b2b_mktg_ifim b school bangalore

8/9/2019 B2B_Mktg_IFIM B SCHOOL BANGALORE

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E Ce{nn{ ]e|a bd @e{gn|bdh Fj{ F{nsa@KE*]HL@ H{el~e|ns

Essbs|ed| Seins @edehn{*[nie|bjdsab}@edehn{

\n{{b|j{r Seins @edehn{*Sndbj{ @edehn{ - Seins*K{edca @edehn{

Gnr Eccj~d| @edehn{

E{ne Seins @edehn{

[nhbjdei @edehn{*V-] Seins edl @e{gn|bdhJ}}j{|~db|r fj{Bd|n{de|bjdei jvnsf{j` an{n jdxe{ls

Seins Ce{nn{ ]e|a bd @e{gn|bdh

Elvedcn`nd| kesnl jd}n{fj{`edcn) DJ\ |nd~{n

[ns}jdsbkbib|r bs hbvnd f{j`Ler 5 - j}}j{|~db|r |j ine{d

edl ln`jds|{e|n ekbib|r

Aedlibdh jf ie{hn |ne`s7`~i|b}in s|egnajiln{s

@\*S\


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Ojk Sgbiis edl @edehn`nd| Sgbiis |ae| rj~ xbii ecu~b{n bd Rne{ 5

\b`n ? 5; jd|as !Rne{ 5 jf Sn{vbcn"

Lnsbhde|bjd? @edehn`nd| \{ebdnn j{ Seins \{ebdnn

Ijce|bjd jf Xj{g ? !\{eln" Djd @n|{j |jxd

\{ebdbdh l~{bdh |an fb{s| 5; jd|as jf sn{vbcn xbii fjc~s jd |xj c{b|bcei

e{nes ? ojk sgbiis edl `edehn`nd| sgbiis

Ojk Sgbiis ? 5$ K~bilbdh seins gdjxinlhn edl seins cj`}n|ndcbns

;$ K~sbdnss gdjxinlhn jf |an `e{gn|}iecn

@edehn`nd| Sgbiis ? 5$ Sniibdh Sgbiis ;$ Cibnd| @edehn`nd| Sgbiis

3$ ]nj}in @edehn`nd| Sgbiis


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5$ K~bilbdh seins gdjxinlhn edl seins cj`}n|ndcbns |j aedlin |an kesbc

|esg essjcbe|nl xb|a fbnil seins*djd-fbnil seins

]{jl~c| }j{|fjibj) vei~n ellnl sn{vbcns) |e{bffs edl {e|n cae{|s)

}n{sjdei sniibdh) |nin-ceiibdh) lb{nc| `e{gn|bdh) seins |bn-~}) seins

k~lhn|bdh

seins |e{hn|s) seins {n}j{|bdh) |{eln lbscj~d| s|{~c|~{n) sn{vbcns

}j{|fjibj

fbnil vbsb|s edl ojbd|-ceiibdh xb|a sndbj{s |j jksn{vn edl ine{d jd |an

ojk) Bdl~c|bjd |{ebdbdh


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;$ \{ebdbdh fe`bibe{bzns |an @edehn`nd| \{ebdnn*Seins \{ebdnn xb|a |an

`e{gn|}iecn

Seins s|{~c|~{n !seins j{hedbze|bjd) {n}j{|bdh) edl s|effbdh"

]{jl~c| jffn{bdhs

@e{gn| }iecn !c~s|j`n{s) }e{|dn{s) f{edcabsnns) c{nlb|j{s) cj`}n|b|j{s)

edl bdvns|j{s"


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Sniibdh sgbiis !snvnd s|n}s bd }n{sjdei sniibdh) }{jl~c| gdjxinlhn)

k~lhn|bdh) lnèdl fj{nces|bdh) ce|ca`nd| e{ne èdehn`nd|)

è{gn| lnvnij}`nd|"

K~bil cibnd| èdehn`nd| edl sniibdh sgbiis

Cj`}edr ]jibcbns edl ]{jcnssns !@ed~ei jf Sn{vbcn [~ins"

]arsbcei) Ninc|{jdbc) edl Lbhb|ei Lbs|{bk~|bjd Caeddnis

Fj~dle|bjd gdjxinlhn jf }nj}in èdehn`nd|


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\b`n? 36 jd|as !Rne{s ; edl 3 jf Sn{vbcn"

Lnsbhde|bjd ? Essbs|ed| Seins @edehn{*[nie|bjdsab}

@edehn{*C{nlb| Jffbcn{ !Nqnc~|bvn H{eln"

Ijce|bjd jf Xj{g? !\{eln" @n|{j \jxd

\{ebdbdh l~{bdh |an fb{s| ;< -36 `jd|as jf sn{vbcn xbii fjc~s jd |xj c{b|bcei

e{nes ? elvedcnl ojk sgbiis edl seins `edehn`nd| sgbiis

Elvedcnl Ojk Sgbiis? 5$ Seins \n{{b|j{r @edehn`nd|

;$ A[ Sgbiis

Seins @edehn`nd| Sgbiis? 5$ Seins le|e bd|n{}{n|e|bjd edl edeirsbs

Ojk Sgbiis edl @edehn`nd| Sgbiis |ae| rj~ xbii ecu~b{n bd Rne{s ; edl 3


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Elvedcnl Ojk Sgbiis? seins |n{{b|j{r èdehn`nd| edl A[ sgbiis

E| |an ndl jf 36 `jd|as jf sn{vbcn rj~ saj~il kn cj`}n|nd| |jèdehn edl lb{nc| e sèii |ne` jf {n}j{|nns ! >-5= seins nqnc~|bvns"

Rj~ xbii kn {nu~b{nl |j essbhd edd~ei |e{hn|s) {nvbnx seins {n}j{|s)

edl `jdb|j{ seins }n{fj{èdcn

Seins |n{{b|j{bns? `j{n cj`}inq edl ie{hn{

Bd |n{`s jf hnjh{e}abcei lbs}n{sbjd) s|nn}n{ ecabnvn`nd| |e{hn|s)

hndn{e|bjd jf dnx c~s|j`n{ inels) edl `jdb|j{bdh {n}j{|nn seins

}n{fj{èdcn"


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A[ Sgbiis

Seins Cj``~dbce|bjd Sgbiis7 Seins Cj{{ns}jdlndcn Sgbiis

Kesbc Seins Dnhj|be|bjd sgbiis? c~s|j`n{ `edehn`nd|)

h{bnvedcn {nl{nssei) lnibha|bdh }{nfn{{nl c~s|j`n{s

\ne` Cjecabdh Sgbiis? seins fj{cn j|bve|bjd

Fj~dle|bjd gdjxinlhn jf Ineln{sab} sgbiis? vbsbjd edl

lb{nc|bjd |j h{jx |an k~sbdnss


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Seins @edehn`nd| Sgbiis

U~ed|b|e|bvn |jjis fj{ è{gn| edeirsbs @n{caedlbsbdh ]{jcnl~{ns

Aedlin `~i|b}in le|e sj~{cns f{j` fbnil seins edl hndn{e|n

`nedbdhf~i bd|n{}{n|e|bjds f{j` |an se`n |j ebl lncbsbjd ègbdh

[n}j{| seins }n{fj{èdcn jf {n}j{|nns edl }{nsnd| edeirsbs bd

}{nsc{bknl seins fj{è|s |j rj~{ b``nlbe|n {n}j{|bdh jffbcn{


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\b`n ? jf Sn{vbcn"

Lnsbhde|bjd ? Gnr Eccj~d| @edehn{ !O~dbj{ @edehn`nd|"

Ijce|bjd jf Xj{g ? !\{eln" @n|{j \jxd

\{ebdbdh l~{bdh |an dnq|


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E| |an ndl jf rj~{ fbf|a rne{ jf sn{vbcn bd ed j{hedbze|bjd) rj~ xbii nd|n{

|an fb{s| `edehn{bei h{eln edl scein edl xbii kn }{j`j|nl |j e gnreccj~d| `edehn{

Nq}js~{n |j Gnr Eccj~d| @edehn`nd|

lnn}ndbdh |an nqbs|bdh c~s|j`n{ kesn) {necabdh j~| |j se|bsfbnl edl

ijrei c~s|j`n{s

sceibdh ~} vei~n-ellnl }{jl~c|s edl sn{vbcns

fn{|bibzbdh dnx inels edl ecabnvbdh cjdvn{sbjd {e|ns

h{jxbdh |an k~sbdnss |j dnx snh`nd|s


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\abs xbii {nu~b{n k~bilbdh edeir|bcei ekbib|bns

}{n}e{bdh snif fj{ dnhj|be|bjd nn|bdhs xb|a ie{hn gnr eccj~d|s

!Cj{}j{e|n) Bds|b|~|bjdei) [n|ebi"

[n}j{|bdh {ns}jdsbkbib|bns edl eccj~d|ekbib|r

|ncadbceiir ecc~{e|n edl |b`nir bd}~|s |j |an dnq| invni jf edehn`nd|

seins fj{nces|s) u~e{|n{ jd u~e{|n{ }n{fj{`edcn

`e{gn| }j|nd|bei) dnx e{gn| j}}j{|~db|bns

cj`}n|b|j{ ec|bvb|r }{jec|bvn k~sbdnss }ieddbdh


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]{nsnd|e|bjd sgbiis

Elvedcnl Dnhj|be|bjd Sgbiis

Fj~dle|bjd gdjxinlhn jf Fbdedcbei cjdcn}|s? fbdedcbei s|e|n`nd|

edeirsbs) hndn{e|bdh e }{jfb| edl ijss s|e|n`nd|


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@edehn{bei Sgbii Ecu~bsb|bjd ]aesn

\b`n ? 8; edl 1< `jd|as !Rne{s 6 edl 8 jf Sn{vbcn"

Lnsbhde|bjd ? E{ne Seins @edehn{

Ijce|bjd jf Xj{g ? S|e|n invni seins {ns}jdsbkbib|bns

ES@ f~dc|bjd? aedlin |an ie{hn{ |n{{b|j{r kesnl eccj~d|s edl

f~dc|bjds xb|a `j{n seins {n}j{|nns |j `edehn

]ieddbdh edl `jdb|j{bdh sgbiis xbii kncj`n c{b|bcei bd |abs {jin

ies| sbq `jd|as jf rne{ > xbii kn lnlbce|nl |j }{n}e{bdh |an gnr

eccj~d| `edehn{ |j aedlin ed ES@ {jin


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Elvedcnl cjecabdh sgbiis? }{n}e{bdh |an dnq| ibdn jf seins nqnc~|bvn |j

|{edsb| |j `edehn{bei {jins

Ln`jds|{e|bdh cj{n vei~ns? e}}irbdh n|abcei }{ec|bcns bd k~sbdnss

Ijhbs|bcs @edehn`nd| ? }ieddbdh fj{ |an lbs|{bk~|bjd j{hedbze|bjd

!Cj`}edr jxdnl vs F{edcabsnns") blnd|bfbce|bjd edl sninc|bjd jf

cj``n{cbei {nei ns|e|n

dnhj|be|bdh {nd|ei eh{nn`nd|s) lbs|{bk~|bjd s|{e|nhr) {nijce|bdh jffbcn

s}ecn) cijsbdh ~d}{jfb|ekin j~|in|s) k{edcans) jffbcns


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\n{{b|j{r edl Seins ]ieddbdh

h{jxbdh |an k~sbdnss !vji~`n) vei~n) }{jl~c|" bd dnx snh`nd|s edl

snnlbdh dnx jffn{bdhs

aedlibdh bd|nh{e|nl e{gn|bdh cj``~dbce|bjds) seins k~lhn|s)

cjiinc|bjd k~lhn|s

ecc~{e|n seins edl cjiinc|bjd fj{nces|s) lnsbhdbdh }{bcbdh)

lbs|{bk~|bjd) edl }{j`j|bjd s|{e|nhbns


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K~bilbdh c~s|j`n{ `edehn`nd| sgbiis

{n|ebdbdh se|bsfbnl c~s|j`n{s edl ecu~b{bdh dnx c~s|j`n{s

cjiinc|bjd jf c~s|j`n{ fnnlkecg

ec|bdh jd c~s|j`n{ fnnlkecg bd e }{j`}| edl |b`nir eddn{

fb{bdh ~d}{jfb|ekin c~s|j`n{s


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K;K @e{gn|bdh


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5= |r}ns jf nd|b|bns è{gn|nl

@e{gn|n{ e{n bdvjivnl bd è{gn|bdh |nd |r}ns jf nd|b|bns? hjjls) sn{vbcns) nvnd|s)

nq}n{bndcns) }n{sjds) }iecns) }{j}n{|bns) j{hedbze|bjds) bdfj{è|bjd) edl blnes

5$ Hjjls? }arsbcei hjjls cjds|b|~|n |an k~ig jf }{jl~c|bjd edl è{gn|bdh nffj{|s$

;$ Sn{vbcns? |an Bdlbed k~sbdnss snc|j{ cjdsbs|s jf e 6=


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>$ ]n{sjds? cnink{b|r è{gn|bdh bs e èoj{ k~sbdnss? fbi` s|e{s {nh~ie{ir }{j`j|n

}{jl~c|s edl sn{vbcns$

6$ ]iecns? cb|bns) s|e|ns) {nhbjds) edl xajin de|bjds cj`}n|n ec|bvnir |j e||{ec| |j~{bs|s?

\\L) \b{~}e|ab e||{ec|s 6= `biibjd }bih{b`s rne{ir$

8$ ]{j}n{|bns? bd|edhbkin {bha|s jf jxdn{sab} jf nb|an{ {nei }{j}n{|r !{nei ns|e|n" j{

fbdedcbei }{j}n{|r !s|jcgs edl kjdls"$

1$ J{hedbze|bjds? ec|bvnir xj{g |j k~bil e s|{jdh) fevj{ekin) edl ~dbu~n bèhn bd |an

`bdls jf |anb{ |e{hn| }~kibcs$ K-scajjis) cj`}edbns) hjv|$ ehndcbns


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2$ Bdfj{è|bjd? è{gn|nl es e }{jl~c|7 le|ekesns) ine{dbdh {nsj~{cns) è{gn| {nsne{ca

{n}j{|s) cj~{snxe{n7 scajjis) ~dbvn{sb|bns) edl j|an{s }{jl~cn bdfj{è|bjd edl |and

è{gn| b|$

5=$ Blnes? }{jl~c|s edl sn{vbcns e{n }ie|fj{`s fj{ lnibvn{bdh sj`n blne j{ kndnfb|


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@e{gn|n{:

e `e{gn|n{ bs e k~sbdnss j{hedbze|bjd snngbdh e {ns}jdsn

!}~{caesn" f{j` edj|an{ }e{|r ceiinl |an }{js}nc|

@e{gn|:

e `e{gn| es e cjiinc|bjd jf k~rn{s edl sniin{s xaj |{edsec| jvn{

e }e{|bc~ie{ }{jl~c| j{ }{jl~c| ciess


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\J]BC 5 K;K

]{jl~c| ciessbfbce|bjd edl `e{gn|bdh `bq nssnd|beis?

bdl~s|{bei }{jl~c|s edl k~sbdnss `e{gn|s


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Gnr C~s|j`n{ @e{gn|s

Cjds~`n{ @e{gn|s

cjds~`n{ hjjls edl sn{vbcns sjil |j bdlbvbl~ei j{ fe`bir k~rn{s

!sjf| l{bdgs) cjs`n|bcs) ce{s) cij|abdh) }n{sjdei ce{n }{jl~c|s"

K~sbdnss @e{gn|s

Cj`}edbns sniibdh k~sbdnss hjjls edl sn{vbcns |j j|an{

j{hedbze|bjds jdir ! k~sbdnss k~rn{s s~ca es @e{~|b S~z~gb)

C{j`}|jd H{nevns) \VS Bdlbe) \e|e @j|j{s) sjf|xe{n cj`}edbns)

hjvn{d`nd| ehndcbns) ]S^s) ICV `edf$"


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Hijkei @e{gn|s

cj`}edbns j}n{e|n bd hijkei `e{gn|s fj{ }{jl~c|s edl sn{vbcns

!@bc{jsjf|) BK@) Ce|n{}biie{) @cLjdeils) Djve{|bs" edl ele}|

|anb{ }{jl~c|s*sn{vbcns |j |an cj~d|{r

Hjvn{d`nd|ei @e{gn|s

cj`}edbns sniibdh bdl~s|{bei }{jl~c|s |j hjvn{d`nd|

ln}e{|`nd|s !K@\C) ]jxn{ H{bl) KANI"


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@e{gn|bdh lbffn{ndcns kn|xnnd cjds~`n{ e{gn|bdh edl k~sbdnss e{gn|bdh

bd|ndlnl ~sn jf |an }{jl~c|? cjds~`n{ }{jl~c|s vs bdl~s|{bei }{jl~c|s

Bd|ndlnl cjds~`n{? {n|ebi !aj~snajils) bdlbvbl~ei" k~rn{s vs bdl~s|{bei k~rn{s !fj{

`ed~fec|~{bdh) j}n{e|bjds) }{jl~c|bjd {nu~b{n`nd|s"

|an js| vei~nl }{jl~c| k{edls bd |an xj{il `e{gn| |j kj|a {n|ebi cjds~`n{s edl

k~sbdnss e{gn|s

Hndn{ei @j|j{s) BK@) Anxin|| ]ecge{l) HN) Ce|n{}biie{) Cbscj) Bd|ni) \e|e) SEBI)

\jrj|e @j|j{s) L~]jd|) @e{~|b S~z~gb) Ar~dleb @j|j{s) FnlNq n|c? s}ndl ^SL 6=

`biibjd e ler jd bdl~s|{bei }~{caesns |j s~}}j{| j}n{e|bjds


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|xj }{jl~c| ce|nhj{bns? cjds~`n{ edl k~sbdnss

cjds~`n{ }{jl~c|s ciessbfbce|bjd? cjdvndbndcn) saj}}bdh) s}ncbei|r) ~dsj~ha|

k~sbdnss }{jl~c|s ciessbfbce|bjd? !b" Bd}~| Hjjls !bb" Nu~b}`nd| Hjjls !bbb" S~}}ir Hjjls

f~dc|bjd es bd}~|s fj{ fbdbsanl hjjls

cjds~`n{ }{jl~c| ce|nhj{bns e{n ciessbfbnl kesnl jd cae{ec|n{bs|bcs jf cjds~`n{

k~rbdh knaevbj~{

cjdvndbndcn }{jl~c|s? s|e}ins7 nq|ndsbvn lbs|{bk~|bjd !{n|ebi j~|in|s"7 bdb`ei }~{caesn

nffj{|7 f{nu~nd| }~{caesn fjjl edl knvn{ehn) }n{sjdei ce{n }{jl~c|s) aj`n ce{n

}{jl~c|s) fes| fjjl `nd~s


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saj}}bdh }{jl~c|s? }{jl~c|s fj{ xabca cjds~`n{s `egn e cjdsbln{ekin nffj{| bd

}ieddbdh edl egbdh |an }~{caesn7 bdf{nu~nd| }~{caesn

cj`}e{n edl nvei~e|n k{edls) }{bcns) }{jl~c| fne|~{ns) xe{{ed|bns

cjds~`n{ ninc|{jdbcs) aj`n e}}ibedcns) f~{db|~{n) fjj|xne{) {nelr-`eln e}}e{ni)

e~|j`jkbins

xnksb|ns) vbsb|s |j j~|in|) xj{l jf j~|a

s}ncbeib|r }{jl~c|s? }jssnss jdn j{ `j{n ~dbu~n }{jl~c| fne|~{n7 k~rn{s }ied |an

}~{caesn edl lj dj| eccn}| e s~ks|b|~|n @jd| Kiedc }nd) [er Ked s~dhiessns)

lbe`jdls) lnsbhdn{ s~b|s edl kehs) i~q~{r e~|j`jkbins


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~dsj~ha| }{jl~c|s? }{jl~c|s |ae| c~s|j`n{s lj dj| snng fj{ }~{caesn j{ e{n ~dexe{n

anevr }{j`j|bjd edl k{edl exe{ndnss

Ndcrcij}enlbe K{b|eddbe sn| jf 3; vji~`ns) abha snc~{b|r sefn|r srs|n`s fj{ aj`ns)

he{lnd nu~b}`nd|) n`n{hndcr nlbcei sn{vbcns) e~|j {n}eb{


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k~sbdnss }{jl~c|s ciessbfbce|bjd? bds|eiie|bjds) eccnssj{r nu~b}`nd|) {ex è|n{beis) cj`}jdnd|

}e{|s) }{jcnss è|n{beis) @[J s~}}ibns) k~sbdnss sn{vbcns

\R]N 5 ? BD]^\ HJJLS !{ex è|n{beis) sn`b-èd~fec|~{nl }e{|s s}e{n }e{|s) cj`}{nssj{s)

`j|j{s) }~`}s) d~|s) kji|s) ces|bdhs) fj{hbdhs) edl cj~}ibdhs) kesbc can`bceis) }ies|bcs) b{jd edl

s|nni) {~kkn{ edl fbdbsanl hjjls cj`}~|n{s) sn{vn{s) |r{ns) |~kns) {~kkn{ e|s) s|nn{bdh xannis)

n|c$"

\R]N BB NU^B]@ND\ HJJLS !s~}}j{| |an }{jl~c|bjd }{jcnss Bds|eiie|bjds edl Eccnssj{r

Nu~b}`nd|? CDC ècabdns) ècabdn |jjis) }{jl~c|bjd ibdn) kjbin{s) sn}e{e|j{s) cjdvnrj{ kni|s) kies|

f~{decns) c{edns) fj{g ibf|s) ninc|{bc |{edsfj{`n{s) h{bdln{s"

\R]N BBB S^]]IR HJJLS ! ebd|ndedcn) {n}eb{) j}n{e|bdh e|n{beis ècabdn jbis) i~k{bced|s)

}ebd|s"


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Xar lj k~sbdnss e{gn|s nqbs|:

k~sbdnss j{hedbze|bjds lj dj| jdir snii }{jl~c|s edl sn{vbcns |j {n|ebi c~s|j`n{s

neca k~rs ves| u~ed|b|bns f{j` ed~fec|~{bdh j{hedbze|bjds !K;K"? {ex e|n{beis)

`ed~fec|~{nl cj`}jdnd|s) }ied| edl nu~b}`nd|) s~}}ibn{s) edl k~sbdnss sn{vbcns

}{bdcb}ins jf e{gn|bdh eisj e}}ir |j k~sbdnss `e{gn|n{s

k~sbdnss |j k~sbdnss e{gn|bdh7 bdl~s|{bei e{gn|bdh7 j{hedbze|bjdei k~rbdh


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k~sbdnss è{gn|n{s sn{vn |an ie{hns| e{gn| jf eii? bdl~s|{bei è{gn|s

fj{ {ex è|n{beis) cj`}jdnd|s) }e{|s) bds|eiie|bjds) jffbcn s~}}ibns) nu~b}`nd|) edl

k~sbdnss sn{vbcns

sj`n jf |an ie{hns| k~sbdnss c~s|j`n{s j{ j{hedbze|bjdei k~rn{s

Hndn{ei @j|j{s) BK@) Anxin|| ]ecge{l) HN) Ce|n{}biie{) Cbscj) Bd|ni) \e|e) SEBI)

\jrj|e @j|j{s) L~]jd|) @e{~|b S~z~gb) Ar~dleb @j|j{s) FnlNq n|c? s}ndl ^SL 6=

`biibjd e ler jd bdl~s|{bei }~{caesns |j s~}}j{| j}n{e|bjds


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Xae| bs e k~sbdnss è{gn|:

k~sbdnss è{gn| cjdsbs|s jf eii |an j{hedbze|bjds |ae| ecu~b{n hjjls

edl sn{vbcns ~snl bd |an }{jl~c|bjd jf j|an{ }{jl~c|s j{ sn{vbcns |ae|

e{n sjil) {nd|nl) j{ s~}}ibnl |j j|an{s

j{hedbze|bjdei k~rbdh j{ k~sbdnss k~rbdh bs lnfbdnl es |an lncbsbjd-

ègbdh }{jcnss kr xabca fj{èi j{hedbze|bjds ns|ekibsa |an dnnl fj{

}~{caesnl }{jl~c|s edl sn{vbcns edl blnd|bfr) nvei~e|n) edl cajjsn

e`jdh ei|n{de|bvn k{edls edl s~}}ibn{s


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Xae| bs k~sbdnss |j k~sbdnss e{gn|bdh:

K;K è{gn|bdh bs lnfbdnl es |an }{jcnss jf è{gn|bdh }{jl~c|s edl sn{vbcns |ae| e{n

kj~ha| edl sjil kn|xnnd |a{nn |r}ns jf j{hedbze|bjds? cj``n{cbei) hjvn{d`nd|)

bds|b|~|bjdei

bdl~s|{bei è{gn|bdh? }{jl~c|s edl sn{vbcns kj~ha| edl sjil e`jdh cj``n{cbei

j{hedbze|bjds jdir Lbs|{bk~|j{s) JN@) ^sn{ Bdl~s|{bns) [n|ebin{s


35/158

Sbq ]s jf k~sbdnss |j k~sbdnss e{gn|bdh

]5 ? }{jl~c|bjd s}ncbfbce|bjds

];? Cj``n{cbei |n{`s

]3? n|ajls jf lbs|{bk~|bjd

]


36/158

]5? e}}ibce|bjd s}ncbfbc }{jl~c| s}ncbfbce|bjds7 u~eib|r s|edle{ls7

}{jl~c|bjd u~ed|b|r }n{ {~d !`bc{jd `nes~{ns) vbscjsb|r) }e{|s }n{ `biibjd

lbi~|bjd"

];? ]{bcbdh edl cj``n{cbei |n{`s dnnl |j kn e| }e{ xb|a cj`}n|b|bvn

kbllbdh edl {jiinl bd

]3? lbs|{bk~|j{ kesnl vs lb{nc| lnibvn{r |j c~s|j`n{ }{n`bsns !Nq Xj{gs"?

Anevr cj``n{cbei vnabcins) }~`}s) `j|j{s


37/158

]


38/158

C{j`}|jd H{nevns

C{j`}|jd H{nevns bs }e{| jf |an Eved|ae H{j~}

[s$


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`ed~fec|~{ns |an xblns| {edhn jf ]jxn{ & Lbs|{bk~|bjd \{edsfj{`n{s edl [nec|j{s

bd |an xj{il

6=gVE |j @VE) >==gV Ciess

fbvn jf |an ie{hns| k~sbdnss k~rn{ snh`nd|s fj{ bdl~s|{bei }{jl~c|s? ]jxn{ |bib|bns)

]{jcnss Bdl~s|{bns) [ebixers) @bdns) Ninc|{bcb|r Kje{ls) Bdl~s|{bei ~sn{s


40/158

EKK

[EBIXERS

OEB][EGESA OBDLEI ]JXN[

OBDLEI S\NNI

KA^SAED S\NNI

I & \ SBN@NDS

\BSCJ

\E\E]JXN[

GB[IJSGE[ K[JS AB\ECAB I\L


41/158

Fnddn{ Bdlbe I|l$

OG Sbdhaedbe H{j~} Cj`}edr

Fnddn{ !Bdlbe" Ib b|nl bs |an ie{hns| `ed~fec|~{n{

Bdl~s|{bei edl E~|j`j|bvn V-Kni|s) Jbisneis edl ]jxn{ \{eds`bssbjd Eccnssj{bns bd

Bdlbe

Gbdn|bc @j|j{ Cj`}edr7 Bdljfe{` \{ec|j{s7 I & \ - Ojad Lnn{n7 I@I

@eabdl{e & @eabdl{e7 @e{~|b lrjh7 ]~doek \{ec|j{s7 [jrei Ndfbnil


42/158

]jir-V Kni| edl V-Kni| L{bvn bd e Xb{n L{exbdh @ecabdn

Kedlnl Kni| l{bvn fj{ Hes Cj`}{nssj{ E}}ibce|bjd

]jir-V Kni| L{bvn fj{ L~ei @j|j{s E}}ibce|bjd jd \nq|bin [bdh F{e`n


43/158

Fbdjinq Cekins I|l

fiehsab} cj`}edr jf |an Fbdjinq H{j~} xes ns|ekibsanl bd 52>1 bd ]~dn

Bdlbe(s ie{hns| edl inelbdh `ed~fec|~{n{ jf ninc|{bcei edl |nincj``~dbce|bjd cekins xb|a e |~{djvn{

bd nqcnss jf [s$56 Kbiibjd !ekj~| ^S , 3;= `biibjd"

]VC bds~ie|nl ninc|{bcei xb{ns edl Fie`n [n|e{led| Ijx S`jgn ninc|{bcei xb{ns

]VC bds~ie|nl sbdhin cj{n edl `~i|bcj{n bdl~s|{bei finqbkin cekins

[jlnd| [n}niind| @~i|bcj{n Finqbkin Cekins

]VC Bds~ie|nl Xbdlbdh Xb{ns

]jxn{ edl Cjd|{ji Cekins) Abha Vji|ehn ]jxn{ Cekins !^}|j 33 gV"

]jirn|arindn Bds~ie|nl Oniir Fbiinl \nin}ajdn Cekins


44/158

nvn{r cekin bs ed~fec|~{nl ~sbdh k{bha| eddneinl ninc|{jir|bc h{eln cj}}n{

22$28. }~{n `ed~fec|~{nl bd aj~sn edl bs bds~ie|nl xb|a vb{hbd h{eln ]VC


45/158

@e{gn| ineln{ bs }jirvbdricaij{bln !]VC" |an{`j}ies|bc {nsbd

vn{se|bib|r jf }{jcnssbdh edl e}}ibce|bjd s~{}essns eii j|an{ |an{`j}ies|bc `e|n{beis

S~s}ndsbjd ]VC

FS-68=5

[bhbl edl Sn`b [bhbl e}}ibce|bjds? }b}ns) cjdl~b|s) ajsns edl |~kns) xb{n edl cekin cje|bdh)

ceindle{nl fbi`s*sann|s) nq|{~lnl }{jfbins cekin*fjj|xne{ cj`}j~dls n|c$

N`~isbjd ]VC

F]-5;=

Ine|an{) cjdvnrj{ kni|bdh edl |e{}e~ibd cje|bdh


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Ce|n{}biie{

cae`}bjd e`jdh k;k e{gn|n{s |an xj{il(s ie{hns| `egn{ jf cjds|{~c|bjd edl `bdbdh nu~b}`nd|) lbnsni

edl de|~{ei hes ndhbdns) edl bdl~s|{bei hes |~{kbdns

3== ecabdns }{jl~c|s

>== ndhbdn }{jl~c|s

xj{il(s ie{hns| `ed~fec|~{n{ jf `nlb~` s}nnl lbnsni ndhbdns edl

abha s}nnl lbnsni ndhbdns) xb|a {e|bdhs evebiekin f{j` >< |j 53)6== a}

!


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Kecgajn Ijeln{s

@ECABDNS

Cj`}ec|j{s

Xanni Ijeln{s

]evbdh Nu~b}`nd|

Arl{e~ibc Nqceve|j{s

Jff-Abhaxer


48/158

H@@CJ

Es Ce|n{}biie{s ie{hns| lnein{ bd Bdlbe) H@@CJ jffn{s xj{il-ciess

s|edle{ls jf seins) sn{vbcn edl s~}}j{| fj{ Ce| }{jl~c|s

H@@CJ bs e }e{| jf |an CG Kb{ie h{j~} jf cj`}edbns

5268

H@@CJ dn|xj{g bdci~lns? jvn{ e 5== ns|ekibsa`nd|s ec{jss |an

cj~d|{r) ;2 xe{naj~sns |ae| s|jcg jvn{ ;;)=== ibdn b|n`s jf bdvnd|j{r

xj{|a jvn{ ^S, ;= `biibjd

s~}}j{|s jvn{ 8=== `ecabdns edl 1>== ndhbdns ec{jss b|s |n{{b|j{r


49/158

H@@CJs {edhn jf Ce|n{}biie{ @ecabdns edl Ndhbdns knbdh sjil edl sn{vbcnl bd Bdlbe

bdci~ln?

Kecg Ajn Ijeln{s Arl{e~ibc Nqceve|j{s

F{jd| Sajvnis

@j|j{ H{eln{s

L~`}n{s

F{jd|-ndl Ijeln{s

\{ecg-|r}n \{ec|j{s

Es}aei| ]evn{s

Sjbi Cj`}ec|j{s

\edln` [jiin{s

E cj`}in|n {edhn jf hndsn|s edl ndhbdns fj{ e{bdn) }n|{jin~` edl bdl~s|{bei e}}ibce|bjds


50/158

Nscj{|s H{j~}

Bdlbe(s inelbdh ndhbdnn{bdh cjdhij`n{e|ns

eh{b-`ecabdn{r) cjds|{~c|bjd & `e|n{bei aedlibdh nu~b}`nd|) {ebixer

nu~b}`nd| edl e~|j cj`}jdnd|s

}bjdnn{nl fe{` `ncaedbze|bjd bd |an cj~d|{r

e cj`}{nandsbvn {edhn jf fe{` |{ec|j{s

ve{bed|s s|e{|bdh f{j` ;> |j 1= A]


51/158

`e|n{bei aedlibdh edl cjds|{~c|bjd nu~b}`nd| ed~fec|~{n{

c{edns) ijeln{s) vbk{e|j{r {jiin{s edl fj{gibf|s {ebixer nu~b}`nd|

k{egns) cj~}in{s) sajcg eksj{kn{s) {ebi fes|ndbdh srs|n`s)

cj`}jsb|n k{egn kijcgs edl v~icedbznl {~kkn{ }e{|s

e~|j cj`}jdnd|s

sajcg eksj{kn{s edl |ninscj}bc f{jd| fj{gs


52/158

F\ AN[J

F\C

AE

@]BJ

D

F\ F\ L\

F\ >= N]B


53/158

Nscj{|s Cjds|{~c|bjd Nu~b}`nd|

Arl{e~ibc @jkbinC{edns

Cj`}ec|j{sFj{gibf|s


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OCK Bdlbe Ib`b|nl

Bdlbes ie{hns| `ed~fec|~{n{ jf Ne{|a`jvbdh edl Cjds|{~c|bjd nu~b}`nd|

e f~iir jxdnl s~ksblbe{r jfOC Ke`fj{l Nqceve|j{s Ib`b|nl !^$G"

Cjd|{jiinl kr |an Sxe{eo ]e~i H{j~} jf Cj`}edbns

OCK Bdlbe Ib`b|nl s|e{|nl j}n{e|bjds bd 5282

OCK Bdlbe aes |an Xj{ils ie{hns| Kecgajn Ijeln{ `ed~fec|~{bdh fecbib|r e|

Keiiekhe{a bd Ae{rede


55/158

Kecgajn

Ijeln{s

Cj`}ec|

Nqceve|j{s

Vbk{e|j{r

Sbdhin L{~`Cj`}ec|j{s Xanninl Ijeln{s


56/158

\R]N 5 ? ND\N[BDH HJJLS*BD]^\ HJJLS? ciessbfbce|bjd) bdl~s|{bei e}}ibce|bjd)

è{gn|bdh `bq }e{e`n|n{s

eisj ceiinl s|edle{l bdl~s|{bei }{jl~c|s h{j~} jf }{jl~c|s

s|edle{lbznl cj`}jdnd|s edl kesbc bd}~|s |j ed~fec|~{n bdl~s|{bei }{jl~c|s edl

cjds~`n{ l~{ekins

IL]N h{ed~ins) {j|e{r saef|s) k{egn ibdbdhs) {~kkn{ cj`}jsb|n) xnilbdh {jls) keii

kne{bdh) kne{bdhs) ces|bdhs) fj{hbdhs) cj~}ibdhs) e{è|~{ns) xb{ns) cekins

è{gn|bdh `bq }e{e`n|n{s e{n s|edle{lbsnl


57/158

K;C EDL !K;K"

Lnii Bdc$

K;C

K~sbdnssnsBdlbvbl~eis

&

Aj~snajils

]{jl~c|s ]Cs]{bd|n{s

Cjds~`n{ Ninc|{jdbcs

Sb`}in Sn{vbcn

Eh{nn`nd|s

K;K

Cjds~`n{

@e{gn|

C~s|j`n{s

Bds|b|~|bjds

Hjvn{d`nd|

Hijkei Ie{hn Cj{}j{e|bjds

S@Ns

Ln}e{|`nd|s

^dbvn{sb|bns Ajs}b|eis

Iekj{e|j{bns

]CsSn{vn{s

[j~|n{s


58/158

K~sbdnss ]{jl~c| Ciessbfbce|bjd

ND\N[BDH HJJLS*BD]^\ HJJLS*SB]5$ [ex @e|n{beis

!`n|ei j{n) xane|) xjjl"

;$ @ed~fec|~{nl @e|n{beis & ]e{|s-!s|nni) xb{n) |r{ns) bc{jcab}s"

FJ^DLE\BJD HJJLS*FB] & CE]B\EI HJJLS5$ Bds|eiie|bjds

!k~bilbdhs) fec|j{bns) cj`}~|n{s) ecabdn |jjis"

;$ Eccnssj{r Nu~b}`nd|

-!ibha| fec|j{r nu~b}`nd| c{edns) }~iinrs) kni|s"

!jffbcn nu~b}`nd| lnsgs) ]Cs) }ajdns"

FECBIB\E\BDH HJJLS

5$ S~}}ibns

i~k{bced|s) }e}n{) }ebd|) s}e{n }e{|s

;$ K~sbdnss Sn{vbcns

!cj`}~|n{ {n}eb{) edd~ei `ebd|ndedcn sn{vbcns) h`| cjds~i|bdh"


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Nd|n{bdh Hjjls? {ex `e|n{beis edl }e{|s ~snl bd `ed~fec|~{bdh fbdbsanl }{jl~c|s

`n|ei j{n? kncj`ns xb{n j{ {jls

sann| s|nni? kncj`ns ljj{ }edni jf ce{

HN s}ndls , 2== `biibjd e rne{ jd }~{caesn jf s|nni

Kiecg & Lncgn{? aedl |jjis ineln{) s}ndls , 5== biibjd e rne{ jd }ies|bc }e{|s

Fj~dle|bjd hjjls !fbqnl bdvns|`nd| b|n`s ~snl bd ed~fec|~{bdh"? ecabdns) k~bilbdhs)

fec|j{bns

Fecbib|e|bdh hjjls ? s~}}ibns edl sn{vbcns |ae| s~}}j{| ed~fec|~{bdh


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\a{nn |r}ns jf k~sbdnss k~rn{s

Cj``n{cbei Nd|n{}{bsns? lb{nc| }~{caesn f{j` s~}}ibn{s

Hjvn{d`nd| ln}e{|`nd|s ? lb{nc| }~{caesn f{j` `ed~fec|~{n{s

Bds|b|~|bjds? ~dbvn{sb|bns) ajs}b|eis lb{nc|ir }~{caesn

Cj``n{cbei Nd|n{}{bsns

@ed~fec|~{bdhCjds|{~c|bjd\{eds}j{|e|bjd

Xajinsein{s

[n|ebin{s


61/158

\j}bc ; K;K

K~sbdnss @e{gn| Snh`nd|e|bjd


62/158

`e{gn| snh`nd|e|bjd bd K;K e{gn|s

k~sbdnss snh`nd|? e h{j~} jf }{nsnd| j{ }j|nd|bei cj``n{cbei) hjvn{d`nd|) edl

bds|b|~|bjdei nd|n{}{bsns xb|a cj``jd cae{ec|n{bs|bcs

cjds~`n{ }{jl~c| cj`}edbns? ln`jh{e}abc) }srcajh{e}abc ve{bekins

k~sbdnss ; k~sbdnss fb{ s

`ed~fec|~{bdh fb{`s !k~sbdnss vndlj{s"? sbzn edl ndl-~sn jf k~rn{*c~s|j`n{

k~sbdnss k~rn{s ? }~{caesbdh s|{e|nhbns*lncbsbjd egbdh }{jcnss


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|xj snh`nd|e|bjd ve{bekins bd k~sbdnss-|j-k~sbdnss e{gn|s

~snl kr k~sbdnss vndlj{s |j snh`nd| k~sbdnss k~rn{s

5$ @ec{j invni snh`nd|e|bjd? ljdn kr K~sbdnss Vndlj{s jf K~sbdnss K~rn{s

!J{hedbze|bjdei Cae{ec|n{bs|bcs"

sbzn) ndl ~sehn {e|n jf k~ig k~rn{s) ijce|bjd) }~{caesn sb|~e|bjd

;$ @bc{j invni snh`nd|e|bjd? ljdn kr K~sbdnss Vndlj{s jf K~sbdnss K~rn{s !K~rn{

Cae{ec|n{bs|bcs"

]~{caesn ln}e{|`nd| invni }{jcnss? }{nfn{ndcn fj{ sbdhin j{ ~i|b}in

s~}}ibn{*vndlj{s

;=. jf |an snh`nd| lnibvn{s 1= }n{ cnd| jf }{jfb|s


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|xj s|ehn e}}{jeca |j k~sbdnss snh`nd|e|bjd

!5" vndlj{ fb{`s blnd|bfr `ec{j snh`nd|s jf k~rn{s kesnl jd sbzn edl

~sehn

!;" Lbvbln `ec{j snh`nd|s bd|j `bc{j snh`nd|s


65/158

Nqe`}in

@nlbcei Nu~b}`nd| @e{gn| bd Bdlbe? K]I) L~ ]jd|) ]abiib}s) [edkeqr !Q [er) K]) Bd|ndsbvn Ce{n"

@ec{j snh`nd|e|bjd? ]~kibc ajs}b|eis) ]{bve|n Anei|ace{n

S~k snh`nd|s !|r}n jf k~rn{" ? @nlbcei Cjiinhn Ajs}b|eis) S}ncbeib|r) S~}n{ S}ncbeib|r) D~{sbdh

Aj`ns) Cibdbcs

@bc{j snh`nd|e|bjd !ajs}b|ei ln}e{|`nd|s"? }~{caesbdh }{jcnss jf lncbsbjd egbdh ln}e{|`nd|s

[elbjijhr) Jdcjijhr) ]e|ajijhr) [ndei) Ce{lbj Vesc~ie{) Hes|{j) Ajs}b|ei El`bdbs|{e|bjd

Elved|ehns? Seins}n{sjds ced |ebij{ }{nsnd|e|bjds |j lncbsbjd `egn{s nds~{bdh j{ln{s7 elvn{|bsbdh`nssehns ced kn }{ncbsnir |e{hn|nl


66/158

@EC[JINVNI SNH@ND\E\BJD*J[HEDB_E\BJDEI

CAE[EC\N[BS\BCS JF K^RN[S KR VNDLJ[ @ED^FEC\^[N[S

K^SBDNSS VNDLJ[ J[HEDB_E\BJD

K^SBDNSS K^RN[S

5$ SB_N? s`eii) nlb~`)

ie{hn

;$ ^SEHN [E\N? anevr)`nlb~`) ijx k~rbdh{nu~b{n`nd|s

3$ HNJH[E]ABC IJCE\BJD JF

K^RN[S

VNDLJ[? Lnsbhd jf seins |n{{b|j{bnsLnsbhd jf seins fj{cn

Lbs|{bk~|j{ sninc|bjd


67/158

hnjh{e}abcei cjdcnd|{e|bjd jf k~rn{s bs kesnl jd {nhbjdei lnèdl

edl ndl ~sn e}}ibce|bjds? cesn s|~lr

^CBI !|an vndlj{"? ~sns |a{nn snh`nd|e|bjd ve{bekins |j snh`nd|

k~rn{-~sn{s jf IL]N {nsbd !3=)=== }ies|bc cjdvn{|n{s fb{`s"

èd~fec|~{ns h{elns jf IL]N {nsbds e |an{`j}ies|bc {ex è|n{bei

s~}}ir IL]N h{ed~ins bd >= gh }e}n{ kehs |j }ies|bc cjdvn{|n{s


68/158

5$ Hnjh{e}abc ijce|bjd ve{bekins

Xns| zjdn cjdvn{|n{s !


69/158

3$ Ndl-~sn{ `e{gn|

bdonc|bjd-`j~ilnl }{jl~c|s !f~{db|~{n) c~}-}ie|ns) l{bdgbdh hiessns)

drijd hne{s) k~sans) e~|j }e{|s"

kijx-`j~ilnl }{jl~c|s !kj||ins) ajiijx }{jl~c|s"

nq|{~sbjd `ecabdn{r edl `j~ils }{jl~c|s !fbi`s) }b}ns) kijcgs) |edgs"


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Snh`nd|e|bjd s|{e|nhbns fj{ ^CBI? IL]N {nsbd }{jl~c| {edhn

Snh`nd|e|bjd Ve{bekins jf CBI ]ies|bc Cjdvn{|n{ Snh`nd|

Hnjh{e}abcei Ijce|bjds Xns|?


71/158

@BC[JINVNI SNH@ND\E\BJD * K^RN[ CAE[EC\N[BS\BCS KR

VNDLJ[ @ED^FEC\^[N[S

K^SBDNSS VNDLJ[ J[HEDB_E\BJD

5$ S\[^C\^[N JF K^SBDNSS LNCBSBJD

@EGBDH ^DB\ JF K^RN[

Bd|{e-fb{` c~s|j`n{s? ln}e{|`nd|s

hndn{e|bdh j{ln{s !sbdhin vs `~i|b}in"

;$ ]^[CAESBDH S\[E\NHBNS JF

K^RN[S

Se|bsfbcn{s? sbdhin {nh~ie{ s~}}ibn{

J}|b`bzn{s? sninc|bjd kesnl jd u~j|e|bjds

kbls

S\^LND\ ][NSND\E\BJD \J]BCS


72/158

S\^LND\ ][NSND\E\BJD \J]BCS5$ LNII;$ QN[JQ

3$ KIECG & LNCGN[$ FED^C6$ KANI8$ K]I

1$ I&\2$ AB\ECAB5=$ GJ@E\S^55$ NQBLN5;$ E@N[BCED ]JXN[ CJDVN[SBJD !E]C"

53$ ABDL^S\ED CJDS\[^C\BJD CJ@]EDR !ACC"5$ S^I_N[56$ C[J@]\JD H[NEVNS


73/158

J[HEDB_E\BJDEI K^RBDH KNAEVBJ^[


74/158

cj`}edbns lj dj| jdir snii

eisj k~r ves| u~ed|b|bns jf {ex e|n{beis) èd~fec|~{nl cj`}jdnd|s)

}ied| edl nu~b}`nd|) jffbcn s~}}ibns) edl k~sbdnss sn{vbcns

k~sbdnss è{gn| cj`}edbns

`bdbdh) èd~fec|~{bdh) cjds|{~c|bjd) |{eds}j{|e|bjd) cj``~dbce|bjd)

lbs|{bk~|bjd

|an lncbsbjd-ègbdh }{jcnss kr xabca k~sbdnss j{hedbze|bjds

}~{caesn }{jl~c|s edl sn{vbcns edl blnd|bfr) nvei~e|n) edl cajjsn

f{j` ei|n{de|bvn jffn{s èln kr s~}}ibn{s


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vndlj{ fb{`s s~k`b| jffn{s |j k~rn{s? |ndln{) }{j}jsei) kbl

|r}bcei }~{caesn j{ln{ fj{ bd}~|*fj~dle|bjd*fecbib|e|bdh hjjls?

5$ ]{jl~c|bjd le|e? }{jl~c|) s}ncbfbce|bjds) u~ed|b|r) lnibvn{r scanl~in$

;$ Cj``n{cbei |n{`s? }{bcbdh) c{nlb| |n{`s) lbscj~d|s$

3$ @n|ajls jf lbs|{bk~|bjd? |{eds}j{|e|bjd) xe{naj~sbdh) }ecgbdh) s|j{ehn

edl aedlibdh$


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\xj sb`}in cjdcn}|s bd j{hedbze|bjdei k~rbdh

5$ J{hedbze|bjdei k~rbdh knaevbj~{

;$ Lncbsbjd @egbdh ^db| jf |an k~rn{

j{hedbze|bjdei k~rbdh knaevbj~{ !JKK" ? 8 s|n}s j{ k~r }aesns edl

|a{nn k~r ciessns j{ sb|~e|bjds |j cj`}in|n e |{edsec|bjd

JKK? snu~nd|bei ec|bvb|bns |a{j~ha xabca L@^ ln}e{|`nd|s }{jcnnl

xand `egbdh }~{caesbdh lncbsbjds xb|a vndlj{s

5$ ]{jkin` [ncjhdb|bjd ;$ ]{jl~c| s}ncbfbce|bjd 3$ S~}}ibn{ edl]{jl~c| Sne{ca $S~}}ibn{ Sninc|bjd

6$ Nvei~e|bjd jf vndlj{s 8$ ]n{fj{`edcn [nvbnx


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k~r }aesns

lnsc{bkns |a{nn k~rbdh sb|~e|bjds bd `egbdh e }~{caesn kr |an }~{caesn

ln}e{|`nd|

5$ S|{ebha| [nk~r? |an }~{caesbdh ln}e{| nd| {nj{ln{s jd e {j~|bdn kesbs

f{j` s~}}ibn{s ibs|nl jd ed e}}{jvnl ibs| jf vndlj{s$

;$ @jlbfbnl [nk~r? |an k~rn{ `jlbfbns }{jl~c| s}ncbfbce|bjds) }{bcns)

lnibvn{r) ef|n{ seins sn{vbcn |n{`s$

3$ Dnx \esg? e }~{caesn{ k~rs e }{jl~c| j{ sn{vbcn fj{ |an fb{s| |b`n

!}{jl~c|) }{bcn ib`b|s) lnibvn{r |n{`s) sn{vbcn |n{`s) j{ln{ u~ed|b|bns"

jffbcn k~bilbdhs) dnx snc~{b|r srs|n`s) dnx nu~b}`nd| edl `ecabdn{r

xb|a dj ln}{ncbe|bjd cjs|s


78/158

Lncbsbjd egbdh ~db| j{ k~rbdh cnd|{n

h{j~} jf }{jfnssbjdeis bdvjivnl bd |an }~{caesbdh }{jcnss

bd}~| hjjls) fj~dle|bjd hjjls) fecbib|e|bdh hjjls f{j` vndlj{s

ndhbdnn{bdh ln}e{| nd|s !}{jl~c|bjd) lnsbhd) u~eib|r) |ns|bdh) bdvnd|j{r) s~}}ir

caebd) ebd|ndedcn edl ef|n{ seins"

`e{gn|bdh ln}e{|`nd|

bd|n{de|bjdei lbvbsbjd

k~rbdh cnd|{n }n{sjddni ess~`n edr jdn jf |an snvnd {jins bd |an }~{caesn

lncbsbjd }{jcnss


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5$ Bdb|be|j{s? s|e{| |an }{jcnss jf }~{caesn vbe }~{caesn bdlnd| -

ndhbdnn{bdh ln}e{|`nd| !lnsbhd) [&L"

;$ ^sn{s? ~sn |an }{jl~c| j{ sn{vbcn edl lnfbdn |an }{jl~c| {nu~b{n`nd|

!}{jl~c|bjd*èd~fec|~{bdh*fec|j{r"

3$ Bdfi~ndcn{s? bdfi~ndcn |an k~rbdh lncbsbjd kr lnfbdbdh s}ncbfbce|bjds jf

}{jl~c| !è{gn|bdh) s~}}ir caebd èdehn{s) u~eib|r edl |ns|bdh"


80/158

>$ E}}{jvn{s? ln}e{|`nd|s |ae| e}}{jvn |an }~{caesn {nu~b{n`nd|s jf

lncbln{s !fbdedcn) sndbj{ èdehn`nd|"

6$ K~rn{s? ln}e{|`nd|s xb|a fj{èi e~|aj{b|r |j sninc| vndlj{s*e{{edhn fj{

}~{caesn |n{`s !}{jc~{n`nd| edl }~{caesn ln}e{|`nd|"

8$ He|ngnn}n{s? }n{sjds {nh~ie|bdh |an fijx jf bdfj{è|bjd edl eccnss |j |an

k~rbdh cnd|{n !}~{caesn èdehn{"

- ln|n{ bdn eccnss jf seins {n}s |j `n`kn{s jf |an k~rbdh cnd|{n

- cjd|{ji k~lhn|s edl cj``n{cbei |n{`s jf |an }~{caesn j{ln{

- cjd|{ji s}ncbfbce|bjds jf |an }~{caesn j{ln{

- ln|n{ bdn fbdei vndlj{ sninc|bjd

Cj`}edr nqe`}in |j bii~s|{e|n k~rbdh cnd|{n


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Cj`}edrnqe`}in|jbii~s|{e|nk~rbdhcnd|{n

@el~{eCje|s) Cnd|~{r\nq|bins) edl E{vbdl @biissniidjd-xjvndlbs}jsekin

s~{hbceihjxds|jajs}b|eis$

K~rbdhcnd|{n? vbcn}{nsblnd|jf}~{caesbdh) |anj}n{e|bdh{jj`el`bdbs|{e|j{)

s~{hnjds$

Vbcn]{nsblnd|) ]~{caesbdh}iers|an{jinjf|anbdb|be|j{kredeirzbdh|andnnl fj{

}~{caesbdhlbs}jsekinvs{n~sekins~{hbceihjxds$

Sndls{ncj``ndle|bjdsfj{}~{caesn|jj}n{e|bdh{jj`el`bdbs|{e|j{xaj

nvei~e|nsvndlj{}{jl~c|sedl cj``n{cbei|n{`sedl |and{ncj``ndlsjdnj{

`j{n}{nfn{{nl vndlj{s!~sn{edl lncbln{"


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\an el`bdbs|{e|j{ nvei~e|ns }e{e`n|n{s jf u~eib|r s~ca es

eksj{kndcr) ed|bsn}|bc u~eib|r) lnsbhd) cj`}n|b|bvn cjs| !k~rn{"$

S~{hnjds bdfi~ndcn |an lncbsbjd kr {n}j{|bdh |anb{ se|bsfec|bjd xb|a

e }e{|bc~ie{ k{edl jf hjxd$


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\J]BC . bdc{nesn"


105/158

@@\C edl D@LC !vndlj{s" aevn dnhj|be|nl > rne{ cjd|{ec|s

!;==>" xb|a Oe}ednsn s|nni `biis edl Sj~|a Gj{nes ]JSCJ |bii

;=5= ~dln{ xabca |an u~ed|b|bns edl }{bcns e{n lncblnl

edd~eiir

Nq}j{|s |j biis bd Oe}ed edl ]JSCJ xj~il {n`ebd e| ies|

rne{s invni jf


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C\ 5? \ndln{bdh

C\ ;? Kbllbdh

\ndln{ bs kns| s~b|nl fj{ }~{caesn jf k~sbdnss }{jl~c|s edl

sn{vbcns bd s|{ebha| {nk~r k~rbdh sb|~e|bjd f{j` }{nfn{{nl

vndlj{s s|{ebha| {nk~r? k~rn{ bs dj| sne{cabdh fj{ dnx vndlj{s edl hjns eanel

xb|a e }~{caesn cjd|{ec|s xb|a sninc|nl vndlj{s jd e {j~|bdn {n-j{ln{

kesbs es }n{ }{nvbj~s |n{`s |an k~rn{s fije|s e |ndln{ |j }{nfn{{nl vndlj{s fj{ {j~|bdn {n-j{ln{


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}{nfn{{nl vndlj{ cj`}edbns kbl fj{ |an {bha| |j s~}}ir }{jl~c|s edl

sn{vbcns |j e k~rn{ fj{ e fbqnl }n{bjl jf |b`n

e k~rn{ sn|s ~} e |ndln{ fj{ }{jc~{n`nd| jf bd}~| hjjls) fj~dle|bjd

hjjls) edl fecbib|e|bdh hjjls f{j` sninc|nl vndlj{ !}{nfn{{nl

s~}}ibn{s"


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nds~{ns |ae| |an |ndln{ bs exe{lnl |j |an kns| cj`}n|bdhvndlj{ e`jdh xaj `nn|s eii vndlj{ sninc|bjd c{b|n{be jf

cjs|) u~eib|r) |ncadbcei nq}n{|bsn) lnibvn{r

|ndln{ ljc~`nd| bs }~kibsanl bd lebir dnxs}e}n{s j{ }js| jd

xnksb|n

}{nfn{{nl vndlj{s }{n}e{n edl s~k`b| |ndln{s es }n{ s}ncbfbce|bjds

n-|ndln{s


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Kbllbdh

kbllbdh bs e }{jc~{n`nd| }{jcnss kr xabca k~rn{ }~{caesn k~sbdnss

}{jl~c|s edl sn{vbcns bd e `jlbfbnl {nk~r k~rbdh sb|~e|bjd

`jlbfbnl {nk~r kbls e{n j}nd jdir |j dnx vndlj{s !|ndln{? }{nfn{{nl

vndlj{s"

k~rn{ ~sns |abs s|{e|nhr |j nds~{n |ae| dnx |n{`s xb|a dnx vndlj{s e{n

cj`}n|b|bvn

j}nds kbllbdh |j edr d~`kn{ jf vndlj{s jf |j nvei~e|n }{bcn*u~eib|r

jffn{bdhs


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kbl? e }{j}jsei s~k`b||nl kr vndlj{s |j e k~rn{ fj{ |an sein jf

k~sbdnss hjjls7 kbl bs s~k`b||nl kr e sn| lnelibdn

}{bcbdh s|{e|nhr jf k~rn{? lbscj~d| }{bcbdh f{j` vndlj{

lbscj~d| }{bcbdh ? vndlj{ {nl~cns |an }{bcn jf e hjjl j{

sn{vbcn jd |an kesbs |ae| e k~rn{ bs cj``b||nl |j k~rbdh bd

k~ig edl jd s}ncbfbnl c{nlb| |n{`s

}er`nd| |n{`s |j k~rn{? vndlj{ |j jffn{ }{bcn lbscj~d| jd

u~ed|b|bns lnibvn{nl bd {n|~{d fj{ u~bcgn{ }er`nd| crcins

> . lbscj~d| fj{ }er`nd| xb|abd 8 lers

;$> . lbscj~d| fj{ }er`nd| xb|abd 5< lers


111/158

K~rbdh Sb|~e|bjd jf K~rn{ ]{bcbdh S|{e|nhr jf K~rn{

Dnx K~r Dnhj|be|nl }{bcbdh xb|a Vndlj{

S|{ebha| [nk~r \ndln{ }{bcbdh

@jlbfbnl [nk~r Kbl }{bcbdh

a||}?**|ndln{s$hjv$bd*bddn{}ehn$es}:cajbcn0|c>&|bl0lni3=;8==&xj{g05


112/158

\J]BC 6

@EDEHBDH K^SBDNSS @E[GN\BDH CAEDDNIS

@j|j{jies Lbs|{bk~|bjd S|{e|nhr fj{ Cjds~`n{s bd Bdlbe? K;C


113/158

@j|j{jie s Lbs|{bk~|bjd S|{e|nhr fj{ Cjds~`n{s bd Bdlbe? K;C@e{gn|bdh

Bddjve|bvn lbs|{bk~|bjd s|{e|nhr |j {neca {~{ei cjds~`n{s fj{ `jkbin

}ajdn sn|s es 8; . jf {~{ei cjds~`n{ aevn hjjl eccnss |j `jkbin

Dn|xj{gs k~| }jj{ eccnss |j lbs|{bk~|bjd? `jkbin }ajdn lnein{s edl

cjddnc|bvb|r$ \j {neca j~| |j Bdlbes {~{ei cjds~`n{) @j|j{jie aesfj{hnl eiibedcns xb|a {~{ei {n|ebin{s s~ca es B\C nCaj~}ei) LC@

h{j~}s Ae{reib Gbseed Kezee{) edl Hjl{nos Elaee{ j~|in|s fj{ seins

edl lbs|{bk~|bjd jf aedlsn|s$ \abs lbs|{bk~|bjd eiibedcn jffn{s

cjds~`n{s lb{nc|) jvn{-|an-cj~d|n{ aedlsn|s |a{j~ha e lb{nc|caeddni jf lbs|{bk~|bjd$ @j|j{jie cjvn{s ;23 lbs|{bc|s bd Bdlbe$

`e{gn|bdh caeddni? sn| jf bd|n{`nlbe{bns !lbs|{bk~|j{s) ehnd|s)


114/158

seinsfj{cn" xaj lbs|{bk~|n e }{jl~c| j{ sn{vbcn fj{ |an }iecn jf

}{jl~c|bjd !vndlj{" |j |an }iecn jf cjds~`}|bjd !k~rn{"

|xj |r}ns jf k~sbdnss è{gn|bdh caeddnis? lb{nc| & bdlb{nc|

Lb{nc| caeddnis jf lbs|{bk~|bjd? vndlj{ !èd~fec|~{n{" ègns)

lbs|{bk~|ns) edl lnibvn{s bd}~| hjjls) fj~dle|bjd hjjls) edl

fecbib|e|bdh hjjls |j |an k~rn{

lbs|{bk~|bjd edl lnibvn{r jf |an }~{caesn j{ln{ bs ce{{bnl j~| kr |an

seinsfj{cn |j k~rn{ }{n`bsns j{ ninc|{jdbceiir vbe jdibdn è{gn|bdh

!K;K }j{|ei"

bdlb{nc|? vndlj{ lbs|{bk~|ns }{jl~c|s |j |an k~rn{ vbe caeddni


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bdlb{nc|? vndlj{ lbs|{bk~|ns }{jl~c|s |j |an k~rn{ vbe caeddni

bd|n{`nlbe{bns !bdl~s|{bei lbs|{bk~|j{s edl lnein{s" xaj sniis j{

aedlins |an }{jl~c|s edl lnibvn{s |j k~rn{

lb{nc| caeddni j{ lb{nc| lbs|{bk~|bjd bd k~sbdnss `e{gn|bdh ljns dj|

~sn bd|n{`nlbe{bns

bdlb{nc| caeddni j{ bdlb{nc| lbs|{bk~|bjd ~sns e| ines| jdn |r}n jf

bd|n{`nlbe{r

K;K @e{gn|bdh Caeddnis


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@ed~fec|~{n{ !Vndlj{"

Lb{nc| Seins Jdibdn @e{gn|bdh

LB[NC\ LBS\[BK^\BJD BDLB[NC\ LBS\[BK^\BJD

Bdl~s|{bei Lbs|{bk~|j{s Ehnd|s

K^RN[S


117/158

lb{nc| lbs|{bk~|bjd s|{e|nhr? k~ig s~}}ibns jf bd}~| hjjls*SB]

lbs|{bk~|bjd jf hjjls f{j` |an }jbd| jf }{jl~c|bjd !vndlj{s

fec|j{r" |j |an }jbd| jf bds|eiie|bjd edl ~sn !k~rn{s fec|j{r"

vndlj{ cjd|{ec|s e lbs|{bk~|j{ |j }{jvbln ijceibznl sn{vbcbdh Y

fecbib|bns fj{ hjjls edl {n}iecn`nd| }e{|s edl s}e{ns

}{nfn{{nl `jln fj{ k~ig ? can`bceis !de}a|ae) bdl~s|{bei ecbls)

}ae{`ecn~|bcei fj{`~ie|bjds) f~{decn jbi) cjei) sann| edl {jl

`n|ei) xb{n) cekins"

djd-k~ig SB]? bdlb{nc| caeddni jf lbs|{bk~|bjd jf hjjls


118/158

cj`}{nssj{s) `j|j{s) }~`}s) d~|s edl kji|s) nu~b}`nd|

cj`}jdnd|s edl }e{|s) {ex è|n{beis

bdlb{nc| caeddni? vndlj{-lbs|{bk~|j{-k~rn{

k~rn{ }~{caesns djd-k~ig b|n`s bd sèii ij|s f{j` bdl~s|{bei

lbs|{bk~|j{s

lbs|{bk~|j{ k~rs hjjls bd k~ig) s|j{ns) {n}ecgs) j{hedbzns

|an ijelbdh edl ~dijelbdh jf hjjls f{j` vndlj{s fec|j{r

edl lnibvn{s |j s|jcgbs|s edl ehnd|s bd sèiin{ ~db| sbzns

|r}ns jf bd|n{`nlbe{bns? bdlb{nc| lbs|{bk~|bjd


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caeddni

caeddni*j{hedbze|bjd bdvjivnl bd |an lbs|{bk~|bjd

}{jcnss jf |an }arsbcei lnibvn{r jf k~sbdnss hjjls f{j`

|an vndlj{ |j |an k~rn{s

`ed~fec|~{n{s ehnd|s !vndlj{"

seins ehnd|

bdl~s|{bei lbs|{bk~|j{

k{jgn{

cj``bssbjd ehnd|


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@ed~fec|~{n{s ehnd|s e{n e lbs|{bk~|bjd caeddni

e}}jbd|nl kr |an sniin{ !vndlj{" jd e cjd|{ec|kesbs

{jin? {n}{nsnd|s jdn j{ j{n sniin{s edl sbdhin j{

`~i|b}in }{jl~c| ibdns j}n{e|ns jd e cj``bssbjd kesbs fj{ s|jcg

cjdsbhd`nd|

aedlins s`eiin{ ij| j{ln{s edl f{nu~nd| {n-s~}}ir

jf s|jcgs |j k~rn{ !JN@) bds|b|~|bjd) hjv|"


121/158

seins ehnd|? e}}jbd|nl kr vndlj{ fj{ lbs|{bk~|bjd edl lnibvn{r jf

k~sbdnss hjjls |j |an k~rn{

{n}{nsnd|s sniin{s jdir

cj``bssbjd kesbs fj{ cjdsbhd`nd|s

ijdh |n{` sniibdh cjd|{ec| xb|a |an }{bdcb}ei


122/158

`ed~fec|~{n{s ehnd| edl seins ehnd| caeddnis aevn blnd|bcei

{jins bd |an bdlb{nc| lbs|{bk~|bjd }{jcnss

sbhdbfbced| lbffn{ndcns es xnii? bd |n{`s jf scj}n edl f~dc|bjd

5$ @ed~fec|~{n{s ehnd|s snii jdir e }j{|bjd jf |an vndlj{s j~|}~| edl ib b| ec|bvb|bns

|j e hnjh{e}abcei seins |n{{b|j{r$

;$ Seins ehnd|s jd |an j|an{ aedl snii |an nd|b{n j~|}~| jf |an vndlj{ |j |an k~rn{ edl

e{n cjd|{ec|nl |j snii edl lbs|{bk~|n ec{jss ie{hn{ seins |n{{b|j{bns$

3$ Seins ehnd|s ce{{r ie{hn vji~`n s|jcgs edl bdvnd|j{bns jf |an vndlj{ es |an ehnd|

cjvn{s |an nd|b{n e{gn|$


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5;35;3

\a{nn-|bn{ srs|n` jf bdlb{nc| caeddni lbs|{bk~|bjd?jf bdlb{nc| caeddni lbs|{bk~|bjd?

bdl~s|{bei }{jl~c|sbdl~s|{bei }{jl~c|s Bdlbed ed~fec|~{n{s !vndlj{s" ~sn e |a{nn |bn{ sniibdh edl

lbs|{bk~|bjd s|{~c|~{n

\bn{ 5? [nlbs|{bk~|bjd S|jcgbs|s

\bn{ ;? Lbs|{bk~|j{s !xajinsein{s"

\bn{ 3? {n|ebin{s

Arl{e~ibc edl ]dn~`e|bc ]~`}s


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5;


125/158

5;>5;>

Esbed ]ebd|s !E]" bs |an `e{gn| ineln{ bd |an Bdlbed }ebd| bdl~s|{r

!5=== c{ cj`}edr) Cajgsb) Ledb) edl Vegbi }{j`j|n{ fe`bibns"

31 }n{cnd| sae{n bd lncj{e|bvn }ebd|s edl 33 }n{cnd| jvn{eii

!bdl~s|{bei ' lncj{e|bvn" 0 bdl~s|{bei }{jl~c| lbs|{bk~|nl vbe {n|ebi

caeddnis

`ed~fec|~{ns cje|bdhs edl edcbiie{bns? lncj{e|bvns) }{jl~c|bjd

}ebd|s) edl anevr l~|r cje|bdhs

ESBED ]EBD\S? lbs|{bk~|bjd s|{e|nhr


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5;65;6

Hjjliess Dn{jiec |an dne{ns| {bvei cj``edls ed jvn{eii

sae{n jf 5< }n{cnd| jdir

Esbed ]ebd|s) Hjjliess Dn{jiec) BCB) Kn{hn{) Saeib`e{

iega |jddns bd vji~`n

Esbed ]ebd|s s~ccnss s|j{bnsEsbed ]ebd|s s~ccnss s|j{bns


127/158

5;85;8

e s|j{r jf lbs|{bk~|bjd nqcniindcn

E] bd |an ne{ir rne{s jf b|s nqbs|ndcn E] bd|{jl~cnl e xbln }{jl~c|

{edhn bd |an lncj{e|bvn {edhn bd |n{`s jf cjij~{ edl }ecg sbzn ? e

c{~cbei fec|j{ fj{ s~ccnss

Cj`}edr ine}f{jhhnl edl jvn{|jjg eii b|s cj`}n|b|j{s xb|a cjij~{sedl c~s|j`bsbdh |an }ebd| `bq|~{n fj{ c~s|j`n{s e| {n|ebi j~|in|s

Esbed ]ebd|s s~ccnss s|j{rEsbed ]ebd|s s~ccnss s|j{r


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5;15;1

k{edls? \{ec|j{) E}cjib|n) ^|sev) E}nq) edl Ecn xnii

nd|{ndcanl

sèii }ecgbdh sbzn }{jibfn{e|nl |an }{jl~c| ln}|a?

cj`}n|b|j{s xn{n s~}}irbdh }ebd|s bd >== ì j{ ie{hn{

sbzns

K~sbdnss j}}j{|~db|r? ;== ì) 5== ì) >= ì }ecgs

s~b|nl fj{ }ebd|s ojks jf lbffn{nd| {nu~b{n`nd|s

;=== lbs|bdc| b|n`s jf }ebd|s? djdn jf xabca xes

s|{bc|ir e s~ks|b|~|n fj{ |an j|an{

Cj`}n|b|j{ fjc~s? k~ig k~rn{ snh`nd|


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5;25;2

} r h

gnr caeiindhn? fj{nbhd cj`}edbns edl |anb{

xajinsein{s lbs|{bk~|j{s lj`bde|nl |an k~sbdnss

!521=-522="

O&D) BCB) Kn{hn{ e}}jbd|nl e fnx |{eln{s es |anb{

xajinsein lbs|{bk~|j{s edl eiijxnl |an` |j

}n{}n|~e|n e sb|~e|bjd jf e `jdj}jir

Neca lbs|{bk~|j{ xes essbhdnl e ie{hn |n{{b|j{r edl

xes hbvnd |an {bha| |j j}n{e|n es ed nqci~sbvn

caeddni jf |an cj`}edr bd |an essbhdnl |n{{b|j{r

Cj`}n|b|j{ fjc~s


130/158

53=53=

C{nlb| |n{` ibkn{ei xb|a c{nlb| j~|s|edlbdh fj{

s~}}ibns `eln rne{ {j~dl

Ijx `j|bve|bjd fj{ |{eln{s |j bdvns| bd lbs|{bk~|bjd

bdf{es|{~c|~{n edl lbl dj| nq|ndl |j sn`b-~{ked edl

{~{ei e{nes

]jj{ `e{gn| lnvnij}`nd| kr {ns|{bc|bdh seins?

}{nvnd|nl nd|{r jf dnx cj`}edbns edl cjd|{jiinl |an

}ebd| k~sbdnss bd cb|bns

Nin`nd|s jf E]s lbs|{bk~|bjd s|{e|nhr


131/158

535535

Kr }essnl |an k~ig k~rn{ snh`nd| lj`bde|nl kr

fj{nbhd cj`}edbns edl x*s lbs|{bk~|j{s

nd|n{nl bdlbvbl~ei c~s|j`n{ snh`nd|s? sn`b-~{ked

edl {~{ei

xnd| {n|ebi? ns|ekibsanl lb{nc| cjd|ec| xb|a a~dl{nls

jf {n|ebi lnein{s bd |an ie|n nbha|bns

J}nd-ljj{ lnein{ }jibcr? cjd|bd~j~s nq}edsbjd jf

lnein{ dn|xj{g kr ndibs|bdh lnein{s bd BB edl BBB |bn{

|jxds

E]s lbs|{bk~|bjd s|{e|nhr


132/158

53;53;

522=? 8)=== lnein{s7 ;===? 5;)=== lnein{s7 ;>= dnx

lnein{s edd~eiir

ndlj{snl de|bjd-xbln `e{gn|bdh edl lbs|{bk~|bjd

s|{e|nhr? eii hnjh{e}abcei zjdns) s|e|ns) edl

k~sbdnss |n{{b|j{bns vn{s~s ns|ekibsanl }ebd|

k~sbdnss }{ec|bcn jf `e{gn|bdh |j ib`b|nl |n{{b|j{bnsedl bd |an vbcbdb|r jf }jbd| jf }{jl~c|bjd

B`}in`nd|e|bjd }{jcnss? |an gnr |j s~ccnssB`}in`nd|e|bjd }{jcnss? |an gnr |j s~ccnss


133/158

533533

} } r} } r

C{ne|bjd jf ves| dn|xj{g jf {n|ebi lnein{s? 5>)===

lnein{s bd 3)>== |jxds nds~{ns nesr jf evebiekbib|r

jf }{jl~c|s |j ndl cjds~`n{s bd |an lncj{e|bvn}ebd|s snh`nd|

Ns|ekibsans e dn|xj{g jf cj`}edr ln}j|s? djxajinsein{s lbs|{bk~|j{s jdir cj`}edr-j}n{e|nl

s|jcg }jbd|s s~}}irbdh s|jcgs |j {n|ebin{s

@edehbdh abha cjs| lbs|{bk~|bjd@edehbdh abha cjs| lbs|{bk~|bjd


134/158

53 k{edca seins jffbcnsnffnc|bvnir cjd|{jiinl 6 {nhbjdei lbs|{bk~|bjd cnd|{ns

s~}}irbdh s|jcg |j >> cj`}edr-j}n{e|nl ln}j|s

;=== s|{jdh }{jl~c| ibdn edl |a{nn }ecg sbzns

{ns~i|nl bd e `essbvn lbs|{bk~|bjd |esg eccj`}edbnl

kr e abha cjs| jf sn{vbcn

Abha cjs| lbs|{bk~|bjd? e caeiindhnAbha cjs| lbs|{bk~|bjd? e caeiindhn


135/158

53>53>

S~ccnssf~i èdehn`nd| jfS~ccnssf~i èdehn`nd| jfcjs|cjs|--sn{vbcn cjdfibc| bdsn{vbcn cjdfibc| bd

lbs|{bk~|bjdlbs|{bk~|bjd

ecabnvnl |a{j~ha nffnc|bvn bdvnd|j{r èdehn`nd| jfecabnvnl |a{j~ha nffnc|bvn bdvnd|j{r èdehn`nd| jf

s|jcg edl s|{bc| c{nlb| cjd|{jis jd |{elns|jcg edl s|{bc| c{nlb| cjd|{jis jd |{eln

abha invni jf sn{vbcn lnibvn{rabha invni jf sn{vbcn lnibvn{r ;1 lers bdvnd|j{r;1 lers bdvnd|j{r

invni vn{s~s bdl~s|{rs >5 lers7 s|jcg jf fbdbsanlinvni vn{s~s bdl~s|{rs >5 lers7 s|jcg jf fbdbsanl

hjjls es e }n{cnd| jf dn| seins bs 8 }n{cnd|hjjls es e }n{cnd| jf dn| seins bs 8 }n{cnd|

cj`}e{nl |j 5< }n{cnd| jf bdl~s|{rcj`}e{nl |j 5< }n{cnd| jf bdl~s|{r


136/158

\j}bc 8

Dnx Bdl~s|{bei ]{jl~c| Lnvnij}`nd|

e gnr fec| |ae| xn ine{d f{j` |an ]IC cjdcn}| bs |ae| }{jl~c|s lj dj|


137/158

ies| fj{nvn{

vei~n |j cjds~`n{ snh`nd|s |j lb bdbsa es }{jl~c|s {neca abhan{

invnis jf `e{gn| }ndn|{e|bjd l~{bdh |an h{jx|a edl `e|~{b|r s|ehns

|ncadjijhbcei caedhns {ndln{ }{jl~c|s jksjin|n? ces| b{jd }b}ns vs

]VC }b}ns7 `ncaedbcei `n|n{s edl he~hns vs lbhb|ei `n|n{s7

f{ec|bjdei lbs|biie|bjd |ncadjijhr vs `bc{jndce}s~ie|bjd |ncadjijhr

c{~ln jbi edl i~k{bced|s

elj}|bjd ibfn crcins saj{|n{? }{jl~c| {neca abhan{ }ndn|{e|bjd invnis

fes|n{ l~n |j s|{jdh lbs|{bk~|bjd) elj}| sjjdn{

dnx bdl~s|{bei }{jl~c|s e{n }ieddnl) lnvnij}`nd|) edl bd|{jl~cnl bd|j


138/158

|an `e{gn|

dnx }{jl~c| lnvnij}`nd| bs e cj`}inq }{jcnss h~blnl kr e sbq s|ehn

}{jl~c| lnvnij}`nd| }{jcnss

5$ Blne hndn{e|bjd

;$ Sc{nndbdh

3$ S}ncbfrbdh fne|~{ns

$ Kn|e |ns|bdh

6$ Ie~dca

E^H@ND\BDH?


139/158

C[NE\BDH C^S\J@N[ SE\BSFEC\BJD

Jkonc|bvn bs |j c~s|j`bzn e }{jl~c| fj{ e c~s|j`n{ |j nqcnnl |anb{

nq}nc|e|bjds

|an fb{s| s|n} bd }{jl~c| `edehn`nd| bs |j ~dln{s|edl |ae| e }{jl~c| bs

vbnxnl kr |an c~s|j`n{ bd |n{`s jf e~h`nd|e|bjd kndnfb|s

}{jl~c| ced ecabnvn e sbhdbfbced| cj`}n|b|bvn elved|ehn

e~h`nd|e|bjd kndnfb|s e{n ellnl e| fj~{ invnis |ae| |{edsfj{` e }{jl~c| bd|je s~}n{bj{ vei~n jffn{bdh

5$ ]{jl~c| invni$

;$ \ncadjijhr }ie|fj{`$

3$ ]{jl~c| ibdn$


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Cesn jf @bdji|e jffbcn }aj|jcj}bn{s

}{jl~c|? @bdji|e N] 3== cj}bn{ !lb{nc| cj`}n|b|bjd |j [BCJA edl Cedjd

cj}bn{s bd Bdlbe"

|ncadjijhr? bc{j |jdbdh srs|n` jf bdgon| lbs|{bk~|bjd ~snl bd cj}bn{ bdg

ce{|{blhns nds~{nl nvnd edl ncjdj`bcei ~sn jf bdg !xe|n{ }{jjf edl ed|b-

s`~lhn"

}{jl~c| ibdn? N] ibdn jf vei~n fj{ `jdnr cj}bn{s

}{jl~c| ce|nhj{r? }iebd }e}n{ cj}bn{s edl cjij~{ cj}bn{s

][JL^C\ @EDEHN@ND\\JJIS


141/158

\AN ][JL^C\ LNVNIJ]@ND\][JCNSS

\AN ][JL^C\ IBFN CRCIN

][JL^C\]J[\FJIBJ @EDEHN@ND\\JJIS

KCH @E\[BQ

HN @E\[BQ

][JL^C\ IBFN-CRCIN? E DNX IJJG


142/158

]{jl~c|

Lnvnij}-

`nd|

[&L

\ns|

@e{gn|bdh

Bd|{jl~c|bjd H{jx|a @e|~{b|r Lncibdn

Gbii |an

}{jl~c|

Fbdl Dnx

^sns

Fbdl Dnx

@e{gn|s

[n}ne|

Ibfn

Crcin

][JL^C\LNVNIJ]@ND\][JCNSS


143/158

NVEI^E\BJD

IE^DCA

KN\E\NS\BDH

][JL^C\ LNVNIJ]@ND\

S]NCBFRBDH FNE\^[NS

SC[NNDBDH EDL ][NIB@BDE[R

BDVNS\BHE\BJD

BLNE HNDN[E\BJD

blne hndn{e|bjd


144/158

blne hndn{e|bjd

kesbc blne jf dnx }{jl~c| edl e cjds|ed| fijx jf dnx blnes 3@ edl Ce|n{}biie{ e{n è{gn| cae`}bjds bd dnx }{jl~c| blne

hndn{e|bjd fj{ |an ndhbdn edl ècabdn{r snh`nd|

3@ ie~dcans jvn{ e 5=== dnx }{jl~c|s e rne{ ! c~{{nd| }j{|fjibj

bs >=)=== }{jl~c|s"

e}}{jecans n`}ijrnns edl c~s|j`n{s

sc{nndbdh edl }{nib bde{r bdvns|bhe|bjd s|ehns ? nqe`bdn dnx }{jl~c| blnes

edl fec|j{s |ae| cjd|{bk~|n |j è{gn| s~ccnss


145/158

edl fec|j{s |ae| cjd|{bk~|n |j `e{gn| s~ccnss

c~s|j`n{s edl s~}}ibn{s xj{g |jhn|an{ |j c{ne|n vei~n |a{j~ha dnx }{jl~c|sedl e~h`nd|nl sn{vbcns

ecabnvnl vbe u~eib|r f~dc|bjd ln}ijr`nd|? bs e }{jcnss jf c{ne|bdh e }{jl~c|

|ae| ibdgs c~s|j`n{ dnnls |j }{jl~c| fj{`) fne|~{ns edl kndnfb|s

Nbcan{ @j|j{s Bdlbe Ib`b|nl bs e cae`}bjd jf cj-c{ne|bdh }{jl~c| kndnfb|s ef|n{

s|~lrbdh ~sn{ knaevbj~{

`egn{ jf ACV |{~cgs ; |j 5; |jddns h{jss vnabcin xnbha|

{nl~cnl lnvnij}`nd| |b`n fj{ |{~cg kr 3= }n{ cnd| kr bdbdh c~s|j`n{ le|e

jd ~sn edl eccn}|edcn jf e |{~cg

Nbcan{ |{~cgs |{eds}j{| jvn{ 1= }n{ cnd| jf ibvn }j~i|{r bd Bdlbe neca ler

B lb > biib ab g l 3= biib l bi


146/158

Bdlbe cjds~`n{s jvn{ > biibjd cabcgnd edl jvn{ 3= biibjd nhhs lebir

De`egei bd \D bs |an }j~i|{r ce}b|ei jf Bdlbe

N@ ine{dnl |ae| cabcgnd j{|eib|r bs lb{nc|ir }{j}j{|bjde|n |j |an |b n jf |an ler jf

|{eds}j{|

|{~cg l{bvn{s |{eds}j{| }j~i|{r e| dbha| es |an |n`}n{e|~{n bs cjji k~| e{n fj{cnl |j

s|j} jf|nd l~n |j l{bvbdh fe|bh~n edl }jj{ cekbd lnsbhd

{ns~i|bdh bd abhan{ }j~i|{r j{|eib|r l~n |j ijdhn{ xeb|bdh bd c{e`}nl cehn

cjdlb|bjds

N@ {n-xj{gnl cabcgnd |{~cg cekbds xb|a j{n cj`fj{| fne|~{ns

ed|b-hie{n xbdl sabnils) sjf|n{ sne|s) eb{ cjdlb|bjdbdh) sinn}n{ k~dgs

k~rn{s xn{n xbiibdh |j }er j{n fj{ l{bvn{ cj`fj{|


147/158

\J]BC 1

SEINS EDL SEINS @EDEHN@ND\

\AN GNR [JINS JF

SEINS]NJ]IN


148/158

SEINS]NJ]IN5$ \ANSNIIBDH F^DC\BJD

;$ @EDEHN C^S\J@N[ [NIE\BJDSAB]S

3$ HE\AN[ BDFJ[@E\BJD

F{j` C~s|j`n{s

F{j` Cj`}n|b|j{s Ekj~| @e{gn| Fj{cns

LN\N[@BDBDH \AN SEINS S\[E\NHR

J]\BJD \JFB\RJ^[ C^S\J@N[


149/158

5$ SC[B]\-KESNL SNIIBDH^snl xand eiic~s|j`n{s dnnls e{n sb`bie{

;$ DNNLS SE\BSFEC\BJD SNIIBDHBlnd|bfrbdhk~rn{s dnnls edl sniibdh |j |an`

3$ CJDS^I\E\BVN SNIIBDHK{bdh s}ncbeibznlnq}n{|bsn fj{ e c~s|j`bznl sji~|bjd


150/158

Hndn{e|n

{nj{ln{s

^}h{eln

F~ii-ibdn

snii

Snc~{n

cj`}in|n

cj``b|`nd|

f{j` kj|a

cj`}edbns

@edehn

caedhn

Ib`b|nl

{nie|bjdsab}s

Febi~{n |j

`jdb|j{

cj`}n|b|j{sj{ bdl~s|{r

Cj`}iecndcr

Nq}ij{e|bjd

Exe{ndnss

Cj``b|`nd|

Nq}edsbjd

Sn| cj{{nc|

nq}nc|e|bjds

Nds~{n }{j}n{

bdb|bei ~sn

Fjiijx ~}

@egn }n{sjdei

vbsb|s

Aedlincj`}iebd|s

Ecabnvn

c~s|j`n{

se|bsfec|bjd

Lbssji~|bjd

]E[\DN[SAB] CJ@@^DBCE\BJD?

F[J@SBDHIN INVNI \J @^I\B-INVNI


151/158

]{jl~c|bjd@e{gn|bdh

Eccj~d|bdh

Fbdedcn

]~{caesbdh

Ln}e{|`nd|

Sab}}bdh& [ncnbvbdh

K~rbdh Cj`}edr

Ndhbdnn{bdh@e{gn|bdh

C{nlb| edl

Kbiibdh

Fbdedcn

Seins

Sab}}bdh& [ncnbvbdh

Sniibdh Cj`}edr

]{jl~c|bjd@e{gn|bdh

Eccj~d|bdh

Fbdedcn

]~{caesbdh

Ln}e{|`nd|

Sab}}bdh& [ncnbvbdh

]{jl~c|bjd

@e{gn|bdh

Eccj~d|bdh

Fbdedcn

]~{caesbdh

Sab}}bdh

& [ncnbvbdh

K~rbdh Cj`}edr

Ndhbdnn{bdh

@e{gn|bdh

C{nlb| & Kbiibdh

Fbdedcn

Seins ]~{caesbdh

Sab}}bdh

& [ncnbvbdh

Sniibdh Cj`}edr

Knfj{n ]e{|dn{bdh

Ef|n{]e{|dn{bdh

]~{caesbdh

Ehnd|Seins}n{sjd

K RBDH EDL SNIIBDH \NE@S S\[NE@IBDN @^I\BINVNI

SNIIBDH


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Vbcn ]{nsblnd|

Jf]~{caesbdhVbcn ]{nsblnd|

Jf Seins

Lb{nc|j{ jf

]~{caesbdh

Eccj~d|

@edehn{

Ndhbdnn{]{jl~c|

S}ncbeibs|

K~rbdh Cj`}edr Sniibdh Cj`}edr


153/158

\J]BC 2

C~s|j`n{ [n|nd|bjd

edl @eqb`bze|bjd

\AN C^S\J@N[ [NIE\BJDSAB]CJD\BD^^@

C~s|j`n{ [nie|bjdsab}s ced kn fj~dl e| edr invni


154/158

Eixers-E-Sae{n

C~s|j`n{

Ijs|-Fj{-Hjjl

C~s|j`n{sIjxns| Invni

[nie|bjdsab}

Abhans| Invni

[nie|bjdsab}

\AN GNRFEC\J[?

SXB\CABDHCJS\S

\an Lb{nc| edl Bdlb{nc|

cjs|s e k~rn{ xbii aevn

|j }er |j hj |j edj|an{

s~}}ibn{

]ERJFFS F[J@

IJDH \N[@ C^S\J@N[ [NIE\BJDSAB]S


155/158

H[JXS ELLB\BJDEI K^SBDNSS J]]J[\^DB\BNS fj{ dnx}{jl~c|s j{ bdc{nesnl }~{caesns

][N@B^@ ][BCNS {ns~i| f{j` hbvbdh fb{s|-{e|n sn{vbcn edl }{jl~c|u~eib|r

[NL^CNL SNIIBDH CJS\S f{j` |bha|n{ cjj{lbde|bjd jf }{jl~c|bjdedl ijhbs|bcs

ELLB\BJDEI [NVND^NS ]JSSBKIN f{j` c~s|j`n{s {nfn{{eis edlojbd| seins ceiis xb|a c~s|j`n{s

SJ^[CNS JFCJ@]N\B\BVN ELVED\EHN


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5$ S~}n{bj{ }n{fj{`edcn

;$ U~eib|r }{jl~c|s edl s~}}j{| es lnfbdnl kr |an c~s|j`n{

3$ Lbs|bdc|bvn edl {nibekin sn{vbcn

\J K^BIL C^S\J@N[ IJREI\R)LNVNIJ]ECJ@]N\B\BVNELVED\EHN KR][JVBLBDH

E\JJI FJ[ C^S\J@N[ [N\ND\BJD?

C^S\J@N[ SE\BSFEC\BJD S^[VNRS


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[NU^B[N@ND\S FJ[ E ^SNF^I S^[VNR?

5$ CAJJSN @EBI J[ \NIN]AJDN \J LJ\AN S^[VNR

;$ LN\N[@BDN \AN GBDL JFBDFJ[@E\BJD RJ^ DNNL

Escn{|ebd se|bsfec|bjd xb|a jvn{eii {nie|bjdsab}@nes~{n s}ncbfbc es}nc|s jf |an {nie|bjdsab}

\an ~ds}jgnd cjdcn{ds jf c~s|j`n{s

Ln|n{`bdn xae| xbii hn| `nes~{nl {nhe{lbdh

c~s|j`n{ nq}nc|e|bjds !\an \N[[E `jlni xj{gs xnii"

Aevbdh `nedbdhf~i edl `nes~{ekin {e|bdhs edl scj{ns

Hndn{ei jvn{eii5


158/158

]{jcnss >

!n|c$"

E||{bk~|n 5

E||{bk~|n ;

E||{bk~|n 3

S~hhns|

caedhn fj{

b`}{jvn`nd|

]{jcnss

b2b_mktg_ifim b school bangalore

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