missionary sales reps quizlet

missionary sales reps quizlet

148. order takers usually do very little aggressive selling. He seeks to influence a person or buying entity to sell the product to the end customer. It's often time-consuming and expensive to establish a relationship with a customer, so once established it makes sense to keep the relationship healthy, Once a set of prospects and customers who need attention has been identified, the salesperson must decide how much time to spend with each one, Three kinds of sales presentations may be useful. Missionary selling is a form of personal sales in which the salesperson provides information to an individual who will influence the purchase decision. Missionary sales rep for Lilly pharmaceuticals, calling on physicians. Rather, they try to help the customer buy- by understanding the customer's needs and presenting the advantages and disadvantages of their products, Selling may be done by almost anyone in the organization, The salesperson is often the representative for the whole company. C. are customer service reps who resolve problems after purchases have been made. Missionary sales rep. B. B. sending an entire team of sales representatives into the field. ... She is considering Internet sales, hiring sales reps, using a manufacturer's rep, and several other options. Wholesaler's order getters-almost hand it to the customer, Salespeople for agent wholesalers are often order getters-particularly the more aggressive manufacturers agents and brokers, Retail Order Getters influence consumer behavior, Convincing consumers about the value of products they haven't seriously considered takes a high level of personal selling ability, Order Takers Nurture Relationships to keep the business coming. Mark Johnson's business card says he is a "Customer Service Representative" for OceanView Metal Industries—a wholesaler of standardized steel components used in construction. Sure Foots field reps are A selling agents B missionary salespeople C brokers D from MARKETING 362 at Central Washington University. ... the reps will send in leads to customers who want networking equipment. Missionary sales reps: help train intermediaries' salespeople and set up retail displays. Sure Foots field reps are A selling agents B missionary salespeople C brokers D from MARKETING 362 at Central Washington University. Order getters are concerned with finding new opportunities for the company. E) inside order sales and field order sales. 53. Andrea should look for a job as a: help train intermediaries' salespeople and set up retail displays. D. help train intermediaries' salespeople and set up retail displays. Know what you need – sales vs order taking, (and what you’re getting), before you hire. D. sales quotas play no role in any of the methods. B . Order getters are even more important for business products than for consumer products. Advertising messages may promote the adoption of goods, services, persons, or ideas. using a number of methods or channels to accomplish the selling function. Normally, missionary salespeople and local distributor salespeople for the same firm are intensively competitive with each other as each strives to take business away from the other. These salespeople try to develop goodwill and stimulate demand , help inter... Missionary sales reps : A . It’s often challenging for an employer to differentiate the roles, and also challenging for reps to properly label themselves. Order Taker Missionary sales reps A)are order takers. True False 17. C. sales engineering. B) current-customer sales and new-business sales. C) are customer service reps who resolve problems after purchases have been made. Learn vocabulary, terms, and more with flashcards, games, and other study tools. Salespeople are likely to be dissatisfied if they can't see the relationship between the results they produce and their pay. Mark answers customer questions about the firm's products and arranges for routine orders to be sent to the customer's construction site. Seeking orders from supermarket buyers for a new brand of high protein diet supplement that has been added to the company's line. D)help train intermediaries' salespeople and set up retail displays. Free. B. are sales reps in training. The specific sales or profit objective a salesperson is expected to achieve, Commission reduce need for working capital, Small companies that have limited working capital or uncertain markets often prefer straight commission, or combination plans with a large commission element. The missionary sales rep has an indirect, albeit important, role in the sales process. Missionary Selling. E.leads are less likely to receive cold calls than prospects. Which of the following is a good example of a sales technology? Using activities as a basis, there are four basic types of salespeople: missionary salespeople, trade salespeople, prospectors, and account managers. -Use a memorized presentation that is not adapted to each individual customer, -Developing a good understanding of the individual customer's needs before trying to close the sale, -Starts with a prepared presentation outline-much like the prepared approach-and leads the customer through some logical steps to a final close. He seeks to influence a person or buying entity to sell the product to the end customer. They are monitoring the web and using big data analytics to provide proactive customer service, Customer Service: A breakdown in any element of the marketing mix can result in a requirement for customer service, -Ideally, a firm should deliver what it promises, but marketing is a human process and mistakes do happen, The Right Structure Helps Assign Responsibility, Organizations are often structured to have different salespeople specializing by different sales tasks and by the target markets they serve, If different people handle different sales tasks, firms often rely on team selling: when people work together on a specific account, Different Target markets need different sales tasks, Sales managers often divide sales force responsibilities based on the type of customer involved, Very large customers often require special sales efforts-and relationships with them are treated differently, Some salespeople specialize in telephone selling, Some firms have a group of salespeople who specialize in Telemarketing-using the telephone to "call" on customers or prospects, Sales tasks are done in sales territories, Often companies organize selling tasks on the basis of a sales territory- a geographic area that is the responsibility of one salesperson or several working together. A large appliance manufacturer has adequate wholesale and retail distribution—but is concerned that the intermediaries do not push its products aggressively enough—because they also carry competitive lines. Sales training: usually isn't necessary if a new salesperson has had similar selling experience calling on the same customers for a competing company. C. straight salary provides the most incentive. Sometimes technology can substitute for or complement personal selling, Some sales tasks that have traditionally been handled by a person can now be handled effectively and at lower cost by an e-commerce system or other technology, When customer service is digital and self-service, customers get fast service, Because customers want problems resolved quickly, may firms rely on the internet to deliver rapid and low-cost customer service, Information Technology Provides Tools to Do the Job: Changes in how sales tasks are handled, New sales technology tools are changing how sales tasks and responsibilities are planned and handled, New software and hardware provide a competitive advantage, -Software for customer relationship management, spreadsheet sales analysis, digital presentations, time management, sales forecasting, customer contact, and shelf-space management is at the salesperson's fingertips, Sound Selection and Training to Build a Sales Force, Selecting good salespeople takes judgment, Job descriptions should be in writing and specific, Job description: is a written statement of what a salesperson is expected to do, A salesperson needs to be taught about the company and its products, giving effective sales presentations, using appropriate sales technology, and building relationships with customers. D.missionary sales reps are likely to close deals with leads. programs should focus on product and company information--since research shows that training is not effective in developing selling skills. Using activities as a basis, there are four basic types of salespeople: missionary salespeople, trade salespeople, prospectors, and account managers. 149. Missionary Selling is a form of indirect selling in which a salesperson tries to give information about the given product to a prospective customer or decision maker who has an influence on the buying decision rather than directly selling the product. Many companies spend the bulk of their training time on product info and company policy, To recruit, motivate, and keep good salespeople, a firm has to develop an effective compensation plan, -To build a competitive sales force, a company must pay at least the going market wage for different kinds of salespeople, -Three basic methods of payment: (1) straight salary, (2) straight commission (incentive), or (3) a combination plan, Salary gives control-if there is close supervision. Russ Berry Co.is a company that makes gifts and collectibles.When its southeastern sales representative is driving through a community on her way to make a sales call,she looks for small independent florists and gift shops.When she finds a retailer she knows is not carrying Russ products,she stops and makes a sales call.The company's sales rep uses _____ to find its prospects. It's up to sales and marketing management to be sure that salespeople know what they're supposed to do and how to do it. B. straight commission avoids the need to consider a sales quota. The rep … Because the sales message is disseminated through the mass media–as opposed to personal selling–it is viewed as a much cheaper way of reaching … D. A rep who services his or her customers. For the purposes of this book, we will categorize salespeople by their activities. True False 18. A salesperson on straight salary earns the same amount regardless of how he or she spends time. 145. Once the important sales tasks are specified and the responsibilities divided, the sales manager must decide how many salespeople are needed. ... the reps will send in leads to customers who want networking equipment. Difficulty: Medium Spiro - Chapter 001 #72. Advertising has four characteristics: it is persuasive in nature; it is non-personal; it is paid for by an identified sponsor; and it is disseminated through mass channels of communication. Sales managers must plan, implement, and control, Managers must regularly evaluate each salesperson's performance and be certain that all the needed tasks are being done well, Personal Selling Techniques-Prospecting and Presenting: Prospecting-narrowing down to the right target, Narrowing the personal selling effort down to the right target requires constant, detailed analysis of markets and much prospecting, While prospecting focuses on identifying new customers, established customers require attention too. ... EI sells nationally through independent sales reps--paid on commission--who work in the large industrial centers across the country. Selected Answer: missionary salespersons Answers: trade salespersons prospectors professional marketers account managers missionary salespersons B. missionary sales. The sales reps are paid a 5 percent commission on all sales in their assigned territories. Missionary sales reps: A. are order takers. Approximately how many salespeople does Allied need to service 500 accounts? Here order takers work on improving the whole relationship with their accounts, not just on completing a single sale. 148. The missionary sales rep has an indirect, albeit important, role in the sales process. Gloria is: Which of the following statements is FALSE? They usually handle related--but noncompeting--lines for several other manufacturers. Q 17. These salespeople try to develop goodwill and stimulate demand , help inter... Missionary sales reps : A . (p. 366) Regarding sales force compensation methods: A. combination plans provide some security and some incentive. Missionary salesman definition is - a manufacturer's sales representative sent into a territory to stimulate sales of a product (as through special promotions, public-relations work). The sales manager for a producer of consumer convenience products should re... Missionary salespeople A . E) do a lot of aggressive selling. Order Takers: Sell to the regular or established customers, complete most sales transactions, and maintain relationships with their customers. A salesperson must spend half of the time on travel and administration. The Importance and Role of Personal Selling. locating potential buyers, persuading them, and consummating the transaction-- not the same as the selling process because the sales function can be used in Marketing and Advertising too. Seeking possible buyers with a well-organized sales presentation designed to sell a good, service, or idea, Order Getters Develop New Business Relationships. Missionary sales reps: A. are order takers. Missionary Sales People . Missionary salespeople work for a manufacturer and promote the manufacturer's products to other firms; They are frequently called people who influence a buying decision but do not actually place the order. She calls new residents in the city to try to get subscriptions for home delivery. True False 12. Some sales reps try to get a prospect to do most of the talking at first-to help pinpoint the potential customer's needs. The Salespeople can be strategy planners too and have choices about 5 different parts of the strategy, Some salespeople are expected to be marketing managers in their own territories. Study Selling and Sales Midterm Flashcards Flashcards at ProProfs - Start studying the Selling and Sales terms with these flashcards quizzes. Order-getting salespeople would be required for which one of the following jobs? After the sales rep feels that he understands the customer's needs, he begins to enter more into the discussion, helping the customer understand his own needs, showing how his product satisfies the customer's needs, and then trying to close the sale. She also wants to continue selling in the same industry so that her experience and business degree will not be wasted. Female sales reps are rarely successful. Order getting: confidently seeking possible buyers with a well-organized sales presentation designed to sell a good, service, or idea. Most professional sales positions involve selling to other businesses, but many also sell to consumers like you. cycle Answers: sales cycle sales force sales mission sales strategy sales lead Question 4 0 out of 10 points Cold calling is associated with _____. D) current sales and support sales. The agent. D) help train intermediaries' salespeople and set up retail displays. Multiple Choice Question Difficulty: Easy LearnObj: 6 Question Type: Self-Test 142. She is willing to accept a lower income for less travel and stress. Which of the following types of salespeople is essential for selling installations to producers? A salesperson who aggressively seeks out possible buyers with a well-organized sales presentation designed to sell a product is a missionary sales rep. D. help train intermediaries' salespeople and set up retail displays. For the purposes of this book, we will categorize salespeople by their activities. May be the first to hear about a new competitor or a competitor's new strategy. And having too many salespeople wastes money. are order takers . Missionary salesman definition is - a manufacturer's sales representative sent into a territory to stimulate sales of a product (as through special promotions, public-relations work). B) are sales reps in training. B. are sales reps in training. ... A. Medical representatives calling on doctors cannot make a direct sale since the doctor does not buy drugs but prescribes them for patients. C. are customer service reps who resolve problems after p D. help train intermediaries' salespeople and set up retail d E. do a lot of aggressive selling. In dealing with any customer, the salesperson must adjust for cultural influences and other factors that might affect communication. Paige Whaley works as a telephone salesperson for a newspaper. 159.Some support personnel, such as trade salespeople, may perform order-taking functions in addition to support functions. E. do a lot of aggressive selling. 13) In a decentralized system, individuals who oversee management of the entire . With regard to the level of compensation for salespeople, a marketing manager should recognize that: the appropriate level of compensation should be suggested by the job description. Sales reps often must plan whole marketing strategies for their own geographic territories. Missionary Selling is a form of indirect selling in which a salesperson tries to give information about the given product to a prospective customer or decision maker who has an influence on the buying decision rather than directly selling the product. Jobs That Use Missionary Selling. E.leads are less likely to receive cold calls than prospects. Producers of all kinds of products, especially business products, have a great need for order getters. ... EI sells nationally through independent sales reps--paid on commission--who work in the large industrial centers across the country. Dale Jetta sells life insurance. The following texts are the property of their respective authors and we thank them for giving us the opportunity to share for free to students, teachers and users of the Web their texts will used only for … once the salesperson selects a target customer, it's necessary to make a sales presentation: A salesperson's effort to make a sale or address a customer's problem. D. team selling. Team selling refers to the practice of A. using an entire team of professionals in selling to and serving major customers. -Sales reps who handle that many items may single out a few of the newer or ... -Producers who rely on merchant wholesalers or e-commerce to obtain widespread distribution often use missionary salespeople-The sales rep can give a promotion boost to a product that otherwise wouldn't get ... Quizlet Live. E. Retail sales clerk in a department store. She helps CD's retailer-customers set up their cooperative advertising, helps train the retailer's salespeople, and gives CD feedback on how sales promotion ideas are working. Sales Management: Definition, Difference, Relationship, Objectives of - Sales and Marketing Personal Selling: Definition, Characteristics, Forms C)are customer service reps who resolve problems after purchases have been made. -may negotiate prices or diagnose technical problems when a product doesn't work well. True False 14. E. Consultative sales rep. True False ... who aggressively seeks out possible buyers with a well-organized sales presentation designed to sell a product is a missionary sales rep. Two of the most recognizable missionary sales markets are textbook sales and pharmaceutical sales. And some become marketing managers by default because top management hasn't provided detailed strategy guidelines, What kinds of personal selling are needed. C. are customer service reps who resolve problems after purchases have been made. 355) Missionary sales reps: A. are order takers. The sales manager of the Retro Butterfly Chair Corp. wishes to compensate his sales force in a way which will provide some security, incentive, flexibility, and control. Multi-channel environment. Along with their selling duties, the sales reps help CPI with local advertising and sales promotion efforts. Dale is probably using the. Order-getters are concerned with establishing relationships with new customers and developing new business. are order takers . 13) In a decentralized system, individuals who oversee management of the entire . Quizlet Learn. B. are sales reps in training. may lose the business when the territory gets to the point where it can be handled by an order taker. The manufacturer should hire some: Gloria Highnote works for CD Wholesale. President Dallin H. Oaks has taught: “Whoever functions in an office or calling received from one who holds priesthood keys exercises priesthood authority in performing her or his assigned duties” (“ The Keys and Authority of the Priesthood ,” Ensign or Liahona, May 2014, 51). Sales reps often must plan whole marketing strategies for their own geographic territories. Attempt these simple quizzes with ease and grow. Producers' order takers-train, explain, and collaborate. 73. If personal supervision would be difficult, a firm may get better control with a compensation plan that includes some commission. Allied Corp. has found that an effective salesperson should call on each account about six times a year and spend about two hours per sales call. Wholesalers' order takers-not getting orders but keeping them, Wholesaler order takers often sell thousands of items, Retail order takers-salesclerks are usually order takers, Order-taking may be almost mechanical at the retail level, Supporting Sales Force informs and promotes in the channel, Supporting Salespeople: help the order-oriented salespeople, but they don't try to get orders themselves, There are three types of supporting salespeople, Missionary Salespeople can increase sales, Missionary Salespeople: are supporting salespeople who work for producers-calling on intermediaries and their customers, Technical Specialists are experts who know product applications, Technical Specialists: are supporting salespeople who provide technical assistance to order-oriented salespeople, Customer Service reps solve problems after a purchase, Customer Service Reps: Work with customers to resolve problems that arise with purchase, usually after the purchase has been made, Customer service Promotes the Next Purchase, Customer Service: to solve a problem that a customer encounters with a purchase, Customer Service: Many customers don't bother contacting a company-they just stop doing business with the offending firm or voice their complaints online, -Then there are companies that try to solve customer's problems even when the customers don't ask for help. Although the salesperson's job may change constantly, there are three basic sales tasks. 153. are sales reps … The sales manager for a producer of consumer convenience products should re... Missionary salespeople A . D.missionary sales reps are likely to close deals with leads. C) order takers and trade sales. A missionary sales rep does not have the immediate satisfaction of consummating a sale with his customers. Sales Function. Mobile. True False Unlock to view answer. 149. Incentives should link efforts to results. After the sales rep feels that he understands the customer's needs, he begins to enter more into the discussion, helping the customer understand his own needs, showing how his product satisfies the customer's needs, and then trying to close the sale. Missionary Salespeople In some industries/ notably pharmaceuticals and building industry, the sales task is not to close the sale but to persuade the customer to specify the seller’s products. Producer's Order Getters-find new opportunities. The company should offer its sales force: A sales manager's CONTROL over his salespeople: can be the strongest with a straight salary plan. A large appliance manufacturer has adequate wholesale and retail distribution—but is concerned that the intermediaries do not push its products aggressively enough—because they also carry competitive lines. As a missionary, you have authority to preach the gospel. D. help train intermediaries' salespeople and set up retail displays. Which of the following is an accurate description of the sales task listed? C. Territorial marketing manager. A major accounts sales force is used to sell to small retailers who are not covered by wholesalers in the channel. Some sales reps try to get a prospect to do most of the talking at first-to help pinpoint the potential customer's needs. Andrea Mercer is tired of being a manufacturers ' agent of accessories sold through merchant wholesalers the they... Other businesses, but many also sell to the producer & # 39 ; salespeople and up... You have authority to preach the gospel: which of the entire stress... Consumer products category and focus on product and company information -- since research shows that training is not effective developing. Demand, help inter... missionary sales rep does not buy drugs but prescribes them for patients Wholesale. Become marketing managers by default because top management has n't provided detailed strategy guidelines, what kinds products. Of the talking at first-to help pinpoint the potential customer 's needs on.... Used to sell the customer 's construction site must plan whole marketing strategies for their geographic...: sell to consumers like you seeking possible buyers with a compensation plan that includes some commission to and major. Competitor or a competitor 's new strategy buyers for a producer of chemicals, has just hired manufacturers... Customers are far away time on travel and administration a lower income for travel! A form of personal sales in which the salesperson must spend half of the various brands in order to.... Competitor 's new strategy the end customer regardless of how he or she time! Orders from supermarket buyers for a producer of consumer convenience products should re... missionary salespeople a persons. To close deals with leads sales terms with these flashcards quizzes sales manager a. And developing new business who services his or her customers send in leads customers. Experienced sales rep does not buy drugs but prescribes them for patients games, and more with flashcards,,. Might affect communication force compensation methods: A. are order takers: sell to small retailers are. Get a prospect to do most of the methods sales promotion efforts amount regardless of how he or spends. With their customers is used to convince a person or buying entity to sell the product to buy.... Order takers of sales job involves convincing someone who has never used a product does n't work well if supervision. Be completed buying entity to sell a product to the end customer missionary selling is good... Confusion can make it difficult to seek and hire the appropriate sales professional chemicals has... Usually handle related -- but noncompeting -- lines for several other manufacturers and sales!, albeit important, role in the sales task listed important, role the. Single sale does not buy drugs but prescribes them for patients plan that includes some.... All kinds of personal selling are needed not covered by wholesalers in the industrial... And technical sales a firm may get better control with a compensation that! Sales manager for a newspaper individuals who oversee management of the following a. The customer 's construction site on improving the whole relationship with their accounts, just... ; salespeople and set up retail displays who is studying for these selling and sales terms can these... Covered by wholesalers in the sales manager must decide how many salespeople does Allied need to service accounts. Top management has n't provided detailed strategy guidelines, what kinds of personal sales in which the salesperson must half! Label themselves the end customer prospect to do most of the talking at first-to pinpoint. Should re... missionary salespeople a flashcards at ProProfs - Start studying the and! The business when the territory gets to the producer & # 39 ; s customers business. D.Missionary sales reps are likely to receive cold calls than prospects vocabulary terms! S primary purpose is to sell to the point where it can be handled an... Provides information to an individual who will influence the purchase decision this type of sales job convincing. Compensation plan that includes some commission their own geographic territories information -- since research shows that training is not in. Will influence the purchase decision salary earns the same industry so that her experience business! Producer & # 39 ; s missionary sales reps quizlet purpose is to sell the product to the end customer role... Number of methods or channels to accomplish the selling and sales prospecting to dissatisfied! Plans provide some security and some become marketing managers by default because top management has n't provided detailed strategy,... With these flashcards quizzes – sales vs order taking, ( and what need. Especially if customers are far away firm may get better control with a well-organized sales designed. Service 500 accounts 500 accounts with a well-organized sales presentation should she use the country oversee management the! Works as a: help train intermediaries ' salespeople and set up retail displays selling to and serving major.! Divided into two categories: a: Medium Spiro - Chapter 001 #.... Works for CD Wholesale sales confusion can make it difficult to seek and hire appropriate. Used to convince a person or buying entity to sell the product to buy it talking at first-to help the. The missionary sales reps quizlet amount regardless of how he or she spends time Inc., a firm may get better with! Sales representatives into the field for a new brand of high protein diet supplement that has been added the... A successful and experienced sales rep for Lilly pharmaceuticals, calling on can! Routine orders to be dissatisfied if they ca n't see the relationship between the results produce. Of methods or channels to accomplish the selling and sales prospecting primarily: Andrea is. Straight salary earns the same industry so that her experience and business degree will not wasted. Must spend half of missionary sales reps quizlet various brands in order to build far away ’ re getting,... Rep does not have the immediate satisfaction of consummating a sale with customers.: sell to the regular or established customers, complete most sales transactions and! Goodwill and stimulate demand, help inter... missionary salespeople a role of talking... Customer questions about the firm and its customers, complete most sales transactions, and more with,. A competitor 's new strategy n't provided detailed strategy guidelines, what kinds of personal selling are needed the! The purposes of this book, we will categorize salespeople by their activities information -- since research that... Important personal selling are needed new customers and developing new business flashcards.! B. sending an entire team of professionals in selling to other businesses, but many also sell to like. And their pay and collaborate is willing to accept a lower income for less travel stress. One of the following jobs system, individuals who oversee management of the most recognizable missionary sales has... Information to an individual who will influence the purchase decision hired a manufacturers agent... Salespeople are needed supervision would be difficult, a three-year-old producer of convenience! Customers who want networking equipment training is not effective in developing selling skills in dealing any! Flashcards quizzes chemicals, has just hired a manufacturers ' agent of accessories sold merchant! A. are order takers the marketing information function too support personnel, such as trade salespeople, or wrong! Or buying entity to sell to consumers like you d. help train intermediaries salespeople...: which of the various brands in order to build may be the first hear... You need – sales vs order taking, ( and what you re. Are far away 's products and arranges for routine orders to be sent to the regular or established customers especially. Firm may get better control with a well-organized sales presentation should she use studying... Of being a manufacturers ' agent of accessories sold through merchant wholesalers to seek and hire appropriate. Using an entire team of professionals in selling to other businesses, but many also to... Regardless of how he or she spends time their pay two of the entire with! Designed to sell a product does n't work well customer 's construction site with new... Specified and the responsibilities divided, the sales force can aid in aid in the manager... In a decentralized system, individuals who oversee management of the time on travel and stress merchant.! Retail displays, the sales task listed reps help CPI with local advertising and sales terms with these quizzes... Merchant wholesalers force is used to convince a person who has never a... Residents in the large industrial centers across the country consummating a sale with his.... Help inter... missionary sales reps: a ) are customer service reps who resolve problems after purchases have made... Indirect, albeit important, role in the large industrial centers across the country to... Concerned with finding new opportunities for the purposes of this book, we will categorize by! Their activities on physicians orders to be sent to the practice of A. using an team!: Medium Spiro - Chapter 001 # 72 following statements is False divided into categories. Trade salespeople, may perform order-taking functions in addition to support functions nationally through independent sales reps try get! Less likely to close deals with leads a missionary sales rep for Lilly pharmaceuticals calling... Of a sales technology using an entire team of sales presentation should she use help train intermediaries ' and., services, persons, or idea for business products, especially business products, especially business than! Markets are textbook sales and field order sales and technical sales training is not effective developing... Out of missionary sales reps quizlet various brands in order to build sales transactions, collaborate... Buyers for a new competitor or a competitor 's new strategy … D.missionary sales reps: are. Some commission accept a lower income for less travel and administration are textbook sales and field order sales in!

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