf`. 5. I`uu`y pnmc fjn`7

I`uu`y pnmc fjn` hf}k n`m`}}hyz. 0. Ej}u Ej}uyj yjip ipuj ujkn kn mchnn mchnn`f `f77

Hf}k n``e bky` ej}uyjiujkn mchnn`f.

Y@DY@NM@] 8.

qqq.c`he$}ckfe`y}.mkb.. qqq.c`he$}ckfe`y}.mkb

9.

cuup7++qqq.pa.mkb+`n[P]+jne`s.}cubf

=. cuup7++qqq.pa.mkb+`n[P]+iyhne}+hff[iyhne}.}cubf 84

5. qqq.mjhk.mk.l . .pa.mkb+pykemu}+pykemu}+c`heHne]ckpfe`y}.cubf. 0. qqq.pl .pa.mkb+pykemu}+pykemu}+

cuup7++`n.qjljp`ejh.kya+qjlj+_ykmu`y[94[Ahbif`.. 4. cuup7++`n.qjljp`ejh.kya+qjlj+_ykmu`y[94[Ahbif`

1. qqq.pai`huzaykkbjna}mj`nm`.mkb+y`d`y`nm`} "djn`fjn`}.cubf. 3. cuup7++`n.qjljp`ejh.kya+qjlj+C`he[94[]ckfe`y} :. qqq.}myjie.mkb 8?.

qqq.qjljp`ejh.kya

88.

qqq.qjljhn}q`y}.kya

89.

qqq.akkaf`.mkb

IKKL]7

8.

_yjn _yjnmj mjpf pf`} `} kd kd Bhy Bhyl` l`uj ujna na #_cj #_cjfj fjp p Lku Lkuf` f`y* y*

9.

Bhyl`ujna bhnha`b`nu #8=uc `ejujkn*

=.

Bhyl Bhyl`u `ujn jna a iz Qjff Qjffjh jhb b B. B. pyje pyje`` 9??3 9??3 `ej `ejuj ujkn kn

5.

Bhyl`ujna }uyhu`az iz ]u`t`n _. ]mcnhhy}

0.

Bhyl`ujna iz Ahyz Hyb}uykna

IJIJFKAYH_CZ

8. Ihhfihlj& Ihhfihlj& Jbhe I< Bhfcku Bhfckuyh& yh& Nhy`}c Nhy`}c L. Bhyl`ujn Bhyl`ujna a bhnha`b`nu bhnha`b`nu ih}`} dky dky jnu`ynhuj jnu`ynhujknhf knhf bhyl`u }`ab`nuhujkn7 Hn hfu`ynhujt` fkkl hu uc` }uhnehyejwhujkn+m}ukbjwhujkn e`ihu`. Jnu`ynhujknhf Bhyl`ujna Y`tj`q< 8::=< 8?& 8< pa. 8:

81

9. Mht}ajf& Mht}ajf& ]. Uhb`y& Uhb`y& Wk& Wk& ]chkbjna ]chkbjna hne Nhje& Nhje& A.B. A.B. #8::=*. #8::=*. _ykemu _ykemu hne hne _ykbkujkn _ykbkujkn Hehpuhujkn jn @spkyu T`nuy`}7 Hn @bpjyjmhf Jnt`}ujahujkn. Gkynhf kd Jnu`ynhujknhf I}jn`}} ]uej`} 95#Dhff*751:”0?4. =. Mht}ajf& Mht}ajf& ]. Uhb`y Uhb`y hne Wk& ]chkbjna ]chkbjna #8::5*. #8::5*. Bhyl`uj Bhyl`ujna na ]uyhu`az"_` ]uyhu`az"_`ydky ydkybhnm` bhnm` Y`fhujkn}cjp7 Hn Jnt`}ujahujkn kd uc` @bpjyjmhf Fjnl jn @spkyu Bhyl`u T`nuy`}. Gkynhf kd Bhyl`ujna 03#Ghnhyz*78”98. 5. Mcymcjff& Mcymcjff& A. A. H. #8::0* #8::0* Bhyl`ujna Bhyl`ujna y`}`hym y`}`hymc7 c7 b`uckekfk b`uckekfkajmhf ajmhf dknehu dknehujkn}& jkn}& 4uc 4uc `ejujkn& `ejujkn& ]kuc"Q`}u`yn+Uckb}kn F`hynjna& Bh}kn& Kcjk. 0. Mchpu` Mchpu`yy 8& pp. 8?"9 8?"9= = hne mchpu mchpu`y `y =& pp. pp. 39"889 39"889.. 4. Qjf}kn& Qjf}kn& H. H. B. B. #9??=* #9??=* Bhyl`ujna Bhyl`ujna y`}`hymc7 y`}`hymc7 hn hn jnu`ayh jnu`ayhu`e u`e hppykhm hppykhmc& c& 1. Djnhnmjhf Djnhnmjhf Ujb`} Ujb`} _y`nujm _y`nujm`` Chff& Chff& Chyfkq. Chyfkq. Mchpu`y Mchpu`y 9& pp. 8:"51. 8:"51. 3. Bhfckuyh& Bhfckuyh& N. L. L. #9??5* Bhyl`ujna Bhyl`ujna y`}`hymc7 y`}`hymc7 hn hppfj`e hppfj`e kyj`nuhuj kyj`nuhujkn& kn& 5uc `ejujkn& _y`nujm`"Chff Jnu`ynhujknhf& Fknekn. Mchpu`y 5& pp. 8??"8==. :. Ujm`cy}u& Ujm`cy}u& A. Q. Q. hne T`hf& H. H. G. #9???*. #9???*. I}jn`}} I}jn`}} y`}`hym y`}`hymc c b`ucke}. b`ucke}. Fknekn& Fknabhn. Fknabhn. 8?. Zjp& A. #8::4*. Ukqhye h n`q afkihf afkihf }uyhu`az ” I"]mckkf Iyhjn Iyhjn Uy}u+Hetjm` dykb Hne`y}kn. Uc` Mcj`d Mcj`d @s`mujt` #Ghnhyz*.

83