北辰地產(chǎn)柘城項(xiàng)目月份客戶(hù)來(lái)電來(lái)訪總結(jié)與分析

1、北辰地產(chǎn)柘城項(xiàng)目月份客戶(hù)來(lái)電來(lái)訪總結(jié)與分析序言自我司5月25日入駐西大街項(xiàng)目，接受項(xiàng)目全程運(yùn)營(yíng)之后，先后對(duì)本地市場(chǎng)行情進(jìn)行調(diào)研，并以此為依據(jù)對(duì)售樓部?jī)?nèi)外簡(jiǎn)包裝，制作墻體形象標(biāo)牌，梳理項(xiàng)目核心賣(mài)點(diǎn)，對(duì)項(xiàng)目形象進(jìn)行重新樹(shù)立，并制作相關(guān)單頁(yè)，同時(shí)對(duì)案場(chǎng)銷(xiāo)售人員進(jìn)行技巧和策略的培訓(xùn)，以增強(qiáng)銷(xiāo)售人員接待客戶(hù)的成功率。在上述問(wèn)題得到處理后，我司又根據(jù)市場(chǎng)行情，重新制定本項(xiàng)目銷(xiāo)售策略，推出新的活動(dòng)方案，使客戶(hù)來(lái)電、來(lái)訪量得到很大提升，且成交量也達(dá)到預(yù)期目標(biāo)。當(dāng)然，在取得上述成績(jī)的同時(shí)，本項(xiàng)目依然面臨很多問(wèn)題，需要我們雙方共同努力面對(duì)，以使項(xiàng)目取得更大的銷(xiāo)售成功?，F(xiàn)將6月份項(xiàng)目銷(xiāo)售總結(jié)及分析呈報(bào)貴公司。一、客

2、戶(hù)來(lái)電分析1、來(lái)電客戶(hù)生活區(qū)域2、來(lái)電客戶(hù)認(rèn)知渠道3、客戶(hù)來(lái)電咨詢(xún)重點(diǎn)4、客戶(hù)投資需求客戶(hù)來(lái)電情況分析6月份來(lái)電計(jì)19通，客戶(hù)來(lái)訪區(qū)域以邵園鄉(xiāng)和慈圣鎮(zhèn)為主。柘城城區(qū)與李原鄉(xiāng)也占有一定比例，信息來(lái)源朋友介紹占有68%比例，路過(guò)與戶(hù)外各16%，詢(xún)問(wèn)內(nèi)容大多是價(jià)格，樓層，面積，付款方式詢(xún)問(wèn)頻率較高，來(lái)電咨詢(xún)二房的比例最大為47%，門(mén)面與三房各占37%與16%的比例。因之前項(xiàng)目一直處于滯銷(xiāo)狀態(tài)，客戶(hù)對(duì)項(xiàng)目信心度降低，口碑相傳較弱，造成來(lái)電量相對(duì)較低，目前自我司進(jìn)駐之后通過(guò)售樓部外包裝、門(mén)前部分道旗的宣傳及客戶(hù)追蹤，來(lái)電量有所回升。建議在目前銷(xiāo)售態(tài)勢(shì)穩(wěn)定的情況下，加大推廣力度，重新建立新老客戶(hù)對(duì)本項(xiàng)目的

3、信心度，增加客戶(hù)對(duì)項(xiàng)目的忠誠(chéng)度，提高在客戶(hù)心目中的口碑，以此在最大程度上增加來(lái)電量。二、客戶(hù)來(lái)訪分析1、來(lái)訪客戶(hù)歸屬地本周期（月）來(lái)訪客戶(hù)76組，以上統(tǒng)計(jì)可以看出，來(lái)訪客戶(hù)大部分集中在邵園鄉(xiāng)附近，柘城城區(qū)與慈圣鎮(zhèn)也占有較大比例。具體情況如下分析：在項(xiàng)目沒(méi)有全面推廣前，邵園鄉(xiāng)客戶(hù)來(lái)訪占有將盡30%比例，說(shuō)明在項(xiàng)目附近還是有很大一部分潛在客戶(hù)。從側(cè)面也說(shuō)明，在項(xiàng)目附近的客戶(hù)對(duì)項(xiàng)目有很高的認(rèn)同率，如果宣傳力度加大，投入足夠，也同樣能夠吸引同縣城其他客戶(hù)，因?yàn)楸究h城的客戶(hù)認(rèn)同感不會(huì)有太大誤差。通過(guò)上月的銷(xiāo)售，及老客戶(hù)的口碑相傳，慈圣鎮(zhèn)、李原鄉(xiāng)、柘城城區(qū)各占有近20%比例，在整個(gè)柘城縣，要想贏得市場(chǎng)，就

4、得先贏得客戶(hù)的口碑。2、客戶(hù)關(guān)注重點(diǎn)從以上客戶(hù)關(guān)注程度上來(lái)看，價(jià)格還是客戶(hù)最關(guān)注的購(gòu)房要點(diǎn)，因本項(xiàng)目面對(duì)的大多是初次購(gòu)房者，所以面積，樓層，工程進(jìn)度也是客戶(hù)關(guān)注的重要因素，在以后的銷(xiāo)售過(guò)程中對(duì)客戶(hù)加以引導(dǎo)，同時(shí)多談項(xiàng)目自身價(jià)值及周邊配套等附加價(jià)值，以此即保證所剩房源合理化銷(xiāo)售又盡可能提高客戶(hù)心理價(jià)位，促進(jìn)成交，加快工程進(jìn)度也能增加客戶(hù)對(duì)本項(xiàng)目的信心。3、客戶(hù)來(lái)訪認(rèn)知渠道客戶(hù)的獲知渠道以上可以看出，有32%的來(lái)訪都是通過(guò)朋友介紹，有37%的客戶(hù)是路過(guò)來(lái)訪，戶(hù)外占有率為22%，來(lái)訪渠道以此三種為主。朋友介紹及成交客戶(hù)應(yīng)對(duì)其獎(jiǎng)勵(lì)，使其持續(xù)為本項(xiàng)目進(jìn)行口碑宣傳，另外一期都已是準(zhǔn)現(xiàn)房，可對(duì)施工現(xiàn)場(chǎng)，外圍

5、墻進(jìn)行包裝，增加戶(hù)外道旗及廣告牌，同時(shí)在電視媒體，短信群發(fā)，一對(duì)一派單的有效結(jié)合下，在本地市場(chǎng)引起轟動(dòng)效應(yīng)，增加客戶(hù)來(lái)訪量。4、客戶(hù)職業(yè)特征從職業(yè)數(shù)據(jù)分布上來(lái)看，來(lái)訪主要群體以個(gè)體老板，教師，外出務(wù)工人員為主，公務(wù)員、私營(yíng)職員，醫(yī)生等職業(yè)也占有一定比例，在對(duì)本項(xiàng)目的關(guān)注程度上、個(gè)體老板、教師、外出務(wù)工人員的購(gòu)房需求與本項(xiàng)目較吻合，通過(guò)推廣，工程進(jìn)度，景觀，信譽(yù)度等幾方面提高項(xiàng)目自身品質(zhì)，以此來(lái)增加公務(wù)員，律師等社會(huì)中層收入客群對(duì)本項(xiàng)目的關(guān)注。5、需求物業(yè)形態(tài)客戶(hù)選購(gòu)本項(xiàng)目以?xún)煞?，三房為主，?duì)二期商業(yè)也有很大程度上的關(guān)注，兩房三房跟目前的市場(chǎng)需求吻合，二期商業(yè)在前期工作準(zhǔn)備充分情況下，投放市場(chǎng)，

6、讓二期商業(yè)得到集中釋放。6、客戶(hù)關(guān)心付款方式數(shù)據(jù)顯示來(lái)訪及成交客戶(hù)大部分選擇銀行按揭，一種為中低收入者初次購(gòu)房，現(xiàn)有資金量有限；另一種經(jīng)商類(lèi)客戶(hù)不愿意在買(mǎi)房上占有太多資金，一次性付款客戶(hù)也占有一定比例。7、客戶(hù)抗性及未成交原因由于本項(xiàng)目地處柘城縣中低收入?yún)^(qū)域，價(jià)格始終是影響成交的關(guān)鍵因素，由于該區(qū)域尚未發(fā)展成熟，周邊配套有待完善，也是客戶(hù)其中的抗性因素，商住樓樓間距過(guò)于小，另外產(chǎn)權(quán)50年受限，造成客戶(hù)異議較多，有相當(dāng)一部分客戶(hù)認(rèn)為目前優(yōu)惠幅度較小?？蛻?hù)來(lái)訪情況分析1、業(yè)績(jī)自5月25日7月4日共計(jì)簽約31套，其中按揭19套，一次性8套，分期4套。合同總金額3642787元，簽約面積2925.08

7、平方米。（其中換合同14戶(hù)，合同金額1717185，簽約面積1274.5平方米）總回款金額1539233元，其中233000元催款未簽約。2、威脅競(jìng)爭(zhēng)方面：馨苑花園經(jīng)濟(jì)適用房距本項(xiàng)目較近，價(jià)位偏低對(duì)本項(xiàng)目造成較大沖擊，金沙花園8層電梯花園洋房產(chǎn)品豐富，環(huán)境好，臨北湖，地處行政區(qū)域，臨近北關(guān)醫(yī)院辣椒市場(chǎng)，與本項(xiàng)目?jī)r(jià)位接近，另外其推廣力度較大。項(xiàng)目自身方面： a、由于項(xiàng)目之前簽署的訂購(gòu)合同商住樓及一層門(mén)面簽署的交房時(shí)間為6月30日，現(xiàn)在已經(jīng)逾期交房，并產(chǎn)生違約責(zé)任，客戶(hù)的安撫及解釋工作擺在眼前，同時(shí)定購(gòu)合同換正式買(mǎi)賣(mài)合同，工作量相當(dāng)大，無(wú)疑增加銷(xiāo)售部工作強(qiáng)度及難度。b、之前已簽約客戶(hù)及現(xiàn)成交客戶(hù)大

8、多數(shù)為銀行按揭，目前銀行按揭政策過(guò)于嚴(yán)謹(jǐn)，直接影響到項(xiàng)目回款。c、目前的工程進(jìn)度緩慢，一部分客戶(hù)對(duì)本項(xiàng)目信心有所降低。3、機(jī)會(huì)目前銷(xiāo)售態(tài)勢(shì)良好，加大推廣力度，加快工程進(jìn)度，提高上訪量，二期盡快進(jìn)入市場(chǎng)，一期住宅樓可作適當(dāng)景觀，以此搶占市場(chǎng)占有率，促進(jìn)成交。三、本月較滯后工作1、新聞報(bào)道及影視廣告沒(méi)有在規(guī)定時(shí)間完成2、售樓部外包裝雖經(jīng)多次修復(fù)，但還差強(qiáng)人意。3、按揭客戶(hù)按揭不順暢。四、七月份工作建議1、全面啟動(dòng)項(xiàng)目推廣工作，以增加客戶(hù)來(lái)訪量；2、疏通銀行按揭渠道，以加快回款速度；3、工程進(jìn)度按規(guī)定時(shí)間完成建設(shè)任務(wù)，否則引發(fā)客戶(hù)疑慮；4、項(xiàng)目景觀綠化盡快實(shí)施，給第二階段房屋高價(jià)銷(xiāo)售一個(gè)支撐點(diǎn)； 北

9、辰地產(chǎn)機(jī)構(gòu)柘城項(xiàng)目組 2009年7月10日內(nèi)部資料，請(qǐng)勿外傳！*cz7h$dq8kqqfhvzfedswsyxty#&qa9wkxfyeq!djs#xuyup2knxprwxma&ue9aqgn8xp$r#͑gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89

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19、z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$u*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxgjqv$ue9wewz#q

20、cue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$u*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcv

21、r9cpbk!zn%mz84!z89amv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89am

22、ywv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$u*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywv*3tngk8!z89amyw

23、pazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$u*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnugk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xr

24、m6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpb

25、k!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqvadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh

26、5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jn

27、d6ywrrwwcvr9cpbk!zn%mz849gxgjqv$u*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4n

28、gpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$u*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz84!z89amv$ue9wewz#

29、qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywv*3tngk8!z89amywpazadnu#kn&m

30、uwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$u*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrw

31、wcvr9cpbk!zn%madnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*adnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4

32、ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn

33、%mz849gxgjqv$u*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk

34、8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$u*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz84!z89amv$ue9wewz#qcue%&qypeh5pdx2zvk

35、um>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrww

36、cvr9cpbk!zn%mz849gxgjqv$u*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849g

37、xgjqv$u*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnugk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa

38、5uxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>

39、xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ks

40、v*3tngk8!z89amywv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$u*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#

41、kn&muwfa5uxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$u*3tngk8!z89amywpazadnu#

42、kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mzadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjq

43、v$ue9wewz#qcadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx

44、2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$u*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt

45、#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxg

46、jqv$u*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz84!z89amv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue

47、%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$u*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum&

48、gtxrm6x4ngpp$vstt#&ksv*3tngk8!z89amywv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$u*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnugk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9c

49、pbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywv

50、*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqvue%&qypeh5pdx2zvku

51、m>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$u*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv

52、*3tngk8!z89amywpazadnu#kn&muwfa5uxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$u

53、*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz84!z89amv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qyp

54、eh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$u*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm

55、6x4ngpp$vstt#&ksv*3tngk8!z89amywv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$u*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnugk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!z

56、n%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywpazadnu#kn&muwfa5uxy7jnd6ywrrwwcvr9cpbk!zn%mz849gxgjqv$ue9wewz#qcue%&qypeh5pdx2zvkum>xrm6x4ngpp$vstt#&ksv*3tngk8!z89amywv*3tng

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