{"id":94649,"date":"2020-09-19T07:43:31","date_gmt":"2020-09-19T05:43:31","guid":{"rendered":"https:\/\/prohoster.info\/blog\/administrirovanie\/ne-otkladyvaj-na-zavtra-to-chto-mozhno-sdelat-v-crm-segodnya"},"modified":"2020-09-19T07:43:31","modified_gmt":"2020-09-19T05:43:31","slug":"ne-otkladyvaj-na-zavtra-to-chto-mozhno-sdelat-v-crm-segodnya","status":"publish","type":"post","link":"https:\/\/prohoster.info\/ro\/blog\/administrirovanie\/ne-otkladyvaj-na-zavtra-to-chto-mozhno-sdelat-v-crm-segodnya","title":{"rendered":"Nu am\u00e2na pe m\u00e2ine ceea ce po\u021bi face ast\u0103zi \u00een CRM","gt_translate_keys":[{"key":"rendered","format":"text"}]},"content":{"rendered":"<p>Probabil c\u0103 a\u021bi observat: atunci c\u00e2nd ne a\u0219teapt\u0103 o munc\u0103 \u00eendelungat\u0103 sau o cale dificil\u0103 spre obiectiv, procrastinarea devine cople\u0219itoare. Frica de a \u00eencepe s\u0103 scrie\u021bi un text, s\u0103 programa\u021bi, s\u0103 v\u0103 ocupa\u021bi de s\u0103n\u0103tate, s\u0103 urma\u021bi o formare... Rezultatul este simplu \u0219i extrem de frustrant: timpul trece, iar nimic nu se schimb\u0103, nu a\u021bi f\u0103cut nimic pentru a v\u0103 \u00eembun\u0103t\u0103\u021bi via\u021ba. La un moment dat, \u00eencepe\u021bi s\u0103 regreta\u021bi timpul pierdut. Deoarece afacerea nu este un \u201eorganism\u201d autonom, ci tot oameni, crizele sunt similare. Doar c\u0103 \u00eent\u00e2rzierea \u0219i procrastinarea \u00een sfera de afaceri sunt mortal de periculoase: concuren\u021bii sunt deja aici, clien\u021bii cer servicii perfecte, iar \u00een plus trebuie s\u0103 forma\u021bi un fond financiar pentru eventualitatea unei crize globale sau locale. \u00cen loc s\u0103 am\u00e2na\u021bi deciziile pentru vremuri mai bune, este mai bine s\u0103 v\u0103 aduna\u021bi \u0219i s\u0103 face\u021bi primii pa\u0219i spre o via\u021b\u0103 mai bun\u0103 chiar acum. Atunci ve\u021bi fi cu un pas \u00eenainte: to\u021bi vor \u00eencepe abia s\u0103 se redreseze, iar voi deja ve\u021bi avea at\u00e2t obiective, c\u00e2t \u0219i procese de afaceri bine optimizate, \u0219i angaja\u021bi bine preg\u0103ti\u021bi. Un moment excelent pentru manevre de succes, important este s\u0103 \u00eencepe\u021bi.\u00a0<\/p>\n<p><noindex><a rel=\"nofollow\" href=\"https:\/\/habr.com\/ru\/company\/regionsoft\/blog\/519472\/\"><img decoding=\"async\" alt=\"Nu am\u00e2na pe m\u00e2ine ceea ce po\u021bi face ast\u0103zi \u00een CRM\" src=\"\/wp-content\/uploads\/2020\/09\/35c5b3906dd6316ef0b395bbbae0fc56.jpg\" style=\"display:block;margin: 0 auto;\" \/><\/a><\/noindex><noindex><a rel=\"nofollow\" name=\"habracut\"><\/a><\/noindex><br \/>\nImplement\u0103m solu\u021biile noastre <noindex><a rel=\"nofollow\" href=\"https:\/\/www.regionsoft.ru\/\">RegionSoft CRM<\/a><\/noindex> de mult timp, iar experien\u021ba arat\u0103 c\u0103 implementarea chiar \u0219i \u00een mica afacere este un bloc serios de munc\u0103, care clar nu se \u00eencadreaz\u0103 \u00eentr-o s\u0103pt\u0103m\u00e2n\u0103, o lun\u0103, iar uneori chiar \u0219i \u00eentr-o perioad\u0103 mult mai lung\u0103. Apropo, dac\u0103 v\u0103 promit implementarea \u00eentr-o zi, o or\u0103 sau 15 minute \u2014 trece\u021bi mai departe, deoarece ace\u0219ti oameni nu \u00een\u021beleg ce \u00eenseamn\u0103 implementare. A\u0219adar, implementarea consum\u0103 resurse: angaja\u021bii \u00ee\u0219i petrec o parte din timpul de lucru pentru formare, specialistul IT sau managerul de proiect se ocup\u0103 de cerin\u021be, configur\u0103ri, verificarea datelor etc., tot acest proces dureaz\u0103 timp. \u0218i astfel, apare un aspect foarte ciudat: de\u0219i CRM-ul exist\u0103, \u00een realitate nu exist\u0103 deloc. Asta duce la o cre\u0219tere a termenului de rentabilitate a proiectului \u0219i la a\u0219tept\u0103ri semnificativ mai sc\u0103zute. Mai mult, \u00een timp ce se desf\u0103\u0219oar\u0103 implementarea \u0219i ulterior adaptarea, angaja\u021bii ar putea \u00eencepe s\u0103 boicoteze sistemul CRM. De ce ne-ar trebui un instrument pe care l-am cump\u0103rat cu \u0219ase luni \u00een urm\u0103, dar care p\u00e2n\u0103 acum nu a f\u0103cut nimic?<\/p>\n<p>Aceasta este una dintre problemele majore \u00een implementarea tuturor sistemelor CRM \u0219i a altor sisteme de automatizare a afacerilor. \u0218i are o solu\u021bie elegant\u0103 \u0219i simpl\u0103: a \u00eencepe s\u0103 lucra\u021bi imediat, f\u0103r\u0103 a a\u0219tepta ca furnizorul s\u0103 finalizeze vreo func\u021bionalitate ultra-specific\u0103 sau ca ultimele bariere de rezisten\u021b\u0103 la formare, reprezentate de \u0219efa de depozit Serafima Ivanovna, s\u0103 cad\u0103.\u00a0<\/p>\n<p>Moderne <noindex><a rel=\"nofollow\" href=\"https:\/\/www.regionsoft.ru\/\">sistemele CRM<\/a><\/noindex> sunt instalate foarte repede pe sta\u021biile de lucru ale managerilor (indiferent dac\u0103 este \u00een cloud sau pe desktop), ceea ce \u00eenseamn\u0103 c\u0103 interfa\u021ba \u0219i toate func\u021biile sistemului sunt disponibile aproape imediat. Este necesar s\u0103 se desf\u0103\u0219oare simultan instruirea, implementarea raportelor, a \u0219abloanelor, efectuarea unor ajust\u0103ri fine \u0219i de a lucra.<\/p>\n<h3>Ce se poate face \u00een sistemul CRM imediat?<\/h3>\n<p>\n<strong>Introducerea clien\u021bilor<\/strong> \u2014 nu este nimic complicat \u00een a ad\u0103uga carduri pentru clien\u021bi cu informa\u021biile. Dac\u0103 migrarea automat\u0103 a datelor nu este posibil\u0103, managerii pot \u00eencepe s\u0103 completeze baza de date a clien\u021bilor manual, ceea ce le va permite s\u0103 se familiarizeze mai bine cu sistemul; dac\u0103 este posibil (de obicei exist\u0103 o modalitate de a face acest lucru) \u2014 este esen\u021bial s\u0103 se stabileasc\u0103 c\u0103 informa\u021biile despre clien\u021bii noi \u0219i tranzac\u021bii trebuie introduse imediat \u00een CRM, iar metodele vechi sunt date uit\u0103rii pentru totdeauna.<\/p>\n<p><strong>Configurarea funnel-ului de v\u00e2nz\u0103ri.<\/strong> Managerii companiei \u0219tiu exact ce tipuri de v\u00e2nz\u0103ri sunt utilizate \u0219i cum arat\u0103 de obicei funnel-ul \u00een zona lor de responsabilitate. Prin urmare, este necesar s\u0103 proiecta\u021bi rapid formele de baz\u0103 ale acestui raport pentru compania dumneavoastr\u0103, s\u0103 le aproba\u021bi \u0219i s\u0103 le introduce\u021bi \u00een CRM.<\/p>\n<p><strong>Gestionarea calendarelor \u0219i a planificatorilor.<\/strong> Chiar dac\u0103 ave\u021bi cele mai \u00eendep\u0103rtate planuri de a \u00eencepe s\u0103 lucra\u021bi \u00een CRM-ul dumneavoastr\u0103 \u0219i dori\u021bi s\u0103-l lansa\u021bi \u00een func\u021bionare deja \u00een stare complet operativ\u0103, cu personaliz\u0103ri \u0219i accesorii, obi\u0219nui\u021bi angaja\u021bii cu calendarele \u0219i planificatorii. Acestea sunt instrumente excelente \u0219i convenabile pentru planificarea \u0219i coordonarea muncii \u00eentregii echipe, controlul sarcinilor angaja\u021bilor \u0219i disciplina acestora. Dac\u0103 un eveniment este \u00een planificator, cu aproape 100% probabilitate, managerul nu va uita de \u00eent\u00e2lnire, apel, trimiterea documentelor sau de orice alt eveniment legat de client. O astfel de punctualitate a angaja\u021bilor v\u0103 va aduce imediat +100 la reputa\u021bia de afaceri.\u00a0<\/p>\n<p><strong>\u00cenceperea umplerii bazei de cuno\u0219tin\u021be. <\/strong>\u00cen majoritatea sistemelor CRM populare exist\u0103 ceva similar cu o baz\u0103 de cuno\u0219tin\u021be, un caiet, un spa\u021biu de lucru colaborativ etc. De exemplu, la noi \u00een <noindex><a rel=\"nofollow\" href=\"https:\/\/www.regionsoft.ru\/\">RegionSoft CRM<\/a><\/noindex> Acestea sunt foldere structurate care permit crearea de elemente de baz\u0103 a cuno\u0219tin\u021belor \u00een editorul de text \u00eencorporat. Angaja\u021bii pot \u00eencepe s\u0103 completeze baza de cuno\u0219tin\u021be cu materiale existente sau s\u0103 \u00ee\u0219i distribuie sarcinile \u0219i s\u0103 scrie noi instruc\u021biuni, reglement\u0103ri \u0219i reguli. Pe de o parte, acest lucru ordoneaz\u0103 activitatea \u00een cadrul companiei, iar pe de alt\u0103 parte, noii angaja\u021bi vor putea accesa aceast\u0103 baz\u0103 \u0219i s\u0103 \u00eenceap\u0103 formarea din primele momente de lucru \u00een companie, f\u0103r\u0103 a-i deranja pe colegii experimenta\u021bi pentru fiecare mic\u0103 \u00eentrebare.<\/p>\n<p><strong>Comunica\u021bi cu clien\u021bii prin CRM:<\/strong> trimite\u021bi \u0219i primi\u021bi e-mailuri, suna\u021bi \u0219i \u00eenregistra\u021bi apelurile etc. E-mailul \u0219i telefonia de baz\u0103 \u00een sistemele CRM se configureaz\u0103 rapid (iar \u00een unele, de exemplu \u00een <noindex><a rel=\"nofollow\" href=\"https:\/\/www.regionsoft.ru\/\">RegionSoft CRM<\/a><\/noindex> func\u021bioneaz\u0103 excelent \u00een ambele direc\u021bii \u2014 este o ironie neagr\u0103), prin urmare, nu ar trebui s\u0103 existe probleme la \u00eenceput.<\/p>\n<p>Puncte foarte simple, acestea sunt destul de pu\u021bine \u2014 din punct de vedere al interfe\u021bei, oricine st\u0103p\u00e2ne\u0219te un computer poate s\u0103 le gestioneze. Dar \u00eenceperea lucrului cu ele din prima zi ofer\u0103 un efect puternic:\u00a0<\/p>\n<ul>\n<li>angaja\u021bii se familiarizaz\u0103 cu noul mediu de lucru \u00eentr-un mod confortabil \u0219i vor fi mai pu\u021bin intimida\u021bi de lucruri complexe precum procesele de afaceri sau lucrul cu rapoarte complexe;<\/li>\n<li>se formeaz\u0103 obiceiul de a folosi CRM \u00een activitate;<\/li>\n<li>se reduce semnificativ rutina \u00een activit\u0103\u021bile opera\u021bionale imediat;<\/li>\n<li>erorile comise \u00een aceste puncte nu sunt deloc critice pentru sistem \u0219i nu pot s\u0103 strice grav ceva, astfel \u00eenc\u00e2t angaja\u021bii pot accesa CRM cu \u00eencredere \u0219i f\u0103r\u0103 fric\u0103;<\/li>\n<li>angaja\u021bii utilizatori au timp s\u0103 se obi\u0219nuiasc\u0103 cu interfa\u021ba \u0219i specificul lucrului cu acest sistem particular.\u00a0<\/li>\n<\/ul>\n<p>\nAceste ac\u021biuni vor \u201eeduca\u201d angaja\u021bii \u00een ceea ce prive\u0219te sistemul CRM \u0219i implementarea ulterioar\u0103 va decurge, \u00een general, mai confortabil \u0219i, uneori, mai repede. Clien\u021bii vor observa imediat diferen\u021ba \u00een activitatea managerilor \u0219i nu \u00ee\u0219i vor lua banii la concuren\u021b\u0103.<\/p>\n<h2>Pune\u021bi \u00eenaintea fiec\u0103rui angajat un pix \u0219i o bucat\u0103 de h\u00e2rtie<\/h2>\n<p>\nDe\u0219i pare ciudat, acestea sunt instrumente grozave pentru automatizarea companiei. Cere\u021bi angaja\u021bilor s\u0103 fac\u0103 c\u00e2teva lucruri.<\/p>\n<ol>\n<li>S\u0103 noteze toate problemele \u0219i \u00eentreb\u0103rile care apar \u00een timpul utiliz\u0103rii sistemului CRM. Chiar \u0219i cele mai stupide, jenante, m\u0103runte. Anun\u021ba\u021bi-i c\u0103 este important s\u0103 fie totul.<\/li>\n<li>Descrie pa\u0219ii principali care se repet\u0103 ciclic \u00een activitatea de lucru, indic\u00e2nd to\u021bi angaja\u021bii implica\u021bi (preg\u0103tirea Ofertei Comerciale, ac\u021biuni, analiza activit\u0103\u021bii, preg\u0103tirea rapoartelor, lansarea factur\u0103rii etc.).<\/li>\n<li>Scrie cum \u021bi-ai dori cu adev\u0103rat s\u0103 desf\u0103\u0219ori activitatea \u0219i s\u0103 interac\u021bionezi cu departamentele.<\/li>\n<\/ol>\n<p>\nPrima pagin\u0103 \u00ee\u021bi va fi util\u0103 \u00een timpul form\u0103rii \u0219i preg\u0103tirii bazei de cuno\u0219tin\u021be despre sistemul CRM. Celelalte vor fi necesare pentru a implementa cea mai grozav\u0103 func\u021bionalitate disponibil\u0103 \u00een present \u00een sistemele CRM (nu exist\u0103 la toate, dar cu siguran\u021b\u0103 \u00een RegionSoft CRM) \u2014 proiectarea \u0219i automatizarea fluxurilor de activitate \u0219i a proceselor de afaceri. Aceasta va transforma compania ta aproape \u00eentr-o linie de asamblare pentru c\u00e2\u0219tiguri \u00een urma interac\u021biunii excelente cu clien\u021bii, care nu poate fi oprit\u0103 nici chiar de autoizolare, covid sau criza economic\u0103, deoarece procesul va putea indica ac\u021biuni \u0219i va disciplina at\u00e2t echipa de birou c\u00e2t \u0219i pe cea remote.\u00a0<\/p>\n<h2>Vorbe\u0219te despre sistemul CRM<\/h2>\n<p>\nDac\u0103 e\u0219ti lider, manager superior, \u0219ef de departament sau \u00een avangard\u0103 \u00een compania unde se implementeaz\u0103 CRM, ia ini\u021biativa implement\u0103rii \u00een propriile m\u00e2ini. Nu l\u0103sa s\u0103 fie doar o simpl\u0103 chestiune de instalare a unui nou software pe calculatoare vechi, ci f\u0103-l un eveniment despre care vorbe\u0219ti tu. Asta \u00eenseamn\u0103 c\u0103 este important \u0219i angaja\u021bii ar trebui s\u0103-i acorde o aten\u021bie deosebit\u0103.<\/p>\n<p>C\u00e2teva seturi de interviuri interne vor facilita adoptarea CRM de c\u0103tre angaja\u021bi. Nu te sfii s\u0103 te \u00eent\u00e2lne\u0219ti cu subordona\u021bii \u0219i colegii t\u0103i \u0219i s\u0103 discu\u021bi despre tot ce se \u00eent\u00e2mpl\u0103 cu automatizarea companiei.<\/p>\n<ul>\n<li>Organizeaz\u0103 o \u0219edin\u021b\u0103 general\u0103 \u00een care s\u0103 expui motivele implement\u0103rii CRM, obiectivele, sarcinile \u0219i a\u0219tept\u0103rile. Explic\u0103 ce te atrage la solu\u021bia aleas\u0103 \u0219i ce a\u0219tep\u021bi de la integrarea angaja\u021bilor t\u0103i cu sistemul CRM.<\/li>\n<li>Trimite tuturor un e-mail sau f\u0103 o postare pe portalul corpora\u021biei, \u00een care \u00eentr-un ton prietenos, nu birocratic, s\u0103 expui cum va decurge implementarea, pe cine va afecta, ce beneficii vor exista. Aceasta nu este o ac\u021biune inutil\u0103, deoarece unii angaja\u021bi \u00eengrijora\u021bi vor putea s\u0103 se consulte cu e-mailul sau \u00eenregistrarea de c\u00e2teva ori f\u0103r\u0103 a deranja pe ceilal\u021bi cu nelini\u0219tile lor.<\/li>\n<li>Str\u00e2nge 3-5 dintre cei mai puternici angaja\u021bi, dornici de implementare, discut\u0103 despre sarcinile lor de sprijin \u00een implementarea CRM, transform\u0103-i \u00een evangheli\u0219ti \u0219i ambasadori ai sistemului CRM \u00een r\u00e2ndul angaja\u021bilor. Apropo, pentru asta se poate oferi \u0219i o recompens\u0103.<\/li>\n<li>Reuni\u021bi 3-5 dintre cei mai precau\u021bi, tem\u0103tori \u0219i agresivi angaja\u021bi \u0219i discuta\u021bi despre temerile \u0219i \u00eentreb\u0103rile lor, oferi\u021bi educa\u021bie.<\/li>\n<li>Dac\u0103 exist\u0103 o revolta deschis\u0103 \u00eempotriva sistemului CRM, g\u0103si\u021bi instigatorul \u0219i discuta\u021bi cu el toate \u00eentreb\u0103rile care \u00eel deranjeaz\u0103 \u0219i \u00eel sperie. \u00cencerca\u021bi s\u0103-l transforma\u021bi, dac\u0103 nu \u00eentr-un aliat \u00een implementare, m\u0103car \u00eentr-un expert de baz\u0103.\u00a0<\/li>\n<\/ul>\n<p>\nDac\u0103 sistemul CRM este implementat de sus, \u00een lini\u0219te, f\u0103r\u0103 explica\u021bii \u0219i discu\u021bii de \u00eencredere, va fi acceptat semnificativ mai r\u0103u, deoarece angaja\u021bii pot percepe aceasta ca un instrument de control, supraveghere \u0219i pedeaps\u0103. Dar nu este a\u0219a. Mai mult, comunicarea cu angaja\u021bii (viitorii utilizatori ai CRM-ului) va face implementarea mai precis\u0103 \u0219i mai adecvat\u0103 afacerii voastre.<\/p>\n<p>Acest articol, comparativ cu tratatele pe care le cunoa\u0219tem despre CRM, pare simplu \u0219i chiar oarecum evident. Te \u00eendeamn\u0103 aproape s\u0103 \u00eentrebi: \u201eExist\u0103 altfel?\u201d Din p\u0103cate, aproape c\u0103 nu exist\u0103 a\u0219a ceva. Tot ce este prezentat aici este baza unei implement\u0103ri simple \u0219i de calitate a CRM-ului. A acelor sisteme CRM care vor fi utilizate, nu a celor pe care este mai u\u0219or s\u0103 le ur\u0103\u0219ti. Acorda\u021bi aten\u021bie acestor detalii \u2014 nu exist\u0103 nimic mai important dec\u00e2t micile detalii. \u0218i, dup\u0103 cum se \u0219tie, cu c\u00e2t te aprofundezi mai mult, cu at\u00e2t mai multe lucruri po\u021bi descoperi.\u00a0<\/p>\n<blockquote><p>Avem o promo\u021bie <noindex><a rel=\"nofollow\" href=\"https:\/\/www.regionsoft.ru\/?page=home\"><b>\u201eToamna \u00ee\u0219i intr\u0103 \u00een drepturi\u201d<\/b><\/a><\/noindex> \u2014 pute\u021bi cump\u0103ra RegionSoft CRM \u00een condi\u021bii foarte avantajoase:<\/p>\n<ol>\n<li>Pentru cei care cump\u0103r\u0103 imediat (plat\u0103 integral\u0103 de 100%) \u2014 se ofer\u0103 o reducere de 15% din pre\u021bul listei standard.<\/li>\n<li>Pentru cei care cump\u0103r\u0103 \u00een rate \u2014 rate f\u0103r\u0103 dob\u00e2nd\u0103 pe 3 pl\u0103\u021bi egale, c\u00e2te 1 plat\u0103 pe lun\u0103, cu condi\u021bia ca valoarea total\u0103 a licen\u021belor s\u0103 fie de la 38.000 ruble.<\/li>\n<li>Abonamentul \u00een loc de achizi\u021bie \u2014 se ofer\u0103 o reducere de 30% la plata abonamentului pe 3 luni. Costul minim al abonamentului este de 3400 ruble pe lun\u0103 (f\u0103r\u0103 discount).<\/li>\n<\/ol>\n<p>\n\u0218i mai avem \u0219i o activitate foarte bun\u0103 de lucru la distan\u021b\u0103: instal\u0103m, implement\u0103m, instruim, sus\u021binem. Suna\u021bi sau l\u0103sa\u021bi o solicitare \u2014 demonstra\u021bia online este gratuit\u0103, detaliat\u0103 \u0219i interesant\u0103.\n<\/p><\/blockquote>\n<p>Sursa: <a content=\"nofollow\" rel=\"nofollow\" href=\"https:\/\/habr.com\/ru\/company\/regionsoft\/blog\/519472\/\">habr.com<\/a> <\/p>","protected":false,"gt_translate_keys":[{"key":"rendered","format":"html"}]},"excerpt":{"rendered":"<p>\u041d\u0430\u0432\u0435\u0440\u043d\u043e\u0435, \u0432\u044b \u0437\u0430\u043c\u0435\u0447\u0430\u043b\u0438: \u043a\u043e\u0433\u0434\u0430 \u043f\u0440\u0435\u0434\u0441\u0442\u043e\u0438\u0442 \u0434\u043e\u043b\u0433\u0430\u044f \u0440\u0430\u0431\u043e\u0442\u0430 \u0438\u043b\u0438 \u0441\u043b\u043e\u0436\u043d\u044b\u0439 \u043f\u0443\u0442\u044c \u043a \u0446\u0435\u043b\u0438, \u043d\u0430\u0441\u0442\u0443\u043f\u0430\u0435\u0442 \u0442\u044f\u0436\u0451\u043b\u0430\u044f \u043f\u0440\u043e\u043a\u0440\u0430\u0441\u0442\u0438\u043d\u0430\u0446\u0438\u044f. \u0421\u0442\u0440\u0430\u0445 \u043d\u0430\u0447\u0430\u0442\u044c \u043f\u0438\u0441\u0430\u0442\u044c \u0442\u0435\u043a\u0441\u0442, \u043a\u043e\u0434, \u0437\u0430\u043d\u044f\u0442\u044c\u0441\u044f \u0441\u0432\u043e\u0438\u043c \u0437\u0434\u043e\u0440\u043e\u0432\u044c\u0435\u043c, \u043f\u0440\u043e\u0439\u0442\u0438 \u043e\u0431\u0443\u0447\u0435\u043d\u0438\u0435\u2026 \u0418\u0442\u043e\u0433 \u043f\u0440\u043e\u0441\u0442\u043e\u0439 \u0438 \u0431\u0435\u0437\u0443\u043c\u043d\u043e \u043e\u0431\u0438\u0434\u043d\u044b\u0439: \u0432\u0440\u0435\u043c\u044f \u0438\u0434\u0451\u0442, \u0430 \u043d\u0438\u0447\u0435\u0433\u043e \u043d\u0435 \u043c\u0435\u043d\u044f\u0435\u0442\u0441\u044f, \u0432\u044b \u0442\u0430\u043a \u043d\u0438\u0447\u0435\u0433\u043e \u0438 \u043d\u0435 \u0441\u0434\u0435\u043b\u0430\u043b\u0438, \u0447\u0442\u043e\u0431\u044b \u043a\u0430\u043a-\u0442\u043e \u043e\u0431\u043b\u0435\u0433\u0447\u0438\u0442\u044c \u0441\u0435\u0431\u0435 \u0436\u0438\u0437\u043d\u044c. \u0412 \u043a\u0430\u043a\u043e\u0439-\u0442\u043e \u043c\u043e\u043c\u0435\u043d\u0442 \u0441\u0442\u0430\u043d\u043e\u0432\u0438\u0442\u0441\u044f \u043e\u0431\u0438\u0434\u043d\u043e \u0437\u0430 \u0443\u043f\u0443\u0449\u0435\u043d\u043d\u043e\u0435 \u0432\u0440\u0435\u043c\u044f. 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