{"id":80729,"date":"2023-03-29T12:05:40","date_gmt":"2023-03-29T10:05:40","guid":{"rendered":"https:\/\/www.encoway.de\/caratteristiche\/sap-e-cpq-cosi-la-distribuzione-profitta-di-tutti-i-canali\/"},"modified":"2026-01-08T11:59:15","modified_gmt":"2026-01-08T10:59:15","slug":"sap-e-cpq-cosi-la-distribuzione-profitta-di-tutti-i-canali","status":"publish","type":"page","link":"https:\/\/www.encoway.de\/it\/caratteristiche\/sap-e-cpq-cosi-la-distribuzione-profitta-di-tutti-i-canali\/","title":{"rendered":"SAP e CPQ: come la tua organizzazione di vendita pu\u00f2 trarre vantaggio da tutti i canali"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-page\" data-elementor-id=\"80729\" class=\"elementor elementor-80729 elementor-40422\" data-elementor-post-type=\"page\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-f923b77 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"f923b77\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-6d951dd\" data-id=\"6d951dd\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-0d2a4a1 p-info elementor-widget elementor-widget-text-editor\" data-id=\"0d2a4a1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>In qualit\u00e0 di produttore di prodotti configurabili, SAP ERP \u00e8 di solito una parte standard della tua elaborazione degli ordini. I punti di forza di SAP Variant Configuration (SAP LO-VC) sono l&#8217;ottimizzazione dei processi logistici. Tuttavia, per offrire i tuoi prodotti e servizi in linea con il mercato, hai bisogno di una visione commerciale del portafoglio. La combinazione di SAP e CPQ consente di utilizzare la conoscenza delle regole della configurazione delle varianti SAP per scopi di vendita, sia nel negozio web, sia nel portale del rivenditore o in un sistema CRM.   <\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-9805f20 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"9805f20\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-e781579\" data-id=\"e781579\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-6a327ad elementor-widget__width-inherit dc-has-condition dc-condition-contains elementor-toc--minimized-on-tablet elementor-widget elementor-widget-table-of-contents\" data-id=\"6a327ad\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;headings_by_tags&quot;:[&quot;h2&quot;],&quot;exclude_headings_by_selector&quot;:&quot;.boxen&quot;,&quot;min_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:0,&quot;sizes&quot;:[]},&quot;no_headings_message&quot;:&quot;Non sono state trovate intestazioni in questa pagina.&quot;,&quot;marker_view&quot;:&quot;numbers&quot;,&quot;minimize_box&quot;:&quot;yes&quot;,&quot;minimized_on&quot;:&quot;tablet&quot;,&quot;hierarchical_view&quot;:&quot;yes&quot;,&quot;min_height_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;min_height_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"table-of-contents.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-toc__header\">\n\t\t\t\t\t\t<div class=\"elementor-toc__header-title\">\n\t\t\t\tIndice dei contenuti\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-toc__toggle-button elementor-toc__toggle-button--expand\" role=\"button\" tabindex=\"0\" aria-controls=\"elementor-toc__6a327ad\" aria-expanded=\"true\" aria-label=\"Apri l&#039;indice dei contenuti\"><i aria-hidden=\"true\" class=\"fas fa-chevron-down\"><\/i><\/div>\n\t\t\t\t<div class=\"elementor-toc__toggle-button elementor-toc__toggle-button--collapse\" role=\"button\" tabindex=\"0\" aria-controls=\"elementor-toc__6a327ad\" aria-expanded=\"true\" aria-label=\"Chiudi l&#039;indice dei contenuti\"><i aria-hidden=\"true\" class=\"fas fa-chevron-up\"><\/i><\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<div id=\"elementor-toc__6a327ad\" class=\"elementor-toc__body\">\n\t\t\t<div class=\"elementor-toc__spinner-container\">\n\t\t\t\t<i class=\"elementor-toc__spinner eicon-animation-spin eicon-loading\" aria-hidden=\"true\"><\/i>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-0d89b73 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"0d89b73\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-933ae3b\" data-id=\"933ae3b\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-9fe65c2 elementor-widget elementor-widget-text-editor\" data-id=\"9fe65c2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<h3>SAP e CPQ: i tuoi vantaggi a colpo d&#8217;occhio:<\/h3>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4110597 elementor-icon-list--layout-traditional elementor-list-item-link-full_width elementor-widget elementor-widget-icon-list\" data-id=\"4110597\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-list.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<ul class=\"elementor-icon-list-items\">\n\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"fas fa-check\"><\/i>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">I dati di SAP vengono utilizzati direttamente nel sistema CPQ.<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"fas fa-check\"><\/i>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Nessuna archiviazione e manutenzione ridondante dei dati<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"fas fa-check\"><\/i>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Creazione automatica di ordini in SAP ERP<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-12efd65 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"12efd65\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-918c687\" data-id=\"918c687\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-851d20f elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"851d20f\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-09417a6\" data-id=\"09417a6\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-1953f73 elementor-section-full_width elementor-section-height-default elementor-section-height-default\" data-id=\"1953f73\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-inner-column elementor-element elementor-element-2d4bc50\" data-id=\"2d4bc50\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-60251fd elementor-widget elementor-widget-text-editor\" data-id=\"60251fd\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<h3 contenteditable=\"true\" data-elementor-setting-key=\"title\" data-pen-placeholder=\"Eingabe hier...\">I clienti che beneficiano della nostra soluzione:<br \/><br \/><\/h3>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f549d34 elementor-widget__width-auto elementor-widget elementor-widget-image\" data-id=\"f549d34\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/www.encoway.de\/it\/referenze\/teckentrup\/\">\n\t\t\t\t\t\t\t<img decoding=\"async\" src=\"https:\/\/www.encoway.de\/wp-content\/uploads\/elementor\/thumbs\/encoway-referenz-logo-teckentrup-prxsjwk8ywm99oq55v0s3bc2qda2ag6qilbja3xh40.png\" title=\"encoway-referenz-logo-teckentrup\" alt=\"encoway-referenz-logo-teckentrup\" loading=\"lazy\" \/>\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4d9b48c elementor-widget__width-auto elementor-widget elementor-widget-image\" data-id=\"4d9b48c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/www.encoway.de\/it\/referenze\/abb\/\">\n\t\t\t\t\t\t\t<img decoding=\"async\" src=\"https:\/\/www.encoway.de\/wp-content\/uploads\/elementor\/thumbs\/encoway-referenz-logo-lenze-prxspew70y5rbeq1zqr27fac2o4iel23luyzjhren4.png\" title=\"encoway-referenz-logo-lenze\" alt=\"encoway-referenz-logo-lenze\" loading=\"lazy\" \/>\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-bc45158 elementor-widget__width-auto elementor-widget elementor-widget-image\" data-id=\"bc45158\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/www.encoway.de\/referenzen\/boge\/\">\n\t\t\t\t\t\t\t<img decoding=\"async\" src=\"https:\/\/www.encoway.de\/wp-content\/uploads\/elementor\/thumbs\/encoway-referenz-logo-boge-prxso3w9j8df6wmbm6fpqr5adek5ppvirecpjnp3a8.png\" title=\"encoway-referenz-logo-boge\" alt=\"encoway-referenz-logo-boge\" loading=\"lazy\" \/>\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-20fcb01 elementor-widget__width-auto elementor-widget elementor-widget-image\" data-id=\"20fcb01\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/www.encoway.de\/it\/referenze\/diehl-metering\/\">\n\t\t\t\t\t\t\t<img decoding=\"async\" src=\"https:\/\/www.encoway.de\/wp-content\/uploads\/elementor\/thumbs\/encoway-referenz-logo-phoenix-contact-prxspp8f44jwv4b1bd7yguoelwpjr975ba5btjc2qo.png\" title=\"encoway-referenz-logo-phoenix-contact\" alt=\"encoway-referenz-logo-phoenix-contact\" loading=\"lazy\" \/>\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<div class=\"elementor-element elementor-element-c43d769 elementor-widget elementor-widget-text-editor\" data-id=\"c43d769\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<h2>Vendita e produzione di reti<\/h2><p>Le esigenze dei clienti sono sempre pi\u00f9 personalizzate. Anche le aspettative dei clienti nei confronti del processo di informazione e di acquisto nel settore B2B sono in aumento. Inoltre, i tempi di consegna brevi sono pi\u00f9 importanti che mai quando si tratta di aggiudicarsi un ordine. Per soddisfare questi requisiti, i produttori hanno bisogno di soluzioni end-to-end. \u00c8 quindi importante che le vendite e la produzione siano strettamente interconnesse, idealmente dalla richiesta alla consegna e al post-vendita.<\/p><h2>Processi digitali end-to-end<\/h2><p>Combinando SAP con il potente sistema CPQ di encoway, i tuoi processi di vendita e produzione si intersecano perfettamente. I processi digitali end-to-end massimizzano la tua efficienza in tutte le aree. Da un lato, encoway CPQ facilita la commercializzazione e la vendita di prodotti e servizi complessi. Dall&#8217;altro, SAP LO-VC garantisce una rapida elaborazione logistica.<\/p><h2>Configurazione conforme a SAP per vendite, partner e clienti<\/h2><p>I configuratori con testi e dati multimediali orientati ai gruppi target offrono una buona esperienza utente e sono molto apprezzati da vendite, partner e clienti. Con encoway CPQ puoi aggiungere visualizzazioni significative, vendite guidate o configurazioni di sistema ai modelli della tua funzione varianti di SAP. Ad esempio, puoi utilizzare le informazioni esistenti sui prodotti del sistema PIM o semplicemente gestire i dati di vendita direttamente nell&#8217;ambiente di manutenzione dei dati di encoway CPQ.<\/p><h2>Semplice integrazione dei modelli SAP LO-VC<\/h2><p>Con l&#8217;integrazione dei dati e delle regole di prodotto SAP LO-VC in encoway CPQ, puoi beneficiare di un database coerente e di un minore sforzo di manutenzione. L&#8217;integrazione con l&#8217;ERP di encoway deriva automaticamente le KMAT in modo da poterle utilizzare indipendentemente dall&#8217;ERP di SAP.<\/p><h2>Tecnologia di interfaccia moderna<\/h2><div>La soluzione CPQ di encoway ti offre una configurazione delle varianti conforme a SAP che puoi utilizzare per le vendite. Grazie alle moderne tecnologie di interfaccia, non devi scegliere tra l&#8217;ERP SAP e un configuratore di prodotti che soddisfi le esigenze del tuo team di vendita e dei tuoi clienti. Puoi integrare facilmente encoway CPQ nel tuo sistema esistente attraverso interfacce di programmazione standardizzate e interfacce orientate ai casi d&#8217;uso.<\/div><p><!-- [if gte mso 9]><xml><\/p>\n<p>  <o:AllowPNG\/><\/p>\n<p><\/xml><![endif]--><!-- [if gte mso 9]><xml><\/p>\n<p>  Normal<br \/>  0<br \/>  <w:TrackMoves\/><br \/>  <w:TrackFormatting\/><br \/>  21<br \/>  <w:PunctuationKerning\/><br \/>  <w:ValidateAgainstSchemas\/><br \/>  false<br \/>  false<br \/>  false<br \/>  <w:DoNotPromoteQF\/><br \/>  DE<br \/>  X-NONE<br \/>  X-NONE<\/p>\n<p>   <w:BreakWrappedTables\/><br \/>   <w:SnapToGridInCell\/><br \/>   <w:WrapTextWithPunct\/><br \/>   <w:UseAsianBreakRules\/><br \/>   <w:DontGrowAutofit\/><br \/>   <w:SplitPgBreakAndParaMark\/><br \/>   <w:EnableOpenTypeKerning\/><br \/>   <w:DontFlipMirrorIndents\/><br \/>   <w:OverrideTableStyleHps\/><\/p>\n<p>   <m:mathFont m:val=\"Cambria Math\"\/><br \/>   <m:brkBin m:val=\"before\"\/><br \/>   <m:brkBinSub 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3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"9\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" QFormat=\"true\" Name=\"heading 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"9\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" QFormat=\"true\" Name=\"heading 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"9\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" QFormat=\"true\" Name=\"heading 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"9\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" QFormat=\"true\" Name=\"heading 7\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"9\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" QFormat=\"true\" Name=\"heading 8\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"9\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" QFormat=\"true\" Name=\"heading 9\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"index 1\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"index 2\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"index 3\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"index 4\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"index 5\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"index 6\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"index 7\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"index 8\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"index 9\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"39\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"toc 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"39\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"toc 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"39\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"toc 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"39\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"toc 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"39\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"toc 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"39\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"toc 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"39\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"toc 7\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"39\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"toc 8\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"39\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"toc 9\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Normal Indent\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"footnote text\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"annotation text\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"header\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"footer\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"index heading\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"35\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" QFormat=\"true\" Name=\"caption\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"table of figures\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"envelope address\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"envelope return\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"footnote reference\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"annotation reference\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"line number\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"page number\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"endnote reference\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"endnote text\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"table of authorities\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"macro\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"toa heading\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Bullet\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Number\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List 2\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List 3\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List 4\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List 5\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Bullet 2\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Bullet 3\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Bullet 4\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Bullet 5\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Number 2\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Number 3\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Number 4\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Number 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"10\" QFormat=\"true\" Name=\"Title\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Closing\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Signature\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"1\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Default Paragraph Font\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Body Text\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Body Text Indent\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Continue\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Continue 2\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Continue 3\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Continue 4\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"List Continue 5\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Message Header\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"11\" QFormat=\"true\" Name=\"Subtitle\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Salutation\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Date\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Body Text First Indent\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Body Text First Indent 2\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Note Heading\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Body Text 2\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Body Text 3\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Body Text Indent 2\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Body Text Indent 3\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Block Text\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Hyperlink\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"FollowedHyperlink\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"22\" QFormat=\"true\" Name=\"Strong\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"20\" QFormat=\"true\" Name=\"Emphasis\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Document Map\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Plain Text\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"E-mail Signature\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Top of Form\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Bottom of Form\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Normal (Web)\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Acronym\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Address\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Cite\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Code\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Definition\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Keyboard\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Preformatted\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Sample\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Typewriter\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"HTML Variable\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Normal Table\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"annotation subject\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"No List\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Outline List 1\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Outline List 2\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Outline List 3\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Simple 1\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Simple 2\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Simple 3\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Classic 1\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Classic 2\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Classic 3\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Classic 4\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Colorful 1\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Colorful 2\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Colorful 3\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Columns 1\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Columns 2\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Columns 3\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Columns 4\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Columns 5\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Grid 1\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Grid 2\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Grid 3\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Grid 4\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Grid 5\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Grid 6\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Grid 7\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Grid 8\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table List 1\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table List 2\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table List 3\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table List 4\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table List 5\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table List 6\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table List 7\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table List 8\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table 3D effects 1\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table 3D effects 2\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table 3D effects 3\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Contemporary\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Elegant\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Professional\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Subtle 1\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Subtle 2\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Web 1\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Web 2\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Web 3\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Balloon Text\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"39\" Name=\"Table Grid\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Table Theme\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" Name=\"Placeholder Text\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"1\" QFormat=\"true\" Name=\"No Spacing\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"60\" Name=\"Light Shading\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"61\" Name=\"Light List\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"62\" Name=\"Light Grid\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"63\" Name=\"Medium Shading 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"64\" Name=\"Medium Shading 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"65\" Name=\"Medium List 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"66\" Name=\"Medium List 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"67\" Name=\"Medium Grid 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"68\" Name=\"Medium Grid 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"69\" Name=\"Medium Grid 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"70\" Name=\"Dark List\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"71\" Name=\"Colorful Shading\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"72\" Name=\"Colorful List\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"73\" Name=\"Colorful Grid\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"60\" Name=\"Light Shading Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"61\" Name=\"Light List Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"62\" Name=\"Light Grid Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"63\" Name=\"Medium Shading 1 Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"64\" Name=\"Medium Shading 2 Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"65\" Name=\"Medium List 1 Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" SemiHidden=\"true\" Name=\"Revision\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"34\" QFormat=\"true\" Name=\"List Paragraph\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"29\" QFormat=\"true\" Name=\"Quote\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"30\" QFormat=\"true\" Name=\"Intense Quote\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"66\" Name=\"Medium List 2 Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"67\" Name=\"Medium Grid 1 Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"68\" Name=\"Medium Grid 2 Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"69\" Name=\"Medium Grid 3 Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"70\" Name=\"Dark List Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"71\" Name=\"Colorful Shading Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"72\" Name=\"Colorful List Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"73\" Name=\"Colorful Grid Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"60\" Name=\"Light Shading Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"61\" Name=\"Light List Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"62\" Name=\"Light Grid Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"63\" Name=\"Medium Shading 1 Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"64\" Name=\"Medium Shading 2 Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"65\" Name=\"Medium List 1 Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"66\" Name=\"Medium List 2 Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"67\" Name=\"Medium Grid 1 Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"68\" Name=\"Medium Grid 2 Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"69\" Name=\"Medium Grid 3 Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"70\" Name=\"Dark List Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"71\" Name=\"Colorful Shading Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"72\" Name=\"Colorful List Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"73\" Name=\"Colorful Grid Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"60\" Name=\"Light Shading Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"61\" Name=\"Light List Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"62\" Name=\"Light Grid Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"63\" Name=\"Medium Shading 1 Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"64\" Name=\"Medium Shading 2 Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"65\" Name=\"Medium List 1 Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"66\" Name=\"Medium List 2 Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"67\" Name=\"Medium Grid 1 Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"68\" Name=\"Medium Grid 2 Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"69\" Name=\"Medium Grid 3 Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"70\" Name=\"Dark List Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"71\" Name=\"Colorful Shading Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"72\" Name=\"Colorful List Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"73\" Name=\"Colorful Grid Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"60\" Name=\"Light Shading Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"61\" Name=\"Light List Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"62\" Name=\"Light Grid Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"63\" Name=\"Medium Shading 1 Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"64\" Name=\"Medium Shading 2 Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"65\" Name=\"Medium List 1 Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"66\" Name=\"Medium List 2 Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"67\" Name=\"Medium Grid 1 Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"68\" Name=\"Medium Grid 2 Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"69\" Name=\"Medium Grid 3 Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"70\" Name=\"Dark List Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"71\" Name=\"Colorful Shading Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"72\" Name=\"Colorful List Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"73\" Name=\"Colorful Grid Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"60\" Name=\"Light Shading Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"61\" Name=\"Light List Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"62\" Name=\"Light Grid Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"63\" Name=\"Medium Shading 1 Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"64\" Name=\"Medium Shading 2 Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"65\" Name=\"Medium List 1 Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"66\" Name=\"Medium List 2 Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"67\" Name=\"Medium Grid 1 Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"68\" Name=\"Medium Grid 2 Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"69\" Name=\"Medium Grid 3 Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"70\" Name=\"Dark List Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"71\" Name=\"Colorful Shading Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"72\" Name=\"Colorful List Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"73\" Name=\"Colorful Grid Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"60\" Name=\"Light Shading Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"61\" Name=\"Light List Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"62\" Name=\"Light Grid Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"63\" Name=\"Medium Shading 1 Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"64\" Name=\"Medium Shading 2 Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"65\" Name=\"Medium List 1 Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"66\" Name=\"Medium List 2 Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"67\" Name=\"Medium Grid 1 Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"68\" Name=\"Medium Grid 2 Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"69\" Name=\"Medium Grid 3 Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"70\" Name=\"Dark List Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"71\" Name=\"Colorful Shading Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"72\" Name=\"Colorful List Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"73\" Name=\"Colorful Grid Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"19\" QFormat=\"true\" Name=\"Subtle Emphasis\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"21\" QFormat=\"true\" Name=\"Intense Emphasis\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"31\" QFormat=\"true\" Name=\"Subtle Reference\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"32\" QFormat=\"true\" Name=\"Intense Reference\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"33\" QFormat=\"true\" Name=\"Book Title\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"37\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" Name=\"Bibliography\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"39\" SemiHidden=\"true\" UnhideWhenUsed=\"true\" QFormat=\"true\" Name=\"TOC Heading\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"41\" Name=\"Plain Table 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"42\" Name=\"Plain Table 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"43\" Name=\"Plain Table 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"44\" Name=\"Plain Table 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"45\" Name=\"Plain Table 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"40\" Name=\"Grid Table Light\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"46\" Name=\"Grid Table 1 Light\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"47\" Name=\"Grid Table 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"48\" Name=\"Grid Table 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"49\" Name=\"Grid Table 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"50\" Name=\"Grid Table 5 Dark\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"51\" Name=\"Grid Table 6 Colorful\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"52\" Name=\"Grid Table 7 Colorful\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"46\" Name=\"Grid Table 1 Light Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"47\" Name=\"Grid Table 2 Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"48\" Name=\"Grid Table 3 Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"49\" Name=\"Grid Table 4 Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"50\" Name=\"Grid Table 5 Dark Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"51\" Name=\"Grid Table 6 Colorful Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"52\" Name=\"Grid Table 7 Colorful Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"46\" Name=\"Grid Table 1 Light Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"47\" Name=\"Grid Table 2 Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"48\" Name=\"Grid Table 3 Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"49\" Name=\"Grid Table 4 Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"50\" Name=\"Grid Table 5 Dark Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"51\" Name=\"Grid Table 6 Colorful Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"52\" Name=\"Grid Table 7 Colorful Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"46\" Name=\"Grid Table 1 Light Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"47\" Name=\"Grid Table 2 Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"48\" Name=\"Grid Table 3 Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"49\" Name=\"Grid Table 4 Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"50\" Name=\"Grid Table 5 Dark Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"51\" Name=\"Grid Table 6 Colorful Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"52\" Name=\"Grid Table 7 Colorful Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"46\" Name=\"Grid Table 1 Light Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"47\" Name=\"Grid Table 2 Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"48\" Name=\"Grid Table 3 Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"49\" Name=\"Grid Table 4 Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"50\" Name=\"Grid Table 5 Dark Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"51\" Name=\"Grid Table 6 Colorful Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"52\" Name=\"Grid Table 7 Colorful Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"46\" Name=\"Grid Table 1 Light Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"47\" Name=\"Grid Table 2 Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"48\" Name=\"Grid Table 3 Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"49\" Name=\"Grid Table 4 Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"50\" Name=\"Grid Table 5 Dark Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"51\" Name=\"Grid Table 6 Colorful Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"52\" Name=\"Grid Table 7 Colorful Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"46\" Name=\"Grid Table 1 Light Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"47\" Name=\"Grid Table 2 Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"48\" Name=\"Grid Table 3 Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"49\" Name=\"Grid Table 4 Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"50\" Name=\"Grid Table 5 Dark Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"51\" Name=\"Grid Table 6 Colorful Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"52\" Name=\"Grid Table 7 Colorful Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"46\" Name=\"List Table 1 Light\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"47\" Name=\"List Table 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"48\" Name=\"List Table 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"49\" Name=\"List Table 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"50\" Name=\"List Table 5 Dark\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"51\" Name=\"List Table 6 Colorful\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"52\" Name=\"List Table 7 Colorful\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"46\" Name=\"List Table 1 Light Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"47\" Name=\"List Table 2 Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"48\" Name=\"List Table 3 Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"49\" Name=\"List Table 4 Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"50\" Name=\"List Table 5 Dark Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"51\" Name=\"List Table 6 Colorful Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"52\" Name=\"List Table 7 Colorful Accent 1\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"46\" Name=\"List Table 1 Light Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"47\" Name=\"List Table 2 Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"48\" Name=\"List Table 3 Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"49\" Name=\"List Table 4 Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"50\" Name=\"List Table 5 Dark Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"51\" Name=\"List Table 6 Colorful Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"52\" Name=\"List Table 7 Colorful Accent 2\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"46\" Name=\"List Table 1 Light Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"47\" Name=\"List Table 2 Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"48\" Name=\"List Table 3 Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"49\" Name=\"List Table 4 Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"50\" Name=\"List Table 5 Dark Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"51\" Name=\"List Table 6 Colorful Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"52\" Name=\"List Table 7 Colorful Accent 3\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"46\" Name=\"List Table 1 Light Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"47\" Name=\"List Table 2 Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"48\" Name=\"List Table 3 Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"49\" Name=\"List Table 4 Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"50\" Name=\"List Table 5 Dark Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"51\" Name=\"List Table 6 Colorful Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"52\" Name=\"List Table 7 Colorful Accent 4\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"46\" Name=\"List Table 1 Light Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"47\" Name=\"List Table 2 Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"48\" Name=\"List Table 3 Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"49\" Name=\"List Table 4 Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"50\" Name=\"List Table 5 Dark Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"51\" Name=\"List Table 6 Colorful Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"52\" Name=\"List Table 7 Colorful Accent 5\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"46\" Name=\"List Table 1 Light Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"47\" Name=\"List Table 2 Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"48\" Name=\"List Table 3 Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"49\" Name=\"List Table 4 Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"50\" Name=\"List Table 5 Dark Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"51\" Name=\"List Table 6 Colorful Accent 6\"\/><br \/>  <w:LsdException Locked=\"false\" Priority=\"52\" Name=\"List Table 7 Colorful Accent 6\"\/><\/p>\n<p><\/xml><![endif]--><!-- [if gte mso 10]><\/p>\n<style>\n \/* Style Definitions *\/<br \/> table.MsoNormalTable<br \/>\t{mso-style-name:\"Normale Tabelle\";<br \/>\tmso-tstyle-rowband-size:0;<br \/>\tmso-tstyle-colband-size:0;<br \/>\tmso-style-noshow:yes;<br \/>\tmso-style-priority:99;<br \/>\tmso-style-parent:\"\";<br \/>\tmso-padding-alt:0cm 5.4pt 0cm 5.4pt;<br \/>\tmso-para-margin-top:0cm;<br \/>\tmso-para-margin-right:0cm;<br \/>\tmso-para-margin-bottom:8.0pt;<br \/>\tmso-para-margin-left:0cm;<br \/>\tline-height:107%;<br \/>\tmso-pagination:widow-orphan;<br \/>\tfont-size:11.0pt;<br \/>\tfont-family:\"Calibri\",sans-serif;<br \/>\tmso-ascii-font-family:Calibri;<br \/>\tmso-ascii-theme-font:minor-latin;<br \/>\tmso-hansi-font-family:Calibri;<br \/>\tmso-hansi-theme-font:minor-latin;<br \/>\tmso-bidi-font-family:\"Times New Roman\";<br \/>\tmso-bidi-theme-font:minor-bidi;<br \/>\tmso-fareast-language:EN-US;}<br \/><\/style>\n<p><![endif]--><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-cb2fe10 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"cb2fe10\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-17351a3\" data-id=\"17351a3\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-a823e59 elementor-widget elementor-widget-image\" data-id=\"a823e59\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"150\" height=\"150\" src=\"https:\/\/www.encoway.de\/wp-content\/uploads\/icon-gluehbrine-gelb-schwarz.svg\" class=\"attachment-thumbnail size-thumbnail wp-image-51548\" alt=\"Icon Gl\u00fchbirne\" loading=\"eager\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-cbc53ff elementor-widget elementor-widget-heading\" data-id=\"cbc53ff\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">SAP e CPQ: cosa c'\u00e8 da sapere<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-815b8ca elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"815b8ca\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-inner-column elementor-element elementor-element-ba52bac\" data-id=\"ba52bac\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8710f3f elementor-widget elementor-widget-text-editor\" data-id=\"8710f3f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<h3><img decoding=\"async\" class=\"alignleft\" src=\"https:\/\/www.encoway.de\/wp-content\/uploads\/icon-info-gelb-weiss.svg\" alt=\"\" width=\"60\">Perch\u00e9 dovresti usare SAP insieme a encoway CPQ?<\/h3><div><p>L&#8217;ERP SAP \u00e8 stato progettato per gestire al meglio i processi logistici. Ma parla anche la lingua del marketing e delle vendite? <\/p><p>I materiali configurabili in SAP Variant Configuration rappresentano la visione produttiva del portafoglio. Spesso questi dati non sono adatti all&#8217;uso nelle vendite e nel marketing. Senza una comprensione tecnica, un configuratore SAP puro \u00e8 quasi impossibile da padroneggiare. Se vuoi usare un configuratore per le vendite, \u00e8 importante che parli la lingua dei tuoi clienti. Un sistema CPQ di ultima generazione funziona come un traduttore tra il sistema SAP e il cliente.    <\/p><h6>Utilizza configuratori di prodotto conformi a SAP per ogni canale di vendita<\/h6><p>Collegando encoway CPQ al tuo sistema SAP, puoi utilizzare i dati dei prodotti e le regole di SAP in un&#8217;ampia gamma di canali di vendita. Puoi creare configuratori orientati ai gruppi target, ad esempio come <a href=\"https:\/\/www.encoway.de\/it\/caratteristiche\/configuratore-web\/\">configuratore web<\/a> per i tuoi clienti finali, in un portale per rivenditori o <a href=\"https:\/\/www.encoway.de\/it\/caratteristiche\/configurare-im-crm\/\">integrato in un CRM<\/a> per il tuo reparto vendite. <\/p><\/div>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f06ed2d elementor-widget elementor-widget-text-editor\" data-id=\"f06ed2d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<h3><img decoding=\"async\" class=\"alignleft wp-image-38485\" src=\"https:\/\/www.encoway.de\/wp-content\/uploads\/icon-info-gelb-weiss.svg\" alt=\"\" width=\"60\"><\/h3><h3>Quando ha senso combinare SAP ERP con encoway CPQ?<\/h3><p>Sul mercato esistono molte soluzioni software che mappano e supportano i tuoi processi di vendita. Tuttavia, quando si tratta di portafogli complessi e variegati, ad esempio per beni strumentali o sistemi configurabili, le soluzioni di vendita pure raggiungono rapidamente i loro limiti. <\/p><h6>Padroneggiare un&#8217;elevata complessit\u00e0, anche senza conoscere SAP<\/h6><p>Sebbene la configurazione delle varianti SAP ti permetta di gestire l&#8217;elevata complessit\u00e0 di questi portafogli, \u00e8 debole quando si tratta di configurazione delle vendite. Senza una conoscenza preliminare di SAP, \u00e8 difficile per il tuo team di vendita o per il cliente stesso mettere insieme una soluzione adeguata. <\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ace96de elementor-widget elementor-widget-text-editor\" data-id=\"ace96de\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<h3><img decoding=\"async\" class=\"alignleft wp-image-38485\" src=\"https:\/\/www.encoway.de\/wp-content\/uploads\/icon-info-gelb-weiss.svg\" alt=\"\" width=\"60\"><\/h3><h3>Quali vantaggi offre l&#8217;integrazione tra SAP ed encoway CPQ?<\/h3><p>Molti dei dati memorizzati in SAP sono necessari anche per la configurazione dei prodotti, il calcolo e la creazione di offerte nel sistema CPQ, oltre che per la successiva creazione degli ordini. Integrando i dati e le regole dei prodotti SAP LO-VC in encoway CPQ, potrai beneficiare di un database coerente e di un minore sforzo di manutenzione. <\/p><h6>Evita gli errori<\/h6><p>Inoltre, eviti gli errori che si verificano se, ad esempio, i dati dei prodotti non sono aggiornati o gli ordini vengono trasferiti in modo errato. Trasferendo la conoscenza delle regole da SAP al sistema CPQ, ti assicuri che le soluzioni offerte possano essere realizzate. <\/p><h6>Semplificare e accelerare i processi<\/h6><p>La combinazione di SAP ed encoway CPQ ottimizza anche i tuoi processi. Puoi creare preventivi pi\u00f9 velocemente e in conformit\u00e0 con SAP e creare ordini automaticamente. In questo modo gli ordini vengono elaborati in modo rapido e accurato. I tuoi clienti beneficiano di preventivi rapidi e accurati. E il tuo reparto vendite ha pi\u00f9 tempo per concentrarsi sulle sue attivit\u00e0 essenziali, come ad esempio l&#8217;assistenza ai clienti.    <\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e0787d6 elementor-widget elementor-widget-text-editor\" data-id=\"e0787d6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<h3><img decoding=\"async\" class=\"alignleft wp-image-38485\" src=\"https:\/\/www.encoway.de\/wp-content\/uploads\/icon-info-gelb-weiss.svg\" alt=\"\" width=\"60\"><\/h3><h3>In che modo SAP e encoway CPQ lavorano insieme?<\/h3><p>L&#8217;integrazione di SAP in encoway CPQ garantisce che i prodotti e le soluzioni configurati nel sistema CPQ corrispondano alle regole aziendali e alle informazioni del sistema ERP. I materiali e i dati dei clienti presenti nel sistema SAP vengono importati direttamente nella soluzione encoway CPQ. <\/p><h6>I dati vengono sincronizzati automaticamente<\/h6><p>Grazie alla sincronizzazione automatica dei dati, il tuo team di vendita ha sempre a portata di mano i dati aggiornati sui prodotti e sui prezzi durante l&#8217;intero processo di vendita. L&#8217;integrazione ERP di encoway CPQ estrae automaticamente anche i KMAT. Questo ti permette di utilizzarli indipendentemente dall&#8217;ERP SAP e di arricchirli con immagini e testi di vendita.  <\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6be3afe elementor-widget elementor-widget-text-editor\" data-id=\"6be3afe\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<h3><img decoding=\"async\" class=\"alignleft wp-image-38485\" src=\"https:\/\/www.encoway.de\/wp-content\/uploads\/icon-info-gelb-weiss.svg\" alt=\"\" width=\"60\"><\/h3><h3>Quali dati SAP si possono utilizzare in encoway CPQ?<\/h3><ul><li><strong>Dati del cliente:<\/strong> Puoi utilizzare i dati dei clienti esistenti in SAP per creare preventivi in encoway CPQ. Questi dati vengono importati automaticamente dal sistema SAP e quindi non devono essere inseriti due volte. In questo modo si risparmia tempo, si evitano errori e si garantisce che i preventivi contengano sempre le informazioni pi\u00f9 aggiornate di SAP.  <\/li><li><strong>Dati anagrafici dei materiali:<\/strong> I dati anagrafici dei materiali possono essere importati automaticamente da SAP in encoway CPQ. Questo ti permette di utilizzarli per la configurazione delle vendite. Un materiale pu\u00f2 essere creato automaticamente in SAP per le nuove configurazioni di prodotto create in encoway CPQ.  <\/li><li><strong>KMATS:<\/strong> l&#8217;<a href=\"https:\/\/www.encoway.de\/it\/caratteristiche\/integrazione-erp\/\">integrazione ERP<\/a> di encoway CPQ ricava automaticamente i KMAT (materiale configurabile). Puoi quindi utilizzarli indipendentemente da SAP ERP. Le propriet\u00e0 di un materiale configurabile vengono visualizzate utilizzando caratteristiche che vengono valutate durante la successiva configurazione. Se necessario, puoi aggiungere ai dati anche immagini e testi corrispondenti. Ci\u00f2 significa che puoi configurare materiali conformi a SAP anche in un sistema CRM o sul tuo sito web.    <\/li><li><strong>Dati dell&#8217;ordine:<\/strong> Gli ordini generati possono essere importati dal software CPQ in SAP, compresi tutti i dettagli, ad esempio gli elenchi completi delle parti della configurazione. In questo modo si garantisce che tutti i dettagli dell&#8217;ordine siano memorizzati in entrambi i sistemi. <\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-3f6d707 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"3f6d707\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-21207df\" data-id=\"21207df\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-210ba3a elementor-widget elementor-widget-heading\" data-id=\"210ba3a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Fatti interessanti su SAP e CPQ<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c74d01b elementor-grid-2 elementor-grid-tablet-2 elementor-grid-mobile-1 elementor-posts--thumbnail-top elementor-card-shadow-yes elementor-posts__hover-gradient elementor-widget elementor-widget-posts\" data-id=\"c74d01b\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;cards_row_gap&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:30,&quot;sizes&quot;:[]},&quot;cards_columns&quot;:&quot;2&quot;,&quot;cards_columns_tablet&quot;:&quot;2&quot;,&quot;cards_columns_mobile&quot;:&quot;1&quot;,&quot;cards_row_gap_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;cards_row_gap_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"posts.cards\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-posts-container elementor-posts elementor-posts--skin-cards elementor-grid\" role=\"list\">\n\t\t\t\t<article class=\"elementor-post elementor-grid-item post-71880 post type-post status-publish format-standard has-post-thumbnail hentry category-download category-guida\" role=\"listitem\">\n\t\t\t<div class=\"elementor-post__card\">\n\t\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/www.encoway.de\/it\/download\/guida-configurazione-delle-vendite-con-sap\/\" tabindex=\"-1\" ><div class=\"elementor-post__thumbnail\"><img fetchpriority=\"high\" decoding=\"async\" width=\"800\" height=\"196\" src=\"https:\/\/www.encoway.de\/wp-content\/uploads\/header-leitfaden-vertriebskonfiguration-mit-sap.jpg\" class=\"attachment-large size-large wp-image-41413\" alt=\"\" srcset=\"https:\/\/www.encoway.de\/wp-content\/uploads\/header-leitfaden-vertriebskonfiguration-mit-sap.jpg 940w, https:\/\/www.encoway.de\/wp-content\/uploads\/header-leitfaden-vertriebskonfiguration-mit-sap-300x73.jpg 300w, https:\/\/www.encoway.de\/wp-content\/uploads\/header-leitfaden-vertriebskonfiguration-mit-sap-768x188.jpg 768w\" sizes=\"(max-width: 800px) 100vw, 800px\" loading=\"eager\" fetchpriority=\"high\" \/><\/div><\/a>\n\t\t\t\t<div class=\"elementor-post__text\">\n\t\t\t\t<h3 class=\"elementor-post__title\">\n\t\t\t<a href=\"https:\/\/www.encoway.de\/it\/download\/guida-configurazione-delle-vendite-con-sap\/\" >\n\t\t\t\tGuida | Configurazione delle vendite con SAP ERP: a cosa devi prestare attenzione\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t<div class=\"elementor-post__excerpt\">\n\t\t\t<p>Leggi la guida per scoprire quali aspetti devi considerare per garantire il successo del tuo configuratore di vendita e un&#8217;interazione fluida con SAP ERP.<\/p>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/article>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>In qualit\u00e0 di produttore di prodotti configurabili, SAP ERP \u00e8 di solito una parte standard della tua elaborazione degli ordini. I punti di forza di SAP Variant Configuration (SAP LO-VC) sono l&#8217;ottimizzazione dei processi logistici. Tuttavia, per offrire i tuoi prodotti e servizi in linea con il mercato, hai bisogno di una visione commerciale del [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":50559,"parent":52442,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"inline_featured_image":false,"footnotes":""},"class_list":["post-80729","page","type-page","status-publish","has-post-thumbnail","hentry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.9) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>SAP e CPQ: come la tua organizzazione di vendita pu\u00f2 trarre vantaggio da tutti i canali<\/title>\n<meta name=\"description\" content=\"Vantaggi di SAP &amp; CPQ: Processi end-to-end \u2705 Configurazione conforme a SAP per vendite, partner e clienti \u2705 Creazione automatizzata degli ordini \u2705 \u25ba Al webinar\" \/>\n<meta name=\"robots\" content=\"noindex, follow\" \/>\n<meta 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