Expert advice, tips, and sales training enablement content for today's leading sales and learning professionals.
Philadelphia, PA—July 20, 2015 — Richardson, a leading global sales training and effectiveness company, announced that it has been included on Selling Power’s 2015 list of the Top Sales Training Companies for the third consecutive year.
According to Selling Power magazine publisher and founder Gerhard Gschwandtner, sales training is a vital component of a high-performance sales organization. The list appears in the August issue of Selling Power magazine, which will be available to subscribers the first week of August. Richardson is a global sales performance company that helps leading organizations improve sales results.
In addition to Selling Power magazine, the leading periodical for sales managers and sales VPs since 1981, Selling Power Inc. produces the Sales Management Digest and Daily Boost of Positivity online newsletters, as well as a five-minute video series featuring interviews with top executives. Enter your email address to follow our blog and receive notifications of new posts by email.
Richardson is a leading sales training and sales effectiveness company with over 30 years of experience.
We are the “how” to the “what.” We are the only company that provides an emphasis on the skills necessary for your sales professionals to execute properly and enable them to succeed. The report researched the programs and initiatives that organizations are using for sales training and any patterns in how these organizations leverage external providers to assist in achieving performance goals. The mission of the Sales Excellence Review is to provide you and your teams with tips, insight, information, and best practices for improving your sales performance.
We posed the four questions in the slide to the right, and went about answering those questions with specific examples based on our ongoing research and work with sales training buyers and providers. We were delighted to have some very well-respected sales training providers attend the event—individual trainers as well as CEOs of larger firms. Of course, like smile sheets handed out at the end of a sales training class, praise like this is appreciated, but not a metric for the participants’ success. These companies and other companies were mentioned in the presentation: 3g Selling, Bay Group International, CustomerCentric Selling, Channel Enablers, Mercuri International, SEC Solutions, TeleSmart Communications, The Brooks Group, Miller Heiman, Richardson, Sandler, Corporate Visions, and Teneo Results.
Dave specializes in helping his clients win critical B2B sales opportunities as well as helping them hire the best sales talent. Add Your Comment (All comments are reviewed by moderator, no spam permitted!) Click here to cancel reply. Progressive companies are now using predictive analytics to deliver an optimal service experience before a customer calls to complain or responds to a survey. A well networked and results focused sales manager who possess proven marketing and leadership skills. Ensuring proper credit checks were completed on customers before products or services released to customers. Administration and data input duties to ensure that all records are kept up to date and accurate. Able to effectively communicate the benefits and value of a companies products or services to partners and potential customers. Excellent communications skills to build relationships with potential new customers and to reinforce ones with existing clients. Overseeing the recruitment of new sales and retail staff, as well as their training and induction. Sample Cover Letter for VP Corporate Strategy - Executive resume writer & former recruiter. As shown by this sample cover letter for a Vice President of Strategy, an elegant, yet powerful letter can make the difference in winning your next interview. My experience as an executive resume writer and former recruiter offers a wealth of insight into what employers want from top-level candidates. My clients experience OUTSTANDING results and increased confidence as a result of my services. I know the qualities that employers seek--and many executives miss--that can make or break a hiring decision. When you work with me, you get personalized service tailored to your needs from a Certified Executive Resume Writer and former recruiter. My high success rate comes from my unprecedented skill in creating compelling, keyword-rich documents, plus 20+ years in the hiring industry.
Contact An Expert Resume to find out how to win more interviews with my expert career marketing services. Fort Collins, Longmont, Littleton, Parker, Lakewood, Highlands Ranch, Indianapolis, and other locales. What are the key legal forms of business, and what implications does the choice of a business form have for organizational structure?
General Electric’s logo has changed little since its creation in the 1890s, but the company has grown to become the sixth largest in the United States. In February 2011, General Electric (GE) reached an agreement to acquire the well-support division of John Wood Group PLC for $2.8 billion.
While many executives would struggle to integrate three new companies into their firms, experts expected GE’s leaders to smoothly execute the transitions. In addition to the six product divisions, GE also had a division devoted to Global Growth & Operations. Finally, like many large companies, GE also provided some centralized services to support all its units. Growing concerns about the environmental effects of drilling, for example, made it likely that GE’s oil well services operations would need the help of GE’s public relations and legal departments in the future. In the context of business, execution refers to how well a firm such as GE implements the strategies that executives create for it. This content was accessible as of December 29, 2012, and it was downloaded then by Andy Schmitz in an effort to preserve the availability of this book.
PDF copies of this book were generated using Prince, a great tool for making PDFs out of HTML and CSS. For more information on the source of this book, or why it is available for free, please see the project's home page. DonorsChoose.org helps people like you help teachers fund their classroom projects, from art supplies to books to calculators. Now that youa€™ve developed a strategic plan for Notes-4-You, you need to organize your company so that it can implement your plan. Top managersThose at the top of the management hierarchy who are responsible for the health and performance of the organization. As the name implies, middle managersThose in the middle of the management hierarchy who report to top management and oversee the activities of first-line managers. First-line managersThose at the bottom of the management hierarchy who supervise employees and coordinate their activities.
Identifying the activities that need to be performed in order to achieve organizational goals. Breaking down these activities into tasks that can be performed by individuals or groups of employees. This twofold process of organizing activities into clusters of related tasks that can be handled by certain individuals or groups is called specializationProcess of organizing activities into clusters of related tasks that can be handled by specific individuals or groups..
The next step in designing an organizational structure is departmentalizationProcess of grouping specialized jobs into meaningful units.a€”grouping specialized jobs into meaningful units.
A functional organizationForm of business organization that groups together people who have comparable skills and perform similar tasks. Large companies often find it unruly to operate as one large unit under a functional organizational structure. If you had a question about a Johnson & Johnson product, youa€™d be directed to its consumer business customer division. Some companies prefer a customer divisionOrganizational structure that groups employees into customer-based business segments. If goods move through several steps during production, a company might opt for a process divisionOrganizational structure that groups people into operating units based on various stages in the production process. Geographical divisionOrganizational structure that groups people into divisions based on location. With these relationships in mind, you can now draw lines to denote reporting relationshipsPatterns of formal communication among members of an organization., or patterns of formal communication. Theoretically, you will communicate only with your four direct reports, but this isna€™t the way things normally work. Now leta€™s look at the chart of an organization that relies on a divisional structure based on goods or services produceda€”say, a theme park. Over time, companies revise their organizational structures to accommodate growth and changes in the external environment.
You can learn a lot about a firma€™s reporting and authority relationships by looking at its organization chart.
There are, however, conditions under which an organization and its employees can benefit by violating the unity-of-command principle.
Another thing to notice about a firma€™s chain of command is the number of layers between the top managerial position and the lowest managerial level. As a company grows, however, it tends to add more layers between the top and the bottom; that is, it gets taller. There are trade-offs between the advantages and disadvantages of flat and tall organizations. Whata€™s bettera€”a narrow span of control (with few direct reports) or a wide span of control (with many direct reports)?
Given the tendency toward flatter organizations and wider spans of control, how do managers handle increased workloads?
As owner of Notes-4-You, youa€™ll probably want to control every aspect of your business, especially during the start-up stage.
If and when your company expands (say, by offering note-taking services at other schools), youa€™ll have to decide whether most decisions should still be made by individuals at the top or delegated to lower-level employees. Leta€™s say that you favor decentralizing Notes-4-You some four or five years down the road, when the company has expanded.
Managers coordinate the activities identified in the planning process among individuals, departments, or other units and allocate the resources needed to perform them. Management must develop an organizational structure, or arrangement of people within the organization, that will best achieve company goals.
The process begins with specializationa€”dividing necessary tasks into jobs; the principle of grouping jobs into units is called departmentalization. An organizationa€™s structure is represented in an organization charta€”a diagram showing the interrelationships of its positions. This chart highlights the chain of command, or authority relationships among people working at different levels. Finally, identify a top-level management position that youa€™d like to attain later in your career. The Selling Power Top 20 Sales Training Companies list identifies leading companies that excel in helping sales leaders improve the performance of their sales teams. Jim brings over a decade experience to this position with Richardson, where he oversees all marketing and communications efforts for the organization including SEO, SEM, planning, public relations, advertising, lead nurturing, and brand strategy.


With you, we establish sales best practices, evaluate talent, build capability and consistency through world class training, and sustain necessary change. We want to help you understand what you need to know and what you need to do to be successful and meet your personal and company objectives.
Some of the participants have already begun to assess their situation, goals for building their practice, and the strategies to achieve those goals.
There is a short registration required, because ESR wants to be certain we have the name and email address of every sales training firm and sales trainer. We touched on numbers of subjects including hiring and selecting salespeople, virtual training, sales training buyer needs and mistakes sales trainers make when bidding for business.
Join this Mastery Webinar for leading-edge thinking and examples of "predictive customer service," including how signals from the Internet of Things can predict service failures and enable the organization to be proactive. Held May 17-19 in Denver, Colorado, this event will feature powerful keynote addresses, engaging workshops, and valuable networking all aimed at driving business success through customer insights and intelligence.
SCORE 2016 will feature powerful keynote addresses, engaging workshops, and valuable networking all aimed at driving business success through customer insights and intelligence. If you would like the fully editable MS Word versions of the CV templates below then you can purchase all of them for ONLY £5. Commercially aware and able to successfully lead and motivate sales teams to achieve maximum performance and results.
Job seekers may download and use these resumes for their own personal use to help them create their own CVs.
I enjoy collaborating with you to uncover your personal brand and capture your next executive or Board opportunity. This was GE’s third acquisition of a company that provides services to oil wells in only five months. In describing the acquisition of John Wood Group PLC, for example, one Wall Street analyst noted, “This is a nice bolt-on deal for GE.”Layne, R. This division was responsible for all sales of GE products and services outside the United States. These support areas included public relations, business development, legal, global research, human resources, and finance. This involves the creation and operation of both an appropriate organizational structure and an appropriate organizational control processes. See the license for more details, but that basically means you can share this book as long as you credit the author (but see below), don't make money from it, and do make it available to everyone else under the same terms.
However, the publisher has asked for the customary Creative Commons attribution to the original publisher, authors, title, and book URI to be removed. A manager engaged in organizingManagement process of allocating resources to achieve a companya€™s plans. Think of these layers as forming a pyramid like the one in Figure 6.3 "Levels of Management", with top managers occupying the narrow space at the peak, first-line managers the broad base, and middle-managers the levels in between. As president, you are, of course, a member of top management, and youa€™re responsible for the overall performance of your company.
As a middle manager, this individual focuses on implementing two of your objectives: producing high-quality notes and distributing them to customers in a timely manner.
In addition to increasing efficiency, for example, it results in jobs that are easier to learn.
Depending on the organization and the size of the work units, they may be called divisions, departments, or just plain groups. The structure is simple to understand and enables the staff to specialize in particular areas; everyone in the marketing group would probably have similar interests and expertise.
On the one hand, divisional structure usually enhances the ability to respond to changes in a firma€™s environment. Having decided that Notes-4-You will adopt a functional structure, you might create the organization chart shown in Figure 6.5 "Organization Chart for Notes-4-You".
Then fill in the level directly below your name with the names and positions of the people who work directly for youa€”your accounting, marketing, operations, and human resources managers. Behind every formal communication network there lies a network of informal communicationsa€”unofficial relationships among members of an organization. The top layers of this companya€™s organization chart might look like the one in Figure 6.6 "Organization Charts for Divisional Structures"(a). Ita€™s not uncommon, for example, for a firm to adopt a functional structure in its early years. To design new products, the company may create product teams made up of designers, marketers, and other specialists with expertise in particular sports categoriesa€”say, running shoes or basketball shoes.
As a rule, new organizations (such as Notes-4-You) have only a few layers of managementa€”an organizational structure thata€™s often called flat. Added layers of management can slow down communication and decision making, causing the organization to become less efficient and productive. Companies determine which trade-offs to make according to a principle called span of controlNumber of people reporting to a particular manager., which measures the number of people reporting to a particular manager. The answer to this question depends on a number of factors, including frequency and type of interaction, proximity of subordinates, competence of both supervisor and subordinates, and the nature of the work being supervised. They must learn how to handle delegationProcess of entrusting work to subordinates.a€”the process of entrusting work to subordinates.
But as the organization grows, youa€™ll have to assign responsibility for performing certain tasks to other people.
The first option, in which most decision making is concentrated at the top, is called centralizationDecision-making process in which most decision making is concentrated at the top.. Naturally, there are some decisionsa€”such as strategic planninga€”that you wona€™t delegate to lower-level employees, but you could certainly delegate the management of copy-center operations.
Functional organization groups people with comparable skills and tasks; divisional organization creates a structure composed of self-contained units based on product, customer, process, or geographical division.
An organization with few layers has a wide span of control, with each manager overseeing a large number of subordinates; with a narrow span of control, only a limited number of subordinates reports to each manager. For each form, identify a type of company that might use it and explain why it would be appropriate for the company. Describe the duties of the job and explain why youa€™d classify it as a first-line management position. Describe the duties of the job and explain why youa€™d classify it as a middle-level management position.
We analyze the structure and talent of your sales force, we train and develop your sales team, and we continue that development through coaching and reinforcement. Jim is currently focused on updating the corporate identity, especially through the use of organic SEO and SEM tactics. Through our time-tested customization process, we ensure your solution reflects your unique culture and values, which drives rapid adoption and lasting results. As an alternative to the archived webinar, you can download an MP3 of the event or the PowerPoint slides. Attendees will also receive two special reports focused on research and best practices for CX leadership. Having a consistent track record in achieving all sales targets set and of improving efficiency, maximize profits whilst minimizing costs. You can now publish and send the quotation to the concerned party, within seconds.AdvertisementYour browser does not support Javascript or it has been disabled. In October 2010, GE added the deepwater exploration capabilities of Wellstream Holdings PLC for $1.3 billion. Rather than having the entire organization involved with integrating John Wood Group PLC, Wellstream Holdings PLC, and Dresser into GE, these three newly acquired companies would simply be added to the Oil & Gas subdivisions within the Energy division. By having entire units of the organization devoted to these functional areas, GE hoped not only to minimize expenses but also to create consistency across divisions. In particular, would the organizational cultures of John Wood Group PLC, Wellstream Holdings PLC, and Dresser mesh with the culture of GE? Executives who skillfully orchestrate structure and control are likely to lead their firms to greater levels of success. You may also download a PDF copy of this book (30 MB) or just this chapter (997 KB), suitable for printing or most e-readers, or a .zip file containing this book's HTML files (for use in a web browser offline). As you move up the pyramid, management positions get more demanding, but they carry more authority and responsibility (along with more power, prestige, and pay). They set the objectives, or performance targets, designed to direct all the activities that must be performed if the company is going to fulfill its mission. Theya€™re responsible for developing and implementing activities and allocating the resources needed to achieve the objectives set by top management. Theya€™re less involved in planning than higher-level managers and more involved in day-to-day operations.
You spend much of your time setting objectives, or performance targets, to ensure that the company meets the goals youa€™ve set for ita€”increased sales, higher-quality notes, and timely distribution.
To accomplish this task, the operations manager oversees the work of two first-line managersa€”the note-taking supervisor and the copying supervisor.
Each employee could take notes in an assigned class, type them up, get them copied, and sell them outside the classroom at the start of the next class meeting.
Traditional groupings of jobs result in different organizational structures, and for the sake of simplicity, wea€™ll focus on two typesa€”functional and divisional organizations.
This form of organization is fairly typical for small to medium-size companies, which group their people by business functions: accountants are grouped together, as are people in finance, marketing and sales, human resources, production, and research and development. But homogeneity also has drawbacks: it can hinder communication and decision making between units and even promote interdepartmental conflict. To rectify this problem, most large companies are structured as divisional organizationsForm of organization that groups people into several smaller, self-contained units, or divisions, which are accountable for their own performance.
This form works well at Bowater Thunder Bay, a Canadian company that harvests trees and processes wood into newsprint and pulp. McDonalda€™s, for example, is organized according to the regions of the world in which it operates. The organization chart shows that if a member of the sales staff has a problem, he or she will report it to the sales supervisor. You might find that over time, you receive communications directly from members of the sales staff; in fact, you might encourage this line of communication. We see that the president has two direct reportsa€”a vice president in charge of rides and a vice president in charge of concessions. Then, as it becomes bigger and more complex, it might move to a divisional structurea€”perhaps to accommodate new products or to become more responsive to certain customers or geographical areas. When youa€™re examining an organization chart, youa€™ll probably want to know whether each person reports to one or more supervisors: to what extent, in other words, is there unity of command? Each team member would be evaluated by both the team manager and the head of his or her functional department. Leta€™s say, for instance, that a member of the Notes-4-You sales staff wanted to express concern about slow sales among a certain group of students. Thata€™s one reason why many of todaya€™s organizations are restructuring to become flatter.
If, for example, you remove layers of management to make your organization flatter, you end up increasing the number of positions reporting to a particular supervisor.


For example, youa€™d expect a much wider span of control at a nonprofit call center than in a hospital emergency room. Youa€™ll also have to accept the fact that responsibility alonea€”the duty to perform a taska€”wona€™t be enough to get the job done. The second option, which spreads decision making throughout the organization, is called decentralizationDecision-making process in which most decision making is spread throughout the organization..
In fact, putting someone in charge of this function would probably improve customer satisfaction, because copy-center customers would be dealing directly with the manager. Your career path at Hershey Foods might follow a typical path: When you finish college, you may enter the business world as a first-line manager. Start by listing what you imagine to be the duties of a given position; then, explain why these duties qualify it as a top-level management position.
We equip your sales leaders and sales force with the skills and strategies they need to win in today’s complex selling environment. He spearheaded the implementation of professional social networking strategies, launch of the new website, updated messaging, and marketing materials. Hopefully they’ll be able to grow their businesses as the industry leaders have done. Presently looking for a suitable sales managerial position with a reputable and successful company. However these curriculum vitae samples must not be distributed or made available on other websites without our prior permission. The website will not function properly or will not function at all on some browsers when Javascript support is disabled.For better user experience while browsing our website, why not consider enabling Javascript support of your browser.
Indeed, GE’s CEO Jeffrey Immelt expected that countries other than the United States will account for 60 percent of GE’s sales in the future, up from 53 percent in 2010.
Most acquisitions in the business world fail to deliver the results that executives expect, and the incompatibility of organizational cultures is one reason why. In contrast, those executives who fail to do so are likely to be viewed by stakeholders such as employees and owners in much the same way Coach McKay viewed his offense: as worthy of execution. Successful managers make sure that all the activities identified in the planning process are assigned to some person, department, or team and that everyone has the resources needed to perform assigned activities. Top managers spend most of their time in planning and decision making, while first-line managers focus on day-to-day operations. Top-level executives routinely scan the external environment for opportunities and threats, and they redirect company efforts when needed.
Common job titles include operations manager, division manager, plant manager, and branch manager. Each first-line manager supervises several non-managerial employees to make sure that their work is consistent with the plans devised by top and middle management. The same person would keep track of all sales and copying costs and give any profita€”sales minus copying costs minus compensationa€”to you.
Doing the same thing over and over bores people and will eventually leave employees dissatisfied with their jobs. The marketing department, for example, might butt heads with the accounting department because marketers want to spend as much as possible on advertising, while accountants want to control costs. Each division has its own research and development group, its own manufacturing operations, and its own marketing team. In addition, some companies have found that units tend to focus on their own needs and goals at the expense of the organization as a whole.
Because youa€™ve started out small, neither your accounting manager nor your human resources manager will be currently managing anyone directly. If the sales supervisor believes that the problem should be addressed at a higher level, then he or she will report it to the marketing manager.
Some companies might ultimately rely on a combination of functional and divisional structures. To understand why unity of command is an important organizational feature, think about it from a personal standpoint. That persona€™s message would have to filter upward through only two management layersa€”the sales supervisor and the marketing managera€”before reaching the president. As a result, they not only overburden themselves with tasks that could be handled by others, but they also deny subordinates the opportunity to learn and develop new skills. Youa€™ll need to grant subordinates the authority they require to complete a taska€”that is, the power to make the necessary decisions.
It would also give the manager valuable decision-making experience, and while he or she is busy making daily decisions about the copy center, youa€™ll have more time to work on higher-level tasks. What is unique about Richardson is how we create truly customized solutions that change behavior and provide measurable results. In addition, Jim is credited for creating a content marketing syndication strategy that focuses on adding value to clients and prospects. By spending more than $7 billion on these acquisitions, GE executives made it clear that they had big plans within the oil well services business. For obvious reasons, there are far more people with positions at the base of the pyramid than there are with jobs at the other two levels (as you get to the top, there are only a few positions). The job titles vary considerably but include such designations as department head, group leader, office manager, foreman, and supervisor. The head of an accounting department, for example, will be a senior accountant; the head of a hospital nursing unit will obviously be an experienced nurse.
Marketers might feel that accountants are too tight with funds, and accountants might regard marketers as spendthrifts. Each division functions autonomously because it contains all the functional expertise (production, marketing, accounting, finance, human resources) needed to meet its objectives.
This allows individuals in the division to focus all their efforts on the products produced by their division.
Then, large logs are sold to lumber mills and smaller logs chopped up and sent to Bowatera€™s mills.
Your marketing manager, however, will oversee one person in advertising and a sales supervisor (who, in turn, oversees the sales staff). The banka€™s organization chart would begin like the one in Figure 6.6 "Organization Charts for Divisional Structures"(b). This could be a good approach for a credit card company that issues cards in both the United States and Europe. How many layers are there, for example, between the top managerial position and the lowest managerial level? In turn, two of these managers have positions reporting to them: the advertising manager and sales supervisor report to the marketing manager, while the notetakera€™s supervisor and the copiera€™s supervisor report to the operations manager. The more you think about the possibility of decentralizing your company, the more you like the idea. Perhaps youa€™ll keep moving up and eventually find yourself in a top-level management position with a big salary. As the leader of the corporate marketing operations, Jim aims to strengthen Richardson’s brand as the top sales training company in the industry. They represent the company in important dealings with other businesses and government agencies, and they promote it to the public. Remember, given the rapidly changing environment in which businesses operate, a structure that works today might be outdated tomorrow.
The challenge is to find the most appropriate way of structuring operations to achieve overall company goals. A downside is that it results in higher costs as corporate support services (such as accounting and human resources) are duplicated in each of the four divisions. Your operations manager will oversee two individualsa€”one to supervise notetakers and one to supervise the people responsible for making copies.
Once again, the companya€™s top manager has two direct reports, in this case a VP of retail-customer accounts and a VP of commercial-customer accounts. Leta€™s say that you remove a layer of management by getting rid of the marketing and operations managers. Examining job opportunities may be an opportunity to start identifying the kinds of positions that interest you.
Job titles at this level typically include chief executive officer (CEO), chief financial officer (CFO), chief operating officer (COO), president, and vice president. Thata€™s why you hear so often about companies restructuringProcess of altering an existing organizational structure to become more competitive under changing conditions.a€”altering existing organizational structures to become more competitive under conditions that have changed. Think about your school, for instance: mathematics teachers are in the math department, history teachers are in the history department, those who run athletic programs are in the athletic department, and librarians work at the library.
Toward this end, divisions can be formed according to products, customers, processes, or geography.
About 90 percent is sold to other manufacturers (as raw material for home and office products), and the remaining 10 percent is further processed into newspaper print.
In building an organizational structure, you engage in two activities: job specialization (dividing tasks into jobs) and departmentalization (grouping jobs into units).
As president, youa€™d now have six direct reports rather than four: accounting manager, advertising manager, sales manager, notetaker supervisor, copier supervisor, and human resources manager.
It would function more efficiently if some employees specialized in taking notes, others in copying and packaging them, and still others in selling them.
Higher-level employees could focus on advertising, accounting, finance, and human resources. You can select enable or disable option from the drop down menu to either print the company name or slogan on the top or not.
There is an option to select a color scheme for the quote; you can select the preferred color through the design picker. You can also record the Company Address on the settings page and this saves you from re-typing the address on every Quote.
This page also has pre-defined country setting like any applicable tax that the country levies and the currency in which the Quote needs to be published.It also includes two sheets, named as "Price Quote" and "Price Quote(Lanscape)". Both the sheets has the company details and the logo on top with the company address that populates, automatically. Once all the details are correctly filled you can take a print of the quote or can convert it into a PDF file and mail to the customer for approval.AdvertisementYour browser does not support Javascript or it has been disabled. This template is especially useful when you need to give a price for various tasks of the project each of which requires involvement of different human resources with different hourly rates. You can create a catalogue of every product that your company has to offer and then simply select desired products from the drop-down list when creating a price quote.
Product catalogue number as well as product price is automatically entered for you when product is selected. Other Quotation Recourses All about Quotations, estimates, price lists and tenders - Everything that you need to know about Price Lists, Estimates and Quotations.
10 questions that a good Quote needs to answer - Questions that you must be prepared to answer when creating your quotes or estimates.



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