{"id":354,"date":"2024-09-11T19:08:24","date_gmt":"2024-09-11T23:08:24","guid":{"rendered":"https:\/\/businessagility.education\/blog\/?p=354"},"modified":"2024-09-11T19:08:26","modified_gmt":"2024-09-11T23:08:26","slug":"agile-sales-ai-selling-chapter2","status":"publish","type":"post","link":"https:\/\/businessagility.education\/blog\/ar\/agile-sales-ai-selling-chapter2\/","title":{"rendered":"\u0627\u0644\u0641\u0635\u0644 \u0627\u0644\u062b\u0627\u0646\u064a \u0645\u0646 \u0643\u062a\u0627\u0628 Agile AI Sales"},"content":{"rendered":"<p><strong>\u0627\u0644\u0641\u0635\u0644 \u0627\u0644\u062b\u0627\u0646\u064a: \u0627\u0644\u062a\u0637\u0648\u0631 \u0625\u0644\u0649 \u0645\u0627 \u0647\u0648 \u0623\u0628\u0639\u062f \u0645\u0646 &quot;\u0627\u0644\u0625\u063a\u0644\u0627\u0642 \u0627\u0644\u062f\u0627\u0626\u0645&quot; \u0648&quot;\u0627\u0644\u062a\u0643\u0631\u0627\u0631&quot; - \u062a\u0628\u0646\u064a \u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a 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title=\"\u0643\u062a\u0627\u0628 Agile Sales and AI-Assisted Selling \u0627\u0644\u0641\u0635\u0644 \u0627\u0644\u062b\u0627\u0646\u064a: \u0645\u0627 \u0648\u0631\u0627\u0621 &quot;\u0627\u0644\u0625\u063a\u0644\u0627\u0642 \u0627\u0644\u062f\u0627\u0626\u0645&quot; \u0648&quot;\u0627\u0644\u062a\u0643\u0631\u0627\u0631&quot;\" width=\"580\" height=\"326\" src=\"https:\/\/www.youtube.com\/embed\/M7tABvwqhYk?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><figcaption class=\"wp-element-caption\">\u0641\u064a\u062f\u064a\u0648 \u0645\u0628\u064a\u0639\u0627\u062a \u0627\u0644\u0630\u0643\u0627\u0621 \u0627\u0644\u0627\u0635\u0637\u0646\u0627\u0639\u064a \u0627\u0644\u0631\u0634\u064a\u0642<\/figcaption><\/figure>\n\n\n\n<hr class=\"wp-block-separator 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<em>\u063a\u0644\u064a\u0646\u062c\u0627\u0631\u064a \u063a\u0644\u064a\u0646 \u0631\u0648\u0633<\/em> \u0644\u0642\u062f \u0623\u062b\u0631\u062a \u0633\u0644\u0628\u064b\u0627 \u0639\u0644\u0649 \u0643\u064a\u0641\u064a\u0629 \u0627\u0644\u0646\u0638\u0631 \u0625\u0644\u0649 \u0645\u0647\u0646\u0629 \u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a\u060c \u0645\u0645\u0627 \u0639\u0632\u0632 \u0627\u0644\u0635\u0648\u0631 \u0627\u0644\u0646\u0645\u0637\u064a\u0629 \u0627\u0644\u062a\u064a \u0644\u0645 \u062a\u0639\u062f \u062a\u062a\u0646\u0627\u0633\u0628 \u0645\u0639 \u0627\u0644\u0628\u064a\u0639 \u0627\u0644\u062d\u062f\u064a\u062b.<\/li>\n<\/ol>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>\u0645\u062e\u0627\u0637\u0631 &quot;\u0627\u0644\u0625\u063a\u0644\u0627\u0642 \u0627\u0644\u062f\u0627\u0626\u0645&quot; (\u0625\u064a\u0647 \u0628\u064a \u0633\u064a)<\/strong><\/h3>\n\n\n\n<p>\u0625\u0646 \u0639\u0642\u0644\u064a\u0629 &quot;\u0627\u0644\u0627\u0633\u062a\u0645\u0631\u0627\u0631 \u0641\u064a \u0627\u0644\u0625\u063a\u0644\u0627\u0642&quot; \u062a\u062c\u0644\u0628 \u0645\u062e\u0627\u0637\u0631 \u0643\u0628\u064a\u0631\u0629:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>\u0627\u0644\u062a\u0631\u0643\u064a\u0632 \u0639\u0644\u0649 \u0627\u0644\u0645\u062f\u0649 \u0627\u0644\u0642\u0635\u064a\u0631<\/strong>:\u063a\u0627\u0644\u0628\u064b\u0627 \u0645\u0627 \u062a\u0631\u0643\u0632 \u0627\u0644\u0634\u0631\u0643\u0627\u062a \u0627\u0644\u0642\u0627\u0626\u0645\u0629 \u0639\u0644\u0649 \u0627\u0644\u0623\u0639\u0645\u0627\u0644 \u0627\u0644\u062a\u062c\u0627\u0631\u064a\u0629 \u0639\u0644\u0649 \u0627\u0644\u0645\u0643\u0627\u0633\u0628 \u0627\u0644\u0641\u0648\u0631\u064a\u0629 \u0628\u062f\u0644\u0627\u064b \u0645\u0646 \u0627\u0644\u0642\u064a\u0645\u0629 \u0637\u0648\u064a\u0644\u0629 \u0627\u0644\u0623\u062c\u0644\u060c \u0645\u0645\u0627 \u0642\u062f \u064a\u0636\u0631 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\u0627\u0644\u062a\u062e\u0635\u064a\u0635.<\/li>\n<\/ol>\n\n\n\n<p>\u0648\u0631\u063a\u0645 \u0623\u0646 \u0647\u0630\u0647 \u0627\u0644\u0637\u0631\u064a\u0642\u0629 \u062a\u0648\u0641\u0631 \u0627\u0644\u0628\u0646\u064a\u0629 \u0627\u0644\u0623\u0633\u0627\u0633\u064a\u0629\u060c \u0625\u0644\u0627 \u0623\u0646\u0647\u0627 \u062a\u0641\u0634\u0644 \u0641\u064a \u0627\u0644\u062a\u0643\u064a\u0641 \u0645\u0639 \u0627\u0644\u0627\u062d\u062a\u064a\u0627\u062c\u0627\u062a \u0627\u0644\u0641\u0631\u064a\u062f\u0629 \u0644\u0644\u0639\u0645\u0644\u0627\u0621 \u0627\u0644\u0623\u0641\u0631\u0627\u062f \u0623\u0648 \u0638\u0631\u0648\u0641 \u0627\u0644\u0633\u0648\u0642 \u0627\u0644\u0645\u062a\u063a\u064a\u0631\u0629.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>\u0645\u062e\u0627\u0637\u0631 \u0646\u0647\u062c &quot;\u0627\u0644\u0634\u0637\u0641 \u0648\u0627\u0644\u062a\u0643\u0631\u0627\u0631&quot;<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>\u062a\u0646\u0641\u064a\u0631 \u0627\u0644\u0639\u0645\u0644\u0627\u0621<\/strong>:\u0625\u0646 \u0627\u062a\u0628\u0627\u0639 \u0646\u0647\u062c \u0648\u0627\u062d\u062f \u064a\u0646\u0627\u0633\u0628 \u0627\u0644\u062c\u0645\u064a\u0639 \u0642\u062f \u064a\u0624\u062f\u064a \u0625\u0644\u0649 \u0627\u0646\u0642\u0637\u0627\u0639 \u0627\u0647\u062a\u0645\u0627\u0645 \u0627\u0644\u0639\u0645\u0644\u0627\u0621\u060c \u062d\u064a\u062b \u064a\u062a\u0648\u0642\u0639 \u0627\u0644\u0645\u0634\u062a\u0631\u0648\u0646 \u0627\u0644\u062d\u0635\u0648\u0644 \u0639\u0644\u0649 \u062d\u0644\u0648\u0644 \u0645\u062e\u0635\u0635\u0629.<\/li>\n\n\n\n<li><strong>\u0639\u064a\u0628 \u062a\u0646\u0627\u0641\u0633\u064a<\/strong>:\u0625\u0646 \u0627\u0644\u0645\u0646\u0627\u0641\u0633\u064a\u0646 \u0627\u0644\u0630\u064a\u0646 \u064a\u0642\u062f\u0645\u0648\u0646 \u0645\u0646\u0627\u0647\u062c \u0623\u0643\u062b\u0631 \u062a\u062e\u0635\u064a\u0635\u064b\u0627 \u064a\u0643\u0648\u0646\u0648\u0646 \u0641\u064a \u0648\u0636\u0639 \u0623\u0641\u0636\u0644 \u0644\u062c\u0630\u0628 \u0627\u0647\u062a\u0645\u0627\u0645 \u0627\u0644\u0639\u0645\u0644\u0627\u0621.<\/li>\n\n\n\n<li><strong>\u0627\u0644\u0627\u0641\u062a\u0642\u0627\u0631 \u0625\u0644\u0649 \u0627\u0644\u0627\u0628\u062a\u0643\u0627\u0631<\/strong>:\u0625\u0646 \u062a\u0643\u0631\u0627\u0631 \u0646\u0641\u0633 \u0627\u0644\u062e\u0637\u0648\u0627\u062a \u0645\u0631\u0627\u0631\u0627 \u0648\u062a\u0643\u0631\u0627\u0631\u0627 \u064a\u0642\u0645\u0639 \u0627\u0644\u0627\u0628\u062a\u0643\u0627\u0631\u060c \u0645\u0645\u0627 \u064a\u062c\u0639\u0644 \u0645\u0646 \u0627\u0644\u0635\u0639\u0628 \u0639\u0644\u0649 \u0627\u0644\u0634\u0631\u0643\u0627\u062a \u0623\u0646 \u062a\u062a\u0637\u0648\u0631 \u0645\u0639 \u0627\u062a\u062c\u0627\u0647\u0627\u062a \u0627\u0644\u0633\u0648\u0642.<\/li>\n<\/ul>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>\u0645\u0632\u0627\u064a\u0627 \u0648\u0639\u064a\u0648\u0628 \u0623\u0633\u0627\u0644\u064a\u0628 \u0627\u0644\u0628\u064a\u0639 \u0627\u0644\u062a\u0642\u0644\u064a\u062f\u064a\u0629<\/strong><\/h3>\n\n\n\n<figure class=\"wp-block-table\"><table class=\"has-fixed-layout\"><thead><tr><th>\u0627\u0644\u0627\u0633\u062a\u0631\u0627\u062a\u064a\u062c\u064a\u0629<\/th><th>\u0627\u0644\u0645\u0632\u0627\u064a\u0627<\/th><th>\u0627\u0644\u0639\u064a\u0648\u0628<\/th><\/tr><\/thead><tbody><tr><td><strong>\u0643\u0646 \u062f\u0627\u0626\u0645\u064b\u0627 \u0645\u063a\u0644\u0642\u064b\u0627 (ABC)<\/strong><\/td><td>\u0627\u0633\u062a\u0628\u0627\u0642\u064a\u060c \u064a\u0631\u0643\u0632 \u0639\u0644\u0649 \u062a\u062d\u0642\u064a\u0642 \u0623\u0647\u062f\u0627\u0641 \u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a.<\/td><td>\u0625\u0646 \u0627\u0644\u0623\u0633\u0627\u0644\u064a\u0628 \u0627\u0644\u0627\u0633\u062a\u0641\u0632\u0627\u0632\u064a\u0629 \u062a\u0624\u062f\u064a \u0625\u0644\u0649 \u062a\u0646\u0641\u064a\u0631 \u0627\u0644\u0639\u0645\u0644\u0627\u0621\u061b \u0648\u0627\u0644\u062a\u0631\u0643\u064a\u0632 \u0639\u0644\u0649 \u0627\u0644\u0645\u0639\u0627\u0645\u0644\u0627\u062a \u064a\u0636\u0631 \u0628\u0627\u0644\u0639\u0644\u0627\u0642\u0627\u062a.<\/td><\/tr><tr><td><strong>\u0627\u0634\u0637\u0641 \u0648\u0643\u0631\u0631<\/strong><\/td><td>\u0627\u0644\u0627\u062a\u0633\u0627\u0642\u060c \u0627\u0644\u062a\u062f\u0631\u064a\u0628 \u0627\u0644\u0633\u0647\u0644 \u0644\u0645\u0645\u062b\u0644\u064a \u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a \u0627\u0644\u062c\u062f\u062f.<\/td><td>\u064a\u0641\u062a\u0642\u0631 \u0625\u0644\u0649 \u0627\u0644\u062a\u062e\u0635\u064a\u0635\u060c \u0648\u064a\u0634\u0627\u0631\u0643 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0628\u0634\u0643\u0644 \u0623\u0642\u0644.<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>\u062d\u0627\u0644\u0629 \u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a \u0627\u0644\u0631\u0634\u064a\u0642\u0629<\/strong><\/h3>\n\n\n\n<p><em>\u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a \u0627\u0644\u0631\u0634\u064a\u0642\u0629<\/em> \u062a\u0642\u062f\u0645 Agile Sales \u0628\u062f\u064a\u0644\u0627\u064b \u062f\u064a\u0646\u0627\u0645\u064a\u0643\u064a\u064b\u0627 \u064a\u0631\u0643\u0632 \u0639\u0644\u0649 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0644\u0623\u0633\u0627\u0644\u064a\u0628 \u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a \u0627\u0644\u062a\u0642\u0644\u064a\u062f\u064a\u0629. \u0645\u0646 \u062e\u0644\u0627\u0644 \u0627\u0633\u062a\u0639\u0627\u0631\u0629 \u0627\u0644\u0645\u0628\u0627\u062f\u0626 \u0645\u0646 \u062a\u0637\u0648\u064a\u0631 \u0628\u0631\u0627\u0645\u062c Agile\u060c \u062a\u0645 \u0628\u0646\u0627\u0621 Agile Sales \u062d\u0648\u0644 \u0627\u0644\u0642\u062f\u0631\u0629 \u0639\u0644\u0649 \u0627\u0644\u062a\u0643\u064a\u0641 \u0648\u0627\u0644\u062a\u0639\u0627\u0648\u0646 \u0648\u0627\u0644\u062a\u062d\u0633\u064a\u0646 \u0627\u0644\u0645\u0633\u062a\u0645\u0631. \u0625\u0646\u0647\u0627 \u062a\u0633\u0645\u062d \u0644\u0641\u0631\u0642 \u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a \u0628\u0627\u0644\u0628\u0642\u0627\u0621 \u0645\u0631\u0646\u0629 \u0648\u062a\u0639\u062f\u064a\u0644 \u0627\u0644\u0627\u0633\u062a\u0631\u0627\u062a\u064a\u062c\u064a\u0627\u062a \u0628\u0646\u0627\u0621\u064b \u0639\u0644\u0649 \u0627\u0644\u0645\u0644\u0627\u062d\u0638\u0627\u062a \u0641\u064a \u0627\u0644\u0648\u0642\u062a \u0627\u0644\u0641\u0639\u0644\u064a \u0648\u0627\u0644\u0627\u0633\u062a\u062c\u0627\u0628\u0629 \u0628\u0633\u0631\u0639\u0629 \u0644\u0644\u062a\u063a\u064a\u0631\u0627\u062a \u0641\u064a \u0627\u0644\u0633\u0648\u0642 \u0623\u0648 \u0633\u0644\u0648\u0643 \u0627\u0644\u0639\u0645\u0644\u0627\u0621.<\/p>\n\n\n\n<p>\u062a\u062a\u0636\u0645\u0646 \u0627\u0644\u0645\u0628\u0627\u062f\u0626 \u0627\u0644\u0623\u0633\u0627\u0633\u064a\u0629 \u0644\u0644\u0645\u0628\u064a\u0639\u0627\u062a \u0627\u0644\u0631\u0634\u064a\u0642\u0629 \u0645\u0627 \u064a\u0644\u064a:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>\u0627\u0644\u062a\u0639\u0627\u0648\u0646 \u0645\u0639 \u0627\u0644\u0639\u0645\u0644\u0627\u0621<\/strong>:\u062a\u0636\u0639 Agile Sales \u0641\u064a \u0627\u0644\u0645\u0642\u0627\u0645 \u0627\u0644\u0623\u0648\u0644 \u0641\u0647\u0645 \u0627\u062d\u062a\u064a\u0627\u062c\u0627\u062a \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0648\u0627\u0644\u062a\u0639\u0627\u0648\u0646 \u0644\u062a\u0637\u0648\u064a\u0631 \u062d\u0644\u0648\u0644 \u0645\u062e\u0635\u0635\u0629. \u0648\u0647\u0630\u0627 \u0645\u0646 \u0634\u0623\u0646\u0647 \u0623\u0646 \u064a\u0628\u0646\u064a \u0627\u0644\u062b\u0642\u0629 \u0648\u064a\u0634\u062c\u0639 \u0627\u0644\u0639\u0644\u0627\u0642\u0627\u062a \u0637\u0648\u064a\u0644\u0629 \u0627\u0644\u0623\u0645\u062f.<\/li>\n\n\n\n<li><strong>\u0627\u0644\u0639\u0645\u0644\u064a\u0627\u062a \u0627\u0644\u062a\u0643\u0631\u0627\u0631\u064a\u0629<\/strong>:\u062a\u0633\u062a\u062e\u062f\u0645 Agile Sales \u062f\u0648\u0631\u0627\u062a \u0645\u0646 \u0627\u0644\u0645\u0631\u0627\u062c\u0639\u0629 \u0627\u0644\u0645\u0633\u062a\u0645\u0631\u0629 \u0648\u0627\u0644\u062a\u0643\u0631\u0627\u0631 \u0644\u062a\u062d\u0633\u064a\u0646 \u0627\u0633\u062a\u0631\u0627\u062a\u064a\u062c\u064a\u0627\u062a \u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a\u060c \u0645\u0645\u0627 \u064a\u0636\u0645\u0646 \u0628\u0642\u0627\u0626\u0647\u0627 \u0630\u0627\u062a \u0635\u0644\u0629 \u0628\u0627\u062d\u062a\u064a\u0627\u062c\u0627\u062a \u0627\u0644\u0639\u0645\u0644\u0627\u0621.<\/li>\n\n\n\n<li><strong>\u0627\u0644\u0642\u062f\u0631\u0629 \u0639\u0644\u0649 \u0627\u0644\u062a\u0643\u064a\u0641<\/strong>:\u062a\u062a\u0645\u062a\u0639 \u0641\u0631\u0642 \u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a \u0627\u0644\u0631\u0634\u064a\u0642\u0629 \u0628\u0627\u0644\u0642\u062f\u0631\u0629 \u0639\u0644\u0649 \u0627\u0644\u062a\u0643\u064a\u0641 \u0628\u0633\u0631\u0639\u0629 \u0645\u0639 \u0638\u0631\u0648\u0641 \u0627\u0644\u0633\u0648\u0642 \u0627\u0644\u0645\u062a\u0637\u0648\u0631\u0629\u060c \u0645\u0645\u0627 \u064a\u062c\u0639\u0644\u0647\u0627 \u0623\u0643\u062b\u0631 \u0642\u062f\u0631\u0629 \u0639\u0644\u0649 \u0627\u0644\u0645\u0646\u0627\u0641\u0633\u0629 \u0641\u064a \u0628\u064a\u0626\u0629 \u0633\u0631\u064a\u0639\u0629 \u0627\u0644\u062e\u0637\u0649.<\/li>\n\n\n\n<li><strong>\u0627\u0644\u062a\u0631\u0643\u064a\u0632 \u0639\u0644\u0649 \u0627\u0644\u0642\u064a\u0645\u0629<\/strong>:\u064a\u062a\u062d\u0648\u0644 \u0627\u0644\u062a\u0631\u0643\u064a\u0632 \u0641\u064a Agile Sales \u0645\u0646 \u0645\u062c\u0631\u062f \u0625\u063a\u0644\u0627\u0642 \u0627\u0644\u0635\u0641\u0642\u0627\u062a \u0625\u0644\u0649 \u062a\u0642\u062f\u064a\u0645 \u0627\u0644\u0642\u064a\u0645\u0629 \u0637\u0648\u0627\u0644 \u0639\u0645\u0644\u064a\u0629 \u0627\u0644\u0628\u064a\u0639\u060c \u0645\u0645\u0627 \u064a\u0624\u062f\u064a \u0625\u0644\u0649 \u0625\u0646\u0634\u0627\u0621 \u0639\u0644\u0627\u0642\u0627\u062a \u0623\u0643\u062b\u0631 \u062c\u062f\u0648\u0649 \u0648\u0627\u0633\u062a\u062f\u0627\u0645\u0629 \u0645\u0639 \u0627\u0644\u0639\u0645\u0644\u0627\u0621.<\/li>\n<\/ul>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>\u062f\u0648\u0631 \u0627\u0644\u0628\u064a\u0639 \u0628\u0645\u0633\u0627\u0639\u062f\u0629 \u0627\u0644\u0630\u0643\u0627\u0621 \u0627\u0644\u0627\u0635\u0637\u0646\u0627\u0639\u064a<\/strong><\/h3>\n\n\n\n<p>\u0645\u0639 \u0627\u0633\u062a\u0645\u0631\u0627\u0631 \u0646\u0645\u0648 Agile Sales\u060c \u0641\u0625\u0646 \u062f\u0645\u062c <em>\u0627\u0644\u0628\u064a\u0639 \u0628\u0645\u0633\u0627\u0639\u062f\u0629 \u0627\u0644\u0630\u0643\u0627\u0621 \u0627\u0644\u0627\u0635\u0637\u0646\u0627\u0639\u064a<\/em> \u064a\u0639\u062f \u0627\u0644\u0630\u0643\u0627\u0621 \u0627\u0644\u0627\u0635\u0637\u0646\u0627\u0639\u064a \u062a\u0642\u062f\u0645\u064b\u0627 \u0637\u0628\u064a\u0639\u064a\u064b\u0627. \u064a\u0645\u0643\u0646 \u0623\u0646 \u064a\u062f\u0639\u0645 \u0627\u0644\u0630\u0643\u0627\u0621 \u0627\u0644\u0627\u0635\u0637\u0646\u0627\u0639\u064a \u0641\u0631\u0642 \u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a \u0645\u0646 \u062e\u0644\u0627\u0644 \u062a\u0648\u0641\u064a\u0631 \u0631\u0624\u0649 \u062a\u0639\u062a\u0645\u062f \u0639\u0644\u0649 \u0627\u0644\u0628\u064a\u0627\u0646\u0627\u062a\u060c \u0648\u0623\u062a\u0645\u062a\u0629 \u0627\u0644\u0645\u0647\u0627\u0645 \u0627\u0644\u0645\u062a\u0643\u0631\u0631\u0629\u060c \u0648\u062a\u062e\u0635\u064a\u0635 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