哪些订单不大，需要还特多的客户，怎么应对？
<span style="color: black;"><span style="color: black;">点击上方</span><span style="color: black;">△蓝字</span><span style="color: black;">可关注<span style="color: black;">咱们</span></span></span><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"><span style="color: black;">作者丨毅冰</span><span style="color: black;"><span style="color: black;">源自</span>丨毅冰米课</span><p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">100个业务员里面，估计有95个都会觉得自己的客户</span><span style="color: black;"><strong style="color: blue;">麻烦得要死</strong></span><span style="color: black;">——</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">单子不大，事情还<span style="color: black;">尤其</span>多。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">别说是<span style="color: black;">有些</span>新手业务员，就连<span style="color: black;">有些</span>外贸老手，遇到<span style="color: black;">尤其</span>难缠的客户<span style="color: black;">亦</span>是常有的事，真要较真起来，售后不是<span style="color: black;">通常</span>麻烦。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">不外</span>没办法，工作上想要拿下客户，就还是得让客户满意才行。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">今天想和<span style="color: black;">大众</span>聊聊，<span style="color: black;">怎样</span>最大程度的避免这些麻烦。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">虽然说<span style="color: black;">不可</span>完全杜绝，但<span style="color: black;">倘若</span>你能做到这一点，就能避免绝大部分了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">01</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">单子不大</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">需求</span>倒是不少？</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">先看一个<span style="color: black;">伴侣</span>的亲身案例吧：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">冰大，我刚入行不久，<span style="color: black;">此刻</span>遇到了一个问题，觉得很郁闷，<span style="color: black;">因此</span>想向您请教一下：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在之前的广交会上遇到了一个新客人，跟进后没多久，他下了一个小单，货值不高，<span style="color: black;">仅有</span>2000多美金。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">虽然单子不大，但这个澳大利亚客户的</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">需求</span><span style="color: black;">尤其</span>多</strong></span><span style="color: black;">，<strong style="color: blue;">出货<span style="color: black;">需求</span>很严格</strong>，方式是DAP，<span style="color: black;">亦</span><span style="color: black;">便是</span>delivery at place，货发到昆山物流园区。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">由于</span><span style="color: black;">咱们</span>的<span style="color: black;">制品</span>是陶瓷，属于易碎品，<span style="color: black;">因此</span><span style="color: black;">咱们</span>就联系了昆山仓库的负责人，跟她确认了下货物的包装方式。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">我当时问了负责人，<span style="color: black;">咱们</span>是不是只要负责把货送到目的地就行了，但负责人说<span style="color: black;">咱们</span>还要<span style="color: black;">帮助</span>报关。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">好，<span style="color: black;">咱们</span><span style="color: black;">亦</span>同意了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">后来<span style="color: black;">她们</span>又</span><span style="color: black;"><strong style="color: blue;">发了一大堆资料过来</strong></span><span style="color: black;">，关于供应商出货的，还有<span style="color: black;">相关</span>DAP订单的条条款款，非常<span style="color: black;">繁杂</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">结果到出货的时候 ，给客人发大货照，</span><strong style="color: blue;"><span style="color: black;">他说<span style="color: black;">咱们</span>标签贴错了——</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">她们</span><span style="color: black;">需求</span>标签要贴在吊卡的背面，而我贴在<span style="color: black;">制品</span>底部了。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">我赶紧看了客户给我文件里面的条款，里面的确是有<span style="color: black;">说到</span>要把标签贴在吊卡的背面。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">但可能是<span style="color: black;">由于</span>客户烂七八糟的<span style="color: black;">需求</span>太多，</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">因此</span>我混乱了</strong></span><span style="color: black;">，直接<span style="color: black;">根据</span>过去订单的流程把标签贴在了<span style="color: black;">制品</span>底部。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">此刻</span>客人要翻箱去吊卡，我是苦不堪言，但没办法，毕竟是自己的错 ，<strong style="color: blue;"><span style="color: black;">因此</span>我就承担了这部分翻箱费。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">我原以为把这件事<span style="color: black;">处理</span>后就能顺利出货了，但后来昆山那边货代又要<span style="color: black;">咱们</span>负责报关<span style="color: black;">花费</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">然则</span>当初的文件未提及到这部分，<span style="color: black;">而后</span>跟昆山那边的负责人联系，<span style="color: black;">亦</span>是未<span style="color: black;">触及</span>到要报关<span style="color: black;">花费</span>。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这我就<span style="color: black;">不愿</span>了，<span style="color: black;">而后</span>跟客人写了邮件说<span style="color: black;">咱们</span>不承担报关额外<span style="color: black;">花费</span>，只能承担到昆山的运费。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">根据</span>正常流程，<span style="color: black;">倘若</span>客人需要<span style="color: black;">咱们</span>负责报关<span style="color: black;">花费</span>，客人<span style="color: black;">亦</span>会直接提出来，但当初客人<span style="color: black;">亦</span>没<span style="color: black;">说到</span>这事。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">加上之前出的岔子，这一单</span><span style="color: black;"><strong style="color: blue;">基本没什么利润</strong></span><span style="color: black;">，<span style="color: black;">因此</span><span style="color: black;">咱们</span>没办法再付报关<span style="color: black;">花费</span>，<span style="color: black;">倘若</span>需要<span style="color: black;">咱们</span>报关，就要额外加收小单<span style="color: black;">花费</span> $350。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">冰大，我觉得做这一单真是心累，<span style="color: black;">亦</span>赚不到钱，客户对订单<span style="color: black;">需求</span>又<span style="color: black;">尤其</span>多。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">从物流到保税园区再到报关，<span style="color: black;">而后</span>又是DAP订单，一大堆条款...</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">我真的是被这些给绕晕了，不<span style="color: black;">晓得</span>您碰到这种<span style="color: black;">状况</span>会怎么做？我这个新手实在是不知<span style="color: black;">怎样</span>是好？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">02</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">小单中<span style="color: black;">亦</span>能</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">吸取教训</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">首要</span>，我觉得<span style="color: black;">大众</span>要明白一点，客户有时候<span style="color: black;">需求</span>多，但<span style="color: black;">亦</span>是很正常的事情，<strong style="color: blue;">既然你决定接下这个单子，那就得<span style="color: black;">根据</span>客户的<span style="color: black;">需求</span>去做。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当时我是这么回复他的：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">有<span style="color: black;">非常多</span>大客户的guideline都是很<span style="color: black;">繁杂</span>的，动不动几十页英文，别觉得麻烦，<span style="color: black;">必定</span>要认真看完，否则</span><span style="color: black;"><strong style="color: blue;">吃苦头的<span style="color: black;">常常</span>还是自己</strong></span><span style="color: black;">。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当然，你<span style="color: black;">亦</span><span style="color: black;">能够</span>从别的<span style="color: black;">方向</span>出发，<span style="color: black;">例如</span><span style="color: black;">能够</span>跟对方的小职员打好交道，<span style="color: black;">这般</span>一来，有<span style="color: black;">非常多</span>问题对方都<span style="color: black;">能够</span>提点你一下，防止你踩雷。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">另一</span>，你最大的问题在于你<strong style="color: blue;">跟单时的想当然</strong>，这<span style="color: black;">亦</span>是国内<span style="color: black;">非常多</span>业务员经常会犯的毛病。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">我不止一次的强调过，</span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">制品</span>的任何一个细节都</span></strong><strong style="color: blue;"><span style="color: black;">必须要和客户讨论过<span style="color: black;">才可</span>继续下一步动作</span></strong><strong style="color: blue;"><span style="color: black;">，<span style="color: black;">亦</span><span style="color: black;">便是</span></span></strong><span style="color: black;"><strong style="color: blue;"><span style="color: black;">标准作业流程。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">就像标签要怎么贴，贴在哪里，这些都必须要事先跟客户确认过。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">而你居然在<span style="color: black;">无</span>得到客人任何的approval的<span style="color: black;">状况</span>下，就自己把标签给贴起来了...</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">说实话，我<span style="color: black;">亦</span>很佩服你的勇气。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">一旦客户收到样品找你们麻烦，返工的成本和<span style="color: black;">花费</span>可都不小。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">哪怕客人<span style="color: black;">知道</span>告诉你，标签贴在吊卡背面，你<span style="color: black;">亦</span>需要跟客人确认一下<span style="color: black;">详细</span>的位置：</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">是居中呢，还是偏下，还是偏上？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">最好你再做一个吊卡，自己贴一下，然后拍一张照片邮件过去，给客人确认一下<span style="color: black;">是不是</span>没问题。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">只要客人确认过，那你就<span style="color: black;">能够</span><span style="color: black;">安心</span>了，就算将来<span style="color: black;">制品</span>出了什么问题，那之前的邮件<span style="color: black;">便是</span>证据，有<span style="color: black;">这般</span></span><span style="color: black;"><strong style="color: blue;">强有力的证据</strong></span><span style="color: black;">在，谁<span style="color: black;">亦</span><span style="color: black;">不可</span>把你怎么样。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">否则，你就有口难辩了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">这<span style="color: black;">便是</span>标准作业流程，每一个step，都要对方确认。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">至于你觉得这个订单赚不到钱，吃力不讨好，但我的看法正好和你相反：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">正是这么一个不大的订单，让你<span style="color: black;">熟练</span>和<span style="color: black;">认识</span>了专业买家的操作，<span style="color: black;">晓得</span>了问题出在哪里。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在这之后<span style="color: black;">倘若</span>能标准作业，<span style="color: black;">晓得</span><span style="color: black;">怎样</span>尽可能的去避免损失，那还是很值得的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">否则按你<span style="color: black;">此刻</span>的业务水平，就算<span style="color: black;">此刻</span>一口气给你100w美元的订单，一旦哪个细节出了问题，</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">返工、延误，<span style="color: black;">各样</span>索赔<span style="color: black;">花费</span>加起来几十万美元，估计你到时候都会有</span><span style="color: black;">心理<span style="color: black;">暗影</span></span><span style="color: black;">。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">一个小单学到<span style="color: black;">那样</span>多东西，<span style="color: black;">况且</span><span style="color: black;">无</span>什么太大的金钱损失，让你长长记性，这不是最大的价值么。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">小单暴露出问题，才<span style="color: black;">能够</span>让你<span style="color: black;">晓得</span>问题在哪里，<span style="color: black;">晓得</span><span style="color: black;">怎样</span>去改进，在<span style="color: black;">将来</span>的大单才<span style="color: black;">能够</span>尽可能降低<span style="color: black;">危害</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">我想告诉<span style="color: black;">大众</span>的是，</span><span style="color: black;"><strong style="color: blue;">不要怕踩坑</strong></span><span style="color: black;">，<span style="color: black;">亦</span>不要怕碰钉子，人生的每一步都是宝贵的经历。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">职场上<span style="color: black;">无</span><span style="color: black;">那样</span>多的顺风顺水，必然有<span style="color: black;">各样</span>麻烦在前方等着你。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">此刻</span>不踩坑，难道等几年后再踩，<span style="color: black;">而后</span>一不小心摔断腿么？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">点 击 链 接 阅 读 外 贸 好 文</strong></span></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/f71CZq1U11ehF1wfAxibJybb9wwpGdceib5FomgibGksQCSGrlr5v6rRnaXank3s5Ew3F1HZtRAT3OiaFFZicHmoFqQ/640?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;"><a style="color: black;"><span style="color: black;">你的潜在客户<span style="color: black;">那样</span>多，<span style="color: black;">为何</span>下单的<span style="color: black;">无</span>几个？</span></a></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><a style="color: black;"><span style="color: black;">哪些</span>你只听说过的百货<span style="color: black;">机构</span>，<span style="color: black;">亦</span><span style="color: black;">能够</span>是你的<span style="color: black;">目的</span>客户</a></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_gif/bPfb8c26Lia3hzU1rcIn8BpfWakgVPIY1Mx6Alc01PKwyxfFjbJ7Bc9icKsODrpM8ib9jqwaBYVND6x6hCPkuLcfA/640?wx_fmt=gif&tp=webp&wxfrom=5&wx_lazy=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">看完就没事做啦？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_gif/bPfb8c26Lia20CTIW0fmOvfwQYAwickFic39zsvDictPFggWX5T9icGM3Z3u0uhEbBkzSu8r40tZmA5BiaKq87WBYVXA/640?wx_fmt=gif&tp=webp&wxfrom=5&wx_lazy=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><strong style="color: blue;">原创<span style="color: black;">很难</span>，</strong></span><span style="color: black;"><strong style="color: blue;">觉得不错</strong></span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">请点下好看哦~</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><img src="https://mmbiz.qpic.cn/mmbiz_png/bPfb8c26Lia20CTIW0fmOvfwQYAwickFic3YtS9MSAsoJBnQl5dXXga2gA3eeNOAHfGh5FBUZZBU0Klic25UDp47AQ/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/bPfb8c26Lia20CTIW0fmOvfwQYAwickFic3YtS9MSAsoJBnQl5dXXga2gA3eeNOAHfGh5FBUZZBU0Klic25UDp47AQ/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/bPfb8c26Lia20CTIW0fmOvfwQYAwickFic3YtS9MSAsoJBnQl5dXXga2gA3eeNOAHfGh5FBUZZBU0Klic25UDp47AQ/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></strong></span></p>
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