MANONMANIAM SUNDARANAR UNIVERSITY

DIRECTORATE OF DISTANCE & CONTINUING EDUCATION

TIRUNELVELI 627012, TAMIL NADU

B.COM. - II YEAR

DJC2C - MARKETING AND SALESMANSHIP

(From the academic year 2016-17)

Most Student friendly University - Strive to Study and Learn to Excel

For more information visit: http://www.msuniv.ac.in

 DJC2C - MARKETING AND SALESMANSHIP

Unit I
Definition of marketing – importance – marketing functions – classification – kinds of markets –
buying – classes of buyers – planning the purchase of goods – types of buying – assembling –
selling – product planning and development – meaning and importance – product life cycle –
diversification and simplification of products – distribution channel

Unit II
Branding – meaning – registration – essentials of good brand – methods – classes – advantages
– packing and packages – need – requisites of good package – advantages – marketing risks –
causes – methods of minimizing risks

Unit III
Financing – meaning and importance of financing – kinds of social requirements – methods of
financing – transportation – importance and functions – modes – advantages and
disadvantages of road, railway, water and air transportation – storage and warehousing –
meaning and importance – functions – types

Unit IV
Salesmanship – meaning, nature and importance – salesman – meaning, qualities, duties and
responsibilities, types salesman, recruitment and selection – training of salesman – need –
objectives – contents of training programmes – various methods – merits and demerits of each
– remuneration to salesman – objectives – essentials of a good remuneration plan – methods –
merits and demerits of each method – travelling expenses of salesman – supervision and
control of salesman – requisites – methods

Unit V
Sales organization – need and importance of sales department – types of sales organisation –
sales manager – quality of sale manager – duties and responsibilities – types – sales promotion
– objectives – methods – advertising – social and economic effects – types of advertisement –
media planning – advertisement copy.

Reference Books
1. Marketing and Salesmanship – Philip Kotler, Pearson Publications
2. Sales Management – Belling G.L.
3. Marketing and Salesmanship – Sinha S.C., Himalaya Publishing house, Mumbai
4. Salesmanship, Sales Management and Administration – Sathiyanarayanan
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Gjpa toq;fy; topfisg; gad;gLj;Jjy; Gjpa cgNahfq;fis mwpKfg;gLj;Jjy; Mfpa
topfspy; Nghl;b Nghlyhk;. Nghl;b mjpfkhf > ,yhgk; FiwAk;> tpw;gid FiwAk;>
Nghl;biar; rkhspf;f tpiyiag; gy klq;F Fiwf;f NeupLk;. NkYk;> Nghl;bahsHfs;
xOq;fw;w> KiwNflhd Af;jpfisAk;> eilKiw fisAk; ifahStjd; %yKk;
Nghl;b Nghlyhk;. vdNt> ,t;topfshy; Vw;gLk; Mgj;Jfs; gy tpjkhditahfTk;>
vjpHNehf;f ,ayhjitahfTk; ,Uf;Fk;.

2. ,aw;ifapd; khWghLfshy; Vw;gLk; Mgj;Jf;fs;

 ,aw;ifapd; rPw;wj;jpdhy; Vw;gLk; Mgj;Jf;fs; kdpj Kaw;rpf;F
mg;ghw;gl;litahFk;. Gay;> nts;sk;> jP> ntg;gk;> FspH Mfpa fhuzq;fshy;
ruf;FfSf;F Vw;gLk; Mgj;Jfs; ,t;tifAs; mlq;Fk;. ,t;thgj;Jfis epr;rakhf
vjpHghHj;Jf; fzpf;f ,ayhJ. vdpDk; NghJkhd msT ftdkhf Kd;ndr;rupf;if
eltbf;iffis vLj;Jf; nfhs;tjd; %yk; ,t;thgj;Jf;fis xusTf;Fj; jtpHj;J
tplyhk;. vt;thwhapDk; kdpjidtpl ,aw;ifNa typik tha;e;jJ.

3. kdpjHfshy; Vw;gLk; ,lHfs;.

kdpjNd Mgj;Jf;F kw;nwhU topahFk;. xU epWtdj;jpy; gyH gzpahw;Wfpd;wdH.

,tHfs; xt;nthUtUk; xt;nthU tifahd Rghtk; cilatHfs;. ,tHfsJ
eltbf;ifahYk; gy Mgj;Jf;fs; Njhd;w tha;g;G cz;L ,J Nghy; epWtdj;Jf;Fj;
njhlH gpy;yhj NtW ntsp egHfshYk; ,lHfs; Vw;glf;$Lk;. kw;w tpahghu
epWtdq;fshy; Vw;gLk; fLk; Nghl;b ,t;tifAs; mlq;Fk;. ,t;tif Mgj;Jf;fisg;
gpd;tUkhW ghFghL nra;ayhk;.

(1) jdp egHfshy; Vw;gLk;

Lk; Mgj;Jf;fs;:

,t;tif Mgj;Jf;fis epWtdj;ijr; rhHe;jtHfshy; Vw;gLk; Mgj;Jf;fs; vd;Wk;

$wyhk;. epWtdj;jpy; gzp GupAk; Ntiyahl;fspd; eltbf;iffshy; ,it Vw;gLtd
MFk;. CopaHfspd; ftdkpd;ik> jpwikf;FiwT> ehzakpd;ik> jpUl;L Mfpait
fhuzkhf Vw;gLk; Mgj;Jf;fs; ,t;tifAs; mlq;Fk;. NkYk;> CopaHfspd; cly;
eyf;FiwT> mfhy kuzk;> tpgj;Jf; fs; MfpaitAk; ,jpy; mlq;Fk;.

(2) thbf;ifahsHfshy; Vw;gLk; Mgj;Jf;fs;

,f;fhyj;jpy; ngUkstpy; flDf;F tpw;gid nra;a Ntz;ba fl;lhakhd

#o;epiy epyTfpd;wJ vd;gij Kd;Ng $wpNdhk;. ,t;thW ngUkstpy; fld;
toq;Ftjhy; mjid t#y; nra;tJk; xU gpur;ridahfp tpLfpd;wJ. gyuplk; t#y;
nra;tjw;Fs; ngUk; njhif nrythfptpLfpd;wJ. gyuplk; ghf;fpfs; t#yhfhkNy
Ngha;tpLfpd;wd. NkYk;> fld; ghf;fpjhuHfs; njhlHe;J tpahghuk; nra;jhYk;
ghjfkpy;iy. Mdhy>; ngUk;ghyhd ghf;fpjhuHfs; ghf;fpia mg;gbNa itj;Jtpl;L NtW
egHfsplk; nfhs;Kjy; nra;aj; njhlq;fp tpLfpd;wdH. tpw;gidia mjpfupf;f Ntz;bf;
fld; toq;fg; Nghf ehsiltpy; tpw;gidNa ghjpf;fg; gLk; msTf;F epiyik rPHnfl;L
tpLfpd;wJ. thuhf; fld;fs; %yjdj;ijNa ,y;yhkw; nra;J epWtdj;ijAk;
%lNtz;ba #o;epiyia cUthf;fp tpLfpd;wJ.

(3) rKjhag; nghWg;gpdhy; Vw;gLk; Mgj;Jf;fs;

s : xt;nthU tpahghhpAk; jdJ
,yhgj;ij kl;LNk Fwpf;Nfhshff; fUjpr; nray;glf; $lhJ. mtH fSf;Fg; gy;NtW
rKjhag; nghWg;GfSk; rKjhaj;jpw;F Mw;w Ntz;ba rpy flikfSk; cs;sd.
fyg;glk;> KiwNflhd eltbf;iffs; Mfpatw;wpy; mtHfs; <Lglf; $lhJ.

(4) murpay; fhuzq;fshy; Vw;gLk; Mgj;Jf;fs; s : murhq;fj;jpd; fLikahd

fl;Lg;ghLfs; gy rkaq;fspy; tpahghu epWtdq;fspd; ,yhgj;ijg; ngUkstpy; Fiwj;J
tpLfpd;wd. rKjhaj;jpd; rfy jug;gpdupd; ed;ikfisAk; ghJfhf;f Ntz;bg; gy
rl;lq;fisAk;> fl;Lg;ghLfisAk; murhq;fk; cUthf;Ffpd;wJ. NkYk;> murhq;fKk;
mt;tg;NghJ jdJ nfhs;iffis khw;wpf; nfhs;fpwJ. ,jdhy; gy tifahd
Mgj;Jf;fisAk;> epr;rakw;w jd;ikiaAk; vjpHNehf;f Ntz;b As;sJ.

(5) vjpHfhyj;ijr; rupahff; fzpf;f ,ayhjjhy;

,ayhjjhy; Vw;gLk; Mgj;Jf;fs; :

vjpHfhyj;ijj; Jy;ypakhff; fzpj;J mjw;Nfw;wthW ele;J nfhs; Sk; epWtd

cupikahsHfNs jkJ gzpapy; ntw;wp ngw ,aYk; Mdhy; gy re;jHg;gq;fspy;
mtHfSila vjpHghHg;Gfs; ngha;j;J tpLfpd;wd. ,jdhy; jk;Kila jpl;lk;
epiwNtwhky; el;lkila Ntz;bAs;sJ.

Mgj;Jf;fis mZFk; topKiwfs;

topKiwfs;

Mgj;Jf;fs; jtpHf;f ,ayhjit vd;w xU fhuzj;jpw;fhfNt tzpfHfs; Rk;kh

,Uf;f ,ayhJ Mgj;Jf;fisr; rthy;fshf Vw;W mjid vjpHj;J vjpH ePr;ry; Nghl;Lr;
rkhspg;gtHfNs ,Wjpapy; ntw;wpngw ,aYk;. vdNt $Lkhdtiu Mgj;Jf;fisj;
jtpHj;Jk;> vjpH Nehf;fpAk; jkJ ,yl;rpaj;ij Nehf;fp xt;nthU tpahghupAk; nry;y
Ntz;bAs;sJ. re;ijapLifapy; Vw;gLk; Mgj;Jf;fisr; rkhspg;gij %d;W tifahf
mwpQHfs; gpupj;Js;sdh;.

1. ,lHfisj; jhNk Vw;wy;.

2. ,lHfisf;Fiwf;f topnra;jy;
3. ,lHfisg; gpwUf;F khw;Wjy;

1.. ,lHfisj; jhNk Vw;wy; :

Rpy Mgj;Jfisfisj; jtpHg;gJk;> Fiwg;gJk; ,ayhJ> gpwUf;F khw;WtJk;

KbahJ mt;tifg;gl;l Mgj;Jf;fisr; re;ijapLgtNu vjpH Nehf;f Ntz;Lk;.
tpiythrp> gof;f tof;fq;fs;> tpUg;gk;> Njit Mfpatw;wpy; Vw;gLk; khWjy;fs;
jtpHf;fNth Fiwf;fNth ,ayhjit MFk;. ,t;thgj;Jf;fis vjpHNehf;fg; NghJkhd
msT epjptrjp nra;J nfhz;L tpahghu epWtdNk ,tw;iwr; rkhspf;f Ntz;Lk;.
xt;nthU Mz;Lk; vy;yh ,yhgj;ijAk; njhopypy; ,Ue;J vLj;J tplhky; NghJkhd
msT ,yhgj;jpy; gFjpia njhopypNyNa tpl;Litg;gjd; %yk; epWtdj;jpd; epjp
Mjhuj;ij typikAilajhf Mf;fyhk;. ,jdhy; me;epWtdq;fs; gpur;rid
fisj;jpwikahf vjpHNehf;fTk; ,aYk;.

2. ,lHfisf; Fiwf;f top nra;jy; :

vy;yh Mgj;Jf;fisAk; KOikahfj; jhNd jhq;fTk; ,ayhJ> KOtJk;

jtph;f;fTk; ,ayhJ. ,t;tif Mgj;Jf;fisj; jdJ Kaw;rpahy; XusTf;Ff; Fiwg;gjd;
%yk; ,t;thgj;Jf;fshy; Vw;gLk; el;lj;ijg; ngupJk; Fiwf;fyhk;. jdJ Kaw;rpahYk;>
$l;L Kaw;rpahYk; murhq;f xj;Jiog;GlDk; ,tw;iwj; jtpHf;f ,aYk; ,dp>
,itgw;wpr; RUf;fkhf Muha;Nthk;.

(1) jd; Kaw;rp :

rpy Mgj;Jf;fisj; jdJ nrhe;jKaw;rpapdhy; jtpHj;J tplyhk; my;yJ mjd;

tpisTfis xusTf;F Fiwj;J tplyhk;. cjhuzkhf> tuhf;fld;fshy; Vw;glf; $ba
el;lj;ijf; ftdkhff; fld; toq;Ftjd; %yKk;> ehzaKs;s thbf;ifahsHf;F
kl;LNk fld; toq;Ftjd; %yKk;> jtpHf;f ,aYk;. ve;jpuq;fisAk; rhjdq;fisAk;
ftdkhf cgNahfg;gLj;Jtjd; %yk; mit gOjiltijj; jtpHf;fyhk;. vdNt>
,t;tif Mgj;Jf;fs; xusTf;Ff; fl;Lg;gLj;jf; $baitNaahFk;. re;ijapLifapy;
Vw;g;Lk; ngUk;ghyhd Mgj;Jfis Kiwahd re;ijapLif > Kiwahd ruf;F ,Ug;G
epHthfk; > re;ijapLif Kiwfis khw;Wjy; Mfpatw;wpd; %yk; Fiwf;fTk>;
jtpHf;fTk; ,aYk;.

(2) $l;L Kaw;rp

Njitaw;w Nghl;bapdhy; Vw;gLk; Mgj;Jf;fis> Nghl;bahsHfNshL fye;J Ngrp

XH cld;ghl;Lf;F tUtjd; %yk; ngUksT jtpHf;f ,aYk; ,j;jifa gu];gu
cld;ghLfs; %yk; Njit aw;w tpiy Fiwg;Gfisj; jtpHj;J midtUf;Fk;
,yhgfukhd tpiy fpilf;f toptFf;fyhk;.

(3) murpd; cjtpNahL Fiwj;jy;

murpd; eltbf;iffs; KiwNflhd tpahghu eltbf;iffisAk;> r%f tpNuhj

nray;fisAk; Kw;wpYk; jtpHf;Fk; ty;yik ngw;wd MFk;. vdNt> rpy tif
Mgj;Jf;fis murpd; cjtpNahL Fiwf;fTk; jtpHf;fTk; ,aYk; cjhuzkhf>
ntspehl;L thzpgf; fl;Lg;ghLfs; ,y;yhtpl;lhy;> ek;ehl;Lj; njhopy;fs; erpe;Jtplf;
$Lk;. ,tw;iwg; ghJfhf;f ntspehl;bypUe;J ,wf;Fkjp nra;tijf;
fl;Lg;gLj;jNtz;baJ mtrpak;> ,f;fl;Lg; ghLfis tpjpf;f muR kl;LNk mjpfhuk;
gilj;jJ vdyhk;. tptrhaj; Jiwapy; Fiwe;j gl;r tpiyfis epHzapg;gjd; %yk;
tptrhapfSf;Ff; fl;Lg;gbahff; $ba tpiy fpilf;fTk; ek; ehl;by; toptif
nra;ag;gl;Ls;sJ.

3. ,lHfisg; gpwUf;F khw;Wjy;

jy : Fiwf;fTk;> jtpHf;fTk;> vjpHNehf;fTk; ,ayhj rpy
Mgj;Jf;fisg; gpwUf;F khw;wp tplTk; ,f;fhyj;jpy; top cs;sJ ,lHfisg; gpwUf;F
khw;Wtjw;F ,Utopfs; filg;gpbf;fg;gLfpd;wd. Mitahtd>

1. fhg;gPL

2. Ntypf;fhg;G my;yJ tpiy tPo;r;rpf; fhg;gPL

(1) fhg;gPL :

md;whl tzpf eltbf;iffspdhy; Vw;gLk; Mgj;Jfspy; ,Ue;J fhg;ghw;wpf;

nfhs;sf; fhg;gPL nra;J nfhs;syhk;. fhg;gPl;Lf; fofq;fSf;F xU Fwpg;gpl;l
njhifiaf; fhg;gPl;Lf; fl;lzkhfr; nrYj;jpj; jP tpgj;J Nghf;Ftuj;J tpgj;J
Mfpatw;wpy; Vw;glf; $ba el;lq;fisg; ngUkstpy; jtpHf;f ,aYk; ,f;fhyj;jpy; 50
f;Fk; Nkw;gl;l tpgj;Jf;fspy; ,Ue;J fhg;gPl;Lf; fofq;fs; ghJfhg;G mspf;fpd;wd.

(2) Ntypf; fhg;G my;yJ tpiy tPo;r;rpf; fhg;gPL:

tpiythrpfspy; mt;tg;NghJ Vw;gLk; Vw;w ,wf;fq;fspdhy; Vw;gLk; el;lq;fisj;

jtpHf;f Ntz;b tzpfHfs; vjpHfhy tpw;gid my;yJ nfhs;Kjy; Nguq;fspy;
<LgLtJk; xU tiff; fhg;gPl;LKiwahff; fUjg;gLfpd;wJ. ,g;Nguq;fs; ngUk;ghYk;
tptrha tpisnghUs;fs; rk;ge;jg;gl;ljhfNt cs;sd.

epidtpw; nfhs;f
!

• ,lHfs; my;yJ Mgj;Jf;fs; Vw;glf;fhuzq;fs

1. re;ijapy; Vw;gLk; khw;wq;fshy; Vw;gLk; Mgj;Jf;fs;.
2. ,aw;ifapd; khWghLfshYk;> rPw;wj;jhYk; Vw;gLk; Mgj;Jf;fs;.
3. kdpjHfshy; Vw;gLk; ,lHfs;.
• Mgj;Jf;fis mZFk; topKiwfs;
topKiwfs;
1. ,lHfisj; jhNk Vw;wy;.
2. ,lHfisf;Fiwf;f topnra;jy;
3. ,lHfisg; gpwUf;F khw;Wjy;
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kbqMjg!fqkquskq!
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jy; : fk;ngdp> tpw;gidg; gzpahsH Mfpa
,UtUf;Fk; epahakhdjhf Cjpaj; jpl;lk; ,Uf;f Ntz;Lk; xNu
me;j];Js;s gzpahsHfsplk; ghugl;rk; fhz;gpf;ff; $lhJ. NkYk;>
mtHfsJ rf;jpf;F mg;ghw;gl;l tp\aq;fSf;fhf mtHfisj; jz;bf;Fk;
KiwapYk; Cjpaj; jpl;lk; mikaf;$lhJ. mNj rkak; fk;ngdpapd;
rf;jpf;F kPwpa Cjpak; mspf;fTk; $lhJ. ,Ujug;gpdUf;Fk; Vw;w>
epahakhd jpl;lkhf Cjpaj; jpl;lj;ij mikf;fNtz;Lk;.
3. epiyahd tUkhdk
tUkhdk;: xt;nthU CopaUk; Fiwe;jgl;rk; f\;lkpy;yhky;
jkJ mbg;gilj; NjitfisahtJ g+Hj;jp nra;J nfhs;Sk; tifapy;
Cjpaj; jpl;lk; ,Uf;f Ntz;Lk;. XusTf;NfDk; epiyahd Cjpak; ngWk;
tifapy; Cjpaj; jpl;lk; mikaNtz;Lk; Fwpg;ghf tpw;gidg;
gzpahsHfSf;Ff; fl;L gbahff;$ba rk;gsk; thq;fhtpl;lhy;> mtHfs;
jkJ gzpapy; MHtj;Jld; <Lgl ,ayhkw; Ngha;tpLk;. ,jdhy;
fk;ngdpapd; tpw;gid msT FiwAk; njhlHe;J fk;ngdpNa Njhy;tpaila
Ntz;ba epiyik Vw;gl;L tpLk;
4. eph;thfr; nryTfspy; rpf;fdk; : Cjpak; fzf;fpLk; Kiw rpf;fyhdjhf
,Ue;jhy;> Vuhskhd Mtzq;fis vOjp epHtfpj;J tu Ntz;ba mtrpak;
Vw;gLk;. ,e;j Ntiyiaj; ftdpg;gjw;nfd;Nw jdpahf mYtyHfis
epakpf;f Ntz;Lk;. ,jdhy; $Ljy; nryT Vw;gLk;. vdNt> epHthfr; nryT
$Lk;. Mdhy;> ey;y Cjpaj; jpl;lk; vspikahdjhfTk;> Rygkhfj;
jw;NghJ cs;s gzpahsHfisf; nfhz;Nl fzf;fplf;$bajhfTk;
mike;J tpl;lhy; ey;yJ
5. nray;gLj;jp epHtfpf;f Rygkhdjhf ,Uj;jy;
y : Cjpaj; jpl;lk; Rygkhfr;
nray; gLj;jf; $bajhf ,Uf;fNtz;Lk; re;jHg;g #o;epiyfSf;F Vw;g
tise;J nfhLf;Fk; nefpo;r;rpj; jd;ikAk; ,Uf;fNtz;Lk; Rygkhf
khw;wq;fisAk; GFj;jf;$bajhf ,Uf;fNtz;Lk; khw;wq;fisr; Rygkhfg;
GFj;jpr; nray;gLj;j ,ayhj nefpo;r;rpj; jd;ikapy;yhj Cjpaj;
jpl;lj;ij ey;y jpl;lk; vd;W $w ,ayhJ.
6. ,yf;Ffis mila cjtpfukhf ,Uj;jy; : tpahghu epWtdj;jpd;
Kjd;ikahd Nehf;fk; ,yhgk; <l;LtNjahFk; ,yhgj;ij mjpfupf;fr;
 nra;a ,ayhj ve;jnthU Cjpaj; jpl;lj;ijAk; ey;y Cjpaj; jpl;lk;
vd;W $Wtjw;fpy;iy
7. clDf;Fld; nrYj;Jjy;
jy: clDf;Fld; ve;jtpjj; jhkjKkpd;wp
Cjpaj;ij mspf;Fk; tifapy; Cjpaj; jpl;lk; mikjy; Ntz;Lk; Cjpak;
mspg;gjpy; jhkjj;ij Vw;gLj;Jk; ve;jnthU Cjpaj; jpl;lKk; vtuhYk;
tpUk;gg;glhj xd;whfp tpLk;. NkYk;> mJ tpw;gidg; gzpahsHfs; kw;Wk;
Nkyhz;ik Mfpatw;wpw;fpilNaahd ey;YwitAk; ghjpj;J tpLk;
8. Cf;Fttpg;
pg;Gf;F tif nra;jyy;: jpwik kpf;f tpw;gidg;gzpahsHfs; rpwe;j
Kiwapy; jkJ gzpia epiwNtw;Wk; tz;zk; mtHfis Cf;Ftpf;f Vw;w
tifapyhd Cf;Ftpg;Gfis Cjpaj; jpl;lk; nfhz;bUj;jy; Ntz;Lk;.
NkYk;> ,t;tifj; jpl;lq;fs; Muk;g epiy tpw;gidg; gzpahsHfSf;Fk;
nghUe;Jk; tifapYk; ,Uj;jy; Ntz;Lk;.
9. epue;juk;
uk : Cjpaj; jpl;lkhdJ xU Kiw Vw;Wf; nfhs;sg;gl;L
tpl;lnjd;why; mJ njhlHe;J rPuhfg; gpd;gw;wg;gl Ntz;Lk; mij mbf;fb
khw;wf;$lhJ. Vnddpy;> Cjpaj; jpl;lj;jpy; mbf;fb khw;wk; nra;jyhdJ
Njitaw;w mehtrpakhd Fog;gj;ijAk; tpw;gidg; gzpahsHfSf;fpilNa
mtek;gpf;ifiaAk; Vw;gLj;jp tpLk;.

Cjpaj;jpd; tiffs;

tpw;gidg; gzpahsHfSf;F mspf;fg;gLk; CjpakhdJ ,U ngUk; gpupthfg;

gpupf;fg;glyhk;. mit:

1. epiyahd Cjpak;

2. khWk; Cjpak;

epiyahd Cjpak; rPuhf Fwpg;gpl;l fhy ,ilntspfspy; mspf;fg;gLfpd;wJ. ,J

tpahghu epiyikfspy; Vw;gLk; khw;wj; jpw;F Vw;g khWtjpy;iy. Mdhy;> khWk;
CjpakhdJ tpw;gidg; gzpahsdpd; gzp epiwNtw;wj;jpw;F Vw;g khwf;$baJ MFk;
Cjpaj;jpd; $Wfis ehk; gpd;tUk; tiuglj;jpd; %yk; tpsf;fyhk;.

Cjpa jpl;lj;jpd; tiffs;

fz;bg; & ];by; tpw;gidg; gzpahsHfSf;F Cjpak; toq;Fk; Kiwia %d;W

ngUk; gpupTfshfg; gpupf;fpd;wdH. mitahtd:

1. Neub rk;gs Kiw

2. Neubf; fkprd; Kiw
 3. $l;Lj; jpl;lq;fs;
1) rk;gsk; kw;Wk; fkprd;.
2) rk;gsk; kw;Wk; Nghd];
3) fkp\d; kw;Wk; Nghd];
4) rk;gsk; fkprd; kw;Wk; Nghd];

1. Neubr;
Neubr; rk;gs Kiw

,k;Kiwapy; xt;nthUtUf;Fk; Fwpg;gpl;l njhif rk;gskhf toq;fg;gLk;

Fwpg;gpl;l fhyk; gzpahw;Wk; CopaHfSf;F mf; fhy mstpd; mbg;gilapy; rk;gsk;
kl;Lk; toq;fg;gLk; ngUk; ghYk; tpw;gidg; gzpahsHfSf;F khjr; rk;gsk; toq;FtNj
tof;fk;. ,k;Kiw kpfTk; vspikahd> ngUk;ghyhd epWtdq;fspy; gpd;gw;wf;$ba Kiw
vdyhk; Mz;Lf;nfhU Kiw Cjpa caHT toq;fg;gLk; gjtp caHTk; Njitf;Nfw;g
toq;fg;gLk;. ,r;rk;gsk; jtpu thlifg;gb> gQ;rg;gb> gazg;gb MfpaitAk;
ngUk;ghyhd fk;ngdpfspy; toq;fg;gLfpd;wd. ,k;Kiw cz;ikapy; Neu tpjf;
$ypKiwNa MFk;.

Neubr; rk;gs Kiwapd; ed;ikfs;

,k;Kiwapdhy; gy;NtW ed;ikfs; epHthfj;jpw;Fk;> gzpahsHfSf;Fk;

Vw;gLfpd;wd. vdNt> ,tw;iwj; jdpj;jdpahf Muha;Nthk;.

eph;thfk; milAk; ed;ikfs;

1. tpw;gidg; gzpahsHfSf;fhfr; nrytplf;$ba njhifia fl;Lg;gLj;jp

itf;f ,k;KiwNa rpwe;jjhFk;.
2. xusTf;F epue;jukhd Cjpak; fpilf;f tha;g;G cs;sjhy;> tpw;gidg;
gzpahsHfspd; xj;Jiog;Gk; fpilf;Fk;
3. ,k;Kiwapy; rk;gsk; toq;Ftjdhy; epHthfr; nryTfs; mjpfkhfhJ.
4. fld; tpw;gid nra;jy; Nghd;w cghaq;fisf; ifahz;L Ntf Ntfkhf
tpw;gid msitg; ngUf;f tpw;gidg; gzpahsHfs; Kaw;rp
nra;akhl;lhHfs;. vdNt> fld; tpw;gid mjpfupg;gjdhy; Vw;glf;$ba
el;lq;fisj; jtpHf;f ,k;KiwNa Vw;wJ.
5. vy;NyhUf;Fk; xNu rk;gsk; vd;w mbg;gilapdhy; xU fpis
mYtyfj;jpypUe;J NtnwhU fpis mYtyfj;Jf;Fg; gzpahsHfis
khw;Wtjpy; mjpf rpukk; Vw;glhJ. fkp\d; mbg;gilapy; Cjpak;
toq;fg;gl;lhy;> tpw;gid ed;F eilngWk; tl;lhuq;fspy; ,Ue;J jk;ik
khw;Wtjw;F mtHfs; rk;kjpf;f khl;lhHfs;.
tpw;gidg; gzpahsHfs; milAk; ed;ikfs;

1. epiyahd khj tUkhdk; cj;juthjk; nra;ag;gLfpd;wJ. vdNt> tpw;gidg;

gzpapy; jkJ KO ftdj;ijAk; nrYj;j ,jdhy; tha;g;G Vw;gLfpd;wJ.
2. tpw;gidg; gzpahsHfSk; ,t;t+jpa Kiwapd; mbg;gilia vspjpy;
czHe;J nfhs;StH.
3. fkp\d; mbg;gilapy; Cjpak; toq;fg;gLk; NghJ epHthfk; tpupthd
fl;lisfs; gpwg;gpg;g;jpy;iy. Mdhy;> Neubr; rk;gs Kiwapy; epHthfk;
tpupthd mwpTiufs; toq;FtNjhL fl;lisfisAk; gpwg;gpf;Fk;. mtw;iw
mg;gbNa gpd;gw;w Ntz;baNj tpw;gidg; gzpahsHfspd; flikahFk;.
vdNt> jpl;lkpl;Lg; gzpahw;wNtz;ba nghWg;gpypUe;J tpw;gidg;
gzpahsHfs; tpLtpf;fg;gLfpd;wdH.

Neubr; rk;gs Kiwapd; Fiwfs;

1. tpw;gid nra;tjw;Nfw;g Cjpak; fpilf;f top ,y;iy vd Nt>

ngUk;ghyhd tpw;gidg; gzpahsHfs; cw;rhfj;Jld; gzpahw;Wk; tha;g;G
,y;iy. jkf;F xJf;fg;gl;l Nfhl;lh msTf;F tpw;gid nra;tJld;
epWj;jpf; nfhs;StH. vdNt> tpw;gidia mjpfupf;fr; nra;a ,k;Kiw
Vw;wjy;y.
2. vy;yh tpw;gidg; gzpahsHfSf;Fk; xNu Cjpak; toq;fg;gLfpd;wJ.
jpwikahdtHfisAk; jpwik Fiwe;jtHfisAk; xNu khjpupahff;
fUJtJ ey;yjy;y jpwikahdtHfSk; ,jdhy; ehsiltpy; cw;rhfk;
,oe;J tpLtH jk;Kila KOj; jpwikiaAk; gad;gLj;j khl;lhHfs;.
3. jpwikahdtHfs; ehsiltpy; fk;ngdpia tpl;Nl ntspNawp tpLtH
njhlHe;J Gjpa egHfis epakdk; nra;J mtH fSf;Fg; gapw;rpaspf;f
Ntz;ba mtrpak; Vw;gLk;. ,jdhy; nryTfs; mjpfupf;Fk;.
4. nghUshjhur; #o;epiyfs; khWk; NghJ fk;ngdpAk; mr; #o;epiyf;F Vw;gj;
jk;ikr; rup nra;J nfhs;sTk; ,ayhJ. vy;yhr; nryTfSk; XusTf;F
epiyahd nryTfs; Mifahy;> re;jHg;g #o;epiyfSf;F Vw;gr;
nryTfisf; $l;lNth> Fiwf;fNth ,ayhJ. nryTfisf; Fiwf;f xU
rpyiuahtJ gzpapypUe;J ntspNaw;w Ntz;ba mtrpak; Vw;gLk; mt;thW
ntspNaw;Wk;NghJ njhopyhsH gpur;ridfs; cUthFk;.
5. gzthl;l fhyq;fspy; tpw;gid mjpfupf;fhtpl;lhy; fk;ngdp jdJ
nryTfisr; rupf;fl;l ,ayhJ tpw;gidg; gd;dp ahsHfSk; tpw;gidia
mjpfupf;f Kaw;rp nra;a khl;lhHfs;. vdNt> fk;ngdpAk; epjp neUf;fbahy;
mtjpAw Ntz;ba mtrpak; Vw;gLk;.
Neubr; rk;gs Kiwiag; gpd;gw;wg; nghUj;jkhd #o;epiyfs;

Neubr; rk;gs Kiwapy; FiwghLfs; gy ,Ue;jhYk; rpy Fwpg;gpl;l

#o;epiyfSf;F ,k;KiwNa nghUj;jkhdjhFk;. mitahtd

1. tpw;gidg; gzpahsHfspd; gzp ngUk;ghYk; tof;fkhdjhf ,Uj;jy;

2. gUtfhy khw;wq;fSf;F Vw;g mbf;fb tpw;gidapd; msTfspy; khw;wk;
Vw;gLk; #o;epiyfs;
3. tpw;gidg; gzpahsHfspd; gzpj; jpwikiaj; Jy;ypakhf kjpg;gpl
,ayhj #o;epiyfs;
4. xU jdpg;gl;l eguJ Kaw;rpahy; kl;LNk tpw;gidiag; ngUf;f ,ayhj
#o;epiyfs; (gyUila $l;L Kaw;rpahy; kl;LNk tpw;gidiag; ngUf;f
,aYk; vd;w #o;epiy epyTk; NghJ Neubr; rk;gs Kiw kl;LNk
nghUj;jkhdJ)

2. Neubf; fkp\
fkp\d; Kiw

,k;Kiwapy; tpw;gidg; gzpahsHfs; xt;nthUtUf;Fk; mtHfs; nra;j

tpw;gidapd; msTf;F Vw;gf; Fwpg;gpl;l rjtpfpjk; fkp\dhf toq;fg;gLk; tpw;gidapd;
msT mjpfupj;jhy; fkp\d; msTk; mjpf;upf;Fk; tpw;gid msT Fiwe;jhy; fkp\d;
Cjpaj;jpd; mjw;Nfw;wthW FiwAk;. vdNt> jk;Kila Cjpaj;ij mjpfupj;Jf;
nfhs;s ,iltplhky; cw;rhfj;Jld; gzpahw;wp tpw;gidiag; ngUf;FtJ xd;Nw
tpw;gidg; gzpahsHfSf;F cs;s topahFk;.

Neubf; fkp\
fkp\d; Kiwapd; tiffs;

fz;bg; & ];by; vd;w mwpQHfs; ,k;Kiwia ,uz;L tiffshfg; gpupf;fyhk;

vd;W Fwpg;gpLfpd;wdH. mitahtd :

1. nryTfs; cs;slf;fpa nkhj;jf; fkp\

fkp\d; Kiw:
Kiw ,k;Kiwapy; nkhj;j tpw;gidapy; xU
Fwpg;gpl;l njhif fkp\dhf toq;fg;gLk; tpw;gidg; gzpahsHfsJ gazr; nryTfs;>
jq;Fjy; kw;Wk; ,Ug;gplr; nryTfs; Mfpatw;iw tpw;gidg; gzpahsNu jk; nghWg;gpy;
nra;J nfhs;s Ntz;Lk; ,r;nryTfisf; fk;ngdp Vw;Wf; nfhs;shJ

2. nryTfs; ePq;fyhd epfuf; fkp\

fkp\d; Kiw:
Kiw ,k;Kiwapy; tpw;gidg; gzpahsH
Nkw;nfhs;Sk; gazj;jpw;fhd nryTfs; kw;w nryTfisf; fk;ngdp Vw;Wf; nfhs;Sk;
,it jtpu nkhj;j tpw;gidapy; xU Fwpg;gpl;l rjtpfpjk; fkp\dhf toq;fg;gLk;
nryTfSf;fhf fk;ngdp toq;Fk; gbapYk; NtWghL cs;sJ. xU Fwpg;gpl;l njhif
gazg;gbahf toq;FtNj ngUk;ghyhd fk;ngdpfspy; tof;fkhf cs;sJ.
,j;njhiff;Fs; mtH jkJ nryTfisr; nra;J nfhs;s Ntz;Lk; rpy fk;ngdpfspy;
tpw;gidg; gzpahsHfs; nra;j nryTj; njhifia mg;gbNa Vw;Wf; nfhs;Sk;
tof;fKk; cs;sJ. ,k;Kiwapy; rpy ed;ikfSk; cz;L mJNghy; gy FiwghLfSk;
cz;L.

Neubf; fkp\
fkp\d; Kiwapd; ed;ikfs;

1. ,k;Kiwapy; jpwikahdtHfs; $Ljy; fkp\d; ngWtH. jpwik

Fiwe;jtHfSk; jkJ tUkhdj;ijg; ngUf;fpf; nfhs;s cw;rhfkhfr;
nray;gLtH. ,jdhy; fk;ngdpapd; tpw;gid msT $Lk; njhlHe;J
,yhgKk; gy klq;F mjpfupf;Fk;
2. kpFe;j rpukk; vLj;Jf; nfhz;L tpw;gid nra;a Ntz;ba epiyapy; cs;s
nghUs;fSf;F ,k;KiwNa Vw;wJ.
3. tpw;gidr; nryTfisf; fl;Lg;gLj;Jtjpy; ,k;Kiw XusTf;F
epHthfj;Jf;F cjtpfukhf ,Uf;Fk; (,jd; cz;ik Gyg;gl tpy;iy).
4. ,k;Kiw nefpor;rp jd;ik kpf;f xU KiwahFk; re;jHg;g #o;epiyfSf;F
Vw;gr; rupnra;J nfhs;syhk;
5. ntt;NtW nghUs;fSf;F ntt;NtW tpfpjq;fspy; fkp\d; epHzapg;gjd;
%yk; tpw;gidahfhky; Njq;fpf; fplf;Fk; nghUs;fis mjpf mstpy;
tpw;gid nra;Ak;gb tpw;gidg; fpilf;ff;$ba nghUs;fisAk; mjpf
mstpy; tpw;gid nra;Ak;gb mtHfisj; J}z;lyhk;.

Neubf;fkp\
kp\d; Kiwapd; Fiwfs;

1. ,k;Kiwapy; tpw;gidg; gzpahsH nra;J Kbf;Fk; tpw;gidapd; msNt

mbg;gilahff; nfhs;sg; d;wJ. nghUspd; juk;> Nghl;bapd; fLik>
gdthl;l epiyik Mfpa mk;rq;fisf; fzf;fpy; vLj;Jf; nfhs;tjpy;iy.
,jdhy; tpw;gidg; gzpahsH fSk; gy rkaq;fspy; ghjpf;fg;gLtH
2. thbf;ifahsHfis kpFe;j rpukj;Jf;F cs;shf;fpj; jkJ nghUs;fis
tpw;gid nra;Ak; epiyf;F tpw;gidg; gzpahsHfs; ce;jpj; js;sg;gl;L
tpLtH. ,jdhy; tpw;gidg; gzpahsUk; thbf;ifahsH kj;jpapy;
nry;thf;F ,oe;JtpLtH.
3. tpw;gidg; gzpahsHfs; vg;gbahtJ tpw;gidiag; ngUf;FtNj jkJ
Fwpf;Nfhshff; nfhz;L nray;gl Ntz;ba fl;lhak; Vw;gl;LtpLk;.
,jdhy; tpw;gid Nkyhsupd; mwpTiufisAk;> fl;lisfisAk; jl;bf;
fopj;J tpl;Lj; jtwhd cghaq;fisf; ifahsj; njhlq;fptpLtH
4. ,k;Kiw epue;jukhd tUkhdj;jpw;F cj;juthjk; mspg;gjpy;iy. vdNt>
,t;t+jpa Kiwiag; gpd;gw;Wk; fk;ngdpfspy; gzpahw;wj;
 jpwikahdtHfSk; jaf;fk; fhl;LtH. vdNt> mtHfisf; fth;e;jpOf;f
$Ljyhd fkp\d; toq;f Ntz;ba fl;lhaj;jpw;Ff; fk;ngdpAk;
cs;shfptpLk;.
5. ePz;l fhy ed;ikiaf; fUjhJ jw;NghJ tpisAk; ed;ikiaNa fUjpf;
FWfpa fhyf; fz;Nzhl;lj;Jld; tpw;gidahsHfs; nray;gLtH. ,jdhy;
fk;ngdpapd; ed;kjpg;Gk; nry;thf;Fk; FiwAk;.
6. tpw;gid gUtfhyj; NjitfSf;F Vw;g khWgLtjhf ,Ue;jhy; Cjpa
msTk; mbf;fb khWgLk;. ,j;jifa nghUs;fis tpw;gid nra;Ak;
fk;ngdpfspy; gzpGupa tpw;gidahsHfSk; jaq;FtH.
7. tpw;gidg; gzpahsHfSf;F thq;f Ntz;ba fkp\idf; fzf;fplf;
$Ljyhf mYtyHfis epakpf;f Ntz;Lk;. ,jidf; fzf;fpLtjpy;
jtWfs; NeHe;Jtplf; $lhJ. ,tw;iwj; jzpf;if nra;aj;
jzpf;ifahsUk; mjpf rpukk; vLj;Jf; nfhs;s Ntz;Lk;. ,jdhy;
epHthfr; nryTfs; mjpfupf;Fk;.

fkp\
fkp\d; Kiwiag; gpd;gw;wg;nghUj;jkhd #o;epiyfs;

Neubf; fkp\d; Kiwapy; jPHf;f ,ayhj gy FiwghLfs; ,Ue;jhYk;> rpy

Fwpg;gpl;l epWtdq;fSf;F ,k;Kiw kl;LNk nghUj;jkhdjhFk; mjpf msT MHlHfs;
ngWtNj Fwpf;Nfhshff; nfhz;L ,aq;Fk; epWtdq;fs; ,k;Kiwiag; gpd;gw;wyhk;.
Jzp> Njhy; nghUs;fs;> kUe;Jfs;> Ml;Nlhnkhigy; rhjdq;fs; Kjypatw;wpd; nkhj;j
tpw;gidapy; ,f;fkp\d; Kiw ngUk;ghYk; gpd;gw;wg;gLfpd;wJ. ,JNghy; fk;ngdpg;
gq;Ffs; fld; gj;jpuq;fs; Kjyhdtw;iw tpw;gid nra;Ak; NghJk; ,k;Kiwiag; gpd;
gw;wyhk; mYtyf rhjdq;fs;> gHdpr;rHfs; Mfpatw;iw tpw;gid nra;Ak;
epWtdq;fSk; ,k;Kiwia tpUk;Gfpd;wd;.

$l;L;j;jpl;lq;fs;

1.rk;gsk; kw;Wk; fkp\

fkp\d;

,j;jpl;lk; kpfTk; gpurpj;jp ngw;wnjhU jpl;lkhFk;. ,J rPuhd tUkhdk; kw;Wk;

Nkk;gl;l gzp epiwNtw;wj;jpw;nfd rpwg;ghdnjhU Cf;Ftpg;G vd;w ,uz;L $WfisAk;
xd;wpizj;Jr; nray;gLfpd;wJ. vdNt ,k;Kiw Cf;fKila kw;Wk; mjpf msT
Cf;fkw;w Mfpa tpw;gidg;gzpahsHfspd; ,UrhuhiuAk; jpUg;jpg;gLj;Jk; tifapy;
nray;gLfpwJ. ngUk;ghyhd tpw;gidg; gzpahsHfs; epiyahd tUkhdj;ijg;
ngWtijNa tpUk;G fpd;wdH. Vnddpy;> mJ epue;jukhff; fpilf;fpd;wJ. ,J tU
khdj;jpw;F xU ghJfhg;igAk; mspf;fpd;wJ. mjhtJ> ,k;Kiw apy; epiyahd
tUkhdj;jpw;F cj;juthjKz;L. ,t;tifahd tpw;gidg; gzpahsHfs; gzpapy; MHtk;
epuk;gpatuhff; fhzg;glkhl;lhHfs;. mtHfs; jkf;F mspj;j gzpia Nkw;nfhs;tjpy;
kl;LNk MHtk; fhl;LtH. MapDk;> rPuhd tUkhdj;ijg; ngWtjpy; kl;Lk;
jpUg;jpaile;J tplhj ,d;ndhU tif tpw;gidg; gzpahsHfSk; cs;sdH. mtHfs;
Cf;fKilatHfshfTk;> Mw;wy; tha;e;jtHfshfTk;> RWRWg;ghdtHfshfTk;>
ngUKaw;rp cs;stHfshfTk; ,Uf;fpd;wdH. mt;tpjkhdtHfs; Kiwahf
Cf;Ftpf;fg;gl;lhy;> mtHfis Jzpe;J ve;jr; nraypYk; <LgLgtHfshfTk; tpiue;J
nrayhw;WgtHfshfTk; khw;w KbAk;. ,t;tifapdUf;F rk;gsk; kw;Wk; fkp\d; jpl;lk;
kpfTk; ftHr;rpfukhdnjhU jpl;lkhFk;. ,k;Kiwapy; rk;gsk; vd;w tpjj;jpy;
epiyahdnjhU tUkhdk; cWjpahfTk;> Nkk;gl;l gzp epiwNtw;wk; my;yJ Nkk;gl;l
cw;gj;jp Mfpatw;wpd; nghOJ $Ljyhff; fkp\Dk; fpilf;fpwJ. vdNt> ,k;Kiw
Cf;fKila tpw;gidahsHfSf;F Vw;wnjhUKiwahFk;.

,k;Kiw> rk;gsj; jpl;lk; kw;Wk; fkp\d; jpl;lk; Mfpa ,uz;L jpl;lq;fspd;

ed;ikfisAk; nfhz;Ls;sJ. ,J ,t;tpuz;L jpl;lq;fspd; jPikfis Kw;wpYk;
jtpHf;Fk; tpjj;jpy; gad;gLj;jg;glyhk;. MapDk;> ,k;KiwAk; rpy FiwghLfisf;
nfhz;bUf;fpwJ. mit:

1. tpw;gidg; gzpahsHfs; kw;Wk; Nkyhz;ik Mfpa ,UrhuhUk; Vw;Wf; nfhs;Sk;

tpjj;jpyhd Fiwe;jgl;r Cjpa tpfpjj;ijf; fz;Lgpbg;gJ kpfTk; fbdkhdnjhU
nrayhFk;.

2. ,k;Kiwapy; fkp\d;> tpw;gid Fwpg;gpl;l xU msitj; jhz;Lk; nghOJjhd;

nfhLf;fg;gLfpd;wJ. ,t;tpw;g;id msit epHzapj;jy; vspjhdnjhU fhupak; md;W
Kjypy; Fiwe;jgl;r tpw;gid epHzapf;fg;gl Ntz;Lk;. gpd; fkp\d; tpfpjk;
epHzapf;fg;glNtz;Lk;. NkYk;> tpw;gidg; gzpahsHfs; kw;Wk; Nkyhz;ik Mfpa
,UrhuhUf;Fk; jpUg;jpaspf;Fk; tpjj;jpyhdnjhU $l;Lj; jpl;lj;ij tbtikg;gJ kpfTk;
rpf;fyhdnjhU fhupak; MFk;. jpUg;jpfukhdnjhU jpl;lk; cUthf;fg;gltpy;iy vd;why;
,k;Kiw rk;gsj; jpl;lk; kw;Wk; fop\d; jpl;lk; Mfpa ,uz;L jpl;lq;fspd;
FiwghLfisAk; re;jpf;f Ntz;bajhfptpLk;.

2. rk;gsk; kw;Wk; Nghd];

Fwpg;gpl;lnjhU mstpw;F NkyhdnjhU tpw;gid msit tpw;gidahsd; vl;Lk;

nghOJ tof;fkhd rk;gsj;jpw;F Nky; mjpfkhff; nfhLf;fg;gLk; xU njhifNa
Nghd]; MFk;. ,J fkp\dpy; ,Ue;J NtWgl;ljhFk;. fkp\d;> nkhj;j tpw;gidapd; kjpg;G
my;yJ msT Mfpatw;Ws; VNjh xd;wpd; mbg;gilapy; mspf;fg;gLfpd;wJ. Mdhy;>
Nghd]; gpd;tUk; Nehf;fq;fSf;fhf mspf;fg;gLfpwJ.

1. Fwpg;gpl;l tpw;gidg; gq;if miltjw;fhf

 2. Fwpg;gpl;l tpw;gidg; ngUf;f eltbf;iffis Nkw;nfhs; tjw;fhf>
3. Fwpg;gpl;l vz;zpf;ifapyhd Gjpa EfHgtHfisg; ngW tjw;fhf
4. tpw;gidf; fhl;rpafq;fis mikg;gjw;fhf> kw;Wk;
5. mspf;fg;gl;l gpw gzpfis Nkw;nfhs;tjw;fhf

fk;ngdp jkJ tpw;gidg; gzpahsHfs; kPJ NghJkhd msT fl;Lg;ghl;L

eltbf;iffis Nkw;nfhs;sTk; mtHfis Cf;Ftpf;fTk; tpUk;Gk; gl;rj;jpy; ,k;Kiw
kpfTk; cfe;jjhff; fUjg;gLfpd;wJ. ,q;F Cjpaj;jpd; ngUk;gFjp> rk;gskhfNt
mspf;fg;gL fpd;wJ. mspf;fg;gl;l gzpfis epiwNtw;Wtjw;F xU Cf;Ftpg;G vd;w
tpjj;jpy;jhd; Nghd]; mspf;fg;gLfpd;wJ. ,jpypUe;J Nghd];> fkp\d; Nghd;wnjhU rf;jp
tha;e;j xU Cf;Ftpg;G ,y;iy vd;gJ ekf;F njspthfj; njupfpwJ. vdNt> FWfpa
fhyj;jpw;Fs; xU gzpiar; nra;J Kbf;fr; nrhy;yp tpw;gidg; gzpahsHfisj;
J}z;Ltjw;F ,k;Kiw Vw;wjhFk;.

3. fkp\
fkp\d; kw;Wk; Nghd];

,k;Kiwapy; Nkyhz;ikf; fl;Lg;ghl;bw;Fk; Nkw;ghHitf;Fk; tha;g;Gz;L

nghJthfNt> ,k;Kiwapy; tpw;gidg; gzpahsH Fwpg;gpl;l xU njhifia fkp\dhfg;
ngWk; nghOJjhd; Nghd]; ngw KbAk; rpy rkaq;fspy;> Fwpg;gpl;l xU tpw;gid
msit vl;Lk; nghOJk; Nghd]; mspf;fg;gLfpd;wJ. mjpf tpL kpif cs;s
nghUl;fspd; tpw;gidia ngUf;Ftjw;F ,k;Kiw kpfTk; Vw;wjhFk;.

4. rk;gsk;> fkp\
fkp\d; kw;Wk; Nghd];

,j;jpl;lk; Nkw;$wg;gl;l %d;W jpl;lq;fspd; ed;ikfisAk; jd;Ds;

nfhz;Ls;sJ. ,k;Kiwapy; rk;gsk;> ghJfhg;gpw;F cWjpaspf;fpwJ> fkp\d;>
Cf;Ftpg;gpw;Fk; nraY}f;fj;jpw;Fk; toptFf;fpwJ> kw;Wk; Nghd]; mspf;fg;gl;l
gzpfis ed;Kiwapy; Nkw;nfhs;sj; J}z;LNfhyhf mikfpd;wJ.

,t;t+jpaj; jpl;lk;> nkJthf efUk; my;yJ tpw;gidahFk; nghUl;fspd;

tpw;gidiag; ngUf;f Vw;wnjhU jpl;lkhff; fUjg;gLfpd;wJ. caHe;j juk;> mjpf tpiy
Nghd;w fhuzq;fspdhy; tpw;gid nra;af; fbdkhf cs;s nghUl;fSf;Fk; ,k;Kiw
kpfTk; cfe;jjhFk;. ,q;F fkp\d; kw;Wk; Nghd]; ,uz;LNk rf;jp tha;e;j
Cf;Ftpg;Gfshfr; nray;gLfpd;wd.

$l;Lj;jpl;lq;fspd; ed;ikfs;

1. tpw;gidg; gzpahsHfs; Neub epjp Cf;Ftpg;Gld; $ba epiyahd

tUkhdj;ijg; ngWfpd;wdH.
 2. tpw;gidg; ngUf;f Kaw;rpia tpiuTgLj;Jk; Nehf;fj;jpw;fhf
tpw;gidahsHfs; kPJ Kiwahd fl;Lg;ghl;il Nkw;nfhs;s ,k;Kiw
toptFf;fpd;wJ.
3. tpw;gidr; nryTfs; tpw;gid mstpw;F Vw;g khWgLtjhy;> khWfpd;w
tzpf epiyikfspy; ,J nefpo;Tj; jd;ikf;F gFf;fpd;wJ. .
4. gpw;gidg; gzpahsHfspd; xOq;FzHT nghJthfNt mjpfkhf cs;sJ.
,J caHe;j cw;gj;jpj; jd;ikf;F topfhl;LfpwJ.

$l;Lj;jpl;lq;fspd; FiwghLfs;

1. tpw;gidr; nryTfs; tpw;gid mstpw;F Vw;g khWgLtjhy;> ,J

Njitaw;w nefpo;r;rpf;F mbNfhYfpwJ. ,J ,Wjpapy; Kiwahd
epjprhHe;j fl;L rpf;fy;fis cz;lhf;fp tpLfpd;wJ
2. ,j;jpl;lk; mjpf mstpyhd vOj;jH gzpiaf; nfhz;Ls;sJ. vdNt>
,k;Kiwia epHtfpg;gjw;F MFk; nryT Neubr; rk;gsj; jpl;lk;> Neubf;
fkp\d; jpl;lk; Nghd;wtw;iw epHtfpf;f MFk; nryit tpl mjpfkhf
cs;sJ.
3. Fiwe;jg;l;r mbg;gilr; rk;gsk; kw;Wk; Kaw;rpia J}z;L tjw;fhd
NghJkhd Cf;Ftpg;G Mfpa ,uz;L $Wfspd; Nkk;gl;l $l;bizg;ig
Vw;gLj;Jtnjd;gJ kpfTk; fbdkhd fhupak; MFk;.
4. $l;Lj; jpl;lq;fis gpd;gw;w Muk;gpg;gjw;F Kd;G Nkyhz;ik
vz;zpf;ifapylq;fh epHthfk; rhHe;j eltbf;iffisAk; KbTfisAk;
Nkw;nfhs;s Ntz;bAs;sJ. ,jw;F mjpf Neuk;>nryT kw;Wk; gzk; Mfpa
%d;Wk; NjitahAs;sJ.

rpwe;jnjhU Cjpaj; jpl;lj;ij NjHe;njLf;Fk; Kd;G fUjg;glf;$ba fhuzpfs;

Fwpg;gpl;l xU Cjpaj; jpl;lj;ijj; NjHe;njLg;gjpy; khWjiy cz;Lgz;Zk; gy

fhuzpfs; cz;L vd;gJ ekf;F Nkw;fz;l tpthjj;jpy; ,Ue;J tpsq;Ffpd;wJ.
njhopw;rhiyfs; gy tifapdjhfTk;> nghUl;fs; gyjug;gl;ljhfTk; ,Ug;gjhy;>
xt;nthU Nkyhz;ikAk; jkJ njhopw;rhiyapd; jd;ik kw;Wk; nghUspd; tif> juk;
Nghd;wtw;wpd; mbg;gilapy; Njitahd fhuzpfs; midj;ijAk; fUj;jpy; nfhz;L
jdf;Ffe;j xU Kiwiaj; NjHe;njLj;jy; Ntz;Lk;.

Cjpaj; jpl;lj;ij NjHe;NjLf;Fk; Kd;G fUj;jpy; nfhs;s Ntz;ba fhuzpfs;

gpd;tUkhW:

1. gzpapd; jd;ik
 2. gyjug;gl;l toq;fy; topfs;
3. nghUSila re;ijapd; jd;ik
4. tpw;gidahsHfspd; jpwik kw;Wk; Kd; mDgtk;
5. fk;ngdpapd; epjp epiyik
6. nghJthd tzpf epiyikfs;> kw;Wk;
7. nghUshjhu epiyikfs;.

tpw;gidg; gzpahsHfSf;Fg; Nghd]; toq;Fjy;

rk;gsk;> fkp\d; Mfpadtw;iw toq;FtNjhly;yhky;> mYtyHfis NkYk;

cw;rhfg;gLj;j Nghd]; tof;fk; ,g;NghJ epue;jukhd xd;whfp tpl;lJ. jPghtsp>
nghq;fy; Nghd;w gz;bif fhyq;fspYk; Mz;Lf; fzf;F Kbe;j gpwFk; Nghd];
toq;FtJ eilKiwapy; cs;s tof;fkhFk;. Nghd]; vd;gJ cz;ikapy; ey;y
Kiwapy; gzpahw;wpa CopaHfSf;Fr; rk;gsk; ePq;fyhf mspf;Fk; $Ljy; gupRj;
njhif vd;yhk;. NkYk;> mupa MNyhridfisf; $WNthH> Gjpa tha;g;Gfisf;
fz;lwpNthH MfpNahUf;F toq;fg;gLk; jdpg;gl;l CjpaKk; Nghd]; vd;Nw $wyhk;.
vdpDk;> mz;ikf; fhyq;fspy; Nghd]; toq;f Ntz;baJ fl;lhakhfptpl;lJ.

tpw;gidg; gzpahsHfisg; nghWj;jkl;by; rk;gsk;> fkp\d; Mfpa ,uz;Lk;

toq;fg;gLfpd;wd. ,it jtpu $Ljyhf Nghd]; toq;fg;gLfpd;wJ.

Nghd]; toq;ff; fhuzq;fs;

fz;bg; kw;Wk; ];by;> tpw;gidg; gzpahsHfSf;F Nghd]; toq;f Ntz;bajd;

mtrpaj;ij typAWj;Jk; tifapy; Ie;J Kf;fpakhd fhuzq;fisf; Fwpg;gpLfpd;wdH.
mit gpd;tUkhW:

1. tpw;gidg; gzpahsHfSf;Ff; fk;ngdp mjpf ,yhgk; <l;Lk; NghJ

mt;tpyhgj;jpy; xU gq;if Nghdrhf mspj;J mtHfs; tUkhdk; ngUf
cjTjy;.
2. Gjpa thbf;ifahsHfis cUthf;fp tpw;gidapd; msit mjpfupf;fr;
nra;Ak; tpw;gidg; gzpahsHfs; NkYk; cw;rhfj;Jld; gzpahw;wj;
J}z;Ljy;
3. rhjhuzkhff; fk;ngdp jd; Kaw;rpahy; rhjpf;f ,ayhj gzpfisr;
nra;J rhjid Gupe;j tpw;gidg; gzpahsHfis cw;rhfg;gLj;Jjy;
4. $l;L Kaw;rp Nkw;nfhz;L midtUlDk; RKfkhfg; gofp
thbf;ifahsHfSld; ey;yYwit tsHj;Jf; nfhs;s top tFj;Jj;
jUjy;.
 5. jtpHf;f ,ayhj fhuzq;fshy; rk;gsk;> fkp\d; Mfpait Fiwe;J
Ngha;tpLk; #o;epiyapy;> tpw;gidg; gzpahsHfs; cw;rhfk; Fiwahky;
njhlHe;J gzpahw;Wk; tifapy; mtHfSf;F Vw;gl;l ,og;ig <Lnra;jy;>

Nghd]; tbtq;fs;

Nghd]; toq;Fk; KiwfSk; gythwhf cs;sd. nuhf;fkhfTk;> gupRfshfTk;

Nghd]; toq;fg;glyhk;. ek;kpy; gyH nuhf;fkhf toq;fg;gLk; njhifNa Nghd]; vd;W
fUJfpd;Nwhk;. ,f; fUj;J jtwhdjhFk; tpw;gidg; gzpahsHfspd; Foe;ijfspd;
caHfy;tpf;F cjtpj;njhif jUjy;> mtHfSila FLk;gj;jpdUf;F Vw;gLk; kUj;Jtr;
nryTfis Vw;Wf; nfhs;Sjy; KjyhditAk; xU tifapy; Nghd]; vd;W
Fwg;gpLtjpy; jtwpy;iy. vdNt> jdpg;gl;l Kiwapy; xt;nthU #o;epiyf;Fk; Vw;w
tifapy; xt;nthUtUf;Fk; nghUj;jkhd tbtpy; Nghd]; toq;FtJ ey;yJ.

Nghd]; toq;Fk; mbg;gilfs;

fPo;f;fz;ltw;wpy; VjhtJ xd;wpd; mbg;gilapy; Nghd]; toq;FtJ tof;fkhf

cs;sJ.

1. tpw;gid msT
2. mjpfupj;j tpw;gid msT
3. jdpj;jdpg; nghUs;fspd; tpw;gid msT
4. epHthfr; nryTfspy; Vw;gl;l kpr;rk;
5. fk;ngdpapd; ,yhgk;

,dp ,t;tbg;gilfisj; jdpj;jdpahf Muha;Nthk;.

1. tpw;gid
id msT : xU Fwpg;gpl;l fhyj;jpw;Fs; fk;ngdp nra;j nkhj;j
tpw;gidapd; mbg;gilapy; Nghd]; toq;fyhk;. nkhj;j tpw;gidapy; xU Fwpg;gpl;l
rjtpfpjk; Nghd]; toq;Ftjhapd;> tpw;gidg; gzpahsHfs; midtUf;Fk; mj; njhif
gfpHe;J mspf;fg;gLk;. xt;nthU tpw;gidahsUk; nra;j tpw;gidapd; tpfpjj;jpw;F
Vw;gTk; nkhj;j Nghd]; njhifiag; gfpHe;J mspf;fyhk;.

2. mjpfhpj;j tpw;gid msT : nrd;w Mz;il tpl ,e;j Mz;L tpw;gid

mjpfupj;jpUe;jhy; mjpfupj;j tpw;gidapd; mbg;gilapy; Nghd]; toq;fyhk;. ngUk;
ghYk; xt;nthU fk;ngdpAk; xU tpw;gid ,yf;if epHzapj;jpUf;Fk;. ,e;j msTf;F
Nky; $Ljyhfr; nra;Ak; tpw;gidapd; mbg; gilapYk; Nghd]; toq;fyhk;.

3. jdpj;jdpg; nghUs;fs; tpw;gid:

id xU fk;ngdp gy nghUfisAk; tpw;gid
nra;J te;jhYk; vy;yhg; nghUs;fSk; xNu mstpy; tpw;gidahfhJ. rpy nghUs;fspd;
tpw;gid msT FiwthfTk;> rpy nghUs;fspd; tpw;gid msT mjpfkhfTk; ,Uf;Fk;.
vdNt> jdpj;jdpahf xt;nthU nghUSk; vt;tsT tpw;gidahapw;W vd;W fzf;fpl;L
mt;tpw;gid msTf;F Vw;g Nghd]; toq;FtJk; cz;L.

4. epHthfr; nryTfspy; Vw;gl;l rpf;fdk; : tpw;gid mjpfupf;f mjpfupf;f

epue;jukhd epHthfr; nryTfs; tpfpjk; FiwAk;. ,t;tpfpjk; vt;tsT Fiw fpd;wNjh
mjw;Nfw;g Nghd]; toq;fyhk;. tpw;gidapd; msit kl;LNk mbg;gilahff;
nfhs;tijtpl tpw;gid mjpfupj;jjhy; epHthfr; nryTfspy; vt;tsT kpr;rk;
Vw;gl;Ls;sJ vd;w mbg;gilapy; Nghd]; toq;FtJ nghUj;jkhdjhfj; njupfpd;wJ.
Vnddpy;> $Ljy; tpw;gidf;F Vw;g epHthfr; nryTk; mjpfupj;jpUe; jhy; Nghd];
mjpfkhf toq;FtJ epahky;y.

5. fk;ngdpapd; ,yhgk; : fk;ngdp xt;nthU Mz;Lk; <l;ba ,yhgj;jpy; xU

Fwpg;gpl;l rjtpfpjk; Nghd]hf toq;FtJ ngUk;ghyhd fk;ngdpfspy; gpd;gw;wg;gLk;
eilKiwahFk;. tpw;gidg; gzpahsHfSf;F Nghd]; toq;Fk; NghJ mtutH
fk;ngdpapy; gzpahw;wpa fhyk;> mtHfs; nra;j $Ljy; tpw;gid Kjypatw;iwAk;
fzf;fpy; vLj;Jf; nfhs;s Ntz;Lk;.

Nghd]; toq;Ftjhy; tpisAk; ed;ikfs;

1 Nghd]; njhif toq;Ftjhy; tpw;gidg; gzpahsHfspd; tUkhdk;

mjpfupf;Fk;> NkYk;> fk;ngdpf;Fk; ,jdhy; gad; Vw;gLk; fk;ngdpapd; gzpahsHfs;
mjpf cw;rhfj;Jld; gzpahw;WtH tpw;gid ngUFk;. ,yhgk; mjpfupf;Fk;.

2. gzpahsHfspilNa RKfkhd cwT tsUk; $l;LwT epyTk;. xt;nthUtUk;

$l;L Kaw;rp %yNk jhk; Nghd]; ngw;wjid czHe;J gzpahw;Wth;. ,f;$l;L Kaw;rp
,y;yhtpl;lhy; jkf;F Nghd]; fpilf;fhJ vd;gij czHtjhy; FO czHT
mjpfhpf;Fk;.

3. tpw;gidg; gzpahsHfs; cw;rhfj;Jld; nray;gLtjhy; fk;ngdpapypUe;J tpyf

vz;z khl;lhHfs;. ,jdhy; xt;nthUtH tpyFk; NghJk; GjpJ Gjpjhfg;
gzpahsHfisj; NjHe;njLj;Jg; gapw;rpaspf;f Ntz;ba mtrpak; Vw;glhJ. ,jdhy;
ngUkstpy; rpf;fdk; Vw;gLk;.

4 Nghd]; njhif nkhj;jkhf Mz;L ,Wjpapy; toq;fg;gLtjhy; mj;njhifia

ey;y topfspy; mtHfs; KjyPL nra;J Nrkpj;J itf;fyhk;.

5 Nghd]; ngWtjw;fhff; $Ljyhf Kaw;rpfs; vJTk; jdpahf xUtH kl;Lk;

vLj;Jf; nfhs;tjpy;iy. ($l;L Kaw;rp %yk; kl;LNk ,yhgk; mjpfupj;J Nghd];
fpilf;f top Vw;gLfpd;wJ. ,jdhy; jdpegH mjpf rpukk; vLf;f Ntz;ba
mtrpakpy;iy).

Nghd]; jpl;lq;fspd; Fiwfs;

1 Nghd]; midtUf;Fk; toq;fg;gLk;. ,jpy; ghugl;rk; vJTk; fpilahJ. vdNt

jpwikahdtHfis Nghd]; cw;rhfg;gLj;JtJ kpfTk; FiwT jdpg;gl;l Kiwapy;
xt;nthUtUf;Fk; Cf;fj; njhif mspj;jhy; kl;LNk jpwikahfg; gzpahw;WthHfs;.

2. Nghd]; fzf;fpLk; mbg;gil rpf;fyhdjhf ,Ue;jhy; gzpahsHfs; Gupe;J

nfhs;s ,ayhJ. ,jdhy; epHthfj;jpw;Fk; gzpahsHfSf;FkpilNa RKf cwTnfl;L
tpLk;.

3 Nghd]; ngUk;ghYk; Nfhl;lh mbg;gilapNyNa epHzapf;fg;gLtJ tof;fkhf

cs;sJ. Nfhl;lh mbg;gilia epahakhd mbg;gil vd;W $Wtjw;fpy;iy.

epidtpw; nfhs;f
!
• ey;y Cjpaj; jpl;lj;jpd; rpwg;gk;rq;fs;!
1. vspik
2. epahakhdjhf ,Uj;jy;
3. epiyahd tUkhdk;
4. eph;thfr; nryTfspy; rpf;fdk;
5. nray;gLj;jp epHtfpf;f Rygkhdjhf ,Uj;jy;
6. ,yf;Ffis mila cjtpfukhf ,Uj;jy;
7. clDf;Fld; nrYj;Jjy;
8. Cf;Ftpg;Gf;F tif nra;jy;
:/ epue;juk;!
• Cjpaj;jpd; tiffs;!
1. epiyahd Cjpak;
2. khWk; Cjpak;
• Cjpa jpl;lj;jpd; tiffs;
1. Neub rk;gs Kiw
1. Neubf; fkprd; Kiw
2. $l;Lj; jpl;lq;fs;
1) rk;gsk; kw;Wk; fkprd;.
2) rk;gsk; kw;Wk; Nghd];
 3) fkp\d; kw;Wk; Nghd];
4) rk;gsk; fkprd; kw;Wk; Nghd];
• rpwe;jnjhU Cjpaj; jpl;lj;ij NjHe;njLf;Fk; Kd;G fUjg;glf;$ba
fhuzpfs;
1. gzpapd; jd;ik
2. gyjug;gl;l toq;fy; topfs;
3. nghUSila re;ijapd; jd;ik
4. tpw;gidahsHfspd; jpwik kw;Wk; Kd; mDgtk;
5. fk;ngdpapd; epjp epiyik
6. nghJthd tzpf epiyikfs;> kw;Wk;
7. nghUshjhu epiyikfs;.
• Nghd]; toq;Fk; mbg;gilfs;
1. tpw;gid msT
2. mjpfupj;j tpw;gid msT
3. jdpj;jdpg; nghUs;fspd; tpw;gid msT
4. epHthfr; nryTfspy; Vw;gl;l kpr;rk;
5. fk;ngdpapd; ,yhgk;

tpw;gidg; gzpahsHfs; fl;Lg;ghL kw;Wk; Nkw;ghHit

fw;wy; Nehf;fq;fs;
 !
,e;j mj;jpahaj;ijg; gbj;j gpd;dh; ePq;fs; fPo;f;fz;ltw;iwg; Ghpe;J nfhs;tPh;fs;.

2/ tpw;gidg; gzpahsHfs; fl;Lg;ghL kw;Wk; Nkw;ghHitapd; mtrpak;!

3/ tpw;gidg; gzpahsH fl;Lg;ghl;bd; mk;rq;fs;!
4/ fl;Lg;ghl;L Kiwfs;!
5/ fl;Lg;ghl;bd; mbg;gilfs;!
6/ tpw;gid tl;lhuq;fis cUthf;ff; fhuzq;fs;!
7/ Nfhl;lh msT epHzapg;gjw;fhd fhuzq;fs;!

tpw;gidg; gzpahsHfs; fl;Lg;ghL kw;Wk; Nkw;ghHitapd; mtrpak;

Mw;wy; kpf;f kw;Wk; rpf;fdkhd Kiwapy; tpw;gidahsHfs; jq;fsJ gzpia

epiwNtw;w Ntz;Lnkdpy; tpw;gid mikg;gpw;F tpw;gidg; gzpahsHfs; fl;Lg;ghL
kw;Wk; Nkw;ghHit vd;gJ kpfTk; ,d;wpaikahjjhf cs;sJ. vg;gbj;jhd; tpQ;Qhd
g+Htkhd Kiwapy; tpw;gidahsHfs; njupT nra;ag;gl;L gapw;rp mspf;fg;gl;bUe;jhYk;
rup> mtHfisf; fl;Lg;gLj;jTk;> Nkw;ghHitaplTk;> ,af;fTk; Njitahd rpwe;jnjhU
Kiwia tpw;gid NkyhsH tbtikj;jy; Ntz;Lk;. Vnddpy;> mg;nghOJjhd;>
mtHfspd; eltbf;iffs; ntw;wpia Nehf;fp jpwikahf ,af;fg;gl KbAk;
mbg;gilapNyNa> tpw;gidg; gzpahsHfspd; Nkw;ghHit kw;Wk; fl;Lg;ghL gpd;tUk;
fhuzq;fspdhy; ,d;wpaikahjjhff; fUjg;gLfpd;wJ.

1. tpw;gidg; gzpahsHfspd; Kaw;rpfis xUq;fpizj;jy;y : tpw;gidg; gzpahsh;fs;>

tpw;gid NkyhsuplkpUe;J ntF J}uj;jpy; Rje;jpukhfg; gzp Gupfpd;wdH. vdNt>
mtHfspd; Kaw;rpfisg; gpw tpw;gid Kaw;rpfshd - tpsk;guk; nra;jy;> tpw;gidg;
ngUf;f eltbf;iffs; Nghd;wtw;Wld; xUq;fpizg;gJ kpfTk; ,d;wpaikahjJ MFk;

2. tpw;gidg; gzpahsHfspd; Kaw;rpfis top elj;Jjy; jy : cah; mjpfhhpapd;

Nkw;ghh;it> tpw;gidahsHfisr; rPuhf gzpapy; <Lgl itf;fpwJ@ kw;Wk; mtHfspd;
Kaw;rpfis fk;ngdpapd; Nehf;fj;jpw;Nfw;w Kbit milAk; tifapy; topelj;Jfpd;wJ.

Mw;wy; kpf;f Nkw;ghHit kw;Wk; fl;Lg;ghl;bw;Fj; jitahd Kd; epge;jidfs;

gPlHrd; kw;Wk; iul; vd;ghHfs; jkJ Gj;jfkhd “tpw;gidahsH gzp jj;Jtq;fs;

kw;Wk; Kiwfs;” ,y; gpd;tUtdtw;iw Mw;wy; kpf;f Nkw;ghHit kw;Wk;
fl;Lg;ghl;bw;Fj; Njitahd Kd; epge;jidfshfj; je;Js;shHfs;.
 1. tpw;gid NkyhsH> jkJ xt;nthU tpw;gidg; gzpahsUk; vd;d gzpiar;
nra;a Ntz;Lk; vd;W vjpHghHf;fg;gLfpwhH fs; vd;gij mwpe;jpUf;f
Ntz;Lk;
2. tpw;gidg; gzpahsHfis jhk; vd;d gzpiar; nra;a vjpH
ghHf;fg;gLfpNwhk; vd;gijj; njspthf mwpar; nra;a Ntz;Lk;.
3. tpw;gidg; gzpahsHfs; ve;jg; gzpiar; nra;a vjpHghHf;fg; gl;ldNuh
me;jg; gzpiar; nra;J Kbj;Jtpl;lduh vd;g ijtpw;gid NkyhsH
mwpe;jpUf;f Ntz;Lk;
4. tpw;gidg; gzpahsHfs; vd;d gzpiar; nra;J Kbj;jhHfs; vd;gij
tpw;gid NkyhsH njupe;J nfhz;Ltpl;lhH vd;g ijtpw;gidahsHfis
mwpar; nra;a Ntz;Lk;
5. tpw;gidg; gzpahsiu mtH nra;J Kbj;j gzpapd; nghUl;L tpw;gid
NkyhsH ghuhl;bdhH vd;gijAk; tpw;gidg; gzpahsH mwpAk; tz;zk;
nra;a Ntz;Lk;.

Nkw;$wg;gl;l Kd; epge;jidfSs; Kjyhtij xt;nthU tpw;gidg;

gzpahsUf;Fk; jdpg;gl;l Kiwapy; tpw;gidg; gq;Ffis epHzapg;gjd; %yKk;>
,uz;lhtij gapw;rpf; fhyj;jpYk;> %d;whtij mwpf;iffspd; %yKk; ehd;fhtJ kw;Wk;
Ie;jhtij mwpf;iffs;> gjpNtLfs; kw;Wk; tpw;gidg; gzpahsHfSf;fpilNaahd Neub
kw;Wk; nrhe;jj; njhlHGfspd; %yKk; ehk; nra;J Kbf;f KbAk;.

tpw;gidg; gzpahsH fl;Lg;ghl;bd; mk;rq;fs;

tpw;gidg; gzpahsH fl;Lg;ghL njhlHghf %d;W Kf;fpakhd mk;rq;fs; cs;sd.

mit

1. tpw;gidg; gzpahsHfspd; eltbf;iffis ,af; ,af;Fjy;: eltbf;iffis

epWtdj;jpd; xl;Lnkhj;jr; re;ijapLifj; jpl;lj; NjhL ,ize;J nray;gLk; tifapy;
,af;Fjy;> tpw;gidg; gzpahsH fl;Lg;ghl;bd; Kjy; mk;rkhff; fUjg;gLfpd;wJ. ,J
tpw;gidg; gzpahsHfspd; Kaw;rpfs;> tpw;gidj; jpl;lj;ij jpwikNahL epiwNtw;Wk;
tpjj;jpy; mike;Js;sdth vd;gijg; ghHf;Fk;> tpw;gid Nkyhsupd; flikNahL
njhlHGilajhFk;. ,f; fUj;ij kdjpy; nfhz;L jhd;> tpw;gidg; gFjpfs; xt;nthU
tpw;gidg; gzpahsUf;Fk; xJf;fPL nra;ag;gLfpd;wJ@ kw;Wk; mtHfspd; topfSk;
KbT nra;ag;gLfpd;wJ. NkYk;> Gjpa EfHgtHfSf;F nghUl;fis tpw;f>
Fwpg;gpl;lnjhU nghUis tpw;f Vw;fdNt cs;s gioa EfHgtHfisj; jf;f itj;Jf;
nfhs;s Nghd;wtw;wpw;Fj; Njitahd Kaw;rp vt;tsT mJ vt;tifg;gl;lJ vd;gijg;
gw;wpAk; mtHfs; njuptpf;fg;gLfpwhHfs;.
 2. tpw;gidg; gzpahsHfspd; gzp epiwNtw;wj;ij Ma;T nra;jy;: tpw;gidg;
gzpahsHfspd; gzp epiwNtw;wj;ij Ma;T nra;jyhdJ> mtHfs; Kd;dNu
epHzapf;fg;gl;l jums;Tfspd;gb jpikNahL gzp Gupe;jduh vd;gij mwpaTk;> tpw;gid
nrytpw;Fk; tpw;gidf;Fk; ,ilNaAs;s tpfpjhr;rhuj;ijf; fz;Lgpbf;fTk; cjTfpwJ.
NkYk;> xt;nthU gzpahsUk; jk;khy; nra;J Kbf;fg;gl Ntz;Lk; vd;W
vjpHghHf;fg;gl;l gzpiaj;jhd; nra;fpd;whuh vd;gijg; ghHf;f toptif nra;fpd;wJ. ,J
tpw;gidg; gzpahsDf;F xJf;fPL nra;ag;gl;l tpw;gidg; gq;F kw;Wk; mtdhy;
nra;ag;gl;l tpw;gid msT Mfpa ,uz;ilAk; xg;gpl;Lg; ghHg;gjd; %yk;
fz;Lgpbf;fg;gLfpd;wJ.

3. xt;nthU tpw;gidg; gzpahsidAk; Nkw;ghHitapLjy; kw;Wk; top elj;Jjy;:

tpw;gidg; gzpahsH fl;Lg;ghl;bd; %d;whtJ mk;rk;> xt;nthU tpw;gidg;
gzpahsidAk; Nkw;ghHitapLjy; kw;Wk; mtid topelj;Jjy; MFk;. ,J jtWfs;
kw;Wk; gpiofs; Nghd;wit VJkpUg;gpd; mtw;wpd; fhuzq;fisAk; mtw;iwj; jtpHf;fj;
Njitahd eltbf;iffis fz;Lgpbf;fTk; cjTk; fl;lq;fisf; nfhz;Ls;sJ.
,k;Kiwapy; tpw;gidg; gzpahsHfs; gzpapy; <Lgl;Lf; nfhz;bUf;Fk; nghOJ $He;J
ftdpf;fg;gLfpd;whHfs;. gpd;G mtHfs; jq;fspd; tpw;gid El;gq;fis mgptpUj;jp
nra;J nfhs;Sk; tifapy; mwpTWj;jg;gLfpd;whHfs;.

fl;Lg;ghl;L Kiwfs;

tpw;gidg; gzpahsHfs; kPjhd fl;Lg;ghlhdJ gpd;tUk; %d;W KiwfSs;

VNjDk; xd;iwg; gpd;gw;Wtjd; %yk; Nkw;nfhs;sg;glKbAk;.

1. jdpg;gl;l njhlh;G
2. fbjj; njhlh;G
3. mwpf;iffs;

,it xt;nthd;iwg; gw;wpAk; ,g;nghOJ ehk; RUf;fkhff; fhzyhk;.

1 jdpg;gl;l njhlHG: tpw;gidg; gzpahsHfisf; fl;Lg;gLj;Jjypd; Kjd;ikahd

kw;Wk; Mw;wy; kpf;fnjhUKiw> jdpg;gl;lnjhlHG KiwahFk; rpwpa kw;Wk; eLj;ju
epWtdq;fspy; fl;Lg;ghl;L eltbf;iffs; tpw;gid NkyhsuhNyNa
Nkw;nfhs;sg;gLfpd;wJ. Mdhy;> NgusT epWtdq;fspy; ,J rhj;jpakhfhJ. ,t;tpj
epWtdq;fspy; fl;Lg;ghl;L eltbf;iffs; ngUk;ghYk;> tl;lhu khtl;l fpis kw;Wk;
gpupT NkyhsHfs; kw;Wk; Nkw;ghHitahsHfshy; Nkw;nfhs;sg;gLfpd;wJ. MapDk;
,k;Kiw nryT mjpfk; gpbf;fpd;w XH Kiw MFk;
 NkYk; epWtdk; jkJ msitg; ngUf;fpf; nfhz;Nl NghdhYk;> mjpf
vz;zpf;ifapyhd tpw;gidg; gzpahsHfisg; gutyhfTk; gue;jfd;w gFjpfspYk;
gzpapykHj;jpapUe;jhYk; ,k;Kiwapd; %yk; tpw;gidg; gzpahsHfisf;
fl;Lg;gLj;Jtnjd;gJ rpf;fyhd nrayhfptpLk;. vdNt> ,t;tpj KiwahdJ rpwpa
kw;Wk; eLj;ju msT epWtdq;fSf;Nf Vw;wjhFk;.

2. fbjj; njhlHG : jdpg;gl;l njhlHG Kiwf;F mLj;jgbahf> kpfTk; gutyhfg;

gad;gLj;jg;gLk; Kiw fbjj; njhlHG KiwahFk;. ,k;Kiw tpw;gidg;
gzpahsHfSf;Fj; Njitahd mwpTiufis toq;fTk; mtHfsplk; ,Ue;J Njitahd
jfty;fisg; ngwTk; cjTfpd;wJ. ,k;Kiw jdpg;gl;l njhlHG Kiwf;F gpw;NrHg;ghf
gad;gLj;jglyhk;.

3. mwpf;iffs;
ffs : ,J tpw;gidg; gzpahsHfshy; tpw;gid NkyhsUf;F
mDg;gg;gLk; jpdrup thue;jpu my;yJ khjhe;jpu mwpf;iffisf; Fwpf;fpwJ. mwpf;iffs;
tha;nkhopahdjhfNth my;yJ vOj;J %ykhdjhfNth ,Uf;fyhk;.

fl;Lg;ghl;bd; mbg;gilfs;

fl;Lg;ghl;bd; mbg;gilfshtd gpd;tUkhW:

1. gjpNtLfs; kw;Wk; mwpf;iffs;

2. tpw;gid tl;lhuk; kw;Wk; tpw;gidg; gq;Ffs;
3. tpw;gidg; gzpahsHfspd; mjpfhuk;
4. nraw;fs; Nkw;ghHit> kw;Wk;
5. tpw;gidg; gzpahsH Cjpak;

1. gjpNtLfs; kw;Wk; mwpf;iffs;

1. gjpNtLfs; : gjpNtLfs;> tpw;gidg; gzpahsHfspd; cz;ikahd nray;

epiwNtw;wj;ij fhz;gpf;Fk; tifapy; jahH nra;ag;gLfpd;wd. tof;fkhfNt>
gjpNtLfs;> tpw;gidg; gzpahsHfsplk; ,Ue;J ngwg;gl;l mwpf;iffspd;
mbg;gilapNyNa jahH nra;ag;gLfpd;wd. ,it ftdkhfj; jahH nra;ag; gl;lhy;
tpw;gidg; gzpahsHfspd; gzp njhlHghd gpd;tUk; fUj;Jf;fs; mtw;why; njspthf
mspf;fg;gl KbAk;

1. xt;nthU tpw;gid Mizapd; njhlHghfTk; nra;ag;gl;l tpw;gidr;

nryTfs;.
2. Mizapd; ruhrup msT
3. nghUl;fspd; gyjul;l tupirfspd; tpw;gid
 4. jpUk;gj; jpUk;gg; gjpag;gl;lMizfspd; vz;zpf;if
5. ngwg;gl;l Gjpa EfHgtHfspd; vz;zpf;if
6. ,of;fg;gl;l gioa EfHgtHfspd; vz;zpf;if .

2 mwpf;iffs;

gyjug;gl;l tpw;gidg; gFjpfspd; tpw;gidg; gzpahsHfshy; jq;fspd; tpw;gid

NkyhsUf;F mDg;gg;gLk; Fwpg;gpl;l ,ilntspfspyhd mwptpg;Ng mwpf;iffs; MFk;.
nghJthf ,it gpd;tUk; tp\aq;fs; njhlHghfNT mDg;gg;gLfpd;wd.

1. nra;ag;gl;lnkhj;j tpw;gidapd; msT kw;Wk; kjpg;G

2. nra;ag;gl;l tpw;gidr; nryTfs;
3. EfHgtHfspd; ek;gpf;if jFepiy njhlHghd jfty;fs;
4. nra;ag;gl;l t#y;.
5. ngwg;gl;l Gjpa EfHgtHfspd; vz;zpf;if
6. ,of;fg;gl;l gioa EfHgtHfspd; vz;zpf;if kw;Wk; mjw;Fupa
fhuzq;fs;.
7. tpsk;guk; nra;jy;> tpw;gidg; ngUf;f eltbf;iffs; Nghd;w
gyjug;gl;l tpw;gid Kaw;rpfspd; Mw;wy;
8. re;ijapy; epyTk; Nghl;bapd; jd;ik
9. tzpf tsHr;rp tha;g;G
10. EfHgtHfsplkpUe;J ngwg;gl;lKiwaPL

mwpf;iffs; gpd;tUk; ,uz;L topfspy; kpfTk; cjtpahf cs;sJ.

1. tpw;gidg; gzpahsHfspd; mwpf;ifiaf; ftdkhf Ma;T nra;tjd;

%yk; epWtdj;jpd; tpw;gidia mjpfg;gLj;Jtjw;fhd Njitahd
eltbf;iffis epWtdj;jhy; vLf;f KbAk;
2. jhk; nra;j tpw;gid njhlHghd tpupthdnjhU mwpf;ifia jahH
nra;jyhdJ> jkJ tpw;gid njhlHghd nrhe;j Ma;itr; nra;Ak; xU
gof;fj;ij tpw;gidg; gzpahsUf;F Vw;gLj;Jfpd;wJ.

2. tpw;gid tpl;lhuk; kw;Wk; tpw;gidg; gq;Ffs;

1. tpw;gid tl;lhuk;
huk: xt;nthU nghUSk; xU Fwpg;gpl;l tl;lhuj;jpy;
tpw;gidahFk; ehL jOtpajhfg; ngUkstpy; tpw;gidahFk; nghUs;fSk; cz;L.
Mdhy;> ngUk;ghyhd nghUs;fs; xU Fwpg;gpl;l tl;lhuj;jpw;Fs; kl;LNk tpw;gidahFk;.
xt;nthU fk;ngdpAk; jdJ nghUs;fis ve;nje;j ,lq;fspy; tpw;gid nra;a tha;g;G
cs;sJ vd;W mwpe;J nfhs;s Ntz;baJ mtrpak;. ,jidNa re;ijg; gug;G vd;Wk;
$wyhk;. rpy fk;ngdpfspd; re;ijg; gug;G tpupthfTk;> rpy fk;ngdpfspd; re;ijg; gug;G
RUf;fkhfTk; ,Uf;Fk;. xt;nthU fk;ngdpAk; jdJ re;ijg; gug;igr; re;jHg;g
#o;epiyfSf;F Vw;gg; gy;NtW tl;lhuq;fshfg; gpupj;J xt;nthU tl;lhuj;jpw;Fk; xU
tpw;gidg; gzpahsiu epakpg;gJ tof;fk; tpw;gidapd; msitg; nghWj;J tl;lhuj;jpd;
gug;gsTk; khWgLk;. ,t;thW re;ijg; gug;G KOtijAk; rpW rpW tl;lhuq;fshfg;
gpupj;J tpLtjhy;> xt;nthU tpw;gidg; gzpahsUk; jdf;F xJf;fg;gl;l tl;lhu
vy;iyf;Fs; tpw;gidiaj; jpwikahfr; nra;J fhl;l ,aYk;.

gy;NtW tpw;gid tl;lhuq;fshfr; re;ijiag; gpupg;gjd; %yk; tpw;gid

Kaw;rpfis Kiwahfj; jpl;lkpl;Lj; jpwikahf Nkw;nfhs;s ,aYk; ngUk;ghYk;
tpw;gid tl;lhuq;fisg; g+Nfhsfjpapy;> murpay; vy;iyfspd; mbg;gilapy; gpupg;gJ
tof;fk;. tpw;gid tl;lhuj;jpd; gug;G fk;ngdpf;Ff; fk;ngdp NtWgLk;. rpy fk;ngdpfs;
khepy mstpy; ,aq;FtdthFk;. mit khtl;l mbg;gilapy; jdJ tpw;gid
tl;lhuq;fisg; gpupj;Jf; nfhs;syhk;. rpy khtl;l;q;fspy; $Ljyhf tpw;gidg; gzpfis
Nkw;nfhs;s Ntz;ba mtrpak; Vw;gl;lhy; xNu khtl;lj;ijNa jhYfh mbg;gilapy;
,uz;lhfg; gpupj;J tpw;gidg; gzpfis Nkw;nfhs;s Ntz;Lk;. vdNt> tpw;gid
tl;lhuj;ij epHzapg;gjpy; Kf;fpa mk;rkhff; fUjj;jf;fJ tpw;gidapd; msNtahFk;.
tpw;gid Fiwthf cs;s khtl;lq;fspy; ,uz;L my;yJ %d;iw xNu tl;lhukhf;fp
xUtH nghWg;gpYk; tplyhk;. ,itahTk; re;jHg;g #o;epiyfisg; nghWj;jNj jtpu>
,jid epHzapf;f epiyahd msTNfhy; vJTk; fpilahJ.

tpw;gid tl;lhuk; vd;gJ g+Nfhs uPjpapy; fk;ngdpapd; thbf;ifahsHfis

cs;slf;fpa xU epyg;gug;ghFk; fk;ngdpapd; thbf;ifahsHfs; vd;gjpy; fk;ngdpapd;
jw;Nghija thbf;ifahsHfSk; ,dp vjpH fhyj;jpy; thbf;ifahsuhf tha;g;G
cs;stHfSk; mlq;FtH. ,t;tl;lhuj;jpd; msT ngUk;ghYk; xNu xU tpw;gidg;
gzpahsH epHtfpf;ff; $bajhf ,Uf;f Ntz;Lk;. mjhtJ fk;ngdpapd; nghUs;fis
tpw;gid nra;NthH> mtHfsJ fpis epWtdq;fs;> tpepNahf];jHfs; MfpNahUld;
rpf;fdkhfj; njhlHG nfhs;Sk; tifapd; tl;lhuj;jpd; gug;G mikaNtz;Lk;.

tpw;gid tl;lhuq;fis cUthf;ff; fhuzq;fs;

gy;NtW tpw;gid tl;lhuq;fshf nkhj;jr; re;ijg; gug;igAk; gpupg;gjw;F

mbg;gilahd fhuzk; jpl;lkpLtijAk; fl;Lg;ghL nra;tijAk; vspjhf;FtNjahFk;.
,it jtpu NtW gy fhuzq;fSk; cs;sd vd;W fz;bg; & ];by; $wfpd;wdH.
mtHfs; $Wk; fhuzq;fs; gpd;tUkhW:

1. re;ijj; njhlHGfis tsHj;jy; : xNu xU tpw;gidg; gzpahsH kl;LNk

nghJthf xU tl;lhuj;jpy; gzpGupthH. mtH Rygkhfj; jkJ thbf;ifahsHfisj;
Njitf;F Vw;gj; njhlHG nfhz;L MHlHfs; ngWk; tifapy; tpw;gid tl;lhuj;jpd;
gug;G miktjhy; re;ijAld; neUq;fpa njhlHG Vw;gLk;. Nghl;bahsHfs; jk;ik
re;ijapypUe;J tpul;b tplhky; ghJfhj;Jf; nfhs;s top Vw;gLk; ,y;yhtpl;lhy; fk;ngdp
ehsiltpy;> re;ijapy; jdJ gq;if ,of;f NeupLk;.

2. tpw;gidr; nryTfspd; tpfpjj;ij Fiwj;jy;: tpw;gid tl;lhuj;jpd; gug;igf;

ftdkhf epHzapj;J tpl;lhy;> tpw;gidr; nryTfisf; fzprkhff; Fiwj;J tplyhk;.
,jdhy; mt;tl;lhuj;jpy; nkhj;j tpw;gidf;Fk;> tpw;gidr; nryTfSf;Fk; ,ilapy;
cs;s tpfpjk; FiwAk; NkYk;> Rygkhfj; njhlHG nfhs;Sk; tha;g;G ,Ug;gjhy;
tpw;gidg; gzpahsHfSk; tPl;bypUe;J nfhz;Nl Rw;W tl;lhuq;fisf; ftdpf;f KbAk;.
,jdhy; mtHfSf;F toq;fNtz;ba epahakhd gy nryTfisAk; $lj; jtpHj;J
tplyhk;. mtHfsJ czT kw;Wk; jq;Fjy; nryTfs; fzprkhff; FiwAk;. ,jidNa
tpw;gidr; nryTfs; Fiwjy; vd;W ,q;Nf ehk; Fwpg;gpl;Nlhk;.

3. thbf;ifahsH gzpapd;
gzpapd; juj;ij caHj;Jjy; : tpw;gidf;F Kd;Gk;>
tpw;gidf;Fg; gpd;Dk; gy;NtW gzpfis thbf;ifahsHfSf;fhf Mw;w Ntz;bAs;sJ.
gioa thbf;ifahsHfisg; Nghl;bahsHfs; ftHe;J tplhky; jLf;fTk;> Gjpa
thbf;ifahsHisf; ftuTk; ,g;gzp kpfTk; mtrpakhFk;. ,g;gzpfis Mw;Wtjd;
%yk; thbf;ifahsUld; tpw;gidg; gzpahsUf;F cs;s el;Gk;> neUf;fKk;
tsHr;rpailAk;. thbf;ifahsHfs; nghUis tpw;gid nra;tjpy; cs;s gpur;ridfis
vLj;Jf; $Wk; NghJ mtw;iwr; rkhspf;fj; Njitahd jPHTfisAk; $w Ntz;Lk;.
,Wjpapy; ,g;gzpfspd; juk; caHe;J fk;ngdpapd; ed;kjpg;Gk; thbf;ifahsH kj;jpapy;
caUk;

,it midj;Jf; milg;gilahf miktJ tpw;gidahsHfSf;F xJf;fg;gLk;

tpw;gid tl;lhuj;ijj; jpwikahf epHzapg;g NjahFk;.

4. tpw;gidg; gzpahsHfspilNa MHtKk; xOq;FzHTk; tsh;r;rpailjy;:

tpw;gid tl;lhuq;fis Kiwahf epHzapj;jhyd;wp ve;jnthU tpw;gidahsUk; jkJ
gzpfis KOtJkhf epiwNtw;w ,ayhJ. NkYk;> ,jdhy; tpw;gid FiwAk; Fiwe;j
tpw;gid ehsiltpy; mtHfSila tUkhdj;ijAk; Fiwj;J tpLk;. ,jdhy; mtHfs;
MHtk; ,oe;J tpLtH. mtHfspilNa xOq;FzHT Fiwe;JtpLk;. ,j;jPikfs;
Njhd;whky; jLf;f tpw;gid tl;lhuq;fisj; jpwikahfg; gpupj;J mtHfspilNa xJf;fPL
nra;tnjhd;Nw topahFk;.

5. tpw;gid Kaw;rpfis xUq;fpizj;jy; : tpw;gidg; ngUf;f Kaw;rpfs;> Neub

tpw;gid tpsk;guk; Mfpait kl;LNk tpw;gidg; gzpfis KOikahf epiwNtw;wp
Kbf;fg; NghJkhditay;y. mk;Kaw;rpfis Kiwahf xUq;fpizf;f Ntz;Lk;
xUq;fpizg;Gg; gzp xOq;fhf mika tpw;gid tl;lhuq;fisj; jpwikahfg; gpupj;J
tpw;gidg; gzpahsHfspilNa mtHfSila jFjp kw;Wk; jpwikf;F Vw;g
xJf;fNtz;Lk;.

6. tpw;gidg; gzpahsHfspd; gzpfis kjpg;gPL nra;tij vspjhf;Fjy;:

xOq;fhf epHzapf;fg;gl;l tpw;gid tl;lhuq;fs; tpw;gidg; gzpahsHfspd; gzpiaj;
Jy;ypakhf kjpg;gplg; nghUj;jkhd rhjdk; MFk;. tl;lhuj;Jf;F tl;lhuk; re;ij
epytuq;fs; NtWgLk; ,t;NtWghLfSf;F Vw;gr; re;ijapLifg; gzp Kiwfis
khw;wpaikj;J Kaw;rpfis Nkw;nfhs;s Ntz;Lk;. ,t;thW Njitahd khw;W
Kaw;rpfis Nkw;nfhz;l gpwFk; tpw;gidapy; ve;j mgptpUj;jpAk; Vw;glhkw; Nghdhy;
tpw;gidg; gzpahsH jpwikapy;yhjtH vd;W KbT nra;tijj; jtpu NtW topapy;iy.

2. tpw;gidf; Nfhl;lh: tpw;gid tl;lhuq;fisj; jpwikahfg; gpupj;J

nghUj;jkhd tpw;gidg; gzpahsHfis xt;nthU tl;lhuj;jpYk; epakpg;gJld; tpw;gidg;
gzp Kbe;J tplhJ. tpw;gidg; gzpfis KOikahf epiwNtw;wp Kbf;f NtW rpy
gzpfisAk; tpw;gid NkyhsH nra;J Kbf;f Ntz;Lk;. mtw;Ws; mLj;j fl;lg; gzp>
xt;nthU tl;lhuj;jpw;Fk; xU Fwpg;gpl;l msT tpw;gidf; Nfhl;lhit epHzapg;gjhFk;.
xt;nthU tl;lhuj;jpw;Fk; xU Fwpg;gpl;l msT tpw;gidg; Nfhl;lhit epHzapf;f
Ntz;Lk;. mjhtJ xt;nthU tpw;gidg; gzpahsUk; jhk; gzpahw;Wk; tpw;gid
tl;lhuj;jpy; Fiwe;jgl;rk; xU Fwpg;gpl;l msT tpw;gid nra;a Ntz;Lk; vd;W
epHzapf;f Ntz;Lk;. ,f;Fiwe;jgl;r msNt Nfhl;lh vdg;gLk;. ,f; Nfhl;lh msT
eilKiwf;Fr; rhj;jpakhdjhf ,Uf;f Ntz;Lk;. ,f;Nfhl;lh msTld; cz;ik
tpw;gid msit xg;gpl;Lg; ghHg;gjd; %yk;> tpw;gidg; gzpahsupd; jpwikia kjpg;gPL
nra;tJ tof;fk;.

gy fk;ngdpfs; Nfhl;lh Kiwiag; gpd;gw;Wfpd;wd. ,f; Nfhl;lh msT epHthfk;

tpw;gidg; gzpahsHfis top elj;jpr; nry;yTk; fl;Lg;gLj;jTk; Vw;w nghUj;jkhd
rhjdk; MFk;. Nfhl;lh msit tpl cz;ik tpw;gidapd; msT Fiwe;jhy;> mjd;
fhuzq;fis Muha;e;J ghHj;J> mtw;iwr; rup nra;a Ntz;Lk;. ,jdhy; tpw;gidapd;
msT Fiwahky; ghHj;Jf; nfhs;s ,aYk; xt;nthU tpw;gidg; gzpahsUk; my;yJ
tpw;gid tl;lhuj;jpYk; nra;J Kbf;f Ntz;ba Fiwe;jgl;r tpw;gid msNt Nfhl;lh
vdg;gLk;. tpw;gid msitg; gz kjpg;G my;yJ tpw;gid nra;a Ntz;ba
nghUs;fspd; vz;zpf;if Mfpatw;wpy; VNjDk; xd;wpd; mbg;gilapy; epHzapf;f
Ntz;Lk;. NkYk;> tpw;gidf; Nfhl;lhtpw;Ff; fhyf;nfLTk; epHzapf;f Ntz;Lk;. ,f;fhy
nfL> khjk;> fhyhz;L my;yJ xuhz;L vd;w mbg;gilapy; ngUk;ghYk;
epHzapf;fg;gLk;. vdNt> tpw;gidf; Nfhl;lh vd;gJ Fwpg;gpl;l fhynfLTf;Fs; xU
tpw;gidg; gzpahsH xU FO tpw;gid tl;lhuj;jpy; nra;J Kbf;f Ntz;ba
Fiwe;jgl;r tpw;gid msT vd;W $wyhk;.

lg;nkd; vd;w mwpQH> “Nfhl;lh vd;gJ epahakhf vjpHghHf;ff;$ba xU

Fiwe;jgl;r msT MFk; Fwpg;ghf> xU Fwpg;gpl;l fhynfLTf;Fs; tpw;gidg; gzpahsH
nra;J Kbf;f Ntz;ba tpw;gid ,yf;F my;yJ kjpg;gPL vd;W $wyhk;" vd;W
$Wfpd;whH. tpw;gidf; Nfhl;lh vd;gJ vjpHghHg;G tpw;gidapd; mbg;gilapy;
epHzapf;fg;gLtjhFk;. xt;nthU tpw;gid tl;lhuj;jpYk; nra;J Kbf;f Ntz;ba
Fiwe;jgl;r msT tpw;gidahfTk; epHzapf;fg;glyhk; my;yJ xt;nthU tpw;gidg;
gzpahsUk; nra;J Kbf;f Ntz;ba Fiwe;jgl;r msthfTk; epHzapf;fyhk;.
,f;Nfhl;lh msit msTNfhyhff; nfhz;L tpw;gidg; gzpahsupd; jpwikia kjpg;gPL
nra;tJ tof;fk;

Nfhl;lh msT epHzapg;gjw;fhd fhuzq;fs;

Nfhl;lh msit epHzapg;gjw;fhd mbg;gilf; fhuzk; tpw;gidg; gzpahsHfspd;

nray;jpwid kjpg;gPL nra;tNjahFk;. ,jd; %yk; tpw;gidg; gzpahsHfspd;
gzpfisj; jpwikahff; fl;Lg;gLj;jp epHtfpf;f ,aYk;. mit jtpu NtW rpy mbg
gilahd fhuzq;fSk; cs;sd. mitahtd>

1. tpw;gidg; gzpahsHfsplk; fk;ngdp vjpHghHf;Fk; jpwikia

vz;zpf;ifg;gLj;jp epHzapj;jy;
y : tpw;gidf; Nfhl;lh tpw;gidg; gzpahsupd; rf;jpf;F
cl;gl;ljhfTk; tpw;gid tl;lhuj;jpd; cz;ik epytuq;fSf;F Vw;wjhfTk; mika
Ntz;Lk;. mt;thW mike;jhy; kl;LNk tpw;gidf; Nfhl;lh %yk; tpw;gidg; gzpahsupd;
jpwikiaj; Jy;ypakhf kjpg;gPL nra;a ,aYk;.

2. tpw;gidg; gzpahsHfis vjpHghHf;Fk; msTf;F Cf;Ftpj;jy; y: tpw;gidf;

Nfhl;lh> fk;ngdp xt;nthU tpw;gidg; gzpahsuplKk; vd;d vjpHghHf;fpd;wJ vd;gij
tpw;gidg; gzpahsUf;Fk; mwptpg;gjhFk;. mt;ntjpHghHg;GfSf;Fj; jf;fthW tpw;gidg;
gzpahsHfs; jhKk; ele;J tpw;gidiag; ngUf;f Ntz;Lk; vd;w MHtj;jpy;>
NtfkhfTk;> jpwikahfTk; nray;gLthHfs;. ngUk;ghYk; vy;yh tpw;gidg;
gzpahsHfSk; tpw;gid ,yf;if vl;bg;gpbf;f Kay;tJ eilKiwapy; ehk; fhZk;
cz;ikahFk;.

3 tpw;gid nryTfisf; fl;Lg;gLj;jy; : tpw;gidr; nryTfs; tpw;gid

gl;n[l;il mbg;gilahrf; nfhz;L epHzapf;fg;gLtdthFk;. xt;nthU fk;ngdpAk; jhd;
mLj;j Mz;L vt;tsT tpw;gid nra;a;f;$Lk; vd;gij mDkhdpj;J tpw;gid gl;n[l;
jahupf;Fk;. ,t;tpw;gid gl;n[l; msTf;F Vw;g tpw;gidr; nryTfSk; Kd;djhfNt
epHzapf;fg;gLk;. ,r;nryTfs; mjpfkhfhky; fl;Lg;gLj;j Nfhl;lh epHzapg;gJk;
mtrpakhFk;. tpw;gidf;Nfhl;lhtpw;F Vw;w tifapy; xt;nthU tl;lhuj;jpYk; my;yJ
tpw;gidg; gzpahsHfSk; nryT nra;a Ntz;Lk;.

4. tpw;gidg; Nghl;bfs; elj;jpg; gad;gLj;jpf; nfhs;Sjy; tpw;gidf; Nfhl;lh

msTf;Fk; mjpfkhf tpw;gid nra;Ak; tpw;gidahsHfSf;Fg; gupRfs; toq;Fk; tof;fk;
,g;NghJ ngUfp tUfpd;wJ. vdNt> tpw;gidg; Nghl;bfs; elj;Jk; NghJ Nghl;bapd;
mbg;gil myfhff; nfhs;sg;gLtJ tpw;gidf; Nfhl;lhNt vd;gJ tpsq;Fk;.

3. tpw;gidg; gzpahsHfspd; mjpfhuk;

tpw;gidg; gzpahsHfspd; mjpfhuk; ed;F njspthf tiuaWf;fg;gl Ntz;Lk;.

Vnddpy;> EfHgtHfisg; nghWj;jkl;by; tpw;gidahsNu epWtdkhff; fUjg;gLfpd;whH.
ngUk;ghYk;> tpw;gidg; gzpahsHfisj; njhlHG nfhz;Ljhd;> EfHgtHfs; jkJ
nghUl;fis thq;Ffpd;wdH. nghJthfNt> tpiyg;gl;bay;fs;> ngaHg;gl;bay; tupirfs;
Nghd;wit tpw;gidg; gzpahsHfspd; mjpfhuj;ij tiuaWf;fpwJ. MapDk;> tpw;gid
NkyhsH> EfHgtHfSf;F flDf;F nghUs; mspj;jy; js;Sgb mspj;jy;> tpw;gidf;F
gpd; nra;Ak; Nritfisr; nra;jy;> tpNr\r; rYif mspj;jy;> cupikf; Nfhupf;iffis
jPHj;J itj;jy; Nghd;wit njhlHghd rpy mjpfhuq;fis tpw;gidg; gzpahsHfSf;F
mspf;fyhk;. Mdhy;> tpw;gid NkyhsH> tpw;gidahsHfs; Nkw;$wpa tp\aq;fspy; <LgLk;
nghOJ tpw;gid NkyhsH jkf;fspj;j mjpfhuj;jpd;gbjhd; ele;J nfhs;fpwhHfs;
vd;gij cWjp nra;J nfhs;s Ntz;Lk;

4 nraw;fs Nkw;ghHit

tpw;gidg; gzpahsupd; Rje;jpuk; kw;Wk; mtHfspd; nghWg;G Nghd;wit

epWtdj;Jf;F epWtdk; khWgLfpd;wJ. rpy epWtdq;fs;> jkJ tpw;gidg;
gzpahsHfis Rje;jpukhfg; gzpGupa mDkjpf;fpd;wJ. mNj rkaj;jpy; gpw epWtdq;fs;
fz;bg;ghd - Nkw;ghHitia Nkw;nfhs;fpwJ vJ vt;thW ,Ug;gpDk;> eilKiwapy;
tpw;gidg; gzpahsHfspd; eltbf;iffisf; fl;Lg;gLj;Jk; tifapy; mtHfspd;
eltbf;iffspd; kPjhd rpy fl;Lg;ghl;L msTNfhy;fs; ,d;wpaikahjjhFk;. ,J
tpw;gidg; gzpahsHfs; jq;fsJ gzpia Nkk;gl;l Kiwapy; nra;fpd;whHfsh
vdg;ghHf;f cjTfpd;wJ. ,k;Kiwapy;> nraw;fs Nkw;ghHitahsHfs;> tpw;gidg;
gzpahsHfs; tpw;gidapy; <LgLk; nghOJ mtHfSld; ,Ue;J mtHfs; nghUl;fis
tpw;Fk; nghOJ Nkw;nfhs;Sk; eilKiwfis Ma;T nra;J Njitnadpy; mtHfspd;
tpw;gid eilKiwfis mgptpUj;jp nra;J nfhs;sj; Njitahd Nahridfisf;
$Wfpd;wdH.

5. tpw;gidg; gzpahsh; Cjpak;

 ,t;tbg;gil ,t;tj;jpahaj;jpd; Kw;gFjpapNyNa tptupf;fg;gl;L tpl;lJ. vdNt>
,J kWgbAk; ,q;F tpsf;fg;gltpy;iy.

epidtpw; nfhs;f
!
• tpw;gidg; gzpahsH fl;Lg;ghl;bd; mk;rq;fs;!
1. tpw;gidg; gzpahsHfspd; eltbf;iffis ,af;Fjy;
2. tpw;gidg; gzpahsHfspd; gzp epiwNtw;wj;ij Ma;T nra;jy;
3. xt;nthU tpw;gidg; gzpahsidAk; Nkw;ghHitapLjy; kw;Wk; top
elj;Jjy;
• fl;Lg;ghl;L Kiwfs;
1. jdpg;gl;l njhlh;G
2. fbjj; njhlh;G
3. mwpf;iffs;
• fl;Lg;ghl;bd; mbg;gilfs;
1. gjpNtLfs; kw;Wk; mwpf;iffs;
2. tpw;gid tl;lhuk; kw;Wk; tpw;gidg; gq;Ffs;
3. tpw;gidg; gzpahsHfspd; mjpfhuk;
4. nraw;fs; Nkw;ghHit> kw;Wk;
5. tpw;gidg; gzpahsH Cjpak;
• tpw;gid tl;lhuq;fis cUthf;ff; fhuzq;fs;
1. re;ijj; njhlHGfis tsHj;jy;
2. tpw;gidr; nryTfspd; tpfpjj;ij Fiwj;jy;
3. thbf;ifahsH gzpapd; juj;ij caHj;Jjy;
4. tpw;gidg; gzpahsHfspilNa MHtKk; xOq;FzHTk;
tsh;r;rpailjy;
5. tpw;gid Kaw;rpfis xUq;fpizj;jy;
6. tpw;gidg; gzpahsHfspd; gzpfis kjpg;gPL nra;tij vspjhf;Fjy;;
!

uqx<hje!njlh<H!!
!!

!
Sales Organisation!
 fw;wy; Nehf;fq;fs;
!
,e;j mj;jpahaj;ijg; gbj;j gpd;dh; ePq;fs; fPo;f;fz;ltw;iwg; Ghpe;J nfhs;tPh;fs;.

51/ uqx<hje!njlh<hqe<!ohiVt<!
52/ uqx<hje!njlh<hqe<!Okju!lx<Xl<!Lg<gqbk<Kul<!
53/ uqx<hje!njlh<hqe<!h{qgt<!
54/ uqx<hjeg<!ogit<jggjtk<!kQIlieqk<kz<!
55/ uqx<hje!njlh<hqe<!njlh<H!
56/ uqx<hje!njlh<hqe<!fqIuigl<!
57/ uqx<hje!njlh<hqe<!ujggt<!
!

uqx<hje!njlh<hqe<!ohiVt<!!)Meaning
!) *!!
*!!
of Sales Organisation*!

fqXuek<kqz<! dx<hk<kq! osb<bh<hm<m! nz<zK! ogit<Lkz<! osb<bh<hm<m! ohiVt<gjt!

sf<jkbqMukx<gig!ye<xqj{f<K!h{qHvqBl<!leqkIgjtg<!ogi{<m!YI!njlh<Oh!uqx<hje!
njlh<hiGl</! -K! -zihgvlie! uqx<hjejbh<! ohXl<! ohiVm<M! nkx<Gk<! Okjubie!
h{qgjt! kqxjlbig! yVr<gqj{g<gqe<xK/! uqx<huIgt<! lx<Xl<! uir<GhuIgt<! Ngqb!
-VsiviVg<Gl<! kqVh<kq! kVl<! fqhf<kjegtqe<! hc?! ohiVt<gjt! fqXuek<kqe<! h{<mgg<!
gih<hqzqVf<K! -Xkq! FgI! huIgTg<G! lix<xqk<! kVujk! dXkq! osb<ukx<Gk<!
OkjubieokiV! lqg<g! lx<Xl<! sqg<gelie! fqIuig! njlh<jh! ntqh<hOk! uqx<hje!
njlh<hqe<!h{q!NGl</!!

-K! okimIhig! sq/wz</! Ohizqr<! %XgqxiI?! FgIOuivqe<! jggtqz<! ohiVt<gjt!

ntqg<Gl<! Ofig<gk<jk! njmBl<! uqkk<kqz<! nf<Ofig<gk<jk! Ofig<gq! wf<kouiV! uqx<hje!
njlh<hqe<! njek<Kk<! Kjxbqe<! h{qgTl<! guelig! kqm<mlqmh<hm<M! yVr<!
gqj{g<gh<hMgqxOki! nu<ujlh<Oh! sqxf<kokiV! uqx<hje! njlh<H! NGl<! OlZl<!
uqx<jhje! Lbx<sqgt<! njek<Kl<! kqxjlObiM! Olx<! hiIjubqmh<h<mUl<! fqIugqg<gh<hmUl<!
Ou{<Ml</!Woeeqz<?!nh<ohiPK!kie<!yu<ouiV!h{qBl<!kGf<k!Ljxbqz<!Olx<ogit<th<hm!
LcBl<!#!!

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