066

 ‫א‬‫א‬‫א‬
‫اﻟﻤﺆﺳﺴﺔ اﻟﻌﺎﻣﺔ ﻟﻠﺘﻌﻠﻴﻢ اﻟﻔﻨﻲ واﻟﺘﺪرﻳﺐ اﻟﻤﻬﻨﻲ‬

‫א‬‫א‬‫א‬‫א‬

‫א‬‫א‬
٢٨٥
 ٢٨٥ ‫א‬
‫א‬‫א‬ 
 

 W،،‫א‬‫א‬،‫א‬

‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
  ‫א‬ ‫א‬  ،‫א‬   ‫א‬ ‫א‬ ‫א‬ ‫א‬ ‫א‬ 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K ‫א‬‫א‬‫א‬

‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
  ‫א‬        ،‫א‬ ‫א‬‫א‬  
‫א‬  ‫א‬ ‫א‬ ‫א‬ ‫א‬ ‫א‬   ‫א‬    ،  
‫א‬،‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
     ‫א‬  ‫א‬   ،‫א‬   
 K‫א‬‫א‬،‫א‬‫א‬

‫א‬?  ?? ‫א‬‫א‬?‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬،‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬

،‫א‬‫א‬‫א‬‫א‬
 K‫א‬

 ‫א‬‫א‬‫א‬‫א‬      
 ٢٨٥ ‫א‬
‫א‬‫א‬ 
 

{‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ 
{‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬FF‫א‬{‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬
 {E٣٨F‫א‬‫א‬EE
 ،‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬
‫א‬
 ‫א‬‫א‬‫א‬
‫א‬{‫א‬‫א‬{‫א‬‫א‬‫א‬
{‫א‬‫א‬‫א‬{‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
{‫א‬‫א‬‫א‬
 ‫א‬{‫א‬‫א‬
 ‫א‬‫א‬‫א‬EELABOUR- INTINSIVE INDUSTRYFF
 K
‫א‬ W.T.T.C‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬{‫א‬‫א‬‫א‬‫א‬
 K٢{٥
 ‫א‬{‫א‬‫א‬‫א‬‫א‬‫א‬

‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬–‫א‬‫א‬‫א‬W‫א‬‫א‬
 K‫א‬‫א‬
‫א‬
 ‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
{‫א‬‫א‬‫א‬‫א‬ ‫א‬
 ٢٨٥ ‫א‬
‫א‬‫א‬ 
‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬
 {
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬{‫א‬
 ‫א‬‫א‬‫א‬ ‫א‬‫א‬
 K‫א‬‫א‬‫א‬
‫א‬‫א‬ ‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫–א‬‫א‬‫א‬
{‫א‬{‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬
{‫א‬‫א‬‫א‬‫א‬‫א‬
 K

 
 ‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬{‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬ ‫א‬‫א‬‫א‬ 
 ‫א‬‫א‬
 K‫א‬‫א‬
 ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬
‫א‬
‫א‬
١
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬W‫א‬‫א‬

 W‫א‬‫א‬
 W‫א‬‫א‬
 ‫א‬ J ١
 ‫א‬‫א‬ J ٢
 ‫א‬‫א‬‫א‬ J ٣
 ‫א‬‫א‬‫א‬ J ٤
 K٤W‫א‬‫א‬
-١-
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
 ‫א‬
‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬ 
‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K…‫א‬
‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬
 W‫א‬‫א‬‫א‬
‫א‬‫א‬ W‫א‬‫א‬‫א‬ -١
‫א‬‫א‬ ‫א‬
 ‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬
 W‫א‬‫א‬ W‫א‬‫א‬‫ א‬J ٢
 E‫א‬‫א‬F‫א‬‫א‬
 E‫א‬‫א‬‫א‬‫א‬F‫א‬
‫א‬‫א‬‫א‬‫א‬E‫א‬‫א‬F
‫א‬‫א‬‫א‬K‫א‬
 K‫א‬‫א‬‫א‬‫א‬
-٢-
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
W‫א‬‫א‬‫א‬W‫א‬‫א‬‫א‬

،‫א‬‫א‬‫א‬‫א‬W‫א‬
 K١٤٩٨‫א‬‫א‬‫א‬
‫א‬ ‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬

‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬E١٨٥٠_١٧٥٠FW‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬
‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
  ‫א‬
 ‫א‬ ‫א‬‫א‬
 ‫א‬
 ‫א‬‫א‬
 K‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
‫א‬ ‫א‬‫א‬  ‫א‬
‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬ ‫א‬‫א‬
 ‫א‬‫א‬
 W‫א‬
 K‫א‬‫א‬،‫א‬‫א‬،‫א‬‫א‬، ‫א‬‫א‬
 ‫א‬‫א‬ ‫א‬‫א‬
 ‫א‬‫א‬
 K‫א‬
 W‫א‬
 E––F‫א‬
 E––F‫א‬
 E–‫א‬‫א‬–F‫א‬‫א‬
  ‫א‬ ‫א‬        ‫א‬  
  ‫א‬   ‫א‬ ‫א‬    E ‫א‬ F 
E‫א‬‫א‬‫א‬F‫א‬E‫א‬‫א‬‫א‬‫א‬F‫א‬
 K
‫א‬ 
 K‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬
 K‫א‬
K‫א‬‫א‬
-٤-
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
 
‫א‬‫א‬
‫ﻣﺠﻤﻮﻋﺔاﻻﻗﺴﺎم‬ ‫ﻗﺴﻢ ﺍﻟﺴﻴﺎﺣﺔ‬

‫اﻹدارﻳﺔ‬
‫ﻗﺴﻢ اﻟﻄﻴﺮان‬ ‫اﻟﻤﺒﻴﻌﺎت‬ ‫اﻟﻨﻘﻞ‬
‫واﻟﺘﺴﻮﻳﻖ‬ ‫اﻟﺴﻴﺎﺣﻲ‬

‫א‬‫א‬ ‫א‬‫א‬
 K‫א‬
 K‫א‬‫א‬
‫א‬‫א‬‫א‬K…
 
‫א‬‫א‬‫א‬EF‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬ 
 ‫א‬‫א‬ ،‫א‬
‫א‬E‫א‬‫א‬F‫א‬
 K‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 K 
‫א‬‫א‬
 K
‫א‬،‫א‬‫א‬‫א‬‫א‬ 
 K

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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬

W‫א‬‫א‬١
EF‫א‬‫א‬‫א‬
 EF‫א‬‫א‬
 ‫א‬‫א‬J ٢
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK_
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKK_
 KKKKKKKKKKKK{KKKKKKKKKKKKKK{KKKKKKKKKKKKK_
 W‫א‬‫א‬‫_א‬٣
 K…………‫א‬_
،………،………‫א‬‫א‬‫א‬_
 KKKKKKKKKKKKKKKKKKKKK
 KK………،K……،KK……‫א‬‫א‬_
. ………………‫א‬‫א‬‫א‬‫א‬_
 ‫א‬‫_א‬٤
 ‫؟‬‫א‬‫_א‬٥
 EF‫א‬
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬
-١
 EF
 EF
 J ٢
 K‫א‬‫א‬_
 ‫א‬‫א‬_
 E‫א‬‫א‬،‫א‬‫א‬،‫א‬F‫א‬‫א‬_
 J ٣
 K‫א‬‫א‬‫א‬_
 K‫א‬‫א‬،‫א‬،‫א‬‫_א‬
 K،‫א‬،‫א‬_
 K‫א‬_
 J ٤
 ‫א‬‫א‬
‫א‬ 
 ‫א‬‫א‬ ‫א‬
‫א‬‫א‬ ‫א‬ ‫א‬
‫א‬ ‫א‬
 EFJ ٥

-٧-
 ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬
‫א‬‫א‬
‫א‬‫א‬
٢
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 K‫א‬‫א‬‫א‬W‫א‬‫א‬
 J W‫א‬
 W‫א‬‫א‬‫א‬
K‫א‬١
 K‫א‬‫א‬‫א‬٢
K‫א‬‫א‬‫א‬ -٣
.٤ W‫א‬‫א‬
-٨-
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 
 ‫א‬‫א‬‫א‬‫א‬

 K‫א‬‫א‬‫א‬‫א‬

 K‫א‬‫א‬‫א‬

-٩-
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 KKKKK‫א‬
KK‫א‬‫א‬KK‫א‬
 K‫א‬‫א‬‫א‬‫א‬ KK
K
،‫א‬‫א‬KKK‫א‬‫א‬KK
KK‫א‬‫א‬،Nothing happen until sale made
‫א‬‫א‬K،
 KKK‫א‬
KKKK‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬KK‫א‬‫א‬‫א‬
‫א‬‫א‬KK
 K‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬،‫א‬
‫א‬‫א‬K‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬،‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
 K
،‫א‬،‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬
‫א‬،
‫א‬‫א‬‫א‬‫א‬
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬‫א‬،‫א‬‫א‬،
‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬٪٥٦‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬K‫א‬‫א‬
‫א‬‫א‬K‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬
‫א‬‫א‬‫א‬E‫א‬F
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
 K
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬،‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬(salesmanship
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬

 W‫א‬‫א‬‫א‬‫א‬ ‫א‬

 (order getters ) ‫א‬‫א‬١
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬،
‫א‬،‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

 (order takers )‫א‬‫א‬٢
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬
‫א‬‫א‬‫א‬ K‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬
 K‫א‬

support personnel‫א‬‫א‬٣
‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬
W‫א‬‫א‬ ‫ ـ‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
W‫א‬‫ج ـ א‬
‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
route selling‫א‬‫א‬٤
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬
 retail selling‫א‬٥
‫א‬‫א‬‫א‬KKKK‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬
inside order taker‫א‬‫א‬‫א‬٦
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬٧
‫א‬ 
 K‫א‬‫א‬‫א‬‫א‬‫א‬

 ‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬KKKK
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬KKKK١
 K‫א‬
 ‫א‬‫א‬KKKK٢
 K
‫א‬‫א‬‫א‬ KKKK‫א‬٣
 K‫א‬
‫א‬‫א‬ KKKKK٤
 ‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬KKK٥
 K
 KKKKKK٦
‫א‬‫א‬‫א‬‫א‬‫א‬KKK٧
 K‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬KKKKK٨
 K‫א‬‫א‬‫א‬
‫א‬‫א‬KKK٩
‫א‬‫א‬‫א‬‫א‬،
 K‫א‬
- ١٤ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬
 
‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬
 K‫א‬‫א‬‫א‬

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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬

 WEFEF‫א‬‫א‬١
 EF‫א‬‫א‬‫א‬
 EF‫א‬‫א‬‫א‬
 EF‫א‬‫א‬ 
 EF‫א‬‫א‬‫א‬‫א‬‫א‬

 W‫א‬‫א‬‫א‬٢
 W‫א‬‫א‬
 KKKKKKKKKKKKKKKKKKKK١
 KKKKKKKKKKKKKKKKKKKK٢
 KKKKKKKKKKKKKKKKKKKKKK٣
 KKKKKKKKKKKKKKKKKKK٤
 KKKKKKKKKKKKKKKKKKKKK٥
 KKKKKKKKKKKKKKKKKKKKK٦
 KKKKKKKKKKKKKKKKKKKKKK٧
 WEFEF‫א‬‫א‬٣
 EF‫א‬‫א‬
 EF‫א‬‫א‬
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬‫א‬٤

 ‫א‬‫א‬‫א‬‫א‬

 EF١
 EF
 EF
 EF
 ‫א‬‫א‬١٢
 ‫א‬٢
 ‫א‬‫א‬٣
 ‫א‬‫א‬‫א‬٤
 ‫א‬٥
 ‫א‬‫א‬‫א‬‫א‬٦
 ‫א‬‫א‬٧
 
 EF٣
 EF
 ‫א‬١٤
 ‫א‬‫א‬٢
 ‫א‬‫א‬٣
 ‫א‬٤
 ‫א‬٥
 ‫א‬‫א‬‫א‬٦
 ‫א‬٧
K‫א‬٨
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 ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬
‫א‬‫א‬
‫א‬‫א‬
٣
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬W‫א‬‫א‬

 W‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬
 K
 K‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬

٣ W‫א‬
 K‫א‬‫א‬W‫א‬‫א‬
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 
،‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫ א‬K
 K‫א‬
‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
،‫א‬K‫א‬‫א‬
‫א‬‫א‬،
 K‫א‬‫א‬
 W‫א‬
 W‫א‬
 ‫א‬‫א‬W‫א‬‫א‬‫א‬١
 K‫א‬W‫א‬‫א‬٢
 K‫א‬‫א‬W‫א‬‫א‬٣
 K،‫א‬‫א‬‫א‬W‫א‬‫א‬٤
،‫א‬‫א‬‫א‬
K‫א‬‫א‬،‫א‬
 ‫א‬‫א‬،‫א‬‫א‬، ‫א‬

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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬
،‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 KE‫א‬‫א‬‫א‬FWK



 ‫א‬
 

 ‫א‬ 

  




 ‫א‬

 K‫א‬‫א‬‫א‬‫א‬

 K‫א‬‫א‬L‫א‬W‫א‬‫א‬
‫א‬،‫א‬
‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
‫א‬،E‫א‬‫א‬‫א‬F‫א‬‫א‬‫א‬،‫א‬
‫א‬‫א‬   ‫א‬
،‫א‬‫א‬
 ‫א‬K‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬،‫א‬
 K‫א‬‫א‬‫א‬،‫א‬
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬E‫א‬F‫א‬‫א‬K‫א‬W‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬
‫א‬K‫א‬
 W‫א‬K‫א‬‫א‬
 KW‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬، W‫א‬‫א‬
 K‫א‬‫א‬KK
 ‫א‬‫א‬‫א‬W‫א‬‫א‬

 ‫א‬

 

 
 ‫א‬  


 
 ‫א‬

E‫א‬F‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬،‫א‬
، ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬‫א‬
 K‫א‬
 K‫א‬‫א‬W‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬
‫א‬‫א‬‫؟‬‫؟‬‫א‬ ‫א‬W
 ‫؟‬‫א‬‫א‬‫א‬‫א‬
W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬
‫א‬K
 K‫א‬
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬،‫א‬‫א‬،‫א‬W‫א‬١
‫א‬‫א‬‫א‬K‫א‬‫א‬
‫א‬K‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬W‫א‬٢
‫א‬‫א‬‫א‬KK‫א‬‫א‬
 K‫א‬‫א‬‫א‬،‫א‬
،‫א‬‫א‬،‫א‬W‫א‬٣
‫א‬‫א‬K‫א‬‫א‬‫א‬
 K‫א‬‫א‬،‫א‬،
،‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬‫א‬٤
 K‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬L‫א‬٥
‫א‬،‫א‬ ‫א‬
 K،‫א‬،
،‫א‬
‫א‬،‫א‬‫א‬،‫א‬،
KE‫א‬F‫א‬‫א‬‫א‬
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬١
KKKK‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬K‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬،‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
: ‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬
،‫א‬‫א‬ 
 ،‫א‬
 K‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬W‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬K‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬ ‫א‬K‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 K
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬
 K‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬W‫א‬
 W‫א‬‫א‬٢
،‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬،‫א‬‫א‬‫א‬
- ٢٤ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
E‫א‬F‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬
 W‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫ أن א‬W‫א‬
‫א‬‫א‬،‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
K
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫ أن א‬: ‫א‬‫א‬ 
،‫א‬‫א‬‫א‬
 K‫א‬‫א‬،‫א‬‫א‬‫א‬،
 W‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬W‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬K‫א‬
 K
 W‫א‬
،‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬،‫א‬‫א‬
 K‫א‬‫א‬
 W‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 W‫א‬
 KKKKK‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬١
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬W‫א‬‫א‬٢
 K‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬٣
 
- ٢٥ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬،‫א‬‫א‬
 J W‫א‬‫א‬
 ‫א‬‫א‬W
 K‫א‬،‫א‬
 ‫א‬W
 K‫א‬،‫א‬
 ‫א‬‫א‬W
 K‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
 ‫א‬‫א‬W‫א‬
‫א‬‫א‬،‫א‬‫א‬
 K‫א‬‫א‬‫א‬
 ‫א‬‫א‬W
   ‫א‬‫א‬‫א‬ ‫א‬
 ‫א‬W
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ 
 K

- ٢٦ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬
‫א‬،‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬،‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬١
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
 W‫א‬‫א‬٢
،‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬،‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬
 WKKK‫א‬٣
،‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ ،‫א‬‫א‬ ‫א‬
‫א‬
 ‫א‬K‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬،‫א‬‫א‬
- ٢٧ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
W‫א‬‫א‬‫ ــ א‬٤
 ‫א‬،‫א‬‫א‬‫א‬
 EF‫א‬‫א‬،EF‫א‬EF
،‫א‬‫א‬‫א‬‫א‬‫א‬،EF
‫א‬،‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬
 K‫א‬‫א‬‫א‬‫א‬
WKKK‫א‬ ‫ ــ‬٥
،‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬
 W‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬ ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
 W‫א‬٦
K‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
 K
 WEF‫א‬٧
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
- ٢٨ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
 W‫א‬‫א‬٨
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 W‫؟‬‫א‬‫א‬‫א‬٩
‫א‬‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 K
 W‫א‬‫א‬‫א‬‫א‬١٠
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
‫א‬ ‫א‬‫א‬
 K‫א‬


- ٢٩ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬
 ‫؟‬‫א‬١
 ‫؟‬‫א‬٢
 ‫؟‬‫א‬‫א‬‫א‬‫א‬٣
 ‫؟‬‫א‬‫א‬‫א‬‫א‬٤
 W‫א‬‫א‬‫א‬٥
 W‫א‬‫א‬E
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK١
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK٢
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK٣
 W‫א‬‫א‬E٥
 ١
 ٢
 ٣
 ٤
 ٥
 ٦
 ‫؟‬‫א‬‫א‬‫א‬‫א‬E٦
- ٣٠ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬
 ‫א‬‫א‬
‫א‬‫א‬‫א‬W‫א‬١
 K‫א‬
 W‫א‬٢
 K‫א‬W‫א‬‫א‬‫א‬١
 KW‫א‬‫א‬٢
 ‫א‬‫א‬W‫א‬‫א‬٣
 K‫א‬‫א‬W‫א‬‫א‬٤
‫ــ‬٣
‫א‬
‫ﺃﺛﺮ‬ ‫ﻫﺪﻑ‬
‫ﻣﺴﺘﻘﺒﻞ‬  ‫א‬  ‫א‬
‫ﺗﻐﺬﻳﺔ ﺭﺍﺟﻌﺔ‬
- ٣١ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬
 ‫א‬‫א‬
 ‫א‬
 ‫א‬‫א‬‫א‬
 ‫א‬‫א‬
 W‫א‬‫א‬٤
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 E٥
 E
  K‫א‬‫א‬‫א‬‫א‬‫א‬١
 K‫א‬‫א‬‫א‬ ٢
 K‫א‬‫א‬‫א‬‫א‬ ٣
 E
. ‫ ـ وﺿﻮح اﻟﺮﺳﺎﻟﺔ‬٢ . ‫ ــ ﺟﺬب اﻻﻧﺘﺒﺎﻩ‬١
 KE‫א‬‫א‬F‫א‬‫א‬٤K‫א‬‫א‬٣
 K‫א‬٦‫א‬‫א‬٥
 E٦
 ‫א‬
 ‫א‬
 ‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬

- ٣٢ -
 ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬
‫א‬‫א‬
‫א‬‫א‬
4
‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 K‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬
 
 W‫א‬‫א‬
 W‫א‬‫א‬‫א‬
‫א‬‫א‬‫ א‬J ٥
‫א‬‫א‬‫ א‬J ٦
‫א‬‫א‬‫א‬‫א‬ J ٧

 ٤W‫א‬‫א‬

 EE‫א‬‫א‬FF‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬


- ٣٣ -
‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 KE‫א‬F‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬
 K‫א‬‫א‬
 W‫א‬‫א‬
 ‫א‬‫ א‬J
‫א‬‫א‬ J
‫א‬‫א‬‫ א‬J
،‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 ،‫א‬‫א‬
 K‫א‬‫א‬‫א‬





- ٣٤ -
‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬
 WW
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬
 ،‫א‬‫א‬ EF
‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬
‫א‬ ‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫ א‬E
F
‫א‬‫א‬‫א‬ ‫א‬ ‫א‬
‫א‬ ‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
‫א‬
 ‫א‬‫א‬‫א‬‫א‬

 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬، ‫א‬‫א‬EF
 ‫א‬‫א‬
 ،‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬ ‫א‬
 ‫א‬‫א‬‫א‬

  ‫א‬ ‫א‬{
 ‫א‬‫א‬
{‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬
 K‫א‬
- ٣٥ -
‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬
‫א‬‫א‬‫א‬W‫א‬‫א‬J 
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬ {‫א‬ ‫א‬‫א‬‫א‬
‫א‬{‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
 
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬ 
 K‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬W‫א‬{‫א‬J 
‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬
‫א‬‫א‬‫א‬{‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬K‫א‬‫א‬
{‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬
 
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
 ‫א‬W ‫א‬‫א‬J 
 ‫א‬‫א‬‫א‬‫א‬{
  ‫א‬{‫א‬
‫א‬ ‫א‬‫א‬ {
 K‫א‬K‫א‬
‫א‬‫א‬‫א‬‫א‬
 K‫א‬
‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬‫א‬J 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬{‫א‬
‫א‬{‫א‬‫א‬{‫א‬‫א‬‫א‬
 ‫א‬‫א‬
- ٣٦ -
‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
{‫א‬‫א‬‫א‬
 ‫א‬‫א‬
‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬
  ‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 ‫א‬W
{‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 
{KKKKKK{‫א‬{‫א‬{‫א‬{‫א‬‫א‬{‫א‬{‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
 {‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬{‫א‬‫א‬
 ‫א‬W‫א‬
‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬ •
K‫א‬‫א‬‫• א‬
K{‫א‬‫א‬‫• א‬
K‫א‬‫א‬‫א‬‫• א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
- ٣٧ -
‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 E‫א‬‫א‬F‫א‬‫א‬W
‫א‬‫א‬‫א‬‫א‬
  ‫א‬‫א‬ 

 {‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
{‫א‬K
 ‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬
 K ‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬{
 ‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

- ٣٨ -
‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬
 ،‫א‬‫א‬‫א‬‫א‬
 
‫א‬‫א‬،‫א‬
‫א‬‫א‬
 ،‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫ א‬E١F
‫א‬ E٢F
‫ א‬E٣F
‫א‬‫א‬‫א‬‫א‬‫א‬ E٤F
‫א‬‫ א‬E٥F
‫ א‬E٦F
‫א‬‫א‬‫א‬‫א‬‫ א‬E٧F
‫א‬ E٨F
‫א‬‫ א‬E٩F
 ‫א‬‫א‬‫א‬E١٠F
 W‫א‬‫א‬
W‫א‬‫א‬‫א‬‫ א‬E١F
‫א‬‫א‬ ،‫א‬‫א‬
،‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬
،    ‫א‬‫א‬
‫א‬‫א‬،  ‫א‬ ‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
- ٣٩ -
‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
W‫א‬ E٢F
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
W‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫ א‬EF
 ‫א‬EF
 ‫א‬EF
 ‫א‬EF
 ‫א‬‫א‬‫א‬‫א‬EF
 ‫א‬EF
 ‫א‬‫א‬‫א‬EF
 ‫א‬‫א‬‫א‬‫א‬EF
W‫ א‬E٣F
،‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬

  ،‫א‬ ‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
W‫א‬‫א‬‫א‬‫א‬‫א‬ E٤F
‫א‬،‫א‬‫א‬‫א‬‫א‬
W‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫ א‬EF
 ‫א‬‫א‬‫א‬EF
،‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬،‫א‬‫א‬‫א‬
- ٤٠ -
‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬‫א‬  ،‫א‬‫א‬‫א‬‫א‬

K‫א‬‫א‬‫א‬‫א‬
W‫א‬‫ א‬E٥F
‫א‬،‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬ 
 ،‫א‬‫א‬
K‫א‬
W‫ א‬E٦F
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬  
K‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
، ‫א‬ ‫א‬
–‫א‬ ‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬
W‫א‬‫א‬‫א‬‫א‬‫ א‬E٧F
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
W‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫ א‬E١F
‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬E٢F
‫א‬‫א‬‫א‬‫א‬‫ א‬E٣F
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬E٤F
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬
K‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
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‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
W‫א‬

 ‫א‬‫א‬‫א‬‫א‬
EF‫א‬‫א‬–‫א‬‫א‬
 ‫א‬‫א‬
 ‫א‬‫א‬
K‫א‬
W‫א‬‫ א‬E٨F
‫א‬،‫א‬‫א‬
‫א‬ ‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬
W‫א‬‫א‬‫א‬E١٠F
‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬
K‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬، ‫א‬‫א‬‫א‬‫א‬،‫א‬

 ،‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬،
 K‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬
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‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬
،‫א‬‫א‬
 K‫א‬

 ،‫א‬ 
 ‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
 ‫א‬

 ‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬
 K
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬
 W‫א‬‫א‬‫א‬
 W‫א‬
 W‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬J
‫א‬‫א‬‫ א‬J
‫א‬‫א‬‫א‬‫א‬ J
‫א‬‫א‬‫ א‬J
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬J
K
 W‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬
 K
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‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
Consumer magazinesW‫א‬
 K‫א‬‫א‬‫א‬
Radio & TVW‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
MapsW‫א‬‫א‬‫א‬
‫א‬‫א‬، ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
Personal Experience W‫א‬‫א‬
‫א‬ ‫א‬‫א‬
‫א‬ ،‫א‬‫א‬‫א‬‫א‬ 
 K‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬
 ‫א‬،‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
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‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
Customers‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬،
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬،‫א‬F‫א‬‫א‬‫א‬
 KE‫א‬
‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬، ‫א‬
 K‫א‬‫א‬
 W‫א‬‫א‬
 K‫א‬ ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
‫א‬‫א‬،‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬
 K‫א‬
 ،‫א‬
 K‫א‬‫א‬
‫א‬، ‫א‬ ‫א‬
 K‫א‬
 ،‫א‬‫א‬‫א‬
 ‫؟‬‫א‬‫א‬‫א‬‫؟‬‫א‬
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‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
، ‫א‬‫א‬‫א‬ 

 K‫א‬‫א‬‫א‬
‫א‬ ‫א‬ E
 ‫א‬ ‫א‬F‫א‬‫א‬‫א‬‫א‬
 K‫א‬
 W‫א‬‫א‬
 K‫א‬‫א‬‫א‬،‫א‬،‫א‬،‫א‬،‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬
 ،‫א‬
 K‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
 K‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 K
 K‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 K‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
‫א‬‫א‬ ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬
EF،،
 K‫א‬‫א‬
- ٤٦ -
‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬
 ‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬
 W
 W
 W‫א‬‫א‬W
‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،،‫א‬
E F
 KK
‫א‬‫א‬‫؟‬   ‫א‬‫א‬
‫א‬K‫א‬KK‫א‬‫א‬
‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
 K٪٤٤
KK ،KK‫א‬
‫א‬‫א‬KK‫א‬‫א‬‫א‬٪١١
٪٥٥KKKK‫א‬‫א‬
‫א‬KK‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫؟‬
 ‫؟‬‫א‬K‫א‬KK
‫א‬‫א‬‫א‬‫א‬E٪٢٢F‫א‬‫א‬KK
‫א‬KK‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬KK،
‫א‬‫א‬KKKK‫א‬٪٨٥E٪٨FKK
 K‫א‬
‫א‬KK‫א‬ KK
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬KK‫؟‬‫א‬‫א‬‫א‬
- ٤٧ -
‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬W
‫א‬
 ‫א‬‫א‬‫א‬
 K
‫א‬‫א‬KK‫א‬KKK‫א‬‫א‬W
KK‫א‬‫א‬
 KK
 K‫א‬‫א‬
‫א‬‫א‬‫א‬
 W
‫א‬‫א‬‫א‬KKK
 K‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬ K‫א‬‫א‬
 K‫א‬
 W‫א‬
‫א‬   ‫א‬‫א‬
‫א‬‫א‬،‫א‬ ‫א‬،
‫א‬KK‫א‬KK
‫א‬
 KK‫א‬‫א‬
 KK‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬
 K‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬،‫א‬‫א‬ ‫א‬
‫א‬‫א‬‫א‬،‫א‬ ‫א‬‫א‬‫א‬
‫א‬‫א‬KK‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
K‫א‬‫א‬‫א‬
 ‫؟‬KK‫א‬KK‫א‬‫א‬
- ٤٨ -
‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 WKKK
‫א‬‫א‬
‫א‬
 ،‫א‬ ،
‫א‬
 ‫א‬ KK‫א‬
 K
 ‫؟‬‫א‬
‫א؟‬‫א‬‫א‬KKKKJ 
‫؟‬‫א‬‫א‬‫א‬  ‫א‬
  ‫א‬‫؟‬
 ‫؟‬KK‫א‬KK‫א‬
 ‫א‬
 ‫א‬KK J 
‫א‬ ‫א‬‫؟‬‫א‬‫א‬ KKK‫א‬
KK‫א‬‫א‬‫א‬KK‫א‬‫א‬
 K‫א‬‫א‬‫א‬
‫א‬  ‫؟‬‫א‬‫א‬‫א‬KK‫א‬J 
 ‫؟‬‫א‬‫א‬‫؟‬‫א‬‫א‬…‫؟‬
‫א‬‫א‬‫א‬‫א‬KKJ 
 K‫א‬‫א‬‫א‬…‫א‬KK
 W‫א‬‫א‬
 W‫א‬‫א‬J ١

 ،‫א‬‫א‬‫א‬‫א‬
‫א‬KK‫א‬ ‫א‬‫א‬،‫א‬
 K‫א‬‫א‬‫א‬‫א‬KK
E F‫א‬‫א‬‫א‬‫א‬‫א‬  ‫א‬‫א‬‫א‬
،‫א‬‫א‬
 ، KKEF
KK‫א‬‫א‬‫א‬
 ،‫א‬
‫א‬F‫א‬‫א‬‫א‬‫א‬‫א‬
- ٤٩ -
‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
،‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬،‫א‬‫א‬ ‫א‬‫א‬KKE

 ‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬
 W‫א‬‫א‬J ٢
،‫א‬ ‫א‬‫א‬KKK‫א‬ ‫א‬
‫א‬‫א‬،‫א‬،‫א‬ ،،
KK‫א‬
 ،‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬ ‫א‬‫א‬
 ‫א‬،‫א‬‫א‬‫א‬
K‫א‬‫א‬
 W‫א‬‫א‬J ٣
،‫א‬‫א‬‫א‬‫א‬
،‫א‬،‫א‬‫א‬،‫א‬‫א‬‫א‬
K‫א‬ ‫א‬‫א‬،‫א‬،‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬
W‫א‬‫א‬٤
‫א‬ ‫א‬KK
‫א‬‫א‬K،‫א‬،‫א‬
‫א‬‫א‬KKKKK‫א‬‫א‬
،K،  ‫א‬
 ‫א‬KK
 
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬J ٥
KK‫א‬‫א‬ ‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬{‫א‬‫א‬ ‫א‬‫א‬K‫א‬
‫א‬{‫א‬‫א‬‫א‬‫א‬{‫א‬
{‫א‬‫א‬ ‫א‬‫א‬‫א‬{
{ ‫א‬‫א‬{ ‫א‬
- ٥٠ -
‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬{‫א‬‫א‬
{ ‫א‬KK‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬K‫א‬
{‫א‬{‫א‬‫א‬‫א‬{
 K‫א‬‫א‬‫א‬‫א‬
W‫א‬‫א‬‫א‬ J ٦
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬ ‫א‬{‫א‬‫א‬‫א‬
‫א‬‫א‬ KK‫א‬{‫א‬KK‫א‬‫א‬
 KK‫א‬‫א‬‫א‬‫א‬‫א‬KK‫א‬‫א‬
 W‫א‬‫א‬ J ٧
‫א‬‫א‬KK‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬ ‫א‬KK
KK‫א‬‫א‬‫א‬‫א‬{‫א‬
KK
‫א‬KK‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬ J ٨
‫א‬‫א‬‫א‬‫א‬ ‫א‬
 ‫א‬
‫א‬‫א‬‫א‬ ‫א‬KK‫א‬
 ‫א‬
 W{‫א‬‫א‬‫א‬KK‫א‬
KK‫א‬ J ١
 K
{‫א‬‫א‬‫א‬KK‫א‬‫א‬‫א‬‫ א‬J ٢
K‫א‬
‫א‬‫א‬‫א‬‫א‬K‫א‬ J ٣
KK‫א‬
- ٥١ -
‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬ J ٩
KK  
‫א‬‫א‬KK‫א‬‫א‬‫א‬‫א‬ ‫א‬

 KK  ‫א‬‫א‬‫א‬
‫א‬{‫א‬‫א‬‫א‬
 ‫א‬‫א‬KK
 
‫א‬ ‫א‬KK‫א‬KK‫א‬
 
‫א‬‫א‬KK‫א‬
 K‫א‬‫א‬–KK
 W‫א‬‫א‬J ١٠
‫א‬ ‫א‬
 
{KK‫א‬‫א‬KK‫א‬
‫א‬‫א‬ ‫א‬‫א‬KK‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬KK
‫א‬‫א‬ KK‫א‬‫א‬‫א‬
 ‫א‬KKKKKKKK
KK‫א‬‫א‬‫א‬‫א‬ 
 KKK‫א‬KK‫א‬‫א‬
 W‫א‬‫א‬J ١١
‫א‬‫א‬{‫א‬ ‫א‬‫א‬
{‫א‬ { 
‫א‬‫א‬KK{‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 KEF‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬{‫א‬
- ٥٢ -
‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬J ١٢
KK‫א‬‫א‬‫א‬
‫א‬ 
 KK‫א‬‫א‬‫א‬
 ‫א‬KK
‫א‬KK‫א‬ 
 ‫א‬
 ‫א‬‫א‬K‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬J ١٣
‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬
KK‫א‬KK‫א‬‫א‬‫א‬KK
‫א‬‫א‬KK‫א‬‫א‬‫א‬‫א‬
KK‫א‬‫א‬
‫א‬ KK 
‫א‬{‫א‬‫א‬‫א‬KK
 K
 W‫א‬‫א‬J ١٤
KK‫א‬‫א‬‫א‬ 
{‫א‬‫א‬‫א‬‫א‬‫א‬{‫א‬
{‫א‬‫א‬‫א‬KKKK‫א‬
  ‫א‬KK‫א‬‫א‬

 
 ‫א‬‫א‬ KK
 K‫א‬KK‫א‬‫א‬
 W‫א‬‫א‬J ١٥
{‫א‬‫א‬‫א‬‫א‬
{‫א‬KK‫א‬ ‫א‬
‫א‬
 ‫א‬‫א‬‫א‬‫א‬
EF‫א‬‫א‬{
- ٥٣ -
‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
{ ‫א‬‫א‬KK‫א‬
 ‫א‬‫א‬KKKK‫א‬
 K‫א‬
 W‫א‬‫א‬‫א‬‫א‬J ١٦
‫א‬ ‫א‬
 {‫א‬‫א‬KK‫א‬
KK‫א‬‫א‬{‫א‬
‫א‬‫א‬‫א‬‫א‬
 KK‫א‬KK‫א‬‫א‬
{‫א‬KK‫א‬‫א‬‫א‬
{‫א‬{‫א‬‫א‬ ‫א‬KK
 K‫א‬KKKK‫א‬‫א‬
 ‫؟‬
 W‫א‬‫א‬J ١٧
،‫א‬‫א‬،‫א‬‫א‬‫א‬
‫א‬KK،‫א‬‫א‬
KK،‫א‬،‫א‬
 ‫א‬‫א‬‫א‬‫א‬KK‫א‬KK‫א‬‫א‬
‫א‬KK‫א‬KK‫א‬‫א‬
 K‫א‬KK
 W‫א‬‫א‬J ١٨
‫א‬KK‫א‬‫א‬KK
‫א‬‫א‬‫א‬KK‫א‬‫א‬
KK‫א‬KK‫א‬
‫א‬‫א‬،KKKK‫א‬
KK‫א‬‫א‬، ‫א‬‫א‬،‫א‬
‫א‬KK‫א‬‫א‬
KK‫א‬‫א‬‫א‬‫א‬‫א‬KK‫א‬
- ٥٤ -
‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬‫א‬KK‫א‬
 ‫؟‬KKKK‫א‬‫א‬‫א‬
 W‫א‬‫א‬J ١٩
‫א‬‫א‬،‫א‬
 ‫א‬
،‫א‬‫א‬KK
KK‫א‬‫א‬‫א‬KK‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬

 W
‫א‬KKK‫א‬‫א‬‫א‬‫א‬ 
‫א‬KK‫א‬‫א‬٪٨٢‫א‬‫א‬‫א‬‫א‬
‫א‬KK‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬
،‫א‬،‫א‬‫א‬‫ א‬J ١
‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
 K
‫א‬، ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٢
K‫א‬‫א‬،
‫א‬‫א‬،‫א‬
 ‫א‬‫א‬ J ٣
‫א‬ ‫א‬‫א‬
 ،
K‫א‬

 ‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬ J ٤
‫א‬‫א‬‫א‬ 
 ،
K
K‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬ J ٥
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‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 

 ‫א‬‫א‬،‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬ J ٦
،‫א‬،‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬
‫א‬FF‫א‬‫א‬ ،‫א‬‫א‬ ‫א‬ J ٧
K‫א‬‫א‬‫א‬EE‫א‬‫א‬‫א‬

 WW
 W‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬ J
‫א‬‫א‬‫א‬‫א‬ J
K
K‫א‬‫א‬‫א‬‫א‬ J
‫א‬‫א‬‫א‬‫א‬‫א‬ J
K‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬  J
K‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬‫ א‬J
‫א‬‫א‬‫א‬‫א‬‫א‬
  ‫א‬‫א‬ J
‫א‬‫؟‬‫א‬‫א‬،،‫א‬
‫؟‬‫א‬‫א‬‫؟‬‫א‬‫א‬‫؟‬
‫א‬‫؟‬‫א‬‫א‬‫؟‬‫א‬‫א‬
‫؟‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬
 E‫א‬‫א‬F‫א‬‫ א‬J
  ‫א‬‫א‬F‫א‬‫א‬‫א‬‫ א‬J
E‫א‬
- ٥٦ -
‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬F‫א‬‫א‬‫ א‬J
E‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫ א‬J
‫א‬ ‫א‬F‫ א‬J
E‫א‬KKK‫א‬‫א‬‫א‬‫א‬
E‫א‬F‫א‬ J
‫א‬‫א‬‫א‬F ‫ א‬J
E‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬F‫ א‬J
E‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬  ‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬،
‫א‬‫א‬‫א‬‫א‬‫א‬ J
 K
،‫א‬‫א‬‫א‬‫ א‬J
KK‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ J
K‫א‬
K‫א‬‫א‬‫א‬‫א‬ J
‫א‬،‫א‬‫א‬‫א‬‫א‬ J
K
 ‫א‬‫א‬‫א‬‫א‬
K‫א‬ J
K‫א‬‫א‬‫א‬‫א‬‫א‬ J
K‫א‬‫א‬‫א‬‫א‬ J
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‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬‫א‬ J
K‫א‬
K‫א‬‫א‬
،‫؟‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬


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‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬E١F
‫א‬L‫א‬‫א‬ J 
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKW
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKW
 KKKKKKKKKKKKKKKKKKKKKKKKKKKW
 KKKKKKKKKKKKKKKKKKKKKKKKKKKW‫א‬
KKKKKKKKKKKKKKKKKKKKKKW
W‫א‬‫א‬‫א‬ J 

KKKKKKKKKKKKKKKKJ ٣KKKKKKKKKKKKKKKKKKKKKKJ ٢KKKKKKKKKKKKKKKKKKKKKKJ ١
 KKKKKKKKKKKKKKKKKKKKKJ ٦KKKKKKKKKKKKKKKKKKKJ ٥KKKKKKKKKKKKKKKKKKKJ ٤
 KKKKKKKKKKKKKKKKKKKKKKKKJ ٩KKKKKKKKKKKKKKKKKKKJ ٨KKKKKKKKKKKKKKKKKKJ ٧
 WEFEF‫א‬‫א‬E٢F
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬J 
 ‫א‬‫א‬‫א‬‫א‬‫א‬J 
 ‫א‬‫א‬‫א‬‫א‬‫א‬J 
 ‫א‬‫א‬‫א‬‫א‬‫א‬J 
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬J 
 ‫א‬‫א‬‫א‬‫א‬J 
 W‫א‬‫א‬L‫א‬J ٣
 W‫א‬‫א‬J 
 ‫א‬‫א‬ J ١
‫א‬‫א‬ J ٢
 ‫א‬‫א‬ J ٣
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‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬J 
  J ١
‫א‬‫א‬‫א‬ J ٢
K‫א‬‫א‬ J ٣
 W‫א‬‫א‬J 
 ‫א‬‫א‬ J ١
‫א‬‫א‬ J ٢
K‫א‬ J ٣
 ‫א‬٥‫א‬‫א‬‫א‬ J ٤
EFEF‫א‬‫א‬ J ٥
 EF‫א‬‫ א‬J 
EF‫א‬‫א‬‫א‬ J 

 EF‫א‬‫א‬‫א‬J 
 EF‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬J 
- ٦٠ -
‫א‬‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬‫א‬‫א‬

 ‫א‬WK‫א‬‫א‬WJ E١F
 ‫א‬W‫א‬‫א‬W
 ‫א‬‫א‬W
 ‫א‬J ٢‫א‬‫א‬‫א‬‫א‬J ١J 
 ‫א‬‫א‬‫א‬J ٤‫א‬J ٣
 ‫א‬J ٦‫א‬‫א‬J ٥
 ‫א‬J ٨‫א‬‫א‬‫א‬J ٧
 ‫א‬‫א‬‫א‬J ١٠‫א‬‫א‬J ٩
J J J J J 
 J E٢F
 

 E٣FJ E٣،١FJ E٢FJ E٣F

 ‫א‬‫א‬J ٣‫א‬‫א‬J ٢‫א‬‫א‬J ١E٤F
 ‫א‬‫א‬J ٥‫א‬‫א‬J ٤

 J J J J E٥F



- ٦١ -
 ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬
‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
٥
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬
W‫א‬‫א‬
W‫א‬‫א‬
 K‫א‬–١
 K‫א‬–٢
 ‫א‬–٣
 K‫א‬‫א‬‫א‬‫א‬–٤

. ٦ W‫א‬‫א‬
- ٦٢ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 
‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫؟؟‬KKKKK‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
 ‫؟‬‫א‬‫א‬
- ٦٣ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬

‫א‬‫א‬‫א‬HEARING{‫א‬‫א‬
‫א‬‫א‬ ‫א‬‫א‬LISTENING ‫א‬{‫א‬
 K‫א‬‫א‬{‫א‬
K‫א‬‫א‬‫א‬{٪٥٠  ‫א‬
{‫א‬٣٠٠ {‫א‬٦٠٠‫א‬‫א‬ ‫א‬
‫א‬‫א‬‫א‬‫א‬{‫א‬١٢٥
‫א‬‫א‬‫א‬‫א‬‫א‬{‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬ ‫א‬
 ‫א‬K‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
 ‫א‬‫א‬ 
 K‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬E‫א‬‫א‬F‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬{
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬
 K‫א‬
 W‫א‬
{‫א‬ ‫א‬‫א‬
{‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬
 ‫א‬‫א‬‫א‬
{‫א‬‫א‬‫א‬{‫א‬‫א‬
- ٦٤ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬‫א‬
 K‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬{‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
 E‫א‬‫א‬F‫א‬
‫א‬K‫א‬ ‫א‬‫א‬‫א‬
‫א‬E ‫א‬F‫א‬‫א‬‫א‬‫א‬
 ١J ٤‫א‬‫א‬‫א‬‫א‬
‫א‬
   
 ‫א‬‫א‬ J ١  ‫א‬‫ א‬J ١
‫א‬‫א‬‫א‬ J ٢ ‫א‬ J ٢
‫א‬‫ א‬J ٣ ‫א‬‫ א‬J ٣
‫ א‬J ٤

 ‫א‬١J ٤
 VERBAL LISTENING ‫א‬‫א‬W

 W‫א‬‫א‬‫א‬‫ א‬‫א‬‫א‬
‫א‬‫א‬ ‫א‬‫א‬W‫א‬‫ א‬J ١

 ‫א‬‫א‬‫א‬‫א‬‫א‬{‫א‬‫א‬‫א‬‫א‬ ‫א‬
 ‫א‬‫א‬‫א‬{‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬{‫א‬W‫א‬ J ٢
‫א‬‫א‬{‫א‬‫א‬‫א‬‫א‬
- ٦٥ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬ FEKKKK
 ‫א‬FEKKKF
E‫؟‬KKKKK
‫א‬ ‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬ J ٣
FE‫؟‬
 ‫א‬FE‫؟‬‫א‬F‫א‬‫א‬‫א‬
E‫؟‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬{ ‫א‬‫א‬‫א‬‫א‬W‫א‬ J ٤
‫א‬‫א‬‫א‬‫א‬{‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬
 NON VERBAL LISTENING ‫א‬‫א‬‫א‬W

 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬W‫א‬‫א‬ J ١
‫א‬‫א‬‫א‬‫א‬‫א‬ 
{‫א‬‫א‬‫א‬‫א‬‫א‬K‫א‬
‫א‬{‫א‬
‫א‬‫א‬‫א‬{‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬ J ٢
‫א‬
 {‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬ J ٣
K‫א‬‫א‬‫א‬
- ٦٦ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 ‫؟‬‫א‬‫א‬
‫א‬
 ‫א‬
‫א‬‫א‬ ‫א‬‫א‬‫א‬

 ‫א‬{
 
 K‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬WSENSING ‫א‬ J ١

 ‫א‬  ‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬ WINTERPRETING ‫א‬ J ٢
‫א‬K‫א‬{{{‫א‬{‫א‬
 {‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬
‫א‬{‫א‬‫א‬WEVALUATING ‫ א‬J ٣
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬{‫א‬
K‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬W REMEMBERING ‫ א‬J ٤
 ‫א‬K‫א‬ ‫א‬WRESPONDING‫ א‬J ٥
‫א‬
{‫א‬{‫א‬ ‫א‬‫א‬‫א‬‫א‬
K‫א‬
- ٦٧ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬

 ‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬ ‫א‬
 K‫א‬
‫א‬‫א‬‫א‬WCONTENT LISTENING ‫א‬‫א‬J ١
‫א‬‫א‬‫א‬{‫א‬‫א‬
K‫א‬
 ‫א‬‫א‬‫א‬
{‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬WCRITICAL LISTINING ‫א‬‫א‬J ٢
 ‫א‬{‫א‬{‫א‬{‫א‬W
K‫א‬‫א‬{‫א‬‫א‬‫א‬{‫א‬
‫א‬‫א‬‫א‬
‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
‫א‬WACTIVE OR EMPHATIC LISTENING ‫א‬ ‫א‬J ٣
‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
 K‫א‬
‫א‬‫א‬‫א‬W‫א‬ 
{‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬
‫א‬‫א‬  ‫א‬ ‫א‬
 K‫א‬‫א‬
- ٦٨ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬
 W‫א‬W
 K‫א‬‫א‬‫א‬ J
K‫א‬ J
K‫א‬‫ א‬J
K‫א‬‫א‬ J
K‫א‬‫ א‬J
K‫א‬‫א‬ J

 W‫א‬W
 K‫ א‬J
K‫ א‬J
K‫ א‬J
K‫ א‬J

 W‫א‬W
 K‫א‬‫א‬‫ א‬J
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬K‫א‬ J
K‫א‬‫א‬ J

 E‫א‬‫א‬F‫א‬‫א‬‫א‬‫א‬W‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬

- ٦٩ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬W
{‫א‬ ‫א‬‫א‬
{‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬ {
 K‫א‬{‫א‬‫א‬

 ‫؟؟‬KKK‫א‬
 W‫א‬‫א‬
 K‫؟‬‫א‬‫א‬‫א‬‫א‬‫א‬  J ١
 ‫א‬ J ٢
K‫א‬
–‫א‬‫א‬–‫א‬‫א‬‫א‬‫א‬‫א‬ J ٣
K‫א‬–‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٤
K‫א‬‫א‬‫א‬ J ٥

 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٦
K‫א‬
‫א‬‫א‬ J ٧
K
K‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬‫א‬‫א‬‫א‬ J ٨
K‫א‬‫א‬ J ٩
K‫א‬‫א‬‫א‬J ١٠
 W‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬ J ١
 K‫א‬
 W‫א‬ J ٢
 K‫א‬ J
K J
- ٧٠ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬J ٣
 K‫א‬‫ א‬J
K‫א‬‫א‬ J
K‫א‬‫ א‬J
 W‫א‬ J ٤
 K{‫א‬ J
‫؟‬‫א‬ J
 W J ٥
 K‫א‬ J
K‫א‬‫א‬‫א‬ J
 W‫א‬ J ٦
 ‫א‬ J
 J
K J
 W‫א‬ J ٧
 K‫א‬‫א‬‫א‬‫א‬‫א‬ J
 W‫א‬‫א‬‫א‬ J ٨
 K‫א‬‫א‬‫א‬‫א‬‫א‬ J
K J
 K‫א‬‫א‬{ J
 W‫א‬J ٩

 ‫א‬ J
 K
- ٧١ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬J ١٠
{‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J
{‫א‬{ ‫א‬
 K‫א‬‫א‬

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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬W

‫א‬   
 W‫א‬‫א‬‫א‬KKK‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫؟‬Ewhat F‫א‬( how F‫؟‬

 ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬KK‫א‬‫א‬
 
 ‫א‬KK ‫א‬‫א‬KK
 

  ‫א‬W
 FF
 KEE
‫א‬‫א‬‫א‬‫א‬
‫א‬KK‫א‬‫א‬KK‫א‬‫א‬‫א‬‫א‬
 KK‫א‬‫א‬KKKK‫א‬‫א‬
‫א‬REPHRASING‫א‬‫א‬‫א‬
‫א‬KK‫א‬
 KK‫א‬
 KK
W‫א‬‫א‬‫א‬ J ١
 K‫א‬‫א‬
 ‫؟‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬ J ٢
 ‫؟‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬ J ٣
 KK‫א‬
 ‫؟‬EEFFKKEEFF
 EE‫؟‬‫א‬FFKKEE‫؟‬‫א‬‫א‬FF
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬‫ א‬J ٤
 EE‫א‬‫א‬FF
 EE‫؟‬‫א‬FF
 KEEFFEEFF‫ א‬J ٥
‫א‬‫א‬‫א‬{ ‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬{{{{{{{{
 ‫א‬ ‫א‬‫א‬‫א‬ 
 K
 K‫א‬‫א‬{{{{ •
K{{{{‫א‬{{{{ •
 {{{{{{
 KKKKKKKK‫א‬
 KKKKKK‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 {{{{{
 W‫א‬‫א‬{‫א‬
‫א‬‫א‬‫א‬{‫א‬‫א‬‫א‬W
 K‫א‬
 W‫א‬
 {{‫א‬‫א‬F •
E{{
 K‫א‬‫א‬
E‫א‬F‫א‬ •
E‫א‬‫א‬‫א‬‫א‬F‫א‬‫א‬ •
 K‫א‬‫א‬‫א‬{{{{
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬‫א‬
 ‫א‬ ٪٩٣W‫א‬‫א‬KKK‫א‬
‫א‬‫א‬KKKK
 ‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬K‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬{‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
{‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ 
‫א‬‫א‬‫א‬W ‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬
KKKKKKKKKK‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬
 KKVERBAL‫א‬‫א‬

 ‫א‬KKNON VERBAL‫א‬KKK
KKKK‫א‬KK
 KKKK
 W‫א‬
Inform J
Persuade J
entertain J
motivate J
‫أدوات اﻟﺘﻌﺒﻴﺮ‬
‫اﻟﺼﻤﺖ‬ ‫اﻟﻮﻗﺖ‬
‫اﻟﻤﻈﻬﺮ‬ ‫اﻟﻮﺟﻪ‬
‫اﻟﻠﻤﺲ‬ ‫اﻟﺼﻮت‬
‫اﻟﺤﺮآﺔ‬
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
Actions Speaks Louder than wordsW‫א‬‫א‬‫• א‬


 ‫א‬
 ‫א‬ 
 ‫א‬ ‫א‬‫א‬K‫א‬
{‫א‬‫א‬KKKK
 ‫א‬‫א‬‫א‬‫א‬KKK
 ‫א‬KKTWO EDGED MESSAGE
 K‫א‬
 ‫؟‬ •
‫؟‬‫א‬ •
‫؟‬‫؟‬ •
‫؟‬ •
KKK‫א‬‫א‬‫א‬ ‫א‬‫א‬
‫א‬‫א‬KKK‫א‬‫א‬‫א‬KKKK‫א‬
 K
‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
 W‫א‬‫א‬
     ‫א‬   ‫א‬ ‫א‬     
 W‫א‬
  ‫א‬ ‫א‬      ‫ א‬  ‫א‬ ‫ א‬-١
 KK‫א‬‫א‬‫א‬‫א‬
K ‫א‬ 
K‫א‬
KK‫א‬‫א‬KK J ٢
K‫א‬‫א‬
- ٧٦ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬ J ٣
K‫א‬‫א‬‫א‬‫א‬K
‫א‬{‫א‬‫א‬‫א‬‫א‬KK J ٤
‫א‬–
‫א‬‫א‬
K‫א‬
‫א‬‫א‬ J ٥
K‫א‬
 W‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

can I help you ‫؟‬KK J ١
E‫א‬F‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
how can I help you ‫؟‬‫א‬‫א‬
{‫א‬‫א‬‫א‬{‫א‬‫א‬‫א‬
 K{KKKKKKKKKKK
 KKKKKK‫א‬‫א‬ J ٢
‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬
 KKK‫א‬‫א‬ J ٣
‫א‬‫א‬‫א‬
 ?‫א‬‫א‬‫א‬‫א‬‫א‬?‫א‬‫א‬
 KKK J ٤
‫א‬‫א‬‫א‬
 K‫א‬‫א‬
- ٧٧ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 KKKKK‫א‬ J ٥
‫א‬‫א‬
‫א‬–?‫א‬‫א‬
 K?‫א‬
 KKKKKKKKKK‫א‬‫א‬ J ٦
‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬KKK
 KK‫א‬KKKKKK J ٧
{‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬{‫א‬
‫א‬‫א‬‫א‬FKKK

 KEKKK‫א‬
 KKK‫א‬‫א‬ J ٨
 K‫א‬‫א‬‫א‬
 KKK J ٩

????‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K

 ‫؟‬‫א‬
KKK‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
W‫א‬‫א‬‫א‬‫א‬‫א‬
K‫א‬KKKKK
- ٧٨ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬
 ‫א‬‫א‬L ‫א‬

 ‫א‬ KK‫א‬
‫א‬ ‫א‬‫א‬
 ‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ ‫א‬ J ١
K‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٢
K‫א‬
   ‫א‬
 K
- ٧٩ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬

 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 The Stimulus-Respond Approach‫א‬‫א‬
‫א‬‫א‬ {‫א‬‫א‬ 
‫א‬‫א‬‫א‬{‫א‬‫א‬
    KK ‫א‬       ‫א‬ ‫א‬  ‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬ ‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬
K‫א‬ ‫א‬‫א‬‫א‬‫א‬KKK‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬CROSS SELLING
‫اﺳﺘﺠﺎﺑﺔ‬
‫اﺳﺘﺠﺎﺑﺔ‬
‫اﺳﺘﺠﺎﺑﺔ‬ ‫ﻣﺜﻴﺮ‬ ‫ﻣﺜﻴﺮ‬ ‫ﻣﺜﻴﺮ‬
‫وﻗﺖ اﻟﺤﺪﻳﺚ‬
 ‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
- ٨٠ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ١
‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬
 K‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٢
K‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٣
‫א‬‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬ ‫א‬ ‫א‬‫א‬‫א‬‫א‬
{‫א‬‫א‬‫א‬‫א‬{‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬
‫א‬‫א‬{
 K‫א‬‫א‬‫א‬
 A . I .D .A .‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ E‫א‬F
 ‫א‬‫א‬‫א‬‫א‬  ‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬
ATTENTION‫א‬‫ א‬J 
‫א‬‫א‬‫א‬‫א‬ 
{‫א‬‫א‬ ‫א‬{‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬{‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬ {‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬
{‫א‬‫א‬‫א‬‫א‬
- ٨١ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬ ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬{‫א‬
{‫א‬‫א‬‫א‬ ‫א‬ K‫א‬‫א‬
 {‫א‬‫א‬‫א‬‫א‬
 ‫א‬
 ‫א‬
 A  I  D  A
 ‫ﺧﻠﻖ اﻟﺮﻏﺒﺔ‬ ‫اﺗﺨﺎذ اﻟﻘﺮار‬
‫ﺟﺬب اﻻﻧﺘﺒﺎﻩ‬ ‫إﺛﺎرة اﻻهﺘﻤﺎم‬
ATTENTION INTEREST DESIRE ACTION
‫وﻗﺖ اﻟﻤﻘﺎﺑﻠﺔ اﻟﺒﻴﻌﻴﺔ‬
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
INTEREST‫א‬‫ א‬J 

‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬

 ‫א‬{‫א‬‫א‬
‫א‬‫א‬‫א‬
‫א‬ ‫א‬‫א‬
 KKK‫א‬‫א‬
 WDESIRE‫א‬J 

‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬ {‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬  ‫א‬F‫א‬  ‫א‬‫א‬
 E
 WACTIONKK‫א‬‫א‬‫א‬J 
{‫א‬‫א‬‫א‬  ‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬
‫א‬‫א‬ ‫א‬‫א‬
  ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬KKK‫א‬‫א‬
‫א‬‫א‬‫א‬  ‫א‬‫א‬‫א‬‫א‬
‫א‬
 ‫א‬
 ‫א‬‫א‬KK‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬K
- ٨٣ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬{‫א‬‫א‬‫א‬
 ‫א‬‫א‬
{ ‫א‬

 ‫א‬ ‫א‬‫א‬‫א‬

 ‫א‬‫א‬ ‫א‬‫א‬‫א‬{
 
‫א‬KK‫א‬‫א‬‫א‬‫א‬
 K‫א‬KK‫א‬

Need Satisfaction‫א‬
{‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬  KKKK
‫א‬ ‫א‬KK‫א‬‫א‬
 W
‫א‬
 WKK‫א‬KK‫א‬
 K‫א‬K‫א‬ J ١
K‫א‬‫א‬ J ٢
‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬ 
{‫א‬{‫א‬‫א‬{‫א‬‫א‬‫א‬‫א‬
{‫א‬‫א‬‫א‬K‫א‬‫א‬
{‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬
KK‫א‬
 ‫א‬‫א‬  ‫א‬‫א‬
‫א‬
 ‫א‬{‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 
- ٨٤ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬‫א‬
 ‫؟‬‫א‬‫א‬‫א‬ J ١
‫؟‬‫א‬ J ٢
‫؟‬KKKK J ٣
{‫א‬‫א‬
 ‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬
 
 K‫א‬
Need Awareness‫א‬‫א‬‫א‬‫א‬
‫א‬
 {‫א‬‫א‬‫א‬
{‫א‬
 ‫א‬{‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ 
‫א‬‫א‬{Need fulfillment‫א‬‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
{‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬
  ‫א‬{‫א‬‫א‬
‫א‬F‫א‬‫א‬{‫א‬‫א‬‫א‬‫א‬
 WE‫א‬–‫א‬‫א‬–
{‫א‬‫א‬ J ١
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
{‫א‬‫א‬‫א‬‫א‬ J ٢
‫א‬{‫א‬‫א‬‫א‬‫א‬
K‫א‬
- ٨٥ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 KK‫א‬KKK
‫א‬‫א‬KK‫א‬KK
 KKKKKK‫א‬
 ‫א‬‫א‬  ‫א‬‫א‬
 K‫א‬‫א‬
 KKKKKK‫א‬
‫א‬KK‫א‬ 
‫א‬ ‫א‬‫א‬‫א‬KK‫א‬
‫א‬‫א‬‫א‬KK‫א‬{‫א‬
 ‫א‬‫א‬KK‫א‬
‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬

- ٨٦ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬

 ‫א‬‫א‬‫א‬J ١
KKKKKKKKKKKKKK‫א‬‫א‬‫א‬‫א‬KKKKKKKK J 
 K‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫ א‬J 

KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
 K‫א‬‫؟‬‫א‬‫א‬J ٢
 ‫؟‬{‫א‬‫א‬J ٣
‫؟‬‫א‬‫א‬J ٤
‫؟‬Rephrasing‫א‬J ٥
W‫א‬‫א‬J ٦
 K‫א‬‫א‬‫א‬ J 
K‫א‬J 
‫؟‬K‫א‬‫א‬‫א‬ J 
‫؟‬K‫א‬‫א‬‫א‬ J 
 ‫؟‬‫א‬‫א‬J ٧
 EF????‫א‬‫א‬‫א‬J 
 EFKE‫א‬–‫א‬–‫א‬–‫א‬F‫א‬‫א‬J 
 ‫א‬‫א‬J 

 EFK‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬J 
 EF
 ‫؟‬‫א‬‫א‬‫א‬‫א‬J ٨
‫؟‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬J ٩


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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬J ١٠
   
 K‫א‬‫א‬‫א‬J ١ ‫א‬‫א‬J ١
 ‫א‬‫א‬J ٢  ‫א‬AIDAJ ٢
K‫א‬‫א‬J ٣ ‫א‬J ٣
 K‫א‬J ٤ ‫א‬٤


















- ٨٨ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬‫א‬
 ‫א‬_‫א‬J J ١
 ‫א‬‫א‬‫א‬‫א‬J 
 ‫א‬‫א‬‫א‬

 ‫א‬J ١J ٢
 ‫א‬J ٢
 ‫א‬J ٣
 ‫א‬J ٤
 ‫א‬J ٥

 ‫א‬‫א‬J ١J ٣
 ‫א‬‫א‬J ٢
 ‫א‬J ٣

 ‫א‬‫א‬‫א‬‫א‬J J ٤
 ‫א‬‫א‬‫א‬‫א‬J 
‫א‬‫א‬J 
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬J 
 K‫א‬‫א‬‫א‬J ٥

‫؟‬‫א‬‫؟‬J J ٦
 ‫א‬‫א‬‫א‬‫א‬‫؟‬J 
 ‫א‬‫א‬J 
K‫א‬‫א‬‫א‬J 
- ٨٩ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬ 
J J ٧
 J 
 J 
 J 
‫א‬‫א‬J ١J ٨
 J ٢
 ‫א‬J ٣
 ‫א‬J ٤
 ‫א‬‫א‬‫א‬J ٥
‫א‬‫א‬J J ٩
 ‫א‬‫א‬‫א‬‫א‬J 
 ‫א‬‫א‬‫א‬J 
 EF‫א‬EF‫א‬J ١٠

 
٢ ١
 ١  ٢
 ٣  ٣
 ٤  ٤
- ٩٠ -
 ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬
K‫א‬‫א‬
K‫א‬‫א‬
٦
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬
 
 W‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬ J ٨
K‫א‬‫א‬‫א‬‫א‬ J ٩
K‫א‬‫א‬‫א‬‫א‬ J ١٠
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ١١
 K٤W‫א‬‫א‬



- ٩١ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 
‫א‬‫א‬‫א‬‫א‬
 KKKKK‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫؟؟‬‫א‬KKK‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
- ٩٢ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬
،
 ‫א‬‫א‬‫א‬‫א‬
K‫א‬
  KK‫א‬‫א‬
 WK‫א‬‫א‬‫א‬‫א‬
‫א‬،‫א‬،‫א‬ J 
 K‫א‬
K‫א‬،،‫א‬ J 

 KK‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬KK‫א‬‫א‬‫א‬J 
 ‫؟‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬ E١F
‫א‬‫א‬‫א‬‫א‬،‫א‬
 K‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬ E٢F
KKKKK، ‫א‬‫؟‬‫א‬‫؟‬‫א‬‫א‬‫؟‬‫א‬،‫א‬
K
‫א‬‫א‬‫א‬‫א‬‫א‬ E٣F
- ٩٣ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬E١F
 K‫א‬‫א‬‫א‬K
‫א‬‫א‬ •
 KE‫א‬‫א‬F‫א‬‫א‬
‫א‬ •
 KE‫א‬‫א‬‫א‬‫א‬F‫א‬‫א‬


 W‫א‬‫א‬‫א‬E٢F
‫א‬‫א‬‫א‬ ‫א‬‫א‬
W‫א‬‫א‬KK‫א‬  ‫א‬
 K‫א‬
 K

 WE‫א‬F‫א‬‫א‬‫א‬E٣F
 K‫א‬‫א‬‫א‬‫א‬‫א‬

 W‫א‬‫א‬‫א‬E٤F
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
 ‫א‬‫א‬‫א‬KKKKK‫א‬‫א‬G
- ٩٤ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬‫א‬J 
 K‫א‬
‫א‬W‫א‬‫א‬‫א‬J 
 K‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬J 
 K‫א‬‫א‬

 W‫א‬‫א‬‫א‬E٥F
 ‫א‬،‫א‬

 W‫א‬‫א‬‫א‬E٦F
 W‫א‬‫א‬
 KK

 W‫א‬‫א‬‫א‬E٧F
 W‫א‬‫א‬‫א‬‫א‬
 ‫א‬W‫א‬‫א‬

 W‫א‬‫א‬‫א‬‫א‬E٨F
 ‫א‬‫א‬
 ‫א‬‫א‬W‫א‬‫א‬

 W‫א‬‫א‬‫א‬‫א‬E٩F
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 >>٤٥‫א‬W‫א‬‫א‬
 K‫א‬W‫א‬‫א‬
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬E١٠F
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬W‫א‬‫א‬
 W‫א‬‫א‬
 K‫א‬‫א‬W‫א‬‫א‬

 W‫א‬‫א‬‫א‬‫א‬‫א‬E١١F
 ‫א‬‫א‬، ‫א‬‫א‬‫א‬
 K،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬W‫א‬‫א‬

 W‫א‬‫א‬‫א‬E١٢F
‫א‬‫א‬‫א‬ ‫א‬
،‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
 ‫א‬‫א‬
 K‫א‬‫א‬‫א‬KK‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬
- ٩٦ -
‫א‪‬א‪‬‬ ‫‪٢٨٥‬‬ ‫א‪‬‬
‫א‪‬א‪‬‬ ‫‪‬א‪‬א‪‬‬ ‫‪‬‬
‫‪‬‬
‫ﺃﻧﻮﺍﻉ ﺍﻻﻋﺘﺮﺍﺿﺎﺕ‬
‫ﺍﻋﺘﺮﺍﺿﺎﺕ ﻣﻌﻠﻨﺔ‬ ‫ﺍﻋﺘﺮﺍﺿﺎﺕ ﻋﺎﻃﻔﻴﺔ‬ ‫ﺍﻋﺘﺮﺍﺿﺎﺕ ﺣﻘﻴﻘﻴﺔ‬
‫ﺍﻋﺘﺮﺍﺿﺎﺕ ﻏﲑ ﻣﻌﻠﻨﺔ‬ ‫ﺍﻋﺘﺮﺍﺿﺎﺕ ﻋﻘﻠﻴﺔ‬ ‫ﺍﻋﺘﺮﺍﺿﺎﺕ ﻏﲑ ﻣﻌﻠﻨﺔ‬
‫ﺍﻋﺘﺮﺍﺿﺎﺕ ﺻﺎﻣﺘﺔ‬
‫‪- ٩٧ -‬‬
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬
‫א‬‫א‬ ‫א‬‫א‬‫א‬
 W‫א‬‫א‬
‫א‬‫א‬E
 ‫א‬‫א‬F‫א‬‫א‬ E١F
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
‫א‬‫א‬ E٢F
‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬
‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬ E٣F
‫א‬‫א‬‫א‬،‫א‬‫א‬
K‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬E٤F
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ E٥F
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬ ‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬ E٦F
K‫א‬‫א‬
‫א‬‫א‬‫א‬KKK،‫א‬‫ א‬E٧F
K‫א‬‫א‬KKK‫א‬
- ٩٨ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬‫א‬
،  ‫א‬‫א‬‫א‬‫א‬ ‫א‬

 ‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬K‫א‬‫א‬K‫א‬‫א‬
،،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬K‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬ ‫א‬‫א‬ ‫א‬‫א‬،‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬،
 K‫א‬‫א‬‫א‬‫א‬،‫א‬
‫א‬‫א‬، ‫א‬‫א‬
 K‫א‬‫א‬‫א‬،‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬
 WK‫א‬‫א‬
 ‫א‬‫ א‬J ١
‫א‬‫א‬ J ٢
‫א‬‫א‬‫א‬‫א‬‫א‬ J ٣
 W‫א‬‫א‬J ١
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬
 ‫א‬‫א‬‫א‬
‫א‬‫א‬ ‫א‬ ‫א‬
 ‫א‬‫א‬FW ‫א‬‫א‬‫א‬
KE

 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬
W‫א‬J 
  ‫א‬‫א‬‫א‬‫א‬
 ‫א‬
، ‫א‬، 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،
- ٩٩ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
  ‫א‬،‫א‬

‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬
 K
W‫א‬J 
‫א‬ ‫א‬‫א‬‫א‬‫א‬
 
‫א‬‫א‬،، 
‫א‬‫א‬‫א‬،‫א‬‫א‬
 ‫א‬‫א‬،‫א‬
K‫א‬‫א‬‫א‬‫א‬K‫א‬‫א‬‫א‬
 K‫א‬
 W‫א‬J 
 ‫؟‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬،W J
 ‫א‬‫א‬‫א‬‫א‬W J
K‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W J
K‫א‬
 W‫א‬‫א‬‫א‬J 
‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬K‫א‬‫א‬
 K‫א‬‫א‬‫א‬
 W‫א‬J 
 ‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
W‫א‬،‫א‬‫א‬،
‫א‬‫א‬ ‫א‬‫؟‬‫א‬
 
- ١٠٠ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬
 WJ 
E‫؟‬F‫א‬‫א‬
 
‫א‬،E
 ‫א‬ 
 F،E F
‫א‬‫א‬E‫א‬‫א‬F ‫א‬
‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬،
‫א‬ ‫א‬ ‫א‬ ‫א‬ ‫א‬‫א‬‫א‬،‫א‬‫א‬
F،E‫؟‬F‫א‬‫א‬‫א‬،‫א‬‫א‬
F،E F‫א‬ ‫א‬‫א‬‫א‬E‫؟‬ F،E‫؟‬
 K‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬E
 W‫א‬‫א‬J 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
 W‫א‬
‫א‬‫א‬، ‫א‬W‫א‬J
 K‫א‬‫א‬‫א‬،
‫א‬،‫א‬ ‫א‬‫א‬W‫א‬J
‫א‬‫א‬
 ، ‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬J 
 
 ‫א‬،‫א‬،‫א‬
  ‫א‬،‫א‬‫א‬‫א‬
 K‫א‬‫א‬
- ١٠١ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬J ٢
‫א‬  ‫א‬‫א‬‫א‬
 K‫א‬‫א‬
 W‫א‬‫א‬J 
،  ‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬،
 K‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬J 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
 K‫א‬

 W‫א‬‫א‬J ٣
‫א‬‫؟‬‫א‬‫א‬
 ‫א‬‫؟‬
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
W‫א‬،‫א‬K‫א‬‫א‬ ‫א‬

 ‫א‬‫א‬E F،E،F

  ‫א‬‫א‬‫א‬‫א‬‫א‬E‫א؟‬
  F
 ‫א‬‫א‬‫א‬KK‫؟‬‫א‬‫א‬‫א‬
  ، ‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬،‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬‫א‬‫א‬

 ‫א‬‫א‬،‫א‬،‫א‬ ‫א‬‫א‬  J ١
 K،

 ،‫א‬‫א‬،‫ א‬J ٢
K‫א‬،
W ‫א‬، J ٣
‫א‬‫א‬،‫א‬‫א‬
K‫א‬‫א‬
‫א‬‫א‬،، ‫א‬‫א‬‫א‬‫ א‬J ٤
K‫א‬‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬‫ א‬J ٥
K
F ‫א‬ ،‫א‬ ‫א‬‫א‬‫א‬ J ٦
‫א‬،KK EKK،
KK
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٧
‫א‬‫א‬KK ‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬
K‫א‬
W‫א‬‫א‬‫א‬‫א‬‫ א‬J ٨
 K‫א‬‫א‬‫א‬‫א‬J
K‫א‬‫א‬‫א‬J
KKKJ
J
K‫א‬‫א‬J
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬J
K‫א‬J
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬  J ٩
‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬J ١٠
 K‫א‬‫א‬‫א‬

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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬
WEFEF‫א‬‫א‬‫א‬
 EF‫א‬‫א‬EF
 EF‫א‬‫א‬EF
 EF‫א‬‫א‬‫א‬‫א‬EF
 EF‫א‬‫א‬‫א‬‫א‬EF
‫؟‬٦‫א‬‫א‬‫א‬‫א‬
W‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬EF
 ‫א‬‫א‬ J ١
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK J ٢
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK J ٣
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK J ٤
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK J ٥
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK J ٦
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK J ٧
 W‫א‬‫א‬‫א‬‫א‬EF
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK J ١
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK J ٢
KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK J ٣
 W‫א‬‫א‬‫א‬EF
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKJ ٣KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKJ ٢KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK J ١
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKJ ٦KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKJ ٥KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKJ ٤
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKJ ٧
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬‫א‬J 
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKJ ٣ KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKJ ٢ KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK J ٢
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKJ ٦KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKJ ٥  KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKJ ٤
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKJ ٩KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKJ ٨  KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKJ ٧
 KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKJ ١٠
- ١٠٦ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬‫א‬‫א‬

 W‫א‬‫א‬‫א‬
 J 
 J 
 J 
 J 

 W‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬J ١
 ‫א‬‫א‬‫א‬J ٢
 ‫א‬‫א‬‫א‬J ٣
 ‫א‬‫א‬‫א‬J ٤
 ‫א‬‫א‬‫א‬‫א‬J ٥
 ‫א‬‫א‬‫א‬J ٦

 W‫א‬‫א‬‫א‬
 ‫א‬ K١
 ‫א‬‫א‬ K٢
‫א‬‫א‬‫א‬ K٣
‫א‬‫א‬‫א‬ K٤
‫א‬‫א‬‫ א‬K٥
 EKKKF‫א‬‫א‬‫ א‬K٦

 J 
 ‫א‬ K١
 ‫א‬‫א‬ K٢
 E‫؟‬F‫א‬‫א‬‫ א‬K٣
- ١٠٧ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ ‫א‬‫א‬ 
 ‫א‬J ١J 
 ‫א‬ J ٢
 EJ ‫א‬‫א‬–FJ ٣
 ‫א‬‫א‬J ٤
‫א‬J ٥
‫א‬‫א‬‫א‬‫א‬J ٦
‫א‬‫א‬‫א‬‫א‬J ٧
 ‫א‬‫א‬J ٨

 ‫א‬‫א‬‫א‬J ١J 
 ‫א‬‫ א‬J ٢
‫א‬ J ٣
 ‫א‬‫א‬‫א‬‫א‬J ٤
 ‫א‬‫א‬‫א‬‫א‬J ٥
‫א‬‫א‬‫א‬J ٦
‫א‬‫א‬‫א‬J ٧
‫א‬‫א‬‫א‬‫א‬‫א‬J ٨
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬J ٩
 ‫א‬‫א‬‫א‬J ١٠
 

- ١٠٨ -
 ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬
‫א‬
‫א‬
٧
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
 K‫א‬W‫א‬‫א‬
 
 W‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬
K‫א‬ J ١٢
K‫א‬L‫א‬ J ١٣
‫א‬ J ١٤
‫א‬‫א‬‫א‬ J ١٥
‫א‬‫א‬ J ١٦
‫א‬ J ١٧
‫א‬‫א‬‫א‬ J ١٨
 ٨W‫א‬‫א‬

 ‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬‫א‬‫א‬



- ١٠٩ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 

‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬
- ١١٠ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
 ‫א‬
‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬
 E‫א‬F‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
 W‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬K‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬K‫א‬‫א‬‫א‬‫א‬
 K
‫اﻟﺜﻘﺔ‬
‫اﻟﻨﺠﺎح واﻹﻧﺘﺎﺟﻴﺔ‬
- ١١١ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
١٠ ‫א‬
٥ ‫א‬‫א‬
٤٧ ‫א‬‫א‬
١٥٠٠ ‫א‬
٣{٥٢٥{٠٠٠ ‫א‬
‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
 W‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬
 ‫• א‬
‫• א‬
‫א‬ •
‫• א‬
‫• א‬
‫• א‬
‫א‬ •
‫א‬ •
 •
 •
 •
‫א‬‫א‬ •
‫א‬‫א‬ •
‫א‬‫א‬‫א‬‫א‬ •
‫א‬‫א‬‫א‬ •
 •
 •
- ١١٢ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
 ‫א‬

‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬
 K‫א‬–‫א‬–‫א‬–‫א‬W‫א‬
‫اﻻﻓﺘﺘﺎح‬
 ‫א‬L‫א‬
 ‫א‬‫א‬


 ‫א‬
‫א‬‫א‬‫א‬
‫ﺑﻨﺎء ﻋﻼﻗﺔ وﺗﺮك اﻟﻌﻤﻴﻞ ﻋﻠﻰ راﺣﺘﻪ‬
‫ﺍﻟﻌﺮﺽ‬
 ‫א‬‫א‬‫א‬‫א‬،‫א‬


‫א‬
 ‫א‬L‫א‬‫א‬‫א‬
- ١١٣ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬
 W
 ‫א‬‫א‬‫א‬‫א‬ •
‫א‬L‫א‬ •
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬L‫א‬ •
K‫א‬
‫א‬‫א‬‫• א‬
 •

 W‫א‬‫א‬L‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬،E‫א‬F‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬ ‫א‬،
‫א‬E‫א‬‫א‬F‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

 W‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬
٢٥‫א‬L‫א‬‫א‬W‫א‬‫• א‬
 K
E‫א‬L‫א‬F‫א‬‫א‬‫א‬‫א‬‫א‬ •
K‫א‬‫א‬‫א‬‫א‬L‫א‬ •
- ١١٤ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬،،،،‫ א‬،،،،‫א‬،،،،‫• א‬
‫א‬‫א‬‫א‬
‫א‬‫א‬L‫א‬W •
K‫א‬‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬W •
K‫א‬‫א‬ W‫א‬‫• א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬ •

 W‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬
 W
‫א‬‫א‬‫א‬ W‫• א‬
 K‫א‬‫א‬‫א‬
‫א‬‫א‬W‫א‬ •
K
KKK‫א‬‫א‬W‫א‬‫א‬ •
‫א‬‫א‬‫א‬‫א‬‫א‬ •
W‫א‬
 ‫؟‬‫א‬‫א‬ J
‫؟‬‫א‬ J
‫؟‬‫א‬‫א‬ J
‫؟‬ J
‫؟‬‫א‬‫א‬ J
- ١١٥ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
 •
‫א‬‫א‬‫א‬W‫א‬‫א‬‫• א‬
K‫א‬
KK‫א‬‫א‬L‫א‬L‫א‬L‫א‬‫א‬W‫א‬‫א‬ •
‫א‬LL‫א‬W‫א‬ •
KKK‫א‬
‫א‬‫א‬‫א‬ ‫א‬ •
K‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ W
 WE‫א‬‫א‬F‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 KE‫א‬‫א‬F‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬


 ‫א‬‫א‬Z‫א‬‫א‬
 ‫א‬‫א‬‫א‬ Z ‫א‬
،‫א‬‫א‬L‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬W‫א‬W‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬



- ١١٦ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
 ‫א‬L‫א‬
 
 KKKL‫א‬L


 


 ‫א‬




 ‫א‬
 LL‫א‬
‫א‬‫א‬١٥‫א‬‫א‬W
 K‫א‬‫א‬‫א‬‫א‬‫א‬
- ١١٧ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 

 W‫א‬‫א‬‫א‬‫א‬
‫اﻟﺮﺑﻂ‬
‫ﻣﻨﺎﻓﻊ‬ ‫ﺗﻤﻜﻨﻚ ﻣﻦ‬ ‫ﻣﻮاﺻﻔﺎت‬
‫ﻣﻨﺎﻓﻊ‬ ‫ﻣﻤﺎ ﻳﻌﻨﻲ ﺑﺄﻧﻪ‬ ‫ﻣﻮاﺻﻔﺎت‬
‫ﻣﻨﺎﻓﻊ‬ ‫ﻟﺬﻟﻚ ﻓﺈﻧﻪ ﺗﻀﻤﻦ ﻟﻚ‬ ‫ﻣﻮاﺻﻔﺎت‬
 
 ‫א‬‫א‬
 ‫א‬
 W

 ‫א‬ ‫א‬
٤٠  ‫א‬

- ١١٨ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬
‫א‬‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
K‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬L‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫• א‬
K‫א‬‫א‬ •
K‫א‬ •
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
 E‫؟‬‫א‬‫א‬F‫א‬
 WE‫א‬‫א‬F‫א‬
‫א‬‫א‬،‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 KE‫א‬F‫א‬ •
‫؟‬‫א‬‫א‬W‫؟‬‫א‬‫א‬‫א‬W‫• א‬
L‫א‬‫א‬F‫א‬‫א‬‫א‬W‫א‬‫א‬‫א‬ •
KE‫א‬‫א‬‫א‬‫א‬‫א‬L‫א‬
‫א‬‫א‬‫א‬‫א‬FW‫• א‬
KE‫א‬‫א‬
‫א‬ •
‫א‬F‫א‬‫א‬W‫א‬‫א‬ •
‫א‬‫א‬‫א‬،‫א‬‫א‬
KE
‫א‬‫א‬‫א‬‫א‬‫א‬–‫א‬W‫א‬ •
K‫א‬


- ١١٩ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 

 ‫א‬‫א‬‫א‬‫א‬ W
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
‫א‬‫א‬‫א‬‫א‬F
‫א‬‫א‬‫א‬‫א‬‫؟‬EKKK
 K‫א‬‫א‬
 W‫א‬‫א‬‫א‬
 ‫א‬ •
‫א‬‫א‬‫א‬‫א‬ •
‫א‬‫א‬ •
‫א‬‫א‬W‫א‬‫א‬ •
K‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬ •
EKKK‫א‬،F‫א‬‫א‬‫א‬‫א‬ •

 W‫א‬‫א‬
‫א‬
 W
 ،،،KKKK،،
 ،،KKK‫א‬،،
 ،،KKK‫א‬،،
 >KKK،W‫א‬،،
 ‫א‬‫א‬‫א‬‫א‬

- ١٢٠ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬
 K‫א‬،‫א‬W‫א‬ •
K‫א‬‫א‬‫א‬W‫א‬‫א‬ •
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
 W‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬
 W‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬FW
 E
‫א‬W‫א‬‫א‬‫א‬‫א‬‫א‬W
 K
 W‫א‬
‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬F‫א‬‫א‬‫א‬‫א‬ •
،‫א‬‫א‬،‫א‬،‫א‬،‫א‬‫א‬،‫א‬،
 EKKK‫א‬‫א‬،
E‫א‬F‫א‬‫א‬‫א‬ •
‫א‬ •
‫א‬‫א‬‫• א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ •
‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬F‫א‬
EKKK‫א‬‫א‬،‫א‬
- ١٢١ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬ •
E‫א‬F‫א‬‫א‬ •
‫א‬ •
‫א‬ •
‫א‬‫א‬‫א‬‫א‬‫א‬‫• א‬
E‫א‬F‫א‬‫א‬ •
 W‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W •
‫א‬‫א‬W‫א‬ •
‫א‬‫א‬‫א‬،،، •
K‫א‬‫א‬‫א‬
‫א‬‫• א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬ •
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬ •
K‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ •
‫א‬‫א‬‫א‬ •
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬  •
‫א‬‫א‬‫א‬‫• א‬
‫א‬L‫א‬‫א‬F‫א‬‫א‬‫א‬‫א‬ •
‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬ •
‫א‬‫א‬،‫א‬‫א‬‫א‬ •
K
‫א‬‫א‬‫א‬،‫א‬ •
- ١٢٢ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
KE‫א‬F‫א‬‫א‬ •
 ‫א‬‫א‬‫א‬
W •
‫א‬،‫א‬،‫א‬‫א‬ 
K‫א‬
W‫א‬‫א‬ •
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ 
K‫א‬‫א‬
WE‫א‬‫א‬‫א‬‫א‬F‫א‬‫א‬‫א‬ •
‫א‬‫א‬ 
K‫א‬‫א‬‫א‬‫א‬،
W‫א‬ •
‫א‬،،‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬‫א‬
W‫א‬‫א‬‫א‬‫• א‬
 K‫א‬‫א‬ 
 K‫א‬‫א‬
?‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫?א‬‫א‬‫א‬
W‫א‬ •
،‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬E‫א‬F‫א‬
‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
W •
‫א‬‫א‬‫א‬‫א‬ 
K‫א‬‫א‬‫א‬‫א‬‫א‬K‫א‬‫א‬
- ١٢٣ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
W‫א‬ •
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ 
K‫א‬‫א‬‫א‬‫א‬
W •
‫א‬‫א‬،‫א‬‫א‬‫א‬ 
 K‫א‬
‫א‬‫א‬‫א‬
W •
،‫א‬‫א‬‫א‬‫א‬‫א‬
W‫א‬K‫א‬
،‫א؟‬‫א‬‫א‬‫א‬، ‫א‬
K‫א‬
W‫א‬ •
‫א‬‫א‬‫א‬‫א‬‫א‬ 
‫א‬‫א‬EFKK‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬
W‫א‬‫• א‬
 KKKK‫א‬،،،،،،‫א‬ 
‫א‬??
W‫א‬‫• א‬
 K‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬،
W‫א‬‫א‬ •
‫א‬‫א‬، 
،‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬
- ١٢٤ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬J
‫א‬‫א‬  
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

 ‫א‬
‫א‬‫א‬
 W‫א‬‫א‬

،‫א‬ ‫א‬‫א‬ •
 K
‫א‬١٦J ٨‫א‬‫א‬ •
KE١٢F
K٪١٠ •
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬٪٩١ •
‫א‬‫א‬‫א‬‫א‬ •
‫א‬٪٩٥٪٨٢
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ •
K
 W‫א‬‫א‬‫א‬
 ‫• א‬
،‫א‬،،،W‫א‬‫א‬ •
‫א‬،‫א‬،‫א‬‫א‬
K‫א‬‫א‬،‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬ •
K‫א‬‫א‬‫א‬،‫א‬،‫א‬
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬‫• א‬
‫א‬،‫א‬
- ١٢٥ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
FEKKK‫א‬F‫א‬‫א‬‫א‬،‫א‬
KE‫א‬‫א‬
،F‫א‬‫א‬‫א‬‫א‬W‫• א‬
EKKKKK‫א‬FEKKKKKK‫א‬FEKKK
E‫؟‬KKKFE‫؟‬‫א‬F‫א‬W‫א‬‫א‬‫• א‬
W‫א‬‫• א‬
‫א‬‫א‬W •
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬ •
‫א‬‫• א‬
‫א‬ •
 •
{{{{{{{{‫א‬‫• א‬
‫א‬‫• א‬
‫א‬‫א‬‫א‬F‫א‬‫א‬‫א‬ •
E‫א‬
‫א‬F •
KE‫א‬
،EF‫א‬EF‫• א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
K‫א‬{‫א‬‫א‬‫א‬‫א‬‫א‬
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
 ‫א‬
 W‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬
 K‫א‬‫א‬‫א‬W
 K‫א‬‫א‬‫א‬‫א‬‫א‬W
‫א‬،‫א‬E‫א‬F‫א‬‫א‬‫א‬W
‫א‬‫א‬
‫א‬‫א‬‫א‬
 K‫א‬
 K‫א‬‫א‬W‫א‬
 K‫א‬‫א‬W
 W‫א‬
 W‫א‬
 K‫א‬‫א‬ •
K‫א‬‫א‬ •
K‫א‬‫א‬ •
K‫א‬‫א‬ •
K‫א‬‫א‬‫א‬ •
K‫א‬‫א‬‫א‬ •
K‫א‬‫א‬ •
K‫א‬‫א‬ •
K‫א‬ •
K‫א‬ •
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ •
K‫א‬‫א‬
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ •
K‫א‬‫א‬‫א‬
- ١٢٨ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
 ‫א‬
 W‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
       ‫א‬

‫א‬‫א‬
EF‫א‬
‫א‬‫א‬‫א‬
‫א‬‫א‬
‫א‬
‫א‬‫א‬
‫א‬L‫א‬
‫א‬‫א‬
‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
‫א‬‫א‬
‫א‬‫א‬
 ‫א‬‫א‬
‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬
E‫א‬‫א‬F‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
E‫א‬‫א‬L‫א‬F‫א‬‫א‬
‫א‬
‫א‬‫א‬
‫א‬‫א‬
‫א‬‫א‬‫א‬
- ١٢٩ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
‫א‬
‫א‬
‫א‬‫א‬
‫א‬
‫א‬‫א‬‫א‬
 ‫א‬
- ١٣٠ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬
 W‫א‬‫א‬‫א‬
 EFEF‫א‬‫א‬
 EF‫א‬‫א‬‫א‬‫א‬J 
 EF‫א‬‫א‬‫א‬J 
 EF ‫א‬‫א‬J 
 W‫א‬‫א‬‫א‬
 W‫א‬‫א‬L‫א‬‫א‬
W‫א‬‫א‬
 ‫א‬،‫א‬،‫א‬J ١
 ‫א‬‫א‬‫א‬،‫א‬،‫א‬J ٢
 ‫א‬،‫א‬،‫א‬‫א‬J ٣
W‫א‬
 ‫א‬،‫א‬،‫א‬‫א‬،‫א‬J ١
 ‫א‬،‫א‬،‫א‬J ٢
 ‫א‬،‫א‬J ٣
 W‫א‬‫א‬J 
 ‫א‬ J ١
‫א‬‫א‬‫א‬‫א‬ J ٢
K‫א‬‫א‬ J ٣
 W‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬
 K‫א‬‫א‬________‫א‬‫א‬‫א‬ J 
_______‫א‬‫א‬‫א‬‫א‬‫א‬ J 

 K‫א‬_______J 
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬______J 
 ‫א‬_______‫א‬‫א‬J 
- ١٣١ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
 ______‫א‬‫א‬‫א‬‫א‬J 
 ‫א‬‫א‬‫א‬‫א‬_______‫א‬J 
 ______‫א‬‫א‬‫א‬‫א‬J 

 W‫א‬‫א‬‫א‬‫א‬
 EFEF‫א‬‫א‬‫א‬
 EF ‫א‬‫א‬‫א‬J 
 EF‫א‬‫א‬‫א‬‫א‬‫א‬J 
 EF‫א‬‫א‬‫א‬‫א‬J 
EF‫א‬‫א‬‫א‬‫א‬‫א‬J 
 EF‫א‬‫א‬‫א‬Z
 EF‫א‬‫א‬‫ א‬‫א‬‫א‬‫א‬‫א‬J 
 EF‫א‬ ‫א‬‫א‬‫א‬J 
 EF‫א‬‫א‬J 
 EF‫א‬‫א‬J 
 W‫א‬‫א‬‫א‬
 W‫א‬‫א‬L‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬J 
 ‫ א‬J ١
‫א‬ J ٢
‫א‬‫א‬‫א‬‫ א‬J ٣
 J ٤
 W‫א‬J 
 ‫א‬‫א‬‫ א‬J ١
‫ א‬J ٢
‫א‬‫א‬ J ٣
‫א‬‫א‬‫א‬‫א‬ J ٤
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬J 
 ‫א‬ J ١
‫א‬‫א‬ J ٢
‫א‬‫א‬ J ٣
 J ٤
 W‫א‬‫א‬J 
 ‫א‬‫א‬‫א‬‫א‬‫א‬ J ١
‫א‬‫א‬‫א‬ J ٢
IATA J ٣
‫א‬‫א‬‫א‬‫א‬‫א‬ J ٤
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‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
 ‫א‬‫א‬
 ‫א‬‫א‬
 W‫א‬‫א‬‫א‬
  J 
 J 

 J 

 W‫א‬‫א‬‫א‬
 E٣،٢،١F J 
E١FJ 
 E٣،٢،١FJ 

 W‫א‬‫א‬‫א‬
 ‫א‬ J 
 ‫א‬J 
 ‫א‬J 
 J 
 ‫א‬J 
 ‫א‬‫א‬J 
 ‫א‬‫א‬J 
K‫א‬‫א‬J 

- ١٣٤ -
‫א‬‫א‬ ٢٨٥ ‫א‬
‫א‬ ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬‫א‬
  J 
J 
J 
 J 
 J 
 J 
 J 
 J 
 J 

 W‫א‬‫א‬‫א‬
 E٤F J 
 E٤،٢،١FJ 
 E٤FJ 
 E٢FJ 
- ١٣٥ -
 ‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬


٨
‫א‬‫א‬ ٢٨٥ ‫א‬
 ‫א‬‫א‬ 
 K‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬
 
 W‫א‬‫א‬
 W‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬١
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬٢
 ‫א‬‫א‬‫א‬‫א‬٣
 

 E٨FW‫א‬‫א‬











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
- ١٣٦ -
‫א‬‫א‬ ٢٨٥ ‫א‬
 ‫א‬‫א‬ 
 
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ ‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬K‫א‬‫א‬





















- ١٣٧ -
‫א‬‫א‬ ٢٨٥ ‫א‬
 ‫א‬‫א‬ 
 
 W‫א‬‫א‬ ٢٤
‫א‬‫א‬‫א‬
‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬
 ‫؟‬‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
‫א‬‫א‬‫ א‬EIMAGEF‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬K

 W‫א‬‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،
‫א‬‫א‬،‫א‬‫א‬،
،‫א‬‫א‬‫א‬‫א‬
‫א‬K
 K
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬،KK‫א‬‫א‬‫א‬‫א‬
KK‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬٢٤‫א‬‫א‬
‫א‬،‫א‬‫א‬
 K‫א‬‫א‬

- ١٣٨ -
‫א‬‫א‬ ٢٨٥ ‫א‬
 ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬J ١
،‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬،‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬J ٢
‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
KK‫א‬‫א‬‫א‬،‫א‬
 K‫א‬‫א‬‫א‬
‫א‬W‫א‬J ٣
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬
‫א‬K‫א‬‫א‬‫א‬
 K
،‫א‬‫א‬‫א‬‫א‬‫א‬WJ ٤
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬،
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬، 
،‫א‬،‫א‬ ‫א‬W‫א‬J ٥
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬WJ ٦
 K‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬WJ ٧
‫א‬‫א‬،‫א‬‫א‬
 K
- ١٣٩ -
‫א‬‫א‬ ٢٨٥ ‫א‬
 ‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬J ٨
 K‫א‬KK‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬ WJ ٩
،‫א‬‫א‬ 
‫א‬،،‫א‬
 K‫א‬،‫א‬‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬WJ ١٠
‫؟‬‫א‬،‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬،‫؟‬‫א‬
 ‫؟‬‫א‬‫؟‬‫א‬
‫א‬‫؟‬‫؟‬‫א‬‫א‬‫א‬W‫א‬J ١١
،KKKK
 K‫א‬‫א‬‫א‬
‫א‬‫א‬WJ ١٢
‫א‬،
 K‫א‬‫א‬
،‫א‬‫א‬ W‫א‬J ١٣
‫א‬‫א‬‫א‬EF،‫א‬‫א‬‫א‬‫א‬
 K‫א‬
‫א‬،‫א‬‫א‬W‫א‬J ١٤
،‫א‬‫א‬‫א‬،‫א‬
 K‫א‬،‫א‬‫א‬
‫א‬‫א‬،‫א‬ W‫א‬‫א‬‫א‬J ١٥
 ‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬W‫א‬‫א‬J ١٦
‫א‬،‫א‬،
 K‫א‬‫א‬،
- ١٤٠ -
‫א‬‫א‬ ٢٨٥ ‫א‬
 ‫א‬‫א‬ 
،‫א‬‫א‬WJ ١٧
‫א‬‫א‬‫א‬،‫א‬،‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬‫א‬
 K‫א‬
‫א‬‫א‬‫א‬‫א‬،‫א‬WJ ١٨
 K‫א‬K‫א‬
،‫א‬‫א‬W‫א‬J ١٩
 K،
‫א‬‫א‬‫א‬‫א‬W‫א‬J ٢٠
،‫א‬‫א‬‫א‬،
،‫א‬‫א‬‫א‬
 K‫א‬‫א‬٪٥٠
‫א‬‫א‬‫א‬WJ ٢١
‫א‬،‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬،‫א‬‫א‬
 K‫א‬
،WJ ٢٢
‫א‬،‫א‬‫א‬‫א‬
 K‫א‬،،
W‫א‬‫א‬J ٢٣
‫א‬،،‫א‬،
 K،،‫א‬‫א‬
،‫א‬WJ ٢٤
،،‫א‬
 K‫א‬‫א‬‫א‬
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‫א‬‫א‬ ٢٨٥ ‫א‬
 ‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬‫א‬
Echeck listF‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 ‫؟‬‫א‬
 ‫א‬‫ א‬J ١
‫א‬‫א‬ J ٢
‫א‬ J ٣
 J ٤
‫א‬ J ٥
‫א‬ J ٦
‫א‬ J ٧
‫א‬ J ٨
 J ٩
 ‫א‬J ١٠
 ‫א‬J ١١
 J ١٢
 EJ F‫א‬J ١٣
 ‫א‬‫א‬J ١٤
 ‫א‬‫א‬‫א‬J ١٥
 ‫א‬J ١٦
 ‫א‬‫א‬J ١٧
 J ١٨
 ‫א‬‫א‬J ١٩
 ‫א‬‫א‬‫א‬J ٢٠
 ‫א‬J ٢١


- ١٤٢ -
‫א‬‫א‬ ٢٨٥ ‫א‬
 ‫א‬‫א‬ 
 ‫א‬‫א‬
 W
 K‫א‬١
 K‫א‬٢
 K‫א‬‫א‬‫א‬‫א‬‫א‬٣
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬ ‫א‬‫א‬
W‫א‬ ( ١
‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬
Tourism 
Tourist 
Travel ‫א‬
Tour 
Agent L
Commission 
Broker 
Travel Agent 
Package ‫א‬‫א‬‫א‬F
E
Client 
Head office ‫א‬‫א‬
Branch ‫א‬
Quality  ‫א‬
Transfers ‫א‬
Transfer man ‫א‬‫א‬
Tour operators ‫א‬‫א‬‫א‬
Tour Leader ‫א‬‫א‬
- ١٤٣ -
‫א‬‫א‬ ٢٨٥ ‫א‬
 ‫א‬‫א‬ 
Refund ‫א‬‫א‬‫א‬
Reservation ‫א‬
Sight seeing ‫א‬‫א‬‫א‬
Accommodation ‫א‬
Overrides and ‫א‬‫א‬‫א‬‫א‬
Incentives
Familiarization trip 
Travel Discounts ‫א‬
Agency profit ‫א‬‫א‬
Minimum capacity  E‫א‬‫א‬F‫א‬‫א‬
Entrance Fees E‫א‬‫א‬F‫א‬
Long cruises E٢٠W١٥F
cruises ‫א‬‫א‬
Eco-Tourism KK‫א‬‫א‬F‫א‬‫א‬
holiday ‫א‬‫א‬
High season ‫א‬
Low season ‫א‬
Incoming Tourism ‫א‬‫א‬‫א‬
Out going Tourism ‫א‬‫א‬
Domestic Tourism  ‫א‬‫א‬‫א‬

 W‫א‬‫א‬‫א‬‫א‬‫א‬
‫ﺍ‬ ‫א‬
 A ALFA
B BABY
C CHARLY
D DADY
- ١٤٤ -
‫א‬‫א‬ ٢٨٥ ‫א‬
 ‫א‬‫א‬ 
E EASY
F  FATHER
G GOLF
H HONY
I ITEM
J JULIETT
K KILO
L LOVE
M MIKE
N NON
O OSCAR
P PARIS
Q QUEEN
R  ROGER
S SUGAR
T TONY
U UNI FORM
V VICTOR
W WORLD
X X-RAY
Y YOUNG
Z ZIBRA


- ١٤٥ -
‫א‬‫א‬ ٢٨٥ ‫א‬
 ‫א‬‫א‬ 
 W‫א‬E٢

 ‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬
Hotel 
B/B (Bed & Breakfast)  
H/B (Half Board) EF
F/B(Full Board) ‫א‬‫א‬‫א‬
‫א‬
Allotment

Room 
Motel ‫א‬‫א‬
5 Star Hotel 
4Star Hotel 
3Star Hotel 
High Season ‫א‬
Low Season E‫א‬F
Reservation ‫א‬
‫א‬‫א‬‫א‬
Voucher
‫א‬‫א‬‫א‬
RC (Reservation Card) ‫א‬
Break fast ‫א‬
Lunch ‫א‬‫א‬
Dinner ‫א‬
Front office ‫א‬‫א‬
- ١٤٦ -
‫א‬‫א‬ ٢٨٥ ‫א‬
 ‫א‬‫א‬ 
Sales ‫א‬
Public Relation  ‫א‬‫א‬
Telephone Operator ‫א‬
Restaurant  ‫א‬
Luggage ‫א‬
Check In ‫א‬
Check Out ‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
Wake Up Call

‫א‬
The Lobby ‫א‬
‫א‬
Late Check Out
E‫א‬F‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬
Early Check In ‫א‬
 E‫א‬F‫א‬
Day use ‫א‬‫א‬‫א‬‫א‬‫א‬F
E‫א‬
‫א‬
Receptionist

- ١٤٧ -
‫א‬‫א‬ ٢٨٥ ‫א‬
 ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬٣
 
‫ﺍﻟﻤﺼﻁﻠﺤﺎﺕ ﻭﺍﻟﺘﻌﺒﻴﺭﺍﺕ ﺒﺎﻟﻠﻐﺔ ﺍﻹﻨﺠﻠﻴﺯﻴﺔ‬ ‫ﺍﻟﻤﺼﻁﻠﺤﺎﺕ ﻭﺍﻟﺘﻌﺒﻴﺭﺍﺕ ﺒﺎﻟﻠﻐﺔ ﺍﻟﻌﺭﺒﻴﺔ‬
Airport 
Baggage L
Baggage Allowance ‫א‬‫א‬
Carrier ‫א‬‫א‬
‫א‬‫א‬F
Commission
E‫א‬‫א‬
Air Craft ‫א‬
Computer Reservation System ‫א‬‫א‬
Confirmed Reservation 
‫א‬‫א‬‫א‬‫א‬‫א‬
Down Grade

Excess Baggage ‫א‬‫א‬‫א‬
‫א‬F‫א‬
Flight Coupon
E‫א‬‫א‬
Flight Number ‫א‬
Infant 
Child ١٢WF
MCO(Miscellaneous Charge Order) ‫א‬‫א‬‫א‬‫א‬

NUC( Neutral Unit of Construction) ‫א‬‫א‬
Origin ‫א‬‫א‬
Destination ‫א‬
- ١٤٨ -
‫א‬‫א‬ ٢٨٥ ‫א‬
 ‫א‬‫א‬ 
Passenger ‫א‬
‫א‬
PTA(Prepaid Ticket Advice)
‫א‬
Stop Over ‫א‬
Non Stop Flight 
In Flight Service ‫א‬‫א‬
Reconfirmation ‫א‬
Currency ‫א‬
Customs ‫א‬
Type Fare ‫א‬‫א‬
Departure ‫א‬
Arrival ‫א‬
Mixed Class ‫א‬‫א‬‫א‬‫א‬‫א‬
GI(Global Indicator) ‫א‬‫א‬
OW(One Way)  
RT(Round Trip)  
Over Booking  ‫א‬
Endorsement  ‫א‬‫א‬
VIP(Very Important Person)  ‫א‬
Published Fare  
Special fare  
Time Table  ‫א‬
Crew  ‫א‬
Charter  
- ١٤٩ -
‫א‬‫א‬ ٢٨٥ ‫א‬
 ‫א‬‫א‬ 
International Flight  

Domestic Flight  ‫א‬
Flight Routing  ‫א‬
Entry Visa  
Insurance  
First Class  
Economy Class  
Business Class  ‫א‬
Traffic Document  KKKK‫א‬‫א‬
No Show  ‫א‬
Un accompanied  ‫א‬‫א‬‫א‬
 GMT(Greenwich Mean Time)  ‫א‬
 ‫א‬‫א‬‫א‬‫א‬
Days of Operation ‫א‬
 MR  ١٢‫א‬‫א‬
MRS EF١٢‫א‬‫א‬
٢٦‫א‬١٢‫א‬‫א‬
MS
 EJ F
MSTR(CHD)  ١٢
MISS(CHD)  ١٢
 RC(Reservation Card)  E‫א‬‫א‬F‫א‬
Cancellation Fee ‫א‬

Shuttle Service ‫א‬‫א‬
HIP(Higher Intermediate Point)  ‫א‬
- ١٥٠ -
‫א‬‫א‬ ٢٨٥ ‫א‬
 ‫א‬‫א‬ 
MPM  
(Maximum Permitted Mileage)
EMA(Extra Mileage Allowance) E‫א‬F‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
Specified Road(SP.RO)
‫א‬‫א‬
City  
Minimum Connecting Time  ‫א‬‫א‬
Go Show ‫א‬‫א‬
ISI(International Sale Indicator ) ‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬
 SITI(Sold Inside-Ticketed Inside)  ‫א‬‫א‬‫א‬‫א‬
SITO(Sold Inside-Ticketed Outside) ‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
SOTI(Sold Outside-Ticketed Inside) ‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
SOTO(Sold Outside-Ticket Outside) ‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬
- ١٥١ -
‫א‬‫א‬ ٢٨٥ ‫א‬
 ‫א‬‫א‬ 
EMS ‫א‬‫א‬‫א‬
(Excess Mileage Allowance Surcharge
Local Currency ‫א‬‫א‬
LSF(Local Selling Fare)  ‫א‬‫א‬
TPM(Ticketed Point Mileage)  ‫א‬‫א‬‫א‬
 ‫א‬‫א‬
 Air lines
Cargo  ‫א‬

‫א‬‫א‬
Mixed Class Travel
 
‫א‬
 Airport Services

‫א‬‫א‬‫א‬‫א‬
 OAG(World Airways Guide)
 ‫א‬‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬
PAT(Passenger Air Tariff) ‫א‬‫א‬‫א‬



- ١٥٢ -
‫א‬‫א‬ ٢٨٥ ‫א‬
 ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬‫א‬‫א‬
‫ﺍﻟﺤﺭﻑ‬ ‫ﻁﺭﻴﻘﺔ ﺍﻟﻨﻁﻕ‬
A ALFA
B BRAVO
C CHARLY
D DELTA
E ECHO
F FOXTROT
G GOLF
H HOTEL
I INDIA
J JULIETT
K KILO
L LIMA
M MIKE
N NANCY
O
OSCAR
P PARIS
Q QUEBEC
R ROMEO
S SIERRA
T TANGO
U UNITED
V VICTOR
W WORLD
X X – Ray
Y YANKEE
Z ZULU
- ١٥٣ -
‫א‬‫א‬ ٢٨٥ ‫א‬
 ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬ ‫ﺍﻻﺨﺘﺼﺎﺭ‬ ‫א‬ ‫א‬
MONDAY MO 1 ‫א‬
TUESDAY TU 2 ‫א‬
WEDNESDAY WE 3 ‫א‬
THURSDAY TH 4 ‫א‬
FRIDAY FR 5 ‫א‬
SATURDAY SA 6 ‫א‬
SUNDAY SU 7  ‫א‬


- ١٥٤ -
‫א‬‫א‬ ٢٨٥ ‫א‬
 ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬ ‫א‬ ‫א‬
January JAN  
February FEB ‫א‬
March MAR 
April APR 
May MAY ‫ﻤﺎﻴﻭ‬
June JUN 
July JUL 
August AUG 
September SEP 
October OCT 
November NOV 
December DEC  

- ١٥٥ -
‫א‬‫א‬ ٢٨٥ ‫א‬
 ‫א‬‫א‬ 
 ‫א‬‫א‬

W‫א‬‫א‬‫ א‬E١F
INF.
CARR.
 TIME.TABLE
OW
MPM
F/C
Y/C
FEB
VIP
 Baggage Allowance
‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬E٢F
 ‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬E٣F
 ‫א‬

 ‫؟‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬E٤F

- ١٥٦ -
‫א‬‫א‬ ٢٨٥ ‫א‬
 ‫א‬‫א‬ 
 ‫א‬‫א‬
 W‫א‬‫א‬‫א‬
 INF. (infant)
CARR. (carrier)‫א‬‫א‬
Time table‫א‬
OW (one way)
MPM (maximum)
F/C (first class)‫א‬‫א‬
Y/C (economy class)‫א‬‫א‬
FEB.(February)‫א‬
VIP (very important person)‫א‬
Baggage AllowanceEF‫א‬‫א‬


 W‫א‬‫א‬‫א‬
AHMED ABDUL RAHMAN
Alpha , hotel , Mike , echo , delta
Alpha , Bravo , Delta , united
Romeo , Alpha , hotel Mike
Alpha , nancy
- ١٥٧ -
‫א‬‫א‬ ٢٨٥ ‫א‬
 ‫א‬‫א‬ 
 W‫א‬‫א‬‫א‬

‫א‬ ‫ﺍﻻﺨﺘﺼﺎﺭ‬ ‫א‬ ‫א‬
MONDAY MO 1 ‫א‬
TUESDAY TU 2 ‫א‬
WEDNESDAY WE 3 ‫א‬
THURSDAY TH 4 ‫א‬
FRIDAY FR 5 ‫א‬
SATURDAY SA 6 ‫א‬
SUNDAY SU 7  ‫א‬
- ١٥٨ -
‫א‬ ٢٨٥ ‫א‬
‫א‬‫א‬ 
 ‫א‬

١  ‫א‬‫א‬
٨  ‫א‬‫א‬
١٨  ‫א‬‫א‬
٣٣  ‫א‬‫א‬‫א‬
٦٢  ‫א‬‫א‬
٩١  ‫א‬‫א‬
١٠٩  ‫א‬‫א‬
١٣٦  ‫א‬‫א‬

 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬E‫א‬F‫א‬‫א‬
GOTEVOT appreciates the financial support provided by BAE SYSTEMS

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 ‫א‬‫א‬‫א‬

‫اﻟﻤﺆﺳﺴﺔ اﻟﻌﺎﻣﺔ ﻟﻠﺘﻌﻠﻴﻢ اﻟﻔﻨﻲ واﻟﺘﺪرﻳﺐ اﻟﻤﻬﻨﻲ‬

‫ﻣﺠﻤﻮﻋﺔاﻻﻗﺴﺎم‬ ‫ﻗﺴﻢ ﺍﻟﺴﻴﺎﺣﺔ‬

‫ﻣﺴﺘﻘﺒﻞ‬  ‫א‬  ‫א‬

 VERBAL LISTENING ‫א‬‫א‬W

 NON VERBAL LISTENING ‫א‬‫א‬‫א‬W

Actions Speaks Louder than wordsW‫א‬‫א‬‫• א‬

‫اﺳﺘﺠﺎﺑﺔ‬ ‫ﻣﺜﻴﺮ‬ ‫ﻣﺜﻴﺮ‬ ‫ﻣﺜﻴﺮ‬

‫وﻗﺖ اﻟﻤﻘﺎﺑﻠﺔ اﻟﺒﻴﻌﻴﺔ‬

‫ﺍﻋﺘﺮﺍﺿﺎﺕ ﻣﻌﻠﻨﺔ‬ ‫ﺍﻋﺘﺮﺍﺿﺎﺕ ﻋﺎﻃﻔﻴﺔ‬ ‫ﺍﻋﺘﺮﺍﺿﺎﺕ ﺣﻘﻴﻘﻴﺔ‬

‫ﺍﻋﺘﺮﺍﺿﺎﺕ ﻏﲑ ﻣﻌﻠﻨﺔ‬ ‫ﺍﻋﺘﺮﺍﺿﺎﺕ ﻋﻘﻠﻴﺔ‬ ‫ﺍﻋﺘﺮﺍﺿﺎﺕ ﻏﲑ ﻣﻌﻠﻨﺔ‬

  ‫א‬،‫א‬

‫ﻣﻨﺎﻓﻊ‬ ‫ﺗﻤﻜﻨﻚ ﻣﻦ‬ ‫ﻣﻮاﺻﻔﺎت‬

‫ﻣﻨﺎﻓﻊ‬ ‫ﻣﻤﺎ ﻳﻌﻨﻲ ﺑﺄﻧﻪ‬ ‫ﻣﻮاﺻﻔﺎت‬

‫ﻣﻨﺎﻓﻊ‬ ‫ﻟﺬﻟﻚ ﻓﺈﻧﻪ ﺗﻀﻤﻦ ﻟﻚ‬ ‫ﻣﻮاﺻﻔﺎت‬

International Flight  

 RC(Reservation Card)  E‫א‬‫א‬F‫א‬

Cancellation Fee ‫א‬

Minimum Connecting Time  ‫א‬‫א‬

ISI(International Sale Indicator ) ‫א‬‫א‬

LSF(Local Selling Fare)  ‫א‬‫א‬

TPM(Ticketed Point Mileage)  ‫א‬‫א‬‫א‬

F/C (first class)‫א‬‫א‬

Y/C (economy class)‫א‬‫א‬

VIP (very important person)‫א‬

GOTEVOT appreciates the financial support provided by BAE SYSTEMS

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