Fondamentaux de La Vente et Neurosciences

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 Gnldaihltaux dh ca Whlth hl = ïtap hs 1.Doamlnstoe apprngnldo du « Enipth ecohlt º par ulh vïrota`ch ïenuth  Enllaosshz vnus rïhcchihlt ca doggïrhleh hltrh ca dhialdh hxproiïh dh vntrh ec ohlt (ca par toh voso`ch dhs `hsnols snot 06%) ht ca doggoeuctï rïhcch quoc rhlenltrh, snl vïrota`ch «  snueos º æ eh ecohlt, ca snureh prhioârh dh sa prn`cïiatoquh, sa vraoh grustratonl, shs vraos snubaots >  Chs vraohs « doggoeuctïs º ht hlvohs snlt snuvhlt lnl ― hxproiïhs par ch ecohlt, dals eh quoc omlnrh cuo iëih sur sa sotuatonl, snl pnsotonllhihlt, chs prn`cïiatoquhs dh sa @X par hxhipch,. (partoh oiihrmïh snot 26%)  Ehst æ eh lovhau dïenuth, dh quhstonllhihlt nuvhrt ht phrtolhlt (avhe prïparatonl dhs PW) quh sh sotuh ch vïrota`ch doamlnstoe quo ghra ïihrmhr ca sncutonl dnlt oc a `hsnol Wnus quotthrhz eh « Traololm º hl saebalt cneacoshr chs doggoeuctïs proleopachs, chs prn`câihs-ecïs dh vns ecohlts cnrs dh vns hltrhtohls dh vhlths. Wnus apprhldrhz cïenuth vïrota`ch dh vns ecohlts… 0.Doggïrhltohz vntrh avaltamh prnduot / sncutonl Hl quno vntrh avaltamh prnduot, sncutonl, ïtudhs, shrvoeh, parthlaroat hst uloquh, doggïrhltohlt ht phrtolhlt par rappnrt æ ca enleurrhleh > 05@Enllaosshz vnus coipaet du proleoph dh rarhtï dh vntrh prnduot, dh vntrh sncutonl, dh collnvatonl> 04@Wnus dhvrhz enllaìtrh pnur ehca pargaothihlt ca enleurrhleh ht sa taetoquh hl rappnrt æ vntrh nggrh... Wnus pnurrhz aolso boïrareboshr vns armuihlts uloquhs ZspïeogoeotïsY pnur ebaquh ecohlt suoth æ vntrh ïenuth ht doamlnstoe dh shs vraos `hsnols nu hlvohs. 06% 2 2 6 6  % %  

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  Dgjinbkjyn{x ik `n Tkjyk kj < íynpks

>*Imnljgsymc nppugdgjim i{ ¦ Cgbpyk c`mkjy ¶ pnu {jk tíumyne`k ícg{yk

 Cgjjnmsskq tg{s uík``kbkjy `n imddíukjck kjyuk `n ikbnjik

kxpumbík ik tgyuk c`mkjy (`n pnuymk tmsme`k iks eksgmjs sgmy 5?+-ky `n imddmc{`yí uík``k ~{”m` ukjcgjyuk, sgj tíumyne`k ¦ sg{cms ¶ ï ck

c`mkjy, `n sg{uck pukbmèuk ik sn puge`íbnym~{k, sn tunmk

du{syunymgj, sks tunms sg{hnmys 7

 @ks tunmks ¦ imddmc{`yís ¶ ky kjtmks sgjy sg{tkjy jgj – kxpumbíks

pnu `k c`mkjy, injs ck ~{”m` mljguk `{m bábk s{u sn smy{nymgj, sgj

pgsmymgjjkbkjy, `ks puge`íbnym~{ks ik sn E[ pnu kxkbp`k,*

(pnuymk mbbkulík sgmy 8?+-

 

C”ksy ï ck jmtkn{ i”ícg{yk, ik ~{ksymgjjkbkjy g{tkuy kypkuymjkjy (ntkc puípnunymgj iks UT- ~{k sk smy{k `k tíumyne`k

imnljgsymc ~{m dkun íbkulku `n sg`{ymgj igjy m` n eksgmj

Tg{s ~{myykukq ck ¦ Yunmjmjl ¶ kj snchnjy `gcn`msku `ks imddmc{`yís pumjcmpn`ks, `ks puge`èbks"c`ís ik

tgs c`mkjys ̀ gus ik tgs kjyukymkjs ik tkjyks* Tg{s nppukjiukq `”ícg{yk tíumyne`k ik tgs c`mkjys․ 

>* 5*Imddíukjymkq tgyuk ntnjynlk pugi{my ' sg`{ymgj 

5EKj ~{gm tgyuk ntnjynlk pugi{my, sg`{ymgj, íy{iks, skutmck,

pnuykjnumny ․ ksy {jm~{k, imddíukjymkjy ky pkuymjkjy pnu unppguy ï `n

cgjc{uukjck 7

53ECgjjnmsskq tg{s `”mbpncy i{ pumjcmpk ik unukyí ik tgyuk pugi{my,

ik tgyuk sg`{ymgj, ik ̀ ”mjjgtnymgj7

59ETg{s iktukq cgjjnêyuk pg{u ck`n pnudnmykbkjy `n cgjc{uukjck ky sn

yncym~{k kj unppguy ï tgyuk gdduk***

Tg{s pg{uukq nmjsm hmíunuchmsku tgs nul{bkjys {jm~{ks VspícmdmcmyísR pg{u chn~{k c`mkjy s{myk ï

tgyuk ícg{yk ky imnljgsymc ik sks tunms eksgmjs g{ kjtmks*

5?+

888??? +++ 

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9* _uk{tks

;* @ks ge kcymgjs

4* Cgbb{jm~{kq ntkc mbpncy – `ks jk{ugscmkjcks pg{u cgjc`{uk

>* 3*Lnmjs ' Eíjídmcks ky tn`k{u l`gen`k pg{u `k c`mkjy

 3 igbnmjks ik tn`k{us  i”{j pugi{my, i”{jk sg`{ymgj 

" Tn`k{u Kcgjgbm~{k

" Tn`k{u Ykchjm~{k $ Syunyílm~{k

"Tn`k{u _kusgjjk``k

 Tkjiuk `n tn`k{u l`gen`k c”ksy tkjiuk {jk sg`{ymgj ky pns

{jm~{kbkjy {j ntnjynlk ky iks cnuncyíumsym~{ks *Ckyyk sg`{ymgj

mjyèluk 1 pugi{my, skutmck, íy{ik puí`mbmjnmuk, dgubnymgj, bmsk kj

bnmjs, dmjnjckbkjy, ií`nms, pkudgubnjck SNT․- 

Tg{s nppukjiukq ï íyne`mu `ks ¦ Lnmjs"eíjídmcks ¶ pg{u `k c`mkjy kj n}njy {jk nul{bkjynymgj

ninpyík pg{u chn~{k iícmik{u g{ ¦ mjd`{kjck{u ¶ puískjy injs `n iícmsmgj – tkjiuk `n tn`k{u l`gen`k

kj `”ninpynjy kj cgjsí~{kjck*

 9 jmtkn{x ik puk{tks pg{u yg{chku 3 ckutkn{x

₆ Uídíukjck – yíbgmljnlks – cgjdmnjck․ Kbgymgj ky >èuk

mbpuíssmgj

₆ Iíbg, kssnms, pugygy}pk․s”nppugpumku, dnmuk sgm․ Kbgymgj ky unmsgj 

₆ Inyn " cnuncyíumsym~{ks, chmdduks, cg{ueks․cgbpuíhkjsmgj․Unymgjjk  ̀

₆ Tmsmgj " pnuynlk ik tn`k{us – jgygumíyí" síc{umyí․ Ukpym`mkj

Yg{yk nddmubnymgj snjs puk{tk j”n n{c{j mbpncy *Tg{s nppukjiukq ~{k pg{u tkjiuk, m` jk s{ddmy pns

i”njjgjcku iks lnmjs, iks ntnjynlks bnms ~{”m` dn{y `ks pug{tku .  

@n iícmsmgj sk dnmy s{u ¦ `”mbpncy ¶ iks puk{tks

  Yunmykbkjy iks geakcymgjs

"Gumlmjk ik `”geakcymgj VDgjií'SmjcèukR 7

" @n uín`myí ik `”geakcymgj VDukmjR 7

" Ncckpyku `k pgmjy ik t{k, pgsmymtku, ukdgub{`ku

" Nsskuymd s{u jgyuk sg`{ymgj1 Nul{bkjys & puk{tks

" Cgjc`{uk s{u ̀ ”geakcymgj ky ukegjimu1Geykjmu bmjm nccgui

g{ nccgui

Mbnlmjkq ~{k tg{s imspgsmkq bnmjykjnjy i”{j bkssnlk bnufkymjl p{mssnjy .

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<* Cgjc`{uk

 ̂  ^ {{mm uípgjik ky snymsdnssk n{x puge`èbks c`ís i{ c`mkjy – sn tunmk du{syunymgj, sn bgymtnymgj

 ̂  ^ {{mm sk dgjik s{u {jk puk{tk mjynjlme`k ~{m `”mbpncyk – uídíukjcks, yíbgmljnlks, íy{iks․ 

 ̂  ^ {{mm pug{tk ~{k  `n tn`k{u iks ¦ lnmjs ¶ pk{y áyuk ícgjgbm~{k, syunyílm~{k g{ p`{s pkusgjjk``k

N ck synik m` ksy yg{y ï dnmy `glm~{k pg{u tgyuk c`mkjy ik iícmiku kj tgyuk dntk{u, ik pukscumuk ck

pugi{my, ik igjjku {jk puídíukjck ï ckyyk `n sg`{ymgj l`gen`k pugpgsík (pugi{my & SNT ik pugxmbmyí &

pnuykjnumny-․*Ck`n nitmkjiun mjítmyne`kbkjy sm tg{s ntkq {j mbpncy s{u `ks ¦ 3 ckutkn{x ¶1

Tgyuk gdduk ksy c`nmuk, smbp`k, ntkc iks inyn geakcymds Vk``k ¦ mbpncyk¶ `k ckutkn{ ik `n unmsgjR

Tgyuk cgbpguykbkjy mjspmuk cgjdmnjck ky {j egj dkk`mjl Vm` ¦ yg{chk ¶ `k ckutkn{ iks íbgymgjsR

Tgyuk ckutkn{ ukpym`mkj imy iks ¦ mjsymjcys ¶ ksy {j tíumyne`k iícmik{u, m` ksy syu{cy{uí pg{u

ítn`{ku ky pukjiuk iks iícmsmgjs mbbíimnyks `gus~{”m` sk skjy kj cgjdmnjck ky kj síc{umyí injs ̀ k

cniuk ik `n puískjynymgj i”{j pugi{my, i”{jk sg`{ymgj mjjgtnjyk․ck ckutkn{ ítn`{k kj uín`myí

tgyuk cuíimem`myí l`gen`k* Bnms m` ksy cnpne`k ik pukjiuk íln`kbkjy iks iícmsmgjs kj ykbps uík`

`gus~{k gj pguyk nyykmjyk ï jgyuk mjyílumyí ph}sm~{k g{ ps}chg`glm~{k*

Tg{s iktukq igjc cgbb{jm~{ku ntkc mbpncy tgyuk gdduk kj {ym`msnjy

`ks ykchjm~{ks ik Cgbb{jmcnymgj ~{m pnu`kjy n{x ¦ 3 ckutkn{x ¶

(unmsgj"íbgymgj"mjsymjcy- " `k bgiè`k ik Bnc@knj mss{s iks

Jk{ugscmkjcks npp`m~{íks ï `n cgbb{jmcnymgj mbpncykjyk kj

jílgcmnymgj Dnck 'Dnck

¦ N{ag{ui”h{m injs ik jgbeuk{sks iícmsmgjs ky pukscumpymgjs, pugi{mys, pumx, íy{iks, ítg`{ymtmyí, SNT ik

 pugxmbmyí, dmnem`myí ik `n sg`{ymgj, snymsdncymgj c`mkjy, dmií`msnymgj jk s{ddmskjy p`{s pg{u dnmuk `n imddíukjck ntkc

`ks cgjc{uukjys* [jk tíumyne`k imddíukjck pk{y"áyuk dnêyk pnu tgyuk imnljgsymc ícg{yk nppugdgjim ky tgyuk

cnpncmyí ï cgbb{jm~{ku tgyuk kxpkuymsk ntkc íbgymgj, cuíimem`myí ky mbpncy . ¶

 @ks dk{x tkuys ~{m bèjkjy ï `n cgjc`{smgj1

" G{tkuy{uk, cuíku {j tíumyne`k cgjyncy

" Imnljgsymc uín`msí kj pugdgjik{u

" Nul{bkjynymgj " lksymgj geakcymgjs pnu Tn`k{us '_uk{tks – 

 @n cgjc`{smgj

" Sntgmu pgsku `n ~{ksymgj yksy – `n ~{ksymgj ~{m kjlnlk

" Gskq `”kjlnlkbkjy, `k pnssnlk ï `”ncymgj, ï `n iícmsmgj 

" Geykjmu {j kjlnlkbkjy tíumyne`k p`{yùy ~{”{jk nihísmgj ik pumjcmpk 

Ug`nji Lugssk –  ug`nji*lugsskOjk{ugsk``mjl*mjdg  – ?4 ?3 33 33 3?

_nscn` _gjy} –   pnscn`*pgjy}Ojkxybgtk*du   – ?4 <? =? ?< 8>  –  |||*jkxybgtk*du