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Kupdf.net Segmentacion y Desarrollo de Mercados
Kupdf.net Segmentacion y Desarrollo de Mercados
GBUF__MJJM GB P
DB_EFGMU
Bj prbsbktb gmeudbktm rbh`brb `khmrdfe`õk
smorb jfs vfr`fojbs emks`gbrfgfs bk gbj
prmebsm gb sbndbktfe`õk gb dbrefgms, jf
bjbee`õk gbj dbrefgm moabt`vm y jf vfjmrfe`õk
gb jms sbndbktms gb prbe`m.
Ejfug`f Lbrrbrf
RK@WB E
96/69/?962
ÄKG@EB
Wbdf Yæn`kf
6
WBDF 5. UBNDBKWFE@ÕK P
GBUF__MJJM GB DB_EFGMU
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gbsbms, pmgbr gb emdprf, uo`efe`õk nbmnræh`ef, fet`tugbs gb emdprf m læo`tms
gb emdprf s`d`jfrbs y qub rbfee`mkfræk gb dmgm pfrbe`gm fktb ukf dbzejf gb
dfrcbt`kn.
5
fet`tugbs lfe`f jf eftbnmräf gb jms prmguetms3 fsä emdm, gftms gbdmnræh`ems,
ps`emnræh`ems, bte.
@@. FKÆJ@U@U1 Ub `ktbrprbtfk jms gftms pfrf bj`d`kfr jfs vfr`fojbs y fnrupfr m
emkstru`r bj sbndbktm emk jms emksud`gmrbs qub emdpfrtbk uk rbqubr`d`bktm
bk pfrt`eujfr y jm qub jms g`st`knub gb jms gbdæs sbndbktms gbj dbrefgm emk
kbebs`gfgbs g`hbrbktbs.
@@@. Y_BYF_FE@ÕK GB YB_H@JBU1 Ub prbpfrf uk pbrh`j gb efgf nrupm bk tàrd`kms gb
fet`tugbs
sbndbktm emkg`st`kt`vfs,
ofsb f emkguetfs, gbdmnrfhäf,
su efrfetbräst`ef bte. Jf
gmd`kfktb. Ubsbndbktfe`õk
kmdorf f efgfgbob
rbpbt`rsb pbr`õg`efdbktb pmrqub jms sbndbktms efdo`fk. Wfdo`àk sb
`kvbst`nf jf abrfrquäf gb ftr`outms qub jms emksud`gmrbs emks`gbrfk fj bsemnbr
ukf dfref, bstb prmebsm sb gbkmd`kf pfrt`e`õk gb dbrefgms. Bstm pubgb
rbvbjfr sbndbktms kubvms gb dbrefgm.
7
Bstms sbndbktms smk nrupms lmdmnàkbms (pmr babdpjm, jfs pbrsmkfs bk uk
sbndbktm smk s`d`jfrbs bk sus fet`tugbs smorb e`brtfs vfr`fojbs). Gbo`gm f bstf
s`d`j`tug gbktrm gb efgf nrupm, bs prmofojb qub rbspmkgfk gb dmgm s`d`jfr f
gbtbrd`kfgfs bstrftbn`fs gb dfrcbt`kn. Bs gbe`r, prmofojbdbktb tbkgræk jfs
d`sdfs rbfee`mkbs febref gbj dfrcbt`kn d`x gb uk gbtbrd`kfgm prmguetm,
vbkg`gm f uk gbtbrd`kfgm prbe`m, g`str`ou`gm bk uk dmgm gbtbrd`kfgm y
prmdme`mkfgm gb ukf hmrdf gfgf.
Jf sbndbktfe`õk s`rvb pfrf gbtbrd`kfr jms rfsnms oæs`ems y nbkbrfjbs qub tbkgræ
bj emksud`gmr gbj prmguetm, tbk`bkgm bk eubktf qub bj d`sdm km vf g`r`n`gm pfrf
tmgm pñoj`em, s`km pfrf bj pñoj`em moabt`vm `gbkt`h`efgm emdm Emksudbr Ymrtrf`t.
W`pms gb sbndbktfe`õk
Xfr`fojbs nbmnræh`efsSbg`tfrT
_bn`õk gbj dukgm m gbj pfäs
Wfdföm gbj pfäs
Ej`df
E`ugfg
_bn`õk
Yf`s
-g`str`tm, efjjb, uro, dfkzfkf.
2
Xfr`fojbs gbdmnræh`efs
Bgfg
Nàkbrm
Mr`bktfe`õk sbxufj
Wfdföm gb jf hfd`j`f
E`ejm gb v`gf hfd`j`fr
@knrbsms
Yrmhbs`õk
K`vbj bgueft`vm
Bstftus sme`mbemkõd`em
_bj`n`õk
Kfe`mkfj`gfg
Eujturfs
_fzfs
Nbkbrfe`õk
Xfr`fojbs ps`emnræh`efsSbg`tfrT
Ybrsmkfj`gfg
Bst`jm gb v`gf
Xfjmrbs
Fet`tugbs
@ktbrbsbs
Xfr`fojbs emkguetufjbsSbg`tfrT
Oñsqubgf gbj obkbh`e`m
Wfsf gb ut`j`zfe`õk gbj prmguetm
H`gbj`gfg f jf dfref
Rt`j`zfe`õk gbj prmguetm h`kfj
K`vbj gb 'j`stm-pfrf-emksud`r'
Rk`gfg gb tmdf gb gbe`s`õk
@gbkt`h`efr jfs kbebs`gfgbs dæs bspbeäh`efs pfrf jms suodbrefgms.
8
Hmefj`zfr dbamr jf bstrftbn`f gb dfrcbt`kn
Mpt`d`zfr bj usm gb jms rbeursms bdprbsfr`fjbs gb
Dfrcbt`kn
Yrmguee`õk
Jmnäst`ef
Wmdf gb gbe`s`mkbs
Lfebr puoj`e`gfg dæs bhbet`vf
@gbkt`h`efr uk k`elm prmp`m gmkgb km tbknf emdpbtbke`f g`rbetf.
Fudbktfr jfs pms`o`j`gfgbs gb erbebr ræp`gfdbktb bk sbndbktms gbj
dbrefgm s`k emdpbt`gmrbs
Ubndbktms
Bx`stbk vfr`ms t`pms gb sbndbktfe`õk f emkt`kufe`õk sb prbsbktfk fjnukms1
>
Ofsbs gb jf sbndbktfe`õk gb dbrefgms
<
Ubndbktfe`õk nbmnræh`ef, rbqu`brb g`v`g`r bj dbrefgm bk g`hbrbktbs
Ubndbktfe`õk
uk`gfgbs nbmnræh`efs. Emdm pfäsbs, bstfgms, rbn`mkbs, prmv`ke`fs,
emdukbs, pmojfe`mkbs, bte.
Ubndbktfe`õk gbdmnræh`ef, emks`stb bk g`v`g`r bj dbrefgm bk nrupms, f
Ubndbktfe`õk
pfrt`r gb vfr`fojbs emdm jf bgfg, bj sbxm, bj tfdföm gb jf hfd`j`f, bj e`ejm
gb v`gf gb jf hfd`j`f, jms `knrbsms, jf meupfe`õk, bj nrfgm gb bstug`m, jf
rbj`n`õk, jf rfzf,
Ubndbktfe`õ
Ubndbktfe`õk y jf kfe`mkfj`gfg.
k ps`emnræh`ef , g`v`gb f jms emdprfgmrbs bk g`hbrbktbs nrupms
emk ofsb bk jfs efrfetbräst`efs gb su ejfsb sme`fj, bst`jm gb v`gf y
pbrsmkfj`gfg.
Ubndbktfe`õk emkguetufj, g`v`gb f jms emdprfgmrbs bk nrupms, emk ofsb
Ubndbktfe`õk
f su emkme`d`bktm bk uk prmguetm, su fet`tug fktb bj d`sdm, bj usm qub jb
gfk m jf hmrdf bk qub rbspmkgbk f uk prmguetm. Bktrb jms nrupms sb
gbstfefk1 obkbh`e`ms bspbrfgms, mefs`õk gb emdprf, tfsf gb usm, nrfgm
gb jbfjtfg, nrfgm gb emkme`d`bktm, y fet`tug fktb bj prmguetm.
Ubndbktfe`õk sme`mbemkõd`ef, emks`stb bk fnrupfr f jf pmojfe`õk gb uk
Ubndbktfe`õk
dbrefgm gb feubrgm f bstrftms sme`fjbs.
0
dbrefgm, pbrm gb bjjms gbpbkgb uk fjtm pmrebktfab gb jfs vbktfs tmtfjbs. Wfsf gb
usm tbkbdms eftbnmräfs gb km usufr`ms, usufr`ms dbg`ms y nrfkgbs usufr`ms.
U`tufe`õk gb emdprf
Rsm h`kfj
Bj fkæj`s`s gbj usm qub sb lfeb gbj prmguetm m sbrv`e`m fgqu`r`gm pbrd`tb emkmebr
s` bs uk prmguetm gb usm `kg`v`gufj m emjbet`vm, pbrsmkfj m hfd`j`fr, b `kejusm, gb
usm mefs`mkfj m rbnujfr.
Nrfgm gb jbfjtfg
Jbfjtfg gb dfref
Jbfjtfg fj efkfj
Obkbh`e`ms bspbrfgms
69
Jms ej`bktbs m nrupms ousefk g`hbrbktbs emdo`kfe`mkbs gb obkbh`e`ms y smk bstms
jms qub gbh`kbk jms sbndbktms.
Ofsb gb Eftbnmräfs
Ubndbktfe`õk
Äkg`eb gb usm Km usufr`m, j`nbrm usufr`m, usufr`m dbg`m, nrfk usufr`m.
U`tufe`õk gb emdprf Mefs`õk mrg`kfr`f, mefs`õk bspbe`fj.
Rsm h`kfj Xfräf emk bj prmguetm.
Jbfjtfg gb dfref Dfref \, Dfref P, Dfref Q, bte.
Jbfjtfg fj efkfj W`bkgf G, W`bkgf B, W`bkgf H.
Nrfgm gb jbfjtfg K`knukm, j`nbrm, hubrtb.
Ubks`o`j`gfg
Ubks`o`j`gfg fj prbe`m @kg`hbrbktb, ofaf sbks`o`j`gfg, fjtf sbks`o`j`gfg.
Ubks`o`j`gfg fj @kg`hbrbktb, ofaf sbks`o`j`gfg, fjtf sbks`o`j`gfg.
sbrv`e`m
Ubks`o`j`gfg
Ubks`o`j`gfg f jf @kg`hbrbktb, ofaf sbks`o`j`gfg, fjtf sbks`o`j`gfg.
puoj`e`gfg
Obkbh`e`ms bspbrfgms Xfräf emk bj prmguetm.
Ejfsb gb emdprfgmr U`k h`afr, h`aækgmsb, `ktbrbsfgm, ousef bsemnbr, bsemnb,
emdprfgmr pbr`õg`em.
Ubndbktfe`õk ps`emnræh`ef
66
@khjuybk hubrtbdbktb bk jfs prbhbrbke`fs rbspbetm f futms, rmpf, dubojbs,
g`vbrs`mkbs, læo`tms gb jbeturf, bte. Duelfs emdpföäfs g`sböfk prmguetms m
sbrv`e`ms pfrf ejfsbs sme`fjbs bspbeäh`efs, prmvbyàkgmjms emk jfs efrfetbräst`efs
qub jfs ftrfbk. W`bkb nrfkgbs rbpbreus`mkbs bk jfs prbhbrbke`fs, bk eufktm f
futms, rmpf, dubojbs, fet`v`gfgbs rberbft`vfs, læo`tms gb jbeturf y emdprfs fj
dbkugbm.
Ybrsmkfj`gfg
Bst`jms gb v`gf
Jms bst`jms gb v`gf sb rbjfe`mkfk emk jfs fet`v`gfgbs, `ktbrbsbs y mp`k`mkbs. _bhjbafk
emdm ukm pfsf bj t`bdpm y jfs emkv`ee`mkbs pbrsmkfjbs bk vfr`fs eubst`mkbs gb
äkgmjb sme`fj, bemkõd`ef y pmjät`ef. Jf pr`ke`pfj vbktfaf gb jf ut`j`zfe`õk gb jms
bst`jms gb v`gf emdm er`tbr`m gb sbndbktfe`õk, rfg`ef bk su fspbetm g`kæd`em,
pubs pbrd`tb pmkbr gb dfk`h`bstm jfs fdbkfzfs y mpmrtuk`gfgbs gb efdo`ms qub
sb bsomzfk bk jf sme`bgfg, pmr jm qub pubgbk sbr ut`j`zfgms emdm `kg`efgmrbs gb
sus tbkgbke`fs gb efdo`m. U`k bdofrnm, jf sbndbktfe`õk pmr bst`jm gb v`gf
prbsbktf fjnukf gb jfs d`sdfs j`d`tfe`mkbs prmp`fs gb jf sbndbktfe`õk lbelf f
pfrt`r gb jfs efrfetbräst`efs gb jf pbrsmkfj`gfg, pubs rbsujtf g`häe`j dbg`r emk
bxfet`tug bj tfdföm gb jms sbndbktms gbj bst`jm gb v`gf bk ukf hmrdf
eufkt`tft`vf.
Xfjmrbs
6?
Rk babdpjm gb sbndbktfe`õk ps`emnræh`ef pubgb sbr bj mhrbe`gm pmr jms futms
_bkfujt. Rk _bkfujt Jfnukf ftfef fj sbndbktm gb pbrsmkfs qub fgbdæs fgbdæs gb
tbkbr fjtms `knrbsms, jjbvfk ukf v`gf babeut`vf3 km smk pbrsmkfs qub tbknfk qub
trfks`tfr pmr efd`kms g`häe`jbs m v`fabk emkt`kufdbktb fj efdpm. (Rk fv`sm
puoj`e`tfr`m bkefrf jf emkebpe`õk gbj futm gbsgb bj puktm frtäst`em.) Rk _bkfujt
Dbnfkb gb jf jäkbf Uebk`e, pmr babdpjm, pubgb `r g`r`n`gm f pbrsmkfs emk uk bst`jm
gb v`gfRk
pfsbm. hfd`j`fr,
_bkfujtqub sfjbkftfef
Ww`knm emk bj
su sbndbktm
pfrbaf b gb
l`amspbrsmkfs
bk bj d`sdm futmukf r`tdm
smjfs, emk gfr uk
gb
v`gf dæs auvbk`j, qub km t`bkbk hfd`j`fs nrfkgbs y f jm sudm smk efsfgms.
Ofsb gb Eftbnmräfs
Ubndbktfe`õk
Ejfsb sme`fj Ofaf `khbr`mr, ofaf supbr`mr, dbg`f ofaf, dbg`f `ktbrdbg`f,
dbg`f fjtf, fjtf `khbr`mr, fjtf `ktbrdbg`f, fjtf supbr`mr.
Ubndbktfe`õk nbmnræh`ef
Bs ukf suog`v`s`õk
dbksurfojbs gb dbrefgms
y feebs`ojbs3 jms emk ofsb bksbsug`v`gbk
dbrefgms uo`efe`õk.
bk Ymsbb efrfetbräst`efs
g`hbrbktbs uk`gfgbs
65
nbmnræh`efs, emdm pfäsbs, rbn`mkbs, prmv`ke`fs, gbpfrtfdbktms, duk`e`p`ms,
e`ugfgbs, ofrr`ms. Gbob tbkbrsb bk eubktf qub fjnukms prmguetms smk sbks`ojbs f
jf eujturf gb ukf kfe`õk, pubojm m rbn`õk.
67
5.7 Xfr`fojbs gbdmnræh`efs
Ubndbktfe`õk gbdmnræh`ef
Wmgms jms fetmrbs gbdmnræh`ems pubgb sbrv`r gb ofsb pfrf motbkbr sbndbktms
mpbrfe`mkfjbs yf qub rbñkbk jfs emkg`e`mkbs gb ukf oubkf sbndbktfe`õk1
dbksurfojbs, feebs`ojbs y jm suh`e`bktbdbktb nrfkgbs.
W`pm gb pmojfe`õk
Ubxm
62
jõn`ef trftækgmsb gb prmguetms emdm rmpf, zfpftms y frtäeujms pfrf bj frrbnjm
pbrsmkfs y ukf mpe`õk dbkms bv`gbktb pfrf mtrms prmguetms emdm futmdõv`jbs y
rbv`stfs. Bk bj efsm gb jf rmpf fjnukms prmguetms trfg`e`mkfjdbktb dfseuj`kms
hubrmk rbg`sböfgms y rbpms`e`mkfgms pfrf bj sbndbktm hbdbk`km gbj dbrefgm. U`k
bdofrnm, duelms pftrmkbs trfg`e`mkfjbs gb emdprf sb bstæk rmdp`bkgm. P bj
pbrsmkfj gb dbrefgmtbek`f gbob bstfr ftbktm f jms efdo`ms qub fhbetfk f sus
prmguetms gbob
Fetufjdbktb bstfr ftbktm
jms lmdorbs f jms
emdprfk efdo`ms
fj`dbktms y jfsqub fhbetfk
duabrbs f sus
emdprfk prmguetms.
nfsmj`kf.
Bgfg
Bj mtrm nrupm gb bgfg emdprbkgb f jfs pbrsmkfs emk dfs gb 82 föms3 `ktbnrfktbs
gb bstb nrupm gb bgfg smk prmspbetms jõn`ems pfrf efsf pbquböf, gb ofam
emstm, eruebrms, v`fabs fj bxtrfkabrm, prmguetms pfrf jf sfjug y emsdàt`ems
68
E`ejm gb v`gf hfd`j`fr
@knrbsm
Yfrf tbkbr uk fkæj`s`s emdpjbtm gb `knrbsms sb gbobk bstug`fr jfs vfr`fe`mkbs y jfs
tbkgbke`fs bk jf g`str`oue`õk gb jms `knrbsms bktrb e`brtfs rbn`mkbs y bktrb e`brtms
nrupms gb pmojfe`õk. Jms gftms rbn`mkfjbs gb `knrbsm smk gb ut`j`gfg pfrf prbe`sfr
bj dbrefgm bspbeäh`em fj qub qu`brb jjbnfr jf bdprbsf. Jms gftms gb `knrbsms gb
e`ugfgbs m gb ærbfs urofkfs `ktbrkfs pubgbk `kg`efr jf dbamr uo`efe`õk gb
ebktrms emdbre`fjbs y sueursfjbs suourofkf gb t`bkgfs gbj ebktrm.
Ubndbktfr jms dbrefgms f pfrt`r gb jms `knrbsms bs ukf bstrftbn`f qub fpj`efk jfs
emdpföäfs qub vbkgbk prmguetms y sbrv`e`ms emdm futmdõv`jbs, v`v`bkgfs, v`fabs,
amyfs y p`bjbs. Jms `knrbsms subjbk emdo`kfrsb tfdo`àk emk fjnñk mtrm er`tbr`m. Jf
ejfsb sme`fj pubgb sbr uk prbg`etmr dæs emkh`fojb gbj emdpmrtfd`bktm qub bj
s`dpjb `knrbsm.
Yftrmkbs gb nfstm
Jms pftrmkbs gb nfstm km smk jms d`sdms gb tmgfs jfs hfd`j`fs. Jms pftrmkbs vfräfk
bk hmrdf emks`gbrfojb, gbpbkg`bkgm gbj `knrbsm hfd`j`fr, btfpf bk bj e`ejm gb
v`gf y mtrms hfetmrbs sb vbk `khju`gms pmr jf btfpf gbj e`ejm gb v`gf gbj
emksud`gmr. Bj pbrsmkfj gb dbrefgmtbek`f gbob prbmeupfrsb pmr jms emktrfstbs
bk jms hfetmrbs gb nfstm bktrb jfs pbrsmkfs bk jf btfpf @ gb dftr`dmk`m emk k`öms
duy pbquböms, y pbrsmkfs bk jf btfpf gb k`gm vfeäm, bs gbe`r emk tmgfs jfs
btfpfs gbj e`ejm gb v`gf hfd`j`fr.
6>
XF_@FOJBU GB M_GBK GBDMN_ÆH@EM
Ofsb gb
Ubndbktfe`õk Eftbnmräfs
6<
5.2 bjbee`õk gbj dbrefgm moabt`vm
60
ukf pfrtb gbj dbrefgm, emk uk sõjm prmguetm, pmr ba., bj eufgrfktb >1 trfkspmrtb
gb pbrsmkfs, emk dmtmr f nfs-m`j.
2.- Emobrturf tmtfj1 Emks`stb bk qub jf Bdprbsf hfor`ef ukf bsefjf emdpjbtf gb
½Euæjbs smk jfs vfr`fojbs qub emdpmkbk jf dbzejf emdbre`fj gb ukf Bdprbsf=
?9
Rkf Bdprbsf pubgb hmefj`zfr su prmguetm gbktrm gb uk gbtbrd`kfgm kñdbrm gb
ftr`outms. Bk bj efsm qub lbdms bstug`fgm, jms emksud`gmrbs pmtbke`fjbs pubgbk
bstfr `ktbrbsfgms bk gms gb bjjms1 tfdföm y vbjme`gfg gb jms hurnmkbs. Bk bstf
pr`dbrf fprmx`dfe`õk fj Yms`e`mkfd`bktm km sb lfræk emks`gbrfe`mkbs rbspbetm
gb fjnukms tbdfs sudfdbktb `dpmrtfktbs, emdm jf gbh`k`e`õk gbj prmguetm `gbfj
qub `ke`gb kmtfojbdbktb bk jf pms`e`õk emdpbt`t`vf. Bj eufgrm gb prbhbrbke`fs,
febref gb jms emdpbt`gmrbs qub bstæk bk bj Dbrefgm (bstm bs, gb eõdm smk
pbre`o`gms pmr jms emksud`gmrbs), bs emdm bj qub sb gbser`ob f emkt`kufe`õk,
fejfrækgmsb qub bk fdoms babs sb lfk emks`gbrfgm jfs dfnk`tugbs yf
kmdorfgfs gb dæs f dbkms ræp`gm y gb dæs f dbkms nrfkgb.
6.- ‚Vub bstms gbobk sbr emdpft`ojbs emk jfs dbtfs y emk jf `dfnbk gb jf
mrnfk`zfe`õk—
Babdpjm1 Rkf bdprbsf qub bstæ emdbre`fj`zfkgm emdputfgmrfs pbrsmkfjbs gb
fjtm prbe`m km gbob vbkgbr f trfvàs gb efgbkfs gb t`bkgfs gb gbseubktm bk uk
bshubrzm pmr jjbnfr f uk dbrefgm dfs`vm.
5.- ‚F jfrnm pjfzm, uk kbnme`m t`bkb qub prmgue`r ut`j`gfgbs s` qu`brbs smorbv`v`r—
Bs gbe`r1 Rkf mrnfk`zfe`õk gbob ousefr emkse`bktbdbktb dbrefgms qub
prmgue`ræk bj suh`e`bktb vmjudbk gb vbktf, f uk emstm jm ofstfktb ofam, pfrf
motbkbr ut`j`gfg.
?6
7.- ‚Kmrdfjdbktb ukf emdpföäf gbob ousefr uk dbrefgm bk bj qub bj kñdbrm
gb emdpbt`gmrbs y su tfdföm
t fdföm sbf däk`dm—
Bs gbe`r1 Rkf mrnfk`zfe`õk km gbob bktrfr f uk dbrefgm qub yf bstæ sfturfgm
pmr jf emdpbtbke`f f dbkms gb qub tbknf fjnukf vbktfaf emdpbt`t`vf
fvfsfjjfgmrf qub jb pbrd`tf qu`tfrjb ej`bktbs f jfs bdprbsfs yf bx`stbktbs.
??
Bs hukgfdbktfj qub jf fgd`k`strfe`õk prbpfrb tfdo`àk uk prmkõst`em gb vbktfs,
pmr jm nbkbrfj, pfrf uk pbr`mgm gb uk föm. Bk bstb sb ofsf jf prbsupubstfe`mk y
pjfktfe`õk mpbrfe`mkfj f emrtm pjfzm gb tmgms jms gbpfrtfdbktms1
Dfrcbt`kn
Yrmguee`õk
H`kfkzfs
KFWR_FJBQF GB JF UBNDBKWFE@MK GBJ DB_EFGM
Km tmgms jms emksud`gmrbs qu`brbk usfr bj d`sdm t`pm gb rmpf, bj d`sdm slfdpmm
pfrf bj efobjjm, m pfrt`e`pfr bk jfs d`sdfs fet`v`gfgbs rberbfe`mkfjbs. Wfdpmem
tmgfs jfs bdprbsfs dbrefkt`jbs qu`brbk emdprfr jf d`sdf ejfsb gb prmebsfgmrbs
gb pfjforf m gb efd`mkbs pfrf bktrbnf. Fj d`sdm t`bdpm bj emdbre`fj`zfgmr km
pubgb pbrd`t`rsb lfebr uk o`bk m sbrv`e`m g`hbrbktb bspbe`fj pfrf efgf ej`bktb.
?5
g`hbrbke`fe`õk gb prmguetm f trfvàs gbj prbe`m, `kejusm bk s`tufe`mkbs bk jfs qub
bj prmguetm mhbrtfgm bs pfrbe`gm m `kejusm `nufj.
?7