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「起業大全」シリーズスライド⑧ Customer Successの極意
masa tadokoro
September 23, 2020
Business
1
1.7k
「起業大全」シリーズスライド⑧ Customer Successの極意
masa tadokoro
September 23, 2020
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Transcript
$VTUPNFS4VDDFTT ͷۃҙ ʮىۀେશʯγϦʔζεϥΠυᶊ
ελʔτΞοϓ৽نࣄۀग़ ʹؔΘΔىۀՈϏδωεύʔιϯ͕ ͍ࢹ࠲ͱମܥతݟΛʹ͚ͭΔ ຊεϥΠυγϦʔζͷత
ຊͰ̐ࣾɺγϦίϯόϨʔͰ̍ࣾىۀΛ͠࿈ଓىۀՈ ൃചҎ߱ि࿈ଓͰ"NB[POܦӦॻച্Ґʹͳͬͨʮى ۀͷՊֶʯͷஶऀ ͔Β·ͰγϦίϯόϨʔͷ7$ͷύʔτφʔ ͱͯ͠άϩʔόϧͷࢿΛߦ͏ɻ ݱࡏɺຊͷ࠷େڃͷΣϒϚʔέςΟϯάձࣾͷגࣜձ ࣾϕʔγοΫͷ$40ΛΊͳ͕ΒɺελʔτΞοϓܦӦେ اۀͷΠϊϕʔγϣϯΛࢧԉ͢Δ6OJDPSO'BSNͷ$&0Λ ΊΔ ؒͷߨԋճճʢ࣮ʣ
৽نࣄۀΞυόΠεϝϯλϦϯάճʢ࣮ ʣ ֳλεΫϑΥʔεʢՁσβΠϯࣾձ৹ٞձʣϝϯόʔ ܦ࢈লओ࠵454 γʔυظͷݚڀ։ൃܕϕϯνϟʔʹର͢Δ ࣄۀԽࢧԉ ͷڠٞձϝϯόʔͳͲΛྺ ֶؔӃେֶେֶܦӦઓུେֶӃ٬һڭत ాॴխ೭
ຊεϥΠυγϦʔζͷ ΤοηϯεΛ֫ಘ͍ͨ͠ํͪ͜Β ىۀେશʢμΠϠϞϯυࣾʣ ʮىۀେશʯ "NB[POαΠτ IUUQTBN[OUPG[W[
ຊεϥΠυγϦʔζͷ༰͞Βʹਂ۷Γ͍ͨ͠ํͪ͜Β ʲಛʳ ɾಈըຊҎ্ʢىۀͷՊֶىۀେશͷ༰ʣ ɾ250໊Ҏ্ͷىۀՈ/ࣄۀձࣾॴଐϝϯόʔͱަྲྀɹ ɾఆظతͳΞτϓοτ/࠲ஊձ/ΠϕϯτʹࢀՃ ελʔτΞοϓࣄۀαϩϯʢॳ݄ແྉʣ ελʔτΞοϓ .#"αϩϯαΠτ IUUQTCJUMZ8P7L
ాॴΑΓݸผʹࣄۀͷϒϥογϡΞοϓΛड͚͍ͨํͪ͜Β ʲಛʳ ɾాॴ͔ΒఆظతʹΞυόΠεΛड͚ ࣄۀΛϒϥογϡΞοϓͰ͖Δ ɾಈըຊҎ্ʢىۀͷՊֶىۀେશͷ༰ʣ ɾϝϯόʔަྲྀ/ΠϕϯτࢀՃʢׂ̔Ҏ্͕ݱىۀՈʣ ελʔτΞοϓܦӦऀक़ʢॳ݄ແྉʣ ελʔτΞοϓ ܦӦऀक़αΠτ IUUQTVOJDPSOGBSNKQKVLVTBMPOKVLV
ࢢʹࢿ͕ۚ५ʹ͋ΔͷͰ ൺֱతɺࢿۚௐୡ͕҆қʹͳ͖ͬͯͨ ҰํͰɺదʹϦιʔεʢࢿۚɺਓɺϞϊʣ Λ׆༻ͯ͠يಓΛඳ͘͜ͱ͕Ͱ͖Δ ελʔτΞοϓܦӦऀ$90 ͕ѹతʹෆ͍ͯ͠Δ ຊεϥΠυγϦʔζΛ ॻ͍ͨ՝ҙࣝ
ؒͰ ̒ഒʹ૿͍͑ͯΔʂ IUUQTXXXNPGHPKQBCPVU@NPGDPVODJMTpTDBM@TZTUFN@DPVODJMTVCPG@pMQQSPDFFEJOHTNBUFSJBM[BJUPB
1SPEVDU ਓ ࡐ 'JOBODF ʢࢿۚʣ ༷ʑͳ ϓϩμΫτ͕ ϩʔϯνʂ ͓ۚ ͨ͘͞Μ͋Δʂ
Λࢦ͢ 4UBSUVQ৽نࣄۀ
1SPEVDU ਓ ࡐ 'JOBODF ʢࢿۚʣ ελʔτΞοϓ ܦӦऀ$90͕ ѹతʹ ෆ͍ͯ͠Δ Λࢦ͢
4UBSUVQ৽نࣄۀ
ܦӦ ۀ ࣥߦ ࣄۀ ։ൃ ϓϩμΫτ ։ൃ Ϛʔέ ࡒ $&0
$50 $.0 $'0 ͠ͳ͍ελʔτΞοϓʢࣄۀʣ $90͕ۀࣥߦࢹ ʢ෦࠷దࢹʣ ͔࣋ͨͣ͠ ܦӦೳྗ͕ͳ͍
$PQZSJHIU.BTBZVLJ5BEPLPSP"MMSJHIUTSFTFSWFE 4UBSUVQ4DJFODF ༏ΕͨελʔτΞοϓਓࡐ$90 ͷಛͱʁ
$PQZSJHIU.BTBZVLJ5BEPLPSP"MMSJHIUTSFTFSWFE ࣗͷઐྖҬʹՃ͑ͯ ෯͍ࢹΛ͓࣋ͬͯΓ શମ࠷దΛߟ͑Δ͜ͱ͕Ͱ͖Δ
ܦӦ ۀ ࣥߦ ࣄۀ ։ൃ ϓϩμΫτ ։ൃ Ϛʔέ ࡒ $&0
$50 $.0 $'0 ͢ΔελʔτΞοϓʢࣄۀʣ $00 $90ͦΕͧΕͷ ઐྖҬΛ࣋ͪͭͭ ͍ࢹͱظࢹ࠲ʹ ཱͪશࣾ࠷దΛߟ͑Δ ͜ͱ͕Ͱ͖Δ
ຊεϥΠυͰͲͷΑ͏ͳ ՁΛఏڙ͢Δ͔ ελʔτΞοϓܦӦऀʹͳΔͨΊʹ ඞཁͳࢹ࠲ݟΛ ମܥతแׅతʹत͢Δ
ຊεϥΠυγϦʔζͰ ͭ̕ͷཁૉΛΧόʔ͢Δ ᶃ.77 .JTTJPO7JTJPO7BMVF ᶄઓུ ᶅ)3 ਓࡐʣ ᶆ0QFSBUJPO ᶇ69
ᶈϚʔέςΟϯά ᶉηʔϧε ᶊΧελϚʔαΫηε ᶋϑΝΠφϯε
શͯͷཁૉ༗ػతʹ ݁߹͍ͯ͠Δ ॏཁͳཹҙ
S ϚʔέςΟϯά ϑΟʔϧυ ηʔϧε ΧελϚʔ αΫηε ΠϯαΠυ ηʔϧε )3৫ઓུਓࡐͷ ΧελϚʔϦϨʔγϣϯγοϓΤϯήʔδϝϯτ
ϛογϣϯϏδϣϯόϦϡʔ 'JOBODJBM $VTUPNFS *OUFSOBM 1SPDFTT )3 0SHBOJ[BUJPO .77 4USBUFHZ ίʔϙϨʔτϓϩηεʢࡒɾ๏ɾΨόφϯεFUDʣ εςʔΫϗϧμʔϦϨʔγϣϯζ 69ઃܭϓϩμΫτ։ൃ 0& %BUB ׆༻ ϑΝΠφϯεόϦϡΤʔγϣϯ ઓུʢ1.'ϑΟʔδϏϦςΟεέʔϥϏϦςΟσΟϑΣϯγϏϦςΟ શͯͷཁૉ͕ ༗ػతʹ ݁߹͍ͯ͠Δ
4UBSUVQ#BMBODF4DPSF$BSE ΑΓแׅతͳ ࢹ࠲Λ ఏڙ
͠ͳ͍ελʔτΞοϓʢࣄۀʣ $&0 $50 $)30 $'0 ෦࠷దͳ ࢹ͔͠ͳ͍
$&0 $50 $)30 $'0 ϝϯόʔ͕ แׅతͳࢹ࠲Λ ͍࣋ͬͯΔ ͢ΔελʔτΞοϓʢࣄۀʣ
શମ࠷దΛݟਾ͑ͨ $4'Λଧͪग़͢͜ͱ͕Ͱ͖Δ
$&0 $50 $)30 $'0 ϝϯόʔ͕ แׅతͳࢹ࠲Λ ͍࣋ͬͯΔ ͢ΔελʔτΞοϓʢࣄۀʣ .77͕ثԽ $IVSO
.33ສ ݄Ϧʔυ ݅ ݄݅ͷ Ҋ݅֫ಘ σʔλ υϦϒϯ ܦӦ࣮ ৬ ҎԼ F/14 ϙΠϯτ ωοτϫʔΫޮՌͷཱ֬ ϓϩμΫτؒΫϩεηϧ اۀՁɿԯ /14ϙΠϯτ େखϝσΟΞܝࡌ ݄ܾ࣍ࢉ
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$VTUPNFS4VDDFTT ͷۃҙ
S .BSLFUJOH 'JFME 4BMFT $VTUPNFS 4VDDFTT *OTJEF 4BMFT )3৫ઓུਓࡐͷ $VTUPNFS3FMBUJPOTIJQ&OHBHFNFOU
.JTTJPO7JTJPO7BMVF 'JOBODJBM $VTUPNFS *OUFSOBM 1SPDFTT )3 0SHBOJ[BUJPO .77 4USBUFHZ ίʔϙϨʔτϓϩηεʢࡒɾ๏ɾΨόφϯεFUDʣ 4UBLFIPMEFS3FMBUJPOT 69ઃܭ ϓϩμΫτ։ൃϓϩηε ඪ ४ Խ σ δ λ ϧ Խ σ M λ ׆ ༻ 'JOBODF7BMVBUJPO ઓུʢ1.''FBTJCJMJUZ4DBMBCJMJUZ%FGFOTJCJMJUZʣ
اۀ Ձ #4 1- Ձ ɾݱࡏͷऩӹੑ ɾ#4ͷ݈શੑʢݱ༬ۚɺआۚʣ ɾݻఆࢿ࢈ͷՁ γεςϜɺઃඋͳͲʣ ελʔτΞοϓͷՁʢόϦϡΤʔγϣϯʣΛܾΊΔཁૉ
%FGFOTJCJMJUZ "TTFU ڝ߹༏Ґੑ ࢿ࢈ʣ ɾࣗࣾอ༗ςΫϊϩδʔͷलҳ͞ ɾࡒʢಛڐʣ ɾΤϯδχΞϝϯόʔͷೳྗٕज़ྗ ɾ1SPEVDUͷलҳੑ 5FDIOPMPHZ*1&OHJOFFSJOH ɾ.BSLFU*OTJHIU ɾ%BUBྔ%BUBϞσϧ ɾ%BUB%SJWFOܦӦͷϊϋγεςϜ %BUB*OTJHIU ɾىۀՈͷۀքݖҖੑ$BQBCJMJUZ4LJMM ɾܦӦೳྗ ɾ.77ͷਁಁ ɾ5FBNϝϯόʔͷ$BQBCJMJUZ ɾϝϯόʔͷΤϯήʔδϝϯτϞνϕʔγϣϯ $VMUVSF5FBN$90 /FUXPSLF⒎FDU #VTJOFTTSFMBUJPOTIJQ"TTFU #SBOE"XBSFOFTT.BSLFUJOH"TTFU 0QFSBUJPOBM&YDFMMFODF ɾόϦϡʔνΣʔϯͷख़ΧελϚʔରԠଆϊϋ ʢϕετϓϥΫςΟεɺࣄྫɺϚχϡΞϧͳͲʣ ɾόϦϡʔνΣʔϯͷख़ίʔϙϨʔταΠυϊϋ ʢҙࢥܾఆਝԽͷΈɺΨόφϯεɺίϯϓϥΠΞϯεͳͲʣ ɾωοτϫʔΫޮՌ ɾϦϨʔγϣϯγοϓΞηοτ ʢސ٬ɺϝσΟΞɺΨόϝϯτɺࢿՈɺ ϝϯλʔΞυόΠβʔɺαϓϥΠϠʔͳͲʣ ɾࠂҎ֎ͷސ٬֫ಘνϟωϧ ʢϝσΟΞϦϨʔγϣϯίϛϡχςΟʔ ΠϯϑϧΤϯαʔͳͲʣ ɾࠂʹΑΔ֫ಘνϟωϧ ɾϒϥϯυೝ ɾઓུͷ໌֬͞ ɾઓུͷಠࣗੑ ɾΠϊϕʔγϣϯϞσϧ 4USBUFHZ
1SF4FFE 4FFE 4FSJFT" 4FSJFT#d ʢεέʔϧΛࢦ͢ʣ 1SF*10 *10Λࢦ͢ʣ $1'14'Λࢦ͢ ʢ1.ୡΛࢦ͢ʣ ʢ6OJUFDPOPNJDT݈શԽʣ
1PTU*10 *10ޙͷʣ $4ͷ $4' ࣄྫ ܦӦਞ͕$4Λཧղ͍ͯ͠Δ $4͕શࣾͰཧղ͞Ε͍ͯΔ σʔλɾυϦϒϯͳ$4͕࣮Ͱ͖͍ͯΔ 1SPBDUJWFͳ$4͕Ͱ͖͍ͯΔ 1SFEJDUJWFͳ$4͕Ͱ͖͍ͯΔ $4νʔϜ্ཱ͕͕͍ͪͬͯΔ $4ͷػೳ͕࣮͞Ε͍ͯΔ $4͕ձࣾͷϋϒʹͳ͍ͬͯΔ
*EFBUJPO $1' 14' 1.' 554 4DBMF *10 1PTU *10 1SPEVDU
.BSLFU 'PVOEFS 5FBN 'JOBODF $1' 3JTL 'PVOEFS*TTVF'JU 3JTL *OJUJBM$BQJUBMJ[BUJPO 3JTL 'PVOEFS3FBEJOFTT3JTL 5FDI 'FBTJCJMJUZ 3JTL 1SPEVDU -BVODI 3JTL #VSO3JTL 1JWPU5PMFSBUJPO3JTL 1.' 3JTL 'PVOEJOH5FBN #VJMEJOH3JTL $PGPVOEFS4IBSF"MMPDBUJPO 3JTL 6OJU &DPOPNJDT 3JTL (SPXUI 3JTL )JSJOHSJTL *10 3JTL *10४උ 3JTL 4UPDL%JMVUJPO3JTL $POHMPNFSBUF %JTDPVOU3JTL 1PTU*10(SPXUI 3JTL %FGFOTJCJMJUZ#VJMEJOH3JTL 'PVOEFSUP$&0 5SBOTGPSN3JTL 1PTU*10)3 SJTL 4VDDFTT4UBUVT 2VP3JTL 0QFSBUJPOCMBDLCPY3JTL 4VDDFTTPS3JTL 1SFTFFE 4FFE 4FSJFT" 4FSJFT#d 1SF*10 $&01VCMJD'JHVSF 5SBOTGPSN3JTL 5BMFOU3FUFOUJPO3JTL 'VOESBJTJOH3JTL $VMUVSF#SFBL3JTL
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ڝ૪ ݅ Ձ֨-57 ࠩผԽେ ࠩผԽখ ͍ ߴ͍ ίϞσΟςΟʔ ػೳ αʔϏε
ମݧՁʴ࣌ؒՁ دΓఴ͍ސ٬ͷޭ
ڝ૪ ݅ Ձ֨-57 ࠩผԽେ ࠩผԽখ ͍ ߴ͍ ίϞσΟςΟʔ ػೳ αʔϏε
ମݧՁʴ࣌ؒՁ دΓఴ͍ސ٬ͷޭ ίετʹΑΔ ࠩผԽ
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ڝ૪ ݅ Ձ֨-57 ࠩผԽେ ࠩผԽখ ͍ ߴ͍ ίϞσΟςΟʔ ػೳ αʔϏε
ମݧՁʴ࣌ؒՁ دΓఴ͍ސ٬ͷޭ ػೳʹΑΔ ࠩผԽ
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IUUQTKQXTKDPNBSUJDMFT4#
IUUQTXXXOJLLFJDPNBSUJDMF%(9/"4',2@5$"
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ڝ૪ ݅ Ձ֨-57 ࠩผԽେ ࠩผԽখ ͍ ߴ͍ ίϞσΟςΟʔ ػೳ αʔϏε
ମݧՁʴ࣌ؒՁ دΓఴ͍ސ٬ͷޭ ײརศੑ ʹΑΔ ࠩผԽ
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ڝ૪ ݅ Ձ֨-57 ࠩผԽେ ࠩผԽখ ͍ ߴ͍ ίϞσΟςΟʔ ػೳ αʔϏε
ମݧՁʴ࣌ؒՁ دΓఴ͍ސ٬ͷޭ دΓఴ͍ʴ ސ٬ͷޭ
TUBSFYQFSJFODF Λߟ͑Δ͜ͱ͕Ͱ͖Δ͔ʁ
;[[[[[[[[[[[ "JS#/#$&0 ϒϥΠΞϯνΣεΩʔ TUBS&YQFSJFODF ·Ͱఆͨ͠
zސ٬ͷཧͷঢ়ଶz Λߟ͑Δ
$VTUPNFS )FBMUI 4DPSF ࣌ؒ ߴ ސ٬ͷϥΠϑαΠΫϧ DIVSO DIVSO DIVSO
Ձݮ Ձݮ Ձݮ 4UBSU 'JSTU 7BMVF 'JSTU 4VDDFTT DIVSO Ձݮ 3FQFBU 4VDDFTT ΞυϘΧγʔ
ฏ҆อݥͷࣄྫ
ݱͷࢦʢόϦϡʔʣ ݱͷ୲ऀ ސ٬ମݧͷ্ͱ ۀඪ͕Ұக͍ͯ͠Δ߹ͷΈ ݱͰࢪࡦΛ࣮ࢪ͢Δ
γφϦΦ ฏ҆άϧʔϓͷ 69ϚωδϝϯτͰ ސ٬ͷϥΠϑαΠΫϧʹ͓͍ͯ ମݧ͕ൃੜ͢ΔγφϦΦͷ શͯΛཏ͠ͳ͚ΕͳΒͳ͍
ϓϩδΣΫτɿ શͯͷγφϦΦશͯͷνϟωϧ શͯͷ݁ՌΛཏ ʮΞϑλʔσδλϧʯΑΓ
಄ຬͯ͠ ৺ຬͨ͠ ঢ়ଶΛ࡞ΕΔ͔ ಄ʢϩδοΫػೳʣ ͚ͩͰຬ͍ͯ͠Δͱ Ձ֨ڝ૪ʹؕΔ
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IUUQTXXXBNB[PODPKQC JF65'OPEF
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ࢀরɿIUUQTJOGPDVTEFMMFNDDPNXJMMJBN@TDINBS[PUIFOFXOPSNBMCJHEBUBCVTJOFTTNPEFMEJTJOUFSNFEJBUJPOBOEEJTSVQUJPO
IUUQTXXXBNFSJDBCVDPNTPGUXBSF
͝Ζʹ ΧελϚʔαΫηε͕ *5͚ͩͰͳ͘ඇ*595FDIʹ ͕͖ͬͯͨ
IUUQTBOEIJMMDPNBSUJDMFTPGUXBSFPOUIFSPBEUPUSJMMJPO
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IUUQTXXXTMJEFTIBSFOFU#BUUFSZ@7FOUVSFTTPGUXBSF
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ςΫϊϩδʔΠϯϑϥ ͷਐԽ
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ғ͍ࠐΈڝ૪Ϟσϧ͔Β ϢʔβʔαΠυΠϊϕʔγϣϯڞϞσϧ
ैདྷܕͷYYϞσϧ ʢैདྷܕͷόϦϡʔνΣʔϯϞσϧʣ ސ٬ ސ٬ ސ٬ ࣗࣾ αϓ ϥΠϠʔ αϓ ϥΠϠʔ
αϓ ϥΠϠʔ 74 74 ਨ౷߹࿈߹ ਨ౷߹࿈߹ ਨ౷߹࿈߹ ɾࣗલओٛ ɾғ͍ࠐΈ ɾαϓϥΠαΠυ Τίϊϛʔ ɾചΓΓܕϞσϧ ࣗࣾ ࣗࣾ
ങ͍खͷ ަবྗ ചΓखͷަবྗ ସͷڴҖ ৽نࢀೖͷڴҖ ۀքͷڝ૪ঢ়گ ϚΠέϧϙʔλʔͷڝ૪ઓུ' ϑΝΠϒϑΥʔεʣϞσϧ
ސ٬ ސ٬ ސ٬ αϓ ϥΠϠʔ αϓ ϥΠϠʔ αϓ ϥΠϠʔ ΤίγεςϜ
ɾ/YY/ ɾ͕ࣗࣾਅΜதʹཱͪ ϓϩσϡʔε ʢΦʔέετϨʔτ"1*׆ ༻ʣ ɾސ٬ͷޭΛߟ͑ͯ ॊೈʹΈ߹ΘͤΛม͑ -57Λ࠷େԽ͢Δ //ͰΤίγεςϜΛ࡞ΓओಋݖΛѲΔ ʢΞϑλʔσδλϧͷΤίγεςϜϞσϧʣ ࣗࣾ
ΧελϚʔͱͷ $PDSFBUJPO ΧελϚʔαΠυ Πϊϕʔγϣϯ αϓϥΠαΠυͱͷ $PDSFBUJPO "1*࿈ܞ ସͷڴҖ ࣗΒସΛ ࡞Δνϟϯε
৽نࢀೖͷڴҖ ࣗΒ৽نࢀೖΛ ࡞Δνϟϯε ۀքͷڝ૪ঢ়گ ۀքͷڞঢ়گ "1*࿈ܞ ڞઓུ $$ $P$SFBUJPO Ϟσϧ
IUUQTKQUFDIDSVODIDPNVCFSpMFTGPSJQP
IUUQTXXXESFBNJODVCBUPSDPKQCQKDPMVNO@
IUUQTDPSQNPOFZGPSXBSEDPNOFXTSFMFBTFTFSWJDFNGQSFTT
None
None
ചΔํ๏ Ϗδωε Ϟσϧ
None
None
None
ސ٬ܾ·ͬͨײ֮Ͱ ಉ͕͡ ܁Γฦ͠ૹΒΕͯ͘Δ͚ͩͷఆֹൢചʹ ϢʔβʔϝϦοτΛײ͡ͳ͘ͳͬͨ αϒεΫϦϓγϣϯ ·͞ʹͦΜͳײͩͬͨ͡
None
ʮΧελϚʔαΫηεͱԿ͔ʯΑΓ
σδλϧ࣌Λੜ͖ൈͨ͘Ίʹ ΧελϚʔαΫηεඞਢʹͳͬͨ
ΧελϚʔαΫηε ΛڥʹඇιϑτΣΞʹ ͕ͬͨ
None
IUUQTLJOUPDPKQ
None
ιχʔ ಋೖ
ϦςϯγϣϯϞσϧɺ ࠷৽Խ࠷దԽ͞Εଓ͚Δ
ʮ.BB4ϞϏϦςΟֵ໋ʯΑΓ
ʮ.BB4ϞϏϦςΟֵ໋ʯΑΓ
ʮ.BB4ϞϏϦςΟֵ໋ʯΑΓ
ʮ.BB4ϞϏϦςΟֵ໋ʯΑΓ
ʮ.BB4ϞϏϦςΟֵ໋ʯΑΓ
None
None
None
IUUQTOPSFMKQ
None
None
ϦςϯγϣϯϞσϧ αϒεΫϦϓγϣϯΛಋ ೖͨ͠اۀฏۉͯ͠ ഒۀΛ৳͍ͯ͠Δ IUUQTKQ[VPSBDPNSFTPVSDFTVCTDSJQUJPOFDPOPNZJOEFY
IUUQTXXXBNFSJDBCVDPNTBBT
None
None
IUUQTDEOBLGTUIBUFOBDPNJNBHFTGPUPMJGFNNJDLFZLL QOH $SFBUJWF $MPVE ͷൃද
None
None
αϒεΫϦϓγϣϯ ͱސ٬͕͍ͨ͘ͳΔ ؾ࣋ͪΛ࡞Δ͜ͱ
None
None
None
None
Ϟσϧͷൺֱ
None