ER營(yíng)銷(xiāo)項(xiàng)目方法

ERP營(yíng)銷(xiāo)項(xiàng)目分析方法

何長(zhǎng)欽 內(nèi)容提要一、營(yíng)銷(xiāo)項(xiàng)目分析的目的二、分析客戶(hù)購(gòu)買(mǎi)行為三、營(yíng)銷(xiāo)主要環(huán)節(jié)、手段、工作內(nèi)容四、購(gòu)買(mǎi)能力分析，五、需求源動(dòng)因分析，六、應(yīng)用基礎(chǔ)分析，七、客戶(hù)自身項(xiàng)目進(jìn)展分析

明確企業(yè)ERP項(xiàng)目售前進(jìn)展的過(guò)程和階段；準(zhǔn)確對(duì)應(yīng)企業(yè)在不同階段中,其工作的側(cè)重點(diǎn)和對(duì)服務(wù)的真實(shí)需要；從而對(duì)我們采取的營(yíng)銷(xiāo)手段作出恰當(dāng)?shù)亩ㄎ?明確行動(dòng)計(jì)劃,以便于整體的協(xié)調(diào)和安排。

(綜述:真正在操作環(huán)節(jié)上貫徹以客戶(hù)為中心的營(yíng)銷(xiāo)戰(zhàn)略)一、營(yíng)銷(xiāo)項(xiàng)目分析的目的1、蒸購(gòu)夕買(mǎi)政目求的廊可綢能泄為:提祖高騰產(chǎn)數(shù)品受質(zhì)碼量浮。降粥低決成予本飲，塘盈譽(yù)利肌。改礙善扎企鴨業(yè)樣的躁形鞋象彈。提掘高穗企脖業(yè)笨信疏譽(yù)巷度背，歌滿(mǎn)享足漆發(fā)芬展湊需組要藏。盡適社露會(huì)塌與此政純治寇法軌律剃義瓦務(wù)販?；パ硐啻缗实瓯葤臁６C、鹿分鏡析解企免業(yè)艙購(gòu)遙買(mǎi)大行真為違特次點(diǎn)2、丸購(gòu)塌買(mǎi)坊者肆必室需宗考廁慮征的律因奏素野：組考織奔的嶄政蛾策闖。資旱金悅投升資夸的章力沒(méi)度存（拘價(jià)圓格結(jié)因框素棉）訂。供炕應(yīng)剖商侍的昨名辜?xì)夂荩ㄌぎa(chǎn)扯品淡的穗知天名訓(xùn)度拍，鴨企旅業(yè)披的棉知廟名付度景，麥供水應(yīng)商桐的瞇社策會(huì)發(fā)關(guān)抓系絞）乖。領(lǐng)錄導(dǎo)皇和部同箱事續(xù)的管壓蹲力饞。對(duì)稀產(chǎn)膠品消的量實(shí)暴際仿的塑要警求推。投眼資余失短敗波的評(píng)風(fēng)尖險(xiǎn)塘。購(gòu)做買(mǎi)斜產(chǎn)走品破首伙期叼投娛資阻與齒后引續(xù)舒服遷務(wù)秋及屢升廣級(jí)撐投灑資因的惕比罷例攝。二寬、衛(wèi)分秋析糖企腥業(yè)獨(dú)購(gòu)蹦買(mǎi)給行敢為宇特賄點(diǎn)3、嫌采慢購(gòu)樣要炎經(jīng)貍歷弊的昂一肢般俘過(guò)發(fā)程遙：提捆出孫購(gòu)竄買(mǎi)度申傷請(qǐng)申瞎報(bào)添購(gòu)鈴買(mǎi)汽方融案項(xiàng)降目程論場(chǎng)證正化式濾或概非諸正綁式屋招裳標(biāo)簽只訂籮購(gòu)場(chǎng)買(mǎi)剝合跌同二炮、善分風(fēng)析柿企勒業(yè)機(jī)購(gòu)鑒買(mǎi)盆行翅為音特遇點(diǎn)4、特參洲與濫購(gòu)橫買(mǎi)中決省策春的客角算色使噸用鐮者影撿響倆者采探購(gòu)至人紫員把急關(guān)侄人疏員決猛定燦者二傳、院分料析到企葡業(yè)竄購(gòu)井買(mǎi)直行揮為鐘特塑點(diǎn)5、冶決叮定份因疾素凡：在衫產(chǎn)浪品討和籌服虛務(wù)晚大控體膚相淡同介的垃情頂況畢下,購(gòu)仗買(mǎi)旗取螺決鳴于顧個(gè)梅人怪因較素培；在緩競(jìng)賄爭(zhēng)棗的餐產(chǎn)徒品茄價(jià)往格距差弓別朋很牽大烏時(shí),則軌更寄多我地假考裂慮身經(jīng)納濟(jì)真因庭素粥；在價(jià)競(jìng)俯爭(zhēng)衡的栗產(chǎn)游品燭技麻術(shù)皆差弄?jiǎng)e陵很偶大東時(shí),則臟更競(jìng)多英地翻考描慮防技縮慧術(shù)坦因越素跡。二午、扔分睜析踏企然業(yè)改購(gòu)項(xiàng)買(mǎi)言行撈為執(zhí)特禽點(diǎn)三冠、捧營(yíng)咐銷(xiāo)撕主銜要盞環(huán)褲節(jié)館、茶手燒段奪、冬工范作蒜內(nèi)累容信息粗濾階段電話(huà),資料通過(guò)大量信息的搜索和聯(lián)絡(luò),確定有購(gòu)買(mǎi)力且有意向的客戶(hù)信息細(xì)濾階段(項(xiàng)目狀態(tài)確認(rèn))初訪(fǎng)通過(guò)與客戶(hù)面對(duì)面的交流,確定信息的準(zhǔn)確,客戶(hù)的想法,企業(yè)的真實(shí)狀態(tài)以及項(xiàng)目的發(fā)展階段,建立交往的人際關(guān)系再訪(fǎng)通過(guò)活動(dòng)推進(jìn)階段通過(guò)活動(dòng)推進(jìn)階段政府推薦通過(guò)多種活動(dòng)的開(kāi)展,增強(qiáng)雙方的了解(資金、技術(shù)、產(chǎn)品、服務(wù)、企業(yè)穩(wěn)定性、文化等綜合能力),促進(jìn)彼此的信任關(guān)系,使客戶(hù)在投資風(fēng)險(xiǎn)方面的擔(dān)憂(yōu)降到最低點(diǎn),同時(shí)幫助客戶(hù)提高在ERP建設(shè)方面的認(rèn)知度,幫助客戶(hù)在購(gòu)買(mǎi)進(jìn)程中推進(jìn),甚至幫助客戶(hù)制定招標(biāo)規(guī)則行業(yè)推廣應(yīng)用演示講座管理咨詢(xún)服務(wù)調(diào)研技術(shù)方案搭建模擬用戶(hù)環(huán)境考察成功案例客戶(hù)培訓(xùn)商務(wù)談判階段商務(wù),合同這一階段實(shí)際上貫穿在雙方接觸的全過(guò)程之中影斃響撫客沖戶(hù)閃購(gòu)門(mén)買(mǎi)膠能翼力姨的拌主臉要號(hào)因扯素觀(guān)有尿：年僵產(chǎn)圣值(或合年貧銷(xiāo)遭售下額)；資溉產(chǎn)敵總草額禾；職奔工旱人爽數(shù)豎；行吹業(yè)免效籍益肺狀保況罩；其醫(yī)主準(zhǔn)要仇產(chǎn)吸品撞的遍市輪場(chǎng)射適勇應(yīng)償能請(qǐng)力群；國(guó)凈家澡投耽資狂或擱是吩企倡業(yè)違自疑我張投始資浙；上穿級(jí)接單蹲位妄和哥可任能竟的嘆項(xiàng)席目話(huà)出遣資撿方膠式風(fēng)及呼出櫻資腹量款。四繩、艘購(gòu)堅(jiān)買(mǎi)瘡能敵力益分恭析太：E疫R居P需去求昨源輸動(dòng)哥因爐：企湊業(yè)紫自自身球發(fā)峽展匆的話(huà)需貓要莫；規(guī)祥模儲(chǔ)擴(kuò)畢張,管漢理燒跟淋不究上筑；開(kāi)昆源娃節(jié)婆流,降唯低極成士本記；提省升既管絞理,適犁應(yīng)端環(huán)毒境構(gòu)；規(guī)至范滿(mǎn)操本作,彌侄補(bǔ)瞧漏齊洞悼；精辯簡(jiǎn)谷整椅編,裁緩員攜增碰效絹；上尤級(jí)噸單租位雪（四或裹行論業(yè)貫）株的勾要稅求峰；政螺府尊或采行拜業(yè)裁的繼引洲導(dǎo)倘；爭(zhēng)爽取情貸涌款蘋(píng)和賄貼暗息思；面談子其工受程,攀央比盒，任臉兆上喉貼孔金(為控求平政提績(jī))；爭(zhēng)肢取禮項(xiàng)撤目壩的欣需嶺要孫；個(gè)水人般欲汪望孔的嚴(yán)滿(mǎn)販足革。五瓣、股需郊求板源宜動(dòng)調(diào)因雹分破析應(yīng)嘗用庸基吉礎(chǔ)：企陳業(yè)搭性歡質(zhì)酷。企潤(rùn)業(yè)縮慧組豪織驚結(jié)義構(gòu)杰。專(zhuān)球業(yè)萄人攔員菠的欣配匙置派。計(jì)攏算徑機(jī)條應(yīng)森用穗情雞況(臺(tái)孩數(shù),局蜂域掏網(wǎng),網(wǎng)討點(diǎn)暑數(shù),應(yīng)服用培部終門(mén),應(yīng)住用劫軟晌件墳種與類(lèi),應(yīng)芹用增效頃果)。曾待做驢過(guò)的繞管且理治方踐面的錘培斧訓(xùn)情和際講蜘座軍。六載、新應(yīng)蜓用獻(xiàn)基徹礎(chǔ)會(huì)分榮析客襪戶(hù)演自撒身陪項(xiàng)灣目波進(jìn)原展鑰分寨為呀以鏡下武五骨個(gè)撐階城段家：客秒戶(hù)債認(rèn)鄰知明階恰段浮；概蘇述哀總愛(ài)需麗求輕階第段；項(xiàng)倆目么論能證令階掩段；尋郵找淡考家察盞供已應(yīng)啦商毛，咱征刻求叔解理決帽方紀(jì)案攜階井段；最至終迷確認(rèn)認(rèn)帽供宏應(yīng)裹商塞階剝段。12354七補(bǔ)、鄰客模戶(hù)黎自袖身貢項(xiàng)善目蜜進(jìn)苦展學(xué)階滅段固的喘分啊析客索戶(hù)期認(rèn)棉知礙階燥段●概萄述辣總篩需獄求煤階幼段項(xiàng)喪目碧論喇證回階腐段尋爭(zhēng)找糖考揮察刺提被供蒙商雅，封征奪求方解懂決期方螞案農(nóng)階沸段最沉終吐確培認(rèn)騾供掉應(yīng)身商換階覺(jué)段七拘、腹客砍戶(hù)枯自毀身東項(xiàng)懲目純進(jìn)設(shè)展沸階鵲段善的適分鞏析這莊一糊階的段深主交要扁是米介辯紹葉產(chǎn)屬品蟻，背介寫(xiě)紹曲公其司哀的宜階柜段炊。階霞段丟特務(wù)征潔：客思戶(hù)圣有緞了忠要先進(jìn)撐行悶信成息閉化堅(jiān)建酬設(shè)風(fēng)的痛想色法,但怕不壺清碧楚餅信鑄息境化李到響底聞是杰什坊么,要聰做罪什陜么,應(yīng)荒該紅怎殼么輔做久?？陀[戶(hù)憤已粥認(rèn)斷識(shí)鋸到勝信翻息燈化兄建凍設(shè)智是罰必你然翅趨溫勢(shì),但柿企鄉(xiāng)豐業(yè)邁內(nèi)限部她尚援無(wú)投專(zhuān)甜業(yè)疤的底人炮員句。七級(jí)、拔客暮戶(hù)菠自版身似項(xiàng)酸目米進(jìn)注展抵階治段捉的勝分光析客榜戶(hù)晚認(rèn)蔽知秋階嫩段客斃戶(hù)粘狀掃態(tài)握：客右戶(hù)績(jī)?cè)跇O此禾階規(guī)段招需辱要珍對(duì)憐信耕息盼化寒建抗設(shè)爸較僅為祥精貴通絹的漁相核關(guān)猴人告員掩及斗相威關(guān)構(gòu)知昨識(shí)田。客脈戶(hù)沈需胖要態(tài)對(duì)扒信雅息倦化垃建待設(shè)弊的毫基尤礎(chǔ)宴理勺論拳知厲識(shí)須進(jìn)炒行前咨最詢(xún)叫，溝并兵會(huì)使尋躬求秘培子訓(xùn)雀機(jī)盯會(huì)要?？凸S戶(hù)明需姓要滴對(duì)慣中郊層剝以筋上貧的暗干飛部瓣和泛業(yè)鹽務(wù)訂骨炭干糟進(jìn)故行秋管辭理殖素飛質(zhì)卸提背升疏的禁訓(xùn)恢練皮。七岡、深客展戶(hù)肢自竄身敬項(xiàng)慎目瞞進(jìn)光展辯階童段局的閉分敏析客紹戶(hù)籠認(rèn)雖知軋階問(wèn)段操眨作煮方鼠法皮：資璃料:根雕據(jù)桶此五階嫩段纏的青客沒(méi)戶(hù)涌的侵需施求滑，啊向束客斑戶(hù)住提令供北能街夠蕩有受利取說(shuō)先明薪企向業(yè)景進(jìn)神行忙信副息漫化吳建茂設(shè)脫的鳥(niǎo)必香要渾性粗的抹相救關(guān)情資納料怨，愉簡(jiǎn)濟(jì)要魚(yú)成狠功倉(cāng)案鬧例棍介事紹流及穩(wěn)效抵益套分泡析災(zāi)，猴以悉加蓬強(qiáng)同客購(gòu)戶(hù)樸對(duì)翅信做息低化訪(fǎng)建議設(shè)食的剪認(rèn)克識(shí)音。講睡座:上升門(mén)現(xiàn)為盈客盒戶(hù)耕進(jìn)鐘行礎(chǔ)概玻括酬性彈的鎮(zhèn)信米息豬化蜂理萄論尤講閉座姑和灶咨請(qǐng)?jiān)兊酰w目逢的卡是袖幫親助逃客私戶(hù)理提弓高侄認(rèn)筒識(shí)骨，偵理鍋清劫思緞路仇，異堅(jiān)觀(guān)定絡(luò)客黎戶(hù)席進(jìn)臺(tái)行沈信默息型化挨建霸設(shè)家的帆信根心剛。培后訓(xùn):邀汪請(qǐng)鍬客銳戶(hù)延到申公蒸司跳參辨加監(jiān)定廚期閱的怕信萬(wàn)息屈化斜基濃礎(chǔ)蒜理駛論黨培牽訓(xùn)傾。嗎（爬擬陪定稱(chēng)限尋額企，吃頒點(diǎn)發(fā)景培壓訓(xùn)諸合與格亞證殼書(shū)錢(qián)）建工議徐書(shū):呈惱送努給魚(yú)客狠戶(hù)虜決評(píng)策呆人償員丙的祝一舊份《企刑業(yè)辦信攔息堂化堪建錯(cuò)設(shè)瓦建疫議獻(xiàn)書(shū)》。建螺交:與裁客鉤戶(hù)勿的服相表關(guān)挨部梁門(mén)漠人按員,如:信痕息津主凍管蹄、愁企行業(yè)男管餓理符部夸、志辦甲公摟室派主屆任巾、療戰(zhàn)覆略青規(guī)吼劃尸部放、拾微氏機(jī)壇室平等給業(yè)關(guān)務(wù)譯部蒼門(mén)席進(jìn)裁行坊溝緊通盜，拒建壁立眼往韻來(lái)久關(guān)除系粘。七兄、法客拜戶(hù)淺自蛇身律項(xiàng)屯目慘進(jìn)弦展膀階吧段坑的坑分絨析客逢戶(hù)義認(rèn)漠知技階雷段相婦關(guān)鑄準(zhǔn)肆備佛：培休訓(xùn)槽教哥材:針?biāo)?duì)宜此愈階庸段奪的胸信旬息勤化岔基含礎(chǔ)刊理深論游培槽訓(xùn)揚(yáng)教雄材抓。演首講:咨俊詢(xún)?cè)褐v珠座P沫P稍T文幼件潮，雁附頭演慈講鴨文爆稿起?！镀筝p業(yè)箭信妙息公化棵建常設(shè)鑒建譽(yù)議瞞書(shū)》。郵損寄奪資日料:可肝說(shuō)鴉服殺企隱業(yè)侄進(jìn)屢行片企第業(yè)吹信央息昆化拆建暑設(shè)批的宅相掙關(guān)射資凳料添。培竟訓(xùn)袖綱德要:培岔訓(xùn)周前介發(fā)奸給優(yōu)客塔戶(hù)約的嚷一銳個(gè)廚說(shuō)舅明閣文呈稿,說(shuō)文明扛此墓次慰培厚訓(xùn)顏的劍側(cè)無(wú)重國(guó)內(nèi)隆容半和濱培姿訓(xùn)軍方驕向怎（歸或墊以哀邀螞請(qǐng)率函宋方靠式注）竹。七睬、移客彎戶(hù)惑自圖身掠項(xiàng)仗目辯進(jìn)竄展搏階厲段潛的偏分蛾析客恨戶(hù)菊認(rèn)踢知博階割段客碰戶(hù)紀(jì)認(rèn)鉤知督階預(yù)段√概湯述簡(jiǎn)總孤需猶求搖階掘段●項(xiàng)沖目攪論言證矩階弦段尋室找場(chǎng)考預(yù)察虎提達(dá)供旨商挽，四征親求刃解齡決撤方型案?jìng)}階飛段最押終粥確嶺認(rèn)通供煤應(yīng)本商少階奮段七即、奏客斜戶(hù)廊自巡壽身估項(xiàng)饅目隸進(jìn)階展馳階蘿段軍的脾分間析這書(shū)一蜘階鞋段貓是沾與柄客圈戶(hù)淋建貴立盲感烈情陽(yáng)的杜重鎖要材階源段莫。階撈段內(nèi)特甲征烏：客鴉戶(hù)塵已免經(jīng)桃有各專(zhuān)毛門(mén)摩的稱(chēng)部初門(mén)寒或興人鳳員,研疑究塌和柿處決理污信鎖息婚化夏建島設(shè)迅的騰問(wèn)霸題宋，毫并統(tǒng)對(duì)擾信盡息間化詢(xún)建統(tǒng)設(shè)累的菠基俯本伐概優(yōu)念捕和六理摩論洽有侍一芒定討程幣度濾的近理轉(zhuǎn)解介?；钡?qū)枞缬煤伍e著信手擇去坊做始，現(xiàn)做財(cái)?shù)椒馐怖酌传C程奏度請(qǐng)，揮尚吩不來(lái)十束分改明元確借?？完儜?hù)缸考閥慮娛的肌問(wèn)纖題慮是內(nèi)：劍企低業(yè)苦到刃底紗搞篇哪盯些騙內(nèi)趣容值，尊做燃到旨何金種晝程略度恨，午并湖形柜成《需球求軍綱培要》或《項(xiàng)教目陶建吹議汗書(shū)》，閣以隸便此提染交訂總躺經(jīng)蔬理景會(huì)貓議景討鵲論,確播定親企唱業(yè)院是圖否則要倡進(jìn)沙行束信題息蛇化且建內(nèi)設(shè)棟以綿及憂(yōu)基刺本躺框羨架喝。七僑、床客凈戶(hù)格自?xún)A身獻(xiàn)項(xiàng)佳目制進(jìn)龜展擱階巾段蹤蝶的遣分避析概農(nóng)述算總尺需片求貓階績(jī)段客辨戶(hù)賴(lài)狀糕態(tài)溝：客探戶(hù)尺已裙經(jīng)雖開(kāi)案始熔與E丘R叔P提駕供套商恥進(jìn)虜行角接省觸役。掩目橫的唐是版通繞過(guò)拔提算供臭商各提訊供蛋的材相柱關(guān)窩資接料面（容參進(jìn)考矛相壞近綿或餓相堪同蹤蝶行總業(yè)恢的凝解狡決塔案濃例剩）跌來(lái)片確迫定差完梅善崖自愚己工的插總屆需勺求強(qiáng)概等述事及生把炭握窩相斷關(guān)臣控蔽制團(tuán)點(diǎn)乓，伯了侵解勿信江息捷化裙建元設(shè)述全襯過(guò)擺程席及譯在墨重農(nóng)要史環(huán)拐節(jié)臂上寇可硬能弄出歐現(xiàn)硬的密問(wèn)惠題橡及倘規(guī)挺避訂方軌法提。其臟注級(jí)意隨力有集壩中桑在妹企請(qǐng)業(yè)舍內(nèi)屋部爭(zhēng)需刊求樹(shù)的腐挖滲掘乘和朽整門(mén)理饅上息。這賞一搬階澇段置客奔戶(hù)享關(guān)腥心除企蝦業(yè)市內(nèi)半部盤(pán)業(yè)值務(wù)詠環(huán)亮節(jié)車(chē)中救存描在匙的盞問(wèn)烈題繡，妻通辭常捷自敏己躲在急做略企幟業(yè)促內(nèi)聲部杏的怎需邀求富調(diào)耀研絮。七梅、倦客費(fèi)戶(hù)駐自蒙身范項(xiàng)杠目遞進(jìn)己展葛階嶄段忙的雅分怖析概拔述群總體需賽求梢階帝段操窮作庭方抖法賢：以趴資逃料稅、纏小標(biāo)范餐圍僻交鳴流亭、庸講恰座政、寺培釣訓(xùn)伯等僵多版種腿方餐式胳幫籃助李客薄戶(hù)箏形桌成隨一與個(gè)設(shè)信沫息沿化陣建暢設(shè)灘項(xiàng)瘋目須操學(xué)作訂全恥過(guò)滋程語(yǔ)的兵清鐮晰栽概如念滾。通峽過(guò)升與咸其悄各偷部和門(mén)墳座究談勿的前方般式,了聚解攜企躲業(yè)撒業(yè)馳務(wù)矛環(huán)導(dǎo)節(jié)抱中售存絡(luò)在崗的挺問(wèn)敗題,幫潛助蔬客依戶(hù)畜形鼠成尿針牛對(duì)盈其塊自神身敢信群息糕化鳳建志設(shè)歌的窗總盟需簽求灑。對(duì)削客曬戶(hù)南的水專(zhuān)煮業(yè)吳部遺門(mén)壇或型人脂員儀進(jìn)認(rèn)行獨(dú)調(diào)譽(yù)研迎方咽法捉的培培心訓(xùn)葛。提廊供噴給捆客篩戶(hù)榆成斯功攻案湊例領(lǐng)需令求顛分情析聽(tīng)（啊注份：照案之例祥要告有在針魔對(duì)諸性勞：高成但功臺(tái)客早戶(hù)逗信厭息程化駐前類(lèi)存斬在繭的桶問(wèn)筋題紫；薄曾繡經(jīng)泡需燦求呼狀諸況安；譯我谷們絲式的猾解熄決丹方醋法忽；偶信例息敢化丙后捕效歉果勇分惜析皺等拿）蚊。七繼、凈客丑戶(hù)矛自趣身資項(xiàng)疑目茶進(jìn)恐展怠階袋段兵的編分劉析概項(xiàng)述平總遭需酷求河階民段相瓶關(guān)怠準(zhǔn)喚備辛：資性料:準(zhǔn)堪備狠企棟業(yè)迅信腔息翅化皂項(xiàng)定目羨操情作特全伙過(guò)呼程友的帶流驗(yàn)程桂說(shuō)鵲明池資擦料繼，魯從嶺售落前厲到深實(shí)筑施融的陪過(guò)落程芳描斯述慌清挺楚秤。教店材:企塞業(yè)才需懇求露調(diào)朵研剩方壩法籃的污培語(yǔ)訓(xùn)谷教光材寬、P湯P塑T、具相查關(guān)招文緩字里說(shuō)怠明途。成辜功爸客咱戶(hù)找案毫例芬需電求圍分主析席。七易、歉客囑戶(hù)食自惕身錯(cuò)項(xiàng)棟目睛進(jìn)噸展逐階徐段偽的環(huán)分首析概腐述清總戚需秤求死階棒段客仰戶(hù)鏡認(rèn)示知參階沫段√概難述謙總著需的求宇階冊(cè)段√項(xiàng)語(yǔ)目尋論婦證獻(xiàn)階果段●尋任找佛考行察土提販供且商除，切征驗(yàn)求披解剝決歇方苗案規(guī)階民段最血終謎確獅認(rèn)籍供教應(yīng)緒商尖階悼段七辮、厚客擋戶(hù)章自竄身燙項(xiàng)背目籮進(jìn)省展敏階鉤段潔的問(wèn)分訴析這扔一績(jī)階陪段束是堅(jiān)客緣瑞戶(hù)達(dá)正優(yōu)式趙立志項(xiàng)嚇的艱開(kāi)遺始帳，章也叢是搖鞏告固么與糖客雄戶(hù)沾之果間難關(guān)戒系辜的橫重迷要艘階美段撤。七拋、捕客演戶(hù)貝自卷身途項(xiàng)玩目百進(jìn)架展籃階域段丈的賠分叮析項(xiàng)授目秤論乎證背階躺段階掉段卡特幼征緣瑞：客域戶(hù)紀(jì)從托項(xiàng)臨目幟論家證送方凱面檢考薯慮脖，添進(jìn)辯一既步世明正確標(biāo)詳傍細(xì)扛需控求擺。企別業(yè)邊高陳層殿會(huì)翼參御與正進(jìn)宜來(lái),往晨往匆會(huì)垂注搶意椒到鉤政理府揉給視予誼的題外泰圍棕支符持街條亂件,從換其石角回度宵出沿發(fā)顯，升往丑往回更陸注堪重殘管冊(cè)理判咨郵詢(xún)激及盲診暴斷括?？驼袘?hù)者可苦能凈會(huì)濕請(qǐng)盤(pán)專(zhuān)甘業(yè)銷(xiāo)管悄理臨咨埋詢(xún)悉公揭司車(chē)，E碼R敏P廠(chǎng)嘉商布，雙科洽研占機(jī)惜構(gòu)題，岔業(yè)驅(qū)內(nèi)雪專(zhuān)門(mén)家甚等鴨協(xié)殊助印做貸一絡(luò)個(gè)凈正私式頂項(xiàng)匪目場(chǎng)論曉證擇或鈴整駕體紡規(guī)猛劃薦?？拖蓱?hù)殊關(guān)霉注減自折身擱在漏更斜大作范午圍津內(nèi)爛存致在糧的織管樂(lè)理熔問(wèn)掠題興，況包律括鋸原著有池組煤織顯機(jī)止構(gòu)域是長(zhǎng)否迫適梨合辛等盞?？凸?hù)件狀渡態(tài)維：客游戶(hù)膏一停把狹手漢或椅主缺管利副渾總尋會(huì)夕參葉與幸其睛中匠。企臘業(yè)達(dá)專(zhuān)驅(qū)門(mén)慈人依員嚴(yán)仍脈起淘關(guān)筆鍵廢作揪用泛?？透睉?hù)擋會(huì)緩尋澡求余管駁理鳳咨哀詢(xún)仙、參管宇理難診沉斷棒方烏面嗎做歉整陳體顧規(guī)會(huì)劃崖的甩合候作稱(chēng)伙嫁伴客唉戶(hù)循可否能滅會(huì)研申天請(qǐng)軍政跌策厲支吧持遵?？蜏?zhǔn)戶(hù)島需北要汪有賠針淚對(duì)蹤蝶性武地夸提授升材員壘工桑在貢管你理吳方角面欄的影素盒質(zhì)躲。七象、迅客艷戶(hù)閱自食身心項(xiàng)替目陪進(jìn)汽展盛階左段選的潑分漿析項(xiàng)新目擁論獵證鉛階裕段操句作棗方巨法舅：委捆派撫管獎(jiǎng)理武咨壺詢(xún)聯(lián)人轟員秩進(jìn)徹入己企己業(yè)房誠(chéng)幫概助協(xié)客畝戶(hù)倘做堤管稀理扁診角斷免、遍項(xiàng)霞目憑論鼠證冬或端整濃體患規(guī)他劃偵。有圈針漫對(duì)孟性橋的莊培社訓(xùn)糖講逗座爆，蕩幫眼助感客雹戶(hù)蘋(píng)提京升食員覆工嘩素抬質(zhì)兵。協(xié)凍助架企剛業(yè)某爭(zhēng)阻取璃政菊策責(zé)支每持棗（曾貼品息賞貸蘿款川）兵。七招、望客乒戶(hù)聲自場(chǎng)身稅項(xiàng)拾目姐進(jìn)竿展川階潑段涉的反分荒析項(xiàng)唱目粘論頁(yè)證抗階方段相壩關(guān)駐準(zhǔn)之備：教太材:有流針冶對(duì)疾性療的優(yōu)培王訓(xùn)墓教箭材國(guó)、P往P砍T、博附緣瑞文敲稿那說(shuō)更明笨。管稱(chēng)理斑診偉斷凱、套項(xiàng)城目爽論垃證低和筒整賢體術(shù)規(guī)蔑劃香的后理著論樸體蹈系凝及抗操鴉作圣實(shí)廁施爺細(xì)窩節(jié)洲。關(guān)霞于音申引報(bào)愿貼彎息尤貸壯款叼的勿文繡檔格說(shuō)高明率。七膛、老客適戶(hù)償自窩身喊項(xiàng)傲目龜進(jìn)制展個(gè)階賽段碰的浩分送析項(xiàng)棚目陪論基證業(yè)階坐段客為戶(hù)魯認(rèn)桶知癥階蠢段√概編述足總嗓需代求晴階已段√項(xiàng)跌目謹(jǐn)論耽證夢(mèng)階攔段√尋短找嫂考肺察肅供練應(yīng)錄商耕，抹征罷求勞解抓決巷方贊案烈階搬段●最趨終坊確傅認(rèn)敗供劈燕應(yīng)鼠商殿階名段七講、翼客賴(lài)戶(hù)拔自附身首項(xiàng)番目饞進(jìn)遼展矮階蟲(chóng)段元的貞分粗析這哀一米階草段媽是負(fù)競(jìng)愛(ài)爭(zhēng)統(tǒng)對(duì)姻手蝴全渡面禽介貞入浴的期階幟段春，千也驢是滋供糞應(yīng)患商鄉(xiāng)豐展亡現(xiàn)柄產(chǎn)疫品繁及峰解蒙決禽方潛案柄能初力撤，賄并徐最柔終構(gòu)獲慣取卻客蔑戶(hù)尾信蒼任理的棗關(guān)銅鍵戒階陷段嗽。階慮段兵特道征曾：客帆戶(hù)五關(guān)詢(xún)注逮提關(guān)供月商區(qū)的遮實(shí)蹈力煙，銅會(huì)繞貨診比職三碧家以。客唯戶(hù)學(xué)關(guān)壇注黑提煤供麗商勝相惑同菊或平相問(wèn)似細(xì)成另功捧案尚例宜的療具搏體嘗運(yùn)斗行濁效祥果嘩。客架戶(hù)乞關(guān)營(yíng)心既項(xiàng)介目膏金茅額范。客虧戶(hù)友會(huì)翅允終許猶提騙供毀商賢進(jìn)尼入倘企稈業(yè)悼進(jìn)揮行范初紀(jì)步省調(diào)組研氣并負(fù)提環(huán)供都解珍決朵方殖案述。技班術(shù)攤把跑關(guān)樂(lè)人級(jí)員泡對(duì)碰提順供謝商鄙和剛解吵決滾方期案芽進(jìn)制行環(huán)初返步儀篩碑選較。有甲更室多駐的凱競(jìng)譯爭(zhēng)戴對(duì)夏手巡壽參撓與雨進(jìn)攏來(lái),競(jìng)絨爭(zhēng)遠(yuǎn)對(duì)勉手鏟處途理蒼客簽戶(hù)價(jià)關(guān)柄系覺(jué)較陡頻落繁,但找不智是紡最濫佳稅時(shí)匹機(jī),是股客折戶(hù)狀的利項(xiàng)遷目沙關(guān)唇鍵遷人挪避插嫌慶的露一仍個(gè)獸特語(yǔ)殊末階村段闖。技套術(shù)旬把耍關(guān)嗎人布員爆會(huì)券控衛(wèi)制身信溉息肝的幟外睛流慶，州拒優(yōu)絕偽銷(xiāo)瞞售動(dòng)人然員獲與交客弦戶(hù)挺決抗策宅者脾、拖使薦用持者弱進(jìn)雞行款接風(fēng)觸芬。七艙、吹客椒戶(hù)電自獄身蹄項(xiàng)本目晝進(jìn)平展憑階程段判的埋分仁析尋資找阻考漿察服提工供尺商緩，犯征性求養(yǎng)解草決畢方雹案覆階伏段客康戶(hù)蛇狀響態(tài)鏡：客鮮戶(hù)憑頻譯繁固接桑觸侵提菠供千商釀，吐邀慎請(qǐng)突提依供會(huì)商況參主與幻玉項(xiàng)刷目娛競(jìng)象爭(zhēng)筋。客信戶(hù)娘需糾要拆詳掘細(xì)集了粗解揀各蟲(chóng)提溫供乞商頸的類(lèi)產(chǎn)岡品蔬及勞方舟案祝解馳決塵能鳴力等?？土?hù)泛會(huì)非安傲排丈有粘關(guān)接的毀初牲步焰調(diào)攔研腎和蛙技嘗術(shù)銹溝農(nóng)通旋，驅(qū)并映要扒求鍵提班供餡針座對(duì)垃性罵的家解峰決奪方件案娘。企梯業(yè)制主隆管意副泛總塘?xí)卧诮凡砍７志﹫?chǎng)厭合文出敞現(xiàn)俯。駐技馳術(shù)劇把組關(guān)創(chuàng)人煮員汗是則提魄供段商檔初囑步穩(wěn)入杏圍媽的始關(guān)寒鍵挑。客振戶(hù)統(tǒng)會(huì)討向螺提親供照商幕提源出因相厲應(yīng)弊的作技木術(shù)株解抱決轉(zhuǎn)難漫點(diǎn)柄以版尋慮求借相姓關(guān)爬答我案矛。會(huì)光現(xiàn)污場(chǎng)緣瑞考睛察喝提碧供扣商賺實(shí)慕力杯及抗成罪功恥客劍戶(hù)勺。對(duì)協(xié)提共供僅商袖的腐方痰案停進(jìn)佩行鵲初負(fù)步宅篩取選窩。客蘆戶(hù)顛對(duì)栽項(xiàng)嗓目郵投繳入拆作殊出掘初吹步綿預(yù)撥算著。七明、飯客侄戶(hù)武自啊身蠟項(xiàng)輕目南進(jìn)倦展吳階陵段改的摩分逃析尋慈找權(quán)考俊察攜提色供姓商構(gòu)，礎(chǔ)征丑求對(duì)解蘿決查方溫案嗚階旬段操往作尸方勇法拋：溝跳通:確濫認(rèn)成這叮一傳階問(wèn)段敞客發(fā)戶(hù)溝的極關(guān)額鍵杜操蠶作橋人嚷員,并杰與球之崖充妙分悉溝殿通,把孤握躺其篇對(duì)霜項(xiàng)售目認(rèn)的湯要稻求聯(lián)和稠態(tài)矛度,建氏立趕良秀好深的雨人著際湯關(guān)既系強(qiáng)。調(diào)撲研:派怖遣睡得楊力棵人悲員校進(jìn)兔入歡企楊業(yè)芒參菠與臟周稻到掠細(xì)帽致辱的染調(diào)牽研宰與旦技專(zhuān)術(shù)吊溝許通繩。方巖案:向蜜客辛戶(hù)蟻提銷(xiāo)出怒全視面溉的蟲(chóng)、給有碗針?gòu)D對(duì)醉性吼的是解鍵決壓方念案用?？嫉A(chǔ)察:邀紡請(qǐng)輩客正戶(hù)牢訪(fǎng)貓問(wèn)盡公贏(yíng)司笨及過(guò)成宴功蚊用脂戶(hù),做筑好丑協(xié)弟調(diào)奇工筍作孔。資蠟料:向閥客籌戶(hù)炊提坐供列競(jìng)子爭(zhēng)歐對(duì)憤手群的企客東觀(guān)室分炒析著資葛料搬，留突頓出傲我匯們脾的驚行緣瑞業(yè)捏特鍋點(diǎn)后與接實(shí)醒施棚經(jīng)屋驗(yàn)犯。講趣方牌案:爭(zhēng)層取課進(jìn)嚇企服業(yè)危進(jìn)禾行各解妥決年方凡案虹的至面獅對(duì)此面表溝螺通夏確授認(rèn)旁，閘進(jìn)卵一鹽步捎打樂(lè)動(dòng)機(jī)技毯術(shù)象把述關(guān)爐人顏員漂。做峽出司適敵合甲此倦階椅段儲(chǔ)的踢講殊座灘。屢側(cè)藝重極解弄決疤實(shí)勵(lì)際賄問(wèn)密題煉的城能免力具和阿理鉗論藍(lán)高累度覺(jué)。價(jià)撇格:了舅解伙客濫戶(hù)稠項(xiàng)曾目飯資思金易的湖投堵入肺預(yù)爹算勺。七鄰、剖客畫(huà)戶(hù)版自搞身苦項(xiàng)烘目朋進(jìn)村展墓階臉段雨的墳分委析尋字找棵考豎察謠提謝供匠商德，溉征召求巷解養(yǎng)決顯方深案兄階中段相格關(guān)秤準(zhǔn)索備悼：調(diào)槍研:準(zhǔn)描備邀詳飄細(xì)統(tǒng)調(diào)火研革的垂相飽關(guān)睬資女料百。方妥案:重轎新震擬為定熟有拍針森對(duì)郊性律的噸解貢決慚方核案告的追版柳式腦及慘內(nèi)塔容軟編譜排桿。講撐座:講衛(wèi)座P昏P甩T文靜件音，乏附虎演飽講謠文康稿窯。資飽料:競(jìng)揪爭(zhēng)桶對(duì)找手銳的懸客兩觀(guān)雜分知析沸資絮料仍。考咽察:企蘭業(yè)睜考國(guó)察燭成客功柏客符戶(hù)董時(shí)跳，禽明勸確歉考熱察易重供點(diǎn)獲，奶揚(yáng)產(chǎn)長(zhǎng)字避籠短紹，炊把蘿控菊時(shí)寄間,突沿出薄成購(gòu)功再模軌塊餡。安事養(yǎng)先丈與滅老協(xié)客主戶(hù)紀(jì)做躬好臥溝漆通揮。確錯(cuò)定灑項(xiàng)益目逢報(bào)氏價(jià)壯的斜彈眨性蒙范典圍茄。七銳、候客哀戶(hù)如自盾身汪項(xiàng)葵目恐進(jìn)旗展戲階舉段壁的夢(mèng)分帶析尋屈找差考逢察砍提貧供詠商花，批征搜求揀解與決根方粱案拴階良段客舞戶(hù)博認(rèn)窗知釋階觸段√概襖述礎(chǔ)總漿需雨求充階別段√項(xiàng)延目搭論自證客階單段√尋夸找忽考朵察綱提寇供橫商投，秀征廳求甘解乎決申方費(fèi)案璃階筐段√最陡終鄙確黃認(rèn)酸供濁應(yīng)繳商萄階嫩段●七倆、頂客扇戶(hù)底自仇身附項(xiàng)舅目定進(jìn)沈展純階鵲段丘的哥分舞析即斬企夢(mèng)業(yè)臟對(duì)大項(xiàng)莖目陷的每最?lèi)偤笫д袕潣?biāo)侵（夸議川標(biāo)申）蹈階楊段擺。里這銳一