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

ã¹]<gè…‚jÖ]æ<ËÖ]<Üé×Ãj×Ö<íÚ^ÃÖ]<퉉ö¹]
‫א‬‫א‬‫א‬‫א‬


‫א‬

٢٥٥
 ٢٥٥ ‫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
W‫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  
 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

   W    ‫א‬ ‫א‬  ‫א‬    ‫א‬
 K‫א‬

 ‫א‬‫א‬‫א‬‫א‬      
 ٢٥٥ ‫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
 K‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬
 ‫א‬ ‫א‬    K‫א‬   ‫א‬ ‫א‬‫א‬    
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

 K‫א‬ -
K‫א‬ -
K‫א‬‫א‬‫ א‬-
  ‫א‬‫א‬‫א‬
ã¹]<gè…‚jÖ]æ<ËÖ]<Üé×Ãj×Ö<íÚ^ÃÖ]<퉉ö¹]
‫א‬‫א‬‫א‬‫א‬

‫א‬
‫א‬‫א‬
 ‫א‬‫א‬

١
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬ ‫א‬ 

 W
‫א‬‫א‬K‫א‬‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬
 K
‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬

 W‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬ -
K‫א‬‫א‬‫א‬‫א‬‫ א‬-
K‫א‬‫א‬ -

 W‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬J ١
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬J ٢
K‫א‬‫א‬‫א‬‫א‬J ٣

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  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬ ‫א‬ 

 W‫א‬‫א‬W 
 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬
‫א‬      K‫א‬        ‫א‬ ‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
W‫א‬‫א‬‫א‬ 
‫א‬‫א‬‫א‬‫א‬
 W‫א‬
 ‫א‬

‫هﺪف ﺑﻴﻌﻲ‬ ‫رﻗﺎﺑﺔ‬ ‫ﺗﻮﺟﻴﻪ‬ ‫ﺗﻨﺴﻴﻖ‬ ‫ﺗﻨﻈﻴﻢ‬ ‫ﺗﺨﻄﻴﻂ ﺑﻴﻌﻲ‬
  

‫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‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬

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  ‫א‬‫א‬ ٢٥٥ ‫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
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬ W‫א‬‫א‬ J ١
 K‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬W‫א‬ J ٢
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬ J ٣
K‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W‫ א‬J ٤
K‫א‬‫א‬W‫ א‬J ٥
‫א‬K‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬،‫א‬K‫א‬
 ‫א‬‫א‬

-٣-
  ‫א‬‫א‬ ٢٥٥ ‫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
 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  ‫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
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬




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  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬ ‫א‬ 

 ‫א‬       


‫اﻟﺒﻴﺌﺔ اﻻﺟﺘﻤﺎﻋﻴﺔ‬

‫ﺑﻴﺌﺎت‬ 
‫اﻟﺒﻴﺌﺔ‬
‫أﺧﺮى‬ ‫اﻟﻌﻤﻼء‬
‫ﻗﻨﻮات‬ ‫اﻟﻘﺎﻧﻮﻧﻴﺔ‬ 
‫اﻟﺘﻮزﻳﻊ‬ ‫اﻟﻤﻨﺎﻓﺴﻮن‬

‫اﻟﻌﻤﻠﻴﺔ‬ ‫إدارات‬
‫إدارة‬
‫أﺧﺮى‬ 
‫اﻟﺒﻴﻌﻴﺔ‬
‫اﻹﻧﺘﺎج‬ 
‫رﺟﺎل اﻟﺒﻴﻊ‬
‫ﻋﻮاﻣﻞ داﺧﻠﻴﺔ‬

‫اﻹدارة‬
‫اﻟﻤﺎﻟﻴﺔ‬ 
‫إدارة ﺷﺌﻮن اﻷﻓﺮاد‬






 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬ J ١
‫א‬‫א‬‫א‬K‫א‬‫א‬
 W‫א‬‫א‬
‫א‬ ‫א‬‫א‬  K ‫א‬ ‫א‬      ‫א‬  J
 K‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬J
K‫א‬‫א‬‫א‬‫א‬
  ‫א‬‫א‬  K‫א‬‫א‬  ‫א‬  ‫א‬ ‫א‬   W‫א‬ ‫א‬ J ٢
‫א‬‫א‬،‫א‬‫א‬،‫א‬‫א‬
 W‫א‬‫א‬
-٥-
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬ ‫א‬ 

‫א‬   ‫א‬‫א‬ ،‫א‬ ‫א‬       ‫א‬ ‫א‬  J
 E‫א‬F‫א‬‫א‬
 ‫א‬‫א‬  ،‫א‬ ‫א‬         ‫א‬ ‫א‬  J
‫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

 W‫א‬W 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K
،‫א‬‫א‬
   ‫א‬ ‫א‬ ‫א‬ ‫א‬‫א‬  ‫א‬ ‫א‬   ‫א‬ 
 K‫א‬‫א‬

 W‫א‬W 
‫א‬KE‫א‬F
F‫א‬K‫א‬‫א‬‫א‬‫א‬ 
K‫א‬‫א‬‫א‬،‫א‬E‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬

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  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬ ‫א‬ 

 

 K‫א‬‫א‬‫א‬W١

 K‫؟‬‫א‬‫א‬‫א‬‫א‬W٢

 ‫؟‬‫א‬‫א‬‫א‬‫א‬W٣

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  ‫א‬‫א‬‫א‬
ã¹]<gè…‚jÖ]æ<ËÖ]<Üé×Ãj×Ö<íÚ^ÃÖ]<퉉ö¹]
‫א‬‫א‬‫א‬‫א‬

‫א‬
‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬

٢
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

K‫א‬  ‫א‬    ‫א‬   ،‫א‬ ‫א‬   
   ‫א‬   ‫א‬ ‫א‬ ‫א‬  ‫א‬   
 K‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬،‫א‬
 KE‫א‬‫א‬‫א‬F‫א‬
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

 ‫א‬‫א‬‫א‬
 W‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬ J ١
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٢
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬ J ٣
EF

-٨-
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

 ‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

 W‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫ א‬J ١
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬،‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬J ١
     ‫א‬   ‫א‬ ‫ א‬ ‫א‬‫א‬ ‫א‬ ‫א‬ J ٢
K‫א‬












-٩-
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

 ‫א‬‫א‬
 ‫א‬‫א‬

  ‫א‬ ‫א‬ K‫א‬  ‫א‬   ‫א‬  ‫א‬ ‫א‬
 K‫א‬ ‫א‬   ‫א‬  ‫א‬  ‫א‬ ‫א‬   ‫א‬  ‫א‬ ‫א‬
 K‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬
 W‫א‬
 K‫א‬‫ א‬J ١
K‫ א‬J ٢
K‫א‬ J ٣
K‫ א‬J ٤
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬،‫א‬‫א‬‫א‬‫א‬

 ‫א‬

 
 ‫א‬  ‫א‬ 

 ‫א‬‫א‬
 ‫א‬  ‫א‬ 


 ‫א‬ 


- ١٠ -
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

 W‫א‬‫א‬
 W‫א‬W 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ 
‫א‬‫א‬ ‫א‬‫א‬K
 K
‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬E‫א‬‫א‬F‫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
‫إدارةاﻟﺘﺴﻮﻳﻖ‬ 
‫א‬‫א‬ 

 K‫א‬،‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬
     K‫א‬ ‫א‬     ‫א‬ ‫א‬ 
،‫א‬ ‫א‬،‫א‬‫א‬ 
 W‫א‬
،‫א‬،‫א‬‫א‬ W ‫ א‬J ١
 K‫א‬،‫א‬
‫א‬‫א‬ W‫א‬ J ٢
K‫א‬‫א‬‫א‬‫א‬

- ١١ -
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

،‫א‬،‫א‬W‫א‬‫ א‬J ٣
K‫א‬‫א‬
K‫א‬‫א‬ J ٤

 W‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬ -
‫א‬‫א‬   ‫א‬  F ‫א‬ ‫א‬‫א‬   ‫א‬ ‫א‬  -
E‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ -
K‫א‬‫א‬‫א‬ -
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ -
K‫א‬E‫א‬F‫א‬‫א‬‫ א‬-
‫א‬‫א‬‫א‬
 K‫א‬‫א‬

 K‫א‬   ‫א‬ ‫א‬    ‫א‬     
‫א‬‫א‬‫א‬‫א‬،‫א‬
 W‫א‬‫א‬‫א‬‫א‬K‫א‬‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬ J ١
 K‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٢
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ J ٣
K‫א‬‫א‬‫א‬‫א‬
K  ‫א‬   ‫א‬ ‫א‬  ‫א‬  ‫א‬  J ٤
K‫א‬‫א‬‫א‬
‫א‬ ،   ‫א‬ ‫א‬    ‫א‬    
‫א‬K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬
- ١٢ -
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

‫א‬‫א‬ 
 W‫א‬،‫א‬
 K‫א‬ -
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ -
K‫א‬‫א‬‫א‬‫א‬ -
‫א‬،‫א‬،‫א‬،‫א‬‫א‬،‫א‬‫א‬ -
K‫א‬
K‫א‬‫א‬‫א‬‫א‬ -
K‫א‬‫א‬ -
KEF‫א‬‫א‬‫א‬‫א‬‫א‬ -
K‫א‬‫א‬،‫א‬‫א‬‫א‬ -
 W‫א‬W 
،‫א‬
 K‫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‫א‬،‫א‬
 K‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬  ‫א‬‫א‬
 K‫א‬‫א‬‫א‬
 K‫א‬‫א‬

 W‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬

- ١٣ -
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

   

     ‫א‬     W‫א‬   -
‫א‬E‫א‬‫א‬،‫א‬F
 K
K‫א‬‫א‬W‫א‬ -
W‫א‬
    ‫א‬   ‫א‬   ‫א‬  •
 K‫א‬‫א‬
K‫א‬‫א‬ ‫• א‬
K‫א‬‫• א‬
 ‫א‬‫• א‬
K
 KW‫א‬J 
‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬ -
 K‫א‬

W‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬
 ‫א‬     ‫א‬ ‫א‬‫א‬  W‫א‬  ‫א‬ ‫א‬‫א‬  ‫א‬ W 
 W‫א‬
 K‫א‬‫א‬‫א‬‫א‬ -
   ‫א‬ ‫א‬   ‫א‬ ‫א‬‫א‬  ‫א‬‫א‬ ‫א‬   -
K‫א‬
‫א‬ ، ‫א‬  ‫א‬ ‫א‬  K  ‫א‬ ‫א‬‫א‬  ‫ א‬-
K‫א‬‫א‬‫א‬
K‫א‬‫א‬W‫ א‬-
K‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫ א‬-
 W‫א‬‫א‬W 
‫א‬‫א‬‫א‬K‫א‬

- ١٤ -
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

‫א‬ ‫א‬‫א‬،K‫א‬
 K‫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   K     ‫א‬ 
‫א‬‫א‬K‫א‬‫א‬
‫א‬  ‫א‬ ،    ٪٥٠  ‫א‬   ، ١٠٠٠   ‫א‬
‫א‬‫א‬،٪١٠  ١١٠٠‫א‬‫א‬
‫א‬،٪٨٠، ١٨٠٠‫א‬‫א‬‫א‬‫א‬،
 K‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ W‫א‬‫א‬W 
‫א‬ ، ‫א‬  ‫א‬  ‫א‬   ‫א‬   K‫א‬
 K
     ،‫א‬           ‫א‬
 K‫א‬‫א‬‫א‬‫א‬
‫א‬     ‫א‬    W‫א‬ ‫א‬   W ‫א‬
،‫א‬‫א‬‫א‬‫א‬
          ‫א‬  ‫א‬ ‫א‬ ‫א‬ 
 K‫א‬
‫א‬E‫א‬‫א‬F‫א‬‫א‬
‫א‬‫א‬ ‫א‬،‫א‬،‫א‬
‫א‬     ‫א‬   ‫א‬‫א‬ ‫א‬ ‫א‬   ‫א‬‫א‬
 K‫א‬‫א‬
E‫א‬F‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬،‫א‬
‫א‬‫א‬    W‫א‬ ‫א‬    ‫א‬‫א‬ ‫א‬ W 
 W

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  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

       ‫א‬   W‫א‬ ‫א‬  ‫ א‬J ١
  ‫א‬   ، ‫א‬  ‫א‬  ‫א‬  ‫א‬   
K 
‫א‬ ،     ‫א‬   W‫א‬ ‫א‬  ‫ א‬J ٢
‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬K‫א‬
 K‫א‬‫א‬،‫א‬
   ‫א‬ ،‫א‬‫א‬ W ‫א‬ ‫א‬  W 
 ‫א‬  
 K‫א‬  ‫א‬  ‫א‬  ‫א‬
‫א‬‫א‬‫א‬ ،‫א‬‫א‬‫א‬‫א‬ 
 K‫א‬‫א‬،‫א‬‫א‬،‫א‬
 K‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
      ‫א‬  ، ‫א‬  ‫א‬ ‫א‬‫א‬‫א‬   
 W‫א‬،‫א‬‫א‬‫א‬‫א‬
‫א‬   ‫א‬  ،‫א‬   W‫א‬   ‫ א‬J 
E‫א‬‫א‬‫א‬F‫א‬‫א‬
 W‫א‬‫א‬،‫א‬‫א‬،‫א‬
 ‫א‬H‫א‬‫א‬‫א‬H‫א‬H‫א‬Z‫א‬
‫א‬‫א‬، ‫א‬،
‫א‬K E٢٠F‫א‬‫א‬‫א‬E٥٠F‫א‬E١٥٠F‫א‬‫א‬
 ‫؟‬‫א‬‫א‬‫א‬‫א‬K‫א‬٪٣٠
  ٤٥Z١٥٠C٪٣٠Z‫א‬
 K ٢٦٥Z٤٥H٢٠H٥٠H١٥٠Z‫א‬
K‫א‬‫א‬‫א‬W‫א‬‫ א‬J 
 ‫א‬‫א‬  K ‫א‬ ‫א‬      ‫א‬ 
‫א‬  ‫א‬ ،‫א‬  ‫א‬   ‫א‬

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  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

‫א‬،‫א‬ ‫א‬‫א‬
‫א‬ KKK‫א‬
‫א‬،‫א‬ ‫א‬‫א‬‫א‬
‫א‬‫א‬K‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬،‫א‬
 K‫א‬
‫א‬‫א‬‫א‬ W‫א‬‫ א‬J 
 ‫א‬  ‫א‬    ‫א‬  ‫א‬ K‫א‬  ‫א‬  ‫א‬ ‫א‬
‫א‬‫א‬‫א‬‫א‬K‫א‬ ،
‫א‬‫א‬K‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬F‫א‬ ‫א‬‫א‬،
KE‫א‬
‫א‬‫א‬‫א‬W‫א‬‫ א‬J 
،‫א‬‫א‬K‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬K‫א‬
 ‫א‬          ‫א‬   ، ‫א‬ 
‫א‬‫א‬‫א‬ ‫א‬K‫א‬
K ،
‫א‬‫א‬F‫א‬‫א‬‫א‬W‫א‬‫ א‬J 
‫א‬‫א‬E‫א‬
   ‫א‬  ‫א‬  K‫א‬  ‫א‬   K‫א‬
K‫א‬‫א‬‫א‬‫א‬
،‫א‬‫א‬‫א‬W‫א‬‫א‬‫א‬‫ א‬J 
W ‫א‬‫א‬
K‫א‬‫א‬‫א‬W‫א‬‫ א‬-
‫א‬   ،١٠٠٠ ‫א‬ ‫א‬ ‫א‬  K  ٩٩٩   
 K ٩٩٩١٠٠٠‫א‬

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  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬‫ א‬-
‫א‬ ‫א‬    ،‫א‬   ‫א‬      ‫א‬ 
K‫א‬
‫א‬  ، ‫א‬    ‫א‬    W‫א‬  -
‫א‬‫א‬‫א‬    ‫א‬  ، ‫א‬  
‫א‬،‫א‬‫א‬‫א‬K،
K‫א‬،‫א‬‫א‬،‫א‬

‫א‬،‫א‬‫א‬‫א‬
 K‫א‬K‫א‬‫א‬
 K ‫א‬‫א‬K‫א‬‫א‬ •
K‫א‬‫א‬‫א‬ •
K‫א‬ •
K‫א‬‫א‬‫א‬،‫א‬ •
‫א‬‫א‬،‫א‬ •
K
       ، ‫א‬ ‫א‬ ‫א‬  ‫א‬  •
K
‫א‬‫א‬   ‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬K‫א‬
‫א‬K‫א‬‫א‬
‫א‬‫א‬‫א‬K‫א‬  
‫א‬ ،‫א‬K‫א‬
 K‫א‬،
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬
 W‫א‬‫א‬

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  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

،‫א‬K‫א‬ J
 K‫א‬‫א‬
،‫א‬‫א‬،‫א‬J
 K‫א‬F‫א‬
KE‫א‬‫א‬‫א‬ F‫א‬J
K‫א‬‫א‬‫א‬‫א‬،‫א‬ J
‫א‬ K     ‫א‬  ‫א‬  
 ‫א‬  ‫א‬ ‫א‬ ‫א‬‫א‬  ‫א‬  ‫א‬ ‫א‬   
K
 W‫א‬
‫א‬،،‫א‬‫א‬‫א‬
‫א‬K‫א‬‫א‬
‫א‬‫א‬K‫א‬‫א‬،
،K‫א‬‫א‬
  ‫א‬  ‫א‬    K  ‫א‬  ‫א‬ 
‫א‬   ‫א‬‫א‬K‫א‬،‫א‬
‫א‬  
‫א‬،‫א‬،‫א‬ 
 K‫א‬‫א‬‫א‬

 W‫א‬J ٣
 KE‫א‬    F ‫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
 K‫א‬‫א‬

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  ‫א‬‫א‬ ٢٥٥ ‫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    K‫א‬
 W‫א‬‫א‬‫א‬‫א‬K‫א‬‫א‬‫א‬
 K‫א‬‫א‬ J ١
K‫א‬‫א‬ J ٢
K‫א‬‫ א‬J ٣
 K

 W‫א‬‫א‬W 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬K
    ‫א‬ ‫א‬  ‫א‬ ‫א‬   ‫א‬  ‫א‬   
 W
‫א‬W‫א‬ J ١
 K‫א‬
‫א‬WE‫א‬‫א‬F‫א‬‫א‬‫ א‬J ٢
   ‫א‬    ‫א‬ ‫א‬   ‫א‬ ‫א‬
‫א‬K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬W‫ א‬J ٣
‫א‬   ‫א‬     ،  ‫א‬  ‫א‬ ‫א‬
K‫א‬‫א‬‫א‬‫א‬
‫א‬     K‫א‬ ‫א‬  ‫א‬   W‫א‬ ‫ א‬J ٤
K‫…א‬‫א‬‫א‬‫א‬،‫א‬


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  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

 W‫א‬‫א‬W 
   E     F      ‫א‬   
‫א‬‫א‬ K‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W‫א‬ J 
 K‫א‬‫א‬‫א‬ K
‫א‬‫א‬‫א‬K‫א‬W‫ א‬J 
  ‫א‬   K  ‫א‬       ‫א‬  ‫א‬
 K‫א‬‫א‬،‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬W‫ א‬J 
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬ •
K‫א‬‫א‬‫א‬‫א‬‫א‬ •
K‫א‬‫א‬‫א‬‫א‬‫א‬ •
K‫א‬‫א‬‫א‬
K‫א‬،‫א‬‫א‬‫א‬‫א‬ •
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ •
K‫א‬K…‫א‬‫א‬


- ٢١ -
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

 ‫א‬‫א‬W 
  ‫א‬   K‫א‬ ‫א‬ ‫א‬   ‫א‬  
‫א‬  ‫א‬   ‫א‬  K‫א‬ ‫א‬ ‫א‬  
K‫א‬

 W‫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E‫א‬F‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫ א‬J 
 K‫א‬
 ، ‫א‬ ‫א‬ ‫א‬‫א‬‫א‬‫ א‬J 
K‫א‬‫א‬
‫א‬‫א‬  ‫א‬  ‫א‬ ‫א‬ ‫א‬ ‫א‬‫ א‬J 
K‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬


- ٢٢ -
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

 ‫א‬‫א‬‫א‬
 ‫א‬‫א‬
‫اﻟﻤﺴﺘﻬﻠﻚ اﻟﻨﻬﺎﺋﻲ‬  
‫اﻟﻤﻨﺘﺞ‬

 E‫א‬F‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

‫اﻟﻤﺴﺘﻬﻠﻚ اﻟﻨﻬﺎﺋﻲ‬
‫א‬‫א‬ ‫ﺗﺎﺟﺮ‬
 ‫א‬‫א‬ ‫اﻟﻤﻨﺘﺞ‬

‫ﺗﺠﺰﺋﺔ‬
 
 


 ‫א‬‫א‬‫א‬‫א‬‫א‬    
 ‫א‬  ‫א‬  ‫א‬ 
‫א‬    ‫א‬
 ‫א‬  
  
   ‫א‬ 

 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬  ‫א‬ 
 ‫א‬  ‫א‬
‫א‬      
‫اﻟﻤﻨﺘﺞ‬
 ‫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
‫א‬ ‫א‬‫א‬      ‫א‬ ‫א‬   W ‫א‬‫א‬ ‫א‬ ‫ א‬J ١
 K‫א‬،‫א‬‫א‬
‫א‬ ‫א‬‫א‬    ‫א‬     W ‫א‬  J ٢
  ‫א‬    K‫א‬  ‫א‬  ‫א‬  ، ‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

- ٢٣ -
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

‫א‬‫א‬‫א‬‫א‬ W‫א‬‫א‬‫א‬ J ٣
K‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬
  ‫א‬  ،      W‫א‬  ‫א‬ ‫א‬  J ٤
KE‫א‬‫א‬F
،‫א‬‫א‬‫א‬ J ٥
K‫א‬،
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬ •
K‫א‬‫א‬ •
F‫א‬‫א‬‫• א‬
KE‫א‬
     ‫א‬  ‫א‬  ‫א‬  ‫א‬   •
K‫א‬
K‫א‬ ‫א‬‫א‬ •
 ‫א‬ ‫א‬ ‫א‬   ‫א‬    ‫א‬   •
K
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ •

‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬

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  ‫א‬‫א‬ ٢٥٥ ‫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
 K
 E  F ‫א‬  ‫א‬  ‫א‬     •
   ‫א‬ ‫א‬     ‫א‬   ‫א‬
K‫א‬
‫א‬‫א‬‫א‬‫א‬ •
K‫א‬    ‫א‬  ،‫א‬ ‫א‬ ‫א‬   
 ،      ،‫א‬    ‫א‬ F
KE‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬ •
‫א‬KE‫א‬‫א‬،F
‫א‬‫א‬،‫א‬‫א‬‫א‬
K‫א‬
‫א‬ ‫א‬      ‫א‬  ‫א‬    •
 ‫א‬  ‫א‬ ‫א‬   K‫א‬ ‫א‬    ،
K‫א‬‫א‬
     ‫א‬  ‫א‬‫א‬     ‫א‬ 
‫א‬‫א‬‫א‬K‫א‬ 
 K


- ٢٥ -
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

 W‫א‬J ٤
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬
 K‫א‬ •
K‫א‬‫א‬ •
 F  ‫א‬ ‫א‬   •
‫א‬  ،‫א‬‫א‬  
EK…،
K‫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
 W‫א‬‫א‬‫א‬K
 K‫א‬‫א‬‫א‬ W‫• א‬
‫א‬K‫א‬‫א‬W‫• א‬
K
…‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬W‫• א‬
K‫א‬‫א‬‫א‬‫א‬W‫• א‬
K‫א‬‫א‬‫א‬W‫• א‬

         ‫א‬‫א‬       
 K‫א‬‫א‬‫א‬

- ٢٦ -
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

 W‫א‬‫א‬
 
‫اﻟﺘﺮﺟﻤﺔ‬ ‫اﻟﻤﺴﺘﻘﺒﻞ‬ ‫اﻟﻮﺳﻴﻠﺔ‬ ‫اﻟﺘﺤﻮﻳﻞ‬ ‫اﻟﻤﺮﺳﻞ‬
(‫)اﻟﻤﻌﻨﻰ‬ (‫)اﻟﻤﺴﺘﻬﻠﻚ‬ (‫)ﻗﻨﺎة اﻻﺗﺼﺎل‬ (‫ﺍﻟﻤﻨﺘﺞ‬)


 
 EW‫א‬F‫א‬‫א‬
 W‫א‬
 ‫א‬  ‫א‬    ‫א‬ ‫א‬  K‫א‬ ‫א‬  
 WK‫א‬‫א‬

 W‫א‬W 
‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ ‫א‬K
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬
 K

 W‫א‬‫א‬
 K‫א‬‫א‬‫א‬ -
K‫א‬‫א‬‫א‬‫א‬‫א‬ -
K‫א‬‫א‬‫א‬‫א‬ -
K‫א‬‫א‬‫ א‬-
K‫א‬‫א‬‫א‬ -
 K‫א‬‫א‬‫א‬‫א‬ -

- ٢٧ -
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

 W‫א‬‫א‬
   ‫א‬   ‫א‬ ‫א‬  W‫א‬ ‫ א‬-
 K‫א‬K…‫א‬
‫א‬‫א‬‫א‬W‫א‬‫ א‬-
K‫א‬،‫א‬
‫א‬‫א‬‫א‬ ‫א‬ ‫א‬   ‫א‬  ‫א‬   W‫א‬ ‫ א‬-
K‫א‬
‫א‬‫א‬‫א‬W‫א‬‫ א‬-
K‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫• א‬
K‫א‬‫א‬‫א‬ •
K‫א‬‫א‬‫א‬‫א‬‫• א‬
K‫א‬‫א‬‫א‬‫• א‬
K‫א‬‫א‬‫א‬ •
K‫א‬‫א‬‫א‬‫• א‬
K‫א‬‫א‬‫א‬ •
 K‫א‬‫א‬‫א‬‫א‬ •

 WW‫א‬‫א‬
 ‫א‬G ‫א‬G ‫א‬G ‫א‬‫א‬G ‫א‬G
 K‫א‬K‫א‬G

- ٢٨ -
  ‫א‬‫א‬ ٢٥٥ ‫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
 K‫א‬‫א‬
 K
 E‫א‬F‫א‬
 W‫א‬W 
      ،‫א‬ ‫א‬ ‫א‬    ‫א‬ ‫א‬  
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬
 ‫א‬‫א‬  ‫א‬G  ‫א‬G
 K‫א‬‫א‬‫א‬‫א‬‫א‬G ‫א‬

 W‫א‬‫א‬W ‫א‬
‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ -
 ‫א‬ ‫א‬  ‫א‬   ‫א‬  ‫א‬ ‫א‬ ‫א‬  ‫ א‬-
K‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ -
K‫א‬‫א‬‫א‬‫א‬ -
K‫א‬‫א‬‫א‬‫א‬‫א‬ -
‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬ -
K

- ٢٩ -
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

 W‫א‬‫א‬
،‫א‬‫א‬‫א‬‫א‬‫א‬،،‫א‬W‫ א‬-
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬W‫ א‬-
‫א‬ ‫א‬ ‫א‬W‫א‬‫ א‬-
K‫א‬‫א‬‫א‬

 W‫א‬‫א‬‫א‬
 WK‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫ א‬-
K‫א‬ -
K‫ א‬-
K‫א‬‫א‬ -
K‫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          K    ‫א‬
 K ‫א‬
 W‫א‬
 K‫א‬،‫א‬ •
 ‫א‬ ‫א‬ ‫א‬   ‫א‬   ‫א‬  •
K‫א‬،‫א‬
 F      ،‫א‬  ‫א‬   ‫א‬  •
KE
K‫א‬‫א‬‫א‬‫א‬ •
K‫א‬‫א‬K‫א‬‫א‬‫א‬ •
- ٣٠ -
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

K‫א‬‫א‬‫א‬‫א‬ •
 ‫א‬    ‫א‬   ، ‫א‬  ‫א‬   •
K‫א‬‫א‬‫א‬‫א‬
‫א‬E F‫א‬‫א‬‫א‬ •
K‫א‬
K‫א‬،‫א‬‫א‬‫א‬‫א‬ •
 K‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬ •
‫א‬‫א‬‫א‬‫א‬‫א‬،
 K‫א‬
 K ‫א‬   ‫א‬        ‫א‬   •
K‫א‬‫א‬‫א‬
‫א‬K‫א‬ ‫א‬‫א‬ •
   E‫א‬ F ‫א‬ ‫א‬    ،‫א‬ 
K‫א‬‫א‬
   ‫א‬    ‫א‬ ‫א‬‫א‬  ‫א‬     •
 K‫א‬‫א‬

- ٣١ -
  ‫א‬‫א‬ ٢٥٥ ‫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
 K‫א‬
 K‫א‬‫א‬
 W‫א‬ K١
 K‫א‬‫א‬‫א‬ -
K‫א‬‫ א‬-
 W‫א‬ K٢
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ -
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ -
K‫א‬‫א‬‫א‬‫א‬ -
K‫א‬‫א‬ -
 WE‫א‬‫א‬F‫א‬ K٣
 K‫א‬‫ א‬-
K‫א‬‫א‬‫א‬‫ א‬-
K‫א‬‫א‬ -
K‫א‬‫א‬‫א‬‫א‬‫ א‬K٤
 K‫א‬‫א‬
 K‫א‬ -
K‫א‬ -
K‫א‬‫א‬ -
K‫א‬ -
K‫א‬‫א‬ -
- ٣٢ -
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

‫א‬‫א‬K‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬

 W‫א‬
       ‫א‬ ‫א‬  ‫א‬ ‫א‬  
‫א‬‫א‬‫א‬K‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬

 W‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫ א‬-
K‫א‬‫א‬‫א‬ -
K‫ א‬-
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ -
-
 W‫א‬‫א‬
 K‫א‬‫א‬‫ א‬-
K‫א‬ -
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ -
K‫א‬‫א‬ -
 K‫א‬‫א‬‫א‬‫א‬‫א‬

‫א‬‫א‬ ‫א‬W‫א‬‫א‬
 W‫א‬K
 K‫א‬‫א‬‫א‬‫א‬ -
K‫א‬ -
K‫א‬ -
K‫א‬‫א‬‫א‬ -

- ٣٣ -
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

 W‫א‬‫א‬‫א‬‫א‬W 
 K‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫• א‬
K‫א‬‫א‬‫• א‬
K •
K‫א‬‫א‬‫א‬‫• א‬
K‫א‬‫• א‬
K‫א‬‫א‬‫א‬ •
 W‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫• א‬
K‫א‬‫א‬‫א‬‫• א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ •
K‫א‬‫א‬‫• א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬ •
K‫א‬‫א‬‫א‬ •
K‫א‬‫א‬‫א‬ •
K‫א‬‫א‬‫א‬‫א‬ •
K‫א‬،‫א‬ •
K‫א‬‫א‬‫א‬‫א‬ •
K‫א‬‫א‬ •
 W‫א‬W 
 W‫א‬‫א‬
 K‫א‬‫א‬‫א‬W‫א‬‫א‬‫• א‬
K‫א‬‫א‬ •
K‫• א‬
K‫א‬ •

- ٣٤ -
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

K‫• א‬
 K‫א‬
 W‫א‬W 
 K‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬W ‫א‬
 W‫א‬K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫• א‬
K‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬ •
K‫א‬ •
 W‫א‬
‫א‬   ‫א‬ ‫א‬‫א‬   ‫א‬  ‫א‬     
 ‫א‬K‫א‬‫א‬‫א‬
‫א‬K‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬
 K‫א‬‫א‬ -
K‫א‬‫א‬ -
،‫א‬‫א‬ -
K‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫ א‬-
K‫א‬‫א‬‫א‬‫א‬‫א‬ -
K‫א‬‫א‬ -
K‫א‬‫א‬ -
K‫א‬،‫א‬‫א‬‫א‬‫ א‬-
K‫א‬‫א‬‫א‬‫א‬‫א‬ -

 ‫א‬
 ‫א‬K‫א‬،‫א‬

- ٣٥ -
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

K‫א‬W‫א‬‫א‬ J ١
‫א‬  ‫א‬ ‫א‬    ،‫א‬    
 K‫א‬K
  K ‫א‬  ‫א‬      W‫א‬  J ٢
‫א‬K‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬
K‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬W ‫א‬‫א‬‫א‬ J ٣
K‫א‬
‫א‬‫א‬K‫א‬،‫א‬
‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬ 
    ‫א‬  K‫א‬ ‫א‬ ‫א‬  ،‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
K‫א‬ K
  ‫א‬   ‫א‬     ‫א‬ ‫א‬    ‫א‬ 
‫א‬‫א‬‫א‬ ‫א‬‫א‬
 K‫א‬
 W‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K…،‫א‬‫א‬،‫א‬،‫ א‬J ١
K…‫א‬‫א‬‫א‬،‫ א‬J ٢
K‫א‬‫א‬‫ א‬J ٣
K‫א‬‫א‬‫ א‬J ٤

- ٣٦ -
  ‫א‬‫א‬
‫א‬‫א‬‫א‬
K ‫א‬ ‫א‬J 
٢٥٥ ‫א‬
‫א‬ 
K‫א‬‫א‬ J ٥
 W‫א‬
 W‫א‬‫א‬
 K‫א‬‫א‬J   K‫א‬J   K‫א‬‫א‬J
 K‫א‬‫א‬‫א‬J  
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  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

 WG
 W‫א‬‫א‬‫א‬
 K‫א‬‫א‬ J ١
K‫א‬‫א‬‫א‬ J ٢
K‫א‬‫א‬‫א‬‫א‬ J ٣

 W‫א‬‫א‬‫א‬
K‫א‬‫א‬K‫א‬‫א‬‫א‬
 W‫א‬‫א‬K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬W 
‫א‬K‫א‬‫א‬‫א‬‫א‬
 W
 ،
 ‫א‬‫א‬G  ‫א‬‫א‬G  ‫א‬G
 ‫א‬G ‫א‬‫א‬G   ‫א‬G
‫א‬‫א‬‫א‬‫א‬
‫א‬  ‫א‬  ‫א‬  ‫א‬    K‫א‬  ‫א‬‫א‬
 K‫א‬
 W‫א‬‫א‬‫א‬W 
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫א‬   K‫א‬ ‫א‬  ، ‫א‬ ‫א‬‫א‬    ‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 W‫א‬W 
 ،  ‫א‬   K   ‫א‬ ‫א‬ ‫א‬ ‫א‬
 K‫א‬‫א‬

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  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

 W‫א‬‫א‬W ‫א‬
  ‫א‬ ‫א‬ ‫א‬ ‫א‬ ‫א‬ K‫א‬  ‫א‬   ‫א‬  
‫א‬‫א‬‫א‬‫א‬ K‫א‬‫א‬
 K ‫א‬
 W‫א‬‫א‬‫א‬W 
،‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬
 WE‫א‬F‫א‬‫א‬‫א‬W 
‫א‬‫א‬   ‫א‬ K‫א‬   ‫א‬‫א‬ ‫א‬ 
 K‫א‬،‫א‬
 W‫א‬W 
 ،‫א‬ ‫א‬‫א‬‫א‬
 K‫א‬‫א‬K‫א‬‫א‬‫א‬

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  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

 W‫א‬‫א‬‫א‬‫א‬

‫اﻟﺒﺤﺚ ﻋﻦ اﻟﻌﻤﻼء اﻟﻤﺮﺗﻘﺒﻴﻦ‬  
‫وﺗﻘﻴﻴﻤﻬﻢ‬


‫اﻹﻋﺪاد واﻟﺘﺠﻬﻴﺰ‬ 


‫اﻻﺗﺼﺎل ﺑﺎﻟﻌﻤﻴﻞ اﻟﻤﺤﺘﻤﻞ‬ 


‫اﻟﻌﺮض اﻟﺒﻴﻌﻲ‬ 


‫اﻟﺘﻐﻠﺐ ﻋﻠﻰ اﻻﻋﺘﺮاﺿﺎت‬
‫واﻟﺮد ﻋﻠﻰ اﻻﺳﺘﻔﺴﺎرات‬ 


‫إﻧﻬﺎء اﻟﻌﺮض اﻟﺒﻴﻌﻲ‬



‫اﻟﻤﺘﺎﺑﻌـــﺔ‬


 W‫א‬
،‫א‬‫א‬‫א‬‫א‬ ƒ
K‫א‬
‫א‬‫א‬،‫א‬ ƒ
K‫א‬

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  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

K،،‫א‬  ƒ
K‫א‬‫א‬
K‫א‬،‫א‬‫א‬ ƒ
K‫א‬‫א‬ ƒ
K‫א‬‫א‬‫א‬ ƒ
‫א‬‫א‬‫א‬‫א‬  ‫א‬ ƒ
K
‫א‬‫א‬‫א‬‫א‬ ‫א‬ ƒ
K
    ،‫א‬    ‫א‬    ‫א‬   ƒ
K‫א‬
K‫א‬‫א‬ ƒ
 K‫א‬‫א‬،‫א‬ ƒ
K‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬ ƒ
     K ‫א‬ ‫א‬    ‫א‬ ‫א‬   ƒ
K
K‫א‬‫א‬‫א‬‫א‬‫א‬ ƒ
   ، ‫א‬‫א‬  ‫א‬       ‫א‬ ‫א‬  ƒ
K‫א‬‫א‬‫א‬‫א‬
K،‫א‬ ƒ
K‫א‬،‫א‬‫א‬ ƒ
 W‫א‬‫א‬‫א‬
 ‫א‬ ‫א‬        ‫א‬    ƒ
‫א‬K‫א‬‫א‬
K‫א‬
K‫א‬‫א‬ ‫א‬‫א‬ ƒ

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  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

‫א‬  ƒ
 K‫א‬،‫א‬‫א‬
‫א‬K‫א‬‫א‬‫א‬ ƒ
 K
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ƒ
 K‫א‬‫א‬
 K‫א‬‫א‬‫א‬ ƒ
 K ‫א‬   ‫א‬   ‫א‬   ‫א‬ ƒ
‫א‬‫א‬‫א‬،‫א‬
 K‫א‬
‫א‬    ‫א‬ K‫א‬        ƒ
 K‫א‬
‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬ ƒ
 KE‫א‬F‫א‬‫א‬
 K‫א‬‫א‬‫א‬ ƒ
،‫א‬‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬

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  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

 ‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

‫א‬‫א‬‫א‬K‫א‬‫א‬
‫א‬K‫א‬‫א‬‫א‬‫א‬K‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬  ،‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬K‫א‬‫א‬‫א‬
E‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬F‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬

 W‫א‬‫א‬W 
،،??‫א‬‫א‬?
 K‫א‬
 W‫א‬‫א‬‫א‬‫א‬
 K‫א‬ J
 K‫א‬ J
 K‫א‬‫א‬‫א‬ J
 K‫א‬‫ א‬J
 K‫א‬‫א‬‫א‬‫א‬‫ א‬J
 K‫א‬‫ א‬J
 W‫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K‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬

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  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬
 ‫א‬     ‫א‬‫א‬   ‫א‬     ƒ
 K‫א‬
F‫א‬‫א‬‫א‬ ƒ
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬E‫א‬
 K‫א‬‫א‬‫א‬
 K‫א‬‫א‬ ƒ
 K‫א‬‫א‬ ƒ
‫א‬‫א‬ ‫א‬ ƒ
 K
،‫א‬‫א‬‫א‬‫א‬ ‫א‬  ‫א‬ ƒ
 K‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬ ƒ
‫א‬‫א‬،‫א‬‫א‬ ‫א‬
 K‫א‬
،‫א‬‫א‬‫א‬‫א‬ ‫א‬ •
‫א‬ ‫א‬     K‫א‬  ‫א‬  ‫א‬ ‫א‬
E‫א‬F‫א‬‫א‬K ‫א‬
 K‫א‬‫א‬‫א‬
 ‫א‬      ‫א‬ ‫א‬ ‫א‬ ‫א‬   •
‫א‬‫א‬‫א‬ K
 K‫א‬‫א‬
   ‫א‬   ‫א‬  ‫א‬ ‫א‬ ‫א‬  •
‫א‬‫א‬K‫א‬‫א‬،‫א‬
 K‫א‬‫א‬،‫א‬

- ٤٤ -
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

‫א‬‫א‬‫א‬‫א‬ •
 K‫א‬‫א‬،‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬‫א‬ •
 K‫א‬‫א‬K

 W‫א‬‫א‬‫א‬W 
، ‫א‬ ،   ‫א‬  ‫א‬     ‫א‬ ‫א‬‫א‬ 
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬
 K‫א‬‫ א‬-
 K‫א‬‫א‬ -
 K‫א‬‫א‬‫א‬‫א‬ -
 K‫א‬‫א‬ -
 K‫א‬‫א‬‫א‬ -
 W‫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 •
 K‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ •
 K‫א‬‫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

- ٤٥ -
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

    ‫א‬ ‫א‬‫א‬ ‫א‬‫א‬‫א‬ ‫א‬ ‫א‬ 
 K‫א‬‫א‬
 W‫א‬‫א‬‫א‬W 
‫א‬ ‫א‬  ‫א‬ ‫א‬‫א‬    K‫א‬ ‫א‬‫א‬ ‫א‬   
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬ -
 K‫א‬ -
 K‫ א‬-
 K‫א‬‫א‬ -
 K‫א‬‫א‬ -
 K‫א‬‫א‬ -
 K‫א‬ -
 K‫א‬‫א‬‫א‬ -

 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬K‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬     ‫א‬ ،‫א‬ ‫א‬     ‫א‬  ƒ
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬
‫א‬    ‫א‬ ‫א‬    ‫א‬     ƒ
 K‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ƒ
‫א‬‫א‬ ‫א‬   ،    ‫א‬  ‫א‬ ‫א‬   ƒ
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
 K

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  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

 

 E ‫א‬‫א‬‫א‬‫א‬‫א‬FW‫א‬W١
 K‫א‬‫א‬ J ١
K‫א‬‫א‬ J ٢
K‫א‬‫א‬ J ٣
K‫א‬ J ٤

 K‫א‬‫א‬‫א‬‫א‬W٢

KEF‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬W٣
 ‫؟‬‫א‬

 K‫א‬،‫؟‬‫א‬‫א‬‫א‬W٤


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  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

 

 E١F
 ‫א‬
K‫א‬  ‫א‬‫א‬
K‫א‬‫א‬،‫א‬
‫א‬‫א‬K‫א‬‫א‬‫א‬
‫א‬‫א‬K‫א‬
،‫א‬،‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

 W‫א‬
 K‫א‬‫א‬‫א‬،،K‫א‬









- ٤٨ -
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

 E٢F
 ‫א‬
J J ‫א‬‫א‬‫א‬‫א‬
 K ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬
‫א‬‫א‬،‫א‬?K‫א‬‫א‬
‫א‬K?‫א‬،‫א‬
 K‫א‬

 W‫א‬
 ‫؟‬‫א‬ J ١
‫א؟‬‫؟‬‫א‬‫א‬‫א‬ J ٢
K‫א‬‫א‬‫א‬ J ٣










- ٤٩ -
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬ 

 E٣F
 ‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬E،‫א‬‫א‬،‫א‬‫א‬،‫א‬F
‫א‬‫א‬‫א‬K‫א‬‫א‬
‫א‬‫א‬‫א‬K‫א‬‫א‬
K‫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
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

 W‫א‬
 ‫؟‬‫א‬J 
 ‫؟‬‫א‬‫؟‬‫א‬J 

- ٥٠ -
  ‫א‬‫א‬‫א‬
ã¹]<gè…‚jÖ]æ<ËÖ]<Üé×Ãj×Ö<íÚ^ÃÖ]<퉉ö¹]
‫א‬‫א‬‫א‬‫א‬

‫א‬
‫ א‬‫א‬
‫א‬
 ‫א‬‫א‬

٣
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫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   ،  
 K‫א‬‫א‬
  ،    ‫א‬‫א‬ ‫א‬‫א‬  ‫א‬ ‫א‬   
‫א‬K‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬
 K‫א‬

 W‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬ J ١
 K‫א‬
 K‫א‬‫א‬‫א‬‫א‬ J ٢
 KEF‫א‬ J ٣

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  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬ ‫א‬  

 ‫א‬‫א‬
 ‫א‬‫א‬‫א‬‫א‬

 ‫א‬W‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬ ‫א‬
 K‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
 W‫א‬
 W
 ،‫א‬
 W‫א‬‫א‬
 K‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬W -
    ، ‫א‬  ‫א‬  ‫א‬ ‫א‬  W   -
K
     ‫א‬  ‫א‬ ‫א‬  W  -
 K‫א‬‫א‬،‫א‬
‫א‬K‫א‬‫א‬
‫א‬K‫א‬‫א‬،‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬
 K
 K‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬
،‫א‬  ‫א‬  ‫א‬ ‫א‬  ‫א‬  W   -
 K‫א‬
 K‫א‬‫א‬‫א‬‫א‬W‫א‬ -

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  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬ ‫א‬  

‫א‬‫א‬K‫א‬‫א‬‫א‬
‫א‬F‫א‬‫א‬‫א‬K‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬E‫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‫א‬
 K    

 W‫א‬‫א‬
K ‫א‬  ‫א‬    E‫א‬F ‫א‬  ‫א‬     ، 
    ‫א‬         ‫א‬ ‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
‫א‬K‫א‬W‫א‬‫• א‬
  ‫א‬  ‫א‬  K     ‫א‬ 
K   
  ‫א‬ ‫א‬     ‫א‬ ‫א‬  K ‫א‬
‫א‬‫א‬K‫א‬
 K

- ٥٣ -
 ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬ ‫א‬  

‫א‬K،‫א‬،،‫א‬W‫א‬‫א‬
K،‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
،‫א‬ ‫א‬   ،    ‫א‬ ‫א‬  W ‫א‬ ‫א‬
 ‫א‬ ‫א‬    ‫א‬   K،‫א‬  ،‫א‬  ‫א‬
 K‫א‬‫א‬،‫א‬
‫א‬،‫א‬ W‫א‬‫א‬
‫א‬K‫א‬‫א‬
K‫א‬ ، ‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬
،‫א‬،‫א‬‫א‬‫א‬W‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬K‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬
  ، ‫א‬   ‫א‬ ‫א‬ ‫א‬ ‫א‬   W‫א‬ ‫א‬
  ‫א‬ K‫א‬‫א‬  ‫א‬،‫א‬‫א‬
  ‫א‬ ‫א‬    ، ‫א‬  ‫א‬ ‫א‬   
  ،‫א‬     
  J  ‫א‬ ‫א‬    ‫א‬
‫א‬    K         ،‫א‬
،‫א‬‫א‬
 K‫א‬‫א‬
   ‫א‬    ‫א‬   W  ‫א‬‫א‬ ‫א‬
  K‫א‬ ،  
،‫א‬‫א‬‫א‬
  ‫א‬  ‫א‬‫א‬       ‫א‬  K    ‫א‬
     ‫א‬ K     ‫א‬  
 K‫א‬

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 ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬ ‫א‬  

‫א‬        ‫א‬ ‫א‬  W  ‫א‬ ‫א‬
‫א‬‫א‬‫א‬‫א‬K‫א‬،
 K،‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬K‫א‬‫א‬ W‫א‬‫א‬
K
  K    ‫א‬‫א‬   ‫א‬  ‫א‬ ‫א‬
E‫א‬F‫א‬‫א‬‫א‬
 K‫א‬
      ‫א‬  ‫א‬   W‫א‬ ‫א‬
‫א‬K‫א‬‫א‬‫א‬
   K‫א‬  ‫א‬  ‫א‬ ‫א‬  ‫א‬    
‫א‬‫א‬K‫א‬‫א‬‫א‬‫א‬
 K‫א‬
‫א‬‫א‬‫א‬W‫א‬‫א‬
‫א‬   ،    ‫א‬   ‫א‬  
  ‫א‬   ‫א‬ ‫א‬  ‫א‬ ‫א‬ K‫א‬  ‫א‬
، K
 K‫א‬‫א‬‫א‬
‫א‬K‫א‬‫א‬‫א‬‫א‬W‫א‬‫א‬
‫א‬،‫א‬‫א‬‫א‬‫א‬K‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬K
،‫א‬‫א‬K
‫א‬‫א‬‫א‬‫א‬K‫א‬
 KE‫א‬F 
،‫א‬‫א‬، W‫א‬‫א‬
‫א‬‫א‬‫א‬K،‫א‬
 K‫א‬‫א‬‫א‬،‫א‬‫א‬،

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  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬ ‫א‬  

‫א‬K‫א‬‫א‬‫א‬W‫א‬‫א‬
     ،       ‫א‬   K 
 K‫א‬
‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬

 W‫א‬‫א‬‫א‬
‫א‬K‫א‬‫א‬
‫א‬‫א‬‫א‬ ‫א‬K 
K‫א‬  ‫א‬‫א‬‫א‬K‫א‬‫א‬
 W‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬ -
 K‫א‬‫א‬ -
 K‫א‬‫א‬ -
 K‫א‬‫א‬ -
 K‫א‬‫א‬‫א‬‫א‬‫א‬ -
 K‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬ -
 K‫א‬‫א‬‫א‬ -
 K‫א‬‫א‬ -
 K‫א‬‫א‬ -
 K‫א‬‫א‬ -
 K‫א‬‫א‬ -
‫א‬   ‫א‬   ،   ‫א‬    -
 K‫א‬
  ‫א‬      K ‫א‬     
 K‫א‬‫א‬K‫א‬


- ٥٦ -
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬ ‫א‬  

 W‫א‬‫א‬
   ‫א‬   ‫א‬    ‫א‬   ‫א‬   ‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬K‫א‬‫א‬
 K‫א‬‫ א‬J ١
 K‫א‬‫א‬‫א‬‫א‬ J ٢
 K‫א‬‫א‬‫א‬ J ٣
 K‫א‬ J ٤
 K‫א‬‫א‬‫א‬ J ٥
K‫א‬‫א‬‫א‬‫א‬ J ٦

 W‫א‬
 W ‫א‬‫א‬
 K‫א‬ -
 K‫א‬‫א‬ -
 K ‫א‬‫א‬‫א‬ -
 K‫א‬‫א‬‫א‬ -
‫א‬‫א‬‫א‬‫א‬‫א‬ -
K‫א‬‫א‬‫א‬



- ٥٧ -
  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬ ‫א‬  

 ‫א‬‫א‬
 ‫א‬
 ‫א‬‫א‬‫א‬‫א‬ ‫א‬
 K‫א‬‫א‬
 W‫א‬‫א‬
 W
‫א‬W -١
‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬K‫א‬
 K‫א‬‫א‬
K‫א‬ W -٢
 K‫א‬‫א‬K‫א‬‫א‬‫א‬
 W‫א‬‫א‬
 W‫א‬‫א‬‫א‬
‫א‬‫א‬،‫א‬‫א‬W -١
 K‫א‬
‫א‬‫א‬W -٢
 K‫א‬
‫א‬   ‫א‬  ‫א‬  ‫א‬   W -٣
 K‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬W -٤
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬   ‫א‬ ‫א‬  K‫א‬  ‫א‬ ‫א‬ ‫א‬  W‫א‬ ‫ א‬-١
‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬W‫א‬‫ א‬-٢
 K‫א‬‫א‬‫א‬‫א‬

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  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬ ‫א‬  

‫א‬‫א‬K‫א‬ ‫א‬W‫א‬‫א‬ -٣
 K
 W‫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
 W
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ƒ
 K‫א‬‫א‬‫א‬ ƒ
 K‫א‬‫א‬‫א‬‫א‬ ƒ
 K‫א‬‫א‬‫א‬ ƒ
‫א‬‫א‬‫א‬ ƒ
 K‫א‬
،‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬‫א‬ ƒ
 K ‫א‬
 ‫א‬‫א‬‫א‬‫א‬
        ‫א‬     ‫א‬   
 W‫א‬‫א‬‫א‬،‫א‬
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ ƒ
‫א‬،‫א‬‫א‬ ƒ
 K‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬‫א‬ ƒ
 K‫א‬‫א‬‫א‬ ƒ
‫א‬،‫א‬‫א‬ ƒ
 K‫א‬‫א‬

- ٥٩ -
  ‫א‬‫א‬ ٢٥٥ ‫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‫א‬ ‫א‬‫א‬ W 
 K‫א‬‫א‬‫א‬‫א‬‫א‬K‫א‬
 W‫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 W‫א‬‫א‬‫א‬W 
 K‫א‬
K‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬
‫א‬‫א‬ ،‫א‬  ‫א‬ ‫א‬ -
K‫א‬
‫א‬ ‫א‬    ‫א‬    ،   ‫א‬‫א‬    -
 K‫א‬‫א‬‫א‬
‫א‬‫א‬ ‫א‬‫א‬ -
 K‫א‬

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  ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬ ‫א‬  


،  ‫א‬ ‫א‬ ‫א‬   ‫א‬ ‫א‬ ‫א‬‫א‬  W‫א‬ ‫א‬ W 
 ‫א‬ ‫א‬ ‫א‬ ‫א‬  K     ‫א‬‫א‬ ‫א‬
 K‫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 ‫א‬  -
 K‫א‬‫א‬‫א‬
    ‫א‬   ، ‫א‬‫א‬   ‫א‬ ‫א‬    -
‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ 
K









- ٦١ -
 ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬ ‫א‬  


 


 K‫؟‬،‫א‬‫א‬W١
 ‫؟‬‫א‬W٢
 ‫؟‬‫א‬W٣





- ٦٢ -
 ‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬ ‫א‬  

 
 E٣F
 ‫א‬

 ‫؟‬‫א‬

،‫א‬،‫א‬‫א‬‫א‬‫א‬ -١
‫א‬‫א‬‫א‬K‫א‬،‫א‬
‫א‬‫א‬،‫א‬‫א‬
 K

‫א‬K،‫א‬‫א‬‫א‬‫א‬ -٢
‫א‬‫א‬‫א‬‫א‬‫א‬K‫א‬،‫א‬
 K‫א‬‫א‬ ‫א‬‫א‬K‫א‬

‫א‬‫א‬‫א‬‫א‬ ،‫א‬‫א‬ -٣
‫א‬‫א‬KE‫א‬FK 
‫א‬‫א‬‫א‬‫א‬،‫א‬
‫א‬‫א‬،‫א‬‫א‬‫א‬K‫א‬
 K‫א‬‫א‬‫א‬

- ٦٣ -
  ‫א‬‫א‬‫א‬
ã¹]<gè…‚jÖ]æ<ËÖ]<Üé×Ãj×Ö<íÚ^ÃÖ]<퉉ö¹]
‫א‬‫א‬‫א‬‫א‬

‫א‬
‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬

٤
  ‫א‬‫א‬‫א‬ ٢٥٥ ‫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
EF‫א‬‫א‬‫א‬
‫א‬K‫א‬‫א‬‫א‬ 
‫א‬K‫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
 K‫א‬‫א‬‫א‬ -
 K‫א‬‫א‬‫א‬‫א‬ -
 ‫א‬‫א‬‫א‬ -
 KK‫א‬‫א‬‫א‬‫א‬ -

- ٦٤ -
  ‫א‬‫א‬‫א‬ ٢٥٥ ‫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‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬K ‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬K‫א‬‫א‬‫א‬
 K?‫א‬‫א‬‫א‬?
 W‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬
 K‫א‬ ƒ
 K‫א‬‫א‬‫א‬ ƒ
K‫א‬‫א‬ ƒ
 K‫א‬‫א‬‫ƒ א‬
 K‫א‬ ƒ
K‫א‬‫א‬ ƒ
 K‫א‬‫א‬‫א‬ ‫א‬ ،‫א‬‫א‬‫א‬
 W
‫א‬K‫א‬‫א‬‫א‬‫א‬‫א‬
K‫א‬‫א‬‫א‬‫א‬‫א‬
  ‫א‬ ‫א‬    ‫א‬ ‫א‬  ‫א‬   ‫א‬  
 ‫א‬‫א‬KE‫א‬‫א‬‫א‬‫א‬F‫א‬
١٠٠،‫א‬‫א‬F١٠٠ ‫א‬
 KE‫א‬‫א‬‫א‬
‫א‬‫א‬ ٨٥‫א‬ ‫א‬‫א‬‫א‬
٩٠‫א‬K‫א‬‫א‬‫א‬‫א‬‫א‬ ٨١
- ٦٥ -
  ‫א‬‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬  

‫א‬‫א‬‫א‬K‫א‬‫א‬
 K‫א‬

 W‫א‬W‫א‬‫א‬
‫א‬‫א‬?‫א‬‫א‬‫א‬?
   ‫א‬ K  ‫א‬         ‫א‬
‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬ ‫א‬‫א‬
 K،
 W،‫א‬
K‫א‬‫א‬‫א‬W‫א‬ -١
‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬
 W‫א‬
 K‫א‬ -
 K‫א‬ -
K‫א‬‫א‬‫א‬ W‫א‬‫א‬،‫א‬ -٢
‫א‬‫א‬K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬،‫א‬‫א‬
‫א‬


 ‫א‬ 
 ‫א‬‫א‬٨١٩٠‫א‬‫א‬
 WE‫א‬F‫א‬‫א‬
‫א‬٩٠‫א‬‫א‬

 K‫א‬‫א‬
- ٦٦ -
  ‫א‬‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬  


 K‫א‬‫א‬W‫א‬‫א‬
‫א‬K‫א‬‫א‬‫א‬‫א‬‫א‬
‫א‬K‫א‬‫א‬‫א‬‫א‬
 W
    ‫א‬ ‫א‬     W‫א‬ ‫א‬    .١
 K
‫א‬‫א‬‫א‬،‫א‬
 K‫א‬‫א‬
 K -
 K‫א‬ -
 K -
 K‫א‬‫ א‬-
 K‫א‬ -
 K‫א‬ -
 K‫א‬‫א‬‫א‬
‫א‬،‫א‬‫א‬ W  ‫א‬‫א‬‫א‬ .٢
 ‫א‬     ‫א‬ ‫א‬  ‫א‬ ‫א‬ ‫א‬     
 K‫א‬‫א‬
‫א‬ ، ‫א‬‫א‬‫א‬
 K ‫א‬‫א‬‫א‬‫א‬
 K‫א‬ -
 K‫א‬ -
 K‫א‬‫א‬ -
K‫א‬‫א‬‫א‬‫א‬‫א‬ .٣
W‫א‬‫א؟‬


- ٦٧ -
  ‫א‬‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬  

 ‫א‬‫א‬  ‫א‬‫א‬  ‫א‬‫א‬

‫א‬ ‫א‬ ‫א‬
 K  K‫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 
  K‫א‬ 
 ‫א؟‬  ‫א؟‬  ‫א؟‬
‫א‬ ‫א‬ ‫א‬
‫א‬‫ א‬ K
 ‫א‬ ‫א‬ 

 ‫א‬  ‫א‬‫א‬
 K‫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 K‫א‬ 
 K‫א‬‫א‬  
 ‫א؟‬  ‫א؟‬  ‫א؟‬
‫א‬‫א‬ ‫א‬‫א‬‫א‬ ‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬  K  K ‫א‬
‫א‬ 

- ٦٨ -
  ‫א‬‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬  

‫א‬‫א‬K  ‫א‬
 K‫א‬‫א‬‫א‬
 ‫א‬‫א‬‫א‬ 
‫א‬
 ‫א‬

 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬W‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬
‫א‬W‫א‬ K١
‫א‬‫א‬‫א‬‫א‬K‫א‬
 K
 K‫א‬‫א‬
 K‫א‬‫א‬  -
 K‫א‬‫א‬ ‫א‬ ‫א‬‫א‬ -
 K‫א‬‫א‬ -
 K‫א‬‫א‬‫א‬‫א‬ -
 K‫א‬‫א‬‫א‬ -
K‫א‬‫א‬‫א‬ -
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ -
 K‫א‬‫א‬‫א‬‫א‬‫א‬ -
 K‫א‬‫א‬‫א‬‫א‬‫א‬ -
 K‫א‬‫א‬‫א‬،‫א‬
  ، ‫א‬ ‫א‬  ‫א‬ ‫א‬  ‫א‬  W‫א‬   K٢
 WK‫א‬‫א‬K‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫א‬ -

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  ‫א‬‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬  

 K‫א‬‫א‬‫א‬‫א‬‫א‬ -
 K‫א‬‫א‬‫א‬‫א‬‫א‬ -
 K‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬ -
 K‫א‬‫א‬‫א‬
 W‫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K‫א‬‫א‬‫א‬‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬ J ١
 K‫א‬‫א‬‫א‬ J ٢
 K‫א‬‫א‬‫א‬‫א‬ J ٣
،‫א‬‫א‬،‫א‬‫א‬
 W
 ‫א‬   ‫א‬
 ٪٢٠   ‫א‬
 ٪٢٠   ‫א‬‫א‬
 ٪٥٠    ‫א‬
 ٪١٠ ‫א‬‫א‬
 ٪١٠٠    ‫א‬

 K‫א‬‫א‬‫א‬‫א‬،‫א‬‫א‬‫א‬

- ٧٠ -
  ‫א‬‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬  

 ‫א‬

   ‫א‬ 
‫א‬ ‫א‬ ‫א‬ 
  ‫א‬
٪٢٠‫א‬  ٪٥٠  ٪١٠ ‫א‬
 ٪٢٠
 ‫א‬  ٧  ١٥  ٣٥  ٢  ٥٩
 ‫א‬  
‫א‬‫א‬‫א‬  ١٨  ٩  ٢٥  ٤  ٥٦
 ‫א‬
‫א‬
 ٢٠  ٣  ٢٠  ١٠  ٥٣
 ‫א‬
 ‫א‬ 
 ١٥  ١٢  ٢٢  ١  ٥٠
 ‫א‬‫א‬

K‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬  K‫א‬‫א‬‫א‬ ،‫א‬‫א‬
 K‫א‬،‫א‬‫א‬
 W‫א‬W‫א‬‫א‬
 W‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬
 ‫؟‬ -
 ‫؟‬‫א‬‫א‬ -
 ‫؟‬‫א‬‫؟‬‫א‬‫א‬ -
 ‫؟‬‫א‬‫א‬‫א‬‫א‬ -
 ‫؟‬‫א‬‫א‬‫א‬‫א‬ -
 K‫א‬‫א‬‫א‬

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  ‫א‬‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬  

  ‫א‬‫א‬

‫א‬ K    
 W‫א‬،‫א‬

 ‫א‬‫א‬  ‫א‬‫א‬   ‫א‬ ‫א‬
‫א‬ ‫א‬
 ‫א‬ G
 
‫א‬ ‫א‬‫א‬ ‫ א‬ ٥L٣  ٥L١٥ ٥٠٠  ٣٠
F
 E‫א‬
‫א‬  
  ‫א‬ G
‫א‬ ‫א‬
 ‫א‬ ‫א‬
   ٥L٣  ٥L١٥ ٣٠٠  ٢٠
‫א‬ 
 ‫א‬‫א‬
  G
٥L٢١  ٦L٢٥ ٧٠٠  ٣٠
 ‫א‬
 ‫א‬G  ٧L١  ٨L١٥ ٥٠٠٠ ١٠٠

 ‫א‬ ‫א‬W‫א‬‫א‬
‫א‬‫א‬‫א‬K‫א‬‫א‬‫א‬‫א‬
‫א‬‫א‬‫א‬‫א‬K‫א‬K
‫א‬‫א‬‫א‬ 
 ،‫א‬‫א‬K
 W‫א‬‫א‬‫א‬‫א‬‫א‬
 K‫א‬‫א‬‫• א‬
 K‫א‬‫א‬ •
KEF‫א‬‫א‬‫א‬‫א‬ •
- ٧٢ -
  ‫א‬‫א‬‫א‬ ٢٥٥ ‫א‬
‫א‬‫א‬‫א‬ ‫א‬  

 W‫א‬‫א‬‫א‬
 K‫ א‬-
 K
 ‫א‬‫א‬ -
 K‫א‬‫א‬‫א‬‫א‬‫א‬ -
 K‫א‬‫א‬‫א‬‫א‬ -
 K‫א‬‫א‬‫ א‬-
 K‫א‬ -
 K‫א‬‫א‬ -
K‫א‬‫א‬ -

- ٧٣ -
  ٢٥٥ ‫א‬
 ‫א‬‫א‬
‫א‬  

 ‫א‬‫א‬

،‫א‬،‫א‬‫א‬،‫א‬‫א‬‫א‬‫א‬،‫א‬K E١F
 K‫א‬‫א‬،٢٠٠٠
،‫א‬‫א‬‫א‬،،‫א‬ E٢F
K٢٠٠١،‫א‬‫א‬،
‫א‬،،‫א‬‫א‬،‫א‬‫א‬‫א‬،‫א‬K E٣F
K٢٠٠٠،‫א‬
،‫א‬٢٥، E٤F
K‫א‬‫א‬،
،‫א‬
 ،‫א‬K E٥F
K١٤١٥،‫א‬‫א‬،‫א‬

 ‫א‬‫א‬‫א‬
(1) Warren Keegan, S. Moriarty, Tom Doncan, Marketing,
Prentice Hall, 1991.
(2) Richard L. Sandhusen, marketing, Barron's Educational
series, Inc., 1987.

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  ٢٥٥ ‫א‬
 ‫א‬
‫א‬  

 ‫א‬
 ١KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬W‫א‬‫א‬
 ٢KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬
 ٦KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬
 ٦KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬
 ٨KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬‫א‬W‫א‬‫א‬
 ٩KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬‫א‬W‫א‬‫א‬
 ١٠KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬‫א‬W‫א‬‫א‬
 ١١KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬  
  ١٣KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬  
 ١٩KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬  
 ٢٥KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬
 ٣٢KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬W‫א‬‫א‬
 ٤٣ KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬W‫א‬‫א‬
 ٤٣KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬‫א‬
 ٤٥KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬‫א‬
 ٤٦ KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬‫א‬‫א‬
 ٤٨ KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
 ٥١KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬W‫א‬‫א‬
 ٥٢KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬‫א‬W‫א‬‫א‬
 ٥٢KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬W‫א‬‫א‬ 
 ٥٨KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬W‫א‬‫א‬ 
 ٦٠KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬‫א‬W‫א‬‫א‬
 ٦٣KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK
٦٥KKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKK‫א‬‫א‬‫א‬W‫א‬‫א‬‫א‬
 

 ‫א‬‫א‬‫א‬‫א‬‫א‬‫א‬

 ‫א‬E‫א‬F‫א‬‫א‬

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