SAP CRM 渠道管理解决方案

3. SAP䂯拢丰䚕屲⑂㡈㫗㒟┮㫗√ 4. SAP䂯拢丰䚕屲⑂㡈㫗ↆ⋋冋承 5. 桽欧✛⥭䷣
© SAP 2008 / Page 2
confidential
ᐂࡽᙼⱘӕϮ䖜৥៤ࡳⱘ䰊ẃ
SAPˈϪ⬠500ᔎ㚠ৢⱘㅵ⧚໻Ꮬ
SAP݀ৌ៤ゟѢ1972ᑈˈᘏ䚼ԡѢᖋ೑≗ᇨ໮໿Ꮦˈᰃܼ⧗᳔໻ ⱘӕϮㅵ⧚੠णৠ࣪ଚࡵ㾷‫އ‬ᮍḜկᑨଚǃܼ⧗㄀ϝ໻⣀ゟ䕃ӊ կᑨଚDŽⳂࠡˈ೼ܼ⧗᳝120໮Ͼ೑ᆊⱘ䍙䖛24,450ᆊ⫼᠋ℷ೼ 䖤㸠ⴔ84,000໮༫SAP䕃ӊDŽ䋶ᆠ500ᔎ80%ҹϞⱘӕϮ䛑ℷ೼Ң SAPⱘㅵ⧚ᮍḜЁ㦋ⲞDŽSAP೼ܼ⧗50໮Ͼ೑ᆊᢹ᳝ߚᬃᴎᵘˈᑊ ೼໮ᆊ䆕ࠌѸᯧ᠔ϞᏖˈࣙᣀ⊩݄‫生ܟ‬੠㒑㑺䆕Ѹ᠔DŽ
© SAP 2008 / Page 8
℡┷₼㉒
䂯拢丰䚕
幎桽㲰㆞
⒕㨟
confidential
ⅴ⸱㓆⃉㫇㉒䤓←₩
䴶৥ᅶ᠋ⱘϮࡵ⌕⿟䎼䍞ᭈϾӕϮⱘࠡৢৄϮࡵ
⌕⿟ᠽሩ㟇...
䳔∖䅵ߦ
…ᴹֱ䆕կᑨৃҹ⒵䎇⫳៤ⱘ䳔∖
䋶ࡵ
…ᴹ䅵ߦ乘ㅫᑊֱᣕᇍᓔᬃⱘ䗑䏾
…
ᴎӮ
㧹䫔
“ࠡッ” ⌏ࡼ
᡹Ӌ 䅶ऩ
⌕⿟ᠽሩ㟇..
կᑨ䫒
SAP ϮࡵӭԈ
Ёゟ ϾҎ੠㒘㒛 Ѹঝᑨ⫼ ᓔᬒᶊᵘ Փ⫼Ⳍ݇Ϯࡵὖᗉ䲚៤
䲛ਬ ؎ᴗҎ կᑨଚ ଚϮ㒘㒛
confidential
₩┰↨⇃␂侊
₳₹₩┰↨⇃梃␂侊䤓㢯⺓ ₩┰⚗⇫↨⇃␂侊䤓㢅梃棟Ⓟ
㒘㒛
␂侊⻭㊶
√⷟:
勣侊ⅉ␂侊: 扟䞷┮厌✛䟄幬⚆䪐⻭㊶⦷⇫⃉₩┰ ↨⇃䤓兓兖㧉㨓✛₹ⅉ梃ㆉ䵚怆䤓勣 侊
㞾㖐㿐䲚: 㦜┰丰䚕, ⒕㨟
枏➽ⅲ嫷
confidential
䥽㇤
1. SAP⏻⚇丏⅚♙SAP CRM 2. SAP䂯拢丰䚕屲⑂㡈㫗㰑承
1) 兞枏⟕丰䚕 2) 枏➽帰⒡✛欓㿚 3) ⟕₩≒枏丰䚕(TPM) 4) 桷㓆幎桽 5) ⟕┰㤉厌
3. SAP䂯拢丰䚕屲⑂㡈㫗㒟┮㫗√ 4. SAP䂯拢丰䚕屲⑂㡈㫗ↆ⋋冋承 5. 桽欧✛⥭䷣
SAP ѻક⫳ੑ਼ᳳㅵ⧚
SAP Allin-One
SAP Business One
SAP ӕϮ䮼᠋ SAP Џ᭄᥂ㅵ⧚
© SAP 2008 / Page 5
SAP ଚࡵᱎ㛑 SAP 鼠ࡼ෎⸔ᶊᵘ
SAP Ѹᯧ෎⸔ᶊᵘ SAP 㔥㒰ᑨ⫼᳡ࡵ఼
confidential
SAP ⟕┰⯦ↅ
© SAP 2008 / Page 18
confidential
梃㘴₩┰䂯拢兢㨓
ક⠠ㅵ⧚㗙
ߚ䫔ǃᡍথ
䳊ଂଚ
© SAP 2008 / Page 19
㒣䫔ଚ
Ѹᯧଚ
㋏㒳䲚៤ଚ
ҷ⧚
㒣䫔ଚ
㒜ッᅶ᠋
confidential
SAP ₩┰↨⇃᧶㫇㉒㞾㪀
ᅶ᠋
ϮࡵӭԈ㒧ᵘ
ᡓࣙଚ
䆒䅵Ꮬ
䳊ଂଚ
؎ࡵҎ
© SAP 2008 / Page 20
SAP CRM 2007 䂯拢丰䚕屲⑂㡈㫗
——┸┪䀆⺣扗⚠㒟┮
㻹䞫, CRM侊兮㩅㨓゗ ㆯ洔, CRM侊兮㩅㨓゗ 幇⧳, CRM侊兮㩅㨓゗ 2008㄃9㦗10㡴
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䥽㇤
1. SAP⏻⚇丏⅚♙SAP CRM 2. SAP䂯拢丰䚕屲⑂㡈㫗㰑承
1) 兞枏⟕丰䚕 2) 枏➽帰⒡✛欓㿚 3) ⟕₩≒枏丰䚕(TPM) 4) 桷㓆幎桽 5) ⟕┰㤉厌
confidential
SAP CRM 䤓♠⻤☕䲚
屲⑂㡈㫗
“㦏∂₩┰⸭悄”
SAP CRM 2007 SAP CRM 5.1/5.2
ₚ₏ⅲ
←₩⯦ↅ
SAP CRM 5.0
SAP CRM 4.0
浧♾䞷䓗♠を: 㼨㕘㧝, ◰⮺歮❐
䳂㷴㒟栎: 浧槁㾐, 初厌才
SAP 3.0 SDP
㡸㦮䤓∎䞷劔: ㅆ⻋㫋㕘, 丼䓛, ⠫┪ …
© SAP 2008 / Page 24
confidential
SAP CRM 䤓屲⑂㡈㫗᧩䂯拢丰䚕
⏴䘧ㅵ⧚
㔎Уৠ⏴䘧ⱘणৠˈ೼⏴䘧䫔ଂ੠⏴䘧ᑧᄬঞणৠ乘⌟ᮍ䴶᳝ᕙᬍ୘ Ⳃࠡᇮ᳾ᇍᅶ᠋䖯㸠㒚ߚঞܼ䴶ⱘᅶ᠋⫳ੑ਼ᳳㅵ⧚ ⏴䘧⠽⌕ᠻ㸠ᮍ䴶᳝ᕙᬍ୘˄ᅶ᠋Ⳉথǃ⠽⌕䎳䏾ঞ㸹䋻䅵ߦ˅
⏴䘧䴭ᗕֵᙃ
ৡ鹵 ഄഔ 㘨㋏ᮍᓣ
ֱऩֵᙃ 㔈䌍ֵᙃ
Ꮦഎ㧹䫔ሲᗻ ᠔ሲ䫔ଂᴎᵘ ᅶ᠋㉏߿ ᅶ᠋㒘 ᅶ᠋ӋḐ㒘 Ҭℒᮍᓣ
䋺ऩֵᙃ ……
⏴䘧ࡼᗕֵᙃ ℳ℡☕⚁ ≰䞷≰㋾
枏➽兎侱 枏➽㧉↩
ゑ⧉㿊┷♜気 䟄⷟⟕┰≰㋾
ℳ℡₼㉒帿㇤ ……
confidential
SAP CRM ⏴䘧ㅵ⧚
SAP CRM ⏴䘧ㅵ⧚ᇚSAPⱘḌᖗࡳ㛑˖⬉ᄤଚࡵǃӴ㒳CRM੠PRMᕜ དⱘणৠ䍋ᴹˈᔶ៤ϔϾᅠᭈⱘ⏴䘧㾷‫އ‬ᮍḜDŽ
© SAP 2008 / Page 3
confidential
SAP⦷₼⦌
Ё೑Ꮦഎ㒱ᇍⱘ乚ᇐ㗙
SAPᮽ೼ܿकᑈҷህᓔྟৠЁ೑ⱘ೑㧹ӕϮড়԰ˈᑊপᕫњ៤ࡳ㒣偠DŽ1995ᑈ೼ ࣫Ҁℷᓣ៤ゟSAPЁ೑݀ৌˈᑊ䰚㓁ᓎゟњϞ⍋ǃᑓᎲǃ໻䖲ߚ݀ৌDŽ10ᑈ䯈ˈ SAPᴀⴔᇚ೑䰙‫ܜ‬䖯ⱘㅵ⧚ⶹ䆚ৠЁ೑ᅲ䰙Ⳍ㒧ড়ⱘᅫᮼˈ‫ߚܙ‬⒵䎇њЁ೑ӕϮ 䗑∖ㅵ⧚ব䴽ⱘ㽕∖DŽSAPҹֵᙃᡔᴃЎḌᖗϡᮁ᥼ߎ䗖ᑨӕϮㅵ⧚䳔∖੠ヺড় ӕϮ㸠Ϯ⡍⚍ⱘଚࡵ㾷‫އ‬ᮍḜˈᑊ∛ৠড়԰ӭԈᐂࡽЁ೑ӕϮ䖯㸠ㅵ⧚ᬍ䴽ˈ ๲ᔎゲѝ࡯DŽ԰ЎЁ೑ERPᏖഎⱘ㒱ᇍ乚ᇐ㗙ˈSAPⱘᏖഎӑ乱Ꮖ㒣䖒ࠄ30ˁˈ ᑈᑺϮ㒽ҹ50ˁҹϞⱘ䗳ᑺ䗦๲DŽ
䫔ଂ๲䭓
SAP PLM
ᮄѻકⷨথǃ䋼䞣
Џ᭄᥂
(BOM)
SAP ERP
SAP SRM
䞛䌁䅶ऩ ⫳ѻ䅶ऩ 䫔ଂ䅶ऩ
໘⧚
໘⧚
໘⧚
SAP CRM
䋶ࡵㅵ⧚ Ҏ࡯䌘⑤ㅵ⧚ 䲚ಶ៬⬹ㅵ⧚
© SAP 2008 / Page 6
䰡Ԣ៤ᴀ 㓽ⷁѸ䋻ᳳ
SAP SCM
䅵ߦ˄APO˅Ϣणৠ
SAP NetWeaver
confidential
confidential
SAP CRM ⏴䘧ㅵ⧚ὖ㾜
SAP CRM ⃉⏻⚇㙟∪₏₹ ㄂♿㧴丰䚕⚗⇫↨⇃␂侊᧨∎䂯拢⚗⇫↨⇃㦃㦘㟗⦿枏➽ℶ ❐——⅝力ℶ䞮㦃⮩㧴呹梃㘴䂯拢䤓Ⓒ䀵ᇭ
ড়԰ӭԈㅵ⧚& ߚᵤ
⏴䘧Ꮦഎ
⏴䘧 㒣⧚
⏴䘧䫔ଂ
⏴䘧᳡ࡵ
⏴䘧ଚࡵ
ӭԈ䮼᠋ ⏴䘧ㅵ⧚䮼᠋
ᅶ᠋
ড়԰ӭԈ
confidential
₩䟛㦏⃉ㄎ㽪䤓ℶ❐⯦ↅ
SAP 㸠Ϯ㾷‫އ‬ᮍḜ 㸠Ϯ⡍⅞ᑨ⫼
⷇⊍໽✊⇨㸠Ϯ 催里ᡔ
ড়㧹ӕϮӮ䅵 ѻકߚ៤Ӯ䅵
ᖿ䗳⍜䌍ક …
... ...
SAP xApps
SAP xApps䌘⑤੠⿟ᑣ ㅵ⧚
SAP xAppsѻકᅮН SAP xApps㒘ড় ...
扭㘴⅝䀗忈劔㘴♦ㄎ⛙᧨䀗忈✛⟕₩≒枏ⅴ♙ㄦ␔枏➽㓶嫛䤓⸛㠃㿐䲚
❐䓛 丰䚕 䥽㇤ 丰䚕 TPM & ⸱㓆 丰䚕 榅➽ 㓶嫛
䀗忈劔
❐䓛丰䚕
伊⨚丰䚕
⟕₩≒枏 & ⸱㓆丰䚕
榅➽㓶嫛
䀗忈劔
䀗忈劔展⦍
4₹P
⒕㨟✛欓並
◞庒劔㡴☕
帰⒡ℚↅ
扪徶✛㓶嫛
ゑ⧉嚴枏
© SAP 2008 / Page 17
䥽㇤丰䚕
㋊捷帰⒡
⸱㓆丰䚕
© SAP 2008 / Page 13
confidential
㠿梊
© SAP 2008 / Page 14
confidential
屑⹮
䥽ⓜ᧨⹅䟄扭析⦷₏兎⩝ゑ䤓↌欬め兞怔 扖80%ᇭ⦷ℛ兎⩝ゑ䤓↌欬㙟◖⃮㈗ ㉺᧨欓帰2010㄃⺕才Ⓙ60%ⅴₙᇭ
恷怙↯兮䂯拢㷲⦷㉺抮忿⚠㆞㈽᧨⮶ 扭析“㡯冬椨尕䥥”㢅ⅲ㷲⦷Ⓙ㧴ᇭ
© SAP 2008 / Page 12
confidential
䥽㇤
1. SAP⏻⚇丏⅚♙SAP CRM 2. SAP䂯拢丰䚕屲⑂㡈㫗㰑承
1) 兞枏⟕丰䚕 2) 枏➽帰⒡✛欓㿚 3) ⟕₩≒枏丰䚕(TPM) 4) 桷㓆幎桽 5) ⟕┰㤉厌
3. SAP䂯拢丰䚕屲⑂㡈㫗㒟┮㫗√ 4. SAP䂯拢丰䚕屲⑂㡈㫗ↆ⋋冋承 5. 桽欧✛⥭䷣
♉⌏
ࣙᣀᠬㅵǃᅲᮑҹঞ⏋ড়ⱘ 䚼㕆ㄪ⬹
䗖ᑨᗻ
䗖ᑨϡৠᅶ᠋ⱘϮࡵ䳔∖
ᠽሩᗻ
ᵘᓎ೼Ϯ‫ݙ‬乚‫ܜ‬ԧ㋏ᵘᶊϞ ⱘৃᠽሩⱘᬃᣕӕϮ᳡ࡵⱘ 㾷‫އ‬ᮍḜ
᳔Ӭⱘ
෎Ѣ㸠Ϯ᳔Շᅲ䏉ⱘ᳔Ӭⱘ ࠡッᑨ⫼
ッࠄッ
⎉Ⲫ῾䌃Ꮦഎ㧹䫔ˈ䫔ଂ੠ ᳡ࡵঞܼ䴶ѸѦ⏴䘧ⱘ≑䔺 㸠Ϯ⡍᳝ⱘϮࡵ⌕⿟
© SAP 2008 / Page 11
㢾☑⟕㘶Ⓟ䂯拢᧨ 执㢾䂯拢㘶Ⓟ☑⟕᧻
© SAP 2008 / Page 15
con百度文库idential
䥽ⓜ槱⃃䤓怚╎✛㖠㒧
␂枽怚╎ ⏷䚒䩴⚜❐䓛䤓㓸ㆯ
⦷❐䓛⃚梃䵭℘ ❐䓛㉯幩ㄵₚ棜
SAP CRM 㘷┷₩┰懻♧, 抩扖 ❐䓛丰䚕
ⅴ䀗忈劔⃉₼㉒
怙㧴怙⮩䤓䀗忈劔榏㻑 㙟◖䀗忈劔㉯幩ㄵ ⥯⦿Ⓟ⸫㟈♧⸱㓆⃯㍾
㒧䟴⚗⇫↨⇃: 楏ぱ
© SAP 2008 / Page 10
2002
2003 2004 2005 2006 2007
㄃ㄵ
confidential
SAP CRM 䤓䔈䍈
ㅔऩ
♉⌏
ܼ䴶
ㅔऩ
ᯧѢՓ⫼ˈᖿ䗳䜡㕂䴲ᐌᆍ ᯧϞ᠟ᑊᦤ催⫼᠋Ꮉ԰ᬜ⥛
ᯧ⫼
෎ѢWEB⫼᠋⬠䴶䴲ᐌᯧ ѢՓ⫼
⏅ᑺ
䩜ᇍϧϮ⫼᠋ⱘᔎ໻CRM ࡳ㛑
The SAP CRM 屲⑂㡈㫗
© SAP 2008 / Page 7
嚴枏
欍⸱
䲊┷ ┭⏻
䟄⷟ ⟕┰
ℳ℡ ₼㉒
⚗⇫↨ ⇃䂯拢
㦜┰
枏➽
⒕㨟
䵾Ⓙ䵾䤓䔈⸩ 嫛₩䤓㿐䲚
SAP NetWeaver® 㞾㖐
confidential
嫛₩䘾⬒ 幎桽㲰㆞
⒕㨟
䂯拢丰䚕 ℡┷₼㉒ 䟄⷟⟕┰
⸛㠃䤓SAP CRM屲⑂㡈㫗
┮厌䤓⏷槱㊶
⬉ᄤଚࡵ
ᢧሩ⬉ᄤଚࡵᇍড়԰ӭԈⱘࡳ㛑
Ӵ㒳 CRM
ᢧሩ ᇍড়԰ӭԈⱘCRM 䫔ଂǃ᳡ࡵ੠
Ꮦഎࡳ㛑,ৠᯊ㛑㋻ᆚϢⳈ䫔໘⧚⌕⿟ Ⳍ䲚៤DŽ
PRM
೼ક⠠ᢹ᳝㗙੠ҪӀⱘ⏴䘧ড়԰ӭԈ䯈
䖯㸠㡃དⱘ݇㋏ㅵ⧚䖛⿟੠णৠDŽ
⬉ᄤଚࡵ
⏴䘧ㅵ⧚
Ӵ㒳 CRM
PRM
SAP CRM
© SAP 2008 / Page 23
SAP NetWeaver
SAP ଚࡵ༫ӊ
SAP ᬣ᥋ଚࡵ㾷‫އ‬ᮍḜ
SAP ӕϮ䌘⑤䅵ߦ SAP ӕϮ䮼᠋
SAP 䋶ࡵㅵ⧚
SAP ଚࡵᱎ㛑
SAP Ҏ࡯䌘⑤ㅵ⧚ SAP ଚϮᏖഎ
SAP ᅶ᠋݇㋏ㅵ⧚ SAP R/3 ӕϮ㾷‫އ‬ᮍḜ
SAP կᑨ䫒ㅵ⧚
SAP կᑨଚ݇㋏ㅵ⧚
㒘㒛 1 BASF AG
ᄤ݀ৌ
⒕⏻⚇: 㖘♑匰↌欬⦷₳₹₩┰↨⇃梃ㆉ䵚怆 ᄤ݀ৌ 䤓勣侊
㒘㒛 2 xy
ᑇ㑻
㒘㒛 3 yz
ϾҎ
ᰃㅵ⧚㗙
ᰃ䲛ਬ
ϾҎ 1
ᰃ㘨㋏Ҏ ϾҎ 2
ᰃ໿ྏ ϾҎ 3
© SAP 2008 / Page 21
confidential
㠃⚗᧶䂯拢360°䤓⏷㣾展⦍
© SAP 2008 / Page 22
confidential
SAP CRM ₼⦌捷⒕⸱㓆
ϔ≑໻ӫ ᅕ⊶⍋໽䲚ಶ㙵ӑ᳝䰤݀ৌ Ϟ⍋⬉ֵ䭓䗨䗮ֵџϮ䚼 ೑䗮⬉ֵ 生ᓎⳕᎹϮ䆒໛ᅝ㺙᳝䰤݀ৌ 催䴆⋕݀ৌ ༛⨲≑䔺 䞥‫ܝ‬㒌Ϯ Synopsys݀ৌ 䞡ᑚ⬉࡯݀ৌ ᮑ㗤ᖋ⬉⇨Ё೑ ⏙ढৠᮍ⬉㛥 㢣Ꮂ㔫᱂ᮃ䞥䪱Ϯ᳝䰤݀ৌ ಯ䗮Ꮉ᥻ Ϟ⍋ϝ㧅⬉ẃ Ჭ‫ֵܝ‬ᙃѻϮ᳝䰤݀ৌ ゟ䙺⍖᭭Ё೑᳝䰤݀ৌ 催ㄝᬭ㚆ߎ⠜力 䭓ජ⬉㛥 ᮄ༹➗⇨ 㘨ᛇ䲚ಶ 㖨呁⷇࣪ӕϮ˄ॺ䮼˅᳝䰤݀ৌ ᅛ䗮ᅶ䔺 䭓㱍䲚ಶ 㑶ศ⚳㤝˄䲚ಶ˅ Ё೑೑ᆊ⬉㔥ढ࣫⬉㔥݀ৌ Ё೑⷇࣪࣪Ꮉ䫔ଂ݀ৌ Sony Ё೑
…ᴹֱ䆕ᣝᳳѸ䋻
䋶ࡵ
…ᴹẔᶹֵ⫼᥻ࠊ
ࠊ䗴
…ᴹᣝ䜡㕂⫳ѻ
…
⌕⿟ᠽሩ㟇...
䳔∖䅵ߦ
…ᴹֱ䆕໛ӊⱘկᑨ
៤ᴀӮ䅵
…ᴹ䗑䏾߽⍺ঞ៤ᴀ
…
᳡ࡵ ᡩ䆝
Ѹ䋻 㒧ㅫ
⌕⿟ᠽሩ㟇..
⠽⌕ᠻ㸠
…ᴹᣝ䅵ߦѸҬ
䅵Ӌ㒧ㅫ
…ᴹᓔ心ঞᬊℒ
…
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SAP CRM㾷‫އ‬ᮍḜᬃᣕッࠄッⱘϮࡵ⌕⿟ ᑊᦤկ䎼ӕϮⱘ360° ⱘᅶ᠋ৃ㾕ᑺ
嚴枏
嚴枏忓䄟丰䚕
⸱㓆兕⒕₝⒦嫷丰䚕
嚴枏㿊┷丰䚕
忇㢢≒枏丰䚕
兎侱丰䚕
枏➽
枏➽屓⒡₝欓 㿚
⦿◉丰䚕
⸱㓆♙勣侊ⅉ
㧉↩丰䚕
㔴ↆ✛帱◤丰 䚕
⸩ↆ₝⚗⚛
⯥摠✛㙟㒟丰 䚕
㢅梃✛ぽ㡔忈
㦜┰
㦜┰帱◤丰䚕 㦜┰⚗⚛丰䚕 㔤幘✛抏徶 ␔捷冃≽
㫗√丰䚕 䘿㦘⸱㓆丰䚕 ≬≽丰䚕
忓䄟屓⒡
楕㒟←₩忓䄟屓⒡
㼮抩䂯拢䤓⏷槱㊶
䟄⷟⟕┰
CRM ⒕㨟 䀗忈劔㾭⹮┪ 嚴枏
㡴䥙㇉⮶䤓兞枏⟕⦿⇜
榅➽嫛₩䤓⏷䚒▥ 榅➽兞枏⟕抩扖⚗ㄅ✛㟅徼㧴噆
♥㡴䥙へ⦉䤓⦿⇜ 榅➽兞枏⟕⦷㹞₏₹ゑ⧉扪嫛㓸
ㆯ
⟕₩≒枏丰䚕 ⸱㓆丰䚕
© SAP 2008 / Page 16
confidential
⦷楕㒟䤓枏➽✛嚴枏 (ISM)₼䂯拢怆ℕ⑂⸩㊶䤓⇫䞷
SAP೼Ё೑ᢹ᳝ӫ໮ⱘড়԰ӭԈˈࣙᣀIBMǃHPǃSunǃ඗Ể૆ǃ↩मǃ߃᥋Ё೑ ǃᖋࢸǃ⑤䆃ǃ∝ᕫǃ催㓈ֵ䆮ǃ干Ꮂ᭄ⷕǃϰ䕃䕃ӊǃ∝᱂ǃ⏙ढ㋿‫ˈܝ‬ᮍ ℷ里ᡔǃᑓϰᮄⲯ䗮ǃᯢ෎䗤呓ㄝˈSAP೼ӫ໮ⱘ乍ⳂЁϢ䖭ѯӭԈᆚߛড়԰ˈ ᇚ‫ܜ‬䖯ⱘㅵ⧚⧚ᗉ੠ᮍ⊩䕀বЎߛᅲᐂࡽЁ೑ӕϮ៤ࡳⱘ⦄ᅲDŽ
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