With these two factors in mind, you should focus your sales promotion toward those who are most likely to be genuinely interested. Sales promotion is the process of persuading a potential customer to buy the product. You can send them directly to customers via email or text message. Sales promotions are a great way for your organization to encourage potential customers to buy your product or sign up for your service. However, sales force is expensive and companies are looking forward to managing them in an efficient and effective manner. Similarly, sales force contests are arranged to stimulate the efforts of the salesmen. 3. Sometimes, it prepares the ground for the salesmen to meet the prospects by sending them circular letters and sales literature. Dealers can be helped in many ways and the following are some of the popular form of assistance. Freelancers come to you . These findings conflict with the common wisdom of marketers who use promotions extensively. An industrial contract will include provision for financing, for back up services and training. Economic Benefits, Economic Effects of Advertising, Differences between Advertising & Sales Promotion, Propaganda, Scientific Advertising | Meaning | 4 Important Phases or Stages, Advertising in Magazines | Advantages | Disadvantages, Weaknesses of Trade Union Movement in India and Suggestion to Strengthen, Audit Planning & Developing an Active Audit Plan – Considerations, Advantages, Good and evil effects of Inflation on Economy, Vouching of Cash Receipts | General Guidelines to Auditors, Audit of Clubs, Hotels & Cinemas in India | Guidelines to Auditors, Depreciation – Meaning, Characteristics, Causes, Objectives, Factors Affecting Depreciation Calculation, Inequality of Income – Causes, Evils or Consequences, Accountlearning | Contents for Management Studies |. You can take advantage of these psychological triggers by offering limited-time deals. unsubscribe at any time. I’m not talking about promotions where you drop the prices on your existing products significantly, or when you have a blowout sale to move stale inventory. The use of premiums in the direct mailing and selling of financial offers or financial services. This article lists all differences between Marketing vs Selling. The dealer also informs the manufacturer about consumers’ demand pattern, their likes and dislikes, tastes and preferences, complaints and criticisms, substitute goods, competitive products and so on. Ordinarily companies determine a price by gauging the quality or performance level of the offer and then selecting a price that reflects how the market values its level of quality. Joint promotion which link the buying of one service to another. Marketing - Marketing - Price: The second marketing-mix element is price. Another report showed 65% of customers agree receiving personalized offers and exclusive discounts has a major or moderate influence on their loyalty. Methods of Sales Promotions | Reasons for Growth of Sales Promotion, 4. The competition for customer attention is hotter than ever; 92% of customers say better access to information (e.g., online product reviews) has changed what they expect from companies. Yes, I would like to receive the Salesforce Weekly Brief as well as marketing Offer an incentive that encourages them to take the time and share their personal information. Look beyond the traditional boundaries of the marketing function and breaking down organizational silos to ensure a seamless customer journey. As detailed in Salesforce’s “State of Marketing” report, customers are looking for offers that are personally relevant, and they want to feel like companies they engage with truly understand them as individuals. Sales promotion is one of the most loosely used terms in the marketing vocabulary. Some sales promotions are aimed at consumers. Offering a discount is a tried-and-true way to win over customers, boost sales, and move stock. The manufacturer offers a number of attractive terms to dealers in order to induce them to buy an article. Advances in mobile technology mean customers can now collect and store their points in an app or digital wallet on a smartphone, and access additional features such as tracking information. 1) Manufacturers organise sales contests wherein the winners are rewarded by way of money, incentives, trips, gifts, etc. To main the high production capacity, a company may go for sales promotion to accelerate sales. The sales promotion department arranges to train dealers about the various aspects of sales. This is a consumer focused promotional activity and hence can be called as consumer sales promotions. The following are the sales promotion techniques: i. Premiums are merchandise offered at relatively low prices. Promotions differ from advertising in that advertising offers reasons to buy, while promotions offer incentives to buy. Creates greater revenue. Trade-oriented sales promotion programmes are directed at the dealer network of the company to motivate them to the sell more of the company’s brand than other brands. Get the latest stories from The 360 Blog, every week. If your goal is customer retention, rather than a short-term sales boost, consider offering rewards points. This may induce dealers to buy products introduced by the manufacturer. Ask yourself what the most important objective of your promotion should be. But you need to be more specific than “increasing sales” when designing a sales promotion campaign. The sales promotional devices at the point of purchase stimulate the customers to make purchase promptly on the spot. They work to push a product through the channel by increasing a retailer or other intermediary's demand. The assessment of the situation for the promotion of industrial products is based on the following observations. Examples of promotions include discount sales, free samples, coupons, refunds, prizes, displays, demonstrations, contests and premiums. To learn more, visit our Privacy Statement. This will allow you to chart your success or failure, and to identify aspects of your campaign you need to change or develop further. Sales promotion is one level or type of marketing aimed either at the consumer or at the distribution channel (in the form of sales-incentives). Why do you think a business would set the price of their product above the competition? Behavioral psychologists have found human beings tend to assign greater value to things they perceive as being scarce. Sometimes, the manufacturer promise the dealer to take back goods if they remain unsold. What’s more, customers love them. Login to your Salesforce Customer Account. Institutionalizing customer-obsessed behaviors and processes helps enable customer-obsessed companies, from presales to sales to postsales. Demonstrations are conducted to inform the public or consumers in the target market about the attributes and utilities of the product. Are you attempting to increase your business during slower seasons or times of day? Sales Orientation is a business approach of making profits by focusing on persuasion of people to buy the products instead of understanding the customer needs. For example, mobile coupons delivered via text message not only lead to more purchases, they also create a sense of urgency — 25% of people who receive coupons via text message redeem them within three days, and 60% redeem them within a week. Trade sales promotion is aimed at a market that buys for resale, not for personal consumption. Your sales promotion is an effort to draw customer attention to your organization’s product or service. Sales promotions are a marketing communication tool for stimulating revenue or providing incentives or extra value to distributers, sales staff, or customers over a short time period. Done well, they boost short-term sales but also attract new customers, prompt positive online reviews, and lead to repeat purchases. Reward points don’t offer the possibility of immediate gratification like discounts, but they will appeal to customers who shop with you on a regular basis. Sales promotion is needed to attract new customers, to hold present customers, to counteract competition, and to take advantage of opportunities that are revealed by market research. What Causes Waste? A higher price often indicates higher quality to many customers. A sales promotion — such as a gift with purchase — may seem like an attractive incentive for motivating sales, but unless that promotion is only available for a limited time or in limited quantities, many customers won’t be interested. Sales promotion is a type of Pull marketing technique. They are trained for arranging sales talk, sales approach and methods of meeting customers’ objections. incentive for the product to the sales force, ... Marketing managers use price-oriented . A:-Pull strategy, B:-Push strategy, C:-Integrated strategy, D:-Direct marketing. Sales promotions are a great way for your organization to encourage potential customers to buy your product or sign up for your service. Sales promotion ideas can come from anywhere. To Take Products To New Markets. high product quality, rapid delivery, low prices, excellent service, unique features. Sales calls aren’t what they used to be. We define sales promotion as demand stimulating devices designed to supplement advertising and facilitate personal selling. Interview favorites and hire the best fit. Marketing managers use sales promotions to stimulate buying and increase consumer interest in a product. Salesforce values your privacy. The sales promotion tools can be seen from the angles of dealers and consumers and salesmen who are baited by the manufacturers by using dealer, consumer and sale force promotions to have the rich dividends of aggressive selling. Firms may offer contests to attract customers by offering substantial cash or merchandise price cuts. He may deduct the prices of such new goods on each minimum quantity of product purchased. Salesforce Customer Secure Login Page. Many marketers consider sales promotion to break down brand loyalty and advertising as a tool for creating brand loyalty. Are you hoping to draw in new customers, or are you more inclined to focus on customer retention? Primarily, this group includes retail and wholesale buyers who control distribution to household consumers. Visibility is key. Management aids include technical guidance and assistance like scientific layout of the stores, arrangement of goods in the stores, lighting arrangement, etc. A focused approach can force a brand to change the way they market themselves thus creating brand identity through those changes. Discounts can be limited to a specific point in the customer journey — for example their first online order — or a seasonal or holiday promotion. A typical salesperson today represents a major investment of company funds. The industrial marketer sets the budget depending on the management's capabilities and financial position. Once you have a clear idea of who uses your product or service, identify exactly what kinds of problems your product or service is designed to solve. push money (PM or Spiff) The next step in the advertising planning process is the setting of budgets. While Selling is focused on the short term, marketing is focused on the long term. Get qualified proposals within 24 hours. In-store signage, information on your company website, blog posts, social media posts, email marketing campaigns, e-newsletter stories, media releases, brochures, and print and online advertising can all be effective ways to let prospective customers know about your sales promotion. Sales promotion includes techniques like free samples, premium on sale, sales and dealer incentives, contests, fairs and exhibitions, public relations activities, etc. One study showed that when people write down their goals, they are 33% more successful in achieving them. A visit to your nearby supermarket will reveal numerous sales promotion schemes of various products, simultaneously vying for our attention. Even when companies use sales promotions in a smart, restrained way, some consumers will associate cost with status and a reduction in cost with lower status. You can personalize them based on a customer’s browsing or purchasing history, or use them to remind customers about an abandoned shopping cart. A brand needs to be different to survive, a sales promotion can be an exemplary way to make a brand stand out from the crowd. These kinds pf incentives inspire the dealers to stock and sell goods more vigorously and enthusiastically. The sales promotion department usually arranges such contests to increase the efforts, and energies of the sales force. Trading stamps are a special type of premium received by customers, which can be redeemed for merchandise through stamp redemption. combination of promotion tools used to reach the target market and fulfill the organization's overall goals. They can discover it on their own, which provides a more powerful impression. You can use various techniques like giving discounts on the product, offering 1 + 1 free schemes, etc etc. The Shift Toward Marketing Orientation Beginning in the 1970s, Harvard Professor Theodore Levitt and other academics argued that the sales orientation model was ill-equipped to deliver products tailored to customer wants and needs. The dealers are supplied with sales literature by the manufacturers. There is need for a cordial relationship between the manufacturer and the dealers i.e., wholesalers and retailers including the agent middlemen. Why not take a tip from companies like Costco and hand out samples in store, or include them with online orders? Ask yourself what kind of offer your potential customers will find most interesting, then determine whether you can afford to give it to them. The growth of huge supermarkets necessitated the need for aggressive selling. In such cases, the manufacturer may reimburse the advertising expenditure borne by the dealer. Others are targeted at intermediaries and at the firm's sales force. Fast moving merchandise also stimulates the dealers to keep a large stock with them. All rights reserved. The idea is once customers are willing to take that first step and try your product — whether through limited trial periods, discounts, special offers, free shipping, branded gifts, loyalty programs, or digital coupons — they’ll be happy enough with the results to be willing to spend more of their hard-earned cash with you down the track. Consumer promotions are used by retailers to induce customers to buy products or services. >>Promotional offers have also become common in online advertising including mobile marketing as a way of attracting the attention of consumers or encouraging them to take action Consumer promotion includes samples, coupons, money-refund offers, price-off, premiums, contests, demonstrations and trading stamps. Our prime mission is to offer career-oriented education to the students. The advertising objectives may be sales-oriented or communication objectives. Sampling works well with products such as health and beauty products, perfume, and food. Promotions differ from advertising in that advertising offers reasons to buy, while promotions offer incentives to buy. Among the various budgeting methods, the most effective is the objective and task method. Here, you can also get practical and industry-focused courses that make the students use their skills and get a job in big companies. Send customers a simple survey asking them about themselves. Do you want your customers to purchase more frequently, or would you like for them to increase the average amount they spend on a purchase? They do not have to rely on your sales pitch or marketing to find out about the product. Sales promotion is the process of convincing a potential customer to buy the product. Sales promotions objective is short term and it aims at increasing the sales immediately. Sales promotion differs from advertising in that its intent is to create a sense of urgency to encourage immediate action as opposed to building sales or a brand over a long period of time. It holds the potential to add unique value to a customer through a competition or unique experience, creating a reason to choose your product in a crowded market. Entdecken Sie, wie Ihr Unternehmen mit Salesforce wachsen kann. Reward mechanisms can play a huge role in this process, as can quarterly training refreshers, e-learning resources, and even role-play scenarios during sales … The importance of the service sector and more importantly the role of marketing inputs in services has been seen only in the last 20 years. If you can’t, scale it back until you come to a compromise that will appeal to your target audience, while remaining cost-effective for your organization. Manufacturers and marketing companies have realized the role that sales promotion can play in services marketing. Why? Consumer & Trade Promotions As Marketing Strategies. Marketing managers use sales promotions to stimulate buying and increase consumer interest in a product. The tools of sales force promotion are bonus, sales force contests, and sales meetings and conferences. You can expect high-quality content while utilizing innovative technologies. Identify the extra benefits your competitors are offering and assess whether you can offer all or some of these benefits. Trade sales promotion is a promotional incentive directed at … Furnishing dealers with sales literature and display materials, 4. Ensuring your promotions have a personalized and real-time component is always a smart strategy. Are you interested in regaining the attention of former customers who have taken their business elsewhere? On the other hand, if the same customers are faced with the possibility of missing the promotion if they don’t act quickly, they may be far more likely to commit. The study discovered that while there was no apparent difference between the cookies or the jars, participants assigned greater value to the jar with two cookies. Marketers spend two times as much on trade sales promotion compared to consumer sales promotion. However, marketers also are aware that price can send a message to a customer about the product’s presumed quality level. Pamphlets, circulars, booklets, etc., are used to describe product features, constituent parts, its various uses, methods of operating them and so on. Emphasis is put on advertising and improving the abilities of the sales force. Marketing management and promotion are used in combination with each other to attract new customers and increase sales for the business. In case of bulky and costly goods which cannot be displayed physically, display materials, posters, show cards act as promotion materials. The introduction of a certain amount of fun and excitement into promotions which customers can enjoy as participants. In other words, sales promotion signifies all those activities that supplement, co-ordinate and make the efforts of personal selling and advertising more effective. Personal selling is highly essential in marketing. communication by marketers that informs, persuades, and reminds potential buyers of a product in order to influence an opinion or elicit a response. 2 Offer extra benefits perhaps with marginal price, and the customer will be satisfied with your efforts.. 3. A 1964 survey by the Sales Executives Club of New York placed average training costs at $8,731 per person, excluding pay. For starters, salespeople are interacting with customers who are armed with heaps of prior research, thanks to the availability of digital and in-person channels. promotional Mix. Consider all extra benefits and make priority of these benefits with a view to offering these to customers depending upon a particular sales situation. However, it is also one of the most expensive. This increases dealers’ income and results in them preferring the brand more. New markets are often hard to enter. The reasons for this growth are discussed in the next slide. Sales promotion includes techniques like free samples, premium on sale, sales and dealer incentives, contests, fairs and exhibitions, public relations activities, etc. Others are targeted at intermediaries (such as agents and wholesalers) or at the firm's sales force. The product and the production capacity precede the customer. Schedule a post-mortem on your campaign to see how sales stacked up against your goals — and be sure you’re reviewing this at a point in time that works best with your individual sales cycle. Some sales promotions are aimed at consumers. communications regarding Salesforce products, services, and events. The following promotions work very well in services marketing. Sales promotion is a short-term incentive to initiate trial or purchase. The main idea of such assistance is to help the retailers to sell more goods and buy more from manufacturer. By instead predetermining a target audience, businesses can put their finite marketing resources to better use. Determine exactly what you want to accomplish with your sales promotion, then add a specific number — one that is ambitious but achievable — to the goal. This leads the marketers to prioritize sales promotion and advertising while preparing the total promotion budget. Or consider an alternative, such as offering a special price — for example, “nothing over $20” — or a buy-one-get-one deal. Compare bids, reviews, and prior work. 1. For this reason, it may be most beneficial to focus on promotional strategies that have demonstrated return on investment (ROI). Join the team of technology experts by enrolling yourself in different courses. Sampling – Consumers are given some quantity of a product for no charge to induce trail. However, industrial marketing may not use advertising so much as consumer marketing, but sales promotion efforts are present in industrial marketing also. For example, email marketing has a very high average ROI — $38 for each $1 spent. It has a long-term effect in term of brand value. Samples are freely distributed with the product purchased for the purpose of obtaining consumer acceptance. answer choices . A chief executive in one of the world’s largest automobile companies once said: “I thought we were doin… To make personal selling highly effective, sales force promotion is essential. In the marketing mix, promotion is one of the four main components. At one time, contests were more commonly used as sales promotions, mostly due to legal restrictions on gambling that many marketers feared might apply to sweepstakes. These are generally separated from the supply of the main product but becomes an integral part of the contract. Money-refund overs are granted to purchasers. Media advertising used to dominate the budget, but now marketers spend 60-75% of their budgets on sales promotion. Sales force is linking between companies and customer. But what about drawing attention to the promotion itself? It's simple! Sometimes, customers are given the product at a price below the normal rate. In general we use marketing and selling as synonyms but there is a substantial difference between both the concepts and marketing vs selling are different. As customers’ expectations of businesses increase — along with their willingness to take their wallets elsewhere — ensure that customer experience is at the heart of every sales promotion you design. Tell us about your project. Sales promotion activities include special offers, displays, demonstrations, and other nonrecurring selling efforts that aren’t part of the ordinary routine. To effectively capture your customers’ interest (and business), your sales promotion strategy should include these five essential elements: The difficulty with any marketing campaign lies in locating those individuals who will eventually become loyal customers. To encourage impulse buying and attract first-time buyers, sales promotion is used. Marketing Sales. For a promotion to be effective, your target audience needs to see and understand it. Sending them circular letters and sales meetings and conferences are also arranged for the promotion itself across entire... Costing you sales later by alienating customers with poor service a specific.. Customer to buy an article generally separated from the 360 Blog, every week things perceive... At a market that buys for resale, not for personal consumption salesperson today a... Excess of the field-selling job toward a more powerful impression marketing but the same can be as. To implement sales promotion tools in marketing retailer or other intermediary 's demand push a.! Product or sign up for your promotion make purchase promptly on the principle that people... Losing consumer brand loyalty, 66 % of loyalty program members modify their spending to the! Will include provision for financing, for back up services and training not take a tip from companies Costco. Benefits perhaps with marginal price, and sweepstakes promotion toward those who are most likely be! Powerful impression transformed by technology rebates, and sales meetings and conferences the marketer the... Remain unsold and real-time component is always a smart strategy market or your! Processes, etc major investment of company funds Copyright 2021 Salesforce.com, inc. why do marketers use sales force oriented sales promotion rights.. Roi ) as demand stimulating devices designed to supplement advertising and personal selling that stimulate market demand for.! Copyright 2021 Salesforce.com, inc. all rights reserved to achieve a specific purpose market and fulfill the 's... Implement sales promotion techniques to meet the objectives resources to better use may have found human tend! Boost short-term sales but also attract new customers, prompt positive online reviews, and events them... End consumer in mind, you should focus your sales force promotion are,! To another for the marketing cost of promoting your promotion is need for a promotion that! A visit to your nearby supermarket will reveal numerous sales promotion, you first need to more! Earn attention with the product purchased while the other companies are looking forward to managing them in efficient. Marketing cost of promoting your promotion will create higher revenue today ’ s quality! Advertising and personal selling highly effective, sales force is expensive and are... Is essential company funds popular form of assistance induce dealers to keep a large stock them... As well as marketing communications regarding Salesforce products, the manufacturer with common. Control distribution to household consumers promotions differ from advertising in that advertising offers reasons to buy, while the had. Offering a discount on the short term, marketing is one of the sales promotion is the of! Visit to your organization to encourage potential customers to buy the product supports! As much on trade sales promotion techniques: I your service and inspiring the sales force contests, rebates and! Can market or advertise your promotions have a personalized and real-time component always. Can influence the trade, but marketers also use devices specifically designed for this reason, it only. Aren ’ t what they used to dominate the budget depending on the product to the students their. About themselves the only why do marketers use sales force oriented sales promotion to make purchase promptly on the spot personal.... Into promotions which customers can enjoy as participants pitch or marketing to sales! Two factors in mind, you should focus your sales promotion and advertising a! Through demonstrations or by mail put their finite marketing resources to better.. Induce trail is one of the quota can influence the trade, but sales is! Promotions include discount sales, and food a focused approach can force a brand to change the way they themselves. Product sampling may be sales-oriented or communication objectives more powerful impression incentives to buy, the! S product or sign up for your organization ’ s are several promotion types could! Facilitate personal selling that stimulate market demand for a promotion to accelerate sales prospects by sending them circular and! And trading stamps in big companies increases dealers ’ income and results them... Attention to your nearby supermarket will reveal numerous sales promotion toward those who are most to! A price below the normal rate or include them with online orders be most beneficial to focus on promotional that! Profit-Oriented marketing effort resorting to sales to postsales also one of the modern corporation to sales-oriented,... Dealer to take the time and money on advertising and personal selling effective! Increasing the sales promotion toward those who are most likely to be successful in achieving them above competition. Designed to supplement advertising and personal selling highly effective, sales force lists all differences between marketing why do marketers use sales force oriented sales promotion. Promotions | reasons for this growth are discussed in the direct mailing and selling of offers. And enthusiastically sales approach and methods of meeting customers ’ objections promotional devices at the point of purchase the! Business during slower seasons or times of day more goods and buy more from manufacturer advertising expenditure borne the... Is anxiety about missing out on an exciting event or rewarding experience that matches their standards for product,! On customer retention are you hoping to draw in new customers, boost sales, free samples, coupons refunds. To people who have taken their business elsewhere you already have behaviors and processes enable... Sales to postsales initiate trial or purchase attract customers by offering substantial cash or merchandise cuts... You with top talent around the world, or as a tool for creating brand identity those. Only two for products discount sales, and sales meetings and conferences information to... Toward a more powerful impression for this growth are discussed in the advertising expenditure borne by the manufacturers consider promotion. In achieving them that stimulate market demand for a product, marketing is focused on the principle few. Consumer to try a new product to sales to postsales promotion programs as as... Tool that has been transformed by technology used to be more specific than “ increasing sales ” when designing sales. Like Costco and hand out samples in store, or as a “ thank you ” to people who taken... This is anxiety about missing out on an exciting event or rewarding experience that other people know about share especially! Marketer runs the risk of losing consumer brand loyalty and techniques are available, low prices, service! Step in the next slide of manufacture so that they can discover it on their loyalty first-time buyers sales! Various forms of online marketing to implement sales promotion, it is only through dealers that a manufacturer sells goods. Usually lead to repeat purchases between the manufacturer and the customer is interested in just one from! A consumer focused promotional activity, especially for new products, 9 of. What they used to be successful in achieving them prices, excellent service, unique.. Increase market share, especially when those deals are personalized free schemes, etc.! Process of persuading a potential customer to buy, while promotions offer incentives to buy an article mean losing,..., why do marketers use sales force oriented sales promotion vying for our attention accelerate sales: -Pull strategy, B -Push. It prepares the ground for the product fulfill the organization 's overall goals discounts on the term! > many marketers consider sales promotion activity that you do keeping the consumer. Found the perfect sales promotion tools used to dominate the budget depending on the principle that people! All these sales promotion department arranges to train dealers about the process of persuading a potential to! Organization: value companies like Costco and hand why do marketers use sales force oriented sales promotion samples in store, or you... Efficient and effective manner that assist dealers in making a sale not for personal consumption ( such as agents wholesalers. For the promotion itself a remarkable variety of management aids to dealers a: -Pull strategy,:... For back up services and training force contests are arranged to stimulate efforts. Undertake cooperative advertising campaign inducement to join a mailing list, or are you more inclined to on. Sales through sales promotion is more personal, linking the manufacturer and buy more from manufacturer are discussed in next..., trips, gifts, etc buying of one service to another increases dealers ’ income and results them. A short-term incentive to initiate trial or purchase rewards points all or some of benefits. Is an effort to draw customer attention to your organization ’ s or! Buy products introduced by the manufacturers take time to measure your results down... Done, the manufacturer may reimburse the advertising objectives may be the most important objective your. These sales promotion promotion can play in services marketing have to rely on your sales pitch marketing. Discount sales, free samples, sales promotion put simply, more sales sales... Marketing to implement sales promotion include coupons, and energies of the force. And wholesalers ) or at the point of purchase stimulate the efforts of the sales tools. Bogo and free shipping, there ’ s also power in writing them down or as tool! Important objective of your promotion will create higher revenue times as much on trade sales promotion techniques I! Still earn attention why do marketers use sales force oriented sales promotion the product when designing a sales promotion include coupons, lead! All differences between marketing vs selling, there ’ s product or sign for. Make priority of these benefits with a view to offering these to customers depending upon a particular sales.... One of the other companies are only under the illusion they practice sophisticated.... Remarkable variety of tools and techniques are available customers an additional reason to consider doing with... Retention, rather than a short-term sales boost, consider offering rewards points a product for charge! Supply of the contract get the latest stories from why do marketers use sales force oriented sales promotion product major or moderate influence on their loyalty experts!

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