市场部试运行手册

新竹市场部运行工作手册(草拟稿)市场部试运行工作手册编制：市场部时间：2012年7月1日-21- 目录1.市场部工作概述-0-1.1市场部的工作目标-0-1.2市场部功能定位-0-1.3市场部的职能、权力与职责-1-1.4市场部组织架构-2-2.市场部岗位职责管理-3-2.1市场部岗位设置及职责-3-2.1.1市场部经理-3-2.1.2宣传主管-4-2.1.3计划主管-5-2.1.4合同评审员-5-2.1.5发货员-6-2.1.6文员-7-2.2市场部各岗位工作流程-7-2.2.1新产品策划推广流程-7-2.2.2市场调研流程-9-2.2.3公共关系及会务活动流程-12-2.2.4合同评审流程-14-2.2.5发货流程-15-3.工作规范-17-3.1市场调研-17-3.2市场宣传-19-3.3公共关系与会务活动-20--21- 1.市场部工作概述1.1市场部的工作目标1.1.1总体目标结合公司的战略规划和经营目标，为市场战略的实施提供有力的支持，为达成营销目标奠定基础。1.1.2目标分解Ø为营销战略及战术的制定提供支持：通过市场调研与分析，为营销战略及战术的制定提供智力支持。Ø提高品牌知名度，形成品牌美誉度，提高品牌忠诚度：通过营销策划，网络宣传推广、展会等，树立良好的企业形象，提高品牌知名度，逐步形成品牌美誉度，提升品牌忠诚度，为实现营销目标提供支持。Ø销售合同售前售中管理、监控、流程控制。1.2市场部功能定位1、连接企业与市场的纽带企业的任何发展与活动都与市场紧密相连的，都是以市场为基础的，同样，市场的任何变化和发展也有可能影响企业的经营和生存发展。如何在企业与市场之间搭建良好的反应机制，使企业能够根据市场的变化发展及时调整经营策略，让企业能够紧随市场的发展脚步，在激烈的市场竞争中立于不败之地。市场部作为企业与外部信息对接的一个重要端口，它通过对市场及行业的研究分析及时了解掌握市场的发展动态，从而实现了外部信息向企业流入，将企业与市场紧紧的连接在一起。2、通过前瞻性的预测研判，为公司的发展策略提供支持市场部通过对外部环境的研究分析，对国家政策、政府导向、经济与社会发展等方面的宏观经济研究，对行业变化、市场发展趋势的分析，及时把握行业及市场的发展方向，为公司发展策略的调整提供支持。-21- 3、为企业的营销提供指导企业的销售人员属于一线作战，要想在一线作战中取得节节胜利，那么，营销策略的正确与否则直接影响企业最终的销售业绩。产品的定价策略、促销策略、宣传方式、企业形象以及产品的市场定位都与销售成果息息相关，市场部通过合适的营销策略，为企业营销工作提供指导，为企业的不断发展添砖加瓦。4、使客户与企业之间实现友好沟通良好的客情关系、忠诚的客户资源是企业不断发展壮大的基础，没有了客户，企业的发展就会成为无源之水、无本之木。如何使企业与客户实现无障碍沟通，建立相互信赖、共同发展的双赢乃至多赢关系，是企业需要解决的一个重要命题。市场部通过合适的宣传的渠道与宣传方式，在客户中建立良好的企业形象，树立企业的品牌形象，同时，通过各种形式的社会活动，比如社会论坛、行业展会等使客户多渠道全方位的了解企业，了解品牌，了解产品，企业也通过市场部组织、参与的活动来了解客户的需求，了解客户的喜好，从而实现与客户之间良好的互动沟通。1.1市场部的职能、权力与职责1.3.1市场部的职能与权力Ø参与公司经营战略、产品战略及销售政策的论证、研讨、制定过程。Ø参与年度、季度、月度营销计划的制度制定，并提出意见和建设性建议。Ø通过行业信息搜集整理，进行有目的的市场调研与分析，为营销战略与战术的制定提供建设性意见及相关数据。Ø维护企业与品牌形象，负责市场推广活动以企业及品牌、公司形象宣传等。Ø进行销售相关的合同评审，合同档案、销售台账建立，负责合同发货等。Ø有对破坏公司市场形象的行为提请处罚的权力。Ø有考核销售人员的参与权。Ø有对内部员工违规行为进行处罚的权力。Ø开展内部工作的自主权，对内部员工考核的权力。-21- Ø对内部员工雇用、解聘的建议权。Ø要求相关部门配合相关工作的权力。Ø对影响市场部工作的其他人员提请处罚的权力。1.3.2市场部的职责Ø在营销目标的指引下，进行营销策划和品牌推广的策划，包括宣传、公关、渠道、会议等活动的策划、组织与实施。Ø通过市场调研，进行市场分析，对产品定位与定价提供建议，并对市场及消费趋势进行预测，对公司新产品开发提供市场资料。Ø制订和实施销售计划，协助制定销售政策，销售人员考核管理，销售工作的监察与评估。协助销售部门实现企业销售目标。Ø建立竞争对手信息库，对竞争对手进行分析与监控。Ø其他相关职责。1.1市场部组织架构1.4.1组织架构设计目标Ø建立合理的市场组织，为实现公司的销售提目标提供保障。1.4.2组织架构设计工作事项Ø建立市场部组织Ø建立市场部的组织管理制度1.4.3组织架构设计原则以精简和高效为原则，保证在专业化的基础上，做到工作的合理化分配。根据业务发展需要，人员向专业化、标准化以及能力多元化发展定位。-21- 1.4.4组织架构市场部经理宣传主管计划主管合同评审员发货员文员1.市场部岗位职责管理1.1市场部岗位设置及职责1.1.1市场部经理部门市场部岗位名称市场部经理直接上级营销副总直接下级宣传主管、计划主管本职工作全面负责市场部工作岗位工作内容：1．负责市场部工作任务的布置、监督、控制及部门人员考核等方面的全面管理工作；2．新产品市场推广的策划、组织与实施；3．负责市场调研工作的组织与管理；4．负责行业信息的分析以及竞争对手的研究，为企业领导的决策提供支持；5．负责营销广告、市场活动的控制与管理，负责制定广告与宣传计划；6．负责制定新闻及网站宣传的年度计划与实施；7．负责与协会、商会、咨询公司洽谈相关的合作事项；岗位工作标准与要求：1．工作计划的制定要在规定时间内完成，并保证计划的顺利实施；2．审核和报批工作要在规定时间内完成；3．市场预算方案的编制要合理；4．对下属员工的工作分配要合理，考核要公正、公平；5．上级交办的事项要在规定时间内完成。-21- 8．对本部门下属员工的工作进行分配、绩效考核和其他日常管理；9.合同评审、发货等相关销售工作的监控、审核管理；10．各相关会议的组织及主持；11．上级交办的其他事项。岗位责任；1．对部门工作的及时性准确性负责；2．对审核和报批工作完成的及时性负责；3．对下属员工工作分配的合理性负责，对考核的公平性负责；4．对上级交办事项完成的及时性负责。岗位权限：1．对本部门员工有工作分配权；2．对本部门员工工作的督导权；3．对本部门员工的考核权；4．对相关信息的知情权；5．对本岗位工作的直接执行权。1.1.1宣传主管部门市场部岗位名称宣传主管直接上级市场部经理直接下级本职工作负责企业形象、品牌建设及宣传、提升产品知名度、美誉度以及各种对外宣传活动岗位工作内容：1．负责公司形象、品牌管理宣传工作；2．负责公司网站管理、规划设计及内容更新；3．协调网站与外界合作伙伴的互动联系协调工作，组织；4．负责宣传资料的设计、制作、发放及管理工作；5．负责企业新闻及重大事项宣传发布工作；6．负责行业及社会活动的组织参与工作；7．跟踪监控宣传效果；8.上级交办的其他事项。岗位工作标准与要求：1．宣传方案设计要合理，执行要及时2．网站管理与设计要有创新有创意；3．宣传资料设计、制作要有创新有创意；4．企业新闻及重大事项要及时发布；5.上级交办的其他事项要在规定时间内完成。岗位责任；1．对宣传方案设计的合理性、执行的及时性负责；2．对发布新闻及信息的真实性准确性负责；3．对宣传计划的实施效果负责；4．对上级交办事项完成的及时性负责。岗位权限：1．有提出合理化建议权；2．对上级指令有提出改进权。-21- 1.1.1计划主管部门市场部岗位名称计划主管直接上级市场部经理直接下级本职工作负责销售任务制定、销售人员考核、销售任务的监控跟踪分析工作岗位工作内容：1．负责销售计划的制定及跟踪分析；2．负责销售合同评审阶段的直接督导、审核；3．负责销售令下发的审核、销售合同执行的督导、协调，装箱单的审核；4．负责协调解决销售合同执行过程中出现的各种问题；5．负责销售人员的考核；6．负责代理商与客户的管理工作；7．负责策划组织营销会议活动、产品推广会及邀请目标人群参加；8．负责来访客户接待工作；9.负责商务会议的组织主持；10.上级交办的其他事项。岗位工作标准与要求：1．销售计划要合理，跟踪分析要及时到位，保证计划监控的时效；2．对合同、销售令的评审、审核要认真细心，不得有违反公司规定及相关法律法规的内容；3．对销售人员考核要公平公正；4．对客户代理商的管理要全面完整准确；5.对策划组织的各类会议活动要保证顺利进行；6.上级交办的其他事项要在规定时间内完成岗位责任；1．对销售计划合理性、执行的及时性负责；2．对销售合同、销售令评审审核的准确性、手续的完备性负责；3．对销售考核的准确性、公正性负责；4．对上级交办事项完成的及时性负责。岗位权限：1．有提出合理化建议权；2．对上级指令有提出改进权；3．对下属员工的工作分配权；4．对下属员工的考核权。1.1.2合同评审员部门市场部岗位名称合同评审员直接上级计划主管直接下级本职工作负责销售合同的评审及合同管理工作岗位工作内容：1．负责销售部门合同评审及合同盖章；2．负责销售部门合同信息的完整及联系工作；3．负责合同销售令、增补令、变更令的制作及签发工作；岗位工作标准与要求：1．对销售合同管理要细心、认真，不得有违反公司规定及相关法律法规的内容；2．-21- 4．负责协调解决合同执行过程中出现的各类问题；5.核实各合同回款，通知生产充装药剂；6.负责非常规产品价格的核实；7.负责销售合同的管理工作；8．负责销售合同台账管理工作；9．负责合格证的领贴工作；10．领导交办的其他事项。对执行发货的合同的回款要认真核实，保证回款的及时到位；3．对销售合同及合同台账的管理要做到及时准确完整无误；4．领导交办的其他事项要在规定时间内完成。岗位责任；1．对销售合同的规范性完整性负责；2．对合同管理的准确性完整性负责；3．对合同台账的准确性完整性负责。岗位权限：1．有提出合理化建议权；2．对上级指令有提出改进建议权。1.1.1发货员部门市场部岗位名称发货员直接上级计划主管直接下级本职工作负责销售合同发货的审核及执行工作岗位工作内容：1．接到销售令后负责编写装箱清单；2．落实合同及评审内容，确认是否具备发货条件；3．及时与生产部门协调，做好货物准备工作；4．负责具备发货条件合同装箱单的审批；5.协调相关部门验货装箱，并做好记录；6.负责联系运输单位及运价的审批；7.负责货物装车及相关手续的办理；8．货物全程电话跟踪，及时交付用户及收获凭证的回收与交接；9．发货合同的台账管理；10．发货报表每月按时整理，报送相关领导及部门；11.负责运输单位的管理及运费支付工作；12.领导交办的其他事项。岗位工作标准与要求：1．对货物的发送管理要细心、认真，不得有遗漏、缺失；2．对发送的货物要做到完好、充足；3．对运输单位的管理要做到运费合理、运送安全及时准确；4．领导交办的其他事项要在规定时间内完成。岗位责任；1．对具备发送条件货物发送的及时性准确性负责；2．对运输单位的合格性负责；3．对发货台账的准确性完整性负责；4．对货物发送的安全性负责。岗位权限：1．有提出合理化建议权；2．对上级指令有提出改进建议权。-21- 1.1.1文员部门市场部岗位名称文员直接上级计划主管直接下级本职工作负责部门的内勤行政事务、销售部门的配合工作岗位工作内容：1．管理部门所有文件、资料，并登记备案；2．接听电话、收发传真，对公司文件、电子邮件进行处理；3．销售系统销售、回款的统计，并进行简单的数据分析；4．核算合同回款是否具备发货条件，并通知发货；5.销售货款的催要及回款的台账管理；6.管理部门办公用品；7.对销售部门相关业务费用的查询核实；8．对部门文件、资料进行简单数据分析；9．配合销售部门做好项目资料准备工作；10．协助部门经理进行日常行政事务管理；11.市场部与其它部门的日常联络；12.领导交办的其他事项。岗位工作标准与要求：1．对文件、资料等的管理要细心、认真，不得有遗漏、缺失；2．数据分析要准确；3．对办公用品的管理要做到整齐、完好、充足；4．与外部联络要及时、有效；5．领导交办的其他事项要在规定时间内完成。岗位责任；1．对部门文件资料的完整性负责；2．对部门文件资料的有序性负责；3．对办公用品的整齐、完好、充足负责；4．对与外部联络的及时性和有效性负责；5．对领导交办事项完成的及时性负责。岗位权限：1．有提出合理化建议权；2．对上级指令有提出改进建议权。1.2市场部各岗位工作流程1.2.1新产品策划推广流程1、新产品策划推广流程示意图单位名称市场部流程名称新产品策划推广流程-21- 层次概要新产品设计、推广工作程序单位总经理常务副总营销副总市场部个各相关销售部门研发部财务部节点ABCDEFG1开始组织会议召集讨论参与结束参与评估参与参与执行任务协助协助任务分解审批营销论证组织高层会议资金预算分析市场推广计划和方案审定审定审批构思编写整体方案审定审批方案意见汇总234567891011-21- 2、新产品策划推广流程说明任务名称节点任务程序及重点时限相关资料准备阶段D1、D2、D3任务：ü确定议题、会议时间、地点、参会人员；ü通知参会人员；ü组织召开会议；ü汇总整理会议意见。重点：ü会议意见汇总。半天《****产品方案讨论意见汇总》初步方案制定阶段D4任务：ü形成初步的产品推广方案。《****产品推广策划方案》可行性论证阶段D5、D6、D7任务：ü从财务、营销、技术、内外部环境、资源等方面对方案的可行性进行论证；ü根据论证分析结果调整方案；ü形成最终执行方案。重点：ü最终执行方案的确定。《****产品推广策划执行方案》方案实施、评估阶段D8、D9、D10任务：ü根据最终执行方案，分解任务并制定任务计划书；ü各相关部门依据任务计划书完成各自工作；ü跟踪方案实施过程，对出现的问题进行记录分析；ü评估方案的实施效果，形成评估报告。重点：ü任务计划书的制定；ü实施过程的跟踪分析。《****产品推广策划执行计划书》《****产品推广策划评估报告》1.1.1市场调研流程-21- 1、市场调研流程示意图单位名称市场部流程名称市场调研流程层次概要单位总经理主管副总部门经理调研主管财务部节点ABCDE1确定主题开始编写方案审核审批费用预算审核审批审定审核预算审批审核编制问卷执行调研数据处理分析结束汇报调研结果撰写调研报告23456789-21- 2、市场调研工作流程说明任务名称节点任务程序及重点时限相关资料方案准备阶段D1、D2、D3、D4任务：ü确定调研主题，制定调研方案；ü领导审批；ü调研预算费用审批；ü编写问卷。重点：ü制定调研方案；ü编写调研问卷。《***市场调研方案》《***市场调研费用预算》《***市场调研问卷》调研执行阶段D5任务：ü执行调研方案；ü收集数据及资料。研究分析阶段D6、D7、D8任务：ü整理数据；ü分析数据；ü撰写调研报告；ü汇报调研结果。重点：ü调研数据分析；ü撰写调研报告。《***市场调研报告》-21- 1.1.1公共关系及会务活动流程1、公共关系及会务活动流程示意图单位名称市场部流程名称会务及公关活动流程层次概要单位总经理主管副总部门经理宣传主管财务部节点ABCDE1确定主题及目的开始审核审批编写策划方案审批审定费用预算审核审核预算审批会前准备结束效果评估执行方案234567-21- 2、公共关系及会务活动工作流程说明任务名称节点任务程序及重点时限相关资料方案准备阶段D1、D2、D3任务：ü确定调研主题及目的，制定策划方案；ü请领导审批策划方案；ü预算费用审批。重点：ü制定策划方案。《***活动策划方案》《***活动费用预算》执行阶段D4、D5任务：ü准备活动所需的物资、资料、道具等物品；ü按策划方案执行。评估阶段D6任务：ü收集相关数据及资料；ü撰写评估报告；ü汇报评估结果。《***活动评估报告》-21- 1.1.1合同评审流程1、合同评审流程示意图单位名称市场部流程名称合同评审流程层次　概要单位总经理主管副总相关部门部门经理合同评审员节点ABCDE1开始接受销售合同审批审核审核审核核算成本底价审核审核盖章并制作销售令审批销售令归档执行合同建立合同档案结束23456782、合同评审工作流程说明-21- 任务名称节点任务程序及重点时限相关资料准备阶段E1、E2任务：ü接收合同；ü核算底价；重点：ü核算底价。审批阶段E3、E4、E5任务：ü合同审批并盖章；ü制作销售令并审批；ü销售令归档。《***销售令》执行阶段E6任务：ü执行合同。重点：ü执行过程中协调相关部门。建档阶段E7任务：ü建立合同档案。《***销售合同档案》1.1.1发货流程1、货物发送流程示意图单位名称市场部流程名称货物发送流程-21- 层次概要单位主管副总机要室货款办财务计划主管发货员节点ABCDEF1开始审核签字备案审核签字备案审核签字备案审核签字备案制作装箱单审批合同设备备货运价审批签订运输协议设备装车跟踪货物建立发货档案支付运费结束23456789102、货物发送工作流程说明-21- 任务名称节点任务程序及重点时限相关资料准备阶段F1、F2、F3、F4、F5任务：ü装箱单的制作与签批；ü确定运输车辆；ü签订运输协议。重点：ü确定运价合理的运输车辆。《货物装箱单》《货物运输协议》货物运送阶段F6、F7任务：ü设备装车；ü运输过程的跟踪。送达后阶段F8、F9任务：ü建立发货档案；ü支付运费。《发货档案》1.工作规范1.1市场调研1、市场调研是从公司实际情况出发，根据公司市场战略需要，对市场、消费者和潜在客户及竞争对手信息进行收集、研究和分析的定量调研和定性调研工作，为制订销售策略和企业经营规划提供依据。2、市场调研由市场部主管负责，组织其他各相关部门合作共同完成。3、由内部调研部门完成有难度的大型调研任务，报请报请公司领导审批后，可委托外部专门的调研机构完成。4、进行市场调研之前，要做好调研计划书，以确保整个调研工作顺利进行，确保所获得调研信息的准确性、时效性。5、为了控制成本，须对市场调研的各项开支进行预算。费用预算需报公司领导审批通过后方可实施。6、市场调研工作要根据方案做好分工，每一步工作都要有专人负责。7、市场调研信息要及时整理、归档，对整体的调研情况及信息进行分析、研究，形成调研报告上交及转交相关部门。8、参与调研的工作人员要严格按照市场调研工作准则开展各项工作，不得泄露企业机密，对徇私舞弊、玩忽职守、弄虚作假者将予以严肃处理。9、市场调研内容：ü产品调研ü消费者调研-21- ü竞争对手调研ü营销模式调研等ü渠道调研ü行业调研10、调研方式：ü公司自行组织的调研ü与市场研究公司合作ü与广告公司合作11、市场调研申请表市场调研申请表部门调研目的调研地点调研时间调研内容调研方式调研费用调研负责人调研人员需要协助的部门：调研原由：部门经理：主管副总：财务部经理：总经理：-21- 说明：1、此表在公司需要市场调研时，用以向公司领导说明及申请市场调研；2、申请表后须附调研费用明细；3、调研方式分两种：A、公司自行组织调研；B、和咨询公司合作。1.1市场宣传1、产品品牌运营的宣传工作由市场部公共关系主管负责、各销售部门协助；2、与销售部门、研发协商，制定市场宣传方案，可委托广告公司进行广告创意。3、由市场部负责与广告企业进行洽谈，联系广告制作业务,。4、由市场部负责各种宣传资料的设计、制作及发放等管理工作。4、由市场部应对宣传效果进行测定与检验，对效果好的应及时总结经验，效果差的要查找原因寻找改进办法。5、市场部可以向企业内部征集广告创意或向广告专业团队提出咨询，对各种创意进行评价和选择。6、市场部应根据营销战略及市场推广预算，制定市场宣传频率。7、为了控制成本，必须对市场宣传的各项开支进行预算，宣传预算需报公司领导审批通过后方可实施。8、应根据市场推广目标而选择合适媒体，以尽可能小的费用达到期待的效果。9、跟踪宣传效果，对宣传效果进行调查评估。市场宣传效果评估表部门宣传内容宣传地点宣传时间宣传方式宣传费用-21- 宣传效果调研：存在的问题：改进建议：1.1公共关系与会务活动1、对公共关系与会务活动实施的管理，要实行分权，保证责权到人、相互配合、共同完成。2、公共关系与会务活动策划实施应严格按照策划的要求，督促组织按要求采取必要的措施和行动之外，还应积极主动排除一些临时出现的、有碍公关策划实施的一些组织行为。3、在公共关系与会务活动策划实施过程中，要注意对各种信息制作的质量进行控制，严格把关。4、确定活动的主题和目的。活动的主题和目的决定了活动所使用的沟通方法和接待形式，活动筹备应按统一规划的原则，使各部分有机结合。5、-21- 根据活动的主题和目的，进行活动策划。活动策划案包括市场分析、活动目的、活动主题、活动实施方式、活动效果预估、活动预算等。6、活动策划案经讨论与领导审批通过后方可执行。7、在活动项目实施过程中，制定项目执行进度表，需要对项目进行总体控制，活动的进程需要阶段性通报，保证活动顺利运营。8、活动现场执行部分，需制定细则，制定活动的整个流程，活动开始前进行现场彩排、演练，确保活动的顺畅执行。9、活动开始前，需要进行现场检查、再次明确活动执行细则，各环节的执行负责人与执行总监保持沟通顺畅，对各个环节进行监督与检查，灵活应对突发事件，确保各个环节顺畅。10、根据活动类型的大小制定相应的行动传播策略。11、活动结束后，对活动效果进行评估总结。内部资料仅供参考9JWKffwvG#tYM*Jg&6a*CZ7H$dq8KqqfHVZFedswSyXTy#&QA9wkxFyeQ^!djs#XuyUP2kNXpRWXmA&UE9aQ@Gn8xp$R#͑Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5ux^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmUE9aQ@Gn8xp$R#͑Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5ux^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z8vG#tYM*Jg&6a*CZ7H$dq8KqqfHVZFedswSyXTy#&QA9wkxFyeQ^!djs#XuyUP2kNXpRWXmA&UE9aQ@Gn8xp$R#͑Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^G89AmUE9aQ@Gn8xp$R#͑Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5ux^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z8vG#tYM*Jg&6a*CZ7H$dq8KqqfHVZFedswSyXTy#&QA9wkxFyeQ^!djs#XuyUP2kNXpRWXmA&UE9aQ@Gn8xp$R#͑Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5ux^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmUE9aQ@Gn8xp$R#͑Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5ux^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNuGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5ux^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$U*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89Amv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5ux^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$U*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz84!z89Amv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5ux^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$U*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$U*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNuGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum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