b2b_mktg_ifim b school bangalore
TRANSCRIPT
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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) ln`edl fj{nces|bdh) ce|ca`nd| e{ne `edehn`nd|)
`e{gn| lnvnij}`nd|"
K~bil cibnd| `edehn`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 `edehn`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 `edehn`nd| edl A[ sgbiis
E| |an ndl jf 36 `jd|as jf sn{vbcn rj~ saj~il kn cj`}n|nd| |j`edehn edl lb{nc| e s`eii |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{`edcn
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{`edcn"
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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{ `e{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 `egbdh
[n}j{| seins }n{fj{`edcn jf {n}j{|nns edl }{nsnd| edeirsbs bd
}{nsc{bknl seins fj{`e|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 `e{gn|nl
@e{gn|n{ e{n bdvjivnl bd `e{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{`e|bjd) edl blnes
5$ Hjjls? }arsbcei hjjls cjds|b|~|n |an k~ig jf }{jl~c|bjd edl `e{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 `e{gn|bdh bs e `eoj{ 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 b`ehn bd |an
`bdls jf |anb{ |e{hn| }~kibcs$ K-scajjis) cj`}edbns) hjv|$ ehndcbns
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2$ Bdfj{`e|bjd? `e{gn|nl es e }{jl~c|7 le|ekesns) ine{dbdh {nsj~{cns) `e{gn| {nsne{ca
{n}j{|s) cj~{snxe{n7 scajjis) ~dbvn{sb|bns) edl j|an{s }{jl~cn bdfj{`e|bjd edl |and
`e{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 `e|n{beis) cj`}jdnd|
}e{|s) }{jcnss `e|n{beis) @[J s~}}ibns) k~sbdnss sn{vbcns
\R]N 5 ? BD]^\ HJJLS !{ex `e|n{beis) sn`b-`ed~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 `ecabdns) `ecabdn |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 `ecabdn 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 `e{gn|n{s sn{vn |an ie{hns| e{gn| jf eii? bdl~s|{bei `e{gn|s
fj{ {ex `e|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 `e{gn|:
k~sbdnss `e{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-
`egbdh }{jcnss kr xabca fj{`ei 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 `e{gn|bdh bs lnfbdnl es |an }{jcnss jf `e{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 `e{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
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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
]
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]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
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]
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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
-
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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
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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
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]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
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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
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nvn{r cekin bs ed~fec|~{nl ~sbdh k{bha| eddneinl ninc|{jir|bc h{eln cj}}n{
22$28. }~{n `ed~fec|~{nl bd aj~sn edl bs bds~ie|nl xb|a vb{hbd h{eln ]VC
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@e{gn| ineln{ bs }jirvbdricaij{bln !]VC" |an{`j}ies|bc {nsbd
vn{se|bib|r jf }{jcnssbdh edl e}}ibce|bjd s~{}essns eii j|an{ |an{`j}ies|bc `e|n{beis
S~s}ndsbjd ]VC
FS-68=5
[bhbl edl Sn`b [bhbl e}}ibce|bjds? }b}ns) cjdl~b|s) ajsns edl |~kns) xb{n edl cekin cje|bdh)
ceindle{nl fbi`s*sann|s) nq|{~lnl }{jfbins cekin*fjj|xne{ cj`}j~dls n|c$
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
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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
-
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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
-
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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]
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`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
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F\ AN[J
F\C
AE
@]BJ
D
F\ F\ L\
F\ >= N]B
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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 !^$G"
Cjd|{jiinl kr |an Sxe{eo ]e~i H{j~} jf Cj`}edbns
OCK Bdlbe Ib`b|nl s|e{|nl j}n{e|bjds bd 5282
OCK Bdlbe aes |an Xj{ils ie{hns| Kecgajn Ijeln{ `ed~fec|~{bdh fecbib|r e|
Keiiekhe{a bd Ae{rede
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Kecgajn
Ijeln{s
Cj`}ec|
Nqceve|j{s
Vbk{e|j{r
Sbdhin L{~`Cj`}ec|j{s Xanninl Ijeln{s
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\R]N 5 ? ND\N[BDH HJJLS*BD]^\ HJJLS? ciessbfbce|bjd) bdl~s|{bei e}}ibce|bjd)
`e{gn|bdh `bq }e{e`n|n{s
eisj ceiinl s|edle{l bdl~s|{bei }{jl~c|s h{j~} jf }{jl~c|s
s|edle{lbznl cj`}jdnd|s edl kesbc bd}~|s |j ed~fec|~{n bdl~s|{bei }{jl~c|s edl
cjds~`n{ l~{ekins
IL]N h{ed~ins) {j|e{r saef|s) k{egn ibdbdhs) {~kkn{ cj`}jsb|n) xnilbdh {jls) keii
kne{bdh) kne{bdhs) ces|bdhs) fj{hbdhs) cj~}ibdhs) e{`e|~{ns) xb{ns) cekins
`e{gn|bdh `bq }e{e`n|n{s e{n s|edle{lbsnl
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K;C EDL !K;K"
Lnii Bdc$
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
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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
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\j}bc ; K;K
K~sbdnss @e{gn| Snh`nd|e|bjd
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`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
-
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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
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@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
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hnjh{e}abcei cjdcnd|{e|bjd jf k~rn{s bs kesnl jd {nhbjdei ln`edl
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"
`ed~fec|~{ns h{elns jf IL]N {nsbds e |an{`j}ies|bc {ex `e|n{bei
s~}}ir IL]N h{ed~ins bd >= gh }e}n{ kehs |j }ies|bc cjdvn{|n{s
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5$ Hnjh{e}abc ijce|bjd ve{bekins
Xns| zjdn cjdvn{|n{s !
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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|?
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@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
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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
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J[HEDB_E\BJDEI K^RBDH KNAEVBJ^[
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cj`}edbns lj dj| jdir snii
eisj k~r ves| u~ed|b|bns jf {ex e|n{beis) `ed~fec|~{nl cj`}jdnd|s)
}ied| edl nu~b}`nd|) jffbcn s~}}ibns) edl k~sbdnss sn{vbcns
k~sbdnss `e{gn| cj`}edbns
`bdbdh) `ed~fec|~{bdh) cjds|{~c|bjd) |{eds}j{|e|bjd) cj``~dbce|bjd)
lbs|{bk~|bjd
|an lncbsbjd-`egbdh }{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 `eln 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
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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*`ed~fec|~{bdh*fec|j{r"
3$ Bdfi~ndcn{s? bdfi~ndcn |an k~rbdh lncbsbjd kr lnfbdbdh s}ncbfbce|bjds jf
}{jl~c| !`e{gn|bdh) s~}}ir caebd `edehn{s) u~eib|r edl |ns|bdh"
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>$ E}}{jvn{s? ln}e{|`nd|s |ae| e}}{jvn |an }~{caesn {nu~b{n`nd|s jf
lncbln{s !fbdedcn) sndbj{ `edehn`nd|"
6$ K~rn{s? ln}e{|`nd|s xb|a fj{`ei 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{`e|bjd edl eccnss |j |an
k~rbdh cnd|{n !}~{caesn `edehn{"
- 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"
-
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@@\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
;$> . lbscj~d| fj{ }er`nd| xb|abd 5< lers
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K~rbdh Sb|~e|bjd jf K~rn{ ]{bcbdh S|{e|nhr jf K~rn{
Dnx K~r Dnhj|be|nl }{bcbdh xb|a Vndlj{
S|{ebha| [nk~r \ndln{ }{bcbdh
@jlbfbnl [nk~r Kbl }{bcbdh
a||}?**|ndln{s$hjv$bd*bddn{}ehn$es}:cajbcn0|c>&|bl0lni3=;8==&xj{g05
-
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\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
-
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@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)
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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 `e{gn|bdh caeddnis? lb{nc| & bdlb{nc|
Lb{nc| caeddnis jf lbs|{bk~|bjd? vndlj{ !`ed~fec|~{n{" `egns)
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 `e{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
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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
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cj`}{nssj{s) `j|j{s) }~`}s) d~|s edl kji|s) nu~b}`nd|
cj`}jdnd|s edl }e{|s) {ex `e|n{beis
bdlb{nc| caeddni? vndlj{-lbs|{bk~|j{-k~rn{
k~rn{ }~{caesns djd-k~ig b|n`s bd s`eii 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 s`eiin{ ~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|"
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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
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`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;
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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
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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
s`eii }ecgbdh sbzn }{jibfn{e|nl |an }{jl~c| ln}|a?
cj`}n|b|j{s xn{n s~}}irbdh }ebd|s bd >== `i j{ ie{hn{
sbzns
K~sbdnss j}}j{|~db|r? ;== `i) 5== `i) >= `i }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
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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
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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
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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
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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
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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
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53>53>
S~ccnssf~i `edehn`nd| jfS~ccnssf~i `edehn`nd| jfcjs|cjs|--sn{vbcn cjdfibc| bdsn{vbcn cjdfibc| bd
lbs|{bk~|bjdlbs|{bk~|bjd
ecabnvnl |a{j~ha nffnc|bvn bdvnd|j{r `edehn`nd| jfecabnvnl |a{j~ha nffnc|bvn bdvnd|j{r `edehn`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
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\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|
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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
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|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?
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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
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\AN ][JL^C\ LNVNIJ]@ND\][JCNSS
\AN ][JL^C\ IBFN CRCIN
][JL^C\]J[\FJIBJ @EDEHN@ND\\JJIS
KCH @E\[BQ
HN @E\[BQ
][JL^C\ IBFN-CRCIN? E DNX IJJG
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]{jl~c|
Lnvnij}-
`nd|
[&L
\ns|
@e{gn|bdh
Bd|{jl~c|bjd H{jx|a @e|~{b|r Lncibdn
Gbii |an
}{jl~c|
Fbdl Dnx
^sns
Fbdl Dnx
@e{gn|s
[n}ne|
Ibfn
Crcin
][JL^C\LNVNIJ]@ND\][JCNSS
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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
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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 `e{gn| cae`}bjds bd dnx }{jl~c| blne
hndn{e|bjd fj{ |an ndhbdn edl `ecabdn{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 `e{gn| s~ccnss
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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
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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{|
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\J]BC 1
SEINS EDL SEINS @EDEHN@ND\
\AN GNR [JINS JF
SEINS]NJ]IN
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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
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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
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Hndn{e|n
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]{jl~c|bjd@e{gn|bdh
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Vbcn ]{nsblnd|
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\J]BC 2
C~s|j`n{ [n|nd|bjd
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Eixers-E-Sae{n
C~s|j`n{
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H[JXS ELLB\BJDEI K^SBDNSS J]]J[\^DB\BNS fj{ dnx}{jl~c|s j{ bdc{nesnl }~{caesns
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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{
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[NU^B[N@ND\S FJ[ E ^SNF^I S^[VNR?
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c~s|j`n{ nq}nc|e|bjds !\an \N[[E `jlni xj{gs xnii"
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]{jcnss >
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