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e7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579TianjinMaritimeCollegeLiuYan天津海運(yùn)職業(yè)學(xué)院

劉艷Visitingsalesskills拜訪銷售技巧e7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579e7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424772B7EF45D2BF96457F3B35A343EE4AD5A5C69DB31954CB170549E036BF2626A5F06C0210B3B9BA94CA877B2DCBC1A1A91F12B33E699AB57D通過(guò)拜訪的方式接近潛在目標(biāo)顧客Approachpotentialcustomersbyvisitingthem目錄/CONTENTSPart01拜訪準(zhǔn)備Preparatione7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579Part

02約見(jiàn)顧客MakeappointmentPart

03銷售接近BreaktheicePart

04銷售洽談NegotiationPart

05處理異議HandleobjectionsPart

06要求成交Transactione7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579e7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424772B7EF45D2BF96457F3B35A343EE4AD5A5C69DB31954CB170549E036BF2626A5F06C0210B3B9BA94CA877B2DCBC1A1A91F12B33E699AB57D

拜訪準(zhǔn)備01PARTONEPreparation做好物質(zhì)準(zhǔn)備Materialpreparation產(chǎn)品資料冊(cè)Productinformationbooklet價(jià)目表Pricelist票據(jù)Notes印章Seal合同Contract名片Businesscard做好知識(shí)準(zhǔn)備Knowledgepreparation做好心理準(zhǔn)備Mentalpreparation做好形象準(zhǔn)備Imagepreparatione7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579e7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424772B7EF45D2BF96457F3B35A343EE4AD5A5C69DB31954CB170549E036BF2626A5F06C0210B3B9BA94CA877B2DCBC1A1A91F12B33E699AB57D

約見(jiàn)顧客02PARTTWOMakeappointmente7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579e7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424772B7EF45D2BF96457F3B35A343EE4AD5A5C69DB31954CB170549E036BF2626A5F06C0210B3B9BA94CA877B2DCBC1A1A91F12B33E699AB57D約見(jiàn)方式Thetypeofappointment當(dāng)面約見(jiàn)Inperson電話約見(jiàn)Byphone委托中間人約見(jiàn)Throughanintermediarye7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579約見(jiàn)的內(nèi)容Thecontentofappointment拜訪對(duì)象Who拜訪事由Why拜訪時(shí)間When拜訪地點(diǎn)Wheree7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579拜訪對(duì)象Who購(gòu)買決策人purchasingdecision-maker對(duì)購(gòu)買決策人有重大影響的人Someonewhohasasignificantinfluenceonthepurchasingdecision-makere7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579拜訪事由Whye7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579拜訪時(shí)間Whene7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579拜訪地點(diǎn)Wheree7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579e7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424772B7EF45D2BF96457F3B35A343EE4AD5A5C69DB31954CB170549E036BF2626A5F06C0210B3B9BA94CA877B2DCBC1A1A91F12B33E699AB57D

銷售接近03PARTTHREEBreaktheicee7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579介紹接近法Introduction產(chǎn)品接近法Displayproducts利益接近法Givebenefits贊美接近法Praise饋贈(zèng)接近法Gifts銷售接近Breaktheicee7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579介紹接近法

Introductione7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579產(chǎn)品接近法

Displayproductse7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579利益接近法

Givebenefitse7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579贊美接近法

Praisee7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579饋贈(zèng)接近法

Giftse7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579介紹接近法Introduction產(chǎn)品接近法Displayproducts利益接近法Givebenefits贊美接近法Praise饋贈(zèng)接近法Gifts銷售接近Breaktheice表演接近法Performancen問(wèn)題接近法Questions求教接近法Consulte7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579e7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424772B7EF45D2BF96457F3B35A343EE4AD5A5C69DB31954CB170549E036BF2626A5F06C0210B3B9BA94CA877B2DCBC1A1A91F12B33E699AB57D

銷售洽談04PARTFOURNegotiatione7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579Negotiation銷售洽談e7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579針對(duì)性原則Pertinence誠(chéng)實(shí)性原則Honesty鼓動(dòng)性原則inspiration參與性原則Participation靈活性原則Flexibility銷售洽談的原則Theprincipleofsalesnegotiatione7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579Pertinence針對(duì)性原則e7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579Honesty誠(chéng)實(shí)性原則e7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579Inspiration鼓動(dòng)性原則e7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579Participation參與性原則e7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579Flexibility靈活性原則e7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579e7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424772B7EF45D2BF96457F3B35A343EE4AD5A5C69DB31954CB170549E036BF2626A5F06C0210B3B9BA94CA877B2DCBC1A1A91F12B33E699AB57D

處理異議05PARTFIVEHandleobjectionse7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579異議ObjectionObjectione7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579“一旦遇到異議，成功的推銷員會(huì)意識(shí)到他已經(jīng)到達(dá)了金礦。只有得不到任何不同意見(jiàn)時(shí)，才需要感到擔(dān)憂，因?yàn)闆](méi)有異議的人一般不會(huì)認(rèn)真考慮購(gòu)買。”Peoplewhohavenoobjectionsgenerallydon'tthinkseriouslyaboutbuying.e7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579處理異議的方法Methodofhandlingobjections01020304忽視法Ignore補(bǔ)償法Compensation詢問(wèn)法Ask反駁法Rebuttale7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579Ignore1忽視法e7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579Compensation2補(bǔ)償法e7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579Ask3詢問(wèn)法e7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579Rebuttal4反駁法e7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0F41C1707D94688ED66335DC6AE12288BF2055523C0C26863D2CD4AC454A29EEC183CEF0375334B579e7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424772B7EF45D2BF96457F3B35A343EE4AD5A5C69DB31954CB170549E036BF2626A5F06C0210B3B9BA94CA877B2DCBC1A1A91F12B33E699AB57D

要求成交06PARTSIXTransactione7d195523061f1c0c2b73831c94a3edc981f60e396d3e182073EE1468018468A7F192AE5E5CD515B6C3125F8AF6E4EE646174E8CF0B46FD19828DCE8CDA3B3A044A74F0E769C5FA8CB87AB6FC303C8BA3785FAC64AF5424764E128FECAE4CC72932BB65C8C121A0

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