「起業大全」シリーズスライド⑧ Customer Successの極意

Db3fe7aea22f3c747af1b176b8503a3c?s=47 masa tadokoro
September 23, 2020

「起業大全」シリーズスライド⑧ Customer Successの極意

Db3fe7aea22f3c747af1b176b8503a3c?s=128

masa tadokoro

September 23, 2020
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  1. $VTUPNFS4VDDFTT 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.BTBZVLJ5BEPLPSP"MMSJHIUTSFTFSWFE 4UBSUVQ4DJFODF ༏ΕͨελʔτΞοϓਓࡐ$90 ͷಛ௃ͱ͸ʁ

  13. $PQZSJHIU.BTBZVLJ5BEPLPSP"MMSJHIUTSFTFSWFE ࣗ෼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 .JTTJPO7JTJPO7BMVF  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 $VTUPNFS *OUFSOBM 1SPDFTT )3 0SHBOJ[BUJPO .77 4USBUFHZ ίʔϙϨʔτϓϩηεʢ஌ࡒɾ๏཯ɾΨόφϯεFUDʣ εςʔΫϗϧμʔϦϨʔγϣϯζ 69ઃܭϓϩμΫτ։ൃ 0& %BUB ׆༻ ϑΝΠφϯεόϦϡΤʔγϣϯ ઓུʢ1.'ϑΟʔδϏϦςΟεέʔϥϏϦςΟσΟϑΣϯγϏϦςΟ શͯͷཁૉ͕ ༗ػతʹ ݁߹͍ͯ͠Δ
  19. 4UBSUVQ#BMBODF4DPSF$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. $VTUPNFS4VDDFTT ͷۃҙ

  26. S .BSLFUJOH 'JFME 4BMFT $VTUPNFS 4VDDFTT *OTJEF 4BMFT )3૊৫ઓུਓࡐͷ੒௕ $VTUPNFS3FMBUJPOTIJQ&OHBHFNFOU

    .JTTJPO7JTJPO7BMVF 'JOBODJBM $VTUPNFS *OUFSOBM 1SPDFTT )3 0SHBOJ[BUJPO .77 4USBUFHZ ίʔϙϨʔτϓϩηεʢ஌ࡒɾ๏཯ɾΨόφϯεFUDʣ 4UBLFIPMEFS3FMBUJPOT 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%BUBྔ%BUBϞσϧ ɾ%BUB%SJWFOܦӦͷϊ΢ϋ΢γεςϜ %BUB*OTJHIU ɾىۀՈͷۀքݖҖੑ$BQBCJMJUZ4LJMM ɾܦӦೳྗ ɾ.77ͷਁಁ౓ ɾ5FBNϝϯόʔͷ$BQBCJMJUZ ɾϝϯόʔͷΤϯήʔδϝϯτϞνϕʔγϣϯ $VMUVSF5FBN$90 /FUXPSLF⒎FDU #VTJOFTTSFMBUJPOTIJQ"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 '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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  35. ڝ૪ ৚݅ Ձ֨-57 ࠩผԽେ ࠩผԽখ ௿͍ ߴ͍ ίϞσΟςΟʔ ػೳ αʔϏε

    ମݧՁ஋ʴ࣌ؒՁ஋ دΓఴ͍ސ٬ͷ੒ޭ
  36. ڝ૪ ৚݅ Ձ֨-57 ࠩผԽେ ࠩผԽখ ௿͍ ߴ͍ ίϞσΟςΟʔ ػೳ αʔϏε

    ମݧՁ஋ʴ࣌ؒՁ஋ دΓఴ͍ސ٬ͷ੒ޭ ίετʹΑΔ ࠩผԽ
  37. None
  38. ڝ૪ ৚݅ Ձ֨-57 ࠩผԽେ ࠩผԽখ ௿͍ ߴ͍ ίϞσΟςΟʔ ػೳ αʔϏε

    ମݧՁ஋ʴ࣌ؒՁ஋ دΓఴ͍ސ٬ͷ੒ޭ ػೳʹΑΔ ࠩผԽ
  39. None
  40. None
  41. IUUQTKQXTKDPNBSUJDMFT4#

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

  43. None
  44. ڝ૪ ৚݅ Ձ֨-57 ࠩผԽେ ࠩผԽখ ௿͍ ߴ͍ ίϞσΟςΟʔ ػೳ αʔϏε

    ମݧՁ஋ʴ࣌ؒՁ஋ دΓఴ͍ސ٬ͷ੒ޭ ײ৘རศੑ ʹΑΔ ࠩผԽ
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  47. ڝ૪ ৚݅ Ձ֨-57 ࠩผԽେ ࠩผԽখ ௿͍ ߴ͍ ίϞσΟςΟʔ ػೳ αʔϏε

    ମݧՁ஋ʴ࣌ؒՁ஋ دΓఴ͍ސ٬ͷ੒ޭ دΓఴ͍ʴ ސ٬ͷ੒ޭ
  48. TUBSFYQFSJFODF 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

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  59. IUUQTXXXBNB[PODPKQC JF65'OPEF

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  73. ࢀরɿIUUQTJOGPDVTEFMMFNDDPNXJMMJBN@TDINBS[PUIFOFXOPSNBMCJHEBUBCVTJOFTTNPEFMEJTJOUFSNFEJBUJPOBOEEJTSVQUJPO

  74. IUUQTXXXBNFSJDBCVDPNTPGUXBSF

  75. ೥͝Ζʹ͸ ΧελϚʔαΫηε͕ *5͚ͩͰͳ͘ඇ*595FDIʹ΋ ޿͕͖ͬͯͨ

  76. IUUQTBOEIJMMDPNBSUJDMFTPGUXBSFPOUIFSPBEUPUSJMMJPO

  77. None
  78. IUUQTXXXTMJEFTIBSFOFU#BUUFSZ@7FOUVSFTTPGUXBSF

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  80. ςΫϊϩδʔΠϯϑϥ ͷਐԽ

  81. None
  82. ғ͍ࠐΈڝ૪Ϟσϧ͔Β ϢʔβʔαΠυΠϊϕʔγϣϯڞ૑Ϟσϧ΁

  83. ैདྷܕͷYYϞσϧ ʢैདྷܕͷόϦϡʔνΣʔϯϞσϧʣ ސ٬ ސ٬ ސ٬ ࣗࣾ αϓ ϥΠϠʔ αϓ ϥΠϠʔ

    αϓ ϥΠϠʔ 74 74 ਨ௚౷߹࿈߹ ਨ௚౷߹࿈߹ ਨ௚౷߹࿈߹ ɾࣗલओٛ ɾғ͍ࠐΈ ɾαϓϥΠαΠυ Τίϊϛʔ ɾചΓ੾ΓܕϞσϧ ࣗࣾ ࣗࣾ
  84. ങ͍खͷ ަবྗ ചΓखͷަবྗ ୅ସ඼ͷڴҖ ৽نࢀೖͷڴҖ ۀքͷڝ૪ঢ়گ ϚΠέϧϙʔλʔͷڝ૪ઓུ' ϑΝΠϒϑΥʔεʣϞσϧ

  85. ސ٬ ސ٬ ސ٬ αϓ ϥΠϠʔ αϓ ϥΠϠʔ αϓ ϥΠϠʔ ΤίγεςϜ

    ɾ/YY/ ɾ͕ࣗࣾਅΜதʹཱͪ ϓϩσϡʔε ʢΦʔέετϨʔτ"1*׆ ༻ʣ ɾސ٬ͷ੒ޭΛߟ͑ͯ ॊೈʹ૊Έ߹ΘͤΛม͑ -57Λ࠷େԽ͢Δ //ͰΤίγεςϜΛ࡞ΓओಋݖΛѲΔ ʢΞϑλʔσδλϧͷΤίγεςϜϞσϧʣ ࣗࣾ
  86. ΧελϚʔͱͷ $PDSFBUJPO ΧελϚʔαΠυ Πϊϕʔγϣϯ αϓϥΠαΠυͱͷ $PDSFBUJPO "1*࿈ܞ ୅ସ඼ͷڴҖ ࣗΒ୅ସ඼Λ ࡞Δνϟϯε

    ৽نࢀೖͷڴҖ ࣗΒ৽نࢀೖΛ ࡞Δνϟϯε ۀքͷڝ૪ঢ়گ ۀքͷڞ૑ঢ়گ "1*࿈ܞ ڞ૑ઓུ $$ $P$SFBUJPO Ϟσϧ
  87. IUUQTKQUFDIDSVODIDPNVCFSpMFTGPSJQP

  88. IUUQTXXXESFBNJODVCBUPSDPKQCQKDPMVNO@

  89. IUUQTDPSQNPOFZGPSXBSEDPNOFXTSFMFBTFTFSWJDFNGQSFTT

  90. None
  91. None
  92. ചΔํ๏ Ϗδωε Ϟσϧ

  93. None
  94. None
  95. None
  96. ސ٬͸ܾ·ͬͨײ֮Ͱ ಉ͡঎඼͕ ܁Γฦ͠ૹΒΕͯ͘Δ͚ͩͷఆֹൢചʹ Ϣʔβʔ͸ϝϦοτΛײ͡ͳ͘ͳͬͨ αϒεΫϦϓγϣϯ͸ ·͞ʹͦΜͳײͩͬͨ͡

  97. None
  98. ʮΧελϚʔαΫηεͱ͸Կ͔ʯΑΓ

  99. σδλϧ࣌୅Λੜ͖ൈͨ͘Ίʹ͸ ΧελϚʔαΫηε͸ඞਢʹͳͬͨ

  100. ΧελϚʔαΫηε͸ ೥Λڥʹඇιϑτ΢ΣΞʹ΋ ޿͕ͬͨ

  101. None
  102. IUUQTLJOUPDPKQ

  103. None
  104. ιχʔ ΋ಋೖ

  105. ϦςϯγϣϯϞσϧ͸ɺ ࠷৽Խ࠷దԽ͞Εଓ͚Δ

  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 ഒۀ੷Λ৳͹͍ͯ͠Δ IUUQTKQ[VPSBDPNSFTPVSDFTVCTDSJQUJPOFDPOPNZJOEFY

  118. IUUQTXXXBNFSJDBCVDPNTBBT

  119. None
  120. None
  121. IUUQTDEOBLGTUIBUFOBDPNJNBHFTGPUPMJGFNNJDLFZLL QOH $SFBUJWF $MPVE ͷൃද

  122. None
  123. None
  124. αϒεΫϦϓγϣϯ ͱ͸ސ٬͕࢖͍ͨ͘ͳΔ ؾ࣋ͪΛ࡞Δ͜ͱ

  125. None
  126. None
  127. None
  128. None
  129. Ϟσϧͷൺֱ

  130. None