E分享（586期）外贸业务员平常一天的工作内容|适合应届毕业生
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">外贸业务员<span style="color: black;">平常</span>一天的工作内容 </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/Rs3HBQJz4jQDuBrW1Qxw3ia6nqKico2RxiaYZaB2ibTxyte1lP9ic48R6hS2cOPSaWhicHAgt79ibbISra9HlSZfPXaxw/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">外贸业务员的工作内容与你<span style="color: black;">机构</span>的行业、资源、管理<span style="color: black;">相关</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">通常</span><span style="color: black;">来讲</span>，一个外贸业务员<span style="color: black;">一般</span>有九个工作内容:</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/Rs3HBQJz4jTibXRibRsojWaHA0WEj2UV39lbwcmGo0FrsIUEK9zStOIsdp5VQyq4L3uJM8TbtU7SjY4r5xT6JJWw/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">外贸业务员的工作<span style="color: black;">包含</span>9个<span style="color: black;">重点</span>部分:</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1、</span>客户<span style="color: black;">研发</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2、</span><span style="color: black;">制品</span>发布</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3、</span><span style="color: black;">查找</span>跟进</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">4、</span>促成交易</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">5、</span>生产跟踪</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">6、</span>运输准备</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">7、</span>交付和运输</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">8、</span>售后跟进</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">9、</span>退货订单的跟进</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">且听<span style="color: black;">咱们</span>在<span style="color: black;">一块</span>电商一一道来：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">No.一客户<span style="color: black;">研发</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">客户<span style="color: black;">研发</span>的方式有<span style="color: black;">非常多</span>种，<span style="color: black;">平常</span>的<span style="color: black;">研发</span>方式有:</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Google搜索+电子邮件<span style="color: black;">研发</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">海关数据+邮件<span style="color: black;">研发</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">LINKEDIN+邮件<span style="color: black;">研发</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">更加多</span><span style="color: black;">研发</span><span style="color: black;">办法</span>请看我的<span style="color: black;">文案</span>:</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">外贸新人<span style="color: black;">怎样</span>找客户？</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">https://4m.cn/Tv62f </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">No.二<span style="color: black;">制品</span>发布</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">此刻</span>做外贸，<span style="color: black;">通常</span>都要开电商平台，<span style="color: black;">例如</span>阿里国际站，MIC等</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">营销</span>人员通常<span style="color: black;">必须</span>上传<span style="color: black;">制品</span>并进行优化。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">倘若</span><span style="color: black;">机构</span>员工少，外贸业务员还负责店面装修、活动运营、直通车运营、数据分析等操作。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">No.三<span style="color: black;">查找</span>跟进</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">询价<span style="color: black;">源自</span>多，<span style="color: black;">机构</span><span style="color: black;">途径</span>越广，你的机会就越多。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">例如</span><span style="color: black;">机构</span>的独立站<span style="color: black;">查找</span>、电商平台<span style="color: black;">查找</span>、阿里国际站RFQ报价<span style="color: black;">查找</span>等。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这一节的内容花的时间最多。你要<span style="color: black;">累积</span>足够多的潜在客户，<span style="color: black;">而后</span><span style="color: black;">经过</span><span style="color: black;">长时间</span>的沟通把<span style="color: black;">她们</span>变成成交客户。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">外贸人才在报价前，要和生产部、采购部沟通好，计算好成本。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">与货运代理沟通，确定运输方式、数量和运费。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">供给</span>专业报价，仔细核对内容。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">与客户确定付款方式、付款比例、交货周期、交货方式。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">送上级<span style="color: black;">检测</span>后再发给客户。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">倘若</span><span style="color: black;">必须</span>打样，<span style="color: black;">必须</span><span style="color: black;">知道</span>客户的<span style="color: black;">仔细</span><span style="color: black;">需求</span>，做一份样品订单。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">小心</span>虚假的样本<span style="color: black;">名单</span>。<span style="color: black;">亦</span><span style="color: black;">便是</span>客户其实只是想让你为他个人定制一个，<span style="color: black;">基本</span><span style="color: black;">无</span>订单。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">No.四促成交易</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">所有的沟通都是为了达成交易，<span style="color: black;">仅有</span><span style="color: black;">这般</span>你<span style="color: black;">才可</span>收回和客户聊天的成本。<span style="color: black;">非常多</span><span style="color: black;">无</span>经验的<span style="color: black;">营销</span>人员和客户谈了很久，客户最后都<span style="color: black;">无</span>下单，这是一种非常浪费时间的<span style="color: black;">行径</span>。<span style="color: black;">因此</span>外贸业务员工作中要学会识别<span style="color: black;">那些</span>有<span style="color: black;">潜能</span>，<span style="color: black;">那些</span>不太可能。把时间花在能达成交易的<span style="color: black;">优秀</span>客户身上。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">做价格发票和合同，<span style="color: black;">包含</span>:</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">买方的客户名<span style="color: black;">叫作</span>、<span style="color: black;">机构</span>名<span style="color: black;">叫作</span>、联系<span style="color: black;">tel</span>、电子邮件和<span style="color: black;">位置</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">卖方的<span style="color: black;">机构</span>名<span style="color: black;">叫作</span>、联系人、电子邮件、<span style="color: black;">位置</span>和<span style="color: black;">tel</span>号码</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">制品</span>名<span style="color: black;">叫作</span>、规格、型号、描述、<span style="color: black;">制品</span><span style="color: black;">照片</span>、单价、数量、总价和汇率</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">支付方式、支付比例、银行账号</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">物流模式，交货周期</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">质量标准和其他必要的说明</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">No.五生产跟踪</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">倘若</span>你的<span style="color: black;">机构</span>有跟单，你<span style="color: black;">必须</span>把订单转给跟单人员，做好沟通，<span style="color: black;">保准</span>理解一致。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">倘若</span>你的<span style="color: black;">机构</span><span style="color: black;">无</span>跟单的，你<span style="color: black;">必须</span>联系工厂。<span style="color: black;">倘若</span>你的<span style="color: black;">机构</span><span style="color: black;">无</span>自己的工厂，<span style="color: black;">那样</span>你<span style="color: black;">必须</span>发展自己的工厂。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">与工厂对接<span style="color: black;">重点</span><span style="color: black;">包含</span>以下内容:</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1.订立采购合同</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">买卖双方信息</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">采购的<span style="color: black;">详细</span>内容、范围、数量、单价和总价</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">支付方式、支付比例</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">检验<span style="color: black;">办法</span>，物流<span style="color: black;">办法</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">处理异议和争议的方式</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2.邮寄信息</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">将样品和订单详情邮寄给客户。并签收登记。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3.付款</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">内部提交付款申请表。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4.生产跟进</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">认识</span>生产进度</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">倘若</span>进度延迟，与客户沟通好</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">产前样本确认</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">装运<span style="color: black;">时期</span>的检验。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">申请<span style="color: black;">最后</span>付款</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">接收大宗货物</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">No.六运输准备</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1.货运代理联系人</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">通常</span><span style="color: black;">机构</span><span style="color: black;">最少</span>要准备三个货运代理。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">整理货物的信息，如体积、包装、<span style="color: black;">实质</span>重量、件数等。，并向货代询价。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">倘若</span>是海运，<span style="color: black;">必须</span>确认船期，交货港等。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">包含</span>通关吗</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">准备报关文件</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">发票</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">装箱单</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">收货人信息</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">倘若</span>是阿里的一达通，<span style="color: black;">必须</span><span style="color: black;">供给</span>独立的报关单</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">No.七交付和运输</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">联系客户支付余额。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">给货物包装拍照</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">安排送货到货运代理指定的地点。<span style="color: black;">或</span>安排货代提货。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">找到货运代理获取物流跟踪号</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">将物流编号和<span style="color: black;">关联</span>包装照片发送给客户</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">跟踪物流信息，如有<span style="color: black;">反常</span>及时<span style="color: black;">通告</span>客户。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">认识</span>客户的登录信息</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">No.八售后跟进</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">认识</span>客户检验<span style="color: black;">状况</span>，如数量<span style="color: black;">是不是</span>准确，包装<span style="color: black;">是不是</span>完好</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">认识</span>客户对<span style="color: black;">制品</span>的满意度。有什么瑕疵吗</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">倘若</span>客户有异议，<span style="color: black;">即时</span>沟通。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">No.九退货订单的跟进</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">关注客户的<span style="color: black;">营销</span><span style="color: black;">状况</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">关注客户的新订单计划</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">平常</span>客户服务，尤其是节假日</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">倘若</span><span style="color: black;">机构</span>放假，<span style="color: black;">必须</span>其他邮件<span style="color: black;">通告</span>客户</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">外贸业务员的<span style="color: black;">重点</span>职能是<span style="color: black;">营销</span>。命令不是结束，而是新的<span style="color: black;">起始</span>。要<span style="color: black;">守护</span>老客户，发展新客户，<span style="color: black;">这般</span>你的业绩才会像滚雪球<span style="color: black;">同样</span>越来越大！</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">应聘外贸人才的招聘<span style="color: black;">需求</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">其实这个岗位门槛比较低。<span style="color: black;">非常多</span><span style="color: black;">机构</span>都欢迎应届生，欢迎0经验的热爱外贸的人士加入，英语<span style="color: black;">需求</span><span style="color: black;">亦</span>不高。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">学历的话，<span style="color: black;">一般</span>大专及以上。大规模的<span style="color: black;">机构</span>可能要本科及以上。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">英语、国际经济与贸易、电子商务等专业比较匹配。有一部分<span style="color: black;">机构</span>是不限专业的，只要你英语过4级就行，有专四，专八更好。<span style="color: black;">倘若</span>考了托福雅思，那<span style="color: black;">便是</span>加分项。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">基本</span>的办公软件操作，再<span style="color: black;">便是</span>，<span style="color: black;">倘若</span>额<span style="color: black;">外区</span>会<span style="color: black;">有些</span>PS、SEO技巧、社媒营销技巧等等，<span style="color: black;">亦</span>是加分项。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">外贸人才的薪资<span style="color: black;">薪水</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">在深圳的话，应届生底薪4k-5k<span style="color: black;">占多数</span>，新一线城市<span style="color: black;">或</span>二线城市，3k-3.5k<span style="color: black;">占多数</span>。提成就看各个<span style="color: black;">机构</span>的<span style="color: black;">状况</span>，有的按<span style="color: black;">营销</span>额的1%-3%，有的<span style="color: black;">根据</span>毛利的10-20%，餐补房补交通<span style="color: black;">补助</span>，绩效奖、业绩奖、年终奖等等，<span style="color: black;">亦</span>是看各个<span style="color: black;">机构</span>的<span style="color: black;">状况</span>。综合起来应届生的话到手可能5k-1w+，有经验之后，底薪<span style="color: black;">亦</span>会上涨，整体<span style="color: black;">来讲</span>，1-3年的外贸业务员，收入大概在8k-2w+。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">04.发展方向</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">有的<span style="color: black;">机构</span>会<span style="color: black;">需求</span>从跟单做起。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">因此</span>完整的发展路径大概是<span style="color: black;">这般</span>：外贸业务助理/外贸跟单——外贸业务员（初级/高级）——外贸组长——外贸主管/经理。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这个岗位<span style="color: black;">优良</span>是富有挑战性，薪资<span style="color: black;">无</span>上限，<span style="color: black;">亦</span>比较<span style="color: black;">熬炼</span>人。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">缺点<span style="color: black;">便是</span>刚<span style="color: black;">起始</span>半年到一年收入很低，<span style="color: black;">必须</span>熬。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/Rs3HBQJz4jTPRUXkCxYl5Nfc38NhjgTyHcmW3YpbPu6cicsX9ecvHiacWMWR9NIy8jwjeo9ria9Xlhz1RImP5120Q/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/Rs3HBQJz4jTzx6wIu6ia3tQ0BUVpX7lNvaUic4q5pxeSwb1icsVayL3GzHwWeCJ1ibZkkjRqpTBUic9IoPNLFfTveKA/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
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