Kỹ năng giao tiếp và nghệ thuật bán hàng_cafebook.info

7/28/2019 K nng giao tip v ngh thut bn hng_cafebook.info

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GS E@EH HC@L TCAGS E@EH HC@L TCARR

Z@Z@EHFAEHFA TFQ@TFQ@TT

N@N@E F@E F@EHEHTrleh nue ne ehc ifce tfeh k ehc ky i tcetrleh tc gfif feh gfeh pfc k ec ifl %Gfc ne feh ifl gfif o gfif feh pfc io e `efvc e ic reh r/ tf `ef oc k ehc ne feh hcc


2/103

HCHCHCHCC TFCC TFCC TFCC TFCQQQQ OuOuOuOueeee nnnneeee ffffeheheheh hchchchccccc trtrtrtriiii tcetcetcetce fyfyfyfy

ncncncnctttt ttttnnnneeee ooooefefefef &&&&Ocifa`kOcifa`kOcifa`kOcifa`k DuprasDuprasDuprasDupras####

eheheheh iiii iiiikkkkiiii eeeellll iiiieheheheh ifoifoifoifoifoifoifoifo vvvvllll ffffeheheheh ffff` vvvv kkkkcccc efuefuefuefueeee

EhEhEhEhcccc nnnneeee ffffeheheheh hchchchccccc kkkk ehehehehcccc tfutfutfutfuiiiitetetete gfgfgfgfifififif ffffeheheheh%%%% HHHHpppp gfgfgfgfifififif ffffeheheheh kkkkeeee

tftftftf>>>> kkkk pfpfpfpfcccc hhhhcccc tetetete gfgfgfgfifififif ffffeheheheh


3/103

eheheheh ilehilehilehileh fcfcfcfcuuuu susususutttt kkkkoooo vcvcvcvciiii

Eeh sut ko vci Nt u &st`rtceh# t 02 pft u

tce t ef co 0>2 pft &dl vy

ehc t` gfuye tc x i 0>2pft tf ehf 0 ke#


4/103

02 RFT GFC EH


5/103

G eeh

cu qu`e treh eft gfc hc`l tcp k=Y T TCE

/ Gce tfi v se pfo k qu`e treh/ G eeh truye t

> ve ey he kce vc qu tref fi

fc v re kuyeK trc tco i` i` g eeh hc`l tcp


6/103

G eeh

y k kcef fe i` oc iui hc`l tcpYIFE TFEF&K ic to+ pfe oo#

Geeh &gfeh pfc sk l#hc`l tcp kpfeh pfp truye t s ife tfef

/ Ife tfef o gfeh gfl tf veh v!/ Y ife tfef k ee teh efeh pfc is gfl kl ke tre e!


7/103

Ee ko cu ey tri gfc ifc` t`y gfif feh

Tcu xl= HC TE F/ Teh tef io s`u gfc ifc` t`y

/ Trleh gfc ec ifuye pfc hc te f

/ Tuy efce y k hc` v=pfc eh kcu keh

/ Eu ` te vl efcu qu= s vt kcu keh+

ehc t` s io hci oef xl qu

GGGG eeheeheeheeh


8/103

Tri ii tfi oi h`y ht i` GF+ cu què treh eft cvc ne k ot kc gfuye què treh= GFEH C Q

/ eh deh k nt n gfif feh d eh`y i ne eh vcu ey ko ifl f ot ot

/ Gfl kl hcc tfif ifl f fcu r`+ hc què f

/ Ne eeh tfeh gfc tfi oi h`y ht k deh k k ifeh ocef oef eh/ Zci tfi fce rt gf% Ie pfc iif efe trleh

ehc/ Efcu gfc pfc t o tf eh gfif feh ey hp oef k

o`y eu hp ehc gfi k ift rc i tf ko vci vcgfif feh

G eeh


9/103

EeEeEeEe kuekuekuekue efefefef ` yyyyuuuu tttt eeeeyyyy vvvvllll trlehtrlehtrlehtrleh iuiuiuiuiiiitctctctcpppp xxxxiiii vvvvcccc gfgfgfgfifififif ffffeheheheh

TFTFTFTFC HC@EC HC@EC HC@EC HC@E

/ @ef@ef@ef@ef iiii rrrrefefefef gfehgfehgfehgfeh tctctctc iiii tftftftf eeeecccc ifuyifuyifuyifuyeeee vvvvccccèfèfèfèf 02020202 gfehgfehgfehgfeh


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IIII 0000 iuiuiuiu ttttiiii eheheheh TruehTruehTruehTrueh Fl`Fl`Fl`Flèeeecccc rrrreheheheh ehehehehcccc iiii iiii ttttefefefef eeeeyyyytftftftf gfehgfehgfehgfeh tftftftf gcefgcefgcefgcef dlèfdlèfdlèfdlèf

iiii

EHEHEHEHC GFEH NCC GFEH NCC GFEH NCC GFEH NCT IT IT IT ICCCCEH OEH OEH OEH O IIII@ TC@ TC@ TC@ TCO!


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TEH TI

G EEH HC@L TCR ZEHF TFQT NE FEH


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N@E IL NCAT/ Olc 0 ehc trleh sl 09 ehcl sa ga k`c vc t ef`t 02/00 ehc

nè il ehuy i o`t c 042 gfìffèh tcao eèh gfì


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T@C Y@L O@T GF@IF F@EH< OOOOtttt ehfceehfceehfceehfce iiiiuuuu iiii` ZcZcZcZceeee eh,ieh,ieh,ieh,iuuuu dlèfdlèfdlèfdlèf ehfcehfcehfcehfcpppp vvvv`

v`v`v`v` efefefef OOOO iflifliflifl ncncncnctttt====

TrlehTrlehTrlehTrleh 022022022022 gfgfgfgfifififif ffffeheheheh nnnn ooootttt++++ truehtruehtruehtrueh nnnnefefefef iiii==== 0000 ehehehehcccc ififififtttt 9999 ehehehehcccc ifuyifuyifuyifuyeeee ifififif 1111 ehehehehcccc gfehgfehgfehgfeh kkkkoooo iehiehiehieh vcvcvcvciiii ouòuòuòu` ffffeheheheh eeee` % 3% 3% 3% 3 ehehehehcccc ouòuòuòu` eeeecccc gfgfgfgfiiii &&&&ehuyeehuyeehuyeehuye efeefeefeefe iiiiefefefef

trèftrèftrèftrèf#### % 04% 04% 04% 04 ehehehehcccc vvvv gfehgfehgfehgfeh ffffcccc kehkehkehkeh vvvv iiiiifififif hchchchccccc quyquyquyquytttt

gfcgfcgfcgfcuuuu eeeecccc % :6% :6% :6% :6 ehehehehcccc nnnntttt oeoeoeoe vvvv ehehehehcccc nnnneeee ffffeheheheh &&&&efcefcefcefcuuuu gfcgfcgfcgfc

ifififif kkkk iiiiifififif cccc xxxx iiii` eheheheh nnnnllll vvvv####

EfEfEfEf vvvvyyyy 6>6>6>6> ehuyeehuyeehuyeehuye efeefeefeefe ooootttt gfgfgfgfifififif vvvv ddddifififif vvvvgfgfgfgfifififif ffffeheheheh &&&&gggg eeheeheeheeh nnnneeee ffffeheheheh rrrrtttt quèquèquèquè trtrtrtreheheheh####


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N`e f`eh k` h


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TCAE TÊF HC@L TCART^LEH OLT FL@T LEH

nè fèh0% Ne feh tc if= tfse t ny>% Ne feh tfi `= tfse gcooc &tfeh ile oc ke#


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Ni 0% Ifue n ifl vci ne feh

ieh k qu tref to fcu Ni >% Tcp xi gfif feh Ni 9% To fcu v pfe tif efu iu+

tco eeh i` gfif feh &ou` ifl f

fli ifl `c# Ni 4% Hcc tfcu se pfo + tfuyt

pfi gfif feh

Ni 1 % T r kc gce tfi oi i`gfif feh Ni :% Gt tfi iui hcc tfcu n e

feh

Ni 8% Tfal dc v pft trce tcp qu`ef vc gfif feh &euc deh gfiffeh pfc xut pft t s ife tfef vgfl kl#


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&&&&TfTfTfTfeheheheh nnnniiii 0+0+0+0+ nnnniiii 9999 vvvv nnnniiii 8888 kkkk gfehgfehgfehgfeh kkkkoooo####

NNNNllll hchchchcnnnniiii ooooyyyy


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IIII :::: iiiiifififif kkkkoooo iflifliflifl vcvcvcvciiii hchchchc efefefef cccc%%%%OOOOtttt ileileileile ssss pfpfpfpfcccc kkkkoooo iflifliflifl rrrr cccc%%%%OcOcOcOceeee pfpfpfpfcccc eeeecccc ifeifeifeife tftftftfefefefef vvvv gfgfgfgfllll kkkkllllDDDD hchchchc kkkk ooootttt uuuu tftftftf eheheheh eeeecccc r`r`r`r` trtrtrtriiii%%%%

ZZZZ ehehehehcccc t`t`t`t` ifififif` ncncncnctttt sssseeee pfpfpfpfoooo tftftftfhchchchc iiii rrrr ssss kkkkoooo ehehehehcccc t`t`t`t` ehfcehfcehfcehfc ehehehehGfcGfcGfcGfc hhhhcccc cccceeee tfltfltfltflcccc eheheheh iiii n`ln`ln`ln`l hchchchc nnnnllll

hchchchc vvvv cccc vvvvllll ifcifcifcifc tctctctctttt oooo pfpfpfpfcccc ddddgfgfgfgfifififif ffffeheheheh ttttcccc nnnnyyyy oooocccc tftftftftttt gfgfgfgfififififffffeheheheh


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4 gce tf

i i

n

e

i` ehc ne feh

0/ Fcu nct v se pfo >/ Fcu nct v gfif feh

9/ Fcu nct v c tf ief tr`ef 4/ Fcu nct v ieh ty v c ti

i` ieh ty


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>/Fcu nct v gfif fehEfe deh gfif feh

Vi ef i tef

Iif eh x


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F`y ncae gfìf fèh tfèf0 lc tì iu` nè if gfleh

pf`c 0 lc tfu nè pf`c gfu`tpfui

Ackjakgy


24/103

Efè dèh

Efè ncat

Iìf eh x


25/103

00 d`eh ehctfeh h`p

v` tf`c l iu` n`e


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0% Ehc Tro t tttt eeeecccc++++ ifoifoifoifo ififififehfaehfaehfaehfa++++ ffffefefefef eheheheh

ififififoooo rcrcrcrc%%%% Tfc i` ne% Gfif feh if eh Tc ic+ xc kc+ qu`e to Gfif feh ii g gf c

tce+ trleh hc`l tcp f kue tf tfeh pfleh

Tf`c l iu` n`e


28/103

9% Ehc ` ehfc Gfleh leh y+ f`y ehfc eh+ sl s`efTf`c l iu` n`e


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4% Ehc kif s

Da ifu+ ta ef+gfleh tfif n apTf`c l iu` n`e

Ife tfef

Ifl tfy oef hfc efe to keh i` gfif fehGfeh ee deh tcu xl


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1% GF RFEH GFLEH GfehGfehGfehGfeh quèquèquèquè totototo ifcifcifcifc tctctctctttt efefefef efefefeftttttttt EEEEcccc n`ln`ln`ln`l efcuefcuefcuefcu eeeecccc 0000 hchchchc tfctfctfctfc

Tf`c l iu` nè


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:% Gfif feh g tef Rfe tif g+ ifctcat+ fc efcu+ t

o%Tf`c l iu` n`e v


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Vao teh > vifeh

/ Eò dc+ e dc= ifeh kef l

/ Eò vueh+ e vueh= rt hcu+ Zkef l

/ Eò tre+ e tre= vuc v+ ifè f`+ xc tce hc+ ifeh kef l

/ Eò dc+ e vueh= vkef l,quyt ft

/ Eò dc+ e tre= vkef l+ n vn k n` k`+ tcu ncu i` hc` efou f

/ Eò vueh+ e dc= ifeh kef l

/ Eò vueh+ e tre= ifeh kef l

/ Eò tre+ e dc= ifeh fò vuc+ vift if+ ifeh kef l

/ Eò tre+ e vueh= Zkef l


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Ne t`y ieh ec efcucu Oceh ec+ t`y ift= i le

Ne t`y ifo ehe= t t+ ehc ko s pfo+ tfifteh fp ve Ne t`y ` r` tr i v xl`y tre= ne t`y kè oè+

tfeh ec kè oè Ehe ic ` r`= ehc t i`l% Ic tc ke

Ehe ic ileh= gfl kl ou o+ tcef t Ehe tr ` r` ifxueh t= if`+ ne t`y i

le Ehe tr ` r` ifvl ot= tfcu t tce

Eo ehe ic vl trleh= flc ehfc+ ief hci gfehec ifuye ne feh+ ec ifuye ifc Ne t`y qu`y sc= qu`y tc oue ou`+ qu`y kuc f

oue t ifc


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Gfc > f tf


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Gfc > xa eh efù+ tftc x s EhEhEhEhcccc OOOO==== ffff ssss hhhhcccc kukukukutttt ssss

EhEhEhEhcccc @ef@ef@ef@ef= F= F= F= F ssss eheheheh oooo ififififllll efùefùefùefù EhEhEhEhcccc iiii==== ffff ssss kkkkyyyy ooooyyyy ttttefefefef r`r`r`r` ttttefefefef tfctfctfctfctttt ffffcccc EhEhEhEhcccc RfRfRfRfpppp==== ffff ssss xaoxaoxaoxao ququququeeee llll ooooefefefef iiii nnnn efeefeefeefe

gfehgfehgfehgfeh TNEf`TNEf`TNEf`TNEf`==== ffff ssss eeeecccc kcekcekcekce ttttiiii vvvv gfehgfehgfehgfeh ehfaehfaehfaehfa ehehehehcccc

gfgfgfgfiiii eeeecccc hhhh EhEhEhEhcccc EfEfEfEftttt==== iiiicccc uuuu ififififllll efùefùefùefù FFFFeeee PuPuPuPuiiii==== ffff ssss xxxxeeee t`yt`yt`yt`y llll kekekeke EhEhEhEhcccc ZE=ZE=ZE=ZE= hhhhcccc cccceeee efefefef gcgcgcgcoooo iehiehiehieh èèèè quaequaequaequae

EhEhEhEhcccc ^pppp==== kkkkyyyy ssss t`yt`yt`yt`y hfchfchfchfc kkkkcccc truytruytruytruyeeee iflifliflifl ileileileile ififififuuuu


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Ifuè n ifl vcai

nè fèh

Ni 0

TO GCO GFIF FEH


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TO GCO GFIF FEH0% F`c ehue is

/ Ii oc què f se i/ Gfif feh fce tc/ Gfif feh qu gf/ Efe s trleh ieh ty/ Ii iui tfò d i` gfif feh &ce tflc+ tf te#/ Ii ef iueh ip i` ieh ty/ Ii s gce dl ieh ty tl r`= fp nl+ fc tfl+ fc ehf gfif feh/ Ii dlèf ehfcp gfeh pfc c tf ief trèf

/ Ii oc què f oc/ Dèf n ce tflc/ Yif nl tp if

/ Efeh iui tcp xi ehu efce/ Tf te ce tflc+ ao`ck/ IKN gfif feh fò oue stfif+ fle ief hceh efù

Rfe tif gfif feh

0% Tco eeh ip 0

>% Tco eeh ip >

Tf gf f


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Tfu xp iui hp gfiffeh

Neh ce tflc Pu` tf te

Pu` ao`ckN quyt s deh ce tflc tfu xp tri iui fe=Eu hp tf g=/ Ifl

/ Ny t s vuc oeh @% Ifl if+ o`y qu hp i if+ seh hchc > ke tf oy ne/ T hcc tfcu= oef ieh ty oi if &tft ehe v io tfy ifl f èh ie#/ Ko ef quae gfif feh &ee nct te tri#/ Vce hp/ ` yu t tfc hcè &if 0 pft tfc i vci fc ie#/ If` fe tri+ efeh ifuye ey fc hp/ Qf tf tci qu f+ vy tf gfleh n`l hcèf vf`y k 0>f tc hc kc ef/ Vce kc if te k h < Tf 0>f ao hc kc ef+ ao te% If

Tfu xp iui hp


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p hp

gfif fehIi ni eu hp tf g0% Ifl>% Ny t s vuc oeh &@f Ifl if+ o`y qu hp i if+

seh hchc > ke tf oy ne#

9% T hcc tfcu &oef ieh ty oi if=tft ehe v iotfy ifl f èh ie#4% Ko ef quae gfif feh &ee d te tri#1% Vce hp:% ` r` yu tc tfc hcè &if 0 pft tfc i vci fc ie#

8% Eu gfeh i tf xce fe &Qf tf tci qu f+ vy tfgfleh n`l hcèf vf`y k 0>f tc hc kc ef#

6% Fc te tf g &Vce kc if te k h < Tf 0>f ao hc kc ef+ao te% If #

3% Io eHc kc ke >0% Fc seh if fe ao hc kc+ ao k>% @ef v if` if 9%

GFC HR GFIF


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GFC HR GFIF

FEH Hceh vuc v / ife tft Hc eh te f / @ef f ao hc ifl ao t seh

oc hp+ ao ec ifuye vc @ef 9 pft i gfeh Io e v tr kc / o`y qu oc hp i @ef

T hcc tfcu / Ao k % @ef Nt u neh vci gif tfif t o i kc tc

ehf fp ti vc èf i kc ko èf% &eh iec tli r`#uf ec qu` ce tflc tf gfeh tfyft èf i tf ifl tc 02 %feh p ko

Ec ifxce oy pft tfc+ ifl tc 02 pft tfc tcsèh hp èf ifgfleh oy pft tfc

Vce hpao hc tc kcu ifl èf kce efeh oifcu fo e`y gfleh 9f22 / 9f92 ao hfhfhfhf &thf tt fe t tc# qu` ao ` èf% &eh n`l hcee e/ hc kc ifl tf g#

Hc kc ifl tf g io e+ gf`c tfi tfeh tce

Ifue n h ifl iui tcp xi


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4 Ze i ne ifue n ifl iui tcp xi Ifue n v= tfeh tce &gfif feh+ se pfo+ c tf# Ifue n v= pfeh tce fef ehf &fp eh+ neh hc+fp

qut+ kct g tfef dèf oi#

Ifue n v= g flif ko vci &ic h ko tri+ ic h ko sù+ ntr tfc hcè#

Ifue n v= tf ift v tcef tfe 0 Pue c oc u pfce+ que c tt i+ n ft iftp trueh vl gfif

feh+ gfif feh+ gfif feh

Tr ef= v gf tc tfeh i` ehc ne feh G tfut ef= kce gt ii teh

Tfc d= ne fy i ii t sù y v i heh ef ifeh=0% iy hy+ >%eh gf + 9 trueh fi+ 4% ile if+ 1% ne t`y+ :%

gfcu v+ 8% if eft+ 6% ne hc+ 3% ao n+ 02% du e%/ To k ehc ou` k tfif ou` ehc ne quae v ehc quae

k ehc nct te oef%/ Zt nt ky tfe i` 0 ehc ne feh k s t`y hfc i co gfif

feh%

Ifue n h ifl iui tcp xi


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Ni >=

Tcp xi

gfif feh

TrlehTrlehTrlehTrleh vehvehvehveh 0000 pfpfpfpftttt uuuu tcetcetcetce++++ nnnneeee pfpfpfpfcccctttt


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tttt r`r`r`r` ====

D i tfce io


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eh tce iy

Ef k= t ve ifl gfif feh tr`ehpfi qu`e trehIfl f tfy oef k ehc ifuye

ehfcp

Ehf` k pfc ko ifl


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Ehf` k pfc ko iflg,feh

Oe oef Tce oef

E oef


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04 N PQST TFEFIEH

EH@S KE TCR VI

Q TCE

0%I0%I0%I0%Ifofofofo ssssiiii gggg nnnn ehlehlehlehlcccc


58/103

hhhh

iiii` ooooefefefefTrleh ne feh iu ei hfe tt ei se gfeh fcu

qu+ gfeh ie p ie ifosi g fef tfi n ehlc

Ti t`c

Ip ot

Tr`eh pfi+ neh te


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>% Ot vuc tc+ ic eeh efct/ Ko tf el ot tc

/ Pu`e eco v iui seh vuc v e` ky ei y

/ Ko s`l i i eco tce yu iui c

/ Tfc k` vl to fe

/ Fc keh efeh h oef i v to fef pfi trleh +eh n`l hcsl sef vc efeh ehc fe oef

/ Tfi t+ d` vl efeh h oef i pfe u c kes io tfy tf`ef tfe

TT I RF TFQI IO EFE I@ NE


60/103


61/103


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Ko tf el i e ic


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Ko tf el i e ic

tc T tce+ ki qu`e

Efe vl v tr hc` c ot i`c teh

Ic t efce ef ot pfc ral vuc

9999////OOOO uuuu nnnneheheheh kkkkcccc ififififllll ffffcccc


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/ Tc tfcu pfc 9 t/ Ife t xeh f tfif fp &tuc c tri to k dlvy f gfeh i to k ifp efe tuc ti ifl ko

ifl f tr c#/ Ty gfif= efcu eh hc ot dc gfi gf xehneh `ef s rt gf ifu/ Hceh ec pfc r reh+ fe fl`e &gfeh du+ du sifli du eh vl iu ec#% ` efeh et efi i`lvl trleh iu fc/ Trleh iu ifl hc te gfif feh

/ Tfo iu x hc`l ke hceh/ Gt fp eh ti ko ifl gfeh gf hc`l tcp tree t efce fe

4%N4%N4%N4%NT T@S IFT T@S IFT T@S IFT T@S IFT+ EFCT+ EFCT+ EFCT+ EFCTTTTTEFTEFTEFTEF


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TEFTEFTEFTEF

/ I tf ` t`y r` tri

/ Gfeh eft tfct pfc deh > t`y

/ Eu tf fce s te treh i tf ic u

/ T`y eo ift+ ot efe vl ot f

/ Tfe tfce ki t`y 9 1 ic/ Oceh ic tc

1%1%1%1% ` vvvv efefefefeeee dèfdèfdèfdèftfctfctfctfcpppp


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pppp

Iif tr`l dèf tfcp/ Dèf tfcp if d ky eft/ Gfeh ee trleh np+ eh sù/ Ky eh`y r` ki oc hp

/ Ee deh f`c t`y/ Eu eh + ee n xueh efe tri rc ` sù tf fce sgfco efeh

/ Z` ` v` ky= tce tr`l ifl oi/ Ky tri ` sù= gfco efeh

/ ` tri ky sù= tf fce oef tri/ Ifcu tfue i` if pfc feh v pf` gfif feh/ Ehe ic t ke tre/Z` tr`l v` ec y k dèf tfcp i` tc

Iif efe dèf tfcp


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/ Efe neh f`c t`y/ Ic u io e/ i qu` 0 ift hfc efe efeh tfeh tce i` f

/ tre ne+ eh`y tri ot &trleh to ot#=gfeh ke te+ gfeh fc efeh tfeh tce gfehie tfct/ Vp tfal tf t+ fli tfal t tre xueh/ Eu gfeh i ne+ i tf n vl tc l fli st`y

:%:%:%:% TTTT tftftftf ehehehehcccc gfcogfcogfcogfco tttteeee efefefefehehehehtttt tce &92tce &92tce &92tce &92 82#82#82#82#


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tttt tce &92tce &92tce &92tce &92 82#82#82#82#

/ Vif tc neh t`y trc+ ep tc feh r` ehlc d deh otc / /// Ehc tfeh feh/ Gfeh ee tc tre ne tr gfc tc oeh &gfeh ifi tc sif#/ Gfc ky tc xueh tfp qu s rt nt tce i nct k e

/ Gfc ky tc kcu i tf ec x hc`l &gfeh tfc hc`e ift#/ Ehc ot pfe pf` tri hf= eh &tp trueh ko vci#/ Ehc i ic hf &ehf ehc#/ t t`y tre iue s tre c &s`c# s pfc tre ne/ Ehfceh v pf` tri 82 / eh v 022 t tf ehf ehc/ Ife ey hi qu` ife gc` &tr e oi vy# fli gfeh i netf LG+ fli gfc dl dce tif ift v hf xp vueh hi/ > ife ehll ift &tf h n qu# tf fce tfcu t tce/ Gfc gfif eh feh v pf` tri eh &eu eh r` tf

tf` oe+ eu eh co tf gfeh tf fce tfc #/Gfc iu ifuye tce trce tf ehc treh ifce hf tf tf fce stflc oc/ F`c t`y gfeh &eh#

8%8%8%8% IIIIifififif eheheheh ffffpppp kkkk====


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/ eh tfeh &eh gflo tf tfcu ife tfef v ttce#

/ T tf tflc oc t efce= tflc oc > t`y/ Ifp t`y pf` tri= k pfp tfeh k fehdif v

/ Ifp t`y sù keh= se pfo eò tef

/ Gflèf t`y= gfc t ve ifl f

/ T`y ifeh io= gfc c ieh f if feh de


70/103

6%Ee6%Ee6%Ee6%Ee gfaegfaegfaegfae ffff ooootttt iuiuiuiu gfaegfaegfaegfae iflifliflifl ffffsssseheheheh oooo

Ehc hc`l tcp hcc pfc nct ko ehc gfi vuckeh neh kc gfae

Gfae gfeh ko ifl f seh

gfaegfaegfaegfae kkkk ooootttt ehfehfehfehf tfutfutfutfutttt


71/103

Ehuye ti=Rfc ife tfef

Rfc f

p k

/G tfut gfae+ gfae tri tcp tf gf+ pfc go tfal i fc fi

/Gfae dc deh iu fc v ieh tcef t

/ Ifl `ef+ ef `ef t tfct g f tc c ot veh pfc gfeh

/ Gfae neh iif sl sef+ de ifeh &oe ehc ey gfaeehc gc`#

/ Gfae neh cu n


72/103

3% Tfeh eft v ot tfchc`e02%Ec vc hceh r reh v t tce

Ehc tfeh ocef ec ef`ef dlvy tfcu gf eeh truye tEc ifo+ tf ehc t` nue ehTfeh tf ehc tfeh ocef tf

ec kpRft o tf el ifl tre vef+ti v` pfc &:2/82 t,pft kv`#

00% O u vc efeh


73/103

tc x hc`lEfEfEfEfeheheheh iuiuiuiu ifuyifuyifuyifuyeeee eeeeeeeeddddeheheheh====

EEEEcccc nnnn==== iiii quèquèquèquè++++iehiehiehieh tytytyty

TceTceTceTce ttttiiii ==== Hc`Hc`Hc`Hc` efefefef==== ifififif kkkk xxxx

hc`lhc`lhc`lhc`l vvvv oèhoèhoèhoèh ttttefefefefefefefefyyyy iiiioooo7777

IehIehIehIeh vcvcvcvciiii====

IIII trtrtrtr==== eheheheh èfèfèfèf pppp ququququ f`+f`+f`+f`+ ififififeheheheheeeellll hchchchccccc tttt` vvvvyyyy


74/103

0>%Ehfa ifo if gfeh eht kc f

09%o nl ehuye ti :2 / 92 /02

/ :2! tfc hcè ehfa/ 92! tfc hcè ec/ 02! co keh= i efeh ki gfif feh tr hc i tf co

keh+ trleh hc l tcp pfc nct c o keh v `c ieh s co keh+ hcehef ot gfleh keh trleh ot ne efi

Tfi t= ehc ne kue ec 82! v s co keh+ ieh ef dlgfeh ifue n gIeh ec efcu tf ieh s f

04%Vi ef f tfui deh gfif feh el+què st + nt ifi i if + ehe eh i` fF` tfe vl efe vt+ f kif s oef ieh pfc kif s+ f n n


75/103

EfEfEfEfeheheheh ttttcccc iiiioooo gggg

IfIfIfIfefefefef trtrtrtr ` RfRfRfRfeheheheh==== tftftftf fcfcfcfceeee ssss

iiiiiiii nnnn++++ ffffpppp fcfcfcfc cccc tftftftf==== ifififif` ififififiiii hhhh

gfgfgfgfifififif ffffeheheheh tcetcetcetce NNNN ooootttt

TeTeTeTe hchchchcllll EfEfEfEfiiii ccccoooo ^ceh^ceh^ceh^ceh tttt &&&&ttttefefefef iiiioooo++++ fefefefe

efeefeefeefe hc`hc`hc`hc` efefefef++++ tfutfutfutfu efefefefppppttttcccc ififififefefefef#### VucVucVucVuc xxxxllll

II NI GFC TCR VI GFIFFEH


76/103

0% c vl+ xif tc t`y trc>% Ot tc ic

9% Ifl= gfc > ne efe ef`u+ ` ot oef vl vehot i` gfif

4% Ec k dl+ xi ef tfc hc`e1% Nt t`y= ` r` gfc ot f hp ot oef+ v ` r`

dt gflt &hc` t ` vc f qu ifef kif v tucti+ eh ip tf oef gfeh ` t`y tr i#

:% Tr`l i`rd vcsct &tr`l tri gfc ifue n hf#+ eeeh gfc tr`l

8% Ec ifuye x hc`l+ gfae neh iu fc

6% Gl hf ehc tfeh%%%


77/103

NNNNiiii 9 =9 =9 =9 = KKKKeheheheh ehfaehfaehfaehfa gfgfgfgfifififif ffffeheheheh++++ttttoooo fcfcfcfcuuuu efuefuefuefu iiiiuuuu++++ eheheheh iiii gfgfgfgfififififffffeheheheh

OuOuOuOueeee trtrtrtr tftftftfefefefef ehehehehcccc uuuu nnnn tttttttt++++trtrtrtriiii tcetcetcetce pfpfpfpfcccc ncncncnctttt kkkkoooo 0 ile0 ile0 ile0 ile nnnn&&&&ttttiiii eheheheh TyTyTyTy NèNèNèNè EfÈfÈfÈf`####

TTTTC Y@L RFC Y@L RFC Y@L RFC Y@L RFC TO FCC TO FCC TO FCC TO FCQ EFQ IQ EFQ IQ EFQ IQ EFQ IQ +Q +Q +Q + EH IEH IEH IEH I GFGFGFGFIFIFIFIFFFFFEHEHEHEH

Fcu f tfi s oue h


78/103

h

i tf iueh ip ifl f eh ic o f ie

KO TF EL RFT FCE EH IGFIF FEH % T`c ogfc keh ehfa

9% El o= ehfa pfc i pfe tif+ gfeh n io xiifc pfc+ ehfa gfeh ef gce

4% Tco o= ehfa neh to+ oto keh oef r`

ehfa+ ehfa tfu l+ ehfa ot iif xuye sut

NNNNiiii 4 =4 =4 =4 = HcHcHcHccccc tfctfctfctfcuuuu YRYRYRYR vvvv tfuytfuytfuytfuytttt pfpfpfpfiiii gfgfgfgfifififif

ffffeheheheh


79/103

/ Ne oue tfuyt pfi hcc pfc ifue n tri

/ Ne ee ifue n ef tf el=

/ Zct r` hcy/ Fi tfui ec t efce+ c gfc ehp eheh

/ Tfi fef tf

/ Tref ny tri 0 ehc tfe/ Tri 0 i`oar`


80/103

6 ehuye ti i negfcgfc hchccc tfctfcuu spsp

v tfuytfuytt pfpfii gfgfifif ffeheh

ET0% Ehuye ti@CD@


81/103

@ttaetcle tfu ft s if i` ehc gfi7 Cetarast ko ifl ehc t`què to tfif tf7 Dascra Ko ifl f ey scef fò oue7@itcle fef eh

@ttaetcle= pfc i ift efe ve+ ve tceh Zct pfleh pf+ pfcnct deh ii t+ tl s if + t o neh

deh ii t hy si gfeh ec eh`y se pfo eh`y t u Ifu gfeh ec+ gfeh n+ gfeh nct+ scu+ ii g+ èf gfc ke te tc ky èf 1 trcu Rf kc ot

Hfc vl efeh t f`y+ hy si If k fo qu` tc hp i hc ey k ko

t iu fc= fo e`y ii ne nct tce h if`< Tc ieh gfehnct h kue fc ifl f ehfa

Ifl f tfy kc if= Ic ey f`y ko+ èf ky c i kc ko+hcc pf iu i kc neh efcu iif gfif efù Y deh ile s de ifeh Deh ii fef ef teh pfe= Ycau oeh+ o scu oo Deh cu n

ET>= Tp trueh vl kp kue ne feh


82/103

Kp kue ne feh ? Kc i f' i co YR ' neh ifeh

Kc if= o`eh kc ifl gfif feh ic h

i co YR= i co i` se pfo pfi v kc if

Neh ifeh= neh ifeh ocef ifeh ifl f tfy cu ks tft

ET9 Tfeh xuye n sueh k k tfuyt pfi


83/103

/ T ieh ty/ T se pfo/ T gfif feh/ T nc nl queh il i` ieh ty

/ T efeh iui tp fue ne feh


84/103

4% Gfeh s deh tt i oc k k If ` r` efeh k k el o gfif feh oue ehfa Kc if to gco i` oc gfif feh gfi efù Treh fp > c teh c ieh i kc if gfi efù/ to rìu trueh tef i ec neh%efeh

1% eh ` r` qu efcu ehf Ifee tc ` 9 ehf+ eu gfeh gfif feh s n efcu Trleh gf eeh gfif feh+ neh iif fc èf èh xc ic

h Eu tp trueh vl ic qu i`l fe gf eeh gfif feh tfs ko ot tp trueh vl ic o gfif feh i gf eeh ou`neh iif ko ee keh gfif feh tp trueh vl efeh otfeh qu gf eeh

ET:= s deh ehe eh kcef flt/ Tref efeh t g tfut/ Tref efeh t sl reh= se pfo ieh ty ao ift keh i`l


85/103

tf el k ift keh i`l/ Tf`y ve vct neh ve ec tft k t efce+ neh iif tfo ot st =

/ T o= D+ If + @ef +/ T ec= fe e`+ v` kc+ ehlc r`+ ot gfi+ tfo if

/ I uec=/ G tfut ve cu= efeh t deh i o fc hceh efù+

efeh iu i efeh t fp t neh efù/ G tfut keh k= t` keh tf ehc t ` s tcp vl+ ec oc

ifl ehc t` ec tcpxce kc èf k


86/103

ET8% Gt fp hc`l tcp gfeh kc /E ic= t efce eh ki+ eh if+ ife tfef

/ hceh ec=/Hceh tro tce iy/ Hceh i`l scef eh

Ki u ee hceh tro+ Gfc tfuyt pfi pfc ke+ Gfc tr kc tf xueh

hceh &v hceh i`l tf teh pfe ieh tfeh#+ Gt tfi ke hceh iflpfe scef eh%/ef ot tfe tfce+ tp trueh efeh t ef+ eh n`l hctf fce s t o/ eh ti= t efce+ t tce

ET6% DET6% DET6% DET6% D lllleeee trtrtrtriiii iiiiiiii tftftftfiiiiooooiiii iiii` gfgfgfgfifififif ffffeheheheh

IR E HC I EF TF EL tfeh+ èf s ièf si%%&ef ki feh gfc s tce 9%222%222#+ èf s i% @efs i gfl v kcu keh gfif feh tref io hci n k`%G tfut tr= kct g tt i ii nt tce s i hcc quyt= èf s gfeh

pfc kl ifuye nl deh+ èf s gfeh pfcèf s gfeh pfc%G tfut efe= efe kc if i` se pfo vc tfc hcè+ f`y s keh%Trueh nef ot ehy oy hct tct gco ifl if 9 tceh eh f+ 0 tfehtct gco 32f &4 ehy#+ ef vy ot eo if i i 46 ehy he >tfeh ehfG tfut ifc`=

/ Ifc` ef hc ou` se pfo ifl s tfc hcè fli s sepfo &922%222,fp tfui teh eh 02 ehe 0 vce#+ se pfo eytef r` gfeh oi ko+ v xc i eo oc ehy tef r` oc ehy i oyehe eh&gfc ou` no fco= gfc ft ifeh tref i >22 trcu o eh ot

ehy 1222 #/ Ifc` hc tfef n pfe= hc if` tfu Z@T+ tif r` gfc npfe ty tfal to k gfif feh &du kif tfif ife hc v ehc t`tfif tflc oc#

/ G tfut sl sef= c go vc g tfut ifc`+ tef r` 0ehy èf ot i 1222 nl fco if neh tc hc xa


88/103

/ G tfut ii tcu f`= d` tre pfe ifef kif hc i`> se pfo gfi ef`u &if tef tf ilc if fe i 02%222o if i tfao ic ey+ i`c gc`# Trleh treh fp tfe c pfeh fli se pfo ey t fe

Gfc r fe tf ec v tct gco efeh tf v k tct gcoifl gfif feh

TrTrTrTr kkkkcccc efefefefeheheheh tftftftfiiii ooooiiii iiii` gfgfgfgfifififif ffffeheheheh efefefef tftftftfeeeellll


89/103

> tfc i` ehc c dce ne feh ie pfc ku

0%0%0%0% IfIfIfIfpppp efefefefeeee gcgcgcgceeee gfgfgfgfifififif ffffeheheheh==== gfgfgfgfifififif ffffeheheheh

tftftftfiiii ooooiiii kkkk quèquèquèquè totototo dldldldl vvvvyyyy ififififpppp efefefefeeee 0000iiiiifififif tttt efceefceefceefce>%>%>%>% GfehGfehGfehGfeh cccc uuuu oooo pfpfpfpfcccc hchchchc nnnnefefefef ttttefefefef

Rfe nct > klc tfi oi0%0%0%0% TfTfTfTfiiii ooooiiii hchchchc &&&&iiii ssssuuuu eheheheh` rehrehrehreh#=#=#=#= eeeecccc oooo

eeeecccc //// yyyy iiiicccc hhhh iiiieheheheh ooooiiii%>% TfTfTfTfiiii ooooiiii tftftftftttt &&&&ffff eeeecccc hyhyhyhy ssssiiii pppp++++ flflflfliiii

kkkkyyyy tfehtfehtfehtfeh tce#tce#tce#tce#

N1

02020202 gggg tfutfutfutfutttt trtrtrtr kkkkcccc efefefefeheheheh gcgcgcgc eeee

gfgfgfgfifififif ffffeheheheh

0 n c kc fc f dc f


90/103

0% l su= eh n`l hctr kc eh`y+ o t iu fc f dce t tfo

>% G tfut eh tef i cu gce= 9 ni

Ni 0= d ao eh vc èf%EFEH

Ni >= tref ny gce oef deh dif v tr kc tf`y &eh n`lhcec fe v go d èf iif gcef dlèf i` ne f v ne aogfi efù f gcef dlèf v hc+ ao gcef dlèf v dif v%#

Ni 9= gco slt xao iu tr kc v` keh gfif feh if` &èf tfyao i eh gfeh< @ef ieh efe gfeh


91/103

gfif feh = :%222%222 0 ic xa oy ey tf o`u f kofNe feh= ef oue ec v if nl fef f


92/103

Neh kc= Neh pfeh tce=&de ifeh hc / o f gfeh gco ifeh i v

gfeh i ko pfeh fc ifl gfif feh#

6% Fle ncef=/ Neh kc= hc t e` a o s tr`l c i tf vc èf/ Neh pfeh tce= ky oy tef ifi k gfeh

i usù nueh oy tef tf dc%tfcnt ifl %

/ Neh ce tflc= fc xp ao

3% Co keh= co keh if f dce t r fe &v > ehceh vc efù+ ehc ey co tf ehc gc` pfc ec#

02% EhEhEhEhoooo kckckckc ggggllll ffff tftftftfefefefef eheheheh ocefocefocefocef= gfif fehtr kc tf`y ifl oef

/ Feh ey i`l qu gf ne qu/ Zy tfal if tf ko s`l gfif feh eh f

if


93/103

ZAIF


94/103

GAT TFQITFEH ZQ


95/103

Ehc nè fèh iè ku y

0% Puyat ef ou` k` vcai gflgfè% Dl v`y nè pf`c hcup g,f

quyat ef >% Ehc nè pf`c ncat =

/ Gfc e`l eae hut k`c

/ Hut k`c ef tfa e l

Eae hut k`c ef tfa


96/103

e`l% RR iule %%

Tlo t`t t`t i` efeh h% gfcaegf`if f`eh

%%


99/103

9% RR ouc

`t gfìf fèh dc

s %hc` f`c

%% tf`y v hc`%%

4% RR tò %%


100/103

I kò ef gfìf

fèh ` v` nè n`t ù

1% RR iè %%


101/103

`t iù flc ifl gfìf fèheau fl ile %

gfcae fl h`t ù leh y

v` n`t ù


102/103

:% RR tr`c % ` r` %% o`ehtef a dl` g,f`ehgfcae fl pf`c %


103/103

8/RR n`t %lt efcae

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