{"id":4798,"date":"2024-12-22T13:40:52","date_gmt":"2024-12-22T10:10:52","guid":{"rendered":"http:\/\/drshafaei.ir\/weblog\/?p=4798"},"modified":"2024-12-22T13:52:04","modified_gmt":"2024-12-22T10:22:04","slug":"%d8%ae%d9%84%d8%a7%d8%b5%d9%87-%da%a9%d8%aa%d8%a7%d8%a8-%d9%85%d8%af%db%8c%d8%b1%db%8c%d8%aa-%d9%81%d8%b1%d9%88%d8%b4-sales-management","status":"publish","type":"post","link":"http:\/\/drshafaei.ir\/weblog\/%d8%ae%d9%84%d8%a7%d8%b5%d9%87-%da%a9%d8%aa%d8%a7%d8%a8-%d9%85%d8%af%db%8c%d8%b1%db%8c%d8%aa-%d9%81%d8%b1%d9%88%d8%b4-sales-management\/","title":{"rendered":"\u062e\u0644\u0627\u0635\u0647 \u06a9\u062a\u0627\u0628 \u00ab\u0645\u062f\u06cc\u0631\u06cc\u062a \u0641\u0631\u0648\u0634\u00bb (Sales Management)"},"content":{"rendered":"\t\t
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\u0645\u0639\u0631\u0641\u06cc \u06a9\u062a\u0627\u0628 \u00ab\u0645\u062f\u06cc\u0631\u06cc\u062a \u0641\u0631\u0648\u0634<\/strong><\/a>\u00bb
Sales Managment<\/strong><\/p>\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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\u0646\u0648\u06cc\u0633\u0646\u062f\u06af\u0627\u0646 :\u00a0\u00a0<\/b><\/span>Thomas N. Ingram\u00a0 \u0648\u00a0 Raymond W. LaForge<\/span><\/p>\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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\u06cc\u06a9\u06cc \u0627\u0632 \u0645\u0646\u0627\u0628\u0639 \u062c\u0627\u0645\u0639 \u062f\u0631 \u062d\u0648\u0632\u0647 \u0645\u062f\u06cc\u0631\u06cc\u062a \u0641\u0631\u0648\u0634 \u0627\u0633\u062a \u06a9\u0647 \u0628\u0647 \u062a\u062d\u0644\u06cc\u0644\u060c \u062a\u0635\u0645\u06cc\u0645\u200c\u06af\u06cc\u0631\u06cc \u0648 \u0627\u062c\u0631\u0627\u06cc \u0627\u0633\u062a\u0631\u0627\u062a\u0698\u06cc\u200c\u0647\u0627\u06cc \u0641\u0631\u0648\u0634 \u0645\u06cc\u200c\u067e\u0631\u062f\u0627\u0632\u062f. \u0627\u06cc\u0646 \u06a9\u062a\u0627\u0628 \u0628\u0647 \u0628\u0631\u0631\u0633\u06cc \u0627\u0635\u0648\u0644 \u0645\u062f\u06cc\u0631\u06cc\u062a \u0641\u0631\u0648\u0634\u060c \u0646\u0642\u0634 \u062f\u0627\u062f\u0647\u200c\u0647\u0627 \u062f\u0631 \u062a\u0635\u0645\u06cc\u0645\u200c\u06af\u06cc\u0631\u06cc \u0648 \u0627\u0633\u062a\u0631\u0627\u062a\u0698\u06cc\u200c\u0647\u0627\u06cc \u0628\u0647\u0628\u0648\u062f \u0639\u0645\u0644\u06a9\u0631\u062f \u0641\u0631\u0648\u0634 \u0645\u06cc\u200c\u067e\u0631\u062f\u0627\u0632\u062f. \u062f\u0631 \u0627\u062f\u0627\u0645\u0647 \u062e\u0644\u0627\u0635\u0647\u200c\u0627\u06cc \u0627\u0632 \u0628\u062e\u0634\u200c\u0647\u0627\u06cc \u06a9\u0644\u06cc\u062f\u06cc \u06a9\u062a\u0627\u0628 \u0627\u0631\u0627\u0626\u0647 \u0634\u062f\u0647 \u0627\u0633\u062a.<\/p>\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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\u062e\u0644\u0627\u0635\u0647 \u0627\u06cc \u0627\u0632 \u0645\u062d\u062a\u0648\u0627\u06cc \u06a9\u062a\u0627\u0628 (\u0639\u0646\u0627\u0648\u06cc\u0646 \u0648 \u0633\u0631\u0641\u0635\u0644 \u0647\u0627 ) :<\/b><\/p>\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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\u0641\u0635\u0644 1: \u0645\u0642\u062f\u0645\u0647\u200c\u0627\u06cc \u0628\u0631 \u0645\u062f\u06cc\u0631\u06cc\u062a \u0641\u0631\u0648\u0634<\/b><\/span><\/p>

– \u062a\u0639\u0631\u06cc\u0641 \u0645\u062f\u06cc\u0631\u06cc\u062a \u0641\u0631\u0648\u0634 \u0628\u0647\u200c\u0639\u0646\u0648\u0627\u0646 \u06cc\u06a9 \u0641\u0631\u0622\u06cc\u0646\u062f \u06a9\u0644\u06cc\u062f\u06cc \u062f\u0631 \u06a9\u0633\u0628\u200c\u0648\u06a9\u0627\u0631.
– \u0627\u0647\u0645\u06cc\u062a \u0647\u0645\u0627\u0647\u0646\u06af\u06cc \u0628\u06cc\u0646 \u0627\u0633\u062a\u0631\u0627\u062a\u0698\u06cc\u200c\u0647\u0627\u06cc \u0641\u0631\u0648\u0634 \u0648 \u0627\u0647\u062f\u0627\u0641 \u0633\u0627\u0632\u0645\u0627\u0646\u06cc.
– \u0646\u0642\u0634 \u0645\u062f\u06cc\u0631\u0627\u0646 \u0641\u0631\u0648\u0634 \u062f\u0631 \u0627\u06cc\u062c\u0627\u062f \u0627\u0631\u0632\u0634 \u0628\u0631\u0627\u06cc \u0645\u0634\u062a\u0631\u06cc\u0627\u0646 \u0648 \u0634\u0631\u06a9\u062a.<\/p>\n

<\/p>\n

\u0641\u0635\u0644 2: \u0637\u0631\u0627\u062d\u06cc \u0627\u0633\u062a\u0631\u0627\u062a\u0698\u06cc\u200c\u0647\u0627\u06cc \u0641\u0631\u0648\u0634 <\/b>
– \u0641\u0631\u0622\u06cc\u0646\u062f \u0637\u0631\u0627\u062d\u06cc \u0627\u0633\u062a\u0631\u0627\u062a\u0698\u06cc\u200c\u0647\u0627\u06cc \u0641\u0631\u0648\u0634 \u0628\u0631 \u0627\u0633\u0627\u0633 \u062a\u062d\u0644\u06cc\u0644 \u0628\u0627\u0632\u0627\u0631 \u0648 \u0631\u0641\u062a\u0627\u0631 \u0645\u0634\u062a\u0631\u06cc.
– \u062a\u0623\u06a9\u06cc\u062f \u0628\u0631 \u0627\u0647\u0645\u06cc\u062a \u062a\u0642\u0633\u06cc\u0645\u200c\u0628\u0646\u062f\u06cc \u0628\u0627\u0632\u0627\u0631 (Segmentation) \u0648 \u0647\u062f\u0641\u200c\u06af\u0630\u0627\u0631\u06cc.
– \u0628\u0631\u0631\u0633\u06cc \u0645\u062f\u0644\u200c\u0647\u0627\u06cc \u0645\u062e\u062a\u0644\u0641 \u0641\u0631\u0648\u0634 \u0648 \u0627\u0646\u062a\u062e\u0627\u0628 \u0628\u0647\u062a\u0631\u06cc\u0646 \u0631\u0648\u0634 \u0628\u0631\u0627\u06cc \u0633\u0627\u0632\u0645\u0627\u0646.<\/p>\n

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\u0641\u0635\u0644 3: \u062a\u062d\u0644\u06cc\u0644 \u0648 \u0628\u0631\u0646\u0627\u0645\u0647\u200c\u0631\u06cc\u0632\u06cc \u0641\u0631\u0648\u0634 <\/b>
– \u0627\u0633\u062a\u0641\u0627\u062f\u0647 \u0627\u0632 \u062a\u062d\u0644\u06cc\u0644 \u062f\u0627\u062f\u0647\u200c\u0647\u0627 \u0628\u0631\u0627\u06cc \u067e\u06cc\u0634\u200c\u0628\u06cc\u0646\u06cc \u0641\u0631\u0648\u0634 \u0648 \u062a\u0646\u0638\u06cc\u0645 \u0627\u0647\u062f\u0627\u0641.
– \u0631\u0648\u0634\u200c\u0647\u0627\u06cc \u0627\u06cc\u062c\u0627\u062f \u0628\u0648\u062f\u062c\u0647 \u0641\u0631\u0648\u0634 \u0648 \u0627\u0631\u0632\u06cc\u0627\u0628\u06cc \u0646\u062a\u0627\u06cc\u062c.
– \u0627\u0647\u0645\u06cc\u062a \u062a\u062d\u0644\u06cc\u0644 \u0631\u0642\u0628\u0627 \u0648 \u0634\u0646\u0627\u0633\u0627\u06cc\u06cc \u0641\u0631\u0635\u062a\u200c\u0647\u0627\u06cc \u0628\u0627\u0632\u0627\u0631.<\/p>\n

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\u0641\u0635\u0644 4: \u0645\u062f\u06cc\u0631\u06cc\u062a \u062a\u06cc\u0645 \u0641\u0631\u0648\u0634 <\/b>
– \u0645\u0631\u0627\u062d\u0644 \u0627\u0633\u062a\u062e\u062f\u0627\u0645\u060c \u0622\u0645\u0648\u0632\u0634 \u0648 \u062a\u0648\u0633\u0639\u0647 \u062a\u06cc\u0645\u200c\u0647\u0627\u06cc \u0641\u0631\u0648\u0634.
– \u0634\u0646\u0627\u0633\u0627\u06cc\u06cc \u0645\u0647\u0627\u0631\u062a\u200c\u0647\u0627 \u0648 \u0648\u06cc\u0698\u06af\u06cc\u200c\u0647\u0627\u06cc \u06a9\u0644\u06cc\u062f\u06cc \u06cc\u06a9 \u0646\u06cc\u0631\u0648\u06cc \u0641\u0631\u0648\u0634 \u0645\u0648\u0641\u0642.
– \u0627\u0647\u0645\u06cc\u062a \u0627\u0646\u06af\u06cc\u0632\u0634 \u0648 \u0627\u06cc\u062c\u0627\u062f \u0641\u0631\u0647\u0646\u06af \u0645\u062b\u0628\u062a \u062f\u0631 \u062a\u06cc\u0645\u200c\u0647\u0627\u06cc \u0641\u0631\u0648\u0634.<\/p>\n

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\u0641\u0635\u0644 5: \u0645\u062f\u06cc\u0631\u06cc\u062a \u0639\u0645\u0644\u06a9\u0631\u062f \u0641\u0631\u0648\u0634 <\/b>
– \u062a\u0639\u0631\u06cc\u0641 \u0645\u0639\u06cc\u0627\u0631\u0647\u0627\u06cc \u06a9\u0644\u06cc\u062f\u06cc \u0639\u0645\u0644\u06a9\u0631\u062f (KPIs) \u0648 \u0646\u0638\u0627\u0631\u062a \u0628\u0631 \u0646\u062a\u0627\u06cc\u062c.
– \u0627\u0628\u0632\u0627\u0631\u0647\u0627 \u0648 \u062a\u06a9\u0646\u06cc\u06a9\u200c\u0647\u0627\u06cc \u0627\u0631\u0632\u06cc\u0627\u0628\u06cc \u0639\u0645\u0644\u06a9\u0631\u062f \u06a9\u0627\u0631\u06a9\u0646\u0627\u0646 \u0641\u0631\u0648\u0634.
– \u0646\u0642\u0634 \u0628\u0627\u0632\u062e\u0648\u0631\u062f \u0648 \u0645\u0631\u0628\u06cc\u06af\u0631\u06cc \u062f\u0631 \u0628\u0647\u0628\u0648\u062f \u0639\u0645\u0644\u06a9\u0631\u062f.<\/p>\n

<\/p>\n

\u0641\u0635\u0644 6: \u0641\u0646\u0627\u0648\u0631\u06cc \u062f\u0631 \u0645\u062f\u06cc\u0631\u06cc\u062a \u0641\u0631\u0648\u0634 <\/b>
– \u062a\u0623\u062b\u06cc\u0631 \u0641\u0646\u0627\u0648\u0631\u06cc \u0648 \u0627\u0628\u0632\u0627\u0631\u0647\u0627\u06cc \u062f\u06cc\u062c\u06cc\u062a\u0627\u0644 \u0628\u0631 \u0641\u0631\u0622\u06cc\u0646\u062f\u0647\u0627\u06cc \u0641\u0631\u0648\u0634.
– \u0645\u0639\u0631\u0641\u06cc \u0646\u0631\u0645\u200c\u0627\u0641\u0632\u0627\u0631\u0647\u0627\u06cc \u0645\u062f\u06cc\u0631\u06cc\u062a \u0627\u0631\u062a\u0628\u0627\u0637 \u0628\u0627 \u0645\u0634\u062a\u0631\u06cc (CRM) \u0648 \u0627\u0628\u0632\u0627\u0631\u0647\u0627\u06cc \u062a\u062d\u0644\u06cc\u0644\u06cc.
– \u0646\u0642\u0634 \u0647\u0648\u0634 \u0645\u0635\u0646\u0648\u0639\u06cc \u0648 \u0627\u062a\u0648\u0645\u0627\u0633\u06cc\u0648\u0646 \u062f\u0631 \u0628\u0647\u0628\u0648\u062f \u06a9\u0627\u0631\u0627\u06cc\u06cc \u0648 \u0633\u0631\u0639\u062a \u0641\u0631\u0648\u0634.<\/p>\n

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\u0641\u0635\u0644 7: \u0645\u062f\u06cc\u0631\u06cc\u062a \u0631\u0648\u0627\u0628\u0637 \u0645\u0634\u062a\u0631\u06cc <\/b>
– \u0627\u0647\u0645\u06cc\u062a \u0627\u06cc\u062c\u0627\u062f \u0648 \u062d\u0641\u0638 \u0631\u0648\u0627\u0628\u0637 \u0628\u0644\u0646\u062f\u0645\u062f\u062a \u0628\u0627 \u0645\u0634\u062a\u0631\u06cc\u0627\u0646.
– \u062a\u06a9\u0646\u06cc\u06a9\u200c\u0647\u0627\u06cc \u0628\u0647\u0628\u0648\u062f \u062a\u062c\u0631\u0628\u0647 \u0645\u0634\u062a\u0631\u06cc \u0648 \u0627\u0641\u0632\u0627\u06cc\u0634 \u0648\u0641\u0627\u062f\u0627\u0631\u06cc.
– \u062a\u062d\u0644\u06cc\u0644 \u0686\u0631\u062e\u0647 \u0639\u0645\u0631 \u0645\u0634\u062a\u0631\u06cc \u0648 \u0634\u0646\u0627\u0633\u0627\u06cc\u06cc \u0641\u0631\u0635\u062a\u200c\u0647\u0627\u06cc \u0641\u0631\u0648\u0634 \u0628\u06cc\u0634\u062a\u0631.<\/p>\n

<\/p>\n

\u0641\u0635\u0644 8: \u0627\u062e\u0644\u0627\u0642 \u0648 \u0645\u0633\u0626\u0648\u0644\u06cc\u062a\u200c\u067e\u0630\u06cc\u0631\u06cc \u062f\u0631 \u0641\u0631\u0648\u0634 <\/b>
– \u0628\u0631\u0631\u0633\u06cc \u0686\u0627\u0644\u0634\u200c\u0647\u0627\u06cc \u0627\u062e\u0644\u0627\u0642\u06cc \u062f\u0631 \u0641\u0631\u0648\u0634 \u0648 \u0627\u0647\u0645\u06cc\u062a \u062a\u0635\u0645\u06cc\u0645\u200c\u06af\u06cc\u0631\u06cc \u0645\u0633\u0626\u0648\u0644\u0627\u0646\u0647.
– \u0627\u0631\u0627\u0626\u0647 \u0631\u0627\u0647\u06a9\u0627\u0631\u0647\u0627\u06cc\u06cc \u0628\u0631\u0627\u06cc \u0627\u06cc\u062c\u0627\u062f \u0627\u0639\u062a\u0645\u0627\u062f \u0628\u06cc\u0646 \u0645\u0634\u062a\u0631\u06cc\u0627\u0646 \u0648 \u0641\u0631\u0648\u0634\u0646\u062f\u06af\u0627\u0646.
– \u0646\u0642\u0634 \u0645\u062f\u06cc\u0631\u0627\u0646 \u062f\u0631 \u0627\u06cc\u062c\u0627\u062f \u0627\u0633\u062a\u0627\u0646\u062f\u0627\u0631\u062f\u0647\u0627\u06cc \u0627\u062e\u0644\u0627\u0642\u06cc \u062f\u0631 \u0633\u0627\u0632\u0645\u0627\u0646.<\/p>\n

<\/p>\n

\u0641\u0635\u0644 9: \u0645\u062f\u06cc\u0631\u06cc\u062a \u0628\u062d\u0631\u0627\u0646 \u0648 \u062a\u063a\u06cc\u06cc\u0631 \u062f\u0631 \u0641\u0631\u0648\u0634 <\/b>
– \u0634\u0646\u0627\u0633\u0627\u06cc\u06cc \u0686\u0627\u0644\u0634\u200c\u0647\u0627 \u0648 \u0628\u062d\u0631\u0627\u0646\u200c\u0647\u0627\u06cc \u0627\u062d\u062a\u0645\u0627\u0644\u06cc \u062f\u0631 \u0645\u062f\u06cc\u0631\u06cc\u062a \u0641\u0631\u0648\u0634.
– \u0627\u0633\u062a\u0631\u0627\u062a\u0698\u06cc\u200c\u0647\u0627\u06cc \u062a\u0637\u0628\u06cc\u0642 \u0628\u0627 \u062a\u063a\u06cc\u06cc\u0631\u0627\u062a \u0628\u0627\u0632\u0627\u0631 \u0648 \u0646\u0648\u0622\u0648\u0631\u06cc.
– \u0627\u0647\u0645\u06cc\u062a \u062a\u062d\u0644\u06cc\u0644 \u062f\u0627\u062f\u0647\u200c\u0647\u0627 \u0648 \u0628\u0627\u0632\u062e\u0648\u0631\u062f\u0647\u0627 \u062f\u0631 \u0645\u0648\u0627\u062c\u0647\u0647 \u0628\u0627 \u0628\u062d\u0631\u0627\u0646\u200c\u0647\u0627.<\/p>\n

<\/p>\n

\u0641\u0635\u0644 10: \u0622\u06cc\u0646\u062f\u0647 \u0645\u062f\u06cc\u0631\u06cc\u062a \u0641\u0631\u0648\u0634 <\/b>
– \u0628\u0631\u0631\u0633\u06cc \u0631\u0648\u0646\u062f\u0647\u0627\u06cc \u0646\u0648\u0638\u0647\u0648\u0631 \u062f\u0631 \u062d\u0648\u0632\u0647 \u0641\u0631\u0648\u0634\u060c \u0627\u0632 \u062c\u0645\u0644\u0647 \u0641\u0631\u0648\u0634 \u062f\u06cc\u062c\u06cc\u062a\u0627\u0644 \u0648 \u0628\u0627\u0632\u0627\u0631\u06cc\u0627\u0628\u06cc \u0645\u062d\u062a\u0648\u0627\u06cc\u06cc.
– \u062a\u0623\u062b\u06cc\u0631 \u0641\u0646\u0627\u0648\u0631\u06cc\u200c\u0647\u0627\u06cc \u067e\u06cc\u0634\u0631\u0641\u062a\u0647 \u0645\u0627\u0646\u0646\u062f \u06cc\u0627\u062f\u06af\u06cc\u0631\u06cc \u0645\u0627\u0634\u06cc\u0646 \u0648 \u062a\u062d\u0644\u06cc\u0644 \u067e\u06cc\u0634\u200c\u0628\u06cc\u0646\u06cc \u0628\u0631 \u0641\u0631\u0648\u0634.
– \u0627\u0647\u0645\u06cc\u062a \u06cc\u0627\u062f\u06af\u06cc\u0631\u06cc \u0645\u062f\u0627\u0648\u0645 \u0648 \u0627\u0646\u0637\u0628\u0627\u0642 \u0628\u0627 \u062a\u063a\u06cc\u06cc\u0631\u0627\u062a \u0633\u0631\u06cc\u0639 \u062f\u0631 \u0645\u062d\u06cc\u0637 \u06a9\u0633\u0628\u200c\u0648\u06a9\u0627\u0631.<\/p>\n

<\/p>\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"

\u062e\u0644\u0627\u0635\u0647 \u06a9\u062a\u0627\u0628 \u00ab\u0633\u06cc\u0633\u062a\u0645 \u0633\u0627\u0632\u06cc \u06a9\u0633\u0628 \u0648 \u06a9\u0627\u0631 \u00bb \u0627\u06af\u0631 \u06a9\u0633\u0628 \u0648 \u06a9\u0627\u0631 \u0634\u062e\u0635\u06cc (\u06cc\u06a9\u0646\u0641\u0631\u0647) \u062f\u0627\u0631\u06cc\u062f…<\/p>\n","protected":false},"author":2,"featured_media":4799,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[90],"tags":[68,92],"_links":{"self":[{"href":"http:\/\/drshafaei.ir\/weblog\/wp-json\/wp\/v2\/posts\/4798"}],"collection":[{"href":"http:\/\/drshafaei.ir\/weblog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/drshafaei.ir\/weblog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/drshafaei.ir\/weblog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/drshafaei.ir\/weblog\/wp-json\/wp\/v2\/comments?post=4798"}],"version-history":[{"count":5,"href":"http:\/\/drshafaei.ir\/weblog\/wp-json\/wp\/v2\/posts\/4798\/revisions"}],"predecessor-version":[{"id":4805,"href":"http:\/\/drshafaei.ir\/weblog\/wp-json\/wp\/v2\/posts\/4798\/revisions\/4805"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/drshafaei.ir\/weblog\/wp-json\/wp\/v2\/media\/4799"}],"wp:attachment":[{"href":"http:\/\/drshafaei.ir\/weblog\/wp-json\/wp\/v2\/media?parent=4798"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/drshafaei.ir\/weblog\/wp-json\/wp\/v2\/categories?post=4798"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/drshafaei.ir\/weblog\/wp-json\/wp\/v2\/tags?post=4798"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}