{"id":5179,"date":"2026-06-24T11:42:52","date_gmt":"2026-06-24T08:42:52","guid":{"rendered":"https:\/\/engazcrm.com\/blog\/?p=5179"},"modified":"2026-06-28T10:42:16","modified_gmt":"2026-06-28T07:42:16","slug":"lead-tracking-and-qualification-in-crm","status":"publish","type":"post","link":"https:\/\/engazcrm.com\/blog\/lead-tracking-and-qualification-in-crm\/","title":{"rendered":"\u0627\u0643\u062a\u0634\u0641 \u062e\u0637\u0648\u0627\u062a \u062a\u062a\u0628\u0639 \u0648\u062a\u0623\u0647\u064a\u0644 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0627\u0644\u0645\u062d\u062a\u0645\u0644\u064a\u0646 \u0639\u0628\u0631 \u0627\u0644\u0640 CRM"},"content":{"rendered":"<div id=\"bsf_rt_marker\"><\/div><p>\u064a\u0639\u062a\u0628\u0631 \u0627\u0644\u0647\u062f\u0641 \u0627\u0644\u0623\u0633\u0627\u0633\u064a \u0645\u0646 \u0639\u0645\u0644\u064a\u0629 \u062a\u062a\u0628\u0639 \u0648\u062a\u0623\u0647\u064a\u0644 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 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\u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a \u0627\u0644\u0645\u062a\u0648\u0642\u0639\u060c \u062d\u064a\u062b \u064a\u0645\u062a\u0644\u0626 &#8220;\u0627\u0644\u0628\u0627\u064a\u0628 \u0644\u0627\u064a\u0646&#8221; \u0628\u0623\u0631\u0642\u0627\u0645 \u0644\u0627 \u062a\u062a\u062d\u0648\u0644 \u0625\u0644\u0649 \u062a\u0639\u0627\u0642\u062f\u0627\u062a \u0641\u0639\u0644\u064a\u0629.<\/li>\n<li>\u0632\u064a\u0627\u062f\u0629 \u062a\u0643\u0644\u0641\u0629 \u0627\u0644\u0627\u0633\u062a\u062d\u0648\u0627\u0630 \u0639\u0644\u0649 \u0627\u0644\u0639\u0645\u064a\u0644 (CAC) \u0646\u062a\u064a\u062c\u0629 \u0635\u0631\u0641 \u0645\u064a\u0632\u0627\u0646\u064a\u0627\u062a \u062a\u0633\u0648\u064a\u0642\u064a\u0629 \u0639\u0644\u0649 \u0642\u0646\u0648\u0627\u062a \u062a\u062c\u0644\u0628 \u0643\u0645\u064a\u0629 \u0628\u064a\u0627\u0646\u0627\u062a \u0643\u0628\u064a\u0631\u0629 \u0628\u062c\u0648\u062f\u0629 \u0645\u0646\u062e\u0641\u0636\u0629.<\/li>\n<\/ul>\n<h2>\u0646\u0645\u0627\u0630\u062c \u0627\u0644\u062a\u0623\u0647\u064a\u0644 \u0627\u0644\u0645\u0633\u062a\u062e\u062f\u0645\u0629 \u0639\u0627\u0644\u0645\u064a\u064b\u0627: BANT \u0648SPICED \u0648CHAMPS<\/h2>\n<p>\u062a\u062a\u0645\u062b\u0644 \u0646\u0645\u0627\u0630\u062c \u0627\u0644\u062a\u0623\u0647\u064a\u0644 \u0641\u064a \u0623\u0637\u0631 \u0639\u0645\u0644 \u0642\u064a\u0627\u0633\u064a\u0629 \u064a\u0633\u062a\u062e\u062f\u0645\u0647\u0627 \u0645\u062f\u064a\u0631\u0648 \u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a \u0627\u0644\u0639\u0642\u0627\u0631\u064a\u0629 \u0644\u062a\u0642\u064a\u064a\u0645 \u062c\u0648\u062f\u0629 &#8220;\u0627\u0644\u0631\u064a\u062f\u0632&#8221; \u0628\u0637\u0631\u064a\u0642\u0629 \u0645\u0648\u0636\u0648\u0639\u064a\u0629 \u0628\u0639\u064a\u062f\u064b\u0627 \u0639\u0646 \u0627\u0644\u0627\u0646\u0637\u0628\u0627\u0639\u0627\u062a \u0627\u0644\u0634\u062e\u0635\u064a\u0629\u060c \u0648\u0623\u0634\u0647\u0631\u0647\u0627 \u0646\u0645\u0648\u0630\u062c BANT \u0627\u0644\u0630\u064a \u064a\u0631\u0643\u0632 \u0639\u0644\u0649 \u0623\u0631\u0628\u0639\u0629 \u0645\u062d\u0627\u0648\u0631 \u0623\u0633\u0627\u0633\u064a\u0629. \u064a\u0633\u0627\u0639\u062f \u0627\u0633\u062a\u062e\u062f\u0627\u0645 \u0647\u0630\u0647 \u0627\u0644\u0646\u0645\u0627\u0630\u062c \u062f\u0627\u062e\u0644 \u0646\u0638\u0627\u0645 \u0627\u0644\u0640 CRM \u0641\u064a \u062a\u0648\u062d\u064a\u062f \u0644\u063a\u0629 \u0627\u0644\u062d\u0648\u0627\u0631 \u0628\u064a\u0646 \u0642\u0633\u0645\u064a \u0627\u0644\u062a\u0633\u0648\u064a\u0642 \u0648\u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a\u060c \u062d\u064a\u062b \u0644\u0627 \u064a\u062a\u0645 \u062a\u0635\u0639\u064a\u062f \u0623\u064a \u0639\u0645\u064a\u0644 \u0625\u0644\u0627 \u0625\u0630\u0627 \u0627\u0633\u062a\u0648\u0641\u0649 \u0627\u0644\u062d\u062f \u0627\u0644\u0623\u062f\u0646\u0649 \u0645\u0646 \u0634\u0631\u0648\u0637 \u0627\u0644\u0646\u0645\u0648\u0630\u062c \u0627\u0644\u0645\u0639\u062a\u0645\u062f\u060c \u0645\u0645\u0627 \u064a\u0636\u0645\u0646 \u0623\u0646 \u0641\u0631\u064a\u0642 \u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a \u064a\u062a\u0639\u0627\u0645\u0644 \u0641\u0642\u0637 \u0645\u0639 \u0635\u0641\u0642\u0627\u062a \u062a\u0645\u062a\u0644\u0643 \u0627\u062d\u062a\u0645\u0627\u0644\u064a\u0629 \u0646\u062c\u0627\u062d \u0639\u0627\u0644\u064a\u0629.<\/p>\n<h3>\u062a\u0637\u0628\u064a\u0642 \u0646\u0645\u0648\u0630\u062c BANT \u0641\u064a \u0627\u0644\u0633\u0648\u0642 \u0627\u0644\u0639\u0642\u0627\u0631\u064a \u0627\u0644\u0645\u0635\u0631\u064a<\/h3>\n<ul>\n<li>\u0627\u0644\u0645\u064a\u0632\u0627\u0646\u064a\u0629:\u00a0\u0627\u0644\u062a\u0623\u0643\u062f \u0645\u0646 \u0623\u0646 \u0627\u0644\u0639\u0645\u064a\u0644 \u064a\u0645\u062a\u0644\u0643 \u0645\u0642\u062f\u0645 \u0627\u0644\u062d\u062c\u0632 \u0648\u0642\u062f\u0631\u0629 \u0639\u0644\u0649 \u062f\u0641\u0639 \u0627\u0644\u0623\u0642\u0633\u0627\u0637 \u0627\u0644\u0634\u0647\u0631\u064a\u0629 \u0627\u0644\u0645\u0637\u0644\u0648\u0628\u0629 \u0644\u0644\u0645\u0634\u0631\u0648\u0639 \u0627\u0644\u0645\u0642\u062a\u0631\u062d.<\/li>\n<li>\u0627\u0644\u0635\u0644\u0627\u062d\u064a\u0629:\u00a0\u0645\u0639\u0631\u0641\u0629 \u0645\u0627 \u0625\u0630\u0627 \u0643\u0627\u0646 \u0627\u0644\u0634\u062e\u0635 \u0627\u0644\u0630\u064a \u0646\u062a\u062d\u062f\u062b \u0645\u0639\u0647 \u0647\u0648 \u0635\u0627\u062d\u0628 \u0627\u0644\u0642\u0631\u0627\u0631 \u0627\u0644\u0646\u0647\u0627\u0626\u064a\u060c \u0623\u0645 \u0623\u0646\u0647 \u0648\u0633\u064a\u0637 \u0623\u0648 \u0641\u0631\u062f \u0645\u0646 \u0627\u0644\u0639\u0627\u0626\u0644\u0629 \u064a\u062d\u062a\u0627\u062c \u0644\u0645\u0648\u0627\u0641\u0642\u0629 \u0637\u0631\u0641 \u0622\u062e\u0631.<\/li>\n<li>\u0627\u0644\u062d\u0627\u062c\u0629:\u00a0\u0647\u0644 \u0627\u0644\u0645\u0634\u0631\u0648\u0639 \u064a\u0644\u0628\u064a \u0627\u062d\u062a\u064a\u0627\u062c\u0627\u062a \u0627\u0644\u0639\u0645\u064a\u0644 \u0627\u0644\u062d\u0642\u064a\u0642\u064a\u0629\u061f (\u0645\u062b\u0644\u064b\u0627: \u064a\u0628\u062d\u062b \u0639\u0646 \u0633\u0643\u0646 \u0639\u0627\u0626\u0644\u064a \u0641\u064a \u0645\u0646\u0637\u0642\u0629 \u0627\u0644\u062a\u062c\u0645\u0639 \u0627\u0644\u062e\u0627\u0645\u0633 \u0648\u0644\u064a\u0633 \u0627\u0633\u062a\u062b\u0645\u0627\u0631\u064b\u0627 \u0625\u062f\u0627\u0631\u064a\u064b\u0627 \u0641\u064a \u0627\u0644\u0639\u0627\u0635\u0645\u0629 \u0627\u0644\u0625\u062f\u0627\u0631\u064a\u0629).<\/li>\n<li>\u0627\u0644\u062c\u062f\u0648\u0644 \u0627\u0644\u0632\u0645\u0646\u064a:\u00a0\u062a\u062d\u062f\u064a\u062f \u0645\u0648\u0639\u062f \u0627\u0644\u0634\u0631\u0627\u0621 \u0627\u0644\u0645\u062a\u0648\u0642\u0639\u061b \u0641\u0647\u0644 \u064a\u0631\u063a\u0628 \u0641\u064a \u0627\u0644\u062a\u0639\u0627\u0642\u062f \u062e\u0644\u0627\u0644 \u0647\u0630\u0627 \u0627\u0644\u0623\u0633\u0628\u0648\u0639 \u0623\u0645 \u064a\u062e\u0637\u0637 \u0644\u0644\u0634\u0631\u0627\u0621 \u0628\u0639\u062f \u0639\u0627\u0645\u061f<\/li>\n<\/ul>\n<h3>\u0643\u064a\u0641 \u064a\u0637\u0628\u0651\u0642 Engaz CRM \u0646\u0645\u0627\u0630\u062c \u0627\u0644\u062a\u0623\u0647\u064a\u0644 \u062a\u0644\u0642\u0627\u0626\u064a\u064b\u0627<\/h3>\n<ul>\n<li>\u064a\u0633\u0645\u062d\u00a0<a href=\"https:\/\/engazcrm.com\/ar\">Engaz CRM<\/a>\u00a0\u0628\u0625\u0636\u0627\u0641\u0629 \u062d\u0642\u0648\u0644 \u0645\u062e\u0635\u0635\u0629 \u0641\u064a \u0646\u0645\u0627\u0630\u062c \u0627\u0644\u062a\u0633\u062c\u064a\u0644 \u062a\u0639\u0643\u0633 \u0645\u0639\u0627\u064a\u064a\u0631 BANT\u060c \u0628\u062d\u064a\u062b \u064a\u062a\u0645 \u062c\u0645\u0639 \u0647\u0630\u0647 \u0627\u0644\u0645\u0639\u0644\u0648\u0645\u0627\u062a \u0645\u0646\u0630 \u0627\u0644\u0644\u062d\u0638\u0629 \u0627\u0644\u0623\u0648\u0644\u0649.<\/li>\n<li>\u064a\u0642\u0648\u0645 \u0627\u0644\u0646\u0638\u0627\u0645 \u0628\u062a\u0648\u0632\u064a\u0639 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0639\u0644\u0649 \u0627\u0644\u0645\u0648\u0638\u0641\u064a\u0646 \u0628\u0646\u0627\u0621\u064b \u0639\u0644\u0649 &#8220;\u0646\u0642\u0627\u0637 \u0627\u0644\u062a\u0623\u0647\u064a\u0644&#8221;\u061b \u0641\u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0627\u0644\u0630\u064a\u0646 \u064a\u0633\u062a\u0648\u0641\u0648\u0646 \u0643\u0627\u0641\u0629 \u0627\u0644\u0634\u0631\u0648\u0637 \u064a\u0630\u0647\u0628\u0648\u0646 \u0644 \u0643\u0628\u0627\u0631 \u0645\u0633\u0624\u0648\u0644\u064a \u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a \u0641\u0648\u0631\u064b\u0627.<\/li>\n<li>\u064a\u0648\u0641\u0631 \u0627\u0644\u0646\u0638\u0627\u0645 \u0633\u062c\u0644 \u0645\u062a\u0627\u0628\u0639\u0629 \u064a\u0648\u0636\u062d \u0627\u0644\u0625\u062c\u0627\u0628\u0627\u062a \u0627\u0644\u062a\u064a \u0642\u062f\u0645\u0647\u0627 \u0627\u0644\u0639\u0645\u064a\u0644 \u0644\u0643\u0644 \u0645\u0639\u064a\u0627\u0631\u060c \u0645\u0645\u0627 \u064a\u0633\u0647\u0644 \u0639\u0644\u0649 \u0627\u0644\u0645\u0648\u0638\u0641 \u0628\u062f\u0621 \u0627\u0644\u0645\u062d\u0627\u062f\u062b\u0629 \u0645\u0646 \u0627\u0644\u0646\u0642\u0637\u0629 \u0627\u0644\u0635\u062d\u064a\u062d\u0629.<\/li>\n<li>\u064a\u062a\u0645 \u062a\u0635\u0646\u064a\u0641 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0627\u0644\u0633\u0627\u062e\u0646 \u0648\u0627\u0644\u0628\u0627\u0631\u062f \u0622\u0644\u064a\u064b\u0627 \u0628\u0646\u0627\u0621\u064b \u0639\u0644\u0649 \u0627\u0643\u062a\u0645\u0627\u0644 \u0628\u064a\u0627\u0646\u0627\u062a \u0627\u0644\u062a\u0623\u0647\u064a\u0644\u060c \u0645\u0639 \u0625\u0631\u0633\u0627\u0644 \u062a\u0646\u0628\u064a\u0647\u0627\u062a \u0644\u0644\u0645\u062f\u064a\u0631\u064a\u0646 \u0641\u064a \u062d\u0627\u0644 \u0648\u062c\u0648\u062f \u0639\u0645\u064a\u0644 \u0639\u0627\u0644\u064a \u0627\u0644\u062c\u0648\u062f\u0629 \u0644\u0645 \u064a\u062a\u0645 \u0627\u0644\u062a\u0648\u0627\u0635\u0644 \u0645\u0639\u0647.<\/li>\n<\/ul>\n<h2>\u062e\u0637\u0648\u0627\u062a \u062a\u062a\u0628\u0639 \u0648\u062a\u0623\u0647\u064a\u0644 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0627\u0644\u0645\u062d\u062a\u0645\u0644\u064a\u0646 \u0639\u0628\u0631 \u0627\u0644\u0640 CRM<\/h2>\n<p>\u062a\u0628\u062f\u0623 \u062e\u0637\u0648\u0627\u062a \u062a\u062a\u0628\u0639 \u0648\u062a\u0623\u0647\u064a\u0644 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0639\u0628\u0631 \u0627\u0644\u0640 CRM \u0645\u0646 \u0644\u062d\u0638\u0629 \u062f\u062e\u0648\u0644 \u0627\u0644\u0628\u064a\u0627\u0646\u0627\u062a \u0644\u0644\u0646\u0638\u0627\u0645 \u0648\u062a\u0648\u0632\u064a\u0639\u0647\u0627 \u0622\u0644\u064a\u064b\u0627\u060c \u062b\u0645 \u0627\u0644\u0628\u062f\u0621 \u0641\u064a \u062a\u0633\u062c\u064a\u0644 \u0643\u0627\u0641\u0629 \u0627\u0644\u062a\u0641\u0627\u0639\u0644\u0627\u062a \u0627\u0644\u0631\u0642\u0645\u064a\u0629 \u0648\u0627\u0644\u0647\u0627\u062a\u0641\u064a\u0629 \u0644\u062a\u062d\u062f\u064a\u062f &#8220;\u062f\u0631\u062c\u0629 \u0627\u0644\u0639\u0645\u064a\u0644&#8221; (Lead Score). \u062a\u062a\u0637\u0644\u0628 \u0647\u0630\u0647 \u0627\u0644\u0639\u0645\u0644\u064a\u0629 \u0625\u0639\u062f\u0627\u062f \u0642\u0648\u0627\u0639\u062f \u0628\u0631\u0645\u062c\u064a\u0629 \u062f\u0627\u062e\u0644 \u0627\u0644\u0646\u0638\u0627\u0645 \u062a\u0631\u0628\u0637 \u0628\u064a\u0646 \u0623\u0641\u0639\u0627\u0644 \u0627\u0644\u0639\u0645\u064a\u0644 \u0648\u0645\u062f\u0649 \u062c\u062f\u064a\u062a\u0647\u060c \u0628\u062d\u064a\u062b \u064a\u062a\u0645 \u062a\u0635\u0639\u064a\u062f \u0627\u0644\u0639\u0645\u064a\u0644 \u0627\u0644\u0630\u064a \u064a\u0643\u0631\u0631 \u0632\u064a\u0627\u0631\u0629 \u0635\u0641\u062d\u0629 \u0627\u0644\u0623\u0633\u0639\u0627\u0631 \u0623\u0648 \u064a\u062d\u0645\u0644 \u0645\u0644\u0641\u0627\u062a \u0627\u0644\u0634\u0631\u0648\u0637 \u0625\u0644\u0649 \u0641\u0626\u0629 &#8220;\u0627\u0644\u0645\u0624\u0647\u0644\u064a\u0646 \u0644\u0644\u0645\u0628\u064a\u0639\u0627\u062a&#8221;\u060c \u0628\u064a\u0646\u0645\u0627 \u064a\u0638\u0644 \u0627\u0644\u0622\u062e\u0631\u0648\u0646 \u0641\u064a \u0645\u0633\u0627\u0631\u0627\u062a \u0627\u0644\u0631\u0639\u0627\u064a\u0629 \u0627\u0644\u062a\u0639\u0644\u064a\u0645\u064a\u0629 \u062d\u062a\u0649 \u062a\u0643\u062a\u0645\u0644 \u062c\u0627\u0647\u0632\u064a\u062a\u0647\u0645.<\/p>\n<h3>\u0625\u0639\u062f\u0627\u062f \u0645\u0639\u0627\u064a\u064a\u0631 \u062f\u0631\u062c\u0627\u062a \u0627\u0644\u062a\u0623\u0647\u064a\u0644 (Lead Scoring Rules)<\/h3>\n<ul>\n<li>\u062a\u062e\u0635\u064a\u0635 \u0646\u0642\u0627\u0637 \u0625\u064a\u062c\u0627\u0628\u064a\u0629 \u0644\u0643\u0644 \u0641\u0639\u0644 \u064a\u062f\u0644 \u0639\u0644\u0649 \u0627\u0644\u0627\u0647\u062a\u0645\u0627\u0645\u060c \u0645\u062b\u0644 (+10 \u0646\u0642\u0627\u0637 \u0639\u0646\u062f \u062a\u062d\u0645\u064a\u0644 \u0627\u0644\u0628\u0631\u0648\u0634\u0648\u0631\u060c +15 \u0646\u0642\u0637\u0629 \u0639\u0646\u062f \u0627\u0644\u0631\u062f \u0639\u0644\u0649 \u0645\u0643\u0627\u0644\u0645\u0629 \u0627\u0644\u0645\u062a\u0627\u0628\u0639\u0629).<\/li>\n<li>\u062e\u0635\u0645 \u0646\u0642\u0627\u0637 \u0641\u064a \u062d\u0627\u0644 \u0639\u062f\u0645 \u0627\u0644\u062a\u0641\u0627\u0639\u0644\u060c \u0645\u062b\u0644 (-5 \u0646\u0642\u0627\u0637 \u0639\u0646\u062f \u0639\u062f\u0645 \u0641\u062a\u062d \u0627\u0644\u0625\u064a\u0645\u064a\u0644\u0627\u062a \u0627\u0644\u062a\u0633\u0648\u064a\u0642\u064a\u0629 \u0644\u062b\u0644\u0627\u062b \u0645\u0631\u0627\u062a \u0645\u062a\u062a\u0627\u0644\u064a\u0629).<\/li>\n<li>\u062a\u062a\u0628\u0639 \u0645\u0635\u0627\u062f\u0631 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0627\u0644\u0645\u062d\u062a\u0645\u0644\u064a\u0646 \u0627\u0644\u0639\u0642\u0627\u0631\u064a\u064a\u0646\u061b \u0641\u0627\u0644\u0639\u0645\u064a\u0644 \u0627\u0644\u0642\u0627\u062f\u0645 \u0645\u0646 \u0628\u062d\u062b \u062c\u0648\u062c\u0644 \u0627\u0644\u0645\u0628\u0627\u0634\u0631 \u0642\u062f \u064a\u062d\u0635\u0644 \u0639\u0644\u0649 \u0646\u0642\u0627\u0637 \u0623\u0639\u0644\u0649 \u0645\u0646 \u0627\u0644\u0642\u0627\u062f\u0645 \u0645\u0646 \u0625\u0639\u0644\u0627\u0646 \u0639\u0627\u0645 \u0639\u0644\u0649 \u0641\u064a\u0633\u0628\u0648\u0643.<\/li>\n<li>\u0631\u0628\u0637 \u0627\u0644\u0646\u0642\u0627\u0637 \u0628\u0627\u0644\u0633\u0645\u0627\u062a \u0627\u0644\u062f\u064a\u0645\u0648\u063a\u0631\u0627\u0641\u064a\u0629\u060c \u0645\u062b\u0644 \u0627\u0644\u0645\u0633\u0645\u0649 \u0627\u0644\u0648\u0638\u064a\u0641\u064a \u0623\u0648 \u0645\u0643\u0627\u0646 \u0627\u0644\u0633\u0643\u0646\u060c \u0644\u0632\u064a\u0627\u062f\u0629 \u062f\u0642\u0629 \u062a\u0642\u064a\u064a\u0645 \u0627\u0644\u0642\u062f\u0631\u0629 \u0627\u0644\u0634\u0631\u0627\u0626\u064a\u0629.<\/li>\n<\/ul>\n<h3>\u0628\u0646\u0627\u0621 \u0645\u0633\u0627\u0631\u0627\u062a \u0627\u0644\u0631\u0639\u0627\u064a\u0629 \u0627\u0644\u062a\u0644\u0642\u0627\u0626\u064a\u0629 (Lead Nurturing)<\/h3>\n<ul>\n<li>\u062a\u0635\u0645\u064a\u0645 \u0633\u064a\u0631 \u0639\u0645\u0644 \u0631\u0639\u0627\u064a\u0629 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0627\u0644\u0645\u062d\u062a\u0645\u0644\u064a\u0646 \u0627\u0644\u0639\u0642\u0627\u0631\u064a\u064a\u0646 \u064a\u062a\u0636\u0645\u0646 \u0631\u0633\u0627\u0626\u0644 \u0648\u0627\u062a\u0633\u0627\u0628 \u0648\u0625\u064a\u0645\u064a\u0644\u0627\u062a \u062f\u0648\u0631\u064a\u0629 \u062a\u0642\u062f\u0645 \u0646\u0635\u0627\u0626\u062d \u0627\u0633\u062a\u062b\u0645\u0627\u0631\u064a\u0629 \u0628\u062f\u0644\u064b\u0627 \u0645\u0646 \u0627\u0644\u0628\u064a\u0639 \u0627\u0644\u0645\u0628\u0627\u0634\u0631.<\/li>\n<li>\u0627\u0633\u062a\u062e\u062f\u0627\u0645 \u062d\u0645\u0644\u0627\u062a \u0627\u0644\u0628\u0631\u064a\u062f \u0627\u0644\u0625\u0644\u0643\u062a\u0631\u0648\u0646\u064a \u0644\u0644\u0631\u0639\u0627\u064a\u0629 \u0644\u0625\u0631\u0633\u0627\u0644 \u062a\u062d\u062f\u064a\u062b\u0627\u062a \u0639\u0646 \u0645\u0631\u0627\u062d\u0644 \u0628\u0646\u0627\u0621 \u0627\u0644\u0645\u0634\u0631\u0648\u0639 \u0623\u0648 \u0623\u062e\u0628\u0627\u0631 \u0639\u0646 \u062a\u0637\u0648\u0631 \u0623\u0633\u0639\u0627\u0631 \u0627\u0644\u0639\u0642\u0627\u0631\u0627\u062a \u0641\u064a \u0627\u0644\u0645\u0646\u0637\u0642\u0629 \u0627\u0644\u0645\u0647\u062a\u0645 \u0628\u0647\u0627 \u0627\u0644\u0639\u0645\u064a\u0644.<\/li>\n<li>\u0623\u062a\u0645\u062a\u0629 \u0627\u0644\u0645\u062a\u0627\u0628\u0639\u0629 \u0628\u062d\u064a\u062b \u062a\u062a\u063a\u064a\u0631 \u0627\u0644\u0631\u0633\u0627\u0626\u0644 \u0628\u0646\u0627\u0621\u064b \u0639\u0644\u0649 \u0646\u0648\u0639 \u0627\u0644\u062a\u0641\u0627\u0639\u0644\u061b \u0641\u0625\u0630\u0627 \u0636\u063a\u0637 \u0627\u0644\u0639\u0645\u064a\u0644 \u0639\u0644\u0649 \u0631\u0627\u0628\u0637 &#8220;\u0627\u0644\u0645\u0633\u0627\u062d\u0627\u062a \u0627\u0644\u0643\u0628\u064a\u0631\u0629&#8221;\u060c \u062a\u0635\u0644\u0647 \u0631\u0633\u0627\u0644\u0629 \u062a\u0627\u0644\u064a\u0629 \u062a\u062a\u062d\u062f\u062b \u0639\u0646 \u0645\u0645\u064a\u0632\u0627\u062a \u0627\u0644\u0641\u0644\u0644 \u0641\u064a \u0627\u0644\u0645\u0634\u0631\u0648\u0639.<\/li>\n<\/ul>\n<h3>\u062a\u0635\u0639\u064a\u062f \u0627\u0644\u0639\u0645\u064a\u0644 \u0627\u0644\u0645\u0624\u0647\u0644 \u062a\u0644\u0642\u0627\u0626\u064a\u064b\u0627 \u0644\u0641\u0631\u064a\u0642 \u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a<\/h3>\n<ul>\n<li>\u0628\u0645\u062c\u0631\u062f \u0648\u0635\u0648\u0644 \u0627\u0644\u0639\u0645\u064a\u0644 \u0644\u0639\u062f\u062f \u0646\u0642\u0627\u0637 \u0645\u0639\u064a\u0646 (\u0645\u062b\u0644\u064b\u0627 50 \u0646\u0642\u0637\u0629)\u060c \u064a\u0642\u0648\u0645 \u0627\u0644\u0640 CRM \u0628\u062a\u062d\u0648\u064a\u0644 \u062d\u0627\u0644\u062a\u0647 \u0645\u0646 Lead \u0625\u0644\u0649 SQL (Sales Qualified Lead).<\/li>\n<li>\u064a\u062a\u0645 \u0625\u0646\u0634\u0627\u0621 \u0645\u0647\u0645\u0629 \u0641\u0648\u0631\u064a\u0629 \u0644\u0645\u0633\u0624\u0648\u0644 \u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a \u0645\u0639 \u0625\u0634\u0639\u0627\u0631 \u0639\u0644\u0649 \u0647\u0627\u062a\u0641\u0647 \u0627\u0644\u062c\u0648\u0627\u0644 \u0644\u0628\u062f\u0621 \u0627\u0644\u062a\u0648\u0627\u0635\u0644 \u0627\u0644\u0646\u0647\u0627\u0626\u064a \u0644\u0625\u063a\u0644\u0627\u0642 \u0627\u0644\u0635\u0641\u0642\u0627\u062a.<\/li>\n<li>\u062a\u0632\u0648\u064a\u062f \u0627\u0644\u0645\u0648\u0638\u0641 \u0628\u0645\u0644\u062e\u0635 \u0643\u0627\u0645\u0644 \u0639\u0646 &#8220;\u062a\u0627\u0631\u064a\u062e \u0627\u0644\u062a\u062a\u0628\u0639&#8221;\u061b \u0623\u064a \u0645\u0627 \u0647\u064a \u0627\u0644\u0635\u0641\u062d\u0627\u062a \u0627\u0644\u062a\u064a \u0632\u0627\u0631\u0647\u0627 \u0627\u0644\u0639\u0645\u064a\u0644 \u0648\u0645\u0627 \u0647\u064a \u0627\u0644\u0631\u0648\u0627\u0628\u0637 \u0627\u0644\u062a\u064a \u0636\u063a\u0637 \u0639\u0644\u064a\u0647\u0627\u060c \u0644\u064a\u0643\u0648\u0646 \u0643\u0644\u0627\u0645\u0647 \u0645\u0648\u062c\u0647\u064b\u0627 \u0648\u0645\u0642\u0646\u0639\u064b\u0627.<\/li>\n<\/ul>\n<h2>\u0642\u064a\u0627\u0633 \u0643\u0641\u0627\u0621\u0629 \u0639\u0645\u0644\u064a\u0629 \u0627\u0644\u062a\u0623\u0647\u064a\u0644: \u0627\u0644\u0645\u0624\u0634\u0631\u0627\u062a \u0648\u0627\u0644\u062a\u0642\u0627\u0631\u064a\u0631<\/h2>\n<p>\u064a\u062a\u0645 \u0642\u064a\u0627\u0633 \u0643\u0641\u0627\u0621\u0629 \u0639\u0645\u0644\u064a\u0629 \u0627\u0644\u062a\u0623\u0647\u064a\u0644 \u0645\u0646 \u062e\u0644\u0627\u0644 \u062a\u062a\u0628\u0639 \u0645\u0639\u062f\u0644\u0627\u062a \u0627\u0644\u062a\u062d\u0648\u064a\u0644 \u0628\u064a\u0646 \u0627\u0644\u0645\u0631\u0627\u062d\u0644 \u0627\u0644\u0645\u062e\u062a\u0644\u0641\u0629 \u0644\u0644\u0639\u0645\u064a\u0644 \u0648\u0645\u0631\u0627\u0642\u0628\u0629 \u062c\u0648\u062f\u0629 \u0627\u0644\u0628\u064a\u0627\u0646\u0627\u062a \u0627\u0644\u062a\u064a \u064a\u062a\u0645 \u062a\u0635\u0639\u064a\u062f\u0647\u0627 \u0645\u0646 \u0642\u0633\u0645 \u0627\u0644\u062a\u0633\u0648\u064a\u0642 \u0625\u0644\u0649 \u0642\u0633\u0645 \u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a. \u0625\u0646 \u0643\u064a\u0641\u064a\u0629 \u062a\u062a\u0628\u0639 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0627\u0644\u0645\u062d\u062a\u0645\u0644\u064a\u0646 \u0641\u064a CRM \u0628\u0634\u0643\u0644 \u0646\u0627\u062c\u062d \u062a\u0639\u062a\u0645\u062f \u0639\u0644\u0649 \u0625\u0635\u062f\u0627\u0631 \u062a\u0642\u0627\u0631\u064a\u0631 \u062f\u0648\u0631\u064a\u0629 \u062a\u0648\u0636\u062d &#8220;\u0646\u0633\u0628\u0629 \u0627\u0644\u0642\u0628\u0648\u0644&#8221;\u061b \u0641\u0625\u0630\u0627 \u0643\u0627\u0646 \u0641\u0631\u064a\u0642 \u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a \u064a\u0631\u0641\u0636 50% \u0645\u0646 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0627\u0644\u0645\u062d\u062a\u0645\u0644\u064a\u0646 \u0627\u0644\u0645\u062d\u0648\u0644\u064a\u0646 \u0625\u0644\u064a\u0647 \u0628\u062f\u0639\u0648\u0649 \u0639\u062f\u0645 \u062c\u062f\u064a\u062a\u0647\u0645\u060c \u0641\u0647\u0630\u0627 \u064a\u0639\u0646\u064a \u0648\u062c\u0648\u062f \u062e\u0644\u0644 \u0641\u064a \u0646\u0645\u0648\u0630\u062c \u062a\u0642\u064a\u064a\u0645 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0627\u0644\u0645\u062d\u062a\u0645\u0644\u064a\u0646 \u0627\u0644\u0639\u0642\u0627\u0631\u064a\u064a\u0646 \u0627\u0644\u0645\u0637\u0628\u0642\u060c \u0645\u0645\u0627 \u064a\u0633\u062a\u062f\u0639\u064a \u0625\u0639\u0627\u062f\u0629 \u0636\u0628\u0637 \u0645\u0639\u0627\u064a\u064a\u0631 \u0627\u0644\u062a\u0623\u0647\u064a\u0644 \u0644\u062a\u062d\u0642\u064a\u0642 \u062a\u0646\u0627\u063a\u0645 \u0623\u0641\u0636\u0644 \u0628\u064a\u0646 \u0627\u0644\u0623\u0642\u0633\u0627\u0645.<\/p>\n<h3>\u0645\u0639\u062f\u0644 \u062a\u062d\u0648\u064a\u0644 Lead \u0625\u0644\u0649 MQL \u0648MQL \u0625\u0644\u0649 SQL<\/h3>\n<ul>\n<li>MQL (Marketing Qualified Lead):\u00a0\u0647\u0648 \u0627\u0644\u0639\u0645\u064a\u0644 \u0627\u0644\u0630\u064a \u0623\u0638\u0647\u0631 \u0627\u0647\u062a\u0645\u0627\u0645\u064b\u0627 \u0643\u0627\u0641\u064a\u064b\u0627 \u0628\u0627\u0644\u0645\u062d\u062a\u0648\u0649 \u0627\u0644\u062a\u0633\u0648\u064a\u0642\u064a \u0648\u0623\u0635\u0628\u062d \u062c\u0627\u0647\u0632\u064b\u0627 \u0644\u0644\u062a\u0642\u064a\u064a\u0645 \u0627\u0644\u0623\u0648\u0644\u064a.<\/li>\n<li>SQL (Sales Qualified Lead):\u00a0\u0647\u0648 \u0627\u0644\u0639\u0645\u064a\u0644 \u0627\u0644\u0630\u064a \u062a\u0623\u0643\u062f \u0641\u0631\u064a\u0642 \u0627\u0644\u062a\u0623\u0647\u064a\u0644 \u0645\u0646 \u0645\u0637\u0627\u0628\u0642\u0629 \u0645\u064a\u0632\u0627\u0646\u064a\u062a\u0647 \u0648\u062a\u0648\u0642\u064a\u062a\u0647 \u0644\u0634\u0631\u0648\u0637 \u0627\u0644\u0628\u064a\u0639\u060c \u0648\u0623\u0635\u0628\u062d \u062c\u0627\u0647\u0632\u064b\u0627 \u0644\u0627\u0633\u062a\u0644\u0627\u0645 \u0639\u0631\u0636 \u0633\u0639\u0631 \u0631\u0633\u0645\u064a.<\/li>\n<li>\u0645\u0631\u0627\u0642\u0628\u0629 \u0627\u0644\u0648\u0642\u062a \u0627\u0644\u0645\u0633\u062a\u063a\u0631\u0642 \u0641\u064a \u0643\u0644 \u0645\u0631\u062d\u0644\u0629 (Lead Velocity) \u064a\u0633\u0627\u0639\u062f \u0641\u064a \u062a\u062d\u062f\u064a\u062f \u0627\u0644\u0627\u062e\u062a\u0646\u0627\u0642\u0627\u062a \u0641\u064a &#8220;\u062e\u0637 \u0623\u0646\u0627\u0628\u064a\u0628 \u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a&#8221; \u0648\u062d\u0644\u0647\u0627 \u0628\u0633\u0631\u0639\u0629.<\/li>\n<li>\u062a\u062d\u0644\u064a\u0644 &#8220;\u0633\u0628\u0628 \u062e\u0633\u0627\u0631\u0629 \u0627\u0644\u0635\u0641\u0642\u0629&#8221; (Loss Reason Analysis) \u0644\u0643\u0644 \u0639\u0645\u064a\u0644 \u062a\u0645 \u062a\u0623\u0647\u064a\u0644\u0647 \u0648\u0644\u0645 \u064a\u0634\u062a\u0631\u0650\u060c \u0644\u0645\u0639\u0631\u0641\u0629 \u0647\u0644 \u0627\u0644\u0645\u0634\u0643\u0644\u0629 \u0641\u064a \u0627\u0644\u0633\u0639\u0631\u060c \u0627\u0644\u0645\u0646\u0627\u0641\u0633\u064a\u0646\u060c \u0623\u0645 \u0641\u064a \u062e\u0637\u0623 \u0641\u064a \u0639\u0645\u0644\u064a\u0629 \u0627\u0644\u062a\u0623\u0647\u064a\u0644 \u0627\u0644\u0623\u0635\u0644\u064a\u0629.<\/li>\n<\/ul>\n<h2>\u0627\u0633\u062a\u0631\u0627\u062a\u064a\u062c\u064a\u0627\u062a \u0631\u0639\u0627\u064a\u0629 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u063a\u064a\u0631 \u0627\u0644\u0645\u0633\u062a\u0639\u062f\u064a\u0646 \u0644\u0644\u0634\u0631\u0627\u0621 \u0627\u0644\u0622\u0646<\/h2>\n<p>\u062a\u062a\u0645\u062b\u0644 \u0627\u0633\u062a\u0631\u0627\u062a\u064a\u062c\u064a\u0627\u062a \u0631\u0639\u0627\u064a\u0629 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0641\u064a \u0627\u0644\u062d\u0641\u0627\u0638 \u0639\u0644\u0649 \u062d\u0636\u0648\u0631 \u0627\u0644\u0639\u0644\u0627\u0645\u0629 \u0627\u0644\u062a\u062c\u0627\u0631\u064a\u0629 \u0641\u064a \u0630\u0647\u0646 \u0627\u0644\u0639\u0645\u064a\u0644 \u0645\u0646 \u062e\u0644\u0627\u0644 \u0645\u062d\u062a\u0648\u0649 \u0642\u064a\u0645 \u0648\u062a\u0641\u0627\u0639\u0644\u064a \u064a\u0631\u0627\u0641\u0642\u0647 \u0637\u0648\u0627\u0644 \u0645\u0631\u0627\u062d\u0644 \u062f\u0648\u0631\u0629 \u0627\u0644\u0634\u0631\u0627\u0621 \u0627\u0644\u0637\u0648\u064a\u0644\u0629. \u0628\u062f\u0644\u064b\u0627 \u0645\u0646 \u0646\u0633\u064a\u0627\u0646 \u0627\u0644\u0639\u0645\u064a\u0644 \u0627\u0644\u0630\u064a \u0642\u0627\u0644 &#8220;\u0644\u064a\u0633 \u0627\u0644\u0622\u0646&#8221;\u060c \u064a\u062a\u0645 \u0625\u062f\u0631\u0627\u062c\u0647 \u0641\u064a \u0642\u0648\u0627\u0626\u0645 &#8220;\u0625\u0639\u0627\u062f\u0629 \u0627\u0644\u0627\u0633\u062a\u0647\u062f\u0627\u0641&#8221; \u0648&#8221;\u0627\u0644\u0631\u0639\u0627\u064a\u0629 \u0627\u0644\u0631\u0642\u0645\u064a\u0629&#8221;\u060c \u062d\u064a\u062b \u064a\u062b\u0628\u062a \u0627\u0644\u0639\u0644\u0645 \u0627\u0644\u062a\u0633\u0648\u064a\u0642\u064a \u0623\u0646 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0627\u0644\u0630\u064a\u0646 \u064a\u062a\u0644\u0642\u0648\u0646 \u0631\u0639\u0627\u064a\u0629 \u0645\u0646\u062a\u0638\u0645\u0629 \u064a\u0645\u064a\u0644\u0648\u0646 \u0644\u0644\u0634\u0631\u0627\u0621 \u0628\u0645\u0628\u0627\u0644\u063a \u0623\u0643\u0628\u0631 \u0628\u0646\u0633\u0628\u0629 47% \u0645\u0646 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0627\u0644\u0630\u064a\u0646 \u064a\u062a\u0645 \u0627\u0644\u0628\u064a\u0639 \u0644\u0647\u0645 \u0628\u0634\u0643\u0644 \u0645\u0641\u0627\u062c\u0626\u060c \u0645\u0645\u0627 \u064a\u062c\u0639\u0644 \u0627\u0644\u0640 CRM \u0623\u062f\u0627\u0629 \u0644\u0628\u0646\u0627\u0621 \u0627\u0644\u062b\u0642\u0629 \u0642\u0628\u0644 \u0627\u0644\u0628\u062f\u0621 \u0641\u064a \u0625\u062c\u0631\u0627\u0621\u0627\u062a \u0627\u0644\u0628\u064a\u0639.<\/p>\n<ul>\n<li>\u0627\u0644\u0645\u062d\u062a\u0648\u0649 \u0627\u0644\u062a\u0639\u0644\u064a\u0645\u064a:\u00a0\u0625\u0631\u0633\u0627\u0644 \u0623\u062f\u0644\u0629 \u062d\u0648\u0644 \u0643\u064a\u0641\u064a\u0629 \u0627\u062e\u062a\u064a\u0627\u0631 \u0627\u0644\u0639\u0642\u0627\u0631 \u0627\u0644\u0623\u0646\u0633\u0628\u060c \u0623\u0648 \u0643\u064a\u0641\u064a\u0629 \u062d\u0633\u0627\u0628 \u0627\u0644\u0639\u0627\u0626\u062f \u0639\u0644\u0649 \u0627\u0644\u0627\u0633\u062a\u062b\u0645\u0627\u0631\u060c \u0645\u0645\u0627 \u064a\u062c\u0639\u0644\u0643 \u0645\u0633\u062a\u0634\u0627\u0631\u064b\u0627 \u0639\u0642\u0627\u0631\u064a\u064b\u0627 \u0641\u064a \u0646\u0638\u0631\u0647.<\/li>\n<li>\u0627\u0644\u062a\u0648\u0627\u0635\u0644 \u0627\u0644\u0634\u062e\u0635\u064a \u0641\u064a \u0627\u0644\u0645\u0646\u0627\u0633\u0628\u0627\u062a:\u00a0\u0627\u0633\u062a\u063a\u0644\u0627\u0644 \u0627\u0644\u0623\u0639\u064a\u0627\u062f \u0623\u0648 \u0627\u0644\u0623\u062d\u062f\u0627\u062b \u0627\u0644\u0648\u0637\u0646\u064a\u0629 \u0644\u0625\u0631\u0633\u0627\u0644 \u0631\u0633\u0627\u0626\u0644 \u0648\u062f\u064a\u0629 \u062a\u0639\u0632\u0632 \u0645\u0646 \u0627\u0644\u0631\u0627\u0628\u0637 \u0627\u0644\u0625\u0646\u0633\u0627\u0646\u064a \u0628\u0639\u064a\u062f\u064b\u0627 \u0639\u0646 \u0636\u063a\u0637 \u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a.<\/li>\n<li>\u062f\u0639\u0648\u0627\u062a \u0627\u0644\u0641\u0639\u0627\u0644\u064a\u0627\u062a:\u00a0\u062f\u0639\u0648\u0629 \u0647\u0624\u0644\u0627\u0621 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0644\u0632\u064a\u0627\u0631\u0629 \u0645\u0642\u0631 \u0627\u0644\u0634\u0631\u0643\u0629 \u0623\u0648 \u062d\u0636\u0648\u0631 \u0646\u062f\u0648\u0627\u062a \u062a\u0639\u0631\u064a\u0641\u064a\u0629 \u0639\u0646 \u0645\u0634\u0627\u0631\u064a\u0639 \u062c\u062f\u064a\u062f\u0629 \u0643\u0646\u0648\u0639 \u0645\u0646 \u0627\u0644\u062a\u0642\u062f\u064a\u0631 \u0648\u0627\u0644\u0627\u0647\u062a\u0645\u0627\u0645.<\/li>\n<li>\u0627\u0644\u0639\u0631\u0648\u0636 \u0627\u0644\u062d\u0635\u0631\u064a\u0629 \u0627\u0644\u0645\u0648\u0642\u0648\u062a\u0629:\u00a0\u062a\u0642\u062f\u064a\u0645 \u0639\u0631\u0636 &#8220;\u0644\u0641\u062a\u0631\u0629 \u0645\u062d\u062f\u0648\u062f\u0629&#8221; \u0644\u0644\u0623\u0634\u062e\u0627\u0635 \u0627\u0644\u0645\u0648\u062c\u0648\u062f\u064a\u0646 \u0641\u064a \u0642\u0627\u0626\u0645\u0629 \u0627\u0644\u0631\u0639\u0627\u064a\u0629 \u0645\u0646\u0630 \u0641\u062a\u0631\u0629 \u0637\u0648\u064a\u0644\u0629 \u0644\u062a\u062d\u0641\u064a\u0632\u0647\u0645 \u0639\u0644\u0649 \u0627\u062a\u062e\u0627\u0630 \u0642\u0631\u0627\u0631 \u0627\u0644\u0634\u0631\u0627\u0621 \u0627\u0644\u0646\u0647\u0627\u0626\u064a.<\/li>\n<\/ul>\n<p>\u0627\u0643\u062a\u0634\u0641: \u0623\u062d\u062f\u062b \u0637\u0631\u0642\u00a0<a href=\"https:\/\/engazcrm.com\/blog\/%D8%AC%D8%B0%D8%A8-%D8%A7%D9%84%D8%B9%D9%85%D9%84%D8%A7%D8%A1-%D8%A7%D9%84%D9%85%D8%AD%D8%AA%D9%85%D9%84%D9%8A%D9%86\/\">\u062c\u0630\u0628 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0627\u0644\u0645\u062d\u062a\u0645\u0644\u064a\u0646<\/a><\/p>\n<h2>\u0627\u0644\u0623\u0633\u0626\u0644\u0629 \u0627\u0644\u0634\u0627\u0626\u0639\u0629<\/h2>\n<h3>\u0645\u0627 \u0627\u0644\u0641\u0631\u0642 \u0628\u064a\u0646 MQL \u0648SQL \u0641\u064a \u0633\u064a\u0627\u0642 \u0627\u0644\u0639\u0642\u0627\u0631\u0627\u062a\u061f<\/h3>\n<p>\u0627\u0644\u0640 MQL \u0647\u0648 \u0627\u0644\u0639\u0645\u064a\u0644 \u0627\u0644\u0630\u064a \u062a\u0641\u0627\u0639\u0644 \u0645\u0639 \u0625\u0639\u0644\u0627\u0646\u0627\u062a\u0643 \u0623\u0648 \u0632\u0627\u0631 \u0645\u0648\u0642\u0639\u0643 \u0648\u062d\u0645\u0644 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