2022年201X年度医药公司年终总结范文 .pdf

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1、20?1X?年度?医药?公司?年终?总结?范文?20?1X?年度?医药?公司?年终?总结?范文?正文?年?终总?结 2?01?X年?度医?药公?司年?终总?结范?文总?结范?文年?终公?司医?药年?度?医药?公司?年终?总结?范文?一：?光?阴似?箭，?岁月?如梭?，转?眼之?间一?年时?间过?去，?自己?做业?务也?进一?年半?时间?，在?这一?年做?业务?之中?自己?也学?会了?许多?东西?，但?也有?许多?地方?做的?不好?不足?。在?这一?年业?务中?我曾?努力?过、?我曾?奋斗?过;?我曾?放弃?过，?我曾?堕落?过;?我也?曾激?情澎?湃过?，我?也曾?愤怒?失望?过。?不过?这一

2、?切都?过去?了，?好也?罢、?坏也?罢等?等的?一切?都让?它过?去。?我下?面就?个人?分析?市场?来分?析，?今年?如果?做三?个方?面做?下分?析：?个?人分?析：?1?、业?务知?识欠?缺，?尤其?是对?市场?和公?司药?品价?格的?了解?不够?，主?要是?自己?没有?下意?识去?记;?2?、对?应收?账款?的管?控不?严格?，导?致有?些客?户的?货款?不能?及时?应收?，主?要是?自己?跟踪?不够?;?3、?每个?月工?作的?计划?性不?是很?强，?效率?不够?高;?4?、做?事情?喜欢?不紧?不慢?有些?拖?拉?5?、自?己做?事情?还是?有自?己的?一套?可行?的方?法与?策

3、略?;?6、?自己?能吃?苦，?不怕?吃苦?只要?自己?愿意?;?7、?个人?主义?强，?自己?认为?没有?意义?的事?情老?是不?想去?做;?市?场分?析：?苍?南市?场主?要是?有当?地两?家医?药公?司，?他们?和我?们的?比较?如下?：?从上?面可?以看?出我?们公?司在?苍南?市场?的状?况不?是很?好，?另外?加上?苍南?是温?州药?店最?多的?县，?竞争?激烈?，打?价格?战严?重，?以至?于市?场混?乱，?外地?的小?的医?药公?司越?来越?多进?驻苍?南市?场，?给我?们带?来了?更大?的压?力和?挑战?!?今?年如?果做?：?1、?不断?学习?业务?知识?与技?能，?特别?

4、是药?品价?格方?面,?以此?来提?高自?己业?务水?平;?2?、加?强对?办事?处同?事的?管理?，经?常及?时的?与他?们沟?通，?及时?发现?和解?决工?作和?生活?中的?问题?;?3、?对本?区域?客户?和品?种做?出分?析，?每个?月都?要找?准客?户和?品种?，以?此来?提升?销量?;?4、?对每?个月?的工?作做?出合?理安?排，?计划?到周?每天?月初?、月?中、?月末?都应?该做?什么?工作?;?5、?加强?对大?客户?的拜?访和?了解?，拉?近彼?此关?系以?及和?大厂?家业?务员?搞好?关系?共同?拉单?。?6、?及时?处理?客户?各项?事情?，提?升*?*?的影?响力?

5、。?医药?公司?年终?总结?范文?二：?文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W

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12、?一、?目前?的医?药形?势：?1?、现?时药?价不?断下?降、?下调?，没?有多?在利?润，?空间?越来?越小?、客?户难?以操?作。?2?、在?各地?的投?标报?价中?，由?于医?药经?验上?不足?，导?致落?标的?情况?时常?发生?，在?这点?上，?我需?做深?刻的?检讨?，以?后多?学一?些医?药知?识，?投标?报价?时会?尽量?做足?工课?，提?高自?已的?报价?水平?，来?确保?顺利?完成?。?3、?在电?话招?商方?面，?一些?谈判?技巧?也需?着重?加强?，只?要我?们用?心去?观察?和发?掘，?话题?的切?入点?是很?容易?找到?，争?取每?个电?话招?商过?程都?能够?流畅

13、?顺利?，必?竟在?没有?中标?的情?况下?，电?话招?商是?主要?的销?售模?式，?公司?的形?象也?是在?电话?中被?客户?所了?解，?所以?在这?方面?也要?提高?，给?客户?一个?好的?印象?。?4、?即使?有的?产品?中标?了，?但在?中标?当地?的种?种原?因阻?滞了?产品?的销?售，?如某?某省?属某?某药?品中?标，?价格?为：?某某?元，?没有?大的?客源?，只?是一?些小?的，?而且?有些?医院?因不?是医?保、?公费?医疗?产品?，没?销量?，客?户不?愿操?作，?其它?医院?有几?家不?进新?药也?停了?下来?，也?许再?加上?可能?找不?对真?正能?操作?这类?品种?

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21、货平?台更?有利?于产?品的?销售?和推?广。?二?、所?负责?相关?省份?的总?体情?况：?随?着中?国医?药市?场的?大力?整顿?逐渐?加强?，医?药招?商面?对国?家药?品监?管力?度逐?渐增?强，?药品?医院?配送?模式?及药?品价?格管?理的?进一?步控?制，?许多?限制?性药?品销?售的?政策?落实?到位?，报?价*?*元?，*?*?*报?价*?*元?，有?的客?户拿?货在?当地?销售?，但?销量?不大?，据?了解?，在?某某?省的?某某?市，?大部?份医?院入?药时?首先?会考?虑是?否是?今年?又中?标的?产品?，加?上今?年当?地的?政策?是，?凡属?挂网?限价?品种?，只?

22、要所?报的?价在?所限?价钱?之内?都可?入围?，这?样一?来，?大部?份的?市场?已被?之前?做开?的产?品所?占据?，再?加上?每家?医院?，每?个品?种只?能进?两个?规格?，所?以目?前能?操作?的市?场也?不是?很大?，可?以操?作的?空间?是小?之又?小。?省?内，?我所?负责?的*?*地?区中?标产?品的?销售?情况?也不?尽人?意，?真正?客户?能操?作的?品种?不多?，分?析主?要原?因有?几点?：?1、?药品?的利?润空?间不?够，?导致?客户?在销?售上?没有?了极?积性?。?2、?公司?中标?品种?不是?该客?户的?销售?专长?。?3、?当地?的市?场需?求决?定产?品

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24、X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L

25、10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X

26、7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9

27、W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF

28、2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI

29、8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8

30、W9W1X6J5?1、?现时?药价?不断?下降?、下?调，?没有?多在?利润?，空?间越?来越?小、?客户?难以?操作?。?2、?在各?地的?投标?报价?中，?由于?医药?经验?上不?足，?导致?落标?的情?况时?常发?生，?在这?点上?，我?需做?深刻?的检?讨，?以后?多学?一些?医药?知识?，投?标报?价时?会尽?量做?足工?课，?提高?自已?的报?价水?平，?来确?保顺?利完?成。?3?、在?电话?招商?方面?，一?些谈?判技?巧也?需着?重加?强，?只要?我们?用心?去观?察和?发掘?，话?题的?切入?点是?很容?易找?到，?争取?每个?电话?招商?过程?都能?够流?畅顺?利，?必竟

31、?在没?有中?标的?情况?下，?电话?招商?是主?要的?销售?模式?，公?司的?形象?也是?在电?话中?被客?户所?了解?，所?以在?这方?面也?要提?高，?给客?户一?个好?的印?象。?4?、即?使有?的产?品中?标了?，但?在中?标当?地的?种种?原因?阻滞?了产?品的?销售?，如?某某?省属?某某?药品?中标?，价?格为?：?某?某元?，没?有大?的客?源，?只是?一些?小的?，而?且有?些医?院因?不是?医保?、公?费医?疗产?品，?没销?量，?客户?不愿?操作?，其?它医?院有?几家?不进?新药?也停?了下?来，?也许?再加?上可?能找?不对?真正?能操?作这?类品?种的?客户?，所

32、?以一?拖就?拖到?现在?。相?比在?别的?省、?市，?这个?品种?也中?标，?而且?价钱?比省?属的?少，?虽说?情况?差不?多，?但却?可以?进几?家医?院，?每月?也有?销量?，究?其原?因，?我觉?得要?找就?找一?个网?络全?，这?样的?供货?平台?更有?利于?产品?的销?售和?推广?。?二、?所负?责相?关省?份的?总体?情况?：?随着?中国?医药?市场?的大?力整?顿逐?渐加?强，?医药?招商?面对?国家?药品?监管?力度?逐渐?增强?，药?品医?院配?送模?式及?药品?价格?管理?的进?一步?控制文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5

33、文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4

34、J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F

35、5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6

36、J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10

37、V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A

38、4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1

39、X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5?，许?多限?制性?药品?销售?的政?策落?实到?位，?报价?*?元，?*?*?报价?*?元，?有的?客户?拿货?在当?地销?售，?但销?量不?大，?据了?解，?在某?某省?的某?某市?，大?部份?医院?入药?时首?先会?考虑?是否?是今?年又?中标?的产?品，?加上?今年?当地?的政?策是?，凡?属挂?网限?价品?种，?只要?所报?的价?在所

40、?限价?钱之?内都?可入?围，?这样?一来?，大?部份?的市?场已?被之?前做?开的?产品?所占?据，?再加?上每?家医?院，?每个?品种?只能?进两?个规?格，?所以?目前?能操?作的?市场?也不?是很?大，?可以?操作?的空?间是?小之?又小?。?省内?，我?所负?责的?*?地区?中标?产品?的销?售情?况也?不尽?人意?，真?正客?户能?操作?的品?种不?多，?分析?主要?原因?有几?点：?1?、当?地的?市场?需求?决定?产品?的总?体销?量。?2?、药?品的?利润?空间?不够?，导?致客?户在?销售?上没?有了?极积?性。?3?、货?物发?出去?好几?天，?但没?能及?时到?达医?药

41、代?理的?手里?。让?客户?急不?可耐?，这?种情?况应?避免?。?4、?现在?代理?商年?底结?帐，?顾不?上新?新货?，而?且年?底不?想压?库底?5?、代?理商?需求?减少?，大?部分?找到?适合?的产?品，?已有?好的?渠道?。?6、?公司?中标?品种?不是?该客?户的?销售?专长?。?7、?有需?求的?代理?商不?能及?时找?到，?代理?商对?产品?更加?慬慎?我?觉得?在明?年，?应该?有针?对性?的到?当地?医药?公司?进行?详细?走访?，了?解客?户的?需求?，制?订计?划，?分品?种给?某些?有销?售专?长的?客户?操作?，不?能像?今年?一样?，配?送公?司点?了一?大堆?

42、，但?真正?能做?的品?种没?几个?，而?且这?样也?不会?导致?不同?配送?商之?间争?产品?的冲?突。?在?此，?提出?对明?年的?销售?建议?：?文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 H

43、I8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC

44、8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码

45、:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3

46、 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7

47、ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档编码:CF2L10V4J4E3 HI8X7A4F5B7 ZC8W9W1X6J5文档

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