eque

Closing Drills

IQBAL HOSAIN EQUE

Biz-Aim Corporation Ltd

Business for Active Integrity Marketing

Office: The Grand Plaza, Suit 20 Level-4,

Mogbazar, Dhaka-1217

Net-Office: Hosneara General Hospital,

Level-4, Sirajdikhan Bazar, Sirajdikhan, Monsigonj

Cell:-01918534785, 01920144834, 01924828400

www.biz-aim.com

‹What is CLOSING?

†KøvwRs n‡jv KvQvKvwQ ev †Lvjv‡gjv Av‡jvPbv Kivi bvg| †eªBb Iqvk Kiv bq| †M‡÷I g‡b A‡bK cÖkœ wePiY Ki‡Z _v‡K †cÖ‡R‡›Ukb ‡`Lvi ci, ZvB GwU wbik‡b Table talk G emvi bvgB Closing| Presentation G hw` 30% ey‡S, Z‡e evKx 70% eySvi my‡hvM cvq Closing part G| †Lvjv‡gjv Av‡jvPbvi (Closing) KviY n‡jv †mwgbv‡I G iKg †Kv‡bv my‡hvM _v‡Kbv|

Closing

C=can you choice

L=loser

O=obligation

S=seek the hidden problem

E=example

Œ Closing Gi D‡Ïk¨ I ¸iæZ¡:-

Ø Influence Kiv

Ø R‡qb ch©šÍ †cuŠQv‡bv

Ø ‡M÷ Gi gb ‡_‡K mKj wØav `~i Kiv

Ø ‡M‡÷ Gi AvcwË I K_v g‡bv‡hvM mnKv‡i †kvbv

Preparation for Closing

Ø Avcwb A‡bK wKQz Rv‡bb GwU Rvwni Kivi gvbwlKZv †_‡K weiZ _vKyb

Ø AwZ Av‡eM, ivM, j¾v I fq `~i Kiæb Ges ¯^vfvweKZv eRvq ivLyb

Ø AvcwË wbimb wbf©i Ki‡e Avcei cÖ‡qvM wewa I Dcw¯’Z eyw×i Dci|

Ø gvbyl‡K AvMÖnx K‡i †Zvjvi mnR Dcvq nj, †m hv Pvq †m e¨vcv‡i K_v ejv Ges wKfv‡e Zv ‡c‡Z cv‡i Zv †`wL‡q †`qv|

Ø Avcwb hw` Closing w`‡Z fq cvb, Z‡e †ewk †ewk K‡i †K¬vwRs w`‡Z Af¨vm Kiæb|

cÖ¯‘wZ wZbfv‡e wb‡Z nq| h_v:-

gvbwmK

‚ kvixwiK

ƒ cvwi‡ekxK

gvbwmK cÖ¯‘wZ:-

Ø ‡M÷‡K †b‡MwUf fvev hv‡ebv Ges †evKv g‡b Kiv hv‡ebv|

Ø AvZ¥-wek¦vm ivL‡Z n‡e

Ø ‡cÖv-GKwUf n‡Z n‡e

Ø cÖPwjZ gv‡K©wUs wm‡÷‡g ga¨¯^Ë‡fvMxiv mvaviY K¬v‡q›U‡`i‡K †kvlY K‡i| Gweiæ‡× †ÿvf cÖKvk Kiyb|

Ø cÖPwjZ c×wZi Zzjbvq †bUIqvK© gv‡K©wUs Gi KUZv myweav Zv Zz‡j aiyb (e¨emv/PvKwi/wUDkwbi Zzjbvq)

Ø GB c×wZi weiy‡× hviv K_v e‡j Zv‡`i wbeyw×Zvi weiæ‡× H MÖvnK‡K w`‡qB †ÿvf cÖKv‡ki Ae¯’v m„wó Kiyb|

Ø GLv‡b cvU©-UvBg/dzj-UvBg mgq w`‡q m‡e©v”P I me©wb¤œ KZ UvKv KLb Kxfv‡e BbKvg Kiv m¤¢e Zv eySvb|

Ø D`vniY g‡b ivLv:Ñ

ü wek¦vm nqbv ej‡j:- ejyb Avcwb hLb ev‡m I‡Vb ZLbwK ev‡mi PvKv cixÿv K‡i I‡Vb ev WªvBfvi‡K wK †`‡L I‡Vb †m MvRv ev g` cvb K‡i Mvox Pvjv‡”Q wKbv? Mvox‡Z I‡Vb GKgvÎ wek¦vm K‡i †h mewKQz wVK Av‡Q| ZvB Avcbv‡K †Kvgcvwbi cªwZ, †bUIqvK© gv‡K©wUs wm‡÷‡gi cÖwZ I AvcjvB‡bi cÖwZ Avcbv‡K wek¦vm Ki‡Z n‡e|

ü GZ Kó I ˆah© fvj jv‡Mbv ej‡j:- ejyb wkqvj KvKov †L‡Z Lye cQ›` K‡i| KuvKov wKš‘ _v‡K M‡Z©I †fZ‡i| wkqvj ‡Zv Lye eyw×gvb ZvB wkqvj KvKov LvIqvi Rb¨ M‡Z©I mvg‡b wM‡q Zvi †jR wfZ‡i XywK‡q ‡`q| Avi KuvKov hLb H †jRUv‡K †Rv‡o Kvgwo‡q a‡i ZLb wkqvj ZvovZvwo †jRUv evB‡i wb‡q Av‡m| ZLb wkqvj KuvKov Lye gRv K‡i Lvq| wKš‘ LvIqvi Av‡M Zv‡K KuvKovi Kvgo mn¨ Ki‡Z n‡qwQj| †Zgwb Avcwb hLb mdj n‡Z PvB‡eb (A_©vr SE, Presenter, Trainer & so on) ZLb Avcbv‡K Aek¨B wKQz Kó mn¨ Ki‡Z n‡e|

ü wcivwgW w¯‹g m¤ú‡K© cÖkœ Ki‡j:- ej‡eb GK †evZj wf‡bMvi Avi GK †evZj cvwb †`L‡Z GK iKg n‡jI ¯^va wfbœ|

ü e¨_©‡`i(‡Kvgcvwb/gvbyl) D`vniY w`‡j:- ej‡eb me RvqMv‡ZB e¨_© I mdj cv‡eb|

ü mvd‡j¨i M¨vivw›U PvB‡j:- ej‡eb GKB †bvU c‡o †KD †ewk, †KD Kg b¤^i cvq; Gi A_© GB bq †h, †bvUwU Lvivc| Avm‡j mvdj¨ m¤ú~Y© e¨w³wbf©i|

ü Wv³v‡ii †Q‡j Wv³vi, BwÄwbqv‡ii †Q‡j BwÄwbqvi, Avi e¨_©‡K †`L‡j e¨_© n‡e Gi †Kv‡bv M¨vivw›U †bB|

ü mewKQz GKev‡i †c‡Z PvB‡j:- ej‡eb GKUv nvwZ GKev‡i ‡L‡q ‡djv hvq bv|

ü wm×všÍnxbZvq fzM‡j:- ej‡eb djvdj wbwðZ †h‡b bq, gvbyl wm×všÍ †bq m¤¢vebv †`‡L|

ü fq Ki‡j:- ej‡eb fq hv‡`i †ewk, Zviv memgq g‡bK‡i GB eywS ev‡mi wb‡P cojvg, GB eywS Uªv‡Ki wb‡P cojvg| Giv evm ev Uªv‡Ki wb‡P bv co‡jI GKw`b bv GKw`b †VjvMvwoi wb‡P wVKB co‡e|

ü Pzb †L‡q gyL cyo‡j `B †`L‡jI fq jv‡M|

ü NM †ckv‡K Lv‡Uv K‡i †`L‡j:- ej‡eb c„w_exi me gvbylB gv‡K©wUs K‡i; †KD g‡bi ARv‡šÍ we‡b cqmvq, †KDev †eZb ev Kwgk‡bi wewbg‡q|

ü G‡`‡k g‡°jwenxb DwKj Avi iæMxwenxb Wv³v‡ii Afve †bB| ZvB e‡j AvBb †ckv ev wPwKrmv †ckv Lv‡Uv n‡q hvqwb| KviY G‡`‡k fvj DwKjI †hgb Av‡Qb, †Zgwb fvj Wv³viI Av‡Qb|

‚ kvixwiK cÖ¯‘wZ:-

Ø kix‡ii †W‡Kv‡ikb Kiv

Ø LvZv-Kjg, e¨vM I wfwRwUs KvW© ivLv

Ø cÖm‡c±vm I eªæwkqvi mv‡_ ivLv

Ø wjM¨vj ‡ccvi&m I Gd.wW.G.i mvwU©wd‡KU mv‡_ ivLv

Ø R‡qwbs dg© mv‡_ ivLv

ƒ cvwi‡ekxK cÖ¯‘wZ:-

Ø ‡Pqvi-‡Uwej

Ø GKRb GKRb

Ø wbwiwewj ¯’vb

Ø Eye contact

Ø Smiling (D”P¯^‡i,wLjwLj, ev wLKwLK bq gyPwK nvwm)

Ø Handshake

Ø Introducing

Ø Listen carefully

Ž Closing ‡`qvi c×wZ:-

Ø ‡mB mvnmx †h wm×všÍ wb‡Z cv‡i| fxiæZv ‡cŠiæl‡Z¡i nvwb NUvq| ZvQvov, R‡qb bv Kiv ch©šÍ KvD‡K Rvbv‡Z wb‡la Kiæb Ges A‡b¨ ï‡b wK m¤¢ve¨ gšÍe¨ Ki‡Z cv‡i Zv e‡j w`b| G‡Z †m weiæ×ev`x‡`i †b‡MwUf n‡e| †hgb:- AvR‡Ki ‡cÖ‡R‡›UkbwU wQj Avcwb †Kb Ki‡eb ‡m Rb¨, Avi GwU Aek¨B fvj †j‡M‡Q? Avi GB fvj jvMvi welqwU Avcbvi Lye Kv‡Qi gvbyl‡`i mv‡_ †kqvi Ki‡eb? (ZvB bv?) ZLb mevB nv ej‡e:- ejyb Av”Qv Avcwb Avgvi g‡Zv ûeûwK ej‡Z cvi‡eb? Aek¨B bv, GLv‡b Z‡_¨i M¨vc _vK‡e| G Kvi‡Y †m bv ey‡S Avcbv‡K Dëv eySv‡e| ZvB wb‡Ri bvK KvU‡jb Ac‡ii hvÎv f½ Ki‡jb| A_©vr me‡P‡q †ewk jm n‡jv Avcbvi, Avcbvi n‡jv GKwU Zvi n‡jv `ywU (†m GLvb †_‡K ¯^v¯’¨ †mev I Avw_©K †mev †cjbv)| ZvB Avwg ej‡ev hw` Avcwb weR‡bmwU bv K‡ib Zvn‡j hvi mv‡_ g‡b Pvq Zvi mv‡_ †kqvi Ki‡eb| Avi hw` K‡ib Zvn‡j Kv‡iv mv‡_ †kqvi Ki‡Z cvi‡ebbv| Avcwb R‡qb Kivi cieZ©x‡Z Ggb 4-5 wU †Uªwbs n‡e †mLv‡b wkLv‡bv n‡e wKfv‡e KvR Ki‡eb, ZLb hvi mv‡_ †kqvi Ki‡eb †mB mvov w`‡e|

Ø ‡f‡e †`Lyb †Zv, Rxe‡b Ggb †Kv‡bv NUbvi K_v g‡b c‡o, †hLv‡b Avcwb †b‡MwUf wm×všÍ wb‡qwQ‡jb †hKvi‡Y jvfevb n‡Z cv‡ibwb| A_P hw` †m mgq cwRwUf n‡Zb Zvn‡j jvf n‡Zv ?

Ø ‡h †jvK SzuwK wb‡Z cv‡ibv †m my‡hvMI cvq bv|

Ø Avgvi g‡b nq †mwgbv‡ii wKQzwKQz wel‡q M¨vc _vKvUv Lye mvfvweK| Av”Qv ejyb †Zv, †Kvb †Kvb w`K fvj eyS‡Qb ev GLbI A®úó Av‡Q ? cÖ_‡gB Avgvi Aby‡iva hZÿY Avcwb bv eyS‡eb ZZÿY R‡qb Ki‡ebbv| G‡Z Avcbvi ÿwZ †mUv Avwg PvBbv| Avi eySvi ci KLbB †`ix Ki‡ebbv|

Ø ‡Kv‡bv e¨emv-B wK bv ey‡S Kiv DwPr/wVK ? †M÷ ej‡e bv, ejyb Zvn‡j Av‡iv fv‡jv K‡i †evSv hvK ?

Ø The Reverse close:-1) is it my credibility that bothers you? Chances are the client says ‘No’ 2) is it my company’s credibility that bothers you? Again, he says ‘No’ 3) is it my product that is not good? Here, we hope he says ‘No’!

Ø Avcwb ewis wdj Ki‡Qb bv †Zv ? bv, wVK Av‡Q Avcwb ej‡Z _vKzb|

Ø ...... nu¨v Avcbvi K_vI wVK, Avcbvi K_v‡ZI hyw³ Av‡Q, Z‡e Avgiv Avm‡j Gfv‡e †`wLbv| Avgiv welqUv‡K †`wL Gfv‡e

Ø Av‡jvPbvi ïiæ‡Z †h Av‡eM _v‡K, `xN©vwqZ Ki‡j †mB Av‡e‡M fvUv co‡Z cv‡i|

Ø my‡hv†Mi †P‡q myweav I m¤¢vebvi K_v †ewk ejyb|

Ø hviv KvR Ki‡ebv (bv e‡j) Zv‡`i †ÿ‡Î `ywU c×wZ:- 1) hviv KwVb ¯^fv‡ei, Zviv †ewk c¨vPv‡j ejyb GB n‡”Q kZ©, GB n‡”Q KvR; wm×všÍ m¤ú~Y© Avcbvi wb‡Ri| hviv k‡Z© mš‘ó n‡e bv Zv‡`i‡K ejyb – I `y:wLZ, Avcy/fvBqv weR‡bmUv Avcbvi Rb¨ bq| 2) hLb bv e‡j Zv‡K †div‡bvi †KŠkj:- Av”Qv Avcwb †Kvb mgm¨vi Kvi‡Y KvR Ki‡ebbv Ggb `ywU KviY ejyb-Avwg wW‡i±‡ii Kv‡Q †cuŠ‡Q w`e| Zvi Kv‡Q GKUzKiv KvMR w`‡eb wjLvi Rb¨ †h--- eivei, e¨e¯’vcbv cwiPvjK, weR GBg K‡c©v‡ikb wjwg‡UW, KviY-1. 2. BZ¨vw`| Zv‡K Rv÷ †K¬vwRs †`qvi Rb¨B Ggb Kiv| ejyb Av”Qv Avwg hw` Avcbvi G cÖ‡kœi/mgm¨vi mgavb m‡šÍvlRbKfv‡e †`B Zvn‡j wK Avcwb weR‡bmwU Ki‡ebbv A_ev cY¨wU wb‡ebbv| †m nv ej‡j R‡qb Kivb| Every small commitment eventually leads to the final commitment.

Ø Zvi wewfbœ K_v/Pvcvi cÖksmv Kiæb| cÖksmv ej‡Z eySvq Kv‡iv GKwU bv GKwU fvj w`K Av‡QB ‡mB mZ¨ welqwUi ¸YKxZ©b,PvUzKvwiZv bq, hv ïb‡j Av‡iv ïb‡Z B‡”Q nq|

Ø GLv‡b wKfv‡e Kvh©µg ïiæ Ki‡Z nq, wKfv‡e AvqUv nq, Zv eywS‡q w`‡eb|

Ø GB g~û‡Z© g‡b K‡ib GwU Avcbvi fwel¨‡Zi Avqbv, †hLv‡b Avcbvi 3 eQ‡ii fwel¨Z †`L‡Z cvb, Zvn‡j eZ©gvb KvRwU Ae¨vnZ ivL‡j 3 eQi ci Avgiv wgwjZ A‡bK cwieZ©b jÿYxq n‡e wK ? ---- †Zgb bq| myZivs Avcwb Rv‡bb †h, †hLv‡b †Kv‡bv cwieZ©‡bi m¤¢vebv †bB Zvn‡j Rxe‡bi cwieZ©‡bi Rb¨ GLbB †¯^”Qvq wfbœ wKQz Kiv DwPZ| wm×v‡šÍi welq wbZvšÍB Avcbvi|

Type of questions

G Informative

A Blocking

G Informative questions

Ø GK mvBW hw` eÜ n‡q hvq?

Ø Avcbvi c‡Y¨i gvb †Kgb?

Ø Avgvi KvR Kx ?

Ø Avwg wKfv‡e `ªæZ GLvb ‡_‡K Avq Ki‡Z cvie?

Ø GZ UvKv wKfv‡e w`‡e?

A Blocking questions

Ø ‡Kvgcvwb hw` eÜ n‡q hvq?

Ø c‡Y¨i g~j¨ 3% †ewk? Avgv‡`i †gwkbI 3% †ewk DbœZ

Vital point in closing

1 Income facilities

2 Influence

1 Income facilities

Ø Supporting income

Ø Statistics of one year

Ø Facility to join early

Ø Royalty

Ø Centre facilities

2 Influence

Ø History of NM

Ø Classifications of Era

Ø Start from zero

Ø Wasting time getting money

Ø AvR‡Ki w`bwU mviv Rxeb ¯§iY Ki‡eb| hw` Avcwb †b‡MwUfwj wm×všÍ †bb Zvn‡j c¯Ív‡eb Avi hw` cwRwUfwj wm×všÍ †bb Zvn‡j Avbw›`Z n‡eb|

‘ cÖ‡kœi bgybv:-

(K) cÖ_‡g hviv Av‡m ZvivB fvj K‡i A_©vr Lye Kg †jvKB GLvb †_‡K Avq K‡i| Avwg A‡bK‡K †`‡LwQ Zviv GLvb ‡_‡K †ewk myweav Ki‡Z cv‡iwb|

nu¨v, Avcbvi K_v hyw³msMZ| cixÿvq †KD K‡i †dj, †KD K‡i cvm| Avi GwU n‡”Q e¨emv; ZvB †KD Ki‡e jm, †KD Ki‡e jvf | †KD n‡e e¨_©, ‡KD n‡e mdj, GUvB ¯^vfvweK| hviv e¨_© nq Zviv g‡b K‡i wWw÷ªweDUi n‡jB UvKv cvIqv hvq| A_©vr Zviv †Uªwbs †bqbv, wVKgZ Awd‡m Av‡mbv I wm‡÷g gv‡bbv (BbcyU bv w`‡q AvDUcyU Avkv K‡i) ZvB Zviv Avq Ki‡Z cv‡ibv ev e¨_© nq| `y:LRbK, †h wKQz †jvK †bUIqvK© gv‡K©wUs wecYb cÖwKªqvq RwoZ n‡q jUvwii wU‡KU †Kbvi gZ KvR K‡i|-John Milton Fogg 1.cÖ_‡g hviv Avm‡e ZvivB G weR‡b‡m fv‡jv Ki‡e| Z‡e K_v n‡jv Lye Kg A_ev AmsL¨ †jvK hw` Zv‡`i AvZ¥-wek¦vm, Aa¨emvq, Abykxjb, wbqg-wbôv, AvšÍwiKZv, mZZv, mgq, kÖg, †gav I ˆah©¨ w`‡q G weR‡mwU‡K Kw›UwbD (†j‡M _v‡K) Ki‡Z cv‡i Zvn‡j ZvivB GLvb †_‡K fv‡jv Avq Ki‡Z cvi‡e| GQvov mevB Lvivc Ki‡e ev e¨_© n‡e| 2.‡KD hw` ‡dwb hvIqvi Rb¨ Av‡M wU‡KU wK‡b, Zvn‡j mvg‡b wmU cv‡e| Avi Mvwoi wU‡KU c‡i wKb‡j ‡cQ‡b wmU cv‡e| d‡j mevB MšÍ‡e¨ †cuŠQ‡Z cvi‡e| Z‡e †cQ‡bi Rb¨ A‡bK SvwK mn¨ Ki‡Z n‡e| cv_©K¨ ïay GZUzKz|

B÷ BwÛqv †Kvgcvwb e¨emv-evwb‡R¨i †h mbvZb aviYv Avgv‡`i †`‡k cÖPwjZ K‡i †M‡Q †m aviYvB bZzb GB †bUIqvK© gv‡K©wUs c×wZ Pvjy Kivi cÖavb AšÍivq| †`Lv hv‡”Q, G †`‡ki ‡jLvcov Rvbv hyeK-ZiæY-ZiæYxiv †bUIqvK© gv‡K©wUs G Avm‡Z ms‡KvP‡eva K‡i| Gi cÖavb KviY mvgvwRK| Avgv‡`i mgvR e¨e¯’v cyuwRev`x n‡jI mgvwRK ms¯‹v‡ii Kvi‡Y Avgiv m¤¢ve¨ †µZvi m¤§wZ Av`v‡qi Rb¨ Zv‡`i m‡½ K_v ej‡Z j¾v‡eva K‡i _vwK| Avgv‡`i mgvR e¨e¯’vi Mfx‡i i‡q‡Q GB `„wófw½i †bwZevPK cÖfve| †bUIqvK© gv‡K©wUs c×wZ‡K G †`‡k we¯Í„Z Ki‡Z GUvB cÖavb mgm¨v|-Avãyj AvDqvj wg›Uy 1.mvaviYZ gvbyl bZzbZ¡‡K wek¦vm Ki‡Z Pvqbv (A_v©r ARvbv‡K fq cvq)| 2.GZ mn‡R GZ Avq‡K Awek¦vm¨ g‡b K‡i (R‡b¥i ci †_‡KB Avgiv †b‡MwUf n‡q DwV, KviY Avgiv 25 eQ‡i 40000 evi ‡b‡MwUf K_v ïwb| D`vniY miæc Avcwb hw` wfÿzK‡K 1000 UvKvi †bvU †`b, Zvn‡j Zvi g‡b GwU bKj e‡j m‡›`n RvM‡e| †Zgwb †bUIqvK© gv‡K©wUs cÖZ¨vkvi Zzjbvq eû¸‡Y †ewk †`q e‡jB GwUi cÖwZ gvby‡li m‡›`n †ewk)| 3.‡bUIqvK© gv‡K©wUs Gi m¤¢vebv Kx I Gi c×wZ m¤^‡Ü AÁZv ev aviYv bv _vKvB Awek¦v‡mi g~j KviY (hw`I wej †MU&m, Uwb †eøqvi, gnvw_i †gvnv¤§`, A_©bxwZex` cj †RBb wcjRvi, nve©vW© BDwbfvwm©wUi Wxb DBwjqvg †Rg&m, XvKv wek¦we`¨vj‡qi mv‡eK wfwm Gm Gg dv‡qR I evsjv‡`‡ki Avãyj AvDqvj wg›Uz G weR‡bm‡K †e÷ e‡j‡Qb)| 4.hviv †ewk ey‡S, ï‡b wek¦vm K‡i I †`Lvi cÖ‡qvRb g‡b K‡ibv| 5.wcivwgW w¯‹‡gi g›` AwfÁZvi (hviv Gi Øviv cÖZvwiZ n‡q‡Q) Kvi‡YI Awek¦vm K‡i| 6.A‡b‡K GUv‡K wbR¯^ gbgvbwlKZvi mv‡_ gvwb‡q wb‡Z cv‡ibv A_©vr hviv nxbgb¨Zvq fz‡M, gvby‡li mgv‡jvPbvi fq cvq, I Gi weiæwaZv ev mg_©b bv Kiv‡K Zviv Zv‡`i †KªwWU g‡b K‡i|7.Avcbv‡K wek¦vm Ki‡Z n‡e †h nRvi nRvi gvbyl‡K cÖZvwiZ Kiv, †auvKv †`qv ev AÜ K‡i ivLv m¤¢e bq| cvkvcvwk GwUI g‡b ivL‡eb †h cÖZviYv Avi e¨_©Zv GK bq| Avcwb e¨_© n‡ZB cv‡ib, wKšÍy cÖZvwiZ n‡ebbv| KviY †bUIqvK© gv‡K©wUs LyeB ¯^”Q I SzuwKgy³| [hviv ‡cªv-GKwUf, cwRwUf I wb‡Ri Ae¯’vb‡K my`„p Ki‡Z Pvq A_©vr hviv Avw_©K welq QvoI m¤§vb, †bZ…Z¡, ¯^cœ c~iY, AwfÁZv AR©b, mvdj¨, myL-kvwšÍ, `ªyZ AeKvk, mg‡qi ¯^vaxbZv I e¨w³‡Z¦i weKvk Gmg¯Í welq Pvq Zviv †bUIqvK© gv‡K©wUs K‡i]

(M) ‡Kvgcvwb hw` eÜ n‡q hvq?

Rb¥jMœ †_‡K ‡bUIqvK© gv‡K©wUs Gi weiæ‡× hZ †jLv‡jwL n‡q‡Q Zv hw` Ab¨ †Kv‡bv wk‡íi weiæ‡× n‡Zv Z‡e Zv wejxb n‡q †h‡Zv| Avãyj AvDqvj wg›Uz e‡j‡Qb G‡K fvBivj gv‡K©wUs A_©vr fvBiv‡mi gZ `ªæZ we`y¨r MwZ‡Z Qwo‡q co‡e AvMvgxi †bUIqvK© gv‡K©wUs , ZvB Av¯’v nviv‡eb bv GwU Av‡Q Ges _vK‡e Gi Dci w`‡q hZB So SvcUv e‡q hvK|1.hZ UvKv w`‡eb ZZ UvKviB cY¨ ev †mev cv‡eb| c‡ii w`b ‡h‡q hw` †`‡Lb †Kvgcvwb eÜ n‡q ‡M‡Q ev Av¸‡b cy‡o †M‡Q, Zv‡Z Avcbvi †Kv‡bv SuywK, jm ev ÿwZ †bB| wKQz ‡jvK Av‡Q hviv wb‡R‡KB m‡›`n K‡i, Avi †bUIqvK© gv‡K©wUs‡K †Zv Ki‡eB| †Kvgcvwb P‡j †M‡jI Avcbv‡K †h Ávb, AwfÁZv, AvZ¥wek¦vm, ‰ah©¨, e¨w³Z¡, cwiwPwZ I gvbweK g~j¨‡eva w`‡q hv‡e Zv w`‡q †h †Kv‡bv †ÿ‡Î Avcwb mvd‡j¨i ¯^Y©wkL‡i Av‡ivnY Ki‡Z cvi‡eb| 2.Aev¯ÍeZv, cÖZviYv ev †MuvRvwgjm¤úbœ e¨emv Kv‡iv c‡ÿB hy‡Mi ci hyM Pvwj‡q hvIqv m¤¢e bq (GgI‡q 1959 mvj †_‡K AvR ch©šÍ Pj‡Q)| †Kvgcvwb eÜ nIqvi KviY n‡”Q:-K) j‡m _vK‡j (c„w_ex‡Z gvbyl hZ e¨emvi D‡`¨vM †bq Zvi 60% GiI †ewk †kl ch©šÍ e¨_©Zvq ch©ewmZ nq| Gi g~j KviY n‡”Q:-AbwfÁZv, A`ÿZv, `~e©j e¨e¯’vcbv Ges ÎæwUc~Y© K‡¤ú‡Äkb cø¨vb), L) miKvi eÜ K‡i w`‡j (wbqwgZ U¨v·/f¨vU †c‡j miKvi wKQz eÜ K‡ibv) I M) wWw÷ªweDUiiv KvR bv Ki‡j (UvKv †c‡j †KD KvR eÜ K‡i bv, ZvB †Kvgcvwb 20% wb‡R †i‡L evwK 80% wWw÷ªweDUi‡`i w`‡q _v‡K)| 3.jv‡fi Rb¨ †Kvgcvwb wewfbœ mg‡q wewfbœ my‡hvM myweav e„w× K‡i cY¨ wecYb‡K mwµq iv‡Lb| Avi msL¨v e„w×i mv‡_ mv‡_ †h‡nZz †Kvgcvwbi jv‡fi nvi ev‡o, †m‡nZz c„w_ex‡Z Ggb ‡KD †bB whwb GKwU jvfRbK cÖwZôvb eÜ K‡i w`‡eb|

(N) mevB hw` †g¤^vi n‡q hvq ZLb †kl e¨w³i wK Ae¯’v n‡e?

mevB †g¤^vi n‡q hv‡e, G AvksKv †h‡nZz KvR Ki‡Q †m‡nZz GUv cÖgvwbZ nq‡h, G e¨emvi fwel¨Z LyeB D¾j| GUv fv‡jv e‡jB †Zv MYnv‡i mevB MÖvnK n‡q hv‡e e‡j Avcbvi AvksKv- ZvB bq wK? 1.GKwU †`vKv‡bi †hgb †kl †µZv e‡j wKQz †bB, †Zgwb †bUIqvK© gv‡K©wUs BbWvw÷ª‡Z †kl e¨w³ ev †kl ch©vq e‡j †Kv‡bv wKQzi Aw¯ÍZ¡ †bB| GwU n‡”Q wimvBwK¬s cÖwµqv A_©vr Avcbvi hLb K¬vm Iqv‡b ‡ivj GK wQj Ges Uy‡Z IVvi ci ZLb Iqv‡bi GK †ivj wK Lvwj wQj? Aek¨B bv, †Zgwb G †ÿ‡Î Avcwb SE ‡_‡K hLb PE n‡eb, ZLb Ab¨Rb SE n‡e| Gfv‡e Pj‡ZB _vK‡e| 2.gvbyl Rv‡b g›` KLbI `xN©¯’vqx nqbv| A¨vgI‡q 1959, †gjvjyKv 1985, Gfb 1962 mv‡j R‡b¥i ci †_‡K AvR ch©šÍ G‡`i e¨emvq †Kv‡bv APjvqZb m„wó, cÖvwšÍK wech©q ev wm‡÷g †f‡½ covi g‡Zv mvgvb¨Zg †Kv‡bv jÿYI †`Lv hvqwb| eis cÖwZ eQiB Gme †Kvgcvwb AR©b Ki‡Q mvd‡j¨i ci mvdj¨|

Aek¨B Av‡Q| e¨emv Kivi D‡Ï‡k¨ †Kv‡bv wKQz µq K‡i hw` Zv ‡_‡K Avq bv Av‡m †mUvB ÿwZ; ZvQvov G‡ÿ‡Î Avcbvi Bb‡f÷ Kiv mgq, kÖg I †gav meB ÿwZ|

(P) Avwg gvbyl‡K eySv‡Z cvwibv|

gvbyl‡K eySv‡bv Avcbvi KvR bq| Avcbvi KvR ïay †Kvgcvwbi Awd‡m Avgš¿Y Kiv| eySv‡bvi Rb¨ †Kvgcvwb †mwgbv‡ii e¨e¯’v †i‡L‡Q|GQvov Avcbvi wUg Avcbvi AwZw_‡K †K¬vwRs †`qv mn meiK‡gi mn‡hvwMZv Ki‡e|

(Q) Avwg gvbyl‡K KbwfÝ Ki‡Z cvwibv (KbwfÝ Kiv G‡Zv mnR bq)|

GLv‡b †Kv‡bv inm¨, †MvcbxqZv ev †MvRvwgj †bB †h gvbyl‡K KbwfÝ Ki‡Z n‡e| whwb Avm‡eb wZwb †h‡bï‡b ey‡SB Avm‡eb| Z‡e Avcwb Zv‡K eySvi mgq I my‡hvM w`b| A_©vr †Kvgcvwbi †cÖvWv±, cø¨vb, Kwgkb, ¯^”QZv, ‰eaZv I Kvh©µg m¤ú‡K© ÁvZ Kiæb| AZci Zv‡K ¯^vaxbfv‡e Ge¨emvi e¨cv‡i wm×všÍ wb‡Z ejyb| ( Z‡e me †ÿ‡ÎB DrmvwnZKiY ev DØy×KiY cÖwµqv weivRgvb)|

(R) Avwg Lye e¨¯Í, Avgvi GZ mgq †bB|

G e¨emvq †ewk mg‡qi `iKvi nqbv| KviY †h mgqUv Avcwb AcPq K‡i _v‡Kb, †m mgqUv‡K K‡R jMv‡jB nq| ZQvov Avmiv A‡b‡K mgqUv‡K mwVKfv‡e g¨v‡bR Ki‡Z cvwibv weavq mgq cvBbv| G Rb¨ †eKvi †jvK‡K †Kv‡bv mgq evmvq cvIqv hvqbv| aiæb &KeQi Av‡MI Avcbvi †hgbe¨¯ÍZvi g‡a¨ w`b †K‡U‡Q, GK eQi c‡iI †Zgb GKB e¨¯ÍZv _vK‡e| Zvi gv‡b KLbI dªx nIqv m¤¢e n‡e bv| G e¨emvq UvBg Wzwcø‡KU Kiv hvq ev mgq R¯§ †`qv hvq| †hgb Avcwb GLv‡b cÖwZw`b †h 1 N›Uv mgq w`‡q MÖvnK msMÖn Ki‡Qm Zviv Avevi c×wZMZfv‡e 2, 4, 6, 8, 16 Gfv‡e mgq w`‡q Avcbvi fvM¨ Mo‡e| †bUIqvK© gv‡K©wUs bvgK hv`y cwikÖg‡K AveviI cwikÖg Ki‡Z †kLvq, kÖg I mgq‡K cyb: AvewZ©Z K‡i| myZivs †h †Kv‡bv Kv‡Ri Zzjbvq GLv‡b mgq †`qv Avcbvi Rb¨ ¸iæZ¡c~Y©| 1) Avcwb Lye e¨¯Í e‡jB KvRwU Avcbvi Rb¨ Lye mnR| KviY Avcbvi e¨¯ÍZv _v‡K A‡bK gvby‡li mv‡_| G‡`I g‡a¨ Avcwb A‡bK †jvK‡K cv‡eb hviv ¯^í Av‡qi gvbyl, Zviv GKwU evowZ Av‡qi Rb¨ cÖwZ gyn‡Z© ‡Póv K‡i hv‡”Q Avcwb ïay Zv‡`i‡K GLv‡b cvwV‡q w`b| Avi Gfv‡e Avcwb GLv‡b ax‡i ax‡I A‡bKUv c_ GwM‡q †h‡Z cvi‡eb| 2) Avcwb e¨¯Í e‡jB‡Zv †bUIqvK© gv‡K©wUs Gi mv‡_ hy³ n‡eb| KviY †bUIqvK© gv‡K©wUs g~jZ: A_©‰bwZK ¯^vaxbZv QvovI mg‡qi ¯^vaxbZv G‡b †`q| e¨¯Í gvby‡li Rb¨ mg‡qi ¯^vaxbZv LyeB cÖ‡qvRb| ZvB GLv‡b GKUz KvR Ki‡j A_©‰bwZK ¯^vaxbZvi cvkvcvwk GKch©v‡q mg‡qi ¯^vaxbZvI P‡j Avm‡e|GLb Avcwb Rxei‡b Avm‡j hv Pvb Zvi Rb¨ cÖPzi mgq w`‡Z cvi‡eb| 3) Avcwb Lye e¨¯Í e‡jB cÖPzi Aemi cÖ‡qvRb| GLv‡b gvÎ 2/3 eQi hw` GKUz cwikÖg K‡ib Zvn‡j †`L‡eb Avcbvi A_©‰bwZK ¯^vaxbZv P‡j Avm‡e Ges Avcwb Rxeb‡K Dc‡fvM Kivi Rb¨ cÖPzi Aemi cv‡eb|

(S) †cÖvW‡±i `vg G‡Zv †ewk †K‡bv? evRvi `vg †Zv G‡Zv bv|

Avm‡j gv‡K©‡Ui aib, c‡Y¨I ch©vßZv, cÖwZ‡hvwMZv, we‡µZvi mvgwqK Avw_©K Afve c~iY, U¨v· duvwK BZ¨vw`Kvi‡Y c‡Y¨i `vg Kg‡ewk nq| ZvB c‡Y¨i ÔevRvi `vgÕ e‡j mwZ¨Kvi A‡_© wKQz †bB| hw` _vK‡Zv Zvn‡j †KD KL‡bv Ô`vg K‡ZvÕ Zv wR‡Ám Ki‡Zv bv| A_©vr c‡Y¨i `vg wbf©i K‡i †µZv-we‡µZv ci¯ú‡ii B”Qvi Dci| †µZvi B”Qv †ewk n‡j c‡Y¨i `vg e„w× cvq, Avevi we‡µZvi B”Qv †ewk n‡j c‡Y¨i `vg n«vm cvq| aiæb GB †eªm‡jUwUi `vg KvbvWvq 18,000 UvKv, Bwjs‡m 5,810 UvKv, weR GB‡g 3,600 UvKv Avi ¸wj¯Ív‡b 400/500 UvKv| †bUIqvK© gv‡K©wUs me gv‡K©UMy‡jvi Zzjbvq GKUv Gfv‡iR †iU iv‡L| weR GB‡g H †eªm‡jUwU 3,600 UvKv n‡j 400/500 UvKvi Zzjbvq †ewk Ges 5,810 UvKv I 18,000 UvKvi Zyjbvq A‡bK Kg| fveyb mviv Rxeb a‡i †Kbv Ggb †Kv‡bv cY¨B‡Zv Avcbv‡K Gai‡bi bM` e¨emvi my‡hvM G‡b †`qwb| awi Avcbvi g‡Z c‡Y¨i `vg hw` wKQyUv †ewk n‡qB _v‡K, Z‡e †mB †ewk UvKvUv eo K_v bq Gi Rb¨ hw` Rxe‡bi †gvo Nyiv‡bv hvq †mUvB eo K_v| cY¨Uv‡K evRvi g~‡j¨i mv‡_ bv ‡f‡e GUv‡K GKUv Dcnvi wn‡m‡e fveyb| Avi mdj wUg MV‡bi c‡iB cv‡eb Ge¨emvi cÖK…Z wewbgq|

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