TABLE OF CONTENTS

TABLE OF CONTENTS 1
Developing SMART goals for business 2
Maintaining Daily Records Error! Bookmark not defined.
Managing Physical Inventory Error! Bookmark not defined.
Maintaining Cash Flow & Credit 19
Managing Working Capital Error! Bookmark not defined.
Understanding Profit & Loss 31
Managing Costs 32
How to assess business risks 36
How to make pricing strategies 39
How to write a business plan 44
How to manage ageing debtors 48
How to assess credit risk of customers 52
How to improve collections 56
How to get repeat business 60
How to give good customer service 64
How to make a marketing plan 68
How to achieve continuous improvement 72
Living a meaningful life 76
What's your body language saying 80
How to do better Google search 83
How to do an internal audit 87
How to use CRM Software 92
How to effectively use your time (calendar) 96
Question your thinking 100
Keep your life organized 104
 Script 1: Developing SMART goals for business

# English Translation
1 Introduction 1. n[aM`
Everyone wants to be successful, happy
and wealthy in life. While everyone dreams `oH$mcm OrdZmV `edr, AmZXr Am{U lr_V
to be so, only few are able to achieve it and hm`Mr BN>m AgVo. `oH$OU ho dZ nmhV
become successful. This is because they AgVmZm, H$mhrM OU ho mV H$ eH$VmV Am{U
always plan, set goals and work towards
achieving them. So how is it possible to `edr hmoVmV. `mMo H$maU Ago H$s Vo Zoh_r `moOZm
achieve our goals when we are so busy AmIV AgVmV. {d{dY `o` R>odVmV Am{U `mZm
with our lives? The solution lies in setting
Specific, Measurable, Attainable, Relevant, gm` H$a`mgmR>r `m {XeoZo H$m_ H$aVmV. Va AmnU
and Time-based goals in life. Amn`m XZ{XZ OrdZmV BVHo$ `V AgVmZm Amnco
`o` gm` H$aUo H$go e` Amho? `mMo Cma OrdZmV
{d{e> _moO`mOmoJm, m`, g~ Am{U doi AmYm[aV
`o` {ZpMV H$a`m_`o Amho.
Let us get started with an example: AmnU EH$m CXmhaUmZo gwdmV H$`m. {H$eZ `mXd EH$
KishanYadav is a farmer who has been
growing maize and millets for the past few eoVH$ar Amho, Omo Jo`m H$mhr dfmnmgyZ _H$m Am{U
years. Here is an example of ~mOarM nrH$ KoV Amho. {H$eZ `mXd`m _mQ> hoVyMo
KishanYadavs SMART goal:
BWo EH$ CXmhaU Amho.
SMART Goal: KishaYadav has set himself _mQ> Jmoc :- {H$eZ `mXdZo dV:Mo EH$ `o`
a goal of buying a new mini tractor by end
of Dec. He wants to raise money for this by R>adco Amho H$s {S>g|~a AIoa n`V `mcm EH$ {_Zr
selling his Maize produce from his 5 acres Q>Q>a IaoXr H$am`Mm Amho. nU `mgmR>r 5 EH$a
of farm. He would sell his produce for Rs. _`m`m eoVr_YyZ ngo H$go H$mT>m`Mo. `mZo
250,000/- of which he would use
Rs.100,000/- to buy the mini tractor, and 2,50,000 . n`V Oa CnmXZ {dH$c, Va `mVrc
raise a loan for the balance money. 1,00,000 . Vmo {_Zr Q>Q>agmR>r dmn eH$Vmo Am{U
Cd[aV aH$_ogmR>r Vmo H$O KoBc.
Notice that clear objectives are defined and cjmV `m, H$s BWo C{> n> Amho Am{U Oa
it will be easy to determine if they have
been accomplished because the above Vwhr Hw$ec Agmc Va ho {ZpMV H$aU gmon OmBc, `m
example SMART goal is: ? c``m _m`_mVyZ {d{e> c` gmnS>c H$s Zmhr
ho AmoiI`mgmR>r gj_ hm.
SPECIFIC enough to be able to * gwgJV H$maU `mV doi, ngm, CnmXZ, O_rZ
determine easily whether it was met.
MEASURABLE because it includes `mM `mo` _mUmV {Z`moOZ Pmc nm{hOo.
numbered amounts of time, money, * {dX_mZ ~OoQ> Am{U {d{e> IMmda AmYm[aV
yield, and land.
ATTAINABLE with realistic economic
dmVddmXr Am{WH$ Anojm AZwH$y c Ag`m nm{hOoV.
expectations based on existing budget * gw`mo` H$maU, {H$eZ _`mMr dmT> H$Z
and typical expense costs. eoVH$`mZm {dH$Vmo hm CnH$_ `m`m H$m`mer gwgJV
RELEVANT because Kishan cultivates
maize and sells it in the farmers market. Amho.
This activity is in line with his mission. * H$mc _`mXm, `mao c` gm` H$a`mgmR>r EH$
TIME-BOUND because there is a set
deadline to meet the goal by.
{ZpMV H$mc_`mXm Amho.
Having a look at the above SMART goal
example we will now begin the course on
How to set SMART goals for your life
which focusses on getting you started at
setting goals for yourself. It gives you
techniques on how to set Specific,
Measurable, Attainable, Relevant, and
Time-based goals
Lesson 1: Goal Setting
A goal is a statement of what an individual
or a family wants to achieve. Through
goals, each person identifies his/ her
aspirations for the future. There is no such
thing as final goal, they keep changing with
circumstances and time, and they must be
re-evaluated and updated regularly.
The process of setting goals helps you
choose where you want to go in life. When
you write down your goals, you are more
likely to achieve them. By knowing what
you want to achieve, you know where you
have to concentrate your efforts. Its helpful
to think of goals in the context of
1. personal
2. family and
3. yourAgri-Preneurs business.
Goal setting is a two-part process.
1. Part 1 - Deciding on the goals you
want to achieve
2. Part 2 - Working towards
accomplishing the goals you set for
yourself, family or business.
For many people, its the second part of
goal setting thats problematic. They know
what they want to do but have trouble
creating a plan to get there. Goals without
action plans are just words.
Lesson 2: Why & How to set Goals?
A dream written down with a date becomes
a goal. A goal broken down into steps
becomes a plan. A plan backed by action
makes your dreams come true.
darc SMART c` CXmhaUmda EH$ ZOa
Q>mH$`mZVa AmVm AmnU AmVm Amn`m OrdZmVrc
_mQ> c` H$go goQ> H$am`Mr `mdarc A`mgH$_ gw
H$ `m. `m_wio Vwhmcm dV:gmR>r c` goQ> H$a`mg
_XV hmoBc. `m A`mgH$_mV Vwhmcm {d{e>,
m`,g~ Am{U doi - AmYm[aV c` H$go goQ>
H$amdo `mMo V {eH$dco OmBc.
nmR> 1 :- c` goQ> H$aUo.
EImXr `Vr qH$dm H$m` gm` H$ BpN>V
Amho. `m~m~VM {dYmZ hUOo `o` qH$dm c`. `mM
`o`mmao `oH$ `Vr ^{d`mgmR>r `m`m /{V`m
AmH$mjm AmoiIy eH$Vo. hoM A{V_ `o` Amho Ag
H$mhr Zmhr, `o` hr n[apWVr Am{U doioZwgma ~XcV
amhVmV. Am{U `mMo {Z`{_VnUo nwZ: _y`mH$Z Am{U
`m~m~V AX`mdV AgUo Amd`H$ Amho.
c` qH$dm `o` goQ> H$a`mMr {H$`m
Amn`mcm OrdZmV Zo_H$ H$m` H$am`M Amho ho
{ZdS>`mg _XV H$aVo. Oa AmnU Amnco `o` {chZ
R>odcrV, Va Vwhr `mZm gm` H$ eH$Vm, Am{U
AmnU H$m` gm` H$ BpN>Vmo ho OmUyZ KoV`mZo
AmnU Amn`m `Zmda cj H|${V H$aVmo. Imcrc
gX^mVrc C{>mMm {dMma H$aUo Cn`wV R>aVo.
1. d`pVH$
2. Hw$Qw>~ Am{U
3. Amnco H$fr `dgm`H$
c` / `o` goqQ>J XmoZ ^mJmMr {H$`m Amho.
^mJ 1 : Hw$R>c `o` gm` H$am`Mo Amho Vo
R>a{dUo.
^mJ 2 : `m `o`m`m >rZo Vwhr dV:gmR>r,
Hw$Qw>~mgmR>r qH$dm `dgm`mgmR>r H$m_ gw H$aUo.
~`mM cmoH$mgmR>r Xgam ^mJ OmV
AS>MUrMm AgVmo. `mZm H$m` H$am`Mo Amho ho _m{hV
AgV nU {VWo n`V Om`mgmR>r`m {Z`moOZmMm A^md
AgVmo. `j H$Vr Ho$`m{edm` Ho$di `moOZm H$aV
amhUo hUOo `o` gm` hmoV Zmhr.
nmR> 2 :- `o` H$m Am{U H$emgmR>r goQ>
H$am`Mo?
VmaIogh {c{hcoc dZ `o` ~ZVo Am{U `m
`o`mMo n`m` emoYco H$s `moOZm V`ma hmoVo Am{U hr

And that is the main reason why you
need to set your Goals.
1. Setting goals is the first step towards
success
2. Set targets to achieve your goal. All
of us work better when we have set
targets
3. A properly written goal can guide in
the process accomplishing it
How to set goals
1. The first step in goal-setting is
determining exactly what you want to
achieve.
2. Make sure you are thinking long term
when setting your goals
3. Pick the top 5 goals
4. Break down the big ideas into smaller
steps that can be accomplished in a
defined time-frame.
5. By working through this, you will begin
to write SMART goals for yourself.
Lesson 3: SMART Goals
Goals are easier to accomplish when they
are "SMART" that is Specific, Measurable,
Achievable, Relevant and Time-bound.
Specific: Goals need to be specific,
focussed and well defined. Ask yourself
these key questions:
Why am I setting this goal?
Who needs to be involved?
What do I need to accomplish this goal?
Where should this happen?
When should this happen?
A specific goal for KishenYadav, would be
to buy a new tractor by selling his maize
produce
`moOZm H$Vrmao g`mV CVadUo hUOo `o`m`m Odi
OmU.
hoM _hdmM H$maU Amho H$s Vwhr `o` H$m goQ>
H$am`M.
1. `o` {ZYm[aV H$aUo hr `emMr n{hcr
nm`ar Amho.
2. `o` gm` H$a`mgmR>r Q>mJ}Q> R>odm.
`m_wio AmnU Cm_ H$ eH$Vmo.
3. `mo` nVrZo {c{hcoc `o` ho `mcm
nyU H$a`m`m {H$`oV _mJXeZ H$ eH$Vo.
`o` H$go goQ> H$amdo?
1. `o` goQ> H$a`mMr n{hcr nm`ar hUOo
Vwhmcm Zo_H$ H$m` gm` H$am`M Amho ho {ZpMV
H$aUo.
2. `o` goQ> H$aVmZm AmnU XrKH$mcrZ
{dMma H$aV AmhmV ho gw{ZpMV H$am.
3. Cm_ 5 `o` {ZdS>m.
4. _moR>m H$nZmZm N>moQ>m N>moQ>m
n`m`m_`o {chZ H$mT>m H$s Oo EH$m R>am{dH$ doioV nyU
Ho$co OmD$ eH$VmV.
5. `m _m`_mVyZ H$m_ H$Z, dV:gmR>r
_mQ> `o` {chm`cm gwdmV H$am.
nmR> 3 :- _mQ> Jmoc
`o` Oohm SMART AgVmV Vohm Vr gm`
H$aUo OmV gmono hmoV.o SMART hUOoM {d{e>,
_moO`m `mo`, mV H$a`m `mo`, g~{YV Am{U doi
_`mXm.
{d{e> :- `o` ho {d{e> H|${V Am{U
gwn[a^mfoV Agco nm{hOo. Imcrc Z dV:cm
{dMmam.
_r ho `o` H$m R>adc Amho?
`m_`o H$moUmMm gh^mJ Agm`cm hdm?
ho `o` nyU H$a`mgmR>r _cm H$m` H$amdo
cmJoc?
ho Hw$R>o KS>co nm{hOo?
ho Ho$hm KS>co nm{hOo?
{H$eZ `mXd Mo EH$ {d{e> `o` Amho H$s
`mcm _`m`m CnmXZmMr {dH$s H$Z ZdrZ Q>Q>a
{dH$V `m`Mm Amho.
Measurable: A goal and its outcomes
should be measurable, so that you can
track your progress and develop an action
plan.Ask yourself the HOW questions:
How much?
How many?
How long?
How will I know when it is accomplished?
A measurable goal for KishenYadav would
be to sell his maize produce from his 3
acres of farm for Rs. 350,000/- of which
he would use Rs.250,000/- to buy the
tractor, and raise a loan for the balance
money.
Attainable: Is your smart goal realistic?
Setting easy goals will not motivate you.
Set goals that you only have a 50% chance
of achieving. And ask yourselves:
Am I committed to achieve the goal?
Am I ready for compromises?
Am I supported well?
Am I qualified, skilled and equipped to do
this?
Is it possible in the time set by me?
An attainable goal for KishanYadav would
be to use Rs. 250,000/- for the purchase of
tractor from his earning of Rs. 350,000/-
Relevant: A goal needs to be relevant to
your personal & family values, mission, and
definition of success. Ask yourselves:
Is this a priority in my life?
Will this help me personally or
professionally?
Will my family gain out of this?
In KishanYadavs example goal of buying a
tractor is relevant to his work i.e. farming.
Time: A goal needs a time limit. If you do
not assign a time limit you will procrastinate
and lose motivation. The benefit of a time
limit is that it allows you make the goal feel
more attainable. Make sure you ask
yourselves every day:
_moO`m`mo` :- EH$ `o` Am{U `mMo n[aUm_
_moOVm `o`mgmaIo Agmdo, OoUoH$Z AmnU Amncr
JVr OmUyZ KoD$ eH$Vmo Am{U H$Vr `moOZm {dH${gV
H$ eH$Vmo. dV:cm ""{H$Vr'' ho Z {dMmam?
{H$Vr?
{H$Vr OU?
{H$Vr H$mi?
Vo H$go nyU hmoBc Vo _cm H$go H$ioc?
{H$eZ `mXd Mo EH$ _moOVm `o`mOmoJo `o`
Amho, H$s `m`m 3 EH$am`m _`m`m eoVrVyZ `mcm
3,50,000/- . CnmXZ {_ioc. `mnH$s
2,50,000/- . Vmo Q>Q>a IoaXrgmR>r dmnaoc Am{U
Cd[aV aH$_ogmR>r H$O KoBc.
m` :- Vw_Mo _mQ> `o` dmVddmXr Amho
H$m? gmon `o` {ZpMV Ho$`mZo, Vo gmW H$a`mgmR>r
Vwhr dm hmoUma Zmhr. Ag `o` {ZpMV H$am H$s Oo
gm` H$a`mMr Ho$di 50% gYr Amho Am{U _J
dV:cm {dMmam.
_r `o` gm` H$a`mgmR>r dMZ~ Amho H$m?
_r VS>OmoS> H$a`mgmR>r V`ma Amho H$m?
_r MmJco g_WZ Ho$co Amho H$m?
_r `mo`, Hw$ec Am{U ho `o` gm` H$a`mgmR>r
gO Amho H$m?
_r R>adco`m doioV ho nyU H$aUo _cm e` Amho
H$m?
{H$eZ `mXdgmR>r m` `o` Amho H$s
3,50,000 n`m`m {_iH$Vr_YyZ 2,50,000/- .
Q>Q>a IaoXrgmR>r dmnam`Mo.
g~{YV :- Amnco `o` ho Amn`m d`pVH$,
H$mQw>{~H$ _y`o Am{U `emMr `m`m `m`mer g~{YV
AgUo Amd`H$ Amho. dV:cm {dMmam H$s...
1. _m`m Am`w`mV ho mYm` Amho H$m?
2. ho _cm d`pVH$[a`m Am{U
`mdgm{`H$[a`m _XV H$aoc H$m?
3. _m`m Hw$Qw>~mcm `mVyZ H$m` {_ioc?
{H$eZ `mXd `m Q>Q>a IaoXr`m `o`mMo
CXmhaU `m`m H$m_mer g~{YV Amho; Vo hUOo eoVr.
doi :- `o`mgmR>r doi _`mXm AgUo Amd`H$
Amho Oa Vwhr `mgmR>r doi _`mXm R>adcr Zmhr Va Vo
`o` nyU H$a`mgmR>r Vwhr {XaJmB H$amc Am{U `m
oaUonmgyZ namdm hmc. doi _`mXo_wio Vw_Mo `o` mV
H$a`mMo c` A{YH$ _O~yV hmoVo. Imcrc Jmo>r

What should I do today to accomplish my
goal?
What are the activities I need to plan for a
given period?
What are the smaller milestones for a
bigger goal?
A time based goal for KishanYadav would
be to buy a new tractor by December
Lesson 4: Tips to make you stick to
goals:
1. Write down your goals. Remember, if
it is not in writing, it never happened.
2. Take ownership of your goals and
believe in its success
3. Share your goals with those that need
to know.
4. Post your goals where you will see
them every day.
5. Keep setting new goals as you
achieve old ones.
XaamoO dV:cm {dMmam...
1. _mPo `o` gm` H$a`mgmR>r _r AmO
H$m` Ho$c nm{hOo?
2. _r R>adco`m H$mcmdYrV `o` nyU
H$a`mgmR>r _cm H$moU`m Jmo>tMo {Z`moOZ Ho$co nm{hOo.
3. _mo> `o` gm` H$a`mgmR>r _cm
H$moUH$moUVo N>moQ>o Q>no nma H$am`cm hdoV?
{H$eZ `mXd`m `o`mMr doi_`mXm Amho H$s,
`mcm {S>g|~a n`V ZdrZ Q>Q>aMr IaoXr H$am`Mr Amho.
nmR> 4 :- Amn`m `o`mda {Q>Hy$Z
amh`mgmR>r`m H$mhr gyMZm
1. Vw_Mo `o` {chZ H$mT>m. cjmV R>odm Vo
Oa coIr Zgoc Va Vo H$Yrhr nyU hmoUma Zmhr.
2. `m `o`mMo _mcH$ hm Am{U `m`m
`emda {ddmg R>odm.
3. `mZm Vw_Mo ho `o` OmUyZ `m`Mo Amho
`mZm `mV gm_mdyZ `m.
4. Vo `o` Aem {R>H$mUr cmdm H$s Oo Vwhr
amoO nmh eH$mc.
5. OwZr `o` gm` Pm`mda gVV
ZdrZ `o` {ZpMV H$aV amhm.
 Script 2: Maintaining Daily Records
# English
1 Introduction
Ramesh owns an Electrical & Electronics
shop, where he sells bulbs, tubelights,
mixers, radios, and more. He started his
business 03 years ago by providing
electronic repair services. He took a loan of
Rs.25,000, which he invested in the shop.
He manages the shop all by himself.
Sometimes when he goes out for
purchases or to pay his bills, his wife
manages the shop. His wife is happy to see
his business growing. He has regular
customers who buy products from him on
credit i.e. pay him at the end of the week or
month against their purchases. Let us hear
it from Ramesh on the challenges he faces
and how he overcomes them.
2 My Shop is so close to the village
community center. So I have regular
customers from there, who come to my
shop for various purchases. They find it so
convenient to pay me once later. More
customers prefer to purchase from me
because I offer credit. However it gets very
difficult to make a note of all the credit
purchases.
3 Sometimes I even used to feel like, I should
spend more time selling or purchasing
more products, than maintaining records.
But over the last one year, I realized that if
I need to run my business successfully, I
need to focus on all aspects including
Record Keeping. In fact the Bank Manager
from where I got the loan also told me the
same.
4 Having heard from Ramesh about Why
small businesses need to maintain daily
records, let us understand What Keeping
Daily Records mean and its importance.
Lesson 1: Importance of maintaining
daily records
Poor Record Keeping is one of the leading
reasons why most small businesses fail.
Record keeping is not something you can
postpone or depend on others, you need to
understand the basic principles yourself
and use them on a daily basis. Here is why
Record Keeping is important:
1. It will let you know if you are making
money, or losing it and how much?
Translation
1. n[aM` :- a_oe BcopQ>H$c Am{U
BcoQ>m{Zg XH$mZmMm _mcH$ Amho. {OWo Vo ~~,
Q>w~cmBQ>g, {_ga, ao{S>Amo, Am{U ~aM H$mhr
{dH$VmV. BcoQ>m{ZH$ XVr godoMm `dgm` 3 dfmnydu
gw Ho$cm. `mZr 25000 n`mMo H$O KoVco Am{U
XH$mZmV`m JwVdUH$sgmR>r Vo dmnaco. Vo dV:M gnyU
XH$mZ gm^miVmV. Oohm a_oe H$mhr _mc IaoXrgmR>r
qH$dm {~c ^a`mgmR>r ~mhoa OmVmV Vohm `mMr nZr
XH$mZmMo `dWmnZ H$aVo. `dgm`mV hmoUmar dmT>
nmhZ `mMr nZr Iwe Amho. a_oeH$S>o {Z`{_V JmhH$
AgVmV H$s Oo H$o {S>Q>d$Z `m`mH$Sy>Z CnmXZo IaoXr
H$aVmV Am{U `m IaoXr`m ~X`mV AmR>dS>m qH$dm
_{h`m`m eodQ>r XoVmV. hm `dgm` H$aVmZm a_oe
`mZm H$moU H$moU`m AS>MUr Am`m Am{U `mZr `mda
H$er _mV Ho$cr, ho AmnU `m`mH$Sy>ZM EoH$y `m.
2. _mP XH$mZ JmdmnmgyZ IynM Odi Amho.
`m_wio {VWyZ _m`mH$S>o {Z`{_V JmhH$ AmhoV Oo
_m`m XH$mZmVyZ IaoXr H$aVmV. ngo Xo`mgmR>r _r Omo
H$mcmdYr `mZm XoVmo Vo `mZm Iyn gmo`rH$a dmQ>V.
~aoMgo JmhH$ _m`mH$Sy>Z IaoXr H$a`mg mYm` XoVmV.
H$maU _r `mZm H$o {S>Q> XoVmo, naVw gd Ho${S>Q> IaoXr
cjmV R>odUo IynM H$R>rU hmoVo.
3. H$Yr H$Yr _cm Ago dmQ>Vo H$s _r Zm|Xr
R>od`mnojm CnmXZo IaoXr {dH$s H$a`mV OmV doi
Kmcdmdm. nU Jo`m EH$ dfmV _cm OmUdco H$s Oa
_cm `edr[a`m `dgm` H$am`Mm Agoc Va gJ`m
Jmo>t~amo~aM Zm|Xr R>od`mdahr _cm cj H|${V
H$am`cm nm{hOo. _r `m ~Ho$H$Sy>Z H$O KoVc `m ~H$
A{YH$m`mZrhr _cm ho gm{JVc.
4. N>moQ>m `dgm`mgmR>r XZ{XZ Zm|Xr H$aUo H$m
JaOoM Amho ho a_oe H$Sy>Z EoH$`mZVa AmnU AmVm ho
g_OyZ KoD$ `m H$s XZ{XZ Zm|Xr R>odUo hUOo H$m`
Am{U `mMo _hd H$m` Amho?
nmR> 1 :- XZ{XZ Zm|Xr R>od`mMo _hd
N>moQ>o `dgm` A`edr hmo`mM _hdmM H$maU
hoM Amho H$s XZ{XZ aoH$mS> R>od`mV {XaJmB H$aUo.
aoH$mS> R>od`mgmR>r Vwhmcm MmcT>H$c H$a`mMr qH$dm
Xg`mda Adc~yZ amh`mMr JaO Zmhr, _yc^yV Vdo
dV: g_OyZ `m Am{U Vr amoO AmMaUmV AmUm.
Zm|X R>odUo H$m _hdmMo Amho? :-
 2. It will let you know about the pending
payments
3. It will help you make effective &
efficient business decisions.
Lesson 2: What does Keeping Daily
Records mean?
1. Keeping Daily Records means writing
down on a daily basis
a. Your sales and expenses
b. All money that comes into the
business and goes out of it
c. Your daily exchanges of money
2. Keeping track of your daily exchanges
of money, helps you see how well your
business is doing on a daily basis. At
the end of each day you are able to
see:
a. How much money your business
receives each day
b. How much money your business
spends each day
c. How much your credit customers owe
you
d. How much you owe your creditors
(Credit customer is one who has
received a product or service from
you but made a promise to give you
cash at a later time. A creditor is
someone who you received supplies
or services from, for your business
but you promised to pay them later.)
e. To know how much money you have
available in your business to reinvest
f. To know what products you sold or
did not sell to help with managing
your inventory
g. To know what products you bought
and how much you paid for them.
h. To know how much it costs you to
maintain your business
i. To help you plan how to use your
money most effectively
j. To have records for taxes, loans, and
other requirements.
1. `m_wio Vwhmcm _m{hVr hmoVo H$s Vwhr
{H$Vr ngo H$_mdco Am{U {H$Vr J_mdco?
2. `m_wio Amn`mcm c{~V Xo`H$m~c
_m{hVr {_ioc.
3. `m_wio Vwhr A{YH$ ^mdrnUo Am{U
Hw$ecVoZo `mdgm{`H$ {ZU` KoD$ eH$mc.
nmR> 2 :- XZ{XZ Zm|X R>odUo hUOo H$m`?
1. X{ZH$ Ahdmc R>odUo hUOo amoO`m amoO {chZ
R>odUo.
(A) Amncr {dH$s Am{U IM.
(~) `dgm`mVyZ `oUmao ngo Am{U `mgmR>r
IM Pmcoco ngo `mMr Zm|X.
(H$) amoO`m nemMr XodmUKodmU.
2. nem`m XodmUKodmUrMr amoO Zm|X R>od`m_wi,o
Vwhmcm `dgm`mV hmoUm`m amoO`m JVrMr
_m{hVr {_iVo {Xdmg`m eodQ>r Vwhmcm ho
OmUyZ Ko`mg _XV hmoo H$s....
(A) amoO `dgm`mVyZ {H$Vr ngo {_iVmV?
(~) amoO `dgm`mgmR>r {H$Vr ngo IM
hmoVmV?
(H$) Amn`m Ho${S>Q> JmhH$mH$Sy>Z {H$Vr `oU
~mH$s Amho?
(S>) Vwhr Vw_`m Ho${S>Q>gcm {H$Vr XoU
Xm`M Amho?
H$o{S>Q> JmhH$ hUOo `mcm Vw_`mH$Sy>Z
EImXo CnmXZ qH$dm godm {_imcr Amho
Am{U `mMr amoI aH$_ Vwhmcm ZVa
Xo`mMo dMZ Xo`mV Amco Amho.
Ho${S>Q>a hUOo Aer `Vr {O`mH$Sy>Z
Vwhmcm Vw_`m `dgm`mgmR>r cmJUmam
_mc qH$dm godm {_imcr Amho Am{U
`mgmR>rMr aH$_ ZVa Xo`mMo Vwhr
`mcm dMZ {Xco Amho.
(B) `dgm`mV nwZ: JwVdUyH$ H$a`mgmR>r
{H$Vr ngm Vw_`mH$S>o CncY Amho `mMr
_m{hVr R>odm.
(B) Hw$R>cr CnmXZo {dH$cr Jocr Am{U
Hw$R>cr Zmhr `mMr EH$ `mXr H$am.
(C) Vwhr Hw$R>cr CnmXZo IaoXr Ho$cr Am{U
`mgmR>r {H$Vr ngo IM Ho$co `mMr

Lesson 3: How to track your daily
transactions
Having understood the importance of
keeping Daily Records, it is important for
you to understand how & where to keep the
Daily Records. Use one of these to record
your daily money in and money out
a. Record book: This is the easiest way
to keep daily records
b. Record sheets
c. Notebook
d. Use receipts and invoices for large
transactions.
Use a receipt to record the money you
receive from a customer.
Use an invoice to bill a customer for
purchases made on credit.
Lesson 4: Elements of Daily Records
1. Cash In is an important element of your 1.
Daily Records and it includes sales of
products or services, and payments on
credit given.
Use a form like this one for your daily sales
and other payments received.
2.
2. Cash Out is the other important element
of your Daily Records and it includes
products purchased, Services paid for
Raw materials purchased like Supplies,
Stationery, Salary, Transport, Bills such
as electricity and water.
Use a form like this one for the payments
made
3. At the End of the day, match the cash 3.
balance to the money in your cash box.
Your ending cash balance should be
equal to the cash in your cash box. If
they are not equal it means there is an
error in your records which you should
trace and correct.
_m{hVr R>odm.
(D$) `dgm` {Q>H$dyZ R>od`mgmR>r Vwhmcm
{H$Vr IM `oVmo.
(A) `m_wio gdmV ^mdrnUo Amn`m nemMm
dmna H$gm H$amdm ho R>ad`mg _XV hmoV.o
(A:) H$a, H$O Aem _hdm`m ~m~VtMr
_m{hVr {_id`mgmR>r.
nmR> 3 :- Amn`m X{ZH$ `dhmamMm _mJmodm
H$gm H$amdm?
X{ZH$ aoH$mS>g R>od`mMo _hd g_OyZ Ko`mgmR>r
Vo Hw$R>o Am{U H$go R>odm`Mo ho g_OyZ KoUo _hdmMo
Amho. `mgmR>r Imcrc n`m`mMm {dMma AmnU H$
eH$Vm.
1. (aoH$mS> ~wH$) Zm|Xdhr :- hm XaamoOm`
Zm|Xr R>od`mMm hm gdmV gmonm _mJ Amho.
2. aoH$mS> nHo$
3. ZmoQ>~wH$
4. _moR>m `dhmamgmR>r nmd`m Am{U McZo
dmnam.
* JmhH$mH$Sy>Z {_imco`m nemMr Zm|X
H$a`mgmR>r nmdVr dmnam.
* Ho${S>Q>da Ho$co`m IaoXrgmR>r
JmhH$mZm {~c Xo`mgmR>r McZ dmnam.
nmR> 4 :- X{ZH$ aoH$mS>Mo KQ>H$
H$e BZ :- H$e BZ hm Amn`m X{ZH$ aoH$mS>Mm
EH$ _hdmMm KQ>H$ Amho. `mV CnmXZmMr
{dH$s Am{U godm Am{U Ho${S>Q> Xo`H$mMm g_mdoe
AgVmo.
H$e AmD$Q> :- ho XoIrc Amn`m X{ZH$
aoH$mS>Mm _hdmMm KQ>H$ Amho Am{U `mV IaoXr
Ho$co`m CnmXZmMm g_mdoe AgVmo. H$`m
_mcmMr IaoXr Ogo nwadR>m, Q>oeZar, doVZ
AWdm nJma, dmhVyH$, drO ~rc, nmUr ~rc
B`mXr godmMm g_mdoe AgVmo. {Xco`m nemMr
Zm|X R>odm`gmR>r EH$ \$m_Mm dmna H$am.
{Xdgm`m eodQ>r H$e ~cgMr Am{U Vw_`m
H$e ~mgMr Owidm Owid H$am. Vr g_mZ
Agcr nm{hOo. Oa Vo g_mZ ZgVrc Va `mMm
AW Agm hmoVmo H$s, Amn`m aoH$mS>_`o wQ>r
Amho. `mMm AmnU emoY KoVcm nm{hOo Am{U

Lesson 5: Daily Record Keeping Tips
Always remember to do the following:
1. Check your record book against your
actual cash every day. The ending
balance in your record book and actual
cash in your cash box must be equal. If
they are not equal, you should look for
the source of the error and correct it.
2. Look at the credit that you give ( what
your customers promise to pay later)
and the credit that you receive (what
you take and promise to pay later)
everyday. Looking at this will help you
know how much credit you can
comfortably give everyday and still be
able to cover the daily expenses for
your business.
3. Make sure your records are neat and
safe. This will allow you to always go
back and make a reference if things do
not add up. For example, if a customer
cannot remember how much you gave
them on credit, you can go back to your
records to confirm how much exactly
they owe you.
4. Keep only the cash you need for the
day in your cash box. Any cash that
you know will not be needed should be
kept aside for depositing in your bank
account.
Script 3: Managing Physical Inventory
Script 3 : `j `mXr `dWm{nV H$aUo.
Vo XV H$am`cm nm{hOo.
nmR> 5 :- X{ZH$ aoH$mS> R>od`m`m H$mhr {Q>g
Zoh_r cjmV R>odm H$s....
1. Amnco aoH$mS> ~wH$ XaamoO Amn`m H$e ~mg
~amo~a Vnmgm. Amn`m aoH$mS> ~wH$ _Yrc
A{V_ {ecH$ Am{U Amn`m H$e ~mg_Yrc
aH$_ g_mZ Agcr nm{hOo. Vo g_mZ Zg`mg
AmnU wQ>rMo moV emoYmdo Am{U Vo XV H$am.
2. Vwhr Oo Ho${S>Q> Xmc Vo amoO nhm. (AWmV, `m
JmhH$mZr Vwhmcm ngo ZVa Xo`mMo dMZ {Xco
Amho.) Am{U Oo Ho${S>Q> Vwhr KoVco Amho (Vwhr
H$m` KoVc Am{U ZVa ngo Xo`mMo dMZ {Xco)
ho amoO nhm. `m_wio Vwhr amoO {H$Vr Ho${S>Q> XoD$
eH$Vm Am{U `dgm`mVco amoOMo IM
^mJd`mg gj_ R> eH$Vm.
3. Vw_Mo aoH$mS> gw~H$, dN> Am{U gwa{jV
Ag`mMr Imr H$am. `m_wio Vwhr _mJrc
gX^ nmhZ H$mhr Jmo>r {chm``m amhZ Jo`m
AgVrc Va `m {ch eH$Vm. CXm. Oa EImXm
JmhH$mcm AmR>dV Zgoc H$s Vwhr `mcm {H$Vr
Ho${S>Q> {Xco Amho, Va Vwhr Vw_`m aoH$mS>Mm
gX^ KoD$Z `mcm ImrnydH$ `m Ho${S>Q>Mr
aH$_ gmJy eH$Vm.
4. {Xdg^amgmR>r OodT>r Amd`H$ Agoc VodT>rM
aH$_ H$e ~mg_`o R>odm. Cd[aV aH$_
~mOycm R>odyZ Vr ~Ho$V ^am.

# English Translation
1 Introduction 1. `m_M EH$ XH$mZ Amho, {OWo Vmo ^m`m, \$io
Sham owns a shop, where he sells Am{U ~aoM H$mhr {dH$Vmo. hm `dgm` Vmo Jo`m 4
vegetables, fruits and more.. He has been
running this business since 04 years. Sham dfmnmgyZ H$aV Amho. `m_`m Hw$Qw>~mcm `mMr H$nZm
was known among his family for his interest hmoVr H$s `mcm dV:`m _mcH$s hH$mM XH$mZ hd
to own a shop. He was happy for himself as hmoV Am{U Vo `mcm {_imc. `mM ho dZ nyU Pmc
he could make his dream a reality. On his hUyZ `m_hr AmZXr hmoVm. `m`m d~imda `mZo ho
own merit, he made this a very successful
business venture as his shop was located XH$mZ JmdmV _`dVu {R>H$mUr KoD$Z AJXr
in the center of the town. Off late, Sham `edr[a`m MmcdV Amho. H$mhr {XdgmZr `m_`m
started getting a little worried as he saw cjmV Amc H$s XH$mZmVyZ H$mhrVar Jhmi hmoV` Am{U
things were missing from his shop and Vmo AmYr OodT>o ngo Kar `m`Mm AmVm VodT>o ngo Vmo ZoV
moreover he was not carrying home as
much money as he used to. His friend Zmhr. `mMm {_ JUoe `mcm ^oQ>m`cm Amcm Vohm
 Ganesh visited him. Sham told Ganesh
what was worrying him.
2 My shop is now quite famous in the town.
Though it is small, yet I have a reputation of
being the best because of the relations that
i build with my customers. People from the
entire village come to buy groceries from
my shop. I have been running my business
efficiently. I do my budgeting, maintain my
records and the bank has even financed
me with a small loan. Off late it has been
tough, as my sales have dropped, my
business is not giving me as much cash as
I used to earn. My inventory mostly consists
of vegetables, fruits, pulses & other grains.
I have noticed that stocking them in bulk is
resulting in items getting misplaced or
spoilt. I am panicked as my earnings are
important for my family and the dip in sales
may impact the future of my 2 children.
3 Neglecting inventory management is fairly
common among Small businesses, not
realizing that this mistake, can have serious
consequences. This course on Managing
Physical Inventory will guide you on ways
to efficiently manage inventory and avoid
losses.
Lesson 1: Importance of Inventory
Management.
Good inventory management is essential
for any business. It is important for
businesses to understand that the relation
between Inventory Management
Performance of a business is direct. Good
Inventory management leads to efficiency
and effectiveness by avoiding overstocking
and under stocking. To ensure this, stock
taking has to be carried out to determine
the stock levels. This helps owners to
detect for any variations and consider
possible solutions to solving these
problems. Here are some important points
you need to be familiar with.
1. The items you sell and have in storage
are called Inventory. It is also called
stock.
2. Inventory represents money for the
business, because when you sell them,
you get cash
3. When you do not manage your
inventory, you can lose a lot of money
`m_Zo `mMr H$miOr `m`mOdi ~mocyZ XmIdcr.
2. _mP XH$mZ ehamV {g Amho, Vo chmZ Oar
Agc Varhr JmhH$mZm _m`mH$Sy>Z {X`m OmUm`m
godo_wi,o _mPo Am{U JmhH$mMo g~Y gdm}H$> AmhoV.
JmdmVco gJio cmoH$ _m`m XH$mZmV {H$amUm _mc
Ko`mgmR>r `oVmV. _r _mPm `dgm` Hw$ecVoZo MmcdVmo.
_r _mUo AXmOnH$ H$aVmo, _mPo aoH$mS> H$m`_ R>odVmo
Am{U ~Ho$Zohr _cm WmoS>o H$O XoD$Z Am{WH$ _XV Ho$cr
Amho. H$mir H$mimZVa _cm Iyn H$R>rU Pmc, H$maU
_m`m XH$mZmVcr {dH$s H$_r Pmcr, nydu BVHo$ ngo
_cm _m`m `dgm`mVyZ {_ioZmgo Pmco. _m`m dVy
_w`V: \$io, ^m`m, S>mir Am{U BVa Ym`o AgVmV.
`m Jmo>tMm OmV gmR>m Ho$`mZo EH$Va `m Jhmi hmoVmV
qH$dm Iam~ hmoVmV. _mPo Cn _m`m Hw$Qy>~mgmR>r Iyn
_hdmMo Amho. {dH$sV hmoUmar KQ> _m`m 2 _wcm`m
^{d`mda n[aUm_ H$ eH$Vo.
3. gmYmaUV: chmZ `dgm`m_`o `mXr
`dWmnZmH$S>o Xcj Ho$co OmVo. nU `mMr OmUrd hmoV
Zmhr H$s Oa Vo Ho$c Zmhr Va `mMo n[aUm_ Iyn J^ra
hmoD$ eH$VmV. ""`j `mXr `dWmnZ'' hm H$mog
Amn`mcm gyMrMo H$m`j_VoZo `dWmnZ Am{U
ZwH$gmZ Q>mi`m`m _mJmda _mJXeZ H$aoc.
nmR> 1 :- `mXr `dWmnZmMo _hd
H$moU`mhr `dgm`mgmR>r MmJco `mXr `dWmnZ
Amd`H$ Amho. `dgm`mgmR>r ho g_OyZ KoUo _hdmMo
Amho H$s, `j `mXr Am{U H$m` XeZ `mMm g~Y
& WoQ> `dgm`mer hmoVmo. MmJco `mXr `dWmnZm_wio
A{V_mUmV gmR>m qH$dm Vimer Agcocm gmR>m Q>miVm
`oD$Z CH$> `dgm` `moOZm H$ eH$Vmo. Q>mH$
CMc`mgmR>r Q>mH$Mo Va {ZYm[aV H$aUo Amd`H$
Amho. `m_wio AZoH$ g_`mMo {ZamH$aU H$a`mg `m
_mcH$mcm _XV hmoV.o BWo H$mhr _hdmMo _wo AmhoV H$s
Oo Amn`mcm _m{hVr Agm`cm hdoV.
1. `m dVy AmnU {dH$Vmo Am{U gmR>dUrV AmhoV
`mcm ""Bh|Q>ar'' hQ>co OmVo `mcmM ""Q>mH$''
Agohr hUVmV.
2. Bh|Q>ar `dgm`mgmR>r nemMr VaVyX H$aVo H$maU
Vohm Vwhr {dH$s H$aVm Vohm Vwhmcm ngo
{_iVmV.
4. When you manage your inventory well,
you know exactly:
a. What you sold
b. What you have left in your shop
c. What you lost because you had to
throw it away
d. What you lost because it was stolen or
broken.
Lesson 2: How to manage your
inventory
1. Inventory must be managed carefully:
It takes time to manage inventory, but
you must do it, more importantly if you
have a small business, because you
can't afford any loss. When you manage
your inventory,
1. You know what you have and what
you need to re-order
2. You will have a better cash flow and
you can budget better
2. To manage inventory well, you need
to do the following:
1. Keep a written record of your
inventory
2. Take a physical count of your
inventory
3. Re- order on a schedule and buy only
the products you need
4. Reduce loss through spoilage,
breakage, and theft
3. Inventory loss may occur due to
1. Spoilage: loss of product because it
has gone bad or has passed its
expiration date
2. Breakage: damage to products so
they cannot be sold
3. Theft: the taking of products without
paying for them or asking for credit
4. Inventory loss may occur due to
1. Spoilage: loss of product because it
has gone bad or has passed its
3. Oa AmnU Amncr Bh|Q>ar `dWmnZ ZrQ> Ho$c
Zmhr Va AmnU Iyn ngm J_mdy eH$Vm.
4. Oohm Vwhr Vw_Mr Bh|Q>ar MmJcr `dWm{nV
H$aVm Vohm Amn`mcm ZH$s _m{hVr AgVo
H$s,
(A) AmnU H$m` {dH$co.
(~) XH$mZmV H$m` am{hco AmhoV.
(H$) Vwhr H$m` J_mdco H$maU Vwhmcm Vo
H$mTy>Z Q>mH$mdo cmJco.
(S>) Mmoar qH$dm VwQ>`m_wio Hw$R>`m Jmo>r
J_md`m.
nmR> 2 :- 1) Amncr Bh|Q>ar H$er `dWm{nV
H$amdr?
1. Bh|Q>ar H$miOrnydH$ `dWm{nV H$aUo
Amd`H$ Amho ho H$a`mgmR>r doi cmJVmo nU Vo Oa
Ho$c nm{hOo. Oohm AmnU EImXm chmZ `dgm` H$aVmo
Vohm ho H$aU OmV _hdmM Amho. H$maU Hw$R>`mhr
H$maMr ZwH$gmZ ^anmB Amn`mcm nadS>V Zmhr. Oohm
Vwhr Bh|Q>ar `dWmnZ H$aVm Vohm,
(A) Vwhmcm ho _m{hV Agm`cm hd H$s
Vw_`mH$S>o H$m` Amho Am{U Vwhmcm nwhm H$m`
_mJdm`M Amho.
(~) `m_wio H$e cmo MmJcm hmoBc Am{U
AmnU ~OoQ> MmJco H$ eH$Vm.
2) Bh|Q>arda `dpWV {Z`U R>od`mgmR>r
Amn`mcm nwT>rc Jmo>r Amd`H$ AmhoV.
(A) Amn`m dVyMr coIr Zm|X R>odm.
(~) Amn`m dVyMr `j JUZm H$am.
(H$) doimnH$mMo nwZ_w`mH$Z H$am Am{U
Amn`mcm Amd`H$ Agcocr CnmXZoM IaoXr H$am.
(S>) {dKQ>Z, _moS>VmoS> Am{U Mmoar `m_wio
ZwH$gmZ H$_r H$am.
3) Bh|Q>arMo ZwH$gmZ `m_wio hmoD$ eH$Vo.
(A) Iam~ hmoUo :- CnmXZ Iam~ Pm`m_wio
qH$dm `mMr H$mc~mVm VmarI gncr Amho hUyZ.
(~) _moS>VmoS> :- CnmXZo VwQ>`m_wio `mMr
{dH$s hmoD$ eH$V Zmhr.
(H$) Mmoar :- ngo Z XoVm qH$dm CYmarda
dVy Z _mJVm VerM KoUo.
 expiration date
2. Breakage: damage to products so
they cannot be sold
3. Theft: the taking of products without
paying for them or asking for credit
Lesson 3: Tips on Inventory
Management
Managing inventory right, will help your
business remain profitable or avoid losses.
Here is how you can manage your
inventory
1. Keep the right amount of inventory so
products will not go bad and will not
clutter the shop.
2. Check products when they arrive at the
shop to make sure any damaged or
broken items are identified and returned
immediately.
3. Rotate products to place the newest
and freshest items behind the older
ones so customers buy the oldest first.
4. Keep shelves and storage room neat to
make it easier to identify missing items.
5. Keep current inventory records to keep
products from falling and to make it
easier for the shopkeeper to see
everything in the shop.
6. Stack boxes of products only 2 or 3 high
to keep products from falling and
breaking.
7. Train workers to ensure they know how
to handle and monitor products.
nmR> 3 :- Bh|Q>ar `dWmnZmgmR>r H$mhr {Q>g
`mo` nVrZo Bh|Q>ar `dWmnZ Ho$`m_wio
Vw_`m `dgm`mgmR>r Vo cm^Xm`H$ amhVrc qH$dm
ZwH$gmZ Q>miVm `oBc. AmnU Amncr Bh|Q>ar H$er
`dWm{nV H$ eH$Vm `m~c`m H$mhr {Q>g BWo
{X`m AmhoV.
1. `mo` nVrZo Bh|Q>arMr _m{hVr R>od`m_wio
CnmXZo Iam~ hmoUma ZmhrV Am{U `m_wio
XH$mZmV H$Mam hmoUma Zmhr.
2. XH$mZmV Oohm dVy `oVmV Vohm `m Iam~
ZmhrV Zm qH$dm VwQ>co`m ZmhrV Zm Vo VnmgyZ
nhm Am{U AgVrc Va cJoM naV H$am.
3. ""CnmXZo {\$adm'' ZdrZ Am{U VmOm _mc _mJo
R>odyZ OwZm _mc nwT>o R>odm, OoUoH$Z OwZm _mc
n{hcm gnoc.
4. eog Am{U Q>moaoO _ `dpWV R>odm, hUOo
Jhmi dVy AmoiIm`cm gmon OmBc.
5. amoOMo Bh|Q>ar aoH$mS> nhm hUOo CnmXZo nSy>Z
amhUma ZmhrV Am{U XH$mZXmamcm gd dVy
XH$mZmV nhmVm `oVrc.
6. CnmXZmMo ~mg 2 Vo 3 \y$Q> CMmdaM R>odm
OoUoH$$Z Vo nS>Uma ZmhrV AWdm VwQ>Uma
ZmhrV.
7. CnmXZo H$er hmVmim`Mr Am{U `mMo narjU
H$go H$am`Mo `m~m~V H$m_JmamZm _mJXeZ H$am.
 Script 4: Maintaining Cash Flow & Credit
Script 4 : amoI dmh Am{U Ho${S>Q>Mo `dWmnZ
# English
1 Introduction
Umesh runs an Agricultural Supply Store.
He was working as a helper in a store for 2
years.He was bored, frustrated and thinking
hard as his passion lied in agriculture
related side. Initially he was scared of
leaving his job as he was getting tips on a
daily basis apart from his monthly salary.
But he took the bold step. He now manages
the shop all by himself but also has an
assistant. He was glad he took the bold
decision as he could connect with farmers
and help them grow better quality crops.
2 Opening a business was new to me. It was
scary to leave my job, as that was
supporting me & my family. However, I
always wanted to open an Agricultural
Supply Store. I knew I needed a lot of
support and guidance. But I was
determined to learn it. I was always
passionate to do something on the
agricultural side and help farmers. I feel
happy when customers i.e. farmers come to
my store and tell me about how effective
the products purchased from my store are.
3 My customers were very happy and soon it
became very popular among the local
farmers. Many suppliers wanted me to start
selling other products, they even offered
me free advice on how to market the
products and even grow my business. I was
doing well, until one day I realized I was not
growing as much as I thought I would
Something was not going right. Though I
added more products and there were more
customers, but strangely, I was struggling
to pay bills.
4 My friend told me that it was the way I was
managing my Cash Flow that landed me in
trouble.
5 Umesh was under the assumption that he
was doing well because he was going all
out of his way to market his new products
to customers and even told them that they
could pay him at a future date, not realizing
Translation
1. n[aM` :- C_oe EH$ H$fr nwadR>m XH$mZ
MmcdVmV. Vo 2 dfmn`V EH$m XH$mZmV _XVZrg hUyZ
H$m_ H$aV hmoV.o nU ZVa Vo `m H$m_mcm H$Q>mico.
H$maU `mZm eoVrer {ZJS>rV Agcoco H$m_M H$am`Mo
hmoV.o `mZm XH$mZmVcr ZmoH$ar gmoS>m`Mr {^Vr dmQ>V
hmoVr H$maU `mZm nJmam `{V[aV amoO WmoS>o ngo
{Q>n`m dnmV {_iV AgV. _J `mZr dV:M XH$mZ
gw H$a`mMm YmS>gr {ZU` KoVcm Am{U AmVm `mM
dV:M XH$mZ Amho. {edm` `m`mH$S>o EH$ ghm`H$
XoIrc Amho. AmVm Vmo `m`m `m YmS>gr {ZU`mda Iyn
`we Amho, `m_wio Vmo eoVH$`mer WoQ> gnH$ gmYy eH$Vmo
Am{U `mZm Cm_ XOmMr {nHo$ Ko`mgmR>r _XV H$
eH$Vmo.
2. `dgm` gw H$aUo hr Jmo> _m`mgmR>r Iyn
ZdrZ hmoVr. ZmoH$ar gmoSy>Z `dgm` gw H$a`mMr {^Vr
dmQ>V hmoVr, H$maU ZmoH$ar_wio _cm Am{U _m`m
Hw$Qw>~mcm ngo {_iV hmoVo. _cm nydunmgyZM H$fr nwadR>m
XH$mZ CKS>`mMr Iyn BN>m hmoVr. `mgmR>r _cm Iyn
nmqR>`mMr Am{U _mJXeZmMr Amd`H$Vm hmoVr. nU
_r Vo {eH$`mMm T> {ZM` Ho$cm. _cm Zoh_r
eoVrgmR>r Am{U eoVH$`mgmR>r H$mhrVar H$a`mMr Amg
hmoVr. Oohm eoVH$ar _m`m XH$mZmV JmhH$ hUyZ `oVmV
Am{U gmJVmV H$s _m`m XH$mZmVyZ KoVcocr CnmXZo
{H$Vr ^mdr AmhoV, Vohm _cm Iyn AmZX hmoVmo.
3. _mPo JmhH$ Iyn AmZXr hmoVo Am{U Vo BVa
eoVH$`m_`ohr cmoH${` Pmco. ~`mM nwadR>mXmamZr
_cm BVa CnmXZo {dH$`mg gm{JVco, BVH$M Zmhr Va
`m CnmXZmMr {dH$s H$er H$am`Mr Am{U `dgm`mV
dmT> H$er H$am`Mr `m~c _mo\$V gcm XoIrc {Xcm.
_mPm `dgm` MmJcm gw hmoVm, nU EH$ {Xdg _cm
OmUdc H$s _cm dmQ>c hmoV VodT>r _mPr JVr hmoV
Zmhr`o. H$mhrVar Hw$R>oVar MwH$V`. Oar _r ^anya CnmXZo
dmT>dcr Am{U ^anya JmhH$ Agco Varhr {~c
Xo`mgmR>r _cm Am{WH$ cT>mB H$amdrM cmJV hmoVr.
4. _m`m {_mZo _cm gm{JVc H$s _r `m
nVrZo H$ecmoMo `dWmnZ H$aVmo` `m_wio _r
AS>MUrV `oVmo`.
5. C_oecm dmQ>V hmoV H$s `mMm `dgm` MmJcm
gw Amho, H$maU Vmo `dgm`m`m {Z`_m{d OmD$Z
CnmXZo JmhH$mZm XoV hmoVm Am{U ngo ZVa Xm hUyZ
gmJm`Mm. nU `mcm `mMr OmUrd ZhVr H$s nwadR>m
 he had to pay the suppliers every month
along with his other bills. He missed out on
the simple fact that, no business can
survive long without enough cash to meet
its immediate needs.
6 This course on Maintaining Cash Flow and
Credit gives you insight on how you can
achieve success in your business through
better cash flow management.
Lesson 1: Basics of Cash Flow
Cash Flow is the movement of money into
and out of the business each month. It
comes from sources like payments from
customers, receipt of a loan, cash you bring
into the business, or interest on savings or
investments.
Cash is very important to make your
business run: expenses like stock or raw
materials, salaries to employees, rent and
other operating expenses are covered.
For your business to succeed it will need to
have a steady cash flow. The goal of good
Cash Flow Management is to have enough
cash on hand when you need it. Managing
your cash flow is important because :
1. It allows you to pay your bills on time. If
you do not have a good cash flow, you
will not be able to pay your bills on
time, which will affect your business
2. It allows you to know how much credit
you can give over a certain period of
time. If you sell everything on credit you
may not have enough money to run
your business
H$a`mZm XoIrc AmnU ngo Xm`cm ~m{Yc AmhmoV.
VmH$mi JaOm ^mJd`mgmR>r Oa nwaogo ngo CncY
ZgVrc Va H$moUVmhr `dgm` XrKH$mi {Q>Hy$ eH$V
Zmhr, hr gmYr Jmo> `m`m cjmVM Amcr Zmhr.
6. ""H$e cmo Am{U Ho${S>Q> amIUo'' hm H$mog
Amn`mcm MmJco amoI dmh `dWmnZ H$Z
`dgm`mV H$go `e mV H$ eH$Vmo `mda AV>r
XoV.o
nmR> 1 :- H$e cmo Mr _yc^yV _m{hVr
H$e cmo hUOo nemMr Aer CcmT>mc H$s Or
`dgm`mVyZ Am{U `dgm`mgmR>r Ho$cr OmVo.
JmhH$mH$Sy>Z {_iUmao ngo, H$O, `dgm`mV AmUUmar
amoI qH$dm ~MV qH$dm JwVdUyH$sdarc `mO `mgma`m
moVmH$Sy>Z ho ngo `oVmV.
`dgm` g_WnUo Mmcd`mgmR>r H$e Iyn
_hdmMr Amho. Q>mH$ qH$dm H$`m _mcmgmR>r
cmJUmam ngm, H$_Mm`mMo nJma, ^mS>o Am{U BVa Mmcy
IMmMm `mV g_mdoe Amho.
Amncm `dgm` `edr[a`m Mmcd`mgmR>r
`m_`o pWa amoI dmh AgUo Amd`H$ Amho. H$e
cmo `dWmnZmMo hoM C{> Amho H$s Vwhmcm JaO
AgVo Vohm Vw_`mH$S>o amoI aH$_ AgUo Amd`H$
Amho.
H$e cmo Mo `dWmnZ H$aUo _hdmMo Amho,
H$maU :
1. `m_wio Vwhr Vw_Mr {~c doioda ^ eH$Vm. Oa
Vw_Mm H$e cmo MmJcm Zgoc Va Vwhr doioda
{~c ^a`mg gj_ amhUma Zmhr. `m_wio
Vw_`m `dgm`mda XoIrc n[aUm_ hmoD$
eH$Vmo.
2. `m_wio Vwhmcm ho H$iV H$s Vwhr {H$Vr
H$mimgmR>r Ho${S>Q> XoD$ eH$Vm. Oa Vwhr gd
H$mhr Ho${S>Q>da {dH$co Va Vwhmcm `dgm`
Mmc{d`mgmR>r nwaogo ngo ZgVrc.
Lesson 2: How to calculate total cash
When calculating your total cash at the end
of the day you cannot count credit sales
(sales where your customer promises to
make the payment at a later time).
1. A credit sale is not a cash sale. A credit
sale affects your cash flow because
you do not receive cash immediately
after the sale.
2. It allows you to plan your spending and
save for your regular business
expenses. If you are aware of how
much money you regularly spend on
rent, electricity and so forth you know
how much to save for it.
If you do not manage your cash flow you
might end up spending your remaining cash
at the end of the month, then later not
having enough money for regular business
expenses.
Lesson 3: Cash Flow Chart
For you to know when money comes in and
out of the business, you need to keep a
cash flow chart.
The cash flow chart includes all the money
available in the business at a given time.
This includes money from sales as well as
from loans or from money put into the
business. The cash flow chart is important
because you can look back at this to know
where you stand at a particular point in
time. This in turn allows you to plan your
purchase times and payments for when you
have enough money.
Use a form like this one for your daily sales
and other payments received.
As shown from the example in the previous
page, A cash flow chart shows money from
sales and non-sales items such as loans.
The information used in the cash flow chart
comes from the daily records and the
monthly income and expenses.
The cash flow credit and the customer
credit account can help you manage money
better:
nmR> 2 :- gnyU H$eMr JUZm H$er H$amdr?
{Xdgm`m AIoarg gnyU H$eMr _moOUr H$aVmZm
AmnU Ho${S>Q> {dH$s _moOy eH$V Zmhr. (Ho${S>Q> {dH$s
hUOo `m {dH$sV Amn`m JmhH$mZo ZVa ngo Xo`mMo
AmdmgZ {Xco hmoVo.
1. Ho${S>Q> {dH$s hUOo amoI {dH$s Zmhr. Ho${S>Q>
{dH$s Amn`m H$e cmoda n[aUm_ H$aVmo H$maU
Amn`mcm {dH$sZVa Vm~S>Vmo~ amoI aH$_
mV hmoV Zmhr.
2. `m_wio Vwhr Vw_`m IMmMo {Z`moOZ H$ eH$Vm
Am{U amoO`m `dgm`m`m IMmVyZ ~MV
H$a`mMr nadmZJr XoVo. Oa Amn`m {Z`{_V
IMmgmR>r Ogo ^mS>o, drO B`mXrgmR>r {H$Vr
IM `oVmo `mMr Amn`mcm OmUrd Agoc Va
`mdZ Vwhmcm AXmO `oBc H$s `mgmR>r {H$Vr
~MV H$am`Mr Amho?
Oa Vwhr H$e cmo ZrQ> `dWm{nV Ho$cm
Zmhr Va _{h`m`m eodQ>r Vwhmcm {ecH$ R>odco`m
H$e _YyZ IM ^mJdm`cm cmJVrc Am{U _J ZVa
`mdgm{`H$ IMmgmR>r ngoM CaUma Zmhr.
nmR> 3 :- H$e cmo MmQ>
`dgm`m_YyZ {H$Vr ngo Amco Am{U {H$Vr
Joco `m`m _m{hVrgmR>r H$e cmo MmQ> R>od`mMr
Amd`H$Vm Amho.
`m_`o {dH$sVyZ Amcocm ngm VgoM H$OmVyZ
qH$dm `dgm`mVyZ Amco`m nemMm g_mdoe AgVmo d
H$e cmo MmQ>_wio AmnU `dgm`mV Hw$R>o C^o AmhmoV
`mMm _mJmodm KoD$ eH$Vmo. `m_wio Vwhmcm IaoXr`m
doim Am{U ngo Xo`mgmR>r`m `moOZm V`ma H$a`mMr
AZw_Vr {_iVo H$maU Vwhmcm _m{hVr AgV H$s
Vw_`mH$S>o nwaogo ngo AmhoV.
amoO`m {dH$sgmR>r Am{U mV Pmco`m BVa
nemgmR>r EH$ \$m_ dmnam.
AmYr XmIdco`m CXmhaUmdZ H$e cmo MmQ>
Vwhmcm {dH$`m Joco`m dVyMo Am{U {dH$s Z
Pmco`m dVy`m nemMr _m{hVr XmIdVo.
Ogo : H$O. amoOMo aoH$mS>g, _m{gH$ Cn Am{U
IM `mnmgyZ `oUmar _m{hVr `m H$e cmo MmQ> _`o
AgVo.
H$e cmo Ho${S>Q> Am{U JmhH$ Ho${S>Q> ImVo
Vwhmcm nemMo `dWmnZ H$a`mg _XV H$ eH$VmV.
 1. Create a cash flow chart to see what
you need to have each month to run
your business.
2. Create a customer credit account to
keep track of the credit you give your
customers and the payments your
customers make.
3. Use a chart to record your cash flow.
This will allow you to keep track of your
cash coming in and cash going out
each month. You get information for
this chart from your daily records.
4. When thinking about cash flow you
have to think about credit because
credit affects your cash flow.
5. Credit is defined as the promise to pay
for products or services.
6. Credit affects cash flow because there
is an exchange that occurs but no cash
is received during that exchange.
Lesson 4: Credit Purchases
1. When suppliers provides you stock,
you are not required to pay them
immediately, you are given a Credit
period of 15-30 days i.e. You promise
to pay them at a certain time instead of
at that time of delivery. In this situation
you have purchased on credit.
2. When your customer would like to buy
say a certain pesticide or manure, but
they do not have the money to pay you
immediately, they may ask you to let
them pay later. They promise to bring
the money to you at a certain time
instead of at that time they get the
product. In this situation, they have
purchased on credit.
In the two examples given above, you
cannot record money you did not receive as
a cash sale. Instead you record them under
the credit column.
To manage the credit you give to your
customers more effectively, you should not
stop at recording only on your money in
table. It is advisable to keep a customer
credit account. The customer credit
account is more detailed and allows you to
record information such as your customer's
1. Amncm `dgm` Mmcd`mgmR>r `oH$ _{h`mg
H$m` nm{hOo ho nmh`mgmR>r EH$ H$e cmo MmQ>
V`ma H$am.
2. AmnU Amn`m JmhH$mZm {Xcocm Ho${S>Q> Am{U
Amn`m JmhH$mH$Sy>Z {X`m OmUm`m Xo`H$mMo
_mJmodm Ko`mgmR>r JmhH$ H$o {S>Q> ImVo V`ma
H$am.
3. Vw_`m H$e cmo M aoH$mS> R>od`mgmR>r EH$ MmQ>
V`ma H$am. `m_wio Amn`mcm `oUmar H$e Am{U
Xa _{h`mcm ~mhoa OmUm`m H$eda _mJmodm
R>odVm `oBc. Vwhmcm hr _m{hVr Amn`m XZ{XZ
aoH$mS> _YyZ {_ioc.
4. H$e cmo Mm {dMma H$aVmZm AmnU Ho${S>Q>Mm
{dMmahr Ho$cm nm{hOo. H$maU Ho${S>Q> Amn`m
H$e cmoda n{Um_ H$aVmo.
5. CnmXZo qH$dm godmgmR>r Xo` Xo`mMo dMZ hUyZ
Ho${S>Q> n[a^m{fV Ho$co AmhoV.
6. Ho${S>Q> H$e cmoda n[aUm_ H$aVmo H$maU
EImXr EgM|O CX^dVo. naVw `m {d{Z_` Xa`mZ
H$moUVrhr amoI aH$_ mV Ho$cr OmV Zmhr.
nmR> 4 :- H$o {S>Q> IaoXr
1. Oohm nwadR>mXma Amn`mcm Q>mH$ XoVmo, Vohm
Amn`mcm cJoM ngo Xo`mMr Amd`H$Vm ZgVo.
Vwhmcm 15-30 {XdgmMm Ho${S>Q> H$mcmdYr {Xcocm
Amho. CXm. CnmXZm`m {S>{char`m doir ngo Z XoVm
Vwhr `mZm EH$m R>am{dH$ doioV ngo Xo`mMo dMZ XoVm.
`mMmM AW Vwhr Ho${S>Q>da IaoXr Ho$co Amho.
2. Oohm Vw_`m JmhH$mZm H$mhr H$sQ>H$ZmeH$
qH$dm IV IaoXr H$am`M Amho nU Vohm `m`mH$S>o
Vwhmcm Xo`mgmR>r ngo ZgVmV. Vohm Vo Vwhmcm ZVa
ngo Xo`mMo dMZ XoVmV. CnmXZ mV H$aVmZm ngo Z
XoVm H$mhr R>am{dH$ doioV Vo ngo AmUyZ Xo`mMo dMZ
XoVmV. `mMmM AW `mZr Ho${S>Q>da IaoXr Ho$cr Amho.
darc XmoZ CXmhaUmdZ AmnU amoI {dH$s
hUyZ mV Z Ho$co`m nemMo aoH$mS> H$ eH$V Zmhr.
`mEodOr AmnU `mZm Ho${S>Q>`m H$mc_Imcr aoH$mS>
H$ eH$Vm.
JmhH$mZm {Xcoco Ho${S>Q> A{YH$ ^mdrnUo
`dWm{nV H$a`mgmR>r AmnU Ho$di Amn`mM nemMo
aoH$mS> R>ody Z`o; Va ""JmhH$ Ho${S>Q> ImVo'' R>odUo OmV
C{MV Amho. ""JmhH$ Ho${S>Q> ImVo'' A{YH$ Vnercdma
name, the item they bought on credit, the
date they bought it, the total amount they
owe you, the total amount they have paid
so far and what they have not paid yet if
any.
Use a form like this one to record the credit
you give to your customers and the
payment they make. Get information for
credit account from your daily records.
A table like this one Maintaining a table for
each of your customers who frequently buy
on credit, will help you keep track of how
much they owe you at a specific point in
time
Use this form as a guideline to record your
customer credit account.
Lesson 5: Managing Credit Payments
We must manage both buying and selling
on credit so that we do not hurt our
business or relationships.
The credit we receive from suppliers is not
yet cash out of the business, but we will
have to pay the bill. We therefore have to
make sure we have enough cash flow to
cover the expense when the bill is due.
The credit we give to customers is not yet
cash into the business. The transaction
does not help the business until the debt is
paid. If we are not paid, we increase our
losses.
Credit extended to customers may have a
big impact on a small business.
1. Keep a Customer Credit Account
Record of credit transactions. This is
kept by customer name.
2. It lists the credit transactions and
shows how much they have bought on
credit and a total balance.
3. It can also have a place for the
customer's signature or mark so that it
shows that he or she understands how
much he or she owes.
A good profit and cash flow means Enough
products and services to sell which means
_m{hVr Amn`mcm XoVo Ogo H$s `m JmhH$mMo Zmd
Ho${S>Q>da IaoXr Ho$cocr dVy, Vr {dH$V KoVcocr
VmarI, `mMr EHy$U Xo` aH$_, AmVmn`V `mZr
{Xcocr EHy$U aH$_ qH$dm `mZr H$mhrhr ngo {Xco
ZgVrc Va `m~m~VMm Vnerc.
AmnU Amn`m JmhH$mZm {Xcoco Ho${S>Q> Am{U
`mZr Ho$co`m Xo`H$mMr Zm|X H$a`mgmR>r EH$ \$m_
dmnam. Amn`m XZ{XZ Zm|Xr_YyZ H$o {S>Q> Im`mgmR>r
_m{hVr {_idm.
dmadma Ho${S>Q>da IaoXr H$aUm`m JmhH$mgmR>r
EH$ gmaUr V`ma H$am. `m_wio Vwhmcm H$ioc
`m`mH$Sy>Z {H$Vr {XdgmV {H$Vr ngo `oUma AmhoV.
Vw_Mo JmhH$ Ho${S>Q> ImVo aoH$mS> H$a`mgmR>r hm
\$m_ _mJXeH$ hUyZ dmnam.
nmR> 5 :- Ho${S>Q> Xo` `dWm{nV H$aUo.
AmnU IaoXr Am{U {dH$s`m Ho${S>Q>Mo
`dWmnZ H$aUo Amd`H$ Amho. OoUoH$Z Amnco
`mdgm{`H$ ZmVo g~Y XImdco OmUma ZmhrV.
AmnU nwadR>mXmamH$Sy>Z mV Ho$cocr nV
`dgm`mgmR>r MmJcrM Amho, nU Varhr Amn`mcm
`mMo {~c Va XmdoM cmJoc. `m_wio `mMr {~c
doioda Xo`mgmR>r Vw_Mm H$e cmo nwaogm Amho Zm `mMr
Imr H$Z `m.
JmhH$mZm Oo Ho${S>Q> {Xco Amho `mMr JUZm
`dgm`mV H$e`m dnmV hmoD$ eH$V Zmhr. Omon`V
hr Xo`H$ nyU hmoV Zmhr, Aem `dhmam_wio `dgm`mV
nwT>o Om`mg _XV hmoV Zmhr, Ogo ngo {_imco ZmhrV Va
Amnco OmV ZwH$gmZ hmoBc.
JmhH$mZm Xo`mV `oUmao OmVrMo Ho${S>Q> cKw
CXmoJmda _moR>m ^md nmSy> eH$VmV.
1. JmhH$m`m ZmdmZo `mcm {Xco`m Ho${S>Q>
`dhmamMr _m{hVr R>od`mgmR>r JmhH$ H$o {S>Q> ImVo
aoH$mS> R>odm.
2. `mV Ho${S>Q> `dhmamMr gyMr AgVo Am{U `mV
ho H$iyZ `oVo H$s `mZr Ho${S>Q>da {H$Vr {dH$V KoVc`
Am{U gnyU aH$_ {H$Vr Amho.
3. `mV JmhH$m`m dmjargmR>r qH$dm EImXm
_mH$gmR>r OmJm Agoc OoUoH$Z `mZm ho g_Ooc H$s
`m`mH$S>o qH$dm {V`mH$S>o {H$Vr aH$_ Amho.
EH$ MmJcm Z\$m Am{U amoI dmh hUOo
Good business `dgm`mgmR>r CV_ CnmXZo Am{U godm, `mMm AW
`dgm` MmJcm Amho.
 Script 5: Managing Working Capital
Script 5 : H$m`H$mar ^mS>dc `dWmnZ
# English
1 Introduction
Shree Textiles a newly opened Saree
Shop has become famous among the
village ladies in a short period of time.
Radha, the owner of this shop, shared her
strategy to attract customers - (i) Offers a
wide range of sarees at affordable prices
(ii) Offers customers to make credit
purchases. However, as time passed by,
Radha was concerned as she was unable
to make payments to her suppliers or
workers on time. Her husband mentioned
that her strategy of offering credit payments
and improper planning in ordering stock led
to shortage of cash. He emphasized the
importance of managing working capital to
run her business smoothly.
2 Let us now have a look at what Working
Capital means and how it can impact any
business.
3 Working capital is the money available to
run your business on a daily, weekly, and
monthly basis. It is the money used to pay
your suppliers for materials and the money
needed to pay for the goods and services
you have used while you wait for your
customers to pay you.
4 Many small business owners think their
business is financially sound if its making
profits, but that isnt always true. The
demands of working capital mean that even
profitable businesses can run out of the
cash thats needed to meet current
expenses such as salaries, rent, purchase
of raw materials, supplier payments, and
others particularly during a growth phase. If
you cannot meet your expenses,it may
indicate that your business is not doing
well. Therefore, managing working capital
should be the most important aspect for
any business owner.
5 This course on Managing Working Capital
will help you understand how you can
reduce expenses, and increase cash flow
Translation
1. n[aM` :- "lr Q>ogQ>mBg' ZmdmZo CKS>coco
gmS>rMo XH$mZ N>moQ>m H$mcmdYrVM JmdmV AJXr {g
Pmco hmoVo. amYm, Or `m XH$mZmMr _mcH$ Amho {VZo
JmhH$mZm AmH${fV H$a`mgmR>r `mMo YmoaU eoAa Ho$co.
(A) dmOdr XamV gmS>mMr {dVV lIcm.
(~) JmhH$mZm Ho${S>Q> IaoXr H$a`mg Am\$a H$aVo.
H$mcmVamZo amYmcm OmUdc H$s doi`m doir
nwadR>mXmamZm Am{U H$m_JmamZm ngo Xo`mg amYmcm
AdKS> hmoV. {V`m nVrZo gm{JVc H$s Ho${S>Q>da IaoXr
Ho$`m_wio Am{U MwH$s`m {Z`moOZm_wio OmV gmR>m
Ho$`m_wio amoI aH$_ H$_r Pmcr. `mZr `dgm`
gwJ_VoZo Mmc{d`mgmR>r H$m`H$mar ^mS>dcmda OmV ^a
Xo`mg gm{JVco.
2. H$m`H$mar ^mS>dc _mhUOo H$m` Am{U Vo
`dgm`mda H$gm n[aUm_ H$aoc `mda ZOa Q>mHy$ `m.
3. H$m`H$mar ^mS>dc hUOo Aer aH$_ H$s Omo
Amncm `dgm` X{ZH$, gmm{hH$ Am{U _m{gH$
AmYmamda Mmcd`mgmR>r CncY AgVmo. hm ngm Vwhr
nwadR>mXmamZm `mZr Vwhmcm {Xco`m CnmXZm`m
~X`mV XoD$ eH$Vm.
4. ~`m cKw CXmoOH$ _mcH$mZm dmQ>V H$s `mZm
`dgm`mV \$m`Xm hmoVmo`, hUOo `mMm `dgm`
MmJcm hmoVmo`. nU ho Zoh_r Ia ZgV.
H$m`H$mar ^mS>dcm`m _mJ`mMm AW Agm
hmoVmo H$s \$m`Xoera `dgm`XoIrc g`m`m IMmg
Ogo H$s nJma, ^mS>,o H$Mm _mc IaoXr H$aUo,
nwadR>mXmamMr Xo`Ho$ Am{U {deofV: dmT>r`m
Q>`mXa`mZ BVa JaOm ^mJ{d`mgmR>r Amd`H$
Agcocr amoI aH$_ H$mTy> eH$VmV. Oa Vwhr Vw_`m
IMmMr nyVVm H$ eH$V Zgmc Va `mda Ago gy{MV
hmoVo H$s Vwhr Amncm `dgm` MmJcm H$aV Zmhr,
hUyZ H$moU`mhr `mdgm{`H$ _mcH$mgmR>r H$m`H$mar
^mS>dc `dWm{nV H$aUo hm gdmV _hdmMm KQ>H$
AgVmo.
5. `dgm`mV `oUmao AmM`mMo YHo$ Q>mi`mgmR>r
IM H$_r H$Z H$e cmo H$gm dmT>dm`Mm ho g_OyZ
to avoid surprises. Let us first begin by
gaining an understanding on the
advantages of maintaining a working
capital.
Lesson 1: Advantages of sufficient
working capital
Working capital is very essential to maintain
the smooth running of your business. Listed
below are some of the main advantages of
maintaining sufficient amount of working
capital:
1. Goodwill: Sufficient working capital
enables a business to make prompt
payments and hence helps in creating
and maintaining goodwill.
2. Easy loans: Having cleared any loans
availed in the past on time, can arrange
loans from banks and others on easy
and favorable terms.
3. Cash Discounts: Adequate working
capital enables a business owner to
avail cash discounts on one time
payments.
4. Regular payment of wages and other
commitments: A business which has
enough working capital can make
regular payments which increases their
credibility.
5. Ability to face crisis: Adequate
working capital enables a business
owner to face business crisis in
emergencies.
Lesson 2: Inventory Management
Maintaining a large inventory can block a
significant portion of your working capital.
Rather than stocking supplies and
products, shift your business to the just-in-
time inventory model. Under this system,
You order supplies and products from
the supplier/vendors at the right time
when you need them
This way you will avoid overbuying or
paying to store large quantities of
items. You also avoid spoilage or
damage of products.
Have a backup plan in case there are
any problems or delays in delivery of
products.
Ko`mgmR>r ""H$m`H$mar ^mS>dc `dWmnZ'' hm H$mog
Vwhmcm _XV H$aoc. gwdmVrcm AmnU H$m`H$mar
^mS>dc {Q>H$dyZ R>od`mMo \$m`Xo ~Ky`mV.
nmR> 1 :- nwaoem H$m`H$mar ^mS>dcmMo \$m`Xo
Amncm `dgm` `dpWV[a`m Mmcd`mgmR>r
H$m`H$mar ^mS>dc Iyn Amd`H$ Amho. nwaogo H$m`H$mar
^mS>dc Ag`mMo ho Imcrc \$m`Xo AmhoV.
1. JwS>{dc (`dgm`mVrc nV) :- nwaogo H$m`H$mar
^mS>dcm_wio AmnU `dgm`mV d[aV Xo`H$mMo
ngo Xo`mg gj_ AgVmo Am{U `m_wio Amncr
`dgm`mVrc nV V`ma H$am`cm Am{U Vr
{Q>H$dyZ R>od`mg _XV hmoVo.
2. gwc^ H$O} :- nydu KoVcoco H$O doioV nyU
Ho$`m_wio Vwhr ~Ho$H$Sy>Z qH$dm BVamH$Sy>Z gwc^
AQ>tda H$O KoD$ eH$Vm.
3. amoI gdcV :- nwaogo H$m`H$mar ^mS>dc
Ag`m_wio `dgm` _mcH$mcm EH$mM doir
no_|Q> H$aVmZm H$e {S>H$mD$Q>Mm AWmV amoI
gdcVrMm \$m`Xm hmoD$ eH$Vmo.
4. doVZ Am{U BVa {V~VoMo {Z`{_V ^wJVmZ :-
`m`mH$S>o nwaogo H$m`H$mar ^mS>dc Amho Vo
{Z`{_VnUo Xo`H$mMo ngo XoD$ eH$VmV Am{U
`m_wio `mMr {ddmgmhVm XoIrc dmT>Vo.
5. gH$Q>mMm gm_Zm H$a`mMr j_Vm :- nwaogo
H$m`H$mar ^mS>dc Ag`m_wio AmUr~mUr`m
H$mimV `mdgm{`H$ gH$Q>mMm gm_Zm H$a`mg
gj_ ~ZVmo.
nmR> 2 :- Bh|Q>ar `dWmnZ
_moR>m dVyMr XoI^mc Amn`m H$m`H$mar
^mS>dcmMm _hdmMm ^mJ cmH$ H$ eH$Vo. nwadR>m
Am{U CnmXZo gmR>d`mEodOr, Amncm `dgm` \$V
BZ-Q>mB_ Bh|Q>ar _mS>oc_`o ~Xcm. nwT>rc Umcr
AVJV,
* Amd`H$ Agoc VohmM nwadR>mXma Am{U
{dHo$`mH$Sy>Z Vwhmcm h`m Agco`m dVy
qH$dm CnmXZo _mJdm.
* Aem H$mao Vwhr _moR>m _mUmV dVy
gmR>d`mnmgyZ dmMmc Am{U `m_wio
CnmXZmMr hmZr qH$dm ZwH$gmZ XoIrc Q>miy
eH$Vm.

Lesson 3: Accounts Payable
This is perhaps the easiest process to
control because it simply involves paying
the bills. But paying bills shouldnt just be
left to chance; you should be clear on how
to direct these activities. Here are some
rules to follow:
Make sure you make payments on time
as per the terms
Paying late is unprofessional and can
negatively impact your business.
Delaying payments may result in
reduced services levels from the
vendors/suppliers
Delay in payments will result in a
negative reputation and your vendors
may not be willing to do business with
you
Make sure you have a accounts
payable policy with your vendors. It
should clearly state when invoices will
be paid
Lesson 4: Accounts Receivable
The cash flowing into your business as a
result of customers paying invoices is
crucial in managing your business working
capital. Here are some important points to
remember for products sold on credit:
Keep a close watch on the time taken
by customers to pay back the money
once the purchase is made
Make sure you avoid giving credit to
customers who delay payments beyond
what is agreed
Always bill the customers as soon as
the product is purchased on credit
Find ways to reduce the payments
receivable time. This frees cash and
enables in the growth of your business.
* CnmXZm_`o H$moUVrhr g_`m qH$dm {dc~
hmo`mMr H$aUo Ag`mg EH$ ~H$An cZ
`mdm.
nmR> 3 :- Xo` ImVr
hr gJ`mV gmonr {H$`m Amho H$maU `mV \$V
{~c ^a`mMm g_mdoe AgVmo. nU {~c XoUo H$moU`mhr
H$maUmVd amhZyM XoD$ Z`o. `m Jmo>r doioda H$em nyU
Ho$`m Om`mV `mgmR>rMo H$mhr {Z`_ BWo {Xco AmhoV.
* _m` Ho$co`m AQ>tZwgma doioV ngo Xo`mgmR>r
gw{ZpMV ahm.
* Ceram ngo {X`m_wio Vw_M `mdgm{`H$ ZmV
{~KSy> eH$V Am{U `mMm n[aUm_ `dgm`mda
hmoD$ eH$Vmo.
* Ceram ngo Xo`m_wio {dH$o Vo / nwadR>mXmamH$Sy>Z
godm Va H$_r hmoD$ eH$Vmo.
* Ceram ngo {X`m_wio Vw_Mr {V>m ZH$mam_H$
hmoBc Am{U Amnco {dHo$Vo Amn`m~amo~a
`dgm` H$a`mg V`ma ZgVrc.
* Amn`m {dHo$`mgmo~V ImVr Xo` YmoaU
Ag`mMr Imr H$am. McZ Ho$hm {Xco OmBc
ho n>nUo gm{JVco Joco nm{hOo.
nmR> 4 :- m` ImVo
`dgm`m`m H$m`aV ^mS>dcmMo `dWmnZ
H$a`m_`o JmhH$mZm Ho${S>Q>, nmdVr Xo`m_wio
`dgm`mV H$e cmo amoIUo _hdmMo Amho.
Ho${S>Q>da {dH$s Ho$cocr CnmXZo cjmV
R>od`mgmR>r ho H$mhr _hdmMo _wo AmhoV.
* IaoXr Ho$`mZVa, ngo naV H$a`mg JmhH$mZm Or
doi {Xcr Amho `mda cj R>odm.
* `mZr {Xco`m doioV ngo {Xco ZgVrc `mZr
AmUIr Ho${S>Q> XoUo Q>mim.
* Ho${S>Q>da IaoXr Ho$`mda JmhH$mZm Vm~S>Vmo~
{~c Xm.
* H$_rV H$_r doimV no_|Q>g KoV ahm. `m_wio
Vw_`m hmVmV H$e `oBc Am{U ho `dgm` dmT>rgmR>r
gj_ R>aoc.
Lesson 5: Keep a Close Eye on the
Future
Finally, planning is critical to maintaining a
healthy store of working capital. You should
carefully consider your capital needs for the
next year or even longer.
Understand when and what type of
upgrades your shop requires
Make sure you plan for seasonal
slowdowns
Plan to put aside working capital to
meet your current goals and prepare
for future growth.
nmR> 5 :- ^{d`mH$S>o S>moignUo nhm.
MmJcm `dgm` H$a`mgmR>r H$m`H$mar
^mS>dcmMo {Z`moOZ H$aUo _hdmMo R>aVo. nwT>rc
dfmgmR>r qH$dm XrKH$mimgmR>r Vwhr Vw_`m ^mS>dcr
JaOm {dMmamV KoV`m nm{hOoV.
* Amn`m XH$mZmcm H$Yr Am{U H$em H$mao
AX`mdV Ho$c nm{hOo ho g_OyZ `m.
* hJm_r _XrgmR>r XoIrc H$mhr `moOZm H$am.
* Amn`m dV_mZ c`mMr nyVVm H$a`mgmR>r
Am{U ^{d`mVrc dmT>rgmR>r ^mS>dc
~mOycm H$mT>`mMr `moOZm V`ma H$am.
 Script 6: Understanding Profits & Loss
Script 6 : Z\$m Am{U VmoQ>m g_OyZ KoU.o

# English Translation
1 Introduction 1. n[aM` :- gy`m^dZ ZmdmMo EH$ {Q>{\$Z g|Q>a JwZo gw Ho$co. Vmo Zoh_r
Surya Bhavan is a small
tiffin center started by dZ nmhm`Mm H$s `mM dV:M EH$ {Q>{\$Z g|Q>a Agmd. nU ~`mM OUmZr
Guru. He always dreamt `mcm gm{JVc H$s ZdrZ hmQ>oc gw H$aUo ho YmoH$mXm`H$ Agy eH$Vo. nU
about starting his own Varhr `mZo R>ad`m_mUo nwT>o Om`mM {ZpMV Ho$c. `m`m d{S>cmZm
tiffin center but was
discouraged by many Im`mMr Iyn AmdS> hmoVr Am{U `mMr BN>m XoIrc hmoVr H$s JwZo hm
saying that opening a `dgm` gw H$amdm. `mZm _m{hV hmoV H$s `mo` {Z`moOZ, nwaogm Am{WH$
new hotel can be a risky
business venture. But he nmR>~i Am{U ^anya _ohZV `m_wio ho ghO e` hmoD$ eVH$. gy`m^dZ _`o
was determined to go `m`mH$S>o 1 Hw$H$, 2 H$m_Jma Am{U H${e`a hmoVo Am{U Vmo dV: _mH}$qQ>J,
ahead with his plans.
After all, his father was
Ho$Q>[aJ Am{U _moR>m AmS>a gm^miV Ago. Odi`m ^mJmVrc cmoH$mZm
very fond of good food `m`mH$S>Mo VmOo, Ja_ Am{U dm{X> A AmdS>m`Mo. `m_wio `mcm
and it was his wish that {ddmg hmoVm H$s Vmo `m `dgm`mV ZH$s `edr hmoBc. `mZo EH$ `o`
he runs a successful
business. He knew that R>adc hmoV H$s, `dgm` gw Ho$`m`m ghm`m _{h`mnmgyZ `mcm Xa_hm
with right planning, 60,000 . {_im`cm hdoV.
financing and plenty of
hard work it's definitely
doable. At Surya
Bhavan, he started
selling tiffins with the
help of his employed
staff - 1 Cook,2 Servers
and a Cashier. And he
handled the Marketing,
Catering & Bulk Orders.
People from the nearby
places loved his hot,
fresh, delicious food for
breakfast and dinner. He
is very confident that his
business will succeed.
He set himself a target to
earn a profit of atleastRs.
60,000 from the 6th
month of his business
2 Lets hear it from Guru 2. Mcm Va, AmnU ho JwH$Sy>ZM EoH$y `m.
3 My father was a very 3. _mPo dS>rc Iyn X`miy hmoVo Am{U Vo Id`o hmoVo. `mM hmQ>oc
kind hearted man, who
loved good food. He CKS>`mM dZ hmoV, nU `mZr `mMr gd H$_mB Am_`m gJmonZmV IM
always dreamt of Ho$cr. _mPm dV:Mm `dgm` gw H$a`mgmR>r `mZr _cm Zoh_rM mogmhZ
opening a hotel, but he
spent all his earnings in
{Xco. Vo _cm Zoh_r gmJV H$s {eV Am{U g_nU ho YXmMo XmoZ _hdmMo
our upbringing. He AmYmaV^ AmhoV. `m_wioM `dgm` `edr hmoD$ eH$Vmo. `mMm hm gcm
always encouraged me _m`m _ZmV AOyZhr VgmM VmOm Amho. _mPo {Q>{\$Z g|Q>a gy`m^dZ ho _r
to set up my own
business. He always _m`m d{S>cmZm g_{nV Ho$co Amho. _cm `mMr Iyn AmR>dU `oVo. _cm
used to tell me that _m{hVr`o `mZm _mPm ZH$sM A{^_mZ dmQ>V Agoc.
dedication & discipline
are the two important
 pillars of business. And
that they define the
success of business. His
advice is still fresh in my
mind. My tiffin center,
Surya Bhavan is
dedicated to my father. I
miss him very much but
I am sure he would have
been proud of me.
4 I started the tiffin center 4. _r N>moQ>gM {Q>{\$Z g|Q>a gw Ho$c nU _cm _m{hVr`o H$s, Vo ZH$sM
small but I am sure it will
grow. I tightly manage dmT>oc. {_iH$V Am{U IM `mgmR>r Iyn H$gaV H$amdr cmJVo. _mUr ~{hU
my Income & Expenses. H${e`a hUyZ _mmH$S>o H$m_ H$aVo Am{U _mPo XmoZ H$m_Jma _mUo ZmVodmBH$
My sister works for me AmhoV. ho gdOU _m`m Hw$Qw>~mVrcM Amho.
as a Cashier and the
Servers are my cousins,
so it is all in the family.

5 For Guru to achieve his 5. Xa_hm 60,000 . Z\$m H$_md`m`m Jw`m c`mgmR>r `mMm
target of making a profit
of Rs. 60,000 each `m`m Z`m`m dmT>rda cj H|${V H$aUo Amd`H$ Amho. ""Z\$m Am{U
month, he will need focus VmoQ>m g_OyZ KoUo'' `m H$mog_`o Vwhr Vw_Mo ZwH$gmZ H$go H$_r H$am`Mo Am{U
on increasing his profit. Z\$m H$gm dmT>dm`Mm `mda cj H|${V H$ eH$Vm.
This course on
Understanding Profit
and Loss focusses on
how you can minimize
losses and maximize
profits.
Lesson 1: Basics of nmR> 1 :- Cn Am{U IMmMr _yc^yV _m{hVr
Income & Expenses
Knowing your income Amn`m `dgm`mgmR>r Amncr H$_mB Am{U IM OmUyZ KoUo _hdmMo
and expenses is crucial Amho. hm EH$_od _mJ Amho H$s EH$ `dgm` _mcH$ hUyZ Am{WH$ Qm
for every business. It is Vwhr MmJ`m pWVrV AgUo Amd`H$ Amho. ho OmUyZ `m H$s Vwhr OodT>
the only way that you as
a business owner will be H$_mdVm AmhmV `mnojm OmV IM Va H$aV Zmhr Zm. EdT>M Zmhr Va Vwhr
able to remain in good H$mhr nemMr JMV H$aV AmhmV Zm `mMrhr Imr H$am OoUoH$Z `dgm`mV
shape financially and
know that you are not AZno{jV IMmMr nyVVm H$a`mgmR>r Vwhr gj_ Agmc.
spending more than what Amncm `dgm` dmT>V Jo`mda, Amn`mcm EH$m AH$mD$Q>Q>Mr
you make. Not only do
you want to make sure
Zo_UyH$ H$amdr cmJVo Omo Amn`m Zm|Xr H$a`mg, {dmr` {ddaUno V`ma
that you are not spending H$a`mg Am{U Vw_Mo H$a ^a`mg _XV H$ eHo$c.
more than you earn but
you also have to make
sure that you are able to
save some money so
that you are able to
prepare for unexpected
expenses in the
business. As your
business grows, you
would have to hire an
accountant who can help
you prepare your
Records, called Financial
Statements and file your
Taxes.

Reviewing the Income & Xa_hm Cn Am{U IMmMo nwZamdcmoH$Z Ho$`mZo AmnU Hw$R>o ngo
Expenses every month
will help you find out the H$_dV AmhmoV Am{U Hw$R>o J_mdV AmhmoV ho OmUyZ `m`cm _XV hmoV.o
areas where you are {deofV: Oohm Vwhr ZdrZ CnmXZo/godm ZdrZ nwadR>mXmamH$Sy>Z KoVm Vohm ho
making money or where OmUyZ `m H$s Vwhr {H$Vr IM H$aVm qH$dm {H$Vr ~MV H$aV AmhmV. H$mhr
you are losing money.
Especially when you doim Vwhr dmhVwH$ qH$dm nwadR>m `mda OmV IM H$aVm, Vo OmUyZ KoD$Z
introduce new `mV gwYmaUm H$am Am{U `mQ>rZo {ZU` `m.
products/services or
when you buy from new * Jwcm `m`m `dgm`mV nwT>o Om`mgmR>r Am{U `mM Xa_hm
suppliers, you will know 60,000/- Z\$m {_id`mMo c` gmY`mgmR>r `mcm amoO {ZarjU H$aUo
whether you are over
spending or saving.
Amd`H$ Amho.
Sometimes you may (A) _hgyc XoIrc {_iH$V hUyZ AmoiIco OmVo.
spend a lot on transport (~) `j qH$dm A`j ZwH$gmZ XoIrc IM hUyZ AmoiIco
or supplies, only to
realize later and make OmVmV.
the corrections and take
decisions
For Guru to succeed
in his business and
reach her target of
making a profit of
atleastRs. 60,000
per month , he
needs to monitor his
day to day
a. Revenue also known
as Income
b. Expenses also
known as Costs
which may be Direct
or Indirect
Lesson 2: Elements nmR> 2 :- Cn Am{U IM AVJV KQ>H$
under Income and
Expense
Now let us see what AmVm AmnU nmh `m Cn Am{U IM `mV H$m` {dMma Ho$cm nm{hOo.
should be considered as
an Income and Expense. * _hgyc qH$dm Cn ho gd ngo Oo `dgm`mV `oVmV, `m Imcrc
Revenue or Income Jmo>tMm g_mdoe AgVmo.
 is all the money that (A) CnmXZmMr {dH$s Am{U godm
comes into the
business. This (~) `dgm`mgmR>r {Xco OmUmao ewH$
includes: (H$) H$moU`mhr moVmH$Sy>Z `dgm`mgmR>r H$O
a. Sales of products (S>) Ho${S>Q> Xo`Ho$
and services
b. Fees paid to the * IM hUOo `dgm`mgmR>r IM Ho$cocm ngm. `j IM, A`j
business IM Am{U BVa IM Aer IMmMr {d^mJUr Amho.
c. Loans to the
business from any (A) `j IM qH$dm WoQ> IM :- `dgm`mgmR>r cmJUmar CnmXZo
source Am{U godm IaoXr H$a`mgmR>r IM Ho$cocm ngm hUOo WoQ>
d. Credit payments
(Money paid back to
IM.
the business by (~) A`j IM :- `dgm` Mmcd`mgmR>r cmJUmam BVa IM,
someone who owed) Ogo H$s H$m_JmamMm nJma, {Q>{\$Z g|Q>aMo ^mS>,o drO Am{U
Expenses is all the
money that is spent nmUr.
by the business. (H$) BVa IM :- `mV H$a Am{U H$O `mMm g_mdoe Amho.
Expenses are (S>) {Zdi Cn :- hoM Jw`m {Q>{\$Z g|Q>aZo Ho$co Amho.
divided into direct
costs, indirect costs, EHy$U {_iH$Vr_YyZ EHy$U IM dOm H$Z Or {ecH$ amhVo Vo {Zdi
and other expenses. Cn.
a.Direct costs Money
spent to buy
products and
services for the
business. E.g. The
money that Guru
pays to buy
Vegetables, Milk,
Flour, & other
groceries
b.Indirect costs The
other costs of
running his business.
E.g. Salaries for
Staff, Rent for his
tiffin center,
Electricity & Water.
c. Other expenses
These include taxes
and debt
d.Net income This is
the money that
Gurus tiffin center
makes. It is
calculated by
deducting total
expenses from total
revenue.

Lesson 3: Calculating nmR> 3 :- Z`mMr _moOUr

Profit
Having a successful Ho$di IaoXr Am{U {dH$s qH$dm Hw$Qw>~mcm nmqR>~m Xo`mgmR>r ngo
business takes more
than buying and selling H$_dUo hUOo `edr `dgm` hmoV Zmhr. `dgm`mgmR>r Z\$m {_i{dUo
items or making money Amd`H$ Amho Am{U Vmo Z\$m _m{gH$ qH$dm gmVm{hH$ qH$dm X{ZH$ _moOVm
to support the family. The
business needs to earn a Amcm nm{hOo.
profit and this must be
calculated monthly, if not
weekly or daily
Since Guru was very * Jw `m`m `o`m~c AJXr n> Ag`m_wio, `dgm`m`m n{h`m
clear about his target
, he started doing a {XdgmnmgyZM `mZo H$mhr Jmo>r H$am`cm gwdmV Ho$cr, Ogo H$s,
few things right from (A) {Q>{\$Z H|$mV {_iV Agco`m gd CnmMo aoH$mS> R>odUo, _J
the first day of his
business, like
Vo {Q>{\$Z {dH$sVyZ Amcoco Agmo qH$dm H$Q>[aJ AmS>a _YyZ
a. Maintaining record of {_imcoco Agmo.
all the income he (~) `m`m {H$aH$moi {H$amUm, doVZ, ^mS>,o drO, dmhVyH$ B`mXr
was getting in the
Tiffin Center, be it gd IMmMm aoH$mS> R>odUo.
from the sale of
tiffins or the catering
orders that he got
b. Maintaining a record
of all the Expenses
including his Grocery
purchases, Salaries,
Rent, Electricity,
Transport etc
Infact what is interesting IaVa, gJ`mV MmJcr Jmo> hr hmoVr H$s `dgm`m`m n{h`mM
to note is that, he also
developed a budget right _{h`mnmgyZ m`Zo EH$ ~OoQ> V`ma Ho$c hmoV. Oohm `mZr Amn`m ~OoQ>Zwgma
in the first month of his `m`m dmV{dH$ Cnm`m n{h`m 3 _{h`mMr VwcZm Ho$cr Vohm `m`m
business. When he
compared his Budget
CnmVrc dVy Am{U IMmMm gmame ~OoQ>_`oM hmoVm.
with the first 3 months of (A) Cn Am{U IMm`m Zm|XdhrV {c{hco`m gJ`m Jmo>r
his actual Income & `m`m XZ{XZ Zm|XrVyZ Am`m hmo`m.
Expenses Statement, the
items on his income and (~) `m`m XZ{XZ Zm|Xr_`o aoH$mS> ~wH$, {~c Am{U nmd`mMm
expense summary were g_mdoe hmoVm.
the same as in the
budget.
(H$) `m`m AXmOnH$mVyZ Am{U aoH$mS> ~wH$`m Vnercm_mUo,
a. The amounts that AmVm Jw `mMo {Zdi Cn qH$dm Z\$m Ko`mgmR>r V`ma
are written down in Amho.
his income and
expense summary Z\$m hUOo EHy$U {_iH$Vr_YyZ EHy$U IM dOm H$Z Omo ngm
came from his daily {ecH$ amhVmo Vmo Z\$m AgVmo.
records.
b. His daily records
include the record
book, receipts, and
invoices.
c. Infact with details
from his budget and
record books, Guru
was now ready to
calculate his net
income/profit

Profit is all the money left

after deducting the total
expenses from the total
revenue
Amn`m `dgm`mV Z\$m _moOVmZm,
When Calculating the
Profit in your business (A) EHy$U {dH$sgh gwdmV H$am.
(~) WoQ> qH$_V dOm H$am. `mcmM {dH$s Ho$co`m dVyMr qH$_V
a. Start with the Total XoIrc hUVmV.
Sales
b. Deduct the Direct
Costs. These are
also called the Cost
of goods sold.
For example, If you buy 6 CXmhaUmW, Oa Vwhr 6 erV no`m`m ~mggmR>r 4000 . {Xco Am{U `mMr
crates of soft drinks for {dH$s 5400 . Ho$cr hUOoM Vwhr Ho$di 1400 . ~mggmR>r {Xco.
Rs. 4000 and sell them
for Rs. 5400, you have H$maU 4000 hr WoQ> qH$_V hmoVr IaoXr Ho$co`m _mcmMr. `m_wio 1400 .
made only Rs.1400 hm Vw_Mm {Zdi Z\$m Pmcm. nU Varhr hm 1400 . Z\$m AmnU Oar
because you have to pay CnmXZmMr {dH$s H$a`mnmgyZ ~Z{dcm Amho. Var Vmo {Zdi Z\$m Zmhr
for the crates of soft H$maU Amn`mcm AOyZhr Amn`m A`j IMmgmR>r ngo Xmdo cmJVmV.
drink. Rs. 4000 is your
direct cost/cost of goods ho Amn`m `dgm` Mmc{d`mgmR>rMo IM AmhoV Am{U Vo {Zdi Z`mVyZ
sold. The Rs. 1400 result H$mT>co OmUo Amd`H$ Amho. CXm. `m 1400 . _`o Vw_Mr doVZ, ^mS>o
is your Gross Profit, Am{U drO 600 . n`V Agoc Va Vwhmcm 800 . ZoQ> m{\$Q> Pmcm Amho.
meaning Rs. 1400 is the hUOoM Vr aH$_ Vwhr `dgm`mVyZ {_idcr Amho.
money you have made
from selling the product,
but it is not your net profit
because you still have to
pay for your Indirect
Costs. These are the
costs of operating your
business, and must be
taken out of the gross
profit. Say in this case, if
your salaries, rent and
electricity adds up to
Rs.600, you are left with
Rs. 800. which is your
Net Profit i.e. the
amount made from the
business
Lesson 4: What is nmR> 4 :- VmoQ>m hUOo H$m`?
loss
Small businesses do not N>moQ>o `dgm` Zoh_rM \$m`Xm {_idyZ XoV ZmhrV H$Yr Var `mVyZ
always make profits, they VmoQ>mhr hmoVmo.
sometimes make a loss. VmoQ>m :- hUOo Oohm Amncm IM AmnU Ho$co`m {dH$snojm OmV AgVmo.
Loss This is when your
expenses are more than
the sales you have
made.
You know you have a Oa Vwhr Z\$m H$_md`m`m {H$`ocm {dc~ Ho$cm Va Vw_Mm VmoQ>m/ZwH$gmZ
loss if you have followed
the process of calculating Amho. nU H$mhr gH$mam_H$ g`oEodOr ZH$mam_H$ H$_mH$ mV Pmcm hUOo
profit, but end up with a ZwH$gmZ Pmc.
negative number instead
of a positive number.
The negative number is ZH$mam_H$ g`m/ H$_mH$ hUOo ZwH$gmZ. Vw_Mm `dgm` H$m Amho `mMm
the Loss. It does not
matter why you have a H$mhr \$aH$ nS>V Zmhr. Vwhr Vw_`m `o`mMr nyVVm H$M eH$V Zmhr. Oa
business. You cannot Vwhr Z\$m H$_mdcm ZmhrV. Vwhmcm ZwH$gmZ Pmco Agoc Va Vwhmcm Vw_Mm
accomplish your goal if
you are not making any
`dgm` MmcdVmZm H$mhr ~Xc H$aUo Amd`H$ Amho.
profits. If you have a
loss, you need to make
some changes in how
you run your business.
Lesson 5: Remember nmR> 5 :- `m _hdm`m ~m~r cjmV R>odm.
these key words.
a. Sales Cash paid
1. {dH$s :- CnmXZo, godm Am{U \$s gmR>r ^acocr amoI aH$_.
for products, 2. IM :- `j qH$dm A`j IMmgmR>r {Xcocr amoI aH$_.
services, and fees. 3. amoI aH$_ :- `oH$ {Xdgm`m eodQ>r Vw_`mOdi Agcocm ngm
b. Expenses Cash hUOo amoI aH$_. hm ngm hUOo {dH$sVyZ Amcocm ngm dOm
paid for direct and IMmcm cmJcocm ngm.
indirect costs.
c. Cash balance The 4. X{ZH$ amoI aH$_o_`o H$o {S>Q>Mr JUZm hmoV Zmhr. Amn`m aoH$mS> ~wH$
amount of cash you _Yrc Ho${S>Q> hUOo AmnU Ho$cocr {dH$s nU AXmn Amn`mcm
have at the end of
each day. It is your
amoI aH$_ mV Pmcocr Zmhr. CXm. Vw_`m JmhH$mcm "gmoS>m' hdm
daily money in (or hmoVm nU `mZr EH$ AmR>dS>mZVa ngo Xo`mMo dMZ {Xco. hm `dhma
sales) minus your Vwhr amoI aH$_oV _moOy eH$V Zmhr, hm H$o {S>Q> {dH$s _`o OmVmo.
daily money out (or
expenses). 5. Z\$m :- Z\$m hUOo EHy$U {_iH$V dOm EHy$U IM. Xa _{h`mcm
d. Credit does not qH$dm Xa 3 _{h`mZr Vwhr Vw_`m Z`mMr _moOUr H$am. `m_wio
count in the daily
cash balance.
Vw_Mm `dgm` H$gm Mmccm Amho `mMr Vwhmcm nyU H$nZm `oBc.
Credit in your amoO Z\$m _moOUo dmV{dH$ nmhVm e` Zmhr H$maU `mV ^mS>o Am{U
record book means drO `mgmaIm IMmMmhr g_mdoe AgVmo.
sales that you have
made but have not 6. `j IM :- Vwhr {dH$V KoVco`m dVygmR>r {Xcocm ngm, qH$dm
received cash for Vwhmcm {dH$s H$a`mgmR>r cmJUmam ngm.
yet. For example,
your customer
7. A`j IM :- H$m_JmamZm Xo`mV `oUmam ngm, Am{U BVa
wanted a soda but `mdgm{`H$ IM
promised to pay you 8. {Zdi Z\$m hUOo CnmXZmMr {dH$s H$Z {_idcocm ngm. (EHy$U
the money in a
week. You should {dH$s dOm EHy$U IM)
not count this sale 9. gd `j Am{U A`j IM dOm H$Z amhUmar aH$_ hUOo
when adding up WoQ> Z\$m.
your daily cash
balance. It is
recorded under
credit sales.
e. Profit The total
income for your
business minus its
total costs.
Calculate your profit
every month or
every three months.
Doing this allows
you to get a clear
 picture of how your
business is doing.
Trying to calculate
profit daily is not
realistic because it
is hard to include
costs like rent and
electricity.
f. Direct costs The
money you pay for
the items that you
sell, or the money
you use to make the
items that you sell.
g. Indirect costs The
money you pay for
labor and for other
business costs.
h. Gross profit is
money you have
made from selling
the product. (Total
sales Direct costs)
i. Net Profit is the total
amount made from
the business after
subtracting all direct
and indirect costs.
 7.Managing Costs
Script 7 : IMmMo `dWmnZ / `dWmnH$s` IM
# English
Introduction
Raghav has a medical shop right next to
the Government Hospital. As it is the only
hospital, people from the neighbouring
villages also come to Government
Hospital for treatment. His monthly costs
include shop rental, electricity and water
bills, salary to the helper, purchase of
medicines, and transportation charges.
While Raghav was tallying his accounts
he noticed that his business was not
generating enough money as it was
earlier. In spite of the same amount of
sales there was a dip in the income. He
then realized that he overlooked a lot of
things such as tracking credit payments,
higher electricity bills, and discarding of
medicines due to expiry.
Issues like Raghav, is a common scenario
among many other business owners.
Irrespective of the size of the business,
every business should try its best to cut
costs to make ends meet. However, with
so many issues and concerns to worry
about, business owners can sometimes
fall behind in their finances, making it
difficult to run their business.
For any business wishing to improve its
financial status and gain some sort of
stability in the market, controlling cost is
mandatory. If a business does not get a
hold of its hidden and seen costs, it will
find itself in a very difficult situation. This
course on Managing Costs will guide
you as a small business owner, on how to
control cost.
Lesson 1: Improve your bookkeeping
and accounting practices
Right from the start of the business,
ensure that you note down your income
and expenses. This will help you analyze
where you have over spent and also
where you can cut down on unnecessary
expenditures. A well-organized and up-to-
date record book has benefits beyond
cost control. Here are some bookkeeping
practices you should follow:
Translation
gaH$mar hmpnQ>cOdiM amKd `mMo EH$
_o{S>H$c XH$mZ Amho. ho EH$_od Umc` Ag`mZo
eoOma`m JmdmVrc cmo H$XoIrc emgH$s` Umc`mV
CnMmamgmR>r `oVmV. `m`m _m{gH$ IMm_`o XH$mZmMo
^mS>o, drO, nmUr, ~rc, H$m_JmamMm nJma, AmfYmMr
IaoXr Am{U dmhVwH$sMm g_mdoe Amho. amKd Amn`m
Im`mMm Vmi_oi H$aV AgVmZm `m`m cjmV Amco
H$s `m`m `dgm`mVyZ `mcm nydugmaIo ngo {_iV
Zmhr`oV. {dH$s VodT>rM hmoV Agcr Varhr {_iH$V
dmT>cocrM Zmhr. ZVa `mcm OmUdco H$s, cmoH$mZm
{Xcocr CYmar/Ho${S>Q>, AdmOdr drO ~rc, _wXV
gncocr AmfYo H$mTy>Z Q>mH$`mgma`m ~`mM ~m~tH$S>o
Xcj Pmco Amho.
amKd gma`m g_`m AZoH$ `mdgm{`H$
_mcH$mZm AmhoV. `dgm` chmZ Agmo qH$dm _moR>m,
H$_rV H$_r IM H$a`mMm `Z Ho$cm nm{hOo. VWm{n
`m~c ~`mM g_`m Am{U qMVm_wio `dgm` _mcH$
H$mhr doim `m`m Am{WH$ pWVr_`o _mJo nS>VmV,
`m_wio `mMo `dgm` MmcdUo AdKS> hmooV.o
`m`m Am{WH$ pWVrV gwYma`gmR>r Am{U
_mH}$Q>_`o H$mhr _mUmV pWaVm {_i`mgmR>r IMmda
{Z`U AgUo hr `oH$ `dgm`mgmR>r Amd`H$ ~m~
Amho. `j Am{U A`j IMmda {Z`U R>odc Zmhr
Va `dgm` H$aU H$R>rU hmoBc. cKw `dgm`mMo _mcH$
hUyZ ""_ZoqOJ H$mQ>'' qH$dm `dWmnH$s` IM /
IMmMo `dWmnZ `m H$mog_YyZ Vwhmcm _mJXeZ
{_ioc.
nmR> 1 :- {hemo~ R>odUo Am{U Im`mMm A`mg
gwYmam
`dgm`m`m gwdmVrnmgyZM Vwhr Vw_`m
CnmMr Am{U IMmMr Zm|X R>odm. ho Amn`mcm AmnU
Hw$R>o IM OmV H$aVmo` Am{U Hw$R>o AZmd`H$ IM
H$_r H$Z IMmMr H$nmV H$ eH$Vmo `mMo {dcofU
H$a`mg _XV H$aoc. EH$ gw`dpWV Am{U AX`mdV
aoH$mS> ~wH$Mm Iyn \$m`Xm hmoVmo. AmnU nmcZ H$amdoV

1. Separate Business and Personal
Expenses Have a dedicated
business bank account. This small
business accounting practice will
save you major confusion.
2. Track Every Expense Track each
expense and your cash flow else you
can easily run out of money. Maintain
a folder for your copies of receipts.
3. Accurately Record Deposits
Make sure to records revenue from
sales and other cash inflows.
4. Dedicate Time to Update Your
Books Dedicate time to keep your
records order and avoid letting
receipts and invoices pile up. Make
sure to stick to the time youve set
aside.
5. Expect Major Expenses Make
sure you plan to accommodate for
unexpected expenditure. Larger
expenses often come up during
slower months so plan ahead to
avoid a cash crunch.
6. Maintain Inventory Records
Avoid misplacing products or theft -
by noting dates purchased, stock
numbers, purchase prices, dates sold
and sale prices.
7. Follow Up on Invoices and
Receivables Make sure you follow
up customers who have purchased
on credit. Make a note of all credit
payments.
Lesson 2: Make use of Technology
Technology will help improve productivity
There are many tools to help your
business save money. Basic investment
on a computer and internet connection
can save money on time and labor, boost
productivity and allow you to pay attention
to turn to the future. To begin with you
can focus on using some free tools
relevant to
1. Online invoicing - This not only frees
up more time for you,but guarantees
Ago H$mhr {hemo~mMo `dhma BWo AmhoV.
1. {d^V `dgm` Am{U d`pVH$ IM :-
`dgm`mgmR>r EH$ ~H$ ImVo R>odm. `m N>moQ>mem
Jmo>t_wio Iyn _moR>m Jm|YimnmgyZ dmMy eH$Vm.
2. `oH$ IMmMm _mJmodm `m. :- `oH$ IMmMm
Am{U {_iH$VrMm _mJmodm R>odm. A`Wm ngo
cJoM gny eH$VmV. Vw_`m gJ`m nmd`mgmR>r
doJi \$moS>a R>odm.
3. AMyH$nUo Zm|X R>odm :- CnmXZmMr {dH$s H$Z
{_idcocm ngm Am{U IaoXrcm cmJcocm ngm
`mMr AMyH$ Zm|X R>odm.
4. Vw_`m gd Zm|Xr AX`mdV H$a`mgmR>r doi
Xm :- AmS>a`m Zm|Xr doi`m doir H$am.
nmd`m Am{U {~cm`m Zm|Xr doirM H$am. `mMo
T>rH$ H$Z gmR>dyZ R>ody ZH$m. `mgmR>r Omo doi
Vwhr XoUma Agmc `mM doimV amoO Vo H$m_ nyU
H$am.
5. _moR>m IMmMr V`mar R>odm :- AZno{jV
IMmgmR>r Vwhr H$mhr `moOZm ~Zdm. _Xr`m
H$mimV _moR>o IM `oD$ eH$VmV, `m_wio ZVa
nemMr AS>MU Q>mi`mgmR>r AmYrM `mMm
~Xmo~V H$am.
6. BZh|Q>ar aoH$mS>g R>odm :- IaoXrMr VmarI Zm|X
H$Z R>odm hUOo dVy Jhmi qH$dm Mmoar hmo`mMo
Q>miVm `oBc. Q>mH$ {H$Vr Amho, IaoXrMr qH$_V,
{dH$sMr VmarI Am{U {dH$sMr qH$_V `mMr Zm|X
R>odm.
7. McZ Am{U nmd`mMm _mJmodm `m :- `m
JmhH$mZr Ho${S>Q>da IaoXr Ho$cr Amho. `mMm
_mJmodm `m. gd H$o {S>Q> no_|Q>Mr Zm|X R>odm.
nmR> 2 :- VkmZmMm dmna H$am.
VkmZmMm dmna CnmXZeVr gwYma`mg _XV
H$aVo. Aer ~arM gmYZo AmhoV `m_wio Vwhr
`dgm`mV nemMr ~MV H$ eH$Vm. gJUH$ Am{U
BQ>aZoQ> H$ZoeZ _`o Ho$cocr JwVdUyH$, doi Am{U
l_mMo ngo dmMdy eH$Vo. `m_wio CnmXH$Vm dmT>dyZ
Vwhr ^{d`mVrc `moOZmda cj H|$rV H$ eH$Vm.
`mgmR>r cmJUm`m H$mhr {\$$ Qw>gMm / gmYZmMm dmna
H$gm H$am`Mm Vo nmh `m.
1. AmZcmBZ BZdmBqgJ :- `m_wio Ho$di doioMrM
~MV hmoV Zmhr, Va AMyH$ AmH$S>o_moS> hmoVo Or
 any of the precise calculations
needed are done without a chance
for human error.
2. Tools that you can use to maintain
your accounts, store customers data,
and to browse any relevant
information.
3. Online Calendar to allocate time for
updating your records daily or
weekly.
Lesson 3: Have a check on the
Inventory
You may consider buying products in bulk
from the vendor to avail discount. But you
may end up paying more to manage the
inventory. Here are some tips to reduce
inventory costs:
1. Count Everything in Stock: It is
tempting to maintain extra inventory
assuming that the demand for
products may increase. But this
usually leads to overstocking, which
results in extra costs. Always count
and document the stock you have.
From there, you can determine what
sells the fastest and does not.
2. Just-in-time Inventory: It is best to
have a just-in-time inventory so
that you have enough supplies to
meet the demand when required.
You will need to plan well in advance
to avoid any delays from the supplier.
Lesson 4:Ensure that vendor/supplier
contracts are reviewed
If you are in a contract with any of your
suppliers make sure your review them
periodically. In brief,
It is wise to renegotiate your
contracts every year, even if it means
additional time.
Avoid signing multi-year contract,
thinking it will reduce cost. When you
do so, it usually favors the vendor
over you.
Lesson 5: Other basic tips to follow
Keep an eye on the energy
consumption Switch off lights and
other equipment when not in use. If
possible, use laptop computers
Amn`m hmVyZ MwH$sMr hmoD$ eH$Vo.
2. Vw_Mo ImVo `dpWV R>od`mgmR>r, JmhH$mMr
_m{hVr {c{h`mgmR>r Am{U Amd`H$ Agco`m
_m{hVr ~mD$U H$a`mgmR>r Qw>g dmn eH$Vm.
3. AmZcmBZ {XZX{eH$m / H$c|S>a, X{ZH$ qH$dm
gmm{hH$ Zm|Xr AX`mdV H$a`mgmR>r Cn`moJr nS>Vo.
nmR> 3 :- Bh|Q>ar MoH$ H$am.
gdcV {_id`mgmR>r Vwhr {dHo$`mH$Sy>Z
_moR>m _mUmV IaoXr H$ eH$Vm. nU Bh|Q>ar
`dWmnZmda A{YH$ ngo IM H$amdo cmJVrc.
Bh|Q>ar H$mQ> H$_r H$a`mgmR>r`m H$mhr Q>rg BWo
AmhoV.
1. Q>mH$_`o Agco`m gd Jmo>r _moOm :-
CnmXZmMr _mJUr dmTy> eH$Vo Ago JhrV YZ
A{V[aV dVyMr gmR>dU H$aUo _mo{hV H$aVo.
nU `m_wio A{V[aV gmR>m hmoVmo `m_wio OmV
ngm IM hmoVmo. Q>mH$ Zoh_r _moOm Am{U `mMr
Zm|X R>odm. `m_wio H$moU`m Jmo>tMr {dH$s cdH$a
H$am`cm hdr `mMm AXmO `oBc.
2. BZ-Q>mB_ Bh|Q>ar :- Amd`H$ Agoc Vohm
_mJUr nyU H$a`mgmR>r nwaogm nwadR>m OmUyZ Ko`mgmR>r
BZ-Q>mB_ Bh|Q>ar Cm_ Amho. nwadR>mXmamH$Sy>Z
H$moU`mhr H$maMm {dc~ Q>mi`mgmR>r Amnm`cm
AmYrnmgyZM `moOZm AmI`mMr JaO Amho.
nmR> 4 :- {dHo$`m/nwadR>mam`m H$amamMo
nwZamdcmoH$Z Ho$co Amho `mMr Imr H$am.
Oa Vwhr Hw$R>`mhr nwadR>mXmam~amo~a H$ama Ho$cm
Agoc Va doimodoir `mMr g_rjm H$am. WmoS>`mV,
* {H$Vr doi ImD$ H$m_ Agc Varhr Xadfu
Vw_`m H$amamda nwZ{dMma H$aUo Amd`H$ Amho.
* qH$_V H$_r {_ioc qH$dm qH$_VrV gdcV
{_ioc hUyZ ~`mM dfmgmR>rMm H$ama H$
ZH$m. Vo Vw_`m {dHo$`mgmR>r AZwHy$c Amho,
Vw_`mgmR>r Zmhr.
nmR> 5 :- AZwgaU H$a`mgmR>r H$mhr
_hdm`m {Q>g
* CO}`m dmnamda ZOa R>odm :- dmnamV ZgVmZm
 instead of a standard desktop.
Laptops consume approximately
90% less energy.
Reduce your phone bills Make
use of online tools. Use Skype,
Google Chat or other chat services to
chat. If possible see if you can use
video conference facility to help
reduce your travel cost.
Ask your customers: By interacting
with your customers you will get
inputs of their buying preferences.
You can then make decisions such
as replacing an expensive product
with more cost effective ones.
{Xdo Am{U BVa CnH$aUo ~X H$am. e`
Ag`mg gJUH$mEodOr cnQ>mn dmnam. H$maU
cnQ>mn Odinmg 90% H$_r COm dmnaVmo.
* \$moZMo ~rc H$_r H$am :- AmZ cmBZ gmYZmMm
dmna H$am. H$mBn dmnam, JwJc MQ> qH$dm BVa
MQ> godm dmnam phS>rAmo H$m\$ag H$am,
OoUoH$Z Vw_`m dmgmMr qH$_VrMr ~MV
hmoBc.
* Amn`m JmhH$mZm {dMmam :- JmhH$mer gdmX
gmYyZ `m`m IaoXr mYm`H$_mMr _m{hVr `m.
hUOo _hmJS>m dVy_`o CJmM ngm AS>Hy$Z
nS>Uma Zmhr.
 8. How to assess business risks
Script 8 : `dgm` OmoI_rMo _y`mH$Z H$go H$amdo?
# English
Introduction
Arun completed his graduation and wanted
to open a stationery shop in his village. He
needed an initial investment amount of Rs.
50,000 to start his business. He had a
savings of Rs. 20,000 and was planning to
avail a Small Business loan for Rs. 30,000.
But before he could apply for the loan he
wanted to evaluate the risk involved in
starting a business so that he could make a
decision to go ahead or to look for an
alternative. Here is list of risks, Arun could
think of
1. Repayment of the loan availed - If he
could pay back the monthly installments
2. Safeguarding the products - Loss that
may occur due to theft or damage of
products
3. Generate income - If he could generate
enough money to cover his personal
commitments
4. Survive the competition - The risk of
customers buying from competitors than
from Arun
The list Arun prepared is just a small part of
the risks involved in the business. There is a
lot more that Arun& other business owners
need to be aware about assessing business
risks.
From financial risks, such as investments, to
new market competitors, unexpected
incidents occur in the business world at any
time. As an agripreneur, its your job to
properly plan your business with risk
management strategies so that you can be
ready to meet those risks and fight them off
with minimal setbacks to your business
operations. To make sure your decisions are
sound, conduct a risk analysis for your small
business.
Translation
n[aM` :- AUZo nXdr mV Ho$cr Am{U
Amn`m JmdmV `mcm Q>oeZarMo XH$mZ CKS>m`Mo
hmoV.o `mcm `dgm` gw H$a`mgmR>r 50,000 .
Mr JwVdUyH$ H$am`Mr hmoVr. `m`mH$S>o 20,000/-
~MVrMo ngo hmoVo Am{U Caco`m 30,000 . M
`mcm H$O `m`M hmoV. nU H$O Ko`mAmYr Vmo
`dgm` gw H$a`m`m OmoI_tMo _y`_mnZ H$
BpN>V hmoVm, OoUoH$Z Vmo nwT>o Om`mMm qH$dm n`m`
emoY`mMm {ZU` KoD$ eHo$c. BWo Aem H$mhr
OmoIr_ {X`m AmhoV, `mMm AU {dMma H$
eH$Vmo.
1. KoVco` H$OmMr naV\o$S> :- Oa Vmo
_{h`mMm hVm ^ eH$V Agoc Va.
2. dVyMo gajU H$aUo :- CnmXZmMr Mmoar
qH$dm Iamir Pm`m_wio hmoUmao ZwH$gmZ
`mnmgyZ gajU H$am.
3. Cn {_idUo :- d`pVH$ O~m~Xm`m nyU
H$a`mgmR>r nwaogo ngo H$_mdUo.
4. nY}V {Q>Hy$Z amhUo :- AU nojm BVa
{VnYvH$Sy>Z JmhH$mZr IaoXr H$a`mMo
YmoHo$.
AUMr `mXr hr `dgm`mV Agco`m
OmoI_tMm \$V EH$ N>moQ>m ^mJ Amho. Aem AOyZ
~`mM Jmo>r AmhoV H$s AU Am{U BVa
`mdgm{`H$ _mcH$mZm, `dgm` OmoI_tMo _y`mH$Z
H$aVmZm OmJV ahm`cm nm{hOo.
Am{WH$ OmoIr_, Ogo H$s ZdrZ ~mOmanoR>oV
JwVdUyH$, AZno{jV KQ>Zm `dgm`mV H$moU`mhr
doir KS>VmV. EH$ H$fr `dgm`H$ hUyZ,
`dgm`mMo {Z`moOZ H$aUo hr Vw_Mr O~m~Xmar Amho.
`dgm`mV`m OmoI_r OmUyZ KoD$Z `mMr `moOZm
H$am, OoUoH$Z AmnU `m OmoI_tZm Vm|S> Xo`mg
Am{U Amn`m `dgm`mVrc hmcMmcr gwairVnUo
H$a`mgmR>r gO hmc. Amnco {ZU` `mo`
Ag`mMo gw{ZpMV H$a`mgmR>r, Amn`m cKw

Risks assessments identify potential hazards
and their consequences. This course on
How to assess business risks will help you
learn how to use risk assessments to reduce
business risks.
Lesson 1: What is risk analysis in
business?
A risk is a situation that can either have huge
benefits or cause serious damage to a small
businesss financial health. Sometimes a risk
can result in the closure of a business.
Before taking risks at your business, you
should conduct a risk analysis.
A risk assessment for small business is a
strategy that measures the potential
outcomes of a risk. The assessment helps
you make smart business decisions and
avoid financial issues.
The key is to not only be positive for reasons
to take action, but to also utilize risk factors
to guide your decisions. You must not only
have courage to bet on your ideas, but you
must also have the ability to take a
thoughtful, calculated approach. Its nearly
impossible to remove all risk in any scenario,
but whats important is to make sure these
troublesome areas are always considered
and understood.
Lesson 2: Purpose of risk assessments
You can use your business risk assessment
for making decisions and financing your
business. A simple risk assessment will:
Help you avoid hazards that could
damage your finances
Informs you about the steps you need to
take to protect your business
You can see what situations you need
to address and avoid.
Help you prepare to talk with lenders
who want to know your businesss level
of risk before giving you money. They
look at the likelihood of your business
growing and how likely you are to pay
back the loan.
`dgm`mVrc OmoI_tMo {dcofU H$am.
OmoIr_ _y`mH$Z, g^m` YmoHo$ Am{U
`mMo n[aUm_ AmoiIm`cm _XV H$aVmV. ""OmoIr_
_y`mH$Z H$go H$amdo'' hm H$mog Amn`mcm
`dgm`mVrc OmoIr_ H$_r H$a`mgmR>r OmoIr_
_y`mH$Z H$go dmnamdo ho OmUyZ Ko`mg _XV H$aUo.
nmR> 1 :- `dgm`mVrc OmoIr_ {dcofU
hUOo H$m`?
OmoIr_ hr Aer Jmo> Amho H$s EH$Va _moR>m
\$m`Xm {_idy eH$Vo qH$dm cKw CXmoJmMo Am{WH$
Q>m ZwH$gmZ hmoD$ eH$Vo.
chmZ `dgm`mgmR>r OmoIr_ _y`mH$Z EH$ Ag
YmoaU Amho Oo EH$m OmoI_rMo g^m` n[aUm_ _moOVo.
_y`mH$Z Amn`mcm _mQ> `dgm`mgmR>r {ZU`
Ko`mg _XV H$aVo Am{U Am{WH$ g_`m Q>miUo.
ho Ho$di H$Vr H$a`mH$aVmM gH$mam_H$
Zmhr, Va Amn`mcm Amn`m {ZU`mV _mJXeZ
H$a`mgmR>r OmoIr_ KQ>H$ dmnam. Vw_`m H$nZm
`jmV CVad`mgmR>r Ho$di Y`M Zmhr Va
{dMmaerc Am{U hoVynydH$ {>H$moZ R>od`mMr j_Vm
XoIrc AgUo Amd`H$ Amho.
H$moU`mhr n[apWVrV gd OmoIr_ H$mTy>Z
Q>mH$Uo Odinmg Ae` Amho, nU mgXm`H$ jo
Zoh_r {dMmamV Am{U g_OyZ KoVc nm{hOo.
nmR> 2 :- OmoIr_ _moO_mnmMm hoVy
OmoIr_ _y`mH$ZmMm dmna AmnU {ZU`
Ko`mgmR>r Am{U Amncm `dgm` {dmnwadR>m
H$a`mgmR>r H$ eH$Vm. gmYmaUV: OmoIr_ _y`mH$Z
Ago Agy eHo$c :
* Amn`m Am{WH$ n[apWVrcm H$maUr^yV R>
eH$Umao YmoHo$ Q>mi`mg _XV hmoBc.
* Amn`m `dgm`mMo gajU H$a`mgmR>r
Amd`H$ Agco`m nm``mMm {dMmam~c gy{MV
H$aVo.
* Amn`mcm ngo Xo`mnydu, Amn`m
`dgm`m`m OmoIr_ nmVirda OmUyZ Ko`mg
BNw>H$ Agco`m gmdaH$am~amo~a ~moc`mg V`ma
hmo`mgmR>r _XV H$aVo Vo Amn`m `dgm`mMr dmT>
H$er Amho Vo nmhVmV Am{U H$OmMr naV\o$S>
H$a`mMr e`Vm {H$Vr Amho Vo nmhVmV.
Lesson 3: Internal vs. external risks
Internal risks are often more specific to your
business and easier to control than external
risks. Examples of internal risks include:
1. Financial risks
2. Marketing risks
3. Operational risks
4. Manpower risks
Though you can project external risks, they
are usually out of your control. These risks
include:
1. Changing economy
2. New competitors
3. Natural disasters
4. Government regulations
5. Consumer demand changes
Lesson 4: Advantages of conducting a
risk assessment
Here are the benefits of doing risk
assessments. Hazard identification and risk
assessment will help you:
1. Recognise and control hazards in your
business
2. Set risk management standards, based
on acceptable safe practices
3. Reduce incidents in the business
4. Save costs by being proactive instead of
reactive.
Your proactive effort to implement risk
management systems can prevent the
majority of incidents that may occur in your
business. The following are examples of
systems to put into place in business to
reduce the likelihood of a health and safety
incident:
training;
inspections;
work procedures;
planned maintenance of equipment and
structures; and
ensuring sufficient and competent
supervision.
Lesson 5: How to do a risk assessment
There is no one way to assess business risk.
The assessment is not 100% accurate when
it comes to judging your level of risk. A small
nmR> 3 :- AVJV {d ~m OmoIr_
~m OmoI_tnojm AVJV OmoIr_ OmV
_hdm`m Am{U hmVmi`mg gmo`m AgVmV.
AVJV OmoIr_tMr CXmhaUo :
1) Am{WH$ OmoIr_ 2) {dnUZ OmoIr_ 3)
_Zw`~i OmoIr_
Oar ~m OmoIr_ AmnU hmVmiy eH$V
AgcmV Varhr `m Amn`m {Z`Um~mhoa AgVmV.
`m OmoI_t_`o -
1) AW`dWm ~XcUo. 2) ZdrZ {VnYu
3) gaH$mar {Z`_ 4) JmhH$m`m _mJUrVco ~Xc.
nmR> 4 :- OmoIr_ _y`mH$Z Am`mo{OV
H$a`mMo \$m`Xo
OmoIr_ AmH$cZ H$a`mMo H$mhr \$m`Xo BWo
{Xco AmhoV. Ymo`mMr AmoiI Am{U OmoIr_
_y`mH$Z Amn`mcm Imcrc ~m~VrV _XV H$aoc.
1. Amn`m `dgm`mV Agco`m Ymo`mZm
AmoiIm Am{U {Z`{V H$am.
2. drH$m` gwa{jV nVtda AmYm[aV OmoIr_
`dWmnZ _mZH$ goQ> H$am.
3. `dgm`mVrc KQ>Zm H$_r H$m.
4. {V{H$`o EodOr gH$s` amhm Am{U IMmMr
~MV H$am.
OmoIr_ `dWmnZ Umcr A_cmV
AmU`mgmR>r Amncr g{H$` `Z Amn`m
`dWmnZ hmoD$ eH$Vrc Aem ~hVoH$ KQ>ZmZm amoIy
eH$Vmo. `dgm`mV CVad`mgmR>r Amamo` Am{U
gwajm KQ>ZoMr g^m`Vm H$_r H$a`mgmR>r nwT>rc
H$mhr CXmhaUo {Xcr AmhoV.
* {ejU
* VnmgUr
* H$m` Umcr
* CnH$aUo Am{U gaMZmMo {Z`moOZ~ XoI^mc
Am{U
* nwaoer Am{U gj_ XoIaoIrMr Imr H$aUo.
nmR> 5 :- OmoIr_ _y`mH$Z H$go H$amdo.
`dgm` OmoI_rMo _y`mH$Z H$a`mMm
H$moUVm EH$ _mJ Zmhr. Oohm Ymo`mMr nmVir OmUyZ
`m`Mr AgVo Vohm _y`mH$Z 100% ~amo~a
 business risk analysis gives you a picture of
the possible outcomes your business
decisions could have. Use the following
steps to do a financial risk assessment.
1. Identify risks: Identify what situations
pose a risk to your finances. Then, think
about your goals and the rewards that
could come out of taking the risk.
Depending on your business, location,
and industry, risks will vary.
2. Document risks: Once you have a list
of potential business risks, define them
in a document. Set up a scoring system
for risks, from mild to severe.
3. Appoint monitors: Identify individuals
at your business also called as
monitors, who will keep an eye on and
manage risks. The risk monitor might be
you or anyone in your business.
4. Determine controls: After
understanding potential risks,assess the
impact it has on your business and
figure out controls you can use to
reduce them.
5. Review periodically: Your business
risk assessment is not a one-time
commitment. Review risk management
processes annually to see how you
handle risks.
9. How to make pricing strategies
Script 9 : {H$_VrMr YmoaUo H$er ~Zdm`Mr?
# English
Introduction
While various factors can affect a `dgm`m`m H$_mB`m g^m`Voda n[aUm_ hmoD$
AgocM Ago Zmhr. cKw `dgm` OmoIr_ {dcofU
Amn`mcm Amn`m `mdgm{`H$ {ZU`m~c g^m`
{ZH$fmMo EH$ {M XoV.o Am{WH$ OmoI_tMo _y`mH$Z
H$a`mgmR>r Imcrc n`m`mMm dmna H$am.
1. OmoIr_ AmoiIm :- H$moU`m n[apWVt_wio
Amn`m {dmr` n[apWVrg YmoH$m {Z_mU
hmoVmo ho AmoiIm. _J Vw_`m `o`mMm {dMma
H$am Am{U `m AZwgma OmoIr_ Ko`mnmgyZ
H$go ~mhoa nSy> eH$mc `mMm {dMma H$am.
Amncm `dgm`, WmZ Am{U CXmoJmZwgma
OmoIr_ ~Xcy eH$VmV.
2. OmoIr_tMr gyMr H$a`mgmR>r H$mJXmda {chZ
H$mT>m :- EH$Xm Amn`mH$S>o g^m` `dgm`
OmoI_tMr gyMr Pm`mZVa, `mZm EH$ XV
EodOmV n[a^m{fV H$am. OmoI_rgmR>r
H$moA[aJ {gQ>_ goQ> H$am. H$_rnmgyZ OmV
n`V.
3. _m{ZQ>aMr {Z`wVr H$am. :- Vw_`m
`dgm`mVrc `VtZm _m{ZQ>a Ago
hUVmV, Oo OmoI_tda cj R>odyZ `mMo
`dWmnZ H$aVrc, OmoIr_ _m{ZQ>a AmnU
qH$dm Amn`m `dgm`mVrc H$moUrhr Agy
eH$Vo.
4. {Z`Uo {ZYm[aV H$am :- g^m` OmoIr_
g_O`mZVa Amn`m `dgm`mda Agco`m
^mdmMo _y`_mnZ H$am. Am{U Aem OmoIr_
H$_r H$a`mgmR>r, Vwhr dmn eH$mc Aem
{Z`UmMr H$nZm H$am.
5. R>am{dH$ H$mcmdYrMo nwZamdcmoH$Z H$am :-
Amn`m `dgm`mMr OmoIr_ _y`mH$Z hr
Ho$di EH$m doioMr {H$`m Zmhr. AmnU
OmoIr_ H$er hmVmiVm ho nmh`mgmR>r Xadfu
OmoIr_ `dWmnZm`m {H$`oMo
nwZamdcmoH$Z H$am.
Translation
n[aM` :- {d{dY H$maUm_wio EImXm
business revenue potential, one of the
most important is the pricing strategy
utilized by its owners.Good pricing
strategy helps you determine the price
point at which you can maximize profits
on sales of your products or services.
When setting prices, a business owner
needs to consider a wide range of factors
including production and distribution
costs, competitor offerings, positioning
strategies and the business target
customer base.
While customers wont purchase goods
that are priced too high, your company
wont succeed if it prices goods too low to
cover all of the business costs. Along
with product, place and promotion, price
can have an effect on the success of your
small business.
This course on How to make pricing
strategies highlights on some of the
various strategies that businesses
implement when setting prices on their
products and services.
Lesson 1: The 4 Ps of the marketing
mix
Before we begin to look at exactly what
type of pricing options can be considered,
lets first look at why pricing strategy is
key for your small business marketing and
overall success. Pricing is a crucial aspect
of your marketing mix, and one of the four
Ps that helps drive your marketing.
These four are:
1. Product: Your product is for many
reasons the first and most important
part of your marketing mix. Your
product can be goods or a service, or
a combination of the two. In order to
correctly set your marketing strategy,
you need to be fully aware that you
know the ins and outs of your
product.If you are clear of what your
product is, how it helps people and
what makes it unique, you can then
successfully market it.
2. Pricing: This is one of the biggest
selling points for your product. Your
price will impact your profit margins,
supply and demand, and your
marketing strategy.The strategy will
also affect how you handle the
remaining two Ps.
3. Promotion: When youve set your
eH$Vmo. gdmV _hdmMr hUOo `m`m _mcH$mH$Sy>Z
dmnacocr _y`o YmoaUo MmJcr qH$_V R>a{d`m_wio
Amn`mcm qH$_V q~X {ZYm[aV H$a`mg _XV hmoV.o
`m_wio AmnU Amn`m CnmXZm`m qH$dm godm`m
{dH$sdarc Z`mda OmVrV OmV H$_mB H$ eH$Vm.
qH$_Vr goQ> H$aVmZm, `dgm` _mcH$mZo CnmXZ Am{U
{dVaUmMo IM, nYH$mMm {VgmX, YmoaUmMr pWVr
{ZpMVr Am{U JmhH$mZm c` H$Z `dgm` goQ> H$am.
Oar JmhH$ `m dVyMr qH$_V Iyn OmV Amho
`m IaoXr H$aUma ZmhrV, nU qH$_Vr Iyn H$_r cmd`m
Va Amn`mcm Amn`m `dgm`mVrc gd IM ^mJdUo
e` hmoUma Zmhr Am{U `m_wio Amncr H$nZr `edr
hmoUma Zmhr. CnmXZ, WmZ Am{U Om{hamVr ~amo~aM
qH$_V gwm Amn`m `dgm`m`m `edrVoda n[aUm_
H$ eH$Vo.
Amn`m CnmXZmda Am{U godmda qH$_Vr goQ>
H$aVmZm `dgm`mMr A_c~OmdUr H$aUm`m {d{dY
YmoaUmdarc ""_y`{ZYmaU YmoaUo H$er ~Zdmdr'' hm
A`mgH$_ ZH$sM Cn`moJr R>aoc.
nmR> 1 :- {dnUZ {_lUmMo 4Ps
_y`{ZYmaU n`m` {dMmamV Ko`mAmYr AmnU
Amn`m chmZ `dgm`mgmR>r {dnUZ Am{U EHy$UM
`emgmR>r _y` {ZYmaU `moOZm H$er _hdmMr Amho Vo
nmh `m. Amn`m {dnUZ {_lUmMm EH$ _hdmMm ncy
Amho Am{U Mma ""nr'' nH$s EH$ Amho Omo Amn`mcm
{dnUZ Mmc{d`mgmR>r _XV H$aVmo. ho Mma AmhoV.
1. CnmXZ (Product) :- Amnco CnmXZ
Amn`m {dnUZ {_lUmMo W_ Am{U gdmV
_hdmMm ^mJ Amho. Amnco CnmXZ dVy qH$dm
godm Agy eH$Vo qH$dm XmohrMo {_lU Agy
eH$Vo. Amn`m _mH}$qQ>J ZrVr `mo` [a`m goQ>
H$a`mgmR>r, Amn`m Amn`m CnmXZm`m
AVJV Am{U ~m hmcMmctMr OmUrd AgUo
Amd`H$ Amho. Amnco CnmXZ Zo_Ho$ H$m` Amho
Am{U Vo Amn`m JmhH$mZm H$em H$mao Cn`moJr
nS>oc Am{U Vo H$go A{Vr` Amho ho OmU`mg
`edrnUo Vwhr `mMo {dnUZ H$ eH$Vm.
2. _y` {ZYmaU (Pricing) :- ho Amn`m
CnmXZmgmR>r gdmV _moR>km {dH$s q~XnH$s EH$
Amho. Amncr qH$_V Amncm Z\$m _m{OZ,
 product and your pricing strategy,
you need to work to promote it. The
most important part of your
promotion, of course, is to present
your products value and differentiate
it from that of a competitor.Promotion
will include advertising, marketing on
social media, search and email, and
a lot more.
4. Place: Place is also crucial to finding
success with your product. If youve
got the perfect product, price and
promotion, but you put it in the wrong
place, you will experience failure.
Lesson 2: Effects of bad pricing
For many small business owners, an
effective pricing strategy usually means
finding ways to sell something cheaper
than their competitors do. Unfortunately,
this often creates a negative impact.
If you price your products too low, you
may cause your products to appear too
cheap. This can have influence on the
product being offered by just being of
lower quality or value than the
competitors. Beyond that, low pricing
may cause you financial loss if it is not
enough to cover costs. This is especially
true if your sales goes down.
If you price your products too high, your
customers may not be able to afford it
and may prefer going to a competitor with
a better price and value. With high levels
of competition, if your product is priced
higher than your customers are willing to
pay, then you will lose customers.
Lesson 3: Guidelines for developing
pricing
Before we get into the different methods
businesses use to price their products, we
first need to establish the steps you
nwadR>m Am{U _mJUr Am{U Amn`m {dnUZ
YmoaUmda n[aUm_ H$aoc. Cd[aV 2 "nr' `moOZmZm
H$go hmVmim`Mo `mdahr n[aUm_ hmoBc.
3. nXmoZVr (Promotion) :- Oohm AmnU
Amnco CnmXZ Am{U Amncr _y`{ZYmaU
`moOZm goQ> H$aVm Vohm Amn`mcm `mMr
Om{hamV H$a`mgmR>r H$m` H$a`mMr Amd`H$Vm
Amho. Amn`m Om{hamVrMm gdmV _hdmMm ^mJ
AWmVM Amn`m CnmXZmMo _y` gmXa H$aUo
Am{U nYH$mnojm doJio H$aUo Amho.
Om{hamVt_`o Om{hamV, gmoec {_S>r`mdarc
gmaU, emoY Am{U B_oc `mMm g_mdoe Amho.
4. {R>H$mU qH$dm OmJm (Place) :- Amn`m
CnmXZmcm `mo` _hd mV hmo`mgmR>r `mMr
OmJm Iyn _hdnyU R>aVo. Oar Amn`mcm
n[anyU CnmXZ, qH$_V Am{U nXmoZVr {_imcr
Varhr AmnU Oa Amnco CnmXZ MwH$s`m OmJr
R>odco/_mS>co Va Vo An`er hmoD$ eH$VmV.
nmR> 2 :- `edr qH$_VrMo n[aUm_
~`mM chmZ `dgm` _mcH$mgmR>r EH$ ^md
_y`{ZYmaUmMr `moOZm gm_m`V: `m`m {Vn`mnojm
H$_r {H$_VrV {dH$s H$aUo, nU hm _mJ emoY`m_wio
`dgm`mda ZH$mam_H$ n[aUm_ hmoD$ eH$VmV.
AmnU Amn`m CnmXZmMr qH$_V H$_r R>adcr
Va `m CnmXZmMm XOm Iyn H$_r Ago dmQ>oc. `mMm
n[aUm_ hUOo Vw_Mo CnmXZ {VnYuMo H$_r JwUdmoMr
qH$dm H$_r _y`mMr AmhoV Ago {Xgoc. EdT>M Zmhr,
Va qH$_V H$_r R>od`m_wio Amn`mcm Am{WH$ ZwH$gmZ
hmoD$ eH$Vo; Am{U Vwhr IM ^mJ{d`mg Ag_W
R>aVmV. Oohm Vw_Mr {dH$s AJXrM H$_r hmoVo Vohm `m
Jmo>r hmoVmV.
Oa Vwhr CnmXZmMr qH$_V OmV R>odcr Va
JmhH$ Vw_Mo CnmXZ KoUma ZmhrV Am{U Vw_`m
{VnYuH$S>o OmVrc. C nmVir`m nY}_wio, Oa
Amn`m CnmXZmMr qH$_V AmnU Amn`m
{Vn`mnojm OmV R>odcrV Va JmhH$ ngo Xo`mg
BNw>H$ ZgVrc, `m_wio Vw_Mo JmhH$ J_mdco OmVrc.
nmR> 3 :- qH$_V R>a{d`mgmR>rMo _mJXeZ
`dgm`mVrc CnmXZm`m qH$_Vr R>a{d`m`m
{d{dY nVtMm A`mg H$a`mAmYr, AmnU AmYr
should take before coming to pricing
strategies.
1. Understand your product and
distribution: Knowing what your
product is, who it is for and how it
brings value is crucial. You should
also understand how your product or
service will be distributed to the
customers.
2. Determine customer demand: You
need to have a good idea of what the
effect of your price will be on sales by
estimating how the demand will
fluctuate with the price.Existing
businesses can experiment with
small but significant segments of
customers, and see the impact.
3. Determine product and service
costs: In order to determine if youll
make a profit from your product or
service, you need to calculate the
costs involved. Your total costs
should be the lower limit of what you
should be charging and anything
above that will be your profits.
4. Understand competitor pricing:
This should be taken into account
when determining your own price, but
you should also continue watching
competitor pricing afterwards, as
your competitors may lower their
prices.
Lesson 4: Different Pricing Strategies
1. New Business Pricing Strategies:
New businesses may have a more
difficult time in determining their
pricing because they have no real
data to go on. While they may know
their competitors pricing and their
own costs, they dont have any
interaction with customers to help
them determine the best step
forward. There is a lot more space to
shape your branding, and a big part
of that is in pricing. There are
typically two pricing objectives for
new businesses or new products:
a. to maximize quantity sold
or
b. to maximize profits.
_y`{ZYmaU YmoaUm_`o Amn`mcm H$moUVr nmdco
CMcUo Amd`H$ Amho Vo nmh `m.
1. Amnco CnmXZ Am{U {dVaU g_OyZ `m :-
Vw_Mo CnmXZ H$m` Amho Vo
H$moUmgmR>r/H$emgmR>r Amho Am{U `mMr H$m`
Amd`H$Vm Amho ho OmUyZ KoUo _hdmMo Amho.
Amn`m JmhH$mZm CnmXZ qH$odm godm H$er
{dVarV Ho$cr OmBc ho XoIrc g_OyZ KoUo
Amd`H$ Amho.
2. JmhH$mMr _mJUr OmUyZ `m :- _mJUrMr qH$_V
H$er dmT>oc, `mMm AXmO KoD$Z Amncr qH$_V
H$er Agmdr `mda {dMma H$am. {dX_mZ
`dgm` JmhH$m`m chmZ naVw _hdm`m
{d^mJmgh `moJ H$ eH$VmV Am{U _J `mMo
n[aUm_ nhm.
3. CnmXZ Am{U godm IM R>adm :- AmnU
Amn`m CnmXZ qH$dm godoVyZ Z\$m H$_md`mg,
Vmo {H$Vr Amho ho {ZYm[aV H$a`mgmR>r
Amn`mcm `mV g_m{d> Agco`m IMmMr
JUZm H$aUo Amd`H$ Amho. Vwhr dVygmR>r
cmdcocr qH$_V Vwhmcm Amco`m qH$_Vrnojm
OmV Agoc Am{U qH$_Vr_Ycm Vmo \$aH$
hUOo Z\$m.
4. {Vn`mMr qH$_V OmUyZ `m :- Amn`m
CnmXZmMr qH$_V {ZpMV H$aVmZm, {VnYvMr
qH$_V nmhUohr JaOoMo Amho, A`Wm Vo `mMr
{dH$sMr {H$_V H$_r H$ eH$VmV.
nmR> 4:- {d{dY _y` {ZYmaUo
1. ZdrZ `dgm` _y`{ZYmaU YmoaU :- ZdrZ
`dgm`mV, qH$_V R>a{d`mgmR>r WmoS>r AS>MU `oD$
eH$Vo H$maU `m`mH$S>o VmOr _m{hVr ZgVo. Oar `mZm
{VnY}Mr qH$e_rV Am{U dV:`m qH$_Vr~XXc
_m{hVr Agcr Varhr `m`mH$S>o gdm}m_ nmdco
CMcm`cm _XV H$a`mgmR>r JmhH$mer gdmX H$a`mMm
n`m` CncY ZgVmo. Vw_`m `dgm`m`m ~qS>Jcm nwT>o
Zo`mgmR>r Iyn dmd Amho Am{U `mVrc _hdmMm ^mJ
Amho Vo hUOo qH$_V ZdrZ `dgm`mgmR>r qH$dm ZdrZ
CnmXZmgmR>r gm_m`V: XmoZ qH$_Vr AgVmV. :
1) _moR>m _mUmda {dH$co OmUmao qH$dm
2) Z\$m dmT>{d`mgmR>r
2. General Pricing Strategies: These
are standard pricing methods utilized
by many small businesses to sell
their products competitively and
profitably.
a. Competitive Pricing: This is the
most common and should be
utilized in some form regardless
of what pricing strategy you
ultimately go with. Your cost
structure should be similar to
your competitors, or else you
could be underpricing your
products.
b. Customer Perceived Value
(CPV): This pricing strategy
requires you to do your research.
You need to figure out first of all
what the perceived value of your
product is to the customer
compared to competing products.
The lower the price, the higher
the benefits, the higher the CPV,
and the higher the incentive to
purchase.
c. Cost-plus: This pricing method
uses your cost structure as a
basis and then adds on the profit
margin you would like to have for
each product or service you offer.
Although this will ensure a good
profit margin that you are
comfortable with, it runs the risks
of underselling due to lack of
competitiveness in your pricing
strategy.
d. Psychological Pricing: This
strategy is based on the idea that
pricing can be used to affect
perceptions of quality, fair value,
savings and more. For example,
pricing that ends with 9 or 99, or
where the price is raised to a
rounded number like Rs. 50, Rs.
60.
3. Promotional Pricing Strategy: This
is important for those businesses that
are not particularly new and want to
get a boost in their sales. Here are
some examples of the same:
a. Buy One Get One Free: This is one
of the most popular promotional
methods to use. Instead of giving
away something for free, you are
instead encouraging people to buy a
2. gdgmYmaU _y`{ZYmaUmMr YmoaUo :- nYm_H$
Am{U Z\$m {_i{dm`gmR>r AZoH$ chmZ `dgm`mao
dmna`m OmUm`m _y`{ZYmaU nVr AmhoV.
(A) {VnYu _y`{ZYmaU :- ho Iyn gdgm_m`
Amho Am{U H$mhr \$m__`o `mMm dmna Ho$cm
Jocm nm{hOo H$s AmnU edoQ>r H$moU`m qH$_V
`moOZm AmI`m AmhoV. Amncr qH$_V gaMZm
Amn`m {VnYv`m gmaIrM Agcr nm{hOo
A`Wm Vw_`m CnmXZmMr qH$_V H$_r hmoBc.
(~) JmhH$mMo _y` g_OyZ KoUo (CPV) :-
_y`{ZYmaU YmoaUmgmR>r Vwhmcm gemoYZ
H$a`mMr JaO Amho. CnmXZm`m VwcZoV
Amn`m CnmXZmMo H${WV _y` JmhH$mgmR>r
H$go Amho ho AmnU W_ cjmV KoUo Amd`H$
Amho. H$_r qH$_V, OmV \$m`Xm, Am{U OmV
JmhH$ _y` (CPV) hUOo OmV IaoXrgmR>r
mogmhZ.
(H$) H$mQ> - cg :- hr _y`{ZYmaU nV, EH$
AmYma hUyZ Amn`m IMmMr/qH$_VrMr
gaMZm dmnaVo Am{U ZVa AmnU XoD$ Ho$co`m
`oH$ CnmXZmgmR>r qH$dm godmgmR>r Z\$m OmoSy>
BpN>Vmo. Oar ho Amn`mgmR>r OmV. Z\$m
{_idyZ XoUmao Agco Var Vo Amn`m _y`
{ZYmaU `moOZoVrc nY_3H$Vo`m Am^mdm_wio
AYmoao{IV hmo`mMr OmoIr_ MmcdVo.
(S>) _mZ{gH$ _y` {ZYmaU :- ho YmoaU `m H$nZoda
AmYm[aV Amho H$s _y`{ZYmaU, JwUdmm,
dmOdr _y`, ~MV Am{U ~`mM Jmo>tda
n[aUm_ H$aVm `oD$ eH$Vmo. CXmhaUmW, Aer
qH$_V Or 9 qH$dm 99 Zo g_mV hmoUo qH$dm
amD$S> {\$Ja Ogo 50 , 60 .
3. Om{hamVt`m qH$_VtMr YmoaUo :- ho `m
`dgm`mgmR>r _hdnyU Amho. Oo {deofV: ZdrZ ZmhrV
nU Vo {dH$s_`o dmT> H$ BpN>VmV. `m gX^mVrc
H$mhr CXmhaUo BWo {Xcr AmhoV.
(A) EH$ {dH$V `m EH$ _mo\$V {_idm :- ho gdmV
cmoH${` Om{hamV _m`_ Amho. `m nVr_`o
H$mhrVar {dZm_y` Xo`mEodOr cmoH$mZm
CnmXZmg W_ WmZmda IaoXr H$a`mg
 product in the first place.
b. Loss Leader Pricing: In this pricing
strategy, the business offers up an
item below market value in order to
encourage the customer to go ahead
and purchase another popular item.
c. Close-out pricing: This is a
common strategy in retail and other
businesses where the business is
offering significant discounts on
goods that are in overstocked or will
be obsolete. It is also used when
businesses are going out of
business.
d. Membership (loyalty) pricing:
Here, you can offer special pricing to
those customers that you see as
most valuable. The most common
form is to use a loyalty program
where points are awarded at various
purchases.
e. Bundle Pricing: Bundle pricing is
when you encourage people to buy
things in bundles or packages by
offering discounts. This can help to
boost sales overall or to improve
brand identity for the new product.
mogmhZ XoV AmhmV.
(~) cmg crS>a mBqgJ :- `m nVr_`o,
~mOma^mdm nojm H$_r qH$_VrV cmoH${` dVy
XoD$Z JmH$mZm IaoXrgmR>r mogmhZ Ho$co OmVo.
(H$) cmoO-AmD$Q> _y`{ZYmaU :- ho [aQ>oc Am{U
BVa `dgm`m_`o EH$ gm_m` YmoaUo Amho.
{OWo `dgm`mV Amoha Q>mH$ Ho$co`m qH$dm
AM{cV dVyda cjUr` gdcV {Xcr OmVo.
Oohm `dgm` hmVm~mhoa OmV Amho Ago dmQ>Vo
Vohm XoIrc ho dmnaco OmVo.
(S>) gX`Vm ({Z>m) qH$_V :- `oWo, AmnU `m
JmhH$mZm gdmV _m`dmZ hUyZ nmhVm AmhmV
Aem JmhH$mgmR>r {deof qH$_V XoD$ eH$Vm.
Aem doir JmhH$mZm `m`m {d{dY IaoXrda
nmBQ>g {_idVm `oVmV.
(B) EH${V qH$_V :- EH${V qH$_V hUOo Oohm
AmnU cmoH$mZm ~S>c qH$dm nHo$O_`o dVy
{dH$V Ko`mg mogm{hV H$aVm Vohm gdcV
XoD$ eH$Vm. `m_wio gnyU CnmXZmg, MmcZm
Xo`mgmR>r qH$dm ZdrZ CnmXZmgmR>r ~S> AmoiI
gwYma`mg _XV hmoD$ eH$Vo.
 10. How to write a business plan
Script 10 : `dgm` `moOZm H$er {chm`Mr

# English Translation
Introduction: n[aM` :- AmnU Amn`m `dgm`mgmR>r ngo
Whether youre trying to raise money for C^ma`mMm `Z H$arV Agmc qH$dm dmT>rgmR>r H$mhr
your business or are developing a plan
for growth, a solid business plan is a `moOZm {dH${gV H$arV Agmc Varhr `oH$ `edr
key component to every successful `dgm`mgmR>r EH$ Cm_ `dgm` `moOZm V`ma H$aUo hm
business.Creating a business plan will _wI KQ>H$ Amho. Aer `moOZm V`ma Ho$`m_wio
help you achieve your entrepreneurial Amn`mcm Amnco `mdgm{`H$ C{>o gm` H$a`mg _XV
goals. A clear and compelling business
plan provides you with a guide for hmoBc. EH$ n> Am{U AmH$fH$ `dgm` `moOZm
building a successful enterprise focused Amn`mcm Amnco d`pVH$ Am{U Am{WH$ C{> gm`
on achieving your personal and H$a`mgmR>r Am{U EH$ `edr CXmoJ C^ma`mgmR>r EH$
financial goals. It can also help
persuade others, including banks, to
_mJXeZ XoV.o AmnU Oo H$mhr V`ma H$aV AmhmV `m_`o
invest in what you are creating. JwVdUyH$ H$a`mgmR>r ~H$mgh BVamZmr H$i`mg _XV
hmoBc.
This course on How to write a ""`dgm` `moOZm H$er {chmdr.'' hm H$mog
Business Plan is a step-by-step guide, Vwhmcm nmdcmonmdcr _mJXeH$ R>aoc. Omo Amnmmcm EH$
that will take you through every stage of
writing a business plan that will actually `dgm` `moOZm {c{h`m`m `oH$ Q>`mda KoD$Z OmBc
help you achieve your goals. Am{U `m_wio C{> gm` H$a`mg _XV hmoBc.
Lesson 1: Rules for writing a nmR> 1 :- `dgm` `moOZm {c{h`mMo {Z`_
business plan
1. Keep it short: Business plans 1. `moOZm chmZ Agmdr :- `dgm` `moOZm chmZ
should be short and concise, as it Am{U g{jV Agm`mV H$maU Vr dmM`m`mo`
needs to be read and should be
accessible . An excessively long
Am{U ghO A_c~OmdUr H$aVm `oBc Aer
business plan is a huge hassle to Agmmdr. OmV _moR>r `dgm` `moOZm
deal with and you may end up not hmVmi`mgmR>r Iyn AdKS> hmoVo Am{U eodQ>r Vr
using it.
2. Know your audience: Your plan Amn`mH$Sy>Z dmnacr OmV Zmhr.
should be written in a language 2. Amnco ojH$ OmUyZ `m :- Amncr `moOZm Aem
that your audience will understand.
Keep explanations of your product
gmo`m ^mfoV {chm H$s Or ojH$mZm g_Ooc.
simple and direct. You can always Amn`m CnmXZmMo n>rH$aU gmono Am{U n>
use the appendix of your plan to R>odm. AmnU A{YH$ {d{e> Vnerc XmZ
provide more specific details.
3. Dont be frightened: Writing a H$a`mgmR>r Amn`m `moOZo`m n[a{e> Zoh_r
business plan may seem like a dmn eH$Vm.
difficult hurdle, but it doesnt have
to be. If you know your business,
3. ^`^rV hmoD$ ZH$m :- `dgm` `moOZm {c{hUo
writing a business plan and then H$R>rU AS>MUrgmaIo dmQy> eH$Vo, nU Vgo ZgVo.
planning for growth will be easy. Oa AmnU Amncm `dgm` AmoiIcm Agoc Va
`dgm` `moOZm {chmc, gmono OmBc Am{U ZVa
dmT>rgmR>r {Z`moOZ gmono hmoBc.
Lesson 2: Building your Business nmR> 2 :- `dgm` `moOZm V`ma H$aUo.
Plan
This lesson will describe in detail the hm nmR> `dgm`mVrc A`md`H$ AgUm`m
essential sections of a business plan: {d^mJmMo Vnercdma dUZ H$aoc. `m `moOZoV Hw$R>`m
what you should include, what you
shouldn't include, how to work the
Jmo>tMm g_mdoe Agmdm Hw$R>`m Zmhr, AmH$S>o _moS> H$er
numbers and additional resources you H$amdr Am{U A{V[aV ggmYZo H$er H$amdr `mMr
can turn to for help.
Vwhmcm _XV hmoBc.
PART 1: ^mJ 1 :- H$m`H$mar gmame :- hm Amn`m
1. Executive summary: This is the
first chapter of your business plan `dgm`m`m `moOZoMm n{hcm A`m` Amho Am{U EH$
and is advisable that you write it gcm Amho H$s EH$Xm Vwhmcm H$imc H$s Vw_`m
once you know the details of your
business inside and out. Ideally
`dgm`mgmR>r `oUm`m Jmo>r H$moU`m Am{U OmUm`m
your executive summary will be H$moU`m H$s `m {chZ H$mT>m. Amncr H$m`H$mar gmame
one to two pages at most. This OmVrV OmV EH$ qH$dm XmoZ nmZmMr Agmdr `m_`o,
section includes:
a. Your company introduction (A) Amn`m H$nZrMm n[aM`
b. Explains what you do (~) AmnU H$m` H$aVmo ho n> H$am.
c. Lays out what youre looking (H$) Amn`m dmMH$mH$Sy>Z AmnU H$m` emoYV
for from your readers.
AmhmV `mMr {Q>nUr
2. Company Overview: The 2. H$nZr {dhJmdcmoH$Z :- H$nZrMo {dhJmdcmoH$Z ho
company overview will most likely
be the shortest section of your ~hYm Amn`m `dgm`m`m `moOZoVcm EH$ N>moQ>m {d^mJ
business plan. For internal plans, Agoc. Vmo dJiyZ nwT>o Mcm Am{U `m_`o,
just skip this section and move on. (A) Amnco {_eZ Q>oQ>_|Q>
For external plans, this section
should include (~) Amn`m H$nZr`m H$m`Xoera aMZm Am{U
a. Your mission statement _mcH$sMm AmT>mdm.
b. A review of your company
legal structure and ownership (H$) H$nZr Oa ApVdmV Agoc Va H$nZrMm
c. A brief history of the WmoS>`mV AmT>mdm.
company if its an existing (S>) `dgm` WmZmMm gmame
company
d. A summary of the business
location.
3. Products & Services: In this
section you will describe in detail:
a. The problem that youre
solving
b. Your solution
c. How your product or service
fits into the existing
competitive environment
d. What sets your solution apart
from others
e. How you plan to expand your
offerings in the future.
PART 2:
1. Target Market: Depending on the
type of business you are starting
and the type of plan you are
writing, you may not need to go
into too much detail here. You will
need to know:
a. Who your customer is
b. Have a rough estimate of
how many of them there are.
Remember: If there arent enough
customers for your product or service,
that could be a warning sign.
 2. Marketing and Sales plan: In this
section you need to:
a. Detail out how you plan to
reach your target market
segments,
b. How you plan on selling to
those target markets
c. What your pricing plan is
d. What types of activities and
partnerships you need to
make your business a
success.
3. Milestones and Metrics: In this
section you provide a quick review
of your milestones. Milestones are
planned major goals. You will need
to provide details of:
a. Your major accomplishments.
Investors like to call this
traction.
b. The key metrics used to
judge the health of your
business
c. Key assumptions you have
made that are important for
your businesses success.
PART 3
1. Management team: In this section
you showcase that you have the
right team in place to execute on
your idea. A typical management
team chapter includes:
a. Brief bios of each team
member with their relevant
experience and education
highlighted.
2. Financial Plan: Business
financials for most startups are
less complicated and you can
make use plenty of online tools
and resources to build a solid
financial plan. A typical financial
plan will have
a. Monthly projections for the
first 12 months
b. Then annual projections for
the remaining three to five
years.
3. Appendix: Lastly, the appendix to
your business plan. This isnt a
required section by any means,
but it is a useful place to stick any
a. Charts
b. Tables
c. Definitions
d. Legal notes
e. Other critical information that
either felt too long or too out-of-
place to include elsewhere in
your business plan.
 11. How to manage ageing debtors
Script 11 : Ow`m H$OXmamMo `dWmnZ H$go H$amdo?
# English
Introduction
Cash is the lifeline of any business, so
smart management of your debtors is
crucial to success. Debtors are people
or businesses who owe you money.
Proper management of your debtors will
help you get paid faster and prevent bad
debts. Prompt collection of debtors'
accounts will also help you maintain a
healthy cash flow.
Giving your customer an invoice or bill
after you have supplied a product or
service is a way of offering credit, since
you have to wait for the payment. By
giving your customers time to pay for
goods or services already delivered, you
are making it easier for them to make
purchases. This will increase sales, but
will reduce the cash flow critical to your
business.
Inadequate cash flow may lead to the
downfall of any business and therefore it
is important to set up credit controls and
manage debtors to improve your
chances of receiving payment when
things go wrong for you.
If you take the appropriate steps in a
disciplined manner, they are more likely
to pay on time. Many business owners
are concerned about taking a disciplined
approach to debt collection as they are
afraid of losing the customer. But if
customers are not meeting their
payment obligations, they are not worth
having.
This course on How to manage ageing
debtors provides tips on how to avoid a
messy debtors book and better manage
your cash flow.
Lesson 1: What does managing
debtors mean?
Managing debtors includes:
Collecting debts on time
Setting credit limits and payment
terms
Making relevant checks
Enforcing a clear credit policy
Translation
H$moUVmhr `dgm` H$a`mgmR>r ngm qH$dm ^mS>dc
Amd`H$ AgVo, hUyZ Amn`m H$OXmamMo `dpWV
`dWmnZ H$aUo Amd`H$ Amho. H$OXma hUOo Vo cmoH$
qH$dm `dgm` `m`mH$Sy>Z ngo Vw_`mH$S>o `oUma AmhoV.
Amn`m H$OXmam`m `mo` `dWmnZm_wio Amn`mcm
ngo cdH$a {_iVrc Am{U ~w{S>V H$OmnmgyZ gwQ>H$m
hmoBc. H$OXmam`m Im`mMo d[aV gH$cZ Amn`mcm
amoI dmh H$m`_ R>od`mV _XV H$aoc.
Amn`mH$S>rc dVy qH$dm Xg`m `Vrg Ho${S>Q>
daVr {dH$Uo hm H$O Xo`mMmM EH$ H$ma Amho. EImXm
JmhH$mcm Ho${S>Q> daVr dVy qH$dm godm nwa{d`m_wio `m
JmhH$mMr IaoXr j_Vm dmT>V.o VgoM Vw_Mr {dH$s dmT>Vo
nU Vw_Mm H$e cmo H$_r hmoVmo, `mMr Vwhmcm Iyn JaO
AgVo.
Anw`m H$e cmo _wio H$moU`mhr `dgm`mMo
ZwH$gmZ hmoD$ eH$Vo. `m_wio AmnU {Xco`m H$OmdaVr
`dpWV {Z`U R>odUo JaOoMo R>aVo. `m_wio Vw_`m
AS>MUt`m doir Vwhmcm ngo {_im`mg _XV hmoV.o
{eV~ [aVrZo `mo` nmdco CMccr Va doioV ngo
{_i`mMr A{YH$ e`Vm AgoV. ~`mM `dgm`
_mcH$mMm H$Om`m aH$_o`m ~m~VrV {eV~ >rH$moZ
AgVmo H$maU Vo JmhH$ J_m{d`mg Km~aVmV nU Oa
JmhH$ no_|Q> gX^mVrc {Z`_ nmiV Zgoc Va Vo MwH$sMo
Amho.
`m coIm_`o "H$OXmamMo `dWmnZ H$go H$amdo?'
`m {df`r H$mhr gmono Cnm` Am{U gyMZmMr _m{hVr
{_ioc.
nmR> 1 :- H$OXmamMo `dWmnZ hUOo H$m`?
H$OXmam`m `dWmnZmV Imcrc Jmo>tMm g_mdoe
Amho :
* doioda H$O Jmoim H$aUo.
* Ho${S>Q> _`mXm Am{U no_|Q> gX^mVrc AQ>tMr
`dpWV _mS>Ur H$aUo.
* doi`m doir Im`mMr C{MV VnmgUr H$aUo.
 Keeping debtor records
Offering credit often encourages
customers to speed up or increase the
amount of their spending. Some
businesses offer credit to gain a
competitive advantage in their market.
Balancing the potential for increased
sales with the risk of reduced cash flow
is an important part of managing risk in
your business.
Depending on the nature of your
business and size of transactions, you
may choose not to automatically offer
credit to new customers. Before we
move on to understand how to manage
ageing debtors, it is important to be
aware the risks involved in offering
credit:
Reduced cash flow - you may wait
for customer payments, which
reduces your ability to purchase
products from suppliers.
Reduced profit margin - funding
credit sales reduces your profit
margin. Usually, the cost of this
only shows up in your profit and
loss statement.
Large debts - unpaid debts can
pose a risk to your business. This is
particularly true if you are exposed
to large single transactions.
Lesson 2: Determine when youll start
following up the debtor.
Once you have sold a product on credit
you cannot immediately start following
up the customer for money. Neither can
you shout back at a customer because
hes a little late with a payment. You
may end up losing your customers by
doing so. As soon as you start going
after your money, your relationship is
going to turn a little delicate. But this
should not stop you from following up at
the right time.
1. Make sure your start following up
as per the time period agreed
2. Contact customers quickly about
overdue invoices.
3. If you offer payment terms of 30
days, begin following up debtors
when payments are 7 days
overdue.
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`m`mer gnH$ H$am.
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Va 7 {Xdg AmYrnmgyZM `m gX^mV MmH$er gw H$am.
Lesson 3: Contact the debtor with a
gentle reminder
Your first contact with the debtor should
be in the form of a gentle reminder.
1. Contact them either by mail or on
the phone.
2. Say that youre just making him
aware that the debt hasnt been
paid.
3. This approach allows him to save
face by claiming that he didnt
know or forgot.
4. Certain percentage of debtors will
pay up as soon as they realize that
you remember regarding the
payment they are supposed to
make.
Lesson 4: Follow them up
When you do not receive the payment
from the debtor in spite of a reminder
then you will have to follow the below
steps:
1. Send a statement requesting
payment and indicating this is a
reminder or final notice.
2. Telephone the customer and
remind them to pay the debt. Ask
them if there is a problem. If they
offer no reason, ask them to settle
the debt by a specific date.
3. If there is a cash flow problem, try
to arrange a payment plan that suits
both you and the customer.
4. If this problem with overdue
payments is ongoing, review the
customer's credit terms.
This will work with all but the most
difficult debtors: those who honestly
dont have the money or those who just
dont feel like paying.
Lesson 5: Take alternative approach
If the debtor doesnt feel like paying, you
have no choice. Youre probably going
to have to take legal action. But if hes
simply doesnt have the money to pay all
the bills he owes, you have to make
sure:
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dnmV Agmdm.
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gmYm.
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AmR>dU H$Z {X`mZVaM `m`m cjmV `oVo H$s ngo
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Q>og Mo AZwgaU H$amdo.
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ZmoQ>rg Xe{dUmar gyMZm Agoc.
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mco_ Amho H$m Vo {dMmam Am{U H$mhr
g~i H$maU Zg`mg {d{e> VmaIoZwgma
H$OmMr naV\o$S> H$a`mg gmJm.
3. H$e cmo gX^mV g_`m Ag`mg AmnU
Am{U JmhH$ XmoKmZm Cn`wV Agco`m
no_|Q> `moOZoMr `dWm H$a`mMm `Z
H$am.
4. WH$sV ~mH$sMr g_`m AerM Mmcy
am{hcr Va JmhH$m`m Ho${S>Q> AQ>tMo
nwZamdcmoH$Z H$am.
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nS>oc, VgoM gdmV H$R>rU Aem H$mhr H$OXmamda nU
cmJy nS>Vrc `mVrc H$mht`mH$S>o IaoM ngo ZgVmV
qH$dm Ago JmhH$ `mZm ngo ^aUo _hdmMo dmQ>V Zmhr.
nmR> 5 :- n`m`r >rH$moZ R>odm.
Oa H$OXma H$O \o$Sy> eH$V Zgoc Va Vw_`mH$S>o
H$mhrM n`m` ZgVmo. Vwhmcm H$Xm{MV H$m`Xoera H$madmB
H$a`mMr Amd`H$Vm dmQ>oc. nU Vnydu `m`mH$S>o
IaoM gd {~cm`m ^anmBgmR>r ngo Zg`mMr Imr
 You get yourself to the top of his list
of priorities to be paid
How do you convince him to pay
you before he pays someone else?
By constantly contacting him by
phone, by letter, through e-mail,
and visiting his house
You can also consider a mediator
Collecting money isnt fun, but you can
be assertive without being threatening..
Its your money, so there is no reason to
feel reluctant about using bold steps to
collect it.
H$amdr cmJoc.
1. AmnU dV:cm `m`m `mXrVrc Q>mn
m`m[aQ>r ? Mo WmZ {_i{dco nm{hOo.
2. Vmo BVa H$moUmcm ngo Xo`mAmYr Vwhmcm
ngo XoUo H$go Amd`H$ Amho ho gVV
`m`mer gnH$ gmYyZ, \$moZda, nmZo, B-
_ocmao Am{U `m`m AmYr Kar ^oQy>Z
`mcm nQ>dyZ Xm.
3. AmnU _`WmMm XoIrc {dMma H$
eH$Vm.
dV:Mo ngo naV {_i{dUo hr gmonr JmoQ> Zmhr.
nU Y_H$s Z XoVm AmnU Amn`m _Vmer R>m_ amh
eH$Vm. ho Vw_Mo ngo AmhoV `m_wio Vo {_i{d`mgmR>r
H$mhr H$R>moa nmdco CMcmdr cmJcr Var haH$V Zmhr.
 12. How to assess credit risk of customers
Script 12
# English
Introduction
Ramesh, runs a mobile shop in the
village. The products in his shop include
a wide range of mobiles and mobile
accessories. He usually has a large
stock of low cost, affordable mobiles.
This is one of the major reasons why the
villagers prefer buying from his shop.
However, he had to turn down many
customers as they could not make the
payment upfront. His friend suggested to
consider offering his customers to
purchase on credit. Ramesh is not sure if
he should be doing this to grow his
business. The risk of non payments
would have adverse effect on his
business and personal life. But on the
other hand the fear of losing his
customers to his competitors who are
offering credit purchases has been
worrying him.
Any business owner, would be able to
connect to Rameshs situation. There are
both benefits and drawbacks to offering
customers the option of paying for your
products and services later, rather than
upfront or cash on delivery. If you do
decide to offer credit terms to your
customers, you should assess the credit
risk to check if they will be both willing
and able to pay you in accordance with
your agreed-upon terms.
While many small business owners rely
on gut instinct when deciding whether
to extend credit to customers, this can be
dangerous. Instead, an accurate
customer risk assessment will help you
acquire the most profitable consumers
while minimizing risk. Customers who
are hit by hard economic times will either
try to stretch out their payments or,
worse, fail to pay at all something that
can be disastrous for a small, growing
business. That's why it's more important
than ever to assess the credit risks
associated with selling to a customer
before you close the deal. Everyone
Translation
a_oe _mo~mBcMo XH$mZ MmcdV Amho. `m`m
XH$mZmV {d{dY H$maMo Am{U doJdoJ`m nVrMo
_mo~mBc Am{U _mo~mBcgmR>r Amd`H$ AZoH$ H$maMr
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Zmhr. Vohm `m`m {_mZo `mcm EH$ gcm {Xcm {H$ Vy
_mo~mBc H$o {S>Q>da {dH$V Xo. nU a_oecm emdVr dmQ>V
ZhVr {H$ Ago H$a`mZo `mMm `dgm` H$gm dmT>oc.
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Vo dVy IaoXrda Vo Ho${S>Q> XoV hmoV.o
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`mV H$mhr H$_VaVm nU Amho. EH$ Va Vmo dVyMo ngo
XoD$Z dVy KoD$ eH$Vmo Am{U godm mV H$Z KoD$
eH$Vmo. qH$dm dVy `j {_im`mda H$e AmZ
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Amho {H$ Zmhr ho nmh`mgmR>r Vo Amn`mer gh_V
AgmdoV Am{U Amn`m AQ>rZwgma gj_ hr AmhoV H$s
Zmhr Vo nhmdo.
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Amho. JmhH$ `mZm Am{WH$Q>m \$Q>H$m ~gcm Amho Vo
ngo Xo`mg Ag_W AmhoV. `mMr dmBQ> n[apWVr Amho,
`mMm Amn`m chmZem `dgm`mda Iyn n[aUm_ hmoVmo,
VgoM `dgm` dmT>rdahr `mMm n[aUm_ hmoVmo. hUyZM
`dhma ~X H$a`mAmYr JmhH$mcm {dH$ser g~{YV
Ho${S>Q> OmoI_rMo _y`mH$Z H$aUo A{YH$ _hdmMo. `oH$
needs money coming into the business,
but remember that you can't let sales
overrule financial risk.
This course on How to assess credit risk
of customers will guide you on the steps
and actions you can take to try and
reduce the risk of selling to that next big
customer.
Lesson 1:Discuss the facts
Sometimes the best way to assess the
viability of a customer and to prescreen
who might be a fit is to simply lay out the
facts. Openly discuss fees and product
costs up front with clients and
customers. Be honest about what things
cost and why. While some negotiation
regarding cost is common these days,
lots of discussion around discount
always indicates a person who will not
pay the bill in the end. The more
concerned people seem to be about
cost, the longer they take to pay.
Lesson 2: Run a Report
Are your customers likely to be able to
pay? There are a number of ways to test
how likely a customer is to pay their
invoices on time. Most methods require a
little time, but, depending on the
importance of the potential customer,
could help to ensure your cash flow runs
smoothly.
One clear-cut method for assessing your
customer's ability to pay, is to run a
credit report on them. For consumers,
you can turn to any of the major credit
reporting agencies. For your business
customers, there are several fee-based
options available to you.
The first thing you should do with any
client is to ask them to fill out the basics
of a credit report. There are standard
forms available on the Internet that
typically range from one to two pages.
Lesson 3: Check References
You can ask your potential customer for
a bank reference as it gives you a basic
opinion on how risky the bank thinks
your potential customer is.While banks
typically charge for this service, you can
find out how long a business has been
working with them and whether they
have established a line of credit.
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nmR> 3 :- gX^ Vnmgm.
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emoY`mMm `Z H$am Am{U `m`mH$S>o Ho${S>Q>gmR>r {H$Vr
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Although you should not base your
decision entirely on this, it can provide a
great start for assessing risk.
Another option available to you is to ask
your customer for references, is to ask
customers who they have taken credit
from in the past and for how long they
have maintained those relationships.
Who better to ask about a customers
credit than the people who currently deal
with the customer? This is probably one
of the more useful methods of credit
checks where you ask the customers
suppliers how good the customer is at
paying on time.
One of the issues which can arise is that
your potential customer will only ask a
happy supplier to provide a reference. It
is also possible that the customer has a
good relationship with only one of their
suppliers. Always ask for multiple
supplier references to achieve a more-
rounded view.
Lesson 4: Do Your Homework
In addition to purchasing information
about your clients, you can also spend
some time collecting information on your
own to help ascertain how risky they
might be.
You need to always rely on gut instinct
as well as traditional methods of
checking credit.Do they answer e-mails
in a timely manner? Do they have a
professional e-mail address and
website? It's harder these days to cover
up problems, if there is one, it can
probably be found online.
Before you take on any client, visit their
website and assesses the size of the
company and also check how well they
use the English language. Large
companies rarely have spelling or
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grammar errors and small businesses
do. Search blogs and forums to see if
your potential client has received any
negative feedback from clients or other
vendors on sites such as Facebook, Yelp
or Twitter. Another step you can take is
to see who the company sells to as a
way to determine how much potential
revenue the company is earning.
Another simple trick can be to use
Google's "streetview" map feature to
assess whether the location the business
provided makes sense or not.
Lesson 5: Get Your Money Up Front
It's also important to remember that, all
things being equal, you might still like to
close a sale or establish a relationship
with your new customer. That means
that you can consider alternative ways of
working with your new client by, asking
for up-front payment or a substantial
deposit.
Anyone who has questionable credit,
needs to come up with cash if they want
to continue working.This will instantly tell
you if someone is for real or not. Above
all,make sure you get everything in
writing on a contract.
XoIrc Vnmgm. _moR>m H$n`m_`o d{MVM ewXYcoIZ
qH$dm `mH$aUm`m wQ>r AgVmV Am{U chmZ `dgm`
H$aVmV. cmJ emoYm Am{U \$moa_ nhm H$s Amn`m
g^m` JmhH$mZo cm`Q> qH$dm \o$g~wH$ gma`m
gmBQ>darc BVa qdS>modarc H$moUVmhr ZH$mam_H$ A{^m`
mV Ho$cm Amho qH$dm Zmhr Vo nhm, `n qH$dm Q>rQ>a
gwm AmnU EH$ nmD$c KoD$ eH$Vm Vo hUOo H$nZrcm
{H$Vr g^m` _hgyc {_iUma Amho ho {ZYm[aV H$a`mMm
_mJ H$moUVm Amho, H$_mB {H$Vr Amho ho nU nmhUo.
AmUIr EH$ gmonr `wVr hr Amho H$s JwJc`m
gmBS> _n {\$Mg dmnZ {ZYm[aV WmZ Oo Xo`mV Amcoco
WmZ AWnyU Amho qH$dm Zmhr.
nmR> 5 :- Amnco ngo An _moQ> H$am.
ho cjmV R>odUo XoIrc _hdmMo Amho H$s gd
Jmo>r g_mZ AmhoV. AmnU AXmn {dH$s ~X H$ qH$dm
Amn`m ZdrZ JmhH$mer ZmVo Wm{nV H$ eH$Vm. `mMm
AW Agm H$s An\$Q> no_|Q> qH$dm ggR>odr gmR>r {dMmZ
AmnU Amn`m ZdrZ cm`Q>er H$m_ H$a`m`m n`m`r
_mJmMm {dMma H$ eH$Vm.
`m`mH$S>o ge`mnX H$O Amho, Vo H$m_ Mmcy R>ody
BpN>V Ag`mg `mcm amoI aH$_ Xmdr cmJoc. Oa
H$moUr dmV{dH$ Amho H$s Zmhr Va ho Amn`mcm darV
gmJVmo. ho gd H$mhr H$mQ>Q> da {c{h`mZo Vwhmcm nyU
Imr {_iVo.
 13. How to improve collections
Script 13 gH$cZ gJh H$go gwYmamdo
# English
Introduction
Jeevan, runs a part-time financing
business. He lends money to villagers
against their valuables as surety. Jeevan
is aware of the risks his business brings
in. He makes additional monthly income
through the interest received from
financing. He has been a very happy
man as he could become rich in a short
duration of him. As time passed by, his
relationship with the people who
borrowed money from him became
stronger. He could now trust them. He
started lending money without any
payment terms. He gave them loans
against their valuables. A couple of
months passed and Jeevan began to
realize that he wasnt making enough
money. In fact, he started feeling
stressed as he had been following up
with people. There was neither a formal
contract or any other signed terms which
he could rely on.
Like Jeevan, you could be an individual
or firm who lends money. Learning to
effectively collect debts, whether
commercial (business-to-business) or
consumer (debts owed by individuals)
requires patience and diligence. The
best debt collectors have honed their
skills over years, learning what
strategies tend to push debtors towards
making payments. For new debt
collectors who havent yet had time to
develop their collection techniques,
however, there are some fairly simple
strategies that can help them get
started.
This course on How to improve
collections provides you simple tips on
how you can win the trust of your
existing customers resulting them to get
back to you for further purchases.
Lesson 1 Handling tough Debtors
The most important thing for any new
collector to remember when contacting
debtors is to NEVER use abusive or
threatening collection tactics. This is the
absolute worst mistake you can make
not only are abusive tactics ineffective,
they can result in legal challenges.
Translation
n[aM` :- OrdZ \$m`ZmqgJMm nmQ> Q>mB_
`dgm` H$aV hmoVm. Vmo cmoH$mZm `m`m _hmJS>m
dVy`m ~X`mV ngo XoV Ago. OrdZcm `m`m
`dgm`mV `oUm`m H$R>rU n[apWVrMr OmUrd hmoVr.
{dm nwadR>mVyZ {_imco`m `mOmZwgma Vmo A{V[aV
_m{gH$ Cn {_idy cmJcm. Vmo Iyn H$_r doimVM Iyn
lr_V Pm`m_wio Vmo AmZXr hmoVm. OgOgm `dgm`mV Vmo
O_ ~gdV Jocm VgVgo `mMo `m`mH$Sy>Z ng KoVco`m
cmoH$mer g~Y KQ>Q> ~ZV Joco. Vmo `m`mda {ddmg H$
cmJcm. H$mhrhr AQ>r Z cmdVm Vmo ngo XoD$ cmJcm. Vmo
`mZr `m`m _hmJS>m {Ogm`m _mo~X`mV cmoZ XoD$
cmJcm. nwH$i _{hZo hmoD$Z Joco Am{U OrdZ`m cjmV
Amco H$s Vmo hdo VodT>o ngo H$_dV Zmhr`o. Ia Va
nemgmR>r cmoH$m`m _mJo {\$Z {\$Z VUmdJV Pmcm
hmoVm. H$maU `m`m_`o H$mhrM {cIrV Aer ZhVr
qH$dm H$moU`mhr Aem ghr Ho$coco H$mJXnhr `m`mH$S>o
ZhVo.
OrdZ gmaIo AmnUhr d`pVH$ qH$dm EH$m
H$nZr`m nmV ngo XoV Agmc, ^mdrnUo H$O Jmoim
H$am`cm {eH$Uo, `mnmar Amho H$s Zmhr (`dgm` Vo
`dgm`) qH$dm JmhH$ (dV:gmR>r KoVcoco H$O) `mH$Sy>Z
naV {_i{d`mgmR>r Vwhmcm g`_ Am{U n{al_ H$amdo
cmJVmV. H$O naV {_idUm`m_`o dfmMr _ohZV {XgVo
d Vr `mZm n[and ~ZdVo, Aer H$mhr YmoaUo ~Zdm H$s
`m_wio H$OXma Vw_Mo ngo naV XoBc
. Oo cmoH$ m H$m_mV ZdrZ {eaH$md H$aVmV `mZm m
ZdrZ YmoaUmMr _m{hVr ZgVo, mgmR>r H$mhr gmo`m YmoaU
nVr AmhoV `m Vw_`m H$O naV {_id`mgmR>r
Vwhmcm _XV H$aVrc.
nmR> 1 :- H$R>rU H$OXma hmVmiUo.
Oo ZdrZ H$O AmUUmao cmoH$ AmhoV `mZr ho
cjmV R>odco nm{hOo H$s H$O naV _mJV AgVmZm H$Yrhr
A^ ^mfm qH$dm `mZm Y_H$mdyZ ngo _mJUo Agm
H$mXm{n hmoV Zmhr. hr Vw_Mr gdmV _moR>r MyH$ R> eH$Vo.
ZwgVo Ago A^ dmJUo, ~mocUo Ho$co Var g_moaMr H$O
Never make threats towards a debtor or
make false claims of any sort during a
collection effort.
It is also important to bear in mind that
debtors often go on the offensive, so to
speak, when contacted for collections,
they may complain about a bad product
or a bad service, how the product failed
to solve their problem etc. If a debtor
becomes aggressive or confrontational,
it is important to learn to remain calm
and professional. Try to speak to the
debtor in a way that will encourage him
or her to calm down so you can discuss
the debt, or leave then and contact later
once the situation is sorted. Getting into
a huge, emotionally-charged argument
with a debtor can only hinder the
collection effort.
Lesson 2: Demand Prompt action
When contacting debtors, it is also
important to demand prompt action. Set
specific deadlines for payments or, at
the least, for further contact, and if the
deadlines are missed contact the debtor
the next day. This will let him/her know
that you are taking the debt seriously
and that failure to act is not acceptable.
Be firm with the debtor so he will take
the collection seriously.
But always remember to be reasonable
in demands made to debtors. Find out
the reason payments havent been
made and use that information to
develop a solution to the problem that
works for both of you. If he cannot afford
to pay off the balance in full, there is no
point trying to force them to pay it all in
one lump sum the debtor is only likely
to become more frustrated and you still
receive nothing. It may be beneficial to
create a payment plan that will start the
flow of money back to the creditor and
wont force the debtor into financial
trouble. Each situation is unique so it is
naV H$aUmar `Vr Vw_`mda `m`mc`mV VH$ma XmIc
H$ eH$Vo. H$Yrhr H$OXmamZm Y_H$mdy ZH$m qH$dm MwH$sMo
Amamonhr H$ ZH$m {H$ `m_wio Vw_Mo ngo naV Ko`m`m
mgmVyZ VmnwaVr gwQ>H$m hmoBc.
dmXJV Jmo>r cjmV KoUo XoIrc _hdmMo Amho.
""Amjonmh dVZ Z H$aUo'' Oohm ~mocVmZm, Oohm Vwhr
ngo naV AmU`mgmR>r OmVm Vohm, Aem doiog Vo Vw_`m
dVy~c dmBQ> ~mocVrc Am{U Vw_`mH$Sy>Z {X`m
OmUm`m godo~chr, Vw_`m dVy `mMm g_`m
gmoS>dVmZm H$em {Z\$i Pm`m dJa.o Oa H$OXma
^mS>m`cm cmJcm qH$dm dmX Kmcm`cm cmJcm Va,
Aemdoiog emV ahm`cm {eH$mdo Am{U EH$m
`mdgm{`H$mgmaIo dmJmdo. H$OXmamer emVnUo ~mocV ahm
{H$ `m_wio `mZm AmnU C\y$V H$ eHy$. Vo emV
Pm`mda AmnU `m`mer H$Om{df`r ~mocUo gw H$
eH$Vmo qH$dm g`m Vmo {df` VoWoM gmoSy>Z Xm Am{U naV
ZVa H$Yr Var `oD$Z ^oQ>m Vmon`V dmXJV `wpVdmXmV
doe H$aUo hUOo H$OXma Ho$di Wmond`mMm `Z H$aV
AgVmo.
nmR> 2 :- _X Am{U d[aV H$Vr
Oohm H$OXmamH$S>o Vwhr OmVm Vohm _hdmMr
Am{U darV {H$`m Pmcr nm{hOo. EH$ {ZpMV g_`
gr_m R>admdr qH$dm nwT>rc doi ZH$s H$amdr.
EH$_oH$m`m gVV gm{`mV ahmdo qH$dm {Xcocr g_`
gr_m gncr Va AOXmamcm Xg`m {Xder naV AmR>dU
H$Z Xmdr. mdZ `m`m cjmV `oBc H$s Vwhr H$O
naV {_i{d`mgmR>r `Zerc AmhmV Am{U `mMo ho
dmJUo Vwhmcm ZmngV Amho. Vwhr H$OXmam`m {MH$mQ>rZo
_mJo cmJm hUOo Vmo Vw_Mo ngo XoUo {H$Vr Amd`H$ Amho
ho g_Ooc.
nU EH$ Jmo> cjmV R>odm {H$ H$OXmamH$S>o _mJUr
H$aVmZm Vr dmOdr Agcr nm{hOo. AmYr H$O naV Z
H$a`mMr H$maUo VnmgyZ nhm Am{U `m`mda Cnm`
emoY`mMm `Z H$am H$s Omo XmoKm`mhr \$m`mMo R>aoc.
Oa Vmo EH$mM doir nyU aH$_ XoD$ eH$V Zgoc Va
`m`m_mJo nyU aH$_ EH$X_ Xo hU`mV H$mhr AW
CaUma Zmhr. Aem doiog Vmo OmV mgyZ OmBc Am{U
Vw_`m hmVr H$mhrM `oUma Zmhr. EH$ Agm no_|Q> cmZ
~Zdcm nm{hOo H$s Omo ngo naV AmU`mMm _mJ ~Zdoc
Am{U H$OXmamcmhr nemMm OmV ^ma ghZ H$amdm
important to gain as clear of an
understanding of the debtors financial
situation as possible when creating a
payment plan.
Lesson 3: Negotiate effectively
One of the most important aspects of
debt collection is knowing how to
negotiate effectively with debtors.
Learning to negotiate is not an easy
process, and certainly requires practice,
but with time you can develop
negotiation techniques to some extent at
least. First & the foremost, learn to
demand payment in full during the very
first communication with a debtor is one
of the most common mistakes collectors
make when negotiating with debtors.
Luckily, this is an easy mistake to
correct: when you get a hold of the
debtor, you should immediately explain
that are there to collect the full balance
due and ask them how they would like to
make a payment. Of course, in many
collection efforts they wont immediately
agree to make a payment, but by asking
for full payment rather than conceding to
a payment plan or other payment option,
you will leave the impression that the
debt is being taken seriously and that
immediate action is required on their
part.
Lesson 4: Key Summary
1. Be Prepared. Before you contact a
customer for payment, make sure
you have all details of the amounts
outstanding.
2. Document Everything. While
talking to the customer about the
outstanding debt, take careful notes
about everything that was
discussed. Over time, continue to
add any additional details to your
file to keep it as up-to-date as
possible.
3. Dont Assume Anything. When
reaching out to the customer, make
sure that the debt has in fact not
been paid. Dont argue with the
customer. Remember there may be
potential future business with the
customer.
4. Be Pleasant and Control
Yourself. The tone you take with
your voice can impact how
successful the conversation will be.
cmJUma Zmhr. Xadoiog n[apWVr doJdoJir Agy eH$Vo
nU mV ho _hdmMo Amho H$s H$OXmamMr Am{WH$
n[apWVr g_OmdyZ KoD$Z _JM Amncm no_|Q> cmZ
~Zdcm nm{hOo.
nmR> 3 :- ^mdr nUo dmQ>mKmQ>r H$aUo.
hm gdmV _hdmMm _wm Amho H$s H$O naV
{_i{d`mgmR>r Vwhr H$OXmam~amo~a dmQ>mKmQ>r {H$Vr
^mdrnUo H$ eH$Vm. dmQ>mKmQ>r H$am`cm {eH$Uo ho gmono
H$m_ ZH$sM Zmhr, nU OgOgm AZw^d `oV OmBc,
VgVgo Vwhr dmQ>mKmQ>r`m nVr {eHy$ eH$mc. n{hco
Am{U gdmV _hdmMo hUOo Oohm Vwhr H$OXmamH$S>o H$O
naV H$a`mMr _mJUr H$am Vohm Zoh_r EH$ MyH$ hmoVo
Am{U Vr hUOo H$OmMo gd ngo dmQ>mKmQ>r_`o EH$mM
doir _mJUo hmo`. Zer~mZo hr MyH$ cdH$aM gwYm
eH$Vmo, Oohm Vw_Mm nJS>m H$OXmamda Agoc, Vwhr
`mcm g_Omdy eH$Vm H$s Vw_Mo nyU H$OmMo ngo XoUo
~mH$s Amho Am{U `mcm {dMmam {H$ Vwhmcm ngo H$go
naV H$aUma Amho. ZH$sM, Vo H$O _mJUr`m ~`mM
Ionm_`o gwdmVrcm V`ma hoUma Zmhr, naVw nyU ngo
_mJyZ Ko`mnojm Xgam ngm naV H$a`mMm _mJ gwMdy
eH$Vmo. mdZ H$OXmam`m cjmV `oBc H$s Vwhmcm ngo
naV H$aUo ho `m`mgmR>r {H$Vr Amd`H$ Amho.
nmR> 4 :- _wI gmame
1. V`ma amhUo :- Vwhr Oohm H$OXmamH$S>o nemMr
_mJUr H$amc Vohm nyU Imr H$Z `m. `m`m
{H$Vr `oUo Amho Vo VnmgyZ `m.
2. H$mJXn gd H$mhr :- Oohm Vwhr H$OXmamH$S>o
H$O naV H$a`mMr _mJUr H$aVm Vohm gd
{cIrV H$mJXn g_moa AgmdrV, Oo Vw_Mo ~mocUo
Pmco Agoc Vo `mZVa Oohm Oohm `mV H$mhr
~Xc hmoV OmVrc, Vg Ver `mV Zm|X H$aV
Omdr, e`Vmo gd An-Qy>-S>oQ> R>od`mMm `Z
H$amdm.
3. H$mhrhr JhrV Y ZH$m :- Oohm JmhH$mH$S>o Omc
Vohm nyU Imr H$Z `m H$s H$O H$mhrM naV
Ho$co Jococo Zmhr. JmhH$mer dmX Kmcy ZH$m.
cjmV R>odm H$s nwT>o ^{d`mV `mM JmhH$mer
`dgm` H$a`mMr doi `oD$ eH$Vo.
4. gwIr ahm Am{U dV:cm {Z`{V H$am :- Vw_`m
 If you start off the conversation with
a friendly, non-confrontational tone,
the customer may respond more
positively.
5. Avoid Confrontation and
Manipulation. Attempt to find out if
the debtors excuse for not paying is
legitimate. Listen carefully to what
the person is telling you, and get a
sense of whether the person is
being honest with you.
6. Put a Stop to Anger or
Harassment. Always try to stay
calm even if the debtor becomes
abusive during the discussion. No
matter what, always listen carefully
to what the customer tells you and
try to keep the dialogue constructive
as much as you can.
7. Give Options. If a customer is
having trouble paying off debt, it
might be possible for him to make
payments over time. Try to work out
a plan that will work for both. Listen
carefully and offer options until
something workable is defined.
8. Recap the Terms. Once a payment
plan has been agreed to, verbally
summarize the plan for the debtor.
This summary should include
specifics of when the debtor will
send each payment, and what form
of payment will be used. Then
document it in writing.
9. Keep Communicating. Even if the
debtor cant pay right away, it is
always important to keep
communications going. While the
older a debt becomes, the harder it
is to collect, sometimes
circumstances change and payment
may become possible.
~moc`mMm daM ho R>ady eHo$c H$s Vw_Mo g^mfU
{H$Vr `edr Am{U n[aUm_H$maH$ hmoBc. Oa
Vwhr ~mocUr AZwHy$c nVrZo gw Ho$cr, Ja-
gKQ>Zm_H$ da, Aem doir JmhH$mH$Sy>Z
gH$mam_H$ {_iVo.
5. dmX {VdmX Q>mi`mgmR>r :- dY H$maU
emoY`mMm `Z H$am {H$ `m_wio H$OXma Amnco
ngo naV H$ eH$V Zmhr`o. g_moaMr `Vr H$m`
gmJVo Vo cjnydH$ EoH$m, Am{U `VrMo g~Y
An`mer m_m{UH$ Amho H$s Zmhr ho OmUyZ `m.
6. amJ qH$dm CnrS>ZmMm `Z H$ ZH$m :- emV
amh`mMm nyU `Z H$am Oar H$OXma ~mocVmZm
AdVZr` ^mfoMm `moJ H$aV Agoc Varhr H$mhrhr
Pmc Var Vr `Vr Amn`mcm H$m` gmJy BpN>V
Amho Am{U ~mocUr EH$m gH$am_H$ _mJmda Mmcy
R>odm OodT>o Vwhmcm Ae` Agoc VodT>.o
7. n`m` Xm :- Oa H$OXmamcm ngo XoUo `mdoir
e` Zgoc Va Vmo nwT>`m H$mhr H$mcmdYrV Vo
Xo`mMm `Z H$aoc. EH$ Agm cmZ ~Zdm H$s
`mV XmoKmMmhr \$m`Xm hmoBc. gd cjnydH$
EoH$y Z `m Am{U `mdhm[aH$ Jmo>r R>a{d`m{edm`
n`m` {ZdS>m.
8. AQ>r g{jV H$am :- Oohm ngo Xo`mMm cmZ
H$OXmamgmR>r V`ma H$amc, hr nyU _m{hVr `mV
Amcr nm{hOo {H$ H$OXma Ho$hm Am{U H$go ngo
naV XoUma, Am{U H$moU`m nVrZo XoUma, ZVa ho
gd {cIrV dnmV Agco nm{hOo.
9. gnH$mV ahm :- H$OXma Oar `mdoir ngo naV XoV
Zgcm Var ho Iyn _hdmMo Amho {H$ `m`m gVV
gnH$mV am{hco nm{hOo. OgOgo H$O OwZo hmoV OmVo
VgVgo ngo {_i{dUo AdKS> hmoV OmVo H$maU H$s
`mV nwH$i`m ~mYm `oVmV Varhr H$mhr H$mimZo
ngo naV `oVmV.
 14. How to get repeat business
Script 14 nwZamdmr `dgm` H$gm {_idmdm.
# English
Introduction
Lakshman, has a small haircutting shop in
one of the busiest village lanes. He has been
in this business for over 20 years now and is
popular among the villagers. About 50 to
60% of his customers have been availing his
services for years now. He considers them
as his most loyal customers, from whom he
can expect monthly business for sure.
Lakshmanas friendly nature is something
that attracts people come to his shop again
and again. He is very courteous with his
customers, provides suggestions on the
latest hairstyles, and keeps them engaged
on any of the current affairs topics or other
topics of interest. People also prefer him as
he offers to visit their home and deliver
services such as haircut and
shaving.Lakshman knows that the best
opportunity to generate repeat business is to
create and build relationships with
customers.
When you've already sold something to
someone, you've built trust. They gave you
money, and you gave them a solution to their
problem.But that doesn't mean that they'll
automatically become your repeat
customers.
Repeat customers bring in many advantages
to your business. They are cheaper than
getting new customers. They also promote
your business by spreading the word about
your business to others. And, the more times
a customer buys from you, the more they will
come to trust your business and you thus
increasing your profits.
This course on How to get repeat
business provides you simple tips on how
you can win the trust of your existing
Translation
n[aM` :- c_U Mo EH$ Ho$g H$mn`mMo
XH$mZ Amho. Vo Jmd`m _`dVu ^mJmV Amho. `mMm
hm Ho$g H$mn`mMm `dgm` Odi Odi 20
dfmnmgyZ Amho. `m_wio Vmo JmdmV`m cmoH$m_`o
IynM {g Amho. JmdmVrc 50 Vo 60 Q>Ho$ cmoH$
`m`m m godoMm \$m`Xm H$Z KoVmV. Aem
JmhH$mZm Vmo Amnco {ddgZr` JmhH$ _mZVmo. m
cmoH$mH$Sy>Z Vmo _m{gH$ `dgm`mMr C_rX R>ody
eH$Vmo. `mMm d^md {dZ_, _Z{_imdy Ag`mZo
cmoH$mZm `m`mH$S>o `oUo AmdS>V.o Ogo Amn`m
JmhH$mer Vmo {dZ_nUo dmJm`Mm Am{U `mZm
ZdZdrZ hoAa Q>mBc ~c gwMdm`Mm VgoM
JmhH$m~amo~a g`m`m KS>m_moS>tda MMmhr H$am`Mm
VgoM Amco`m JmhH$m`m AmdS>r`m {df`mdahr
Jnm _mam`Mm. cmoH$ `mcm Ho$g H$mn`mgmR>r
KarnU ~mocdV AgV Am{U Ho$g H$mn`m~amo~a Vmo
Kar cmoH$mMr XmT>rhr H$Z Xm`Mm. c_Ucm ho
_m{hV hmoVo H$s Amn`mcm `dgm` mM
cmoH$mH$Sy>Z gmaIm gmaIm {_iUma Amho `m_wio
m`m gmo~V MmJco g~Y R>odUo Oar Amho.
Oa Vwhr H$moU`mhr JmhH$mcm EImXr dVy
{dH$V Agmc Va MmJco g~Y Am{U {ddmg
H$_mdU Iyn Oar Amho. Vo Vwhmcm ngo XoVrc
Am{U Vwhr `mZm ``m g_`mMo {ZdmaU gmJmdo
`mMm AW H$Yrhr Agm hmoV Zmhr H$s Vo {JhmBH$
Vw_`mH$S>o dmadma naV `oBc.
dmadma `oUmao {JhmBH$ Vw_`m `dgm`mgmR>r
Iyn \$m`Xoera R> eH$Vo. ho Zdo {JhmBH$
{_i{d`mnojm dVmVcm Z\$m Amho. Ago cmoH$
Vw_`m `dgm`mMr MMm doJdoJ`m cmoH$mer
H$aVrc Aem doiog Oohm {JhmBH$ Vw_`mH$S>o `oBc
Vohm Vw_Mr `mMm {ddmg mV H$ eH$mc Am{U
Vw_Mm \$m`Xm/Vw_Mr Am_XZr dmT>oc.
m YS>mV ""`mnma dmT>{d`mgmR>r H$mhr
gwMZm {X`m AmhoV. `mV {JhmBH$mMm {ddmg
customers resulting them to get back to you
for further purchases.
Lesson 1: Get it right first time
If you dont sell the right product to your
customer i.e. farmer the first time they would
not trust you and they wont buy from you
again, so a great first impression is crucial.
1. With a first-time customer, make sure
every little detail is dealt with care
2. Greet people with a smile and connect
with them
3. It is more important to understand their
needs than to tell them what products
you have
4. Keep up your promises. If you have
promised to get back within a week,
make sure you get back.
Tip: Always speak to the farmers in their
local language. This will help you connect to
them easily and they would feel comfortable
interacting with you.
Lesson 2: Keep a record of farmer details
This might sound tedious, but it is worth the
effort. Making a note of the farmers and their
requirements will help you succeed in your
business. For instance, when you receive
new product in your store and you
proactively intimate the relevant group of
farmers they would be happy to buy from
you in the future.
Here are the details you should keep a
record of:
1. Name of the person
2. Their contact number
3. Full postal address
4. Brief description of what they are
looking for
5. Details of any feedback they provided -
if they like a particular product
6. Any other information you think is
H$gm qOH$mdm `m`m naV naV `o`mZo Vw_`m
`dgm`mV H$er CVr hmoBc' ????
nmR> 1 :- ho W_V: mV H$am :
Oa Vwhr Vw_`m {JhmBH$mcm Amd`H$
AgUmar dVy {dHy$ eH$V Zgmc Va CXm. gwdmVrcm
g_Om eoVH$ar Vw_`mda {ddmg Zmhr H$aUma, Vo
naV Vw_`mH$Sy>Z dVy {dH$V KoUma hr ZmhrV.
hUyZM n{hcm ^md hm _moR>m Am{U _w` Agcm
nm{hOo Ogo
1. n{h`mXm Oo {JhmBH$ `oBc `mcm
g_Ooc Aem nVrZo g_Odmdo, `mMr H$miOr
`mdr.
2. {JhmBH$mer ~mocVmZm Moham hgam
R>odmdm. `mZm hmV OmoSy>Z Z_H$ma
H$amdm Am{U `m`mer OwidyZ
Ko`mMm `Z H$am.
3. `mZm H$m` hd` Vo OmUyZ `m,
ZmhrVa Vw_`mH$S>o H$m` dVy AmhoV
Vo gmJy ZH$m.
4. Amnco dMZ ZH$s nmim. Oa `mZm
Vwhr EH$m AmR>dS>mV `o`mMo H$~yc
Ho$co Agoc Va naV `o`mMm nyU
`Z H$am.
{Q>nUr :- eoVH$`mer Zoh_r `mZm
g_OUm`m gm`m gmo`m ^mfoV ~mocm. m_wio
Vwhmcm `m`mer OwidyZ KoUo gmono OmBc Am{U
`mZmhr AmnwcH$s dmQ>oc.
nmR> 2 :- eoVH$`m`m VnercmMr Zm|X
R>odm.
ho Iyn WH${dUmao H$m_ dmQy> eH$Vo nU Iao
nmhVm ho EH$ AWnyU H$m_ Amho. eoVH$`mMr Am{U
`mZm Amd`H$ AgUm`m dVyMr EH$ `mXr
~Zdmdr. Ago Ho$`mZo Vw_`m `dgm`mV Vwhmcm
`e {_ioc. CXm. Oohm Vw_`m XH$mZmV H$moUVrhr
ZdrZ dVy `oVo Am{U Vwhr `mg~YrV cmoH$mZm
cJoM gyMZm {Xcr Va ZOrH$`m H$mimV eoVH$ar
Vw_`mH$Sy>Z IaoXr H$aoc.
`oWo H$mhr Vnerc {Xcm Jocm m H$s `mV
Vwhr Vnerc aoH$mS> H$gm R>odmc ho gm{JVco Amho.
 relevant - their budget or buying
preferences.
Tip: When you get back sure you give a
personal touch such as by calling them.
Lesson 3: Always tell farmers you can
help them
People like to feel they are speaking to a
person who can help them. Here are some
ways on how you can help farmers:
1. By providing advice on best practices
2. Connecting them to vendors who can
give them the best price for their yield
3. By providing them the right products
4. By letting them know you are there to
guide them when required
Fact: Its not important how you help them,
but showing the customer you care about
answering their question or resolving their
problem goes a long way.
Lesson 4: Pay attention to your farmers
Pay attention to what farmers are feeling, not
just saying. By expressing, for example, you
sound disappointed, don't worry let me we
double check in the stock and get back to
you, will create a new and beneficial
relationship. Here are some Dos and Don'ts
to remember:
1. `VrMo Zmd
2. `mMm \$moZ Z~a
3. gnyU nmm
4. WmoS>`mV `mZm H$m` hdo Amho mMr
_m{hVr
5. `mZm Amd`H$ AgUm`m dVyMr
WmoS>r\$ma _m{hVr
6. Oa Vwhmcm AmUIr H$mhr `m dVy
g~{YV _m{hVr hdr Agoc Va Vr `mMo ~OoQ> qH$dm
IaoXrMo mYm`.
{Q>n - Oohm Vwhr `mZm naV ^oQ>mc Vohm
`m`m AmUIr Odi `o`mMm `Z H$am Ogo H$s
`mZm \$moZ H$aUo.
nmR> 3 :- eoVH$`mZm Zoh_r gmJV ahm {H$
Vwhr `mMr _XV H$ eH$Vm.
cmoH$mZm Ag dmQ>c nm{hOo H$s Vo Aem
`Vrer gdmX H$aV AmhoV `mZm Vo \$ma OdiyZ
AmoiIVmV Am{U `mMr _XV Amd` H$aoc. BWo
AemM H$mhr gyMZm {X`m Jo`m AmhoV H$s `mV
Vwhr eoVH$`mMr _XV H$er H$ eH$mc.
1. gdm}m_ nVr~c gco XoD$Z.
2. `mZm `m`m CnmXZmgmR>r gdm}m_
qH$_Vr {_idyZ XoUm`m {dHo$`mer OmoSy>Z XoD$
eH$Vm.
3. `mZm `mo` CnmXZ XmZ H$Z.
4. Oohm `mZm _mJXeZ H$a`mMr
Amd`H$Vm Agoc Vohm AmnU VoWo Ad` CnpWV
AmhmV ho H$idyZ.
g` - ho IynM _hdmMo Amho {H$ Vwhr
`mZm H$er _XV H$amc. {JhmBH$mcm Ag dmQ>c
nm{hOo H$s Vwhr `mZm gm^miyZ `mc, `m`m
ZmMr Cmao emoYm`cm Vwhr `mZm _XV H$amc
Am{U `m`m gd g_`mMo {ZdmaU H$m`_dnr
H$am`cm Vwhr `mZm _XV H$amc.
nmR> 4 :- eoVH$`mH$S>o cj Xm.
eoVH$`mZm H$m` dmQ>V ho \$V EoH$y ZH$m
Va CXm. Vwhr ~mocy eH$Vm H$s, ""Vwhr Iyn hVme
dmQ>Vm`, qMVm H$ ZH$m, Vw_`m _mcmMr _m{hVr
_cm Xm, _r nwhm _moOZ ~KVmo Am{U naV Vwhmcm
`oD$Z ^oQ>Vmo.'' hm IaM Iyn \$m`XmMm `dhma

Dos
1. Pay attention to your customers
emotions
2. Be empathetic to your customers
3. Listen actively to what your customer is
saying
4. Focus on customer needs
Donts:
1. Do not ignore your customer
2. Do not be rude to them
3. Do not make your customers wait for
long
4. Do not make a customer feel low based
on their buying capacity, personal
background, or any other reason
Lesson 5: Let farmers know what you are
doing for them
Last but not the least important, make sure
farmers are aware of all the hard and good
work you are doing for them. If you never
mention all the things youre doing for them,
they may not notice. Here are some key
points to remember:
1. You can choose a informal way to
communicate such as during a
conversation with them.
2. Do not boost too much about yourself or
your work
3. Just make sure you let them know
Fact: Whichever method you use, the key is
to point out to farmers what excellent service
you're giving them.
R>aoc. `oWo H$m` Jmo>r H$am`mV Am{U H$m` Jmo>r H$`
Z`oV Vo nwT>o gm{JVco Amho.
H$mhr H$a`mgma`m Jmo>r :
1. Amn`m JmhH$m`m ^mdZm OmUyZ
`m.
2. Amn`m JmhH$m`m ~m~VrV ghZerc
ahm.
3. Amnco JmhH$ H$m` gmJV Amho Vo nyU
`mZ XoD$Z EoH$m.
4. JmhH$m`m Amd`H$VoH$S>o cj Xm.
H$mhr Z H$a`mgma`m Jmo>r :
1. Amn`m JmhH$mH$S>o Xcj H$ ZH$m.
2. `m`mer H$R>moa dmJy ZH$m.
3. Amn`m JmhH$mZm Iyn doi VmQ>H$iV
R>oD$ ZH$m.
4. JmhH$mZm `m`m _mc H$_r IaoXr
H$a`m`m j_Voda, Z{VH$Voda qH$dm A` H$mhrhr
H$maUmda
nmR> 5 :- eoVH$`mZm g_Oy Xm H$s Vwhr
`m`mgmR>r H$m` H$aV AmhmV.
ho gdmV eodQ>Mo Am{U _w` hUOo
eoVH$`mZm g_Oy Xo H$s Vwhr {H$Vr _ohZV H$aV
AmhmV Am{U `m`mgmR>r {H$Vr MmJco H$m_ H$aV
AmhmV. Oa m gd Jmo>r Vwhr `mZm gm{JV`mM
ZmhrV Va H$Xm{MV `m`m cjmV `oUmahr Zmhr. BWo
H$mhr Jmo>r gwM{d`m Amho H$s `m_wio cjmV
R>od`m nm{hOo.
1. AmnU `m`m~amo~a AZmnMm[aH$
gdmX gmYyZ qH$dm g^mfUmMm _mJ {ZdSy> eH$Vm.
2. Amn`m dV:~c qH$dm Amn`m
H$m`m~c ~arM dmT> H$ ZH$m.
3. \$V AmnU `mZm H$imco `mMr
Imr H$Z `m.
g` - Vwhrhr H$moUVrhr nV dmnam,
_w` `o` hoM Amho {H$ eoVH$`mZm ho g_Oco
nm{hOo {H$ Vwhr `m`mgmR>r {H$Vr Cm_ H$m_ H$aV
AmhmV. {H$Vr MmJcr godm `mZm CncY H$Z XoV
AmhmV.
 15. How to give good customer service
Script 15 MmJcr JmhH$ godm H$er H$amdr?
# English
Introduction
Ramesh, completed his degree in
agriculture and he was deputed to closely
work with farmers to guide them on
improving their business. He usually sits at
the village community center and many
farmers approach him for his advice. His
job involves to meet farmers, provide them
valuable farming tips and techniques, visit
fields, and conduct inspection. Ramesh, is
known to be very friendly with the farmers.
He greets them with a smile, talks to them
in their local language, and even keeps
visiting their farms regularly. Ramesh also
conducts monthly training sessions for
farmers. The local farmers feel confident
as they know Ramesh is there to guide
them and help them if things go wrong.
The village community center is usually
busy with farmers waiting for their turn to
consult Ramesh.
The above scenario is an example of good
customer service. Here the farmers are
Rameshs customers. The approach used
by Ramesh makes the farmers visit him
again and again.
This course on How to give good
customer service will highlight some
things about customer service that you as
a retailer should always remember.
Lesson 1: Treat farmers as they are
your only customer
Farmers expect you to be aware of their
farming needs, their way of working, and
their preferences. In short they expect you
to treat them as if they are your only
customer. If you want to provide good
customer service you will need to
remember the below Dos and Donts:
Donts:
1. Do not ask the same questions over
Translation
n[aM` :- a_oe `mZr Amncr nXdr eoVr_`o
nyU Ho$cr Amho Am{U `mZm eoVH$`mMo `dgm`
gImocnUo gwYma`m~m~V _mJXeZ H$a`mgmR>r {Z`wV
H$a`mV Amco. Vmo Zoh_r JmdmV H$`w{ZQ>r H|$mda
~gm`Mm Am{U ~`mM eoVH$`mZr `m`m g`mgmR>r
`m`mer gnH$ gmYcm hmoVm. `m`m ZmoH$arV `mZm
eoVH$`mZm ^oQ>`mMr Amd`H$Vm AgVo. `mZm
eoV{df`H$ Amd`H$ Vr gyMZm XoUo Am{U VkmZmMr
AmoiI H$Z XoU,o `m`m eoVrcm ^oQ> XoUo Am{U
`mMr VnmgUr H$aUo. a_oe eoVH$`mgmR>r AZoH$
_m{gH$ {ejU g Am`mo{OV H$aV Ago. Wm{ZH$
eoVH$`mZm `m`m{df`r Am_{ddmg ~miJV AgV.
H$maU `mZm _mhrV Amho H$s a_oe `mZm _mJXeZ
H$aoc Am{U H$mhr Jmo>r MwH$s`m Pm`mg `mZm _XV
H$aoc.
Jm_ g_wXm` H|$ Zoh_rM eoVH$`mZr nyU
^acoco AgVo. Vo cmoH$ dV:Mm Z~a `o`mMr
CgwH$VoZo dmQ> ~KV AgV. `mZm a_oecm ^oQ>m`Mr
CgwH$Vm AgVo.
darc hm Z_wZm EH$ Cm_ CXmhaU Amho {H$
A{VCm_ JmhH$ godm H$er Agmdr. `oWo eoVH$ar
a_oeMo JmhH$ AmhoV. a_oeZo Omo >rH$moZ eoVH$`mgmR>r
dmnacm Amho `m_wio Vo dmadma `mZm nwhm ^oQ> XoV
AgVmV.
`m H$mog_`o ""MmJcr JmhH$ godm H$er
Xmdr'' JmhH$ godo~c H$mhr Jmo>r gm{JV`m AmhoV
Am{U Oo AmnU {H$aH$moi {dHo$Vm hUyZ Zoh_r cjmV
R>odmdo.
nmR> 1 :- eoVH$`mZm {Xcmg Xm H$s Vo Vw_Mo
EH$_od JmhH$ AmhoV.
eoVH$ar Anojm H$aV AgVmV {H$ Vwhmcm
`m`m eoVr{df`H$, JaOm{df`r _m{hVr Agmdr,
`m`m H$m_mMr nV nU H$imdr, Am{U `mMr
mYm`hr g_Omdr. gmo`m ^mfoV gmJm`Mo Pmc Va Vo
Aer Anojm H$aV AgVmV H$s Vwhr `mZm EHw$c`m
EH$ JmhH$mgmaIr dmJUyH$ Xmdr. Oa Vwhmcm
 and again. For example:
a. I forgot what did you ask for?
b. Tell me again which product did
you use?
c. What type of fertilizer did you
want?
d. Where is your field?
e. How many acres do you
farm?
f. Do not show your frustration or
disinterest even if you had a
tiring day
Dos
1. Understand what farmers are talking
about
2. Pay attention to their concerns
3. Provide solutions to their problems
4. The kind of relationship with farmers
might explain why they prefer to have
the same person to purchase their
products or seek advice from.
Lesson 2: Give Farmers your Best
Opinion
Good customer service is not just about
selling products. It is also about explaining
them why you recommend using a
particular product. Here are some
important facts you to need to be aware of:
1. Farmers expect to be told when you
occasionally disagree with them.
2. Let farmers know all of the possible
options, potential outcomes, and likely
costs so they can make the best
decisions.
3. You need to be aware how to deal
with disagreements and convince
farmers that the resulting decisions
are in their best interests
Tip: Make sure you provide the best
opinion based on the farmers needs. You
cannot provide the same solution to all of
them. Each one of them is unique with
JmhH$mZm MmJcr godm Xo`mMr BN>m Agoc Va
Vwhmcm H$mhr Jmo>r cjmV R>odm`m cmJVrc.
`mV H$m` H$amdo Am{U H$m` H$ Z`o Vo AmVm
~Ky.
H$moU`m Jmo>r H$ Z`o.
1. nwhm nwhm VoM Z {dMm ZH$m. CXmhUmaW
A) ""_r H$m` _m{JVco Vo _r {dgacmo.''
~) ""_cm nwhm gmJm H$s Vwhr H$moUVo
CnmXZ dmnacoV?''
H$) ""Vwhr H$moU`m H$maMo IV dmnaV
AmhmV?''
S>) ""Vw_Mo jo H$moR>o Amho?''
B) ""AmnU {H$Vr eoVmV H$m_ H$aVm?''
\$) Amncr {Zamem qH$dm Z AmdS>Um`m
Jmo>r Xedy ZH$m. Oar Vwhr {Xdg^am`m H$m_mZo
WH$coco Agmc Var
H$moU`m Jmo>r H$am`mV.
1. eoVH$ar H$m` gmJV Amho ho cjmV `m.
2. `m`m qMVm cjmV `m.
3. `m`m g_`mMo g_mYmZ `mZm XmZ H$Z
Xm.
4. eoVH$`mgmo~V`m ZmVo g~YmV ho n> hmoD$
eH$Vo H$s `mZm `m`m CnmXZmMr IaoXr H$a`mgmR>r
qH$dm gcm Ko`mgmR>r VrM `Vr H$m {ZdS>mdrer
dmQ>Vo.
nmR> 2 :- Vw_Mr gdm}m_ _Vo eoVH$`mZm Xm.
EH$ MmJcr JmhH$ godm hUOo \$V dVy
{dH$Uo Zmhr. ho `mZm g_OmdyZ gmJm {H$ AmnU EH$
{d{e> CnmXZ dmna`mMr {e\$mag H$m Ho$cr. `oWo
OmJH$ AgUo Amd`H$ Am{U _hdmMo V` Amho.
1. AmnU eoVH$`mer H$Yr H$Yr Agh_V
AgVmZm Vo OmUyZ Ko`mMr Anojm H$aVmV.
2. eoVH$`mZm e` Vo gd n`m` H$idm, g^m`
n[aUm_ gmJm Am{U Vo g^m`V: Pm`m_wio gdm}m_
{ZU` KoD$ eH$VmV.
3. Amn`m {dgJVrcm gm_moao Om`mg Am{U
eoVH$`mZm nQ>dyZ Xmdo H$s n[aUm_r hm {ZU`
gdm}m_ {hVg~YmgmR>r {H$Vr Amd`H$ Amho.
{Q>n :- AmnU eoVH$`m`m JaOm `mda AmYm[aV
their own needs and goals.
Lesson 3: Give Farmers your Time
Flexibility is key. As an agripreneur you
might have to meet a farmer at 6 a.m. and
another at 6 p.m. The same kind of
schedule might apply to delivering
products to the farm. You will need to
make sure that you are available to help
farmers out.
1. You need to be aware that flexibility is
most important for your customers
2. Understand that farmers expect you to
work with their schedules, and in
some cases, that includes off-hours
3. Providing on time responsive service
is a sign of excellent customer
service.
Tip: This does not mean you will need to
available 24/7. You can always
communicate to farmers on ways they can
reach out to you in case of urgency during
odd hours.
Lesson 4: Be actively Involved
Farmers expect you to be actively involved
in the local communities. This would help
them build the trust factor and also be
more comfortable in interacting with you.
Here are ways to organize or be part of
community activities.
1. Conduct awareness sessions by
addressing the farmers directly
2. Educate the farmers by showing them
agriculture based film/program at the
local community center
3. Visit the farmers at their fields to help
them in case of any issues
Warning: Do not go overboard in getting
things arranged for meetings. Plan things
that are possible within the limited
constraints you have.
~mV`m VgoM gdm}m_ n`m` XmZ H$a`mMr Imr
H$Z Xm. Vwhr EH$M n`m` gdmZm Zmhr XoD$ eH$V.
`mVrc `oH$OU Zm{d`nyU AgVmo Am{U `m`m
"JaOm Am{U `o` nU doJir AmhoV.'
nmR> 3 :- eoVH$`mZm Vw_Mm doi Xm.
cd{MH$Vm hr Jw{H$cr Amho. Vwhr
AJrogmoAa Ag`m_wio Vwhmcm OmVrV OmV
eoVH$`mZm ^oQ>mdo cmJVo. mgmR>r H$mhr doiog Vwhmcm
`m`m doioZwgma H$Yr gH$mir 6 dmOVm qH$dm
g`mH$mir 6 dmOVmhr ^oQ>m`cm Omdo cmJVo. hoM
doimnH$ Vwhr Oohm dVy Xm`cm OmVm Vohmhr cmJy
nS>V.o Vwhr `mZm ImrZo nQ>dyZ Xm H$s Vwhr `mZm
IamoIaM _XV H$a`mgmR>r CncY AmhmV.
1. Amn`mcm ho cjmV `mdo cmJoc H$s Amn`m
JmhH$mgmR>r cd{MH$Vm gdmV _hdmMr Amho.
2. ho g_OmdyZ `m H$s eoVH$ar AmnUmg `m`m
doimnH$mgh Am{U H$Yr H$Yr Vmgm_mUo hr H$m_
H$a`mMr Anojm H$aVmV H$mhr H$aUm_`o ho H$amdo
cmJVo.
3. doi {VgmX godm XmZ Cm_ JmhH$ godoMo
cjU Amho.
{Q>n :- `mMm AW Agm Zmhr {H$ Vwhr 24 x 8
CncY Agco nm{hOo. Vwhr eoVH$`mgmR>r Zoh_rM
CnpWV Agco nm{hOo. Oohm `mZm JaO Agoc Vohm
Vo Andoir XoIrc Vw_Mr _XV _mJy eH$Vrc.
nmR> 4 :- gH$r`nUo gh^mJr hm.
eoVH$`mM Ag hUU Agy eH$V {H$ Vwhr
`m`mV nyUnUo gh^mJr hmd. AemZo `mMm
Vw_`mda nyU {ddmg ~goc Am{U Vw_`mer MMm
H$am`cmhr `mZm gmon OmBc. `oWo ho H$m` H$go H$amdo
qH$dm m H$m`mMm ^mJ H$go ~Zmdo `mMo _mJ gwM{dco
Amho.
1. eoVH$`m_`o OmJH$Vm AmU`mgmR>r H$mhr
MMm g ~Zdm.
2. H$`w{ZQ>r hmc_`o eoVH$`mZm {e{jV
H$a`mgmR>r H$mhr chmZ {gZo_/o moJ_ XmIdm.
3. eoVH$`mZm Oa H$mhr mg AgVrc Va `mZm
`m`m eoVmda OmD$Z ^oQ>mdo.
Bemam :- ~R>H$m Am`mo{OV H$a`mgmR>r Jmo>r
{_i{d`mgmR>rhr Hw$dVrnojm ~mhoa OmD$ ZH$m.
Vw_`mH$S>o Agco`m _`m{XV ~YZmV e` Agco`m
Jmo>tMr `moOZm H$am.
Lesson 5: Other Important Points on
Customer Service
No matter which field you are in, here are
some universal tips on customer service
that you will have to follow:
1. Know your products. Study and learn
as much as you can about your
products.
2. Reach out and greet each customer
who appears to need help, respond
politely, enthusiastically, and
knowledgeably to his questions and
needs.
3. Remember to always complete the
interaction by telling the customer to
come back and let you know how he
liked the product.
4. Be aware of customers' facial
expressions and body language to
understand their needs.
5. If you don't have an answer- know
how to quickly get help from the
experienced people in your market
who do have the knowledge.
nmR> 5 :- JmhH$ godoVrc BVa _hdmMo _wo
Vwhr H$moU`mhr `dgm`mV Agm `mZo H$mhr
\$aH$ nS>V Zmhr. `oWo H$mhr OJmZo _m` Ho$coco JmhH$
godogmR>r`m gyMZm {X`m AmhoV -
1. Vw_`m CnmXZmMr nyU _m{hVr H$Z `m. e`
hmoBc VdT> Vwhr Vw_`m CnmXZmMm A`mg
H$Z {eHy$Z `m.
2. ~mhoa nS>m Am{U `oH$ JmhH$mcm dV: OmD$Z
^oQ>m `mZm _XV hdr Amho. `mZm emVVoZo Cma
Xm. CgwH$VoZo Am{U `m`m JaOm OmUyZ `m
Am{U `m`m ZmMr Cmao Xm. cjmV R>odm
{H$, gdmX Zoh_r gXdr JmhH$mZm naV `o`mg
gmJyZ Am{U CnmXZ `mZm H$go dmQ>co ho
{dMmZ nyU H$amdo.
3. JmhH$mMm Moham dmM`mMm `Z H$am Am{U
`m`m JaOm g_OyZ KoVmZm `mMo emar[aH$ hmd^md
nU cjnydH$ nhm. Oa `mjUr Vw_`mH$S>o Cma Zgoc
Va e` VodT>o cdH$a Vw_`m AmoiIr`m cmoH$mH$Sy>Z
{_idm. `mZm `m Jmo>rMo nyU ??? Amho.
 16. How to make a marketing plan
Script 16 _mH}$qQ>J cZ H$gm ~Zdmc

# English Translation
To grow your business, you need a `dgm` dmT>{d`mgmR>r Vwhmcm _mH}$qQ>J cmZ
marketing plan.A marketing plan is a plan
that outlines your full marketing strategy ~Z{dUo Iyn Amd`H$ Amho. EH$ _mH}$qQ>J `moOZm Aer
for the coming year. It will include who `moOZm Amho H$s Amn`mcm nyU H$m`mgmR>r nyU _mH}$qQ>J
you are marketing to, how you will market
to them, the strategies you will use to
`moOZoMr naofm ~Zdm`cm _XV H$aVo. mV AmnU
connect with customers and attract sales, `mMo _mH}$qQ>J H$aUma AmhmV. `mZm H$go {dH$Uma ho
and how you will retain your customers so JmhH$mer H$ZoQ> hmo`mH$[aVm Am{U {dH$s AmH${fV
they repeatedly buy from you. The goal of
the marketing plan is to outline how you H$a`mgmR>r Am{U Amn`m JmhH$mZm H$go nwZmV H$Z
will present your products and services to `mc `mgmR>r dmadma Vo Amn`mH$Sy>Z IaoXr
your target market.
H$a`mgmR>r, dmnaUma Agco`m `moOZmMm `mV g_mdoe
H$amdm. _mH}$qQ>J cZMm hoVy hm Amho H$s AmnU Amncr
CnmXZo Am{U godm Amn`m c{jV ~mOmanoR>o_`o H$er
gmXa H$amc.
Done properly, your marketing plan will be Amncr _mH}$qQ>J `moOZm AMyH$nUo Ho$cr OmVo ho
the path you follow to get unlimited
customers and improve the success of A_`m{XV JmhH$ {_i{d`mgmR>r Am{U Amn`m
your business. Businesses that are `dgm`mMr `edrVm gwYma`mgmR>r AZwgaU H$a`mMm
successful in marketing undoubtedly start
with a marketing plan. This course on
^mJ Agoc. _mH}$qQ>J_`o `edr Pmcoco `dgm` ho
How to make a marketing plan will guide {Z:ge`nUo EH$m _mH}$qQ>J cZgh gw hmoVmV. hm H$mog
you how to create a marketing plan that _mH}$qQ>J cZ H$go ~Zdm`Mo `mMr naofm XoBc.
works.
Amncr H$m`Umcr H$er V`ma H$amdr ho _mJXeZ
H$aoc.
Lesson 1: Draft the situation nmR> 1 :- n[apWVrMm {dcofU _gwXm
analysis
This first section defines your business
n{hcm {d^mJ Amncm `dgm` Am{U `mMr
and its products or services, then shows CnmXZo qH$dm godm n[a^m{fV H$aVmo. ZVa AmnU
how the benefits you provide set you Xe{dcoco cm^ Amn`m nY}nmgyZ H$go doJio H$aVmV ho
apart from your competition. Not only do Xe{dVmV. AmnU ~mOmanoR>oMo dUZ H$a`mg H$m` gj_
you need to be able to describe what you
market, but you must also have a clear
hmoD$ BpN>V Zmhr Va Amnco {VnYu H$moU`m Jmo>r
understanding of what your competitors Am\$a H$aV AmhoV `mMr n> g_O XoIrc Amn`m
are offering and be able to show how your _ZmV AgUo Amd`H$ Amho Am{U AmnU H$go AmhmV
product or service provides a better value. ho Xe{d`mgmR>r gj_ hmoD$ eH$Vm. qH$dm CnmXZmZm
_y` XmZ H$Z XoVm Amco nm{hOo.
Make your situation analysis an overview Amn`m n[apWVrMo {dcofU H$am Am{U Amn`m
of your business's strengths, `dgm`mVrc H$_VaVm, gYr Am{U YmoH$o `mMo
weaknesses, opportunities and threats.
Strengths and weaknesses refer to {dhJmdcmoH$Z H$am. gm_` Am{U H$_Hw$dVVm Ago
characteristics that exist within your JwUY_ AmhoV {H$ Oo Amn`m `dgm`m_YyZ ~mhoa
business, while opportunities and threats nS>VmV Am{U gYr Am{U YmoHo$ ~mhoa`m KQ>H$mH$S>o
refer to outside factors. nmhVmV.
Next, describe any external opportunities nwT>o AmnU Amn`m CnmXZmgmR>r dmT>rd ~mOma
you can take advantage of, such as an
expanding market for your product. `mVyZ AmnU `mMm \$m`Xm KoD$ eH$Vm Aem
H$moU`mhr ~m gWoMo dUZ Ho$co Amho.
Positioning your product involves two
steps. First, you need to analyze your
products features and decide how they
distinguish your product from its
competitors. Second, decide what type of
buyer is most likely to purchase your
product. What are you selling?
Convenience?Quality? Discount pricing?
You cant offer it all. Knowing what your
customers want helps you decide what to
offer, and that brings us to the next
section of your plan.
Lesson 2: Describe your target
audience.
Developing a simple, one-paragraph
profile of your prospective customer is
your next step. You can describe
prospects in terms of demographics
age, sex, family composition, earnings
and geographic location. Ask yourself the
following:
Are my customers conservative or
innovative?
Leaders or followers? Timid or
aggressive?
Traditional or modern?
Introverted or extroverted?
How often do they purchase what
I offer? In what quantity?
If youre a business-to-business marketer,
you may define your target audience
based on their
type of business
job title
size of business
geographic location or
any other characteristics that
make them possible prospects.
No matter who your target audience is, be
sure to define them in this section,
because it will be your guide as you plan
your campaigns.
Lesson 3: List your marketing goals
What do you want your marketing plan to
achieve? For example, are you hoping for
a 20 percent increase in sales of your
Amnc CnmXZ OJmV XmoZ Q>`mV H$aUo W_
Amn`mcm Amn`m CnmXZm`m ^{d`mMo {dcofU
H$a`mMr Amd`H$Vm Amho Am{U Vo H$go Vw_`m
{Vn`mnojm H$go doJio Amho ho XmIdoc. Xgam H$ma
hUOo H$moU`m H$ma`m IaoXrXma H$moU`m H$maMo
Amnco CnmXZ {dH$V Ko`mMr gdmV OmV e`Vm
Amho. Vwhr H$m` {dH$V AmhmV? gw{dYm? JwUdmm?
qH$_Vrda gwQ>? AmnU Vo gd XoD$ eH$V Zmhr. Amn`m
JmhH$mZm H$m` hdo Amho ho OmUyZ Ko`mg Amn`mcm
_XV hmoVo ho OmUyZ KoU {H$ H$m` Am\$a H$am`Mo Am{U
Vo Amhmcm Amn`m gm`m nwT>rc ^mJmda AmUVo.
nmR> 2 :- Amn`m c` jH$mMo dUZ H$am.
Amn`m ^mdr JmhH$mMm gmonm EH$ n[aN>oX
mo\$mBc V`ma H$aUo. ho Amnco nmD$c Amho. AmnU
OZg`oZwgma, d`mZwgma g^m`VoMo dUZ H$ eH$Vm.
d`, qcJ, Hw$Qw>~, aMZm, {ejU Am{U ^mJmo{cH$ WmZ,
dV:cm Imcrc H$mhr Jmo>r {dMmam.
1. _mPo gd JmhH$ nwamVZ H$mimVrc qH$dm
nwamU_VdmXr Amho.
2. AZw`m`r qH$dm AZw`m`mZr? {^m qH$dm
AmH$_H$ AmhoV?
3. nmanm[aH$ qH$dm AmYw{ZH$
4. AV_wI Pmcocm qH$dm ~{h_wI?
5. {H$`oH$Xm Vo `mMr {H$Vr aH$_ XoVmV? Vo {H$Vr
IaoXr H$aVmV.
Oa AmnU `dgm` Vo `mdgm{`H$ {dHo$Vo
Agmc Va AmnU Amn`m c{jV ojH$mMr n[a^mfm
`m`m AmYmamda H$ eH$Vm.
1. `dgm` H$moUVm
2. ZmoH$arMo {efH$
3. `dgm`mMm AmH$ma
4. ^mJmo{cH$ WmZ.
5. qH$dm `mZm g^m` ~Z{dUm`m BVa H$moU`mhr
d{eQ>m~c.
Amnco c{jV cmoH$ H$moU AmhoV ho _hdmMo
Zmhr `mZm `m {d^mJmV n[a^m{fV Ho$co Amho. H$maU ho
AmnU Amncr _mo{h_ AmIV Ag`mMr Amncr `moOZm
Amho.
nmR> 3 :- Amn`m _mH}$qQ>J C{>mMr `mXr
H$am.
AmnU Amncr _mH}$qQ>J `moOZm H$er mV H$
product per quarter? Write down a short
list of goalsand make them measurable
so that youll know when youve achieved
them.
Lesson 4: Develop the marketing
communications strategies
This section is the heart and soul of your
marketing plan. You will need to detail the
methods youll use to reach these
prospects and accomplish your goals.
A good marketing program targets
prospects at all stages of your sales
cycle. Here are some useful tactics to
reach out different prospects:
Cold prospects- Advertising, public
relations and direct marketing
Warm prospects - Those who've
previously been exposed to your
marketing message and perhaps
even met you personallywill
respond best to permission-based
email, loyalty programs and customer
appreciation events, among others.
Hottest prospects - Individuals
whove been exposed to your sales
and marketing messages and are
ready to close a sale.Interpersonal
sales contact (whether in person, by
phone, or email) combined with
marketing adds the final heat
necessary to close sales.
To complete your tactics section, outline
your primary marketing strategies, then
include a variety of tactics youll use to
reach prospects at any point in your sales
cycle.
Step 5: Set your marketing budget.
Youll need to devote a percentage of
projected gross sales to your annual
marketing budget. When starting a
business, this may mean using newly
acquired funding, borrowing or self-
financing.
Marketing is essential to the success of
your business. And with so many different
kinds of tactics available for reaching out
BpN>Vm? CXmhaUmW AmnU `oH$ {V_mhrV Amn`m
CnmXZm`m {dH$sV 20% dmT> Ano{jV Amho. C{>mMr
WmoS>`mV `mXr {chZ `mg _moO`m_mJo ~Zdm OoUoH$Z
Vwhmcm _m{hVr {_ioc ZVa Vwhmcm H$ioc.
nmR> 4 :- _mH}$qQ>J H$`w{ZHo$eZ aUZrVr
{dH${gV H$am.
hm {d^mJ Amn`m _mH}$qQ>J `moOZoMo X` Am{U
Am_m Amho. `m Amn`mcm `m g^mdZon`V
nmohmoM{d`mgmR>r Am{U Amn`m C{>mMr nyVVm
H$a`mgmR>r, AmnU dmnaUma Agco`m nVtm`
Vnercmda KoD$Z OmBc. EH$ MmJcm _mH}$qQ>J H$m`H$_
gd Q>`mda, cjmda Amn`m {dH$s MH$m`m g^mdZm
Xe{dVmo. `oWo {d{dY g^mdZmn`V nmohmoM`mgmR>r H$mhr
Cn`wV `w`m Amho.
* WS> g^mdZm : OZgnH$ Am{U WoQ> _mH}$qQ>JgmR>r
Om{hamV H$aUo.
* C~Xma mnoQ> : Amn`m _mH}$qQ>J gXoemg
gm_moao Joco AmhoV Am{U H$Xm{MV AmnUmg
XoIrc ^oQy> eH$Vrc Aem `VtZm d`pVH$
[a`m nadmZJr AmYm[aV B_oc, {Z>m H$m`H$_
Am{U JmhH$ egm Bh|Q>g_`o gdm}m_ {VgmX
{_ioc.
* gdmV AmemXm`H$ g^mdZm : `m `Vr
Amn`m {dH$s Am{U _mH}$qQ>J gXoemer gnH$
gmYVmV Am{U {dH$s ~X H$a`mg V`ma
AgVmV. nana d`pVH$ {dH$s gnH$
H$Xm{MV `Vrg_moa, \$moZda qH$dm B_oc)
{dH$s ~X H$a`mgmR>r Amd`H$ Agco`m A{V_
CMr`m _mH}$qQ>J`m Om{hamVr EH$ OmoS>Vo. Amn`m
S>mdnoMmMm {d^mJ nyU H$Z {V`m mW{_H$ _mH}$qQ>J
YmoaUmMr _m{hVr Xm. `mZVa AmnU Am_`m
{dH$s`m MH$m_`o Hw$R>`mhr doir `o`mn`V
nmohmoM`mgmR>r {d{dY H$ma`m MmM`mMm g_mdoe
H$am.
nmR> 5 :- Amnco _mH}$qQ>J ~OoQ> V`ma H$am.
Amncm Amn`m dm{fH$ _mH}$qQ>J AWgH$nmV
AXmOo EHy$U {dH$s Q>Ho$dmarMr Zm|X H$aUo Amd`H$
Amho. EImXm `dgm` gw H$aVmZm, `mMm AW ZdrZ
gmYcocm {ZYrMm Agm hmoD$ eH$Vmo,
H$O qH$dm dV:`m Am{WH$ j_Voda _mH}$qQ>J Amn`m
`dgm`m`m `emgmR>r Amd`H$ Amho. Oohm
JmhH$m`m doJdoJ`m H$ma`m godmgmR>r CncY
to different types of customers, theres a
mix to fit even the tightest budget.
As you begin to gather costs for the
marketing tactics you outlined in the
previous steps, you may find youve
exceeded your budget. Simply go back
and adjust your tactics until you have a
mix thats affordable. The key is to never
stop marketingdon't use costly tactics
until you can afford them
Agco`m {d{dY H$ma`m `w`mgh AJXr geV
~OoQ>_`o ~g{d`mMm `Z Pmcm nm{hOo.
AmnU _mJrc Q>`m_`o {Xco`m _mH}$qQ>J
VkmZmgmR>r IM Jmoim H$aUo gw H$aVmM AmnU
H$Xm{MV Amn`m _w` ~OoQ>Mr cmBZhr AmocmS>cr
Agoc qH$dm ~OoQ>_`ohr Agmc \$V naV _mJo Om
Am{U Amn`m `w`m ~Zdm Omo n`V AmnU gd nana
OwidyZ AmUV Zmhr. Omon`V Vwhmcm nadS>V Zmhr
Vmon`V _mH}$qQ>JgmR>r _hmJS>m `w`m dmn ZH$m.
 17. How to achieve continuous improvement
Script 17 gVV gwYmaUm H$em gm` H$am`m.
# English
Introduction
Kiran, is a teacher in the village school.
His daily routine is to wake up by 6.30
a.m, get ready, have breakfast, and
leave to school by 7.30 a.m. He then
get back from school by 4 p.m. takes a
nap, meet the local villagers, get back
home by 7 p.m and go to bed by 8.30
p.m. It has been 8 years now and there
has been no change is Kirans lifestyle.
His friends who started as school
teachers in the local villages have now
progressed and moved to the junior
college or have opened their own
coaching centers.
The above scenario is a simple
example of an individual without
continuous improvement. The same
example can be applied to any aspect
of your life or your business.
Daily improvement applies to every
area of your businessa shorter lead-
time attracts more customers; modified
words on a web page attract more
visitors to buy; Water in the reception
area pleases guests; an improved
business form or application reduces
errors; a more compelling radio
advertisement boosts sales leads, and
so forth. There are hundreds or even
thousands of possibilities to improve
any business.
This course on How to achieve
continuous improvement focuses on
identifying opportunities for
streamlining work and reducing waste.
Lesson 1: Make a Plan
1. Consider the future. Having a
vision for the future and long term
goals are the starting point for
improvement. Start by considering
where you see yourself and your
business in five to ten years.
2. Write a True North statement.
Consider your business goals and
write a few statements that
address these goals, and then
Translation
{H$aU JmdmV`m emioV {ejH$ hmoVm. Vmo amoO
gH$mir 6.30 dmOVm CR>V Ago. ZmVm H$Z Am{U amoO
7.30 dmOVm emiogmR>r {ZKV Ago. Vmo emioVyZ amoO 4
dmOVm naV `oV Ago. Am`mda Vmo WmoS>m Amam_ H$aV
Ago. ZVa JmdmV`m cmoH$mZm ^oQ>V Ago Am{U 7 dmOVm
Kar naV `oV Ago. Am{U amr 8.30 dmOVm PmonV Ago.
hm `mMm Joco AmR> dfmnmgyZMm EH$ gmaImM {XZH$_
Mmcy Amho. `mMo {_ Oo `m`m _mUo JmdmVrc emioV
ZmoH$ar H$aV hmoVo `mZr JVr Ho$cr hmoVr. Vo `w{ZAa
H$mcoO_`o ZmoH$ar H$am`cm cmJco hmoVo qH$dm H$mhr OUmZr
dV:Mo H$moqMJ g|Q>a CKS>co hmoVo.
CnamoV CXmhaU ho {ZaVa gwYma Z Ho$co`m `VrMo
EH$ gmYo CXmhaU Amho. AgoM g_mZ CXmhaU Amn`m
d`pVH$ Am`w`m`m ~m~VrV qH$dm `dgm`m`m ~m~VrV
cmJy Ho$co OmD$ eH$Vo.
X{ZH$ gwYmaUm Amn`m `dgm`m`m `oH$
^mJmda cmJy hmoVo qH$dm H$_r H$mcmdYrV Oo A{YH$
JmhH$mZm AmH${fV H$aVo, EImXm do~ noOda A{YH$
cmoH$mZm H$a`mgmR>r H$mhr gwYm[aV qH$dm ZdZdrZ eXmMm
dmna H$Z JmhH$mZm Amn`mH$S>o AmH${fV H$aVmV,
[agoeZ jomVrc nmUr JmhH$mMr ngVr {_i{dVo,
`dgm`mMm \$m_ qH$dmm `mV gwYmaUm H$Z wQ>r H$_r
H$aVm `oVmV. A{YH$ ^mdr ao{S>Amo Om{hamV dmT>dcr Va
{dH$s nU dmT>Vo Am{U `m_wio nwT>o H$moU`mhr `dgm`mV
gwYmaUm H$a`mgmR>r hOmamo qH$dm hOmamohZ A{YH$ e`Vm
Amho.
`m H$mog_wio ""gVV gwYmaUm H$er dmT>dm`Mr''
H$m_mMo {Z`_Z Am{U H$Mam H$_r H$a`m`m gYr
AmoiI`mda cj H|${V H$aVo.
nmR> 1 :- EH$ `moOZm ~Zdm.
1. ^{d`mMm {dMma H$am. : ^{d`mgmR>r EH$ >r
Amho Am{U XrKH$mcrZ Cr>o gwYmaUo gmR>rhr
gwdmV Amho. 5 Vo 10 dfm_`o AmnU dV:cm
Am{U Amn`m `dgm`mcm Hw$R>o nmhVm ho {dMmamV
KoD$Z ma^ H$am.
2. Iao Cma {dYmZ {c{hUo : Amn`m `dgm`mMo `o`
{dMmamV `m Am{U H$mhr Cr>o {chm Or `m
 determine which statement best
fits your long term plan.
3. Reflect on your past. After
deciding on your True North
statement, itemize past behaviors
that could hinder your overall goal.
These behaviors must be modified
in order for you to reach your
goals.
4. Start with small
improvements.Small
improvements allow you and/or
your employees to see results
more quickly, which can be a
positive reinforcement.
5. Be consistent. Changing
everything at once can cause
confusion and frustration. Make
one change and make sure it
sticks before making another
change.
Lesson 2: Sharing your vision
1. Paint the big picture. Employees
should understand how they,
individually, contribute and are
necessary to the larger goals of
the company, not just in terms of
how what they do benefits an
increased profit return, but also
how what they do matters in the
larger world.
2. Give clear instructions. Having
clear guidelines and clarifying your
expectations from the start is
important for any collaborative or
individual work.
3. Make your True North statement
your personal or business
mantra. This phrase should be
repeated often. Your employees
should know the True North
statement and how it is important
to their own projects and daily
tasks.
4. Participate in your vision. Be
visible as someone contributing to
the goals in everyday ways, rather
than simply overseeing your
employees.
Lesson 3: Creating Desire
1. Allow experimentation.Making
room for creative approaches and
even failure fosters a positive
Cr>mZm CoeyZ AgVrc Am{U Amn`m XrKH$mcrZ
`moOZogmR>r H$moUVo {dYmZ MmJco Agoc Vo {ZpMV
H$am.
3. Amn`m ^yVH$mimMm {dMma H$am : Amn`m I`m
CmamMm {ddaUmMm {ZU` Ko`mAmYr Vw_`m
nydu`m dVUwH$sgX^mV _m{hVr Xmdr. `m_wio
EHy$U Cr> {~KSy> eH$Vo AmnU Amncr Cr>o
JmR>`mgmR>r AmMaUmV gwYmaUm H$aUo Amd`H$
Amho.
4. chmZ gwYmaUmgh ma^ H$am : chmZ gwYmaUm
Amn`mcm Am{U Amn`m gd H$_Mm`mZm A{YH$
d[aV n[aUm_ nmh`mgmR>r AZw_Vr XoVmV, `m
gH$mam_H$ nwZ: ajU `moOZm Agy eH$VmV.
5. gwgJV hm : gd H$mhr EH$X_ ~XcUo `m_wio
Jm|Yi Am{U {Zamem hmoD$ eH$Vo. EH$ ~Xc H$am Am{U
Xgam ~Xc H$a`mAmYr `m ~Xcmda {MH$Qy>Z ahm.
nmR> 2 :- n> gyMZm Xm.
1. _moR>o {M aJ{d`mgmR>r : H$_Mm`mZr ho g_OyZ
`mdo H$s `mZr d`pVH$[a`m `moJXmZ H$go {Xco
Am{U H$nZr`m _moR>m C{>mH$aVm \$V Vo \$m`Xo
Am{U Z`mMo [a\$mBg H$go dmT>dVmV `m`m
~m~VrVM Zho Va Vo _moRR>km OJmV H$m` H$aVm
`oD$ eH$Vo.
2. n> gyMZm Xm : H$_Mm`mZr ho g_OyZ `mdo H$s
`mZr d`pVH$[a`m `moJXmZ H$go {Xco Am{U
H$nZr`m _moR>m C{>mH$aVm \$V Vo \$m`Xo Am{U
Z`mMo [a\$mBg H$go dmT>dVmV `m`m ~m~VrVM
Zho Va Vo _moRR>km OJmV H$m` H$aVm `oD$ eH$Vo.
3. Amnco Iao Cmja, {dYmZ _mS>m Am{U d`pVH$
qH$dm `dgm` _ R>adm : ho {dYmZ _m{hV AgUo
Amd`H$ Amho. ho Cma Amn`m H$_Mm`mZm
_m{hV AgUo Amd`H$ Amho Vo `m`m dV:`m
H$nmgmR>r Am{U X{ZH$ H$m`mgmR>r H$go _hdmMo
Amho Vo nQ>dyZ Xm.
4. Amn`m H$m`m_`o gh^mJr hm : `oH$ {Xder
Amn`m cjmZwgma H$m` H$a`mgmR>r `moJXmZ XoUm`m
`oH$mda cj Xm, `mEodOr Amn`m H$_Mm`mMr OmV
XoIaoI R>odm.
nmR> 3 :- BN>m {Z_mU H$aUo.
1. `moJmMr nadmZJr Xm : ZdZdrZ `moJmgmR>r
 working environment and allows
employees to bring their own
talents to the table.
2. Show appreciation publicly.
Everyone needs affirmation, and
highlighting jobs well done both
reinforces new habits and skills
and inspires others to do well.
3. Incentivize employee
objectives.While verbal praise
offers emotional reward, tangible
benefits (such as time or money)
also reinforce a job well done and
create a positive work
environment.
Lesson 4: Other tips
Start with Yourself Get
connected with your numbers, and
with customer, employee, and
vendor feedback. Read skill-based
business books and articles. Seek
ways to improve your own
personal performance, and
encourage those around you to do
the same. Lead by example!
Involve Everyone Hold
business improvement workshops.
Challenge employees to routinely
submit suggestions for positive
change.
Challenge the Status Quo
Throw out all your old fixed ideas
on how to do things. Avoid the
emotional traps of blaming people
or making excuses that prevent
you from discovering the real
problem. Once you have
established the new best-way of
doing something, stick with it until
a better way is found.
Get Specific Use a 5-Whys
Analysis and keep asking why
until you get to the root cause of
the problem. Improve specific
steps or components in your
business systems and processes;
there is no other way!
Keep It Simple and Inexpensive
Ideas for incremental
improvements that bubble up from
workers are usually easier to
implement and less expensive.
Focus on the Right Things
OmJm ~ZdUo Am{U AJXr Cn`e Amco Var
gH$mam_H$ H$m_H$mOm`m dmVmdaUmV H$m` H$aUo
Am{U H$_Mm`mZm Amn`m dV:`m {V^m
_mS>`mMr nadmZJr XoU.o
2. gmdO{ZH$ [a`m egm H$am : `oH$mcm
{VegoMr Amd`H$Vm AgVo Am{U H$m_ nyU
hm`cm hdo AgVo. ZdrZ gd`r Am{U H$me`
dmT>{dco nm{hOo Am{U Vo MmJco Am{U BVamZm
MmJco H$a`mMr oaUm XoVo.
3. H$_Mm`m`m H$m`mZm mogmhZ Xm : Va _m{IH$
egm ^md{ZH$ ~jrg XoVo. `mM_mUo \$m`Xo (Ogo
{H$ doi qH$dm ngo) XoIrc MmJco H$m_ H$aVmV
Am{U gH$mam_H$ dmVmdaU {Z_mU H$aVmV.
nmR> 4 :- BVa H$mhr {Q>nm
1. dV:nmgyZ gwdmV H$am : Amn`m Z~agh Am{U
JmhH$m~amo~a H$_Mm`m~amo~a Am{U {dHo$`mer
{\$S> ~H$gh OmoS>co Om. H$me` AmYm[aV `dgm`
{df`H$ nwVHo$ Am{U coI dmMm. Amn`m
dV:`m d`pVH$ H$m`m_`o gwYmaUm H$a`m`m
_mJmZo n`Z H$am Am{U Amn`m Amgnmg`m
cmoH$mZm VgoM H$a`mg mogm{hV H$am. gdmg_moa
EH$ CXmhaU gmXa H$am.
2. gJ`mZm gm^miyZ `m. : `dgm` gj_rH$aU
H$m`emim Mmcdm. H$_Mm`mZm AmhmZ H$am {H$
{Z`{_VnUo gH$mam_H$ ~XcmgmR>r gyMZm Xm.
3. pWVr Quo AmhmZ : Vw_`m gd Ow`m H$nZm
gmoSy>Z Xm H$s H$m` Am{U H$go H$m` H$am`Mo.
cmoH$mZm _mZ{gH$[a`m X~mdmV AmUUo ~X H$am.
`mZm Xmof XoD$ ZH$m qH$dm I`m AS>MUtMm emoY
Ko`mnmgyZ amoIUmao H$maU emoYm. EH$Xm AmnU
gdm}m_ _mJ gmnS>V Zmhr Vmon`V Ow`mM _mJmZo
nwT>o OmV ahm Am{U `mZVa gdm}m_ _mJmgmR>r
`Z H$aV ahm.
4. {d{e> Jmo>r {_idm : nmM H$ma`m {deofUmMm
dmna H$am Am{U Omon`V Amn`mcm g_`oMo _yi
H$maU {_iV Zmhr Vmon`V ""H$m`'' {dMmaVM ahm.
Amn`m `dgm`UmcrVrc {d{e> MaU qH$odm
KQ>H$ gwYmaUm H$am Am{U {H$`m H$am A` _mJ
ZmhrV.
5. Jmo>r gac, gmo`m R>odm Am{U dV R>odm :
 Improve the core business
systems that enable you to find
and keep customers, and earn
more money. Find ways to provide
customers greater value and a
better buying experience. Zero in
on removing the obstacles,
bottlenecks, and weak links in your
business processes that slow lead-
time, order completion, and
collection of cash.
Never Stop Improving Halt the
process immediately to fix quality
or customer-related problems.
Dont let problems accumulate for
later handling. Reflect daily on
your opportunities for improvement
and innovation. Make business
improvement workshops a weekly
habit. Implement a suggestion-box
system that calls for employees to
submit so many improvement
ideas per month or year.
H$nZmeVr hr H$m_mgmR>r ~~cAn H$aUo ho ghgm
A_c~OmdUrgmR>r gmono AgVo Am{U dVhr
AgVo.
6. `mo` Jmo>rda cj H|${V H$am : Amn`m H$moAa
{~PZog {gQ>r__`o gwYmaUm H$aUo, Oo Amn`mcm
JmhH$ emoYUo Am{U JmhH$ Amn`mer ~mYyZ
R>od`mg Am{U nem_`o A{YH$ gj_ H$aVo.
JmhH$mZm A{YH$ _y` Am{U MmJco IaoXr_`o
AZw^d XmZ H$a`mMo _mJ emoYm. Amn`m
`dgm`m`m {H$`o_Yrc AS>Wio Xa H$aUmao Am{U
H$_Hw$dV Xdo H$mTy>Z Q>mH$Uo. AmS>a nyU H$aUo Am{U
amoI aH$_ Jmoim H$aUo.
7. gwYmaUm H$Yrhr Wm~dy ZH$m : JwUdmm qH$dm
JmhH$mg~{YV g_`mMo {ZdmaU H$a`mgmR>r {H$`m
Vm~S>Vmo~ Wm~dm. ZVa`m hmVmiUrgmR>r
AS>MUtZm EH$ AmUy ZH$m. gwYmaUm Am{U
n[adVZmgmR>r Amn`m gYrda XaamoO {Vq~{~V
H$ ZH$m. `dgm` H$am `mgmR>r EH$ gmVm{hH$
H$m`emim Mmcd`mMr gd` cmdyZ `m. EH$
gyMZm ~mg {gQ>r_ H$m_mV AmUmdr `m_wio
H$_Mm`mZm Xa_hm qH$dm df^amV gwYmaUm`m
H$nZm {dMmamV KoVm `oVrc.
 18. Living a meaningful life
Script 18 EH$ gmWH$ OrdZ OJco
# English
Introduction
Radhey and Mohan have been childhood
friends. They went to the same school,
attended the same tuitions, went to the
same college, and also shared the same
interest be it in sports or any other area.
They were known among the villages for
their friendship. As time passed by
Radhey began to work in his fathers
Kirana shop and Mohan got a job as a
clerk in the Government office. Both of
them got busy in their lives. Radhey and
Mohan got to meet after a long time and
Radhey expressed his disinterest of
working in his fathers shop. He was all
praise for Mohan and was feeling low
about his own position. Having studying
hard all through his life, working in Kirana
shop was not what Radhey he dreamed
about. He wanted to work in an office like
Mohan and become successful.
Do you feel Radhey is leading a
meaningful life? Definitely not. Like
Radhey, most of us live our lives without
even knowing the meaning of living. We
are so caught up with our activities and
ways to make money, that we forget
whether what we are doing even matters
to us or not. We end up doing things
which others feel is right and tend to
believe that a meaningful life is all about
leading a rich life. This is so untrue, as a
rich life ultimately needs happiness which
may have been lost in race of becoming
rich. By the time, we realize this we are
frustrated with our decisions and failures.
You still can make your life more
meaningful. It is never too late to reinvent
your life if you know that you need to work
towards making it better. But, how can
you make it better? How can you lead a
more meaningful life? This course on
Livinga meaningful life will give you
Translation
amYo Am{U _mohZ chmZnUrMo {_ Amho. XmoK
EH$mM emioV OmV hmoV.o EH$mM Q>weZcm OmV hmoV,o
H$mcoOcmhr EH$M OmV hmoVo. XmoKmZmhr EH$M Ioi
AmdS>V Ago Am{U Xg`m nwH$iem Jmo>rhr XmoKmZm
gma`mM AmdS>V Ago. XmoKhr `m`m _rgmR>r JmdmV
{g hmoVo. OgOgo doi nwT>o OmV hmoVm Vohm amYo
`m`m dS>rcm`m {H$amUm XH$mZmV H$m_ H$am`cm
cmJcm Am{U _mohZcm JhZ_|Q> Am{\$g_`o cH$Mr
ZmoH$ar {_imcr. XmoKhr Amn`m Am`w`mV nyUnUo `V
Pmco hmoVo. Iyn {XdgmZVa amYo Am{U _mohZ EH$_oH$mZm
^oQ>co Am{U Vohm amYoZo _mohZcm gm{JVco {H$ _r
{H$amUm XH$mZmV H$m_ H$Z Iwe Zmhr`o. `m`m _ZmV
_mohZgmR>r AmXa hmoVm Am{U Vmo dV:cm H$_r coIm`cm
cmJcm hmoVm. BVHo$ MmJco {ejU KoD$Z {H$amUm
XH$mZmV H$m_ H$a`mMo `mMo dZ H$YrM ZhVo.
`mcm _mohZ gmaIo Am{\$g _`o H$m_ H$am`Mo hmoVo
Am{U `mcm `edr hm`M hmoV.
H$m` Vwhmcm dmQ>V {H$ amYo EH$ AJUr Am{U gmWH$
OrdZ OJV Amho H$m? H$Yrhr Zmhr. amYogmaIo Iyn
cmoH$ Ago AmhoV {H$ `mZm OrdZ H$go OJm`Mo ho
H$iVM Zmhr AmnU Amnco OrdZ OJ`m`m J{V{dY
Am{U ngo ~Z{d`mMo aVo emoYyZ KoVmo. AmnU ho nU
{dgZ OmVmo {H$ Amhr H$m` H$aV AmhmoV qH$dm
Am_`m~amo~a qH$dm Am_`m {edm` `oWo H$m` hmoV
Amho. AmnU Amnco nyU OrdZ Xg`m`m gmJ`mdZ
MmcdVmo Oo Vo Amn`mgmR>r `mo` g_OVmV Am{U
Amn`mcm Ago dmQ>Vo {H$ \$V ngo H$_{dUo Am_`m
OrdZmMo Co` ~ZyZ OmVo. Ia Va ho Ag` {dYmZ
Amho. Y{ZH$ _mUgmcmhr AmZXmMm emoY `mdm cmJVmo
nU ngo H$_m{d`m`m h`mgmV ho {dgZM OmVmo.
Oohm ho Am_`m cjmV `oVo Vohm Amhr Iyn X:Ir
hmoVmo Am{U AmnU Amn`m {ZU`mcm Xmof XoVmo Am{U
Ag\$cVocm Xmof XoVmo.
Vwhr Vw_Mo OrdZ Iyn gmWH$ ~Zdy eH$Vm.
Oohm Vw_`m cjmV `oVo H$s Amnco OrdZ gwXa Am{U
Iwe amh`mgmR>r Amn`mcm H$m` H$amMo Amho Am{U Vo
H$a`mgmR>r OrdZmV H$YrM Cera H$Z MmcV Zmhr.
naVw Vwhr `mcm H$go gwXa ~Zdmc? Am`w` gwXa
the answer to your questions. It will help
you feel satisfied about the kind of life you
are leading every day.
Lesson 1: Benefits of leading a
meaningful life
Let us begin by knowing the benefits of
leading a meaningful life so that you are
motivated to work to towards achieving
your goal.
1. You will have a better understanding
of yourself
2. You get to do things you love the
most
3. You spend time with your friends &
family and maintain healthy
relationships
4. You do business you are interested
in resulting in better performance and
higher income
5. You will be in a positive frame of
mind and lead a healthy life
6. When things go wrong you will have
the confidence to resolve them
Lesson 2: Be self-aware
The first step you will need to work
towards is to be aware of who you are
and how you want to live your life.
Remember that no one can help you in
this process as only you will know
yourself better. If you cant find answers,
then
1. Ask yourself what is important for
you? What makes you feel happy?
What kind of people you would like to
be with? What are you passionate
about?
2. Be frank in answering your
questions. Do not think about others
opinion
3. From the answers, make a list of the
top 5 things
Tip: While making the list sit at a place of
your choice, and observe your thoughts.
When you do this sincerely, solutions
automatically come to you
~Z{d`mgmR>r Vwhr H$m` H$ eH$mc? hm YS>m ""EH$
gmWH$ OrdZ OJU'' Vwhmcm Vw_`m ZmMr Cmao
XoBc. Vwhmcm EH$ gVw> OrdZ OJ`mMo _mJ XmIdoc
Am{U `oH$ {Xder H$m_o Am`w`mV nwT>o H$go Om`Mo ho
{eH$doc.
nmR> 1 :- AWnyU OrdZ OJ`mMo \$m`Xo
AmnU `oWo OmU`mMm `Z H$aUma AmhmoV H$s
gmWH$ OrdZ H$go OJmdo, Vwhr Vw_Mo {ZpMV `o` H$go
mV H$ eH$mc Am{U Vohr EH$ {ZpMV _mJmZo OmD$Z
1. Vwhr dV:cm Iyn MmJco AmoiIy eH$mc.
2. Vwhr VoM H$m_ H$am Oo Vwhmcm gdm{YH$ {`
Amho.
3. Vwhr Vw_`m n[admamgmo~V Am{U
{_n[admam~amo~a doi Kmcdy eH$Vm Am{U EH$
KQ>Q> ZmV ~Zdm.
4. Vwhmcm Omo `dgm` AmdS>Vmo VoM H$am, `mV
Cm_ XeZ H$am Am{U Ago Ho$`mZo Vw_Mr
H$_mB dmT>oc.
5. Vw_`m _ZmV gH$mam_H$ {dMma `oVrc Am{U
Vwhr EH$ gwXa, AmZXr OrdZ OJy eH$mc.
6. Oohm H$mhr Jmo>r MwH$s`m Pm`m Va `m
gwYma`mgmR>r Vw_`mH$S>o Am_{ddmg Agoc.
nmR> 2 :- dV:Mr OmUrd Agy Xm.
n{hco nmD$c hUOo `m {XeoZo H$m_ H$am`Mo
Amho `mMr OmUrd AgUo. Vwhr H$moU AmhmV Am{U
Vw_Mo OrdZ Vwhr H$go OJy nmhmV AmhmV. cjmV R>odm
`mV Vwhmcm H$moUrM _XV H$ eH$V Zmhr. Vwhr
dV:cm Iyn MmJco AmoiIVm Am{U Oa whmcm `mMo
Cma Zmhr {_imco Va
1. dV:cmM Z {dMmam H$s _m`mgmR>r H$m`
_hdmMo Amho? H$moU`m Jmo>rV _cm AmZX
{_iVmo? Vwhmcm H$moU`m cmoH$m~amo~a ahm`cm
AmdS>V? H$moU`m H$maUmZo Vwhr ^mdyH$ hmoVm?
2. m ZmMr Iar Cmao Xm. Xg`m`m _ZmMm
{dMma H$ ZH$m.
3. CmamdZ _w` nmM Jmo>tMr `mXr ~Zdm.
{Q>n :- `mXr ~ZdVmZm Vwhr Vw_`m AmdS>`m {R>H$mUr
~gm Am{U dV:Mo _Z dmM`mMm `Z H$am.
Oa Vwhr `m Jmo>r B_mZXmarZo Ho$`m Va Vwhmcm
Vw_`m ZmMr Cmao {_iVrc.
Lesson 3: Set Goals
Having goals means you will be working
towards making your personal and
professional life more meaningful. Here
are some Dos and Donts of goal setting:
Dos:
1. Make a list of your main goals so that
you do not drift away from your
purpose.
2. Keep your goal list in a visible place
so that you can keep reminding
yourself.
3. Write down the specific actions
against each of these goals along
with timelines
4. Track your progress
5. Stay committed and stay focused
towards achieving your goals.
Donts:
1. Do not have a lengthy list of goals as
it will be difficult to focus.
2. Do not write negative goals.
Rephrase it positively such as,
Instead of mentioning, I cannot help
farmers write your goal as I can
help farmers by conducting sessions
on best practices
3. Do not let others influence you
negatively.
Lesson 4: Overcome the road blocks
Setting goals is not the only way to lead a
meaningful life. You will need to work, be
prepared to face the roadblocks, and
keep motivating yourselves to achieve
your goals. Here are few common
roadblocks most of them face:
1. Your own thoughts will stop you from
taking risks. For example, I do not
want to take any risk by
experimenting this new manure? I
will think about it in the next season
Let go off such thoughts.
2. Do not let people influence you
negatively. If they matter to you, be
nmR> 3 :- `o` {ZpMV H$am.
`o` {ZpMV H$aUo hUOo Vwhr dV:da H$m_
H$aUo Am{U `mdgm{`H$ Am`w` A{YH$ AWnyU ~ZdUo
hmo`. `oWo `o` {ZpMV H$a`mgmR>r H$moU`m JmoAr
H$am`mV Am{U H$m` H$ Z`o Vo gm{JVco Amho.
H$a`m`m Jmo>r :
1. AmnU Amn`m _w` `o`mMr `mXr V`ma
H$am. `m_wio AmnU Amn`m `o`mnmgyZ Xa
OmUma Zmhr.
2. Oa Amncr `mXr S>mo`mg_moa cmdcocr
Agoc Va `m_wio AmnU dV:cm gmaIr `mMr
AmR>dU H$Z XoD$ eH$Vm.
3. `oH$ `o` {chZ R>odm Am{U `mM~amo~a
`m`mg_moa {ZpMV doi {chZ R>odm.
4. dV:`m CVrda cj R>odm.
5. dMZ~ ahm Am{U Amnco c` gm`
H$a`mda H|${V ahm.
Z H$a`m`m Jmo>r :
1. Amn`m `o`mMr cm~cMH$ `mXr ~Zdy
ZH$m {H$ `m_wio `mda cj H|${V H$aUo AdKS>
hmoBc.
2. ZH$mam_H$ `o` {ch ZH$m. `mcm
gH$mam_H$ >rZo {chm. Ogo {H$ CcoI ""_r
eoVH$`mZm _XV H$ eH$V Zmhr'' H$a`mEodOr
Amnco `o` {chm, ""_r EH$ Cm_ gnVr
dmnZ A`mg H$Z ""eoVH$`mMr _XV H$
eH$Vmo.''
3. BVamZm Amn`mda ZH$mam_H$ ^md
nmSy> XoD$ ZH$m.
nmR> 4 :- aVo amoIUm`mnmgyZ Xa Om.
`o` {ZpMV Ho$co hUOo `mMm Agm AW hmoV
Zmhr Vwhr AWnyU OrdZ OJV AmhmV. m`mda
Vwhmcm Iyn _ohZV H$amdr cmJoc. Vwhmcm `oUm`m gd
AS>W`mZm Xa H$a`mgmR>r cT>mdo cmJoc. VgoM
dV:cm oaUm XoV amhrc nm{hOo {H$ _r _mPo `o ZH$s
mV H$aoc. `oWo Oo AS>Wio Zoh_r `oVmV `m{df`r
gm{JVco Amho.
1.Vw_Mo {dMma Vwhmcm Omo{I_ CMc`mg o[aV H$a
2. cmoH$mZm ZH$mam_H$ Jmo>tZr
^m{dV H$ ZH$m Am{U Oar `m Vw_`m
 patient and explain to them. If they
dont, it is best to ignore them.
3. Do not get discouraged with complex
goals.Break them into simple tasks
and set daily goals.
Tip: Before you start the day decide on
the 3 things that you want to accomplish
and work towards it.
Lesson 5: Simplify your life
Simplify your life, so that you can dedicate
more time on what keeps you happy.
1. Dont be angry with everyone. See
how you can reduce your anger
levels.
2. Do things that make you happy. If
you like reading spend time on
reading
3. Try something that you always
wanted to do. Do not let your fear
stop you.
4. If possible, try to help someone. It
gets to give you immense
satisfaction. Things such providing
valuable tips to farmers is a noble
gesture.
5. Doing something that satisfies you
will make you feel positive, improves
your productivity and reduces stress
levels.
~m~VrV AgVrc Var Vwhr gwm emV ahm Am{U
`mZm g_Omd`mMm `Z H$am. Oa `mZr ho
g_OmdyZ KoVc Va gmoSy>Z Xm.
3. `m Jmo>r Vwhr nyU H$ eH$co
Zmhr `mgmR>r Vwhr ZmamO hmoD$ ZH$m. nU
`mcm N>moQ>m-N>moQ>m ^mJm_`o {drmOrV H$am
Am{U `mcm amoOMo `o` ~Zdm.
{Q>n :- AmnU Amncm {Xdg gw H$amc Vohm VrZ Jmo>r
Vwhmcm H$am``m AmhoV Am{U `m {XeoZo H$m_hr
H$am`Mo Amho.
nmR> 5 :- Vw_Mo Am`w` gmono ~Zdm.
Vwhr Vw_Mo Am`w` gmono ~Zdm. `m_wio Vwhr
OmV doi Vw_`m AmdS>`m H$m_mZm XoD$ eH$mc.
1. `oH$mda ZmamO hmoD$ ZH$m. Amncm amJ H$_r
H$a`mMm `Z H$am.
2. `mM Jmo>r H$am `m_wio Vwhmcm AmZX {_ioc.
Ogo Vwhmcm dmMZ H$am`cm AmdS>V Agoc Va
ZH$s dmMm.
3. `m Jmo>r Vwhmcm \$ma nydu nmgyZ H$am``m
hmo`m, `m H$am. {^Vrcm Xa gmoSy>Z Xm.
4. OodT>o O_oc VodT>o Xg`mMr _XV H$am. `m_wio
Vwhmcm Iyn Iwer {_ioc. Ogo EImXm
eoVH$`mcm EImXm _m`dmZ gcm Xm
`m_wio `mcm _XV hmoBc.
5. H$mhr Ago H$m_ H$am H$s `m_wio Vwhmcm gVw>
Pm`mMm AmZX `oBc. Vwhmcm gH$mam_H$
dmQ>oc. Vw_Mo CnmXZ dmT>oc Am{U Vwhr
VUmd_wV hmc.
 19. What's your body language saying
Script 19 S>mo`mMm gnH$, ^md Am{U hmd^md

# English Translation
Introduction

Krishna is a farmer who wanted to some

products such as manure and pesticides
to improve the quality of the crops he
wanted to grow. He visited the local
agricultural supplies shop and started
looking at all the products available. He
then started looking at the back of each
pack and was placing it back on the
shelf. He repeated the same behaviour
for sometime now. Noticing Krishnas
actions the shop owner asked Krishna if
he could help him. Krishna wasn't sure
what to ask the shop owner. Then the
Shop Owner asked Krishna what exactly
he wanted so that he can help him find
the product. Krishna then told him that
he was looking to buy manure and
pesticides but he did not have enough
money to purchase them.
In the above scenario, What made the
shop owner offer assistance without
Krishna having to ask for help? It is
Krishnas actions (also referred as body
language or nonverbal cues) that made
the shop owner feel that something
wasn't normal and offered help.
Eye contact, expressions, and gestures: S>mo`mMm gnH$, ^md Am{U hmd^md : m
these body language signs are very
important in communication. While you Xoh~mocr gdmXm_`o EH$ A{Ve` _hdmMr ~m~ Amho. ho
may feel, words are most effective way Vw_Mo gdmXm_`o Iyn _hdnyU Amho. m {Mhmcm
to communicate, it is your body
movements and facial expressions that
cjmV KoD$Z Iyn _hdnyU hZ OmVo, `m_wio Vwhr
determine how your messages are EH$_oH$mer gdmX gmYy eH$Vm.
received by others. Say a farmer tells
you that he produced great yield last
season but does not look in your eyes
while saying it and keeps his arms
crossed in a stiff manner. Would you
believe his words?
If your body language is not in sync with
what you are saying then your nonverbal
message will likely override or at least
give different meaning to the spoken
message. For this reason, it is important
to be aware of body language you use
when communicating with others.
Awareness of these signs will help you
understand the people with whom you
communicate as well. Following are
some aspects of body language to
consider.
Lesson 1: Physical Movements nmR> 1 :- emar[aH$ hmcMmc
Your physical movements are a part of
interpreting body language. These types Vw_`m emar[aH$ hmcMmct_wio Vw_Mo Xoh~mocrer
of nonverbal cues include: gnH$ hmoVmo. Aem H$ma`m Ja dVZr` gH$o Vm_`o :-
1. The distance you keep between
yourself and someone else.
1. Oo AVa Vwhr Vw_`m _`o Am{U
2. The way your body is oriented in Xg`m_`o R>odm.
relation to someone else (face to 2. Amnco eara BVa H$moUm`m g~Y mV _mJ
face or side to side).
3. Your physical posture (bending ??????
downwards or standing tall; arms 3. Vw_Mo emar[aH$ AmgZ.
crossed or relaxed by your side).
4. The amount of physical contact you
4. AmnU H$aV Agco`m emar[aH$ gnH$mMr
use (patting someone on the back g`m.
or shaking hands).
Warning: Avoid standing too close to a
person while interacting. This would
MoVmdUr : H$moUm`mhr _mUgm`m Iyn Odi Wm~y Z`o.
make the person feel uncomfortable. m_wio Vmo _mUyg AdW hmoD$ eH$Vmo.
Lesson 2: Facial Expressions nmR> 2 :- Moh`mMo hmd^md
Facial expressions such as smiling or Moh`mMo hmd^md Ogo H$s hgU Zmhr Va aS>U
frowning and a lack of expression all Amho. A{^`VrMm A^md gJio gdmX gmYyZ PQ>V
convey messages to the people you
interact with. Expressions can change
Amnco hmd^md ~mocV AgVmZm Iyn doim ~XcVmV
frequently during a conversation and ???? ho g_Oco OmVmV. BWo _aU H$a`mgmR>r, AmnU
interpreted by those around you. Here {c{hco AmhoV H$m` H$amdo Am{U H$m` Zmhr H$amdo.
are few important Dos and Donts to
remember:
H$m` H$amdo :
Dos:
1. Establish good eye contact.
1. S>mo`mMm gnH$ MmJ`m _mUo gmYmdm.
2. Nod your head occasionally to let 2. Amnco S>moHo$ hcdmdo, `m_wio
the opposite person know you are g_moa`mcmhr H$iVo H$s Vwhr `mMr Jmo>
listening, or agree with what they
are saying. EoH$V AmhmV Am{U `m`mer gh_V
3. When you meet a person, smile. AmhmV.
The opposite person will be more
comfortable and at ease to talk to
3. Oohm Vwhr H$moUmcmhr ^oQ>mc, Va EH$Xm
you. ZH$s hgyZ ~mocmdo. m_wio g_moa`m
_mUgmcm Vw_`mer ~mocm`cm Iyn gmon
Donts
1. Do not look down. If you do not look hmoV.
someone in their eye, they may
sense that you are trying to hide
something, not interested, or want to
H$m` Zmhr H$amdo :
end the conversation. 1. H$Yrhr Imcr ~Ky Z`o. Oa H$m Vwhr `m`m
2. Do not look stressed or unhappy S>mo`mV ~KyZ Zmhr ~moccmV Va `mZm Ago
even if you are. Your problems are
your problems, and not the farmers dmQ>oc H$s Vwhmcm `m`m{edm` ~mocm`cm Cgmh
or vendors. This will only make them Zmhr.
lose confidence on you.
2. amJmV Am{U ZmIyf {Xgy Z`o. Oa H$m Vwhr
AgcmV Varhr. Vw_Mr g_`m, ho Vw_Mo dV:Mo Amho
eoVH$`mMo Zmhr. Oa H$m Vwhr Ago H$amc Va `mMm
Vw_`mdaMm {ddmg CRy>Z OmBc.
Lesson 3: Physical Gestures
Physical gestures include moving your
hands, waving your arms, and closing
your fingers tight. These types of signs
can be very hard to control because
often we are not aware of how frequently
we do them. Here are important points to
remember while talking:
1. Avoid shaking your feet, playing with
your hair, or biting your nails. This
indicates you are nervous.
2. Avoid touching your face or neck
frequently. This indicates you are
anxious or in a hurry.
3. You can overcome nervous habits
by holding hands on your lap, or
holding a pen. Also take a few deep,
calming breaths.
4. Make sure your handshake should
be strong, but not painful, offered
with a dry hand. This shows you as
a confident person.
Tip: Remember that every person has a
unique way of using their body to
communicate. You will need to
understand other peoples body signals
based on the situation.
Lesson 4: Remember your arms and
legs
Another important thing you will need to
remember while talking to people is to
avoid crossing your arms and legs. Here
are few points to let you know what
people may feel about you while you
cross your arms or legs:
1. Crossing your arms suggests you
feel defensive, and closed off.
2. Crossing your legs away from
another person can suggest you
dislike them or feel discomfort.
3. Crossing your ankles can signal
you're holding something back and
not expressing it.
4. If you hold your hands behind your
back, you might be saying you feel
bored, anxious, or even angry.
Tip: Farmers or suppliers with whom you
interact may not know exactly what each
of these body language gestures mean,
but they would not feel comfortable or
trust you. In order to win their
confidence, you will need to maintain
right body language.
nmR> 3 :- emar[aH$ gHo$V
emar[aH$ gHo$V hUOo hmV hcdUo Am{U Vw_Mo
????? ~X H$aUo. Ago gHo$V Iyn _wpH$c amh
eH$VmV. H$maU H$s Amn`mcm _m{hV ZgVo H$s {H$Vr
doim {XdgmVyZ AmnU Vo H$aVmo. BWo Amho H$mhr gHo$V
cjmV R>od`mgmR>r.
1. Amnco nm` hcdUo ~X H$amdo, Amn`m Ho$gmer
IoiUo, Zmhr Va Amnco ZI ???????? ho
g_OVo H$s Vwhr qMVmJV AmhmV.
2. Amn`m Moh`mcm qH$dm _mZocm hmV cmdUo
??????? ho cjmV `oVo H$s Vwhr Iyn
????? _`o AmhmV.
3. m gd`tda H$m~ynm`mgmR>r Amnco hmV Amn`m
_mS>rda R>odmdo, Zmhr Va hmVmV EH$ noZ nH$S>mdo.
4. ho cjmV `m {H$ Vw_Mm ????? K> Am{U
MmJcm amh Xm. nU EdT>m hr K> ZH$mo H$s Vo
g_moa`mcm XIm`cm cmJoc. ho ??????? {H$
Vwhr {H$Vr H$mp\$S>g AmhmV.
Q>rn : ho cjmV `m H$s `oH$ _mUgmMr EH$ ?????
nV AgVo. Amnco Xoh dmna`mMo. Vwhmcm g_moa`mMr
~mocr g_Om`cm cmJoc `m n[apWVr_`o Vwhr AmhmV
`mM _mUo.
nmR> 4 :- Amncm hmV Am{U nm` cjmV R>odm.
AOyZ EH$ Jmo> Or cjmV R>odmdr cmJoc Vr hr
Amho H$s H$moUmerhr ~mocVmZm Amnco hmV Am{U nm`
???? H$Z ~gy Z`o. BWo AmhoV H$mhr Jmo>r `m
Amn`mcm cjmV R>odm`m cmJVrc.
1. Amnco hmVmMr Ag dmQ>V H$s Vwhr
~Mmdm_H$ AmhmV Zmhr Va Vwhmcm AmdS> Zmhr Amho.
2. Xg`mg_moa Amnco nm`mMr KS>r KmcyZ
~gUo Am{U `mZm VodT>o MmJco Zmhr dmQ>Uma.
3. Amnco JwS>Ko EH$mda EH$ KmcyZ ~gm
Am{U Ago gHo$V `oVmo H$s Vwhr ~mocm`cm Km~aV
AmhmV.
4. Oa H$m Vwhr Vw_Mo hmV _` YZ R>odmc
Va cmoH$mZm dmQ>oc H$s Vwhr ~moAa hmoV AmhmV, Zmhr Va
amJmV AmhmV.
Q>rn : eoVH$`mZm Vw_Mo Xoh~mocr Zmhr H$iUma, Am{U Vo
`m`mgmR>r VodT>m Amam_Xm`H$ Zmhr amhUma. AemZohr
Vwhr `mMm ^amogm Zmhr qOHy$ eH$Uma.
 20. How to do better Google search
Script 20 MmJco JwJc emoY H$go H$amdo

# English Translation
Introduction JwJc OJmVrc gdmV cmoH${` B{OZmMm emoY
Google is the world's most popular
search engine. It helps you search Amho. ho Amn`mcm AJXr OcX Am{U d[aV _m{hVr
information easily and faster - thereby XoV.o `m_wio Vw_Mo CnmXZ dmTy> eH$Vo. JwJcda {Xcocr
increasing productivity. The information
on Google is well-organized and
_m{hVr gwpWVrV Am{U gd_m` Amho Cn`wV Amho. Ogo
universally accessible and useful.From {H$ H$`wcoQ>a dmnaUo qH$dm {S>eZar, nmH$H$VtMr
using it as a calculator, dictionary,recipe nwVHo$, nemMo nmVaU, hdm_mZmMr _m{hVr, AZwdmX
book, currency converter, weather
forecaster, translator and more! You H$aUo Am{U Aem AZoH$ Jmo>r. ho Vwhr gdM Jmo>tgmR>r
can use it for almost anything now. dmn eH$Vm. `mda emoY H$Z Am{U `moJ H$Z EImm
Jmo>r`m _yimn`V OmD$ eH$Vm. Vwhr H$moU`mhr Jmo>r
emoY`mV nQ>mBV hmc Am{U OJmMr _m{hVr {_idy
eH$mc. Ogo H$s Vwhmcm emoYm`Mo Amho {H$ _yi JwJcMm
emoY qH$dm Vwhmcm Vw_`m Googling H$me`mV
gwYmaUm H$am`Mr Agoc. m YS>mV ""MmJco JwJc emoY
H$go H$amdo'' Vwhmcm _XV H$aoc {H$ Vwhr JwJc_`o H$go
emoYy eH$Vm.
By exploring and experimenting with the ho ZH$s Amho {H$ JwJcda emoY H$a`mgmR>r
basics of search, you will become more
efficient in accessing and making use of Vwhmcm W_ JwJcda Omdo cmJoc. nU Vwhmcm _m{hV
the worlds information. Whether you Amho H$m H$s JwJc`m gmBQ>da Om`m`m doJdoJ`m
want to know how to do a basic Google
search, or you want to improve your
nVr Amho? `mV ho nU Amho {H$ JwJc`m doJdoJ`m
Googling skills, this course on How to do~mgBQ>g AmhoV. Ogo {H$
do a better Google Search will guide
you to learn how to search Google.
Lesson 1: Go To Google nmR> 1 :- JwJcda OmUo
Obviously, to search Google, you have
to go to Google. But did you know there 1. Amnco ~mD$Oa CKS>m Am{U Q>mBn H$am
are various ways to reach the site? In http/google.com Oa
fact, that there are even different
Google web sites? There are!
2. Vwhr Q>mBnhr H$ eH$Vm http/google.com Oa
1. Open your browser and type ^maVmn`V nmohMm`Mo AgVo. Google `m {d{e>
http://google.com AmdmrV Om.
2. You can also type
http://google.co.in to access India 3. JwJc Amn`mcm cd{MH$Vm YmZ H$aVo Ogo H$s
specific version of Google AmT>icocr gm_Jr, phS>rAmo, ~mV`m, Jmo>r.
3. Google offers you the flexibility to
search specific content like images,
4. Oa Vwhmcm EImXr {d{eQ> Jmo> AmdS>V Agoc Va
videos or news stories. ho Vw_`m OmV MmJco cjmV `oBc {H$ JwJc gw
4. If youre interested in specific H$a`mgmR>r JwJc emoYU hm {df` {d{e> Amdmr
content then it makes more sense
to search starting at one of these Amho.
subject-specific versions of Google, V` : {d{e> gm_Jr, Q>~Mm dmna H$Z Ogo \$moQ>mo,
under the search heading. ~mV`m, Vwhr emoYy eH$Vm. `m_wio Vw_Mm Iyn doi
Fact: By using content specific tabs
such as images, news, videos you can
dmMoc.
cut search times dramatically if utilized
properly.
Lesson 2: Enter your search terms
Actually searching Google is pretty
easy. Follow the below steps to search
the desired information.
1. Type the word or phrase youre
interested in finding, into the
search box on the Google web site.
For example Best manure to be
used for growing corn
2. As you type, you may see words
begin to appear below the toolbars
search box. These are suggestions
that Google thinks may match what
youre interested in.
3. You can ignore the suggestions,
but if one seems useful, select it to
save some typing.
4. While typing, youll not only get
suggestions but as you type, actual
search results will begin to load:
5. Press enter or click on the blue
magnifying glass for the result. This
will give you a list of options that
should match your search.
Fact: At times, you dont need to be too
specific. If you need a market place
nearby, use this to search: Vegetable
market nearby. Google search will grab
your location and provide results.
Lesson 3: Review your search
results
After youve searched, youll get a page
full of results. Some of these will be
matching pages from across the web.
Some of these will be matching content
from those subject-specific versions of
Google that were mentioned above.
1. Scroll down to look through all of
the options
2. If you don't see anything that
matches what you want on the first
page, you can press "Next" on the
bottom of the page
3. As you review results, youll
wonder if some of the listed sites
are the best answer to what youre
looking for. Google provides a way
to quickly check on this. Its called
Google Instant Previews.Next to
nmR> 2 :- Amncm eXemoY {chZ R>odUo.
Iao nmhVm JwJc_`o emoYUo IynM gmono Amho. emoY
H$a`mg Imcrc Jmo>tMm dmna H$am.
1. Vmo eX qH$dm dm` Q>mBn H$am Oo Vwhmcm
emoYm`cm AmdS>oc. CXmhaUmW ""_H$m
dmT>{d`mgmR>r gdmV Cm_ IV H$moUVo Amho?''
2. Ogo H$s Vwhr Q>mBn H$ eH$Vm, Vwhr eX ~Ky
eH$Vm, gwdmVrcm Vwhr Qw>c~ma `m Imcrc gM
~mg _`o Om. JwJc Vwhmcm H$mhr gyMZm XoBc
Vmo eX Vw_`m eXmer Owicm Am{U ~hVoH$
Vwhr VoM eX emoYV Agmc.
3. Vwhr gyMZmH$S>o Xcj H$ eH$Vm naVw H$moUVrhr
Jmo> Vwhmcm Cn`moJr dmQ>V Agoc Va Vr {ZdS>m
Am{U goh H$Z R>odm.
4. Q>mBn H$aV AgVmZm Vwhmcm \$V gyMZmM
{_iUma Zmhr Va Ogo Vwhr {chrV Omc VgoM
_w` emoYmMm n[aUm_hr {_ioc.
5. {d> H$am qH$dm {Z`m aJmda pcH$ H$am `m_wio
n[aUm_mZm {Z`m aJm`m H$mMoMm n[aUm_ CncY
Agoc ho Vwhmcm doJdoJio {dH$n emoYyZ XoBc Oo
Vw_`m emoYmer Owico OmVrc.
V` : Vwhmcm nwH$i doiog {d{e> Jmo>tMrM Amd`H$Vm
AgVo. Ogo H$s Vw_`m Odinmg`m ~mOmamMr _m{hVr
hdr Agoc Va ""OdiMm ^mOr ~mOma'' Q>mH$m. JwJc
Vw_Mr _m{hVr KoBc Am{U n[aUm_ Vwhmcm XoBc.
nmR> 3 :- Amn`m emoYmMo nwZamdcmoH$Z H$am.
n[aUm_ : Vw_`mmao emoYco`m Jmo>tgmR>r, `m`m
n[aUm_mghrV Vwhmcm nmZ {_ioc. mVrc nwH$ier nmZ
do~noOer OwiUmao AgVrc H$mhr {df`mda AmYm[aV gwm
AgVrc. JwJcda CcoI Ho$cm Jocm Amho {H$
1. gJio {dH$n emoY`mgmR>r Imcr H$moc H$am.
2. Oa Vwhmcm dmQ>V Agoc {H$ mV _cm hdm
Agcocm eX Zmhr`o Va Next ~Q>Z Xm~m
Am{U nwT>rc nmZmda Om.
3. Ogo {H$ Vwhr n[aUm_mMr g_rjm H$aV AgVm Vohm
Vwhmcm AmM` dmQ>oc {H$ EH$ nVera gmBQ>
Vwhr H$m` H$aV AmhmV `mMo MmJco Cma
emoY`mMm nyU `Z H$aV AgVo. JwJc EH$
nVera n[aUm_ Amn`mcm XoV AgVo. mcm
 the web page listings, youll see a
magnifying glass symbol.
4. If you've found an article that looks
like what you want, you can click
on it. You'll be brought to a new
web page.
Tip: If you're done reading the article
but would like to read more on this
topic, you can press the left arrow on
the top left-hand screen of your browser
to be brought back to the search page.
Lesson 4: Refine your Google Search
Google doesnt know exactly what you
want, when you enter a search, so the
results you get are its best guess. There
are ways you can help it make better
guesses. Google provides a variety of
ways to refine your searches, to narrow
them down.
1. To refine your search make it
specific
2. Restrict results by date or some
other specific detail. For example,
instead of search How to start my
own business you can search for
How to start my own farming
business in India
3. You may also need to refine your
search if it's too specific. If your
search phrase is too long or too
specific, you may not find any good
matches and will have to go back
and try searching something a little
more general.
Tip: Use words that website use. For
example instead of searching There is
low agriculture yield you can search for
How to improve agricultural yield
Lesson 5: Tips before you refine
your search
1. Common words are usually
overlooked during a Google
search, so if a common word like
"how" or "the" is essential to your
search, put a "+" in front of it.
2. If a set of words belongs together
in a phrase, you should put quotes
around those words or dashes in
between them.
JwJc PQ>nQ> nydmdcmoH$Z hUVmV. `mZVa Vwhr
do~noO, gr Q>tJ Vwhr {VH$m_H$ n[aUm_ cmg
nmh eH$Vm.
4. Oa Vwhr EImXm coI emoYV Agmc Am{U Vmo
Vwhmcm JwJcda gmnS>cm Va Vwhr `mda {cH$
H$ eH$Vm Am{U cJoM Vw_Mo ZdrZ do~Ooda `mc.
V` : Oa Vwhr EImXm coI dmMV Agmc Am{U
`m~m~VMo AOyZ H$mhr dmMmdogo dmQ>co Va S>m`m
~mOy`m ~mUmda Xm~m. ~mD$Oa`m darc CO`m
hmVm`m H$sZ`m emoY n>mda Vwhmcm naV
AmUco OmBc.
nmR> 4 :- Amncm JwJc emoY n[a^m{fV H$am.
JwJccm ho _mhrV ZgVo H$s Vwhr H$m` emoYV
AmhmV, Oohm Vwhr H$mhr emoYVm Vohm Vmo EH$ MmJcm
mV n[aUm_ Agoc. EH$ MmJcm AXmO Agoc VoWrc
AZw_mZmZm Vwhr A{YH$ MmJco ~Z{d`mg _XV H$
eH$Vm. JwJc Amn`mcm Amn`m emoY n[aH$V
H$a`m`m {d{dY _mJmZm gmXa H$aVo.
1. Amnco emoY gwYma`mgmR>r Vo {d{e> ~Zdm.
2. MmMUr n[aU_ VmaIoZwgma qH$dm H$moU`mhr nVrZo
{Vq~{~V H$am. CXmhaUmW ""_r dV:Mm `dgm`
H$gm H$ eH$Vmo m`mgmR>r Vwhr, ""_r _mPm
eoVr `dgm` ^maVmV H$gm H$'' Xm~m.
3. Oa Vw_Mm emoY Iyn {d{e> Agoc Va Aem doiog
mMm Vwhmcm emoY `mdm cmJoc. Oa Vw_Mm
emoY, dm` Iyn _moR>o Agoc Va qH$dm Iyn {d{e>
Agoc Va Aem doiog Vwhmcm EH$ MmJco _M
Zmhr {_iUma Am{U naV `oD$Z OmV gm`m
nVrZo emoYmdo cmJoc.
{Q>n : Vwhr `mM eXmMm `moJ H$am Oo do~gmBQ>da
CncY Amho. CXmhaUmW - ""`oWo Amho H$_r H$fr
CnmXZ'' m`m ~X`mV Vwhr ""eoVrMo CnmXZ
gwYma`m`m nVr'' mMm emoY `m`cm nm{hOo.
nmR> 5 :- Vw_`mgmR>r n[aH$V {H$dm emoYm`m
AmYr`m {Q>nm
1. ~mocr ^mfoVrc eX JwJcda MmcV Zmhr, Oa EH$
gmYm eX Q>mH$mc Va `mnwT>o (a +) R>odmdo
cmJoc.
2. Oa Vw_`m EH$m dm`mV EH$ gma`m eXmMm goQ>
Agoc Va `m eXm`m nwT>o Vwhmcm H$moQ> R>odmdo
cmJoc. `m`m_`o S>e R>odmdm.
 3. You can place a minus sign in front
a word that you want to omit from
your search results. For example, if
you want to search "Manure" and
don't want results for the Royal
Manure to show up you can type
"Manure - Royal"
Tip: When searching for something
specific, try using quotes to minimize
the guesswork for Google search. For
example Royal Manure
3. Vwhr EH$ _mBZg gmBZ R>ody eH$Vm. Omo eX
Vwhmcm H$mTy>Z Q>mH$m`Mm Agoc Va `m`mg_moa
CXmhaUmW Oa Vwhr Io VgoM am`cgmR>r n[aUm_
AmnU emoYV Zmhr AmhmoV. Iam n[aUm_
~K`mgmR>r Vwhmcm IV Q>mBn H$amdo cmJoc.
IV-am`c Ago {ch Zmhr eH$V.
{Q>n : Oa H$mhr {d{e> emoY H$aV Agmc Vohm H$_rV
H$_r H$moQ> Mo {MhmMm Cn`moJ ZH$s H$am CXmhaUmW :
""am`c _Za''
 21. How to do an internal audit
Script 21 AmV[aH$ n[ajU H$go H$am`Mo
# English
Introduction
Internal audits help businesses achieve
their goals by keeping a check on the
internal business practice. The goal of an
internal audit is to ensure business
policies and procedures are followed and
to alert business owners or the
management of gaps in policy
compliance.
The internal audit process can be done
with internal resources or can be
outsourced to an external third party
vendor. There are advantages and
disadvantages to outsourcing the
function. However, making sure that the
audit practice is done consistently can
help businesses manage performance
and product quality.
Performing an internal audit can be time
consuming and resources need to be
allocated to the process. An audit can be
done daily, weekly, monthly or annually.
Some departments may need to be
audited more often than others.
This course on How to do an Internal
Audit will guide on the best practices to
be followed to run your business
smoothly.
Lesson 1: Types of Internal Audit
Internal audits dont just look at your
businesss accounting books. There are
several types of audits that check different
parts of your business. Here are the three
main types of internal audits that you
should regularly conduct at your small
business:
1. Financial audit: In a financial audit,
the auditor looks at:
a. Information in the businesss
accounting records.
b. They verify to check if income,
expenses, and liabilities
recorded in your books are
accurate
c. They compare your records
with your invoices, bank
statements, receipts, credit
card statements, and tax
records.
Translation
n[aM` : AmV[aH$ Am{S>Q> ho AVJV `dgm` `m`m
A`mgmda cj R>odyZ `dgm` Am{U `mMr C{>o gm`
H$a`mg _XV H$aVmV. AmV[aH$ cIomnarjU H$a`mMm
hoVy hm Amho H$s YmoaUo Am{U {H$`oMr `dgm`mgmR>r
VgoM `dgm` nm{cgrMo AZwnmcZ H$aUo Am{U
`dgm`mMo _mcH$ qH$dm `m`mVrc AVamVrc
`dWmnZmMo AZwH$aU H$aUo Am{U gyMZm XoUo ho Amho.
AVJV Am{S>Q> {H$`m AVJV moVmgh H$aVm
`oVo qH$dm ~mhoaMr WS>-nmQ>u {dHo$`mg AmD$Q>gmog XoD$
eH$Vmo. AmD$Q> gmmo{gJ \$eZMo H$mhr \$m`Xo Am{U VmoQ>o
XoIrc AmhoV. VgoM Am{S>Q> pQ>g hr gVV Ho$cr OmVo
`mMr gw{ZpMV _XV KoD$Z `dgm`mV `dWmnZ
Am{U CnmXZmMr JwUdmm `dWm{nV H$a`mg _XV
Ho$cr OmD$ eH$Vo.
AVJV coImn[ajU H$aUo doi KoUmao Agy eH$Vo
Am{U ggmYZmMm dmQ>n {H$`m H$a`mMr Amd`H$Vm
Amho. Am{S>Q> XaamoO, Xa AmR>dS>mcm qH$dm Xadfu
H$aVm `oVo. H$mhr {d^mJmZm BVamnojm OmV coImnarjU
H$a`mMr Amd`H$Vm Agy eH$Vo.
hm YS>m ""AmVarH$ n[ajU H$go H$amdo'' Vwhmcm
Amncm `dgm` gwairVnUo Mmc{d`mgmR>r gdm}m_
nVrMo nmcZ H$go H$amdo Vo gmJVmo.
nmR> 1 :- AmVarH$ Am{S>Q>`m doJdoJ`m
nVr
AmVarH$ Am{S>Q> ho \$V Vw_Mo \$V `dgm`mMm
AH$mD$Q> ~KV Zmhr Ago doJdoJ`m nVrMo Am{S>Q>
AmhoV Oo `dgm`m`m doJdoJ`m ^mJmMo narjU H$aVo.
`oWo VrZ _w` H$maMo AmV[aH$ Am{S>Q> gm{JVco AmhoV
Oo Vwhr Vw_`m N>moQ>m `dgm`mV Zoh_rM dmnaV
AgVm.
1. Am{WH$ coIm narjU : coIm narjUmMo {dmr`
coImnarjU
A) `dgm`m`m coIm`m Zm|XrMr _m{hVr nmhVmo.
~) Vo Amn`m H$_mBMo IM nmhVmV qH$dm VnmgVmV
Am{U Amn`m dm_Yrc Zm|Xr AMyH$
O~m~XmarZo Ho$`m AmhoV H$s Zmhr Vo nmhVmV.
H$) Oo Amnco BZhmBgog ~H$m`m Q>oQ>_|Q>er VwcZm
 d. All the licenses you need to run
your business to make sure
you are operating your
business legally.
e. If you have filed your taxes
accurately and legally.
f. If you have paid salaries to
your employees.
2. Management audit: In a
management audit, the auditor looks
at:
a. Your roles and the roles of your
employees and compares them
to your business goals.
b. How the employees goals are
met and how they relate to the
businesss goals.
c. Each part of the business is
examined to make sure that the
business goals can be
reached.
3. Operational audit: The final main
audit type looks at a businesss
operations i.e. the day-to-day
activities that keep a business
running. An internal auditor looks at:
a. How the business is performing
in regard to day-to-day
activities, like its sales and
expenses.
Lesson 2: Preparation prior to Internal
audit
1. Identify Areas that Need Auditing:
Identify departments that operate by
using policies and procedures written
by the business or by regulatory
agencies. Make a list of each area
and the functions of the area that
require review.
2. Determine How Often Auditing
Needs to be Done: Identify the
areas may only need to be audited
annually while others may require
more frequent audits.
3. Create Audit Calendar: A structured
and systematic approach to the
auditing process can help ensure the
function gets completed. Scheduling
audits on the business calendar
ensures that it is done consistently.
4. Alert Departments of Scheduled
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Am{U nmd`m Am{U Q>g aoH$mS>vJ nU ~KVmV.
S>) gd \$m`Zmg Oo `dgm` Mmc{d`mgmR>r `mo`
AmhoV {H$ Zmhr Vo gwXYm ~KVmV, Amn`m
`dmg`mda gaH$maMr _m`Vm Amho {H$ Zmhr Vo
XoIrc ~KVmV.
B) Vwhr Vw_Mm gnyU Q>g gaH$ma`m H$m`Xm_mUo
^acm Amho H$s Zmhr.
\$) Vwhr Vw_`m H$_Mm`mZm nyU doVZ doioV XoV
AmhmV {H$ Zmhr Vo gwXYm ~{KVco OmVo.
2. `dWmnZmMo coIm n[ajU : coIm narjU
H$aVodoir Am{S>Q>a Imcrc Jmo>tMr XoIaoI
H$aVmo.
A) Vw_Mr ^y{_H$m Am{U Vw_`m H$_Mm`mMr ^y{_H$m
`mMr Vw_`m `dgm`m`m Cr>mer VwcZm H$am.
~) `dgm`m`m `oH$ > Cr>o JmR>Vm `oVrc
`mMr Imr H$a`mgmR>r narjU Iyn Amd`H$
Amho.
3. AmnaoeZc Am{S>Q> : hm A{V_ _w` Am{S>Q>
H$ma EImXm `dgm` H$m`mMo nmhVo
CXmhaUmW - amoO`m KS>m_moS>r `m `dgm`
MmcdVmZm KS>VmV AmV[aH$ Am{S>Q>a m Jmo>r
~KVmV.
A) amoOMo H$m_H$mO H$em nVrZo H$aV AmhmV Ogo
{H$ {dH$s Am{U IM.
nmR> 2 :- coIm narjUm`m AmYrMr AmVarH$
V`mar
1. Am{S>Q>tJMr Amd`H$Vm Agcoco jo AmoiIm.
: `dgm`mmao naV Amcocr YmoaUo Am{U
{H$`mMm dmna H$Z _mS>Ur H$aUm`m
{d^mJmMr AmoiI qH$dm {Z`m_H$ EOgrMr
AmoiI H$Z `m. nwZamdcmoH$ZmMr Amd`H$Vm
Agco`m `oH$ jomMr Am{U jom`m
H$m`gyMr V`ma H$am.
2. Am{S>Q> dmadma H$aUo {H$Vr Amd`H$ Amho ho
R>a{dUo : H$mhr {d^mJmZm Xadfu coIm narjU
H$amdo cmJoc. naVw BVamZm dmadma Am{S>Q>
H$a`mMr Amd`H$Vm Agy eH$Vo.
3. Am{S>Q> H$c|S>a ~Z{dUo. : Am{S>qQ>J {H$`ogmR>r
ga{MV Am{U nVera {>H$moZ H$m` nyU
hmo`mg _XV H$ eH$VmV. `dgm`m`m
 Audits: It is simply common courtesy
to give department's notice of an
audit so they can have the necessary
documents and materials ready and
available for the reviewer. A surprise
audit should only be done if there is
suspicion of unethical or illegal
activity.
5. Be Prepared: The auditor should
come prepared with an
understanding of policies and
procedures and a list of items that
will be reviewed.The more prepared
the auditor is the more efficient the
process will be and the less down
time there will be for the area being
reviewed.
6. Interview people: The auditor
should interview employees and ask
them to explain their work process.
Compare the process, as the
employee explained it, to what the
written policy says. This step is to
gain an understanding of employee
competence and identify areas that
need additional training.
Lesson 3: Internal Audit Procedure
If you decide to conduct the internal audit
yourself, or if you dont know what to
expect from an internal auditor, here is a
three-step internal audit checklist to help
simplify procedure:
1. Set up the audit: Before anything,
the internal auditor needs to know
when and what they are auditing.
Make sure you know what area
needs auditing as well as how many
times per year you need to have
internal audits.
Much of the auditing process is
making sure a business is complying
with legal regulations. Make sure you
understand the laws you will be
checking. And, understand the duties
of the department you will be
auditing.
2. Conduct the audit: The main part of
H$c|S>ada doimnH$m_mUo Am{S>Q> H$aUo ho
gmV`mZo Ho$co OmVo Amho {H$ Zmhr `mMr Imr
H$aUo.
4. AZwgy{MV coImn[ajUmMo gVH$Vm {d^mJ. :
{d^mJmZm gyMZm Am{U coImn[ajU hmoUo ho
\$V gmYo gmO` Amho. OoUoH$Z Vo Amd`H$
Vr H$mJXno Am{U gm{h` V`ma H$ eH$VmV
Am{U nwZamdcmoH$Z H$`mgmR>r Vr CncY hmoD$
eH$VmV. EImXr AZ{VH$ qH$dm ~oH$m`Xoera
J{V{dYr~c eH$m Ag`mg EImXo gamBO
(AmM`H$maH$) coIm narjU Ho$co nm{hOo.
5. V`ma ahm. : coIm narjH$mMr YmaUo Am{U
H$m`nVr`m dVyMr gyMr V`ma hmoUo Amd`H$
Amho Am{U `mMo nwZamdcmoH$Z Ho$co OmVo.
A{YH$ V`ma coImnarjH$ A{YH$ H$m`j_
{H$`m H$aoc Am{U OmVrV OmV _hdmMo _wo
Vmo VodT>m doioV nyU H$a`mMm n`Z H$aoc.
6. cmoH$mMr _wcmIV. : Am{S>Q>a H$m_JmamMr
_wcmIV KoD$ eH$Vmo Am{U `mZm `m`m
H$m_mMr nV {dMm eH$Vm. H$m`nVrMr
VwcZm H$aVmo Oer H$m_JmamZr gm{JVcr Agoc
Ver, Oo {cIrV Amho `m_mUohr. hr nV
hUOo H$m_m`m j_VoMr OmUrd mV H$aUo
Am{U Aem jomMr AmoiI H$aUo `mV
A{V[aV {ejU Amd`H$ Amho.
nmR> 3 :- AVJV Am{S>Q> {H$`m
AmnU dV: AVJV coImnarjU H$a`mMo
R>a{d`mg qH$dm `oWo AVJV coImnarjH$mH$Sy>Z H$m`
Ano{jV Amho `mMr _m{hVr Zg`mg H$m`nVr gwc^
H$a`mV _XV H$a`mgmR>r AVJV coImnarjUmVhr VrZ
nVr gm{JV`m AmhoV.
1. Am{S>Q> goQ>An H$aUo : H$mhrhr H$a`mnydu Oohm
Am{S>Q>acm AVJV _m{hVr AgoU Amd`H$
AgVo H$s Vo Ho$hm Am{U H$go Am{S>qQ>J H$aUma
AmhoV. H$moU`m {d^mJmgmR>r Am{S>Q>tJMr H$m`
JaO Amho ho _mhrV H$Z `m Am{U Vo {H$Vr
doim H$amdo cmJVo Vo gw{ZpMV H$am hUyZ
Vwhmcm AVJV Am{S>Q> H$amdo cmJoc.
Am{S>Q>tJcm {H$`m gw{ZpMV {H$`m Amho. hr
{H$`m `dgm` H$m`Xoera {Z`_mMo nmcZ H$arV
 the internal audit procedure is
actually conducting the audit. Gather
all your accounting records and
supporting documents so that you
can compare the information. It may
help to have an accounting checklist
to walk you through the financials.
You then must figure out if the
business follows internal policies.
Talk to employees about business
procedures to see if the work they
perform matches policy.
3. Create a formal audit report:
During the audit, take accurate notes
so you know where the businesss
inaccuracies lie as well as what
areas it performs well in. After the
audit process, create reports to keep
in your records.
If you, the business owner, conduct
the audits, you can use them to
figure out ways to improve your
business. If someone else conducts
the audit, they will give you an audit
report for you to look over with
suggestions for improvement.
Lesson 4: Tips for an easier internal
audit
If you want the audit process to go over
smoothly, you need to make sure of the
following:
1. Keep every financial record.
2. Always organize and store records.
3. Have frequent audits That way, you
can catch errors or improve
productivity faster.
4. You can do an audit monthly or semi-
annually.
5. Know what areas of your business
need to be audited more than others.
For example, you might conduct
more internal audits for departments
that handle cash than customer
service departments.
Amho H$m ho nmhVo `mMr Imr H$Z `m.
VnmgUrMo H$m`Xo g_OyZ d Am{S>Q>tJ {d^mJmMr
H$V`o g_OyZ `m.
2. Am{S>Q> V`ma H$am : AVJV Am{S>Q>{H$`oMm
_w` ^mJ `jmV Am{S>Q> Am`mo{OV H$aUo
Amho. Amn`m gd AH$mD$qQ>J aoH$mS>gda
AmYm[aV H$mJXno EH$ H$am. `m_wio AmnU
_m{hVr emoYy eH$mc. Am{S>Q> Amn`mcm
Am{WH$ `dhmam_m\$V Mmcd`mgmR>r
AH$mD$qQ>J MoH${cQ> ~Zd`mg _XV H$
eHo$c. `dgm` Va Vwhr AVJV YmoaUmMo Oohm
AZwH$aU H$aVm Vohm Vw_`m g_moa EH$ AmH$Vr
Agcr nm{hOo. `dgm`m`m H$m`nVr~c
Vw_`m H$m_Jmamer ~mocm Vo H$m`mMo YmoaU
Owi{d`mgmR>r H$m_ nmh`mgmR>r EH$
AmnMm[aH$ Am{S>Q> Ahdmc V`ma H$am.
Am{S>Q>`m Xa`mZ `mo` Jmo>rMr Zm|X `m.
`m_wio Amn`mcm H$ioc H$s `dgm`mVrc
MwH$m_wio H$m` \$aH$ nS>Vmo Am{U Aemdoiog Vo
MmJco H$m_ H$aVmV. Am{S>Q> {H$`oZVa Amn`m
Zm|Xr R>od`mgmR>r Ahdmc V`ma H$am.
Oa Vwhr `dgm` _mcH$ Agmc Am{S>Q> ~Zdy
eH$Vm AmnU Amn`m `dgm`mV gwYmaUm H$a`m`m
nVr emoYyZ H$mTy> eH$Vm. Oa EImXm `VrZo
coImnarjU Ho$co Agoc, Va Vo gwYma`mgmR>r AmnU
BW`m gyMZmda cj R>odm`gmR>r Vo Amnm`cm Am{S>Q>
Ahdmc XoD$ eH$VmV.
nmR> 4 :- EH$m ghO AVJV coImnarjUmgmR>r {Q>nm
AmnU Am{S>Q> {H$`m ghOVoZo H$ BpN>V
Ag`mg, Amn`mcm Imcrc Jmo>tMr Imr H$Z KoUo
Amd`H$ Amho.
1. `oH$ Am{WH$ aoH$mS> R>odm.
2. gm_mZmMr Zm|X R>odm Am{U gM{cV H$am.
3. Aem H$mao dmadma coImnarjU Ho$`mZo
AmnU wQ>tZm nH$Sy> eH$Vm qH$dm
CnmXH$Vm cdH$a gwYm eH$Vm.
4. AmnU _m{gH$ qH$dm AY dm{fH$
coImnarjU H$ eH$Vm.
5. Amn`m `dgm`mVrc jomg BVamnojm
A{YH$ Am{S>Q> H$aUo Amd`H$ Amho ho
OmUyZ `m. CXmhaUmW - AmnU JmhH$
godm {d^mJmnojm `mo` hmVmiUm`m
{d^mJmgmR>r A{YH$ AVJV Am{S>Q> H$
eH$VmV.
 22. How to use CRM Software
Script 22 gr. Ama. E_. gmQ>doAa H$go dmnamdo.

# English Translation
Every business, be it large or small, be it `oH$ `dgm` chmZ Agmo qH$dm _moR>m Agmo
in the city or the most remotest village
needs some form of customer eha Agmo qH$dm gdmV XJ_ IoS>m_`o gr. Ama. E_.
relationship management (CRM) system. UmcrMr Amd`H$Vm AgVo. H$mhr JmhH$ g~Y
Are you wondering what a Customer gmQ>doAa hUOo H$m`? ""gr. Ama. E_.'' gmQ>dA o a
Relationship Management software is all
about? "A CRM software is a better way hUOo dV:cm `dpWV H$a`mMm EH$ MmJcm _mJ
to manage your business so that you can Amho. AmnU `dgm`mV AmhmV OoUoH$Z A{YH$ gK{Q>V
be more organized and do more with
less. An effective CRM software provides hmoD$Z H$ eH$Vm. EH$ ^mdr gr.Ama.E_. gmQ>doAa
an organized, comprehensive view of Amn`m JmhH$mer Am{U `m`m g^mdZm~c EH$
your customers and prospects, and your
interactions with them. In this course
gK{Q>V `mnH$ >rH$moZ hmoD$Z `m`mer gdmX gmYVmo.
titled How to use CRM Software, you ""gr. Ama. E_.'' gmQ>dA o a H$em~c Amho. ""gr.
will learn about what a CRM software is Ama. E_.'' gmQ>doAaMo \$m`Xo gr. Ama. E_.
all about, benefits of the CRM software,
features to look for in a CRM and how to emoY`mMr d{eQ>o Am{U Vr H$er dmnamdr `m~c
use it. OmUyZ `m.
Lesson 1: What is a CRM Software nmR> 1 :- gr. Ama. E_. gmQ>doAa hUOo
The Customer is the most important
aspect of every business, no matter
H$m`?
where they exist or how they are JmhH$ `oH$ `dgm`mMm gdmV _hdmMm KQ>H$
serviced. This important aspect of the Amho. _J Vo Hw$R>ohr ApVdmV AgVrc qH$dm Vo godoV
business needs to be handled carefully &
professionally so that you can win their H$go AmhoV. `dgm`m`m _hdm`m ncyg H$miOrnydH$
trust & loyalty. Customer Relationship Am{U `mdgm{`H$nUo hmVmiUr H$aUo Amd`H$ Amho.
Management (CRM) is a strategy for
managing all your business relationships OoUoH$Z AmnU `mMm {ddmg Am{U {Z>m qOHy$
and interactions with your customers and eH$mc. gr.Ama.E_. EH$ YmoaU Amho Oo Amn`m gd
potential customers. It helps you improve
your profitability. CRM software is a tool
`mdgm{`H$ g~YmMo `dWmnZ Am{U Amn`m
to help you in maintaining & managing JmhH$mgh Am{U g^m` JmhH$mer gdmX gmYco.
customer relations. This CRM software gr.Ama.E_. gmQ>dA o a ho EH$ gmYZ Amho Oo JmhH$
covers a broad set of applications that
help you & your business to manage g~YmMo `dWmnH$s` `dWmnZ H$a`m_`o
your business processes like customer Amn`mcm _XV H$aoc. `m gr.Ama.E_. gmQ>doAa_`o
data, customer interaction, business
information, sales etc. There are many
`mnH$ _mUmdarc AZw`moJmMm g_mdeo Amho. Oo JmhH$
types of CRM Softwares available in the S>oQ>m JmhH$ gdmX, `dgm` _m{hVr, {dH$s B`mXrgmaIr
market. Amncr `dgm` {H$`m `dWm{nV H$a`mV Amn`mcm
Am{U Amn`m `dgm`mV _XV H$aVmV. AZoH$
gr.Ama.E_. gmQ>doAg ~mOmamV CncY AmhoV.
Lesson 2: Benefits of a CRM nmR> 2 :- gr. Ama. E_. gmQ>doAaMo \$m`Xo
Software
Regardless of which type of CRM AmnU `m H$ma`m gr.Ama.E_. CnmXZmgh
product you work with, they offer some of H$m` H$arV AmhmV `mMr ndm Z H$aVm Vo H$mhr \$m`Xo
the same benefits, allowing you to: XoVmV `m`moJo Amn`mcm Imcrc nadmZJr {_iVo.
Realize which customers produce
the most profit. By analyzing 1. JmhH$mMo `dhma Am{U BVa JmhH$m`m _m{hVrMo
buying behaviors and other {deofU H$Z Oo JmhH$ gdmV OmV Z\$m
customer data, your business can
 gain a better understanding of who
are your best customers. You can
differentiate between the customer
who provide the highest profit
margins and those that simply bring
you the most revenue. You could
use that information to provide them
a better type or tier of customer
service for better customers.
Analyze buying patterns. More
understanding of customer buying
patterns can, again help you spot
potential high-value customers so
that you can make the most of your
sales opportunities with those
customers.
Maximize per-customer profits.
Data collected from CRM can help
you lower the cost of selling to
certain customers and help you
increase profits from those customer
interactions.
Lesson 3: Features to look for in CRM
Whichever CRM you use, there are
some common features you'll want to
look for in a CRM software:
Multiple contact information: You
should be able to organize and
access information by a person's
name, as well as his or her
company (if applicable). That makes
it possible to view all the interactions
that have occurred with a particular
person, as well as with multiple
individuals within a single company.
Dashboards: The software should
provide a summary view of the sales
opportunities across different
customers.
Delegation: With access to
information, you can delegate some
of the follow ups etc to others who
can act on your behalf.
Information entry and access:
You should be able to enter and
access information from anywhere
in the software. For example, if
you've talked with a customer on the
phone, you should be able to enter
details of the call under the
customer's name.
H$_mdVmV, Vo cjmV R>odm. Amncm `dgm`,
Amnco gdm}m_ JmhH$ H$moU Amho ho A{YH$
MmJ`m H$mao g_OmdyZ KoVm `oBc. AmnU `m
JmhH$mZm gdmV OmV Z\$m _m{OZ XmZ H$aV
AmhmV Am{U Oo Amn`mg gdmV OmV cj
XoVmV `mZm _hgyc. AmnU _m{hVrMm dmna H$Z
MmJ`m JmhH$mgmR>R>r EH$ Cm_ H$mao qH$dm
JmhH$ godm H$a`mH$[aVm H$ eH$Vm.
2. IaoXr Z_wZo {dco{fV H$am : Z_w`mMr JmhH$
IaoXr Z_w`mZm A{YH$ g_OyZ Amn`mcm
g^m` C _y` JmhH$mZm emoY`mV _XV H$
eH$Vo. OoUoH$Z AmnU `m JmhH$mgh Amn`m
~hVoH$ {dH$s gYr {_idy eH$mc.
3. {VJmhH$ Z\$m dmT>dm : gr. Ama. E_. nmgyZ
S>oQ>m OmoS>`mg Amn`mcm H$mhr JmhH$mZm
{dH$sMr qH$_V H$_r H$a`mg Am{U `m
JmhH$m`m nana gdmXmVyZ Z\$m dmT>d`mg _XV
H$ eH$Vm.
nmR> 3 :- gr. Ama. E_. _`o emoY`mMr
d{eQ>o
Oo gr. Ama. E_. AmnU dmnaVm, Aer H$mhr
gm_m` d{eQ>o AmhoV. Or AmnU gr. Ama. E_.
gmQ>doAa _`o emoYy BpN>V AmhmV.
1. ~hA{YH$ gnH$ _m{hVr : EImXm `VrMo Zmd
VgoM `m`m qH$dm {V`m H$nZrmao Vwhmcm
_m{hVr `dpWV nmohmM`mg gj_ hm`cm hdo
`m_wio EImXm {d{e> `Vr~amo~a VgoM
~h{dY `Vt_`o Pmco`m nana gdmX
nmh`mgmR>r Vo e` hmoVo EHw$c`m EH$ H$nZrV.
2. S>e~moS>g : `m gmQ>doAZo doJdoJ`m
JmhH$m_Yrc {dH$s gYrMm gmame ` `mdo.
3. {ZH$f : _m{hVr {_i{d`mgh, AmnU
Amn`mdVrZo H$m` H$aUm`m BVamZm nmR>nwamdm
V`ma H$ eH$Vm.
4. {dVma Zm|X Am{U doe : AmnU gmQ>doAa_`o
Hw$Ry>Zhr _m{hVr {d> H$ Am{U doe H$
eH$Vm. CXmhaUmW AmnU \$moZda JmhH$mer
~moc`mg, AmnU JmhH$m`m ZmdmImcr Vnerc
{d> H$a`mV gj_ Agmc.
Lesson 4: Why do you need a CRM
Software
If you are not too sure why you need a
CRM Software, you need to know this
Your memory is not perfect: Your
memory may be very good, but you
might be able to keep up with 10, or
20 or even 50 customers in your
head but there comes a point when
you just can't track them all and their
associated tasks and events. Do
you really want to limit your
business by what information you
can store in your head? With a CRM
you can store and manage
hundreds of clients and let a
computer system handle the task of
memory and recall.
You need to know numbers: Do
you know how many successful
customer visits you've made in the
past week, month, or year? Can you
quickly state the best method you
reach your customers? Metrics or
numbers are critical to your
business growth and success. A
CRM will give you instant metrics on
dozens of aspects of your business,
and you don't have to do anything.
History is important: If you've ever
wanted to look back and see
everything on a particular customer,
the various communication between
you and them, then you need a
CRM. Customer relations systems
help keep all those conversations in
one place and make it easy for you
to quickly look back in time and see
how things have progressed.
Never lose your data: If you use
notepads, memo books, calendars,
and other systems for tracking your
data then chances are high that you
are going to lose it at some point. A
good CRM lets you effectively
protect your data from being lost.
Predict your future: Everyone
wants to know the future of their
business. A good CRM can give you
a reasonable expectation of the
future based on past performances
and past events. If your history is
stored correctly in your CRM) then a
good CRM can give you a good idea
of what is to come.
Track your tasks and events:
You'll never be able to keep track of
nmR> 4 :- Amn`mcm gr. Ama. E_.
gmQ>doAaMr Amd`H$Vm Amho.
Oa Amn`mcm Imr Zgoc H$s Amn`mcm
gr.Ama.E_. gmQ>doAaMr Amd`H$Vm H$m Amho? Va
Amn`mcm ho _m{hVr AgUo Amd`H$ Amho.
1. Amncr _Vr n[anyU Zmhr : Vw_Mr _Vr MmJcr
Agy eH$Vo. naVw AmnU Amn`m S>mo`mda 10,
20 qH$dm 50 JmhH$mMr _m{hVr R>ody eH$mc, naVw
Oohm AmnU `m`mH$S>o Am{U `m`mer g~{YV
H$m`} nmhVmo Aem doiog gr.Ama.E_. Vwhr
eoH$S>mo JmhH$mMo gJmonZ Am{U `dWmnZ H$
eH$Vm Am{U gnmXH$ Umcrcm _o_ar Am{U
_aUeVr`m H$m_mcm hmV^ma cmdyZ XoD$
eH$Vm.
2. Amn`mcm H$_mH$ _m{hV AgUo Amd`H$ Amho :
Joco 7 AmR>dS>o, _{hZm qH$dm dfmn`V AmnU
{H$Vr `edr JmhH$mZr ^oQ> {Xcr ho Amn`mcm
_m{hVr Amho? AmnU nQ>H$Z JmhH$mn`V
nmohM`mMr gdm}m_ nV A_cmV AmUy
eH$mc? _o{Q>g qH$dm g`m Amn`m `dgm`
dmT>rV _hdnyU AmhoV Am{U `egwm.
gr.Ama.E_. hm Amn`m `dgm`mMo ncy
S>PZ^a gmJoc Amn`mcm PQ>nQ> _{Q>g XoBc
Am{U AmnU H$mhrhr H$a`mMr JaO ^mgUma
Zmhr.
3. B{Vhmg _hdmMm Amho : AmnU H$Yrhr _mJo
diyZ nmh Am{U EH$m {d{e> JmhH$m{df`r gd
H$mhr nmh eH$Vmo. Amn`m Am{U `m`m Xa`mZ
{d{dY gdmXZVa AmnU EH$ gr.Ama.E_. JmhH$
g~Y Umcr gd H$mhr EH$ {R>H$mUr `m
g^mfUmV R>od d Amd`H$ gmonr _XV doioV _mJy
eH$Vmo. _mJo diyZ nmh`mg Am{U Jmo>r H$em
dmT>`m AmhoV Vo nmh`mgmR>r.
4. AmnU H$Yrhr Amncm S>oQ>m J_mdy ZH$m : AmnU
Amn`m S>oQ>mMm _mJmodm Ko`mgmR>r ZmoQ>nS>, _o_mo
nwVHo$, H$c|S>g Am{U A` {gQ>_ dmnaV
Agmc Va AmnU Vmo J_mdUma AmhmV `mMr
e`Vm Iyn OmV Amho. H$mhr jUr, EH$ MmJco
gr.Ama.E_. Amn`mcm Amncm S>oQ>m
J_md`mnmgyZ ^mdrnUo gajU H$Z XoV.o
every task you need to do and event 5.
you need to attend without a good
system. A CRM will help you not
only keep track of every task and
every event but also relate them to
the appropriate customer or lead.
6.
Amn`m ^mdr AXmOmZwgma : `oH$OU Amn`m
`dgm`mMo ^{d` OmUyZ Ko`mg BNw>H$ Amho.
EH$ MmJco gr.Ama.E_. Amn`mcm _mJrc
H$m_{Jar Am{U _mJrc JwVdUyH$sda AmYm[aV
^{d`mVrc EH$ dmOdr Anojm XoD$ eH$Vmo. Oa
Amncm gr.Ama.E_. _`o `mo` [a`m gJ{hV
Agoc Va EH$ MmJcm gr. Ama. E_. XoD$ eHo$c
hr EH$ MmJcr H$nZm Amho.
Vw_Mo H$m` Am{U KQ>ZmMm AmT>mdm `m :
Amn`mcm Amd`H$ Agco`m `oH$ H$m_mMm
Q>H$ R>odVm H$m_m Z`o Am{U Amn`mcm _XV
MmJcr Umcr Z KoVm CnpWV H$m_ H$a`mMr
JaO Zmhr. gr.Ama.E_. Amn`mcm _XV H$aoc.
Ho$di `oH$ H$m`mMm Am{U `oH$ KQ>ZoMm
_mJmodm R>odyZM VgoM n[anyU JmhH$ Am{U `m`m
g~{YV _m{hVr ghrV.
 23. How to effectively use your time (calendar)
Script 23 Amncm doi ^mdrnUo H$gm dmnamdm
# English
Introduction
Raghu, works as a clerk in the accounts
department of the Panchayat Office. Major
part of his daily job includes updating records
accurately and tallying it with the receipts and
other documents. Raghus major drawback is,
he never manages to come to office on time.
This results in the files piling up at his desk.
Having a look at the huge pile of files, Raghu
tries to quickly update the records resulting in
updating incorrect information or missing out
on updating important data. In this chaos, he
misses out on attending meetings, having
lunch on time, working long hours. Due to this
routine, Raghus manager noticed that he
became less productive. Raghu was recently
advised by his manager to improve his time
management skills, else his dream of getting
promoted would not be possible.
Time management is an important skill to
cultivate.It's important that you develop
effective ways for managing your time to
balance the demands of your job and also
personal life.
Sometimes it may seem that there isn't
enough time to do everything that you need
to. This can lead to stress. Your day may be
completely occupied with customers at your
shop, having to meet vendors and farmers
that there is hardly any time to rest. You will
need to identify ways in which you can
improve the management of time to reduce
any time-related stress in your lives.
This course on How to effectively manage
your time (Calendar) will help you learn
Translation
aKw nMm`V Am{\$g_`o AH$mD$Q>
H$m`mc`mV H$m_ H$aV hmoVm. `m`m XZ{XZ
H$m_mMm _w` ^mJ aoH$mS>_`o AMyH$nUo aoH$mS>
{c{hUo Am{U AmVmn`V`m gd nmd`mer d BVa
BVEodOmer `mMr OwidUr H$Z KoUo ho Amho.
aKwMm gdmV _moR>m XJwU hm hmoVm {H$ Vmo H$YrM
doioV Am{\$g_`o hOa ahmV Zgo. m_wio `m`m
Q>o~cmda \$mBcrMm {T>J O_V Ago. \$mBg`m
_moR>m {T>Jmda EH$ ZOa Q>mH$`mg aKw d[aV H$m_
gn{d`mMo AnS>oQ> H$a`mgmR>r `Z H$aVmo.
`m_wio MwH$sMr _m{hVr AnS>oQ> H$aUo qH$dm
_hdmMm S>oAm AnS>oQ> H$a`mMo ahmV Ago. `m
Jm|YimV Vmo g^o_`o CnpWV Ag`mda OodUm`m
doioVhr Vmo gVV H$m_ H$aV ahm`Mm. m
gJ`m_wio aKw`m _ZoOa`m cjmV Amc {H$
`mM H$m_ H$aU H$_r Pmco Amho. aKw`m _ZoOaZo
`mcm ZwH$VmM doio`m _hdmMo H$me`
gwYma`mgmR>r gcm {Xcm hmoVm. Agm ~Xc Zmhr
Pmcm Va `mcm _moeZ {_hUo AdKS> hmoBc Ago
XoIrc gm{JVco.
doioMo `dWmnZ H$a`mg Iyn _hd {Xco
OmVo. Vo _hdmMo H$me` Amho. Amn`m H$m_mMr
_mJUr Am{U d`pVH$ OrdZ `mVrc g_Vmoc
gmY`mgmR>r Amncm doi `dWm{nV H$a`mgmR>r
AmnU ^mdr _mJ {dH${gV H$aUo Amd`H$ Amho.
H$mhr doim Ago dmQ>oc H$s Amn`mcm
Amd`H$ Agco`m gd Jmo>r H$a`mgmR>r nwaogm
doiM Amn`mOdi Zmhr. `m_wio Amn`mda VmU
`oD$ eH$Vmo. {dH$o `mZm Am{U eoVH$`mZmhr
^oQ>m`cm doi {_iV Zmhr Am{U {dlmVrgmR>r hr
doi {_iV Zmhr. Amn`mcm Amn`m OrdZmV
doioer g~{YV VmU H$_r H$am`Mm Ago Va doioMo
`dWmnZ gwYma`mgmR>r H$moU`m nVrMm dmna
H$aVm `oBc `mMr AmoiI H$Z KoUo Amd`H$
Amho.
hm H$mog ""^mdrnUo Amncm doi H$gm
how to plan your day, prioritize your tasks,
and minimize distractions to be more
productive and stress free. Make sure to
follow the below tips to effectively manage
your time:
Lesson 1: Know your tasks
You will have tasks for the day, week, or
month. For example, I need to sell XYZ
product to n number of farmers this
month..Based on that you will need plan
around working on activities to complete your
task. Here are some Dos and Donts to
remember.
Dos
1. Make a note of your tasks in a note pad
2. To complete your task actively set your
goals by deciding exactly what you want,
when you want it by, and why you want
it.
Donts
1. Dont be afraid to write out exactly what it
is, down to the very last detail, that you
want.
2. Dont just say you want a lot of money,
say the exact amount of money you
want, what specific date you want it by,
and why you want it.
3. Do not make the mistake of remembering
your tasks that making a note. This can
lead to severe frustration.
Lesson 2: Prioritize your tasks
Someone who works hard and is well
organised but spends all their time on
unimportant tasks may be efficient but not
effective.Tobe effective, you need to:
1. Decide what tasks are urgent and
important and to focus on them
2. List the tasks you have and sort these in
order of priority
dmnamdm ({XZX{eH$m)'' H$gm `dWm{nV H$amdm
`mZVa Amncm {Xdg H$gm AmImdm Am{U Amn`m
H$m_mZm H$go _hd Xmdo ho OmUyZ Ko`mg Am{U
CnmXZj_Vm H$er dmT>dmdr Am{U VUmd_wV
hmo`mgmR>r dmX H$_r H$a`mgmR>r _XV H$aoc.
Amncm doi ^mdrnUo `dWm{nV H$a`mgmR>r
Imcrc {Q>nm cjmV Ko.
nmR> 1 :- Amnco H$m` OmUyZ `m.
Amn`mH$S>o {XdgmMr, AmR>dS>mMr qH$dm
_{h`mgmR>r H$m_ AgVrc. CXmhaUmW, ""_r `m
_{h`mV eoVH$`mgmR>r xyz CnmXZmZm "_' g`m
{dH$`mMr JaO Amho.'' mda AmYm[aV Vwhmcm
Vw_Mo H$m_ nyU H$a`mgmR>r {H$`mercVoda H$m_
H$a`mMr `moOZm AmImdr cmJoc. `oWo H$mhr cjmV
R>od`mm` d cjmV Z R>od`m`m Jmo>r gm{JV`m
AmhoV.
H$a`m`m Jmo>r :
1. ZmoQ>nS>da Amn`m H$m_mMr EH$ `mXr ~Zdm.
2. Amnco H$m_ nyU H$a`mgmR>r Amn`mcm
Zo_Ho$ H$m` hdo Amho Vo R>admdo. Amn`m
BN>oZwgma Am{U Amn`mcm Vo H$m hdo Amho
`mMm {ZU` KoD$Z Amnco `o` gH$s`nUo
goQ> H$am.
Z H$a`m`m Jmo>r :
1. ZH$s H$m` Amho Vo {chm`cm Km~ ZH$m,
AJXr eodQ>`m Vnercmn`V Vo {chm.
2. \$V Ago hUyZ ZH$m _r _cm Iyn ngo hdo
AmhoV, {H$Vr ngo ZH$s hdo Amho, H$moU`m
VmaIocm hdo Amho Am{U H$emgmR>r hdo
Amho.
3. Amnc H$m_ Or {chZ R>odcr AmhoV Vo
cjmV R>od`mMr MyH$ H$ ZH$m `m_wio Iyn {Zamem
hmoD$ eH$Vo.
nmR> 2 :- Amn`m H$m_mZm mYm` Xm.
Omo Iyn Am{U `dpWV H$m_ H$aVmo naVw
Omo {~Zm_hdm`m H$m_mda Amncm doi IM H$aVmo
Vmo H$m`j_ Am{U ^mdr Zmhr d ^mdr
hmo`mgmR>r Amn`mcm `mMr Amd`H$Vm Amho.
 3. Devote most time to the most important
tasks
Fact: By prioritizing tasks you will avoid the
natural tendency to concentrate on the
simple, easy tasks and also avoid
interruptions to your work.
Lesson 3: Keep a to-do list
You should have a reminder to tell you of
when you need to do what. Carry a pen and
paper wherever you go.Here are some tips to
follow every single day:
1. Use your diary to write down the things
you need to do, including appointments
and deadlines.
2. Alternatively you can use online tools
such as the calendar to note your
upcoming tasks and meetings. There is
an option to send out emails as
reminders to yourself
3. Write down the simplest of details
4. A daily list of tasks that need to be done
is an essential part of planning. Refer to
and update this regularly
5. Prioritise items on your list
6. Update your list daily, crossing off
completed tasks and adding new tasks
that need to be done.
Fact: When you maintain a to-do list you
have a record of what you have done
and how much more to complete
Lesson 4: Avoid postponing work
We can set all the goals and tasks that we
would like, get organized, and prioritize our
time, but if we cant follow through with our list
of things to do each day then were wasting
our time. Here are ways to overcome this
problem:
1. Be completely aware of what needs to
be done. This can be achieved by
making a note of your tasks, getting
organized, and prioritizing your time
1. H$moUVr H$maUo Amd`H$ Am{U _hdmMr
AmhoV Am{U `mda cj H|${V H$am.
2. Amn`mH$S>o Agco`m H$m`mMr `mXr H$am
Am{U mYm` H$_mZwgma `mMr H$_dmar
cmdm.
3. gdmV _hdm`m H$m`mcm gdmV A{YH$
doi g_{nV H$amdm.
V` : AmnU gmo`m H$m`mZm mYm` Xm, gmo`m
H$m`mda cj H|${V H$aUo Am{U Amnm` H$m_mV
``` Q>mi`mgmR>r Zg{JH$ dmrhr Q>mimdr.
nmR> 3 :- EH$ gyMr / `mXr ~Z{dUo.
Amn`mcm H$m` H$m_ H$am`Mr Amd`H$Vm
Amho Vo gmJUmar EH$ `mXr Amn`mOdi Agmdr.
AmnU {OWo Omc {VWo noZ Am{U nona ~amo~a R>odm.
`oH$ {XdgmgmR>r H$mhr Q>rnm {X`m Amho.
1. Amncr EH$ S>m`ar {chm `mV Vwhr
H$aUm`m H$m_mMr Zm|X H$am. `mV
AnmBQ>_|Q>g Am{U S>oS>cmBghr {chm.
2. dH$pnH$ [a`m Vwhr Vw_`m nwT>rc H$m_mMr
naofm Am{U ~R>H$m cjmV R>od`mgmR>r
H$c|S>a gma`m AmZcmBZ gmYZmMm dmna
H$ eH$Vm. dV:cm [a_mBS>a
nmR>{d`mgmR>r EH$ B-_oc nmR>dm.
3. gdgmYmaU _m{hVr {chm.
4. H$m_ H$a`mgmR>r amoOMr {Z`mo{OV `mXr
H$aUo Amd`H$ Amho.
5. Vw_`m `mXrVrc dVyZm H$_m{H$V H$am.
6. Amncr `mXr XaamoO AnS>oQ> H$am, nyU
Ho$cocr H$m_o _mJo gmoSy>Z ZdrZ H$m_ H$aV
OmUo.
V` : Oohm Vwhr EH$ `mXr ~ZdyZ R>odVm Vohm
AmnU H$m` H$m_ nyU Ho$cr Am{U H$m` H$m_
H$am`M AOyZ ~mH$s Amho.
nmR> 4 :- H$m_ nwT>o T>H$cnUo Q>mim.
Or H$m_ Amhmcm AmdS>Vrc, Or Am_Mr
C{>o Am{U H$m` Vo Amhr H$. gwgOrV H$am
Am{U Amn`mdoiocm _hd Xm. nU Oa Vwhr
`oH$ {XdgmgmR>r Amd`H$ Jmo>tMr `mXr H$
eH$V Zgmc Va Vwhr Vw_Mm doi dm`m KmcdV
AmhmV. `m g_`oda _mV H$a`mgmR>r ho H$mhr _mJ
AmhoV.
 2. You can also set a timer on your
watch and set to doing something
youve been putting off for just 15
minutes. Once you get started, youll
most likely keep going.
Tip: Try to take decisions immediately when
possible and when you don't need to gather
more information pertinent to the decision.
The best time to do something is usually
NOW.
Lesson 5: Avoid distractions
Start paying attention to the number of times
someone interrupts you when youre in the
store or in middle of an important task? You
may be surprised with the number of
distractions. You can work on avoiding
distractions by:
1. Tracking self-induced interruptions, such
as checking your phone frequently
2. If you have access to the Internet, avoid
checking social media sites during work
hours
3. Avoid interruptions. When you're working
on a task, try to complete it before
getting up to do something else.
Tip: If you receive an urgent phone call
during a task, you should definitely take the
call. Remember that distractions do happen
but you need to understand if it is important or
not.
1. H$m` Ho$co nm{hOo `mMr nyU Om{Ud H$Z
`m ho Amn`m H$m_mMr `mXr ~ZdyZ,
gK{Q>V hmoD$Z Am{U Amn`m doioMm H$_
R>adyZ gm` H$aVm `oD$ eH$Vo.
2. Vwhr Vw_`m KS>mimV Q>mB_a goQ> H$
eH$Vm Am{U 15 {_{ZQ>mgmR>r AmnU H$mhr
{dgaV AmhmoV. `mgmR>r XoIrc goQ> H$
eH$Vm. EH$Xm AmnU ma^ Ho$`mZVa
AmnU ~hYm ho Zoh_r Mmcy R>ody eH$mc.
Q>rn : Oohm e` Agoc Vohm darV {ZU`
Ko`mMm `Z H$am Am{U Oohm Amn`mcm A{YH$
_m{hVr gH$cZmer OwidyZ Ko`mMr Amd`H$Vm
Zmhr. H$mhr Var gm` H$a`mMr gdm}m_ doi Ammm
Amho.
nmR> 5 :- {dMcZ Q>mim.
Oohm Vwhr XH$mZm_`o qH$dm _hdm`m
H$m_mV AgVm Vohm H$moUrVar ``` AmUVo. `m
g`oda cj XoUo gw H$am. Amn`mcm {dMcrV
H$aUm`mMr g`m nmhZ AmM` dmQ>oc. AmnU
`mmao {dMcZ Q>miyZ H$m_ H$ eH$Vm.
1. d-o[aV ```mMo Q>oqZJ Ogo {H$ Amncm
\$moZ dmadma VnmgUo.
2. Oa AmnU BQ>aZoQ>da Agmc Va
H$m_H$mOm`m doiog gm_m{OH$ {_S>r`m
gmBQ>g VnmgUo Q>mim.
3. ``` Q>mim. Oohm AmnU EImXo H$m_
H$aV Agmc Xgao H$mhrVar H$a`mAmYr Vo
nyU H$a`mMm `Z H$am.
Q>rn : Amn`m EImXm H$m_mXa`mZ EImXm
_hdmMm \$moZ H$mc Amcm Va {ZpMVnUo H$mc
~H$ H$am. cjmV R>odm H$s {dMcZ hmoVo nU Vo hmoUo
_hdmMo Amho {H$ Zmhr ho g_OyZ KoUo Amd`H$
Amho.
 24. Question your thinking
Script 24 Amn`m {dMmamda Z H$am.
# English
Introduction
Your job as agripreneur would involve making
decisions on a day to day basis. At times, you
may need to ask others for their opinion
before you conclude on a decision and rest of
the times you may need to make decisions on
your own. Whatever be the situation, only
when you make decisions that are logical and
well thought out you will be able to make
better decisions and guide others in the right
direction. This is why you will need to develop
one of the most important life skill called
critical thinking.
Critical thinking is a way of thinking in which
you dont blindly go by what is told, you back
your decisions with evidence and valid
reasoning. You tend to ask questions such as
How do you know that? Is this based on
evidence or gut feelings? and Is there any
other alternatives?
Once you develop this skill you can teach
farmers how to correct mistakes in a positive
way. This way you are teaching them critical
thinking which will not only result in
sustainable agriculture, but entrepreneurial
skills. This course on How to develop
Critical thinking will guide you step by step
on how to think more critically. Remember
that this is not the ultimate solution, but will
help you clear your confusion.
Lesson 1: Ask basic questions
Sometimes the explanation becomes so
complex that you tend to miss out the actual
information. Avoid getting lost and loosing
questions by following the below:
1. Continually go back to the basic
questions you asked when you set out to
solve the problem.
2. Ask yourself What do I already know?
How do I know this? What am I trying
Translation
EH$ EJro{Z`moAa hUyZ AmnU ZmoH$ar H$aV
Agmc Va Vr amoO`m amoO {ZU` Ko`mer g~{YV
ZmoH$ar Amho. H$mhr doiog Vwhmcm {ZU` Ko`mnydu
BVamMo _V {dMmamdo cmJoc Am{U ~mH$s`m doiog
Vw_Mo {ZU` Vwhmcm dV:M `mdo cmJVrc.
H$moUVrhr n[apWVr Agmo, \$V VohmM Vwhr `mo`
{ZU` KoD$ eH$Vm Oohm Vw_Mo {dMma VH$gJV
AgVrc Am{U `mo` {dMmanydH$ {ZU` `mc.
Aem doiog Vwhr `mo` {ZU` Ko`mg gj_ hmoD$
eH$mc Am{U BVamZm `mo` {XeoZo _mJXeZ H$
eH$mc. `mgmR>rM _hdnyU {dMma Agcoco OrdZ
H$me` {dH${gV H$a`mMr Amd`H$Vm Amho.
J^ra {dMma hr EH$ Aer {dMma nVr Amho H$s
`m_`o Vwhr m Jmo>r gm{JV`m AmhoV VemM
A{O~mV H$aV Zmhr. CcQ> AmnU Amn`m
{ZU`m~amo~a nwamdo nU AmUy eH$Vm Am{U dY VH$
_mS>y eH$Vm. AmnU Agm Z {dMm eH$Vm {H$,
""Vwhmcm ho H$go H$imco? ho gd nwam`mda
AmYm[aV Amho H$s Vwhr ^mdZm `V H$aV AmhmV
Am{U AmUIr H$mhr nwamdo AmhoV H$m?"'
AmnU EH$Xm H$m hr H$cm {dH${gV Ho$cr
{H$ ZVa AmnU eoVH$`mZm gH$mam_H$VoZo MwH$m
H$em gwYmam``m Vo {eH$dy eH$Vm. Aem nVrZo
Vwhr `mZm J^ra nVrZo {dMma H$a`mMo {ejU
XoV AmhmV. `m_wio Ho$di emdV eoVrM hmoUma
Zmhr Va CXmoOH$ H$me`o ""J^ra dnmMm {dMma
H$gm H$amdm'' `m {df`mda hm H$mog Amn`mcm
A{YH$ ~maH$mBZo {dMma H$gm H$amdm `mMm {dMma
H$am`cm {eH$doc. ho cjmV R>odm H$s ho A{V_
Cnm` Zmhr, naVw Amncm Jm|Yi Xa H$a`mg
Amn`mcm _XV hmoBc.
nmR> 1 :- _yc^yV Z {dMmam.
H$mhr doiog n>rH$aU BVHo$ O{Q>c hmoVo H$s
AmnU dmV{dH$ _m{hVr MwH$dy eH$Vm. H$moU`mhr
Jmo>r Jhmi hmoUo Q>mim Am{U Imcrc Jmo>tMo
AZwgaU H$Z Z gmoS>dm.
1. AmnU g_`oMo {ZamH$aU H$a`mgmR>r AmYr
{dMmaco`m _yc^yV Zmda naV Om.
 to find out?
3. Try to arrive at simple solution first
Tip: Avoid questions that have an easy one-
dimensional answer. There is no point asking
it again and again when you know the answer
for sure.
Lesson 2: Question basic assumptions
Assumption is to believe something as true
without any evidence. It is easy to jump into
assumptions and follow them, leading to take
wrong actions based on incorrect information
and conclude on a wrong decision.
1. Make sure you question your basic
assumptions
2. In case you want to keep excess stock of
a product and sell it to the farmers just
because your friend suggested. Do not
blindly go by it. Instead ask yourself
basic questions such as Will this help
farmer in growing better quality of crop?
What are the benefits the farmer will get
by using this? Are there any side
effects of using this product? Why
should a farmer use this over the existing
product?
3. Evaluate your responses to identify what
is best and possible
Lesson 3: Do your research
It is not just enough to have answers based
on your feelings. If you need to arrive at the
right decision you will need to gather relevant
information from the right sources.
1. Have an open mind and seek opinion
from mentors, people you trust, or
experts from the specific field
2. Internet is another source from where
you can gather information
3. Do not go by everything that you see and
read
4. You can ignore the information if you are
not convinced with what people say or
2. dV:cm {dMma, ""_cm ho AmYrM H$go
_m{hV Amho?'' ""_cm ho H$go H$imco?''
""_r H$m` emoY`mMm `Z H$aV Amho?''
3. gdmV AmYr gmo`m Cnm`mH$S>o `o`mMm `Z
H$am.
Q>rn : Ago Z Q>mim {H$ `mV AZoH$ Cmao
Ag`mMr g^m`Vm Agoc. Vohm naV naV VoM
{dMma`mV H$mhrM AW Zmhr Oohm Vwhmcm
ImrnydH$ Cma _mhrV Amho.
nmR> 2 :- _yc^yV ZmMr JhrV H$nZm
H$moUVmhr nwamdm Iam ZgVmZm ZwgVo AmH$cZ
H$aUo `mo` Zmhr. ZwgVo AmH$cZ H$aUo gmono Amho
Am{U `mMm nmR>nwamdm H$aUo gmono Amho, `m_wio
MwH$s`m H$Vr hmoVmV Am{U MwH$s`m {ZU`m`m
AmYmamda {ZH$f H$mT>Uo `mo` Zmhr.
1. Amn`m _yc^yV J{hVH$mMr AmnU
{ZpMVnUo Imr H$Z `m.
2. Oa AmnU EImXm CnmXZmMm OmV _mc
R>ody BpN>V Agmc Am{U {_mZo
gwM{d`m_mUo eoVH$`mcm {dH$m`Mm
Agoc Va S>moio ~mYyZ `m`m_mJo OmD$
ZH$m. naVw dV:cm H$mhr gmono Z {dMma
""ho eoVH$`m`m nrH$mMr JwUdmm dmT>m`cm
_XV H$aoc?'' `m CnmXZm`m dmnamMo
H$mhr Xn[aUm_ AmhoV H$m? ""eoVH$ar ho
g`m`m CnmXZm`m doir H$m dmnaV
Amho?''
3. gdm}m_ Am{U g^m` H$m` Amho ho
AmoiI`mgmR>r Amn`m {VgmXmMo
_y`_mnZ H$a.
nmR> 3 :- Amnco gemoYZ H$am
Amn`m ^mdZmda AmYm[aV Cmao {_i{dUo
ho \$V nwaogo Zmhr. Amn`mcm `mo` {ZU` `m`Mm
Agoc Va `mo` moVmnmgyZ g~{YV _m{hVr EH$
H$a`mMr Amd`H$Vm Amho.
1. {dMmamgmR>r Amnco _Z Iwco R>odm Am{U
{ejH$mMo _V {dMmam. Vw_Mm `m`mda
{ddmg Agoc `m cmoH$mZm {dMmam qH$dm
{d{e> jomVrc VkmZm {dMmam.
2. BQ>aZoQ> ho EH$ moV Amho {OWyZ AmnU
 the information found online
Tip: Subscribe to agriculture related journals.
These will provide you information about best
practices, success stories, things to avoid,
new products in the market and their review
by experts. Keep yourself updated to make
better decisions.
Lesson 4: Evaluate your options
When youre trying to solve a problem, or
make a decision, its always helpful to look at
past work that has been done in the same
area. Its important, to evaluate this
information critically, or else you can easily
reach the wrong conclusion.
1. Ask the following questions of any
evidence or information you have: How
was it gathered, by whom, and why?
2. Do not let others belief influence your
decision-making process.
3. Challenge the information you have.
Question yourself.
4. Think with a neutral mind. That is when
you tend to make better decisions.
Warning: It is easy to get carried when
suppliers promote their products to you. Do
not go by what is told. Do your research, ask
for samples to test, and only if convinced
encourage farmers to use it.
_m{hVr {_idy eH$Vm.
3. AmnU Oo nmhVm Am{U dmMVm Vo gdM H$
Z`o.
4. `m Jmo>r Vwhmcm _m` Zmhr Aem Jmo>r
Vwhr gmoSy>Z XoD$ eH$Vm. cmoH$ H$m`
hUVrc `mMm {dMma H$ Z`o qH$dm hr
_m{hVr BQ>aZoQ>da CncY Amho hUyZ Vo
`mo` hm {dMma gmoSy>Z Xm.
Q>rn : H${f g~{YV OZgMr gX`Vm `mdr ho
Amn`mcm gdm}m_ gamd, `emoJmWm, Q>mi`m`m
Jmo>r, ~mOmanoR>oVrc ZdrZ CnmXZo Am{U Vkmmao
`mMo Ho$coco nwZamdcmoH$Z `m~c _m{hVr XmZ
H$aoc. MmJco {ZU` Ko`mgmR>r dV:cm AnS>oQ>
R>odm.
nmR> 4 :- Amn`m n`m`mMo _y`_mnZ
H$am.
Oohm AmnU EImXm g_`oMo {ZamH$aU
H$a`mMm qH$dm {ZU` Ko`mMm `Z H$arV Agmc
Vohm `mcm jomV H$di nydu`m H$m_mH$S>o nmhUo
Cn`wV hmoBc. ho _hdmMo Amho {H$ m _m{hVrMo
~maH$mBZo _y`mH$Z H$a`mgmR>r qH$dm AmnU
ghOnUo MwH$s`m {ZH$fmn`V nmohmoMmc.
1. Amn`mH$S>o Agco`m H$moU`mhr nwam`mcm
qH$dm _m{hVrcm Z {dMmam Vo H$go
{_imco, H$moUmH$Sy>Z Am{U H$m?
2. Vw_`m {ZU`n{H$`oda Am{U `m {XeoZo Vwhr
Ho$coco `Z `mda BVamZm {ddmg dmQy> XoD$
ZH$m.
3. Amn`mOdi Agco`m _m{hVrcm AmhmZ
Xm. dV:cm Z {dMmam.
4. Vwhr gmYm {dMma H$am VohmM Vwhr `mo`
{ZU` KoD$ eH$mc.
MoVmdUr : Oohm nwadR>mXma Amn`m CnmXZmMm
Mma H$aVmo Vohm Ago hmoUo gmono AgVo. Oo
gm{JVco Amho VodT>oM H$ ZH$m. Amnco gemoYZ
H$am. MmMUrgmR>r Z_wZo _mJdm Am{U gh_V Pmco
VaM eoVH$`mZm `mMm dmna H$a`mg gmJmdo.
Lesson 5: Consider the implications of
your options
Once you have evaluated your options, you
need to be completely confident that the final
set of options have come up after thorough
research and thinking.
1. Consider the implication of the final
options to finalize on your decision
2. There are instances where people would
challenge your decision. When a
decision has been well thought, you
would have your facts to show the
reasoning of your thinking.
3. Do not be disappointed if your decision
may not be the right one.
4. Understand that no one thinks critically
100% of the time. What matters is that
you recognize these mistakes and try to
avoid them in the future.
nmR> 5 :- Amn`m n`m`m`m n[aUm_mMm
{dMma H$am.
EH$Xm AmnU Amn`m n`m`mMo _y`_mnZ
Ho$`mZVa Amn`mcm nyU {ddmg hm`cm hdm H$s
nyU emoY Am{U {dMma Ho$`mZVa A{V_ n`m`
g_moa Amcm Amho.
1. Amn`m {ZU`mZm A{V_ n Xo`mgmR>r
A{V_ n`m`m`m n[aUm_mMm {dMma H$am.
2. Aer H$mhr CXmhaUo AmhoV H$s `mV cmoH$
Amn`m {ZU`mcm AmhmZ XoVrc. Oohm
AmnU {ZU` MmJcm KoVmo Vohm Amn`m
{dMmamMr VH$Umcr XmI{d`mgmR>r
Amn`mH$S>o V` Agoc.
Amncm {ZU` `mo` Zg`mg {Zame hmoD$
ZH$m.
3. cjmV R>odm H$s H$moUrhr 100% J^ranUo
{dMma H$aV Zmhr. _hdmMo ho Amho {H$
Amn`m MwH$m Amn`m cjmV `oVmV Am{U
^{d`mV `m hmoD$ Z`o `mgmR>r `Z H$
eH$Vm.
 25. Keep your life organized
Script 25 Amnco OrdZ `dWm{nV H$am
# English
Introduction
Sachinsfamily have been in the dairy
business for decades. As his father was
getting old, Sachin decided to take over
the family run business. In spite of putting
in 100% of his effort Sachin used to miss
out on important things. His work was
getting piling up and he never had time to
spend with family and friends or to relax.
He kept struggling to complete his old
tasks that he lost focus on the new tasks.
Gradually he started feeling frustrated with
the never ending work.
Sachins case is nothing but the result of
leading a disorganized life. Like Sachin
most of us would find ourselves in such
situations.
We will need to accept that we need to
work towards getting our day to day life
organized. Wondering if this is going to be
a difficult task? Or you do not have enough
time as you already are occupied with too
many things? Dont worry, this is neither a
difficult task that you need to learn from
scratch or put in a lot of time. You just
need to make small changes, invest little
time, and be more disciplined so that your
life will be easier and organized.
This course on How to keep your life
organized focusses on how to make your
life more organized so that you can reduce
stress and anxiety, making you feel more
in control of your day to day activities.
Lesson 1:Know why most people are
disorganized
Even before we get to know how to lead
an organized life, it is good to understand
the reasons why people are disorganized.
You can only find a solution when you
know the problem. Here are some possible
reasons:
1. People tend to postpone their work by
thinking I will do this tomorrow or I
will do this when I have more time.
By postponing things, work begins to
Translation
g{MZ`m Hw$Qw>~mZo S>oAar `dgm`mV AZoH$
XeH$mnmgyZ H$m_ Ho$co Amho. `mMo dS>rc d Pmco
hmoV.o Aem doir g{MZZo H$wQw>~m`m `dgm`mV H$m_
H$a`mMm {ZU` KoVcm. 100% `Z H$Zhr
g{MZ`m hmVyZ _hdm`m Jmo>r {ZgQy>Z OmV hmo`m.
`mMo H$m_ dmT>co hmoVo Am{U `m_wio `mcm H$Yrhr
Hw$Qw>~, {_n[admamgmR>r qH$dm Amam_ H$a`mgmR>r doiM
{_iV ZhVm. Vmo Ow`m H$m_mda cj XoV AgVmZm
`m`m ZdrZ H$m_mH$S>o `mMo Xcj hmoV hmoVo. hiyhiy
Vmo m H$Yrhr Z gnUm`m H$m_m_wio {Zame hm`cm
cmJcm.
m g{MZ`m Jmo>rV EH$ Agm_m` OrdZ
OJ`mMm n[aUm_ {XgyZ `oVmo. g{MZ_mUo ~aoM OU
dV:cm `m`mer OmoSy>Z nmhVrc.
amoO`m Am`w`mMo Am`moOZ H$a`mH$[aVm
Amn`mcm H$m_ H$aUo JaOoMo Amho ho AmnU pdH$maco
nm{hOo. dmQ>oc H$s ho EH$ H$R>rU H$m_ Amho. qH$dm
Vw_`mH$S>o nwaogm dohM Zmhr`o H$maU Vwhr A` H$m_mV
`V AmhmV . H$miOr H$ ZH$m ho ZH$sM AdKS>
H$m_ Zmhr Oo Amn`mcm AJXr gwdmVrnmgyZ
{eH$`mMr qH$dm Iyn doi Xo`mMr Amd`H$Vm Zmhr.
AmnU \$V WmoS>o ~Xc H$aUo, WmoS>m doi XoUo Am{U
A{YH$ {eV~ AgUo Amd`H$ Amho. OoUoH$Z
Amnco OrdZ gmono Am{U nVera hmoBc.
hm H$mog ""Amnco OrdZ H$go OVZ Ho$co OmVo''
`m_`o OrdZ A{YH$ `dpWV H$go ~Zdmdo ho `mda
cj H|${V Ho$co Amho. `m_wio AmnU VmU Am{U
qMVm H$_r H$ eH$Vm. `m_wio Amn`mcm Amam_Xm`H$
dmQ>oc Am{U XZ{XZ H$m_o `dpWV H$ eH$mc.
nmR> 1 :- OmVrV OmV cmoH$ Ag~{YV Amho
ho OmUyZ `m.
gKQ>Zm_H$ OrdZ H$go OJmdo ho OmUyZ
Ko`mnydu, cmoH$ AgK{Q>V ? H$m AmhoV `mMr H$maU
g_OyZ KoUo Amd`H$ Amho. Oa Amn`mcm g_`m
_mhrV Agoc VaM AmnU `mMm Cnm` emoYy eH$Vmo.
`oWo H$mhr g^m` H$maUo AmhoV.
1. cmoH$ ""_r CXm ho H$m_ H$aoZ'' qH$dm ""OmV
 pile up leading to stress.
2. Wait for the perfect time to do work,
which is just an excuse to keep
putting things off and not feeling bad
about it.
3. Lack of planning which leads to
putting in time and energy in doing
things which are not important and
missing out on the important and
urgent tasks.
4. Making a note of things to do in a
loose paper rather than note pad.
Once the paper is lost, things get
messy.
5. Never take time to plan.
Fact: Only when you organize, prioritize,
and become task focused to get things
done you will be successful.
Lesson 2: Organizing your mind
If you find yourself getting distracted more
often, losing interest quickly, or unable to
focus, then you will have to work towards
organizing your mind. Here are some Dos
and Donts to follow: You will need to keep
reminding yourself to stay focused.
Dos:
1. Think of the reason why your mind is
disorganized. Is it because you have
too many things or you are not
interested to do a task? Once you
identify the reason you can start
working on the solution.
2. Make a note of your activities for the
day. This way you will have a plan for
the day and avoid forgetting or getting
confused.
Donts:
1. Do not postpone work. This will make
things worse. Begin by finishing
priority tasks. If the bigger tasks make
you feel tensed, simply break them
down.
2. Do not try to do too many things at
once. When you have too many things
to do, drop some things that are less
important.
doi Agoc Vohm ho H$m_ H$aoZ'' Agm {dMma
H$Z nwT>o T>H$cV OmVmV. H$m_ nwT>o T>H$c`mZo
H$m_mMm VmU dmT>m`cm gwdmV hmoV.o
2. H$m_mgmR>r `mo` doioMr {Vjm H$aUo ho \$V
Jmo>r Q>miV amhUo Amho Am{U `m_wio dmBQ>hr
dmQ>V Zmhr.
3. H$m_mMo doioda {Z`moOZ `mo` doioV H$aUo Am{U
_hdm`m ~gco`m H$m_mda COm IM H$aUo
Am{U _hdmMo Am{U A`md`H$ H$m_o {dgZ
OmUo.
4. EH$m g`m _moH$`m nonada _hdm`m Jmo>r
{chZ R>odUo EH$ ZmoQ> nS>`m EodOr Oa H$mhr
nona hadcm Va gdM H$m_ {dH$irV hmoV.
5. H$Yrhr `omOZm AmIy ZH$m.
V` : Oohm AmnU H$m_mMo Am`moOZ H$aVm,
H$m_mcm mYm` {Xco OmVo Am{U H$m` nyU H$a`mda
cj H|${V Ho$co OmVo VohmM AmnU `edr hmc.
nmR> 2 :- Amn`m _ZmMo Am`moOZ
Oa Vwhr gmaIo {dMcrV hmoV Agmc, Vw_M
H$m_mdZ cj CSy>Z OmV Agoc qH$dm cj H|${V
H$aU AdKS> OmV Agoc Va Amn`mcm Amn`m
_ZmMo Am`moOZ H$aUo Amd`H$ Amho. `oWo H$m` H$amdo
Am{U H$m` H$ Z`o Vo gm{JVco Amho. dV:cm Vwhr
Om{Ud H$Z XoV Om {H$ Vwhr H$m_mda cj H|${V
H$amc.
H$a`mgma`m Jmo>r :
1. Amn`m _ZmV EdT>m Jm|Yi H$m Amho `mMo
H$maU emoYm. H$maU Vwhr EH$mM doir Iyn
Jmo>r H$aV Agmc qH$dm Vwhmcm H$m_ H$am`cm
AmdS>V Zmhr. EH$Xm Vwhr `mMo H$maU emoco Va
`mda Cnm` H$aUo gmono hmoD$ eH$Vo.
2. {Xdg^am`m Vw_`m H$m_m`m Jmo>r cjmV
R>odm. Aem H$mao Amn`m {XdmgMr `moOZm
V`ma Agoc Va Vwhr Jmo>r {dgaUma Zmhr
qH$dm Jm|Yi hmoUma Zmhr.
Z H$a`m`m Jmo>r :
1. H$m_ nwT> T>H$cy ZH$m. `m_wio Jmo>r {~KS>Vrc.
Oo H$m_ gdmV _hdmMo Amho Vo gdmV AmYr
H$am. Oa _moR>m _moR>m H$m_mZo Vwhmcm WH$dm

Lesson 3: Organizing your professional
life
You will see that the most successful
people are highly organized. They have
clear plans for the day and stay focused.
They are very particular about this as it
increases stress and decreases
productivity.
1. Begin by keeping your surrounding
i.e. your shop neat. Physical clutter
directly causes negativity and mental
clutter.
2. After organizing your store, make sure
to maintain it in the same manner. For
example, if you have used a pen
make sure you place it back in the
pen stand.
3. Label your files and categorize
products. This will help you find things
easily and saves time.
4. Use a to-do list to list your work based
on priority. Once you have it in front of
you, getting things done will be
smoother.
Tip: You may add check signs at the end
of each task of your to-do list once
completed to track progress.
Lesson 4: Organizing your personal life
Imagine going back home after an
exhausting day at work, and finding it
messy. How would feel? Frustrated?
Annoyed? Irritated? You will feel positive
only when you have a neat and well
organized house.
1. Use a calendar to list down personal
work. Your list may include paying
bills, buying grocery, ironing clothes,
and so on.
2. Make it a habit to write every single
thing you need to do. This way you
will not forget things and your life will
`oV Agoc Va `mcm N>moQ>m ^mJmV {d^m{OV
H$am.
2. gJir H$m_ EH$X_ H$aV OmD$ ZH$m. Oohm
Vwhmcm Iyn H$m_ AgVrc Vohm H$mhr H$m_
_mJo R>oD$Z Xm Or H$_r _hdmMr AmhoV.
nmR> 3 :- Amn`m `mdgm{`H$ Am`w`mMo
Am`moOZ H$aUo.
AmnU nmh eH$Vm H$s gdmV `edr cmoH$
A`V {eV~ AgVmV. `mMo {Xdg^amMo `dpWV
Am`moOZ Ho$coco AgVo Am{U `mMo cj H|${V AgVo.
Vo `m{df`r Iyn {d{e> AgVmV ZmhrVa VmU dmT>Vmo
Am{U CnmXZ H$_r hmoV.o
1. Amn`m Amgnmg `dpWV R>odUo gw H$am.
CXmhaUmW Vw_Mo XH$mZ `dpWV Agoc
^m{VH$ Jm|Yim_wio WoQ> ZH$mam_H$Vm `oVo Am{U
_mZ{gH$ Jm|Yi hmoVmo.
2. Amnco XH$mZ ZrQ> cmd`mZVa nyU `Z H$aV
Om {H$ Vo Zoh_r AgoM amhrc. CXmhaUmW
g_Om Vwhr noZ dmnacm Va naV Vmo `m`m
OmJoda noZQ>S>_`oM R>odmdm.
3. \$mBgcm co~c cmdm Am{U CnmXZmMr
loUr~ nVrZo Zmdo {chm. Ago Ho$`mZo
Vw_Mm doi dmMoc Am{U dVy cdH$a
gmnS>Vrc.
4. mYm`mda AmYm[aV Amn`m H$m_mMr `mXr
~Zdm. Oohm m Jmo>r Vw_`m g_moa `oVrc
Vohm gmo`m nVrZo Vw_Mo H$m_ hmoBc.
Q>rn : JVrMm _mJmodm Ko`mgmR>r AmnU nwhm EH$Xm
gyMr ~Zdmdr Am{U `oH$ H$m`m`m eodQ>r MoH$ {Mho
OmoS>V Om.
nmR> 4 :- Amn`m d`pVH$ Am`w`mMo
Am`moOZ
{Xdg^am`m WH$Um`m H$m_mZVa Oohm Vwhr
Kar OmVm Am{U `mV Jm|Yi Pmcoco g_OVo Vohm H$go
dmQ>Vo? {Zame, amJ, {MS>{MS> hmoVo? Vwhmcm ZrQ>
Amdacoco Ka nmhZ, `dpWVnUm nmhZ, gJ`m
dVy OmJ`m OmJr nmhZ H$go gH$mam_H$ dmQ>Vo.
1. dV:Mr H$m_ H$a`mgmR>r EH$ `mXr ~Zdm. EH$
H$c|S>a dmnam. Amn`m `mXrV {~c ^aUo,
 be much smoother.
3. Dispose things at home that you
havent used for more than a year or
dont need them. You can sell them
through online sites or throw them if
damaged.
4. Do not buy things for the sake of
buying or just because someone has
it. Buy only those items that are
important and necessary.
Tip: If you have a smart phone, consider
downloading any of the planner tools to
use it as your to-do list.
Lesson 5: Organizing your daily life
Keeping your daily life organized will help
achieve your bigger goals. It will help you
stay focused on your tasks, lead life
positively and productively overtime.
Prioritize your important taskssuch as:
exercising, eating, sleeping, relaxing,
talking to farmers, checking on
purchases, etc.
Make a list of the days of a month one
below the other and list the tasks for
each day.
Create a goal for every task. For
example, maybe you would want to
meet farmers every day to ensure
they are ready for the upcoming
season.
As and when you finish a task each
day, tick it off. You will then have a
sense of satisfaction and feel
motivated to achieve your goal.
Warning: Do not ignore eating and
sleeping because only when you are
healthy you will be able to work well and
carry out other activities.
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