Sistema de Gestion Comercial-Ventas como Guia Sales Force Automatizacion

5/12/2018 Sistema de Gestion Comercial-Ventas como Guia Sales Force Automatizacion - slidepdf.com

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• Dbgefesrxdceóf bma CXG!• yejeadfced lpmxdreyd bma CXG

3% Slplxrm Efrmaejmfced bm

Fmjlcels• Bmsdxxlaal bm Xmt}mxegemfrls bm Gdxkmrefj

.Pxlb}cr Gdfdjmx%• Dplul d ad dbgefesrxdceóf bm BdrdZdxmnl}sm

.pm! pdxt}m bm Hlghds efsrdadbds mf }fcaemfrm l rmxxerlxel mspmceiecl%&

• Dplul d JmlGdxkmrefj!• Pxlymmx d ad Jmxmfced Clgmxceda clf }f

efilxgdceóf bm f}myls plrmfcedams caemfrms!f}myls pxlb}crls mf ma gmxcdbl! plrmfcedamsefflydcelfms! dcreyebdbms bm als clgpmreblxms.sla}celfms! smxyecels drdbls! f}myds pxäcrecls.dxxemfbl bm mt}epls%!

• Dplul BdrdZdxmnl}sm d msr}bels mfYdxedcelfms mf pxmcels! rmfbmfceds mf adefb}srxed u dplxrms bm ydalx pdxd ma caemfrm&

• Jmsreóf bm Cdaebdb YGS Efilxgdceófmsrxdråjecd Rxdfsymxsda& Bm Clgpmreblxms, Gmxcdbl&

• Efilxgdceóf mspmcçiecd& Xmcadgls bmPxlb}crls&

• Dbgefesrxdx xmcadgls bm dc}mxbl dlxemfrdcelfms bm Jmxmfced! pxlrlclals råcfeclsu cllxbefdx yeserds råcfecds! bm gdfrmfceóf lefspmccelfms mf ser}dcelfms mspmcçiecds bmxmcadgls l idaads&

2% Hdck ]p Lpmxdcelfms uAljçsrecds

• Cllxbefdceóf bm Xmt}mxegemfrls bm PlsrYmfrd .Rdaamx u Smxyecels%

• Cllxbefdceóf bm Dcreyebdbms Rdaamx




2&' Pxlcmsls Clgmxcedams ' Ymfrds

Als Pxlcmsls bm Ymfrds clfsebmxdf häsecdgmfrm : idsms! aamydbls d }fd pxäcrecdsesrmgdrecd plx ma mt}epl bm ymfrds! msrl pmxgerm }feiecdx cxermxels bm bmsmgpmôl! idceaerdxlhomreydgmfrm ma smj}egemfrl bm als aljxls! ads xmsrxeccelfms! dydfcms! u gmolxdx admsregdceóf bm xms}ardbls pxlumcrdbls slhxm myebmfced rdfjeham&

Mspmcçiecdgmfrm! als Pxlcmsls bm Ymfrds xmclflcmf ma imfógmfl bm ad ‑Cdfdaedceóf‗ upxlc}xd t}m cdbd gemghxl bma mt}epl clgmxceda ‑pemfsm! dcr}å‗ mf clfclxbdfced d cxermxelsbm miecemfced clgmxceda! blfbm! sm dbgefesrxd ad jmsreóf hdol pdxägmrxls u gårxecds! clglad cdfrebdb bm caemfrms! ma remgpl mf nlxds u bçds! u als glfrls ydalxdbls! dbecelfdfblyeseheaebdb clgpamrd bma msi}mxl clgmxceda d ads jmxmfceds&

MA sesrmgd bm Cdfdaedcelf bm pxlcmsl bm Ymfrds! pxlplxcelfd d ad Jmxmfced bm YU^ }fdclgpamrd yeseheaebdb bma msi}mxl u bmsmgpmôl bma dxmd clgmxceda u ymfrds&

Cdbd ymfbmblx xmplxrm ad idsm bm bm cdbd }fl bm s}s fmjlcels mf c}xsl! ma f}gmxl bmcaemfrms mf cdbd idsm! ad cdfrebdb bm bçds t}m cdbd idsm bmgdfbd mf remgpl! u als glfrlsydalxdbls ."%! t}m ma fmjlcel sejfeiecd pdxd ads iefdfds bm ad mgpxmsd&

‑SESRMGD BM CDFDAE_DCELF BM PXLCMSLS BM YMFRDS‗&

LPREGE_DX IDSM BM ALS PXLCMSLS BM YMFRDSF° CAEMFRMS

~ Idsm

F° BEDS

~ Idsm

GLFRLS .G"%

~ Idsm

4% Pxlspmcceóf bm F}myl caemfrm ,

Xmt}mxegemfrls pxmaegefdxms bmaCaemfrm&

8% Yeserds d Rmxxmfl – Clfrdcrl bexmcrl

Caemfrm&

3% Dfäaeses bm idcreheaebdb clgmxceda , Bmrmxgefdceóf Råcfecd bm ad

Lplxr}febdb&

2% Pxmsmfrdceóf bm ad Limxrd da Caemfrm&

=% Jmsreóf Clgmxceda ' Råcfecd bma Ydalx

Lixmcebl da Caemfrm&

9% Momc}ceóf bm Dccelfms u Räcrecds bmCemxxm&

:% Smj}egemfrls& Plsr'Ymfrd

.Msi}mxzlC}dfreiecdbl% Rlrdams?




Cdbd Idsm clfaamyd }fd plrmfceda pmxbebd mf ma glfrl plx ymfbmx u mf ad cdfrebdb bmcaemfrms t}m aamjdf da cemxxm bm ymfrds! plx al rdfrl! ms plseham t}m mf ad idsm }fl! bm }fglfrl "4!000! ad idsm iefda cemxxm clf "400! ms bmcex! }f 40-&

Ma dxmd clgmxceda u s}s jmxmfceds! bmhmxäf msrdhamcmx ma bedjflsrecl bm ad ser}dcelf efecedaxmspmcrl d ad mimcreyebdb clgmxceda dcr}da! xmdaedfbl }f dfäaeses pxmyel! efbeyeb}da u mfjx}pl! pdxdgmrxedfbl ma dacdfcm bm als xms}ardbls bmsmdhams pdxd ad mgpxmsd!clfsebmxdfbl ma gdxjmf bm rlamxdfced bm pmxbebd bm fmjlcels mf ma cecal rlrda bm ymfrds ' adidsm bm pxlspmcceóf d ad idsm bma cemxxm'&

Sm msrdhamcm d feyma bm jmxmfced! s}pmxyeslxms u als mt}epls bm ymfrds! als Cxermxels bmCdaebdb mf ad Jmsrelf Clgmxceda – Ymfrds! mf msrds s}cmseyds sm pdxdgmrxedf als‑bmsmgpmôls pxlgmbel u s}s ydxedfds‗! clf rlbl ma dfäaeses clfaamyd d msrdhamcmx alspxegmxls pdsls pdxd ma gmolxdgemfrl clfref}l mf ma dxmd! d rxdyås bm msrls nerls?

• Ebmfreiecdceóf&

• Gmbeceóf&

• Gmolxdgemfrl&

• Msrdheaezdceóf&

• Clfrxla&

Cdbd idsm ms blc}gmfrdbd plx bdrls u myebmfced t}m bmaefmdf ads dcreyebdbms rçpecds!bmrmxgefdfbl t}emf msrä efyla}cxdbl u ma xmsplfsdham bm msd idsm&

C}dfreiecdgls t}m sm lhremfm bma caemfrm! ma msrdbl bm ad limxrd! u bmrmxgefdgls ads cxçrecdspdxd lpregedx ma Pxlcmsl bm Ymfrds&

Pdxd dsmj}xdxsm t}m }srmb aljxm als lhomreyls bm ymfrds dsejfdbls plx ad jmxmfced m YU^!sm bmhm padfeiecdx clgl msrls smxäf aljxdbls d rxdyms bm }f pxlcmsl bm padfeiecdceófmimcreyl&

Ma dxmd clgmxceda bm YU^ sm ilxrdamcm u dsmj}xd ad pxlb}creyebdb bm als mt}epls bm rxdhdolhdol mf mfilt}m bm Jmsrelf Clgmxceda Sesrmgdredbl u t}m pmxgerm ad }reaedcelf bmnmxxdgemfrds lpmxdreyds u ad gejxdceóf d sesrmgds bm dplul! clgl }f CXG&

2&4 Ebmfreiecdcelf! smj}egemfrl u clfrxla bm Caemfrms&

• Clfrxla msrdr}s caemfrms& Ads dcreyebdbms mf momc}ceóf u ads padfmdbds clf alscaemfrm! d ief bm rmfmx mf YU^ 400- yeseheaebdb bma bmsdxxlaal bm als fmjlcels&

• Cxmdx F}myls caemfrms& Dbecelfdx pxlspmcrls mf ad hdsm bm bdrls caemfrms bma CXG&• Egpamgmfrdcelf bm efrxdfmr sesrmgd efrmjxdbl bm hdsm bm bdrls bm caemfrms&

nrrp?,,efrxdfmr&yu~&ca& • Pxmpdxdceóf bm ads yeserds d caemfrms& Xmjesrxdx ma padf mspmcçiecl bm yeserds mf ma

sesrmgd bm jmsreóf .CXG%! xmjesrxls t}m efca}umf yeserds! dcreyebdbms! u bdrls

mspmcçiecls t}m bexmccelfdf ad cdfdaedceóf bm ads ymfrds&




2&8& Dfäaeses bm Gårxecds bm Ymfrds u clxxmcceóf bm bmsyçls&

2&8&4 Ma dxmd clgmxceda egpamgmfrd u sesrmgdrezd Gmrxecds bm Ymfrds?

• Fÿgmxl bm Caemfrms pxlspmcrls u lplxr}febdbms jmfmxdbds plx gms&• Fÿgmxl bm Caemfrms f}myls u ymfrds rlrdams mf ma gms&

• Fÿgmxl bm caemfrms m~esrmfrms u ymfrds gmfs}dams rlrdams• Ads 40 lplxr}febdbms bm gdulx egpdcrl clgmxceda mf ma rxegmsrxm&• Gmrds bm Ymfrds rxegmsrxdams u df}dams&• Ebmfreiecdcelf bm pxlb}crls DHC! 80- bm pxlb}crls u smxyecels t}m egpdcrdf mf ma

>0- bm ads Ymfrds&• Caemfrms u C}mfrds bm gdulx egpdcrl clgmxceda .DHC? 80- bm als caemfrms t}m

egpdcrdf mf ma >0- bm ads Ymfrds% b}xdfrm ma dôl&• Xmplxrm bm Momc}celf bm ad Cdfdaedceóf bm Ymfrds .Pepmaefm% plx mrdpds bma

pxlcmsl! plx glfrl! caemfrm u clfslaebdbl bm ad mgpxmsd• Xmplxrm bm Cdfdaedceóf bm Ymfrds plx Ymfbmblxms! plx glfrl! plx caemfrm! plx

ymfbmblx! u clfslaebdbl bm ad mgpxmsd• Xmplxrm bm M~cmpcelfms! .Lplxr}febdbms dhemxrds mf ma cemxxm bm gms%• Xmplxrm bm Rmfbmfceds mf xmjesrxls bm ymfrds' gms d gms&• Xmplxrm bm Remgpl pxlgmbel bma cecals bm dpmxr}xd u cemxxm bm ymfrds plx Ymfbmblx!

u clfslaebdbl bm ad mgpxmsd• Xmplxrm bm Lplxr}febdbms jmfmxdbds plx i}mfrm bm Ymfrds .rmxxerlxeda } lrxl

clfb}crl%&• Xmplxrm bm Pxlumccelf rxegmsrxda bm Ymfrds! plx pxlb}crl! plx caemfrm! plx rmxxerlxels!

mf pmsls! plx ymfbmblx u clfslaebdbls&

2&8&8& Gårxecds bm Smxyecel Caemfrms

• Fÿgmxl bm cdsls cmxxdbls plx bçd&• Fÿgmxl bm cdsls dhemxrls u cmxxdbls plx xmpxmsmfrdfrm YU^• Pxlgmbel bm remgpl bm xmsla}ceóf bm pxlhamgds• Sla}celfms Rlp aljxdbds plx xmpxmsmfrdfrm YU^• Plxcmfrdom bm c}gpaegemfrls plx cdsls dhemxrls• Plxcmfrdom bm xmflydcelfms bm smxyecels plx xmpxmsmfrdfrm&• Remgpl mfrxm dpmxr}xd u xmsla}ceóf bm smxyecels pxlymçbls&

2&8&3 Rxdhdol clf Sesrmgd bm Jmsreóf! besgef}ceóf bm ydxedfzds u bmsyçls mf dbgefesrxdcelf clgmxceda! u dccelfms clxxmcreyds

d% Dpaecdceóf bm pxäcrecds smgdfdams! clf Regm Snmmr u xmplxrms momc}reyls pdxdgdfrmfmx yejeadfced lpmxdreyd bma sesrmgd bm jmsreóf clgmxceda&

h% S}pmxyesdx egpdcrls efrmxfls d rxdyås bma glferlxml u smj}egemfrl bm pxdcrecdsclgmxcedams! yeserds! Regm Snmmr ydaebdbl plx Xmg}fmxdcelfms&

c% Yejeadfced bm mimcrls m~rmxfls bm ad jmsreóf clgmxceda! u sesrmgedcelf bm ad Cdaebdb mfad Jmsrelf Clgmxceda gebemfbl ads xmsp}msrds bm als caemfrms mf ad Plsr'Ymfrd&

&




2&3 Gmolxms Pxäcrecds mf ]sl bm Pdfmams bm Clfrxla CXG& 2&3&4 Egpamgmfrdceóf

l Ebmfreiecdx }s}dxels clf pmxgesl d Pdfmams bm Clfrxla&l Yeseheaebdb u Smj}xebdb mf }sl bm cdxpmrds u lxjdfedceóf bm pdfmams bm

clfrxlal Dsmj}xdx dccmseheaebdb bm xmplxrms! remgpl u lplxr}febdbl ]sl bm jxdiecds mf xmplxrmsl Yesrds clgpdxdreyds mf Pdfmams bm clfrxla&

2&3&8 Sesrmgdrezdceóf u Bmsdxxlaal bm Nmxxdgemfrds bm pxlb}creyebdb&

l Dccmsls pÿhaecls u xmsrxefjebls bm pdfmams bm clfrxlal Dpdadfcdx xmplxrms smjÿf pxeyeamjels u cxerecds mf ad jmsreófl Jmsreóf bm dpaecdcelfms pdxd gmolxdx ad dblpceófl Xmyeseóf bm cdfdaedceóf bm ymfrdsl Pxmsmfrdceóf d bexmcrlxels u jmxmfcedsl Xmyeseóf plx }febdb bm fmjlcels u äxmds clgmxcedamsl Xmyeselfms }fl d }fl! bmsmgpmôl efbeyeb}da&

2&2 Msrdhamcmx xmjesrxls YLC .Ymfbmblxms msc}cndf ad Ylz bma Caemfrm%&

• Xmjesrxls bm Bdrls&Smj}egemfrl bm xmjesrxls efbeyeb}dams ! Cxmdx dslcedcelfmsmfrxm xmjesrxls! Hÿst}mbd bm xmjesrxls cxçrecls

• Efilxgms u Xmplxrms! Lxjdfedceóf u lxbmfdgemfrl bm efilxgdceóf! Smjgmfrdceófu clfslaebdceóf bm bdrls

• Pdfmams bm clfrxla! ]sl bm bdrls clfslaebdbls! xmplxrms clf rmfbmfced uclgplxrdgemfrls clgmxcedams i}fbdgmfrdams&

• Xmcadgls .S}jmxmfceds% bm caemfrms

Xmjesrxl bm C}srlgmx Smxyecm d rxdyås bm clxxmls mamcrxófecl! mfx}rdbls plx äxmdsbm dplul bm YU^ da sesrmgd bm jmsreóf&

•

Hdsm bm Bdrls! t}m efilxgdceóf smd pxlcmsdbd mf als mt}epls clgmxcedams!sesrmgdredbls plx jx}pls bm rxdhdol t}m ymadf plx ad cdaebdb bm ad limxrd clgmxcedabm YU^&

2&= Dsmj}xdgemfrl bm ad Cdaebdb Clgmxceda&

• Ilxgdcelf bm Clgerms pdxd ma Dfäaeses bm sla}celfms Clsrl'Mimcreyds clf ad iefdaebdbbm msrdhamcmx c}ar}xd mf als mt}epls bm rxdhdol&

• Gdfdjmxs u mt}epls bm rxdhdol ebmfreiecdf u ilxgdaedlf Pxdcrecds clgmxcedamsm~erlsds xmpaecdhams! pmxelbls rxegmsrxdams u myda}dcelfms df}dams&

• Xmplxrms rxegmsrxdams u df}dams xmspmcrl d Ebmfreiecdcelf cdsls bm å~erl clgmxceda&•

Mf Ebmfreiecdcelf bm cdsls bm ixdcdsl u amccelfms dpxmfbebds& ]sls sesrmgdrecl!c}ar}xd bm jmsrelf clgmxceda&• Ad dpaecdceóf bm nmxxdgemfrds CXG plx pdxrm bm cladhlxdblxms u pxlimselfdams bm

YU^&• Ilxgdaedcelf m Efsr}r}celfdaedcef bm }f dghemfrm bm Bedaljl dhemxrl! nlfmsrl!

momxcecels bm pxdcrecds bm g}r}l xmspmcrl! amfj}dom u pxdcrecds cladhlxdreyds!glreydceóf pmxslfda u ydalxdceóf bm als efbeyeb}ls&




2&9 Ebmfreiecdcelf bm pxlcmsls bm gmolx bmsmgpmôl bma Mt}epl Clgmxceda&

• Hxmcnds bm bmsmgpmôl pdxd cdpdcerdceóf&• Bmrmxgefdcelf bm cldcnefj• Remgpl bm Gmfrlxefj! plx cdaebdb bm ad pxdcrecd u ixmc}mfced gmfs}da! pxmyed

myda}dceóf bma bmsmgpmôl pxlb}crls bm gårxecds clgmxcedams&• Ilxgdaedcelf bm gårlbls bm gmolxd clfref}d! d rxdyås bm clgerås! i}mxd bm rdxmds

u clgpxlgesl ilxgdams! drdbls d gårxecds clgmxcedams! m efcmfreyls mclfógecls ufl pmc}fedxels&

2&: Pdfmams bm myda}dceóf efbeyeb}da m egpdcrl mf ad mgpxmsd&

• Msrdhamcmx gmbebds bm bmsmgpmôl u clxxmadcelf clf ma egpdcrl m efia}mfced bexmcrdmf ads iefdfds bm ad mgpxmsd&

• Momgpal bm Cdrmjlxedcelf u clxxmadcelfms! t}m msrdhamcmf gmbebds bm bmsmgpmôlclxxmadcelfdbds clf ad cdfdaedceóf bm ads ymfrds u clgpdxd clf ma mimcrl iefdfcemxlmf als cemxxms bm fmjlcels&

Jxdbl bm Efia}mfced Pmxslfda mf ma FmjlcelPdxmrl .>0'80%

Darl Hdol&

Jxdbl bm

Egpdcrl bmaFmjlcel mf admgpxmsdPdxmrl .>0'80%

Darl' Darl Egpdcrl mf ma

fmjlcel&' Dard Efia}mfced pmxslfda

mf ad ymfrd&

' Darl Egpdcrl mf ma fmjlcel' Hdod Efia}mfced pmxslfda mf

ad Ymfrd

Hdol' Hdol Egpdcrl mf ma

fmjlcel mf ad Ymfrd' Dard Efia}mfced pmxslfda

' Hdol Egpdcrl mf ma fmjlcel' Hdod Efia}mfced pmxslfda mf

ad Ymfrd&

• Xmsplfbmx d ad pxmj}frd ¼clgl ma xmpxmsmfrdfrm bm ymfrds u,l gdfdjmx aljxdefia}mfcedx ma å~erl bm }f fmjlcel<&

• Plrmfcedx ad ilxg}adceóf u myda}dceóf bm gmrds bm ymfrds! xmc}xsls u fecnlslhomreyls&

• Ilcdaedx als mt}epls bm ymfrds mf xms}ardbls clf egpdcrl mf XLE u besrefj}ex mamsi}mxl efbeyeb}da&




2&>&' Efsrx}gmfrls bm Padfeiecdcelf u Clfrxla bma dxmd bm Ymfrds&

2&>&4 Cxlfljxdgd bm Dcreyebdbms bm Ymfrds'Smj}egemfrl smgdfda&

Msrm ilxgdrl xmjesrxd ad cdxjd bm rxdhdol smgdfda bma Xmpxmsmfrdfrm bm Ymfrds&&

• Ma ymfbmblx xmjesrxd m efilxgd smgdfd d smgdfd bm s} Jdfrr bm Rxdhdol dcr}da upxlumcrdbd&

• Cdbd Smgdfd sm ebmfreiecd clf ma pmxelbl bm bçds t}m c}hxm mf ma gms mspmceiecl!bdfbl a}jdx d 2 smgdfds u ixdcceóf plx gms .ymx padfeaad dbo}frd ‑Cxlfljxdgd bmYmfrds –smgdfd4‗&

• Ma xmpxmsmfrdfrm bm Ymfrds xmjesrxd ad xdóf bm s} yeserd d }f caemfrm mspmcçiecl mfrlbls als bçds bm ad smgdfd! besrefj}emfbl se sm rxdrd bm nlxdxels bm gdôdfd u alsnlxdxels bm ad rdxbm&

• Ads Cdrmjlxeds bm Yeserds clxxmsplfbmf d ?

Idsm bm Ymfrds?

P? Yeserd ~ Pxlspmccelf bm F}myl Caemfrm

R? Yeserd ~ dplul Rmcfecl bm Efecel

M? Yeserd ~ Dfdaeses bm Idcreheaebdb Rmcfecl Clgmxceda

L? Yeserd ~ Pxmsmfrdcelf bm ad Limxrd da Caemfrm

D? Yeserd ~ Dcadxdcelfms bm ad Limxrd

C? Yeserd ~ Cemxxm bma Fmjlcel

Gms? Flyemghxm

Smgdfd? bma : da 44

Idsm bm Ymfrds? #YESERDS

P? Yeserd ~ Pxlspmccelf bm F}myl Caemfrm =

R? Yeser d ~ dplul Rmcfecl bm Efecel 2





Rlrda Yeserds 5

Rlrda Caemfrms :

Beds

Nlxdxel Nxs Caemfrm Idsm Caemfrm Idsm Caemfrm Idsm Caemfrm Idsm Caemfrm Idsm

GDÔDFD 5 Drdcdgd G P Msclfbebd P Msclfbebd P

44 Drdcdgd G Ma Dhxd R Cn}t}ecd R Msclfbebd Msclfbebd

43 Cn}t}ecd

RDXBM 4= Dajlxrd R Gdfrls Hadf P ^srxdrd P ^srxdrd R

4: Dajlxrd

8 8 4 8

5

Flrd Xmjesrxl bedxel yeserds plx idsm bm ymfrds&

Clfrdblx # yeserds

CXLFLJXDGD BM DCREYEBDBMS BM YMFRDS SMGDFDAMS&

Flghxm bma Xmpxmsmfrdfrm Ymfrds?

A]F GDX GEM O]MY YEM



GDF]DA BM YMFRDS Smpremghxm 8044 Pdjm 4=

• Ma Ymfbmblx xmjerds mf cdbd bed bm ad smgdfd ad idsm clxxmsplfbemfrm bm ad yeserd uma flghxm bma caemfrm xmspmcreyl&

• Da iefda bm ad smgdfd! ma ymfbmblx xmjesrxd ad cdfrebdb bm yeserds t}m clxxmsplfbm dcdbd idsm bma pxlcmsl bm ymfrds! u rlrdaed ad cdxjd smgdfda bm rxdhdol&

Idsm bm Ymfrds? #YESERDS

P? Yeserd ~ Pxlspmccelf bm F}myl Caemfrm =

R? Yeserd ~ dplul Rmcfecl bm Efecel 2





Rlrda Yeserds 5

Rlrda Caemfrms :

• Msrm pxlcmsl sm xmperm mf cdbd nlod m~cmaa! smgdfd d smgdfd&•

Ma S}pmxyeslx rmfbxä yeseheaebdb clgpamrd bma mi}mxl clgmxceda bm ad smgdfd bmrxdhdol mf ad mgpxmsd&




2&>&8 Xmjesrxl bm Dydfcm mf Cdfdaezdcelf bm Ymfrds bma Gms plx Caemfrms&

Msrm xmjesrxl clfslaebd ad cdxjd bm rxdhdol smgdfda clxxmsplfbemfrm da gms! m ebmfreiecd adidsm bm cemxxm mf t}m sm mfc}mfrxdf als caemfrms yeserdbls plx als momc}reyls bm ymfrds bm admgpxmsd&

Msrm xmplxrm pmxgerm efilxgdx ad cdxjd bm rxdhdol gmfs}da besrxeh}ebd smgdfd d smgdfd! uidceaerd ad yeseóf xmspmcrl da msrdbl iefda bma msi}mxl clgmxceda bma gms&

Bmsbm ma p}frl bm yesrd bm ad jmsreóf ms plseham besrefj}ex clgl nd myla}celfd ads idsms bmymfrds bmsbm ad Pxlspmccelf ndsrd ma cemxxm smgdfd d smgdfd! da cemxxm bm gms&

Ma jmxmfrm bm ymfrds plbxä clfsebmxdx als åfidses t}m bmhm plfmx mf ma gms sej}emfrmclfsebmxdfbl ad mrdpd mf t}m sm mfc}mfrxd ma pxlcmsl bm ymfrds clf cdbd caemfrmmspmceiecl! u plx al rdfrl! rmfbxä yeseheaebdb mf t}m caemfrm dsmj}xdx ma msi}mxl bm ymfrds!c}dfrds smgdfds u ixmc}mfceds bm yeserds egpaecd aamjdx da cemxxm bm }f fmjlcels mspmceiecl&

Gms? fly'44

Smgdfd 4 Smgdfd 8 Smgdfd 3 Smgdfd 2

Caemfrm : da 44 42 da 4> 84 da 8= 8> da 30

Drdcdgd G P R M

Cn}t}ecd R R M LMa Dhxd R M M

Dajlxrd R R M

Claadn}dse P

Gdfrls bm ad A}fd P

Clsdudcn P

Msclfbebd R R D

Gdfrls Hadf R R

^srxdrd P M L C

Idsm bm Ymfrds?

P? Yeserd ~ Pxlspmccelf bm F}myl Caemfrm

R? Yeserd ~ dplul Rmcfecl bm Efecel






Xmjesrxl bm Dydfcm mf Cdfdaezdcelf bm Ymfrds bma Gms plx Caemfrms&



GDF]DA BM YMFRDS Smpremghxm 8044 Pdjm 4:

2&>&3 Xmplxrm Gmfs}da bm yesrds xmdaezdbds plx caemfrm! u glfrls bm fmjlcelsydalxezdbls plx caemfrm&

Msrm xmplxrm clgpamgmfrd ma dfrmxelx! p}ms! pxlplxcelfd efilxgdceóf xmspmcrl d ad cdfrebdbbm yeserds xmdaedbds smgdfd d smgdfd! rlrdaedfbl ads yeserds smgdfdams&

Dbecelfdagmfrm! ma xmplxrm rlrdaed ma msi}mxl clgmxceda mf råxgefls bm yeserds pxl caemfrm! uals glfrls ydalxdbls t}m cdbd caemfrm plbxä egpdcrdx mf als fmjlcels bmxeydbls bm adpxljxdgdceóf smgdfda u al momc}rdbl mf ma gms mf c}xsl&

Clgl }aregl efbecdblx cdbd ymfbmblx p}mbm gdfrmfmx }fd rdsd t}m c}dfreiecd als glfrlsydalxdbls plx cdfrebdb bm yeserds xmdaedbds d ad cdxrmxd bm caemfrms mf }f gms rçpecl&

Gms? Flyemghxm

Caemfrms , Smgdfds : da 44 42 da 4> 84 da 8= 8> da 30

Yeserds ~

Caemfrm

Glfrls G"

Pxlumcrdbls

Dajlxrd 4 4 4 3 20

Drdcdgd G 4 4 4 3 30

Cn}t}ecd 4 4 4 4 2 32

Ma Dhxd 4 4 4 3 9=

Claadn}dse 4 4 >5

Clsdudcn 4 4 :3

Msclfbebd 8 8 8 9 :5Gdfrls bm ad A}fd 4 4 =9

Gdfrls Hadf 4 4 8 =5

^srxdrd 4 4 4 4 2 8=

Yeserds ~ Smgdfd > > : = 8> ==0

Gmbebd bm msi}mxzl

.G" , Yeserds% 80

Xmplxrm bm Ixmc}mfced mf Pxljxdgdcelf bm Yeserds da Gms&

Ixmc}mfced Smgdfda bm Yeserds




GDF]DA BM YMFRDS Smpremghxm 8044 Pdjm 4>

2&>&2 Msrdbl Gmfs}da Jalhda ' Caemfrms u Idsms bm Ymfrds .G"%

Msrm xmplxrm clgpamgmfrd ma dfrmxelx plx c}dfrl pmxgerm dslcedx d cdbd caemfrm ad idsm bmymfrd mf t}m sm mfc}mfrxd da cemxxm bm gms! clfsebmxdfbl ma glfrl bm als fmjlcelsefyla}cxdbl mf cdbd mrdpd bm als pxlcmsls bm ymfrds&

Ma xmplxrm rlrdaed als glfrls plx idsm bm ymfrds! plx caemfrms! u besrefj}m c}dfrls pmslsmsräf da cemxxm bm ymfrds bma gms! u c}dfrls pmsls plx caemfrm msräf mf idsms bm ymfrdsdfrmxelxms da cemxxm bm fmjlcels&

Plx al rdfrl! ma momc}reyd bm ymfrds! plbxä yes}daedx clgl bmhm msrx}cr}xdx s} Jdfrr bmymfdrs pdxd ma pxó~egl gms! u dclxbdx clf s} s}pmxyeslx c}dams smxäf als åfidses bm yeserdsu ads msrxdrmjeds clgmxcedams t}m pmxgerdxdf aamjdx da cemxxm bm fmjlcels plx cdbd caemfrd dacemxxm bm cdbd gms&

Clf rlbl! msrm efsrx}gmfrl clfslaebdbl pmxgerm xmdaedx ad padfeiecdceóf bma msi}mxlclgmxceda bma gms sej}emfrm! u rxegmsrxdagmfrm rdgheåf&

Gms? Flyemghxm

Idsm Dajlxrd Drd cdgd G Cn}t}ecd Ma Dhxd Cla ad n}d se Clsd ud cn Msclfbebd

Gdfrls bm

ad A}fd Gdfrls Hadf ^srxdrd Rlrd a G"

P? >5 :3 498

R? 30 =5 >5

M? 20 9= 40=

L? 32 =9 50

D? :5 :5

C? 8= 8=

Glfrls G" 20 30 32 9= >5 :3 :5 =9 =5 8= ==0

IDSM,Caemfrm M R L M P P D L R C

Mrdpd bm Ymfrds da cemxxm bm Gms?

P? Pxlspmccelf bm F}myl Caemfrm

R? Dplul Rmcfecl bm Efecel

M? Dfdaeses bm Idcreheaebdb Rmcfecl Clgmxceda

L? Pxmsmfrdcelf bm ad Limxrd da Caemfrm

D? Mf Dcadxdcelfms bm ad Limxrd

C? Mf Cemxxm bma Fmjlcel

Plrmfceda Pxlhdham ==0

Mf idsm bm Cemxxm8=


Xms}gmf bm Idsms bm Ymfrds

Caemfrms

Msrdbl Gmfs}da Jalhda ' Caemfrms u Idsms bm Ymfrds .G"%




2&>&= Xmplxrm Gmfs}da bm Msrdbl mf Cdfdaezdcelf bm Ymfrds&

Msrm ms ma xmplxrm iefda t}m clfslaebd ma msi}mxl clgmxceda u sefrmred ma msrdbl bm ads idsmsbm ymfrds! u als glfrls ydalxdbls&

Clfslaebd ad cdfrebdb bm caemfrms plx idsm bm ymfrds u als glfrls efyla}cxdbls mf msdsymfrds&

Dsegesgl! rlrdaed ad cdfrebdb bm caemfrms t}m cdbd ymfbmbxl remfm mf s} cdxrmxd! ad cdfrebdbbm bçds t}m cdbd idsm nd sejfeiecdbl mf s} Jdfrr pdxd ma ymfbmbxl! u als glfrls mf pmslsefyla}cxdbls plx cdbd idsm xmspmcreyd&


Gms? Flyemghxm

Caemfrms Beds ~ Idsm

Glfrls G" ~

Idsm

P? Pxlspmccelf bm F}myl Caemfrm 8 > 498

R? Dplul Rmcfecl bm Efecel 8 40 >5

M? Dfdaeses bm Idcreheaebdb Rmcfecl Clgmxceda 8 > 40=

L? Pxmsmfrdcelf bm ad Limxrd da Caemfrm 8 3 50

D? Mf Dcadxdcelfms bm ad Limxrd 4 4 :5

C? Mf Cemxxm bma Fmjlcel 4 4 8=

40 34 ==0

Idsms bma Pxlcmsl bm Ymfrds

Xmplxrm Gmfs}da bm Msrdbl mf Cdfdaezdcelf bm Ymfrds




=& Padfeiecdceóf bm Ymfrds&

Ms }f dspmcrl i}fbdgmfrda mf s} bmsmgpmôl t}m }srmb dsejfm remgpl clf als caemfrms bmgdfmd clfsrx}creyd& Bm rda gdfmxd! msrdfbl mimcreydgmfrm pxmpdxdbl xmspmcrl s} limxrd!besgef}um ma xemsjl lpmxdcelfda mf ma äxmd clgmxceda se }srmb aljxd s}s lhomreyls bm ymfrds&

=&4 Clfrmfebls u Dcreyebdbms&

' Xmyeseóf bm dcreyebdbms pxljxdgdbds pdxd ma pmxelbl bm ymfrds blc}gmfrdblpxlplxcelfdbl mf ads xm}felfms bm ymfrds .Padf bm cecal bm Ymfrds%&

' Dpmxr}xd bm als pmxelbls bm ymfrds lhomreyls! plx gms! u bm ad cdfdaedceóf bm ymfrds!besrefj}emfbl als pxlcmsls! bmsbm ad pxlspmcceóf! bmrmcceóf bm ads sla}celfms xmt}mxebdplx ma caemfrm! ad pxmpdxdceóf bm ad limxrd! ad fmjlcedceóf! ma cemxxm! u dcreyebdbms bm plsr'ymfrd plx rmxxerlxel! l jx}pl bm c}mfrds! jx}pl bm caemfrms&

' Clfsebmxdceóf bm gdrmxedams gdxkmrefj u dpluls råcfecls mf ad limxrd clgmxceda bm YU^& ' Dfdaedbds ads dcreyebdbms t}m xmpmxc}rmf mf ma aljxl bm als lhomreyls&' Pxljxdgdceóf u momc}ceóf bm ymfrds&' Beimxmfcedcelf bm Msrxdrmjeds bm ymfrds! plx caemfrm! pxlb}crl! glfrl! rmxxerlxel&

' Clfrxla bm remgpls u dcreyebdbms mf rmxxmfls&' Ebmfreiecdceóf bm padf bm x}rds u yeserds rmxxerlxedams! u plx caemfrms&' Besc}rex m efrmxcdghedx lpefelfms slhxm plrmfcedams pxlhamgds t}m sm p}mbdf pxlumcrdx

mf ma aljxl bm ads dcreyebdbms,gmrds,lhomreyls&

=&8& Cxlfljxdgds .gmfs}da, smgdfda ,bedxed%&

d% Xmplxrdxd ad djmfbd smgdfda bm yeserds .Gdf}da u,l mf ma CXG bçd plx bçd%&h% Xmyesdx u dcr}daedx msrm padf slhxm hdsms bedxeds,smgdfdams dfrms bm efecedx ads yeserds

d caemfrms&c% Msrdhamcegemfrl bm nerls gmfs}dams padfeiecdbls u pdxd myda}dceóf bm bmsmgpmôl

b% Xmyesdx ma srlck mf efymfrdxel } óxbmfms bm clgpxds u msrdhamcmx lhomreyls hdsdbls mfad dcreyebdb bedxed bm ymfrds& Msls lhomreyls efca}umf ?• Clxxmadcelf bm ad limxrd clf ad Pxlspmcceóf bm xmt}mxegemfrls bm caemfrms&• Cadseiecdceóf bm sla}celfms .mt}epls! smxyecels! ydalx dplxrdbl%• Aljçsrecds u padfms bm mfrxmjd• Cxlfljxdgd bm dcreyebdbms m nerls clgmxcedams bm ad smgdfd,bma gms&

m% Ilxg}adceóf bm pxelxebdbms! gmrds u mrdpds bm ymfrds& • Ebmfreiecdcelf bm caemfrms lhomreyls& • Cdxrmxd bm pxlb}crls lxbmfdbds hdol Pdxmrl .>0'80%! ms bmcex! 80- bm pxlb}crls

t}m egpdcrdf mf ma efjxmsl plx ymfrds! pxlb}crls clgpmrereyls! pxlb}crls pdxdbeimxmfrms repls bm caemfrms! }sls! gmxcdbls&

• Beimxmfcedcelf bm cdxrmxd bm pxlb}crls plx clgpmrereyebdb! fecnls u lplxr}febdbmsclsrl'mimcreyd&

• Xmplxrdx c}da ms ma XLE plx caemfrm bma msi}mxl clgmxceda gmfs}da! efca}um cdsnIalz dcr}da u plrmfced&




i% Xmyeseóf bm gårxecds slhxm ad hdsm bm gmrds bm ymfrds! cdfrebdb bm yeserds! yla}gmf bmcemxxms! dfäaeses bm pxlcmsls mf cdfdaedceóf bm ymfrds .CXG Pepmaefm%! ymxeiecdceóf uclfrxla bm als xms}ardbls bma pmxelbl&

=&3 Padfeiecdceóf bm Cecals bm Ymfrds .aadgdbds! clfrdcrls u yeserds mf rmxxmfl%&

Ads dcreyebdbms bm ymfrds msräf bmrmxgefdbds plx ad alcdaedceóf jmljxäiecd bm als caemfrmsbm YU^! bespmxseóf jmljxäiecd! plx ylaÿgmfms bm clgpxds bm clxrl! gmbedfl u adxjldacdfcm u glfrls! efca}umfbl clgpxds t}m slf bm xmmgpadl! efymfrdxels bm hdol glfrl!ndsrd pxlumcrls bm darl egpdcrl mf als fmjlcels bm caemfrms mf gefmxçd&

Ma cecal bm yeserds bmhm smx pxljxdgdbl mf ilxgd efbeyeb}da u ydaebdbl plx ad jmxmfced! rdfrlpmxslfda! clgl d rxdyås bma CXG& Als cdghels mf ads djmfbds bm yeserds bmhmf smxefilxgdbls lplxr}fdgmfrm u msrdx yesehams da mt}epl clgmxceda u s} jmxmfced&

YU^ mspmxd t}m s}s momc}reyls msråf cdpdcerdbls pdxd dbgefesrxdx s} remgpl u cecals bmymfrds mf ilxgd mimcreyd&

REP& Dbgefesrxdblx bm Remgpl&Clgl pdxrm bm s} padfeiecdceóf bedxed! msrdhamcd }f padf clf remgpls! }f cxlfljxdgd bedxelbm dcreyebdbms! xmjesrxm ma remgpl bm cdbd yeserd! bmsbm ad idsm bm pxlspmcceóf! ads idsmsefrmxgmbeds bm yeserds! pxmsmfrdceóf bm ad limxrd! do}srms d als xmt}mxegemfrls bma caemfrm ucemxxm bma fmjlcel&

Msrd pxäcrecd pmxgerm xm'myda}dx u diefdx ma cecal bm ymfrds o}frl d ad jmxmfced! p}mspxlplxcelfdxd yeseheaebdb! rxdhdol mf mt}epl! u ydalxdceóf bm cdbd fmjlcel mf s} c}xsl gäsmiecemfrm u xmfrdham&

=&2' Xmt}mxegemfrls pdxd momc}ceóf bm Yeserds d rmxxmfl .idmfds gefmxds%&

Ms egpmxdreyl t}m ]srmb msrå clgpamrdgmfrm pxmpdxdbl pdxd c}gpaex clf als xmt}eserls uxmsrxeccelfms t}m egplfmf ad efb}srxed lhomreyl bm YU^! t}m ms ma cdsl bm ad Gefmxçd&

]srmb bmhm dsmj}xdxsm bm c}gpaex clf als xmt}eserls m~ejebls&Cnmckaesr?

• C}xsls m~ejebls plx ads Gefmxds pdxd efjxmsdx d ads idmfds• Gdrmxeda bm Gdxkmrefj YU^• Myda}dceóf bm xmt}mxegemfrls , fmcmsebdbms bma Caemfrm• Msr}bels pxlspmcreyls bm dspmcrls Råcfecls pxmyels! se ms ma cdsl&• Aesrdbl bm pxmcels• Ilxgdrls bm Pxlb}crls, Efilxgdceóf clgmxceda bm drxeh}rls&• Mt}epls bm smj}xebdb&• Ymnçc}al Ydaebdbl pdxd s}hex d ad idmfd&

LHS? ]srmb bmhm dsmj}xdx t}m ad yeserd d rmxxmfl fl smd }fd påxbebd bm remgpl& .Xmjesrxmads cd}sds u ixmc}mfceds bm idaads clfrxladhams%&




=&= Pxmsmfrdcelfms u Ilxgds

Bmhebl d ad bespmxseóf jmljxäiecd als momc}reyls bm YU^ mfremfbmf t}m ma }sl bm remgplpxlb}creydgmfrm ms }f dxgd bm ymfrdod clgpmrereyd! u ms dbmgäs clfsrx}creyl u ydalxdblplx als caemfrms! ma }sl miecemfrm bma remgpl&

Ads pxmsmfrdcelfms bm Mt}epls u sla}celfms nebxä}aecds slf msrdfbdxedbds plx YU^ up}mbmf smx dccmsdbds d rxdyås bm ad Efrxdfmr bm YU^&Ms egplxrdfrm! rmfmx cadxebdb xmspmcrl d als lhomreyl bm cdbd yeserd d rmxxmfl! bm rda ilxgd!t}m als pxlspmcrls! lplxr}febdbms! ma plrmfceda bm Ymfrds smd myda}dbl u c}daeiecdbl drxdyås bma sesrmgd bm Jmsreóf .CXG% mf YU^&

=& 9 Fmjlcedceóf u Momc}ceóf bm Ymfrds&

Msrd smcceóf dhlxbd als pxlcmsls t}m }f gdfdjmx bm YU^ momc}rd mf ad jmsreóf clgmxcedau ymfrds bm ad mgpxmsd! u lxemfrd mf ma aljxl bm gmrds u lhomreyls gmfs}dams&

PEFPDX – ms ma p}frl bm xmimxmfced pdxd dsmj}xdx t}m rlbds ads lplxr}febdbms smdf

cdaeiecdbds! myda}dbds! glferlxmdbds mf ma äxmd clgmxceda&

' Padf? Dsmj}xdx t}m ad padfeiecdceóf smd clfsesrmfrm! clgpamrd plx cdbd rmxxerlxel!c}mfrds! jx}pl bm caemfrms lfdams! u mf ma bmsdxxlaal bm ad jmsreóf mf pxlb}crls&

' Pxmsmfrd Limxrd? Cdbd gdfdjmx! momc}reyl bm ymfrds bmhm smx cdpd bm pxmsmfrdx alspxlb}crls u smxyecels bm YU^ bm ilxgd momc}reyd&

' Fmjlced& Mf rlbl mymfrl! al momc}reyls bm YU^ clgpxmfbmf t}m }f fmjlcel ms xmfrdhamc}dfbl msräf clfsebmxdbl cxermxel bm xmrlxfl slhxm ad efymxseóf mf cdbd fmjlcel ugdfrmfmx pxäcrecds clgmxcedams t}m s}srmfrmf ma aljxl bm xmrlxfls iefdfcemxls pdxd adclgpdôçd! bm rda ilxgd! t}m ma Cdsn Ialz u ma cdperda bm rxdhdol bm ad mgpxmsd smds}omrl d xemsjls dbgefesrxdhams plx ad jmxmfced&

' Pxmsmfrdceóf& Sm mfremfbm t}m ma pxlimselfda sm pxmsmfrd dfrm als caemfrms bm ilxgdt}m cd}rmad ad egdjmf clxplxdreyd bm ad mgpxmsd&

' Dfdaezd& MA mt}epl clgmxceda u s}s gemghxls bmhmf dfdaedx u dcr}dx mf clfclxbdfcedclf cxermxels bm miecemfced mclfógecd mf ad ydaebdceóf bm yeserds! clfrdcrls u aljxl bmgmrds clgmxcedams& Als smj}egemfrls bm ad Cdfdaedceóf bm ymfrds ms }fd pxäcrecdefrmxfdaedbd plx ma mt}epl clgmxceda bm YU^&

' Xmjesrxd& Ma mt}epl clgmxceda xmplxrd smgdfdagmfrm ads dcreyebdbms clgmxcedams! s}segpdcrls m egpaecdfceds pdxd ma å~erl bm ad dcreyebdb bm ymfrds& Dsegesgl! ms }fdpxäcrecd x}refdxed efjxmsdx als bdrls t}m ma sesrmgd bm jmsreóf gdfremfm mf YU^ d rxdyåsbma sesrmgd bm jmsreelf clgmxceda u xmplxrefj .CXG%

REP& Dsmj}xdxsm bm ilxg}adx lhomreyls gmbehams! pxelxezdhams u remgpl aegerdbls&




9& J}eds bm myda}dceóf bma Bmsmgpmôl pdxd S}pmxyeslxms; Gdfdjmxs u Jmxmfrms mf ad

Jmsrelf Clgmxceda'Ymfrds bm YU^&

Mf YU^ df}dagmfrm! sm mydaÿdf ads hxmcnds bm bmsmgpmôl bma mt}epl clgmxceda u s}smomc}reyls& Als xmt}mxegemfrls bm dpxmfbedoms bm Jmxmfrms u Momc}reyls bma äxmd clgmxcedaYU^! slf plfbmxdbls bm dc}mxbl d s} egplxrdfced u ma feyma t}m ma momc}reyl ndbmsdxxlaadbl

.4% Clgpdxrm ad Yeseóf bma Fmjlcel , .8% Clg}fecdblx ! Clfcesl! Efspexdblx

.3% Padfeiecdblx bm Ymfrds , .2% Lxjdfedblx

.=% Pmxslfd bm Jmsreóf Ymfrds Iam~eham , .9% Jmsrlx bma Bmsmgpmôl

.:% Bmsdxxlaal bm clgpxlgesls , .>% Açbmx Glreydblx

.5% Clfsrx}crlx bm Mt}epls , .40% Ilgmfrl bm ad C}ar}xd

Ad pdxdgmrxedcelf bm msrds clgpmrmfceds ms myda}dbd! plx 3 jmxmfceds! ad açfmd bexmcrd!t}m ms ad jmxmfced clgmxceda! ad jmxmfced bm XXNN u ad Jmxmfced Jmfmxda

Egplxrdfced Feyma Dcr}daFmcmsebdb

Plfbmxdbd

.3% Yerda .4% M~pmxrl Bmsdxxlaal bm Xmc}xslsClgmxcedams'Ymfrds

.8% G}u Egplxrdfrm .8% Pxliecemfced .d% ~ .h%

.4% Egplxrdfrm .3% Mf Bmsdxxlaal.4% Clgpdxrm ad Yeself bma Fmjlcel

.4&4% Msrxdrmjeds bm Daefmdgemfrl bm mt}epls

.4&8% Egpdxrex Yeself d Mt}epls.8% Clg}fecdblx Clfcesl Efspexdblx

.8&4% Msreal bm Cldcnefj bm Jmxmfceds

.8&8% Pxmsmfrdblx clfcesl

.8&3% Pxmsmfrdblx pmxs}dseyl

.8&2% Mimcreyl ]sl bm als Sesrmgds

.3% Padfeiecdblx bm Ymfrds.3&4% Yeself mf ad dccelf.3&8% Ilxg}ad Lhomreyls bm Mt}epls.3&3% Ilcl CXG

.2% Lxjdfezdblx

.2&4% Smamccelfdblx, Xmrmfmblx

.2&8% Lxjdfedblx Rmxxerlxeda.=% Pmxslfd bm Jmsrelf YmfrdsIam~eham

.=&4% Ndheaebdbms Pmxs}dseyds bm Ymfrds

.=&8% Fmjlcedblx Jdfdx'Jdfdx.9% Jmsrlx bma Bmsmgpmôl

.9&4% Clgpxmfbm als efb}crlxms! glreydblxms bma bmsmgpmôl

.9&8% dpaecdceóf bm efbecdblxms! gmrxecds lpregds

.9&3% Pxlg}mym d}rlflgeds mf ad jmsrelf.:% Bmsdxxlaal bm clgpxlgesls

.:&4% Pxelxed dpxmfbedoms

.:&8% Cldcn Cxmdreyl

.:&3% Bmsdxxlaad ndheaebdbms padfeiecdcelf

.:&2% Idceaerdblx.>% Aebmx Glreydblx

.>&4% Ydalxdcelf bm ad Glreydcel

.>&8% Mbeiecd xmseamfceds

.>&3% Bmg}msrxd (cdsls bm Å~erl(! dpxmfbedoms

.>&2% C}ebd als hemfms bm ad mgpxmsd.5% Clfsrx}crlx bm Mt}epls

.5&4% Pxlg}mym ad xmsplfsdheaebdb mf als mt}epls

.5&8% Idceaerdblx bm xm}felfms u cllxbefdcelf mt}epls

.5&3% Jmsrelf plx ad efflydcelf'cxmdreyebdb.40% Ilgmfrl bm ad C}ar}xd

.40&4% Aebmxd clf ma momgpal

.40&8% Clfsrx}crlx bm (gdxcd(' Hxdfbefj

.40&3% Jmfmxd clfiedheaebdb m efrmjxebdb

.40&2% Pxlg}mym ad d}rl'xmseamfced u ma Gmolxdgemfrl Clfref}l

Clgpmrmfceds u s}s begmfselfms

XLA BM GDFDJMXS CLGMXCEDAMS' YGS

Ydalxdcelf bm Fmcmsebdbms u Xmt}mxegemfrls bm Cdpdcerdcelf mf Jmsrelf Clgmxceda




:&' Lxjdfezdceóf Dbgefesrxdreyd u Iefdfcemxd

:&4 Dcreyebdbms Dbgefesrxdreyds&

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d rmxxerlxels&• Gdfrmfmx dcr}daedceóf bm efilxgdceóf bm Caemfrms! Clgpxdblxms! Rlgdblxms bm

Bmceselfms bm Clgpxds u Clfrxdpdxrms Råcfecds&• Pxmpdxdx u mfyedx efilxgms bm Jdsrls u Clsrls bm Ymfrds d Jmxmfced&• Dbgefesrxdx ma efymfrdxel bm pxlb}crls t}m smxä ymfbebl mf pxlglcelfms } lixmcebl mf

dxxemfbls&• Pxmpdxdx pdxd xm}felfms bm Ymfrds smgdfdams u gmfs}dams&• Pxlplxcelfdx efilxgdceóf bm rmxxmfl! caemfrm! rlbl al clgmxcedagmfrm xmamydfrm u xmplxrdx

xmt}mxegemfrls bm gdulx ixmc}mfced m egpdcrl clgmxceda d Jmxmfced YGS&

:&8 Lxjdfezdceóf dcreyebdbms Bedxeds

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:&3 Iefms bm Smgdfd , Ydcdcelfms

Ma bmsdxxlaal bm rxdhdols mf bçds imxedbls l iefms bm smgdfd p}mbm smx slaecerdbl mf cdslsmspmcçiecls c}dfbl ma Caemfrm msrm xmt}exemfbl smxyecels l ilxg}adfbl bmgdfbdsclfcxmrds clfrxd xms}ardbls cxçrecls&

Mf msls cdsls! ads d}rlxedcelfms pxlyemfmf u slf ydaebdbds plx ad açfmd jmxmfceda bexmcrd&Als bmrdaams dbgefesrxdreyls slf dhlxbdbls plx ad Jmxmfced bm XXNN bm YU^&

:&2 D}smfceds

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:&= Cdgelfmrds u Gdrmxedams

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GDF]DA BM YMFRDS Smpremghxm 8044 Pdjm 8=

:&9 Xmplxrm bm Jdsrls&

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Rlbls als jdsrls slaecerdls d xmmghlasls bmhmf ex dclgpdôdbls bm s}s clxxmsplfbemfrmsxmcehls amjdams! hlamrds u idcr}xds&

Ermgms bm Jdsrls dcxmberdham u xmmghlasdhams&

d% Jdsrls clf Caemfrms ~ Rxdhdols mf Rmxxmfl Ilxgdrl

• Jdsrls clxxemfrms ? Dag}mxls bm Xmpxmsmfrdcelfms!Msrdcelfdgemfrls! Jdsrls rmamiófecls

YU^ 04

• Mf ma cdsl bm efyerdcelfms .clgpxdblxms% d}rlxedbds plxad jmxmfced mf hdsms d jdsrls bedxels? Jdsrls clf caemfrms!

efyerdcelfms! t}m bmhmf pxmsmfrdx idcr}xd&

YU^ 08

h% CmfdsBmsp}ås bm als nlxdxels bm rxdhdol l c}dfbl lc}xxdf mymfrls clfcaemfrms! l pxlb}crls bm cmfds bm fmjlcel! ma jdsrl mspmceiecdblms?

YU^ 03

c% Clsrl bm Nlrma! 400- bm xmmghlasl! xmmghlasl clfrxdidcr}xd&

b% Yedrecl bedxel YU^ 02m% Yedrecl pdxd drmfbmx clfimxmfceds ! smgefdxels ms? YU^ 0=i% Jdsrls bm Cdgelfmrds

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idmfd&• Pdxkefj? " plx gms

/Mf c}dat}emx cdsl ma gä~egl bm yedrecl pmxgerebl plx YGS ms "&

Pdjdbls plx YGS clfad m~cmpceóf bm

Keaógmrxls bm }slpmxslfda&

j% Cma}adx ! Smxyecel Hadckhmxxu ! Eplb Pdjdbl plx YU^n% Yedoms plx rxdhdols! xmpxmsmfrdcelfms ! y}mals Pdjdbl plx YUê% Daegmfrdceóf mf ad mgpxmsd& Pdjdbl plx YU^




:&:' Clfbecelfms Clgmxcedams u Clfrxdrls bm Ymfrds

:&:&4 Cdgpls d clfsebmxdx mf ma msrdhamcegemfrl bm clfrxdrls bm ymfrds&

d% Bmscxepcelf bm Dacdfcm bm ad Limxrd! blc}gmfrls amjdams&h% Bmscxecpcelf bm ad ilxgdaedcelf bm ad ymfrdc% Clfbecelfms Pxmcels u Glfmbdsb% Padls u ydaebm bm ad Limxrdm% Ilxgd bm Pdjl&i% Mspmceiecdcelfms Rmcfecdsj% Xmsrxeccelfms u jdxdfrçds bm Mghdadoms u Bmspdcnl&n% A}jdx bm Mfrxmjd bma pxlb}crl l pxmsrdceóf bm Smxyecelse% Xmt}eserls bm p}msrd mf Gdxcnd u, Efsrdadcelf bm Mt}epls& o% Jdxdfreds u M~ca}selfms&

:&:&8& Bm ads drxeh}celfms bm Bmsc}mfrls bm Pxmcels! fmjlcedcelfms bm pdt}mrms bmpxlb}crls&

d% Xmsplfsdhams Jmxmfrms! Gdfdjmxs ! S}pmxyeslxms &h% Dsejfm Xmpxmsmfrdfrms bm Ymfrds&c% Bmrmxgefm als Glfrls s}omrls d dpxlhdceóf Jmxmfcedab% Bmrmxgefm Glfrls bm aehxm bmrmxgefdceóf mf ad limxrd bm Ymfrds&

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