How to Become a Commercial Sales Manager (Mastering Art of Selling)

If you’ve ever been intrigued by the art of negotiating, closing deals, and leading a team, or wondered what it takes to become a commercial sales manager, you’re in the right place.

In this guide, we’ll explore the EXACT steps you need to take to launch your career as a commercial sales manager. We’ll talk about:

The skills you need.
The education that can help you get there.
How to land a job as a commercial sales manager.

So, whether you’re a novice in the sales field or an experienced professional looking to level up, stay tuned.

We’re about to unveil the roadmap to becoming a successful commercial sales manager.

Let’s get started!

Contents show

Steps to Become a Commercial Sales Manager

Step 1: Understand the Role

The first step in pursuing a career as a Commercial Sales Manager is to understand the role and the responsibilities that come with it.

This role typically involves overseeing a team of salespeople, setting sales goals, analyzing data and trends, and developing strategies to boost sales performance.

You would also need to have excellent communication and leadership skills since the job entails interacting with various teams and clients.

You will need to negotiate contracts, foster client relationships, and collaborate with marketing teams to increase brand visibility.

A commercial sales manager also requires strong business acumen and an understanding of the market trends and customer demands.

You should be comfortable with analyzing sales data, identifying areas of improvement, and making strategic decisions that will benefit the company’s sales and profitability.

Having a clear understanding of what the role entails will help you decide whether this career path aligns with your skills and professional goals.

It will also guide you in tailoring your education and work experience to meet the requirements of the role.

Step 2: Obtain Relevant Education

Commercial Sales Managers typically have a bachelor’s degree in a field such as business, marketing, economics, or a related field.

These programs usually provide students with a strong foundation in various aspects of business, including finance, marketing strategies, economics, organizational behavior, and management principles.

In addition to the fundamental business knowledge, you may also choose to specialize in areas like sales management, international business, or e-commerce depending on your career goals.

This specialization can provide you with a deeper understanding of the particular field and can make you more marketable to potential employers.

For those looking to further advance their career or specialize in a particular area, a master’s degree in business administration (MBA) or a related field can be very beneficial.

An MBA program will typically cover more advanced topics in business and management, such as strategic planning, operations management, and leadership techniques.

Regardless of the specific degree program you choose, it’s important to take courses that develop your communication, negotiation, and leadership skills, as these will be crucial to your success as a Commercial Sales Manager.

Consider internships or part-time jobs in sales during your studies to gain practical experience and a better understanding of the profession.

This hands-on experience is highly valued by potential employers and can significantly enhance your job prospects after graduation.

Step 3: Gain Sales Experience

To pursue a career as a Commercial Sales Manager, you need to first gain some practical sales experience.

This experience is vital as it provides a deep understanding of the sales process, customer behavior and market trends.

Start by taking up a sales role in your chosen field.

This could be an entry-level position such as a sales associate or sales representative.

These roles involve direct interaction with customers and help build strong communication, negotiation and customer service skills.

While in this role, aim to learn as much as you can about the sales cycle from prospecting to closing a sale.

Also, familiarize yourself with various sales strategies and techniques.

This will give you a good foundation and practical skills that you will need as a Commercial Sales Manager.

Additionally, the experience can provide insights into product knowledge, industry trends, and business operations.

It’s also a good opportunity to develop relationships and networking skills, which are crucial for a successful sales career.

Consider pursuing professional sales certifications or attending sales training workshops to enhance your skills and improve your knowledge.

This not only boosts your resume but also shows your commitment to the profession.

Remember, success in sales often comes from experience, so the more you can learn and grow in these early roles, the better prepared you will be to manage and lead a sales team.

Step 4: Develop Key Skills

As a Commercial Sales Manager, certain skills are fundamental to your success in the role.

Developing these skills can greatly enhance your proficiency and effectiveness in managing sales operations.

To start with, hone your communication and negotiation skills.

These are critical in sales roles, as you will be regularly interacting with clients, negotiating deals, and pitching products or services.

Both verbal and non-verbal communication should be clear, confident, and convincing to maximize sales opportunities.

Next, improve your leadership and team management skills.

As a manager, you will be supervising a team of sales representatives, making decisions on sales strategies, and ensuring that sales targets are met.

Thus, you should be able to motivate your team, resolve conflicts, delegate tasks, and make sound decisions.

Sales forecasting and analytical skills are also crucial.

You should be able to analyze market trends, customer behavior, and sales data to anticipate future sales performance and make informed decisions.

Proficiency in using sales management software and customer relationship management (CRM) tools can be a significant advantage in this regard.

Finally, develop your problem-solving skills.

Challenges and obstacles are inevitable in the sales process.

Being able to think on your feet and develop effective solutions to overcome these challenges can significantly increase your success rate.

You can enhance these skills through professional development courses, on-the-job experience, and self-study.

Attending workshops or seminars on sales techniques, leadership, or other relevant topics can also provide valuable insights and practical knowledge.

Remember, continual learning and improvement are key to excelling as a Commercial Sales Manager.

Step 5: Learn About Your Industry

As a Commercial Sales Manager, it’s imperative that you have an in-depth understanding of the industry in which you operate.

This goes beyond simply knowing the products or services you’re selling, but also understanding the market dynamics, customer preferences, industry trends, and your competition.

This knowledge can be acquired through various methods such as reading industry-specific publications, attending relevant trade shows, taking courses, and networking with professionals in the industry.

Additionally, performing regular market research can help you stay updated with the latest industry trends and changes.

Understanding the industry not only allows you to stay competitive but also helps you to craft effective sales strategies, guide your team more effectively, and connect better with your clients.

It also positions you as a trusted and credible source of information for your clients, which can lead to more business opportunities.

Remember, as the industry evolves, so should your knowledge.

Make it a habit to continuously learn and stay updated about your industry to be successful in your role as a Commercial Sales Manager.

Step 6: Build a Professional Network

Building a professional network is a crucial step in pursuing a career as a Commercial Sales Manager.

Start by connecting with fellow sales professionals, previous employers, or individuals within the industry you are interested in.

Attend industry events, seminars, and trade shows to meet new people and gain potential leads.

Consider joining professional organizations related to sales, such as the National Association of Sales Professionals (NASP) or the Sales Management Association (SMA).

These organizations offer networking events, resources, and training programs that can help you to strengthen your skills, stay updated with industry trends, and connect with potential employers.

Networking can also be done digitally.

Building a strong online presence on professional networking platforms like LinkedIn can open up opportunities to connect with potential clients, employers, and experienced sales professionals globally.

Regularly engaging with posts, sharing industry-related articles, and participating in relevant group discussions can help you to establish your expertise in the field.

Remember, networking is not just about taking but also giving.

Always look for opportunities to help others in your network, whether by providing referrals, sharing job leads, or offering industry insights.

This reciprocal relationship is what makes a network strong and efficient.

Lastly, never underestimate the power of maintaining relationships with your existing network.

Stay in touch with your contacts, update them about your progress, and express your appreciation for their support.

This helps to strengthen your professional relationships, paving the way for future collaborations or job opportunities.

Step 7: Get Certified

In the competitive field of commercial sales, becoming certified can help you stand out amongst your peers.

There are several highly regarded certifications relevant to a Commercial Sales Manager role.

For example, you might consider the Certified Sales Professional (CSP) or the Certified Professional Sales Person (CPSP) programs.

The CSP certification, offered by the Manufacturers’ Representatives Educational Research Foundation (MRERF), requires a certain amount of sales experience, a passing score on a comprehensive exam, and commitment to a code of ethics.

The CPSP certification, provided by the National Association of Sales Professionals (NASP), involves an intensive six-week training course, followed by an exam.

Both these certifications provide training on a variety of critical sales skills such as communication, negotiation, strategic planning, and leadership.

They can also provide a strong theoretical base for the practical experiences you’ve gained in the field.

By obtaining a sales certification, you demonstrate to potential employers your dedication to the profession and your commitment to maintaining a high standard of performance.

Remember, though, certification isn’t a one-time process.

To retain your credentials, you’ll need to engage in ongoing professional development and meet any recertification requirements, which often involves further education or training every few years.

Step 8: Master Sales Tools and Technology

As a Commercial Sales Manager, it is important to be proficient in the use of various sales tools and technology to enhance productivity and drive sales.

This includes learning to use customer relationship management (CRM) systems, sales forecasting tools, data analysis software, and communication platforms.

These tools can help you manage customer relationships, track sales activities, forecast future sales trends, and communicate effectively with your team and clients.

In addition to mastering these tools, you should also be open to learning about and incorporating new technologies into your sales practices.

The business landscape is constantly evolving, and staying current on the latest sales technology can give you a competitive edge.

You can master these tools through online tutorials, training programs, professional development courses, or even by reaching out to colleagues who are already proficient in their use.

Remember, the more proficient you are in these tools, the more effective you will be in driving sales and leading your team.

Step 9: Show Leadership Potential

As you progress in your career as a Commercial Sales Manager, demonstrating leadership potential becomes increasingly crucial.

This involves more than just excelling at your current role; you need to show that you can take charge, inspire others, and drive your team towards the company’s goals.

Start by taking on more responsibilities within your team.

Volunteer for projects that require coordination and management or suggest and implement new strategies to improve sales performance.

This will not only show your initiative but also your ability to handle complex tasks and make strategic decisions.

Another key aspect of leadership is effective communication.

You need to demonstrate that you can clearly convey information, expectations, and feedback to your team, and also listen and respond to their needs and concerns.

Being able to build strong relationships within your team, as well as with clients and other departments, is crucial for a leadership role.

Finally, a good leader is someone who continually strives for self-improvement and encourages the same in their team.

Pursuing further training or certification in sales management, attending industry seminars, or learning new sales strategies can all demonstrate your commitment to excellence and growth.

Remember, leadership potential is often identified through consistent performance and a proactive approach to work.

Your ability to lead, inspire, and drive growth will set you apart as a potential Commercial Sales Manager.

Step 10: Apply for Managerial Roles

After building an impressive sales record and gaining substantial experience in the field, you should start looking for managerial roles.

A commercial sales manager is responsible for leading a team of sales professionals, setting sales goals, developing sales strategies, and evaluating the team’s performance.

Start by searching for commercial sales manager positions online, on websites like LinkedIn, Indeed, or Glassdoor.

Tailor your resume to highlight your sales experience, leadership skills, and any relevant educational background.

Include specific achievements or sales targets you have met or exceeded.

Before you apply, conduct some research on the company.

Understanding the company’s products or services, target audience, company culture, and values will help you tailor your application and prepare for an interview.

During the interview process, demonstrate your leadership abilities, your knowledge of the company and its products, and your sales skills.

Remember, a good sales manager is not just a good salesperson.

You must also be able to motivate and guide your team, handle pressure, and make strategic decisions.

Therefore, emphasize these qualities in your applications and interviews.

Don’t get disheartened if you don’t get the job immediately.

It may take time to secure a managerial role.

Keep improving your skills and gaining more experience in the meantime.

Finally, once you land the job, continue learning and growing.

The field of sales is dynamic and evolving.

As a manager, it’s your responsibility to stay updated with the latest trends and developments and to lead your team towards success.

Step 11: Stay Current with Sales Techniques

As a Commercial Sales Manager, it is vital that you stay up to date with the latest and most effective sales techniques to maintain a competitive edge.

Techniques such as consultative selling, solution selling, or SPIN selling, can all be effective in the right situations.

Therefore, it is essential to be familiar with all these approaches and to understand when to apply each one.

Additionally, the sales landscape is continually evolving with the emergence of new technologies, customer preferences, and market trends.

It’s crucial to keep up with these changes as they may lead to the development of new sales techniques and strategies.

To stay updated, consider enrolling in sales training programs or workshops, joining professional sales organizations, attending industry conferences, and reading relevant books or articles.

Engaging in these activities not only broadens your knowledge and skill set but can also provide networking opportunities and open doors for future career advancements.

Bear in mind that as a Sales Manager, you should also train your team on these new techniques, ensuring they are well-equipped to meet their sales targets and contribute to the organization’s overall sales goals.

In the process, you’d be creating a culture of continuous learning and improvement within your team.

Step 12: Focus on Continuous Improvement

As a Commercial Sales Manager, it’s crucial to focus on continuous improvement in your role and the performance of your team.

This can be accomplished by consistently analyzing sales data and metrics, identifying areas of weakness or opportunity, and implementing strategies to capitalize on these areas.

Take advantage of professional development opportunities, such as workshops, seminars, and training courses, to stay up-to-date with the latest sales techniques and trends.

Encourage your team to do the same, and provide them with opportunities for training and development where possible.

You should also aim to continuously improve your leadership skills.

This could involve seeking feedback from your team or superiors, learning about new leadership strategies, or working with a mentor to develop your abilities.

Additionally, keep an eye on the market trends and the evolution of your industry.

Understanding the shifts can provide valuable insights into how your sales strategies might need to evolve.

Lastly, remember that continuous improvement is a long-term commitment.

It requires a persistent and proactive approach.

Be patient, as real change takes time, and always strive for progress, not perfection.

Commercial Sales Manager Roles and Responsibilities

Commercial Sales Managers drive an organization’s revenue growth by developing and implementing sales strategies, building and maintaining client relationships, and leading sales teams.

They are responsible for identifying potential business opportunities and convincing prospective customers to select their company’s products or services.

They have the following roles and responsibilities:

Sales Strategy Development

Develop and implement effective sales strategies to drive sales growth.
Identify new business opportunities including new markets, growth areas, trends, customers, products and services.
Seek out the appropriate contact in an organization and generate leads.

Team Leadership

Lead and manage the sales team to achieve sales targets.
Train and develop sales team members to enhance their product knowledge and sales skills.
Monitor the performance of the sales team and provide constructive feedback.

Client Relationship Management

Establish, maintain and expand client relationships to drive customer loyalty.
Resolve customer complaints regarding sales and service.
Develop strong and long-term client relationships to maintain existing business.

Forecasting and Reporting

Prepare monthly, quarterly and annual sales forecasts.
Provide sales reports to senior management and stakeholders.
Monitor and analyze sales performance metrics.

Negotiation and Closing Deals

Negotiate contracts and close agreements to maximize profits.
Ensure that all sales administration is completed to a high standard and in a timely manner.
Participate in events and conferences to build network and promote the company’s products.

Market Research

Stay up-to-date with new product launches and ensure sales team members are on board.
Research and discover methods to increase customer engagement.
Conduct market research to understand competitors and market trends.

Budget Management

Manage resources and team budget to ensure cost-effectiveness.
Make sure that sales targets are met within the designed budget.

Communication

Communicate with potential customers to understand their requirements and provide them appropriate solutions.
Work closely with marketing department to help build the brand.

Continuous Learning

Stay current with the latest sales trends and best practices.
Participate in educational opportunities and professional organizations to maintain a competitive edge.

What Does a Commercial Sales Manager Do?

Commercial Sales Managers usually work for corporations in a variety of industries, where they are responsible for overseeing and guiding the sales team to achieve specific sales objectives.

They can also work as independent consultants or in sales agencies.

They develop sales strategies, set sales goals, and develop training programs for the sales team.

They are involved in the recruitment and performance evaluation of sales staff, aiming to ensure that the team is both effective and efficient.

Commercial Sales Managers play a crucial role in establishing and maintaining relationships with key clients.

They identify valuable emerging markets, negotiate contracts with potential clients and close deals.

They also track and analyze sales statistics based on key quantitative metrics, and use this data to forecast future sales.

They often collaborate closely with other departments, such as marketing and production, to ensure that sales strategies align with the overall company objectives.

In addition, Commercial Sales Managers may also handle customer complaints and resolve conflicts to maintain a high level of customer satisfaction and repeat business opportunities.

They are always on the lookout for new sales and business opportunities to drive growth.

Essential Commercial Sales Manager Skills

Communication: Commercial Sales Managers need to clearly articulate sales goals, strategies, and expectations to their team. They also liaise with different departments, vendors, and clients, requiring strong verbal and written communication skills.
Negotiation: These professionals often negotiate contracts, prices, and terms with clients or business partners. Thus, they need to be persuasive and adept at negotiation to get the best deal for the company.
Business Acumen: It’s crucial to understand market trends, customer needs, and sales processes. This skill helps to identify potential business opportunities and formulate effective sales strategies.
Leadership: As managers, they need to lead their teams effectively. This includes setting targets, providing guidance, motivating team members, and managing performance.
Strategic Planning: Commercial Sales Managers are responsible for setting sales goals and creating a strategic plan to achieve them. This requires a good understanding of business strategies and market trends.
Customer Relationship Management: Building and maintaining relationships with clients is a key part of the role. Knowledge of Customer Relationship Management (CRM) software, such as Salesforce, can be advantageous.
Financial Analysis: They need to monitor sales performance, analyze sales data, and manage budgets. Thus, strong financial analysis skills are critical.
Teamwork: Sales Managers work with various teams within the organization. The ability to collaborate, share information, and work towards common goals is important.
Decision-Making: They often make critical decisions related to sales strategies, team management, and customer interactions. Therefore, sound decision-making skills, based on thorough analysis and judgement, are needed.
Time Management: Juggling multiple tasks, managing teams, meeting sales targets, and dealing with clients requires efficient time management and prioritization skills.
Product Knowledge: Understanding the company’s products or services is essential for selling effectively and addressing customer inquiries or concerns.
Problem-Solving: When issues arise with clients, team members, or sales performance, it’s the manager’s job to identify the problem and develop effective solutions.
Networking: Building a strong network of industry contacts and potential clients is beneficial for identifying new opportunities and gaining market insights.
Adaptability: The sales environment can change rapidly, so managers need to adapt their strategies and approaches quickly and effectively.
Marketing: Basic understanding of marketing principles, including market research, product positioning, and promotional strategies, can help in driving sales and reaching out to potential customers.

Commercial Sales Manager Career Path Progression

The Foundation: Junior Sales Representative

Starting as a Junior Sales Representative, you’ll learn the ropes of the sales industry.

This early stage of your career will see you building relationships with customers, learning about products and services, and developing your sales techniques.

Here are some tips for success in this role:

Product Knowledge: Learn all about the products or services you are selling to effectively pitch to customers.
Communication Skills: Develop strong verbal and written communication skills to interact with clients.
Customer Service: Strive for excellent customer service, which will help build strong relationships and improve sales.

The Ascent: Sales Representative

As a Sales Representative, you’ll be expected to meet sales targets, negotiate with clients, and manage relationships.

You’ll gain further understanding of customer needs and the competitive landscape.

Here’s how to thrive in this stage:

Customer Relationship Management: Strengthen relationships with existing clients and seek new prospective clients.
Product Presentation: Master the art of presenting products or services in an appealing way to potential customers.
Negotiation Skills: Develop your negotiation abilities to close deals successfully.

Reaching New Heights: Senior Sales Representative

The Senior Sales Representative role demands more responsibility, as you’ll be leading pitches, handling major clients, and delivering on higher sales targets.

To excel in this role:

Strategic Planning: Plan and implement strategic initiatives to drive sales growth.
Leadership: Begin to mentor junior sales representatives, sharing your knowledge and experience.
Performance Analysis: Analyze your sales data to understand trends, forecast sales, and plan your strategies accordingly.

Beyond the Horizon: Sales Manager and Beyond

In a Sales Manager role, your responsibilities will shift towards managing a team, setting sales targets, and strategizing for the business’s sales future.

Here’s what to focus on:

Team Management: Learn to manage a team, offering guidance and resolving conflicts effectively.
Goal Setting: Set realistic but challenging sales targets for your team to drive growth.
Budget Management: Gain skills in managing budgets and allocating resources wisely.

Pinnacle of Success: Commercial Sales Manager

As a Commercial Sales Manager, you’ll be in charge of all the sales operations in a commercial context.

You’ll set the sales strategy, manage large teams, maintain relationships with key clients, and drive the overall sales of your organization.

In this top role, it’s crucial to:

Strategic Vision: Set a clear vision for your sales team and inspire them to achieve it.
Business Development: Seek new business opportunities and maintain strategic relationships.
Decision Making: Make impactful decisions that influence the commercial success of the organization.

Commercial Sales Manager Salary

Entry-Level Commercial Sales Manager

Median Salary: $50,000 – $70,000 per year
Entry-level commercial sales managers usually have 0-2 years of experience. They often hold a bachelor’s degree in business, sales, marketing, or a related field. Their responsibilities usually include assisting senior sales managers, learning company products or services, and beginning to establish client relationships.

Mid-Level Commercial Sales Manager

Median Salary: $70,000 – $95,000 per year
Mid-level commercial sales managers generally have 2-5 years of experience and take on more responsibilities including managing a team of sales representatives, developing sales strategies, and maintaining relationships with key clients.

Senior Commercial Sales Manager

Median Salary: $95,000 – $130,000 per year
Senior commercial sales managers have 5+ years of experience. They are responsible for strategizing and implementing sales plans, achieving sales targets, leading a team of sales managers, and maintaining relationships with important clients.

Director of Sales / Vice President of Sales

Median Salary: $130,000 – $200,000+ per year
These roles require significant experience and often involve strategic planning, managing large sales teams, coordinating with other departments, and directly influencing the company’s revenue.

Chief Sales Officer / Senior Vice President of Sales

Median Salary: $200,000 – $300,000+ per year
These high-level positions require vast experience, a proven track record of sales success, and strong leadership skills. They are often responsible for setting the sales strategy, overseeing all sales activities, and making crucial decisions to drive the company’s revenue growth.

Commercial Sales Manager Work Environment

Commercial Sales Managers typically work in a variety of industries such as manufacturing, retail, and technology, primarily in an office environment.

They usually have a standard 40-hour work week, but may occasionally work more during peak business periods.

This role often requires travel to meet with clients, attend industry events, or visit different branches of the company.

Commercial Sales Managers often work closely with other departments such as marketing and finance, as well as directly with customers and clients.

The role can be demanding and high pressure, as it often involves meeting sales targets and managing a team.

With experience and success in their role, Commercial Sales Managers may have the opportunity to move into higher level managerial or executive roles within their company.

FAQs About Becoming a Commercial Sales Manager

What qualifications are needed to become a Commercial Sales Manager?

To become a Commercial Sales Manager, you typically need a bachelor’s degree in business administration, marketing, or a related field.

In addition, several years of sales experience are usually required, often at a lower level management position before progressing to this role.

Proficiency in areas such as sales forecasting, customer relationship management, negotiation, and strategic planning is crucial.

Excellent communication, leadership, and decision-making skills are also necessary.

Some employers might also prefer candidates with an MBA or a similar advanced degree.

Is there a certain career path to follow to become a Commercial Sales Manager?

Most Commercial Sales Managers start their careers in entry-level sales positions.

As they gain experience and demonstrate a knack for leading and motivating others, they can progress into sales supervisory roles.

With additional experience and a strong track record of success, they may be promoted to the position of Commercial Sales Manager.

This role often involves overseeing larger sales teams and handling higher-value accounts or larger territories.

Some professionals may also gain necessary experience in related roles in marketing or business development.

Can I become a Commercial Sales Manager without a degree?

While it’s possible to become a Commercial Sales Manager without a bachelor’s degree, most employers prefer candidates with formal education in business or a related field.

Practical experience, sales skills, and leadership abilities are vital in this role, and these can be gained on the job.

However, a degree can provide a solid foundation of business principles and practices, which can be an advantage in this role.

Higher-level positions or certain industries may require advanced education, such as an MBA.

Is the role of a Commercial Sales Manager stressful?

The role of a Commercial Sales Manager can be stressful due to the high demands of meeting sales targets, managing a sales team, and maintaining relationships with key clients.

The role often involves significant responsibility, decision-making, and problem-solving.

However, the level of stress can vary depending on factors such as company culture, support structures, and individual stress management strategies.

Despite the potential for stress, many Commercial Sales Managers find the role rewarding due to the direct impact they have on the company’s success.

What is the job outlook for a Commercial Sales Manager in the next decade?

The job outlook for Commercial Sales Managers remains positive.

As industries continue to grow and evolve, the need for skilled sales professionals to drive business success is constant.

Opportunities may vary by industry, with potential growth areas in technology, healthcare, renewable energy, and more.

The role is also adaptable to changes in the sales landscape, such as a shift towards digital sales strategies.

Conclusion

And there you have it.

Setting out on a journey to become a commercial sales manager is no minor endeavor, but it’s assuredly rewarding.

Equipped with the right skills, education, and drive, you’re well on your course to making a substantial impact in the business world.

Remember, the journey may be demanding, but the prospects are boundless. Your strategies could lead to the next big breakthrough that reshapes the way we conduct business, make profits, and interact.

So, take that first stride. Immerse yourself in learning. Connect with industry professionals. And most importantly, never stop selling.

Because the business world is eager for what you can achieve.

And if you’re seeking personalized advice on initiating or progressing your career in commercial sales management, explore our AI Career Path Advisor.

This complimentary tool is designed to provide bespoke advice and resources to help you steer your career path effectively.

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