topic 12 - marketing channels without supply chain

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Page 1: Topic 12 - Marketing Channels Without Supply Chain

7/29/2019 Topic 12 - Marketing Channels Without Supply Chain

http://slidepdf.com/reader/full/topic-12-marketing-channels-without-supply-chain 1/34

NjrhgtbeiMcjeegds 

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Qfdg f` njrhgtbei mcjeegds  Njrhgtbei mcjeegds jrg hgy agmjusg tcgy jrg tcg ngjes f` njhbei

iffls jel sgrvbmgs jvjbdjadg tf udtbnjtg usgrs%@fur `uemtbfes f` njrhgtbei mcjeegds;

  Mcjeegds `jmbdbtjtg tcg gxmcjeig prfmgss ay rglumbei tcg eunagr

f` njrhgtpdjmg mfetjmts egmgssjry tf njhg j sjdg%

 Lbstrbautfrs jlkust `fr lbsmrgpjembgs be tcg njrhgt‒s jssfrtngetf` iffls jel sgrvbmgs vbj sfrtbei$ mcjeegdbei prflumts tf nggt tcg

auygr‒s jel prflumgr‒s eggls%

 Mcjeegd ngnagrs tgel tf stjeljrlbzg pjynget tgrns$ lgdbvgry

smcgludgs$ prbmgs$ purmcjsg dfts$ jel ftcgr mfelbtbfes%

 Mcjeegds `jmbdbtjtg sgjrmcgs ay aftc auygrs jel sgddgrs jel arbei

tcgn tfigtcgr tf mfnpdgtg tcg gxmcjeig prfmgss%

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\ypgs f` njrhgtbei mcjeegds  Nfst mcjeegd fptbfes bevfdvg jt dgjst feg njrhgtbei betgrnglbjry$ je

frijebzjtbfe tcjt fpgrjtgs agtwgge prflumgrs jel mfesungrs frausbegss usgrs%

 J rgtjbdgr fwegl jel fpgrjtgl ay sfngfeg ftcgr tcje tcg

njeu`jmturgr f` tcg prflumts bt sgdds%

 J wcfdgsjdgr wcf tjhgs tbtdg tf tcg iffls bt cjeldgs jel tcge

lbstrbautgs tcgsg iffls tf rgtjbdgrs$ ftcgr lbstrbautfrs$ fr sfngtbngs

gel mfesungrs%

 ]cfrt mcjeegds cjvg `gw betgrnglbjrbgs%

 ]grvbmg rns njrhgt prbnjrbdy tcrfuic scfrt mcjeegds agmjusg tcgy

sgdd betjeibadg prflumts jel eggl tf njbetjbe pgrsfejd rgdjtbfescbpswbtcbe tcgbr mcjeegds%

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\ypgs f` njrhgtbei mcjeegds

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\ypgs f` njrhgtbei mcjeegdsLBQGM\ ]GDDBEI

 j njrhgtbei strjtgiy be wcbmc j prflumgr gstjadbscgslbrgmt sjdgs mfetjmt wbtc bts prflumt‒s ejd usgrs%

 Bnpfrtjet fptbfe `fr iffls tcjt rgqubrg gxtgesbvg

lgnfestrjtbfes be pgrsujlbei mustfngrs tf auy% Gxjnpdg; _jrty pdje$ j ijtcgrbei jt j cfst mustfngr‒s

cfng tf lgnfestrjtg prflumts jel tjhg frlgrs%

 Betgregt jel lbrgmt njbd jrg jdsf pftgetbjddy bnpfrtjettffds `fr lbrgmt sgddbei%

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\ypgs f` njrhgtbei mcjeegdsMCJEEGD] W]BEI NJQHG\BEI BE\GQNGLBJQBG]

 @fr sfng prflumts$ usbei betgrnglbjrbgs njy ag nfrggmbget$ dgss gxpgesbvg$ jel dgss tbng.mfesunbei%

 _rflumgr tf Ycfdgsjdgr tf Qgtjbdgr tf Mustfngr

  \cg trjlbtbfejd mcjeegd `fr mfesungr iffls%

 Ibvgs snjdd prflumgrs jmmgss tf cuelrgls f` rgtjbdgrs%

 Ibvgs snjdd rgtjbdgrs jmmgss tf wcfdgsjdgr‒s spgmbjdbzgl

lbstrbautbfe shbdds%

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\ypgs f` njrhgtbei mcjeegdsMCJEEGD] W]BEI NJQHG\BEI BE\GQNGLBJQBG]

 _rflumgr tf Ycfdgsjdgr tf Ausbegss Wsgr

 belustrbjd lbstrbautfr“betgrnglbjrbgs be tcg ausbegssnjrhgt tcjt tjhg tbtdg tf iffls%

 _rflumgr tf Jiget tf Ycfdgsjdgr tf Qgtjbdgr tfMustfngr

 Mfnnfe be njrhgts sgrvgl ay snjdd mfnpjebgs%

 Jiget njy fr njy eft tjhg pfssgssbfe f` iffls aut lfgseft tjhg tbtdg%

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\ypgs f` njrhgtbei mcjeegdsMCJEEGD] W]BEI NJQHG\BEI BE\GQNGLBJQBG]

 _rflumgr tf Jiget tf Ycfdgsjdgr tf Ausbegss Wsgr

 Jiget fr arfhgr$ f`tge mjddgl j njeu`jmturgr‒s

rgprgsgetjtbvg$ njrhgts j prflumgr‒s f grbeis tf

wcfdgsjdgrs%

 _rflumgr tf Jiget tf Ausbegss Wsgr

 Belgpgelgetdy fwegl wcfdgsjdgr tjhgs tbtdg tf tcg

iffls%

 Mfnnfe be trjesjmtbfes wbtc djrig uebt sjdgs be wcbmc

trjespfrtjtbfe bs snjdd pgrmgetjig f` tftjd mfst%

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\ypgs f` njrhgtbei mcjeegds

LWJD LB]\QBAW\BFE

 Nfvgnget f` prflumts tcrfuic nfrg tcje feg mcjeegd tf

rgjmc tcg rn‒s tjrigt njrhgt%

 Wsgl tf njxbnbzg tcg rn‒s mfvgrjig be tcg njrhgtpdjmg fr

tf bemrgjsg tcg mfst.g gmtbvgegss f` tcg rn‒s njrhgtbeig frt%  

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\ypgs f` njrhgtbei mcjeegds

QGPGQ]G MCJEEGD]

 Mcjeegds lgsbiegl tf rgture iffls tf tcgbr prflumgrs%

 Irfwbei bnpfrtjemg agmjusg f` rbsbei prbmgs `fr rjwnjtgrbjds$ bemrgjsbei jvjbdjabdbty f` rgmymdbei `jmbdbtbgs$ jel

pjssjig f` jllbtbfejd jetbpfddutbfe jel mfesgrvjtbfe djws%

 Gxjnpdg; Gvgry gdgnget be j spget jutfnftbvg ajttgry mje

ag rgmdjbngl$ rgmymdgl$ jel rgusgl be egw ajttgrbgs%

 Jdsf usgl `fr rgmjdds jel rgpjbrs%

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Mcjeegd strjtgiylgmbsbfes @JM\FQ] \F MFE]BLGQ;

  Njrhgt @jmtfrs

 Ausbegssgs f`tge prg`gr tf auy `rfn njeu`jmturgrs8 mfesungrs`rfn rgtjbdgrs%

 Ftcgr `jmtfrs bemdulg njrhgt‒s eggls$ bts igfirjpcbm dfmjtbfe$jel bts jvgrjig frlgr sbzg%

  _rflumt @jmtfr

 _grbscjadg iffls jel sgjsfejd `jscbfes nfvg tcrfuic scfrt

mcjeegds% Qgdjtbvgdy stjeljrlbzgl$ efepgrbscjadg btgns jel btgns wbtc

dfw uebt mfsts pjss tcrfuic mfnpjrjtbvgdy dfei mcjeegds%

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Mcjeegd strjtgiylgmbsbfes @JM\FQ] \F MFE]BLGQ;

 Frijebzjtbfejd jel Mfnpgtbtbvg @jmtfrs 

 Mfnpjebgs wbtc strfei ejembjd$ njejignget$ jel

njrhgtbei rgsfurmgs `ggd dgss eggl `fr cgdp `rfn

betgrnglbjrbgs% @brn wbtc j arfjl prflumt dbeg mje usujddy njrhgt bts

prflumts lbrgmtdy tf rgtjbdgrs fr ausbegss usgrs agmjusg btsfwe sjdgs `frmg mje f gr j vjrbgty f` prflumts%

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@jmtfrs be dugembeinjrhgtbei mcjeegds

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Lbstrbautbfe betgesbty Eunagr f` betgrnglbjrbgs tcrfuic wcbmc j njeu`jmturgr

lbstrbautgs bts iffls be j pjrtbmudjr njrhgt%

  Betgesbvg lbstrbautbfe Lbstrbautbfe f` j prflumt tcrfuic jdd

jvjbdjadg mcjeegds%

 Mfnnfe `fr btgns wbtc wblg jppgjd jmrfss arfjlmfesungr mjtgifrbgs%

 ]gdgmtbvg lbstrbautbfe Lbstrbautbfe f` j prflumt tcrfuic j

dbnbtgl eunagr f` mcjeegds%

 Mje rglumg tftjd njrhgtbei mfsts jel ibvg njeu`jmturgrsnfrg mfetrfd fvgr prflumt jlvgrtbsbei$ prbmbei$ jel

lbspdjy%

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Lbstrbautbfe betgesbty Gxmdusbvg Lbstrbautbfe Lbstrbautbfe f` j prflumt tcrfuic j

sbeidg wcfdgsjdgr fr rgtjbdgr be j spgmbm igfirjpcbm rgibfe%

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QG\JBDBEI  Jmtbvbtbgs bevfdvgl be sgddbei ngrmcjelbsg tf udtbnjtg mfesungrs%

  Qgtjbdgrs jrg tcg mfetjmt pfbet agtwgge mcjeegd ngnagrs jel tcgudtbnjtg mustfngrs%

  Qgtjbdgrs jmt js aftc mustfngrs jel njrhgtgrs be tcgbr mcjeegds%

GPFDW\BFE F@ QG\JBDBEI

 Agije wbtc igegrjd stfrgs tcjt stfmhgl j wblg vjrbgty f` ngrmcjelbsg%

 Qbsg f` supgrnjrhgts be tcg gjrdy :2=?s%

 Lbsmfuet stfrgs be tcg :27?s$ mfevgebgemg stfrgs be tcg :20?s$ jelf .prbmg rgtjbdgrs be tcg :23?s jel :22?s%

 Ycggd f` rgtjbdbei Cypftcgsbs tcjt gjmc egw typg f` rgtjbdgr ijbes jmfnpgtbtbvg `fftcfdl ay f grbei dfwgr prbmgs tcje murrget suppdbgrsmcjrig8 tcg rgsudt f` rglumbei fr gdbnbejtbei sgrvbmgs%

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QG\JBD ]\QJIGIR

 Qgtjbdgrs ajsg hgy

lgmbsbfe fe twf`ueljngetjd stgps be tcg

njrhgtbei strjtgiy

prfmgss; ]gdgmtbei j tjrigt njrhgt%

 Lgvgdfpbei j rgtjbdbei nbx

tf sjtbs`y tcg mcfsgenjrhgt%

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]GDGM\BEI J \JQIG\ NJQHG\

  Mfesblgr sbzg jel prft pftgetbjd f` tcg njrhgt jel tcg dgvgd

f` mfnpgtbtbfe%

 Gxjnpdg; \jrigt lrjws mustfngrs jwjy `rfn trjlbtbfejd

lgpjrtnget stfrgs wbtc trgely aut j frljadg dbegs f` mdftcbei%

NGQMCJELB]BEI ]\QJ\GIR

 Nust lgmblg fe igegrjd ngrmcjelbsg mjtgifrbgs$ prflumt dbegs$btgns wbtcbe tcg prflumt dbegs$ jel tcg lgptc jel wbltc f` bts

jssfrtngets%

 Nust mfesblgr tcg eggls jel prg`grgemgs f` bts tjrigt njrhgt%

 Nust jdsf mfesblgr tcg fvgrjdd prftjabdbty f` gjmc prflumt dbegjel mjtgifry%

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MJ\GIFQR NJEJIGNGE\

 Mjtgifry njejigr fvgrsggs je getbrg prflumt dbeg `fr aftc vgelfrs

jel rgtjbdgrs jel bs rgspfesbadg `fr tcg prftjabdbty f` tcg prflumt

irfup%

 Mjtgifrbgs tcjt uelgrpgr`frn jrg jt rbsh f` agbei lrfppgl rgijrldgss

f` tcg strgeitc f` belbvblujd arjels%

 \CG AJ\\DG @FQ ]CGD@ ]_JMG

 Qgtjbdgrs jrg bemrgjsbeidy tjhbei fe tcg rfdg f` mcjeegd mjptjbe jelcjvg nfrg pfwgr fvgr cfw prflumts jrg njlg jvjbdjadg tf

mustfngrs%

 _rfdb`grjtbfe f` egw prflumts bemrgjsgs tcg mfnpgtbtbfe `fr scgd` 

spjmg%

]\FMH.HGG_BEI WEB\ #]HW" F grbei wbtcbe j prflumt dbeg sumc js j spgmbm

sbzg f` dbqubl lgtgriget%

 Njkfr rgtjbdgrs bemrgjsbeidy njhg lgnjels `rfn njeu`jmturgrs“

sumc js prbmbei jel prfnftbfejd mfemgssbfes“be gxmcjeig `fr scgd` 

spjmg%

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MW]\FNGQ.]GQPBMG ]\QJ\GIR

 Cgbictgegl mustfngr sgrvbmg bs feg pfssbadg rgtjbdbeistrjtgiy%

 Ifjd bs tf jttrjmt jel rgtjbe tjrigt mustfngrs tf

bemrgjsg sjdgs jel prfts%

 Gecjemgl mfn`frt tcrfuic dfueigs$

mfnpdbngetjry mf 

gg$ mfevgebget rgstrffns% Mcbdl.mjrg sgrvbmgs `fr mustfngrs%

 Pbrtujd jssbstjemg prfirjns%

_QBMBEI ]\QJ\GIR _rbmgs rgfigmt j rgtjbdgr‒s njrhgtbei fakgmtbvgs jel pfdbmbgs

jel j gmt mfesungr pgrmgptbfes%

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NJQHW_] JEL NJQHLFYE]

 Njrhup Jnfuet tcjt j rgtjbdgr jlls tf tcg mfst

f` j prflumt tf lgtgrnbeg bts sgddbei prbmg%

 Ftcgr tcbeis agbei gqujd$ stfrgs tcjt f gr nfrgsgrvbmgs mcjrig

djrigr njrhups tf mfvgr tcgbr mfsts%

 Ftcgr tcbeis agbei gqujd$ stfrgs wbtc j cbicgrturefvgr rjtg mje mfvgr tcgbr mfsts jel gjre j prftwcbdg mcjribei j snjddgr njrhup%

 Njrhlfwe Jnfuet ay wcbmc j rgtjbdgr rglumgstcg frbibejd sgddbei prbmg f` j prflumt%

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Lbstrbautbfe strjtgiy  Dfmjtbfe lgpgels fe njey `jmtfrs$ bemdulbei bemdulbei

tcg typg f` ngrmcjelbsg$ tcg rgtjbdgr‒s ejembjd rgsfurmgs$mcjrjmtgrbstbms f` tcg tjrigt njrhgt$ jel sbtg jvjbdjabdbty%

Dfmjtbfes be _djeegl ]cfppbei Mgetgrs

  _djeegl scfppbei mgetgr Irfup f` rgtjbd stfrgs pdjeegl$

mffrlbejtgl$ jel njrhgtgl js j uebt%@bvg njbe typgs;

 Egbicafrcffl scfppbei mgetgr `fr 7$??? tf 7?$??? pgfpdg%

 Mfnnuebty scfppbei mgetgr `fr 1?$??? tf :??$??? pgfpdg%

 _fwgr mgetgr arbeis tfigtcgr sgvgrjd cuig spgmbjdty stfrgs%

 Db`gstydg mgetgr tcjt f grs j mfnabejtbfe f` scfppbei$getgrtjbenget$ jel rgstjurjets jel abstrfs be je jttrjmtbvg futlffrgevbrfenget%

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_QFNF\BFEJD ]\QJ\GIR  _rfnftbfe be`frns mustfngrs jafut dfmjtbfes$ ngrmcjelbsg sgdgmtbfes$

cfurs f` fpgrjtbfe$ jel prbmgs%

  Jdsf cgdp rgtjbdgrs jttrjmt scfppgrs jel aubdl mustfngr dfyjdty%

  Ejtbfejd mcjbes f`tge purmcjsg jlvgrtbsbei be prbet jel arfjlmjst nglbj%

  ]jdgspgfpdg jdsf pdjy bnpfrtjet prfnftbfejd rfdg%

  ]gddbei up“pgrsujlbei mustfngrs tf auy cbicgr.prbmgl btgns tcjefrbibejddy betgelgl%

 ]uiigstbfe sgddbei“arfjlgebei j mustfngr‒s frbibejd purmcjsg

ay jllbei rgdjtgl btgns$ spgmbjd prfnftbfejd prflumts$ fr sgjsfejd

ngrmcjelbsg%

 _ffr sgrvbmg mje befiugemg mustfngrs‒ jttbtulgs jafut j rgtjbdgr%

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]\FQG J\NF]_CGQBM]

Jtnfspcgrbms Mfnabejtbfe f` pcysbmjd

mcjrjmtgrbstbms jel jngebtbgs tcjt mfetrbautg tfj stfrg‒s bnjig%

 Gxtgrbfr scfudl blgetb`y tcg stfrg jel cgdp jttrjmttjrigt njrhgt%

 Betgrbfr scfudl mfnpdbnget rgtjbdgr‒s bnjig%

 Ygdmfnbei$ getgrtjbebei gevbrfengets jttrjmtmustfngrs wcf wjet tf lf nfrg tcje kust scfp%

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MDJ]]B@BMJ\BFE F@ QG\JBDGQ] AR

@FQN F@ FYEGQ]CB_

Mcjbe ]tfrgs

 Irfups f` rgtjbd futdgts tcjt fpgrjtg uelgr mgetrjdfwegrscbp jel njejignget jel cjeldg tcg sjngprflumt dbegs%

 Pfdung purmcjsgs jddfw mcjbes tf pjy dfwgr prbmgs tcjetcgbr belgpgelget rbvjds nust pjy%

Belgpgelget Qgtjbdgrs

 Igegrjtg jafut ,=%3 trbddbfe be rgtjbd sjdgs gvgry ygjr jeljmmfuet `fr jafut :1 pgrmget f` jdd ausbegssgstjadbscngets be tcg Webtgl ]tjtgs%

  \rjlbtbfejd jlvjetjig bs `rbgeldy$ pgrsfejdbzgl sgrvbmg%

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MDJ]]B@BMJ\BFE AR ]CF__BEI G@@FQ\

  Mfevgebgemg rgtjbdgrs“`fmus tcgbr njrhgtbei jppgjds fejmmgssbadg dfmjtbfes$ dfei stfrg cfurs$ rjpbl mcgmhfut sgrvbmg$ jeljlgqujtg pjrhbei `jmbdbtbgs%

 gxjnpdgs; Ijs stjtbfes jel lry mdgjegrs%

  ]cfppbei stfrgs“mfesungrs usujddy mfnpjrg prbmgs$jssfrtngets$ jel qujdbty dgvgds jt mfnpgtbei futdgts ag`frgnjhbei purmcjsg lgmbsbfes%

 gxjnpdgs; @urebturg stfrgs$ mdftcbei futdgts%

  ]pgmbjdty rgtjbdgrs“mfnabeg mjrg`uddy lgegl prflumt dbegs$sgrvbmgs$ jel rgputjtbfes be jttgnpts tf pgrsujlg mfesungrs tfgxpgel mfesblgrjadg g frt tf scfp jt tcgbr stfrgs%

  Gxjnpdgs; Njmy‒s jel Efrlstrfn%

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MDJ]]B@BMJ\BFE AR ]CF__BEI G@@FQ\

  Mfevgebgemg rgtjbdgrs“`fmus tcgbr njrhgtbei jppgjds fejmmgssbadg dfmjtbfes$ dfei stfrg cfurs$ rjpbl mcgmhfut sgrvbmg$ jeljlgqujtg pjrhbei `jmbdbtbgs%

 gxjnpdgs; Ijs stjtbfes jel lry mdgjegrs%

  ]cfppbei stfrgs“mfesungrs usujddy mfnpjrg prbmgs$jssfrtngets$ jel qujdbty dgvgds jt mfnpgtbei futdgts ag`frgnjhbei purmcjsg lgmbsbfes%

 gxjnpdgs; @urebturg stfrgs$ mdftcbei futdgts%

  ]pgmbjdty rgtjbdgrs“mfnabeg mjrg`uddy lgegl prflumt dbegs$sgrvbmgs$ jel rgputjtbfes be jttgnpts tf pgrsujlg mfesungrs tfgxpgel mfesblgrjadg g frt tf scfp jt tcgbr stfrgs%

  Gxjnpdgs; Njmy‒s jel Efrlstrfn%

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MDJ]]B@BMJ\BFE AR ]GQPBMG] _QFPBLGL

  Mdjssbmjtbfes bemdulg sgd`.sgrvbmg$ sgd`.sgdgmtbfe$ fr`udd.sgrvbmg rgtjbdgrs%

MDJ]]B@BMJ\BFE AR _QFLWM\ DBEG]

  ]pgmbjdty ]tfrgs

  \ypbmjddy cjeldg fedy pjrt f` j sbeidg prflumt dbeg tcjtbt stfmhs be mfesblgrjadg lgptc fr vjrbgty%

  Gxjnpdgs; @bsc njrhgts$ scfg stfrgs$ jel ajhgrbgs%

  Dbnbtgl.Dbeg Qgtjbdgrs

  F gr j djrig jssfrtnget f` prflumts wbtcbe feg prflumt dbeg fr j `gw rgdjtgldbegs%

  Gxjnpdg; BHGJ%

  Mjtgifry hbddgr“f gr cuig sgdgmtbfes jel dfw prbmgs be sbeidg prflumt

dbegs%

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Igegrjd Ngrmcjelbsg Qgtjbdgrs  Mjrry j wblg vjrbgty f` prflumt dbegs tcjt jrg jdd stfmhgl be sfng lgptc%

Pjrbgty ]tfrgs  F gr je gxtgesbvg rjeig jel jssfrtnget f` dfw.prbmg ngrmcjelbsg%

  Lgmdbebei be pfpudjrbty be W%]%

  Jmmfuet `fr dgss tcje : pgrmget f` jdd rgtjbd sjdgs%

  ]tbdd pfpudjr be ftcgr pjrts f` tcg wfrdl%

Lgpjrtnget ]tfrgs

  J sgrbgs f` dbnbtgl.dbeg jel spgmbjdty stfrgs uelgr feg rff`%

  Gxjnpdg; Njmy‒s%

  @jmg betgesg mfnpgtbtbfe `rfn lbsmfuet stfrgs jel Betgregt sjdgs%

  @bictbei ajmh ay gdbnbejtbei pffrdy pgr`frnbei dbegs$ fpgebei be egwdfmjtbfes$ jel nflgrebzbei tcgbr stfrgs%

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NJ]] NGQMCJELB]GQ]

 Gnpcjsbzg dfwgr prbmgs `fr wgdd.hefwe arjel.ejngprflumts$ cbic prflumt turefvgr$ jel dbnbtgl sgrvbmgs%

 F`tge stfmh j wblgr dbeg f` btgns tcje j lgpjrtnget stfrgaut usujddy wbtcfut tcg sjng lgptc f` jssfrtnget wbtcbe

gjmc dbeg% Lbsmfuet Cfusgs Mcjrig dfw prbmgs jel f grs `gwgr sgrvbmgs%

 Fff ._rbmg Qgtjbdgrs ]tfmh fedy lgsbiegr djagds fr wgdd.hefwearjel.ejng mdftcbei jt prbmgs gqujd tf fr agdfw rgiudjrwcfdgsjdg prbmgs jel tcge pjssgs tcg mfst sjvbeis jdfei tf

auygrs%

 Cypgrnjrhgts jel ]upgrmgetgrs Ibjet feg.stfp scfppbeimgetgrs%

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MDJ]]B@BMJ\BFE F@ QG\JBD \QJE]JM\BFE] AR DFMJ\BFE

 nfst rgtjbd trjesjmtbfes fmmur be stfrgs%

 Mfesungr jel ausbegss.tf.ausbegss njrhgtgrs rgdy fe

efestfrg rgtjbdbei tf igegrjtg frlgrs fr rgqugsts `fr nfrgbe`frnjtbfe tcjt njy rgsudt be `uturg frlgrs%

QG\JBD MFEPGQIGEMG JEL ]MQJNADGL NGQMCJELB]BEI

 Qgtjbd mfevgrigemg ]btujtbfe be wcbmc sbnbdjr ngrmcjelbsg bs

jvjbdjadg `rfn nudtbpdg rgtjbd futdgts$ rgsudtbei be tcg adurrbeif` lbstbemtbfes agtwgge typg f` rgtjbdgr jel ngrmcjelbsgf grgl%

 ]mrjnadgl ngrmcjelbsbei Qgtjbdbei prjmtbmg f` mfnabebei

lbssbnbdjr prflumt dbegs tf affst sjdgs vfdung%

 Gxjnpdg; Lrui stfrgs tcjt f gr mjngrjs jel snjdd

jppdbjemgs%

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LBQGM\ NJQHG\BEI JEL F\CGQ

EFE]\FQG QG\JBDBEI  Lbrgmt njrhgtbei Lbrgmt mfnnuebmjtbfes$ ftcgr tcje pgrsfejd

sjdgs mfetjmts$ agtwgge auygr jel sgddgr$ lgsbiegl tf igegrjtgsjdgs$ be`frnjtbfe rgqugsts$ fr stfrg fr Yga sbtg vbsbts%

LBQGM\ NJBD  Mfngs be j vjrbgty f` `frns$ bemdulbei pfstmjrls$ dgttgrs$ jel

mjtjdfis%  Mje ejrrfwdy tjrigt j njrhgt$ jmcbgvg iffl mfvgrjig$ sgel

ngssjigs qubmhdy$ jel pgrsfejdbzg njbdbei pbgmgs%

  Qgdjtbvgdy cbic rgspfesg rjtgs%

 Cbic pgr.rgjlgr mfst$ rgqubrgs iffl qujdbty$ jel mfesblgrgl kueh njbd ay sfng mfesungrs%

  Qgdbgs fe ljtjajsg tgmcefdfiy%

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LBQGM\ ]GDDBEI

  Njeu`jmturgrs sgdd lbrgmtdy tf mfesungrs%

  Gxjnpdg; _jnpgrgl Mcg` %

LBQGM\.QG]_FE]G QG\JBDBEI

  Mustfngrs frlgr ngrmcjelbsg ay njbd fr tgdgpcfeg$ ay vbsbtbei jnjbd.frlgr lgsh be j rgtjbd stfrg$ fr ay mfnputgr fr `jx njmcbeg%

  Bemrgjsbeidy rgjmcbei auygrs tcrfuic tcg Betgregt%

  Bemdulgs cfng scfppbei jblgl ay tgdgvbsbfe prfnftbfe$ sumc jsbe`fngrmbjds jel scfppbei mcjeegds dbhg ZPM%

 \GDGNJQHG\BEI

  Lbrgmt njrhgtbei mfelumtgl ay tgdgpcfeg%

  Nfst `rgqugetdy usgl `frn f` lbrgmt njrhgtbei%

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BE\GQEG\ QG\JBDBEI

 ]gdd lbrgmtdy tf mfesungrs vbj stfrg`rfets fe tcg Yga%

 Wsujddy hggp dbttdg fr ef bevgetfry%

 @bdd mustfngr frlgrs lbrgmtdy `rfn vgelfrs%

 ]fng trjlbtbfejd arbmh.jel.nfrtjr stfrgs cjvg

summgss`uddy gxtgelgl tcgbr prgsgemg tf tcg Yga%

 Gxjnpdgs; Ijp jel Djels‒ Gel%

JW\FNJ\BM NGQMCJELB]BEI

 Yfrdl‒s rst vgelbei njmcbegs lbspgesgl cfdy wjtgr be Giypt jrfuel

1:7 A%M%

  Pgelbei njmcbegs sgdd nfrg tcje ,9 abddbfe jeeujddy be tcg W%]% Be ftcgr mfuetrbgs$ njy f gr j wblgr vjrbgty f` iffls%

 Js tgmcefdfiy jlvjemgs$ cbic.gel prflumts sumc j b_fls jrg agbei

sfdl be vgelbei njmcbegs%