ContentsCustomizeslide:AnnualWorkReportStarte7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3眼鏡銷售實戰(zhàn)話術e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3-第一章開場白第三章產品推薦策略第四章價格溝通技巧第五章異議處理方案第六章成交促成方法第七章售后跟進流程第八章后期服務跟進第九章培訓與提升第十章顧客教育第二章需求挖掘第11章注重情感交流第12章開展跨界合作第13章總結與展望PART1e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3開場白e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3開場白問候式開場：您好，歡迎光臨！我是本店的專業(yè)配鏡顧問，請問您今天是想選購新眼鏡還是需要視力檢查服務？引導式開場：我們店內提供多種鏡框款式和功能鏡片，您更關注時尚度、舒適性還是護眼功能？PART2e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3需求挖掘e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3需求挖掘01基礎信息確認您目前的眼鏡佩戴頻率如何？是否有近視、散光或老花等視力問題？02使用場景分析您需要眼鏡主要用于辦公、駕駛還是日常防護？比如防藍光鏡片適合長期面對電子屏幕的人群03偏好調查您傾向于金屬、TR90輕量材質還是經典板材鏡架？偏好圓形、方形還是貓眼等特殊框型？PART3e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3產品推薦策略e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3產品推薦策略根據(jù)用眼場景推薦鏡片，如漸進多焦點鏡片適合中老年顧客，偏光鏡片適合駕駛員功能匹配圓臉適合棱角分明的鏡框，方臉推薦橢圓或圓形框，并主動提供試戴服務臉型適配強調鏡片的鍍膜工藝(如防水防污)或鏡框的彈性鉸鏈設計，說明長期使用成本優(yōu)勢價值塑造PART4e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3價格溝通技巧e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3價格溝通技巧分級報價促銷轉化會員權益明確不同價位產品的差異，例如"800元檔的鏡片采用德國蔡司基材，透光率提升30%"當前購買可享免費驗光服務，或加贈品牌眼鏡護理套裝(需標注活動截止時間)儲值1000元升級金卡會員，全年享受免費調整、超聲波清潔等10項服務PART5e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3異議處理方案e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3異議處理方案01價格疑慮拆分日均使用成本，"這款2000元的眼鏡按3年使用期計算，每天僅需1.8元"02效果擔憂提供7天無理由適應期承諾，并安排專業(yè)驗光師二次復查03款式猶豫使用iPad展示同系列不同配色效果，或推薦可更換鏡腿的模塊化設計產品PART6e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3成交促成方法e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3成交促成方法本周預定可保留特價資格，并額外贈送防霧鏡布搭配購買隱形眼鏡護理液可享8折優(yōu)惠展示老顧客配鏡案例(需隱去隱私信息)，強調復購率和滿意度數(shù)據(jù)限時激勵組合銷售見證營銷PART7e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3售后跟進流程e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3售后跟進流程離店關懷定期回訪增值服務48小時內發(fā)送佩戴注意事項短信，包含保養(yǎng)視頻鏈接每半年提醒顧客進行免費視力復查和鏡架調校提供眼鏡險購買通道，覆蓋意外損壞和度數(shù)變化更換需求e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3售后跟進流程注：實際銷售中需結合顧客反饋動態(tài)調整話術重點，優(yōu)先解決核心痛點而非機械套用模板PART8e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3眼鏡知識與試戴體驗e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3眼鏡知識與試戴體驗01試戴體驗：引導顧客選擇多個不同款式的鏡框進行試戴，試戴過程中，通過調整不同位置的松緊度，確保顧客佩戴舒適02眼鏡知識普及：向顧客介紹眼鏡的構造，如鏡框材質、鏡片功能、光學參數(shù)等。同時普及用眼常識，幫助顧客正確選購合適的眼鏡PART9e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3個性化服務與推薦e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3個性化服務與推薦01推薦成功案例：分享一些與顧客相似特點的顧客成功案例，以增強顧客的購買信心02個性化服務：根據(jù)顧客的膚色、臉型、發(fā)型等個人特點，推薦適合的鏡框和鏡片顏色。同時，提供個性化刻字、定制鏡腿等附加服務PART10e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3售后保障與承諾e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3售后保障與承諾售后保障1明確告知顧客售后服務的范圍和流程，如免費維修、退換貨政策等。同時，提供售后服務電話和地址等信息承諾與信任2強調店鋪的信譽和口碑，讓顧客放心購買。同時，承諾在售后服務中始終保持誠信和透明，讓顧客感受到信任和尊重PART11e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3情感營銷與客戶關系維護e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3情感營銷與客戶關系維護情感營銷通過與顧客的交流，了解他們的情感需求和期望，用真誠的態(tài)度和語言與顧客建立情感聯(lián)系，增強顧客的購買信心和忠誠度客戶關系維護定期通過電話、短信或社交媒體等方式與顧客保持聯(lián)系，了解他們的使用情況和反饋，及時處理問題和解決困擾，提升客戶滿意度PART12e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3活動推廣與限時優(yōu)惠e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3活動推廣與限時優(yōu)惠01021活動推廣針對店鋪內的優(yōu)惠活動，如會員日、周年慶等，及時向顧客介紹和宣傳，激發(fā)他們的購買欲望2限時優(yōu)惠針對特定產品或服務，推出限時優(yōu)惠活動，如滿額減免、買一贈一等，刺激顧客的購買決策PART13e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3專業(yè)驗光與配鏡服務e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3專業(yè)驗光與配鏡服務專業(yè)驗光提供專業(yè)的驗光服務，詳細檢查顧客的視力、散光度數(shù)、瞳距等參數(shù)，為顧客推薦合適的鏡片類型和度數(shù)01配鏡指導根據(jù)驗光結果和顧客的喜好，提供合適的配鏡建議和方案，確保顧客獲得最佳的視覺體驗02PART14e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3品牌形象與口碑傳播e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3品牌形象與口碑傳播品牌形象強調店鋪的品牌形象和價值觀，讓顧客感受到店鋪的專業(yè)性和可靠性。同時，展示店鋪的榮譽證書、合作品牌等，提升顧客的信任度口碑傳播鼓勵顧客在社交媒體上分享購物體驗和推薦店鋪，通過口碑傳播吸引更多的潛在顧客。同時，積極回應和處理顧客的反饋和投訴，提升顧客的滿意度和忠誠度PART15e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3后期服務跟進e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3后期服務跟進定期關懷顧客離店后，定期發(fā)送詢問使用情況或關心用眼健康的短信或郵件，讓顧客感受到店鋪的關心和溫暖主動提醒在顧客的眼鏡需要更換或維護時，主動提醒顧客并為其提供專業(yè)的建議和幫助，增加顧客的滿意度和忠誠度PART16e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3交叉銷售與增值服務e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3交叉銷售與增值服務01021交叉銷售在銷售過程中，向顧客推薦其他相關產品或服務，如太陽鏡、隱形眼鏡、眼鏡盒等，增加顧客的購買量2增值服務提供一些增值服務，如免費清洗眼鏡、免費調整鏡架等，讓顧客感受到店鋪的專業(yè)和貼心PART17e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3團隊協(xié)作與溝通e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3團隊協(xié)作與溝通團隊協(xié)作店鋪內部需要保持良好的團隊協(xié)作和溝通，確保顧客在購買過程中能夠得到及時、專業(yè)的幫助和服務01溝通技巧銷售人員在與顧客溝通時，需要掌握良好的溝通技巧，如傾聽、理解、回應等，確保與顧客建立良好的溝通和信任關系02PART18e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3培訓與提升e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3培訓與提升銷售人員需要不斷學習和更新眼鏡知識和銷售技巧，以適應市場變化和顧客需求。店鋪應定期組織培訓活動，提高銷售人員的專業(yè)素養(yǎng)和銷售能力持續(xù)培訓鼓勵銷售人員分享銷售經驗和成功案例，以便其他銷售人員學習和借鑒，提升整個團隊的銷售水平經驗分享PART19e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3客戶關系管理系統(tǒng)e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3客戶關系管理系統(tǒng)01021建立系統(tǒng)建立客戶關系管理系統(tǒng)，記錄顧客的購買記錄、喜好、需求等信息，以便更好地了解顧客并提供個性化的服務2數(shù)據(jù)分忼通過對顧客數(shù)據(jù)的分析，發(fā)現(xiàn)潛在的需求和趨勢，為店鋪的運營和營銷策略提供參考PART20e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3顧客反饋與持續(xù)改進e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3顧客反饋與持續(xù)改進收集反饋持續(xù)改進積極收集顧客的反饋和建議，了解顧客的需求和期望，以便不斷改進產品和服務根據(jù)顧客的反饋和市場的變化，不斷改進產品和服務，提高顧客的滿意度和忠誠度e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3顧客反饋與持續(xù)改進眼鏡銷售實戰(zhàn)話術需要結合顧客的需求、市場變化和店鋪的實際情況，不斷學習和改進，以提高銷售效果和顧客滿意度PART21e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3展示產品獨特賣點e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3展示產品獨特賣點突出產品優(yōu)勢比較競爭產品針對店鋪內產品的獨特賣點，如鏡片的防藍光、抗疲勞、超薄設計等，進行詳細介紹和展示，以吸引顧客的注意力和興趣將本店產品與其他品牌的產品進行比較，突出本店產品的優(yōu)勢和特點，讓顧客更加明確地了解為何選擇我們的產品PART22e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3顧客教育e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3顧客教育教育顧客：向顧客普及關于眼鏡的基本知識和常識，如鏡片的選擇、眼鏡的保養(yǎng)等，以提升顧客的購買決策能力和后期使用體驗引導消費：通過教育顧客，引導其認識到專業(yè)眼鏡的重要性以及選擇合適眼鏡的必要性，從而激發(fā)其購買欲望PART23e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3建立顧客忠誠計劃e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3建立顧客忠誠計劃積分制度：建立積分制度，鼓勵顧客多次購買和推薦新顧客。顧客在店鋪內消費可以獲得積分，積分可用于兌換禮品或抵扣現(xiàn)金VIP制度：設立VIP會員制度，為VIP顧客提供專屬優(yōu)惠和服務，如免費升級鏡片、優(yōu)先配送等，以增強顧客的忠誠度和再次購買意愿PART24e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3運用現(xiàn)代科技提升服務e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3運用現(xiàn)代科技提升服務數(shù)字化服務數(shù)據(jù)分析運用現(xiàn)代科技手段，如線上商城、APP等，提供便捷的購物體驗和在線服務，如在線選框、在線驗光等通過數(shù)據(jù)分析了解顧客的購買習慣和需求，以便更精準地推薦產品和提供服務PART25e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3提供個性化定制服務e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3提供個性化定制服務個性化需求：根據(jù)顧客的特殊需求和喜好，提供個性化定制服務，如定制鏡框、鏡片顏色、刻字等定制流程：建立完善的個性化定制流程，從設計、選材到制作、配送等環(huán)節(jié)，確保顧客能夠獲得滿意的產品和服務PART26e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3強化售后服務保障e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3強化售后服務保障售后承諾明確售后服務的范圍和流程，對產品質量問題提供無理由退換貨服務，讓顧客購買無憂跟蹤反饋定期跟蹤顧客的使用情況和反饋意見，及時處理問題和解決困擾，提升顧客的滿意度和忠誠度e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3強化售后服務保障綜上所述，眼鏡銷售實戰(zhàn)話術需要綜合考慮多個方面，從產品展示到售后服務都需要做到專業(yè)、貼心和高效只有不斷提升顧客的滿意度和忠誠度，才能在激烈的市場競爭中脫穎而出PART27e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3營造舒適的購物環(huán)境e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3營造舒適的購物環(huán)境店面布置店鋪的布置要整潔、舒適，營造出輕松、愉悅的購物氛圍，讓顧客在購物過程中感到舒適和放松服務態(tài)度銷售人員的服務態(tài)度要熱情、周到，給顧客留下良好的購物體驗PART28e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3注重情感交流e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3注重情感交流了解需求在銷售過程中，多與顧客進行情感交流，了解他們的需求和期望，以便更好地為他們提供服務建立信任通過真誠、專業(yè)的服務和良好的產品品質，與顧客建立信任關系，讓顧客成為忠實的回頭客PART29e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3關注社會熱點，引導消費趨勢e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3關注社會熱點，引導消費趨勢1了解趨勢關注社會熱點和健康趨勢，如現(xiàn)在人們越來越重視眼睛健康和防藍光等，可以向顧客推薦相關的眼鏡產品和護理方法2引導消費根據(jù)市場需求和趨勢，引導顧客的消費方向，如推薦適合長時間使用電子產品的防藍光鏡片PART30e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3加強與其他部門的協(xié)作e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3加強與其他部門的協(xié)作與其他部門保持良好的溝通和協(xié)作，如與庫存、財務、售后等部門密切配合，確保顧客在購買過程中能夠得到及時、高效的服務內部協(xié)作PART31e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3建立品牌形象，提升競爭力e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3建立品牌形象，提升競爭力通過提供有競爭力的產品和價格，以及優(yōu)質的服務和購物體驗，吸引更多的顧客并保持其忠誠度競爭力通過專業(yè)的產品、優(yōu)質的服務和良好的店面形象，建立店鋪的品牌形象和口碑，提升顧客的信任度和忠誠度品牌形象PART32e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3持續(xù)關注顧客反饋，不斷改進e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3持續(xù)關注顧客反饋，不斷改進收集意見積極收集顧客的反饋和建議，了解顧客的需求和期望，以及產品在市場上的表現(xiàn)和反饋改進措施根據(jù)顧客的反饋和市場的變化，及時調整銷售策略和產品策略，不斷改進產品和服務質量e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3持續(xù)關注顧客反饋，不斷改進只有不斷提升顧客的滿意度和忠誠度，才能在激烈的市場競爭中脫穎而出綜上所述，眼鏡銷售實戰(zhàn)話術需要綜合考慮多個方面，包括產品展示、服務態(tài)度、情感交流、市場趨勢等PART33e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3打造特色化服務e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3打造特色化服務01021特色服務針對不同的消費群體，打造特色化服務，如為老年人提供視力保健咨詢、為兒童提供專業(yè)的驗光配鏡服務等2定制服務提供個性化的定制服務，如定制鏡框、鏡片參數(shù)等，滿足不同顧客的特殊需求PART34e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3運用社交媒體進行營銷e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3運用社交媒體進行營銷社交媒體利用社交媒體平臺，如微信、微博、抖音等，進行產品宣傳、活動推廣和顧客互動，擴大店鋪的知名度和影響力互動營銷通過與顧客的互動，了解他們的需求和反饋，及時調整營銷策略和產品策略，提高顧客的滿意度和忠誠度PART35e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3培養(yǎng)顧客的復購習慣e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3培養(yǎng)顧客的復購習慣回訪制度建立回訪制度，定期對顧客進行回訪，了解他們的使用情況和滿意度，并提供專業(yè)的建議和服務優(yōu)惠活動定期推出優(yōu)惠活動，如滿減、折扣等，鼓勵顧客多次購買和復購PART36e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3提供專業(yè)的售后服務e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3提供專業(yè)的售后服務專業(yè)團隊建立專業(yè)的售后服務團隊，提供專業(yè)的售后服務和解決方案，確保顧客在使用過程中遇到的問題能夠得到及時解決01跟蹤服務對顧客的使用情況進行跟蹤服務，及時了解顧客的需求和反饋，提供專業(yè)的建議和服務，提高顧客的滿意度和忠誠度02PART37e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644D30F41A882197F2F9D8737F7ACAB36D4E09F606719F146891D754A7107E6C17ADFB2EB3強化員工培訓和管理e7d195523061f1c03a90ee8e42cb24248e56383cd534985688F9F494128731F165EE95AB4B0C0A38076AAEA07667B1565C446FC45FF01DFB0E885BCDBDF3A284F3DB14DA61DD97F0BAB2E6C668FB49315BD15F67493012FEFB5BC9CCBDE02415602A2C644