BtoBマーケティング＆セールス・フルオンライン化のカギを握るコンテンツとSNS

2020年6月19日の『BtoBデジタルシフト2020』に登壇した際に使ったスライドです。BtoBマーケティング＆セールスをフルオンライン化する上での大事な考え方と、それに基づくベイジでの取り組みを紹介しています。

Transcript

1. ϑϧΦϯϥΠϯԽͷ
   ΧΪΛѲΔ
   ίϯςϯπͱ4/4
   #UP#σδλϧγϑτ
   ʛ גࣜձࣾϕΠδ ᐦ୩ྗ
   %BZ
   /FX͆BWFPG#UP#.BSLFUJOH4BMFT
   #UP#ϚʔέςΟϯάˍηʔϧεͷ৽ைྲྀ
   

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2. #UP#σδλϧγϑτ
   2
   #UP#%JHJUBM4IJGU
   *OUSPEVDUJPO
   ͸͡Ίʹ
   
   

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3. 3
   #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
   ᐦ୩ ྗʢͦ͗ͨʹ ͭͱΉʣ
   ໊લ
   ೥݄೔
   ੜ೥݄೔
   גࣜձࣾϕΠδ
   ॴଐ
   ୅දऔక໾ࣾ௕
   ໾৬
   େࡕ෎ӋӪ໺ࢢ
   ग़਎஍
   ུྺ
   ೥ʙ೥ /55σʔλ
   ೥ʙ೥ XFC੍࡞ձࣾʷࣾ
   ೥ʙ೥ ϑϦʔϥϯε
   ೥ʙݱࡏ ϕΠδઃཱ
   ओͳ৬ೳ
   • σβΠφʔ
   • Ϧαʔνϟʔ
   • ܦӦऀ
   • ਓࣄ
   • ϒϩΨʔ
   • Ϛʔέλʔ
   • Ӧۀ
   • ޿ใ
   • ϥΠλʔ
   • πΠολϥʔ
   

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4. 4
   #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
   #UP#ʹڧ͍XFC੍࡞ձࣾ
   ࣾһ͸શ໊ɻ֎෦ʹग़ͣ͞಺੡Ͱ׬݁Ͱ͖Δମ੍Λ࡞͍ͬͯ·͢ɻ
   XFCαΠτ͔Β೥݅ͷϦʔυΛ֫ಘɻࣗࣾͷϊ΢ϋ΢ʹ΋ͱ͍ͮͯఏҊ͠·͢ɻ
   ϚʔέςΟϯάɺ࠾༻ɺ4BB4ͷ6*վળͳͲɺࣄۀ՝୊ʹԠͨ͡αʔϏεఏڙ͕ՄೳͰ͢ɻ
   #UP#ϚʔέςΟϯάʹਫ਼௨ɻʹ͓ΑͿউͪύλʔϯΛ͍࣋ͬͯ·͢ɻ
   ࣄۀͱސ٬ʹର͢Δਂ͍ཧղΛ໨ࢦ͢ʮઓུϑΣʔζʯΛॏࢹ͍ͯ͠·͢ɻ
   ϒϥϯυͱརศੑͷόϥϯε͕औΕͨɺ߹ཧతͳσβΠϯΛ໨ࢦ͠·͢ɻ
   ιʔείʔυ΍$.4ͳͲɺද໘্͸ݟ͑ͳ͍಺෦ߏ଄ʹ΋ͩ͜ΘΓ·͢ɻ
   ͷλεΫʹ෼ղͨ͠ϫʔΫϑϩʔɻ҆ఆͨ͠ϓϩδΣΫτਐߦʹఆධ͕͋Γ·͢ɻ
   ೥Ҏ্ͷྺ࢙ɻۀք೥ۙ͘ͷϝϯόʔ΋ࡏ੶ɻݱ৔ܦݧ͕๛෋ʹ͋Γ·͢ɻ
   

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5. 5
   #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
   

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6. 6
   #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
   /VSDIBSJOH *OTJEF4BMFT
   ϦʔυԽ
   -&"%˞
   ঎ஊԽ
   4"-
   4BMFT
   ड஫
   $-04&
   ೥
   ೥
   ݅
   ݅
   ݅
   ݅
   ݅
   ݅
   ࢿྉ%-਺ʢ೥ʣ ঎ஊ਺ʢ೥ʣ ड஫਺ʢ೥ʣ
   ϗοτԽ
   .2- ˞
   (FOFSBUJPO
   ঺հͳͲ
   ݅ʢ݅˞
   ʣ
   ݅ʢ݅˞
   ʣ
   ໰͍߹Θͤ਺ʢ೥ʣ
   ˋ ˋ
   ˋ ˋ
   ˞ ࢿྉμ΢ϯϩʔυͰ֫ಘ͍ͯ͠Δ৽نϦʔυ֫ಘ਺ɻͨͩ͠ಉۀऀ΍ڝ߹ɺ࠾༻໨తͳͲ΋ؚΉ
   ˞ XFCαΠτ͔Βͷ͓໰͍߹Θͤ਺ɻ4/4ܦ༝΍ϝʔϧͰͷ૬ஊͳͲΛؚΈ·ͤΜɻ
   ˞ ༧ࢉສԁҎ্ͷ͓໰͍߹Θͤ਺
   ೥ ݅ ݅ ݅
   ݅ʢ݅˞
   ʣ
   ˋ ˋ
   

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7. 7
   #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
   ࣾ௕ϒϩάʢܭຊʣ
   ೥݄։݄࢝ؒ๚໰਺໿
   ϕΠδͷ೔ใʢܭຊʣ
   ೥݄։݄࢝ؒ๚໰਺໿
   ϕΠδͷ༻ޠूʢܭຊʣ
   ೥݄։݄࢝ؒ๚໰਺໿
   IUUQTCBJHJFNFTPHJUBOJ IUUQTCBJHJFNFOJQQP IUUQTCBJHJFNFHMPTTBSZ
   

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8. 8
   #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
   ೥݄೔ެ։ͷɺϕΠδ͕͜Ε·Ͱഓ͖ͬͯͨίϯ
   ςϯπ੍࡞ͷϊ΢ϋ΢Λ஫͗ࠐΜͩ࠷৽Φ΢ϯυϝσΟΞɻ
   શࣾһࢀՃΛجຊͱͯ͠ӡӦ
   هࣄ͸िؒʹʙຊΛߋ৽
   ฤू෦Λ࣋ͪɺΫΦϦςΟΛݫີʹ؅ཧ
   4/4Λϑϧ׆༻ͯ͠هࣄΛ഑৴
   ެ։Χ݄ͰສQWΛ֫ಘ
   هࣄͰ͋ͨΓฏۉສQWΛه࿥
   ೥ͰهࣄΛΞοϓ͠ɺ݄ؒສQWΛ໨ࢦ͢
   

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9. 9
   #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
   

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10. 10
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ૊৫ͱͯ͠ͷϕΠδ
    ৘ใൃ৴
    ྑ࣭ͳαʔϏε
    αʔϏεઃܭɾϚωδϝϯτ
    ˡ ΧελϚʔαΫηε
    ஌ݟɾܦݧ ˠ
    4&0Ͱͷ֫ಘʢҰ෦ʣ
    Ϧʔυ΁ͷస׵ɾΫνίϛʹΑΔਪન
    Ϧʔυ
    ސ٬
    ੒௕ػձɾ஌ݟɾεΩϧ ˠ
    ˡ Ϧιʔε
    ؔ༩ɾ૑଄
    ࣾһ
    ٻ৬ऀ
    ٻ৬ऀ΁ͷస׵ɾΫνίϛʹΑΔਪન
    ϑΝϯ
    

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11. 11
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ΢Σϒղੳ࢜ձٞ .BSLF;JOF %BZT
    $44 /JUF $SFBUPS;JOF.*9 $0/5&/5."3,&5*/(%":
    "EPCF .BY +BQBO
    

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12. 12
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ೔ܦ95&$) ೔ܦ4ZTUFNT
    .BSLF;JOF 8FC%FTJHOJOH -*(
    XFC୲౰ऀ'PSVN
    

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13. 13
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ࠓ೔ͷ࿩
    

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14. 14
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    

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15. 15
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ͜ͷϒϩάهࣄͷ಺༰ͷ͓͞Β͍ͱ
    ฐ࣮ࣾ੷Λݩʹͨ͠ɺ͞Βʹ౿Έࠐ
    Μ͓ͩ࿩Λ͍ͨ͠·͢ɻ
    

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16. #UP#σδλϧγϑτ
    16
    #UP#%JHJUBM4IJGU
    'VMM 0OMJOFPG#UP#.BSLFUJOH4BMFT
    #UP#ͷϑϧΦϯϥΠϯԽ
    
    

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17. 17
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    5SBEJUJPOBM
    طଘ঎श׳
    %JHJUBM 5SBOTGPSNBUJPO
    طଘ঎श׳ͷ߹ཧԽ
    'VMM 0OMJOF
    طଘ঎श׳ͷഁյ
    • ैདྷͷಇ͖ํ
    • Ξφϩά༏Ґ
    • ఆੑత
    • ଐਓత
    • ଟײ֮ମݧΛॏࢹ
    ˞.VMUJTFOTPSJOH&YQFSJFODF
    • σδλϧԽ
    • σʔλԽ
    • ఆྔԽ
    • ൚༻Խ
    • ࿑ಇੜ࢈ੑͷ޲্
    • ׬શΦϯϥΠϯԽ
    • ඇର໘ɾඇ෺࣭
    • ෺ཧత੍໿͔Βͷ։์
    • ݱ࣮ۭؒͱԾ૝ۭؒͷओैٯస
    

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18. 18
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    XFCαΠτ
    ίϯςϯπ
    .BSLFUJOH 4BMFT
    -FBE (FOFSBUJPO -FBE /VSDIBSJOH *OTJEF 4BMFT 'JFME 4BMFT
    1SPDFTT
    $9 ՝୊ܗ੒લ ৘ใऩू ؔ৺ৢ੒ ൺֱݕ౼ ҙࢥܾఆ
    Φ
    ϑ
    ϥ
    Π
    ϯ
    Φ
    ϯ
    ϥ
    Π
    ϯ
    ޿ࠂ
    Πϕϯτ
    ༣ศ
    ి࿩
    ޱίϛ
    ର໘
    ޿ࠂ
    ݕࡧ
    ιʔγϟϧ
    ϝʔϧ
    XFCձٞ
    ςϨϏ԰֎ަ௨
    లࣔձେن໛Πϕϯτ
    ηϛφʔ
    %.Ϩλʔ
    ςϨΞϙʢίʔϧυίʔϧʣ ϑΥϩʔίʔϧ
    ίʔϧ
    ࿩୊ ঺հ
    ඈͼࠐΈӦۀ ର໘Ӧۀ
    (PPHMF'BDFCPPL*OTUBHSBN5XJUUFS FUD
    4&0
    5XJUUFS'BDFCPPL*OTUBHSBN:PV5VCFFUD
    μʔΫιʔγϟϧʢνϟοτάϧʔϓ΢ΣΞʣ μʔΫιʔγϟϧʢνϟοτάϧʔϓ΢ΣΞʣ
    4/4͔Βͷϝοηʔδ
    ϝʔϧϚΨδϯ ϑΥϩʔϝʔϧ
    ΢ΣϏφʔ ΦϯϥΠϯӦۀ
    ίʔϙϨʔταΠτ੡඼ɾαʔϏεαΠτ
    Φ΢ϯυϝσΟΞ
    ϗϫΠτϖʔύʔ
    -1
    ަྲྀ ࠙਌ձษڧձ ঺հ
    

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19. 19
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    XFCαΠτ
    ίϯςϯπ
    .BSLFUJOH 4BMFT
    -FBE (FOFSBUJPO -FBE /VSDIBSJOH *OTJEF 4BMFT 'JFME 4BMFT
    1SPDFTT
    $9 ՝୊ܗ੒લ ৘ใऩू ؔ৺ৢ੒ ൺֱݕ౼ ҙࢥܾఆ
    Φ
    ϑ
    ϥ
    Π
    ϯ
    Φ
    ϯ
    ϥ
    Π
    ϯ
    ޿ࠂ
    Πϕϯτ
    ༣ศ
    ి࿩
    ޱίϛ
    ର໘
    ޿ࠂ
    ݕࡧ
    ιʔγϟϧ
    ϝʔϧ
    XFCձٞ
    ςϨϏ԰֎ަ௨
    లࣔձେن໛Πϕϯτ
    ηϛφʔ
    %.Ϩλʔ
    ςϨΞϙʢίʔϧυίʔϧʣ ϑΥϩʔίʔϧ
    ίʔϧ
    ࿩୊ ঺հ
    ඈͼࠐΈӦۀ ର໘Ӧۀ
    (PPHMF'BDFCPPL*OTUBHSBN5XJUUFS FUD
    4&0
    5XJUUFS'BDFCPPL*OTUBHSBN:PV5VCFFUD
    μʔΫιʔγϟϧʢνϟοτάϧʔϓ΢ΣΞʣ μʔΫιʔγϟϧʢνϟοτάϧʔϓ΢ΣΞʣ
    4/4͔Βͷϝοηʔδ
    ϝʔϧϚΨδϯ ϑΥϩʔϝʔϧ
    ΢ΣϏφʔ ΦϯϥΠϯӦۀ
    ίʔϙϨʔταΠτ੡඼ɾαʔϏεαΠτ
    Φ΢ϯυϝσΟΞ
    ϗϫΠτϖʔύʔ
    -1
    ަྲྀ ࠙਌ձษڧձ ঺հ
    

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20. 20
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    4/4
    ΦϑϥΠϯࢪࡦΛΦϯϥΠϯԽ ΦϑϥΠϯࢪࡦΛผࢪࡦͰ୅ସ
    ର໘
    Ӧۀ
    ΦϯϥΠϯ
    Ӧۀ
    ςϨΞϙ
    
    

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21. 21
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ೉қ౓͕ߴ͍ࢪࡦ
    లࣔձ Ӧۀ
    

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22. 22
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ӦۀΦϯϥΠϯԽͷରࡦ
    ᶃԿ΋͠ͳ͍ʢීวతͳӦۀεΩϧ͕͋Δʣ
    ᶄӦۀεΩϧΛΦϯϥΠϯʹ࠷దԽͤ͞Δ
    ᶅલ޻ఔΛ޻෉͠Ӧۀ೉қ౓ΛԼ͛Δ ϚʔέςΟϯά
    ͷ໾ׂ
    

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23. 23
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ঎ஊ
    ˋ
    ঎ஊ
    ˋʙ
    ঎ஊ
    ʙˋ
    ϨΨγʔاۀ
    Πϯλʔωοτ࣌୅
    ϑϧΦϯϥΠϯ࣌୅
    ঎ஊલͰԿҙࢥܾఆͯ͠Δʁ
    

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24. 24
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    اۀ͸঎ஊʹԿΛظ଴ͯ͠Δʁ
    ʮ೔ຊͷӦۀʹؔ͢Δҙࣝɾ࣮ଶௐࠪʯ)VC4QPU +BQBO೥݄೔
    

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25. 25
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ඞਢཁ݅
    ػೳཁ݅
    Ձ֨ ೲظ ෺ཧత੍໿
    ಠࣗੑ ༏Ґੑ
    ޮՌ ମ੍ ࣮੷ ஌ݟ
    ৘ॹཁ݅
    ৴པײ ޷ҹ৅
    ਅ໘໨͞ ೤৺͞ ஸೡ͞
    ࢓ࣄͷ࢟੎ ࣾձత஍Ґ ධ൑
    

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26. 26
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    Ӧۀͷ೉қ౓ΛԼ͛Δʹ͸
    ର໘Ӧۀ͕୲͍ͬͯͨ৘ॹཁ݅Λ
    ϚʔέςΟϯάͰ΍Γ੾ͬͯ͠·͏
    

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27. 27
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ϑϧΦϯϥΠϯ࣌୅ʹӦۀͷ೉қ౓Λ
    Լ͛ΔϚʔέςΟϯά্ͷΧΪ͸ʁ
    

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28. 28
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ίϯςϯπ ιʔγϟϧ
    

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29. 29
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    #VZFS
    %.6
    ҙࢥܾఆؔ༩ऀ
    %FDJTJPO.BLJOH6OJU
    %FDJTJPO.BLFS
    (BUF,FFQFS &OE6TFS
    *OGMVFODFS
    

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30. 30
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ࣾ಺ͷ৘ใωοτϫʔΫ
    4/4
    ࣗࣾϝσΟΞ
    ޿ࠂ లࣔձ ి࿩ Ӧۀ ঺հ
    ΦϑϥΠϯࢪࡦ
    ҙࢥܾఆ
    νʔϜ
    %.6
    
    

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31. 31
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ࣾ಺ͷ৘ใωοτϫʔΫ
    4/4
    ࣗࣾϝσΟΞ
    ΦϑϥΠϯࢪࡦ
    ޿ࠂ లࣔձ ి࿩ Ӧۀ ঺հ
    ҙࢥܾఆ
    νʔϜ
    %.6
    
    

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32. 32
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ޿ࠂ లࣔձ ి࿩ Ӧۀ ঺հ
    ࣾ಺ͷ৘ใωοτϫʔΫ
    4/4
    ࣗࣾϝσΟΞ
    Φ΢ϯυϝσΟΞ
    ϗϫΠτϖʔύʔ
    ࣗࣾαΠτ
    5XJUUFS
    'BDFCPPL
    ϝʔϧ
    νϟοτ
    ΞϓϦ
    %. ΦϯϥΠϯӦۀ
    
    %. ΦϯϥΠϯӦۀ
    
    ΦϑϥΠϯࢪࡦ
    ҙࢥܾఆ
    νʔϜ
    %.6
    
    

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33. 33
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ޿ࠂ లࣔձ ి࿩ Ӧۀ ঺հ
    ස
    ൟ
    ʹ
    ί
    ϯ
    ς
    ϯ
    π
    ͱ
    ઀
    ৮
    ࣾ಺ͷ৘ใωοτϫʔΫ
    4/4
    ࣗࣾϝσΟΞ
    Φ΢ϯυϝσΟΞ
    ϗϫΠτϖʔύʔ
    ࣗࣾαΠτ
    5XJUUFS
    'BDFCPPL
    ϝʔϧ
    νϟοτ
    ΞϓϦ
    ྑ࣭ͳίϯςϯπ ڧ͍ΞΧ΢ϯτ ࣾ಺όζ͔ΒͷϒϥϯυԽ
    %. ΦϯϥΠϯӦۀ
    
    %. ΦϯϥΠϯӦۀ
    
    ΦϑϥΠϯࢪࡦ
    ҙࢥܾఆ
    νʔϜ
    %.6
    
    

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34. 34
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ͜Μͳ͜ͱ͕ຊ౰ʹى͜Δͷ͔ʁ
    

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35. 35
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ϕΠδͷऔΓ૊ΈΛݩʹ͝঺հ
    

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36. #UP#σδλϧγϑτ
    36
    #UP#%JHJUBM4IJGU
    1SFNJTFPG"DUJWJUJFT
    ׆ಈͷલఏ
    
    

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37. 37
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ίϯαϧλϯτ
    ᐦ୩ʗݹ௕ʗେؘ
    ௐࠪɾ෼ੳ
    ᐦ୩ʗࠓ੢ʗେؘ
    ๏຿ɾܖ໿
    ᐦ୩
    ৘ใઃܭ
    ߴ௩ʗ஑ా
    ௩ݩʗߴౡ
    ϑϩϯτΤϯυ࣮૷
    ௕ాʗञҪ
    ழҪʗ੢ଜʗӜ࡚ʗۚ
    ϓϩδΣΫτ
    Ϛωδϝϯτ
    ࠓ੢ʗݹ௕
    େؘʗޒϊҪ
    σΟϨΫγϣϯ
    ࠓ੢ʗݹ௕
    େؘʗޒϊҪ
    ςΫχΧϧ
    ΞυόΠβϦʔ
    ໺ଜ
    αʔόαΠυ࣮૷
    ௕ాʗञҪʗழҪ
    ΫϦΤΠςΟϒ
    σΟϨΫγϣϯ
    ۚʗᐦ୩
    ίϐʔϥΠςΟϯά
    ᐦ୩ʗޒϊҪʗݹؓ
    ίϯαϧςΟϯά
    Ϛωδϝϯτ ੍࡞ɾ։ൃ
    σβΠϯ
    ߴ௩ʗ஑ా
    ௩ݩʗߴౡ
    ৽԰ෑ
    ͢΂੍ͯ࡞ऀͰϚʔέςΟϯά΍Ӧۀͷઐ೚͕͍ͳ͍
    

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38. 38
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    Πϯό΢ϯυ
    ϚʔέςΟϯά
    *OCPVOE.BSLFUJOH
    Φ΢ϯυϝσΟΞ 4/4
    ޱίϛ ίϯςϯπ഑৴
    Πϕϯτొஃ ϝσΟΞܝࡌ
    Ξ΢τό΢ϯυ
    ϚʔέςΟϯά
    0VUCPVOE.BSLFUJOH
    ޿ࠂ ςϨΞϙ
    %. లࣔձ
    ๚໰Ӧۀ ༗ঈ13
    

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39. 39
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
     ఏҊίϯϖ͸͠ͳ͍
     ܖ໿୯ՁສԁҎ্
     ։࢝͸ʙ͔݄ޙ
     ҙࢥܾఆऀͱ௚઀࿩ͤΔ
     ૬ੑΛॏࢹ͢Δ
    ސ٬Խͷ৚݅
    

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40. 40
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ू٬νϟωϧʢ("ʣ
    

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41. 41
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ϑΥʔϜ্ͷ޻෉
    

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42. 42
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ϕΠδΛ஌ͬͨΩοΧέ
    

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43. 43
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    اۀ಺ͰԿ͕ى͍ͬͯ͜Δͷ͔ʁ
    

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44. 44
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    5XJUUFSΛݟΔ Φ΢ϯυϝσΟΞ๚໰ ҹ৅ʹ࢒Δ
    ৽ணهࣄΛݟΔ Φ΢ϯυϝσΟΞ࠶๚ ΑΓ޷͖ʹͳΔ
    5XJUUFSΛϑΥϩʔ
    ৘ใ௨
    ୲౰ऀ
    ୲౰Λ೚͞ΕΔ νϟοτͰ৘ใΛืΔ ৘ใ௨ʹڭ͑ͯ΋Β͏
    νϟοτͷ63-ΫϦοΫ XFCαΠτʹ๚໰
    ͍͍ͳʂͱࢥ͏
    ໰͍߹Θͤʢ$7ʣ
    ˞ϝʔϧ΍ձ࿩ͷ৔߹΋͋Δ
    ˞ࢦ໊ݕࡧͷ৔߹΋͋Δ
    

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45. 45
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    $PPLJFϕʔεͷٕज़Ͱ௥͍͔͚ͯ΋
    4/4΍Φ΢ϯυϝσΟΞͷޮՌ͸ݟ͑ͳ͍
    

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46. 46
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
     ސ٬ΛݸͰ͸ͳ͘܈Ͱଊ͑Δ
     σʔλͷܽམΛಎ࡯Ͱิ͏
    ୲౰ऀ
    ෦௕
    Ҋ಺܎ ར༻ऀ
    ৘ใ௨
    $PPLJF $PPLJF
    $PPLJF
    $PPLJF
    $PPLJF
    σʔλ͕͋Δ
    σʔλ͕ͳ͍
    

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47. 47
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ͦͷ݁Ռ
    

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48. 48
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ঎ஊ࣌ͷ͓٬༷ͷ੠
    ࠷ॳ͔ΒϕΠδ͞Μʹ੠Λ͔͚Α͏ͱࢥͬͯͨ
    ϕΠδ͞ΜҰ୒Ͱ͢
    ϕΠδ͞ΜʹཔΊΔΑ͏ʹ༧ࢉΛ༻ҙ͠·ͨ͠
    ࣾһ͕ϕΠδ͞ΜΛڧ͘ਪનͯͨ͠
    ໾һ͕ϕΠδ͞ΜͱऔҾ͍ͨ͠ͱݴͬͯͨ
    

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49. 49
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ίϩφͷӨڹ΋ࠓͷͱ͜Ζͳ͠
    ˞݄ܾࢉ͕ͩɺࠓ೥݄຤Ͱຊ೥౓ͷ໨ඪച্ୡ੒͕֬ఆ্ͯ͠ํमਖ਼
    ˞ίϩφͷӨڹ΋ͳ͘ɺࡢ೥ൺͰച্ʙΞοϓͷ༧ఆ
    ˞ίϩφظؒத͚ͩͰࣾһΛ໊࠾༻͠ɺ໊ˠ໊ʹ
    

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50. 50
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    Ͱ͸ɺސ٬ͷ܈ʹಇ͖͔͚Δ
    ίϯςϯπʷ4/4ઓུͱ͸ʁ
    

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51. #UP#σδλϧγϑτ
    51
    #UP#%JHJUBM4IJGU
    "DUJWJUJFT PG CBJHJF
    ϕΠδͷऔΓ૊Έ
    
    

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52. 52
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ϚʔέςΟϯάˍηʔϧεϑΝωϧ
    ϚʔέςΟϯά ηʔϧε
    ՝୊Խલ
    ೰Έʹؾ෇͍͍ͯͳ͍
    ৘ใऩू
    ՝୊ײ͕͋Δ͕ղܾ๏͕෼͔Βͳ͍
    બผ
    ղܾ๏Λݟ͚ͭબ୒ࢶΛߜΓࠐΉ
    ࠷ऴબߟ
    ߜͬͨબ୒ࢶ͔ΒܾΊΔ
    ͜Ε͔Βίϯςϯπ
    ͍·͙͢ίϯςϯπ
    ͩΊ͓͠ίϯςϯπ
    ໰୊ఏىɺ՝୊ղܾɺ੡඼ಛ௕ͳͲ
    ˠ໾ʹཱͪɺબ͹ΕΔ
    ࣄྫ঺հɺՁ֨දɺձࣾ঺հͳͲ
    ˠࡉ͔͍ر๬ʹԠ͑ɺܾ৺ͤ͞Δ
    ݻఆ؍೦ͷഁյɺڞײɺܒ໤ͳͲ
    ˠҹ৅ʹ࢒ΓɺهԱ͞ΕΔ
    

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53. 53
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ίϯςϯπͷ452%.
    4USBUFHZɿઓུ
    ໨తɺλʔήοτɺࢦඪ
    5IFNFɿओ୊
    اըɺΞΠσΞɺओࢫɺ݁࿦
    2VBMJUZɿ඼࣭
    จষͷ࣭ɺදݱͷ࣭ɺςΫχοΫ
    %FMJWFSZɿ഑৴
    ഑৴ํ๏ɺ֦ࢄํ๏ɺܝࡌ৔ॴ
    .BOBHFNFOUɿӡ༻
    ૊৫ฤ੍ɺ੍࡞ϓϩηεɺεέδϡʔϧͳͲ
    4USBUFHZ
    5IFNF 2VBMJUZ
    %FMJWFSZ
    .BOBHFNFOU
    ʢϕΠδߟҊʣ
    

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54. 54
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    2VBMJUZ
    ྑ࣭ͳίϯςϯπͱ͸ʁ
    

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55. 55
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ໨తʹ৺Λಈ͔͢ هԱ
    ୈҰ૝ى
    ҹ৅ͷ࣋ଓ
    ϚʔέςΟϯάޮՌ
    ϒϥϯυͷৢ੒
    ख
    ஈ
    ᶃ
    ৺
    Λ
    ಈ
    ͔
    ͢
    ૬
    ख
    Λ
    ஌
    Δ
    ख
    ஈ
    ᶄ
    ৺
    ͕
    ಈ
    ͘
    ֬
    ཰
    Λ
    ߴ
    Ί
    Δ
    ख
    ஈ
    ᶅ
    Α
    Γ
    ڧ
    ͘
    ৺
    ͕
    ಈ
    ͔
    ͢
    खஈͷ۩ମྫ
    खஈᶃ ৺Λಈ͔͢૬खΛܾΊΔ
    λʔήςΟϯάɺௐࠪ
    खஈᶄ ৺͕ಈ֬͘཰ΛߴΊΔ
    จষज़ɺ࿦ཧߏ੒
    खஈᶅ ΑΓڧ͘৺Λಈ͔͢
    ৘ॹతදݱɺҟৗੑɺετʔϦʔͷົ
    

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56. 56
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    

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57. 57
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ৺͕ಈ͘ίϯςϯπΛ࡞Δͭͷ࣭໰
    ͦͷίϯςϯπΛಡ·͍ͤͨͷ͸୭͔ʁ
    ͦͷਓ͕͍࣋ͬͯΔؒҧͬͨݻఆ؍೦͸Կ͔ʁ
    ͦͷݻఆ؍೦͸Ͳ͏෴͞Εɺਖ਼͞ΕΔ΂͖͔ʁ
    ͜ΕΛಡΜͰɺͦͷਓ͸৺Λ༳͞ͿΒΕΔ͔ʁ
    

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58. 58
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    

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59. 59
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ίϯςϯπͷ඼࣭؅ཧ
    ςʔϚˠࠎࢠˠॳߘˠमਖ਼ߘͷॱͰ֬ೝ
    ฤू௕ɺϥΠλʔνʔϜͰ಺༰νΣοΫ
    ඼࣭͕ຬͨͳ͍৔߹ɺެ։Ԇظ
    ࠷ऴϒϥογϡΞοϓ͸ฤू෦Ͱߦ͏
    

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60. 60
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    %FMJWFSZ
    ίϯςϯπΛͲ͏ӡͿʁ
    

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61. 61
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    4/4ͰγΣΞ͞Ε΍ͯ͘͢͠ɺ4/4Ϣʔ
    βʔʹίϯςϯπΛૹΓಧ͚Δɻ4/4͸σ
    ϦόϦʔखஈ͕ͩɺҰํͰίϯςϯπͱ͠
    ͯͷੑ࣭΋࣋ͭɻ
    4/4
    ݕࡧΤϯδϯͰൃݟ͞Ε΍͘͢͢Δ͜ͱͰɺ
    ݕࡧϢʔβʔʹίϯςϯπΛૹΓಧ͚Δɻ
    ݫີʹ͸4&0ࣗମ͸ίϯςϯπʹͳΒͣɺ
    ७ਮͳσϦόϦʔࢪࡦɻ
    4&0
    

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62. 62
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    4&0΋ͦΕͳΓʹେࣄ
    

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63. 63
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    

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64. 64
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ͜͜Ͱ͸4/4ʹϑΥʔΧε
    

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65. 65
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ʮ4/4ͷҧ͍ʯגࣜձࣾϗοτϦϯΫ
    

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66. 66
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    

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67. 67
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ޿ࠂ లࣔձ ి࿩ Ӧۀ ঺հ
    ස
    ൟ
    ʹ
    ί
    ϯ
    ς
    ϯ
    π
    ͱ
    ઀
    ৮
    ࣾ಺ͷ৘ใωοτϫʔΫ
    4/4
    ࣗࣾϝσΟΞ
    Φ΢ϯυϝσΟΞ
    ϗϫΠτϖʔύʔ
    ࣗࣾαΠτ
    5XJUUFS
    'BDFCPPL
    ϝʔϧ
    νϟοτ
    ΞϓϦ
    ྑ࣭ͳίϯςϯπ ڧ͍ΞΧ΢ϯτ ࣾ಺όζ͔ΒͷϒϥϯυԽ
    %. ΦϯϥΠϯӦۀ
    
    %. ΦϯϥΠϯӦۀ
    
    ΦϑϥΠϯࢪࡦ
    ҙࢥܾఆ
    νʔϜ
    %.6
    
    

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68. 68
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    5XJUUFSӡ༻ͷϝιουΛڭ͑ɺదੑͷ͋ΔਓΛൃ۷͢Δ
    5XJUUFSಓ৔
    

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69. 69
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ᶃ ٯுΓ
    ᶄ ϊ΢ϋ΢ͷఏڙ
    ᶅ ஌త޷ح৺ͷܹࢗ
    ᶆ σʔλɾ֬཰ͷ࿩
    ᶇ ڭ܇
    ᶈ ໰୊ఏى
    ᶉ ͲΜͰΜฦ͠
    ᶊ ྫ͑࿩
    ᶋ ͋Γͷ··ܥ
    ᶌ ༊͠ܥ
    ᶍ ໘നܥ
    

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70. 70
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    Ұൠ࿦ɾݻఆ؍೦ ൓࿦ɾҙ֎ͳࢍ੒
    ͚ͩͲ
    ٯுΓͷ๏ଇ
    

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71. 71
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ϑΥϩʔͷϓϩηε
    ؾʹͳΔπΠʔτΛݟ͚ͭΔ
    ͜ͷਓ͸୭ͩΖ͏ʁ
    ϓϩϑΟʔϧΛΫϦοΫ
    ϓϩϑΟʔϧΛνΣοΫ
    λΠϜϥΠϯΛνΣοΫ
    ϑΥϩʔ
    ྑ࣭ͳπΠʔτΛͯ͠޿͘࿐ग़͢Δ
    ΞΧ΢ϯτ͕ؾʹͳΔπΠʔτΛ͢Δ
    ΫϦοΫͨ͘͠ͳΔΞΠίϯ΍໊લʹ͢Δ
    ັྗతͳϓϩϑΟʔϧΛ࡞Δ
    λΠϜϥΠϯΛྑ࣭ͳπΠʔτͰຒΊΔ
    

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72. 72
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ϑΥϩϫʔΛੜΉެࣜ
    ΠϯϓϨογϣϯ਺ ϓϩϑΟʔϧΫϦοΫ཰ ϑΥϩʔ཰
    πΠʔτΛͰ͖Δ͚ͩͨ͘͞Μͷਓʹ
    ݟͯ΋Β͏
    ϓϩϑΟʔϧΛͰ͖Δ͚ͩΫϦοΫ͠
    ͯ΋Β͏
    ϓϩϑΟʔϧΛݟͯɺͰ͖Δ͚ͩϑΥ
    ϩʔͯ͠΋Β͏
    

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73. 73
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    • ΦϦδφϧͷπΠʔτ
    • ࣗݾͷߟ͑΍ମݧΛޠ͍ͬͯΔ
    • ओޠ͕ʮࢲʯͷπΠʔτ
    • ςʔϚ͕͸͖ͬΓ͍ͯ͠Δ
    • ॻ͖ํʹݸੑ͕ײ͡ΒΕΔ
    • ඇϑΥϩϫʔʹϦʔν͢Δ
    ϓϩϑΟʔϧΫϦοΫ͞Ε΍͍͢
    • ϦϯΫ΍πΠʔτͷҾ༻
    • ग़དྷࣄ΍ࣄ࣮Λड़΂ͯΔ͚ͩ
    • ओޠ͕୭Ͱ΋͍͍಺༰
    • ςʔϚ͕ந৅తͰᐆດ
    • ͋Γ͖ͨΓͳৗ౟͔۟͠ͳ͍
    • ϑΥϩϫʔʹ͔͠Ϧʔν͠ͳ͍
    ϓϩϑΟʔϧΫϦοΫ͞Εʹ͍͘
    

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74. 74
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ίϯςϯπ ιʔγϟϧ
    ͜ΕΒ͕ϚʔέςΟϯάͷ࠶ॏཁυϥΠόʔͱߟ͑ɺͦΕ
    ͧΕͷਫ਼౓ΛߴΊ͍ͯͨ͘Ίͷ׆ಈΛਐΊ͍ͯΔ
    

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75. 75
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ͨͩ͠՝୊΋͋Δ
    

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76. 76
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    γϯϓϧܥ ෳࡶܥ
    ֓ཁ
    ෳࡶܥͱൺ΂ΔͱɺͦΕ͕ଥ౰͔͸͓͖ͯ͞ɺೲಘײͷ͋Δ
    ,1*ཱ͕ͯ΍͘͢ɺ30*΋༧૝͠΍͍͢
    γϯϓϧܥͱൺ΂Δͱɺೲಘײͷ͋Δ,1*ཱ͕ͯʹ͘͘ɺ30*
    Λ༧૝͠ʹ͍͘
    ࢪࡦྫ
    ΢Σϒ޿ࠂɺ4&0ɺαΠτվળɺΦ΢ϯυϝσΟΞʢ֎෦ҕ
    ୗʣͳͲ
    4/4ɺΦ΢ϯυϝσΟΞ ࣗࣾӡ༻
    ɺϒϥϯσΟϯάܥࢪࡦ
    ޮՌͷൃݱ ໌֬ ᐆດ
    ൃݱ·Ͱͷ࣌ؒ ૣ͍ ஗͍
    ޮՌܭଌ ༰қ ೉ղ
    ετοΫઌ σʔλ هԱ
    Өڹൣғ ڱ͍ʢϚʔέςΟϯάྖҬͷΈʣ ޿͍ʢ࠾༻ɺࣾһڭҭɺاۀจԽʹ΋೾ٴʣ
    ࠶ݱੑ ߴ͍ ௿͍
    ଐਓੑ ௿͍ ߴ͍
    ࢀೖোน ௿͍ ߴ͍
    Ϧʔμʔͷίϛοτ ͳͯ͘΋੒Ռ·Ͱ୧Γண͚Δ ͳ͍ͱ੒Ռ·Ͱ୧Γண͔ͳ͍
    ٻΊΒΕΔࢥߟ ࿦ཧతɾ߹ཧత ࿦ཧͱײ֮ͷϛοΫε
    

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77. 77
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ᶃγϯϓϧܥࢪࡦͱซ༻͢Δ
    ᶄϝιουԽͯ͠࠶ݱੑΛߴΊΔ
    

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78. 78
    #UP#σδλϧγϑτ #UP#%JHJUBM4IJGU
    ࣭Λॏࢹͨ͠Φ΢ϯυϝσΟΞӡ༻ͱ
    هԱʹ࢒ΓϒϥϯυԽ͢Δ4/4ӡ༻Λ
    ࢧԉ͢ΔϓϩάϥϜΛݱࡏ४උத
    

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79. 79
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80. 80
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83. 83
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