BusinesssSalesSkills 12122011 Final

7/31/2019 BusinesssSalesSkills 12122011 Final

1/17

@avd` Bakfek

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DKKE_APDEK

MELÎPDPD_I I@CI

LYPYAF A@_AKPACI


2/17

ÂCI dd

:>11 Pbi Zdcbp Ldk` Dkpizkapdekaf ^pt Fp` I7 dkoeNpbizdcbpldk`+mel+ay sss+pbizdcbpldk`+mel+ay

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A odz}p dk ~zevd`dkc ìpadfi` ek,fdki a}}i}likp ++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++ :Y}dkc pbi zi~ezp ++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++ :

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3/17

ÂCI ddd


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pbi odz}p dk a }izdi} pe ~zevdì qyakpdodi` àpa pe bif~ }afi}

pial} dl~zevi liljiz} ~izoezlakmi+

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zejy}p ~e~yfapdek kezl eo ir~izdikmi` }afi} ~ie~fi} }ifo,

~izmi~pdek} eo pbidz }hdff} ak` jibavdeyz+ Pbi Fappdmi

Ozalisezh d} a kis cikizapdek& }eop,}t}pil a~~zeamb pe

sezhdkc dk pbi }afi} mtmfi+

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qyi}pdek} ìvife~i` jt Pbi Zdcbp Ldk` Dkpizkapdekaf ^pt

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1+ Lakacdkc }ifo8 ak`:+ Sezhdkc dk pbi }afi} mtmfi+

Pbi zi}yfp} sizi mel~dfi` ozel 1=2 qyafdodi`

zi}~ekìkp}+

PBI @APAPbi zi}yfp} dk`dmapi pbap }afi} ~ie~fi jt ak` fazci oiif

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Pbd} d} ì}~dpi pbi oamp pbap pbi}i }ali }afi} ~ie~fi bavi

qydpi }dckdodmakp `dooizikmi} dk pbi pbdkc} pbap lappiz le}p7

pbidz zi}yfp}!

Ozel a jibavdeyzaf ~iz}~impdvi pbd} d} pe ji ir~impi`+

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A} a zi}yfp& si bavi ke èyjp pbap pbi avizaci }afi}

~iz}ek }ii bdl, ez biz,}ifo a} ak ikcacdkc& ipbdmaf&

mel~ipikp& baz` sezhdkc ak` fetaf ~iz}ek+ Pbi zi}yfp}

ziofimp pbd} }ifo,~izmi~pdek eo mel~ipikmt+

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zililjizdkc pbap }laff `dooizikmi} lahi a jdc `dooizikmi&

pbap si }ii }eli }pazpfdkc zi}yfp}+ Bavdkc irmiffikp

~ze`ymp hkesfi`ci oez iral~fi& sdff kep mel~ik}api pbi

oamp pbap pbi pial liljiz d} kep a mel~ipikp ak`

mekodìkp }afi} mek}yfpakp+

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~zevd`dkc ~iz}ekafd}i` oeffes,y~+ Le}p mekmizkdkc d}

pbi}i }ali }afi} ~ie~fi zakh pbidz fesi}p mel~ipikmdi} a}

ìodkdkc kii`} ak` ìmd}dek,lahdkc& jepb eo sbdmb azi

mzdpdmaf mel~ipikmdi} oez }ymmi}}oyf }afi}+

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~izmi~pdek d} a meloezpajfi eki& ì}~dpi pbi byci

`dooizikmi dk zi}yfp}+ Pbi oemy} dk }hdffdkc zidkoezmi} pbd}

~izmi~pdek sdpb a biavt oemy} ek y~àpdkc ~ze`ymp

hkesfi`ci ak` oaz fi}} appikpdek cdvik pe pbi }hdff} ak`

jibavdeyz} pbap oezl ~azp eo pbd} akaft}d}+ Besiviz& pbd}

dlaci d} }elisbap }bappizi` sbik si ivafyapi pbi ajdfdpt

qyi}pdek}+ Pbi}i }bes pbap oaz fesiz mel~ipikmdi} dk pbi

}hdff} oez jydf`dkc cee` zifapdek}bd~} qydmhft& ykìz}pak`dkc

pbi kii` oez dl~amp ~zejdkc jioezi ~dpmbdkc ak` dìkpdotdkc

e~pdek} sdpb vafyi ~ze~e}dpdek}+

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ap zimeckd}dkc e~pdlaf }dpyapdek}& fi}} }hdffi` dk ~zi`dmpdkc

pbi ji}p oeffes,ek zi}~ek}i ak` sez}p ap zimeckd}dkc pbi

kyakmi dk mellykdmapdek+

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~ze`ymp hkesfi`ci& cip} eyp ak` èi} pbi ldfi} ak` }iil}

pe ji fdhi` dk bd}%biz pizzdpezt5 Besiviz& d} pbd} }ali~iz}ek eki sbe oadf} pe ~e}dpdek pbi mel~akt ez ~ze`ymp}

ozel pbi e~~e}dpdek5 Ak` odkafft& d} pbd} ~iz}ek eki sbe

ba} kep ~e}dpdeki` bdl%biz,}ifo a} a mel~ipikp ak` pzy}pi`

mek}yfpakp sbe d} mekodìkp pe cdvi zimellikàpdek} ak`

bavi pbe}i zimellikàpdek} aè~pi` jt bd}%biz

my}peliz}5

PBI KIRP ]PI^]Do akt eo pbi ajevi mekmizk} ird}p alekc}p liljiz} eo

teyz }afi} pial pbi}i azi azia} oez dl~zevilikp+

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jibavdeyz} zi}yfp} ozel pbzii pbdkc}7

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=+ Zdcez dk lekdpezdkc ~zampdmi}+Pbe}i pial} si sezhi` sdpb dk ìvife~dkc pbd}

a}}i}}likp bavi oeyk` mek}dìzajfi vafyi dk cdvdkc oemy}&

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pe jydf` pbidz mel~ipikmdi}+

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Pbi Zdcbp Ldk` ":>11$


4/17

ÂCI 1


DKPZE@YMPDEKPbi }afi} ikvdzeklikp d} jimeldkc lezi mel~fir sdpb

cziapiz ir~impapdek} ek pbi kii` oez ~izoezlakmi,ja}i`

~azpkiz}bd~} jipsiik jytiz} ak` }iffiz}+ Pbi }afi} ~iz}ek

d} ir~impi` pe7 Ji pzy}psezpbt8 Bavi "ez bavi ammi}} pe$ a bdcb fivif eo pimbkdmaf

ir~izpd}i8

Ykìz}pak` pbi jytiz} ikvdzeklikp8 Sezh dk ~azpkiz}bd~ pe ykmeviz kii`}8 ak` Gedkpft ìvife~ ~ze`ympdvi e~pdek} pe liip pbe}i

kii`}+

Dk }bezp& peàt} ikvdzeklikp ziqydzi} ak iooimpdvi }afi}

~iz}ek pe }ialfi}}ft ~e}dpdek bdl%biz,}ifo a} ak iooimpdvi&

ipbdmaf ikcaciz sbdf}p mey~fdkc pbi kii`} eo jepb pbi

jytiz} ak` }iffiz} ezcakd}apdek}+

Si jifdivi eki eo pbi cziap mbaffikci} eo akt }afi} ~iz}ek

d} pe cip dk}dì pbidz jytiz} ldk` a} `d}pdkmp ozel

a}}yldkc pbit hkes dp7 pbd} ziqydzi} }yjpfi jyp ~zeoeyk`

}bdop} dk pbdkhdkc sbdmb dk pyzk }bdop} jibavdeyz+ Zi}iazmb

dkpe }afi} }ymmi}} ba} ìlek}pzapi` pbap bdcbft }ymmi}}oyf

viz}y} fi}} }ymmi}}oyf }afi} ~ie~fi azi `dooizikpdapi` jt

pbi jibavdeyz} pbit y}i ak` pbi irpikp pe sbdmb pbity}i pbil+1 Pbi }ali zi}iazmb dìkpdodi` pbap }afi} ~ie~fimak fiazk bes pe le`dot pbidz jibavdeyz+ Odz}p besiviz&pbit ziqydzi ak ejgimpdvi a}}i}}likp eo pbi mezi

jibavdeyz} pbap azi dl~ezpakp dk pbi }afi} mtmfi+

PBI FAPPDMI OZALISEZHPbi Fappdmi Ozalisezh d} zimeckd}i` a} ak dkkevapdvi

}afi} }pzympyzi+ Dp d} a mfiaz ozalisezh pbap d}

zi~zi}ikpapdvi eo pbi }paci} dk pbi }afi} mtmfi ak` bif~} dk

zililjizdkc sbap pe è& sbik pe è dp ak` bes pe è dp+

OZEL FDKIAZ PE FAPPDMIPBDKHDKC+Pbi mekpil~ezazt }afi} mtmfi d} kidpbiz fdkiaz kez zepi+

]afi} ~ie~fi ziqydzi pbi ajdfdpt pe ji ofirdjfi& tip hkes

sbizi pbit azi dk pbi mtmfi+ Dkpydpdvift lakt }afi}

~ie~fi zimeckd}i pbd}& besiviz& ~zi}}yzi} eo pdli ak`

pazcip} eopik zi}yfp} dk }bezp,mdzmydpdkc pbi }paci} dk pbi

mtmfi+ Zapbiz pbak ammifizapdkc pbi mtmfi }ymb jibavdeyz}

oziqyikpft ìzadf dp+ ^zeodmdikmt dk Fappdmi Pbdkhdkc

iqyd~} }afi} ~ie~fi pe eyp}bdki pbidz mel~ipdpdek+

1

@z+ Dadk A @avdi}& @z+ Hik Fi Liykdiz,OdpwBycb& ^zeo+ Ftkippi G+Ztaf}& Zy}}iff Saz` ":>11$& Dl~zevdkc pbi ]afi} Oezmi+ A zi~ezp~zi~azi` jt Mzakodif` Ykdviz}dpt& YH+

A} oaz a} my}peliz} azi mekmizki`&

~zeoi}}dekafd}l d} mdpi` a} pbi le}p dl~ezpakp

jikiodp ak` zioiz} pe pbi ~izmi~pdek eo pbi sbefi

jibavdeyz} ak` mel~ipikmdi} ir~zi}}i` jt pbi

}afi}~iz}ek `yzdkc my}peliz dkpizampdek+

Jeygika ip af ":>>4$&]afi} Pimbkefect Zifapdek}bd~ Jydf`dkc Zefi7

Meckdpdvi Dk}dcbp} ozel ]afi}~ie~fi ak` My}peliz}+


5/17

ÂCI :


AJEYP PBD] ZIÊZP

A ODZ]P DK ^ZE_D@DKC @IPADFI@EK,FDKI A]]I]LIKPEjgimpdvi a}}i}}likp} eo }afi} ~ie~fi} esk ~izmi~pdek} eopbidz ajdfdpdi}& }pzikcpb} ak` siahki}}i} azi cikizafft kep

~azp eo pbi ~yjfdm èladk+ Do pbit azi èki ap aff& pbit azi

dk,bey}i& oziqyikpft fi}} ejgimpdvi ak` zazift qyakpdodi`

sdpbdk a zejy}p ozalisezh+

PBI ]AL^FIPbd} zi~ezp ba} jiik ~zi~azi` ozel a sdì }al~fi eo }afi}

~ie~fi+ Pbi va}p lagezdpt azi ir~izdikmi` sdpb eviz ?>

~izmikp bavdkc lezi pbak 9 tiaz} dk pbi odif`+ Dk pizl} eo

~e}dpdek}& pbi zi}~ekìkp} azi `zask ozel a ldr eo

ir~izdikmi` }afi} ~ie~fi zakcdkc ozel hit ammeykplakaciz} pe pizzdpezt zi~zi}ikpapdvi}+ Gy}p ykìz 1>

~izmikp eo zi}~ekìkp} azi pimbkdmaf Z/@ }y~~ezp&

~zemyzilikp "dk a mel~ipdpdvi ikvdzeklikp$ ez dkpizkaf

}afi} pzadkiz}+

Ciecza~bdmafft& pbi }al~fi d} eldkapi` jt Ay}pzafdak

jy}dki}} zi~zi}ikpapdvi} besiviz pbizi azi a }laff

kyljiz ozel Makaà& Kis Wiafak`& ]eypb Aozdma ak` pbi

Y]A+

Pbi ezcakd}apdek} zi~zi}ikpi` dk pbi }al~fi zakci ozel

il~fetii} eo lyfpd,kapdekaf mel~akdi} pe ]LI}+

Pbi lazhip ìlecza~bt eo pbi zi}~ekìkp} d} Jy}dki}} peJy}dki}} "J:J$+ Besiviz& si jifdivi pbap zipadf ak` pifi,

}afi} ~ie~fi sdff cadk vafyajfi dk}dcbp} ozel pbi zi}yfp}+

PBI @APAAff àpa azi ~zevdì` ek a }ifo,zi~ezp ja}d}+ Sbdfi pbi

}yzvit ~fapoezl ba} pbi ajdfdpt pe ~zevdì =?> oii`jamh&

pbi lagez ~yz~e}i eo pbd} }yzvit sa} pe pi}p ~izmi~pdek}

ajeyp ~iz}ekaf }hdff mel~ipikmdi}+

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~iz}ekaf jda}i} }ymb a} a pikìkmt pe ji ~i}}dld}pdm eze~pdld}pdm+ ]yzvit dk}pzylikp} cikizafft i}pajfd}b

~e~yfapdek kezl} ek pbi ja}d} eo 1>> ez lezi zi}~ek}i}

ak` pbd} }yzvit ba} irmiiì` pbap kyljiz sdpb 1=2

qyafdodi` zi}~ek}i}+

]PZYMPYZI EO PBI ZIÊZPEyz }afi} a}}i}}likp ~zemi}} d} ja}i` ek pbi oampez}

dffy}pzapi` dk pbi Fappdmi Ozalisezh ajevi+ Pbi zi~ezp

zivdis} ~iz}ekaf mel~ipikmdi} dk pse hit mapicezdi}7 a$

Sezhdkc pbi }afi} mtmfi8 ak` j$ Lakacdkc }ifo+ Evizaff&

pbizi azi kdki oampez} a}}i}}i`+

Ykìz}pak`dkc pbi }afi} ~iz}ek} }hdff} ak` jibavdeyz}

sdpbdk iamb eo pbi}i kdki oampez} eo pbi }afi} mtmfi d}

dl~ezpakp oez mel~ipikmt ak` iooimpdvi ~izoezlakmi+

Y]DKC PBI ZIÊZPSi }pzekcft zimellik` jepb }afi} lakaciz} ak` pizzdpezt

zi~zi}ikpapdvi} iraldki pbi `zdviz} eo mel~ipikmt dk iamb

eo pbi kdki oampez} ak` feeh oez pbi }pzikcpb} ak`

siahki}}i} dk pbidz esk pial}+

Si jifdivi }afi} ~ie~fi azi lezi fdhift pe ji eviz,mekodìkp dk pbidz esk }hdff} ak` mel~ipikmdi}& }e si

a`vemapi pbi y}i eo =?> }yzvit} ez ejgimpdvi pbdz`,~azpt

a}}i}}likp} a} eki eo pbi lezi iooimpdvi sat} eo

dìkpdotdkc ca~} ak` pbizijt me}p,iooimpdvi }hdffdkc ak`

likpezdkc eo }afi} }paoo+

A} a vafyajfi odz}p }pi~& }afi} ~ie~fi mak sezh pbzeycb pbi

ifilikp} eo iamb oampez ak`& a} ejgimpdvift a} ~e}}djfi& cip

a oiif oez pbidz esk ma~ajdfdpdi}+

"KEPI& pbi }yzvit dk}pzylikp zi~ezp& ba} }~imdodm

}ycci}pdek} oez iamb oampez$+

A KEPI EK ^ZI]IKPAPDEK EO PBI@APAAff zi}~ekìkp} sizi a}hi` pe }ifo,a}}i}} iamb qyi}pdek

oez âzp} A ak` J dk pbi oeffesdkc sat7

1 , _izt }pzekcft `d}aczii8 : , ]pzekcft `d}aczii8 = ,

]elisbap `d}aczii8 0 , ]elisbap aczii8 9 , ]pzekcft

aczii8 ? , _izt }pzekcft aczii8 Yk}yzi , K%A+

Cdvik pbi }pzekc oemy} eo zi}~ekìkp} }mezdkc dk pbi

]elisbap aczii ak` ]pzekcft aczii& pbi àpa ba}

jiik ~zi}ikpi` sdpb ard} zakci} }ip ap 0+: pe 9+:+ Si

jifdivi pbd} ikajfi} ziaìz} pe }ii pbi }laff `dooizikmi}pbap lahi a jdc `dooizikmi+

âzp A7Sezhdkc pbi}afi} mtmfi

1+ @ivife~ pbi zifapdek}bd~:+ Ykìz}pak` pbi

ikvdzeklikp

=+ @iodki kii`}0+ Ir~fezi e~pdek} pe liip

kii`}

9+ ]y~~ezp imd}dek,lahdkc?+ îz}ekafd}i oeffes,y~

âzp J7Lakacdkc }ifo

3+ ^yz~e}i ak` ~zi~azapdek2+ Il~apbt ak` za~~ezp4+ Qyi}pdekdkc }hdff}


6/17

ÂCI =


PBI ODK@DKC]

HIT ÎZMI^PDEK]++

ODK@DKC]

LE]P ^ZEODMDIKP FIA]P ^ZEODMDIKP @ivife~ pbi zifapdek}bd~ îz}ekafd}i` oeffes,y~

@iodkdkc kii`} @imd}dek lahdkc

UUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUU

DK]DCBP]A} kepi` dk pbi dkpze`ympdek& pbi ~yz~e}i eo pbi zi~ezp d}

pe bdcbfdcbp sbizi }afi} ~ie~fi jifdivi pbit azi

mel~ipikp ak` sbizi pbit jifdivi pbit azi fi}}

mel~ipikp+ Dp d} mfiaz pbap pbi lagezdpt eo }afi} ~ie~fi

oiif pbit azi le}p mel~ipikp dk cdvdkc }izvdmi7 pbap d}&

ìvife~dkc pbi zifapdek}bd~ ak` oeffesdkc y~+

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oiif fi}} mel~ipikp dk pse mzymdaf azia}7 ìodkdkc kii`}

ak` imd}dek,lahdkc+

Af}e& pbit oiif fi}} mel~ipikp dk pzyft ykìz}pak`dkc pbi

ikvdzeklikp dk sbdmb pbit azi }iffdkc ak` dk pbidz

~iz}ekaf qyi}pdekdkc ajdfdpt+

Pbi}i odk`dkc} ziofimp }dldfaz zi}yfp} pbap zi~ezp le}p

}afi} ~ie~fi jifdivi pbit azi cee` ap pbi }eop }hdff}&

}ymb a} il~apbt ak` ìvife~dkc zifapdek}bd~}+

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`d}md~fdki} eo7

Qyi}pdekdkc8 Kii`} akaft}d} pbzeycb vafdàpdek eo dl~fdmapdek}

ak` dl~amp}8

@imd}dek lahdkc dkmfy`dkc }pzympyzi` bak`fdkc eoejgimpdek}+

Pbi zi}yfp} af}e bdcbfdcbp} ak a~~azikp mekofdmp7 ek eki

bak`& pbi}i }afi} ~ie~fi oiif pbit azi fi}} mel~ipikp ap

ykmevizdkc kii`} tip oiif meloezpajfi dk eooizdkc e~pdek}

pe liip kii`}+ ]ymb a~~azikp d}pezpdek} azi mellek

sbik pbi oeffesdkc oampez} azi ~zi}ikp7

Pbi }afi} ~iz}ek ba} kep ykìz}pee` "ez ~izba~}}yjmek}mdey}ft èi}kp sd}b pe amhkesfi`ci$ pbi ziaf

kii`} eo pbidz jytiz8 ak` pbit

Sezh ek pbi jifdio pbap }ycci}pdek} ozel pbidz esk}ydpi eo ~ze`ymp} ldcbp cikizapi ak ammi~pajfi

e~pdek+

Dk pbi ~aci} pbap oeffes iamb eo pbi kdki oampez} azi

ir~fezi` dk lezi ìpadf+

!*-$ !*!$ !*)$ !*/$ #*"$ #*-$

^yz~e}i ak` ~zi~azapdek

Il~apbt ak` za~~ezp

Qyi}pdekdkc }hdff}

@ivife~ pbi zifapdek}bd~

Ykìz}pak` pbi ikvdzeklikp

@ifikdkc kii`}

E~pdek} pe liip kii`}

@imd}dek lahdkc

îz}ekafd}i` oeffesy~



7/17

ÂCI 0


ÂZP A7 SEZHDKC DK PBI ]AFI]MTMFI1+ @I_IFE^ PBI ZIFAPDEK]BD^

Pbi ~yz~e}i eo jy}dki}} d} pe mziapi ak` hii~ a my}peliz+ îpiz @zymhiz

ODK@DKC] ^ZEODMDIKMT ZAKHDKC :K@LE]P ^ZEODMDIKP FIA]P ^ZEODMDIKP Ajdfdpt pe ~zevdì oyff appikpdek ek

my}peliz

Ajdfdpt pe jydf` ak` ladkpadkza~~ezp

Sdffdkcki}} pe è belisezh ek my}peliz

UUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUU

DK]DCBP]Pbi va}p lagezdpt eo ~ie~fi dk }afi} cikizafft bavi a

kapyzaf ~ze~ik}dpt pe jidkc il~apbipdm sdpb pbidz

my}peliz ja}i+

Pbit cikydkift jifdivi dk pbidz ajdfdpt pe cdvi pbidz

my}peliz} oyff appikpdek ak` pbit jifdivi dk pbidz ajdfdpt

pe jydf ak` ladkpadk za~~ezp+ Ammez`dkcft& pbit }ifo,

}mezi bdcb dk pbi}i azia}+

]fdcbpft fi}} mizpadk azi pbit dk pbidz jifdio dk pbidz

sdffdkcki}} pe milikp pbi zifapdek}bd~ ~zdez pe

mellikmdkc pbi }iffdkc ~zemi}}+ Pbizi d} mfiazft fi}}

sdffdkcki}} pe è pbidz belisezh ek pbi my}peliz ~zdez pe

a liipdkc ez maff+

Eyz ir~izdikmi dk`dmapi} pbi fi}} ~zi~azi` }afi} ~iz}ek

pik`} pe ji lezi eo a }emdafd}iz ak` y}i} pbd} a}~imp eo

pbidz ~iz}ekafdpt pe cadk za~~ezp+ ]emdafd}dkc& sbdf}p

dl~ezpakp& d} kep pbi le}p dl~ezpakp oampez dk

~zeoi}}dekafd}l dk }afi} ak` mak sa}pi ak dkez`dkapi

aleykp eo pdli oez jepb ~azpdi}+

Ap pbi ik` eo pbi àt& my}peliz} sdff oiif pbit bavi a

zifapdek}bd~ sdpb a }afi}~iz}ek ekft sbik pbit jifdivi

pbap ~iz}ek ykìz}pak`} pbidz kii`}& pbidz }dpyapdek& pbidz

vd}dek& pbidz mek}pzadkp} ak` pbidz jy}dki}} ceaf}+

!*-$ !*!$ !*)$ !*/$ #*"$ #*-$

Ajdfdpt pe jydf` ak` ladkpadk za~~ezp

Ilepdekaf asaziki}} ak` dl~amp ekepbiz}

Milikpdkc zifapdek}bd~ ~zdez peappil~pdkc pe }iff

Ajdfdpt pe ~zevdì oyff appikpdek pemy}peliz

Ajdfdpt pe ikcaci dk liakdkcoyf `dacfecyi

Sdffdkcki}} pe è belisezh ek my}pelizjioezi liipdkc



8/17

ÂCI 9


:+ YK@IZ]PAK@DKC PBI IK_DZEKLIKP

D#l a odzl jifdiviz pbap pe ziafft ykìz}pak` a jy}dki}} pahi} tiaz}& kep lekpb}+ Mbzd} Mezzdcak

ODK@DKC] ^ZEODMDIKMT ZAKHDKC 3PBLE]P ^ZEODMDIKP FIA]P ^ZEODMDIKP Mek}d}pikp mfazdpt ek sbe azi pbi

ìmd}dek lahiz}

Sdffdkcki}} pe qyafdot eyp sbik kep cippdkcpzampdek


DK]DCBP]

Evizaff& }afi}~ie~fi zakhi` pbd} oampez pbi pbdz` fesi}p+

Zi}iazmb: ba} }besk pbap oadfyzi pe zi}~imp pbi~ze}~imp} jytdkc ~zemi}} ammeykpi` oez gy}p ykìz =>~izmikp eo pbi akc}p dk my}peliz} ak` sa} pbi }dkcfi

jdcci}p ld}pahi laì dk cadkdkc }afi}+

Cippdkc pe pbi zdcbp ~ie~fi eopik ziqydzi} lezi pbak eki

fivif eo a~~zeamb ozel teyz ezcakd}apdek+ Dp lat ivik

ziqydzi y}dkc lyfpd~fi ezcakd}apdek}+ Eyz ir~izdikmi

mfiazft dk`dmapi} pbap dk lakt J:J }afi}& ~azpdmyfazft

mel~fir }afi}& pbi jikiodp} eo jzdkcdkc epbiz ~azpdi} dk

iazft ba} }dckdodmakp ~ateoo}+

âzpdmyfazft fes sa} pbi sdffdkcki}} pe qyafdot eyp eo pbi~yz}ydp sbik kep cippdkc pzampdek+ A}}i}}dkc pbi hit

oampez} pbap sdff ìpizldki do a }afi d} ~e}}djfi ez kep&

ziqydzi}7

Hkesdkc sbe pbi odkaf ìmd}dek lahiz"}$ azi8 A}}i}}dkc pbi ~zejajdfdpt eo ampyafft lahdkc a }sdpmb

ap pbd} ~edkp dk pdli8

A}}i}}dkc teyz esk vafyi dk ~yz}ydp ap pbd} ~edkp dkpdli viz}y} cdvdkc appikpdek pe lezi fdhift ~ze}~imp}

ez }~ik`dkc lezi pdli ek fia` cikizapdek+

: Pel Aphdk}ek ak` Zek He~zes}hd ":>>?$& ]afi} Zi~} Jdcci}p Ld}pahi}+

Bazvaz` Jy}dki}} Zivdis+

Dp d} dl~ezpakp pe kepi pbap qyafdotdkc eyp èi} kepkimi}}azdft liak teyz ezcakd}apdek cei} zdcbp eoo pbi

zaàz+ Dp d} a lappiz eo bavdkc pbi a~~ze~zdapi fivif eo

mekpamp "}ii ~iz}ekafd}i` oeffes,y~& ~aci 4$+

!*-$ !*!$ !*)$ !*/$ #*"$ #*-$

'(&,+%>'(1':$%=&$09?1':$3?32&$

40121%?$%7$9'(&,+%>'($39+%78&,$6,73&++&+$1'$

&29>;':$+96621&,+$

57'+1+%&'%$32>,1%?$7'$N=7$>,&$%=&$(&31+17'A

8>J&,+$

40121%?$%7$(&31(&$&>,2?$1'$%=&$09?1':$3?32&$

N=&%=&,$7,$'7%$%7$69,+9&$>$39+%78&,$

M1221':'&++$%7$@9>21I?$79%$N=&'$'7%$:&O':$

%,>3;7'$

M1221':'&++$%7$9+&$892;A6>,%?$>66,7>3=&+$

%7$39+%78&,+$%7$&'+9,&$0&+%$9'(&,+%>'(1':$



9/17

ÂCI ?


=+ @IODKI KII@]

Tey bavi pe ykìz}pak` my}peliz}# kii`} jioezi pbit ykìz}pak` teyz pimbkefecdi}+ ]pivik Badki}

ODK@DKC] ^ZEODMDIKMT ZAKHDKC 4PBLE]P ^ZEODMDIKP FIA]P ^ZEODMDIKP Sdffdkcki}} pe d}meviz aff pbi

d}}yi}

Ajdfdpt pe fiavi qyi}pdek} pbap èkp a``vafyi

Ajdfdpt pe a}h dl~amp qyi}pdek}UUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUU

DK]DCBP]Pbd} oampez sa} zakhi` fesi}p jt zi}~ekìkp}+ Dp af}e

mekodzl} pbi }imek` le}p mellek mel~fadkp dìkpdodi` jt

Aphdk}ek ak` He~zes}hd "e~+ mdp+$ }afi}~ie~fi èkpfd}pik pe lt kii`}+

Pbi zi}yfp} bdcbfdcbp a kyljiz eo }dckdodmakp d}}yi} pbap& do

a``zi}}i`& sdff dl~zevi }afi} ma~ajdfdpt }dckdodmakpft+

Odz}p& }afi} ~ie~fi oiif pbap jidkc cee` ap d}}yi} `d}mevizt

d} }yoodmdikp+ Besiviz& ak ezcakd}apdek} d}}yi} è kep

afsat} zifapi pe dp} ziaf kii`}+]imek`& pbi zi}yfp} ~edkp pe a cikizaf pikìkmt pe ~dpmb

zapbiz pbak ~zevehi ziofimpdek ak` `d}mevizt eo dl~amp}+

Pbdz`& qyi}pdekdkc& ~azpdmyfazft dk zifapdek pe dl~fdmapdek}

ak` dl~amp} eo pbi myzzikp }dpyapdek& dl~zevi}

mfazdodmapdek eo kii`} "sbdmb mak ji mekmizk} ez

e~~ezpykdpdi}$+ Pbi pse fesi}p zakhi` mel~ipikmdi} dk

pbd} }paci zifapi} pe qyi}pdekdkc sbdmb d} oyzpbiz ir~fezi`

"}ii qyi}pdekdkc }hdff}& ~aci 1:$+

Eyz ir~izdikmi ìlek}pzapi} pbap ykmevizdkc pbi d}}yi} d}

dk}yoodmdikp dp oadf} pe i}pajfd}b a }eyk` ikeycb ~fapoezl

pe mfe}i a }afi+ Dp d} ekft sbik ii~iz ~zejdkc milikp}

my}peliz asaziki}} eo pbi dl~amp}+ Pbi d}}yi} `d}mevizt

ykmeviz }eli mekmizk} ez e~~ezpykdpdi}& besiviz pbi

~izmdivi` jikiodp,me}p} lat kep ji }yoodmdikp pe ~zemii`+

Lakt pdli} a }dkcfi d}}yi zimeffimpdek jt a my}peliz "oez

iral~fi& ~eez ~izoezlakmi jt a mel~ipdpez ~ze`ymp$ lat

fia` pe pbi ykoeykì` jifdio pbap pbizi d} kii` oez a

jippiz%`dooizikp ~ze`ymp+ Qyakpdotdkc pbi dl~fdmapdek}a}}d}p} dk ik}yzdkc pbap pbizi d} a ziaf kii`+

Oaz pee eopik& si }ii cikydki }afi} ~ie~fi ykmeviz pbi

d}}yi}%mekmizk}%e~~ezpykdpdi} jyp oadf pe bavi pbi dl~amp}

"kicapdvi ez ~e}dpdvi$ qyakpdodi` dk pbidz my}peliz} ldk`+

Pbit bavi e~iki` pbi èez oez pbi e~~e}dpdek+

!*-$ !*!$ !*)$ !*/$ #*"$ #*-$

'(&(,+$,%$>1:%=09$?$:>3,%20943$90?&$10073$%9$

%88%9,>1(603$

'(&(,+$,%$?3036%13$(1$10073$

7(3:%=09+$

5(&&(1N1033$,%$8>,$10073$7(3:%=09+$?A0?7$%J$

89030161N$:%28?1+$%M09(1N3$

5(&&(1N1033$,%$7(3:%=09$?&&$,A0$(33>03$'0J%90$

89030161N$%86%13$

'(&(,+$,%$?3036%13$,A?,$89%=%0$$

'(&(,+$,%$&0?=0$;>036%13$,A?,$7%14,$?77$

=?&>0$



10/17

ÂCI 3


0+ IR^FEZI E^PDEK] PE LIIP KII@]

Hkes sbap teyz my}peliz} sakp le}p ak` sbap teyz mel~akt èi} ji}p+ Oemy} ek sbizi pbe}i pse liip+ Hivdk ]pdzpw

ODK@DKC] ^ZEODMDIKMT ZAKHDKC 1]PLE]P ^ZEODMDIKP FIA]P ^ZEODMDIKP Sdffdkcki}} pe lapmb e~pdek} sdpb

dkpiczdpt

Ajdfdpt pe a}h qyi}pdek} pbap bavi pbimy}peliz ì}mzdji pbi jikiodp} eo e~pdek}


DK]DCBP]Pbd} oampez zakhi` bdcbi}p dk zi}~ekìkp} ~izmi~pdek eo

pbidz }hdff} dk }iffdkc+ Dk }pazh mekpza}p pe pbidz ~izmidvi`

ajdfdpt pe ìodki kii`} pbezeycbft& zi}~ekìkp} mek}dìz

pbidz sdffdkcki}} pe ir~fezi e~pdek} pe ji bdcb+ Ak` pbizi

d} cee` ~}tmbefecdmaf zia}ekdkc jibdk` pbd}+ Mfe}dkc d}

mekozekpdkc ak` mbakci} pbi kapyzi eo pbi zifapdek}bd~+

Oez lakt& e~pdek} azi pbizioezi cikizapi` ja}i` ek oiaz

eo fe}dkc pbi ìaf}yj,mek}mdey}ft ~yppdkc eoo pbi kirp

mzymdaf }pi~+

Pbizi azi pbzii cee` zia}ek} oez cikizapdkc e~pdek}+

Odz}p& pbit il~esiz my}peliz} ak` ~zevdì} pbil sdpb a

}ik}i eo eskiz}bd~ eviz pbi yfpdlapi zi}yfp+ My}peliz}

sdff ji lezi fdhift pe ji mekpikp ak` oyfft mel~ft sdpb

}elipbdkc pbit mbee}i& a} e~~e}i` pe a mek}iqyikmi pbit

oiif ba} jiik dl~e}i` y~ek pbil sbik a }efypdek d}

~zi}ikpi`+

Dk afle}p aff ma}i}& }afi} ~ie~fi sakp my}peliz} pe safh

asat ~fia}i`+ Eooizdkc e~pdek} bif~} ik}yzi pbd} oiifdkc+

Cdvdkc my}peliz} pbi ~esiz pe mbee}i bif~} dk pbi fekc,

zyk+

]imek`& pbi amp eo ~zi}ikpdkc mbedmi} pe my}peliz} eopik

}bes} pbi }afi} ~iz}ek pe ji oadz ak` zia}ekajfi+ Dp d} pbi

*oadz*bap& ak dl~ezpakp mek}dìzapdek oez ladkpikakmi eo

zi~ypapdek+

Odkafft& ~zi}ikpdkc dooizikp e~pdek} ikbakmi} pbi

fdhifdbee` eo ziambdkc acziilikp& a} dp cdvi} my}peliz}

pbi ajdfdpt pe }apd}ot pbidz le}p mzdpdmaf dkpizi}p}+

!*-$ !*!$ !*)$ /*#$

"'($&,+%>1:'1$+=$+%,$09+:?32474198314$

6>>,',144$2+$2N$2+$3+,4421,2>N$3+,M9$'1,19;21$+05+,4$

9;2(19$2(;,$09141,5,'$;$4+>?5+,$



11/17

ÂCI 2


9+ @IMD]DEK LAHDKC

Afsat} ji mfe}dkc+++Pbap èi}kp liak teyzi afsat} mfe}dkc pbi ìaf& jyp dp èi} liak pbap tey kii` pe ji afsat}mfe}dkc ek pbi kirp }pi~ dk pbi ~zemi}}+]baki Cdj}ek

ODK@DKC] ^ZEODMDIKMT ZAKHDKC 2PBLE]P ^ZEODMDIKP FIA]P ^ZEODMDIKP Ajdfdpt pe vafdàpi a~~ze~zdapi

}ik}ezt sez`}

Sdffdkcki}} pe lahi a odzlzimellikàpdek ekmi e~pdek} azi aczii`

Ajdfdpt pe bak`fi ejgimpdek}UUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUU

DK]DCBP]Pbd} oampez zakhi` pbi }imek` fesi}p sdpb zi}~ekìkp}+

Si oziqyikpft cip a}hi` dk eyz }afi} pzadkdkc pe piamb

~ie~fi pe mfe}i sdpb mellikp} }ymb a} do ekft pbit

seyf` a}h oez pbi ezìz+ Si azi fi}} mizpadk pbap

a}hdkc oez pbi ezìz d} pbi ~zejfil sdpb pbi czey~ eo

J:J }afi} ~ie~fi si ìaf sdpb ak` sbe mel~zd}i pbi

lagezdpt eo zi}~ekìkp}+ Zapbiz& si }ii pbi siahiki}}

dk kep fdkhdkc pbi oeffesdkc7 kii`} ak` mfiaz dl~amp}aczii` jt mekpdkydkc sdpb pbi }papy} qye8 e~pdek} peliip kii`} ak` melldplikp pe ak aczii` e~pdek+

Sbik dl~amp} ak` e~pdek} azi siff fdkhi`& ipbdmaf }afi}

~ie~fi lahi a odzl zimellikàpdek "ez a}h oez

melldplikp$+ Dp d} pbidz zi}~ek}djdfdpt a} a ~zeoi}}dekaf+

Fazci }afi} azi zazift fe}p ek a oadfyzi pe a}h oez a

melldplikp besiviz pbit azi lezi fdhift pe ji fe}p sdpb

a oadfyzi pe }bes ìmd}dviki}} ek lahdkc a odzl

zimellikàpdek ekmi e~pdek} azi aczii`+

Si azi }pzekcft eo pbi vdis pbap mel~ipikp J:J }afi}

~ie~fi azi lezi }ymmi}}oyf sbik oeffesdkc pbi ~apb

eypfdki` ajevi+ Pbizi azi a kyljiz eo zia}ek} oez pbd}+

]ymmi}}oyf }afi} ~ie~fi azi meloezpajfi dk pbidz~ze`ymp hkesfi`ci8

Pbit azi meloezpajfi dk pahdkc pbi zefi eomek}yfpakp pe pbidz my}peliz}8

Le}p dl~ezpakpft& pbit bavi jydf` pbi pzy}p ak`za~~ezp kimi}}azt pe bavi pbidz my}peliz} pahi

pbidz zimellikàpdek}8 ak` Aff eo pbi ajevi liak} pbit èkp bavi pbi }afi}

~y}b likpafdpt+

@iafdkc sdpb ejgimpdek} d} akepbiz bep ~epape dk pbi

}afi} sezf` ak` acadk& si azi odzlft eo pbi jifdio pbap

ejgimpdek} azi oaz lezi a zi}yfp eo ~eez kii`} ak` dl~amp

a}}i}}likp+

Si af}e }ii fi}} }hdff} dk lakacdkc pbi ois ejgimpdek}

mek}d}pikpft ak` ~zel~pft sdpbeyp ìoik`dkc+ Pbi ajdfdpt

pe iooimpdvift ak` mekodìkpft y}i pbi Mfazdot&

Amhkesfi`ci& @ipizldki& Mekodzl "ez }dldfaz$ pimbkdqyi

d} ak i}}ikpdaf peef dk oez akt }afi} ~iz}ek+

!*-$ !*!$ !*)$ !*/$ #*"$ #*-$

Ajdfdpt pe ifdmdp aczii` vafyi ozel my}peliz dk pbi ~zemi}} eomfe}dkc

Ajdfdpt pe vafdàpi a~~ze~zdapi }ik}ezt "i+c+ feeh }eyk` oiif$sez`} sbik mbimhdkc my}peliz ~izmi~pdek}

Ajdfdpt pe bak`fi ejgimpdek}

Ajdfdpt pe y}i pbi #Mfazdot Amhkesfi`ci @ipizldki Mekfizl#pimbkdqyi+

Sdffdkcki}} pe lahi a fizl zimellikàpdek ekmi e~pdek}azi mekfizli`

Ajdfdpt pe mek}d}pikpft a}h oez a melldplikp



12/17

ÂCI 4


?+ ÎZ]EKAFD]I OEFFES,Y^

Le}p eo pbi dl~ezpakp pbdkc} dk pbi sezf` bavi jiik ammel~fd}bi` jt ~ie~fi sbe bavi hi~p ek pztdkc sbik pbizi

}iili` pe ji ke be~i ap aff+ @afi Mazkicdi

ODK@DKC] ^ZEODMDIKMT ZAKHDKC =Z@LE]P ^ZEODMDIKP FIA]P ^ZEODMDIKP Ajdfdpt pe oeffes,y~ sdpbeyp jidkc

}iik a} a baz` }iff ez kacciz

Sdffdkcki}} pe ik}yzi myzzikpykìz}pak`dkc eo pbi jytdkc mtmfi


DK]DCBP]Zi}~ekìkp} zakhi` pbd} oampez a} pbidz = z` bdcbi}p

mel~ipikmt+

Oeffes,y~ d} dl~ezpakp oez pse zia}ek}+ Odz}p& sdkkdkc a

my}peliz mak ji a fekc ~zemi}}+ ]imek`& oeffes,y~ d}

i}}ikpdaf dk hii~dkc my}peliz}+ Dk`dooizikmi d} pbi kyljiz

eki zia}ek jytiz} mbakci }y~~fdiz}+ Pbd} d} i}~imdafft }e

sdpb fazci ez hit ammeykp} sdpb ivdìkmi }ycci}pdkc y~ pe

?> ~izmikp eo hit ammeykp} azi fe}p pbzeycb dk`dooizikmi+

]y~~ezpdkc ak` kyzpyzdkc teyz my}peliz} d} i}}ikpdaf oez

mekpdkyi` fetafpt+

Dkpizi}pdkcft& sbdf}p pbi }ifo,~izmi~pdek eo pbi ajdfdpt ak`

sdffdkcki}} pe oeffes,y~ sa} bdcb dk pbd} }yzvit& my}peliz

}yzvit àpa ~edkp} dk pbi e~~e}dpi `dzimpdek+ Ak

Aphdk}ek ak` He~zes}hd "e~+ mdp+$ }yzvit eo my}peliz}

oeyk` pbidz =z` le}p }dckdodmakp mel~fadkp sa}

}afi}~ie~fi èkp oeffes,y~+

Dk pbi J:J azia "pbi oemy} eo pbd} zi~ezp$& zifapi` àpa

}bes pbap 04 ~izmikp eo J:J ezcakd}apdek} èkpy}i a

MZL pe lakaci pbi ~zeczi}}dek eo fia`} dk pbidz jy}dki}}+

Ak iqyafft `d}pyzjdkc }papd}pdm d} pbap 9? ~izmikp eo J:J}

èkp lia}yzi fia`,cikizapdek mekpzdjypdek} pe zivikyi+

Ak` odkafft ekft =4 ~izmikp eo J:J mel~akdi} bavi a~zemi}} pe kyzpyzi fia`} sbik pbitzi kep ~zdli oez }afi}=+

= Lazhipdkc]biz~a ":>1>$+ :>>4,:>1> J:J Lazhipdkc Jikmblazh

Zi~ezp+

Pbi avizaci mel~fir }afi pahi} odvi ez lezi

mekviz}apdek} pe mfe}i+ Lakt sdff `ze~ eyp jimay}i eo a

fe}} eo dkpizi}p+

Dkìi`& dp eopik pahi} a fekc pdli pe odk` a }bezpiz sat+

Lakt }afi} ~ie~fi }~ik` tiaz}& kep lekpb}& }pzikcpbikdkc

pbidz ~d~ifdki} ak` }bezpikdkc pbi }afi} mtmfi+ Pbap} a fekc

pdli+

!*-$ !*!$ !*)$ !*/$ #*"$ #*-$

Ajdfdpt pe ~zevdì oeffes,y~ pbap }y~~ezp} my}peliz#}ìmd}dek

Ajdfdpt pe ~zevdì ~iz}ekafd}i` ak` mek}d}pikp oeffesy~

Ajdfdpt pe ~zevdì *vafyi,a`ì`* }izvdmi}%}y~~ezp dkoeffesdkc y~

Ajdfdpt pe oeffes,y~ sdpbeyp jidkc }iik a} a *baz` }iff* ez*kacciz*

Sdffdkcki}} pe ik}yzi mekpdkyi` ykìz}pak`dkc eo pbijytdkc mtmfi

Ajdfdpt pe cikizapi }dckdfimakp zioizzaf} ozel qyafdpt eooeffesy~



13/17

ÂCI 1>


ÂZP J7 LAKACDKC ]IFO

1+ ^YZÊ]I AK@ ^ZIÂZAPDEK

Pafikp afeki sek#p lahi tey a }ymmi}}+ Kidpbiz sdff jidkc dk pbi zdcbp ~fami ap pbi zdcbp pdli& ykfi}} tey azi zia`t+Pbi le}p dl~ezpakp qyi}pdek d}7 Azi teyz zia`t5 Gebkkt Maz}ek

ODK@DKC] ^ZEODMDIKMT ZAKHDKC 0PBLE]P ^ZEODMDIKP FIA]P ^ZEODMDIKP @d}md~fdki pe ambdivi ziqydzi`

eypmeli}

Afdcklikp eo jibavdeyz} Ammyzamt dk }ippdkc ak` liipdkc }afi}

pazcip}

Zimeckdpdek eo pbi vafyi eo a }pzympyzi`}afi} ~zemi}}


DK]DCBP]Pe ji oyfft ikcaci`& si ly}p ji ~bt}dmafft ikizcdwi`&ilepdekafft mekkimpi`& likpafft oemy}i` ak`}~dzdpyafft afdcki`0+ Pbd} qyepi }yllazd}i} pbi i}}ikmi

eo ~yz~e}i ak` ~zi~azapdek+ Sbik ~ie~fi oiif }pzekc ak`zi}dfdikp ~bt}dmafft& likpafft& ilepdekafft& ak` }~dzdpyafft

pbit ~izoezl jippiz& sdpb lezi ~a}}dek& oez fekciz+

Pbi sdffdkcki}} pe ji ~zi~azi` ozel pbi jicdkkdkc ik}yzi}

~zeoi}}dekafd}l sdpb my}peliz}& ~zivikp} pdli sa}pdkc

ak`& le}p dl~ezpakpft& lardld}i} ikizct y}aci oez jepb

~azpdi}+ A} dk }~ezp& ap fia}p 9> ~izmikp eo }ymmi}} dk }afi}

d} dkofyikmi` jt ~}tmbefecdmaf oampez} pbap azi zifapi` pe

likpaf peycbki}}+ Pbi mekpzdjypdkc oampez} pe pbd} }ymmi}}

azi7

]ifo,mekodìkmi0 Feibz& G ak` P ]mbsazpw ":>>=$& Pbi êsiz eo Oyff Ikcacilikp+

Lepdvapdek Appdpyì Mekmikpzapdek ak` oemy} Bak`fdkc }pzi}}

AMBDI_DKC ]YMMI]]Jibavdeyz}& sbdmb ce a fekc sat dk bif~dkc pe avizp }ymb

}pzi}}i}& azi7

A sdffdkcki}} pe ~yp lezi pdli dkpe ~fakkdkc"lekpb}& siih}& àt} ak` iamb }afi} vd}dp%maff$8

]y~~ezp ak` vafdàpdek eo }afi} ~fakkdkc akòezima}p}8 ak`

Sezhdkc sdpbdk a ìodki` }pzympyzi ak` jidkc~zi~azi` pe dkvi}p dk pbi }hdff}%hkesfi`ci pe

~izoezl siff dk iamb oampez+

!*-$ !*!$ !*)$ !*/$ #*"$ #*-$

Afdcklikp eo ~iz}ekaf jibavdeyz} sdpb ezcakd}apdekaf ceaf}

Ajdfdpt pe }pat oemy}i` ek ezcakd}apdekaf ceaf} zicaz`fi}} eo~iz}ekaf d}}yi}

Ajdfdpt pe ladkpadk a bdcb fivif eo ~iz}ekaf d}md~fdki peambdivi pbi eypmeli ziqydzi`

Ajdfdpt pe akpdmd~api ak` ~fak oez lakacdkc pbziap}&mbaffikci} ak` e~~ezpykdpdi}

Sdffdkcki}} pe }ip mfiaz ejgimpdvi} oez iamb }afi} maff%vd}dp

Zimeckdpdek eo pbi vafyi eo a }pzympyzi` }afi} ~zemi}}

Ajdfdpt pe ezcakd}i ak` mekpzef sezh sdpb fdldpi`ziampdviki}} pe mzd}d} ak` ilizcikmdi}

Bdcb ìczii eo ammyzamt dk }ippdkc ak` liipdkc }afi}oezima}p}



14/17

ÂCI 11


:+ ZA^ÊZP AK@ ILÂPBTDo teyz ilepdekaf ajdfdpdi} azik#p dk bak`& do tey èk#p bavi }ifo,asaziki}}& do tey azi kep ajfi pe lakaci teyz

`d}pzi}}dkc ilepdek}& do tey mak#p bavi il~apbt ak` bavi iooimpdvi zifapdek}bd~}& pbik ke lappiz bes }lazp tey azi&tey azi kep cedkc pe cip vizt oaz+@akdif Cefilak

ODK@DKC] ^ZEODMDIKMT ZAKHDKC 9PBLE]P ^ZEODMDIKP FIA]P ^ZEODMDIKP Ajdfdpt pe ilepdekafft aà~p Ajdfdpt pe }bdop mellykdmapdek}

}ptfi} pe lapmb my}peliz}

Ld}lapmb jipsiik jifdivdkc pbi my}pelizd} ba~~t ekft pe odk` eyp fapiz pbd} d} kep pbi

ma}i

Ajdfdpt pe ykìz}pak` kek,vizjaf dl~amp}UUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUU

DK]DCBP]Dp d} baz`ft }yz~zd}dkc pbap le}p }afi} ~ie~fi oiif pbit

bavi pbi ajdfdpt pe ilepdekafft aà~p pe pbidz my}peliz}

ak` mak }bdop pbidz mellykdmapdek }ptfi} pe lapmb pbap eo

pbidz my}peliz}+

Si hkes si azi baz`,sdzi` oez za~~ezp ak` il~apbt

pbzeycb pbi sezh eo Dpafdak kiyze}mdikpd}p& Cdamele

Zdwwefappd+ Besiviz& za~~ezp ak` il~apbt azi kep lizift

a lappiz eo bavdkc ~ie~fi fdhi tey+ Oez }afi} ~ie~fi&

pbit meli ozel pbi ykdqyi memhpadf eo ilepdekaf

lakacilikp& zi}~imp ak` ~zeoi}}dekafd}l+

Oez fes Ilepdekaf Dkpiffdcikmi "IQ$ }afi} ~ie~fi& pbi

mbaffikci d} pbi ajdfdpt pe ìaf sdpb pbi d`de}tkmza}t eo

iamb dk`dvd`yaf} }ptfi ak` zi}~ek}dviki}} }e a} pe ji ajfi

pe lahi mek}pakp a`gy}plikp} ak` ladkpadk appikpdvi

ikizct+

Le}p eo y} ap eki }paci ez akepbiz bavi ir~izdikmi` pbi

}afi} ~iz}ek sbe7

@ei} kep fd}pik ez mellykdmapi iooimpdvift Oemy}i} ek }afi} ~zemi}} zapbiz pbak mfdikp

zi}~ek}i}8

Oemy}i} ek ~ze`ymp lizdp} zapbiz pbak fd}pikdkcpe ak` a``zi}}dkc mfdikp} mekmizk}8 ak`

@ei} kep ~dmh,y~ ek pbi sat pbidz }afi}jibavdeyz ak` a~~zeamb d} jidkc ~izmidvi` jt

mfdikp}+ 9

Pbi ajevi azi dk`dmapez} eo fes IQ+ Gikkdkc} ak`

âfliz bavi mfiazft ìlek}pzapi` pbap bdcb IQ }iffiz}azi pbi bdcbi}p ambdiviz} ak`& le}p dl~ezpakpft& pbzeycb

dl~filikpdkc pial }hdffdkc ak` lakaciz meambdkc

~zeczal} pbap zak eviz a =,lekpb ~izde`& pbi liakilepdekaf dkpiffdcikmi eo pbi ]afi} Zi~zi}ikpapdvi} dkpbi @ivife~likp Czey~ sa} oeyk` pe dl~zevi jt 12~izmikp a} a zi}yfp eo pbi dkpizvikpdek ~zeczal"~+94$+

9 Gikkdkc}& ]+ ak` @z Jikgaldk âfliz ":>>3$& Ikbakmdkc ]afi}

îzoezlakmi Pbzeycb Ilepdekaf Dkpiffdcikmi @ivife~likp+

Ezcakd}apdek} / îe~fi& Lat :>>3& _ef 10+ Ke :+

]YI GIKKDKC]& Lakaciz Peef} ak` Lipbeèfecdi}& Ezcakd}apdekaf

Iooimpdviki}} ak` Lakacilikp @ivife~likp& Qakpa} Adzsat} Fdldpi`+

@Z JIKGALDK Z AFLIZ& @dzimpez eo Zi}iazmb ak` @ivife~likp Cike} pt

Fp`+

!*-$ !*!$ !*)$ !*/$ #*"$ #*-$

Ajdfdpt pe ilepdekafft aà~p pe `dooizikp }dpyapdek} ak`ìlak`}

Ajdfdpt pe zimeckd}i akepbiz}# ilepdekaf }papi pe a}}d}p pbiloykmpdek iooimpdvift

Ajdfdpt pe zimeckd}i pbi ilepdek} dk epbiz} ak` pbi *yk}ad`* dkmekviz}apdek}

Ajdfdpt pe ia}dft }bdop mellykdmapdek }ptfi} pe lapmb pbap eomy}peliz} ak` meffiacyi}

Ajdfdpt pe ykìz}pak` ak` lakaci esk kek,vizjaf dl~amp ekepbiz}

Zazi ez fes ld}lapmb jipsiik jifdio pbap pbi epbiz ~azpt d}ba~~t ekft pe fik` eyp fapiz pbd} d} kep pbi ma}i

Ajdfdpt pe ji ak appikpdvi ak` il~apbipdm fd}pikiz



15/17

ÂCI 1:


=+ QYI]PDEKDKC ]HDFF]

Do tey è kep hkes bes pe a}h pbi zdcbp qyi}pdek& tey `d}meviz kepbdkc+ S+ I`saz`} @ildkc

ODK@DKC] ^ZEODMDIKMT ZAKHDKC ?PBLE]P ^ZEODMDIKP FIA]P ^ZEODMDIKP @ivife~dkc qyi}pdek} yzdkc pbi

}afi} mtmfi

Ajdfdpt pe dkmez~ezapi pbimy}peliz} sezf` sbik a}hdkc

qyi}pdek}

Sdffdkcki}} pe ~zi~azi qyi}pdek} pbap sdffa`` vafyi pe a liipdkc

Ajdfdpt pe cikizapi a cee` zapde eoqyi}pdek} pe }papilikp}


DK]DCBP]A} pbi zi}yfp} }bes& }ifo,~izmi~pdek eo qyi}pdekdkc }hdff}

d} fes+

Qyi}pdek} azi eki eo pbi le}p oykàlikpaf }hdff} oez aff

}afi} ~ie~fi+ ]y~izdez }afi} ~ie~fi bavi pbi ajdfdpt pe

a}h cee` ~zejdkc qyi}pdek} sdpbeyp pbi mfdikp oiifdkc

dkpizzecapi` ez& ~izba~} ivik sez}i& sdpb oiifdkc pbap pbiqyi}pdek} azi kep a``dkc akt vafyi+

A} dk`dmapi` pbzeycbeyp pbd} zi~ezp& cee` qyi}pdek}& a}}d}p

sdpb kii`} akaft}d}& e~pdek a}}i}}likp ak`& le}p

dl~ezpakpft& dk cadkdkc pzy}p+

Pbi}i odk`dkc} }y~~ezp epbiz odk`dkc} jt Pbi Zdcbp Ldk`

pbap lakt }afi} ~ie~fi azi zifympakp pe a}h qyi}pdek}

ajeyp sbap pbit oiif meyf` ji }ik}dpdvi ez ivik

mekodìkpdaf dkoezlapdek+ Eyz iazfdiz sezh }ycci}p} pbi

sdffdkcki}} eo }afi} ~ie~fi pe a}h }ymb qyi}pdek} zifapi pe

pbidz ykìz}pak`dkc ak` pbidz }hdff} sdpb il~apbt ak`

za~~ezp+

Qyi}pdekdkc d} a }hdff pbap mak ji fiazkp& besiviz dp pahi}

~zampdmi pe ìvife~ }pzympyzi} pbap cdvi dl~amp+

@I_IFE^DKC ESIZOYF QYI]PDEK]Pbi jiaypt eo ~esizoyf qyi}pdekdkc d} pbap tey è kep

kii` pe ji ak ir~izp dk pbi }yjgimp tey azi ìafdkc sdpb

}yzi dp bif~}& besiviz cziap ficaf a`vemapi} azi }hdffi` dk

pbi pimbkdqyi} ak` ~zemi}}i} pbap ìfdviz ~esizoyf

qyi}pdek}+

Pbd} ~esiz d} ìvife~i` pbzeycb a }pzekc a~~zimdapdek eo

pbi ~zemi}}i}pbap ìfdviz eypmeli} zapbiz pbak mekpikp+

Qyi}pdekdkc ~zemi}}i} pbap sezh bavi pbi oeffesdkc

}pzympyzi7

]dpyapdek Dl~fdmapdek} Dl~amp} E~pdek}

!*-$ !*!$ !*)$ !*/$ #*"$ #*-$

Ajdfdpt pe y}i ~zejdkc qyi}pdek} pe ykìz}pak` pbi jytdkc mtmfi

Ajdfdpt pe ejpadk }ik}dpdvi ak` ivik mekfiìkpdaf dkoezlapdek ozelmy}peliz} ak` meffiacyi}+

Sdffdkcki}} pe y}i qyi}pdek} pe ykmeviz kii`} oaz lezi pbak oemy}dkcek }iffdkc pbi *}efypdek*

Sdffdkcki}} pe ~zi~azi qyi}pdek} pbap sdff a`` vafyi pe a liipdkc

Ajdfdpt pe cikizapi a cee` zapde eo qyi}pdek} pe }papilikp}

Ajdfdpt pe jzdkc pbi my}peliz}# sezf` dkpe ~iz}~impdvi sbik a}hdkcqyi}pdek}

]hdff dk ìvife~dkc ak` ~zi}ikpdkc qyi}pdek} `yzdkc pbi }afi} mtmfi

Ajdfdpt ak` sdffdkcki}} pe y}i qyi}pdek} pe mekfizl acziilikppbzeycbeyp pbi }afi} ~zemi}}


Pbi }hdff eo hkesdkc sbik pe a}h qyi}pdek}

d} a ìi~ fd}pikdkc }hdff+

Mbzd}pe Kezìk,êsiz} ":>>9$&êsizoyf Qyi}pdek}


16/17

ÂCI 1=


ÂZP M7 AJDFDPT QYI]PDEK]

DKPZE@YMPDEKDk pbd} }impdek eo pbi }yzvit& zi}~ekìkp} sizi a}hi` pe

ivafyapi a }izdi} eo }papilikp} acadk}p a kyljiz eoe~pdek}+ Si bavi zakhi` pbidz eypmeli} acadk}p eyz

~zioizzi` e~pdek}+ Kepi& pbap si }at ~zioizzi` a} eyz

ir~izdikmi }bes} pbi}i ak}siz} }y~~ezp eyz esk

zi}iazmb dkpe ji}p ~zampdmi }afi} mellykdmapdek

~zemi}}i}+ Eo meyz}i& pbizi sdff ji irmi~pdek} pe pbi}i

~zioizikmi} pbap sezh ak` pbizi azi }afi} ~ie~fi sbe mak

ambdivi irmi~pdekaf zi}yfp} jt e~izapdkc dk vizt

ykmekvikpdekaf sat}+

Pbi qyi}pdek} sizi ì}dcki` pe pi}p pbzii hit a}~imp} eo

pbi }afi} }hdff}+ Pbi}i azi7

Zimeckdpdek ^zi`dmpdek Ykìz}pak`dkc

ZI]YFP]

1+ Zimeckdpdek+ Pbi ajdfdpt pe zimeckd}i ~zioizzi`zi}~ek}i}+ Oez iral~fi& amhkesfi`cdkc ak`

mfazdotdkc ak ejgimpdek viz}y} ìoik`dkc ez

zi~apmbdkc+

A} dk`dmapi`& zi}~ekìkp} ilek}pzapi` lezi

}hdff} dk pbd} azia+ Oez iral~fi pse,pbdz`}mfiazft }besi` pbit meyf` zimeckd}i pbi ji}p

zi}~ek}i pe ak ejgimpdek "ap pbi }ali pdli& pbidz

}ifo,~izmi~pdek ek bak`fdkc ejgimpdek} akòaldfdazdpt sdpb ejgimpdek,bak`fdkc pimbkdqyi}

sa} fes$+ Pbi fesi}p }mezi} dk pbd} }impdek "6?>

~izmikp$ sa} dk pbi azia} eo }i~azapdkc

jamhczeyk`%dìkpdodmapdek qyi}pdek} ozel

dl~fdmapdek%dl~amp qyi}pdek}+ Pbd} mezzifapi}

sdpb zi}~ekìkp} evizaff ~izmi~pdek eo pbidz

cikizaf mekodìkmi dk pbi azia eo qyi}pdekdkc

}hdff}+

:+ ^zi`dmpdek+ Pbd} d} pbi ajdfdpt pe ~zi`dmp pbi kirpfecdmaf }iqyikmi dk a mekviz}apdek+ Oez iral~fi&

sbik a kii` d} dìkpdodi`& mekodzldkc ak`

ilji``dkc pbd} kii` vda dl~fdmapdek ak`%ezdl~amp qyi}pdek} jioezi cdvdkc a }efypdek+

Pbi zi}yfp} dk`dmapi pbap zi}~ekìkp} oiif lezi

mekodìkp dk zi}~ek`dkc pe a mfazdodi` kii`+

Besiviz& pbi zi}~ekìkp} }mezi` ~eezft dk

~zi`dmpdkc pbi ~zioizzi` zi}~ek}i pe ~dpmbdkc

jioezi ~zejdkc pe qyakpdot ak` }iclikp pbi

mekmizk%kii`+

=+ Ykìz}pak`dkc+ Bizi si pi}pi` zi}~ekìkp}hdff} dk ykìz}pak`dkc pbi zapdekafi jibdk` pbi

}hdff} eo mellykdmapdek+ Oez iral~fi&

ykìz}pak`dkc pbi `dooizikmi jipsiik ak e~dkdek

ak` a oiifdkc+

Qyi}pdek} sizi mekodki` pe pbi Mellykdmapdek}

Bdizazmbt a} pbi kyakmi} mekpadki` dk pbd}

}impdek ~zevdì a odz}p dk`dmapdek eo ilepdekafappikpdviki}} pbap d}& pbi ìczii pe sbdmbzi}~ekìkp} azi ajfi pe zimeckd}i pbi ilepdek}

appambi`%dl~fdi` dk a qyi}pdek ez }papilikp+

Pbd} d} qydpi `dooizikp pe zimeckd}dkc pbi

`dooizikmi jipsiik a zapdekaf ak` ak ilepdekaf

kii` "a} pi}pi` dk ]impdek 1 ajevi$ a} pbi}i azi

~ze`ymp%jikiodp zifapi` ak` odp lezi meloezpajft+

Zimeckd}dkc ilepdekaf kyakmi} dk mekviz}apdek}mak ji fiazki`+

!*- $!*- )!*- /!*- #!*- "!*- !*-

'(&,+%>1(&:(=-

0+,&:9?3(-

2,93=(:?3(-



17/17

ÂCI 10

AJEYP PBI ZDCBP LDK@

PBI MELÂKTSi azi a jeypdqyi pzadkdkc ak` ezcakd}apdekaf

dl~zevilikp mel~akt pbap ba} }eli }dckdodmakp mfdikp}ak` kepajfi asaz`} pe eyz kali+

A }yllazt eo mezi ~ze`ymp} "ak` iral~fi mfdikp}$ azi

fd}pi` jifes7 ]afi} pzadkdkc ak` meambdkc , Aczdmbil&

Aczdc2& ]eypb âmdodm ]ii`} "Eyz mezi ~zeczal

ba} ak ek,fdki }ifo,a}}i}}likp ak` ak ek,fdki

=?> a}}i}}likp+ Pbi }ifo,a}}i}}likp d} a

meljdkapdek eo ajdfdpt ak` }ifo,a}}i}} qyi}pdek}$8 Pial Fiaìz%Mellykdmapdek Pzadkdkc ,

]dl~fep& Cef ik Mdzmfi "Pse ~zeczal} Pbi

êsiz eo Ikcacilikp ak` IQ oez Pial Fiaìz}ak` ]afi} îe~fi$+ Pbi}i ~zeczal} cdvi

~azpdmd~akp} pbi }hdff} pe ji jippiz pial fiaìz}

ak` lakaci mekviz}apdek} kimi}}azt pe ji

}ymmi}}oyf , i}~imdafft pbi doodmyfp eki}$8

Jy}dki}} îzoezlakmi E~pdld}apdek , ZemhJydf`dkc ]emdipt& Me}pa Czey~ "pbd} ~zeczal d}

ja}i` ek a vizt }dl~fi jyp dkkevapdvi ozalisezh

eo fdkhdkc vafyi} "bes si è pbdkc}$ pe ceaf} ak`

pazcip} "sbap si bavi pe ambdivi$$8 ]pzapict%ê}dpdekdkc , Ifìz}& Jatiz "eopik pbd}

d} ambdivi` pbzeycb oamdfdpapdek pbzeycb a zakcieo e~pdek} pe ambdivi pbi aczii` eypmeli}$8

Fiaìz}bd~ Pzadkdkc , Ekibazvi}p "asazì` pbi]y~~ft Mbadk ak` Pzadkdkc Asaz` oez pbd}

~zeczal ozel pbi Fecd}pdm} A}}emdapdek eo

Ay}pzafda$+ Eyz fapi}p ~zeczal& Mekviz}apdek}

oez Czespb& sa} fa}p tiaz& a odkafd}p dk pbi

Ay}pzafdak Fiazkdkc Dkkevapdek mapicezt ozel

pbi Ay}pzafdak Dk}pdpypi eo Pzadkdkc ak`

@ivife~likp+

ASAZ@] Fecd}pdm} A}}emdapdek eo Ay}pzafda& ]y~~ft Mbadk

Pzadkdkc ak` I`ymapdek Asaz`

Ay}pzafdak Dk}pdpypi eo Pzadkdkc ak`@ivife~likp& Ay}pzafdak Fiazkdkc Dkkevapdek

EYZ MEZI ÎE^FI@avd` Bakfek ba} a }~imdaf dkpizi}p dk }iidkc ~ie~fi

~izoezl eyp}dì pbi ez`dkazt+ Bi d} i}~imdafft dkpizi}pi`dk }iidkc pbil ambdivi pbidz ~iz}ekaf ak` jy}dki}}i}

ceaf}& sbipbiz odkakmdaf ak` ezcakd}apdekaf ~izoezlakmi

ez ~bt}dmaf siffjidkc ak` odpki}}+

Bi d} zimeckd}i` a} eki sbe cip} pe pbi biazp eo pbdkc}&

kep ammi~pdkc oami vafyi7 a ~zemi}} ì}mzdji` jt mfdikp} a}

jepb mbaffikcdkc ak` zisaz`dkc+

^zeoi}}dekafft bi ba} jiik dkvefvi` sdpb jy}dki}}

ìvife~likp& jy}dki}} jikmblazhdkc ak` lazhip

a}}i}}likp dkpizkapdekafft+ Bi ì}dcki` pbi ]y~~ft

Mbadk IrimypdviFdkh ~zeczal& sbdmb sek pbi Fecd}pdm}

A}}emdapdek eo Ay}pzafda} Pzadkdkc ak` I`ymapdek Asaz`

oez EkiBazvi}p dk :>>=+

@avd` d} a Oiffes eo pbi Ay}pzafdak Dk}pdpypi eo

Lakacilikp ak` a Mbazpizi` Lakacilikp Mek}yfpakp

sdpb pbi Dk}pdpypi eo Lakacilikp Mek}yfpakp}+

Gdff Zdckitmellikmi` biz maziiz dk jy}dki}} }y~~ezpak` dk pbd} zefi lakaci` kapdekaf jikmblazhdkc ~zegimp}

dk a sdì zakci eo Ay}pzafda} zyzaf dk`y}pzdi} dkmfy`dkc

}ycaz& sdkicza~i}& mdpzy} ak` pbi czawdkc dk`y}pzt+

Biz irpzili ~izmi~pdviki}} fi` biz pe ykìzpahi }py`di}

dk ilepdekaf dkpiffdcikmi& kicepdapdek& oamdfdpapdek&bt~ke}d} ak` KF^+ Pbd} pzadkdkc ikajfi} biz pe dkpze`ymi

pbi }yjpfipdi} eo eyz mellykdmapdek }ptfi} pe ambdivi

myfpyzaf }bdop} sdpbdk dk`dvd`yaf} ak` ezcakd}apdek}+ ]bi d}

kes zicazì` a} a fiaìz dk ~zi}ikpdkc ak` akaft}dkc

`dooizikmi} dk mellykdmapdek }ptfi} oez dk`dvd`yaf} ak`

czey~} ak` dk sezhdkc sdpb czey~} pe ldkdkd}i mekofdmp+

]bi d} ammzi`dpi` dk pbi ìfdvizt eo ilepdekaf dkpiffdcikmi

pzadkdkc ak` dk a kyljiz eo jibavdeyzaf }ptfi dk}pzylikp}+

Gdff d} a Mizpdodi` Liljiz eo pbi Ay}pzafdak Bylak

Zi}eyzmi Dk}pdpypi ak` a liljiz eo pbi Ay}pzafdak

Dk}pdpypi eo Pzadkdkc ak` @ivife~likp+

LEZI DKOEZLAPDEKPbi Zdcbp Ldk` Dkpizkapdekaf ^pt fp`

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BusinesssSalesSkills 12122011 Final