销售经理年度销售计划(二十二篇)

第页共页销售经理年度销售方案(二十二篇)销售经理年度销售方案篇一2月份接到公司新年度工作安排，做工作方案并准备9号楼的交房工作;3、4、5月份进展9号、12号楼的交房工作，并与筹划部刘教师沟通工程尾房的销售方案，针对锦绣江南的尾房及未售出的车库、储藏间我也提出过自己的一些想法，在获得开发商同意后，6、7月份锦绣江南分别举办了“南昌县小学生书画比赛”和“南昌县中学生作文大赛”，在县教育局的协助下，希望通过开展各项活动进步中磊房产的美誉度，充实锦绣江南的文化内涵，当然最终目的还是为销售起推波助澜的作用，遗憾的是在销售方面并没有实现料想中的效果，但值得欣慰的是活动本身还是受到了业主及社会各界的肯定。20xx年工作中存在的问题：1、锦绣江南一期产权证办理时间过长，延迟发放，致使业主不满;2、二期虽已提早交付，但局部业主因房屋质量问题一直拖延至今，与工程部的协调虽然很好，可就是承受反映不解决问题;3、年底的代理费拖欠情况严重;4、销售人员培训(专业知识、销售技巧和现场应变)不够到位;5、销售人员调动、更换过于频繁，对公司和销售人员双方都不利;在与开发商的沟通中存在缺乏，出现问题没能及时找开发商协商解决，尤其是与李总沟通较少，以致造成一度关系紧张。xx年工作方案新年确实有新的气象，公司在莲塘的商业工程——星云____，正在紧锣密鼓进展进场前的准备工作，我也在岁末年初之际接到了这个新的任务。*因为前期一直是筹划先行，而开发商也在先入为主的观点下更为信任筹划师杨华;这在我介入该工程时遇到了些许的费事，不过我相信通过我的真诚沟通将会改善这种状况。20xx年工作方案：1、希望锦绣江南能顺利收盘并结清账目。2、搜集星云____的数据，为星云____培训销售人员，在新年期间做好星云____的客户积累、分析^p工作。3、参与工程筹划，在星云____这个工程打个漂亮的翻身仗。4、争取能在今年通过经纪人执业资格考试。销售经理年度销售方案篇二������öªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½20xx������è»ï¿½ï¿½è¥ï¿½ï¿½ê±ï¿½ï¿½ä²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ã¦âµï¿½ï¿½ï¿½ï¿½ï¿½õ¡ï¿½ï¿½ï¿½ï¿½æ¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½äµ×µï¿½ï¿½ç·ï¿½ö´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è»ï¿½ï¿½ï¿½ø¸ï¿½î»ï¿½ï¿½20xx����ä¿òµï¿½ï¿½20xx�깤��ð¡ï¿½ï¿½ôªï¿½â·ï¿½ã¦ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü½á¡¢ï¿½ï¿½è±ï¿½ï¿½ï¿½ï¿½äºï¿½ï¿½ã¹¤ï¿½ï¿½;����2�â·ý½óµï¿½ï¿½ï¿½ë¾ï¿½ï¿½ï¿½ï¿½è¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½å£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ»ï¿½ï¿½ï¿½×¼ï¿½ï¿½9��â¥ï¿½ä½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½;3��4��5�â·ý½ï¿½ï¿½ï¿½9�å¡ï¿½12��â¥ï¿½ä½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ß»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê¦ï¿½ï¿½í¨ï¿½ï¿½ä¿î²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô½ï¿½ï¿½å½­ï¿½ïµï¿½î²ï¿½ï¿½ï¿½ï¿½î´ï¿½û³ï¿½ï¿½ä³ï¿½ï¿½â¡¢ï¿½ï¿½ï¿½ø¼ï¿½ï¿½ï¿½ò²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ò»ð©ï¿½ë·¨ï¿½ï¿½ï¿½ï¿½è¡ï¿½ã¿ï¿½ï¿½ï¿½ï¿½ï¿½í¬ï¿½ï¿½ï¿½6��7�â·ý½ï¿½ï¿½å½­ï¿½ï·ö±ï¿½ù°ï¿½ï¿½ë¡ï¿½ï¿½ï²ï¿½ï¿½ï¿½ð¡ñ§ï¿½ï¿½ï¿½é»­ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¡ï¿½ï¿½ï²ï¿½ï¿½ï¿½ï¿½ï¿½ñ§ï¿½ï¿½ï¿½ï¿½ï¿½ä´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ø½ï¿½ï¿½ï¿½ï¿½öµï¿½ð­ï¿½ï¿½ï¿½â£ï¿½ï£ï¿½ï¿½í¨ï¿½ï¿½ï¿½ï¿½õ¹ï¿½ï¿½ï¿½ï¿½î¶¯ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è£ï¿½ï¿½ï¿½êµï¿½ï¿½ï¿½å½­ï¿½ïµï¿½ï¿½ä»ï¿½ï¿½úºï¿½ï¿½ï¿½ï¿½ï¿½è»ï¿½ï¿½ï¿½ï¿½ä¿ï¿½ä»ï¿½ï¿½ï¿½îªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æ²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã£ï¿½ï¿½åºï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û·ï¿½ï¿½æ²¢ã»ï¿½ï¿½êµï¿½ï¿½ô¤ï¿½ï¿½ï¿½ðµï¿½ð§ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½öµï¿½ï¿½ï¿½ï¿½î¿ï¿½ï¿½ï¿½ç»î¶¯ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½üµï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¿ï¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½20xx�깤���ð´ï¿½ï¿½úµï¿½ï¿½ï¿½ï¿½â£ºï¿½ï¿½ï¿½ï¿½1�����彭��ò»ï¿½ú²ï¿½è¨ö¤ï¿½ï¿½ï¿½ï¿½ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ó³ù·ï¿½ï¿½å£ï¿½ï¿½ï¿½ê¹òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½;����2������������ç°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ö±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¹¤ï¿½ì²ï¿½ï¿½ï¿½ð­ï¿½ï¿½ï¿½ï¿½è»ï¿½üºã£ï¿½ï¿½é¾ï¿½ï¿½ç½ï¿½ï¿½ü·ï¿½ó³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½;����3����׵ä´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½;����4��������ô±ï¿½ï¿½ñµ(רòµöªê¶ï¿½ï¿½ï¿½ï¿½ï¿½û¼ï¿½ï¿½éºï¿½ï¿½ö³ï¿½ó¦ï¿½ï¿½)������î»;����5��������ô±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½æµï¿½ï¿½ï¿½ï¿½ï¿½ô¹ï¿½ë¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ë«ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½;���뿪���ìµä¹ï¿½í¨ï¿½ð´ï¿½ï¿½ú²ï¿½ï¿½ã£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ã»ï¿½ü¼ï¿½ê±ï¿½ò¿ï¿½ï¿½ï¿½ï¿½ï¿½ð­ï¿½ì½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü¹ï¿½í¨ï¿½ï¿½ï¿½ù£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½è¹ï¿½ïµï¿½ï¿½ï¿½å¡ï¿½xx�깤���æ»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½è·ï¿½ï¿½ï¿½âµï¿½ï¿½ï¿½ï¿½ó£¬¹ï¿½ë¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ä¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö³ç£ï¿½ï¿½ï¿½ï¿½ú½ï¿½ï¿½ï¿½ï¿½ü¹ä½ï¿½ï¿½ð½ï¿½ï¿½ï¿½ç°ï¿½ï¿½×¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò²ï¿½ï¿½ï¿½ï¿½ä©ï¿½ï¿½ï¿½ö®ï¿½ê½óµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½âµï¿½ï¿½ï¿½ï¿½ï¿½*��îªç°ï¿½ï¿½ò»ö±ï¿½ç²ß»ï¿½ï¿½ï¿½ï¿½ð£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½îªï¿½ï¿½ï¿½ä¹ûµï¿½ï¿½â¸ï¿½îªï¿½ï¿½ï¿½î²ß»ï¿½ê¦ï¿½î»ª;�����ò½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¿ê±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð©ï¿½ï¿½ï¿½ï¿½ï¿½é·³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½í¨ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¹ï¿½í¨ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½×´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½20xx�깤���æ»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½1��ï£ï¿½ï¿½ï¿½ï¿½ï¿½å½­ï¿½ï¿½ï¿½ï¿½ë³ï¿½ï¿½ï¿½ï¿½ï¿½ì²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½2���õ¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö³çµï¿½ï¿½ï¿½ï¿½ý£ï¿½îªï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö³ï¿½ï¿½ï¿½ñµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö³çµä¿í»ï¿½ï¿½ï¿½ï¿½û¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½3��������ä¿ï¿½ß»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¿ï¿½ï¿½ï¿½æ¯ï¿½ï¿½ï¿½ä·ï¿½ï¿½ï¿½ï¿½ì¡ï¿½ï¿½ï¿½ï¿½ï¿½4����è¡ï¿½ï¿½ï¿½ú½ï¿½ï¿½ï¿½í¨ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö´òµï¿½ê¸ï¿½ï¿½ô¡ï¿½销售经理年度销售方案篇三一、我们可以和驾校合作，通过我们xx学车网报名成功学车的学员，在我们网站买车，可以优惠，优惠比例后续再讨论。也可以和一些跟我们本来不合作的驾校合作，通过驾校这边到我们网站买车，优惠力度等等。二、在我们网站首页和各个城市分站等页面上大力推广卖车业务，并且前期肯定有比较大的优惠力度，才能吸引用户。三、跟一些我们合作的网站、传媒互换软文，竭力推广我们汽车板块。四、寻找一些地方型的社区网站，跟他们合作。五、网站不定期做促销优惠活动，拉近客户关系，使客户知道我们网站的汽车价格优势。六、跟一些汽车保险公司合作，拿到一些优惠的互惠互利的保险价格，对我们来说应该也是一种优势。七、业务，就是销售，然后是销售培训，在销售培训上多下功夫，熟悉掌握自己所卖的车型构造，性能，价格与竞争车型的优略比较分析^p。假如销售员的业务知识明显匮乏，直接影响销售部的业绩，如今产品技术更新很快，不培训就等与落后，对用户的疑问不能解答，直接影响销售。在销售与培训过程中，及时发现问题，及时解决。快速进步销售员的才能。八、售前售后效劳，客户买汽车肯定是希望简便简洁，没有人会愿意花钱买罪受的，所以我们要进步市场占有率，所以我们要把用户的真正的需求和担忧(无外乎就是：整车的质量保障、有完善的售后效劳、售后的索赔、售后维修的优惠、销售人员的专业性，公司的诚信度、公司的人员的良好印象等)落实到实处。我相信我们应该可以成功。销售经理年度销售方案篇四����ò»ï¿½ï¿½ï¿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ö´ï¿½ï¿½ï¿½ï¿½ï¿½ä±ï¿½×¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ãµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½å¶óºï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ãµä¹ï¿½ï¿½ï¿½ä£ê½ï¿½ë¹¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç¹ï¿½ï¿½ï¿½ï¿½ä¹ø¼ï¿½ï¿½ï¿½销售经理年度销售方案篇七公司的开展是与整个公司的员工综合素质，公司的指导方针，团队的建立是分不开的。进步执行力的标准，建立一个良好的销售团队和有一个好的工作形式与工作环境是工作的关键。作为销售经理，为了我使我销售部门的各方面的工作顺利进展，特作出20xx年工作方案。今年的销售目的最根本的是做到月月有进帐的单子。根据公司下达的销售任务，把任务根据详细情况分解到每月，每周，每日;以每月，每周，每日的销售目的分解到各个销售人员身上，完成各个时间段的销售任务。并在完成销售任务的根底上进步销售业绩。人才是企业最珍贵的资，一切销售业绩都起于有一个好的销售人员，建立一支具有凝聚力，合作精神的销售团队是企业的根本。在明年的工作中建立一个和谐，具有杀伤力的团队作为一项主要的工作来抓。销售管理是企业的老大难问题，销售人员出差，见客户处于放任自流的状态。完善销售管理制度的目的是让销售人员在工作中发挥主观能动性，对工作有高度的责任心，进步销售人员的主人翁意识。4、培养销售人员发现问题，总结问题，不断自我进步的习惯。培养销售人员发现问题，总结问题目的在于进步销售人员综合素质，在工作中能发现问题总结问题并能提出自己的看法和建议，业务才能进步到一个新的档次。根据今年在出差过程中遇到的一系列的问题，约好的客户突然改变行程，毁约，车辆不在家的情况，使方案好的行程被打乱，不能顺利完成出差的目的。造成时间，资金上的浪费。以上是我的销售工作方案，不妥之处，请各位领导和同志们批评指正。为了实现明年的方案目的，结合公司和市场实际情况，确定明年几项工作重点：人才的引进和培养是最根本的，也是最核心的，人才是第一消费力。企业无人那么止，加大人才的引进大量补充公司的新颖血液。铁打的营盘流水的兵，所以在留着合理的人才上下功夫。在选好人，用好人，用对人。加强和公司办公室人沟通，多项选择拔和引进优秀销售人员，利用自己的关系，整合一局部业务人员，利用业务员转介绍的策略，多争取业务人员，加大招聘工作的力度，前期完善公司的人员配置和销售队伍的建立。另外市场上去招一些成熟的技术和业务人员。自己方案将工作重点放在典范的树立和新典范的培养上，一是主要做好几个典范树立典型。因为典范的力量是无穷的。人是有可塑性的，并且人是有惰性的。对销售队伍的知识培训，专业知识、销售知识的培训始终不能放松。培训对业务队伍的建立和稳固是很重要的一种手段。定期开展培训，对业务员的心态塑造是很大的好处。并且根据业务人员的开展，选拔引进培养大区经理。业务人员的积极性才会更高。为确保完成全年销售任务，自己平时就积极搜集信息并及时汇总，力争在新区域开发市场，以扩大产品市场占有额。合理有效的分解目的。xxxxxx三省，市场是公司的核心竞争区，在这三省要完善销售队伍和销售渠道。一方面的人员的配置，另一方面是客户资的整合，客户员工化的重点区域。要在这里树立公司的典范，并且建立样板市场。加以克隆复杂。其他省市以一部现有业务人员为主，重点寻找合作伙伴和一些大的代理商。走批发道路的公司在销售政策上适当放宽。假如业务人员自己开拓市场，公司前期从业务上去扶持，时间上一个月重点培养，后期以技术上进展扶持利用三个月的时间进展维护。产品是企业的生命线，不是我们想买什么，而是客户想买什么。我们买的的客户想买的。找到客户的需求，才是根本。所以产品调整要与市场很好的结合起来。另外，要考虑产品的利润，无利润的产品，它就无生存空间。对客户来讲，也是一样。客户不是买产品，而是买利润，是买的产品得来的利润。追求产品最大利润的合理分配原那么，是唯一不变的法那么。企业不是福利院，所以为企业创造价值最大化，就是管理的最根本要求。从开展才是硬道理到赚钱才是硬道理的转变。一个产品的寿命是有限的，不断的补充新产品，一方面显示出公司的实力，一方面显示出公司的活力。淘汰无利润和不适应市场的产品。结合公司业务人员专业素质，产品要往三个有利于方面调整：有利于公司的开展、有利于业务人员的销售、有利于客户的需求。产品要表达公司的特色，走差异化道路。一方面，要有公司的品牌产品。一个产品可以打造一个品牌。所以产品要走精细化道路。宣传是长久的，促销是短暂的。促销一时，宣传一世。重点的开展促销活动使产品在一个市场上树立起名气，就是品牌意思。结合市场和疫情开展变化，使产品坐庄，到达营销造势的目的。就重点产品和重点市场，因地制宜的开展各种各样的促销活动。当然最主要的工作重心还是在产品的宣传上，具办各种知识讲座。利用____，把产品及时发布出去，利用互联网发布产品上市等信息。为积极配合销售，自己方案努力学习。在管理上多学习，在销售上多研究。自己在搞好销售的同时方案认真学习业务知识、管理技能及销售实战来完善自己的理论知识，力求不断进步自己的综合素质，为企业的再开展奠定人力资根底。本人将以身作责，以实际行动来带着整个团冲击方案目的。销售经理年度销售方案篇八������ë¾ï¿½ä·ï¿½õ¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë¾ï¿½ï¿½ô±ï¿½ï¿½ï¿½ûºï¿½ï¿½ï¿½ï¿½ê£ï¿½ï¿½ï¿½ë¾ï¿½ï¿½ö¸ï¿½ï¿½ï¿½ï¿½ï¿½ë£¬ï¿½å¶óµä½ï¿½ï¿½ï¿½ï¿½ç·ö²ï¿½ï¿½ï¿½ï¿½ä¡ï¿½ï¿½ï¿½ï¿½ö´ï¿½ï¿½ï¿½ï¿½ï¿½ä±ï¿½×¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ãµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½å¶óºï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ãµä¹ï¿½ï¿½ï¿½ä£ê½ï¿½ë¹¤ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ç¹ï¿½ï¿½ï¿½ï¿½ä¹ø¼ï¿½ï¿½ï¿½ï¿½ï¿½îªï¿½ï¿½ï¿½û¾ï¿½ï¿½ï¿½ï¿½ï¿½îªï¿½ï¿½ï¿½ï¿½ê¹ï¿½ï¿½ï¿½ï¿½ï¿½û²ï¿½ï¿½åµä¸ï¿½ï¿½ï¿½ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ë³ï¿½ï¿½ï¿½ï¿½ï¿½ð£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½20xx�깤���æ»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ð½ï¿½ï¿½êµäµï¿½ï¿½ó¡ï¿½ï¿½ï¿½ï¿½ý¹ï¿½ë¾ï¿½â´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ£¬°ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ý¾ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ö½âµ½ã¿ï¿½â£ï¿½ã¿ï¿½ï¿½ï¿½ï¿½ã¿ï¿½ï¿½;��ã¿ï¿½â£ï¿½ã¿ï¿½ï¿½ï¿½ï¿½ã¿ï¿½õµï¿½ï¿½ï¿½ï¿½ï¿½ä¿ï¿½ï¿½ö½âµ½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½ï¿½ï£ï¿½ï¿½ï¿½é¸ï¿½ï¿½ï¿½ê±ï¿½ï¿½îµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ñ¡£²ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ë²ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½î±¦ï¿½ï¿½ï¿½ï¿½ï¿½ô´ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô´ï¿½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ãµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ö§ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½å¶ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ä¸ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä¹ï¿½ï¿½ï¿½ï¿½ð½ï¿½ï¿½ï¿½ò»ï¿½ï¿½ï¿½ï¿½ð³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½é±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½å¶ï¿½ï¿½ï¿½îªò»ï¿½ï¿½ï¿½ï¿½òªï¿½ä¹ï¿½ï¿½ï¿½ï¿½ï¿½×¥ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï´ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½ï¿½î£¬ï¿½ï¿½ï¿½í»ï¿½ï¿½ï¿½ï¿½ú·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½×´ì¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½û¹ï¿½ï¿½ï¿½ï¿½æ¶èµï¿½ä¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ú¹ï¿½ï¿½ï¿½ï¿½ð·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü¶ï¿½ï¿½ô£ï¿½ï¿½ô¹ï¿½ï¿½ï¿½ï¿½ð¸ß¶èµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ä£ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê¶ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½4������������ô±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â£¬ï¿½ü½ï¿½ï¿½ï¿½ï¿½â£¬ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ßµï¿½ï°ï¿½ß¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½â£¬ï¿½ü½ï¿½ï¿½ï¿½ï¿½ï¿½ä¿ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô±ï¿½ûºï¿½ï¿½ï¿½ï¿½ê£ï¿½ï¿½ú¹ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü·ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ü½ï¿½ï¿½ï¿½ï¿½â²¢ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ä¿ï¿½ï¿½ï¿½ï¿½í½ï¿½ï¿½é£¬òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ßµï¿½ò»ï¿½ï¿½ï¿½âµäµï¿½ï¿½î¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ý½ï¿½ï¿½ï¿½ï¿½ú³ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ò»ïµï¿½ðµï¿½ï¿½ï¿½ï¿½â£¬ô¼ï¿½ãµä¿í»ï¿½í»è»ï¿½ä±ï¿½ï¿½ð³ì£ï¿½ï¿½ï¿½ô¼ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ú¼òµï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ê¹ï¿½æ»ï¿½ï¿½ãµï¿½ï¿½ð³ì±ï¿½ï¿½ï¿½ï¿½ò£ï¿½ï¿½ï¿½ï¿½ï¿½ë³ï¿½ï¿½ï¿½ï¿½é³ï¿½ï¿½ï¿½ï¿½ä¿ï¿½ä¡ï¿½ï¿½ï¿½ï¿½ê±ï¿½ä£¬ï¿½ê½ï¿½ï¿½ïµï¿½ï¿½ë·ñ¡ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½ï¿½òµï¿½ï¿½ï¿½ï¿½û¹ï¿½ï¿½ï¿½ï¿½æ»ï¿½ï¿½ï¿½ï¿½ï¿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