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23

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

27 AM &% (* %.%*!(* 4 (%&%5* * +* 5%&)( ( 1 *5%' "'E'A'B 4! 5*. ( =& (; "$UN"? 4** 1 * %%! 5 (6*!5;.%&!'.7!2*4**.&(%5* *.(+.(6!5* (%(!%3%! 78!%&(&% ( H(7! %&%%! ( ( 58* *8& &+% 5% (%.%( + *5&%1% (6! %(3*%-(!&5%!.7! &.%(&%-(!. *' "'E'A'C 6(! 4! 5*. ( = &!.(%3 (; "#$U"##C?%%! 5 6(%* 7&%3 ' * *5&5 *!4!5*.(4( %3 &.!%(%*%3!%5* 4*.& *5 &!%%( * 5*&!&%-(4& ( ' "'E'A'E 4! 5* 66! =& (; "MUN"? 4 ** 1 *%%! 5 (6*!5;.%&!' *.& ( 5* 66! *. * & *!& 5U3(!.%(**3%&% *4!)*& ( *63! *5 *( **.&%!* (2*4' "'E'A'$ 6(! 4! 5* 66! ' = &!.(%3 BAAUNM?%%! 5 6(%* 7&%3 ' %3 &.!%(%*%3!5* 66! 4 *.& *5 &!%%(*5*&!&%-(4& ( '

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

33 "B 854 #&%..- K5*5* *(H5*%-(&(%%3! *.7%3 *6(&%*4(!% 5 & ( 5 6* 0&% 6!*.7%3 *'+* *1&%3!.*.%(&!%(! & (6(&%4 **%**!& (.%%!!'L =B:""U"$? K 5*5* * ( 5( + *&- 0.)(!*!+%%! * 4 %%! * * &* *32*!(%(3!%5 *5&81%& 'L="E:A? * 5 4&&%-( -%& 5 5%! * 1 *! * (%!!* 5!&% 3(! 5 (((5*%(5((*&(*!(!*& ' + 5*5* * 1&%3 * 1(&% (% *! 5* 0!.( & 5(! &.%!!** *5 (*.%%!!* (. &%-(!.7 5*5* 5!.H%*%53%(*3%*%-(%*%-(!& 5 5(6 5 (&) 6!&(* 4 ( 6(%6& 5 +%(!%+ * *5 (*.%%!!*! &!7&%3 +7*%1%&5*5* ' 5(!5%!!(5*5**1 &%-(!* ! 6(&%'5 &*!1%7*6 5 *& ( && 5(&%-(*26%&' 6(&%!.!&%!%!-(!+%+5**2(1 '5*5* * %%56%5*(!%&&%-(!*!'4 8!*5**%(( &* *%%! *45*5* *%%! 5!%%6% *&* *!%*5 (%.*& ( 1%(!&5%& (**6 5 1%7!*5 6(&%' V- W V>2W V)(! W V)( W 4 V +%2( 3 5*5**W * ( 5 &!%%(* 5*5**.7 *5 (*.%%!!! %&! *5* &4

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

39 "N & (%.4 6%% 55!*%* 5*5*% *!%1(* *5 (*.*.%2(*& 5 (%6((*. &%-(' &* 5*5*% * %(6! ( *%! 5* + * 5*(( & (%(&%-(: ()%*%* 5%&&%-( 5*( 5(&%-( *.&%%( 4 7&&%-(! * 5*5* * (*&%3 =3%* 5%&&%-(?!!&%*% (* (1 *()%*%* %(5&%-(!! *' %(&%-(!%&% (* 5&%-(& (! ** H5!%&%-( 5.&%-( &%-(! 5*5* * 5&%-(! 5*5* *5&%* *%6(&%-(! 5* ( 5 1 &%-(5.&%-(4H5!%&%-(! * 5*5* * *8& 5 & 5&%-( & (!* *!%(&%-(! 3%&% (* 4 * 7*%1%&&%-('

40 B# 85: &-%9%%6.&!-#-1F1-$!- K * 5*5* * 5!( &*%1%&*!*! 3% * 5(*! 3%*'!(! 5% %!!* + * *!2!5(!! * (&*%!!*! *% L="":"EU"$?' & (%(&%-(*(&% ((*&*%1%&&% (*)**!*(+5!8(H%*% *: 85:54!#&F#%!.!J110#? '.?!%( 5 ' &? 6 5 ' 85:57!#-1%*F!#$ %? %(&%5* *% *'.? &(!% * (8%& *' 85:58!#&*F!.F&%0%&%.. &*F#-K!#%E C9$!-L? 5&%-( & (-%& *'.? %((&% *' 85:5<!#&&2%0%&%..? %7 *!*%6(&%-('.? H%.*'

41 BA 85:5:!#&&/*%$J12F#-? )H% *:*9( 5&('.? 8(% *:&%18(%&.%' &? %H *:& (8%*)H% *48(% *' 1 $!&1 %...*.%.? (% *'.? ((%!!*' 85:5M!#&-$!# J1-#&%H? & ;.%& X.%( '.? & %3! ' K(&%!!&0*5**%%(5*5* *& (%( *=-3%* % *Q &%& *?!%( *&**%5**%(%*(! *& *5 (!%(*! & **' 1%(!&!****!*&4*66*%6%(!(+*%5*!%*5 (!(5*5*5! &**'L=B:AFU""? 5*5*&%-(%5%&(&*%!!!(553%!53%*%-(45(%1%&&%-( (*(%!!!&%!%5!(! +*0!0& ++%35 4&( &*!&&%-(& (*&(&%!:? & ( &(&*%!!!&&%-(J.? ()%*%*! *0&0 *4! *J &? 5 5*!&&% (*(%3*J!?!!&%*%-('

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

45 BE ( *!1%(%&% (*! 5*5* * 5*(!* (% ( 4 %!(%1%&&%-(! * 5%(&%5% * 4 3(7*! 5%&&%-(! * %* * & (%(&%-( * 5*( (!%6!&% (*! *5*5**%(!%3%!*'

46 B$ %6!&% (*! **5* *%(!%3%!* Presupuesto de Ventas Perspectivas de Ventas a largo Plazo Presupuesto de Producción Presupuesto de Gastos de Ventas Presupuesto de Gastos Administrativos Presupuesto de Capital Presupuesto de Materia Prima Presupuesto de Mano de Obra Directa Presupuesto de Gastos Generales de Fabricación Presupuesto de Efectivo Presupuesto Financiero (:!86 (! J!%&O.Y'J 'ANFB' (.%%!!!%(%*%3!%% 0US*(.%*0%(6 '$N")6' =5)6'E$$?

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

50 C# 5*5*!6* **!%3%!(:? *5*!6* *!3(.? *5*!6* *!%(%*%3 *4 &? *5*! *6**' 85A5: #-1F1-$!.-1&$.!-.%(! &.%(&%-(! * 5*5**! 3(* 5!&&%-( 4! 6* *' 5 &!%%(!*. &%-(**%6%(: (6* 5 3(*5*5*!* *!*3(*5*5*!* 6(.5*5*! *%(6* *! 5&%-( * *!(*5*5*! * * *!!%(%*&%-(5*5*! * *6* *! 5&%-(5*5*! * *! *! 5&%-(5*5*! * *1%((&% *5*5*! * GZ(%!!* (%* G =G? G G =G? =G? =G? G =G? % $-.*F1-$!!0#& $ KLF#-1F1-$.!- * 5 5*.(=? *5*! ((&% 52!%!!*52*! (**%( %% * ((&% 52!%!(!*&%3%!!*!%(%* %!*H!%(%* % $.&F#%!.! G =G? G =G? G G G

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

52 C" ( *%6%(&58 *& (&!1%(%&%-(!!& ( 5 %* (6!!*5* *5%(!!**5%(&%5% * *(%3*!& ( *5*! & ( 45 ;% *!1%(*3%&% (*(5*5* 4()%*%*!*%**'

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