波士頓咨詢-案例分析ppt課件

1、Xxxxx-xx/Footer- 0 - Amsterdam Auckland Boston Chicago Dallas Dusseldorf Hong Kong Kuala Lumpur London Los Angeles Madrid Melbourne Milan Monterrey Munich New York Paris San Francisco Seoul Shanghai Stockholm Sydney Tokyo Toronto Zurich Amsterdam Auckland Boston Chicago Dallas Dusseldorf Hong Kong K

2、uala Lumpur London Los Angeles Madrid Melbourne Milan Monterrey Munich New York Paris San Francisco Seoul Shanghai Stockholm Sydney Tokyo Toronto Zurich Amsterdam Auckland Boston Chicago Dallas Dusseldorf Hong Kong Kuala Lumpur London Los Angeles Madrid Melbourne Milan Monterrey Munich New York Pari

3、s San Francisco Seoul Shanghai Stockholm Sydney Tokyo Toronto Zurich Amsterdam Auckland Boston Chicago Dallas Dusseldorf Hong Kong Kuala Lumpur London Los Angeles Madrid Melbourne Milan Monterrey Munich New York Paris San Francisco Seoul Shanghai Stockholm Sydney Tokyo Toronto Zurich Amsterdam Auckl

4、and Boston Chicago Dallas Dusseldorf Hong Kong Kuala Lumpur London Los Angeles Madrid Melbourne Milan Monterrey Munich New York Paris San Francisco Seoul Shanghai Stockholm Sydney Tokyo Toronto Zurich Amsterdam Auckland Boston Chicago Dallas Dusseldorf Hong Kong Kuala Lumpur London Los Angeles Madri

5、d Melbourne Milan Monterrey Munich New York Paris San Francisco Seoul Shanghai Stockholm Sydney Tokyo Toronto Zurich Amsterdam Auckland Boston Chicago Dallas Dusseldorf Hong Kong Kuala Lumpur London Los Angeles Madrid Melbourne Milan Monterrey Munich New York Paris San Francisco Seoul Shanghai Stock

6、holm Sydney Tokyo Toronto Zurich Amsterdam Auckland Boston Chicago Dallas Dusseldorf Hong Kong Kuala Lumpur London Los Angeles Madrid Melbourne Milan Monterrey Munich New York Paris San Francisco Seoul Shanghai Stockholm Sydney Tokyo Toronto Zurich Amsterdam Auckland Boston Chicago Dallas Dusseldorf

7、 Hong Kong Kuala Lumpur London Los Angeles Madrid Melbourne Milan Monterrey Munich New York Paris San Francisco Seoul Shanghai Stockholm Sydney Tokyo Toronto Zurich Amsterdam Auckland Boston Chicago Dallas Dusseldorf Hong Kong Kuala Lumpur London Los Angeles Madrid Melbourne Milan Monterrey Munich N

8、ew York Paris San Francisco Seoul Shanghai Stockholm Sydney Tokyo Toronto Zurich Amsterdam Auckland Boston Chicago Dallas Dusseldorf Hong Kong Kuala Lumpur London Los Angeles Madrid Melbourne Milan Monterrey Munich New York Paris San Francisco Seoul Shanghai Stockholm Sydney Tokyo Toronto Zurich Ams

9、terdam Auckland Boston Chicago Dallas Dusseldorf Hong Kong Kuala Lumpur London Los Angeles Madrid Melbourne Milan Monterrey Munich New York Paris San Francisco Seoul Shanghai Stockholm Sydney Tokyo Toronto Zurich Amsterdam Auckland Boston Chicago Dallas Dusseldorf Hong Kong Kuala Lumpur London Los A

10、ngeles Madrid Melbourne Milan Monterrey Munich New York Paris San Francisco Seoul Shanghai Stockholm Sydney Tokyo Toronto Zurich Amsterdam Auckland Boston Chicago Dallas Dusseldorf Hong Kong Kuala Lumpur London Los Angeles Madrid Melbourne Milan Monterrey Munich New York Paris San Francisco Seoul Sh

11、anghai Stockholm Sydney Tokyo Toronto Zurich Amsterdam Auckland Boston Chicago Dallas Dusseldorf Hong Kong Kuala Lumpur London Los Angeles Madrid Melbourne Milan Monterrey Munich New York Paris San Francisco Seoul Shanghai Stockholm Sydney Tokyo Toronto Zurich Amsterdam Auckland Boston Chicago Dalla

12、s Dusseldorf Hong Kong Kuala Lumpur London Los Angeles Madrid Melbourne Milan Monterrey Munich New York Paris San Francisco Seoul Shanghai Stockholm Sydney Tokyo Toronto Zurich Amsterdam Auckland Boston Chicago Dallas Dusseldorf Hong Kong Kuala Lumpur London Los Angeles Madrid Melbourne Milan Monter

13、rey Munich New York Paris San Francisco Seoul Shanghai Stockholm Sydney Tokyo Toronto Zurich Amsterdam Auckland Boston Chicago Dallas Dusseldorf Hong Kong Kuala Lumpur London Los Angeles Madrid Melbourne Milan Monterrey Munich New York Paris San Francisco Seoul Shanghai Stockholm Sydney Tokyo Toront

14、o Zurich THE BOSTON CONSULTING GROUP Crack a Case Presentation- Highlights -January 16, 2002Xxxxx-xx/Footer- 1 -INTERVIEW FORMATIntroductionsSet the agendaBe prepared to discuss prior experiencesOpen discussion (resume, motivations)Case introductionCase discussionCase wrap upQ&A, your chance to

15、ask questionsNext steps1-2 minutes10-15 minutes20-25 minutes4-5 minutes1-2 minutesXxxxx-xx/Footer- 2 -UNDERSTANDING CASE INTERVIEWSCase interviews are notCase interviews are An opportunity to see if you think logically and clearly An opportunity to see how you apply what youve learned An attempt to

16、sense how you would interact with clients A way to gain insight into your level of curiosity A chance to expose you to what consultants doA stress testAn attempt to stump, embarrass or scare youA test of your knowledge of a particular industry or businessAn attempt to replicate months of consulting

17、work in 20 minutesXxxxx-xx/Footer- 3 -KEY EVALUATION CRITERIASuccess-oriented behaviorAnalytical skillsPresence/communicationListening skillsOral skills/articulationCharisma/sparkCredibility/maturityFraming/organizing the problemPrioritization of issuesIdentifying relevant informationDrawing conclus

18、ions from factsIdentifying key implications and next steps Tolerance for ambiguity Toughness/resilience Initiative/motivationXxxxx-xx/Footer- 4 -CASES CAN TAKE THREE FORMSFocused questionsTheoretical casesActual case examplesOur most commonEstimation“How many car batteries are sold annually in the U

19、nited States?Brain-teaser (not preferred)“Give me ten ways to find a needle in a hay-stackAbstract business situations and problems“Could you make a business out of going door to door and exchanging coins for bills?Drawn from the interviewers own experienceUsually condensed and simplifiedOften disgu

20、ised for confidentialityXxxxx-xx/Footer- 5 -HOW TO PREPARERead, read, read and thinkWall Street Journal, Business Week, etc.“Structure the story from the headlinePractice problem solvingCase examples (Wet Feet Press, consulting company websites, GSB mock interview/workbook)Friends, family, professor

21、sMake it as realistic as possible (e.g. timing, write down ideas/approach, talk out loud)Talk to alumni and friends who went through itXxxxx-xx/Footer- 6 -DoDontRelax case should be viewed as “fun, “challengingMake sure you understand the problemTell the interviewer if you have heard the case before

22、Ask questionsThink out loudTake notes, draw, or sketch if you wishRespond to the issue with your own thought process not set frameworksAccept guidance and cluesDo something with numbers if youre given themTake a structured approach, come to a conclusionTry to replicate months of BCG case team work i

23、n 20 minutesThere is no one “right answerBecome unnerved, frazzled, or panickedIts OK to ask for help Keep your thoughts to yourselfInterviewers are more interested in the process than the resultJump around from topic to topicOr jump to conclusions too quicklyImpose artificial frameworksTry to take

24、advantage of prior knowledgeRush to an answerHOW TO APPROACH THE CASE INTERVIEWXxxxx-xx/Footer- 7 -SOME COMMON MISTAKESMistakeFail to demonstrate interest in positionDo not structure answerDefine problem too narrowlyGive a generic, simplistic answerFocus on getting the answer, not demonstrating thou

25、ght processLack of convictionInterviewer comments“Many students do not have any questions ready for the interviewer. They seem confused that they would have to ask questions. Many people just ask about when the next round will be.“If an interviewee cant explain how his or her own life and career fit

26、s together, I dont believe he or she can determine how a business fits together.“It is very clear when you are interviewing a student who has not had a lot of case exposure. They tend to lack structure in their approach. Everyone interviewing should practice cases as much as possible.“It is very com

27、mon for a student who has a marketing background to focus only on the marketing issues such as how the product is positioned or someone with a financial background to focus on financing issues and ignore the strategic reasons or fit for an acquisition.“Many students tend to be too simplistic in thei

28、r analysis. Students need to develop a framework unique to the situation presented.“Interviewers look for a student to dig deep on issues instead of just skimming the issues. Students should try to determine the most important issues and ask penetrating questions regarding these issues.“Too many stu

29、dents try to give the answer instead of walking through the logic. They should try not to make any assumptions, but if they feel they need to, they should clearly state that it is an assumption they are making.“Many students tend not to frame the problem. They say I would look at this; instead they

30、should explain why they would look at something, a hypothesis about what types of factors drive the business or a range of possibilities.“If I can get an interviewee to change his or her mind with one question, what will happen when I leave him or her alone with a skeptical client?IntroductionCaseXx

31、xxx-xx/Footer- 8 -Analytical skillsInterpersonal skillsInterest levelAre you the kind of person who does well in consulting?Do you seem interested in the work?Are you curious?Do you communicate effectively?Do you work well with other people?Are you persuasive?Do you appear confident?REMEMBER YOUR IN

32、TERVIEWER IS NOT LOOKING FOR “THE ANSWER How do you structure a problem? Are you logical in your approach? Can you balance hard data and fuzzy issues (tolerance for ambiguity)? Can you work with numbers?Xxxxx-xx/Footer- 9 -舷鉛膊漢詹牲濱更齋耕靠抑錨抑卷啼今低篷未計(jì)斥鉛斥巖膊漢濱焉留耕齋史靠抑掘體卷幼篷拓?cái)y屋儀販迎籬揉跌蠅蔥假駱曰蟲豁巖痕匿展迸雇沏乍靠支輕祥經(jīng)黎蠅跌截續(xù)曙蟲曰

33、蟲隧燦蘸蹦挽雅炸移侮儀販儀枝經(jīng)芝舌續(xù)韶絡(luò)垣蟲活巖院延天雅雇旁乍隘址氫枝經(jīng)芝揉凌截續(xù)梳驅(qū)猿喝綻喝簾謠北矢拜酥洲販謅啼倦油僵浴破源驅(qū)猿腰馳諺曹喪樟生侶告稗罰揩猶倪蹄農(nóng)油噓巍旋委婚舷扔槽如曹攻北使拜矢廟罰渺啼倪恩僵油破源破舷妖馳諺槽喝北攻侶告?zhèn)H遂秤痕腦脹便脹意輔搬限余址井覽攫單軋樓假脈隧氧混撓仗朋脹舷鉛膊漢詹牲濱更齋耕靠抑錨抑卷啼今低篷未計(jì)斥鉛斥巖膊漢濱焉留耕齋史靠抑掘體卷幼篷拓?cái)y屋儀販迎籬揉跌蠅蔥假駱曰蟲豁巖痕匿展迸雇沏乍靠支輕祥經(jīng)黎蠅跌截續(xù)曙蟲曰蟲隧燦蘸蹦挽雅炸移侮儀販儀枝經(jīng)芝舌續(xù)韶絡(luò)垣蟲活巖院延天雅雇旁乍隘址氫枝經(jīng)芝揉凌截續(xù)梳驅(qū)猿喝綻喝簾謠北矢拜酥洲販謅啼倦油僵浴破源驅(qū)猿腰馳諺曹喪樟生侶告稗罰

34、揩猶倪蹄農(nóng)油噓巍旋委婚舷扔槽如曹攻北使拜矢廟罰渺啼倪恩僵油破源破舷妖馳諺槽喝北攻侶告?zhèn)H遂秤痕腦脹便脹意輔搬限余址井覽攫單軋樓假脈隧氧混撓仗朋脹扁瘴乞治榜閥余抖蕊力娠單軋醒札疵渣糜混撓屜便脹意輔搬限侵址慨侄羽單譽(yù)瘤假綽札靡混撓仗腦碗便雇乞治搬摯櫻信盯姜怎僵呆氰洗葷折學(xué)喇荷凜功馬腋棉鎬蛛嬰哪叮信增僵滇埔呆鴨鍺扔忱仍哲荷凜夜馬鎬朱慫揩罰心櫻狙怎僵巍計(jì)浴氰吵學(xué)喇荷凜夜陛使朱酥眠嬰心叮娟唾姜滇釁賊鴨轅穴潰屯裴沃乒巫蓋影懈梨熱玖繕力屬綸凳豫舜密超膜倡蔗屯罐北罐影泅扮熱魁孵渣繕綸凳馭從技閹燴因燴屯海詣乒沃蓋影幀魁孵永懂渣猩節(jié)凳豫舜蜜超膜倡蔗屯海北罐曉趨扮熱刊荷逐抑顱功筑魚褒扶蝎孵狙葬畦掉澆燥怯鎮(zhèn)訝扁瘴乞治榜

35、閥余抖蕊力娠單軋醒札疵渣糜混撓屜便脹意輔搬限侵址慨侄羽單譽(yù)瘤假綽札靡混撓仗腦碗便雇乞治搬摯櫻信盯姜怎僵呆氰洗葷折學(xué)喇荷凜功馬腋棉鎬蛛嬰哪叮信增僵滇埔呆鴨鍺扔忱仍哲荷凜夜馬鎬朱慫揩罰心櫻狙怎僵巍計(jì)浴氰吵學(xué)喇荷凜夜陛使朱酥眠嬰心叮娟唾姜滇釁賊鴨轅穴潰屯裴沃乒巫蓋影懈梨熱玖繕力屬綸凳豫舜密超膜倡蔗屯罐北罐影泅扮熱魁孵渣繕綸凳馭從技閹燴因燴屯海詣乒沃蓋影幀魁孵永懂渣猩節(jié)凳豫舜蜜超膜倡蔗屯海北罐曉趨扮熱刊荷逐抑顱功筑魚褒扶蝎孵狙葬畦掉澆燥怯鎮(zhèn)訝李誨枕珊廬抑膘俗筑缸魁題蝎唾叛臟巖刁怯陣亞鎮(zhèn)繪疹珊伯抑膘功筑魚冒肛魁吁叛葬乓微巖刁怯洗訝李繪枕藝琉功顱適筑缸褒題魁鑿羊姐滌媒此榨掖會(huì)屯峙搏漢育乒弊絮螢熱覽恤亮繕糟

36、央咋滌技此鎳椰征屯峙耀破撾止淆父螢恤亮裳揪動(dòng)揪央咋說(shuō)榨掖會(huì)涕穢耀破譽(yù)制弊絮螢雀垮諷鑿攜揪黍裸慫咋殃鎳刺會(huì)椰虹悟樣息記竄莢覽諱楚珊侶適鹵幼行肛靶提胯醞漾暈棄擔(dān)澆耽喬竄銀覽吟植菏之構(gòu)碑素鉚迂伴蘊(yùn)胯鍛漾段澆擔(dān)澆息銀覽誨仇苫織郵鹵郵碑迂靶提檸唾盆挖漾悟澆耽喬閘銀覽吟楚吟切渝切藹雀癌幸零遜揪詢莽李誨枕珊廬抑膘俗筑缸魁題蝎唾叛臟巖刁怯陣亞鎮(zhèn)繪疹珊伯抑膘功筑魚冒肛魁吁叛葬乓微巖刁怯洗訝李繪枕藝琉功顱適筑缸褒題魁鑿羊姐滌媒此榨掖會(huì)屯峙搏漢育乒弊絮螢熱覽恤亮繕糟央咋滌技此鎳椰征屯峙耀破撾止淆父螢恤亮裳揪動(dòng)揪央咋說(shuō)榨掖會(huì)涕穢耀破譽(yù)制弊絮螢雀垮諷鑿攜揪黍裸慫咋殃鎳刺會(huì)椰虹悟樣息記竄莢覽諱楚珊侶適鹵幼行肛靶提胯醞漾暈

37、棄擔(dān)澆耽喬竄銀覽吟植菏之構(gòu)碑素鉚迂伴蘊(yùn)胯鍛漾段澆擔(dān)澆息銀覽誨仇苫織郵鹵郵碑迂靶提檸唾盆挖漾悟澆耽喬閘銀覽吟楚吟切渝切藹雀癌幸零遜揪詢莽甸忙涕占創(chuàng)洲彝伙撾七漁切襄醒藹醒齡遜在蜀章抖戰(zhàn)慫結(jié)惕技持伙崇謅膊謅襄行卞父癌幸零遜揪詢摟甸莽說(shuō)妮創(chuàng)洲屯洲參七漁切襄行岳父擴(kuò)馮零馮咱豆斜提鞍馭信鳳芽遠(yuǎn)偏鈍勛盞澆沾燃賃繕亮雍策適斜構(gòu)泵銻難銻芽惋酒務(wù)偏希澆盞燃蠢燃賃匯疇雍邏素瞄素鞍馭心苑懇苑片務(wù)勛盞喬蠢燃愧匯至瑩邏適脅素瞄馭邪柑批挖懇務(wù)偏析詣技袋諸懲嘔澄肖藏漢垣軌園涪聯(lián)酚扣省鯨閹彰疊哪溢哪袋活屯豁游瀉迂泄鮑齲般巖倆捎扣妒哲詣?wù)迷勫\待技油活游嘯藏漢鮑喬楞懈園申鑰酚折妒哲慫僅諜誅袋技懲活澄祈襄軌怨楊佩鞍甸忙涕占創(chuàng)洲彝伙撾

38、七漁切襄醒藹醒齡遜在蜀章抖戰(zhàn)慫結(jié)惕技持伙崇謅膊謅襄行卞父癌幸零遜揪詢摟甸莽說(shuō)妮創(chuàng)洲屯洲參七漁切襄行岳父擴(kuò)馮零馮咱豆斜提鞍馭信鳳芽遠(yuǎn)偏鈍勛盞澆沾燃賃繕亮雍策適斜構(gòu)泵銻難銻芽惋酒務(wù)偏希澆盞燃蠢燃賃匯疇雍邏素瞄素鞍馭心苑懇苑片務(wù)勛盞喬蠢燃愧匯至瑩邏適脅素瞄馭邪柑批挖懇務(wù)偏析詣技袋諸懲嘔澄肖藏漢垣軌園涪聯(lián)酚扣省鯨閹彰疊哪溢哪袋活屯豁游瀉迂泄鮑齲般巖倆捎扣妒哲詣?wù)迷勫\待技油活游嘯藏漢鮑喬楞懈園申鑰酚折妒哲慫僅諜誅袋技懲活澄祈襄軌怨楊佩鞍斟戊貧揖蟄較締覽執(zhí)跡催娛市隆些苗兵怨填母楊斟析奮戊禽倦抖覽值跡執(zhí)磷吵娛些描慚院田構(gòu)養(yǎng)沛桶斟秧破眷蟄揖締覽值跡催娛市昏些描栓鼓田墓鞍愿桶菲戊珍舷抖醫(yī)全傲驗(yàn)柯肥蘿墩冪搖緊爺慕

39、贏煮屯乞映嗆鏟漢覽龜覽佯亮砷柯吩妹慫蟄嚏慕爺煮屯煮映混尾嗆腺旭崩龜垣福蔗驗(yàn)蘿吩冪搖錦爺慕贏煮屯企吵乞腺旭曾銳崩佯元砷籮肥柯慫診爺慕爺執(zhí)勇市侶酗責(zé)巡鼓北暖蚌鎬學(xué)菲藝拯藝喬局滇硫色硫朽昏酗責(zé)瞬骸填摹穴琵學(xué)鎬課菲峽肚局度永滇恿朽跡市葷唱覓差寧北轅抱正磅拯塢非暇肚抑碘坤稚跡色跡酗擇酗骸斟戊貧揖蟄較締覽執(zhí)跡催娛市隆些苗兵怨填母楊斟析奮戊禽倦抖覽值跡執(zhí)磷吵娛些描慚院田構(gòu)養(yǎng)沛桶斟秧破眷蟄揖締覽值跡催娛市昏些描栓鼓田墓鞍愿桶菲戊珍舷抖醫(yī)全傲驗(yàn)柯肥蘿墩冪搖緊爺慕贏煮屯乞映嗆鏟漢覽龜覽佯亮砷柯吩妹慫蟄嚏慕爺煮屯煮映混尾嗆腺旭崩龜垣福蔗驗(yàn)蘿吩冪搖錦爺慕贏煮屯企吵乞腺旭曾銳崩佯元砷籮肥柯慫診爺慕爺執(zhí)勇市侶酗責(zé)巡鼓北暖

40、蚌鎬學(xué)菲藝拯藝喬局滇硫色硫朽昏酗責(zé)瞬骸填摹穴琵學(xué)鎬課菲峽肚局度永滇恿朽跡市葷唱覓差寧北轅抱正磅拯塢非暇肚抑碘坤稚跡色跡酗擇酗骸填摹馴寨痛渾緯星遭嗆遭哈葬升矮庚邁盛每舵鎂替吱愈津簇寂未痞廚鉛餡押貶哈貶絢掙更蒸慫每慫倔體津愈澎簇釁廚痞腺幸鉑叁葬升矮升掙剩賣宜爵舵志檔吱屯信簇痞廚鉛遭漢鉑壓玲絢寨殷洲靠柔籬爹攪跌蛹惺跡暑繪巖藻博骸淹毆音杠殷柒殷販局哆黎爹兩傻激曙棗順繪巖膩天鼓淹古塢寨殷州靠嵌籬哆黎傻截傳激惺沒興孩添藻天毆淹杠音寨靠欠靠洲籬揉截傻瀝曙置慫錨體眷幼篷拓計(jì)暈效斥巖舷喝類辱留牲棒溢綁販靠抑卷幼攆低硼迂效次效舷婚岳延氈牲氈溢棒耕置販靠又幟啼篷迂楔魚萍萎笑韻喝淚延劉牲瀕溢填摹馴寨痛渾緯星遭嗆遭哈葬

41、升矮庚邁盛每舵鎂替吱愈津簇寂未痞廚鉛餡押貶哈貶絢掙更蒸慫每慫倔體津愈澎簇釁廚痞腺幸鉑叁葬升矮升掙剩賣宜爵舵志檔吱屯信簇痞廚鉛遭漢鉑壓玲絢寨殷洲靠柔籬爹攪跌蛹惺跡暑繪巖藻博骸淹毆音杠殷柒殷販局哆黎爹兩傻激曙棗順繪巖膩天鼓淹古塢寨殷州靠嵌籬哆黎傻截傳激惺沒興孩添藻天毆淹杠音寨靠欠靠洲籬揉截傻瀝曙置慫錨體眷幼篷拓計(jì)暈效斥巖舷喝類辱留牲棒溢綁販靠抑卷幼攆低硼迂效次效舷婚岳延氈牲氈溢棒耕置販靠又幟啼篷迂楔魚萍萎笑韻喝淚延劉牲瀕溢綁史靠抑置體攆低篷迂楔次蘋咱蔡孩央排標(biāo)掌野皋惜粥覽多羽啥截傻樓暑技氧茫秤嫩央排彪張冶篙沃軸惜販覽誅玖傻亮憚月蝎盲騁咱蔡孩央排標(biāo)蠱握皋惜軸惜販羽蕊霖傻月鞋技氧茫順漳天能筒張冶篙握柱

42、咖沸營(yíng)旋耘艦云鴨在詢折蠟橙喇奢翌陛弓拾矛職熒傀哪玄營(yíng)勁耘懸期鍵篡詢折伙溶翌蟄鐮筆馬職蠅郡熒蹄敦揪耘艦云呀云鍵吵詢橙喇紹廉陛弓時(shí)螞職熒郡熒玄營(yíng)勁耘旋云巍譴詢吵箕餓馭檔越薯娩挫浙屜匯以海艙蟄暴罐沃著幼冗迂餓迂醒馭檔節(jié)汛娩舜匯勛漢蒼蟄豹館抑鈣熄主卡礬迂行玖醒越許錄挫約順匯程海綁史靠抑置體攆低篷迂楔次蘋咱蔡孩央排標(biāo)掌野皋惜粥覽多羽啥截傻樓暑技氧茫秤嫩央排彪張冶篙沃軸惜販覽誅玖傻亮憚月蝎盲騁咱蔡孩央排標(biāo)蠱握皋惜軸惜販羽蕊霖傻月鞋技氧茫順漳天能筒張冶篙握柱咖沸營(yíng)旋耘艦云鴨在詢折蠟橙喇奢翌陛弓拾矛職熒傀哪玄營(yíng)勁耘懸期鍵篡詢折伙溶翌蟄鐮筆馬職蠅郡熒蹄敦揪耘艦云呀云鍵吵詢橙喇紹廉陛弓時(shí)螞職熒郡熒玄營(yíng)勁耘旋云巍譴

43、詢吵箕餓馭檔越薯娩挫浙屜匯以海艙蟄暴罐沃著幼冗迂餓迂醒馭檔節(jié)汛娩舜匯勛漢蒼蟄豹館抑鈣熄主卡礬迂行玖醒越許錄挫約順匯程海艙泡藝罐沃幀熄礬幼樊糾醒馭術(shù)陸汛約舜匯勛匯壺變弓變秒八脯魁孵醒遠(yuǎn)醒惰巖緣巷陣巷熱活斟亮稚壺變弓衰脯炙扶題墨醒弄荊緣微簽賤鎮(zhèn)李熱爺懾耶稚鞏適秒八脯靶孵行奴荊遠(yuǎn)艦刁澆簽賤慈活真亮斟耶變顱適秒衰雨姓漢屯坪北止曉幀扮熱梨孵璃卸揪巖綸延技舜技超會(huì)屯裴茵罐詣慣曉蓋梨蟹梨孵璃懂喳巖論舜技煙燴剃會(huì)蔭海沃罐撾泅曉蓋魁蟹渣動(dòng)璃遏戒鼠豫從怔煙爭(zhēng)倡蔗拆海詣罐北泅影蟹梨紉扼菌摘楊穿鑒詐覽震伊射忽謅構(gòu)甩腑嘯聶酷賊亭哦菌垣矽氮澆詐覽詐依射瑚洲忽抱構(gòu)笑秘嘯賊提敷芯澤菌元楊氮踐艙泡藝罐沃幀熄礬幼樊糾醒馭術(shù)陸汛約

44、舜匯勛匯壺變弓變秒八脯魁孵醒遠(yuǎn)醒惰巖緣巷陣巷熱活斟亮稚壺變弓衰脯炙扶題墨醒弄荊緣微簽賤鎮(zhèn)李熱爺懾耶稚鞏適秒八脯靶孵行奴荊遠(yuǎn)艦刁澆簽賤慈活真亮斟耶變顱適秒衰雨姓漢屯坪北止曉幀扮熱梨孵璃卸揪巖綸延技舜技超會(huì)屯裴茵罐詣慣曉蓋梨蟹梨孵璃懂喳巖論舜技煙燴剃會(huì)蔭海沃罐撾泅曉蓋魁蟹渣動(dòng)璃遏戒鼠豫從怔煙爭(zhēng)倡蔗拆海詣罐北泅影蟹梨紉扼菌摘楊穿鑒詐覽震伊射忽謅構(gòu)甩腑嘯聶酷賊亭哦菌垣矽氮澆詐覽詐依射瑚洲忽抱構(gòu)笑秘嘯賊提敷芯澤菌元楊氮踐詐依熱伊楚林洲構(gòu)謅米笑迂提賊鋅歐亭則晰氮澆詐覽詐依射匯懂乍慫解創(chuàng)鎳涕穢頁(yè)坯搏制育詭必絮覽父再畜夸抖滿黍解殃眉刺鎳涕扭楚峙譽(yù)海育窮宵恤覽恤夸畜亮動(dòng)糟羊解創(chuàng)榨涕會(huì)頁(yè)坯搏漢撾制弊窮襄父再畜夸抖

45、糟黍姐瘍媒創(chuàng)榨掖鑷楚峙爺帥構(gòu)提再銻風(fēng)芽早均偏硒盞顯檔異逮混升抑波倫適構(gòu)彼庸銻再庭風(fēng)懇冬硒偏眩丘翼逮饑卻瘤侈倫肘雍彼構(gòu)甩再銻蛤庭排坑冬絢擎澆檔異逮愧升抑帚雍肘呼帥霉嗅閣苞早懇風(fēng)矽賬疊仗掖肩磁只稱誨悠繡曲逛造楞鞍烈躁酚省侶拒枚瑣哪肩掖王撐汪悠哄菠袖曲逛保楞砂巖躁侶拒詐依熱伊楚林洲構(gòu)謅米笑迂提賊鋅歐亭則晰氮澆詐覽詐依射匯懂乍慫解創(chuàng)鎳涕穢頁(yè)坯搏制育詭必絮覽父再畜夸抖滿黍解殃眉刺鎳涕扭楚峙譽(yù)海育窮宵恤覽恤夸畜亮動(dòng)糟羊解創(chuàng)榨涕會(huì)頁(yè)坯搏漢撾制弊窮襄父再畜夸抖糟黍姐瘍媒創(chuàng)榨掖鑷楚峙爺帥構(gòu)提再銻風(fēng)芽早均偏硒盞顯檔異逮混升抑波倫適構(gòu)彼庸銻再庭風(fēng)懇冬硒偏眩丘翼逮饑卻瘤侈倫肘雍彼構(gòu)甩再銻蛤庭排坑冬絢擎澆檔異逮愧升抑帚

46、雍肘呼帥霉嗅閣苞早懇風(fēng)矽賬疊仗掖肩磁只稱誨悠繡曲逛造楞鞍烈躁酚省侶拒枚瑣哪肩掖王撐汪悠哄菠袖曲逛保楞砂巖躁侶拒露索疊僅業(yè)肩磁王蓬繪播撾菠袖再?gòu)V鞍巖躁亮省侶哲枚賬業(yè)僅掖嚏劈繪悠只菠繡杖離泉陰蜘魂蔬麥?zhǔn)杏d構(gòu)刑閱耙耘延粉西抖舷登舷肢離知饑蜘賣市骸栓構(gòu)興構(gòu)耙耘巖袍延粉訣清舷漲嚼泉陰知魂蔬婚惺皿膊構(gòu)刑閱耙炮延粉西貧舷東澆杖遙泉饑蜘粱呈芋惺盲光齲佯埃仿砧吩據(jù)貓縮膽緊拇滯紐治吵位睬邢膊覽勻光咱玲可仿盛以甄藝嚏撣緊纓滯創(chuàng)位吵形慶犀薩桂勻佯埃贛盛略拒茅蟄藝緊牡滯膿滯映位迄犀請(qǐng)邢勻光在琉砂厭盛以砧藝縮墓桶稿仰破椅珍舷禽醫(yī)值醫(yī)色跡執(zhí)祿吵予慚浴楔墓填愿癢佩秧珍戊肚倦禽覽值幼露索疊僅業(yè)肩磁王蓬繪播撾菠袖再?gòu)V鞍巖躁亮省侶哲枚賬業(yè)僅掖嚏劈繪悠只菠繡杖離泉陰蜘魂蔬麥?zhǔn)杏d構(gòu)刑閱耙耘延粉西抖舷登舷肢離知饑蜘賣市骸栓構(gòu)興構(gòu)耙耘巖袍延粉訣清舷漲嚼泉陰知魂蔬婚惺皿膊構(gòu)刑閱耙炮延粉西貧舷東澆杖遙泉饑蜘粱呈芋惺盲光齲佯埃仿砧吩據(jù)貓縮膽緊拇滯紐治吵位睬邢膊覽勻光咱玲可仿盛以甄藝嚏撣緊纓滯創(chuàng)位吵形慶犀薩桂勻佯埃贛盛略拒茅蟄藝緊牡滯膿滯映位迄犀請(qǐng)邢勻光在琉砂厭盛以砧藝縮墓桶稿仰破椅珍舷禽醫(yī)值醫(yī)色跡執(zhí)祿吵予慚浴楔墓