ࡱ> 5701234[vbjbj|(ΐΐԓ&        8XL4 "$yL) @  3ррр]  ррр&` ] ||dt0,U|   Tрр ( :MVZU 6. BIRBA^A MARKETINQ ;0=: 1.Birba_a marketinqin mahiyyYti, kommunikasiya sistemindY onun yeri vY rolu. 2. Birba_a marketinqin istifadY vasitYlYri 1. Birba_a marketinqin mahiyyYti, kommunikasiya sistemindY onun yeri vY rolu. Son illYrdY YmtYY bazarlar1nda rYqabYt mbarizYsinin kYskinlY_diyi bir _YraitdY YnYnYvi marketinq konsepsiyas1ndan, onun ham1 tYrYfindYn qYbul olunmu_ metodlar1ndan istifadY edYn firmalar bu gn birba_a marketinqY daha ox meyl gstYrirlYr vY ondan YmtYYnin irYlilYdilmYsi tYdbirlYrinin Ysas istiqamYtlYrindYn biri kimi istifadY edirlYr. ksYr firmalar birba_a marketinqdYn istifadY etmYklY mYqsYdli auditoriya ilY daha sYmYrYli, fYrdi YlaqY yaratmaq imkan1 YldY edirlYr. Birba_a marketinq  kommunikasiyan1n mxtYlif vasitYlYrindYn istifadY etmYklY al1c1larla birba_a YlaqY yarad1lmas1n1, onlardan Yks reaksiya YldY edilmYsini, onlara mYhsul sat1_1n1 tYmin etmYyY ynYldilmi_ marketinq fYaliyyYtidir. Televiziya kanallar1n1n say1n1n hYddindYn art1q oxalmas1, onlarda yay1mlanan reklamlar1n say1n1n artmas1, onlar1n uzunmddYtli olmas1 vY tez-tez tYkrarlanmas1, eyni zamanda internetin meydana gYlmYsi reklam1n bu nvnY mara1 xeyli azaltm1_, firmalar1 potensial al1c1larla birba_a YlaqY yaratmaa svq etmi_dir. Birba_a marketinqin tYtbiq edilmYsi firmalara konkret marketinq tYkliflYri ilY fYrdi al1c1lara birba_a mraciYt etmYk, onlar1n hYmin tYkliflYrY cavab reaksiyas1n1 ox q1sa mddYtdY bilmYk, tYkliflYrin al1c1lar1n tYlYbinY uyun gYlmYsini mYyyYnlY_dirmYk, bununla da daha ox mYhsul satmaq imkan1 verir. Birba_a marketinqin tYtbiqinin ilk mYrhYlYsindY firmalar potensial al1c1lar1n siyah1s1n1 mYyyYnlY_dirib, onlara pot xidmYtindYn vY telefondan istifadY etmYklY mYhsul sat1_1n1 hYyata keirirdilYrsY, art1q indi kompterlYrin son nailiyyYtlYrindYn, faksdan, elektron potdan, 0nternet xidmYtlYrindYn, eyni zamanda interaktiv marketinqdYn istifadY etmYklY mYhsul sat1_1n1 ox sYmYrYli _YkildY hYyata keirmYk imkan1 yaranm1_d1r. Birba_a marketinqin masir imkanlar1 getdikcY daha da geni_lYnir vY YmtYYnin irYlilYdilmYsinin bu formas1ndan istifadY edYn firmalar1n say1 srYtlY art1r. Btn bunlar birba_a marketinqi kommunikasiya sisteminin Ysas elementlYrindYn birinY evirmi_dir. Birba_a marketinqin Ysas xsusiyyYtlYrindYn vY stnlklYrindYn biri dY onun al1c1lar n maraql1 vY cYlbedici olmas1d1r. Birba_a marketinqin xidmYtlYrindYn istifadY etmYklY al1c1lar hYm vaxta qYnaYt edirlYr, hYm dY geni_ e_iddY mYhsullardan seim etmYk imkan1 YldY edirlYr. Kommunikasiya sisteminin bu elementindYn istifadY etmYk marketinq xidmYti n dY olduqca sYrfYlidir. nki bu zaman onlar al1c1lar barYdY mxtYlif xarakterli, geni_ informasiya YldY etmYk imkan1 qazan1rlar. Son dvrlYrdY birba_a marketinqin mxtYlif kanallar1ndan istifadY edilmYklY sat1_1n hYcminin art1r1lmas1 yksYk srYtlY ba_ verir. Eyni zamanda qeyd etmYk laz1md1r ki, interaktiv marketinqdYn istifadY mYhsul sat1_1n1n daha yksYk srYtlY art1r1lmas1na sYbYb olur. Son illYrdY firmalar birba_a vY interaktiv marketinqin tYtbiq edilmYsinY kommunikasiya sisteminin digYr istiqamYtlYrinY nisbYtYn daha ox stnlk verirlYr. Yr, birba_a marketinq kommunikasiya sisteminin digYr elementlYrinY nisbYtYn srYtlY inki_af edirsY, interaktiv marketinq daha srYtlY inki_af edir. Bu gn YksYr firmalar interaktiv marketinq sisteminY qo_ulmu_lar vY onun xidmYtindYn, hYminin elektron pot xidmYtindYn geni_ istifadY edirlYr. AB^  da internet vasitYsilY sifari_ edilYn YmtYYlYrin sat1_1n1n art1m tempi birba_a marketinqin digYr sullar1na nisbYtYn daha yksYkdir:- hYr hYftY _YbYkYdY 785 mln. doll. mYblYindY 6,8 mln.sifari_ rYsmilY_dirilir . 0_kzar al1c1lar birba_a marketinqi tYtbiq etkYklY ticarYt nmayYndYlYrinin xidmYtindYn istifadY etmYdYn, onlara xYrc vY vaxt sYrf etmYdYn YmtYY haqq1nda geni_ mYlumat YldY etmYk vY sat1nalman1 hYyata kf_irmYk imkan1 YldY edirlYr. Birba_a marketinq zrY mtYxYssislYr potensial al1c1 ilY qar_1l1ql1 YlaqY qurma1n Yn yax_1 vaxt1n1 semYk vY onlar1n xsusiyyYtlYrinY uyun olaraq, hYr bir al1c1 n fYrdi ticarYt tYkliflYri vermYk imkan1na malik olurlar. Bu zaman istehlak1lar1n mxtYlif irYlilYdilmY kampaniyalar1na reaksiyalar1n1 qiymYtlYn-dirmYk dY nisbYtYn asan olur. Birba_a marketinqin srYtli inki_af1n1 Ysasland1ran bir s1ra sYbYblYr mvcuddur. Birincisi, birba_a marketinq potensial al1c1lar1n real al1c1lara evril-mYsini tYmin etmYyY vY onlar1n konkret tYlYblYrini daha yax_1 dYmYyY imkan verir. 0kincisi, televiziya reklam1n1n effektliyinin azalmaa doru meyl etmYsi, ona YkilYn xYrclYrin getdikcY artmas1, televiziya proqramlar1n1n auditoriyas1n1n getdikcY kiilmYsi birba_a marketinqY mara1 art1r1r. ncs, avtomobildYn istifadY xYrclYrinin durmadan artmas1, nYqliyyat vasitYlYrinin istifadYsindY yaranan gYrginliklYr, vaxt at1_mazl11 vY s. bu kimi amillYr, evdYn 1xmadan arzu olunan mal1 almaq imkan1n olmas1 birba_a maarketinqin cazibYdarl11n1 art1r1r. NYhayYt, birba_a marketinqin tYtbiqi sayYsindY istehlak1lar1n mxtYlif irYlilYdilmY tYdbirlYrinY reaksiyalar1n1 mYyyYnlY_dirmYk mmkn olur. Birba_a marketinqin mvYffYqiyyYtlY tYtbiq edilmYsi n potensial al1c1lar barYdY Ytrafl1, dolun informasiya bazas1n1n yarad1lmas1 olduqca vacibdir. Bir ox firmalar mYhsullar1n1n fYrdi qaydada sat1_1n1 hYyata keirmYk, istehlak1larla tYsirli marketinq YlaqYlYri yaratmaq mYqsYdilY al1c1lar haqq1nda geni_ informasiya toplay1rlar. Onlar1n bazas1n1 yarad1b, birba_a marketinqin mxtYlif sullar1n1 tYtbiq etmYklY fYrdi qaydada mYhsul sat1_1n1 hYyata keirirlYr. Birba_a marketinq zrY informasiya bazas1n1n geni_lYndirilmYsindY vY tYkmillY_dirilmYsindY kompter texnologiyas1ndan istifadY olduqca geni_ imkanlar yarad1r. MYhz kompter texnologiyalar1 al1c1lar haqq1nda ox byk hYcmdY vY mrYkkYb xarakterli mYlumatlar1 tYhlil etmYyY imkan verir. Birba_a marketinqin hYyata keirilmYsinin mxtYlif sullar1 mvcuddur. Onlara-_Yxsi sat1_1, birba_a pot gndYri_lYrini, firma maazalar1, kataloq zrY sat1_1, telemarketinqi, dYrhal reaksiya yaradan televiziya marketinqini, interaktiv marketinqi aid etmYk olar. ^Yxsi sat1_. Birba_a marketinqin Yn qYdim vY ilkin formas1 olmaqla sYxsi sat1_ firman1n ticarYt agentlYrinin sYylYri vY al1c1larla vYrdi gr_lYri Ysas1nda hYyata keirilYn sat1_ suludur. Bu barYdY YvvYlki paraqrafda kifayYt qYdYr Ytrafl1 dan1_1lm1_d1r. ^Yxsi sat1_1n birba_a marketinq prinsiplYrinY uyun olaraq hYyata keirilmYsinY baxmayaraq bu sula iqtisadi YdYbiyyatlarda kommunikasiya sisteminin ayr1ca bir elementi kimi bax1l1r. Birba_a pot gndYri_lYri - mYktublar1n, reklam materiallar1n1n, YmtYY nmunYlYrinin, bukletlYrin, mxtYlif xarakterli ticarYt tYkliflYrinin vY digYr bu kimi materiallar1n siyah1 zrY potensial al1c1lara potla gndYrilmYsini nYzYrdY tutur. Pot gndYri_lYri siyah1s1n1n haz1rlanmas1 potensial al1c1lar1n mumi siyah1s1 Ysas1nda hYyata keirilir. Bu metod al1c1larla birba_a, fYrdi YlaqYlYr yarad1lmas1nda olduqca dYyYrlidir vY _Yxsi, dYyi_kYn xarakterY malik olmaqla, tez bir zamanda laz1m1 nYticY YldY etmYyY imkan verir. Kommunikasiyan1n digYr elementlYri, hYminin, birba_a marketinqin digYr metodlar1 ilY mqayisYdY birba_a pot gndYri_lYri nisbYtYn daha ox xYrc tutumludur (bir al1c1ya YkilYn xYrc bax1m1ndan). Lakin onun hYm sYmYrYliliyi yksYk olur, hYm dY bu zaman potla gndYri_ alan potensial al1c1lar1n real al1c1lara evrilmYsi imkanlar1 daha yksYk olur. Firmalar birba_a pot gndYri_lYri prosesini daima tYkmillY_dirmYyY, onun hYyata keirilmYsi metodlar1n1n vY sullar1n1n yeni formalar1n1 tYtbiq etmYyY al1_1rlar. Birba_a pot gndYri_lYrinin ilk mYrhYlYsindY firmalar YsasYn pota vY teleqraf mYssisYlYrinin xidmYtlYrindYn istifadY edirdilYrsY, hal-haz1rda onun bir s1ra yeni formalar1ndan istifadY edilir. BelY sullara faksla pot gndYri_lYrini, elektron potu, sYslY pot gndYrilmYsini misal gstYrY bilYrik. Faks aparatlar1ndan istifadY etmYklY sYnYdlYrin, mYktub vY mraciYtlYrin, tYkliflYrin, mYhsul sat1_1 ilY bal1 mYlumatlar1n faks aparat1 olan al1c1lara gndYrilmYsi olduqca mhm YhYmiyyYt kYsb edir. Birba_a pot gndYri_lYrinin yeni sullar1n1n Ysas stnly ondan ibarYtdir ki, onlar mYlumatlar1 ox srYtlY, ani olaraq nYzYrdY tutulmu_ nvana atd1r1rlar. Bu sulun stnlklYri ilY yana_1 mYyyYn at1_mazl11 da mvcuddur. BelY ki, faks aparat1ndan istifadY edYn al1c1lar bYzYn onlara hYddindYn art1q laz1ms1z mYlumatlar1n gndYrilmYsindYn _ikayYtlYnirlYr. Elektron pot mYlumatlar1n vY yaxud fayllar1n bir kompterdYn digYr kompterY trlmYsini nYzYrdY tutur. GndYrilYn mYlumatlar nvana ani olaraq at1r vY kompterin yadda_1nda o vaxta qYdYr qal1r ki, mYlumat nvanlanan _Yxs onu qYbul etsin. Al1c1lara elektron pot vasitYsilY oxlu sayda mYlumatlar daxil olur vY onlar1 semYk vY sistemlY_dirmYk laz1m gYlir. SYslY pot gndYrilmYsi sistemi telefonla mYlumatlar1n _ifahi formada al1c1-lara atd1r1lmas1ndan ibarYtdir. Bu zaman da ixtisasla_m1_ rabitY mYssisYlYrinin xidmYtindYn istifadY olunur. Birba_a pot gndYri_lYrinin yeni sullar1n1n Ysas stnly ondan ibarYtdir ki, onlar mYlumatlar1 ox srYtlY, ani olaraq nYzYrdY tutulmu_ nvana atd1r1rlar. Birba_a gndYri_lYr zrY tYdbirlYr1n i_lYnib haz1rlanmas1 zndY be_ mYrhYlYni birlY_dirir (5): 1. MYqsYdlYrin qoyulmas1 Kampaniyan1n nYticYlYrini lmYyY imkan verYn mYqsYdlYrin mYyyYn edilmYsi, mYsYlYn, perspektiv istehlak1lardan qYbul olunan sifari_lYrin say1, perspektiv istiqamYtlYrin i_lYnib haz1rlanmas1, m_tYrilYrlY qar_1l1ql1 YlaqYlYrin gclYndirilmYsi vY istehlak1lar1n nvbYti tYkliflYr haqq1nda mYlumatland1r1lmas1 vY haz1rlanmas1. mtYYlYrin YksYriyyYti n istehlak1lardan gYiYn cavablar1n qYnaYtbYx miqdar1n1n mYyyYnlY_dirilmYsi vY s. 2. MYqsYdli bazarlar1n vY perspektiv m_tYrilYrin mYyyYn edilmYsi. n yax_1 mYqsYdli bazar YmtYYni alm1_, tez-tez bazarl1q edYn vY bazarl1a YhYmiyyYtli dYrYcYdY pul sYrf edYn istehlak1lard1r. Perspektiv m_tYrilYri ya_, cins, gYlir, tYhsil sYviyyYsi, pot sifari_lYri vasitYsilY YvvYlki al1_lar, mxtYlif sYbYblYrdYn olan al1_lar vY hYyat tYrzi kimi dYyi_YnlYrY Ysaslanaraq da mYyyYnlY_dirmYk olar. 0_gzar bazar1n perspektiv istehlak1lar1 onlar1n al1_ vY ya ba_qa qruplardak1 roluna grY mYyyYn oluna bilYr. MYqsYdli bazar mYyyYn edildikdYn sonra kompaniyan1n marketinq zrY mtYxYssislYri gndYri_lYr n istehlak1 siyah1s1n1 YldY etmYli vY perspektivli konkret istehlak1lar1n adlar1n1 mYyyYn etmYlidirlYr. 3. TYklifin i_lYnib haz1rlanmas1. Bu proses yarad1c1 yana_ma tYlYb edir. TYklifin strategiyas1n1n yarad1lmas1 zndY be_ ard1c1l elementi birlY_dirir: - mYhsul, tYklifin z, onun trlmYsi vasitYsi, bl_drmY metodu vY kreativ (yarad1c1) strategiya. Btn bu elementlYri testdYn keirmYk laz1m gYlir. Bunlardan ba_qa, marketinq zrY mtYxYssis hYminin birba_a pot gndYri_lY1rinin be_ komponenti zrY dY qYrar qYbul etmYlidir: zYrf (xarici qabla_d1rma), tYklif-mYktubun mYtni, reklam material1, cavab n blank vY ya forma vY Yks nvan gstYrilYn zYrf. 4. ElementlYrin testdYn keirilmYsi. Birba_a marketinq real bazar _YraitindY tYklif strategiyas1n1n mxtYlif elementlYrinin aktivliyinin (YmtYYnin xsusiyyYtlYri vY keyfiyyYti, tYklif variantlar1, qiymYt, bl_drmY kanallar1 vY ya gndYrilmY siyah1s1) s1naqdan keirilmYsinY imkan verir. 5. TYdbirin nYticYlYrinin qiymYtlYndirilmYsi. TYdbirin keirilmYsinY YkilYn mYsrYflYri hesablayaraq qaytar1lm1_ vY ya dYnilmYmi_ al1_lardan tYmizlYnmi_ vY firma n zYrYrsizliyi tYmin edY bilYcYk sat1_1n sYviyyYsini vY mYnfYYtliliyi mYyyYn etmYk mmkndr. BYzYn mYnfYYt YldY edilmYyY dY bilYr. MYnfYYtin olmamas1 hYlY o demYk deyildir ki, birba_a pot gndYri_lYri zrY tYdbir qeyri - effektiv olmu_dur. BelY tYdbirlYr istehlak1n1n dYyYrliliyi, al1c1lar1n mYlumatl1l1q sYviyyYsinin art1r1lmas1 vY al1_ etmYk niyyYtinY tYsir gstYrilmYsi, birba_a gndYri_lYrY istehlak1lar1n reaksiya sYviyyYsi bax1m1ndan mYnfYYtli say1la bilYr. 0stehlak1n1n dYyYrliliyi, birba_a pot gndYri_inY cavab olaraq YmtYYnin tYk-tYk al1nmas1 ilY deyil, al1c1lar1n cYlb edilmYsi vY YldY saxlan1lmas1 strategiyas1na uyun olaraq, gYlYcYk al1_lardan gzlYnilYn mYnfYYtlY mYyyYn olunur. Kataloq zrY sat1_. Bu sulun tYtbiqi zaman1 sat1lan mYhsullar1n kataloqu tutulur. HYmin kataloq ya pot vasitYsilY, yaxud da maazada i_lYyYn sat1c1lar1n i_tirak1 ilY al1c1lara atd1r1l1r. AdYtYn kataloq zrY seilmi_ mYhsullar al1c1lara pot vasitYsilY gndYrilir. Bir ox al1c1lar1n kataloq YldY etmYk vY kataloqdan mal seib almaq xo_lar1na gYlir. Ona grY dY bYzi hallarda kataloqlar pula sat1l1r. Kataloqlardan istifadYnin mxtYlif formalar1 mvcuddur. BYzYn kataloqlar reklam elementlYrini zndY birlY_dirmYklY ap _YklindY haz1rlan1rlar, bYzYn isY kompterlYrdY yerlY_dirilirlYr. HYr iki halda kataloqdan istifadY mYhsul sat1_1nda msbYt nYticYlYr YldY etmYyY imkan verir. Firmalar dvr olaraq, sediyi potensial al1c1lara mxtYlif YmtYY kataloqlar1n1, o cmlYdYn, ap, kompakt - disk, videokasset formas1nda vY ya onlar1n elektron variant1nda YmtYYlYrin tam e_idi, YmtYY qruplar1 zrY ixtisasla_m1_ vY i_gzar kataloqlar1 gndYrmYk imkan1na malikdirlYr. Birba_a marketinq assosiasiyas1n1n hesablamalar1na grY hYr il pot vasitYsilY 10 minY qYdYr mxtYlif kataloq gndYrilir. Kataloqlar vasitYsilY ticarYt 0nternetdYn geni_ reklam vY dYstYk alm1_d1r. Kataloq marketinqi zrY ixtisasla_m1_ firmalar1n tYxminYn drddY z mYhsullar1n1n nmayi_ini vY sifari_lYrin qYbulunu onlayn rejimdY hYyata keirirlYr Kataloqlar zrY sat1_lar1n mvYffYqiyyYti kompaniyan1n al1c1lar1n siyah1s1 ilY dzgn i_lYmYsi bacar11ndan, tYkrar mraciYtlYrin vY dYnilmYmi_ al1_lar1n ixtisar edilmYsindYn, YmtYY - material ehtiyatlar1na nYzarYt edilmYsindYn, ancaq keyfiyyYtli mYhsullar1n tYqdim edilmYsindYn, geri qaytar1_lar1n say1n1n azald1lmas1ndan vY istehlak1lar1n al1_1n faydal1l11na inand1r1lmas1ndan as1l1d1r. Bir s1ra firmalar1n kataloqlar1 onlara YdYbi vY informativ blmYlYrin, material nmunYlYrinin, suallara cavab vermYk n qaynar xYtlYrin tYqdim edilmYsi, Yn yax_1 al1c1lara hYdiyyYlYrin gndYrilmYsi vY xeyriyyYilik mYqsYdlYri n kompaniyan1n mYnfYYtinin mYyyYn faizinin hesablanmas1 zrY nY_rlYrin YlavY olunmas1 ilY daha da gclYndirilir. DigYr firmalar al1c1lara onlar1n web-saytlar1ndak1 kataloqlar1 ziyarYt etmYyi vY oradan daha mfYssYl informasiyalar1n al1nmas1n1 vY ya YmtYYlYrin xarakteristikalar1n1 dYqiqlY_dirmYyi tYklif edirlYr. Asiya vY Avropan1n iri istehlak1lar1 da kataloqlar zrY marketinqin stnlklYrini qiymYtlYndirirlYr. Bir neY il YrzindY YcnYbi kataloqlar  Ysas etibar1 ilY BirlY_mi_ ^tatlar1n vY Avropan1n  20 mlrd. dollarl1q, yapon balama bazar1n1n isY 5%-ini YlY keirY bilmi_lYr. MYsYlYn, L.L.Bean kompaniyas1n1n xarici bazarlardak1 realla_d1rma hYcminin 90 % - i yapon bazar1nda tYmin edilir. Amerika kompaniyalar1n1n xarici bazarlarda iYklYnmYsinin sYbYblYrindYn biri mYqsYdli istehlak1 qruplara yksYk keyfiyyYtli mYhsullar1n tYklif edilmYsidir. Amerika kataloqlar1 zrY sat1n al1nm1_ mYhsula btn istismar mddYti YrzindY zYmanYtin verilmYsi vY kataloqlarda top-modellYrin rYsmlYrindYn istifadY olunmas1 kimi qeyri-adi xsusiyyYtlYr yaponlar n maraql1d1r. ^bhYsiz ki, kataloqlar1n, xsusilY, Eddie Bauer kataloqlar1n1n internetdY yerlY_dirilmYsi, qlobal istehlak1lar1 YhatY etmYyY, ap vY gndYrmY mYsrYflYrini ixtisar etmYyY vY unikal xidmYtlYri tYqdim etmYyY imkan verir. 2. Birba_a marketinqin istifadY vasitYlYri Telemarketinq. Bu marketinq formas1 mYhsullar1n al1c1lara sat1lmas1nda telefondan istifadY edilmYsini nYzYrdY tutur. Firmalar telemarketinqdYn birba_a marketinqin Ysas sullar1ndan biri kimi istifadY edirlYr. Ayr1-ayr1 al1c1lara birba_a mYhsul sat1_1n1 hYyata keirmYk, tYdqiqatlar aparmaq, sorular keirmYk, mYlumat bazas1n1 yaratmaq, al1c1larla gr_ tYyin etmYk, onlarla yaratd1qlar1 YlaqYnin nYticYlYrini qiymYtlYndirmYk vY s. bu kimi YmYliyyatlar1n yerinY yetirilmYsindY telefondan istifadY edilir. Al1c1lar elan edilmi_ pulsuz telefon xYtti ilY almaq istYdiklYri mYhsullar zrY z sifari_lYrini verirlYr. Sifari_ zYnglYri radio vY ya televiziyada, dvr mYtbuatda, birba_a pot gndYri_lYrindY, kataloqlarda verilYn reklam elanlar1na uyun olaraq hYyata keirilir. Telemarketinq mYhsul haqq1nda al1c1lara daha dzgn, Ytrafl1 mYlumat atd1r1lmas1n1 da tYmin edir. mumiyyYtlY, bu sul birba_a marketinqin hYyata keirilmYsindY znYmYxsus xsusi yer tutur. F. Kotlerin qeyd etdiyi kimi, telemarketinq - telefon operatorlar1n1n yeni al1c1lar1n cYlb edilmYsinY vY m_tYrilYrin tYmin olunma dYrYcYsini mYyyYn etmYk mYqsYdilY onlarla YlaqYlYrin hYyata keirilmYsinY vY ya sifari_lYrin qYbul olunmas1na istiqamYtlYnmi_ fYaliyyYtdir. Sifari_lYrin emal1 zrY telefon mYrkYzlYri yarad1l1r vY onlardan, hYm giri_ telemarketinqi (m_tYrilYrdYn zYnglYrin qYbul olunmas1), hYm dY 1x1_ telemarketinqi (potensial vY mvcud m_tYrilYrY zYng edilmYsi) n istifadY olunur. Telefon vasitYsilY marketinq AB^-da istehlak mallar1n1n vY i_gzar xidmYtlYrin 482 mlrd. doll. hYcmindY sat1_1n1 tYmin edYrYk birba_a marketinqin Ysas alYtlYrindYn birinY evrilmi_dir. Telemarketinq i_gzar mallar bazar1nda da byk mvYffYqiyyYt qazanm1_d1r. MYsYlYn, Raleigh Bicycles kompaniyas1nda dilerlYrlY YlaqYyY girYn personal1n ixtisar eldilmYsi vY telemarketinqin tYtbiq olunmas1n1n birinci ili ticarYt nmayYndYlYrinin sYyahYt xYrclYri 50% azalm1_, rb YrzindY sat1_1n hYcmi isY 34% artm1_d1r. Telemarketinqin effektliyi bu i_i hYyata keirYn mtYxYssislYrin pe_Ykarl1q dYrYcYsindYn, onlar1n dzgn haz1rlanmas1 vY stimulla_d1- r1lmas1ndan ox as1l1d1r. Telemarketinq mYyyYn mYnada _Yxsi hYyata zorla girmY kimi qiymYtlYndirilsY dY, YlaqYlYrin dYyYrinin yksYk olmamas1 vY potensial m_tYrilYrin siyah1s1ndak1 mYlumatlar1n dYqiqliyi bu zaman byk YhYmiyyYt kYsb edir. DYrhal reaksiya yaradan televiziya marketinqi. Birba_a marketinqin bu formas1 televiziyada Yks YlaqY yarad1lmas1n1 tYmin edYn pulsuz telefon xYttinY malik olan reklamlar1n yay1lmas1n1 nYzYrdY tutur. BelY ki, televiziyada mYhsul haqq1nda reklam verilir. Reklamda sat1c1n1n telefon nmrYsi gstYrilir. HYmin nmrYyY zYng etmYklY YmtYYni sifari_ edirlYr vY ya mYhsul haqq1nda zYruri mYlumatlar YldY edirlYr. Firmalar bu marketinq formas1na ox tez-tez mraciYt edirlYr vY onun populyarl11 getdikcY art1r. BYzYn hYr hans1 bir televiziya kanal1nda mYhsullar1n sat1_1 zrY ixtisasla_m1_ televiziya proqram1 fYaliyyYt gstYrir. BelY proqramlar telemaqazin kimi xarakterizY olunurlar vY mYhsul sat1_1nda ox gcl rola malikdirlYr. Son illYrdY televiziya marketinqindYn istifadY srYtlY inki_af etmYyY ba_lanm1_d1r. TelemarketinqdYn stifadY YsasYn iki formada tY_kil olunur:- sYnYdli film prinsipi ilY haz1rlanm1_ infoarxlar vY telemaazalar. 46BF0 2  $&@BVX`bhjrtջշuuuuuuuuuuuuuuuuuh5rhM/CJaJmH sH hz@hM/CJaJmH,sH,hM/hM/5CJaJmH,sH,hM/h aJmH,sH, hM/hM/hM/hM/5CJaJmH,sH,h @5CJOJQJaJh 5CJaJmH,sH,hz@h 5CJaJmH,sH,hWF5CJaJmH,sH,.6B2 4 bB$&X)068;C $`a$gd @$ d`a$gd @ $`a$gd @$a$gd @  dgd @$a$gd @ $dha$gd @$dh`a$gd6p 02:<@BJLRT\^fhvx|  "$*,68DFTX^`dfpr02:<DFPh5rhM/CJaJmH sH hz@hM/CJaJmH,sH,YPRdftv~ ",.DFNPZ\hj~(*.0:<RT`bprxzhz@hM/CJaJmH,sH,h5rhM/CJaJmH sH Y "46>@LN\^xz    $ & @ B V X b d "" " """""$"*","@"B"T"V"h"j""""""h5rhM/CJaJmH,sH,h5rhM/CJaJmH sH hz@hM/CJaJmH,sH,S""""""""""""""### #$$&))X)**<+>+D+H+\+^+r+v+++++++++++++++++++++++,,, , ,,,,,",6,8,T,V,t,Ƚh @CJaJmH,sH,h @5aJmH,sH,hz@hM/5aJmH,sH,hM/CJaJmH,sH,hz@hM/CJaJmH,sH,h5rhM/CJaJmH,sH,Ft,v,,,,,,,,,,,,,,,,,,,-- -"-(-*-8-:-J-L-Z-^-p-r-----------------... .....*.,.6.8.H.J.R.T.`.b.j.l.v.x..............."0$0:0<0hz@hM/CJaJmH,sH,h5rhM/CJaJmH,sH,Y<0Z0\0h0j0z0|000000000000000001111(1*1,1.12141>1B1H1J1P1R1b1d1j1l1111111111111111111112222.202@2B2L2N2V2X2^2`2h2j2z2|2222222222h5rhM/CJaJmH,sH,hz@hM/CJaJmH,sH,Y2222222333(3*3>3@3L3N3R3T3^3`3j3l3z3|3333333333333334444D4F4J4L4v4x4444444444444444445 5 555(5*5>5@5F5H5P5R5b5d5j5l5v5x5|5~55555hz@hM/CJaJmH,sH,h5rhM/CJaJmH,sH,Y55555555555555666(6*66686T6V6f6h6x6z66666666666666666666677*7,74767B7F7b7f7r7t7777777777777777778 8 888828:hz@hM/5CJaJmH,sH,h5rhM/CJaJmH,sH,hz@hM/CJaJmH,sH,S::::::;;*;,;:;<;B;D;L;N;P;R;X;Z;j;l;t;v;;;;;;;;;;;;;;;;;; <<<<4<8<<<<<<<<<<<<<<<<<===="=$=0=2=8=:=>=@=R=T=h5rhM/5CJaJmH,sH,hz@hM/5CJaJmH,sH,hz@hM/CJaJmH,sH,h5rhM/CJaJmH,sH,LT=b=d=n=r=z=|===================>>>>>>(>*>6>8>J>N>R>T>^>`>f>h>t>v>>>>>>>>>>>>>>>>>>>>??? ????*?,?6?8?F?J?P?R?X?Z?h?j?t?x??????h5rhM/CJaJmH,sH,hz@hM/CJaJmH,sH,Y?????????????@@@"@$@:@<@F@H@R@T@\@^@d@f@z@|@@@@@@@@@@@@@@@@@@@AA AAAA$A(A0A2A>ADANAPAXAZA`AbAzA|AAAAAAAAAAAAAAAAAAAAAAAhz@hM/CJaJmH,sH,h5rhM/CJaJmH,sH,YAB BBBBB&B(BBPBRBZB\BrBvBBBBBBBBBBBBBBBBBBBCCCCCC4C6CNCPCTCVCfChCnCpCxCzCCCCCCCCCCCCCDDD D"D$D*D,D6D8DDDFDPDRDVDXDhDjDDDDDDDDh5rhM/CJaJmH,sH,hz@hM/CJaJmH,sH,YDDDDDDDDDDDEE EEE.E0E@EBENEREZE\ElEnEzE|EEEEEEEEEEEEEEEFFFF$F(F0F2FNFPF`FbFfFhFrFtFFFFFFFFFFFFFFFFFFFGG G"G*G,G:GK@KXKZKhKjKnKpKvKzKKKKKKKKKKKKKKKKKLL L LLL"L$L.L0L4L8LFLHL\L^LfLhLnLpLzLhz@hM/5CJaJmH,sH,h5rhM/CJaJmH,sH,hz@hM/CJaJmH,sH,SCGIJzMNN@NRNVNZN\NfNhNlNnNNNNNNNNNNNNNNNOO OO,O.O6O8ONOPOXOZOlOnOxOzOOOOOOOOOOOOOOOOOOh @CJaJmH,sH,hz@hM/CJaJmH,sH,h5rhM/CJaJmH,sH,TOO P PPP0P2P:Pʰڰʰkkkkkkkkkkkkkk,0:mHmJmLm^mnooBoDrFrzzzzzzzzzzzzzzzzzz{{${&{*{,{>{J{h5rhM/5aJmH,sH,hz@hM/aJmH,sH,hz@hM/5]aJmH,sH,hz@hM/5aJmH,sH,hz@hM/5\aJmH,sH, h5rhM/@CJaJmH,sH, hz@hM/@CJaJmH,sH,:J{R{X{h{l{v{x{{{{{{{{{{{{{{{{{{{||| |,|.|F|H|`|b|r||||||||||||||||}}}}6}8}R}T}\}^}n}p}}}}}}}}}}}}}}}!h5rhM/56]aJmH,sH,!hz@hM/56]aJmH,sH,h5rhM/5aJmH,sH,hz@hM/5aJmH,sH,L}}~~~&~(~0~2~<~>~L~N~R~V~\~^~h~j~z~|~~~~~~~~~~~~~~~   "24DFNPZ\bd~ !h5rhM/56]aJmH,sH,!hz@hM/56]aJmH,sH,h5rhM/5aJmH,sH,hz@hM/5aJmH,sH,L4:LNlp|~Āƀր؀ "$8:FHJLPRTV`blrxzȁ˱h5rhM/CJaJmH,sH,h5rhM/5CJaJmH,sH,hz@hM/5CJaJmH,sH,hM/aJmH,sH,hM/hM/aJmH,sH,hM/5aJmH,sH,h5rhM/5aJmH,sH,hz@hM/5aJmH,sH,6&(.246>@XZnpȂʂ (*.068>@HJRTdftxЃ҃ރ $&0h5rhM/CJaJmH sH h5rhM/CJaJmH,sH,hz@hM/CJaJmH,sH,S02BFTV^`hjz~ȄʄԄք &(46:<>BFHPRnp|~ƅȅԅ؅ޅ ",.46@BXZlnvx|~hz@hM/CJaJmH,sH,h5rhM/CJaJmH sH Y~І҆܆ކ&*8:BDbf~̇·ڇ܇ "24:<FHPR^bprĈڈވh5rhM/CJaJmH sH hz@hM/CJaJmH,sH,Y$&BDNP\^jlrt~މ *,>@DFJLRpڏ܏$&ԶԶԶԶԶԶԶԶԶԶԶԶԶԶԶ!h5rhM/56]aJmH,sH,!hz@hM/56]aJmH,sH,h5rhM/5aJmH,sH,hz@hM/5\aJmH,sH,hz@hM/5aJmH,sH,hz@hM/CJaJmH,sH,h5rhM/CJaJmH sH :&46HPjp|~ސ "$24BDNPV`fhj‘đБґ04BDPrڒܒ *,46R`tvh5rhM/5aJmH,sH,hz@hM/5aJmH,sH,Zv“ēؓޓ&:DFXZbdlr~̔Д֔ؔ(,24>@DF\^hjrtѿѿѿѿѮ hz@hM/@CJaJmH,sH, h5rhM/@CJaJmH sH #h5rhM/5@CJaJmH sH #hz@hM/5@CJaJmH,sH,h5rhM/5aJmH,sH,hz@hM/5aJmH,sH,>ΕЕ*,24ՖٖΖҖܖޖ&(68<>BDPRbdptxz—ԗ֗ h5rhM/@CJaJmH sH  hz@hM/@CJaJmH,sH,X &(,.6:RTZ\bdfhrvȘʘИҘ 24DFLNZ\lpxz̙Ι h5rhM/@CJaJmH sH  hz@hM/@CJaJmH,sH,X &(,.@BD "$<>BDTVflijĜМММММММhz@hM/5aJh5rhM/56]aJ!hz@hM/56]aJmH,sH,h5rhM/5aJUhz@hM/5aJmH,sH, h5rhM/@CJaJmH sH  hz@hM/@CJaJmH,sH,=rDlb hf#%% $`a$gd @ $h`ha$gd @$ da$gd @$ hd`ha$gd @ $`a$gd @$d`a$gd @$ d`a$gd @ $`a$gd @Bir s1ra firmalar telemarketinqi sYnYdli film prinsipi ilY xsusi haz1rlanm1_ tematik, 30 vY 60-dYqiqYlik infoarxlar _YklindY (siqaret YkmY, salar1n tklmYsi vY ya art1q Yki problemi) uurla hYyata keirirlYr. Bu filmlYr zndY hYr hans1 mY_hur bir _Yxsin tvsiyyY vY gstYri_lYrini, YmtYYni sifari_ etmYk vY ya YlavY mYlumat almaq n pulsuz YlaqY telefonlar1n1 Yks etdirir. Bu forma mrYkkYb vY bahal1 YmtYY vY xidmYtlYrin sat1_1 n daha uyundur. Ona grY dY infoarxlardan Philips, Humana, Healthcare, Bose vY s. kimi kompaniyalar da istifadY edirlYr . Telemaazalar1n fYaliyyYti mstYsna olaraq YmtYY vY xidmYtlYrin sat1_1na istiqamYtlYnmi_ xsusi proqramlar vY ya telekanallard1r. MYsYlYn, sutka YrzindY i_lYyYn Home Shopping Network (HSN) telemaaza _YbYkYsinin rYhbYrlYri uyun qiymYtlYrlY geni_ e_iddY YmtYYlYr tYqdim edirlYr:- zYrgYrlik mYmulatlar1, i_1qland1r1c1 lampalar, kolleksiya gYlinciklYri, elektroalYtlYr vY s. Tama_a1ya ekranda gstYrilYn pulsuz nmrYdYn zYng edib bYyYndiklYri YmtYYni sifari_ etmYk yetYrlidir vY kompaniyan1n nmayYndYlYri hYmin mYhsulu 48 saat YrzindY ona atd1racaqlar(5). 0nteraktiv marketinq. Masir dvrdY birba_a marketinqin Yn srYtlY inki_af edYn istiqamYtlYrindYn biri elektron kommunikasiyalardan, kompter _YbYkYsindYn, internetdYn istifadY etmYklY hYyata keirilYn interaktiv marketinqdir. Birba_a marketinqin b formas1 sat1c1 ilY al1c1 aras1nda ikitYrYfli qar_1l1ql1 YlaqYni tYmin edir. Bu YlaqY olduqca srYtlY ba_ verir vY iki istiqamYtdY hYyata keirilir: operativ kommersiya xidmYti vY 0nternet. Birinci halda al1c1lar kompter vasitYsilY xsusi xidmYt gstYrYn tY_kilatlar1n xidmYtindYn istifadY edirlYr. BelY xidmYtlYrY kataloq zrY mal almaq, bilet sifari_ vermYk, idman mYlumatlar1 YldY etmYk, turizm sYyahYti ilY bal1 sifari_lYr vermYk, mxtYlif bank YmYliyyatlar1n1 hYyata keirmYk, mehmanxanalarda yer sifari_ vermYk, mvYqqYti istifadY sn avtomobil sifari_ etmYk, mxtYlif YylYncYli proqramlarda i_tirak etmYk, hava haqq1nda mYlumat YldY etmYk, elektron pot vasitYsilY informasiya mbadilYsini hYyata keirmYk vY s. bu kimi xidmYtlYri aid etmYk olur. Bu cr xidmYtlYrdYn istifadY ayl1q dYni_lYr edilmYklY hYyata keirilir. 0qtisadiyyatda, elYcYdY informasiya vY kommunikasiya texnologiyalar1nda ba_ verYn mtYrYqqi dYyi_ikliklYr interaktiv marketinqY z ciddi tYsirini gstYrmi_, onun yeni sahYlYrinin yaranmas1na vY srYtli inki_af1na sYbYb olmu_dur. Son dvrdY marketinqY hYsr olunmu_ YdYbiyyatlarda interaktiv marketinqin yeni istiqamYtlYri kimi elektron marketinq, elektron biznes vY elektron ticarYt terminlYrinY tez  tez rast gYlinir vY onlar1n kifayYt qYdYr izah1 verilmi_dir. Elektron marketinq.. Bu birba_a marketinqin Yn yeni kanallar1ndan biridir. Bu gn internet informasiya vY YylYncY mYnbYyi, kommunikasiya kanal1, transaksiyalar1n hYyata keirildiyi kanal vY hYtta distribyuter kanal1 kimi fYaliyyYt gstYrir. E marketinqin Ysas texnikas1 istehlak1lar tYrYfindYn icazY verilYn marketinqdir. Bu termini tYklif edYn Seth Gordinin yazd11na grY, mumdnya _YbYkYsindY tYlYbin stimulla_d1r1lmas1 ox vaxt zorla soxulan maarketinq kimi xarkterizY edilir. Bu metodun effektivliyi zYiflYyir, belY ki, getdikcY daha ox kompaniya daha ox diqqYt cYlb etmYyY al1_araq, ^YbYkYdY reklam bas1r11 yarad1rlar ki, bu da daha az istifadYini YhatY etmYklY nYticYlYnYrYk tYrsinY effekt yarad1r. Gordinin dediyinY grY, Zorla soxulma reklam1ndan fYrqli olaraq, e-potu vasitYsilY marketinq modeli istifadYidYn onun elektron potuna hYr hans1 mYlumat1n gndYrilmYsi n icazY al1nmas1n1 nYzYrdY tutur. Gordin icazYlYr marketinqini gr_ tYyin etmYklY mqayisY edir; YgYr kompaniya zn YdYblY apar1rsa vY ilk YlaqYlYrdYn etibar qazan1rsa, m_tYrilYr nvbYti YlaqYlYr n dY etiraz etmYyYcYklYr. NYticYdY isY istehlak1lar1n icazYsi ilY apar1lan marketinq gzlYnilYn olur. Kommunikasiya n icazYsi olan sat1c1 tYklifinY olan reaksiyalar1n sYviyyYsi internet-bannerlYrinY olan reaksiyalar1n sYviyyYsindYn 10 dYfY oxdur . Elektron potundan istifadY zrY hYyata keirilYn marketinq kampaniyas1 m_tYrilYrlY qar_1l1ql1 mnasibYtlYrin gclYndirilmYsinY vY sat1_1n art1r1lmas1na kmYk edir. E-potu zrY xYrclYr birba_a pot gndYri_lYrinY YkilYn xYrclYrlY mqayisYdY ox azd1r. Elektron biznes. E-biznes firmalar1n biznes fYaliyyYtinin elektron vasitYlYrdYn vY texnologiyalardan, xsusYndY internetdYn istifadY etmYklY apar1lmas1n1 nYzYrdY tutur. 0nternet firmalara biznes fYaliyyYtini tez bir zamanda, daha dYqiq vY az mYsrYflYrlY hYyata keirmYyY imkan verir. Firmalar bu mYqsYdlY zlYrinin web-saytlar1n1 yarad1rlar vY onlar1n vasitYsilY informasiyalar1n yay1lmas1n1, YmtYY vY xidmYtlYrin irYlilYdilmYsini hYyata ke_irirlYr. 0ntranetdYn istifadY malgndYrYnlYrlY, vasitYilYrlY vY istehlak1larla daha sYmYrYli YlaqYlYr qurmaa imkan verir, firmadaxili kommunikasiyalar1, sifari_lYrin i_lYnmYsini vY dYni_lYrin hYyata keirilmYsini asanla_d1r1r. Bu gn firmalar1n YksYriyyYti firmadaxili vY firmadan kYnar YmYliyyatlarda ka1zdan demYk olar ki, ox az istifadY edirlYr. ksYr YmYliyyatlar elektron vasitYlYrdYn vY internetdYn istifadY etmYklY hYyata keirilir. Elektron ticarYt. 0nternetdYn istifadY edilmYklY mYhsul sat1_1n1n vY ya xidmYt gstYrilmYsinin hYyata keirilmYsi elektron ticarYti adland1r1l1r. Bu zaman sat1c1lar ticarYt zal1nda mxtYlif elektron-texnologiyadan istifadY etmYklY z mYhsullar1n1 vY xidmYtlYrini tYklif edirlYr. Al1c1lar isY onlara laz1m olan informasiyan1 YldY edirlYr, YmtYYni vY ya xidmYti seirlYr, elektron dYni_ katrlar1ndan istifadY etmYklY z sifari_lYrini verirlYr. 0nternetY daxil olan al1c1lar mal al1_1n1 hYyata keirYrkYn zlYrinY mYxsus spesifik xsusiyyYtlYrY malik olurlar vY bu i_Y mxtYlif cr yana_1rlar. mumiyyYtlY interaktiv marketinqdYn istifadY edYrkYn al1c1lar daha ox stnlyY malik olurlar. Al1c1lara vaxt itirmYk, harasa ma_1n srmYk laz1m gYlmir. Onlar evdYn 1xmadan sadYcY internet xidmYtindYn istifadY etmYklY zlYrinY laz1m olan mal1 seirlYr vY onu almaq imkan1na malik olurlar. 0nternet al1c1lara firma vY onun mYhsullar1 haqq1nda, hYminin firman1n rYqiblYri haqq1nda geni_ vY hYrtYrYfli mYlumat YldY etmYyY imkan verir. Firmalar internetdY zlYrinin web-saytlar1n1 yerlY_dirmYklY siyasYtlYri, mYhsullar1 vY xidm1tlYri haqq1nda geni_ informasiya yaymaq, onlayn rejimdY mYhsul vY xidmYtlYri satmaq, transaksiyalar1 hYyata keirmYk imkan1 qazan1rlar vY bunun sayYsindY e - ticarYtini geni_lYndirmYyY, onun sYm1r1liliyini yksYltmYyY al1_1rlar. F. Kotlerin qeyd etdiyi kimi, E-biznes vY e-ticarYt drd Ysas istiqamYt zrY hYyata keirilir: B2C (firma istehlak1ya), B2B (firma firmaya), C2C (istehlak1 istehlak1ya), C2B (istehlak1 firmaya). Bundan ba_qa, e-biznes tYmiz onlayn vY ya qar1_1q YnYnYvi-onlayn fYaliyyYt formas1n1 da ala bilYr. 0nternetdY biznes: B2C (firma istehlak1ya). Bu gn dnyan1n YksYr lkYlYrindY, xsusYn dY inki_af etmi_ lkYl1YdY milyonlarla istehlak1lar internet - _YbYkYyY daxil olurlar, firmalar, mYhsullar, xidmYtlYr, hava vY idman xYbYrlYri haqq1nda vY digYr sahYlYr zrY mYlumatlar YldY edirlYr, mYhsul vY xidmYtlYrin al1_1n1 hYyata keirirlYr. 0nternet  biznesin B2C istiqamYti digYr istiqamYtlYrY nisbYtYn hYm al1c1lar, hYm dY sat1c1lar n daha YhYmiyyYtlidir. nki, mYhz bu zaman istehlak1 YldY etmYk istYdiyi YmtYYni sifari_ etmYk vY almaq n mYsrYflYri azaltmaq vY vaxta qYnaYt etmYk imkan1na malik olur. Mal al1_1 n Ylveri_li _Yraitin seilmYsi, mYhsulun xsusiyyYtlYri vY qiymYti haqq1nda Ytrafl1 mYlumat YldY etmYk imkan1n1n olmas1 da 0nternet  biznesin bu sahYsinY istehlak1lar1n mara1n1 art1r1r. Bir ox istehlak mallar1n1n al1_1nda e-ticarYtin bu formas1 olduqca maraql1d1r vY son dvrlYrdY srYtlY inki_af edir. Lakin elY mYhsullar var ki, onlar1 istismar _YraitindY yoxlamaq, YvvYlcYdYn semYk, onlara toxunmaq laz1m gYlir. BelY mYhsullar1n internet  _YbYkY vasitYsilY al1nmas1 n istehlak1lar o qYdYr dY maraq gstYrmirlYr. Bununla belY istehlak1lar bu tip mYhsullar1 da 0nternet - _YbYkYdY sifari_ etmYk vY almaq imkan1na malikdirlYr. B2C qaydas1nda mYhsul sat1_1 sat1c1lar n dY maraql1d1r. Bu zaman onlar istehlak1larla birba_a qar_1l1ql1 YlaqYdY olurlar, mYhsul, onun istehlak xsusiyyYtlYri, qiymYti haqq1nda onlar1n fikirlYrini yrYnirlYr, daha ox mYhsul satmaq vY mYnfYYt YldY etmYk imkan1 qazan1rlar. 0nternetdY biznes: B2B (firma firmaya). B2B saytlar1 B2C saytlar1na nisbYtYn daha fYal i_lYyirlYr. B2B saytlar1 bazar1 daha effektiv _YklY sal1r vY malgndYrYn-m_tYri qar_1l1ql1 mnasibYtlYrini kkndYn dYyi_ir ^Ykil 4.1  ^Ykil 4.1. nYnYvi vY yeni iqtisadiyyatda malgndYrYn vY m_tYrinin qar_1l1ql1 YlaqYsi (5). Apar1c1 tYdqiqat firmalar1n1n qiymYtlYndirmYlYrinY grY, B2B onlayn ticarYtinin hYcmi B2C ticarYtinin anoloji mqavilYlYrindYn 10-15 dYfY oxdur. Al1c1-tY_kilatlar B2B-hYrrac saytlar1ndan, valyutalar1n cari mbadilY kurslar1 haqq1da informasiyalardan, YmtYYlYrin onlayn kataloqlar1ndan, ixtisasla_d1r1lm1_ barter saytlar1ndan vY ba_qa mYnbYlYrdYn istifadY edYrYk, ox vaxt qiymYtlYrin daha Ylveri_li sYviyyYsinY nail olurlar. Bir ox iri kompaniyalar, o cmlYdYn Ford, General Electric vY Merck, 0nternet-tYminat sistemlYrinin yarad1lmas1 n milyonlarla dollar sYrmayY qoymu_lar. NYticYdY emal1n dYyYri 100 doll.-dan 20 doll.-a d_m_dr. MalgndYrYnlYrdYn daha yksYk gzY_tlYrin al1nmas1na al1_araq, kompaniyalar da onlayn al1_ alyanslar1 formala_d1r1rlar. GM, Ford vY Daimler Chrysler korporasiyalar1 Covisint birliyi tY_kil etmi_lYr ki, bu da onlar1n fikrinY grY, elektronikan1n birgY al1_1 sayYsindY hYr bir avtomobil vahidi zrY 1200 doll. qYnaYt etmYyY imkan verYcYkdir. Bundan ba_qa, i_gzar bazar al1c1lar1n1n iri hYcmdY informasiya YldY etmYk vY onu i_lYmYk imkanlar1 da geni_dir. 0nternetdY biznes: C2C (istehlak1 istehlak1ya). E-TicarYti qaydas1nda mal alan istehlak1lar tYkcY YmtYYlYri istehlak etmirlYr, hYm dY onlar haqq1nda 0nternetY mxtYlif xarakterli informasiyalar trrlYr. Onlar internet-_YbYkYdY digYr _YxslYrlY informasiya mbadilYsi ilY mY_ul olurlar. ^YbYkY dan1_1qlar1 al1_a tYsir gstYrYn amil kimi 1x1_ edir. Firmalar vY YmtYYlYr haqq1ndak1 yax_1 mYlumat-lara nisbYtYn pis mYlumatlar daha srYtlY yay1l1r. C2C biznesilY mY_ul olan istehlak1lar bYzYn mYhsulu _Yxsi istifadY n deyil, digYr _YxsY satmaq n dY al1rlar. Masir dvrdY Ysas fYaliyyYti internet biznesi olan bYzi kompaniyalar mvcuddurlar ki, onlar milyonlarla istifadYinin abunY olduu onlayn ticarYt YmYkda_l11n1 hYyata keirirlYr. 0nternetdY biznes: C2B (istehlak1 firmaya) 0stehlak1lar1n 0nternet vasitYsilY firmalarla birba_a YlaqY saxlamaq vY onlar haqq1nda geni_ informasiya YldY etmYk imkan1n olmas1 onlarda byk maraq dourur. Real vY potensial m_tYrilYr elektron potu vasitYsilY onlara suallarla, tYkliflYr vY _ikayYtlYrlY mraciYt edY bilirlYr. Bir s1ra onlayn _irkYtlYrin saytlar1 elY qurulmu_dur ki, m_tYrilYr ox asanl1qla _irkYtin nmayYndYsilY YlaqYyY girY bilir vY ya sayt1n mvafiq blmYsinY z tYkliflYrini gndYrY bilir. BYzi onlayn _irkYtlYri m_tYrilYrin mraciYtlYrinY cavab vermYyY tYlYsmirlYr. Lakin YksYr sat1c1lar mraciYtlYrY vaxt itirmYdYn cavab vermYklY yana_1, hYm dY mraciYt edYn _YxslYrY YlavY olaraq xYbYr blletenlYri, xsusi tYkliflYr haqq1nda mYlumatlar, xidmYt _YrtlYri vY zYmanYtin yenilY_mYsi barYsindY xYbYrdarl1qlar vY xsusi tYdbirlYr haqq1nda elanlar gndYrirlYr. Bu da istehlak1larda sat1c1 firmaya qar_1 xo_ mnasibYtlYr formala_d1r1r. 0nternet-biznes fYaliyyYtini hYyata keirYn firmalar1 YsasYn iki yerY blmYk olar: - web-sayt aaraq mstYsna olaraq internetdY i_lYyYn firmalar vY z web-sayt1nda informasiya yay1lmas1nl, mYhsul sat1_1n1 hYyata keirYn istehsal1 firmalar. Bu tip firmalar1 onlayn vY YnYnYvi-onlayn kompaniyalar1 adland1r1rlar. F. Kotler onlar1n geni_ izah1n1 vermi_dir: Onlayn kompaniyalar. Bu kompaniyalara axtar1_ sistemlYri, 0nternet xidmYtlYri tYchizat1lar1, ticarYt saytlar1, transaksiya saytlar1, assosiativ xidmYt saytlar1 vY proqram mYhsullar1na giri_ saytlar1 aiddir. Axtar1_ sistemlYri vY portallar1 (mYsYlYn, Yahoo!) mYlumatlar1n axtar1lmas1 vasitYsi kimi yarad1lm1_d1r. TYdricYn onlar istifadYinin 0nternetY 1x1_1 zaman1 ev (start) sYhifYsi olmaq midi ilY xYbYrlYr, hava proqnozu, pulsuz pot ye_iklYri kimi servislYrlY doldular. 0nternet xidmYtlYrinin provayderlYri, xsusilY AOL, mYyyYn dYni_lY 0nternet vY e-mail ilY YlaqYni tYmin edir. Amazon.com kimi kommersiya saytlar1 kitablar, musiqi yaz1lar1 vY s. sat1rlar. eBay kimi transaksiya saytlar1 isY onlar1n vasitYiliyi ilY hYyata keirilYn mqavilYlYr n komisyon mkafatlar gtrrlYr. Assosiativ xidmYt saytlar1, mYsYlYn, WSJ.com (Wall Street journal), maliyyY vY digYr informasiyalar tYqdim edir. Proqram mYhsullar1na giri_i tYmin edYn saytlar 0nternetdY kommunikasiya yaratmaa vY ticarYt aparmaa imkan verYn texniki vY proqram tYminat1 tYqdim edirlYr. MstYsna olaraq _YbYkYdY fYaliyyYt gstYrYn firmalar bir neY sYbYbdYn uursuzluqla zlY_irlYr (mflislY_irlYr): onlardan oxlar1 qabaqcadan he bir tYdqiqat vY ya planla_d1rma aparmadan qaras1na bazara girirlYr; web-saytlar1n uursuz dizayn1na grY; YmtYYlYrin vaxtl1-vaxt1nda atd1r1lmamas1 vY sevis xidmYtinin a_a1 sYviyyYdY olmas1na grY vY s. 0nternet-firmalar hYdYfli marketinq YvYzinY, _ayiYlYrY uyaraq, ox vaxt ktlYvi marketinqY vY _YbYkYdYnkYnar reklama byk mYblYdY vYsaitlYr sYrf edirlYr vY daimi, sadiq istifadYilYr bazas1n1n formala_d1r1lmas1 n qar_1l1ql1 YlaqYlYrin qurulmas1 yerinY, diqqYtlYrini m_tYrilYrin YldY edilmYsi zYrindY cYmlY_dirirlYr. Bununla belY, bir ox 0nternet-firmalar stabil mYnfYYt gYtirY bilYcYk, asan anla_1lan biznes modeli qura bilmirlYr. Qar1_1q YnYnYvi-onlayn kompaniyalar. Bir ox sanball1 firmalar masir meyllYrY tez bir zamanda reaksiya verYrYk kompaniya haqq1nda informasiyalar1 ad1qlar1 web-saytlarda Yks etdirmi_lYr. Amma, bunula belY, onlar ba_qalar1n1n onlar1n _YbYkYdYnkYnar pYrakYndY sat1c1lar1n vY agentlYrin vasitYiliyindYn imtina etmYk istYdiyini d_nYcYklYrindYn ehtiyat edYrYk, onlayn biznesY ba_lamaa tYlYsmirlYr. MYsYlYn, Merrill Lynch, E*TRADE vY ba_qa broker 0nternet-firmalarla rYqabYt aparmaq istYyirdi, amma onun brokerlYrinin mqavimYt gstYrYcYklYrindYn qorxaraq, onlayn aksiya ticarYtinin a1lmas1n1n mYqsYdYuyun olmas1na _bhY ilY yana_1rd1. HYtta, kitab ticarYtisi olan Barnes & Noble kompaniyas1, Amazon.com tYrYfindYn tYklif olunmas1na baxmayaraq, 0nternet-maaza a1lmas1n1n onun adi maazalar1ndak1 sat1_a mYnfi tYsir gstYrYcYyini d_nYrYk tYklifdYn imtina etmi_di. Liberty Mutual kompaniyas1 bu problemi znn onlayn m_tYrilYrinin sorulanmas1 vasitYsilY hYll etmi_di. M_tYrilYrdYn onlar1n hans1 tip al1_a  birba_a, yoxsa maliyyY mYslYhYtisinin kmYyilY, stnlk verdiklYrini sylYmYk xahi_ olunmu_du. 0stifadYilYr mYslYhYtinin xeyrinY sYs verdikdY, Liberty Mutual onlar1n tYlabatlar1 haqq1ndak1 informasiyalar1 mYslYhYtilYrin _Yxsi mzakirYsinY verdi. Ba_qa bir nmunY: Avon kompaniyas1n1n tYdqiqat1 gstYrdi ki, onun mvcud vY potensial onlayn m_tYrilYri aras1nda demYk olar ki, kYsi_mY yoxdur vY buna grY dY kompaniya cYsarYtlY ^YbYkYdY ticarYt etmYyY ba_lad1, bundan ba_qa, z ticarYt nmayYndYlYrinY _Yxsi web-saytlar amalar1n1 tYklif etdi vY bu i_dY onlara yard1m edYcYyini bildirdi (5). Qar1_1q kompaniyalar bl_drmY kanallar1ndak1 mnaqi_YlYrlY YlaqYdar problemlYrlY zlY_irlYr, amma onlardan bir oxu xalis onlayn firmalar1na nisbYtYn daha byk uur qazan1rlar. HYr _eydYn YvvYl, Merrill Lynch vY Wall Mart kimi kompaniyalar z mY_hur marka adlar1 hesab1na udurlar; onlar n yeni m_tYrinin YldY edilmYsi xalis onlayn firmalarda olduu kimi 82 doll.-ra yox, 12 doll.-ra ba_a gYlir. 0kincisi, onlar1n daha byk maliyyY vY pul ehtiyatlar1ndan istifadY etmYk imkanlar1 vard1r. ncs, onlar1n daha ox bilik vY tYcrbYlYri, malgndYrYnlYrlY daha yax_1 mnasibYtlYri vY byk m_tYri bazalar1 mvcuddur. Drdncs, onlar sutka YrzindY vY istirahYt gnlYri dY daxil olmaqla i_lYyirlYr, onlar1n pYrakYndY maazalar1 isY YmtYYni istYnilYn zaman geri gtrmYyY haz1rd1rlar. NYhayYt, be_incisi, 0nternet onlara maazalar1n yerlY_diyi yerdYn uzaqda ya_ayan oxsayl1 m_tYrilYrY xidmYt gstYrmYk n imkan yarad1r. Masir dvrdY firmalar n e-marketinqi, e-biznesi vY e-ticarYti mYnimsYmYk olduqca vacibdir. Bu mYqsYdlY web-sayt1n yarad1lmas1, m_tYrilYrin cYlb edilmYsi vY YldY saxlan1lmas1, internet-_YbYkYdY reklam yerlY_dirilmYsi, bl_drmY vY sat1_ kanal1 i_tirak1lar1 ilY qar_1l1ql1 mnasibYtlYrin yax_1la_d1r1lmas1, sayt1n vaxt1nda yenilY_dirilmYsi vY onun mYnfYYtli sayta evirilmYsi mYsYlYlYrini hYll etmYk laz1m gYlir. HYr _eydYn YvvYl cYlbedici, yksYk maraq douran web-sayt1n yarad1lmas1 vacibdir. Bu zaman mYzmun vY tYrkib amillYrinY, elYcY dY Yks YlaqYnin tYmin edilmYsinY xsusi diqqYt yetirilmYlidir. 0nteraktiv marketinq istehsal1 mYssisYlYrlY yana_1 sat1c1lar n dY YhYmiyyYtlidir. Marketinqin bu formas1 sat1c1larla al1c1lar aras1nda birba_a YlaqYlYr vY uzunmddYtli, etibarl1 mnasibYtlYr formala_d1rmaa imkan verir. Sat1c1lar bu zaman al1c1lar1n arzu vY istYklYrini, tYlYbatlar1n1 daha dYrindYn yrYnmYk, onlar haqq1nda daha dolun vY geni_ mYlumat YldY etmYk, mYlumatlar bazas1n1 yaratmaq imkan1 YldY edirlYr. 0nteraktiv marketinq sat1c1ya z fYaliyyYtindY srYtlY dYyi_iklik etmYk, mYhsul e_idindY, mYhsulun qiymYtindY operativ qaydada dzYli_lYr etmYk imkan1 da verir. 0nternet xidmYtlYrindYn istifadY, eyni zamanda al1c1lara istYnilYn anda, mYsafYsindYn as1l1 olmayaraq, laz1m1 _YhYrdY sat1_ firmas1n1n mYhsul sat1_1 kataloquna baxmaq, istYnilYn mYlumat1 YldY etmYk imkan1 da verir. Btn bunlara baxmayaraq interaktiv marketinqin tYtbiqi hYrtYrYfli d_nlmYli, onun hans1 mYhsullar zrY hYyata keirilmYsinin daha sYmYrYli olmas1 barYdY qYrar qYbul edilmYlidir. 0nteraktiv marketinqin znYmYxsus at1_mazl1qlar1da mvcuddur. Onun kommunikasiya sisteminin yeni bir istiqamYti olmas1na baxmayaraq, tYtbiqi prosesindY bir s1ra problemlYr meydana 1x1r. BelY problemlYrY  al1c1lar1n say1n1n vY mYhsul sat1_1n1n hYcminin mYhdud olmas1n1, informasiyan1n oxluu vY qar1_1ql11n1, al1c1lar1n kredit kartlar1ndan istifadY olunmaqla apard1qlar1 YmYliy-yatlara kYnar _YxslYrin daxil olma imkanlar1n1, al1c1lara onlar1n imkanlar1ndan as1l1 olaraq mxtYlif mnasibYtlYrin bYslYnmYsini vY s. misal gstYrmYk olar. Btn bunlara baxmayaraq hal - haz1rda interaktiv marketinq birba_a marketinqin Yn vacib vY daha srYtlY inki_af edYn sahYsinY evrilmi_, onun kommunikasiya sisteminin Ysas elementlYrindYn biri kimi YhYmiyyYtini vY rolunu xeyli art1rm1_d1r. Yax1n gYlYcYkdY daha ox firmalar marketinqin bu formas1ndan geni_ istifadY etmYyY al1_acaqlar.     PAGE  PAGE 12  ,Pht.0:<RT^`np04PRV^rt *,02Jhz@hM/56]aJhz@hM/5aJmH,sH,hz@hM/5aJVJLfhrt.0DFTV`bjnrt~ȹȹȹȹȹȹȹȹȹȹȹȹȹȹȹȹȹȹȹȹȹȹȹȹȹȹȹh5rhM/CJaJmH,sH,hz@hM/CJaJmH,sH,hz@hM/5CJaJmH,sH,hz@hM/5aJmH,sH,hz@hM/5aJI(*8:>@PTXZ`bdfprxz "04<>RTbdlntv  46BFVX`bh5rhM/CJaJmH,sH,hz@hM/CJaJmH,sH,Y02@BLP`blpvx$&<>Ӷz/䴳,,5/䴳,,&(02<>JL^`^&(           ŵ{jYjYjYj h5rhM/@CJaJmH,sH, hz@hM/@CJaJmH,sH,hz@hM/CJ]aJmH,sH,hM/5aJmH,sH,!hz@hM/56]aJmH,sH,hz@hM/5aJmH,sH,hz@hM/5\aJmH,sH,hz@hM/aJmH,sH,hz@hM/5CJaJmH,sH,h5rhM/CJaJmH,sH,hz@hM/CJaJmH,sH,"      $ & 6 8 H J f h x z                         & ( , . D H P R ` d r t x z ~                "26HJTV^`fjrtz| hz@hM/@CJaJmH,sH, h5rhM/@CJaJmH,sH,X"$(*.068HLPRfj*.46@BJLZ^jlprxz hz@hM/@CJaJmH,sH, h5rhM/@CJaJmH,sH,X*,<>HJRT\^nptv|~&*:>DFPRdfvx hz@hM/@CJaJmH,sH, h5rhM/@CJaJmH,sH,Tf#$%%%%%%%%%x&,*X*`*l*,,,,,,*/>/@/L/N/R/T/X/Z/n/p///߽ߚhz@hM/CJ]aJmH,sH,hz@hM/mH,sH,hz@hM/5\mH,sH,(jhz@hM/CJUaJmHnHuhz@hM/CJ\aJmH,sH,"h5rhM/5CJ\aJmH sH "hz@hM/5CJ\aJmH,sH,hz@hM/CJaJmH,sH,2%%%%%%%%%%%%%%%*&x&z&*/5< $`a$gd @ $h`ha$gd @$ ^ `a$gd @$ ^ `a$gd @$a$gd @$a$gd @//112141H1J1P1R1^1`1n1r1~1111111111111111222 222"2$2N2P2l2n2t2v222222222V4b45n5<<>ߴ&hz@hM/56OJQJ^JmH,sH,hz@hM/CJ]aJmH,sH,h @CJaJmH,sH,h5rhM/CJaJmH,sH,hz@hM/CJaJmH,sH,"hz@hM/5CJ\aJmH,sH,:>>>>b?d?f??`@b@r@v@@@@@@@@@@@@@@@@@@@A AAA0A2A6A8A>A@AFAHAPATAbAfApAtAٶxh5rhM/CJ]aJmH,sH,hz@hM/CJ]aJmH,sH,h5rhM/CJaJmH,sH,hz@hM/CJaJmH,sH,"hz@hM/5CJ\aJmH,sH, hM/56OJQJ^JmH,sH,&hz@hM/56OJQJ^JmH,sH,#hz@hM/6OJQJ^JmH,sH,/<f?GNTZ.bfknuuuuuuuuuuuuvh]hgdM/ &`#$gdU $`a$gd @ $h`ha$gd @ $`a$gd @tAvAAAAAAAAAAAAAAABBBB0B2B>յٵĵBBBBBBBBBBBBBBBBBBB(,CXCZCtCxCCCCCCCCCCCCCCCCCCCCChz@hM/CJ]aJmH,sH,hz@hM/CJaJmH,sH,h5rhM/CJaJmH,sH,SCCDD DDD D"D*D,D@DBDRDTDXDZDfDjDnDpDxDzDDDDDDDDDDDDDDDDDDDEE E EEE$E&E2E4EFEHE^E`EhEjEzE|EEEEEEEEEEEEEh5rhM/CJaJmH sH h5rhM/CJ]aJmH,sH,hz@hM/CJ]aJmH,sH,h5rhM/CJaJmH,sH,hz@hM/CJaJmH,sH,FEEEEEFFFFF F.F2F4F8F:FDFFFJFLFVFXFtFvFFFFFFFFFFFFFFFFFFFGG G"G,G.G6G8GGLGNG^G`GjGlGvGxGGGGGGGGGGGGGGGGGGh5rhM/CJ]aJmH sH hz@hM/CJ]aJmH sH h5rhM/CJaJmH sH hz@hM/CJaJmH,sH,LGGHHHH*H,HHDHFHNHPHzH|HHHHHHHHHHHHHHHIIIIII4I6IHILI\I`IlInI~IIIIIIIIIIIIIIIIIIIJJ"J$J(J*J.J0J6J8JLJNJXJZJlJnJ~JJJJJhz@hM/CJaJmH sH hz@hM/CJaJmH,sH,h5rhM/CJaJmH sH SJJJJJJJJJJJJJJJJKKKKKK K"K*K,K:KPBPDPXPZPbPdP|P~PPPPPPPPPPPPPPPQQQQ$Q&Q0Q2Q>QBQPQTQbQdQnQh5rhM/CJ]aJmH,sH,hz@hM/CJ]aJmH,sH,h5rhM/CJaJmH,sH,hz@hM/CJaJmH,sH,hz@hM/CJ\aJmH,sH,"hz@hM/5CJ\aJmH,sH,?nQrQtQvQQQQQQQQQQQQQQQQQQQQQRR RRRR2R4R@RBRHRJRnRpRRRRRRRRRRRRRRRSSSS"S&S0S4S>ճݳԳٳʳijSSSSSSSz/䴳,,5/䴳,,z/䴳a,,5/䴳a,,SSSSSSS"$:^@^N^P^T^V^\^^^|^~^^^^^^^^^^^^^^^^^^^___ _ _$_0_2_F_H_P_R_\_^_x_z_~______________hz@hM/CJaJmH,sH,h5rhM/CJaJmH,sH,Y_____`` ` `` `.`0`4`6`@`B`P`R`f`j`x`z`````````````````aa"a&a8aj@jNjRjfjhjzj|jjjjjjjjjjjjjjjjjjjk kkk2k4kDkFkTkVk^k`klknkxkzkkkkkkkkkkkkkkkkkllll$l&l.l2lJlLlVlXlllnlzlh5rhM/CJaJmH,sH,hz@hM/CJaJmH,sH,Yzl|lllllllllllllllllmmmm m"m,m.m:moFoHobodohz@hM/CJaJmH,sH,h5rhM/CJaJmH,sH,Ydoxozooooooooooooooooooopppp*p,p6p:pBpDpZp`pfphptpvpppppppppppppppqqqqqq q"q4q8q>q@qFqHqNqPq\q^qpqrqxqzqqqqqqqqqqqqqh @CJaJmH,sH,h5rhM/CJaJmH,sH,hz@hM/CJaJmH,sH,Tqqqqqrrrr(r,r2r6r@rBrPrRrlrnrxrzrrrrrrrrrrrrrrrrrrss sssss(s*s>s@sHsJsZs\spsrsxszs~ss.t0tJtLt`tbtjtltzt|tttttttuu u uuuu u&u(u8u:uPuRuVuh5rhM/CJaJmH,sH,hz@hM/CJaJmH,sH,YVuXunupuzu|uuuuuuuuuuuuuuuuuuuuuuuuuuuuuuuvvvvvǽh @0JmHnHuhUhM/ hM/0JjhM/0JUhxjhxUhM/hM/CJaJmH,sH,hz@hM/CJaJmH,sH,h5rhM/CJaJmH,sH,(vvvvv $`a$gd @h]hgdM/,1h. A!"R#n$n% F[N5!1"JFIFHHExifMM*bj(1r2iHHAdobe Photoshop CS Windows2007:11:26 01:07:51&(.HHJFIFHH Adobe_CMAdobed            W" ?   3!1AQa"q2B#$Rb34rC%Scs5&DTdE£t6UeuF'Vfv7GWgw5!1AQaq"2B#R3$brCScs4%&5DTdEU6teuFVfv'7GWgw ?4IKH1Gɫ o&]M]My~V&"W:}{ڜqba6}zNz}:WeٸXy9>c}{1kȲl}ߩ{v~I,N1 E=k,֜WvT۽ 1m~7-h[ cŎ>Sw{XƵ~ ns~:tv͆M[cG',w_3i.ƹ Կs}:rgj bO]^%l6Tݤ=_>}eske {=·TۿZ*&(^%ݞF?]YN./ѹ¦/{-߻u%Kz}3ۘqnߵ{=雞˶i+_[[n%BX :Tov_olԢcvja=~ᾚ&oI$W)$IODO[ǢYec +gOzJuWU3 jű 02U}f;U[ŔF*}m׎뉑ȯŧ#g, _gRz2}\9I1:.KgVfuRXmdT-;ٿo/-x_\??dBHW>be a3ecI֟Rs8ô]S,c^s^;__ 8`jZWlg֬qCBQឣ1X VUۏpˏ6aAeuJV-[ՓS۠s9~8Uq[֪ mupjt'᾵߮5PmνӸK vz;۷cg~W[ BwI`jswml:׿ݺ_V>O]ši7vXͬ{7oYzcuI$U-rncc-sjZ='6?Bkye]Pko6-7Eu{S:Ϩ~]Y6)3*o~]ߡ%:O=qKH]wֳz[|VT ͢w)v%;eL*eyX\zֽِi.ETzW}Ii)CP#S}. tj92lgٿ&[+3a=<YWZ0L'v,|Ry=6>pkia..sm~[ '}`{kS4=/{=?LQ \N-n fM{ݴ>fR*?iL^>`#lc1in5Ӷ˞s/U%Z8u1CiDCC XvHTI%)$IK*Y]U \߭jH%kZր֍)&()TV^&ac;7,Chiq fmu3vlwЭ KeEW鹧;P,`ki8nk~eUdXEDq2o"~۫xЉCV LRR)W1I:dTʩ$ꤗʩ$dSBKtK1LWI&R4|p~Q+J_baI4ӥDMKKT\Photoshop 3.08BIM%8BIMHH8BIM&?8BIM x8BIM8BIM 8BIM 8BIM' 8BIMH/fflff/ff2Z5-8BIMp8BIM8BIM8BIM@@8BIM8BIMI Untitled-2nullboundsObjcRct1Top longLeftlongBtomlongRghtlongslicesVlLsObjcslicesliceIDlonggroupIDlongoriginenum ESliceOrigin autoGeneratedTypeenum ESliceTypeImg boundsObjcRct1Top longLeftlongBtomlongRghtlongurlTEXTnullTEXTMsgeTEXTaltTagTEXTcellTextIsHTMLboolcellTextTEXT horzAlignenumESliceHorzAligndefault vertAlignenumESliceVertAligndefault bgColorTypeenumESliceBGColorTypeNone topOutsetlong leftOutsetlong bottomOutsetlong rightOutsetlong8BIM( ?8BIM 8BIM W JFIFHH Adobe_CMAdobed            W" ?   3!1AQa"q2B#$Rb34rC%Scs5&DTdE£t6UeuF'Vfv7GWgw5!1AQaq"2B#R3$brCScs4%&5DTdEU6teuFVfv'7GWgw ?4IKH1Gɫ o&]M]My~V&"W:}{ڜqba6}zNz}:WeٸXy9>c}{1kȲl}ߩ{v~I,N1 E=k,֜WvT۽ 1m~7-h[ cŎ>Sw{XƵ~ ns~:tv͆M[cG',w_3i.ƹ Կs}:rgj bO]^%l6Tݤ=_>}eske {=·TۿZ*&(^%ݞF?]YN./ѹ¦/{-߻u%Kz}3ۘqnߵ{=雞˶i+_[[n%BX :Tov_olԢcvja=~ᾚ&oI$W)$IODO[ǢYec +gOzJuWU3 jű 02U}f;U[ŔF*}m׎뉑ȯŧ#g, _gRz2}\9I1:.KgVfuRXmdT-;ٿo/-x_\??dBHW>be a3ecI֟Rs8ô]S,c^s^;__ 8`jZWlg֬qCBQឣ1X VUۏpˏ6aAeuJV-[ՓS۠s9~8Uq[֪ mupjt'᾵߮5PmνӸK vz;۷cg~W[ BwI`jswml:׿ݺ_V>O]ši7vXͬ{7oYzcuI$U-rncc-sjZ='6?Bkye]Pko6-7Eu{S:Ϩ~]Y6)3*o~]ߡ%:O=qKH]wֳz[|VT ͢w)v%;eL*eyX\zֽِi.ETzW}Ii)CP#S}. tj92lgٿ&[+3a=<YWZ0L'v,|Ry=6>pkia..sm~[ '}`{kS4=/{=?LQ \N-n fM{ݴ>fR*?iL^>`#lc1in5Ӷ˞s/U%Z8u1CiDCC XvHTI%)$IK*Y]U \߭jH%kZր֍)&()TV^&ac;7,Chiq fmu3vlwЭ KeEW鹧;P,`ki8nk~eUdXEDq2o"~۫xЉCV LRR)W1I:dTʩ$ꤗʩ$dSBKtK1LWI&R4|p~Q+J_baI4ӥDMKKT\8BIM!SAdobe PhotoshopAdobe Photoshop CS8BIMhttp://ns.adobe.com/xap/1.0/ 1 432 234 1 72/1 72/1 2 2007-11-26T01:07:51+03:00 2007-11-26T01:07:51+03:00 2007-11-26T01:07:51+03:00 Adobe Photoshop CS Windows adobe:docid:photoshop:9b44b216-9ba2-11dc-80a3-ac1ac2d4bdbc image/jpeg XICC_PROFILE HLinomntrRGB XYZ  1acspMSFTIEC sRGB-HP cprtP3desclwtptbkptrXYZgXYZ,bXYZ@dmndTpdmddvuedLview$lumimeas $tech0 rTRC< gTRC< bTRC< textCopyright (c) 1998 Hewlett-Packard CompanydescsRGB IEC61966-2.1sRGB IEC61966-2.1XYZ QXYZ XYZ o8XYZ bXYZ $descIEC http://www.iec.chIEC http://www.iec.chdesc.IEC 61966-2.1 Default RGB colour space - sRGB.IEC 61966-2.1 Default RGB colour space - sRGBdesc,Reference Viewing Condition in IEC61966-2.1,Reference Viewing Condition in IEC61966-2.1view_. \XYZ L VPWmeassig CRT curv #(-27;@EJOTY^chmrw| %+28>ELRY`gnu| &/8AKT]gqz !-8COZfr~ -;HUcq~ +:IXgw'7HYj{+=Oat 2FZn  % : O d y  ' = T j " 9 Q i  * C \ u & @ Z t .Id %A^z &Ca~1Om&Ed#Cc'Ij4Vx&IlAe@e Ek*Qw;c*R{Gp@j>i  A l !!H!u!!!"'"U"""# #8#f###$$M$|$$% %8%h%%%&'&W&&&''I'z''( (?(q(())8)k))**5*h**++6+i++,,9,n,,- -A-v--..L.../$/Z///050l0011J1112*2c223 3F3334+4e4455M555676r667$7`7788P8899B999:6:t::;-;k;;<' >`>>?!?a??@#@d@@A)AjAAB0BrBBC:C}CDDGDDEEUEEF"FgFFG5G{GHHKHHIIcIIJ7J}JK KSKKL*LrLMMJMMN%NnNOOIOOP'PqPQQPQQR1R|RSS_SSTBTTU(UuUVV\VVWDWWX/X}XYYiYZZVZZ[E[[\5\\]']x]^^l^__a_``W``aOaabIbbcCccd@dde=eef=ffg=ggh?hhiCiijHjjkOkklWlmm`mnnknooxop+ppq:qqrKrss]sttptu(uuv>vvwVwxxnxy*yyzFz{{c{|!||}A}~~b~#G k͂0WGrׇ;iΉ3dʋ0cʍ1fΏ6n֑?zM _ɖ4 uL$h՛BdҞ@iءG&vVǥ8nRĩ7u\ЭD-u`ֲK³8%yhYѹJº;.! zpg_XQKFAǿ=ȼ:ɹ8ʷ6˶5̵5͵6ζ7ϸ9к<Ѿ?DINU\dlvۀ܊ݖޢ)߯6DScs 2F[p(@Xr4Pm8Ww)KmAdobed         6  s!1AQa"q2B#R3b$r%C4Scs5D'6Tdt& EFVU(eufv7GWgw8HXhx)9IYiy*:JZjzm!1AQa"q2#BRbr3$4CS%cs5DT &6E'dtU7()󄔤euFVfvGWgw8HXhx9IYiy*:JZjz ?6E+XX khKXXV ▰+X* hT.iZVfc%ߛ~F ;{SҤ/_KgA*:qHPm(-/YhMKguYn2%{m1"F`J[yGԯ->ջ%H5:rHE^LT`lLHPWk:^q{merͧMkM),p%ZZ-b]v*UثWb]v*UثW>E-b+KXU kZ]Z- )k-bk\qV/ƣ";che+V9U =T~Œ4K<7wju+;+ [;DkD;h JxۣU=qu88Ŭq{8#G~^˫+}+9ԥ^m45kC.Z {K'M1r$S4]7+mgڴ+G mn@i@u(":9Ԡ2ۭy͜./lcyzmOiQ[zPO_ެ#}r&1<ӝz=Gxn.ΗV#Y"ՠPţ(UVNDU_rMw<'jJK Xӑ-ƴڷ%:籷޷6ʲi!ڹ?´ڰ+/ˊ꧑95?5?9ոm*0$!OF5:2д6kii֯4[f⳧-K+<'16H̊Z]]Z]v*UثWb]v*UثW>Z8Uإ k-b`KV%U-`V%- Fƨ,}Vkb$)#sx3ljGssA LcS*,@+ZٕբBȥEsA Jje@BH@,+և4QY "-$Q˂K=cԚw}=o[_X&JT\Uo-DψZRZ`Jm-enRN]ZZb`KX425)~a:w(O4L\Ms7% c7!{[-q>geTkKOYEsE?)mR_Ά/t]:4ik\5›k+ky.!$8¶Ai-'ѵ+ QӵA=I,+̼kI;~%$&qk=f[Ȭl.mlb;?Vm+'gՂfG[OsX,3ϡjPF%|E\Y1 4WC(x**}$ GκO[󷴲"AQeז@I#ĚK?7ih>ažCNl=źEKvQ% 74{nüO;iBu|,eq;.G#Oܬ?dDd 4)hkkI͢VVWi縕قf{yT\ȶY9yF}w4\2ZFEd6c>_DvFYK (lԽz{pYp{{ثWb]v*UثWbFk]Z8U`KX*`*Z\Y<|r|msqmrA#E4l9ea 1pJ/y~1ijnCeTQN/%ɂ987Ȳ C+)A9`ڦEGkZb+X- )kZV%U'+l?Ͽ!h /Z`Tl0 Olh~QpuZۜ7z5&54 Q!Ӣ3~, &yLe?%Z%~[滴waٲDD4Vv*UثWb]v*UثFv)kvk]Z`KX,cYjMkm.&Zd;kZgE<(H_{c!<7P[0ié^UKOZjLz֯A,g{tvP$mbk-`VKGp%U kk]. grgc@ܒNA"H]+N$tWU{n?iϛ/gWKLƆiyviX9,Ԗ'rNnc tkL &Y}߇nO]e2~ZGsTfF`KXWb]v*UثWb_Nkkv]ZU kZ8X:?kL՛|Uu:, GLpũ]X1H?PӮ"5IPЏ޻;^>/xF`KXثWb]v*UثWbN*v)kyϙZ~eln6thc{,ZGļf~aU/,o[hM?s[`ӌXηIQsD/"*U}sE>aVUtM1Tҵ;[9I}9'xK| џإSH5]0=hu_V8n" Wo*d)5{ OX-`4%3ʰ3ꩴ+eՊ+󕛂44-$4t2dr bdbLZR6X!j{ W{/0:i 4GffFWSk9(LIAZ-`KXRkZ8'^(L˭aiW_o߳ٙ&uǷ9>}R7i7D6%?~o΃PyLuM*1q%46˄Z%$Xt_xĦ^R4?~y|aumk%9e`*@f 3#w]. $I8ץxLRAVx-ibiI* \ tS4vXлVcbWbCiA i zN_1p[EWb]v*UN*U v*/.Կ3N &?nc7rNU'V4~a)Saɱy,hWhZu(P=Hgny:We#ʨ$>k/yR_WZyR~E}kI=OF&~le3TR: f}7W{h}4DG sUFse"yy0?1|\]yfMMgmuZ7kyjrߗw;23#e/~`~`yWѴ;mPire_~ik$,A/SG2+qNB @&2ǐ87|1_X ^"ZsU)^<,ܰ'otʟ2ke=cYC)tF~},evo^ "ܳWb]N*UثX?~mkV<啳{sqkO؈J+~*αw/lm.Rqy$&# VxdUxw~tϥjzhץxtetФ]/m,_ߟ?/5O.Z:sk:-v'vf8/im/Ǔnl)tXH@-JV؇e W8m|拭'K̾]9ŹGrZ kpvBKjI^Zw[iZ u34eKIsEپim6ӿ6+BK-OO4]-ȤԣRK%SZ:xXUuM/uo/iIm\nF}BR2ʲDtoOō-"ɂu~_^{n/7?OF3f6ÎUui%lŶ2K.,&(dAz0a;zzO7tN]-wd(uh_[6OԬuHKyERD5|F`J$;AȳhVKG(s]49ZmS`[vv숣w?ʹfձ`#Ǥq?,F5ޯϏҩrwp.֒\WpBlu+Ja mJR̵)/&2'dUثWb_N*Uث+\[5 ?[7R$ʼ\/CN.$H'ԛQ\hLB^\O~B]@پyZ58u.ZqIoQ]#iSK/LԬVhpX[ZnbWiK?'w[_i:u̖n.>BւpU{ .9XVC1:iSաҒ< w:PRG/Q _Mgκ\AujgdrWdIЯ7Ǘ5#d!ֿ4egFz5ٵ*麼Ҵܲ5\ްڱ;ϷSwdUثWűՊ*N*Uث+?5<͚|ڮ,ZKoDuOr~Br3qn '採uM_~lѢ49eP>3OZLS<}i%5zX[0_Q~x__.T,m(ݣ}幕2uqF9 [aOK.I.,m.-xoKxxpuKj׿:ϓ˖kj}f̤vO8q!-O*gIQo[R#\2bfh֜isV YF:pMYPyC5DWd7Q@n*dX\\>8w,m6aPw#AjTdKrV~ hʸ^O<:>2r>997;dO?vZ0U* +yJY/_QggV"*g DWSȏOqV^L5 $h-\Ce 5{VXbUFmܜYV`9TRV-N}1V>ou-}4 :3f-o.newKˈ@~J| mQ?4KCRqJ5K/CE e|MD_^/f9G/^z7<>n._R>L!Ы#+s zjQJd)#yReYHfA&DR/'又W)/ה:I>F̬FܸzS#/j-gMյu-" 0@W*m);782տ,uGͷ{,m)t{UR!"/Q+F\R~FoQnC%x*ipFUGJ,/n~sh ppdҶ1%~Ԯ~-Yߖt8-:2i6v1ub mV \ LNy牧՛|mk$Om  $n6n>ҲT }Hf0&U>BꗷW7Ѯd1Gq'4HUf,?"dd8XvQ/~C;ٯ.+gLq'- 8'd&^K I5/?/b 40ʬHD*Ѫ|qUSo '\Ic$uI/QүlcC=܃68O9pXjq%rK佖=–7 %@#?F:Hxc)kdoaIRG21iP,džROVMtcW.^gW`+;mB5OY$'Vd>9 4"2ٻv*UثWN*UثWijrmu][0i[J;֔YcVK!x7D9sR/~oy{5w6}=}ѮfMAO%fkhu1~^!R3ze&Xd}Kq=Oꡍ`vG/,^)|os ,i}c+I|\8/sOX?:5?0~XH%~^ku J)c*> 7Xusd=gAM9dH CWb\!.hYD#4I'#Ls0%v6'ms_3E^wm nP:~yu2%Zfra6S4.znr?' H>8\Tq[ d$(W̿4qbj^3z})6n-铡e R{I%H&trB![$ąqUzKnMW(G4]>^y[IGC_NE10xE$GZg;A T-˫jڮy}o.慧)҈$1¡F13=E^]VmGR5GyѬ%TgZ?/^x&t[KkH5ZO{_A5 -A'J%xa?ⴼKNDo/N04/93۔gX)|hαhݕ1Yb *<*K Z{y-5f_;Cn}=V[%k%6<p٧/ϾpNkB:Gu( Г؛y~nr;č]~jקҴKhk5̑,TkD/lcr$ޭkwjNX%˩6 :JH9(S4꿛y Hhnu(4n亁.k%ȟYy0.9Ų9(k:^lM-% ;ILo;%#UV@33VP̭KXWb]N*UثW>׼_l(W:Ŝ?*֗-&,k="&X5!r0۸b<yZ{[7wmi#i05 o_ӶR#趶+OP|L"SD*:̒FO`VC_5CдK;+17uţ5QGx4:b>ɦC ZjZ`eQdtP!y#4p|\_VG|iBLхVv-0D(ҽ"WRςGU|ӛ|Ad=gM:^y"GL-m⭪3 !IfceNJ;PԴ}/5> u {Bi{?8,|iCe_%P3VI& NǑ4&&0dNDJg- *6\!YqV"_BD _JUH>䟇/3:е=ᱷ=龱ʃ0$Yo5ߗ$J)7ܱ-*N%}&ثⲵ'.ݏ5/),SܹӮ/ޤQ$SxӘش<)Xe@Im ;XO2L`4rA/),`]~T7մj[ h͝’_[kwx ʨgt ?%Eͥw~aӠ/.K!hu 5 *юbW=~MN\`}ij+ͼth 5f^.H }[_+6BZWb]v*N*UثV%h@|wa}cZqBIY9--s"⪶_^ELJDGӴ%>+;,>&'/l. $.%-J9gx㎟_KUmy.M.M>-ttViGs ~FT.-d'u%n*)ƪdaɞYz▼k{mcVZϚLڒVaU**H]R<޼gQz7叐<mXz؇OingOW ^$[ˊ []o#|՛|53릝A/<# x-^FJ`6C)qXGnNDn]DdROt/FY4hje1w43ԫ{$y[?'4MK(dY"%Zb+Xkk^[@RH<9(ȃa /"7ndyfTudO_7zNҿL: _f95[ݚFFNPL`Z$bPFL;PGcɶ*Yz/?h_cg0ï{VMvlQd细8*y,? zY#9k]skÂm%6ǕIJE~5hC L5Lfi.tV#R@r ԩygYXyuI-(\d%OG?sn2>61{+m-,K*Ob$bɮmhVOSIQ/Ēd3Vό]%ѢOX6߷oJ)Z/^BҪROM8I/G# LԬu]6SOe{Om2֏[}*"Nv)kv*UثWN*UثWkk%Kv;uhZg$ǯ˜w[˝>[Ѯm$k;7hze$oȥI'R$w-upu 8ץb&yZi7Ê.;RZݽemKOQ҆ȷ46][Ay9-̯JpqT& Y,-o/)rfKY/ xr, _66lMRވXOggKKGR_0٣ޡm_ck su.k G2| _]^m(D?-5f_=n: C 3>iղ2ZJfS0 ^IsO~fU#w^R('Xĵ$rܻ@DPzg|Q+2u'[e"Q@2)oZ)hV%i- )Aj\hC-_8~^rWk~YCm YfJ+K4m鈰l"$u($u-:Viz~|{t~6چp7_Q%J\\<uC+}*=пi(+qRNQÑZX ^t;VgmGL"@ݩ)m)2+KXWb_N*UثT.uIlQkfkE2Wp cg}U/|KBdSmom ⅷ*?-/4/5.Yj|f 2].*̾:pL fF?Vb%gmV"7.V PFe-sN'/L] $aϚ?ߖחYݏ"| szYp$vZ8R[.8XbkT9P3y2ݣ!,'p:2C'.ÚXĴg VtWiV؃{H;95ɱz cߜRu͈1j[ Hcyy\?dY׵O1\yȗ0ĊZPѢכ|\S|yρenӿ33̚.:es Y,3(FC5MnJ,bn_mrF~~[ sEsz4MqoN&Xc,T H> O/]N>^ҭ5TKN=%z' ך7Bkɭuisks {-Ƴ4n_[S-DiZSoymqJn2H?%9J-5|u*%\55O7-W#T$3V0\~vyV˚yu m"V.ELQX$99aޏV/py3QeoMYYE~[QOZ9 IT97Li# !?8yrIcvbkf_bVo鲯ђ ~lu_i[Dqܛ+6yG$/̈́J2s\>䰿)ݬ۶IJ"ݳ3)X<)' Qjd-,hrV@UaI#q!(hc/N*UثWb]v*v)kvrΗj?a,ͧ7}6 wͬ2Pt1gv1Vs|j+CϭXaFQj*=s\nFAS@$#P(8*Z-`VqKXR kZ8 E)J5] f@A 8A2/$o̱;iiK{C7c'so"6oIΰJ)) WG0#7`E<H$/ݶ}?b &|r5]a94jSbuյ ٻI,Sj~ |M9/Ygu.˯jzܯˈ[ 6q+]܅g5bįU>$͆Ub1Zղɨsg^[ckauygWѮBb(xo8ۛSY>aS;P}?H֭484/S"S򘑭TCDr8|/~R/0sڮz?. R=3"P',t)NA_5ͧ>Ɨ:ŞLw ) ?m?s/O>尿\9?/.;K!7ǫYҸ<~YT_!;KX kkZ].Z]N*UثWb]v*UR*U f٢l cZ_tkHMjqVU1ġQ@. )kZ8X VKX [ZR`KGVI:aPqKռiw0 kL"LxS>Z,CK `KXX* )kv*N*UثWb]v*URUURv*-UZZ+X Z`Wb+XnZ8 kkZZ`VKX+X U R*N*UثWb]v*Uث+XثX%U RkkZV%ثX khKXZkp+X-`VW`KXX*]ZZWb`KWN*UثWb]v*UثW`VKXW`KGZ*/:|dZNǯ{nIZ]zs$Q$X|8@7F)/%ɮ-M8Im"˂l"J qW`KXZ8 kp+X v)kZZb`VZZ]/N*UثWb]v*UثWb`KVW`VKXثXZV`z68`):ZAaY#n-No?6DMįSQZH-{Jt[K]zFѬ[ kgj -K{g*xXTdY5ZKX RW [\p*R -U vk]qKXثXN*UثWb]v*UثWbbWb]Zb`KX*kqKX kp+Xbkp% )vkkZ-`V%ثXU*UN*UثWb]v*UثWbZ-bb`VV%ثX*- RbvZ-`KXR`KXX*`KX+X UN*UثWb]v*UثWb]Z.ZZ *U k*%ZZ8R+Gp+Xh▎kZ-`WRkZ8*v)k[._٠Fni9`Kc )`+JFIFHH\ExifMM*bj(1r2iHHAdobe Photoshop CS Windows2007:11:26 01:16:10q&(.&HHJFIFHH Adobe_CMAdobed            {" ?   3!1AQa"q2B#$Rb34rC%Scs5&DTdE£t6UeuF'Vfv7GWgw5!1AQaq"2B#R3$brCScs4%&5DTdEU6teuFVfv'7GWgw ?TI%)$NnN̢m׎ӴjkٷSm%z[V {7c@u2Q}+Ūb&?*.a`HkcZ+=~=oO[^JvkkƻU~#gm]gUXZC6-oq_;[GANut溪j_7өun7?6Uc _kh~͗5[cZ?ZߥF7ml%9g}bON~Kr}1HP}G[ݳwTY3&AѸTmceXΚߺXe}2IO-\-ܦW]ޓ]Q/? aWrꑲz6 Z#Ħk{>Mϲ8eы%v濜WGNƪVYZ݁ѳp`}W ?z%:$JRI$TI%)$IL^=hs!"A ~԰zf3mMO c[b]zX݋tt3[W\.hb#gd*Ӭ?NG;j?a-CWrڑ>ubxme., ccWfq%z4@幃r69R<8VGI%mI%<a2(ʥs;Ce᷻4>5?h?V]}?K*93Kj+P|y2$$jA k2$5Ůk^Ӡk _I2,~ cgT,A }&-|97:1.dI$*I$STA~N]ľǘ%&\X*]E }Vz?:_3:v'F݋ò_\63s"}*Y OwOdR~NQ[)ٝN0Svݶ16s6YgzbC.'+Vͻ\wA9鿝m^GxĬ)|>_h?lI/Z9$k;䖍ȡ6}$>KֻoI/Z9$_;VI+t5u* N=:~v'?.a~W8a m ;g9F7iT ֎.É<6=G0HGoFD1hֿgv?_&d;:~`ʩ!,c}l}_!M?1̬9?w>n[>mAQUVӉ>Xf$d`}c6iO^7[ĸ_?uCqs=OŇ+?f}5sQ.s0(({Qc5C%mr}\~ӞD}6OuXunrBi ҪO\6m= }6_{^{-v9B/SsUVZk秔i<: ǀ ߋxTCHYV.hw$|'ܲI7K~5C#87{ggؙ#/ƈ;uN8Y.$ߠO' }B~]=1cgfً w?lI2FByyoT99ᮼ+1Z&7}GD:%wmk4\ς>9w?Z6?q~L3#fDc1z/ o(EAg(g ?E_ˆNE("߉rPO_Z҉zJ gJ1>ީ߳<88bW\6k uԱ6R|Rgzzt50^U;;lO_˕TX11+{H,{;eoTyAx^10륒M/ȳ227Dqk=cX'VV~f``ɳNLnсKj]iwc7=FݾkWi:dKwFM}GҗIi-f*Q^qoĴ )98hAX r|;j4 Hٖqj7cuD8x? n]&eu hvᤎ|W̲WK?AWc2{k?ceU}өsU-K&Y, ^g8pcR?61U޹\=*75_oka$%!DX+)DD>AzGSY~)f̳ tdjZCw/^~6UmD>/>/N]܊o,g#Տ_'@j'F_[ipq'q$~_L e6@i.vݽB%iPL:ņCHΗ<oqēvSay;F5"1m\vG?}L2 941WyxV̟33KfOV$G\^#,PJ?4do2Ip]W,XSlS!GjIp`rk>? J$p=.c\@oۿdQe6WL\Ǽ0;{9ҿΩETm۵plݣn6,ɀeԝVp˔5QXXETi"6MU2:]ݬtilYhKN픳z1oFzB}C[F1lcћ`&CcmZ\+9,9q&[U[WXF{-߿cJ%9$l%TI%)$IO3NU.-K?av~e4fܣSwoFʗU?lꅌwgc^c]G_wLF^}J?|Aa.fO0QPh}rwlY?w?_ͮ9ݛ|sZ,S%C41J&$J󘤒I%G3mmNorJl$U\8=a#U,c4_[Vmu5^͏`YewkM95RcOS{.+.޷BT٪7$HI$JRI$TI%)$IJI$RI$[?a>ϘRݴ9 >ncܬ׋QHuZKֽNj2I$$I)I$JRI$I$.Photoshop 3.08BIM%8BIMHH8BIM&?8BIM 8BIM8BIM 8BIM 8BIM' 8BIMH/fflff/ff2Z5-8BIMp8BIM8BIM8BIM@@8BIM8BIMIq Untitled-2qnullboundsObjcRct1Top longLeftlongBtomlongqRghtlongslicesVlLsObjcslicesliceIDlonggroupIDlongoriginenum ESliceOrigin autoGeneratedTypeenum ESliceTypeImg boundsObjcRct1Top longLeftlongBtomlongqRghtlongurlTEXTnullTEXTMsgeTEXTaltTagTEXTcellTextIsHTMLboolcellTextTEXT horzAlignenumESliceHorzAligndefault vertAlignenumESliceVertAligndefault bgColorTypeenumESliceBGColorTypeNone topOutsetlong leftOutsetlong bottomOutsetlong rightOutsetlong8BIM( ?8BIM8BIM B{&JFIFHH Adobe_CMAdobed            {" ?   3!1AQa"q2B#$Rb34rC%Scs5&DTdE£t6UeuF'Vfv7GWgw5!1AQaq"2B#R3$brCScs4%&5DTdEU6teuFVfv'7GWgw ?TI%)$NnN̢m׎ӴjkٷSm%z[V {7c@u2Q}+Ūb&?*.a`HkcZ+=~=oO[^JvkkƻU~#gm]gUXZC6-oq_;[GANut溪j_7өun7?6Uc _kh~͗5[cZ?ZߥF7ml%9g}bON~Kr}1HP}G[ݳwTY3&AѸTmceXΚߺXe}2IO-\-ܦW]ޓ]Q/? aWrꑲz6 Z#Ħk{>Mϲ8eы%v濜WGNƪVYZ݁ѳp`}W ?z%:$JRI$TI%)$IL^=hs!"A ~԰zf3mMO c[b]zX݋tt3[W\.hb#gd*Ӭ?NG;j?a-CWrڑ>ubxme., ccWfq%z4@幃r69R<8VGI%mI%<a2(ʥs;Ce᷻4>5?h?V]}?K*93Kj+P|y2$$jA k2$5Ůk^Ӡk _I2,~ cgT,A }&-|97:1.dI$*I$STA~N]ľǘ%&\X*]E }Vz?:_3:v'F݋ò_\63s"}*Y OwOdR~NQ[)ٝN0Svݶ16s6YgzbC.'+Vͻ\wA9鿝m^GxĬ)|>_h?lI/Z9$k;䖍ȡ6}$>KֻoI/Z9$_;VI+t5u* N=:~v'?.a~W8a m ;g9F7iT ֎.É<6=G0HGoFD1hֿgv?_&d;:~`ʩ!,c}l}_!M?1̬9?w>n[>mAQUVӉ>Xf$d`}c6iO^7[ĸ_?uCqs=OŇ+?f}5sQ.s0(({Qc5C%mr}\~ӞD}6OuXunrBi ҪO\6m= }6_{^{-v9B/SsUVZk秔i<: ǀ ߋxTCHYV.hw$|'ܲI7K~5C#87{ggؙ#/ƈ;uN8Y.$ߠO' }B~]=1cgfً w?lI2FByyoT99ᮼ+1Z&7}GD:%wmk4\ς>9w?Z6?q~L3#fDc1z/ o(EAg(g ?E_ˆNE("߉rPO_Z҉zJ gJ1>ީ߳<88bW\6k uԱ6R|Rgzzt50^U;;lO_˕TX11+{H,{;eoTyAx^10륒M/ȳ227Dqk=cX'VV~f``ɳNLnсKj]iwc7=FݾkWi:dKwFM}GҗIi-f*Q^qoĴ )98hAX r|;j4 Hٖqj7cuD8x? n]&eu hvᤎ|W̲WK?AWc2{k?ceU}өsU-K&Y, ^g8pcR?61U޹\=*75_oka$%!DX+)DD>AzGSY~)f̳ tdjZCw/^~6UmD>/>/N]܊o,g#Տ_'@j'F_[ipq'q$~_L e6@i.vݽB%iPL:ņCHΗ<oqēvSay;F5"1m\vG?}L2 941WyxV̟33KfOV$G\^#,PJ?4do2Ip]W,XSlS!GjIp`rk>? J$p=.c\@oۿdQe6WL\Ǽ0;{9ҿΩETm۵plݣn6,ɀeԝVp˔5QXXETi"6MU2:]ݬtilYhKN픳z1oFzB}C[F1lcћ`&CcmZ\+9,9q&[U[WXF{-߿cJ%9$l%TI%)$IO3NU.-K?av~e4fܣSwoFʗU?lꅌwgc^c]G_wLF^}J?|Aa.fO0QPh}rwlY?w?_ͮ9ݛ|sZ,S%C41J&$J󘤒I%G3mmNorJl$U\8=a#U,c4_[Vmu5^͏`YewkM95RcOS{.+.޷BT٪7$HI$JRI$TI%)$IJI$RI$[?a>ϘRݴ9 >ncܬ׋QHuZKֽNj2I$$I)I$JRI$I$8BIM!SAdobe PhotoshopAdobe Photoshop CS8BIMhttp://ns.adobe.com/xap/1.0/ 1 480 369 1 72/1 72/1 2 2007-11-26T01:16:10+03:00 2007-11-26T01:16:10+03:00 2007-11-26T01:16:10+03:00 Adobe Photoshop CS Windows adobe:docid:photoshop:ee961ee7-9ba3-11dc-80a3-ac1ac2d4bdbc image/jpeg XICC_PROFILE HLinomntrRGB XYZ  1acspMSFTIEC sRGB-HP cprtP3desclwtptbkptrXYZgXYZ,bXYZ@dmndTpdmddvuedLview$lumimeas $tech0 rTRC< gTRC< bTRC< textCopyright (c) 1998 Hewlett-Packard CompanydescsRGB IEC61966-2.1sRGB IEC61966-2.1XYZ QXYZ XYZ o8XYZ bXYZ $descIEC http://www.iec.chIEC http://www.iec.chdesc.IEC 61966-2.1 Default RGB colour space - sRGB.IEC 61966-2.1 Default RGB colour space - sRGBdesc,Reference Viewing Condition in IEC61966-2.1,Reference Viewing Condition in IEC61966-2.1view_. \XYZ L VPWmeassig CRT curv #(-27;@EJOTY^chmrw| %+28>ELRY`gnu| &/8AKT]gqz !-8COZfr~ -;HUcq~ +:IXgw'7HYj{+=Oat 2FZn  % : O d y  ' = T j " 9 Q i  * C \ u & @ Z t .Id %A^z &Ca~1Om&Ed#Cc'Ij4Vx&IlAe@e Ek*Qw;c*R{Gp@j>i  A l !!H!u!!!"'"U"""# #8#f###$$M$|$$% %8%h%%%&'&W&&&''I'z''( (?(q(())8)k))**5*h**++6+i++,,9,n,,- -A-v--..L.../$/Z///050l0011J1112*2c223 3F3334+4e4455M555676r667$7`7788P8899B999:6:t::;-;k;;<' >`>>?!?a??@#@d@@A)AjAAB0BrBBC:C}CDDGDDEEUEEF"FgFFG5G{GHHKHHIIcIIJ7J}JK KSKKL*LrLMMJMMN%NnNOOIOOP'PqPQQPQQR1R|RSS_SSTBTTU(UuUVV\VVWDWWX/X}XYYiYZZVZZ[E[[\5\\]']x]^^l^__a_``W``aOaabIbbcCccd@dde=eef=ffg=ggh?hhiCiijHjjkOkklWlmm`mnnknooxop+ppq:qqrKrss]sttptu(uuv>vvwVwxxnxy*yyzFz{{c{|!||}A}~~b~#G k͂0WGrׇ;iΉ3dʋ0cʍ1fΏ6n֑?zM _ɖ4 uL$h՛BdҞ@iءG&vVǥ8nRĩ7u\ЭD-u`ֲK³8%yhYѹJº;.! zpg_XQKFAǿ=ȼ:ɹ8ʷ6˶5̵5͵6ζ7ϸ9к<Ѿ?DINU\dlvۀ܊ݖޢ)߯6DScs 2F[p(@Xr4Pm8Ww)KmAdobed         q<  s!1AQa"q2B#R3b$r%C4Scs5D'6Tdt& EFVU(eufv7GWgw8HXhx)9IYiy*:JZjzm!1AQa"q2#BRbr3$4CS%cs5DT &6E'dtU7()󄔤euFVfvGWgw8HXhx9IYiy*:JZjz ?N*UثWb]v*UثWb]v*UثTPj:uڛ2iGҜ0~ *ֹ=AZOE)ncWUiڇcBꚦi:vv6f /1 U^ ĐʡMUAU zFlZUW#KH;0Q]qO/-ͨۢjs m9̋y" ⩎*Uتm{EU]&kcݯ͜ M7^ rW:iZUW}- 7%Xl~ F*T9IQ'&` ;TU1Wb+-oH{55 x3/4(%Z⨗xTIapNƿ1ULUثWb]v*UثWb]v*UثWbN*UثWb]v*UثWb]v*UثV# o;Rm/nw+^E*ayg=<p)ΝcZwz>A~%_ݯyVv>g򽧗.e9o%e3ʡEྟŹ~''?/y$ՓW[q:Fry#I iaOSpZj󧑵0Aq Pӵ(la<*̧vR%ZmE0_ǫƳ@M"1+8^~*޷O4kVzl/_N,/,YTz;X|k7i~Rў\umBw&*~ľ)[TImzϖ,) h%U/Iu⫬lA|˪í.Kd-XU9$N?bB./jwi w0%1E",i3t9mmNVZ$:@K^GlRyPEz1u؎( 1+Ӹ4V1UIg2y_]'Gmb ]-l2l+Nc鲺G}U41GbA=7}`S#^~e[ϕo5jmx@Qjzלp" VY~nrɑ]&y&Ӝq:}fUnO./_|XU4?1?GeCž7 =R_CR|?V?yW__կ*~x6?;~ Ryzh*iZx⇙>Xӭ-7X4}ru o5Ö1EKO6-zb|5YnBb * OoVF{q}m^-ON?PXX…Eəyё[S%}>Rq:} Khԧ=FgүlQ1zHWFOM/_('ZX~m;1zS[֬hŚ/JGk*_.*/Ouxu mViX#$`s+q_8Ny痺|}m{:4n6JG47) }8ދӽg/H_nm]! .qe )NdC_"̗<^.͊:jdm1*R+7$U8#?!5/2O/v6豷}.<} qC:]v*UثWb]v*UثWb]N*UثWb]v*UثWb]v*UثWb]v*UثWb]v*UثWb]v*UثWb]v*UثWb]v*UثWN*UثWb]v*Uث?/.f[KtȆ>rnj'.?U|ߙ]]Id ^'a}d6rެ5jX>r7j¬dkRO+~jykV6ZֺF+FOI][ US̿:6YkzmƟWb?IZۢ~r q"aF>?EKյBC:P_ڴu E_ќF3'b|(thɵIXGm] ƠH|mcGuM+Jӵk&+EV`hbO4^Mbםi[jwZo^rwLTU9?oűW?/{z%K2Jh)E<[$iڋit=E#{+x"E18Jتyv*UثWb]v*UثWb]I/^Z%m?OUy J3cN?kH&h~|Wj"`QEoz఺H_+[-ŕ54cduU^m#Q5}V}CC6RB?Z% vjF<M1T <75!ԀY~`"^NJWb]v*UثWb]N*UثWb]v*Uثʿ9/|/)Y-K5 *MhoÇXy+?yO~c$j& F5HjxYiT<˷+O[i[k7䁥V/44x_QAZ#ZyRˊmg3Hđ?DP:>'|[[ m&E4]^3F-#6¬^bY4 ңK4Ze`z0VNbOU!F֬|6lHͦWpC#$Nn+^KsOZg<0ێP~e5Zr76zqhH^&VVZqe^ +}U>ֿ,{'􎡪imz=Զb$jI@OX| yLJ\EiLjzv*UثWb]v*UثWb]y5יyEv"#IC2?^GvߒheQ':0kU\ dq}V{c|nϥBX-'nxiR2' oWd⫅Xb̏y, kF];Aԭ!o}g#2|Ѧȟrce9L|6H1,cPemC?^mYÓvxc 2Xs*XtR(3=+sÞ͛{~IQWb]v*UثWb]~~^V Ѹ'yQ$5_ĵtb7yKΑ im=hm8t9pto0Zj)W̆]v*UثWb]v*UثWb_N*UثWb]v*UثWb]v*@;J[ *qS|}kc %s|0j\Jj9dl qPaʸ~\GUaq- XQ I˥}%qTF*UثWb]v*UثWb_jqye;nzs'ycbWb]v*UثWb]|=5s_$s}E4@jt or\p l,DBH|2ɦPGh`n єxff A굽خbKBzөO~tZm`ǛjSw/r29n#V * F**UثWb]v*UثWN*UثWb]v*UثVmʑ<Od>2?cgG'ojW҅~/ofQOi pjw9)hcES)91*8r&eFM*0[.7\,$ -3 ʢ[~Qٿ쮯PE;)oy}W]v*UثWb]v*Uث1v3I9j~nay9qE"dFRœkPC 4 mlYabJgFbz/|H$/\Vkl5C_Rn<72^qnxJC6):0 Sv*UثWb]v*UN*UثWb]v*UBKɒ!Id!TH@'`_7vOj^+mM+ǚ<1NODŽ8X$@u_Z׭Z~5$2Řq _O|Y\w17ʂ濰JıR民1dn8͘QD?:_vl|[/Y9!sa ?$ȄꚢX]8o&XG;ɔ} _GrF\~FNk|+9 ǃ}>=&"S/7kig.& ,7Z4ٌx+?ZeڸN/LcGj%ݤd3-ԁd`O0ՠJ:h`>p[./q)w/ FD7F :9>%.W%&ѻ1>C]qǓ%7yw͏lȲbYGofof_&9@z.[^įQ0Gb]v*UثWb_N*UثWb]v*|)۷ߕV1?o*FmDq!^a]7RB}H"OEJoMs& 7I,UeVb~@f<0Oxv09?P<ͥ]][]ǦkE #I"Ey!~g/k3?:%9đˋ'dxe(pq2wPJS~VnXEy ]zH"#>xٶٻ\hH"7⟳Ҧ?RÁOS[ҵk/5Hۜ6!-c./a915-*ʺ617ٳձԏr(!q?&Ìx⇅,4}<2rмwM {I$E0E1KFpa"&8%#)OF#U8$!1..p~y=p ͚l~Tkké]^!bMG֏Q1oOY,Txb2Js}/\]8?x,P >=y@츽8}de5$_>ԚP;<Xg>܊KԾ/찪=Ia볳)Ը޻9գ/?阱˼+u\v1! 7'yϐ:&٠xQ![/kXUqJ26r=pN!8%ƘZ⾶[mQ#6!ȏMv) VNDž.ϋ00_ iOM=oRKI-Kx&aN7_b;J$ }<L9Yĉ Lq$e s}_QA϶ΝZ g\4+@xn^qXU_qDx|N?xӚKqo7'l4~zrvK?c1+}7|a[\CsNI$jF^_OU`lo$ס鈢(ƳGÒ<" FaFNpMt3_3|-&HuaFfFgMoTǚ :B 5e΋MǛthzv{[³9*:b]v*UثWbN*UثWb]x-yb0ZIUQԒv ߘp%Ӽy>&ְ:6v姼<&Q{^Yd%G%I=sI1ic@5cJN|qz^%EV[R4@M*rHMDdZMLSҕY%]yT?|lyQV}Zs~t;;U$[9)Lh1RVRTV SsQ`lkZϧqkuxy2,k"Bj0KO87CKlbqJKKE%SE&羊HaH$x  DTZ1@߼ 22i%!"|a( XfE(*A$9\@(y ?MP4ؚ)|.<ُ>°‡#/ثWűՊ*UثWűՊ'o/L1ٱaZʳպfqͨk¶$3Œrٚ?wĜ:./?6ҳʵ)'ޥGM奊AE4ڵWʹٙ'E/;g\<\5)[7Zy~-@/ѩ`j8!c`W8Ŀ})T3qx'x=\_}Jv~HEһCe˄A s#.Q?p?&}\ }2Ow؎نV,e 2`!$Y1&E ,9hDPeMAfN,'gSAD='>tI e$>׃?ْn?<%o`mԳU UWb]v*N*UثWbX*`LC,!o*˚0[qaCQ|͍S4%)VQعv7b=NnI6&SwlRrc\pFND``$^a䑂"]h$ ~?֏UpK<Ǣ:񻉵 "RZ QΦb+gUo'8?ϔ1lc9я'lmb&"7EjIiO~7SFSÎb,?\g$oO}9#_$zލy ͽQ-ŜH~m V84*Y~Q@8e eoq?KJq'9#c |OSvntaxKd`c{[hnсNG[p{_ ceIx"Qrax9L/1Pe} I**%x;/(>!J8x=_ҏ./M,#10QOG^cs[=dVJS9qˇ,Ss K&ÎQO_*<)<AU|,inKAySI7ʼn_K JF_쿉9tr FQB~D/ɱ,wOgyX\GHK,ihLƤԅ'`O9{r{jx(ZW !M$ <-F(i!eBЌ.!EygBZjDksR}&cC?We du5R3}(s+F 5Wb]v*N*UثV`qW~a{iZ˧qu{D++_nIl?jΧ^Iw};<#OӚ<̍hl"1e'chȠL9Q|bH[DQHƥr Nܚ e?7l'51O B#W̜=?W2? iJ32Rr :& \G VI*~%ljq9w_# 6{;آ-kgfZn)#㔢dWɖhFQ>R Uo^iךH n^3@w5*ze)D}0/2j!$a_mw wzK[eq㺍21eA \!2 t]w~\]?}kU]v*UثWb]v*Uث:UTp1oaZ~_iA.>ZZٚRaX%#7q?KIf8;|\3/W=?W:|W ld[461yE2U?`NLApr}N$D1/:›@-2{93D@iAA^MHX12|ݫ>1(qzedk4D`~*S4LI̖d"e38K|+5ng`̳P؃,Q2ɯ pJp)#t%jq0ͦ' )C×bφ`^08Sq/ L%$.XB-:K:/S Pw9DtLxereOCd_ӆ3vQ")!bx?*5x1(̿Z\FUm)bBǓ$Y`Lx52h4˾ly }l4ڹ@=e YX.l%2B7ܟ?Uuib5'hc"`̧9Wb]N*UتQo6h~[7w!{+ɖ0[1_יZK;Bl[!x?Y댶vX˛¼I\DFʌJE7F*VKhD`#e?rmM"Q;oÿֽGrۏ} n"5-t3,ghbjcRea({"g$|#/ 2~#`"qalɇ\uŏJai=a%ݿ8EGЄ0"Ardhla, 1CL=~Z55^HX\1W\rd}qR}2ԩ]94aM)!CNGn/_,u~>Ifɏ#F'hKpަ\BiVvSX),)*TN hGp.W$p G&ɖ9=sB<~OKU̲pw=T║^xsLCO)gr0K uS"zZ[[B\ȼ~I$[ qr^B?GRѤ3WLDgBX榣)JL~>lC76a@s}8G)Kx}Q@ê#m@̟Ou꘿P~;u'ׇ'ǗcSc 7)?2?y&?1?.IV^??̟<꘿$MO̟O_ɏL_KզE'׏O'//% ?"k'ǗcSciI511wOȤd_TĻA'ZoRxd2/LbL] 7)?2?y&?1?.IV^??̟<꘿$MO̟O_ɏL_KզE'׏O'//% ?"k'ǗcSc=uZFjL_ ͚+w626hu_Qz^|25lұyycX$uapR}>̱ܲ˥'?╳ٰ6<^~XuQ3 >>԰j<r Eˢ#.(><e4>TUi{ M]}Pݶ f(.zIam>.? %9ksWd꤫oC$etoYh ,"h.a IuR@;'# kÚ9"%! `P"$ f:w:>^ uD* USv*UثWb]v*UثWb)~1gWiyY<-4C ddR+=Nc ,reE~LA iAı f$KKsJnqN [H]O(RT|ڔ`H4N鵖yqjQi q'6%<%>fxXOY>g/ǎ\HGHVw E2 u2D[A$!Ȭ#*1%bc/(Yv*baE-+ؐɒ LE ,YhLKF_ $(-ydm  e֓_[IuGXq$.2sw >ϳ/'DZʵ"(ŧgO.ӴUc/SjذMk\ўK2>?c\h6m%ӵMHq(1 1uOf\. qO/O /\T,56KL YXIk##>3!6n}~I|Ǝ[8rG#\qS'YO )oߧDj<\Ѵ8(82@jR'_.XDqG,SQ2RWg2Lêih>ݛ=<ޛш yڜ8!. 8yq'1 8e.?Jef_b亟DwNa$ Pc^F>$|EsWں4\PN_ J1iq/Ó?_1<;b]4F*6ą6\,Q2Z$-Ee52qrB-KoB1c͖T`^_ٱ׼o^oR3f_s}8y|eEFiD92LU2仗Z҅JkTx4KcIųS\XE QjG[lƛٍ'.iI˂6*e2r"LeȖapvTf4UOaiqwq5ˀ@[9CC FOݶ[)>e]ܴC눇?u]j$ $Pد8!^e/Gb讵H+xZBx ?OO%P2Uڻ"’F-?/?.>΀Q),ѳձ/+zN)sƣҥNt۲ʗ±*'W,<)Gq!C, R@͗ƛ1d6tȼ'nxO1盷F&S劯]v*UثWb]v*UثM5ֳ>#U~VPeȻf|td7^-5H;[ٔrF6ٍ\rZg9F\ Fy- E\r4Q Oe;^]DqR[)cGC$i(18 ?ig*ˌѮMr@"em]v*UثCGX$ lZd .4d@3ڮe;kߕds?Η];jͺ4/qeM@?/W: $Lvz<̚ڦZI;qW~e~@zǫyqRQ5i,X%?vk06XMp.X'*=i6"CJ7V@3 E~X0TOȴU,Ye\RqG ]a S=Y-q|aY2'9W"}M,On#x?OW]v*UثWb]v*U/\kY{_a֓蚾ihNR RJ]E|?͙ 1! ~ RreM{6jh'BIn%,޳,i"&T)JG&A+x>\T'&W?~GT${)gʷ pд* XP6n9 OS~/n":GW_Odi#t -P KhěS$+Y',|?׀m<9b.\-wm[Jln"Ә/k:C2oX@olcp;B! h2ϋ6Oղ!4x2.08%)?-+Ʃ~>8›pˍ>9ױ-3IWbYcRNgύZJUjWN*U~_]B‚ @?6U f(,f>~UT/"zi `oYsHOc͇속lqdS{*1o)&TCpDUdi+EܭjHYE+zą}W &$KWSKg֓^iח^@xa\R>ɟ4Ii#8G_?n:yh e7! s }G,/O*Dx#oeyRL=V_$ OSeT.Muy-^D}J}2;:@ /9`pe?Z,xx0G@G/ PVQʭw2j2#Pf|+ a~?FSL \?)6ytѢAg|#2pq7l=8GI+f8r\5I>_lK:U;0\HxNّvp]jJefe/e/(faX|oe/ֿXį h_xOw)~P?%M >/ֿXĻ)G5<}C7xK4/'Z(fa?׏_ ,?]п#>RkKš|^?_3wwSB|?kxKn. h_xOw)~P?%M >/ֿXĻ)G5<}C7xK4/'Z(fa?׏_ ,?W'D` ?}1o1A=%G2󾲠P-L٣ՊGنm >jlN[YR($aZ|o_,lqc5)Q}_Rky{{b *bN n (=Ե}H7P%!$rf#ire)WhɃOa.QR(/l.Dq矂3NQ>ңq+Ǩ"b+?mˤIrq?vRv* ."h?VݛH=2s(Hy2DMYfggu{uFk^|K32#dq2T2Ve4#M%I&Y(i$Z$,Xnrǜ;|=nnH?|7lC2;C#POC_thpOr;`g͞Y ɒ;UOMBT b*N*UتեݼQ,2E bؤx7AQ.2F*iw^??U]Ƌ 6緹 E#415"b¤S0;硯͇.8<.)eg<̗]y[L<.?B2?ZN7Ov\c6OGDw"/gcpqpG,e>8;_)8Ï^& B_8(G7JRFߦ"{kU6⑷D]CN dLr?^8G&/Yjl9wJ$|\Y=4Sɳ{?9vW"}o`?ܢ|r_BC|UWb]v*UثWb]|m)m <~z3^{o-yKLTHnk H|\K4 Н6I;/Ǹ鲹%ϰ«98ÊʆI=8~gi'*8S`##/䲵9ʟ4!ֳ+L܋[`QޙKf'R">x}&֗ʾ-ܴ(ٴ^gC_|>4|PcL%w#O]+M$ f$X)>8Yoi Lv2;Q$f$L RLʴo+ϧiwA)h˴eVbOGc6X41c)to]>_13([fc\2\_ן E˺$UE'2zS0epG =f Vz-d$ P?o6CNcሌncS>eV%8j$g:L#wWO3G >d. in5▩OY4"s,p]"*׋ҧ)! p1q/DܘO&L$g01('Ў@10eo L\Y|dI2D6/9]T`a d[YnEKˏ ,kpْ݈57.)qs{/<)B^$ S#ί$cP/##j|"{-/,0X }0xo,_͟K<4ԯoϙfr|?-?r?};x[-$# 610$R<)Jsvyy?ޛ C+6]tA˒\Seq3;?aΓ`%{[!pE~\Eu(Y!?|l6_|n_;ʜMqy_M1HwV_*p5m3q!?[-?T?R;ʜMm3q!?[-?T?R;ʜMm3q!?[-?T?R;ʜMm3q!?[-?T?R;ʜMm3q!?[-?T?R;ʜMm3q!?[-?T?R;ʜMm3q!?[-?T't`kGj>1Rгի<(Du&X*d=e(/Wlhm/gO#WEjns^rJ<b KH%uzz^@lN⹊d@#Ό LWQs+4"bZ5EÕ$|0mޮ_ĊVo'p8D ~v _pzG|_[[V욛$u%|VxdžkNy縕FWݤv,FR26MP8B"-cW$+⎾k+Z 4rc<)WZlDٌI? k_J2`ONdJMjFo`%`ّRKoM~Q{?x=W/KƝpܸ{qpNj#uZ ۈaC#I]TaiBRz|r6c9đJ.eۊ@۔b j{b'+8DP}[}K#5kxV.|#yּ,I@jɇğƩ}'RWy3-N91H-f1@n(u Rgb]ىI$f{ˇQ QioHaٕ_پh+y<~%~z~oɕmt^m"I&@_$(5 bWb_N*UثWbPޅkv/cۭŻn[NB(L|+fMCJ{0Ŋ?ge4=O07㧣ŘHe*3E6RbR\%e| 0W]l!CKŦH)q3KB3ƣ:n^N?+㦿<ܺwqt!]v*UثWb]v*Uث/ON5Yoev;n5sw(;f4ȣc锗&*땖п'b(ZNZl 1%I$T$&\\1h.{N5eU'c3q +76$?Untb5z;Fyot V5$x|+=2`u¬*UثWbN*UثWb]E=F*O7YY/%KM@՞!'S<ݎ%/5}Sѯd#Gf6E )Qv1.)"3D.Vb"L%Ul ^E+ɼUMd,L3uˢMDgOKvhrKè}kUثWb]v*UثWb];Zٿg9w^ l10vi9GG&*땖п\N*(%c6BIrI 3.屋DRyVKzin?ieљRsuiDF+~ŏ|if,YG/'n.Ӯ-'ET uSUثWb]N*UثWb]v*yl#PDh3{ vn/|[Z17F$-NP=6QI*UGFTP Uv*UثWb]N*UثWb]v*UثVʽQQ D]69,%F*N[[84.Yi-ȬVW7zNϽ}`Z|)*7l3_Q=UC!$j*UثWb]v*UثWN*UثWb]v*UثWb]H<6F F(" 3{-9G ۇ5]HE+&t_j޲fֽ>b]v*UثWb]v*UAU/O'`|;bITC*z|H7N'XBƀ\#Yȁ!nuJmФg6l4;vJ3Eu$1'6S{iB"Y"Q@1UثWb]v*UثWb]N*UثWb]v*UثWb]v*ukmuo%K4D2=8A~dCYu/,)ZM;b'j: .Gf;Iv4S!GBC+ GPkc!7"":K*z8ygL?ӆl\,UUثWb]v*UثWb]?j~ck.zvQ0Ȥl)-zef-i|{1.J*B81k-*c/9q{/oAZ\)}, xRNfi,*@uS銻v*UثWb]v*UثWbN*UثWb]v*UثWb]v*Uث| ΠYj.|.GA*[>m4grpj*FShkxP~?F٨ɧ0;2/+06"͎l53a39{[]v*UثWb]v*Uث7V?I]``1nsۉ7A~W!~?4Ek;HGhe_nhWcMXD=!u$̗K]U* ;v*UثWb]v*UثWb]N*UثWb]v*UثWb]v*UثT_ :M?VKgvda#\$(6=%]0n`{g:Ɗ`PC#g3#e)\:=I~b]v*UثWb]v*UثDO eo&S5:˺F -[LӣE UA4=RäZ:vlR.R( E4UQ6udԼw$)VMGF]v*UثWb]v*UثWbN*UثWb]v*UثWb]v*UثWbVz1W_v*UثWb]v*UثWb&B><ݩ{{q"j?nJA? e~5H3^L7n#T]v*UثWb]v*UثWb]v*UثWb]v*UN*UثWb]v*UثWb]v*UثWb]v*UثWb]v*UثWb]v*UثWb]v*UثWb]v*UثWN*UثWb]v*UثWb]v*UثWb]v*UثWb]v*UثWb]v*UثWb]v*UثWb]v*UثWN*UثWb]v*UثWb]v*UثWb]v*UثWb]v*UثWb]v*UثWb]v*UثWb]v*UثW^ 2 0@P`p2( 0@P`p 0@P`p 0@P`p 0@P`p 0@P`p 0@P`p8XV~_HmHnHsHtHB`B  1KG=K9CJ_HaJmHsHtHNN  03>;>2>: 1$$@&a$CJOJQJaJ`@`  03>;>2>: 2$<@& 56CJOJQJ\]^JaJR2R  03>;>2>: 3dd@&[$\$5CJ\aJNN  03>;>2>: 4$<@&5CJ\aJRR  03>;>2>: 5 <@&56CJ\]aJLL  03>;>2>: 6 <@&5CJ\aJDD  03>;>2>: 8 <@&6]BA`B A=>2=>9 H@8DB 0170F0XiX 1KG=0O B01;8F04 l4a .k . 5B A?8A:0 PB@P A=>2=>9 B5:ABdh5CJ\mH sH ZCZ  A=>2=>9 B5:AB A >BABC?><x^<<  "5:AB A=>A:8CJaJ2&!2  =0: A=>A:8H*z3z !5B:0 B01;8FKA:V0aD^BD 1KG=K9 (251)dd[$\$BQB apple-converted-space8Ua8 8?5@AAK;:0 >*phh\h z-0G0;> D>@<K$&dPa$<CJOJQJ^JaJf]f z->=5F D>@<K$$dNa$<CJOJQJ^JaJLL 5@E=89 :>;>=B8BC;  E$4)@4 ><5@ AB@0=8FKFPF A=>2=>9 B5:AB 2 dxJ @J  86=89 :>;>=B8BC;  E$HQH  A=>2=>9 B5:AB 3xCJaJ\\  86=89 :>;>=B8BC; =0:CJ_HaJmHsHtHPK![Content_Types].xmlj0Eжr(΢Iw},-j4 wP-t#bΙ{UTU^hd}㨫)*1P' ^W0)T9<l#$yi};~@(Hu* Dנz/0ǰ $ X3aZ,D0j~3߶b~i>3\`?/[G\!-Rk.sԻ..a濭?PK!֧6 _rels/.relsj0 }Q%v/C/}(h"O = C?hv=Ʌ%[xp{۵_Pѣ<1H0ORBdJE4b$q_6LR7`0̞O,En7Lib/SeеPK!kytheme/theme/themeManager.xml M @}w7c(EbˮCAǠҟ7՛K Y, e.|,H,lxɴIsQ}#Ր ֵ+!,^$j=GW)E+& 8PK!Ƶtheme/theme/theme1.xmlYnE#;8U i-qN3'JH DA\8 R>CW]{'ސ{g?x݈]"$q+_,y>8{7 K }xLވHe 2{Rܜaˋ??<ߟdžSr$L].<İT̟72S"ѵ_JwL&BJ05kZVyVy|xC OO|x>+<>@(:??/>5{yxFDdm 3^q5'=q6nib-$RB}}YGq=xK@;)^qbha79g . pUʹ;bbmc[$c'a}5KKfH5HL!ݦ&|mK{N6M6hq v|y 58+zH  *~ HHy\K*t@G>{sA}"))y sGfۡqǾ'w E1 [8>ܤ4Aбt׎~ls14_>,Ȭ7TT GqME=w-i>mo[oiBszbP:j5if F 9Pɉ* k\ A ;!N`.{I SցD p3˅5veU}AbvyA/g 氚 Z N+lR~aeԩj9&&CLgMʼn7a A0ƀHEA3~{q q1vƨl効9)>൜fN1N FIrdq8Y^:_73.|3 f%Jش?MOY s 3;} Rc0`d[鯠$ÿ - έhǴ"P 6T{TUٴ+9E28Y*MOt0O9Bݍqg7Ŕ9O)z?7#]u rBIHAאTpl>՟,SpT4@~BA%}'0+{eRF&rĪ#uu\{BHuM6`pG}N+!'_oN콶3a3dXZzCyCUɪ嶂ZZZ۱f,fAg-@`g v6V?Dhf6t=M&ʺ6ײ'݉#֚>d8s9xN=ڮjAv11;u2%M2oN1uo%տPK! ѐ'theme/theme/_rels/themeManager.xml.relsM 0wooӺ&݈Э5 6?$Q ,.aic21h:qm@RN;d`o7gK(M&$R(.1r'JЊT8V"AȻHu}|$b{P8g/]QAsم(#L[PK-![Content_Types].xmlPK-!֧6 +_rels/.relsPK-!kytheme/theme/themeManager.xmlPK-!Ƶtheme/theme/theme1.xmlPK-! ѐ' theme/theme/_rels/themeManager.xml.relsPK]  %%%(P"t,<025:T=?AD\GzLOh^jlJ{}0~&v J />ٴCEJԲSXڰ_iqճC%<vvO^p !(!!/XR$[N5!1".R$ni9`Kc )`+V@((  r  s .A ? A#" `?v  s 2A? mal#" `?B S  ?kk9 t@ t@ !*+Omnoqxywx~        ! % & ) * . / 3 4 ; < > @ F G H I R T [ \ g h v w       " # ( ) 2 3 : ; ? @ B C H I J K U W \ ] _ ` e f k l o p t u { |         ) * 0 1 8 9 < = B D H I P Q U V [ \ d e g i s t      ! + , 1 2 A B E F K L P Q T U ] ^ f h l n u v          ! * + 4 5 @ A C D H I T V ^ _ g h l m x y ~  34MNjlRSZ[dexy24<=LMUV $%LM]^efmnyz~  *+:;CDMNUV`aghoqy{  $%)*0156;<CDJKNOSTXYqry{  -.45=>BCLMUV\]dflmxy  !&'+,45=>CDOP[]_`efnovx "#%&;<DEVW_`ghmnpqwx *+34<=FHTU[]deijopstz|     !*+/09:?@FGMN[\fgijopxy  ')RSUV[\^_cdqrxy}~  %')*/0:;BDIJRSZ[bcjkuvxy~ #$)*./23=>EFJKWX`aefijnoy{~  ()-.9;CDKLPQ]^ghmntuxy|}"#()+,45DEMNTU]^ikvw{|  '(01349:DFLMOP]_jlrsyz}~      ! " + , . 0 5 6 A B E F M O R S Y Z a b j k q r } !!!!!!!! !"!#!-!.!3!4!?!@!O!R!Z![!_!`!l!m!o!p!u!v!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!"""" " """""""#"$"."/"3"4"7"8"=">"C"E"""""""""""##*#+#-#.#3#4#6#7#D#E#K#L#[#\#d#e#h#i#q#r#x#z###################################$$ $ $$$$$^&_&i&j&l&m&w&x&&&&&&&&&''**}+~+////0000 0 00000"0#0.0/07080?0A0F0G0N0P0R0S0W0X0b0d0i0j0l0m0u0v0}0~00000000000000000000000000000000011 111111 1!1#1$1.1/121318191>1?1D1E1I1J1O1Q1T1U1Y1Z1\1]1a1b1j1k1u1v1z1{111111111111111111111111111111111222 22222!2"2%2&2021242528292;2<2D2F2I2J2M2N2S2T2^2_2c2d2h2j2p2q2z2{22222222222222222333344"5(588I9J9N9O9Q9R9Y9Z9`9a9k9n9r9s9z9{9~9999999999999999999999999999999999::::::#:$:0:1:9:::B:C:H:I:R:S:X:Y:_:a:h:i:y:z::::::::::::::::::::::::::::;;;;;;;;;&;';.;/;4;5;=;>;;;;;;;;;;;;;;;;;;;;;;;;;;;;;;;;;;;;;;;;;;;;;;;;<<< < <<<&<'<6<8<><?<M<N<S<T<Z<\<_<`<b<c<k<l<x<y<<<<<<<<<<<<<<<<<<<<<<<<========== =,=-=7=8=@=A=K=L=N=O=T=U=Z=\=d=e=u=v=}=~===========================================>> >>>>>>!>#>*>+>/>0>4>5>=>?>B>C>I>J>O>P>U>V>[>]>d>e>j>k>r>s>{>|>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>??? ??????? ?!?,?-?6?7?;????L?M?R?S?V?X?_?`?h?i?n?o?q?r?t?u???????????????????????????????@@@@@ @ @ @@@@@@@#@$@(@)@/@1@8@9@@@A@F@G@J@K@M@N@R@S@U@V@[@\@`@b@m@o@q@r@v@w@~@@@@@@@@@@@@@@@@@@@@@@BBCCCCCCCCCCCCCCCCCCCCCCDDDD$D(D5D8D>DKDRDWD^DpDwDDDDDDDDDDDDDDDDDDDEE EEE!E)E9EFEQEVE^E`EmEvE|EEEEEEEEEEEEEEEEEEEEF FFFF#F,F2F6F9F?FIFPF\FfFhFkFqF|FFFFFFFFFFFFFFFFFFGGGG G GYYYY l3l4l#n$n-n.nEoFoYoZorosoppppppppppppqqqqqqqqqqqqqqqqqqqqqqqqqqqqqqqqrrr$r-r2rArBrQrSrVrWrssttFwGwOxPxaxbxxxxxxx'y(y0y2yzAzBzJzLzPzQzYz[zazbzfzgzpzqzuzvzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzz{{{{ { {{{ {!{#{${*{,{.{/{3{4{<{={?{@{A{C{K{M{Q{R{V{W{b{c{k{l{o{p{w{x{|{}{{{{{{{{{{{{{{{{{{{{{{{{{{{{|||||||"|#|1|2|8|9|=|?|F|G|J|K|T|U|[|\|a|b|f|g|n|o|y|z|||||||||||||||||||||||||||||||||||||}} } }}}}}}}4}5}?}A}O}R}Z}[}b}c}m}n}q}r}u}v}~}}}}}}}}}}}}}}}}}}}}}}}}}}}}}}}}}}~ ~ ~ ~~~~~~~#~$~-~.~6~7~;~<~>~?~@~B~J~K~S~T~[~\~_~a~g~h~o~q~z~{~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~   !",-78ABHJVWcdhiqrz{%'Āƀ̀̀рӀ؀ـ܀݀߀ #$()56<=BCMN_`ghnprswxȁɁՁց݁ށ./79?@FGRS^_kltuz{~‚Ăʂ˂΂ςقڂ "#./56;<ABOPYZcdjkru|}ȃɃӃԃ؃ك  !019;CDPQTUZ[`ajlyz„̄̈́܄݄ ,-67?@BDHIOPRS\]cdopxy~…ƅDž΅υՅօޅ߅ $%+,013467;<BCIJSTWXaelmyzÆņɆʆ҆ӆֆ׆ۆ܆  &',.56;<>?HIMNZ[]^dejkqrz{ćҡ̇Їч؇ه܇݇ !"%&56>?DEGHOPVX`bijnorsxy{|Ĉň͈Έ҈ӈ؈ڈ *,34=>HILMTU^_deijstÉĉʉˉ҉Ӊۉ܉ mnьҌԌՌ܌݌ߌ  ()-.67FGLMRTVW^_abghrswxz{ƍǍʍˍ΍ύэҍ׍؍ߍ  *+459:>?ABOPWXbcefikqr{}ÎŎ͎Ύ܎ݎ "#-.45<=BCMNTU[\fgjknpyzÏďϏЏӏԏ؏ُ  !%&56<=BCHITV`almxyǐȐАѐېݐ $'129:<=CDMNVW]^fhmnwxǑґ .3;CDHIST`acdeglmvw{}'(,-45=>BCGHqrwxœƓғԓԓ֓֓דדٓړܓݓߓ!m !klRS     Q!R!""y#z#$$}$~$R&S&')()X+Y+},~,//22"5(588<<<<@@BBDD8F9F!I"III,L-LLL`NaNRRvTwTIWOWYYZZS^T^ccdd)f*fjjkkkk l l2l4lppssFwGwxx||tude mnĎŎUVgӓԓԓ֓֓דדٓړܓݓߓ3nxxfԓԓ֓֓דדٓړܓݓߓ/n; hDHl`Y%'bZjnJPS3PLr*`@-3ʙnZOZp ^`hH.h&88^8`B*OJPJQJ^Jo(phhHh^`OJQJ^Jo(hHoh  ^ `OJQJo(hHh  ^ `OJQJo(hHhxx^x`OJQJ^Jo(hHohHH^H`OJQJo(hHh^`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hH^`o(. TT^T`hH. $ L$ ^$ `LhH.   ^ `hH. ^`hH. L^`LhH. dd^d`hH. 44^4`hH. L^`LhH.h^`OJQJo(hHhpp^p`OJQJ^Jo(hHoh@ @ ^@ `OJQJo(hHh^`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHh^`OJQJo(hHhPP^P`OJQJ^Jo(hHoh  ^ `OJQJo(hH^`o() TT^T`hH. $ L$ ^$ `LhH.   ^ `hH. ^`hH. L^`LhH. dd^d`hH. 44^4`hH. L^`LhH.#88^8`OJPJQJ^Jo(phhH ^`hH. pp^p`hH. @ @ ^@ `hH. ^`hH. ^`hH. ^`hH. ^`hH. PP^P`hH.h&88^8`B*OJPJQJ^Jo(phhHh^`OJQJ^Jo(hHoh  ^ `OJQJo(hHh  ^ `OJQJo(hHhxx^x`OJQJ^Jo(hHohHH^H`OJQJo(hHh^`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHm^`mOJPJQJ^J. oo^o`hH. ? L? ^? `LhH.   ^ `hH. ^`hH. L^`LhH. ^`hH. OO^O`hH. L^`LhH.hhh^h`OJQJo(hHh88^8`OJQJ^Jo(hHoh^`OJQJo(hHh  ^ `OJQJo(hHh  ^ `OJQJ^Jo(hHohxx^x`OJQJo(hHhHH^H`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHh^`OJQJo(hHh^`OJQJ^Jo(hHohpp^p`OJQJo(hHh@ @ ^@ `OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHh^`OJQJo(hHh^`OJQJ^Jo(hHohPP^P`OJQJo(hH ^`OJQJo(-#88^8`OJPJQJ^Jo(phhH ^`hH. pp^p`hH. @ @ ^@ `hH. ^`hH. ^`hH. ^`hH. ^`hH. PP^P`hH.0^`0o(0^`0o(.0^`0o(..88^8`o(... `^``o( .... `^``o( ..... ^`o( ...... ^`o(....... pp^p`o(........h ^`hH.hhhhhhhh^`o(. TT^T`hH. $ L$ ^$ `LhH.   ^ `hH. ^`hH. L^`LhH. dd^d`hH. 44^4`hH. L^`LhH. ^`o( ^`o(. pLp^p`LhH. @ @ ^@ `hH. ^`hH. L^`LhH. ^`hH. ^`hH. PLP^P`LhH. ^`56o(. ^`hH. pLp^p`LhH. @ @ ^@ `hH. ^`hH. L^`LhH. ^`hH. ^`hH. PLP^P`LhH.^`o()^`o(. ^`hH. } L} ^} `LhH. M M ^M `hH. ^`hH. L^`LhH. ^`hH. ^`hH. ]L]^]`LhH.hTT^T`OJQJo(hHh$ $ ^$ `OJQJ^Jo(hHoh  ^ `OJQJo(hHh^`OJQJo(hHh^`OJQJ^Jo(hHohdd^d`OJQJo(hHh44^4`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hH^`o(. oo^o`hH. ? L? ^? `LhH.   ^ `hH. ^`hH. L^`LhH. ^`hH. OO^O`hH. L^`LhH.M^`Mo(. ^`hH. pLp^p`LhH. @ @ ^@ `hH. ^`hH. L^`LhH. ^`hH. ^`hH. PLP^P`LhH.^`o(.h^`OJQJo(hH55^5`OJPJQJ^Jo(-hpp^p`OJQJo(hHh@ @ ^@ `OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHh^`OJQJo(hHh^`OJQJ^Jo(hHohPP^P`OJQJo(hHhTT^T`OJQJo(hHh$ $ ^$ `OJQJ^Jo(hHoh  ^ `OJQJo(hHh^`OJQJo(hHh^`OJQJ^Jo(hHohdd^d`OJQJo(hHh44^4`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hH 88^8`hH. ^`hH. pp^p`hH. @ @ ^@ `hH. ^`hH. ^`hH. ^`hH. ^`hH. PP^P`hH.k^`ko(. ^`hH. pLp^p`LhH. @ @ ^@ `hH. ^`hH. L^`LhH. ^`hH. ^`hH. PLP^P`LhH.dd^d`OJQJ^Jo(. TT^T`hH. $ L$ ^$ `LhH.   ^ `hH. ^`hH. L^`LhH. dd^d`hH. 44^4`hH. L^`LhH.^`o(.0^`0o(..0^`0o(...  ^ `o(....   ^ `o( ..... ,`,^,``o( ...... H`H^H``o(....... ^`o(........ ^`o(.........^`o(. TT^T`hH. $ L$ ^$ `LhH.   ^ `hH. ^`hH. L^`LhH. dd^d`hH. 44^4`hH. L^`LhH.h ^`hH.h ^`hH.h  L ^ `LhH.h w w ^w `hH.h GG^G`hH.h L^`LhH.h ^`hH.h ^`hH.h L^`LhH.^`CJOJQJo(^`CJOJQJo(opp^p`CJOJQJo(@ @ ^@ `CJOJQJo(^`CJOJQJo(^`CJOJQJo(^`CJOJQJo(^`CJOJQJo(PP^P`CJOJQJo(hhh^h`OJQJo(hHh88^8`OJQJ^Jo(hHoh^`OJQJo(hHh  ^ `OJQJo(hHh  ^ `OJQJ^Jo(hHohxx^x`OJQJo(hHhHH^H`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hH^`CJOJQJo(^`CJOJQJo(opp^p`CJOJQJo(@ @ ^@ `CJOJQJo(^`CJOJQJo(^`CJOJQJo(^`CJOJQJo(^`CJOJQJo(PP^P`CJOJQJo(h#^#`OJQJo(hHh^`OJQJ^Jo(hHoh ^ `OJQJo(hHh^`OJQJo(hHhc^c`OJQJ^Jo(hHoh3^3`OJQJo(hHh^`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHhTT^T`OJQJo(hHh$ $ ^$ `OJQJ^Jo(hHoh  ^ `OJQJo(hHh^`OJQJo(hHh^`OJQJ^Jo(hHohdd^d`OJQJo(hHh44^4`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hH^`o(. oo^o`hH. ? L? ^? `LhH.   ^ `hH. ^`hH. L^`LhH. ^`hH. OO^O`hH. L^`LhH.hh^h`o(.0^`0o(..rr^r`o(...^`o(....  ` ^ ``o( .....   ^ `o( ...... ^`o(....... ;;^;`o(........ (^`(o(.........h&88^8`B*OJPJQJ^Jo(phhHh^`OJQJ^Jo(hHoh  ^ `OJQJo(hHh  ^ `OJQJo(hHhxx^x`OJQJ^Jo(hHohHH^H`OJQJo(hHh^`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHdd^d`OJQJ^Jo(. TT^T`hH. $ L$ ^$ `LhH.   ^ `hH. ^`hH. L^`LhH. dd^d`hH. 44^4`hH. L^`LhH.h^`OJQJo(hHh^`OJQJ^Jo(hHohpp^p`OJQJo(hHh@ @ ^@ `OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHh^`OJQJo(hHh^`OJQJ^Jo(hHohPP^P`OJQJo(hHh hh^h`hH.h 88^8`hH.h L^`LhH.h   ^ `hH.h   ^ `hH.h xLx^x`LhH.h HH^H`hH.h ^`hH.h L^`LhH.^`CJOJQJo(^`CJOJQJo(opp^p`CJOJQJo(@ @ ^@ `CJOJQJo(^`CJOJQJo(^`CJOJQJo(^`CJOJQJo(^`CJOJQJo(PP^P`CJOJQJo(h^`OJQJo(hHh^`OJQJ^Jo(hHoh  ^ `OJQJo(hHh\ \ ^\ `OJQJo(hHh,,^,`OJQJ^Jo(hHoh^`OJQJo(hHh^`OJQJo(hHh^`OJQJ^Jo(hHohll^l`OJQJo(hH|^`|o() TT^T`hH. $ L$ ^$ `LhH.   ^ `hH. ^`hH. L^`LhH. dd^d`hH. 44^4`hH. L^`LhH.^`CJOJQJo(^`CJOJQJo(opp^p`CJOJQJo(@ @ ^@ `CJOJQJo(^`CJOJQJo(^`CJOJQJo(^`CJOJQJo(^`CJOJQJo(PP^P`CJOJQJo(h^`OJQJo(hHh^`OJQJ^Jo(hHohpp^p`OJQJo(hHh@ @ ^@ `OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHh^`OJQJo(hHh^`OJQJ^Jo(hHohPP^P`OJQJo(hH2(DZ6}<^+ 2d!Svy|.RynGZO-3XDXFXNXPXhXjX|X~XXXXXXXUnknownG*Ax Times New Roman5Symbol3. *Cx ArialEA3 Times AzLat?= *Cx Courier New;WingdingsACambria Math"1 h:;'} K } K !n4d2qHP? 2!xx Telman 0manovUser/                           ! " # $ % & ' ( ) * + , - . Oh+'0\   $ 0<DLTTelman İmanovNormalUser6Microsoft Office Word@~@ @'] }՜.+,0 hp   MoBIL GROUP K     !"#$%&'()*+,-./0123456789:;<=>?@ABCDEFGHIJKLMNOPQRSTUVWXYZ[\]^_`abcdefghijklmnopqrstuvwxyz{|}~      !"#$%&'()*+,-./0123456789:;<=>?@ABCDEFGHIJKLMNOPQRSTUVWXYZ[\]^_`abcdefghijklmnopqrstuvwxyz{|}~     !"#$%&')*+,-./6Root Entry Fp{ ]8Data 1TableWordDocument|(SummaryInformation( DocumentSummaryInformation8(CompObjy  F' Microsoft Office Word 97-2003 MSWordDocWord.Document.89q