「起業大全」シリーズスライド⑧ Customer Successの極意

Transcript

1. $VTUPNFS
   4VDDFTT
   ͷۃҙ ʮىۀେશʯγϦʔζεϥΠυᶊ

2. ελʔτΞοϓ৽نࣄۀ૑ग़
   ʹؔΘΔىۀՈϏδωεύʔιϯ͕
   ޿͍ࢹ࠲ͱମܥత஌ݟΛ਎ʹ͚ͭΔ ຊεϥΠυγϦʔζͷ໨త

3. ೔ຊͰ̐ࣾɺγϦίϯόϨʔͰ̍ࣾىۀΛ͠࿈ଓىۀՈ
   ൃചҎ߱ि࿈ଓͰ"NB[POܦӦॻച্Ґʹͳͬͨʮى ۀͷՊֶʯͷஶऀ
   ೥͔Β೥·ͰγϦίϯόϨʔͷ7$ͷύʔτφʔ ͱͯ͠άϩʔόϧͷ౤ࢿΛߦ͏ɻ
   ݱࡏ͸ɺ೔ຊͷ࠷େڃͷ΢ΣϒϚʔέςΟϯάձࣾͷגࣜձ ࣾϕʔγοΫͷ$40Λ຿Ίͳ͕ΒɺελʔτΞοϓܦӦ΍େ اۀͷΠϊϕʔγϣϯΛࢧԉ͢Δ6OJDPSO
   'BSNͷ$&0Λ ຿ΊΔ
   ೥ؒͷߨԋճ਺͸ճʢ೥࣮੷ʣ
   

   ৽نࣄۀΞυόΠεϝϯλϦϯά͸ճʢ೥࣮ ੷ʣ
   ಺ֳ෎λεΫϑΥʔεʢՁ஋σβΠϯࣾձ৹ٞձʣϝϯόʔ
   ܦ࢈লओ࠵454 γʔυظͷݚڀ։ൃܕϕϯνϟʔʹର͢Δ ࣄۀԽࢧԉ ͷڠٞձϝϯόʔͳͲΛྺ೚
   ؔ੢ֶӃେֶେֶܦӦઓུେֶӃ
   ٬һڭत ాॴխ೭

4. ຊεϥΠυγϦʔζͷ
   ΤοηϯεΛ֫ಘ͍ͨ͠ํ͸ͪ͜Β
   ىۀେશʢμΠϠϞϯυࣾʣ
   ʮىۀେશʯ
   "NB[POαΠτ
   IUUQTBN[OUPG[W[

5. ຊεϥΠυγϦʔζͷ಺༰͞Βʹਂ۷Γ͍ͨ͠ํ͸ͪ͜Β
   ʲಛ௃ʳ
   ɾಈըຊҎ্ʢىۀͷՊֶىۀେશͷ಺༰ʣ
   ɾ250໊Ҏ্ͷىۀՈ/ࣄۀձࣾॴଐϝϯόʔͱަྲྀɹ ɾఆظతͳΞ΢τϓοτ/࠲ஊձ/ΠϕϯτʹࢀՃ ελʔτΞοϓࣄۀ૑଄αϩϯʢॳ݄ແྉʣ ελʔτΞοϓ
   .#"αϩϯαΠτ
   IUUQTCJUMZ8P7L

6. ాॴΑΓݸผʹࣄۀͷϒϥογϡΞοϓΛड͚͍ͨํ͸ͪ͜Β
   ʲಛ௃ʳ
   ɾాॴ͔Βఆظతʹ௚઀ΞυόΠεΛड͚ ࣄۀΛϒϥογϡΞοϓͰ͖Δ ɾಈըຊҎ্ʢىۀͷՊֶىۀେશͷ಺༰ʣ
   ɾϝϯόʔަྲྀ/ΠϕϯτࢀՃʢׂ̔Ҏ্͕ݱ໾ىۀՈʣ ελʔτΞοϓܦӦऀक़ʢॳ݄ແྉʣ ελʔτΞοϓ
   ܦӦऀक़αΠτ
   IUUQTVOJDPSOGBSNKQKVLVTBMPOKVLV

7. ࢢ৔ʹ͸ࢿ͕ۚ५୔ʹ͋ΔͷͰ
   ൺֱతɺࢿۚௐୡ͕҆қʹͳ͖ͬͯͨ
   ҰํͰɺద੾ʹϦιʔεʢࢿۚɺਓɺϞϊʣ
   Λ׆༻ͯ͠੒௕يಓΛඳ͘͜ͱ͕Ͱ͖Δ
   ελʔτΞοϓܦӦऀ$90
   ͕ѹ౗తʹෆ଍͍ͯ͠Δ ຊεϥΠυγϦʔζΛ
   ॻ͍ͨ՝୊ҙࣝ

8. ೥ؒͰ
   ̒ഒʹ૿͍͑ͯΔʂ IUUQTXXXNPGHPKQBCPVU@NPGDPVODJMTpTDBM@TZTUFN@DPVODJMTVCPG@pMQQSPDFFEJOHTNBUFSJBM[BJUPB

9. 1SPEVDU ਓ ࡐ 'JOBODF
   ʢࢿۚʣ ༷ʑͳ
   ϓϩμΫτ͕
   ϩʔϯνʂ ͓ۚ͸
   ͨ͘͞Μ͋Δʂ

   ੒௕Λ໨ࢦ͢
   4UBSUVQ৽نࣄۀ

10. 1SPEVDU ਓ ࡐ 'JOBODF
    ʢࢿۚʣ
    ελʔτΞοϓ
    ܦӦऀ$90͕
    ѹ౗తʹ
    ෆ଍͍ͯ͠Δ ੒௕Λ໨ࢦ͢
    

    4UBSUVQ৽نࣄۀ

11. ܦӦ ۀ຿
    ࣥߦ ࣄۀ
    ։ൃ ϓϩμΫτ
    ։ൃ Ϛʔέ ࡒ຿ $&0

    $50 $.0 $'0 ੒௕͠ͳ͍ελʔτΞοϓʢࣄۀʣ $90͕ۀ຿ࣥߦࢹ఺
    ʢ෦෼࠷దࢹ఺ʣ
    ͔࣋ͨͣ͠
    ܦӦೳྗ͕ͳ͍

12. $PQZSJHIU
    
    .BTBZVLJ
    5BEPLPSP
    "MM
    SJHIUT
    SFTFSWFE 4UBSUVQ
    4DJFODF
     ༏ΕͨελʔτΞοϓਓࡐ$90
    ͷಛ௃ͱ͸ʁ

13. $PQZSJHIU
    
    .BTBZVLJ
    5BEPLPSP
    "MM
    SJHIUT
    SFTFSWFE ࣗ෼ͷઐ໳ྖҬʹՃ͑ͯ
    ෯޿͍ࢹ఺Λ͓࣋ͬͯΓ
    શମ࠷దΛߟ͑Δ͜ͱ͕Ͱ͖Δ
    

14. ܦӦ ۀ຿
    ࣥߦ ࣄۀ
    ։ൃ ϓϩμΫτ
    ։ൃ Ϛʔέ ࡒ຿ $&0

    $50 $.0 $'0 ੒௕͢ΔελʔτΞοϓʢࣄۀʣ $00 $90͸ͦΕͧΕͷ
    ઐ໳ྖҬΛ࣋ͪͭͭ
    ޿͍ࢹ໺ͱ௕ظࢹ࠲ʹ
    ཱͪશࣾ࠷దΛߟ͑Δ
    ͜ͱ͕Ͱ͖Δ

15. ຊεϥΠυͰ͸ͲͷΑ͏ͳ
    Ձ஋Λఏڙ͢Δ͔ ελʔτΞοϓܦӦऀʹͳΔͨΊʹ
    ඞཁͳࢹ࠲஌ݟΛ
    ମܥతแׅతʹ఻त͢Δ
    

16. ຊεϥΠυγϦʔζͰ͸
    ͭ̕ͷཁૉΛΧόʔ͢Δ ᶃ.77 .JTTJPO
    7JTJPO
    7BMVF
    ᶄઓུ
    ᶅ)3 ਓࡐʣ
    ᶆ0QFSBUJPO
    ᶇ69
    

    ᶈϚʔέςΟϯά
    ᶉηʔϧε
    ᶊΧελϚʔαΫηε
    ᶋϑΝΠφϯε

17. શͯͷཁૉ͸༗ػతʹ
    ݁߹͍ͯ͠Δ ॏཁͳཹҙ఺

18. S ϚʔέςΟϯά ϑΟʔϧυ
    ηʔϧε ΧελϚʔ
    αΫηε ΠϯαΠυ
    ηʔϧε )3૊৫ઓུਓࡐͷ੒௕
    ΧελϚʔϦϨʔγϣϯγοϓΤϯήʔδϝϯτ

    ϛογϣϯϏδϣϯόϦϡʔ 'JOBODJBM $VTUPNFS *OUFSOBM
    1SPDFTT )3
    0SHBOJ[BUJPO .77 4USBUFHZ ίʔϙϨʔτϓϩηεʢ஌ࡒɾ๏཯ɾΨόφϯε
    FUD
    ʣ εςʔΫϗϧμʔϦϨʔγϣϯζ 69ઃܭϓϩμΫτ։ൃ 0&
    %BUB
    ׆༻ ϑΝΠφϯεόϦϡΤʔγϣϯ ઓུʢ1.'
    ϑΟʔδϏϦςΟεέʔϥϏϦςΟσΟϑΣϯγϏϦςΟ શͯͷཁૉ͕
    ༗ػతʹ
    ݁߹͍ͯ͠Δ

19. 4UBSUVQ
    #BMBODF
    4DPSF
    $BSE ΑΓแׅతͳ
    ࢹ࠲Λ
    ఏڙ

20. ੒௕͠ͳ͍ελʔτΞοϓʢࣄۀʣ $&0 $50 $)30 $'0 ෦෼࠷దͳ
    ࢹ఺͔͠ͳ͍

21. $&0 $50 $)30 $'0 ϝϯόʔ͕
    แׅతͳࢹ࠲Λ
    ͍࣋ͬͯΔ ੒௕͢ΔελʔτΞοϓʢࣄۀʣ

22. શମ࠷దΛݟਾ͑ͨ
    $4'Λଧͪग़͢͜ͱ͕Ͱ͖Δ

23. $&0 $50 $)30 $'0 ϝϯόʔ͕
    แׅతͳࢹ࠲Λ
    ͍࣋ͬͯΔ ੒௕͢ΔελʔτΞοϓʢࣄۀʣ .77͕෢ثԽ $IVSO
    

    .33ສ ݄Ϧʔυ
    ݅ ݄݅ͷ
    Ҋ݅֫ಘ σʔλ
    υϦϒϯ
    ܦӦ࣮૷ ཭৬཰
    ҎԼ
    F/14
    ϙΠϯτ ωοτϫʔΫޮՌͷཱ֬
    ϓϩμΫτؒΫϩεηϧ཰ اۀՁ஋ɿԯ /14ϙΠϯτ େखϝσΟΞܝࡌ ݄ܾ࣍ࢉ
24. None

25. $VTUPNFS
    4VDDFTT
    ͷۃҙ

26. S .BSLFUJOH 'JFME
    4BMFT $VTUPNFS
    4VDDFTT *OTJEF
    4BMFT )3૊৫ઓུਓࡐͷ੒௕
    $VTUPNFS
    3FMBUJPOTIJQ&OHBHFNFOU

    .JTTJPO7JTJPO7BMVF 'JOBODJBM $VTUPNFS *OUFSOBM
    1SPDFTT )3
    0SHBOJ[BUJPO .77 4USBUFHZ ίʔϙϨʔτϓϩηεʢ஌ࡒɾ๏཯ɾΨόφϯε
    FUD
    ʣ 4UBLF
    IPMEFS
    3FMBUJPOT 69ઃܭ
    
    ϓϩμΫτ։ൃϓϩηε
    ඪ
    
    ४
    
    Խ
    
    
    
    
    σ
    
    δ
    
    λ
    
    ϧ
    
    Խ
    
    
    
    
    σ
    
    
    M
    
    λ
    
    ׆
    
    ༻ 'JOBODF7BMVBUJPO ઓུʢ1.'
    'FBTJCJMJUZ4DBMBCJMJUZ%FGFOTJCJMJUZʣ

27. اۀ
    Ձ஋ #4
    1-
    Ձ஋ ɾݱࡏͷऩӹੑ
    ɾ#4ͷ݈શੑʢݱ༬ۚɺआۚʣ
    ɾݻఆࢿ࢈ͷՁ஋ γεςϜɺઃඋͳͲʣ ελʔτΞοϓͷՁ஋ʢόϦϡΤʔγϣϯʣΛܾΊΔཁૉ

    %FGFOTJCJMJUZ
    "TTFU
    ڝ߹༏Ґੑ
    ࢿ࢈ʣ ɾࣗࣾอ༗ςΫϊϩδʔͷलҳ͞
    ɾ஌ࡒʢಛڐʣ
    ɾΤϯδχΞϝϯόʔͷೳྗٕज़ྗ
    ɾ1SPEVDUͷलҳੑ 5FDIOPMPHZ*1&OHJOFFSJOH ɾ.BSLFU
    *OTJHIU
    ɾ%BUB
    ྔ%BUBϞσϧ
    ɾ%BUB
    %SJWFOܦӦͷϊ΢ϋ΢γεςϜ
    %BUB*OTJHIU ɾىۀՈͷۀքݖҖੑ$BQBCJMJUZ4LJMM
    ɾܦӦೳྗ
    ɾ.77ͷਁಁ౓
    ɾ5FBNϝϯόʔͷ$BQBCJMJUZ
    ɾϝϯόʔͷΤϯήʔδϝϯτϞνϕʔγϣϯ $VMUVSF5FBN$90 /FUXPSL
    F⒎FDU
    #VTJOFTT
    SFMBUJPOTIJQ
    "TTFU #SBOE"XBSFOFTT.BSLFUJOH
    "TTFU 0QFSBUJPOBM
    &YDFMMFODF ɾόϦϡʔνΣʔϯͷ੒ख़౓ΧελϚʔରԠଆϊ΢ϋ΢
    ʢϕετϓϥΫςΟεɺࣄྫɺϚχϡΞϧͳͲʣ
    ɾόϦϡʔνΣʔϯͷ੒ख़౓ίʔϙϨʔταΠυϊ΢ϋ΢
    ʢҙࢥܾఆਝ଎Խͷ࢓૊ΈɺΨόφϯεɺίϯϓϥΠΞϯεͳͲʣ ɾωοτϫʔΫޮՌ
    ɾϦϨʔγϣϯγοϓΞηοτ
    ʢސ٬ɺϝσΟΞɺΨόϝϯτɺ౤ࢿՈɺ
    ϝϯλʔΞυόΠβʔɺαϓϥΠϠʔͳͲʣ
    ɾ޿ࠂҎ֎ͷސ٬֫ಘνϟωϧ
    ʢϝσΟΞϦϨʔγϣϯίϛϡχςΟʔ
    ΠϯϑϧΤϯαʔͳͲʣ
    ɾ޿ࠂʹΑΔ֫ಘνϟωϧ
    ɾϒϥϯυೝ஌౓ ɾઓུͷ໌֬͞
    ɾઓུͷಠࣗੑ
    ɾΠϊϕʔγϣϯϞσϧ
    4USBUFHZ

28. 1SF4FFE 4FFE 4FSJFT
    " 4FSJFT
    #d
    ʢεέʔϧΛ໨ࢦ͢ʣ 1SF*10
    *10Λ໨ࢦ͢ʣ $1'14'Λ໨ࢦ͢ ʢ1.ୡ੒Λ໨ࢦ͢ʣ ʢ6OJUFDPOPNJDT݈શԽʣ

    1PTU*10
    *10ޙͷ੒௕ʣ $4ͷ
    $4'
    ࣄྫ ܦӦਞ͕$4Λཧղ͍ͯ͠Δ $4͕શࣾͰཧղ͞Ε͍ͯΔ σʔλɾυϦϒϯͳ$4͕࣮૷Ͱ͖͍ͯΔ 1SPBDUJWFͳ$4͕Ͱ͖͍ͯΔ 1SFEJDUJWFͳ$4͕Ͱ͖͍ͯΔ $4νʔϜ্ཱ͕͕͍ͪͬͯΔ $4ͷػೳ͕࣮૷͞Ε͍ͯΔ $4͕ձࣾͷϋϒʹͳ͍ͬͯΔ

29. *EFBUJPO $1' 14' 1.' 554 4DBMF *10 1PTU
    *10 1SPEVDU
    

    .BSLFU 'PVOEFS
    5FBN 'JOBODF $1'
    3JTL 'PVOEFS
    *TTVF
    'JU
    3JTL *OJUJBM
    $BQJUBMJ[BUJPO
    3JTL 'PVOEFS
    3FBEJOFTT
    3JTL 5FDI
    'FBTJCJMJUZ
    3JTL 1SPEVDU
    -BVODI
    3JTL #VSO
    3JTL 1JWPU
    5PMFSBUJPO
    3JTL 1.'
    3JTL 'PVOEJOH
    5FBN
    #VJMEJOH
    3JTL $PGPVOEFS
    4IBSF
    "MMPDBUJPO
    3JTL 6OJU
    
    &DPOPNJDT
    3JTL (SPXUI
    3JTL )JSJOH
    SJTL *10
    3JTL *10४උ
    3JTL 4UPDL
    %JMVUJPO
    3JTL
    $POHMPNFSBUF
    %JTDPVOU
    3JTL 1PTU*10
    (SPXUI
    3JTL %FGFOTJCJMJUZ
    #VJMEJOH
    3JTL 'PVOEFSUP$&0
    5SBOTGPSN
    3JTL 1PTU*10
    )3
    SJTL 4VDDFTT4UBUVT
    2VP
    3JTL 0QFSBUJPO
    CMBDLCPY
    3JTL 4VDDFTTPS
    3JTL 1SFTFFE 4FFE 4FSJFT
    " 4FSJFT
    #d 1SF*10 $&01VCMJD
    'JHVSF
    5SBOTGPSN
    3JTL 5BMFOU
    3FUFOUJPO
    3JTL 'VOESBJTJOH
    3JTL $VMUVSF
    #SFBL
    3JTL
30. None
31. None
32. None
33. None
34. None

35. ڝ૪
    ৚݅ Ձ֨-57 ࠩผԽ
    େ ࠩผԽ
    খ ௿͍ ߴ͍ ίϞσΟςΟʔ ػೳ αʔϏε

    
    ମݧՁ஋ʴ
    ࣌ؒՁ஋ دΓఴ͍ސ٬ͷ੒ޭ

36. ڝ૪
    ৚݅ Ձ֨-57 ࠩผԽ
    େ ࠩผԽ
    খ ௿͍ ߴ͍ ίϞσΟςΟʔ ػೳ αʔϏε

    
    ମݧՁ஋ʴ
    ࣌ؒՁ஋ دΓఴ͍ސ٬ͷ੒ޭ ίετʹΑΔ
    ࠩผԽ
37. None

38. ڝ૪
    ৚݅ Ձ֨-57 ࠩผԽ
    େ ࠩผԽ
    খ ௿͍ ߴ͍ ίϞσΟςΟʔ ػೳ αʔϏε

    
    ମݧՁ஋ʴ
    ࣌ؒՁ஋ دΓఴ͍ސ٬ͷ੒ޭ ػೳʹΑΔ
    ࠩผԽ
39. None
40. None

41. IUUQTKQXTKDPNBSUJDMFT4#

42. IUUQTXXXOJLLFJDPNBSUJDMF%(9/"4',2@5$"

43. None

44. ڝ૪
    ৚݅ Ձ֨-57 ࠩผԽ
    େ ࠩผԽ
    খ ௿͍ ߴ͍ ίϞσΟςΟʔ ػೳ αʔϏε

    
    ମݧՁ஋ʴ
    ࣌ؒՁ஋ دΓఴ͍ސ٬ͷ੒ޭ ײ৘རศੑ
    ʹΑΔ
    ࠩผԽ
45. None
46. None

47. ڝ૪
    ৚݅ Ձ֨-57 ࠩผԽ
    େ ࠩผԽ
    খ ௿͍ ߴ͍ ίϞσΟςΟʔ ػೳ αʔϏε

    
    ମݧՁ஋ʴ
    ࣌ؒՁ஋ دΓఴ͍ސ٬ͷ੒ޭ دΓఴ͍ʴ
    ސ٬ͷ੒ޭ

48. 
    TUBS
    FYQFSJFODF
    Λߟ͑Δ͜ͱ͕Ͱ͖Δ͔ʁ

49. ;[[[[[[[[[[[ "JS#/#
    
    $&0
    ϒϥΠΞϯνΣεΩʔ͸
    TUBS
    &YQFSJFODF
    ·Ͱ૝ఆͨ͠

50. zސ٬ͷཧ૝ͷঢ়ଶz
    Λߟ͑Δ

51. $VTUPNFS
    )FBMUI
    4DPSF ࣌ؒ ௿ ߴ ސ٬ͷϥΠϑαΠΫϧ DIVSO DIVSO DIVSO

    Ձ஋௿ݮ Ձ஋௿ݮ Ձ஋௿ݮ 4UBSU 'JSTU
    
    7BMVF 'JSTU
    
    4VDDFTT DIVSO Ձ஋௿ݮ 3FQFBU
    4VDDFTT ΞυϘΧγʔ

52. ฏ҆อݥͷࣄྫ

53. ݱ৔ͷࢦ਑ʢόϦϡʔʣ ݱ৔ͷ୲౰ऀ͸
    ސ٬ମݧͷ޲্ͱ
    ۀ຿໨ඪ͕Ұக͍ͯ͠Δ৔߹ͷΈ
    ݱ৔ͰࢪࡦΛ࣮ࢪ͢Δ

54. γφϦΦ ฏ҆άϧʔϓͷ
    69ϚωδϝϯτͰ͸
    ސ٬ͷϥΠϑαΠΫϧʹ͓͍ͯ
    ମݧ͕ൃੜ͢ΔγφϦΦͷ
    શͯΛ໢ཏ͠ͳ͚Ε͹ͳΒͳ͍

55. ›ϓϩδΣΫτɿ
    શͯͷγφϦΦશͯͷνϟωϧ
    શͯͷ݁ՌΛ໢ཏ ʮΞϑλʔσδλϧʯΑΓ

56. ಄΋ຬ଍ͯ͠
    ৺΋ຬ଍ͨ͠
    ঢ়ଶΛ࡞ΕΔ͔ ಄ʢϩδοΫ΍ػೳʣ
    ͚ͩͰຬ଍͍ͯ͠Δͱ
    Ձ֨ڝ૪ʹؕΔ

57. None
58. None

59. IUUQTXXXBNB[PODPKQC JF65'OPEF

60. None
61. None
62. None
63. None
64. None
65. None
66. None
67. None
68. None
69. None
70. None
71. None
72. None

73. ࢀরɿIUUQTJOGPDVTEFMMFNDDPNXJMMJBN@TDINBS[PUIFOFXOPSNBMCJHEBUBCVTJOFTTNPEFMEJTJOUFSNFEJBUJPOBOEEJTSVQUJPO

74. IUUQTXXXBNFSJDBCVDPNTPGUXBSF

75. ೥͝Ζʹ͸
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76. IUUQTBOEIJMMDPNBSUJDMFTPGUXBSFPOUIFSPBEUPUSJMMJPO

77. None

78. IUUQTXXXTMJEFTIBSFOFU#BUUFSZ@7FOUVSFTTPGUXBSF

79. None

80. ςΫϊϩδʔΠϯϑϥ
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81. None

82. ғ͍ࠐΈڝ૪Ϟσϧ͔Β
    ϢʔβʔαΠυΠϊϕʔγϣϯڞ૑Ϟσϧ΁

83. ैདྷܕͷYYϞσϧ
    ʢैདྷܕͷόϦϡʔνΣʔϯϞσϧʣ ސ٬ ސ٬ ސ٬ ࣗࣾ αϓ
    ϥΠϠʔ αϓ
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    αϓ
    ϥΠϠʔ 74 74 ਨ௚౷߹࿈߹ ਨ௚౷߹࿈߹ ਨ௚౷߹࿈߹ ɾࣗલओٛ
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    Τίϊϛʔ
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84. ങ͍खͷ
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85. ސ٬ ސ٬ ސ٬ αϓ
    ϥΠϠʔ αϓ
    ϥΠϠʔ αϓ
    ϥΠϠʔ ΤίγεςϜ

    ɾ/
    Y
    
    Y
    /
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    ɾސ٬ͷ੒ޭΛߟ͑ͯ
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    ʢΞϑλʔσδλϧͷΤίγεςϜϞσϧʣ
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86. ΧελϚʔͱͷ
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    ΧελϚʔαΠυ
    Πϊϕʔγϣϯ αϓϥΠαΠυͱͷ
    $PDSFBUJPO
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    $$ $P$SFBUJPO Ϟσϧ

87. IUUQTKQUFDIDSVODIDPNVCFSpMFTGPSJQP

88. IUUQTXXXESFBNJODVCBUPSDPKQCQKDPMVNO@

89. IUUQTDPSQNPOFZGPSXBSEDPNOFXTSFMFBTFTFSWJDFNGQSFTT

90. None
91. None

92. ചΔํ๏ Ϗδωε
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93. None
94. None
95. None

96. ސ٬͸ܾ·ͬͨײ֮Ͱ
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97. None

98. ʮΧελϚʔαΫηε
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99. σδλϧ࣌୅Λੜ͖ൈͨ͘Ίʹ͸
    ΧελϚʔαΫηε͸ඞਢʹͳͬͨ

100. ΧελϚʔαΫηε͸
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101. None

102. IUUQTLJOUPDPKQ

103. None

104. ιχʔ
     ΋ಋೖ

105. ϦςϯγϣϯϞσϧ͸ɺ
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106. ʮ.BB4ϞϏϦςΟֵ໋ʯΑΓ

107. ʮ.BB4ϞϏϦςΟֵ໋ʯΑΓ

108. ʮ.BB4ϞϏϦςΟֵ໋ʯΑΓ

109. ʮ.BB4ϞϏϦςΟֵ໋ʯΑΓ

110. ʮ.BB4ϞϏϦςΟֵ໋ʯΑΓ

111. None
112. None
113. None

114. IUUQTOPSFMKQ

115. None
116. None

117. ϦςϯγϣϯϞσϧ
     αϒεΫϦϓγϣϯΛಋ ೖͨ͠اۀ͸ฏۉͯ͠
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118. IUUQTXXXBNFSJDBCVDPNTBBT

119. None
120. None

121. IUUQTDEOBLGTUIBUFOBDPNJNBHFTGPUPMJGFNNJDLFZLL QOH $SFBUJWF
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122. None
123. None

124. αϒεΫϦϓγϣϯ
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125. None
126. None
127. None
128. None

129. Ϟσϧͷൺֱ

130. None