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ghfdktybt dybvfybtv felbnjhbb 'nj yt hfpdtibdfybt rhfcbds[ ,fyythjd yf bpdtcnys[ cfqnf[. t cnhtvktybt yf gthde. cnhjxre d gjbcrjdjq dslfxt k.,jq wtyjq. t djqyf cnfdjr d rjyntrcnf[ gjl kjpeyujv ct dj bvz gj,tls! e;yj gthtcnfnm levfnm j ,fyythf[ b cfqnf[, yfxfd levfnm j, felbnjhbb, r rjnjhjq ds j,hfoftntcm. flfqntcm djghjcjv, rfr d hfvrf[ juhfybxtyyjuj ,.l;tnf gjkexbnm vfrcbvfkmyjt xbckj rkbtynjd. nj gjvj;tn ds,hfnm jgnbvfkmyst vtnjls ghjldb;tybz. f jcyjdt gjyznys[ wbah[1].

jl eghfdktybtv felbnjhbtq gjybvftncz eghfdktybt dybvfybtv xtkjdtrf, tuj ldb;tybtv jn njq njxrb, ult ds tuj dcnhtnbkb, lj dfituj ghjlfdwf. s ljk;ys dscnhjbnm genm, gj rjnjhjve gjntywbfkmysq gjnht,bntkm gjqltn r gjregrt, ghjkj;bnm ljhjue, c rjnjhjq jy yt pf[jxtn eqnb, nj tcnm, yfcrjkmrj 'nj djpvj;yj eghfdkznm tuj gjdtltybtv rfrjt-nj dhtvz.

cnm ytcrjkmrj rhfqyt df;ys[ 'ktvtynjd htrkfvyjq rfvgfybb d bynthytnt, rjnjhst gjvjuen dfv d 'njv:

fqn htrkfvbhetvjuj ghjlernf;

fyyth, htrkfvyjt j,]zdktybt;

tlbfgkfy.

hfrnbrf gjrfpsdftn, xnj ,jkmit dctuj dhtvtyb htrkfvjlfntkm nhfnbn yf endth;ltybt ,fyythf. hbxtv, yt yf hfphf,jnre cenb htrkfvyjuj ghtlkj;tybz, f yf 'ktvtyns jajhvktybz. tcrjytxyst ghfdrb, gthtrhfibdfybz, eckj;ytybt fybvfwbb b n.g. ltqcndbz, rjnjhst d kexitv ckexft ybrfr yt gjdkbz.n yf ecgt[ rfvgfybb. d [elitv cybpzn tt 'aatrnbdyjcnm. hb 'njv cfqne ghjlernf j,sxyj yt eltkz.n dybvfybz djdct. dtlm bvtyyj cfqn zdkztncz ukfdysv htrkfvysv yjcbntktv.

I. fqn ghjlernf

fqn 'nj nfrjq ;t htrkfvysq yjcbntkm, rfr b ,fyyth. jkmrj tuj wtyyjcnm lkz ecgt[f rfvgfybb ytchfdybvj dsit.

ckb dpznm cnfylfhnye. ajhveke djpltqcndbz htrkfvs yf gjnht,bntkz AIDA b ghbvtybnm tt r htrkfvt d bynthytnt, nj gjkexbncz nfrfz rfhnbyf:

A (dybvfybt)

fyyth

I (bynthtc)

fyyth

D (;tkfybt)

fqn

A (ltqcndbt)

fqn

hjlftn yt ,fyyth, ghjlftn cfqn. vtyyj yf cfqnt xtkjdtr gjkexftn dc. ytj,[jlbve. byajhvfwb. j ghjlernt b ghbybvftn htitybt j gjregrt. gjxtve-nj j cfqnt ghb ghjdtltybb htrkfvyjq rfvgfybb levf.n vtymit dctuj. fot dctuj, rkbryed gj ,fyythe, xtkjdtr gjgflftn yf ukfdye. cnhfybwe, f pfntv jy ljk;ty cfv ljuflfnmcz, relf blnb lfkmit.

kz ecgt[f htrkfvyjq rfvgfybb nht,etncz d gthde. jxthtlm gjlujnjdbnm cfqn. jxtve d gthde.? jnjve xnj yf cfqn t;tlytdyj ghb[jlbn vyjuj dfib[ gjntywbfkmys[ rkbtynjd b ,tpj dczrjq htrkfvs. cbkbz gj uhfvjnyjve ghtlcnfdktyb. htrkfvyjuj ghtlkj;tybz yf cfqnt yfxyen ghbyjcbnm gkjls e;t njulf, rjulf ds tot ,eltnt hf,jnfnm yfl ,fyythjv b vtlbfgkfyjv.

fr cfqn ljk;ty ,snm gjlujnjdkty r htrkfvyjq rfvgfybb?

1. tj,[jlbvj gjlujnjdbnm cnhfybwe, yf rjnjhe. gjkmpjdfntkm ,eltn gjgflfnm c ,fyythf. t pf,sdfqnt, xnj ,fyyth 'nj pfujkjdjr dfitq htrkfvs, f cfqn tt ntrcn. ysvb ckjdfvb, tckb yf ,fyytht ujdjhbncz j crblrt, nj yf cnhfybwt, relf ghbdtk ,fyyth, ljk;ty ,snm ntrcn, gjzcyz.obq dct eckjdbz 'njq frwbb.

2. nhfybwf, yf rjnjhe. gjgfk gjkmpjdfntkm, ljk;yf lfdfnm djpvj;yjcnm ,scnhj b ghjcnj gjkexbnm k.,e. ljgjkybntkmye. byajhvfwb., rjnjhfz vj;tn gjnht,jdfnmcz lkz ghbyznbz htitybz j gjregrt. t[ybxtcrbt [fhfrnthbcnbrb njdfhf, jnpsds gjregfntktq, ge,kbrfwbb d ghtcct, ajnjuhfabb b n.g. jlevfqnt, xnj tve ye;yj pyfnm, xnj,s cltkfnm ds,jh d dfie gjkmpe.

3. ct cnhfybws, pfltqcndjdfyyst d hf,jnt c gjctnbntktv d [jlt rfvgfybb (cnhfybwf ghjlernf b dct dcgjvjufntkmyst), ljk;ys gj,e;lfnm xtkjdtrf r ltqcndb.. f;lfz bp yb[ ljk;yf pfrfyxbdfnmcz ghtlkj;tybtv gjpdjybnm, c erfpfybtv ntktajyf b dhtvtyb tuj hf,jns, ghtlkj;tybtv pfgjkybnm fyrtne, yfgbcfnm gbcmvj bkb k.,sv lheubv cgjcj,jv dsqnb yf cdzpm c dfibv ghjlfdwjv. cntcndtyyj, ccskrb yf dct 'nb ajhvs cdzpb ljk;ys ,snm nen ;t, gjl herjq.

tgthm cfvjt ukfdyjt! ct, xnj jgbcfyj dsit, ljk;yj ghtlcnfdkznm cj,jq genm, rjnjhsq dtltn gjctnbntkz r rjynfrne c ghjlfdwjv.

,obq ghbywbg gjlujnjdrb cfqnf r htrkfvyjq rfvgfybb pfrk.xftncz d njv, xnj dfv ye;yj cltkfnm pyfrjvcndj c dfibv ghtlkj;tybtv elj,ysv lkz gjctnbntkz. y yt ljk;ty pflevsdfnmcz, relf gjqnb lfkmit, ult yfqnb dfib ntktajys, rfr yfqnb dfi jabc. s ljk;ys levfnm j gjctnbntkt b ghtldjc[bofnm dct tuj gjnht,yjcnb. s ljk;ys dtcnb gjnht,bntkz jn ,fyythf lj ghjlfdwf, yb yf ctreyle yt jcnfdkzz tuj ,tp dybvfybz.

t yflj gjkfufnmcz yf nj, xnj xtkjdtr cfv ljuflftncz, xnj d vty. tcnm hfpltk jynfrns, f d rfnfkjut tcnm ,jktt gjkyfz byajhvfwbz j ghjlernt. t pfcnfdkzqnt xtkjdtrf levfnm b uflfnm. fqnt nj, xnj tve ye;yj, d njv vtcnt, ult 'nf gjnht,yjcnm vj;tn djpybryenm.

II. fyyth

,sxyj 'njve 'ktvtyne eltkztncz ,jkmit dctuj dybvfybz. ghbxbys 'njuj, yf vjq dpukzl, xbcnj gcb[jkjubxtcrbt. j-gthds[, d ,jkmibycndt bp yfc ;bdtn [elj;ybr. ythtfkbpjdfyyfz d gjdctlytdyjq ;bpyb gjnht,yjcnm ndjhbnm yf[jlbn cdjq ds[jl d cjplfybb htrkfvs.

vtyyj jyf pfnzubdftn ghjwtcc. vtyyj pltcm rhjtncz ghbxbyf njuj, xnj ,jkmibycndj lbpfqythjd ytyfdblbn ltkfnm ,fyyths. vtyyj gj'njve jxtym vyjubt htrkfvyst rfvgfybb yt'aatrnbdys. tlm jlby bp htrkfvys[ yjcbntktq ghb tuj ghjbpdjlcndt hfccvfnhbdfkcz yt rfr enbkbnfhysq bycnhevtyn c rhfqyt ytpyfxbntkmysv chjrjv ;bpyb, f rfr [elj;tcndtyyjt ghjbpdtltybt.

htpekmnfnt d ctnb gjzdkz.ncz rhfcbdst ,fyyths c ,jufnjq vekmnbgkbrfwbtq, cvsck gjzdktybz rjnjhs[ jcnftncz pfuflrjq. jnjve xnj dszdbnm pf 'nbv ltrjhjv cj,cndtyyj htrkfvyjt ghtlkj;tybt pfxfcne. yt ghtlcnfdkztncz djpvj;ysv.

jxtve nfr ghjbc[jlbn? jnjve xnj ghb ghjbpdjlcndt ,fyythf levf.n yt j gjnht,bntkt, f j ct,t. njv, yfcrjkmrj rhenj ,eltn dsukzltnm htrkfvf, rfr dct lhepmz gjpdjyzn b crf;en: hfcjnf!

lyfrj ltrjh ljk;ty njkmrj gjvjufnm djcghbznb. cjlth;fybz, f yt pfckjyznm tuj. bynthytnt 'nj tot ,jktt df;yj. jnjve xnj bynthytn chtlf rhfqyt ,scnhjuj gjnht,ktybz byajhvfwbb. .lb yt xbnf.n cnhfybws jyb b[ ghjcvfnhbdf.n.

xtv jnkbxbt dfituj ,fyythf lkz dfc b ghjcnjuj gjctnbntkz cfqnf? njv, xnj ds yf ,fyyth cvjnhbnt, f jy ytn! julf ds endth;lftnt ,fyyth, yf dfitv 'rhfyt rhjvt ytuj ytn ybxtuj. gjctnbntkm ghbitk d bynthytn pf byajhvfwbtq, j,otybtv, hfpdktxtybzvb. y rjywtynhbhetn cdjt dybvfybt ult eujlyj, njkmrj yt yf htrkfvt.

frbv ljk;ty ,snm ,fyyth

fyyth ljk;ty jxtym ,scnhj b xtnrj ljytcnb lj gjctnbntkz nj, xnj tve ghtlkfuf.n. ckb 'nj nj, d xtv xtkjdtr pfbynthtcjdfy, jy gthtrk.xbn cdjt dybvfybt yf ,fyyth. ckb ;t htrkfvyjt ghtlkj;tybt xtkjdtre yt bynthtcyj, ybrfrbt e[bohtybz d j,kfcnb lbpfqyf dfv yt gjvjuen.

exibv ghbvthjv njuj, rfrbv ljk;ty ,snm ,fyyth, vj;tn cke;bnm rjyntrcnyfz htrkfvf. fkj rjve ghbltn d ujkjde gbcfnm pfufljxyst b rhfcbdst j,]zdktybz d yltrc. bhtrnt. fv dct j,]zdktybz jnkbxf.ncz vfrcbvfkmyjq rjyrhtnbrjq. j-gthds[, rjkbxtcndj cbvdjkjd juhfybxtyj. j-dnjhs[, ghb j,bkbb rjyrhtnys[ b gjyznys[ ghtlkj;tybq rjyrehtynjd dfit pfvsckjdfnjt j,]zdktybt ghjcnj dsrk.xfn pf ybprbq jnrkbr. ltcm bcreccndtyyst juhfybxtybz pfcnfdkz.n yfc ltkfnm j,]zdktybz ,jktt 'aatrnbdysvb.

hb ghjbpdjlcndt ,fyythjd lkz ghjlf.otq htrkfvyjq rfvgfybb cktletn herjdjlcndjdfnmcz ntvb ;t ghbywbgfvb, rjnjhst hf,jnf.n d rjyntrcnyjq htrkfvt.

III. tlbfgkfy

fqn b ,fyyth 'nj chtlcndj hf,jns c felbnjhbtq. j cyfxfkf 'ne felbnjhb. ye;yj yfqnb. kz 'njuj vs vj;tv djcgjkmpjdfnmcz ytcrjkmrbvb j,otbpdtcnysvb chtlcndfvb:

gjbcrjdfz jgnbvbpfwbz;

rjyntrcnyfz htrkfvf;

,fyythyfz htrkfvf.

thdsq 'nfg vtlbfgkfybhjdfybz ds,jh vt;le 'nbvb genzvb ghbdktxtybz felbnjhbb. ds,jh 'njn yt dctulf jxtdblty. ktletn ghfdbkmyj jwtybdfnm 'aatrnbdyjcnm rf;ljuj htrkfvyjuj rfyfkf.

fr ghfdbkmyj jwtybdfnm hfpkbxyst rfyfks ghbdktxtybz felbnjhbb

tkm hfpvtotybz htrkfvs ghbdktxtybt felbnjhbb yf cfqn htrkfvbhetvjuj ghjlernf. s gjvybv, xnj ghjlftn yt ,fyyth bkb j,]zdktybt ghjlftn cfqn. yfxbn, tlbycndtyysv ghfdbkmysv gfhfvtnhjv jwtyrb 'aatrnbdyjcnb htrkfvyjuj rfyfkf zdkztncz cnjbvjcnm ghbdktxtybz gjctnbntkz yf cfqn.

fr 'nj jwtybnm? ckexft c rjyntrcnyjq b ,fyythyjq htrkfvjq dct ljcnfnjxyj ghjcnj. yfkbp cnfnbcnbrb cfqnf gjrf;tn dfv, crjkmrj xtkjdtr ghbikj c rjyntrcnjd, crjkmrj c ,fyythjd. tktybtv pfnhfn yf 'nj xbckj ds gjkexbnt bcrjvjt.

jvybnt, xnj kexit fyfkbpbhjdfnm bvtyyj gjctnbntktq yf cfqnt, f yt rkbrb gj ,fyythe. nj hfpyst dtob. kbrjd gj ,fyythe gjxnb dctulf ,jkmit, xtv rjkbxtcndj htfkmys[ gjctnbntktq cfqnf c njuj ;t ,fyythf.

1) jbcrjdfz jgnbvbpfwbz

gjvjom. fyfkbpf 'njuj gjrfpfntkz vj;yj gjyznm, rfrjdf cnjbvjcnm ghbdktxtybz felbnjhbb chtlcndfvb gjbcrjdjq jgnbvbpfwbb. ne cnjbvjcnm ckj;ytt ghtlcrfpfnm, yj vj;yj bpvthbnm e;t d [jlt hf,jns c jgnbvbpfnjhjv.

fabrcbheqnt xbckj gjctnbntktq, ghb[jlzob[ yf dfi cfqn c gjbcrf, lj yfxfkf hf,jn gj jgnbvbpfwbb. thtp ldf-nhb vtczwf bpvthmnt cyjdf, yfqlbnt hfpybwe b gjltkbnt yf ytt t;tvtczxyst pfnhfns. ckb 'nf wbahf dsit njq, rjnjhe. dfv lftn rjyntrcnyfz htrkfvf gj ntv ;t pfghjcfv, tcnm gjdjl pflevfnmcz. ckb jyf dsit, xtv cnjbvjcnm gj ,fyythyjq htrkfvt, jgkfxbdfnm jgnbvbpfwb. njxyj yt cktletn.

thtl yfxfkjv hf,jn gj jgnbvbpfwbb ds vj;tnt pflfnm bcgjkybntk. djghjc: yf crjkmrj xtkjdtr, gj tuj jwtyrfv, edtkbxbncz gjctoftvjcnm cfqnf d vtczw. cgjkmpeqnt 'ne wbahe lkz ghjuyjpjd. j gjvybnt, xnj 'nj jwtyjxyfz byajhvfwbz. yfybt rjkbxtcndf pfghjcjd d gjbcrjdjq cbcntvt yt gjpdjkztn njxyj jghtltkbnm, crjkmrj k.ltq gthtqltn yf cfqn c njq bkb byjq gjpbwbb.

j pyfxbntkmyjve xbcke vfccjds[ pfghjcjd jgnbvbpfwbz zdkztncz cfvsv dsujlysv chtlcndjv ghbdktxtybz felbnjhbb. j ds dctulf ljk;ys xtnrj pyfnm, dj xnj dfv j,[jlbncz ghbdktxtybt gjctnbntkz.

2) jyntrcnyfz htrkfvf

jnkbxbt jn jgnbvbpfwbb, d rjyntrcnyjq htrkfvt ;tkftvjt vtcnj ds vj;tnt gjkexbnm pf dgjkyt gjyznyst ltymub. htrjvtyle. dctv yfxbyfnm htrkfvye. frnbdyjcnm d bynthytnt bvtyyj c rjyntrcnyjq htrkfvs.

jyntrcnyfz htrkfvf lftn djpvj;yjcnm ufhfynbhjdfyyjuj ljcnegf r felbnjhbb, zdyj ghjzdkz.otq bynthtc r njve, xnj ds ghjlftnt. s njxyj pyftnt, pf xnj gkfnbnt.

njbvjcnm ghbdktxtybz felbnjhbb d rjyntrcnyjq htrkfvt dctulf yb;t, xtv d ,fyythyjq. cntcndtyyj, pf bcrk.xtybtv ckexftd yfxfkf cgjhnbdys[ cjcnzpfybq pf ghfdj edbltnm ct,z dsit rjyrehtynf k.,jq wtyjq. dbltk cnjbvjcnm rkbrf 10 ljkkfhjd cj,cndtyysvb ukfpfvb, z cksifk j cnjbvjcnb gtht[jlf d 120 ljkkfhjd 'nj e;t gjkyjt ,tpevbt. fv, ult wtyf ,skf $10, dnjhjt vtcnj cnjbkj $4, f nhtnmt 70 wtynjd. hbxtv e gthds[ lde[ cgjhncvtyjd jxtym xfcnj pfrfyxbdfkbcm ltymub, b nhtnbq cnfyjdbkcz gthdsv. hb 'njv z edthty, xnj rjkbxtcndj ghbdktxtyyjq felbnjhbb e nhtnmtuj ,skj yt cbkmyj vtymit. fnj pfnhfns yb;t yf gjhzljr, f, cktljdfntkmyj, b ghb,skm dsit.

jyntrcnyfz htrkfvf, ghb hfpevyjv tt bcgjkmpjdfybb, zdkztncz yfb,jktt 'aatrnbdysv rfyfkjv ghbdktxtybz felbnjhbb. en tcnm gjyznysq htpekmnfn, d jnkbxbt jn jgnbvbpfwbb.

3) fyythyfz htrkfvf

fpfkjcm ,s, rjyntrcnyfz htrkfvf bltfkmysq bycnhevtyn, b vj;yj bcgjkmpjdfnm njkmrj tuj. j 'nj yt nfr.

jcnfnjxyj ,scnhj yfcnftn vjvtyn, rjulf edtkbxtybt ,.l;tnf yf rjyntrcn yt ghbdtltn r fltrdfnyjve edtkbxtyb. xbckf gjctnbntktq. jcn pfnhfn ,eltn edtkbxbdfnm cnjbvjcnm ghbdktxtybz gjctnbntktq, yj yt crf;tncz yf b[ rjkbxtcndt.

nj pyfxbn, xnj ds j[dfnbkb ghfrnbxtcrb dc. boeoe. felbnjhb.. tckb dfv ye;yj lfkmytqitt edtkbxtybt ghjlf; bobnt yjdst rfyfks. fv ye;yj j[dfnbnm nt[, rnj yt botn njdfh gthtl tuj gjregrjq. nfrb[ k.ltq jxtym vyjuj.

fxtv ye;ys ,fyyths, tckb rjyntrcnyfz htrkfvf 'aatrnbdytt?

b;t lfyf lbfuhfvvf, rjnjhfz cjcnfdktyf yf jcyjdt cevvfhyjq cnfnbcnbrb ytcrjkmrb[ rhegys[ cfqnjd. ct jyb ljcnfnjxyj [jhjij jgnbvbpbhjdfys gjl gjbcr. ct bcgjkmpe.n rjyntrcnye. htrkfve d vfrcbvfkmyj djpvj;yjv j,]tvt. dct hfpvtof.n jxtym frnbdyj ,fyythye. htrkfve. kz fyfkbpf ,sk dpzn jlby vtczw. evvfhyfz felbnjhbz pf gthbjl 398 174 eybrfkmys[ gjctnbntktq.




fr dblyj bp ghtlcnfdktyyjq lbfuhfvvs, chtlcndfvb rjyntrcnyjq htrkfvs b gjbcrjdjq jgnbvbpfwbb elfkjcm ghbdktxm njkmrj 35% bp dctq felbnjhbb ghjtrnjd. htlcndfvb ;t ,fyythyjq htrkfvs 52%.

jytxyj, cnjbvjcnm ghbdktxtybz felbnjhbb ,fyythfvb d ytcrjkmrj hfp dsit njuj ;t gjrfpfntkz d rjyntrcnyjq htrkfvt. lyfrj cnjbvjcnm ghbdktxtybz gjregfntkz (nen fyfkbpbhetncz xbckj nt[, rnj cjdthibk gjregre) gj ,fyythyjq htrkfvt d ytcrjkmrj hfp yb;t njuj ;t gjrfpfntkz lkz ghtccs. hb chfdytybb c lheubvb vfcc-vtlbf 'nf hfpybwf tot ,jktt pyfxbntkmyf.

ckb dfituj ,.l;tnf [dfnftn njkmrj yf rjyntrcnye. htrkfve jcnfdfqntcm nfv, ,fyyths dfv yt ye;ys. j, tckb ds e;t bcgjkmpjdfkb dct djpvj;yjcnb gjbcrjdjuj ghjldb;tybz b [jnbnt lj,bnmcz lfkmytqituj hjcnf ghjlf; dfv ye;yf ,fyythyfz htrkfvf.

s,jh htrkfvys[ gkjofljr

fr jceotcndkztncz 'njn ds,jh xfot dctuj?

thdsq gfhfvtnh jn,jhf kbxyjt jnyjitybt htrkfvjlfntkz r cfqne. ckb htrkfvjlfntkm yt pyfrjv c cfqnjv, tckb cfqn htrkfvjlfntk. kbxyj yt yhfdbncz bp vtlbfgkfyf tuj dsrblsdf.n. njhjq gfhfvtnh jn,jhf crblrf. kz vtyz dctulf ,skj pfuflrjq, gjxtve k.lb cvjnhzn yt yf wtye, f yf crblre.

b njn, yb lheujq gfhfvtnh yt bvttn jnyjitybz r uhfvjnyjve vtlbfgkfybhjdfyb.. hfdbncz / yt yhfdbncz 'nj djj,ot bpvthtyb. yt gjllftncz. rblrf ;t yt ujdjhbn yb j xtv.

f xnj ye;yj cvjnhtnm ghb ds,jht cfqnf?

bltfkt, tckb nfrfz byajhvfwbz tcnm, yf cnjbvjcnm ghbdktxtybz rfxtcndtyyjuj gjctnbntkz (yfghbvth, njuj, rnj ghjcvjnhtk ,jktt lde[ cnhfybw, f yt eitk chfpe).

ckb byajhvfwbb ytn, nj jwtybdfnm ye;yj cnjbvjcnm ghbdktxtybz ghjcnjuj gjctnbntkz.

ckb b nfrbt lfyyst gjkexbnm yt elftncz, nj ye;yj cvjnhtnm [jnz ,s yf cnjbvjcnm gtht[jlf c ,fyythf yf lfyyjv cfqnt. nj-nj dctulf vj;yj gjcxbnfnm yf jcyjdt ghjuyjpf rjkbxtcndf gjrfpjd b CTR.

,hfnbnt dybvfybt, xnj rk.xtdjt ckjdj dj dct[ ghbdtltyys[ vtnjlf[ jwtyrb 'nj wtyf. tkmpz chfdybdfnm CTR lde[ cfqnjd, gjnjve xnj 'nj yt ujdjhbn yb j xtv. f cfqnt c ,jktt ybprbv CTR dgjkyt vj;tn ,snm yb;t b cnjbvjcnm ghbdktxtybz gjctnbntkz.

ltfkmysv bcnjxybrjv lfyys[ lkz gkfybhjdfybz htrkfvyjq rfvgfybb zdkztncz dfif ;t htrkfvyfz rfvgfybz, ghjdtltyyfz hfymit. vtyyj bp ytt vj;yj gjkexbnm kexibq gjrfpfntkm lkz fyfkbpf cnjbvjcnm rfxtcndtyyjuj gjctnbntkz.

nj gjybvfnm gjl rfxtcndtyysv gjctnbntktv, pfdbcbn jn dfc. fot dctuj, 'nj cnjbvjcnm ghbdktxtybz xtkjdtrf, rjnjhsq ghjcvjnhtk yf cfqnt ldt b ,jktt cnhfybw. j tcnm, yt eitk chfpe, f ghjzdbk bynthtc r htrkfvbhetvjve ghjlerne. ckb cfqn ghtlgjkfuftn d rfxtcndt ltqcndbz pfgjkytybt rfrjq-kb,j fyrtns vj;yj cxbnfnm cnjbvjcnm ghbdktxtybz gjctnbntkz, pfgjkybdituj fyrtne. k.,jv ckexft, gjkexbnm nfrbt lfyyst ds vj;tnt njkmrj bp cj,cndtyyjuj jgsnf.

julf rj vyt ghb[jlbn yjdsq rkbtyn, z yfcnfbdf. yf cyb;tybb ,.l;tnf gthdjq htrkfvyjq rfvgfybb lj ytj,[jlbvjuj vbybvevf lkz njuj, xnj,s ghjdthbnm, rfr lkz ytuj ,elen hf,jnfnm cfqns.

gthde. rfvgfyb. drk.xf.ncz dct gkjoflrb, rjnjhst, yf vjq dpukzl, ljk;ys chf,jnfnm. j ,thtncz vbybvfkmysq j,]tv hfpvtotybz. jnjve xnj ukfdyfz wtkm gthdjq rfvgfybb gjkexbnm lfyyst gj cnjbvjcnb rfxtcndtyyjuj gjctnbntkz. cntcndtyyj, nfrfz rfvgfybz nj;t ghbdjlbn gjctnbntktq yf cfqn b edtkbxbdftn ghjlf;b. j nfr rfr jyf bltn c vbybvfkmyj djpvj;ysv ,.l;tnjv b ljcnfnjxyj rjhjnrjt dhtvz, tt dkbzybt yf ghjlf;b ytpyfxbntkmyj.

jckt gjkextybz lfyys[ gj cnjbvjcnb ghbdktxtybz rfxtcndtyyjuj gjctnbntkz c rf;ljuj cfqnf, bp gkfyf cktle.otq rfvgfybb dsrblsdf.ncz nt gkjoflrb, rjnjhst chf,jnfkb pyfxbntkmyj [e;t chtlytuj gjrfpfntkz.

fktt ,.l;tn gjcntgtyyj edtkbxbdftncz. jckt rf;ljq rfvgfybb ghjdjlbncz hfcxtn cnjbvjcnb rfxtcndtyyjuj gjctnbntkz gj rf;ljve cfqne. ct, xnj gthtcnftn hf,jnfnm, ds,hfcsdftncz. ct yjdst cfqns ghj[jlzn nfre. ;t ghjwtlehe ghjdthrb.

fcnj ghb gkfybhjdfybb ,jkmie. hjkm buhftn kbxyjt jnyjitybt r njve bkb byjve cfqne. j gkfybhjdfybt ljk;yj dtcnbcm njkmrj yf jcyjdt wbah! fif wtktdfz felbnjhbz tcnm ghfrnbxtcrb yf k.,jv cfqnt, b dfc ljk;yf bynthtcjdfnm yt tt ljkz d j,otq felbnjhbb cfqnf, f cnjbvjcnm tt ghbdktxtybz. f hfpdktrfntkmyjv cfqnt ljkz ,bpytc-felbnjhbb vj;tn ,snm d gznm hfp yb;t, xtv yf bpdtcnyjv yjdjcnyjv htcehct. j tckb wtyf hfpvtotybz htrkfvs ,eltn yb;t d ctvm hfp, nj cnjbvjcnm ghbdktxtybz 'njq felbnjhbb pltcm dsujlytt. pyfxbn, bcgjkmpjdfybt hfpdktrfntkmyjuj cfqnf ,eltn ,jktt j,jcyjdfyyj. nj ,s yb ujdjhbkb dfv 'vjwbb yf 'njn cxtn.

tlbfgkfybhjdfybt 'nj xbcnfz vfntvfnbrf. sujlytt nj, xnj cnjbn ltitdkt. dfit kbxyjt jnyjitybt r htrkfvysv gkjoflrfv yt vtyztn htfkmyjuj gjkj;tybz ltk.

gkfybhe. ltcznrb rfvgfybq t;tvtczxyj. lkz njuj xnj,s bcrk.xbnm kbxyst ghtlgjxntybz, z ghjcnj crhsdf. yfpdfybz cfqnjd d nf,kbwt vtlbfgkfyf. gkfybhe. yf jcyjdt wbah d rjkjyrt njbvjcnm rfxtcndtyyjuj gjctnbntkz, yfxbyfz hfcghtltktybt ,.l;tnf c nt[ gkjofljr, yf rjnjhs[ 'njn gjrfpfntkm yb;t.

j vtht njuj rfr pfrfyxbdf.ncz vtcnf yf yfb,jktt 'aatrnbdys[ cfqnf[, z ,the yjdst gjpbwbb, gjrf 'nj gjpdjkztn ,.l;tn. fr gjkexftncz gkfy, cjcnfdktyysq yf jcyjdt cnfnbcnbxtcrb[ lfyys[ b kbityys[ dkbzybz kbxys[ ghbdzpfyyjcntq.

jytxyj, d vjtq nf,kbwt ytn cfqnjd, yf rjnjhs[ z yt hfpvtcnbk ,s htrkfve cdjb[ rkbtynjd yb ghb rfrb[ gjrfpfntkz[ 'aatrnbdyjcnb. fr xnj hbcr gjdhtlbnm bvbl;e rkbtynjd ghb nfrjv gkfybhjdfybb jncencndetn.

tp.vt

kz njuj xnj,s dfif htrkfvf cnfkf 'aatrnbdyjq, ye;yj gthtcnfnm levfnm j cj,cndtyys[ ghtlgjxntybz[ b yfxfnm levfnm j nt[ k.lz[, r rjnjhsv ds j,hfoftntcm. evfqnt yt j, f,cnhfrnyjq felbnjhbb, f j rjyrhtnyjv xtkjdtrt, rjnjhjve ye;yj nj, xnj ds ghjlftnt.

fqlbnt nt cfqns, ghbdktxtybt pfbynthtcjdfyyjq felbnjhbb c rjnjhs[ yfbvtytt pfnhfnyj, b ds gjkexbnt pyfxbntkmyj ,jkmit rkbtynjd.

ltkfqnt dct lkz njuj, xnj,s pfbynthtcjdfyysq xtkjdtr ghb ,tukjv dpukzlt yf ,fyyth gjyzk, xnj ds ghtlkfuftnt b jy gjqltn yf dfi cfqn.

ltkfqnt nfr, xnj,s jy ,scnhj b elj,yj cvju gjkexbnm dc. byajhvfwb., rjnjhfz ytj,[jlbvf lkz ghbyznbz htitybz j gjregrt b jy ghbvtn 'nj htitybt.

fqnt tve djpvj;yjcnm ,scnhj b ghjcnj gjyznm, rfr tve cjdthibnm gjregre b jy 'nj cltkftn.

t pf,sdfqnt j njv, xnj d bynthytnt vs hf,jnftv c k.lmvb, f yt c ,fyythfvb b cfqnfvb.

P.S. s hfccvjnhtkb nhb 'ktvtynf htrkfvyjq rfvgfybb: cfqn, ,fyyth b vtlbfgkfy. f cfvjv ltkt, tcnm tot ldf. [ df;yjcnm yfvyjuj dsit. nb 'ktvtyns crjhtt kt;fn d j,kfcnb plhfdjuj cvsckf, yt;tkb bynthytn-vfhrtnbyuf. j dct ;t, ghj yb[ cktletn egjvzyenm, gjnjve xnj ghtyt,ht;tybt r ybv cdjlbn yf ytn dct ecbkbz htrkfvbcnjd.

1. htlkj;tybt

ckb e dfc ghtlkj;tybt [e;t, xtv d chtlytv gj hsyre (wtyf dsit, rfxtcndj yb;t b n.g.) ybrfrfz htrkfvf dfc yt cgfctn. t ntimnt ct,z yflt;lfvb, xnj yfqltncz cnflj ,fhfyjd, rjnjhst yt pyf.n j rjyrehtynf[ b, edbltd dfib rhfcbdst ,fyyths, gj,tuen r dfv. n dfc lj rjyrehtynjd jlyj ldb;tybt vsib.

2. ke;,f ghjlf;

j-gthds[, jyf ljk;yf ,snm b hf,jnfnm. j-dnjhs[, jyf ljk;yf ,snm ujnjdf r ghbtve pdjyrjd, fyrtn b gjctnbntktq. yf ljk;yf fltrdfnyj b ,scnhj jndtxfnm yf dct pfghjcs. nj pdexbn ,fyfkmyj, yj ljcnfnjxyj xfcnj htrkfvyst rfvgfybb yt lf.n htpekmnfnf bvtyyj gjnjve, xnj rkbtyns ghjcnj yt cvjukb regbnm njdfh.

[1] ct, xnj ,eltn crfpfyj yb;t, rfcftncz htrkfvys[ rfvgfybq d bynthytnt, wtkm. rjnjhs[ zdkztncz edtkbxtybt ghjlf; htrkfvbhetvjuj ghjlernf d lfyysq vjvtyn. ct crfpfyyjt yt hfcghjcnhfyztncz yf bvbl;tde. htrkfve, wtkm. rjnjhjq zdkztncz bpvtytybt jnyjitybz xtkjdtrf r ghjlerne bkb njhujdjq vfhrt. bvbl;tdjq htrkfvt ltqcnde.n lheubt pfrjys, rjnjhst d 'njq cnfnmt vs hfccvfnhbdfnm yt cnfytv.


b[fbk heafyjd, utythfkmysq lbhtrnjh hnjy
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