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Mercadotecnia Industrial

Date post: 14-Jul-2015
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Marketing INdustrial o B2B
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 Cja`grahg pgr Kujla Jlzcttc Yljja Xum Cja`grahg pgr Kujla Jlzcttc Yljja Xum 1
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Page 1: Mercadotecnia Industrial

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Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 2

Page 2: Mercadotecnia Industrial

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@b{nhsegl Egcxqs{ebi

• Ib @b{nhsegl Egcxqs{ebi*@b{nhsegl Kxqeghqq so

Kxqeghqq%) qh ab{bash{evb

}o{ hi se}o ch `h{abco*h`}{hqbq u os{bqegqsesxaeoghq% u}{ocxasoq b ioq rxh qh

b}ieabg ioq }{egae}eoq ch`h{abcoshageb'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg ;

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@b{nhsegl Egcxqs{ebi

• Qx hqsxceo egaixuhbq}hasoq chliokbievbaeñg u biebgvbq

hqs{bsåleabq'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 1

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@b{nhsegl Egcxqs{ebi

• Qx }{egae}bi okfhseto hqhi chqb{{oiio ch{hibaeoghq ch

egsh{ab`keoqbseqdbaso{ebq }b{b ioqkehghq u qh{teaeoq rxhghahqesbg ibq

o{lbgevbaeoghq'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 3

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@b{nhsegl Egcxqs{ebi

• Qh b}ieab ib`h{abcoshageb ch

[hibaeoghq rxh qh

dxgcb`hgsb hg ibq{hibaeoghq hqsbkihq ucx{bch{bq aog ioqaiehgshq *Ghs|o{negl%'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 8

Page 6: Mercadotecnia Industrial

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¿Rxeåghq aogdo{`bg hi Sb{lhs chi@b{nhsegl Egcxqs{ebi?

• Go qog aogqx`eco{hqdegbihq) qego rxhh`}ihbg ioq kehghq uqh{teaeoq bcrxe{ecoq}b{b xseievb{ioq)s{bgqdo{`b{ioq oegao{}o{b{ioq hg qxq}{oahqoq }{ocxasetoq

*os{oq kehghq uqh{teaeoq% o kehg) }b{b{hthgch{ioq'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 4

Page 7: Mercadotecnia Industrial

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Ab`}oq ch ib @h{abcoshageb Egcxqs{ebi

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg <

H`}{hqb

]{ocxaso{b

H`}{hqb

]{ocxaso{b

H`}{hqb

]{ocxaso{b

H`}{hqb

]{ocxaso{b

H`}{hqb

]{ocxaso{b

Bc`egqes{baeñg

Ceqs{ekxeco{

Egcxqs{ebi

Ceqs{ekxeco{

Egcxqs{ebi

H`}{hqb

]{ocxaso{bBc`egeqs{baeñg

Kehghq o Qh{teaeoq

Kehghq o Qh{teaeoq

Kehghq oQh{teaeoq

Kehghq oQh{teaeoq

Kehghq oQh{teaeoq

Kehghq oQh{teaeoq

 

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¿Rxeåghq aogdo{`bg hi Sb{lhs chi@b{nhsegl Egcxqs{ebi?

]h{qogbq'

H`}{hqbq'

O{lbgevbaeoghq

Egqsesxaeoghq) hsa'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg :

  

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@H[ABCOQ O[LBGEVBAEOGBIHQ6HQS[XASX[B U QHL@HGSBAEÑG

@H[ABCOSHAGEBEGCXQS[EBI

H@][HQBQ BL[EAOIBQ) LBGBCH[BQ O]HQRXH[BQ'

EGCXQS[EBQ'

[HTHGCHCO[HQ

BC@EGEQS[BAEOGHQ ]ÖKIEABQ

OS[BQ EGQSESXAEOGHQ CH QH[TEAEOQ'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 5

Qh ab{bash{evbg }o{ qh{ jhsh{olåghoq'Ib aibqedeabaeñg ch hqsoq `h{abcoq hq

hg dxgaeñg ch ioq kehghq u qh{teaeoqbcrxe{ecoq u hq ib qelxehgsh6

 

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H`}{hqbq u Aoo}h{bsetbq bl{àaoibq)lbgbch{bq o }hqrxh{bq'

• Ioq }{ocxasoq rxhbcrxeh{hg hqsbqo{lbgevbaeoghq qog ioq

ghahqb{eoq }b{b hichqb{{oiio ch qxbasetecbc) ao`o ibqqh`eiibq u bkogoq hg ib

bl{eaxisx{b u lbgbch{àb'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 2=

 

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Egcxqs{ebq

• Bcrxeh{hg kehghq uqh{teaeoq }b{begao{}o{b{ioq b ioq

}{ocxasoq rxh hibko{bgo }o{rxh ioq ghahqesbg}b{b hi chqb{{oiio ch qxqo}h{baeoghq'

EGCXQS[EBQ

HZS[BASETBQ

CH ][OCXAAEOG CHHGH[LÀB

@BGXDBASX[H[BQ

CH AOGQS[XAAEÑG

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 22

 

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[hthgchco{hq

• Qog ioq rxh ao`}{bg}{ocxasoq sh{`egbcoq uioq txhithg b thgch{ qeghdhasxb{ geglxgbs{bgqdo{`baeñg) qegh`kb{lo bx`hgsbg hitbio{ chi }{ocxasobòbcehgco qh{teaeoq) u

}o{ io sbgso lhgh{bgxseiecbc ch ixlb{)seh`}o u }oqhqeñg'

[HTHGCHCO[HQ

@BUO[EQSBQ

CHSBIIEQSBQ

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 2;

 

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Bc`egeqs{baeoghq }xkieabq'

• Hi Hqsbco hq hi }{egae}biao`}{bco{ hg abqe socoqioq }bàqhq'

• Qxq toiö`hghq ch ao`}{b

qog e`}o{sbgshq bxgrxhqxhihg }{hqhgsb{}{okih`bq chkx{oa{bsevbaeñg'

• Ibq ao`}{bq }xhchg{hbievb{qh }o{ aogax{qo obcfxceabaeñg ce{hasb'

BC@EGEQS[BAEOGHQ]XKIEABQ

DHCH[BI'

HQSBSBI'

IOABI'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 21

 

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OS[BQH@][HQBQ CH

QH[TEAEOQ

AOG DEGHQ

IXA[BSETOQ

QEG DEGHQIXA[BSETOQ

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 23

 

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IB CH@BGCB EGCXQS[EBI

• Hq ib abgsecbc ch kehghq o qh{teaeoq rxh hiao`}{bco{ o aogqx`eco{ hqsâ ceq}xhqso bbcrxe{e{ b xg }{haeo cbco u hg xg ixlb{

hqsbkihaeco) aog axuo xqo }xhcb qbseqdbah{}b{aebi o sosbi`hgsh qxq ghahqecbchq}b{seaxib{hq o }xhcb shgh{ baahqo b qx xseiecbc

egs{àgqhab'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 28

 

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IB CH@BGCB EGCXQS[EBI

• Ib ch`bgcb chi `h{abco egcxqs{ebi qhceqseglxh }{egae}bi`hgsh }o{ qh{ ch{etbcb)

toiâsei) eghiâqseab) aogahgs{bcb u ch `buo{

toix`hg xgesb{eo'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 24

 

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Ch`bgcb chi @h{abco Egcxqs{ebi

Ch`bgcbEgcxqs{ebi

Ch{etbcb

Toiâsei

Eghiâqseab

Aogahgs{bcb

Ch `buo{toix`hg xgesb{eo

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 2<

 

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Ch`bgcb Ch{etbcb

• Hq ib ch`bgcb rxh sehghg ibq `bsh{ebq }{e`bqhg hi `h{abco ch }{ocxaaeñg) hi axbi hqsâkbqbco hg ib ch`bgcb rxh shglbg ioq

}{ocxasoq }b{b hi aogqx`eco{ degbi'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 2:

 

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Ch`bgcb toiâsei

• Sb`keåg aogoaecb ao`o ch`bgcb Dixasxbgsh'

• Hqsb ch`bgcb hq sà}eab chi `h{abco egcxqs{ebi uaogqeqsh hg xgb tb{ebaeñg hg hi gethi ch ch`bgcb

ch xg }{ocxaso o qh{teaeo chsh{`egbco'• Hi ab{âash{ ch}hgcehgsh ch ib ch`bgcb egcxqs{ebi

sehgh ao`o aogqhaxhgaeb xgbq `buo{hq

dixasxbaeoghq rxh qh }{ocxahg sbgso bgsh xgbbx`hgso ao`o bgsh xgb ceq`egxaeñg ch ibch`bgcb }{e`b{eb'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 25

 

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Ch`bgcb Eghiâqseab

• Qesxbaeñg ch `h{abco hg cogch hi ega{h`hgsochi }{haeo ch xg }{ocxaso go sehghte{sxbi`hgsh xg hdhaso hg hi `h{abco'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg ;=

 

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Ch`bgcb Aogahgs{bcb

• Ub rxh hi gö`h{o ch ao`}{bco{hq qxhih qh{{hcxaeco) io rxh }h{`esh abgbihq chceqs{ekxaeñg ce{hasoq o `xu ao{soq u ib

xseievbaeñg ch ib thgsb }h{qogbi ao`oegqs{x`hgso }{hdh{hgsh ch }{o`oaeñg'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg ;2

 

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Ch`bgcb ch hihtbco toix`hgxgesb{eo'

• Ibq ao`}{bq hdhasxbcbq }o{ ibqo{lbgevbaeoghq) hg ao`}b{baeñg aog ibq ch ioq}b{seaxib{hq) qxhihg qh{ ch `buo{ toix`hg)

sbgso hg abgsecbc ao`o hg tbio{ `oghsb{eo'• Hqso e`}ieab rxh hi }och{ ch ghloaebaeñg ch

ioq ao`}{bco{hq hq `xu l{bgch'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg ;;

 

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DBASO[HQ CHSH[@EGBGSHQ CH IB CH@BGCB HG HI

@H[ABCO CH GHLOAEOQ'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg ;1

 

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DBASO[HQ CHSH[@EGBGSHQ CH IB CH@BGCB HG HI@H[ABCO CH GHLOAEOQ'

DBASO[HQ

CHQA[E]AEÑG CHIOQ @H[ABCOQCH GHLOAEOQ

]H[DEI CH IOQAO@][BCO[HQ

SB@BÒO

AOGAHGS[BAEÑG[HLEOGBI

@H[ABCOQTH[SEABIHQ X

JO[EVOGSBIHQ

]OCH[ CHAO@][B CH IOQGHLOAEOQ

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg ;3

 

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]h{dei ch ioq Ao`}{bco{hq

• Ioq ao`}{bco{hq chi `h{abco egcxqs{ebi hqsâgbisb`hgsh egdo{`bcoq'

• Ib ibko{ ch ao`}{b chgs{o ch xgb o{lbgevbaeñghqsb kehg hqs{xasx{bcb u xseievb qodeqseabcbqsåageabq ch ao`}{b aog ioq }{othhco{hq'

• Ibq chaeqeoghq ch ao`}{b hqsâg kbqbcbqchaeqeoghq ch ghloaeoq) ub rxh qog xgb{hq}ogqbkeiecbc ch xg lh{hgsh'

• Ibq chaeqeoghq rxh hi ao`}{bco{ egcxqs{ebi{hbieah) e`}basbg ce{hasb`hgsh b socb ibh`}{hqb'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg ;8

 

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@h{abcoq Th{seabihq u Jo{evogsbihq'

• Bkb{abg ioq egsh{ab`keoq hgs{h ibq h`}{hqbq ch xg qhaso{ch basetecbc hg }b{seaxib{'

@h{abcoq th{seabihq6

• Bkb{abg ibq h`}{hqbq ch socoq ioq qhaso{hq ch basetecbchqhg xg qhl`hgso chi `h{abco hg }b{seaxib{' Abqe qeh`}{h

bkb{ab }{ocxasoq {hibaeogbcoq aog hi dxgaeogb`ehgso ch ibh`}{hqb) egch}hgcehgsh`hgsh ch qx qeqsh`b ch}{ocxaaeñg) ao`o `xhkihq ch odeaegb) `bsh{ebihqegdo{`âseaoq) hsa'

@h{abcoq jo{evogsbihq6 

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg ;4

 

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IOQ KEHGHQ EGCXQS[EBIHQ

KEHGHQ EGCXQS[EBIHQ

Ioq ao`}{bg }b{b }{oahqb{ioqo xseievb{ioq hg hi `bghfo ch

xg ghloaeo'

@BSH[EBIHQ U ]B[SHQ

Hgs{bg ch `bgh{b ao`}ihsb hghi }{ocxaso dbk{eabco)

egaixuhgco ibq `bsh{ebq}{e`bq) ioq `bsh{ebihq

`bgxdbasx{bcoq u ibq }b{shq'

KEHGHQ CH AB]ESBI

Hgs{bg }b{aebi`hgsh hg hi}{ocxaso sh{`egbco)

egaixuhgco ibq egqsbibaeoghq uhi hrxe}o baahqo{eo'

QX@EGEQS[OQ U QH[TEAEOQ'Go hgs{bg }b{b gbcb hg hi

}{ocxaso sh{`egbco

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg ;<

 

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][OAHQO CH CHAEQEÑG CH AO@][BCH GHLOAEOQ

[HAOGOAE@EHGSO CH IBGHAHQECBC

ECHGSEDEABAEÑG CHBISH[GBSETBQ

HTBIXBAEÑG CHBISH[GBSETBQ

CHAEQEOGHQ CH AO@][BQ UOS[BQ CHAEQEOGHQ BDEGHQ

AO@]O[SB@EHGSO ]OQSAO@][B

JH[QJHU―Q A[HB XGB GXHTB IEGHB CH ][OCXASOQ QEG BVÖAB[' 

JBAHG XGB IEQSB CH IOQ ]OQEKIHQ QXKQSESXSOQ U IBQ H@][HQBQRXH IB ][OTHHG

SO@BG HG AXHGSB HI ][HAEO) ABIHGCB[EOQ CH HGS[HLB U IBQAB[BASH[ÀQSEABQ CHI ][OCXASO'

HG KBQH B IB HTBIXBAEÑG) JH[QJHU―Q HIELH BI ][OTHHCO[ RXH

DBK[EAB HI EGL[HCEHGSH HQ]HAEBI) H EGEAEBG IBQ GHLOAEBAEOGHQ'

CHQ]XÅQ CH IB AO@][B) IOQ HFHAXSETOQ CH JH[QJH―Q QELXHGHTBIXBGCO BI ][OTHHCO[ HIHLECO ]B[B BQHLX[B[QH CH RXH

AX@]IH AOG QXQ HQ]HASBSETBQ'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg ;:

 

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DBASO[HQ RXH QH SO@BG HG AXHGSB ]B[B [HBIEVB[XGB AO@][B EGCXQS[EBI'

AIBQHQ CHQESXBAEOGHQ CH

AO@][B

AO@][B CH SB[HB GXHTB

HQ IB @ÂQ CEDEAEI U AO@]IHFB)UB RXH HQ HI ][E@H[ AOGSBASO

AOG HI ][OTHHCO['

CHKECO B QX E@]O[SBGAEB

EGSH[TEHGHG XG L[BG L[X]OCH ]H[QOGBQ'

[HAO@][B CE[HASB'

HQ XGB BCRXEQEAEÑG CH [XSEGB)CH KBFB ]B[SEAE]BAEÑG) AOG

@EGE@BQ GHAHQECBCHQ CHEGDO[@BAEÑG U QEGAOGQECH[BAEÑG CH

BISH[GBSETBQ'

[HAO@][B @OCEDEABCB

HQ HI ]XGSO @HCEO HGS[HIBQ COQ BGSH[EO[HQ) SBGSOHG HI SEH@]O RXH QH XSEIEVB]B[B [HBIEVB[IB) AO@O HG

IBQ ]H[QOGBQ RXHEGSH[TEHGHG

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg ;5

 

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EGDIXHGAEBQ CH AO@][BQ@ÖISE]IHQ'

AHGS[O CHAO@][BQ'

Socoq ioqegcetecxoq ol{x}oq rxh

egsh{tehghg hg hi}{oahqo ch so`b{xgb chaeqeñg ch

ao`}{b'

XQXB[EOQ ]H[QOGBQ RXH XQBG HG [HBIECBCHI ][OCXASO CH GHLOAEOQ'

]H[QOGBQ RXH EGDIXUHG HQSBKIHAHG HQ]HAEDEABAEOGHQ HECHGSEDEABG B IOQ ][OTHHCO[HQ'

]H[QOGBQ RXH CHAECHG' SO@BG IB CHAEQEÑG CH AO@][B[HBI) ]O[ HFH@]IO) IOQ LH[HGSHQ

EGQ]HASO[HQ CH DIXFOS[BKBFBCO[HQ CH CBSOQ CH IB

H@][HQB U AO@][BCO[HQ]OSHGAEBIHQ

AO@][BCO[HQ'EGSH[BASXBG AOG IOQ

][OTHHCO[HQ U GHLOAÀBG IBQAOGCEAEOGHQ CH AO@][B THGSB

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 1=

 

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HQS[BSHLEB CH @B[NHSEGLEGCXQS[EBI

Dbaso{hq aogceaeogbgshq 6

2' Ib hdhasetecbc chi `b{nhsegl egcxqs{ebi ch}hgch hg `buo{

`hcecb ch os{bq dxgaeoghq h`}{hqb{ebihq *dbk{eabaeñg'''%;' Qx thgsb ch}hgch hg `buo{ `hcecb ch bq}hasoq såageaoq u

{hibaeoghq }h{qogbihq'

1' Jbu `buo{ egsh{baaeñg hgs{h ao`}{bco{ u thgchco{ '

3' Hi }{oahqo ch ao`}{b hq `bq ib{lo u ao`}ihfo '

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 12

 

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EGQS[X@HGSOQ CH IB HQS[BSHLEB CH@B[NHSEGL'

• ]ogh `buo{ ågdbqeq hg ioq }{oahqoq }oqs

thgsb'• @xajbq oabqeoghq ibq echbq ch gxhtoq

}{ocxasoq tehghg chi aiehgsh'

• Ioq bs{ekxsoq e`}o{sbgshq qog ib abiecbc)}ibvoq ch hgs{hlb u kxhgbq ch o}aeoghq cha{åceso'

][OCXASO

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 1;

 

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EGQS[X@HGSOQ CH IB HQS[BSHLEB CH@B[NHSEGL'

• Hqsb aogs{oibco }o{ hi ao`}{bco{) ub rxh }xhch jbah{ao`}b{baeoghq u `hfo{hq s{bsoq aog ib ao`}hshgaeb'

• Ibq do{`bq `âq ao`xghq ch hqsbkihah{ ioq }{haeoq qog6• ]{haeo bc`egeqs{bco *hi thgchco{ defb hi }{haeo rxh }blb hi

ao`}{bco{) bi rxh }xhch b}ieab{ ixhlo ceth{qoqchqaxhgsoq%'

•  Ieaesbaeoghq *hi ao`}{bco{ defb hi }{haeo `hcebgsh qxkbqsb

hgs{h ibq odh{sbq }{hqhgsbcbq%'•  ]{haeo ghloaebco *qh defb hi }{haeo }o{ baxh{co hgs{hao`}{bco{ u thgchco{%

][HAEO

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 11

 

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EGQS[X@HGSOQ CH IB HQS[BSHLEB CH@B[NHSEGL'

• Ib }xkieaecbc sehgh xgb `hgo{ e`}o{sbgaeb rxh hg ioq}{ocxasoq ch aogqx`o) chkeco }{egae}bi`hgsh bi

sb`bòo chi `h{abco'• Ibq basetecbchq ch }{o`oaeñg ch qh{âg hq}haebi`hgsh

e`}o{sbgshq hg axbgso b ib bqeqshgaeb b dh{ebq)hz}oqeaeoghq) chqaxhgsoq u }{e`bq''' ibq {hibaeoghq}ökieabq sbgso hzsh{gbq ao`o egsh{gbq) qh{âge`}o{sbgshq'

• Ib jh{{b`ehgsb }{o`oaeogbi `âq xseievbcb qelxhqehgco ib thgsb }h{qogbi'

][O@OAEÑG

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 13

 

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EGQS[X@HGSOQ CH IB HQS[BSHLEB CH@B[NHSEGL'

•Ioq abgbihq ch ceqs{ekxaeñgqog `bq ao{soq u }o{ iosbgso `âq ce{hasoq'

CEQS[EKXAEÑG'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 18

 

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SE]OQ CH HQS[BSHLEBQ CH @H[ABCOSHAGEB ]B[B IOQ@H[ABCOQ EGCXQS[EBIHQ'

SE]OQ CH HQS[BSHLEBQ

KBQBCBQ HG IOQ @H[ABCOQ

QHIHAAEOGBCOQ

TH[SEABI'

Qh aogahgs{b hg xg qoioqhaso{ egcxqs{ebi) hg socoq qxq

gethihq ch }{oahqo ch}{ocxaaeñg u ceqs{ekxaeñg'

JO[EVOGSBI'

Qh ce{elh b ceth{qoq qhaso{hqegcxqs{ebihq'

BGSH QESXBAEOGHQ CH JBAH[O AO@][B['

Hq axbgco gxhqs{o aiehgshaogqech{b dbk{eab{ åi `eq`o io

rxh goq ao`}{b'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 14

 

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IBQ ][EGAE]BIHQ QESXBAEOGHQ ]O[ IBQ RXH QH ]XHCHE@]IH@HGSB[ IB HQS[BSHLEB CH JBAH[ O AO@][B[ QOG6

• Aoqshq `hgo{hq• Xseievb{ ab}baecbc ceq}ogekih

• Bqhlx{b{ hi qx`egeqs{o

• Aogs{oib{ ib }{ocxaaeñg o abiecbc chi }{ocxaso• Bjo{{b{ aoqshq ch s{bgq}o{sh

• [hthgch{ b os{oq u okshgh{ khghdeaeoq

bceaeogbihq• Ceth{qedeab{ o}h{baeoghq

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 1<

 

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HQS[BSHLEBQ KBQBCBQ HG IB EGGOTBAEÑG CH GXHTOQ][OCXASOQ EGCXQS[EBIHQ'

Hqs{bshleb eggotbco{b odhgqetb'

• Qx}ogh basxb{ ao`o iàch{shagoiñleao `hcebgsh ib

egs{ocxaaeñg aogsegxbcbch gxhtoq }{ocxasoq ua{hbaeñg ch gxhtoq`h{abcoq'

• Hi {ehqlo hq l{bgch }h{o}oc{â okshgh{ xgb bisb{hgsbkeiecbc'

Hqs{bshleb eggotbco{b chdhgqetb'

• ]{o}eb ch h`}{hqbq rxh gorxeh{hg qh{ ibq }{e`h{bq hghi `h{abco) }h{o sb`}oao

rxhcb{ {hvblbcbq) }o{ iorxh qelxhg bi iàch{shagoiñleao'

• Ibq h`}{hqbq aog bisbqaxosbq ch `h{abco sehgchg

b qhlxe{ hqsb hqs{bshleb'• Hz}iosb ioq åzesoq chi

}eogh{o qe go hqsâ kehg}{oshleco }o{ }bshgshq'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 1:

 

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HQS[BSHLEBQ KBQBCBQ HG IB EGGOTBAEÑG CH GXHTOQ][OCXASOQ EGCXQS[EBIHQ'

Hqs{bshleb e`esbsetb'

• Aogqeqsh hg e`esb{ ibhqs{bshleb ch os{bq

h`}{hqbq' ]b{b rxh{hqxish hdhasetb shgc{ârxh ax`}ie{ bilxgb chibq qelxehgshq thgsbfbq6`h{abco abxseto)`hgo{hq aoqshq ch`bgo ch ok{b) hihtbcbhdeaehgaeb ce{hasetb'

Hqs{bshleb o}o{sxgeqsb

• E`}ieab b}{othajb{qh chioq }xgsoq cåkeihq ch

ioq ao`}hseco{hq u`hfo{b{ioq }b{bhz}iosb{ioq'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 15

 

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HQS[BSHLEBQ KBQBCBQ HG IB EGGOTBAEÑG CH GXHTOQ][OCXASOQ EGCXQS[EBIHQ'

Hqs{bshleb ch}hgcehgsh

• Qh s{bsb ch hqsbkihah{ xgb{hibaeñg hqsbkih ucx{bch{b aog xgb o `bq

h`}{hqbq aiehgshq'• Ib }xhchg qhlxe{ sbgso

h`}{hqbq eggotbco{bqao`o go eggotbco{bq'

Hi {ehqlo hq rxh hqsbielbcb b ioq åzesoq ud{babqoq ch ib h`}{hqbaiehgsh'

Hqs{bshleb s{bceaeogbi

• Qx}ogh ie`esb{qh bjbah{ qeh`}{h io `eq`o

u ch ib `eq`b do{`b'

Hibko{bco }o{ Fxieb Ievhssh Teiib Sxg 3=

 

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AOGAH]SOQ AIBTH

@H[ABCO EGCXQS[EBI'

Egcetecxoq u o{lbgevbaeogbihq rxhbcrxeh{hg kehghq u qh{teaeoq rxhdo{`bg }b{sh ch ib }{ocxaaeñg chos{oq }{ocxasoq u qh{teaeoq rxh qhthgchg) {hgsbg o }{o}o{aeogbg b

os{oq'

@H[ABCOQ CH [HTHGCHCO[HQ'

Socoq ioq egcetecxoqo{lbgevbaeoghq rxh bcrxeh{hg

kehghq }b{b {hthgch{ioq o

{hgsb{ioq b os{oq u okshgh{ xgblbgbgaeb'

@H[ABCO LXKH[GB@HGSBI'

Xgecbchq chi lokeh{go ‑Dhch{bi)hqsbsbi o ioabi ‑ rxh bcrxeh{hg o{hgsbg kehghq u qh{teaeoq }b{b hi

chqh`}hòo ch qxq dxgaeoghq'

CH@BGCB CH[ETBCB'

Ch`bgcb o{lbgevbaeogbi rxh hg

öise`b egqsbgaeb qh ch{etb ch ibch`bgcb ch kehghq ch aogqx`o'

CH@BGCB EGHIBQSEAB'

Ch`bgcb sosbi }o{ xg }{ocxaso ibaxbi go hq bdhasbcb hg l{bg

`hcecb }o{ ioq ab`keoq ch}{haeoq) hq}haebi`hgsh b ao{so

}ibvo'

@b{nhsegl ̀ öise}ihz ‑ @xise}ihz@b{nhsegl' Sehgh ixlb{ axbgco

xgb ao`}bòàb hq ab}bv ch

bshgch{ ceth{qoq qhl`hgsoq ch`h{abco ch do{`b hdeabv u{hgsbkih'


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