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ﺴﺘﻟﺍـ ﻴﻭ ـ ﻟﺍ
ﻕ ـ ﺼﻼ ـ ﻕ
Duct Tape Marketing
ﻟ ﻑﻟﺅﻤﻠ
ﺵﺘﻨﺎﺠ
ﻥﻭﺠ
John Jantsch
ﺔﻤﺩﻘﻤﻟﺍ
:
ﺓﺭﻴﻐﺼﻟﺍ
ﺔﻴﺭﺎﺠﺘﻟﺍ
لﺎﻤﻋﻷﺍ
ﺔﻠﻜﺸﻤ
لﺤ
؟ﺎﺒﻌﺼ
ﺔﺌﺸﺎﻨﻟﺍﻭ
ﺓﺭﻴﻐﺼﻟﺍ
لﺎﻤﻋﻷﺍ
ﻉﺎﻁﻘﻟ
ﻕﻴﻭﺴﺘﻟﺍ
ﺩﺠﻨ
ﺍﺫﺎﻤﻟ
ﻥﺃ
ﻥﻅﻨ
ﻡﺃ
؟ﻕﻴﻭﺴﺘﻟﺍ
ﺔﻴﻠﻤﻌﺒ
ﺎﻴﻓﺎﻜ
ﺎﻤﺎﻤﺘﻫﺍ
ﻲﻘﻠﻨ
ﻻ
ﺎﻨﻨﻷ
لﻫﺏﻠﺠﻟ
ﻲﻔﻜﻴ
ﺔﻴﻟﺎﻋ
ﺓﺩﻭﺠ
ﻡﻴﺩﻘﺘ ،ﺔﺒﺎﺠﻹﺍ
ﺕﻨﺎﻜ
ﺎﻤﻬﻤ
؟ﻥﻴﺭﺘﺸﻤﻟﺍ
ﻥﺃ
ﺏﺠﻴﻓ
،ﻪﻤﺩﻘﺘ
ﻱﺫﻟﺍ
ﻱﺭﺎﺠﺘﻟﺍ
لﻤﻌﻟﺍ
ﺔﻌﻴﺒﻁ
ﺕﻨﺎﻜ
ﺎﻤﻬﻤﻭ ﺔﻴﺴﺎﺴﺃ
ﺔﻁﻘﻨ
ﻡﻬﻔﺘﺘ
:
ﺔﻘﻴﻘﺤ
ﻲﻓ
ﻭﻫ
،ﻱﺭﺎﺠﺘ
ﻁﺎﺸﻨﻭ
لﻤﻋ
لﻜ ﻑﻟﺅﻤﻟﺍ
لﻭﻘﻴ
ﺎﻤﻜ
ﻭﺃ
،ﻲﻘﻴﻭﺴﺘ
ﻁﺎﺸﻨﻭ
لﻤﻋ
ﺭﻤﻷﺍ
:
Everybusiness is actually a marketing business
.
ﻡﻟ
ﺍﺫﺇﺔﻘﻴﻘﺤﻟﺍ
ﻩﺫﻬﺒ
ﻡﻠﻋ
ﻰﻠﻋ
ﻥﻜﺘ ﺍﺫﻬﻓ
،ﺎﻬﺒ
ﻊﻨﺘﻘﻤ
ﺭﻴﻏ
ﺕﻨﻜ
ﻭﺃ
،
ﺍﺫﺎﻤﻟﻭ
،ﺡﺎﺒﺭﻷﺍ
ﺔﺼﺎﺨﻟﺍ
ﻙﺘﻜﺭﺸ
ﻕﻘﺤﺘ
ﻻ
ﺍﺫﺎﻤﻟ
ﻙﻟ
ﺭﺴﻔﻴ ﺱﻔﻨﻷﺍ
ﻕﺸﺒ
ﻙﺤﺎﺒﺭﺃ
ﻲﺘﺄﺘ
.
ﻑﻟﺅﻤﻟﺍ
ﻯﺭﻴ ﻕﻴﻭﺴﺘﻟﺍ
ﻙﺒ
ﻥﻭﻘﺜﻴﻭ
،ﻙﻨﻭﺒﺤﻴﻭ
،ﻙﻨﻋ
ﻥﻭﻓﺭﻌﻴ
لﻜﺎﺸﻤ
ﻭﺃ
ﺔﺼﺎﺨ
ﺕﺎﺠﺎﺤ
ﻡﻬﻴﺩﻟ
ﻥﻤ
لﻌﺠ
ﻪﻨﺃ
ﻰﻠﻋ
.
ﺍﺫﺇ
ﻥﻜﻟ ؟ﻥﻭﺭﻴﺜﻜﻟﺍ
ﻪﻴﻓ
لﺸﻔﻴ
ﺍﺫﺎﻤﻠﻓ
،ﺔﻁﺎﺴﺒﻟﺍ
ﻩﺫﻬﺒ
ﻕﻴﻭﺴﺘﻟﺍ
ﻥﺎﻜ ،ﻥﻴﻗﻭﺴﻤ
ﻡﻬﻨﺃ
ﻰﻠﻋ
ﻡﻬﺴﻔﻨﺃ
ﻰﻟﺇ
ﻥﻭﺭﻅﻨﻴ
ﻻ
لﺎﻤﻋﻷﺍ
ﺏﺎﺤﺼﺃ
ﻥﻷ
،ﻡﻫﺭﻴﻐﻟ
ﺡﺎﺠﻨﻟﺍ
ﺕﺒﻠﺠ
ﻲﺘﻟﺍ
ﺔﻴﻘﻴﻭﺴﺘﻟﺍ
لﺌﺎﺴﻭﻟﺍ
ﻥﻋ
ﻥﻭﺜﺤﺒﻴ
،ﺩﻴﻠﻘﺘﻟﺍ
ﻥﻭﻠﻀﻔﻴ
ﻡﻬﻨﻷ
ﻡﺃﺜ ﺎﻬﻠﺜﻤ
ﻥﻭﻠﻌﻔﻴﻭ
ﺎﻬﻨﻭﺨﺴﻨﻴ
ﻡ
.
ﻻ
ﺀﺍﺭﻔﺼﻟﺍ
ﺕﺎﺤﻔﺼﻟﺍ
لﻴﻟﺩ
ﻲﻓ
ﺙﺤﺒﺍ
؟ﻕﺩﺼﺘ
/
ﺕﺎﻜﺭﺸﻟﺍ
ﺕﺎﻨﻼﻋﺇﻭ
ﺕﺎﻴﺎﻋﺩ
ﻰﻟﺇ
ﺭﻅﻨﺍﻭ
،ﺎﻤ
ﻁﺎﺸﻨ
ﻥﻋ
،ﺀﺎﻗﺭﺯﻟﺍﻡﺩﻘﺘ
ﻲﺘﻟﺍ
ﻉﺎﺒﻁﻨﻻﺍ
ﻥﻭﺨﺴﺭﻴ
ﻡﻬﻨﺃ
ﻭﻫ
ﻥﻭﺩﻠﻘﻤﻟﺍ
ﻪﻜﺭﺩﻴ
ﻻ
ﺎﻤ
؟ﻊﻴﻁﻘﻟﺍ
ﺔﻴﻘﺒ
ﻥﻋ
ﻑﻼﺘﺨﻻﺍ
ﺎﻫﺩﺤﺃ
لﻭﺎﺤﻴ
لﻫ
ﺭﻅﻨﺍﻭ
،ﺎﻬﺘﺍﺫ
ﺔﻤﺩﺨﻟﺍ
لﻴﻤﻌﻟﺎﻓ
ﺍﺫﻟﻭ
،ﺔﻨﺎﻤﻷﺍ
ﻡﺩﻋﻭ
ﺔﻨﺎﻴﺨﻟﺍ
ﻡﻬﺒ
ﺍﻭﻨﻅ
ﺎﻤﺒﺭ
لﺒ
،ﻪﻨﻭﻤﺩﻘﻴ
ﺍﺩﻴﺩﺠ
ﻡﻬﻴﺩﻟ
ﺱﻴﻟ
،ﻥﻴﺩﻠﻘﻤ
ﻁﻘﻓ
ﻡﻬﻨﺄﺒ
،ﺀﻼﻤﻌﻟﺍ
ﺩﻨﻋ
ﺊﺸﺎﻨﻟﺍﺀﻻﺅﻫ
ﻥﻋ
ﺩﻌﺘﺒﻴﺴ
ﻲﻜﺫﻟﺍ
.
ﻋﻡﺎﻌﻨﻟﺍ
ﻥﻓﺩﻴ
ﺎﻤﻠﺜﻤ
ﺎﻤﺎﻤﺘ
،ﻡﻬﻟ
ﻕﻴﻭﺴﺘﻠﻟ
ﺎﺌﻴﺸ
ﻥﻭﻠﻌﻔﻴ
ﻻ
ﺫﺇ
،ﻕﻴﻭﺴﺘﻟﺍ
ﻲﻓ
ﻡﺎﻌﻨﻟﺍ
ﺔﻴﺭﻅﻨ
ﺽﻌﺒﻟﺍ
ﻊﺒﺘﻴ
،ﻯﺭﺨﻷﺍ
ﺔﻬﺠﻟﺍ
ﻰﻠ
ﻥﻭﻨﻤﺘﻴﻭ
ﻥﻭﻠﻤﺄﻴ
ﻁﻘﻓ
لﺒ
،ﻡﻬﺴﻔﻨﻷ
ﺔﻴﻘﻴﻭﺴﺘ
ﻁﻁﺨ
ﻭﺃ
ﺭﺎﻜﻓﺃ
ﺔﻴﺃ
ﻼﺒ
ﺓﺭﻴﻐﺼﻟﺍ
ﺕﺎﻜﺭﺸﻟﺍ
ﺏﺎﺤﺼﺃ
ﺩﺠﺘﻓ
،لﺎﻤﺭﻟﺍ
ﻲﻓ
ﻪﺴﺃﺭ ﻫ
ﻥﺃ
ﻥﺎﻴﺒﻟﺍ
ﻥﻋ
ﻲﻨﻏﻭ
،ﻉﺎﻀﻭﻷﺍﻭ
ﺭﻭﻤﻷﺍ
ﻥﺴﺤﺘﺘ
ﻥﺃﺔﺤﺠﺎﻨ
ﺭﻴﻏ
ﺔﺴﺎﻴﺴﻟﺍ
ﻩﺫ
.
ﻪﺘﺭﺒﺨ
ﻥﻤ
ﻑﻟﺅﻤﻟﺍ
ﺩﺠﻭ
،ﺏﺒﺴﻟﺍ
ﺍﺫﻬﻟﻭ
ﻰﻠﻋ
ﺕﺩﺘﻤﺍ
ﻲﺘﻟﺍ
20
ﻁﻴﺭﺸﻟﺍ
لﻌﻔﻴ
ﺎﻤﻠﺜﻤ
ﺍﺩﻴﻔﻤﻭ
ﺎﻴﻠﻤﻋ
ﻥﻭﻜﻴ
ﻥﺃ
ﺏﺠﻴ
ﻕﻴﻭﺴﺘﻟﺍ
ﻥﺃ
،ﺔﻴﻘﻴﻭﺴﺘﻟﺍ
ﺕﺍﺭﺎﺸﺘﺴﻻﺍ
ﻲﻓ
ﺔﻨﺴ
لﻜﺎﺸﻤﻟﺍ
لﺤ
ﻲﻓ
ﻻﺎﻌﻓ
،ﺍﺩﻌﺘﺴﻤ
،ﺎﺤﺎﺘﻤ
،ﺎﻁﻴﺴﺒ
ﻥﻭﻜﻴ
ﻥﺃ
ﺏﺠﻴ
ﻭﻬﻓ
،ﺓﺩﻌﻟﺍ
ﻕﻭﺩﻨﺼ
ﻲﻓ
ﻕﺼﻼﻟﺍ
.
ﺼﻼﻟﺍ
ﻕﻴﻭﺴﺘﻟﺍ
ﻥﻜﻟ ﻕ
ﻥﻴﻠﻤﺘﺤﻤﻟﺍ
ﺀﻼﻤﻌﻟﺍ
ﻥﺎﻫﺫﺃ
ﻲﻓﻭ
،ﻙﺘﻜﺭﺸ
ﻲﻓ
ﻙﻌﻤ
ﻥﻴﻠﻤﺎﻌﻟﺍ
ﻥﺎﻫﺫﺃ
ﻲﻓﻭ
،ﺀﻼﻤﻌﻟﺍ
ﺏﻭﻠﻗ
ﻲﻓﻭ
ﻥﺎﻫﺫﺄﺒ
ﻕﺼﺘﻠﻴ
ﻪﻨﻷ
ﻁﻘﻓ
ﺢﺠﻨﻴ ﻙﻟ
ﻥﻴﻴﻠﻌﻓ
ﺀﻼﻤﻋ
ﻡﻬﻠﻌﺠﺘ
ﻥﺃ
لﻭﺎﺤﺘ
ﻥﻴﺫﻟﺍ
.
ﺔﺜﻼﺜ
ﺕﺎﻴﺌﺯﺠ
ﻰﻠﻋ
ﺏﺎﺘﻜﻟﺍ
ﻥﻤ
لﻭﻷﺍ
ﺀﺯﺠﻟﺍ
ﺯﻜﺭﻴ
:
ﻥﺃ
ﻲﻫﻭ
ﺱﺎﻨﻟﺍ
ﻙﺒ
ﻡﻠﻌﻴ
ﻥﺃﻭ
،
ﺱﺎﻨﻟﺍ
ﻙﺒﺤﻴ
ﻥﺃﻭ
،
ﺱﺎﻨﻟﺍ
ﻙﺒ
ﻕﺜﻴ
،
ﺱﺎﻨﻟﺍﻭ ﻭ
،ﻙﺘﻜﺭﺸ
ﻥﻴﻔﻅﻭﻤ
ﻊﻴﻤﺠ
ﻭ
،ﺕﻨﺃ
ﺎﻬﺒ
ﺩﺼﻘﻨ
ﺎﻨﻫ
ﻙﺒ
ﺔﻤﻠﻜ
ﺎﻤﻨﻴﺒ
،ﻥﻭﻠﻤﺘﺤﻤﻭ
ﻥﻭﻴﻠﻌﻓ
،ﺀﻼﻤﻌﻟﺍ
ﻡﻬﺒ
ﺩﻭﺼﻘﻤﻟﺍ
ﺎﻨﻫﻙﺘﻜﺭﺸ
.
ﺎﻤﺃﻥﻴﺌﺯﺠ
ﻰﻠﻋ
ﺯﻜﺭﻴﻓ
ﻲﻨﺎﺜ ﻟﺍ
ﺀﺯﺠﻟﺍ
:
ﺦﺴﺍﺭ
ﻡﺎﻅﻨ
ﻰﻟﺇ
ﻕﺼﻼﻟﺍ
ﻕﻴﻭﺴﺘﻟﺍ
لﻭﺤﺘ
ﻑﻴﻜ
ﻱﺃ
،ﻊﺠﺭﻤﻟﺍ
ﻭ
لﺎﺼﺘﻻﺍﻴﻠﻌﻓ
ﺞﺌﺎﺘﻨ
ﻙﻟ
ﺏﻠﺠﻴ
ﺕﺎﻨﻼﻋﺇﻭ
ﺕﺎﻴﺎﻋﺩ
لﺎﻤﻌﺘﺴﺍ
ﺭﺒﻋ
،ﻙﺤﻟﺎﺼﻟ
لﻤﻌﻴ ﻰﻟﺇ
ﻥﻴﻠﻤﺘﺤﻤ
ﻥﻤ
ﺀﻼﻤﻌﻟﺍ
لﻭﺤﻴﻭ
،ﺔﺴﻭﻤﻠﻤ
ﺔ
،ﻥﻴﻴﻠﻌﻓ ﻥﻭﺤﺼﻨﻴ
،ﻙﻟ
ﺔﻴﺎﻋﺩ
ﺔﻨﻴﻜﺎﻤ
ﻰﻟﺇ
ﻥﻭﻴﻟﺎﺤﻟﺍ
ﺀﻼﻤﻌﻟﺍ
لﻭﺤﺘﻴ
ﺙﻴﺤﺒ
،ﻻﺎﻌﻓ
ﺎﻴﻌﺠﺭﻤ
ﺎﻤﺎﻅﻨ
ﺊﺸﻨﻨ
ﻑﻴﻜ
ﻡﻠﻌﺘﻨ
ﻡﺜ ﻙﻌﻤ
لﻤﺎﻌﺘﻟﺎﺒ
ﻡﻬﻓﺭﺎﻌﻤ
.
ﻪﻨﻤ
ﺩﻴﺯﺘ
ﻑﻴﻜﻭ
،ﺩﺌﺎﻋ
لﻀﻓﺃ
ﻙﻟ
ﺏﻠﺠﻴ
لﻌﻓ
ﻱﺃ
ﻑﺎﺸﺘﻜﺍ
ﻰﻠﻋ
ﻙﺩﻋﺎﺴﻴﻓ
،ﺭﻴﺨﻷﺍ
ﺀﺯﺠﻟﺍ
ﺎﻤﺃ
ﺭﺒﻋ
،ﻪﻴﻠﻋ
ﺯﻜﺭﺘﻭ ﺔﻴﻨﺍﺯﻴﻤﻟﺍﻭ
ﺔﻴﻘﻴﻭﺴﺘﻟﺍ
ﻁﻁﺨﻟﺎﺒ
ﻡﺍﺯﺘﻟﻻﺍ
ﻰﻟﺇ
ﻑﻟﺩﻨ
ﻪﻨﻤﻭ
،ﻕﻴﻭﺴﺘﻟﺍ
ﺭﺸﺅﻤ
ﺓﺭﻜﻓ
ﻡﻴﺩﻘﺘ
.
ﻝﻭﻷﺍ
ﻞﺼﻔﻟﺍ
:
ﻞﺜﻣﻷﺍ
ﻚﻠﻴﻤﻋ
ﺔﻳﻮﻫ
ﺩﺪﺣ
،ﺎﻬﺒ
ﺀﺎﻔﺘﺤﻻﺍ
ﺏﺠﻴ
ﺔﻴﺩﻫ
ﻭﻫ
ﻡﻬﻴﻟﺇ
ﻲﺘﺄﻴ
لﻴﻤﻋ
ﻱﺃ
ﻥﺃ
،ﺓﺭﻴﺼﻗ
ﺓﺭﺘﻓ
ﺫﻨﻤ
ﺹﺎﺨﻟﺍ
ﻡﻬﻁﺎﺸﻨ
ﺍﻭﺃﺩﺒ
ﻥﻤ
ﻯﺩﻟ
ﻡﺎﻌﻟﺍ
ﻉﺎﺒﻁﻨﻻﺍﺎﻤﺒﺭ
ﻉﺎﺒﻁﻨﻻﺍ
ﺍﺫﻫ
،ﺎﻬﻴﻓ
ﻁﻴﺭﻔﺘﻟﺍ
ﻡﺩﻋﻭ ﺭﺨﺁ
لﻴﻤﻋ
ﻱﺃ
ﻡﻭﺩﻗ
ﻡﺩﻋ
ﻥﻤ
ﺩﻴﺩﺸﻟﺍ
ﻑﻭﺨﻟﺍ
ﻩﺩﺭﻤ
.
ﺀﻼﻤﻋ
ﺏﺫﺠ
ﺭﺎﺘﺨﺘ
ﻥﺃ
ﻙﻨﻜﻤﻴ
،ﺎﻤﻜﻨﻴﺒ
ﺔﻜﺍﺭﺸﻟﺍ
ﺔﺒﺎﺜﻤﺒ
ﻡﻬﻌﻤ
ﻙﻠﻤﻋ
ﺩﺠﺘﻭ
،ﻡﻬﻟ
ﻪﻤﺩﻘﺘ
ﺎﻤ
ﻥﻭﺭﺩﻘﻴ ﻟ لﻴﻤﻌﻟﺍ
ﻭﺩﺒﻴ
ﻑﻴﻜ
ﺩﻴﺩﺤﺘ
ﻙﻴﻠﻋ
ﺏﺠﻴ
ﻙﻟﺫ
لﺒﻗ
ﻥﻜ ﻙﻟ
ﺏﺴﻨﻷﺍ
.
ﻑﺼﻭﻭ
ﻑﻴﺭﻌﺘ
ﻭﻫ
ﻙﻟﺫ
ﻥﻤ
ﻑﺩﻬﻟﺍ
–
ﻰﻠﻋ
ﺯﻴﻜﺭﺘﻟﺍ
ﺎﻫﺩﻌﺒ
ﻥﻤﻭ
-
ﻙﻟ
ﺔﺒﺴﺎﻨﻤﻟﺍ
ﺔﺤﻴﺭﺸﻟﺍ
ﻤﻌﻟﺍ
ﻥﻤ ﺀﻼ
.
ﺭﻤﻷﺍ
ﻥﻅﺘ
ﻻﺎًﻴﻟﺎﻌﺘ
ﻭﺃ
ﺍﺭﻭﺭﻏﻘﻴ
ﻻ
ﻱﺫﻟﺍ
لﻴﻤﻌﻟﺎﻓ
،ﺓﺎﻴﺤﻟﺍ
ﺩﻴﻗ
ﻰﻠﻋ
ﺀﺎﻘﺒﻠﻟ
ﻡﺯﻻ
ﺩﻭﻬﺠﻤ
ﻭﻫ
لﺒ
،ﺭﺸﺒﻟﺍ
ﻰﻠﻋ
ّـ ،ﻪﻟ
ﺎﻫﺭﻓﻭﺘ
ﻲﺘﻟﺍ
ﺔﻤﻴﻘﻟﺍ
ﺭﺩ
،ﻪﻴﻠﻋ
ﻕﻔﺘﻤﻟﺍ
ﺕﻗﻭﻟﺍ
ﻲﻓ
ﻪﻴﻠﻋ
ﻕﺤﺘﺴﻤﻟﺍ
ﻊﻓﺩﻴ
ﻻﻭ ﺔﻁﻘﻨﻟﺍ
ﻩﺫﻫ
ﺞﻟﺎﻌﺘ
ﻡﻟ
ﻥﺇﻭ
،ﺭﺌﺎﺴﺨﻟﺍ
ﻰﻟﺇ
،لﻔﺴﺃ
ﻰﻟﺇ
ﻙﺒﺤﺴﻴﺴ
لﻴﻤﻌﻟﺍ
ﺍﺫﻫﺤﻭ
ﺔﻋﺭﺴﺒ ﻥﻴﺌﻴﺴﻟﺍ
ﺀﻼﻤﻌﻟﺍ
ﻥﻤ
ﺔﻤﺌﺎﻗ
ﻙﻴﺩﻟﻭ
ﻲﻬﺘﻨﺘﺴﻓ
،ﻡﺯ
.
ﻙﺘﺭﺒﺨ
ﻰﻠﻋ
ﺀﺎﻨﺒ
،ﻙﻟ
ﺏﺴﺎﻨﻤﻟﺍ
لﻴﻤﻌﻟﺍ
ﺓﺭﻭﺼ
ﻡﺴﺭ
ﻊﻴﻁﺘﺴﺘ
ﺍﺫﻟ
،ﻼﻤﺘﺤﻤ
ﻼﻴﻤﻋ
ﺱﻤﻷﺎﺒ
ﻥﺎﻜ
،ﻡﻭﻴﻟﺍ
ﻲﻠﻌﻓ
لﻴﻤﻋ
لﻜ
ﻥﻷ
ﻰﻠﻋ
ﺯﻴﻜﺭﺘﻟﺍ
ﻊﻴﻁﺘﺴﺘ
ﻙﻟﺫﺒﻭ
،ﻡﻬﻴﻠﻋ
ﺕﻠﺼﺤ
ﻑﻴﻜﻭ
ﻥﻴﻴﻟﺎﺤﻟﺍ
ﻙﺌﻼﻤﻋ
ﻊﻤ
لﻤﺎﻌﺘﻟﺍ
ﻥﻤ ﺔﺤﻴﺭﺸ ،ﻥﻴﻠﻤﺘﺤﻤ
ﺀﻼﻤﻋﻙﻟ
ﺕﺒﻠﺠ
ﺎﻤﻟﺍ
ﻲﻓ ﺀﻼﻤﻋ
ﻲﻀ ﻥﻴﻴﻠﻌﻓ ﻥﻴﺩﻴﺠ
.
لﻀﻓﺃﺔﻁﻘﻨ ﻫ
ﺔﻴﺍﺩﺒ ﻲ ﺕﺎﺒﺎﺴﺤ
ﻑﻠﻤ
ﺊﺸﻨﺘ
ﻥﺃ
)
ﻪﻟ
لﺜﺎﻤﻤ
ﻭﺃ
لﻴﺴﻜﺍ
(
لﻜﺒ
ﺔﻤﺌﺎﻗ
ﺏﺘﻜﺘﻭ
ﺔﻤﺩﺨﻟﺍ
،ﺎﻬﻴﻓ
ﻡﻫ
ﻲﺘﻟﺍ
ﺔﻋﺎﻨﺼﻟﺍ
لﺜﻤ
،ﻡﻬﻨﻋ
ﺕﺎﻤﻭﻠﻌﻤ
ﻥﻤ
ﻪﻓﺭﻌﺘ
ﺎﻤ
لﻜ
ﻊﻀﺘﻭ
،ﻥﻴﻴﻟﺎﺤﻟﺍ
ﻙﺌﻼﻤﻋ
/
،ﻡﻬﻟ
ﻪﺘﻌﺒ
ﻱﺫﻟﺍ
ﺞﺘﻨﻤﻟﺍ
ﻡﻬﻨﻤ
ﻙﻴﻠﻋ
ﺩﺎﻋ
ﻱﺫﻟﺍ
ﺢﺒﺭﻟﺍ
ﺭﺍﺩﻘﻤﻭ ﺭﺨﺁ
لﻼﺨ
3
ﺕﺍﻭﻨﺴ
.
ﻤ ﻥﻋ
ﺔﻤﺎﻋ
ﺓﺭﻜﻓ
ﻥﻭﻜﺘ
ﺃﺩﺒﺘﺴ
،ﺔﻤﺌﺎﻘﻟﺍ
ﻩﺫﻫ
ﻥﻤ
ﻲﻬﺘﻨﺘ
ﻥﺃ
ﺎ ﻪﻨﻋ
ﺙﺤﺒﺘ
ﻱﺫﻟﺍ
ﺏﺴﻨﻷﺍ
لﻴﻤﻌﻟﺍ
.
ﻙﻴﻠﻋ
ﺏﺠﻴ
ﻲﺘﻟﺍ
ﺔﻋﺎﻨﺼﻟﺍﻭ
،ﻡﻬﻨﻤ
ﺹﻠﺨﺘﻟﺍ
ﻙﻴﻠﻋ
ﺏﺠﻴ
ﻥﻴﺫﻟﺍ
ﺀﻼﻤﻌﻟﺍ
ﻥﻋ
ﻙﺭﺒﺨﺘﺴ
ﺔﻤﺌﺎﻘﻟﺍ
ﻩﺫﻫ
ﻥﺈﻓ
،ﺏﺴﺤﻓ
ﺍﺫﻫ
ﺱﻴﻟ ﺎﻨﻟ
ﺓﺩﻋﺎﻗ
ﺎﻬﻠﻌﺠﻨ
ﻥﺃ
ﺎﻨﻤ
ﺩﻴﺭﻴ
ﻑﻟﺅﻤﻟﺍ
ﻥﺇ
لﺒ
،ﺎﻬﻨﻤ
ﺩﺌﺍﻭﻌﻟﺍ
ﺔﻠﻘﻟ
ﺎﻬﻨﻋ
ﺩﺎﻌﺘﺒﻻﺍ
:
ﻥﻤ
ﺹﻠﺨﺘﻟﺍ
20
%
ﻥ ﻴﻴﻟﺎﺤﻟﺍ
ﺀﻼﻤﻌﻟﺍ
ﻥﻤ ﻡﻬﻌﻤ
ﻪﻴﻠﻋ
ﺕﻘﻔﺘﺍ
ﺎﻤﺒ
ﻥﻭﻤﺯﺘﻠﻴ
ﻻ
ﻥﻴﺫﻟﺍ
ﺀﻼﻤﻌﻟﺍ
،ﺔﻜﺭﺸﻠﻟ
ﺡﺎﺒﺭﺃ
ﻕﻴﻘﺤﺘ
ﻥﻋ
ﺍﻭﻔﻗﻭﺘ
ﻥﻴﺫﻟﺍ
ﺀﻼﻤﻌﻟﺍ
،ﺔﻜﺭﺸﻠﻟ
.
ﺹﻠﺨﺘﻟﺍ
ﺍﺫﻫ
ﺀﻼﻤﻌﻟﺍ
ﺀﻻﺅﻫ
ﻥﺃ
ﺎﻤﻜ
،ﻡﻬﻨﻤ
لﻀﻓﺃ
ﺀﻼﻤﻋ
ﺏﺎﻁﻘﺘﺴﺍ
ﻲﻓ
ﻩﺭﻤﺜﺘﺴﺘ
ﺎﺘﻗﻭ
ﻙﻟ
ﺭﻓﻭﻴﺴ
ﻙﻨﻋ
ﻡﻬﻠﻴﺤﺭ
ﻥﺃ
ﺎﻬﻟﻭﺃ
،ﺓﺩﻋ
ﺩﺌﺍﻭﻓ
ﻪﻟ
ﻥﻭﺒﻫﺫﻴﺴ ﻰﻟﺇﻡﻬﻨﻭﺭﺨﺅﻴﻭ
ﻡﻬﻨﻭﻠﻐﺸﻴﻓ
،ﻙﻟ
ﻥﻴﺴﻓﺎﻨﻤ ﻭ ﻨﻭﺒﺤﺴﻴ ﻡﻬ ﻪﺠﻭﻷﺍ
لﻜ
ﻰﻠﻋ
ﺯﺌﺎﻔﻟﺍ
ﺕﻨﺃ
ﻙﻠﻌﺠﻴ
ﺎﻤ
،لﻔﺴﺃ
ﻰﻟﺇ
!
؟ﺔﻠﻜﺸﻤﻟﺍ
ﻥﻴﺃ
ﺭﺎﺼﺘﺨﺎﺒ
:
ﻕﻭﺴ
ﻙﻴﺩﻟ
ﻥﻭﻜﻴ
ﻥﻠﻓ
،ﺔﻠﻜﺸﻤ
ﻭﺃ
ﺔﺠﺎﺤ
ﻥﻭﺩﺒ
.
ﺭﺒﻋ
ﺎﻬﻠﺤ
ﻥﻭﻟﻭﺎﺤﻴﻭ
ﻙﺌﻼﻤﻋ
ﻪﺠﺍﻭﺘ
ﻲﺘﻟﺍ
ﺔﻠﻜﺸﻤﻟﺍ
ﻲﻫ
ﺎﻤﻓ
ﺍﺫﻟﻭ
ﻙﺠﺘﻨﻤ
ﺀﺍﺭﺸ
/
ﺒﺘ
ﺎﻤ
ﻡﻬﻔﺘ
ﻙﻨﺃ
ﻥﻅﺘ
ﺕﻨﻜ
ﺎﻤﻬﻤ
؟ﻙﺘﻤﺩﺨ ﻭﻫ
ﻼﻌﻓ
ﺎﻨﻤﻬﻴ
ﺎﻤ
،ﺱﺭﻔﻟﺍ
ﻁﺒ ﺭﻤ
ﺍﺫﻫ
ﺱﻴﻠﻓ
،ﻪﻤﺩﻘﺘ
ﻭﺃ
ﻪﻌﻴ
ﻱﺭﺘﺸﻤﻟﺍ
–
ﺎﻤ
ﺍﺫﻫ
ﺱﻴﻟ
،ﻻ
،ﺕﺎﻤﺩﺨﻭ
ﺕﺎﺠﺘﻨﻤ
ﻊﻴﺒ
ﻰﻠﻋ
ﻙﺴﻔﻨ
ﺭﺼﻘﺘ
ﻻ
،ﻙﻟﺫﻜ
،ﻪﻌﻴﺒﺘ
ﻱﺫﻟﺍ
ﺎﻤ
ﺩﺩﺤﻴ
ﻱﺫﻟﺍ
ﻭﻬﻓ
،لﻴﻤﻌﻟﺍ
ﻙﺌﻼﻤﻋ
ﺕﻬﺠﺍﻭ
لﻜﺎﺸﻤﻟ
ﻻﻭﻠﺤ
ﻊﻴﺒﺘ
ﺕﻨﺃ
،ﻪﻌﻴﺒﺘ
.
ﺔﻠﻜﺸﻤﻟﺍ
ﻕﺎﻴﺭﺘ
،لﺎﺒﻟﺍ
ﺔﺤﺍﺭ
ﻊﻴﺒﺘ
ﻙﻨﺃ
ﺩﺠﺘﺴﻓ
،ﻙﻟﺫﺒ
ﻥﻤﺅﺘ
ﺎﻤﺩﻌﺒ لﺤﻟﺍ
،ﻙﻴﻠﻋ
ﻰﻟﺍﻭﺘﺘ
ﻊﻓﺎﻨﻤﻟﺍ
ﺩﺠﺘﺴ
،ﺔﻁﻘﻨﻟﺍ
ﻩﺫﻫ
لﻭﺤ
ﺔﻴﻘﻴﻭﺴﺘﻟﺍ
ﻙﺩﻭﻬﺠ
ﻲﻨﺒﺘ
ﺎﻤﺩﻌﺒﻭ
،ﻱﺭﺤﺴﻟﺍ
.
ﻥﺎﻜﻤﻟﺍ
ﻡﺜ
ﻥﺎﻜﻤﻟﺍ
ﻡﺜ
ﻥﺎﻜﻤﻟﺍ
ﺙﺭﺘﻜﺘ
ﻻ
ﺕﺎﻜﺭﺸﻟﺍ
ﺽﻌﺒﻓ
،ﺔﻴﻤﻫﻷﺍ
ﺓﺩﻴﺩﺸ
ﺔﻴﻘﻴﻭﺴﺘ
ﺔﻁﻘﻨ
ﻭﻫ
ﻱﺭﺎﺠﺘﻟﺍ
ﻁﺎﺸﻨﻟﺍ
ﺔﺴﺭﺎﻤﻤ
ﻊﻗﻭﻤ
ﺭﺎﻴﺘﺨﺍ
،ﺔﻁﺸﻨﻷﺍ
ﺽﻌﺒﻟ ﻟﺍ
ﻥﻷ
ﺓﺩﺩﺤﻤ
ﺔﻓﺎﺴﻤﺒ
ﺎﻬﻨﻋ
ﺩﻴﻌﺒ
لﻴﻤﻌﻟ
ﻊﻴﺒﻟﺎﺒ ﺱﻭﻤﻠﻤ
ﺢﺒﺭ
ﻱﺃ
ﻕﻘﺤﻴ
ﻥﻟ
ﻪﻟ
ﻊﻴﺒ ﻥﺤﺸﻟﺍ
ﺔﻔﻠﻜﺘ
ﺏﺒﺴﺒ
ﻡﺴﺭ
ﻙﻴﻠﻋ
،ﺍﺫﻬﻟﻭ
،ﺘ
ﺔﻁﻴﺭﺨ ﺢﻀﻭ ﺯﻴﻜﺭﺘ
ﻙﻴﻠﻋ
ﺏﺠﺍﻭ
ﻥﺎﻜ
ﺍﺫﺇ
ﻑﺭﻌﺘﺴ
ﺍﺫﻬﺒﻭ
،ﻱﺭﺎﺠﺘﻟﺍ
ﻁﺎﺸﻨﻟﺍ
ﺔﻓﺎﺜﻜ
ﺩﺩﺤﺘﻭ
،ﻥﻴﻴﻟﺎﺤﻟﺍ
ﻙﺌﻼﻤﻋ
ﻊﻗﺍﻭﻤ
ﺎﻬﻴﻠﻋ
ﺏﻠﻗ
ﻲﻓ
ﻊﻴﺒ
ﺽﺭﺎﻌﻤ
ﺢﺘﻓ
ﻱﺩﺠﻤﻟﺍ
ﻥﻤ
لﻫﻭ
،ﻙﺘﺎﻤﺩﺨﻟ
ﺎﺠﺍﻭﺭ
ﺩﻬﺸﺘ
ﺀﺎﻴﺤﺃﻭ
ﻕﻁﺎﻨﻤ
ﻲﻓ
ﺭﺜﻜﺃ
ﻊﻴﺒﻟﺍﻭ
ﻕﻴﻭﺴﺘﻟﺍﺕﺎﻌﻤﺠﺘ
ﻻ
ﻡﺃ
ﺀﻼﻤﻌﻟﺍ
ﺀﻻﺅﻫ
.
ﺀﻼﻤﻌﻟﺍ
ﺔﺤﻴﺭﺸ
ﺫﺨﺘﺘ
ﻑﻴﻜ
ﻑﺭﻌﺘ
ﻥﺃ
ﻙﻴﻠﻋ
،ﻙﺌﻼﻤﻋ
ﺯﻜﺭﻤﺘ
ﻥﻜﺎﻤﺃ
ﺕﻓﺭﻋﻭ
،ﺎﻬﻤﺩﻘﺘ
ﻲﺘﻟﺍ
ﺔﻴﺭﺤﺴﻟﺍ
لﻭﻠﺤﻟﺍ
ﺕﻓﺭﻋ
ﺎﻤﺩﻌﺒ
،ﺀﺍﺭﺸﻟﺍ
ﺕﺍﺭﺍﺭﻗ
ﻙﻟ
ﺏﺴﻨﻷﺍﻡﺜ ﻙﻴﻠﻋﺀﻼﻤﻌﻟﺍ
ﺀﻻﺅﻫ
ﻰﻟﺇ
لﻭﺼﻭﻠﻟ
ﻕﺭﻁﻟﺍ
لﻀﻓﺃ
ﺩﻴﺩﺤﺘ
)
،ﺕﻼﺒﺎﻘﻤ
،ﺕﺎﻨﻼﻋﺇﺽﺭﺎﻌﻤ
.(..
ﺔﻤﻴﻘﻟﺍ
لﻤﺎﻋ
ﻕﻘﺤﺘ
ﻲﻜﻟ ﻥﺎﻜ
ﺍﺫﺇ
ﺎﻤ
ﺩﺩﺤﺘﻭ
ﻑﺭﻌﺘ
ﻥﺃ
ﺏﺠﻴ
ﺎﻬﻠﺒﻗ
ﻥﻜﻟ
،ﻑﺎﻜ
ﺢﺒﺭ
ﺵﻤﺎﻬﺒ
ﻙﺠﺘﻨﻤ
ﻊﻴﺒ
ﻥﻤ
ﻥﻜﻤﺘﺘ
ﻥﺃ
ﺏﺠﻴ
،ﺎﺤﺎﺒﺭﺃ
ﻴ
ﻪﻓﺩﻬﺘﺴﺘ
ﻱﺫﻟﺍ
ﻕﻭﺴﻟﺍ،ﻪﻟ
ﻪﻌﻴﺒﺘ
ﺎﻤﻟ
ﺭﻴﺩﻘﺘ
ﻱﺃ
ﺭﻬﻅ ﻭ ؟ﻻ
ﻡﺃ
ﻪﻌﻴﺒﺘ
ﺎﻤ
ﺀﺍﺭﺸﻟ
ﻲﻟﺎﻤ
لﺒﺎﻘﻤ
ﻊﻓﺩﻟ
ﻥﻭﺩﻌﺘﺴﻤ
ﺩﺍﺭﻓﺃ
ﻙﺎﻨﻫ
لﻫ
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