Romani TM

!" ##"

$"
!" #$

%

$ "% &
'
& ' ())*
-- 1

- 3
% + - D
,% - %
.
- - G
- G
,% -
% + % - - 6
(- "!/ $!" "$#" 6
(-- !# "0 17
(--( "1 $!" 12
(--* $ #"

2 1I
(-( 2 34#5 16
,% -
% %6 7 +

% .%
8%9 9 - 21
*- : ";$3# <#" 21
*-( : "0/ 24
*-(- ##/ $!" 24
*-(-(- / $!" 2D
*-(-*- / $!" 2D
*-(-=- 34#5 $!" 2I
*-(-- : $#"0 2I
*-(-> #$# #"# 2E
*-(-? %$@ 2 0/ 26
*-(-A B"$# 3 2 B! 1 31
*-(-C B"$# " 31
*-* # " 32
*-*- "#"D # #E 2 # 32
*-*-( : 1"# 3D

*-*-* : $ 3G
*-*-= " $" 47
*-*- $"0/ 47
,% - % 8%

% + - - 43
,% - .F +

%
.
- 4G
- "0/ 2 $ #"/ 4G
-- "0/ !" $!$#/ 4G
--( "0/ !" 1$# D7
,% -

%
%
-- D1
>-- $ $!"# D1
>-(- " # D3

- - DD
?-- DD
?-(- $ DG
66. , - D6
9
- I1
"( I1
"( ID
"( ID
"( ' ID
"( ' II
A Mi Madre NELI Por su Apoyo incondicional y por su gran cariño que me demuestra día a
día. A Mi Padre Waldimar por su constante Apoyo y por ser mi gran ejemplo a seguir. A
ROBERTO, mi Esposo por estar siempre a mi lado alentándome a seguir y lograr alcanzar
mis metas. A Mi Hijo Nandito por ser la razón de mi vida y darme las fuerzas necesarias
para superarme día a día. A Mis Hermanos y cuñados ROCÍO Y GUSTAVO ROBERTO Y
MIRIAM NELITA por su cariño y apoyo. A MI 2da. FAMILIA ALBERTO Y MARCI
CARLOS Y MIRIAM MARÍA ESTELA por sus consejos y apoyo. A un gran profesional y
amigo Ing. CARLOS SHYGIO por su apoyo incondicional en la elaboración del presente
trabajo, por sus consejos y amistad sincera. A mi ASESOR ING. CÉSAR SANDOVAL Por
sus recomendaciones para la culminación del presente trabajo. A mi amiga MONICA por
demostrarme su amistad sincera, y alentarme a alcanzar esta meta.
)%* +, ! - .
/0 " # ) 1
!" ##" $"
2 )%* +, ! - .
/0 " # )

El presente trabajo intenta demostrar la oportunidad de negocio para la ejecución de una empresa
importadora de material dental (que inicialmente se encargará de importar Guantes de látex para
examen), dicho Plan de Negocio fue encargado por el Centro Odontológico Americano, quien
evaluando su demanda de material dental considera importante iniciar una empresa de este rubro.
En el capítulo I. Se expresa algunos conceptos generales que nos ayudará a entender mejor
los puntos a tratar, en el capítulo II. se trata de dar una idea clara de la envergadura del Centro
Odontológico Americano, tanto en el aspecto organizacional así como en el consumo mensual de
material dental, básicamente en Guantes de Látex para examen.
En el capítulo III. Realizamos el estudio general de factibilidad para la ejecución de una
empresa importadora de Guantes de látex, empezando por evaluar la situación actual
macroeconómica del país en el cual nos estamos desenvolviendo, luego realizamos el análisis de
la organización en la que detallamos los pasos a seguir para la constitución de empresa, visión,
misión y objetivos de la empresa así como su ubicación y tamaño, luego realizaremos un estudio
de mercado, evaluando la demanda y la oferta de manera interna (Empresas ofertantes) y de
manera externa (Empresas Proveedoras extranjera) lo que nos permitirá tener una referencia de
los precios del mercado con respecto a las cajas de guantes de látex para examen.
En el Capítulo IV, Evaluamos todos los trámites que se requieren para poder realizar la
importación de este tipo de material médico. Así como los pasos a seguir para obtener los
documentos necesarios.
En el Capítulo V, se estudia la organización que tendrá la empresa importadora, tanto para la
implementación como para su funcionamiento.
En el capítulo VI, realizamos un análisis general de los principales indicadores operativos,
lo que nos permitirá determinar un precio de venta al público de nuestro producto a importar así
como el volumen aproximado de importaciones. Terminando con las conclusiones y
recomendaciones sobre éste.
)%* +, ! - .
/0 " # ) 3
!" ##" $"
4 )%* +, ! - .
/0 " # )
% +
% +
5 # 16678 "/ " #"9%!/ *!/" :; /* #/ #
"0 # # !" " $ " #"9% + " /"*! 8 # / "
"!## /!!<# " /!9" # =!/! # # " > # #"%8
? % # / 5 0 %# " !/!9" # !#<% "/!" " #!/0
/* %/! /"!"< # /!" + *"" ,@ ?# # *A
"!= # =!/! !"8 %!## + /*#!##

# !"!/! " #"9%!/ *!/" # =! !9" #
/"=! " " # * # " /8 " =! !9" , " *,!/!
/" !#"# / / " /!= !B : "%!, ; /" ? /",8
*<9 /!" /" # /" ! ,!/# " C" # " 42D " !#
: # #"9%; !"!/!"# 9 /" " ! " #" ? 0/ , #
/! =<
# /! *" #/! !9" # ##!/ !* /* 8
!<"# # ! # */!" % !"/*" /!" 8 %"#
/, # 1E * # !"!/!# /!=!##8 " /"="! /" /*5 # %
*/ "# # /!" ? /"" /" /" # !!#8
!"# F !"!/! # " /" " //!*!"8 !"/"# % #
/*5 # % "/!9" # !!# 8 ? /*" ""
G7H # # /!"
" " / # 5 + # /# " +/ # # /"!</!9"
/*" /" /" " # /" ? ,!/# " " !#8 E #
)%* +, ! - .
/0 " # ) D
!" ##" $"
# /"!<# " !* + E !! " =!"/! 8 ? #* ! #
/" " # 8 ? #" # " # //!*!" + /!!
#?! !/!9" # !"/! !" * A # !"/ " * !*# #
*! #" :!"!/!"# " " !* /" !*/!9" # " #" 8
/!/*"8 !"/! *! ? /" *; ? "
"/*"#9 !< " " # %/! " */0 " / #
=!,
I )%* +, ! - .
/0 " # )
,% - %
.
,% - %
.
-

" #/*" #"# # !"*/!9" /!"# /" !# / # / "
* " # "%/! #, /"" # !"*/!9" "/ ! !""
%"!< " # // + /* # "%/! #! # * 0"
%# * *" " /" " , ?F / # "%/! #," #! /! "
"
" " # "%/! /" # !%!" //!" $
. *" # +/
. "/!9" # * !" #
. "A! ! # !# # "%/!
. " # J!"%
. " # #//!9"K */!9" " " /
. " # %"!</!9"
?! " ," # ! # /!=!## "/" " !# ? "
! % + " #/!# "<" =" # / " *
)%* +, ! - .
/0 " # ) G
!" ##" $"
%@" #! # * (! # " ! # " %"# #
!# !" (0 != 8 " " # !# #* !"/!$
##" G 8 #*A 8 " !"/!! "#*" # *J!"%8
+ ?!" #/ " "/ !## !* + , /,! #/#*" !" %"#
!,!!## # " F(! " =" * !
##" "G =/ " "/ ! " " %" !# !""=# +
# *," L /" # /,! % ? !**" " A 0/!"# + ?8 #
= A/!/8 # " F(!
##" 1G + /!"# /" "! " 8 !#
%" /"# %!" # /" # ? % ? + A 0/!"#8 " 0/
//*" # 0/ *B " # *!=/!" ? =
*"## #B ,B + ,/ /" " *! *
!9"
1"#" 1 G " # *B * # / " "%/! !
##!/ ? ? *" " % K ,# ! " !" %"#
/"/!*!" # * " / !9" +8 8 " ## " 0
,B"# "
# *" 8 /" ! * / ! % # ##!/
# "% ? ? " % " + =!# ? " " % "
5 ! 54 !"# G !# " //
=/ *+ ,"
$3
G /!## /*,!"# " %" !* + /"
/*,!" "/ !## + # # %" M / !##N + M
N " #
, *A%!/ " *"# # "%/! " /*,! #
" ," " # !#
" #!"!!=8 " " ," !# "#*" # # " "%/!8
? " # "%/! " # " !# / ! "%/! =!, "
E )%* +, ! - .
/0 " # )
,% -
% + %
,% -
% +
%
(- "!/ $!" "$#"

#" #/ " * *#!" /" !!# /"
/! "%*" "/!" /# 13 # + # 16678 "!## /!!<#
" /!9" # =!/! # # " A # #"%8 ? 0 %# "
!/!9" # !#<% "/!" " #!/0 /* %/! / 5 # /!=!##8
/"!"< # /!" + *"" ,@ ?# # *A "!= #
=!/! !"8 %!## + /*#!##
! /" ? /" 8 /"/ # !## 8 !/#
=!/! #"9%!/ ? ,!"#8 ? ( ? " , " 9!* "/!9" # #
" # =! *F#!/8 "/ !8 #*A 8 /"< ! //!9" # /!" "
# / /**"! ? !"=/ =!/!
/"!,!!## # !" 8 *#"!## # ?! 8 /!## #
*#!/*" + *! *# 8 * !8 #! "!,!!## #
/!! " / *F#!/ !*" ? /**"" " " % !9"
#*!"! != " " + /"!,8 *,!" "/!" + %#, 8 B%
)%* +, ! - .
/0 " # ) 6
!" ##" $"
/9"!/ "" "!5 8 # //!"! 8 =!/! #

=!%!"/! *9=!8 =! !9" /,8 % /" /?! B # /F#!8
" / / ! " !*" /* "!
" %" # #"9%!/ + /" /,/!9" # " /!!/# ?!
# ! "
" A " //!## # !< /?! *!" ? #!
?! " /!"
#"9%!/ # / !%!" /!!## $
%., .
O "
O !
"
%.,
F
O #"#!
O "##"/!
O !#"/!
O #"/!
O 9 !
O !%
O %
O *"%
O #!% (!
(-- !# "0

" #"9%!/ *!/" !" /" !! " # /" "
,/!*!" " !* + =!"/! /* " "/ ! /,!
! /!*" #*"#
" # P 1 # /! # # # + !! /" ?
/"
# " # # + !! /"* %! /!9" =!%" # 8 0
!# /%!<# + %! # !## /*" # !"! ! # # +
"/" %! # " !""#"/! /!" # "!## # #
% :;
# ,/!*!" # # "/" *! * % * !8 "
/"* *! * % + ,B "
!//!9" "/! "!/
# " #!!% /!" # # + =! *""*"
"/!"*!" # # + !! % ? /!" /!," =!/!
!%*" /"!, + %"!<# =F # #*!"! /!9" "
17 )%* +, ! - .
/0 " # )
,% -
% + %
" !"#$# "8 ? !" /% > # //!9"8 ?!"

/@ # *" %, /,"< /!= /*5 # %
" !"#$# "H# " ? /"" /!=!## # ,!/!## +
*/!" 8 / # " " /#!"/!9" /" "" #
J!"% # /# # + !!
" !"#$# $!" /"!<# % # , /!*!" #
?! !" * # *B /!## /! /"="!"
" +" #"D 2 #"D E #"8 !"%# !"
# /!!//!9" + (!"/!8 ?!" *"! *""*" *!"
!<# " " # /* " !!
" # P 2 # /! %"!%* %" # . #
" + " /# P 3 %"!%* %" # # + !!
I & - % %+. -

+ %J
1 C
42D8
421.I323Q4217DE7
2

2I78
421.D42E
3 ' R 4438 2I4.3761Q2I4.DID3
4 176 L S8 43I.2EE3Q434.2I77

KL D =
S 13I28 4D3.32GI
I ' R E76 L 8 ' 4ED.G16E
G C > GE7
42G.71DE
E R S 26I 2718 R 4DE.I4G2
I & 6- % %+.
)%* +, ! - .
/0 " # ) 11
!" ##" $"
+ %J

1 ST = R EG3 27D :7G4;
224G7G
2 C S
36D ? 8
:744;
24I3I2
3 C =

T 3I7 :744;
E264DI
4 L
I4D :744;
37G2D1
K L D S T C DID :7I4;
211774
I SR C C
IG6 :744;
G21G4I
G U ' 17G L 8 T :7D4;
2G2G1I
E R =
I7D
V2 :7E4;
24E124

(--( "1 $!"

" #"9%!/ *!/" :;8 %"!</!9" /!!<# !"% "
! "/! #"9%!/8 "## " 16678 /" /" 13 5 # (!"/! "
*/#8 E # + E !! "!= "/!"
# ." $!"
<9" /!$ " #"9%!/ *!/"
12 )%* +, ! - .
/0 " # )
,% -
% + %

!//!9" "$ C" # " 42D " !#
$ 271122E7271
F" $ 421.D42E
($ 421.I323
.*!$ /*!/"W/*
A% X,$ YYY#"*!/ /*
#
" #"9%!/ *!/" !" /* /!" $
/!" !/
, /!" ? "</" " /*5 # % /*$
O /!/ " !< !

%
O #*!"! # # %* # % . L
O "! @ !
%
O S*" #
O !!= % + %
O = #
O /!/
O !*/ ""/!" !
%
O + Z "!"/ % F"!(
O *F!/ !
%
O X! " !
% 8
O "

" # / # /" /* !"/! /!" $
O 9"!/ # @

O F # @
O / "*!/"
O "!/
O @8 " */0
/ /!" # /"="!
!/ /" * 8 %! ? " /"" /" %
!/
"
" /# P 4 # /! " # "@* # " "
#*!"! != /* #"9% + ! " ? /"*" 8 / /*"
/!"# 26E ,B#
)%* +, ! - .
/0 " # ) 13
!" ##" $"
I =
'

#*!"! != #"9% ! "
26 16 16

12 1G 1G
17 17 I
I E 4
D 4 3
' 4 I 3
3 4 2
R 3 D 4
G2 G3 DE

273
'

#*!"! != #"9% ! "
ST 4 D 3
C D D 3
C D 4 3
4 3 2
S T 4 3 3
SR D 4 3
U I D 4
4 D 3
3G 34 24
6D

[ $ 26E
M$" #"
" # P D # /! @* # /" ! /" ? /"8
/* "@* *#! # /!" "#!#
"$ " $ /"
" /# P I # *#! # !"% *" # + !! 8
/ 0/ " !"% *#! " # \ 3]6648DI777
I - '
%
%
K % %+.
L
14 )%* +, ! - .
/0 " # )
,% -
% + %

I I "$ "$
#" #" !# # !# #
!" !"
.
22 16 1EI 4E3I

.
E 1G GD 16D7

E 17 E7 27E7

4 E 32 E32

3 4 2I IGI

' 3 I 2I IGI

R 3 D 1E 4IE

. 3 4 1D 367
ST 3 D 24 I24
C 3 D 37 GE7
C 3 4 3D 617
2 3 1I 41I
S T 3 3 1E 4IE
SR 3 4 21 D4I
U 4 D 37 GE7
3 D 22 DG2
GE 17G ID4 1G774
I >- % + K #" #/ $"L

% +

N % +
N
6E777877 11GI777877

2I777877 312777877
2E677877 34IE77877
21D77877 2DE777877
12D77877 1D7777877
' 14E77877 1GGI77877
E677877 17IE77877
R 121E7877 14I1I7877
ST 13D77877 1I2777877
C 14E77877 1GGI77877
C 1E377877 216I77877
11D77877 13E777877
S T ED77877 172777877
SR 17777877 127777877
U 1E777877 21I777877
1DD77877 1EI777877
\ 332EE7877 3664DI7877
)%* +, ! - .
/0 " # ) 1D
!" ##" $"
(--* $ #"

2
" /# ^ G "!< *#!" " "A! ! L #/ :" * #" ;
# *+ /" *8 # ? # , = ? " !"/! !" *
/" *!# "/"$
_ _

!*! * # /# /# P E /! "@* # /B # "
#" ? /" * /# # + !!
!"!/! /!=!## 0 # *< !*"#

_ _ 8 !%!" <" $
O "F #

!//!9" #
O !"/! #/ ? /" * "
/ /* ! "
O " #/ # " :# /0, ; + " =*" *,!F" "
!"/! #/ # " */F"
O ?! # " =# !"= !9"
O " */0 / !" " "/" /J " */#
O ?! # *,!" +Q ?! /! */"*!"
I ?;-
% % - % %+.

1I )%* +, ! - .
/0 " # )
,% -
% + %
+.
+

%
N
.77G 47E C 487I
.717 477 U 38D7
.772 277 C 17843
.71G T
1D7 L 18G4
.711 1D7 C 21877
.773
1D7 C 3184D
.724 1D7 C 682E
.774 127 L 2832
.776
_ 127 384E
.71D

[ 177 U 12877
.716 XS : ; 177 L 13837
.72D 177 13874
.771
:S!#9(!# # /A/!; E7 C 13861
.77E
S G7 C D8E7
.722 .L
D7 483D
.712
D7 C 27877
.71E L D7 T 2G867
.77D U
'
D7 487I
.77I U
C
D7 487I
.723 L D7 U 38GG
.714
S' D7 17877
.713
L
D7 C 483D
.727 ' :"9* # 37 C I68D7
/ "//!9";
.721 ' L
:"9* , ; 37 C IE877
.71I 2D U 228I1
I ?;6-
+ %,
)%* +, ! - .
/0 " # ) 1G
!" ##" $"
+.
+
+
N O

.773
DII7E8G7 DII7E8G7 1I876
.711 3GE77877 6447E8G7 2I8E3
.772 2D74384E 1164D281E 33864
.727 ' :"9* # /" //!9"; 2D727877 1444G281E 4187D
.721 ' L
:"9* , ; 244E7877 1IE6D281E 4E871
.77G 16EIG8E3 1EEE27871 D38II
.717 1IE77877 27DI27871 DE843
.71E L 1IG47877 2223I7871 I3816
.724 1II6D8ID 2367DD8II IG863
.716 XS : ; 1D6ID822 2DD7278EE G284G
.72D 1DID281G 2G7IG387D GI862
.71D

[ 14477877 2ED7G387D E1871
.771
:S!#9(!# # /A/!; 133DI8D2 26E4268DG E48E7
.712
12777877 3174268DG EE821
.71I IGE28I1 31G21281E 67814
.714
S' I777877 32321281E 618ED
.776
_ D77E8G7 32E2278EE 6382G
.77E
S 4EI68DG 33376784D 648ID
.774 3336813 33I4268DE 6D8I7
.71G T
3137843 336DI7871 6I846
.722 .L
2I7E8G7 3421IE8G1 6G823
.713
L
2I7E8G7 344GGG841 6G86G
.77D U
'
24348GE 34G212816 6E8IG
.77I U
C
24348GE 346I4I86G 6683I
.723 L 22I78EG 3D167G8E4 177877
\ 3D167G8E4
I A- 7
.%

1E )%* +, ! - .
/0 " # )
,% -
% + %

.%
4
.
11I

.
4G

D7

27

1I

' 1I

R 11

. 6
ST 1D
C 16
C 22
17
S T 11
SR 13
U 16
14
47E
6
+G
` /# /!" !!<" 2 %" 8 " /Q/B =!"" D7 # %" 8
!*! * ! " *,!F" !!<" %" " *" /!9"8 4
#
(-( 2 34#5

# " ,B " "/% #
!//!9" " # "
#"9%!/ *!/"8 ?!" ="# /" * *" # *! #" ? "
/"B" 0/" 1I ,/!*!" /" " # GE /" ! #" 8 "
" /"!## /" !#,8 *!= /
!//!9" 0 =! /"="!"
!< " #! # !< !*/!9" # #/ ? *A /" *8
% !A !"/*""# /" !*/!9" # *! ? !%" "
!*"/!
" # %/! /*"# " #! # /!,!!## !*/!9" #
*! #"8 / " A/!/8 /"!,!A # !%!"
/ $
; "/*" !,!!## # ? " *+ "@* # " %" //#
" *!"
" + ? ," !" * " *" / 8 " *!!A
# / /! *A /*!!= " *!"
,; "=! * " " !*" =# # !
" "!=
)%* +, ! - .
/0 " # ) 16
!" ##" $"
"/!"8 " " !* /* " =!"/! + !*! * # "# %#*"
#*"# !" ! /0
/; " # ,B " # *# + !" /!!/# + "
/" /"/! *B "!= # =!# # + *!!
#; /!" " !# / # ? #," %! /" !! "
* B#!/
27 )%* +, ! - .
/0 " # )
,% -
% %6 7 +
%
.%
8%9 9
,% -
%
%6 7 +

%
.%
8%9 9
*- : ";$3# <#"

" " !# / # !/!9" /"9*!/ / " / " "/"* 8
#* " # =/!9" + /!= # /"* "/!"$
" 5 2772 =/!9" # /"* "!= # !"#!/# */ 0 !#
! /!8 = " !"" /" ! / + !"= !9" ? * "
#!!/# /" 8 ? #" /*!/ */0 # /"*8 /*
=A$
" / /! *//"9*!/ " * ? " :"%
A!; /* ! # /*,! 0" %! # =!/!" / !%"!!/!=
!"/!9" /*# # "."=!*, # 2772 *"!" ## #
2H8 /" ? %"!< ? /! " A *A //" ! # * #
)%* +, ! - .
/0 " # ) 21
!" ##" $"
!"/!9" ? !B9 L"/ " # = :L; #=/!9" # "=
,!/A " "" # 4H8 /" "#"/! ,B = /# # "
@!* * # 5 " *" " !/!9" , # # " # =! #
/! *//"9*!/
" /" /! !*" # /"* !# / # #!"8
# "F 8 F !% @" 8 " !/ /* /"
" " =#8 *"!" "#"/! ,B "
*"# "/!" /* ("B :#9;
! ? 0+ */# #!"/! " # !"F ? //#"
* %"# 9!# 8 ? !"/ A" #,B # */# !""/!"8 #
=!%" % # #/!= " / !/ # #
!"F *#! " " "!= # / # #!" *
#!!" # *" "/! %@" *5 8 / + ="/!
"#"/! #//!" 0 =/!# */# /F#! 0!/! + /"
" /! " # /!=!## !"*,!!!8 ? !*" *
!"=/# + *= /"* " / <
6G =/!9" # "# 6"# #" :L; " 2772 0 # "/!"
# (/!= 8 * "# # / /" (//!9" # ?
!!= # //!*!"K # # % # 2771 L 0 //!#8 "? ,B
+ /" !,B
!* " 4DH //!*!" # L %, " 58 B#
/ *!" #" # % # /!=!## !*! + *"/ + /" //!9" "
/ # /"#!
, 5 ? , #" "5 $! # 8 ? B" ""
46H # L8 0" "!# " !*" !* " //!*!" " #
3DH + DEH8 /!=*"

B"# # # M/ # !/N + M/ "*!"N ? /"/ 0"
/#+=# //!*!" "# # 5 27728 (!//!9" /" # # #
L # 5 # /" " !/ (" != *"! + ! /
" /" !*8 !/ *"!8 ! # !*, # 2771
/ # =!/!9" # *! !9" !*!8 *! * ? !"" !!/ # *"
!%"!!/!= " 2772
" !"" !/ ! /8 "A! ! !* # /" ! /
" 5 * " "#"/! //!" # #F!/!8 B"# !,!!## #
/*! /" #F!/! / # L # 186H /## /" "# "!
""/!" :;8 !* ? ,!/A " 23 + 2DH8 !*! # 2771
/!/ ? # "%!= #/ " !* //!"
/" * @,!/ /*5# # " /# *"" # !"= !9" @,!/8 !#F"!/
/! /**!" %! # " 2771
//!*!" "8 #!"A*!/ + "!# # " /"* " # "
" !/ (" != *"! + ! /8 /" *!" 9 //!*!"
22 )%* +, ! - .
/0 " # )
,% -
% %6 7 +
%
.%
8%9 9
*## " / <8 /* (!*"# " " / 8 + *A *"
? # *!"" =!""# ,!!## /"9*!/ /"<#

+
!"= !9" !=#8 0 #//!# *""*" # # / !* #
27718 * "# /!F" " / !* # 2772 " !% //!9"
!"= !9" # @ " " 5 " " 1EH # L8
,!"# ? /"/ ? ! # //!*!" # L # GH
*#! " F "# ? # #" # 2GH8 #/! / ! 17 "
/" 8 #/! A / ! 17 " #,B # "!= "/ !
" /" /"/! !"#! " , = !"= !9" !=# "/!" + ("B
,!!## /"9*!/8 !/ + B#!/ " ?! ! 8 *,!F"
/ "# !*!" ,/ + ,! #/!=!## # " /"*8 ?
" /"B" *!" !"/*" /*!!=!##8 # / 0/ /!=
!"= !9" " "
*A 8 0/ /!, *" / + =*" # "
(/!" 8 # *" /" # /?! %! # //!*!"
@

%
" /"(8 /" " "9*" # "!5 =! # + !"# @" #!/! =
=/!9" # /"* *"#!8 " , " ? !* !*# 5" ?
27738 A *B " # "!# 8 /* *"!## #
# + C9"8 +/ " //!*!" # L 9(!* 5
*" "
A* # */! # !* " !/ ? L 2773 A # 3GH8
/" # / * "# !!= 8 = ? ? "
!" " +//!9" =*" "# / *!" + /" //!9" /"
*A 8 ,B"# #!"A*!/ # / *"/ , *"/!" ?
/ # !/ " //!*!" *+ " !* *
//!9" /! # 9(!* 5 A /"# " "!= # #F!/! ! / +
" ?!*!" !""/! / M0/N ! / B/!= "
#F!/! / # L # 16H8 ? *# ?!# *!</!9" # ##
@,!/ #*!"" "/ !## # !""/! (!*#*" \ 28ID1 *!"
" !/ ?
F!/! A " "" # 22H # L8 ?
/! !""/! /!"# \ 2E2E *!" K # (!*#*" \
1827I *!" " !"" " /!/ # !""/!*!"
, 5 ? =!/! # ## " 2IH # #
/ @,!/8 4 " /" "/!* # !"" # 5 2772K
(!%"/! K /"/ # ## /# =< " *+ ? / "# "
(* / " %" "= ## + * /"/!"/! ? !/!9" ! /
#*"# / * # # + / " /, * !,!8 ? "
/"B" *!" !*!" /" " //!9"
)%* +, ! - .
/0 " # ) 23
!" ##" $"
*-( : "0/
*-(- ##/ $!"

* # */!9" # " (*" /A ,B <9" /!8
#!" # " #"9%!/ *!/"8 ? !<A #
A*! / "#!" /" !/!9" + *!</!9" # " * B#!/

!/0 /#!*!" # " B%*
!*! * " "( 8 #" A*! %!
" "=! " !/!9" # * $
. /! @,!/ !" /!/!9" " !/!" %! # !* + $
O ,@ ?#$ \ 4I7

O = # "*,$ \ D27
O % ! $ \ 171D7
. " /!/!9" " $ \ 777 :%! "!/ # "!,+" ;
. %!</!9" # !, # "! # %$ \ 677
. !/"/! "!/!$
O !!/# # <"!!//!9"$ \ 1E77

O !!/# # '!!//!9" F/"!/:
" !=!;$ \ 2277
O !!/# # /*!,!!## #
V !/!#
V " # ?! # /
V ! !" # /" !/!9"
V !!/# # R"!!//!9"
V ! #
V ?! # ,!//!9"
V !!/# # " //!9" F/"!/
. A$ \ 177

. % ( !/"/! # "/!"*!"$ \ 11D77
%%
N (?>-*)
24 )%* +, ! - .
/0 " # )
,% -
% %6 7 +
%
.%
8%9 9

*-(-(- / $!"

* # " /*/!!</!9" # ?! !" * *F#!/ + #" 8
/"* /" " / # /!" *+ (" "!= "/!"8 + *
/"/!# /!## # " #/ + (/" =!/! /!#
!*! * %* "" (/ != # %" * "!=
"/!" + #*!/"
*-(-*- / $!"

* "#A /* *! !9" !%!"$
)%* +, ! - .
/0 " # ) 2D
!" ##" $"
O " =!/! # * *F#!/ + #"8 #/ # ," /!## " /

<", ? " *! # " */# + // !, # "!=
/!./"9*!/
O
!## # =!/! # "/!9" /!" ? %" /!" ! /0 /"
" *
O *= # " + !" # /# *!*, # *
O " /" " % # ,B# ? !"" !#"!!/# /" *
*-(-=- 34#5 $!"

!"/! ,B!= * ! " !%!" $
; !"/! =# # " # (*" + *A #" " #
!"/! =# # *! #"
,; , /" /!" #/ # /!## + *" /! 8 ?
%"A #//!9" " / # *!" 8 %"# " "/!9" #" *A
// !, #
/; " # ,B " # ! 8 *# + !"
/!!/# + /" /"/! *B "!= # =!# # + *!!
*-(-- : $#"0
2I )%* +, ! - .
/0 " # )
%F
6
%
F
* *! #" * B # "8 #

! *!"/!9" #
# /!## + ? < # "% / /! ? 8 # #?! !!=
/*" /" + /"!## ?! # *!"
?!*!" F/"!/ #! "!, # #"9%!/
!/!# =#
# % # /" /" # #?!!# *"/!
/ =F # *=!!## ! " " +
*/!" + #! !,/!9" # B#!/
/*5 *!
#* / " /"A /" / # " / / !9"
*? !"#!=!# /J *< @,!/ /* /!" /"9*!/
,/A" ,BA /" !*/!" "
!/ # =" $ " #/ /!, $ " A*! *+
#"# /!" A #/ !" "%
/"* /" " !"" /!9"8
# % !#" ? #
!"" /0 #
="/!*!"
?! # (! " */0
*?!"! 8 9 # =# # #!=
" /" ="# 8 /" /! +
# ,B + /!## /%
" ,!!##
/" /" " /
,!# ?!
,!/# " " <" ! !/# ?
#"# " 0+ "/ !"
/*"/! " ,!//!9" "
=" # *! #/ ? "
:RA; ,!/" " "
!/!" "#A" " !,!!## #
*,!" /%# + #! !,!# (/ !=
* A *! # "
="# (*" # =#
/" ? ,B*
/" /" (! " =! ! *
!" / + # /F#! !""/!
/! !"!/! //!9" # "
* "=
/"A /" *! // "=
!"!/! ,!/!! */# B* '" "
%# =!"/!
* =#
/* #
//!/!9" #
)%* +, ! - .
/0 " # ) 2G
!" ##" $"
%F
6
%
F
" "

(! " #*"#
!" ! /0
#?! !/!9"
/"!" #
/!"
*-(-> #$# #"#

!%!" "*!" # %! 0 %# %/! " "A! ! # !<

8 / " ,!"# =! !"*/!9" 0 # * #/! !" F%!/
, /!=!## / + # *
=F # #!/0 "A! ! " /"#/ # /"/ *B * +
""
,B!= # #!/0 "A! ! #" /"/! # !%!" *"$
O #"!!/ "!## + *"< # ""

O "#!/ < + #,!!## # *
O ," !"*/!9" * #/! !" F%!/
O *!! ? * "% " /!= " =< # //!" !=*" "
* # ""
O *! ? * # =/0 < + ="/ #,!!##

" *!<
? !"#!/ " /A! 32D #* ""/!
!%!" "*!" $
1 !* *! #"8 " / /!/$
_
_ 8 # /!## + ? /*" /" ?!*!" F/"!/ 8 " // /*
=# "/! " # " :
/ ; /* B#!/ :,! 8
S ! 8 "!/ ; ? " /** $
; !< ,!/!## !"*!= /" " " ? /!## ?
/ " #/ + *! * !"// " 8 ? !"#! " ,
# " # /, !< %@" (*" *F#!/ #"
,; %"!</!9" #, #! 5# # *"8 # " " //!## #
!"*#! "# ?!*!" ? "" + "
/" /"/! # ! / #*"# # " /!" + % !=*"
#*"# !" ! /0
/; /! "8 # !/! " !/!/!" + /"/ 8 + ?
"# /!##8 /! + "!##8 " #A /"/!*!" " */#8
? " +#A " /* =# # / @,!/
2 #, ! /"# " , # # # =# # !" * *F#!/ +
2E )%* +, ! - .
/0 " # )
,% -
% %6 7 +
%
.%
8%9 9
#" 8 !" # " " %! /!<# /" /!!//!" F/"!/ 8 <
# "%8 /! 8 ## "!## :" /" !""/!*!" " "
#*"#; # ! !"#/!"# %@" #/ "=
3 #, *< 0/!"# */!" " <" # ,!//!9"8 *"# "
/" ? "8 (! /*"/! <"8 (! " */0 /" ! +
/"!/ #"
!*! * # !< "% !"!/! # " #/ " /" #
,B
4 * , # %"!</!9" # ("#! *#!" < "!=
"/!" + # /*! /" ?! ! ? (!%" ""
(/ != # #!/0 =# " + # !/! "/!9"
#*F!/ " " *#!" <
D " / < #?!! " *=!!## # /08 #"#!"# # =*"
# =" + ="# *B # !""/!*!"
*-(-? %$@ 2 0/

#" #/ $" /" /" " / ,!/# " 0
26I RA8 #! ! # " C" # !%"/0 : # 3 = " 0!*@; /
?! * !*# "/!"*!"
#" # 0/G
O
! "!,!!## # !" $ A " " #! ! *+ ,# + /" %" /"!## #
" #"9%!/ + " ! !/
O
! "!,!!## + /"#!/!" # /$ / /" /" A ?!#
*/F"8 //!9" + (0!,!/!9" # #/ 8 !/!" 8 / :1G7 *2;
O '
// $ C #! ! *A %"# # !*8 /" /" 2 = # //
%"# $ ' =!*!" + /08 #*A "/" ,!/# F%!/*"8 +
? A // # !*8 + /"/ . = =!*!" . /" #! ! #
% !"8 " !#8 /8 /
"#" " #G

+//!9" "!= /! $ */# ,B!= A #!!%!# #
!" # # #"8 # # " ! !=# 8 " + "!/
#"9%!/ /* S ! # / # # # / /! 8
? ?!= #/! # #
#"3/ $3#
" # /# /# #B" P6 + *"# " /" !"#!//!"
/# "
U*!/ */F!/8 /!! " /*8 / *
?! ! !/!# " * # !*/!" :
%; # !%!"
*"$
)%* +, ! - .
/0 " # ) 26
!" ##" $"
* !*# #, /" /" !%!" A $

L 8" !/-
!"# =! !9" # #/*" + =!!//!9" #
#/ " # */"*!"
(L 8" $$#- # !"# *"" #/ !" * "
* #"# + " /"#!/!" #/# :*8 0*##8 <; /* "
A #/ ="/!# ? ?!" # %" /"#!/!" #!" 8
/ #," #/#*" !#"!!/#
*L 8" $34 2 !P-
!"# /!9" # #/
#! !,/!9" #! " /!9"
=L 8" $ #"#5-
!"# /!9" + /0!= # #/*"
# #," # A/! !*!<8 ! # /"/ # !/! ! +
!/!" "!=# " # #/ 8 /0 #," # "
*! ? " *! # + "! /*/!9" # /
/! " !"! # */F" #, /!! *=!*!" # " +
#/ 8 # (! ! ="" 8 "@* A *"!*8 /!<# *+
!, + %!# =! !"% # =8 = 8 !" /
! #," *!! /!*!" # %
*! " #" " ! 8 #,A #! "8 *" 8 #
!%!" / $ !* !0 # A !/8 *# *8 " 8 *!
=!!" 8 *! # !*!<8 ,!?" # !* (!! 8 # ,B8 (!"
" #," %# " " #! "/! #/# /!! *"B
# #/ + //# " #! "/! # 37/* # # + " %
#"# " #!!/" A" ! # "8 "! /" , +" (!"

37 )%* +, ! - .
/0 " # )
,% -
% %6 7 +
%
.%
8%9 9
*-(-A B"$# 3 2 B! 1

?! + *,!!! ,A !/ "/ ! "/" ## " /# #B"
# 17 :L # " #! !,/!9" # *,!" "!*" "#;
I )

+ %
/!! #*!"! /!9" 1
/!! # !""< 1
/!! =" 1
/!! //!9" 1
! :/8 #*8 ' 8 */F"8 !""< ; G
!" //!9" 2
*# :#*.' 8 */F"; 2
* :#* ' 8 */F"; 2
" ://!9"8 #*8 ' ; 3
( 1
, /0!= #/*" :#*8 ' 8 3
*/F";
, /*# 2
" */" #/ 4
%"# # # /0 # =" 1
!< 1
! /"#!/!"# */" 2

" # #/*" "/ ! A"$
1 /
2 L
3 ! # *! !9"
4 * #
D ,!/!##
I /!, # %
G # *,!
E B # "/!9"
6 !? // " /# B #"# !"#!/A" "*, # !*#8
%! "!!8 /0 # /#/!##8 /
*-(-C B"$# "

" # P 11 * ?!*!" # " 0 !*# !"!/! /"
)%* +, ! - .
/0 " # ) 31
!" ##" $"
" *"!* "/ ! " A #*!"! != + */" 8 " /" A #
'" " !"!/! /" " C # '" + 3 '"## /+ # A
## " ,A !/ + /*! !9" '" !*! * "@* # *# !A
!"/*""# " , #*"#
I - Q %

+ 8 %

:"/%
#*!"! /!9" 1
*/!" ;
C
R #*!"! /!9" 1
& :"/ !## # #*!"! /!9" 1

#/ ;
#*!"! /!9" 1
'" 1
T
'" 1
C
' '" 1
'

'" 3
*-* # "
*-*- "#"D # #E 2 #

" # A( (*" ? " #/ ? !** !"!/!*"8
/* ! "*, !"#!/ " !< (A*" + " # " 8
# /0, 8 " " !!<#
!*" " /B 177 "!## #/! D7 /B

" # %" (*" #* #/! ? #!=!#" "$
. " # A( (*" ,B " =
. " # A( (*" !, # =
*" " !" *" *A !*" # ,B # *F#!/ + #"9% 8
/!# " 9 " ," A/!/8 " "/ !## ,/!
# " /" */0 /!!## " *,!" 0@*# + / # " %"8
? *" #," = " + # F # /# =< ? "% " %"8
!,*" /" B,9" "!*!/,! 8 + #," / *"
!*! * ?! ? %" " 9 " % 8 !" *,!F" /9*#
%" #, # // /" /!!##8 + #, # 0/ ,B / ! !"
"! ? %" "/ ! " ," , # //!9"8 % #
%" " ," *#!# # //!9" /""!# # " #, " ,B
32 )%* +, ! - .
/0 " # )
,% -
% %6 7 +
%
.%
8%9 9
/* !, *!"!*!< ! % /!# /" %! "

# A( " *+ !*"8 %" #, #! 5# %"9*!/*"
= *B " !,8 %" #, % 0 , # ## +
" /9*#*" " * # *" + / !" ?# #
/! " /" !#/!9" /"# //!" %"8 !"8 /"# #
#*A / # ! /*"8 ""/ /! " ,!/" 8
=# 8 ? /*" /" /!! #," /" !##
<9" *A !*" ? " *F#!/ " # %" 8
="! " *! !9" # *!/%"! * # + 0/! /!"
" (*" #" #,A" /*! /" !%!"
/!!//!" F/"!/ $

%J
.%
8%9 9
K
L

+ G
+ %
11 !$ " # A( (*" *=# !!<#
12 !$ A( # *K %# "
13 $ ,"/ + "!*
14
! 5 +$ *,!#! 8 ! 8 *"% */#
1D *=#$ ""8 , =!,8 0!" # *!< __
1I "#!/!" #$ " ""#A" !## /"#
*/"*!" * # */"*!" " 17P + 37P =!
( !/!9" #!/ # <
1G '!# *#!$ " "#A" " =!# *#! # D 5 # #
,!//!9"8 !%!"# /"#!/!" "!*" *"/!"#
1E * # *?$ 177 !< /B ( #! " # # 17 ( 1 /9"
16 *5 ,!//!9"$ *5 # %" #, /!!/# " /B
# /9" /" !" "%

+ G % ,
%
Q
K
(AC "$ 5L
)%* +, ! - .
/0 " # ) 33
!" ##" $"
R %
%
5 5 !#3
#$
!/ 1"
21
!*" !" !/ 2 47
3DG
4DD.2.6E
22 !## !/ 2 47 .
3DG
4DD.2.6E
23 " //!9" '! $
.
/ *+ 1D
.
/ *" 2D
24 # ! "/! 1D
1777
/ # %
F#

D1D
4DD.1.6E
2D "!## *=# a2 ..
3DD

I12
2I ""!# # " a3 ..
3DD

DG3
2G ""!# # 0*## 2 487
2E ""!# # " 1 1D

+ G
+ %
*- $ D

%S %

% %
% :**; # !" 247
"/0 * :**; _ GI bQ. 3
E4 bQ. 3
64 bQ. 3
17D bQ. 3
_ 113 bQ. 3
:**; # *5
#$ 71I bQ. 773
# !"#!=!# *$ 71D bQ. 773
"%$ 712 bQ. 773
*-( !"! D
%

%

&
H
"%/!9" !" G77 !" D77
" !9" !*!" !" 21 !" 1I
!" 6 !" I
34 )%* +, ! - .
/0 " # )
,% -
% %6 7 +
%
.%
8%9 9
*-* ))$ # # ! -

*5 # !< + "@* #*!!# # %" #*!" "
/"/#"/! 2ED6.1 "# "!= # !" //!9" %" .1 /" 1D
*-= !/
*5 # !< + "@* *!!, # %" " /# " *
#/ *+ + *" A" #*!"# " /"/#"/! 2ED6.1
"# "!= # !" //!9" 1 /" U # 1D + 2D /!=*"
*- # 5
A(!* 277*% %"
*-> # !"#D
A(!* 277*% ( % # %"
*-? # T$
A(!* 7EH %"
*-A # .#
177 !< /B #! " #
*-*-( : 1"#

L 5 <#" K$!" "5" L
" @ /*" " (! " * ,!/" # " # A(
(*"8 ? !*"

/# " !"* /!"# A* # */! : _.;8
/ !" /"="! /" #" 8 #* , = ? # /
!*" %" =!"" ,A !/*" #$
1 + !
2 !"#!
3 0!"
4 F(!/
D # "!#

# *,!F" /"/+ ? # /"!"" !A!/ "
!"/! =# # #/ #,!# !"/!*" /! "
/*!!= 8 /* ," /!## # #/ + < # "%
" # P12 #" !"/! * !*# /*
* + # =#
I (
)%* +, ! - .
/0 " # ) 3D
!" ##" $"

%
.

LT T

S

S

S
LL S

T

LS
T

T
L Ld T
.
T
/*" " # *,B# " /!"" !"#!//!" "/ !

" /!= A%!" XL8 ? " *!!A = * ?
/" #/ + =< !"% * , # #/ + /A" #
* " 8 " / %" #" 8 + **" # !"% " "
# " /!"" # /* # * $
.
/!/!9" # *
. #/ 8
. !##8
. * # ?!*!"8
.
# A,!/ /" ? /""8 /
* # !*/!" ? * "#8 !"% * A%!"
XL # *,B# # T8 S 8 L8 e8 " + = *!
!"% * # * ? /" %" #" 8 !/!A"#
/!</!" + /"#!/!" !< !*/!9"

* ? " "#!"8 =9 ! /*" /" // !/
F/"!/ ?!# + /"#!/!" ? " /" :
/# "( ;8 #
/ //!"* * '8 /*! /" #
/!!//!" F/"!/ 8 "* + " # * ? * , *+
="/! + /!!</!9" " "8 ? ** /* "/!
/! + /"#!/!" # ="
3L 5 #" K$!" $!"#" B <! .# :#<
!" <$L-
* ? /" ! # " (*" " *
!*# # ! *F#!/ + #"9%!/ " !"/! "* $
3I )%* +, ! - .
/0 " # )
,% -
% %6 7 +
%
.%
8%9 9

%- 9
% %

L
442.77D2 447.667E

2G2.7D37 2G2.7D1E

42E.D1I6 42E.D1I6

42G.2DD1 42I.6364

42G.G76I 42G.7271
2ID.1377 2ID.7GG6

LL 42E.E3ED 42I.1D4G

42I.G4II 42I.G4G1
L
'
R 44D.7GG3 44D.21I1

4IG.DGI1 4IG.DGG2 S
U
42D.I7DG 676.742I S
' 44G.31G3 242.77I3
d
42E.G2E7 42E.2421

4G7.I14I 4G1.21E1 L
'.
423.72ID 337.77I2 Le

43G.EIE4 43G.6466

42E.G717 42G.13EI
3
224.2G2E 224.31G1

*-*-* : $

!"/! */# # " # ( (*" /" !+"$

#" 2" #G
O !"# # =" # *! *F#!/ + #" :B*$*"/!/!9";

O / $
V " F#!/
V !/"!/
V S ! /!"
V S ! # < *#
O / !=#$
V "!/ + " #"9%!/

V "!/ F#!/
V ,!

#" " #G
O !" #"9%

)%* +, ! - .
/0 " # ) 3G
!" ##" $"
O !" *F#!/

O #!" "!= !! # * *F#!/
!*! * #,* !"#!/ ? # # " #"9%!/ *!/" /" GE
/" ! + 17G #"9% " # !"/! /!" "!<"# "
/" * *" # 47E /B # %"
" # P 13#* /! !*/!9" *#! *" # "
(*" #" @!* 5 # * !*#
" " !# / , #*"# # " # A( (*"
!<" !%!" //!" $
1 !<9 " "/ %" #/ /!! " #"8 /"
,B!= # /"/ / ? #/!#" #?!! %" */ #
%" (*" + =< " #" %" %"/! + /"/ /
#/
" "( '8 "/" "/ ? !<9 #"9%

F # = #!/0 "/ #* /"/! !%!"$
O U #"9% **" # %! " %" (*"8 F #,"

/*! !%!" // !/ $
V "9*!/
V U #/" ,!" ##
V U /""%" % # /8 " " */0 /"!##8 8 ? *! # !<
*" #" # %" /" */0 /!!##
V U " *+ %!#
V !B" " /! " " */ #!"!# !" !"/!*" " /!##
# #/
O /" * A #!/*" /"#!/!"# "@* # /!"

O */ *A /"/!# " *,+ + L "
O "#"/! " /" * =" " *"8 ? %" *"#
/"/!*!" # !*"/! # # %" /* *#!# # ="/!9"
=! /?! /"%!
O
" # %! %!# # " */#8 *"/!"* $
O "/!9" # #/ " #, 9 " /B !" *,!F" "
"/!" !"#!=!# " , # 8 / *!!A ? /!" #
/" ? %" " "=

/!!## /*8 " " / !""/!8 /* " * #
"%
!< /"="! /" "!/ " *F#!/ #"9%!/ ? "
3E )%* +, ! - .
/0 " # )
,% -
% %6 7 +
%
.%
8%9 9
,!/!## # #!/0 /" </ %" " !"*!= , " #/8
/!"# " /*" /!9" !/!# # %@" =" ? !/"
2
%! #"9%!/ # ," !%!" # K # ? "
+#" * /"/!"/! # /"!## # #"9% ? /*" A"
B/!"# " "
## # 1E8777 #"9% % # 8 # ? 1D8477 " /%!#
3 =9 "@* # /"!/ K #" # !"/! "!/ #"9%!/
(! " /*"8 #* *"/!" !%!" $
O
RT X
T V #"% "%
O L T V "!/ # #"% F!/ !"%
O LS
[ V # "!/ !/# *
O

O

O

O
[
O
L " #"9%!/
O L

O V " # 0,!!/!9" + F!/
O /
" *" (! " *A # 277 "!/ #"9%!/ 9 " !*8 #*A #
"!/ !/ 8 ? /# " !" "
" /* B*$
O "!/ C=! #

O "!/ " ,
O "!/ " LB
O "!/ !/# *8 /
T S ! ? *,!F" !"" " >

"8 # / " # *A
/"/!# "
" # S !
!5 # ? # ,"
!"*/!9" ? /*" =F # !/!/!" /"/ 8 (!*#*"
178777 /B # " (*"8 /# 3 *
4 !<9 " "/ / #" /* # /*/!"
*!"! # *! #" ,!/# " *"/!/!9"8 # ? # ,"
!%!" !"*/!9"$
O / ? *A ="# " */# LT8 /*! /"
// !/ ? (!%" / ! # #/ #*A # ? /" /"
*+ /J
O S+ %" / #" ? !*" %" 8 ? " #" #,!#
)%* +, ! - .
/0 " # ) 36
!" ##" $"
!*"/!8 ? " " /"/!# + "# " ="#"K
!*"/! # ,!/!## " " #/
O #/ /*# " !"#8 " "% #*!/!!
O % /"#8 9 "%/! *A %"# %" %@" ! # /F#!8
? %" % 37 #
I *G %

%
%

% % S ())(

% 6 % U
%
.
\
\ H
\ \

3177 C 446D77 14D 724 1IDD D23

S

DD77 C 667777 1E7 723 12GE 111

LL S 1277 C 23GI77 16E 722 1111 2I4

3D77 C D42D77 1DD 721 13DD I1I

E77 C 14EE77 1EI 72E 1D7D 1G1
' S T D77 C 122D77 24D 72I 17I1 13D
X
L
Ld 3377 C 44DD77 13D 71E 1333 D74
2E77 C 422E77 1D1 71G 112I 4G7

LT E777 C 1477777 1GD 721 1277 1DI
*-*-= " $"

" #" ="#" " /B # 177 "!## 8 #/! D7 /+
/! *#! # */# " /* !% " !%!" /#$

LT \ 47IQ C
.
\ 3GDQ C
LL \ 437Q C

L \ 3I7Q C
*-*- $"0/

*#! # /*/!!</!9" ? !" " !!< "$
47 )%* +, ! - .
/0 " # )
,% -
% %6 7 +
%
.%
8%9 9
1 '"
!/ " " /
2 '" =F # !/!/!" 8 # , / * # #8
?!" /*" #/ =F # !/!/!" /"/
3 '" =F # " "" 8 ?!" %A" #!/*"
/!" /!"# " #/
4 #!" < =" =F # ""
)%* +, ! - .
/0 " # ) 41
!" ##" $"
42 )%* +, ! - .
/0 " # )
,% - % 8%
% +
,% - % 8%

% +
# !< !*/!9" # " # A( (*"8 !%"

!%!" $
1 !/! =# /!</!9" # #/ ? # !* " ?
#$
O /! L8 : b %b; +Q : b ;

O * # %
O < # "%
2
/ /"#!/!" # =# "= #" # #!# " ?
# /"!## + *"
3 ! *" !* *+ # \ 277777 "/ ! /" "
%"/! # #"8 ?!" A "/%# # !< A*! # # #"B
? #/ % # #" + % / # # !"8 / %"/!
/,A " /*! !9" ? /@ " 2 DH # '
4
/*" !"#! " , !< !*/!9" "$
O / */!
)%* +, ! - .
/0 " # ) 43
!" ##" $"
O !!/# # !%" # !, /*/!

O !*/!" *+ \ D877777 ?! !"* # =!!//!9"
(#!# * /*"$
V
V L '!
V /"
O
/ " $. /*/! :F;8
V "/!*!" # *,? :L/;
O %! "!!
" / / */!8 !!/# # !%" +

/*" # "
" "%# =#
# =!!/9 ? /!=*"
!* " # A( ?! " %! "!! / "#!" ,
" U!@%!/ 8 #, =!*" !" /! " #!//!9" #
#!/*" 8 " * +
% :

; /* !*# +Q
% + " "
U*!/ */F!/ %"8 ? # /"# f !* 0
B # !" "!/ # .G
1; * :? !/! "

;
2; ! # +Q %! "!!/#
3;
//!9" C# # L" A/!/ # */"*!" : " * ?
/! "

;
4; ?! # ,!//!9"
D; ?! # " /!9" :
! 5 # # A ? = "
!*#V*/"8 !/!" 8 /;
I; /!9" # #/ * :? #, # // # ,
!* # /# !!//!9" #

:" * 8 " *" + ?!
# *F#!/ ?!@%!/ #"9%!/; _ '
G; " "/! # R"!!//!9" (#!# "!/!!## #
! ! #"# A
,!/# !*# " # / !/"/! # "/!"*!"
E; ! # " # %! # U*!/ */F!/ %"
6; * :* " ? ?*!/ */F!/ !" /!, %"
!*#; * (#!#

17; 9# "! /" "
B # !" 3#" #"
#" "# $!"#"
1; !/!# /" /A/ #
//!9" C#8 /! U*!/
44 )%* +, ! - .
/0 " # )
,% - % 8%
% +
*/F!/ " , " ? #, ! !%!" !"*/!9" %" + F/"!/$
O ,B # !/!#
O *, # !" *8 !" *" ?! %@" /!!##
O ! # #/
O * # "/!9"8 ! / "#
O ! + *! # "= *#! !"*#!8 ! / "#
O *, + # * ,!/"
O *, <9" /!8 #!//!9" + %! "!!/# # !/!"
O #% "!/8 /"# # !" * 8 + /!!//!" F/"!/
!" *" + ?!
O * /*"" /* /"# # !" * #"9%!/
O ""!# # # # *" # !" //!" 8 %@" / "#8 #/!#
!#!* 5
2; !!/# # !, /*/!!</!9" + /!!/# # 8 ! #/ !*#

3; *," # % \ 6777
4; # # "= 8 " / !"*/!9" ? /*5 #/
#, /" !%" !%!" !"*/!9"$
O *, # #/

O "#!//!" 8 !" //!" + //!"
O ""!# " !" * !" *"
O *, + # * ,!/"
O @* # %! "!!
O @* # # ! %@" / "#
O @* # %! "!!/#
O *, <9" /! + #!//!9" # !*#
O /0 # (!/!9" ="/!*!" #/ F! /!,
O "#!/!" # */"*!" !" * !" *" ? ?!"
O /0 # ,!//!9"K *# + /9#!%K /"#!/!" # .!" /!9"8
?!
)%* +, ! - .
/0 " # ) 4D
!" ##" $"
4I )%* +, ! - .
/0 " # )
,% - .F +
%
.
,% - .F +

%
.
- "0/ 2 $ #"/
-- "0/ !" $!$#/

!**"/!9" # " # %/!8 "/ ! " %"!</!9" #/#
# *5 # , # ! #*!"! != + !""/!

/# ?!*!" # " + /!! # F
/" !!A /* " * !"#"#!" " #"9%!/ *!/"8 + ?
F ="# " /!" # * !*#
* !*#8 A " * !=#8 9"* /" " /
%"!</!" !"#"#!"8 ##!/A !*/!9" # " # A(
(*"8 A /" !!# !%!" > $
$ #"/ ."
/ "G
)%* +, ! - .
/0 " # ) 4G
!" ##" $"
"/% # #*!"! + /" / 0*" 8 !B "* 8

/#!*!" 8 ? =" !" # *
!*! * " " !"!/! A /% # % !9" # !*/!9"
!D1 G
O '! !< + "#"/! # * " *#! " ? # "==
O !B ! !9" + * # * / + % <
O !B !/ + "* %!
O L / "= "!## # "%/!
O !B /" A # #*!"! /!9" + !""< # !" # "# %@"
"/ !## # *
O !< " " # !"% +/# 8 /# (/!= + #
* 8 ""# ,B!= # ="
O !< + +/ " " # % # *
O " * " /!" 8 =# 8 "!## # %,!"8
"!## !""/! "
O !" + + */! " % !9" # =" 8 /!*" ?
? /" !#/!9" " *+ !*"
O " ? A # * /*" ,B!= !B#
O ' %!## # *
O "/%# # % !" # !*/!9"
"#" %E
/ ."G

"# # #*!"! /!9" " + A /!=!## ! #
/%
"/% # /" /!## # #/ !*# + A U*!/
*/F!/ %"
!D1 G
O " + '!!/ ? #/ !*# /*" /" // !/

F/"!/ # /!##
O !< # A*! "

," %! "!!
O " , # =!%! ? ! * + /!" # */"*!" %"
/" =/!9"8 ,!!## + /!## # #/
O ' ? " 0/! ,/!*!" # #! " /!9" + ("#!8
0% " /"#!/!" ? %" /" =/!9" # /!##
O ' ? /*" !%!" /#!*!" $
4E )%* +, ! - .
/0 " # )
,% - .F +
%
.
V //!9" # */#
V */"*!"
V *,B8 #! !,/!9" + "
V S!%!" + !*!<
V " //!"
V %!## + *""!*!"
V /!/!9" # " "=
0
/ ."G
#*!"! + /" / !""/! # *
/ !D1G
O " #*!"! /!9" " !"* !9#!/ # !/!9" !""/!

O L / *""*" " # !""/!*!" ? *!" " *B
",!!##
O " !# + ?!!, " %" # % # # A /" !"%
+/# # *
O =! + /" ? /" * F # /# !"% 8
="# + ""# " # % !9#!/*"
O "* #*!"! /!9" " , !/!9" # "##*!" +
/**! # % *" 8 ? " "/ ! /,! /" !"%
O " #*!"! /!9" " # !" # "# %@" "/ !##
# *
O *! # F#! % # !*/!" TQ !<
% !" "/ ! =F # ,"/ % /* !<
$"
/ ."G
A " , # / + *"" " / # /!" "#A " "
!"!/! " % # ="## :?!" %"A" " ,A !/ *A /*! !" =" ; +
A /% # # # /*5 */!" #/
/ !D1G
O +/ =" + % # A

O "" ! /0 /!" 8 //!<A"# / =!/! # /!## +
" /! <",
O " " # */!9" + %! !!< " //!9" + *""!*!"
# /!"
)%* +, ! - .
/0 " # ) 46
!" ##" $"
O "/ /*"/!
O "" *""*" ," /!" /" /!"
O ' !*%" # *
O ' !" # * % ,B!= !" !/!"
#*!"# " "*!" F%!/ # =" " %"
O /! " # =" # % @,!/ !
O " # =" " !, !/!/!" " #"#
!/!A
--( "0/ !" 1$#

,!# ? * A /" !!# # *" !"#"#!" "
#"9%!/ *!/"8 F "!!/A8 %"!<A8 #!!%!A + /"A */0
#*!"! != # * " /"/#"/! /" ,B!= # "#A /*
" # !"/! /!" " #"9%!/ *!/" + *F#!/ ?
,B" " 8 /* =" !B *"

% % .8
%
D7 )%* +, ! - .
/0 " # )
,% -

%
%
,% -

%

%
#*!" /! # '" # " #/8 #,* /"/ !*
!"/! !"#!/# != $
>-- $ $!"#

# #*!" =*" # !*/!" #,* = / A "
=*" *"!* # =" *" 8 / #* # !%!" *"$
; '" 47E B
,; '" *"!* /!" $
. !" # #"%$
O / !/ D77 B :2 /B ( 2D7 #"9% ;

O / " !/!"
)%* +, ! - .
/0 " # ) D1
!" ##" $"
V S ! :B !5; 38777/B

V "!/ #" :3; 18777/B
O #!" "!= !! 377 B
.
! !,!# ?5 : !"# ; E77 B
%% 7

>V))A 4 -
"!"# " *#! *"!* # I877E B " # '" 8
!*/!" A" /# 2 * " /"!## # 138777 B :1377 /" 8
17B a1 /9";
" ? !* # !*/!9" # 2 * 8 #,!# !"/!*"
/!"# ? " =# '8 ?!" " !"#!/9
? "= *+ # 18277 /" :128777 /B ; = L # "#
" # /" # 17H !*! * *,!F" //!## # */"*!"
/ # " " # %/! 8 ,B* /" /! /!#
* '$
' L : # #/ " # !%";
' : # #/ " #" # # # !";
a L b b
a L b (13H L
a 136 b 71E
a \ 1DG
a \ 1413 :Q
17H;
' #Q#/ ab "/ b #" b1E H :';
" * :12H; :7IHV7EH;
"# !*/!" " *" # \ 277777 " ?! # %"/!
# #"
"/ ? %" " " *#! # 12H8 ! !** #
"#!" (! " /# # # /" # "/ "* $
L ! E47 H "/
%"!" 6I7 H "/
0!
L!=!
*,! 7H "/
'"<
/#
D2 )%* +, ! - .
/0 " # )
,% -

%
%
>-(- " #

" # P 14 # /! / # / /A/ # /!
# '" # /# /B # " 8 / 0 ,"!# " , " *#! #
" ? !"/!A // "/!"*!" # *
" !/ '" #!/ /" *!# " 2DH # !!## +
#! !,!# /!" =F # !/!/!" " !!## # 17H (!*#*"
% .
%
.
%
.
\
. ?! 27777
. ""!*!" # !/!" + ?! 2777
. =!/! $
` < 4777
` % 3777
` F"Q( I777
` "(!9" !"" 3D77
. !*!< 2777
. *!%/!9" D77
41777
.
%

% %
.#
` #*!"! #Q!""< 3D777
`
!/ F/"!/ 11D77
` //!"! Q/! 1D777
` "/%# # */F" 1G277
` +#" # */F" 11D77
` C # '" 3D777
. L"!/! /! :E33H; 17426
. # :6H; 112IE
. ! # !/!"8 /! 2777

' 113E6G
.
%
%
. # ,A !/ " # '" :3 '"## ; D1D

. =!!## 177
. ,!/!## 177

' G1D77
.
%

. " %"# # F#! 1H
)%* +, ! - .
/0 " # ) D3
!" ##" $"
I =-
% %
%
- K : " #L
% % +

G >))A 4
[ H
\ \
" --6- 136 E3D112
b % 13H 71E 17EDID
" --- -? C=*>-??
"/ 12H 716 113241
# #" :7I . 7EH; 7EH 771 GD46
' 1EH 732 161I74
# $!" (-)C 12DI7G1
" 32IH 77G 41777
#*!"! != 67GH 716 113E6G
# '" DI6H 712 G1D77
!""/! 177H 772 12DI1
# '" 246 146D726
*! !9" EH 727 116I72
!!## 2DH 7I2 3G3GDG
" # *-* CAA*-AC
' 1EH 7I7 3DG617
" # M3
N *-C (*=>(-CC
" # M3
W- K#-G*VL 13IG E21274D
$ /! # '" @,!/ ,B /" 2DH # !!## /! #

'" +! ,B /" 17H # !!## :"!/8 S ! 8 !"# ;
D4 )%* +, ! - .
/0 " # )

?--

,/!9" # " ,B # #" " !# / # =!,!!## #
= /, " * !*#K " " / $ " # A( (*"8
# ? #* /"/! ? =!, !%!" <" $
1 /!=*" " #"9%!/ *!/" " # A(
(*"8 "" " # !"/! !" * 8 !" * ? " #
"/!9" # /!" 8 ? # #/! !9" #
!//!9"
*< !*"# #!/0 #/
2 A*! /" !/!9" # " * !*# " *! * ?
/?! * B#!/ + (! !"# /*" /!9" # !< A*!
=F # /"="!8 ? ,"!/! " / !" # " " /
/"9*!/ /* " !*8 0/ *A /!, " " */0
3 **" # ? / " * !* /!"#!, " /*"
#!"!# ,B!= 8 ? 0A ? # # " !"!/! "% " " ? %!
% 0/! #"# ?* " " / $
)%* +, ! - .
/0 " # ) DD
!" ##" $"
!"/! =# # " # (*" + *A #" " #

!"/! =# # *! #"
4 !"!/! " * ?! " /**! /" " /!" $
O " ,!!##$ "# "*" #!#

O &!/$ ="# #/ # ," /!## + ? /*" /" "* ?
(!%"
O ="/!$ " ! *B"# # # "/!9" " /!" %
" !#!</!9" #
D " " "%/! !* /!"#!, !< */!9" # " #/
/"/!# " "/! /!" + # *" # % *A
A/!*"
% ,!/!## + */!9" #," /" !## " !"= !9"
I ?! # " !" / ! !/# !"!/! * 8
?! *"!* /"#!/!" " !/!"8 *A !*" ? #, * "
/" > # */F" ? !"!/! " ?! # /"#!/!" /! #
* 9 # " ," #" # */"*!"8 " "!# ?
/B *"</" !"/ " /0"/#
G #, " /*" #!"!# ? " /" #, ,
=/0 "!## ? " "%/! + //!# #
!/! " !/!/!" 8 /"/ + " /! * % /!"8 + ?
" #/ ? % #!/*" /!" !"
E S+ " # */0 *A A/! + "/! !"!/! " /!9" /*/! /"
* # = 8 " " / # /*, ?
(! " " %" /"!## # * " ,8 ? /"" "
# + ?!" !/!# " " 0/" % + #* "
#! !/!9" !"!/! %@" "%/! "=!"# " %" / * #
#/
6 (! #*"# # #/ ,A !/*" /" !!# !"
# A #"9%!/ !*! * # /! ? (! " #*"# !" ! /0
" */#8 0, *# :1 9 2 *" ;8 " ? " "/"" /B
# %" # */ *A /"/!#
17 ?! ! # % !< " !*/!9" " "/! #
,"8 / !9" # !"!/! A*! /" #,!# "!/!/!9"$ " /!/!9" "

+ *! %! "!! ? ?! ! # #/ 1
*/!9" " "A *A /*!/# % # A / !9" #
*"B " !* , /!# */F" + ? " "" ,* #
/J
DI )%* +, ! - .
/0 " # )

?-(- $
1 /*!"#
!//!9" # " #"9%!/ *!/"8 !< B//!9"
# * !*# # %" #"8 ? %"!<A
, /!*!" # #/ "
2 !*! * /*"#* !< =/!9" /"9*!/ + !""/! #
" " # "%/! !" # #*!" *" !"=! + !!## ?
#A" ,"
)%* +, ! - .
/0 " # ) DG
!" ##" $"
DE )%* +, ! - .
/0 " # )
66. ,
66. ,
Sistemas de Producción: Planeación, Análisis y Control. RIGGS, JAMES L.

Mercadotecnia: Conceptos y Aplicaciones. SCHENE, CHARLES D.
Investigación de Mercados. Aaken, Daría A.; Day Georges.
Revista Comercio y Producción. Revista de la Cámara DE Comercio. Edición:
Diciembre/2002
Taller de Planeamiento Estratégico.Universidad Nacional de Ingeniería. Folleto de
Curso.
)%* +, ! - .
/0 " # ) D6
!" ##" $"
I7 )%* +, ! - .
/0 " # )
9
9
<
% 8%

%%

/*" /" !/!9" + *!</!9" # " * B#!/ ?!
# /! @,!/8 + #," %! !%!" $
(! " # * /" !! *
L 5
%! # ! # !* + 8 0" /! /"="! /" !"! !
# "# ! : ; + !"! ! # ,B : ; = #

:%* # * + *!/* ; = =+ IDD ! G F" 433.2D12
"( 232EK #//!9" # *!" + #//!9" " / "!
B # G
!!/# # L@ ?# /"!8 *!# " !/!" %! # !* +
:" S ! ,%!!; / # =!!/ " (! "/! # *
/" *! * "*, + *! * ,=! /# ,@ ?# # \
11D
)%* +, ! - .
/0 " # ) I1
!" ##" $"
" =< /"!*# " (! "/! # " * /" *! * "*,K /#
= #!/0 "*, " !/!" %! # !* + = # "*,
37 # + / # \ D27
B% # *!" # /" !/!9" #,!#*" "# 8 " !/!" #

# !"! ! # ,B #?!! *# # *!"
! # # /! 8 # / # /! # # /9"+%
! 0+ /! " /!=8 , # #9 ! # #!" " " ,"/ /
! /! *A(!* # E Q248E7777 : Q3817777;
%":$# "G
"
# ?! ! 8 % /, # # #
/, " B% # *!" !*# ,%# #
!
0+ /! " /!= "%
, # #9 ! ,"/!K
# * #" *!! *!" # /" !/!9" %! # ! 8
!" /!/!9" " !/!" %! # !* + 8 * /!"/ # 8
!"* # " " ? "/" *!"
!!%! " ?
5 /"/! A*! =! % # #/0 "! + %!
/ "#!" 8 (!*#*" :\ 171D7;
3L
5 ; %"
B # G
!!/# # ,@ ?# */"!8 *!# " !/!" %! # !* +
:" S ! ,%!!; / # =!!/ " (! "/! # *
/" *! * "*, + *! * ,=! / ,@ ?# # \11D
/" B* ? " =< /"!*" " (! "/! # "
* /" *! * "*,K /# = #!/0 "*, " *! * !/!"
%! # !* + = # "*, 37 # + / # \
D27
B% # *!" # /" !/!9" / #, #/# "
,%# / # ,/!9" # *!" # " ,%# /"8
(!*#*" " \ 11I77 :!" #!/! F! + 77Q177
9 *!/" ;
! #
# /! 8 # / # /! #
# /9"+%
! 0+ /! " /!=8 , # #9 ! # #!" # " ,"/ /
%":$#G
" # #/*"/!9" 8 ? *!" =#
/! @,!/ + ! !" /!/!9" " !/!" %! # !* +
"/ "! ? % (!*#*" \14D77 :!"
/"!/!"/ + 77Q177
9 *!/" ;
/"/ # !" /!/!9" " !/!" %! # !* + 8 %

/0 # "/!9" \6D7 +
/0 # " /!/!9" \ 7EI /# \
26777 # /! /!
I2 )%* +, ! - .
/0 " # )
9
L "!/ #" M #"32# K L

" #" 2 4"D
%$ " + " !"# " " =!/ = #!//!9" " !*8 C
% X! :" ,+;8 ?!" /" C !? #
"!/
O " ? /!," " 8 /" (//!9" # ? ? /!,"
" # D %
O " B#!/ 8 / !" !"#!=! 8 /!## # S/0 + "
//!=
B # " 7"D G

*! 2116 # !" /!/!9" + //!9" # !, !*#
"" %8 *! 274I # ,/!*!" "( : # /"
/" ,/!*!" "( #! !" 5# /* #*!/!! ! /; + *! 27D4
# "" %
#*A #,A /*5 !%!" #/*" $
O /! !* # !*"! # /! @,!/ # /" !/!9"8 !" /! "
%! @,!/
O
/*" # !#"!## # "" %
O /!, !%!" # %8 <8 F" /+ /0 # % "/" /*"#!#
" @!* # *
//!9" # !, !B **" # !" /!,! " ! # /0
" ? !"!/! /!=!##
(L 0/ 3" !
!< " !"! ! # ,B + */!9" /!
# ! # * ? "%" ,B# # /# + #,A = "
!, # "! # % 8 %! ,B# $
?! ! %!< !, # "! # % $
O !/!# :* 1 ; #!/#

O /! #
O % # \677 :L"/ # "/!9" ; /# 177 0B
O !, # "! !%!" 0B
A*! # (!*#*" 4 #

*L #" 1

/# + P 2I63D # 23Q73Q6E +
P724.6E. 8 ! # 1

" # 1666 ?# # /!=# ! * # %! "!!/#K ?
)%* +, ! - .
/0 " # ) I3
!" ##" $"
* "= + " "#A" ? !" /!,! " #!/0 %! " !" /!/!9"
" " " A !/!" " A "/%# # !"* #
"= * #!" *!"! !
=L "!/
/*" !" /!/!9"
!< " " =!/ !/ 16
:E$77* E$77*;
"!/ $!"G
!/! * !" /!/!9" 8 *A!/*" "/" !" /!
"
8 / " *! # !" /!/!9" #,A /" !%" /9#!% #
!, # "

"!/ %"34" G
O !/0 # !" /!/!9" !%!" + /!

O
/*" # !#"!## # ,B#
O !# # "/!*!" : *" # ##;
M @* # %! "N8 *! * # *# !" 17 #

,, !" /!,! ,B# 8 # " 0/ "/!"A /" " *
# 17H #
L ! $#
"!/!!## !"" ! * 8 / 8 /
?! ! + A*! *A /*" $
O !!/# # R"!!//!9"8 %# "!/!!##K !" # ," #,A

" " !/!# #!!%!# /#8 /?! # ,!//!9" # / + !<
/!= %
O !!/# # '!!//!9" F/"!/.
" !=!
O !!/# # *!,!!## # 8 %# "!/!!##8 !" # ,"
#, /*5 !%!" #/*" $
V !/!# '#
V " # ?! # /
V ! # !" # /" !/!9" # *
V !!/# # R"!!//!9"
V ! "!/# #
V ?! # ,!//!9" # /
V !!/# # " //!9" F/"!/ +
" !=!
O ,"/!9" # !/"/!8 #,A /*5 !%!" #/*" $
I4 )%* +, ! - .
/0 " # )
9
V !/!#
!!%!# /#
V ! # !!/# # /*!,!!## #
V /!, # %
<
8
: # !/ # !*/!" # " # A( (*";
M N
<

%%
M N
<

%

$
1 **" # /% " " # (*" " ? /!! , #/! !9"
# //!9"$
; /
,; /!
/; !##
#; 8 *"/!" ggggg
2 /"!## *#! # /" * *" #!! # %"
(*"
3 A " */ ? # /"/ # %" (*" ? A" "
*/#
4 U "#"/! ,,!!## !%" #/
D # %! %" %! # " */# /"
#/ M _ N
)%* +, ! - .
/0 " # ) ID
!" ##" $"
<
+ . %
V

.

8 T U

U
[
%.,G
1 %B #"
2 /0 , !=
3 *"
4 !
D
I " # / #!" !<
G , //
E
! /
6 9* :! # !* !9";
17 /,! !#
11 +/ # != :A" # /,;
12 S!#(!
13 S!
"
14 *" #"
1D !B
1I "% # #"
1G ! # !"B + ,/!9"
1E ! # "##"/!
16 ! # #"% / *F!/
27 ! # #"/!
21 9# A !/ # /!9"
22 !!/"
23 "/! + /!" # #"9%!/

. G
1 %B #
2
II )%* +, ! - .
/0 " # )
9
3 " U!@%!/
4 S!
D ' ! *F#!/ # /, F!/
., .
1 L! 8 / + // !
2 *
3
4 !
D !"<
I %B
G #
E "# /"#
6 !B
%.,
1 ,,/
2 !/
3 L!
4 L#
D !"/
I B
G (#
E (/ # "
6 9/
17
11 " *" "##"/!
12 " *" ! #"
13 " *" #"/!
14 " *" !#"/! !*"% #"
1D C!"% !
1I !*
1G !< # "
1E !"<
16 +%"
27 # /*!
)%* +, ! - .
/0 " # ) IG
!" ##" $"
21 "#
22 !B
., .
1 !#
2 U!@%!/
%.,
1 !/# B ,8 *!.B ,
2 ?! # #!% + ! #"
3 L9*
4 !9" U!@%!/
D "# # " # ,"#
I "!## #" /" + ,B =/!##
IE )%* +, ! - .
/0 " # )

Romani TM

Cargado por

Información del documento

Título original

Derechos de autor

Formatos disponibles

Compartir este documento

Compartir o incrustar documentos

Opciones para compartir

¿Le pareció útil este documento?

¿Este contenido es inapropiado?

Copyright:

Formatos disponibles

Romani TM

Cargado por

Copyright:

Formatos disponibles



   !"  ##" 

          !" #$  

-     G

(-  "!/   $!"  "$#"   6

(-- !# "0   17

(--( "1   $!"    12

(--*  $  #" 

(-(  2 34#5  16

*- :   ";$3# <#"  21

*-( :    "0/  24

*-(-  ##/  $!"   24

*-(-(-  /   $!"    2D

*-(-*-  /   $!"   2D

*-(-=- 34#5   $!"    2I

*-(-- :    $#"0    2I

*-(-> #$#   #"#  2E

*-(-? %$@ 2 0/  26

*-(-A B"$#  3 2 B!  1  31

*-(-C B"$#  "    31

*-*  #  "  32

*-*- "#"D # #E 2     #  32

*-*-( :    1"#   3D

*-*-= "  $"   47

*-*-   $"0/  47

,% - % 8%

,% -  . F + 

- "0/ 2 $ #"/   4G

-- "0/ !"  $!$#/  4G

--( "0/ !"  1$#   D7

>-- $  $!"#  D1

>-(- "  #  D3

?--    DD

-   

(-  "!/   $!"  "$#"

/9"!/  ""   "!5 8   #  //!"!  8 =!/! #

(-- !# "0

" !"#$# "8 ? !"  /%  > # //!9"8 ?!"

 I  & - %   %+.    -

  4        176 L S8    43I.2EE3Q434.2I77

 I  & 6- %   %+.      

    + %J

(--( "1   $!" 

O  /!/ " !< !

O 9"!/ # @

 I >-      % +   K #" #/ $"L

(--*  $  #" 

O "F   # 

(-(  2 34#5

*- :   ";$3# <#"

*-( :    "0/

*-(-  ##/  $!" 

O    ,@ ?#$ \ 4I7

O !!/# # <"!!//!9"$ \ 1E77

. A$ \ 177

*-(-(-  /   $!" 

*-(-*-  /   $!" 

O "  =!/! #  * *F#!/ + #"8 #/ # ," /!##  " / 

*-(-=- 34#5   $!" 

*-(-- :    $#"0 

* *! #" * B  #  "8  # 

"   "

*-(-> #$#   #"#

!" ##"

!" #$

- G

(- "!/ $!" "$#" 6

(-- !# "0 17

(--( "1 $!" 12

(--* $ #"

(-( 2 34#5 16

*- : ";$3# <#" 21

*-( : "0/ 24

*-(- ##/ $!" 24

*-(-(- / $!" 2D

-(-- / $!" 2D

*-(-=- 34#5 $!" 2I

*-(-- : $#"0 2I

*-(-> #$# #"# 2E

*-(-? %$@ 2 0/ 26

*-(-A B"$# 3 2 B! 1 31

*-(-C B"$# " 31

- # " 32

-- "#"D # #E 2 # 32

--( : 1"# 3D

--= " $" 47

-- $"0/ 47

,% - % 8%

,% - .F +

- "0/ 2 $ #"/ 4G

-- "0/ !" $!$#/ 4G

--( "0/ !" 1$# D7

>-- $ $!"# D1

>-(- " # D3

?-- DD

-

(- "!/ $!" "$#"

/9"!/ "" "!5 8 # //!"! 8 =!/! #

(-- !# "0

" !"#$# "8 ? !" /% > # //!9"8 ?!"

I & - % %+. -

4 176 L S8 43I.2EE3Q434.2I77

I & 6- % %+.

+ %J

(--( "1 $!"

O /!/ " !< !

O 9"!/ # @

I >- % + K #" #/ $"L

(--* $ #"

O "F #

(-( 2 34#5

*- : ";$3# <#"

*-( : "0/

*-(- ##/ $!"

O ,@ ?#$ \ 4I7

O !!/# # <"!!//!9"$ \ 1E77

. A$ \ 177

*-(-(- / $!"

-(-- / $!"

O " =!/! # F#!/ + #"8 #/ # ," /!## " /

*-(-=- 34#5 $!"

*-(-- : $#"0

! #" * B # "8 #

" "

*-(-> #$# #"#

O #"!!/ "!## + *"< # ""

*-(-? %$@ 2 0/

"#" " #G

!# #, /" /" !%!" A $

*-(-A B"$# 3 2 B! 1

*-(-C B"$# "

I - Q %

& :"/ !## # #*!"! /!9" 1

- # "

-- "#"D # #E 2 #

/ !, !"!*!< ! % /!# /" %! "

*-( !"! D

- ))$ # # ! -

--( : 1"#

L Ld T

/" " # ,B# " /!"" !"#!//!" "/ !

2ID.1377 2ID.7GG6

--* : $